1. TCS
Business Scope
Business Scope describes “The Business we are / want to be in” through the eyes of the
customers. It defines the areas of operation for the organization. It encompasses the following
questions:
• Specific Region
Regions = where?
TCS network is spread over 350 cities in Pakistan, From Karachi to Khyber and up to northern
areas of Pakistan, TCS is available to serve its customers .This vast network has been divided
into three regions, South Region , North Region and Central Region .
South Region .
1. Karcahi
2. Quetta
3. Sukkur
4. Hyderabad
Central Region .
1. Lahore
2. Faisalabad
3. Multan
North Region
1. Rawalpindi / Islamabad
2. Gujranwala

2. TCS
3. Peshawar .
• Functions / applications
Functions / applications = what needs?
TCS is catering to the basic need of “delivery” of promises. A promise to deliver your time
defined and sensitive documents safely.
• Customers
Whose needs?
“Businesses and individuals” – They are catering to the needs of other businesses in different
areas of Pakistan – B to B and B to C as well, as the main market for TCS happens to be the
businesses.
• Added value
TCS thrives to provide its customers with not just “superior quality services” but also with some
added value. Superior Quality of TCS business, its efficient services, allows the consumer to
enjoy total promised quality based services.
• Boundaries and future scope
- Matching production with increasing demands in the future.
- Bringing new services for new segments (domestic)

3. TCS
- To maintain the leading position in the local market.
Users / Application
Domesticcourier International Overland shipping Gift delivery
services courier service
TCS door to door DHL TCS express vans & TCS sentiments
through bikes bikes
FedEx OCS gift items
Leopard Leopard
TCS on fleet of air
OCS craft. OCS
TNT UPS
Distribution Channels
Direct distribution
PAST GROWTH (VOLUME IN MT)
MARKET GROWTH
2006 2007 2008 2009
SEGMENT P.A
Domestic
International

4. TCS
Sentiments
PAST GROWTH (VALUE IN MLN)
MARKET GROWTH
2006 2007 2008 2009
SEGMENT P.A
Domestic
International
Sentiments
FUTURE GROWTH (VOLUME IN MT)
MARKET GROWTH
SEGMENT 2010 2011 2012 2013 P.A
Domestic
International
Sentiments

5. TCS
FUTURE GROWTH BY REVENUE MLN
MARKET GROWTH
SEGMENT
2010 2011 2012 2013 P.A
Domestic
International
Sentiments
Assumptions for growth
• The population of Pakistan is increasing at 2.5 which mean the market size is increasing
and that would eventually increase the courier market.
• New laws are being passed related to the documents/soft copies but even then the demand
of courier services cannot be declined and there will always be the demand for logistics
and courier.
• Many countries using it’s services as an intermediary.

6. TCS
PRODUCT LIFE CYCLE STAGES
SEGMENTS INTRODUCTION GROWTH MATURITY DECLINE
Domestic courier X
International X
courier
Overland X
shipping
Gift delivery X
Represents TCS Represents Courier industry
STRENGTHS
• Highly experienced people in organization
• Local trained
• Global exposure
• Tried and tested routes

7. TCS
WEAKNESSES
• Personnel expense
• Being mega organization have their own expense
OPPORTUNITIES
• Industrial growth
• Institutional growth and only TCS is the one that can cope up with their requirements
THREATS
• Political instability
INDUSTRY DRIVING FORCES
Bargaining Power of Customers
As increase in the competition of courier industry directly leads to giving the consumers a great
amount of choice and making more difficult to persuade and put off the customers from brand
switching. A competitor providing services on reduced prices but the trust that the TCS has
developed in their customer forces them to utilize TCS’ services. But somehow the lower prices
offered by their competitors have declined their courier services.
Recession
Since the TCS are not into the ordinary quality business but they emphasize on the provision of
premium quality, though the market is going through recession period and that would result
companies to shrink.

8. TCS
Trend Potential Impact TCS LEOPARD OCS TNT
globalization Scarce resources Due to
scarce
resources
they are not
able to exist
in the
international
market.
Economic recession Emphasis on small They are
businesses very much
diversified .
Growing preferences for opportunities They avail
the differentiated the
services opportunity
and give the
differentiate
d services.
Price consciousness Little affect but no Provide
compromise on quality different
discounts to
different
types of
customer.
Customer’s needs and Customer might switch They fully
wants are changing to other services satisfied
their
customers
according to
their needs
and wants.
Less profit margins Creating entry barrier Capturing
more and
more market
share
Technological Trends Increase in cost
Focousing the rural areas Increase the sale and They are not
reveneue focusing

9. TCS
Focusing in new Increase the
segments competation and
revenue
Market Share(Revenue)(2007-2008)
Domestic Courier (Express)
TCS 60%
Leopard 16%
OCS 14%
TNT 6%
OTHERS 4%
Domestic Overland Business Segment (2007-2008)
TCS 51%
Cargo Line 22%
PTN 11%
OCS 9%
Others 7%
International Courier (Express) Segment (2007-2008)
DHL 65%
FedEx 18%
TCS 7%
UPS 5%

10. TCS
TNT 3%
Others 2%
Market Segment
1. Domestic Courier(Express & Logistics)
• Motor Bikes
• Trucks
• Air crafts
TCS is an Express & Logistics company, recognized for its Quality service and unique
multi-product offering. TCS Provides express & logistics services to C2C, B2B, & B2C,
delivering over 4 million parcels and documents a month to over 3,500 destinations
worldwide, using its own & third party partner depots, hubs and consolidating centers.
TCS operates with strength of more than 7,500 Professional people, 280 plus state of the
art express centers, 6 dedicated chartered aircrafts, 180 fully equipped modern ground
vehicles, and 3500 couriers.
TCS services available through its major hub offices in Dubai/UAE, UK, Canada and
Pakistan for deliveries Worldwide.

11. TCS
2. Domestic Overland
• Trucking Service
TCS Road Transport (Pvt.) Ltd. is the logistics service provider, offering Total Logistics
Solutions in Warehousing & Distribution, door to door Trucking Services (TCS Overland
Express) & Fleet Management Services to an extensive customer base in Pakistan. Roadtransport
services are available in Pakistan.
3. International Courier
4. Sentiments:
Sentiments Express, is the market leader in the gifts delivery business, since 1989. Sentiments
Express has developed its worldwide network, introducing a wide range of gift items in UAE,
UK & Canada. Over & Above Sentiments Express has developed a brand image based on high
levels of service and reliability. Individuals to leading National and Multinational companies, all
subscribe to Sentiments Express. It offers personalized, high valued gift delivery service
comprising of a wide array of gifts ranging from gourmet cakes, floral bouquets, local mithai
(sweetmeats), to various corporate gifts & giveaways delivered with a personalized greeting
card. Sentiments Express services are available for delivery in Dubai/UAE, Canada, UK and
Pakistan
Customers wants time
delivery,spped,assurance,relia
THE CUSTOMER: BASIS OF OUR BUSINESS
bility,strong
image,trust,satisfaction,premi
um price,fair delling Deling
with the coustomer,flexible
payment .
Brand image,on time
delivery,security of the
documents,branches of
tcs exist on different Yes
places,

12. TCS
They have a specialized
team which conduct
market servey for the
further improvement
How do we Our
Score competitors
Score
Action Plan
• Innovation and
quality is our major
strength
• Weak distribution
network

13. How Who When
TCS
What
Capture market • Increase • With the help of • By March 2011.
share in lower areas distribution marketing
of the country. network in lower Department and
areas. top level
• By doing Management
promotional Collaboration
activities and for improving
door to door distribution
information. system.
• Alliance with
local people in
local areas.
• Regional
marketing
manager .
Customers wants time
delivery,spped,
reliability,strong
image,assurance(trust)
,minimum price,fair
delling Deling with the
coustomer,flexible
payment .

14. TCS
They have a specialized
Brand image,on team which conduct
time market servey for the
yes
delivery,securit further improvement
y of the
documents,bra
nches of tcs
exist on
How do
How do we score
we score
Vast infrastructure and
own air fleet is the key
strength.
and ?????weakness

15. TCS
Relative Importance of Factors
Absolutely Very Quite Nice to Not Don’t
Critical Important Important Have significant Want it
Factors 5 4 3 2 1 0
Time delivery
Speed
Fair dealing
with the
coustomer
reliablity
Strong image
Assurance(trust)
minimmum
price
Flexible
Payment

16. TCS