Nokia

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  • Topic: Mobile phone, Mobile network operator, South India
  • Pages : 3 (610 words )
  • Download(s) : 103
  • Published : March 9, 2013
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Distribution channel in India

Nokia owns the distribution centers in west and south India but, it distributes in northern and eastern part of India through HCL infosystems. HCL and Nokia have had a long partnership since past 10 years. HCL has centers in more than 180 cities. The stocks for distribution by HCL are transported from Gurgaon to a small center in Parvanu, Himachal Pradesh which is owned by HCL. HCL receives orders from various distributors in the region. After taking these orders the RDSS(Re-Distribution Stockist Supplier) takes care of the further supply chain. RDSS is divided into two parts. RDSS city – distributes directly to the retailers in the city, and RDSS MD – distributed to regions outside the city via micro distributors. In the western and southern India, Nokia outsources the distribution to other regional distribution companies. These companies are responsible to appoint a sales force and take care of other requirements of the sales channel. These companies report to Regional General Manager (one each for North, South, East, West). Under each RGM there are 3 to 4 Regional Managers. Below which there are area sales managers who are responsible for their own sales force. Management Structure of Nokia Channel distribution

Regional General Manager
(One for North, South, East, West)
Regional General Manager
(One for North, South, East, West)

Sales Force
Sales Force
Area Sales Manager
Area Sales Manager
Regional Sales Manager
(3 to 4 in each region)
Regional Sales Manager
(3 to 4 in each region)

Channel Distribution for GSM handsets
Nokia has manufacturing center at Chennai. GSM handsets which are low priced i.e around Rs. 3500 are manufactured at Chennai center and then moved to mother warehouse at Gurgaon. From there it’s supplied through HCL network to other parts of India. On the other hand costlier handsets are manufactured in China and then imported to India and moved to mother warehouse at Gurgaon. From the...
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