Strategies for Sustainable Channel Relations in Mobile Telecom Sector

In: Business and Management

Submitted By nipundeolankar9
Words 903
Pages 4
Strategies for Sustainable Channel Relations in Mobile Telecom Sector

The main objective of the study is to provide an accurate role for the company executive in developing channel relations. The constructs identified for developing sustainable relationships were Setting distribution objectives, Channel design, Logistics, Image Building, Inventory management, Channel management, Payment & credit, Promotional assistance, Setting targets, Coverage frequency , Motivating channel members to perform. The sample selected contained distributors from the Mobile telecom sector and company executives/channel managers of leading telecom companies. Factor analysis and Friedman’s test was applied. The findings revealed a correlation in attitude between distributors and the executives. Motivating distributors was rated as the most important strategy by the company. The distributors felt that all channel partners needed to have positive attitude towards the channel while company executives felt that aggression made channel members perform effectively. Such findings will be of use to mobile telecom companies who are new entrants to the Indian market and to existing companies who plan to expand their coverage
There are 4 GSM and 2 CDMA players, 4800 distributors (Cellular Operators association of India), having 260 company executives. In case of distributors ,the total sample size 240 distributors from the Mobile telecom sector, out of which 120 were high performing( with Rupees 80-90 million/annum turnover, above which the areas are normally bifurcated) distributors and 120 were low performing (around Rupees 10.5 million/annum) distributors and 75 company executives/channel managers were considered.
Instrument
The primary data was collected with the help of a non – disguised well structured questionnaire based on dimensions related to channel management and a channel…...

Similar Documents

Customer Service in Telecom Sector in Bangladesh

...CUSTOMER SERVICE IN TELECOM SECTOR (A CASE STUDY ON SYLHET ZONE) REPORT ON CUSTOMER SERVICE IN TELECOM SECTOR IN SYLHET ZONE Course Code: BUS-214 Course Title: Business Communication Submitted to: Tanvir Ahmad Torophder Lecturer Department of Business Administration Submitted by: Group Name: Name ID No. Samad Ahmed Chowdhury 1001010010 Tanzina Akther 1001010014 Rumena Akther Chowdhury 1001010016 Aysha Jahan Reme 1001010017 Nasima Begum 1001010018 S.M. Humayoun Kabir 1001010019 Md. Abdul Wadud 1001010036 24th Batch, Section-A Department of Business Administration Leading University, Sylhet Submission Date: May 5, 2011 May 05, 2011 Tanvir Ahmad Torophder Lecturer Department of Business Administration Leading University Sylhet- 3100 Subject: Submission of report on “Customer Service in Telecom Sector “(a case study on Sylhet zone) Dear Sir: We the SPARK group glad to present our report on “ Customer Service in Telecom Sector “ (a case study on Sylhet zone) that you have offered us to prepare as a requirement of Business Communication course. This report provides us with a learning experience & knowledge. We tried our best to gather most complete & relevant information. We are greatly hopeful that this report will meet up your expectation & will clarify the idea about the subject. We tried to prepare this report according to your prescribed guidelines. While working on this......

Words: 7890 - Pages: 32

Telecom Sector

...TELECOM INDUSTRY Telecommunication is the transmission of messages over significant distances for the purpose of communication. In the modern age of electricity, telecommunications has involved the use of electric means such as the telegraph and telephone, the use of microwave communications and the use of fiber optics. Telecommunication has proved to be a vibrant industry across the world with a high growth rate during the past few years. The on-going process of deregulation, privatization, and market liberalization has caused basic changes in the market structure of telecommunications from monopoly to that of a competitive one. These developments have resulted in the establishment of regulators in most countries. The regulators are faced with the challenge of developing a competitive environment in the industry; providing a level-playing field to incumbents and to new entrants in the sector. Telecom industry of Pakistan World has become a global village and this is due to prompt, easy and accessible communication. Telecom segment has changed the shape of communication everywhere and this is a hot issue in Pakistan now a days. Telecom sector has emerged as a fast growing industry during past few years and now Pakistan is promising as one of the most progressive country where the number of mobile phone subscribers has reached 40 million. For the reason different companies are being attracted to invest heavily in this division. Due to the enormous competition among......

Words: 4436 - Pages: 18

Telecom Sector

...year, parent company give us growth objectives which are then divided within the departments. * Sales are very unpredictable in Pakistan due to unfortunate incidents. * Luckily Pakistan is a lucrative market. Communication need is increasing in Pakistan. * Anti- marketing, with the customer confidence we were always at par, we never practiced unethical practice. In case of being offended, like in case of ufone, we use the same strategy. It is not the part of our original marketing plan. Details about the agreements with PTCL for the use of their satellite No info What are the effects of frequent service blockage in the recent past? * Too much pressure is developed, but we as a team we an enthusiastic so we try not to let them down. * To counter it we work GSP (working after 6pm) and work on Sundays. Churn rates is very high, how do you manage that. * Again we introduce number of offers, reactivation strategy and usage strategy * Reactivation attracts old customers to use the network again * Usage strategy offers new customers....

Words: 394 - Pages: 2

Qualcomm Telecom Strategy

...priorities in the company. 2. Scalability: Bharti was facing scalability issues both in its IT function and network function. 3. Human resources scarcity: Given the rapid growth in the industry, Bharti was finding it more and more difficult to hire and retain people. It was facing intense competition from other telecom providers as well are other multi-national companies to hire engineers. 4. Lean and predictable cost model: With the rapid changes in technology and also in the requirements for network capacity, Bharti was having a very unpredictable cost model. Instead of huge capital assets on the balance sheet and capital expenditures, Bharti wanted operating expenses which went hand-in-hand with the pace of its growth. 5. Capital Expenditures: With industry consolidation, the focus was switching from having a national footprint to having the ability to provide value-added service. Operators needed 2.5G and 3G technologies to provide those services, and the transition upward from 2G required major capital investment and Bharti did not have strong capital position at that time. Describe Bharti’s value chain integration strategy (refer to telecom value chain with detailed network infrastructure diagram from class) in this context and explain the consequences for Bharti’s market position (how does Bharti expect to gain competitive advantage and market power following the outsourcing deals)? Consider the arguments put forth in both the “Vertical Integration Is......

Words: 1115 - Pages: 5

Mobile Telecom Market Definition

...Literature Review 2 2.1. An Overview of Mobile Telecom 2 2.1.1. Mobile Telecom market definition 2 2.1.2. Telecom in Vietnam 2 2.2. Consumer Choice 3 2.3. Variables of Customer Choice 3 2.3.1. Call quality 3 2.3.2. Price structure 4 2.3.3. Convenience 5 2.3.4. Sales promotion 6 2.3.5. Advertising 7 2.3.6. Reliability 8 2.4. Theoretical Research Model 8 2.5. Hypothesis 8   2. Literature Review This chapter presents the literature review. It divided into three parts. In the first section, an overview of telecommunications is described, that is, the general definition of telecommunications, then the growing of subscriptions in Vietnam is stated. Secondly, the study will discuss about the customer choice and its previous studies. Finally, the antecedents of customer choice in this study are discussed. 2.1. An Overview of Mobile Telecom 2.1.1. Mobile Telecom market definition The mobile telecom market is a type of service industry in which customers place much importance not only on how they are served (functional quality), but also and more importantly, on outcome or nature of services they receive and experience which constitute technical quality variables like network quality (Wang & Lo 2002; Gi-Du and James 2004). Mobile communications markets can be divided by the type of services provided and by the telecommunications networks used for production into the sub-markets for cellular radiotelephony, paging, trunked mobile radio access, and satellite......

Words: 5196 - Pages: 21

Mahindra-Creating Sustainable Rural Channels

...Marketing Strategy and Organisation Program & Batch: | PGDM FT 2013-15 | Term: | II | Course Name: | Marketing Strategy and Organisation | Name of the faculty: | Dr. Sita Mishra | Topic/ Title : | Mahindra: Creating sustainable channel relationshipsin rural India | Original or Revised Write-up: | Original | Group Number: | 5 (Five) | Contact No. and email of Group Coordinator: | Siddhant BakshiContact: +91 9871299517Email: ft13siddhantbakshi@imt.ac.in | Group Members: | Sl. | Roll No. | Name | | 1 | 1301-364 | Mayanka Sharan | | 2 | 1301-044 | Ashutosh Navgaje | | 3 | 1301-208 | Shatarupa Das | | 4 | 1301-557 | Ratul Chakraborty | | 5 | 1301-349 | Jeremiah Jacob | | 6 | 1301-214 | Siddhanth Bakshi | INTRODUCTION As CK Prahlad’s book “Fortune at the Bottom of the Pyramid” sates “ profits can be earned by selling products to bottom of pyramid customers .This is a valid statement as total customer spending and per capita GDP in rural India has been increasing at a much faster rate as compared to cities. Along with sub standard infrastructure and vast geographical area developing effective channel relationships is not easy. This is because of lack of loyalty and skills in rural channel partners. When any company enters a rural market a lot of decisions need to be made but the most crucial is the one addressing distribution channels. As rightly said in the book “Supply Chain Management” by Chopra and Mendi - “An inappropriate......

Words: 2233 - Pages: 9

Telecom Sector in Bd

...Introduction The telecom sector in Bangladesh is rapidly emerging. Bangladesh Telecommunication Regulatory Commission (BTRC) is the regulatory authority for this sector, overseeing licensing and policy etc. In Bangladesh some calls are being terminated in nationally and some calls are being terminated internationally. In case of international call termination we need to go through of IGW service providers. Only licensed IGWs providers can terminate international call legally. This IGW or VoIP service providers are giving facility for international incoming and outgoing calls of Bangladesh. NovoTel is One of the establish IGW in Bangladesh. Now NovoTel is engaging in VoIP operation in different destination around the world. To execute this IGW operation smoothly, NovoTel always concern on its different risk management and engage in formulating competitive business strategies on regular basis to sustain this business industry. Objectives of the Study This report has been designed to accomplish two objectives; Primary objectives: • To understand the overall telecommunication structure of Bangladesh • To get an overview of IGW operations in Bangladesh Main Objectives: • Different Risks Management and corporate strategy practices of NovoTel. Significance of the Study: Risk management and strategy formulation play an important role for every business to sustain in log run. In case of telecommunication sector these two aspects......

Words: 7983 - Pages: 32

Telecom Sector Analysis

...number game was started with a range of schemes being offered to entice customers. Initially the mobile phone was considered as a status symbol and utility was not of that much importance. So the company’s main strategy was to target corporate and high income group people. The initial target was about 1.5 lakh customers. But the steep rise in license fee by Department of telecommunication made Airtel to expand their markets to break-even. In the initial two years, this led to a number of offers and schemes being provided to customers. With its launch, Airtel has captured the bulk of the high usage premium clients. It was perceived as a high quality provider. This quality is still the distinction factor between airtel and others. Airtel acquired the market in Telecom industry by positioning its Brand value in the minds of the people. After capturing most of the urban market, now it is aiming to target rural population. This seems to be a very interesting strategy by airtel which is perceived to be used by high end users. In order to target Rural areas, Airtel first studies the commercial viability of a rural community that includes a number of small and large villages on the basis of diffrenet parameters like livelihood source, average per capita income and involvement in frequent commercial transactions or travels. Based on specified criteria, company has developed a deployment strategy. First of all, selected villages would receive a base station, which will cater nearby......

Words: 1024 - Pages: 5

Inidan Telecom Sector

...[pic] CORPORATE STRATEGY ASSIGNMENT -1 (Industry Type : Telecom Sector) Why Telecom Sector ? [pic] Telecom Sector is a service sector. Telecom services have been recognized as a very essential means for social as well as economical expansion for a nation and hence telecom sector is treated as a key factor to achieve the social as well as economic objectives in India. Revenue for the telecommunications sector is the revenue from the provision of services such as fixed-line, mobile, and data with various value added services. Indian telecom industry is the fast growing industry and has made it a major contributor to India’s economy and progress. Telecom sector contributes approximately 3% to India’s GDP (with $39 billion annual revenue). Along with IT sector telecom sector act as a catalyst for the economic and social growth of the country across all other sectors. [pic] Direct benefits from the Telecom Industry are major contribution to GDP, Revenues for Government and increase in employment opportunity. Indirect benefits are reduction in transaction cost, improves access to social networks, provides more information about various services like educational , health care etc, reduction in business lead and response time, increases productivity of business through voice and data services (for example e-business: telecommunications networks will support the e-business......

Words: 2980 - Pages: 12

Growth of Telecom Sector in India

...CHAPTER-1 INTRODUCTION TO INDIAN BANKING SYSTEM: OBJECTIVE- Here our main objective is to analyse the impact of mergers and acquisition in banking sector in India. We will try to find out from the experience of US and EU how Indian banking sector will respond if some major players merge together. In this report we will create a situation in which five big players in banking sector merge together and we will analyse the effect of merger on Indian Banking sector. In the past three decades, India's banking system has earned several outstanding achievements to its credit. The most striking is its extensive reach. It is no longer confined to metropolises or cities in India. In fact, Indian banking system has reached even to the remote corners of the country.1 This is one of the main aspects of India's banking growth story. The first banks were Bank of Hindustan (1770- 1829) and The General Bank of India, established 1786 and since defunct. The largest bank, and the oldest still in existence, is the State Bank of India, which originated in the Bank of Calcutta in June 1806, which almost immediately became the Bank of Bengal. This was one of the three presidency banks, the other two being the Bank of Bombay and the Bank of Madras, all three of which were established under charters from the British East India Company. The three banks merged in 1921 to form the Imperial Bank of India, which, upon India's independence, became the State Bank of India in 1955. The......

Words: 1558 - Pages: 7

Telecom Sector of Pakistan

...Telecom Sector Prepared for: Ms. Rizwana Hameed Lecturer of Consumer Behavior Prepared by: Saba Mahfooz (159) Tamour Nawaz (164) Rizwan Bashir Goraya (167) Tuba Shahid (173) Shomail Khan (179) IB&M - University of Engineering & Technology, Lahore 16th December, 2014 Contribution to Report Name of Group Member | Contribution To Report | Tuba Shahid | * Questionnaire Building * Questionnaire Filling * Data Collection * Report Making * Recommendations * Conclusion | Saba Mahfooz | * Data Collection * Questionnaire Filling | Shomail Dilawar | * Questionnaire Filling | Tamour Bajwa | * Question Filling * Data Entry Into SPSS | Rizwan Bashir Goraya | * Data Analysis * Questionnaire Filling * SWOT Analysis * Data Entry Into SPSS * Histograms Of All Segments * Data Evaluation * Compiling of the Final-Report | Acknowledgment All the admirations are for the Allah Who created us and gave us wisdom to accomplish the tasks that none of other creatures can, and who gave us opportunity to get the education to understand his nature more clearly. We would like to thank Miss Rizwana Hameed for their guidance and constant supervision as well as for providing necessary information and invested his full effort in guiding us in achieving the goal. Abstract Telecom industry, collection of all the industries and companies providing phone service, data or entertainment to consumers and businesses, is...

Words: 10940 - Pages: 44

Industry Analysis of Telecom Sector in Bangladesh

...Executive summary This term paper is prepared on the telecommunication sector of Bangladesh. Telecom sector of Bangladesh is a very fast growing and dynamic sector. This sector marked its inception in 1989. In this report we have analyzed the history, the value chain activities, the competitive forces, mobile network portability, and national telecom policy etc. We have conducted the risk analysis of the industry in terms of different analysis tools that is SWOT, PESTEL etc. We have covered in and out of the industry in the part A of our report. In part B, we have analyzed the industry players. We have done TTF of our respective company that we have chosen. Then in part C, we have written the case of the respective company that the group members have chosen. Bangladesh’s mobile phone market has achieved exceptional growth since the beginning of 2004, registering a massive 100% growth in its subscriber base during 2004, and 137% during 2005. In recent year of 2012, 15% has been observed in the industry. This trend is forecast to continue over the coming years as the 3G will further boost up the pace of subscribers’ acquisition Many foreign investors are now interested to do business in telecom sector in Bangladesh which reveals that Bangladesh has become a significant hub for telecoms. It has been forecasted that the average revenue from telecoms sector will be Tk 2500 crore a year. Bangladesh is a country which is densely populated and also is a flat and easily extends......

Words: 27987 - Pages: 112

A Study on “Enhancement of Distribution Channel” at Microsoft Mobiles.

...INDUSTRIAL INTERNSHIP REPORT ON “A STUDY ON ENHANCEMENT OF DISTRIBUTION CHANNEL” A summer training project report submitted in partial fulfillment of the requirement of Post-Graduation Diploma in Management SUBMITTED BY: G.SRIVIDYA ROLL NO. 2T4-17 SUPERVISED BY: MRS.V.ANNAPURNA (ASST. PROFESSOR) SIVA SIVANI INSTITUTE OF MANAGEMENT SECUNDERABAD-500100 2014-2016 COLLEGE CERTIFICATE COMPANY CERTIFICATE ACKNOWLEDGEMENT I would take this opportunity to express my sincere gratitude to everyone for their valuable assistance and support during my Industry Internship Program (IIP) at Microsoft Mobiles Kakinada & Rajahmundry. I would like to heartily thank my company guide, Mr. Subair (Regional Sales Manager), at Microsoft Mobiles, Hyderabad for giving me an opportunity to work at Microsoft Mobiles and for his valuable guidance during the course of my internship. His inputs and suggestions have played a very crucial role at every stage in the development of the project and my knowledge as a whole. I would also like to thank corporate guide Mr.Satya Sundhar, (Area sales manager) and for helping me throughout and guiding me and Mr.Kiran, Team leader corporate guide, for teaching me and coaching me with each and every small detail required to successfully complete my project, their guidance at the grass root level and helping me overcome every little problem I faced. I would also like to acknowledge, Mrs.v.Annapurna (Asst. Professor)......

Words: 7852 - Pages: 32

Internet Marketing Indian Telecom Sector

...Internet Marketing: Indian Telecom Sector Coauthor Ghazali A. Akhtar Business Development Officer Tata Advinus #21&22, Phase 2, Peenya Indutrial Area, Peenya, Bangalore-58 09740399551 ghazali.akhtar@advinus.com Author Maksuddur Rahman A0101911218 D-50 09711796967 maksuddurrahman89@gmail.com 1. EXECUTIVE SUMMARY A research is being conducted on INTERNET MARKETING in Indian Telecom Sector. The aim of this research is to carry out an in-depth analysis of the online market for mobile phone services in India. This involves application of the Internet marketing framework to two major competitors for the assessment of the contribution of Internet Marketing towards the organization’s Business effectiveness, Marketing effectiveness and Internet effectiveness. Following this a competitor analysis will be done to monitor the use of e-commerce in order to acquire and retain customers. The significance of Internet Marketing in context of the overall marketing strategy of the companies will also be assessed to understand the importance of the Internet as a marketing channel. The research will also include a global comparison of the Indian scenario with that of the UK and USA telecom sector. This research requires the analysis of both qualitative and quantitative data which will be a combination of secondary data and independent research. The Deliverables of this research will be a report covering the analysis of the growth and development of the online market, general......

Words: 3924 - Pages: 16

Telecom Sector

...Telecom Industry Business Environment Domain Study S. P. Jain Institute of Management & Research Telecom Industry Executive Summary The rapid growth in Indian telecom industry has been contributing to India’s GDP at large. Telecom industry in India started to set up in a phased approach. Privatisation was gradually introduced, first in value-added services, followed by cellular and basic services. Telecom Regulatory Authority of India (TRAI), was established to regulate and deal with competition (the service providers). This gradual and thoughtful reform process in India has favoured industry growth. Upcoming services such as 3G and WiMax will help to further augment the growth rate. The Indian telecommunications industry is one of the fastest growing in the world and India is projected to become the second largest telecom market globally by 2010. This is evident from the facts of Telecom Industry for example, India added 113.26 million new customers in 2008, the largest globally. The country’s cellular base witnessed close to 50 per cent growth in 2008, with an average 9.5 million customers added every month. This would translate into 612 million mobile subscribers, accounting for a tele-density of around 51 per cent by 2012. It is projected that the industry will generate revenues worth US$ 43 billion in 2009-10. In this report we have tried to capture most of the areas of Telecom Industry. Major highlights of the report are History of Telecom......

Words: 14987 - Pages: 60