If You Are Not Taking Care Of Your Customer, Your Competitor Will.”

If You Are Not Taking Care Of Your Customer, Your Competitor Will.”
[S&M-CM] “ If You Are Not Taking Care Of Your Customer, Your Competitor Will.” – Bob Hooey CM (Mktg)

Review of GSM market share of Haryana Telecom Circle in FY 2017-18
Rank Name of Operator Mar-17 Sep-17 % increase in Market share Connections % Market share 1 Vodafone 30.42 30.26 -0.53 2 Idea 25.79 24.43 -5.27 3 BSNL 18.68 20.57 10.14 4 Bharti Airtel 17.66 18.42 4.30 5 Reliance 7.44 6.30 -15.30 6 Aircel 3092 0.02 0.00 Total 100

GSM market share of Haryana Telecom Circle in FY 2017-18

% increase in Market share
Review of Wireless market share of Haryana Telecom Circle in FY Rank Name of Operator Mar-17 Sep-17 % increase in Market share Connections % Market share 1 Vodafone 24.13 23.44 -2.85 2 Idea 20.46 18.93 -7.50 3 BSNL 14.84 15.95 7.50 4 Bharti Airtel 14.01 14.27 1.85 5 Reliance Jio 11.03 14.14 28.16 6 Tata 9.61 8.38 -12.83 7 Reliance 5.9 4.88 -17.25 8 Aircel 3092 0.01 0.00 Total 100

Wireless market share of Haryana Telecom Circle in FY 2017-18

Can we improve by one RANK

Strategies adopted to increase the market share:-
Promotional Scheme of Free SIM (of MRP Rs 10) to customers re-launched for a period of 90 days w.e.f to ( 90 days) through BSNL sales channel and through CSCs and Mela organised by BSNL staff only. New Plan Vouchers of MRP Rs 54 and Rs 55 on the demand of customers and feedback from field units launched w.e.f to (90 days) and proposal for re-launching has been sent to BSNL As per suggestion from customers the benefits enhanced(50 minute on net +50 MB data usage) in Plan validity extension vouchers of Rs 36 & Rs 37 from to and proposal for re-launching has been sent to BSNL H.Q. Keeping in view the large scale commutation of Haryana customers in MTNL roaming areas the benefits of STV 181, 197 and 395 also allowed in MTNL roaming areas . 6. SMSs texts are being broadcasted to all GSM customers of HR Circle about promotional offer and 3 to 4 SMSs are broadcasted to retailers about new offers and incentives being provided to them.

Strategies adopted to increase the revenue:-
Proposal for Promotional Scheme on Top-up of Rs 500 with talk time of Rs 600 Last three days of the December’17, January’18 and February 2018 to counter low revenue in the last days of the months has been submitted to BSNL H.Q. Combo voucher of MRP Rs 93(Rs MB+10 SMSs, SMS & data validity 15 days) and TU 210(Talk time 220) and combo voucher Rs 109(Rs MB +20 SMSs, validity 14 days launched to counter low revenue on weekend. STV 197 having proportionate features of STV 395 re-launched for providing customers more options. The sale of the STV is quite impressive. Special focus is given on Promotion of the Plan Vouchers of MRP Rs 429.

Focus Areas Continuous endeavour to increase subscriber as well as revenue market share SIM Sale – target at least 35% increase over achievement of Put in all efforts to arrest decline in revenue MNP – Po/Pi ratio to be below target of 0.5 Go to Retailer Strategy – target increase of 5% (RC PoS) and 7% (FRC PoS) QoQ in FY with brand/product visibility through BTL activities. Dedicated Franchisee Manager and Retail Manager for CM vertical Strategy- Plain vanilla to bundled products (handset, PRBT, Contents). Hold on to the customers-Re-verification of existing subscribers to be completed by 06/02/18 Target 100% e-KYC activations for new customers Capture bulk customers. Promote CYMN to retailers

Gross SIM Sales - Achievement (Apr to Nov 2017)
Name of SSA Target Apr to Nov'17 SIM Activation Apr to Nov'17 %age Activation Apr to Nov'17 Target Nov’17 SIM Activation Nov'17 %age Activation Nov'17 AMBALA 106202 64890 61% 10645 12176 114.4% FARIDABAD 60645 26964 44% 6080 3742 61.5% GURGAON 25919 43% 3124 51.4% HISAR 187663 155594 83% 18810 16860 89.6% JIND 53098 42258 80% 5320 4909 92.3% KARNAL 136514 76790 56% 13680 9239 67.5% REWARI 145036 134668 93% 14535 16326 112.3% ROHTAK 128882 85060 66% 12915 13407 103.8% SONEPAT 69165 47303 68% 6935 4940 71.2% TOTAL 947850 659446 70% 95000 84723 89.2%

Gross SIM Activations in Sept, Oct & Nov'17
SSA Target for Sept'17 Ach. In Sept'17 Target for Oct'17 Ach. In Oct'17 Growth in Oct'17 w.r.t. Sept'17 Target for Nov'17 Ach. In Nov'17 Growth in Nov'17 w.r.t. Oct'17 AMBALA 12915 4109 10645 9256 125.26% 12176 31.55% FARIDABAD 7375 2243 6080 2093 -6.69% 3742 78.79% GURGAON 2284 2272 -0.53% 3124 37.50% HISAR 22825 15791 18810 23829 50.90% 16860 -29.25% JIND 6460 4425 5320 5747 29.88% 4909 -14.58% KARNAL 16605 6043 13680 7057 16.78% 9239 30.92% REWARI 17640 16247 14535 13870 -14.63% 16326 17.71% ROHTAK 15675 7799 13243 69.80% 13407 1.24% SONEPAT 8410 4466 6935 5276 18.14% 4940 -6.37% TOTAL 115280 63407 95000 82643 30.34% 84723 2.52%

Gross SIM Sales - Achievement (Dec 2017)
Name of SSA Target Dec’17 SIM Sale Ach. Dec (up to ) % Ach. Ambala 13995 3832 27.4% Faridabad 7990 1258 15.7% Gurgaon 739 9.2% Hisar 24725 4511 18.2% Jind 6995 1406 20.1% Karnal 17990 2189 12.2% Rewari 19110 4209 22.0% Rohtak 16980 3771 22.2% Sonepat 9115 1305 14.3% Total 124890 23220 18.6%

Dialling to the GP1 Subscribers from Call centre Karnal
Phases Month of Calling Total Dialed Subscribers Connected Ready to Active Active due to calling 1st Phase Jul-17 120420 23892 8031 3843 2nd Phase Sep-17 39874 1268 360 310 3rd Phase Oct-17 41741 4254 745 525 4th Phase Nov-17 30807 4080 1098 516 Total 232842 33494 10234 5194

Preactive SIM available in SSA
AMB 48723 FBD 26696 GRG 43997 HSR 59678 JD 30052 KRL 47090 RTK 61686 RWR 49597 SPT 28557 Total 396076

Active POS Status SSA AMB FBD GRG HSR JD KRL RWR RTK SPT 6850 5490
FRC loading Active POS SSA Mar'17 Nov'17 AMB 824 821 FBD 434 309 GRG 324 250 HSR 1483 1039 JD 391 378 KRL 845 570 RWR 1097 892 RTK 708 731 SPT 744 500 Total 6850 5490

Upcoming Bundling Scheme with M/s SGCMPL
Detel phone and BSNL plan will be Rs499/-. BSNL Rs153/-( talk time 103/-, validity of days, call rate- onnet-15P/Min and off-net-40P/Min) has been approved. Agreement under process. Will be launched soon. This will be promoted among rural and lower strata people of society.

BSNL – Micromax Partnership: Bharat1

Total working connections in this Plan=293
Bharat1 – BSNL plan97. Started picking up, Retailers are needed to be educated about Dos and Don’ts. Dos 1. Use BSNL SIM attached with Bharat1 device Box only for BSNL Rs. 97 offer 2. Insert SIM in Bharat1 device in SIM slot number 1 only 3. Activate SIM at BSNL e-KYC centre 4. Wait for SMS from BSNL that your SIM is activated 5. Now restart the device and wait for around 2 hours. 6. Recharge your BSNL SIM with Rs. 97. 7. Wait for BSNL SMS confirmation of offer activated 8. Now customer can avail BSNL offer with Bharat1 device 9. Solution for recharge of Rs97/- on online purchased Bharat 1 phone I) Visit nearest BSNL CSC . II) Purchase a new SIM. III) Get that SIM converted to Micromax Plan Rs.97/- from CSC In-Charge . This will take 24 hours. IV) Next day visit nearest BSNL CSC/Franchisee/Retailer. Get e-Kyc done and follow the steps as mentioned above 1 to 8 . Don’ts 1. Do not insert old BSNL SIM card first time in Bharat1 device 2. Do not recharge BSNL SIM (attached with box) with other then Rs 97 first time 3. Offer activated SIM is only valid for Bharat1 device from which offer was generated. If customer is using offer activated SIM in any other device, offer will not work. Total working connections in this Plan=293

%age act. through e-KYC SSA Qtr1 Qtr2 Oct'17 Nov'17 Dec'17(upto 10th) AMBALA 70.04% 87.83% 91.25% 84.97% 80.43% FARIDABAD 86.00% 91.29% 99.90% 99.89% 99.13% GURGAON 44.87% 61.54% 83.14% 93.41% 99.46% HISAR 86.58% 97.15% 98.88% 94.38% 55.77% JIND 84.86% 93.35% 95.95% 93.38% 85.35% KARNAL 85.77% 98.58% 95.39% 96.20% 89.40% REWARI 55.31% 69.87% 84.29% 79.90% 82.18% ROHTAK 109.30% 86.61% 96.32% 90.21% 72.26% SONEPAT 80.95% 93.15% 98.33% 96.76% 81.92% TOTAL 79.68% 85.39% 94.22% 90.07% 77.48% %age e-KYC activation is decreased in Nov’17 as compared to Oct’17 especially in Ambala, Rewari & Rohtak SSA. 100% e-KYC must be ensured up to

RD Migration Status as on 10.12.17
S.NO SSA NAME ACTIVE RD's Migrated % Migrated 1 AMBALA 503 473 94.04% 2 FARIDABAD 115 111 96.52% 3 GURGAON 96 212 220.83% 4 HISAR 709 892 125.81% 5 JIND 302 299 99.01% 6 KARNAL 389 379 97.43% 7 REWARI 586 726 123.89% 8 ROHTAK 589 502 85.23% 9 SONEPAT 321 310 96.57% Total 3610 3904 108.14%

Penalty on non RD Transactions
As per UIDAI instruction beyond 31st July 2017 a penalty of Rs 0.20 is being levied on AUAs/KUAs as authentication transaction charges using non RD. All the circles are requested to take necessary action so as to migrate all the devices to RD at the earliest to avoid penalty. Following actions must be taken by all Circles/ SSAs: I Identify the list of PoS still not migrated to RD services. List is available in Sanchar-soft and circulated by Corporate Office. Send FM/ RM to all such PoS and educate them about the need/ urgency to upgrade to latest version of SWIFT App (Mobile App v14) which is RD compliant. Even the PoS that are using biometric device provided by Reliance Jio and open for BSNL activations need to upgrade the SWIFT app to v14 for migration to RD services. In case FM/ RM face any problem in upgrading to latest version, the details of such PoS along with serial number / make of device should be noted and the same should be escalated by SSA to ITPC/ Corporate Office through Circle office. ITPC helpdesk whatsapp no and id:

Reimbursement Scheme for Biometric Device
Guidelines for partial reimbursement to retailers for purchase of fingerprint biometric device issued vide letter no /2017/S&MCM/3 dated Implementation is being done in two phases, first phase is before the rates discovered through RFP and second phase is after discovering rate through RFP. Initially the amount for reimbursement shall be restricted to 90% of the purchase price (including applicable taxes) of biometric device by retailer or Rs.2000/- whichever is lower. There shall be a provision for reimbursement of Rs. 1000/- through CTOPUP in the first month to retailers who are selling a minimum three number of SIM per month (previous month). Balance amount shall be reimbursed through CTOPUP in equal amounts in subsequent 6 months to channel partners with a rider of minimum number of three SIM sale per month(previous month) being met and the same device is used for activations by retailers.

Biometric devices provided through Reimbursement Scheme
SSA NAME Total Ambala Faridabad Gurgaon Hisar 13 Jind Karnal Rewari Rohtak Sonepat 10 23

Status of Re-verification of Existing Subscribers
SSA Total active subscriber base as on last day of previous month Subscribers acquired thru EKYC process Subscribers to be re-verified No. of subscribers re-verified through Aadhaar EKYC % reverified AMBALA 527940 66557 461383 35359 7.66% FARIDABAD 234507 37095 197412 7436 3.77% GURGAON 215773 26666 189107 6367 3.37% HISSAR 885499 194383 691116 45641 6.60% JIND 272690 49956 222734 15546 6.98% KARNAL 520931 95592 425339 23590 5.55% REWARI 753820 141349 612471 75491 12.33% ROHTAK 511112 99340 411772 38333 9.31% SONEPAT 274805 53227 221578 15486 6.99% Total 764165 263249 7.67%

Posting of FM & RM (Exclusive/Non Exclusive)
SSA FM RM Working Exclusive Ambala 3 1 14 All Faridabad 4 Gurgaon 2 Hisar 7 Jind 6 Karnal 11 Rewari Rohtak 9 Sonepat 5 Total 23 12 61

MNP Port-out and Port-in Status
Up to 10-Dec-17 SSA Month: Dec 2017 Cumulative Port-out Port-in PO/PI Ratio AMB 231 211 1.09 514 898 0.57 17485 18336 0.95 FBD 120 22 5.45 263 76 3.46 7743 2158 3.59 GRG 174 58 3.00 320 366 0.87 7376 3185 2.32 HSR 565 578 0.98 1180 2416 0.49 42881 42512 1.01 JD 144 91 1.58 312 353 0.88 13423 8157 1.65 KRL 352 6.07 753 208 3.62 25256 6398 3.95 RWR 350 493 0.71 800 1648 24995 28282 RTK 262 376 0.70 1105 0.52 20701 19023 SPT 159 75 2.12 317 310 1.02 10222 7107 1.44 Total 2357 1962 1.20 5037 7380 0.68 170082 135158 1.26

MNP Port-out to Port-in ratio
SSA Sep-17 Oct-17 Nov-17 Till 10-Dec-17 AMB 0.83 0.45 0.60 0.57 FBD 3.34 3.86 2.83 3.46 GRG 1.59 1.50 2.32 0.87 HSR 0.82 0.59 0.55 0.49 JD 2.28 0.74 1.03 0.88 KRL 5.80 1.61 2.69 3.62 RWR 0.76 0.77 0.63 RTK 1.42 0.53 0.65 0.52 SPT 1.70 0.71 1.02 Total 1.21 0.72 0.68

Active POS Status SSA AMB FBD GRG HSR JD KRL RWR RTK SPT 21423 19108
RC loading Active POS FRC loading Active POS SSA Mar'17 Nov'17 % Inc/Dec AMB 2728 2525 -7.44% 824 821 -0.36% FBD 1082 916 -15.34% 434 309 -28.80% GRG 1145 1024 -10.57% 324 250 -22.84% HSR 4733 4054 -14.35% 1483 1039 -29.94% JD 1437 1275 -11.27% 391 378 -3.32% KRL 3451 2931 -15.07% 845 570 -32.54% RWR 3057 2807 -8.18% 1097 892 -18.69% RTK 2324 2346 0.95% 708 731 3.25% SPT 1466 1230 -16.10% 744 500 -32.80% Total 21423 19108 -10.81% 6850 5490 -19.85%

SSA wise Retailer Selling SIM (FRC) Targets and achievement for Sept to Nov'17
SSA Name Targets for Q3 Sept'17 Oct'17 Nov'17 % Ach w.r.t Q3 AMB 1020 543 785 821 80.48% FBD 537 258 265 309 57.55% GRG 401 208 228 250 62.39% HSR 1838 881 1103 1039 56.54% JD 484 313 416 378 78.05% KRL 1046 494 627 570 54.47% RWR 1358 852 878 892 65.69% RTK 877 626 745 731 83.35% SPT 922 500 54.25% Total 8483 4675 5584 5490 64.72%

SSA wise Retailer doing RC Targets and achievement for Sept to Nov'17
Targets for Q3 Sep'17 Oct'17 Nov'17 % Ach w.r.t Q3 AMB 3280 2539 2541 2525 76.99 FBD 1301 973 942 916 70.40 GRG 1376 928 1016 1024 74.40 HSR 5692 4252 4182 4054 71.22 JD 1728 1305 1275 73.77 KRL 4150 3101 3060 2931 70.63 RWR 3677 2894 2849 2807 76.35 RTK 2795 2422 2387 2346 83.95 SPT 1763 1262 1230 69.76 Total 25762 19676 19540 19108 74.17

BSNL Brand Visibility at POS / BSNL Vehicles, Status as on 11-12-2017
SSA NAME BSNL Brand Visibility Boards/Flexs AMBALA 1300 small size BSNL Brand visibility boards printed, 850 installed at POS, 450 are in process. 60 Big Size BSNL Brand visibility boards printed and installed at POS. BSNL Stickers pasted on almost all vehicles in SSA. FARIDABAD 452 BSNL Brand visibility boards printed & Installed at POS. BSNL Stickers pasted on almost all vehicles in SSA. GURGAON 800 small size BSNL Brand visibility boards printed & Installed at POS. 76 Big size BSNL Brand visibility boards printed & installed at POS.151 boards are in process. BSNL Stickers pasted on almost all vehicles in SSA. HISAR 106 BSNL Brand visibility Flex printed, 30 Installed at POS, 76 are in process. BSNL Stickers pasted on almost all vehicles in SSA. JIND 136 BSNL Brand visibility boards printed & Installed at POS. BSNL Stickers pasted on almost all vehicles in SSA. KARNAL 72 BSNL Brand visibility boards printed & Installed at POS. 26 big hoardings for BSNL Brand visibility printed & Installed at POS. BSNL Stickers pasted on almost all vehicles in SSA. REWARI 100 BSNL Brand visibility boards printed & Installed at POS. BSNL Stickers pasted on almost all vehicles in SSA. ROHTAK 200 BSNL Brand visibility boards printed & Installed at POS. BSNL Stickers pasted on almost all vehicles in SSA. SONEPAT 120 BSNL Brand visibility boards printed & Installed at POS. 120 more boards in process. BSNL Stickers pasted on almost all vehicles in SSA.

Paper & Flex Display Boards Distribution (at Retailer’s end) status as on 11-12-2017
SSA NAME TOTAL RETAILERS White Flex Boards distributed by Circle Office to SSA White Flex Boards Procured by SSA Paper Pamphlets printed & Distributed to Retailers Total Boards Distributed Distributed to Retailers AMBALA 2618 650 2500 13400 FARIDABAD 1012 250 5100 GURGAON 964 15000 HISAR 4370 1000 4500 14500 JIND 1352 350 2000 KARNAL 3212 800 50000 REWARI 2971 750 11200 ROHTAK 2400 600 5500 SONIPAT 1356 TOTAL 20255 5000 10000 118700

Stickers Distributed to Retailers
Marketing Activities Done by SSA’s, status as on SSA NAME Stickers Distributed to Retailers Umbrella BSNL TAPE Remarks if Any AMBALA 3250 50 BEING PROVIDED 2000 Poster size stickers of Plan 485, 3000 Poster size Tariff Chart, 600 Aadhar link poster size stickers, 50 MNP Flex, 2500 Poster size Stickers of Plan 429 ,60 Big size & 850 small size Retailers boards,, 10 Canonical Tent for mela ,50 Stickers of BSNL logo for BSNL Vehicles,20 Flex for Plan 429,50 Flex for Re-verification,1200 posters (Tariff chart),33 No of Standy, 1430 no of BSNL Shoppe Flex (Sign Boards) distributed to Retailers, 9 Big Banners, 250 Banners(3*4). FARIDABAD 2000 NIL 75 Re-verification flex for retailers, 300 Tariff Charts,14 BSNL banners on deptt. Vechiles,10 Canopy for Mela GURGAON 4000 100 - 3000 Vinyl Stickers,450 Sq. foot Flex with Iron frame, 27 Canopy, 400 Stickers for STV-429, 300 Re-verification banners to retailers,100 BSNL Logo stickers on vehicles, 2250 Posters (Tariff Charts) HISAR 50 Flex (BSNL Brand Visibility),10 Tariff Flex, 15 Flex for ASEEM, Pamphlets for LFMT, 300 Re-verification Flex on poles, Scroll TV advt. started from for 4 months on SITI cinema channel. JIND 2500 5 136 Big Flex for BSNL brand visibility,BSNL ,2000 Stickers for plan 429, 1000 Posters for Tariff Plans, 500 Posters for popular plans, 400 Posters for Re-verification, 200 BSNL Logo Stickers for Vehicles, 20 Banners (3*4).

Stickers Distributed to Retailers
Marketing Activities Done by SSA’s, status as on SSA NAME Stickers Distributed to Retailers Umbrella BSNL TAPE Remarks if Any KARNAL 10000 38 BEING PROVIDED 4000 Tariff Posters (17*22), 1000 stickers (9*9) for BSNL vehicles, 400 Re-verification Flexs,500 Posters of Latest Plans,2000 Stickers of Plan 429,3flex(Brand Visibility),300 Posters of LFMT & LL Plans,2 Big Flex (10*3),20 Flex(6*2) for wifi zone, 7 Flexs for new plans. REWARI 3000 NIL 60 Flex boards for Bsnl Brand visibility,50 flex for latest plans, 2000 square feet wall painting(Till now total sq feet completed),,100 Flex on Retailers shops(Brand Visibility),3000 Tariff Posters,100 flex for plan 429 ,500 Reverification flex,50 Flex on CSC's, 1000 Flex provided on poles. ROHTAK 10400 70 4000 Posters for Brand visibility, 4000 Stickers for plan 429 & Rate cutter(A4size), 1400 stickers for Adhar linking(A3size),10 Canopy,5000 Stickers for PV429(2*1.5),1000 BSNL Logo Stickers,1000 Posters for Reverifiation,3000Posters for Roaming Free Plans,200 Retailer boards, 100 Flex provided on poles, 45 Umbrella with Stand,2 Standy,20 Flex for Aseem Plan, 50 Flex for FTTH & Broad Band Plans. SONEPAT 1350 - 6 big Hoardings for Plan 485 & 429,9 Hoardings of latest tariff plans(3*5), 1 big hoardng (6*18) ,4 Deptt. Hoardings changed,1000posters(22*18) for Tariff, 1000 posters (18*11) for Plan 429,1000 Reverification Stickers(15*20), two Reverification Hoardings, 4 Big Banners. TOTAL 40500 205

Total Marketing Budget =2.43 Crore
Status of Marketing Fund utilized by SSA’s in Q1 & Q2 SSA NAME ALOTTED FUNDS FUNDS UTILIZED in Q1 FUNDS UTILIZED in Q2 % Funds Utilization Ambala Rs /- Rs183751/- Rs929415/- 78 Faridabad Rs /- Rs250000/- 37 Gurgaon Rs /- Rs10000/- Rs381682/- 34 Hisar Rs /- Rs97775/- Rs348630/- 23 JIND Rs12000/- Rs0/- 1 Karnal Rs /- Rs38650/- Rs146000/- 11 Rohtak Rs /- Rs214755/- Rs126560/- 22 Rewari Rs /- Rs532000/- Rs133000/- 38 Sonepat Rs37736/- Rs120000/- 14 Total Rs /- /- Rs /- 29

Ctopup Tx. Report -2017-18 (Cr.) up to 10 Dec'17
Month/SSA AMB FBD GRG HSR JD KRL REW RTK SPT Total Apr-17 2.44 0.73 0.78 4.44 1.50 2.52 4.12 2.04 1.14 19.70 May-17 2.57 0.70 0.74 4.35 1.51 2.65 4.26 2.06 1.17 20.01 Jun-17 2.28 0.63 3.75 1.33 2.31 3.70 1.80 1.00 17.44 Jul-17 2.09 0.61 0.68 3.63 1.25 2.07 3.71 1.71 0.93 16.67 Aug-17 2.08 0.55 3.28 1.82 3.50 1.62 0.88 15.52 Sep-17 2.03 0.51 0.62 3.26 1.16 3.46 1.64 15.35 Oct-17 2.34 0.53 3.69 1.32 2.11 4.02 1.92 17.54 Nov-17 1.83 0.45 0.48 2.55 0.91 1.53 2.79 1.42 0.75 12.70 Dec-17 0.57 0.14 0.16 0.28 0.44 0.90 0.23 3.94 18.23 4.83 5.33 29.73 10.43 17.26 30.45 14.63 7.97 138.88 CTOPUP Value (Cr.) up to 10 Dec'17 1.43 0.34 3.40 1.09 3.49 1.24 0.96 14.56 0.79 4.47 2.62 4.08 1.29 20.92 1.95 0.72 0.69 4.13 2.47 4.16 1.63 0.86 17.34 1.91 3.33 1.46 1.85 3.61 1.69 1.12 16.21 0.67 3.06 0.87 1.93 3.39 1.49 0.36 14.50 2.10 0.60 1.84 3.48 1.76 1.01 16.08 2.36 0.59 1.28 3.91 1.88 1.04 17.45 2.61 1.57 12.83 0.35 0.05 0.01 0.49 0.25 0.17 0.54 0.08 0.15 16.80 5.32 4.89 28.44 9.56 16.56 29.26 13.66 7.46 131.96

Ctopup Tx. Report -2017-18 (Fig. in Cr.)
Month/SSA Ambala Faridabad Gurgaon Hisar Jind Karnal Rewari Rohtak Sonepat Total Sep-17 2.03 0.51 0.62 3.26 1.16 1.80 3.46 1.64 0.88 15.35 Oct-17 2.34 0.53 0.61 3.69 1.32 2.11 4.02 1.92 1.00 17.54 Nov-17 1.83 0.45 0.48 2.55 0.91 1.53 2.79 1.42 0.75 12.70 6.20 1.49 1.71 9.50 3.38 5.44 10.27 4.98 2.63 45.59 % Increase in Oct'17 wrt Sep'17 15.67 3.55 -2.74 13.48 13.90 17.45 16.07 17.05 14.16 14.28 % Decrease in Nov'17 wrt Oct'17 -21.97 -14.52 -21.17 -30.91 -31.20 -27.51 -30.65 -26.07 -25.05 -27.57 % Decrease in Nov'17 wrt Sep'17 -9.74 -11.48 -23.34 -21.59 -21.63 -14.86 -19.50 -13.46 -14.44 -17.23

C-Topup Tx. Comparison Nov-17 V/s Dec.-17
DATE Total Amt. AMB FBD GRG HSR JD KRL RWR RTK SPT Up to 10 Dec-2017 (Cr.) 3.94 0.57 0.14 0.16 0.78 0.28 0.44 0.90 0.23 last month up to 10 Nov-2017 (Cr.) 4.58 0.66 0.17 0.91 0.34 0.56 1.00 0.51 0.27 Daily Average transaction Dec (In Lacs) 39.4 5.7 1.4 1.6 7.8 2.8 4.4 9.0 2.3 Daily Average transaction in Nov-2017(In Lacs) 42.3 6.1 1.5 8.5 3.0 5.1 9.3 4.7 2.5 % Growth w.r.to last month up to Dec-2017 -13.8 -13.0 -17.2 -8.1 -13.6 -16.9 -20.7 -9.9 -14.3 -13.2 Expected in Dec ( In Crore) 12.23 1.78 0.43 0.49 2.43 0.87 1.37 2.79 1.36 0.72

Revised Revenue Target for Dec-17 to Mar-18 w/o GST (in Cr.)
SSA Earlier Target Dec-17 Target Jan-18 Target Feb-18 Target Mar-18 Target AB 5.87 3.86 4.54 FBD 2.16 1.42 1.67 GRG HSR 9.85 6.49 7.61 JD 3.02 1.99 2.33 KRL 7.26 4.78 5.61 RWR 7.77 5.12 6.01 RTK 6.48 4.27 5.01 SPT 2.94 1.94 2.27 Total 47.51 31.28 36.72

SSA WISE sale of STVs/PVs
AMB FBD GRG HSR JND KRL RWR RTK SPT total sep 666 140 128 806 115 322 693 367 104 3341 oct 398 80 94 454 84 202 514 266 68 2160 nov 275 58 259 49 138 349 206 52 1454 1339 288 280 1519 248 662 1556 839 224 6955 STV197 4532 1268 1154 3978 883 1954 8192 1616 1914 25218 4929 1234 1029 2898 604 1795 8076 1585 1753 23903 4540 1020 936 2163 428 1385 7454 1231 1477 20634 14001 3522 3119 9039 1915 5134 23722 4432 5144 69755

STV333 AMB FBD GRG HSR JND KRL RWR RTK SPT total sep 465 57 73 112 75 175 459 361 295 2072 oct 254 37 38 63 32 108 248 180 194 1154 nov 169 27 26 35 16 65 156 118 125 737 888 121 137 210 123 348 863 659 614 3963 STV349 715 144 316 813 355 597 1420 687 287 5334 312 68 158 271 86 265 504 185 119 1968 126 25 88 64 15 148 46 644 1153 237 562 1148 456 937 929 452 7946

STV395 AMB FBD GRG HSR JND KRL RWR RTK SPT total sep 2067 144 370 794 427 861 2752 1175 913 9503 oct 1206 90 198 297 136 437 1385 580 436 4765 nov 610 58 99 134 34 192 668 268 230 2293 3883 292 667 1225 597 1490 4805 2023 1579 16561 PV 429 4144 998 1027 7017 3062 4618 7228 5470 3136 36700 6924 1079 1207 8053 4802 6241 9273 8121 4178 49878 5975 934 1126 6396 3562 5135 7748 6954 3597 41427 17043 3011 3360 21466 11426 15994 24249 20545 10911 128005

STV444 AMB FBD GRG HSR JND KRL RWR RTK SPT total sep 321 35 58 80 26 104 206 212 164 1206 oct 211 29 30 53 27 129 133 122 814 nov 227 38 52 8 57 134 142 137 822 759 91 126 185 61 241 469 487 423 2842 PV 485 839 190 173 555 97 281 798 311 180 3424

CM Sales & Distribution Policy- 2018
The CM Sales & Distribution Policy will be effective from The format for EOI/agreement for franchisee-ship under CM-S&D Policy-2018 will be issued shortly by BSNL CO. Migration policy for existing franchisees: Existing franchises are eligible for migration in CM – Sales & Distribution Policy Migration process will be done at SSA level. As migration of franchisees is to be done at SSA level so a letter to all SSAs have already been issued on dated SSA Heads are requested to ensure that the same may please be done in scheduled time.

CM Sales & Distribution Policy- 2018
2. Dimensioning of Franchisee Territories: Category of franchisee territories shall be reclassified based on C-top-up revenue. Reclassification of franchisee territories shall be carried out as one time activity before EOI/ entering into fresh agreement as per criteria mentioned in next slide. In this regard, a letter along with prescribed Performa have already been sent to SSAs on dated SSA Heads except Hisar SSA are requested to send the CTOP UP sale of FY immediately duly signed.

Sale in the last FY (in Lakhs)
Criteria for Reclassification of Franchisee Territories based on C-top-up revenue Monthly C-TOPUP average Sale in the last FY (in Lakhs) Category of territory Up to 30 C >30 up-to 50 B >50 A

Salient features of CM Sales & Distribution Policy- 2018
Migration policy for existing franchisees: Those who meet the benchmark and cut-off as per section 4.2 of CM-S&D Policy shall be eligible for migration for three years ( Period is not mentioned) Those who do not meet the benchmark and cut-off, migration will be done on the basis of SIM sale for the last financial year. All the franchisees of SSA shall be ranked on the basis of % achievement of SIM sale target during FY Top 80% franchisees of SSA will be migrated for three years and Remaining 20% of franchisees of SSA shall be dropped. Names of franchisees & territories found eligible / non-eligible may be sent to circle for final approval and further action. Dimensioning of Franchisee Territories: a. Maximum 33% of SSA territories shall be allotted within the SSA to a franchisee. However, CGMs of the circle are empowered to increase this maximum limit by up-to 50% of SSA territories within the SSA. In case of migration 50% of SSA territories are allowed. b. Balance franchisee territories i.e. (4 terr. – 33% of SSA) shall be adjoining to his existing territories in adjacent SSA. c. In case of migration, non-adjacent territories are allowed and additional new territories shall be adjoining to SSA in which he has more number of territories.

Type A Parameters Bench Mark Score 50%
4. Weightage for targets for evaluating performance: (i) In S&D Policy-2012, there were two parameters type-A & type-B (ii) But in S&D Policy-2018, type B parameters are eliminated . Weightage of Type-A parameters is given as follows:- Parameters Weightage Type A Parameters FRC / Plan Voucher 60% RC 20% POS Total 100% Bench Mark Score 50%

3 . Easy exit of franchisee at SSA level:- There shall be quarterly performance evaluation at SSA level. Non-performing franchisees of SSA shall be treated as mentioned below:- SSA head may recommend the name of the franchisee with lowest sales in the SSA (based on quarterly evaluation done in respect of Type-A parameters) to circle head for termination of contract with such franchisee. The SSA head may issue order for terminating the sale to such non-performing franchisee, and look-after may be given to the adjacent franchisee of the SSA ensuring 50% of total franchisee terr. of SSA should remain filled at all time. Simultaneously EOI should be floated to fill-up vacant territory.

4. Review Process at SSA: For the purpose of monthly reviews various parameters, their scoring and cut-offs are given in table as below:-

5. Easy entry at SSA level. If any franchisee territory remains unfilled even after floating of two rounds of EOI at circle level, An empowered committee shall be constituted by SSA head comprising of three officers headed by a JAG/STS (as per the level of SSA) level officer of SSA with one finance member. The committee will collect proposals from the prospective franchisees by visiting their premises on the basis of eligibility criteria mentioned below at para-b and will recommend the name of suitable firm/candidate. The recommended case may be considered for approval by Head of SSA. Where SSAs have no JAG/STS level officers to head such committee, the SSA head may relax the conditions mentioned under para 2 (H) (a) of Sales & Distribution Policy-2018 and an officer of STS/SDE level of the SSA may be nominated to head the committee. Note: Empowered committee will also approach prospective bidders through letters/ mails and display on the notice board.

VAS Revenue Achievement FY 2017-18 Leaders & Laggards
Best in Zone North - Haryana East- Orisa West - MH South- TN HARYANA Achieve 1st Position in North Zone & over all 2nd Rank on National Level Worst in Zone North- UP(W) East- Kolkata TD West - MP South- Chennai TD

VAS revenue Year To Year Comparison (in Rs Cr.)
VAS revenue for FY 12.37 VAS revenue for FY 31.28 VAS revenue for FY 39.68 VAS revenue for FY (upto Oct) 33.91

New Services(M-Gov, SpeedPay & MCA
Services (fig. in Lacs) Apr-17 May-17 Jun-17 Jul-17 Aug-17 Sep-17 Oct-17 Total Target Prorata Target Achmnt till Oct 2017 Prorata Achmnt % USSD 0.34 0.42 0.24 0.33 0.22 0.21 0.96 7.00 4.08 2.73 66.91 MOBILE TV 0.46 0.41 0.36 0.31 0.26 0.28 29.00 16.92 2.41 14.22 IVRS 19.09 27.42 29.84 26.72 29.33 27.95 31.67 240.00 140.00 192.01 137.15 BSNL Tunes (PRBT) 11.41 11.15 10.30 10.48 10.46 9.25 10.93 74.00 52.86 STK 0.12 0.13 0.16 0.10 0.11 2.00 1.17 0.84 71.82 SMS GPRS 13.05 11.33 11.74 12.55 10.83 9.67 11.94 178.00 103.83 81.12 78.13 BSNL Live 0.00 1.00 0.58 SMS PUSH 363.85 349.15 335.66 543.16 437.97 456.65 490.19 170.09 CBS 5.01 6.52 6.53 6.24 6.82 6.22 7.18 102.00 59.50 44.52 74.82 New Services(M-Gov, SpeedPay & MCA 3.46 3.11 2.56 2.19 1.92 1.76 1.51 40.00 23.33 16.51 70.76 Total in lakhs 416.44 409.21 397.15 601.80 497.75 511.87 554.77 151.41

PRBT STV_Subscriptions counts for the Month of Aug,Sep,Oct & Nov-17
Circle PRBT STV_Subscriptions counts for the Month of Aug,Sep,Oct & Nov-17 STV258 STV259 STV358 STV369 STV378 STV 459 STV 489 STV548 STV85 STV 153 STV 187 Total Aug-17 HARYANA 57 2 357 118 534 5 105 187 167 116 137 717 Sep-17 Oct-17 6 82 61 78 77 673 176 97 106 1356 Nov -17 70 33 63 2850 177 131 141 4992 8564 Upto 10th Dec-17 1 12 4 16 557 36 39 31 66 2888 3668

Product Details for Games bundled Data STV 392:
- Customer subscribing to this pack shall get all benefits / validity of Tripe Ace STV 333 - Customer after activating this pack will get message with link to download / play games: - Customer clicks on the link: o Android Users whose handset is compatible with the games will get the option to download 2 Games from options available o User can download only 2 games during recharge validity o User whose handset is not compatible with the downloadable games, will get option to play from HTML5 Games online o User can continue to play all 4 games during the recharge validity - THIS PACK IS APPLICABLE ONLY FOR 3G ANDROID / APPLE DEVICES - THIS PACK IS NOT APPLICALBE FOR WINDOWS, BLACKBERRY DEVICES and FEATURE PHONE Users.

Mobikwik Offer to BSNL Employees
BSNL has entered into an agreement with M/s One Mobikwik Solutions Private Limited for provision of Semi Closed Prepaid Instrument (SMWallet) and associated services. The BSNL Wallet apps enables payment for online recharges, all Top-Ups, SMS, Data (GPRS, 2G, 3G, & 4G), Local, STD, ISD, Postpaid, DTH plans, Vouchers & Full Talk Time recharge offers, Bill Payments, Shopping, & Bus Booking in most secure and fastest manner. Mobikwik has proposed following Welcome offer to BSNL employees with the following features: 1.Get flat Rs.100/- SuperCash on Add Money of Rs. 10/- or more done on BSNL Wallet app. 2. Minimum amount spend to redeem the offer is Rs. 10/- 3. Maximum Cashback amount is fixed at Rs. 100/- 4. Coupon redemption & Payment available on BSNL Wallet’s Androids, Windows & iOS App. 5. Offer valid for NEW BSNL Wallet users. 6. The offer is not valid on Net Banking and Virtual Card payments. 7. Limited Period offer The offer is restricted to BSNL employees only & may be enabled only on the service connection issued.

EDUMITRA BSNL has signed Agreement with M/s Probit Plus Private Limited for provision of Online Education based Value Added Services to Mobile Data/ Broadband Customers. Online Education Service “EDUMitra” is available through to Mobile/Data Users of BSNL & all Telecom Operator Customers through charging options of Mobile Top-Up (Only for BSNL Subscribers) and Online Payment Gateway(Net Banking/Credit Card). For incentivizing children of BSNL’s Employees, 50% discount will be offered to BSNL Employees Subscribing to EDUMitra service. This discount to BSNL Employees will be for entire Tenure of service agreement for existing & upcoming Service Packages for Student Category/Type

Board or Stream or Course
Standard or Class or Year Tariff Per User Per Period For BSNL Employees Subjects (Any Medium) or Description of Service Type of Customer Any State Pre - Primary 150/ Month 75/ Month Rhymes & Stories Student Any of STD 1 to 10 All Any of STD 11 to 12 250/ Month 125/ Month CBSE/ICSE/Delhi 200/ Month 100/ Month 300/ Month Spoken English Any 200/ 2 Months 100/ 2 Months Bilingual Edge product (Level I) 400/ Month Conversation Edge and Grammar Edge (Level II) 500/ Month Interview Edge and Professional Edge (Level III) Math Buddy Maths Concept Foundation Any of STD 9th to 10th Foundation PCMB Video Lectures NEET/AIPMT NEET/AIPMT Physics/ Chemistry/ Biology Video Lectures and Study Material 600/ Month NEET/AIPMT Complete Package JEE PCM Study Material for JEE Main and Advanced 350/ Month 175/ Month JEE Main & Advanced Assessment 750/ Month JEE Main & Advanced Complete Course Physics/Chemistry/Mathematics Video Lectures & Study Material for JEE Main & Advanced PCM Video Lectures and Study Material for JEE Main & Advanced Science Lab Any of STD 9 to 10 Practical of Science 50/ Month Practical of Physics/ Chemistry/ Biology Practical of Any Two Subjects (Physics/ Chemistry/ Biology) Practical of Three Sujects (Physics, Chemistry & Biology) Any Board STD 1 to 12 3 D Content of Science & Maths Any Board/ Competitive Exam 25/ Month Online Exam Module of All Subject (Questions & Answers)

Board or Stream or Course
Standard or Class or Year Tariff Per User Per Period For BSNL Employees Subjects (Any Medium) or Description of Service Type of Customer Commerce S.Y.J.C. 150/ Month 75/ Month Secretarial Practice Student 300/ Month Economics 550/ Month 275/ Month Organization commerce 600/ Month Book keeping & Accounting 850/ Month 425/ Month Maths & Stats F.Y.B.COM 200/ Month 100/ Month Business Communication 250/ Month 125/ Month Business Economics/ Mathematics & Statistical Techniques 350/ Month 175/ Month Accountancy & Financial Management 450/ Month 225/ Month 700/ Month 750/ Month Mathematics & Statistics S.Y.B.COM Advertising Business Economics Business Law T.Y.B.COM Marketing Human Resource Management Finance Accounting 400/ Month Cost Accounting 650/ Month 325/ Month Management Accounting Direct Tax Engineering F.E. 500/Month Any One Subject of any Engineering Stream S.E. 600/Month 300/Month T.E. 700/Month B.E. 800/Month 400/Month

LIST OF GAMES Display Name Pirates Of The Caribbean Robin Hood Aladdin
The Jungle Book Dash Moanas Quest Lion King Aladdin The New Adventure Finding Dory God Of Combat Robo Theft Racing Rustle Terror Terminator Minnie Cake Factory Mickey Cup Pizzatron Penguin Cup Bola Bean Counters Goofy Moving Day Olaf Summer Dream Mickey Birthday Bash Zootopia Inside Out Good Dinosaur

ACHIEVEMENT OF RETAILER ENROLLMENT FOR SBI MOBICASH IN HARYANA UPTO 17/11/2017
Total Retailers Enrolled Retailers upto 10/12/17 Pending % Achievement Total 20255 2083 18172 10.28%

Ambala Faridabad Gurgaon Hisar Jind Karnal Rewari Rohtak Sonepat Total
Sno Name of SSA Total Retailers Target of Retailer enrolment in Oct 17 and Nov-17 Total Retailers enrolled upto 1 Ambala 2618 764 134 2 Faridabad 1012 188 387 3 Gurgaon 964 172 263 4 Hisar 4370 1440 25 5 Jind 1352 346 159 6 Karnal 3212 1030 62 7 Rewari 2971 940 685 8 Rohtak 2400 744 105 9 Sonepat 1356 364 Total 20255 5988 2083

SSA WISE STATUS OF C-TOP UP THROUGH SBI MOBICASH IN HARYANA
Sno Name of SSA Total C-Top up in Sep -17 [ in lacs] Total in Oct-17 [ in lacs ] Total in Nov -17[ in lacs ] Total upto 10th of Dec-17[ in lacs ] Total 1 Ambala 2 Faridabad 21.99 16.05 5 43.04 3 Gurgaon 1.47 4 Hisar Jind 6 Karnal 7 Rewari 8 Rohtak 9 Sonepat 3.70 2.75 14.45 25.69 21.27 06.00 59.96

STATUS OF SPEEDPAY SERVICES IN HARYANA
1. Out of 9 SSAs , SpeedPay training has been organised in Two SSA’s namely Ambala and Rohtak. 2. Three nos of Franchisee and 4 nos of Sub- Franchisee have been enrolled for Speedpay services till date. 3. Training in other SSA’s will be conducted shortly.

Mobile TV Sale Month Wise
Circle Mobile TV STV_Subscription counts STV 379 STV 393 STV 373 Aug-17 HARYANA 2 1 11 Sep-17 17 27 47 Oct-17 18 41 48 Nov-17 20 23 29

Sale Count of Bundled PRBT Vouchers
STV 358 Month AMB FBD GRG HSR JND KRL RWR RTK SPT total Sep-17 10 4 1 6 7 9 14 5 57 Oct-17 Nov-17 2 STV 369 18 16 29 8 114 11 3 45 17 STV 459 100 22 42 84 27 63 81 35 499 301 62 88 243 69 213 235 134 77 1422 STV 489 15

International Wi-Fi Voucher
Sale of STV's Month Wise S.No Promotional Pack of Wi Fi Validity (Days) Oct-17 Nov-17 Dec-17 1 777 7 Nil 2 1199 15 3 1499 30 NIl

International Wi-Fi Voucher
Sale of STV's Month Wise S.No Promotional Pack of Wi Fi Validity (Days) Retailer com Franchisee com 1 999 7 79 20 2 1599 15 127 32 3 1999 30 159 40

Mantras for #TransformingBSNL
“When the going gets tough, the tough gets going” ******** “Better our best” ******** “Yes we can” ******** Team BSNL

Thanks

MNP Port IN-Port OUT- Haryana Circle
F.Y F.Y till SSA Port-out Port-in PO/PI AMB 16866 13689 1.23 17217 18022 0.96 FBD 7540 5481 1.38 7614 2134 3.57 GRG 8131 5352 1.52 7175 3095 2.32 HSR 66574 61866 1.08 42215 41767 1.01 JD 14645 11823 1.24 13259 8036 1.65 KRL 27297 19264 1.42 24848 6319 3.93 RWR 18369 25568 0.72 24580 27574 0.89 RTK 22582 22967 0.98 20393 18553 1.10 SPT 10505 10649 0.99 10037 6992 1.44 Total 192509 176659 1.09 167338 132492 1.26

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