Unilever Pakistan is introducing a new ice cream product line called "Diletto Carnation" made solely from cow's milk. It will initially offer 3 flavors: strawberry, vanilla and chocolate. The product is positioned as healthier than other ice creams due to its low sugar content from the cow's milk. It will target posh markets since the cost will be higher than competitors like Wall's. A letter authorizes a report on Unilever's sales territory and time management practices, focusing on their tools, techniques and processes.
Orange Kool Juice is launching a new juice brand in Pakistan called Orange Kool. The presentation provides information on the company's mission, vision, objectives, product portfolio, and product details for Orange Kool Juice. Market research indicates there is both latent and regular demand for Orange Kool due to its positioning as a 100% pure orange juice without artificial ingredients. The company plans to target major cities in Pakistan and the upper/middle class by positioning Orange Kool as a healthier orange juice option that is competitively priced.
The document presents a strategic analysis for Unilever Pakistan's Wall's ice cream brand. It analyzes Wall's internal and external factors, competitors, and identifies opportunities and threats. Based on the analyses, two potential strategies are evaluated: 1) launching new diet ice creams with varied tastes, and 2) starting a new manufacturing unit in another city. The recommendation is to introduce a new range of diet ice creams, new stick ice cream flavors, and create an additional manufacturing unit.
- The document provides an overview of Continental Biscuits Limited (CBL), a biscuit manufacturing company in Pakistan with a 50.5% stake held by Kraft Foods.
- CBL owns the popular LU biscuit brand and has a manufacturing plant in Sukkur and head office in Karachi employing over 2,300 people total.
- CBL's main competitor is English Biscuit Manufacturers (EBM), which dominates the Pakistani biscuit market under its Peek Freans brand. EBM has been gaining market share with new products like its Farm House cookies.
- The presentation recommends ways for CBL to compete, such as product innovation, improved packaging/quality, increased distribution,
The document appears to be a marketing report submitted by students to their professor for a new chocolate product launch by company AASRR called CHOICE. The summary provides an overview of the company's objectives to introduce an innovative chocolate product in Pakistan, target multiple market segments, and utilize an effective marketing mix strategy including promotional activities to position the brand positively in the minds of consumers.
Continental Biscuits Limited (CBL) is a leading biscuit manufacturer in Pakistan established in 1984. It has a 30% market share and 5000 employees. CBL's vision is to become Pakistan's most preferred biscuit company through strong local and global brands, quality manufacturing, motivated employees, and shareholder returns. Its brands include Tuck, Prince, Candi, Tiger, Bakeri Classic, Gala, Zeera Plus, and Wheatable. CBL faces competition from EBM (Peak Freans), Ismail Industries, and Asian Food Industries. To become the market leader, CBL needs to innovate rather than imitate competitors and create a stronger customer perception.
Unilever formed in 1930 through the merger of Margarine Unie and Lever Brothers. It is the largest consumer goods company in Pakistan. Unilever is the world's largest ice cream manufacturer operating under the Heart brand, which is sold in over 40 countries. Wall's is Unilever's top ice cream brand in Pakistan, launched in 1993 after concluding there was potential in the Pakistani ice cream market. Wall's quickly became the dominant brand and now has a 35-40% market share in Pakistan.
Marketing ppt of launching a new productbilal khan
Orange Kool Juice is launching a new juice brand in Pakistan called Orange Kool. The presentation provides information on the company's mission, vision, objectives, product portfolio, and product details for Orange Kool Juice. Market research indicates there is both latent and regular demand for Orange Kool due to its positioning as a 100% pure orange juice without artificial ingredients. The company plans to target major cities in Pakistan and the upper/middle class by positioning Orange Kool as a healthier orange juice option that is competitively priced.
Marketing Plan of a new product line for bangladeshHasan Sajjid
This document presents a marketing plan for Refresh Drinks BD Ltd., which manufactures fruit juices and drinks. The company aims to increase its market share, product line, and profits while better satisfying customers and creating brand awareness. Its target segments are kids, teens, youth, working people, and the travel industry. Competitors include Shezan, Nestle, RC, Pran, and AFBL. Strengths include updated technology, quality products, and reasonable prices. Weaknesses include being new to the industry and having a small distribution network. The marketing mix discusses products, competitive pricing, promotion through various media, and distribution channels.
Orange Kool Juice is launching a new juice brand in Pakistan called Orange Kool. The presentation provides information on the company's mission, vision, objectives, product portfolio, and product details for Orange Kool Juice. Market research indicates there is both latent and regular demand for Orange Kool due to its positioning as a 100% pure orange juice without artificial ingredients. The company plans to target major cities in Pakistan and the upper/middle class by positioning Orange Kool as a healthier orange juice option that is competitively priced.
The document presents a strategic analysis for Unilever Pakistan's Wall's ice cream brand. It analyzes Wall's internal and external factors, competitors, and identifies opportunities and threats. Based on the analyses, two potential strategies are evaluated: 1) launching new diet ice creams with varied tastes, and 2) starting a new manufacturing unit in another city. The recommendation is to introduce a new range of diet ice creams, new stick ice cream flavors, and create an additional manufacturing unit.
- The document provides an overview of Continental Biscuits Limited (CBL), a biscuit manufacturing company in Pakistan with a 50.5% stake held by Kraft Foods.
- CBL owns the popular LU biscuit brand and has a manufacturing plant in Sukkur and head office in Karachi employing over 2,300 people total.
- CBL's main competitor is English Biscuit Manufacturers (EBM), which dominates the Pakistani biscuit market under its Peek Freans brand. EBM has been gaining market share with new products like its Farm House cookies.
- The presentation recommends ways for CBL to compete, such as product innovation, improved packaging/quality, increased distribution,
The document appears to be a marketing report submitted by students to their professor for a new chocolate product launch by company AASRR called CHOICE. The summary provides an overview of the company's objectives to introduce an innovative chocolate product in Pakistan, target multiple market segments, and utilize an effective marketing mix strategy including promotional activities to position the brand positively in the minds of consumers.
Continental Biscuits Limited (CBL) is a leading biscuit manufacturer in Pakistan established in 1984. It has a 30% market share and 5000 employees. CBL's vision is to become Pakistan's most preferred biscuit company through strong local and global brands, quality manufacturing, motivated employees, and shareholder returns. Its brands include Tuck, Prince, Candi, Tiger, Bakeri Classic, Gala, Zeera Plus, and Wheatable. CBL faces competition from EBM (Peak Freans), Ismail Industries, and Asian Food Industries. To become the market leader, CBL needs to innovate rather than imitate competitors and create a stronger customer perception.
Unilever formed in 1930 through the merger of Margarine Unie and Lever Brothers. It is the largest consumer goods company in Pakistan. Unilever is the world's largest ice cream manufacturer operating under the Heart brand, which is sold in over 40 countries. Wall's is Unilever's top ice cream brand in Pakistan, launched in 1993 after concluding there was potential in the Pakistani ice cream market. Wall's quickly became the dominant brand and now has a 35-40% market share in Pakistan.
Marketing ppt of launching a new productbilal khan
Orange Kool Juice is launching a new juice brand in Pakistan called Orange Kool. The presentation provides information on the company's mission, vision, objectives, product portfolio, and product details for Orange Kool Juice. Market research indicates there is both latent and regular demand for Orange Kool due to its positioning as a 100% pure orange juice without artificial ingredients. The company plans to target major cities in Pakistan and the upper/middle class by positioning Orange Kool as a healthier orange juice option that is competitively priced.
Marketing Plan of a new product line for bangladeshHasan Sajjid
This document presents a marketing plan for Refresh Drinks BD Ltd., which manufactures fruit juices and drinks. The company aims to increase its market share, product line, and profits while better satisfying customers and creating brand awareness. Its target segments are kids, teens, youth, working people, and the travel industry. Competitors include Shezan, Nestle, RC, Pran, and AFBL. Strengths include updated technology, quality products, and reasonable prices. Weaknesses include being new to the industry and having a small distribution network. The marketing mix discusses products, competitive pricing, promotion through various media, and distribution channels.
This document discusses Nestle's product portfolio using the BCG matrix. It analyzes four product categories: Stars, Cash Cows, Question Marks, and Dogs. Nescafe coffee brands are Stars with a high market share and growth rate in Bangladesh. Milk and noodles are Cash Cows that generate repeat purchases but have slower growth. Kit Kat chocolate has potential but lacks market share as a Question Mark. Other products like ice cream have never become power brands and are considered Dogs with low share and growth. The document recommends diversifying with new products, increasing investment in lower share items, using cash cows to support Dogs, and repositioning Question Marks.
Johnson & Johnson is a global healthcare company headquartered in New Jersey. It has over 110,000 employees worldwide and sells products in over 175 countries. In 2011, it achieved $65 billion in sales. The company focuses on consumer health, pharmaceuticals, and medical devices/diagnostics. It aims to provide high-quality products and services to improve health and quality of life. Johnson & Johnson faces competition from companies like Abbott Laboratories, Merck, Novartis, and Pfizer but maintains strength through its diverse product portfolio and strong brand loyalty.
The document provides information on several consumer goods companies operating in Pakistan, including Unilever Pakistan, Reckitt Benckiser, and Procter & Gamble. Unilever Pakistan is the largest FMCG company and operates factories around the country. It markets food brands like Knor and Blue Band, and personal care brands like Lux and Lifebuoy. Reckitt Benckiser is a global leader in household cleaning products and markets brands like Dettol, Durex, and Strepsils in Pakistan. Procter & Gamble entered Pakistan in 1991 and markets brands like Head & Shoulders, Oral-B, Vicks, and Safeguard soap. The companies utilize effective marketing strategies like brand building,
" Diletto Carnation " ice-cream business proposal for Walls PresentationShehroz Adil
This document discusses Wall's plans to launch a new cow's milk ice cream brand called Diletto Carnation. It will initially offer 3 flavors - strawberry, vanilla and chocolate. As a cow's milk product with low sugar, it is positioned as a healthier option that can be consumed by diabetics. The document outlines Wall's corporate structure, strategies, marketing plan, sales plan, challenges and training programs to support the launch of this new product. It emphasizes retaining and training sales staff to effectively promote Diletto Carnation in the market and capture market share.
Nestle Lanka PLC manufactures and distributes food and beverage products in Sri Lanka. Their Maggi instant noodle brand holds 45-50% of the noodle market share. Between 2008-2013, Maggi noodle revenue grew by 15% annually on average. The company faces competition from Prima and Alli noodle brands. To increase market share, Nestle will reposition Maggi as a family brand and launch new product lines fortified with vitamins and minerals while utilizing competitive pricing and widespread distribution. The marketing objectives are to increase Maggi's market share to 50-60% and brand awareness by 10% through new product launches, upgrading existing lines, and promotional activities over the next year.
This document provides a marketing proposal for McDonald's in 2015. It includes an agenda, background on McDonald's poor sales performance, a SWOT analysis, and opportunities for growth based on population projections. A competitive analysis of KFC and Burger King is presented. Research insights show consumers perceive McDonald's as unhealthy but still enjoy it. The proposal aims to re-ignite love for the brand by communicating that the food has been refined. A 3-phase communication plan is outlined using Jamie Oliver, digital contests, on-ground events, and emphasizing the satisfaction of "real food". The objectives are to increase sales 2% and change consumer perception of McDonald's.
Porter's Five Forces Model and Porter's Value Chain of NestleSubrienna Othman
This document discusses Porter's Five Forces model and Porter's value chain model using Nestle as an example. It analyzes Nestle using the five forces of competition, threat of new entrants, threat of substitutes, bargaining power of suppliers, bargaining power of customers, and competitive rivalry. It then describes Nestle's value chain including primary activities like inbound logistics, operations, outbound logistics, marketing and sales, and services. It also discusses Nestle's supporting activities such as procurement, human resource management, technological development, and infrastructure.
National Foods is a Pakistani food company that produces over 110 products across 13 categories. It was founded in McCormick, USA. The company uses various analytical frameworks like PESTEL analysis, Porter's Five Forces, and SWOT analysis to evaluate its macroenvironment, microenvironment, and competitive position. National Foods targets various consumer segments in Pakistan and abroad based on age. It employs integrated marketing strategies including advertising, personal selling, sales promotion, and public relations.
Managerial analysis of Innovative Biscuits (Pvt) Ltd.Malik Umar Hayat
Here are the key points about organizing at Innovative Biscuits Pvt Ltd:
- The organizational structure is organic with decentralized authority and wide spans of control. Cross-departmental and cross-hierarchical teams are formed for projects.
- Work is specialized with each person focused on specific tasks. However, job rotation is also practiced when needed.
- Departments are organized based on functions like production, marketing, finance etc. Some process and customer based departments also exist.
- There is a clear chain of command from top managers to middle managers to frontline managers. However, an open-door policy allows free flow of information.
- Decision making is decentralized with managers having authority. However, strategic
Company : Unilever
International ICT Business - Telkom University 2015
*Dhaifina Idznitia Apriyani Naimi
*Isradila
*Nurul Fithri Sylvani
*Amasel A. Swasono
*Lui Anbar Rhainata
Shan Foods is a rapidly growing food company present in over 50 countries. It started 25 years ago from a single small room and has grown to become one of the largest exporters of premium quality packaged spices, recipe mixes, pickles, and desserts. Shan Foods is dedicated to ensuring consistent products through well-equipped production techniques and works with quality suppliers to diligently select the best quality spices.
This document is a report submitted by students Umra Shafqat, Ahsan Faraz Nezam, and Adnan Yousuf to their teacher Sheikh Imran about the marketing management of Wall's Ice Cream company towards its products. The report provides an executive summary and introduction about Wall's Ice Cream in Pakistan. It then discusses the reasons for introducing the Paddle Pop Magilika ice cream, the company's orientation towards the marketplace, an analysis of the marketing environment, and the company's strategic planning and objectives. The report is intended to evaluate Wall's marketing processes and provide details about the launch and marketing of specific ice cream products in Pakistan.
Shezan Marketing Report - Final Project - 2017 - UCPFaHaD .H. NooR
Shezan is a Pakistani beverage company established in 1964 that produces fruit juices and other products. It has a wide product line of juices but faces challenges with weak distribution, lack of creativity in advertising, and weak positioning of products. The document recommends that Shezan improve its marketing mix by increasing distribution areas, using more promotional strategies like print and electronic media, and increasing its advertising budget to build its brand image.
National Foods Limited is a major Pakistani food company founded in 1970 that started as a spice company and now provides food products to 33 countries. It is led by CEO Abrar Hassan and has a diverse product line including sauces, snacks, spices, and more. National Foods employs marketing strategies like promotions, diversification, and relationship building. It aims to expand internationally as a key opportunity while new competitors pose the main threat.
The document provides information on Olpers milk brand produced by Engro Foods in Pakistan. It discusses Olpers' competitors including Nestle Milk Pak and Good Milk. It outlines Olpers' target market segments including men, children, and women (mainly housewives). The document also summarizes Olpers' positioning strategies such as unique packaging in red color, promotions through TV, print, and radio ads, and targeting occasions like Ramadan. However, it notes some positioning gaps reported by customers like the milk not tasting good in tea and prices being too high for lower classes.
The document discusses key differences in marketing to low-income customers, also known as "Bottom of the Pyramid" customers. It notes that these customers have low and volatile incomes, limiting their purchasing power. As a result, affordability must be central to serving this segment. Additionally, distribution channels may need to be modified to reach low-income customers effectively. The document also discusses product modifications like smaller sizes, as well as promotional channels suitable for this segment like local forms of promotion.
It then assesses whether low-income customers would be a profitable target for Unilever in Brazil, noting potential problems and rewards. While individual buying power is low, the aggregate power is high. A new challenge is achieving low cost
The marketing plan summarizes The Glimmerz Limited's strategy to launch a new juice product called "Refresh" in Lahore, Pakistan. It includes an executive summary of the plan, situation analysis of the market, objectives to gain market share and increase profits, and tactical programs for product, promotion, pricing and distribution. The plan involves advertising on TV, print media, billboards and distributing product samples to introduce Refresh and target various customer segments in Lahore. It establishes a budget and timeline for implementation from May to August 2010.
New Product Launching Project On Al-Halal CompanyChoudhry Asad
This document provides a situational analysis and marketing plan for Fresher Juice, a new product launched by Al-Hilal Industries in Pakistan. It discusses the company and product background, current products, target market, competitors, and external forces. The marketing strategy focuses on customer value, market segmentation, targeting, and positioning. Objectives are to maintain steady growth, attract new long-term customers, and achieve market stability through promotional activities. Distribution will occur in major cities through a channel of distributors, wholesalers and retailers.
This document analyzes a quantitative study comparing Coca-Cola and Pepsi. It conducted interviews of 53 individuals ages 20-25 to determine factors influencing their preferred soda brand. The results showed that 60% of respondents preferred Coca-Cola as their choice. While Pepsi has made efforts to appeal to younger audiences, Coca-Cola was found to be more popular and satisfy customers more based on availability, quality, taste, and brand loyalty. Therefore, the study concludes that Coca-Cola remains ahead of Pepsi as the most satisfied soda brand for consumers.
Analysis of Market Scenario (Hot Tea Stall) of Ispahani Tea and Competitors i...Hasan Bappy
The document is an internship report submitted by Md. Hasan Murad analyzing the market scenario of Ispahani Tea and its competitors in hot tea stalls in Dhaka City. It provides background on Ispahani as a company and the tea market, describes Murad's internship activities, and analyzes survey results on brand awareness, preferences, and reasons for customer loyalty or switching among tea stall owners. The report then makes recommendations to help Ispahani address challenges from competitors and regain market share in the hot tea stall segment.
This document discusses Nestle's product portfolio using the BCG matrix. It analyzes four product categories: Stars, Cash Cows, Question Marks, and Dogs. Nescafe coffee brands are Stars with a high market share and growth rate in Bangladesh. Milk and noodles are Cash Cows that generate repeat purchases but have slower growth. Kit Kat chocolate has potential but lacks market share as a Question Mark. Other products like ice cream have never become power brands and are considered Dogs with low share and growth. The document recommends diversifying with new products, increasing investment in lower share items, using cash cows to support Dogs, and repositioning Question Marks.
Johnson & Johnson is a global healthcare company headquartered in New Jersey. It has over 110,000 employees worldwide and sells products in over 175 countries. In 2011, it achieved $65 billion in sales. The company focuses on consumer health, pharmaceuticals, and medical devices/diagnostics. It aims to provide high-quality products and services to improve health and quality of life. Johnson & Johnson faces competition from companies like Abbott Laboratories, Merck, Novartis, and Pfizer but maintains strength through its diverse product portfolio and strong brand loyalty.
The document provides information on several consumer goods companies operating in Pakistan, including Unilever Pakistan, Reckitt Benckiser, and Procter & Gamble. Unilever Pakistan is the largest FMCG company and operates factories around the country. It markets food brands like Knor and Blue Band, and personal care brands like Lux and Lifebuoy. Reckitt Benckiser is a global leader in household cleaning products and markets brands like Dettol, Durex, and Strepsils in Pakistan. Procter & Gamble entered Pakistan in 1991 and markets brands like Head & Shoulders, Oral-B, Vicks, and Safeguard soap. The companies utilize effective marketing strategies like brand building,
" Diletto Carnation " ice-cream business proposal for Walls PresentationShehroz Adil
This document discusses Wall's plans to launch a new cow's milk ice cream brand called Diletto Carnation. It will initially offer 3 flavors - strawberry, vanilla and chocolate. As a cow's milk product with low sugar, it is positioned as a healthier option that can be consumed by diabetics. The document outlines Wall's corporate structure, strategies, marketing plan, sales plan, challenges and training programs to support the launch of this new product. It emphasizes retaining and training sales staff to effectively promote Diletto Carnation in the market and capture market share.
Nestle Lanka PLC manufactures and distributes food and beverage products in Sri Lanka. Their Maggi instant noodle brand holds 45-50% of the noodle market share. Between 2008-2013, Maggi noodle revenue grew by 15% annually on average. The company faces competition from Prima and Alli noodle brands. To increase market share, Nestle will reposition Maggi as a family brand and launch new product lines fortified with vitamins and minerals while utilizing competitive pricing and widespread distribution. The marketing objectives are to increase Maggi's market share to 50-60% and brand awareness by 10% through new product launches, upgrading existing lines, and promotional activities over the next year.
This document provides a marketing proposal for McDonald's in 2015. It includes an agenda, background on McDonald's poor sales performance, a SWOT analysis, and opportunities for growth based on population projections. A competitive analysis of KFC and Burger King is presented. Research insights show consumers perceive McDonald's as unhealthy but still enjoy it. The proposal aims to re-ignite love for the brand by communicating that the food has been refined. A 3-phase communication plan is outlined using Jamie Oliver, digital contests, on-ground events, and emphasizing the satisfaction of "real food". The objectives are to increase sales 2% and change consumer perception of McDonald's.
Porter's Five Forces Model and Porter's Value Chain of NestleSubrienna Othman
This document discusses Porter's Five Forces model and Porter's value chain model using Nestle as an example. It analyzes Nestle using the five forces of competition, threat of new entrants, threat of substitutes, bargaining power of suppliers, bargaining power of customers, and competitive rivalry. It then describes Nestle's value chain including primary activities like inbound logistics, operations, outbound logistics, marketing and sales, and services. It also discusses Nestle's supporting activities such as procurement, human resource management, technological development, and infrastructure.
National Foods is a Pakistani food company that produces over 110 products across 13 categories. It was founded in McCormick, USA. The company uses various analytical frameworks like PESTEL analysis, Porter's Five Forces, and SWOT analysis to evaluate its macroenvironment, microenvironment, and competitive position. National Foods targets various consumer segments in Pakistan and abroad based on age. It employs integrated marketing strategies including advertising, personal selling, sales promotion, and public relations.
Managerial analysis of Innovative Biscuits (Pvt) Ltd.Malik Umar Hayat
Here are the key points about organizing at Innovative Biscuits Pvt Ltd:
- The organizational structure is organic with decentralized authority and wide spans of control. Cross-departmental and cross-hierarchical teams are formed for projects.
- Work is specialized with each person focused on specific tasks. However, job rotation is also practiced when needed.
- Departments are organized based on functions like production, marketing, finance etc. Some process and customer based departments also exist.
- There is a clear chain of command from top managers to middle managers to frontline managers. However, an open-door policy allows free flow of information.
- Decision making is decentralized with managers having authority. However, strategic
Company : Unilever
International ICT Business - Telkom University 2015
*Dhaifina Idznitia Apriyani Naimi
*Isradila
*Nurul Fithri Sylvani
*Amasel A. Swasono
*Lui Anbar Rhainata
Shan Foods is a rapidly growing food company present in over 50 countries. It started 25 years ago from a single small room and has grown to become one of the largest exporters of premium quality packaged spices, recipe mixes, pickles, and desserts. Shan Foods is dedicated to ensuring consistent products through well-equipped production techniques and works with quality suppliers to diligently select the best quality spices.
This document is a report submitted by students Umra Shafqat, Ahsan Faraz Nezam, and Adnan Yousuf to their teacher Sheikh Imran about the marketing management of Wall's Ice Cream company towards its products. The report provides an executive summary and introduction about Wall's Ice Cream in Pakistan. It then discusses the reasons for introducing the Paddle Pop Magilika ice cream, the company's orientation towards the marketplace, an analysis of the marketing environment, and the company's strategic planning and objectives. The report is intended to evaluate Wall's marketing processes and provide details about the launch and marketing of specific ice cream products in Pakistan.
Shezan Marketing Report - Final Project - 2017 - UCPFaHaD .H. NooR
Shezan is a Pakistani beverage company established in 1964 that produces fruit juices and other products. It has a wide product line of juices but faces challenges with weak distribution, lack of creativity in advertising, and weak positioning of products. The document recommends that Shezan improve its marketing mix by increasing distribution areas, using more promotional strategies like print and electronic media, and increasing its advertising budget to build its brand image.
National Foods Limited is a major Pakistani food company founded in 1970 that started as a spice company and now provides food products to 33 countries. It is led by CEO Abrar Hassan and has a diverse product line including sauces, snacks, spices, and more. National Foods employs marketing strategies like promotions, diversification, and relationship building. It aims to expand internationally as a key opportunity while new competitors pose the main threat.
The document provides information on Olpers milk brand produced by Engro Foods in Pakistan. It discusses Olpers' competitors including Nestle Milk Pak and Good Milk. It outlines Olpers' target market segments including men, children, and women (mainly housewives). The document also summarizes Olpers' positioning strategies such as unique packaging in red color, promotions through TV, print, and radio ads, and targeting occasions like Ramadan. However, it notes some positioning gaps reported by customers like the milk not tasting good in tea and prices being too high for lower classes.
The document discusses key differences in marketing to low-income customers, also known as "Bottom of the Pyramid" customers. It notes that these customers have low and volatile incomes, limiting their purchasing power. As a result, affordability must be central to serving this segment. Additionally, distribution channels may need to be modified to reach low-income customers effectively. The document also discusses product modifications like smaller sizes, as well as promotional channels suitable for this segment like local forms of promotion.
It then assesses whether low-income customers would be a profitable target for Unilever in Brazil, noting potential problems and rewards. While individual buying power is low, the aggregate power is high. A new challenge is achieving low cost
The marketing plan summarizes The Glimmerz Limited's strategy to launch a new juice product called "Refresh" in Lahore, Pakistan. It includes an executive summary of the plan, situation analysis of the market, objectives to gain market share and increase profits, and tactical programs for product, promotion, pricing and distribution. The plan involves advertising on TV, print media, billboards and distributing product samples to introduce Refresh and target various customer segments in Lahore. It establishes a budget and timeline for implementation from May to August 2010.
New Product Launching Project On Al-Halal CompanyChoudhry Asad
This document provides a situational analysis and marketing plan for Fresher Juice, a new product launched by Al-Hilal Industries in Pakistan. It discusses the company and product background, current products, target market, competitors, and external forces. The marketing strategy focuses on customer value, market segmentation, targeting, and positioning. Objectives are to maintain steady growth, attract new long-term customers, and achieve market stability through promotional activities. Distribution will occur in major cities through a channel of distributors, wholesalers and retailers.
This document analyzes a quantitative study comparing Coca-Cola and Pepsi. It conducted interviews of 53 individuals ages 20-25 to determine factors influencing their preferred soda brand. The results showed that 60% of respondents preferred Coca-Cola as their choice. While Pepsi has made efforts to appeal to younger audiences, Coca-Cola was found to be more popular and satisfy customers more based on availability, quality, taste, and brand loyalty. Therefore, the study concludes that Coca-Cola remains ahead of Pepsi as the most satisfied soda brand for consumers.
Analysis of Market Scenario (Hot Tea Stall) of Ispahani Tea and Competitors i...Hasan Bappy
The document is an internship report submitted by Md. Hasan Murad analyzing the market scenario of Ispahani Tea and its competitors in hot tea stalls in Dhaka City. It provides background on Ispahani as a company and the tea market, describes Murad's internship activities, and analyzes survey results on brand awareness, preferences, and reasons for customer loyalty or switching among tea stall owners. The report then makes recommendations to help Ispahani address challenges from competitors and regain market share in the hot tea stall segment.
This document proposes opening a Fix My Phone cellular repair business. It discusses the growing market for phone repairs due to phones' fragility and expense. While wireless job growth may slow, demand for repairs will remain high as older phones need fixing. The repair industry is fragmented with many small independent shops. Fix My Phone plans to franchise its brand, setting an initial franchise price of $40,000. The proposal covers supply and demand analysis, costs, competition and other factors relevant to launching this business.
This document proposes a sales promotion project for Pining's Watermelon Wholesale and Retail Store to increase sales. The project will involve sampling, giving out free fishnet bags, distributing coupons for discounts, and offering rebates to creditors. It outlines a budget of 2,700 pesos and evaluation methods to assess if sales increased and customers were attracted during the promotional period between November and May. The goal is to make the store the top watermelon distributor in Southern Luzon and continually grow its customer base and sales.
Walls is a leading ice cream brand in Pakistan and uses a combination of push and pull strategies to promote its products. It utilizes various promotional tools including advertising, sales promotions, and public relations. Walls advertises heavily on television and print media. It also engages in sales promotions such as discounts, coupons, and special offers. Additionally, Walls focuses on building strong relationships with customers, distributors, retailers, and street vendors through various incentive programs. Walls allocates its promotional budget using an objective-and-task method to fund its defined promotional goals and activities.
Small Business Plan for a Fast Food Court Puja Dhar
This document outlines the business plan for Happy House, a proposed fast food restaurant in Sylhet, Bangladesh. The plan details Happy House's vision to be a leading integrated food service group through consistent quality and customer service. Their mission is to attain excellence through innovation and living their values. Key goals include being one of the most successful fast food outlets in Sylhet and becoming a premier local brand. The plan provides an analysis of the market opportunity and competitors, and outlines Happy House's products, pricing strategy, target customer segmentation, and a SWOT analysis. It concludes that starting small can be less risky than a larger initial investment.
To be hired to assist the supervisor.
Chefs: 2 experienced chefs to be hired to develop menu items and
oversee food preparation.
Wait Staff: Initially plan to hire 6 wait staff to handle lunch and
dinner shifts.
Host/Cashier: 1 host/cashier to greet customers and handle
payments.
Janitorial: Contract cleaning services.
Accountant: Part-time accountant for bookkeeping and financial
reporting.
Marketing Plan
Website Development
Social Media Marketing
Print Advertising
This document provides an overview of sales organizations, including definitions, characteristics, structures, principles, types, functions, and managers. It defines a sales organization as a structured framework that coordinates selling activities to achieve objectives like maximizing sales and profits. The structures can include line, line and staff, functional, and committee forms. Principles include unity of objectives, specialization, and coordination. There are also functional, product, consumer, and area types of sales organizations.
This document discusses the differences between how startups and large companies operate and innovate. It notes that startups search for an unknown business model through experimentation and pivoting, while large companies execute known business models. It also outlines different types of innovation that large companies can pursue, including disruptive, continuous, and process innovation. Challenges for large companies include balancing metrics and structures that focus on execution versus those needed for innovation. The document advocates for adopting startup-like approaches such as experimentation, prototyping, and iterating quickly within large organizations.
This document provides a business plan for a smoothie and juice bar called Smoothie Bar-celona. The plan outlines the vision, mission, and strategic goals of providing healthy, natural fruit juices and smoothies. It analyzes the smoothie industry, target market, and competitive landscape. Financial projections estimate increasing sales over five years as additional locations are opened. The plan also addresses operations, marketing, human resources, and risks to establish a viable smoothie business.
Walls uses a combination of push and pull promotional strategies in Pakistan. It utilizes various tools - advertising, sales promotions, and public relations. For advertising, Walls runs campaigns on TV and print media featuring celebrities. Sales promotions include discount coupons, offerings, and cycling systems for distributors. Public relations efforts include sponsoring art exhibitions and building strong relationships with customers, distributors, and retailers through incentives. Walls sets its promotional budget using an objective-and-task method, defining objectives and estimating costs to perform necessary tasks to achieve those objectives.
Amul is launching an ice cream line in Pakistan with unique marketing strategies. It will offer high quality dairy ice creams made from fresh milk without vegetable oils. Amul plans to target all customer segments by distributing affordably priced products nationwide through retailers initially in major cities. Its marketing mix will emphasize product variety, quality packaging and competitive pricing. Promotion efforts will include colorful advertising reminiscent of product designs to link ice cream with happiness. The goal is to capture market share by satisfying customers and gaining a loyal following.
Engro Corporation is a Pakistani multinational with subsidiaries in fertilizers, foods, chemicals, energy and petrochemicals. Engro Foods is a major subsidiary established in 2005 and is now a leading player in Pakistan's dairy industry. It has over 1,000 employees and markets products under 12 brands with a focus on Olper's milk and Omoré ice cream. While it faces competition, Engro Foods has pursued a differentiation strategy through emphasis on quality, taste and wide availability. The report recommends diversifying product lines, expanding farms and processing capacity, and exploring new markets to strengthen its position.
This document provides a marketing channel project report for Olper's Milk, a brand of Engro Foods Ltd. in Pakistan. It includes an introduction to Engro Foods and Olper's Milk, an analysis of the current state of Olper's milk marketing channels, and recommendations. The key points are:
- Olper's Milk uses a two-level distribution channel consisting of distributors who supply retailers, who then supply customers. It has an intensive distribution network across Pakistan.
- A gap analysis found differences between existing and desired states, such as opportunities for bulk breaking and new product development.
- Recommendations include focusing on customer demands through research, using advanced technology, value addition, cost
This document contains a marketing plan for Unilever Pakistan Ltd. It provides background on the company, which was established in 1948 and has expanded its product lines over the years. It outlines Unilever's vision, mission, objectives, brands, products, strategies, market segmentation, target market, positioning, and SWOT analysis. The strategies discussed include product development, human resources, finance, and acquisitions/mergers. The SWOT analysis identifies strengths such as its large size and marketing capabilities, and weaknesses such as importing most raw materials.
- The document is an internship report submitted by Muhammad Humza to the University of Management & Technology about his internship at C&B Marketing Services, the concessionaire for Walls Ice Cream in Pakistan.
- C&B Marketing Services is a division of Unilever Pakistan that distributes Walls Ice Cream products. The internship took place from May 1 to June 10, 2021 in the Accounts department.
- During the internship, Humza learned skills like teamwork, communication, time management and gained experience with tasks like verifying gate passes, entering data, and generating invoices.
Unilever is a multinational corporation selling consumer goods including foods, beverages, cleaning agents and personal care products. Unilever is a dual-listed company consisting of Unilever NV in Rotterdam and Unilever PLC in London.
Advertising: Presentation and promotion of ideas, goods, or services by an identifiedsponsor. Examples: Print ads, radio, television, billboard, direct mail, brochures andcatalogs, signs, in-store displays, posters, motion pictures, Web pages, banner ads , and emails.
Marketing project for graduate studentsWaqar Younis
Care is launching a gripe water product for babies in Pakistan. Their goals are to gain market share and resolve issues mothers face getting their babies to eat properly. They conducted a survey and found high demand for gripe water among middle and upper class mothers who are anxious about their baby's health. Care will promote the health and nutritional benefits of their sustainable and affordable product through media and direct customer contact to build awareness and position themselves as the first gripe water brand in Pakistan. Their main strengths are fewer competitors and focus on customer needs, but major challenges are lack of brand recognition and establishing product advantages.
The document provides details about a project report submitted for a Master of Business Administration degree. It discusses a study conducted on consumer perception and behavior regarding Verka dairy products in Punjab, India. The report includes an introduction covering the dairy cooperative Milkfed and Verka Milk Plant in Mohali. It then discusses the research methodology, data analysis, conclusions, SWOT analysis, and recommendations from the study.
Engro Foods produces Olper's milk, which holds a 48% market share of the Pakistani UHT milk market. The market has grown significantly in recent years as consumers shift from unpackaged milk to packaged milk for health and hygiene reasons. Olper's dominates segments like milk for tea/coffee and kids but has potential to grow in emerging segments like milk for fitness. While Engro has strong distribution through traders, competitors have gained by expanding directly owned distribution networks and modern trade channels. To maintain its leading position, Engro should focus on expanding coverage, entering new segments, and maintaining brand awareness.
This document provides details about the supply chain of Colgate-Palmolive, including its history, values, products, procurement policies, manufacturing, distribution, use of SAP software, and warehousing. Specifically, it discusses:
1) The origins and history of Colgate dating back to 1806 and its merger with Palmolive in 1928 to form Colgate-Palmolive.
2) Colgate-Palmolive's mission to reduce costs, extend technology resources, and develop excellence in purchasing, logistics, and sourcing.
3) How the company uses SAP software to optimize warehouse tasks, resources, and inventory management to streamline operations and increase supply chain efficiency.
Pran-RFL aims to generate employment and earn dignity for Bangladeshis through profitable enterprises. Its vision is improving livelihoods and its mission is to fight poverty and hunger. The company focuses on quality, satisfied customers, competitive advantage, and becoming a major global food processor. It aims to double sales every 7-8 years. As the market leader in Bangladeshi juice, its strategies include product differentiation, branding, distribution through existing channels and mobile shops, and advertising on major TV channels and billboards. Its target market is young people and students.
Unilever was formed in 1930 through the merger of Margarine Unie and Lever Brothers. It is now one of the world's largest suppliers of consumer goods, selling products in over 190 countries. The company's vision is to help people feel good, look good and get more out of life while inspiring small actions that benefit the world. Unilever has over 163,000 employees worldwide and generates sales through brands in home, personal care, and food/beverage products. The company focuses on innovation, people, marketplace performance, and continuous improvement to achieve sustainable profitable growth.
1) Amul was established as a cooperative brand to provide high quality and affordable dairy products while supporting farmers and the local community.
2) Amul has expanded significantly over the years through various business strategies like developing processing plants, research centers, and training institutes. It focuses on both market and social development.
3) Key to Amul's success has been adopting network and cooperative models, continuous innovation through new products and technologies, and ensuring products reach consumers in a timely manner through coordinated distribution.
- Colgate Palmolive is India's leading oral care company headquartered in Mumbai. It produces toothpastes, toothpowders, toothbrushes, and mouthwashes under the Colgate brand and personal care products under the Palmolive brand.
- The company follows a five-level sales hierarchy and places great importance on staff training. It sets separate quotas and incentives for salespeople at each level to motivate target achievement.
- Colgate Palmolive uses a traditional distribution channel without overlapping intermediaries. It distributes products to retailers through a network of stockists and wholesalers using one, two, or three-level channels depending on the market. The distribution process is managed through an
Unilever Pakistan was established in 1948 through a merger. It has undergone several acquisitions and mergers over the decades. The company aims to meet everyday needs for nutrition, hygiene, and wellbeing with brands that help people feel good. Its culture values employee fulfillment and innovation. While Procter & Gamble is a major competitor, the company's mission is to be the foremost consumer products company in Pakistan across several categories. The best suggested strategy is to pursue market development by introducing affordable products in rural areas with over half the population not using products like shampoo.
This document provides information about a marketing project submitted by Abdullah Sohail, Laiba Imtiaz, and Saad Nasir for Principle of Marketing. It includes an executive summary that gives an overview of Engro Foods and their flagship brand Olper's milk. It discusses Engro Foods' business type, quick facts, mission and vision statements, core values, objectives, competitors, product portfolio, marketing mix, customer segmentation, positioning, industry analysis using Porter's Five Forces and SWOT analysis, macroenvironmental factors, and BCG matrix. Recommendations are also provided at the end.
Vinamilk is Vietnam's largest dairy company with over 50% market share. It has 12 production factories and products are sold at 224,000 retail points nationwide. 86% of revenue comes from the domestic market in Vietnam. The document discusses Vinamilk's vision, values, management structure, supply chain, competitors in the dairy industry, and proposes creating a new fresh milk bread product.
Similar to Business Proposal for Wall's "Diletto carnation" (20)
Refrigerator Industry of Pakistan 2017Shehroz Adil
Data compiled over stats of 2016 sales. Overall processes and structure discussed of Dawlance as it's the company that has the overall proper channel and distribution procedure within the country.
State Bank Of Pakistan - Statutory ComplianceShehroz Adil
The document summarizes regulations from the State Bank of Pakistan regarding anti-money laundering for banks and development financial institutions. It outlines 3 key regulations: 1) Reporting of suspicious transactions and currency transactions. 2) Maintaining records of transactions for 10 years. 3) Establishing internal controls, policies, and training programs related to anti-money laundering and counterterrorism financing. Banks and DFIs must comply with Pakistan's AML Act and appoint a compliance officer to ensure adherence to these regulations.
Course : Organizational Behaviour
Company : Pakistan State Oil (PSO)
Description: Insights of the company structural wise and the articles defined according to the organization for supporting leadership.
The IMF works to foster global economic growth and stability by managing exchange rates and providing short-term financing to countries with balance of payments issues. It negotiates lending conditions and offers concessional loans to low-income countries. However, IMF policies are often criticized for prioritizing budget balance over economic growth, increasing unemployment, and compelling countries to accept conditions they would not normally. One proposed reform is for the IMF to partner more closely with other international organizations focused on issues like education, agriculture, and development.
The document summarizes key provisions of the Factories Act of 1934 in Pakistan related to health, safety, welfare and working conditions for factory workers. It defines terms, outlines requirements for inspecting staff, and details regulations around cleanliness, ventilation, lighting, drinking water, machinery safety, holidays, and maximum working hours. The act aims to protect worker health and establish standards for hygiene, safety precautions, and welfare facilities in factories employing 10 or more workers.
The summary is as follows:
1. The U.K. Bribery Act of 2010 aims to overhaul the U.K.'s bribery laws and go beyond the U.S. Foreign Corrupt Practices Act in several respects, such as prohibiting both commercial and public bribery.
2. The Bribery Act imposes strict liability on corporations for failing to prevent bribery by persons associated with the corporation, unless the corporation can prove it had adequate procedures in place to prevent such bribery.
3. Key differences between the FCPA and the Bribery Act include: the Bribery Act prohibits facilitation payments, imposes liability on both parties
Anti money laundering laws Pakistan with comparison of International lawsShehroz Adil
The document discusses anti-money laundering laws and regulations. It defines money laundering and outlines the process. It estimates that $800 billion to $2 trillion may be laundered annually worldwide. Several international bodies work to combat money laundering, including the UN, FATF, IMF, and World Bank. Pakistan has passed several acts and an ordinance to comply with FATF standards and amend its anti-money laundering laws. The document also discusses specific cases of alleged money laundering and international laws and requirements regarding anti-money laundering.
This document summarizes a term report on the principles of management at KASB Securities Ltd. It outlines the company's objectives of being a market leader with low commissions and affiliations with global banks. It also describes the company's planning, organizing, influencing, and controlling activities. Key aspects include strictly following goals and objectives, distributing tasks appropriately, promoting performance through bonuses and awards, and measuring employee performance for improvement. The conclusion states that KASB has been improving over four years through strong policies for employees and economic support given local conditions. Recommendations include improving training for changes and altering annual leave policies to benefit both employees and the company.
Shell Pakistan operates an extensive supply chain to distribute oil products throughout Pakistan. It sources from local refineries as well as imports. The supply chain involves upstream extraction and refining, midstream transportation via pipelines and tankers, and downstream distribution to major consumers like industries and power plants. Shell has depots across Pakistan and uses a complex system of demand planning, inventory management, and logistics to ensure a reliable supply of products to its many customers.
The document summarizes the regulatory structure and functions of the Karachi Stock Exchange (KSE) in Pakistan. The KSE is the largest stock exchange in Pakistan and is regulated by several government entities including the Ministry of Finance, State Bank of Pakistan, and Securities and Exchange Commission of Pakistan. The KSE's board of directors oversees its operations. It facilitates trading through an electronic trading system and has various markets for different types of trades. It provides liquidity for investors and serves important functions for both companies and investors.
INTRODUCTION TO SEARCH ENGINE OPTIMIZATION (SEO).pptxGiorgio Chiesa
This presentation is recommended for those who want to know more about SEO. It explains the main theoretical and practical aspects that influence the positioning of websites in search engines.
Mastering Local SEO for Service Businesses in the AI Era"" is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
The Strategic Impact of Storytelling in the Age of AI
In the grand tapestry of marketing, where algorithms analyze data and artificial intelligence predicts trends, one essential thread remains constant — the timeless art of storytelling. As we stand on the precipice of a new era driven by AI, join me in unraveling the narrative alchemy that transforms brands from mere entities into captivating tales that resonate across the digital landscape. In this exploration, we will discover how, in the face of advancing technology, the human touch of a well-crafted story becomes not just a marketing tool but the very essence that breathes life into brands and forges lasting connections with our audience.
Breaking Silos To Break Bank: Shattering The Divide Between Search And SocialNavah Hopkins
At Mozcon 2024 I shared this deck on bridging the divide between search and social. We began by acknowledging that search-first marketers are used to different rules of engagement than social marketers. We also looked at how both channels treat creative, audiences, bidding/budgeting, and AI. We finished by going through how they can win together including UTM audits, harvesting comments from both to inform creative, and allowing for non-login forums to be part of your marketing strategy.
I themed this deck using Baldur's Gate 3 characters: Gale as Search and Astarion as Social
Advanced Storytelling Concepts for MarketersEd Shimp
Every marketer knows you’re supposed to tell a story, but do you know how to tell a story? Do you know why you’re supposed to tell a story? Do you even truly know what a story is? While many marketing presentations emphasize the value of mythic storytelling, the nuts and bolts of actually constructing a story are never explored.
The goal of marketing may be to achieve specific KPIs that drive sales, which is very objective, but the top of the marketing funnel requires a softer approach. In our data-driven results-oriented fast-paced world, marketers must quantify results, but those results will never be achieved unless prospects are first approached with humanity.
There is a common misunderstanding that the so-called “soft skills” of marketing such as language and art are unmeasurable and subjective, but while the objective measures of market research are merely 100 years old, the rules of aesthetics have been perfected over the last 2,500 years.
Great story construction is a skill that requires significant knowledge and practice. This presentation will be a review of the ancient art of story construction.
We will discuss:
• Rhetoric – The art of effective communication
• The Socratic Method – You cannot teach, but you can persuade people to learn
• Plato’s Cave – You sell products, but you market ideas
• Aristotle’s Six Dramatic Elements – The secret recipe for marketing stories
This is for senior marketers who are tasked with creating effective narratives or guiding others in the process. By the end of the session, attendees will have gained the knowledge needed to work storytelling into all phases of the buyer’s journey.
In this humorous and data-heavy Master Class, join us in a joyous celebration of life honoring the long list of SEO tactics and concepts we lost this year. Remember fondly the beautiful time you shared with defunct ideas like link building, keyword cannibalization, search volume as a value indicator, and even our most cherished of friends: the funnel. Make peace with their loss as you embrace a new paradigm for organic content: Pillar-Based Marketing. Along the way, discover that the results that old SEO and all its trappings brought you weren’t really very good at all, actually.
In this respectful and life-affirming service—erm, session—join Ryan Brock (Chief Solution Officer at DemandJump and author of Pillar-Based Marketing: A Data-Driven Methodology for SEO and Content that Actually Works) and leave with:
• Clear and compelling evidence that most legacy SEO metrics and tactics have slim to no impact on SEO outcomes
• A major mindset shift that eliminates most of the metrics and tactics associated with SEO in favor of a single metric that defines and drives organic ranking success
• Practical, step-by-step methodology for choosing SEO pillar topics and publishing content quickly that ranks fast
Build marketing products across the customer journey to grow your business and build a relationship with your customer. For example you can build graders, calculators, quizzes, recommendations, chatbots or AR apps. Things like Hubspot's free marketing grader, Moz's site analyzer, VenturePact's mobile app cost calculator, new york times's dialect quiz, Ikea's AR app, L'Oreal's AR app and Nike's fitness apps. All of these examples are free tools that help drive engagement with your brand, build an audience and generate leads for your core business by adding value to a customer during a micro-moment.
Key Takeaways:
Learn how to use specific GPTs to help you Learn how to build your own marketing tools
Generate marketing ideas for your business How to think through and use AI in marketing
How AI changes the marketing game
We’ve entered a new era in digital. Search and AI are colliding, in more ways than one. And they all have major implications for marketers.
• SEOs now use AI to optimize content.
• Google now uses AI to generate answers.
• Users are skipping search completely. They can now use AI to get answers. So AI has changed everything …or maybe not. Our audience hasn’t changed. Their information needs haven’t changed. Their perception of quality hasn’t changed. In reality, the most important things haven’t changed at all. In this session, you’ll learn the impact of AI. And you’ll learn ways that AI can make us better at the classic challenges: getting discovered, connecting through content and staying top of mind with the people who matter most. We’ll use timely tools to rebuild timeless foundations. We’ll do better basics, but with the most advanced techniques. Andy will share a set of frameworks, prompts and techniques for better digital basics, using the latest tools of today. And in the end, Andy will consider - in a brief glimpse - what might be the biggest change of all, and how to expand your footprint in the new digital landscape.
Key Takeaways:
How to use AI to optimize your content
How to find topics that algorithms love
How to get AI to mention your content and your brand
Unlock the secrets to creating a standout trade show booth with our comprehensive guide from Blue Atlas Marketing! This presentation is packed with essential tips and innovative strategies to ensure your booth attracts attention, engages visitors, and drives business success. Whether you're a seasoned exhibitor or a first-timer, these expert insights will help you maximize your impact and make a memorable impression in a crowded exhibition hall. Learn how to:
Design an eye-catching and inviting booth
Incorporate interactive elements that engage visitors
Use effective branding and visuals to reinforce your message
Plan your booth layout for maximum traffic flow
Implement technology to enhance the visitor experience
Create memorable experiences that leave a lasting impression
Transform your trade show presence with these proven tactics and ensure your booth stands out from the competition. Download the PDF now and start planning your next successful exhibit!
Unlock the secrets to enhancing your digital presence with our masterclass on mastering online visibility. Learn actionable strategies to boost your brand, optimize your social media, and leverage SEO. Transform your online footprint into a powerful tool for growth and engagement.
Key Takeaways:
1. Effective techniques to increase your brand's visibility across various online platforms.
2. Strategies for optimizing social media profiles and content to maximize reach and engagement.
3. Insights into leveraging SEO best practices to improve search engine rankings and drive organic traffic.
Mindfulness Techniques Cultivating Calm in a Chaotic World.pptxelizabethella096
In today’s fast-paced world, stress and anxiety have become common companions for many. With constant connectivity and an unending stream of information, finding moments of peace can seem like an insurmountable challenge. However, mindfulness techniques offer a beacon of calm amidst the chaos, helping individuals to center themselves and find balance. These practices, rooted in ancient traditions and supported by modern science, are accessible to everyone and can profoundly impact mental and emotional well-being.
Can you kickstart content marketing when you have a small team or even a team of one? Why yes, you can! Dennis Shiao, founder of marketing agency Attention Retention will detail how to draw insights from subject matter experts (SMEs) and turn them into articles, bylines, blog posts, social media posts and more. He’ll also share tips on content licensing and how to establish a webinar program. Attend this session to learn how to make an impact with content marketing even when you have a small team and limited resources.
Key Takeaways:
- You don't need a large team to start a content marketing program
- A webinar program yields a "one-to-many" approach to content creation
- Use partnerships and licensing to create new content assets
Top Strategies for Building High-Quality Backlinks in 2024 PPT.pdf1Solutions Pvt. Ltd.
As we move into 2024, the methods for building high-quality backlinks continue to evolve, demanding more sophisticated and strategic approaches. This presentation aims to explore the latest trends and proven strategies for acquiring high-quality backlinks that can elevate your SEO efforts.
Visit:- https://www.1solutions.biz/link-building-packages/
The Future of ''Digital marketing'' .pptxbhavanasizcom
Digital marketing leverages digital channels such as SEO, content marketing, social media, PPC, and email to promote products or services. It includes affiliate and influencer marketing, mobile strategies, and online PR. Marketing automation helps streamline efforts, while analytics guide data-driven decisions. The objective is to engage target audiences, drive conversions, and build brand loyalty by reaching customers in the digital spaces they frequent.The future of digital marketing will be driven by advancements in artificial intelligence (AI) for personalized content and customer service, and the rise of voice search optimization due to smart speakers. Video content, especially short-form videos, will continue to dominate, while augmented reality (AR) and virtual reality (VR) will enhance customer experiences. Emphasis on data privacy and compliance will grow, alongside the need for seamless omnichannel marketing. Blockchain technology will offer secure digital advertising, and sustainability will become a key focus. With the advent of 5G technology, faster mobile internet will enable new innovations, and advanced personalization will deliver highly relevant content to users.
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“Diletto Carnation” A Cow’s Milk Product line
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“Diletto Carnation”
Cow’s Milk Ice Cream
Introducing an exciting neww brand “Diletto Carnation” which is made for every person
of a family, ingredients which are solely from cow’s milk have only to offers benefits to
their customers which is healthier than ever provided in an ice-cream. This unique
product can be consume by all, by which it means it can be consumed my diabeties
patients as well due to it’s extremely low sugar level in the milk it is highly induced with
a unique taste that is the yummiest and nutritions which are countless when stats come
in the mind.
Diletto Carnation Initially is going to offer three of the most common and highly
demanded falvors in the market which are Strawberries, Vanilla and Chocolate. And it is
going to be introduced in litre packages and directly going to target the posh markets as
the cost of this product is considerably higher than the new successor of Walls market
“Carte-dOr.”
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LETTER OF AUTHOIZATION
Institute of Business Management
Korangi Creek, Karachi-75190, Pakistan
UAN (9221)111-002-004, Fax: (9221) 509-0968
http://www.iobm.edu.pk
April 21, 2014
The report on the topic “Sales territory and time management” was authorized by Mr.
Navaid Ali Khan. This report was predominantly assigned to gather information about
the tools and techniques used in any FMCG company of Pakistan. This report provides
us an opportunity to practically understand all the sales management tool and processes
embodied in our course content, and leads to better understanding of our course. For
our research purpose we have selected “Unilever-Wall’s” to study its territory and time
management.
Sincerely yours,
Omair Amir
Bela Dal
Sarim Junaid
Shehroz Ahmed Adil
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Agha
LETTER OF TRANSMITTAL
Institute of Business Management
Korangi Creek, Karachi-75190, Pakistan
UAN (9221)111-002-004, Fax: (9221) 509-0968
http://www.iobm.edu.pk
Dear Mr.Navaid Ali Khan:
We are immensely indebted to you for providing us the opportunity to understand the
hypothesis and concepts of sales management by practically examining and applying
the concepts studied in the course through this research report.
In this report we have specifically gathered information about the sales management
practices in the context of Sales Territory and Time Management used by different
companies of Pakistan. For the purpose of this report we have specifically selected
“Unilever-Pakistan” and conducted an interview with the Territory sales manager.
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We’ll be more than happy to hear your feedback on our report work. Kindly let us know
if you have any queries or suggestions regarding this report on the following email
addresses:
Omair - Shehroz
Sarim – Bella
Agha
ACKNOWLEDGEMENT
First and foremost, thanks to THE ALMIGHTY ALLAH for giving us the strength and
wisdom to complete this research report on time.
We are highly grateful to our professor Mr. Navaid Ali Khan for teaching us the course
of “Sales Management” with so much dedication. His malleable knowledge in the field
and exclusive teaching style has developed our knowledge and interest. It has cleared
many essential and crucial concepts with a massive amount of learning. Also we would
like to thank him for providing us the opportunity to understand the theory and
concepts of sales management practices by practically groping and analyzing them
through this research report. His constant appreciation and supervision has helped us to
make this report work happen.
Finally we grant our thanks to all who have directly or indirectly supported us with their
assistance and guidance to compose this research report and accomplish broader vision
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to visualize things. We would also like to thank all the people who directly & indirectly
supported us in making this project possible.
Here is our research report on “Unilever-Wall’s” analyzing the tools, techniques and
methods used in Sales Territory Management and Time Management. We have
analyzed the techniques and methods used in Sales Territory and Time Management
followed our critical analysis, conclusion and recommendations. The questionnaire used
for the research purpose is affixed in appendix section. We hereby like to thank you once
again for all the cooperation, appreciation and support.
REPORT OBJECTIVES
This report has been assigned by the respected faculty in the course of “Sales
Management” in order to learn the practical aspects and the implementations of the
concepts studied during the course. The topic of this report is the analysis of the tools,
techniques & methods used in territory and time management by the FMCG companies.
For this purpose we have selected Unilever (Pakistan) to conduct analysis of how do they
practice sales territory and time management in their business.
The objective of this report is the learning of the students in the real life business
scenario. This report would help the students to learn and identify how the various
concepts studied during the course are actually practiced in a business environment.
Unilever (Pakistan) has been studied in the context of the tools, techniques & methods
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used in sales territory and time management. The analysis, conclusion and
recommendations in the study would turn out to be a learning confrontation for the
students.
EXECUTIVE SUMMARY
The Wall’s Heart brand stands for a good honest scoop of pleasure. Its philosophy is to
be an evangelist of pleasure: “A day without pleasure is a day lost.”
Wall’s is sold in more than 40 countries making it the most widely available ice cream
worldwide. Unilever is the global leader of ice cream manufacturing with almost 18% of
the global market share. And in Pakistan we have a new product line to introduce for
the consumer which is 100% made of pure cow’s milk and which provides the ultimate
amount of nutritions which no other sort of ice cream can provide. First time an Ice
cream Product line “Delitto Carnation” which will be completely depending on the
informative and awareness marketing strategy is a risk worth taking as in the current
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economic situation business are booming in every stable strong industry and Walls is
one of them
Walls have always tried to keep up its good work and maintain its name. Its team work
in every aspect of the business has a symbol for all other ice creams brands. Not only in
advertising, distribution but in its territory management. Walls sales structure is Product
based and Region based. The business is carried out fewer than two heads namely
General Trade and Ice Cream. General Trade covers all cosmetics and other stuff while
Ice Creams have its entire product. The territories of the distribution of ice cream are
divided in to 4 regions namely Karachi, Multan, Lahore and Islamabad. The Karachi
Region is governed by two territory sales managers, one of them is Mr Khan.
Hyderabad, Sukkur, Quetta and Rohri are also seen by him. His team comprises of Area
managers, Supervisors and the Sales Force. Whereas the hierarchy followed in his
department (to whom he reports) starts from the Regional Sales Manager followed by
Area Sales Manager then Territory Sales Manager.
Walls have different key accounts which vary from restaurants to cafés, universities to
schools, departmental stores to kiryanas. All of these accounts are given special services
so that they may increase their sales volume and reach targets. Walls give special
services to its accounts which are crucial in locations but generate huge sales volume.
Their problems are solved within six hours and the shop keepers are offered incentives
and discounts.
Sales force spends 15 minutes on average at every outlet taking orders and problem
solving. sales representatives devote their time effectively and efficiently in servicing
their customers and attaining new accounts. Thus territory management is handled in a
very perfect and efficient manner. Their teamwork has resulted so much lucrative that
at the moment they do not need any more territories. Walls cover 98% of Karachi. The
territory is a whole universe for them. Thus territory management is mandatory for all
FMCG companies.
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UNILEVER PAKISTAN
INTRODUCTION:
No matter who you are, or where in the world you are, the chances are that our products
are a familiar part of your daily routine. Every day, around the world, people reach for
Unilever products.
The Unilever Pakistan Limited (UPL), formerly Lever Brothers Pakistan Limited was
established in Pakistan in 1948. The town of Rahim Yar Khan was the site chosen for
setting up a vegetable oil factory. Unilever Pakistan is the largest fast-moving consumer
goods (FMCG) company in Pakistan, as well as one of the largest multinationals
operating in the country, now operating six factories at different locations around the
country. The Unilever's Head Office was shifted to Karachi from the Rahim Yar Khan
site in the mid 60's
INTRODUCTION TO WALL’S
The Wall’s Heart brand stands for a good honest scoop of pleasure. Its philosophy is to
be an evangelist of pleasure: “A day without pleasure is a day lost.”
Wall's - Global Leader
Wall’s is sold in more than 40 countries making it the most widely available ice cream
worldwide. Unilever is the global leader of ice cream manufacturing with almost 18% of
the global market share.
Adding Vitality to Life
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With customers becoming more health conscious, Wall’s has also taken a conscious step
to providing healthier and nutritious products. Wall’s innovation centre in UK is
constantly working on making healthier products by reducing the fat content in the
products yet offering the same great taste. Even on Kids’ products, Wall’s is striving to be
the better choice by lowering sugar content and introducing nutrient rich offerings like
Moo which has calcium equal to one glass of milk.
History of the Heart brand
Though Unilever has been selling ice cream for decades, the Heart brand was launched
world wide in 1999. The Heart brand logo is common to every country and has come to
be synonymous with quality treats. Wall’s operates under different names in different
markets (Wall's in the UK and most parts of Asia, Algida in Italy, Langnese in Germany,
Kibon in Brazil, and Ola in the Netherlands).
Wall's Pakistan
Wall’s came to Pakistan in 1995 establishing the Wall’s factory on Multan Road in
Lahore. Fully equipped with state of the art machinery, the Wall’s factory is a standard of
hygiene and technology in the region and has become synonymous with quality. In 1998
Wall’s acquired Polka, a local ice cream manufacturer. Some of the most popular brands
loved by the masses were now linked to Wall’s; making an irresistible combination that
few could refuse.
Key facts about Wall’s Pakistan:
• Wall’s is the market leader of the Pakistani Ice cream market.
• All Wall’s products are Halal and are made with Halal ingredients in a Halal
compliant manner.
Ice Cream Makes You Happy – Its Official!
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Wall’s carried out scientific research which shows that ice cream actually makes you
happy. The study was carried out using FMRI brain scanners, and showed that eating
Wall’s had an immediate effect on the part of the brain that is activated when someone
is really enjoying themselves – the pleasure areas.
So we now have scientific evidence to prove what we all already knew, that ice cream
really does make you happy!
Walls Heart brand – Products
Feast was one of the first Products introduced by Wall’s in 1995 and to date remains one
of the most popular treats that Wall’s has to offer. Truly a chocolate lover’s delight, Feast
comprises of 3 layers: a thick chocolate coating with rich chocolate ice cream inside and
a smooth chocolate bar in the centre. In 2009, Feast launched the ‘bite for a bike’
campaign which is widely recognized by consumers as one of the most memorable
campaigns of Feast. Feast awarded the bike, a “Suzuki Boulevard S40”, to Shan Samuel, a
resident of Lahore.
Donut was launched in 2005 and has quickly become one of the most loved products to
date. Donut’s unique shape and quirky packaging makes it a favorite with both kids and
adults alike. Boasting a thick chocolate coating with a generous sprinkling of peanuts
and a premium vanilla ice cream inside, Donut satisfies the hunger and the ice cream
urge alike.
Jet Sport and Choc Bar were acquired by Walls in 1998 with the acquisition of Polka.
These are two of Walls most popular brands to date.The following team has been bought
together in order to achieve maximum efficiency:
Vice President Marketing Omair Amir
Vice President Sales Shehroz Ahmed Adil
National Accounts Manager Bella Dal
Trainer Sarim Junaid
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Table of Contents
Vision Statement.........................................................................................................................................14
Mission Statement......................................................................................................................................14
Company Overview.....................................................................................................................................14
The Organization Hierarchy ....................................................................................................................15
Corporate Strategy......................................................................................................................................16
1. GROWTH STRATEGY........................................................................................................................16
2. STABILITY STRATEGY................................................................................ Error! Bookmark not defined.
3. RENEWAL STRATEGIES..........................................................................................................................16
MANAGING AND EVALUATION OF STRATEGIES..................................................................................................16
Marketing Plan............................................................................................................................................17
THE MARKETING ENVIRONMENT....................................................................................................................17
COMPETITORS.....................................................................................................................................17
Economic Factors................................................................................................................................18
SWOT ANALYSIS........................................................................................................................................19
TARGET MARKETS .......................................................................................................................................20
MARKETING OBJECTIVES...............................................................................................................................21
MARKETING CHALLENGES .............................................................................................................................21
Markset Research ...................................................................................................................................21
Regional Sales Manager Agha
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Research Questionnaire......................................................................... Error! Bookmark not defined.
Analysis and Results............................................................................... Error! Bookmark not defined.
Marketing Mix.........................................................................................................................................22
Product................................................................................................................................................22
Price ....................................................................................................................................................22
Distribution .........................................................................................................................................22
Packaging ............................................................................................................................................22
Promotion ...........................................................................................................................................23
Sales Plan ....................................................................................................................................................23
Sales Forecasting.........................................................................................................................................25
Sales Force Composite........................................................................................................................25
Sales Budget........................................................................................................................................25
Survey of Buyer Intention...................................................................... Error! Bookmark not defined.
Organizing of the Sales Force......................................................................................................................26
Recruiting............................................................................................................................................26
Sales Force Need................................................................................... Error! Bookmark not defined.
Salary and Compensation Plan............................................................ Error! Bookmark not defined.
Sales force Launch Strategy........................................................................... Error! Bookmark not defined.
PHASE I: (Weeks 1-2).............................................................................. Error! Bookmark not defined.
PHASE II: (Weeks 3-6)..........................................................................................................................26
PHASE III (Week 6 and beyond) ..........................................................................................................26
Training .......................................................................................................................................................26
Sales Staff............................................................................................................................................27
Formal sales Program.........................................................................................................................27
Training new sales people...................................................................................................................28
Retraining experienced salespeople...................................................................................................28
Informal Training................................................................................... Error! Bookmark not defined.
Female v/s male..................................................................................... Error! Bookmark not defined.
Evaluation of the Sales Force......................................................................................................................29
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Vision Statement
We help people around the world meet everyday needs for nutrition, hygiene and
wellbeing, with brands that help people look good, feel good and get more out of
life.
Mission Statement
Vitality is at the heart of everything we do. It's in our brands, our people and our
approach to business.
Company Overview
No matter who you are, or where in the world you are, the chances are that our products are a
familiar part of your daily routine. Every day, around the world, people reach for Unilever
products.
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The Unilever Pakistan Limited (UPL), formerly Lever Brothers Pakistan Limited was
established in Pakistan in 1948. The town of Rahim Yar Khan was the site chosen for setting up
a vegetable oil factory. Unilever Pakistan is the largest fast-moving consumer goods (FMCG)
company in Pakistan, as well as one of the largest multinationals operating in the country, now
operating six factories at different locations around the country. The Unilever's Head Office was
shifted to Karachi from the Rahim Yar Khan site in the mid 60's
THE ORGANIZATION HIERARCHY
CEO
Navid Ali Khan
VP Finance
Accounts
VP Sales
Shehroz Ahmed
Adil
National Accounts
Manager
Bella Dal
Sales Force
Regional Manager
Sarim Junaid
Sales Force
VP Marketing
Omair Amir
Regional Marketing
Marketing Team
VP Human
Resources
Trainning
Agha
VP Distribution
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Corporate Strategy
We will be focusing on three main types of corporate strategies that is growth, stability
and renewal strategies.
1. GROWTH STRATEGY
For growth strategy ones technology should be higher when to be compared with the
competitors, our unique product of cow’s milk completely beats every competitor on the basis
of nutritions and quality. As advancement in the quality as well as technology will increase the
strength of our products and increases the market shar once penetrated in the market.
2. RENEWAL STRATEGIES
RENEWAL STRATEGIES SHOULD BE CONSIDER TO EXCHANGE IDEAS IN BETWEEN THE PRODUCTS WITH
DIFFERENT SHAPES CHARACTERISTICS AND CONTINUING THE CONSISTENCY IN TASTE AND QUALITY FOR
THE CONSUMERS FOR E.G “THE BIG THREE” THE FAMOUS WALLS PRODUCT WHICH HAD BEEN CHANGED
3 TIMES INTO “BIGGER THREE” & “PANDA” WITH THE SAME FLAVOURS OF CHOCOLATE VANILLA AND
STRAWBERRY HAD BEEN THE LEADER OF A CERTAIN TARGET MARKET WHOSE BUYING POWER WAS
LIMITED TO 15-20 RUPEES FROM 1997-2005.
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3. MANAGING AND EVALUATION OF STRATEGIES
Managing and evaluation of strategies will be very crucial as the product is unique and might be possible
of a competition later in the future if not captured the market strongly with the new range of products.
How ever evaluation will be completed after the initial 6 months when the target is set on capturing 3%
of the market in the start.
Marketing Plan
Our products are made from high quality cows milk and firstly we would be making litters
pack for families and we would be targeting only the niche market at first. When we get the
result and the market gets educated we will be coming for the mass market and . In order to
achieve our growth plans, we need to keep sharp eye on market conditions and introduce the
product with appropriate marketing and sales team with a good amount of marketing budget
so that initially we would be able to survive te market and then achieve our goals to introduce
ice crem for the mass market.
THE MARKETING ENVIRONMENT
Micro economic environment
COMPETITORS
We don’t have the same competetors that are making ice cream with cows milk but initially we have
movenpick and hagen daz as a competitor for the nieche market. While going to the mass market our
competitor is omore and hico.
Customers
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Initially our customers are a niche those people are health conscious and who want to try
something new as cow milk has much more nutrients and has a better taste. With the name of
unilever it is easy for us to capture market share as we are an old anr reputed name in the
market.
DISTRIBUTORS
We have distribution channels all over Pakistan for walls we would be using the same but we would be
emphasizing more on those retaile stores where our target market comes.
suppliers
initially we have to find areas where we would be able to find cows milk and we will set up contracts
with them to purchase cows milk weekly to fulfill our needs. We have our procurement departmentbut
it collects buffelos milk but now we need cows milk so we need to find new suppliers . When our
product starts being successful we will have our own dairy farm to ensure that the milk we use in our
farms is of the finest quality and if free from any kind of mixing.
Macro economic factors
I. Political Factors
Until and unless the government puts some kind of restriction on the consumption of
cows milk there are no problems in procurement and making icecream out of it.
II. Legal Regulations
Our name is so unique that it would have no copy right issues and medicaly it will be
tested and we will get it approved from Islamic scholars that the product we are using
is halal.
III. Technological
Initially we would be importing a small plant which we will increase gradually when we reach
into the mass market. So that we have the latest equipment and the best plant in the country.
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SWOT ANALYSIS
Strength:
Healthy
Can be consumed by suger patients as the sugar content will be very low
Rich and creamy
Brand name WaLLS
Weaknesses:
Non availability of cows milk
Limited places to be kept at innitially
Targeting a limited market
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Threats:
Hico is making full cream buffalo ice cream that has a similar taste but our prices are high.
Opportunities:
Range of the products can be increased for kids
The biggest opportunity for the company are kids
A change in population, an increase in population
The brand unilever it self is a big opportunity as the brand is known internationally.
We offering in litre packs and we will try to overcome the mass markets after
accomplish the initial
TARGET MARKETS
Our target market is a niech and we will devide our market into three segments youth, helth
coutiounous and adults who want healthy alternate of icecream for their children which is full of energy
and nutrients.
Our market is segmented on these basis
Demographics
Income group
Awareness
Youth
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MARKETING OBJECTIVES
To create awareness and generate maximum sales and go into mass market quickly. Promote the health
benefits of consuming cows milk. Reach into mass market by 2016 and capture maximum amount of
market share and maintain it. Nish markets target on basis of health to gain market share
MARKETING CHALLENGES
After the success of Cart’e dOr in Pakistan with a persuasive marketing strategy the biggest
marketing challenge would be the informative awareness of the new product line which has its main
objective to clarify the targeted consumer about the nutrition which are being provided in our new set
of products.
MARKET RESEARCH
Primary research consists of a collection of original primary data collected by the researcher. It is
often undertaken after the researcher has gained some insight into the issue by reviewing secondary
research or by analyzing previously collected primary data
Secondary research (also known as desk research) involves the summary, collation and/or
synthesis of existing research rather than primary research, where data is collected from, for
example, research subjects or experiments
Dependant Variables
Dependant variable does always comes with an independent variable in our product the
independent variable is the main ingredient which is cows milk. However our production
depends on the supply of milk and any sort of shortage of supplying problem will be
independent variable in this case which will be strictly avoided.
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MARKETING MIX
1. PRODUCT
COWS MILK ICE CREAM
Chocolate flavor
Vanilla flavor
Regular flavor
PRICE
Initially high priced as we are targeting a nieche but soon prices wil come down after seeing the
response if positive we would be going into the mass market and our procurement would in much more
quantity which will initially lead to affordable and competitive prices. (pricing strategy)
DISTRIBUTION
With regular walls products (territory management)
PACKAGING
Hig grade long lasting cooling packaging so that ice cream doesnot melt quickly as cows milk has a low
melting point.
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PROMOTION
According to research, consumer marketing of cow milk ice cream will occur via:
Celebrity endorsement
Social networking
Point of Sale displays
Sales rep near ice cream stands
Apart from online and social media campaign, we would be setting up stalls in various places
such as aghas dolmen mall , mottas naheed shazz and amies etc.
Sales Plan
The sales plan will include continuous modification as the product upwards in its life cycle.
Sales objective consist of setting quotas for each sales team and the focus will be on improving
skills and productivity through training. It also involves, sales force and personal sellers to work
in to coordination with the marketing department as a primary source of information for
market condition. We will be more focused on territory management, training, retention of
workers.
TRAINING AND DEVELOPMENT
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Training is provided on several occasions: When a new product launch is upcoming, refresher courses
for new sales recruits, as well as training in the form of supervision/observation whereby sales managers
accompany sales reps on their visits and observe their pitches and methodology, providing assistance
and rectification wherever needed.
Evidently, all levels of employees receive more or less the same amount of annual training. However, a
slightly greater amount of significance is given to sales reps (as their job duties require a considerably
greater skill set than an average sales rep) and area or field managers (as their skills, abilities and
knowledge in turn impact the eventual productivity and performance of their subordinates as well as
their ability to offer direction, support and guidance.)
Retention is a major aspect that needs to be focused as we are introducing a new product our
sales initially would be low so we have to motivate the employees by giving them non monetary
benefits and give them more time to achieve sale quota and allocate more sales budget as the
new product is totally different from the rest of the products.
CHALLENGES
Following are the challenges prevailing over productivity of sales:
1. HIGH TURNOVER RATE AT THE LOWER LEVEL IN THE COMPANY:
The turnover rate at sales representative’s level is really high. The salespeople
are provided with several allowances like travel allowances are given on daily
basis then come the mobile allowances, medical allowance and insurance
allowances. The basic salary of a salesperson is around Rs 10000; moreover,
incentives are given on the basis of performance. If he is an achiever and
achieves more than 100% sales then he might get an incentive of Rs. 10,000 up
20,000 which would increase his monthly salary to Rs. 40,000 maximum but if he
is not an achiever then his salary would be around 15,000 which is not enough as
the prices of petrol ,gas are rising day by day but these allowances remain
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unchanged. Hence, a person at a sales representative position tends to switch a
lot of jobs which results in the high turnover rate.
2. LACK OF INTEREST BY NEW ENTRANTS :
Another challenge in the field of sales is the lack of interest for new fresh
graduates/entrants. These days B.A or a B.Com pass people apply for a job of a
sales rep. The business graduates who are entering the market do not prefer a job
of a sales representative as the salary is quite low and non-motivating and also
the opportunity to develop and grow is really low and limited.
SALES FORECASTING
Past sales records
Sales Force Composite
Product Life Cycle
Economic Conditions
SALES BUDGET
Initially high and around 20% of the cost of the product. Gradually it will be reduced down when we
enter the mass market.
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ORGANIZING OF THE SALES FORCE
PHASE I :RECRUITING (WEEKS 1-6)
Where phase 1 is all about icebreaking and getting the sales force familiar with their work
getting the top performers to move ahead of the rest of the pack . market and management
training. The first two week consist of making the newbies aware of the product in depth
analysis by providing all the details, the second two week are all about management training
means all the work of indoors and finally the last two week consists of the outdoor training as
marketing the products in front end consumers.
PHASE II (WEEK 6 AND BEYOND)
In the second phase which starts after the first 6 weeks is the probation period in which we
evaluate the new recruits and selects them for indoor jobs as management and outdoor jobs as
marketing and all the promotions will be awarded to the existing employees on whoms position
will be the newbies working. Eventually after that is will be all about sustaining and growing
with the same procedure. As our company always is and will be aainst a misconception about
sales people which is “Salepeople are born not made”.
TRAINING
Training is conducted regularly to keep staff upto date and motivated we usually have training sessions
and for this product we will have more training sessions on information basis. Our staff is very much
focused on sales and is quiet good at achieving there targets but this new ice cream is a challenge and
we would prefer internal salesperson to conduct training so that this new product is kept secret till its
launch.
Internal employees for training are choosed because of containment of the new brand a secret from the
market as well as the competitor and other than that its employees who are well aware of the
company’s culture and trend to set-up a new breed in new recruitments of their own
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SALES STAFF
Individual’s career cycle is the career stage where a salesperson goes through. There are four
stages:
Preparation
Preparing and managing one’s self to be used to work in a specific environment which a
well known company like Walls has to offer it’s employees.
Development
Developing Skills such of strategies and ways to persuade new customers and tackle
new competitors in the market. Achieving the given targets or to surplusing them
reflects the developing stage of an sales person during his/her marketing activities.
Maturity
Maturity is the stage which is most as a senior position in the staff where an individual
makes and advice decisions relating the a certain situation, with obvious amount of
impact on the decision made in the end.
Decline
It is the Last stage where the employee is not achieving the performance goals derived
for him under any circumstances is known as Decline which is mostly due to the age
factor as well as rapid change in market due to technology and advancement.
FORMAL SALES PROGRAM
A formal sales program should be well designed in order to be effective.
We answer four critical questions through our formal sales training:
Which sales people should be trained, and at what points in their career.
He/she should train others
What should the training program cover
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Stress reduction n motivate to work hard
How should the training be done
On the job
Who should train salespeople, and where does training fit into the organization
Ppl within organization
“ Which sales people should be trained and at what point”
TRAINING NEW SALES PEOPLE
We at unilever have great amount of salesperson on board and we prefer to retain them so we are less
likely to hire new sales person. But if we need to hire new sales person we would give them on the job
training rather then off the job as they are in more need of experience then just knowledge.
RETRAINING EXPERIENCED SALESPEOPLE
What should the training program cover?
Our training program consists of 4 main things which are delivered to the employees in our
training sessions:
Helth and nutrition benefits
About milk related allergies
Selling skills for a unique product
Attitudes which the employees should have
Who should train sales people and where does it fit in our organization?
Training would usually be done by existing employees of top management and the best sales
person as they are the ones who have the maximum amount of knowledge about there
customer.
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EVALUATION OF THE SALES FORCE
Evaluation would be done on the basis of achievement of sales quota and retention of large
customers. And considering all the New order achieved by the saleperson and old customer
retainment.
DISTRIBUTION STRATEGIES
There are 2 main strategies that walls have used very efficiently and effectively and these are
• Push strategies
They have provided a lot of incentives for the distributers like free deep freezers, free shop boards and
major discounts on bulk purchases.
• Pull strategies
2Campaigns including vast advertisement that reminds and persuades the buyers which is facilitated by
price offs which are offered by the company on a frequent basis.
2. SALES PROMOTIONAL STRATEGIES
Walls has been doing a number of sales promotional actibities and these include
Cycling system: Started it as a system of awareness, later it was modified for sales promotion as it
proved very helpful in terms of promotion and sales.
Discount coupons: Launch of low price products.
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Discount and offering: 5% discount in off season.
3. PRICING STRATEGIES
An ice cream pricing strategy should communicate to customers whether your products are accessible
comfort food or treats for sophisticated eaters. Some customers will select a brand of ice cream because
of its low price while others will be drawn to a higher-priced product because of their perception that
cost correlates with quality. Your choice of how to price your ice cream will reflect the type of customer
you wish to attract.
Social and cultural factors:
Most of the targeted population are middle class who are potential customers of walls icecream.
Thus the scope is high of the company.
On cultural festivals and occasions walls offers many new schemes and coupons for customers, lucky
draws are done to attract customer and most of the promotion is done considering the cultural values
and events are organized which reflect the culture and social outlook of our country.