5.2 project vijay training module exercises with review temp

8/9/2019 5.2 Project Vijay Training Module Exercises With Review Temp

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Project Vijay

Training module 5.2Exercises with Review templates

22 June 2009


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Agenda

Section 1: Market Retailer Survey

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1Survey Planning sheet to be used by Retailer Coordinator forplanning & area demarcation

Survey Planning

List of towns in SSA

List of villages to be covered

in survey

List of villages not to be

covered in survey

Exercise

How many villages in

Ghatampur sub-district of

Kanpur SSA do not have

BSNL network coverage

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2

Retailer Managers Template

List of Retailer Managers

Please fill details of yourself

and two of your colleagues

sitting next to you

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3

Daily Survey Tracking Template

Daily Survey Tracking

Details of visits made by

retailer managers

Summary generated based on

'Visits' sheet data

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3

Exercise: Daily Survey Tracking Template

You are retailer coordinator of your SSA and on evening of 10thJuly, you have following

conversation with your retailer manager over the phone.

RM: Hi, I am Rajaram speaking. I covered 4 villages today. in jhinjhak there was no shop

selling telecom products but one shopkeeper was willing to sell so I surveyed him. in total, I

covered Sarsaul, Mandhana, Chaubepur, Jhinjhak.

RMC: How many forms at each place.

RM: Jhinjhak 1 as told earlier. Sarsaul 4, Chaubepur 7, Mandhana 5

RMC: When you will give me these forms

RM: tomorrow morning.

RMC: Thanks. Bye

Exercise:

Fill Daily tracking sheet

Based on your training, what more you would like to tell to RM

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4Retailer Coordinator to ensure data entry by operator in givenformat

Data Entry Template Each row will have record of one retailer (one survey form)

Various columns in one row to be used to enter all data in one form

Trainees to be provided sample filled in survey

questionnaires to practice data entry (by trainer) 6


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5

Project Vijay Node will prepare a daily summary of each SSA

Survey Collation

Copy summary report of a SSA into your collation sheet

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5

Project Vijay Node will prepare a daily summary of each SSA

Survey Collation

Details of any issues

Summary of each SSA will be

pasted from daily tracking

sheet sent by RetailerCoordinator

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Agenda

Section 2: Channel Norms

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Inputs Process Output

6FOS beat plans can be created based on the FOS and retailer

service frequency norms

Inputs

For a given

franchisee

Prioritized list of

retailers, by sub-

district/ town/

village/ locality asapplicable

# of FOS required

Broad area of

operation ofeach

FOS (contiguous)

Process

Allotment of retailers to each FOS

Based on area to be covered, and # of retailers (as

per norms)

For set of retailers allotted to each FOS

Allocation of retailers to specific days of the week,based on class (i.e. service freq. norms)

Class A: Daily

All: Mon/ Tue/ Wed/ Thu/ Fri/ Sat

Class B: Every alternate day

2 equal parts: Mon/ Wed/ Fri, Tue/ Thu/ Sat

Class C: Twice a week

3 equal parts: Mon/ Thu, Tue/ Fri, Wed/ Sat

Class D: Once a week 6 equal parts: Mon, Tue, Wed, Thu, Fri, Sat

For each FOS, for each day of the week

Select corresponding retailers, and copy into FOS

beat plan template

Franchisee Manager is required to work with the

Franchisee, to create day-wise beat plans for all FOS

Output

Day-wise beat

plansforeach

FOS of the given

franchisee

6 beat plans for

each FOS, onefor every day of

the week

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6

Exercise: FOS mapping and beat plan creation exercise

File to be used: 6 Project Vijay Sample beat plan.xls

Step 1: Divide list of retailers of a franchisee among FOS

Ref: Sheet "Total list of retailers"

Each FOS will be allotted an area/ locality, and usually service


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Initial phase of channel norms

implementation

Phase of channel norms implementation

post market retailer survey

7Area demarcation of Franchisee areas to be done only if

required

Market Retailer survey completed

Retailerdatabase created

Initial phase of channel norms

implementation

Initial check to be done regd. status of area

demarcation in the SSA

Whether clearly demarcated

Whether fully allocated

If area is not clearly demarcated

Revisit franchisee agreements to ensure

clarification issued by SSA Head

If area is not fully allocated (at sub-districtlevel)

Use area definition algorithm to allocate area

(by # of retailers)

WPI1 analysis to be used to estimate # of

retailers at sub-district level

Phase of channel norms implementation

post market retailer survey

Consolidate and map retailer database Map to existing franchisees to understand

existing allocation of retailers among

franchisees

Execute area definition algorithm calculation

To understand desired allocation of retailers

among franchisees based on performance

If the existing and desired allocations differsignificantly, use desired allocation to

demarcate area

As per the area definition algorithm

1. Wireless Potential Index

Area definition to be done only if required by SSA sales

head, in consultation with SSA head 12


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Example: Area definition proposed for Lucknow SSA

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Key features of proposed area definition algorithmBased on no of retailers in an area; Esp. applicable to urban areas Illustrative

Area definition for Franchisees

based on

Historical performance

Share of SIM sales within SSA

Share of RCV sales within SSA

Share of retailers adjusted toprovide opportunity to new/ smaller

franchisees also

New franchisee starts with "equal

share" within geographical area Large franchisees restricted to

150% of "equal share" percentage

Each franchisee given atleast 50%

of "equal share" percentage

Natural/ historic allocation

Ensure geographical contiguity;

retailerattractiveness

Example: Area definition proposed for Lucknow SSA

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7

Exercise: Area definition by no of retailers Illustrative

File to be used: 7 Project Vijay Area definition by no of retailers.xls

Step 1: Enter key assumptions

No of franchisees in the SSA

No of retailers in SSA (as per Market Retailer Survey)

Names of Franchisees

Franchisee-wise performance in last 6 months # of SIMs sold

Recharge value sold (Rs cr)

Step 2: View proposed allocation of retailers among franchisees

Retailers allocated in number only; Range (Max, min specified)

Allocation of actual retailers will depend on the physical area allocation

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Agenda

Section 3: Review Templates for Project Vijay team

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Name of file

Summary

sheetFile to be

filled by Frequency Sent to Data inputs

Summary of Review templates for Project Vijay teamAll files maintain data for one month (till date)

Name of file

FM Report

RMC Report

SSA Saleshead Report

Circle Report

Summary

sheet

FM Daily

summary

RMC Daily

summary

SSA report

Circle

File to be

filled by

Franchisee

Manager

Retailer Mgr

Coordinator

SSA Sales head

Circle level node

Frequency

Daily

Daily

Daily

Daily

Sent to

SSA saleshead

SSA sales

head

Circle levelnode

RolloutManager

(copy to

Project

Leader)

Data inputs

From franchisee (viaemail)

From Retailer Managers

- Verbally- Hard copy templates(entered by data entryoperator)

All FM Report(s), RMCReport(s)

All SSA sales headreports

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8

File details Franchisee Manager Report (I)

File Filled By Franchisee Manager, through the franchisee

Frequency Daily

File Sent To SSA Sales Head

Sheet Name Description Inputs Output

FM Daily

Summary

Daily summary of franchisee(s)

performance against targets Includes FM Checklist

Sheet: Sales

Sheet: FOS Status Sheet: Activations, CAF, Delivery

Sales Tracks primary and secondary sales

numbers on a daily basis

Primary sales (Franchisee/ AO

sales/ SDE sales)

Sheet: Retailer wise Sales

FM Daily Summary

Retailer wisesales

Daily sales by Franchisee FOS toretailers (SIM/ RCV)

Compiled FOS daily reports

(Franchisee)

Sales

FOS status Tracks FOS appointment, details FOS name, contact details

(Franchisee)

FM Daily Summary

Activations, CAF,

delivery

Tracks activations, status of CAF andtime taken for delivery to Franchisee(from time of order by Franchisee)

Activations (SancharSoft)

CAF receipt, no pending (CAF In-charge)

Delivery time (Franchisee/ AO

sales/ SDE sales/ FM)

FM Daily Summary

Note: All details in a particular file are not included. The above tables can be used to give a broad idea of the functions of various important sheets in the file

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File details Franchisee Manager Report (II)

File Filled By Franchisee Manager, through the franchisee

Frequency Daily



POS Material Tracks how much POS material was

allotted to the franchisee, and howmuch has been distributed amongst

how many retailers

SSA Sales Head (allocation of

POS material) Franchisee (Distribution of

allocated material)

FM Daily Summary

Retailer List Contains list of all retailers of the

Franchisee

Market Retailer Survey

Issue Log Collate issues raised by franchiseesaccording to type

Action steps for resolution

Responsibility, Due date and status

Franchisee(s)

Franchisee Manager

Discussion with SSA sales head


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8

Exercise: FM Report - I Illustrative

Beginning of the month

Ref: FM daily summary sheet

Update name of Franchisee and FM (Madhura, Vineet)

Update month, days in month, day (e.g. July '09,31,1)

Update target provided by SSA sales head

# of SIMs in July: 4000; Recharge value: Rs 200 L; # of retailers billed: 500 Inventory for last month to be entered

# of SIMs: 100 SIMs; RCV+CTOP-UP: 20 L

Ref: Retailer wise sales sheet

Update Franchisee name, all retailers attached to Franchisee (Retailer code, name,

class) from Market Retailer Survey

Ref: FOS status sheet Update Franchisee name

Update FOS name, Mobile no, Status whether active or not (Srikanth, 9867014356,

Yes; Rama, 9957823716, Yes)

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8

Exercise: FM Report - II Illustrative

Create daily report as on 10thJuly '09 View on FM daily summary sheet

Ref: FM daily summary sheet

Update Day: 10

Update Checklist status (Part V)

Ref: Sales sheet

Primary sales on Day 9: 250 SIMs, RCV: Rs 2.5L, CTOP-UP: Rs 3L

Primary sales on Day 10: 100 SIMs, RCV: Rs 3.5L, CTOP-UP: Rs 2L


Secondary sales on Day 10

Retailer code: 4501; 10 SIMs, RCV: Rs 15,000, CTOP-UP: Nil

Retailer code: 4601; 20 SIMs, RCV: Rs 10,000, CTOP-UP: Rs 2,000

Ref: Activations, CAF, Delivery sheet

# of activations: Day 9: 30, Day 10: 50

# of CAF submitted: Day 9: 10, Day 10: 20

Time taken for delivery: Day 9:~10 hrs, Day 10: ~24 hrs

Ref: POS material sheet

Update Franchisee name

1,000 danglers assigned ; Of this ~500 distributed among 200 retailers

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File details Retailer Mgr Coordinator Report (I)

File Filled By Retailer Mgr Coordinator, through the Retailer Managers

Frequency Daily


Sheet Name Description Inputs Output sheet

RMC Daily

Summary

Contains overall summary

Summary of # of RM visits Summary of data collected by RMs

Issues raised and resolved

Progress against Checklist

Sheet: Consolidated Data

Consolidated Data Contains RM-wise summary

Summary of # of RM visits

Summary of data collected by RMs

Issues raised and resolved

Sheet: Daily Reports

Sheet: Questionnaire

Sheet: Issue log

Sheet: New retailer contacts

RMC Daily Summary

Retailer wise visits Details of visits to particularretailers, data entry of forms

RMs (verbally), Data entryoperator

Consolidated data

Retailer wise

output

Summary of data collected by RMs Sheet: Daily Reports

Sheet: Questionnaire

Consolidated data

Daily reports BSNL products availability, FOS

service frequency, cross-selling etc

Based on RMT Daily Report hard

copy template submitted

Retailer wise output


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Exercise: RMC Report - I Illustrative

Beginning of the month

Ref: RMC daily summary sheet

Update name of RMC, RM and Franchisee (Mr Arun, Vineet, Madhura)

Update month, days in month, day (e.g. July '09,31,1)

Update 'Required' retailers and visits for each RM

# of retailers visited (i.e. # of retailers assigned per RM): 200 for Vineet (Jul '09)

Total # of visits: Usually, # of retailers visited X 2 Ref: Retailer wise visits sheet

Update Franchisee name, RM name, all retailers attached to Franchisee and RM(Retailer code, name, class) from Mkt Retailer Survey

Create daily report as on 10th July '09 View on Consolidated data sheet, RMC dailysummary sheet

Ref: RMC daily summary sheet

Update Day: 10

Update Checklist (Part V)


Day 9: Retailers visited: 1201, 1202, 1203, 1204

Day 10: Retailers for which daily report is entered: 1201,1202, 1203, 1204

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Exercise: RMC Report - II Illustrative

Summary of data collected by RMs View on Retailer-wise output sheet, RMC daily

summary sheet

Summary based on Daily Reports sheet and Questionnaire sheet

Ref: Daily Reports sheet

Data entry of Daily Report hard copy template (filled in)

Ref: Questionnaire sheet

Data entry of Questionnaire hard copy template (filled in)

Summary of issues/ market info/ new retailers collected by RMs View on RMC daily

summary sheet

Summary based on Issue log sheet, Market Info sheet and New Retailers sheet

Ref: Issue log sheet, Market Info sheet

Data entry of Issue log/ Market Info hard copy template (filled in) Ref: New retailers sheet

Data entry of New retailers hard copy template (filled in)

Trainees to be provided sample filled in RM templates (Daily Report, Questionnaire,

Issue log/ Market Info, New Retailers) to practice data entry (by trainer)

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File details SSA Sales Head Report

File Filled By SSA Sales Head

Frequency Daily

File Sent To Circle Level Nodes


SSA

Report

Gives performance of SSA at a glance

Primary sales achieved vs target #Retailers billed vs targets

# of retailers visited by RMs

Includes SSA sales head Checklist

Sheet(s) : FMn1

Sheet(s): RMCn1

FMn1 Summary of franchisee(s)

performance on a daily basis

FM Reports (from FMs)

RMCn1 Summary of RMs performance

Summary of data collected by RMs

RMC Reports (from RMCs)

FM/ RMC review Agenda for review of FM/ RMC Sheet: FM RMC Review

Retailer list Contains list of all retailers in SSA Market Retailer Survey

POS material Sheet for assignment of POS material SSA sales head

1. Refers to sheets FM1, FM2 and so on

Note: All details in a particular file are not included. The above tables can be used to give a broad idea of the functions of various important sheets in the file 25


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Exercise: SSA Sales head Report Illustrative

SSA head report collation Copy an FM's daily summary sheet and RMC's daily summary sheet into your SSA head daily

report file

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File details Circle Report

File Filled By Circle Level Nodes

Frequency Daily

File Sent To Rollout Manager


Circle

Report

Gives performance of circle at a glance

Primary sales achieved vs target # Retailers billed vs targets

# of retailers visited by RMs

Sheet(s) : SSAn1

SSAn Summary of SSA's performance on a

daily basis

SSA sales head report (Sheet:

)

Circle Report

Issue log Resolution of issues where possible List of issues collected forFranchisee and for CircleSurveyor exchange

Circle Report

1. Refers to sheets FM1, FM2 and so onNote: All details in a particular file are not included. The above tables can be used to give a broad idea of the functions of various important sheets in the file

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5.2 project vijay training module exercises with review temp

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