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Company Forum. Consumer Sales 12 Nov 2012. RATIONALE FOR CHANGE. Focus Areas Improve Profitability (Payphones) Decline in Revenue Base Reduction Discontinued physical phonecards Investigating efficiency improvements Grow Broadband Gated Complexes Line Sales 3 rd Party Channels

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Company Forum

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Company forum

Company Forum

Consumer Sales12 Nov 2012


Rationale for change

RATIONALE FOR CHANGE

  • Focus Areas

    • Improve Profitability (Payphones)

      • Decline in Revenue

        • Base Reduction

        • Discontinued physical phonecards

        • Investigating efficiency improvements

    • Grow Broadband

      • Gated Complexes

      • Line Sales

    • 3rd Party Channels

      • External Sales Agents

      • Retailers


Company forum

CURRENT STRUCTURE

- 1 x M5

- 10 x Sales Reps – AR / S6


2011 12 sales rep comm ste performance

2011/12 Sales Rep Comm & STE Performance

Note:

1. High Rev Premier (threshold = 75%) – 2 x reps made comm

2. High Rev Mass (threshold = 75%) – 0 x reps made comm

3. Premier Contracts (no threshold) – reps made comm

4. Line Sales (no threshold) – reps made comm

STE

- Reps did not qualify for STE in 2010/11, 2011/12


Company forum

PROPOSED FUNCTIONS

Non-Sales Functions

  • Merchandising for retail channels

  • Over the shoulder training (products/services and systems)

  • Organise & manage in-store and gated complex sale promotions

  • Arrange for infrastructure in non-viable gated complexes

  • Drive sales in retail stores, ESAs and gated complexes with low penetration

Incentive Reward

- Lines - PIS


Sales vs non sales package structure

Still remain petrol fleet

SALES VS NON-SALES PACKAGE STRUCTURE

PLUS – Incentive Rewards for PIS


Sales vs non sales package structure example

- 76% of TP

SALES VS NON-SALES PACKAGE STRUCTUREexample

  • Financial Implications

  • - R75,000 Commission at risk – on 76% of TP example

  • (Note: currently not achieving comm – 8% performance on sales in 2011/12)

  • Advanced Commission already paid to Sales Dispensation in April – Sept 2012


Company forum

Thank you


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