TCS

Business Scope

Business Scope describes “The Business we are / want to be in” through the eyes of the

customers. It defines the areas of operation for the organization. It encompasses the following

questions:

Specific Region

Regions = where?

TCS network is spread over 350 cities in Pakistan, From Karachi to Khyber and up to northern

areas of Pakistan, TCS is available to serve its customers .This vast network has been divided

into three regions, South Region , North Region and Central Region .

South Region .

1. Karcahi

2. Quetta

3. Sukkur

4. Hyderabad

Central Region .

1. Lahore

2. Faisalabad

3. Multan

North Region

1. Rawalpindi / Islamabad

2. Gujranwala

3. Peshawar .

TCS

Functions / applications

Functions / applications = what needs?

TCS is catering to the basic need of “delivery” of promises. A promise to deliver your time

defined and sensitive documents safely.

Customers

Whose needs?

“Businesses and individuals” – They are catering to the needs of other businesses in different

areas of Pakistan – B to B and B to C as well, as the main market for TCS happens to be the

businesses.

Added value

TCS thrives to provide its customers with not just “superior quality services” but also with some

added value. Superior Quality of TCS business, its efficient services, allows the consumer to

enjoy total promised quality based services.

Boundaries and future scope

- Matching production with increasing demands in the future.

- Bringing new services for new segments (domestic)

- To maintain the leading position in the local market.

TCS

Users / Application

Distribution Channels

Direct distribution

PAST GROWTH (VOLUME IN MT)

MARKET

SEGMENT2006 2007 2008 2009

GROWTH

P.A

Domestic

International

Sentiments

Domesticcourier services

International courier service

Overland shipping Gift delivery

TCS door to door through bikes

Leopard

OCS

TNT

DHL

FedEx

TCS on fleet of air craft.

UPS

TCS express vans & bikes

Leopard

OCS

TCS sentiments

OCS gift items

TCS

PAST GROWTH (VALUE IN MLN)

MARKET SEGMENT

2006 2007 2008 2009GROWTH

P.A

Domestic

International

Sentiments

FUTURE GROWTH (VOLUME IN MT)

MARKET

SEGMENT 2010 2011 2012 2013

GROWTH

P.A

Domestic

International

Sentiments

FUTURE GROWTH BY REVENUE MLN

TCS

MARKET SEGMENT

2010 2011 2012 2013

GROWTH

P.A

Domestic

International

Sentiments

Assumptions for growth

The population of Pakistan is increasing at 2.5 which mean the market size is increasing and that would eventually increase the courier market.

New laws are being passed related to the documents/soft copies but even then the demand of courier services cannot be declined and there will always be the demand for logistics and courier.

Many countries using it’s services as an intermediary.

TCS

PRODUCT LIFE CYCLE STAGES

SEGMENTS INTRODUCTION GROWTH MATURITY DECLINE

Domestic courier

X

International courier

X

Overland shipping

X

Gift delivery X

Represents TCS Represents Courier industry

STRENGTHS

Highly experienced people in organization Local trained Global exposure Tried and tested routes

WEAKNESSES

Personnel expense Being mega organization have their own expense

OPPORTUNITIES

Industrial growth

TCS

Institutional growth and only TCS is the one that can cope up with their requirements

THREATS

Political instability

INDUSTRY DRIVING FORCES

Bargaining Power of Customers

As increase in the competition of courier industry directly leads to giving the consumers a great

amount of choice and making more difficult to persuade and put off the customers from brand

switching. A competitor providing services on reduced prices but the trust that the TCS has

developed in their customer forces them to utilize TCS’ services. But somehow the lower prices

offered by their competitors have declined their courier services.

Recession

Since the TCS are not into the ordinary quality business but they emphasize on the provision of

premium quality, though the market is going through recession period and that would result

companies to shrink.

Trend Potential Impact TCS LEOPARD OCS TNT

globalization Scarce resources Due to scarce resources they are not able to exist in the international

TCS

market. Economic recession Emphasis on small

businessesThey are very much diversified .

Growing preferences for the differentiated services

opportunities They avail the opportunity and give the differentiated services.

Price consciousness Little affect but no compromise on quality

Provide different discounts to different types of customer.

Customer’s needs and wants are changing 

Customer might switch to other services

They fully satisfied their customers according to their needs and wants.

Less profit margins Creating entry barrier Capturing more and more market share

Technological Trends Increase in cost

Focousing the rural areas Increase the sale and reveneue

They are not focusing

Focusing in new segments

Increase the competation and revenue

TCS

Market Share(Revenue)(2007-2008)

Domestic Courier (Express)

TCS 60%Leopard 16%OCS 14%TNT 6%OTHERS 4%

Domestic Overland Business Segment (2007-2008)

TCS 51%Cargo Line 22%PTN 11%OCS 9%Others 7%

International Courier (Express) Segment (2007-2008)

DHL 65%FedEx 18%TCS 7%UPS 5%TNT 3%Others 2%

TCS

Market Segment

1. Domestic Courier(Express & Logistics) Motor Bikes Trucks Air crafts

TCS is an Express & Logistics company, recognized for its Quality service and unique multi-product offering. TCS Provides express & logistics services to C2C, B2B, & B2C, delivering over 4 million parcels and documents a month to over 3,500 destinations worldwide, using its own & third party partner depots, hubs and consolidating centers. TCS operates with strength of more than 7,500 Professional people, 280 plus state of the art express centers, 6 dedicated chartered aircrafts, 180 fully equipped modern ground vehicles, and 3500 couriers. TCS services available through its major hub offices in Dubai/UAE, UK, Canada and Pakistan for deliveries Worldwide.

2. Domestic Overland Trucking Service

TCS Road Transport (Pvt.) Ltd. is the logistics service provider, offering Total Logistics Solutions in Warehousing & Distribution, door to door Trucking Services (TCS Overland Express) & Fleet Management Services to an extensive customer base in Pakistan. Roadtransport services are available in Pakistan.

3. International Courier

4. Sentiments:Sentiments Express, is the market leader in the gifts delivery business, since 1989. Sentiments Express has developed its worldwide network, introducing a wide range of gift items in UAE,

TCS

UK & Canada. Over & Above Sentiments Express has developed a brand image based on high levels of service and reliability. Individuals to leading National and Multinational companies, all subscribe to Sentiments Express. It offers personalized, high valued gift delivery service comprising of a wide array of gifts ranging from gourmet cakes, floral bouquets, local mithai (sweetmeats), to various corporate gifts & giveaways delivered with a personalized greeting card. Sentiments Express services are available for delivery in Dubai/UAE, Canada, UK and Pakistan

THE CUSTOMER: BASIS OF OUR BUSINESS

Action Plan

Customers wants time delivery,spped,assurance,relia

bility,strong image,trust,satisfaction,premi

um price,fair delling Deling

with the coustomer,flexible payment .

Innovation and quality is our major strength

Weak distribution network

They have a specialized team which conduct

market servey for the further improvement

Brand image,on time delivery,security of the documents,branches of

tcs exist on different places,

Yes

How do we Score

8\10

Our competitors

Score

TCS

What

How Who When

Capture market share in lower areas of the country.

Increase distribution network in lower areas.

By doing promotional activities and door to door information.

With the help of marketing Department and top level Management Collaboration for improving distribution system.

Alliance with local people in local areas.

Regional marketing manager .

By March 2011.

TCS

Customers wants time delivery,spped, reliability,strong

image,assurance(trust),minimum price,fair

delling Deling with the coustomer,flexible

payment .

Brand image,on time

delivery,security of the

documents,branches of tcs

exist on different places,

yes They have a specialized team which conduct

market servey for the further improvement

How do we score

How do we score

Vast infrastructure and own air fleet is the key strength.

and ?????weakness

TCS

Relative Importance of Factors

Factors

Absolutely Critical

Very Important

Quite Important

Nice to Have

Not significant

Don’t Want it

5 4 3 2 1 0

Time delivery

Speed        

Fair dealing with the

coustomer      

reliablity       

Strong image       

Assurance(trust)     

minimmum price      

Flexible Payment

TCS