Advertising Campaign for Ufone VAS - A Telecom Marketing Report

2011
Promote Value-Added-Services of UFONE
A 3600 Advertising Solution by Agents of Change

Syed Abdul Basit
Syed Yasir Uddin
Nabeel Haider Khan
Institute of Business Management
August 28, 2011

I

TELECOM MARKETING TERM PROJECT

TELECOM MARKETING
TERM PROJECT

Submitted to:

Sir Sajjad Hussain


Karachi, Pakistan

Submitted by:

Syed Abdul Basit (10133)

Syed Yasir Uddin (10210)

Nabeel Haider Khan (9632)

Course:

Telecommunication Marketing

Summer 2011

Submission Date

Sunday, August 28, 2011

MBA Executive Program
Institute of Business Management, Karachi, Pakistan


LETTER OF AUTHORIZATION

August 28, 2011

Dear Readers,

We have been authorized to do a term project on “Telecom Ad Analysis” by our course instructor

Mr. Sajjad Hussain.

The enclosed report contains thorough study of the research conducted by using different methodologies

and by evaluating different marketing strategies in the context with telecom industry.

We hope that this case will serve the requirement of being a complete set of information.

Sincerely,

Syed Abdul Basit |Syed Yasir Uddin | Nabeel Haider Khan
MBA (TCM)

INSTITUTE OF BUSINESS MANAGEMENT

MBA Telecom Mgmt. Students | Summer 2011
I


LETTER OF TRANSMITTAL

August 28, 2011

Mr. Sajjad Hussain
Telecommunication Marketing (Course)
Karachi

Subject: Term Report on Telecom Ad Analysis

Dear Mr. Sajjad Hussain:

Here is our case analysis on „Advertising Strategy to Promote Ufone VAS‟ which you had authorized

us to make at the beginning of this semester. The case is now ready.

This case helps us to improve our knowledge base pertaining to subject of Telecommunication Marketing.

We have tried our best to cover every aspect in this report but if you require any further clarification or

have any queries, we would be more than happy to answer your questions and facilitate your

understanding on the report.

Sincerely,

MBA (TCM)


MBA Telecom Mgmt. Students | Summer 2011 II


LETTER OF ACKNOWLEDGEMENT

August 28, 2011

Mr. Sajjad Hussain
Telecommunication Marketing (Course)
Karachi

Dear Reader:

The preparation of this case is a sound example of research on topics related to telecommunication
marketing and service marketing. The experience is a valuable one because not only did this term project
increase our understanding and knowledge on the assigned topic but also taught us important lessons of
how to incorporate out theoretical knowledge to enhance the understanding of practical implications.

However, this would not have been possible had we not been given the opportunity to present this case.
Therefore, we would like to express the deepest appreciation to our course instructor, Mr. Sajjad Hussain,
a visionary person, who has been a continuous source of guidance throughout the semester and has
always been there to answer our queries.

We hope that this case will prove to be a useful source of study in the area of Service Marketing in
telecom industry and also the findings specific to this research may be useful for Ufone and also for the
students taking up the course of “Telecommunication Marketing” and to others in future.

Thanking you,

Sincerely,
MBA (TCM)


MBA Telecom Mgmt. Students | Summer 2011 III


TABLE OF CONTENTS

LETTER OF AUTHORIZATION ............................................................................................................I
LETTER OF TRANSMITTAL............................................................................................................... II
LETTER OF ACKNOWLEDGEMENT ................................................................................................ III
1.0. INTRODUCTION ........................................................................................................................ 1
1.1. Scope of Work .......................................................................................................................... 1
1.2. Problem Statement .................................................................................................................... 1
1.3. Motivation ................................................................................................................................ 1
1.4. About „Agents of Change‟......................................................................................................... 1
1.5. Solution for Ufone .................................................................................................................... 1
2.0. ABOUT UFONE ......................................................................................................................... 2
2.1. Company Profile ...................................................................................................................... 2
2.2. Vision ...................................................................................................................................... 2
2.3. Mission Statement .................................................................................................................... 2
2.4. Market Position of Ufone ......................................................................................................... 3
2.5. Ufone‟s VAS Portfolio ............................................................................................................. 4
3.0. ENVIRONMENTAL & MARKETING ANALYSIS ................................................................... 5
3.1. SWOT Analysis ....................................................................................................................... 5
3.2. Strategic Marketing for Mobile VAS ........................................................................................ 7
3.3. Marketing Mix of Mobile VAS ................................................................................................ 9
3.4. Consumer Behavior................................................................................................................. 11
4.0. ADVERTISING STRATEGY & CAMPAIGN ........................................................................... 12
4.1. Why ZooZoo........................................................................................................................... 12
4.2. Media Plan .............................................................................................................................. 12
4.3. Message Design and Execution ............................................................................................... 12
4.4. Story Board of Advertisements................................................................................................ 14
5.0. CONCLUSION ..........................................................................................................................18
6.0. REFERENCES ...........................................................................................................................18

MBA Telecom Mgmt. Students | Summer 2011 IV


1.0. INTRODUCTION

1.1. Scope of Work

To signify the Value Added Services (VAS) associated with Ufone customers

1.2. Problem Statement

Currently, Ufone has wide portfolio of value added services but they are not pitching these
services to the target customers and overall the turn-up ratio is very low. The involvement of
VAS in terms of percentage is only 8% of revenue generation and they want to increase up to
20% to have a competitive advantage in the market.

1.3. Motivation

We get an inspiration from the international telecommunication market with an innovative
advertising character that was designed to promote the Mobile Value Added Service (VAS)
market, precisely “ZooZoo”, an animated character that was bring to screens by the advertising
agency.

1.4. About „Agents of Change‟

Agents of Change, is an advertising agency provides innovative marketing promotion solutions,
mainly to telecom sector in Pakistan.

1.5. Solution for Ufone

 Providing a 3600 advertising solution to Ufone for their Mobile VAS promotion
 Transforming the marketing strategy of Ufone into educate target audience with an
emphasis on Total Value Addition
 Help Ufone to increase their market share by adopting Blue Ocean Strategy (choosing a
niche market of VAS) and to come out from the price war zone going on basic voice and
message services

MBA Telecom Mgmt. Students | Summer 2011 1


2.0. ABOUT UFONE

2.1. Company Profile
Pak Telecom Mobile Limited (PTML) is a wholly owned subsidiary of Pakistan
Telecommunication Company Limited (PTCL) that started its operations in January 2001 under
the brand name 'Ufone'. As a result of PTCL‟s privatization, Ufone became a part of the Emirates
Telecommunication Corporation Group (Etisalat) in 2006.

Since its inception, Ufone has focused on the people of Pakistan, empowering them with the most
relevant communication modes and services that enable them to do a lot more than just talk, at a
price that suits them the most. Along with the claim of lowest call rates, clear sound and best
network, Ufone offers its customers simplified tariffs with no hidden charges. With a strong and
uniquely humorous communication direction that has now become Ufone‟s signature across all
advertising media, Ufone gives its customers many reasons to smile.

This customer focus and best offering has allowed Ufone to build a subscriber base of over 20
million in less than a decade. Ufone has network coverage in 10,000 locations and across all
major highways of Pakistan. Ufone currently caters for International Roaming to more than 288
live operators in more than 160 countries. Ufone also offers Pakistan‟s largest GPRS &
BlackBerry Roaming coverage available with more than 200 Live Operators across 122 countries.
More recently, Ufone has become a focused and intensive leader in VAS, constantly introducing
innovative services, which have been the first of their kind in the Pakistani cellular industry. As
the world of telecommunications advances, Ufone promises its customers to stay ahead,
developing and evolving, to go beyond their expectations, because at Ufone, it‟s all about U.

2.2. Vision
“Be the leaders of the cellular companies in telecommunication sector in Pakistan by giving the
consumers better quality in low rates and bring innovation and communication resolution
whereas beyond the investors value and employee expectation.”

2.3. Mission Statement
“To be the best cellular option for U”.

We aim to provide you with wider coverage, superior connectivity, clear signals & voice quality.
Wherever you are, Ufone keeps you connected.

2


2.4. Market Position of Ufone
The cellular industry in Pakistan grows extensively in last 5 years, with a current subscriber base
of 110 million approx. nationwide. There are five Cellular Operators, providing 2G (GSM) voice
and data services to mobile users. Currently, Ufone lies in the 3rd position in Cellular Industry
with a market share of 19%, while Mobilink leads the market with a market share of 31%
followed by Telenor Pakistan, having market share of 24%.

Mobilink Telenor Ufone Warid Zong Total

33,378,161 26,667,079 20,533,787 17,387,798 10,927,693 108,894,518

Current Subscriber Base - Jun'11
33,378,161

26,667,079

20,533,787
17,387,798

10,927,693

Mobilink Telenor Ufone Warid Zong

Overall Market Share - Jun'11
ZONG
10%
WARID MOBILINK
16% 31%

UFONE
19% TELENOR
24%

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2.5. Ufone‟s VAS Portfolio
Ufone is a pioneer in VAS segment and has wide portfolio of Value Added Services for their
subscribers.

Ufone is leading the VAS segment by offering 73 different kinds of Mobile VAS, following by
Telenor offers 68, Mobilink offers 54, Warid offers 52, and Zong offers 47 value added services
to the cellular subscribers. Here is the categorization of VAS offered by Ufone.

Basic Services (Call & SMS) Entertainment Services

 SMS  U-Tunes
 Group SMS  U-Greetings
 Call waiting  U-Track Business
 Conference calling  U-Cricket
 Voice Mail  Love Box
 Awaz SMS (VSMS)  Ufone Quiz Whiz
 Call Blocking  Ufone E-bill
 Missed Call Notification (MCN)  Ufone URDU SMS Conversion
 Collect Call  Ufone International Load

Internet Services Multimedia Services

 Ufone MyMail  Background Music (BGM)
 Mobile Banking  Personalized Ring Back Tone (PRBT)
 Twitter on SMS  Ufone Song Catcher
 Facebook Mobile Alerts  Ufone Song Dedication
 Phone Book Saver  U-Singer
 GPRS Enabled MMS  Coke Studio
 WAP Gaming Portal  Ufone Music Station

Unique Services Islamic Services

 Double Number  Quran on Mobile
 Ufone Walkie-Talkie  Hajj Guide
 U-Bazaar  Ufone Religion Portal
 U-Health  Azaan Alert
 U-Job Portal  Haidth a day
 Ufone Travel Guide  Quranic Ayat

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3.0. ENVIRONMENTAL & MARKETING ANALYSIS

3.1. SWOT Analysis
SWOT analysis is an overall evaluation of the company‟s

 Strengths (S)
 Weaknesses (W)
 Opportunities (O)
 Threats (T)

Following is the SWOT analysis of Ufone‟s in the context of VAS services they offered.

STRENGTHS:

Strengths include internal capabilities, resources, and positive situational factors that may help the
company to serve its customers and achieve its objectives.

 A key of difference among all services
 Ufone is offering more and better Value Added Services (VAS) than its competitors i.e.
Ufone‟s Walkie talkie
 Ufone is enjoying the third largest cellular operator in Pakistan
 Innovative marketing strategy and strong advertisement campaign
 Wide media coverage, more precisely through video

WEAKNESS:

Weaknesses include internal limitations and negative situational factors that may interfere with
the markets associated with value added services

 Difficulty in understanding value perceived by rural population.
 Ufone has pathetic billing system for postpaid connections. This faulty system creates a
negative impact among its customers. Customers demand online payment service.
 Put less focus on the postpaid subscribers, has 2% subscriber base.
 Doesn‟t promote each category of VAS to different segments of subscribers.

5


OPPORTUNITIES:

Opportunities are favorable factors or trends in the external environment that the company may
be able to exploit to its advantage

 Identifying growth markets of VAS areas
 Advertising through animated characters to gain customer interest
 Deploy innovative VAS on revenue sharing basis with vendors
 Revolutionized the advertising campaigns
 Should come up with an innovative VAS that solve issues face by users in their daily life
 Can increase the subscriber base by offering unique VAS
 Ufone has the opportunity to win the customers of its competitors by providing them
superior services on lower price
 To cater the 3G market, can extensively increase their subscriber base by offering
3G value added services, like Video Calling, Background Video and Personalized Ring
Back Video.

THREATS:

Threats are unfavorable external factors or trends that may present challenges to performance.

 The boosting value added service customer base of Telenor and Mobilink is also a big
threat for Ufone
 The decreasing economy rate and instability of Pakistan is a big threat for all businesses
in Pakistan including Ufone.
 Advertisements getting lost in marketing war.

6


3.2. Strategic Marketing for Mobile VAS

SERVICE SEGMENTATION

Value added service market is a diverse, literate and young segment of society. Ufone has
segmented this entertainment and value adding market on four bases: - economy, age, gender &
occupation.

 Economy: Upper class, Middle class, socio-economic class, lower class
 Age: Teenagers, youngsters and middle age
 Gender: Male & Female
 Occupation: Students, Corporate class, Business class, Labor etc

TARGET MARKET

Cellular phones have entered in 3rd generation that is the developed market. These 3rd generation
value added services are the main focus of Ufone. Ufone is targeting Youth one way, students,
corporate class, Business class, working class, labor. Ufone is no longer a follower in this race.
The company is trying to be pioneer in taking value added service to at its peak by providing vast
variety of value added services that is entertaining and saving precious of this particular segment.

Target Marketing Strategy

Ufone has always been targeting Youth Market or specific by using young brand endorsers or
ambassadors. It always brings such packages and offers that precisely meet the needs of particular
segment. No doubt it has also launched packages, brands and offers for working people,
business class, ladies and aged ones. Ufone is seeking a way to cater value added service market.
We are providing animated ambassadors ZOOZOO. ZOOZOO will address the issues faced by
individual and then resolve these problems and issues by providing solution.

7


POSITIONING

Positioning is the process of creating an image of company‟s brand or services in the mind of
market. Company‟s position services emotionally, functionally or on the basis demand that is
being generated in particular market. Ufone is still a market challenger in comparison to market
leader MOBILINK. It is still to reach to the top most position of cellular companies. So, Ufone
positions itself on the basis of its services.

 Current Slogan of Ufone
It’s All About U (in English)

Tum Hi Toh Ho (in Urdu)

 Rebranding Ufone – New Slogan
Wherever you go our network follows you to add value into your life.

Ufone changed the image of services associated with mobile phones from a luxury only
affordable by the elite, to a necessity affordable by the common man. Since its inception, Ufone
has positioned its brand for “MASSES” on the basis of services it is providing maximum services
and its lowest services rates. It makes them believe that it satisfies the needs of everyone (all
classes, age & genders). The impression is Ufone caters services on individual basis. The brand
name UFONE itself is a positioning statement.

DIFFERENTIATION

In these days of intense competition marketers find it hard to differentiate their services from
those of competitors. Now customer care about price against the service they are utilizing. An
unsatisfied customer will immediately go for service switching or operator switching. Thus
leaving a customer unsatisfied and not meeting his/her demands is out of question for marketers.

Differentiation Strategy

Ufone has always strategized in satisfying the demands of its customers. In doing so it has been
successful in differentiating itself in terms of:-

 Price
 Quality service
 Technology

8


3.3. Marketing Mix of Mobile VAS

PRODUCT / SERVICES

Ufone is a service providing company. Service is any intangible product that consists of activities,
benefits or satisfactions offered for sale.

Strategy: Ufone should provide unique voice/data services to beat its competitors at all levels.
When Ufone launches a new VAS in a market, it actually makes it a complete package of core
benefit, design, features, brand name, quality, and after sale service.

PRICE

Cellular service providers are facing intense price competition in contemporary market.
Customers perceive pricing as the heart of brand selection. Price has always been the core
differentiation of Ufone. Ufone offers unique VAS at low-tariff rates to facilitate their customers
and to be the first choice for them.

Strategy: Ufone strategize to capture the existing pricing needs of its customers and use it well
on occasional or timely basis. For example Ufone offered very good Roaming services during the
occasion of Hajj with lowest call rates. It was a fantastic strategy to beautify the brand image in
term of pricing in customer‟s minds as well as remain profitable in doing so. Ufone follows
market penetration pricing strategy and dynamic pricing strategy to meet the customer needs and
ever changing price competition.

Here are the few reasons to choose ZooZoo character in the context of pricing.

 Consumes low cost, animations 10-15 times costlier than real people.
 Unique Brand Name: ZooZoo name nowhere in commercial and it easy to capture the
attention of target audience.
 Massive Viral Marketing
 Some VAS would be offered to mobile users at affordable prices, like Rs. 30/month.

9


PLACE

Place plays a very important part in the distribution and promotion of services.

Competitors of Ufone are seeking to penetrate into places where others haven‟t reached. Cellular
operators are drastically widening their network & coverage in every area of Pakistan. Mobilink
has this edge in place excellence because it is the pioneer in cellular industry.

Strategy: Ufone should come up with regional based Mobile VAS, to promote cultures and
traditions of each province. For this, they have to extend their network coverage to all places in
Pakistan in order to meet the requirements of its increasing customer base. Now Ufone is heading
from cities to remote northern areas in expanding its network. Ufone has intensive promotion in
cities, but it is also considering improving its promotion in rural areas as well.

PROMOTION

Ufone believes in Integrated Marketing Communication which is a carefully blended mix of
promotion tools. Ufone employ different marketing activities and channels to communicate and
deliver value to customer. These activities are coordinated to provide maximum communication
output. These communication channels include Advertising, Sales Promotion, Public Relations,
Direct Marketing, and Personal Selling. Ufone strategize to carry out promotion in order to
increase its market share.

 Public Relations: Ufone is less conscious of developing its general public relations. But
recently it has launched its “Hajj Guide” service on Ufone for their International
customers using Roaming services.
 Direct Marketing: Ufone employ on-road umbrella franchises where the directly market
and sell their connections and mobile SIM cards.
 Personal Selling: Ufone administer personal selling facility to sell their PostPay
connections targeting well to do people and businessmen.

It won‟t be an exaggeration to say that Ufone has placed itself where it is now through brilliant
promotions.

10


3.4. Consumer Behavior

CHARACTERISTICS AFFECTING CONSUMERS

Culture
Demand of value added services is not that much high in Pakistan. Our cultural heritage does not
have excess use of value added services, due to the lack of awareness.

Social Class
Middle class families tend to use mobile phone just for in contact with their relatives. Although,
the usage of value added services is less than the other segments of market but the market size is
huge because these services add value into the daily life of mobile users. Ufone should educate
their target audience via advertisement; so they capture this market as well.

Family
Family & friends play an important role. The ladies has shown their concerned about long talk
time. But the value added services can capture value out of this segment by adding value into
their life. For example, Call Screening used by parents in their children mobile phones.

Youth
In all the advertisements of Ufone, their main emphasis is on youth. The consumer always feels
that he/she is using a reliable service that adds value into their conversation and never carries
doubt in their mind.

CONSUMERS BUYING BEHAVIOR

Here are the four consumer roles that can use in Mobile VAS segment.

 Initiator: Loyal customers looking for innovative services
 Influencer: Friends & Family, Traditions, Advertisements
 Decider: Consumers
 Buyer: Youth, Family

11


4.0. ADVERTISING STRATEGY & CAMPAIGN

4.1. Why ZooZoo
The objective of this campaign is to create awareness of Mobile VAS among subscribers and to
promote and communicate these services offered by Ufone. The ZooZoo character has humor
appeal to attract target customers more easily, rather to adopt traditional advertising strategy by
casting celebrities.

1. Source of Attractiveness
a. Similarity: The best thing makes ZooZoo so endearing is that they are innocent
people living in a simple world unlike ours, who laugh loud when they laugh and
who seem to be in an in-between world of animation and reality.
b. Likability: These characters showing friendliness attitude with mobile users.
2. Funny and Attractive
3. Not a celebrity endorser, associated risks not present

4.2. Media Plan
 Marketing Objective: Build Brand image and increase market share
 Show to be promoted: Value Added Services of Ufone
 Target Market: Youth, Boys & Girls, College graduates
 Primary markets: Universities/Colleges, Restaurants, Shopping Malls
 Start time: 1st week of September, 2011
 Duration: 3 months
 Advertising domain: TVC and promotion on Social Media (Facebook, YouTube)

4.3. Message Design and Execution

Appeal

The main appeal of this advertising campaign is to facilitate mobile users; Ufone‟s value
proposition for subscribers is to “Make your life simple by using VAS in your daily life.

Structure

The main idea is to incorporate service marketing into this proposed TVC and advertising
campaign for Ufone‟s to diversify VAS sector and to promote wide variety of services through all
the communication channels (TV, Press, Radio etc), initially we focused on TVC and Digital

12


Marketing, i.e. marketing on social media platforms like Facebook, Twitter, YouTube, etc. This
idea has been turned into an actual ad execution with Ufone‟s Mr. U that will capture the target
audiences attention and interest. The creative team of Ufone and Agents of Change has
discovered the best approach, style, tone, words, and format for perfectly carrying and executing
the message during this advertising campaign.

Following styles have been adopted in this TVC advertising campaign.

Slice of Life
In slice of style, the message is convey in such a way that it shows the problem with proposing
solution. For example, in our case, if mobile subscribers use Call Blocking service, he/she can
block unwanted calls by filtering/block the unknown numbers.

Analogy: A couple sitting together in a park having conversation, after sometime a salesman
break their privacy and want to sell the stuff. In traditional case, the couple has to cope up with
this situation and keep trying to avoid that sales person. However, the 3600 approach is that
anyone of them gives a boxing punch to that salesman, so he leaves that place and the couple can
communicates freely. (Note: The TVC has a complete story and theme behind it; more details are
available in the story board section)

Mood or Image

The ZooZoo builds a mood or image around the benefits of VAS that are offered in different
segments of Mobile VAS.

Change of Agents Approach

Here are some recommended styles of advertising for VAS promotion.

 Concept is important and directional towards consumers that will be using services and
filling the gap. Focus on how people spent their life before using VAS and what change
comes into their life when they are trying this VAS in their daily life.
 Low cost ads can make good impact and company can work on other service offerings
 Expensive Brand Ambassadors are not required; the animated or virtual ambassadors will
work efficiently. They also have a positive & strong impact on mobile subscriber‟s mind.
 Ads more relate to common man. Co-relating the service with life of common man will
increase the value of service provider.
 Most importantly, all the proposed TVC regarding this advertising campaign, have one
thing common, the ads are very simple.

13


4.4. Story Board of Advertisements
Here are the story boards of four TVC ads discussing the life before/after using VAS.

Advertisements

 Call Blocking  Job Alerts
 Live Counseling  Balance Share

Call Blocking

Life before using VAS
Restricting unwanted calls on your cell phones has been
a dream for consumers. Traditionally there were no
features of blocking particular number on mobile
phones, so the customer churn-out rate was extremely
high and low value in the eyes of customer related to
service offerings.

Life after using VAS
ZooZoo way is the modern way of blocking the
unnecessary and unwanted calls that is wasting your
time and disturbing you while at work or with family.
In result, the customer is not lost rather it stays and
enjoys the other services associated with his or her way
of VAS life.

14


Live Counseling

Counseling means guiding the way out to
problems. Basically it has become the need of
individuals to take decision or opinion right on
time to avoid grievances that arise suddenly. For
example, if you want to propose anyone you need
glamorous phrases to convince your mate. This
counseling was not available with the existing
service providers.

ZooZoo way is the modern way of blocking the unnecessary and unwanted calls that is wasting
your time and disturbing you while at work or with family. In result, the customer is not lost
rather it stays and enjoys the other services associated with his or her way of VAS life.

15


Job Alerts

Jobs has been ultimate requirement for every
youngster in our environment or be it other.
Majority of them face problems and issues
while finding right jobs and targeting right
employers. So, targeting the right employer
that suits your skillset is the key to success in
professional life. The result is good future
prospects and on the negative side loosing
youngsters from track and ruining the future of
themselves and the country.

ZooZoo way is the modern way of blocking
the unnecessary and unwanted calls that is
wasting your time and disturbing you while at
work or with family. In result, the customer is
not lost rather it stays and enjoys the other
services associated with his or her way of
VAS life.

16


Balance Share


In the traditional environment, subscriber used

to charge vouchers or card in order to fill up

the account but there were no alternate if any

individual was in a need of credit on crucial

times. In result, they unable to make important

calls or sending message.


Change of Agents believes in caring and sharing love with each other, so they came up with an

idea of sharing credit or get a balance transfer. The advantage was high involvement of customers

but not everybody is coming for load on franchise or customer care. Now, subscribers can share

credit with family members, friends and workers, so everybody is reachable and can make calls

or send messages on critical moments.

17


5.0. CONCLUSION
It keeps on communicating the mobile phone users to adopt new offerings in the cellular market.
Ufone always communicates its latest packages; value added services and offers through its
promotion on TV and in Print media.

In view of the above details, we can conclude that these value-added-services is focusing on the
Affective Stage, by informing users to create interest, desire, liking, preference, conviction,
favorable positive attitude, intention of buying, and it moves the customer to the Behavior Stage,
for an action, purchase, adoption or a behavior that will result in subscription of the offer for the
existing users and purchasing of Ufone‟s SIM. To sum up the communication objective, here are
the major goals which Ufone‟s achieve after this advertising campaign.

 Creating awareness of Mobile VAS
 To generate interest and develop desire to use innovative VAS
 Promote Ufone‟s Brand name
 Ufone‟s ads have attracted people and which has boost their sales.
 People want Ufone to lower prices.
 Everyone is aware about the value added services (VAS) of Ufone as they are depicted
through the advertisements clearly.

6.0. REFERENCES
The information has been gathered through the various sources including

 Books:
o Service Marketing by Christopher Lovelock
o Advertising & Promotional Strategy, by Tom Robbins
 Ufone – VAS Marketing department
o www.ufone.com
 PTA – Telecom Indicators of Cellular Industry for market share and growth
o www.pta.gov.pk
 Telecom Blogs
o www.telecompk.net
o www.propakistani.com

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