Physical Distribution and Channel

Management in Airtel

Presented By:
Dhananjay Saraswat
Falak Agarwal
Kamei Lamchungpu
Gajendra Singh
Varun Nayar
 Introduction
 Bharti Airtel Limited, a group company of Bharti Enterprise.
 It is India’s leading telecom service provider with an aggregate of 71.77 million
customers.
 Leading global telecommunication company with operations in 19 countries.
 Market leaders with a market share of all India wireless subscriber at 24.2%
 India’s leading telecom service provider with total 130 million subscribers & 30%
market share.
 Product & Services
 Mobile
 Home phones
 Email on go
 Calling Cards
 Broadband and Internet
 Data and IP Solutions
 Voice Solution
 Conferencing
 Sales Objective
 Focus on maximizing revenues & margins.
 Offer multiple telecommunication services to provide customers with “one-stop-
shop” solution.
 Capture maximum telecommunications revenue potential with maximum
geographical coverage.
 Focus satisfying & retaining their customers by ensuring high level of customer
satisfaction.
Sales Territory
 Mode of Transport
 Manufacturing plant of Airtel Sim Card is located in Chennai.
 Stocked at the Head Office in Delhi.
 Distributed through company owned vehicle.
 Retailers get the Sim Card and all other product through Courier Service from
the head office.
Head offices
 Head office : Bharti Airtel Limited
(A Bharti Enterprise)
Qutab Ambience( at Qutab Minar),
Mehrauli Road,
New Delhi-110030
 Noida Head office: B-38/C1
Sector -57
Distribution Channel
 Distribution Circles
 Delhi circle
 Karnataka Circle
 Andhra Pradesh Circle
 Chennai Circle
 Himachal Pradesh Circle
 Kolkata Circle
 Delhi Circle
 20 Airtel Connect
 34 Airtel Points
 362 sub dealers supplying SIM cards and other cellular telephone equipments to
retail outlets throughout delhi
 20 full time corporate sales representative who identify and solicit major potential
corporate accounts
 For prepaid services 13 distributor and 4314 retailers
 Strategies
 Implementing modular roll-out cellular networks with initial focus on
potential high value generating areas
 Negotiating centrally with all vendors to take advantage of scale and volumes
 Offering a loyalty and retention program targeted at our post-paid customers
 Care touch
 Sales Quotas
 For pre-paid connections in all of their circle, distributors and franchisees are
remunerated a fixed amount, approximately 20% and 15% respectively.
 For pre-paid recharge coupons, distributor and franchisees receive
approximately 7% of the value of coupon sold.
 For post-paid connections in all their circles, the rates may be increased up to
100% of base commission on meeting quality and quantity targets.
 Roles & Responsibility of Retailer
  Proper utilization and display of promotional materials.
 Communicate customers properly about the schemes, new offers and benefits.
 To sell the product and services to customer at right price.
  Serve the customers’ requirements with the available stocks of SIM, RCV and easy
balance etc. and not to create artificial shortage.
 Fill error free PEFs and verification of supporting copy for POI and POA of the
customer with originals and same for the Re-documents before activating the SIM.
Hierarchy In Airtel
 References
www.airtel.in
Special Thanks to Mr. Tejpal Singh owner of a Retail
shop situated in Huda, Gurgaon.
 Thank You
Any Questions?