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Ppt
- 1. Know your Business Products & Processes
- 2. Introduction
- 3. Celebrity
- 5. Bharti Story 1976 1981 - 1984 1982 1995
- 6. Bharti Foundation Group Companies
- 8. Subscriber Base in UP – West
- 9. Subscriber Base in UP – East
- 10. Airtel’s Many Innovations Reduced STD rates IPTV Black Berry Song Catcher Life Time Validity Concept SMS 2.0 8 mbps Internet Hello Tunes M Chek
- 12. What it means for YOU… Opportunities
- 13. Telecom Scenario
- 15. We are already in 2010… See the size of the opportunity you have!
- 16. Did you know? Opportunities
- 17. Modern Trade Partners in UPU Existing Big Bazzar (8) Vishal Mega Mart (12) Spencer (13) The Mobile Store (65) Hot Spot (56) One Mobile Store (8) Haariyali (Rural) (120) E Chowpal (Rural) ( 7) UP Coming Restore Stores (22)
- 20. Business Structure – Virtualized Lapu Platform National Account Supplies Airtel product/ service & support to There Stores e.g. The Mobile Store, Haariyali & Big Bazzar MT Stores Makes sales National A/C for Lapu Unbarring is done by the MT Store – Retailer (59109) & Dist (59110)
- 21. Business Structure – Non Virtualized Lapu Platform Master Lapu Supplies the Product / Service Supplies Airtel product/ service & support to the rural retailers / MT Stores (Hot Spot, Spencers, Echoupal , Bharti Retail, & Vishal Megamart Makes sales UPE - Dist UPW - Dist Rural/ MT Retailer Rural / MT Retailer The stores are considered as a retailer for Lapu balance and for Activation they do not have unbarring rights (59109) work on HUB & Spoke distribution Model.
- 22. Roles & Responsibilities- Store Manager / Promoters 2 3 4 5 1
- 25. Two Modes of Usage Modes Of Usage Prepaid (Pay Before Use) Postpaid (Pay After Use)
- 27. Features Instant Recharge / Balance Inquiry Inbuilt Validity & Talk time Pre-activated Roaming (National & International No Rentals/Bills/Deposits Free Caller line identification
- 29. Airtel Prepaid SIM Card Validity Tariff Talk time Three Elements of Airtel Prepaid SIM Card
- 33. Human Web
- 34. Prepaid Activation Process Step 1 – Document check Step 2 - FRC 22(red) / 24 (blue) in MT SUK (SIM) Step 3 – Unbarring request by sending SMS to 59109 SMS Text – UN <space> (10 Digit Mobile no) <space> last 5 digit of SIM Step 4 – Forwarding the Unbarring request to 59110 Step 5 – Dialing IVR 123 & change language Step 6 – Top up recharge of any denomination Step 7 – Out going call of minimum 1 min from the unbarred no.
- 36. Working of an Airtel Prepaid Card To check account balance, press * 123 # and then the OK key (response will be an sms) To recharge, press * 123 * 14 digit secret code # and then the OK key or Green Call Button
- 37. Throw A Question
- 43. Photo ID Card/ Student ID Card Certificate from Gram Panchayat Voter’s ID/Arms License Card/Driving License Patta copy/ Residence certificate Ration card with stamped photograph Proof of Identity
- 44. Photo ID Card by Govt. Statutory Authority/ PSU Election commission Voter’s ID Card/Ration Card Voter’s ID/Arms License Card/Driving License Certificate from Gram Panchayat/ Niwas Pramand Patra Certificate form Post Master/MLA/ Gazzetted officer Caste Certificate with photograph Proof of Address
- 45. What are my responsibilities pertaining to APEF as a MT Channel Partner? APEF
- 47. What happens next ? If the documents are not submitted on time or are inaccurate Numbers are BARRED CLICK Services are discontinued Customer Dissatisfied
- 51. Lets learn how to check the documents to ensure number does not get barred
- 55. PEF Management Partner receives regular report on which outlets are activating Collects Okay documents He checks the documents CRE visits activating outlet every alternate day Airtel collection Agency- picks up Okay Docs from pre-assigned District location Submits documents at the pre-assigned District location
- 56. Urban – 7 Day’s (TAT) Rural – 14 Day’s (TAT) If docs are not submitted in TAT then OG is barred on 7 th Day at urban and 14 th day at rural. Irate customers APEF to be submitted again No payment to MT partner Disqualified from all promotions / Incentive scheme Will disqualify from their achievement TAT of APEF Submission
- 57. APEF Submission process Activation – Store / Retailer Store manager / Promoter - Gets APEF filled by the customer Store manager / Promoter – Checks documentation - Maintains Soft copy of APEF - Tele verification Updates status (+ve,-ve,NCT) - Completes documentation and attaches Top sheet-Televerification sheet of APEF to be submitted CRE - Checks documentation & pics APEF from store CRE - Deposits APEF at collection centers at District of Zone
- 59. 4 2 3 1 9 16 10 6 7 11 8 12 14 5 13 15 Try Your Luck…
- 61. Question 2
- 64. Question 5
- 66. Question 7
- 69. Question 10
- 72. Question 13 What is the method of checking balance & validity? 10
- 75. Question 16
- 76. AV Policy Claw back Slab Claw Back in Rs. 0 – 2% 100 / connection >2% - 5% 400 / connection >5% - 10% 900 / connection >10% 1500 / connection 10 % of random no’s are picked from + ve tele verification data for Address Verification
- 77. Let us take a situation.. What will you do ? Now that you are at the store… Will you check for the latest schemes and offers by the service providers ? How will you get to know about the latest schemes and plans offered by the service providers? Where will you collect the information from ? How will you know that a particular service provider sells connections in that store ? You are a customer You want to buy a prepaid connection
- 82. Recall & Retain… Advertisement bring awareness and merchandising reinforces it……
- 86. Brand Visibility Merchandising Elements Shelf Strip Kiosk Dangler A4 sheet Floor Standees
- 96. Selling Skills
- 97. Greet & Acknowledge the Customer Analyze the need Ask open ended questions (if required) Listen to his requirement
- 98. Propose a solution, recommending Airtel Build Relationships Close the Sale Clarify Doubts
- 99. Give Customer Airtel Experience
- 100. Role Plays
- 101. Know your Numbers… 1 SIM 2 Barring 3 APEF 4 Documents
- 103. Thank you Bharti Resources Limited Neelagagan, Mandi Road, Sultanpur, Mehrauli, New Delhi-110030 Tel: 91-11-46001100-01, Fax: 91-11-46001111 E-mail: contactus@bharti.in, Website: www.bhartiresources.com
Notas del editor
- Note: This Programme is Prepaid Segment specific.
- Celebrities Time: 20 to 30 minutes Materials: Pen, POST IT pad, cello tape Objective - To encourage individual participation in the group. - To help participants develop good questioning and data gathering/detective skills. Steps 1. Make a list of famous or infamous people sufficient to cover the number of expected participants. Celebrities might include famous singers, actors/actresses, politicians, business people, writers, musicians, etc. 2. Names may have a common thread connecting them (e.g. celebrities related to the nature of the group, names starting with the same letter or people who were popular during a particular era). 3. If you know the participants well, you may decide to match the assignment of celebrity names to individuals who have similar characteristics. 4. Write the names on POST IT or pin-on name tags or cards. Keep the celebrities&quot; names hidden from the participants. 5. Fasten a name to each participant’s back and encourages them to walk around, asking other people questions about their unknown persona. They can only ask questions which can be answered &quot;Yes&quot; or &quot;No&quot;. No other hints to be given. 6. The exercise continues until all or almost all participants have discovered the identity of their celebrity. Debriefing: Ask Questions like, how did you feel when you were named as a celebrity? How would you feel if you are treated as one? INS: Now say in a humorous tone that we all know that all of us can’t become Amitabh Bachchan’s & Shahrukh Khan’s but we can certainly be recognized as special people in our own fields. To give special recognition to our retailers we present the NAVRATNAS.
- Ins: Read through the slide. For Details: Refer to page#13
- About 69% of villages have mobile network coverage Rural Middle Class 27.4 million Households Rising disposable income - In 1990, for every $100 earned by a person residing in a rural area, a person in an urban area earned approx. $182. Today, this gap has been reduced to $56 Increasing access to mass media
- When they are not served, and stand around waiting, they become angry. This anger is the result of being made to feel irrelevant, because the customer feels that they are not important enough to be served. This perceived &quot;snub&quot; can lead them to walk out, whether they wanted to purchase something or not. As they say, people only get one chance at making a good first impression. The first impression of this particular retail store is not good, and the customer is therefore unlikely to return. If the customer came to this conclusion after waiting just one minute, then their expectations were extremely unrealistic to begin with. However, if they had waited for five minutes without acknowledgment then their firmly declared vow to never return is justifiable.
- HOT SPOT
- Ins: Read through the slide.
- Ins: Read through the slide and Explain. For Details: Refer to page#24
- Ins: Read through the slide and Explain. For Details: Refer to page#24
- Say: Lets look at the documents which are recognized as the identification proofs. INS: Read the slide and explain
- Say: Lets look at the documents which are recognized as the address proofs. INS: Read the slide and explain
- INS: This is a case study. Activity: Conduct a QBD Time required: 20 mins Objective: To derive the importance of brand visibility and adequate merchandising in the stores. Say: Given a situation that you are a customer and you want to buy a prepaid connection, what will you do? Read the slide and ask the participants the question. Expected Answer: Through the Boards displayed and other displays put up. Yes Through the leaflets, posters displayed and the sales executive I will gather information through the latest merchandise in the store such as the leaflets of the schemes displayed on the posters. I will ask the sales executive for the latest schemes and plans offered by the service provider.
- Say: From the above QBD derive that the a customer will only be attracted towards a particular brand if : The brand is visible There is attractive and appropriate display The merchandise is readily available
- Say: So we understand the importance of brand visibility in the real scenario. It is: It increases awareness about the product and the brand It also increases the number of walkin, word of mouth, goodwill and ultimately sales
- Information/ Instruction INS: this is the professional definition of visual merchandising. Read the side & explain. Say: let us now look at the reasons for marketing: To communicate that you are engaged in new and different activities: it is the method used to communicate product information, promotions and special events and to reinforce advertising messages through non- media communication. Information/ Instruction To attract paying customers in sufficient numbers to support the activities : Merchandising is a tangible communication between your product & the consumer.
- Information/ Instruction INS: Read the side & explain Say: Whenever one watches Television, we end up noticing some advertisements and when we go to the market later in the day, we come across a similar merchandising pertaining to the product, leading to reinforcement and recalling the message of the advertisement…hence, attracting us to the product. For example: The poster which is there on the slide…reminds and reinforces the message: Barriers break when people talk.
- Information/ Instruction INS: Read the side & explain Say: merchandising’s job is to…. Inform Direct Excite Recall SCREAM & Sell Say: It helps us inform the consumers about our products and services which are available in the market or are about to be launched. That is building product awareness. In fact, creating interest is considered the most important use of merchandising, as it can significantly increase customer traffic at retail outlets, thereby building demand by convincing customer to make a purchase.
- Say: Let us classify these elements into In-Shop & Out- Shop and further into Permanent & Semi- Permanent. Ins: Read the Slide & classify.
- INS: These slides are self explanatory. Each communication element has been discussed very briefly and specifications pertaining to their placement have been given. Read the Slide & Explain