Muhammad Ahmad Iftikhar

14L-5238 (A)

K&Ns

Health and Happiness for Pakistan

Case summary
A fully integrated poultry enterprise is established in 1964 names K & Ns (Khalil and
Naushaba). Now ran with his son Adil K. Sattar. Projected sales of 2011 in the region of
US$250 million. They just overtook all worse economic conditions in the Pakistan and
build a very strong enterprise even the international visitors admired their performance.
But still they are looking ahead as the sattars recognized a lot to accomplish they started
exporting Arab countries. Moreover they analyzed the main demand with economic
conditioned customers is in well-established countries like US and UK, where a lot of
Muslims are living and are even curious about Halal meat.
The company is fully vertically integrated as they have their own feed mill and producing
their own bird. Quarter millions of birds are used in companys own farm and rest is
placed with contract growers. Some part of logistics were also being own by the company
to be more cost efficient. Case explains how efficiently they have managed to find gaps
in the market and gaps that are not yet filled relating to customer needs and health
benefits. They offered some international products like nuggets, croquettes and burger
patties more over some products that are not usually easy to made in home such as tikka
and barbeque seekh kabab. There are some products in view of Muslims are made usually
through a Haram process so K&Ns just take this out by revealing a video in their website
in which birds are being slaughtered in truly Islamic way.
K&Ns has a very strong and reliable new product development process which includes 4
stages. Those effective four stages increases their chances successful development of a
new product. K&Ns did not positioned itself against typical wet-market neither they ever
degrade wet-market. Their only focus is to provide safe and Healthy chicken.
They also support their chicken stores even they were proved costly in the beginning
because this idea gives opportunity to deeply understand the consumer behavior and to
penetrate in the market. They have also introduced The K&Ns Way Club to accelerate
their penetration and encouraging their existing customers to turn their most loyal
customer.
K&Ns seems very keen to grow in foreign markets as very interesting stats of growing
demand of Halal food in US, UK and France. For this purpose Pakistani government is also
seems supportive to help them grow outside the country.

Cases in Management

Muhammad Ahmad Iftikhar

14L-5238 (A)

K&Ns

Health and Happiness for Pakistan

PEST Analysis:

Political
Politically some subsidiaries are being providing to promote poultry domestically.
Keri Lugar bill in which huge amount of funds are committed to promote dairy and
poultry so this industry can rise by these opportunities.
No incentive is currently providing to meat exporter.

Economical
Heavy taxes no subsidiaries
Fluctuating prices
volatile demand

Social
Religious issues put doubt on customer minds that birds are properly slaughtered
or not.
Consumer trend issues 90% of customers like to purchase chicken from wet-meat
shops

Technological
Day old birds are now produced
Average weight of birds can be increased or decreased
Immense demand can be balanced if farms are operating efficiently with new
technology.

Cases in Management

Muhammad Ahmad Iftikhar

14L-5238 (A)

K&Ns

Health and Happiness for Pakistan

SWOT ANALYSIS:

TOWS:
First strategy is relating w2 with O1 they need to start a campaign in which they
show videos of their whole slaughtering process in a complete religious way. These
kind of campaigns can be conducted in hyper star, metro and other places where
people used to visit regularly. This strategy will help in awareness, penetration and

Cases in Management

Muhammad Ahmad Iftikhar

14L-5238 (A)

K&Ns

Health and Happiness for Pakistan

customer satisfaction. This will ultimately help K&Ns to cure the damage cause by
those people who think these kind of meat are haram.
W3O2 their access to market is limited because of wet meat trend as the
educational level is increasing people become more health conscious so that will
help K&Ns as they are positioned for safe and healthy chicken.
Company has been successful so far?
Yes! I think company is successful so far after facing worse economic and cultural
problems. Reason for this immense success is they have efficiently fill the market gaps,
vertical integration gave them a good opportunity to save a lot of money and control
quality at the same time. More over the example like how Hyper Star uses K&Ns as their
loss leaders, loyalty program, quick serve meat and many other opportunities that has
taken very intelligently so far.
Key Challenges:

Imported Chicken
Electricity
Rapid Price Fluctuations
Wet-Market as in Barrier for further development of industry
High Inflation
Improvement in the general level of Education
Less Productive Workforce

Options to these Challenges:

Imported chicken only face 16% import duty while local manufacturers cost 35%
of tax including 16% sales tax. So Mr. Khalil want government of Pakistan to give
some incentives to exporter and decrease some of the duties. Well in the end of
the case minister shows a positive response to Khalils request.
Un-planned electricity is a very big problem and only option to over-come this is
to have a Backup generator or to produce own electricity well both of these
options are very costly and it can disturb the whole cost structure of the company.
In wedding season as the demand of chicken increased the price also increase by
100% but on the other hand K&Ns needs to be a price consistent so they have to
forecast demand and prices which makes them bit higher comparing to other value
added chicken suppliers. There is no specific options provided in the case for this
challenge.

Cases in Management

Muhammad Ahmad Iftikhar

14L-5238 (A)

K&Ns

Health and Happiness for Pakistan

The challenge of high inflation is controllable to some extend but it affect the
quality and productivity no solution is being presented in the case for this
Adil stated that he is hoping for increase in educational stats in Pakistan he believes
that this will help consumer to understand the positioning of K&Ns. I believe it too
because right now most of consumers are just following through Halal Haram thing
and curious how the birds are being slaughtered in the plant after some time as
K&Ns is making aware about its processing of birds to general public they will gain
trust eventually and this will help in getting good sales and market share as well.
Cheaper labor is available in Pakistan but it need to be productive and efficient as
well which is very difficult and costly to hire.

I would like to go with less productive workforce because I think this is the most
controllable problem K&Ns needs to trained their labor in a way they will prove very
cost effective for them. A very inspiring example comes in my mind when I talk about
productive workforce before manufacturing and during manufacturing, the CEO of
Tata motors decides to change the typical mindset of Tata motors because they are
going to made a breakthrough car (NANO). They started giving spiritual and technical
training to their labor this can help in changing view of typical labor and allows them
to think in a productive way more over training will boost their moral and
commitment.
So here in case of K&Ns I would like to give focus on training of their labor this can
help them I same way as in example discussed above.

Why not other challenges- if we talk about the wet meat which is their basic
challenge I would not suggest to start spreading a bad mouth about them as almost
90% of customers uses wet meat so spreading rumors like poor quality or anything
like that can hurt that 90% of market share. So this would not a good idea I appreciate
how K&Ns tackle this thing by just saying safe and Healthy Chicken.
Electricity, price fluctuations and inflation are some-how being ignored for the time
being as they are uncontrollable.
Level of Education I think this will improve but it requires time to change view about
the value added chicken and wet meat. So this is another thing that can be ignore
Imported chicken this challenge is seems to be solved in the given case so that why I
did not choose this.

Cases in Management

Muhammad Ahmad Iftikhar

14L-5238 (A)

K&Ns

Health and Happiness for Pakistan

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Cases in Management