Sales & distribution in telecom

Presented by:
Abhijit
BLSIM
19 nov, 2010
Indian telecom industries
 The Indian telecommunication industry is one of the world's fastest
growing industry, with 621.28 million telephone (landlines and mobile)
subscribers and 584 million mobile phone connections as of March 2010,
 The second largest telecommunication network in the world and the
second largest in terms of number of wireless connections in the world
after China.
 Privatization of telecommunications in India

 Pre reform period and Telecommunication in India

 Reforms in Telecom sector since early 1990's till date .
Achievement in Telecom sector in 2008-10

The total wireless subscriber base {GSM, CDMA and WLL

(F)} stood at 391.76 million at end of financial year 2009.
On an average, more than 10 million subscribers were
added every month
There were 13.54 million internet subscribers on 31 st
March 2009 as compare to 11.09 million 2008.
Besides the internet subscribers mentioned above there are
117.82 million wireless data subscribers who are assessing
internet through (GSM & CDMA) networks
The number of Broad- Band Connections on 31 st March
2009 was 6.22 million compared to 3.87 million for the
same period during the previous year.
Introduction of Aircel
Product & services
Prepaid paid plan:
 Startup kit Rs.49:
 Start up kit Rs.99:
 First Recharge Voucher:
 Business card- rate cutter
 Pay per pulse plan for existing subscribers
 Recharge vouchers
 E .Recharge
 New ISD Rates

Postpaid (in near future)

Roaming Services (prepaid ,roaming travel packs)
Value added services

 Job Alerts (58010 toll free no.) 30 Rs. For 30 days

 Music on Call (58999 toll free no. ) 15 for 30 days
 Aircel Pocket Internet (sms pi to 121 toll free)
 Voice Station (call 55500 , 6 Rs. Per minute )
{Ringtones, Prayers, Astrology Service, News, Sports, Jokes}
 MMS (SMS to 121 (Toll Free)
 Miss Call Alerts( sms to58999 Toll free 15 Rs. Per month)
 Dialer Tunes &Dialer Tunes Cards
 Live Astrology (call at Rs. 9/min and talk to formally train & experienced
ASTROLOGERS)

 Doctor on Call: Rs. 9/min (60 second pulse).

Sales objective
To capture urban as well as rural
customers.

 provide facilities at minimum price

Increase subscriber from 18 million to 25

Sales territory
Distribution channels
No. of directly owned stores :1150

No. of Aircel Branded stores :6500

Internet is key channels

Sales force are in place to sell directly

Distribution channels
 Sales quotas
company Sim 1st FRC 2nd FRC Cus. remarks
cost benefits
Idea 10 24 - 24 talk -
time
Uninor 20 54 25 65 talk Discounted
time plan up to
60%
docomo 17.5 48 - 60 talk
time
Aircel 15 10 50 125 talk
time
hierarchy
hierarchy
Organization chart (Aircel)
Circle Head
1

commerci
Marketing Customer
al Finance Adminisat
& Sales Service Revenue HR Vigilance
Technical (preferred 1 unit rion
8 Dept Assurance
counter)
SUGGESTIONS &
RECOMMENDATIONS
Plans should not be change regularly so that more customers
can use it, and they cannot become confuse with schemes.

More promotional strategies should be used in area as very

less awareness of all services in this area.

Distribution of promotion material should be regular and

given to retailers.

Aircel & Uninor should improve their visibility.

Distributer should provide more assistance to retailers.