/ / Janpath, New Delhi-110 001. Tele. No. 011-23734057 Fax No. 011-23734284 212, Bharat Sanchar Bhawan,. m«f~fpllf~ ( \lr(l m<iir Cf» ~) BHARAT SANCHAR (A Govt. of India Enterprise) NIGAM LIMITED A review meeting was held in BSNL Corporate Office, New Delhi on 26/11/13 for discussing Project Udaan performance in FY' 2013-14. Meeting was chaired by the Project Champion PGM(NWP-BB) and was attended by the HP telecom circle, Circle Rollout Managers of all telecom circles/districts (except A&N, BH, CG telecom circles & Kolkata TD), Representative from ITPC, Pune and members oftmo team at BSNL CO, New Delhi. 1. PGM(NWP-BB) expressed displeasure over poor performance of some circles in terms of Udaan broadband target achievement and contribution in first 7 months of FY' 2013-14. Himachal Pradesh, Jharkhand, Kolkata TD, Maharashtra and West Bengal Circles that have less than 10% Udaan BB target achievement in FY' 2013-14, were specifically asked to give reasons for underperformance. CRaMs of these circles assured to improve the performance in the coming month. 2. PGM(NWP-BB) also applauded the circles like Andhra Pradesh, Karnataka, Gujarat for good Udaan Broadband contribution. 3. PGM(NWP-BB) also pointed out the circles with less number of exclusive and active sales associates. He explained the necessity of exclusive sales force for optimum performance of the project. 4. PGM(NWP-BB) emphasised on the regular payout of base reimbursement, incentives and awards to sales team. He praised Assam, Karnataka, Kerala and West Bengal circles for 100% reimbursement payment while expressed serious concern over less eligibility of SSAs for even base reimbursement. Circles with 0% eligible SSAs i.e. Chennai TD, Himachal Pradesh, Jammu & Kashmir, Madhya Pradesh, Orissa, and Uttaranchal were asked to put more efforts. Few circles were also praised for 100% incentive payments while some other with no payment, were warned for completing it at the earliest. PGM(NWP-BB) also applauded Tamilnadu and Punjab telecom circles for payment of awards in FY' 2013-14 while other circles were asked to follow the same. He explained how even an oral appraisal of a sales associate/ team leader in front of
all others may boost their enthusiasm and hence the project performance. He mentioned that the proposal for awarding best SSA and best Circle is also under consideration. On the issue of 50% incentive payout recovery in case of disconnection within six months, PGM(NWP-BB) clarified that Wings team was already working on it however, till the provision is not made full payment should be made without waiting for the disconnection data. 5. PGM (NWP-BB) also emphasised on the need of regular CGM and SSA Head review. He explained that review meetings may be arranged on monthly basis however these should be regular and if it is being merged with SSA Head Meeting, a proper time slot of at least 30 minutes should be allotted to Project Udaan. It was observed in the meeting that only in few circles i.e. AP, GJ, ill, KL, NE-I, NE-II, OR, RJ, TN, UA, UE Telecom Circles, CGM review of project Udaan with s was taking place. PGM(NWP-BB) instructed to write D.O. letter to rest of the circle's CGMs in this regard. 6. PGM(NWP-BB) also discussed the top ranking SSAs and asked the s to come along with SSA Heads of top ranking SSAs in the next meeting whenever called so that their experience may be shared with others for the benefit of the project. Kerala Circle objected to the formula used for SSA ranking saying that Kerala SSAs good performance is not reflected with it. PGM(NWP-BB) asked the Kerala to give alternate formula and assured that if found appropriate it may be considered. 7. Circles discussed some Wings related issues with the representative from ITPC, Pune. Some queries were answered on the spot while for some issues circle were asked to mail these to ITPC, Pune with a copy to TMO. PGM(NWP-BB) asked the TMO to arrange a quarterly meeting with ITPC for proper followup of these issues. 8. AGM(PU), TMO team, BSNL CO Delhi discussed Circle wise performance in detail with each Circle. Circle Rollout Managers of low performing circles assured that more efforts will be done to improve the performance in the upcoming months. Following circles reported the issues mentioned below: Circle Issues/discussions Action By reported that leads generation is low due to closing down of Kolkata call Assam center. Now new call center has been opened at Kamrup and hence he assured for improved performance in coming months.
Himachal Pradesh Jammu & Kashmir reported that outbound call center is not properly operational and since Apr- 2013 it is being managed by BSNL staff hence there is some decline in leads. Shortage of ADSL modems is also a hurdle. AGM(PU) emphasised on the requirement of more exclusive SAs. AGM(PU) stressed on making SAs exclusive as at present only one exclusive SA is posted in the circle. reported that the area is scattered and also there is shortage of staff and hence entire exclusive sales force is not practical. However, he assured to increase the exclusive sales force as maximum as possible. He also suggested for tying up with PC vendors for bundling with BSNL broadband. reported that leads generation and completion is low as other operator leads are not segregated for Bihar and Jharkhand. As a solution SDE from ITPC said that he will make sure that such leads are displayed to both the circles. AGM(PU) instructed the circle to put serious efforts as till Oct-13 it's Udaan BB target achievement is only 7% reported that call center is nonfunctional hence no outbound calling is there. AGM(PU) suggested to devise alternate methods for making outbound calls. reported that a new call center has been opened at CTO, Mumbai in Jun- 2013 and since then there is improvement in preleads conversion and he assured for performance pickup very soon. He also pointed out that demand is mostly in new developing areas which are non-feasible hence cancellation rate is high. Also expressed the need of more exclusive staff as at present only 109 SAs are exclusive while required are 365.,, ITPC, Pune
reported that there is shortage of staff however, will try to get posted more exclusive SAs. AOM(PU) pointed out low Udaan BB target achievement and Udaan contribution. Madhya Pradesh, Odisha, Rajasthan AOM(PU) pointed out very low target achievement and BB contribution by MP circle. He also stressed on immediate and sincere efforts to increase exclusive staff as at present exclusivity is only 32%. Both circles were instructed to make all possible efforts to improve the udaan BB targets and contribution. Also emphasised on increasing exclusive staff. reported that there is shortage of exclusive staff specially in 2 SSAs namely Sangrur and Ferozpur where exclusive SAs are nil. reported that there is acute shortage of UO cable and modem specially in 3 potential SSAs Dehradun, Haridwar, Nainital. UP(East), UP(West) s of both circles reported that modem shortage is the main hurdle in the completion of leads. They also stressed on the requirement of more exclusive staff. reported that out of 14 SSAs, in 9 SSAs SSA Heads are not regular. There is acute shortage of staff. AOM(PU) pointed out that West Bengal's Udaan BB target achievement and udaan contribution is extremely low.
9. In the closing remarks, AGM(PU) instructed all the circles to make a regular schedule to complete the payments of base reimbursements, incentives and awards for the previous month strictly by the 15 th of next month and target entry on wings be completed by 10 th of every month. Further, he instructed all the circles to complete the pending base reimbursements, incentives and awards payment by 25 th Dec, 2013. Also it was instructed to complete the monthly target entry for Dec' 13 latest by 10 th Dec,2013. ~\f)\\~ Vivek ~nkhede AGM(PU) Copy to: 1. Director(CF A) for kind information please. 2. CGM(ITPC) for kind information please. 3. All participants through BSNL Intranet.
SIN Name Designation Circle 1 Shri Anil Jain PGM(NWP-BB) BSNL CO, New Delhi 2 Shri Pradeep Kumar CGM HP Telecom Circle 3 Shri M. C. Singh Add!. GM. HP Telecom Circle 4 Shri M. G. Sandhu ADT HP Telecom Circle 5 Shri Shantanu Admane S.D.E. ITPC, Pune 6 Shri P. K. Bhatnagar AGM(Udaan) UP(West) Telecom Circle 7 Shri Ram Asarey S.D.E. UP(East) Telecom Circle 8 Shri Prabhansh Yadav DGM(Udaan) UP(East) Telecom Circle 9 Shri Pankaj Srivastava DGM(CFA) NE-II Telecom Circle 10 Shri Ramashray Prasad DGM(lT/Regln. ) Jharkhand Telecom Circle 11 Shri Sarvesh Kumar ADT(CFA-NWP) Uttaranchal Telecom Circle 12 Shri am Prakash DGM NE-I Telecom Circle 13 Shri M. L. Sharma AGM Haryana Telecom Circle 14 Shri Sural Mal AGM Rajasthan Telecom Circle 15 Shri S. K. Das AGM Assam Telecom Circle 16 Shri A. K. Biswas DGM(NW -CFA) WB Telecom Circle 17 Shri Gyan Wadhwani SDE MP Telecom Circle 18 Shri A. Manthira Moorthi AGM(Mktg-CF A) Kerala Telecom Circle 19 Smt. B. Kasthuribai DGM Chennai TD 20 Shri P. Kumar CRaM Tamilnadu Telecom Circle 21 Shri V. Venkateshwarlu DGM(S&M, CFA) AP Telecom Circle 22 Shri V. Krishna Murthy DGM(Udaan) Kamataka Telecom Circle 23 Shri Suhas Mankar DGM(S&M) MH Telecom Circle 24 Shri Christy U. C. DGM(Mktg-CF A) Gujarat Telecom Circle 25 Shri Vikas Chhibber AGM Punjab Telecom Circle 26 Shri R. K. Sharma AGM J&K Telecom Circle 27 Shri Trinath Panda \ AGM Odisha Telecom Circle ~ 28 Shri Vivek Wankhede AGM(PU) BSNL CO, New Delhi 29 Ms. Shalini Daksh AM(PU) BSNL CO, New Delhi