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Presented

By: Group 7

Connecting people.



Nokias Strategy in India

� Expand mobile voice data

� Drive consumer multimedia

� Bring extended mobility to market� Right timing decisions

� Risk taking

� Creating value



v

Maximizing Reach



Distribution Structure

� partnership with HCLI

� own distribution efforts

� High variety� Wide range



Nokia Concept Stores

� experience the product before purchasing it

� entire range of Nokia devices in all categories

including latest range of mobile enhancementsand exclusive Nokia merchandise apart from

handsets

� 9 Concept Stores in India

� Benefits: strengthens brand, save distributor

costs



Nokia Priority Dealers

� all franchised outlets

� certain number of footfalls, the location of the

store should be prime real estate in thatregion, and certain other standards.

� Nokia provides support to these outlets in the

form of help in visual merchandising, furniture



Multi Brand Dealers

Recognized for their service and price discounts

� Hotspot

� Univercell� The Mobile store

� RPG Cellucom



Channel Partners

Nokia Chennai factory

Nokia MotherWarehouse, Gurgaon

HCL Distributor

Re-distribution StockistSupplier (RDSS)

Retailers

Nokia

provide assistance in selection of channel partners like redistributors,

Dealers, Franchisees, etc. Besides this

They provide monetary assistance in

Store development for Nokia Priority

dealers, help in and training of the sales

force of partners at every level.





HCL Distributor


Retailers

HCLI

� 30,000 channel partners

� uniform price

� takes order from 4

redistributers appointed

in Delhi

Channel Partners





HCL Distributor


Retailers

�Re-Distribution stockiestsupplier (RDSS)

� There are 6 RDSS in Delhi NCRregion with territories dividedas North, South, East and WestDelhi, Noida and Gurgaon

� recruiting sales force, trainingand developing

Channel Partners





HCL Distributor


Retailers

Dealers

�

explained the features of every new launch mobiles,different schemes andoffers by Nokiasrepresentatives

� delivery is made within a

few hours

Channel Partners



Support provided by the company to

the distributor

� Nokia account Team

� Point of Sales(POS) system

�Schemes

� Retail element

� Sales Collaterals

� Training the dealers� Dealer encouragement schemes



Credit/ Payment terms

� RDSS are allowed a credit period of 7 days

� gives dealers also 7 days credit period



Major Problems Faced by the

distributors

� Low Credit period

� Low margins

�Damaged piece policy



Points of conflict

� Nokia-HCLI have marked the territories very

effectively

�

Payments, delivery of goods ordered andservices have also been impeccable



Issues identified

� Threat from smart phone competitors

� Samsung paying higher margins

�Depending too much on pull strategy

� Poor post sales service



Recommendations

� Review the margins offered to distributors, dealers andRDSS periodically

� Review the credit period allowed to dealers and RDSSperiodically

� Have a multiple complaint channels

� More aggressive marketing strategy

� Better purchase centric schemes to the dealers

� Introduce stylish mobiles in range of Rs.3000-5000

� Ceratin parts like sector -3,4, Harola market in Noida ,Govind puram in Ghaziabad , Certain areas on GT roadshould be improved



Thank you!!!!

group7nokia-100914180658-phpapp02

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