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WAY TO SUCCESS Thought Sharing By V.RAJU PGM, Trichy SSA Second CEC of SNEA(I), TN Circle at Trichy 12 May 2012.

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Presentation on theme: "WAY TO SUCCESS Thought Sharing By V.RAJU PGM, Trichy SSA Second CEC of SNEA(I), TN Circle at Trichy 12 May 2012."— Presentation transcript:

1 WAY TO SUCCESS Thought Sharing By V.RAJU PGM, Trichy SSA Second CEC of SNEA(I), TN Circle at Trichy 12 May 2012

2 OBJECTIVES Thought Sharing Inspiration Strategy Philosophy Approach

3 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

4 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

5 TRICHY SSA Trichy SSA Increase% increase Telecom Revenue Total Revenue

6 EXPENDITURE Expenditure in Trichy SSA during January 2012 All figures are in Rs. 1000s Rs. % Salary60891 Medical Allowance1498 Overtime Allowance245 Leave Salary Encashment2772 Pension Contribution4818 Total Staff Remuneration No control Repairs & Maintenance Reduced Electricity Bills Electricity tariff has been hiked Fuel charges Power cut has been increased Rent to buildings Vehicle running Security Guards Reduced Travel Expenses Postal Expenses Call Centre Printing General Expenses Total 95778

7 REVENUE STREAMS Apr-11May-11Jun-11Jul-11Aug-11Sep-11Oct-11Nov-11Dec-11Jan-12Feb-12Mar-12TotalRank%Potential Cumul ative % GSM Prepaid Growing Landline Reducing but can grow Broadband Growing IUC No control GSM Post Reducing but can grow Circuits Growing Non-telecom Growing PCO Reducing but can grow CDMA Post Reducing but can grow USO-BB Limited potential Infra sharing Limited potential Other Non-repetitive Surcharge No control CFA Pre Limited potential USO-Towers Limited potential WiMAX Starting and can grow VPT Limited potential CDMA Pre Limited potential Total

8 MAJOR REVENUE STREAMS Apr-11May-11Jun-11Jul-11Aug-11Sep-11Oct-11Nov-11 Dec- 11 Jan- 12 Feb- 12 Mar- 12Total Working conns ARPU (Rs) ARPU Rank Revenue Rank GSM Prepaid Landline Broadband GSM Post Circuits Non-telecom PCO CDMA Post WiMAX

9 2G VOICE TRAFFIC 17% Growth during the Year

10 3G VOICE TRAFFIC 36% Growth during the Year

11 SMS TRAFFIC 37% Growth during the Year

12 GPRS TRAFFIC 380% Growth during the Year

13 3G DATA TRAFFIC No Growth, No Fall during the Year

14 GSM PREPAID SALES 33% Growth during the Year

15 LANDLINE 9% Fall during the Year

16 BROADBAND 16% Growth during the Year

17 GSM POSTPAID 12% Fall during the Year

18 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 Rs.2.24 crores Broadband Rs.1.27 crores GSM Postpaid Rs.1.19 crores GSM Prepaid Rs.5 crores WiMAX Rs.0.93 crores CDMA Postpaid Rs.0.82 crores Circuits12931 Rs.1.29 crores Rs cr

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

20 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

21 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

22 MODERN MANAGEMENT TECHNIQUES Supply Chain Management Profit Centres Zero base Planning Data Mining Customer Experience Enhancement

23 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

24 DIGITAL DIVIDE This is my ongoing Ph.D. research area The divide between the haves and the have-nots 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

25 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

26 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

27 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

28 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

29 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

30 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

31 MANAPPARAI MADU KATTI ¦À¡ýÛ ¦ÅÇÂ¢È âÁ¢Â¼¡ ¦Åź¡Âò¾ ¦À¡ÚôÀ¡ ¸ÅÉ¢îÍ ¦ºö§È¡Á¼¡ ¯ñ¨Á¡ ¯¨Æì¸¢È ¿ÁìÌ ±øÄ¡ ¿ý¨Á¸Ùõ ¿¡ÊÅóÐ Üξ¼¡ ¬.... Sincerity Positive Thinking Hope Responsibility Always Celebrate

32 MANAPPARAI MADU KATTI Á½ôÀ¡È Á¡Î ¸ðÊ Á¡ÂÅÃõ ²Ú âðÊ ÅÂ측𼠯ØЧÀ¡Î º¢ýÉì¸ñÏ ÀÍó¾ÆÂô §À¡ðÎ À¡ÎÀÎ ¦ºøÄì¸ñÏ Love and affection Use Best Tools Entire Workflow described in detail. No room for assumptions and misunderstandings.

33 MANAPPARAI MADU KATTI ¬òàÕ ¸¢îºÊ ºõÀ¡ À¡òÐ Å¡í¸¢ ¦Å¾ ¦Å¾îÍ ¿¡ò¾ôÀÈ¢îÍ ¿ðÎô§À¡Î º¢ýÉì¸ñÏ ¾ñ½¢Â ²ò¾õ ÒÊîÍ ±È츢ô§À¡Î ¦ºøÄì¸ñÏ Use Best Raw Material Be Careful while buying

34 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¸ñÏ ²ñ¼¡ ÀøÄ측ðÈ «¼¾ñ½¢ÂóÐ Do a good job Use Best People On the spot supervision Measure the output

35 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 ±ñÏ ¦ºøÄì¸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 Celebrate Success

36 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

37 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

38 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

39 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

40 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

41 THANK YOU


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