PROJECT REPORT

“DESCRIPTIVE STDUDY TO FIND OUT THE MARKET

SHARE OF ‘MOTOROLA MOBILE PHONES (GSM)’ VIS A
VIS COMPETITION IN LUCKNOW
MARKET IN 2004”

FOR

MOTOROLA INDIA PVT. LIMITED.

2004-06

BY

VIBHOR KUMAR SHRIVASTAVA

FOR
SUBMITTED IN PARTIAL FULFILLMANT OF THE M.B.A.
DEGREE REQUIREMENT.

DEPARTMENT OF MANAGEMENT STUDIES

DEWAN INSTITUTE OF MANAGEMENT STUDIES MEERUT
(U.P.)
 AFFILIATED TO UTTAR PRADESH TECHNICAL
UNIVERSITY, LUCKNOW

Summer Training Project

On

“Descriptive study to find out the share of ‘Motorola mobile

phones

(GSM)’vis a vis competition with major brands and market

positioning

of the product in comparison with Nokia, Samsung, LG,

& Sony

Ericsson in Lucknow market in 2004 .”

Project undertaken to make an assessment of the current

market share of

Motorola vis a vis competition in the present scenario of

dynamic mobile market in GSM division which is almost

contributing 70% of the entire sales volume of the entire

telecom industry in terms of Connectivity and penetration.

Under the Supervision of : Submitted By

Mr. Neeraj Kumar Shrivastava Vibhor Kumar

Shrivastava

2
Area sales Manager (Central & Eastern UP) M.B.A. ( IIst Year)
Motorola India Pvt Ltd. DIMS, Meerut
&
Mr Sudhir Sharma
Senior Faculty
DIMS, Meerut.

ACKNOWLEDGEMENT

3
 ACKNOWLEDGEMENT

The project might have been an outgrowth of my experience

but it is not a sole effort. It would be selfish to neglect the

assistance of many others who have provided their fruitful and

continuous flow of there experience and advice through out the

project work period.

I am extremely grateful to my project guide Mr. Sudhir Sharma

(faculty DIMS) for his constant guidance and valuable support

for the project. We also appreciate the amount of time he spent

with me.

I deem it a great privilege to express my special thanks and

sense of gratitude’s to Mr. Vipul Yadav (H.O.D. DIMS) for his

kind support and instructions, which becomes valuable for my

project.

4
Thanks to Mr. Sudhanshu Rastogi, distributor of Motorola

mobile at Lucknow for his information sharing and other

support.

Special thanks to Mr. Neeraj kumar Srivastava (Area Sales

Manager of Motorola India Pvt. Ltd. For Central & Eastern UP)

for his valuable supports and suggestions from time to time.

And last but not the least, to many others whom I have not

specifically named, I think of you and I thank you heartily

nonetheless.

Vibhor
Kumar Shivastava

5
6
Preface

7
 Preface

The presentation of this report is an outcome of the work study

undertaken by me in Motorola India Pvt. Limited which forms a

part of my M.B.A. course.

The project entitled “Descriptive study to find out the

share of ‘Motorola mobile phones (GSM)’vis a vis

competition with major brands and market positioning

of the product in comparison with Nokia, Samsung, LG,

& Sony Ericsson in Lucknow market.” is related to the

sales and market share which company has in Lucknow

market along with perception of its channel partners

about the brand. A survey was conducted so as to find

out: -

The current market situation of sale of Motorola mobile

(GSM) in last year(2004).

8
 CONTENTS TABLE

1. Objective of the Study 2

2. Certificate of Organization A
3. Institution’s Certificate B
4. Acknowledgement 4
5. Research Objective and Sub Objective 10
6. Importance of the Study 12
7. Hypothesis for the Study 14
8. Motorola Profile 26
9. Research Design 72
11. Method of Data Collection 76
12. Methods of Tabulation 85
13. Sample Size 88
14. Data Analysis 96
15. Statistical Calculation 104
16. Findings 107
17. Conclusion 121
18. Recommendations 123
19. Limitations of the Research 127
20. Executive Summary 129
20. Bibliography 132
21. Appendix (Questionnaire) 134

22. Index 136

9
 RESEARCH OBJECTIVE

RESEARCH OBJECTIVE
(a)MAIN OBJECTIVE –

Descriptive study to find out the share of Motorola

mobile phones ( GSM ) vis a vis competition with major

brands and market positioning of the product in

comparison with Nokia, Samsung, LG, & Sony Ericsson

product in Lucknow market in 2004 .

10
(b)SUB-OBJECTIVES –

(1) To know the brand image of the product (for

professions – A doctor, Engineer, Lawyer, Manager).

(2) Compare the sale of Motorola with other four leading

sets (On the basis of last year).

(3) To find out the customer satisfaction level.

11
IMPORTANCE
OF
PROJECT

IMPORTANCE OF PROJECT

12
The presentation of this project is an outcome of the work

study undertaken by me in Motorola India Pvt. Ltd. which forms

a part of my M.B.A. course.

The project entitled ‘ Descriptive study to find out market share

of Motorola and market positioning of the product in compare

of Nokia, Samsung, LG, & Sony Ericsson in Lucknow market ‘ is

related to the perception of the buyers out the mobile and the

relative stand of Motorola in the market. A survey is conduct so

as find out –

The current market share of Motorola Mobile in the present

situation.

This project will be very helpful for me in my future professional

career and it is very good for the Motorola India Pvt. Ltd. also.

13
HYPOTHESIS FOR STUDY

HYPOTHESIS FOR STUDY

14
 Hypothesis may be defined as the “preposition or a set of conditions

set forth as an explanation for the occurrence of some specified group

of phenomena either asserted merely as a provisional conjecture to

guide some investigation or accepted as highly probable with the help

of established facts”. Quite often a research hypothesis is a predictive

statement, capable of being tested by scientific methods, that relates

an independent variable to some dependent variable.

Importance of Hypothesis:

1. Hypothesis should be amenable to testing with a reasonable

time, because one cannot spend a life-time collecting data to test it.

2. Hypothesis must explain the facts that gave rise to the need

for explanation.

3. Hypothesis should be capable of being tested.

4. It should be limited in scope and must be specific.

5. It should state relationship between the variables, if it happens

to be a relational hypothesis.

Better Career planning are made effective by training seminars run

by the company help every one to learn new knowledge, information

and better quality of living standards. Good amount of efforts are

made to improve their skills, personality, and overall development.

15
 So, we can say that marketing department is the important part of

the organization, and a organization can grow due to the good sale.

Therefore every organization must have good sale planning and

Motorola India Pvt. Ltd. must be very careful for it’s marketing

department.

16
 MARKET
ENVIRONMENT

17
 MARKET ENVIRONMENT

The Indian mobile market presents a picture of presence of

mobile of various brands with lot of features and utilities.

There are 5 major market player of mobile namely: -

1. Nokia

2. Samsung

3. Motorola

4. LG

5. Sony Ericsson

Mobile technology is divided in two parts –

1.G.S.M

2.C.D.M.A

1.(G.S.M )

G.S.M technology is accepted world wide and is

very common in European countries. It was developed by

Europe.

2.(C.D.M.A )

18
C.D.M.A was developed by Qualcomm U.S.A .It is less popular

than G.S.M .

Operators like Hutch, Orarge ,B.S.N.L,

Spice,Idea ,Airtel, Reliance & M.T.N.L use this technology.

Where as Reliance &Tata use C.D.M.A technology . In India the

market share has been divided in two parts—

1-70% G.S.M users.

2-30% C.D.M.A users.

The market has been divided into three segment erundmainly:

1-Low End.

2-Mid End.

3-High End.

19
1 (low End )-

Model ranging from 1500 To 3000 comes under this Low End

MotorolaC-115,C-138, Nokia 1100,1108 ,Samsung N-700 are

the prime competitor in this world.

In the past three months there has been significant

change in market environment .In term of Low End models

L.G ,Samsung has decided not to introduce any new models in

this Black & White Low End market share has been capture by

Nokia 1100 ,1108 models. Although Motorola has also tried to

increase its market share by making Tieup with operator like

Hutch, Airtel. But still Nokia remains No-1 in the category

Low End contributes 65% of total mobile sale.

2-(Mid End )-

Model ranging form 3000 To 7000 comes

under this Mid End category .In this range generally coloured

handsets segment. Nokia, Samsung, L.G, Motorola, Sony

Ericsson have a lot of Models like Nokia 2300, 2600 ,.2650,

20
3100, 3120, 7200, 7250, 6610i , Samsung C-110, C-210,

C210/N, C-230, X430, X480, X460 L.G G-3100, G-1600, G-

5300, G1100, G-2000, G-1800, G-2400, G2400, G-3100 , Sony

Ericsson T230, T290, J200i , j300i, T610, Motorola C157, V171,

V220, C650, E398 .

Nokia & Motorola are major player in this category, other player

like L.G, Samsung, has also introduces new Models to gain

some market share in this segment customer prefer to have

MMS facility, camera Try Brand ,65 k colour ,Polifonic Ring

Tones games G.P.R.S and other features .

Mid End contributes 25% of total Mobile sale.

3-(High End)-

High End phones start from 8000 To 35000. In

this range Nokia, Samsung, L.G, Motorola have a lot of Models.

Like Nokia 6020, 6021,3230, 6220,

7260,6820,6230,6260,7200,7280,6670,7270,6230i,6800, 6801,

NGAGE,N-GAGE G , 6600, 6670, 7610, 6660, 6680, 6681 ,

7710, 9500, 9300

21
 L.G G5400 Sony Ericsson K508i , K500i, K700i , K750i,

Z800i, P910i Samsung X640, E330, E630, E600, E700, E810,

E800, D410, D500 , Motorola V3, A768i, A780 .

In this segment feature like video recording

V.G.A camera expendable memory slot P.D.A function, Touch

screen, Internet facility, are given.

This segment contributes balance 10% .

As far as Lucknow G.S.M Mobile market is

consult the total sale volume 14000 units . In this 14000

Lucknow city sales is approximate 9000 handsets , balance

5000 is been sold by its neighbouring 12 other district which

comes under Lucknow divison.

On an average 12 Lakhs handsets are being sold

every month and the industry growth rate is 90% for past 3

years. It was almost 100% that means the market was doubling

up every year. Analyst says the trend will continue for this type

of growth for another few years. As the mobile paratention

22
level in India has not touched even double digit in percentage.

In comparison to China, Russia, U.S, U.K and other European

countries more than 30%.Hence there is immense potential in

telicom market. B.S.N.L being largest cellular operator. In India

seeing this opportunity mobile like Nokia, Motorola, Samsung

have decided to manufacture the handsets in India .

As for as C.O.A.I (Confortration of cellular operator

of India ) following is the customer based on 30 june 2005—

NO BRAND SUBSCRIBER BASE (IN LAKS) MARKET

SHARE

1- Airtel 118.00

27.23%

2- B.S.N.L 98.80

22.79%

3- Hutch 81.90

18.90%

23
 4- Idea 53.60

12.37%

5- B.P.L 25.90

5.99%

6- Aircel 17.90

4.12%

7- Spice 14.70

3.38%

8- Reliance 12.30

2.83%

9- M.T.N.L 10.40

2.39%

TOTAL - 433.50

100.00%

The manufactures of Nokia mobiles are producing model 1100,

1108, 2300, 2600, 2650, 3100, 3120, 7200, 7250, 6610i, 3220, 6020,

6021, 3230, 6220, 7260, 6820, 6230, 6260, 7280, 6670, 7270, 6230i, 6800,

6101, NGAGE, N-GAGE GAME, 6600, 6670, 7610, 6630, 6680, 6881, 7710,

9500, 9300 . Most selling models in this brand are 1100, 1108,

2300, 2600, 6600, 6610i, 7200, 7610.

24
The manufactures of Samsung mobiles are producing model

N-700, C210, C200/N, C230, X430, X480, X460, X640,

E330, E630, E620, E600, E700, E810, E800, D410, D500

Most selling model in this brand are E700, C230.

The manufacturer of LG mobiles are producing model G-

3100, G-1600, G-5300, G-1100, G2000, G-1800, G-2400, G-

2400, G-3100, G-3400, G5400. Most selling models in this

brand are G1100, G2400, G3400.

The manufacturer of Motorola mobile are mobiles are

producing models T-191,C-115,C-300,C-115,C-157,V-171,C-

200,E-365,E-398,A 760,A780,V808,V3razr,C-200,C-201,C-

116,C-350,C-350e,C-375,C-380,C-550,A768i,MPx,V-303,V-

600 Most selling model in this brand are C115, C138, C200,

E-398, V171.

The manufacturer of Sony Ericsson mobiles are producing

model T230, T290, J200i , J300i, T610, T630, K300i, K508i,

25
K500i, K700i, K750i ,Z800i ,P910i Most selling model in this

brand are K300i,T230,T290.

26
MOTOROLA
PROFILE

27
 MOTOROLA PROFILE

Motorola , Inc. is a global leader in wireless, broadband and

automotive communications technologies and embedded

electronic products.

Wireless

Handsets: We are one of the world’s leading providers of

wireless handsets, which transmit and receive voice, text,

images and other forms of information and communication.

Wireless Networks : We also develop, manufacture and

market public and enterprise wireless infrastructure

communications systems, including hardware software and

services.

28
Mission- Critical Information Systems: In addition, we are

a leading provider of customized , mission - critical radio

communications and information systems.

Broadband :

We are a global leader in developing and deploying end-to-end

digital broadband entertainment, communication and

information systems for the home and for the office. Motorola

broadband technology enables network operators and retailers

to deliver products and services the connect consumers to

what they want, when they want it.

Automotive:

We are the world’s market leader in embedded telematics

systems that enable automated roadside assistance,

navigation and advanced safety features for automobiles.

Motorola also provides integrated electronics for the

powertrain, chassis, sensors and interior controls.

Semiconductor:

29
We also are a leading producer of embedded processing and

connectivity products for the automotive , networking and

wireless communications industries through our majority –

owned subsidiary, Freescale Semiconductor, Inc.

MOTOROLA HISTORY

30
 MOTOROLA HISTORY

Motorola’s role as pioneer, innovator and visionary in mobile

Communications is well-known. Originally founded as the

Galvin Manufacturing Corporation in 1928, Motorola has come

along way since introducing its first product, the battery

eliminator. For more than 75 years, Motorola has proven itself a

global leader in wireless , broadband and automotive

communications technologies and embedded electronic

products, and has become a company recognized for its

dedication to ethical business practices and pioneering role in

important innovations.

31
Motorola has kept moving at the pace people are living. Its

products have grown and changed over the years, and its drive

for excellence has strengthened and intensified. From the five

pound Handie-Talkie TM radio to the lightweight models of

today, Motorola’s has been the leading provider of two-way

radio services to public safety, government, transportation,

utility and manufacturing enterprises. Its digital cable set-top

terminals and cabal modems deliver the promise of a

connected home just as the original home radios and

televisions did in the 1930s and ‘40s. The leader in embedded

processor production, Motorola has developed a broad array of

microprocessors for a wide range of products, from some of the

first video games to today’s advanced digital cameras. In

personal communications, Motorola changed the way the world

communicates, from the introduction of the Dyna TAC cell

phone in 1983 to today’s sleek handsets and innovative

technology for mobile telephone service. It is also a key

supplier of integrated systems for automobiles , portable

electronic devices and industrial equipment.

32
Throughout its history, Motorola has transformed innovative

ideas into products that connect people to each other and the

world around them. Moving forward, the company strives to

keep its commitment of making things better and life easier.

Motorola is a Fortune 100 global communications leader that

provides seamless mobility products and solutions across

broadband, embedded systems and wireless networks.

Seamless mobility means you can reach the people, things and

information you need in your home, auto, workplace and all

spaces in between. Seamless mobility harnesses the power of

technology convergence and enables smarter, faster, cost-

effective and flexible communication. Motorola had sales of US

$31.3 billion in 2004.

33
Today, Motorola is comprised of four businesses: Connected

Home Solutions, Government & Enterprise Mobility Solutions,

Mobile Devices and Networks.

Connected Home Solutions

Provides a scalable, integrated end-to-end system for the

delivery of broadband services that keeps consumers informed,

entertained and connected. Its technology enables network

operators and retailers to create and execute on new business

opportunities by providing innovative products and services to

the home.

Government and Enterprise Mobility Solutions

A leading provider of integrated radio communications and

information solutions, with more than 65 years of experience in

meeting the mission-critical requirements of public safety,

government and enterprise customers worldwide. It also

designs, manufactures and sells automotive and industrial

electronics systems and telematics systems that enable

automated roadside assistance, navigation and advanced

safety features for automobiles.

34
Mobile Devices

Offers market-changing icons of personal technology -

transforming the device formerly known as the cell phone into

a universal remote control for life. A leader in multi-mode,

multi-band communications products and technologies, Mobile

Devices designs, manufactures, sells and services wireless

subscriber and server equipment for cellular systems, portable

energy storage products and systems, servers and software

solutions and related software and accessory products.

Networks

Delivers proven capabilities in cellular, wireless broadband and

wireline access technologies, with recognized leadership in

integrating core networks through wireless IP, wireless

softswitch and IP multimedia subsystems. The Networks group

is advancing seamless mobility with innovative technology

solutions, as well as a billion dollar services business with an

expanded portfolio delivering support, integration, applications

and management.

35
Mission

Motorola seeks to benefit the communities in which it operates

around the world. The company achieves this by making

strategic grants, forging strong community partnerships,

fostering innovation, and engaging stakeholders.

Vision

To make a unique contribution to improving the world in which

we live.

36
How We Do It

We seek to fund best-in-class organizations around the world

that support our strategic focus areas and work with them to

improve communities.

We leverage our resources, include key stakeholders in our

decisions, and work within community networks to maximize

our funding.

We conduct rigorous accounting and oversight practices to

insure impact of our grant making and funding.

Motorola’s role as pioneer, innovator and visionary in mobile

communications is well-known. Originally founded as the Galvin

Manufacturing Corporation in 1928, Motorola has come a long

way since introducing its first product, the battery eliminator.

For more than 75 years, Motorola has proven itself a global

leader in wireless, broadband and automotive communications

technologies and embedded electronic products, and has

become a company recognized for its dedication to ethical

37
business practices and pioneering role in important

innovations.

Motorola has kept moving at the pace people are living. Its

products have grown and changed over the years, and its drive

for excellence has strengthened and intensified. From the five

pound Handie-Talkie™ radio to the lightweight models of today,

Motorola has been the leading provider of two-way radio

services to public safety, government, transportation, utility

and manufacturing enterprises. Its digital cable set-top

terminals and cable modems deliver the promise of a

connected home just as the original home radios and

televisions did in the 1930s and ‘40s. The leader in embedded

processor production, Motorola has developed a broad array of

microprocessors for a wide range of products, from some of the

first video games to today’s advanced digital cameras. In

personal communications, Motorola changed the way the world

communicates, from the introduction of the DynaTAC cell

phone in 1983 to today’s sleek handsets and innovative

technology for mobile telephone service. It is also a key

supplier of integrated systems for automobiles, portable

electronic devices and industrial equipment.

38
Throughout its history, Motorola has transformed innovative

ideas into products that connect people to each other and the

world around them. Moving forward, the company strives to

keep its commitment of making things better and life easier.

The Global System for Mobile communications is a digital

cellular communications system. It was developed in order to

create a common European mobile telephone standard but it

has been rapidly accepted worldwide. GSM was designed to be

compatible with ISDN services.

1 History of the cellular mobile radio and GSM

39
The idea of cell-based mobile radio systems appeared at Bell

Laboratories (in USA) in the early 1970s. However, mobile

cellular systems were not introduced for commercial use until

the 1980s. During the early 1980s, analog cellular telephone

systems experienced a very rapid growth in Europe,

particularly in Scandinavia and the United Kingdom. Today

cellular systems still represent one of the fastest growing

telecommunications systems.

But in the beginnings of cellular systems, each country

developed its own system, which was an undesirable situation

for the following reasons:

• The equipment was limited to operate only within the

boundaries of each country.

• The market for each mobile equipment was limited.

In order to overcome these problems, the Conference of

European Posts and Telecommunications (CEPT) formed, in

1982, the Groupe Special Mobile (GSM) in order to develop a

pan-European mobile cellular radio system (the GSM acronym

became later the acronym for Global System for Mobile

40
communications). The standardized system had to meet certain

criterias:

• Spectrum efficiency

• International roaming

• Low mobile and base stations costs

• Good subjective voice quality

• Compatibility with other systems such as ISDN (Integrated

Services Digital Network)

• Ability to support new services

Unlike the existing cellular systems, which were developed

using an analog technology, the GSM system was developed

using a digital technology. The reasons for this choice are

explained in section 3.

In 1989 the responsibility for the GSM specifications passed

from the CEPT to the European Telecommunications Standards

Institute (ETSI). The aim of the GSM specifications is to describe

the functionality and the interface for each component of the

system, and to provide guidance on the design of the system.

These specifications will then standardize the system in order

to guarantee the proper interworking between the different

41
elements of the GSM system. In 1990, the phase I of the GSM

specifications were published but the commercial use of GSM

did not start until mid-1991.

The most important events in the development of the GSM

system are presented in the table 1.

Year Events
CEPT establishes a GSM group in order to develop the
1982
standards for a pan-European cellular mobile system
Adoption of a list of recommendations to be generated by
1985
the group
Field tests were performed in order to test the different
1986
radio techniques proposed for the air interface
TDMA is chosen as access method (in fact, it will be used
with FDMA) Initial Memorandum of Understanding (MoU)
1987
signed by telecommunication operators (representing 12
countries)
1988 Validation of the GSM system
The responsability of the GSM specifications is passed to
1989
the ETSI
1990 Appearance of the phase 1 of the GSM specifications
1991 Commercial launch of the GSM service
Enlargement of the countries that signed the GSM- MoU>
1992
Coverage of larger cities/airports
Coverage of main roads GSM services start outside
1993
Europe
1995 Phase 2 of the GSM specifications Coverage of rural areas
Table 1: Events in the development of GSM

From the evolution of GSM, it is clear that GSM is not anymore

only a European standard. GSM networks are operational or

planned in over 80 countries around the world. The rapid and

42
increasing acceptance of the GSM system is illustrated with the

following figures:

• 1.3 million GSM subscribers worldwide in the beginning of

1994.

• Over 5 million GSM subscribers worldwide in the beginning

of 1995.

• Over 10 million GSM subscribers only in Europe by

December 1995.

Since the appearance of GSM, other digital mobile systems

have been developed. The table 2 charts the different mobile

cellular systems developed since the commercial launch of

cellular systems.

Year Mobile Cellular System

1981 Nordic Mobile Telephony (NMT), 450>
1983 American Mobile Phone System (AMPS)
Total Access Communication System (TACS) Radiocom
1985
2000 C-Netz
1986 Nordic Mobile Telephony (NMT), 900>
Global System for Mobile communications> North
1991
American Digital Cellular (NADC)
1992 Digital Cellular System (DCS) 1800
Personal Digital Cellular (PDC) or Japanese Digital Cellular
1994
(JDC)
1995 Personal Communications Systems (PCS) 1900- Canada>

43
1996 PCS-United States of America>

GSM ARCHITECTURE

Table 2: Mobile cellular

44
 Popular Models Of Motorola

Motorola MPx220 SIM Free Smart phone

Mobile Phone
The Motorola MPx220 is the latest Microsoft
Smart phone 2003 mobile phone to be
released. It is a quad band and works on all
GSM frequencies. It also features Bluetooth
and Windows Media Player.
Buy Motorola MPx220 SIM Free
Motorola MPx220 Smartphone - features
at a glance:

• Weight: 110g
• Talktime up to: 4.5 hrs
• Standby up to: 110 hrs
• Microsoft Smartphone 2003
• Built-in digital camera
• Bluetooth
• 65k colour display
• 32Mb user accessible memory
• MMS
• Email
• Windows Media Player

• Quad-band: GSM 850 / 900 / 1800 / 1900

45
Motorola MPx220
The Motorola MPx220 with Windows Mobile
software is the ideal productivity solution to
take your office on the road.
With Pocket Outlook and ActiveSync you can
manage and sync your inbox, calendar and
contacts on the go.
Expandable memory and Bluetooth wireless
technology makes information management
seamless and easy. Bring your info together
and bring it on - you're unstoppable.
Bluetooth wireless technology 1.23 megapixel
camera and video capture/playback Windows
Mobile software including Pocket Internet
Explorer, Pocket Outlook, and Windows Media
For use on Quad-band (850/900/1800/1900)
networks.
Much more Talk time & Standby. Up to 300-440
min or 140-260 hrs (the Motorola MPx200 is up
to 210 - 310 mins or 70 - 100 hrs).

46
 Motorola MPx220 Full Specifications
Highlighted Features

• Stylish design with easy to use interface

• Speech recognition for dialing and opening
applications, as well as a 4-way navigation key and other
soft keys.
• Take files with you with expandable memory up to 512MB
• Pocket Internet Explorer (01) - Browse the web for news,
business and entertainment - even pay bills securely with
SSL support
• Instant messaging (01) - Built-in IM / MSN Messenger helps
you keep in touch with friends and associates
• Mobile versions of popular Microsoft applications,
including to Microsoft Office Outlook, Microsoft Internet
Explorer and MSN Messenger for complete on-the-go
organization
• Games - download directly to your phone through your
wireless connection (01)
• ActiveSync and AirSync allow you to maintain a constant
information flow from you PC to you phone, including your
email, contacts and calendar appointments
• Windows Media (01) - delivers high-impact audio and
video files in a familiar format. Supports WMA and MP3
audio files and WMV video files, including streaming media
• miniSD expandable up to 512MB
• Call History for last numbers dialed and calls received
• Phone Book- unlimited entries depending on available
memory
• Speech Recognition - speak a stored name, number or
function and your phone calls it up for you
• Customize - choose from preinstalled wallpaper or
download (01) new ones

Talk Time Features

• Provides up to up to 300-440 minutes of talk time (21)

• Provides up to up to 140-260 hours of standby time (21)

Display

• 96 x 32 pixel two line external display shows Caller ID,

date & time, plus Status Icons at a glance

47
 Motorola V200
Motorola V220 features at a glance:

• Dimensions - 85.5 x 44 x 24 mm, 80

cc
• Weight - 100 g
• Standby Time: up to 230 hours
• Talk Time: up to 320 mins
• Internal Memory - 1.8 MB
• Polyphonic ringtones, MP3 ringtones
• Integrated Digital Camera
• Speakerphone
• Colour - Silver
• Tri-band GSM 900/1800/1900

The Motorola V220 Mobile Phone is a tri-

band GSM phone that works on GSM 900,
1800 and 1900 frequencies. Like all our
SIM Free phones, it has never been
locked. The Motorola V220 works on all UK
Networks with any SIM (contract or Pay As Buy Motorola V220
You Go) including Virgin, Orange, T SIM Free
Mobile, O2 and Vodafone. It will also work
with GSM SIM cards in Europe, Asia, North
America and most of the World.
CLICK HERE to see the latest prices and
buy the Motorola V220 SIM Free

48
 About the Motorola V220 Mobile Phone
The beautiful new Motorola V220 Mobile Phone is
set to stun with its curvaceous look, sophisticated
keyboard and quality colour screen. But it's no
lightweight with integrated camera, picture phone
book, MP3 ringtones and fun games. Demand more?
Add the optional FM stereo radio headset and dance
anytime or Mobile Phonetools software to
communicate, sync and keep yourself organised.
What ever you choose - It's a winner.
Motorola V220 Specifications
Alert types - Motorola V220 has Polyphonic ringtones, MP3
ringtones & space for downloads (content may vary by
operator)
MOTOMIXER™ (Remixable MIDI ringer software):
MotoMixer(TM) makes your phone the ultimate in audio
customisation. Download and remix ringtones to create unique
polyphonic sounds. Forget the decks and hit the phone keypad.
Java (J2ME) Games: Hungry Fish , OptItOut also includes
Photo Editor
Integrated Digital Camera
Picture Phone Book: Store your own special photographs
and images in the picture phone book. Allocate them to your
telephone numbers and see their photograph on your screen
when they call. Instantly recognise whose calling. Have some
fun - take their photograph or something that reminds you of
them... It's a laugh.
In-built Hands-free Speaker Phone. Use your mobile phone
like a landline speakerphone. No need for an optional accessory
- With just the touch of a button bring others into your
conversation with the in-built speakerphone. Great for
meetings, second opinions or just showing off.
MMS (Picture / photo + text + sound): Send and receive
pictures, sounds and animations with your messages. MMS is
as easy to use as sending a standard text message, but now
you can really bring your messages to life.
EMS 5.0
Tri-band GSM 900/1800/1900

49
 Motorola V635
Motorola V635 Phone, features at a
glance:

• Dimensions: 88 x 47 x 24 mm
• Weight: 120 g
• Stand-by time: up to 110 hours
• Talk time: up to 3 hours
• Display Type TFT, 262K colours
• Camera: 1.2 Mega Pixels with x8 zoom
• Java Buy Motorola
• Bluetooth V635:
• MP3 player SIM Free
• Quad-band, GSM 850, 900, 1800 and Orange
1900

The Motorola V635 SIM Free has never been

locked and will work on all UK networks like
O2, Vodafone, Orange, T-Mobile and Virgin. It
will work on all GSM networks in North
America such as T Mobile (Voicestream),
Cingular, AT&T GSM service and Fido and
also any GSM SIM card in the world. It will
work on any Network in Europe, Asia,
Australia and New Zealand. You will need to
use your own SIM card with operable GSM

50
line.
Buy Motorola V635 SIM Free or on Orange

If image is everything - don't hide away. Capture, show and

share, time and time again. With video, 1.2 megapixel camera
and 8x zoom don't let that moment slip away. Plus with
Bluetooth technology, integrated MP3 player and removable
memory cards you have no excuse to stay indoors.
Personalisation/Fun Features

• Alert types : MP3, Polyphonic and Monophonic Ringtones

& space for downloads (phone content may vary by region
and operator)
• Downloadable Themes (Ringtones, Wallpaper &
Screensavers)
• J2ME Games : Embedded & space for downloads
• Video capture, playback and download : (with sound)
MPEG4 / H.263
• Integrated Digital Camera : 1.2 Megapixel with 8 x Digital
Zoom and light
• Integrated MP3 Player
• MOTOMIXER™ (Remixable MIDI ringer software)

Call Management Features

• Phonebook : Up to 1000 Entries (Dependent on memory

allocation)
• Picture Phone Book
• Voice Activated Dialling
• In-built Hands-free Speaker Phone
• Multi-call functionality

Messaging Features

• MMS (Picture / photo + text + sound)

• EMS 5.0
• iTAP™ Predictive text
• Instant Messaging Support : Wireless Village (operator
dependent)
• Email support: Pop3, SMTP, IMAP4
• Quick messages

51
 • Group SMS

Lifestyle Features

• Calculator and Currency Converter

• Date and Clock
• Alarm
• PIM functionality

Performance Features

• Quad-band : 850/900/1800/1900
• Standby Time : Up to 200 hours
• Talktime : Up to 525 mins

Data Features

• Expandable memory (TransFlash)

• GPRS : Class 10 (2U/4D)
• EDGE for high speed data exchange (EDGE is a service
dependant feature) : Class 4
• WAP : 2.0 / MIB 2.2
• Connectivity : CE Bus / Bluetooth

Technical Specifications

• Internal Memory : 5 MB
• Colours (Operator dependent) : Silver & Black
• Dimensions (H x W x D) : 89 x 49 x 24.6 mm
• Volume : 85 cc
• Weight : 124 g
• Internal Display : 176 x 220 262k Colours TFT

• External Display : 96 x 80 CSTN 4k Colour

52
\

RAZRWIRE...
Motorola and Oakley
Announce Launch of
RAZRWIRETM With
Cingular Wireless... More

Motorola Motorola Motorol Motorol

V171 RAZRWIRE a Q a MS400

Details |
Photos
Details | Details | Details |
Photos Photos Photos

53
Motorola Motorola Motorol Motorol
H500 E378i a A910 a L6

Details | Details | Details | Details |

Photos Photos Photos Photos

Motorola Brings Photos out of the Phone

and into Your World More
New Motorola V176 Provides Rich
Communication for the Every Day More
Gorgeous, Glamorous and Gifted: Two New
Handsets from Motorola to Redefine
3G More
Motorola Brings Seamless Mobility to Life
Through Exciting New Multimedia and
Automotive Products at CeBIT 2005 More
Motorola Demonstrates New
Communications System Available in
BMW’s Global 2005 Model Year Vehicle
Line More
Motorola and 3 Announce Latest 3G
Clamshell More

54
 New Motorola Clams Put Style and Fun at
Your Fingertips

Images for Motorola MS400

View Product Details

View Large Image View Large Image

Download Print Download Print
Quality Image Quality Image

55
 Images for Motorola Q

View Product Details

View Large Image View Large Image View Large Image

Download Print Download Print Download Print
Quality Image Quality Image Quality Image

View Large Image View Large Image

Download Print Download Print
Quality Image Quality Image

View Product Details

56
Senior Executive of Motorola:

1. ADRIAN NEMCEK
President, Networks Business
and Executive Vice President, Motorola, Inc.

2. ANDREW S. COBHAM
President and Director Corporate
Country Manager
PT. Motorola Indonesia ,Motorola, Inc

3. DANIEL M. MOLONEY
President, Connected Home Business
and Executive Vice President, Motorola, Inc.

57
 4. DANIEL SHIH
President Motorola (China) Electronics Ltd
Motorola, Inc

5. DAVID W. DEVONSHIRE
Executive Vice President and Chief
Financial Officer, Motorola, Inc.

6. DRINA YUE
Vice President & Managing Director
Connected Home Business, Asia

Pacific, Motorola Asia Pacific Limited

Senior Officers of Motorola:

1.Mr. Ronn Garrique- Prsedident- Motorola all over world

58
2.Mr. Allen Burne- Director- Emerging Market ( China, Russia,
India,

Midd;e east, south west asia)

3.Mr Sudheer Agarwal- director sales & Marketing

4.Mr. Romy Juneja- Channel sale Mnager- All India

5.Mr. Manish Singhai – Regional sales manager- North

6.Mr. Neeraj kumar Srivastva- Area Sales manager- UP ( central

& Eastern)

7.Mr. Nitesh Mittal – Area Executive, Lucknow

8.Mr. Ritesh Gupta-Area Executive, Varanasi.

9.Mr. Rajendra Gupta- Area Executive, Kanpur

10.Mr. Amit Srivastava- Area Executive, Allahabad

11.Mr. Anil Tiwari- Area Executive, Gorakhapur

59
REGIONAL OFFICES

REGIONAL OFFICES

60
Broadband Communications sector Motorola India Electronics
Pvt. Limited.
Motorola India Pvt. Limited.
Bagmane Tech Park,
(7th Floor), No: 66/1, Plot No.: 05
C V Raman Nagar Post,
Bangalore 560093,
Karnataka, India

Phone: +91-80-2601-7000
Fax: +91-80-2601-7037

Motorola India Electronics Private Limited.

Bagmane Tech. Park,
66/1, Plot# 05,
C V Raman Nagar,
Bangalore 560093
Karnataka, India

Phone: +91-80-2601-0000
Fax: +91-80-2601-3366

Commercial, Government and Industrial Solutions Sector Global

Telecom Solutions Sector
Motorola Exellence Center
415/2, Mehrauli Gurgaon Road
Sector – 14
Gurgaon 122001
Haryana, India

Phone: +91-124-230-3212
Fax: +91-124-230-6688

Personal Communication Sector Motorola Computer Group

Motorola Exellence Center
415/2, Mehrauli Gurgaon Road
Sector – 14
Gurgaon 122001

61
Haryana, India

Phone: +91-124-230-3212
Fax: +91-124-230-6688

Motorola India Pvt. Limited

6th Floor, Auriga Block
Vanenburg IT Park
Software Units Layout
Madhapur
Hyderabad 500081, India

Phone: +91-40-5572-7000
Fax: +91-40-5572-7001

Motorola India Electronics Private Limited

“TSR Towers”
H No.6-3-1090, Somajiguda
Rajbhavan Road
Hyderabad Road
Hyderabad 500082, India

Phone: +91-40-2330-8090
Fax: +91-40-2330-8089

Compettion data January

market
Lucknow Kanpur Varanasi Allahabad Gorakhpur jhansi Total share
1 Nokia 14000 10000 6000 3000 3000 2000 38000 82.13
2 Samsung 1000 1200 700 300 200 100 3500 7.56
3 LG 500 400 200 100 100 50 1350 2.92
4 Sony 400 400 200 100 100 100 1300 2.81
5 Ben Q 300 200 50 30 20 25 625 1.35
6 Phillips 100 75 50 25 25 25 300 0.65

62
 7 Bird 50 50 50 25 25 0 200 0.43
8 Panasonic 25 25 25 20 20 0 115 0.25
9 Sagem 25 50 25 20 20 0 140 0.30
10 Motorola 300 180 170 40 50 0 740 1.60
total 16700 12580 7470 3660 3560 2300 46270 100.00
36.0925 27.18824 16.14437 7.9100929 7.69397018 4.970823 100

Town Coverage
Report

Towns Status outlet covered total counters

1 Lucknow 250 400
2 Rae bareilly covered 6 10
3 Sultanpur covered 5 10
4 Sitapur covered 5 6
5 Lakhimpur covered 7 9
6 Hardoi covered 3 10
7 Faizabad&Ayodhya covered 10 20
8 Barabanki covered 7 10
9 Behraich covered 7 15
10 Balrampur covered 3 5

63
11 Gonda covered 6 8
12 Malihabad covered 0 2
12 Kanpur covered 309 500
13 Orai covered 3 15
14 Farrukhabad covered 2 10
15 Fatehpur covered 1 5
16 Kayamganj covered 1 3
17 Etawah covered 1 10
18 Unnao covered 2 5
19 Fatehgarh covered 1 6
20 Banda covered 2 4
21 Karvi covered 2 3
22 Mahoba covered 1 3
23 kannauj covered 2 4
24 Varanasi covered 45 300
25 Mughalsarai covered 2 8
26 Mirzapur covered 3 10
27 Ghazipur covered 1 3
28 Mau covered 1 4
29 Ballia covered 3 6
30 Jaunpur covered 7 15
31 Azamgarh covered 2 5
32 Robertsganj covered 2 5
33 renukoot covered 1 4
34 Shaktinagar covered 1 4
35 Obra covered 1 3
36 Gorakhpur covered 25 150
37 Basti covered 2 7
38 Khalilabad covered 1 4
39 Maharajganj covered 1 4
40 Padrauna covered 1 5
41 Kasiya covered 1 2
42 Dumariaganj covered 1 3
43 Deoria covered 1 8
44 Nautanwa covered 1 3
45 Allahabad covered 25 125
46 Pratapgarh covered 2 5
Total 766 1756

64
“ DESCRIPTIVE STUDY TO FIND OUT THE SHARE OF MOTOROLA

MOBILE PHONES ( GSM ) VIS A VIS COMPETITION WITH MAJOR

BRANDS AND MARKET POSITIONING OF THE PRODUCT IN

COMPARE OF NOKIA, SAMSUNG , LG, & SONY ERICSSON

PRODUCT IN LUCKNOW MARKET IN 2004. “

65
 INTRODUCTION
TO
MARKETING
RESEARCH

INTRODUCTION TO MARKETING RESEARCH

The word research identifies a process by which the

organization attempts to supply the information required for

making sound management decision. It is not synonymous with

common sense. The difference involve around words such as

66
“Systematic “ objective, and reproducible. Both research and

common sense depend on information the distinction between

them lies in the procedures and methods adopted by which the

information is obtained and used in arriving at conclusion.

Research can not address itself to the complete information on

a particular subject.

Hence two secondary characteristics of research specify “

relevance “ and “ control “ the major are as in which research

plays a key role in making effective decision is “Marketing “’

Marketing Research is the function which links the consumer,

customer and public to the marketer through information used

to identify and define marketing opportunity and problems ;

generate, refine and evaluate marketing actions , monitor

marketing performance and to improve understanding of

marketing as process.

It specifies the information required to address these issues

designs the method for collecting information, manages and

implements the data collection process, analysis the results

and communicates the findings and their implications .

67
Practically every company uses marketing research to

measure;

-- market potential, characteristics of their market and their

share of markets.

-- to obtain information that could help them make short

ranged long range forecast.

--to evaluate new product opportunities and acceptance and to

test existing products relative to competitors product.

--to help him make better advertising decisions.

Thus we see that Marketing research is a growing a widely used

business a activity because sellers need to know more about

their final consumers but typically are widely separated from

thee consumers.

68
It is used throughout all four phases of the administrative

process, selecting strategies, developing marketing plans

putting the plans into action and evaluating their effectiveness.

Some companies are now beginning to coordinate and

integrate their marketing research activities into marketing

information they need for recurring problems and decisions.

A Marketing Research activity providing management the

maximum possible support will be the one that reflects

management responsibility and involvement.

Management should participate in the evaluation of completed

project including the research findings.

69
RESEARCH
METHOLOGY

70
 RESEARCH METHOLOGY

The market research was undertaken to find out the present

market situation with the help of primary and secondary data.

All information required for the study have been collected by

means of -

1. Research Design

2. Sampling.

3. Source of data collection.

4. Method of data collection.

5. Research Approach

71
Research design

72
 Research design

“A Research design is the arrangement of the conditions for

collection and analysis of data in a manner that aims to

combine relevance to the research purpose. “

A proper design not only provides a comprehensive review of

the purposed study but also facilitates the smooth selling of

the various research operations yielding maximum information

with the least

Expenditure of time money and effort.

In the particular case, first of all the objective was set followed

by the decision regarding the mode of collection of data. It was

decided that sample survey be conducted. The source of data

were:

Shops:

This was followed by tabulation and analysis of data and finely

the findings were reported in harmony with the objectives.

73
SOURCE OF DATA

74
 SOURCE OF DATA

The nature of data can be divided into two groups:

a) Primary data

b) Secondary data

The primary data are those, which are collected afresh and for

the first time, and thus happen to be original in character.

The secondary data, on the other hand, are those which have

already been collected by someone else and which have

already been passed through the statistical process.

In this study, no secondary data was required. The primary

data was collected from shops.

75
 METHOD
OF
DATA COLLECTION

METHOD OF DATA COLLECTION

76
The following method of data collection can be used :

1. Observation method

2. Interview method

3. Questionnaire method

4. Schedule method

In this particular case questionnaire method was adopted. The

format represented a structured. Printed format of

questionnaire was used. The format being filled by the

interviewer.

The use of this method eliminated the following

inadequacies, which might have been encountered in the

other cases:

1. Language problem

2. Ambiguity regarding questions

77
3. Inadequate time for well thought out answers

4. Subjective bias on the of the interviewee.

78
RESEARCH
APPROACH

79
 RESEARCH APPROACH

Different types of research can be listed out such as,

Descriptive Vs Analytical research, Qualitative research and

others.

The approach was followed in this study the data is generated

through extensive survey and personal interviews.

No secondary data or information was used.

80
FIELD WORK

81
 FIELD WORK

DURATION OF FIELD WORK

60 days i.e. from 10th June to 10th of Augest 2005.

SITE OF FIELD WORK

The different areas of Lucknow District were surveyed. The

survey constituted personal interviews which was carried out at

the directly from shops.

FIELD WORK PLAN

The fieldwork can shows as follows : the preparation of the

questionnaire. The survey was started after that in Lucknow.

82
DESIGN OF SCHEDULE

DESIGN OF SCHEDULE

83
The Schedule has been defined below:

The schedule fulfilled the primary objective of the study i.e. to

study the shopkeeper service satisfaction level about mobiles.

• To know the Qty per month of the mobiles.

•To know the shopkeeper take this material, distributor, dealer,

or sub dealer.

•To know the maximum profit in which brand.

•To know the maximum schemes in which brands.

•To know the most popular model in category.

•To know the satisfaction level of Motorola’s service.

•To know who is Motorola’s distributor.

84
METHODS OF
TABULATION

85
 METHODS OF TABULATION

Tabulation is the process of summarizing raw data and

displaying the same in compact from (i.e., in the from of

statistical tables) for further analysis. In broader sense,

tabulation is an ordinary arrangement of data in columns and

rows.

Tabulation may be also be classified as simple and complex

tabulation.

1. SIMPLE –

Simple tabulation generally results in one-way

tables, which supply answers to question about one

characteristic of data only.

2. COMPLEX –

Complex tabulation usually results in two-way

tables, (which give information about two inter-related

characteristics of data), Three-way tables (giving information

about there interrelated characteristics of data) or still higher

86
 order tables, also known as manifold characteristics of

supply information about several interrelated characteristics

of data. Two-way tables, three way tables or manifold tables

or all examples of what is sometimes described as cross

tabulation.

In this data analysis the table is made by complex method.

Estimated Cost of the Project:

As far as completion of this research work and project is concerned,

the estimated cost of making this Project, collecting relevant

information about this project and preparing Research Report in

terms of money is approximately Rs.2750.

Time spent on making this project:

As I had time of two months for this summer training in Motorola, I

had to give six hour daily for my research work and rest of the time I

had assigned for work in Marketing Department. The estimated time

spent on this project in terms of hours is 360 hours.

87
 Efforts done in making this project:

First of all I pay my sincere thanks to my subject teacher Prof.

Sudhir Sharma who guided every time in my project and Research

Methodology subject knowledge. He also guided me as a child and

helped me at every step whenever I felt any type of difficulty in my

project work or whether I have problem in my daily life.

Also, I cannot forget the staff and employees of Motorola, who gave

their valuable help in collecting primary data from the Dealers .

At last but not least I say thanks to Mr. Neeraj Kumar Srivastava

( Area Sales Manager U.P. East ) who gave me relevant information

for my project work.

88
 Research Area:

Research was undertaken at Motorola India Pvt. Ltd.

Place: Lucknow city

Sampling Unit: It consists of Dealers of mobole phones.

Sample Size: I have done random sampling in my project

work to study and evaluate sale of Motorola mobile phones & its four

top leading competitors (Nokia , Samsung , LG, Sony Ericssion )

Sample size- 157 Dealers

Statistical methods used in this project: Statistical methods

help in knowing about the interpretations about the Primary data

collected by researcher and the interrelation between two or

more variables. I have used the Average method

for statistics test in my project work:

89
 Lucknow
sl Name of the contact
no Dealer name person address no

LATOUCHE

1 AVADH MOBILE SHOPPE SANJAY ROAD 9839486656

LATOUCHE

2 SANDEEP ELECTRICAL SANDEEP ROAD 9839486651

LATOUCHE

3 BALAJI BUSINESS CENTRE HARISH ROAD 9839486662

4 GULATI ART SAURABH AMINABAD 9839485135
5 COMMUNICATION POINT BHARAT AMINABAD 9839485481
6 SONI COMMUNICATION LOVY AMINABAD 9839488291
7 SHIVAM PHOTO SANJEEV KAISERBAGH 9839485493
8 LOVELY MOBILE SURENDER KAISERBAGH 9839486658
9 BAIJAL COMMUNICATION SONU KAISERBAGH 9839016611
10 VIDEO HOUSE VIPIN CANTT.ROAD 9839485491
11 GOPAL TELESHOP BHAGWAN CANTT.ROAD 9839025919
12 REGAL WATCH PARVEZ LALBAGH 9838581080
13 AVON PCO KAMIL LALBAGH 9838581202
NEW MUMBAI WATCH

14 HOUSE NADEEM LALBAGH 9839486666

15 FAZAL WATCH ASHRAT LALBAGH 9838581085
16 RADIO ELECTRIC HOUSE MANU LALBAGH 9839486674
17 SADANA ELECTRONICS PRADEEP LALBAGH 9839486712
18 UNIVERSAL WATCH RIZWAN LALBAGH 9839486692
19 SACHIN ENTERPRISES SACHIN LALBAGH 9839066354
20 RAJ BUSINESS POINT RAJ LALBAGH 9335902737
21 KALPANA MOBILE PINTOO JANPATH 9839173010
22 FONE ZONE SANJEEV JANPATH 9839485482
23 FREEDOMWORLD MANAS JANPATH 9935149535
24 PARVATI ELECTRONICS LUCKY JANPATH 9839485483
25 KING PEN STORE KAILASH JANPATH 9839095947
26 PARADISE MUSIC DEVENDER JANPATH 9839485486
27 MODERN PEN SUSHIL JANPATH 9838581077
28 SAHU AGENCY HIMANSHU HAZRATGANJ 9335901934
29 MOBILE COLLECTION SUDARSHAN HAZRATGANJ 9839485489
30 VENUS COMMUNICATION IMRAN N.K.ROAD 9838580981
31 MAA SANTOSHI MOBILE RAMBABU N.K.ROAD 9839526501
32 GET CONNECTED SANJAY SRIRAM TOWER 9839172727
33 DR. MOBILE ASLAM SRIRAM TOWER 9839300003
34 DREAMZ COMMUNICATION NITIN SRIRAM TOWER 9839485563
35 SHREE GANESH K.L.CHAWALA SRIRAM TOWER 9839485564
36 BABUA FONE CENTRE RAJUL SRIRAM TOWER 9839144332

90
37 ELECTRON GURMEET SRIRAM TOWER 9839487389
38 SATGURU COM. SRIRAM TOWER 9839487425
39 GANPATI MOBILE SUNIL SRIRAM TOWER 9839485566
40 CONNECTING PEOPLE RAVI SRIRAM TOWER 9839485567
41 SACHIVALAYA ANIL S.N.MARG 9839485577
42 CRESSET ENTERPRISES RIYADUL HUSSAINGANJ 9839485488
43 MOBI FONE VIVEK HUSSAINGANJ 9839485492
44 GIFT & MOBILE VIKKY BANSMANDI 9839486711
45 VERMANI DIST. PRADEEP BANSMANDI 9839486712
46 MOBILE SHOP AMAR NAKA 9839052492
47 ELECTRICAL SALES MANOJ NAKA 9839100071
48 BANSAL VCD GANESH NAKA 9839486716
49 DEEPAK ELECTRONICS DEEPAK NAKA 9415027793
50 SHIVA ELECTRONICS MUKESH NAKA 9415410523
51 MANNU RADIO MANNU NAKA 9839284554
52 RAJ KAMAL ELE. YOGESH NAKA 9839486703
53 NARENDRA ELE. NARENDRA NAKA 9415786395
54 BEST & COMPANY ANKUR NAKA 9838581109
55 ASHOKA ELE. SONU NAKA 9839485473
56 NEW DURGA ELE. RISHU NAKA 9839486670
57 SAGAR ELE. SAGAR NAKA 5222682542
58 GOPAL AUDIO SANTOSH NAKA 9839486704
59 VIMAL COM. LALIT NAKA 9839488381
60 NARANG ELE. INDU CHARBAGH 9839485470
61 CELL SHOPPE PAL CHARBAGH 9839485117
62 BHAGWATI COM. RAVIL GANESHGANJ 9415024999
63 ZEE COM. AMIR GANESHGANJ 9935149522
64 ANOOP ELECTRIC ANOOP RANIGANJ 9839484996
65 ANOOP WATCH ANOOP SADAR 9839485573
66 SAINIK WATCH SUMIT SADAR 9839485573
67 PLAZA POINT ROMI SADAR 9415466125
68 VINEET STORE VINEET SADAR 9415086857
69 MODERN COLOUR LAB TOPEKHANA 9935149516
70 GUPTA MOBILE MANISH RAJAJIPURAM 5222417775
71 BANSAL ELE. NITESH RAJAJIPURAM 9415177756
72 RAJAT TELECOM SAMEER RAJAJIPURAM 9839485514
73 S.R.COM. REHAN RAJAJIPURAM 9839079786
74 TANDON BUSINESS HUB MANISH RAJAJIPURAM 9415466645
NAWAB

75 TARUNNAM BUINESS HUSSAIN RAJAJIPURAM 5222412727

76 KAPOOR AGENCY NITIN CHOWK 9838581042
77 NEW GULATI ART PRADEEP CHOWK 9839485480
78 TRIMURTI TELECOM ANIL CHOWK 9839711197
79 ASHISH TULAI KENDRA ASHISH CHOWK 9839335539
80 KHANNA MOBILE ATUL THAKURGANJ 9839097736
81 MUKESH MODERN BAZAR MUKESH ALAMBAGH 9839486760
82 NEW FAIR BUSINESS ALOK ALAMBAGH 9839513822
83 WELCOME COM. GAUTAM ALAMBAGH 9838580932
83 COMPUE GALAXY RAJ ALAMBAGH
84 GAGAN ENTERPRISES GAJENDRA KANPUR ROAD 9839484751
85 SINGH GIFT PRAMOD KANPUR ROAD 9839485512
86 SIMPLE ELE. SIMPLE AASHIYANA 5222421850

91
 87 TANYA MOBILE TANYA BANGLA BAZAR 9935151267
88 JANPRIYA ROHIT ALIGANJ 9839484994
89 DINISHJAIN & SONS DINESH KURSI ROAD 9839487509
90 ROYAL STUDIO TOFIQ ALIGANJ 9839485030
BADSHAH

91 VIJAY TRAVELS PRAVEEN NAGAR 9839023208

BADSHAH

92 GOPAL AUDIO SANTOSH NAGAR 9839485528

BADSHAH

93 YASH MOBILE WASEEM NAGAR 9415785237

BADSHAH

94 FOREIGN POINT GUDDU NAGAR 9415089378

BADSHAH

95 RASTOGI I WAY TANAY NAGAR 9839476244

96 NEW MODERN COM. ANKUR BHOOTNATH 9839122666
97 MAA SHARDA RATAN BHOOTNATH 9415521726
98 GARG ELECTRONICS S.K. AGARWAL BHOOTNATH 5222342933
99 AGARWAL MOBILE AGE AMIT BHOOTNATH 9839487582
100 ANUPAMA MOBILE WORLD VISHAL DALIGANJ 9338587915
101 TARA INTERNATIONAL MANISH DALIGANJ 9839012121
102 SRI SATSAI ROHIT FAIZABAD ROAD 9839487496
103 APSARA STUDIO NISHAR FAIZABAD ROAD 9838580601
104 MOBILES POINT JATIN FAIZABAD ROAD 9839487482
105 NEW AVADH ELE. VIKAS SITAPUR ROAD 9935150991
106 CHIRAGDEEP SANJEEV BHOOTNATH 9838587979
107 ESS KAY COM. MONU GOMTI NAGAR 9839485569
108 SANA MOBILE MUZEEB GOMTI NAGAR 9839020099
109 NEW GENRATION KISHORE GOMTI NAGAR
110 MODERN COM. ANAND GOMTI NAGAR 9839012020
111 MOBILE TODAY SHIRISH GOMTI NAGAR 9839013915
112 GOPAL AUDIO SANTOSH GOMTI NAGAR 9839485528
113 MOBILE CARE VIJAY INDARA NAGAR 9839487610
114 S.K. TRADING SHARAD GOMTI NAGAR 9838580813
115 KING COM. FAISAL INDARA NAGAR 9839121333
116 RUDRA COM. RUDRA INDARA NAGAR 9838587933
117 SHRIDURGESH ABHISHEK INDARA NAGAR 9839220202
118 GALAXY MOBILE KARUNESH IT CROOSING 9839025555
119 SHIVANI LIGHT DEEPAK IT CROOSING 9839047238
120 MOBILE SHOPPE RISHI KAPOORTHALA 9839096666
121 MY MOBILE JAGDEESH KAPOORTHALA 9839485530
122 FOREIGN GOODS SUMIT KAPOORTHALA 9839967255
123 SIM SOLUTION SUDEEP KAPOORTHALA 9839011855
124 PRADHAN ELECTRICAL SANJAY KAPOORTHALA 522322980
125 MELODY HOUSE DINESH KAPOORTHALA 9839485531
126 YASH COM. GAURAV KAPOORTHALA 9839712020
127 ARUN TRADERS SHRIRAM KAPOORTHALA 9839485083
KHURRAM

128 UNITED COM. SALIM NAGAR 9839072092

129 RAJPOOT COM. PRAKASH KURSI ROAD 9839484987

92
130 HITECH MARKETING RAVI MAHANAGAR 9335904004
131 TIMES TELTCOM SUDEEP MAHANAGAR 9839011855
132 VINAYAK ENTERPRISES AJAY MAHANAGAR 9839211223
133 RAMA & KAMLA TRADERS R.K. CHAURASIA 5222384029
BADSHAH

134 MAHANAGAR COMPUTERS AJAY NAGAR 522380630

135 SUKH SYSTEM SANJAY MUNSHIPULIYA 9935150946
136 WADHWA COLLECTION GOLDY MUNSHIPULIYA 9839487614
137 SADANA ELECTRONICS DEEPAK MUNSHIPULIYA 9839487608
138 PAYSOFT COM ABBAS 9335233951
139 INDIANA MOBILE YUSUF DALIGANJ 9839485542
140 SUNITA ELECTRICALS MITESH VIKAS NAGAR 9838580669
141 CHOPRA ELECTRONICS H.C.CHOPRA LAKHIMPUR 5872252468
142 VAISHALI ELECTRONICS KALLU LAKHIMPUR 9838584826
143 R.G. ELECTRONICS ROBIT LAKHIMPUR 5872259906
144 ABHAY ELECTRICALS ALOK LAKHIMPUR 5872252283
145 MAYUR ARCHITECT SANTOSH SITAPUR 5862247078
146 SHIVA ELECTRONICS SHIV MOHAN SITAPUR 5862242995
147 PRIYANKA ELECTRONICS SONU SITAPUR 5862242619
148 THE MODERN SHOP SANJEEV SITAPUR 5862242156
149 BERY ELECTRONICS RAHUL SITAPUR 9839483731
150 GUNJAN ELECTRONICS ATIN HARDOI 5852232764
151 SHIPRA ELE VIVEK HARDOI 5852233028
152 PRABHU ELE. HARDOI
153 WAVE INFOTECH NEERAJ HARDOI 9415149250
154
155 BHARAT TRADERS RANU HARDOI 9839483672
156 AMBEY TRADERS MEET HARDOI
157 BABU RAM OPTICALS RAJ GONDA 9839483118

93
DATA ANALYSIS

94
 DATA ANALYSIS

TABLE

The table given below shows that sale of mobiles related

with different brands.

In Year 2004

Sale of mobiles (in numbers) according to their price

S.N. Price of hand <3500 350 500 600 8000 >10000

sets 0 0 0 to
to to to 1000 TOTAL
BRANDS 500 600 800 0
0 0 0
1 NOKIA 9570 269 119 780 370 100 14700
0 0
2 SAMSUNG 3340 106 46 240 120 78 5298
0 0
3 LG - 239 79 110 90 56 3436
0 0
4 MOTOROLA 1400 48 9 60 30 12 2072
0 0
5 SONY - - 118 150 220 85 1635
ERICSSON 0
TOTAL 14310 662 371 134 830 331 27141
0 0 0

95
BAR DIAGRAM

96
97
STATISTICAL
CALCULATION

98
 STATISTICAL CALCULATION
( For finding average sale of mobiles)

Serial no. 1: NOKIA ⇒

X = Σ x / N

Where,
X = Average sale
of Nokia

Σ x=Total sale (in

2004)

N=No. of price
ranges

Now,

X= 14700/6
=2450

So, average sale of Nokia mobiles (in 2004) ⇒ 2450

99
 STATISTICAL CALCULATION
(For finding average sale of mobiles)

Serial no. 2: SAMSUNG ⇒

X = Σ x / N

Where,
X = Average sale of
SAMSUNG

Σ x=Total sale (in

2004)

N=No. of price
ranges

Now,

X= 5298/6
=883

So, average sale of Samsung mobiles (in 2004) ⇒ 883

100
 STATISTICAL CALCULATION
(For finding average sale of mobiles)

Serial no. 3: LG ⇒

X = Σ x / N

Where,
X = Average sale
of LG

Σ x=Total sale (in

2004)

N=No. of price
ranges

Now,

X= 3436/6
=572.66

So, average sale of LG mobiles (in 2004) ⇒ 572.66

101
 STATISTICAL CALCULATION
(For finding average sale of mobiles)

Serial no. 4: MOTOROLA ⇒

X = Σ x / N

Where,
X = Average sale of
MOTOROLA

Σ x=Total sale (in

2004)

N=No. of price ranges

Now,

X= 2072/6
=345.33

So, average sale of Motorola mobiles (in 2004) ⇒

345.33

102
 STATISTICAL CALCULATION
(For finding average sale of mobiles)

Serial no. 5: SONY ERICSSON ⇒

X = Σ x / N

Where,
X = Average sale of
PANASONIC

Σ x=Total sale (in 2004)

N=No. of price ranges

Now,

X= 1635/6
=272.50

So, average sale of Sony Ericsson mobiles (in 2004) ⇒

272.50

103
104
FINDINGS

105
 FINDINGS

1. As far as sales Qty in year 2004 at Lucknow Market, the

ratings were as follows:

Nokia – 1st

Samsung – 2nd

LG – 3rd

Motorola – 4th

Sony Ericsson – 5th

2. As for as percentage is concerned the rating were as

follows :

Nokia – 54.16%

Samsung – 19.53%

LG – 12.66%

Motorola – 7.63%

Sony Ericsson – 6.02%

As for as price is concerned the ratings were as follows :

(a) Price Rs. < 3500

106
 Nokia – 1st

Samsung – 2nd

LG – Nil

Motorola – 4th

Sony Ericsson – Nil

(b) % of price Rs. < 3500

Nokia – 66.87%

Samsung – 23.34%

LG – Nil

Motorola – 9.79%

Sony Ericsson – Nil

As for as price is concerned the ratings were as follows :

(c) Price Rs. 3500 To Rs. 5000

Nokia – 1st

Samsung – 3rd

LG – 2nd

Motorola – 4th

Sony Ericsson – Nil

107
 (d) % of price Rs. 3500 to Rs. 5000

Nokia – 40.63%

Samsung – 16.01%

LG – 36.10%

Motorola – 7.26%

Sony Ericsson – Nil

5.As for as price is concerned the ratings were as follows :

(a)Price Rs. 5000 To Rs. 6000

Nokia – 1st

Samsung – 4th

LG – 3rd

Motorola – 5th

Sony Ericsson – 2nd

(b)% of price Rs. 5000 to Rs. 6000

Nokia – 32.07%

108
 Samsung – 12.40%

LG – 21.29%

Motorola – 2.43%

Sony Ericsson – 31.80%

6.As for as price is concerned the ratings were as follows :

(a)Price Rs. 6000 To Rs. 8000

Nokia – 1st

Samsung – 2nd

LG – 4th

Motorola – 5th

Sony Ericsson – 3rd

(b)% of price Rs. 5000 to Rs. 6000

Nokia – 58.28%

Samsung – 17.91%

LG – 8.21%

109
 Motorola – 4.48%

Sony Ericsson – 11.19%

7. As for as price is concerned the ratings were as follows :

(a)Price Rs. 8000 To Rs. 10000

Nokia – 1st

Samsung – 3rd

LG – 4th

Motorola – 5th

Sony Ericsson – 2nd

(b)% of price Rs. 8000 to Rs. 10000

Nokia – 44.58%

Samsung – 14.46%

LG – 10.84%

Motorola – 3.61%

110
 Sony Ericsson – 26.51%

8. As for as price is concerned the ratings were as follows :

(a)Price > Rs. 10000

Nokia – 1st

Samsung – 3rd

LG – 4th

Motorola – 5th

Sony Ericsson – 2nd

(b)% of price > Rs. 10000

Nokia – 30.21%

Samsung – 23.56%

LG – 16.92%

Motorola – 3.63%

Sony Ericsson – 25.68%

111
112
Customer Satisfaction

Customer Satisfaction
(Reason for Nokia’s Largest Sale)

The following are the reasons due to which Nokia’s sellphone

have large selling in the Lucknow market :

1. The advertisement of Nokia mobile is very good in

Lucknow market because company expends a lot of

money for advertisement.

113
2. Cheap and good handsets are available in Nokia.

3. The policy of Nokia company is always according to

current market situation.

4. Nokia provides good after sale service in Lucknow market.

5. The distributor of Nokia mobile is working very well on

behalf of his dealer’s in market.

6. Company always try to reduce the cost of product instead

of having largest selling in Lucknow market.

114
115
 MOTOROLA INDIA
Pvt. LTD.

MOTOROLA INDIA Pvt. LTD.

(Main highlights of Motorola)

The following are the important and reasonable features that

makes Motorora mobile different among it’s four leading

competitive :

1. First mobile handset was developed by the Motorola India

Pvt.Ltd.

116
2. Motorola company have a lot of experience in electronics

and

Communication field.

3. The Motorola mobiles have good battery backup.

4. Motorola company have a lot of attractive and colorful

handsets in Lucknow market.

5. The quality of Motorola mobile is better than other

mobiles.

6. As for as experience is concerned Motorola company have

more experience than any other company.

7. First musical handset was made by Motorola India Pvt. Ltd.

8. The employ of Motorola company are highly satisfied with

the company administration and management.

117
9. Motorola India Pvt. Limited does not expand extra money

for advertisement. Due to this reason customer can

acquire handsets in cheap price.

10. Motorola company make handsets according to

consumer’s

requirements

118
 CONCLUSION

CONCLUSION

1. Market share of Motorola Mobile is 7.63% in Lucknow.

2. The selling situation of Nokia Mobile in Lucknow market is

the best. Samsung comes on second place, LG comes on

119
 third place, Motorola comes on 4th place, and Sony

Ericsson comes on 5th place.

3. The sale of Motorola’s mobile is maximum for the price

Rs <3500 and minimum for the prices between Rs 8000

to 10000.

Total 503 counters ( dealers ) are selling mobile handsets

in Lucknow market .But 300 counters ( dealers ) are selling

Motorola mobiles handsets .I visited to 157 counters (dealers

) . They are selling Motorola mobile and other Mobile also

.Company administration is planning to increase the number

of dealers for increasing the sale .Lucknow is a biggest

market of easten ( U.P ) . Mr Neeraj kumar srivastava

( Area sales Manager ) U.P- east is working very well on the

behalf of Motorola .

120
 RECOMMENDATION

RECOMMENDATION

1.Motorola company should increase advertisement of mobile

handsets in Lucknow market.

2.Most of the shopkeepers are not satisfied with distributor,

121
 therefore company must think about better distributor in

Lucknow market

3. Company must be increase the number of employ.

4.It is necessary that company increases it’s services quality

because

the service satisfaction level is not satisfactory in Lucknow .

5.Company should launch good handsets in the range < Rs.

3500.

6.Motorola company must be motivated to it’s dealers &

realtors.

7.Top administration must be make good planning for

increasing the sell .

Submission over last 6 months sales:

122
Sales of past six months put together 5101 units are lesser

than what quantities sold in single calendar month 5606 units

of January 2004.

1 Average monthly sales has been 850units within 5

town distributors of east UP. during last 6 months
2 Average monthly sales has been 650units within 5
town distributors of east Up in quarter-1 over Avg of
5200 last year.
Sales have gone down by 8 times vis a vis last year

quarter 1.

3 Even after continuous communication nothing concrete

has been done to slower this rate of drop month after month.

4 Confidence of the trade has been shattered due to non

responsive and non aggressive behavior of the company month

after month vis a vis competition.

5 Td's are also loosing interest in the business because of

poor sales and lack of marketing activities during any product

launch

6 None of the product relevant to our market has been

launched properly .

7 Lack of product range in low and mid tier.

8 No scheme for channel in quarter 1 has reduced the

interest of the retailers.

123
9 Td's are doing less than 50 handset business in their town

hence their viability of the business is a big question.

10 Lucknow, Kanpur and Varanasi are doing a monthly avg of

237, 167 and 152 respectively in this quarter.

Critical Requirement :

Urgently require good models in the range of 2k to 5k with

very aggressive marketing activities to expand the dealer

network thereby reaching out to the maximum population.

Dealer Schemes and local publicity should be given top

priority in this quarter then only we can survive for the coming

months otherwise we too will continue to be rated as " others "

brand and not No.2 brand of the world.

124
LIMITATIONS
OF
PROJECT

125
 LIMITATIONS OF PROJECT

Following were some of the main limitations of my research

work:

1. Distributor of Motorola India Pvt. Ltd. does not want to

give the proper information about it’s dealers.

2. Dealers do not want to waste their time for providing the

information’s.

3. Dealers and Distributor were not impartial during

providing the data.

126
I had choosen the method of random sampling in my research

work, because it was not a simple task to get questionnaire

filled from each and every dealers of Motorola. So the results

does not show the exact market situation of Motorola.I have

put my best efforts in this study but still I have not found the

best results.

Dealers are the major limitation in my study because no one

was perfectly in condition to tell about the true information and

company’s policies.I had shortage of time for my research

study to get information by personal interview with every

Dealers of Motorola

127
 EXECUTIVE SUMMARY

First of all I would like to appreciate Mr Neeraj kumar

srivastava ( Area sale Manager U.P east ) for his valuable

suggestion & support..

As far as my whole Summer Training and Research Work is

concerned, I would like to thanks to my respected teacher and

project guide Prof. Sudhir Sharma (Lecturer, DIMS) for his

every time guidance and help. He not only motivates every one

but also loving and caring to all.

This summer training will always reside in my memory in my

whole life. All the moments passed in doing this project work

with Dealers, whole staff of ,Motorola, Distributor,

my college teachers, family, friends and my relatives will give

me happiness always.

128
My special experience that happened with me

during my training:

I have completed my training in Marketing Department at

Motorola India Pvt Ltd. I am grateful to Mr. Neeraj Kumar

Srivastava ( Area sales Manager U.P-east ) who gave me

chance to undergo two months summer training in their

reputed and esteemed organization. I have learned a lot of

experience and knowledge from them.I have noticed during

personal interview that most of the Dealers felt that doing

research is only wastage of time.Because most of the

respondents were uneducated, they were not in position to

understand English, so I asked questions from them in my

mother language HINDI.

In the end, I would like to pay my gratitude to the supreme

power-GOD without his will this project would only be a dream.

129
BIBLIOGRAPHY

130
 BIBLIOGRAPHY

Kotler, Philip. Marking Management: Prentice Hall of India Pvt.

Ltd., New Delhi.

C.R. Kothari, “ Research Methodology “ – Methods &

Techniques. Willey Eastern Ltd.

Official files, Catalogues etc.

Sale Report-Mr neeraj kumar srivastava (Area Sales Manager

U.P –east )

131
 QUESTIONNAIRE

1. Firm Name/Shop Name:

2. Location:
Tel. No.:

3. Contact Person:

A) What brands you deal in?

Brand Qty in
year 2004

1. Nokia :
2. Samsung :
3. LG :
4. Motorola :
5. Panasonic :

B) From where do you take this material ?

Distributor –
Dealer -
Subdealer -

C) Which brand you sell more and why ?

D) Which brand give you maximum profit ?

E) Which brand generally give you maximum scheme ?

F) Which is the most popular model in category ?

132
 Model Brands
Qty

<3500 :
3500 – 5000 :
5000 - 6000 :
6000 – 8000 :
8000 - 10000 :
>10000 :
G) Why you don’t deal in Motorola ?
H) Why you don’t sell Motorola ?
I) Are you satisfied with Motorola’s service ?
J) Are you aware who is Motorola’s distributor ?

If yes then name-

Thank You

133
 INDEX

Acknowledgement, 4-5

Appendix (Questionnaire), 134

Average Sale,105

Bibliography, 132

Bar Diagram,97

Circular Diagram,98

Contents Table, 8

Certificate by Organization, (A)

Certificate by Institute, (B)

Cost/Efforts/Time, 86-87

Customer Satisfaction, 115-116

Data Analysis, 96

Design of Schedule, 83

Dealers List, 89-94

Executive summary, 129-130

Findings, 107-113

Field Work, 81

Graphical Representation, 97-98

Hypothesis of the study, 14-15

Importance of the study, 12

134
Introduction of Marketing Research, 66-68

Conclusion, 121

Limitations of the study, 127-128

Methods of Data Collection, 76

Main Highlights of Motorola, 118-119

Market Environment, 17-24

Motorola Profile, 26-63

Motorola history,29-30

Objective of the study, 2

Preface, 7

Popular Models of Motorola,42-55

Sub Objective/Main Objective, 10

Sampling unit,88

Senior executive of Motorola,56-57

Questionnaire, 134

Research Area, 88

Research Design, 72

Research Methodology, 70

Research Approach, 79

Recommendations, 123-125

Regional offices,60-61

135
Sample size, 88

Source of Data, 74

Statistical Calculation, 100-104

Tabulation Methods, 85

136