connecting india faster management meeting date : 10-08-2011 cfa marketing gm (sales and marketing-...

Connecting India Faster

Management Meeting Date : 10-08-2011

CFA MARKETING

GM (Sales and Marketing- CFA)TAMILNADU CIRCLE, CHENNAI

Promotional scheme-Land line

● Customer to provide Own telephone will get ● 300 calls free● No installation charge● Offer up to 28/09/2011

Promotional offer-Broadband

For new customers● No installation charge● No security deposit● Modem security in three installments● MoD worth 149/GoD worth 49/-for one month

free from Hungama● GoD worth Rs.49/- free for one month from

India Games● Period of offer up to 01/09/11


Customers providing own modem will get● Installation fee waiver● 500 MB free download/month for four months● Offer up to 24/10/11

Promotional offer-Broadband● New Prepaid BB customers ● Installation fee waiver● 100 MB free download with fifteen days

validity● Offer up to 07/10/11


Disconnected postpaid BB customers having own modem can reconnect as Prepaid broadband connection .

● 100 MB free download for 15 days validity.● No installation charges

Promotional offer-UITC● For cards of denomination Rs.300 and above● ISD charges to popular countries reduced to 3

paise/second● Offer up to 28/09/11

Incentive for employees● Employees can enrol existing/new BB

customers to long duration payment option . ● Rs.50 per connection incentive● Period:30/09/11

Sale of BB CPE by franchisees● CM & CFA franchiseees instructed to sell BB

CPEs at BSNL CSCs● Procurement from M/s.Teracom & M/s.Syrma

Technologies Pvt. Ltd● Rate to customer: Not to exceed BSNL price

Recovery of O/s. dues by franchisee● Along with the existing channels of recovery ,

CM & CFA franchisees are permitted to collect outstanding dues (Rs.1000-20000) pending for more than one year but less than three years.

● Commission communicated vide Lr.No. Mktg/CFA/Franchisee as collection Agent/2011-12/4 dt 27/06/11

Expiry of contract with Mr.Abhinav Bindra● Contract expired 20/07/11● Compliance w.r.t to removal of photographs

received only from Trichy SSA.● All others also to comply.

PCO target● Annual Target : 5950● Q1 Achievement :-13615

● BSNL Shoppee/epco:● Annual Target : 1139● Q1 Achievement : 50

Landline PRBT● PRBT provisioning come down drastically● SSAs are requested to analyse the reasons

and improve PRBT count.

IN service

Target● Prepaid :Rs.7.50 Cr● QI achievement : Rs.0.38 cr ● Postpaid : Rs.12.75 Cr ● Q1 achievement :Rs. 0.45 Cr

Targets assigned to CM/CFA franchisees during meet on 04/08/11

Role of Udaan Team in marketing IN products● To assign target to CSCs & ensure they that

sell cards● To monitor performance of franchisees and all

other channel partners

TAC meetings● Meetings to be conducted once in six months● 3 meetings should have been conducted● All SSAs except Vellore conducted 3

meetings.● Vellore to expedite conduct of third meeting

FLPP PCOs● FLPP possible in all types of switches● Post paid PCOcan be converted into prepaid● Commission better that post paid PCOs● Validity of FLPP increased

PROJECT UDAAN

August 10, 2011 PROJECT UDAAN 18

Action points

● SSA heads should have Weekly meeting with UDAAN team and External team.

● Maintaining exclusive staff for Udaan.

● Review of pending oldest leads. August 10, 2011 19PROJECT UDAAN

● Small posters (A4 xerox copies).

● Making outbound calling.

● TV Scrolling

August 10, 2011 20PROJECT UDAAN

Broadband connectionsContribution by Udaan


Month Project Udaan Circle Gross Sales

Udaan Percentage

Apr-11 3375 17797 19

May-11 4195 12842 33

Jun-11 4272 13920 31

Jul-11 3969 12788 31

Total 15811 57347 28

Landline connectionsContribution by Udaan


Month Project Udaan Circle Gross

Sales Udaan

Percentage

April 2673 17223 16

May 3253 12449 26

June 2775 18295 15

July 3189 19192 17

Total 11890 67159 18

LEAD SOURCE- 1/04/11 to 31/07/11 (Ranking)

Leads created by Udaan team : 90%August 10, 2011 23PROJECT UDAAN

S.No SSA UDAANBSNLWE

BSITESMS CSC

CIRCLEINTRANE

T

CALLCENTER

Total

Lead genr.

Tartget per

month

Lead Genr. Tgt

per month

Achieved1 ERODE 6357 64 19 0 63 10 6513 2450 662 VIRUDHUNAGAR 1357 27 7 337 17 0 1745 870 503 THANJAVUR 2721 43 65 0 53 12 2894 1510 484 NAGARCOIL 1396 23 29 323 31 19 1821 1100 415 TRICHY 4256 109 189 25 139 59 4777 3540 346 SALEM 3120 75 54 99 94 15 3457 2740 327 KUMBAKONAM 1421 36 21 2 29 8 1517 1260 308 NILGIRIS 869 11 9 0 21 2 912 760 309 KARAIKUDI 1182 17 14 0 25 3 1241 1070 2910 DHARMAPURI 949 46 76 15 54 3 1143 990 2911 VELLORE 1656 76 51 0 111 12 1906 1740 2712 COIMBATORE 5645 210 311 0 276 49 6491 6400 2513 TIRUNELVELI 1533 33 28 11 36 10 1651 1640 2514 CUDDALORE 1815 69 33 13 51 16 1997 2450 2015 TUTICORIN 1022 17 18 35 19 7 1118 1510 1916 MADURAI 2538 76 50 91 92 21 2868 3910 1817 PONDICHERY 1106 50 25 0 45 9 1235 2060 15 CIRCLE 38943 982 999 951 1156 255 43286 36000 30

Percentage 90 2 2 2 3 1 100

Status of Leads – Jan 2010 to July 2011


S.No SSA_DESCTOTAL LEADS

COMPLETEDCANCELLED

LEADSNON

FEASIBLEPENDING

1 COIMBATORE 30226 21367 6059 1400 14002 ERODE 22507 19639 2391 0 4773 TRICHY 24803 19006 5080 120 5974 MADURAI 17723 13391 3490 421 4215 THANJAVUR 14053 10602 2852 228 3716 SALEM 13560 9718 3608 10 2247 CUDDALORE 12643 9665 2394 386 1988 VELLORE 11083 7872 2824 150 2379 NAGARCOIL 9453 6983 2060 101 30910 TIRUNELVELI 8433 6601 1646 43 14311 KUMBAKONAM 7827 6474 1222 17 11412 KARAIKUDI 7003 5608 1165 68 16213 TUTICORIN 6494 5162 1055 172 10514 VIRUDHUNAGAR 7390 5113 1633 503 14115 DHARMAPURI 7407 5046 2197 18 14616 PONDICHERY 5686 4196 974 385 13117 NILGIRIS 3867 3131 666 55 15 CIRCLE 210158 159574 41316 4077 5191

PERCENTAGE 76 20 2 2

http://www.udaan.bsnl.co.in/reports/statistical_report_main_stl.php?ssawise_stl=0100501200000000

















Trend in LL and BB provisioning of Udaan Team


MonthNEW

LEADSCOMPLETE

DLL BB LL_BB

Aug-10 11158 9226 2874 3888 931Sep-10 11821 8596 2882 3538 854Oct-10 11813 10011 3286 4041 1057Nov-10 10981 8463 2724 3361 901Dec-10 10210 7566 2685 2817 764Jan-11 12041 9038 2924 3323 958Feb-11 11006 8756 2929 3184 1007Mar-11 10931 8968 2968 3286 932Apr-11 7981 6572 1985 2687 688May-11 10212 8514 2443 3386 809Jun-11 11144 9274 2827 3665 908Jul-11 13701 11235 3189 3969 1085

Average 11083 8852 2810 3429 908

Trend in LeadsAug 2010 to July 2011


Ranking by Productivity (Per Sales Associate/month) April 2011 to July 2011


S.No SSATOTAL LEADS COMPLETED

Count of SA

Productuctivity

Total BB comp

Productuctivity of BB

1 ERODE 5861 22 67 2055 232 NILGIRIS 875 8 27 599 193 TRICHY 3809 35 27 2047 154 SALEM 2883 22 33 1265 145 COIMBATORE 4715 35 34 1976 146 TIRUNELVELI 1328 16 21 882 147 PONDICHERY 955 12 20 650 14

8 THANJAVUR 2318 23 25 1228 139 VIRUDHUNAGAR 1083 11 25 568 13

10 TUTICORIN 914 12 19 531 1111 NAGARCOIL 1352 16 21 706 1112 VELLORE 1335 17 20 747 1113 KARAIKUDI 1084 13 21 564 1114 DHARMAPURI 855 12 18 511 1115 KUMBAKONAM 1380 17 20 622 916 MADURAI 2249 30 19 1011 817 CUDDALORE 1616 19 21 600 8 Grand Total 34612 320 27 16562 13

PROVISIONING TIME (Time taken for feasibility from the date of lead generation –For July 2011)


No Name of SSA

Total no of leads

completed during the

month

1 day 2-3 days 4-7 days 8-15 days 16-30 daysMore than

30 days

1 ERODE 1957 1704 120 66 51 9 72 COIMBATORE 2030 1474 268 153 86 22 273 TRICHY 1240 1095 74 53 15 3 0

4 SALEM 913 729 94 81 9 0 0

5 MADURAI 755 535 99 70 25 16 106 THANJAVUR 733 477 80 107 45 15 97 CUDDALORE 490 297 96 41 29 13 148 KARAIKUDI 358 296 29 28 1 2 29 VELLORE 391 250 74 39 20 7 110 TUTICORIN 356 225 81 28 10 5 711 KUMBAKONAM 458 220 104 89 26 12 712 TIRUNELVELI 406 220 100 49 20 14 313 VIRUDHUNAGAR 407 212 59 35 33 38 3014 NILGIRIS 233 210 21 2 0 0 0

15 NAGARCOIL 423 161 128 69 41 14 1016 PONDICHERY 287 142 54 43 24 14 1017 DHARMAPURI 269 125 66 35 19 19 5

CIRCLE 11706 8372 1547 988 454 203 142Percentage 72 13 8 4 2 1

Feasibility Report –within one day during July 2011


No Name of SSATotal no of leads completed during

the month1 day % of 1 day

1 NILGIRIS 233 210 902 TRICHY 1240 1095 883 ERODE 1957 1704 874 KARAIKUDI 358 296 835 SALEM 913 729 806 COIMBATORE 2030 1474 737 MADURAI 755 535 718 THANJAVUR 733 477 659 VELLORE 391 250 6410 TUTICORIN 356 225 6311 CUDDALORE 490 297 6112 TIRUNELVELI 406 220 5413 VIRUDHUNAGAR 407 212 5214 PONDICHERY 287 142 4915 KUMBAKONAM 458 220 4816 DHARMAPURI 269 125 4617 NAGARCOIL 423 161 38

CIRCLE 11706 8372 72

PROVISIONING TIME- July 2011Time taken for completion of lead from the date of feasibility given



the month1 day 2-3 days 4-7 days 8-15 days 16-30 days

More than 30 days

1 ERODE 1957 1062 328 319 150 73 252 COIMBATORE 2030 901 297 342 252 120 1183 TRICHY 1240 339 149 285 254 124 894 THANJAVUR 733 278 150 137 97 53 185 MADURAI 755 272 130 138 132 42 416 SALEM 913 247 267 210 150 36 3

7 VIRUDHUNAGAR 407 183 84 75 33 18 14 8 NILGIRIS 233 144 47 26 11 3 29 CUDDALORE 490 131 105 93 77 46 3810 KUMBAKONAM 458 127 119 125 56 29 211 TUTICORIN 356 78 108 98 52 15 512 VELLORE 391 72 58 95 119 36 1113 PONDICHERY 287 64 56 83 59 20 514 NAGARCOIL 423 54 55 118 97 62 3715 KARAIKUDI 358 43 53 92 97 56 1716 TIRUNELVELI 406 39 129 116 67 39 1617 DHARMAPURI 269 24 42 85 67 29 22

CIRCLE 11706 4058 2177 2437 1770 801 463Percentage 35 19 21 15 7 4

PROVISIONING TIME- July 2011from the date of feasibility given



the month1 day % 1 day

More than 30 days

% > 30days

1 ERODE 1957 1062 54 25 12 COIMBATORE 2030 901 44 118 63 TRICHY 1240 339 27 89 74 THANJAVUR 733 278 38 18 25 MADURAI 755 272 36 41 56 SALEM 913 247 27 3 0

7 VIRUDHUNAGAR 407 183 45 14 38 NILGIRIS 233 144 62 2 19 CUDDALORE 490 131 27 38 810 KUMBAKONAM 458 127 28 2 011 TUTICORIN 356 78 22 5 112 VELLORE 391 72 18 11 313 PONDICHERY 287 64 22 5 214 NAGARCOIL 423 54 13 37 915 KARAIKUDI 358 43 12 17 516 TIRUNELVELI 406 39 10 16 417 DHARMAPURI 269 24 9 22 8

CIRCLE 11706 4058 35 463 4Percentage 35 4

Broadband Target (Project Udaan)


S.No SSA BB Target 2011-12Total BB comp upto July 2011

% BB Achieved

1 ERODE 6,850 2055 30

2 THANJAVUR 4,530 1228 27

3 NILGIRIS 2,280 599 26

4 VIRUDHUNAGAR 2,610 568 22

5 NAGARCOIL 3,300 706 21

6 TRICHY 10,620 2047 19

7 TIRUNELVELI 4,920 882 18

8 KARAIKUDI 3,210 564 18

9 DHARMAPURI 2,970 511 17

10 KUMBAKONAM 3,780 622 16

11 SALEM 8,220 1265 15

12 VELLORE 5,220 747 14

13 TUTICORIN 4,530 531 12

14 PONDICHERY 6,180 650 11

15 COIMBATORE 19,200 1976 10

16 MADURAI 11,730 1011 9

17 CUDDALORE 7,350 600 8

Grand Total 105,000 16562 16

LEAD GENERATION TARGET


S.No SSAMonthly lead generation

target (April'11) (May '11 ) (June '11 ) (July'11)

Average monthly % achieved

1 ERODE 2450 1143 1623 1464 2163 65

2 VIRUDHUNAGAR 870 300 412 455 552 49

3 THANJAVUR 1510 564 708 747 866 48

4 NAGARCOIL 1100 442 442 461 479 41

5 TRICHY 3540 855 1168 1332 1420 34

7 SALEM 2740 721 794 899 1060 32

9 KUMBAKONAM 1260 290 388 397 440 30

6 NILGIRIS 760 159 242 276 224 30

10 KARAIKUDI 1070 248 292 349 367 29

8 DHARMAPURI 990 247 323 280 310 29

11 VELLORE 1740 384 543 422 547 27

12 TIRUNELVELI 1640 344 370 515 433 25

14 COIMBATORE 6400 799 1258 1588 2675 25

13 CUDDALORE 2450 397 526 501 569 20

16 TUTICORIN 1510 159 223 327 411 19

15 MADURAI 3910 685 619 760 824 18

17 PONDICHERY 2060 244 281 371 361 15

CIRCLE 35000 7981 10212 11144 13701 31

http://www.udaan.bsnl.co.in/reports/statistical_report_main_monthly_stl.php?ssaid=0100501600000000&type=stl&fromdt=01&todt=30&mon=04&yr=11










CFA Franchisee – EOI StatusTerritory code SSA Class of Territory Status

TN 01 COIMBATORE A Appointed

TN 02 MADURAI B No response

TN 03 KARAIKUDI B No response

VIRUDHUNAGAR B No response

TN 04 TRICHY B No response

TN 05 THANJAVUR B No response

CRDA B No response

TN 06 SALEM B In process

TN 07 ERODE B No response

COONOOR B No response

TN 08 PONDY C In process

CUDDALORE C In process

DHARMAPURI C In process

VELLORE C In process

TN 09 TUTICORIN C Appointed

TIRUNELVELI C Appointed NAGERCOIL C Appointed

Appointed = 4 SSAsNo response = 8 SSAsIn Process = 5 SSA


TN 10

CFA Franchisee Target/Achievment● 1.Coimbatore Franchisee.

Agreement date : 24/03/11

Operation launched : 01/05/11

Connections provided: May-28, June-40, July - 114

Sub-franchisee : 5 Retailers: 10

Feet on Street: 3

● 2. Nagercoil Franchisee

Agreement date : 24/03/11

Operation launched : 06/06/11

Connections provided: June-40, July -34 (LL-13, BB-13, WLL-8)

Sub-franchisee : 20 Retailers: 50

Feet on Street: 10

Prepaid IN services Target : 26 Lakhs


CFA Franchisee – New Commission structure dated 08-08-2011

● For new BB/LL connections 100% commission payment after first bill payment instead of third bill payment.

● Centrex and VPN the Commission has been increased from Rs.50/- to one month FMC per member line.

● Free phone service and Universal Access Number the commission has been increased from Rs.1500/- to Rs.5000/-

● Premium rate Service the commission has been increased from Rs.1500/- to Rs.3000/- per commission.


Broadband Penetration as on 31st July, 2011


S.No. SSA LL wkg 7/1/2011

BB wkg 7/1/2011 Penetration

1 Pondicheri 62025 21825 352 Coimbatore 251415 64995 263 Madurai 150948 37931 254 Virudhunagar 51243 12016 235 Cuddalore 89688 20609 236 Dharmapuri 47122 10789 237 Trichy 181580 40898 238 Vellore 115634 25704 229 Nagercoil 81305 17846 2210 Tuticorin 64647 14138 2211 Tirunelveli 90042 19660 2212 Nilgiris 31520 6841 2213 Salem 145283 27804 1914 Erode 120572 21643 1815 Kumbakonam 81588 14312 1816 Tanjore 96161 16129 1717 Karaikudi 69960 10762 15

Circle Total 1730733 383902 22

Thank you

August 10, 2011 38PROJECT UDAANPROJECT UDAAN

connecting india faster management meeting date : 10-08-2011 cfa marketing gm (sales and marketing-...

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