TCS REPORT

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TCS Express & Logistics (Pvt.) Ltd.
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TCS Express & Logistics
(Pvt.) Ltd.
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101-104, Civil Aviation Club Road, Old Airport,
Karachi

+92-21-111123456

Owned By : Mr. Khalid Nawaz Awan (Chairman)
Y.E.O

: 1983

Type

: Services

Certification:

ISO 9001:2000 Certified, Super Brands Award, Consumer
Choice Award, Brands of the Year Award, Brands Icon
Award.

Affiliations: MMS - Mail Management Solution, TCS Aviation, TCS
Logistics Private Limited, Visatronix, Intiana, Octara.

March 30, 2013

EXECUTIVE SUMMARY
TCS Courier Company has been working since1983, serving customers across the globe.
They are very much concerned about their customers. They want to build leadership in the
market, and give best service to their customers across the boundaries in a short period of
time. They want to grow as a regional and global player, with emphasis on Europe, Middle
East and North America. By keeping in mind their responsibility as no 1 courier company
they are also social responsible. They do not only courier logistic but they have other
services too to facilitate customers such as MMS, OCTARA, SENTIMENTS EXPRESS, and VISA
FACILITATOR. Thus, they keep one thing in their mind,
TO CONTINUALLY STRIVE TO ACHIEVE EXCELLENCE- BOTH ON AND OFF THE JOB.
We all realize the importance of communication as well as the significance of its speed.
Identifying this niche in the market, TCS pioneered the concept of courier services TCS has
been the acknowledged leader in domestic courier services and has become a generic term
for express courier services in Pakistan. Ever since its inception TCS has continued to lead
the courier & logistics service industry in Pakistan through innovation, pioneering spirit,
commitment & passion. Besides providing tailor-made products & services and maintaining
industry standards considered as benchmarks .TCS has continually added products and
services for its customers so that it has become the complete delivery solution provider.
Today they have the capacity to handle all consumer requirements from the rapid delivery
of a single envelope through General Courier to cargo weighing hundreds of tones.
TCS is an organization with its vision and continuously working to achieve it. They are giving
their services across the globe. Due to their trust and reliability and effective service the
word courier has been replaced by TCS.
THEY ARE BUILDING THE RELATIONS WITHCUSTOMERS

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 HISTORY AND PROFILE OF THE COMPANY
Considering the performance of the company in the past
two years approximately, TCS has been transformed from
traditional to institutionalized system heading towards
new dimensions of progress and technological
advancement. In 2005, TCS formed its aviation in order to
become totally self reliant. In TCS Aviation ,they have
recently induced Boeing 737 in its air fleet with a capacity
of 15 tons, which is considered as a proof of quality through which TCS is coming up to all its
commitments. Followed by this, in 2006, TCS horizontally expanded their operation by
forming the Tranzum Group which offers services in diversified industries including express,
logistics, warehousing, distribution, gift delivery services, mail order, travel & tours, visa
drop box, management development, event management & publications. With its corporate
office in the Middle East (Dubai), the Enterprise has established regional offices in across the
globe including South Asia, North America, and Europe.TCS opened the first of its kind TCS
Mall in Karachi in March 2006. This mall was inaugurated by Dr. Walter Kuemmerle,
Associate Professor of Business Administration and member of Faculty Group at Harvard
Business School. This mall is providing all the services offered by TCS and Tranzum group
namely Sentiments, Visatronix, Octara, Sentiments etc. under one roof, and also facilitating
services like, ATM machine and Nadra machine for the payment of utility bills for the sake of
providing value and convenience to its customers.TCS also established Mail Management
Solutions division & Print shop in 2006, which only deals in bulk quantity of mails for their
business clients. TCS is also qualified for Printing & Logistics project of Election Commission
of Pakistan for the year 2006-07.It can be said that TCS has grown and has seen turned
around situations in its revenue growth during past couple of years and TCS continues to
enter into more ventures to maintain its market leadership status with its strong mission of
expanding globally.

 OWNER OF THE COMPANY:
Khalid Nawaz Awan - Chairman
Mr. Awan is co-founder and Chairman of TCS. His businesses
developed over the past 25 years are collectively called
the ‘Tranzum’ group, (www.tranzum.com). A mechanical
engineer by education, Mr. Awan and TCS, are subject of a
Harvard Business School Case Study on ‘International
Entrepreneurship’ - included in the MBA curriculum for the past six years. Besides business
he devotes his time to several welfare, and professional bodies.

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Awan is a lifetime member of the ‘World Presidents Organization’ an alumni and past
Chapter Chairman of the Young Presidents Organization –YPO, and member of their Peace
Action Network Forum that works for global peace.
He is Toronto Committee member of ‘Human Rights Watch’, is Director of the
Toronto based 'Canada-Pakistan Business Council, and member of the Dubai based 'CanadaArab Business Council', and he represented the Paris based ‘International Chambers of
Commerce’ (www.wbo.org) at the United Nations General Assembly session on ‘Millennium
Development Goals’ in 2003. Mr. Awan is a Fellow of the Royal Aeronautical Society, of UK.

 INTRODUCTION OF COMPANY:
TCS stand for TRANZUM COMPANIES AND SERVICES. TCS ("A Tranzum Enterprise") is
a Pakistan based courier service. The company was started in 1983 and now it serves
five continents and has over 2,000 locations in Pakistan. The company also has an airline for
cargo purposes only which it uses at many of the airports in Pakistan.
Almost three decades into its existence, the TCS brand has evolved, into a symbol of trust &
reliability. TCS provides domestic & international express services to consumers, corporates,
SMEs and households alike, with pickups & deliveries crossing over 6 million a month. TCS
operates with over 6,000 professionals, 24/7 call center, 430 plus conveniently located
Express Centers, dedicated chartered aircraft, 2000 on-line & offline locations, 225 plus
satellite tracked delivery vehicles and a proficient team of couriers dedicated to providing
you the best of service and reliability in the industry. With a view to enlarging its presence in
the global village, TCS operates in international territories through its business partners in
Dubai and London, providing access to its customers to over 3,500 destinations worldwide.
TCS has achieved many milestones by investing into its business model that continues to
grow stronger. Realizing the customer needs and expectations have always been the driving
principles in the milestones that TCS has achieved over the years. This has resulted in setting
benchmarks to improve the overall quality and standards of the express courier industry.
TCS achievements have led to a case study, undertaken by Harvard Business School in 2003
for 'International Entrepreneurship' course of MBA. It has been mentioned in the textbooks
used by Harvard Business School as a model of highly effective company from the
developing world. A case study on TCS has also been included in Philip Kotler’s latest South
Asian edition of “Principles of Marketing” which is being taught at the best & biggest
Business Schools across South Asia.
BUSINESS SCOPE
“We are catering to the need of “delivery” of promises. A promise to deliver your time
define and sensitive documents safely”.

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 MISSION AND VISSION:
Our Purpose
To continually strive to achieve excellence - both on and off the job.
Vision Statement
"TCS will be recognized and respected as professional, innovative, profitable information,
and knowledge based logistics/services enterprise. TCS embeds internet based technologies
into its internal operating structures and as business solutions for customers; with
customer, employee and shareholder interests at the core of its operations; demonstrating
a clear concern for ethical conduct and good corporate citizenship; with the objective of
growing into a regional and global player, with emphasis on the Middle East, Europe and
North America".
Mission Statement
"To direct all our organizational efforts at building upon the existing organizational strengths
and brand recognition to achieve enhanced levels of profitable growth in the core business,
and diversify into new areas that complement and supplement the core business, with the
diversification aimed at achieving excellence and industry leader status in the new areas.
The TCS People will however be encouraged to be open to unconventional ideas and
services and recognize new trends at very early stages.

 CORE VALUES:
Quality
TCS people should direct every effort to deliver maximum
value and satisfaction to our customers.
Profitability through Efficiency
Efficiency will be the hallmark of TCS people to optimize
profitability and growth.
Ethics
Nothing unethical shall be practiced by TCS people in
relation to our customers and the world at large.
Justice
Justice to be the guiding principle of TCS people.
Creative Growth
In its quest for expansion TCS shall encourage innovative
thinking amongst its people.

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 LEADING INDICATOR

Technology
Speed/time delivery
Trust
Price consciousness

 WHAT DO CUSTOMER WANT
Time delivery
Speed Reliability
Brand image
Minimum price
Dealing with customers
Flexible payment
Insurance courage
Money back guarantee

 MANAGEMENT TEAM:

KHALID NAWAZ AWAN

SAQIB A. HAMDANI

Chairman

CEO

JAMIL JANJUA

ALI LEGHARI

CEO

VP-EXTERNAL AFFAIRS

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SYED ATAUR RAHMAN

JAMIL AHMED

HEAD OF AVIATION

VP-BPR & SPECIAL PROJECT

RIZWAN HAFEEZ

SALMAN AKRAM

VP-STRATEGY & RETAIL

VP-SALES

 TCS Milestones
TCS has achieved many milestones by developing into a business model that continues to
grow stronger. Realizing the customer needs and ambitions to lead the courier industry of
Pakistan have always been the driving principles in the milestones that TCS has achieved
over the years. This has resulted in setting benchmarks to improve the overall quality and
standards in the express courier industry.
1983: TCS was founded in Pakistan with 12 stations and 25 booking first day
1985: countrywide network expansion to over 100 locations to meet Pakistan banking
council need.
1989: established unique gift delivery service, “SENTIMENTS EXPRESS” (GIFT & GREETINGS)
1990s: emerged as the leading courier company in PAKISTAN – high growth years
1992-96: diversification in air cargo and trucking
1997-2000: international expansion to UAE & CANADA
2001-02: major investment and re-structuring of domestic operation

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2002:
Formed tcs aviation in order to become self reliant.
International expansion to UK
formed road Transport Company (renamed tcs logistics in 2006)
2003: recognized in Harvard Business School’s case study
2004:
Ground breaking of TCS customized operations and corporate office at KHI airport.
Total area 5400 sq yards (covered area 78000 sq ft)
established visatronix
Acquired non-resident visa facilitation for the embassy of Canada. High commission
of India, embassy in Spain, Italian consulate Karachi
Formed TCS air & sea freight division
Formed travel & tour company (INTIANA VISATRONIX)
Formed TCS management development service company (OCTARA)
2006:
Established mail management solutions division & print shop
Acquired non-resident visa facilitation rights for embassy of south Africa
2007:
TCS awarded super-brand title
TCS awarded brand of the year award
TCS won 1st telecom excellence award
Implemented ISO 9001:2001 in TCS logistics
2008:
Brand of the year award
Brand Icon of Pakistan
Completed 25 years
Acquired non-resident visa facilitation rights for embassy of Malta
Won the logistics and printing projects of election commission of Pakistan

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2009:
Acquired non-resident visa facilitation rights for embassy of Egypt
Acquired non-resident visa facilitation rights for Malaysian embassy Karachi

 AWARD AND ACHIEVEMENTS:
Super Brands Award 2008-09
Mr.Saqib Hamdani, CEO, TCS PVT Ltd. received the coveted "SUPER
BRANDS AWARD OF PAKISTAN 2008-09" from Javed Jabbar, Chairman &
CEO, JJ Media Pvt Ltd at a recently held ceremony at a local club in
Karachi,

Consumer Choice Award-2010

TCS VP-BPR & Special Projects, Mr. Jamil Ahmed, receives Consumer
Choice Award-2010.
‘Brands of the Year’ Award
The quick adaptability, innovation, ambition and the right use of
technology has developed TCS into a dynamic enterprise that has
changed the way business is transacted in Pakistan, making TCS a
household name in the process. This has won TCS the highly
distinguished ‘Brand of the Year’ award presented by FPCCI for two
years in a row in 2007 & 2008.

Brands Icon Award

TCS has won the Brands Icon Award in 2008.

ISO 9001:2000 Certification
TCS has attained ISO 9001:2000 certification.

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Super Brands Pakistan Award

TCS has received endorsement by Super Brands Pakistan in 200708.

1st Telecom Excellence Award
Through the presentation of the 1st Telecom Excellence Award by the
Federation Pakistan Chamber of Commerce and Industry (FPCCI) TCS
was acknowledged in 2006 for its services rendered to the Telecom
sector with regard to express, logistics, warehousing and distribution.

Award Presented by the UAE’s Pakistan Social & Cultural Organization
No less important was the Award presented by the UAE’s Pakistan Social & Cultural
Organization and the Pakistan Citizens Organization to TCS in recognition of its earthquake
relief efforts in 2005.

Earned Goodwill in Canada
In 2004, TCS earned a lot of goodwill in Canada when it volunteered to
deliver educational books and equipment across a vast territory of rural
Canada in habited by the Nishnawbe Aski Nation. The TCS action, which
required the distribution of half a million items to far flung
communities, was described by His Honour the Lieutenant Governor of Ontario and the
Queen’s formal representative in the province, James K. Bartle man, as “something the
newest inhabitants of Canada have done for the oldest inhabitants of Canada.”

Chairman TCS at the UN General Assembly
In October 2003, the Chairman TCS had the honour to represent the
Business Sector at the ‘High level Dialogue on Financing for
Development’ during the 58th session of the UN General Assembly at
the UN Headquarters in New York, focused on the eradication of
poverty, achieving sustained economic growth, promoting sustainable development, and
advancing a fully inclusive and equitable global economic order. This was a follow up to the
UN Conference on the same issue held in Monterrey (Mexico) in March 2002.

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TCS Business Model Quoted in Harvard Business School Case Study
In a historic first for Pakistan’s business sector, the dynamic business
model of TCS was quoted in a case study undertaken by Harvard
Business School in 2003 for its MBA course in 'International
Entrepreneurship', and mentioned in its textbooks as the model of a
highly effective company from the developing world.

 FUNCTIONS AND APPLICATIONS
SERVICES:
TCS has a strong presence not only in Pakistan but also in the Middle East and North
America. It was founded by Khalid Nawaz Awan in Pakistan and after that started operations
in UAE & Canada. He is the Chairman and driving force behind the company. He was largely
responsible establishing DHL Pakistan with his elder brother Brig. Sadiq Nawaz Awan. Today
TCS is not just a courier company but a complete Express & Logistics services provider - TCS
offers international delivery services - International Documents and Parcel Express Delivery to over 2000 destinations across the world through its extended International Network. It is
the only logistics company in Pakistan flying its own aircraft. It started out as a courier
company in the 80's and has since evolved and diversified offering complete solutions.
OUR WIDE-RANGE SERVICES INCLUDE:
•Overnight Express Delivery
•Second Day Delivery
•Same Day Express Delivery
•Fragile & Special Handling
•Out-of-Service Area Deliveries
•Holiday Deliveries
•2, 5, 10 & 25 Kg Economical Red Boxes

1. International Express Services
TCS has a strong presence not only in Pakistan but also in the UAE, UK and Canada. TCS
offers international delivery services - International Documents and Parcel Express Delivery to over 3,500 destinations across the world through its extended International Network.

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Freight Plus
Freight Plus offers delivery of your less urgent & large size shipments within 10-12 working
days. This service is available only for export shipments. Prioritized handling and
confirmation of delivery are also available on request, customer clearance is also provided.
Red BOX
TCS Red Box has made it so simple, convenient and cost-effective to send all you want, to
your loved ones, Special rates for UK, Europe, USA, and Canada & Far East. Be it toys,
clothes, shoes, gifts, samples or anything you may fancy, Red Box delivers all. Show your
loved ones how much you care with TCS Red Box. Just take your gifts to the nearest TCS
Express Centre and we will take care of everything including the box. Red Box Service is
available in a choice of two different weights: * 10 Kg
* 25 Kg
Student Express
This amazing service delivers your documents to the College, University or any other
Educational Institution of your choice anywhere in the world. To avail TCS Student Express,
the student will have to furnish the following at the time of booking their documents.
Copy of student's ID card or letter from College/University certifying the student's
bona-fide status
Documents
should
be
sent
to
an
educational
institution
(School/College/University/Hospital) abroad

2. Domestic Express Services
TCS has emerged as the most trusted name for delivering a wide range of documents,
packages, parcels and cargoes within Pakistan. Domestic Express Delivery Services include
MMS
MMS - Mail Management Solution stands upon the single largest investment in
infrastructure, made by TCS for continuous delivery of value. MMS is equipped with state of
the art printing and sorting technology that has been sourced from the best suppliers across
Europe and Asia Pacific. This makes TCS the only end to end solution provider in the
category with the largest delivery network in Pakistan.
Sentiments Express
TCS Sentiments Express is a personalized, high valued gift delivery service offering a wide
array of gifts from gourmet cakes, floral bouquets, ethnic sweets, to various other elegantly
wrapped gifts, delivered with a personalized greeting card in Pakistan. Since 1989, TCS
Sentiments Express has been part of TCS, the leading air express courier in Pakistan. In the
time, it has become Pakistan’s premier gift delivery and greetings service.

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Same Day Express
Rely on same day express for same day deliveries to major cities country wide.
Red Box
For next working day delivery of your urgent and bigger shipments.

3. Logistics Services
Realizing the potentials of Supply Chain Management in Pakistan, TCS launched its Logistics
Wing as a registered company in 2002 as TCS Logistics (Private) Limited.TCS Logistics has 3
divisions, namely (a) Overland Express, (b) W&D (Warehousing & Distribution), and (c) Fleet
Solutions. TCS Logistics employs 898 professionals, working day and night to add value to
your businesses.
W&D
W&D (Warehousing & Distribution), a division of TCS Logistics was established in 2004. It
specializes in the 3PL setup and is setting new benchmarks by providing Total Logistics and
Supply Chain solutions in Pakistan. In this relatively short time span, it has already had its
presence felt on the supply chain canvas of the country. W&D has an envious clientele in
Telecom, FMCG, Pharma, I.T. and other sectors; it is all set to providing its customers extraordinary services in their respective industry segments anywhere in the country. W&D
already has over 200,000 square feet of multi-user Warehousing facilities in the country,
which offer efficient and economical warehousing services by employing carefully thought
out material storage and handling equipment.
With the most modern and efficient tools in warehouse management and out-of-the-box
distribution models, W&D division is continuously achieving Key Performance Indicators
(KPI) set by its customers. TCS Logistics has also implemented ISO 9001 as an assurance of
the quality of service provided to its customers. W&D is not rigid in its approach and
believes fully in offering customized solutions to its customers that best fit their specific
logistics and supply chain needs. The Inventory Management & Warehousing process has
been automated with an in-house web-based management system “WMS” that provides
online access and real-time information to customers for ordering, monitoring and
managing their stocks.
The current range of specialized services includes:
•
•
•
•
•
•
•

Warehousing
Transportation and Distribution
Value addition and Stock Repacking
Bar coding & labeling
Warranty Management
Reverse Logistics
Project Management

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•
•

Customs Clearance
Freight (Air & Sea)

Overland Express
Formed 2 decades ago, (year 1989), TCS Overland Express is also the market leader in doorto-door goods transportation business in Pakistan by land through 40 and 50 ftrs containers.
This business is particularly suited for your bulk cargo movements to around 160 cities of
the country, delivery KPI within three working days, considering booking date zero at main
locations of Pakistan. Packaging of material facility is also available with the name of TCS
mover n packers to facilitate our household customers. Main product offerings of the
products are.
•
•
•
•
•
•

LCL (Loose container Load)
FTL (Full Container Load)
Hub to Hub delivery
Hub to Door delivery
Pallet boxes of 50 Kgs.
Built-in insurance of Rs 100 per kg

When it comes to secure, economical and time definite transportation of heavy cargo
shipments to any part of the country by land TCS Overland Express is the preferred choice of
a large corporate customer base. Our large corporate customer base includes:
Pharmaceutical Companies
Banking Sector
Major Printing Houses
Automotive Industry
Cellular Industry.

 Tranzum Companies & Services
Express & Logistics
TCS is the leading courier industry of Pakistan. With its 28 years of
experience in the express courier industry, it is widely trusted for
reliability, speed and convenience. TCS provides time sensitive
packages and business documents delivery services across Pakistan,
UK and United Arab Emirates. A wide range of document, parcel
and cargo services both domestic and international are offered.
Mail Management Solution
MMS - Mail Management Solution stands upon the single largest
investment in infrastructure, made by TCS for continuous delivery
of value. MMS is equipped with state of the art printing and sorting

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technology that has been sourced from the best suppliers across Europe and Asia Pacific.
This makes TCS the only end to end solution provider in the category with the largest
delivery network in Pakistan.
Gifts & Greetings
TCS Sentiments Express is a personalized, high valued gift delivery
service offering a wide array of gifts from gourmet cakes, floral
bouquets, ethnic sweets, to various other elegantly wrapped gifts,
delivered with a personalized greeting card in Pakistan. Since 1989, TCS
Sentiments Express has been part of TCS, the leading air express
courier in Pakistan. In the time, it has become Pakistan’s premier gift
delivery and greetings service.
Air Freight Solutions
TCS Aviation, a division of TCS Private Limited, specializes in delivering
customized air freight solutions for Freight Forwarders, Pharmaceutical
Industry, Charities & Relief Organizations, Government Departments,
Airlines, General Sales Agents, Oil & Automotive Industries and Brokers.
TCS Aviation operates with a dedicated fleet of aircraft & worldwide
offices in Pakistan, Dubai and London. You can be assured that we would
fulfill your air freight & charter requirements to your satisfaction.
Supply Chain
TCS Logistics Private Limited was incorporated on June 2002. Started
as a transport provider however it soon grew into a total logistics
solution company offering trucking, distribution & warehousing
facility in response to strong customer demand.
Visa Facilitators
Visatronix, a division of Intiana Private Limited, extends booking
facilities for visa applicants in the non-immigrant (work, visit, study)
categories for applicants all over Pakistan for Canada, India, Spain,
Italy, Malta and South Africa. Applications are booked on a "Return
Service Basis" at selected TCS Express Centres in all major cities.
Travel Services
Intiana, a Tranzum enterprise, offers services for Umrah & Travel.
Intiana is dedicated to facilitating our customers in meeting all their
travel related needs with personalized services and well-trained staff
for customer support.

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Event Management
Octara is an independent business unit of TCS Private Limited. With a
team of dedicated professionals in the fields of event management,
publications, marketing and corporate services, Octara is geared to
provide the best possible solutions in these areas to the corporate,
government and NGO sectors in Pakistan and the UAE.

 REGIONAL OFFICES:
TCS with the oldest and most reliable services have 3 regional offices all around the PAKISTAN which
are covering the entire nation.

SOUTH REGION

CENTER CENTRAL REGION NORTH REGION

KARACHI

LAHORE

RAWALPINDI

QUETTA

MULTAN

ISLAMABAD

SUKKAR

FAISALABAD

PESHAWAR

 COMPETITORS:
Following are the competitors of TCS in Pakistan.












LEOPARDS COURIER
DHL
FEDEX
OCS
SKYNET WORLDWIDE EXPRESS
GOLDEN PACIFIC INTERNATIONAL COURIER
COSTA LOGISTICS
TNT PAKISTAN
AIR EXPRESS COURIER
AERO EXPRESS INTERNATIONAL COURIER AND CARGO
5 STAR COURIER SERVICE

 MARKET ANALYSIS
TARGET MARKET:

Tranzum curries and services (tcs) main target market is high or upper level corporate and
businesses. Tcs commonly provide services on large scale to GETZ Pharma, ufone, telenor,
mobilink telcom, financial intermediaries and many more. Tcs target those companies and

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those businesses which are helpful in gathering large quantity of capital in a short interval of
time.
BUSINESS MARKET:

Tcs offers a service required by all types businesses regardless to nature size type
productivity etc thus Tcs target market consist of business or corporate market. Corporate
Market In corporate sector two (2) major areas that TCS target through its various products
are.
BANKS/FINNANCIAL INSTITUTES:

The major target market, which generates heavy business for TCS. The main Product they use id
DOX (documents) in order to send drafts, cheques, agreements, correspondence etc. The main
customers are BANKS, Shipping Companies and corporate offices. TCS is traditionally dominant in
this sector.
EXPORT/IMPORT SECTOR:

Another major target market of TCS is the business sector, dealing in Export. So Export is
the basic target market of TCS. TCS attract this sector through its various heavy weight
parcels of different weights which include MEGA, JUNIOR, JUMBO, JUNIOR JUMBO and
HEAVY WEIGHT parcel express, to service export client with different needs.
SEGMENTATION:

TCS provides express and logistics services in the C2C, B2B and B2C segments. This it does
through a wide network of "155" offices making it the biggest network in the country,
along with over " 425 " retail outlets and over 2000 online and offline locations nationwide
ideally located for easy customer access.TCS has 1 dedicated chartered plane Boeing 737
and over 230 fully equipped modern satellite-tracked ground vehicles, 2700 plus couriers
and more than 6000+ experienced people to facilitate the swift and secure operations.
C2C:

C2C segmentations contains wide range of cities which being recently covered by TCS. This
segment contains cities/Towns like Minchanabad, HavelyLakah etc. This segment consists of
those cities which are backward and mostly there are rarer or sometimes no shipments to
that areas. Shipment through this segment is quite greater than other segment due to new
starting or due to no good response.
B2B:

B2B segment contain wide range of cities as compared to C2C segment. Because this
segment is mature now. Cities involves in this segment are BAHAWALNAGAR,
BAHAWALPUR, ARIFWALA etc. This segment is mature and advanced segment of TCS as

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compared to C2C. Daily shipment from the outlets of B2B recorded as 100+/day (DATA
provided by TCS).
A2A:

A2A segment Mostly called on-road segment, because of its linking on the same road and
geographically look alike same as other. This is most old and mature segment of TCS. This is
the 1stSegment launched by TCS. Shipment details vary from day by day due to high range
of shipments, Approximately 5000+ shipments/day done on this track. Cities include in this
segment are SAHIWAL, LAHORE, MULTAN etc.
C2OTHERs:

In some cases of i.e of sending UNIVERSITY form TCS allow C2B or C2A segment but with the
additional cost implements. This cost Vary according to different conditions or according to
different circumstances. (VICE-VERSA)

 MARKETING CHANNEL:
PRINT MEDIA:

In Print Media we should Emphasis on THREE (3) aspects of the products and then use them
as the base of theme. Priority Relaxation Money Back Guarantee.
Electronic Media:

To attract the reader’s attention, both footage and words are being utilized to communicate
the concept clearly. Following aspects will be prominent and identical in all advertisement
.Product, Logo and Slogan Companies Logo and Slogan Product Tag Line Explanation of the
footage.

 MARKETING MIX ANALYSIS
Marketing mix of TCS comprises of 7Ps
1.
2.
3.
4.
5.
6.
7.

Product
Packaging
Promotion
Placement
Pricing
People
Process
PRODUCT

TCS offers a wide variety of services under its different brands. It operates in 4 countries,
Pakistan being its country of origin; other countries are UAE, Canada and UK. For each of
these countries different brands are offered except for “Sentiments Express” which is also

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offered in Canada, UK and UAE with the same brand name. In Pakistan it offers the following
brands:
TCS Service Express
Overland Express
Sentiments Express
Flying Warehouse

PACKAGING:
For documents two types of envelopes are available, a large brown colored one with TCS
logo and slogan on the top left corner and the web address and call center number on
the bottom left corner. The other one is relatively smaller, white colored with
red colored back closing flap and a red line border on the front bottom side and
brand names under TCS in watermark print above the red line, TCS logo on the
top left corner and website address on the top right corner and a space for recipient’s
postal address in the center on t h e f r o n t a n d s e n d e r ’ s i n t h e c e n t e r t o p o f t h e
b a c k s i d e . T h e w a t e r m a r k p r i n t i s n o t attractive and not adequately visible. For
parceling two special types of packaging is available:
1. Red box

2. Express tube

PROMOTION:

Previously TCS sales activities were driven by the operations but now they are sales and
marketing driven. For the purpose of promotion TCS divides its
c u s t o m e r s i n t o t w o segments; walk-in/ cash customers and corporate/ credit
customers.
The
cash
customers
are again divided into domestic and household customers and credit cus
t o m e r s a r e divided into banks and other companies. Promotional tools are used
according to their suitability and effectiveness for particular customer segments.
For corporate customers:

Desk calendars are also distributed among these companies.
E-Marketing is another tool which is recently being heavily utilized
for communicating service, pricing and distribution information to them.
Informative emails, brochures and catalogs are sent to specific business
organizations.
TCS runs loyalty programs for key customers on a quarterly basis and also
sends some gifts annually and/or on special occasions.
A wide representation in seminars and conferences and arra
n g i n g workshops, seminars and conferences in collaboration with the business
partners.

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For mass marketing:
Pena flex Billboards are also used to quite some extent for
i n c r e a s i n g recognition.
Fashion journal are also used for promotion purpose particularly for the
Sentiments Express.
Vehicles painted in red with TCS logo on both sides, motor bikes with red boxes on
the carriers again with the logo and the standard uniforms of the couriers are used
to increase visibility.
For new campaigns and services, ads are painted on the backdoors of the
TCS vans and Trucks.
Stalls in exhibitions and trade shows such as ITCN, Lifestyle, Ideas and
Expo Pakistan.
For internal marketing:

B o a r d s a n d o t h e r m a t e r i a l o b j e c t s a r e u s e d f o r e mp l o y e e s . I n t h e
Sentiments Express a MARCOM calendar is used to mention the
u p c o m i n g e v e n t s a n d occasions of the year.
PLACEMENT:

TCS services are available at Express Centers all over Pakistan. TCS has overall
250 point of contact all over Pakistan. All TCS outlets are air-conditioned and have adequate
space for customers. Keeping in mind the rush hours, many outlets have two
waiting rooms and two or more service counters. T C S h a s a n o p e r a t i o n a l s e t u p i n
four countries Pakistan, Canada, UK and UAE also including Middle East
a n d S o u t h A s i a a n d h a s t h e a b i l i t y o f d e l i v e r i n g i n o v e r 2 0 0 countries.
PRICING:
TCS mainly focuses on Cost based pricing & Value pricing strategies when it
comes to the mode of transaction to use in exchange of providing its services. As a service
retailer TCS indicates “Quality-Service” to its consumers. As the company deals in
consumer requirements such as security & reliability, it guarantees qualityservice & therefore is more expensive than its competitors in Pakistan. S p e e d E x ,
FedEx & DHL being direct competitors have an edge over TCS regarding
lower prices. SpeedEx being a Government Organization and FedEx & DH
L being International Brands do not incur high costs as compared to TCS
( b e i n g a p r i v a t e & domestic organization). Therefore TCS charges are higher than its
competitors. TCS identifies its destinations in the form of zones & charges service
fees according to those specified zones. On the international scale, countries are also
segmented into zones& domestically
cities
are mapped
into
zones as
well. Shipments within & outside zones a l s o d e p e n d o n t h e w e i g h t o f t h e
g o o d s b e i n g t r a n s f e r r e d . T h e y h a v e a c k n o w l e d g e d standards regarding the
weight of the goods being carried & devised pricing strategies accordingly.

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March 30, 2013
PEOPLE:

The employees are divided into two levels; management and nonm a n a g e m e n t . The management level includes employees from grade 6 to
grade 12. At and above the seventh grade all the employees are given cars and other
facilities. The non management level comprises of employees below grade six and
includes couriers. The couriers are again categorized as incentive couriers
and salaried couriers. The incentive couriers are pain on commission basis per
delivery. They are not given company uniforms and use their own bikes. The
salaried couriers are on the payroll of the company and are given
cell phones and motorbikes and therefueling of their bikes is also the co
m p a n y ’ s responsibility
PROCESS:
In the outlets located in the areas with a large number of customers there are
often two waiting rooms and more than one counter. As soon as the second
waiting room starts being occupied a second counter is opened. The process starts by
greeting and welcoming the customer, taking the order, sending the document or parcel
at the ware house, then sorting of the parcels takes place, after that the
consignment are loaded on the specific air craft, after reaching the desired
station processing takes place, the couriers take the parcel to the desired location and
delivers the parcel with a smile. All the couriers are given cell phones so that they can easily
and conveniently contact the company whenever required. Within the departments
the company maintains an open door policy. The employee can freely communicate
with each other and with their heads or even the CEO. A c o m p l e t e d a t a b a s e o f
corporate customers is maintained such that an order can
be booked even after the
official
timings by using the
UAN number
o f t h e p a r t i c u l a r company.

 HR ANALYSIS OF TCS
TCS BENEFITS:

Once you join the TCS team you become part of a family of achievers and leaders,
working in a friendly and motivating environment that presents you with many
incentives to put your best foot forward and move ahead in your career.

Once you join the TCS team you become part of a
family of achievers and leaders, working in a friendly and motivating environment that
presents you with many incentives to put your best foot forward and move ahead in your
career.

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Long service is highly revered at TCS. Team members
who hit the 10, 15 or 20 year mark, are presented with Memento of Recognition as a token
of appreciation for their commendable devotion.

No effort is ever gone unnoticed at TCS. Bonus and
Incentives are granted during the performance year, and the size of the reward depends on
one’s merit. Moreover, employees who demonstrate exceptional performance are
rewarded monetarily and non-monetarily with one or more of the many accolades including
Employee of the Month, Achievement and Innovation awards.

By partnering with the finest service providers, TCS
offers its employees the best medical and welfare plans for the well-being of Colleagues and
that of their families.

 HIRING PROCESS OF TCS:
TCS follows the below mentioned steps most of the time while hiring employees for
their organization.
1. Establish Selection Criteria (Employer)
2. Advertise Vacancy (Employer)
3. Provide information to prospective candidates (position descriptions etc)
(Employer)
4. Respond to advertisement (Candidate provides CV, application form etc)
5. Shortlist (Employer)
6. Interview (Employer and Candidate)
7. Psychometric Assessment (Candidate)
8. Reference Checking (Employer)
9. Recommendation to appoint (Employer)
10. Negotiate and Agree Terms and Conditions of Employment
11. Employer and Employee commence employment relationship
Tranzum Group has emerged as a leading business enterprise - with a team of over 4000
employees and 300 offices worldwide. Today Tranzum continues to grow on its humble
beginnings and enjoys great leverage on its worldwide infrastructure and operating
strengths with the experience of over 2 decades in the industry.

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

FINANCIAL ANALYSIS

INDUSTRY GROWTH CYCLE
Presently, the courier service industry is at its growing stage because there are
many other dimensions besides delivery of documents and parcel, for a firm providing
courier services. As, TCS has grown its business by developing a progressive master
enterprise, Tranzum, o f f e r i n g s e r v i c e s i n d i v e r s i f i e d i n d u s t r i e s i n c l u d i n g
e x p r e s s , l o g i s t i c s , warehousing, distribution, gift delivery services, mail order, travel &
tours, visa drop box, management development, event management & publi cations.
Akin to TCS, there is a great potential for other firms, to expand their business activities,
as well
EXTERNAL FORCES IMPACT:
ECONOMIC ASPECT:
As Pakistan is an emerging nation with a growth rate of 11.5% it
h a s b e c o m e a n attractive destination for the foreign companies to invest in.
This trend is favorable for the courier industry because new companies will start
of their operations in Pakistan in nearly every sector, form banks and automobiles to
telecommunication etc, they will seek courier services companies to carry out their
processes because they want their bills and other important documents to be
delivered on time with a proof of deliveries. Besides, GPD is also increasing with its
direct impact on per capita income. Per capita income in turn affects the disposable
income. With the increase of disposable income the buying power of the
consumer also increases, making them switch from the Pakistan postal services to
courier service industry.
POLITICAL & LEGAL ASPECT:
Stability of the govern ment holds a very important position in the
c o u r i e r i n d u s t r y because when the new government takes the charge, they develop
new legal policies that affect nearly all business environments. In the present government,
the monetary system a n d i t s a c t i v i t i e s a r e f u l l y f u n c t i o n a l . A c c e s s t o l o a n s
f r o m t h e b a n k i s n o w a n e a s y option, increasing the buying power of the
common customer and is favorable for the courier service industry.
SOCIAL/CULTURAL ASPECT
Celebrating mother’s day and Valentine’s Day in Pakistan is clear evidence, showing the
impact of highly influential American and European culture. Besides this, media
and foreign channels are changing the life styles of the people, making it faster
day by day. Now customers demand quicker, faster and reliable services. With
these changes in our culture, the courier service industry has to keep pace with
the new trends by offering customers the required needs.
TECHNOLOGICAL ASPECT
Technology is changing on daily basis offering businesses new dimension to carry
out their operation. Similarly, in the courier service industry, technology is

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playing a very i m p o r t a n t r o l e i n p r o v i d i n g f a s t e r a n d r e l i a b l e
d e l i v e r y s e r v i c e s . T h o u g h t h e s e technologies demands major investment
by the company but in turn deliver producti ve results in terms of profit and gaining
competitive edge.

 CORPORATE SOCIAL RESPONSIBILITY:
Corporate Social Responsibility (CSR) has become a fundamental part of businesses today.
Being the largest courier and logistics company of Pakistan, TCS has not disregarded the
expectations of its stakeholders, and realizes its responsibility towards the country and
society. CSR constitutes the paying of taxes and the running of a tight and transparent
operation wherein the employees are well taken care of. In this regard, TCS has few peers
and can rightfully claim the high moral ground.
 In terms of Corporate Philanthropy TCS provides Free of Cost services to various welfare
societies and NGOs, helping their cause in its own way by providing Free of Cost (FOC)
basis delivery of their documents, as well as material and moral assistance. Included in
this list are organizations like SIUT, Sada Welfare Trust, SOS Village, The Citizens
Foundation, The Edhi Foundation, etc. Through its Customer Magazine CONNECT, TCS
communicates profiles and news of these worthy causes to its vast database of blue chip
customers, providing them with its endorsement.
 In the Education Development sector, TCS provides sponsorships and free of charge
services to various institutes like IBA, LUMS, School of Leadership, as well as different
student bodies.
 TCS also helps various governmental organizations like Drug Enforcement Cell,
projecting the spirit of patriotism and working for a better Pakistan.
 Young Leaders of Pakistan: 10th Young Leaders Conference
2011: The middle of 2011, saw TCS (Private) Limited being the
Logistics Partner of School of Leadership at the forefront of the
10th Young Leaders Conference 2011. The theme for this year
was “Emaan, Ittehad, Tanzeem, Inqilaab”. This year also the
venue was none other the Sheraton, Karachi. The twelve
participants representing TCS (Private) Limited at this six day
mega conference organized by SoL was full of enthusiasm and
energy. The six day activities kept these future leaders of Pakistan on their toes and
were of a very challenging nature, to say the least which varied from day to day. These
prodigies were charting unknown terrain and as their minds bodies grappled with
creative & innovative ideas, they began to realize their true potential. Following are
excerpts taken from some of the participants feedback
received and what they had to say about this voyage of self
discovery.
 TCS Joins Hands with Leading Media Partners for Flood Relief
activity: The recent floods in Pakistan have caused devastation
of enormous proportions, leaving at least 1600 dead and
millions homeless. A large area the size stretching from
Pakistan¹s north to south has been destroyed. The ravaging

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floods wiped out thousands of houses, schools, shops, markets, hotels, parks, crops, and
billions rupees of investment. Till now many have lost the battle of their life. The
affected and survivors are also facing threat of death & disease. At the moment more
than six million desperately need emergency aid but most still have not received it. Tens
of thousands of villages remain under water. The floods are now covering an area size of
England. At least 160,000 square kilometers of land is covered with water. It is estimated
the country's economic losses could spiral to approximately $80 billion.

 Embracing the Future:
TCS Company is constantly spearheading change and adapting to meet the needs of
its customers. TCS sees the opportunities created by technology and encourages employees
to seize them. TCS employees excel as individuals while driving the company toward an
ambitious vision of the future. By virtue of the business partners’ presence in Dubai &
London, TCS brings its operations expertise to your doorstep, providing the fastest delivery
times all across the globe. TCS now provides the fastest connections worldwide from
Pakistan.
TCS is Pakistan's largest Express, Logistics and Supply Chain Company. TCS brand has
evolved into a symbol of trust & reliability, experiencing phenomenal growth and success
over the years. A company that has global reach and presence, the means and the resources
to propel your career into never before conquered horizons, a company that believes its
people are its most valuable asset, TCS welcome applications from ambitious, hard-working
individuals from any part of the world, with or without Experience.

 RECOMMENDATION:
 TCS should try expanding and grabbing more international market share to get
foreign exchange into the country which has started to harvest its land for business
cultivation. Maintaining focus on its core services and expanding itself into related
chain of services like introducing domestic and international airline services will give
TCS new streams of profits.TCS must take advantage of strategic location of Pakistan
and establish its own terminal and ports to handle specialized container packed sea
cargo.
 TCS should also start its own international cargo delivery towards end destinations
and try to make itself self reliant in international markets.
 Besides going into new business TCS should also strengthen its work force and train
them for expansion. Training programs for employees should be future oriented and
objective in nature.
 TCS should look closely towards their competitors who are rich in both experience
and finances and build a strategy to defend itself in future expansion plans of
competitors.

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 CONCLUSION:
TCS is an organization with its vision and continuously working to achieve it. They are
giving their services across the globe. Due to their trust and reliability and effective service
the word courier has been replaced by TCS.
They are building the good relations with customer.
I don’t see it challenging other online shops for market share but it definitely has potential
to grow and it wouldn’t be surprising to see it evolve into more of a gift shop backed by
authentic products and on time delivery in future even if its performance as a pure emarketplace isn’t stellar.
Just to conclude here, we know from people close to TCS that they are working on payment
processing gateway as well. This is in addition to mobile banking solution that TCS is working
on. Hence payments through their own branchless banking will be an option too, just in few
months.

Page 25

TCS REPORT

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