Sales and Distribution Management of Dth
The Indian Institute of Planning & Management
Project Trimester
(Spring Summer 2008-10)
Sales and Distribution Management
“Sales and Distribution” Effectiveness: A Comparative Study of Tata Sky & Airtel DTH.
Submitted by: (GROUP NO.HR263)Gaurav Soni (16) Kumar Deepak (24) Sanya Gulati (49) Saurabh Mishra (51)
DTH industry
Group No. - HR-263
EXECUTIVE SUMMARY
Over the years back as we all know cable TV was everywhere, but the two three years back a new technological revolution happened and direct to home satellite television came into existence and as days passes by DTH sector in India has developed with the availability of more brands, better quality products and better service. Our research facilitates designing an overall sales and distribution management strategy for a DTH sector after an in-depth study and analysis of two established brands in the DTH business sector: Tata Sky and Airtel DTH (India). The objective of our research was: • To compare the sales and distribution effectiveness (Quantitative Research). • To carry out a detailed study of “Logistics Network” • To design a comprehensive sales system. The data collected for the research involves the use of both primary and secondary sources. Primary data is based on the findings from the company personnel with the use of tools like questionnaires and discussions. This data is further substantiated by the appropriate secondary sources like internet and books. use of
TATA SKY & AIRTEL DTH
2
DTH industry
Group No. - HR-263
In this project we went through interviewing the retailers, distributors and management officials of Tata Sky and Airtel DTH covering most of the regions of Delhi and NCR.
After all the research and analysis work done during the course time of this project we came to the conclusion that Tata Sky sales is more effective than that of Airtel DTH, but even then there is a great room for improvement available for them.
TATA SKY & AIRTEL DTH
3
Project Trimester
(Spring Summer 2008-10)
Sales and Distribution Management
“Sales and Distribution” Effectiveness: A Comparative Study of Tata Sky & Airtel DTH.
Submitted by: (GROUP NO.HR263)Gaurav Soni (16) Kumar Deepak (24) Sanya Gulati (49) Saurabh Mishra (51)
DTH industry
Group No. - HR-263
EXECUTIVE SUMMARY
Over the years back as we all know cable TV was everywhere, but the two three years back a new technological revolution happened and direct to home satellite television came into existence and as days passes by DTH sector in India has developed with the availability of more brands, better quality products and better service. Our research facilitates designing an overall sales and distribution management strategy for a DTH sector after an in-depth study and analysis of two established brands in the DTH business sector: Tata Sky and Airtel DTH (India). The objective of our research was: • To compare the sales and distribution effectiveness (Quantitative Research). • To carry out a detailed study of “Logistics Network” • To design a comprehensive sales system. The data collected for the research involves the use of both primary and secondary sources. Primary data is based on the findings from the company personnel with the use of tools like questionnaires and discussions. This data is further substantiated by the appropriate secondary sources like internet and books. use of
TATA SKY & AIRTEL DTH
2
DTH industry
Group No. - HR-263
In this project we went through interviewing the retailers, distributors and management officials of Tata Sky and Airtel DTH covering most of the regions of Delhi and NCR.
After all the research and analysis work done during the course time of this project we came to the conclusion that Tata Sky sales is more effective than that of Airtel DTH, but even then there is a great room for improvement available for them.
TATA SKY & AIRTEL DTH
3
Bibliography: "Bharti Airtel set to foray into India 's DTH market, to launch Airtel Digital TV from Oct. 9". International Business Times (08 October 2008). 8 October 2008.