Professional Documents
Culture Documents
Company makes invoice of SIMs, PEFs, GSM Pay Phones, RCVs of various
denominations chiefly Rs.10, Rs 30 and Rs. 60 to only Urban Distributors and
Rural Super Distributors. Easy balance is also transferred to only Urban
Distributors (UDs) and Rural Supers (RS).
Urban distributors distribute the above items to retailers according to the
demand and transfer easy balance to retailer through FOS SIM. Therefore, this
setup of distribution is Second Degree and it is more suitable for catering to the
need of urban areas.
Ø Second degree distribution is suitable for urban areas because the demand is
higher, there is high population density and that’s why quick availability of
product and services are required.
Ø As the UD gets items directly from the company so products, services and
promotion materials can be made available to retailers in shorter period of time.
Ø UD can generate secondary and consequently primary in shorter period of
time.
Ø Three degree distribution is suitable for catering to rural areas because lesser
population density and large spread of geographical areas.
Ø Since in rural areas there is poor banking infrastructure and courier services
hence for availability of products and services, three degree distribution is more
appropriate.
Field officer sales (FOS):
FOS is manpower of UDs and RDs, who on behalf of them sell the SIM, RCVs,
Easy balance etc. to retailers under his assigned beat. These are only manpower
of the distributors who works in the market.
FOS is responsible for the secondary sales under his assigned beat.
FOS is responsible for collecting PEFs, money against billing by retailer and
distribution of promotion material among retailers in consultation with TM.
Circulate communication from the company properly to Retailers regarding
schemes, new offers, incentives etc.
FOS resolves the retailer complains through FOS help line.
To escalate the unresolved claims and complains of retailers to distributor and
TM.
Urban Distributors:
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These are known as UD and located at District HQ. It distributes the products,
easy balance, services and promotion material to retailer in designated urban
areas of a district and responsible for smooth attainment of target of SIM
activation and recharge without encroaching into other distributor’s territories.
All retailers’ Lapu SIM falling under the particular beat is mapped with
corresponding FOS of that beat and FOS SIM is mapped to the distributor (UD)
SIM. Distributors use distributor SIM to transfer and distribute Easy Balance to
mapped FOS. FOS uses FOS SIM to transfer the easy balance to mapped retailer’s
Lapu SIM.UD gets certain percentage discount on their billing to company. From
which certain percentage discount they have to give on their secondary sales to
the retailer. Thus Urban distributor works with certain percentage margin on all
its sales. Each UD gets a distributor SIM, FOS SIM as many as per FOS and a 503
SIM or activation SIM. They have to make DD payments to company for primary
only on Monday and Thursday per week.
Roles and responsibility of Urban Distributors:
Distribution of SIM, RCV, Easy Recharge, PEF, GSM Pay Phones, Lapu SIM, FOS
SIM, Replacement SIM according to the retailers and other requirement within
its territory only.
Activate customer SIMs within its territory after proper checking of POI, POA
and error free PEF.
Collect all PEFs and Re-documents from retailers and send it to respective Circle
Head Quarter.
Distribution of promotional materials among the retailers according to the
allocation of TM/ZSM, received from company.
Maintains distributor health report, secondary details regarding retailers and
SIM activation details. These reports have to be shared with TM.
To make DD payments to company for primary on scheduled date only.
To maintain required stock of RCVs and Easy Recharge for 10 days secondary.
Circulate communication from the company properly to retailers.
Escalation of retailers’ claims and complains to TM/ZSM.
Rural Super:
=============================
Rural Distributors:
====================================
These are known as RD and can be located at blocks and towns. For every 5000
population there has to be a rural distributor. It distributes the products, services
and promotion material in designated territory and responsible for smooth
attainment of target of SIM activation and recharge without encroaching into
other distributor’s territories. They get certain percentage discount from RS on
their billing to Rural Super. They cannot get invoice from company directly. From
which certain percentage discount they have to give on their secondary sales to
the retailer. Thus rural distributor works with certain percentage margin on all its
sales. Each RD gets a distributor SIM, one FOS SIM per FOS and a 503 SIM or
activation SIM. They have to make payments to RS for primary only on two
schedule days per week.
Retailers:
===========================
Retailers are mainly mobile handset shops, phone booths, mobile servicing and
repairing shops and other shops which are strategically located and from where
customer can purchase the products and services. Retailer gets 3% discount from
RDs/UDs on their billing to RDs/UDs. Thus retailer works with 3% margin on all
its sales. Selected retailer gets retailer SIM known as Lapu SIM mapped with a
distributor and a FOS.
Roles and responsibility of retailer:
ü Fill error free PEFs and verification of supporting copy for POI and POA of the
customer with originals and same for the Re-documents before activating the
SIM.
ü Proper utilization and display of promotional materials.
ü Communicate customers properly about the schemes, new offers and benefits.
ü To sell the product and services to customer at right price.
ü Serve the customers’ requirements with the available stocks of SIM, RCV and
easy balance etc. and not to create artificial shortage.
ü Should purchase RCVs, SIMs and Easy Balance from respective distributor
only.
FOS is manpower of UDs and RDs, who on behalf of them sell the SIM, RCVs,
Easy balance etc. to retailers under his assigned beat. These are only manpower
of the distributors who works in the market.
Roles and responsibility of FOS:
FOS is responsible for the secondary sales under his assigned beat.
FOS is responsible for collecting PEFs, money against billing by retailer and
distribution of promotion material among retailers in consultation with TM.
Circulate communication from the company properly to Retailers regarding
schemes, new offers, incentives etc.
FOS resolves the retailer complains through FOS help line.
To escalate the unresolved claims and complains of retailers to distributor and
TM.