Airtel

Mumbai Circle Chennai Circle Delhi Circle

Noida

Gurgaon

Jaipur

Chandigarh

Kanpur

Jalandhar

Kolkata Circle Hyderabad Circle

Bangalore Circle

Bharti Airtel

Bharti Airtel Limited, commonly known as Airtel, is an Indian multinational telecommunications services

company headquartered in New Delhi, India. It operates in 20 countries across South Asia, Africa, and

the Channel Islands. Airtel has a GSM network in all countries in which it operates, providing 2G, 3G and

4G services depending upon the country of operation.

Airtel is the world's fourth largest mobile telecommunications company by subscribers, with over 275

million subscribers across 20 countries as of July 2013. It is the largest cellular service provider in India,

with 192.22 million subscribers as of August 2013. Airtel is the Second largest in-country mobile operator

by subscriber base, behind China Mobile.

Airtel offers the following products and services:

Mobile Services Broadband & Telephone Services

(B&TS) Enterprise Network

Calling Cards Data and IP solution Voice solution

Airtel Distribution Channel:

Basis for deciding Sales Quota:

Supply of products to the distributors through Territory manangers

Territory Manager distributes the products as per demand for individual

distributors.

Distributor distributes the products to the FSEs’

FSEs supply the product to the Retailers

The complete stock maintenance procedure is categorically divided in two parts.

1. Stock to be maintained by Distributor

2. Stock to be maintained by Retailer

In the case of Distributor, he has to keep the LAPU balance for minimum 7 days; Here 35% of the value

must be in RCV. In the case of Retailer, he has to keep LAPU balance for 3 days (minimum amount

Rs.1500); Here 33% of the value must be in RCV.

(The FSE visits each Outlet in alternative days whether there is any shortage of product or not. The supply

system of Airtel is so strong that a Retailer will never go with shortage of product. It is also a compulsory

task for each FSE to go and to ask Retailers whether there is any shortage of product, once in every 2

days.)

The demands are again estimated on the basis of:

Historical Sales data

Market Potential

Seasonality

Types of Sales Quota:

Airtel generally follows a Rupee Sales Volume Quota in which a salespeople belonging to different

products are given a sales volume quota in terms of money which is called rupee sales volume quota.

For prepaid connections in all the circles, distributors and the franchisees are remunerated a fixed

amount- approximately 20% and 15% respectively of the value of the card sold to the customers

For prepaid recharge coupons, the distributors and franchisees receive approximately 7% of the

value of the coupon sold.

For postpaid connections in all the circles, the rates may increase to 100% of the base

commissions on meeting the targets effectively.