CM Sales and Distribution Policy - 2012

Bharat Sanchar Nigam Limited

CM Sales and Distribution Policy - 2012
Page 1 of 3
CM Sales and Distribution Policy - 2012
!ND"#
1$ %ranchisee Sales and Distribution Policy 2012... 04
Section 1: Roles and Responsibilities...... 04
A. Geographic area ..... 04
B. Responsibilities of Franchisee ..... 04
C. Responsibilities of BS! 0"
Section #: $ligibilit% criteria .... . 0&
'. 'i(ensioning of Franchisee )erritories: ... 0&
$. $ligibilit% Re*+ire(ents for BS! Franchisee,ship 0&
F. Rela-ation in $ligibilit% Criteria .... 0.
Section /: Selection process and criteria ... 10
G. $-pression of 0nterest Ro+te:... 10
1. )er(s 2 Conditions 3ith $40 .. 11
0. !oo5,after arrange(ent:.... 1#
6. 7igration polic% for e-isting franchisees:.... 1#
8. $-tension of agree(ent ... 1/
!. Re*+ire(ents after $40 Appro9al ... 1/
7. Selection criteria for franchisee,ship .. 1/
. Scoring G+idelines for Selection Criteria: .. 14
Section 4: )arget Setting and Perfor(ance 7anage(ent . 1"
4.1 )arget Setting ...... 1"
4.# Perfor(ance 7anage(ent ..... 1:
Section ": 'isco+nts 2 Co((issions for Franchisee ... 1.
4. Penalt%: ... 1.
P. General )er(s 2 Conditions ...... . #0
2$ e-Distributor Policy 2012 ... ##
3$ DS& Policy 2012 ... #"
'$ (ural Distributor Policy 2012 ... #:
&NN"#)(" * & Role of Sales )ea( 7e(bers ... /#
&NN"#)(" * B +(ber of Franchisee )erritories in Circle ..... /4
&NN"#)(" * C Prod+ct !ist of F7CG 0nd+str% ........./"
&NN"#)(" * " Sharing of 'isco+nt; Co((ission a(ong channel Partners /:
&bbre+iations ..................... /<
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CM Sales and Distribution Policy - 2012
CM Sales and Distribution Policy - 2012
Pro9isions of the pre9io+s franchisee S2' Polic% ,#00. ha9e been a(ended and
integrated =C7 Sales and 'istrib+tion Polic% ,#01#> to be effecti9e fro( 01.0<.#01#.
)his Polic% is di9ided in fo+r parts:
1$ %ranchisee Sales , Distribution Policy-
Franchisee 3ill be responsible for selling of all BS! Prod+cts and ser9ices
assigned to the(? directl% or thro+gh R+ral 'istrib+tors @R'sA ; retailers 3ithin a
defined territor%. )o facilitate retailers? pro9ision of three tier str+ct+re has been
(ade b% incl+ding R+ral 'istrib+tor bet3een franchisee and retailers onl% in r+ral
territories to ser9e the area 3ithin the r+ral B)S.
2$ e-Distributor Policy-
e,'istrib+tor 3ill be responsible for selling of recharge; top+p thro+gh 0nternet option
on PA 0ndia basis or 3ith retail chain at circle le9el.
3$ DS& Policy-
'irect Selling Agents are indi9id+als ha9ing direct agree(ent 3ith BS!. 'SAs are
responsible for selling of all BS! Prod+cts and Ser9ices? as assigned to the(? to
the c+sto(ers at their door step.
'$ (ural Distributor Policy-
R+ral 'istrib+tors are indi9id+als ha9ing direct agree(ent 3ith BS!. R+ral
'istrib+tors 3ill be responsible for selling of all BS! Prod+cts and Ser9ices in R+ral
B)S areas thro+gh retailers. R+ral 'istrib+tor 3ill be ser9ed either b% concerned
franchisee or BS! directl%.
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CM Sales and Distribution Policy - 2012
%ranchisee Sales and Distribution Policy 2012
Section 1- (oles and (es.onsibilities
&$ /eogra.hic area
a. 'efinition of Geographical areas: All Franchisees sho+ld ha9e 3ell defined
geographical area @to be defined b% SSA and notified in the franchisee
Agree(entA. )his 3ill be their pri(ar% area and the franchisee (+st f+lfill all
the re*+ire(ents as per the polic% in this pri(ar% area onl%.
b. Franchisee is not allo3ed to sell o+tside the Pri(ar% Area in an% case @e-cept
in cases 3here the franchisee has been allo3ed to sell in a territor% for a
li(ited period thro+gh a loo5,after arrange(entA. An% 9iolation is to be 9ie3ed
serio+sl%? 3ill attract penalt% as per cla+se Sec, "@4A@bA and the agree(ent
3ith s+ch franchisee be discontin+ed and the franchisee (a% e9en be barred
for f+rther dealing 3ith BS! for a period of # %ears in case the 9iolation so
3arrants.
B$ (es.onsibilities o0 %ranchisee
a. Selling of all BS! Prod+cts and ser9ices assigned to the(? directl% or
thro+gh R+ral 'istrib+tors @R'sA or retailers.
b. )3o tier str+ct+re for +rban and three tier str+ct+re for r+ral areas b%
incorporating inter(ediate channel of R's.
c. Generation of de(and for ser9ices per(itted b% BS!.
d. Appoint(ent of Retailers
Franchisee (+st appoint s+fficient n+(bers of retailers in the territor% s+ch
that:
i. $ach B)S area ha9e atleast & retailers
ii. 4ne retailer in +rban co((ercial area at e9er% #00(?
iii. 4ne retailer in +rban residential area at e9er% "00(?
iv. Atleast one retailer in e9er% Billage
e. R+ral Retailers 3ill be appointed and ser9ed b% R's in / tier s%ste(.
f. 7eeting and e-ceeding all targets set b% SSA;Circle for the franchisee.
Franchisee is responsible for (eeting these targets thro+gh all channel
entities 3or5ing +nder hi(.
g. CAF collection? doc+(entation @ph%sical doc+(entation as 3ell as electronic
doc+(entationA and ti(el% s+b(ission of doc+(ents to BS! as per
reg+lator% g+idelines and BS! instr+ctions. 4nce the CAF has been
deposited b% the Franchisee +nder receipt to BS!. )he responsibilit% of
doc+(ents s+b(itted in s+pport of c+sto(er identit% 2 address 3ill be on
Franchisee for period of .0 da%s fro( date of deposition of CAF. BS! official
3ill chec5 the doc+(ents 3ithin .0 da%s and if an%thing is fo+nd 3rong 3ith
respect to '4);)$R7 g+idelines than the for( sho+ld be reCected;corrected
and a to5en penalt% of Rs #00;, shall be i(posed per 3rong CAF on
franchisee.
h. Berification of credentials of c+sto(ers D Berification of P0A @photo? identit%
and addressA of c+sto(er at the P4S @Point of SaleA has to be done as per
the 9ario+s g+idelines iss+ed b% 'o) and BS! fro( ti(e to ti(e.
Franchisees 3ill be responsible for the 9erifications done b% all the channels
i.e. R+ral 'istrib+tors and retailers 3or5ing 3ithin their net3or5.
i. 4peration of 0) tools and s%ste(s pro9ided b% BS! as specified fro( ti(e to
ti(e? incl+ding hiring data entr% operator if re*+ired.
C. Appointing re*+ired n+(ber of FoS @Feet,on,StreetA e-cl+si9el% for BS! to
ser9ice retailers as per the target set b% SSA;Circle.
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CM Sales and Distribution Policy - 2012
5. Assisting? cooperating and follo3ing instr+ctions iss+ed b% the Franchisee
7anager or an% other BS! e(plo%ee appointed b% BS! and pro9ide
hi(;her re*+ired details as specified b% BS!.
l. Pro9iding !ist;'etails of F4S and retailers to BS!.
(. All details and infor(ation @incl+ding b+t not li(ited to FoS details? secondar%
sales? etc.A as per BS! for(at to BS! officials as per fre*+enc% specified.
Franchisee (+st pro9ide secondar% sales details and;or an% other details as
specified b% BS! fro( ti(e to ti(e in BS! specified s%ste( e.g.
Sancharsoft.
n. After sales ser9ices: Recei9ing? attending 2 rectif%ing co(plaints.
o. All for(s of co(plaint handling on phone and 3al5,in,co(plaints @hard3are
related? billing? ser9ice? perfor(ance related etc.A 3ill be handled directl% b%
Franchisee. Franchisee shall redress all possible co(plaints on the spot. 0f
re*+ired? help fro( BS! call centers (a% be ta5en. Re(aining co(plaints
can be for3arded to designated BS! official for f+rther disposal.
Response ti(e , 1" (in+tes
Rectification ti(e , Sa(e da% if co(plaint is recei9ed +p to " P.7. and ne-t
b+siness da% if co(plaint is recei9ed after " P.7.
p. Set+p s+pport infrastr+ct+re to ser9ice c+sto(ers to (eet the obCecti9e of
ser9ing c+sto(er in # ho+r or less and progressi9el% in real ti(e basis so that
the c+sto(er is delighted.
*. Ser9ing retailers and R+ral 'istrib+tors at their doorsteps as per fre*+enc%
specified b% BS!. Franchisee (+st ens+re that BS! prod+cts are a9ailable
3ith r+ral distrib+tors as 3ell as retail net3or5s in s+fficient *+antit% on
de(and. Franchisee (+st ens+re that no blac5,(ar5eting or (al,treat(ent to
c+sto(er is done thro+gh its net3or5.
r. Recei9ing ad9ertise(ent; (ar5eting (aterial fro( BS!? displa%ing the( and
distrib+tion to R+ral 'istrib+tors and retailers at their pre(ises.
s. Pro(otion of BS! brand@sA at FranchiseeEs cost.
t. Arranging special pro(otional e9ents as per BS! g+idelines at FranchiseeEs
cost? incl+ding e9ents? ca(ps and other o+treach progra(s in r+ral areas
+. )i(el% s+b(ission of bills and clai(s to the nodal officer
9. Storage of S07Es? data cards and other teleco( stores.
3. 0ss+e receipts: At the ti(e of boo5ing of an% ne3 connection franchisee shall
iss+e a for(al receipt to the c+sto(er.
-. Franchisee 3ill be responsible for all the 3or5 done thro+gh its distrib+tion
net3or5.
C$ (es.onsibilities o0 BSNL
a. Appoint s+fficient n+(ber of e-cl+si9e Franchisee 7anagers? Retailer
7anager Coordinator @R7CA? Retailer 7anagers and SSA Sales 1ead in each
SSA. Appoint other (e(bers of the Sales 2 7ar5eting tea( at Circle and
SSA le9el.
b. Co((+nicate the targets on rolling basis e.g. the target for the 6+l% and
A+g+st 3ill co((+nicated b% #"
th
of 6+ne. 0n ne-t (onth? the re9ised target
for A+g+st @re9ision li(ited to 10F 9ariationA and fresh target for Septe(ber
3ill be co((+nicated b% #"
th
of 6+l%. )he target on each para(eter defined in
GPerfor(ance 7anage(ent S%ste(E section on or before #"
th
of pre9io+s
(onth. 0n case of holida%s? it sho+ld be co((+nicated on or before the last
3or5ing da% before the #"th. An% e-ceptions to this ha9e to be appro9ed
directl% b% G7 @Cons+(er 7obilit%A; designated G7 b% 14C.
c. 7onitoring the channel partners @franchisees and r+ral distrib+torsA as 3ell as
retailers for perfor(ance. Perfor(ance (onitoring sho+ld incl+de dail%
interactions 3ith franchisees.
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CM Sales and Distribution Policy - 2012
d. Resol+tion of iss+es @incl+ding s+ppl% of S07s? disco+nt;co((ission pa%(ent?
ser9icing of retailers? cross,selling? etc.A raised b% franchisees? r+ral
distrib+tors? franchisee (anagers? R7C? retailer (anagers? retailers and an%
other (e(ber of the Sales 2 7ar5eting tea(. SSA Sales 1ead (+st (aintain
a log of all co(plaints recei9ed and pro9ide reg+lar +pdate to SSA 1ead on
action ta5en to resol9e o+tstanding iss+es.
e. 0t 3ill be the responsibilit% of the Acco+nt 4fficer to re(it the collection fro(
the franchisee to credit to Co(pan%Es acco+nt on a dail% basis and ens+re
realiHation of the che*+e.
f. )he che*+e deposited b% the Franchisees sho+ld be deposited 3ith ban5 for
realiHation on the sa(e da%? )he Acco+nt 4fficer shall be responsible for
ens+ring collection? deposit 3ith the ban5 and realiHation of the che*+e@sA.
g. Acco+nt 4fficer shall (aintain an acco+nt of in9entor% recei9ed? sold and
pa%(ents realiHed on dail% basis and sent it to acco+nts 3ing along 3ith
Re(ittance state(ent.
h. Franchisee (anager ; SSA Sales 1ead @7obilit%A to ens+re that an% sales to
franchisee b% BS! and an% sales b% franchisee f+rther to retailers or r+ral
distrib+tors is recorded in BS! specified 0) s%ste(.
i. )he Sancharsoft 2 stoc5 register gi9ing details of (aterial gi9en to the
Franchisee sho+ld be properl% (aintained and (onitored on reg+lar basis b%
SSA Sales 1ead @7obilit%A and 1ead of SSA;G7 Area in a PG7;Circle 1ead
set +p.
C. 1ead of Circle ; SSA 3ill ens+re that stoc5s are a9ailable in s+fficient *+antit%
in re*+ired deno(inations 3ell in ad9ance.
5. 'efecti9e stoc5 3ith the channel partners sho+ld be replaced i((ediatel%.
l. 7RP of the prod+cts in 3hole n+(bers sho+ld be displa%ed. )he stoc5s and
distrib+tion of p+blicit% (aterials li5e broch+res etc.? preferabl% in local
lang+ages also sho+ld be a9ailable in s+fficient *+antit%.
(. )he SSA sho+ld (aintain s+fficient stoc5 of in9entor% so that the% can f+lfill
the de(and for pro9isioning of the stoc5 as re*+ired b% the franchisees? R+ral
'istrib+tors and other point of sales. )here sho+ld be ade*+ate arrange(ent
for iss+ing stoc5 to Franchisee;'SAs or their representati9es? 3itho+t (a5ing
the( t+rn a3a% e(pt% handed.
n. 0n order to pro(ptl% recei9e CAFs? there sho+ld be at least one des5 or
co+nter? totall% dedicated to accept CAFs fro( Franchisees;'SAs at a
pro(inent location in e9er% cit% and sho+ld be (anned on all da%s e-cept on
S+nda% 2 1olida%. 'etails of in,charge and location of s+ch CAF 'es5 sho+ld
be inti(ated to all Franchisees; 'SAs.
o. $ns+re ti(el% pa%(ents to all channel partners preferabl% online.
p. 0t 3ill be (andator% on (onthl% basis to reconcile the acco+nt of prepaid
prod+ct along 3ith 0 report.
*. Ph%sical 9erification of C7 stoc5 sho+ld be done as per periodicit% decided b%
CG7s.
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CM Sales and Distribution Policy - 2012
r. Reg+lar (eeting 3ith franchisee; channel partner b% CG7s ; SSA 1eads as
per instr+ction iss+ed b% corporate office.
s. )he follo3ing ite(s shall be gi9en free of cost to franchisees for perfor(ing
their responsibilities? incl+ding for de(o p+rpose? and is not lin5ed 3ith the
targets:
i. 4ne rent free landline connections 3ith inco(ing facilit% onl%.
ii. 4ne rent free landline connections 3ith Broadband plan , BBG
Co(bo I!' &"0 @free call /"0 3ith Inli(ited 'o3nload;IploadA.
iii. 4ne rent free BP o9er Broadband @BPoBB #": planA
iv. 4ne rent free GS7 post,paid Plan , "#"? calls be%ond freebies shall
be pa%able.
ote:, Abo9e facilit% shall be +pto the 9alidit% of agree(ent
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CM Sales and Distribution Policy - 2012
Section 2- "ligibility criteria
D$ Dimensioning o0 %ranchisee 3erritories-
a. +(ber of Circle,3ise territories is (entioned in Anne-+re,B.
b. 0n cases 3here SSA consists of areas of 9ar%ing potential? SSA 1ead 3ith the
appro9al of Circle 1ead can con9ert one class of franchisee territories into
another class 3ith proper C+stification onl%. 4nl% territor% A can be changed to
territor% B and not C. Si(ilarl% territor% B can be changed to )erritor% C and
9ice 9ersa. i.e. 1A J 1B? 1B J 1C.
c. 0f there is need to increase or decrease the n+(ber of territories in a Circle?
proposal 3ith C+stification 3ill ha9e to be sent to the corporate office and the
re*+ired change 3ill be effected onl% after appro9al fro( corporate office b%
'irector, C7.
d. +(ber of territories per(issible to a franchisee in a circle is restricted to
nor(all% three @+pto # territories thro+gh $o0 ; 7igration K loo5 after territor%A?
ho3e9er this co+ld be fo+r as stated in para, fA.
e. 7a-i(+( "0F of SSA territories or / 3hiche9er is less @+pto # territories
thro+gh $o0 ; 7igration K loo5 afterA 3ithin the SSA
f. +(ber of territories per(issible thro+gh $o0 to a franchisee in a circle is
restricted to t3o territories. 1o3e9er he (a% participate in one (ore territor%
in second or s+bse*+ent ro+nds 3here9er there is no bidder in first ro+nd of
$o0.
g. Franchisees are allo3ed to (igrate in all the e-isting territories @+pto three
territoriesA as per the proced+re. 0n case the n+(bers of (igrated territories
are three then he canEt participate in the $40 b+t can be gi9en one loo5 after
territor% depending on need. 0f he has (igrated in t3o territories then he can
participate for one territor% in the #
nd
ro+nd of $o0 and can be gi9en one loo5
after territor% as needed.
"$ "ligibility (e4uirements 0or BSNL %ranchisee-shi. 0or each 0ranchisee
territory
All proprietorship fir(? partnership fir(s and co(pan% of 0ndian origin f+lfilling
follo3ing criteria are eligible to appl%.

a. 3urn o+er- )+rno9er is defined as sales proceed as per a+dited P2! acco+nt
of the fir(? s+b(itted for last financial %ear. A cop% of inco(e ta- ret+rn sho+ld
also be s+b(itted along 3ith.
i. Rs."0 !a5hs for A class territor%
ii. Rs./0 !a5hs for B class territor%
iii. Rs.: !a5hs for C class territor%
b. "5.erience: 0nterested fir(s (+st be distrib+tor of )eleco( ; F7CG ;
$lectronics ; $lectrical prod+cts 3ith established retail chain for :
i. / %ears for class A territor% o+t of last " %ears
ii. # %ears for class B territor% o+t of last 4 %ears
iii. 1 %ear for class C territor% o+t of last / %ears
A detailed prod+ct list for F7CG ind+str% is pro9ided in Anne-+re,C. A
3holesale or stoc5iest b+siness e-perience in the abo9e categories sho+ld
not be considered as distrib+tion e-perience. A cop% of certificate fro(
)eleco( or F7CG or other sho+ld be attached. 0n case there is a(big+it% in
the interpretation of Anne-+re,C? the decision of Circle 1ead 3ill be
considered final.
ote: 'SAs and R's of BS! are not allo3ed to participate. 1o3e9er the%
(a% participate in second or s+bse*+ent ro+nds of $o0 3here9er no bidder in
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CM Sales and Distribution Policy - 2012
first ro+nd of $o0. )he e-perience of 'SAs; R's 3ill be called as teleco(
e-perience.
c. S.ace- 0nterested part% (+st ens+re office space @carpet areaA of siHe #"0
s*ft for BS! franchisee ship 3ithin operational area of the territor%. CG7s
are a+thoriHed to rela- the space +pto siHe 1#0 s*ft as per local need.
1o3e9er it sho+ld be clearl% (entioned in $o0 doc+(ent. Space is to be
ens+red 3ithin 1" da%s of !40 for a3ard of Franchisee ship.
%$ (ela5ation in "ligibility Criteria
a. 0f no *+alified application is recei9ed against an% franchisee territor% in $40?
Franchisee territor% class can be con9erted to a lo3er class as AJB? BJC.
b. 0f there are no bidders for a territor% then eligibilit% criteria can be rela-ed
$0)1$R b% con9erting the Franchisee territor% class to a lo3er class as
described abo9e b% the 1ead of Circle 4R red+cing the $ligibilit% criteria +pto
"0F 3ith the appro9al of the Circle 1ead. 1o3e9er? $40 3ill ha9e to be
floated again if eligibilit% conditions are rela-ed.
c. Follo3ing (eas+res (a% also be ta5en if there is no participation in the $40:
=An e(po3ered co((ittee of three officers headed b% 6AG le9el officer
3ith one finance (e(ber (a% be allo3ed to reco((end the na(e and
proposal fro( the prospecti9e franchisees b% 9isiting their pre(ises on the
basis of eligibilit% criteria (entioned in the last $40. )he reco((ended
franchisee (a% be considered for appro9al b% 1ead of Circle>.
ote: $(po3ered co((ittee 3ill also approach prospecti9e bidders
thro+gh letters; (ails and displa% on the notice board getting 3al5 in
applications.
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CM Sales and Distribution Policy - 2012
Section 3- Selection .rocess and criteria
/$ "5.ression o0 !nterest (oute-
a. 0n order to ind+ct franchisees? BS! shall in9ite $-pression of 0nterest @$40A
fro( the 3illing parties. BS! reser9es the right to initiate the process for
appointing franchisee e9en if there is a franchisee c+rrentl% ser9ing the
territor% or a part of the territor%. 1ereafter? an% territor%? for 3hich $40 is
in9ited? is referred to as Geligible territor%E. $ligible territories co+ld incl+de:
8acant territories- )erritories li5el% to be 9acated in ne-t three (onths or
alread% 9acated d+e to ter(ination of franchisee? ten+re co(pletion of
franchisee? or non,appoint(ent of franchisee in the past. 0f a notice of
ter(ination @3ith a /0,da% deadline for ter(ination of franchiseeA has been
ser9ed to the franchisee? the territor% can be considered as 9acant
territor%.
(ede0ined territory- BS! reser9es the right to redefine territories for
realign(ent; balancing of franchisee territories or in cases 3here e-isting
franchisee has not (et the perfor(ance criteria @defined in this polic%A for
a period of (ore than three (onths
b. $40s are to be floated and finaliHed at Circle le9el. )he appro9ing a+thorit%
3ill be the 1ead of circle.
c. Circles (+st in9ite $40 fro( 3illing parties for eligible territories.
d. )o e9al+ate the short,listed bidders? a Selection co((ittee at Circle
co(prising of three (e(bers 3ill be for(ed for each SSA 3ith the appro9al of
Circle.
Selection Co((ittee at Circle le9el 3ith the appro9al of Circle 1ead
)3o e-ec+ti9es fro( Circle office 3ho 3ill be co((on for all Selection
Co((ittees D G7 @Sales 2 75tg,C7A and 'G7 @FinanceA
4ne (e(ber fro( the concerned SSA , SSA 1ead
e. After e9al+ation b% the selection co((ittee? the reco((endation of the
selection co((ittee shall be appro9ed b% Circle 1ead. !o0 to s+ccessf+l
bidder shall be iss+ed b% the $40 iss+ing a+thorit% 3ith the instr+ction to
s+b(it the re*+isite PBG at the concerned SSA 3ithin 1" da%s ti(e fra(e for
signing the agree(ent. )he contract shall be a3arded for a period of three
%ears to the s+ccessf+l bidder@sA as per the ter(s and conditions stip+lated in
the $40 and in the sales 2 distrib+tion polic% doc+(ent.
f. Selection by committee-
0f no *+alified application is recei9ed against an% franchisee territor% in $40?
(eas+res stated in para [email protected] of section,# (a% also be ta5en if there is no
participation in the $40.
g. BS! reser9es the right to re9ise so(e sections of Sales 2 'istrib+tion polic%
according to change in b+siness en9iron(ent. SSA shall notif% all s+ch
changes to franchisees. Franchisee 3ill be ass+(ed to be in agree(ent 3ith
re9ised nor(s +nless notified to BS! in three 3ee5Es ti(e. An% part% 3ho
3ishes to discontin+e the agree(ent can do the sa(e b% pro9iding a :0 da%s
notice.
Page 10 of 3
CM Sales and Distribution Policy - 2012
h. 0nterested part% (+st deposit $7' of Rs. # la5h for class A territories? Rs. 1
la5h for class B territories and Rs. #"?000;, for class C territories along 3ith
$40. )he $7' 3ill be in the for( of Ban5 G+arantee in fa9o+r of BS! and
9alid for a period of 1&0 da%s fro( the date of $40 opening.
i. BS! reser9es the right to reCect an% application of franchisee for an% reason?
3itho+t liabilit%? the infor(ation pro9ided b% the franchisee; gathered b% BS!
shall beco(e BS!E s propert% e9en if application is reCected and can be +sed
b% BS! in an% (anner it dee(s fit.
C. )he decision of BS! 3ill be final and binding.
9$ 3erms , Conditions :ith ";!
a. $ach franchisee 3ill sign Franchisee Agree(ents at concerned SSA in the
Circle. Franchisee (+st not 3or5 3ith an% other teleco( operator in the
capacit% of an% role related to sales 2 distrib+tion an%3here in 0ndia.
b. All Franchisees sho+ld ha9e 3ell defined geographical area @to be defined
and notified b% SSA;CircleA. )his 3ill be their pri(ar% area and the franchisee
(+st f+lfill all the re*+ire(ents as per the polic% in this pri(ar% area.
c. )he de(arcated area for 3hich the% are appointed sho+ld be the pri(ar%
area for the franchiseeEs operation? and all contract+al obligations and
responsibilities as per franchisee polic% sho+ld re(ain for this pri(ar% area
onl%.
d. Periodic perfor(ance re9ie3 (+st be done and in case of a franchisee not,
(eeting the perfor(ance standards? action sho+ld be ta5en in accordance
3ith GPerfor(ance 7anage(ent S%ste(E section of this polic%.
e. Franchisee is not allo3ed to sell o+tside its pri(ar% area @e-cept in cases
3here the franchisee has been allo3ed to sell in a territor% for a li(ited period
thro+gh a loo5,after arrange(entA. An% 9iolation 3ill be 9ie3ed serio+sl% and
action shall be initiated as per Penalt% Cla+se of this doc+(ent.
f. BS! is free to appoint s+fficient n+(ber of R+ral 'istrib+tors in franchisee
territor% in r+ral areas. R+ral 'istrib+tors 3ill be either ser9ed b% franchisee or
BS! and (a% not be e-cl+si9e to BS!. R+ral 'istrib+torEs net3or5 3ill not
onl% act as retail net3or5 b+t also help franchisee in ser9ing r+ral retailers.
g. Franchisee can appoint an% n+(bers of retailers 3ithin his C+risdiction for sale
of BS! prod+cts and ser9ices per(itted to the(. Franchisee sho+ld ser9e
retailers as 3ell as r+ral distrib+tors at their pre(ises.
h. Franchisee (+st ens+re a9ailabilit% of BS! prod+cts and ser9ices at (ore
than .0F of retail points @(+lti,brand o+tletsA 3hich sell teleco( prod+cts
3ithin their pri(ar% area.
i. $-isting c+sto(er ser9ice centers and all other channels incl+ding e,
distrib+tors? R+ral 'istrib+tors? 'SAs 3ill also 3or5 as sales o+tlet for all t%pe
of ser9ices offered b% BS!. BS! can directl% appoint an% other channel@sA
to distrib+te and sale 9ario+s teleco( ser9ices and prod+cts 3ithin
franchiseeEs pri(ar% area.
C. Franchisee sho+ld ens+re (anning of office at least 1# ho+rs per da% @.:00
A7 to .:00 P7A.
5. BS! reser9es the rights to see5;9erif% financial infor(ation fro( franchiseeEs
Ban5ers;credit pro9iders and an% another so+rces as to carr% o+t other
9erifications.
Page 11 of 3
CM Sales and Distribution Policy - 2012
!$ Loo<-a0ter arrangement-
a. $ligible territories can be gi9en to e-isting franchisee as =!oo5 after territor%>
for a period of three (onths for co(pleting $o0 ; Selection Process. 0f no one
*+alifies the selection process the $ligible territories can be gi9en to e-isting
franchisee as =!oo5 after territor%> for a period of one %ear onl% 3ith signing of
agree(ent and obtaining s+itable ban5 g+arantee. After e-pir% of : (onths of
loo5,after agree(ent? perfor(ance 3ill be e9al+ated b% the Circle ; SSA 1ead
on the basis of achie9e(ent against applicable bench(ar5. 0f c+(+lati9e
achie9e(ent is (ore than or e*+al to bench(ar5 then the territor% (a% be
allotted on reg+lar basis for the balance period i.e. three %ears less the
co(pleted period of loo5ing after.
b. 0n case the perfor(ance of loo5,after territor% is not +pto (ar5 then $40 (a%
be floated i((ediatel% and no f+rther loo5 after e-tension 3ill be gi9en after
e-pir% of one %ear. A ter(ination notice (a% be iss+ed to the loo5ing after
franchisee after si- (onths if his perfor(ance is poor? infor(ing that he 3ill be
ter(inated as soon as a ne3 franchisee is selected thro+gh fresh $40.
c. )he perfor(ance of franchisees @S07 sales and (obile recharge salesA
sho+ld be +sed as criteria to decide allot(ent of G!oo5 after territor%E as
decided b% Circle 1ead.
d. 4ne franchisee can get as (an% as territories as =!oo5 after )erritor%> at an%
gi9en point of ti(e s+bCect to the condition that total territor% incl+ding loo5
after territor% to a franchisee in a Circle;SSA sho+ld not be (ore than
(a-i(+( per(issible territories @as per cla+se, ' of section, #A.
e. )he priorit% for loo5,after arrange(ent 3ill be as follo3:
i. Priority order 1: !oo5 after arrange(ent can be (ade 3ith franchisee?
3hich has been s+ccessf+l to achie9e the prescribed bench(ar5 in his;her
reg+lar territor% in that SSA 3hich is sharing bo+ndaries 3ith the territories
in *+estion.
ii. Priority order 2: 4nl% if no franchisee is fo+nd +nder GPriorit% order 1E?
loo5 after arrange(ent can be (ade 3ith e-isting franchisee 3ho is nearer
to the 9acant territor% in the sa(e SSA and achie9ing the prescribed
bench(ar5 in his;her reg+lar territor%.
iii. Priority order 3: 0f there is no franchisee fo+nd +nder GPriorit% order 1E and
GPriorit% order #E then a franchisee sho+ld be chosen based on CG7Es
discretion and FranchiseeEs conc+rrence.
=$ Migration .olicy 0or e5isting 0ranchisees-
a. $-isting franchises are eligible for (igration in C7 , Sales 2 'istrib+tion
Polic% #01# in the respecti9e territories onl%. )erritor%,3ise perfor(ance
e9al+ation for (igration 3ill be done on the basis of last si- (onths
achie9e(ent in respect of FRC; Plan Bo+cher K RC @C,)4PIP onl%A and c+t
off score is "0F indi9id+all%.
i. )hose 3ho (eet the c+t,off score 3ill be (igrated for three %ears and
ii. Re(aining )erritories of Franchisees 3ill be ran5ed on the basis of
FRC ; Plan Bo+cher 2 C,)4PIP recharge 3ith :0 2 40F 3eightage
respecti9el%. )op &0F perfor(ers 3ill be (igrated for # %ear. Rest
#0F botto( perfor(ers 3ill be re(o9ed? ho3e9er loo5,after for /
(onths (a% be gi9en for these territories d+ring 3hich $o0 3ill be
finaliHed.
b. o change in e-isting territories is allo3ed in (igration process.
c. 0n case $o0 is +nder process for li5el% to be 9acated territor%. 0n s+ch cases
the (igration 3ill onl% be applicable till the finaliHation of $o0 ; signing of
agree(ent.
Page 12 of 3
CM Sales and Distribution Policy - 2012
>$ "5tension o0 agreement
)he e-tension for ne-t t3o %ears @on %ear to %ear basisA can be granted?
pro9ided that the franchisee has been perfor(ing 3ell i.e.? achie9ing the
prescribed bench,(ar5 score d+ring the last one %ear and achie9ing c+t off
score in t%pe A para(eters.
L$ (e4uirements a0ter ";! &..ro+al
a. As (entioned abo9e? selection of the franchisee 3ill be done b% a selection
co((ittee for(ed at Circle le9el for 3hich the franchisee is being selected.
)he $40;agree(ent 3ill be fra(ed; c+sto(iHed b% concerned Circle;SSA
based on pro9isions in this franchisee polic%.
b. PBG @Perfor(ance Ban5 G+aranteeA of:
Rs./ !a5hs for class A territor%?
Rs.# !a5hs for class B territor% and
Rs.1 !a5hs for class C territor%
to be s+b(itted before signing of agree(ent 3ithin 1" da%s of !40.
c. Franchisee shall deposit the aforesaid PBG of said a(o+nt as deter(ined b%
BS! fro( ti(e to ti(e. BS! reser9es the right to forfeit;adC+st;appl% the
said $7';PBG a(o+nt in f+ll or part of an% s+(s d+e fro( the franchisee to
BS! at an% ti(e. Franchisee shall contin+e to be liable for balance? if an%? no
interest 3ill be paid on the deposit. BS! reser9es the right to increase the
a(o+nt of PBG at an% ti(e in its sole discretion 3ith respect to an%;so(e;all
franchisee.
d. After appro9al of $40 b% Circle? the Agree(ent shall be signed b% the SSA?
PBG @Perfor(ance Ban5 G+aranteeA shall also re(ain in concerned SSAs?
Franchisees 3ill be (onitored and s+pported b% SSA. Pa%(ents 3ill be done
fro( SSA @e-cept in case of special sche(es 3here Circle can also (a5e the
pa%(entA.
e. PBG 3ill be treated as sec+rit% deposit and no s+ppl% of (aterial 3ill be
allo3ed against PBG.
f. 7aterial can be iss+ed to franchisees against R)GS or Che*+e on realiHation
of 7one% in BS! acco+nt or against Cash ; 'raft. )he prefer (ode for f+nd
transfer for the franchisees to get (aterial is R)GS.
g. Franchisee (a% open an acco+nt 3ith R)GS;online transfer facilities in the
ban5 in 3hich BS!Es acco+nt is in concerned SSA. Franchisee shall (a5e
pa%(ent to BS! for (aterial s+ppl% preferabl% b% online transfer;R)GS
(ode. An% charges for online transfer or R)GS 3ill be borne b% franchisee.
h. Roll o+t Plan: "0F of the retailers as (entioned in para B of Section 1 sho+ld
be acti9e 3ithin / (onths fro( the date of signing of agree(ent and 100F
retailers sho+ld be acti9e 3ithin : (onths of signing of agree(ent.
M$ Selection criteria 0or 0ranchisee-shi.
a. )he (a-i(+( (ar5s for eligible bidders in selection criteria for selection of
franchisees 3ill be as follo3s:
i $-perience of fir( #0 (ar5s
ii )+rno9er 10 (ar5s
iii Place 1" (ar5s
i9 0nter9ie3 ; Presentation " (ar5s
Page 13 of 3
CM Sales and Distribution Policy - 2012
b. Short listing 3ill be done on the basis of point n+(ber @iA to @iiiA and top three
sho+ld be called for inter9ie3. Final selection 3ill be done based on co(bined
(ar5s.
c. All para(eters are as defined +nder the G$ligibilit% Re*+ire(entsE section.
Place is ascertained as the place 3here fir(;co(pan% is registered @ser9ice
ta- registrationA or 3here it has operations @e-isting shop;officeA for atleast
last t3o %ears or (ore.
N$ Scoring /uidelines 0or Selection Criteria-
a$ "5.erience o0 0irm ?3otal Mar<s- 20@
"5.erience 3elecom
%MC/
Distribution
"lectronic
A"lectrical
a.
F+lfill(ent of 7ini(+( Criteria and +p to
1 %ear in e-cess
14 1# &
b.
Greater than 1 %ears in e-cess b+t less
than # %ears in e-cess
1< 14 10
c Greater than # %ears in e-cess #0 1: 1#
For teleco( e-perience? in case of proprietor fir(? the fir(;proprietor sho+ld
ha9e e-perience of distrib+tion of teleco( ser9ices directl% 3ith an% teleco(
operator. Retailers of 'istrib+tor;'ealer;Franchisee 3ill not get an% credit as
teleco( e-perience. )he e-perience of 'SA; R+ral 'istrib+tor of BS! 3ill be
co+nted as teleco( e-perience. 0n case of partnership fir(? the )eleco(;F7CG
distrib+tion; other e-perience of fir( @not of indi9id+al partnerA as described
abo9e (a% onl% be considered in an appropriate (anner b% the Selection
Co((ittee.
b$ 3urno+er ?3otal Mar<s B 10@
a. F+lfill(ent of 7ini(+( Criteria +p to #0 percent in e-cess /
b
Greater than #0 percent in e-cess b+t less than "0 percent in
e-cess
:
c. Greater than "0 percent in e-cess 10
c$ Place ?3otal Mar<s * 11@
a. Bidder belongs to sa(e S'CA 1"
b. Bidder belongs to sa(e SSA &
c. Bidder belongs to sa(e Circle #
Bidder sho+ld ha9e registration of ser9ice ta- or operational area 3ithin sa(e
S'CA; SSA; Circle as the case (a% be.
d$ !nter+ie: A .resentation before the selection co((ittee
?3otal Mar<s * 1@
e$ Selection 3ie-Brea<er- )he franchisee 3ith the highest (ar5s o+t of "0
sho+ld be selected. 0n case of a tie? preference sho+ld be gi9en in the order of
higher score for GPlaceE? G$-perienceE and lastl% G)+rno9erE.
Page 1' of 3
CM Sales and Distribution Policy - 2012
Section '- 3arget Setting and Per0ormance Management
'$1 3arget Setting-
)argets 3ill be assigned b% Circle to SSAs and thereafter SSA 3ill assign
franchisee,3ise rolling target. $ach SSA sho+ld set the rolling targets for C7
prod+cts for ne-t t3o calendar (onths on 9ario+s para(eters as defined belo3
on or before the #"
th
of pre9io+s (onth. 0n case of holida%s? it sho+ld be
co((+nicated on or before last 3or5ing da% before the #"
th
.
'$1$1 Parameters 0or Setting o0 SS& 3arget$
a %(C A Plan
8oucher
Gross connections @S07 acti9ationsA SSA 3ise and
Franchisee 3ise
b (C Recharge sales D SSA 3ise and Franchisee 3ise
c
P;S
Acti9e Retailer : !oading FRC ; P!A B4IC1$R
Acti9e Retailer : !oading RC
d CDM& Sale targets for other Cons+(er 7obilit% prod+cts D C'7A
e Ci-M&# Sale targets for other Cons+(er 7obilit% prod+cts D Li,7AM
)argets 3ill be assigned b% Circle to SSAs and thereafter SSA 3ill assign
franchisee,3ise target for abo9e areas; fields.
Circles 3ill assign targets to SSAs on (onthl% basis for the follo3ing based on:
(a) %or /SMD CDM& and Ci-ma5 connections:
)he target a(ong SSAs (a% be apportioned on the basis of , )%pe of
territor%? total n+(ber of B)S @#G K /GA in SSA in pre9io+s (onth?
(ar5et potential? co(petition? desire gro3th etc.
(b) %or recharge:
Recharge targets (+st be apportioned a(ong SSAs as per total no. of
acti9e prepaid connection? ARPI in the pre9io+s (onth pl+s other
i(portant para(eters li5e potential of the area? +rban,r+ral (i- ind+str%
gro3th rate etc.
(c) %or P;S :
Based on n+(ber of B)S
'$1$2 Parameters 0or Setting o0 %ranchisee 3arget$

SSA 1ead 3ill allocate connections at least on the last %ear percentage share b%
franchisees in SSA 2 recharge target a(ong franchisees on (onthl% basis based
on n+(ber of B)S and class of territories. Re(aining target 3ill be allocated to
other channels;sales partners.

aA For connections:,
"0F of target as per class of territor%
"0F of target as per total n+(ber of B)S in territor%
As an ill+strati9e e-a(ple?
SSA target J 1"000
!et &0F of (onthl% target of SSA J 1#000
!et there be 1 territor% each of class A? B and C
)arget to be allocated as per territor% class J "0F of 1#000J:000
A9erage per territor% J #000
)he 3eight age for A? B and C t%pe territor% 3o+ld be 1./? 1 and 0.< respecti9el%.
Page 11 of 3
CM Sales and Distribution Policy - 2012
'istrib+ted target 3o+ld be for )%pe A #:00
For t%pe B #000 and for )%pe C 1400
Re(aining :000 connections target (a% be allocated in proportion to n+(ber of
B)S in the territor%.
bA For recharge:,
SSAs (a% f+rther apportion the recharge target as per n+(ber of B)S and class
of territor%.
cA For P4S:
SSA sho+ld ens+re that the targets set b% BS! corporate office for acti9e
retailers loading RC and acti9e retailers loading FRC ; Plan Bo+cher is (et
progressi9el%. SSA 3ill assign target for acti9e retailers loading RC and acti9e
retailers loading FRC ; Plan Bo+cher to franchisee based n+(ber of B)S;
potential as gi9en belo3:
i. +(ber of retailers loading RC atleast & per B)S
ii. +(ber of retailers loading FRC ; Plan Bo+cher atleast / per B)S
dA Apart fro( these targets for an% other prod+cts fro( other b+siness +nits shall be
set b% concerned b+siness +nits ho3e9er franchiseeEs perfor(ance re9ie3 (a%
not consider achie9e(ent against those targets.
'$2 Per0ormance Management- $ach SSA (+st cond+ct a re9ie3 (eeting in first 3ee5
of e9er% calendar (onth 3here each franchiseeEs perfor(ance in pre9io+s (onth
(+st be e9al+ated. $ach Circle (+st cond+ct a re9ie3 (eeting e9er% *+arter to
re9ie3 the sa(e. )his (eeting (+st be cond+cted 3ithin fifteen da%s of *+arter
ending.
&..ointment o0 (e+ie: committees-
i. $ach SSA (+st appoint a perfor(ance re9ie3 co((ittee of at least three
e-ec+ti9es 3hich (+st consist of SSA 1ead and SSA Sales 1ead @7obilit%A and
Retailer 7anager Coordinator @R7CA. Franchisee (anager of partic+lar
franchisee sho+ld also be part of re9ie3 disc+ssion for that franchisee.
ii. For Circle le9el re9ie3s? Circle sho+ld appoint a re9ie3 co((ittee for each SSA
+nder chair(anship of G7@Cons+(er 7obilit%A. $ach co((ittee 3ill ha9e three
e-ec+ti9es incl+ding chair(an fro( Circle @co((on for each SSAA and SSA
1ead of concerned SSA.
Leightage for targets for e9al+ating perfor(ance
Para(eters Leightage
)%pe A Para(eters
FRC ; Plan Bo+cher 4"F
RC 1"F
P4S 1"F
)%pe B Para(eters
F of CAF for(s s+b(itted 1"F
Percentage of recharge sales 9ia C,)4PIP 10F
)otal 100F
Bench Mar< Score 10E
ote: FRC ; Plan Bo+cher incl+de ne3 connections of GS7 ; C'7A ; Li,
7AM.
Page 12 of 3
CM Sales and Distribution Policy - 2012
Reg+lar perfor(ance (eas+re(ent and e9al+ation of franchisee perfor(ance
needs to be done as follo3s:
)he perfor(ance for each franchisee sho+ld be e9al+ated (onthl% b% SSA
re9ie3 co((ittee on the bases of abo9e g+idelines. 0t sho+ld be noted that all
e-isting territories of the franchisee sho+ld be aggregated 3hile calc+lating the
c+(+lati9e perfor(ance score as described abo9e. 0n case the franchisee has
territories across (+ltiple SSAs? each SSA (+st pro9ide the perfor(ance inp+ts
to the Circle 3ho sho+ld co(pile the franchisee perfor(ance score. SSA (+st
co((+nicate the (onthl% perfor(ance inp+ts to franchisee so that he can
i(pro9e.
iii. (e+ie: Process at SS&- For the p+rpose of (onthl% re9ie3s 9ario+s
para(eters? their scoring and c+t,offs are gi9en in table belo3
7a-i(+( score on an% para(eter 3ill be li(ited to 100F.
C+t,off scores can be +p3ardl% re9ised b% Circle re9ie3 co((ittee 3ith at least
:0 da%s notification to franchisees. Apart fro( the para(eters listed abo9e?
re9ie3 co((ittee sho+ld disc+ss abo+t an% other co(plaints recei9ed abo+t the
franchisee and 3arnings ; (onetar% fines co+ld be iss+ed ; i(posed. SSA
co((ittee (+st prepare a scorecard for each franchisee before (onthl% re9ie3
(eeting. )he scorecards for three (onths sho+ld be sent for Circle le9el re9ie3
each *+arter.
i9. (e+ie: Process at CircleASS&- Re9ie3 co((ittee at Circle sho+ld cond+ct a
re9ie3 of each franchisee e9er% *+arter. Score cards for this re9ie3 shall be
f+rnished b% SSAs in ti(e for the re9ie3. Circle 3ill prepare a c+(+lati9e
scorecard based on target achie9e(ent in the pre9io+s *+arter. Circle can
re9ie3 perfor(ance of franchisees in bet3een the *+arterl% re9ie3 period also
@especiall% in cases 3here the franchisee has not been (eeting perfor(ance
targetsA and ta5e action as described belo3.
9. (e:ards- $9er% *+arter? Circles can re3ard the top fi9e franchisees in the
Circle. Both t%pe GAE and t%pe GBE para(eters sho+ld be considered for a3ard
consideration.
Page 1 of 3
Parameter ?measured on
monthly basis@
Scoring
Cut-;00
Score
1
Gross Connections GS7? C'7A?
Li,7AM
F of target achie9ed in
each prod+ct
N"0F
#
Re9en+e; Recharge sales GS7;
C'7A; Li,7AM in (onth
F of target achie9ed in
each prod+ct
N"0F
/
o. of retailers billed in (onth
thro+gh BS! specified s%ste(
F of target achie9ed N"0F
4 F of CAF for(s s+b(itted
o. of CAF s+b(itted
3ithin specified ti(e
fra(e as a ratio of o.
of acti9ations 3ithin
FranchiseeEs net3or5
N.0F
"
F of Recharge sales 9ia C,)4PIP
o+t of total recharge sale
F of target achie9ed N:0F
CM Sales and Distribution Policy - 2012
9i. Conse4uences 0or Poor Per0ormance- An% franchisee 3ho does not (eet the
c+toff score on an% para(eters @t%pe A or t%pe BA beco(es liable for penalt% as
per the cla+se 4 @aA in section ".
9ii. Per0ormance based termination- An% franchisee 3ho does not (eet the c+t,off
score on c+(+lati9e target achie9e(ent d+ring past three (onths on t%pe GAE
para(eters 3ill beco(e eligible for ter(ination. Circle re9ie3 co((ittee then
has the right to ter(inate an% franchisee that is eligible for ter(ination b% gi9ing
a /0,da% notice. )otal n+(ber of ter(inations based on *+arterl% perfor(ance
re9ie3 in an% (onth sho+ld not e-ceed "F of total Circle franchisees. 4nl%
franchisees 3ho ha9e been acti9e in all si- (onths sho+ld be considered for this
e-ercise. An% franchisee ind+cted in past si- (onths 3ill not be considered for
this e-ercise. All franchisees 3ill be gi9en /0 da%s notice to 3ind +p operations.
1o3e9er (onthl% re9ie3 for the franchisees 3ho ha9e been ser9ed a otice of
)er(ination 3ill happen for ne-t (onth as per the process o+tlined abo9e and
an% (onetar% penalties 3ill still be applicable on non,perfor(ance. Circles (+st
co(plete the process of appointing ne3 franchisee and hand,o9er
arrange(ents 3ithin .0 da%s. Franchisees 3ho are ter(inated 3ill not be
eligible to bid for an% franchisee $40 for an% territor% for the ne-t t3o %ears.
Circle;SSA (a% +se loo5,after arrange(ent in these 9acant territories.
9iii. (e-demarcation o0 territory- BS! reser9es the right to redefine territories in
cases 3here franchisee has not (et the perfor(ance criteria @defined abo9e in
this polic%A for a period of (ore than three (onths.
i-. Con0identiality- All data collected or generated d+ring the re9ie3 process at
SSA or Circle le9el sho+ld be treated as confidential. 0t can be disc+ssed 3ith
franchisees ho3e9er no data related to other franchisees sho+ld be gi9en to an%
franchisee. Access to this data sho+ld also be restricted to onl% co(petent
a+thorities as decided b% Circle 1ead or SSA 1ead.
Page 16 of 3
CM Sales and Distribution Policy - 2012
Section 1- Discounts , Commissions 0or %ranchisee
i. )otal co((ission ; disco+nt pa%able to franchisee channel
@Franchisee? R+ral 'istrib+tors and RetailersA on 9ario+s prod+cts 3ill be
anno+nced b% BS! on introd+ction of ne3 prod+ct and (a% be re9ised or
discontin+e b% BS! as per the changes in b+siness en9iron(ent.
ii. )he franchisee co((ission and disco+nt is being anno+nced as and
3hen ne3 prod+cts are being la+nched b% Prod+ct and Pricing +nit of
Cons+(er 7obilit%.
iii. For Cons+(er fi-ed Access prod+cts the e-isting
Co((ission;'isco+nt shall be applicable and for cons+(er (obilit% latest
circ+lars of Prod+ct 2 Pricing cell of C7 cell (a% be referred.
i9. Franchisee (+st pass on part of the disco+nt;co((ission to retailers;
R's as described in Anne-+re,$. )hese fig+res are the (ini(+( share
3hich franchisee (+st pass on to retailers; R's.
a. Lhere9er retailers are being ser9ed thro+gh =RIRA! '0S)R0BI)4R>?
franchisee has to pass on at least .0F of the franchisee
co((ission;disco+nt to r+ral distrib+tor o+t of 3hich <"F 3ill be passed b%
R's to retailers on Recharge ; C,)4PIP.
b. For postpaid connections? the disco+nt;co((ission 3ill be gi9en in t3o
steps +nless specified other3ise:
"0F on s+b(ission of CAF
"0F after pa%(ent of first bill b% the s+bscriber
c. All other clai(s (a% be s+b(itted on (onthl% basis. BS!Es designated
nodal officer to 9erif% and sign the clai( and for3ard it to the Acco+nts
'epart(ent. Pa%(ent sho+ld be (ade 3ithin # 3ee5s of the receipt of
clai(.
d. Pa%(ent 3ill be fro( SSA 1ead O+arter preferabl% thro+gh $CS ; 'irect
credit to acco+nt or che*+e. SSA 3ill gi9e a detailed report regarding
pa%(ent of all clai(s to franchisee on (onthl% basis to Circle office.
;$ Penalty-
a$ Conse4uences 0or Poor Per0ormance: An% franchisee 3ho does not
(eet the c+toff score on an% para(eters @t%pe A or t%pe BA beco(es liable
for penalt% as per the table gi9en belo3:
Penalt% Str+ct+re for Franchisees
Class of
)erritor%
7onth 1 # / 4 " :
0ss+er SSA SSA CircleF SSA SSA Circle
PBG in
Rs.
Larning
Strong
Larning
Base
monetary
.enalty
7onetar%
penalt% of
110F of
col. /
7onetar%
penalt%
of 1#"F
of col. /
7onetar%
penalt%
of 1"0F
of col. /
A /00000
B #00000
C 100000
P Base monetary Penalty +pto #."F of PBG based on 3eightage defined for
9ario+s para(eters of targets for e9al+ating perfor(ance (a% be decided b%
Circle 1ead.
Page 17 of 3
CM Sales and Distribution Policy - 2012
b$ &ction against Cross-selling: 0f franchisee fo+nd to be in9ol9ed in cross
selling:
@iA 1
st
offence e-planation of the franchisee to be called gi9ing ten da%s ti(e
to s+b(it response. C,)4PIP n+(ber of all s+ch retailer to be
disconnected +nder inti(ation to franchisee? if either no repl% is recei9ed
or the e-planation of franchisee is not satisfactor%.
@iiA #
nd
offence:, $-planation of the franchisee to be called gi9ing ten da%s
ti(e to s+b(it response. C,)4PIP n+(bers of all s+ch retailers to be
disconnected +nder inti(ation to franchisee? if either no repl% is recei9ed
or the e-planation of franchisee is not satisfactor% and also their balance
is to be forfeited.
@iiiA /rd offence and be%ond:,C,)4PIP n+(bers of all s+ch retailers to be
disconnected +nder inti(ation to franchisee? and their balance 3ill be
forfeited K Rs./000;, penalt% per retailer.
P$ /eneral 3erms , Conditions
a. Lhene9er an% ne3 prod+cts are la+nched? a separate co((+nication 3ill
follo3 on the applicable disco+nt;co((ission rate.
b. Franchisees (a% be gi9en right to 9ie3 Franchisee portion of Sancharsoft?
3hich the% are s+pposed to 9ie3 periodicall% and ta5e necessar% actions.
c. BS! reser9es the right to change the ter(s of trade fro( ti(e to ti(e 3ith
notice period of /0 da%s.
d. BS! reser9es the right to 3ithhold or dela% the disco+nt;co((ission for the
Franchisees in case of an% pending disp+tes in (atters relating to acti9ations
or cancellations.
e. 0n case of disp+te arising bet3een the Franchisee and BS!? the sa(e shall
be adC+dicated b% the Circle 1ead or an% official appointed b% the Circle
1ead.
f. )he co(pan%Es decision 3ill be final on all (atters relating to the b+siness
and 3ill be binding on the Franchisee.
g. 0t 3ill be the Co(pan%Es endea9or to (a5e the pa%(ent to the Franchisees as
per the sched+le? ho3e9er this (a% stretch be%ond the sched+led ti(e onl% in
case of dela%s in getting clai(s fro( the Franchisees or in case of incorrect
clai(s.
h. )he pa%(ent to the Franchisees 3ill be (ade thro+gh a che*+e ; $CS after
ded+cting applicable ta-es.
i. All Franchisees 3ill report to SSA 1ead thro+gh the nodal officer appointed b%
hi(.
C. All ta-es present 2 F+t+re additional? ta-es ;!essees; d+ties etc th+s (a% be
le9ied b% the go9t. ; !ocal a+thorities etc. 3ill be to the franchisee a;c.
5. )he Franchisee shall co(pl% 3ith all applicable la3s? b%e !a3s r+les?
reg+lations? orders? directions notifications etc of the Go9t.; Co+rt;)rib+nals
and shall also co(pl% 3ith all directions iss+ed b% BS! and pro9ide BS!
3ith all infor(ation and cooperation that BS! (a% reasonabl% re*+ire fro(
ti(e to ti(e.
l. )he franchisee has to f+ll% cooperate 3ith BS! to in9estigate an% co(plaint
fro( the p+blic? retailers or BS!Es sales tea(s.
(. Franchisee shall be liable for all pa%(ents of 3ages? Salar% etc to its
e(plo%ees 2 shall co(pl% 3ith all stat+tor% la3s? r+les? relating to
e(plo%(ent? 3ages? PF? 0'? act etc.
Page 20 of 3
CM Sales and Distribution Policy - 2012
n. )he Franchisee shall f+ll% inde(nif%? depend 2 hold BS! har(less fro( and
against all clai(s? !iabilit%? !osses or da(ages reco9eries? proceedings?
actions? 6+dg(ents costs? charges 2 e-penses 3hich (a% be (ade or
bro+ght or co((ences against BS! or 3hich BS! (a% or (a% ha9e to
bear? pa% or s+ffer directl% or indirectl% in connection 3ith an% breach
FranchiseeEs agree(ent b% franchisee or its agents? e(plo%ees? offices.
o. BS! Shall not be liable for an% act of disco+nt;co((ission or o(ission of
an% third part%.
p. '+ring the c+rrenc% of agree(ent? franchisee 3ill not be per(itted to pro9ide
ser9ices to an% other teleco( ser9ice pro9ider.
*. )hat franchisee shall displa% pro(inentl% the infor(ation prescribed b% BS!
fro( ti(e to ti(e 2 3ill displa% a signboard? of siHe decided b% BS!?
indicating the na(e 2 logo;Brand na(e of BS! as (a% be prescribed b%
BS!.
r. )hat franchisee shall pa% all d+es 2 o+tstanding to BS! d+ring the c+rrenc%
of assess(ent or on ter(ination of the agree(ent as the case (a%? e9en if
an% disp+te is pending bet3een the franchisee 2 BS!. )he sa(e shall be
adC+stable b% the Circle 1ead or official appointed b% Circle 1ead.
s. )he franchisee 3ill ha9e to abide b% the polic% r+les? reg+lations 2 instr+ctions
of BS! as re9ised;(odified fro( ti(e to ti(e? 3itho+t an% prior notice to the
franchisee in respect of all (atters incl+ding sec+rit% deposit ; PBG?
disco+nt;co((ission pa%able to the franchisee etc.
t. Franchisee (+st enter list of (aterial recei9ed? sold and a9ailable 3ith hi(
and all his retailers on a dail% basis thro+gh BS! Dspecified 0) s%ste(.
+. PBG shall be forfeited if ne3l% appointed franchisee does not start b+siness
3ithin :0 da%s.
9. Franchisee 3ho ha9e not (igrated or s+rrender franchisee,ship? the cost of
the prod+cts a9ailable 3ith hi( and losses to BS! shall be reco9ered fro(
PBG.
3. Franchisee (a% s+rrender his franchisee ship b% gi9ing :0 da%s notice? S+ch
Franchisee shall not be eligible for participating in the $o0 process for ne-t t3o
%ears in circle
-. PBG shall be ref+nded after adC+sting d+es ; clai(s if the franchisee has
s+rrendered his territor% 3ith (+t+al consents.
%. 0n case of ter(ination of franchisee,ship on perfor(ance based the penalt%
and other d+es shall be reco9ered fro( PBG and rest be ref+nded bac5.
Page 21 of 3
CM Sales and Distribution Policy - 2012
e-Distributor Policy 2012
BS! is ser9ing c+sto(ers thro+gh Franchisees; R+ral 'istrib+tors; 'SAs; Retailers in
the defined geographical area. )o ser9e the c+sto(ers thro+gh 0nternet and or thro+gh
5ios5s? A)7s and other retail chains? there is a need to appoint Circle !e9el ; 0nternet
4ption franchisees and 3ill be 5no3n as e,'istrib+tors$
Sco.e o0 :or<- e,'istrib+tors ha9e to sell of e,Recharge ; C,)4PIP 9al+e thro+gh
P4S;S7S;0)$R$) or an% other (ean as decided b% BS!. 4ther ser9ices li5e bill
pa%(ent ; sale of other prod+cts etc. as decide b% BS! ti(e to ti(e. )he e,'istrib+tors
3ill sell prod+cts thro+gh @iA 0nternet option or thro+gh @iiA $stablished Retail et3or5
preferabl% fir( ha9ing agree(ent 3ith $-cl+si9e Retail Chain li5e Ban5? Go9t;PSI Itilit%
bill pa%(ent centres? etc. 3itho+t dist+rbing e-isting franchisee net3or5.
Selection o0 e-Distributors
1$ )hese e,'istrib+tors 3ill be selected on non,e-cl+si9e basis. For 3hich the
eligibilit% conditions shall be displa%ed pro(inentl% o9er corporate 3eb,site on an
open ended basis. 0nterested and eligible co(panies; fir(s shall s+b(it their offer
on an% 3or5ing da% to S27,C7 Cell BS! Corp. 4ffice? 3hich? in t+rn 3ill
scr+tiniHe the applications. S+ccessf+l fir(s shall be declared e(panelled in BS!
as e,'istrib+tor and agree(ent shall be signed at Circle le9el e-cept for 0nternet
option. Agree(ent for 0nternet option shall be signed at concerned odal Circle
le9el @0n all fo+r HonesA? as decided b% S27 cell.
2$ )he initial period of agree(ent shall be for / %ears. )he perfor(ance 3ith
bench(ar5 of "0F of RC sale 3ill be e9al+ated e9er% %ear to ha9e contin+it% for
three %ear.
3$ 3he eligibility criteria- An% proprietorship fir(? partnership fir(s or co(pan% of
0ndian origin f+lfilling follo3ing criteria are eligible to appl%.
&$ 3urn o+er- )+rno9er of the applicant sho+ld be:
a. Circle !e9el e,'istrib+tor Rs." Crores
b. 0nternet 4ption @All 4 QonesA Rs.10 Crores
)he t+rno9er sho+ld be 9erifiable thro+gh the latest a+dited P2! acco+nt.
F+rther? a cop% of inco(e ta- ret+rn sho+ld also be s+b(itted along 3ith.
B$ "5.erience $ither a (ini(+( of one %ear in last three %ears 4R ha9ing less
than one %ear e-perience b+t ha9ing s%ste( ; process in place for pro9iding
s+ch a ser9ice :,
i. )he bidder (+st ha9e e-perience in distrib+tion of (obile recharge
thro+gh retail net3or5 +sing electronic s%ste( or thro+gh retail Point of
Sales )er(inals in 0ndia of an% teleco( operators.
4R
ii. 'istrib+ting ser9ices electronicall% for ban5s or an% go9ern(ent
organiHation; PSI; large retail chains.
4R
iii. For 0nternet 4ption bidder (+st ha9e e-perience of b+siness of e,
co((erce or (,co((erce.
4R
i9. Lor5ing e,P0 franchisee of BS! can also appl% for territor% +p,
gradations i.e. fro( Circle option to 0nternet 4ption.
4R
9. $-isting BS! franchisee can also appl% s+bCect to s+rrendering of its
pri(ar% franchisee ship fro( all the locations before signing agree(ent.
Page 22 of 3
CM Sales and Distribution Policy - 2012
Applicants 3ill be re*+ired to s+ppl% an e-perience certificate ; r+nning
contract fro( the concerned agenc% to 3hich the applicant has been
pro9iding ; is pro9iding the said ser9ices.
'$ Processing %ee- A non ref+ndable application processing fee of Rs."?000;, shall
be charged fro( the applicants.
1$ PB/ @Perfor(ance Ban5 G+aranteeA to the t+ne of follo3ing a(o+nts shall also be
ta5en before agree(ent:
i. Circle !e9el e,'istrib+tor , Rs.1 !a5hs ; Circle
ii. 0nternet 4ption @each QoneA , Rs.# !a5hs ; Qone
Perfor(ance Ban5 G+arantee shall be forfeited if a fir( does not start the
b+siness 3ithin : (onths of signing of agree(ent or fails to carr% o+t the
(ini(+( b+siness of / crore of RC sale d+ring the %ear.
2$ &rea o0 o.eration- e,'istrib+tors sho+ld be one or co(bination of belo3:
aA 0nternet 4ption All 4 Qones @orth? So+th? $ast 2 LestA
e,'istrib+tor ha9e to sign agree(ent in all fo+r Hones.
)he e,'istrib+tor shall sell 9al+es thro+gh 0nternet; (obile access
across the Hones.
)he% cannot distrib+te the prod+ct b% an% other (eans.
bA Retailer Based : $-cl+si9e Retail et3or5 @other than general retailersA
Circle !e9el e,'istrib+tor
$ Retailers of the e,'istrib+tors (a% be gi9en free S07s and the S7S sent to the
short code of e,'istrib+tor shall be (ade free. 1o3e9er? no other concessional tariff
or freebies be gi9en.
6$ Discount A Commission- &"F of Pri(ar% FranchiseeEs 'isco+nt ; Co((ission?
s+bCect to (a-i(+( 4."F.
7$ Sales 3arget-
i. Circle !e9el e,'istrib+tor Rs.#" !a5hs ; 7onth ; Circle
ii. 0nternet 4ption @each HoneA Rs.#" !a5hs ; 7onth
10$ (oll out Plan
)he penalt% cla+se? as specified in cla+se 11 on acco+nt of non,co(pliance to
targets as specified in Cla+se . abo9e 3ill co(e into effect fro( the start of the
fo+rth (onth fro( the date of signing of the agree(ent.
11$ Penalty-
0. 4n non,co(pliance to the targets as specified at cla+se . abo9e? a penalt% 3ill
be i(posed on the e,'istrib+tor. )he details and (ethodolog% of i(posing the
penalt% is defined belo3:
a. )he i(position of penalt% 3ill co(e into force fro( the start of the fo+rth
(onth fro( the date of signing of the agree(ent.
b. )he penalt% 3ill be calc+lated as a percentage of the short fall in the
achie9e(ent of target. )hese percentages co+ld be as +nder:
A. 0.1F penalt%: on short achie9e(ent of target fro( 4 to : (onths.
B. 0.#F penalt%: on short achie9e(ent of target fro( < (onths on3ard.
ote: CG7s (a% rela- the abo9e penalt% for e-cl+si9e channels of e,
'istrib+tors in case of single tie,+p. e.g. ban5; 4rganiHed Retail Chain;
Ser9ice Centre Agents @SCAsA etc.
00. Cross Selling- 0f e,'istrib+tor fo+nd in9ol9ed in cross selling? shall be Blac5,
listed.
Page 23 of 3
CM Sales and Distribution Policy - 2012
12$ 3ermination- @1A )he e,'istrib+tors (a% be ter(inated if not fo+nd 3or5ing for si-
consec+ti9e (onths. PBG shall be ret+rned? once the d+es in relation to pending
penalties are cleared. or @#A fails to carr% o+t the (ini(+( b+siness of / crore of
RC sale d+ring the %ear.

13$ "5tension-
e,'istrib+tor shall re*+est to the concerned Circle; nodal Circle for e-tension of
its contract 3ell in ad9ance fro( the end date of its contract.
)he agree(ent shall be e-tended for 3illing e,'istrib+tors on %ear,to,%ear basis
for a period of t3o %ears b% concerned Circle; nodal Circle? s+bCect to condition
that
0. Achie9e(ent of the sales targets d+ring pre9io+s %ear 2
00. e,'istrib+tor has paid applicable penalt% in f+ll for short achie9e(ents.
1'$ "5it clause-
0f e,distrib+tor does not 3ant to 3or5? he (a% gi9e :0 da%s notice in ad9ance and
e-it. 0n s+ch cases? the PBG shall onl% be ret+rned? once the d+es in relation to
pending penalties are cleared.
11$ Migration:
$-isting 3illing e,P0 franchisees 3ith a circle t+rno9er;b+siness of Rs."0 lacs
allo3ed to (igrate for circle option and for +pgrading to All 0ndia 0nternet
option needs to appl% fresh.
PBG (a% be +pdated accordingl% and ne3 agree(ent 3ill be signed.
12$ Minimum Purchase- 0n order to a9oid fre*+ent and s(all *+antit% p+rchase
re*+isitions fro( e,'istrib+tors? a (ini(+( order *+antit% (a% be specified for
each t%pe of e,'istrib+tor.
e,distrib+tor 3ill b+% at a ti(e (ini(+( p+rchase of:
i. Circle !e9el e,'istrib+tor Rs.1 la5h ;Circle
ii. 0nternet 4ption @each HoneA Rs.1 !a5h;Qone
0t is preferable that all the transactions are carried o+t thro+gh R)GS.

1$ (ole o0 Nodal Circle:
odal Circles 3ill be o9erall responsible for i(ple(entation of the polic% and its
s+ccess. )he 3or5 of apportioning the re9en+e as per recharge b% e,distrib+tor
@0nternet 4ptionA and transfer of the f+nd to concern Circles 3ill be responsibilit% of
odal Circle.
ote: 0n case apportion(ent of re9en+e is not possible then re9en+e 3ill be
apportioned a(ong concern circles in ratio of recharge re9en+e of the
circles.
odal Circle for Qone 3ill be concern circle in the Hone as belo3:
i. 1%derabad @Andhra Pradesh )eleco( CircleA So+th Qone
ii. Chandigarh @P+nCab )eleco( CircleA orth Qone
iii. P+ne @7aharashtra )eleco( CircleA Lest Qone
i9. 8ol5ata @Lest Bengal )eleco( CircleA $ast Qone
Page 2' of 3
CM Sales and Distribution Policy - 2012
DS& Policy 2012
1$ Sco.e o0 the Cor<
)he 'irect Selling Agent shall (ar5et and sell all BS! Prod+cts and Ser9ices to
c+sto(ers at their door steps.
2$ Selection o0 DS&s
1. Selection of 'SAs 3ill be done b% SSA 1ead
#. )he initial period of agree(ent shall be for / %ears.
/. $ligibilit% Criteria: An% person 3illing to ser9e c+sto(ers; prospects at their
pre(ises and f+lfilling follo3ing criteria are eligible to appl%.
A. )+rn o9er : o (ini(+( t+rno9er is re*+ired
B. Age : 1& Rrs
C. !ocal Resident : Residing in Area for (ore than 1 %ear.
4. Sec+rit% 'eposit: Ref+ndable Sec+rit% 'eposit of Rs."00;, @R+pees fi9e
1+ndred onl%A @o sec+rit% deposit fro( retired BS!;'4) e(plo%ee; co,
operati9e societies and spo+se of BS!; 'o) e(plo%eeA
". Area of 4peration: 3ithin SSA.
:. 'SAs 3ill be gi9en free C,)4PIP S07 3ith applicable concessional tariff and
freebies.
<. Acti9ation S07: BS! (a% gi9e acti9ation S07 to 3illing 'SAs after ta5ing
additional sec+rit% deposit of Rs./000;, per S07.
&. Berification of credentials of ne3 c+sto(ers.
a. Berification of credentials of ne3 c+sto(ers D Berification of P0A @photo?
identit% and addressA of ne3 c+sto(er to be done as per the 9ario+s
g+idelines iss+ed b% 'o) and BS! fro( ti(e to ti(e. 'SA 3ill be
responsible for the 9erifications done b% hi(.
b. )he 'SA shall obtain fro( c+sto(ers;s+bscribers s+ch doc+(ents as
prescribed fro( ti(e to ti(e b% BS!.
.. 'isco+nt ; Co((ission: Franchisee disco+nt; co((ission 3ill be shared
a(ong 'SAs as per )able 000 of Anne-+re,$.
10. Sales )arget: Shall be co((+nicated b% SSA on (onthl% basis.
11. )er(ination: 0f not fo+nd acti9e for si- consec+ti9e (onths? the 'SA (a% be
ter(inated after iss+e notice and see5ing e-planation.
1#. $-tension;7igration: SSA 1ead (a% e-tend ; (igrate agree(ent on %ear,to,
%ear basis for a period of t3o %ears 3ith the 'SA on (+t+all% agreed ter(s
for the acti9e 'SAs. )he decision of BS! shall be final in regard to the grant
of e-tension.
Page 21 of 3
CM Sales and Distribution Policy - 2012
(ural Distributor Policy 2012
Policy 0rame:or< o0 (ural Distributors ?(Ds@
R+ral distrib+tors 3ill cater to r+ral area co9ered b% appro-i(atel% " B)Ss. $ngage(ent
of these distrib+tors 3ill be thro+gh a co((ittee constit+ted b% the SSA 1ead. )he
co((ittee 3ill reco((end s+itable persons;agenc% fro( a(ongst 3or5ing F7CG
distrib+tors;retail shop 4R an% other s+itable person of the area. Based on
reco((endation of co((ittee? R's 3ill be selected b% the SSA 1ead.
Conce.t o0 (ural distributors-
R+ral distrib+tors (a% 3or5 on non,e-cl+si9e basis i.e.? the% (a% also sell
prod+cts of other operators.
R+ral distrib+tors 3ill be assigned an e-cl+si9e area of 4," B)S sites 3ithin one
franchisee territor% s+ch that the% handle total t+rno9er of appro-i(atel% Rs."
!a5hs;7onth.
)he territor% of R+ral 'istrib+tor sho+ld be designed in s+ch a (anner that
(a-i(+( distance to be ser9ed b% R+ral 'istrib+tor is less than 1" 5(.
R+ral distrib+tors (+st be residents of one of the 9illages of the area 3hich the%
are ser9ing so that the% ha9e good 5no3ledge of local conditions and local (ar5et.
)he% are able to p+sh the prod+ct deep into the (ar5et d+e to their personal
relations 3ith local people.
R+ral distrib+tors directl% ser9e the retailers and the% do not ha9e an%
e(plo%ee@sA. )he% 3ill pri(aril% be ser9ed b% e-isting franchisee of that area. 0n
case? the franchisee fails to ser9e? the R' 3ill be ser9ed b% BS! directl%.
Retailer;P4S in the area of R' 3ill be (anaged b% R+ral 'istrib+tors and
franchisee 3ill ha9e no direct role to pla% in that area.
DiscountA Commission structure- Franchisee 'isco+nt; Co((ission 3ill be shared
a(ong R's; Retailers as per )able D0 of Anne-+re,$
R's 3ill get graded incenti9e on acti9ation per (onth
7ini(+( 100 Rs.1000;,
101 to "00 Rs./;, per Acti9ation
"01 to 1000 Rs.4;, per Acti9ation
7a-i(+( Pa%able graded incenti9e Rs.#"00;,
ote:
1. )he incenti9e 3ill be pa%able after the end of the (onth 2 deposition of
the CAF.
#. Retailer retention incenti9e per (onth s+bCect to (ini(+( " n+(bers of
FRC ; Plan Bo+cher and recharge sale of Rs."?000;, b% retailer in the
(onth @as per Sancharsoft data onl%A 3ill be as follo3:
Franchisee , Rs.10;,
R+ral 'istrib+tor , Rs.1";,
Ser+ice to (ural Distributor ?(Ds@
R's 3ill be ser9ed b% the )erritor% Franchisee at his doorstep.
0f )erritor% Franchisee does not ser9e the R's properl% then R's 3ill be ser9ed
b% BS! directl%. SSA 1ead 3ill (a5e s+itable arrange(ent for (aterial deli9er%
to R's is s+ch case at his doorstep.
Page 22 of 3
CM Sales and Distribution Policy - 2012
)erritor% Franchisee 3ill collect all CAFs fro( R's and 3ill pro9ide the( S07 as
3ell as Recharge Co+pon;C,)4PIP.
R's 3ill (a5e pa%(ent at the ti(e of deli9er% of stoc5. 1o3e9er? the% sho+ld
(a5e the re*+isition to the territor% franchisee in ad9ance. Representati9e of
)erritor% Franchisee 3ill deli9er the stoc5 at their doorstep.
"ligibility
$d+cational *+alification: &
th
passed
R+ral shop;distrib+tor of an% prod+ct preferabl% of F7CG prod+cts ; electronic ;
(obile prod+cts etc.
Resident of the sa(e territor% 3ith proof of residence.
PA +(ber.
Selection
0nterested parties (a% be in9ited thro+gh ne3spaper ad9ertise(ent and displa%
on notice boards. All the interested parties (a% be as5ed to s+b(it their
application 3ith eligibilit% doc+(ents on a partic+lar da%. Si(+ltaneo+sl%? S'4;
6)4 of the territor% (a% be as5ed to identif% s+itable candidates b% the specified
date. All these parties (a% be short,listed and the list s+b(itted to a co((ittee
constit+ted b% the SSA 1ead.
Selection b% a co((ittee co(prising of '$? A4 and S'$ le9el officers of SSA.
Co((ittee 3ill ta5e inter9ie3 of all the short,listed candidates. Co((ittee 3ill
C+dge le9el of in9ol9e(ent of the candidate? +nderstanding of distrib+tion and
teleco( (ar5et in the area.
Selection to be appro9ed b% the SSA 1ead.
Selection criteria:
$-perience D "0 (ar5s
Presentation; 0nter9ie3 D "0 (ar5s
)he selected R' 3ill sign an agree(ent 3ith BS! and 3ill also s+b(it PBG of
Rs.10?000;, @"0F PBG fro( retired BS!;'o);7)! e(plo%ees and
spo+se;son;da+ghter of 3or5ing e(plo%eesA.
)he initial period of agree(ent shall be for / %ears.
Per0ormance Monitoring-
Leightage for e9al+ating perfor(ance against target achie9e(ent
Para(eters Leightage
)%pe A Para(eters
FRC ; Plan Bo+cher 4"F
RC 1"F
P4S 1"F
)%pe B Para(eters
F of CAF for(s s+b(itted 1"F
Percentage of recharge sales 9ia C,)4PIP 10F
)otal 100F
Bench Mar< Score 10E
ote: )%pe A para(eters in case R's ser9ed b% franchisees and
)%pe A 2 B both in case R's ser9ed B% BS!.
"5tension- Based on perfor(ance? the SSA 1ead (a% e-tend agree(ent on %ear,to,
%ear basis for a period of t3o %ears. )he decision of BS! shall be final in regard to the
grant of e-tension.
Page 2 of 3
CM Sales and Distribution Policy - 2012
Migration- 1ead of Circle (a% decide perfor(ance based (igration criteria for R's.
)he decision of BS! shall be final in this regard.
/eneral !nstructions-
1$ (e4uirements 0or (ural Distributor --
1.1 R' has to sell BS! prod+ct and ser9ices as specified b% BS!.
1.# BS! reser9es the rights to see5;9erif% financial infor(ation fro( R+ral
'istrib+tor Ban5ers;credit pro9iders 2 ens+re other so+rces to carr% o+t other
9erifications.
1./ PBG of Rs.10?000;, is ref+ndable after s+ccessf+l operation @"0F PBG fro(
retired BS!;'o);7)! e(plo%ees and spo+se;son;da+ghter of 3or5ing
e(plo%eesA
1.4 R+ral 'istrib+tor shall deposit the aforesaid sec+rit% deposit a(o+nt. BS!
reser9es the right to forfeit;adC+st;appl% the said sec+rit% in f+ll or part thereof
after ded+ction of an% s+(s d+e fro( the R+ral 'istrib+tor to BS! at an%
ti(e. R+ral 'istrib+tor shall contin+e to be liable for balance? if an%. o
interest 3ill be paid on the sec+rit% deposit till it is ref+nded. BS! reser9es
the right to increase the a(o+nt of sec+rit% at an% ti(e in its sole discretion
3ith respect to an%;so(e;all R+ral 'istrib+tors.

2$ (es.onsibilities o0 (ural distributor- 0t is the responsibilit% of R's to generate
de(and for pro9iding ser9ices per(itted b% BS!. Selling of all BS! Prod+cts
and ser9ices assigned to the(? directl% or thro+gh retailers. ot onl% the targets
set are to be achie9ed b+t also efforts are to be (ade to s+rpass it.
#.1 )i(el% s+b(ission of bills and clai(s to the nodal officer; franchisee.
#.# 70S as per BS! for(at to BS! officials; Franchisee as per fre*+enc%
specified.
#./ R+ral 'istrib+tor (+st ens+re that BS! prod+cts are a9ailable in retail
net3or5s in s+fficient *+antit% on de(and. R+ral 'istrib+tor (+st ens+re that
no blac5,7ar5eting or (altreat(ent to c+sto(er is done thro+gh its r+ral
net3or5.
#.4 Berification of credentials of c+sto(ers D
#.4.1 Berification of P0A @photo? identit% and addressA of c+sto(er at the
P4S @Point of SaleA has to be done as per the 9ario+s g+idelines
iss+ed b% 'o) and BS! fro( ti(e to ti(e. R's 3ill be responsible
for the 9erifications done b% all the channels i.e. retailers.
#.4.# )he R's shall obtain fro( c+sto(ers;s+bscribers s+ch doc+(ents as
prescribed fro( ti(e to ti(e b% BS!.
#." R+ral distrib+tors 3ill be responsible for all the 3or5 done thro+gh retailers.
#.: R+ral distrib+tors are re*+ired to attend (eetings in SSA; Franchisee as and
3hen needed. R+ral 'istrib+tor (+st ens+re a9ailabilit% of BS! prod+cts
and ser9ices.
3$ Commission A Discount A re:ards A mar<eting claim-
/.1 R+ral 'istrib+tor 3ill get +pfront pa%(ent for basic co((ission ; disco+nts
3here9er specified. R+ral 'istrib+tor 3ill retain his share and pass on
re(aining to retailer.
/.# 'esignated BS! officer; Franchisee to 9erif% and sign the clai( and for3ard
it to the respecti9e +nit.
/./ BS!;Franchisee shall ha9e free access to the R+ral 'istrib+tor pre(ises 2
to inspect all records? receipts? 9o+chers? sale boo5s? de(and registers etc.
/.4 BS! reser9es the right to change the co((ission; disco+nt str+ct+re fro(
ti(e to ti(e based on (ar5et;co((ercial needs 3itho+t gi9ing an% notice.
/." )'S 3ill be ded+cted as applicable and ser9ice ta- 3ill be le9ied as per r+le.
Page 26 of 3
CM Sales and Distribution Policy - 2012
'$ BSNL reser+es the right to change the terms o0 trade 0rom time to time
:ithout any .rior notice$
4.1 )he co(pan% reser9es the right to 3ithhold or dela% the
co((ission;disco+nt for the R+ral 'istrib+tors @R'sA in case of an% pending
disp+tes in (atters relating to acti9ations or cancellations.
4.# 0n case of disp+te arising bet3een the R's; Franchisees and BS!? the
sa(e shall be adC+dicated b% the SSA 1ead or an% official appointed b% the
SSA 1ead.
4./ )he decision of BS! 3ill be final on all (atters relating to the b+siness r+les
and 3ill be binding on the R+ral 'istrib+tors.
4.4 )he R+ral 'istrib+tor has to f+ll% cooperate 3ith Franchisee ; BS! to
in9estigate an% co(plaint.
4." BS! shall not be liable for an% act of disco+nt;co((ission or o(ission of
an% third part%.
4.: )he R+ral 'istrib+tor 3ill ha9e to abide b% the polic% r+les? reg+lations 2
instr+ctions of BS! as re9ised;(odified fro( ti(e to ti(e? 3itho+t an% prior
notice to the R+ral 'istrib+tor in respect of all (atters incl+ding sec+rit%
deposit? disco+nt;co((ission pa%able to the R+ral 'istrib+tor etc.
4.< SSA 1ead reser9es the right to accept or reCect an% or all the R+ral
'istrib+tor re*+est in part or f+ll? 3itho+t assigning an% reason 3hatsoe9er.
4.& SSA 1ead reser9es the right to ter(inate the contract at an% ti(e 3itho+t
assigning an% reason.
4.. 0n case of 9iolation of ter(s and conditions of the contract or +nsatisfactor%
ser9ices? SSA 1ead reser9es the right to ter(inate the contract at an% ti(e
and forfeit the sec+rit% deposit in part or f+ll.
1$ &..ointment o0 the (ural Distributor
".1 BS! 3ill grant to the R+ral 'istrib+tor? right for the Sales 2 'istrib+tion of
prod+cts 2 ser9ices in the territor%. )he R+ral 'istrib+tor (+st f+lfill all the
re*+ire(ents of (entioned territor% assigned to hi(. )he operations of R+ral
'istrib+tors 3ill not be allo3ed to operate in an% territor% other than the
prescribed territor%. 1o3e9er BS! shall ha9e a right to appoint an%
additional R+ral 'istrib+tor@sA ; R+ral 'istrib+tor in the territor% ; area of
operation of BS! and the R+ral 'istrib+tor shall ha9e no obCection 3hat so
e9er.
".# BS! Franchisee of the area or directl% BS! 3ill s+ppl% to the R+ral
'istrib+tor all the rele9ant data? g+idelines and other infor(ation to effect+ate
the p+rpose of the Agree(ent. 4n ter(ination of the Agree(ent? ho3soe9er
occasioned ; ca+sed? no f+rther co(pensation shall beco(e d+e to the R+ral
'istrib+tor +nless the sa(e shall ha9e accr+ed prior to the date of s+ch
ter(ination and the R+ral 'istrib+tor e-pressl% has to agree that he 3ill not
be entitled to an% co(pensation and;or inde(nification 3hatsoe9er? fro(
BS! in that regard.
2$ /eneral ;bligations o0 the (ural Distributor
:.1 )he R+ral 'istrib+tor shall (aintain a s+itable strateg% for the sales 2
distrib+tion of prod+cts 2 ser9ices in the allocated B)Ss area thro+gh his
retailers. )he R+ral 'istrib+tor shall +se its best efforts to acti9el% pro9ide
effecti9e ser9ices to the s+bscribers of BS! and al3a%s act in the interest
of BS! to delight its s+bscribers.
:.# )he R+ral 'istrib+tor is on non,e-cl+si9e basis and agrees not to in9ol9e
hi( in an% (anner either directl% or indirectl% in an% b+siness or acti9it%?
3hich is co(petiti9e 3ith the b+siness or acti9ities of BS! in his area of
Page 27 of 3
CM Sales and Distribution Policy - 2012
operation.
:./ )he R+ral 'istrib+tor shall treat as confidential and secret all 9erbal and
3ritten co((+nication? lists and circ+lars 3hich in the opinion of BS! are
regarded as confidential infor(ation and;or trade secrets. )he R+ral
'istrib+tor shall adopt and i(ple(ent sec+rit% proced+res acceptable to
BS! for deter(ining the persons to 3ho( s+ch infor(ation is a+thorised
to be disclosed based +pon s+ch personEs need to 5no3 the sa(e for the
p+rpose of f+lfilling his responsibilities in relation to the Agree(ent.
Confidential and trade secret infor(ation shall re(ain the propert% of
BS! and shall be ret+rned to BS! +pon ter(ination of this Agree(ent
in the (anner prescribed b% BS!. )he R+ral 'istrib+tor hereb%
+nderta5es and agrees not to retain and (a5e an% copies of the entr+sted
confidential infor(ation.
:.4 R'S 3ill not s+blet his distrib+torship. 0f at an% ti(e it is established that
R'S has s+blet his 3or5 then BS! reser9es the right to ter(inate the
distrib+torship.
:." 0n no case R+ral 'istrib+tor is allo3ed to sell o+tside his territor%. At an%
ti(e if it is established that distrib+tor sold prod+ct o+tside his gi9en
territor% then it shall be treated as 9iolation of agree(ent. Lhere s+ch
circ+(stances agree(ent 3ith s+ch R+ral 'istrib+tor shall be discontin+ed
and the R+ral 'istrib+tor shall be barred for f+rther dealing 3ith BS! for a
period of # %ears.
:.: )he sec+rit% deposit of R+ral 'istrib+tor shall be forfeited in case of
9iolation of agree(ent and non f+lfill(ent of stat+tor% obligations.
:.< R+ral 'istrib+tor (+st ens+re that BS! prod+cts are a9ailable 3ith
retailerEs net3or5 in s+fficient *+antit% on de(and. R+ral 'istrib+tor (+st
ens+re that no blac5 (ar5eting or (al treat(ent to c+sto(er is done
thro+gh its net3or5.
:.& R+ral 'istrib+tor is s+pposed to ser9e retailers at their pre(ises. R+ral
'istrib+tor (+st ens+re a9ailabilit% of BS! prod+cts and ser9ices in the
9illages falling in his territor% and 3hich are inhabited.
:.. R+ral 'istrib+tor is responsible for 'istrib+tion net3or5. R'S sho+ld pass
co((ission ; disco+nts recei9ed b% the( to retailers as per Anne-+re,$ or
as specified b% BS! fro( ti(e to ti(e.
:.10 )he (erchandise 3ill be sold at the pre(ises b% the R+ral 'istrib+tor and
it is clarified:
@iA )hat BS! shall be liable for the *+alit% and gen+ineness of the
goods sold b% the R+ral distrib+tor?
@iiA )hat BS! shall not be liable for an% loss? pilferage or da(age to the
goods stored and sold at the pre(ises safet% and sec+rit% of pre(ises
and the (erchandise shall be the entire responsibilit% of the R+ral
'istrib+tor.
$ 8eri0ication o0 identity o0 subscribers- )he R+ral 'istrib+tor has to ens+re
9erification of credentials of ne3 s+bscribers , both as per doc+(ents s+b(itted
as 3ell as per ph%sical 9erifications. R+ral distrib+tors 3ill be responsible for the
9erifications done b% his retailers 3or5ing +nder the( R'S has to ens+re that:
<.1 o pre acti9ated card is iss+ed to the applicant.
<.# Berification of doc+(ent against original has been done at the point of sale
@P4SA.
<./ S+bscriber enroll(ent for( has been d+l% filled b% applicant.
<.4 )he photograph s+b(itted has been (atched 3ith the applicant.
<." )he for( has been personall% signed b% the applicant in presence of retailer
at P4S.
Page 30 of 3
CM Sales and Distribution Policy - 2012
<.: )he original proof of identit% ;address has been (atched 2 9erified 3ith the
self attested photocopies s+b(itted b% the applicant.
<.< Application for( pl+s s+pporting doc+(ents has been chec5ed 2 certified
that:
a. 'oc+(ents are in order.
b. Signat+re on the self attested photograph (atches the signat+re on the
CAF.
c. Photograph on the for( (atches 3ith the one on the photo 0'
doc+(ent.
6$ /eneral ;bligations o0 BSNL
&.1 BS! shall fro( ti(e to ti(e or in response to specific re*+est b% the R+ral
'istrib+tor pro9ide infor(ation? training and assistance relating to the
ser9ices and arrange for *+alified personnel ; representati9es of BS! to
render s+ch training and assistance. ,
&.# BS! (a% pro9ide the (ar5eting (aterial to the R+ral distrib+tor. )his (a%
incl+de b+t not li(ited to? infor(ation broch+res? posters? inserts? special
gi9ea3a%s? (ailers @target,seg(ent,specificA? folders? s+bscription for(s?
receipt boo5s? stic5ers etc. 0t 3ill not be obligator% and binding on BS! to
pro9ide all the abo9e (aterial? and 3ill be pro9ided as per a9ailabilit% onl%.
&./ BS!; his representati9es 3ill ha9e +nli(ited access to the b+siness
pre(ises of the R+ral 'istrib+tor to chec5? fro( ti(e to ti(e? R+ral 'istrib+tor
operations? incl+ding @0A the process of selling and boo5ing of connections?
c+sto(er proble( resol+tion? @iiA to identif% proble(s and s+ggest sol+tions
for R+ral 'istrib+tor to i(ple(ent re(edial (eas+res? @iiiA inspect and a+dit
an% or all stat+tor% and other boo5s of records and acco+nts.
&.4 BS! ; its representati9e 3ill ens+re no blac5 (ar5eting happens 2 also
ha9e periodic inspection ; s+rprise chec5 to ens+re all channels are 3or5ing
properl%.
&." )he rates ; disco+nt ; co((ission are s+bCect to 9ariation d+ring the ter( of
this Agree(ent at the sole discretion of BS!.
&.: )he R+ral 'istrib+tor can s+ppl% the printed ; displa% (aterial etc. at his o3n
cost 3itho+t an% liabilit% on BS!. 1e 3ill 5eep BS! inde(nit% fro( the
content of the p+blicit%; displa% (aterial so s+pplied.
7$ Brand nameD Logos and 3rademar<s- )he R+ral 'istrib+tor shall not contest? at
an% ti(e? the right of BS! or its affiliated co(panies to an% brand na(es or !ogo
+sed or clai(ed b% BS! or s+ch co(panies.
BSNL reser+es the right to modi0y sections A &nne5ure o0 this GCM Sales and
Distribution Policy * 2012H and Discount A Commission structure at any .oint
o0 time :ith the a..ro+al o0 Director ?Consumer Mobility@$
Page 31 of 3
CM Sales and Distribution Policy - 2012
&NN"#)(" * &
(;L" ;% S&L"S 3"&M M"MB"(S
Roles of different (e(bers of the (obilit% sales tea( are (entioned belo3:
(oles o0 Circle Sales 3eam-
Circle sales tea( 3ill consist of G7 @SalesA? 'G7 @SalesA? AG7s @SalesA? S'$s
@SalesA and other s+pporting staff. )heir roles and responsibilities 3ill be as follo3s:,
7onitoring of SSA ; Franchisee 3ise sales and perfor(ance 3.r.t. target.
Appoint(ent of franchisees.
$ns+ring the gro3th of sales channel net3or5.
$ns+ring appoint(ent of sales tea( in SSA.
7onitoring the perfor(ance of F7; R7C; R7.
$ns+ring the action to be ta5en b% the SSAs.
$ns+ring the s(ooth f+nctioning of sales tools s+ch as Sancharsoft? C,)4PIP?
B2CCS ter(inals etc.
Redressal of iss+es ; *+eries reported b% the SSAs; Franchisees.
Redressal of cross selling.
$scalating the +nresol9ed proble(s and s+ggestion to i(pro9e the sale to BS!.
(oles o0 SS& Sales 3eam-
SSA sales tea( 3ill consist of 'G7 @SalesA? '$ @salesA? S'$ @SalesA and other
s+pporting staff.
Fi-ing of target for franchisees.
7onitoring the sales and perfor(ance of sales partner 3.r.t. the target on dail% ;
3ee5l% basis.
Gro3th of sales channel net3or5.
Appoint(ent of re*+ired sales tea( of F7; R7C; R7.
7onitoring the perfor(ance and 9isit of F7; R7C; R7.
Set,+p and s(ooth f+nctioning of sales tools s+ch as Sancharsoft? C,)4PIP?
B2CCS ter(inals etc.
Area de(arcation and allot(ent of retailers.
Consolidation of priorit% list of retailers.
S+pport in ordering and deli9ering of (aterial to sales channel.
$ns+ring the a9ailabilit% of BS! prod+ct? tariff details? ad9ertising (aterial to all
P4S.
Redressal of cross selling.
Pa%(ent of allo3ances ; 8PA.
Redressal of iss+es ; *+eries reported b% Sales partner; sales channel tea(.
$scalating the +nresol9ed iss+es and s+ggestions to i(pro9e the sale to Circle
office.
(oles o0 SS& %ranchisee Manager-
Co((+nicating target before beginning of (onth i.e. b% #"
th
of pre9io+s (onth.
S+pport in ordering and deli9er% of (aterial to Franchisee doorstep.
Co((+nication ;action raised b% the R7Cs ; R7s.
Collection of data fro( franchisee.
Re9ie3 of franchisee data 3ith SSA sales tea(.
Page 32 of 3
CM Sales and Distribution Policy - 2012
S+ppl% of P4S (aterial to franchisee.
$ns+re proper +ses of Sancharsoft and data entr% b% Franchisee.
Redressal of iss+es ; *+eries of Franchisee.
(oles o0 SS& (etail Manager Coordinator ?(MC@-
Plan R7 9isit to e-isting retailers and to potential area for appoint(ent of ne3
retailer.
'ail% re9ie3 of R7 perfor(ance.
Appoint(ent of ne3 retailers in potential area.
Berification of cross selling cases.
Co(pilation of dail% report s+b(itted b% the R7.
S+b(ission of retailer 3ise data regarding (aterial a9ailabilit%? iss+es etc to F7
3ith a cop% to SSA Sales 1ead for action.
Pro9iding the infor(ation regarding BS! prod+ct ; sche(es ; trade sche(es;
BAS etc to retailer (anager for f+rther p+blicit%.
Cond+ct 9alidation 9isits 3ith R7s and F7s.
$ntr% of ne3 C,)4PIP retailersE infor(ation in Sancharsoft.
4rganiHation of Coint 9isit of R7 and F4S to so(e distressed retailers.
(oles o0 SS& (etail Manager ?(M@-
A+diting the no. of 9isits b% the F4S to retailers.
A+diting the co((ission ; disco+nts paid to retailers b% the Franchisee.
Pro9iding the infor(ation regarding BS! prod+ct ; sche(es ; trade sche(es;
BAS etc to retailer for f+rther p+blicit%.
Feedbac5 abo+t replace(ent of da(aged (aterial b% the franchisee.
Feedbac5 on s+ppl% of P4S (aterial s+ch as Glo3 sign board etc.
Assess(ent of potential area for appoint(ent of ne3 retailers.
Co(bined 9isit 3ith F4S and on spot iss+ing of C,)4PIP.
Page 33 of 3
CM Sales and Distribution Policy - 2012
&NN"#)(" * B
I7B$R 4F FRAC10S$$ )$RR0)4R0$S 0 C0RC!$
S$ No$ 3elecom Circle A District Number o0 %ranchisee 3erritories
1 Anda(an 2 icobar "
# Andhra Pradesh 1&#
/ Assa( "&
4 Bihar 11"
" Chennai #4
: Chhattisgarh /1
< G+Carat 111
& 1ar%ana ".
. 1i(achal Pradesh //
10 6a((+ 2 8ash(ir ##
11 6har5hand /.
1# 8arnata5a 1/4
1/ 8erala &0
14 8ol5ata ##
1" 7adh%a Pradesh 1/4
1: 7aharashtra 1</
1< $,1 1&
1& $,# #"
1. 4rissa 1#4
#0 P+nCab <4
#1 RaCasthan 1&1
## )a(il ad+ .:
#/ IP @$astA #10
#4 IP @LestA ./
#" Ittaranchal #.
#: Lest Bengal :#
Page 3' of 3
CM Sales and Distribution Policy - 2012
&NN"#)(" * C
Product List 0or %MC/ !ndustry
Follo3ing prod+ct categories 3ill be eligible for F7CG ind+str% e-perience
a. Personal Care? 4ral Care? 1air Care? S5in Care? Personal Lash @soapsA.
b. Cos(etics and toiletries? deodorants? perf+(es? fe(inine h%giene? paper
prod+cts.
c. 1o+sehold care fabric 3ash incl+ding la+ndr% soaps and s%nthetic detergentsS
ho+sehold cleaners? s+ch as dish;+tensil cleaners? floor cleaners? toilet
cleaners? air fresheners? insecticides and (os*+ito repellents? (etal polish
and f+rnit+re polish.
d. Food and health be9erages? branded flo+r? branded dair% prod+cts? branded
s+garcane? ba5er% prod+cts s+ch as bread? bisc+its? etc.? be9erages s+ch as
(il5? tea? coffee? C+ices? carbonated drin5s? bottled 3ater etc? snac5 food?
chocolates? tobacco prod+cts A%+r9edic preparations? o9er the co+nter @4)CA
sold allopathic preparations etc.
Page 31 of 3
CM Sales and Distribution Policy - 2012
&NN"#)(" * "
Sharing o0 DiscountA Commission
3able- ! & ?3:o 3ier@ %ranchisee * (etailer
Sharing of franchisee 'isco+nt; Co((ission a(ong Franchisee Retailers
Product %ranchisee (etailers
e3 Connection @Prepaid; PostpaidA /0F <0F
CAF Co((ission <0F /0F
Recharge ; C,)4PIP #"F <"F
Note- As (aCor share of CAF co((ission is gi9en to franchisee as co(pared
to retailers? )he part of the penalt% i(posed b% '4) for 3hich franchisee is
responsible shall be passed on to franchisee as being done no3.
3able- ! B ?3hree 3ier@ %ranchisee * (Ds * (etailers
Sharing of franchisee 'isco+nt; Co((ission a(ong Franchisee; R's; Retailers
Product %ranchisee (Ds (etailers
e3 Connection @Prepaid; PostpaidA 1"F 1"F <0F
CAF Co((ission "0F #0F /0F
Recharge ; C,)4PIP 10F 1"F <"F
Lhere9er retailers are being ser9ed thro+gh GR+ral 'istrib+tors @R'sAE?
franchisee has to pass on .0F of Recharge ; C,)4PIP of the franchisee
co((ission;disco+nt to r+ral distrib+tors.

3able- !! ?3:o 3ier@ (Ds * (etailers
Sharing of franchisee 'isco+nt; Co((ission a(ong R's; Retailers
Product (Ds (etailers
e3 Connection @Prepaid; PostpaidA 1"F <0F
CAF Co((ission "0F /0F
Recharge ; C,)4PIP 1"F <"F
3able- !!! DS&
Sharing of franchisee 'isco+nt; Co((ission for 'SA
Product DS&
e3 Connection @Prepaid; PostpaidA <0F
CAF Co((ission "0F
Recharge ; C,)4PIP <"F
Page 32 of 3
CM Sales and Distribution Policy - 2012
&BB("8!&3!;NS
B)S Base )ranscei9er Station
CAF C+sto(er Ac*+isition For(
C'7A Code di9ision (+ltiple access
C7 Cons+(er 7obilit%
C7,S2' Polic% #01# Cons+(er 7obilit% Sales 2 'istrib+tion Polic% #01#
CSC C+sto(er Ser9ice Center
C,)4PIP Channel )4P IP
'o) 'epart(ent of )eleco(
'SAs 'irect Sailing Agent
e,'istrib+tor $lectronic 'istrib+tor
$7' $arnest 7one% 'eposit
$40 $-pression of 0nterest
F7 Franchisee 7anager
F7CG Fast 7o9ing Cons+(er Goods
FoS Feet,on,Street
FRC First Recharge Co+pons; Plan Bo+cher
GS7 Global S%ste( for 7obile Co((+nications
14C 1ead of Circle
!40 !etter of 0ntent
4)C 49er the Co+nter
PBG Perfor(ance Ban5 G+arantee
P4S Point of Sale
RCB Recharge Bo+chers
R' R+ral 'istrib+tors
R7 Retail 7anager
R7C Retailer 7anager Coordinator
S07 S+bscriber 0dentit% 7od+le
S7S Short 7essage Ser9ice
SSA Secondar% S3itching Area
BAS Bal+e Added Ser9ices
Li,7a- Lorld3ide 0nteroperabilit% for 7icro3a9e Access
Page 3 of 3