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AIBSNLEA WRITES 1. Suggestions for revenue increase, revision in S&D Policy & Strengthening of Sales & Marketing Units - Reg. We would like to submit the following suggestions in order to increase the revenue in the prevailing Competitive Scenario. It is a well-known fact that the revenue parameters in CFA as well as CM segments are in the declining trend in the recent past. In the recent DoT press release dated 17-08¬2015 also, it was pointed out that "State-run BSNL lost about 20 million subscribers in the last financial year as the telecom operator could not match aggressive marketing by private operators besides persisting issues related to coverage and quality of its services". In order to overcome this issue, it is very much essential that the Sales & Marketing wings in the Circles / SSAs need to be strengthened. To achieve this goal, we put forth the following suggestions: A. Proposal to revise CM S&D Policy: 1. To increase the CM Sales, the following amendments are required to be made in the S & D Policy. a. Number of territories i.e. the area being served by a particular Franchisee in the SSA is to be increased with the minimum of one Franchisee per SDCA. b. To overcome the present monopoly status of the Franchisee in a territory, two or more franchises have to be appointed in a territory to ensure competitive sales. c. Franchisees should not be migrated to new policies. Instead of retaining the Franchisees continuously for years together, possibilities should be explored for appointment of New talented Franchisees d. Franchisees should have only one territory in one circle. e. Franchisee eligibility criteria and turn over conditions are to be relaxed, in order to invite more number of competitors for bidding. f. Most of the franchisees are having multi business and not concentrating on the BSNL business. They are appointing managers / leasing out by getting fixed amount. Provision to be made in S&D Policy to terminate such Franchisees. g. PBG to be increased 2.5 times of the present amount in order to increase stock allocation. 2. Separate FOS for collecting CAF can be appointed for improving the SIM sales. 3. Provision should be made available in M/s. Pyro to send the commission to the retailer directly for stock movement from franchisees. 4. Separate mechanism may be explored for CAF commission or stringent penalty to be introduced for Franchisees not meeting SIM activation Target. 5. Incentive to retailers may be fixed based on the slab wise turnover. 6. No provision should be made from Franchisee SIM (master SIM) to FOS SIM since most of the franchisees used this provision to keep FOS as a commission partner, resulting in reduction in commission to ultimate retailers. 7. Franchisee SIM should be mapped only to retailers and no provision should be made to territory sales. 8. Franchisee should not have retailer SIM available at franchisee premises. 9. Franchisee shop should be exclusive for BSNL business and should have defined area and located at main business area as per the terms & conditions of the 1s' S&D policy. 10. Franchisee should conduct retailer meet bimonthly with intimation to sales team of SSA and sales team members should attend the meeting. B. Business through CFA Franchisees. 1. The concept of exclusive CFA franchisee took shape since the franchisees were concentrating more on mobile service and neglected the CFA service. TELEWAVE Page-4 SEPTEMBER-2015