detailed information for summer internship at airtel

1. SIX WEEKS SUMMER TRAINING
PULKIT MAHAJAN
MBA AIMTC

2. Introduction
Channel distribution
Working & Scheduling
Module 1 ( observed fse’s work & market)
Module 2 ( project on counter sharing)
Module 3 (growth from 23rd june to 23rd july)
Learning
CONTENT

3. INTRODUCTION

4. #1 Operator
In
INDIA, CHAD
Present
In 20
Countries
325Mn
customers
Rs 92,039cr
revenue
2015
#3
Operator in
the world

7. CHANNEL DISTRIBUTION

8. FSE
TERITORY MANAGER
ZBM,ZSM
CIRCLE CEO CIRCLE
ZONE 1
DISTRIBUTOR
1
DISTRIBUTOR
2
RETAILER RETAILER RETAILER
ZONE 2
DISTRIBUTOR
1
DISTRIBUTOR
2
REATILER RETAILER RETAILER

9. Working & Schedule

10. 9:30AM 10:00AM 10:30AM 6:30PM 7:30PM 8:00PM
•Checking STOCK availability
• SALES and ACTIVATIONS
of previous day
• PARAMETERS to concentrate on
GATE MEETING with FOS
•Communicating NEW SCHEMES & Incentives
•NEW PRODUCT and their USE
•Clear their DOUBTS & Improve them
FOLLOW-UP OF FSE
VISTING/ CALLING RETAILERS TO
•Communicate NEW SCHEMES
•SOLVE their INCENTIVE related problems & provide earning
sheets
•Tell them about NEW PRODUCT and their USE
•Clear their DOUBTS
PERFORMANCE REVIEW
•ACTIVATIONS (Gross, HV)
•LAPU& Paper card sale &
RETAILERS performance
•Runner performance
•BACKEND working

11. • PROJECT ON
COUNTER
SHARING

12. MODULE 1
OBSERVED FSE’S WORK &
MARKET

13. 1. FSE not
communicating
with their retailers
properly.
2. Retailers are not
aware about their
PAYOUTS.
3. POP is less on all
counters as
compared to
competition.
OBSERVED 4. RETAILERS are not
aware about ROFFER
that much.
5. FSE checking goals
only of key retailers-
to save time.
6. Not telling them at
what PARAMETERS
they are lacking.
OBSERVED

14. 1. Get retailers payout
DETAILS by telling
them about STAR sms
send it to 51619.
2. All provide EARNING
SHEETS through FSE.
3.RUNNERS will do
POP on all counters.
4. Provide sim stocks.
ACTIONS 5. AWARE retailers
about DATA FR.
6. Proper
communication of
schemes to retailers by
me and then daily
reminder by FSE about
schemes and RC
through deal
(*122*customer
no.#)ok.
7.Tell FSE that TARGET
is to help them.
8.IMPROVEMENT in
reatilers TARGET
PARAMETER will
improve there target
and result into increase
in their incentives.
ACTIONS

15. RAMAN(GSP)
FSE (23rd JUNE)
1.GA – 68.81%( according
to their target)
2.*/$-58
3.ROFFER- 8%
4.MNP-7
5. 74%FTA
ACTIVATED in
market.
DILBAG(DWL)
FSE(23rd JUNE)
1.GA –
57.5%(according to
their targets)
2.*/$ - 86
3. ROFFER – 6.82%
4. 62%FTA
ACTIVATED IN
MARKET

16. MODULE 2
LSO to SSO

17. 1. Activate there FTA.
2. Give them charts in which every
thing regarding FRC ,OTF was
written.
3. Tell them that no risk is involved in
doing activation. Just keep in mind
few things
- Check ID proof and photo
properly.
- Don’t give there STAMP to any
one including FSE or RUNNER.
1. Activation Rights (FTA) were not
given.
2. Incentives (OTF) was not known to
them.
3. Extra benefits they don’t know.
LSO TO SSO (gsp & dwl)
PROBLEM ACTION

18. • 74% COUNTERS ARE
HAVING FTA
RAMAN
23rd
JUNE(FTA)
• 89% COUNTERS ARE
HAVING FTA
• IN REST11% COUNTERS
SOME ARE CLOSED FROM
LAST 1 2 MONTHS
23rd
JULY(LSO)

19. • 57%COUNTERS ARE HAVING FTA.
DILBAG
23rd
JUNE(FTA)
• 87% COUNTERS ARE HAVING
FTA.
• REST COUNTERS ARE CLOSED
AND SOME ARE NOT AGREED
FOR FTA.
• 2 NEW OUTLETS STARTED
23rd JULY

20. MODULE 3
GROWTH FROM
23rd JUNE to
23rd july

21. 1. GA-57.5%
2. */$- 86
3. ROFFER- 6.82%
4. 57% FTA in
activated in market.
DILBAG
FSE 23rd
JUNE 1. GA – 70%
2. */$ - 110
3. ROFFER – 24.3%
4. 87% FTA activated
in market.
5. 2new counters
opned.
DILBAG
FSE 23rd
JULY

22. 1. GA - 62.81%
2. */$ - 58
3. ROFFER – 8%
4. MNP – 7
5. 74% counters
having FTA
activated.
RAMAN
FSE 23rd
JUNE 1. GA – 99%
2. */$ - 65
3.ROFFER – 25%
4. MNP – 45
5. 89% counters
having FTA now.
RAMAN
FSE 23rd
JULY

23. LEARNINGS

24. LEARNING
1. How to use incentive scheme.
2. Retailer engagement.
3. Team handling.
4. How to promote new business.
5. Sales promotion.
6. TM,FSE way of working.
7. How to motivate employees.

25. THANK YOU