DESCRIPTIVE STDUDY TO FIND OUT THE MARKET SHARE OF ‘MOTOROLA MOBILE PHONES by Sanjay Gupta

PROJECT REPORT “DESCRIPTIVE STDUDY TO FIND OUT THE MARKET SHARE OF ‘MOTOROLA MOBILE PHONES (GSM)’ VIS A VIS COMPETITION IN LUCKNOW MARKET IN 2008”

FOR

MOTOROLA INDIA PVT. LIMITED.

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 2008 .”

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

XYZ

ACKNOWLEDGEMENT

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. XYZ (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 XYZ (H.O.D. DIMS) for his kind support and instructions, which becomes valuable for my project.

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.

XYZ

Preface

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(2008).

CONTENTS TABLE 1. 2. 3. 4. 5. 6. 7. 8. 9. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 20. 21.

Objective of the Study Certificate of Organization Institution’s Certificate Acknowledgement Research Objective and Sub Objective Importance of the Study Hypothesis for the Study Motorola Profile Research Design Method of Data Collection Methods of Tabulation Sample Size Data Analysis Statistical Calculation Findings Conclusion Recommendations Limitations of the Research Executive Summary Bibliography Appendix (Questionnaire)

2 A B 4 10 12 14 26 72 76 85 88 96 104 107 121 123 127 129 132 134

22.

Index

136

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 .

(b) SUB-OBJECTIVES – (1) T o 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.

IMPORTANCE OF PROJECT

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.

HYPOTHESIS FOR STUDY

HYPOTHESIS FOR STUDY 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. 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 14

organization must have good sale planning and Motorola India Pvt. Ltd. must be very careful for it’s marketing department.

MARKET ENVIRONMENT

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 )

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. 17

The market has been divided into three segment erundmainly:

1-Low End. 2-Mid End. 3-High End.

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, 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 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. 20

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 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—

BRAND

SUBSCRIBER BASE (IN LAKS)

MARKET SHARE

Airtel

B.S.N.L

118.00

27.23%

98.80

22.79%

Hutch

81.90

18.90%

Idea

53.60

12.37%

B.P.L

25.90

5.99%

Aircel

17.90

4.12%

Spice

14.70

3.38%

Reliance

12.30

2.83%

M.T.N.L

10.40

2.39%

- 433.50

100.00%

TOTAL

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. 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, G1600, 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,C380,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, K500i, K700i, K750i ,Z800i ,P910i Most selling model in this brand are K300i,T230,T290.

MOTOROLA PROFILE

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.

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: 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. 26

MOTOROLA HISTORY

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.

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.

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, costeffective and flexible communication. Motorola had sales of US $31.3 billion in 2004. 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 missioncritical 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. 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. 31

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.

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. 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

global

leader

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. 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 34

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. 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 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 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). 37

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 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

1982

CEPT establishes a GSM group in order to develop the standards for a pan-European cellular mobile system

1985

Adoption of a list of recommendations to be generated by the group

1986

Field tests were performed in order to test the different radio techniques proposed for the air interface

1987

TDMA is chosen as access method (in fact, it will be used with FDMA) Initial Memorandum of Understanding (MoU) signed by telecommunication operators (representing 12 countries)

1988

Validation of the GSM system

1989

The responsability of the GSM specifications is passed to the ETSI

1990

Appearance of the phase 1 of the GSM specifications

1991

Commercial launch of the GSM service

1992

Enlargement of the countries that signed the GSM- MoU> Coverage of larger cities/airports

1993

Coverage of main roads GSM services start outside 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 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)

1985

Total Access Communication System (TACS) Radiocom 2000 CNetz

1986

Nordic Mobile Telephony (NMT), 900>

1991

Global System for Mobile communications> North American Digital Cellular (NADC)

1992

Digital Cellular System (DCS) 1800 39

1994

Personal Digital Cellular (PDC) or Japanese Digital Cellular (JDC)

1995

Personal Communications Systems (PCS) 1900- Canada>

1996

PCS-United States of America>

GSM ARCHITECTURE Table 2: Mobile cellular

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• • • • • • • • • •

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• • • • •

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Speed Dial 43

Motorola V200 Motorola V220 features at a glance: • • • • • • • • • •

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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 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

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External Display : 96 x 80 CSTN 4k Colour

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Senior Executive of Motorola:

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

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

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

DANIEL SHIH President Motorola (China) Electronics Ltd Motorola, Inc

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

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 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

REGIONAL OFFICES

REGIONAL OFFICES 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 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

1 2 3 4 5 6 7 8 9 10

Nokia Samsung LG Sony Ben Q Phillips Bird Panasonic Sagem Motorola total

Lucknow 14000 1000 500 400 300 100 50 25 25 300 16700 36.0925

Kanpur 10000 1200 400 400 200 75 50 25 50 180 12580 27.18824

Varanasi 6000 700 200 200 50 50 50 25 25 170 7470 16.14437

Allahabad 3000 300 100 100 30 25 25 20 20 40 3660 7.9100929

Gorakhpur 3000 200 100 100 20 25 25 20 20 50 3560 7.69397018

jhansi 2000 100 50 100 25 25 0 0 0 0 2300 4.970823

Total 38000 3500 1350 1300 625 300 200 115 140 740 46270 100

market share 82.13 7.56 2.92 2.81 1.35 0.65 0.43 0.25 0.30 1.60 100.00

Town Coverage Report 1 2 3 4 5 6 7 8 9 10 11 12 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46

Towns Lucknow Rae bareilly Sultanpur Sitapur Lakhimpur Hardoi Faizabad&Ayodhya Barabanki Behraich Balrampur Gonda Malihabad Kanpur Orai Farrukhabad Fatehpur Kayamganj Etawah Unnao Fatehgarh Banda Karvi Mahoba kannauj Varanasi Mughalsarai Mirzapur Ghazipur Mau Ballia Jaunpur Azamgarh Robertsganj renukoot Shaktinagar Obra Gorakhpur Basti Khalilabad Maharajganj Padrauna Kasiya Dumariaganj Deoria Nautanwa Allahabad Pratapgarh Total

Status

outlet covered 250 6 5 5 7 3 10 7 7 3 6 0 309 3 2 1 1 1 2 1 2 2 1 2 45 2 3 1 1 3 7 2 2 1 1 1 25 2 1 1 1 1 1 1 1 25 2 766

covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered covered

total counters 400 10 10 6 9 10 20 10 15 5 8 2 500 15 10 5 3 10 5 6 4 3 3 4 300 8 10 3 4 6 15 5 5 4 4 3 150 7 4 4 5 2 3 8 3 125 5 1756

“ 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, & PRODUCT IN LUCKNOW MARKET IN 2004. “

SONY ERICSSON

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 “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 .

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.

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.

RESEARCH METHOLOGY

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

Research design

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.

SOURCE OF DATA

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.

METHOD OF DATA COLLECTION

METHOD OF DATA COLLECTION 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

3. Inadequate time for well thought out answers 4. Subjective bias on the of the interviewee.

RESEARCH APPROACH

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.

FIELD WORK

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.

DESIGN OF SCHEDULE

DESIGN OF SCHEDULE 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.

METHODS OF TABULATION

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 order tables, also known as manifold characteristics of supply information about several 83

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.

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.

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:

Lucknow sl no

Dealer name

Name of the person

address

contact no

LATOUCHE 1

AVADH MOBILE SHOPPE

SANJAY

ROAD LATOUCHE

9839486656

SANDEEP ELECTRICAL

SANDEEP

ROAD LATOUCHE

9839486651

3 4 5 6 7 8 9 10 11 12 13

BALAJI BUSINESS CENTRE GULATI ART COMMUNICATION POINT SONI COMMUNICATION SHIVAM PHOTO LOVELY MOBILE BAIJAL COMMUNICATION VIDEO HOUSE GOPAL TELESHOP REGAL WATCH AVON PCO NEW MUMBAI WATCH

HARISH SAURABH BHARAT LOVY SANJEEV SURENDER SONU VIPIN BHAGWAN PARVEZ KAMIL

ROAD AMINABAD AMINABAD AMINABAD KAISERBAGH KAISERBAGH KAISERBAGH CANTT.ROAD CANTT.ROAD LALBAGH LALBAGH

9839486662 9839485135 9839485481 9839488291 9839485493 9839486658 9839016611 9839485491 9839025919 9838581080 9838581202

14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39

HOUSE FAZAL WATCH RADIO ELECTRIC HOUSE SADANA ELECTRONICS UNIVERSAL WATCH SACHIN ENTERPRISES RAJ BUSINESS POINT KALPANA MOBILE FONE ZONE FREEDOMWORLD PARVATI ELECTRONICS KING PEN STORE PARADISE MUSIC MODERN PEN SAHU AGENCY MOBILE COLLECTION VENUS COMMUNICATION MAA SANTOSHI MOBILE GET CONNECTED DR. MOBILE DREAMZ COMMUNICATION SHREE GANESH BABUA FONE CENTRE ELECTRON SATGURU COM. GANPATI MOBILE

NADEEM ASHRAT MANU PRADEEP RIZWAN SACHIN RAJ PINTOO SANJEEV MANAS LUCKY KAILASH DEVENDER SUSHIL HIMANSHU SUDARSHAN IMRAN RAMBABU SANJAY ASLAM NITIN K.L.CHAWALA RAJUL GURMEET

LALBAGH LALBAGH LALBAGH LALBAGH LALBAGH LALBAGH LALBAGH JANPATH JANPATH JANPATH JANPATH JANPATH JANPATH JANPATH HAZRATGANJ HAZRATGANJ N.K.ROAD N.K.ROAD SRIRAM TOWER SRIRAM TOWER SRIRAM TOWER SRIRAM TOWER SRIRAM TOWER SRIRAM TOWER SRIRAM TOWER SRIRAM TOWER

9839486666 9838581085 9839486674 9839486712 9839486692 9839066354 9335902737 9839173010 9839485482 9935149535 9839485483 9839095947 9839485486 9838581077 9335901934 9839485489 9838580981 9839526501 9839172727 9839300003 9839485563 9839485564 9839144332 9839487389 9839487425 9839485566

SUNIL

40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74

CONNECTING PEOPLE SACHIVALAYA CRESSET ENTERPRISES MOBI FONE GIFT & MOBILE VERMANI DIST. MOBILE SHOP ELECTRICAL SALES BANSAL VCD DEEPAK ELECTRONICS SHIVA ELECTRONICS MANNU RADIO RAJ KAMAL ELE. NARENDRA ELE. BEST & COMPANY ASHOKA ELE. NEW DURGA ELE. SAGAR ELE. GOPAL AUDIO VIMAL COM. NARANG ELE. CELL SHOPPE BHAGWATI COM. ZEE COM. ANOOP ELECTRIC ANOOP WATCH SAINIK WATCH PLAZA POINT VINEET STORE MODERN COLOUR LAB GUPTA MOBILE BANSAL ELE. RAJAT TELECOM S.R.COM. TANDON BUSINESS HUB

RAVI ANIL RIYADUL VIVEK VIKKY PRADEEP AMAR MANOJ GANESH DEEPAK MUKESH MANNU YOGESH NARENDRA ANKUR SONU RISHU SAGAR SANTOSH LALIT INDU PAL RAVIL AMIR ANOOP ANOOP SUMIT ROMI VINEET

75 76 77 78 79 80 81 82 83 83 84 85 86 87 88 89

TARUNNAM BUINESS KAPOOR AGENCY NEW GULATI ART TRIMURTI TELECOM ASHISH TULAI KENDRA KHANNA MOBILE MUKESH MODERN BAZAR NEW FAIR BUSINESS WELCOME COM. COMPUE GALAXY GAGAN ENTERPRISES SINGH GIFT SIMPLE ELE. TANYA MOBILE JANPRIYA DINISHJAIN & SONS

HUSSAIN NITIN PRADEEP ANIL ASHISH ATUL MUKESH ALOK GAUTAM RAJ GAJENDRA PRAMOD SIMPLE TANYA ROHIT DINESH

MANISH NITESH SAMEER REHAN MANISH NAWAB

SRIRAM TOWER S.N.MARG HUSSAINGANJ HUSSAINGANJ BANSMANDI BANSMANDI NAKA NAKA NAKA NAKA NAKA NAKA NAKA NAKA NAKA NAKA NAKA NAKA NAKA NAKA CHARBAGH CHARBAGH GANESHGANJ GANESHGANJ RANIGANJ SADAR SADAR SADAR SADAR TOPEKHANA RAJAJIPURAM RAJAJIPURAM RAJAJIPURAM RAJAJIPURAM RAJAJIPURAM

9839485567 9839485577 9839485488 9839485492 9839486711 9839486712 9839052492 9839100071 9839486716 9415027793 9415410523 9839284554 9839486703 9415786395 9838581109 9839485473 9839486670 5222682542 9839486704 9839488381 9839485470 9839485117 9415024999 9935149522 9839484996 9839485573 9839485573 9415466125 9415086857 9935149516 5222417775 9415177756 9839485514 9839079786 9415466645

RAJAJIPURAM CHOWK CHOWK CHOWK CHOWK THAKURGANJ ALAMBAGH ALAMBAGH ALAMBAGH ALAMBAGH KANPUR ROAD KANPUR ROAD AASHIYANA BANGLA BAZAR ALIGANJ KURSI ROAD

5222412727 9838581042 9839485480 9839711197 9839335539 9839097736 9839486760 9839513822 9838580932 9839484751 9839485512 5222421850 9935151267 9839484994 9839487509

ROYAL STUDIO

TOFIQ

ALIGANJ BADSHAH

9839485030

VIJAY TRAVELS

PRAVEEN

NAGAR BADSHAH

9839023208

GOPAL AUDIO

SANTOSH

NAGAR BADSHAH

9839485528

YASH MOBILE

WASEEM

NAGAR BADSHAH

9415785237

FOREIGN POINT

GUDDU

NAGAR BADSHAH

9415089378

95 96 97 98 99 100 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 117 118 119 120 121 122 123 124 125 126 127

RASTOGI I WAY NEW MODERN COM. MAA SHARDA GARG ELECTRONICS AGARWAL MOBILE AGE ANUPAMA MOBILE WORLD TARA INTERNATIONAL SRI SATSAI APSARA STUDIO MOBILES POINT NEW AVADH ELE. CHIRAGDEEP ESS KAY COM. SANA MOBILE NEW GENRATION MODERN COM. MOBILE TODAY GOPAL AUDIO MOBILE CARE S.K. TRADING KING COM. RUDRA COM. SHRIDURGESH GALAXY MOBILE SHIVANI LIGHT MOBILE SHOPPE MY MOBILE FOREIGN GOODS SIM SOLUTION PRADHAN ELECTRICAL MELODY HOUSE YASH COM. ARUN TRADERS

TANAY ANKUR RATAN S.K. AGARWAL AMIT VISHAL MANISH ROHIT NISHAR JATIN VIKAS SANJEEV MONU MUZEEB KISHORE ANAND SHIRISH SANTOSH VIJAY SHARAD FAISAL RUDRA ABHISHEK KARUNESH DEEPAK RISHI JAGDEESH SUMIT SUDEEP SANJAY DINESH GAURAV SHRIRAM

NAGAR BHOOTNATH BHOOTNATH BHOOTNATH BHOOTNATH DALIGANJ DALIGANJ FAIZABAD ROAD FAIZABAD ROAD FAIZABAD ROAD SITAPUR ROAD BHOOTNATH GOMTI NAGAR GOMTI NAGAR GOMTI NAGAR GOMTI NAGAR GOMTI NAGAR GOMTI NAGAR INDARA NAGAR GOMTI NAGAR INDARA NAGAR INDARA NAGAR INDARA NAGAR IT CROOSING IT CROOSING KAPOORTHALA KAPOORTHALA KAPOORTHALA KAPOORTHALA KAPOORTHALA KAPOORTHALA KAPOORTHALA KAPOORTHALA KHURRAM

9839476244 9839122666 9415521726 5222342933 9839487582 9338587915 9839012121 9839487496 9838580601 9839487482 9935150991 9838587979 9839485569 9839020099

128 129 130 131 132

UNITED COM. RAJPOOT COM. HITECH MARKETING TIMES TELTCOM VINAYAK ENTERPRISES

SALIM PRAKASH RAVI SUDEEP AJAY

NAGAR KURSI ROAD MAHANAGAR MAHANAGAR MAHANAGAR

9839072092 9839484987 9335904004 9839011855 9839211223

9839012020 9839013915 9839485528 9839487610 9838580813 9839121333 9838587933 9839220202 9839025555 9839047238 9839096666 9839485530 9839967255 9839011855 522322980 9839485531 9839712020 9839485083

133

RAMA & KAMLA TRADERS

R.K. CHAURASIA

5222384029 BADSHAH

134 135 136 137 138 139 140 141 142 143 144 145 146 147 148 149 150 151 152 153 154 155 156 157

MAHANAGAR COMPUTERS SUKH SYSTEM WADHWA COLLECTION SADANA ELECTRONICS PAYSOFT COM INDIANA MOBILE SUNITA ELECTRICALS CHOPRA ELECTRONICS VAISHALI ELECTRONICS R.G. ELECTRONICS ABHAY ELECTRICALS MAYUR ARCHITECT SHIVA ELECTRONICS PRIYANKA ELECTRONICS THE MODERN SHOP BERY ELECTRONICS GUNJAN ELECTRONICS SHIPRA ELE PRABHU ELE. WAVE INFOTECH

AJAY SANJAY GOLDY DEEPAK ABBAS YUSUF MITESH H.C.CHOPRA KALLU ROBIT ALOK SANTOSH SHIV MOHAN SONU SANJEEV RAHUL ATIN VIVEK NEERAJ

DALIGANJ VIKAS NAGAR LAKHIMPUR LAKHIMPUR LAKHIMPUR LAKHIMPUR SITAPUR SITAPUR SITAPUR SITAPUR SITAPUR HARDOI HARDOI HARDOI HARDOI

BHARAT TRADERS AMBEY TRADERS BABU RAM OPTICALS

RANU MEET RAJ

HARDOI HARDOI GONDA

NAGAR MUNSHIPULIYA MUNSHIPULIYA MUNSHIPULIYA

522380630 9935150946 9839487614 9839487608 9335233951 9839485542 9838580669 5872252468 9838584826 5872259906 5872252283 5862247078 5862242995 5862242619 5862242156 9839483731 5852232764 5852233028 9415149250 9839483672 9839483118

DATA ANALYSIS

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 sets 0 to BRANDS 500 0 1 NOKIA 9570 269 0 2 SAMSUNG 3340 106 0 3 LG 239 0 4 MOTOROLA 1400 480 5 SONY ERICSSON TOTAL 14310 662 0

500 0 to 600 0 119 0

600 0 to 800 0 780

8000 to 1000 0

>10000

370

100

14700

240

120

5298

110

3436

2072

150

220

1635

134 0

830

331

27141

TOTAL

460 790 90 118 0 371 0

BAR DIAGRAM

STATISTICAL CALCULATION

STATISTICAL CALCULATION ( For finding average sale of mobiles) Serial no. 1: NOKIA ⇒ X = Σx / N Where, X = Average sale of Nokia Σx=Total sale (in 2004) N=No. of price ranges Now, X= 14700/6 =2450

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

STATISTICAL CALCULATION (For finding average sale of mobiles) Serial no. 2: SAMSUNG ⇒ X = Σx / N Where, X = Average sale of SAMSUNG Σx=Total sale (in 2004) N=No. of price ranges Now, X= 5298/6 =883

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

STATISTICAL CALCULATION (For finding average sale of mobiles) Serial no. 3: LG ⇒ X = Σx / N Where, X = Average sale of LG Σx=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

STATISTICAL CALCULATION (For finding average sale of mobiles) Serial no. 4: MOTOROLA ⇒ X = Σx / N Where, X = Average sale of MOTOROLA Σx=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

STATISTICAL CALCULATION (For finding average sale of mobiles) Serial no. 5: SONY ERICSSON ⇒ X = Σx / N Where, X = Average sale of PANASONIC Σx=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

100

101

FINDINGS

102

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%

103

3. As for as price is concerned the ratings were as follows : (a) Price Rs. < 3500 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

4. As for as price is concerned the ratings were as follows : (a) Price Rs. 3500 To Rs. 5000 Nokia – 1st Samsung – 3rd

104

LG – 2nd Motorola – 4th Sony Ericsson – Nil (b)% 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

105

LG – 3rd Motorola – 5th Sony Ericsson – 2nd (b)% of price Rs. 5000 to Rs. 6000 Nokia – 32.07% 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

106

Motorola – 5th Sony Ericsson – 3rd (b)% of price Rs. 5000 to Rs. 6000 Nokia – 58.28% Samsung – 17.91% LG – 8.21% 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

107

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% 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

108

Sony Ericsson – 2nd (b)% of price > Rs. 10000 Nokia – 30.21% Samsung – 23.56% LG – 16.92% Motorola – 3.63% Sony Ericsson – 25.68%

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Customer Satisfaction

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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

lot

money

for

advertisement.

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.

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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.

112

MOTOROLA INDIA Pvt. LTD.

113

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.

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.

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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.

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

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CONCLUSION

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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 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

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

RECOMMENDATION

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RECOMMENDATION 1.Motorola company should increase advertisement of mobile handsets in Lucknow market.

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

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7.Top administration must be make good planning for increasing the sell .

Submission over last 6 months sales:

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.

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No scheme for channel in quarter 1 has reduced the interest of the

retailers. 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.

121

LIMITATIONS OF PROJECT

122

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.

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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

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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.

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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.

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BIBLIOGRAPHY

127

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 )

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QUESTIONNAIRE 1. Firm Name/Shop Name: 2. Location:

Tel. No.:

3. Contact Person: A) What brands you deal in? Brand 1. Nokia 2. Samsung 3. LG 4. Motorola 5. Panasonic

Qty in year 2004 : : : : :

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 ?

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F) Which is the most popular model in category ? Model

Brands

<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 nameThank You

130

Qty

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

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Hypothesis of the study, 14-15 Importance of the study, 12 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, 70 132

Research Approach, 79 Recommendations, 123-125 Regional offices,60-61 Sample size, 88 Source of Data, 74 Statistical Calculation, 100-104 Tabulation Methods, 85

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