sales & distribution reviews | ANB experience
ANB conducts more than 45 Sales & Distribution, customer acquisition process and cost optimisation reviews every year for telecom service providers across 23 countries in SE Asia, Middle East and Africa
>25,000 Retailers
> 1500 SPOs
> 8000 Company stores reviewed for acquisition and service experience
Strong team of 95+ members having experience in conducting S&D/ CS/ SE reviews
Exhaustive checklists for assessment
Independent assessment of customer acquisition & servicing experience of major telecom operators for all circles in India and major African countries
Experience in review of other customer touch points IVR/ Website/ App/ email/ USSD for major telecom players
Experience in review of all customer acquisition touch points like Own & Franchisee Stores, Distributors & FSEs, Retailers, Smartphone & Device outlets for major telecom players
Sales & Distribution cost ranges between 10 to 20% of Telecom operators top line. ANB conducts specialised cost optimisation reviews across SE Asia and Africa
focus areas | theme reviews
acquisition experience assessment
- Prepaid
- Postpaid
- Data
- Mobile money
- Operator presence
- POSM visibility
- Availability of fresh & replacement 4G SIM, Data device, HBO, recharge
- Operator promoter presence at POS
- Product/ bundled offer awareness
- Retailer preference to sell & drivers of recommendation
- Operators support & engagement
- Own & Franchisee Stores
- Distributors & FSEs
- Retailers
- Smartphone & Device outlets
- Operator Website and App
- Open market sales search engines
- Ecommerce & other digital channels
- Distribution health index and NPS scores with competition benchmarking based upon scientific checklist
- Geography and channel level identification & root causing of issue
- Recommendations
Data analytics on predefined KPIs coupled with on ground experience through field visits and interviews helps identify market issues and probable root causes
Auto mailer and customer interviews to ascertain acquisition experience
Evaluating efficacy of acquisition process through mystery testing across 250 plus POS outlets and low performing sites across zones
Co-relation of data analytics and market visit results to identify real issues and tying them with root causes
Recommendations on suggested implementation and action plans
coverage spanning entire sales ecosystem | omni-channels
cost optimization initiatives
