Presented to – Prof. Rajesh Vyas

Presented by-

Nadeem Ansari 04 Sayyed Faiz 08 Tausif Khan 22 Shahbaz Temkar 55

• Nokia has played a pioneering role in the growth of cellular technology in India

• Nokia started its India operations in 1995, and presently operates out of offices in New Delhi, Mumbai, Kolkata, Jaipur,Lucknow,Chennai, Bangalore, Pune and Ahmedabad

• Over the years, the company has grown manifold with its manpower strength increasing from 450 people in the year 2004 to over 15000 employees in March 2008

• Nokia is having a current market share of 51 %

Nokia Distributor Retailer Consumers

• There are three distributors across Mumbai For the distribution of cell phones in Nokia priority , Nokia concepts store, & other platinum, A , B, C, Category's multi branded stores.

These distributors are

• Sektra marketing services

• Matrix

• Priyanka telecom

For the large retailer like Vijay sales, big bazaar, E- zone , planet M and other leading electronic retail chain . Nokia has one distributor in Mumbai for its distribution channel Which is

HCL

Each distributors of Nokia has separate sales force team catering to various categories of its store which are

NOKIA PRIORITY DEALER ( NPD) NOKIA CONCEPS STORE ( NCS ) NOKIA A, B , C GRADE STORES They are lead by their respective team leader To keep an eye for all these activities Nokia also

appoints a sales officer from company side for each distributors.

Inventory management

Proper reach of cell phones to all retailers

As they are the primary customer they acts as a financer for the company

Proper receivables of money on time from the market

To provide all 4 forms of utility

Regular visit to retailer to keep an eye on inventory & shelf space

Determine the market demand & to make strategies to enhance cell phone reach to market and to motivate them to achieve the target by giving them special schemes

Pass valuable information to company

To look after all the activities related to logistics

• Following are the issues relating distribution of Nokia cell phones

• The biggest issue is encroachment As the company has several distributor across single city

overlapping of each other areas in distributing the cell phones occur frequently

• Payment terms & condition Distributor has a policy of giving credit of seven days. If any

retailer fails to follow this term their further order of cell phones passed strictly on cash and that is too only for extension of number of days depending on retailer reputation

Price drop Its basically done by the company but its very important

in reference to inventory and has to be handled very efficiently

Inventory management related issue This may result in stock out of product and can effect the

sale of company

Grey market This means retailer is buying cell phones from sum other

sources in spite of buying from authorized distributor this effect the business of distributor drastically

Encroachment issue should be left as it is this is very sensitive issue and company should not favors any distributor as by doing this company has to suffer from loss.

Distributor sales staff should makes a regular visit to retailer to overcome grey market threat

Distributor should have a proper system collecting receivables from retailer in time

Nokia follows a strong & strategic distribution channel which makes them to attain maximum market reach .

Their intermediates believe in hard work and achieving target, their role are specified.

Nokia design the distribution channel to caters its product by through information as its know what their customer and business partner want .thus delivering its product by excellence distribution network making it as a sustainable competitive advantage