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THE RELEVANCE OF MATHEMATICS IN
TELECOMMUNICATION INDUSTRY
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CONTENT
• INTRODUCTION
• USES OF MATHEMATICS IN COMMERCIAL SALES
– SALES FORECAST
– RESEARCH AND PERFORMANCE ANALYSIS
– DISTRIBUTION PARTNER INCENTIVE STRUTURE
– FLAGSHIP COLLECTIONS/ SALES REPORTING
• JOB ROLES THAT REQUIRES MATHEMATICS
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INTRODUCTION
• Students majoring in mathematics might wonder
whether they will ever use the mathematics they
are learning, once they graduate and get a job. Is
any of the analysis, calculus, algebra, numerical
methods, math programming, etc. really going to
be of value in the real world except teaching? The
answer is yes.
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What are my opportunities in labor market?
Where do I apply
various mathematics
theorems
Of what relevance are the algebras
How can I apply
Mathematical Analysis in real
life situation
Is my career path restricted to teaching as
a mathematician
Where can I fit in after graduation What are
career opportunities
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AREAS APPLIED
USES OF MATHEMATICS IN COMMERCIAL SALES
Prediction of total weekly, Monthly and yearly reports from the beginning of the period, using available Parameters to calculate possible figure At the end of the period under review
Analyze sales performance, compare previous month/year performance, current month/year, find out causes spike in sales or dip and advice the business on measures to sustain performance or strategies to improve
Structure incentive payment for Distribution partners wrt territory subscriber base, target achievement and base stations in assigned territory for a mutual business benefit for the organization and distribution partners
Collection of sales proceeds from flagship shops: viz: cash, postpaid payment, POS and do proper. This is done via designing a template with excel
Example
Tailored regional offerings can be devised based on the ‘Ground Realities’
SALES FORECAST PERFORMANCE ANALYSIS
BUSINESS INTELLIGENCEFLAGSHIP COLLECTIONS/ SALES REPORTINGDISTRIBUTION PARTNER INCENTIVE STRUTURE
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SALES FORECAST
• Prediction of futures sales using available parameters, viz: Network quality, sales trend, number of subscribers, visibility and recharges done in a particular territory.
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SALES FORECAST FOR THE MONTH OF JUNE
DP MAY PERFORMANCE JUNE TARGET JUNE FORECAST JUNE ACTUAL
Lyttle Oak
9,200,000.00
23,031,000
15,000,000 13,635,000
Multinet Systems Nig. Ltd.
41,520,000.00
42,739,811
45,000,000
94,699,000
Glaceo Investment Ltd.
22,225,000.00
35,502,858
25,000,000 24,100,000
Multitek Data Services Ltd.
29,990,000.00
41,938,708
35,000,000
51,316,000
Tee & T Concepts Nig. Ltd.
21,320,000.00
31,591,922
25,000,000
32,990,000
Terry Okwute Nig. Ltd.
12,996,000.00
21,121,114
15,000,000 12,765,000
Deblesskins Investments Ltd.
33,135,000.00
21,121,114
35,000,000
50,685,000
Remglory Ventures Ltd.
27,435,000.00
33,436,458
30,000,000 27,160,000
Idems Ultimate Ventures
8,330,000.00
21,121,114
10,000,000
10,675,000
Initial Logistics Ltd.
2,140,000.00
22,096,889
5,000,000 12,935,000
Dadev Ventures
22,970,000.00
29,430,944
35,000,000 70,525,000
Jons Ndy Ltd.
22,130,000.00
21,121,114
25,000,000 31,355,000
Gabros Divine Technologies Ltd.
63,930,000.00
55,301,267
70,000,000
60,935,000
TOTAL 317,321,000.00 399,554,313 370,000,000 493,775,000
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GRAPHICAL REPRESENTATION
Lyttle
Oak
Multinet Sy
stems N
ig. Lt
d.
Glaceo
Inve
stmen
t Ltd.
Multitek Data
Servi
ces Lt
d.
Tee &
T Concep
ts Nig.
Ltd.
Terry
Okw
ute Nig.
Ltd.
Debles
skins In
vestm
ents
Ltd.
Remglo
ry Ven
tures Lt
d.
Idems U
ltimate Ven
tures
Initial Lo
gistics
Ltd.
Dadev
Ventures
Jons Ndy L
td.
Gabro
s Divi
ne Tech
nologies L
td. -
10,000,000.00
20,000,000.00
30,000,000.00
40,000,000.00
50,000,000.00
60,000,000.00
70,000,000.00
80,000,000.00
90,000,000.00
100,000,000.00
MAY PERFORMANCEJUNE TARGETJUNE FORECASTJUNE ACTUAL
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SALES PERFORMANCE ANALYSIS
Provision of objective feedback to salesmen trying to get a positive
change in performance. Essentially it is about telling the sales/marketing
men what actually happened as opposed to what they perceived to be
happening. It also entails giving recommendations no what should be
done in future to achieve better result.
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Year to Date Sales Summary
4% increase
S/N Description
Jan Feb Mar April May June July AUG SEPT Oct Nov DecYTD
Revenue Target
YTD Revenue Actual
% increase against previous month
1SIMs [QTY ‘000]
191,701
176,298
137,200
178,593
165,000
148,500
107,300
218,500 173,898
226,087
196,448
242.8
18,922.5 20,166.0
24
2Data SIM(QTY) 0 1,200 0 1,400 100 0 360 50 100 0 0 0 0
3Blank SIM(QTY) 2,250 3,200 1,950 2,200 3,950 350 4,300 4,500 4,100 3,350 1,200 28,800 2300
4Modem (QTY) 332 0 1,759 455 657 390 495 255 780 510 330 120 -64
5Phones [QTY’000] 1,119 176 0 0 130 0 830 74 1,548 1,485 442 1,137 157
6SIMs Revenue [Nm]
18.3 16.8 13.3 17.8 16.4 14.8 14.8 21.8 17.4 22.6 19.6 24.3 24
7
Airtime Sales Revenue [Nm]
1,483.8 1,361.3 1,592.6
1,795.8
1,661.4
1,608.3
1,534.0 1,730.6
1,740.2 1,637.4
1,709.30 2,016.4 18
8
Devices Sales Revenue [Nm]
5.1 0.6 6.1 1.6 2.7 1.36 4.6 1.0 4.7 6.3 1.3 1.9 46
9 E-top up 15.6 15.5 20.0 23.9 17.4 21.6 21.8 7.8 18.0 13.5 16.2 21.9 35
Total Sales Revenue [Nm]
1,506.2
1,379.3
1,617.0
1,814.9
1,680.0
1,626.7
1,555.7
1,761.8 1,789.4
1,663.3
1,728.9
2,044.3
18
SALES Dashboard
there was a 18% increase in revenue in Dec over Nov ‘13
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South South Performance trend
Jan
Feb
MarApr
ilMay
June
Ju
ly
Augus
t
Sept
embe
r
Octob
er
Novem
ber
Decem
ber
0.00
500.00
1,000.00
1,500.00
2,000.00
2,500.00
TargetActual
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BUSINESS INTELLIGENT
• Working in the Business Intelligence team is a premier opportunity to develop a career in business and big data analytics
• Business Intelligence Analysts are strong in quantitative analysis, enjoy coding but also want to balance that with their interest in business. They think critically to tackle complex challenges
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Relevance of Mathematics in BI
• Consulting with internal customers (e.g., Marketing, Logistics, Customer Service) to develop analyses that lead to actionable insights that accelerate profitable growth
• Wrangling data from multiple sources including sales, inventory, product, and customer databases to create integrated views that can be used to drive decision making
• Working with several large and complex SQL databases• Designing and building reports and analyses in Excel
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DISTRIBUTION PARTNER INCENTIVE DISTRIBUTION PARTNER INCENTIVE This is what motivates/encourages distribution partners to go extra mile in the business
its mathematically structured so as to reward each DPs according to their performance, putting into consideration their territory coverage, network quality, subscriber base, sales volume and target achievement.
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Example of Incentive structure
Total Territory Recharge
200,000,000
Objectives Target Achievement
Unit score Weights Score
Activation in territory 92% 4 35 140
Recharges in Territory 74% 2 35 70
E-Top up contr. To Airtime Sales
88% 3 15 45
Total Sales 101% 5 15 75
Final Score in (%) 330
Territory Recharge Share (0.75%) 1,500,000
Territory recharge Incentive for DP 990,000
% Target achieved Unit Score
<60% 0
60% - <70% 1
70% - <80% 2
80% - <90% 3
90% - <100% 4
≥100% 5
66.0% Final score divided by 500 multiplied by 100%
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JOB ROLES THAT REQUIRES MATHEMATICS
• Sales Analysis• Business Intelligent Unit• Incentive And Performance Management• Finance• Commercial Planning Unit• RF And Optimization Engineering• FLAGSHIP COLLECTION/RECONCILIATION
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QUESTIONS