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CFA MARKETING

CFA MARKETING. CFA Franchisee Meeting Date : 15-09-2011. GM (Sales and Marketing- CFA) TAMILNADU CIRCLE, CHENNAI. CFA Franchisee – EOI Status. Existing CFA Franchisee / Achievments. 1. M/s Vasantha Communications, Chennai.

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CFA MARKETING

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  1. CFA MARKETING CFA Franchisee Meeting Date : 15-09-2011 GM (Sales and Marketing- CFA) TAMILNADU CIRCLE, CHENNAI

  2. CFA Franchisee – EOI Status

  3. Existing CFA Franchisee / Achievments • 1. M/s Vasantha Communications, Chennai. • Area covered: TN 01 - Coimbatore SSA. Agreement date : 24/03/11 Operation launched : 01/05/11 Sub-franchisee :10 Retailers: 10 Feet on Street: 3 /46

  4. Coimbatore SSA – Target/ Achieved

  5. Coimbatore SSA – IN target

  6. CAMPAIGN CONDUCTED BY FRANCHISEE- Coimbatore SSA • At the MANCHESTER GRAND, M.G.Road,Avarampalayamon 24/7/2011. • 25 Flats visited and Doc collected -4 • 3 G Demo…………………………..1 • FWP/WLL…………………………1 • Enquiry…………………………….3

  7. CAMPAIGN CONDUCTED BY FRANCHISEE contd.. -Coimbatore SSA • 100 ft Road Gandhipuram- 4 days. Lead generated -43. • Participated in the TTD Kalyana function @ Codissia,CBT. Lead generated 145. • Roadshows @ Tirupur, vadavalli(26), PN Pudhur(31),selvapuram(16), sneham apts-peelamedu(27), Parson Apts @ Ondipudhur(22), Hanuman Temple Peelamedu(26)

  8. CAMPAIGN @ TTD KALYANA UTSAV at CODISSIA CBT -Coimbatore SSA

  9. CAMPAIGN @ TTD KALYANA UTSAV at CODISSIA CBT - Coimbatore SSA

  10. 2. M/s Vasantham Agencies, Nagercoil • Area Covered: TN 09 – Nagercoil/ Tirunelveli/ Tuticorin SSAs. • Agreement date : 24/03/11 Operation launched : 06/06/11 • Show room Opened at Nagercoil on - 06-06-2011, at SMT Complex ,34 / C - Dennison Road, Nagercoil – 629 001. • Sub-franchisee : 23 Retailers: 52 Feet on Street: 13

  11. NAGERCOIL SSA - Target/Achieved

  12. NAGERCOIL SSA

  13. NAGERCOIL SSA – IN TARGETS

  14. New CFA Franchisees (Under proccess)

  15. Highlights of CFA Franchisee 1. Franchisee must ensure office space (carpet area) of size 250-300 sq.ft. within 15 days of LOI. Manning of office space at least 14 hrs per day (8:00 AM to 10:00 PM), for seven days a week. 2. Tie-ups with organized/unorganized Points of Sale (Points of Sale like electronic shops, PC retailers, etc) on non-exclusive basis such that there is a tie-up PoS available at every 1 Km in commercial area & every 2 Km in residential area.

  16. Highlights of CFA Franchisee(contd.) 3. During the first 3 months of CFA Franchisee‟s appointment, 25% of the leads will be shared & thereafter, the percentage of leads shared will depend upon the concerned CFA Franchisee‟s conversion ratio mentioned in the EOI. 4. CAF collection, verification (physical verification, if required) and timely submission of documents to BSNL as per regulatory guidelines and BSNL instructions. 5. The FoS of the CFA Franchisee should service the customer within 2 hours.

  17. Highlights of CFA Franchisee(contd.) 6.Number of FoS appointed shall be based on the productivity criteria of 20 connections per FoS per month. 7. The Payment received by the Franchisee shall be deposited in BSNL on the same day or the day following. 8. SSA should appoint Nodal Officer for CFA Franchisee.

  18. Highlights of CFA Franchisee(contd.) 9. SSA will Communicate the targets for next calendar month on or before 25th of previous month. 10. Norm for FoS appointment: CFA Franchisee has to ensure a minimum of one FoS for every 4000 non broad-banded wireline connection in the territory allotted to him. 11. To do away with delay due to encashment of cheque, CFA Franchisee may give advance deposit other than PBG in BSNL‟s account against which material can be issued for sales.

  19. Highlights of CFA Franchisee(contd.) CFA Franchisee may open an account with RTGS / online transfer facilities in the bank in which BSNL‟s account is in concerned SSA. 12. Each SSA will set the targets for CFA Franchisee based on network coverage, wired line potential of territory and historical performance of franchisee.

  20. Highlights of CFA Franchisee(contd.) 13. It may be noted that 80% of the commission on secondary products will be payable straightaway. The balance 20% will be payable only if certified by the concerned nodal officer-CFA for completion of at least 60% sales targets on primary products. 14. CFA Franchisee shall display prominently the information prescribed by BSNL from time to time & will display a signboard, of size decided by BSNL, indicating the name & logo/Brand name of BSNL as may be prescribed by the BSNL.

  21. Feet On Street (FOS SSA wise)

  22. Leads from Call centre during Aug 2011

  23. 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.

  24. Performance Management System Targets will be set on following parameters Type A parameters i. Gross Connections (landline & Broadband provided) and sale of other consumer Fixed Access products ii. % conversion on leads The products used for target setting would be primary products as defined earlier. Type B parameters iii. % of PoS tie-ups activated by the CFA Franchisee Any exceptions or inability to this should be approved by GM (Sales-Consumer Fixed Access) in circle office.

  25. Performance Management System (Contd.) a. Review Process at SSA: For the purpose of monthly reviews various parameters, their scoring and cut-offs are given in table below.

  26. Performance Management System (Contd.) The SSA review committee (CFA-Franchisee)should discuss about any other complaints received about the CFA franchisee and warnings / monetary fines could be issued / imposed. SSA review committee (CFA-Franchisee) must prepare a scorecard for each CFA Franchisee before monthly review meeting. The scorecards for three months should be sent for circle level review each quarter.

  27. Consequences for Poor Performance: Any CFA Franchisee who does not meet the cut-off score on any parameter (Type A or Type B) or fails to deliver the services as per agreed procedure or parameter or adhere to targets as prescribed & agreed herein or breach any terms & conditions of contract without prejudice to other remedies available to BSNL, becomes liable for penalty as per the table given below

  28. Consequences for Poor Performance(contd.): CFA Franchisees who do not meet the cut-off scores on any Type B parameter should be given suitable warning and/ or penalty should be imposed as deemed fit by the SSA head.

  29. Statements: (Fortnightly)

  30. Statements: To be Submitted by SSAs in respect of CFA Franchisees ……. (Monthly) Target/ Achievement for the month of ……………………2011. Name of the SSA: Name of the Franchisee: I . Appointment of: (a) No. of Sub Franchisees: (b) Retailers: (c) FoS : (As per norms) …………………… contd.

  31. Statements: To be Submitted by SSAs in respect of CFA Franchisees ……. (Monthly)

  32. E-Pin Franchisee status

  33. Thank you

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