DSE Induction

Vodafone

Insert Confidentiality Level on title master

Some Ground Rules

Insert Confidentiality Level on title master

 Introduce Yourself
Ensure
Width
1

Vodafone

Insert Confidentiality Level on title master

 Ensure
Width
1
Knowledge

Vodafone

Insert Confidentiality Level on title master

 ABOUT VODAFONE

Presentation infoDSEation in footer 5

Insert Confidentiality Level on title master

 Ensure
Width
1
How we got our name

VOice and DAta mobile

communication – Vodafone

Vodafone

Insert Confidentiality Level on title master

In a nutshell
equity interest in mobile networks in 25
25 countries across 5 continents

approx 1.5million
shareholders worldwide 1.5m

proportionate customers
341m worldwide.( as on 2010)

around employees
worldwide 83,000
£45bn revenue

Company Value £90bn

Insert Confidentiality Level on title master

Always Ahead
Vodafone India was the first to launch
Yahoo/Hotmail Email & Messenger on a phone

Nationwide GPRS network in India, First in the world to

enable video clips on a 2G network, downloadable java
games

First to launch multi language support on voice recognition

First to launch Full Song Downloads

Insert Confidentiality Level on title master

Always Ahead
Vodafone India was the first to launch
First to launch Search on mobile phones

First in the world to launch interactive cell broadcast

services

Paperless prepaid recharging through E-top up & ATM’s

Corporate e-mail on a phone

Launch Chhota recharge/ Chutta Recharge

Insert Confidentiality Level on title master

Awards in India (10-11)
• Best national operator & • Gold for Most Effective • Maxus picked up 2 Silvers
Best marketing campaign Advertising, Asian Marketing and a Bronze at the media
Telecom Operator Awards, Effectiveness festival 2011 awards
2011 by [Link]
• 5 Awards at the Ogilvy Hero
• Gold for Best Integrated • Bravery Award ( Brand Awards 2010
Marketing Communications- Communication) Brand
Advertising Agencies Equity, Economic Times
Association of India 2011 2010 • Radio Advertiser of the year
2010
• Best Use of Technology & Best • Best Digital Recruitment
Use of Online Banner Campaign Big Bang Digital
Advertising (Campaign) Indian Awards – Bangalore 2011
Digital media awards –Mum’11

• Vodafone Blackberry Boys • Vodafone Delights won a

was judged the best Bronze in the best
advertising film of 2011 advertising film category

• CSR work in Sanctuary • Award for Best TV campaign

awarded bronze in the at the SLT Prague 2010)
Corporate category

Insert Confidentiality Level on title master

Awards in India (10-11)
• India’s 8th Most Trusted • Most Respected Company
Brand – Brand Equity 2011 Award – Business World
2011

• ‘Excellence in marketing’ • India’s Most Trusted Service

Brand – Brand Equity 2010
Award and ‘Most innovative
product (Retail)’ at the Global
ET Telecom awards 2011

• PETA Glitter box 2010 Award • Bravery Award – Brand Equity

2010 2010

• Corporate Change • EDGE 2010 Award {

Leadership Award 2010 Excellence through IT}

• India’s Most Trusted Service • CIO & CTO Awards 2010

Brand - Brand Equity 2010
Insert Confidentiality Level on title master
Vodafone Way

Insert Confidentiality Level on title master

The Vodafone Way

What
customers
must feel…
Admiration
What Ambitious and
Customer Innovation competitive One company,
customers will obsessed hungry local roots
see...

Because we
operate with... Speed Simplicity Trust

Insert Confidentiality Level on title master

 Speed is…
We are focussed on speed to market . We relentlessly prioritise and pursue the
outcomes that matter to our business.

• Promptness
• Quick decisions
• Resolve issues immediately
• Gearing up for the hurdles
• Zooming towards future
• Racing forward
• Maintaining momentum
• Expediting processes

Insert Confidentiality Level on title master

 Simplicity is…
We make things simple for our customers, partners and colleagues.

• Clarity of direction
• Easy to understand
• Direct and straightforward
• Seek easy solutions

Insert Confidentiality Level on title master

 Trust is…
We are reliable and transparent to deal with. We deliver for others and trust others to
do likewise.

• Delivering on our promises

• Bring assurance
• Being dependable
• Being positive
• Being reliable
• Being transparent
• Trust others to deliver on their commitments
• Be bold
• Empower our people to act

Insert Confidentiality Level on title master

Your Role
Vodafone Way
 DSE’s ROLE

What is MY Role?

Insert Confidentiality Level on title master

Sales
Regular
Service

Reporting

Insert Confidentiality Level on title master

 Target Market
Achievement? Share?

Sales?

Counter Range
Share? Selling?

Insert Confidentiality Level on title master

 Visits as Market
per Beat Issues
Regular
Service
Scheme Scheme
Settlement? Commu’n

Insert Confidentiality Level on title master

 DSR Retailer
Card

Reporting

UEO/UAO/
Productivity
DAO/DSO

Insert Confidentiality Level on title master

Business Metrics & Beat Plan

Insert Confidentiality Level on title master

 Distribution Metrics

• UEO – Unique E-Top Up Outlets – Rs.300 or more / month

• UAO – Unique Activation Outlets – Minimum 1 act a month

• DAO – Daily Activation Outlets – Outlets doing act on a given day

• DSO – Data Selling Outlets – Outlets selling data packs which does
minimum Rs.100/- month &
minimum 3 nos of recharges

Insert Confidentiality Level on title master

 Distribution Metrics

Revenue - Revenue including outgoing usage revenue ,incoming revenue ,fixed fee/ rentals,
roaming revenue, VAS revenue and adjustments.
Win backs - Subscribers with AON > 1 month who are unique users in the current month but were
zero users in previous month.
MNP - Mobile number portability is a facility which allows a mobile customer to switch from one
operator to other without changing his number.
MNP UAO - Outlet giving 1 MNP in a month.

Insert Confidentiality Level on title master

Beat

• BEAT – a set of outlet that a DSE is required to cover in a day

• Beat Compliance – Number of outlets that the DSE was suppose to visit in a beat divided by the
actual number of outlets visited by him multiply by 100. This figure will come in percentage.

Insert Confidentiality Level on title master

Vodafone Products

Insert Confidentiality Level on title master

2G Data Products To be
updated
by circle

MRP Benefits Validity Direct Activation Code

11* 50 MB 1 Day *444*11#
*444*17#
17 75 MB 3 Days

35 150 MB 6 Days *444*35#

75 350 MB 14 Days *444*75#
125 525 MB 21 Days *444*125#

155 1 GB 28 Days *444*155#

Unlimited (after 2 GB
195 speed reduced to 40 28 Days
kbps)
Usage above free
usage will be charged
@2p/10KB for 2G and Insert Confidentiality Level on title master
*Available only on direct activation code
3G Data Products To be
updated
by circle
Direct Activation
MRP Benefits Validity
Code
8 30 MB 1 Day *444*8#
65 200 MB 7 Days *444*65#
95 300 MB 28 Days *444*95#
255 1 GB 28 Days *444*255#
455 2 GB 28 Days *444*455#
Unlimited (After 3 GB speed
655 28 Days
reduced to 64 Kbps)
Unlimited (After 5 GB speed
855 28 Days
reduced to 64 Kbps)
Unlimited (After 6 GB speed
955 28 Days
reduced to 64 Kbps)
Unlimited (After 10 GB speed
1255 28 Days
reduced to 64 Kbps)
179 FRC 1 GB 28 Days
497 FRC 3 GB 28 Days
Insert Confidentiality Level on title master

499 FRC 3GB/3 months 1GB per month

Vodafone First Recharge Schemes To be
updated
by circle
Validity(d
MRP Talktime Benefits
ays)
51 51 50 MB 2G Data 7

79 30 400 MB 2G data+100 local and STD SMS+all calls @40p/min 28

101 101 50 MB 2G Data 7

100 MB 2G Data
102 97 15

103 103 50 MB 2G data(7 days)+Local and STD call @40 p/min (30 days) 7/30

104 86 100 MB 2G data 15

50MB 2 G data(7 days) + Local and STD call @1.5 p/sec and landline call @
145 145 7/30
2p/sec (30 days )
50MB 2 G data(7 days) + Local and STD call @1.5 p/sec and landline call @
203 203 2p/sec (30 days ) 7/30
*
Insert Confidentiality Level on title master
510 451
Vodafone Prepaid Talk Time Recharges To be
updated
by circle
PHYSICAL RECHARGE COUPONS
MRP TT
10 Physical & Etop 7.9

20 Physical & Etop 15.8

30 Physical & Etop 23.7

50 Etop 41.50

60 Physical & Etop 50.4

100 Etop 86.00

120 Physical & Etop 103.8

Insert Confidentiality Level on title master

Vodafone Prepaid Bonus Coupons To be
updated
by circle

LOCAL VODAFONE FREE MINUTES

MRP Validity (Days) Benefits Direct Activation Code
15 2 Days 40 Local V2V Mins *444*16#
29 5 Days 75 Local V2V Mins *444*29#
52 10 Days 125 V - V Local minutes *444*52#
99 14 Days 300 Local V2V Mins *444*99#
199 28 Days 900 Local V-V Minutes *444*199#

Insert Confidentiality Level on title master

Vodafone Prepaid Apne Minutes To be
updated
by circle

VODAFONE APNEY MINUTES

MRP Validity (Days) Benefits Direct Activation code

53 30 400 Night Minutes *444*53#

105 30 1050 Night Minutes *444*105#

*Apne Minutes valid from Night 11 pm to 8 am.

Insert Confidentiality Level on title master
Vodafone Prepaid Local & Std Free Minutes To be
updated
by circle

ALL LOCALS & STD FREE MINUTES

MRP Validity (Days) Benefits Mode
15 1 22 Local + STD minutes *444*15#

25 3 37 Local + STD Minutes *444*25#

55 7 90 Local + STD Minutes *444*55#

115 28 200 local + STD Minutes *444*115#

398 28 900 Local +STD minutes *444*398#

Insert Confidentiality Level on title master

Vodafone Prepaid All Std Free Minutes To be
updated
by circle

ALL STD FREE MINUTES

MRP Validity (Days) Benefits Mode

25 4 43 STD Minutes *444*25#

299 30 600 STD minutes *444*299#

Insert Confidentiality Level on title master

Vodafone Prepaid Rate Cutters(Bonus card) To be
updated
by circle

Direct
MRP Validity (Days) Benefits Activation
Code
1 30 Loc @ 1.2p/sec and STD @ 1.5p/sec *444*1#

2 30 Loc@60p and STD @ 90p/min *444*2#

28 28 All @ 1.2p/sec *444*28#

34 14 Local +STD @40 p/min

46 28 All calls (Loc+STD) @ 45p/min *444*46#

47 60 All STD calls @ 40p/min *444*47#

81 90 Local +STD @ 1.5p/2 sec *444*81#

Insert Confidentiality Level on title master

Vodafone Prepaid Rate Cutters(Bonus card) To be
updated
by circle

Direct
MRP Validity (Days) Benefits Activation
Code
19 28 STD call @50 p/min *444*190#

38 28 STD call @40 p/min *444*38#

41 30 STD call @ 1.5p/sec *444*41#

68 60 STD call @ 40 p/min *444*68#

22 14 Local call @40 p/min *444*22#

33 12 Local mobile @1.2 p/sec,other @1.5 p/sec *444*33#

43 28 Local Call @40 p/min *444*43#

Insert Confidentiality Level on title master

Vodafone Prepaid Local & National Free SMS To be
updated
by circle

LOCAL & NATIONAL FREE SMS

Direct Activation
MRP Validity (Days) Benefits
code
15 5 150 Local & National SMS *444*150#

35 28 350 Local + National SMS

49 28 500 Local/National SMS *444*49#

62 28 700 Local/National SMS *444*62#

89* 28 1000 Local/ National SMS *444*89#

* This recharge can be done only once in 15 days,only 100 free local and national SMS can be sent in 1 day.
Insert Confidentiality Level on title master
Full Talk Time To be
updated
by circle
Full Talk Time

MRP Benefits Validity

25 25* 2 days
85 85** 2 days
300 300
350 350
500 500
700 700

1000 1000

1500 1500
3000 3000
* In 25 and 85 we get 5
To know your specialInsert
talk time offer
Confidentiality Level ondial*121#.
title master
night minutes
 Information codes
• Account information Dial *111#
• Free Minute balance information dial *156# and *150 #
• Best Data Deals Dial *121*6#
• Free SMS balance dial *157#
• Best roaming plan dial *121*19#
• Low balance services dial *130#
• Check Status of New Activation - *121*31*MOBILE NO#
• Last Two Month payout *121*124#
• 1211212 – To check Daily Recharge Magic
• *121*70# - To check Superstar ,Best Fit Score ,FD details
• *121*122# - Last month & Till date VSS Terr Tgt Ach with CAT type

Insert Confidentiality Level on title master

 internet surfing...
…the game changer ? ??

Insert Confidentiality Level on title master

Mobile Internet – The Game Changer

Applications

Insert Confidentiality Level on title master

Mobile Internet – The Game Changer

Sports
Entertainment
Entertainment

Fun Songs

Dialogues Best Scenes

Entertainment

Insert Confidentiality Level on title master

What do we offer

Insert Confidentiality Level on title master

Mobile Internet

Vodafone offers Mobile Internet services which are

core Mobile Internet services which enable both
Prepaid ,as well as Postpaid subscribers to browse
the internet on their handset.

Insert Confidentiality Level on title master

Mobile Internet

Connect via Connect on

Tethering Mobile

With Vodafone mobile internet service, our subscribers connect to all www
or wap internet sites..

Insert Confidentiality Level on title master

Services
Vodafone Live
Vodafone live is a service which works on GPRS mobile phone to send and receive
emails, play games, set Caller tunes, download Ringtones, videos and images. You
can also get cricket scores, news, BSE stock quotes, astrology services, lifestyle
tips and lots more. Take part in some exciting contests and win prizes as well.
Quick Facts - Vodafone live! is the brand name for the multimedia portal service
of mobile phone operator Vodafone, which was initially developed by Japan's J-
Phone under the J-Sky brand. Vodafone acquired J-Phone including J-Sky in 2001-
2002 and changed the name from J-Sky to Vodafone Live! in 2003.
NOTE:
• This service is pre activated on customers account .
• No rent applicable.
• Usage charges Surfing 10p/[Link] charges extra.
• TAT -24hrs

Activation Procedure
ACT VL to 144
Deactivation Procedure
CAN VL to 144
Activation & Deactivation Keywords are also available on Push SMS. Path -
CRM>>Zoom>>Push SMS
Insert Confidentiality Level on title master
Services

Vodafone Mobile Connect

Browse the internet directly through your Vodafone mobile phone,
without any ISP subscription or a modem. Just plug your Vodafone
mobile phone into your PC or laptop and start browsing - anytime, from
anywhere.
Browse - anytime, from anywhere!
What can be done with Vodafone Mobile Connect?

• Access web enabled sites.

• Configure Emails on the handheld/Access Maps
• Better Speed. Access to USB sticks
• Connect handset as a modem and access internet on laptop or PC

Insert Confidentiality Level on title master

Differences Between VL, VMC and others.

Insert Confidentiality Level on title master

 Data can be used both on 2G & 3G Services

GSM GPRS EDGE 3G

2 G NETWORK 3G NETWORK

High speed data transfer enables a host of

services to be catered to in various fields.

Speed Less

Speed More

Insert Confidentiality Level on title master

Different Mobiles use different
Operating Systems(OS)
& Applications

51

Insert Confidentiality Level on title master

Different Mobile OS:
Symbian

Windows Mobile

UIQ

PalmOS

Maemo

iOS

Blackberry

Droid

BADA

Android

Insert Confidentiality Level on title master

 To be
Data - Helpline updated
by circle

Dial
– Call 9820098200
Circle
– Go into GPRS sub menu specific
– Press 9 Updates
– Now you connected to GPRS executive Customer Service
Number
Refer our website – [Link]
Visit nearest Vodafone Store

Insert Confidentiality Level on title master

 To be
updated
by circle

Vodafone offers different Pre & Post Paid

2G & 3G Plans across different Circles

Insert Confidentiality Level on title master

The humble beginning…

Insert Confidentiality Level on title master

NOKIA

What can you do

with m-pesa?

Insert Confidentiality Level on title master

What is M Pesa ?

M means Mobile
PESA means Money

Pesa in Swahili is Money.

Swahili is the language of the Kenyans
where it all started

57

Insert Confidentiality Level on title master

Conventional Modes of Monetary Transactions
OPTIONS
Post Office

Hello Money
WHAT DO YOU THINK OF THIS?

Unconventional Mode of Monetary Transactions

NOKIA
INTRODUCING M-Paisa
M-Pesa is a new ICICI Bank service for Vodafone customers
allowing them to do monetary transactions on your phone
like a mobile bank account .

M-Pesa provides an affordable, fast, convenient and Safe

way to transfer money by SMS/ USSD anywhere in India

Money can be transferred to registered or unregistered

users

It can be used by Prepaid or

Postpaid subscribers.

Insert Confidentiality Level on title master

What can you do
with m-pesa?

Insert Confidentiality Level on title master

DEPOSIT MONEY

WITHDRAW MONEY

TRANSFER MONEY

BUY PREPAID AIRTIME

Insert Confidentiality Level on title master

 List of Utility Billers on m-pesa

Circle Category Biller Name Circle Category Biller Name

Andhra Pradesh Electricity Central Power Distribution Company Of A.P. Kerala Telephone BSNL KOZIKODE
Andhra Pradesh Telephone BSNL Mysore Kerala Telephone BSNL TRIVANDRUM
Andhra Pradesh Telephone BSNL Hyderabad Kolkata Electricity CESC LIMITED
Chennai Taxes Corporation of Chennai Kolkata Telephone BSNL KOLKATA
Chennai Metropolitan Water Supply and Madhya
Chennai Taxes Electricity MPSEB
Sewerage Board Pradesh
Madhya
Chennai Telephone BSNL Chennai Telephone BSNL BHOPAL
Pradesh
Madhya
Delhi Electricity BSES Rajdhani Power Limited Telephone BSNL INDORE
Pradesh
Delhi Electricity BSES Yamuna Power Limited Maharashtra Electricity MSEDC Limited
Delhi Electricity North Delhi Power Limited Maharashtra Telephone BSNL GOA
Delhi Gas IndraPrastha Gas Limited Maharashtra Telephone BSNL PUNE
Delhi Telephone MTNL DOLPHIN [DELHI] Maharashtra Telephone BSNL KOLHAPUR
Delhi Telephone BSNL Gurgaon Maharashtra Telephone BSNL NAGPUR
Mahanagar Telephone Nigam Limited
Delhi Telephone Mumbai Electricity BEST UNDERTAKING
[MTNL]
Gujarat Electricity Surat Electricity Company Limited Mumbai Electricity TATA POWER CO LIMITED
Gujarat Electricity TORRENT POWER - AECG Mumbai Electricity MSEDC Limited
Reliance Energy Limited (Formerly
Gujarat Electricity Adani Energy Limited Mumbai Electricity
BSES Limited)
Gujarat Electricity Dakshin Gujarat Vij Company Limited Mumbai Electricity Torrent Power Limited - Bhiwandi
Gujarat Electricity Madhya Gujarat Vij Company Limited Mumbai Gas MAHANAGAR GAS LIMITED
Gujarat Electricity Paschim Gujarat Vij Company Limited Mumbai Telephone MTNL DOLPHIN [MUMBAI]
Gujarat Electricity Uttar Gujarat Vij Company Limited Mumbai Telephone MTNLGARUDA
Gujarat Electricity Torrent Power Limited - Bhiwandi Mumbai Telephone BSNL KALYAN
MAHANAGAR TELEPHONE NIGAM
Gujarat Telephone BSNL Surat Mumbai Telephone
LIMITED
Gujarat Telephone BSNL Ahmedabad Punjab Telephone BSNL CHANDIGARH
Haryana Telephone BSNL Faridabad Punjab Telephone BSNL LUDHIANA
BANGALORE ELECTRICITY SUPPLY CO.
Karnataka Electricity Rajasthan Electricity JVVNL
LTD
Insert Confidentiality Level on title master
Karnataka Telephone BSNL BANGALORE Rajasthan Telephone BSNL JAIPUR
Uttar Pradesh -
Sales Call Process
What does It is the Vodafone
Sales Call way of selling
Process mean
?

It is a uniform
way of DSE
working

Knowing what is
expected of me in
the Pre market , In
market and in the
After market

Insert Confidentiality Level on title master

Passion
How
To Sell The Sales Call Process

P - Plan & Prepare

A - Acknowledge & Greet
S - Stock Check
S - Sell & Secure
I - Implement & Inform
O- Outlet Overview
N - Newness
Insert Confidentiality Level on title master
What is Merchandising?

“Merchandising” !
All activities that can be done in a retail POS to STIMULATE
attention to our products which result in sales

Insert Confidentiality Level on title master

 Purpose of Merchandising
• Vodafone – The brand itself

o Vodafone relative market position can have a direct impact on the Brand.

• Competition brand activities in the competitive market scenario

o The competition activities indirectly influence the ratings for Vodafone as well.

• Last experience with the brand.

o DSE is the face of the brand. An unpleasant experience of the customer at any of these touch

points may result in negative ratings for the brand and vice versa

67
Insert Confidentiality Level on title master
Why Merchandising?

Goods Sold In Merchandising Goods Sold Out

Merchandising helps in tertiary offtake

Jo dikhtaa hai woh biktaa hai?
Display Creatively & Display in Bulk!

Insert Confidentiality Level on title master

Benefits of Merchandising

Higher Incentive

Increases
Increase Sales

Increases
Interest and high recall

Increases
Create Excitement

Increases
Increase Recall

Insert Confidentiality Level on title master

Principle of Merchandising & Outcome

Insert Confidentiality Level on title master

How to do it ?

Some Tips:

• Eye level locations have the maximum visibility.

• Look for locations where POP material is likely to have a longer life and will not be
easily damaged or removed.(Longer the Shelf life means better sales).
• If possible, stay away from other POP clutter.
• Remove old POP and clean the surrounding area.
• Do not leave POP behind for the dealer to put up.

Important:
Ensure your DSE / Merchandiser carries the merchandising kit.
(Scissors, cello-tape , Duster & Fresh POP)

Insert Confidentiality Level on title master

Availability

Variety Quantity
…SKUS …Counter share
Vodafone sells a variety of Products and in varying Quantities
72

Insert Confidentiality Level on title master

Vodafone has many many products

Variety …SKUS
With in the products we have several Stock Keeping Units (SKUs)
Range selling needs to be closely monitored
Insert Confidentiality Level on title master
 To get best results
DSE needs to generate

TRADE SATISFACTION
Trade Satisfaction

Trade Satisfaction is a function of…

• Activation process

• Company/ Company Employee

• Distributors

• Finance lead Dimensions

• Dealer Helpline

Insert Confidentiality Level on title master

 Trade Satisfaction & Loyalty go hand in Hand
Intensity of the relationship between the company/brand and the retailer allows
Ensure
Width
1
you to as a predict of future behavior of retailer.

Components of Loyalty…

Current  Positive and negative word-of-mouth

Behavior  Share of business

 Likelihood of continuing relationship

Intended
Behavior  Likelihood of recommending the company

Rational  Whether perceive the products to be profitable

Ties

 Trust
Emotional  Relevance : Company most suited to do business
Ties
 Respect : whether company treats like a valued partner
Vodafone

Insert Confidentiality Level on title master

Beat Planning BASICS
What is a Beat Plan?
 Set of outlets under a DSE that have to be visited on a particular day of
the week, listed in the order they have to be visited.

Who Makes a Beat Plan and When?

 A beat should be made by RM with help from his DSE.
 Beat should definitely be made when launching a new market or appointing a new
Distributor

How Often is Beat Plan refreshed?

It can be refreshed as per below schedule:
 6 Monthly
 Every time a10 Outlet gets added per DSE.
 CP/DSE Territory is reorganised.

Insert Confidentiality Level on title master

Beat Planning BASICS
How to Keep Headroom for New O/L?
 Determine the number of outlets to be added in the territory in the next 3-6 months

 In absence of a plan assume 10 Outlets in low DPL geogs (20% below norm) and 5 Outlets in other geogs

 The beat plan should have appropriate nos less as per above 2 points

 Should add new O/L in the bottom of his beat plan manually till the next revision of the plan.

Making the Beat Plan

 List all the Outlets.
 List the location / address of the outlets.
 Bunch/cluster the O/Ls in the area together.
 Decide the frequency of service for each outlet
 Separate the List by day/days.
 Sequence as per Geographical flow.
 Some O/Ls may have to be visited at a certain hour. Identify it and move the outlet to the right sequence
 Leave headroom for O/L addition basis no of outlets to be added
 Check the outlets on a beat, as determined above for geographic convenience of travel
 New O/Ls are added to the bottom of the beat plan with the SL No below the sequence eg. 16a, 16b…
 New O/Ls will get in their correct position upon revision.

Insert Confidentiality Level on title master

 Which Outlets are important for us?

Outlets that sells more:

• Quality Activation
• Recharge(good & priority)
• MNP & Data
• Mpesa

Vodafone
79

Insert Confidentiality Level on title master

Beat Planning : Frequency of Outlet Servicing

The starting point:

Depending on Outlet importance outlets may be serviced:

• Daily Serving
• Alternate day Serving
• Once in 3 days
• Once in 6 days

Insert Confidentiality Level on title master 80

Beat Planning Basics
How does a Beat Plan look like?
Days: Monday, Wednesday, Friday Days: Tuesday, Thursday, Saturday
Contact Alternate Contact Alternate
SL No. Outlet Name Person Address Etop No. No. Segment SL No. Outlet Name Person Address Etop No. No. Segment
1 1
2 2
3 3
4 4
5 5
6 6
7 7
8 8
9 9
10 10
……

……

……

……

……

……

……

……

……

……

……

……

……

……
30 30
31 31
32 32
33 33
34 34
35 35
36 36
37 37
38 38
39 39
40 40

This a sample, Days of the beat will depend on market factors which has been described later.
Segment refers to Retail Segmentation classification if applicable
Insert Confidentiality Level on title master
Town / Village Distribution &
Extraction

Presentation infoDSEation in footer 82

Insert Confidentiality Level on title master

Our Challenge:

Large no of towns and villages are covered by the

Network but for some reason do not have physical
distribution.
We need to open outlets & service them.

Insert Confidentiality Level on title master

Todays reality…

Telecom products are Tele-density in rural

available in barely India is only 41.64 per
18% of the total cent, while urban
universe of Retail India enjoys 146 per
Outlets in the country cent

We have different
From the backend it is
challenges to handle
possible to know to
Urban and Rural
Track low usage sites
Markets

Insert Confidentiality Level on title master

Outlet opening …the criteria
ENSURE WIDTH

Number of outlets in a territory is dependent on:

The ability of
The Population The geographic
the customer to
Density of your spread of the
afford high
territory territory
usage

85

Insert Confidentiality Level on title master

Outlet opening …the reference point
ENSURE WIDTH

Town DPL
Population
How do I know how well am I doing in my territory?
10 LAC + 225

Your position in 5-10 Lac 200

The number of
comparison to
households in 2-5 Lac 190
Competition is
the territory 1-2 Lac 170
one indication
< 1 lac 140

86

Insert Confidentiality Level on title master

The starting point…

Which outlets should we target?

•Outlets already mapped & not yet covered

•New telecom outlets in the market place not indicated in the Mapping
•Outlets already on your route
•Retailers that may have phoned you
•Outlets with whom you had past relationships whilst in previous
Employment

Insert Confidentiality Level on title master

NEW ACTIVATION
PROCESS
Prepaid Subscriber Acquisition
Effective 9th November’12

Insert Confidentiality Level on title master

Why this new documentation process ?

NEW ACTIVATION
PROCESS

To comply
with the
requirement
s of the
TRAI

Address the
concerns of
National
Security
Ensuring Proper
subscriber
verification process
before any new
mobile connection
is activated

89

Insert Confidentiality Level on title master

In a nut shell- role played by each

NEW ACTIVATION
Customer Retailer Distributor A2 Customer PROCESS

• Fills CIF • Communicat • Collects • Employee

• Submits es new CIF from authorizatio • Customer
valid id activation retailers n calls at 117
(POI & timeline • Validates • Completion to complete
POA) • Helps the the of System verification
customer to documents Updation
fill CIF • Maintains • The no. is
• Validates record of now ready to
POI & POA CIFs call in-bound
• Gives CIF • Does Partial Tele-
counterfoil to Sys. entry Verification
the customer • CIFs & • Customer Mobile No.
• Sends Act Docs. calls at 117 is activated
Message Deemed Ok to complete only if Tele-
• Maintains a are provided verification Verification
CIF tracker to the is positive
pickup
agency
• CIFs &
Docs.
deemed not
Ok are
retained &
intimated to
the retailer
for fresh
Insert set
Confidentiality Level on title master
of docs.
SIPOC- act form flow process

NEW ACTIVATION
PROCESS
Supplier Input Key Process Output Customer
steps
To be Retailer ACT Form, CIF, Collection of Collected Distributor
POI ,POA documents documents
Distributor ACT Form, CIF, Verification of Retailer List and Zonal/Circle Sales
POI ,POA documents Declaration form, SPOC,FA
Verified
documents
Distributor Original Providing UB Unbarring Distributor
Documents from rights to retailer confirmation
Distributor
Distributor Unbarring Activation of New Activated SIM Retailer
Confirmation SIM

FA/Provisioning Retailer dockets Storing Physical Warehouse

Executive with check sheet Documents
stored with Index

Insert Confidentiality Level on title master

New activation process- flow end to end
Activation Flow
SAS portal
5 NEW ACTIVATION
2 hrs 4-6 hours 6 PROCESS
Retailer Distributor/A1 A2/CHQ/DHQ
1 2 SAS DB
3
7 4
cPOS Customer
activated for
Tele-
8 verification

UPSS HLR
9

Tele verification flow Customer’s

services are
activated
Customer ACD/IVR CRM cPOS UPSS HLR

Insert Confidentiality Level on title master

Lets take a
detailed look at the
new CIF…

Insert Confidentiality Level on title master

 NEW ACTIVATION
PROCESS

Lets get a detailed

view of the new
process…

Insert Confidentiality Level on title master

New documentation process @ retailer point

Step Process
1 Customer approaches a sales point for a prepaid connection. NEW ACTIVATION
Selects a number and fills in the CIF Form and submits Valid Document. PROCESS

2 Retailer Verifies the documents with the original, authenticates the docs and validates the CIF
completeness & Accuracy of the form. Retailer to sign and stamps the CIF.
3 Retailer sells the connection, tears the counterfoil & handover the same to the customer.
Educates the customer to call no. 117 within ___hours to complete activation formalities as per
govt. directives & get the connection live.
For Outstation Customer Retailer to call on the local reference number provided by the customer and
verify the address & number provided.
4 Retailer sends ACT SMS to the distributor : PAC0/ACT/RT/RET SIM No Mobile Name
Retailer to ensure the following things:
• Verification of Submitted Documents with the Original documents, Validation of CIF.
• Need to Sign & stamp the form.
• Handover the counterfoil to the customer and inform him about calling 117 after ____hrs. to complete
activation process.
• Retailer to intimate distributor about activation by initiating ACT SMS.

Note: Retailer to maintain Acquisition Tracker as per the attached format

95

Insert Confidentiality Level on title master

New documentation process @ distributor/ A1 point
Step Process
5 Distributor Receives the SMS and initiates the Document pick-up process.
(Doc. Pickup TAT to be Maximum 4 hours for Cities and DHQs) (TAT for THQ to be decided) NEW ACTIVATION
PROCESS
6 DSE/Runner to collect documents from the retailer point.
DSE/Runner validates the document for completeness & validity of documents(Spl. Check for
Color photo on CIF)
7 DSE/Runner to submit the documents to the distributor. (Point A1).

8 The Distributor post re-validation of document sign and stamps them.(Document Checking
done as per process). Distributor to enter data – Mobile Number, SIM no, Name, CIF No,
address, Unique ID and Fathers name on a excel sheet. The excel sent email to point A2 for
tracking multiple connections.
9 If Docs deemed correct by A1, are set aside to be sent to point A2, the rest i.e. deemed
incorrect are stored at A1 point for 30 days and retailer is informed to ask customer to submit
new set of documents.
Distributor/A1 point to ensure the following things:
• Pick up of Customer Documents from the retailer point within the specified timelines.
• DSE/Runner to check the prepaid CIF/Docs for completeness (Color photo, POA & POI).
• A1 Point to check re-validate the document( As per A1 process) and then Stamp & sign them.
• Correct docs from Point A1 are sent to point A2 and Docs deemed as incorrect are stored at point A1
for 30 days and customer is informed to submit new sets of Docs.
Note: Distributor/Point A1 to maintain Acquisition out Tracker as per the attached format.
*TAT/Timelines to be updated as decided by the circle

96

Author: Sales Processes & Deployment Insert Confidentiality Level on title master
New documentation process @ a2 point
Step Process
10 The deemed correct docs. are collected by Agency from the distributor point (Point A1).( Pickup TAT to
be set up by circle keeping in mind activation to happen between 4-16 hours)
NEW ACTIVATION
PROCESS
11 Agency submits the documents at point A2 where after checking for correctness and completeness
the remaining CIF fields are entered into the system. Same are checked & done by A2 Staff.
12 The documents rejected at A2 prior to VF SPOC sign off are sent back to the distributor (A1) for
storage for next 30 days
13 Perform De-Dupe Test if more than equal to 9 then rejected

14 The Company SPOC finally signs the documents received, and authorizes the system to be updated &
activate the connection to enable calling tele-verification number.
15 The accepted/signed off documents are scanned ,indexed, uploaded to file net and the physical
documents are sent to warehouse for storage. Any document rejected post Employee sign off needs to
be sent to Warehouse for storage.

A2 point to ensure the following things:

• Collection of docs from point A1 and submission at point A2 within ___ hrs.
• A2 staff to check completeness of docs and update it on the system. De-dupe test is performed. Rejected docs
are sent to Distributor/Point A1.
• Company SPOC to Sign on the correct documents and activate the connection to enable calling tele
verification.
• Signed docs are sent for storage at warehouse. Docs rejected by Company SPOC are also Stored at warehouse.
*TAT/Timelines to be updated as decided by the circle

97

Insert Confidentiality Level on title master

New documentation process @ tele- verification

NEW ACTIVATION
PROCESS

Step Process
16 Customer to call no. 117 from this new connection for a tele-verification.
IVR ( with language choice)to subject customer to a ‘Two Level’ verification post which agent
access would be available after successful validation

17 As this Verification turns positive, the account is updated and activated, FCR SN Code is
removed
In case the verification turns negative the customer is informed of the reason and the number
continues to remain in the semi activated state till 60 days from activation or customer calling
and getting positively verified.
18 End of Process

*TAT/Timelines to be updated as decided by the circle

98

Insert Confidentiality Level on title master

 NEW ACTIVATION
PROCESS

PAC0<Space><Customer Mobile
Number><Space><Last five
digits of SIM Number >

CAF<Space><Customer Mobile Send

ACTIVATION Number><Space><Customer first name to
PROCESS PAC2<space><Customer Mobile 681
Number>><space><Retailer
Mobile number>space<Customer First
name>

Insert Confidentiality Level on title master

Reasons for CIF rejection
NEW ACTIVATION
PROCESS

• Photo not clear and miss match.

• Stamp not clear.
• Signature miss match.
• POI/POA issued date and place not mentioned.
• Incomplete address.
• Photo size is too large.
• All docs not attested by retailer and customer.
• Complete name not mention on CIF as per his POI/POA.
• Local reference column not fill in case outstation and foreigner customer.
• If a2 will receive counterfoil with CIF.
• Retailer number mismatch
• Retailer Name mismatch
• Retailer SMS not initiated

Insert Confidentiality Level on title master

New CIF process : you will now prevent …

Activation is Negative.

Non activation of number.

After 30 days the chance of

permanent disconnection.

Negative Verification Leading to

Loss in Sales Targets

101
Insert Confidentiality Level on title master
What is Reach?
Reach has 2 Components

WIDTH DEPTH

No of outlets Counter Share of

Vodafone is present in Vodafone in the outlet

102

Insert Confidentiality Level on title master

Importance of Depth

 Depth means Counter share.

 Indicative of Retailers Loyalty .
 Indicative of Customer Preference.
 Generates respect for you and for Vodafone.
 Indicates your position viz Competition in that counter.

Insert Confidentiality Level on title master

DISTRIBUTION Width :

Open new Outlets.

Identify and target new accounts.

Ensure New outlet sustainment.

Insert Confidentiality Level on title master

Building Depth
ENSURE DEPTH

To Build Depth:

 DSE needs to know the Profit Story

105

Insert Confidentiality Level on title master

Building Depth
ENSURE DEPTH

Some outlets sell Some outlets sell

more Activation more Recharge

The Push Pull Approach?

Insert Confidentiality Level on title master

Building Depth
ENSURE DEPTH

Ensure Depth:

 Pareto Principle . The 80 : 20 Rule.

80 % of business come from 20 % of the Outlets.
 DSE needs to identify the key Retail outlets from where the
Revenue & Acquisition Volume comes.
 Telecom companies struggle with Quality Acquisition.
 Retail Segmentation on basis of Volume and Quality is key to
getting Depth.

107

Insert Confidentiality Level on title master

Building Depth : Focus on Range Selling
DSE can benefit if he uses Msmart
ENSURE DEPTH
*
The output : LMTD = Last Month Till Same Date
Msmart for 98xxxxxxxx: MTD = Month till date
Info: Tertiary = Etopup tertiary
LMTD/MTD/LM ; RT = Count of unbar request sent by retailer
TERTIARY (X/Y/Z) Acq= Acquisition
RT (X/Y/Z) RES = RES 5
CNR = CAF not received (basis unbarring. All
ACQ (TVD) (X/Y/Z) CAFs that are not in ‘Accepted’ state are
RES5[D-2] (X/Y) counted as CNR)
CNR (X/Y) Stock = Etopup retailer balance as of 00:00
STOCK (A) hours on date
SELLIN (A) MNPR: count of MNP request raised by Retailer
DAO (MTD ONLY) MNPI= count of request pushed further by
Distributor for this retailer
MNPI (X/Y) DAO: Count of days the unbar done by the
MNPR (X/Y) retailer.
DONGLE ACT (X/Y/Z) Dongle: Count of Dongle unbarring
DATA TER (X/Y/Z) Data Tertiary: Data Recharge Tertiary through
T1M (Z) Etop
NFRC (Y/Z) T1M: Acquisition Decay in M1
NFRC: Count of subscribers who has not done
First recharge.

Insert Confidentiality Level on title master

Quality
Acquisition
& Revenue Market Shares

Insert Confidentiality Level on title master

 Aspects of OUR Business

Revenue Activation

Selling one
with out the
other is
incomplete

Selling Revenue is Selling Activation

like selling a is like selling a
Pouch of Bottle of Shampoo
Shampoo Insert Confidentiality Level on title master
 Vodafone Proposition!

Less effort Maximum Benefit

The Great Thing …

Recharge can be sold thru any outlet.

Insert Confidentiality Level on title master

 Vodafone Benefit Story for
Non Telecom outlets

• Usage of telecom is increasing on a day to day basis

• Cell phone has almost become an essential commodity
• Each you get 40-50 customers .
• Several of your customer already use cell phones.
• Each second customer does a recharge of approx. Rs 50/- per visit.
• Yu must offer this convenience to your existing customers.
• It is a easy way for enhancing your income.
• Vodafone will call on you daily / alternate day.

Insert Confidentiality Level on title master

Your sales story

[Link]
Business is
growing
by the Day
Fantastic Growths!
Generates footfalls!
Negligible shelf
[Link] space!
Business
is very easy
The Sales Story!

[Link] will get

a free SIM
Card with
special tariffs
Low Stock
High turnovers ! Holding!…

Insert Confidentiality Level on title master

Acquisition : What can be done to improve Quality ?

Discussion
Building Quality :

??
What can a DSE do to impact & influence
Quality Activation at the Retail point ?

114

Insert Confidentiality Level on title master

Quality Acquisition

??
Retailers Khata?
• Every Retailer keeps a notebook of all activations sold.

• Retailers payout is linked to timely recharge by customer.

• Retailer keeps track of the recharge done by each Customer

Our Benefit Proposition

DSE can immediately track and ACT ON such customer
accounts who have NOT RECHARGED their account.
115

Insert Confidentiality Level on title master

Quality Acquisition

??
INFOSD
• DSE needs to encourage the Retailer to use INFOSD
• INFOSSD helps the Dealer, Customer & Vodafone.
• Once the Dealer sells the whole download to the
Customer churn will come down . Quality will improve.
• Finally get the dealer to sell Mpesa.
• Mpesa customers are Quality Customers.

Our Benefit Proposition

DSEs & Dealers can earn points and earn money thru
INFOSD. 116

Insert Confidentiality Level on title master

Quality Acquisition

??
DAO Tracking

• Last day bulk activation sale is a sure case of Bad Quality.

• DSE Needs to track the no of Daily Activating Outlets.
• DSE needs to sell activations on a day to day basis.
• Spread is important to deliver Quality.

Our Benefit Proposition

Daily activation spread over no of outlets
will generate better Quality 117

Insert Confidentiality Level on title master

Ways to Enhance Revenue

• Increase the UEO • Enroll Retailers to the Super star

More the outlets more the revenue program
Teach the DSES the Outlet opening Story Be careful not to enroll the SAC Suckers.

• Encourage Retailers to earn

• Educate the Retailer.
points by pitching Best Fit
Offers on 121 - USSD /IVR . Once retailer starts counting his points
your job is done
Give monthly targets to retailers

118

Insert Confidentiality Level on title master

 One of the key ways to
generate retail support
Relationship Building

A Good DSE must know his retailer well

Insert Confidentiality Level on title master

Relationship building

The 2 types
of Relationships!

Relationships need to be enchased for

Professional outcome

Insert Confidentiality Level on title master

Building Personal Relationships
Do you know…

Where
Sharma ji
lives?

His Home
town?
His Family
members?

His Interest His Birthday &

in… Politics? Anniversary?
Cricket? Films?

This is Sharma Ji
… a Key telecom Retailer

Insert Confidentiality Level on title master

Professional Relationship…some to do s
What will I get in
the next slab?

• Educate the retailer on Products & Plans

• Inform/ motivate him on various Schemes & Discounts
• Give tips of how retailer can improve his business
• Be prompt in settling outstanding issues

122

Insert Confidentiality Level on title master

Retail Incentive : The Challenge

Too many Players and Too many Schemes

& Shortage of time 123

Insert Confidentiality Level on title master

Lets persuade Sharma ji to sell Vodafone?

Purpose of these 2 Weapons

Insert Confidentiality Level on title master

5 Steps to Showcase your Plans & Benefits?

Step 4
Step3 Check
Write Understanding
it Down
Step1
Generate
Retailers
Interest
Step2 Step 5
Explain Ask

Insert Confidentiality Level on title master

Schemes for Retailers : to build Revenue Market Share :

?? Super Star Scheme

• These are long Gestation Schemes

• Points get accumulated to be redeemed for Gifts
• DSE job update the outlet on his super star score !
Points accumulated on the Super star /SKH status.
Call for information on @ 126* IVR as well as *126# every month
*The 126 IVR No can vary circle to circle

Role of the RM
Educate the DSE
Our Benefit Proposition
Get the retailer interested to start calculating his point
accumulation and possible gift earning proposition.
126

Insert Confidentiality Level on title master

HHD Training

Presentation infoDSEation in footer 127

Insert Confidentiality Level on title master

 DSE Distributor CSM

What is the stock allocated to me today ? What is the retailer sales today? What is the distributor’s sales today ?

How much should I sell to this retailer ? What is my DSE’s productivity? What is my MTD activation ?

What is my bonus card distribution in this

How do I know retailer stock ? What is my total sales for the day? area ?

Have my DSEs achieved their target for the Which DSE has not met his target today ?
What is my total sales for the day?
day?

Solution to address challenges is…

VF to Distributor Retailer to
Primary Secondary Tertiary
Distributor to retailer Customer

POS on
Insert Confidentiality Level on title master
PoS on HH solution is based on mSales – a mobile app designed and developed to support on ground Sales Mobile Platforms Supported
operations. This app is fully integrated with CPOS system
ANDROID
J2ME
Blackberry
Sales User - Community
GPRS / Wi-Fi
DSE
Distributor Distributor
CPOS Mobile phone DSE
ASM
CSM
Allocate stocks to DSE in Sync master and stock ZM
CPOS data
Application Features
Stock Allocation to DSE
Secondary Sales Invoicing
Submit invoice, generate
Offline Invoicing
Process Invoices and receipts payment receipt from
mobile device Payment Receipts
Target Setting Module
Sales for the day report
Real-time sales information, View real-time reports on
stocks information Recommended Sales report
stocks, sales, collections
Calls for the day report
Activation report

cPOS
Insert Confidentiality Level on title master
Grooming

Insert Confidentiality Level on title master

Impressions: Contributing Factors

How we look

How we act

What we say

How we say it

Insert Confidentiality Level on title master

What face do you want to present?

Rocky Rahul

Insert Confidentiality Level on title master

Grooming : Not clothes alone

• Hair
• Shaved face
• Hygiene
• Clothes
• Smile
• Body Language

Insert Confidentiality Level on title master

Retailers expectations from a Good DSE

• Pleasant disposition .
• Smart turnout .
• Modest & Honest
• Clear. To the Point. Knowledgeable .
• Has Respect for time . Is punctual .
• Has respect for the Brand & Company.
• Understands the Needs & Urgencies .
• Shows concern . Good listener .
• Honours commitments .

Insert Confidentiality Level on title master

What a Retailer does not expect from a DSE.

• Talks on Cell Phone with out prior taking permission .

• Carelessness .
• Poor knowledge .
• Speaking bad of Others ,Distributor or Company .
• Poor product & Process knowledge .
• Egoistic Manner. Poor respect for others .
• Unnecessary Interference .
• Long and Loose talk .
• Time wasting .
• Unnecessary sales pressure .

Insert Confidentiality Level on title master

 First Impression is
Last impression

Take pride in the way you dress

Insert Confidentiality Level on title master

[Link].
What is the Purpose of HSW?

HSW

 Prevent injuries & fatalities

 Manifest management commitment to prevention
 Drive safety compliance culture
 Mission statement– provide “safe place to work”

Vodafone needs you to be safe when 138

you work with us.

Insert Confidentiality Level on title master
Absolute Safety Rules
All occupants to wear Always use suitable
seat belts while Personal Protective
driving Equipment and attach
safety harness while
working at heights
Electrical problems Never drive under
should only be fixed the influence of
by qualified workers alcohol or illegal
drugs
Always wear a
Never exceed speed helmet while riding
limits and ensure that the
pillion rider wears a
helmet
Never use your mobile NEVER undertake any
phone while driving street or
underground work
activities unless
competent to do so

Insert Confidentiality Level on title master

Violations – Absolute Safety Rules (Employees & off-rolls)

Rule Violation seriousness

HSW
1 Always wear Seat belts while driving Not wearing seat belt in a 4W. (Rear) Medium
2 Never exceed Speed limits Exceeding speed limit High
Rider / pillion or either or person not wearing helmet High High
Rider / pillion or either or person not wearing ISI approved helmet High
Rider / pillion or either or person not wearing chin strap on helmet High
3 Always wear helmet while riding
Riding without valid driving license (Also for 4W driving) High High
Riding with ISI marked helmet but of substandard quality (without cushion, visor, Low
etc.)
Riding 2W at night on highways / inter-city High
4 Never use mobile phone while driving Use of mobile phone (hands free / texting / speaker phone) while riding / driving High
5 Never drive under influence of alcohol Driving / riding under influence of alcohol High High
Working on 'live' electrical equipment without approval High
Electrical work to done by qualified
6 Working on electrical equipment without authority High
workers
Woking on electrical equipment without work permit High
Working at height without harness High High
Working at height without VIL approved PPE Medium
7 Appropriate PPE while W@H Working at height with VIL approved PPE but not qualified to work @ height High
Working at height with VIL approved PPE not qualified to work @ height but having High
Trained person Woking at height with VIL approved PPE but without work Permit Low

Insert Confidentiality Level on title master

140
CONSEQUENCE
MANAGEMENT MATRIX HSW
Violation of Absolute Rule may lead to
termination of your association with Vodafone.

Vodafone Cares for you….remember there is

someone waiting for you back home!

141

13 May 2014
141
Consequences – DSE/ PSRs/
C&C Severity 1st Violation 2nd Violation 3rd Violation
Low Written warning Written warning, display name Written warning, display name HSW
in hall of shame, supervisor to in hall of shame, discussion with
discuss. Functional Head.
Medium Written warning, supervisor to Written warning, display name Written warning, letter to family;
discuss in hall of shame, discussion with discussion with Business Head.
Functional Head. Discuss/ Impact on rating.
discuss on impact on rating
High Written warning, display name Written warning, letter to family, Termination
in hall of shame, discussion with suspension for a day.
functional head

Note: Following violations (high high) - shall result into instant termination.
1. Driving under the influence of alcohol
2. Driving / Riding without a valid license
3. Riding a bike without a helmet
4. Working at height without harness

Combination of violations:

Three violations with at least one Low can attract Termination with two more of any other violations.
Three violations with at least one Medium can attract Termination with one more of any other violation.

Insert Confidentiality Level on title master

142
Consequences – Distributor/ C&C
Agent HSW

Consequences - Distributor/ Agent

First expulsion of employee Addl Fine - Rs. 5,000/-
Second expulsion of employee Addl Fine - Rs. 15,000/-
Third expulsion of employee Termination of distributorship

For every other violation, there will be a monetary fine

of Rs. 3000 /- to the Distributor.

Insert Confidentiality Level on title master

143
 Defensive Driving principles
• Be more visible - Light color clothes are visible in hours of
darkness or use reflective Jacket as provided.

• Don’t wear dark glasses at night.

• Use stopping / turning indications while riding

• Observe lane discipline

• Ensure the head and tail light are in working condition

• Rear view mirrors should be well maintained

• Ensure license, identity card and ICE numbers are carried

while riding

• Ensure horns and brakes are in working condition.

13 May 2014 144

Insert Confidentiality Level on title master

 Guidance while using public transport

• Avoid sitting on the front / rear seat of the vehicle.

• Stay alert during the entire journey.

• Do not board / alight a moving vehicle.

• Do not board the overcrowded auto rickshaw/ public

transport.

13 May 2014 145

Insert Confidentiality Level on title master

 Be Safe!

13 May 2014 146

Insert Confidentiality Level on title master

Insert Confidentiality Level on title master
Insert Confidentiality Level on title master
Insert Confidentiality Level on title master
Insert Confidentiality Level on title master
Insert Confidentiality Level on title master
 152

Insert Confidentiality Level on title master