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We are very thankful to Allah almighty, who has given us the power and ability to think the
matter and judge the matters and then to make use of the blessed abilities. We would like to
express our sincere gratitude and heartily thanks to our respected Prof. Basharat Ahmed who
encourage us for this interesting project. Through this he tries to polish our minds towards the
business world. We also thankful to our parents, without their love and encouragement it was
not possible for us to complete our project.
Company Introduction
Forvil Cosmetics
Forvil Cosmetics, Pakistan's leading Manufacturer & Exporter of Herbal Cosmetics
products. They have a vast & ever evolving portfolio comprised on various Hair and Skin
Care Products, based on their unique Herbal formulations. With an exposure & experience of
50 grand years in the industry, Forvil Cosmetics is a name synonymous with Quality & Trust
amongst its millions of consumers all around the world.
They are having markets in Pakistan with over 250 distributors nationwide covering
more than 100, 000 retail outlet. They constantly strive to be a leader in the areas of quality
and strongly believe that quality in their products and services must be a priority in order for
them to deliver value and satisfaction to their customers.
From a humble beginning in 1960, forvil cosmetics have now grown to an
international level with over 40 years of experience. Presently manufacturing and exporting
more than 32 well established brands to Afghanistan, China, somalia, Mauritius and UAE.
As per their expansion plans they are now focusing on emerging markets to explore
the opportunity to expand their operations. They believe in not only assuring their partners
the quality products & services, but also ensure to help their partners in achieving success in
various manners.
Forvil cosmetics is leading/specialized manufacturer and distributing company of
Natural/herbal Skin and Hair care products in all over Pakistan in the brand name BIOAMLA. Their company was established in year 1960 and became popular to the public more
than 40 years. Their all products are herbal and consuming items due to which they are very
big consumer in all over Pakistan and big exporter in all over the world also. Although the
products are based on the philosophy of natural/herbal ingredients, the production process is
based on a modern Good Manufacturing Practice (GMP). ISO -14001:2004 and ISO 9001:
2000 to ensure the quality of the products together with the great marketing teams formed by
their distributors are reasons for their continued success. FORVIL COSMETICS
(BIOAMLA) has a premium leading position among other hair treatments; way ahead of
other hair loss treatment products.
In year 2000, Forvil opted to move into International Market. For that matter, it
established its International Marketing Division to proudly represent the company across the
globe. So far, this effort has been translated into exports of its products into more than 12
countries including Bangladesh, United Arab Emirates, Qatar, Kuwait, Saudi Arabia,
Mauritius, South Africa, Kenya, Netherlands & UK.
At Forvil, they fulfill their social commitments through supporting various NGO(s)
working in Health, Education Sectors & Social Causes. It also operates a Non-Profit
Organization KHURSHED BIBI FOUNDATION that operates a chain of free hospitals &
dispensaries for the poor & deprived.
Values
Innovation
Reliability
Leadership
Product Range
Forvil cosmetics are providing wide range of products. They are providing productsof
hair care, skin care and personal care.
i.
ii.
Hair care
Bio Amla hair oil
Bio Amla hair tonic (make hair healthy and control dandruff)
Bio Amla shampoo
Bio Unika hair colour (black and brown)
Bio anti dandruff shampoo
Praima natural hair colour
Praima hair colour
Anti-lice shampoo
Bio egg shampoo
Bio colene hair tonic
Skin care
Bio nikhaar fairness cream
Bio nikhaar cold cream
Bio nikhaarubtan cream
Bio plus vanishing cream
Bio honey lotion
Bio 7 day beauty plan cream
Personal Care
Bio Select Hair Removal Lotion & Cream
Praima Hair Removing Lotion & Cream
Bio Plus Prickly Heat Powder
Bio Perfumed Talcum Powder
iii.
Product Introduction
From the wide range of products offered by Forvil cosmetics, we have selected Bio
Amla for the improvements. We are giving innovative offerings in hair solutions and re
launch the Bio Amla with more attractive solutions and improvements.
This product had only three variants, its target market was limited and product quality
was very poor it was not able to satisfy the customers and the packaging of this was also very
unappealing. But new product has much better features and quality.
Introduction of Bio Amla
Bio Amla Shampoo is the flagship brand of Forvil Cosmetics, launched back in 1982. It
has been the most favourite & trusted Herbal Shampoo of Pakistan through generations
having a legacy of millions of satisfied consumers, which are still growing. This herbal
shampoo is enriched with all the goodness of Amla& various herbal extracts including Shika
Kai, Nagar Mota, Brahmi (Thyme Leaves), Bahiraha and KapoorKachari (Spiked Ginger
Lily). Unlike harsh chemical shampoos, which badly damage the hair, Bio Amla Shampoo is
gentle on hair, nourishes them from roots to the tip and makes them soft, silky and radiant
shiny, with a gentle touch of nature.
Bio Amla Hair Shampoo is the unique formulation of 24 herbs and wild flowers, Bio
Amla Hair Formula is a revolutionary, all-natural solution in the fight against hair loss. Bio
Amla Hair Shampoo is made with natural ingredients that have been scientifically proven to
reduce DHT production, block the androgen receptors and stimulate hair growth its regular
use will Controls hair losses. Corrects split ends and removes all types of dandruff hair will
look (after 3 to 6 months use), thicker longer, lustrous and healthy.Bio Amla Hair Shampoo
can be used by both men and women and has no known systemic side effects.
All the ingredients in Bio hair care shampoo are scientifically designed to work together
for maxi mum benefits. They are efficient & colour safe. This shampoo cleans and conditions
dry, dull and lifeless hair and protects them from hot sun, thus making your hair soft, lustrous
and manageable. This shampoo contains extracts of 24 natural herbs& wild flowers. It is,
therefore, safe for all types of hair.
Mission
SWOT ANALYSIS
Strengths
Natural herbs
No side-effects
Trusted brand in herbal category
Weakness
Opportunities
Threats
Intense competition
Local and foreign competition
New entrance in shampoo industry
Changing policies of government
Price of electricity increasing
Countrys inflation rate is high
the customer loyalty is greater. But Bio amla failed to capture the customer satisfaction
because of its poor quality. The shampoo texture is very sticky and in jelly fail.
ii.
marketing strategy. The product bio amla mainly focuses the rural area. They are not fulfilling
the needs of others in the market.
iii.
campaign to achieve the brand recognition. But when bio amla was launched the marketer of
the company did not work seriously for its promotion and the poor and unattractive campaign
was the reason of its failure.
iv.
and attractive promotional strategies and they are changing them according to the changing
customers needs. And bio amla was also lacking in customer satisfaction. So the interest of
the customer began to shift towards the other brands. Market is so dynamic and companys
need to change them according to the environment.
v.
one product without making innovations in the product. They did not introduce separate
shampoo for men and female. They are not making change according to the changing
environment.
Target Market
Previous
The target market of this product was only females of rural areas.
New
The main target market of Bio will be females between the ages group 16-40
belonging to the lower and middle income classes. The products willfulfil the needs of rural
and urban areas.
Competitors
There are number of brands in the market who are offering hair solutions and various
shampoos for various types of hairs. The shampoos brands in Pakistan are local and
multinational competitors operating in Pakistan are as follow:
Garnier
Sunsilk (Unilever)
Clear (Unilever)
Lifeboy (Unilever)
Dove (Unilever)
Head & shoulder
Herbal Essence (P&G)
Panteen (P & G)
By this we are expecting a sales increase of 30% to 35% but in long run it is going to help us
in brand recognition and positioning.
Product Development
(Hair Solutions)
Now days, no one see the Bio Amlashampoos in the retail stores. They are flop in the
market and not getting the share. For this they have to make improvements in many areas to
get the higher market share. They have to make improvements in the product quality and
product range. They have to change themselves according to the changing customers
demands and requirements. They have to make attractive promotional campaigns to attract
more customers and create awareness among the customers. The improvements in Bio Amla
are explained as:
Bio AmlaShampoo (Re-launch)
Bio Amla is not fulfilling the customers need due to the very sticky texture. Its quality
is not good. According to customers bio amla is not fulfilling their needs due to sticky
texture, not good quality, and they did not see in any retail store.They are not providing
various shampoos for various types of hairs. They did not understand the market need.
We are introducing new bio amla to fulfil the customers requirements in changing
environment. The new Bio Amla is introduced with improved quality and smooth texture. It
fights dry Hair, conditions them and makes them look silky & shiny. It also nourishes the
scalp and provides extra protection to it from the harmful environmental effects. It contains
natural herbs extract, Amla, Rathey and Aloe Vera. It gives lustre and strength to the hairs.
New Bio-Anti Dandruff Shampoo is an excellent combination of modern scientific
research with traditional herbal products like Mustard & Tea Tree Oil. Its active herbal
ingredients penetrate deep into the scalp to protect it from Dandruff & strengthen Hair from
root to the tip. New Bio Anti Dandruff is completely safe for hair. It fights against dandruff,
helps preventing its recurrence and at the same time, provides natural nourishment to hair. Its
regular use gives you Dandruff Free Hair, full of Vitality, Health & Shine.
New bio amla will be making available in different variants for different types of
hairs. We will be offering different shampoo for silky and smooth hairs, dry hairs, natural
hairs and daily wash hairs. Shampoos will be prepared with the help of various combinations
of herbs extracts and various combinations of proteins that helps to look healthier and shine.
We will offer the following types of shampoos:
10
a.
b.
c.
d.
e.
f.
Benefits
By using this shampoo our customers will get the following benefits:
Different variants of shampoo help to fulfil the demands of different segments in the
following manner.
hairs
Help in balancing the hair and to give shine and healthy look to
hairs
Helps to protect your hairs from polluted environment
It contains the special herbs extract and aloe Vera which makes
hair silky and straight
Guaranteed solution for hair fall
Remove scalp and dandruff from hairs
Market Share
Current market share of Bio Amla and its competitor is as:
11
Chart Title
P&G
18%
31%
Unilever
Bio Amla
Garnier
14%
Others
11%
26%
By making innovationsand introducing new variants the market share of Bio can be
increase. As we have increased the product line and make development in the product that
will allow increasing the market share of bio amla shampoo. Bio Amla will be offered in rural
and urban areas. Rural areas needs are not fulfilled by other premium brands offered in the
market. Bio amla will be fulfilling the needs of them by making the products available at
affordable prices and good quality. The consumption of shampoo increase in rural and urban
areas andpopulation also increases.
Gallup Pakistan (Research)
According to the research of Gallup Pakistan71%population of Pakistan use
shampoo for their hair care.Shampoo usage is significantly higher among urbanites and
higher income groups as compared to the people living in rural areas who mostly use soap to
wash their hair.
The market for haircare in Pakistan increased at a compound annual growth rate of
10.6% between 2006 and 2012. Leading players in the Pakistani haircare market include
Unilever, Procter & Gamble Company, and Forvil Cosmetics.But due to fewer improvements
in Bio Amla, the market share of Forvil cosmetics decrease and new competitors entered in
the market.These areas for improvements help to increase the market share in Pakistan
because the shampoo usage increases in urban and rural markets.
12
190 million
134 million
55 million
18%
85%
Assumption
New customers
20 million
5 ml
13
72 million
18 million
10.44 million (58%)
7.56 million (42%)
5ml
10 million
(10,000*5) = 50000 litres
18.25 millionlitres
15
Now a day, the youngsters are facing the problem of white hairs in young age. For that
Bio is introducing the new innovative solution. It will help the youngsters to get their white
hairs into the natural hair colour. Dull and white hairs need a rich black shine. New bio colour
revival with herbs extracted from plants serves this purpose very effectively. It helps in the
growth and retention of the natural colour of hair, giving its rich shine and strength. Hair
solution will be having the following products in it.
Bio hair colour survival shampoo
We are introducing new bio colour revival with the power of olive oil, amla, aloe Vera
and herbs extract. It will help in addressing the hair colour issues of Pakistani youth
consumers with in just 3 months. Due to brakeage, splits and white colour of hairs it caused
hair fall. The hair colour solution with the name of Bio hair colour revival that combines oil
benefits and herbs extracts that help to nourish hairs.
Benefits
By using this complete solution our customer will get the following benefits:
16
Population of Pakistan
Shampoo consumers in Pakistan 71%
%from teenage to 30 years 30%of 71%
% of females having white hair problem 5%
potential
consumers
30% are not conscious of problems of potential consumers
Total target market
Competitors share 90% consumers
Bio amla customers
1/5 buys every month expected sales
190million
134 million
40million
5 million
1.5million
3.5million
3.15million
0.5million
70,000/m
SALES EXPECTED
YEAR
1
2
3
SALES EXPECTED
.84million
1.00 million @20%
1.2million@20%
17
complete herbal formula is used in developing this product. This solution will be having the
following:
Bio Age Revival Shampoo
This shampoo for old women will contain special herbs that prevent their hair from
damage. The combination of Amla, Aloe Vera, almond glycerides and herbal extracts make
this shampoo good for old age women.
Benefits
By using this shampoo our old age women will get the following benefits:
18
TARGET MARKET
Our target market is all those prone to, Baldness, Dandruff, Split hair, Dry hair/Lack luster
and who desire: Healthy hair, thickness and Length.
134 million
21 millions
14.9 million
4.8million
10.1millions
9.09millions
1.01millions
0.2million bottles/
month
REVENUE EXPECTED
.2million*12=2.4millins
YEAR
1
2
3
SALES EXPECTED
2.4million
2.88 million @20%
3.5million@20%
FORCEFIELD ANALYSIS
Driving Forces
Growing population
Increase in awareness
Increase in rate of urbanization
Demand for natural hair products increasing
Current shampoo consumption is 71% that can be further broadened with
increase in demand.
Customer base is increasing due to effective promotional effectiveness.
the
Restraining Forces
Intense competition
Competitor has strong promotional activities
Imported brands are also available in market
Bio amla shampoo considered for poor people
High rate of inflation
20
Cost:
Equipment
Rs. 70,000 * 3
210,000
Supervisor
25000 * 3
75,000
Attendant
18000 * 12
216,000
Helper
12000 * 3
36,000
500,000
Total
1,037,000
Benefits:
Packaging
21
The current packaging of Bio Amla is not attractive. That is complete plastic bottle with
black colour. The packaging does not attract the customers towards the product. They are not
changing them according to the changing environment.
For making the Bio Amla attractive, we have changed its packaging. The packaging
makes the brand look expert and modern.We have changed its bottling shape and colour
combination according to the environment. The new bottling cost less to company as
compared to previous bottle. It is having less quantity of plastic and the plastic is easily
recycled. We are making following improvements in the packaging of Bio:
We are coming up with new bottling style to attract new customer and give a re-launching
essence. It cost very less to the company:
22
PRICING
250ml
Cost/Bottle
Profit 20%
Advertisement & Administration Exp. 30%
Distributors Margin 10%
Whole sale Margin 5%
Retailers Margin 10%
Rs 110
132
171
196
205
225
540m
52.8m annually
4.4million/monthly
23
24
PROMOTION
The advertisement of Bio Amla follows the smile approach that is:
S Simple
M Memorable
I - Interesting with relative information
L Linked to Brand
E- Emotionally involved and liked
A product's particular advertising strategy also depends on the level of competition involved
with each product. For example when Pantene and Sunsilk entered the shampoo market they promoted the
shampoo's functional benefits, which greatly appealed the consumers. Bio Amla seeing this trend changed its
advertising strategies that their advertisements also promoted the shampoo's functional benefits.
We will use all possible way to promote this product
This diagram shows the marketing strategy of bio amla
Manufacturer
Internal
promotio
n
External
promoti
on
Customer
Retailers
Internal promotion
Interactiv
e
promotio
In this kind of promotion will convince our retailers to promote this product
25
Push Strategy
For this purpose we will use push strategy in this we will convince the retailer to
sell our product
Trade promotion
For the above stated purpose we will use the trade promotion
And our trade promotion will be done by following methods
1. Trade allowance
We will offer special discount if the retailer will sell the particular percentage of
product. Like if he will sell the 50% product then next 5% sale will be absolutely free for him
Interactive promotion
In this kind of promotion customer will promote the product to customer.
External marketing
In this manufacturer will explore the strategies to attract the customer towards the
product
Pull strategy
This strategy has been used to generate demand of the product in customers
Consumer promotion
To achieve the above mission we will use consumer promotion. It will be done by following
method.
1.Free extra product.
By this technique will offer
bio-amla hair oil free with the large sized shampoo.
. Promotional objective
This promotional campaign our purpose will be TO INFORM people about new improved
and modified form of product
Promotion mix
Advertisement
TV advertisement
Radio
Flyers
26
Billboards
Newspapers
Internet
27