SUMMARY
The Indian Telecommunications network with 70 million connections
is the fifth largest in the world and the second largest among the
emerging economies of Asia. Today, it is the fastest growing
market in the world and represents unique opportunities for U.S.
companies in the stagnant global scenario. The total subscriber
base, which has grown by 38 % in 2003, is expected to reach 203
million in 2007. The wireless subscriber base has jumped from 1.6
million in 1999 to 28.2 million in 2003. In the last 3 years, two
out of every three new telephone subscribers were wireless
subscribers. Consequently, wireless now accounts for 40% of the
total telephone subscriber base, as compared to only 9.5% in
2000. Wireless subscriber growth is expected to accelerate
further from 2 million new subscribers per month now to 2.5
million by 2005.
Given the persistent low
telephone penetration rate of about 7 per one hundred and high
levels of overall economic growth, the telecom sector offers vast
potential. The mobile market recently topped 31 million
customers. It is therefore not surprising that India is one of
the fastest growing telecom markets with an average annual growth
of about 22% for basic telephony and over 100% for cellular and
Internet services.
Recognizing that the telecom
sector is one of the prime movers of economy, the Government's
regulatory and policy initiatives have been directed towards
establishing a world-class telecommunications infrastructure.
Capital requirements are considerable. India requires investments
of at least $37 billion by 2005 and $69 billion by 2010.
The technologies currently in use
are Global System for Mobile Communications (GSM) and Code
Division Multiple Access (CDMA). There are primarily 10 companies
providing mobile services in 19 telecom circles and 4 metro
cities, covering 2000 towns across the country. Presently there
are 4 GSM operators and 2 CDMA operators in each circle. There
are 100 state-of-the-art Networks (GSM + CDMA) on air with a total
investment of $8 billion. The Wireless Planning and Co-ordination
wing of the Department of Telecommunications allocates spectrum in
accordance with the National Frequency Allocation Plan (NFAP).
The NFAP is revised every two years according to the radio
regulations of ITU. According to the frequency plan, the
frequency band 824-844 MHz paired with 869-889 MHz has been
earmarked for CDMA operators; 890-915 paired with 935-960 MHz has
been earmarked for GSM mobile operators; 1710-1785 MHz paired with
1805-1880 MHz is also reserved for GSM and CDMA operators.
MARKET OVERVIEW
The growth trends in Indian
telecom mirror those in the global industry. Wireless has been
the principal growth engine, accounting for two-thirds of the
total telecom subscriber additions during the last three years.
The Indian telecom industry is poised to grow exponentially.
We expect the wireless sector to become
stronger in the unified licensing environment, and wireless will
surpass wireline by late 2004 / early 2005.
Teledensity will cross 20 percent in the next five
years, beating the Government of India’s target by three years,
while telecom revenues will almost triple from $9 billion in 2003
to $23-25 billion by 2007.
The wireless revolution will be
fuelled by several factors. The affordability of wireless for the
masses will be sustained on account of low tariffs, cheap handsets
and attractive financing schemes. Wireless operators will
continue to focus on prepaid products in order to increase the
adoption of wireless among the lower middle income and low-income
groups.
Wireline users will increasingly
migrate to wireless, lured by the benefits of mobility and
the attractive bundled plans that are being launched by the
wireless operators. Wireless data services will also become a
growing revenue steam. Some operators have already deployed 3G
technologies on their networks. With further rollout, it will
account for a significant portion of the wireless revenue pie.
As of February 2004 the total
mobile market has reached 31.67 million, of which 24.65 million
subscribers are GSM and 7.02 million are CDMA (excluding Bharat
Sanchar Nigam Limied [BSNL] and Mahanagar Telephone Nigam Limited
[MTNL]). Of these totals, Reliance Infocomm has 6.822 million
subscribers (6.065 CDMA and 0.757 GSM), Bharti has 6.199 million (GSM),
BSNL has 4.954 million, (GSM) Hutch has 4.826 million (GSM), and
Idea Cellular has 2.584 million (GSM). Mobile connections are
expected to reach 56 million by the end of 2004, representing a 96
per cent increase over 2003, according to Gartner. As per the
Cellular Operators Association of India, GSM mobiles phone will
reach 471 million by 2010. The pace of growth will accelerate
with the introduction of “full mobility” CDMA loop services and
the adoption of unified licenses.
MARKET TRENDS
The market for telecom services
in 2002-03 has been estimated to be $10.7 billion. The equipment
market is estimated to have reached a turnover of $6.27 billion in
2002-03, up from $5.71 billion in 2001-02. The telecom industry
comprising services and equipment is expected to increase to
$24.29 billion by 2006.
Private players are steadily
acquiring an increasing share of the telecom services market. Ten
years after the sector was opened to private participation, they
account for more than a third of the total subscriber base in
India. Private operators play the largest role in mobile
services, where the 10 companies that own more than 70 licenses
are operating in 23 service areas (there are six operators of
mobile services in each circle). BSNL’s existing market position
-- particularly its dominance in remote and rural areas -- has
made it harder for private players to operate. BSNL’s nationwide
presence is also allowing it to catch up with private players in
the mobile market, where the state operator provides the most
comprehensive coverage.
Despite the regular concessions
to the private operators and the rapid pace at which the mobile
market is growing, foreign investors continue to withdraw from
telecom service joint ventures. Vodafone has sold its 20.76%
stake in RPG Cellular, one of the two original operators in
Chennai, to the Sterling Infotech group, promoted by Chinnakannan
Sivasankaran. AT&T decided to exit from its joint venture with
BPL Mobile Cellular by selling its 49% stake to its Indian partner
BPL. The acquisition of AT&T’s stake will give BPL flexibility in
approaching other financially strong investors. Telesystem
International Wireless of Canada sold its 27.5% stake in Hexacom,
operator of mobile services in Rajasthan, to Hexacom. First
Pacific sold its 49% stake in Escotel to Idea Cellular. And
Qualcomm dropped plans to invest $200 million for a 4% equity
stake in Reliance Infocomm.
Changing foreign equity stakes in
telecom ventures
Foreign
investor |
Indian company |
Equity stake
|
Comments
|
Hutchison
Whampoa, Hong Kong |
Hutchison Max |
49% |
|
AT&T , USA |
Idea Cellular |
33% |
|
AT&T, USA |
BPL Cellular |
49%
|
Sold to BPL |
Singapore
Telecom |
Bharti
Tele-Ventures |
20% |
|
Warburg Pincus,
US |
Bharti
Tele-Ventures |
19% |
|
France Telecom
|
BPL Mobile |
26% |
|
Distacom,
Hongkong |
Spice
Communications |
42% |
|
First Pacific,
Hongkong |
Escotel
|
49% |
Sold to Idea
Cellular |
TIW Canada |
Hexacom |
27.5% |
Sold to Shyam
Telecom |
Vodafone
|
RPG cellular
|
20.76% |
Sold to
Sterling Infotech |
Century
Telephone |
Aircell |
10% |
|
Pacific
Century
Cyberworks(PCCW) |
Data Access |
24% |
Reduced stake
from 49%to 24% |
Other drivers of wireless could
be attributed to:
A. The younger generation will
use wireless more than other groups.
54 percent of the population, or
555 million people are below 25 years age
45 percent of the population is
below 19 years age
B. India’s working age
population is steadily burgeoning.
In 2001 = 59 percent of total
Projected 2006 = 62 percent of
total
Projected 2011 = 63.4 percent of
total or 747 million people
COMPETITION
As noted earlier, the government
initially only permitted two operators in each circle. But the
government has now moved to unrestricted entry and unlimited
competition in all types of services. As a result, there are now
multiple operators in each service and in each license area. The
entry of additional operators (typically BSNL or MTNL) had led to
drastic tariff reductions. Indeed, the competition was so intense
that the Telecom Regulatory Authority of India (TRAI) stopped
setting the price for mobile services and allowed the market to
set prices.
The unified access license and
the liberal takeover and foreign direct investment norms are
expected to catalyze consolidation. In addition, in early 2004,
TRAI published norms that would, under certain conditions, allow
intra-circle mergers (i.e., at the regional level) between
operators. Mergers will be allowed, for example, if the new
entity does not have a market share above 50%, or if the top two
firms in a given circle do not together account for a market share
of 75% or higher. If these conditions are not met, TRAI has asked
the DOT to conduct a detailed impact study on the proposed merger
before granting its approval.
The competitive nature of the
Indian market leads analysts to predict that there will be a spate
of takeovers at the national level in 2004 and 2005, and that only
the large operators - BSNL/MTNL, Reliance Infocomm, Tata,
Hutchison-Essar, Idea and Bharti - will survive. The
consolidation has already begun. Aircel, which operates GSM
mobile services in the southern state of Tamil Nadu (except
Chennai), has in 4Q03 taken 100% stake in RPG Cellular in the city
of Chennai. Aircel will now be able to offer services in the
capital city also. Aircel had 475,705 customers in Tamil Nadu
while RPG Cellular has 212,823 customers in Chennai.
Idea Cellular, the three-way
joint venture between the Tata group, the Aditya Birla group and
AT&T, has signed a purchase agreement to buy 100% stake in Escotel,
which operates in the six states of Kerala, Haryana and UP (west),
Uttar Pradesh (east), Rajasthan and Himachal Pradesh. The
subscriber base in these states exceeds 800,000. The 100% buyout
comprises the 51% stake held by Escotel and the 49% stake held by
First Pacific. Hutchison is consolidating all its 11 operating
circle licenses into a single holding company, Hutchison- Essar.
Post consolidation, Essar is likely to have a 35% stake in the
company. The Tata- owned and recently privatized VSNL has
purchased Dishnet Internet and DSL business for $65.7 million
while Tata Teleservices may buy HFCL Infotel’s Punjab circle
operations. Reliance Infocomm has acquired Flag Telecom for $112
million. With this, Reliance Infocomm will become a leading
supplier of bandwidth to over 100 telecom players round the
globe.
There are three types of players
in telecom services:
-State owned companies (BSNL and
MTNL)
-Private Indian owned companies
(Reliance Infocomm, Tata Teleservices)
-Foreign invested companies (Hutchison-Essar,
Bharti Tele-Ventures, Escotel, Idea Cellular, BPL Mobile, Spice
Communications)
BSNL
On October 1, 2000 the Department
of Telecom Operations, Government of India became a corporation
and was renamed Bharat Sanchar Nigam Limited (BSNL). BSNL is now
India’s leading telecommunications company and the largest public
sector undertaking. It has a network of over 45 million lines
covering 5000 towns with over 35 million telephone connections.
The state-controlled BSNL
operates basic, cellular (GSM and CDMA) mobile, Internet and long
distance services throughout India (except Delhi and Mumbai). BSNL
will be expanding the network in line with the Tenth Five-Year
Plan (1992-97). The aim is to provide a telephone density of 9.9
per hundred by March 2007. BSNL, which became the third operator
of GSM mobile services in most circles, is now planning to
overtake Bharti to become the largest GSM operator in the
country. BSNL is also the largest operator in the Internet
market, with a share of 21 per cent of the entire subscriber base.
BSNL plans to add 21.8 million
GSM phone and 6.76 million CDMA phone between 2002-2007. BSNL
will buy GSM and CDMA switches and transmission equipment and SIM
cards.
BHARTI
Established in 1985, Bharti has
been a pioneering force in the telecom sector with many firsts and
innovations to its credit, such as being the first mobile service
in Delhi, the first private basic telephone service provider in
the country, the first Indian company to provide comprehensive
telecom services outside India in the Seychelles, and the first
private sector service provider to launch National Long Distance
Services in India. Bharti Tele-Ventures Limited was incorporated
on July 7, 1995 for promoting investments in telecommunications
services. Its subsidiaries operate telecom services across India.
Bharti’s operations are broadly
handled by two companies: the Mobility group, which handles mobile
services in 16 circles out of a total 23 circles across the
country, and the Infotel group, which handles the NLD, ILD, fixed
line, broadband, data, and satellite-based services. Together
they have so far deployed around 23,000 km of optical fiber cables
across the country, coupled with approximately 1,500 nodes, and
have presence in around 200 locations. The group has a total
customer base of 6.45 million, of which 5.86 million are mobile
and 588,000 fixed line customers, as of January 31, 2004. In
mobile, Bharti’s footprint extends across 15 circles. The company
plans to invest $444 billion in the current financial year. It
plans to install 29 mobile switching centers, buy transmission
equipment and also roll out new networks in five new circles with
an additional investment of $155 million.
MTNL
Mahanagar Telephone Nigam Limited
(MTNL) was set up on 1st April 1986 by the Government of India to
upgrade the quality of telecom services, expand the telecom
network, introduce new services and to raise revenue for telecom
development needs of India’s key metros in Delhi, the political
capital, and Mumbai, the business capital. In the past 17 years,
the company has taken rapid strides to emerge as India’s leading
and one of Asia’s largest telecom operating companies.
MTNL operates basic, cellular and
internet services in the metro cities of Delhi and Mumbai. These
two cities already have a high telephone density compared to the
rest of India. MTNL has over 5 million subscribers and 330,000
mobile subscribers.
MTNL plans to add 1.6 million
landline/CDMA phones and 1.15 million GSM mobile phones between
2002-2007. The company plans to invest $500 million during
2004-2005 to expand GSM and CDMA services.
RELIANCE INFOCOMM
Reliance is a $16 billion
conglomerate involved in businesses ranging from oil exploration
and refinery to power and textiles. It is also an integrated
telecom service provider with licenses for mobile, fixed, domestic
long distance and international services. Reliance Infocomm
offers a complete range of telecom services, covering mobile and
fixed line telephony including broadband, national and
international long distance services, data services and a wide
range of value added services and applications. Reliance
IndiaMobile, the first of Infocomm's initiatives was launched on
December 28, 2002. Reliance Infocomm plans to extend its efforts
beyond the traditional value chain to develop and deploy telecom
solutions for India's farmers, businesses, hospitals, government
and public sector organizations.
Until recently, Reliance was
permitted to provide only “limited mobility” services through its
basic services license. However, it has now acquired a unified
access license for 18 circles that permits it to provide the full
range of mobile services. It has rolled out its CDMA mobile
network and enrolled more than 6 million subscribers in one year
to become the country’s largest mobile operator. It now wants to
increase its market share and has recently launched pre-paid
services.
TATA TELESERVICES
Tata Teleservices is a part of
the $12 billion Tata Group, which has 93 companies, over 200,000
employees and more than 2.3 million shareholders. Tata
Teleservices provides basic (fixed line services), using CDMA
technology in six circles: Maharashtra (including Mumbai), New
Delhi, Andhra Pradesh, Tamil Nadu, Gujarat, and Karnataka. It has
over 800,000 subscribers. It has now migrated to unified access
licenses, by paying a $120 million fee, which enables it to
provide fully mobile services as well.
The company is also expanding its
footprint, and has paid $90 million to DoT for 11 new licenses
under the IUC (interconnect usage charges) regime. The new
licenses, coupled with the six circles in which it already
operates, virtually gives the CDMA mobile operator a national
footprint that is almost on par with BSNL and Reliance Infocomm.
The company hopes to start off services in these 11 new circles by
August 2004. These circles include Bihar, Haryana, Himachal
Pradesh, Kerala, Kolkata, Orissa, Punjab, Rajasthan, Uttar Pradesh
(East) & West and West Bengal.
Market share of mobile service
operators:
Company |
Million Subs
(Feb 2004) |
% share |
Reliance |
6.82 |
21.53 |
Bharti |
6.19 |
19.58 |
BSNL |
5.16 |
16.03 |
Hutchison |
4.82 |
15.03 |
Idea
Cellular |
3.52 |
11.13 |
BPL |
1.76 |
5.58 |
Spice |
1.18 |
3.74 |
Aircel |
0.84 |
2.68 |
Tata Indicom |
0.63 |
1.99 |
MTNL |
0.40 |
1.29 |
Hexacom |
0.27 |
0.87 |
HFCL |
0.02 |
0.08 |
SALES PROSPECTS
Equipment Market:
The total network equipment
market is estimated at approximately $6.3 billion in 2003
India represents a huge
opportunity for handset vendors. Gray market accounts for over
60% of the handset market in India. Despite the market for over
10 million handsets, all handsets are imported into India. Nokia,
which has a 45% market share, has not ventured to manufacture
locally and has instead recently got permission for wholesale
trading of imported handsets. Samsung follows with 21% share,
Motorola has 8% share. LG, Alcatel, Sagem, Sony-Ericsson,
National Panasonic, Siemens, Phillips and Mitsubishi together hold
the remaining 26% market share.
The cellular sector is witnessing
dynamic technology trends across the globe with the entry of GPRS/EDGE
networks and the anticipated entry of 3G networks in the future.
With voice revenues projected to shrink in the near future, GSM
cellular operators are turning to GPRS to keep their business
growing. These technologies would help enhance revenues for
telecom operators by allowing data applications such as:
Value-added services (news,
stocks, sports results, weather information)
Geographic positioning systems
(one’s whereabouts, the nearest hotel, the route to any
destination)
e-commerce for micro-payments,
banking.
e-mails and images
Indian communication equipment
industry:
Category
Revenue in US$
Million Growth
FY 2002-03 FY
2001-02
(stated as %)
Carrier Equipment
Product
2,813
Services 522
Enterprise Equipment
Product
897 828
1.39
Services 158 127
21.99
Others
GSM
phones 398 224
78.07
CDMA
phones 125
T&M
65
49 34.09
Telecom
Software 1238 1038
19.25
Cellular
service 243
161 50.05
Others
1886 1466
28.65
According to JP Morgan Stanley,
the cellular segment will be a key driver in the growth in telecom
services in India. The share of public operators in this market
is likely to diminish and competition would establish itself
faster and get a bigger chunk of the market. This would be led by
further liberalization, increasing customer expectations,
convergence of technologies, and the ability of private players to
offer it to the market faster than the incumbent operator. The
market share of CDMA services would increase considerably, with
Reliance deploying it on a national scale and using it as their
primary service offering. Telecom service providers are
increasingly focusing on corporate telecom services. Though
retail contributes more than 95 percent of the market, it is the
remaining 4-5 percent of the market, which is getting more
important for revenue generation.
Until late 2003, continual
litigation between GSM and CDMA operators around the issue of full
versus limited-mobility franchise rights had stalled market
progress. With the ending of litigation and the adoption of a
unified licensing regime, all operators can now concentrate on
rolling out networks, attracting subscribers and improving
services instead of fighting battles in the press and in court.
India’s telecommunications sector
is now among the most deregulated in the world and presents
potentially lucrative opportunities for service providers and
equipment vendors alike. American companies that have
successfully seized the opportunity are Agilent, Cisco, HP, Hughes
Network Systems, Lucent Technologies, Motorola, Qualcomm, Tekelec,
Sprint, AT&T, MCI, Lightbridge, and UT Starcom.
Buyer |
Project Name |
Potential U.S.
Export Value (in millions) |
BSNL |
Fixed and
Mobile Network Expansion |
$2,900 |
MTNL |
Fixed and
Mobile Network Expansion |
$120 |
Reliance |
Reliance CDMA
& |Optic Fiber Network |
$4,000 |
Bharti |
Bharti
Tele-Ventures |
$250 |
Idea |
Idea GSM
Rollout |
$1,100 |
Hexacom
|
Expansion of
GSM Network in Rajasthan |
$10 |
Hutchison |
Hutchison-Essar GSM Network Expansion |
$400 |
BPL |
GSM Expansion |
$700 |
Tata |
Expansion of
CDMA fixed and mobile services |
$4,000 |
MARKET ACCESS
In order for U.S. companies to
enter the mobile services in India, they have to complete the
following formalities:
-
Find a JV partner (Indian
company) who will have 51 percent stake;
-
If a new company, it has to
file for Unified Access service license;
-
One time entry fee of ranging
from $ 0.44 to $44 million, depending on the circle;
-
Quarterly revenue share (as
part of license fee): ranging from 6-10% depending on the
circle;
-
Performance bank guarantees
which is equivalent to four times the revenues/license fee.
In addition to license fees, the
cellular licensees pay spectrum charges on a revenue share basis
of 2% of AGR for spectrum up to 4.4 MHz or 3% of AGR for spectrum
up to 6.2 MHz. The charges will be 4% of AGR for spectrum beyond
6.2 Mhz, which shall be given if the subscriber base is more than
500 thousand.
In terms of NTP-99, cellular
operators will be free to provide, within their area of
operations, all types of mobile services, including voice and
non-voice messages, data services and PCOs utilizing any type of
network equipment, including circuit and/or package switches that
meet the relevant International Telecommunication Union (ITU)/Telecom
Engineering Center (TEC) standards.
The telecom sector highly
capital-intensive and requires huge investments over a prolonged
period of time. Several domestic operators and overseas investors
want:
- FDI limit to be
increased from the present cap of 49% to 74%.
- Investments by FIIs
to be exempt from the sectoral limit imposed on FDI.
There are a few other market
barriers for entry into the Indian mobile services market, such
as:
- High import duty on
hand sets and infrastructure import ranging between 20-40 percent
- Huge entry/license
fees
- Lack of adequate
spectrum for expansion of wireless services
- Lack of coherent
policy on spectrum management and allocation.
Upcoming Trade Shows in the
Telecom sector
Telecom India 2004
October 25-28, 2004, Bandra Kurla
MMRDA Complex, Mumbai.
Focuses on information technology
and telecommunications sectors. It is organized by India-Tech
Foundation, Mumbai. For more details visit: www.telecommindia.com.
SuperComm India 2005
February 2-4, 2005, Pragati
Maidan, New Delhi.
Showcase of telecommunications equipment, services and
technologies.
Organized by TIA of the U.S. in
association with Interads Limited, New Delhi. Certified by the
U.S. Department of Commerce. For more details visit:
www.supercommindia2005.com.
Convergence India 2005
March 29-31, 2005, Pragati Maidan,
New Delhi.
Showcase of broadcast, telecom, Satellite and Internet sectors.
Organized by Exhibitions India,
New Delhi.
This show is certified by the U.S. Department of Commerce.
For more details visit: www.convergenceindia.org.
Sources: Cellular
Operators Association of India, Association of Basic Telecom
Operators, Department of Telecom, E&Y, NDA Ventures, Confederation
of Indian Industry, Federation of Indian Chambers of Commerce and
Industry, Voice & Data, and Personal interviews. |