TCS is Pakistan's largest courier and logistics company. It started in 1983 with 25 shipments and has grown to serve 7,000 customers across Pakistan as well as internationally. The company provides a range of services including express delivery, bulk shipments, home moving, and international services. TCS has seen steady growth over the past four years and intends to focus on pricing strategies, technology, and expanding into rural areas to maintain its leading market position amid increased competition.

2. STRATEGIC MANAGEMENT
TARANZUM COMPANIES SERVICES
PRESENTED BY:
• Maria iqbal 8394
• Syeda wajeeha Zaidi 8424
• Sehrish khan 7054
• Hassan khan 7035
• Murtaza mehmood 7742
• Shamsa allauddin 7461

3. WE MOVE YOU

4. TCS:
 Started its operation in 1983 as a domestic courier and logistic
service company
 With 7000professional they started operation
 Initially started with 25 shipments.
 Becomes number 1 courier service company
 They have a 24/7 call center services
 Serves in B2B, B2C, C2C
 Head office in Karachi, airport Jinnah terminal.

5. BUSINESS SCOPE

6. BUSINESS SCOPE:
 REGIONS WHERE:
Internationally they are available in U.K, USA, UAE
Domestically they are present in South, North, West and Central part of Pakistan.
 FUNCTIONS/APPLICATIONS NEEDED:
 Urgent Shipments - Overnight Delivery
 Not Urgent Shipments - Deliver in 24 hours
 Overland express - Hub to Hub, Loose and full Containers
 Home movers - Packing, transportation, Storage

7. PRODUCTS/SERVICES: ADDED VALUE:
 Sentimental Gifts Delivery
 Overland Shipments
 Home Movers
 TCS Hazir
 MMS
 Flyer Express
 Same Day Express
 Overnight Express
 Red Box
 Supplementary Express

8. Present plus intended future:
the plan for future is to work on pricing strategies.
Business we are not in:
TCS are not giving services through a railway system.
Competitors scope:
Almost all the competitors are working like TCS but OCS and TNT have the better delivery services. OCS & TNT are
working hard to increase the market share by entering into the segments same as TCS so in future they
will give hard time to TCS.
CHANGES EFFECTS
Due to Technological changes and growing trend of E-Business
the people want convenience and updates about their time to
time shipments online.
Due to growing trend of online system TCS are focusing on to
provide convenience to their customers by providing the diver
sification services to E-business customers and also improving
their online products.

10. CHANGES EFFECTS
Outsourcing the logistics are very common mode but n
ow the companies are using their own distribution cha
nnels to deliver the goods and services.
So that TCS have their own logistics services by opting
the setup of 3PL which reduces their costs and make t
he in-house distribution channel effective. TCS logistic
services are certified by the ISO.
Bikes and vans are more used for the delivery within ci
ty
More hubs can be produced to reduce the costs of the travelling and delivers to the branch office. The areas w
hich are not catered up till now can used the mode railway where competitors are already in the market.

11. PAST GROWTH OF FOUR YEARS:
VOLUME: MT
MARKET SEGMENT
2011 2012 2013 2014
DOMESTIC
Express 29 31 34 38
Sentiments 4 4.1 4.2 4.4
Bulk Shipment 82 90 99 100

12. Million (rupees)
MARKET SEGMENT
2011 2012 2013 2014
DOMESTIC
Express 14,989 15,946 17,333 19,047
Sentiments 7,242 7,390 7,619 7,936
Bulk Shipment 205,996 226,369 248,757 25,062,656,64

13. CHANGES EFFECTS
Packaging and technology become
important for customers they are more
concern about safety and updates of
their products.
TCS invest more on packaging and
technology in past four years which
increases the growth in these segments.

14. Assumptions:
• Banking industry
• Special occasions
• Technology
• Price consciousness
• Training programs

15. FUTURE GROWTH OF 4 YEARS
Volume MT
MARKET SEGMENT 2015 2016 2017 2018
DOMESTIC
Express 43 50.3 57.3 66.6
Sentiments 5 5.50 6.7 7.7
Bulk Shipment 102 105 109 116

16. Million (rupees)
MARKET SEGMENT
2015 2016 2017 2018
DOMESTIC
Express 21,904 25,190 28,969 33,314
Sentiments 7,936 9,126 10,496 12,070
Bulk Shipment 25,062 28,822 33,145 38,117

17. PRODUCT LIFE CYCLY STAGE:
Product Segmentation Introduction Growth Maturity Decline
Same day express 
Sentiments express 
Overnight express 
Flyer express 
Supplementary services 
TCS hazir 
MMS 
Home Movers 
W & D 
Overland express 

18. Change Effects
• People today are more towards convenience and
this become the need of the customer to get
everything at their door step.
• Due to change in lifestyles people are more
concern about to greet their love ones so this
change causes growth in gift delivery segment and
other courier services also invest in this segment.
• After the TCS hazir, Home movers service
introduces the growth of this product have
tremendously increase which increases their
revenue very quickly
• TCS identify this need of customers and invest in
this segment which is now at growth stage.

19. Competition
Categories/Segments
Express Sentiments Bulk shipment
TCS 42% 50% 12% 38% 100%
OCS 27% 50% 8% 42% 100%
Leopard 18% 58% 11% 31% 100%
TNT 13% 74% 0% 26% 100%
Historical Growth 46% 18% 36% 100%
Projected Growth 40% 20% 40% 100%
Company Profitability 45% 27% 28% 100%

20. DISTRIBUTION STRUCTURE
SHIFT FROM 2015 TO 2019:
TCS Express
2015 2019
Sentiments
2015 2019
Bulk Shipments
2015 2019
Distributor
Contractors
Project
53% 70%
5% 10%
42% 20%
100% 100%
62% 75%
20% 13%
18% 12%
100% 100%
37% 40%
40% 46%
23% 14%
100% 100%

21. DISTRIBUTION STRUCTURE AND COMPANYS POSITION (2015)
All Pakistan
Distribution
Company’s
Turn-Over share
Competitor Turn-
over share
Distributor
Contractor
Project
58%
27%
15%
61%
21%
18%
54%
17%
29%

22. External trends:
Trend Potential Impact We C1 C2 C3
Company Focus on the growth
of rural market
Increase in growth of rural market will
increase the competition and also give
opportunities to capture large market
share
8 8 7 5
Price Due to Price Competition it put
pressure on sales
8 7 7 9
Customization Convenience and satisfaction with the
service will attract more customers
9 8 8 7
E-connect logistics Offering of Premium product give
opportunities to the company for the
high growth.
8 7 8 7
3PL communications 3rd party logistics system build
worldwide strong relationship
9 8 8 9
Capture untapped market Introduce insurance services give
opportunity to cater more customers
and build strong presence in the market
9 7 7 6

23. W
Scarce resources to manage
Not good at cost efficiency,
international operations are less
TFuel prices rises
Political conditions
Natural disaster
competition
Shighly experienced people
Ownership of aircraft
Technology
Training programs
Strong distribution network
Strong brand image
OGlobalized more and work more efficiently
To cover rural areas
Online booking
Introduce money exchange

25. Factor
number
Absolutely
critical
5
Very
important
4
Quite
important
3
Nice to
have
2
Not
significant
1
Don’t want
it
0
Price 
Quality 
Time Management 
Mobile Banking 
Packaging 
Packaging Color 
Technology used 
Brand Name 
Complementary Service 
RELATIVE IMPORTANCE OF FACTORS

26. RATINGS AGAINST CUSTOMERS BUYING CRITERIA
QUALITY & PRICE TCS OCS Leopard TNT
Non Price Attributes affecting Cust
omer Choice
WEIGHTAGE
%
Product-Related %
1. Quality 20 9 6 8 4
2. Packaging 15 10 9 7 8
3. Technology 15 9 8 7 9
4. Mobile service 12 10 10 5 9
5. Brand Name 8 6 7 6 8
6. Packaging Color 2 8 7 8 7
Service- Related %
1. Time Management 20 7 9 8 9
2. Complimentary servi
ces
8 5 7 7 6

27. CUSTOMERS BUYING CRITERIA: PRICE %, QUALITY
ATTRIBUTES%

28. VISION:
“TCS will be recognized and respected as a professional,
innovative, profitable and knowledge based logistics/services
enterprise.
MISSION:
“The TCS People will however be encouraged to be open to
unconventional ideas and services and recognize new trends
at very early stages”.

29. STRATEGY ACTION PLAN RESULT
Integrated Distribution
Channel
Product Diversification
Advertisement publicity
Security Charges
Training programs
More hubs can be produced and the
areas
which are not catered up till now. We
must use the mode railway where
competitors are already in the market
To capture more customer segments
they
should expand their product line and
differentiate in packaging
TV advertisements and working more on
brand building and informing customers
of packages TCS offer
Offering Insurance in money and gold
transfer
Training employees on Customer service
and Communication and Marketing skills
reduce the costs and time of the
travelling and delivery to the branch
office
To differentiate themselves
TCS needs to bring new
products of sentiments like, they go in
event organizing and providing
packaging and colors according to what
customer say and want etc
More customers targeted, informed
and increase in sales
Customers have confidence on TCS and
prefer transferring valuable items
through them
Customer satisfaction and delight and
retention achieved
ACTION PLAN