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Presentation By: Anand Gulhane
Index 
 About Company 
 Issues & Problems 
 Activity Campaign 
 Phase 1: Survey 
 Phase 2: Feedback 
 Phase 3: Analysis 
 Phase 4: Strategic Implementation 
 Phase 5: Brand Promotion
About Company 
 Indian cellular service provider on the GSM 
& CDMA. 
 Strategic joint venture between Tata 
Teleservices and NTT Docomo (November 
2008) 
 Country's sixth largest Operator in terms of 
subscribers. 
 First to launch 3G Services in India
Issues & Problems faced by 
Company 
 Sales were Dropping down comparitively 
with Competitors 
 Network issues 
 Poor relationship with Retailers 
 Poor Communication Of information by 
DSE’s
Issues & Problems faced by 
Retailers 
 No Regular Visits to Retail Outlet by 
ASM’s 
 Lag in Payment of Claims. 
 Network Coverage 
 Retailer’s Not satisfied with Company 
Services.
Activities Campaign 
 Proper Survey Of Market (To Find out the 
Problems and it’s Criticality) 
 Regular visit to retail Outlets To ensure 
proper sale of product. 
 Finding out the positioning of product so as 
to take appropriate Plans for sales to rise 
up 
 Brand Promotion Activities.
Survey Of Market 
 In this Phase, we took Feedback from 
various Retail Outlets. 
 We classified outlets into 
1. DUAO (Daily Unit Activating Outlet) 
2. AO (Activating Outlet) 
3. NAO (Non Activating outlet)
Feedback from retail chain 
•After Visting The Retail outlets, we collected the data, sampled it 
and did analysis 
•This Helped in understanding , how our product was positioned in 
the market, and in the mindset of customers 
•Following is a Sample Data of Sakkardara Market Area. 
Retail 
Outlet 
Idea Vodafone Airtel Uninor docomo 
Shahu 
Mobile 
25 30 15 30 10 
Atish 
Mobile 
15 10 5 15 5 
Parmatma 
Mobile 
5 20 5 20 5 
K2 Mobile 15 25 15 20 15
Positioning of Product 
25% 
22% 
10% 
8% 
24% 
11% 
Sales 
Idea 
Vodafone 
Airtel 
Uninor 
Reliance 
Docomo
Strategic Implementation 
For incrementation in sales, organisation 
implemented some of the schemes as 
follows: 
 My Best Offer. 
 Happy Recharge. 
 Nagpur Ka Raja Kaun. 
 Maharaja DSE Kaun. 
 Hum Tum (Love Dhamaka) Offer.
My Best Offer 
 My Best Offer has got maximum attractions 
since the scheme is in the market. 
 By simply dialing *232*Customer Mobile 
number # by the retailers its gives one of 
the best offers to the customers. 
 Customers can also check his Best offer by 
simply dialing *232# 
 Retailers also promoted “My Best Offer” 
because of getting an extra commissions 
on these recharges.
Happy Recharge 
 Happy Recharge is also one of the best 
plans which company has adopted to 
attract more & more customers. 
 As the plan starts from Rs.110 which gives 
a maximum talk time of Rs.130. 
 Customers responded to the Happy 
Recharge and it has already attracted TATA 
DOCOMO subscribes.
Nagpur ka Raja Kaun 
 It consisted of Lucky 
draw among all the 
activating outlets 
scattered overall Nagpur. 
 Winner was ‘Maa 
Bhavani’ Mobile shop 
present in Aashirwad 
Nagar.
Maharaja DSE Kaun 
This was another Scheme implemented for 
top 10 DSE’s. A lucky draw was carried out 
among the top 10 DSE’s among various 
Distributor points. 
The Conditions were: 
 No FRC Pending. 
 No FCD Pending.
Brand Promotion 
 For Promoting the Product, we set up 
Canopies at Various Hot-spot locations. 
 Under Canopy activities, we implemented 
following plans; 
Simple Offer 
Product Price Rs.25 
Talktime 61 minutes 
Internet 200 MB 3G 
Validity 1 month 
Hum Tum (Love Dhamaka) Offer 
Product Price 40 Rs 
Talktime 20 Rs 
Internet 200 MB 3G 
Special Offer 60000 Sec Free 
T2T for calling
Continue…. 
 Simple Offer has got good numbers of new 
users. 
 As it has 61 minutes as talk time & 200 MB 
3G Data. 
 HUM TUM offer was also one of the 
successful scheme offered by the 
company. 
 HUM TUM Offer itself registered more than 
300+ new subscribes in a single day. 
 HUM TUM Offer has a long term existence
Conclusion 
 There is a huge demand of the TATA 
DOCOMO products but needs 
modification on in the terms of network 
connectivity. 
 A frequent visit by “AREA SALES 
MANAGER” can give a boost to the 
retailers. 
 Claims cycle should be reduce from 15 
days to 7 days.
Continue… 
 DSE’s needs continues up gradation in 
terms of new launch & other activity. 
 Company should again rethink on OTF 
given to the retailers. 
 Customers & Retailers complaints must 
given top priorities by management.

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Sales,distribution & promotion in nagpur

  • 2. Index  About Company  Issues & Problems  Activity Campaign  Phase 1: Survey  Phase 2: Feedback  Phase 3: Analysis  Phase 4: Strategic Implementation  Phase 5: Brand Promotion
  • 3. About Company  Indian cellular service provider on the GSM & CDMA.  Strategic joint venture between Tata Teleservices and NTT Docomo (November 2008)  Country's sixth largest Operator in terms of subscribers.  First to launch 3G Services in India
  • 4. Issues & Problems faced by Company  Sales were Dropping down comparitively with Competitors  Network issues  Poor relationship with Retailers  Poor Communication Of information by DSE’s
  • 5. Issues & Problems faced by Retailers  No Regular Visits to Retail Outlet by ASM’s  Lag in Payment of Claims.  Network Coverage  Retailer’s Not satisfied with Company Services.
  • 6. Activities Campaign  Proper Survey Of Market (To Find out the Problems and it’s Criticality)  Regular visit to retail Outlets To ensure proper sale of product.  Finding out the positioning of product so as to take appropriate Plans for sales to rise up  Brand Promotion Activities.
  • 7. Survey Of Market  In this Phase, we took Feedback from various Retail Outlets.  We classified outlets into 1. DUAO (Daily Unit Activating Outlet) 2. AO (Activating Outlet) 3. NAO (Non Activating outlet)
  • 8. Feedback from retail chain •After Visting The Retail outlets, we collected the data, sampled it and did analysis •This Helped in understanding , how our product was positioned in the market, and in the mindset of customers •Following is a Sample Data of Sakkardara Market Area. Retail Outlet Idea Vodafone Airtel Uninor docomo Shahu Mobile 25 30 15 30 10 Atish Mobile 15 10 5 15 5 Parmatma Mobile 5 20 5 20 5 K2 Mobile 15 25 15 20 15
  • 9. Positioning of Product 25% 22% 10% 8% 24% 11% Sales Idea Vodafone Airtel Uninor Reliance Docomo
  • 10. Strategic Implementation For incrementation in sales, organisation implemented some of the schemes as follows:  My Best Offer.  Happy Recharge.  Nagpur Ka Raja Kaun.  Maharaja DSE Kaun.  Hum Tum (Love Dhamaka) Offer.
  • 11. My Best Offer  My Best Offer has got maximum attractions since the scheme is in the market.  By simply dialing *232*Customer Mobile number # by the retailers its gives one of the best offers to the customers.  Customers can also check his Best offer by simply dialing *232#  Retailers also promoted “My Best Offer” because of getting an extra commissions on these recharges.
  • 12. Happy Recharge  Happy Recharge is also one of the best plans which company has adopted to attract more & more customers.  As the plan starts from Rs.110 which gives a maximum talk time of Rs.130.  Customers responded to the Happy Recharge and it has already attracted TATA DOCOMO subscribes.
  • 13. Nagpur ka Raja Kaun  It consisted of Lucky draw among all the activating outlets scattered overall Nagpur.  Winner was ‘Maa Bhavani’ Mobile shop present in Aashirwad Nagar.
  • 14. Maharaja DSE Kaun This was another Scheme implemented for top 10 DSE’s. A lucky draw was carried out among the top 10 DSE’s among various Distributor points. The Conditions were:  No FRC Pending.  No FCD Pending.
  • 15. Brand Promotion  For Promoting the Product, we set up Canopies at Various Hot-spot locations.  Under Canopy activities, we implemented following plans; Simple Offer Product Price Rs.25 Talktime 61 minutes Internet 200 MB 3G Validity 1 month Hum Tum (Love Dhamaka) Offer Product Price 40 Rs Talktime 20 Rs Internet 200 MB 3G Special Offer 60000 Sec Free T2T for calling
  • 16. Continue….  Simple Offer has got good numbers of new users.  As it has 61 minutes as talk time & 200 MB 3G Data.  HUM TUM offer was also one of the successful scheme offered by the company.  HUM TUM Offer itself registered more than 300+ new subscribes in a single day.  HUM TUM Offer has a long term existence
  • 17. Conclusion  There is a huge demand of the TATA DOCOMO products but needs modification on in the terms of network connectivity.  A frequent visit by “AREA SALES MANAGER” can give a boost to the retailers.  Claims cycle should be reduce from 15 days to 7 days.
  • 18. Continue…  DSE’s needs continues up gradation in terms of new launch & other activity.  Company should again rethink on OTF given to the retailers.  Customers & Retailers complaints must given top priorities by management.