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Group7 nokia

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Transcript

  • 1. Presented By: Group 7
    Connecting people….
  • 2. Nokia’s Strategy in India
    Expand mobile voice data
    Drive consumer multimedia
    Bring extended mobility to market
    Right timing decisions
    Risk taking
    Creating value
  • 3. v
    Maximizing Reach
  • 4. Distribution Structure
    partnership with HCLI
    own distribution efforts
    High variety
    Wide range
  • 5. Nokia Concept Stores
    experience the product before purchasing it
    entire range of Nokia devices in all categories including latest range of mobile enhancements and exclusive Nokia merchandise apart from handsets
    9 Concept Stores in India
    Benefits: strengthens brand, save distributor costs
  • 6. Nokia Priority Dealers
    all franchised outlets
    certain number of footfalls, the location of the store should be prime real estate in that region, and certain other standards.
    Nokia provides support to these outlets in the form of help in visual merchandising, furniture
  • 7. Multi Brand Dealers
    Recognized for their service and price discounts
    Hotspot
    Univercell
    The Mobile store
    RPG Cellucom
  • 8. Channel Partners
    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.
  • 9. Channel Partners
    HCLI
    30,000 channel partners
    uniform price
    takes order from 4 redistributers appointed in Delhi
  • 10. Channel Partners
    Re-Distribution stockiest supplier (RDSS)
    There are 6 RDSS in Delhi NCR region with territories divided as North, South, East and West Delhi, Noida and Gurgaon
    recruiting sales force, training and developing
  • 11. Channel Partners
    Dealers
    explained the features of every new launch mobiles, different schemes and offers by Nokia’s representatives
    delivery is made within a few hours
  • 12. Margins at each level
    Not declared
    18%
    2%
    8%
    10%
  • 13. Infrastructure required by distributor
    Service provider for the repair of Nokia Mobile Phones in   India
    Pan India service network in 21 L3 locations equipped with state of art equipments
    Mobile care vans across the country to increase remote coverage
    Nokia repair facility
    100+ repair branches with 75K handsets/ month repair capacity
    L4 repair capability
    mother warehouse located in Gurgaon.
  • 14. 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
  • 15. Credit/ Payment terms
    RDSS are allowed a credit period of 7 days
    gives dealers also 7 days credit period
  • 16. Major Problems Faced by the distributors
    Low Credit period
    Low margins
    Damaged piece policy
  • 17. Points of conflict
    Nokia-HCLI have marked the territories very effectively
    Payments, delivery of goods ordered and services have also been impeccable
  • 18. Issues identified
    Threat from smart phone competitors
    Samsung paying higher margins
    Depending too much on pull strategy
    Poor post sales service
  • 19. Recommendations
    Review the margins offered to distributors, dealers and RDSS periodically
    Review the credit period allowed to dealers and RDSS periodically
    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 , Govindpuram in Ghaziabad , Certain areas on GT road should be improved
  • 20. Thank you!!!!