3. A world where people’s reach is not limited by matter or distance To extend this reach

7. Growth in subscriber additions GSM+CDMA Source: COAI & AUSPI Growth Rate Market Share (Sept’09) NETT Addition

8. Category Spends TV (GRPs) PRESS (Rs. Lacs) OUTDOOR (Rs. Lacs) April-May-June ‘09 July-Aug-Sept ‘09 April-May-June ‘09 July-Aug-Sept ‘09 April-May-June ‘09 July-Aug-Sept ‘09 Idea 3911 4323 331 171 1177 1676 Airtel 3462 4263 721 771 1635 2225 Vodafone 5801 5579 429 338 1633 2142 BSNL 715 2472 423 720 - - RIM 3358 3969 2165 301 795 1502 Tata 2966 2569 358 312 1521 1776 Aircel 3461 2459 1788 146 3675 2369 Total Category 26658 28348 6227 2808 12560 12690 SOE Idea 15 15 5 5 9 13 Airtel 13 15 12 22 13 18 Vodafone 22 20 7 10 13 17 BSNL 3 9 7 21 - - RIM 13 14 35 9 6 12 Tata 11 9 6 9 12 14 Aircel 13 9 29 4 29 19

13. Currently, the mobile telephony industry is going through significant and competitive changes. Per second billing in the GSM sector is one such change. Every new phenomenon has taken then industry by storm. The industry is lucrative and competition has assumed critical significance as some new entrants in the market have launched operations using marketing strategies as the solitary platform. Some second tier players have joined the bandwagon and are pursuing this segment actively. Established payers in the market are facing challenges from these fledgling occurrences and it remains to be seen whether the much talked about trends such as per second billing are here to stay or just passing fads. Whether at all consumers are satisfied with their service providers on long term usage is a question, the answer to which may determine the future strategy of the already established brands or new ones.

14. At the awareness level, a brand like Etisalat has done wonders with spreading its word as reliable service providers. This will be the biggest trump card in leveraging Etisalat in India. Already, it has captured enough attention in the market to generate general benefit expectations as also first time trials. However, what is important is the benefit the user receives after actually experiencing the service. The gap between the expected and experienced benefit is responsible for establishing a pattern in usage in the future. Therefore, it becomes imperative to study the triggers for a customer to shift from a current usage brand to another. Research should help Etisalat understand this behavioural phenomenon, the gap in the expected benefits and also the post usage satisfaction of switcher.