[pic] American International University-Bangladesh (AIUB) INTERNSHIP REPORT ON “A Research on the Classification of Sales Channel: Robi Axiata Limited” Supervised By: Kazi Ahmed Farhan Lecturer School of Business American International University-Bangladesh AIUB Submitted by: Gazi Fahd Hussain ID NO: 07. 01. 02. 085 Major in Marketing School of Business “A Research on the Classification of Sales Channel: Robi Axiata Limited” LETTER OF TRANSMITTAL 31 March 2011 Kazi Ahmed Farhan Lecturer School of Business AHSANULLAH UNIVERSITY OF SCIENCE & TECHNOLOGY Subject: Submission of Research on the Classification of Sales Channel: Robi Axiata Limited.
Dear Sir, According to your advice to prepare a research on the classification of sales channel I have prepared my report on “Robi Axiata Limited”, on of the telecommunication company of Bangladesh. In this research i have explained point of sales activities of Robi Axiata Limited in detail. I gathered the information as much as possible. Much of our information is collected from primary sources (visiting retailers of Robi Axiata Limited & talking with the management of Robi Axiata Limited) & some other information was collected from the internet. I enjoyed working on this report and hope you will find it innovative.
Sincerely yours, Gazi Fahd Hussain ID No: 07. 01. 02. 085 ACKNOWLEDGEMENT All praises for the Almighty Allah, the most merciful and beneficent, for giving me sufficient opportunity to study in B. B. A. program (American International University-Bangladesh). I am indebted to many people for providing us encouragement and support during my learning and working while making this research and we want to show our gratefulness to these people. I am very much grateful to KAZI AHMED FARHAN, my respected course instructor, who provided me the opportunity to do this report.
It was not possible for me to prepare this research without his sincere permission, constant support and inspiration. I express my gratefulness to him. Thanks to the authority of Robi Axiata Limited for helping me in every possible way. My cordial thanks to ANM KHALED (Specialist, Consumer Sales & Services, Market Operation Division) & SABBIR SHOAIB (Specialist, Consumer Sales & Services, Market Operation Division) in particular for their enormous help and assistance, for providing me the required information about point of sales classification of Robi Axiata Limited.
I would also like to thank my friends and peers for their encouragement, support, and suggestions which helped us to make this report a successful one. Letter of Endorsement The Internship Report entitled “Classification of Sales Channel: Robi Axiata Limited” has been submitted to the Office of Placement & Alumni, in partial fulfillment of the requirements for the degree of Bachelor of Business Administration, Major in Marketing, Faculty of Business Administration on 31 March , 2011 by Gazi Fahd Hussain, Id No: 07-08740-2 The report has been accepted and may be presented to the Internship Defense Committee for evaluation. Any opinions, suggestions made in this report are entirely that of the author of the report. The University does not condone nor reject any of these opinions or suggestions). ______________________ “KAZI AHMED FARHAN” Internship Supervisor EXECUTIVE SUMMARY In this research paper, I have provided a quantitative and descriptive research on Classification of Sales Channel: Robi Axiata Limited, in Bangladesh. In this research paper, I have discussed & worked out with theoretical reviews of Point of sales (POS) classifications and alternation of decisions can make by the organization.
More to say , that I have completed this research paper on long term broad objective and specific objectives to fulfill the information I have collected through primary & secondary data . Earlier, we have tried to review the company overviews and literature review on the purpose of the POS classification. At last, we have discussed & delivered some suggestions & recommendations to improve the conditions workout throughout the research for the respective organizations. The overall research is for the purpose of identifying point of sales classification and afterwards activities for the retailers in Mirpur areas, Dhaka city. ______TABLE OF CONTENTS_______ Title Page—————————————————————————i Letter of Transmittal————————————————————ii Acknowledgement————————————————————– iii Letter of Endorsement——————————————————– iv Executive Summary———————————————————– v Table of Content —————————————————————-vi 1. Introduction—————————————————————— 1 1. Background of the report—————————————————————–1 2. Objective of the study———————————————————————2 3. Scope of the report————————————————————————3 4. Limitations———————————————————————————-3 5. Statement of the problems—————————————————————-3 6.
Literature Review————————————————————————–4 2. 0 Methodology———————————————————————–6 2. 1 Sources of Information———————————————————————6 2. 2 Methods of Data Collection —————————————————————6 2. 3 Data Analysis——————————————————————————–7 2. 4 Timeline of Activities———————————————————————-7 3. Company Overview———————————————————— 8 3. 1About Robi———————————————————————————–8 3. 2 Background of the company ————————————————————- 9 3. 3 Journey of the Country ——————————————————————–9 3. 4 Strategic Overview of Robi ————————————————————-10 3. 5 Mission & Vision of Robi ————————————————————– 11 3. Division & Department of Robi———————————————————11 3. 7 Products & Services ———————————————————————-11 3. 8 Coverage ———————————————————————————- 13 3. 9 Organizational Structure —————————————————————–14 3. 10 Features of Robi ————————————————————————-14 4. 0 Finding & Analysis ———————————————————– 15 4. Key Findings of the Study ————————————————————– 31 5. 0 Recommendations ———————————————————————— 33 6. 0 Conclusion————————————————————————————-34 7. 0 Appendix————————————————————————————— 35 1. 0 Introduction Telecommunication is the transmission of information, over significant distances, for the purpose of communication. Today the globe is a village and telecommunication has become a necessity to people’s life.
Moreover, telecommunication has started introducing some diversified areas with the help of its mobile network. Nowadays, people can not think without mobile phone. Many people depend on it for their ultimate connectivity. It has become a part of people’s day to day life. Mobile technology is presently providing various cheap solutions in people’s daily life. Information technology enables telecom companies to provide economic solutions with a very cheap and easily available access, which was costly earlier and not accessible to some extent.
Using a mobile phone has become a common measure of communication in our country. From a rickshaw puller to a higher official, everyone owns a mobile phone. The number of mobile phone users is increasing day by day. So our country has become an attractive market for mobile operators. Robi Axiata Ltd. is one of the leading mobile operators in our country who have seen this great potential. 1. 1 Background of the Report For BBA (Bachelor of Business Administration) students of University of AIUB, internship program is mandatory for every student to complete the degree.
Internships provide an opportunity for students to link theory with practice and further serve as a temporary labor pool for those organizations that have committed to participate in the internship program. The internship program has following purposes: • It provides a student with a practical real world experience in the public or nonprofit sector before entering into a job market. Such experience not only increases students’ job prospects, but also teaches what is expected in terms of professional behavior. • It enables a student to develop important skills which cannot be taught in the classroom. It enables a student to compare theoretical ideas learned in the classroom within the world of work. • It permits a student to apply the technical skills learned in the classroom to real world problems. I have prepared this report while working as an intern in Robi Axiata Ltd. This report is based on “Marketing of Robi Axiata Ltd”. I have also covered information regarding the organizational overview and what I did and learned everyday in Robi Axiata Ltd. 1. 2 Objectives of the Study There are two kinds of objectives of the report. They are: ? Broad Objective ? Specific Objective
Broad Objective: The main objective of the study is to know how Robi classify its business channels. From the study, I also want to acquire a sound knowledge of roles, activities and responsibilities of the Consumer Channel Development unit of an organization which I can apply in my future professional life. Specific Objectives: The specific objectives of this internship report are: ? To have a clear understanding of market dynamism. ? Categories as well as find out business opportunities and potential POS for sales penetration. ? To capitalize on market by increase trade loyalty. To find out POS wise sales and find out ways to penetrate sales in future which include KYC (Know Your Customer) as well. ? To capture the snapshot of market so that in future Robi can introduce POS wise campaign, channel loyalty program etc. ? Enhance the visibility of Robi at market level. ? Service at customer door steps through identify and expanding service point. 1. 3 Scope of the Study The organization chosen was a telecommunication; therefore, the focus of the report was mainly on the Point of Sales (POS) undertaken by the organization.
I tried to focus on gathering knowledge about the POS classification activities & policies of Robi Axiata Limited in depth. As, the research was a combination of both field work & theoretical knowledge, I am able to understand from my research preparation in a much detailed & clear way. 1. 4 Limitations of the Study Three months of time for a research is really very low. It is really very difficult to find out every single issue within this limited period of time. Overall the limitations those I have faced are: ? Time Frame. It was difficult to access to more internal information. ? It was really difficult for me to accumulate confidential data. ? Some retailers didn’t give attention providing information. 1. 5 Statement of the Problem After completion of this study I can able to find out the perceptions of the company practicing POS classification about the retailers and the decisions which can be effective for that. 1. 6 Literature Review There are some strategies which a business organization always applies for achieving its objectives. Business classification is one of these strategies.
In Bangladesh it is always seen that business organizations classified their products for generating some value in these. In telecommunication companies, it has seen the most. For example, grameenphone Ltd. classified their SIM cards in many classes: djuice, bondhu, apon, corporate etc. Robi Axiata Limited is also one of the leading telecommunication companies in Bangladesh. SIM card with a unique customer’s identity is its basic product. It also classified its products into many categories. But recently it has a plan to classify its business channels as well.
Previously, in many times Robi used to classify its products in many ways. But it was the lack of motivation of sales people; as a result Robi did not get the expected level of sales which it expected. So it is clear that, to get the expected sales level it is also important to motivate the sales people properly. Recently Robi takes the initiative to classify its Point of Sales (POS), from which basically the products spread to the customers. Robi basically plan to rearrange their POSs into three possible parts: Premium, Gold and Silver.
As the part of this project Robi has done a detail questionnaire survey. By analyzing the survey report Robi has the plan to treat its POSs accordingly. Turning Of Aktel Into Robi And Their Market Challenge. Aktel, one of the country’s top mobile phone brands, took its new name—Robi—meaning the sun, with effect from the dawn of Sunday when it also unveiled a new logo for the company at a colourful ceremony at the capital’s Suhrawardi Uddyan. Aktel will henceforth be known as Robi, underlining the rich, vibrant culture and heritage of Bangladesh, executives of the popular cellphone company said. Robi brings the first gleam of light that shows us the day… a symbol of harvest that brings smile on the faces of farmers,’ said Michael Kuehner, the Managing Director and CEO of Axiata (Bangladesh) Ltd. , the Malaysia-based mobile operator. He went on to point out that the word Robi is also very familiar to Bangla speaking people as it is the name of their pride poet, Rabindranath Tagore. ‘We aim to develop an emotional link with the culture and roots of this nation… Therefore, we chose the Bangla word Robi to be our identity,’ he said.
The mobile phone operator has also taken the logo of the Axiata Group Berhad, the parent company. Axiata (Bangladesh) Limited, formerly known as TM International (BD) Limited, is a joint venture between Axiata Group Berhad (70 per cent) and Japanese NTT DoCoMo (30 percent). One of the six mobile companies in Bangladesh, Robi is the third largest mobile phone operator in terms of revenue, having some 10. 31 million subscribers across the country. Earlier, the largest mobile phone operator in the country, Grameen Phone Ltd. , had also changed its logo assuming that of Telenor Group, the major shareholders of the GP. By changing the name to a Bengali word, the company aims at aligning its services to local culture and tradition. The word has been chosen as it carries a range of dominant meanings of emotional and cultural bondage of the people of this land,’ Kuehner told a press briefing at Suhrawardi Uddyan. Robi’s head of corporate affairs Segufta Yesmin Samad and chief commercial… 2. 0 Methodology of the Report 2. 1Sources of Information Robi is one the major telecom service provider in Bangladesh. Its Head Office is situated in Nafi Tower, Gulshan-1, and Dhaka.
The study will primarily focus on the Consumer Channel Development unit of Consumer Sales and Service (CSS) Department of Robi where I am doing my internship. However, relevant and necessary analysis of other events and circumstances pertaining to the study will be made. The following sources have been used for the purpose of gathering and collecting data as required. A. Primary sources: ? Observation ? Personal interview ? Through personal acquaintance with the people at Marketing Division B. Secondary sources: ? Information from web. ? Brochures. ? Newspapers Clips. ? Journals, and ? HR Books
Both primary and secondary data sources will be used to generate this report. Primary data sources are scheduled survey, informal discussion with professionals and observation while working in different desks. The secondary data sources are different published reports, manuals, price updates and different publications of “ROBI”. 2. 2 Methods of Data Collection Relevant documents and data will be obtained from CSS Department, Robi. Further material will come from previous reports, studies, articles, news published on National Dailies etc. Literature concerning explanation and theories will be collected from Internet.
A questionnaire will be prepared including both open-ended and close-ended questions to get feedback from the POSs that will be used in measuring the effectiveness of the classification. Observation on the activities of the colleagues, in-depth discussion with organizational supervisor and my practical knowledge on job will be helpful to know activities, duties and responsibilities of the Consumer Channel Development Unit. 2. 3 Data Analysis After surveying, questionnaire will be reviewed and edited to ensure the completeness, consistency and reliability of data as well as to facilitate the coding process.
Then, the open-ended responses will be coded and finally data will be computerized. If required, recoding will be done to facilitate analysis. Analysis of data and the preparation of the report will be done by the Microsoft Office Program (MS Word, MS Excel, and MS PowerPoint) in computer. 2. 4 Timeline of Activities: The plan for this project is provided on the basis that it is a general guide to direction. Due to the nature of the research some information may be difficult to obtain on schedule and allowance for this needs to be made. This plan is also subject to change on re-evaluation.
In every stage, strong communication with my supervisor will be maintained to get the best outcome of the report. Stage 1: Topic selection and proposal submission: 7th March, 2011. Stage 2: Gather information from secondary sources as well as obtain data from primary sources. Conduct and complete reviews of relevant literature within 24th March 2011. Stage 3: Make needed correction & Prepare draft report within 31st March 2011 and show my Internship Adviser. Stage 4: Make needed correction suggested my supervisor and prepare final report for final submission within 10th April 2011. 3. 0 Company Overview 3. 1 About Robi Axiata Limited
Robi Axiata Limited is a dynamic and leading countrywide GSM communication solutions provider for Bangladesh, and is joint venture Company between Axiata Group Berhad, Malaysia and NTT DOCOMO INC, Japan. It was formerly known as Telekom Malaysia International (Bangladesh) which commenced operations in Bangladesh in 1997 with the brand name AKTEL. On 28th March 2010, the service name was rebranded as ‘Robi’ and the company came to be known as Robi Axiata Limited. Robi is truly a people-oriented brand of Bangladesh. Robi, the people’s champion, is there for the people of Bangladesh, where they want and the way they want.
Having the local tradition at its core, Robi marches ahead with innovation and creativity. To ensure leading-edge technology, Robi draws from the international expertise of Axiata and NTT DOCOMO INC. It supports 2G voice, CAMEL Phase II & III and GPRS/EDGE service with high speed internet connectivity. Its GSM service is based on a robust network architecture and cutting edge technology such as Intelligent Network (IN), which provides peace-of-mind solutions in terms of voice clarity, extensive nationwide network coverage and multiple global partners for international roaming.
It has the widest International Roaming coverage in Bangladesh connecting 600 operators across more than 200 countries. Its customer centric solution includes value added services (VAS), quality customer care, easy access call centers, digital network security and flexible tariff rates. By leveraging on Axiata’s extensive expertise in the international communications implementation, Robi became the first mobile operator to connect Tetulia and Teknaf, which is the northern and southern most points of Bangladesh, and first to provide seamless coverage along the Dhaka-Chittagong highway.
With a network covering all 64 districts of Bangladesh, coupled with the first Intelligent Network (IN) Prepaid Platform in the country, Robi is geared to provide a wide range of products and services to customers all over Bangladesh. 3. 2 Background of the Company Axiata Bangladesh Ltd. (Robi) was found as a joint company of the Axiata Group Berhad from Malaysia and the NTT DoCoMo Inc. from Japan. It operates as a Limited Liability Company, where a founder and a majority shareholder, the AXB- member of the Axiata Group Berhad owns 70% shares, while the minority shares of 30 % are being controlled by the NTT DoCoMo. . 3 Journey of the Country Robi is the dynamic and leading end-to-end countrywide GSM mobile communication solutions of TM International (Bangladesh) Limited. With a vision to be the leading service provider in the ICT sector in Bangladesh, it has contributed considerably to the improvement of tele-density of the country. This fact is apparent through Robi’s presence throughout the reaches of Teknaf to Tetulia and the seamless network established along the Dhaka-Chittagong highway.
Robi’s investment in Bangladesh to date stands at a significant amount, which has contributed significantly towards the growth of the economy of the country while creating multifarious employment opportunities in many active areas. Among many products, Robi has launched its dynamic new service called Robi International Roaming Service, which allows Robi users to access over 550 global operators across more than 205 countries. With this robust service, Robi boasts to be the widest roaming operator in the country, far outweighing the current roaming service provider’s coverage. New service and features area to be added) Robi also prides itself as a technology driven company. It has invested heavily into upgrading the systems with state of the art equipment with cutting edge technologies available today in the telecom sector such as its Short Message Service (SMS) and Voice Message Service (VMS) systems, and migration of the Pre-Paid network platform to Intelligent Network (IN), which was successfully implemented for the first time in Bangladesh.
A reflection of these processes are the highly competitive product packages and first ever services that had been offered to all Robi Customers throughout the year. It is strongly believed that Robi will be the pioneer service provider to be able to realize the long-felt needs of the customers from all walks of life by offering innumerable innovative products and value-for-money services throughout the years to come. In concert with the theme of undeniable customer appreciation, Robi celebrates the end of a remarkable year. 3. 4 Strategic Overview of Robi
Principles of Robi: Employees of this company hold themselves accountable to the following guiding Principles for the organization- Emotional: Passionate, Creative, Respectful, and Open. Functional: Simple, Ethical, Transparent, Ownership. Passionate: We’re passionate – it’s in all of us. Whether visible or hidden within for whatever reason. Creative: Everything we do we should do in a creative innovative manner. Respectful: We are truly respectful to each other. Our subordinates, peers, partners and customers. Open: We have no hidden agendas. We share information freely.
Simple: Everything we do and say should be simple and easy to understand Ethical: We are moral, upright, honest, righteous, virtuous, honorable, keeping our promises in all we say and do. Transparent: A few key words and phrases sums this up: Honesty. Openness. Frankness. No lies. No deceit. No games. Easily understood. Ownership: Whilst working individually or collectively, we clearly demonstrate individual and collective ownership. 3. 5 Mission & Vision of Robi Vision To be a leader as a Telecommunication Service Provider in Bangladesh Mission
ROBI aims to achieve its vision through being number ‘one’ not only in terms of market share, but also by being an employer of choice with up-to-date knowledge and products geared to address the ever changing needs of our budding nation 3. 6 Division & Department of Robi ROBI is operating with following Divisions / Departments having its establishment in different locations at Dhaka, Chittagong and other regions of Bangladesh. ROBI has following divisions and departments: ? Finance Division ? Commercial Division ? Information Technology Division ? Technical Division Human Resources Division ? Revenue Assurance Department ? Regulatory Affairs Department ? Internal Audit Department ? Corporate Affairs Department ? Corporate Strategy Department ? Supply Chain Management Department ? Credit Control Department ? Legal & Compliance Department ? Security & Safety Department ? MD’s/CEO’s Office 3. 7 Products & Services Robi’s GSM service is based on a robust network architecture and cutting edge technology such as intelligent network (IN). The intelligent network (IN) provides peace-of-mind solutions in terms of voice clarity, wider nationwide etwork coverage, numerous international roaming global partners, and popular value added services (VASs), quality easy-access customer care, round the clock call center operations, ironclad digital network security, competitive tariff rates and precise billing. Robi provides standard mobile connections with NWD and ISO facilities. They also provide mobile-to-mobile, Mobile with T&T incoming and outgoing facilities. TMIB has an integrated and fully computerized Customer Care Billing System (CCBS), which supports virtually all subscriber-related functions with its 24-hour customer care service. . 7. 1 Product Portfolio The product line of Robi is divided into two types based on the subscription category for general subscribers – Prepaid and Post paid. 3. 7. 2 Pre-paid Packages Robi Prepaid offers a single package that delivers simplicity and flexibility at the same time. Robi Prepaid is continuously adding new features and plans to provide absolute freedom to the customers. Tariff plans are as follows- • Ek second Tariff • Simple tariff • Normal tariff • Super simple • Extra simple 3. 7. 3 Post-paid Packages Data Packages:
Robi offers flexible internet usage packages currently. There are 5 internet options available in Robi’s product portfolio. ? Volume Based Pack ? Daily Browsing Pack ? 20/20 Internet Pack ? Monthly Unlimited Internet ? Pay-per-use Services ? Basic Services: Telephony & Data ? Supplementary Services: ? Calling Line Identification Presentation (CLIP) ? Call Waiting and Call Holding ? Call Forwarding ? Call Conferencing ? National Roaming – Both way ? International Roaming ? Itemized Billing ? Dedicated Customer Services 3. 7. 4 Value Added Services: • SMS: Local & |• Voice Chat |• Kid Zone | |international |• Easy Menu |• Cricket Zone | |• Robi GoonGoon |• Instant News |• Robi Internet | |• Voice Mail |• Robi Directory |• MMS | |• Balance Transfer |• Stock Information |• Robi SMS Chat | |• Friends & Family (FnF) |• Call Block |• Job Portal | |• Robi Radio |• Missed Call Alert |• mPay | |• Song Dedication |• Push Mail |• Robi Bazar | |• Robi Zone |• Phone Backup |• Islamic Info | |• Voice Portal |• BBC Janala | | Robi has the widest roaming facility among Bangladeshi mobile phone operators, with 550 operators across more than 205 countries in the world. Many more products are in line to be added to the existing array of Robi products and service the days to come. 8. Coverage Robi now Bangladesh covering all 64 districts with a robust network. With the permission from Bangladesh Govt. o cover the 3 districts of Chittagong Hill Tracts, the company is aiming to invest heavily on network development in this region. The quality of voice and invulnerable and secured service are the key strengths of Robi to expand its business and subscriber base. 3. 9 Organizational Structure The organization is headed by its Chief Executive designated as the Managing Director entrusted with overall responsibilities of business direction of the organization and leading dynamically towards the attainment of its Vision, Mission and Goal. In attaining the above mission, Chief strategic officer, Chief Financial Officer, Chief Marketing officer, Chief Technical Officer, Chief Human Resource Officer assists the Md. The organization organogram is in appendix page. 3. 0 Features of Robi • Cellular Phone Service: • Country-wide Coverage with Supreme Quality Network: • Better Customer Service: • Better Billing: • Better Switching: 3. 10. 1 SIM-Card Identity Number: • Consistent and High Quality Voice: • Security: 3. 10. 2 Exciting Robi Value Added Services: • Robi Itemized Billing: • International Roaming: • Choice of Handset: • Competent Human Resource: 3. 10. 3 Customer Service • SIM Change • Scheme Migration (Postpaid) • Re-initialization (Prepaid) • Itemized Bill (Postpaid) • Reconnection (Postpaid) • Activation of Value Added Services • Ownership Change (Postpaid) • Easy Load • Address Change (Postpaid)
As of June, 2010 there are 20 full-fledged customer care centers across different areas of Bangladesh – 6 in Dhaka, 3 in Chittagong, 1 in Narayangonj, 1 in Comilla, 1 in Feni, 1 in Cox’s Bazar, 1 in Mymensingh, 1 in Jessore, 1 in Barisal, 1 in Rajshahi, 1 in Sylhet, 1 in Kushtia and 1 in Khulna. 4. 0 Findings & Analysis From the research, I have made in Mirpur Street, I was successfully tried to locate the light box. From the above depicted pie chart, we can easily understand that, most of the Light Boxes are displayed with Robi; about 42% of the respondents are using Light boxes attached with the Robi Axiata Company. They are highly promoted as the focused on Light Box because it is attracted to the customer/ subscribers at first sight. On the other hand, 30% of the shops are Airtel, another mobile operator that has recently acquired by Bharti Airtel. And the other operators use limited in Mirpur, Dhaka, Bangladesh.
Shutter Branding is a common style in placing the small shops in the rural and urban From the above pie chart, we can see that, Most of the Shutter Branding is covered with the Banglalink Promotional Activities (71%). On the other hand, other operators do not focus much on the Shutter Branding as their activities. Painting in the shop reflects both outdoor and indoor outlook that brings out the lucrative presentation to be attracted by the subscriber. From the research in the location of Mirpur, we can see that, Banglalink, the 2nd Operator, leads the promotional activities by painting their retailer shops. In case of Robi, they are behind on this.
From the pie diagram, we can understand that, maximum shops are in between 0-99 sqft space to operate their business as retailers. Because of lack of space, they are not able to keep more things in the shop. About 85% of the respondents make their shop within 100 sqft. As, it is a very narrow space, few of the retailers (about 15%) use their shop space about to 100-150 sqft. The Space of a shop is important in which the relevant variable is about the size of the customers / subscribers are coming for service at a time. Most of the shops are covered with the space for 1-3 persons at a time for receiving the services. It is relevant to the retailers, lack of capability of investing money for the comfortable shop space for the customers/ subscribers.
The above depicted pie chart shows that, about 75% of the respondents are build a shop or rent a shop for 1-3 person service system at a time . On the other hands, few of the respondents have the capability to emerge the space of the space to 4-6 persons. From my survey, most of the retailers are involving in the mobile business (65%) because, it is the highest growth of business sectors now a day in our country. So, people are highly attracted to do business on this sector. Few of the respondent replied that they are doing business with Electronic shops (17%), few are computer shops (8%), and few are CDs shops (9%). They are considered as a second earning source in the business. [pic]
From the research, I have found that, most of the people are investing about 5000-15000 taka / per day, as the business is the daily income process like Point of Sales of SIMs and other things that provided by the company. In which as the subject of the matter is about small medium enterprise, like mobile shop or other mobile accessories units, people are investing at their capability, about 58% respondents are doing business daily with the range of amount. About 39% are investing 15000 -30000 taka daily, for Point of Sales of different operators. From the graph, we can see that, Most of the Robi Retailers has the capability to invest 500-1000 Tk (75%) that placed in the inner city; others have the capability investing 1000- 3000 Tk placing their shops on the main road.
Compare to Grameenphone customers, retailers said that, they are not getting many customers of Robi in those areas, so they are providing low investment on Robi Easy Loads and SIMs. From the survey, I have found that, most of the retailers are able to sell all of the operators SIMs in an average amount of 25 SIMs in a week. On the other hand, and few retailers can sell more than 25 that range into 50 (32%). The amount of selling is very low because, the strictness of Government rules and regulation may be a constraint like – high price SIMs, SIM Tax, BTRC registration form to all operators. In this reason, customers are rarely encouraged to purchase a new SIM with connection.
From the pie chart, we can see that, most of the weekly SIMs sales are Airtel Operators (78%) that represents the 1st position in the market in the current period. They are providing more facilities like ( Instant Bonus, Load Returns, New Sim Offers etc) that the other operators in the market. On the other hand, other operator like Robi (13%) is in 2nd position, because they are offering new packages in which those are attracted by the customers like the newly package “Robi Club”. From my Survey, I tried to identify, the market leader in Point of Sales as Daily Load Sales. From the chart, we can see that, Grameenphone is in 1st position in the market all over the country.
Consequently, Banglalink is in 2nd Position. In some areas, Airtel & Robi are ahead in between of them. From the pie chart, most of the retailers are satisfied about the facilities of Robi provided to them (79%). Few of the respondent replied that they are getting more facilities as being a good seller (11%). Also their expectation can increase if they get proper services about retailers’ relationship. From the graph, most of the respondents are satisfied about Robi Distribution Commission System (83%). They have more expectation from Robi getting more amount of Commission as per sales of Easy Loads/SIMs. Few of them complained about the distribution system.
From the pie chart, most of the retailers are not satisfied about the distribution of Robi SIMs that provided to them (89%) because they are not getting actual demand of SIMs in the market at the time. Sometimes they are delayed in reach to distribute there. They are getting very small amount of distribution of SIMs about to 5 -7 pieces. Few of the respondent replied that they are moderate about the facilities (8%). From my survey, most of the retailers are satisfied about the network status of Robi Axiata Limited. They are happy to see the network tower of Robi near to them . But some of them have complained about the network traffic in which the Easy Loads / SMS are not provided timely. It is really appreciated to the respondents, as they are highly satisfied about the sales representatives of Robi Axiata Limited.
Because representatives are communicating with the retailer daily, as they are also happy to get anything what they want about the loads. 4. 1 Key Findings of the Study After evaluating the available data I got some findings. The data’s were totally related with each other . Every output I got has relation with the previous one or the next one. So the findings should be related with the created problem concern. ? As a promotional tools, Robi Axiata Limited more on Light Box in many retailers shop in Mirpur. Because , This is the first impression that attracted by the customers when they come for services in the retailers shop like – Easy Loads, Purchasing Sims, or come for knowing new packages and services.
Light box is complied with LED Box which is transparent and bright. ? Robi is not concerned much as spotlighting Shutter Branding. Because, Robi doesn’t use this concept because of the peak hours time. Shutter is always open and the branding is not visible in the meantime. ? Most of the people are involved in the mobile business as their primary earning. Because it is the most high growth economic sectors in our country. So, people are eagerly interested involving in this business and gain profit. ? In this area, it has been a place of employment. Anyone can invest with a low capital and low risk. It doesn’t need to have very special skills to run the business. When a business is going to start for a retailer, the official processing is not much effective. Retailers often face hazardless. ? Low investment ability for Robi Axiata Limited by the retailer’s capability that severely depends on Sales results. Now –a –days, competitively, Robi is in 3rd place in customer subscriber in the market, so the retailers are investing more on others operators like Grameenphone & Banglalink. ? There is a huge demand of Robi SIMs, but there is much enough distribution system. There is a lack of distribution channel activities in Robi, it manages less SIMs distributions to the retailers, but in case of distribution, Robi is trying to increase the SIMs distribution, which is on process. Overall facilities are satisfactory to the retailer. The facilities are providing in case of Sales outcomes, which is given in Commission base to the retailers. In case Robi retailers, they are getting commission quickly than other operators. ? In this time, Robi network is satisfactory all over the areas. In this time, Robi spends a huge amount of money to set up more frequent network coverage all over the country. Comparing to the past situation, Robi hasn’t been faced problems in case of network facility. ? SIM distribution is very bad to the retailers for selling to the customers. This is a major problem in SIMs distribution for the retailers nd also the incompatible series of SIMs number which are chosen by the customers while purchasing. ? Retailers are not received satisfactory amount of SIMs distribution according to the demand in the market. ? Sales representatives are ought to be very active and is satisfactory to the retailers. Communication is utmost important increasing relationship level among retailers and customers. Robi has been managed it very successfully to them. ? Robi has no service desks compare to the other operators, which is hampering the effective service delivery to the customers. When customers are faced in any problem, they are not capable to come to share their problems to Robi Sheba because these are not nearly situated.
Service desks in any retailers shop can solve this problem instantly. 5. 0 Recommendation Some of the recommendations we can deliver for the Robi Axiata Limited on Point –of – sales (POS) classification from preparing this research. Those are briefly written below in key points: ? Promotional Advertising in Branding Robi needs to be innovative and creative. ? Robi should focus on other advertising tools that have not been taken by the management. ? Robi should open a training center on POS to increase the knowledge and skills of the retailers. ? Robi should have a service desk in every retailer shops to increase the level of satisfaction of both retailers and customers. Robi should increase the SIMs sale availability to the respected high demand areas so that the retailers can sell the product of Robi to the customers easily. ? They should think about the highest sales retailers, and provide extra commission on their sales. ? To sustain in the market, Robi should focus on retailers needs and wants that need to identify. ? They must pay commission and provide facilities as much as quickly so that their expectations are fulfilled. ? They should think more in improvement of the relationship between the company and retailers. 6. 0 Conclusion Point of sales is a marketing tool to which has been in use to develop the business operation efficiency of companies. Robi from the year 2010 onwards is practicing Point of sales to increase the sales and revenue to gain profit.
For Robi Axiata Limited to be profitable telecommunication company, there has to an effective Point of Sales plan to be demonstrated clearly to the retailers A system of accountability and flow of information throughout the organization and also retailers need to be established so that the retailers have the trust to the company. All the decisions can be managed from the perspective of point of sales so that the company can classify the better retailers shop and provide good facilities to them. From this research the company can easily make decisions to them. 7. 0 Appendix Fig 01: Work plan of Robi Axiata Limited [pic] • RSP= Robi Sheba Partner Figure 02 : Distribution Channel of Robi Axiata Limited Pos classification questionnaire survey Pos Name: ______________ Pos code: ________
Pos address: ________________________________________________ Pos owner name: _______________________ Phone Number: _______ Visibility: 1. Light box: 2. Shutter branding: 3. Shop painting: 4. Space of the shop: a. 0-99 sqft b. 100-150 sqft c. 150-200 sqft d. 200-above 5. Customer accommodation: a. 1-3 person b. 4-6 person c. 7-10 person d. 10 to above 6. Business type: a. Mobile phone b. Electronic c. Computer d. Cd e. Others 7. Investment ability in a day: (taka) a. 5000-15000 b. 15000-30000 c. 30000-50000 d. 50000 to above 8: Investment ability of Robi: (taka) a. 500-1000 b. 1000-3000 c. 000-5000 d. 5000 to above 9: weekly SIM sale all operators: a. 0-25 b. 25-50 c. 50-100 d. 1500 to above 10. Weekly SIM sale individual: GP BL ROBI AIR CT TELE 11. Daily load sale: GP Bl ROBI AIR CT TELE 12. The facilities of Robi a. Very good b. good c. moderate d. Bad. e. very bad 13. Distribution system of Robi: a. very good b. good c. moderate d. Bad. e. very bad 14. SIM distribution system of Robi: a.
Very good b. good c. moderate d. Bad. e. very bad 15. Robi network status: a. very good b. good c. moderate d. Bad. e. very bad 16. Weekly SR visit: a. One tome b. two time c. three time d. four time e. daily 8. 0 Reference & Bibliograph ? Marketing RESEARCH: An Applied Orientation – Naresh K. Malhotra, 5 th EDITIONS, 2008, Prentice-HALL, USA. ? Anm Khaled (Specialist, Consumer Sales & Services, Market Operation Division ? Sabbir Shoaib (Specialist, Consumer Sales & Services, Market Operation Division) ? www. robi. com. bd ? www. google. com [pic] ———————– BL GP
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