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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. 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. Urban Distributors: ==================================== 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 distributors 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 retailers 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: ============================= These are known as RS and mainly located at district headquarters. It distributes the products, easy balance, services and promotion materials to its rural distributors only. Under one Rural Super there has to be maximum 12 RDs and they can maximum 1 cr turnover. They get certain percentage discount on their billing to company. From which certain percentage discount they have to give on their secondary sale to the RDs. Thus RS works withcertain percentage margin on all its sales. Each RS gets a RS SIM. They have to make DD payments to company for primary only on two schedule days per week. Roles and responsibility if Rural Super: Distribution of SIM, RCV, Easy Recharge, PEF, GSM Pay Phones, replacement SIM etc. according to the RDs requirement within its territory only. Collect all PEFs and Re-documents from RDs and send to respective Circle Head Quarter. Distribution of promotional materials among the RDs according to the allocation of TM/ZSM, received from company. Maintains distributor health report, secondary details regarding RDs 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 7 days secondary. To collect money for invoices to RDs on schedule date and arrange the supply of items of the invoices to RDs. Circulate communication from the company properly to RDs. Escalation of RDs claims and complains to TM/ZSM. 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 distributors 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. Roles and Responsibility of Rural Distributor: Distribution of SIM, RCV, Easy Recharge, PEF, GSM Pay Phones, Replacement SIM etc. according to the Retailers requirement within its territory only. Collect all PEFs and Re-documents from retailers and send it to respective RS.
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 RDs for primary on scheduled date only. To maintain required stock of RCVs and Easy Recharge for 7 days secondary. To collect money for invoices to Retailers and arrange the supply of items of the invoices to Retailers. Circulate communication from the company properly to retailers. Escalation of retailers claims and complains to TM/ZSM and Rural Super. 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: 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. Proper utilization and display of promotional materials. Communicate customers properly about the schemes, new offers and benefits. To sell the product and services to customer at right price. Serve the customers requirements with the available stocks of SIM, RCV and easy balance etc. and not to create artificial shortage. Should purchase RCVs, SIMs and Easy Balance from respective distributor only. 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. 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. Company supports and monitoring of sales and distribution networks Company has dedicated departments called as customer service division (CSD) which helps in the following ways to resolve the retailer complains, helps FSO to resolve the escalated retailer
complaints and provides valuable supports to territory managers and ZSM in monitoring the sales and distribution networks. It resolves the customer general complains. It provides help line to retailers and FOS. It also provides help line to territory managers and helps them to resolve escalated retailer issues, FOS issues and other information required by TM.Communicates all service related message to retailers, FOS, distributors, TM and ZSM.