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Block No. 13, Sector H-8, Allama Iqbal Open University, Islamabad.
Submitted by:
Muhammad Hammad Manzoor MBA (HRM) 2nd Semester
Roll No. 508195394 508, 5 Floor, Continental Trade Centre (CTC)
th
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
ACKNOWLEDGEMENT
All praises to Almighty Allah, the creator of the Universe who blessed me with the knowledge and enabled me to complete this research. I feel great pleasure and honor to express my sincere gratitude and heartfelt thanks to my worthy subject faculty member Mr. Tanvir Ahmed Sab, for his guidance, encouragement and friendly attitude during the present study and throughout the period of M.B.A (Semester II).
I pay my thanks to all the Faculty of the Department & AIOU Karachi Campus Staff for their kind support, constructive criticisms and real encouragement. I wish to thank Ms. Madiha Ahmed Khan for valuable discussions and knowledge sharing during the completion of this project. I further wish to record my thanks to all my students, class fellows, well wishers and especially Unilever Pakistan Management, Akhtar Naseem, Usman Javed (Manager Marketing), Mr. Khizar Iftikhar, Khurram Shahzad, Rehan Hassan, Sohail, Waleem, Javed for their help, valuable suggestions, whole hearted cooperation and prayers.
Finally, I owe all my academic success and progress in life to my loving parents and sisters, whose affection, endless prayers, good wishes and inspiration remained with me for higher ideals of life.
M. Hammad Manzoor
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
ABSTRACT
The study had been carried out by keeping in mind about the selection criteria for and use of Measures of Variables in Unilever Pakistan Limited. Unilever & Dalda (Pakistan) has been selected for the sake of the data analysis and working on its merits and demerits, the methodology includes the evaluation of the different variable relations, that how they work and variable correlation analysis could be make. A case study has been selected from Unilever Pakistan. After analyzing the case study using different technique, results and conclusions were worked out from Unilever & Dalda or which lead the study for further SWOT analysis. SWOT analysis had been carried out and conclusion followed by recommendations had been made in this regards.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Sr. No.
1
Contents Description
Introduction
What is Statistics? Descriptive Statistics Measures of Relationship
Page No.
5-8
Review of Literature
Scatter Plot Pearson Product Moment Correlation Spearmans Rank Correlation Coefficient Phi Coefficient Linear Regression Regression Analysis Company Profile Data Collection Methodology & Analysis Conclusions
8-21
22-40
Data Analysis
Demerits and Deficiencies Merits & Strengths
41-43
Recommendations
44
References
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
In applying statistics to a scientific, industrial, or societal problem, it is necessary to begin with a Population or process to be studied. Populations can be diverse topics such as "all persons living in a country" or "every atom composing a crystal". A population can also be composed of observations of a process at various times, with the data from each observation serving as a different member of the overall group. Data collected about this kind of "population" constitutes what is called a time series. For practical reasons, a chosen subset of the population called a Sample is studied as opposed to compiling data about the entire group (an operation called Census). Once a sample that is representative of the population is determined, data are collected for the sample members in an observational or Experimental setting. This data can then be subjected to statistical analysis, serving two related purposes: description and inference.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
observed in the sample numerically or graphically. Numerical descriptors include mean and standard deviation for continuous d35302976ata types (like heights or weights), while frequency and percentage are more useful in terms of describing categorical data (like race).
patterns in the sample data to draw inferences about the population represented, accounting for randomness. These inferences may take the form of:
Answering yes/no questions about the data (hypothesis testing) Estimating numerical characteristics of the data (estimation) Describing associations within the data (correlation) and modeling relationships within the data (for example, using regression analysis). Inference can extend to forecasting, prediction and estimation of unobserved values either in or associated with the population being studied; it can include extrapolation and interpolation of time series or spatial data, and can also include data mining.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
What is Correlation?
Determines whether and to what degree a relationship exists between two or more quantifiable variables, the degree of the relationship is expressed as a coefficient of correlation OR Correlation is a statistical technique that can show whether and how strongly pairs of variables are related. Pearson product-moment correlation o Used with interval or ratio data Spearman rank-order correlation o Used when one variable is ordinal and the second is at least ordinal Scatter plots
o o
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
We then continue the process for all of the other children in our sample, which might produce the scatter plot illustrated below.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
As you move from zero to either end of this scale, the strength of the relationship increases. You can think of the strength of a linear relationship as how tightly the data points in a scatter plot cluster around a straight line. In a perfect relationship, either negative or positive, the points all fall on a single straight line. We will see examples of that later. The symbol for the Pearson correlation is a lowercase r, which is often subscripted with the two variables. For example, rxy would stand for the correlation between the variables X and Y. The Pearson product-moment correlation was originally defined in terms of Z-scores. In fact, you can compute the product-moment correlation as the average crossproduct Z, as show in the first equation below. But that is an equation that is difficult to use to do computations. The more commonly used equation now is the second equation below. Although this equation looks much more complicated and looks like it would be much more difficult to compute, in fact, this second equation is by far the easier of the two to use if you are doing the computations with nothing but a calculator.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
The Spearman correlation coefficient is defined as the Pearson correlation coefficient between the ranked variables. For a sample of size n, the n raw scores are converted to ranks , and is computed from these:
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Tied values are assigned a rank equal to the average of their positions in the ascending order of the values. In the table below, notice how the rank of values that are the same is the mean of what their ranks would otherwise be:
Variable 0.8
Rank 5
1.2
1.2
2.3 18
2 1
2 1
In applications where ties are known to be absent, a simpler procedure can be used to calculate . Differences between the ranks of each observation on the two variables are calculated, and is given by:
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Linear Regression
The value of correlations is that they can be used to predict one variable from another variable. This process is called linear regression or simply regression. It involves fitting mathematically a straight line to the data from a scatter plot. Below is a scatter plot from our discussion of correlations. We have added a regression line to that scatter plot to illustrate how regression works. We compute the regression line with formulas that we will present to you shortly. The regression line is based on our data. Once we have the regression line, we can then use it to predict Y from knowing X. The scatter plot below shows the relationship of height and weight in young children (birth to three years old). The line that runs through the data points is called the regression line. It is determined by an equation, which we will discuss shortly. If we know the value of X (in this case, weight) and we want to predict Y from X, we draw a line straight up from our value of X until it intersects the regression line, and then
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
In order to fit a line mathematically, there must be some stated mathematical criteria for what constitutes a good fit. In the case of linear regression, that mathematical criteria is called least squares criteria, which is shorthand for the line being positioned so that the sum of the squared distances from the score to the predicted score is as small as it can be. If you are predicting Y, you will compute a regression line that minimized the sum of the (Y-Y')2. Traditionally, a predicted score is referred to by using the letter of the score and adding a single quotation after it (Y' is read Y prime or Y predicted). To illustrate this concept, we removed most of the clutter of data points from the above scatter plot and showed the distances that are involved in the least squares criteria. Note that it is the vertical distance from the point to the prediction line-that is, the difference from the predicted Y (along the regression line) and the actual Y (represented by the data point). A common misconception is that you measure the shortest distance to the line, which will be a line to the point that is at right angles to the regression line.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
It may not be immediately obvious, but if you were trying to predict X from Y, you would be minimizing the sum of the squared distances (X-X'). That means that the regression line for predicting Y from X may not be the same as the regression line for predicting X from Y. In fact, it is rare that they are exactly the same. The first equation below is the basic form of the regression line. It is simply the equation for a straight line, which you probably learned in high school math. The two new notational items are byx and ayx which are the slope and the intercept of the regression line for predicting Y from X. The slope is how much the Y scores increase per unit of X score increase. The slope in the figure above is approximately .80. For every 10 units movement along the line on the X axis, the Y axis moves about 8 units. The intercept is the point at which the line crosses the Y axis (i.e., the point at which X is equal to zero. The equations for computing the slope and intercept of the line are listed as the second and third equations, respectively. If you want to predict X from Y, simply replace all the Xs with Ys and the Ys with Xs in the equations below.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
A careful inspection of these equations will reveal a couple of important ideas. First, if you look at the first version of the equation for the slope (the one using the correlation and the population variances), you will see that the slope is equal to the correlation if the population variances are equal. That would be true either for predicting X from Y or Y from X. What is less clear, but is also true, is that the regression lines for predicting X or predicting Y will be identical if the population variances are equal. That is the ONLY situation in which the regression lines are the same. Second, if the correlation is zero (i.e., no relationship between X and Y), then the slope will be zero (look at the first part of the second equation). If you are predicting Y from X, your regression line will be horizontal, and if you are predicting X from Y, your regression line will be vertical. Furthermore, if you look at the third equation, you will see that the horizontal line for predicting Y will be at the mean of Y and the vertical line for predicting X will be at the mean of X. Think about that for a minute. If X and Y are uncorrelated and you are trying to predict Y, the best prediction that you can make is the mean of Y. If you have no useful information about a variable and are asked to predict the score of a given individual, your best bet is to predict the mean. To the extent that the variables are correlated, you can make a better prediction by using the information from the correlated variable and the regression equation.
Scatter Diagrams
Two related variables, called bivariate data, plotted as points on a graph. Each point on the diagram represents a pair of values, one based on the X scale (independent variable) and the other based on the Y scale (dependent variable).
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Correlation Analysis
Statistical techniques for measuring the closeness of the relationship between variables. It measures the degree to which changes in one variable are associated with changes in another. It can only indicate the degree of association or covariance between variables. Covariance is a measure of the extent to which two variables are related. Regression and correlation analysis may be either simple or multiple. Simple analysis uses only two variables, one dependent and one independent. Multiple analysis deals with three or more variables, one dependent and two or more independent.
Least-Squares Method
A statistical technique that fits a straight line to a scatter diagram by using the shortest vertical distances of all the points from the straight line. The equation derived by this method will yield a regression line that best fits the data. Regression coefficients are the values that represent the effect of the individual independent variables on the dependent variable.
Total Deviation
Total deviation = Unexplained deviation + Explained deviation
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Correlation Coefficient
The square root of r2, is frequently computed to indicate the direction of the relationship in addition to indicating the degree of the relationship. It is the correlation between the observed and predicted values of the dependent variable. Since the range of r2 is from 0 to 1, the coefficient of correlation r will vary within the range of from 0 to 1. The + sign of r will mean a negative correlation. The sign of r is the same as the sign of b (the slope) in the regression equation.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Practical Study of
Pakistan
Lever Brothers Pakistan Limited is a multinational organization. Unilever PLC London is its parent company. Unilever is a European based company with headquarters in London, and their shares are quoted at the stock exchange of several European countries. They deal in all kinds of products from animal foodstuff to foods and detergents plus other personal and consumer products. Unilever has its subsidiaries in over 80 countries of the world, to which it spreads its vast knowledge and resources. William Lever (its originator) commences business in England as a grocer. He established Lever Brothers in 1827 in England Sunlight was the first product of Lever Brothers, which makes the beginning of the marketing of branded products at the same time Margarine Uni was established in Nether Land by Simon Van Berg and Anton Jurgens. These two companies in term of: Buying raw material Selling finished goods
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Product Mix At present Lever Brothers Pakistan Limited is engaged in marketing of diversified varieties and classes of products and playing a dynamic role in boosting consumer product market. It stand at a unique position due to its honesty and integrity. Lever Brothers Pakistan Limited has both product length and depth i.e. it has by length a largest of product lines available and under each product line there are lots of variants like different weights, 100mg, 500mg, 1000mg, sache pack, family pack or in case of ice creams different brands have lots of flavor available which determines its product depth. So different no of product lines are called product length and no of products in each product line are called depth of product line. Lever Brothers Pakistan Limiteds main product groups are listed below: Home And Personal Care Personal Wash (PW) Toilet Soaps Lifebuoy (Carbolic Soap) Lifebuoy Plus Lifebuoy Gold Lux (in 4 varieties) Rexona (in 2 varieties) Liril Hamman Fair & Lovely Soap Fabrics And Home Care Fabric Wash Surf Excel Power Surf Sunlight Washing Powder Soap Wheel Home Care Vim Dish Washer / Scourers Personal Product Hair Care Sunsilk Shampoo (in 7 varieties) Harmony Soap Lifebuoy Shampoo
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Objectives Of Lever Brothers Pakistan Limited And Attainment Of Objectives Objectives of Lever Brothers Pakistan Limited 1. Their main objective is to have a double-digit growth and resultant cash flows will be utilized in improving the product quality and contents to enhance the value to customer and final users. 2. Lever Brothers Pakistan Limited has an objective to have a responsive supply chain and technological based processes. 3. They want to have consumer connectivity, i.e. they want to know what they eat, drink, how they spend their lives, what are their preferences. So in this way they wan to be very close to customer, to know their real insight and desires so they can develop new strategy for product design and can implement their strategy in better manner i.e. avoidance of hit and trial approach and hitting the right target with right strategy at right time in right and accurate manner. 4. They want to be cost efficient i.e. they want to reduce in their cost of production, cost of transportation, distribution and packaging cost and finally reducing all the human cost to offer a competitive price to customer maintain the high standards of quality. 5. To have a partnership with their suppliers to enable them to provide high quality low cost material. 6. 7. 8. Have entered and will be aggressively developing new markets. Be exciting to their customers with stream of innovative products. To be no in all their existing markets.
Attainment Of Objectives An objective or set of objective to be ideal must be SMART i.e. 1. Specific 2. Measurable
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Today Dalda Foods has become one of the largest foods FMCG organizations in Pakistan leading the local category of oil and fats. In Pakistan, Dalda has now diversified into Canola and Olive Oil product variants as well. Hydrogenated oils are main source for Trans fats. Of all the fats, trans fatty acids are considered to have an adverse effect on blood lipids and immune system.] Dalda is the only brand in Pakistan which produces a vanaspati (hydrogenated oils) which is the most popular brand in Pakistan, which happens to be VTF (virtually trans fats free). VTF means that content of Trans Fats in Dalda Vanaspati is less than 1% as against other ordinary vanaspati brands which contain around 20-25% trans fats.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Assessing relationship among performance, managerial practices, Sales-force Automation A study on Unilever & Dalda Pakistan
Introduction:
Because of the increasing cost, competition in the market companies want to have such measurement procedures that increase their per capita income and the market share. Certain procedures were adopted and it is the critical responsibility of the sales manager and the organization to identify the gaps which are lacking behind to lose the profit of the company. Sales force is the backbone of all the companies all over the world. Due to its correct use the profitability of the company is maximized. The procedures adopted must be to the desire and consent of the sales force. If they are poorly designed than it leads to lower motivation level, aptitude and skill level. If they are not properly trained they role conflict, role ambiguity and role accuracy. Now a day the sales manager are focusing on the conversion of the new customers and the retention of existing customers. An efficient sales person is the one which is emotionally intelligent; his interpersonal and intrapersonal communication powers will be strong and sales force automation is entirely dependent on it and its an essential quality of the manager.
Problem statement:
Why the sales force managers of Pakistan are not acquiring the same profitability mode as it is acquired in the foreign countries which variables are not identified and ignored that caused the decreases in the profitability of the company?
Instrument:
Primary data was collected through Questionnaires from Unilever and Dalda companies. Secondary data is collected through literature review of Topics from related books will be searched Reports will be studied Training Manuals Research papers downloaded from the net. Sales record Official Records etc.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Technique:
Stratified random sampling technique was used for the analysis of data.
Sample characteristics:
The sample consists of 65 Unilever (dark green) and 70 (light green) Dalda distributors as indicated in the chart which are independently working in their organization and are doing well in the tracking the order of the sales, inventory level, customer history.
Biographical questionnaire:
The biographical questionnaire was a self-developed questionnaire that incorporated the following personal information of the respondents, gender, home language, marital status, age, race, job classification, education, qualifications, job grade and tenure.
The major predictors of the study are the satisfaction, automation, role perception, aptitude and motivation having an average mean of 90.38, 82.26, 64, 36, 79.38 and 79.77 respectively as shown in table 1.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
The regression coefficient gave a value of 0.729 which is greater than o.o5 which employees that the regression equation best fits in the model.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
The model further elaborated the regression equation showing the major predictors the study at the df 4 the F value is 18.415 which is positively correlated Table. 3
The table 3 shows that at beta .552 of standardized coefficient the significance level is . 095 which shows a positive impact of the automation variable. Similarly the role perception, aptitude and motivation variables are significant at .010, .303 and .697 respectively. A new dimension has been identified which is the automation which improves the profitability of the company by maintaining the customer history in the records and noting the time that how much time is required to convert to the potential customer to generate a productive call. It works as an independent variable increasing the impact gives positive results.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
The above chart shows that it took 7- 10 min both by the Unilever and Dalda to convert its customers.
This chart shows that a sales person must adopt to maintain the customer history that is, via some specified material which could be the sales card, HHT or personal dairy.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
The chart shows automation increases the profitability of the organization whether it is Unilever or Dalda Automation question 4: Automation saves time?
This chart illustrates that Automation is less time consuming and thus provide more good results and ultimately the profitability of the organization.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
The important functions of automation are as followed: The sales force automation systems can improve the productivity of sales personnel. Rather than write-out sales orders, reports, activity reports, and/or call sheets, sales people can fill-in prepared e-forms. This saves time.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Business Mathematics and Statistics (523) Merits, Demerits, Strengths and Deficiencies: Merits & Strengths:
Unilever PLC England the parent company all over the world gives assistance to Lever Brothers Pakistan Limited so Lever Brothers Pakistan Limited enjoys a high level of support from Unilever. Another major source of strength for Lever Brothers Pakistan Limited is its product targeting all income groups. Lever Brothers Pakistan Limited is providing products total income groups i.e. providing quality with economy as well e.g. Wheel washing powder, Breeze beauty soap, Taza Chai, etc. Lever Brothers Pakistan Limited is the oldest company operating in Pakistan which gives him a commanding position is Pakistan to certain extent. Lever Brothers Pakistan Limited enjoys the services of highly professional management in the area of sales, marketing, technical and production. Lever Brothers Pakistan Limited has such a strong goodwill in the market that some of its brand names has become the generic names for those products such as Surf for detergents and Dalda for ghee. Lever Brothers Pakistan Limited is the largest producer of consumer products in Pakistan and has strong brands in every field such as Close Up, Dalda, Surf, Lifebuoy, Lux, etc. Lever Brothers Pakistan Limited having the biggest shares in tea market having the biggest brand Lipton and Brooke Bond. They are market leader in ice cream business of Polka i.e. horizontal integration with hostile takeover they have captured their competitors thereby reducing competition. The company has the assets of more than 5 billion. So, it can invest further product innovation and development. It has the largest and efficient distribution network then any its competition. Lever Brothers Pakistan Limited is the only company in Pakistan which has its own corner research department. The company is very strong financially.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Opportunities:
With the help of further advertising their non competing brands can increase their market share i.e. market penetration strategy. People will definitely go for these products as Lever Brothers Pakistan Limited has a sound image in peoples mind. Whatever the brand is being sold is mostly on the basis of brand loyalty. They have capital to invest they can explore new product categories e.g. in food and beverages they can develop new products like Rafhan has launched custard, jelly, kheer mix, rasmalai mix, etc. through it again will broaden their product categories and will make their operations complex but this could be avoided with sub contracting i.e. strategic partnership with their suppliers. These products can prove a cash cows as customer in Pakistan always welcome food items especially they will welcome due to brand image of Blue Band and Dalda ghee in food category and due to Lipton and Supreme in beverages category. Lever Brothers Pakistan Limited relaunches most of its products with same name or little change in the name e.g. Surf Micro to Surf Extra, ,then to Surf Ultra and then to Surf Excel, with little change of name and little changes in its formula. If Lever Brothers Pakistan Limited launch its products with in prevailing product categories, with entirely new name and new formula then they can capture new market shares as it will gain capture the attention of its target market more as compared to existing one. Though apparently it will increase the advertising cost but it will be compensated with exciting sales as you have to advertise more even in case of relaunch of products with little change in names and formulas. So why not to go for new name and new formula as it will increase your brand portfolio, it can satisfy the needs of customers which were unsatisfied with the previous brands, its names, its formula, e.g. people used to say Surf fades the clothes, they changed formula and not name only gave it a suffix of Excel i.e. Surf Excel now the people who developed this perception that it fades the color, remain reluctant for long time even after its relaunch and heavy advertisement.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Threats:
P&G is giving very serious threats to Lever Brothers Pakistan Limited in the business of detergents and personal wash and shampoos. No of local companies producing detergents and market them at very low prices which is a threat to Surf. In the case of ghee and oil business Habib is giving very tough competition to Lever Brothers Pakistan Limited by introducing its variety of products. Treat is promoting Bodyguard very much and trying to produce a competition in the carbolic soap market. Increasing inflation in the country, persistently reducing the purchasing power of the people and dropping people from high price products to low price products e.g. the detergents and providing fuel to the expansion of unorganized sector. Increased import duties are also adding to the prices of the products and in Pakistan which is a very price for all the firms not only Lever Brothers Pakistan Limited who are using imported raw material. Threats of new entrants are also present. As ICI is a potential threat in detergents industry, because they are already involved in chemical business and providing raw material for detergent production to different manufacturing companies like Lever Brothers Pakistan Limited and Colgate Palmolive.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
The sales force automation systems should improve the productivity of sales personnel. Rather than write-out sales orders, reports, activity reports, and/or call sheets, sales people can fill-in prepared e-forms. This saves time Better communication and co-operation between sales personnel facilitates successful team selling. More and better qualified sales leads could be automatically generated by the software. Enhance the planning strategy for betterment of the profitability. Rather than printing out reports and taking them to the sales manager, sales people can use the company intranet to transmit the information. This saves time. Rather than waiting for paper-based product-inventory data, sales prospect lists, and sales-support information, they will have access to the information when they need it. This could be useful in the field when answering prospects questions and objections. The additional tools could help improve sales staff morale if they reduce the amount of record keeping and/or increase the rate of closing. This could contribute to a virtuous spiral of beneficial and cumulative effects. Better alarming system should be installed for variable correlation. Enhance the manufacturing plant capacity to get the maximum number Enhance the brand design Enhance HRD to meet the appropriate professional needs for onward competition Administration department needs to address for of hiring experienced professionals of the relevant trade.
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)
Mr. Tanveer Ahmed Block No. 13, MBA Department, AIOU, H-8 ISLAMABAD. (0333-533 6631)
M. Hammad Manzoor 508195394 # 508, 5th Floor, CTC Continental Trade Centre, Block-08 08, KARACHI. (0321Clifton 584 2326) Business Math & Stat 02 523
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By: M. Hammad Manzoor, MBA HRM-II, 508, 5th Floor, Continental Trade Centre (CTC), Clifton 08, Karachi. (Roll No. 508195394)