Transcript SPLIT ARCHITECTURE

CFA MARKETING
Management Meeting
Date : 10-08-2011
Connecting India Faster
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
Promotional offer-Broadband
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
Promotional offer-Broadband
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
PROJECT UDAAN
19
● Small
posters (A4 xerox copies).
● Making
● TV
outbound calling.
Scrolling
August 10, 2011
PROJECT UDAAN
20
Broadband connections
Contribution 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
August 10, 2011
PROJECT UDAAN
21
Landline connections
Contribution by Udaan
Circle Gross
Udaan
Sales
Percentage
Month
Project Udaan
April
2673
17223
16
May
3253
12449
26
June
2775
18295
15
July
3189
19192
17
Total
11890
67159
18
August 10, 2011
PROJECT UDAAN
22
LEAD SOURCE- 1/04/11 to 31/07/11 (Ranking)
S.No
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
SSA
ERODE
VIRUDHUNAGAR
THANJAVUR
NAGARCOIL
TRICHY
SALEM
KUMBAKONAM
NILGIRIS
KARAIKUDI
DHARMAPURI
VELLORE
COIMBATORE
TIRUNELVELI
CUDDALORE
TUTICORIN
MADURAI
PONDICHERY
CIRCLE
Percentage
BSNLWE
UDAAN
BSITE
6357
1357
2721
1396
4256
3120
1421
869
1182
949
1656
5645
1533
1815
1022
2538
1106
38943
90
64
27
43
23
109
75
36
11
17
46
76
210
33
69
17
76
50
982
2
SMS
CSC
19
7
65
29
189
54
21
9
14
76
51
311
28
33
18
50
25
999
2
0
337
0
323
25
99
2
0
0
15
0
0
11
13
35
91
0
951
2
CIRCLEI
CALLCE
NTRANE
NTER
T
63
17
53
31
139
94
29
21
25
54
111
276
36
51
19
92
45
1156
3
10
0
12
19
59
15
8
2
3
3
12
49
10
16
7
21
9
255
1
Total
6513
1745
2894
1821
4777
3457
1517
912
1241
1143
1906
6491
1651
1997
1118
2868
1235
43286
100
Lead
Lead
genr. Genr. Tgt
Tartget
per
per
month
month Achieved
2450
66
870
50
1510
48
1100
41
3540
34
2740
32
1260
30
760
30
1070
29
990
29
1740
27
6400
25
1640
25
2450
20
1510
19
3910
18
2060
15
36000
30
Leads created by Udaan team : 90%
August 10, 2011
PROJECT UDAAN
23
Status of Leads
– Jan 2010
S.No
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
to July 2011
SSA_DESC
COIMBATORE
ERODE
TRICHY
MADURAI
THANJAVUR
SALEM
CUDDALORE
VELLORE
NAGARCOIL
TIRUNELVELI
KUMBAKONAM
KARAIKUDI
TUTICORIN
VIRUDHUNAGAR
DHARMAPURI
PONDICHERY
NILGIRIS
CIRCLE
PERCENTAGE
August 10, 2011
TOTAL
LEADS
COMPLETED
CANCELLED
LEADS
NON
FEASIBLE
30226
22507
24803
17723
14053
13560
12643
11083
9453
8433
7827
7003
6494
7390
7407
5686
3867
210158
21367
19639
19006
13391
10602
9718
9665
7872
6983
6601
6474
5608
5162
5113
5046
4196
3131
159574
6059
2391
5080
3490
2852
3608
2394
2824
2060
1646
1222
1165
1055
1633
2197
974
666
41316
1400
120
421
228
10
386
150
101
43
17
68
172
503
18
385
55
4077
1400
477
597
421
371
224
198
237
309
143
114
162
105
141
146
131
15
5191
76
20
2
2
PROJECT UDAAN
0
PENDING
24
Trend in LL and BB provisioning
of Udaan Team
Month
Aug-10
Sep-10
Oct-10
Nov-10
Dec-10
Jan-11
Feb-11
Mar-11
Apr-11
May-11
Jun-11
Jul-11
Average
August 10, 2011
NEW LEADS COMPLETED
LL
BB
LL_BB
11158
11821
11813
10981
10210
12041
11006
10931
7981
10212
9226
8596
10011
8463
7566
9038
8756
8968
6572
8514
2874
2882
3286
2724
2685
2924
2929
2968
1985
2443
3888
3538
4041
3361
2817
3323
3184
3286
2687
3386
931
854
1057
901
764
958
1007
932
688
809
11144
13701
9274
11235
2827
3189
3665
3969
908
1085
11083
8852
2810
3429
908
PROJECT UDAAN
25
Trend in Leads
Aug 2010 to July 2011
16000
14000
12000
10000
NEW LEADS
COMPLETED
8000
LL
BB
LL_BB
6000
4000
2000
0
Aug-10
Sep-10
August 10, 2011
Oct-10
Nov-10
Dec-10
Jan-11
Feb-11
Mar-11
Apr-11
PROJECT UDAAN
May-11
Jun-11
Jul-11
26
Ranking by Productivity (Per Sales
Associate/month) April 2011 to July 2011
S.No
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
SSA
ERODE
NILGIRIS
TRICHY
SALEM
COIMBATORE
TIRUNELVELI
PONDICHERY
THANJAVUR
VIRUDHUNAGAR
TUTICORIN
NAGARCOIL
VELLORE
KARAIKUDI
DHARMAPURI
KUMBAKONAM
MADURAI
CUDDALORE
Grand Total
August 10, 2011
TOTAL LEADS
COMPLETED
5861
875
3809
2883
4715
1328
955
2318
1083
914
1352
1335
1084
855
1380
2249
1616
34612
Count of Productuctiv Total BB Productuctivi
SA
ity
comp
ty of BB
22
67
2055
23
8
27
599
19
35
27
2047
15
22
33
1265
14
35
34
1976
14
16
21
882
14
12
20
650
14
23
11
12
16
17
13
12
17
30
19
320
PROJECT UDAAN
25
25
19
21
20
21
18
20
19
21
27
1228
568
531
706
747
564
511
622
1011
600
16562
13
13
11
11
11
11
11
9
8
8
13
27
PROVISIONING TIME
(Time taken for feasibility from the date of lead
generation –For July 2011)
No
Name of SSA
1
ERODE
2
COIMBATORE
3
TRICHY
4
SALEM
5
MADURAI
6
THANJAVUR
7
CUDDALORE
8
KARAIKUDI
9
VELLORE
10
TUTICORIN
11
KUMBAKONAM
12
TIRUNELVELI
13
VIRUDHUNAGAR
14
NILGIRIS
15
NAGARCOIL
16
PONDICHERY
17
DHARMAPURI
Total no of
leads
completed
during the
month
1 day
2-3 days
4-7 days
1957
2030
1240
913
755
733
490
358
391
356
458
406
407
233
423
287
269
11706
1704
1474
1095
729
535
477
297
296
250
225
220
220
212
210
161
142
125
8372
120
268
74
94
99
80
96
29
74
81
104
100
59
21
128
54
66
1547
66
153
53
81
70
107
41
28
39
28
89
49
35
2
69
43
35
988
72
13
8
CIRCLE
August 10, 2011
Percentage
PROJECT UDAAN
8-15 days 16-30 days
More than
30 days
51
86
15
9
25
45
29
1
20
10
26
20
33
9
22
3
7
27
0
0
16
15
13
2
7
5
12
14
38
10
9
14
2
1
7
7
3
30
0
0
0
41
24
19
454
14
14
19
203
10
10
5
142
4
2
1
0
28
Feasibility Report
–within one day during July 2011
No
Name of SSA
1
NILGIRIS
2
TRICHY
3
ERODE
4
KARAIKUDI
5
SALEM
6
COIMBATORE
7
MADURAI
8
THANJAVUR
9
VELLORE
10
TUTICORIN
11
CUDDALORE
12
TIRUNELVELI
13
VIRUDHUNAGAR
14
PONDICHERY
15
KUMBAKONAM
16
DHARMAPURI
17
NAGARCOIL
CIRCLE
August 10, 2011
Total no of leads
completed during
the month
1 day
% of 1 day
233
1240
1957
358
913
2030
755
733
391
356
490
406
407
287
458
269
423
210
1095
1704
296
729
1474
535
477
250
225
297
220
212
142
220
125
161
90
88
87
83
80
73
71
65
64
63
61
54
52
49
48
46
38
11706
8372
72
PROJECT UDAAN
29
PROVISIONING TIME- July 2011
Time taken for completion of lead from the date of
feasibility given
No
Name of SSA
1
ERODE
2
COIMBATORE
3
TRICHY
4
THANJAVUR
5
MADURAI
6
SALEM
7
VIRUDHUNAGAR
8
NILGIRIS
9
CUDDALORE
10
KUMBAKONAM
11
TUTICORIN
12
VELLORE
13
PONDICHERY
14
NAGARCOIL
15
KARAIKUDI
16
TIRUNELVELI
17
DHARMAPURI
Total no of leads
completed during
the month
1 day
2-3 days
4-7 days
8-15 days
16-30 days
More than 30
days
1957
2030
1240
733
755
913
1062
901
339
278
272
247
328
297
149
150
130
267
319
342
285
137
138
210
150
252
254
97
132
150
73
120
124
53
42
36
25
118
89
18
41
3
407
233
490
458
356
391
287
423
358
406
269
11706
183
144
131
127
78
72
64
54
43
39
24
4058
35
84
47
105
119
108
58
56
55
53
129
42
2177
19
75
26
93
125
98
95
83
118
92
116
85
2437
21
33
11
77
56
52
119
59
97
97
67
67
1770
15
18
3
46
29
15
36
20
62
56
39
29
801
7
14
2
38
2
5
11
5
37
17
16
22
463
4
CIRCLE
August 10, 2011
Percentage
PROJECT UDAAN
30
PROVISIONING TIME- July 2011
from the date of feasibility given
Total no of leads
Name of SSA completed during
the month
No
1
ERODE
2
COIMBATORE
3
TRICHY
4
THANJAVUR
5
MADURAI
6
SALEM
7
VIRUDHUNAGAR
8
NILGIRIS
9
CUDDALORE
10
KUMBAKONAM
11
TUTICORIN
12
VELLORE
13
PONDICHERY
14
NAGARCOIL
15
KARAIKUDI
16
TIRUNELVELI
17
DHARMAPURI
CIRCLE
Percentage
August 10, 2011
More than
% > 30days
30 days
1 day
% 1 day
1957
2030
1240
733
755
913
1062
901
339
278
272
247
54
44
27
38
36
27
25
118
89
18
41
3
1
6
7
2
5
0
407
233
490
458
356
391
287
423
358
406
269
11706
183
144
131
127
78
72
64
54
43
39
24
4058
35
45
62
27
28
22
18
22
13
12
10
9
35
14
2
38
2
5
11
5
37
17
16
22
463
4
3
1
8
0
1
3
2
9
5
4
8
4
PROJECT UDAAN
31
Broadband Target (Project Udaan)
S.No
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
SSA
BB Target 2011-12
Total BB comp
upto July 2011
% BB Achieved
ERODE
THANJAVUR
NILGIRIS
VIRUDHUNAGAR
NAGARCOIL
TRICHY
TIRUNELVELI
6,850
4,530
2,280
2,610
3,300
10,620
4,920
2055
30
1228
27
599
26
568
22
706
21
2047
19
882
18
KARAIKUDI
DHARMAPURI
KUMBAKONAM
SALEM
VELLORE
TUTICORIN
PONDICHERY
COIMBATORE
MADURAI
CUDDALORE
3,210
2,970
3,780
8,220
5,220
4,530
6,180
19,200
11,730
7,350
564
18
511
17
622
16
1265
15
747
14
531
12
650
11
1976
10
1011
9
600
8
16562
16
Grand Total
August 10, 2011
105,000
PROJECT UDAAN
32
LEAD GENERATION TARGET
S.No
SSA
Monthly lead
generation
target
(April'11)
(May '11 )
(June '11 )
(July'11)
Average
monthly %
achieved
1
ERODE
2450
1143
1623
1464
2163
65
2
3
4
5
7
VIRUDHUNAGAR
THANJAVUR
NAGARCOIL
TRICHY
SALEM
870
1510
1100
3540
2740
300
564
442
855
721
412
708
442
1168
794
455
747
461
1332
899
552
866
479
1420
1060
49
48
41
34
32
9
6
10
8
11
12
14
13
16
15
17
KUMBAKONAM
NILGIRIS
KARAIKUDI
DHARMAPURI
VELLORE
TIRUNELVELI
COIMBATORE
CUDDALORE
TUTICORIN
MADURAI
PONDICHERY
1260
760
1070
990
1740
1640
6400
2450
1510
3910
2060
290
159
248
247
384
344
799
397
159
685
244
388
242
292
323
543
370
1258
526
223
619
281
397
276
349
280
422
515
1588
501
327
760
371
440
224
367
310
547
433
2675
569
411
824
361
30
30
29
29
27
25
25
20
19
18
15
35000
7981
10212
11144
13701
31
CIRCLE
August 10, 2011
PROJECT UDAAN
33
CFA Franchisee – EOI Status
Territory code
SSA
Class of Territory
Status
TN 01
COIMBATORE
A
Appointed
TN 02
TN 03
MADURAI
KARAIKUDI
VIRUDHUNAGAR
TRICHY
THANJAVUR
CRDA
SALEM
ERODE
COONOOR
PONDY
CUDDALORE
DHARMAPURI
VELLORE
TUTICORIN
TIRUNELVELI
NAGERCOIL
B
B
B
B
B
B
B
B
B
C
C
C
C
C
C
C
No response
No response
No response
No response
No response
No response
In process
No response
No response
In process
In process
In process
In process
Appointed
Appointed
Appointed
TN 04
TN 05
TN 06
TN 07
TN 08
TN 10
TN 09
August 10, 2011
Appointed = 4 SSAs
No response = 8 SSAs
In Process = 5 SSA
PROJECT UDAAN
34
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
August 10, 2011
PROJECT UDAAN
35
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.
August 10, 2011
PROJECT UDAAN
36
Broadband Penetration
as on 31st July, 2011
S.No.
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
August 10, 2011
SSA
Pondicheri
Coimbatore
Madurai
Virudhunagar
Cuddalore
Dharmapuri
Trichy
Vellore
Nagercoil
Tuticorin
Tirunelveli
Nilgiris
Salem
Erode
Kumbakonam
Tanjore
Karaikudi
Circle Total
LL wkg
7/1/2011
62025
251415
150948
51243
89688
47122
181580
115634
81305
64647
90042
31520
145283
120572
81588
96161
69960
1730733
PROJECT UDAAN
BB wkg
7/1/2011
21825
64995
37931
12016
20609
10789
40898
25704
17846
14138
19660
6841
27804
21643
14312
16129
10762
383902
Penetration
35
26
25
23
23
23
23
22
22
22
22
22
19
18
18
17
15
22
37
Thank you
August 10, 2011
PROJECT UDAAN
38