You are on page 1of 39


m m   mm

mmmmm  mmm

 m mmmmmmmmmm

m m mmm m

!  m"m#m$ m# m% m

&m ''m(  )mmm*m



+. m m m %+ /m0m  ./m*m

1+ m1 mm m %+ /m0m /m*m


% m2m& mm


  1 Positioning Statement Of Lipton Yellow Label 4

2. Introduction Of unilever 5
3. Product Category
÷ 9istory of Tea 6&7
÷ Tea In Pakistan 8
4. Executive summary 9
5. Product Name Lipton Yellow Label 10, 11 & 12
6. Overview Of Pakistan·s Tea Indusrty 13
7. Target Marketing 14
8. Statement of need or opportunity 15
9. Core benefit proposition 15
10.Market Segmentation of Lipton Yellow Label 16 & 17
11.SWOT Analsis Of Lipton Yellow Label 18 & 19
12.Primary Competitive Alternative 20 & 21
13.Primary Point of difference of Lipton Yellow Label 22 & 23
14.4P·s of Marketing Lipton Yellow Label 24 to 29
15.Positioning of Lipton Yellow Label 30
16.Brand Repositioning & its types 31
17.Brand Repositioning of Lipton Yellow Label 32 & 33
18.Questionnaire for consumers 34
19.Summary of findings 35
20. Graphs 36, 37
21. Thank You 38


›  m

The profound Thanks goes to ALLA9 Almighty ,most gracious most merciful whom
alone we worship and ask for help.

This report was arguably one of the most painful yet thrilling experiences in this
semester. There were times when we were thankful, times when we were
frustrated, and times when we were filled with disbelief and at last we were
successful in fulfiling our task and we have an above average report for you all to

Thanks to Allah for giving us the skill as well as the will to survive with our heads
held high throughout.We would also like to Thank our Teacher Dr.Mohamed Azam
Khan (Principles of Marketing) who have been providing guidance and suport during
the whole process of our report. To our parents and family who have supported us,
our salutes!

Thanks to those anonymous angels at Lipton who helped us get information about
the industry.

Making this report has immensely helped us in understanding the skills of

Marketing. Thanks!

And finally « thanks to those cups of tea we·ve l had during this report!!

Sup Assignment & Project POM for MBA Spring 2010


1:- Name: Ariba Mehtab Reg. No. 11059 Sec/Day Tuesday 9:00-12:00

2:- Name: Zainab Anwer Noorani Reg. No. 11480 Sec/Day Tuesday 9:00-12:00


m mmmmmmm m  m
  m m m m mm m m m m
m m m mmmmmmm m m

mmmm m m m m m mm m m  m m m m
m m m m    mm mm   m

mmmm !"#m$%"m&'%mmmm mmmmm m m m m

mmmmmmmmmmmmmmmm! m mmmmmmmmmmmmmmmmmmmmm! m m

 mmmm  mm mm

  m    m

m )  *m&!&m m m

mmmm! m  m   m

"m  mmmmmm m  mm mmm  m

m mmmmm! m  mm  m


Ý + m"2m+

Mnilever is one of the worlds greatest consumer goods company and lipton yellow
label is a product of Mnilever.They sell around 150 million products a day,which
makes them worlds largest food businesses and a leader in 9ome and Personal Care
markets.There brands meet people everyday needs for nutrituion, hygiene and
personal care and they are obsessed with developing new products that reflect the
way that people likes and tastes are changing.

#  m
 m  m# 'm
m  , /4  m5 m! m- 'm


M + m&  m m

The product category of our product is tea.

9 m2m% m

" m2m% m6m#m m m4 m
After water, tea is the most widely-consumed beverage in the world It has a
cooling, slightly bitter, astringent flavour which many enjoy. There are at
least six varieties of tea: white, yellow, green, oolong, black and pu-erh [6] of
which the most commonly found on the market are white, green, oolong and
black. [7] All teas are made from the same species of plant, though different
varieties may be used, and the leaves are processed differently, and, in the
case of fine white tea, grown differently. Pu-erh tea, a post-fermented tea,
is also often used medicinally. [6]
First Discovery

According to Chinese mythology, in 2737 BC the Chinese Emperor, Shen

Nung, scholar and herbalist, was sitting beneath a tree while his servant
boiled drinking water. A leaf from the tree dropped into the water and Shen
Nung decided to try the brew. The tree was a wild tea tree. There are many
authentic and supposed references to tea in the centuries before Christ,
according to the Chinese dictionary dated circa 350 AD. The Chinese t'u
was often used to describe shrubs other than tea, hence the confusion when


Confucius allegedly referred to tea or t'u when writing about the "sow
thistle" plant in the Book of Odes.

From the earliest times tea was renowned for its properties as a healthy,
refreshing drink. By the third century AD many stories were being told and
some written about tea and the benefits of tea drinking, but it was not until
the Tang Dynasty (6818 - 906 BC) that tea became China's national drink
and the word ´chaµ was used to describe tea.

The modern term "tea" derives from early Chinese dialect words - such as
Tchai, Cha and Tay - used both to describe the beverage and the leaf. Known
as Camellia sinensis, tea is an evergreen plant of the Camellia family. It has
smooth, shiny pointed leaves which look similar to the privet hedge leaf
found in British gardens

There are more than 1,500 teas to choose from more than 25 different
listed countries around the world but the main producers are India, Sri
Lanka, Kenya, Malawi, Indonesia and China. It is cultivated as a plantation
crop, likes acidic soil and a warm climate with at least 50 inches of rain per
Other factors affecting flavor characteristics are the methods of
processing and, of course, the blending together of teas from different
areas and regions OR the additions of flowers, fruit, oils, herbs or spices
from other plants.


% mÝmM  m

Drinking tea defines our culture as well as history. Around 95% of the total world·s
population is relatively familiar with tea, its strong and sensational aroma and its
soothing, yet slightly bitter astringent flavour (taste). After water, tea is the
most widely-consumed beverage in the world. In Pakistan, almost every 10th person
is a tea addict and undoubtedly feels proud of this addiction (and I am now one of
them too, and a proud one). May it be the light yet effective green tea, the slight
ting of lemon tea, the amazingly ´sab ki favouriteµ doodh patti, the occational
Kashmiri Chai, or the delicacy of herbal tea, we all love and adore tea.

Doodh patti, is the widely used form of tea in Pakistan, then comes the rest. Now
when it comes to tea, which is a commodity (and now a days a basic one in every
household), we search for the one who has to offer the following:

- great flavour

- highly aromatic

- easily accessible

- affordable



Tea is considered to be an essential consumption item in many countries of the
world, including Pakistan. The history of tea drinking in the subcontinent can be
traced far back. Over a period of time, the colonials improved the quality and taste
of tea. At present there are two kinds of tea available in the market: branded and
unbranded (loose) tea, the ratio is (54:46) respectively. Bulk importers sell tea to
retailers in loose form, while the second category of bulk importers sell packaged
tea under brand names.

Branded VS Unbrandedm



ý m

All tea in Pakistan is imported. Therefore, tea, a traditional hospitality item

in Pakistan, consumes a large amount of foreign exchange. Pakistan mainly
imports tea from Kenya and other African countries like Mganda, Burundi
and Tanzania, while multinational companies in Pakistan also import tea from
Sri Lanka, Indonesia and Bangladesh. The current tea imports are
approximately 150,000 tons.

There are unlimited quantities of smuggled tea flooding the market. The
main problem at present is that smuggled tea has now taken over the
market, simply because of the high duty and taxes levied by the government
on branded tea. Smuggled tea escapes all duties and levies, and therefore
can be sold cheaply, as loose tea. Now efforts are being made to grow tea
leaves locally.


M + m m m
In product category the product name is Lipton Yellow Label.

Lipton Yellow Label m

#m m  m+ m mm+m mmm m m'm

Lipton was created in the end of 19th century by Sir Thomas Lipton in
Glasgow,Scotland. Mnder the slogan ´Direct from the tea gardens to the Tea potµ,
this entrepreneurial businessman wanted to make tea a popular and approachable
drink to every one_with a high quality and a reasonable price product.

 m% m#m

In 1929, the Lipton grocery retail business was one of the companies that merged
with 9ome and Colonial Stores to form a food group with over 3,000 stores. The
group traded as 9ome and Colonial Stores until 1961 when it took the name of
Allied Stores.[1]


Lipton's became a supermarket chain focused on small towns, before Allied's 1982
acquisition by Argyll Group: the supermarket business was rebranded as Presto
during the 1980s.

Meanwhile, the Lipton tea business was acquired by consumer goods company
Mnilever in a number of separate transactions, starting with the purchase of the
MS and Canadian Lipton business in 1938 and completed in 1972 when Mnilever
bought the remainder of the global Lipton business.

Sir Thomas Lipton's vision to provide the best quality tea has made Lipton the
number one tea in the world today. Lipton offers an option to tea lovers to enjoy
their favorite drink in an exciting and refreshing way.

Lipton is the tea brand for Mnilever, one of the biggest multinationals around the
globe. According to a source,

‡ 1649 cups of Lipton Tea are enjoyed every second

‡ 8245 cups of Lipton Tea are enjoyed every time you blink

‡ 1252 cups of Lipton Tea are drunk every time your heart beats

‡ 52 billion cups of Lipton Tea are drunk each year

V m mm m

Lipton is one of the world's great refreshment brands, making a big splash in the
global beverages market; it is the epitome of international quality. Lipton Yellow
Label's assurance of quality has helped it become the world's largest selling tea
brand. Specially plucked from the best tea gardens of Kenya and blended to
perfection - it is truly the gold standard in tea. The 100% International Blend -
made with one of the best technologies available in the world, has been brought to
you to provide the finest tea drinking experience.


mmm+m mm

Drinking Lipton is a way for the consumers to feel great in mind and body - to feel
good about themselves and the world around them. Lipton allows its consumers to
be the best that they can be«to stay engaged and connected.

Ú m

To satisfy our customers and achieve success worldwide.

4 +m

Our main focus is on trust.We believe that trust is the foundation of our
business actions.We believe honesty is absouletly necessary and its integrity
cannot be compromised.All our actions and decisions are guided by fairness and
sinserity of commitment.

"+ m7+ m

We believe in dedicating ourselves to achieve ourselves to achieve an

outstanding quality in all our activities.Excellence is a journey and not a
destination.Quality is a way of life to us.


3m m  

We believe in unity of purpose and value the benefit of co-ordinated efforts &
we are open to new ideas at every aspect of our business.

Overview of tea industry in Pakistan

M + m#2  mV  8m







% mV m

Targeting a segment means the company is making a selection and targeting a

certain group of consumers or buyers for its product or services. Evaluation of
different segments that companies make is most critical before targeting any
segment, every company have its own criteria of selecting a segment such as size,
potentiality of growth, profitability, economies of scale, or low risk in the segment.
Lipton Yellow Label has target different market segments .
Lipton Yellow Label basically has targeted the urban areas and has concentrated on
the upper and middle classes.Therefore despite the fact that it uses a mass
marketing approach it can easily be denoted that this product is catered to a
particular segment. Even in its marketing approach for Lipton Yellow Label, the
product is presented in a different way for instance the teabags are targeted
toward the upper high class, while soft packs and jar packs are targeted for middle
and middle lower class. Today as both men and women consume equal amounts of
tea the age group segment selected for Lipton is for all age group for they want to
target those people who are young, trendy, cosmopolitan.


  m2mm m +m

Lipton yellow label is for themselves who want active & refreshing lifesyle for
themselves and there families

& m2m m

The core benefit proposition of Lipton yellow label is that it has :

÷ taste.
÷ flavor
÷ colour
÷ aroma.


V m   m"2m#m$m# m

V m   m

î Distinct needs - regular tea/ green tea

î Characteristics ² taste, aroma, strength

î Behavior ² in terms of 4 P·s Segmentation of consumer market

„3!!9%m %›%3 m"4m 9ÚV9%›%Ý m

There are two clear segments of consumers in the market, branded tea consumers
and un-branded tea consumers. In Sindh, branded tea is consumed by most of the
cities, whereas in the rural areas both branded and unbranded are equally popular.
In Punjab, the city dwellers as well as a majority of rural areas are absolutely
brand loyal while unbranded tea is only popular in teashops and hotels. In NWFP
and Balochistan, 90% of the population still prefer the unbranded form as it gives
them the chance of see and smell what they buy before paying for it. In addition,
the mindset is such that now no other tea brand can compete because consumers
are strongly brand loyal.


  m:  mmmmmmmmmmmmmmmmmmmmmmmmmmmmmmmmmmmmmmm1  m

Ú  m   m m

÷ World region Asiam

÷ Country Pakistanm
÷ Cities All major cities of Pakistanm
÷ Density Mrban-Ruralm
÷ Climate 9ot & drym

1   m    m

÷ Age All age groupm

÷ Gender Male,Femalem
÷ Family size 1-2,3-4,5 abovem
÷ Family life cycle Married & Mnmarriedm
÷ Income 12000 abovem
÷ Occupation White collar & service workersm
÷ Education School,colleges & Mniversitiesm
÷ Religion Allm
÷ Race Asianm
÷ Nationality Pakistanim

M   m    m

÷ Social Class Middle class n upper classm

÷ Lifestyle Fulfilled,believers,experience makers andm
÷ Strugglersm

+ m    m

÷ Occassion Any occassionm

÷ Benefits Quality,taste,flavour and brand statusm
÷ Loyality Status Significantly highm
÷ Readiness Stage Awake & interestedm
÷ Attitude towards brand Positive & entusisticm


 %m› m2m#m$m# m

All organizations should understand their operating enviournment as it allows
them to take advantage of the opportunities and minimize threats.The following
analysis illustrates the enviournment of Pakistan in which Lipton Yellow Label
will be operating:-

÷ Experienced and quality management.
÷ Strong Ethical value (culture and heritage)
÷ Strong supply line
÷ 9ighly innovative
÷ Strong financial position
÷ Strong company image
÷ Success of the slogan
÷ Quality & variety
÷ Effective & attractive packaging
÷ 9igh quality man power
÷ 9elp people getting more out of life
÷ Brand recognition
÷ Accessbility

÷ 9igh prices of the product
÷ Substitute products


÷ Brand is the part if traditional drinking habits
÷ Research & development
÷ Makes people active
÷ Expansion in other areas of country

÷ Strong competion in rural and urban areas
÷ Internationally increasing tea prices
÷ Political conditions in the country may be obstacle to exports
÷ 9igh infaltion in the country can negatively effect the brand


M  m  
The primary competive alternative of Lipton Yellow Label is Tapal Danedar Tea.

%  m1  m

Tapal is a well known name in Pakistan. In 1947, it started business and now
are a Tea leader and so celebrated its 55 th anniversary in 2002. Their first
shop was in Jodia Bazaar.

The journey of Tapal's remarkable success is the combined efforts of three

dynamic generations of the Tapal Family. Tapal started out as a family
concern under the personal supervision of its founder, Adam Ali Tapal. The
company continued to grow under the management of the founder's son,
Faizullah A. Tapal. . Currently it is managed by the founder·s grandson,
Aftab F. Tapal who has continued giving further strength to the foundations
of quality laid by his family.

Making a modest beginning over half a century back, today Tapal has become
the largest, 100% Pakistani owned Tea Company in the country. It has
modern tea blending and packaging factories, warehouses equipped with


state-of-the-art equipment and a team of highly dynamic professionals

headed by Aftab Tapal himself. 9e was the first to introduce soft packs in
the country. 9e developed an entirely new brand and category- Tapal·s
Family Mixture (the mixture of tea & dust). Mr. Aftab Tapal was the first
to invent the highly successful brand Danedar Leaf Blend. In December
1997, Tapal Tea became the first Pakistani Tea Company to earn the ISO-
9001 certification: a symbol of the highest international quality standards.
Again in December 2000, Tapal acquired the ISO-9001: 2000 certification,
making it one of the first few companies in the world to achieve this
milestone. In addition to the standard requirements, the ISO-9001: 2000
certification system includes requirements for environment improvement,
concepts of TQM (continuous improvement) with major emphasis on
consumer requirements and satisfaction.
Tapal Danedar and Lipton Yellow Label are primary competitive of each
other .They are they competitive because they target the same consumers
ane are for same type of people there Target market is same. They also have
slightly difference in there prices,


M  mm2m22  m 2m#m$m# m

The primary point of difference of Lipton Yellow Label is


Lipton Yellow Label is painting the world yellow with a marketing campaign
that represents all that Lipton stands for brightness, vitality and fun with
natural goodness and the red represents the enerfy it gives.

Lipton tea can do that«


›mmm2m% m
The all the goodness of tea makes Lipton Yellow Lbel makes it different
from other products.The point of difference are as follows

7+ m
9and picked close to the bud for best quality tea and finest taste.The
quality of Lipton Yellow Label makes it different it offer best quality tea to
its consumers.

: m
Lipton tea helps you to revitalizes your mind and body.

 + m
Litopn Yellow Label tea is a natural source of antioxidants and thearine.

 mÝ mm
÷ 100% natural
÷ Accessible
÷ Consistent quality
÷ aersatile
9m9 m: +m
Lipton yellow label has high ethical value in the minds of consumers because
it is used since ages so people are well aware of the brand.


4+ mMm 2mV m#m$m# m

The four of marketing Lipton Yellow Label are as follows.

M + m

The product Lipton Yellow Label has a brand image in the mind of
consumers.9and picked close to the bud for best quality tea and finest
taste.The quality of Lipton Yellow Label makes it different it offer best quality
tea to its consumers. We believe in dedicating ourselves to achieve ourselves to
achieve an outstanding quality in all our activities.Excellence is a journey and not
a destination.Quality is a way of life to us.The consistent quality makes the
product successful in the market.


M  m
Lipton Yellow Label has never wanted to compromise on quality so they adopted
value based pricing.

#mm$m# m m

m m m!';m

*m m m!mm

m m m!m*m

m m!mm

M  m(1 +m
Lipton Yellow Label has a distribution network spread across Pakistan.The
popularity of the brand is so much making it the No.1 National Tea company in

Lipton Yellow Label caters to its customers by providing Lipton Yellow Label to
more than 150000 outlets in Pakistan,which includes super stores, general stores,
grocery stores and discount stores and all departmental stores.

Lipton has its headquarter in Karaci and 650 distribution offices all over Pakistan.


Distribution plays an integral role in any company whether it·s a FMCG or utility

good. The role of distribution in the marketing mix is to deliver a product to its

target market or final consumer. Between the manufacturer and the final consumer

stands a set of intermediaries performing a variety of functions. These

intermediaries constitute a marketing channel also known as trade channel or


distribution channel. The marketing channels are set of interdependent

organizations involved in the process of making a product or service available for

use or consumption. Marketing channels overcomes the time, place and possession

gaps that separate goods and services from those who need or want them.

Liton Yellow Label Danedar is known for its wide distribution network. The Lipton

Yelow Label distribution channel is:

V +2 +  m


!  m

M  m
„+  m


M   m
The Lipton Yellow Label does it promotion in following ways.

The company uses different promotion techniques they povide different items to

people such as :

÷ Caps
÷ Tea bags
÷ Cups
÷ Printed T-shirts
÷ Discounts
÷ Basant festivals
÷ aans
÷ Watches
The company is different sales promotion techniques at different time of the
year depending on the sales of the product.

9   mV m m

The company is spendind a lot on electronic media.In there advertisment they hire

renowned celebrities.


The Lipton Yellow Label uses different types of advertisment as follows



Lipton yellow label spends a lot on television advertisment.Commercial during cable

network movies, Ta shows such as special drama, news ,talk shows and Sitcom

Product placement is also done in many of the shows.

V  , m

Full page advertisment including Akhbar-e-Jahan, Mag, Family Magazine, Fashion &
Business Magazine.

Ý  m

Lipton Yellow Label advertises on websites such as Facebook & Yahoo.

„  m

Avaiable at big shopping malls such as Dolmen Mall, Park Towers & Millenium Mall.


Mm 2m#m$m# m

Positioning involves designing the product and image that will occupy a distinctive
place in the minds of the target market. As can be seen, Lipton yellow label have
the largest profit margins and market share in the automobile industry. Thus the
marketers at Lipton have decided to create its own unique image and then
strengthen the position in the customers· minds.

The Lipton Yellow Label has positioned its product in the minds of the consumer as

÷ Active
÷ Refreshing
÷ Colour
÷ Aroma
÷ Taste
÷ Flavour
÷ Outstanding Quality
÷ Slogan


›1m9M Ý%Ý ÝÚm›1m%$M9 m 4m›1m9M Ý%Ý ÝÚm

 mmis changing the positioning of a brand. A particular m

   may not work with a brand.

For instance, Dettol toilet soap was positioned as a beauty soap initially. This was
not in line with its core values. Dettol, the parent brand (anti-septic liquid) was
known for its ability to heal cuts and gashes. The extension's 'beauty' positioning
was not in tune with the parent·s ´germ-killµ positioning.

The soap, therefore, had to be repositioned as a ´germ-killµ soap (´bath for grimy
occasions'') and it fared extremely well after repositioning. 9ere, the soap had to
be repositioned for image mismatch. There are several other reasons for
repositioning. Often falling or stagnant sales is responsible for 

M + m m<mmm+ 2+m 

›4%9m9=›VÝÝÚm9M Ý%Ý ÝÚm 4m 9:9›#m›1 m4 Vm

M›Ý %›ÝmV›9%m%99m4 ## ÝÚm%$M9 m 4m9M Ý%Ý ÝÚm›9m
Ý9%Ý4Ý9/m%99 9m›9m

1. Increasing relevance to the consumer

2. Increasing occasions for use
3. Making the brand serious
4. Falling sales
5. Bringing in new customers
6. Making the brand contemporary
7. Differentiate from other brands


8. Changed market conditions.

It is not always that these nine categories are mutually exclusive. Often one
reason leads to the other and a brand is repositioned sometimes for a
multiplicity of reasons.

9M Ý%Ý ÝÚm 4m#ÝM% m$9## m#›9#m%9›m

LIPTON Y LLOW LAB L was initially positioned as delicious, sophisticated and

premium tea for the global citizen. The advertisement also echoed this theme. The
repositioning specifically addressed the local customer by the old melody ´chai

„9›ÚÝÚm # ڛm

#ÝM% m%9›m„›m m%9›%>''

This slogan and advertisement campaign attracts the youngsters..Lipton people

placed the bill boards on roads, bus stops with simple questions«and their answers
were given few steps forward.


# + m2mm m m

# also launched ice tea to take the competition head on so the youngsters also
enjoy their product.


7+  m2 m„+  mm

Name: ________________________________

Age: ________________________________

Area: _______________________________

Profession: ____________________________

1) Gender ?
a) Male
b) Female

2) Age group ?

a) 1- 15
b) 15-30
c) 30-45
d) 45-60
e) 60 above

3) Marital status ?

a) Mnmarried
b) Married

4) 9ow many cups of tea you consume every day ?

a) 1-2
b) 2-3
c) 3 above


5) Which tea do you drink ?

a) Lipton Yellow Label

b) Tapal

4  mm?+  mm2+m m  m  mm+ m + 'm

3VV›m 4m4ÝÝÚ m

Our respondents of 100 sample size.






mm m









 # m$ %m# m





Related Interests