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 2010- 2011 2011- 2012Increase% increase Telecom Revenue17648991776331114320.65 Total Revenue18834341853495-29939-1.59

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 7022473.32No control Repairs & Maintenance 79398.29Reduced Electricity Bills 76277.96Electricity tariff has been hiked Fuel charges 43224.51Power cut has been increased Rent to buildings 12821.34 Vehicle running 12421.30 Security Guards 10601.11Reduced Travel Expenses 8770.92 Postal Expenses 4160.43 Call Centre 3320.35 Printing 2530.26 General Expenses 2040.21 Total 95778

7. REVENUE STREAMS Apr-11May-11Jun-11Jul-11Aug-11Sep-11Oct-11Nov-11Dec-11Jan-12Feb-12Mar-12TotalRank%Potential Cumul ative % GSM Prepaid 301953379936723409514381229329357363762738294400563709049976453588124.472Growing24.472 Landline338533591632356337493054532518288823153128522307453039030755379762220.489Reducing but can grow44.961 Broadband233282325924252248342553726118248522437724800250502514327102298652316.113Growing61.074 IUC145901179614600130903254821987166371425915066157011464827184212106411.444No control72.517 GSM Post16944261021356213224137141273113524141261309012429121461198517357759.365Reducing but can grow81.882 Circuits523-2465342665426771938981005098672013688219872815517468.372Growing90.254 Non-telecom1485201419442625180551022956595164381218948987152967716474.163Growing94.417 PCO41473593 3625362951284967467046214433248627274761982.569Reducing but can grow96.987 CDMA Post2350220216781847208318341806154616121577156615512165291.168Reducing but can grow98.155 USO-BB00012060024630039940381611479100.619Limited potential98.774 Infra sharing370358 357383 692515558 9435833110.315Limited potential99.089 Other 4305 1350 5655120.305Non-repetitive99.394 Surcharge4134973924433563763683953563671963844543130.245No control99.639 CFA Pre 1034208534433772497246319123326140.179Limited potential99.818 USO-Towers003280032900328 6131598150.086Limited potential99.905 WiMAX001951719459723610988243878160.047Starting and can grow99.952 VPT89808473 76746866626064869170.047Limited potential99.999 CDMA Pre155342 20180.001Limited potential100.00 Total1282981394091352561427721734411604911435331397221428401408061355482713791853495

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 Prepaid3019533799367234095143812293293573637627382944005637090499764535888172546171 Landline33853359163235633749305453251828882315312852230745303903075537976217569717552 Broadband2332823259242522483425537261182485224377248002505025143271022986524366862133 GSM Post1694426102135621322413714127311352414126130901242912146119851735773347135844 Circuits523-24653426654267719389810050986720136882198728155174 15 Non-telecom14852014194426251805510229565951643812189489871529677164 6 PCO41473593 362536295128496746704621443324862727476191792115267 CDMA Post235022021678184720831834180615461612157715661551216521036815078 WiMAX00195171945972361098824387832574829

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) Landline3075517569717557.8430376412806722418 Rs.2.24 crores Broadband271024366862168.08641422047412707 Rs.1.27 crores GSM Postpaid119853347135850.00669423347111985 Rs.1.19 crores GSM Prepaid499768172546150.00163450881725449976Rs.5 crores WiMAX2433257482.5412800124759327 Rs.0.93 crores CDMA Postpaid15511036815015.8365500551328247 Rs.0.82 crores Circuits12931 Rs.1.29 crores 134543 127592 Rs.12.75 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