As a under grade student of BRAC Business School, it is necessary to join with a company for
gaining the practical experience of the theoretical know how’s and I got the chance to join Robi
Axiata Limited, one of the renown telecom companies of Bangladesh to do my internship
program. In these three months of internship period I got the opportunity to work under different
section of the finance division and learn the new tasks in the new environment. Along with
gathering the practical experience I have also prepare this report on BTS Investment Decision
and Payment Process to complete the internship procedure. This report is combined
information of the experience on Robi Axiata Limited and what I have learned and came to know
about the BTS investment Decision and payment procedure from personal learning and shared
knowledge. BTS investment decision is a major decision for any telecom industry and Robi
Axiata Limited is not an exceptional in that case rather to hold its current position or improve the
position in the market Robi Axiata has to take this decision more wisely. It is not that easy task
to make such big decision, there is long process involves in it. Although there is a yearly budget
prepared in advance for investment in this sector each year, but any emergency need can affect
this predetermined budget. Mainly the demand for a new investment occurs for two reasons like
to improve present network quality or to increase the coverage area. Whatever the reason is the
investment decision cannot be approved without a proper investigation, survey and analysis.
Before taking such decision the departments of Market Operation, Finance and Technology have
to work so hard to come up with the ultimate conclusion. Basically the need can be identified by
either Market operation department or technology department or by both of the departments.
After proper analysis by these departments the decision making is leave up to the finance
division after cross checking all the pros and cons if the output from the new investment is
satisfactory only than finance department approve the investment decision. Otherwise they have
to look for the alternate decisions of the BTS investment. Once the decision is made for
investment then technology department along with the help of other departments makes an
agreement paper with the owner of the plot which is selected after site investigation for making
the BTS plant. And after all the procedures when the agreement is finalized, the construction of
the plant is started with the enlisted vendors for this task under the supervision of the civil
engineer of Robi Axiata limited. And the vendors are bound perform the task as per their contact
agreement with the Robi. And after work competition of the plant the vendor will make draft bill
and send to the Robi Axiata Limited if the supervising engineer approved the vendors work then
the vendor will be eligible to forward the final bill as per draft bill. But if the supervisor is not
satisfied or find any mismatch between the written and actual work. He will notify to make the
final bill as per the receiving amount of work By Robi. After all the procedure of the finance
division the payment of bill will be transferred to the vendor. Previously in Robi Axiata Limited
there was no systematic way to make the payment process. So there had always been chaos and
miscommunication regarding this issue as well as made payment process lengthier. Which
caused of harass for both the company and vendor. But now Robi Axiata limited is using their
OSO service for making this process easier and harass free. After making the improvement in
their previous system now Robi Axiata is enjoying a calm and quite system for making this
payment to the vendors. Although right now Robi Axiata Limited has not facing any significant
issues regarding their current decision making and payment process, from my observation there
are still some scope to increase the performance which can be made their decision making and
payment process system more stronger. Like in the decision making issues they can give a
second thought while analyzing the number of competition factor, or giving up the investment
decision in EPZ sectors or they may take initiative to introduce the local roaming facility for
decreasing the investment cost. Moreover they can make an online tracking process that will help
to know their updates more easily as well as their relation with the company will be more
transparent. Again they can take some initiatives to decrease the lead time of their payment
process to 30 days from 45 days. This can be helpful to motivate the company vendor
relationship without hampering the company’s structure. These are some little issues which Robi
Axiata Limited can consider for their future structure of the decision making and payment
Robi Axiata ltd is one of the major mobile operating companies in Bangladesh that has played
vital role in the mobile operation in Bangladesh. The company has always wanted to serve its
customer the best, so they have always focus on the imprudent of their network quality
throughout the Bangladesh. Base Transceiver Station (BTS) are the core element of the
development of any telecom network. Moreover, during the 3 months of working experience in
Robi Axiata ltd I have got the opportunity to know and work in some aspects related to the BTS.
Hence the report is all about how Robi Axiata ltd is making its decisions for the investment in
the BTS projects and how the invest process completed along with payment procedures
regarding the BTS investment decision.
Origin of the report:
BRAC University is one of the alleged private universities in Bangladesh which wants the
graduates come out from this university can maintain the international slandered so ithasdesigned
the curriculum of BBA program in such a way where the internship program is mandatory. After
completing 126 credits a student has to go for further 4 credits internship program in a
commercial organization. At this internship period at an organization the students get the
opportunity to learn blend his or her theoretical knowledge with practical experience through
facing the real business world. My academic supervisor Mr. Shawkat Kamal, Assistant
Professor, Coordinator of EMBA Program of BRAC Business School of BRAC University,
approved the topic and authorized me to prepare this report as part of the fulfillment of internship
requirement. The report thus is titled as “Investment decision and payment process of BTS at
Robi Axiata Ltd.”
Investment decisions in the BTS projects are very important for Robi Axiata limited as these
decisions can ensure the growth of the company, number of customers and revenue pattern.
Basically the objective of the report is to develop a model on where Robi Axiata Limited should
invest for a BTS considering some factors. Such as,
- reasons behind the demand of any new BTS
- the major factors that can influence the investment decision on BTS
- Does the investment in BTS can actually solve the problem
- the alternate decisions of not investing in BTS
- After finding the base of the decision making of BTS investment, my further objectives are to
How the investment process takes place
The associated parties with this investment
The vendor enlistment and payment process
Finance department of Robi Axiata Limited is engaged in the various tasks but here in this report
I will be only focusing how the company takes decisions for investment in BTS, how the invest
process is implemented and how the payments are made related to the BTS investment.
During the 3 months of internship period at Robi Axiata Limited, I got the opportunity to work in
the Finance Transformation department and the Accounts Payable section of the Financial
Accounting and Management Reporting department. Besides getting the working experience at
finance department, I have made this report with the information available from the office and
websites under the supervisory of my onsite supervisor, Syed Asif Ahmed, GM Accounts
payable department of finance division.
All the information incorporated in this report has been collected from both primary resources as
well as from secondary resources. The primary data are basically gained from my direct
observations of these three months of working period, my on the job tasks and the shared
experiences and information from my seniors and colleagues from finance and technology
Basically the report is considering two sectors of BTS. Like decision making process and
implementing the investment procedure and the payment process after the investment to the
respective parties. So for making this report mainly I have to go through the three major
departments of Robi Axiata Limited these are Finance Transformation for considering the
decision making process, Technology department for investment process and Accounts payable
Department for payment procedure. But none of the department is managing this process
individually rather all of them are working as a team for completing the whole process of making
the decision to clearing the payment.
At first I had to go and meet Mr. Mosharraf Hossain, specialist, Technology department and take
his interview on how Market operation and Technology department is identifying the needs, how
they are prioritize the new need and how they are taking steps for further decision making
process. I have also come to know from him that how technology department continues the
investment process once the decision is approved by Finance Transformation.
Then I meet with Mr. Afzal Rasul, General Manager of finance transformation who also shared
his experience with me and moreover I got the chance to work with him and learn practically
how they are analyzing the business cases. So from my practical experience and congregate d
experience from him I made the decision making part.
After that I have to meet Ms. Rawshan Akhter, specialist, Accounts Payable section who helped
me to know the agreements are making and also how the operating expenditures related to this
invest are made and controlled. I have also got the chance to work with her and get the practical
experience also regarding this process. Then I met Mr. Salahuddin Hossain, whom I got the
chance to work with, he had brief me about the whole process regarding the Capital expenditure
of BTS investment, using both his experience and my observation I made the report Beside this I
also have to go through the treasury section, OSS service, SCM department and the different
wings of technology department for more detail regarding my topic.
And the secondary data are collected from the Robi Axiata ltd’s official website, public website,
and official documents of the Robi Axiata Ltd.
After accumulating all the information together I used simple qualitative methods to analyze
them to prepare this report.
I have tried my level best to make report flawless as much as possible but due to some
limitations and obligations had to conciliate a little bit, this are-
- A period of three months is not enough to understand the complete picture of such a huge
process. As a result due to the short time period I got a limited opportunity to work only few
parts of the process practically.
- Company has their own limitations to disclose some of their confidential information.
- Available published data was very limited.
In spite of these limitations, sincere efforts have been made to fulfill the findings & objectives of
this report as an effective one.
Axiata Group Berhad is one of the largest telecom companies of the Asia, which has started its
operation in Bangladesh back in 1997 as country wide GSM solution provider is the joint venture
between Axiata Group Berhad Malaysia holding 70% of its share and NTT DOCOMO INC,
Japan holding the rest 30% of the shares, was previously known as Telekom Malaysia
International (Bangladesh). It has started its journey in Bangladesh with the brand name Aktel
and grabs a large portion of the Market of this industry gradually. Later on in March 2010 it was
renamed as ‘Robi’ and the company came to be recognized as Robi Axiata Limited.
Logo and Slogan of the brand:
The telecom brand now Axiata Bangladesh limited now is known to is customers and people As
“Robi”. The bangle word Robi means “the Sun” which is the source of all power,
complementing its name the slogan of the brand is “Jole Uthun Apon Shokti Te...” which is
actually emphasizing the empowerment of the people.
It means Robi will empower their customers and enable them to make a better life. They believe
that, “We are there for you, where you want and in the way you want, in order to help you
develop, grow and make the most of your lives through our services.” They also believe that
“We will keep our promises and deliver. We will innovate, execute fresh ideas and as a
nationwide organization, we will be respectful of our customers and stakeholders.”The Alpona in
the logo is vibrant and modern. It has a very organic soft feel at the same time as providing a
forward moving direction that is interpreting the sign of positivity and focus. The lack of sharp
points and use of large curves provides a feeling of warmth and friendliness. As well the Alpona
is very close to the root of Bangladesh which also simplifying its slogan.
3 Principals of the company:
The company is standing on the eight major principals under the two aspects. Such as;
Principle statement defines how people want to behave with each other in the organization.
These statements are about how the organization will value their customers, suppliers and the
internal community. Robi believes no matter what they do in order to realize their purpose their
employees hold themselves accountable to the following guiding Principles for the organization.
1. The company will be respectful towards everyone.
2. It will be trustworthy by action. As well as will be passionate and creative in all they do.
3. They will keep the things simple in the way of doing things.
4. They will always be ethical and transparent.
5. Demonstrating individual and collective ownership.
6. They believe in an open culture in communication and interaction.
Robi has achieved so many awards and recognitions for its brilliant performances in different
sectors in the past few years. And Over the top in the last two years it has also achieved,
The prestigious Frost & Sullivan Asia Pacific ICT Award 2010 for “Emerging Market
“Star News HR EXCELLENCE AWARDS FOR INNOVATION IN HR”.
Re-assessed and rewarded with ISO 9001:2008 certification, Robi received this
internationally renowned Management Standard after complying with all requirements.
5 Products and Services:
Robi is offering two types of product to the general subscribers based on the subscription
category. These are:
Robi Pre-paid is continuously offering new features and plans to provide absolute freedom to the
subscribers. Robi offers a single Pre-paid package with different tariff plans to meet different
types of needs of their customers which includes easy and multiple migration facility from one
tariff to another. Tariff packages are as follows:
Muhurto, Shorol, Nobanno, Goti, Robi club, Robi prothom, Robi Shasroyee
For the entrepreneurs Robi offers a different package likeUddokta and Easy Load Tariff.
Robi offers a small number of worthwhile Post-paid Packages like, Simple plans, Normal plans.
Robi’s post-paid product comes with various packages. Robi Push mail is a secure and reliable e-
mail solution at an affordable price. Now customers can work as if at their desktop from
anywhere. Customers can know their bill information through Web Bill, E-Bill, SMS, USSD and
Customer Care Center.
Other services: Beside the prepaid and post paid packages Robi also beneficiate its
customer by providing –
Robi Corporate: A cutting edge technology providing the ultimate solution to
the corporate customer. Which offers a wide range of packages to the corporate
clients, zero monthly deposits, convenient bill payment option, and Robi
corporate insurance policy along with the cutting edge value added services?
International Roaming: This service allow the Robi subscribers to make and
receive calls while traveling as it is connected with 600 operators of more than
200 countries of the world
Value added Services: The value added services of Robi are:
Robi music, entertainments, downloads internet and data service, messaging,
community chat, information service, mobile assistance, education and career,
lifestyle, finance, balance transfer and request, call management, facebook, job
alert, Robi locator, GPRS, phone back up, call block and so many other services.
Organogram and division of the Robi:
The chain of command of Robi is clear, but the company always maintains an open relationship
throughout the chain. That means without any barrier employees are free to communicate
directly across the hierarchy.
And the different divisions of the Robi Axiata Limited are:
- Market Operation
- Corporate strategy
- Human Resource
- EPMO &
- Ethics office
And the wings of the finance division are:
There are only few competitors in the Bangladesh telecom industry but there is strong neck to
neck competition among them. Although Robi has achieved different awards for the performance
in the last few years but still it has to fight strong to hold its market position. When Robi entered
in to the market its only competition was the Grameen Phone Ltd (GP) which was the market
leader since that time. But later on after the entrance of Banglalink of Orascom telecom the
market revolt very soon and Robi had to come down to the number three position from the
second position. Till then Robi has to fight with the market leader GP, follower Banglalink as
well as the other mobile operators who are just behind its position like, Airtel of Airtel
Bangladesh limited, Citycell of Pacific Bangladesh Telecom Limited, Teletalk of Teletalk
According to the 2010 data of BTRC the market position based on the number of active
subscribers of the mobile operators are, GP is the market leader, and then the second position is
of Banglalink, after that Robi followed by, Airtel, Citycell and teletalk.
To give neck to neck competition to each other the mobile operators are coming up with new
packages, tariff plans and other benefits to their customers’ continuously. And the prices of their
packages are also more or similar to each others. Thus the prices of the Pre-Paid packages are:
Experience at Robi Axiata Limited
On the job Responsibilities:
I am lucky to get the opportunity to work at Robi Axiata Bangladesh limited for 12 successive
weeks as an intern at the finance division. In this short period of time it is not possible to go
through all the wings of finance division deeply. Yet I got the privilege to work under the two
wings of finance division; the finance transformation office and the financial accounting and
management reporting departments.
Finance transformation office is a new wing of Robi Axiata Bangladesh limited. That is basically
involved in the all kind of decision making of the projects for any division of Robi by cost
benefit analysis. Apart from that it is involved and associated directly with the other division of
the Robi for making all the investment flawless in effective and efficient way. In this department
I got the chance to work with Mr. Zafrul Hassan, Executive Vice President of finance department
and Mr. Afzal Hossain General Manager finance transformation office as team. Here I was
assign for analyzing the business cases came to the transformation office and help my team to
come up with the ultimate decision for investment in any projects. Like analyzing the decision
making criteria, then compare the cost and revenues and finding out to the NPV, IRR of the
projects to make the final investment decision of different business cases. I have work in some
business cases related to BTS, IBS investment decision which basically helped me to me this
report as well.
Later on I got the opportunity to work in the financial Accounting and management reporting
department in Accounts Payable section in the team of Syed Asif Ahmed, GM Accounts payable
department. Here all kinds of payment procedure are done in this section. Here I got the chance
to observe the whole payment process of any BTS investment decision very closely that was
very effective for me to make this report. I got the prospect to learn the accounting-journals
practically, which previously I learned in theories. Again I was regularly engaged in updating the
local capital expenditure information which is needed to be ready for the quarterly auditing
Abstract of job experience:
Journey of Robi Axiata Limited has bought a completely different experience in my life which I
have never obtained before. In the beginning it was so easy for me to adjust in totally a different
atmosphere which was completely opposite of my student life. Gradually I observe the situation
and get to relate with it. From this journey I came to know how to deal with the situations which
may not be favorable always, how to behave adequately in their company, how to do own task,
how to respect other task, how to utilize the time and so on. In the three months I have go with a
strong routine of my daily task and which was monotonous sometimes, but yet I did not give up.
As By this time I was preparing myself mentally strong also by keeping my patience on. For me
it was too easy to hang around with my fellow intern friends in the free time but it was as much
as difficult to go the seniors to take their time to solve my issues. And I learnt to manage that
also. Everyone out of there was very friendly and overwhelming but yet they are very restricted
about their space. So it was my biggest challenge to be a part of them in a friendly manner with
respecting their space also.
My agenda was not only to do the work I was given to, but also do that error free, sincerely and
in time so the afterwards I can be recalled for my performances. It was not easy that in this short
period of time I will be known to all of the office colleagues but I am also happy that I could
successfully build some good and healthy relations with some of my colleagues from the
different departments by my hard work and behavior. And at the end of my internship I can say
besides giving me the opportunity to associate my theoretical learning with their practical
training, Robi Axiata Limited also helped me to grow more as personas as well as an employee.
Those will definitely going to enhance my learning in future.
BTS Investment Decision and Payment Process
Overview of the BTS:
Base Transceiver Station (BTS) is the major part of any Telecommunication infrastructure. The
increase number of this BTS ensures the higher quality service of network in the surrounding
areas under its coverage. So in the expand decision of any telecom company investment
decisions in BTS get the highest priority. Because depending on this investment decisions the
number of customers of that telecom company and its revenue pattern will vary. Robi Axiata
Limited also takes this decision in such way that can ensure its growth in number of customer
and revenue pattern. Currently, in all over the Bangladesh Robi Axiata Limited has at least 1
BTS in every Thana of Bangladesh.
Major parts of a BTS site are:
1.BTS- the core element of the site which cannot be shared with other operators
2.Tower/pole, Shelter/ room, Battery, Generator, rectifier- which can be shared with others
Budget for BTS investment:
In every year at time of annual budget preparation for Robi, the allotted amounts are fixed for the
BTS investment for the upcoming year. If in the upcoming year Robi wants to spread the
network more aggressively then the amount will be more than the previous year. Otherwise it
keeps almost similar amount on an average for the BTS investment every year. Generally Robi
does not exceed the budget for investment. But if in case there are any serious crises or
emergency need for BTS, Robi make the decision for cross the budget or not by holding the
meeting and group discussion among the Top level management.
Reasons behind the demands of new BTS:
Generally the demands for any new BTS arise for the two major reasons. These are:
To increase the indoor or outdoor network coverage and
To increase the capacity of current network coverage
The first reason, increase demand for the improvement of network coverage is generally
identified by the Market Operation (MO) Division. From their surveys of the customer
satisfaction, regional offices, or customers complains they come to know about the weak
network coverage. If the problem is beyond then certain limit then MO division informs the
technical department about the rising complains and asks to take necessary steps. And the second
reason demand for improving the capacity of the current network coverage is identified by the
technical department itself. After getting finding the demands for the new BTS the Planning
department of technical division goes for an analysis and makes a draft proposal considering the
cost and revenue to the Finance transformation Office (FTO) for the approval of the project.
Factors influencing the investment decision:
Basically the draft send to the FTO from Planning Department is more or less an assumption of
the future profit from the investment. But the planning cannot get in to the in-depth analysis
regarding the investment. So when FTO gets the proposal it goes for an in-depth investment from
the information collected through the MO department and Technical department and analysis of
the proposal for making the decision flawless. So after getting the proposal at first the proposal is
evaluate with some factors. Such as,
a. Demography of the proposed area for the new BTS: The demographic condition of the
proposed area has large influence on the investment decision like,
i.Population size: the proposed are for BTS may have huge number of population
which may seems lucrative for future profit coming from that area. But in real the
population size will not matter as much as finding out the actual number of target
customer from that population is important. Like the target are may have 10000 of
population but among them only 3% are my target customer. Then investing in that
area will not prove a wise decision. On the other hand if the scenario is totally vise
versa, target customers are filling a large portion of the population then investment
decision will be a profitable one.
ii.Age break down: The target customers of Robi belong to the age group of 15 years
to 65 years. If the numbers of potential customers are large in numbers who are out
of network in the proposed location for BTS, then the investment decision should
be must. But if the numbers are not vivid like maximum people above 65 years and
below 15 years then there could be taken an alternate decision of investment of
iii.Per Capita Income of the people: Per capita income of the people is one of the
major criteria for evaluation for investment is any new BTS. Because the proposed
area may have large number of target customers but they do not have the enough
capacity of income to spend it on the mobile. In that case the investment decision
will not be profitable. Like a area around Rangpur where target customer can be
high but per Capita income is not enough to spend on mobile. But if the existing
customers are large in numbers then the investment decision can be taken.
iv.Number of community location: If the community locations such as school,
college, university, office, shopping malls, mashjids etc are large in number then
the place will require a strong network as the number of user are large in number
then the investment decision should be taken. It can enhance the chance of increase
the number of new customers if the network and services are satisfactory in that
region. But if location does not have so much social gathering then an alternate
decision can be taken for the few customers.
b. Completion Analysis: Before any new investment the competition analysis is must.
Because base on this analysis the success of the investment decision can vary. Some
major criteria’s for evaluating the competition of the proposed area are:
i.Number of Competitors at that area: if the number of the competitor are small
in number in that proposed area the investment decision should be taken to grave
the potential market considering the other factors. But if the competition is high in
that area then also the investment decision should be taken to grab the
competitor’s customers by providing better service and network.
ii.Position of market share of the area: market shares show the position of Robi
subscriber in that particular area among the competitors. If the market share is
high at the proposed location but network coverage is poor than the investment
decision should be taken. Otherwise it can be the cause of lost of the exiting
customers. But if the market share in that particular location is not satisfactory
then before taking the investment decision the original reasons for the low market
share should be found out and the steps should be taken according to the
problems. And it may not require for a heavy amount of investment of BTS
Besides finding out the own lacking, finding out the reasons behind the
competitors strong market position can be another beneficial tool for the
iii.Market penetration: It means what is percentage of Robi subscriber of total
percentage using mobile phone at that particular region. Like 60 % of population
is using mobile phone at that particular area and only 20% of them is Robi
subscriber. So market penetration is 20% for Robi at that area. If this number is
low again need to find out the actual problem to come up with ultimate solution.
But if the number is high but still there is poor network coverage then definitely
need to improve the network coverage of that place.
c.Existing network quality of the area: To find out the existing network quality is
another important tool to determine whether there is any need for the increase of the
current BTS capacity or not. There are two criteria to find it out. These are:
Like network coverage of Robi is very poor in Cox’s bazaar or Sent martin’s island as well as
number of customer are also few or there can be a huge demand of networks only in few seasons.
Rest of the time of the year demand is below average. In such cases, such big investment
decision will not be profitable; hence the alternative decision s of BTS investment will be more
After considering the above stated criteria’s, then the second steps requires the analysis of all the
direct, indirect costs and revenues, taxes etc related to the project considering all the small details
and find out the ultimate Net Present Value and Internal Rate of Return to find out whether the
project will prove actually profitable or not in the long run. If the results satisfactory only then
the projects are approved for the further process otherwise the project is stopped there and asked
to take alternate decision in spite of investment of any new BTS project. As the ultimate base
line of any project is profit earning. If the project fails to generate profit then there is no meaning
to engage such big amounts it those projects.
Alternatives of BTS investment: if the investment decision of new BTS is not profitable but
still there may be some need for improve network condition or otherwise there might be chance
of losing customer. In such scenarios the alternate decisions of not investing in BTS can be
IBS: Investment in IBS inside Building Solution which is also known as micro
BTS can be an alternate solution at less investment. It has the power to increase
the network capacity lower than a BTS but higher than a Repeater. This can
extend the network capacity at Indoor as well as at some level to the outdoor also.
Repeater: Repeater is another alternate option of not investing it BTS. It has the
lowest capability to extend the network than BTS and IBS. It can only ensure the
strong network support at indoor. And sometime the capacity is limited to a floor
of a building. It can be used for only the network problems inside a building. it
grabs the signal from the nearest BTS and pass it on the other BTS where network
condition is weak.
Site sharing: if it is not possible to go for a whole BTS site for the network
improvement than, site sharing can be another option. Like if in an outdoor where
network is weak but a whole site investment is not profitable than company can
take the rent of other operator’s BTS site and install only a BTS over there. It can
solve the problem as well at lower investment rate.
Investment Agreement procedure: After receiving the approved project by the FTO, planning
department hand over the project to Site Procurement and Infrastructure (SPI) department of
technical division for the further process. Then the SPI department sends a team of 4 members to
the site for the survey and other details. Generally this team has members from-
1 from Planning department: for monitoring the whole procedure. Generally planning
department set the promising location for the site via GPS system. But often they found
that the location may not be suitable for the site at the field visit. In such condition
whatever the alternate decision is taken by the team, to monitor and allow that a member
from the planning team joins the team.
1 from SPI department: for identifying the most appropriate location for the site. If the
pre set location is not appropriate for the site like, it can be pond or EPZ area then they
cannot take the place. So for taking an alternate location from which the site will get
maximum advantage a member of SPI department joins the team. And the alternate
location can be-
1.Land: that will be called as Green Field site or
2.A building: that will be called a roof top site.
1.from civil department: for finding out infrastructure detail and identify the right
building for the site. When the team a found a suitable location then the member of the
civil department find out the condition the location. Like, if it is land then what is its
condition, situated in flooded area or not, if yes then what could be the solution. Or if it is
a building then what is the condition of the building, is the building strong enough to take
the load of the BTS site, in which part of the building the site can be made etc. if the
building is strong enough then a room can be made under the tower, if the building is not
strong enough then a shelter can be made.
1 from finance department: for the negotiation of the rent and other issues. When all
the other team members are satisfied with the location the member of the finance
department meet with the owner of the location for further negotiation. If it is a green
field location then Robi generally purchase the land for the site. But it is not possible all
the time. As the land can be a government land or the owner may not want to sell the land
in such cases, the want to take the lease of the land. Even taking lease is not possible then
they try to take Land for rent. Even the owner is not ready for the rent then they drop this
location and found another one. But if the owner is ready to sell / lease/ rent then the
further negotiation process proceeds according to the approximate value of the land of
that area. And after the negotiation the value for the rent/ lease or sell is set.
Once the rent is set, then the team made a Memorandum of Understanding (MOU) with the
owner of the land. In the MOU all the clause and policies are written in detail. Like detail
information of the owner, detail description of the property, rent, payment process( generally
yearly), advance amount, permission for making shelter/ room on the property, utility etc. after
that the team made a Technical Site Survey (TSS) report holding each and every single detail of
the site survey for the planning team. A TSS report includes the-
Once the TSS and MOU is made, these are send to the SPI department for making the internal
approval note and meeting minutes. Which includes the detail information regarding-
Objective of the projects
Summary of all the terms and conditions- demised premise, term of
tenancy, commencement date, expiry date, utility, termination clauses, etc.
Summary of negations and payment terms- negotiation committee,
monthly rental, payment schedule, and further payment terms etc.
Terms and condition of the approval note
Recommendation of approval
After preparing these reports, these are approved by SPI department according to the Limit of
Authorization (LOA). Then the reports are sent to the accounts payable section finance division
for further process. After getting the reports finance verify the technical justification, Meeting
minutes, and approval notes. Then they open a vendor maintenance form with the detail
information of the owner of the property and cost center creation form with the detail
information of the site. Then finance compliance determines the vat, tax of the site. Like
After determining the vat and tax of the site, the information are inputted into the System and
create a vendor invoice for determining the payment sector. Generally these payments are done
under the heading of Site and space. Then printed invoice are sent to the LOA for approval.
After the approval of the invoice it is send to the treasury section for making the checks. In the
treasury section they deduct all the vat, tax and make check of the net amount and forward this
check to the SPI department. Then the SPI will meet again the property owner with check of
advance payment and 2 copies of agreement paper. After the signing the agreement paper by the
both of the parties the agreement will be valid and the rental period will be started.
Vendor Enlistment process: Basically for the BTS site the vendors are divided into 4 parts.
Owner of property: where owner of the property becomes the vendor after negotiation
vendor for the company..Company goes in a agreement with the vendors T least for 15
years divided in to 3 sections of each 5 years. If sites are profitable than the agreement
extends or if the site fails to earn profit the contract may come to an end with in the 5/ 10
Civil work: for the civil work Supply Chain Management department give circular in the
newspaper for tender. Then SCM collect quotation from the Vendors. And after the cost
benefit analysis in a meeting they select the vendor panel for each segment. Like,
After selection of the vendor panel, company goes with the agreement with each of them
individually minimum for 1 or 2 years. And after every two years the agreement can be terminate
or renew with the existing vendors. Agreements includes all the details like, terms and
conditions, maximum duration to complete the work, delivery area mostly nearer zone to the
vendor to minimize cost, payment schedule, Liquidity and Assiduity Damage (LAD) etc are
Equipment purchase and installment: Robi mainly export the equipments from Hawaii
China, Ericson, Z.E.T. but the installments are done by the local vendors. It can be the
same vendor who will be doing the civil work or can be different vendor as well. But the
vendor enlistment process will be same for the local vendors.
Processes of making the site: once the agreement is made, planning department takes over
the roof of the building or the land. Then planning department decided whether to make room or
pre fabricated shelter depending on the property condition. In the mean while engineer from the
civil departments also check the building status and prepare the layout. And then the site is over
to the civil department for the further process.
After that civil department creates Purchase Requisition from the vendor list and send the PR to
supply chain Management Department. The PR consists of all the valuable details regarding the
site construction. And it is also clearly stated in the PR that what will be the maximum limit of
the payment for the vendor. Then Supply Chain Management selects the vendors from the
vendor panel, convert the PR to Purchase Order (PO) and send the PO’s to every selected
vendors. Again the PO has all the details including time duration for the construction work, who
will be the engineer in charge (EIC) etc. After that the selected vendors will go to the site and
start the construction work under the observation of the EIC. The EIC will monitor the whole
work and if found any work unsatisfactory, he has the right to stop and make them do it again.
Generally vendor gets maximum 45 days to complete the whole site. After implementation of all
the equipments the sites becomes on air and civil department handover it to the Regional Office.
Cost and payment process of the investment: the cost of the BTS sites are divided in to
Payment of operational expenditure: After getting the proper documentation the first
check will be disburse through the SPI department. But from the second issue all checks
will go to the Regional offices from the Treasury department via OSS department. Then
the RO will deliver the checks in the respective sectors.
Payment of capital expenditure:
i)Price of land: if any private land is selected for the site Robi mainly purchase the
land. After the negotiation of the land Robi purchase the land following the general
procedure of land purchase. And the payment can be made on check.
ii)Equipment purchase and installation: the equipments are export from the particular
vendors that Robi has for each segment. And the whole purchase and payment
process is held on LC. And the associated banks with Robi for the LC are- CTN,
SCB, and EBL. But the payment of the local vendors are making through the One
Stop Service (OSS).
iii)Payment for the civil work: After the work completion the vendor submit a draf
invoice to the OSS department. After receiving the draft invoice OSS will input the
bill in the system under the particular vendor detail. And after checking SAP will
forward the bill to the respective department from where the PR was issued. And for
completing this task OSS will take maximum 2 days thus this civil work bill will go
to the civil department.
Then the Civil department will send the draft bill to the EIC (technology warehouse)
for the final verification. If EIC is satisfied with the draft bill he will sign and send it
back to the civil department. But if he thinks the actual work does not value as much
as the bill shows he will correct it according to the amount of good receive by the
company. Like vendor send a bill of BDT 700000 but EIC approved BDT 600000
after comparing the work. Then EIC will prepare the Good Receive (GR), Work
competition certificate and will send the paper to the compliance department. And it
may take maximum 15 days to complete this task.
The compliance department will check the price and rate of all the elements used in
the work and compare those with the vendor agreement, according to the agreement
vendors are bound to provide materials at the stated price. If the prices are higher than
the stated price then the company will not provide the extra charge. But if due the
market price condition price raise, then the vendor has apply in the finance
department for the approval note for the extra price. Otherwise vendor will be paid as
per as the contract. Then the time duration of the work competition will be checked, if
the work is not done within the time limit compliance will charge LAD and resend
the document to the OSS department. And it may take maximum 3 days to complete
After that OSS again check the draft bill scan and store the information in the SAP
and send the bill of BDT 600000 with valid reasons to the vendor for sending the
final bill. Again OSS gets only 1 day for doing this task.
After getting the draft bill vendor will send the final bill to OSS again. And they will
get 3 days for sending the final bill after getting the draft. Then OSS will send the
final bill to the Accounts payable division of finance department. After getting the bill
accounts payable will verify the final bill and the relevant documents. If there is any
need they will communicate with the compliance department for the explanations.
This process may maximum 5 days.
And then they will park the bill into the SAP system after invoice verification. Then
the parked invoices are posted by the Limit of Authority. After this posting the bill
will be approved by the system. Then the documents will be forward to the treasury
section of corporate finance for preparing checks against the invoice. And will take
another three days for parking, posting and forwarding the bill.
After check preparation according to the invoice verification by treasury department
it will be forwarded authorization signature. And then the check will be signed by the
respective authority and send back to the OSS. That may take maximum 5 days in
total Again OSS will inform the vendor that the check is ready and then vendor will
collect the check from OSS. And it will take a maximum a day for informing the
Thus the total payment process will be incorporated within 38 days and considering
any delay it can take maximum 45 days to complete the process.
Robi Axiata limited is following a long but sound system for making the investment decision and
the payment process of the BTS, which is making the whole system easier. Each department has
their own work, so for a single project there are multiple departments are directly associated with
it. This is helping to reduce the working chaos as well as smooth the process. It is not easy to go
through the whole process in such a short time but yet after analyzing the whole process there are
only few spaces where I can suggest them for reconsideration. Like,
1. At the time of analyzing the factors before considering the investment decision, Robi
wants to invest in such places where competition is high as well as Robi’s market
position is weak. The issue is to snatch competitor’s customers. But I personally believe
that, It can be prove wrong as Robi is at the third position in the completion, where as it’s
two major competitors GP and Banglalink are in much better position with lucrative
packages. So before going with high investment set up new BTS plant in such areas Robi
should at least ensure that it will increase its customer. For that Robi can invest in the
new facilities, advertisements before such big investment. Otherwise it can go with the
alternate investment decision.
2.In the mobile industry of Bangladesh currently the operators are only allowed to share
the BTS site with each other. But they are not allowed to share their BTS with each other.
So if a operator faces network coverage problem the it can rent other operator site and
install its own BTS. And local roaming is a facility which allows the operator to share
their BTS also. But this facility is right now not present in Bangladesh. So if Bangladesh
government allows the mobile companies for local roaming facility it can reduce the BTS
investment cost. So for that Robi Axiata Limited should take some initiatives for the
government approval. Because this steps may bring huge returns for the company in
3. Another issue I found is in the site selection process. if the location selected for the BTS
site is on the EPZ’s or Government plot than it becomes hard to take the lease. Hardly
any times they got the permission for set up plant but often they don’t get the permission.
As a result they have to drop the plan for investing in those areas. But if they can set up
IBS or Repeater outside of those areas which will increase the network coverage and the
problems may decrease to some extent.
4. Although Robi just introduce the OSS department for handling the payment and bill to
overcome the problems from the previous system yet there are also some issues in this
payment process which can be improved. Like whenever a vendor submits an invoice,
Robi gives them a unique tracking number. So whenever the vendor needs to know his
current status, payment condition, approved bill amount or any other queries he has to
call to the OSS department and then the OSS department informs them about their status.
Or OSS sends email to the vendor about his status. But it is a time consuming process. As
vendors have to believe the OSS and phone lines may busy for long hours as well as
vendor may not receive the mail send by OSS. So to solve this problem Robi can open a
new portal or enhance a option on their current portal for the vendors. So that when ever
vendors need updates they have to just log in to the web site from anywhere. It can save
both of the company and vendors time. As well as make their relationship with the
company more transparent.
5. Again Robi is currently taking 45 days of lead time for completing their payment. This
has a opportunity to decrease it to a lead time of 30 days without hampering the accounts
payable policy. Like it is better for a company to hold the accounts payable as long as
possible, as company can utilize the funds in the other sectors. But if it takes too long to
pay the accounts payable their relations with the vendor get affected. And from the
begging vendors are facing problem for longer payment schedule. So Robi can make this
schedule shorter for holding a good relation with the vendors and keep its reputation
strong. Like technology department can take 10 days rather taking 15 days, accounts
payable can complete its task within 5 days instead of taking 10 days and so on.
At the wrapping up it can be said the Robi Axiata limited has working hard to grab the
Bangladesh mobile market. But due to the high competition in this industry it is still standing at
the third position. But yet Robi is fighting in competitive spirit and ready to get back its previous
position or even stronger than previous with the new packages and services. At the same time it
is trying to improve its network condition. But for that the company is not making the decision in
hurry, rather they are following a sound and in depth investigation before taking the final
investment decision. After taking the decision t they also follow a complete procedure with the
help of other departments for making the agreement, vendor enlistment, as well as civil work.
Everywhere a team work is visible which helps them to come out with better and profitable
outcomes. Again for the payment for the expenditure they have come up with their new One
Stop Service which helps them to avoid all the commotion regarding the payment process. These
all are helping Robi to come up with a new face to its customers. Yet there are some little scopes
to improve their process in the BTS investment decision, implementation and payment. If they
consider those issues they can see more bright future.
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