Airtel Marketing Strategy

June 25, 2018 Marketing

The largest cellular service provider in India 4P+2P+3P for AIRTEL ? 4P’s ? Product: Airtel is the fifth largest telecom operator in the world with about 230. 8 million subscribers across 19 countries ? It provides mobile, fixed telephony as well as broadband and subscription television services Airtel won 3G licenses in 13 telecom circles of India ? Product differentiation is limited so main USP is uninterrupted services and troubleshooting support ? ? Price: Price in the telecomm industry are close to similar, hence main focus is on customized payment plans ? User is free to choose between plans which favor cheaper SMS? s or calls ? Pay-per-second of usage v/s Pay-per-minute of usage is the latest attraction ? 4P+2P+3P for AIRTEL ? 4P’s ? Promotion: ? Promotions are usually in multiple formats as discussed further in slides Main focus is connectivity, customized plans as well as dependable network ? Place: ? Airtel has separate plans for each of the regions ?

Rural customers get more support and focus is on basic services ? Urban customers are main targets for value added services and accordingly Airtel designs its product offerings and communication plans 4P+2P+3P for AIRTEL ? 2P’s ? People: ? Involvement of people with Airtel has increased with campaigns like “har ek dost zaroori hota hai” ? Final offerings are also highly customized to friend group discounts and so on ? Pack Design: Pack design is kept red to re-inforce Airtel Brand ? Description of Plans is also evident 4P+2P+3P for AIRTEL ? 3P’s ? Peer -to-peer: ? High rate of communication to increase peer-to-peer interaction and reviews especially in recent stages ? Personalization: ? Personalization is constantly on rise especially with value- added-services ? Participation: ? Airtel has tried to conduct contest every now and then to maximize customer participation but due to high brand clutter it is difficult Media Vehicles ? ? ? ? ? ?

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Above the line Advertising ? Television ? Radio Print Media ? Out-of-home ? Cinema Below the line Advertising ? Trade Scheme ? Consumer offer ? In-shop and shop-front activities Direct Marketing Events Buzz Digital Communication Ad Agencies ? Creative Agency- JWT India ? ? ? ? Airtel ended its 15-year-long relationship with creative agency, Rediffusion – Y&R on Aug, 2010. Rediffusion has handled the brand since its inception in 1995 The Airtel account is worth Rs 400 crore in terms of ad spends This also led to change in their logo Madison Media handles ? ? The media duties for Airtel for more than five years now

It also handles out-of-home and digital for the brand too Airtel TV Commercials TV Ad Campaigns by Airtel ? “Har ek friend zaroori hota hai” ? Purpose: ? The commercial for Airtel aims to make the brand trendier for the youth, while attempting not to alienate its older target audience set ? To position Airtel as a brand that embodies friendship, and helps all sorts of friends connect with one another ? TV Advertisement analysis: ? The commercial depicts different kinds of friends one has, and how the presence of each one is necessary in some way or the other ?

A jingle penned by film lyricist Amitabh Bhattacharya, makes use of ‘Hinglish’ and popular youth lingo, and has the story of different categories of friends, such as the one who wakes one up during the wee hours for help, or another who may give you company during your financial crunch days ? The jingle ends with ‘Har ek friend zaroori hota hai’, and with the message that Airtel keeps one connected to their friends TV Ad campaigns by Airtel ? ? ? ? ? ? ? “Dil jo chaahe paas laaye” “Baat karne se hi baat banti hai” “Do airtel bajenge to tarakki main char chand lag jaenge” “Dil jo chahe pass laye” Kuch bandhan atoot hote hain, jaise Airtel ka network” “Airtel internet 3G par” “Express yourself ” ”Har ek friend zaroori hota hai” Ad “Do airtel bajenge to tarakki main char chand lag jaenge“ Ad “Dil jo chahe pass laye” Ad ATL-TV ? ? ? It creates Pervasiveness, allows Airtel to be in the eyes of the audience all the time Even though the audience is not obligated to pay heed to the advertisements, the high creativity quotient of the Airtel Ads makes it virtually impossible for the audience to turn a blind eye to them The Ads are very high on the use of imagery and music ATL-TV ? ? ? The genius of the Oscar winning music director A.

R. Rahman is the man behind the catchy tune Airtel advertises more on its brand and its values than its products and services Most ads just establish the value and beliefs of Airtel than establishing its services like mobile, telephone, or broadband ATL-TV ? ? The likes of Sachin Tendulkar, Shah Rukh Khan, Saif Ali Khan, Kareena Kapoor, Vidya Balan, A R Rahman have all been brand ambassadors of Airtel at some point or the other One of the key reasons for the lasting impact of the Airtel ads is the reinvention of the content displayed TV (Sponsorship) ? ? Leading sponsor of Kaun Banega Crorepati Airtel subscribers were given a special chance to directly enter KBC ? Participation to the show was only restricted to the Airtel subscribers and BSNL/MTNL landline users for the first couple of seasons. Sponsor of Indian Idol ? Airtel subscribers got an exclusive chance to enter the show TV (Sponsorship) ? ? BCCI has awarded the series sponsorship rights of all international cricket matches played in India to Bharti Airtel for the period 2010-2013 On 9 May 2009, Airtel signed a major deal with Manchester United Football Club TV (Sponsorship)

Airtel Branded Entertainment ? ? ? Way to create buzz The ads can be flashed in between the various highly watched TV serials or can be sponsors of some big movies Cricket matches, Super star awards, Dance, singing competitions Airtel Sensory Branding ? Through its signature tune ? Its unique color and logo ? Having celebrities like Sachin Tendulkar and A. R. Rahman Digital Communication: Web 2. 0 Digital Communication: Web 2. 0 Digital Communication: Web 2. 0 Digital Communication: Web 2. 0 CSR Initiatives ? ? ? Initiative of opening “Airtel Ashiana” for underprivileged children at the Mohali office of Airtel


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