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    About Airtel

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    Vignesh Guru
    The document provides an overview of Bharti Airtel, the largest telecommunications company in India. It discusses Airtel's introduction, mission, subsidiary companies, service business units including mobile, broadband, and enterprise networks. It also summarizes Airtel's subscriber growth, sales forecasting methods, distribution network, people strategies, advertising campaigns, and sales promotions. The outcome shows Airtel continues to gain market share and add millions of new customers each month.

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    About Airtel

    Uploaded by

    Vignesh Guru
    448 views31 pages
    The document provides an overview of Bharti Airtel, the largest telecommunications company in India. It discusses Airtel's introduction, mission, subsidiary companies, service business units including mobile, broadband, and enterprise networks. It also summarizes Airtel's subscriber growth, sales forecasting methods, distribution network, people strategies, advertising campaigns, and sales promotions. The outcome shows Airtel continues to gain market share and add millions of new customers each month.

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    The document provides an overview of Bharti Airtel, the largest telecommunications company in India. It discusses Airtel's introduction, mission, subsidiary companies, service business units including mobile, broadband, and enterprise networks. It also summarizes Airtel's subscriber growth, sales forecasting methods, distribution network, people strategies, advertising campaigns, and sales promotions. The outcome shows Airtel continues to gain market share and add millions of new customers each month.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    448 views31 pages

    About Airtel

    Uploaded by

    Vignesh Guru
    The document provides an overview of Bharti Airtel, the largest telecommunications company in India. It discusses Airtel's introduction, mission, subsidiary companies, service business units including mobile, broadband, and enterprise networks. It also summarizes Airtel's subscriber growth, sales forecasting methods, distribution network, people strategies, advertising campaigns, and sales promotions. The outcome shows Airtel continues to gain market share and add millions of new customers each month.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 31

    PRESENTED BY

    GROUP 8
    ADITYA G TOSHNIWAL
    RISHI GAUTAM
    SHILPA GARG
    SWATI SHIPRA
    SYED KHAJA MOHIUDDIN
    TONMAYA CHATURVEDI
    VIGNESH G
    VISHAL KUMAR MAHATO
    Introduction
    ü Started in 1995…took 13-1/2 years to reach 100 million mark

    ü Sixth largest integrated operator in the world after China Mobile, China Unicom,
    China

    Telecom, AT&T and Verizon

    ü If Airtel customers were to form a single country, it would be 12ththe largest country
    in

    the world

    ü India LARGEST private INTEGRATED telecom company in India

    ü LARGEST WIRELESS operator in India

    ü LARGEST TELECOM company listed on Indian Stock Exchanges

    ü
    Mission
    • “ We at Airtel always think in fresh and
    innovative ways about the needs of our
    customers and how we want them to feel.
    We deliver what we promise and go out of
    our way to delight the customer with a little
    bit more”
    Subsidiary Companies
    • Bharti Hexacom
    • Bharti Comtel
    • Bharti Aquanet
    • Bharti Broadband
    • Bharti Infratel
    • Bharti Telemedia
    • Bharti Airtel(UK, US, Canada, Hongkong, USA, Lanka)
    Airtel- SBU’s
    Mobile

    • Service across 23 circles


    • 4676 census towns and 207327 non-census towns and villages
    covering 59% of population
    • Market share- 22.9%
    • 85mn subscribers from 25m in Jul 2006

    Broadband & Telephone Services (B&TS)


    • Service across 94 cities across 16 circles


    • 1.75 m voice and 0.59 m broadband customers
    •
    •
    Airtel- SBU’s contd.
     Broadband & Telephone Services (B&TS)

    • Service across 94 cities across 16 circles

    • 1.75 m voice and 0.59 m broadband customers


     Enterprise Network
     -Carriers

    • 49000 kms of fiber

    • Submarine cable landing station at Chennai

    • Association with SEA-ME-WE-4 with 15 more operators

    •

    Subscriber Growth
    Group Company wise % market share - Nov'2008
    Sr, No. Name of Company Total Sub Figures % Market Share

    1 Bharti Airtel 8,29,20,593 33.25%


    2 Vodafone Essar 5,87,64,164 23.57%
    3 BSNL 4,04,87,511 16.24%
    4 IDEA 3,28,09,720 13.16%
    5 Aircel 1,53,75,258 6.17%
    6 Reliance Telecom 95,82,695 3.84%

    7 Spice 37,05,894 1.49%


    8 MTNL 38,21,277 1.53%
    9 BPL 18,82,324 0.75%
    All India 24,93,49,436 100.00%
    TARGETING
    • Elite
    • Up market professionals
    • Entrepreneur with business plans
    • Low income mass category
    • Youth
    • Women and senior citizens by post paid connection

    •
    Sales forecasting
    Method: Moving Average Method
    Year Net Sales
    2004-05 7903.03
    2005-06 11231.47
    2006-07 17851.60
    2007-08 25703.51
    2008-09 34014.29

    Sales Forecast for 2010=19340.41 cr.


    Sales forecasting
    Ratio Method
    Year Net Sales
    2004-05 7903.03
    200506 11231.47
    2006-07 17851.60
    2007-08 25703.51
    2008-09 34014.29

    Sales Forecast=Actual Sales*( Actual Sales of this


    year/Actual Sales of past year)

    Sales Forecast for 2010= 45012.21 Cr.


    Sales Budget
    Airtel- SIPOC PROCESS

    Supplier Input Process Output Customer

    Customer importance
    GSM Services Public
    Intel Network Infrastructure
    Technology VAS Services Corporate
    Cisco Spectrum
    Fixed lines Business
    IBM Technology Competitive Position
    Broadband SME’s
    Apple Finance
    Capable Supplier DTH Institute
    India Times Licenses
    IPTV
    START
    Relationship Management
    Relationship Management process includes the following
    steps.
    Supply Chain Management
    Ø The Supply Chain (SCM) function has been created with a mandate to
    develop partner relationships to maximize mutual opportunities for
    growth and profitability.
    Ø Bharti Airtel's Supply Chain Philosophy is partnership and
    collaboration.
    DISTRIBUTION
    • Focus on maximizing revenues & margins.
    • Offer multiple telecommunications services to provide
    customers with ‘one stop shop’ solution.
    • Capture maximum telecommunication revenue
    potential with minimum geographical coverage.
    • Focus satisfying & retaining the customers by ensuring
    high level of consumer satisfaction.
    DISTRIBUTION NETWORK
    • Karnataka Circle
    ü 18 Airtel Connect shops
    ü 51 Airtel Points & 185 Sub-Dealers,
    ü For Pre-paid cards 32 distributors, 4380 Retailers, 4 Company
    Sales People & 225 Corporate Sales Agents.

    ü Delhi, AP, Chennai, HP, Kolkata- Circles.


    MATCH BOX STRATEGY

    “It is about making available Airtel


    recharge cards wherever match boxes
    could be found”
    SALES QUOTAS
    • For Prepaid connections in all of the circles, distributors &
    franchisees, are remunerated a fixed amount, approximately
    20% & 15% respectively, of the value of the card sold to
    the customer.

    • For Pre-paid recharge coupons,the distributors & franchisees


    receive approximately 7% of the value of the coupon sold.

    • For Post-Paid connections in all their circles,the rates may


    increase upto 100% of base commissions on meeting
    quality & quantity targets.
    PEOPLE
    q Recruitment
     Campus & consultancy
     Selection is done through interviews.

    qT&D
     Training imparted as per the need.
     Motivation

    q Salary
     60% (fixed)+ 40% (variable).

    AIRTEL ADVERTISEMENT
    • Airtel basically uses two appeal to connect to
    the users
    – Emotional
    – Humorous

    • Total advertising budget of Airtel is Rs. 150


    crore
    “Touch tomorrow”
    • New campaign launched to facilitate entry into new markets
    • Started to capture mass market
    • A new logo for Airtel- Red , black and white colors with ‘Airtel’
    enwrapped in an eclipse.
    • Logo indicated core value of the brand: leadership, performance
    and dynamism
    •
    SALES PROMOTION
    • “Friendz” pre-paid plan
    • “Ladies special” plan
    • “Senior citizen” plan
    Youtopia
    • Special tariff plan for youth- Youtopia
    • Reduced tariffs, access to cell phones
    • 14-19 years of age
    • Expand customer base (limited to the older age groups till now)
    • Deviation from earlier positioning for older people symbolizing
    dignity and power
    • Re 0.25 for 30 seconds- night!, special bidding
     portal, music download facilities, SMS at
     affordable prices
    PUBLICITY AND EVENTS
    Sponsored events

    • Delhi half marathon


    • Delhi golf tournament
    Sponsored TV shows

    • Big Boss
    • KBC
    • Indian Idol
    OUTCOME OF THE CAMPAIGN
    Group Company wise % market share - Oct’2008
    Sep'2008
    Sl. Name of Total Sub % Market Total Sub % Market
    No. Company Figures
    Share Figures Share
    1 Bharti Airtel 77479215 33.16% 80199747 33.18%
    2 Vodafone 54624809 23.38% 56703506 23.46%
     Addition of
    Essar
    3 BSNL 39166943 16.76% 2.7
    39811109 16.47% Million
    4 IDEA 30380163 13.00%
    5 Aircel 13878243 5.94%
    31582937 13.07% customer
    6 Reliance 9206127 3.94%
    14659298 6.06% s in a
    7
    Telecom
    Spice 3599744 1.54%
    9582695 3.96% month
    8 MTNL 3677782 1.57% 3637129 1.50%
    9 BPL 1663904 0.71% 3743879 1.55%
    All India 233676930 100.00% 1807902 0.75%
    241728202 100.00%
    CONCLUSION

    ü Plans to reach 200 million users in the next 2-1/2


    years
    ü Next phase of growth will come from Rural
    India which is still under penetrated
    ü MNP and 3G will also act as catalyst in spurring
    further growth
    ü
    THANK
    YOU

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