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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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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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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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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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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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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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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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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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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
File Sent To SSA Sales Head
Sheet Name Description Inputs Output
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
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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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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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
Ref: Retailer wise sales sheet
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
File Sent To SSA Sales Head
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
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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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)
Ref: Retailer wise sales sheet
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
Sheet Name Description Inputs Output
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
Sheet Name Description Inputs Output
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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