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Presented by:-
Madhav Talwar
A irtel channel
management and
channel design
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Introduction
Bharti Airtel is the 3rd largest in-country mobile
operator by subscriber base, behind China Mobile
and China Unicom.
In India, the company has a 24.6% share of thewireless services market.
It has all 23 circles of the country and covers 87% of
the current population (as of FY08).
Largest Telecom Company listed on Indian Stock
Exchange.
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Vision 2020
By 2020 Airtel will be the most admired brand
in India:
Loved by more customers
Targeted by top talent
Benchmarked by more businesses
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Vision 2020
To build India's finest business conglomerate
by 2020.
Supporting education of underprivileged
children through Bharti Foundation.
Strategic Intent:
To create a conglomerate of the future by bringing
about Big Transformations through Brave
Actions.
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Mission
We at Airtel always think in fresh and
innovative ways about the needs of our
customers and how we want them to feel. We
deliver what we promise and go out of our
way to delight the customer with a little bit
more
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Core Values
Empowering People - to do their best.
Being Flexible - to adapt to the changing
environment and evolving customer needs.
Openness and transparency - with an innatedesire to do good.
Creating Positive Impact with a desire to createa meaningful difference in society.
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Objectives/Goals
To undertake transformational projects that
have a positive impact on the society and
contribute to the nation building process.
To Diversify into new businesses inagriculture, financial services and retail
business with world-class partners
To lay the foundation for building aconglomerate of future.
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Strategic Issues in Distribution
Flow of Information in channel members.
Availability of products on required time frame.
Control over the channel.
Availability of promotional items to the channel.
Claim settlement should be solved within the
committed time.
Conflict between the channel members should betaking care by the company.
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Products
SIM (Subscribers Identification Module)
The base product of company, required for newsubscriber. Now Airtel provides this SIM with 64kb
memory.
Recharge voucher
Airtel PCO
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Cont.
LAPU
A SIM is provided to retailers from the company at
free of cost for providing easy recharge service. Only
regular retailers have this facility. This SIM has amemory of 128kb and specially designed for easyrecharge purpose. A retailer has minimum 5 easyrechar ge customers per month, failuring this target
the SIM will be automatically deactivated. This SIMhas also Rs 300 talk time free Airtel to Airtel.
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GROUP 7
General Distribution Channel
Airtel
Sales Head
Zonal Manager
Territory Manager
Direct Distributor
Retailer
Rural Sales officer
Rural Stakist
Rural Distributor
Retailer
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Retailer classification
A- Top 10% of total universe
B- Next 20% of total universe
C- Next 30% of total universe
D- Remained 40% of total universe
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GROUP 7
Modern Trade
This is a modern distribution channel for expansion of business.
Under it there are 4 channel partners like- TMS, Mobile Bazaar,
ARC & Airtel Exclusive Showrooms & This Trade Comes underRetail own head which employee of airtel.
For all information & every activities there are some FOS who
maintain gap between Retail own head & channel partners
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GROUP 7
Modern Trade Distribution channel
M.T. Modern Trade , ARC Airtel Relationship Centre
TMS The Mobile Store , AE Airtel Exclusive Office
Airtel
TMSMobile
BazarARC
AE
Office
M.T.
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Stock system in distribution
The complete stock maintenance procedure re is
categorically divided in two parts.
1. Stock to be Maintained by Distributor
The distributor has to keep the LAPU balance for
minimum 7 days; Here 35% of the value must be in RCV
2. Stock to be Maintained by Retailer
The retailer has to keep LAPU balance for 3 days (minimumamount Rs.1500) Here 33% of the value must be in RCV.
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New Distribution
By The Website
http://localhost/var/www/apps/conversion/tmp/scratch_9/weebly-devesh/PGPSM%20-%20Home.htmhttp://localhost/var/www/apps/conversion/tmp/scratch_9/weebly-devesh/PGPSM%20-%20Home.htm -
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