Express Yourself

Sales & Distribution

Presented To:- Dr. Monica Khanna
Sales & Distribution
Date:- 18-12-2007
Sales & Distribution
rahuldutt1@gmail.com
Presented To:- Dr. Monica Khanna
Date:- 18-12-2007
Date:- 18-12-2007

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 History
Bharti Cellular
Bharti Telecom was formed to
Small Bicycle
Business 1986
Ltd. In Tie Up with
Siemens AG
1996
provide services
under brand name
AIRTEL

BHARTI TELECOM BHARTI CELLUALAR

Imported Portable Cellular License Largest Private

1982
Gensets from
Japan
1992
for services in
DELHI
2007
Telecom Operator
of Country in GSM

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 Vision & Mission
By 2010 Airtel will be the most admired brand in
India:
• Loved by more customers
• Targeted by top talent
• Benchmarked by more businesses

“We at Airtel always think in fresh and innovative ways

about the needs of our customers and how we want them
to feel. We deliver what we promise and go out of our way
to delight the customer with a little bit more”

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 PRESEN
T
• Market leader with a market share of all India mobile
subscribers at 23.4%.
• India’s largest integrated and the first private telecom
services provider with a footprint in all the 23 telecom
circles.

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 Airtel Enterprise Services

DATA LANDLINE

Serves only Corporate

& Business Houses

MOBILE

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 Organisation Structure

CEO

Regional Sales Regional Sales Regional Sales Regional Sales Regional Sales Regional Sales
Head-V1 Head-V2 Head-V3 Head-V4 Head-V5 Head-V6

Accounts Manager- Accounts Manager- Accounts Manager-

1 2 3

Asst. Accounts Accounts Manager-

Manager-X 4

Sales Officer-1

Channel Partners-
X& Sales Force

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 Distribution Network
• Airtel has got Channel Partners which carry out
the distribution of the companies product.
• Each Channel Partner in turn has got a sales
force of @ 50-60 People.
• Main Responsibilities of these Channel Partners:
– Delivery.
– Payment Collection.
– Address Verification.
– Resolving Day to Day issues.
– Commission 500/ connection

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 Distribution Network
Contd….
Sales
Customer
Department

Outsourced
Services

Service
Billing
Deptt. Customer
Care

Airtel
Service

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 Salient Features of Distribution
Network
• Verticals wise Distribution Concentration
• Centralized Information System for
Customer Care
• Market Penetration report
• Dedicated help desk for Data Services
• Airtel offers GSM mobile services in all the
23-telecom circles of India.
• It has over 35,016 route kilometers of optic
fibre on its national long distance network
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 Forecasting Procedure

Funnel Methodology:-
COLD
COLD
1. Cold:- > 60 Days.
2. Warm:-30 – 60 Days
3. Hot:- < 30 Days
WARM
WARM

HOT
HOT

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 FORECASTING Contd…

Sample Report From Airtel.

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 Salient Feature Of Report..
• Gives an idea where to focus the efforts of
sales force.
• Includes both Qualitative as well as the
Quantitative parameters.
• Gives an Idea @ the market share.
• Gives an Idea @ the extent to which a
customer has been explored.
•
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 Be Heard…..

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 Airtel’s communication strategy
• Started off with “The power to keep in
touch”.
• Moved to “Touch Tomorrow”.
• Moved to A.R.Rehman to give itself "Live
Every Moment”.
• Lastly and currently they have “Express
Yourself”.

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 Communication Strategy
Contd….
• Three pronged communication strategy.
• The power of communication.
• The Product.
• The print ad in newspapers and
magazines.

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 To Sum It All…..
Second Quarter and Half Year
ended September 30, 2007
• Highest ever-net addition of 63 lakh customers
in a single quarter.
• Total Revenues of Rs. 6,337 crore (up 45% Y-o-
Y).
• EBITDA of Rs. 2,710 crore (up 59% Y-o-Y).
• Cash Profit of Rs. 2,597 crore (up 58% Y-o-Y).
• Net Income of Rs.1, 614 crore (up 73% Y-o-Y).

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 Credits

• Abhinav Kishore (28)

• Rajat Malhotra (32)
• Rahul Manchanda (33)
• Tanvi Mankodi (34)
• Juhee Prashant (42)
• Gurbax Singh (54)

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 THANK YOU

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