•Divide distributors to 3 categories (A, B & C) based on:
–Exclusivity within Teleco
–No of outlets / Reach / Geography
–Financial – Investment Commitment
–Infrastructure (Manpower / Facilities / IT)
–Involvement (Drive / Supervision & Support)
•The above criteria will decide on the territory, business and return we offer to any distributor
•Optimal number of Distributors yet maintain the desired level of productivity , that shall:
–Achieve our targets – we measure productivity & quality of service
Maximize value to Distributors – protect their interest/investments and ensure that we offer competitive commission in INR (absolute value) whilst paying a commission that is in line with the market.
–Minimize the distribution layers, and hence achieve higher control and visibility of the retail outlets.
•We will work with all three types of distributors, but we shall prioritize A & B types and fill the gap with C type distributors to maximize capillarity and reach