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CFA MARKETING

CFA MARKETING. Management Meeting Date : 20-10-2011. GM (Sales and Marketing- CFA) TAMILNADU CIRCLE, CHENNAI. Promotional scheme-Land line.

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CFA MARKETING

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  1. CFA MARKETING Management Meeting Date : 20-10-2011 GM (Sales and Marketing- CFA) TAMILNADU CIRCLE, CHENNAI

  2. Promotional scheme-Land line Friends & Family Scheme in Landline segment introduced in TN circle as promotional offer for 90 days from 14.10.2011. Customer can select maximum 3 BSNL LL/Mobile number from TN circle & Chennai TD and talk at reduced rates to these numberrs.. • SSAs are requested to promote the offer. PROJECT UDAAN

  3. Promotional scheme-Land line Customer providing own telephone will get 300 calls free @ 100 calls/month Rebate on installation charge worth Rs. 250/- for Urban & Rs.200/- for Rural customers. 90 days offer from 17.09.2011 to 15.12.2011 PROJECT UDAAN

  4. Promotional offer-Broadband Customers opting for longer duration option (18 months/24 months payment in advance) for the plans Rs.499 and above,will be given one FWP as a gift. Some SSAs have not shown positive figure in this regard. PROJECT UDAAN

  5. Promotional offer-Broadband Customers providing own modem will get Installation fee waiver 500 MB free download/month for four months Offer up to 23/10/11 PROJECT UDAAN

  6. 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 PROJECT UDAAN

  7. Feedback & Analysis report on Promotional offers Many promotional offers are implemented by the circle as well as corporate office. Feed back regarding the same not received even after repeated request. Feed back is essential for analysing the impact. Heads of SSAs to impress upon the officers considered to furnish feed back. PROJECT UDAAN

  8. PCO signage by M/s Concept Madurai and Cuddalore SSAs have not furnished verification certificate in proper format CRDA SSA has not furnished verification report yet. Payment to supplier pending for want of the same. SSAs to submit at the earliest. PROJECT UDAAN

  9. Sale of BB CPE by franchisees CM & CFA franchisees instructed to sell BB CPEs at BSNL CSCs Procurement from M/s.Teracom , M/s.Syrma Technologies Pvt. Ltd & M/s. Vipula Rate to customer: Not to exceed BSNL price PROJECT UDAAN

  10. Recovery of O/s. dues by franchisee Along with other 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 for the same communicated vide Lr.No. Mktg/CFA/Franchisee as collection Agent/2011-12/4 dt 27/06/11 PROJECT UDAAN

  11. Expiry of contract with Mr.AbhinavBindra Contract expired 20/07/11 Compliance w.r.t to removal of photographs received only from Trichy SSA. All others also to comply. PROJECT UDAAN

  12. Marketing Budget On analysing the reports received from SSAs on marketing expenditure incurred upto 2nd quarter, it is seen that many SAs have not utilised even 50% of the fund allotted and few SSAs have exceeded the fund allotted Due to fund crunch, SSAs are requested to restrict the marketing expenditure within fund allotted .SSAs to fully utilise the fund allotted. SSAs to provide information on expenditure incurred quarter wise with activity details. Excess/shortage of allotted funds attracts audit queries. PROJECT UDAAN

  13. Marketing MIS Marketing MIS reports & MIS Statement on Marketing activities (Annexure A & B) are to be sent to corporate office before 5th of every month All SSAs are requested to submit the above reports in time without fail. PROJECT UDAAN

  14. Reply to Audit memo • A draft audit para regarding issue of freebies to Corporate customers and CICs was sent to all SSAs. Reply received from few SSAs only. • Reply for audit para regarding excess/shortage of allotted funds in some SSAs is not yet received except from few. • SSAs concerned are requested to reply for the above audit paras. PROJECT UDAAN

  15. PCO target Annual Target : 5950 Achievement upto Sep 2011 : -17012 BSNL Shoppee/epco: Annual Target : 11393 Achievement upto Sep 2011 : 119 PROJECT UDAAN

  16. Smart Pay Phone provided by M/s Navitel Corporation CBT -11 connections PY-40 connections Work is under progress for 150 locations in the above SSAs. To be extended in Erode, madurai And Coonoor SSAs. Instruction ois given to M/s Navitel corporation for installation of FPPIN for rolling out of Smart Pay Phones in these SSAs. PROJECT UDAAN

  17. Standalone limited BB Plans for PCOs BB PCO 400 Plans - 124 nos. BB PCO 1000 plans - 9 nos. Udaan Team to promote PCO BB Plans Swipe Plan to new PCOs: Approval conveyed. Effective from 12/10/2011 for a period of 2 months on experimental basis. SSAs may utilize this for providing more PCOS. PROJECT UDAAN

  18. Landline PRBT PROJECT UDAAN

  19. Landline PRBT Madurai SSA is contacting customers individually over phone for promotion of PRBT services. Other SSAs may also follow this method for getting better performance in the forthcoming months. PROJECT UDAAN

  20. IN service Achievement of IN Services 750 Lacs and 1275 Lacs are the targets assigned to Tamil Nadu Circle in respect of IN Prepaid and Post Paid services for the year 2011-12. Prepaid Services: Achievement during April –Sept 2011 in respect of Tamilnadu Circle is 15.93% instead of 50 %. PROJECT UDAAN

  21. IN service Achievement during April –Sept 2011 in respect of Tamilnadu Circle is 15.93% instead of 50 %. PROJECT UDAAN

  22. IN service PROJECT UDAAN

  23. Sales in CSCs: Report from CSC portal is analyzed SSA wise for the month of September 2011 is as under: It is seen that in 57 CSCs no card is sold and in 58 CSCs one or two cards sold with less than Rs 1000/- revenue. If small initiative is taken in the CSCs to start selling cards we may achieve the targets comfortably. PROJECT UDAAN

  24. Sales through Franchisee/DSA etc: • SSAs are requested to contact CFFA/CM Franchissees/DSA etc individually to achieve the monthly targets assigned to them. • To increase the sales of UITC / Smart ITC cards, marketing is to be done by highlighting the following recently introduced products / feature such as • Paise / sec’ Tariff in Universal ITC cards, • Introduction of Smart ITC cards and • Implementation of PIN less dialing in UITC PROJECT UDAAN

  25. FLPP PCOs • FLPP PCOs: • FLPP PCOs base may be increased by adapting the following: • Configuration of FLPP is feasible in all types of switches (CDOT and NT Switches). • All the existing BSNL Shoppe may be provided with FLPP PCO. • For that matter any Post Paid PCOs can be converted as Prepaid i.e. FLPP, thereby the payment of bill is avoided and no Minimum Guarantee is required. Delivery of Re-charge cards at doorsteps of PCOs by Udaan Team is possible. • Commission percentage of FLPP PCO is better than that of Post paid PCOs. • Recently validity period of FLPP recharge cards of all denominations is increased PROJECT UDAAN

  26. PROJECT UDAAN

  27. POSTPAID IN SERVICES Post Paid Services: 68.98 lacs is the achievement in the Months of April to September 2011 against the annual Revenue Target of Rs. 1275 lacsforTamilnadu Circle. PROJECT UDAAN

  28. PROJECT UDAAN

  29. PROJECT UDAAN

  30. E-pin Franchisees for CFA products E-Pin Franchisee: M/s. Faizal Traders, M/s. Key Systems and M/s.Karakkattu Communications, the e-PIN franchisees have been approved by Corporate Office for printing, selling and marketing of UITC cards. M/s. Faizal Traders and M/s.Karakkattu Communications, have e-pins worth of Rs. 22,02,790/- and Rs. 25,97,461 respectively. PROJECT UDAAN

  31. SANCHAR SOFT SYSTEM All SSAs entered their stock particulars of CFA Products in Sanchar Soft System in the month of September 2010 but most of the SSAs did not continue the sale entries on daily basis. Making of the sale/ stock entries on daily basis in Sanchar Soft System is mandatory in following reasons. To ensure the arrest of any revenue leak. Even if entries are not made for a single day or in any one CSC, the total count of the SSA becomes incorrect. PROJECT UDAAN

  32. SANCHAR SOFT SYSTEM To enable the SSAs to make stock/sale entries afresh, it is decided to delete all the existing entries in the Sanchar Soft System by ITPC Hyderabad. In this connection, SSAs were requested to convey their readiness to restart this process. CBT,CDL, ERD, KKD, MA, NIL, SLM, TR, VLR SSAs conveyed their readiness. Other SSAs are yet to convey their readiness. PROJECT UDAAN

  33. SANCHAR SOFT SYSTEM It is proposed to delete all the existing entries in the forenoon of 31-10-2011, to facilitate the SSAs to sell the CFA Products only through Sanchar Soft from the month of November 2011. PROJECT UDAAN

  34. SANCHAR SOFT SYSTEM Problems reported by the SSAs in Sanchar Soft are as follows: • Cancellation of allotment is not possible if the allotment is wrongly made. • Sometimes, Invoice No., Starting Card No., Ending Card No., commission and quantity not available in the report. • Sometimes, Bulk allotment made to Sales/ CSC is not available in the stock of Sales/ CSC in the Sanchar Soft. • No provision for entry of smart ITC cards, ITC validity cards and smart ITC A/C card, prepaid volume based Broad Band cards. PROJECT UDAAN

  35. SANCHAR SOFT SYSTEM Problems reported by the SSAs in Sanchar Soft are as follows: • Stock diverted to one sub division is going to another subdivision. • One SSA stock is incorporated in another SSA stock. • In some SSA when the stock is transferred to CSC, the CSC operation is to be done only on the next day. • While creating invoice, payable amount is different from the rounded off amount in some cases. • Password for CSCs are yet to be received. • The above problems will be sorted out within this week to enable the SSAs to make fresh entries with effect from 31-10-2011. PROJECT UDAAN

  36. Sale of various types of CFA products: 6352 CFA cards sold in Tamilnadu Circle during September 2011 is as follows: UITC cards (ITC / CNC) ……. 4994 FLPP PCO cards ……. 645 Smart ITC (FLPP – General) ……. 9 WLL General cards …….. 533 WLL PCO cards ……. 36 Prepaid Value based BB cards …….. 121 Prepaid Volume based BB cards ……. 14 PROJECT UDAAN

  37. Monitoring performance to increase the sale reveue: SSA-wise break-up is given in Annexure II. Assignment of Officers working in S&M CFA section to co-ordinate with SSAs for achieving the CFA Targets namely NTCs, BB connections and IN products and the same is communicated to SSAs vide annexure III. PROJECT UDAAN

  38. PROJECT UDAAN PROJECT UDAAN

  39. Action points • Maintaining exclusive staff for Udaan. • Review of pending oldest leads. • Small posters (A4 xerox copies). PROJECT UDAAN

  40. Broadband connectionsContribution by Udaan PROJECT UDAAN

  41. Landline connectionsContribution by Udaan PROJECT UDAAN

  42. LEAD SOURCE- 1/04/11 to 30/09/11 (Ranking) Leads created by Udaan team : 90% PROJECT UDAAN

  43. Status of Leads – Jan 2010 to Sept 2011 PROJECT UDAAN

  44. Trend in LL and BB provisioning of Udaan Team (Sep 2011) PROJECT UDAAN

  45. Trend in LeadsAug 2010 to SEPT 2011 PROJECT UDAAN

  46. Ranking by Productivity (Per Sales Associate/month) Sept 10 and Sept 11 comparison PROJECT UDAAN

  47. Broadband Target (Project Udaan)April 11 to September 11 PROJECT UDAAN

  48. LEAD GENERATION TARGET PROJECT UDAAN

  49. Wireless products through Udaan Team PROJECT UDAAN

  50. CFA Franchisee – EOI Status PROJECT UDAAN

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