Chapter 18 Project Vijay

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--->  Reach : Reach defined as the ratio of telecom retail outlets (multi-brand telecom outlets) that sell BSNL products to the total number of telecom retail outlets in a particular geographical area.

--->  Extraction : Extraction defined as the share of BSNL sales in the total sales of a particular multibrand telecom outlet

--->   Primary sales will be made from BSNL SSA to Franchisee.

--->  1 FM  per 2 Franchisee, 1RMC per 15 RM, 1 RM per 250 Retailers

--->  Retailer Class     

            Class A:More than 100 sim / Rs 3 lakh recharge, to be visited daily

            Class B : 50 to 100 sim/ 1lakh to 3lakh recharge, to be visited alternate day

            Class C:less than 50 sim / 50000 to 1 lakh recharge, to be visited twice a week

            Class D :10 to 30 SIM/ less than 50000 recharge, to be visited once in a week

--->  Incentives

            FM : Rs 1800(Travel & Meal), Rs 500(Mobile), shall visit franchisee on alternate day

            RM : Rs 1800(Travel & Meal), Rs 500(Mobile)-for <40 km travel, 2 visit per retailer per  month

            RM : Rs 2600(Travel & Meal), Rs 500(Mobile)-for > 40 km travel

            RMC: Rs 1300(Travel & Meal), Rs 500(Mobile),1 visit per RM per month

--->  Reimbursement

            FM/ RMC : Base reimbursement on achievement of 10 % of primary sale

            RM: Base reimbursement on 30 % visit made as per visit assigned

 --->  Award

            Quarterly

                        SSA Sales head : Rs 5000 by Circle

                        FM : Rs 3000 (To be qualified – 10 % primary sale )

                        RMC: Rs 3000(To be qualified – 10 % primary sale )

                        RM: Rs 750(To be qualified – 30% of assigned visit done)

The final decision on awards at the circle levels should be made by the PGM/GM (Consumer Mobility)

--->  Facility Provided

            SSA Sales head- Office space, Desktop, BB and GSM

            FM/RMC- Office space, Desktop, BB and GSM

            RM- GSM

--->   Sancharsoft is a SIM Inventory Management Application is jointly designed and maintained by IT Cell Chennai Telephones and ITPC Hyderabad, Application is hosted on Zonal WEB server with oracles 8i server

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PROJECT VIJAY

Present status of BSNL

(Strength)

• Largest fiber and copper network.

• Widest geographical reach.

• Large base of mobile towers .

• Significant potential to monetize assets through broadband.

• Large existing customer base.

• Long customer relationships.

• Leading broadband provider.

• Large, geographically distributed and experienced manpower.

(Challenges)

• Slowing growth leading to poor financial performance.

• Facing an extremely competitive environment.

• Lacking some critical skills to succeed in current market scenario.

• Organization structure and processes that are not at tune to market needs.

• Low employee motivation and involvement.

Objectives

• Expand reach – ensure availability of BSNL products at more than 95% of telecom retail outlets.

• Capture significant share (25-30%) of retailer's counter sales (increase extraction).

• Build distinctive channel management capabilities. Nurture and build strong and viable channel partner network.