Issuu on Google+

Sales Commission Policy of Grameenphone Ltd. 1.0 Grameenphone at a Glance

The full name: Head Office:

Grameenphone Ltd. Clebration Point Plot # 3&5 Rode # 113/A Gulshan -2 Dhaka -1212 Bangladesh

Date of incorporation: November 28, 1996 Service Launched:

March 26, 1997

Product & Services:

More than 50 products, services, promotions and features, 9 Customer centers in 6 Divisional cities, 600 Grameenphone Service Desk all over the country

Employees:

The Company presently has 5000 employees. Another 70000 people are directly dependent on Grameenphone for the livelihood, working for the GP dealers, retailers, scratch card retail outlets, suppliers, Vendors, contractors and others.

No of divisions:

11

No of Subscribers:

10 millions

Shareholders:

Telenor (62%), Grameeen telecom (38%)

Vision:

We’re here to help (This vision crystallizes customer focus as the


Cornerstone of everything they do: helping customers get the full benefit of communications in their daily life. Values:

Make it Easy; Keep Promises, Be Inspiring, Be Respectful

2.0 History November 28, 1996: Grameenphone Ltd. was offered a cellular license in Bangladesh by the Ministry of Posts and Telecommunications. March 26, 1997: GP launched its service on the Independence Day of Bangladesh. June 1998: GP started its services in the port city of Chittagong, the second largest city in the country. Cell to cell coverage in the Dhaka-Chittagong corridor also enabled GP to introduce its service in a number of other districts along the way. 1999: GP started its service in the industrial city of Khulna. Once again, a number of other districts came under coverage of GP because of the cell to cell coverage between Dhaka and Khulna. 2000: Grameenphone started its services in Sylhet, Barisal and Rajshahi, bringing all six divisional headquarters under the coverage of its network. 2003: After six years of operation, Grameenphone has more than one million subscribers. 2005: Grameenphone continues to being the largest telecommunication operator of Bangladesh with more than 5 million subscribers. 2006: Grameenphone reached 10years of its operations and 10 millions of subscribers. 2.1 Vision & Values The vision of Grameenphone Ltd. is “To be the leading provider of telecommunication services all over Bangladesh with satisfied customers, shareholders and enthusiastic employees”. In short: “We're here to Help” The key to achieving this is that they work together and draw on their Values and build them into guiding light behaviors in their workplace, wherever that may be: Make It Easy. Keep Promises. Be Inspiring. Be Respectful. 2.2 Objective Grameenphone Ltd. has a dual objective to receive an economic return on its investments and to contribute to the economic development of Bangladesh through telecommunication. This is why Grameenphone, in collaboration with Grameen Bank and Grameen Telecom, is aiming to place one phone in each village (Village Phone) to contribute significantly to the economic benefit of the poor. It is on the way to bring a total revolution in the telecommunication field. By attaining


the success factors, Grameenphone would like to be recognized as a reliable, honest and committed company to its valued subscribers and stakeholders. 2.3 Strategy The basic strategy of Grameenphone Ltd. is for the overall coverage of both urban and rural areas. It builds continues coverage, cell after cell, with an intention to bring the whole country under its network. Though the priority of the intensity of coverage varies from area to area, the basic strategy of cell-to-cell coverage is applied through the whole country. Presently, it has network coverage in 61 districts around the country including all six divisional headquarters, with 1388 base stations in operation. 2.4 Working Conditions The company offers a wonderful and friendly working environment in the office. Grameenphone has conducive and safe working environment. The Company’s intent is to establish a good working relationship through a mutual understanding of expectations. With its present status GP aims to expand and grow at a faster pace by utilizing the best possible opportunities and expansion of Network throughout the whole country. 2.5 Achievements The growth trend of the number of subscribers of Grameenphone Ltd. is a unique example in the telecommunication field in Bangladesh. The total number of GP subscribers at November -2006 reached 10 million. This is really a fabulous achievement in such a short period of business history. By bringing electronic connectivity to rural Bangladesh, Grameenphone is bringing the digital revolution to the doorsteps of the poor and unconnected. Grameen bank borrowers are engaged in a business by providing valuable phone service to their fellow villagers. For them, mobile phone is a weapon against poverty. 2.6 Network Coverage:

Figure: 2 Network Coverage of Grameenphone


2.7 Organizational Structure:

Board of Directors Managing Director

Deputy Managing Director

Customer Management Division

Information Technology Division

Technical Division

Marketing Division

Finance Division

New Business Division

Company Secretary & Internal Audit Department Supply Chain Management Legal & Compliance Legal Compliance Village Phone Administration

Fiber Optic Network Division

Human Resources Division

Sales & Distribution Division Information Department

Corporate Affairs Division ion

Special Projects

Figure 3: Organizational structure 2.8 Shareholders of GrameenPhone Ltd.: The Shareholders of Grameenphone Ltd. contribute their unique, in-depth experience in both telecommunications and development the concerns of the globe. International shareholders bring technological and business expertise while the local shareholder provides a presence throughout Bangladesh and a deep understanding of Bangladeshi economy. All the four (at present two shareholders) shareholders are dedicated to Bangladesh and its struggle for economic progress. They have a deep commitment to Grameenphone Ltd. and its mission to provide affordable telephony to the entire population of Bangladesh. Now Grameenphone has only two shareholders: Telenor (62%) and Grameen telecom (38%).


Shareholding Pattern of GrameenPhone

Telenor 62%

Grameen telecom

Grameen telecom 38%

Telenor

Figure: 4 Shareholding Pattern of Grameenphone 2.9 Telenor Mobile Communication AS: Telenor AS owns 62% share of Grameenphone Ltd. It is the largest Telecommunication Company in Norway, a country with one of the highest mobile phone densities in the world. It is almost the oldest and diversified telecom companies in the world operating since 1885. It has played an important role in development of cellular communications, particularly, but not exclusively, GSM technology. Telenor operates its business in 12 countries of the world. It also starts a mobile phone operation in Pakistan.Telenor is using the expertise and competence, both technological and business, gained from its home and international markets to venture Grameenphone and flourish an emerging market like Bangladesh.] 2.10 Grameen Telecom: Grameen Telecom is the second largest shareholder of Grameenphone Ltd. owing 38% share. It is a not-for-profit organization and a sister concern of Grameen Bank, the internationally recognized financial institution dedicated to poverty alleviation through collateral-free small loans for the poor in the rural areas of Bangladesh. Grameen Bank has an extensive rural network and understanding of the economic needs of the rural population. Grameen telecom, with the help of Grameen Bank, administers the village phone services to the villagers and trains them regarding all service-related issues. Its objectives are to provide easy access to telephones in rural Bangladesh as well as introduce a new incomegenerating source for the poor villagers. 2.11 Products and Services of GrameenPhone. Ltd.: Telecommunication sector is a service-oriented sector. Grameenphone offers various types of new and innovative telephone services to both the urban and rural people of Bangladesh during the last ten years. Different types of post-paid services, the EASY and EASY Gold pre-paid service, and the village phone program are among its largest innovations. Besides these largest


ones, Grameenphone also introduced a number of value added services like the news update service, international roaming facility, Voice Mail Service, Text Mail Service, fax and data transmission services, Wireless Application Protocol (WAP) service etc. The company is the pioneer in most of its services. Handsets or the phone-set and the SIM Cards, Scratch Cards are the only physical products provided by the company. By spreading nationwide cellular phone coverage and making it affordable to the low-income people of remote rural areas, Grameenphone has eventually connected these remote areas to the furthest corner of the globe. The prime services provided by Grameenphone are broadly categorized in the four types- the post-paid service, the pre-paid service and the village phone program.

Product Type

Product Name

Products Main Features

Post-paid

GP-GP National

A totally new concept in the country, the mobile-tomobile service.

GP Regular

This phone can connect all mobiles within the home zone and all GP mobiles throughout GP’s coverage area as well as all BTTB fixed line telephone connections. It has National Roaming facility.

Any time 300

Anytime 300 offers a monthly 300 minutes (billed duration) of talk-time free of charge

Any time 500

500 offers a monthly 500 minutes (billed duration) of talktime free of charge.

Explore

Economy call rate, ISD & International roaming facilities

Easy

No monthly bills & security deposits, EASY scratch cards of four different colors with four different values

Djuice

Djuice One of the fastest growing pre-paid service offered for the young. It also provides a discount card “extra Khatir” which one is very popular among the young people. This product will bring substantial benefits to its customers with free talk-time, ringtones & Voice SMS at start-up, Group-talk feature, low tariff and start-up price, reduced Friends and Family tariff and much more.

Services

Pre-paid Services

Smile


Village Phone

The VP works as an owner-operated pay phone. It allows the rural poor who cannot afford to become a regular subscriber, to avail of the service with loans from Grameen Bank. Table: 2 GP’s Product & Its features

2.12 Value Added Services 2.12.1 SMS (Short Message Service) With this service, one can receive and send Text Messages (a maximum of 160 characters per message) to any other local mobiles and to foreign operators' (international) mobiles as well. 2.12.2 SMS Push-Pull Services With Push-Pull service, one can enjoy more than 160 contents (Ex: Usage Info, Payment Status of last bill, Sports news, Emergency numbers, Restaurants, Airline and Railway timing, travel info etc.). 2.12.3 Voice Mail Service (VMS) VMS works like an answering machine. When one is not available or outside the coverage area or simply busy, the caller can leave a message in voice mailbox, which can listen or retrieve. 2.12.4 Fax and Data This service enables a Grameenphone subscriber to send/receive fax and data through their handsets by connecting to a PC/Laptop. Currently, this service is offered to corporate clients only. 2.12.5 Wireless Application Protocol (WAP) This is a tool to access WAP-enabled information from the Internet through GP mobile phones. One can also access yahoo e-mail account through GP WAP service. 2.12.6 News Service This is a news broadcasting service jointly provided by Prothom Alo and The Daily Star. A subscriber can call 222 from his/her GP mobile phone and listen to the latest news highlights in English or Bengali. 2.12.7 Channel-I program schedule 2525 is a Channel -I Program schedule service. A subscriber can call this number from his/her GP mobile phone and listen to Channel I program (daily) highlights. 2626 is a Channel –GP information service and I whereby a subscriber can avail information on news, events of the day transport schedule and horoscope. 2.13 Financial Condition There has been much fold growth in all respects. Subscriber base has grown over double than last years. Total operating revenue goes BDT 29,627 million in 2005 from 19,700 in 2004. Total Assets in the Balance Sheet has reached BDT 49,536 million compared to BDT 27,023 at the end of 2005. Total Revenue for the year was BDT 29,627 million in comparison with BDT 19700 million of last year. Investment in the network continues with the growth of the subscriber base, thus total assets goes to BDT 49536 million in 2005.


Yea 2003

2004

2005

19700 10125 6181 27023

29627 11761 6404 49536

r Basis Revenue EBIT Net Earnings Total Assets

12577 6882 3865 17263

Table: 3 Yearly growth in revenue, EBIT, net earnings and total assets 60000

In BDT '000

50000 40000 2003 30000

2004 2005

20000 10000 0 Revenue

EBIT

Net Earnings

Total Assets

Figure: 5 financial results for the year 2003, 2004 & 2005 2.14 Growth Analysis: 2.14.1 Subscribers Growth Grameenphone has a revolutionary growth of subscriber of its 10 years of operations. This got a great change in year 2005-2006. The following table illustrates the growth in number of GP subscribers over the period from the year 2000 to 2006. Year No. of Subscribers (in million)

2000 0.19

2001 0.47

2002 0.77

2003 1.1

2004 2.4

Table: 4 No. of subscriber from 2000 to 2006

2005 5.5

2006 10


No of Subscribers (in million)

12 10

10 8 5.5

6 4 2.4 2 0.47

0.77

1.1

0.19 2000

2001

2002

2003

0 Years

2004

2005

2006

Figure 6: Growth of Grameenphone subscriber 2.14.2 Revenue Growth: The following table illustrates the growth in revenue of GP over the period from the year 2001 to 2005. 2005 Year 2001 2002 2003 2004 Revenue in M 29628.00 5,296.00 8,779.00 12,693.00 19,700.00 BDT Table: 5 Growth in GP’s revenue Revenue in M BDT 35,000.00 30,000.00 25,000.00 20,000.00 15,000.00 10,000.00 5,000.00 0.00 2001

2002

2003

2004

2005

Figure 7: Growth in revenue. 2.14.3 Base Station Growth: The following table illustrates the growth in number of Base Station of GP over the period from the year 2000 to 2005. Year No.

2000 299

2001 2002 2003 412 500 680 Table: 6 Growth in Base station

2004 1,400

2005 3500


3500 3000 2500 No. of Station

2000 1500 1000 500 0

2000

2001

2002

2003

2004

2005

Year

Figure 8: Growth in base station 2.15 SWOT Analysis Strengths and weaknesses are the micro environmental factors influencing a business that are within the organization. Opportunities and threats are the micro environmental factors that influence all the firms in the industry. They are present in the whole industry. The following figure shows the strengths and opportunities that Grameenphone Ltd. enjoys as well as weaknesses and threats that the company faces Strength     

Network Coverage International roaming Distribution Channels Lease of Fiber-Optic cable from BR GPRS facility Opportunity

    

Unmet demand Possibility of further network expansion Increasing interconnection with BTTB Favorable Regulatory Authority Possibility of innovative products and services Threat

 Aggressive marketing by competitors  Possibility of new entrances  Competitors service facilities


Weakness    

Billing inflexibility Growing customer dissatisfaction Lack of follow-up from customers Other facilities; like easy number

Figure 9: SWOT Analysis 2.16 Contribution to society Grameenphone believes that “good business leads to good development”, since high level of productivity is development. The activities of GP contribute to the socio-economic development of Bangladesh in many different ways. In addition to employing nearly 1500 people, more than 100,000 people are directly dependent on GP for their livelihood, including the people working for the dealers, agents, contractors, suppliers, and a major portion of that figure includes the Village Phone operators. The Village Phone Program of Grameenphone is a unique initiative, which provides access to telecommunications facilities in remote rural areas, where no such service was available before. Grameenphone also actively participates in promoting different socio-cultural activities and sports events in the country. It sponsored many activities over the years including the ZainulKamrul International Children’s Art Competition, the 11th Asian Art Biennale, publication and launching of an anthology of contemporary Bangladeshi paintings, the Independence Day 2004 Photography & Painting Exhibition and many other activities. Moreover, GP has also restored the exterior of the historic Old Railway Station Building in Chittagong as per its original architectural design. It has sponsored a scholarship fund for the poor and meritorious students of the Finance and Banking Department of Dhaka University in cooperation with the Finance and Banking Alumni Association. GP has also donated 16 computers to two schools for underprivileged children.In the sports arena, GP is currently sponsoring the Bangladesh National Cricket Team for a period of two years through 2005-2007, and sponsored the National Under19 and Under-17 cricket teams. It was also one of the main sponsors of the live telecast of “ICC World Cup Cricket 2003. GP also sponsored the President Cup Golf Tournament, and sponsors the visits of newspaper reporters abroad to cover major sports events 3.0 PROJECT PART 3.1 Sales commission: Start-up sales commission is the commission paid to point of sales for initial sale of GP connections. It is different products and is given in different phase. GP products are divided as follows: GP Products KIT (SIM)

RELOAD


Pre-paid •

Post-paid

Flexi

Scratch Card

PRE-PAID PRODUCTS -Smile Mobile to Mobile. -Smile with PSTN connectivity. -Djuice. -Business solution pre-paid. Post-paid products -Xplore Package 1 -Xplore Package 2 -GP public phone -Business solution post-paid.

3.2 Activities regarding start-up Sales commission: 3.2.1 Accounting of sales commission.

• We make provision for a month based on the activation data of •

that month. In the following month, provision is reversed and actual liability is created.

3.2.2 Payment of sales commission.

• After actual liability is created in ERP, payment is made form •

ERP. Physical payment is done through City NA online banking.

3.3 Commission analysis.

• Month-wise commission analysis is done at the end of each month for reporting purpose.

3.3.1 For pre-paid products commission is divided in three parts – Upfront commission, Usage Bonus and Quarterly locality bonus. - Upfront commission is given to POS at the time of sale. - Usage Bonus is given after verifying first three month’s usage of the customers. 3.3.2 For post-paid products commission is given in two phases for all products and in four phases for only Business solution products. -

Upfront commission is given to POS at the time of sale. Post-paid commission for all products is given to POS based on 3 months bill payment history of the customers.


-

Commission for Business solution products is given to POS based on 12 months and 18 months bill payment history of customers. Besides these, for GP public phone products, Brand promoter supervisors are given a fixed amount per connection.

3.3 Accounting of sales commission for start-up sales 3.3.1 Pre-paid

• Take activation quantity from S & D and make month-wise provision. • When usage bonus or contract is calculated by S & D for that month, •

actual liability is created in ERP as a batch of POS wise payable invoices. The provision created manually is reserved in the following month when actual liability is created.

3.3.2Post-paid

• Take sales quantity from S & D and make month-wise provision. • When POS become eligible for payment S & D initiates to create •

actual liability in ERP. The provision created manually is reversed in the month when actual liability is created.

3.4 Payment of sales commission to more than 8500 point of sales

• S & D provides one POS wise excel based file to finance for making • • • •

commission payments to individual POS and another file to ERP for creating POS wise invoice in ERP. Prepare a summery report from the POS wise excel file (sent by S & D) including total eligible quantity and amount of commission. Reconcile between the summary report and ERP payable invoice batch. Checking commission rate and receive proper approval from S & D. For the invoice created in ERP:      

Others

Batch-wise validation of invoice. Base-wise accounting creation for invoice. Base-wise approval of invoice through Data loader. Base-wise payment in ERP by selecting proper bank account. Base-wise accounting creation for payments. Check accounting for invoices and payments.


o Month-wise analysis of commission provision for both upfront commission and usage bonus, loyalty bonus, post-paid sales. o Preparation of commission reports as per management requirement and auditor’s requirement. 3.5 Payment of sales commission to more than 8500 point of sales (cont) o Transfer the excel-based data in the specified imp. Format of Citi NA. o Upload the Citi NA specified format in Citi NA online software Citi Direct. o Take approval from Finance Management. o When bank sends the cheques, count and deliver them to S & D. 3.6 Type of commission

• • • • • Upfront Commission Usage Bonus 6 Months Loyalty Bonus Contract Bonus Monthly Fee

Upfront Commission Usage Bonus 6 Months Loyalty Bonus Contract Bonus Monthly Fee Daily purchase Depends upon usage of SIM 6 Months to be eligible for payment Checking the compliance of Contract signing 1 Month to be eligible for payment

Details of all types of commission for all Products and all Channels including Eligibility criteria Dimension 1-Type of Dimension 2-Type of POS product ERO Pre-Paid smile NERO Pre-paid Smile PSTN Business Dealer Pre-paid Djuice GPPP Pre-paid Business Solution GPCF Post-Paid Xplore 1 Supervisor Dealer Franchise Brand Promoter

Post-Paid Xplore 2 Post-Paid Business Solution GP Public Phone

Dimension 3-Type of commission Upfront Activation Usage Quarterly loyalty Bonus 6 months loyalty Bonus Yearly loyalty Bonus

Dimension 4Eligibility Time Amount Usage Patterns Status (Active/not )


An example of a gross commission amount of Usage Quarterly & Activation Commission SL.NO.

Particulars

Time to be eligible for Criteria to be eligible for Time Payment Payment

Pre-Paid 1 Pre-paid Usage Bonus 2 3 4 5 6

month of Checking 1month activation usage Pre-paid Quarterly Bonus (New 5th month of Delivery Checking 3months from Jul’ 06) usage nd Pre-paid Usage Bonus Business 2 month of Checking 1month Solution activation usage Pre-paid Quarterly Bonus (New 4th month Checking 3 months from Oct’ 06) usage rd Pre-paid Contract Bonus Business 3 month after Checking the Dealer Contract compliance signing of Contract Pre-paid Loyalty Bonus Business 3rd month after Checking weather it Dealer Contract is active signing

Post-Paid 1 Post-Paid Commission

2 3 4 5 6 7

2nd

5th month Delivery Month

50-100 100100 150 115 115

after Checking 3month usage 400bill payment history where 600 as 3rd months bill is paid in 4th month. Post-Paid Contract Bonus 3rd month after Sale Checking the compliance 300 Business Dealer (New from of Contract Oct’ 06) Post-Paid Loyalty Bonus 12th month after Sale Checking weather it is 200 Business Solution (New active from Oct’ 06) Post-Paid Loyalty Bonus 18th month after Sale Checking weather it is 100 Business Solution (New active from Oct’ 06) GPPP Commission 4th month after Checking weather it is 300Delivery active 400 Month GPPP Supervisor’s 2nd month after Sale Checking only activation 60 Commission Post-Paid Contract Bonus 3rd month after Sale Checking weather it is 150 Business Dealer (old upto active Oct’ 06)


GPCF 1 2 3 4 5

Pre-paid Usage Bonus 2nd month of activation Pre-paid Quarterly 4th month Loyalty Bonus Pre-paid Loyalty Bonus 6th month after Sale Pre-paid GPCF 1st month Franchise Monthly Commission GPPP Commission 4th month after Delivery Month

Checking 1month usage Checking 3month usage

50-100 120180 Checking weather it is 100active 150 Monthly Fee 150 Checking weather it is 150 active

3.7 Criteria to be eligible for payment of Sales Commission to POS: Business Solution Usage Bonus POS Business Start up Price Upfront Purchase Solution Price Pre-paid

400

Business Start Solution Price Post-paid 800

100

300

Recharge 50+ (within1 month Activation) 75

Loyalty Bonus

Loyalty Bonus Contract Bonus For Recharge Signing 300+ Active after 6 Agreement month of Delivery (within3 ofmonth of(3 months Activation) after Sales) 100

115

115

Loyalty Bonus Contract Commission Bonus ForActive Active POS up (after Signing after12 after 18 Upfront Purchase Activation Bonus 3months billAgreement months months Price payment) (3 monthsof of after Sales) Delivery Delivery 100

700

100

300

300

200

100


GPPublic Start Price Phone (GPPP)

POS up Upfront Purchase Price

Commission ( Activation after 3months of delivery)

BP Supervisor (For activation)

Brand Promoter Outlet &GPCF 2500 • •

300

2200

400

300

60

Pos will be eligible to receive any commission if the product is activation within the last day of the following 2nd month of delivery month all amounts mentioned in this memo are in BDT

*A comparison between present proposed commission rate (Smile M2M,Smile PSTN &Djuice)is attached 3.8 Working Area: 3.9.1 Collection of sale proceeds from 29 GPDC against sale of KIT and Reload items. 3.9.2 Collection of sale data from GPC 3.9.3 Payment of sales commission to POS. 3.9.4 Reconciliation of all collection and commission payment bank account. 3.9 Collection of sale proceeds from 29 GPDC against sale of KIT and Reload items: • Cost collection by GPDC finance office against sale of KIT, Scratch Card and Flexi load from • Deposit bank. • Collection of daily sale report over Phone. • ♦Weekly reconciliation of daily sale report with data sent by GPDC (Hard Copy) • ♦Reconciliation of bank deposit data with bank statement. • ♦Weekly or monthly reconciliation of invoice QTY & cash receipt in ERP (Twice a Month). • Application of money receipt in ERP for adjusting receivable.


Bank account & Insurance coverage arrangement for new GPDC.

3.10 Collection Of sale Data From GPC: o Collection of sale Data from GPC operational team. o Reconciliation with collected data with POS (Point Of Sale) system. • • •

♦Collection of deposit data from GPC. ♦Reconciliation of deposit amount with bank statement. ♦Bank account and Insurance coverage arrangement for new GPCS.

3.11 Payment of Sales Commission to POS: • ♦Transfer the excel – based data in the specified imp. Format of Citi NA (It takes 2-3 days) • ♦Up Load the Citi NA specified format in Citi NA online software Citi Direct (It takes 1-2 days) • ♦Reconcile the physical payment of Citi NA with the invoice created and paid in ERP. • ♦When bank sends the chaque count & deliver then to S & D. 3.12 An Example of a GPDC:Sales Commission activities

Sale Quantity (Quarterwise)

Sale Quantity

2,000,000 1,500,000

1.06m

0.94m

1,000,000 500,000

1.8m

1.54m

0.6m

Total Sale GPDC Sale

0.42m

0 Q1 05 Q2 05 Q3 05 Q4 05 Q1 06 Q2 06

Collection & deposit of sale proceed of all GPDC (previously outsourced but currently done by GP personnel)

Collection of sales information on daily basis and reconciliation with S&D.

Bank arrangement (Citi NA, City & UCBL) to collect cash/ instruments.

Arrangement of Insurance coverage for stock and cash.


Commission calculation, payment, distribution of cheque to POS and accounting & reporting.

Salary payment coordination with Fund management and Payroll for GPDC employees.

Arrange and maintain petty cash at GPDC level

Arrangement of support office equipments like money counting machines, cash volt, mobile phone for employees.

1. POS comes to their respective GPDC and submit his requisition to S&D employee. 2. GPDC sales persons prepare a Bin Card based on POS requirements, ratio of stock lift to submitted subscription paper . 3. Bin card is passed to enter into DSTS (GPDC sales software). 3 copies of Delivery Challans (for Sales, Finance & Customer) are prepared based on Bin card from DSTS. 4. POS comes to Finance counter with 3 copies of Challan. Finance officer receives cash/ PO/DD based on delivery challan and provides 2 copies of money receipt after stamping and signing 2 challan. 5. Sales receives a copy of stamped challan & money receipt and delivers products.

continued in next slide

6. Finance officer deposits sales proceeds to designated bank accounts daily.


continued from previous slide

7. At the end of a day, finance officer reconciles amount received with amount of quantity sold from DSTS and TO approves the daily receipt data. 8.1 Sales data are sent to Head Office CSTS from DSTS in soft form. 8.2 Sales proceed receipt and deposit data are sent to H.O. in soft and hard form. 9. GPDC wise sales quantity and amount are reconciled based on data sent by H.O. S&D and H.O. Finance at month end. 10.1 Sales data are uploaded in ERP based on data received from DSTS (8.1). Accounting entry: Receivable Dr. Sales Cr. 10.2 Receipt data are uploaded in AR Module of ERP. Accounting entry: Cash Dr. Unapplied Rec. Cr 11. All receipt data are applied against sales invoices and thus AR is Credited. Accounting entry: Unapplied Rec. Dr. Receivable Cr.


GPDC: Finance Activities (Commission Calculation) •

Bank arrangement (Citi NA, City & UCBL) to collect cash/ instruments.

Arrangement of Insurance coverage for stock and cash.

Commission calculation, payment, distribution of cheque to POS and accounting & reporting.

Salary payment coordination with Fund management and Payroll for GPDC employees.

Arrange and maintain petty cash at GPDC level

Arrangement of support office equipments like money counting machines, cash volt, mobile phone for employees.

4.0 Problem identification By analyzing the Sales Commission process identify some problems: 1. Data accumulation: Every day how much sale of the GP products they have to collect by phone from GPDC’s. This is a manual process meaning opportunity for errors. 2. Outlet: Level of Education: Those who have small shop they sell SIM Card, Scratch Card, Flexi Load there education level is very low so they can’t properly registered when they sell SIM. And this is why Grameenphone can’t get proper feedback from outlet. Though GP maintains the best database and is compliant with BTRC rules. 3.

Payment Government

Dealer/Outlet r automation seems only viable option.

About 8500 outlet so data keeping is a vast task and full

4. Government System clue (TDS: 5% - 7.5%): Now Government has increased TDS to 7.5% for every products. Before that they paid 5% TDS for products. This cause problem in calculation and proper implementation of Government rule. 5.0 Recommendation By analyzing, the Sales commission problems identified, can be turn into major problem if it is not undertake properly. Problems are softly tackled and some problem can be avoided by proper guidance of concern peoples. That can be done by taken the following steps: 1. GPDC is online & data accumulation is also online (STS: ORACLE Database/Invoice). 2. More co-ordination between far flung areas to ensure better communication flow.


3. Better banking facilities (Online Banks) as the commission payments are made in far flung areas of the country. 4. Outlet level of education have to be high. 6.0 Conclusion Grameenphone Ltd. is the market leader in the telecommunication industry as well as Mobile Phone industry in Bangladesh. Its most important strengths are its innovative products and wide coverage. As a service providing company, better service than competitors can make them different. Though telecommunication sector is based on technology and most of the technical equipment has to be imported so Sales Commission unit of GP finance play a vital role their smooth operation. Grameenphone has invested a huge amount for building its networks. So, in every steps and segment of Sales Commission process should have to properly checked and guided. Sales are bread earner for any company and GP is no exception. Commission payments clearly selfless sales of the company. In GP, growth and new development is everyday matter so the processes mentioned here are under constant review and refinement. Change is so accepted in GP that today’s well-established practices can change very quickly bringing in something new. Reference: 1. 2. 3. 4. 5.

2005 Annual Report of Grameenphone Ltd. Wikipedia (http://en.wikipedia.org) Grameenphone Official Website (http://www.Grameenphone.com) Telenor website (http://www.telenor.com) Answers.com website (http://www.answers.com/topic)


Grameenphone sales commission policy