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Presented by:-

Madhav Talwar

A irtel channel

management and

channel design

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Introduction

Bharti Airtel is the 3rd largest in-country mobile

operator by subscriber base, behind China Mobile

and China Unicom.

In India, the company has a 24.6% share of thewireless services market.

It has all 23 circles of the country and covers 87% of

the current population (as of FY08).

Largest Telecom Company listed on Indian Stock

Exchange.

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Vision 2020

By 2020 Airtel will be the most admired brand

in India:

Loved by more customers

Targeted by top talent

Benchmarked by more businesses

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Vision 2020

To build India's finest business conglomerate

by 2020.

Supporting education of underprivileged

children through Bharti Foundation.

Strategic Intent:

To create a conglomerate of the future by bringing

about Big Transformations through Brave

Actions.

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Mission

We at Airtel always think in fresh and

innovative ways about the needs of our

customers and how we want them to feel. We

deliver what we promise and go out of our

way to delight the customer with a little bit

more

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Core Values

Empowering People - to do their best.

Being Flexible - to adapt to the changing

environment and evolving customer needs.

Openness and transparency - with an innatedesire to do good.

Creating Positive Impact with a desire to createa meaningful difference in society.

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Objectives/Goals

To undertake transformational projects that

have a positive impact on the society and

contribute to the nation building process.

To Diversify into new businesses inagriculture, financial services and retail

business with world-class partners

To lay the foundation for building aconglomerate of future.

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Strategic Issues in Distribution

Flow of Information in channel members.

Availability of products on required time frame.

Control over the channel.

Availability of promotional items to the channel.

Claim settlement should be solved within the

committed time.

Conflict between the channel members should betaking care by the company.

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Products

SIM (Subscribers Identification Module)

The base product of company, required for newsubscriber. Now Airtel provides this SIM with 64kb

memory.

Recharge voucher

Airtel PCO

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Cont.

LAPU

A SIM is provided to retailers from the company at

free of cost for providing easy recharge service. Only

regular retailers have this facility. This SIM has amemory of 128kb and specially designed for easyrecharge purpose. A retailer has minimum 5 easyrechar ge customers per month, failuring this target

the SIM will be automatically deactivated. This SIMhas also Rs 300 talk time free Airtel to Airtel.

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GROUP 7

General Distribution Channel

Airtel

Sales Head

Zonal Manager

Territory Manager

Direct Distributor

Retailer

Rural Sales officer

Rural Stakist

Rural Distributor

Retailer

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Retailer classification

A- Top 10% of total universe

B- Next 20% of total universe

C- Next 30% of total universe

D- Remained 40% of total universe

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GROUP 7

Modern Trade

This is a modern distribution channel for expansion of business.

Under it there are 4 channel partners like- TMS, Mobile Bazaar,

ARC & Airtel Exclusive Showrooms & This Trade Comes underRetail own head which employee of airtel.

For all information & every activities there are some FOS who

maintain gap between Retail own head & channel partners

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GROUP 7

Modern Trade Distribution channel

M.T. Modern Trade , ARC Airtel Relationship Centre

TMS The Mobile Store , AE Airtel Exclusive Office

Airtel

TMSMobile

BazarARC

AE

Office

M.T.

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Stock system in distribution

The complete stock maintenance procedure re is

categorically divided in two parts.

1. Stock to be Maintained by Distributor

The distributor has to keep the LAPU balance for

minimum 7 days; Here 35% of the value must be in RCV

2. Stock to be Maintained by Retailer

The retailer has to keep LAPU balance for 3 days (minimumamount Rs.1500) Here 33% of the value must be in RCV.

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New Distribution

By The Website

http://localhost/var/www/apps/conversion/tmp/scratch_9/weebly-devesh/PGPSM%20-%20Home.htmhttp://localhost/var/www/apps/conversion/tmp/scratch_9/weebly-devesh/PGPSM%20-%20Home.htm

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