Tata Teleservices Ltd.

Field Visit Docket - Retail

ABK Jan 2014
44327

14

Field Visit Docket - Retail

Jan. 11

Field Visit Fort COCO , Vashi Sec 17, FOFO R G Enterprises SM, ZM & ASM SM Vishal Govekar ZM Vijay Nair, Manish Bhosle ASM- Sheetal Rokade FOFO Franchise Owner Rajesh Gupta Day-1

1. Morning Meeting/Gate Meeting

Key Focus Points covered in Morning briefing Achievement Vs Target Daily targets Comparisons with other COCO stores to create healthy competition. Schemes of the day Importance of Probing Sheet and Mystery Audit Parameters. Floor management/ daily operations. Sharing best practices followed at other stores. Case studies shared with team Issues faced by team Learning from each others experience. R& R for team based on performance Morning briefing is captured in RMS.

2. Focus on gap areas of SA/Involvement of SM during the daySM is on Floor /Solution desk observers the gaps and briefs them on the same. SM observes the SA as SA has to be confident on Product and competition awareness. Observes the Probing skills of SAs.

3. Sales Performance Tracker SA wise Every day SA wise performance Report Flashed by SM Fort SM has divided the SAs in 2 teams to create healthy competition Format of Reports shared

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Jan. 11

4. Managing Bill payment walk ins

At the cash counter the cashier also contributes to the sales targets by Cross Selling and up selling. Cashier generates leads and diverts it to SAs in case of high walk-ins. Even an SA is there next to the cashier for cross selling and up selling. Leaflets/Brouchers are placed at cash counter.

5. Stock Management
Stock is update in RMS. SM checks the stock availability on daily basis and ensures at least 3 days stock in hand. Regular Audits are conducted.

6. Cash Management
Cash management is System driven. Daily cash Walkin report is also maintained by cashier. Voucher is generated and submitted in BRS /RMS against which cash is picked up by CMS agency and deposited in bank. Cash pick up is done twice a day Morning and evening. Key Learnings- Ensures cash management and Reconciliation on daily basis.

7. Product Display
Product of week is displayed. Demo is given at solution desk (Photon Wi-Fi). Currently List of all play store applications is displayed at Retail wall.

8. Focus on HVC
Currently focus is on 899 Plans and Photon Wi-Fi. Photon Wi- Fi demo is given at the Solution desk. SM focuses on solution desk to promote the HVC products.

9. De-briefing SM ensures order entry of CAFs and ensures timely activations.

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Jan. 11

Ensures all day end Reports are sent diesel report day end cash report. Ensures stock room is sealed.

10. Day End Checklist

No format for checklist. SM ensures reconciliation of stock. Mail sent by cashier for all the vouchering done in RMS for all the invoices generated. S M ensures order entry of CAFs and ensures timely activations. Cash and Cash reports diesel report day end cash report. Ensures stock room is sealed. .

11. Competition Store Visit

Store visit Airtel Fort Location Experience at Airtel - SA who attended me was very confident and soft spoken, not only had good product knowledge but also was aware about competition. Probed me about my handset and suggested me a handset with 3g plan as per my usage.

12. FOFO Visit- R G Enterprises , Vashi 1. ASM Journey PlanThe ASMs route plan is visiting the FOFO stores along with business development looking out for new business partners- Role Out of new stores. Conduct briefings in FOFO stores on visits.

2. How does ASM share and achieve the targets for the month at allocated storesTarget is assigned to FOFO stores considering as the potential and location of store. Product wise target is assigned. MTD target is checked .ASM on visit or call discuss their target vs. achieved and forwarded. To help the FOFO achieve targets the ASM has Engagement activities done for FOFO stores like Road Shows, Promotions at some business parks, hospitals or some Corporate location.

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Jan. 11

3. Enablers and best practices of other storesShares best practices of other stores during visit and briefings.

4. Probing sheet dataProbing sheet is not filled in LMS at FOFO locations. They maintain data manually and then follow up leads.

5. Mystery AuditMystery Audit is conducted every month at FOFO and ASM shares the score of FOFO and also the parameters on which gap was identified.

6. Coaching and constructive feedback by ASMOn Job training is done by ASM as and when gaps identified during their visit at store. Briefings conducted by ASM with team.