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

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 06SALEMBAppointed TN 07ERODEBNo response COONOORBNo response TN 08PONDYCLOI issued CUDDALORECLOI issued DHARMAPURICLOI issued VELLORECLOI issued TN 09TUTICORINCAppointed TIRUNELVELICAppointed NAGERCOILCAppointed Appointed = 5 SSAs No response = 8 SSAs LOI issued = 4 SSA Sept 15, 2011 TN 10 2

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 :10Retailers: 10 Feet on Street: 3 /46 Sept 15, 20113

Coimbatore SSA – Target/ Achieved Sept 15, 2011 MONTHLandlineBroadbandEVDORESTORAT ION TOTAL ACHIEVED APRIL MAY JUNE JULY AUGUST

Coimbatore SSA – IN target Sept 15, 2011 SERVICEYEARLY TARGETACHIEVED UITC14.46 lakhsNIL FPH(TFS)10NIL UAN20NIL 5

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 Sept 15, 20116

CAMPAIGN CONDUCTED BY FRANCHISEE contd.. -Coimbatore SSA ● 100 ft Road Gandhipuram- 4 days. Lead generated -43. ● Participated in the TTD Kalyana Codissia,CBT. Lead generated 145. ● Tirupur, vadavalli(26), PN Pudhur(31),selvapuram(16), sneham apts-peelamedu(27), Parson Ondipudhur(22), Hanuman Temple Peelamedu(26) Sept 15, 20117

TTD KALYANA UTSAV at CODISSIA CBT -Coimbatore SSA Sept 15, 20118

TTD KALYANA UTSAV at CODISSIA CBT - Coimbatore SSA Sept 15, 20119

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 , at SMT Complex,34 / C - Dennison Road, Nagercoil – ● Sub-franchisee : 23Retailers: 52 Feet on Street: 13 Sept 15,

NAGERCOIL SSA - Target/Achieved Sept 15, 2011 Target Land Line PCOs ( Including FLPP PCOs ) BB – Post paid BB – Prepaid BB- Prepaid Vouchers Achieved up to July ( WLL-10) 127Nil Target for the month August Rs.5000 Target achieved in the month August (WLL – 06) Nil13Nil Target for the month September Rs

NAGERCOIL SSA Sept 15, 2011 Target FOS Sub Franchisee POS Appointed up to July Target for the month August Target achieved in the month August Achieved up to Aug Target for the month September

NAGERCOIL SSA – IN TARGETS Sept 15, 2011 Target FPHUAN VPN TelevotingPRMTotal NationalCircleSDCA Target for the Year Target achieved as on Nil Target for the month August Target achieved in the month August Nil Target for the month September

New CFA Franchisees (Under proccess) Sept 15, 2011 S.No Name of FranchiseeCode NoSSA CovStatus 11.M/s R.D Agencies, Salem TN 06SalemPBG received on 12/09/ M/s DTH & Telecom Ser vices Pvt. Ltd., Chennai. TN 08Vellore/ Dharmapur i LOI issued on 29/08/2011. PBG not yet received 3Lakshmi Agencies, Villupuram TN 10Cuddalore/ Pondichery PBG received on 15/09/

Highlights of CFA Franchisee ● 1. Franchisee must ensure office space (carpet area) of size 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. Sept 15,

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. Sept 15,

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. Sept 15,

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. Sept 15,

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. Sept 15,

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. Sept 15,

Feet On Street (FOS SSA wise) Sept 15, 2011 SSALandlineBroadbandNon-BB Conn FOS Pondicheri Coimbatore Cuddalore Dharmapuri Vellore Nagercoil Tuticorin Tirunelveli Salem

Leads from Call centre during Aug 2011 Sept 15, 2011 S.NoSSA_DESC BSNLW EBSITE SMSCSC BSNLIN TRANET CIRCLE WEBSIT E CIRCLEI NTRANE T CALLCE NTER Total Leads 1PONDICHERY DHARMAPURI CUDDALORE VELLORE SALEM COIMBATORE NAGARCOIL TIRUNELVELI

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. Sept 15,

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. Sept 15,

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. Sept 15, 2011 #Parameter (measured on monthly basis) ScoringCut-Off Score 1Gross Connections(Actual Land line & Broadband Connections provided) and sales of other consumer fixed access products % of Target Achieved >60% 2% Conversion on leads transferred % Conversion>15% #Parameter (measured on monthly basis) ScoringCut-Off Score 3Number of PoS tie-ups activated by the CFA Franchisee % of Target Achieved >60% 25

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. Sept 15,

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 Sept 15, 2011 MonthsOne Month Two Months Three Months Four Months Five Months Six Months Beyond Six Months IssuerSSA CircleSSA Circle PenaltyWarningStrong Warning Rs.2000Rs.4000Rs.7000Rs

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. Sept 15,

Statements: (Fortnightly) SSAWhether CFA Franchisee Appointed Total Sales figure of previous month Sales in fortnight ending on ……… L/LBBIN Pro duct s Sales through CM/CFA Franchisee/DSA Sales through BSNL Outlet L/LBBIN Product s L/LBBIN Products Sept 15,

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. Sept 15,

Statements: To be Submitted by SSAs in respect of CFA Franchisees ……. (Monthly) Sl. No. CFA ProductTargetAchievement 1Landline 2Broadband 3IN – Prepaid (In Pupees) 4IN – Postpaid (In Rupees) 5ISDN 6Prepaid BB RCV (In Rupees) Sept 15,

E-Pin Franchisee status Sept 15, 2011 Sl.No.AgencyStatusBusiness done so far 1M/s.Faizal TradersAppointed as e-pin franchisee on Purchased for Rs. 10 lakhs on M/s.Karakkattu Communications Agreement signed on M/s. Key SystemsNot yet signed-- 32

Thank you Sept 15,