Bharat Sanchar Nigam Limited CM Sales and Distribution Policy

CM Sales and Distribution Policy - 2018

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Bharat Sanchar Nigam Limited

CM Sales and Distribution Policy - 2018

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INDEX

Topic Page No.

1. Franchisee Sales and Distribution Policy 2018……………… ……….….…. 04

Section 1: Roles and Responsibilitie.……………………………………..... 04

1. Definitions…………………………………..…………….….. 03

2. Introduction……………………………………………………………… 04

3. Geographic area ……………………………………..…………….….. 05

4. Responsibilities of Franchisee ……………………………..………..... 05

5. Responsibilities of BSNL …………………………………………….. 07

6. Dimensioning of Franchisee Territories:…..………………………….. 09

7. Eligibility requirements for BSNL Franchisee ship………………….... 09

8. Expression of Interest Route:………………………………….…..….. 10

9. Selection by committee……………………………………………….. 11

10. Terms & Conditions with EOI ………….……………………………. 11

11. Easy entry at SSA level:………………………………………………. 12

12. Easy exit of Franchisee at SSA level:-………………………………… 14

13. Look after arrangement……………….………………………..…….. 14

14. Migration Policy for existing Franchisee-ship………………………..…… 14

15. Extension of agreement ………..………………………………... 14

16. Requirement after EOI Approval …………..……………… 14

17. Selection criteria for Franchisee-ship ……………………… 16

18. Scoring guidelines for Selection criteria ………………….. 16

19. Target setting and performance Management………………………… 18

20. Sale price of BSNL Products and penalty structure for franchisee…… 21-23

21. Action against cross selling…………………………………………… 24

22. General terms and conditions…………………………………………. 24

23. ……….…………………………....…. . 20

2. e-Distributor Policy 2018 ……….……………………………………..…… 2722

3. DSA Policy 2018 …………………………………………..…………….…… 3825

4. Rural Distributor Policy 2018 ….…….……………………………………. 42

2336

ANNEXURE – A Role of Sales Team Members ……..………….………………… 5132

ANNEXURE – B Number of Franchisee Territories in Circle …….………..…… 534

ANNEXURE – C Product List of FMCG Industry …………...……………..…… 5445

ANNEXURE- D Discount / margin and incentive structure……………… 55

ANNEXURE – E Sharing of Discount / margin and incentive among

channel Partners ..………………………………………… 5836

Abbreviations ………………………………………..…………..…………................ 59

CM Sales and Distribution Policy - 2018

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Definitions

1.0 BSNL Products: It includes both primary products and secondary products of

BSNL. Primary Products for the channel partners include GSM 3G / 2G, Wi-Max,

Data Cards, EVDO, NIC, Blackberry, CDMA, WLL, FWT, IFWT, Value added

services etc. and any other future product/ service that may be launched by

BSNL from time to time. Other products such as Landline, broadband, ITC, etc.

shall be Secondary Products for the channel partners, which may also be allowed

by BSNL.

1.1 Mobile Handsets: Mobile Handsets are telephone instruments for mobile services

made by independent third parties for making and receiving calls and other data

& VAS services.

1.2 SIM Cards: SIM (Subscriber Identity Module) Card is provided to each BSNL

Subscriber, who applies for GSM connection. It contains a microcomputer Chip

with memory. The SIM card has to be plugged into the GSM Handset to activate

the phone.

1.3 SIM / USIM / RUIM: A SIM card is used in 2G services; USIM is used in 3G

services while RUIM is used in CDMA handsets.

1.4 Booking a Connection: A subscriber can book a 3G / 2G post-paid mobile

connection by paying a refundable Security Deposit and an activation fee. 3G /

2G Pre-paid mobile connection can be booked by paying the fixed (non-

refundable) charges.

1.5 Services Bill: It will include „monthly rental‟, „Airtime charges‟ and „BSNL/Fixed

Line charges‟ incurred by all calls made by the subscriber. Airtime charges are

calculated at a pre-determined rate per unit time (as per tariff structure declared

from time to time), or any other charges. BSNL /Mobile/ Fixed Line Charges :

Whenever a call is made from a Cellular phone to an BSNL or any other

company‟s phone or when long distance network is used, certain amount levied

by BSNL/MTNL/ other operator which is normally called the BSNL /Fixed Line

charges. This includes the Local, STD and ISD charges.

1.6 Sales Executive / Sales Force/ FoS: In the interest of increasing the customer

base, the Franchisee can appoint sales force except Rural Distributor for booking

new connection and selling of prepaid cards. FoS are appointed for servicing the

retailers. However retailers in area of Rural Distributors shall be appointed by

respective RDs.

1.7 Activation Fee: Onetime non-refundable charges levied for energizing a cellular

phone connection.

1.8 Security Deposit: A refundable deposit taken from subscriber as security at the

time of enrolment or/and additional services availed like value-added services,

ISD etc. subsequently.

1.9 Commencement Date means the date on which the Agreement comes into effect

in accordance with the provisions of Clause hereof.

1.10 Products, Services and Territory shall mean all those products, services and

territory as described in EoI / CM-S&D Policy-2018 and as amended in writing by

the agreement of both the parties from time to time.

1.11 The Franchisee shall include its employees, agents and authorized

representatives who shall be responsible for the scope of work as described in

this policy.

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CM Sales and Distribution Policy - 2018

Provisions of the previous franchisee S&D Policy -2012 have been amended and

integrated “CM Sales and Distribution Policy -2018” to be effective from 01.01.2018.

This Policy is divided in four parts:

1. Franchisee Sales & Distribution Policy:

Franchisee will be responsible for selling of all BSNL to BSNL subscribers. Products,

directly or through Rural Distributors (RDs) / retailers within a defined territory. To

facilitate retailers, provision of three tier structure has been made by including Rural

Distributor between franchisee and retailers only in rural territories to serve the area

within the rural BTS.

2. e-Distributor Policy:

e-Distributor will be responsible for selling of BSNL Products to customers through

web-portal/ Kiosk/ ATMs/ POS (Retailers) and other electronic mode on Zonal/ PAN

India basis.

3. DSA Policy:

Direct Selling Agents („DSAs‟) are individuals having direct agreement with BSNL.

DSAs are responsible for selling of all BSNL Products, as assigned to them, to the

customers at their door steps.

4. Rural Distributor Policy:

Rural Distributors are individuals having agreement directly with BSNL or through

franchisee. Rural Distributors will be responsible for selling of all BSNL Products in

Rural BTS areas through retailers. Rural Distributor will be preferably served by

concerned franchisee or by BSNL directly.

BSNL reserves the right to add/delete/modify any channel as and when deemed suitable

based on market dynamics. Decision of BSNL in this regard shall be final and binding on

all channel partners.

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Franchisee Sales and Distribution Policy 2018

Section 1: Roles and Responsibilities

A. Geographic area

a. Definition of Geographical areas: All Franchisees territories have well defined

geographical area (as notified in the franchisee Agreement by SSA). This will

be their primary area and the franchisee must fulfill all the requirements as per

the policy in this primary area only. Sales by franchisees should be restricted

in the primary area specified by BSNL and C-top-up SIM should be BTS

bound

b. Franchisee is not allowed to sell outside the Primary Area in any case. Any

violation is to be viewed seriously and it will attract penalty as per Sec 5(P)(B)

and the agreement with such franchisee be discontinued and the franchisee

may even be barred for further dealing with BSNL for a period of 2 years in

case the violation so warrants.

c. The Franchisee and BSNL shall act on a principal to principal basis and at no

time, the franchisee shall act in the capacity of an agent of BSNL. The

Franchisee shall not have any right or authority to negotiate, conclude or

execute any contract or legal document with any third person in the name of

BSNL; to assume, create, or incur any liability of any kind, express or implied,

against or in the name of BSNL; or to otherwise act as the representative of

BSNL, unless expressly authorized in writing by BSNL.

B. Responsibilities of Franchisee

a. Selling of all BSNL Products purchased by Franchisee directly or through

Rural Distributors (RDs) or retailers.

b. Two tier structure for urban and three tier structure for rural areas by

incorporating intermediate channel of RDs.

c. Franchisee to make best efforts to actively market and promote the BSNL

Products as permitted by BSNL.

d. Appointment of Retailers

Franchisee must appoint sufficient numbers of retailers in the territory such

that:

i. Each Urban BTS areas & Rural BTS areas should have at least 8

retailers and 4 Retailers respectively.

ii. One retailer in urban commercial area at every 200 meter

iii. One retailer in urban residential area at every 500 meter

iv. At least one retailer in every Village

e. Retailers in the rural areas will be appointed and served by RDs.

f. Meeting all sales targets set by SSA/Circle for the franchisee territory.

Franchisee is responsible for meeting these targets through all channel

entities working under him.

g. CAF collection, documentation (physical documentation as well as electronic

documentation) and timely submission of documents to BSNL as per

regulatory guidelines and BSNL instructions. Once the CAF has been

deposited by the Franchisee under receipt to BSNL, the responsibility of

documents submitted in support of customer identity & address will be on

Franchisee for a period of 90 days from the date of deposit of CAF. BSNL

official will check the documents within 90 days and if anything is found wrong

with respect to DOT/TERM guidelines then the form should be

rejected/corrected and a token penalty of Rs 200/- shall be imposed per

wrong CAF on franchisee.

h. Verification of credentials of customers – Verification of POI/POA (photo,

identity and address) of customer at the POS (Point of Sale) has to be done

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as per the various guidelines issued by DoT and BSNL from time to time.

Franchisees will be responsible for the verifications done by all the channels

i.e. Rural Distributors and retailers working within their network.

i. BSNL reserves the right for CAF entry/CAF collection/CAF submission

through any third party on outsourced model. However verification of

credentials as mentioned in para (h) above shall be the responsibility of

franchisee.

j. Operation of IT tools and systems provided by BSNL as specified from time to

time, including hiring data entry operator if required.

k. Appointing required number of FoS (Feet-on-Street) exclusively for BSNL

Products to serve retailers as per guidelines in force.

l. Assist and cooperate and with the Franchisee Manager or any other BSNL

employee appointed by BSNL in respect of sale of BSNL products, and

provide him/her with the required details as specified by BSNL.

m. Providing List/Details of FOS and retailers to BSNL.

n. All details and information (including but not limited to FoS details, secondary

sales, etc.) as specified by BSNL from time to time in BSNL specified system

e.g. Sancharsoft.

o. After sales services to end-customers in its own capacity and at its own cost,

which shall include receiving, attending & rectifying complaints.

p. All forms of complaint handling on phone and walk-in-complaints (hardware

related, billing, service, performance related etc.) will be handled directly by

Franchisee. Franchisee shall redress all possible complaints on the spot. If

required, help from BSNL call centers may be taken. Remaining complaints

can be forwarded to designated CSC/BSNL official for further disposal.

q. Serving retailers and Rural Distributors at their doorsteps. Franchisee must

ensure that BSNL products are available with rural distributors as well as retail

networks in sufficient quantity on demand. Franchisee must ensure that no

black-marketing or mal-treatment to customer is done through its network.

r. The margin/ discount/ incentives / commissions extended by BSNL to

franchisee and eligible retailers in their chain/ network, which shall be deemed

to be extended to the franchisee, with whom BSNL has entered into an

agreement pursuant to this policy and statutory requirements shall be

complied with, by the franchisee.

s. Receiving advertisement/ marketing material from BSNL, and displaying it at

POS and distribution to Rural Distributors.

t. Promotion of BSNL Products at Franchisee‟s own cost.

u. Arranging special promotional events, as per BSNL requirements, at

Franchisee‟s own cost, which shall include events and camps/canopy in

unreached and potential areas.

v. Timely submission of bills and claims to the nodal officer

w. Storage of SIM‟s, data cards and other telecom products purchased by the

Franchisee from BSNL in a proper manner.

x. Provide all necessary information to BSNL including but not limited to its

books of accounts, or any other information for the purpose of submitting the

same in any proceedings before any Government Authority or against any

third parties.

y. Issue receipts: At the time of booking of any new connection, franchisee shall

issue its formal receipt / invoice to the Rural Distributors (RDs) / retailers.

z. Franchisee will be responsible for all the work done through its distribution

network.

aa. The franchisees will be responsible for intimating their GSTN No. to BSNL for

billing purposes

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C. Responsibilities of BSNL

a. Appoint sufficient number of Retailer Managers, Retailer Manager Coordinator

(RMC), and Franchisee Managers for providing time-to-time guidance, and

addressing issues/ concerns raised by franchisees. BSNL shall also appoint

other members of the Sales & Marketing team at Circle and SSA level.

b. BSNL shall communicate to the Franchisee the minimum sales required to be

made by them on quarterly/ monthly basis, in order to remain eligible for the

Franchiseeship Agreement. These quarterly/monthly sales target will be

communicated by BSNL in last week of previous quarter/month or in the first

week of the quarter/month. The target will be given on each parameter

defined in „Performance Management System‟. Any exceptions to this have to

be approved directly by GM (Consumer Mobility)/ designated GM by HOC.

Failure to achieve the minimum sales requirement may lead to review /

termination of the contract.

c. Resolution of issues (including supply of SIMs, payments, servicing of

retailers, cross-selling, etc.) raised by franchisees, rural distributors,

franchisee managers, RMC, retailer managers, retailers and any other

member of the Sales & Marketing team. SSA Sales Head must maintain a log

of all complaints received and provide regular update to SSA Head on action

taken to resolve outstanding issues.

d. It will be the responsibility of the Account Officer to remit the collection from

the franchisee to credit to Company‟s account on as and when purchases of

BSNL Products (except post-paid products) are made by the Franchisee and

ensure realization of the cheque.

e. The cheque deposited by the Franchisees should be deposited with bank for

realization in a manner that it is realized latest by 3

day ( Date of purchase +

2 working days). The Account Officer shall be responsible for ensuring

collection, deposit with the bank and realization of the cheque(s).The Account

Officer shall maintain an account of inventory sold to the Franchisee and the

defective goods received back from the Franchisee, and share the same

periodically with BSNL‟s accounts wing along with payment balance

statement.

f. Franchisee manager / SSA Sales Head (Mobility) to ensure that all sales

made by BSNL to franchisee and is recorded in BSNL specified IT system.

Further, the sales register/ books of accounts maintained by the Franchisee

may be called for as and when required by BSNL, for examination and cross-

verification of sales made by franchisees in respect of BSNL‟s products.

g. The Sancharsoft & stock register giving details of material sold to the

Franchisee should be properly maintained and monitored on regular basis by

SSA Sales Head (Mobility).

Head of Circle / SSA will ensure that BSNL Product stocks are available in

sufficient quantity with BSNL in required denominations well in advance. The

SSA should maintain sufficient stock of inventory so that they can fulfill the

demand for provisioning of the stock as required by the franchisees, Rural

Distributors and other point of sales.

No refund requests of any defective or unused stock shall be entertained by

BSNL. Defective stock (due to the default of BSNL) with the channel partners

shall be replaced at the sole discretion of BSNL after due verification.

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h. In order to manage returns of defective products, BSNL may, with prior

approval of the Franchisee, inspect the stock at Franchisee‟s location to

evaluate whether or not the products are maintained in proper condition.

i. MRP of the products should be displayed. The stocks and distribution of

publicity materials like brochures etc., preferably in local languages also

should be available in sufficient quantity.

j. In order to promptly receive CAFs, there should be at least one desk or

counter, totally dedicated to accept CAFs from Franchisees/DSAs at a

prominent location in every city and should be manned on all days, including

holidays. Details of in-charge and location of such CAF Desk should be

intimated to all Franchisees/ DSAs.

k. Ensure timely payments to all channel partners preferably online.

l. It will be mandatory on monthly basis to reconcile the account of prepaid

product along with IN report.

m. The following items shall be given free of cost to franchisees for performing

their responsibilities, including for demo purpose, and are not linked with the

sales targets to be made by the franchisees:

i. One rent free landline connections with unlimited on net local calls

(LL + Mobile) within circle.

ii. One rent free landline connection for incoming calls with Broadband

plan – BBG Combo ULD 850 (350 monthly free call with unlimited

download/Upload).

iii. One rent free VPN over Broadband (512 kbps VPNoBB plan)

iv. One rent free GSM post-paid Plan – 525, calls beyond freebies shall

be payable.

v. Ensure alternate/standby media connectivity to Sanchar-Soft

terminals working with franchisees.

Note: - Above facility shall be up-to the validity of agreement.

n. Trade discounts:-

Attractive trade discounts / schemes shall be offered by BSNL to the

franchisee time to time as per prevalent market dynamics.

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Section 2: Eligibility criteria

D. Dimensioning of Franchisee Territories:

a. Number of Circle-wise territories is mentioned in Annexure-B.

b. If there is need to increase or decrease the number of territories in a Circle,

proposal with justification will have to be sent to the corporate office and the

required change will be effected only after approval from corporate office by

Director- CM.

c. Number of territories permissible to a franchisee in a circle is restricted to

normally three through EoI / Migration.

d. However one more of franchisee territory may be allowed in the second round

of EOI at circle level.

e. Maximum 33% of SSA territories shall be allotted within the SSA to a

franchisee. However, CGMs of the circle are empowered to increase this

maximum limit by up-to 50% of SSA territories within the SSA. In case of

migration 50% of SSA territories are allowed.

f. Balance franchisee territories i.e. (4 terr. – 33% of SSA) shall be adjoining to

his existing territories in adjacent SSA.

g. In case of migration, non-adjacent territories are allowed and additional new

territories shall be adjoining to SSA in which he has more number of

territories.

h. Category of franchisee territories shall be reclassified based on C-top-up

revenue. Reclassification of franchisee territories shall be carried out as one

time activity before EOI/ entering into fresh agreement as per criteria given

below:-

Monthly C-TOPUP average

Sale in the last FY (in Lakhs)

Category of territory

Up to 30

>30 up-to 50

>50

i. For territories where average monthly sale in the last FY was less than

Rs.10 Lacs, decision of CGM will be final w.r.t. filling of the territory or

redefining the territory.

E. Eligibility Requirements for BSNL Franchisee-ship for each franchisee

territory

All proprietorship firm, partnership firms and company of Indian origin fulfilling

following criteria are eligible to apply.

a. Turn over: Turnover is defined as sales proceeds as per audited P&L

account of the firm, submitted for last financial year. A copy of income tax

return should also be submitted along with.

i. Rs.50 Lakhs for A class territory

ii. Rs.30 Lakhs for B class territory

iii. Rs.6 Lakhs for C class territory

b. Experience: Interested firms must be distributor/dealer of Telecom / FMCG /

Electronics / Electrical / any other products with established retail chain for :

i. 3 years for class A territory out of last 5 years

ii. 2 years for class B territory out of last 4 years

iii. 1 year for class C territory out of last 3 years

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A detailed product list for FMCG industry is provided in Annexure-C. A copy of

certificate from Telecom/FMCG/Electronics/Electrical/any other products

should be attached. In case there is ambiguity in the interpretation of

Annexure-C, the decision of Circle Head will be considered final.

Note: DSAs and RDs of BSNL are also allowed to participate in the EOI

subject to fulfillment of eligibility conditions.

c. Space: Interested party must ensure office/ showroom space (carpet area) of

minimum size of 200 sqft for BSNL franchisee ship within operational area of

the territory. CGMs are authorized to relax the space upto minimum size of

120 sqft as per local need. However it should be clearly mentioned in EoI

document. Space is to be ensured within 15 days of LOI for award of

Franchisee ship.

d. Interested party should have a valid PAN. And TAN.

e. Interested party should have a valid Goods and Services Tax (GST)

registration Certificate No. for respective state

f. Interested party should provide a self-declaration along with the evidence that

the bidder is not black listed by the GST authorities

g. In case the interested party gets black-listed during the tenure of BSNL

contract, then BSNL will not be responsible for any loss of input tax credit

(ITC) to the franchisees. Further, the franchisee will be responsible to

indemnify to BSNL any loss incurred by it.

h. In case of multiple Goods and Services Tax Identification Number (GSTIN), all

the numbers can be provided as Annexure

Section 3: Selection process and criteria

F. Expression of Interest Route:

a. In order to induct franchisees, BSNL shall invite Expression of Interest (EOI)

from the willing parties. BSNL reserves the right to initiate the process for

appointing franchisee even if there is a franchisee currently serving the

territory or a part of the territory. Hereafter, any territory, for which EOI is

invited, is referred to as „eligible territory‟. Eligible territories could include:

 Vacant territories: Territories likely to be vacated in next three months or

already vacated due to termination of franchisee, tenure completion of

franchisee, or non-appointment of franchisee in the past. If a notice of

termination (with a 30-day deadline for termination of franchisee) has been

served to the franchisee, the territory can be considered as vacant

territory.

 Redefined territory: BSNL reserves the right to redefine territories for

realignment/ balancing of franchisee territories. If there is need proposal

with justification will have to be sent to the corporate office and the

required change will be effected only after approval from corporate office

by Director- CM.

b. EOIs are to be floated and finalized at circle level. The approving authority will

be the Head of circle.

c. Circle must invite EOI from willing parties for eligible territories.

d. To evaluate the short-listed bidders, a Selection committee at circle

comprising of three members will be formed for each SSA with the approval of

circle head.

 Two members from circle office who will be common for all selection

committee-GM(Sales & Mktg.)-CM and DGM(Fin)

 Third Member- concerned SSA head.

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e. After evaluation by the selection committee, the recommendation of the

selection committee shall be approved by circle Head. LoI to successful

bidder shall be issued by the EOI issuing authority with the instruction to

submit the requisite PBG at the concerned SSA within 15 days time frame for

signing the agreement. The contract shall be awarded for a period of three

years to the successful bidder(s) as per the terms and conditions stipulated in

the EOI and in the sales & distribution policy document.

f. Selection by committee:

If no qualified application is received against any franchisee territory in EOI,

measures stated in para H of section-3 below may also be taken.

g. BSNL reserves the right to revise some sections of Sales & Distribution policy

according to change in business environment. SSA shall notify all such

changes to franchisees. Franchisee will be assumed to be in agreement with

revised norms unless notified to BSNL in three week‟s time. Any party who

wishes to discontinue the agreement can do the same by providing a 60 days

notice.

h. Interested party must deposit EMD of Rs. 2 lakh for class A territories, Rs. 1

lakh for class B territories and Rs. 25,000/- for class C territories along with

EOI. The EMD will be in the form of Bank Guarantee in favour of BSNL and

valid for a period of 180 days from the date of EOI opening.

i. BSNL reserves the right to reject any application of franchisee for any reason,

without liability, the information provided by the franchisee/ gathered by BSNL

shall become BSNL‟ s property even if application is rejected and can be used

by BSNL in any manner it deems fit.

j. The decision of BSNL will be final and binding.

G. Terms & Conditions with EOI

a. Each franchisee will sign Franchisee Agreements at concerned SSA in the

Circle. Franchisee must not work with any other telecom operator in the

capacity of any role related to sales & distribution anywhere in India.

b. All Franchisees should have well defined geographical area (to be defined

and notified by SSA/Circle). This will be their primary area and the franchisee

must fulfill all the requirements as per the policy in this primary area.

c. The demarcated area for which they are appointed should be the primary area

for the franchisee‟s operation, and all contractual obligations and

responsibilities as per franchisee policy should remain for this primary area

only.

d. Periodic performance review must be done and in case of a franchisee not-

meeting the BSNL standards, action should be taken in accordance with

„Performance Management System‟ section of this policy.

e. Franchisee is not allowed to sell BSNL products outside its primary area

(except in cases where the franchisee has been allowed to sell in a territory

for a limited period through a look-after arrangement). Any violation will be

viewed seriously and action shall be initiated as per Penalty Clause of this

document.

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f. BSNL is free to appoint sufficient number of Rural Distributors in franchisee

territory in rural areas. Rural Distributors will be either served by franchisee or

BSNL and may not be exclusive to BSNL. Rural Distributor‟s network will not

only act as retail network but also help franchisee in serving rural retailers.

g. Franchisee can appoint any numbers of retailers within his jurisdiction for sale

of BSNL products permitted to them. Franchisee should serve retailers as well

as rural distributors at their premises.

h. Franchisee must ensure availability of BSNL products at more than 90% of

retail points (multi-brand outlets) which sell telecom products within their

primary area.

i. Existing customer service centers and all other channels including e-

distributors, Rural Distributors, DSAs will also work as sales outlet for all type

of services offered by BSNL. BSNL can directly appoint any other channel(s)

to distribute and sale various telecom services and products within

franchisee‟s primary area.

j. Franchisee should ensure manning of office at least 12 hours per day (9:00

AM to 9:00 PM).

k. BSNL reserves the rights to seek/verify financial information from franchisee‟s

Bankers/credit providers and any another sources as to carry out other

verifications.

H. Easy entry at SSA level.

a. If any franchisee territory remains unfilled even after floating of two rounds of

EOI at circle level,

An empowered committee shall be constituted by SSA head comprising of

three officers headed by a JAG/STS (as per the level of SSA) level officer of

SSA with one finance member. The committee will collect proposals from the

prospective franchisees by visiting their premises on the basis of eligibility

criteria mentioned below at para-b and will recommend the name of suitable

firm/candidate. The recommended case may be considered for approval by

Head of SSA”.

Where SSAs have no JAG/STS level officers to head such committee, the

SSA head may relax the conditions mentioned under para 2 (H) (a) of Sales &

Distribution Policy-2018 and an officer of STS/SDE level of the SSA may be

nominated to head the committee.

Note: Empowered committee will also approach prospective bidders through

letters/ mails and display on the notice board.

b. Empowered committee will recommend the name of eligible and suitable

firm/candidate based on following selection criteria for approval by SSA head:-

i. Territory category wise turnover.

Category of terr.

Minimum Turnover

required (In lacs) =

X (Say)

Marks

Up-to 2X

> 2X to

> 3X

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ii. Experience of distribution of services/products. In most of the cases,

experience certificate is not available with the applicants. In such cases the

committee may satisfy itself that the person has requisite experience of

distribution of services/products. Minimum experience criteria shall be

same as mentioned in para-E (b) above.

Distribution Experience

Telecom

FMCG

Distribution

Electronic

/Electrical

Other/

RD-

DSA

Fulfillment of Minimum Criteria and up to

1 year in excess

Greater than 1 years in excess but less

than 2 years in excess

Greater than 2 years in excess

iii. Weightage of educational qualification. (Total marks- 5)

Qualification

Weight-age

Pass

Graduate

iv. Weight age of Location /place:- ( Total Marks-10)

Bidder belongs to

weightage

Same SDCA

Adjacent terr. Of same SSA

Adjacent terr. Of adjacent SSA of same

circle/any other terr. Of same SSA

Adjacent SSA of same circle

Any other

v. Weightage for showroom:- ( Total Marks-10)

Showroom

Max. weightage

Locality

Size

Accessibility (Road, visibility, Floor, etc.)

vi. Interview:- Total marks= 5

c. Selection Tie-Breaker: The franchisee with the highest marks out of 50 should

be selected. In case of a tie, preference should be given in the order of higher

score for „Showroom‟, „Place‟, „Experience‟, „Turnover‟ and lastly „Qualification‟.

Note: - However in case of further tie after executing the criteria at para-c above,

location of showroom, place, quantum of experience, quantum of turnover, and

qualification shall be considered for selection of franchisee. However, BSNL reserves the

right to select any of the franchisee based on the committee report after the approval of

BSNL CO.

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I. Easy exit of franchisee at SSA level.

There shall be quarterly performance evaluation at SSA level. Non-

performing franchisees of SSA shall be treated as mentioned below:-

i. SSA head may recommend the name of the franchisee with lowest sales

in the SSA (based on quarterly evaluation done in respect of Type-A

parameters) to circle head for termination of contract .with such franchisee

ii. The SSA head may issue order for terminating the sale to such non-

performing franchisee, and look-after may be given to the adjacent

franchisee of the SSA ensuring 50% of total franchisee terr. Of SSA

should remain filled at all time. Simultaneously EOI should be floated to

fill-up vacant territory.

iii. Base monetary Penalty up-to 2.5% of PBG ( refer section-5 para-P)

based on weight-age defined for Type-A parameters of targets for

evaluating performance may be levied upon to those franchisees who

could not be removed due to restriction in para-ii above.

iv. In exceptional cases more than one franchisee may also be removed in

one quarter.

J. Look-after arrangement:

a. Vacant territories can be given to existing franchisee as “Look after territory”

for a period of six months by SSA head for completing EoI / Selection

Process. If further extension is required beyond six months circle head is

empowered to grant look after to eligible franchise in steps of three months to

complete selection process at SSA level.

K. Migration policy for existing franchisees:

Existing franchises are eligible for migration in CM – Sales & Distribution

Policy 2018. Migration process as given below will be done at SSA level.

a. Those who meet the benchmark and cut-off as per section 4.2 of CM-S&D

Policy-2012 shall be eligible for migration for three years.

b. Those who do not meet the benchmark and cut-off, migration will be done

on the basis of SIM sale for the last financial year.

i. All the franchisees of SSA shall be ranked on the basis of %

achievement of SIM sale target during FY-2016-17

ii. Top 80% franchisees of SSA will be migrated for three years and

iii. Remaining 20% of franchisees of SSA shall be dropped.

c. Names of franchisees & territories found eligible / non-eligible may be sent

to circle for final approval and further action.

L. Extension of agreement

The extension for next two years (on year to year basis) with the approval of

circle head can be granted subject to compliance of para-(D) of section-2.

M. Requirements after EOI Approval

a. As mentioned above, selection of the franchisee will be done by a selection

committee formed at circle level for which the franchisee is being selected.

The EOI/agreement will be framed/ customized by concerned Circle/SSA

based on provisions in this franchisee policy.

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b. PBG (Performance Bank Guarantee) of:

 Rs.3 Lakhs for class A territory,

 Rs.2 Lakhs for class B territory and

 Rs.1 Lakhs for class C territory

to be submitted before signing of agreement within 15 days of LOI.

c. Franchisee shall deposit the aforesaid PBG of said amount as determined by

BSNL from time to time. BSNL reserves the right to forfeit/adjust/apply the

said EMD/PBG amount in full or part of any sums due from the franchisee to

BSNL at any time. Franchisee shall continue to be liable for balance, if any,

no interest will be paid on the deposit. BSNL reserves the right to increase the

amount of PBG at any time in its sole discretion with respect to any/some/all

franchisee.

d. After approval of EOI by circle, the Agreement shall be signed by the SSA,

PBG (Performance Bank Guarantee) shall also remain in concerned SSAs,

Franchisees will be monitored and supported by SSA. Payments will be done

from SSA (except in case of special schemes where Circle can also make the

payment).

e. PBG will be treated as security deposit and no supply of BSNL products will

be allowed against PBG.

f. BSNL products can be issued to franchisees against RTGS or Cheque on

realization of Money in BSNL account or against DD/Bankers cheque. The

preferred mode for fund transfer for the franchisees to get material is RTGS.

g. To provide Cheque facility to franchisees for issue of stock on credit‟ The field

units shall follow below mentioned procedure in implementation of this facility‟

SSAs will take a separate BG for each franchisee territory for this purpose

and issue inventory to franchisees against cheque of value not exceeding the

amount of BG.

i. To purchase material against cheque, franchisee will have to provide a

separate bank guarantee with validity of 180 days more than the period of

agreement. Franchisee can then purchase material of value up-to bank

guarantee. This bank guarantee is separate from PBG. Circles will have to

decide upper cap on this bank guarantee which may be equivalent to 7 days

inventory requirement in the multiple of R.s. 50,000/-

ii. The cheque will be presented to the bank in a manner that it is realized

latest by 3

day ( Date of purchase+ 2 working days) and if it is dishonored,

the steps for forfeiture of BG will be initiated immediately & the franchisee will

be debarred from availing credit facility for the rest of his agreement period.

iii. The officer(s) concerned who will accept payment by cheque will be

responsible for monitoring of cheque clearance as per time frame given in

para „ii‟ above and they will also ensure that the value of cheques outstanding

does not exceed the value of Bank Guarantee at any time.

iv. However in case of cheque bounces due to some genuine reasons e.g.

signature mismatch, date not mentioned etc. despite of balance in account

then in such cases decision of initiation of forfeiture of BG/ ban on purchase of

material against cheque may be taken by CGM concerned.

v. CTS-2010 standard / MICR cheque with all lndia clearing facility at par will

only be accepted.

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vi .lnter-alia, guidelines issued vide letter no. 1-4lBBF/e-paymentlTMl2}OT-O8

dated 17.10.2012 (Copy enclosed) by BFCI section of BSNL CO regarding

safe banking may also be followed.

vii. CGMs shall submit quarterly report on dishonored cheques.

h. Franchisee may open an account with RTGS/online transfer facilities in the

bank in which BSNL‟s account is in concerned SSA. Franchisee shall make

payment to BSNL for material supply preferably by online transfer/RTGS

mode. Any charges for online transfer or RTGS will be borne by franchisee.

i. Roll out Plan: 50% of the retailers as mentioned in para B of Section 1 should

be active within 3 months from the date of signing of agreement and 100%

retailers should be active within 6 months of signing of agreement.

N. Selection criteria for franchisee-ship

a. The maximum marks for eligible bidders in selection criteria for selection of

franchisees will be as follows:

Experience of firm

10 marks

Turnover

10 marks

iii

Place

10 marks

Showroom

10 marks

Qualification

5 marks

Interview / Presentation

5 marks

b. Short listing will be done on the basis of point number (i) to (v) and top three

should be called for interview. Final selection will be done based on combined

marks.

c. All parameters are as defined under the „Eligibility Requirements‟ section.

Place is ascertained as the place where firm/company is registered (GST

registration) or where it has operations (existing shop/office) for atleast last

two years or more.

O. Scoring Guidelines for Selection Criteria:

a. Experience of firm (Total Marks: 10)

Distribution Experience

Telecom

FMCG

Distribution

Electronic

/Electrical

Other/

RD-

DSA

Fulfillment of Minimum Criteria and up to

1 year in excess

Greater than 1 years in excess but less

than 2 years in excess

Greater than 2 years in excess

For telecom experience, in case of proprietor firm, the firm/proprietor should

have experience of distribution of telecom services directly with any telecom

operator. Retailers of Distributor/Dealer/Franchisee will not get any credit as

telecom experience. The experience of DSA/ Rural Distributor of BSNL will be

counted as telecom experience. In case of partnership firm, the Telecom/FMCG

distribution/ other experience of firm (not of individual partner) as described

above may only be considered in an appropriate manner by the Selection

Committee.

CM Sales and Distribution Policy - 2018

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b. Turnover (Total Marks = 10)

Fulfillment of Minimum Criteria up to 25 percent in excess

Greater than 25 percent in excess but less than 50 percent in

excess

Greater than 50 percent in excess

c. Weight-age of educational qualification. ( Total marks-5)

Qualification

Weight-age

Pass

Graduate

d. Weight age of Location /place:- (Total marks-10)

Bidder belongs to

weightage

Same SDCA

Adjacent terr. Of same SSA

Adjacent terr. Of adjacent SSA of same

circle/any other terr. Of same SSA

Adjacent SSA of same circle

Any other

e. Weightage for showroom:- ( Total marks-10)

Showroom

Max. weightage

Locality

Size

Accessibility (road, visibility, floor, etc.)

Bidder should have registration of GST/Trade license/Shop establishment

license or operational area within same SDCA/ SSA/ Circle as the case may be.

f. Interview / presentation before the selection committee

(Total Marks – 5)

g. Selection Tie-Breaker: The franchisee with the highest marks out of 50

should be selected. In case of a tie, preference should be given in the order of

higher score for „Showroom‟, „Place‟, „Experience‟, „Turnover‟ and lastly

„Qualification‟.

Note: - However in case of further tie after executing the criteria at para-g above,

location of showroom, place, quantum of experience, quantum of turnover, and

qualification shall be considered for selection of franchisee. However, BSNL reserves the

right to select any of the franchisee based on the committee report after the approval of

BSNL CO.

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Section 4: Target Setting and Performance Management

4.1 Target Setting:

Targets will be assigned by Circle to SSAs and thereafter SSA will assign

franchisee- territory wise quarterly/Monthly target. Quarterly/monthly target will be

communicated in last week of previous quarter/month or in the first week of the

quarter/month.

4.1.1 Parameters for Setting of SSA Target.

FRC / Plan

Voucher

Gross connections (SIM activations) SSA wise and

Franchisee wise

Recharge sales – SSA wise and Franchisee wise

POS

Active Retailer : Loading FRC / PLAN VOUCHER

Active Retailer : Loading RC

Targets will be assigned by Circle to SSAs and thereafter SSA will assign

franchisee-territory-wise target for above areas/ fields.

Circles will assign targets to SSAs on monthly basis for the following based on:

(a) For GSM connections:

The target among SSAs may be apportioned on the basis of – Type of

territory, total number of BTS (2G + 3G) in SSA in previous month,

market potential, competition, desire growth etc.

(b) For recharge:

Recharge targets must be apportioned among SSAs as per total no. of

active prepaid connection, ARPU in the previous month plus other

important parameters like potential of the area, urban-rural mix industry

growth rate etc.

Based on number of BTS

4.1.2 Parameters for Setting of Franchisee Target.

SSA Head will allocate connections at least on the last year percentage share by

franchisees in SSA & recharge target among franchisees on monthly basis based

on number of BTS and class of territories. Remaining target will be allocated to

other channels/sales partners.

a) For connections:-

50% of target as per class of territory

50% of target as per total number of BTS in territory

As an illustrative example,

SSA target = 15000

Let 80% of monthly target of SSA = 12000

Let there be 1 territory each of class A, B and C

Target to be allocated as per territory class = 50% of 12000=6000

Average per territory = 2000

The weight age for A, B and C type territory would be 1.3, 1 and 0.7 respectively.

Distributed target would be for Type A  2600

For type B  2000 and for Type C  1400

Remaining 6000 connections target may be allocated in proportion to number of

BTS in the territory.

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b) For recharge:-

SSAs may further apportion the recharge target as per number of BTS and class

of territory.

c) For POS:

SSA should ensure that the targets set by BSNL corporate office for active

retailers loading RC and active retailers loading FRC / Plan Voucher is met

progressively. SSA will assign target for active retailers loading RC and active

retailers loading FRC / Plan Voucher to franchisee based number of BTS/

potential as given below:

i. Number of retailers loading RC atleast 8 per BTS

ii. Number of retailers loading FRC / Plan Voucher atleast 3 per BTS

d) Apart from these targets for any other products from other business units shall be

set by concerned business units however franchisee‟s performance review may

not consider achievement against those targets.

4.2 Performance Management: Each SSA must conduct a review meeting in first

week of every calendar month where each franchisee‟s performance in

previous month must be evaluated. Each Circle must conduct a review meeting

every quarter to review the same. This meeting must be conducted within

fifteen days of quarter ending.

Appointment of Review committees:

i. Each SSA must appoint a performance review committee of at least three

executives which must consist of SSA Head and SSA Sales Head (Mobility) and

Retailer Manager Coordinator (RMC). Franchisee manager of particular

franchisee should also be part of review discussion for that franchisee.

ii. For Circle level reviews, Circle should appoint a review committee for each SSA

under chairmanship of GM(Consumer Mobility). Each committee will have three

executives including chairman from Circle (common for each SSA) and SSA

Head of concerned SSA.

Weightage for targets for evaluating performance

Parameters

Weightage

Type A Parameters

FRC / Plan Voucher

60%

20%

POS

20%

Total

100%

Bench Mark Score

50%

Note: FRC / Plan Voucher include new connections of GSM.

Regular performance measurement and evaluation of franchisee performance

needs to be done as follows:

The performance for each franchisee should be evaluated monthly by SSA

review committee on the basis of above guidelines. Lt should be noted that all

existing territories of the franchisee should be monitored individually.

Performance of each franchisee shall be done franchisee territory-wise. In case

the franchisee has territories across multiple SSAs, each SSA must provide the

performance inputs to the Circle which should compile the territory-wise

franchisee performance score. SSA must communicate the monthly

performance inputs to franchisee so that he can improve.

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iii. Review Process at SSA: For the purpose of monthly reviews various

parameters, their scoring and cut-offs are given in table below

Maximum score on any parameter will be limited to 100%.

Cut-off scores can be upwardly revised by Circle review committee with at least

60 days notification to franchisees. Apart from the parameters listed above,

review committee should discuss about any other complaints received about the

franchisee and warnings / monetary fines could be issued / imposed. SSA

committee must prepare a scorecard for each franchisee before monthly review

meeting. The scorecards for three months should be sent for Circle level review

each quarter.

iv. Review Process at Circle/SSA: Review committee at SSA should conduct a

review of each franchisee territory every quarter. SSA head will recommend the

name of franchisee with lowest sales in the SSA (based on quarterly

performance evaluation done in respect of Type-A parameters) to circle head for

removal from franchisee-ship.

v. Certificate of Appreciation: Every quarter, SSA may issue certificate of

appreciation to the top franchisees in the SSA. Type „A‟ parameters shall be

considered for it.

vi. Performance based termination: Any franchisee inducted in past six months

will not be considered for this exercise. All such franchisees will be given 30

days notice to wind up operations. However monthly review for the franchisees

who have been served a Notice of Termination will happen for next month as

per the process outlined above and any monetary penalties will still be

applicable on non-performance. Circles must complete the process of appointing

new franchisee and hand-over arrangements within 90 days. Franchisees who

are terminated will not be eligible to bid for franchisee EOI for that territory for

the next two years. Circle/SSA may use look-after arrangement in these vacant

territories.

vii. Re-demarcation of territory: BSNL reserves the right to redefine territories in

cases where franchisee has not met the performance criteria (defined above in

this policy) for a period of more than three months.

viii. Confidentiality: All data collected or generated during the review process at

SSA or Circle level should be treated as confidential. It can be discussed with

franchisees however no data related to other franchisees should be given to any

franchisee. Access to this data should also be restricted to only competent

authorities as decided by Circle Head or SSA Head.

Parameter (measured on

monthly basis)

Scoring

Cut-Off

Score

Gross Connections GSM.

% of target achieved in

each product

>50%

Revenue/ Recharge sales GSM in

month

% of target achieved in

each product

>50%

No. of retailers billed in month

through BSNL specified system

% of target achieved

>50%

CM Sales and Distribution Policy - 2018

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Section 5: Sale price of BSNL products

i. The price at which BSNL products shall be offered to franchisee channel

(Franchisee, Rural Distributors and Retailers) will be announced by BSNL on

introduction of new product and may be revised or discontinued by BSNL as

per the changes in business environment.

ii. Such price shall be announced as and when new products are being

launched by any unit of Consumer Mobility or as may be published from time

to time.

iii. For Consumer fixed Access products, the existing pricing shall be applicable

and for consumer mobility, latest circulars of Product & Pricing cell of CM cell

may be referred.

iv. BSNL and Franchisees shall observe the following procedure in connection

with purchase and sale of BSNL Products:

a. The Franchisee shall place an order for purchase of products from

BSNL.

b. Upon dispatch of ordered products, BSNL shall raise an invoice on

the Franchisee, net of applicable discount to be provided to the

franchisees. . BSNL‟s designated nodal officer to verify and sign the

invoice and forward it to the Accounts Department.

c. BSNL will charge GST on the price at the transaction value i.e. the price

at which BSNL sells its products to the franchisee. BSNL would raise

sale invoice for sale of BSNL products to the franchisees. BSNL would

raise invoice on GST registered premise only

d. For the purpose of this agreement, place of supply under GST Act

shall be the place of supply as determined under purchase order raised

by BSNL. It shall be the responsibility of franchisee to intimate BSNL

well in advance in case of deviation / disagreement with the place of

supply as determined in PO

e. BSNL shall, on a conservative basis, withhold tax at source under

Chapter XVIIB of the IT Act, 1961 on all discounts/ margin provided to

the franchisees for sale of BSNL Products and the same will be treated

as a sale consideration

f. Payment will be received by BSNL from the Franchisee preferably

through ECS / Direct credit to account or cheque. SSA will give a

detailed report regarding payments received from franchisees on

monthly basis to Circle office.

g. GST paid by franchisees to BSNL shall be available to the

franchisee as ITC, which can be set off against the GST charged by

franchisee to the retailer

h. Secondary / subsequent incentives such as incentive on FRC/RC,

any scheme based incentive, FOS incentive etc. to franchisees shall be

given online in the form of c-top-up value through any platform like

Sanchar-soft/Pyro/ERP after levy of applicable taxes i.e. TDS /GST etc.,

wherever applicable.

i. For the subsequent incentives provided by BSNL (refer point h above),

Franchisees will raise invoice (along with applicable GST) on BSNL.

Since incentive shall be paid to the franchisees in the form of c-top up,

BSNL will also raise an invoice (along with applicable GST) on the

franchisees for allocation of such c-top up value

j. Where the franchisee is not registered under GST Act, it shall be the

responsibility of BSNL to discharge liability under reverse charge

mechanism. It is further agreed that franchisee shall not charge tax on

invoice

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k. BSNL shall, withhold tax at source under Chapter XVIIB of the IT Act,

1961 on the secondary/ subsequent incentives provided to the

franchisees (refer point h above)

l. GST paid by franchisees to BSNL and by BSNL to franchisees (as the

case maybe w.r.t. secondary/ subsequent incentive granted by BSNL)

shall be available to franchisees and BSNL, respectively, as input tax

credit which can be set off against the GST charged by franchisee or

BSNL

m. The rate of discount/ margin/ incentive needs to be reviewed with

every change in the rate of GST in order to keep it at par with or lower

than the current rate of 5.5% of Face Value.

n. Methodology and applicable tax deduction/reconciliation on payment

like discount at the time of sale of BSNL Products, discount on FRC/RC,

any scheme based incentive, FOS incentive etc. to franchisees may be

changed time to time & necessary instructions shall be issued by

concerned cell of BSNL CO.

o. The invoices raised by the franchisee and BSNL should comply with

all the conditions as prescribed under the tax invoice rules under Central

Goods and Service Tax Rules, 2017

p. In case of any deficient supply or incomplete supply both at the time

of sale of BSNL products or at the time of subsequent incentives

provided to the franchisee, it shall be the responsibility of franchisee to

issue GST compliance credit note within the reasonable time and take

tax adjustment. In case the franchisee fails to issue proper credit note

within the time stipulated under the GST law the taxes charged and not

adjusted would be borne by the franchisee.

q. Franchisee to comply with all the compliances as may be prescribed

to ensure that compliance rating is not reduced below the prescribed

limit as laid down under GST Act and GST regulations. Franchisee shall

be required to submit a self-declaration from time to time, that they are

not black-listed on the GST portal. Notwithstanding anything contained

in agreement, in the event of black listing of supplier i.e. compliance

rating reduced below the prescribed limit, the amount related to tax shall

be paid to franchisee only on receipt of input tax credit to BSNL

r. Applicable Tax deductions/ reconciliation/ accounting related

instructions/ guidelines shall be issued by concerned cell of BSNL CO,

which shall be applicable to circle/SSA.

v. In case of secondary/ subsequent incentives provided to the franchisee, it shall

be the responsibility of the franchisee to raise appropriate tax invoice as per the

provisions of GST Act. BSNL reserves the right to be indemnified for the credit

loss in case BSNL is unable to claim the ITC for any non-compliance / default in

raising appropriate invoice by franchisees. Further all invoices should be sent to

BSNL promptly and in no case beyond 30 days of Invoice date.

Further the Supplier is required to comply following requirements w.r.t. issuance

of invoice:

a. All the details of franchisees (name, address, GSTIN/ unregistered vendor, place

of supply, SAC/ HSN code etc.) and other mandatory details shall be mentioned on

the invoice;

b. Invoice/DN/CN need to be issued timely within the time prescribed under GST

law;

c. In case of any deficient supply, BSNL shall convey the same in a reasonable time

to enable the franchisee to issue credit note and take tax adjustment;

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d. It would be the responsibility of the franchisee to declare correct information on

invoice and GST portal viz. the amount, the place of supply, rate of tax etc. In case,

the eligibility of input tax credit is questioned or denied to BSNL on account of default

by the franchisee, the same would be recovered by BSNL from the franchisee;

e. Registered location of the both the parties i.e. BSNL and franchisee should be

mentioned in the agreement with GSTIN No. Further, franchisee should raise

invoices at the registered premise of BSNL for availment of credit and ensure that

the place of supply as per GST law is same as registered premise;

f. It shall be the responsibility of franchisee to raise invoice within the prescribed

timelines.

vi. Franchisee to share the monthly information (w.r.t. incentive) with BSNL which

would be uploaded by the franchisee in its GSTR -1 along with the information

of input credit to be claimed by BSNL in such month. It shall be the

responsibility of the franchisee to provide reconciliation statement of all the

supplies made by it including issuance of credit note, debit note or other

documents as prescribed, within 30

September following the end of relevant

financial year

P. Penalty (along with GST, if applicable):

A. Consequences for Poor Performance: Any franchisee who does not

meet the cut-off score on any parameters, becomes liable for penalty

(along with GST, if applicable) as per the table given below:

Penalty Structure for Franchisees

Class

Territory

Month

and

onwards**

Issuer

SSA

Circle*

SSA

PBG in

Rs.

Warning

Strong

Warning

Base

monetary

penalty

(BMP)

Monetary

penalty of

110% of

BMP

Monetary

penalty

of 125%

of BMP

Monetary

penalty of

flat 150% of

BMP each

time in the

event of

poor

performance

300000

200000

100000

* Base monetary Penalty up-to 2.5% of PBG based on weight-age defined for

various parameters of targets for evaluating performance may be decided by Circle

Head.

** Monetary penalty of flat 150% of base monetary penalty shall be imposed by SSA

each time in the event of poor performance in any Type-A parameter during sixth months

and onwards till the validity of agreement.

For example if any franchisee improves his performance in the seventh month in all

Type-A parameters and perform poorly on any parameter in the 8

month, then 150% of

base monetary penalty should be imposed on franchisee by SSA in the 8

month and no

penalty shall be imposed in the seventh month.

CM Sales and Distribution Policy - 2018

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Example: - CGM may fix penalty up-to 2.5% of PBG as a Base monetary penalty i.e.

it could be 1% or 2% or 1.5% etc.

For class-C franchisee territory, defined PBG is 1 lakh.

Let CGM fixes 2% of PBG as Base monetary penalty, i.e. Rs 2000/- and suppose

franchisee default in all three Type-A parameters. Then weight-age-wise

distribution of penalty on franchisee will be as given below:-

FRC/Plan voucher: - 60% of Rs. 2000/- = 1200/-

RC-: 10% of Rs. 2000/- = 200/-

POS: - 30% of Rs. 2000/- = 600/-

B. Action against Cross-selling:

a) If franchisee is found selling outside his territory:

(i) 1

offence explanation of the franchisee to be called giving ten days time

to submit response. C-TOPUP number of all such retailer to be

disconnected under intimation to franchisee, if either no reply is received

or the explanation of franchisee is not satisfactory.

(ii) 2

offence: - Explanation of the franchisee to be called giving ten days

time to submit response. C-TOPUP numbers of all such retailers to be

disconnected under intimation to franchisee, if either no reply is received

or the explanation of franchisee is not satisfactory and also their balance

is to be forfeited.

(iii) 3

offence and beyond:-C-TOPUP numbers of all such retailers to be

disconnected under intimation to franchisee, and their balance will be

forfeited + Rs.3000/- penalty per retailer (along with GST, if applicable).

b) If franchisee is found selling through Multi SIM device:

(i) A penalty @ 5% of total discount/ margin offered to the franchisee

at the time of sale of BSNL products as well as incentivesprovided to the

franchisee subsequently on meeting the targets etc. in the last three

month will be imposed on the franchisee along with a warning letter.

(ii) The CTOPUP SIM of the retailers indulging in this system will be blocked

with available balance.

(iii) The action will be taken after investigation by BSNL. In case the

same franchisee is found involved in using Multi SIM Mobile Automatic

Recharge System repeatedly, his franchisee ship may be terminated

Q. General Terms & Conditions

a. Whenever any new products are launched, a separate communication will

follow on the applicable discount / margin rate. Additionally, secondary/

subsequent incentive to be granted by BSNL shall also be communicated by

BSNL separately.

b. Franchisees may be given right to view Franchisee portion of Sancharsoft,

which they are supposed to view periodically and take necessary actions.

c. BSNL reserves the right to change the terms of trade from time to time with

notice period of 30 days.

d. BSNL reserves the right to suspend/ decline any sale of BSNL products to

Franchisees in case of any pending disputes in matters relating to activations

or cancellations.

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e. In case of dispute arising between the Franchisee and BSNL, the same shall

be adjudicated by the Circle Head or any official appointed by the Circle

Head.

f. The company‟s decision will be final on all matters relating to the business

and will be binding on the Franchisee.

g. The payment by the Franchisees will be made through a cheque / ECS.

h. All Franchisees will report to SSA Head through the nodal officer appointed by

him.

i. All taxes, present & future, that may be levied by the govt./ local authorities

etc. will be applicable to the franchisee a/c.

j. The Franchisee shall comply with all applicable laws, bye Laws rules,

regulations, orders, directions, notifications, etc. of the Govt./ Court/Tribunals

and shall also comply with all directions issued by BSNL and provide BSNL

with all information and cooperation that BSNL may reasonably require from

time to time.

k. The franchisee has to fully cooperate with BSNL to investigate any complaint

from the public, retailers or BSNL‟s sales teams.

l. Franchisee shall be liable for all payments of wages, Salary etc to its

employees & shall comply with all statutory laws, rules, relating to

employment, wages, PF, ID, act etc.

m. The Franchisee shall fully indemnify, depend & hold BSNL harmless from and

against all claims, Liability, Losses or damages recoveries, proceedings,

actions, Judgments costs, charges & expenses which may be made or

brought or commences against BSNL or which BSNL may or may have to

bear, pay or suffer directly or indirectly in connection with any breach

Franchisee‟s agreement by franchisee or its agents, employees, offices.

n. In case any GST and/ or cess liability, interest, penalties or any other tax/

duty/ amount/ charge/ liability / professional costs related to litigation becomes

payable by BSNL or ITC is denied to BSNL due to failure of the franchisees to

comply with the relevant laws/ regulations applicable in India or overseas,

franchisees undertakes to indemnify BSNL for an amount equal to amount

payable by BSNL and the same shall be recovered by BSNL

o. GST (if applicable) on account of liquidated damages due to delay in supply

would be borne by franchisee

p. BSNL shall not be liable for any act of commission or omission of any third

party.

q. During the currency of agreement, franchisee will not be permitted to provide

services to any other telecom service provider.

r. That franchisee shall display prominently the information prescribed by BSNL

from time to time & will display a signboard, of size decided by BSNL,

indicating the name & logo/Brand name of BSNL as may be prescribed by

BSNL.

s. That franchisee shall pay all dues & outstanding to BSNL during the currency

of assessment or on termination of the agreement as the case may, even if

any dispute is pending between the franchisee & BSNL. The same shall be

adjustable by the Circle Head or official appointed by Circle Head.

t. The franchisee will have to abide by the policy rules, regulations & instructions

of BSNL as revised/modified from time to time, without any prior notice to the

franchisee in respect of all matters including security deposit / PBG, incentive

payable to the franchisee etc.

u. In case of any deviation, default or negligence on the part of franchisee due to

which it is liable to pay penalty to BSNL, the same shall be recovered by

BSNL from franchisee along with applicable GST tax (as may be applicable)

v. Franchisee must enter list of material received, sold and available with him

and all his retailers on a daily basis through BSNL –specified IT system.

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w. BSNL shall deduct tax at source if required under GST Act and GST

regulations, any law or any regulation.

x. Franchisee who have not migrated or surrender franchisee-ship, the cost of

the products available with him and losses to BSNL shall be recovered from

PBG.

y. Those who were terminated / not migrated may be barred to participate in EOI

for that territory only for next two years.

z. In case of successful completion of franchisee-ship-agreement agreement

period, PBG shall be returned after ensuring that penalty/damage/dues/claims

if any are cleared.

aa. PBG shall be forfeited, in case franchisee does not start business within

stipulated time frame as mentioned under agreement.

bb. PBG shall be refunded in the cases where franchisee surrenders his

territory/circle/zone with mutual consent of BSNL and after prior notice to

BSNL for surrendering after ensuring that penalty/damage/dues/claims if any

are cleared.

cc. PBG shall be forfeited if franchisee-ship is terminated on performance based

evaluation mentioned under agreement.

dd. If franchisee does not serve prior notice and requests for surrendering his/her

franchisee-ship with immediate effect in normal course and he/she is

performing well in his territories/circle/zone as per parameters/targets

mentioned under agreement, franchisee may be requested to continue with

agreement. If franchisee still insists for surrendering of franchisee-ship,

he/she may be advised to serve 90 days prior notice, and then PBG shall be

returned after ensuring that penalty/damage/dues/claims, if any are cleared. If

franchisee/e-distributor stops working with immediate effect, PBG shall be

forfeited.

ee. If franchisee, does not serve prior notice and requests for surrendering

his/her franchisee-ship with immediate effect in normal course and he/she is

not performing well in his territories/circle/zone as per parameters/targets

mentioned under agreement, franchisee may be requested to improve his

performance as per penalty clause under agreement and continue with

agreement . If franchisee still insists for surrendering franchisee-ship he/she

may be advised to serve 30 days prior notice, then PBG shall be returned

after ensuring that penalty/damage/dues/claims if any, are cleared. If

franchisee stops working with immediate effect, PBG shall be forfeited.

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e-Distributor Policy 2018

BSNL is serving customers through Franchisees/ Rural Distributors/ DSAs/ Retailers in

the defined geographical area. To serve the customers through web-

portal/Koisk/ATMs/POS (Retailers) and other electronic mode. There is a need to

appoint Zonal level franchisees and will be known as e-Distributors.

1. SCOPE OF WORK:

1.1 To serve BSNL customers through web portal / Kiosk /ATMs /POS (Retailers) and

other electronic mode, there is a need to appoint Zonal Level franchisees to be known as

e-Distributors. There will be three types of e-Distributors:

I. Cat -1 : who is applying for single zone

II. Cat -2 : who is applying for two zones.

III. Cat-3 : who is applying for all four zones i.e. on PAN India basis

1.2 e-Distributors have to sell e-recharge/ top-up to prepaid connections and / or post-

paid bill payment and / or other BSNL products purchased by them from BSNL, from time

to time through web based platform / Kiosk /ATMs/ POS (Retailers) using Internet /API /

mobile apps/ data access or other electronic modes. They may use their retail network or

may use established retail network(s) of Banks, Govt./ PSUs, utility bill payment centres,

Retail stores like Big Bazaar, More, Croma etc. By having agreement with them without

disturbing /using the existing distribution network of primary franchisees of BSNL.

1.3 e-Distributor and BSNL shall act on a principal to principal basis and at no time, the

distributor shall act in the capacity of an agent of BSNL. Further, e-Distributor shall not

have any right or authority to negotiate, conclude or execute any contract or legal

document with any third person in the name of BSNL; to assume, create, or incur any

liability of any kind, express or implied, against or in the name of BSNL; or to otherwise

act as the representative of BSNL, unless expressly authorized in writing by BSNL.

1.4 The e-Distributor shall be responsible for investment in setting up requisite

infrastructure viz. Outlets, portals, servers, leased connectivity etc. For sale of the

services. E-Distributor shall maintain a suitable organization for the marketing &

distribution of products & services in the allocated zone(s). The e-Distributor shall make

its best efforts to actively provide effective services to the walk-in subscribers of the

BSNL and always act in the interest of both the BSNL and its subscribers.

1.5 e-Distributor shall integrate its system with BSNL‟s zonal C-top up systems and will

ensure security of data link by way of Firewall/ IDS etc. C-top up vendor will share APIs

for the integration purpose.

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1.6 The reports needed by BSNL for reconciliation and monitoring purpose will have to

be developed by both parties and will be validated by BSNL team appointed by the GM

(CMTS), Nodal Center before start of actual application.

1.7 The EFTPOS terminals at POS shall connect to the central server through the PSTN

or IP connectivity / Data connectivity / GPRS / CDMA. A phone number on request (Toll

free/UAN) shall be allotted to the e-Distributor for this purpose at e-Distributor‟s cost.

1.8 A secured password based account shall be created for BSNL to facilitate remote

and track sale and distribution to the EFTPOS terminals/NET/SMS.

1.9 Messaging facility shall be provided between the central server and the EFTPOS

terminals wherein BSNL shall be able to pass on marketing related information, special

promotional schemes etc to the EFTPOS terminals. The EFTPOS terminals/NET/SMS

should be possible to be created in sub-groups area-wise so that it is possible to send

messages to a specific sub- group only.

1.10 The e-Distributor shall store all records of sale at the Central server for a period of

at least one year to enable tracking of Sale etc by Law enforcement agencies in India.

1.11 BSNL may from time to time provide information, training and assistance relating to

the services. The training will be free of cost at a venue/training centre chosen by the

BSNL at its discretion. The e-Distributor shall bear all costs relating to including travel,

accommodation and subsistence costs of such representatives.

1.12. BSNL may provide the marketing material to the e-Distributor. It will not be

obligatory and binding on the BSNL to provide all the above material, and will be

provided as per availability only.

1.13 BSNL/ its representatives will have unlimited access to the business premises of

the e-Distributor to check, from time to time, e-Distributor operations, including:

i. The process of selling and customer problem resolution,

ii. To identify problems and suggest solutions for e-Distributor to implement remedial

measures,

iii. Inspect and audit any or all statutory and other books of records and accounts

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1.14. BSNL shall not be liable for any loss, pilferage or damage to the goods stored and

sold at the premises and the merchandise shall be the entire responsibility of the e-

Distributor.

2.0 SELECTION PROCESS: e-Distributors will be selected on non-exclusive basis.

2.1 The proposals from companies/ firms shall be scrutinized by Sales & Marketing–CM

Cell of the BSNL corporate office, New Delhi. Successful firms shall be declared as

empanelled in BSNL as e-Distributor and the concerned zone(s) will be intimated

accordingly.

2.2 The empanelled company/firm shall approach BSNL Corporate Office, New Delhi for

signing of agreement.

2.3 e-Distributor will have to sign agreement within 30 days from the date of

empanelment on non-judicial stamp paper of Rs.100/- to be arranged by e-Distributor

2.4 BSNL reserves the right to accept or reject any or all the e-Distributorship request in

part or in full, without assigning any reason whatsoever.

2.5 The empanelment of the e-Distributorship for BSNL services shall be without

prejudice to the right of BSNL to market these services from its existing or outlets

including customer service centres. Nothing shall prevent BSNL to work out and

introduce in future.

3.0 ELIGIBILITY REQUIREMENTS:

3.1 It should be an Indian registered proprietorship firm, partnership firms or company.

3.2 The company should not have substantial equity stake (10 % or more) in & of any

Basic services/Cellular services/Internet services/Unified Access services/National Long

Distance services operating company / companies in India.

3.3 The company should not be a Licensed Service Provider to provide Basic

services/Cellular Services/ Internet services/ Unified access services/NLD services

anywhere in India

3.4 It should have a turnover of Rs. 10 crores for Cat-1 e-Distributor and Rs. 15 crores

for Cat -2 & Rs. 20 Crores for Cat-3 e-Distributor during the last 12 months.

3.5 It should have a minimum of one year experience of e-Distributor during last three

years with system / process in place for providing any of the following services :-

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i. The bidder must have experience in distribution of mobile recharge through retail

network using electronic system with own deployed server.

ii. Distributing services electronically with own deployed server for banks or any

government organization/ PSU/ large retail chains.

iii. Bidder must have experience of business of e-commerce or m-commerce with own

deployed server.

iv. Existing BSNL franchisee can also apply subject to surrendering of its primary

franchisee ship from all the locations before signing of agreement.

v. BSNL VAS provider having running agreement with BSNL and own established

server.

vi. BSNL bundled application provider having running agreement with BSNL and own

established server.

Note: - M-wallet operators (open wallet & semi-closed wallet), C-top-up service

provider and easy credit operators having direct integration with IN may be allowed

with proper reconciliation by Nodal centers for e-distributorship of BSNL.

3.6 The Company should have a valid PAN and TAN

3.7 The Company should have a valid Goods and Services Tax (GST) registration

Certificate No. For respective state

3.8 The Company should provide a self-declaration along with the evidence that the

bidder is not black listed by the GST authorities

3.9 In case the Company gets black-listed during the tenure of BSNL contract, then

adequate indemnity clause should be inserted to ensure that no loss of credit is borne by

BSNL due to a default of e-distributor

3.10 In case of multiple Goods and Services Tax Identification Number (GSTIN), all the

numbers can be provided as Annexure

5. Processing Fee (Non-refundable): A Demand Draft (DD) in lieu of

processing fee @Rs.5000/- per zone from a Nationalized / Scheduled Bank.

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5. PERFORMANCE BANK GUARANTEE (PBG)

5.1 The Bank Guarantee @ Rs. 3 Lac per single zone, RS 6 lacs for two zones and Rs.

10 Lacs for all four zones i.e. on PAN India , is to be provided within 15 days of

signing of the agreement. The Bank Guarantee should be valid for 33 months. No

interest is payable on performance bank guarantee. In the event of extension of

agreement, BG shall be revalidated for a period commensurate with the extension

period.

5.2 Without prejudice to its right of any other remedies BSNL shall, on failure of the e-

Distributor to provide services under the agreement or in case of breach of any

terms & conditions of the agreement by e-Distributor or on failure of e-Distributor to

start the business within 6 months of signing of agreement or failure of e-Distributor

to achieve minimum committed annual sale of RC, encash/ forfeit the said PBG in

part or full.

5.3 BSNL reserves the right to deduct any amount of whatsoever due to BSNL against

agreement from said PBG. The said PBG shall be discharged by BSNL after

successful completion of obligations under agreement.

6 Area of operation: e-Distributors should be one of the below:

I. Cat -1 : who is applying for single zone

II. Cat -2 : who is applying for two zones.

III. Cat-3 : who is applying for all four zones i.e. on PAN India basis

7. DISCOUNT and billing procedure: Discount shall be 75% of the discount offered to

the primary franchisee as per Annexure D.

Note: - The discount amount can be reviewed by BSNL at any time and decision of

BSNL in this regard will be final.

8. BSNL will charge GST on the price at the transaction value i.e. the price at which

BSNL sells its products to e-distributors. BSNL would raise sale invoice for sale of

BSNL products to e-distributors. BSNL would raise invoice on GST registered premise

only.

9. GST paid by e-distributors to BSNL shall be available to the e-distributors as input tax

credit which can be set off against the GST charged by e-distributors

10. Methodology for discount/ Applicable Tax deductions/ reconciliation/ accounting

related instructions/ guidelines shall be issued by concerned cell of BSNL CO from time

to time, which shall be applicable to circle/SSA.

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11. Secondary / subsequent incentives such as incentive on FRC/RC, any scheme

based incentive, FOS incentive etc. To e-distributor shall be given online in the form of c-

top-up value through any platform like Sanchar-soft/Pyro/ERP after levy of applicable

taxes i.e. TDS /GST etc, wherever applicable.

12. For the subsequent incentives provided by BSNL (refer point 12 above), e-distributor

will raise an invoice (along with applicable GST) on BSNL. Since incentive is paid to e-

distributor in the form of c-topup, BSNL will also raise an invoice (along with applicable

GST) on the franchisees for allocation of such c-topup value

Where e-distributor is not registered under GST Act, it shall be the responsibility of BSNL

to discharge liability under reverse charge mechanism. It is further agreed that e-

distributor shall not charge tax on invoice

13. BSNL shall, withhold tax at source under Chapter XVIIB of the IT Act, 1961 on the

secondary/ subsequent incentives provided to e-distributor for sale of BSNL Products

(refer point 12 above)

14. GST paid by e-distributor to BSNL and by BSNL to franchisees (as the case maybe

w.r.t. secondary / subsequent incentives granted by BSNL) shall be available to e-

distributor and BSNL, respectively, as input tax credit which can be set off against the

GST charged by e-distributor or BSNL

15. The invoices raised by e-distributor and BSNL should comply with all the conditions

as prescribed under the tax invoice rules under Central Goods and Service Tax Rules,

2017

16. The rate of discount/ margin/ incentive needs to be reviewed with every change in the

rate of GST in order to keep it at par with or lower than the current rate applicable on

face value.

17. In case of secondary/ subsequent incentives provided to the e-distributor, it shall be

the responsibility of e-distributor to raise appropriate tax invoice as per the provisions of

GST Act. BSNL reserves the right to be indemnified for the credit loss in case BSNL is

unable to claim the ITC for any non-compliance/ default in raising appropriate invoice by

e-distributor. Further all invoices should be sent to BSNL promptly and in no case beyond

30 days of Invoice date.

Further e-distributor is required to comply following requirements w.r.t. issuance of

invoice:

i. All the details of e-distributor (name, address, GSTIN/ unregistered vendor, place of

supply, SAC/ HSN code etc.) and other mandatory details shall be mentioned on the

invoice;

ii. Invoice/DN/CN need to be issued timely within the time prescribed under GST law;

iii. In case of any deficient supply, BSNL shall convey the same in a reasonable time to

enable the e-distributor to issue credit note and take tax adjustment;

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iv. It would be the responsibility of e-distributor to declare correct information on invoice

and GST portal viz. the amount, the place of supply, rate of tax etc. In case, the

eligibility of input tax credit is questioned or denied to BSNL on account of default by e-

distributor, the same would be recovered by BSNL from e-distributor;

v. Registered location of the both the parties i.e. BSNL and franchisee should be

mentioned in the agreement with GSTIN No. Further, e-distributor should raise invoices

at the registered premise of BSNL for availment of credit and ensure that the place of

supply as per GST law is same as registered premise;

vi. It shall be the responsibility of e-distributor to raise invoice within the prescribed

timelines.

18. In case of any deficient supply or incomplete supply both at the time of sale of BSNL

products or at the time of subsequent incentives provided to the e-distributor, it shall be

the responsibility of e-distributor to issue GST compliance credit note within the

reasonable time and take tax adjustment. In case e-distributor fails to issue proper credit

note within the time stipulated under the GST law the taxes charged and not adjusted

would be borne by e-distributor.

19. E-distributor to comply with all the compliances as may be prescribed to ensure that

compliance rating is not reduced below the prescribed limit as laid down under GST Act

and GST regulations. E-distributor to submit a self-declaration from time to time, that they

are not black-listed on the GST portal. Notwithstanding anything contained in agreement,

in the event of black listing of supplier i.e. compliance rating reduced below the

prescribed limit, the amount related to tax shall be paid to supplier only on receipt of input

tax credit to BSNL

20. GST (if applicable) on account of liquidated damages due to delay in supply would

be borne by e-distributor.

21. The place of supply under GST Act shall be the place of supply as determined

under purchase order raised by BSNL. It shall be the responsibility of e-distributor to

intimate BSNL well in advance in case of deviation / disagreement with the place of

supply as determined in PO

22. E-distributor agrees to share the monthly information with BSNL which would be

uploaded by e-distributor in its GSTR -1 along with the information of input credit to be

claimed by BSNL in such month. It shall be the responsibility of e-distributor to provide

reconciliation statement of all the supplies made by it including issuance of credit note,

debit note or other documents as prescribed, within 30

September following the end of

relevant financial year.

23. DURATION OF AGREEMENT: The e-Distributorship shall initially be for a period of

Twenty seven (27) months (which includes three months for the preparations for

roll out) from the date of agreement and will be subjected to review of performance as

prescribed by BSNL. The e-Distributor will have to achieve minimum 50% of the

recharge / topup sale on year to year basis to have continuity for the agreement period

of two years.

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24. ANNUAL SALES TARGET:

i. Cat -1 e-Distributor Rs. 6 Cr.

ii. Cat -2 e-Distributor Rs. 9 Cr

iii. Cat-3 e-Distributor Rs. 12 Cr.

25. ROLL OUT PLAN: e-Distributor will install its system, will ensure integration with

BSNL network elements like C-Topup system etc., and arrange for successful

verification of provisioning, delivery and charging/reconciliation of recharge/topup

transactions within a period of three months from the date of signing of agreement.

The monitoring of annual performance against the sales target will commence from

such date of launch of service.

26. Penalty (along with GST, if applicable):

I. On non-compliance to the targets as specified at clause 10 above, a penalty will

be imposed on the e-Distributor. The details and methodology of imposing the

penalty is defined below:

a. The imposition of penalty will come into force after expiry of roll-out period.

b. The penalty will be calculated as a percentage of the short fall in the

achievement of annual target and will be charged @ of 0.25% on short

achievement of annual target.

Note: GM(S&M)-CM at BSNL CO may relax the above penalty for exclusive

channels of e-Distributors in case of single tie-up. E.g. bank/ Organized Retail Chain/

Service Centre Agents (SCAs) etc.

II. CROSS SELLING: If e-Distributor is found involved in cross selling i.e., selling

recharge/ topup in area beyond the authorized area of operation, BSNL may

decide to Black-list such e-Distributor.

III. In case any GST and/ or cess liability, interest, penalties or any other tax/ duty/

amount/ charge/ liability / professional costs related to litigation becomes

payable by BSNL or ITC is denied to BSNL due to failure of the e-distributor to

comply with the relevant laws/ regulations applicable in India or overseas, e-

distributor undertakes to indemnify BSNL for an amount equal to amount

payable by BSNL and the same shall be recovered by BSNL

IV. In case of any deviation, default or negligence on the part of e-distributor due

to which it is liable to pay penalty to BSNL, the same shall be recovered by

BSNL from e-distributor along with applicable GST tax (as may be applicable)

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27. TERMINATION: Agreement with e-Distributors may be terminated under following

conditions:

27.1 BSNL shall reserve the right to terminate the agreement if e-Distributor is found not

working for six consecutive months at any time by giving 30 days notice in writing for

performance in obligation under the agreement, failing which the agreement shall stand

terminated upon expiry of the 30

day of said notice. The PBG shall be forfeited.

27.2 BSNL shall reserve the right to terminate agreement in case it comes to conclusion

that the e-Distributor has violated any of the clauses of the agreement which would result

in loss to BSNL or damage to services being provided by BSNL. The decision of the

BSNL will be final in this regard. The PBG shall be forfeited.

27.3 If either party suffers distress or execution or commits an act of bankruptcy or

insolvency or put into liquidation (otherwise than solely for amalgamation or restriction) or

if a receiver is appointed over any part of the party‟s business then the other party shall

have a right to terminate agreement by written notice of 60 days. The PBG shall be

forfeited.

27.4 BSNL shall also reserve the right to suspend the operations of e-Distributor, at any

time, due to change in its own license conditions or upon directions from the competent

government authorities. In such a situation, BSNL shall not be responsible for any

damage or loss caused or arisen out of aforesaid action. Further, the suspension of the

agreement will not be a cause or ground for extension of the period of the agreement and

suspension period will be taken as period spent. During this period, no charges for use of

the facility of the e-Distributor shall be payable by BSNL.

27.5 In case the e-Distributor parts with its business including its assets in favour of any

party directly or indirectly, BSNL shall have the right to terminate the agreement. The

exercising of the right of cancellation / termination shall not have the effect of waiving any

damages to which the cancelling / terminating party might otherwise be entitled to.

27.6 Unless otherwise agreed in writing by BSNL, any sums payable and which are

unpaid on the date of termination shall become due and payable by the e-Distributor

(along with GST). Otherwise e-Distributor shall be liable to pay interest @ 18% p.a. till

the said amount is paid to BSNL.

27.7 BSNL shall deduct tax at source if required under GST Act and GST regulations,

any law or any regulation.

27.8 Provisions of the agreement shall, to the extent stated or necessarily implied,

survive the termination thereof.

27.9 Cancellation or termination or expiry of agreement shall not relieve or release either

party from making payments which may be owing to the other party under the terms of

the Agreement. However the e-Distributor shall not be entitled to refund from BSNL for

the unutilized/unsold PINs/ Recharge / topup value in any circumstances what so ever.

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27.10 e-Distributor shall at its own expense return to BSNL promptly all information,

documentation and materials relating to BSNL services and / or software or any other

documents entrusted to the e-Distributor by BSNL

27.11 On the termination of the agreement for any cause whatsoever, all rights and

privileges granted to the e-Distributor shall immediately stand terminated. E-Distributor

shall immediately cease and desist from using the trade name BSNL and any other sign,

slogan, symbol or other distinguishing characteristic owned by or associated with BSNL‟s

services.

27.12 BSNL shall be entitled to injunctive and equitable relief for any violation of the

terms and conditions. E-Distributor shall pay all costs and expenses including reasonable

advocate fee borne by the BSNL for enforcing any provision of the agreement. The

provisions of this clause shall survive the termination of the agreement.

27.13 In the event of termination of agreement consequent upon breach of any of the

terms of the agreement or surrender of e-Distributorship at its own will:

i. damages to the extent of loss determined by BSNL shall be recovered from the e-

Distributor in addition to the encashment of Performance Bank Guarantee without

prejudice to any other remedies and rights.

ii. e-Distributor may be debarred for future dealings with BSNL for e-Distributorship.

28. EXTENSION: e-Distributor shall request to BSNL for extension of its agreement well

in advance from the end date of its agreement. The agreement shall be extended for

willing e-Distributors on year-to-year basis for a period of two years subject to condition

that

a. 100 % Achievement of the sales targets during previous years or

b. e-Distributor has paid applicable penalty in full for short achievements of annual

target.

29. EXIT CLAUSE: Either party may, by giving 60 days notice in advance to the other

party, exit from the agreement and the agreement shall stand terminated on expiry of 60

day from receipt of such notice. In such cases, the PBG shall be returned after deducting

any amount whatsoever due to BSNL against the agreement.

30. Migration:

Existing willing e-PIN franchisees i.e Circle level e-distributor/Internet option/Cat-

1/Cat-2/Cat-3 with 100 % Achievement of the sales targets during previous years or

e-Distributor who have paid applicable penalty in full for short achievements of annual

target are allowed to migrate for Cat-1/Cat-2/Cat-3 e-distributorship under new e-

distributor policy-2018.

 PBG may be updated accordingly and new agreement will be signed.

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31. MINIMUM PURCHASE: In order to avoid frequent and small quantity purchase

requisitions from e-Distributors, a minimum order quantity of Rs. 1 Lac will have to be

purchased by all Category of e-Distributor. Material can be issued to e-Distributor against

RTGS / Cheque on realization of Money in BSNL account or against Cash / Draft. The

preferred mode for fund transfer for the e-Distributor to get material is RTGS.

32. ROLE OF NODAL CENTRE: Technical integration and role out of services in

coordination with e-Distributor will be carried out by nodal centre.

i. Hyderabad (Andhra Pradesh Telecom Circle) South Zone

ii. Chandigarh (Punjab Telecom Circle) North Zone

iii. Pune (Maharashtra Telecom Circle) West Zone

iv. Kolkata (West Bengal Telecom Circle) East Zone

CM Sales and Distribution Policy - 2018

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DSA Policy 2018

1. Scope of the Work

The Direct Selling Agent shall market and sell all BSNL Products to customers at

their door steps.

2. Selection of DSAs

1. Selection of DSAs will be done by SSA Head

2. The initial period of agreement shall be for 3 years.

3. Eligibility Criteria: Any person willing to serve customers/ prospects at their

premises and fulfilling following criteria are eligible to apply.

A. Turn over : No minimum turnover is required

B. Age : 18 Yrs

C. Local Resident : Residing in Area for more than 1 year.

4. Valid PAN No.

5. Valid Goods and Services Tax (GST) registration Certificate No. for

respective state (if applicable)

6. Self-declaration along with the evidence that the bidder is not black listed by

the GST authorities

7. In case the DSA gets black-listed during the tenure of BSNL contract, then

adequate indemnity clause should be inserted to ensure that no loss of credit

is borne by BSNL due to a default of e-distributor

8. Security Deposit: Refundable Security Deposit of Rs.500/- (Rupees five

Hundred only) (No security deposit from retired BSNL/DOT employee/ co-

operative societies and spouse of BSNL/ DoT employee)

9. Area of Operation: within SSA.

10. DSAs will be given free C-TOPUP SIM with applicable concessional tariff and

freebies.

11. Activation SIM: BSNL may give activation SIM to willing DSAs after taking

additional security deposit of Rs.3000/- per SIM.

12. Verification of credentials of new customers.

a. Verification of credentials of new customers – Verification of PIA (photo,

identity and address) of new customer to be done as per the various

guidelines issued by DoT and BSNL from time to time. DSA will be

responsible for the verifications done by him.

b. The DSA shall obtain from customers/subscribers such documents as

prescribed from time to time by BSNL.

13. Discount: Franchisee discount / margin will be shared among DSAs as per

Table III of Annexure-E.

14. Minimum amount of sales to be made by DSAs shall be communicated by

SSA on monthly basis.

15. Termination: If not found active for six consecutive months, the DSA may be

terminated after issue notice and seeking explanation.

16. Extension/Migration: SSA Head may extend / migrate agreement on year-to-

year basis for a period of two years with the DSA on mutually agreed terms

for the active DSAs. The decision of BSNL shall be final in regard to the

grant of extension.

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17. BSNL and DSA shall observe the following procedure in connection with

purchase and sale of BSNL Products:

i. The DSA shall place an order for purchase of products from BSNL.

ii. Upon dispatch of ordered products, BSNL shall raise an invoice on the

DSA, net of applicable discount to be provided to DSA

iii. BSNL will charge GST on the price at the transaction value i.e. the price at

which BSNL sells its products to DSA. BSNL would raise sale invoice for

sale of BSNL products to DSA.

iv. GST paid by DSA to BSNL shall be available to DSA as input tax credit

which can be set off against the GST charged by DSA to the retailer

v. Secondary / subsequent incentives such as incentive on FRC/RC, any

scheme based incentive, FOS incentive etc. to DSA shall be given online

in the form of c-top-up value through any platform like Sanchar-

soft/Pyro/ERP after levy of applicable taxes i.e. TDS /GST etc, wherever

applicable.

vi. For the subsequent incentives provided by BSNL (refer point 18 above),

DSA will raise an invoice (along with applicable GST) on BSNL. Since

incentive is paid to DSA in the form of c-topup, BSNL will also raise an

invoice (along with applicable GST) on DSA for allocation of such c-topup

value

vii. Where DSA is not registered under GST Act, it shall be the responsibility

of BSNL to discharge liability under reverse charge mechanism. It is

further agreed that DSA shall not charge tax on invoice

viii. BSNL shall, withhold tax at source under Chapter XVIIB of the IT Act,

1961 on the secondary/ subsequent incentive provided by BSNL to the

DSA for sale of BSNL Products

ix. GST paid by DSA to BSNL and by BSNL to franchisees (as the case

maybe w.r.t. secondary / subsequent incentive provided by BSNL) shall be

available to DSA and BSNL, respectively, as input tax credit which can be

set off against the GST charged by DSA or BSNL

x. Methodology and applicable tax deduction/reconciliation on payment like

discount at the time of sale of BSNL Products, discount on FRC/RC, any

scheme based incentive, FOS incentive etc. to DSA may be changed time

to time & necessary instructions shall be issued by concerned cell of

BSNL CO.

xi. The invoices raised by DSA and BSNL should comply with all the

conditions as prescribed under the tax invoice rules under Central Goods

and Service Tax Rules, 2017

xii. Where DSA is not registered under GST Act, it shall be the responsibility

of BSNL to discharge liability under reverse charge mechanism. It is

further agreed that Rural distributor shall not charge tax on invoice

xiii. Applicable Tax deductions/ reconciliation/ accounting related instructions/

guidelines shall be issued by concerned cell of BSNL CO, which shall be

applicable to circle/SSA.

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18. In case of secondary/ subsequent incentives granted to the DSA it shall be

the responsibility of DSA to raise appropriate tax invoice as per the

provisions of GST Act. BSNL reserves the right to be indemnified for the

credit loss in case BSNL is unable to claim the ITC for any non-compliance /

default in raising appropriate invoice by DSA. Further all invoices should be

sent to BSNL promptly and in no case beyond 30 days of Invoice date.

Further DSA is required to comply following requirements w.r.t. issuance of

invoice:

i. All the details of DSA (name, address, GSTIN/ unregistered vendor, place of

supply, SAC/ HSN code etc.) and other mandatory details shall be mentioned

on the invoice;

ii. Invoice/DN/CN need to be issued timely within the time prescribed under GST

law;

iii. In case of any deficient supply, BSNL shall convey the same in a reasonable time

to enable DSA to issue credit note and take tax adjustment;

iv. It would be the responsibility of DSA to declare correct information on invoice and

GST portal viz. the amount, the place of supply, rate of tax etc. In case, the

eligibility of input tax credit is questioned or denied to BSNL on account of default

by DSA, the same would be recovered by BSNL from DSA;

v. Registered location of the both the parties i.e. BSNL and DSA should be

mentioned in the agreement with GSTIN No. Further, DSA should raise invoices

at the registered premise of BSNL for availment of credit and ensure that the

place of supply as per GST law is same as registered premise;

vi. It shall be the responsibility of franchisee to raise invoice within the prescribed

timelines.

19. Rate of discount/ margin/ incentive needs to be reviewed with every change in

the rate of GST in order to keep it at par with or lower than the current rate

applicable on face value.

20. Methodology of calculation of discount/ margin, Applicable Tax deductions/

reconciliation/ accounting related instructions/ guidelines shall be issued by

concerned cell of BSNL CO will be issued time to time, which shall be

applicable to circle/SSA.

21. In case any GST and/ or cess liability, interest, penalties or any other tax/

duty/ amount/ charge/ liability / professional costs related to litigation

becomes payable by BSNL or ITC is denied to BSNL due to failure of DSA to

comply with the relevant laws/ regulations applicable in India or overseas,

DSA undertakes to indemnify BSNL for an amount equal to amount payable

by BSNL and the same shall be recovered by BSNL

22. In case of any deviation, default or negligence on the part of DSA due to

which it is liable to pay penalty to BSNL, the same shall be recovered by

BSNL from DSA along with applicable GST tax (as may be applicable)

23. BSNL shall deduct tax at source if required under GST Act and GST

regulations, any law or any regulation.

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24. In case of any deficient supply or incomplete supply, it shall be the

responsibility of DSA to issue GST compliance credit note (both at the time of

sale of BSNL products or at the time of subsequent incentives provided to the

DSA)) within the reasonable time and take tax adjustment. In case DSA fails to

issue proper credit note within the time stipulated under the GST law the taxes

charged and not adjusted would be borne by DSA.

25. DSA to comply with all the compliances as may be prescribed to ensure that

compliance rating is not reduced below the prescribed limit as laid down under

GST Act and GST regulations. DSA to submit a self-declaration from time to

time, that they are not black-listed on the GST portal. Notwithstanding anything

contained in agreement, in the event of black listing of supplier i.e. compliance

rating reduced below the prescribed limit, the amount related to tax shall be

paid to supplier only on receipt of input tax credit to BSNL

26. GST (if applicable) on account of liquidated damages due to delay in supply

would be borne by DSA.

27. The place of supply under GST Act shall be the place of supply as determined

under purchase order raised by BSNL. It shall be the responsibility of DSA to

intimate BSNL well in advance in case of deviation / disagreement with the

place of supply as determined in PO

28. DSA agrees to share the monthly information with BSNL which would be

uploaded by DSA in its GSTR -1 along with the information of input credit to be

claimed by BSNL in such month. It shall be the responsibility of DSA to provide

reconciliation statement of all the supplies made by it including issuance of

credit note, debit note or other documents as prescribed, within 30

September

following the end of relevant financial year

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Rural Distributor Policy 2018

Policy framework of Rural Distributors (RDs)

Rural distributors will cater to rural area covered by approximately 5 BTSs. Engagement

of these distributors will be through a committee constituted by the SSA Head. The

committee will recommend suitable persons/agency from amongst working FMCG

distributors/retail shop OR any other suitable person of the area. Based on

recommendation of committee, RDs will be selected by the SSA Head.

Concept of Rural distributors:

 Rural distributors may work on non-exclusive basis i.e., they may also sell products

of other operators.

 Rural distributors will be assigned an exclusive area of 4-5 BTS sites within one

franchisee territory such that they handle total turnover of approximately Rs.5

Lakhs/Month.

 The territory of Rural Distributor should be designed in such a manner that maximum

distance to be served by Rural Distributor is less than 15 km.

 Rural distributors must be residents of one of the villages of the area which they are

serving so that they have good knowledge of local conditions and local market. They

are able to push the product deep into the market due to their personal relations with

local people.

 Rural distributors directly serve the retailers and they do not have any employee(s).

They will primarily be served by existing franchisee of that area. In case, the

franchisee fails to serve, the RD will be served by BSNL directly.

 Retailer/POS in the area of RD will be managed by Rural Distributors and franchisee

will have no direct role to play in that area.

Sharing of incentives: Franchisee incentive will be shared among RDs/ Retailers as per

Table –I of Annexure-E, however

RDs will get additional graded incentive on activation per month

 Minimum 100  Rs.1000/-

 101 to 500  Rs.3/- per Activation

 501 to 1000  Rs.4/- per Activation

 Maximum Payable graded incentive  Rs.2500/-

Note:

1. The incentive will be payable after the end of the month & deposition of

the CAF.

2. Retailer retention incentive per month subject to minimum 5 numbers of

FRC / Plan Voucher and recharge sale of Rs.5,000/- by retailer in the

month (as per Sancharsoft data only) will be as follow:

 Franchisee - Rs.10/-

 Rural Distributor - Rs.15/-

Service to Rural Distributor (RDs)

 RDs will be served by the Territory Franchisee at his doorstep.

 If Territory Franchisee does not serve the RDs properly then RDs will be served

by BSNL directly. SSA Head will make suitable arrangement for material delivery

to RDs is such case at his doorstep.

 Territory Franchisee will collect all CAFs from RDs and will provide them SIM as

well as Recharge Coupon/C-TOPUP.

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 RDs will make payment at the time of delivery of stock. However, they should

make the requisition to the territory franchisee in advance. Representative of

Territory Franchisee will deliver the stock at their doorstep.

 Suitable unlimited Broadband plan will be given to willing RD free of cost.

Eligibility

 Educational qualification: 8

passed

 Rural shop/distributor of any product preferably of FMCG products / electronic /

mobile products etc.

 Resident of the same territory with proof of residence.

 PAN Number.

 Valid Goods and Services Tax (GST) registration Certificate No. For each state

 Interested party should provide a self-declaration along with the evidence that the

bidder is not black listed by the GST authorities

 In case the interested party gets black-listed during the tenure of BSNL contract,

then BSNL will not be responsible for any loss of ITC to the franchisees. Further,

the franchisee will be responsible to indemnify to BSNL any loss incurred by it.

Selection

 Interested parties may be invited through newspaper advertisement and display

on notice boards. All the interested parties may be asked to submit their

application with eligibility documents on a particular day. Simultaneously, SDO/

JTO of the territory may be asked to identify suitable candidates by the specified

date. All these parties may be short-listed and the list submitted to a committee

constituted by the SSA Head.

 Selection by a committee comprising of DE, AO and SDE level officers of SSA.

 Committee will take interview of all the short-listed candidates. Committee will

judge level of involvement of the candidate, understanding of distribution and

telecom market in the area.

 Selection to be approved by the SSA Head.

 Selection criteria:

 Experience – 50 marks

 Presentation/ Interview – 50 marks

 The selected RD will sign an agreement with BSNL and will also submit Security

Deposit of Rs.10,000/- in the form of BG/TDR/DD/Cheque (50% PBG from retired

BSNL/DoT/MTNL employees and spouse/son/daughter of working employees).

 The initial period of agreement shall be for 3 years.

Performance Monitoring:

Weightage for evaluating performance against target achievement

Extension: Based on performance, the SSA Head may extend agreement on year-to-

year basis for a period of two years. The decision of BSNL shall be final in regard to the

grant of extension.

Parameters

Weightage

Type A Parameters

FRC / Plan Voucher

60%

20%

POS

20%

Total

100%

Bench Mark Score

50%

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Migration: Head of Circle may decide performance based migration criteria for RDs.

The decision of BSNL shall be final in this regard.

General Instructions:

1. Requirements for Rural Distributor :-

1.1 RD has to sell BSNL Products as specified by BSNL.

1.2 BSNL reserves the rights to seek/verify financial information from Rural

Distributor Bankers/credit providers & ensure other sources to carry out other

verifications.

1.3 Security Deposit of Rs.10,000/- in the form of BG/TDR/DD/Cheque shall be

deposited, which shall be refundable after successful operation (50% PBG

from retired BSNL/DoT/MTNL employees and spouse/son/daughter of

working employees)

1.4 Rural Distributor shall deposit the aforesaid security deposit amount. BSNL

reserves the right to forfeit/adjust/apply the said security in full or part thereof

after deduction of any sums due from the Rural Distributor to BSNL at any

time. Rural Distributor shall continue to be liable for balance, if any. No

interest will be paid on the security deposit till it is refunded. BSNL reserves

the right to increase the amount of security at any time in its sole discretion

with respect to any/some/all Rural Distributors.

2. Responsibilities of Rural distributor: It is the responsibility of RDs to generate

demand for providing services permitted by BSNL. Selling of all BSNL Products

assigned to them, directly or through retailers. Not only the targets set are to be

achieved but also efforts are to be made to surpass it.

2.1 Timely submission of bills and claims to the nodal officer/ franchisee.

2.2 MIS as per BSNL format to BSNL officials/ Franchisee as per frequency

specified.

2.3 Rural Distributor must ensure that BSNL products are available in retail

networks in sufficient quantity on demand. Rural Distributor must ensure that

no black-Marketing or maltreatment to customer is done through its rural

network.

2.4 Verification of credentials of customers –

2.4.1 Verification of PIA (photo, identity and address) of customer at the

POS (Point of Sale) has to be done as per the various guidelines

issued by DoT and BSNL from time to time. RDs will be responsible

for the verifications done by all the channels i.e. retailers.

2.4.2 The RDs shall obtain from customers/subscribers such documents as

prescribed from time to time by BSNL.

2.5 Rural distributors will be responsible for all the work done through retailers.

2.6 Rural distributors are required to attend meetings in SSA/ Franchisee as and

when needed. Rural Distributor must ensure availability of BSNL products.

3. Discount/ margin

/ rewards / marketing claim:

3.1 Rural Distributor will get discount on purchase of stock wherever specified.

Rural Distributor will retain his share and pass on remaining to retailer.

3.2 Designated BSNL officer/ Franchisee to verify and sign the claim and forward

it to the respective unit.

3.3 BSNL/Franchisee shall have free access to the Rural Distributor premises &

to inspect all records, receipts, vouchers, sale books, demand registers etc.

3.4 BSNL reserves the right to change the discount/ margin structure from time

to time based on market/commercial needs without giving any notice.

3.5 BSNL and Rural distributor shall observe the following procedure in

connection with purchase and sale of BSNL Products:

i. The Rural distributor shall place an order for purchase of products from BSNL.

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ii. Upon dispatch of ordered products, BSNL shall raise an invoice on the DSA,

net of applicable discount to be provided to Rural distributor

iii. BSNL will charge GST on the price at the transaction value i.e. the price at

which BSNL sells its products to Rural distributor. BSNL would raise sale

invoice for sale of BSNL products to Rural distributor. BSNL would raise invoice

on GST registered premise only

iv. BSNL shall, on a conservative basis to withhold tax at source under Chapter

XVIIB of the IT Act, 1961 on all discounts/ margin provided to Rural distributor

for sale of BSNL Products and the same will be treated as a sale consideration

v. GST paid by Rural distributor to BSNL shall be available to Rural distributor as

input tax credit which can be set off against the GST charged by Rural

distributor to the retailer

vi. Secondary / subsequent incentives such as incentive on FRC/RC, any scheme

based incentive, FOS incentive etc. to Rural distributor shall be given online in

the form of c-top-up value through any platform like Sanchar-soft/Pyro/ERP

after levy of applicable taxes i.e. TDS /GST etc, wherever applicable.

vii. For the subsequent incentives provided by BSNL (refer point 37 above) Rural

distributor will raise an invoice (along with applicable GST) on BSNL. Since

incentive is paid Rural distributor in the form of c-topup, BSNL will also raise an

invoice (along with applicable GST) on Rural distributor for allocation of such c-

topup value

viii. Where Rural distributor is not registered under GST Act, it shall be the

responsibility of BSNL to discharge liability under reverse charge mechanism. It

is further agreed that Rural distributor shall not charge tax on invoice

ix. BSNL shall, withhold tax at source under Chapter XVIIB of the IT Act, 1961 on

the secondary/ subsequent incentive provided by BSNL to the Rural distributor

for sale of BSNL Products (Refer point 37 above)

x. GST paid by Rural distributor to BSNL and by BSNL to franchisees (as the

case maybe w.r.t. secondary/ subsequent incentive provided by BSNL) shall be

available to Rural distributor and BSNL, respectively, as input tax credit which

can be set off against the GST charged by Rural distributor or BSNL

xi. Methodology and applicable tax deduction/reconciliation on payment like

discount at the time of sale of BSNL Products, subsequent incentive on

FRC/RC, any scheme based incentive, FOS incentive etc. to Rural distributor

may be changed time to time & necessary instructions shall be issued by

concerned cell of BSNL CO.

xii. The invoices raised by Rural distributor and BSNL should comply with all the

conditions as prescribed under the tax invoice rules under Central Goods and

Service Tax Rules, 2017

xiii. Applicable Tax deductions/ reconciliation/ accounting related instructions/

guidelines shall be issued by concerned cell of BSNL CO, which shall be

applicable to circle/SSA.

3.6 In case of secondary/ subsequent incentives granted to the rural distributor, it

shall be the responsibility of Rural distributor to raise appropriate tax invoice

as per the provisions of GST Act. BSNL reserves the right to be indemnified

for the credit loss in case BSNL is unable to claim the ITC for any non-

compliance / default in raising appropriate invoice by Rural distributor.

Further all invoices should be sent to BSNL promptly and in no case beyond

30 days of Invoice date.

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Further Rural distributor is required to comply following requirements w.r.t.

issuance of invoice:

i. All the details of Rural distributor (name, address, GSTIN/ unregistered vendor,

place of supply, SAC/ HSN code etc.) and other mandatory details shall be

mentioned on the invoice;

ii. Invoice/DN/CN need to be issued timely within the time prescribed under GST

law;

iii. In case of any deficient supply, BSNL shall convey the same in a reasonable time

to enable Rural distributor to issue credit note and take tax adjustment;

iv. It would be the responsibility of Rural distributor to declare correct information on

invoice and GST portal viz. the amount, the place of supply, rate of tax etc. In

case, the eligibility of input tax credit is questioned or denied to BSNL on account

of default by Rural distributor, the same would be recovered by BSNL from Rural

distributor;

v. Registered location of the both the parties i.e. BSNL and Rural distributor should

be mentioned in the agreement with GSTIN No. Further, Rural distributor should

raise invoices at the registered premise of BSNL for availment of credit and

ensure that the place of supply as per GST law is same as registered premise;

vi. It shall be the responsibility of franchisee to raise invoice within the prescribed

timelines.

3.7 The amount of discount / margin provided by BSNL shall be reviewed with

every change in the rate of GST in order to keep it at par with or lower than

the current rate applicable on face value.

3.8 TDS will be deducted as applicable and GST will be levied as per rule and

issued from concerned cell of BSNL CO time to time.

3.9 Methodology of computation of discount/ margin, Applicable Tax deductions/

reconciliation/ accounting related instructions/ guidelines shall be issued by

concerned cell of BSNL CO, which shall be applicable to circle/SSA.

3.10. In case of any deficient supply or incomplete supply, it shall be the responsibility

of Rural distributor to issue GST compliance credit note (both at the time of sale

of BSNL products or at the time of subsequent incentives provided by BSNL)

within the reasonable time and take tax adjustment. In case Rural distributor

fails to issue proper credit note within the time stipulated under the GST law the

taxes charged and not adjusted would be borne by Rural distributor.

3.11. Rural distributor to comply with all the compliances as may be prescribed to

ensure that compliance rating is not reduced below the prescribed limit as laid

down under GST Act and GST regulations. Rural distributor to submit a self-

declaration from time to time, that they are not black-listed on the GST portal.

Notwithstanding anything contained in agreement, in the event of black listing of

supplier i.e. compliance rating reduced below the prescribed limit, the amount

related to tax shall be paid to supplier only on receipt of input tax credit to BSNL

3.12. GST (if applicable) on account of liquidated damages due to delay in supply

would be borne by Rural distributor.

3.13. The place of supply under GST Act shall be the place of supply as determined

under purchase order raised by BSNL. It shall be the responsibility of Rural

distributor to intimate BSNL well in advance in case of deviation / disagreement

with the place of supply as determined in PO

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3.14 Rural distributor agrees to share the monthly information with BSNL which

would be uploaded by Rural distributor in its GSTR -1 along with the

information of input credit to be claimed by BSNL in such month. It shall be

the responsibility of Rural distributor to provide reconciliation statement of all

the supplies made by it including issuance of credit note, debit note or other

documents as prescribed, within 30

September following the end of relevant

financial year

4. BSNL reserves the right to change the terms of trade from time to time

without any prior notice.

4.1 The company reserves the right to not provide discounts/ margin on certain

stock for the Rural Distributors (RDs) in case of any pending disputes in

matters relating to activations or cancellations.

4.2 In case of dispute arising between the RDs/ Franchisees and BSNL, the

same shall be adjudicated by the SSA Head or any official appointed by the

SSA Head.

4.3 The decision of BSNL will be final on all matters relating to the business rules

and will be binding on the Rural Distributors.

4.4 The Rural Distributor has to fully cooperate with Franchisee / BSNL to

investigate any complaint.

4.5 BSNL shall not be liable for any act of commission or omission of any third

party.

4.6 The Rural Distributor will have to abide by the policy rules, regulations &

instructions of BSNL as revised/modified from time to time, without any prior

notice to the Rural Distributor in respect of all matters including security

deposit, incentives payable to the Rural Distributor etc.

4.7 SSA Head reserves the right to accept or reject any or all the Rural

Distributor request in part or full, without assigning any reason whatsoever.

4.8 SSA Head reserves the right to terminate the contract at any time without

assigning any reason.

4.9 In case of violation of terms and conditions of the contract or unsatisfactory

services, SSA Head reserves the right to terminate the contract at any time

and forfeit the security deposit in part or full.

5. Appointment of the Rural Distributor

5.1 BSNL will grant to the Rural Distributor, right for the Sales & Distribution of

products & services in the territory. The Rural Distributor must fulfill all the

requirements of mentioned territory assigned to him. The operations of Rural

Distributors will not be allowed to operate in any territory other than the

prescribed territory. However BSNL shall have a right to appoint any

additional Rural Distributor(s) / Rural Distributor in the territory / area of

operation of BSNL and the Rural Distributor shall have no objection what so

ever.

5.2 BSNL Franchisee of the area or directly BSNL will supply to the Rural

Distributor all the relevant data, guidelines and other information to effectuate

the purpose of the Agreement. On termination of the Agreement, howsoever

occasioned / caused, no further compensation shall become due to the Rural

Distributor unless the same shall have accrued prior to the date of such

termination and the Rural Distributor expressly has to agree that he will not

be entitled to any compensation and/or indemnification whatsoever, from

BSNL in that regard.

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6. General Obligations of the Rural Distributor

6.1 The Rural Distributor shall maintain a suitable strategy for the sales &

distribution of products & services in the allocated BTSs area through his

retailers. The Rural Distributor shall use its best efforts to actively provide

effective services to the subscribers of BSNL and always act in the interest

of BSNL to delight its subscribers.

6.2 The Rural Distributor is on non-exclusive basis and agrees not to involve

him in any manner either directly or indirectly in any business or activity,

which is competitive with the business or activities of BSNL in his area of

operation.

6.3 The Rural Distributor shall treat as confidential and secret all verbal and

written communication, lists and circulars which in the opinion of BSNL are

regarded as confidential information and/or trade secrets. The Rural

Distributor shall adopt and implement security procedures acceptable to

BSNL for determining the persons to whom such information is

uthorized to be disclosed based upon such person‟s need to know the

same for the purpose of fulfilling his responsibilities in relation to the

Agreement. Confidential and trade secret information shall remain the

property of BSNL and shall be returned to BSNL upon termination of this

Agreement in the manner prescribed by BSNL. The Rural Distributor

hereby undertakes and agrees not to retain and make any copies of the

entrusted confidential information.

6.4 RDS will not sublet his distributorship. If at any time it is established that

RDS has sublet his work then BSNL reserves the right to terminate the

distributorship.

6.5 In no case Rural Distributor is allowed to sell outside his territory. At any

time if it is established that distributor sold product outside his given

territory then it shall be treated as violation of agreement. Where such

circumstances agreement with such Rural Distributor shall be discontinued

and the Rural Distributor shall be barred for further dealing with BSNL for

a period of 2 years.

6.6 The security deposit of Rural Distributor shall be forfeited in case of

violation of agreement and non fulfillment of statutory obligations.

6.7 Rural Distributor must ensure that BSNL products are available with

retailer‟s network in sufficient quantity on demand. Rural Distributor must

ensure that no black marketing or mal treatment to customer is done

through its network.

6.8 Rural Distributor is supposed to serve retailers at their premises. Rural

Distributor must ensure availability of BSNL products in the villages falling

in his territory and which are inhabited.

6.9 Rural Distributor is responsible for Distribution network. RDS should pass

discount/ margin/ incentives received by them to retailers as per

Annexure-E or as specified by BSNL from time to time.

6.10 The merchandise will be sold at the premises by the Rural Distributor and

it is clarified:

(i) That BSNL shall be liable for the quality and genuineness of the

goods sold by the Rural distributor,

(ii) That BSNL shall not be liable for any loss, pilferage or damage to the

goods stored and sold at the premises safety and security of premises

and the merchandise shall be the entire responsibility of the Rural

Distributor.

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6.11 In case any GST and/ or cess liability, interest, penalties or any other tax/

duty/ amount/ charge/ liability / professional costs related to litigation

becomes payable by BSNL or ITC is denied to BSNL due to failure of the

Rural distributor to comply with the relevant laws/ regulations applicable in

India or overseas, Rural distributor undertakes to indemnify BSNL for an

amount equal to amount payable by BSNL and the same shall be

recovered by BSNL

6.12 In case of any deviation, default or negligence on the part of Rural

distributor due to which it is liable to pay penalty to BSNL, the same shall

be recovered by BSNL from Rural distributor along with applicable GST

tax (as may be applicable)

6.13 BSNL shall deduct tax at source if required under GST Act and GST

regulations, any law or any regulation.

7. Verification of identity of subscribers: The Rural Distributor has to ensure

verification of credentials of new subscribers – both as per documents submitted

as well as per physical verifications. Rural distributors will be responsible for the

verifications done by his retailers working under them RDS has to ensure that:

7.1 No pre activated card is issued to the applicant.

7.2 Verification of document against original has been done at the point of sale

(POS).

7.3 Subscriber enrollment form has been duly filled by applicant.

7.4 The photograph submitted has been matched with the applicant.

7.5 The form has been personally signed by the applicant in presence of retailer

at POS.

7.6 The original proof of identity /address has been matched & verified with the

self attested photocopies submitted by the applicant.

7.7 Application form plus supporting documents has been checked & certified

that:

a. Documents are in order.

b. Signature on the self attested photograph matches the signature on the

CAF.

c. Photograph on the form matches with the one on the photo ID

document.

8. General Obligations of BSNL

8.1 BSNL shall from time to time or in response to specific request by the Rural

Distributor provide information, training and assistance relating to the

services and arrange for qualified personnel / representatives of BSNL to

render such training and assistance. –

8.2 BSNL may provide the marketing material to the Rural distributor. This may

include but not limited to, information brochures, posters, inserts, special

giveaways, mailers (target-segment-specific), folders, subscription forms,

receipt books, stickers etc. It will not be obligatory and binding on BSNL to

provide all the above material, and will be provided as per availability only.

8.3 In order to manage returns of defective products, BSNL may, with prior

approval of the Rural Distributor, inspect the stock at Rural Distributor‟s

location to evaluate whether or not the products are maintained in proper

condition.

8.4 BSNL / its representative will ensure no black marketing happens & also

have periodic inspection / surprise check to ensure all channels are working

properly.

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8.5 The discounts offered by BSNL are subject to variation during the term of this

Agreement at the sole discretion of BSNL.

8.6 The Rural Distributor can supply the printed / display material etc. at his own

cost without any liability on BSNL. He will keep BSNL indemnity from the

content of the publicity/ display material so supplied.

9. Brand name, Logos and Trademarks: The Rural Distributor shall not contest, at

any time, the right of BSNL or its affiliated companies to any brand names or Logo

used or claimed by BSNL or such companies.

BSNL reserves the right to modify sections / Annexure of this “CM Sales and

Distribution Policy – 2018” and discount/ margin structure at any point of time with

the approval of Director (Consumer Mobility).

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ANNEXURE – A

ROLE OF SALES TEAM MEMBERS

Roles of different members of the mobility sales team are mentioned below:

Roles of Circle Sales Team:

Circle sales team will consist of GM (Sales), DGM (Sales), AGMs (Sales), SDEs

(Sales) and other supporting staff. Their roles and responsibilities will be as follows:-

 Monitoring of SSA / Franchisee wise sales and performance w.r.t. target.

 Appointment of franchisees.

 Ensuring the growth of sales channel network.

 Ensuring appointment of sales team in SSA.

 Monitoring the performance of FM/ RMC/ RM.

 Ensuring the action to be taken by the SSAs.

 Ensuring the smooth functioning of sales tools such as Sancharsoft, C-TOPUP,

B&CCS terminals etc.

 Redressal of issues / queries reported by the SSAs/ Franchisees.

 Redressal of cross selling.

 Escalating the unresolved problems and suggestion to improve the sale to BSNL.

Roles of SSA Sales Team:

SSA sales team will consist of DGM (Sales), DE (sales), SDE (Sales) and other

supporting staff.

 Fixing of target for franchisees.

 Monitoring the sales and performance of sales partner w.r.t. the target on daily /

weekly basis.

 Growth of sales channel network.

 Appointment of required sales team of FM/ RMC/ RM.

 Monitoring the performance and visit of FM/ RMC/ RM.

 Set-up and smooth functioning of sales tools such as Sancharsoft, C-TOPUP,

B&CCS terminals etc.

 Area demarcation and allotment of retailers.

 Consolidation of priority list of retailers.

 Support in ordering and delivering of material to sales channel.

 Ensuring the availability of BSNL product, tariff details, advertising material to all

POS.

 Redressal of cross selling.

 Payment of allowances / KPA.

 Redressal of issues / queries reported by Sales partner/ sales channel team.

 Escalating the unresolved issues and suggestions to improve the sale to Circle

office.

Roles of SSA Franchisee Manager:

 Communicating target before beginning of month i.e. by 25

of previous month.

 Support in ordering and delivery of material to Franchisee doorstep.

 Communication /action raised by the RMCs / RMs.

 Collection of data from franchisee.

 Review of franchisee data with SSA sales team.

 Supply of POS material to franchisee.

 Ensure proper uses of Sancharsoft and data entry by Franchisee.

 Redressal of issues / queries of Franchisee.

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Roles of SSA Retail Manager Coordinator (RMC):

 Plan RM visit to existing retailers and to potential area for appointment of new

retailer.

 Daily review of RM performance.

 Appointment of new retailers in potential area.

 Verification of cross selling cases.

 Compilation of daily report submitted by the RM.

 Submission of retailer wise data regarding material availability, issues etc to FM

with a copy to SSA Sales Head for action.

 Providing the information regarding BSNL product / schemes / trade schemes/

VAS etc to retailer manager for further publicity.

 Conduct validation visits with RMs and FMs.

 Entry of new C-TOPUP retailers‟ information in Sancharsoft.

 Organization of joint visit of RM and FOS to some distressed retailers.

Roles of SSA Retail Manager (RM):

 Auditing the no. of visits by the FOS to retailers.

 Auditing the incentives paid to retailers by the Franchisee.

 Providing the information regarding BSNL product / schemes / trade schemes/

VAS etc to retailer for further publicity.

 Feedback about replacement of damaged material by the franchisee.

 Feedback on supply of POS material such as Glow sign board etc.

 Assessment of potential area for appointment of new retailers.

 Combined visit with FOS and on spot issuing of C-TOPUP.

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ANNEXURE – B

NUMBER OF FRANCHISEE TERRITORIES IN CIRCLE

S. No.

Telecom Circle / District

Number of Franchisee Territories

Andaman & Nicobar

Andhra Pradesh

182

Assam

Bihar

115

Chennai

Chhattisgarh

Gujarat

111

Haryana

Himachal Pradesh

Jammu & Kashmir

Jharkhand

Karnataka

134

Kerala

Kolkata

Madhya Pradesh

134

Maharashtra

173

NE-1

NE-2

Orissa

124

Punjab

Rajasthan

181

Tamil Nadu

UP (East)

210

UP (West)

Uttaranchal

West Bengal

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ANNEXURE – C

Product List for FMCG Industry

Following product categories will be eligible for FMCG industry experience

a. Personal Care, Oral Care, Hair Care, Skin Care, Personal Wash (soaps).

b. Cosmetics and toiletries, deodorants, perfumes, feminine hygiene, paper

products.

c. Household care fabric wash including laundry soaps and synthetic detergents;

household cleaners, such as dish/utensil cleaners, floor cleaners, toilet

cleaners, air fresheners, insecticides and mosquito repellents, metal polish

and furniture polish.

d. Food and health beverages, branded flour, branded dairy products, branded

sugarcane, bakery products such as bread, biscuits, etc., beverages such as

milk, tea, coffee, juices, carbonated drinks, bottled water etc, snack food,

chocolates, tobacco products Ayurvedic preparations, over the counter (OTC)

sold allopathic preparations etc.

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Annexure-D

Compensation Structure of Consumer Mobility Product and Services

Compensation Structure of Consumer Mobility Product and Services for Franchisee /

e-Distributor / Rural distributor / Retailers / Post Offices / Large Retail Chain/ PCO

Operators / DSAs (in Rs.)

Sr. No.

Name

Product

Particulars

Initial

discount/

margin to

Franchisee

Secondary/ Subsequent

incentive to franchisee

Post-Paid Products

Post-

Paid

Voice &

Data

Plan

SIM & Activation

(Note)

NIL

At present CAF commission for

both physical and e-KYC CAF

activation is Rs. 10/- per

activation and is applicable

after submission of CAF and

activation of SIM. (Note)

Any Monthly Plan

Rs.80/- on

deposit of

security amount

at the time of

activation

Balance incentive if any will be

paid @14% of Fixed monthly

Charges (FMC) at the end

each month for six months

subject to maximum of 90% of

lowest FMC or Rs 500/- (

Including initial payment of Rs.

80/-) whichever is less and

payment of monthly bills by

the customer.

Pre-Paid Products

Sr. No.

Name

Product

Particulars

Discount, margin and incentive to Franchisee

Pre-

Paid

Voice &

Data

SIM & Activation

At present CAF commission for both physical

and e-KYC CAF activation is Rs. 10/- per

activation and is applicable after submission of

CAF and activation of SIM. (Note)

Plan voucher

90% of Plan voucher or Rs.100/- whichever is

less. For special plans where discount is

specified, the same is applicable.

Hardware Products

Data

Card

On purchase of

each data card

Discount @ 7.12% on Sale Price ( See Note)

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Ad-On Products

Sr.

No.

Name of Product

Particulars

Discount to Franchisee

Pre-paid to Post

paid plan

conversion

Pre-Paid to Post-Paid

GSM/CDMA/ etc.

50% of FMC subject to max. of

Rs. 150/- after payment of 1

bill.

VAS retailing

Retailing of Value added

services through channel

partners

Discount on EUP (End User

Price) same as in case of Top-

up/recharge ( See Note)

RCVs & TOP-Ups Products

Sr.

No.

Name of

Product /

Service

Particulars

Discount to Franchisee

All Top-up

Vouchers / Flexi

Top-up / STV

(Special Tariff

Vouchers)/ RCV

(Recharge

Vouchers) / C-

TOPUP

Discount @ 4.66% on MRP (See Note).

Post-Paid Bill payment through CBP system

Sr.

No.

Name of

Service

Particulars

Initial discount/ margin to

Franchisee

Subsequent

incentive to

franchisee

Mobile Post-paid

bill payment

Mobile Post-

paid bill

payment

through CBP-

system

Upfront discount/ margin of

flat 2% for mobile Post-paid

bill payment through C-Top-

up at the time of purchase of

stock for post-paid wallet in

the c-top-up system.(

Applicable up-to 31.12.2017

as per order no. 27-8/2015-

S&M-CM/19:dated

21.09.2017.

Nil

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Note:-

1. At present CAF commission for both physical and e-KYC CAF activation is Rs. 10/-

per activation issued vide this office letter no. 27-18/2017/S&M-CM/7 dated 07.11.2017

and subject to revision from time to time.

2. Rate of discount on all Top-up Vouchers / Flexi Top-up / STV (Special Tariff

Vouchers)/ RCV (Recharge Vouchers) / C-TOPUP shall be calculated on MRP and

subject to revision from time to time.

3. Discount on C-TOPUP/ recharge to PCO Operators / DSAs/Retailer/ shall be 65% of

discount/ margin offered to Franchisees

4. Discount on C-TOPUP/ recharge to Rural Distributor shall be 82.5% of discount

offered to Franchisee.

5. For e-Distributor discount is 75% of discount offered to Primary Franchisees, subject

to maximum 3.5%

6. Discount applicable to Post Office/Large Retail Chain shall be at par with discount

offered to Franchisee

7. BSNL will charge GST on the price at the transaction value i.e. the price at which

BSNL sells c-topup/ voucher to the franchisee as against the discount calculated on the

MRP. Quantum of discount shall be communicated time to time and subject to revision

as per market dynamics. The amount of discount (when applied on the gross

amount tendered by the franchisee) will be reviewed & recount from time to time

based on the applicable rate of GST. This may be included in commercial agreement

with franchisee at the time of migration/EOI.

8. EUP = End User Price is amount in Rs. for which VAS services sold to customer.

Same Pre-paid wallet is being used by retailers for VAS retailing.

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ANNEXURE – E

Sharing of Discount / margin and incentives

Table- I A (Two Tier) Franchisee – Retailer

Sharing of franchisee Discount / margin and incentives among Franchisee  Retailers

Product

Franchisee

Retailers

New Connection (Prepaid/ Postpaid)

30%

70%

CAF incentive

70%

30%

Recharge / C-TOPUP

35%

65%

Table- I B (Three Tier) Franchisee – RDs – Retailers

Sharing of franchisee Discount / margin and incentives among Franchisee/ RDs/

Retailers

Product

Franchisee

RDs

Retailers

New Connection (Prepaid/ Postpaid)

15%

70%

CAF incentive

50%

20%

30%

Recharge / C-TOPUP

17.5%

65%

Table- II (Two Tier) RDs – Retailers

Sharing of franchisee Discount / margin and incentives among RDs/ Retailers

Product

RDs

Retailers

New Connection (Prepaid/ Postpaid)

15%

70%

CAF incentive

50%

30%

Recharge / C-TOPUP

17.5%

65%

Table- III DSA

Sharing of franchisee Discount / margin and incentives for DSA

Product

DSA

New Connection (Prepaid/ Postpaid)

70%

CAF incentive

50%

Recharge / C-TOPUP

65%

Note: The above is subject to revision from time to time.

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ABBREVIATIONS

BTS Base Transceiver Station

CAF Customer Acquisition Form

CDMA Code division multiple access

CM Consumer Mobility

CM-S&D Policy 2012 Consumer Mobility Sales & Distribution Policy 2012

CSC Customer Service Center

C-TOPUP Channel TOP UP

DoT Department of Telecom

DSAs Direct Selling Agent

e-Distributor Electronic Distributor

EMD Earnest Money Deposit

EOI Expression of Interest

FM Franchisee Manager

FMCG Fast Moving Consumer Goods

FoS Feet-on-Street

FRC First Recharge Coupons/ Plan Voucher

GSM Global System for Mobile Communications

HOC Head of Circle

LOI Letter of Intent

OTC Over the Counter

PBG Performance Bank Guarantee

POS Point of Sale

RCV Recharge Vouchers

RD Rural Distributors

RM Retail Manager

RMC Retailer Manager Coordinator

SIM Subscriber Identity Module

SMS Short Message Service

SSA Secondary Switching Area

VAS Value Added Services

Wi-Max Worldwide Interoperability for Microwave Access