SSA MANGEMENT MEETING ON 22 – 10 – 2013 ==================== KANNUR SSA

Revenue Performance : Achievement Vs Target ( Amount in Crores of Rupees ) Target for APRIL to SEPTEMBER Whole Year Proport. TargetAchievementshortfall(-)% shortfall Phones % FTTH BB % EB(CCTS) % IUC % CFA % GSM % CDMA % Wimax % CM % CFA+CM %

REVENUE PERFORMANCE : APRIL to SEPTEMBER (Comparison with Last Year ) ( Amount in Crores of Rupees ) APRIL to SEPTEMBER Variance% Variance Phones % Broadband % FTTH EB(Ccts) % IUC CFA Total % Mob.Prepaid % Mob.Postpaid % CDMA WLL % Wimax % CM Total % CFA+CM %

Voice Call Revenue Details ( Amount in Crores of Rupees ) APRIL to SEPTEMBER Variance% Variance Phones % PCO % Sur. Charge % ITC+FLPP % %

Progress in Provisioning New Connections Annual Target ( ) Prop. Target For April - Sep GROSS Achievement% LAND LINE BROADBAND FTTH GSM WiMAX CDMA WLL

LL NPC Performance : April to September ( Current Year ) MONTH GROSS NPCClosure NET NPC April May June July August September MONTHNPCCLOSURENET April May June July August September

LL NPC Performance : April to September ( Division wise ) DIVISION LL DEL ( ) GROSS TARGET (Apr-Sep) NPCClosure NET NPC % Gross % Reduction in DEL Chengala Kasargod Kannur P Telecherry P Nileswer Mattanur Sreekantapuram Payyanur Kanhangad Kannur T Telecherry T Taliparamba Cheruvathur Cherukunnu Uppala SSA

LL NPC Performance : April to September ( Division wise ) DIVISION LL DEL ( ) GROSS TARGET (Apr-Sep) NPCClosure NET NPC % Closure % Reduction in DEL Uppala Chengala Sreekantapuram Mattanur Nileswer Kasargod Taliparamba Kanhangad Cheruvathur Telecherry P Kannur T Telecherry T Payyanur Kannur P Cherukunnu SSA

LL NPC Performance : April to September ( Division wise ) DIVISION LL DEL ( ) GROSS TARGET (Apr-Sep) NPCClosure NET NPC % Gross % Reduction in DEL Kannur P Payyanur Cherukunnu Telecherry T Telecherry P Kannur T Kanhangad Kasargod Cheruvathur Taliparamba Uppala Nileswer Chengala Mattanur Sreekantapuram SSA

BB Performance : April to September ( Current Year ) MonthBB GROSSBB CLOSUREBB NET % NET April % May % June % July % August % September % % MonthBB GROSSBB CLOSUREBB NET % NET April % May % June % July % August % September % %

Mobile SIM Activation April to September : CSCsFranchiseesTotal April May June JULY August SEPTEMBER

WiMAX New Connections : April to September MonthGROSSCLOSURENET April May June July August September

SALE OF 3G DATA Card April - September CSR Target Prop. TargetAchievement 1Kannur GMT(O) Kannur (Tele Bavan)) KSZ PAY KNG TLY TMB SKM CUU NLS ACO ITY MTR MAHE CUV MJR PNR KBA UPL30152 SSA TOTAL

FTTH : Average Revenue Per Connection & Ariel OFC Consumption Per Connection. ( Amount in Rupees )Ariel OFC Usage ConnectionMonthly RevenueAverageper connection Providedfrom all Plans Monthly Rev./Connecion ( Metres) MARCH APRIL MAY JUNE JULY AUGUST SEP Total

Ariel OFC UTILIZATION 2013 ( in Metres )Connections Consumption PurchasedConsumedprovided (Metres/connect. March April May June July Aug Sep

KTM16 Revenue Improvement Being a commercial and business organization engaged in a stiff competitive environment revenue performance is recognized to be the key performance parameter to be set for individual/ group as all other performance activities are finally and collectively reflected in revenue.

To meet the Revenue Target : i). Pre paid Sale through FRANCHISEEs to be increased. ii). Sale through existing DSAs/Shoppe to be increased. iii). Inactive Retailers and DSAs are to be identified. iv). Adequate number of additional DSAs to be enrolled. v). Pace in provisioning New Broadband connections to be increased. vi).Sale of SIMs on very large scale with Special focus on MNP, through frequent Melas in all Exchange areas. vii). Low Plan BB Customers to be brought to Higher Plan. viii). New 2G/3G/MNP /BB connections to be provided in accordance with the target assigned to employees under ‘Personal Marketing Scheme for Employees.’ ix). LL DNP and closed connections are to be brought back.

RECONNECTION PURSUIT CELL 1) RPC FORMED IN TRA UNIT 2) DNP CUSTOMERS ARE CONTACTED FREQUENTLY 3) GRIEVANCES, IF ANY, ARE SETTLED IMMEDIATELY. 4) ALTERNATE AND APPROPRIATE PLANS ARE SUGGESTED WHEREVER POSSIBLE 5) CONVERSION OF LOWER PLANS TO HIGER PLANS ALSO ADVISED 6) TARIFF INFORMATION IS ALSO GIVEN 7) List of NPD numbers exchange wise is displayed in Kannur-net regularly and instructions given to DE / SDE / JTO/TTAs/TMs concerned for contacting them for making payment / reconnection.

Action Plan for Improving Revenue 1. CFA SEGMENT: 5. Home Delivery of BSNL products / services:  New marketing strategy to be deployed for home delivery of our products / services to high value customers by organizing Exhibition / Personal meetings in office compound of Banks / LIC / Collectorate / Govt.Offices / Private firms / Hospitals etc. 6. Increasing the Broadband Penetration:  Low Broadband penetration DSLAMs to be identified and special task for acquiring more connections has been assigned to the teams formed at Divisional level. 7. Upgradation of 250 plan Broadband customers to higher plans:  Around 27% BB customers are coming under this category. List of the customers DSLAM wise has been displayed in Kannur-net & target for bringing them to higher plan has been fixed to TM / TTA / JTO concerned. 8. Arresting the declining trend of Landline / Broadband:  MDF staffs are to contact the customers over phone to the NPD listed customers and TMs concerned are directly approaching them for payment / reconnection.

Action Plan for Improving Revenue 1. CFA SEGMENT: 9. NPC Provision:  Flow of Drop wire & 5 Pair cable has improved now. Pending WL to be cleared Preferably in the order of pendency period. 10. Timely provision of Broadband connections:  Provisioning time for new Broadband connection is to be ensured to be not exceeding days.

FAULT STATUS MonthFault Rate Repeat-fault rate MTTR April May June July August September

% FAULT CLEARANCE Month Within 24 Hrs. Within 48 Hrs. Within 72 Hrs. April May June July August September

Improvement of OP Parameters Through FAULT MONITORING AND CONTROL Computer Wing has arranged mediatory software to extract on line FAULT STATUS DATA from CDR which are being displayed in KANNUR SSA NET through the following Links :  “BB Faults Pending : > 3 days”  “Classified Customers Faults”  “LL Faults Pending : > 7 days”  “Duration Wise Faults Pending”  “CDR – Pending Faults”  “List of Exchanges having Fault Pendency LESS THAN 3 days.”  “List of Exchanges having no Pending Faults.” Exchange Wise Pending Fault Status are visible to one and all in the SSA at any point of time, resulting in containing and preventing from Drifting to adverse situation. 23

Deployment of TMs Kannur SSA External542 Internal65 OFC Mntce7 Installation - II Line Mtnce4 Udaan17 Project Vijay - RMs3 638 Matter is being subjected to further review

Performance of CSCs : Prepaid Sale (Gross) ( Amount in LakhS of Rupees) APRIL to SEPTEMBER CSCs Target for Prop. TargetAchievement % Achievement 1Kannur II Srekantapruam Payyanur Alacode Kannur I Taliparamba Kanhangad Cherupuzha Iritty Kalanad Mattanur Kasargod I Mulleria Rajapuram Cheruvathur Chengala Total

Performance of CSCs : Prepaid Sale (Gross) ( Amount in LakhS of Rupees) APRIL to SEPTEMBER CSCs Target for Prop. TargetAchievement % Achievement 17Mathamangalam `8Cherukunnu Uppala Telecherry I Telecherry II Kuthuparamba Nileswer Trikarpur Manjeswer Perdala Panoor Mahi Kasargod II Beemanadi Uduma Peravoor Total

SIM Activation : CSC Wise Performance APRIL to SEPTEMBER CSCs Target for Prop. TargetAchievement % Achieved 1 KANNUR PHONES + GMT (O) KANNUR TELECOM KASARGODE CSR SREEKANDAPURAM CSR KANHANGAD CSR THALIPARAMBA CSR IRITTY CSR PAYYANUR CSR ALACODE CSR THALASSERY CSR THALASSERY CTO PERAVOOR CSR KUTHUPARAMBA CSR CHERUVATHUR CSR CHERUPUZHA CSR CHERUKUNNU CSR All CSCs

SIM Activation : CSC Wise Performance APRIL to SEPTEMBER CSCsTarget for Prop. TargetAchievement % Achieved 17 MATTANUR CSC NILESHWAR CSR UPPALA CSR KALANAD CSR MULLERIA CSR PANOOR CSR RAJAPURAM CSC PERDALA CSR CSR MANJESHWAR MATHAMANGALAM MAHE CSR UDUMA CSR CHENGALA CSR BEEMANADI CSR TRIKARIPUR CSC All CSCs

CSC Wise BB Performance : April to September NAME OF CSC BB TARGET : PROP. Target Gross Achievement Total closures Net BB provision 1CSR - BSNL BHAVAN CSR KASARAGOD CSR THALASSERY CSR MAHE CSR CHENGALA CSR KALANAD CSR MULLERIYA CSR KANNUR- TB CSR CHERUKUNNU CSR CHERUVATHUR CSR TRIKARIPUR CSR KANHANGAD CSR UDUMA CSR MANJESHWAR CSR IRITTY CSR MATTANUR SSA TOTAL

NAME OF CSC BB TARGET : PROP. Target Gross Achievement Total closures Net BB provision 17CSR PERAVOOR CSR BEEMANADI CSR NILESHWAR CSR RAJAPURAM CSR CHERUPUZHA MATHAMANGALAM CSR PAYYANUR Total CSR PERDALA Total CSR ALACODE Total CSREEKANDAPURAM CSR KUTHUPARAMBA CSR PANOOR CSC THALASSERY(T) CSR TALIPARAMBA CSR UPPALA SSA TOTAL CSC Wise BB Performance : April to September

Division wise Performance : Prepaid Sale (Gross) ( Amount in LakhS of Rupees) APRIL to SEPTEMBER CSCsTarget for Prop. TargetAchievement % Achievement Srekantapuram % Payyanur % Kannur T % Chengala % Kannur P % Mattanur % Taliparamba % Kanhangad % Nileshar % Uppala % Tellecherry T % Cheruvathur % Kasargod % Telecherry % Cherrukunnu % All CSCs %

Project Vijay : Performance Of Franchisees (April to September ) Amount in Lakhs of Rs. AREAFRANCHISEE Gross SALES (including ST) SIM Activation TargetAchvt% Achvt TargetAchvt % Achvt TalasseryYM Trade Links KannurNA Communications PayyanurYM Trade Links MattanurHindustan Associates NileswarUmeshco Smartphone KanhangadUmeshco Smartphone TaliparambaLinkwell Teleservices UppalaCelltone KasargodMadani Enterprises TOTAL

EB Performance : April to September ( Payment Received ) Product/ServicesCustomerAmount in lakhs 1FTTHFTTH - Different Customers WiMAXWiMAX - Different Customers FPH SERVICE Komeri Service International (P) Ltd FPH SERVICE ALFA ONE Global Builders VDSLVDSL-Different Customers Leased Circuits 128Kbps Kannur Dist. Co-operative Bank Leased Circuit 64 KbpsMadai Co operative Bank leased circuit Pappinesseri Co-operative Rural Bank Leased Circuits 128Kbps Syndicate Bank Leased circuits 128Kbps Syndicate Bank BROAD BAND North Malabar Gramina Bank GSM cug New Connections SOUBHAGYA RESIDENCY Prepaid CUGALTAS TRAVELS Mob Post paid connectionsState Bank of Travancore Mob Post paid connectionsRAIDCO KERALA LTD. KANNUR Land Line Connections State Bank of Travancore Cell Broadcasting Service CENTURI FASION CITY, KANNUR Cell Broadcasting Service Scorpio Readmades, Puthiyatheru VANITY NUMBERS ALTAS TRAVELS0.042 TOTAL

NEW EB Proposals Under Pipe Line Product/ServicesCustomerAmount in lakhsRemarks Gbps P2P LLAsianet Satellite Com.Ltd55.42Proposal Given 2Land Line Connections Naval Academy Ezhimala1.32 3Mob Post paid connectionsHappy Care Thalassery1.19Pending at Circle Office 4Non MLLN leased Circuit Thalassery Co-operative Rural Bank1.30Payment pending 58 Mbps 1:1TCS (For Naval)4.50Proposal Given 6Leased CircuitThalassery Co-operative Urban Bank0.48Pending at Circle Office 7Leased CircuitEzhome Co Op Bank0.75Proposal Pending 8Leased CircuitMullakkodi Co Op Bank1.20Proposal Pending 9Leased CircuitMuzhappilangad Co Op Bank0.70Proposal Pending 10Leased CircuitKararinakam Co Op Bank0.45Proposal Pending 11Leased CircuitChovva Co Op Bank0.80Proposal Pending 12Leased CircuitPinarai Co Op Bank0.60Proposal Pending 13Leased CircuitEdakkadappan Co Op Bank0.80Proposal Pending 14RenewalExisting Connection18.00Renewal Pending 15EPABX -PRINIFT Mangattuparamba1.92Agreed to take Connection 16New (Different Customers)150 Connections New (Different Customers)25 Connections KSEB32 Kbps 4 Nos6.00Approval Pending at KSEB HQ 19New/UpgradationDifferent Colleges(20 Nos) VPN EdistrictCollectorate8.00Payment Released by Govt 21Different Customers Different Customers Back up for 3 banksKDCB, Kadirur, Madai12.00Proposal Pending Total176.42

Multi storeyed Bulidings in Kannur Exchanhe Area Name of BuildingLocationFTTH WkgBB Wkg 1Collectorate KannurCaltex18 2Union Complex Talap36 3New Bus StandThavakkara1210 4Ocianus FlatsThana138 5Krishna JeweleryBehind12 6Lulu BazarThavakkara1 7Fort light complexPrabhath Jn28 8Abhilash Bldgopp rly station14 9Platinum centreBank road210 Casamareena coplexTalap128 11J.R.ComplexTalap14 12Soubhagya ComplexTalap16 13Western Castle FlatsThana25 14K.V.R.TowerSouth Bazar68 15Speciality hospitalThana14 16Prestige CentreCaltex26 17Global VillageBank road08 18Central avenueThavakkara02 19Kannur MalSN park08

Multi storeyed Bulidings in Kannur Exchanhe Area Name of CustomerLocationFTTH WkgBB Wkg 20Jubllee BazarOden road06 21Sreerosh bay heightsPayambalam08 22Sea BluePayambalam04 23Emarald HightsPayambalam05 24Sea windPayambalam05 25Dhanalashmi nursing collegeThana14 26Candale appartmentNr.St.Michles04 27Topland Grand BazarBellard road02 28Kalyani ComplexBellard rd27 29Kausar complexCaltex610 30SBI bldgFortroad05 31Meridian EnclaveThane03 32Capitalmal ( Under construction)Nr.Training school0 33Alfaone appartmentPayyambalam05 34Rainbow RealtorsPayyambalam08 35Skyline appartmentsPayyambalam04 36Surya appartmentsPayyambalam08 37Grand PlazaBank road Occupants are approached for subscribing to FTTH Connections

Leads Through UDAAN : April to September 2013 Total Lead Lead Completed CANCELLED PENDING NON FEASIBLE BROADBAND PLAN CHANGE LANDLINE WLL Reconnection FTTH WIMAX G DATA CARD NPC with BB FWP17161 DATA CARD(NIC)14113 PREPAID BROADBAND8331 CCB532 WLL + BROADBAND33 SHIFT OF LL4211 INTERNET ON WLL211 PCO11 EVDO1 1 OTHERS TOTAL

UDAAN : SA s PERFORMANCE : APRIL TO SEPT 2013 Name TOTAL LEAD CREATED TOTAL LEAD COMPLETEDCANCELLEDNon feasiblePENDING 1DAYANANDAN TOA SADANANDAN TM SAHADEVAN PADMANABHAN TM KANNAN TM CHANDRAN TM DINESH TM SUKUMARAN TM VIJAYAKUMAR TM MANOJ KUMAR TM RAMESH TM JAYARAJAN TM MOHANADASAN TM BALAKRISHNAN TM ANIL KUMAR TM SUJITH TM PADMANABHAN TM PANKAJAKSHAN TM

Udaan : Provisioning Time SSA COMPLETED less than 3 days 3 to 7 days 7 to 15 days > 15 days LEADS 1 APRIL MAY JUNE JULY AUGUST SEPTEMBER

Inventory Status as on Sl.NoItemOpening Bal.Rcpt QtyIssue QtyBal Qty 1SSDW 0.5 MM (A)/ (UA)/ (A)/ (A)/ (UA)/ / (A)/ (A)/ OFC 24F ADSL 2 PLUS CPE TYPE W ADSL 2 PLUS CPE TYPE W WIMAX CPE TYPE II (O/D) X IFWT CLIP PHONE OO WiMAX CPE issued to MRX SSA 100 IFWT issued to AP Circle

W/L Clearence Status as on Month & Year of Registration WL cleared from TO December January February March April May June July August September October November December January February March April May June July August September TOTAL

Customer Retention Pursuit Cell in Kannur SSA : Progress : April - September STAFF/OFFICIALDESIGCONTACT NO ID No. of Cases Pursued Reconnectio n received SREEDHARA RAO HDEP 5316 SAMBU S MDE 489 PRAKASH M HDE 180 VARKEY K CDEP 9832 SUDHAKARA.ADE 184 AJAYA KUMAR.K.CDET 8950 VIJAYA LAKSHMI ACHARYADE 3611 KUNHAPPAN.P.PDE 4214 PRASAD SDE 8828 SAMBU S MDE 184 KRISHNAN EDE 5415 MURALIDHARAN NAMBIARDE 499 SREEDHARAN PDE 6624 RAMESH DATTAWADDET 7833 THAMPAN P VDE 8024 MURALIDHARAN NAMBIARDE 153 BALAGOPALAN M VAO AO RAMACHANDRA SHARMA

NPC - DEL Profile from Kannur SSA Declining Trend YearGROSS NPCCLOSURESNET NPC DEL AS ON 31 st March

BB connection PROFILE of Kannur SSA Year Grossclosure NetBB Connections connections at the end of year – 14 (Up to Sep)

LAND LINE AND MOBILE REVENUE Kannur SSA PROFILE / Trend In Crore Rupees Year/Month Wire line + Broadband + ITC + EB CCTs + IUC GSM Prepaid + Post paidCDMA WLLWiMAXTOTAL

Thank You