...industry in India 4 Nokia in India 5 Nokia distribution structure in India 6 Role of Channel Partners 8 Margins at each level 10 Distributors Coverage Plan 11 Infrastructure required by distributor 11 Support provided by the company to the distributor 13 Credit/ Payment terms 14 Major Problems Faced by the distributors 14 Major Points of conflict 15 Major Problems/ Issues identified 16 Recommendations 17 Refrences 18 People Contacted 19 Terms and Abbreviations used Nokia - Nokia India Pvt. Ltd. RDSS – Redistribution Stockist Supplier HCLI – HCL Infosystems Dealers – Mobile phone retailers rajesh Introduction Integral part of 4P’s f marketing mix is ‘place’. Having a great product is useless till its made available to potential customers at right places and at right time. Considering a country like India with not only a large but also economically, climatically and socially diverse landscape to be covered amplifies the problem manifolds. A distribution network for products rises above importance levels to become bare necessity for the existence of any company. The success of the channel design depends upon the reach and efficiency of the network any organization develops and maintains and ease with which any potential customer is able to find the product. Efficiency of the distribution cost and type of channel partners form and integral part of this. Mobile phone industry in India The mobile phones industry made a slow start in India in 1995...
Words: 4173 - Pages: 17
...The Top Spot In the highly competitive $3 billion mobile phone market in India, Nokia has managed to make its brand the phone of choice for millions. It currently has a market share of over 70 per cent. Abhijit Joshi tracks the Finnish company's strategy for success. W A DISTRIBUTION NETWORK DOUBLE THAT OF ITS RIVALS: Nokia’s Sanjeev Sharma hen mobile phones were introduced in India in the mid-90s, US based Motorola, Sweden's Ericsson and Finland's Nokia dominated the handset market in India. Over the years, the old order has changed. Asian players like Samsung and LG, European brands Philips and Siemens now compete with Motorola and Sony-Ericsson. However, Nokia has been able to race ahead of all other players to become the leading mobile handset maker across the world. In India its dominance is even more pronounced with a 70 per cent market share, compared to around 30 per cent globally. Its closest rival in the Indian market, Samsung, comes a poor second with less than 10 per cent market share. Its business strategy, management style and marketing savvy have earned it the respect of its peers. In 2004, Nokia was chosen as 'the most respected consumer durables company' in India by the weekly magazine BusinessWorld. The reasons for Nokia's stupendous success in India include amazing branding, a focussed marketing exercise and distribution strength, among others. Sanjeev Sharma, CEO, Nokia India, says, “An extensive product range, anticipating consumer trends early —...
Words: 1774 - Pages: 8
...MKS0119 Nokia’s Rural Marketing Strategies in India: Reaching Out to the Bottom of Pyramid “The rural consumer is discerning and the rural market is vibrant. At the current rate of growth, it will soon outstrip the urban market. The rural market is not sleeping any longer. We are.”1 – Adi Godrej, Chairman, Godrej Group of Industries To expand its presence, Nokia is planning to launch a new service ‘Nokia Life Tools’ that would provide information on market price, weather, etc., to information-starved farmers. While the idea is not new, the challenge in front of Nokia is to convert the 70 million rural mobile users in using its service, amidst competition from local input dealers and ITC e-Choupal that offers similar services. Rural Marketing in India: Demographics and Economics Out of India’s population of over 1 billion, 70% lives in rural India.2 India consists of 627,000 villages3 with 13% of them having a population of above 2000.4 For the people of rural India, agriculture is the main occupation. Agriculture contributes 17.8% to India’s GDP with about 60% of the workforce employed in the agriculture sector in 2008.5 Since independence, rural India went through a socio-economic transformation due to the various initiatives taken by the ministry of rural development.6 However, till 1990s, the gap between rural and urban development remained wide. With the implementation of minimum support price (the rate at which the government buys the farm produce to prevent farmers from...
Words: 5225 - Pages: 21
...History of company Nokia Company was founded in Finland in year 1865 and was a pioneer manufacturer of pulp and paper. Nokia set up a division to develop design and manufacturing capabilities in data processing, industrial automation, and communications systems in 1967 (Nokia, n.d.). By 1987, Nokia introduced their first handheld phone for GSM, the European standard for digital mobile technology (Fundinguniverse, n.d.). Nokia started to focus on mobile phones and network infrastructure. The world’s most popular phone was launched in year 2003 which is Nokia 1100 (Refer to Image 1.1). The total sales are over 250 million units, even more than iPhone and Samsung Galaxy (Allsopp, 2014). Image 1.1 Nokia 1100 Current Company Previously, Nokia smartphone was used the Symbian operating system and performing well in the global market. Since 2010, Android system and Apple’s iOS were getting into the phone market actively. Nokia made an announcement which switched to the Microsoft Window OS in February 2011 (Nokia, n.d.). After switching to Microsoft operating system, Nokia and Microsoft launched the first Windows Phone 7 which called Lumia in 26 October 2011 (Weber, 2011). The company wish to lead the smartphone market, but when compared to the previous 2 years, the sales was another declines. Nokia net income has shown a negative sign in second-quarter of 2011 to fourth-quarter of 2013, only fourth-quarter of 2012 made profit (Refer to Image 1.2). Image1.2 Nokia Net Profit or Loss...
Words: 4058 - Pages: 17
...Deliverable 2 3 3 7 9 11 12 13 15 Category : Smartphones Market: India Submitted By Ganesh R Preethi Venkataraman Sarat Bose Rajendra Mohan Talele Mahavir Prasad Kumawat S. Madhuvanthi Table of Contents Content 1. Consumer Analysis 1.1 Consumer Insights 1.2 Inferences 2. Company Analysis 3. Competitor Analysis 4. Channel 5. Context 6. References 7. Annexure Page No. 3 3 7 9 11 13 14 15 16 I. Consumer Analysis A sample of 8 consumers was taken for an exploratory research, the objective of which was to identify needs, desired attributes, relative importance of attributes and how different competitors are rated on the attributes. The consumers were chosen in the following manner: • 4 existing smart phone users (1 Nokia, 1 Samsung, 2 Micromax) • 1 intending buyer of smart phone • 3 switchers – 2 from Nokia to Samsung; 1 from HTC to Nokia 1.1 Consumer Insights Consumers, belonging to the age group of 21 – 25 years, who were students from an urban background, were chosen. The following details the research done amongst this sample population. Consumer 1 (Existing Samsung User) Age 21 years Student Occupation Urban User Category Samsung Galaxy S Current Model of Phone Nokia Xpress (Feature Phone) Switched from? Touch Screen, Android, Applications, Need Processor Touch Screen, Android, Applications, Attributes Processor Android > Processors > Applications Relative Attribute importance Samsung > Nokia Competitor rating Google-Nexus Alternatives evaluated A combination of...
Words: 3182 - Pages: 13
...Nokia (India) Mobile Handset Distribution Channel Structure With Special Reference To Dibrugarh Town Distribution (or place) is one of marketing element in marketing mix and hence designing a distribution Network for a product is very important aspect for any company’s product. The success of the channel design will be declared as the product is readily available at ease for the consumers. Here we as a group have chosen the Nokia mobile company for doing this assignment. The company established in 1865 having its foundation in Finland. Nokia is one of the leading mobile communications in the world, it has 9 manufacturing plants throughout the world and they have 130,000 employees. The company owns R&D centres in Japan and China. Nokia mobile company plays a major role in India and have huge market share In comparison to other players. They have started its process in India in 1995 and have their offices in major cities like New Delhi, Mumbai, Chennai, Kolkata, Hyderabad, and Bangalore. And also they have targeting all class of people by releasing different kind of mobiles with different features. China started mobile services in 1988 whereas, India started mobile services in 1995. By 2001 India exceeded China’s growth rate in mobile services. This shows how the distribution channels of the mobile companies working in India. Here in this report we are trying to bring out the efficient network of distribution addressed by Nokia in India. Distribution Channel Structure ...
Words: 949 - Pages: 4
...NOKIA’S MARKETING STRATEGIES IN INDIA by Nikunj Daga 2006-2007 A dissertation presented in part consideration for the degree of MA in Marketing No portion of the work referred to in the dissertation has been submitted in support of an application of another degree or qualification of this or any other university or other institution of learning. 2 ACKNOWLEDGEMENT _________________________________________________________________________________________________ Writing a dissertation is always the most challenging part of a student’s life. It was definitely the most important academic contribution by me. This however would not have been possible without the encouragement and of a few people. Here I take this opportunity to display my gratitude towards them, First and foremost, I would like to thank my professor, Dr Heidi Winklhofer for being a source of support and encouragement, guidance and persistent help. Thank you ma’am for your time, support and patience. My Sincere thanks to both academic and non-academic staff of the Nottingham University Business School, for all their assistance. I would like to thank my parents for love and support bestowed on me. Thank you for your blessings. Also I would like to thank my friends for staying by me during the difficult parts of life. Thanks for help and love irrespective of the situations. I would also like to thank all my respondents for taking out time from their busy lives to help me with my research. Last...
Words: 19506 - Pages: 79
... ******************************************* Instructor’s Grade on Assignment: Instructor’s Comments: Executive Summary Within two decades, Nokia, a company that started as a wood pulp mill in 1967, became a leader in electronics manufacturing. Nokia has a complex supply chain making over 900,000 devices daily with 100 billion components from 60 different suppliers. (Nokia India: Battery Recall Logistics, 2011) During the company’s peak they experienced a defect with one of their batteries that challenged the company is ways they didn’t expect. What they initially thought would be a simple minimal recall of the affected batteries turned into a reverse logistic nightmare that put a strain on their resources. Once the media released the recall and headlined the potential of an exploding battery, Nokia was overwhelmed with requests for replacement batteries. As the company tried to devise a plan for the consumer to check if their battery was affected they ran into many logistic issues on access to internet, inability to deliver replacements due to topography conditions and unnecessary widespread panic. A well-defined media plan and recall process would have aided Nokia in being able to be proactive should a recall situation arise. Background Prior to venturing into the telecommunications industry in 1967, Nokia, named for its location on the banks of Nokianvirta River, was simply a wood pulp mill. The founder, Fredrik Idestam...
Words: 1796 - Pages: 8
...) Company Overview Bharti Airtel Limited (Bharti Airtel) is a provider of an integrated telecommunication service, based in India. The company is principally involved in the business of operating telecom services in the Indian Subcontinent. The company’s telecommunication business is broadly categorized into three service units namely, Mobile Services, Telemedia Services and Enterprise Services. The Mobile Service unit provides mobile and fixed wireless services using global system for mobile (GSM) communication technology across major telecom circles in the country. Bharti Airtel Telemedia provides broadband and landline telephone services in 95 cities and the Enterprise Service unit offers an end-to-end telecommunication solution to corporate and long distance services to carriers. The company is headquartered at New Delhi, India. Top Competitors * Axiata Group Berhad * Samsung Electronics, India Software Operations Ltd. * Idea Cellular Limited * Idea Cellular Limited * Telstra Corporation Limited * Tata Communications Limited * Reliance Communications Limited * CCS Infotech Limited. * Tata Teleservices (Maharashtra) Limited * MTN Group Limited * Telekom Malaysia Berhad * Reliance Communications Limited * Tech Mahindra Limited * Mahanagar Telephone Nigam Limited * Maxis Communications Berhad * Bharat Sanchar Nigam Ltd. * Tata Teleservices (Maharashtra) Limited PRODUCT: Airtel...
Words: 2531 - Pages: 11
...project more full proof. We are thankful to her for her encouraging and valuable support. Working under her was an extremely knowledgeable and enriching experience for us. We are very thankful to her for all the value addition and enhancement done to us. No words can adequately express our overriding debt of gratitude to our parents whose support helps us in all the way. Above all we shall thank our friends who constantly encouraged and blessed us so as to enable us to do this work successfully. Paritosh Kumar Singh Arindam Banerjee Rajneesh Kumar Sharma Krishnendu Karmakar PGDM (FS) 2013-2015 Section- D Contents Introduction to NOKIA 4 History of NOKIA 5...
Words: 3860 - Pages: 16
...TABLE OF CONTENTS NOKIA AND THE SMARTPHONE INDUSTRY 3 LUMIA 800 3 MARKETING COMMUNICATION AT NOKIA LUMIA 3 MESSAGE STRATEGIES 4 CREATIVE EXECUTIONS 5 EXHIBITS 7 REFERENCES 11 NOKIA AND THE SMARTPHONE INDUSTRY Since1998 Nokia is largest manufacturer of mobile phone in the world and also the 14th world’s most valuable brand in 2011. Recently Nokia has not been performing well in smart phone category and other big players like Samsung, Sony, HTC and others had gained market share from Nokia. Nokia's market share in the smart phone segment has slipped to 32.3% in July-September 2011, compared with 65% an year-ago.The Indian mobile handset market touched Rs. 33,171 crores in FY 2011; Nokia's share was Rs. 12,929 crores, showing a marginal growth of 0.2 per cent in FY2009-10. LUMIA 800 Nokia had launched LUMIA 800, its first phone to run on windows, to regain its market share in smart phone segment. Numerous applications and advanced features of Nokia Lumia are to help lure customers away from Google's Android and Apple's iOS5. Nokia, along with the operating-system maker Microsoft, calls it the company's "first real Windows phone". The Lumia handsets use Windows' new operating system 7.5, or Mango, which also runs on recently-launched phones by rivals Samsung and HTC. MARKETING COMMUNICATION AT NOKIA LUMIA Objective: The key objectives, according to Mr Elop, are “to foster the device trial, gain apostles thanks to the incomparable customer experience the...
Words: 1397 - Pages: 6
...Sales and Distribution Structure of Nokia Nokia manufactures its mobile in Chennai manufacturing plant and then it transfers to nokia’s mother depot which is located in Gurgaon, HCL will start distributing Nokia’s product from here on. HCL takes order from all the distributers in the region and then it supply the product to the retailers with the help of RDSS (Re-Distribution stockiest supplier). RDSS are further divided in to two types based on quantity distributed and geographic nature as RDSS city and RDSS MD (Micro Distributers), RDSS city caters to large cities and supply directly to the retailers whereas RDSS MD will supply to its micro distributers to carter small towns and through them it will be supplied to retailers. The above mentioned distribution channel structure of Nokia – HCL is restricted to north and east part of India. For west and south India Nokia has developed its own distribution channel which takes responsibility of transferring handsets to end users apart from that Nokia also takes responsibilities like recruiting sales force, training and developing. Stock norms of Nokia- HCL says that how many days stock should be maintained in each level of distribution in the supply chain which are as, HCL – 7, RDSS city – 5, RDSS MD – 4 and MD – 3. Anything below this number of days would be replenished immediately to avoid stock out. Distributors in India are HotSpot, Mobile Store, Univercell and Subhikshah. Apart from this Nokia have their own New Concept Stores...
Words: 818 - Pages: 4
... Company- Nokia Background of the study: Pricing Techniques: are the methods adopted by a firm to set its selling price. It usually depends on the firm's average costs, and on the customer's perceived value of the product in comparison to his or her perceived value of the competing products. Different pricing methods place varying degree of emphasis on selection, estimation, and evaluation of costs, comparative analysis, and market situation. It takes into view factors such as a firm's overall marketing objectives, consumer demand, product attributes, competitors' pricing, and market and economic trends. The term pricing technique is also called cost plus because it attempts to secure the firm against a loss by imbedding marginal and fixed costs into the price consumers pay. The term plus refers to markup, which may ensure some strictly positive profit. If, the firm sets markup = 0, the firm breaks even because the price equals the average total cost. Objective of the study: The objective of the study is to see the different pricing strategies used by Nokia for its different products. Nokia started by making paper – the original communications technology Nokia was founded in 1865 by Fredrik Idestam in Finland as a paper manufacturing company. In 1920, Finnish Rubber Works became a part of the company, and later on in 1922, Finnish Cable Works joined them. All the three companies were merged in 1967 to form the Nokia Group. In the late 1970s, Nokia started taking...
Words: 2732 - Pages: 11
...Nokia has detailed many personality characteristics for its brand, but employees do not have to remember every characteristic. They do, however, have to remember the overall impression of the list of attributes, as you would when thinking about someone you have met. As the focus is on customer relationships, the Nokia personality is like a trusted friend. Building friendship and trust is at the heart of the Nokia brand. And the human dimension created by the brand personality carries over into the positioning strategy for the brand. Nokia Positioning When Nokia positions its brand in the crowded mobile phone marketplace, its message must clearly bring together the technology and human side of its offer in a powerful way. The specific message that is conveyed to consumers in every advertisement and market communication (though not necessarily in these words) is "Only Nokia Human Technolgy enables you to get more out of life" In many cases, this is represented by the tag line, "We call this human technology". This gives consumers a sense of trust and consideration by the company, as though to say that Nokia understand what they want in life, and how it can help. And it knows that technology is really only an enabler so that you-the customer-can enjoy a better life. Nokia thus uses a combination of aspirational, benefit-based, emotional features, and competition-driven positioning strategies. It owns the "human" dimension of mobile communications, leaving its competitors wondering...
Words: 7169 - Pages: 29
...pursued by NOKIA,SAMSUNG and LG mobile phones. Abstract-In recent year,adoption of mobile phone devices dramatically increased so fast in india. Having a mobile phone,during 1990,in india considered as luxury. It was owned by rich class businessmen and officers. But reduction in service charges and cost of the handset made it ubiquituos throughout india. Now,Mobile phones have become a part of life of every indian people. It totally realized indian consumers’ hidden needs about to take care of business works and beloved ones. It unveiled other unsought needs likewise messaging,recreation,gaming,and surfing internet etc. due to the other benefits mobile phone s are no longer a device only to make a call but also for other stuffs. Nowadays mobile phones are purchased not only on the basis of its core benefit but also on the basis of its other multi featured facilities. Introduction-India has come in a close second in the sale of mobile phones in the year 2006.china has led the race of mobile sales being the heighest in the world. In India however,the GSM phones rule over the CDMA Handsets. Leading the categories are Nokia, SAMSUNG,LG,SONY Ericssion,MOTOROLA and blackberry. GSM handsets are more preferred over CDMA handsets because of its attribute of portability with every SIM cards. But only three major mobile phone manufacturing companies rule over Indian mobile phone device market named as NOKIA corporation,SAMSUNG electronics and LG GROUPS corporation. NOKIA,SAMSUNG and...
Words: 901 - Pages: 4
