Table of Contents

Table of Contents......................................................................................................................1 Unilever Pakistan Ltd:...............................................................................................................2 Meeting consumer needs...........................................................................................................4 Brand benefits............................................................................................................................4 PU P!"# $ P %&C%PL#"......................................................................................................4 !B'#CT%(#"...........................................................................................................................) "T *T#+%#"...........................................................................................................................) B *&,"...................................................................................................................................M* .#T%&+ M%/ 4Ps............................................................................................................#0 "UCC#"" 1*CT! ........................................................................................................2 "3!T *nal4sis.......................................................................................................................15 #1# Matri6..............................................................................................................................11 %1# Matri6...............................................................................................................................12 %ndustr4 Classification:............................................................................................................12 C!&CLU"%!&.......................................................................................................................14 #C!MM#&,*T%!&"........................................................................................................1)

INTRODUCTION OF UNILEVER PAKISTAN Ltd.

Unilever is one of t7e 8orld9s leading su::liers of fast moving consumer goods across 1oods and ;ome and Personal Care categories. Unilever9s :ortfolio includes some of t7e 8orld9s best kno8n and most loved brands. Unilever Pakistan Ltd: Unilever Pakistan <-5.4= Unilever e>uit4? is t7e largest 1MC+ com:an4 in Pakistan@ as 8ell as one of t7e largest multinationals o:erating in t7e countr4. Unilever Pakistan Ltd.@ a subsidiar4 of t7e Unilever +rou: is o:erating in Pakistan since 124A. T7e Com:an4Bs main business lines are "oa:s and ,etergents@ Personal Products@ Cooking !ils and 1ats@ Packed Teas@ and %ce Creams. Unilever 7as a long list of brands suc7 as "urf@ (im@ in@ Lifebuo4@ "unlig7t@ Lu6@ e6ona@ "unsilk@ CloseCU:@ BlueCBand@ ,alda@ Planta@ Li:tonBs 0ello8 Label@ TaaDa and ic7bru@ Brook BondBs "u:reme and .en4a Mi6ture etc. 87ic7 are common 7ouse7old names in Pakistan. T7e Com:an4Bs factor4 at a7im 0ar .7an 8as one of t7e first industrial units to be constructed after t7e creation of Pakistan. *s t7e consumer base e6:anded over t7e 4ears and t7e Com:an4 entered into ne8 :roduct lines like Personal Products and Margarine@ it invested furt7er in t7e installation of modern manufacturing facilities including a factor4 at .arac7i. Toda4@ t7e Com:an4 is using latest stateCofCt7eCart tec7nolog4 for :roducing 7ig7 >ualit4 :roducts. %n 122)@ t7e Com:an4 establis7ed a ne8 factor4 near La7ore to manufacture t7e 3allBs range of ice creams@ 87ic7 7ave become :o:ular 8it7in a s7ort time. %n 122E@ t7e :resent grou: F Unilever U. ac>uired t7e Polka +rou: t7at :roduced ice creams. %n 1222@ Pakistan industrial :romoters <Private? Limited@ o8ners of GPolkaB brands of %ce Cream 8ere merged 8it7 Lever. %n order to leverage t7e s4nergies of UnileverBs international brand strengt7@ market edge and cor:orate image@ Lever Brot7ers Pakistan Ltd. c7anged its name to Unilever Pakistan Ltd.@ in *ugust 2552.

Back !o"nd of Un#le$e! Pak#stan Ltd Co.

H Unilever Pakistan Ltd.@ a subsidiar4 of t7e Unilever +rou: is o:erating in Pakistansince 124A. H T7e Com:an4Bs main business lines are "oa:s and ,etergents@ Personal Products@ Cooking !ils and 1ats@ Packed Teas@ and %ce Creams. H Unilever 7as a long list of brands suc7 as "urf@ (im@ in@ Lifebuo4@ "unlig7t@ Lu6@ e6ona@ "unsilk@ CloseCU:@ BlueCBand@ ,alda@ Planta@ Li:tonBs 0ello8 Label@ TaaDa and ic7bru@ Brook BondBs "u:reme and .en4a Mi6ture etc

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O"! V#s#on
ITouc7ing ;earts@ C7anging Lives.J

O"! '#ss#on

IMission %s To *dd (italit4 To Life. 3e Meet #ver4da4 &eeds 1or &utrition@ ;4giene and Personal Care 3it7 Brands T7at ;el: Peo:le 1eel +ood@ Look +ood and +et More !ut !f Life.J Add#n V#tal#t% to l#fe& 1)5 million times a da4@ in 1)5 countries@ :eo:le use our :roducts at ke4 moments of t7eir da4. %n t7e future@ our brands 8ill do even more to add vitalit4 to life. !ur vitalit4 mission 8ill focus our brands on meeting consumer needs arising from t7e biggest issues around t7e 8orld toda4 F ageing :o:ulations@ urbanisation@ c7anging diets and lifest4les.

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Meeting consumer needs

3e recognise t7at t7e 8orld in 87ic7 8e o:erate is c7anging. Consumers are increasingl4 bringing t7eir vie8s as citiDens into t7eir bu4ing decisions@ demanding more from t7e com:anies be7ind t7e brands. T7e4 8ant com:anies and brands t7e4 trust.

Brand benefits
3e see gro8ing consumer need for:

a 7ealt74 lifest4le more variet4@ >ualit4@ taste and enKo4ment time@ as an increasingl4 :recious commodit4

;el:ing :eo:le to feel good@ look good and get more out of life 8ill enable us to meet t7ese needs and e6:and our business. 3e are also o:en and trans:arent in t7e information 8e :rovide on our :roducts@ as 8ell as all advertising and marketing material F and an4 claims 8e make are su::orted b4 scientific evidence. %n ot7er 8ords@ if 8e sa4 our :roducts 8ill add vitalit4 to life@ 8e mean it.

PURPOSE & PRINCIPLES

Al(a%s (o!k#n (#t) #nte !#t% Conducting our o:erations 8it7 integrit4 and 8it7 res:ect for t7e man4 :eo:le@ organisations and environments our business touc7es 7as al8a4s been at t7e 7eart of our cor:orate res:onsibilit4. Pos#t#$e #*+act 3e aim to make a :ositive im:act in man4 8a4s: t7roug7 our brands@ our commercial o:erations and relations7i:s@ t7roug7 voluntar4 contributions@ and t7roug7 t7e various ot7er 8a4s in 87ic7 8e engage 8it7 societ4. Cont#n"o"s co**#t*ent 3e9re also committed to continuousl4 im:roving t7e 8a4 8e manage our environmental im:acts and are 8orking to8ards our longerCterm goal of develo:ing a sustainable business. Sett#n o"t o"! as+#!at#ons !ur cor:orate :ur:ose sets out our as:irations in running our business. %t9s under:inned b4 our code of business Princi:les 87ic7 describes t7e o:erational standards t7at ever4one at Unilever follo8s@ 87erever t7e4 are in t7e 8orld. T7e code also su::orts our a::roac7 to governance and cor:orate res:onsibilit4.

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,o!k#n (#t) ot)e!s 3e 8ant to 8ork 8it7 su::liers 87o 7ave values similar to our o8n and 8ork to t7e same standards 8e do. !ur Business :artner code@ aligned to our o8n Code of business :rinci:les@ com:rises ten :rinci:les covering business integrit4 and res:onsibilities relating to em:lo4ees@ consumers and t7e environment.

OBJECTI ES
To+ P!#o!#t% - F"lf#l*ent of c"sto*e!.s needs: IUnilever aims to continuousl4 im:rove t7e environmental :erformance of t7eir :rocess and t7eir brands to ac7ieve sustainable :rofitable gro8t7 as t7eir consumer e6:ects t7em to fulfil t7eir needs 8it7 brands t7at 7ave lo8 environmental im:act.J To be 7onest@ trans:arent and et7ical in our dealings at all times. To 8in t7e 7earts and minds of consumers. To deliver 87at t7e4 :romise. To become em:o8ered leaders 87o are ins:ired b4 ne8 c7allenges and 7ave a bias for action. To believe in trust@ trut7 and outstanding team8ork. T7e4 value a creative and fun environment. T7e4 care about and activel4 contribute to t7e communit4 in 87ic7 t7e4 live.

STR!TE"IES
P!od"ct De$elo+*ent Unilever continuousl4 8ork on im:roving :roduct >ualities and features to ca:ture t7e market. %t anal4Des t7e demand to c7eck 87et7er t7e :roduct is :rofitable or not so t7at if t7e :roduct is not it s7ould be discontinued. %t kee:s an e4e on t7e com:etitorBs :roducts in order to become t7e market leader of certain :roduct. Co!+o!ate St!ate #es Leader in t7e consumer goods market. Managing govt relations to influence dut4 on im:orts of ra8 materials and countering smuggling of com:etitors goods /"*an Reso"!ce St!ate #es Managing em:lo4ee recruitment and :lacement to :ut t7e rig7t :erson for t7e rig7t Kob. e:lacement Planning. #m:lo4ee rotation in t7e de:artment. #m:lo4ee training. emuneration surve4 for salar4 adKustments of em:lo4ees.

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F#nance St!ate #es Maintain com:an4 finance o:erations 8it7 in t7e resources. Maintain 8orking ca:ital kee:ing stock debtors lo8. *d7ere strictl4 to t7e %C*P accounting :ractices and la8s. Ta6 management to gain legitimate advantages lessening t7e burden. #nsure internal control t7roug7 internal audit. %ntroduction of %T and im:lementation. #nsure sales revenue generation meet targets. Maintenance of :urc7asing function

'e! e!s 0 Ac1"#t#ons Lever 7as successfull4 com:leted an ac>uisition of Pakistan %ndustrial :romotional <:vt? limited@ manufacturers of :olka in 1222. T7e com:an4 com:leted an merger 8it7 Brooke Bond <BB? Pakistan last 4ear@ 87ere eac7 BB s7are7older received one lever s7are for ever4 4.L BB s7ares .T7e merger 7as resulted in consolidation of distribution c7annels@ t7us@ reducing o:erating costs for t7e com:an4. P!o+osed St!ate #es& 1. U&%L#(# can ca:ture unta::ed rural markets and markets of develo:ing nations b4 using its state of t7e art facilities $ tec7nolog4. %nternational brand strengt7 is :lus :oint 87ic7 8ill be :roved 7el:ful 87ile :ositioning. 2. U&%L#(# Bs Commitment to business et7ics@ safet4@ 7ealt7@ environment and communit4 can be :roved 7el:ful in order to satisf4 74giene conscious customers. U&%L#(# s7ould focus more on >ualit4 of goods. L. Unrelated diversification is a risk4 decision to be taken. Lo4al customer is t7e maKor :o8er to co:e u: 8it7 after effects of t7is decision. 4. Customers in rural areas and in develo:ing countries usuall4 7ave lo8 income level. U&%L#(# s7ould reduce its costs in order to ca:ture t7at uncovered markets effectivel4. ). U&%L#(# can use its international brand strengt7 and 8ide net8ork of retail outlets in order to com:ete 8it7 organiDed and unorganiDed :la4ers of market. E. "trategic alliance is s7o8ing t7e 8eakness of U&%L#(# in :articularl4 manufacturing area 87ic7 t7e com:etitors do not 7old. U&%L#(# s7ould its :roduction ca:acit4 in order to com:ete in market and to reduce com:etitorBs t7reat. -. %f U&%L#(# manufactured. can obtain c7ea:er ra8 material@ it can reduce cost of goods

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BR!N#S
Food b!ands B!ooke Bond A2 Blue Band 1lora Li:ton Pearl ,ust "u:reme 3alls

/o*e ca!e b!ands Comfort in "urf #6cel Pe!sonal ca!e b!ands Clear Closeu: 1air $ Lovel4 Lifebuo4 "7am:oo Lifebuo4 "oa: Lu6 Ponds e6ona "unsilk

N"t!#t#on /ealt)3 )% #ene 0 bea"t% Un#le$e! Foodsol"t#ons Raabta Cons"*e! Ca!el#ne

M!R$ETIN" MI% &Ps

PRODUCT&

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egional Brand Teams at Bangkok meets and decides 87ere to launc7 87ic7 :roduct. T7e feasibilit4 re:ort is :re:ared and market insig7ts are discovered. Market insig7ts s7ould matc7 Local %nsig7ts. %n t7e re:ort even t7e :eo:leBs actions 87ile 8as7ing are also observed and :resented in t7e re:ort. T7is enables to :resent a full fledge information about t7e attributes@ cultural values@ and motions of a :articular communit4@ region@ or a nation@ ma4 it be 8as7ing :attern@ economic condition@ or s:ending :attern. PRICE& "urf #6cel is available in different siDes and >uantities in t7e market for different :rices. %ts com:etitors in its u::erCclass segments are *riel 87ic7 is a :roduct of P$+ and Brite Total 87ic7 is a :roduct of ColgateCPalmolive <Laksons grou:?. %ts marketCoriented statement is I,aag7 &;% to seek7na &;%J. T7e com:an4 7as offered 1kg of "urf e6cel in t7e market for 125 ru:ees. Besides t7at it is also available in t7e market in sac7ets :ricing from )C15 ru:ees and in M kg for about -5 ru:ees. %t is a >ualit4 oriented :roduct :roviding value to t7eir customers. %t is :riced for ever4 consumer according to 7is or 7er financial status. %n 255) Unilever ado:ted one of t7e :riceCadKustment strategies 87ic7 8as discount $ allo8ance :ricing as t7e4 offered 1kg of "urf #6cel for 15) ru:ees. T7roug7 t7is strateg4 :romotional :ricing strateg4 also came in :rogress as t7eir :roduct 8as :romoted t7roug7 it and t7e sales increased ra:idl4. But as its com:etitors also reacted for t7is c7ange t7roug7 customiDing t7eir offerings and :rice cuts "urf #6cel 8as finall4 focused to8ards :rice increases. Besides t7at "urf #6cel :ricing strateg4 7ave also been to :rovide value and recentl4 t7e com:an4 im:rovised t7eir strateg4 as t7e4 focused to8ard more :romotion t7roug7 cam:aigns. Beside t7at t7e com:an4 7as also im:lemented :roduct line :ricing strateg4 as t7eir offerings are in different >uantities along 8it7 different :rices in t7e market for "urf #6cel. "everal offers 7ave also been introduced b4 *riel and Brite in t7e market using Promotional@ discount@ and :s4c7ological :ricing strategies and for t7at "urf #6cel 7ave also res:onded efficientl4 t7roug7 its strategies. DISTRIBUTION PRICIN4 STRATE45& Unilever distributor +T N LMT Unilever %MT 37ere@ +TO +eneral Trade <general stores@ .ir4ana stores@ Medical and +enaral stores? LMTO Local Modern Trade <"u:er stores suc7 as *g7aD@ &a7eed@ ,CMart? %MTO %nternational Modern Trade <de:artmental storesN;4:er Market suc7 as Makro?. PRO'OTIONS& "ales 1orce in "urf #6cel is divided into L t4:es: +eneral Trade <general stores@ .ir4ana stores@ Medical and +enaral stores?@ Local modern trade <su:er stores suc7 as *g7aD@ &a7eed@ ,CMart?@ and %nternational Modern trade <Large 7ouses suc7 as Makro?. Merc7andising ,rives: %t de:ends on t7e C7annel t7e team is c7oosing to communicate itBs :roduct <surf e6cel?. T7e4 ma4 ask t7e retailer to 7ave at least )5 :ieces of surf in t7eir s7elves along 8it7 P!" Materials <:osters@ banners@ s7elves@ etc? t7roug7 annual :ricing :lan

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!utdoor Media *genc4 is a::ointed for t7e advertising cam:aigns via billboard and signboards. T7ese !M* classif4 different regions under "trata@ ranging from 1 to E."trata 1 includes cities like .arac7i and La7ore@ "trata 2 includes cities 8it7 com:arativel4 less densit4 and so on. T7e4 ma4 select sites as :er t7e follo8ing e6am:le: "trata 1 8ould 7ave E5= advertising sites. "trata 2 8ould 7ave 25= advertising sites. "trata L 8ould 7ave 25= advertising sites. "trata 4 nil "trata ) nil "trata E nil PLACE& Mind "7are is t7e Media Bu4ing ;ouse for Unilever in Pakistan. T7e airtime is :urc7ased de:ending on t7e relative :rice and numbers of s:ots t7e brand is getting. T7ese s:ots must be enoug7 so t7at ecall value is created 8it7in t7e customerBs mind. 1re>uenc4 of target market is also anal4Ded. %n #lectronic media@ es:eciall4 Television PT( and *T( 7ave t7e biggest countr48ide vie8ers7i:. 37ereas in Private "ector ;um tv currentl4 is t7e biggest Tv :roduction and broadcasting 7ouse. T7e selection of Print and #lectronic Media de:ends again on t7e nature of :roduct and t7e marketing strategies. T7e atio is divided for :rint and electronic Media in t7e beginning of t7e cam:aign. Moreover retailing consumer :roducts is UnileverBs bread and butter. T7e com:an4 7as t7e biggest retail reac7 in t7e countr4 8it7 t7e com:an4 servicing )55@555 outlets@ of 87ic7 )5 :er cent are covered direct b4 t7e com:an4Bs distributors and t7e balance t7roug7 87olesalers. 1or com:an4 t7e main business is done b4 +eneral Trade as com:ared to %MT or LMT@ t7erefore different incentives and :references are given to general retailers@ 87olesalers and distributors.

$E' SUCCESS (!CTOR

Res+ons#ble Ca!e Caring for eac7 ot7er@ our factor4 and t7e environment O+e!at#onal Effect#$eness Producing t7e rig7t goods@ at t7e rig7t time@ 8it7 t7e rig7t >ualit4 at t7e rig7t cost ,#n t)!o" ) Peo+le !ur success 8ill onl4 be ac7ieved t7roug7 7ig7l4 motivated and effective :eo:le Inno$at#on 0 Ca+ab#l#t% De$elo+*ent ig7t first time innovation is essential to ensure t7e future of our business C"sto*e! and S"++l#e! 'ana e*ent "atisf4ing our customers t7roug7 effective management of t7e total su::l4 c7ain Enabl#n S%ste*s and P!ocesses #6cellence in our %T s4stems and skills are ke4 to t7e success of our factor4 14

S)OT !na*+sis
St!en t)s& CustomerBs Lo4alt4. Latest state of t7e art facilities and tec7nolog4 for :roducing 7ig7 >ualit4 :roducts. %nternational brand strengt7. Committed to business et7ics@ safet4@ 7ealt7@ environment and communit4. U&%L#(# Bs ke4 com:etitive advantage over ot7er market :artici:ants is t7e retail reac7 of t7e com:an4. U&%L#(# services )55@555 outlets 8it7 )5 = t7roug7 direct distribution and remaining via 87olesalers. U&%L#(# is enKo4ing market edge of 41= in 1MC+ industr4. U&%L#(# is at number one in ice cream segment and 7aving 14= market s7are all over t7e globe. ,eaknesses& T7e biggest c7allenge in safeguarding market :osition is to become cost leader. !:erational com:le6it4 due to a large number of :roducts in :ortfolio and due to diverse 8ork force. "trategic alliance 8it7 ot7er small mills for manufacturing :ur:ose is t7e 8eakness as 8ell as a t7reat for U&%L#(# . *lt7oug7 U&%L#(# claims t7at it is a :art of its cost reduction strateg4 but it can not 7ide t7e realit4 t7at it s7o8s 8eakness of U&%L#(# . O++o!t"n#t#es& Markets of develo:ing countries can be :roved a :rofitable segment because :eo:le are consum:tion oriented rat7er t7an saving or investment oriented. U&%L#(# can gear u: its market s7are in t7e unta::ed rural market. ,iversification in unrelated business. a:id increase in 8orld :o:ulation. 3orld :o:ulation is set to gro8 b4 A55m in 2515 and almost all increase 8ill be in develo:ing countries.

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T)!eats& 1MC+ market is 7ig7l4 res:onsive to economic conditions@ inflation and social disru:tions resulting in variations in sales revenues and demand for t7e com:an4. P $ + is t7e maKor com:etitor and t7reat for U&%L#(# . !t7er organiDed :la4ers are &estle and $ B. U&%L#(# is facing intense com:etition from unorganiDed :la4ers i.e. c7ea:er smuggled :roducts and C7inese :roducts. *ccording to industr4 source@ 45= of tea consumed locall4 and a large :ortion of ;PC :roducts are smuggled into t7e countr4. Legal@ :olitical and regulator4 factors of 7ost countr4. 1or e6am:le@ su::ortive +overnment :olicies for attracting 1,%@ 1= ta6 rate on cor:orate :rofit and inabilit4 of Pakistan +overnment to control smuggled :roducts etc. *lt7oug7 U&%L#(# 7as a first mover advantage in ice cream segment but #ngro 7as announced to enter in ice cream segment and is considering a big rival :ost C02515. a:id increase in ra8 material cost and su::l4 disru:tions from su::liers of ra8 material. T7e un:recedented surge in :alm oil@ tallo8 :rices and ot7er materials 7as resulted in declining margins. +oing for8ard@ 7ig7 ra8 material costs are a ke4 risk to U&%L#(# Bs :rofitabilit4.

E(E Matri,
Ke% E6te!nal Facto!s OPPORTUNITIES Market of develo:ing countries due to more tendenc4 to8ards consum:tion a:id increase in 8orldBs :o:ulation. Unrelated diversification. ural area. ;4giene Consciousness T/REATS Com:etition from organiDed :la4ers@ P $ + %nflation ate "muggled :roducts and local com:etition. Legal@ :olitical and regulator4 factors of 7ost countr4. a:id increase in ra8 material cost. Total ,e# )ted Sco!e ,e# )t Rat#n s ,e# )ted Sco!e 5.E5 5.4) 5.15 5.25 5.25 5.E5 5.1E 5.14 5.15 5.45 8.9:

1. 2. L. 4. ). 1. 2. L. 4. ).

5.1) 5.1) 5.15 5.5) 5.15 5.1) 5.5A 5.55.5) 5.15 2.7

4 L 1 4 2 4 2 2 2 4

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Rat#n s& 1 F Poor 2 F Belo8 *verage

L F *bove *verage 4 F "u:erior <2.2)? s7o8s strong res:onse of

Total 8eig7ted score of #1# matri6 of U&%L#(# com:an4 to8ards e6ternal factors.

I(E Matri,
Ke% Inte!nal Facto!s 1. 2. L. 4. ). E. 1. 2. L. STREN4T/S CustomerBs Lo4alt4. Micro level retail outlets Latest state of t7e art facilities and tec7nolog4. %nternational brand strengt7. Market s7are of 41= Committed to business et7ics@ safet4@ 7ealt7@ environment and communit4. ,EAKNESSES "trategic *lliance Costl4 Products. !:erational Com:le6it4. Total ,e# )ted Sco!e ,e# )t 5.1) 5.15 5.15 5.5A 5.12 5.15 5.1) 5.1) 5.5) 2.7 Rat#n s 4 4 4 L L L 1 2 1 ,e# )ted Sco!e 5.E5 5.45 5.45 5.24 5.LE 5.L5 5.1) 5.L5 5.5) 8.;7

T7e score 8.;7 s7o8s t7at com:an4 7as solid internal :osition@ its strengt7s are overcoming t7e 8eaknesses. Rat#n s& 1 F MaKor 3eakness 2 F Minor 3eakness L F Minor "trengt7 4 F MaKor "trengt7

Industr+ C*assificationInd"st!% Tea Ind"st!% Class#f#cat#on Ind#cato!s %ndustr4 gro8t7 lagging +,P gro8t7. Mature Lo8 :rofit margins +ro8t7 educed sales volumes 5.)kg :er ca:ita 4earl4 consum:tion ,ouble digit revenue gro8t7 Large Ca:e6 and advertising s:end

%ce cream

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"oa:

Mature

UL#(# +ro8t7 com:an4 8it7in mature industr4 Lu6 sales doubled in L 4ears ;ig7 :rofit margins %ntroduction of li>uid 7and 8as7 11= rise in "urfs market s7are Lo8 :enetration@ )5= :o:ulation uses laundr4 soa:

,etergent

+ro8t7

"7am:oo

+ro8t7

,ouble digit turnover gro8t7 Lo8est :enetration in *sia. Clear "7am:oo 7ig7est gro8t7 in com:arable regions

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CONCLUSION
UniClever 7as a 8ell managed :rocess and t7e4 are giving good training and develo:ment facilities and incentives as com:are to t7e ot7er com:anies. Unilever culture is about em:o8ering em:lo4ees@ bot7 to contribute to t7eir business obKectives and to ac7ieve t7eir o8n :ersonal and career goals. T7e4 also kee: an e4e on t7e future@ 8it7 Gleaders7i: be7aviors Ginitiative aiming to identif4 t7e ne6t generation of leaders. ; 9s overall function is to devise and im:lement strategies and :olicies to ensure t7at t7e4 7ave t7e rig7t :eo:le 8it7 t7e rig7t skills. 3it7in t7at@ t7ere are numerous o:tions for em:lo4ees. 1or e6am:le@ it could be covering culture c7ange@ leaders7i: develo:ment@ strategic talent management@ coac7ing and skills develo:ment or alignment of re8ard 8it7 :erformance.

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RECOMMEN#!TIONS
*::ro:riate strateg4 for U&%L#(# is 'a!ket De$elo+*ent. U&%L#(# s7ould remain in t7e :resent business and s7ould introduce :resent :roducts in ne8 geogra:7ical area. 1ollo8ing are necessar4 factors t7at must be :resent 87ile c7oosing market develo:ment strateg4: U&%L#(# 7as its o8n strong distribution c7annel. U&%L#(# is ver4 successful at 87at it does. Unta::ed rural market and market of develo:ing countries e6ist for U&%L#(# cover. to

U&%L#(# is a strong M&# in Pakistan. %t 7as abundant resources bot7 financial and 7uman@ so it can easil4 e6:and geogra:7icall4. ;ere 8e are not concerned about e6:ansion of o:erating activities to ne8 geogra:7ical area. 3e are :articularl4 concerned about ca:turing unta::ed market. %t is u: to U&%L#(# 87et7er it is decided to start o:erating in ne8 areas too or Kust introduce :roducts b4 using its strong c7annel of distribution. U&%L#(# is o:erating globall4. %t means t7at 1MC+ is suc7 an industr4 87ic7 can be gro8n globall4.

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