A PROJECT REPORT ON

“Impact of e-Commerce on Employment in India”

SUBMITTEDTO
GLOBAL INSTITUTE OF MANAGEMENT
INPARTIAL FULFILLMENT OF THE
MASTER OF BUSINESS ADMINISTRATION(MBA),
2018-20

SUBMITTEDBY
SOUMYA RANJAN DAS
REGD.No: 1806278104

UNDER THE GUIDANCE OF

INTERNAL GUIDE EXTERNALGUIDE

Prof.Bipul Kumar Mr.Bijoy K Bhoyian
Dean Regional Lead (Ecom Express)
GIM,Bhubaneswar Talent Engagement & Devt.
 2

DECLARATION
I,Soumya Ranjan Das, hereby declare that this project entitled “Impact of e-Commerce on
Employment in India” prepared by meisabonafide record of work done at Ecom Express Pvt. Ltd,
Bhubaneswar under the guidance of Prof. Bipul Kumar (internal) and Mr. Bijoy K Bhoyian, Regional
Lead-Talent Engagement & Development in Ecom Express Pvt. Ltd.(external), Bhubaneswar towards
the partial fulfillment of the requirement for the degree of MBA (Master of Business Administration).

Soumya Ranjan Das

REGD.NO. 1806278104
Global Institute of
Management,
BHUBANESWAR.
 3

GLOBAL INSTITUTE OF MANAGEMENT

BHUBANESWAR

CERTIFICATE OF THE GUIDE

This to certify that this project report entitled “Impact of e-Commerce on

Employment in India” embodiesthe original work done by “Mr.Soumya Ranjan Das”
under my guidance inpartial Fulfillment of the MBA (fulltime) course requirementat
“Global Institute of Management, Bhubaneswar. To the best of my knowledge he
has worked sincerely to bring out the projectwork.

I wish him all success in life.

Place:
Date: MR.BIPUL KUMAR
 4

CERTIFICATE OF THE ORGANIZATION

 5

When a big task is to be achieved,the

recannotbeasinglehandbehindit.Justasdropsformaseaand
peopleformasociety,similarlythisprojectcould
notbecompletedwithoutthehelpofsomepeoplewhowerealwaysinthebackgroundstandi
ngas tallpillarsforthisbuildingshapedprojectto standup tolife.
Firstly,IwouldexpressmysincereandheartygratitudetoMr.Bipul Kumar, Global
Institute of
Managementforhiskindapprovalformysubject.Iamgreatlyindebtedtohimwhobothasat
eacherandasaguidehasalwaysbeenthesourceofhelpthroughoutthecourseofmyproject
.Iwouldalsotakethisopportunitytoexpressmydeepestofgratitudetothemanagement
ofEcom Express Pvt. Ltd. theorganizationwhograntedmepermissiontocarryout
myproject intheirofficeinBhubaneswar.Iwouldalsoliketoconveymydeepest
senseofgratitudetomy guideMr.Bijoy K BhoyianofEcom Express Pvt.
Ltd.forhisguidanceduringthecourseofmyproject.
Iwouldalsoliketothankandexpressmydeepgratitudetomyfamilymembersfortheir
endless supportandencouragementandtheir beliefin me.
Lastly,Iwouldliketoextendmythankstomybestfriendwhohasbeenagreatsupportfor me
in myendeavor.

SOUMYA RANJAN DAS

REGD.NO.
GIM,BHUBANESWAR
 6

CHAPTER-1 HR:ANOVERVIEW 8-10

 TelecomindustryinIndia
 Scopeoftelecom marketinIndia
 TelecominOrissa

CHAPTER-2 COMPANYPROFILE 12- 18

 BhartiAirtel
 BhartiAirtelinorissa
 MissionandVision

CHAPTER-3 RESEARCHMETHODOLOGY 20-23

 Problemstatement
 Objectiveofthestudy
 Natureofthestudy
 Scopeofthestudy
 Limitationofthestudy

CHAPTER-4 THEORETICALFRAMEWORK 25-30

 Whatistrade?
 Tradecommunicationandimplementation
 Tradetransparency

CHAPTER-5 ANALYSISOFTRADETRANSPARENCY 32-62

ANDAWARENESSLEVEL
 Targetmarket
 Collectionandanalysisofdata

CHAPTER-6 FINDINGS 64-

65
CHAPTER-7 SUGGESTIONSANDRECOMMENDATIONS 66-
67
APPENDIXBIBL
IOGRAPHY
 7

CHAPTER-1
e-Commerce:ANOVERVIEW
 8

The e-commerce sector in India is on a growth trajectory and is projected to cross USD103 billion by 2020 at an
impressive CAGR of 41%¹. The major segment is e-tail, which forms the fastest growing segment, and is also expected
to account for 67%¹ (USD 68.8 billion) of the total e-commerce market. The ongoing expansion and robust outlook
have led to a progress story which will positively impact the entire e-commerce ecosystem. While most of the
discussions on impact of e-tail revolve around clichés such as ‘altering customer behavior’, ‘disruptive business
models’, ‘unprecedented technological advancement’; the most encouraging aspect which doesn’t get mentioned
enough is its impact on the creation of employment opportunities. These employment opportunities are not only
limited to e-tail, but has influenced the complete value chain with logistics, warehousing, technology, and support
services being the most positively impacted. Besides creation of employment in direct industries, e-tail has also
provided new opportunities to craftsmen, traditional artisans, merchants, sellers, and women. The speed and scale
of potentially creating a larger socio-economic impact is noteworthy. E-tail has created a big impact on
entrepreneurship and startup culture in the country and has helped people build careers from a range of varied skills
such as developers, content writers, designers, photographers, etc. It has also created a shift in employee
expectations by offering employment options with exciting career paths, diverse opportunities, and new age jobs.
The trends are complimentary to many government priorities like Make in India, Digital India, and Skill India.
 9
e-CommerceINDUSTRYININDIA
Theword“Telecom”(whichisanabbreviatedversionof'telecommunication’)inreal
sensereferstothetransferofinformationbetweentwo distantpointsin
space.Thismeaninghowever,hasbeensubjectedtomodificationsinaccordancewithfurth
erinnovations madebetheTelecomIndustry

In1880,twotelephonecompaniesnamely“TheOrientalTelephone
CompanyLimited”and“TheAnglo-
IndianTelephoneCompanyLimited”approachedtheGovernmentofIndiawiththeobjecti
veofestablishingTelephoneExchangesacrossthecountry.Initially,theGovernmentd
eniedthepermissionasitwanted
toexerciseitsmonopolypoweroverthepromisingindustryonceitemerged.Bythefollowin
gyear,itchangedits decision andfinallyon28thJanuary,1882,license
wasgrantedtoTheOrientalTelephoneCompanyLimitedofEnglandforopeningtelephon
eexchangesatKolkata,Mumbai,ChennaiandAhmedabad.

Theopeningofexchangeswasfollowedbyfurther innovationsand
improvementsinallsectionsofthetelecomindustry.However,whiletelephoneswereint
roducedinthemajortownsandcitiesacrossthecountryduringtheBritishperiod,totalnumb
eroftelephonesinIndiain1948weremerely80,000.Thegrowthwasnegligibleevenafterin
dependenceandthetelephonewasusedasastatussymbolbytherichdespitebeinganextre
melyessentialdeviceofpublicutility.Thissluggishrateofgrowthcontinuedtill1991whenth
enumberoftelephoneswas5.07million.

Theperiodpost1975sawresurgenceintheIndiaTelecomMarketbyvirtueofaseriesoffr
uitfuldecisionsinitiatedbytheGovernmentwhichincluded:

 TheseparationofDepartmentofTelecom(DoT)fromPostandTelegraph(P
&T)in 1975.
 TheformationofMahanagarTelephoneNigamLimited(MTNL)outofDoT
toprovidetelecomservicesexclusivelytoDelhiandMumbai.
 Inthe1990s,thetelecomsectorwasopenedupbytheGovernmentforprivateinve
stmentasapartof Liberalization-Privatization-GlobalizationPolicy.
 On1stOctober,2000,theGovernmentcorporatizedits
operationswingunderthenameofBharatSancharNigamLimited(BSNL).

Totopitall,theintroductionofmobilecommunicationisundeniablythebiggestsuccessstor
yscriptedbythetelecomindustry.
 10

SCOPEOFTELECOMMARKETININDIA
MobileserviceswerecommerciallylaunchedinIndiainAugust,1995.Althoughintheinitialy
ears,thehighpricesofhandsetsandalliedserviceshinderedthegrowthofthetelecomma
rketinIndia,theNewTelecomPolicyin1999introducedseveralconsumer-
friendlyinitiatives.TheentryofprivateoperatorslikeAirtel,Hutch,Reliance,Tata,BPL,Ide
aetc.createdacompetitivemarketwhichfurtherreducedoperationalcosts.Sincethen,the
numberofmobilesubscribersbegantoriseinleapsandbounds. Thenumber of new
mobilesubscribersrosefrom16 million in
2003to65millionin2006.With156.31millionsubscribersacrossthecountry,Indiahasbeco
meoneofthefastestgrowingmobilemarketsintheworld.Truly,thegrowthofIndia'smob
ilemarkethassurpassedthatofthebasictelephonesbyahugemargin.Neverthelessitisth
eIndianTelecomMarketwhichishavingthelastlaugh.

TELECOMINDUSTRYINORISSA
OrissahasalwaysbeencountedamongtheunderdevelopedstateofIndia,butfewrealized
thatthis state has aninfinite potentialtogrow. Withtheadventof
thenewmillenniumBSNLdecidedtogiveOrissaitsshareoftechnologythatwasneededtogi
vethestateaboost.ButitwasnotuntilAirtellaunchedfullfledgedservicesin2004thatthetel
ecom
sectorsawaboominOrissa,andovertheyearsithasgrowntobeafavouritelocationforallthe
majortelecomoperatorsacrossIndia.Atpresentthereare9to10operatorsinthestatecove
ringeverynookandcornerofthestate.Themajorplayersin the marketrightnoware:

1. BSNL
2. Airtel
3. RelianceCommunications
4. Aircel
5. Vodafone
6. Ideacellular
7. TataIndicom
8. TataDocomo
9. VirginMobile
 11

CHAPTER-2
COMPANYPROFILE
 12

BHARTIAIRTEL
TypePrivate,ListedonBSE
Founded1985
HeadquartersNewDelhi,India
KeypeopleSunilMittal(ChairmanandCEO)
Industry:Telecommunication
Products:MobileandFixed-LineTelecommunicationoperator,broadbandservicesand
satellite
television.
Revenue:$6billion
Website:www.airtel.in

BhartiAirtel,formerlyknownasBhartiTeleVenturesLimited(BTVL)isIndia
’slargestandWorld’sthirdlargestcellularserviceproviderwithmorethan
83millionsubscribersasofApril2009.Italsooffersfixedlineservicesandbroadbandservice
s.ItoffersitsTELECOMservicesundertheAirtelbrandandisheadedbySunilMittal.Theco
mpanyalsoprovidestelephoneservicesandInternetaccessoverDSLin14circles.Thecom
pany
complementsitsmobile,broadband&telephoneserviceswithnationalandinternationallo
ngdistanceservices.
ThecompanyalsohasasubmarinecablelandingstationatChennai,whichconn
ectsthesubmarinecableconnectingChennaiandSingapore.Thecompanyprovidesen
d-to-
enddataandenterpriseservicestothecorporatecustomersthroughitsnationwidefibero
pticbackbone,lastmileconnectivityin
 13

fixed-
lineandmobilecircles,VSATs,ISPandinternationalbandwidthaccessthroughthegatew
aysandlandingstation.SingTelownsover30%oftheBhartiTelecom.BhartiAirtelIndia’sl
argestintegratedandthefirstprivatetelecomservicesproviderinallthe23Telecomcircles
.Withitsworldclassproductsandservices,BhartiAirtelsinceitsinception,hasbeenatthef
orefrontoftechnologyandhassteeredthecourseofthetelecomsectorinthecountry.The
businessesatBhartiAirtelarestructuredintothreeStrategicBusinessUnits(SBU’s)–
MobileServices,Telemedia
Services&EnterpriseServices.TheMobilebusinessprovidesmobile&fixedwirelessservi
cesusingGSMtechnologyacross23telecomcircles,TelemediaServicesbusinessoffers
broadband&telephoneservicesin
94 cities. TheEnterprise servicesprovide end-to-end
telecomsolutiontocorporatecustomersand additionallyprovide national
&internationallongdistanceservicestocarriers.WehaverecentlyforayedintoMediaBusi
nessbylaunchingourDTHServicesinOctober2008.Alltheseservicesarerenderedunder
aunifiedbrand“Airtel”.BhartiAirtelservesover82millioncustomersasofOctober31,200
8;ofwhom80,199,747subscribetoGSMservicesand2,549,043useTelemediaServicese
itherforvoiceand/or broadband
accessdeliveredthroughDSL.Theyarethelargestwireless serviceproviderinthe
country,basedonthenumberofsubscribersasofOctober312008.BhartiAirtelhasadomi
nantpositionintheGSMserviceswithamarketshareof34.5%asofSeptember2008.

Thecompanyalsodeploys,ownsandmanagespassiveinfrastructurepertainingtotel
ecomoperationsunderitssubsidiaryBhartiInfratelLimited.BhartiInfratelowns42%ofIn
dusTowersLimited.Thishasbeenincorporatedwithanobjectivetoprovide“SharedTeleco
mInfrastructure”totelecom

operatorsacrosstheworld ona nondiscriminatorybasis.

It’scommitmenttowardscontinuousinnovationwillenableoptimizationoffuturetowerr
ollout
 14

andenhanceoperationalefficienciesandresultinsubstantialcostsavingsforitscustomers
.
Thestrategyofde-
couplinginfrastructureandbackendprocessesfromthecoresalesandmarketingfunctio
nwasastrategypioneeredbyAirtelandthenimplementedbyanumberofothercompanie
s.Bhartiisthe“totaltelecomprovider”forIndia’slargeenterprises.Itharnessesthepower
ofalliancestocombinewithownershipofmediaandtechnologiestocreatebusiness-
enablingend-to-
endsolutions.Bhartiworkcloselywiththeirenterprisecustomerstouniquelyaddress
alltheirstrategicconnectivityneeds,byusingamixapplicationoftechnologies.Theentire
organizationistailoredtobringfocustoourcustomers’needthroughauniquemulti-
dimensionalstructure;Airtel’s’philosophyis“ValueCreation”forthecustomers.Therefor
eitcreates solutionsthatareflexible,scalable,robust
Businessprocessmanagementsystemwhichhelpsinmonitoringofoutputperformance
ofprocessesintheformofNonFinancialParameterswhicharereviewedatdifferentlevelsi
.e.Location,Regional,Functional,Nationalandcropofficelevel.
Continuousprocessimprovementhappenswithintheorganizationbasedon
Voiceofcustomersusingsixsigmamethodologyandknowledgemanagement.Theorga
nization hasbeenin sixsigmachampions,blackbelt,green
belts,andyellowbelts.AllAESemployeesaretrainedinthestrategy,statisticaltoolsandtec
hniquesofSixSigmaquality.

BUSINESSSTRATEGY
 15

“Tocapitalizeonthegrowth
opportunitiesthatthecompanybelievesareavailableintheIndiantelecommunicationm
arketandconsolidateits
positiontobetheleadingintegratedtelecommunicationservicesproviderinthekeymark
etintheIndia,withafocuson providingmobileservices”.
1. Focusonmaximizingrevenuesandmargins.
2. Capturemaximumtelecommunicationrevenuepotentialwithminimumgeo
graphicalcoverage.Offermultipletelecommunicationservicestoprovidecu
stomerswith a “one-stop shop”solution.
3. Positionitselftotapcustomersbyensuringhighlevelcustomersatisfaction.
4. Leveragestrengthsofitsstrategicandfinancialpartner’sdatatransmissiono
pportunitiesandofferadvancedmobiledataservices.Focusonsatisfyingan
dretaining.

AWARDSANDRECOGNITIONS
Bharti
Airtelhasreceivedrecognitionforitsinnovativepracticesacrosstheworld,someareas

o 3rdLargestWirelessOperatorInTheWorld,LargestPrivateIntegratedTeleco
mCompanyInIndia,LargestWirelessOperatorInIndia,LargestPrivateFixed
LineOperatorIn
India,LargestTelecomCompanyListedOnIndianStockExchanges.
o SunilBhartiMittal,-
GSMAssociationChairman’sAward2008,PadmaBhushanAwardsIn2007.
o AirtelWasChosenAsThe2ndMostTrustedServiceBrandInIndiaInThe‘
MostTrusted.Brands2008Survey’ConductedByTheEconomicTimes-
BrandEquity
o AwardedWithTopHonorsAtTheGSMMobileWorldCongressConfer
ence2008InBarcelonafortheCategory“BestBilling/CustomerCare
Solution.”
 16

o AdjudgedAsthe‘BestCarrierIndia’AttheTelecomAsiaAward2008,GallupGr
eatWorkplaceAwardFor2008, Ranked2ndIntheSurveyofIndia’s
MostRespectedCompaniesbyBusinessworld2007,
AdjudgedAs‘CompanyoftheYear’AttheCNBCIndia Business
LeaderAwards2007.
o EconomicTimes‘CompanyoftheYear2007’AwardforCorporateExcellenceG
allupGreatWorkplaceAwardfor2008-
Airtelisoneoftheonly20companiesworldwideandtheonlycompanyfromInd
iatoreceivetheprestigiousaward.
o Aftertheproposednetworkexpansion,anadditional30,000towerswillresulti
nthe companyachieving70%populationcoverage.
o Bhartihasover39millionusersasonMarch31,2007,Ithassetatargetof125mi
llionsubscribersby2010.Prepaidcustomersaccountfor88.5%ofBharti’stot
al subscriberbase,an increasefrom82.7%ayearago.
o ARPUhasdroppedtoRs406,Non-
voicerevenues,(SMS,voicemail,callmanagement,hellotunesandAirtelLive)
constituted10%oftotalrevenuesduringQ4,lowerthan10.7%intheQ4ofthe
previousyear.BlendedmonthlyminutesofusagepercustomerinQ4wasat47
5minutes.

AIRTELINORISSA
Now,Airtelisamajorplayerinorissamarket.Comparedtothenationalmarketshare
whichithas,itsmarketshareishigherthanthenationalaverage.
 17

InfactitwasonethefirsttelecomoperatorstocometoorissaafterBSNL.Airtelstarteditsope
rationsinorissawaybackin2004.ThebrandimagethatAirtelhasinorissaisreallyenviablec
omparedto otheroperatorsinthesamesector.
AccordingtothemarketsurveyinthemonthofMay2009thetotalnumberofcustome
rsthatAirtelhasstandsat3253456.InthemonthofAprilthenumberofcustomerswas3122
778.Thegrowthrateis4.01%.InorissaAirtelhasthehighestnumberofsubscribersi.e.325
3456andhasashareof41.45%inalltelecom.InOrissapeopletalkinasingledayworth
Rs.4.5crore.
AcomparativeanalysisispresentedintheformofatabletojudgethepositionofAirteli
norissabaseduponthenumberofactivationstocheckthemarketvalueofAirtel:

SL.No. COMPANYNAME TOTALSUBFIG %MARKETSHARE

URESONMAY

1 AIRTEL 3253456 41.445%

2 BSNL 1539364 19.61%
3 AIRCEL 990903 12.6%
4 RIM 1393525 17.75%
5 VODAFONE 572757 7.29%
6 IDEA 100237 1.28%
ALLTOTAL 7850242 100%

VISION:AIRTEL
 18

“Toprovideglobaltelecomservicesanddelightcustomer
s”
By2010,wewantAirtelto bethemostadmiredbrandin India.
✓Lovedbymorecustomers
✓Targetedbytoptalent
✓Benchmarkedbymorebusiness

ThechairmanofthecompanyMr.SunilMittaloncesaid,“WeatAirtelalwaysthinkinfreshand
innovativewaysabouttheneedsofourcustomersandhowwewantthemtofeel.Wedeliver
whatwepromiseandgooutofourwaytodelightthecustomerwitha littlebitmore. “

MISSION:AIRTEL
Wewillmeetthemobilecommunicationneedsofourcustomersthrough:
▪ Error-freeservicedelivery

▪ Innovateproductsandservices

▪ Costefficiency

▪ Unifiedmessagingsolutions
 19

CHAPTER-3
RESEARCHMETHODOLOGY

RESEARCHMETHODOLOGY
 20

ResearchMethodologyisawaytosystematicallysolvetheresearchproblem.Itmaybe
understoodasascienceofstudyinghowresearchisdonescientifically.Inittostudythevario
usstepsthataregenerallyadaptedbyaresearcherinstudyinghisresearchproblemalongwi
ththelogicbehindthem.Itisnecessaryfortheresearchertoknownotonlytheresearchmeth
ods/techniquesbutalsothemethodology.
Thuswhenwetalkofresearchmethodologywenotonlytalkoftheresearchmethodsbu
talsoconsiderthelogicbehindthemethodsweuseinthecontextofourresearchstudyandex
plainwhyweareusingaparticularmethodortechniqueandwhywearenotusingotherssoth
atresearchresultsarecapableofbeingevaluatedeitherbytheresearcherhimselforbyothe
rs.
Thebasicmethodologyadoptedwasoftwotypes.Fortheruraldistributorsandretailer
stelephonicinterview wasdoneto gatherthedata.Viatelephone
openendedquestionswereasked.Also
tourswereconductedintotheseareaswherethedatawascollectedfacetofacefromthereta
ilersanddistributors.Thequestionsweremainlyregardingtheinterpretationofthevarious
offersandschemesthattheyreceivedfromairtel’send.Questionswerealsoaskedtotheret
ailersinfrontoftheirrespectivedistributorstofindoutiftheyknewaboutalltheoffersandsch
emesthatwerelaunchedbyAirtel.Theanswerswerethentakenandanalyzedintheexcelsh
eets.
Fortheretailersasetofquestionnairesweredesignedtobringouttheappropriateresp
onsesaboutthe
knowledgetheyhadabouttheoffersandschemesandtheirimplementationso
thattheycouldconveythesameto theircustomers.

DATASOURCE

Thedatathatwascollectedwasbasicallyoftwotypes:

PRIMARYDATA:
 Telephonicinterview
 Surveyresearch(questionnaire)

SECONDARYDATA:
Dailyreports senttothe main office.

SAMPLING
ThesamplingtechniqueusedinthecompletionofthisprojectisAreasamplingastheentirep
rojectwasconcentratedinthejagatsinghpurandKendraPararegions.Thebasicquestions
thathelpedinthesamplingwasaskedtothedistributorsabout
 21

theretailerstheyhadunderthemandsubsequentlytheretailerswerecalleduptofindoutif
the details given bytheirdistributorswas true.

RESEARCHDESIGN
Typeofresearch:exploratorystudybyaquestionnairesurveyfromretailersanddistribut
ors.

Sampleunit:distributorsandretailersofAirtel.

Samplesize:
Fordistributor:7
Forretailers: 198

Questionnairetype:
Thequestionnairecontainedquestionsbasedon:Closeden
dedquestions:5
Openendedquestions:5

Methodsofdataanalysis:
 Tabulation
 Piecharts
 Barcharts

PROBLEMSTATEMENT

Intheageofcompetitionwhereeveryoneistryingtooutdotheother,thetelecomsectori
snoexception.Withdifferentoperatorswithinnumerableschemesandoffersitbecomesim
perativetodoacontinuousanalysisofthescenarioprevalentin the market.
ThereforeIdecidedtodo
thisprojectonthetopic,“TRADECOMMUNICATION,IMPLEMENTATIONANDTRANSPAR
ENCYSYSTEM”andIwaspermittedbytheheadofsalesintheAirteloffice,todomyprojectint
heareasofKendraParaandJagatsinghpurdistricts ofOrissa.
Theresearchinvolvedknowingthelevelsoftransparencybetweentheretailersandtheird
istributorsintermsofproductoffersandspecialschemesandindirectlyknowingthecustom
erperceptionaboutAirtelasabrand.

OBJECTIVESOFTHESTUDY
 22

Thebasicobjectivesunderlyingthisresearchworkthroughthecompletionofthisprojectar
easfollows:

1. Tofind outtheawarenesslevelsamong
theretailersaboutthevariousoffersandschemeslaunchedbyAirtelfromtimeto
time.
2. Tocheckthetransparencylevelsamong
thedistributorsandtheirrespectiveretailersregardingtheinterpretationofoffersan
dschemes.

NATUREOFTHESTUDY

ThenatureofdatathatIhavecollectedis fromtwo sources:

1. Primarydatasource
2. Secondarydatasource
Thefirstoneiscollectedthroughdirectinteractionwiththeretailersoverthephone.Thesec
ondoneiscollectedthroughthedailyreportsthateachofhedistributorssendtotheheadoffi
ce attheendofthe day.

SCOPEOF THESTUDY

Intheagethatweliveintodayitisofutmostimportancetoconstantlymonitorandanaly
zethechangesthataretakingplaceintoday’sfastmovingeconomicscenario.Thereforetofi
ndoutthepointsofshortcomingsisveryimportant.
ThroughthisprojectofmineIhavetriedtofindoutthelevelsoftrustandtransparencyprev
alentinthehierarchicalsystemofdistributorsandretailersandalsotofindoutthedetailsand
methodsofimplementationoftheoffersandschemesthatAirtellaunchesfromtimetotime.
Thisstudygivesusaclearpictureofthepresentmarketneedsamongcustomersandalso
givesusanideaasto
whetherweshouldinformtheseschemesandoffersdirectlytotheretailersorthedistributor
pattern isok.

LIMITATIONSOFTHESTUDY

Asnothingisperfectinthisworld,likewisethisprojectalsohaditsownsetsoflimitations.Let
uslookatsomeof thelimitations statedbelow:
 23

1. Thebehavioroftheretailerstowardtheresearcheraffectedthedatacollectiontoa
big extent.
2. TheprojectworkwasconcentratedinregionsofKendraParaandJagatsi
nghpur whichis asmallpartofthehugenetworkofAirtel.
3. Interpretationofthebenefitslyinginaparticularschemeandoffermademanyretaile
rstorespondirrelevantly.
4. Absenceof theoriginalretaileralso
hamperedtheresearchprocess.Negligenceonthepartofretailerstorespondtothecallsma
defromtheresearcher’send.
 24

CHAPTER-4
THEORETICALFRAMEWORK

WHATISTRADE?
TheconceptofTradeiscenteredonthesimpleactivityof
theexchangeofgoodand/orservices.Theseexchangesmaybetheonesthatsimplytakepl
ace
 25

betweentwoparties.
Thesimpletradewhichtakesplacebetweentwopartiesisknownasbilateraltrade.Thesee
xchangesmayalso takeplaceamongstmorethan two parties.

Theseexchangesthattakeplace amongstmorethantwo
partiesisknownasMultilateraltrade. Inits
authenticandoriginalformtradeperforceusedbarterandtheexchangeof goods
andservicesofarecognizedequalvaluethatis equallydesirabletoboth parties.

Moderntradersgenerallynegotiatethrough theuseofamediumof
exchange,i.e.money.Thebartersystemofcoursehasbecomeextinctnow.

Theinventionofmoneyandthesubsequentcreation of theconceptsof
credit,papermoneyandnon-
physicalmoneyhaveplayedpivotalrolesinsimplifyingandpromotingthedevelopmentoft
rade.

Mosteconomistsagreeandaccepttheveryobvious theorythattradebenefits
bothpartiesinvolvedin thetransaction.Tradeisaconceptthatexists
largelyduetothedifferencesinthecostofproductionofsometradablecommodityinthevari
ouslocations.

TRADECOMMUNICATIONANDIMPLEM
ENTATIONATAIRTEL
 26

ZSM(fromAirtel)

UrbanArea RuralArea

Distributor RSO

FSE RS

Retailer RD

Retailer

DISTRIBUTIONPROCEDUREANDMARGINS:
INURBANAREAS
➢AirteldirectlysupplyitsproductstothedistributorsinUrbanAreasthroug
hTerritoryManager.
➢TerritoryManagerdistributestheproductsasperdemandforindividua
ldistributors,whichisscheduled asperthetargetforthe territory.
➢InurbanareastheMarginfortheDistributoris 1.3%
➢DistributordistributestheproductstotheFSEs’.Theirjobistosupplyth
oseproductstotheRetailers.
➢TheRetailersmarginis2.7%(2.5%marginonRCVRs.10/-and
forallotherRCVsthe marginis2.7%).
 27

INRURALAREAS
Sameprocedureisfollowedintheruralareasbutthedistributionsystemiscompletel
ydifferentfromUrbanAreaandtheMarginisalso different.
➢Company’ssupplysystemtothe territorymanager issame

procedureasperurbanareas.TheproductsatfirstdistributedtotheRS
(RuralSuper).Theyhaveamarginof0.7%.

➢Products are supplied from the RS to the RD (Rural

Distributors).Theyhaveamarginof 1.1%.

➢AspersameurbansystemfewRSOsworkundereachRDandthey
supplytheproductsto theindividualretailers.
➢Theretailershaveamarginof2.5%and2.7%(2.5% onRCVof
Rs.10/-and2.7%onotherRCVs)
So,fromthisaboveanalysisanddistributionchannelsystem,theoutco
mesare.
1. Thecompanyisspendingnearly4%inUrbanAreas.
2. In RuralAreasthecompanyisspendingamargin
nearly4.5%.(Sothecompanyhasbeentakenagreatstepinsalesmaximizationinruralare
asthattheywillbe able toreducethe
marginandwillnothavealossinruralareas.)Stocksystemindistribution:
Thecompletestock maintenanceprocedureiscategorically
dividedintwoparts.
1. Stockto bemaintainedbyDistributor
2. Stockto be maintainedbyRetailer

In the caseofDistributor:
ThedistributorhastokeeptheLAPUbalanceforminimum7days;Here35%
ofthevaluemustbeinRCV.
 28

In the caseofRetailer:
TheretailerhastokeepLAPUbalancefor3days(minimumamountRs.
1500)
Here33%ofthevaluemustbeinRCV.
(TheFSEvisitseachOutletinalternativedayswhetherthereisanyshortageofproduct
ornot.ThesupplysystemofAirtelissostrongthataRetailerwillnevergowithshortageofpro
duct.ItisalsoacompulsorytaskforeachFSEtogoandtoaskRetailerswhetherthereisanysh
ortageofproduct,onceinevery2days.)SALES:(ThewayAirtelsalesisdesigned)

SELECTIONOF
SALESFORCE

CONTROLLING SALES TRAININGOF

OFSALESFORCE MANAGER SALESFORCE

MOTIVATINGOF
SALESFORCE

Selectionofsalesforce
Theyrecruitedseparatedepartmentforsalesandworkofthoseemployeeistogetorgener
atemore andmorerevenuefororganization.

TrainingofSalesForce–
AfterRecruitmenttheyaretrainedtheiremployeeforeffectiveworkingandin
 29

thistrainingperiodtheyguidedemployee.How,when,where,what.andtowhomwethey
can sale theirproduct.
Motivatingofsalesforce
Ifbecauseofsomereasonanyemployeeisnotabletodotheirbestperformanceinthatcas
eratherthananyactiontheyusemotivationasatoolforincreasingmoraleofthatemployee
.
ControllingofsalesForce
Theyalsocontrolthesalesforcebecausetheyknowtheimportanceofcontrolsysteminor
ganization.Theyareusingtheseentirefourstepfordecidetheirsalesforceandeachstepth
eyarealsoChecktheyaredoingrightthingsornotandiftheythingchanges
areneededthantheyrevisedwhole process
again.That’swhywecanseethedifferencebetweenAirtelsalesgrowthandotherchalleng
erandfollower.
SalesForceAutomatio
n-
Asaleforceautomationsolution(SFA)isasystemthatautomaticallyrecordsallthestagesi
nasalesprocess.Thisincludesacontactmanagementsystemwhichtracksallcontactthat
hasbeenmadewitha
givencustomer,thepurposeofthecontact,andanyfollowupthatmightberequired.

TRADETRANSPARENCY
 30

Whenpolicymakersandanalystsconsiderthepossiblegainsfromtradepolicyrefor
m,itisnaturaltofocusinthefirstinstanceontheeconomicbenefitsofmakingbordermeasu
ressuchastariffsandquotaslessrestrictive.Howevertradepolicyreformcanalso
includeavarietyofadditionaldimensions,whicharebecomingmoreimportantas“traditio
nal”bordermeasuresareloweredthroughmultilateral,regional,bilateral,andunilateralr
eforms.Ontheonehand,thereareother,quiteseparate,measurestodealwith“behind-
the-
border”measures.Theseincludetechnicalandsectorregulations,aswellasburdensome
productstandards.Atthesametimehoweveritisalsoimportanttoaddresstheemergingis
sueoftransparency,namelythewayinwhichtradepolicies—broadlyconstrued—
aredesignedandimplemented.Whetherthefocusisonat-orbehind-the-
bordermeasures,itremainsimportanttorecognizethatnon-
transparenttradepolicycanimposeeconomiccostsoverandabovethosesuggestedbyas
impleconsiderationofthenominalrestrictivenessofsuchpolicies.
 31

CHAPTER-5
ANALYSISOFTRADEIMPLEMENT
ATION ANDTRANSPARENCY
 32

ANALYSISOFTRADEIMPLEMENTATIO
NANDTRANSPARENCY

TARGETMARKET

TheentireprojectworkwascarriedoutatKendraParaandJagatsinghpur
districtsofOrissawhichformamajorbeltintheruraldivisionbecauseoftheirthickp
opulation.Theotherreasonfortheselectionofthesetwodistrictswastocheckther
uralimageofAirtelbecauseoftheincreaseofthenumberofotheroperatorsinthes
eareasandtostrategizebetterforincreasingthebusinessthere.Icarriedoutallthe
researchwork underthewatchful eyesoftheZSM assigned for
thesetwoareas.Ialsointeractedwiththe7majorRSOswhodirectlyreporttotheZ
SM(zonalsalesmanager).Themajormodeofinteractionwasthroughtelephonef
romtheheadofficelocatedinBhubaneswar.Thisenabledmetocrosscheckfromt
heretailersabouttheknowledgetheyhadabouttheschemesandofferslaunched.
The7majorRSOswere:
1. AshisDas
2. ChandrajitKarna
3. PratapMishra
4. RashmiRath
5. SaradaPrasanaMohanty
6. Kishan ChandPattnaik
7. DipakPradhan
TheseRSOshadabout107RDsandtherewere198retailerswithwhomt
hemajorinteractiontookplacethroughphonewhereintheyinformedabout
manythingswhichincludedtheinterpretationaboutschemesandoffersbenefit
marginfromAirtelamongotherthings.Datawascollectedin
responsetothetargettheyhadbeen given andhow far ofithas beenachievedin
thestipulatedtime period.
 33

DISTRIBUTIONSYSTEMOFBHARTIAIRTELI
NRURALMARKET
 34

COLLECTION ANDANALYSISOFDATA

Schemesandoffersthatwerelaunchedduringthetenurityof
myresearchworkareasfollows:
1. MonsoonHungama.
2. Talk-onScheme.
3. RC28schemeorLiquidation scheme.
4. WeeklyBonanza(23rdJuly – 29thJuly)
5. TargetAchievementScheme

TARGETBASEDSCHEME(MONSOONHUNGAMASCHEME-1ST-31STJULY’09)

-----------------ACTIVATEMOREANDEARNMORE----------
TARGETSLAB PAYOUT(INRs.)
401+ 12000
301-400 8800 Anyretailer
201-300 5800 whodoes30%ofhisgive
151-200 4200 ntargetin1stweek (1st–
101-150 2800
7th)getsadditionalRs.5/-
75-100 2000
51-75 1300 peractivations.
31-50 750
11--30 250
5--10 umbrellasorbags
 35

1. Thiswasatargetbasedslabscheme.
2. Retailerisallowedtoupgradeintheslabbutnotdowngrade(retailercan
doabovehis target&upgrade in theslab)
3. All
newretailerscanparticipateintheschemebydoingminimum5activations
inJuly09.

CONDITIONS:
1)CorrectAPEF(Airtelprepaidenrollmentform)within2-
3daysfromdayofactivations.NegativeAV/Rejects,grossbarring&zerousagewillgetmi
nusfromtotalachievements.

2) AllSchemeapplicableonrecharge&1stcallmade(Incomingoroutgoing).

Productsconstruct:
1. Mainaccountvalidity:lifetime

2. Tariffvalidity:12months

3. Talk time:Rs. 5/-

4. Tariff

LOCAL
CALLS
On 40 1st two local mins oftheday@Rs.1/-each, thereafter @40p&60p
netOff p
net 60
p
1sttwo STD minsoftheday@Rs.1.5/-each, thereafter
STD 75p @75p.

SMS
100sms 1st two anysms oftheday@Rs.1/-each, thereafter @20p,50p&1
On free netfreefortheday
netLocal 20
National p
50
p
 36

Productprice:MRP-Rs.149
✓ FRCon New SUK50 --- 46/-

✓FRC on Nokia HBO----- 62/-

Communicationplan
✓Posters
✓Danglers
✓Leaflets
✓RetailerSMSblast
✓Collegewelcomebanner

Thingstoremember:
1. If thecustomerrecharges with anysupervaluevoucher (likeRC
28,RC59,RC97etc)theAirtelTalk-onPackbenefits
shallbewithdrawn.

2. TheseactivationsareeligiblefortheMonsoonHungamaRetail
erScheme.

3. Theabovepackisnotapplicableon theoldSUK(thosebilledto
thedistributorsatRs.38)

4. Newserviceclass–3347

5. Cardgroup details–FRC46 –CNFRC62 --DG

 37

OFFERPERIOD
18THJULYTO22NDJULY2009

CUSTOMEROFFER

Rechargewith RC28to getRs.25mainaccounttalktime

and60plocalcallingfor90days.Theaboveofferisvalidforidentifiedoutletsonl
y.

Weekly Bonanzaschemewasaspecial schememeant for theRDsonly.

Inthisschemewhichwasdatedbetween23rdJulyto29thJulytherespectiveRDswe
regivenaparticulartargetforactivationsonachievementofwhichtheygotbonus
awards.Theschemewasassuchthatforeveryactivationtheydidtheygotthetenti
mesthatmoney.Forexampleifsomeoneachieved20activationshegotRs.200.

AstheaboveschemewasmeantfortheRDs
thisschemewasmeantfortheretailers.Inthisalltheretailersweregiventargetsot
herthanthemonsoonhungamaschemetargetswhichtheyhadtoachievebasedo
nwhich theygottheirbonus moneyas was intheabovescheme.

1. DATAFORTHEMONSOONHUNGAMA,RC 28ANDTALK ON SCHEMES

 38

MONSOON

TALKON
RC
28
DISTRIBUTO TERTIAR
MSISDN NAME RD NAME RNAME TM/RSO YJUNE09
SARADAPR

9178475944 KHATUATEASTALL LAXMITELECOM

GAJALAXMIMO
BILES-RS
ASADMOH
ANTY 57730 * * *

9937073914
NIGAMSERVICEC
ENTRE RAJCOMM.
RAJASHREECOMMU
NICATION
CHANDRAJITK
ARNA 57662 * * *
RAJASHREECOMMU CHANDRAJITK
9937276805 JYOTIMOBILECARE RUPALI NICATION ARNA 57298 NA NA NA
LAXMIBARAHAB KISHANCH
SUBHASHREEP MAAMANGALAC OOKSTORE-RS ANDRAPAT
9937076918 ARIDHAN OMM. TNAIK 56725 Y Y Y
LAXMIBARAHAB KISHANCH
RANJANBOOKS OOKSTORE-RS ANDRAPAT
9938270955 MISHRAELECTRICALS TORE TNAIK 56613 N NA N
UTKALTRA SAHOOAGENCY DIPAKPRA
9938276232 BARSATELECOM DERS -RS DHAN 56409 ^ ^ ^
LAXMIBARAHAB KISHANCH

9937076921 BHAGABATJIEWSTD
MAHADEV
COMM.
OOKSTORE-RS ANDRAPAT
TNAIK 56389 * * *
MAHALAXMI MARUTIICEP
9937274593 SWAINCOMM. AGENCY LANT ASHISHDAS 55184 N N Y

RAJASHREECOMMU CHANDRAJITK
9938264269 SANJAYCOMM. RAJCOMM. NICATION ARNA 55143 N N N

PUSPANJALIT VISHALTEL RAJASHREECOMMU CHANDRAJITK

9938271042 ELECOM ECOM NICATION ARNA 55091 N N Y
SARADAPR
LENKAENTERPR GAJALAXMIMO ASADMOH
9938271801 SRIRAMSTORE ISES BILES-RS ANTY 53398 N N N

RAJASHREECOMMU CHANDRAJITK
9178487921 GYANACOMM. MOBILECELL NICATION ARNA 53352 N N N
ABHINASH MARUTIICEP
9938268829 ABINASHCOMM. COMM. LANT ASHISHDAS 53314 N N N
RD: RS SAHOOAGENCY DIPAKPRA
9938274295 JBSTORE GKDISTRIBUTO -RS DHAN 52992 N N N
R SAHOOAGENCY DIPAKPRA
9178476288 PRACHICOMM. DISHA COMM -RS DHAN 52992 Y Y Y
GKDISTRIBUTOR
SHAKTITR S- RS RASHMI
9937270067 SHAKTITRADERS ADERS RATH 52754 N N Y
 39

LAXMIBARAHAB KISHANCH
MAHAVIR OOKSTORE-RS ANDRAPAT
9937078859 MAHAKUDASERVICE STORE TNAIK 51884 Y Y N
SARADAPR

9178475941
PRABHUDATTAT
ELECOM
SWAINTEL
ECOM
GAJALAXMIMO
BILES-RS
ASADMOH
ANTY 51792 * * *
GKDISTRIBUTOR
CHATTERJEEC S- RS RASHMI
9937270119 UPAHAR WORLD OMM. RATH 51740 NA NA NA
SARADAPR
PRADHAN GAJALAXMIMO ASADMOH
9178487801 MANGARAJPUR AGENCY BILES-RS ANTY 51609 I.V I.V I.V
MAHAVIR SAHOOAGENCY RASHMI
9938270593 BRUNDABANCOMM. AGENCIES -RS RATH 51393 Y Y Y

RAJASHREECOMMU CHANDRAJITK
9178487923 THEMOBILE MOBILECELL NICATION ARNA 51032 N NA Y
SARADAPR
MAASARALAC GAJALAXMIMO ASADMOH
9937276325 MOBILEWORLD OMM. BILES-RS ANTY 50646 ^ ^ ^
SARADAPR

9178488117 PRADHANAGENCY
PRADHAN
AGENCY
GAJALAXMIMO
BILES-RS
ASADMOH
ANTY 50566 * * *
SARADAPR
LENKAENTERPR GAJALAXMIMO ASADMOH
9937070424 NOBLETIMES ISES BILES-RS ANTY 50493 Y N N

APSARADR RAJASHREECOMMU CHANDRAJITK

9932871063 SRIDHARAMOHANTY ESSES NICATION ARNA 50348 N N N
LAXMIBARAHAB KISHANCH
GOURISHANKAR OOKSTORE-RS ANDRAPAT
9938270941 SAHUCOMM. COMM TNAIK 50089 Y N N
LAXMIBARAHAB KISHANCH
MAHAVIR OOKSTORE-RS ANDRAPAT
9777473624 MAHABIRV.STORE STORE TNAIK 49257 N Y N
MAITHIELECT MARUTIICEP
9938276081 MANASACOMM. RICAL LANT ASHISHDAS 49254 I.V I.V I.V
SARADAPR
CORPORATEDIRECTSA PRADHAN GAJALAXMIMO ASADMOH
9178487806 LES AGENCY BILES-RS ANTY 363556 N N *
GKDISTRIBUTOR
SHAKTITR S- RS RASHMI
9178488143 SHAKTITRADERS ADERS RATH 125092 I.V I.V I.V
LAXMIBARAHAB SARADAPR
PRUSTIAL OOKSTORE-RS ASADMOH
9937078849 GHANUHELLOPOINT ANKAR ANTY 117781 Y Y Y
ANNANTABALIAVRS NETRAMANI SAHOOAGENCY DIPAKPRA
9937270104 TORE COMM. -RS DHAN 102663 Y Y Y
LAXMIBARAHAB KISHANCH
RANJANBOOKS OOKSTORE-RS ANDRAPAT
9937078856 LOVELYFOOTWEAR TORE TNAIK 96873 N Y Y
 40

RAJASHREECOMMU CHANDRAJITK
9937073912 MAADURGAAGENCY SAIAGENCY NICATION ARNA 94803 ^ ^ ^
RAJASHREECOMMU CHANDRAJITK
9937073911 RAJ COMMUNICATION RAJCOMM. NICATION ARNA 91954 N Y
JAGANNATH AUROENTERPRI SONALIENTERP PRATAP
9937070459 ELECTRONICS SES. RISES MISHRA 88627 ^ ^ ^
SARADAPR

9178487802 MANGARAJPUR
PRADHAN
AGENCY
GAJALAXMIM
OBILES
ASADMOH
ANTY 85308 * * *
SUVANKARC RAJASHREECOMMU CHANDRAJITK
9938271041 BIJAYCOMM. OMM. NICATION ARNA 82298 Y Y Y
ABHINASH MARUTIICEP
9937070447 ABINASHCOMM. COMM. LANT ASHISHDAS 81976 ^ ^ ^
SARADAPR
PRADHAN GAJALAXMIM ASADMOH
9777482728 SHREECOMM. AGENCY OBILES ANTY 77863 N * N
GKDISTRIBUTOR
DASHAUTOMOB S- RS RASHMI
9937276226 GANESHVR.STORE ILES RATH 75551 N N N

9937073866 UDASHCOMM.
RD: RS
GKDISTRIBUTO
SAHOOAGENCY-RS DIPAKPRA
DHAN 75298 * * *
R
MISHRA RAJASHREECOMMU CHANDRAJITK
9937276771 ROUTCOMM. VARIETYSTORE NICATION ARNA 74789 Y Y N
SARADAPR
BEDAMATA GAJALAXMIM ASADMOH
9937275345 SAHOOSTD COMM. OBILES ANTY 74350 ^ ^ ^
GKDISTRIBUTOR

9937076526
SONUTELECOMMUNICATI
ON
SONUENTERPRI
SES
S- RS RASHMI
RATH 73729 * * *
MISHRA RAJASHREECOMMU CHANDRAJITK
9937276783 PANCHAMUKHICOMM. VARIETYSTORE NICATION ARNA 72328 Y N N
GKDISTRIBUTOR

9178475771 SAHOOCOMM.
NGDISTRIBUTO
R
S- RS RASHMI
RATH 71968 * * *
LAXMIBARAHAB KISHANCH
PRUSTIAL OOKSTORE-RS ANDRAPAT
9938275262 SATABDICOMM. ANKAR TNAIK 71660 Y N N

9937076501 UTKAL TRADERS

UTKALTRA
DERS
SAHOOAGENCY-RS DIPAKPRA
DHAN 69682 * * *
LAXMIBARAHAB KISHANCH
NAMASHIVAYA OOKSTORE-RS ANDRAPAT
9938274382 MAAMANGALA MOBILE TNAIK 69620 Y Y Y
GKDISTRIBUTOR
NEWMAXTELESE S- RS RASHMI
9937076550 NEWMAXCOMM. RVICES RATH 68672 Y NA Y
NA NA NA
SARADAPR
LENKAENTERPR GAJALAXMIM ASADMOH
9937275306 MOBILECARE ISES OBILES ANTY 68224
 41

GKDISTRIBUTOR
ACHARYAT S- RS RASHMI
9937073850 MAACOMM. ELECOM RATH 67435 Y N Y

RUPALI TRAVELS RAJASHREECOMMU CHANDRAJITK

9937073922 ANDCOMM. RUPALI NICATION ARNA 65198 Y Y Y
GKDISTRIBUTOR

9937070434 XEROX&XEROX
SHAKTITR
ADERS
S- RS RASHMI
RATH 64147 * * *
LAXMIBARAHAB KISHANCH

9178476391 JITUCOMM
LAXMINARAYANV
ARIETY
OOKSTORE-RS ANDRAPAT
TNAIK 61647 * * *
LAXMIBARAHAB KISHANCH
LAXMINARAYANV OOKSTORE-RS ANDRAPAT
9938265724 BIKRAMSENAPATI ARIETY TNAIK 60399 N Y Y
BUDHABABAC SONALIENTERP PRATAP
9937073937 BUDHABABACOMM OMM. RISES MISHRA 59353 N NA NA
SARADAPR
SWAGATAIRTELS GAJALAXMIM ASADMOH
9937078805 SAHOOBETELSHOP ERVICE OBILES ANTY 58875 ^ ^ ^

PIECHARTFORTHEMONSOONHUNGAMASCHEME:

*
^I
.V
NN
AY
 42

PIECHARTFORRC 28SCHEMESCHEME:

*
^I.
VN
NA
Y

2. DATAFORTHELIQUIDATIONANDTALKONSCHEMEACCORDINGTOTHERSO:

TALK-
TM/RSO RD No. RDNAME LIQUIDATIO ON
N
ASHISH DAS 9938279228 NIGAMCOMMUNICATION * *
9938279229 MAASARALATRADERS * *
9938279231 HIGHWAYCOMMUNICATION N.A Y
9938279236 PARIDAELECTRONICS N.A Y

9938279242 MAATARINITRADERS * *
9938279243 CHOUDHURYENTERPRISE IV IV
 43

9938279244 MAITHIELECTRICAL * *
9938279245 ABHINASHCOMMUNICATION * *
9938279411 SARATHICOMMUNICATION N.A Y

9938279517 N0EHACOMMUNICATION * *
9938279518 SAITRADERS N.A Y
9938279815 ROYAL COMMUNICATION N.A Y
9938279816 MAHALAXMIAGENCY N.A N
9938279851 SONLAIENTERPRISES N.A Y

9938279852 RAMCHANDICOMMUNICATION * *
9938279853 SWARNAKANTICOMMUNICATION * *

CHANDRAJITKARNA 9938279421 MISHRAVARIETYSTORE * *

9938279422 MAMADRESSES * *
9938279423 SWAPNESWARCOMMUNICATION N Y

9938279424 MOBILECELL * *
9938279425 SARBESWARV.STORE * *
9938279637 MANAS COMMUNICATION * *
9938279368 VISHALTELECOM * *
9938279717 BUDHIJAGULAICOMMUNICATION * *
9938279720 SUVANKARCOMMUNICATION Y Y
9938279759 KANHUTRADERS N Y
9938279760 SWOSTITRADERS N Y
9938279761 RAJ COMMUNICATION Y Y
9938279762 APSARADRESSES N N

9938279763 JAGANNATH COMMUNICATION * *

9938279764 NANA COMMUNICATION N Y
9938279765 PRABIRCOMMUNICATION N Y
9938279766 RUPALI N Y
9938279767 SAIAGENCY N N
9938279768 MAAKALICYCLESTORE Y Y

DIPAK PRADHAN 9938279426 RD:RSGKDISTRIBUTOR N Y

9938279434 RD:RSGKDISTRIBUTOR * *
9938279438 RD:RSGKDISTRIBUTOR * *
9938279439 RD:RSGKDISTRIBUTOR Y Y

9938279442 RD:RSGKDISTRIBUTOR * *
 44

9938279443 MAAAGENCY N Y
9938279790 BALUKNESWARENTERPRISES N.A Y

9938279791 DISHACOMMUNICATION * *
9938279792 UTKAL TRADERS * *
9938279793 MAHAVIRTRADERS * *
9938279794 MAAMANGALACOMMUNICATION N.A Y

9938279795 JAGANNATHDISTRIBUTOR * *
9938279796 GUDUMOBILE N.A N

9938279798 SANJAYELECTRONICS * *
9938279799 BALIKUDA N.A N
9938279800 NETRAMANICOMMUNICATION N.A Y

KISHANCHANDPATTNAIK 9938279412 PRUSTIALANKAR * *

9938279413 MAHAVIRSTORE * *
9938279414 LAXMINARAYANVARIETY * *
9938279415 NAMAHSHIVAMOBILE * *
9938279416 JAGANNATHELECTRONIC N.A Y

9938279417 GOURISHANKARCOMMUNICATION * *
9938279418 LAXMINARAYANTRADERS * *
9938279419 MAHALAXMICOMMUNICATION * *
9938279420 RANJANBOOKSTORE * *
9938279639 MICKYENTERPRISES * *
9938279718 MAHADEVCOMMUNICATION N.A Y

9938279719 BISWALCOMMUNICATION * *
9938279895 MAAMANGALACOMMUNICATION * *
9938279896 GOTHESWARCOMMUNICATION * *
9938279897 MISHRA COMMUNICATION N.A N

PRATAPMISHRA 9938279230 SUBASCOMMUNICATION N.A Y

9938279232 HELLOPOINT-1 N.A Y
9938279233 HELLOPOINT-2 N.A Y
9938279234 PANDAAIRTELPOINT N.A Y

9938279235 AUROENTERPRISES * *
 45

9938279237 THANAPATICOMMUNICATION * *
9938279238 PAYALENTERPRISES N.A N

9938279239 LAXMICOMMUNICATION * *
9938279240 BUDHABABACOMMUNICATION * *
9938279241 BDLENTERPRISES N.A Y
9938279856 MAHAVIRCOMMUNICATION N.A Y
9938279857 BASUDEVCOMMUNICATION N.A Y
PARAMHANSNATHC
9938279858 OMMUNICATION ^ *

RASHMI RATH 9938279427 SONUENTERPRISES * *

9938279428 MAASARALACOMMUNICATION * *
9938279429 NEWMAXTELESERVICES N.A Y
9938279430 DASHAUTOMOBILES N.A N
9938279431 ALOKMUSICCENTRE N.A N

9938279432 NGDISTRIBUTORS * *
9938279433 SHAKTITRADERS N.A Y

9938279435 ACHARYATELECOM * *
9938279436 DASH TRADERS N.A Y
9938279437 LAXMIDISTRIBUTORS N.A Y

9938279440 MAAPATARANICOMMUNICATION * *
9938279441 ONGMAACOMMUNICATION * *
9938279445 CHATTERJEE COMMUNICATION N.A N
9938279446 JENAVARIETYSTORE N.A Y

SARADAPRASAD MOHANTY 9938279801 SAICOMMUNICATION N.A N

9938279802 JAYHANUMANSTORE N.A N
9938279803 SWAINTELECOM N.A N
9938279804 LAXMITELECOM N.A N
9938279805 SWAGATAIRTELSERVICES N.A N
9938279806 PRADHANN PRADHAN N.A N
9938279807 BEDMATACOMMUNICATION N.A N

9938279808 SIDDHARTHACOMMUNICATION * *
9938279809 APARNAAGENCY * *
9938279810 SUNILENTERPRISES N.A Y
9938279884 LENKAENTERPRISES N.A Y
9938279886 MAASARALACOMMUNICATION N.A N

9938279887 PRADHANAGENCY * *
9938279887 SWARNALAXMISTORE N.A N
 46

PIECHARTFORTHELIQUIDATIONSCHEME

^N
A
N
Y
*
IV
 47

PIECHARTFOR THETALK-
ONSCHEME

*
^
I.V
N
NA
Y

3.
DATAFORTHEWEEKLYBONANZASCHEME
: ACH
(23rd
TARGET(23rd PAYOUT -
RD RS RSNAME RSOs ZSM ZONE -29th)(XXX) (YYY) 26th STATUS
MARUTIICEP SUBHASIS )(ZZ
9938279518 9937060527 LANT ASHISHDAS KAR BBSR 40 400 Z) 50 A.A

9938279637 9937060557
RAJASHREECOMMU
NICATION
CHANDRAJIT
KARNA
SUBHASIS
KAR BBSR 40 400 1
*
 48

RAJASHREE CHANDRAJIT SUBHASIS

9938279638 9937060557 COMMUNICATION KARNA KAR BBSR 40 400 8 N.A

KISHANCH
LAXMIBARAHAB ANDRAPAT SUBHASIS
9938279639 9937060391 OOKSTORE TNAIK KAR BBSR 30 300 3 N.A

RAJASHREE CHANDRAJIT SUBHASIS

9938279717 9937060557 COMMUNICATION KARNA KAR BBSR 60 600 8 N.A

KISHANCH
LAXMIBARAHAB ANDRAPAT SUBHASIS
9938279718 9937060391 OOKSTORE TNAIK KAR BBSR 40 400 18 N

KISHANCH

9938279719 9937060391
LAXMIBARAHAB
OOKSTORE
ANDRAPAT
TNAIK
SUBHASIS
KAR BBSR 20 200 1
*
RAJASHREECOMMU CHANDRAJIT SUBHASIS
9938279720 9937060557 NICATION KARNA KAR BBSR 40 400 8 N

RAJASHREECOMMU CHANDRAJIT SUBHASIS

9938279759 9937060557 NICATION KARNA KAR BBSR 20 200 2 N

RAJASHREECOMMU CHANDRAJIT SUBHASIS

9938279760 9937060557 NICATION KARNA KAR BBSR 20 200 0 Y

RAJASHREECOMMU CHANDRAJIT SUBHASIS

9938279761 9937060557 NICATION KARNA KAR BBSR 70 700 4 Y

RAJASHREECOMMU CHANDRAJIT SUBHASIS

9938279762 9937060557 NICATION KARNA KAR BBSR 50 500 7 N.A

9938279763 9937060557
RAJASHREECOMMU
NICATION
CHANDRAJIT
KARNA
SUBHASIS
KAR BBSR 30 300 2 *
RAJASHREECOMMU CHANDRAJIT SUBHASIS
9938279764 9937060557 NICATION KARNA KAR BBSR 30 300 1 Y

RAJASHREECOMMU CHANDRAJIT SUBHASIS

9938279765 9937060557 NICATION KARNA KAR BBSR 30 300 6 Y

RAJASHREECOMMU CHANDRAJIT SUBHASIS

9938279766 9937060557 NICATION KARNA KAR BBSR 90 900 19 N.A

RAJASHREECOMMU CHANDRAJIT SUBHASIS

9938279767 9937060557 NICATION KARNA KAR BBSR 60 600 32 N

RAJASHREECOMMU CHANDRAJIT SUBHASIS

9938279768 9937060557 NICATION KARNA KAR BBSR 40 400 8 N

SAHOOAGENCY-RS DIPAKPRA SUBHASIS

9938279790 9937060198 DHAN KAR BBSR 30 300 5 N
 49

9938279791 9937060198
SAHOOAGENCY-RS DIPAKPRA
DHAN
SUBHASIS
KAR BBSR 50 500 22 *
SAHOOAGENCY-RS

9938279792 9937060198
DIPAKPRA
DHAN
SUBHASIS
KAR BBSR 40 400 5 *
SAHOOAGENCY-RS DIPAKPRA SUBHASIS
9938279793 9937060198 DHAN KAR BBSR 30 300 4 Y

SAHOOAGENCY-RS DIPAKPRA SUBHASIS

9938279794 9937060198 DHAN KAR BBSR 30 300 12 Y

SAHOOAGENCY-RS DIPAKPRA SUBHASIS

9938279795 9937060198 DHAN KAR BBSR 40 400 8 Y

SAHOOAGENCY-RS DIPAKPRA SUBHASIS

9938279796 9937060198 DHAN KAR BBSR 30 300 9 N

SAHOOAGENCY-RS DIPAKPRA SUBHASIS

9938279798 9937060198 DHAN KAR BBSR 50 500 20 Y

SAHOOAGENCY-RS DIPAKPRA SUBHASIS

9938279799 9937060198 DHAN KAR BBSR 30 300 6 Y

SAHOOAGENCY-RS DIPAKPRA SUBHASIS

9938279800 9937060198 DHAN KAR BBSR 50 500 24 Y
GAJALAXMIMOBIL SARADAPR
ES ASADMOH SUBHASIS
9938279801 9937060574 ANTY KAR BBSR 30 300 8 Y
GAJALAXMIMOBIL SARADAPR
ES ASADMOH SUBHASIS
9938279802 9937060574 ANTY KAR BBSR 30 300 8 N
GAJALAXMIMOBIL SARADAPR
ES ASADMOH SUBHASIS
9938279803 9937060574 ANTY KAR BBSR 30 300 13 Y
GAJALAXMIMOBIL SARADAPR
ES ASADMOH SUBHASIS
9938279804 9937060574 ANTY KAR BBSR 70 700 20 N
GAJALAXMIMOBIL SARADAPR
SUBHASIS
ES ASADMOH
9938279805 9937060574 ANTY KAR BBSR 40 400 40 A.A

GAJALAXMIMOBIL SARADAPR

9938279806 9937060574
ES ASADMOH
ANTY
SUBHASIS
KAR BBSR 30 300 13 *
9938279807 9937060574
GAJALAXMIMOBIL
ES
SARADAPR
ASADMOH
ANTY
SUBHASIS
KAR BBSR 30 300 3 *
GAJALAXMIMOBIL SARADAPR SUBHASIS
ES ASADMOH KAR BBSR 20 200 13 N
9938279808 9937060574 ANTY

9938279809 9937060574
GAJALAXMIMOBIL
ES
SARADAPR
ASADMOH
ANTY
SUBHASIS
KAR BBSR 30 300 1
*
 50

*
SARADA
GAJALAXMI PRASAD SUBHASIS
9938279810 9937060574 MOBILES MOHANTY KAR BBSR 20 200 1
MARUTIICE SUBHASIS
9938279815 9937060527 PLANT ASHISHDAS KAR BBSR 30 300 6 Y
MARUTIICE SUBHASIS
9938279816 9937060527 PLANT ASHISHDAS KAR BBSR 40 400 16 N
MARUTIICE SUBHASIS
9938279851 9937060527 PLANT ASHISHDAS KAR BBSR 30 300 8 Y
MARUTIICE SUBHASIS
9938279852 9937060527 PLANT ASHISHDAS KAR BBSR 40 400 21 Y
MARUTIICE SUBHASIS
9938279853 9937060527 PLANT ASHISHDAS KAR BBSR 30 300 15 Y

SONALIENTER PRATAP SUBHASIS

9938279856 9937060360 PRISES MISHRA KAR BBSR 30 300 12 ^

SONALIENTER PRATAP SUBHASIS

9938279857 9937060360 PRISES MISHRA KAR BBSR 30 300 2 Y

SONALIENTER PRATAP SUBHASIS

9938279858 9937060360 PRISES MISHRA KAR BBSR 30 300 2 N.A
SARADA
GAJALAXMI PRASADM SUBHASIS
9938279884 9937060574 MOBILES OHANTY KAR BBSR 90 900 46 Y
SARADA
GAJALAXMI PRASADM SUBHASIS
9938279886 9937060574 MOBILES OHANTY KAR BBSR 40 400 26 N
SARADA
GAJALAXMI PRASADM SUBHASIS
9938279887 9937060574 MOBILES OHANTY KAR BBSR 110 1100 26 N.A
SARADA
GAJALAXMI PRASADM SUBHASIS
9938279889 9937060574 MOBILES OHANTY KAR BBSR 30 300 6 Y

KISHAN
LAXMIBARAHA CHANDRA SUBHASIS
9938279895 9937060391 BOOKSTORE PATTNAIK KAR BBSR 50 500 49 N

KISHANCH

9938279896 9937060391
LAXMIBARAHAB
OOKSTORE
ANDRAPAT
TNAIK
SUBHASIS
KAR BBSR 20 200 0 *

9938279897 9937060391
LAXMIBARAHAB
OOKSTORE
CHANDRA
PATTNAIK
SUBHASIS
KAR BBSR 40 400 5 *
MARUTIICE SUBHASIS
9938279228 9937060527 PLANT KAR BBSR 30 300 4 N.A
ASHISHDASM SUBHASIS
ARUTIICE

SONALIENTERP PRATAP SUBHASIS

9938279230 9937060360 RISES MISHRA KAR BBSR 40 400 22 Y
MARUTIICE SUBHASIS
9938279231 9937060527 PLANT ASHISHDAS KAR BBSR 20 200 2 Y
 51

SONALI PRATAP SUBHASIS

9938279232 9937060360 ENTERPRISES MISHRA KAR BBSR 60 600 77 A.A

SONALI PRATAP SUBHASIS

9938279233 9937060360 ENTERPRISES MISHRA KAR BBSR 40 400 11 Y

9938279234 9937060360
SONALI
ENTERPRISES
PRATAP
MISHRA
SUBHASIS
KAR BBSR 60 600 52 *
SONALI PRATAP SUBHASIS
9938279235 9937060360 ENTERPRISES MISHRA KAR BBSR 70 700 47
Y
MARUTIICE SUBHASIS
9938279236 9937060527 PLANT ASHISHDAS KAR BBSR 60 600 46
Y
SONALI PRATAP SUBHASIS
9938279237 9937060360 ENTERPRISES MISHRA KAR BBSR 40 400 14
N
SONALI PRATAP SUBHASIS
9938279238 9937060360 ENTERPRISES MISHRA KAR BBSR 30 300 21
N
SONALI PRATAP SUBHASIS
9938279239 9937060360 ENTERPRISES MISHRA KAR BBSR 30 300 10
N
SONALI PRATAP SUBHASIS
9938279240 9937060360 ENTERPRISES MISHRA KAR BBSR 40 400 16
N
SONALI PRATAP SUBHASIS
9938279241 9937060360 ENTERPRISES MISHRA KAR BBSR 70 700 20
MARUTIICE SUBHASIS Y
9938279242 9937060527 PLANT ASHISHDAS KAR BBSR 30 300 8
MARUTIICE SUBHASIS Y
9938279243 9937060527 PLANT ASHISHDAS KAR BBSR 70 700 64
MARUTIICE SUBHASIS Y
9938279244 9937060527 PLANT ASHISHDAS KAR BBSR 60 600 29
MARUTIICE SUBHASIS Y
9938279245 9937060527 PLANT ASHISHDAS KAR BBSR 40 400 17
SUBHASIS
9938279411 9937060527
MARUTIICE
PLANT ASHISHDAS KAR BBSR 50 500 20
Y

Y
KISHANC
LAXMIBARAHA HANDRA SUBHASIS
9938279412 9937060391 BOOKSTORE PATTNAIK KAR BBSR 60 600 55

Y
KISHANC
LAXMIBARAHA HANDRA SUBHASIS
9938279413 9937060391 BOOKSTORE PATTNAIK KAR BBSR 40 400 23

KISHANC Y
LAXMIBARAHA HANDRA SUBHASIS
9938279414 9937060391 BOOKSTORE PATTNAIK KAR BBSR 60 600 10

KISHANC
*
LAXMIBARAHA HANDRA SUBHASIS
9938279415 9937060391 BOOKSTORE PATTNAIK KAR BBSR 30 300 1

N.A
 52

KISHANCH
LAXMIBARAHAB ANDRAPAT SUBHASIS
9938279416 9937060391 OOKSTORE TNAIK KAR BBSR 30 300 4 N.A

KISHANCH
LAXMIBARAHAB ANDRAPAT SUBHASIS
9938279417 9937060391 OOKSTORE TNAIK KAR BBSR 30 300 3 N.A

KISHANCH
LAXMIBARAHAB ANDRAPAT SUBHASIS
9938279418 9937060391 OOKSTORE TNAIK KAR BBSR 40 400 6 N.A

KISHANCH
LAXMIBARAHAB ANDRAPAT SUBHASIS
9938279419 9937060391 OOKSTORE TNAIK KAR BBSR 40 400 4 N.A

KISHANCH
LAXMIBARAHA ANDRA SUBHASIS
9938279420 9937060391 BOOKSTORE PATTNAIK KAR BBSR 60 600 4 N.A

RAJASHREE CHANDRAJIT SUBHASIS

9938279421 9937060557 COMMUNICATION KARNA KAR BBSR 80 800 11 N.A

RAJASHREE CHANDRAJIT SUBHASIS

9938279422 9937060557 COMMUNICATION KARNA KAR BBSR 30 300 11 N

RAJASHREE CHANDRAJIT SUBHASIS

9938279423 9937060557 COMMUNICATION KARNA KAR BBSR 20 200 6
Y

9938279424 9937060557
RAJASHREE
COMMUNICATION
CHANDRAJIT
KARNA
SUBHASIS
KAR BBSR 20 200 4 *
RAJASHREE CHANDRAJIT SUBHASIS
9938279425 9937060557 COMMUNICATION KARNA KAR BBSR 50 500 16
Y
SAHOOAGENCY- DIPAK SUBHASIS
9938279426 9937060198 RS PRADHAN KAR BBSR 30 300 7
Y
GKDISTRIBUTO
RS- RASHMI SUBHASIS
9938279427 9937060392 RS RATH KAR BBSR 40 400 10

GKDISTRIBUTO
N.A
RS- RASHMI SUBHASIS
9938279428 9937060392 RS RATH KAR BBSR 40 400 8

GKDISTRIBUTO N.A
RS- RASHMI SUBHASIS
9938279429 9937060392 RS RATH KAR BBSR 70 700 19

GKDISTRIBUTO N.A
RS- RASHMI SUBHASIS
9938279430 9937060392 RS RATH KAR BBSR 40 400 23

GKDISTRIBUTO Y
RS- RASHMI SUBHASIS
9938279431 9937060392 RS RATH KAR BBSR 40 400 4

GKDISTRIBUTO N.A
RS- RASHMI SUBHASIS
9938279432 9937060392 RS RATH KAR BBSR 40 400 1

N.A
 53

GKDISTRIBUTOR
S- RASHMI SUBHASIS
9938279433 9937060392 RS RATH KAR BBSR 40 400 15 N.A

SAHOOAGENCY- DIPAK SUBHASIS

9938279434 9937060198 RS PRADHAN KAR BBSR 40 400 11 N
GKDISTRIBUTO
RS- RASHMI SUBHASIS
9938279435 9937060392 RS RATH KAR BBSR 40 400 9 N.A
GKDISTRIBUTO
RS- RASHMI SUBHASIS
9938279436 9937060392 RS RATH KAR BBSR 30 300 7
Y
GKDISTRIBUTO
RS- RASHMI SUBHASIS
9938279437 9937060392 RS RATH KAR BBSR 30 300 13
N
SAHOOAGENCY- DIPAK SUBHASIS
9938279438 9937060198 RS PRADHAN KAR BBSR 40 400 9
N.A
SAHOOAGENCY- DIPAK SUBHASIS
9938279439 9937060198 RS PRADHAN KAR BBSR 50 500 63
A.A
GKDISTRIBUTO
RS- RASHMI SUBHASIS
9938279440 9937060392 RS RATH KAR BBSR 30 300 6

GKDISTRIBUTO
N
RS- RASHMI SUBHASIS
9938279441 9937060392 RS RATH KAR BBSR 40 400 11
Y
SAHOOAGENCY- DIPAK SUBHASIS
9938279442 9937060198 RS PRADHAN KAR BBSR 30 300 4
*
SAHOOAGENCY- DIPAK SUBHASIS

*
9938279443 9937060198 RS PRADHAN KAR BBSR 40 400 15

GKDISTRIBUTO
RS- RASHMI SUBHASIS
9938279445 9937060392 RS RATH KAR BBSR 50 500 9

GKDISTRIBUTO N
RS- RASHMI SUBHASIS
9938279446 9937060392 RS RATH KAR BBSR 40 400 9
MARUTIICE SUBHASIS
9938279517 9937060527 PLANT ASHISHDAS KAR BBSR 30 300 2 Y

PIECHARTFORTHEWEEKLYBONANZASCHEME:
 54

YN
AN
AA
^
*

5. TARGETBASEDSCHEMEFORREAILERS

RETAILER RD/RSO FOS TM/RSO ZSM SCHEME PAYOUT STATUS

Subhasis
9937073922 9938279766 9777460777 ChandrajitKarna Kar 100 1800 Y
Subhasis
9937073919 9938279767 9777460777 ChandrajitKarna Kar 50 700 Y
SaradaPrasanaMo Subhasis
9937275306 9938279884 9777460555 hanty Kar 40 560 N
Kishan Subhasis
9937078849 9938279412 9938253223 Chand Kar 40 560 Y
Pattnaik Subhasis
9937073911 9938279761 9777460777 ChandrajitKarna Kar 30 360 Y
Subhasis
9937270104 9938279800 9937053696 DipakPradhan Kar 20 240 N
Subhasis
9938271041 9938279720 9777460786 ChandrajitKarna Kar 20 240 *
 55

Subhasis
9937073850 9938279435 9938253225 RashmiRath Kar 20 240 *
Subhasis
9937270067 9938279433 9938253225 RashmiRath Kar 20 240 Y
SaradaPrasanaMo Subhasis
9937070387 9938279884 9777460555 hanty Kar 20 240 Y
Subhasis
9937076526 9938279427 9938253224 RashmiRath Kar 20 240 *
Subhasis
9937276685 9938279234 9938253180 PratapMishra Kar 20 240 N
SaradaPrasanaMo Subhasis
9937070424 9938279884 9777460555 hanty Kar 20 240 Y
Subhasis
9937070413 9938279430 9938253225 RashmiRath Kar 20 240 *
Subhasis
9938274295 9938279434 9937053725 DipakPradhan Kar 20 240 N
Subhasis
9937070434 9938279433 9938253225 RashmiRath Kar 10 100 N
Subhasis
9937074920 9938279804 9777460444
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9938265160 9938279239 9938253180 PratapMishra Kar 10 100 *
Subhasis
9937270127 9938279804 9777460444
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9938268848 9938279235 9938253180 PratapMishra Kar 10 100 N
Subhasis
9937070447 9938279245 9938253528 AshishDas Kar 10 100 N
Subhasis
9937073866 9938279438 9938253383 DipakPradhan Kar 10 100 Y
Subhasis
9937079902 9938279234 9938253180 PratapMishra Kar 10 100 N
SaradaPrasanaMo Subhasis
9937275316 9938279804 9777460444 hanty Kar 10 100 N
Subhasis
9938268082 9938279421 9777460888 ChandrajitKarna Kar 10 100 *
Subhasis
9938265041 9938279234 9938253180 PratapMishra Kar 10 100 *
Subhasis
9937076921 9938279718 9938253223
Kishan
Chand Kar 10 100 *
Pattnaik Subhasis
9937078922 9938279422 9777460888 ChandrajitKarna Kar 10 100 *
Subhasis
9938271070 9938279767 9777460777 ChandrajitKarna Kar 10 100 *
Subhasis
9937053590 9938279243 9938253528 AshishDas Kar 10 100 *
Subhasis
9937078727 9938279235 9938253180 PratapMishra Kar 10 100 Y
Subhasis
9777484973 9938279431 9938253224 RashmiRath Kar 10 100 *
 56

Subhasis
9937073937 9938279240 9938253181 PratapMishra Kar 10 100 *
Subhasis
9937076491 9938279443 9938253383 DipakPradhan Kar 10 100 *
Subhasis
9937076550 9938279429 9938253224 RashmiRath Kar 10 100 Y
Subhasis
9938278034 9938279236 9938253527 AshishDas Kar 10 100 N
Subhasis
9777484801 9938279412 9938253223
Kishan
Chand Kar 10 100 *
Pattnaik Subhasis
9937070436 9938279243 9938253528 AshishDas Kar 10 100 N
Subhasis
9937270582 9938279439 9938253383 DipakPradhan Kar 10 100 *
Subhasis
9937271297 9938279244 9938253527 AshishDas Kar 10 100 *
Subhasis
9938265113 9938279236 9938253527 AshishDas Kar 10 100 *
Subhasis
9938268904 9938279241 9938253180 PratapMishra Kar 10 100 *
Subhasis
9938274382 9938279415 9938253223
Kishan
Chand Kar 10 100 *
Pattnaik Subhasis
9938275149 9938279421 9777460888 ChandrajitKarna Kar 10 100 N
SaradaPrasanaMo Subhasis
9777488026 9938279421 9777460555 hanty Kar 10 100 Y
SaradaPrasanaMo Subhasis
9937073818 9938279884 9777460555 hanty Kar 10 100 N
Subhasis
9937073829 9938279886 9777460444
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9937078909 9938279411 9938253527 AshishDas Kar 10 100 Y
Subhasis
9938265139 9938279518 9938253527 AshishDas Kar 10 100 *
Subhasis
9938270955 9938279420 9938253223 PratapMishra Kar 10 100 *
Kishan Subhasis
9938275262 9938279412 9938253223 Chand Kar 10 100 N
Pattnaik Subhasis
9937033434 9938279438 9938253383
Kishan
Chand Kar 10 100 *
Pattnaik Subhasis
9937073848 9938279445 9938253225 DipakPradhan Kar 10 100 Y
Subhasis
9937078759 9938279243 9938253528 RashmiRath Kar 10 100 *
Subhasis
9937270957 9938279245 9938253528 AshishDas Kar 10 100 N
Subhasis
9937275313 9938279803 9777460444
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9937276783 9938279421 9777460888 ChandrajitKarna Kar 10 100 *
 57

Subhasis
9938264240 9938279240 9938253181 PratapMishra Kar 10 100 Y
Subhasis
9938276081 9938279244 9938253527 AshishDas Kar 10 100 *
Subhasis
9178476452 9938279241 9938253180 PratapMishra Kar 10 100 Y
SaradaPrasanaMo Subhasis
9937028373 9938279804 9777460444 hanty Kar 10 100 N
Subhasis
9937073849 9938279446 9938253225 RashmiRath Kar 10 100 *
Subhasis
9937078939 9938279768 9777460999 ChandrajitKarna Kar 10 100 Y
Subhasis
9937270620 9938279429 9938253224 RashmiRath Kar 10 100 N
Subhasis
9937270636 9938279437 9938253224 RashmiRath Kar 10 100 *
Subhasis
9938263953 9938279807 9777460444
SaradaPrasanaMo
hanty Kar 10 100 *
Kishan Subhasis
9938264136 9938279413 9938253223 Chand Kar 10 100 N
Pattnaik Subhasis
9938267812 9938279439 9938253383 DipakPradhan Kar 10 100 Y
Subhasis
9938268764 9938279244 9938253527 AshishDas Kar 10 100 *
Subhasis
9938275275 9938279413 9938253223
Kishan
Chand Kar 10 100 *
Pattnaik Subhasis
9777484948 9938279429 9938253224 RashmiRath Kar 10 100 *
Subhasis
9777484998 9938279432 9938253224 RashmiRath Kar 10 100 *
Subhasis
9937037862 9938279238 9938253180 PratapMishra Kar 10 100 N
Subhasis
9937073929 9938279767 9777460777 ChandrajitKarna Kar 10 100 Y
Subhasis
9937073933 9938279762 9777460777 ChandrajitKarna Kar 10 100 *
Subhasis
9937076492 9938279443 9938253383 DipakPradhan Kar 10 100 *
Subhasis
9937076501 9938279792 9937053696 DipakPradhan Kar 10 100 Y
Subhasis
9937076511 9938279443 9938253383 DipakPradhan Kar 10 100 Y
Subhasis
9937076523 9938279436 9938253224 RashmiRath Kar 10 100 *
Subhasis
9937078739 9938279232 9938253181 PratapMishra Kar 10 100 *
Subhasis
9937078749 9938279418 9938253221
Kishan
Chand Kar 10 100 *
Pattnaik Subhasis
9937078903 9938279244 9938253527 AshishDas Kar 10 100 Y
 58

Subhasis
9937270643 9938279439 9938253383 DipakPradhan Kar 10 100 *
Kishan Subhasis
9937276729 9938279420 9938253223 Chand Kar 10 100 Y
Pattnaik Subhasis
9938265141 9938273518 9938253527 AshishDas Kar 10 100 *
Subhasis
9938265148 9938279228 9938253688 AshishDas Kar 10 100 Y
Subhasis
9938265674 9938279419 9938253223
Kishan
Chand Kar 10 100 *
Pattnaik Subhasis
9938267796 9938279441 9938353225 RashmiRath Kar 10 100 N
Subhasis
9938268744 9938279517 9938253688 AshishDas Kar 10 100 *
Subhasis
9938275180 9938279804 9777460444
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9938276202 9938279791 9937053696 DipakPradhan Kar 10 100 Y
Subhasis
9178473419 9938279430 9938253225 RashmiRath Kar 10 100 *
Subhasis
9178475729 9938279446 9938253225 RashmiRath Kar 10 100 N
Subhasis
9178475788 9938279429 9938253224 RashmiRath Kar 10 100 N
Subhasis
9777473907 9938279445 9938253225 RashmiRath Kar 10 100 *
Kishan Subhasis
9777484780 9938279718 9938253223 Chand Kar 10 100 N
Pattnaik Subhasis
9777485013 9938279443 9938253383 DipakPradhan Kar 10 100 *
Subhasis
9937010860 9938279852 9938253528 AshishDas Kar 10 100 Y
Subhasis
9937076577 9938279445 9938253225 RashmiRath Kar 10 100 N
Kishan Subhasis
9937076869 9938279420 9938253223 Chand Kar 10 100 N
Pattnaik Subhasis
9937078843 9938279233 9938253181 PratapMishra Kar 10 100 *
Subhasis
9937270087 9938279443 9938253383 DipakPradhan Kar 10 100 Y
Subhasis
9937270101 9938279794 9937053725 DipakPradhan Kar 10 100 N
Subhasis
9937275345 9938279807 9777460444
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9938265108 9938279233 9938253181 PratapMishra Kar 10 100 Y
Subhasis
9938270546 9938279795 9937053725 DipakPradhan Kar 10 100 *
Subhasis
9938271037 9938279230 9938253181 PratapMishra Kar 10 100 *
 59

Subhasis
9938273478 9938279764 9777460786 ChandrajitKarna Kar 10 100 N
Subhasis
9938274290 9938279446 9938253225 RashmiRath Kar 10 100 *
Subhasis
9938275137 9938279421 9777460888 ChandrajitKarna Kar 10 100 Y
Subhasis
9938276211 9938279790 9937053696 DipakPradhan Kar 10 100 Y
Subhasis
9178475780 9938279445 9938253225 RashmiRath Kar 10 100 Y
Subhasis
9777473770 9938279429 9938253224 RashmiRath Kar 10 100 *
Subhasis
9777484929 9938279427 9938253224 RashmiRath Kar 10 100 N
Subhasis
9777484958 9938279799 9937053725 DipakPradhan Kar 10 100 *
Subhasis
9777487581 9938279795 9937053725 DipakPradhan Kar 10 100 *
Subhasis
9777488044 9938279762 9777460777 ChandrajitKarna Kar 10 100 Y
Subhasis
9937024522 9938279440 9938253224 RashmiRath Kar 10 100 *
Subhasis
9937033600 9938279425 9777460999 ChandrajitKarna Kar 10 100 Y
Subhasis
9937033700 9938279425 9777460999 ChandrajitKarna Kar 10 100 Y
Subhasis
9937070450 9938279235 9938253180 PratapMishra Kar 10 100 *
Subhasis
9937070480 9938279517 9938253688 AshishDas Kar 10 100 N
SaradaPrasanaMo Subhasis
9937073822 9938279884 9777460555 hanty Kar 10 100 Y
Subhasis
9937073834 9938279433 9938253225 RashmiRath Kar 10 100 N
Subhasis
9937073914 9938279761 9777460777 ChandrajitKarna Kar 10 100 *
Subhasis
9937076505 9938279798 9937053725 DipakPradhan Kar 10 100 Y
Subhasis
9937076519 9938279441 9938253225 RashmiRath Kar 10 100 *
Subhasis
9937076582 9938279441 9938253225 RashmiRath Kar 10 100 N
Kishan Subhasis
9937076905 9938279413 9938253223 Chand Kar 10 100 Y
Pattnaik Subhasis
9937078905 9938279852 9938253528 AshishDas Kar 10 100 N
Subhasis
9937078927 9938279421 9777460888 ChandrajitKarna Kar 10 100 N
Subhasis
9937270651 9938279431 9938253224 RashmiRath Kar 10 100 N
Subhasis
9937272799 9938279815 9938253527 AshishDas Kar 10 100 Y
 60

Subhasis
9937275321 9938279801 9777460555
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9937275367 9938279889 9777460555
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9937276318 9938279808 9777460555
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9937276841 9938279236 9938253527 AshishDas Kar 10 100 *
Subhasis
9938263877 9938279430 9938253225 RashmiRath Kar 10 100 *
SaradaPrasanaMo Subhasis
9938263937 9938279806 9777460555 hanty Kar 10 100 Y
Subhasis
9938265094 9938279235 9938253180 PratapMishra Kar 10 100 Y
Subhasis
9938265100 9938279857 9938253181 PratapMishra Kar 10 100 *
Subhasis
9938265121 9938279245 9938253528 AshishDas Kar 10 100 *
Subhasis
9938265138 9938279244 9938253527 AshishDas Kar 10 100 Y
Kishan Subhasis
9938265724 9938279414 9938253223 Chand Kar 10 100 N
Pattnaik Subhasis
9938268758 9938279234 9938253180 PratapMishra Kar 10 100 Y
Subhasis
9938268856 9938279241 9938253180 PratapMishra Kar 10 100 *
Subhasis
9938270590 9938279796 9937053696 DipakPradhan Kar 10 100 *
Subhasis
9938271042 9938279638 9777460888 ChandrajitKarna Kar 10 100 Y
Subhasis
9938274401 9938279234 9938253180 PratapMishra Kar 10 100 *
Subhasis
9178473468 9938279434 9937053725 DipakPradhan Kar 10 100 N
SaradaPrasanaMo Subhasis
9178473951 9938279887 9777460555 hanty Kar 10 100 N
SaradaPrasanaMo Subhasis
9178473982 9938279806 9777460555 hanty Kar 10 100 N
SaradaPrasanaMo Subhasis
9178475749 9938279804 9777460444 hanty Kar 10 100 Y
Subhasis
9178475752 9938279435 9938253225 RashmiRath Kar 10 100 Y
Subhasis
9178475761 9938279446 9938253225 RashmiRath Kar 10 100 *
Subhasis
9178475762 9938279446 9938253225 RashmiRath Kar 10 100 *
Subhasis
9178475765 9938279446 9938253225 RashmiRath Kar 10 100 Y
Subhasis
9178475793 9938279431 9938253224 RashmiRath Kar 10 100 Y
 61

Subhasis
9178475803 9938279441 9938253225 RashmiRath Kar 10 100 *
Subhasis
9178475804 9938279441 9938253225 RashmiRath Kar 10 100 Y
Kishan Subhasis
9178475810 9938279418 9938253221 Chand Kar 10 100 N
Pattnaik Subhasis
9178475869 9938279895 9938253221
Kishan
Chand Kar 10 100 *
Pattnaik Subhasis
9178475874 9938279414 9938253223
Kishan
Chand Kar 10 100 *
Pattnaik
Kishan Subhasis
9178475909 9938279639 9938253221 Chand Kar 10 100 Y
Pattnaik Subhasis
9178475947 9938279884 9777460555
SaradaPrasanaMo
hanty Kar 10 100 *
SaradaPrasanaMo Subhasis
9178475954 9938279887 9777460555 hanty Kar 10 100 Y
SaradaPrasanaMo Subhasis
9178475967 9938279884 9777460555 hanty Kar 10 100 N
Subhasis
9178475978 9938279805 9777460555
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9178476007 9938279887 9777460555
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9178476132 9938279852 9938253528 AshishDas Kar 10 100 Y
Subhasis
9178476217 9938279434 9937053725 DipakPradhan Kar 10 100 Y
Subhasis
9178476238 9938279446 9938253225 RashmiRath Kar 10 100 Y
Subhasis
9178476256 9938279808 9777460555
SaradaPrasanaMo
hanty Kar 10 100 *
Subhasis
9178476310 9938279434 9937053725 DipakPradhan Kar 10 100 *
Subhasis
9178476428 9938279858 9938253180 PratapMishra Kar 10 100 N

Subhasis
9178476430 9938279858 9938253180 PratapMishra Kar 10 100 N
Subhasis
9178486380 9938279439 9938253383 DipakPradhan Kar 10 100 Y
Subhasis
9178486402 9938279798 9937053725 DipakPradhan Kar 10 100 N
Subhasis
9178486553 9938279791 9937053696 DipakPradhan Kar 10 100 N
Subhasis
9178487797 9938279233 9938253181 PratapMishra Kar 10 100 *
SaradaPrasanaMo Subhasis
9178487801 9938279887 9777460555 hanty Kar 10 100 N
Subhasis
9178487811 9938279884 9777460555
SaradaPrasanaMo
hanty Kar 10 100 *
SaradaPrasanaMo Subhasis
9178487829 9938279884 9777460555 hanty Kar 10 100 Y
 62

Subhasis
9178487848 9938279858 9938253180 PratapMishra Kar 10 100 *
Subhasis
9178487976 9938279852 9938253528 AshishDas Kar 10 100 N
Subhasis
9178488006 9938279411 9938253527 AshishDas Kar 10 100 Y
Subhasis
9178488043 9938279237 9938253180 PratapMishra Kar 10 100 Y
Subhasis
9178488100 9938279237 9938253180 PratapMishra Kar 10 100 *
Subhasis
9178488175 9938279436 9938253224 RashmiRath Kar 10 100 *
SaradaPrasanaMo Subhasis
9178488195 9938279804 9777460444 hanty Kar 10 100 N
Subhasis
9178488226 9938279434 9937053725 DipakPradhan Kar 10 100 Y
Subhasis
9178488233 9938279800 9937053696 DipakPradhan Kar 10 100 Y
Subhasis
9178488241 9938279792 9937053696 DipakPradhan Kar 10 100 Y
Subhasis
9178488252 9938279795 9937053725 DipakPradhan Kar 10 100 *
Subhasis
9777470977 9938279428 9938253225 RashmiRath Kar 10 100 N
Subhasis
9777473614 9938279421 9777460888 ChandrajitKarna Kar 10 100 Y
Subhasis
9777473689 9938279434 9937053725 DipakPradhan Kar 10 100 Y
Subhasis
9777473704 9938279446 9938253225 RashmiRath Kar 10 100 *

PIECHARTFORTHETARGETBASEDSCHEME:
 63

Y
N
*

EFFICIENCYOFRSOsINTRADECOMMUNICATION(A
WARENESS%AMONGRDsUNDERDIFFERE
NTRSOs)

RSO YES NO NORESPONSE

ASHISHDAS 6(40%) 1(6.66%) 8(53.3%)
CHANDRAJITKARNA 9(52.94%) 2(11.76%) 8(47.05%)
DIPAKPRADHAN 6(37.5%) 2(12.5%) 8(50%)
KISHANCHANDPATTNAIK 2(12.5%) 2(12.5%) 12(75%)
PRATAPMISHRA 7(53.84%) 1(7.69%) 5(38.46%)
RASHMIRATH 5(35.71%) 3(21.42%) 6(42.85%)
SARADAPRASANNAMOHANTY 2(14.28%) 9(64.28%) 3(21.42%)
64
 65

CHAPTER-6
FINDINGS
 66

Afterthecompletionoftheprojecttherewereanumberofthingsthat
Ifoundout.Theyareasfollows:

➢ Someretailersthatwerelocatedintheinterpartsoftheareasdi
dnothavetheadequateknowledgeabouttheschemesandoffers.
➢ Fewoftheretailersdidnotgetthebenefitsofthetarget
schemesthatcomeoutfromtimeto time.
➢ ManycomplainthatthemarginwhichAirtelgivesisvery
lowandtheprofitmargin becomesalmostnegligible.
➢ Many ofthemcouldnotinterpretthemessagesthat
Airtelsendsthemregardingoffers.
➢ TherewereanumberofcomplaintswhereintheRDs did
notinformtheretailersabouttheschemesandoffers.
➢ RetailersaresodissatisfiedwiththeAirtelservicesthat
theydonotevenwanttohearwhenIcalledthemupforresearch.
 67

CHAPTER-6
SUGGESTIONS&RECCOMENDATIONS

SUGGESTIONSANDRECCOMENDATIONS
Afterthesuccessfulcompletionofthisprojecttherearevarioussuggestionsa
ndrecommendationsthatbeconsideredtoimprovetheoverallimageofAirtel.So
meofthemareasfollows:
 68

➢Tostrictlyenforcetheschemesandoffersanddoarandomcheckamongret
ailerstofindoutiftheyaregettingthebenefitsoftheseoffersornot.
➢Tosendsalespersonnelonaregularbasistotheremoteareasofthe
ruralregions to collectfirsthanddatafromtheretailersdirectly.
➢InsteadofsendingIVRmessagesto theretailersabouttheoffersand
schemesSalespersonnelshouldbesentonaregularbasistotheretailerstoe
xplaintheoffersandschemesandgiveproperassuranceaboutthedelivery
ofproductsto
themasmostoftheretailersfailtounderstandtheoffersandschemesthatAi
rtellaunchesproperly.
➢Theretailersshouldbegiventhebenefitsthattheyachieveoutofthe
schemesinacertaintimeframetoavoiddissatisfactionamongtheretailers.
 69

APPENDICESANDBIBLIOGRAPHY

APPENDIX-1

QUESTIONNAIRE:1
 70

Initiallytheretailerswereaskedclosedendedquestionstoknowtheirawarene
ssaboutascheme.Thequestionsaskedtotheretailersinthisphasewereofopen
endedtype.

1. Do youknowabouttheTalk-Onscheme?
a) YES b)NO
2. Do youknow abouttheWeeklybonanzaScheme?
a) YES b)NO
3. DoyouknowabouttheMonsoonHungamaScheme?
a) YES b)NO
4. Do youknow abouttheRC 28 Plan?
a) YES b)NO
5. DoyouknowabouttheTargetAchievementScheme?
a) YES b)NO

APPENDIX-2
 71

QUESTIONNAIRE:2

Oncetheretailerswereaskedtheclosedendedquestions,theygavetheirr
esponsesineither“yes”or“no”.Sobasedontheiranswersthesecondsetofque
stionswereaskedwhichwereopenendedandgavetheretailersachancetocon
veytheirviewsinabroadmanner.Incasetheresponsefromtheretailer’sendw
as“no”theentireschemesandofferswereexplainedto them.

1) Whatdo youknow abouttheTalk-On Scheme?

2) Whatis theWeeklyBonanzaScheme?

3) WhatarethebenefitsoftheMonsoonHungamaScheme?

4) Whatisthe RC 28plan?

5) WhataretherewardsyoucangetfromtheTargetAchievementScheme?
 72

Tocompletetheprojectsuccessfullythereweremany
sourcesI took
helpfrom.Amongthemthemajorsourcesare:

o Thewebsitewww.google.com
o The book titled “Research methodology” by C.R.
Kothari.
o Thebookentitled“MarketingManagement”by,PhillipKot
ler,KevinLaneKeller,AbrahamKoshyandMithileshwarJh
a.
73