Enterprise Business Seminar

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A PRESENTATION ON

ENTERPRISE BUSINESS SEMINAR

(To share Knowledge, views,

experience & opinions)

DATE : 26TH

APRIL, 2011BSNL, GUJARAT TELECOM CIRCLE

C. G. ROAD, AHMEDABAD



GOOD AFTERNOON & NAMASKAR

BY

EB CELL BHAVNAGAR

BSNL, O/o GMTD,

BHAVNAGAR



STAFF STATUS OF EB CELL

AS ON : 01.04.2011Sr.

No

Name Post Tel. No. Mob.

No.

E-mail Excl.

(Y/N)

1. A. K.

SRIVASTAV

GMTD 2434000 94261

57600

[email protected] N

2. P. K.SHUKLA

DGM(CM)

2430500 9426608777

[email protected] N

3. P. R. DAVE AGM

(CM-

SALES/

EB)

2523455 94262

55500

[email protected] N

4. N. L.

THANTH

SDE(EB) 2517031 94266

79988

navneet_thanth@yahoo.

co.in

Y

5. S. V. DESAI PM-

CRM

2513888 94266

74674

[email protected] Y



WORK DISTRIBUTION

Sr.

No.

Name of

Staff

Post Work Distribution & Responsibility

1. A. K.

SRIVASTAV

GMTD SSA Head in-charge since 01.04.2011

2. P. K.SHUKLA

DGM (CM) Consumer Mobility, OFC and EB

3. P. R. DAVE AGM (CM-

SALES/ EB)

Consumer Mobility, Sales & Distribution, Marketing

and EB (KAM & Nodal Officer)

4. N. L.

THANTH

SDE(EB) Enterprise Business (Activities related with Platinum,

Gold & Silver customers), Project Vijay, Fran. Manager

5. S. V. DESAI PM-CRM COMMERCIAL & DEMONSTRATION, MATERIAL, VISITS



ANALYSIS OF INDIVIDUAL TARGET

� KAM / CRM is available in the SSA.

� Only two exclusive staff in the SSA for EB

work.� All the targets are tried to achieve as total

team work.

�

Target for Voice Service is achieved as 189.96%.



DIFFERENT INDUSTRIAL SECTORS

� DIAMOND INDUSTRY

� SHIP-BREAKING & MAKING INDUSTRY

�

LIGNITE MINING� COTTON JEANINGS

� ONION DEHYDRATION

� IRON & CASTING INDUSTRY

� SALT & MARINE CHEMICALS

� BHAVNAGAR UNIVERSITY & COLLEGES



CATEGORY-WISE CUSTOMERS

PLATINUM GOLD SILVER

08 13 17



LIST OF PLATINUM CUSTOMERS

1. AXIS BANK

2. CENTRAL EXCISE

3. CENTRAL SALT & MARINE CHEMICAL RESEARCHINSTITUTE (CSMCRI)

4. INCOME TAX OFFICE

5. LIC OF INDIA

6. PUNJAB NATIONAL BANK7. STATE BANK OF INDIA

8. WESTERN RAILWAY DIVISION



LIST OF GOLD CUSTOMERS

1. ALCOCK ASHDOWN (GUJ.) LTD.

2. BANSAL FINSTOCK PVT. LTD.

3. BHARATI MARINE CONSTRUCTION & ENGINEERING PVT. LTD.

4. BHAVNAGAR ENERGY COMPANY LTD.

5. BHAVNAGAR UNIVERSITY6. EXCEL CROP CARE LTD.

7. GUJARAT HEAVY CHEMICAL LTD.

8. GUJARAT MARITIME BOARD

9. GUJARAT MINERAL DEVELOPMENT CORPORATION

10. JHAVERI SECURITIES LTD.11. MODEST INFRASTRUCTURE LTD.

12. PASCHIM GUJARAT VIJ COMPANY LTD.

13. STEELCAST PVT. LTD.



LIST OF SILVER CUSTOMERS

1. ALANG INDUSTRIAL GASES LTD.

2. ALANG MARINE LTD.

3. ANAND DRUG & CHEMICAL LTD.

4. ARADHANA EDUCATIONAL & CHARITABLE TRUST

5. BHAVNAGAR DISTRICT CO-OPERATIVE BANK LTD.

6. HANUMANT HOSPITAL

7. INDUCTO STEEL LTD.8. INVESTMENT & PRECISION CASTINGS LTD.

9. JENBURKT PHARMACEUTICALS LTD.

10. SIDDHESHWARI INFRASTRUCTURE LTD.

11. SIR T GENERAL HOSPITAL

12. SKYLEAD CHEMICALS LTD.

13. STERLING HOSPITAL

14. TALAJA NAGRIK SAHKARI BANK LTD.

15. TAMBOLI CASTINGS LTD.

16. TRIVENI IRON & STEEL INDUSTRY PVT. LTD.

17. VALAMRAM SEVA TRUST



CUSTOMER-VISIT SUMMARY

STAFF PLATINUM GOLD SILVER

CUSTOMER VISITS CUSTOMER VISITS CUSTOMER VISITS

SAG / JAG 2 2 4 4 0 0

KAM / CRM 7 12 4 11 3 4



VISIT TO CENTRAL/STATE GOVT.

OFFICESSr. No. CENTRAL GOVT. OFFICES STATE GOVT. OFFICES

1. Western Railway Division District Collector

2. Income Tax Jilla Panchayat

3. LIC of India Food & Drug office

4. State Bank of India Municipal Corporation

5. Central Excise University and its colleges

6. Post Office Mamlatdar Office

7. CSMCRI Courts



ON-LINE EB ACTIVITY

� 100 % USE IMPLEMENTED FOR ALL ACTIVITY

� STAFF INFORMATION FILLED

�CUSTOMER INFORMATION INSERTED

� STAFF ATTACHEDWITH COMPANY

� ON-LINE VISIT ENTRY STARTED

� EARNED BUSINESS UPDATED� NEW CUSTOMERS ARE MADE



REGISTERED COMPANY LIST BY CO

TOTAL 810 COMPANIES

Sr. No. Name of Taluka No. of Company

1. BHAVNAGAR 448

2. GHOGHA 25

3. TALAJA 35

4. MAHUVA 67

5. PALITANA 43

6. SIHOR 102

7. BOTAD 37

8. GADHADA 23

9. GARIYADHAR 10

10. VALLABHIPUR 9

11. UMRALA 11



SERVICE-WISE TARGET &

ACHIEVEMENT FOR YEAR : 2010-11Sr. No. Type of Service Target Achievement (Rs. Cr.) % Achieved

1. VOICE 0.03 0.0569779 189.96

2. DATA 159 30 18.87

3. LEASED LINE 0.55 0.1878847 34.16

4. BLACKBERRY 15 5 33.33

5. MANAGED SAAS 39 0 0.00

6. MANAGED GCS 0 0 0.00



REASONS OF SHORTFALL

� Delay in provisioning of Leased Line due to OFC media.

� Higher rate of LL in comparison of Private / DID operators.

� High tariff and costly plans of 3G data cards.

� Most economical (much cheaper) expectation of customers.

� Cost of hiring Static IP for Broadband is much higher.

� Non-satisfactory performance of WI-MAX (Coverage Prob.)

� CDMA-EVDO is found satisfactory in city area, but not

available at Taluka H.Q. and rural areas (TotalW

LL BTS 21out of which EVDO BTS 02 only).

� 02 leads are not accepted by party.

� 04 leads are not accepted by Circle / Corporate Office.



SERVICE-WISE LEADS & REVENUES

Sr. No. Service No. of Leads Revenue (Rs. Cr.)

1. LANDLINE / BROADBAND 11 0.021278

2. WLL / EVDO /WI-MAX 06 0.02947

3. GSM (MOBILE) / VAS 22 0.053938

4. LEASED LINE / MLLN 17 0.1790391

5. ISDN 01 0.0088456

- TOTAL 57 0.2925707



MAJOR EB CUSTOMER REVIEW

FACILITY AT A GLANCECUSTOMER OFC / SYS. BTS /TOWER GROUP BILL SMS / MAIL SIGN. TUNE

WEST. RLY. YES NO YES YES NO

SBI YES YES YES YES NO

LIC YES NO YES YES YES*

CSMCRI YES NO NO YES NO

ALCOCK YES NO YES YES NO

MODEST YES NO NO YES NO

BVN UNI. YES YES YES YES NO

BANSAL YES NO NO YES NO



ANALYSIS ON PROPOSALS

NOT ACCEPTED BY C.O.

Sr. Company Category Requirement Proposal Business

(Rs.)

Remark of

Rejection

1. BHAV. UNI. Gold 100 Prepaid CUG

Rs.560 adv as CUG

Rs.45 CUG

Free FRC

of Rs. 42

Rs.224000

min. for

SIM / CUG

Rs.110

monthly

recharge

2. LIC Platinum 3.6 mbps-119 Nos.

7.2 mbps- 29 Nos.

3G data cards

Rs.1000

for 3.6,

Rs.1500

for 7.2

mbps card

Rs.177000

min. for

card, SIM,

FRC and

plan chrg.

Not

approved

3. MODEST Gold 100 mobile MNPfrom Reliance to

BSNL (Plan-99)

Free callsof 150 mi.

Single

billing A/C

Waive-off

of SD/Act.

Rs.192800min. for

SIM, CUG,

Plan chrg.

Notapproved

4. SNATTA --- 300 mobile CUG No rent & Rent/Usag

Not



LL DIFFICULTIES & SUGGESTIONS

� There should be special watch and round the clock service for allleased lines by field / rural staff.

� Leads generated through EB remain PAKKA if leads are maintainedPAKKA (U/G Cables) like leased line.

� Alternative arrangement should be given to sensitive / priorityleased lines considering their heavy and uninterrupted business likebanks, share-brokers etc.

� As backup line option, we should provide ISDN service at muchfaster and cheaper rate at Taluka H.Q. level.

� Immediate sanction of leased line estimates to start earning earlier.

�Mostly forthcoming business leads are always away from ourexisting network, so R.F. arrangement are required to be made atSSA level.

� Loyalty Discount / benefits should be given to existing old LLholders to motivate and continue them with BSNL.



DIFFICULTIES IN GSM & SUGGESTIONS

� MNP for existing group / CUG can be migrated to BSNL if additionalbenefits are extended to them like for cases of SBI, Excel, Modest,Railway etc.

� Special care should be given to mobile group business like coverage,complaint, inquiry, help etc. like IT, CUG, MNP.

� Change in tariff of 3G data card has badly affected to its sale againstprivate operators.

� Validity Voucher for long time in economical charge.

� Advertisements in Newspaper are more effective.

� Need of separation of 3G data plans like broadband plans.

� Long waiting / delay in using different Helplines.� DND / DNC / VAS cancellation delay & related repeat complaints

� EVDO facility should be provided in all existing 21 CDMA ZTE BTSs



GENERAL PROBLEMS & SUGGESTIONS

� Govt. Projects done through EB should be executed in all aspect toimprove image of BSNL such as

(1) Commercial (2) Technical (3) Account/Billing

� Any letter issued through EB section must get Top Priority like caseof Jhaveri Securities Pvt. Ltd.

� Group Bills should be given proper importance like timely delivery,date extension, special previllage such as free calls, LKLB etc.

� Proposal of central / state Govt. units / PSUs should be approvedkeeping in view the whole-sale business from other offices / states /regions like data card in LIC.

�Rejection of Govt. lead will affect other business and mutual long-term relations like leads of colleges, university, companies.

� Special Care-Team is required to attend the challenges at CentralLevel in close co-ordination with Marketing wing.



SPECIAL BUSINESS ZONE - ALANG

� Growth in only Horizontal direction on costal area

� Owners are not staying there, so business ismonitored from Bhavnagar office / residence.

�Scope of video-conferencing / remote-monitoringsolutions at work place from Bhav.

� Higher / Unlimited BB plans required with staticIP address specifically for this zone.

�

Provision of radio links and EVDO facility� Cheaper STD plans (STV) in GSM

� Special CUG scheme with STD facility



BUSINESS OPORTUNITIES FROM ISDN

� BRI should be offered to all bank ATMs.

� Deposit of BRI / PRI should be waived off whereinfrastructure is ready for our esteemed customers.

�Improves BSNL image as only ISDN service providerbesides other operators

� Beneficial for new commercial multi-storied buildings /offices

�

BRI/PRI plans are required to be modified.� ISDN special package may be defined as bundling for

more than 2 mbps leased lines



STRATEGY / BUSINESS SCOPE

FOR YEAR : 2011-12� Overall strategy should be a Solution Provider besides Service Provider.

� All banks are to be covered for ISDN backup (standby) lines.

� All colleges and department of Bhavnagar University are to be approachedfor landline/broadband plan

� Covering all listed Platinum/CPSU, Gold, Silver customers first for bringing

business.� Contacting / Visiting major registered companies from list of 810

companies.

� Solution of pending leased line by Radio Links

� Approaching all hospitals for Landline, BB, Mobile, 3G Data Card, EVDOrouter etc.

� Convincing major units/offices/groups for prepaid mobile CUG facility withMNP.

� Marketing & gaining business from various wireless IN services.

� Efficient, Effective and Economical use of Resources in Business.



APPRECIATION TO C.O. FOR

� Bulk business gained from IT/Everon etc.

� Better co-ordination and enough support for anyproject or lead

�Quick response for any query / problem

� SSA visit by EB/Marketing staff for better dealing

� Frequent announcement of different promotionaloffers/schemes in mobile /WLL

� Finally, for arranging such a seminar in beginningof year to share views, opinions, knowledge andexperience of field SSA by CGM



WE COMMIT TO TRY OUR LEVEL BEST

TO ACHIEVE 100% TARGETS AND

TO EARN MORE BUSINESS.- EB CELL (BHAVNAGAR)

THANK YOU

VERY MUCH

TO ALL

Enterprise Business Seminar

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