KTM1 Meeting with Employees of MJR, PDL, UPL Divisions on

Pan India Telephone status as on November PAN INDIAPhone connectionsTele DensityMarket Share BSNL12,10,44, Delhi41,76,212 Mumbai45,83,888 PSU Total12,98,04, Pvt Operators79,16,95, G.Total92,15,00, KERALA BSNL1,05,61, Pvt. Operators2,55,12, Total3,60,74,

PAN INDIA TELEPHONE PROFILE BSNL CONNECTIONs OtherGrand YearWired LineWLLGSMTotal OperatorsTotal BSNL Mkt Share

Market Share as on November 2012 Name of Circle BSNLBhartiRelianceVodafoneIdeaOthers Total Pvt Opr G. Total % BSNLMark et share 1 Kerala10,561,6763,449,7513,477,2926,049,6337,688,603 4,847,688 25,512,96736,074, Himachal Pre1,859,5671,915,4051,545,827486,105465, ,687 5,402,4817,262, North East - 11,039,7472,551,134897,193977,476256,518 2,484,743 7,167,0649,128, Jammu & K1,366,9752,300,268596,602676,982198,330 1,878,894 5,651,0767,018, Orissa4,858,1566,696,6814,074,6772,884,270946,497 5,942,997 20,545,12225,403, Punjab5,512,5246,957,2173,256,6054,397,4535,523,923 5,427,400 25,562,59831,075, Haryana3,569,1262,291,0942,629,0474,513,2293,599,268 4,359,368 17,392,00620,961, Andhra Pra11,080,12218,167,5248,189,2656,313,67010,758,625 14,026,058 57,455,14268,535, Chennai2,415,9883,978,8951,427,6422,107,1030 5,259,556 12,773,19615,189, Karnataka8,783,07616,536,5097,475,0526,748,0115,858,857 11,854,583 48,473,01257,256, U P East11,250,36215,155,98410,899,29514,671,4447,074,987 15,460,281 63,261,99174,512, Tamilnadu9,453,6859,949,5186,528,1809,903,6232,193,807 25,360,620 53,935,74863,389, Rajasthan6,885,19114,425,1086,494,6069,105,0134,424,989 8,226,354 42,676,07049,561, Kolkatta3,252,7243,700,4805,036,6974,106,9101,176,003 7,493,489 21,513,57924,766,

Market Share as on November 2012 Name of Circle BSNL/MTNLBhartiRelianceVodafoneIdeaOthers Total Pvt Opr G. Total % BSNLMark et share 15 Maharashtra8,749,847 9,920,2579,159,26813,163,54515,362,933 14,224,316 61,830,31970,580, U P West4,049,694 6,580,3517,667,9199,249,33310,168,301 11,528,788 45,194,69250,861, M P4,024,952 9,916,91513,361,3414,427,77614,626,497 5,903,802 48,236,33154,047, Gujarat5,796,994 6,982,8347,725,98416,096,2988,007,606 9,387,948 48,200,67053,997, Bihar4,708,168 18,527,4609,544,3146,510,8315,533,489 15,679,427 55,795,52162,374, Assam1,416,542 3,809,2183,107,3262,251,671374,823 3,693,174 13,236,21214,652, W.Bengal3,990,636 9,084,3717,409,37911,437,8212,334,160 11,087,131 41,352,86245,566, Total121,044, ,896,974120,503,511136,078,197106,573, ,116, ,168,659842,213, Delhi 4,176,212 10,165,2638,306,9808,604,1344,675,755 7,975,205 39,727,33743,903, Mumbai 4,583,888 3,825,6676,561,3226,109,0042,894,630 11,408,827 30,799,45035,383, G. Total 129,804, ,887,904135,371,813150,791,335114,144, ,500, ,695,446921,500, % Mkt Share14.37/

LL DEL ACHIEVEMENT REVIEW SSA Net DEL Target Achievement up to Disconnecti on GrossNet up to PGT ALP PTA QLN KTM MRX TCR TVM CLT CNN ENK Total

Division wise NPC PERFORMANCE : April to December 2012 DIVISIONLL Annual NPC Target GROSS NPC ClosureNET % Closure w.r.t DEL % NET w.r.t. Target TELECHERRY T CHERUKUNNU KANNUR T PAYYANUR TELLICHERRY P KANNUR P MANJESWER KANHANAD TALIPARAMBA KASRGODE P CHERUVATHUR PERDALA CHENGALA UPPALA Srekantapuram MATTANUR NILESWER SSA

NPC PERFORMANCE : April to December 2012 Manjeshwar Division EXCHNAGE LL Annual NPC Target GROS S NPC ClosureNET % Closure w.r.t DEL % NET w.r.t. Target MIYAPADAVU KUNJATHUR MANJESHWAR VORKADY MJR DIVISION SSA

NPC PERFORMANCE : April to December 2012 Perdala Division EXCHNAGE LL Annual NPC Target GROSS NPC ClosureNET % Closure w.r.t DEL % NET w.r.t. Target PERDALA YETHADKA KUMBALA VANINAGAR KATTATHADAKA PERLA KINNIGAR DLC PDL DIVISION SSA

NPC PERFORMANCE : April to December 2012 Uppala Division EXCHNAGE LL Annual NPC Target NPCCLONET % Closure w.r.t DEL % NET w.r.t. Target UPPALA PAIVALIKA ICHILANGODE KANIYALA UPL DIVISION SSA

BROADBAND PERFORMANCE : April to December 2012 Manjeswar Division EXCHANGE TARGET GROSS PROVISION CLOSURE S NET % NET Achieve d % Closure (w.r.t. gross) % Penetratio n Spare Ports as on Jan 1 KUNJATHUR %33.33% MANJESHWA R %56.45% MIYAPADAVU %42.42%9.2-3 VORKADY %50.00%8.510 MJR Division %49.41% SSA %58.95%18.30%35028

BROADBAND PERFORMANCE : April to December 2012 Perdala Division EXCHANGE TARGET GROSS PROVISION CLOSURE S NET % NET Achieve d % Closure (w.r.t. gross) % Penetrati on Spare Ports as on Jan 1 PERLA %20.00% YETHADKA %46.67% KUMBALA %50.00% PERDALA %68.33% KINNIGAR DLC %25.00% KATTATHADAKA %70.00% VANINAGAR %0.00% PDL Division %53.05% SSA %58.95%18.30%35028

BROADBAND PERFORMANCE : April to December 2012 Uppala Division EXCHANGE TARGET GROSS PROVISION CLOSURE S NET % NET Achieve d % Closure (w.r.t. gross) % Penetrati on Spare Ports as on Jan 1 UPPALA %67.18% KANIYALA %64.71%8.520 ICHILANGODE %55.56% PAIVALIKA %72.50%9.148 UPL Division %66.51% SSA %58.95%

LANDLINE & BROADBAND PROVSION REPORT DURING JANUARY 2013, As on SSA LL Closure Total BB Provision Total Closure BB Closure with LL Only BB closure Net BB Provision Net BB % Provision BB Penetn (%) EKM %25% KNR %18% TCR %20% TVM %21% KTM %24% CLT %18% KLL %18% ALP %20% PTA %22% MLP %12% PGT %23% Circle %20%

Status of BB Fault Rectification * As per TRAI guidelines > 60% fault should be rectified on same day and >90% on next wkg day Name of SSA Total Fault Registered No. of fault rectified on the same day % of fault rectified on the same day No of fault rectified on the next wkg day % of fault rectified by next wkg day ENK % KTM % TCR % PGT % KLM % ALP % PTA % TVM % CNN % CLT % MRX % Total %

Revenue Comparison Vs (April to October’12) Basic Plus (Phones+SC on Phones+ITC+FLPP) (Amount in Crores of Rs.) SSA April - October Increase/ % of Difference Decrease Trichur Palghat Trivandrum Kollam Alleppy Malapuram Pathanamthitta Kottayam Calicut Ernakulam Kannur CGMT TOTAL

Revenue Comparison Vs (April to October’12) BROADBAND (Amount in Crores of Rs.) SSA April - October Increase/ % of Difference Decrease Kollam Pathanamthitta Trivandrum Malapuram Ernakulam Kottayam Calicut Trichur Alleppy Palghat CNN CGMT TOTAL

Revenue Comparison Vs (April to October’12) CFA [Basic Plus+Broadband] (Amount in Crores of Rs.) SSA April - October Increase/ % of Difference Decrease Kollam Trivandrum Palghat Trichur Alleppy Pathanamthitta Kottayam Ernakulam Calicut Malapuram Kannur CGMT TOTAL

Revenue Comparison Vs (April to October) CM (GSM+CDMA+WIMAX) (Amount in Crores of Rs.) SSA April - October Increase/ % of Difference Decrease Trichur Kannur Ernakulam Malapuram Kottayam Trichur Trivandrum Calicut Kollam Alleppy Pathanamthitta TOTAL

SSA wise Revenue Comparison : Vs (up to October 12) CFA + CM (Amount in Crores of Rs.) SSA Variation % of variation (April to October) (Amount in Crore Rs.) Thrissur Kannur Kottayam Palakkad Kollam Trivandrum Alappuzha Malappuram Pathanamthitta Ernakulam Kozhikode TOTAL CGMT (IUC+ITC) CMTS (IUC) TOTAL

CFA REVENUE : APRIL - DECEMBER COMPARISON Kannur SSA (in Crores) APRIL to DECEMBERVARIATION% (Amount)VARIATION Phones % PCO % BB % ITC+FLPP % FTTH0.060 EB(CCts) % IUC % Total CFA %

CM REVENUE : APRIL - DECEMBER COMPARISON Kannur SSA (in Crores) VARIANCE April - December Amount in Rs. Crores % Mob.prepaid % Mob.Postpd % CDMA Wll % Wimax % Total GSM % CFA % CFA + CM %

EMPOWERING BSNL Kannur Scheme : Performance as on 13 – 01 – 2-13 PHYSICAL TARGETTargetted Revenue Achievement Item connections targeted Points per LeadsTotal points in Rs.Rupees Lacs No. of ConnectionPOINTs Revenue in Rs.Lacs LL / PCO Rs.09 Lakhs Broadband200003, Rs.330 Lakhs Unlimited / Add-on landline plans Rs.17.7 Lakhs MNP connections Rs.180 Lakhs G/3G/ Data card Rs.144 Lakhs WLL / NIC / EVDO Rs.03 Lakhs WiMAX Rs.06 Lakhs O/S dues collection Rs.16 Lakhs Reconnection Rs.10.8 Lakhs DSA / Shoppe registration Rs.300 Lakhs Rs.9.88 Crores Rs.2.34 Crores

“EMPOWERING BSNL SCHEME” : Level of Performance Manjeswer Division as on PHYSICAL ACHIEVEMENTREVENUE ACHIEVEMENT SSA MANJESAR Division in Rupees Lakh Item Connecti ons Total points Connecti onsPOINTs % Achieved w.r.t. (A)SSA CUU Division % Achieve w.r.t. (B) LL / PCO % % Broadband % % UL / Add-on plans % % MNP % % 2G / 3G/Data card % % WLL/ NIC/EVDO % % WiMAX % % O/S dues collection % % Reconnection % % DSA / Shoppe Reg % % % Rs.2.34 Crore Rs.4.46 Lakh1.91% TaregetAchieved % Achived SSA % MJR Div %

“EMPOWERING BSNL SCHEME” : Level of Performance Perdala Division as on PHYSICAL ACHIEVEMENTREVENUE ACHIEVEMENT SSA PERDALA Division in Rupees Lakh Item Connecti ons Total points Connecti onsPOINTs % Achieved w.r.t. (A)SSA CUU Division % Achieve w.r.t. (B) LL / PCO % % Broadband % % UL / Add-on plans % % MNP % % 2G / 3G/Data card % % WLL/ NIC/EVDO % % WiMAX % % O/S dues collection % % Reconnection % % DSA / Shoppe Reg % % % Rs.2.34 Crore Rs.6.07 Lakh2.60% TaregetAchieved % Achived SSA % PDL Div %

“EMPOWERING BSNL SCHEME” : Level of Performance Uppala Division as on PHYSICAL ACHIEVEMENTREVENUE ACHIEVEMENT SSAUPPALA Division in Rupees Lakh Item Connecti ons Total points Connecti onsPOINTs % Achieved w.r.t. (A)SSA CUU Division % Achieve w.r.t. (B) LL / PCO % % Broadband % % UL / Add-on plans % % MNP % % 2G / 3G/Data card % % WLL/ NIC/EVDO % % WiMAX % % O/S dues collection % % Reconnection % % DSA / Shoppe Reg % % % Rs.2.34 Crore Rs.6.23 Lakh 2.67% TaregetAchieved % Achived SSA % UPL Div %

MNP Performance SSA Gain in April - October Gain in November Gain in December Gain in JAN-2013 (up to 14 th) ERNAKULAM KANNUR KOTTAYAM ALLEPPEY PALGHAT TRIVANDRUM PATHANAMTHITTA THRISSUR KOLLAM CALICUT MALAPPURAM Total

Performance in Sale of RC & CTOPUP Through DSAs/Shoppe Mobile Revenue ACHIEVEMENT TARGET FOR LAST QUARTER OF DIVISION DEL as on % DEL GROSS APRIL - DEC (in lac Rs) Percentage Revenue Contribution Average Sale Per Month (in lac Rs) (A) % Monthly Target forJAN,FEB,Ma rch (w.r.t. A ) Monthly Target for JAN,FEB, MAR 2013 (in lac Rs.) SKM % % %96.82 PAY % % %77.83 CNN % % %61.5 CNN P % % %36.77 TMB % % %35.11 KNG % % %34.68 CNG % % %35.15 NLS % % %34.98 MTR % % %34.51 KSZ % % %30.85 CUV %169.95% %32.09 TLY % % %26.54 TLY P %90.512% %19.11 UPL 76152%59.222% %13.16 MJR 60082%40.051% %9.79 CUU %37.441% %9.36 PDL %36.971% %9.45 SSA % % %597.69

DSA-SHOPPE SALES PROFILE PAST 5 MONTHS AVG AGENTS REG ACTIVE AGENTS GROSS SALES SSA TOTAL LAKH CUU DIVISION LAKH 3.31 PC2.51 PC8.4 PC

Additional to be achieved in the LAST QUARTER Revenue Target in CFA segment for : Rs Crore Achievement in 9 months (April to December) : Rs Crore Revenue Target in CM segment for : Rs Crore : Total Revenue Target in (CFA+CM) segment for : Rs Cr (Rs Cr /month) Achievement in 9 months (April to December) : Rs Cr (Rs Cr/month) Revenue estimated at the present monthly rate : Rs Cr Shortfall in Revenue w.r.t. Target : Rs Cr In the Management meeting held with KANNUR SSA on , the minimum revenue achievement for was targeted as : Rs.275 Crore Hence, the additional revenue achievement during Jan-Mar Period should be enhanced at least by ( from to 93) : Rs Cr

Additional to be achieved in the LAST QUARTER This additional Rs Cr has been planned/targeted to be achieved through following means during JANUARY – MARCH Period : Additional revenue through Franchisees during Jan-Mar Cr) : Rs.12.0 Cr. Additional revenue through CSRs/DSAs/Shoppee during Jan-Mar Cr) : Rs.5.4 Cr. Additional revenue from additional Broadband connections per month) : Rs.3.6 Cr. Conversion of BB customers,from PLAN 250 to higher Plan : Rs.0.9 Cr. Bringing back LL DNP and Closed Subscribers on very large scale : Rs.4.21 Cr. Provisioning Add on plan (Rs.59) to at least one lakh LL subscribers (if extended) : Rs.0.59 Cr Total : Rs.26.7 Cr. (Balance Rs.5.64 Cr through other innovative means )

To meet the Target : i) sale through existing DSAs/Shoppe to be increased ii) adequate number of additional DSAs to be enrolled iii)New 2G/3G/MNP connections to be provided in accordance with the target assigned to employees under “EMPOWERING BSNL KANNUR” Personal Marketing Scheme.

ANALYSIS OF SALES- FRANCHISEE AREA WISE (IN LACS) CSR (Incl. DSA)FranchiseesTotal SaleDEL Div1Div2totalName Sales in Franch Area Rev/DEL Point Umeshco Kanhangad HAT mattanur Linkwell Taliparamba YM Payyanur Madani Kasaragod Umeshco Nileswar NA comm Kannur Celtone Uppala YM Thalassery All Divisions (SSA) All franchisees