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