PRESENTED BY AMBER AROOJ

DEVELOPING & IMPLEMENTING

DISTRIBUTION STRATEGIES
 DISTRIBUTION STRATEGY

• A distribution strategy defines how you are going

to move products from point of creation to points
of consumption, in a cost-effective manner.
• A distribution strategy defines how you are going
to create and satisfy demand for your products.
• A distribution strategy must also define how you
are going to manage your brand. Whether you are
developing a new distribution strategy, or updating
an existing distribution strategy
 HOW TO DEVELOP DISTRIBUTION
STRATEGIES
 Distribution channels are the path ways they companies
use to sell their products to end-users. That may include:
 Direct/Sales team
 Direct/Internet
 Direct/Catalog
 Wholesaler Distributor
 Value Added Reseller (VAR)
 Consultant
 Dealer
 Retailer
 Sale Agent
 DISTRIBUTION INTENSITY

 Distribution intensity refers to the number of

intermediaries through which a manufacturer
distributes its goods. Its categories are

 Intensive distribution
 Selective distribution
 Exclusive distribution
 VERTICAL MARKETING SYSTEM
(VMS)
 Vertical marketing system is a distribution
channel structure in which producers,
wholesalers, and retailers act as a unified
system. Consists of :

1. Corporate VMS
2. Contractual VMS
3. Administered VMS
CASE REVIEW OF
TELENOR
DISTRIBUTION STRUCTURE OF
CELLULAR SECTOR
 SWOT ANALYSIS

 STRENGTHS:  WEAKNESS:
 Network quality and
design.
Relatively low
 Superior customer care.
market share.
 Financial Strength.
Politics between
 Excellent coverage and
distribution. employees.
 Contract with Siemens Negative cash flows
And Nokia. in the initial years.
 Brand Image of Quality. Low profit margins.
 SWOT ANALYSIS
 OPPORTUNITIES:  THREATS:

 Low Cellular market  Its competitors are Zong, U-

penetration. fone, Mobilink, Warid etc.
 Rolling customers
 Inefficiency and poor
performance of other  Privatization and
networks. deregulations-increased
competition
 E-commerce usage.
 Propagandas attacking
 Mobile number portability brand image
 International Mobile  Public pay phones & calling
Equipment Identity cards usage where network
System. in not available
 CONCLUSION
 Telenor is emerging as one of the fastest growing
providers of mobile communications services
worldwide.

 Telenor covers a total of coverage area is more than

1100 cities, towns and highways throughout the
Pakistan.

 Also, it has the vast experience in other countries and it

is also one of the pioneers in satellites
telecommunication and broad casting technology
throughout the world
 RECOMMENDATIONS
After concluding the results according to my views, I
personally recommend that the company should try to
target some more areas as Ufone already done before.
The company should give the opportunities to the
distributors as to sale the particular product within the
given durations and also give them some extra incentives to
distributors to promote the products in more efficient way.
The company is not on the maturity stage but a growth
stage so the company should try to make their distributors
strong to reach at the most popular cellular company’s
place.