KTM1 Meeting with Employees of Mattanur Division on

Pan India Telephone status as on November PAN INDIA Phone 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

NPC - DEL Profile from Kannur YearGROSS NPCCLOSURESNET NPC DEL AS ON 31 st March (UP TO October)

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 Disconnection 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 Mattanur Division EXCHNAGELL Annual NPC Target GROSS NPC ClosureNET % Closure w.r.t DEL % NET w.r.t. Target KOLOLAM PAZHASSI EDOOR KELAKAM MATTANNUR POOLAKUTTY PERAVOOR ADAKKATHOD KOTTIYOOR MALUR THILLANKERY IRITTY VANIYAPPARA KAKKAYANGAD ULIYIL ARALAM KILIYANTHARA KACHERIKADAVU MTR DIVISION SSA

SSA WISE BROADBAND ROVISION PERFORMANCE APRIL TO DECEMBER 2012 SSABB ProvisionsBB Closures Net Broadband Provision ERNAKULAM THRISSUR THIRUVANANTHAPURAM KOLLAM KANNUR KOTTAYAM ALLEPPEY KOZHIKODE PATHANAMTHITTA MALAPPURAM PALGHAT Total

Division wise BROADBAND PERFORMANCE : April to December 2012 DIVISION TARGE T GROSS PROVISI ON CLOSUR ES NET % NET Achieved % Closure (w.r.t. gross) % Penetrati on Spare Ports as on Jan 1 PAY %48.77% 19.35%2863 KNR P %57.70% 32.17%3493 CVU %52.00% 14.99%1942 TMB %59.95% 16.50%1635 MTR %56.53% 17.12%2104 TLY P %61.97% 24.03%3264 CUU %67.58% 21.41%2538 SRK %54.61% 14.85%2098 MJR %49.41% 11.57%163 KNR %61.62% 22.48%4394 NLS %54.13% 16.52%1917 TLY %63.74% 14.43%2086 KNG %67.59% 15.93%1939 KSZ P %64.18% 21.14%2326 CNG %55.85% 10.16%1800 PDL %53.05% 10.06%285 UPL %66.51% 9.16%181 SSA %58.95%18.30%35028

BROADBAND PERFORMANCE : April to December 2012 Mattanur Division EXCHANGE TARGET GROSS PROVISIO N CLOSURE S NET % NET Achieved % Closure (w.r.t. gross) % Penetrati on Spare Ports as on Jan 1 KELAKAM %54.29% KOTTIYOOR %58.44% IRITTY %47.67% PERAVOOR %56.79% EDOOR %37.29% MATTANNUR %55.68% KOLOLAM %54.62% KACHERIKADAVU %45.45% VANIYAPPARA %59.46% ARALAM %49.18% THILLANKERY %47.83% KAKKAYANGAD %68.85% PAZHASSI %69.77% KILIYANTHARA %69.62% POOLAKUTTY %60.87% ULIYIL %67.65% MALUR %71.05% ADAKKATHOD %76.92% MTR Division %56.53% SSA %58.95%18.30%35028

LL & BB PROVSION REPORT (FROM '13 TO '13) SSA Working DELS as on '13 Working DELS as on '13 LL Closure during Jan.'13 Total BB conns. Wkg as on BB Penetn (%) SSA wise Total BB Provision during Jan '13 Total Closure during Jan '13 Net BB Provision during Jan.'13 Net BB % Provision during Jan.'13 EKM % % KNR % % TCR % % TVM % % KTM % % CLT % % KLL % % ALP % % PTA % % MLP % % PGT % % % %

BB PROVISION & CLOSURE - MATTANUR DIVISION DURING JAN'13 Exchange ProvisionCLOSURE%- CLOSURE MATTANUR231357% PAZHASSI4250% KOLOLAM9333% IRITTY14964% ULIYIL11655% ARALAM7229% KILIYANTHARA8563% KACHERIKKADAVU11100% EDUR36200% VANIYAPARA10- THILLENKERI8450% MALUR2150% PERAVOOR20210% POOLAKKUTTY10- KAKKAYANGAD33100% KELAKAM16425% KOTTIYOOR34133% ADAKKATHODE10- SSA AVERAGE32%

Status of BB Fault Rectification 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 % As per TRAI guidelines > 60% fault should be rectified on same day and >90% on next wkg day

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

Performance Vs Target (in Rs. Cr) Kannur SSA (APRIL-2012 to for December-2012) TargetProp. TargetAchievement % Achievement LL + PCO + FTTH + S.Charge % BB % ITC % EB(CCTS) % IUC % Total CFA % GSM % CDMA Wll % Wimax % Tower sharing Total GSM % CFA + GSM %

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 %

PLAN WISE BB WKG IN SSA AS ON PLAN WISE BB WKGNo. of Conns WkgPercentage UPTO 299 PLAN % 300 TO 499 PLAN739611% 500 TO 999 PLAN % 1000 TO 1499 PLAN11072% 1500 TO 2499 PLAN1210% 2500 & ABOVE PLAN11662% TOTAL %

UPTO 299 BB PLAN - KNR (P) DIVISION - AS ON Exchange Total BB conns. wkgNo. of customersPERCENTAGE MATTANUR % PAZHASSI % KOLOLAM % IRITTY % ULIYIL % ARALAM % KILIYANTHARA % KACHERIKKADAVU341853% EDUR % VANIYAPARA831720% THILLENKERI885461% MALUR % PERAVOOR % POOLAKKUTTY642438% KAKKAYANGAD % KELAKAM % KOTTIYOOR % ADAKKATHODE301343% SSA AVERAGE30%

LAND LINE REVENUE AND MOBILE REVENUE GRAPH Kannur In Crore Rupees Year/Month Wire line + Broadband + ITC + EB CCTs + IUC GSM Prepaid + Post paidCDMA WLLWiMAXTOTAL APRIL MAY JUNE JULY AUGUST SEPTEMBER OCTOBER NOVEMBER DECEMBER TOTAL

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 MATTANUR Division as on PHYSICAL ACHIEVEMENTREVENUE ACHIEVEMENT SSA MATTANUR Division in Rupees Lakh Item Connecti ons Total points Connecti onsPOINTs % Achieved w.r.t. (A)SSA MTR 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 Lakh5.26% TaregetAchieved % Achived SSA % MTR Div %

MNP Performance SSA Gain in April - October Gain in November Gain in December Gain in JAN (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, March (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

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 : Achievement in 9 months : Rs Cr 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