Distribution Of SARSABZ PAKISTAN

Direct Channels

• Direct distribution channels are channels without intermediaries - the provider owns the
channel, acquires the customer and initiates a direct sales relationship with them

• Due to the costs involved with the set-up and running of the operations our distribution
channel heavily relies on the indirect channels

• For this purpose, we have identified two direct channels that can be used for the distribution
of our product
 Direct Channels
Mails Mobile Distribution
• These will allow us to create Branches
awareness and about risk
• Geographically covers more
mitigation option that our
areas, and allows market
product allows.
penetration in the remote rural
areas

• Help existing customers with

• Pamphlets will be mailed
their insurance activation
together with the contact of
process
nearby dealers.
• Will also limitedly sell the seed
bags with a lower premium to
• The pamphlets attached will be allow farmers to try the
insurance.
in local languages of the region
to increase the reach of our
• Economically more feasible
product and create awareness
 Indirect Channels

Indirect distribution channels involve intermediaries or agents who do not own the channel but instigate the
sales relationship with the customer.

Partnering with intermediaries allows effective and efficient distribution due to the sophisticated channels
and expertise third-parties possess.

1. Agro-Vets:
• These small trading businesses not only sell inputs, but often offer advice on farm management,​
spraying services and credit​
• Can cultivate close relationships with these farmers​
• Convincing a farmer​to spend a small sum extra here on insurance may be relatively easier
• Can secure revenue for stockists. Farmers loyalty also increases​​
 Indirect Channels
 PURCHASE PROCESS AT
STOCKIST
 QR CODES

REGISTRATION CARD

Name Here Name Here Name Here

Director Programmer Designer
 Indirect Channels
2. Mobile Network Operators MNOs:

• MNOs’ basic delivery channels (USSD, SMS, IVR) provide

valuable opportunities to digitize all or parts of the service
delivery process.
• Partnering with Telenor will allow farmers to activate their
insurance through USSD making the entire process
convenient and easy-to-use
• Location Based Services (LBS) imperative to locate farms
in remote rural areas
• The cell towers already established by MNOs will serve to
triangulate location of the farms and help in the indexing
process.
 Indirect Channels

• Automated messaging services will be provided to our registered mobile numbers for regular weather updates
• Partnering with mobile banking subsidiaries of the MNOs. Partnership with EasyPaisa
• Branch personnel to trained for customer care and acquisition
• Pamphlets to be distributed whenever people come for mobile banking purposes
• Branches will also carry information on local dealers and stockists nearby
• Collecting of premiums and disbursement of payouts will allow index insurance providers to move away from
community-based in-person sales.
• Mobile money may be low cost but face many challenges.
• Remotest rural areas may not have mobile banking branches and the branches may itself run into liquidity
management crisis
 Indirect Channels

• Automated messaging services will be provided to our registered mobile numbers for regular weather updates
• Partnering with mobile banking subsidiaries of the MNOs. Partnership with EasyPaisa
• Branch personnel to trained for customer care and acquisition
• Pamphlets to be distributed whenever people come for mobile banking purposes
• Branches will also carry information on local dealers and stockists nearby
• Collecting of premiums and disbursement of payouts will allow index insurance providers to move away from
community-based in-person sales.
• Mobile money may be low cost but face many challenges.
• Remotest rural areas may not have mobile banking branches and the branches may itself run into liquidity
management crisis.
3. Business Government (B2G):
• Have previously proven effective at scaling insurance services
• Support can be short-term and challenging to work with
 Technological Channels

• Technological channels as a means of distribution are limited in the agricultural sphere of Pakistan.

• Access to basic mobile network connections that can be leveraged.

1. Radio Advertisements:

• Older demographic relies on radio to keep up with the news.

• The demographic mostly in decision-making roles.

• Targeted info ads will create awareness of the product and increase our market share.

2. Automated SMS Service:

• Serve as a medium for information on the product

• Also serve as post-purchase customer care

 Technological Channels

3. Social Media
• Newer generation are more educated and have access to the internet, albeit limited

• Redirect our potential market segment to the website.

 Non-technological Channels

• Internet penetration stands at 35% in the Pakistani population.

• 62% of population makes up the rural sector. Internet penetration is even lower in the rural areas.

• Efforts largely focused on partnerships and other community-based sales activities

1. Information Kiosks:

• Responsible for spreading information about our product.

• Supplemented by pamphlets translated in local languages

• Located at various wholesale markets

 Non-technological Channels

2. Posters:
• Smart targeted advertisement focusing on benefits and guarantee of easy claims

3. Non-Governmental Organizations:
• Lack of trust and rare awareness among the farmers

• Partnering with NGOs and companies as part of their CSR activities to promoted the product

4. Local and Elders of the District/ Village:

• Credibility of product is established

• Creates element of trust

TRAINING & DEVELOPEMENT
• Training will be provided to the mobile banking branches

• Create trust through face-to-face interaction

• Borrow expertise through partnership with Jubilee insurance

• Post-purchase customer care and aiding farmers in the activation of

the insurance claims
CUSTOMER CONVENIENCE & ACCESSIBILITY

• Stockists will provide option of trying out our insurance

product

• QR codes to will speedy activation process

 Multi-channeling Strategies
AGRO- KIOSKS
VETS
MOBILE
DISTRB. POSTERS
BRACHES

RADIO
MNO’s

MULTI- SMS
MAILS
SERVICE
CHANNELING
STRATEGIES

B2G SOCIAL
MDEIA

NGO’s
 Distribution - Customers’ Perspective

Distribution from the Customers’ Perspective

To combine our business acumen with the needs, and
more importantly expectations of the customers.
Information was gathered from interviews that we Characteristics
Hospi-Cash
conducted of farmers based in different areas of
Added Benefits
Pakistan.

Organization
Channel
Authentic source

Product
Customer Education
Marketing for SARSABZ PAKISTAN
Market
Segmentation
SWOT Analysis
SWOT Analysis
SWOT Analysis
SWOT Analysis
SWOT Analysis
THANK YOU