Telenor Internship Report Aug 2010

Telenor Pakistan Internship Report

Internship Report

Line Manager

Mr. Imran Malik Awan(Asst. Manager S&D)

Submitted By:

Muhammad Talha Sultan

Telenor Pakistan (Pvt.) Ltd.


Internship Report

Organization:

Telenor Pakistan

Department: Sale and Distribution

Topic: Market conditions of Muzafargarh.

Primary Focus : Primary Recharge (Easy Load)

Line Manager: Mr. Imran Malik Awan

(Asst. Manager S&D)

Submitted By: Muhammad Talha Sultan


ACKNOWLEDGEMENT

Ifirst of all thanks ALLAH Almighty for helping and guiding me. Then I cordially thank to my line manager Mr. Imran Malik Awan and TSS of Muzaffargarh region Mr .M. Nadeem Awan who gave me exposure of corporate world and make things easy for me to learn. There given experience will always be step of success for me in my practical life. Last but not least, all admirations for my parents without them I will be nothing.


CONTENTS

1) Telenor History 01 2) Telenor Vision 03 3) Structure of Organization 04 4) Telenor Products 05 5) Sale & Distribution Hierarchy 05 6) Sale & Distribution Model 07 7) Telenor Easyload ComparisonV/s Competitor 08

a. Telenor Easy Load Intro 09 b. Khanpur Bagga Sher and Sultan Colony Sales 10 c. Ada Baseera and Chowk Qurashi Sales 11 d. Qasbah Gujrat Sales 12 e. MZG City and Doabba Sales 13

8) Availability (SIM) in the Market 14 a. Khanpur Bagga Sher and Sultan Colony 15 b. Ada Baseera and Chowk Qurashi 16 c. Qasbah Gujrat 17 d. MZG City and Chowk Qurashi 18

9) SWOT Analysis 19 10) Strategies to increase primary load 25 11) Conclusion 27


TELENOR HISTORY

Telenor Pakistan is 100% owned by the Telenor Group, an international provider of high quality voice, data, content and communication services in 14 markets across Europe and Asia. Telenor Group is among the largest mobile operators in the world with over 179 million mobile subscriptions (Q1 2010) and a workforce of approximately 40,000.

Telenor Pakistan is the country's single largest European investor, with investments in excess of US$2 billion. It acquired a GSM license in 2004 and began commercial operations on March 15, 2005.

At the end of May 2010 it had a reported subscriber base of 23.65 million, and a market share of 24% making it the country's second largest mobile operator.

OFFERING MOBILE FINANCIAL SERVICES

Telenor Pakistan acquired 51% of Tameer Microfinance Bank in November 2008. In 2009 it launched ‘easypaisa’ to become Pakistan’s first telecom operator to partner with a bank to offer mobile financial services across Pakistan.

CONTRIBUTING TO PAKISTAN'S ECONOMY

The company continues to contribute to Pakistan's economy. It has created 2,500 direct and 25,000 plus indirect jobs and has a network of 24 sales & service centers, more than 250 franchises and some 150,000 retailers, thus providing a means to livelihood to thousands.

For 2009 it is estimated that Telenor Pakistan contributed Rs20 billion in various forms of direct and indirect taxes to the economy of Pakistan.

INTERNET SERVICE PROVIDER

Telenor Pakistan provides wide EDGE connectivity across the country. It has one of the largest data networks (GPRS) in Pakistan providing Internet services to customers.

TODAY

Telenor Pakistan has grown to become a leading mobile communications services provider of the country.

Telenor Pakistan's corporate headquarters are in Islamabad, with regional offices in Karachi, Lahore, Faisalabad, Multan, and Hyderabad.

CORPORATE RESPONSIBILITY


Telenor

Pakistan's flagship corporate responsibility program, Khuddar Pakistan, aims to create dignified opportunities for persons with disabilities. The purpose is to become the most disabled-friendly organization in Pakistan in terms of employment, service, and community support.

ENVIRONMENTALLY CONSCIOUS

Telenor Pakistan has taken and continues to implement a number of environmentally-friendly initiatives. These include mainstreaming energy efficiency and alternate energy solutions, and implementing occupational health & safety practices that comply with international standards.

TELENOR VISION

Telenor values describe what behaviors are necessary to realize that vision. Corporate responsibility mindset ensures that vision and values nurture social concern and help to create shared value.

VISIONVision is simple: We're here to helpTelenor exist to help its customers and get the full benefit of communications services in their daily lives.

The key to achieving this vision is a mindset where everyone works together: Making it easy to buy and use services. Delivering on our promises. Being respectful of differences. Inspiring people to find new ways.


STRUCTURE OF THE ORGANIZATION

In Telenor the structure is very lean. In general the whole setup is centralized and all the matters are to be reported to the main company and all the policies and targets are approved at the higher level. But at the departmental level the structure is decentralized.

Telenor has following functional departments:

1. Technical2. Customer Relation

3. Finnace

4. Administration and Procurement

5. Human Resource

6. Co-ordination (Govt. Relations)

7. Marketing

8. Sales and Distribution

TELENOR PRODUCTS

Products of Telenor are:

1) Telenor EasyLoad2) Telenor Scratch Cards

3) Telenor SIM,s

4) Easy paisa

5) Shaulat Ghar


6) VAS at the retail and franchise

SALE AND DISTRIBUTION HIERARCHY

Sale

&

Distribution

Model


SALE AND DISTRIBUTION MODEL


Telenor Easyload

V/s

Competitors Load

(Mobilink)


Telenor Easyload

Telenor is pioneer in this service in Pakistan telecommunication sector. This service facilitates the customer to recharge his account as per his pocket needs. Telenor easyload range varies from Rs10 recharge to Rs 5000 recharge and validity is as per ones price plan. Telenor launches this service in Pakistan because there is large number of prepaid users in Pakistan and the Easyload proves a giant for the market and users rush towards it. This innovation of Telenor Pakistan revolutionizes the pattern of mobile account recharge.


EASY LOAD SALES IN MZG MARKET V/S MOBILINK LOAD

1) Khanpur Bagga Sher and Sultan Colony

Average Daily sale of Mobilink is approximately between Rs 90,000 to Rs 95,000

Average Daily sale of Telenor is approximately between Rs 35,000 to Rs 40,000

Reason

Network coverage in Sultan Colony is poor. Problem of signals dropping is the main issue. Retailers claim that they sale Easy Load more than the Mobilink Load in past, but due to poor network of Telenor people are switching to Mobilink.


2) Ada Baseera and Chowk Qurashi

Average Sale of Mobilink is approximately between Rs 75,000 to Rs 80,000

Average Sale of Telenor is approximately between Rs 65,000 to Rs 70,000

Reason

Competition in this market is tough and both companies are competing head to head


3) Qasbah Gujrat

Average sale of Mobilink is approximately between Rs 85,000 to 90,000

Average sale of Telenor is approximately between Rs 90,000 to 95,000

Reason

We have first mover advantage in this market.


4) MZG City and Doabba

Average Sale of Mobilink is approximately between Rs 140,000 to Rs 145,000

Average Sale of Telenor is approximately between Rs 60,000 to Rs 65,000

Reason

Mobilink has high sale in this market because they force retailer to maintain buffer stock.


Availability

In the Market


AVAILABILITY IN THE MARKET

1) Khanpur Bagga Sher and Sultan colony


2) Ada Baseera and Chowk Qurashi


3) Qasbah Gujrat


4) MZG City and Doabba


Swot

Analysis


SWOT ANALYSIS OF MARKET

STRENGTHS

1) Retailers are interested in telenor products as it gives them chances to improve their income, such as easy paisa and VAS at retail.

2) Telenor easyload commission to retailers 3.5%, while the rest others give 3% except Zong.

3) Sahulat Ghar is really blessing for rural customers.4) Facility of load on phone call.5) Strong distribution channel.6) Deep rural penetration with respect to coverage.

WEAKNESS

1) Visibility of Telenor is low than competitors2) Unavailability of easyload on holidays.3) RSO behavior in some areas.4) Problem in doing VAS at retail.5) RSO is irregular in Rohinlawali market.6) High Price of SIM card than others.

OPPORTUNITIES

1) Easy Paisa penetration is a great tool to get through the market.2) Give confidence to retailers about the easy load availability at anytime.3) Make RSO regular and quick so he can be first at the shop than competitors.4) Provide retailers a handbook which contain summary of our products and their usage

detail, specially to FS and VAS retailers.5) Service should be quick. Define criteria about how much time would be needed to done

a job.6) VAS at retail is an advantage for the customers. Hence proper training should be given

to RSO’s so that they may tell retailers about the benefit (commission) they get on activation of VAS.

7) Training of RSO’s so they can better represent at every step.8) The issue of rates of SIM card can be diluted through MNP.

THREATS

1) Mobilink strong push strategy in the market.


2) Mobilink Service Points.3) Network problem, dropping of signals in some areas.


Strategies

To

Increase

Primary load


STRATEGIES

1) Give customer choices in numbers. Available wide variety of numbers to the customers so that one can choose his favorite number in telenor.

2) Focus on MNP through stall activity. 3) RSO should be first at the shop; this can increase our primary load.4) Must concentrate on selling value instead of price.5) A plan should be made to give easyload to retailers on credit specially on holidays, but

at the same side recovery for that credit must be efficient. In this way primary recharge can increase.

6) Route Plan of RSO is accessible and should be near to 40 to 50 shops. So that RSO should focus on his shops and increase primary recharge for company.

7) Prize Scheme for retailers motivates them to sell our load (like recent activity of mala maal). Competition for retailers time to time will increase their involvement in selling our load.

8) Visibility must be increased in markets. Because prominent thing in market, has much sale than others.


Conclusion


CONCLUSION

The focus of this report is the situation of Telenor Easyload (primary Load) in the Muzafargarh market versus its competitors. Telenor position in most of Muzafargarh market is behind the Mobilink. Telenor is competing head to head in many areas but still need an edge to leave behind mobilink.

Telenor bring innovation for their customers and in this matter mobilink follow them. They see the result of telenor innovation and then redefine it and make it part of their product package.

Mobilnk push strategy is very strong in market they force retailers to maintain buffer stock and also give credit to them, it has some negative effects but overall it give a positive impact for mobilink and in comparison telenor facilitate its retailers, by not forcing him to maintain any buffer stock, but this create dual effect positive for retailer and negative for company as retailer is not consistent in buying primary recharge. Somehow credit must be given to retailers this will boost up the primary load sale. Load sale also decreases due to bad network coverage. People are switching to other service provider.

Easy Paisa is really an attraction for retailers and they are really willing to make their shops as FS outlet.

Availability of telenor is low then competitors because retailers complain that the price of SIM card is high and customer are not willing to purchase high price SIM card if a very low price SIM card is available.

Another issue of visibility is also a main concern for telenor. Competitors visibility is too much than telenor and retailer demand posters, sheet and boards for their shops. They also claim that other companies give them too much things than the telenor.

In the end Telenor is giving tough competition in the market and is growing day by day due to his customer care policy. People are now begin to realize that only telenor SIM card is just not a SIM card for call or messaging but it is a package of different services in just one SIM card, like mobile account on your number and other VAS. This image of telenor is making the company stand above all.

Telenor Internship Report Aug 2010

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