Uninor College Project Report

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Indian Institute of Education & Business Management Page 1

A PROJECT REPORT

ON

“Go-to-market to find the target

people”

AT

BY

Paresh Patel

INDIAN INSTITUTE OF e-BUSINESS

MANAGEMENT, (IIeBM)

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INDIAN INSTITUTE OF EDUCATION & BUSINESS MANAGEMENT Let knowledge prevail

Survey No. 114/1/3, BhumkarWasti, Wakad-Marunje Road, Off Mumbai – Bangalore Highway, Pune – 411057.Tel: 91 20 22932255 / 56, Web: www.iiebm.com , E-mail:[email protected].

TO WHOMSOEVER IT MAY CONCERN

This is to certify that Mr. Paresh Patel from Indian Institute of Education and

Business Management, Pune has successfully completed his Summer Internship Project

titled “Go-To-Market to find target people”at Uninor for 2 months (from 20.05.2010 to 20.07.2010) in partial fulfilment of the requirements of the Post Graduation Diploma in Business Management (PGDBM)

He had been in touch with the faculty at the institute and received regular inputs related to the project. We found him to be a committed, hardworking student.

We wish him all the best in his future Endeavours.

Place: Pune AUTHORISED SIGNATORY

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Serial no

Title

Page no

1 Acknowledgement

5

2 Declaration

6

3 Synopsis

7

4 Introduction

8

5 Marketing Strategy

23

6 SWOT Analysis

28

7 Methodology

32

8 Observation & Finding

34

9 Conclusion

51

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ACKNOWLEDGEMENT

It gives me great sense of satisfaction upon complection of this project in a

successful manner. However, this would definitely not have been possible without

the expert and timely guidance that I received from my mentors at every level and

stage of this project.

I express my deep sense of gratitude towards Mr. Akshay Sir for giving me a

chance to undergo my summer training at UNINOR. as very much indebted to

him for his valuable guidance on the analyzing market. I also thank ful to my

project guide Mr. Gaurav Sir for giving us guiding during the project .

I also express my humble gratitude to Mr Jai Singh, Director and Prof.

AnupamaLakhera, Placement co-ordinater of Indian Institute of e-Business

Management, Pune for their expert advice. They have been the guiding light, in

lighting me at every step of this project.

I also extend my heart-felt thanks of my other facilities and the administrative staff

at research centre and Uninor for their kind help and support.

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DECLARATION

I do hereby declare that the project report entitled

“Go-To-Market to find target people” has been prepared and submitted in

partial fulfilment of the requirement for the award of the degree of

Post-Graduation Diploma in Business Management (PGDBM) by

Indian Institute of e-Business Management.

I also declare that this entire project report is a result of my whole

hearted effort in part or in full, has been provided in accordance

with the requirements of any other examination of this institute, or

any other institute.

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SYNOPSIS

I would like to express my sincere thanks to all the readers of this report. This report mainly speaks about the market research and launching of new telecom company in the market. This report gives a brief idea about the market research and promotional activities of new telecom company in the saturated Indian market.

Gone are the days when customers had very few options to choose their simcard but in present era, where in every field there is a cut throat completion, so it is difficult to enter the market like telecom because many telecom companies are already playing a big role. So it is very necessary to fine a USP for the new telecom company.

The project I did during my Summer Internship Program was about the entry of new telecom company in Maharashtra and Goa circle where a lot of big players are already playing a big role. BharatiAirtel which is number one company in telecom and others like Vodafone, Idea, Aircel, BSNL and MTNL,Reliance (GSM), Tata DoCoMo, virgin and Videocon are the big players playing a big role in the Indian GSM telecom market.

Uninor the Telenor Unitech Company come in the market with a new innovative idea Dynamic Pricing (DP). Branded as „24X7 Badalta Discount Plan‟, DP will offer call discounts that will change from 5% to 60% with location and with time - with each cell phone tower broadcasting a different discount. which is more cheaper than the one second billing plan introduce by “Tata DoCoMo”. The “badalta discount plan” is already introduce in other circles of India like Andra Pradesh, Utter Pradesh (east) ,Utter Pradesh (west), Karnataka, Tamil Nadu, Orissa circle etc. which is still going in a very successful in the Indian telecom market. Uninor is looking at launching services in five more circles by September this year. Uninor has license for 22 circles and is present in 13 circles. It has spectrum in circles like Himachal Pradesh, Madhya Pradesh, Punjab, Haryana where it is yet to launch its services.

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INTRODUCTION

U

ninor are a new mobile operator, with a localized approach to the Indian market. We combine the force of India‟s second largest real estate company, Unitech Ltd and Norway-based Telenor, the 6th largest mobile communications group in the world. Now we‟re bringing our services and innovation in communications to all of India.

 Holds a pan-India UAS license to offer mobile telephony services in each of India‟s 22 circles

 Has also received spectrum to roll out these services in 21 of the 22 scircles

 Presently, Uninor services are available in the thirteen telecom circles of UP West (including Uttaranchal), UP East, Bihar (including Jharkhand), Orissa, Tamil Nadu, Karnataka, Kerala , Andhra Pradesh, Maharashtra, Mumbai, West Bengal, Kolkata and Gujarat

 Telenor Group has invested INR 6135.63 crores through new shares to hold 67.25% equity in the company.

The Telenor Group has proven itself to millions of customers around the world over a long period of time. With over 150 years of telecom experience, the group is now present in 14 countries worldwide with 174 million mobile subscriptions as of Q4 2009 and over 40,000 employees across the globe. A dominant position in markets most similar to India, means the group brings existing competencies in distribution, targeted offerings, customer lifecycle management and organization culture to our operations in India.

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Indian Institute of Education & Business Management Page 9 As India‟s second largest diversified real estate major with over 30 years of presence across locations nationwide, the Unitech Group comes into this joint venture as a partner with decades of consumer facing experience in the Indian market, bringing with it deep insights into business as well as consumer marketing in the diverse Indian market. The company also features in the National Stock Exchange‟s bell weather S&P CNX Nifty Index.

This unique partnership gives us the advantage of the most extensive and the most relevant experience to rollout services in India.

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Parent Companies

Telenor

• Founded in 1855, Telenor is the largest company in Norway, withheadquarters located at Fornebu, close to Oslo.

• An International wireless carrier with operations in Scandinavia,Eastern Europe and Asia. • The 6th largest mobile phone operator in the world, with more than172 million subscribers. Telenor started off in 1855 as a state-operated monopoly, named Telegrafverket as a provider of telegraph services. The first ideas for a telegraph were launched within the Royal Norwegian Navy in 1848, but by 1852 the plans were public and the Parliament of Norway decided on a plan for constructing the telegraph throughout the country. Televerket began by building from Christiania (now Oslo) to Sweden (Norway was at that time in a union with Sweden) as well as between Christiania and Drammen. By 1857 the telegraph had reached Bergen (west coast) via Sørlandet (south coast) and by 1871 it had reached Kirkenes (north coast). Cable connections were opened to Denmark in 1867 and to Great Britain in 1869. The telegraph was most important for the merchant marinewho now could use the electric telegraph to instantly communicate between different locations, and get a whole new advantage within logistics.

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Unitech

• Unitech Group is India‟s second largest real estate investment company,and has recently claimed to be the largest real estate builder in the country.

• Based in New Delhi and ranks 1484 in Forbes Global 2000 companies,32nd in India.

• Its construction business includes highways, roads, powerhouses,transmission lines, and it has residential projects called Unitech Cities/UniWorld, in cities like Mumbai, Delhi, Kolkata, Chennai, Hyderabad,Bangalore, Kochi, Noida, Greater Noida, Agra, Lucknow, Varanasi,Gurgaon and Ghaziabad.

• Formed by Ramesh Chandra and originally formed as United Technical Consultant Private Ltd in 1972 as a soil investigation company.

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Infrastructure

• Tower Sharing-Wireless-TT Info ServiceLtd,QuippoTelecomInfrastructure Ltd.

• Telecom, network and radio services-lcatel,Lucent, HuaweiTechnologies India, Nokia Siemens Networks and Ericsson.

• IT services and Infrastructure- Wipro Technologies • Network management- Huawei, Ericsson and ZTE.

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UNINOR IN SOCIETY

A

t Uninor, we believe in safeguarding human worth. A non-discriminatory and respectful attitude towards customers, colleagues and wider society will be the hallmark of our approach. And we will work to be at the forefront in matters of health, safety, security and the environment. Our primary responsibility is to help people communicate wherever they are. We will leverage on our combination of local heritage and global telecom experience to develop products and services that positively affect people‟s lives. Driven by our values, we will work to:

 Maximize the enabling effect of mobile telecommunications

 Promote safer products and services

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PROMISE

O

ur vision is simple, yet powerful. We exist to help you get the full benefit of communications services in your daily lives. We‟re here to help.

This means providing services that bring solutions to your everyday endeavors and needs, enabling your future aspirations to come even closer.

We are driven by this promise to you.

- A promise to keep things simple. A promise to listen and respond. A promise to constantly innovate, motivate and support; so you see change.

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VISION AND VALUES

We make our vision a reality by living our values..

T

hese values, are embedded in our thoughts and enlivened in our actions. It is our values that shape our personality and bring the brand Uninor alive. They reflect in the way we behave and also in the products and services we offer.

We are here to:

Make it easy

W

e keep things simple. We make products and processes easy to understand, easy to use and easy to choose. No waste. No jargon. No complications. We make things happen quickly, simply and openly so that you understand us better.

Be inspiring

W

e are creative and innovative. We bring energy and fresh ideas to everything we do. We build motivated teams, encouraging everyone – staff and customers – to do more, to try more, and to be more.

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Keep promises

W

e're honest and straightforward. We‟re reliable and responsible. We do what we say. We take ownership. We‟re about actions, not words. We‟re about delivery, not over -promising. We deliver on time and to the very best quality. And in the unlikely event that things do go wrong you can rely on us to take responsibility and sort it out quickly and transparently.

You can rely on us.

Be respectful

W

e care about customers, communities and colleagues. We strive to know our customers and to understand their needs. We are thoughtful and considerate. We listen and respond because we know loyalty has to be earned. We‟ll listen to your needs and we will do our very best to answer them. Your opinions and your feedback are always valued – they help us to create a better service.

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Plans that help you realize your dreams

A

s a generation we are restless. We constantly push ourselves towards growth and change. We explore, we implore, we innovate; we do everything possible to try and get more from every opportunity. We see thing as either right or wrong, there is no room for doubts; we don‟t let anything slow us down.

At Uninor we share this feeling with you and our products are designed based on your needs and ambitions. Our plans are simple; easy to understand, offer incomparable value and most of all are designed to give wings to your ambitions

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KEY PEOPLE

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OBJECTIVE

The Indian communications scenario has transformed into a multiplayer, multiproduct market with varied market size and segments. Within the basic phoneservice the value chain has split into domestic/local calls, long distance players,and international long distance players. Apart from having to cope with thechange in structure and culture (government to corporate), uninor has had to gearitself to meet competition in various segments – basic services, longdistance(LD), International Long Distance (ILD), and Internet Service Provision(ISP).It has forayed into mobile service provision as well.

Objective of study are:

 What marketing strategies the uninor is implementing to defend and increase the market share.

 To find who are the competitors of the uninor and the market shares of the competitors and what strategies uninor is implementing to beat its competitors.

 To find out how uninor react to the technology changes in the communications sector.  To know the customer preferences.

 To understand the problems of mobile customers.

 To study the basic need of the customer for switching from one Cell Company to another.  To compare the service of “Uninor” with that of the other market players.

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Indian Institute of Education & Business Management Page 22  To study telecommunication industry.

 To study the company profile of Uninor.  To study customer satisfaction of Uninor.

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 To study various Marketing activities provided by Uninor.  To study the various services provided by Uninor.

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MARKETING STRATEGY USED BY UNINOR

4 P’s of Marketing

Uninor recently launch their services in Maharashtra and Goa. It consider 4 P‟s of Marketing mix such as Product, Price, Place, Promotion to launch their services in respective status.

 Product

Company provides CDMA and GSM services in the market.

 Price

Uninor the Telenor Unitech Company come in the market with a new innovative idea Dynamic Pricing (DP). Branded as „24X7 Badalta Discount Plan‟, DP will offer call discounts that will change from 5% to 60% with location and with time - with each cell phone tower broadcasting a different discount. It has also introduced two call rate plans to attract customers to the GSM mobile service. A „talkmore‟ at 29 paise base plan and „callmore‟ at 29 paise subscription plan. These plans are designed for those customers who talk longer on their calls or those who make more than four calls a day.

 Place

Uninor holds a Pan- India UAS license to offer mobile telephony services in each of India‟s 22 circle. But at present, Uninor services are available in the sthirteen telecom circles of UP West (including Uttaranchal), UP East, Bihar (including Jharkhand), Orissa, Tamil Nadu, Karnataka, Kerala , Andhra Pradesh, Maharashtra& Goa, Mumbai, West Bengal, Kolkata and Gujarat. Uninor is also looking at launching services in five more circles by September this year.

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 Promotion

The company promotes its product through its tag line “AabMera Number Hai”.It uses

Promotional techniques such as Advertisement, Sales Promotion, Banners, Hording etc. It keeps campus ambassadors.

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Promotion

Product Promotion

• Creative strategy- Informational with Positive appeal „Pride‟ • Slogan- „Abmera number hai‟

• Advertising in Hindi, Kannada, English and many more Indianregional languages.

• The series of television ads (by creative agency Leo Burnett) show„young people in real-life situations‟ rather than models orcelebrities.

• Even the outdoor campaign show young, ambitious, real people looking for challenges, wanting to make things happen.

• The company has around 2 lakh retail points across the countryincluding rural areas, apart from 50 company-owned stores.

• Innovational promotion in small towns.

Institutional Promotion

• For brand empowerment, it is working an online initiative with social media.

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Media Mix

• Print and Broadcast ads • Motion Pictures

• Brochure and booklets • Posters

• Billboards • POP displays

• Logos

Targeting

• The company is targeting for 8% market share in India by 2018.

• The country will have over 1.2 billion customers by 2018 as agains540 million now. • Thus Uninor is targeting for 80 million customers by 2018.

• Break-even in 3 years

• Positive operating cash flow within 5 years in India. • Targeting youth as well as all the ambitious people.

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Indian Institute of Education & Business Management Page 27 • Selective specialization targeting strategy

• First priority is to roll out across the country; a credible market share can be built only after that. They hope to launch across the entirecountry by the end of the year

Value proposition

• Maximize the enabling effect of mobile telecommunications • Promote safer products and services

• Make responsible business practices part of everything Uninordoes.

• Various value packs for ISD users- USA/Canada,Singapore/Malaysia, Gulf packs. • Simple tariff plans which are easily understandable.

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SWOT Analysis

SWOT Analysis is a strategic planning method used to evaluate the Strengths,

Weaknesses, Opportunities, and Threats involved in a project or in a business venture. It involves specifying the objective of the business venture or project and identifying the internal and external factors that are favorable and unfavorable to achieving that objective. The technique is credited to Albert Humphrey, who led a research project at Stanford University in the 1960s and 1970s using data from Fortune 500 companies.

Strengths:-

 Joint venture between world‟s 6th_{largest telecom company and India‟s 2}nd_{largest real}

estate company.

 Least capital investment as various services are out sourced.  Different price strategy.

 Decentralized management structure.  Different market segmentation strategy

Weakness:-

The first signs of Weakness in new Operators is now evident that Uninor[ a JV of Telenor and Unitech Ltd] has confirmed that it will have a focused rollout in majority of 22 circles, while meeting license obligations in all circles. Uninor also said that India capex plans have been

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Indian Institute of Education & Business Management Page 29 Uninor has just 12,000 base stations installed, much lower than the base stations required for nationwide launch. This development is an indication of new operators feeling the heat due to tariff wars in Indian telecom industry. We wait for more such signs especially foreign players‟ bids for 3G spectrum – we believe that a quick consolidation would be positive for incumbents

Opportunities:-

The telecommunications market, even though highly saturated in some regions Offers great potential due to the ageing population and the sophistication of the Consumers. It offers great opportunities through a careful market segmentation and Exploitation of particular profitable segments. Different strategies should be pursued –

Simple phones and simplified pricing plans to the ageing population and more updated, sophisticated solutions for younger generations. The expanding Boundaries of the marketcould provide further opportunities by allowing Uninor to enter more aggressively into service and to better enjoy the benefits of its high investment.

Threats:-

 Competitor like Airtel, Reliance,Vodafone ,BSNL/MTNL etc.

 Extensive government regulations through TRAI as regards introduction of new services.  Bloodbath in market due to price war.

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Market opportunity Analysis

• Can the benefits involved in the opportunity be articulated convincingly to a defined target market?

Ans-The strategy of „micro-segmentation and targeting youth‟ along with making common youth as brand ambassador of the company shows that Uninor has very well defined its target market. However it will have to watch its competitors‟ moves as well.

• Can the target market be located and reached with cost-effective media and trade channels?

Ans-AsUninor has appointed over 1,000 distributors and is present in over 300,000 points of sale and outsourced infrastructural services, it can reach target market along with being

cost-effective.

• Does the company possess or have access to the critical capabilities and resources needed to deliver the customer benefits?

Ans-As the company has recently lined up a Rs 5,000 cr bridge finance with the State Bank of India,which includes bank guarantees and a letter of credit that would help the company fund its 22 circle rollout.

• Can the company deliver the benefits better than any actual or potential competitors? Ans-Uninor boasts of offering the cheapest call rate and all the regional heads are responsible for responding to the concerned customers, they may deliver better services to consumers, but Uninor will certainly have to keep giving better services at cheaper rate in order to gain its competitors‟ market share as well as gaining potential buyers.

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Indian Institute of Education & Business Management Page 31 • Will the financial rate of return meet or exceed the company’s required threshold for investment?

Ans-For this Uninor has sufficient loans from financial institutions and even its parent

companies Telenor and Unitech are providing ample financial support. Moreover Uninor has set its target of getting Break-even in 3 years and Positive operating cash flow within 5 years in India, so the company is right now investing in market building for itself.

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Methodology adopted for the execution of the activity

As we know uninor is a new player in telecom industry in india. Before the company enters in this field they have to know the current market scenario. To know the correct market scenario, company has conducted the market survey in which they have to know the targeted customer for their product.

Uninor has conducted this survey in under name of “Go To Market Survey to find the target people”. The survey is conducted in three different categories :

 Youth Go-To-Market survey.  Blue collers Go-To-Market survey.  Slum area Go-To-Market Survey.

The targeted customers are categorized in this three different categories :

Youth Go-To-Market Survey

In this category company mainly targeted the people from college students, school students, multiplexses, shopping malls etc. where youth crowed is to be seen. As per analysis the maximum number of sim card is used by the youth generation. So in this category they have targeted the youth generation.

Blue Collers Go-To-Market Survey

As we know Blue Collers people means corporate persons, businessmans etc. in this category company manily target the corporate persons so company started the survey in IT parks in different area of pune where the company can easily target the blue coller peoples.

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Slum area Go-To-Market survey

Company has also conducted the survey in different slum areas situated in pune. As trend changes poor people also started to change their lifestyle. Now a day slum area people also started using mobile phone instead of using landlines due to result in available of low cost mobile phone available in the market.

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OBSERVATION AND FINDINGS

Questionnaire:

1. Age: 15 yrs& below 16-25 yrs 26-34 yrs 35-45 yrs 46-50 yrs 51 & above Answer Age : 0 50 100 150 200 250 300 350 400 450 15 yrs & below 16-25 yrs 26-34 yrs 35-45 yrs 46-50 yrs 51 & above RESPONDENTS Percentage

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Indian Institute of Education & Business Management Page 35 2. Gender: Male Female Answer Gender: 3. Education level: SSC/HSSC Bachelors degree Masters degree professional degree Others 593 107 M F

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Indian Institute of Education & Business Management Page 36 Answer Education: 4. Occupation: STUDENT IT/BPO Sector CONSULTING/BANKING SELF EMPLOYED PROFESSIONAL family business Others 16 23.857 15.142 32 13 0 50 100 150 200 250 SSC/HSSC Bachelors degree Masters degree professional degree others Respondent Percentage

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Indian Institute of Education & Business Management Page 37 Answer 1. Occupation: 5. Monthly income: RS.0-500 RS.5001-10000 Rs.10001-15000 Rs.15001-20000 Rs.20001-30000 Rs.30001-ABOVE Answer Monthly income: 406 68 30 101 74 21 STUDENT IT/BPO Sector CONSULTING/BANKING SELF EMPLOYED PROFESSIONAL family business others 0 100 200 300 400 RS.0-500 RS.5001-10000 Rs.10001-15000 Rs.15001-20000 Rs.20001-30000 Rs.30001-ABOVE Respondent

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Indian Institute of Education & Business Management Page 38 6. Which brand you own:

RIM TATA INDICOM AIRTEL VODAFONE OTHERS Answer

Brand you own:

7. What is your brand selection criteria: Better features

Priced competitively

Have been using this brand for long

Peers/family member using &satisfied with the brand Phone reviews

Catchy and attractive advertisements Others 130 58 246 97 169 RIM TATA INDICOM AIRTEL VODAFONE

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Indian Institute of Education & Business Management Page 39 Answer

Brand selection criterion:

8. How much you are willing to pay per month for your phone (in Rs.)? 0-100 100-200 200-300 300-400 400 & above 165 263 143 42 17 ₃₉ 31 Better features Priced competitively Have been using this brand for long

Peers/family member using &satisfied with the brand Phone reviews

Catchy and attractive advertisements Others

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How much you are willing to pay per month for your phone :

9. How often do you change (plan to change) service provider? 0-6 months 6months-1yr 1-2 yrs 2+ yrs 214 133 147 101 105 0 50 100 150 200 250 0-100 100-200 200-300 300-400 400 & above Respondent

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How often do you change (plan to change) service provider :

10. Would you like to stick to your current brand in future or willing to purchase another? Yes

No

Answer

Would you like to stick to your current brand in future or willing to purchase another:

145 171 174 210 0-6 months 6months-1yr 1-2 yrs 2+ yrs 492 208 yes no

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Indian Institute of Education & Business Management Page 42 11. Would you be ready to buy a new brand?

yes no

Don‟t know Answer

Would you be ready to buy a new brand :

12. What attracts you to brand in spite of it being new to brand? Strong price advantage

Established brand name Heavy promotional ads Bundled with a service Easier to use Others 329 202 169 _yes no don’t know

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What attracts you to brand in spite of it being new to brand :

13. You are using?

Postpaid Prepaid If prepaid then: Answer

You are using :

376 94 41 144 36 9 0 100 200 300 400 Strong price advantage

Established brand name Heavy promotional ads Bundled with a service Easier to use others Respondent 186 514 postpaid prepaid

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Indian Institute of Education & Business Management Page 44 14. What tariff you mostly choose?

Rs. 0-10 Rs. 10-50 Rs.51-100 Rs.101-200 Rs.201-300 above 300 full talktime Answer

What tariff you mostly choose :

15. Which sort of schemes would you prefer? Free calling Free messaging Per minute Per second Night calling 0 50 100 150 200 250 Rs. 0-10 Rs. 10-50 Rs.51-100 Rs.101-200 Rs.201-300 above 300 full talktime Respondent

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What sort of schemes would you prefer :

16. What is the frequency of your recharge? Daily

Weekly Monthly occasionally Answer

What is the frequency of your recharge :

0 100 200 300 400 Free calling Free messaging Per minute Per second Night calling Respondent 40 311 219 130 daily weekly Monthly occassionaly

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Indian Institute of Education & Business Management Page 46 17. What is your point of purchase of recharge and sim cards?

retail shops company stores Others

Answer

What is your point of purchase of recharge and simcards :

18. What following services you use? Voice portal service

CRBT service SMS (P to A) WAP/GPRS 574 97 29 retail shops company stores others

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What following services you use :

19. What are the sources from which you get the information about various services & plans by operators?

Newspaper Television Radio Hoardings

Friends and relatives Others 156 78 183 283 0 100 200 300 Voice portal service

CRBT service SMS (P to A) WAP/GPRS

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What are the sources from which you get the information about various services and plans by operators :

20. How you choose to decide the operator? Network

Economical Services like VAS Better plans

What your friends and relatives have 102 171 79 88 170 90 0 50 100 150 200 Newspaper Television Radio Hoardings Friends and relatives Others

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How you decide to choose the operator :

21. What you expect from the operator? Better connectivity

Wide coverage Low tariffs

Better customer support Good value added services

162 191 91 184 72 0 50 100 150 200 250 Network Economical Services like VAS Better plans What your friends and…

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What you expect from the operator :

22. Have you ever heard of Uninor? Yes

No

Answer

Have you ever heard of Uninor :

230 142 210 59 59 0 50 100 150 200 250 Better connectivity Wide coverage Low tariffs Better customer… Good value added…

Uninor College Project Report

A PROJECT REPORT

ON

“Go-to-market to find the target

people”

AT

BY

Paresh Patel

INDIAN INSTITUTE OF e-BUSINESS

MANAGEMENT, (IIeBM)

TO WHOMSOEVER IT MAY CONCERN

Table of contents

Serial no

Title

Page no

1

Acknowledgement

5

2

Declaration

6

3

Synopsis

7

4

Introduction

8

5

Marketing Strategy

23

6

SWOT Analysis

28

7

Methodology

32

8

Observation & Finding

34

9

Conclusion

51

ACKNOWLEDGEMENT

It gives me great sense of satisfaction upon complection of this project in a

successful manner. However, this would definitely not have been possible without

the expert and timely guidance that I received from my mentors at every level and

stage of this project.

I express my deep sense of gratitude towards Mr. Akshay Sir for giving me a

chance to undergo my summer training at UNINOR. as very much indebted to

him for his valuable guidance on the analyzing market. I also thank ful to my

project guide Mr. Gaurav Sir for giving us guiding during the project .

I also express my humble gratitude to Mr Jai Singh, Director and Prof.

AnupamaLakhera, Placement co-ordinater of Indian Institute of e-Business

Management, Pune for their expert advice. They have been the guiding light, in

lighting me at every step of this project.

I also extend my heart-felt thanks of my other facilities and the administrative staff

at research centre and Uninor for their kind help and support.

DECLARATION

I do hereby declare that the project report entitled

“Go-To-Market to find target people” has been prepared and submitted in

partial fulfilment of the requirement for the award of the degree of

Post-Graduation Diploma in Business Management (PGDBM) by

Indian Institute of e-Business Management.

I also declare that this entire project report is a result of my whole

hearted effort in part or in full, has been provided in accordance

with the requirements of any other examination of this institute, or

any other institute.

SYNOPSIS

INTRODUCTION

U

Parent Companies

Telenor

Unitech

Infrastructure

UNINOR IN SOCIETY

A

PROMISE

O

VISION AND VALUES

We make our vision a reality by living our values..