WAY TO SUCCESSThought Sharing By

V.RAJUPGM, Trichy SSA

Second CEC of SNEA(I), TN Circle at Trichy12 May 2012

OBJECTIVES•Thought Sharing•Inspiration•Strategy•Philosophy•Approach

WHAT IS IN STORE ?•Refreshingly new ideas•An open approach to issues•No fault finding, no blaming•Result oriented•Modern techniques•Not for theory but for practice•Not for anybody else but for ourselves •Result guaranteed

REVENUE•Revenue, not expenditure, is the focus•Expenditure reduction: There is a limit•Revenue increase: Sky is the limit•Revenue increase is the only way to profitability•Reduction of wasteful expenditure is no doubt desirable but time is the essence •Trichy SSA example

TRICHY SSA

Trichy SSA2010-2011

2011-2012 Increase % increase

Telecom Revenue 1764899 1776331 11432 0.65

Total Revenue 1883434 1853495 -29939 -1.59

EXPENDITURE Expenditure in Trichy SSA during January 2012

All figures are in Rs. 1000s

Rs. Rs. % Salary 60891 Medical Allowance 1498 Overtime Allowance 245 Leave Salary Encashment 2772 Pension Contribution 4818 Total Staff Remuneration 70224 73.32No controlRepairs & Maintenance 7939 8.29ReducedElectricity Bills 7627 7.96Electricity tariff has been hikedFuel charges 4322 4.51Power cut has been increasedRent to buildings 1282 1.34 Vehicle running 1242 1.30 Security Guards 1060 1.11ReducedTravel Expenses 877 0.92 Postal Expenses 416 0.43 Call Centre 332 0.35 Printing 253 0.26 General Expenses 204 0.21 Total 95778

REVENUE STREAMS Apr-11 May-11 Jun-11 Jul-11 Aug-11 Sep-11 Oct-11 Nov-11 Dec-11 Jan-12 Feb-12 Mar-12 Total Rank % Potential

Cumul ative %

GSM Prepaid30195 33799 36723 40951 43812 29329 35736 37627 38294 40056 37090 49976 453588 1 24.472 Growing 24.472

Landline 33853 35916 32356 33749 30545 32518 28882 31531 28522 30745 30390 30755 379762 2 20.489 Reducing but can grow 44.961

Broadband 23328 23259 24252 24834 25537 26118 24852 24377 24800 25050 25143 27102 298652 3 16.113 Growing 61.074

IUC 14590 11796 14600 13090 32548 21987 16637 14259 15066 15701 14648 27184 212106 4 11.444 No control 72.517

GSM Post 16944 26102 13562 13224 13714 12731 13524 14126 13090 12429 12146 11985 173577 5 9.365 Reducing but can grow 81.882

Circuits 523 -246 5342 6654 2677 19389 8100 5098 6720 1368 821 98728 155174 6 8.372 Growing 90.254

Non-telecom 1485 2014 1944 2625 18055 10229 5659 5164 3812 1894 8987 15296 77164 7 4.163 Growing 94.417

PCO 4147 3593 3593 3625 3629 5128 4967 4670 4621 4433 2486 2727 47619 8 2.569 Reducing but can grow 96.987

CDMA Post 2350 2202 1678 1847 2083 1834 1806 1546 1612 1577 1566 1551 21652 9 1.168 Reducing but can grow 98.155

USO-BB 0 0 0 1206 0 0 2463 0 0 3994 0 3816 11479 10 0.619 Limited potential 98.774

Infra sharing 370 358 358 358 357 383 383 692 515 558 558 943 5833 11 0.315 Limited potential 99.089

Other 4305 1350 5655 12 0.305 Non-repetitive 99.394

Surcharge 413 497 392 443 356 376 368 395 356 367 196 384 4543 13 0.245 No control 99.639CFA Pre

10 34 20 85 34 43 37 72 497 2463 19 12 3326 14 0.179 Limited potential 99.818

USO-Towers 0 0 328 0 0 329 0 0 328 613 1598 15 0.086 Limited potential 99.905

WiMAX 0 0 19 5 17 19 45 97 236 109 88 243 878 16 0.047 Starting and can grow 99.952

VPT 89 80 84 73 73 76 74 68 66 62 60 64 869 17 0.047 Limited potential 99.999

CDMA Pre 1 5 5 3 4 2 20 18 0.001 Limited potential 100.00

Total 128298 139409 135256 142772 173441 160491 143533 139722 142840 140806 135548 271379 1853495

MAJOR REVENUE STREAMS Apr-11 May-11 Jun-11 Jul-11 Aug-11 Sep-11 Oct-11 Nov-11

Dec-11

Jan- 12

Feb- 12

Mar-12 Total

Working conns

ARPU (Rs)

ARPU Rank

Revenue Rank

GSM Prepaid 30195 33799 36723 40951 43812 29329 35736 37627 38294 40056 37090 49976 453588 817254 61 7 1

Landline 33853 35916 32356 33749 30545 32518 28882 31531 28522 30745 30390 30755 379762 175697 175 5 2

Broadband 23328 23259 24252 24834 25537 26118 24852 24377 24800 25050 25143 27102 298652 43668 621 3 3

GSM Post 16944 26102 13562 13224 13714 12731 13524 14126 13090 12429 12146 11985 173577 33471 358 4 4

Circuits 523 -246 5342 6654 2677 19389 8100 5098 6720 1368 821 98728 155174 1 5Non-telecom 1485 2014 1944 2625 18055 10229 5659 5164 3812 1894 8987 15296 77164 6

PCO 4147 3593 3593 3625 3629 5128 4967 4670 4621 4433 2486 2727 47619 17921 152 6 7

CDMA Post 2350 2202 1678 1847 2083 1834 1806 1546 1612 1577 1566 1551 21652 10368 150 7 8

WiMAX 0 0 19 5 17 19 45 97 236 109 88 243 878 325 748 2 9

2G VOICE TRAFFIC

17% Growth during the Year

3G VOICE TRAFFIC

36% Growth during the Year

SMS TRAFFIC

37% Growth during the Year

GPRS TRAFFIC

380% Growth during the Year

3G DATA TRAFFIC

No Growth , No Fall during the Year

GSM PREPAID SALES

0

10000

20000

30000

40000

50000

60000

Apr-11 May-11 Jun-11 Jul-11 Aug-11 Sep-11 Oct-11 Nov-11 Dec-11 Jan-12 Feb-12 Mar-12

GSM Prepaid Sales

33% Growth during the Year

LANDLINE

9% Fall during the Year

BROADBAND

16% Growth during the Year

GSM POSTPAID

0

5000

10000

15000

20000

25000

30000

Apr-11 May-11 Jun-11 Jul-11 Aug-11 Sep-11 Oct-11 Nov-11 Dec-11 Jan-12 Feb-12 Mar-12

GSM Postpaid

12% Fall during the Year

REVENUE POTENTIAL

Present Revenue

(Rs. 1000s) Wkg DELs

Average Revenue Per User

(ARPU) (Rs.)

% Utiliza tion

Total capacity

Spare capacity

Additional Revenue Potential

(Rs. 1000s)

Landline 30755 175697 175 57.84 303764 128067 22418Rs.2.24 crores

Broadband 27102 43668 621 68.08 64142 20474 12707Rs.1.27 crores

GSM Postpaid 11985 33471 358 50.00 66942 33471 11985Rs.1.19 crores

GSM Prepaid 49976 817254 61 50.00 1634508 817254 49976Rs.5 crores

WiMAX 243 325 748 2.54 12800 12475 9327Rs.0.93 crores

CDMA Postpaid 1551 10368 150 15.83 65500 55132 8247

Rs.0.82 crores

Circuits 12931 12931Rs.1.29 crores

134543 127592 Rs.12.75 cr

ANATOMIC THERAPY•A powerful and natural way to good health•No medicines•No purchases •No diseases •No payment, absolutely free•My own experience

HOW DOES IT WORK?•Only disease is: Blood is not OK•Body organs are made of cells•Five energy sources•Six tastes•Listen to your body•Simple techniques

WHAT RELEVANCE HERE? •Perfect analogy in our organization•Similar structure, similar problems•Same solution will work wonderfully well•File flow, fund flow, information flow•Field units, office units, etc. are organs•Ensure that energy reaches units through flow•Money, manpower, material, etc. should result in useful energy to cells

MODERN MANAGEMENT TECHNIQUES

•Supply Chain Management•Profit Centres•Zero base Planning•Data Mining•Customer Experience Enhancement

BLUE OCEAN STRATEGY

•A powerful marketing strategy•Create blue ocean instead of fighting out in red ocean•Innovation, value addition•Indian examples: TV serials, IPL•Value for money, new customers, ready to pay more

DIGITAL DIVIDE

•This is my ongoing Ph.D. research area•The divide between the ‘have’s and the ‘have-not’s•Great opportunity for BSNL•Now every operator is eyeing on rural market•BSNL has an edge•This is where we can create our own blue ocean

WHAT IS OUR USP?

•Every organization has strengths and weaknesses•Every organization sells only its strong points•What is our Unique Selling Point?•Transparency•Government-owned service provider•Service motive

CUSTOMER POINT OF VIEW•What does the customer want?•Service provision on demand•Fair billing•Prompt attention•Customer service•Feeling of “My person in BSNL”

•What does the customer pay for? •He pays for the experience he gets by using our service

ORGANIZATIONAL LIFE CYCLE

•Entrepreneur stage: Need for creativity•Collectivity stage: Need for leadership, direction•Formalization stage: Need for delegation, control•Elaboration stage: Need for team work•Decline stage: need for revitalization, continued maturity, innovation and creativity

TWO SPHERES AROUND US

•Sphere of control: We can do anything we want•Sphere of influence: We can only influence but can not control•Outside sphere of influence: We can only observe•By doing what we want within our sphere of control, we can expand our spheres and extend our influence further

COLLABORATION

•Collaboration is the key to success•Every group will have its own internal goals•Still they can work together for achieving organizational goals•Today, collaborations between and within organizations only can give success stories

LOOK FOR SOLUTIONS•Look for green colour: Then tell me how many wear yellow colour•You will see what you look for•You will think of what you see•You will get what you think of•Look for solutions everywhere: You will be part of the solution•Example: A folk song

MANAPPARAI MADU KATTI

¦À¡ýÛ ¦ÅÇÂ¢È âÁ¢Â¼¡¦Åź¡Âò¾ ¦À¡ÚôÀ¡ ¸ÅÉ¢îÍ ¦ºö§È¡Á¼¡¯ñ¨Á¡ ¯¨Æì¸¢È ¿Áì̱øÄ¡ ¿ý¨Á¸Ùõ ¿¡ÊÅóÐ Üξ¼¡¬....

SincerityPositive Thinking

Hope

Responsibility

Always Celebrate

MANAPPARAI MADU KATTI

Á½ôÀ¡È Á¡Î ¸ðÊ Á¡ÂÅÃõ ²Ú âðÊÅÂ측𼠯ØЧÀ¡Îº¢ýÉì¸ñÏÀÍó¾ÆÂô §À¡ðÎ À¡ÎÀΦºøÄì¸ñÏ

Love and affection

Use Best ToolsEntire Workflow described in detail. No room for assumptions and misunderstandings.

MANAPPARAI MADU KATTI

¬òàÕ ¸¢îºÊ ºõÀ¡À¡òÐ Å¡í¸¢ ¦Å¾ ¦Å¾îÍ¿¡ò¾ôÀÈ¢îÍ ¿ðÎô§À¡Î º¢ýÉì¸ñϾñ½¢Â ²ò¾õ ÒÊîÍ ±È츢ô§À¡Î ¦ºøÄì¸ñÏ

Use Best Raw Material

Be Careful while buying

MANAPPARAI MADU KATTI¸Õ¾ ¿øÄ¡ ¦ÅÇ ¦ÅîÍ ÁÕ¾ ƒ¢øÄ¡ ¬Ç ¦ÅîÍ «ÚòÐô§À¡Î ¸ÇòÐ §ÁðÎÄ º¢ýÉì¸ñÏ¿øÄ¡ «ÊîÍò àò¾¢ «ÇóÐ §À¡Î ¦ºøÄì¸ñϲñ¼¡ ÀøÄ측ðÈ «¼¾ñ½¢ÂóÐ

Do a good job

Use Best People

On the spot supervision

Measurethe output

MANAPPARAI MADU KATTI¦À¡¾¢Â ²ò¾¢ ÅñÊ¢§Ä¦À¡ûǡ ºó¨¾Â¢§Ä ¬.. Å¢Õп¸÷ Ţ¡À¡Ã¢ìÌ º¢ýÉì¸ñÏ¿£Ôõ Å¢òÐô§À¡ðÎ À½ò¾ ±ñϦºøÄì¸ñÏ

Logistics

Take the product to the best market

Choose the best dealer

You will face competition

Count the money and account for the revenue earned

CelebrateSuccess

MANAPPARAI MADU KATTI§ºò¾ À½ò¾ º¢ì¸ÉÁ¡¦ºÄ× Àñ½ ÀìÌÅÁ¡«õÁ¡ ¨¸Â¢Ä ¦¸¡ÎòÐô§À¡Î ´í¸ «õÁ¡ ¨¸Â¢Ä ¦¸¡ÎòÐô§À¡Î º¢ýÉì¸ñÏ«×í¸ ¬È áÚ ¬ìÌÅ¡í¸¦ºøÄì¸ñÏ

Be careful in spending

Integrity

Financial Management

MANAPPARAI MADUKATTI•Golden values•Love and Affection, No hatred•Supervision when required•Revenue: most important•Quality Ingredients: Cost not priority•Marketing: Logistics, Landing the product at sales point, franchisee/dealer•Measure the output•Invest the revenue earned for high returns

MANAPPARAI MADUKATTI•Believe the in-house people•Generate the resources from within (water)•Not depending on rain: Spheres of control and influence•Confident and happy: Music•We are doing it and we are getting good things: positive thinking•Best resources: Machines, material, manpower•Strategy for the entire organization

WHAT IS STOPPING US?•Lack of togetherness: Inter-group rivalry•Not a day passes without tension among staff•Where is the time for development?•Energy drained, attention diverted•Factional misunderstandings take much of time•Promise me unity, I guarantee success

LET US TAKE ACTION•Have trust: We will work together•Give me power: I will give it back to you•Be together: We will work for progress•Be in touch: We will sort out things together•Organizational success is the highest priority: If anyone disagrees I will not pursue this further•Time is the essence: Let us get on with the job

THANK YOU