Connecting India Faster Management Meeting Date : CFA MARKETING GM (Sales and Marketing- CFA) TAMILNADU CIRCLE, CHENNAI

Promotional scheme-Land line ● Customer to provide Own telephone will get ● 300 calls free ● No installation charge ● Offer up to 28/09/2011

Promotional offer-Broadband For new customers ● No installation charge ● No security deposit ● Modem security in three installments ● MoD worth 149/GoD worth 49/-for one month free from Hungama ● GoD worth Rs.49/- free for one month from India Games ● Period of offer up to 01/09/11

Promotional offer-Broadband Customers providing own modem will get ● Installation fee waiver ● 500 MB free download/month for four months ● Offer up to 24/10/11

Promotional offer-Broadband ● New Prepaid BB customers ● Installation fee waiver ● 100 MB free download with fifteen days validity ● Offer up to 07/10/11

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

Promotional offer-UITC ● For cards of denomination Rs.300 and above ● ISD charges to popular countries reduced to 3 paise/second ● Offer up to 28/09/11

Incentive for employees ● Employees can enrol existing/new BB customers to long duration payment option. ● Rs.50 per connection incentive ● Period:30/09/11

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

Recovery of O/s. dues by franchisee ● Along with the existing channels of recovery, CM & CFA franchisees are permitted to collect outstanding dues (Rs ) pending for more than one year but less than three years. ● Commission communicated vide Lr.No. Mktg/CFA/Franchisee as collection Agent/ /4 dt 27/06/11

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

PCO target ● Annual Target: 5950 ● Q1 Achievement : ● BSNL Shoppee/epco: ● Annual Target: 1139 ● Q1 Achievement : 50

Landline PRBT ● PRBT provisioning come down drastically ● SSAs are requested to analyse the reasons and improve PRBT count.

IN service Target ● Prepaid:Rs.7.50 Cr ● QI achievement : Rs.0.38 cr ● Postpaid: Rs Cr ● Q1 achievement:Rs Cr  Targets assigned to CM/CFA franchisees during meet on 04/08/11

Role of Udaan Team in marketing IN products ● To assign target to CSCs & ensure they that sell cards ● To monitor performance of franchisees and all other channel partners

TAC meetings ● Meetings to be conducted once in six months ● 3 meetings should have been conducted ● All SSAs except Vellore conducted 3 meetings. ● Vellore to expedite conduct of third meeting

FLPP PCOs ● FLPP possible in all types of switches ● Post paid PCOcan be converted into prepaid ● Commission better that post paid PCOs ● Validity of FLPP increased

PROJECT UDAAN August 10, 2011 PROJECT UDAAN 18

Action points ● SSA heads should have Weekly meeting with UDAAN team and External team. ● Maintaining exclusive staff for Udaan. ● Review of pending oldest leads. August 10, PROJECT UDAAN

● Small posters (A4 xerox copies). ● Making outbound calling. ● TV Scrolling August 10, PROJECT UDAAN

Broadband connections Contribution by Udaan August 10, 2011 PROJECT UDAAN 21 MonthProject UdaanCircle Gross Sales Udaan Percentage Apr May Jun Jul Total

Landline connections Contribution by Udaan August 10, 2011 PROJECT UDAAN 22 Month Project Udaan Circle Gross Sales Udaan Percentage April May June July Total

LEAD SOURCE- 1/04/11 to 31/07/11 (Ranking) Leads created by Udaan team : 90% August 10, PROJECT UDAAN S.NoSSAUDAAN BSNLWE BSITE SMSCSC CIRCLEI NTRANE T CALLCE NTER Total Lead genr. Tartget per month Lead Genr. Tgt per month Achieved 1ERODE VIRUDHUNAGAR THANJAVUR NAGARCOIL TRICHY SALEM KUMBAKONAM NILGIRIS KARAIKUDI DHARMAPURI VELLORE COIMBATORE TIRUNELVELI CUDDALORE TUTICORIN MADURAI PONDICHERY CIRCLE Percentage

Status of Leads – Jan 2010 to July 2011 August 10, 2011 PROJECT UDAAN 24 S.NoSSA_DESC TOTAL LEADS COMPLETED CANCELLED LEADS NON FEASIBLE PENDING 1 COIMBATORE ERODE TRICHY MADURAI THANJAVUR SALEM CUDDALORE VELLORE NAGARCOIL TIRUNELVELI KUMBAKONAM KARAIKUDI TUTICORIN VIRUDHUNAGAR DHARMAPURI PONDICHERY NILGIRIS CIRCLE PERCENTAGE

Trend in LL and BB provisioning of Udaan Team August 10, 2011 PROJECT UDAAN 25 MonthNEW LEADSCOMPLETEDLLBBLL_BB Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Average

Trend in Leads Aug 2010 to July 2011 August 10, 2011 PROJECT UDAAN 26

Ranking by Productivity (Per Sales Associate/month) April 2011 to July 2011 August 10, 2011 PROJECT UDAAN 27 S.NoSSA TOTAL LEADS COMPLETED Count of SA Productuctiv ity Total BB comp Productuctivi ty of BB 1ERODE NILGIRIS TRICHY SALEM COIMBATORE TIRUNELVELI PONDICHERY THANJAVUR VIRUDHUNAGAR TUTICORIN NAGARCOIL VELLORE KARAIKUDI DHARMAPURI KUMBAKONAM MADURAI CUDDALORE Grand Total

PROVISIONING TIME (Time taken for feasibility from the date of lead generation –For July 2011) August 10, PROJECT UDAAN NoName of SSA Total no of leads completed during the month 1 day2-3 days4-7 days8-15 days16-30 days More than 30 days 1ERODE COIMBATORE TRICHY SALEM MADURAI THANJAVUR CUDDALORE KARAIKUDI VELLORE TUTICORIN KUMBAKONAM TIRUNELVELI VIRUDHUNAGAR NILGIRIS NAGARCOIL PONDICHERY DHARMAPURI CIRCLE Percentage

Feasibility Report – within one day during July 2011 August 10, 2011 PROJECT UDAAN 29 NoName of SSA Total no of leads completed during the month 1 day% of 1 day 1NILGIRIS TRICHY ERODE KARAIKUDI SALEM COIMBATORE MADURAI THANJAVUR VELLORE TUTICORIN CUDDALORE TIRUNELVELI VIRUDHUNAGAR PONDICHERY KUMBAKONAM DHARMAPURI NAGARCOIL CIRCLE

PROVISIONING TIME- July 2011 Time taken for completion of lead from the date of feasibility given August 10, PROJECT UDAAN NoName of SSA Total no of leads completed during the month 1 day2-3 days4-7 days8-15 days16-30 days More than 30 days 1ERODE COIMBATORE TRICHY THANJAVUR MADURAI SALEM VIRUDHUNAGAR NILGIRIS CUDDALORE KUMBAKONAM TUTICORIN VELLORE PONDICHERY NAGARCOIL KARAIKUDI TIRUNELVELI DHARMAPURI CIRCLE Percentage

PROVISIONING TIME- July 2011 from the date of feasibility given August 10, 2011 PROJECT UDAAN 31 NoName of SSA Total no of leads completed during the month 1 day% 1 day More than 30 days % > 30days 1ERODE COIMBATORE TRICHY THANJAVUR MADURAI SALEM VIRUDHUNAGAR NILGIRIS CUDDALORE KUMBAKONAM TUTICORIN VELLORE PONDICHERY NAGARCOIL KARAIKUDI TIRUNELVELI DHARMAPURI CIRCLE Percentage 35 4

Broadband Target (Project Udaan) August 10, 2011 PROJECT UDAAN 32 S.NoSSABB Target Total BB comp upto July 2011 % BB Achieved 1 ERODE 6, THANJAVUR 4, NILGIRIS 2, VIRUDHUNAGAR 2, NAGARCOIL 3, TRICHY 10, TIRUNELVELI 4, KARAIKUDI 3, DHARMAPURI 2, KUMBAKONAM 3, SALEM 8, VELLORE 5, TUTICORIN 4, PONDICHERY 6, COIMBATORE 19, MADURAI 11, CUDDALORE 7, Grand Total 105,

LEAD GENERATION TARGET August 10, 2011 PROJECT UDAAN 33 S.NoSSA Monthly lead generation target (April'11)(May '11 )(June '11 )(July'11) Average monthly % achieved 1ERODE VIRUDHUNAGAR THANJAVUR NAGARCOIL TRICHY SALEM KUMBAKONAM NILGIRIS KARAIKUDI DHARMAPURI VELLORE TIRUNELVELI COIMBATORE CUDDALORE TUTICORIN MADURAI PONDICHERY CIRCLE

CFA Franchisee – EOI Status Territory codeSSAClass of TerritoryStatus TN 01COIMBATOREAAppointed TN 02MADURAIBNo response TN 03KARAIKUDIBNo response VIRUDHUNAGARBNo response TN 04TRICHYBNo response TN 05THANJAVURBNo response CRDABNo response TN 06SALEMBIn process TN 07ERODEBNo response COONOORBNo response TN 08PONDYCIn process CUDDALORECIn process DHARMAPURICIn process VELLORECIn process TN 09TUTICORINCAppointed TIRUNELVELICAppointed NAGERCOILCAppointed Appointed = 4 SSAs No response = 8 SSAs In Process = 5 SSA August 10, PROJECT UDAAN TN 10

CFA Franchisee Target/Achievment ● 1.Coimbatore Franchisee. Agreement date : 24/03/11 Operation launched : 01/05/11 Connections provided: May-28, June-40, July Sub-franchisee : 5Retailers: 10 Feet on Street: 3 ● 2. Nagercoil Franchisee Agreement date : 24/03/11 Operation launched : 06/06/11 Connections provided: June-40, July -34 (LL-13, BB-13, WLL-8) Sub-franchisee : 20 Retailers: 50 Feet on Street: 10 Prepaid IN services Target : 26 Lakhs August 10, 2011 PROJECT UDAAN 35

CFA Franchisee – New Commission structure dated ● 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. August 10, 2011 PROJECT UDAAN 36

Broadband Penetration as on 31 st July, 2011 August 10, 2011 PROJECT UDAAN 37 S.No.SSA LL wkg 7/1/2011 BB wkg 7/1/2011 Penetration 1Pondicheri Coimbatore Madurai Virudhunagar Cuddalore Dharmapuri Trichy Vellore Nagercoil Tuticorin Tirunelveli Nilgiris Salem Erode Kumbakonam Tanjore Karaikudi Circle Total

Thank you August 10, PROJECT UDAAN