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Tripple-Em 2009 Internship Report on Tripple-Em 2009

Tripple-Em 2009 Internship Report on Tripple-Em 2009

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Published by qaiser mehmood
Internship Report on Tripple-Em 2009
Qaiser Mehmood

if u want to get this document please contact on my cell no 0092 3137241000 qaiser.m100@gmail.com
Internship Report on Tripple-Em 2009
Qaiser Mehmood

if u want to get this document please contact on my cell no 0092 3137241000 qaiser.m100@gmail.com

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Sections

  • OBJECTIVES OF ORGANIZATION
  • Quality Objectives
  • Profitability
  • Market Share
  • Brand Image
  • Brand Leadership
  • Social Responsibility
  • Growth objectives
  • DEPARTMENTS
  • Marketing
  • Admin &
  • Personnel
  • Purchase
  • GM
  • Manager
  • Finance
  • Admin&
  • CEO
  • MANAGERIAL POLICIES
  • Quality Policy
  • Sales Policy
  • Credit Policy
  • Security Policy
  • Hygiene Policy
  • Behavior Polices
  • Decision Making Policy
  • Delegation Of Authority
  • Centralization
  • MARKETING AND SALES DEPARTMENT
  • RSM NORTH
  • RSM CENTRAL
  • ASM WEST
  • RSM SOUTH
  • Sr. AFM Rawalpindi
  • AFM Peshawar
  • Sr. SO Lahore
  • SO Multan
  • Sales Officers
  • 1. Rawalpindi
  • 2. Islamabad
  • 3. Murree
  • 4. Mirpur
  • Lahore
  • 1. Gujranwala
  • 2. Sialkot
  • 3. Sargodha
  • Computer Officer
  • MARKETING & SALES DEPARTMENT
  • FUNCTIONS
  • Finance Manager
  • Chief Accountants
  • Taller
  • FINANCE DEPARTMENT
  • ADMINISTRATION & PERSONNEL DEPARTMENT
  • Administration & Personnel Manager
  • Sr. Admin Officer
  • Admin Officer
  • General Duty Officer
  • ADMINISTRATION DEPARTMENT
  • PRODUCTION DEPARTMENT
  • Factory Manager
  • Cost Control Manager
  • Engineering Department Head
  • Production Manager
  • Assistant Cost Control Manager
  • Workshop Head
  • Labor Supervisor
  • Helpers
  • Labor
  • PURCHASE DEPARTMENT
  • HOW TO PURCHASE:
  • POLICY FORMULATION PROCESS
  • EMPLOYEES JOP SATISFACTION
  • CAREER LADDER
  • JOB ASSIGNMENT AND
  • QUALIFICATION
  • JOB ASSESSMENT METHOD
  • ADMINISTRATION / PERSONNEL DEPARTMENT
  • Recruitment
  • Finding The Candidates For Specific Job
  • Advertisement of Vacancies
  • Recruitment Agencies
  • Reference
  • SELECTION PROCESS
  • Appraisal
  • RECRUITMENT AGREMENT/JOB POLICIES
  • Salary
  • Health Requirement
  • Rules and regulations
  • Transfer
  • Secrecy Policy
  • Other job/occupation
  • Probationary period
  • TRAINING PROGRAM
  • Old Views
  • Modern View
  • Personal Selling
  • Central Position of Salesperson
  • Top Management
  • Human Resources
  • Competitors
  • Customer
  • Finance & Accounting
  • Suppliers
  • Advertising
  • Senior Pakistan Sales Manager¶s view
  • Planned Selling
  • The Approach
  • The Presentation:
  • The Close
  • OBJECTION HANDLING
  • Real & Valid
  • Unreasonable Objection
  • Techniques for Handling Valid Objections
  • Tips on Reacting to Objections
  • Your All Conversation should be Super ³CRISP´
  • C ± concise
  • For your conversation you should apply the ³Kiss´ principle
  • The Role of The professional Sales Person
  • PROFESSIONAL SELLING
  • What is Selling?
  • Duties/Responsibilities of a Sales Person
  • Stock Levels
  • Action To Be Taken
  • Advertising: (POP)
  • Important Aspects Of POP
  • Where to put POP
  • Display / Merchandizing:
  • Where To Build Display
  • How To Build Display
  • Why Build Displays
  • GOODWILL
  • How to create goodwill
  • Things To Do
  • NEW DISTRIBUTION
  • How To Make New Prospect Call
  • Follow Up
  • The Six Steps To Success Of Sales Calls
  • Do Research
  • Set Objectives
  • Ask Questions
  • Explain The Benefits
  • Meet Objections
  • Close The Sale
  • SOME CORE QUALITIES OF SALES PROFESSIONALS
  • EMPLOYEES BENEFITS
  • Allowances
  • House Rent
  • Conveyance Allowance
  • Daily Allowance
  • Group Insurance
  • ADMIN FUNCTIONS
  • Function
  • Transport
  • Security
  • House Keeping
  • Office Discipline
  • PRODUCTION FACILITY
  • Production
  • LOCATION OF PRODUCTION/PLANT
  • PRODUCTION PANT
  • Production Planning
  • PRODUCTION PROCESS
  • Purchase Of Potatoes
  • Potato Grade And Condition
  • Fry Chips Evaluation
  • Storage
  • Washing
  • Transfer Into Machinery
  • Sorting Of Potatoes
  • Corrugation
  • Moisture Sucking
  • Frying
  • Flavoring
  • Sorting Of Fried Chips
  • Packaging
  • Packaging process
  • Weighing
  • Wrapping
  • Sealing
  • Plant Maintenance
  • PRODUCTION METHODS
  • Quantity Schedules
  • Quality Control
  • Chief Executive
  • General Manager
  • Quality Assistant Officer
  • QUALITY CONTROL COMMITTEE
  • UTILIZATION OF PLANT CAPACITY
  • Target Market Size
  • Brands Crowds
  • Market Growth
  • PURCHASED DEPATMENT
  • PURCHASE CATEGORIES
  • Seasonal Purchase
  • Normal Purchases
  • PURCHASE PROCESS
  • Requisition
  • Purchase Function
  • Quotations
  • Advertising For Quotation
  • MAIN PURCHSASE CONCERN
  • Planning for purchase
  • Seasonal Purchases
  • DOCUMENTATION STAGES
  • Daily purchase Challan
  • Inward gate pass
  • Material Receipt and Inspection Report
  • Submitting To Finance Department
  • MARKETING DEPARTMENT
  • Management
  • MARKETING PROGRAM
  • Sales Management ±Procedure
  • Daily Sales Record
  • New Product Development & Launching
  • Triple-Em has launched a new product named Super Star on April 2002
  • MARKETTING PROGRAM OF
  • TRIPPLE-EM
  • Budget Allocation
  • Marketing Mix Decision
  • TARGET MARKET
  • MARKET SEGMENTATION
  • Basis of Segmentation
  • PRODUCT
  • PRODUCT MIX
  • Width Of Product Mix
  • POTATO CHIPS RANGE
  • NIMKO RANGE
  • EXTRUSION RANGE
  • WIDTH OF PRODUCT MIX
  • Potato Chips Nimko Extrusion
  • DEPTH OF PRODUT MIX
  • DEPTH OF POTATO CHIPS RANGE
  • Super Crisps Mr. Crisps
  • DEPTH EXTRUDSION RANGE
  • Brand Gol
  • Dino
  • Cathy
  • Giggly
  • Wheelo
  • Potato
  • Super
  • DEPTH OF NIMKO RANGE
  • BRAND
  • Super Crisp
  • PAKAGING
  • Primary Packaging
  • Secondary Package
  • TRIPPLE EM (PVT) LIMITED
  • List of Products
  • Potato Chips Range Flavors Rs
  • Nimko Range
  • Extrusion Range
  • Packing Components
  • Price
  • Brand
  • Labeling Information
  • PRODUCT POSITIONING
  • Positioning By Attributes
  • Positioning By Product User
  • PRICE
  • Pricing Objectives
  • PRICING METHODS
  • PRODUCT PRICE AND VARIOUS SEGMENTS
  • HIGHER MIDDLE CLASS
  • Potato Chips Range Nimko Range Extrusion Range
  • MIDDLE MIDDLE CLASS
  • Target Costing Strategy
  • Competitive Pricing
  • PLACE
  • PLACE STRATEGIES
  • Place Objective
  • Product Category
  • CHANNEL OF DISTRIBUTION
  • Distributor
  • Selection of Distributor
  • Distributor Selection Criteria
  • POLICIES REGARDING DISTRIBUTORS/MIDDLEMEN
  • CREDIT POLICY
  • Margin Of Distribution Channel
  • MARGIN POLICY
  • Margin to Distributors
  • Margin Of Retailers
  • SALES FORCE
  • Sales Management
  • Central Zone
  • Main Cities
  • North Zone
  • Area
  • South Zone
  • West Zone
  • ROMOTION
  • PROMOTION MIX
  • Factors Setting The Promotion
  • Public Relationing
  • Sales Promotion
  • PUSH VERSUS PULL STRATEGY
  • Pull Strategy
  • Push Strategy
  • ADVERTISEMENT
  • Budget
  • Electronic Media
  • Print Media
  • Outdoor Advertisement
  • ELECTRONIC MEDIA
  • Ratio
  • Magazine, Print Media
  • Press
  • Outdoor
  • Corrugated Hoardings
  • SALES PROMOTION
  • Trade Promotion
  • TOOLS/METHODS OF TRADE PROMOTIONAL
  • Trade offer/discounts
  • Special Schemes
  • Free Goods, Gifts
  • Free Goods
  • Special Discounts
  • Grand Gift Schemes
  • Shop Signs
  • CONSUMER PROMOTION
  • BUSINESS AND SALES FORCE PROMOTION
  • TOOLS
  • Sales Contests
  • Speciality Advertisement
  • TRAINING PROGRAMM

Internship Report on Tripple-Em 2009

Qaiser Mehmood
Session (Jan 2007–Dec 2008)
Submitted in Partial fulfillment of the requirements
or the de!ree of Master of "usiness
#dministration
at
$ational %ni&ersit' of Modern (an!ua!es
)slamabad* Pa+istan
Ma' 200,
© Copyright by Qaiser Mehmood, 2009
$ational %ni&ersit' of Modern (an!ua!es
Faculty of Information Technology and Management ciences
It is hereby certified that the report has been thoroughly and carefully read and
recommended to the faculty of Management ciences for acceptance of Final !ro"ect
#eport by Qaiser mehmood, #oll $2%&, ession '(an 200$ to )ec 200*+ ,-ening, in
partial fulfillment of the re.uirements for the degree of Master in /usiness
0dministration of 1ational 2ni-ersity of Modern 3anguages, Islamabad4
)ate5 (une20, 2009
uper-isor5 6666666666666666666666666
7bser-er5 66666666666666666666666666

8ead of )epartment5 666666666666666
#-.$/0(1D21M1$3
/y the 9race of 0lmighty 0llah, the most Merciful, the most
/eneficial, I:m today submitting my internship report; I ha-e the pearls of my eyes
to admire the blessings of the compassionate, omnipotent, the Merciful and the
beneficent 0llah <ho is the entire source of =no<ledge and <isdom
)ue to his bounteous blessings, I become able to contribute this comprehensi-e
assignment to<ard the deep ocean of =no<ledge already e>ists4 8eart is <arm
<ith lo-e and thoughts ha-e turned to the city of =no<ledge ? The 8oly !rofit
'!4/4248+ 8is saying @3earn from to Cradle to 9ra-eA inspired the strong desire in
me to under ta=e this course of -aluable studies4
It <ould ob-iously be in"ustice not to mention the name of the people in-ol-ed to
ma=e this assignment possible and helped their utmost to ma=e me understand the
o-erall operation of the company as of their best =no<ledge4
B
)espite of the most hectic schedule, Maa:m saher helped me so much4 I:m really
grateful to maa:m for clarifying my concepts and ma=ing me learn from her
e>perience4 Chate-er I learnt from you <ill definitely help me in my upcoming
study and the professional life ahead4 Than= you so much for being so coB
operati-e and so helpful e-ery time4 I hope maa:m I ha-e been up to your
e>pectations4
In the end, I:ll li=e to than= all my other colleagues, Mr4 Ishti., Mr4 Qaiser, and all
my other fello< internees, here and in branch, for their unconditional support and
help in ma=ing I learn in a good en-ironment4
Dedication
I <ant to dadicate my this pro"ect to follo<ing persons
• 8aDrat Muhammad '!/28+
• QauidB,B0Dam Muhammad 0li (anah
• My Teachers
• My !arents
• My /est Friend Qaiser Mehmood Ehan
• 0nd 0ll Those Cho 0re truggling 0nd Fighting For Islam In #ight )irections4
-/MP#$4 )$35/D%-3)/$
Company deals in nac= foods and <ord TrippleB,m denotes the names
Mil= Muhammad 0slam 'Father+BBBBBBBBBBBB'3ate+
Mil= Muhammad hahid 'on+
Mil= Muhammad #ashid 'on+
TrippleBem <as as pri-ate limited company based on &00F e.uity4
Company started its business in early *0Gs and no<, is mar=et leader in the snac= food
industry4 It has appro>imately captured H* to I0percent of chips and nim=o mar=et and
%0 to %H percent of e>trusion mar=et4 The sales of super crisp are 9 million per year and it
has three product lines such as chips, nim=o and e>truded product4 Company ma"or
competitors are 9olden, Eolson, mith and /unnys4 !roduction plant of company <as
imported from 0merica and company claims that no such plant is a-ailable in !a=istan4
The head office of the company is situated in 3ahore <ith address, &22B0 Model To<n,
3ahore4 0nd it has production, finance, purchase, account, mar=eting and 0dministration
department4 The company offers high .uality product and maintains its .uality, therefore,
consumer perception about the product is of high .uality4

-ommerciali6ation
In &9*2 production plant has been installed in Eot 3a=hpat Industrial 0rea4
In &9*I, TrippleBem '!-t+ 3td4started commercialiDation of snac=s in potato chips range
<ith super crisp, as brands in early 90s4
17truded 5an!e
In &99H company di-ersified its products in snac=s by introducing e>truded product line,
usually made from maiDe, maiDe flours4
)deal Mar+etin!
ince &990, all the mar=eting function <as integrated but in &9904
Ideal Mar=eting '!-t+ 3td4 Cas created as a subsidiary of TrippleBem4 Ideal Mar=eting, as
separate entity <as made responsible for all the mar=eting acti-ities of tripleBem4
/ut from (uly 2000 Ideal Mar=eting has merged <ith TrippleBem and all the staff has
shifted to main office of TrippleBem no< constituting the mar=eting department of
company4










P51S1$3 S3#3%S / 35)PP(181M
0 Manufacturing organiDation, TrippleBem is an organiDation acti-e in snac=s food
business4 TrippleBem is pri-ate limited company <ith its head office situated in 3ahore
<ith the address, &22B0, Model To<n, 3ahore4
!roduction plant of company is geographically decentraliDed, locating in industrial 0rea
of Eot 3a=hpat 3ahore and its production plant is considered to be one of the best and
sensiti-e in 0sia for production of snac=4
TrippleBem claims to be pioneering in snac=s food under the dynamic leadership of Mali=
Muhammad hahid, Chief ,>ecuti-e of Company4
In snac= food TrippleBem is selling three product ranges4
 !otato Chips !roducts
 1im=o products
 ,>truded products

TrippleBem is selling 22 brands of -arious snac=s <ith 22 -arieties, and @TrippleBemA as
corporate brand and @ uper CrispA as umbrella brand along <ith specific brands4
TrippleBem is brand leader in snac=s food industry, <hich is at gro<th stage4 Currently, it
is capturing more than I0F mar=et share in its chipsJnim=o product range and more than
%0F mar=et share in e>trusion product range4 Its competitors in the industry are 9olden,
miths and Eolsan brands alternately4



TrippleBem is operating nation<ide in all the four pro-inces of country4 Its products ha-e
also demand and e>port potential abroad, specially in Middle ,ast and company had been
e>porting to this region, thus being the first e>porter of snac= foods in the country4
3ri99le8em :as a:arded 179ort 3ro9h' #:ard in ;,87 due to e79ort
9erformance<
TrippleBem is a permanent member of #merican -hi9s and Snac+ food 9roducts
association and <as gi-en #merican )nternational 179ort Qualit' #:ard in ;,,=<
TrippleBem is also member of Pa+istan -hi9s #nd Snac+ ood #ssociations '!C0F+4
Tripple-em claims to be Pioneerin! in snac= food industry and so it is4
Company attains certification from )S/ ,002 in Se9tember 200;, from /elgium and
company further <or=ing for attaining )S/ ,00; certification4














M)SS)/$ S3#31M1$3

@7ur primary ob"ecti-e is to produce competiti-e, cost
effecti-e .uality products, conforming to the customerGs
re.uirementsA4


/"J1-3)>1S / /52#$)?#3)/$
0n organiDation ob"ecti-e is a target to <hich the organiDation directs its efforts4 ,stablishing
ob"ecti-es is -ery important for any company4 7b"ecti-es pro-ide foundations for planning,
organiDation moti-ating and controlling4 These are important to =eep the organiDational acti-ities in
one direction4 The ob"ecti-es should be measurable, .uantifiable, achie-able, fle>ible, and consistent
<ith the organiDation mission4 The company uses the ob"ecti-es for the follo<ing purposes5 B
 Managers use ob"ecti-es as a guideline for decisionBma=ing4
 Management uses the ob"ecti-es to increase the organiDational efficiency4
 Management uses the ob"ecti-es as a guideline for performance appraisal4
TrippleB,M '!-t4+ 3td, has established the organiDational ob"ecti-es in the follo<ing areas5 B
 Quality ob"ecti-es
 !rofitability
 /rand Image
 Mar=et share
 Inno-ation
 9ro<th ob"ecti-es
 ocial responsibility
Qualit' /b@ecti&es
To achie-e I7 900&B2000 con-ersionJcertification by end of (une 200K4
 To maintain the production <astage bet<een 2 ?KF
 To achie-e the sales target of this year '&0F more than the year 200&B2002+
 To initiate e>port of company products by at least 2 containers this year4
Profitabilit'
 Maintain a consistent increase in return on in-estment '#0I+
 Ma>imiDe shareholderGs <ealth
 Ma>imiDe net profit margin
Mar+et Share
To maintain high mar=et share <hich is I0F as minimum standard by increase in sales4
"rand )ma!e
TrippleB,M is establishing its brand name by gi-ing the customers a good name .uality product at a
-ery reasonable price4 The purpose of choosing the brand @2!,# C#I!A is that it is easy to
remember; easy to pronounce and lea-e good impression that the product is super and crispy4
"rand (eadershi9
To pioneer in snac= food by maintain brand image <hile maintaining strong brand and brand e.uity4
)nno&ation
Inno-ation plays a =ey role in the e>istence of any business4 1o company can sur-i-e <ithout
inno-ation in the products4 TrippleB,M ma=es changes in the method of production4 The company gets
feedbac= through sales force and appointing internees4
Social 5es9onsibilit'
 To ma>imiDe customerGs satisfaction44
 To operate <ith ma>imum care of en-ironment and society4
2ro:th ob@ecti&es
 To increase product line length by introducing ne< products as soon as room for
them is created in mar=et
 To ma=e continuous impro-ements by inno-ation and #L) acti-ities4
 To increase in assets of company o-er time
D1P#53M1$3S
35)PP(181M
Mar+etin!
inance
Production
#dmin A
Personnel
Purchase
B)15#5-B4
2M
Mar+etin!
Mana!er
inance
Mana!er
Production
Mana!er
#dminA
Personnel
Mana!er
Purchase
Mana!er
-1/
M#$#215)#( P/()-)1S
Qualit' Polic'
0t Tripple ,m '!-t+ 3imited, <e <ish to maintain supremacy and mar=et leadership <ith our
unflinching commitment to produce highest .uality snac= foods by a team of dedicated professionals in
line <ith standards of nac= food association, 204 Ce shall continue to meet re.uirements of our
local and foreign customers <ith special emphasis on their nutrition, safety and health4
7ur ultimate ob"ecti-e is to be able to produce defectBfree products through continuous impro-ement
system and attain the highest accredit ion in .uality and en-ironment4
Sales Polic'
The organiDation sells its product through distributors4 Company has <ide range of distributor net<or=
throughout the !a=istan4 These distributors purchase the products from company and sell to end
consumer4
-redit Polic'
Company credit policy is strict4 It sells the products to their distributors on credit of &0B&2 days4 They
ha-e to pay the amount in that specified period, other<ise, their credit limit is reduced4
Securit' Polic'
It is also follo<ing the policy of security deposit4 )istributors deposit some amount as security at the
time of selection4
B'!iene Polic'
/eing in food processing business, tripleBem has adopted a strict hygiene policy in its products and
operations4 trict hygiene standards and caution is obser-ed in production4 imultaneously all the
employees in all departments are prohibited from smo=ing and other unhygienic acti-ities4
"eha&ior Polices
/eha-ioral policy guidelines consider the beha-ior an outcome of attitude4 To influence the beliefs and
attitude of employees4 ,mployees are re.uired to practice Islam in their indi-idual and collecti-e
affairs i4e4 <or= performance4 For this, religious atmosphere is created; Islamic practices such as beard
and prayers are encouraged and anticipated4 pecial religious lectures are engaged t<ice a <ee=,
preaching Islamic -alues i4e4 honesty, responsibility, fairness etc4, in all social practices4
Decision Ma+in! Polic'
0s the company is centraliDed in structure and delegates a limited authority to lo<Ble-el management4
)ecisions are ta=en by the top management i4e4 C4,47, but all the functional management is consulted4
For this an ,>ecuti-e Committee has been constituted <hich Chief ,>ecuti-e, including 9eneral
Manager and respecti-e departmental heads4
o constituted committee ta=es all the business as <ell as functional decisions4
Dele!ation /f #uthorit'
)elegation of authority to management is necessary; therefore, a limited and defined authority is
delegated to the management for performing functional tas=s4
-entrali6ation
TrippleBem is a pri-ate limited company; its decisionBma=ing authority lies <ith the Chief ,>ecuti-e4
0ll the respecti-e personnel are consulted for ma=ing a policy or ta=ing a decision but C,7 ta=es the
final decision4
M#5.13)$2 #$D S#(1S D1P#53M1$3
Mar=eting Manager
1ational ales Manager
ecretary To MM
0M )espatches
0ssist4 /rand Mngr4
)ata 7fficer
5SM $/53B
5SM -1$35#(
#SM 01S3
5SM S/%3B
Sr< #M 5a:al9indi
#M Pesha:ar
Sr< S/ (ahore
S/ Multan
#M .arachi
Sales /fficers
;< 5a:al9indi
2< )slamabad
C< Murree
D< Mir9ur
ales 7fficers
&4 !esha<ar
24 0bbottabad
7sJ07
(ahore
Sales /fficers
;< 2u@ran:ala
2< Sial+ot
C< Sar!odha
0ssist4 7
7J7
Faisalabad
ales 7fficers Earachi
ales 7fficer 8yderabad
ales 7fficer Quetta
ales 7fficer
ahi<al
ales 7fficer
/aha<alpur
-om9uter /fficer
-om9uter /fficer
-om9uter /fficer
0M !lng4 L 7pr4
M#5.13)$2 A S#(1S D1P#53M1$3
Mar=eting Manager M &
ecretary M &
0ssistant /rand Manager M &
1ational ales Manager M &
0ssistant Manger of 7peration and !lanning M &
0ssistant Manager )ispatches M &
)ata 7fficer M &
#egional ales Manager M %
Computer 7fficer M K
enior ales 7fficer M K
ales 7fficers M &H
0ssistant ales 7fficer M &*
0rea Field Manger M K
0rea Filed Manger M K
%$-3)/$S
Mar=eting L sales )epartment performs follo<ing function4
 They control all the mar=eting acti-ities4
 They recei-e the orders from intuitions and distribution4 In case of intuitions, they
are not directly in-ol-ed to sell their product to sell their product to institution4 They
place this order to the distributors of that area <ho fulfills the needs of these
institutions4
 These departments pro-ide the sale force to distributors for their assistant; their
salary is borne by company4
 These departments also conduct
 gi-en the research in different mar=et, for assessing the mar=et position4
 ales officers also -isit the mar=et on daily basis and chec= the performance of
sale force4
 Chene-er, they realiDes the need of distributor in an area, they publish a notice for
dealership in the ne<spaper4
 The also maintain the record of sales force and daily sales of distributors4
 These departments recei-e the claim from distributors and send it to the account
department for further proceedings4
 These department contacts <ith ad-ertising agencies for their seasonal
ad-ertisements4
 These departments also gi-e re<ards to the distributors in case of achie-ing
targets4
 These departments are also responsible for launching the ne< schemes and also
pro-ide the !7! material to retailers to promote their sale4
 These departments are also responsible for launching the ne< product, ma=ing the
mar=et plan ho<, <hen L <here to lunch the product4
 The #M is responsible to increase number of points in his area4
 )ata officer is responsible to record the data on daily basis4
 Computer officers assist to #M in recording and pro-iding the information4
)$#$-1 D1P#53M1$3
inance Mana!er
inance Mana!er
-hief #ccountants
inance Mana!er
3aller
Data /fficer
0JC 7fficer
0JC 7fficer
0JC 7fficer
0JC 7fficer
0JC 7fficer
0JC 7fficer
0JC 7fficer
0JC 7fficer
0JC 7fficer
0JC 7fficer
)$#$-1 D1P#53M1$3
Finance Manager M &
Internal 0uditor M &
0ssistant 0uditor M &
Chief 0ccountant M &
Taller M &
)ata 7fficer M &
0ccountant 7fficer M &0
%$-3)/$S
This department performs follo<ing functions4
 They Control the cash inflo< and outflo<4
 They prepare the forecast budgeting statement4
 They are responsible for open <e to import goods4
 They prepare the interim financial statements4
 They gi-e the salary to employees4
 They tell to the management about the financial position of company4
 The chec= the accounting record on daily basis4
 The maintain records of their clients4
#DM)$)S35#3)/$ A P15S/$$1( D1P#53M1$3
#dministration A Personnel Mana!er
Sr< #dmin /fficer
Data /fficer
#dmin /fficer
2eneral Dut' /fficer
2eneral Dut' /fficer
2eneral Dut' /fficer
#DM)$)S35#3)/$ D1P#53M1$3
0dmin Manager M &
enior 0dmin 7fficer M &
)ata 7fficer M &
0dmin 7fficer M &
0dmin 7fficer M &
9eneral )uty 7fficers M %
%$-3)/$S
 They are responsible for issuing the appointment and terminating letter to
employees4
 They gi-e re<ards and benefits to employees on the basis of their performance
'!ro-ident Funds, 0nnual increment )aily allo<ance, 8ouse #ent+4
 They conduct the inter-ie< for recruiting the person4
 They also arrange the training is ta=en by different institutes and agencies4
 They are responsible to pro-ide on the "ob training to their employees4
P5/D%-3)/$ D1P#53M1$3
actor' Mana!er
actor' Mana!er
actor' Mana!er
-ost -ontrol Mana!er
1n!ineerin! De9artment Bead
Production Mana!er
#ssistant -ost -ontrol Mana!er
0or+sho9 Bead
(abor Su9er&isor
Bel9ers
(abor
actor' Mana!er
P5/D%-3)/$ D1P#53M1$3
Factory Manager M &
)ata 7fficer M &
)ispatch 7fficer M &
Cost Control Manager M &
,ngineering )epartment 8ead M &
Cor=shop 8ead M &
8elpers M H
!roduction Manger M &
uper-isors M H
3abor M K00
%$-3)/$S
 This department is in-ol-ed in the production process4
 !rocess should be design in such <ays that production cost should be minimum4
 To chec= the .uality of product at stages of production4
 To maintain the .uality of the product according to the re.uirement of the I7
90024
 !roduce goods according to the re.uirement of the mar=et4
 #educe production <aste up to 2FBKFas per company policy
P%5-B#S1 D1P#53M1$3
!urchase Manager
!urchase 7fficer
!urchase 7fficer
!urchase 7fficer
P%5-B#S1 D1P#53M1$3
!urchase Manager M &
!urchase 7fficer M K
%$-3)/$S
The main faction of this department is to purchase the office supplies and ra< material4
B/0 3/ P%5-B#S1E
 #e.uisition is issued by factory to purchase department4
 !urchase department accepts it and itGs the sends to finance department4
 Finance department appro-es it, and again, sends it bac= to the purchase
department4
 Then, purchase team -isits the different mar=ets to tal= to different -endors4
 0t least, three .uotations are considered4
 Finally, purchase manager negotiate <ith the -endors, and purchases the product
at negotiate4
In case of bul= .uantities, tender notice is published in ne<spapers4
P/()-4 /5M%(#3)/$ P5/-1SS
Triple ,M is a pri-ate organiDation <hich is a properly of a Mali= Family and <or=ing under the
super-ision of Mali= Muhammad hahid 'Chief ,>ecuti-e+4
Chief ,>ecuti-e forms all the policies of the company4 1oon is allo<ed to interfere in this "ob4 ome
times the chief e>ecuti-e calls the meeting of managers, sometimes manager only and ta=es the
decisions of company4
The head of department is not allo<ed to add or subtest e-en a negligible small decision about the
policies of the company4
!olicies are formed, filtered and decided by the chief e>ecuti-e and follo<ed by the employees of
company according to their o<n "ob description4
Incase of -iolation of any policy, the employee lea-e from this company <ithout any hesitation4
1MP(/411S J/P S#3)S#-3)/$
More than *0 F employees of trippleB,m are not satisfied from their "ob4 Fe< employees <hore are
satisfied these are old associates of chief e>ecuti-e4 Mostly employees are not satisfied due to
follo<ing reasons4
 1o one is secure in his "ob e-en general manager is not secure about his "ob4 0ny
one can lea-e from the organiDation <ithout any reason4
 CompanyGs policies are so harsh, if you are fe< minutes late your lose one day pay
<ithout <arning4 ,mployee of one department con not share information <ith the
other department employees4
 7ld associates of company misbeha-ing <ith the employees and no one as= them4
)ue to this mostly employees lea-e from the organiDation <hen they again chance in
the other organiDation4
-#5115 (#DD15
0 person <ho is appointing as a sales officer he can "ump unto senior sales officer <ithin &0B&2 years4
Fe< gro<th opportunities are a-ailable in this organiDation4 Mostly <or=ers <ho gain other "obs they
mo-e to the other organiDation4 If an employee <or=ing in trippleB,m his e>perience is considered
good and he may gain good "ob4
J/" #SS)2$M1$3 #$D
Q%#())-#3)/$
Mostly staff of a trippleB,m is not professionally .ualified, only fe< people <ho are at managing post
are professionally .ualified4 ome employees <ho ha-e e>cellent e>pense in a specific field and family
good =no<ledge about mar=et are bound to stay on seat <ithout any reasons4 ome people <hom Dero
=no<ledge and no e>perience about mar=et4 They are en"oying mar=et -isits4
J/" #SS1SSM1$3 M13B/D
In sales department "obs are assessed on sales base4 More the sales more efferent <or=er and donGt
consider e>perience4 Those employees <ho ha-e good e>perience in sales field they get more pay4
In accounts and administration and purchase department "obs are assessed on e>perience, affiliation
<ith the boss and <or=ing honestly <ith organiDation4
In purchase department "obs are assessed according to the =no<ledge and e>perience in purchase
department4
In production department "obs are assessed on the bases of producti-ity of employees, their e>perience
and loyalty <ith the organiDation4
#DM)$)S35#3)/$ F P15S/$$1( D1P#53M1$3
The !ersonalJ8uman resource department organiDes the human resource of organiDation for getting
done all the acti-ities of -arious departments4 !ersonnel department ma=es a-ailable human resource,
organiDes each and e-erything from recruitment, functioning, remuneration and re<ards to resignation
of personnelGs4 It sets the terms and conditions for -arious "ob, probation, beha-ior, increments, to say
e-erything about the career of indi-iduals in the organiDation4
5ecruitment
Chen organiDation feels the need of a personnel for a -acancy, !ersonnel department prepares the
complete "ob description for a post <hich includes, the acti-ities to be performed, necessary
s=illsJeducation for performing these acti-ities, abilities training and e>perience etc4 Then a criterion is
set against <hich applicants are to be e-aluated4
indin! 3he -andidates or S9ecific Job
To approach potential candidates, personnel department uses follo<ing methods5
#d&ertisement of >acancies
For recei-ing applications for all ma"or and competent posts, the -acancies are ad-ertised in ma"or
national daily ne<spapers4 0d-ertisements contain the "ob title, the acti-ities to be performed, re.uisite
.ualification, e>perience, s=ills and abilities as <ell as re.uired information about bio data and
.ualification of applicants4
5ecruitment #!encies
!otential candidates for a "ob are also sought by recruitment agencies, <hich pro-ide their ser-ices in
this regard, especially technical personnel and manful <or=ers are pro-ided by these agencies4
5eference
!rospecti-e candidates are also called by reference of e>isting employees of organiDation4
S1(1-3)/$ P5/-1SS
7nce the applications from the potential candidates are recei-ed through -arious methods, these are
e-aluated in the light of already set criteria for recruitment4 Most suitable applicants, <ho fulfill the
re.uisite .ualities for a "ob, are shortBlisted4
)nter&ie:
hort listed applicants are called for a faceBtoBface inter-ie< <ith the selection board4 0n application
form, <hich contains the .uestions to be as=ed from the applicants, is prepared4 The nature of .uestions
is as such to determine the follo<ing rKe.uisites in an applicant, e4g4
 0ptitude to<ards "ob4
 Intelligence4
 =ills
 (ob related e>perience4
 Confidence4
 !ersonality
 Communication s=ills
 pecial s=ills
 )e-elopment e>posure
 Interpersonal e>posure
7-erall the inter-ie< intends to determine the suitability of an applicant for a specific "obJpost4
#99raisal
Candidates are apprised in inter-ie<4 0n appraisal form is prepared <hich records the grading of a
candidate in terms of e>cellent, abo-e a-erage, a-erage and belo< a-erage4
inal Selection
Final selection of candidates, <ho ha-e been inter-ie<ed and gi-en grades in appraisal form, is made
on merit basis4 The candidates <ith highest grading points are selected according to number of seats
a-ailable for a post4
51-5%)3M1$3 #251M1$3FJ/" P/()-)1S
uccessful applicants are issued appointment letters for the "ob4 0ppointment letter is accompanied by
an agreement to be signed by the applicants4 The agreement clearly states the terms, conditions,
responsibilities, and other aspects of an organiDational policies regarding "ob it states follo<ing5
Salar'
,mployees are fully informed about the gross salary of the "ob before hand; along <ith all the
allo<ancesJbenefits as per companyGs rules according to -arious grades4
8ealth re.uirement
Bealth 5equirement
,mployeeGs appointment is sub"ect to medical fitness proof by the nominated medical specialist4
5ules and re!ulations
,mployees are further made bound to be complaisant <ith all the rules and regulations of organiDation4
3ransfer
,mployees can be transferred any<here <ithin the scope of operations of company4
#uthorit'
0uthority that is legal dimension of po<er is also describedJdelegated to employees4 0n employee is
informed the scope of his authority and limitations as <ell4
Secrec' Polic'
#ecruitment agreement also ma=es the employee sub"ect to =eep all the official secrets of company e4g4
trade secrets or confidential, business transactions, and affairs of the company4
/ther @obFoccu9ation
,mployee is made bound not to accept other occupation or employment or any other business acti-ity
directly or indirectly during the "ob4
If the candidates sign the appointment letter and "ob agreement, he is hereby appointed to the post and
heNshe becomes a regular employee of the organiDation4
Probationar' 9eriod
#ecruitment agreement also specifies the probationary period until confirmation of "ob4 )uring this
period, employee is e-aluated on the basis of performance, beha-ior and other set criteria4 If heJshe
successfully completes the probationary period, hisJher position is confirmed4
35#)$)$2 P5/25#M
,mployees are also made fe< times a<are henceforth about the training if necessary4 Training program
held on eptember 2002 has follo<ing contents
/ld >ie:s
elling or sales person in the past, these terms might ha-e the image of pushy, fast tal=ing indi-idual
<ho hunt the innocent customers by selling inferior or o-er priced goods4
Modern >ie:
Today sales people are indeed a far better than that stereotype described before4
They are highly trained, s=illed and moti-ated people <ho understand that the =ey to longBterm success
is customer satisfaction
 Instead of o-ercoming the prospects, modern sellers identify customerGs needs and
de-elop solutions to problems4
 Instead of "ust tal=ing, they ma=e it their business to listen4
 Instead of forgetting about a customer after an order is obtained, they pro-ide after
sale ser-ice
o, a strong, dynamic sales force, is the bac=bone of successful companies4
Personal Sellin!
!ersonal selling is a critical aspect of a firmGs promotional strategy <hen correctly used and done <ell;
it is ma"or factor in generating sales4
 The human element is critical in selling process, because salesperson and
customer deal <ith each other face to face4 0 partnership is created4 The sales
 !erson becomes the company for the customer4 /uyer does not deal "ust <ith
business organiDation but <ith human beings4 ince, personal contact are in-ol-ed, it
is more difficult for buyers to ignore or remo-e the sales influence 'in contrast to an
ad-ertising message or other promotional acti-ity+4
 !ersonal elling offers the opportunity for salesperson to build basis of trust and
confidence <ith customers4
 Through personal selling, one can <or= for desired action by the customer
immediately4 It pro-ides the opportunity for salesperson to get the decision that is
<anted on the spot4
-entral Position of Sales9erson
3o9 Mana!ement
Production
Buman 5esources
-om9etitors
-ustomer
inance A #ccountin!
Su99liers
#d&ertisin!
Sales 3eam
Senior Pa+istan Sales Mana!erGs &ie:
7f @8igh Quality ales !erformanceA '&99HB9I+
 Meet yearGs sales targets 'unanimous+
 Quality of territory co-erage
 )e-elop ne<, high potential customers
 #etain old, highBpotential customers
 Quality of customer !#
 Quality of corporate OimageBbuildingG <or=
 0dhere to promoting desired product mi>
 Maintenance L care of company assets
 #educe outstanding credit among customers
 Quality L regularity of sales reports
Planned Sellin!
9ood sales presentation is seldom spontaneous but rather the result of =no<ledge of your product,
coupled <ith thorough planning4 !lanning is nothing more than tal=ing your selling points and putting
them in orderly and logically se.uence to be most effecti-e4
 !lanning gi-es you confidence and ensures that you do not lea-e important point4
 For sales promotion common formula or se.uence is follo<ed <hich ha-e the
follo<ing
a4 The approach ? get attention
b4 The presentation ? the sales story
c4 The close ? as= for the order
3he #99roach
/efore you can sell anything, you off course must ha-e the prospectGs attention5
 pea= briefly to him about something in <hich you =no< he is interested or
something of common interest
 0s= his opinion
 Tell him an attention getting fact
 Cite on occurrence or e-ents that might affect him or his business
3he PresentationE
The main tas= in the presentation is 0I)0 '0ttention, Interest, )esire, 0ction+
 ,>pressions of his interest, e-en ob"ections4 8e <ould not raised them if he did
not ha-e an interest and they indicate the points you should concentrate on to ma=e
the sale4 7nce you ha-e satisfied his .uestion and ob"ection )e-elop your sales points
in an orderly and logically se.uence, stic= to facts
 0s= trial .uestion during your presentation to determine the degree of interest of
the prospect or to determine if you should de-elop certain points more thoroughly,
particular those he seem to e>press an interest in
 0ns<er any .uestion or ob"ection he raises as they comeBup4 )onGt a-oid them4
They are, you ha-e made sales '0 special section on ho< to handle the ob"ection
follo<s+
3he -lose
 umBup the main points of the sales story4 /e sure to emphasiDe these points he
e>pressed an interest in4
 0s= if these are further .uestions you can ans<er for him
 0s= for the order, gi-e him choice bet<een t<o positions e4g4 as= for choice of
stands big or medium
 Eeep your month close after getting the order
/"J1-3)/$ B#$D()$2
There are t<o types of ob"ection
5eal A >alid
Those ob"ections that are ans<erable <ith benefits e4g4 air in the pac=ets, =eep the freshness4
%nreasonable /b@ection
These ob"ections are emotional, opinionated or ha-e no basis in fact
The best <ay to handle this type of ob"ection is to gi-e soft, ans<er and ignore4 9o on <ith our
presentation if the ob"ection is unreasonable4 There is no reasonable ans<er that can be gi-en4
3echniques for Bandlin! >alid /b@ections
 7ffset the ob"ection <ith e>planation of benefits
 Correct misinformation <ith accurate facts
 Turn it into a .uestion
 Testimonial from other uses
3i9s on 5eactin! to /b@ections
 #ela> both emotionally and physically4 tay cool, calm and collect your thoughts
 3isten and analyDe the ob"ection carefully4 /e assure that he is as=ing you the
reassurance or gi-ing reasons for not buying
 #estate the ob"ection as you understand it, 'this <ill gi-e you time to thin=+4 9et
his agreement that you are correct in your understanding of his position
 If you can get the dealer to restate his ob"ection he <ill find his original ob"ection
less important or -alid or e-en drop it or temper it4
 )ecide your strategy that ho< you <ill ans<er the ob"ection, <hat information,
fact, benefit you <ill use4 /e positi-e in your reply
 0ct ? )o not as= him to agree <ith your point4 0ssure he does, continue <ith your
sales presentation of benefits to him or as= the order
01 I),03 TIM, T7 0E F7# T8, 7#),# I 0FT,# P72 80Q, 01C,#,) 01
7/(,CTI71
4our #ll -on&ersation should be Su9er H-5)SPA
- – concise
# BBBBBBBBBBBBB #elated to the customer needs
I BBBBBBBBBBBBBB Interesting to the customer
BBBBBBBBBBBBB imple
! BBBBBBBBBBBB !ersonaliDed, logical and in control
or 'our con&ersation 'ou should a99l' the H.issI 9rinci9le
 Eeep It hort and imple
 Eeep It imple tupid
3he 5ole of 3he 9rofessional Sales Person
 Maintaining and de-eloping business <ith e>isting customers
 )e-eloping ne< accounts
 )irecting sales efforts into endBuser accounts, as appropriate
 Maintaining and de-eloping a distribution net<or=
 upporting distribution through sales efforts, pro-iding information, education and
training
 )e-eloping sound business relationships
 !romoting the company and its image in the mar=et place
 ,ffecti-ely using all resources a-ailable
 )e-elop the territory business
 Communicating
 !ro-iding mar=et intelligence and information on competiti-e acti-ity
 Maintaining sound relationships <ith colleagues
 Contributing to group and company ob"ecti-es
 elf de-elopment
P5/1SS)/$#( S1(()$2
0hat is Sellin!J
 It is the process of inducing and assisting a prospecti-e customer to buy a product
to act fa-orably upon an idea that has commercial significance to the eller4
 It is the art of persuading some one to gi-e up oneGs position in fa-or of another4
DutiesF5es9onsibilities of a Sales Person
 toc= 3e-els4
 0d-ertising4
 )isplayJMerchandiDing4
 9ood<ill4
 1e< )istribution4
Stoc+ (e&els
It is the prime duty of a ales !erson to insure ade.uate le-els of stoc=s4
 0ccording rule of Thumb, ade.uate stoc= le-el should be 2HF abo-e normal sales4
 8olidays, !romotions, pecial ,-ents, and other abnormal acti-ities re.uire stoc=
ad"ustments4
 It is the ales !ersonGs responsibility to sell the full product range and pro-ide
gro<th4
#ction 3o "e 3a+en
 uggest stoc= needs to the shop=eeper, donGt as= him
 /y <inning his confidence, by maintaining ade.uate le-el for ales, but not by
o-erBstoc=ing4
 uggest benefits of ade.uate stoc= to the shop=eeper e4g4
a4 MinimiDe lost sales and profits4
b4 atisfy his customer4
c4 Create ne< customers and profits
d4 /enefit from demands created by ad-ertising
#d&ertisin!E (P/P)
!oint of purchase material is the only element in the ad-ertising chain that brings together all the three
factors necessary for ma=ing sale5
 The customer
 The product
 The reminderJinfluence to buy4
)m9ortant #s9ects /f P/P
0here to 9ut P/P
 Chere you can catch the eyes of people riding by4
 Chere you can catch the eyes of people entering
 Chere you can catch the eyes of people in outlet4
Dis9la' F Merchandi6in!E
In store product displays are the end ob"ecti-es of all merchandiDing efforts4 )isplay creates the
a-ailability that differs from nonBdistribution4 It is the timeBpro-en fact that display substantially
increases the sales of a product4
 !roduct @Cell )isplayed is halfBsoldA
0here 3o "uild Dis9la'
 Chec= out counter area4
 pecific areas for particular products4
 0ccessible to the inBstore traffic flo<4
Bo: 3o "uild Dis9la'
 /ig
 Irregular
 !lace !7! on them
0h' "uild Dis9la's
 Increase ales
 hopper con-enience
 Ma>imum use of stoc= in-entory4
 CapitaliDe on seasonal and special promotional support4
2//D0)((
 7f all the alesmenGs assets, the good<ill of the people he deals <hich is the most
-aluable and important, as it is <hat ma=es it possible for him to accomplish his other
mar=eting and merchandiDing ob"ecti-es4
 It is human nature to <ant to do business <ith people you li=e and are comfortable
<ith4
 9ood<ill is not "ust li=ing you, he must also respect you and respect must be
earned by ho< you loo=, tal=, act, and generally conduct yourself4
Bo: to create !ood:ill
3hin!s 3o Do
 0ppearance4
 3anguage
 Friendly, helpful but business li=e manners4
 Courtesy4
 9enuine interest in dealer and his problems4
 )ependable ser-ice4
3hin!s $ot 3o Do
 )onGt smo=e in the outlets4
 )onGt che< gumJpan etc4
 )onGt interfere <ith or distract his employee
 )onGt ma=e promises you canGt =eep4
$10 D)S35)"%3)/$
The =ey to continuing gro<th is the consistent e>pansion of your distribution net<or=4 The more you
ma=e a product a-ailable through the distributor, the more of it you <ill sell4
0s the mar=et gro<s through population gro<th, increasing demand for a product, industrial
e>pansion, and ne< product introduction, opportunities for ne< distribution are constantly a-ailable4
Bo: 3o Ma+e $e: Pros9ect -all
 0nalyDe the outlet needs4
 Try to learn something about the prospect that <ill gi-e you something to tal=
about 'hobby, mutual friends, past history etc4
 )ecide e>actly <hat it is, you <ant to accomplish 'sell a -ender, place a rac=, add
a ne< product, sell your products etc4+
 !lan your sales presentation 'ho< <ill you open your sales tal=, <hat features and
benefits <ill you co-er, <hat <ill be reply to .uestions or ob"ections etc4+
 Ma=e the call <ith confidence 'belie-e in your facts, product, or proposal, and
their benefits to the distributor+4

ollo: %9
 To ma=e sure the distributor is satisfied, <hich sets the foundations for lasting
relationship4
 To indicate your professionalism and ma=e him recepti-e to future proposals4
 To sell him on other or related proposals <hile he is recepti-e4
 To ma=e any ad"ustment or resol-e any complaints before they become ma"or
deterrents to future business4
 1e< distribution is not "ust limited to ne< accounts, but can also be de-eloped
through enlisting accounts by the addition of ne< products, stands, hangers etc4
3he Si7 Ste9s 3o Success /f Sales -alls
&4 )o research 24 et ob"ecti-es K4 0s= Questions
%4 ,>plain the benefits H4 Meet ob"ections I4 Close the sale
3he Si7 Ste9s 3o Success /f Sales -alls
Do 5esearch
 #esearch the Customer
 #esearch the !roduct4
 #esearch the #elationship
Set /b@ecti&es
 !repare alternati-e
 7ther customers for the product4
 7ther products for the Customer4
#s+ Questions
 0s= open .uestions4
 Eeep control4
179lain 3he "enefits
 /enefits not features4
 Customer needs4
Meet /b@ections
 !lay it cool4
 Ma=e it specific
 !ut it in perspecti-e4
 Follo< it <ith composition4
-lose 3he Sale
 Catch for buying signals4
 0s= for the orders4
 Eeep your mouth shut4
S/M1 -/51 Q%#()3)1S / S#(1S P5/1SS)/$#(S
&4Confidence 24 ,nthusiasm K4 elfBdiscipline
%4 !ersistence H4 Fle>ibility I4 8onesty
$4 Integrity *4 incerity 94 0lertness
&04 0 sense of urgency &&4 8umor &24 )esire to impro-e
&K4 0n open mind &%4 8ealthy &H4 ,nergetic
&I4 Cell groomed &$4 3iterate
1MP(/411S "1$1)3S
,mployees are gi-en follo<ing benefits per company "ob policy5
#llo:ances
0part from gross salary, employees are gi-en -arious =ind of allo<ances including5
Bouse 5ent
TrippleBem pro-ides house rent to employees <hich is though insufficient but a source of additional
benefit4
-on&e'ance #llo:ance
8igherBle-el management is gi-en con-eyance facility and allo<ances4 3o<er le-el management is
also gi-en a fi>ed amount of tra-elJfuels e>penses4 ale forces, <hich ser-e in the field, so sales people
are pro-ided con-eyance allo<ance on daily basis
Dail' #llo:ance
Chene-er employees go outstation in connection <ith their performance of duties4 0 daily allo<ance is
gi-en to them to meet their e>penses4 ales force is gi-en daily allo<ances4
2rou9 )nsurance
The facility of group insurance for the employees is also pro-ided by the company, to compensate in
case some contingences4
#DM)$ %$-3)/$S
In TrippleBem 0dmin and 8uman resourceJ !ersonnel department is one and some, managed by 0dmin
and !ersonnel Manager
unction
0dmin4 )epartment performs all the administrati-e function for the organiDation as a <hole including
3rans9ort
Maintains the transport, con-eyance arrangements for personnel, officers and sale force etc4 Including
all the e>penses and allocations4
Securit'
0dmin )epartment is responsible for all the security of e.uipment and staff4 It appoints security guards
<here need, and ensures in security measures4
Bouse .ee9in!
It includes all the acti-ities such as maintaining the la<ns, sports facilities, decoration and maintenance
as <ell as reno-ation of buildings
/ffice Disci9line
0dmin department is responsible for and =eeps a -igilant eye on the office discipline4 It maintains
decorum, employeeG time discipline and all the organiDational discipline as <ell4
P5/D%-3)/$ #-)()34
Production
The process of con-erting the inputs into outputs is called production4 Company production plant is
situated at Eot la=hpat in 3ahore4 !lant <as imported from 0merica and gi-es the company an edge
o-er its competitors4 /ut, still, it is not fully utiliDed4 It is used to produce all the threeBproduct line of
the company
(/-#3)/$ / P5/D%-3)/$FP(#$3
Chen <e tal= about production facilities4 it starts right from the location of production plant4
!roduction plant of TrippleBem is situated in the Eot 3a=hpat industrial area the address of production
plant is
Strate!ic (ocation
0 good location is one <hich is situated in strategic situation in regard of all production processes right
from a-ailability of ra< material to the mar=et of its outputs4 The production departmentJplant of tripleB
em is situated in the industrial areas, so it has4
,-ery =ind of infrastructure electricity, gas, communication, and transportation this =ind of
infrastructure is bac=bone of industrialiDation4 It has easy access to manual as <ell as semi s=illed labor
because of being located in 3ahore and further in industrial area4
Further location of production facilities easy a-ailability of ra< material, because !un"ab is ma"or
producer of potato as <ell as other inputs i4e4 pulses beans peanuts4
o fare as the dumping of <astes is concerned, it might had pro-ed to be a ma"or bottlenec= for
company, if it had not been located in right location because dumping of <aste lo<s are getting strict4 0
plenty of <aster is used for <ashing the potatoGs in production process, for the dumping of <aste<ater
the mullah of industrial area is a-ailable for this -ery purpose4
To sum, it can be said that production plant is situated in strategic location, ser-ing a ma"or source for
internal strengths of company4
P5/D%-3)/$ P#$3<
!roduction department of tripleBem has highly sophisticated and moderniDed production plant imported
from (apan, 20 and /ritannia4 It is a high capacity production plant, <hich can produce more than
&00000 pac=ets of sna=es in one shift of * hours4 Its modern and highly sensiti-e pac=aging unit is
fully computeriDed and is considered one of the best in the <orld4
Moreo-er, all the production processes in the plant are atomiDed to ma>imum e>tent to reduce manual
<or= to minimum4 The layout of plant is as such that it comes up to strict hygiene standards and
<or=ing en-ironment4
Production Plannin!
!roduction department carries out its production operation in planner manner4 Mar=eting department
prepares the sales goalsJtargets in consonance <ith mar=et potential4 !roduction department prepares
its production scheduleJplanning in the light of sales forecast schedule4
0s the pac=aged snac=s are edibles and ha-e limited shelf life, so production schedules are prepared as
<ell as re-ised on monthly basis4
!roduction department remains in constant touch <ith the mar=eting department to match the
production .uantity <ith the sales orders so as to reduce the probability of .uality deterioration
'Freshness+4
0s the product is time sensiti-e, so <e ma=e e-ery effort to synchroniDe its production <ith its sales4
ays the production manager <hile responding to .uery about production planning4
P5/D%-3)/$ P5/-1SS
!roduction process for manufacturing of uper Crisp is as under
 !urchase of !otatoes
 torage
 Cashing
 Transfer into machinery
 election of !otatoes
 Cutting
 Carrogation
 Moisture uc=ing
 Frying
 orting of fired Chips
 Fla-or addition
 !ac=ing
1o< these steps of production process are elaborated one by one for better understanding of production
process
Purchase /f Potatoes
The first and a -ery crucial step in production process is purchase of potatoes4 Thes potatoes are
purchased from all o-er the country4 The criteria for potato purchase is based on three ma"or factors4
 Quality
 Freshness
 !rice
!urchase department ma=e sure that potato purchased for the manufacturing of uper Crisp is of good
.uality, because the basic ra< material in production is potato chips and company cannot compromise
on the .uality of potato4 For ensuring the .uality of !otato, random sampling from truc=load is done4 In
this process at least three random samples, are pic=ed from a truc= prior to its unloading4 These
samples are scooped from three different location of truc=4
econd criteria for purchase of potatoes is freshness, potatoes are purchase from the fresh crop of
potatoes, because potatoes stored in cold storage are not recommended fro the
!roduction of chips therefore, in summer season potatoes are purchased from the fresh crop culti-ated
in the northern areas of the country4
0 third criterion is the price4 0lthough the purchase department negotiates price professionally, but
.uality is not compromised in super crisp for the purchase of potato e-en is price is less4
7nce the sample is ta=en from the lot of potatoes, follo<ing parameters are applied for -erification of
potato .uality4 These parameters determine, that <hether the potatoes are good enough fro production
of chips or not4
Potato 2rade #nd -ondition
 !ulp Temperature
 ,>ternal defects
 iDe and countJ* pounds
 hape and percentage of peels
 Internal defects
r' -hi9s 1&aluation
 pecific gra-ity
 9lucose 3e-el
 ucrose 3e-el
 lice J <ashJFry
 Chips color, fla-or te>ture and absence of defects
Stora!e
!otatoes once purchased are then stored <ithin the factory4 For this purpose, factory has the facility of
shoring the potatoes4
0ashin!
0s per the production schedule, potatoes are shifted from stores in the <ashing area4 Cashing is done
first <ith cold <ater three times, after<ards there are <ashed thrice <ith hot <ater4 It is made sure that
<ashing has resulted into through cleaning of chips for further processing4
3ransfer )nto Machiner'
The <ashed and clean potatoes are then put on con-eyor belts for transfer into machinery for ne>t
process4
Sortin! /f Potatoes
In the ne>t step, potatoes are sorted out4 In this process, <hich is done manually, green potatoes are
pic=ed up from the con-eyor belt, after the machine has sorted out the small siDed potatoes4
-uttin!
0fter sorting out, potatoes are transferred to cutters4 The cutting of potatoes is done by machine
automatically4
-orru!ation
0fter cutting slices, potatoes are corrugated, <hich enables them to produce curls in chips4
Moisture Suc+in!
This process is a -ery technical process and plays a -ery important role in the .uality of final product4
In this process machine suc=s $0 to $HF of moisture form the potatoes4 This enables fried potato chips
to be crispy4
r'in!
Through the con-eyor belts, processed slices are ta=en to friers4 Friers of TrippleB,m are monitored at
specific temperature and frying is done at controlled time4 In this process high .uality refi*ned oil is
used4 The oil content of fried chips is appro>imately %HF
la&orin!
Fried slices of !otatoes are than put to fla-oring unit, <hich adds up the -arious fla-or to fried slices
Jchips, @)rum Mi>erA mi>es fla-ors homogeneously4
Sortin! /f ried -hi9s
0fter frying the fried chips is sorted out manually4 In this process o-er fried and under fried chips are
pic=ed up by the <or=ers4
Mini (;=*;8 !ms) Medium (2= !ms) amil' (== !ms)
!apri=a !lain alted !lain alted
Chilli /ar /4 Q4 /ar /4Q4
!lain alted )ill !apri=a
/ar /4 Q4 !apri=a

alt and Qinegar Chilli

picy T4Eetchup

alty 3emon L Chilli

Pac+a!in!
The last step in production process is the !ac=aging4 In the pac=aging section chips are transferred
from fla-or section on con-eyor belts4 The chips are Ceighted and pac=ed in all four pac= siDes4 It is
assured that the <eight of pac= is at least the same, <hich is specified on the pac=4
0s mentioned earlier, as far as both ranges of chips are concerned, it is basically the pac=aging, <hich
ma=es the difference4 The polythene pac=aging is manufactured locally4 Chereas, foil pac=aging is
imported from 9ermany4 )ue to this aluminum foil pac=, the shelf li=e of uper crisp is almost one
year4 0part from increased shelf life4 uper Crisp pac=aging is also designed and printed in attracti-e
and eyeBcatching colors4 The reasons for imported pac=aging are, because this type .uality of foil
pac=aging is not manufactured in !a=istan4
1o< there is no chips manufacturer in !a=istan is using foil imported pac=4
Pac+a!in! 9rocess
Fried and fla-ored potato chips or fully prepared e>truded or nim=o items are put into a big drum4
From the storing drum, snac=s are put on a con-eyer belt, <hich put them into buc=ets4 These buc=ets
ta=e the snac=s to a certain height to put into -ibrating trays, <hich put them in merging unit4
0ei!hin!
For desired pac=age siDe, snac=s are <eighed automatically and in a controlled manner in <eighing
slots4 Ceighing slots recei-e the desired .uantity from -ibrating trays and then put the <eighed snac=s
in pouch chamber4
0ra99in!
0gain this process is automatic and as the <eighed snac=s fell in pouch chamber, a <rapperJpouch is
automatically put belo< and the product is pac=ed in <rapper4
Sealin!
Chen <rapper is co-ered around the snac=s, @ealerA automatically seals it4 9as is used as preser-ati-e
in pac=aging, so here first gas is filled and then sealer seals the pac=age4 1o< a @CounterA
automatically counts completely pac=ed snac=s4
Secondar' Pac+a!in!
!roducts are first pac=aged in <rapper and then for second time they are pac=aged into big paperboard
cartons for trade and distribution deli-eries4
Plant Maintenance
Mechanical and electrical engineers are responsible for maintaining the plant different chec=s are
applied <ee=ly, monthly, yearly4 ,-ery month plants are shut do<n for t<o days and <ashed fully4
P5/D%-3)/$ M13B/DS
Quantit' Schedules
The .uantity schedules are prepared monthly and can be re-ised as re.uired4 ince, the products are
time sensiti-e and if these are put into goddo<n, their shell life decreases4
o, the production managers ha-e to be -ery accurate other<ise the product may lose its life before it
reaches at retail outlet4
The production schedules are matched <ith the actual orders, placed by the mar=eting department4
Qualit' -ontrol
!roduction managers apply statistical .uality control techni.ues to test the .uality4
Quality of chips or snac= food is measured by siDe, frying time, and solid contents4 Frying time is
important because more time than desired <ill produce uncoo=ed potatoes4 The statistical sampling
helps managers to find out; to <hat e>tent the potatoes are fried4
The potatoes, <hich are purchased from Quetta, ha-e a higher solid content, <hich sometimes are as
bigger as a stone4 o, great care is ta=en <hen that particular potatoes are used4
The inflate pac=ing <ill lo<er the shell life and has a great effect on .uality of the product4 o each
pac=age is e>amined and separated if re.uired4
Q%#()34 -/$35/( -/MM)3311
-hief 17ecuti&e
2eneral Mana!er
Qualit' #ssistant /fficer
actor' Mana!er
(aborator' #ssistant
Q%#()34 -/$35/( -/MM)3311
!urchase of .uality control committee TrippleB,m is certified from I7 9002 and also trying to get
certification from I7 90024 so in order to fulfill the re.uirements of the I7 9002, company form a
committee <hich is headed by chief e>ecuti-e officer4 0 separate person appointed by the company
<ho is <hose responsibility is to chec= his .uality of product4 8e -isit time to time and report to the
chief e>ecuti-e4 Factory manager and general manager also -isit the factory and chec= the <hole
<or=ing of the factory and report to the chief e>ecuti-e4
In case of any problem or decadency the chief e>ecuti-e officer also -isit to the factory4 The
re.uirements of I7 9002 are
@ay <hat you produce, produce <hat you sayA
o, this committee is <or=ing to fulfill the abo-e re.uirements4
%3)()?#3)/$ / P(#$3 -#P#-)34
If <e see broadly from industry prospecti-e, the utiliDation capacity of is not full due to follo<ing
reasons4
3ar!et Mar+et Si6e
Mar=et siDe of shac= food in !a=istan is -ery small and especially for branded snac= food is -ery small4
The branded snac= food companies charge high prices due to this only elite class people can purchase
branded snac= food4 This becomes the cause of underutiliDation of plant capacity4
"rands -ro:ds
In small mar=et too much local country as <ell as imported brands companies are competing each
other, <hich become the cause of under utiliDation of plant4
Mar+et 2ro:th
The gro<th of our country is less in snac= food4 !eople are .uantity conscious, they donGt ha-e
=no<ledge of snac= food items4 !eople use snac= food as a freshment not as a food4 o, the snac= food
utiliDation reduced <hich presents the producers to produce more4
P%5-B#S1D D1P#3M1$3
,-ery purchase of the company <hether for the factory operations or for other department is made by
this department4
!urchase department is headed by the manager purchase that gets all the acti-ities done by purchase
offices4
P%5-B#S1 -#312/5)1S
!urchases can be further categoriDed into this classification4
Seasonal Purchase
For manufacturing of snac=s, seasonal agreements are made <ith different suppliers of potatoes,
peanuts deals, maiDe flour etc4
$ormal Purchases
For daily routine acti-ities e4g4 stationery for -arious departments, purchase is made as on demand J
re.uisition4
P%5-B#S1 P5/-1SS
5equisition
Factory for its operations re.uirements or any other department issues a re.uisition to purchase
manager of purchase department4 The re.uisition contains the
Information about the items demanded, description, number of units, .uantity, amount and purpose for
<hich it is re.uired4
The re.uisition is first inspected and signed by purchase manager then general Manager e>amines the
re.uisition if "ustifiable appro-es the re.uisition and finally it is appro-ed by chief e>ecuti-e4
Purchase unction
Chen finally assented by chief e>ecuti-e, the re.uisition for some itemJitems is -alid for the purchase
department, <hich starts the actual purchase for <hich funds are pro-ided by fiancR department4
Quotations
For the re.uired purchase, purchase department has to consult minimum three -endors for .uotation4
!urchase manager <ould asset the .uotation <ith minimum relate then he <ill negotiate and sign the
deal4
For small purchase, purchase officers themsel-es -isit the mar=et and after consulting minimum three
outlasts finaliDe the acceptable one4
#d&ertisin! or Quotation
For big purchase the purchase department ad-ertises the need for .uotations, negotiates <ith the
suppliers and signs the deal, it is usually done for main ra< purchases4
M#)$ P%5-BS#S1 -/$-15$
The main purchase concern of purchase department is the purchases for factory operations <hich
includes generally all the inputs and ra< materials for sna=es production and often some capital
e.uipment e4g4 parts machinery etc4
Plannin! for 9urchase
Management of factory operations does all the planning for purchase of items for factory4 Factory
pro-ides the detail for daily and seasonal items to be purchased <hy to purchase and <hen to purchase4
Seasonal Purchases
For seasonal purchases a purchase order is placed <ith the supplier party, <hich is bond to ma=e
supplies a-ailable according to terms and conditions set by purchase deptt4 Three to four copies of
purchase order are prepared one is =ept <ith purchase department one is sent to factory store <hich
maintain its record one is sent to finance department <hich plans for the payment schedule4
D/-%M1$3#3)/$ S3#21S
Chen through purchase order or on cash some purchase is made it under goes the follo<ing process4
Dail' 9urchase -hallan
For e-ery purchase made, purchase department issues 0 )aily !urchase Challan, <hich contains the
date of purchase, amount and .uantity etc4 It is signed by purchase officer, counter signed by gate
recei-ing cler= of factory store and finally by factory manager4
)n:ard !ate 9ass
In<ard gate pass is the receipt that goods purchased ha-e been recei-ed by factory store4 It also
contains the date, description, units and .uality of goods purchased and recei-ed4 It is duly signed by
store cler= and counter signed by factory manager4
Material 5ecei9t and )ns9ection 5e9ort
7nce purchased goods are recei-ed by store4 Factory administration inspects them to ensure <hether
they are according to re.uisition or not4 If so, a material receipt and inspection report is prepared <hich
contains the name of person goods recei-ed from, purchased re.uisition number, carrier number, gate
pass, suppliers in-oice, units, .uantity and rate etc4 tore officer, person <ho inspects and finally by
factory manager then sent to purchase )epartment, signs it4
Submittin! 3o inance De9artment
The purchase re.uisition, purchase challan in<ard gate receipt, material receipt and inspection report,
<hen duly signed and -erified by concerned authorities are submitted by purchase department to
finance department <hich ma=es payment for the purchases and maintains the financial record4
M#5.13)$2 D1P#53M1$3
Ce are the people <ho start from de-eloping the concept of a product in consumerGs terms, test its
suitability for consumers, launch it in the mar=et and ma=e it sell in the mar=et, If <e fail in selling the
product the organiDation <ould cease to e>ist4
These <ere the <ords immediately uttered by the mar=eting manager <hile responding the .uestion
about the specialiDed acti-ities of Mar=eting )epartment in organiDational structure4
Mana!ement
Manager mar=eting <ho is responsible for all mar=eting function heads mar=eting department4
Mar=eting manager is getting the mar=eting acti-ities done by organiDing in follo<ing manner4
M#5.13)$2 P5/25#M
Mar=eting department at the out set of financial year, prepares the budget statement of e>pected income
and e>penditure, <hich is, if appropriates assented by top Management4 0t the ne>t step mar=eting
manager decides ho< much be allocated for mar=eting mi> tools4
Sales Mana!ement –Procedure
Mar=eting )epartment selects the distribution channel intermediaries, maintains its o<n sales force to
secure its sales interests in the mar=et4 Customer, the distributor
puts the purchase order to the mar=eting department of triple6em4 Customer order processing officer
recei-es the order and prepares a re.uisition4
!roduction department daily prepares a @)aily !roduction #eportA to mar=eting department4 It contains
the complete description of finished good units produced in all the three lines4 It also mentions the units
in process4 /ased on this report customers order is solicited4
7perations manager sign the re.uisition and sends it to Factory, factory manager, ha-ing recei-ed the
re.uisition, issues the re.uired units of product at the address of customer, mentioned in the re.uisition4
For logistics, 0dministration )epartment ma=es contracts <ith goods for<arding agencies4
Dail' Sales 5ecord
ales force daily ta=es the sales record from all the distributors country<ide, and get it noted to
operations manager of mar=eting department4 TelephoneJfa> is used fro this purpose4 This sales record
is used as a controlling tool to chec= the mar=et of products on daily basis4
Further it sho<s <hether the short term sales goals, 'monthly targets are being met or not and in <hich
part of national mar=et selling performance is not at par4
Mar=eting #esearch
Mar=eting )epartment of tripleBem =eeps a -igilant eye on the mar=et through mar=et research4 For
this purpose company hires a research firm4
$e: Product De&elo9ment A (aunchin!
Mar=eting department =eeps itself abreast <ith the trends of mar=et and <hen finds the room for a ne<
product to be de-eloped, it consults the idea <ith production, defines the ne< product idea in the terms
of consumers, decides the brand name, gets pac=age and label designed by consulting graphic artists,
them decides pricing, distribution, and promotional strategies, mentions launching budget and
launching date4
3ri9le81m has launched a ne: 9roduct named Su9er Star on #9ril 2002
M#5.133)$2 P5/25#M /
35)PP(181M
To peruse its mar=eting 'selling+ ob"ecti-es, triple em, first of all decides4
"ud!et #llocation
Company at first hand decides <hat le-el of mar=eting e>penditure is necessary in order to achie-e its
mar=eting ob"ecti-es4 Mar=eting budget is determined generally as a percentage of sale goals4 The total
mar=eting budget of TripleBem for the fiscal year 2002B200K is &0 million4
Mar+etin! Mi7 Decision
econd step <hich company underta=es in de-eloping its mar=eting program is to decide ho< to di-ide
total mar=eting budget among the -arious mar=eting tools, commonly =no<n as Mar=eting Mi>, <hich
company uses to achie-e its mar=eting ob"ecti-es4 It includes
 !roduct
 !rice
 !lace
 !romotion
3#5213 M#5.13
Target mar=et of company products includes all the consumers including all age groups, gender and
social classes4 0s the selection of appropriate target mar=et is paramount for de-eloping a successful
mar=et program and launching mar=et mi> strategies4 Company targets the mar=et for its products by
M#5.13 S12M1$3#3)/$
Company has di-ided the total mar=et into -arious groups of consumers <ith similar needs to direct a
suitable offer to<ards them4
"asis of Se!mentation
Company has segmented its mar=et on the basis of
 0ge
 ocial Classes
 9ender
0s the target mar=et and mar=eting mi> strategies go hand in hand, so all the mar=eting mi> strategies
and decision are ta=en in con"unction <ith the abo-e mentioned segmentation strategy4
P5/D%-3
TripleBem is producing snac= food4 nac=s can be classified as con-entional goods because it is
purchased on regular basis as a consumer good4
P5/D%-3 M)K
!roduct Mi> of TrippleBem has follo<ing <idth and depth
0idth /f Product Mi7
TripleBem is carrying three product lines4
P/3#3/ -B)PS 5#$21
The main lineJrange of the companyGs product mi> is potato chips4 The products is this line are made
from potatoes, <hich are generally called !otato Chips or crisp4 !otato chipsJcrisps are lean and fried
potato cut pieces, pac=aged in fine foil <rapper, ha-ing gas as a preser-ati-e4 These chips are in
-arious fla-ors4
$)M./ 5#$21
!roduct line includes -arious products, <hich are generally made from ingredients li=e -arious =inds of
pulses, beans 'i4e4dal moong, channas+ peanuts and almonds etc4 These ingredients are fried, spiced and
pac=age4
1K35%S)/$ 5#$21
9etting high mar=et recognition and a large -olume of companyGs products o-erall, ,>trusion range is
the third product line and second in importance after potato chips line of product mi>4
,>truded products ha-e generally ingredients li=e rice, maiDe and maiDe flour, these sna=es are
generally shaped and prepared <ith heat not using oil4
0)D3B / P5/D%-3 M)K
Potato -hi9s $im+o 17trusion
Mr4 Crisps 1im=o Mi> 9oal Motel
uper Crisps )al Moong )ino Munchies

Fried !eanuts Catty Chins
0lmoonds 9iggly Ca-es
Chole !istashio Cheelo !ops
SCashe<nuts !otato tumps

uper tars
D1P3B / P5/D%3 M)K
)epth of product mi> refers ho< many -ariants of each product are offered in the line i4e4 siDe and
formulations
D1P3B / P/3#3/ -B)PS 5#$21
"rand $ame
Su9er -ris9s Mr< -ris9s
&H9M 2H9M HH9M &*9M
Fla-ors
!lain alted !lain alted !lain alted alty
/arBbB. /arBbB. /arBbB. picy
!apri=a !apri=a !apri=a

Chilli Chilli

alt L
Qinegar
alt L
Qinegar

)ill
TBEetchup
3emon L
Chilli
D1P3B 1K35%DS)/$ 5#$21
"rand
2ol
Motol
Dino
Munchies
-ath'
-hins
2i!!l'
0a&es
0heelo
Po9s
Potato
Stum9s
Su9er
Stars
Ceight
&0
9M
20
9M
&H J 2H
9M
2H
9M
&HJK0JHH
9M
&HJK0
9M
&H
9M
Fla-or
1ice L
picy
Eetchup Cheese #anch !iDDa
alsa
lat L
!epper
Flamin
8ot
D1P3B / $)M./ 5#$21
/rand 1im=o Mi> )al Moong Fried !eanuts 0lmonds
Chole
!istashio
Cashe<nuts
iDe
20J%0J&00
9M
%0
9M
&*J%0
9M
%0
9M
%0
9M
%0
9M
Fla-or alty alty Fried alty
#oasted
alty
#oasted alty #oasted alty
"5#$D
Su9er -ris9
uper Crisp is used in to< <ays4
 In !otato Chips #ange, Company ells the na=es <ith the name uper Crisp
 In all other rangers uper Crisp appears as umbrella brand along <ith the specific
brand name4
35)PP(181M
TrippleBem '!-t+ 3td4 is the corporate brand, <hich is also used along <ith super crisp brand name
P#.#2)$2
Primar' Pac+a!in!
For the primary pac=aging, sna=es are pac=aged in specially 3aminated high barrier film suitable for
tropical climate to protect the freshness and reach the consumer <ith fresh taste4
Secondar' Pac+a!e
!ac=aged sna=es are further pac=aged in paperboard cartons for trade deli-eries4 /ut at the shelf place,
sna=es are displayed in primary <rapperJ pac=aging
TRIPPLE EM (PVT) LIMITED
List of Products
Potato Chips Range Flavors Rs
&* 9m Mr4 Crisp alty H400
Mr4 Crisp picy
&H 9m uper Crisp !lain alted H400
uper Crisp /ar /4 Q4
uper Crisp !apri=a
uper Crisp Chilli
uper Crisp alt L Qinegar
2H 9m uper Crisp !lain alted &0400
uper Crisp /ar /4 Q4
uper Crisp )ill
uper Crisp !apri=a
uper Crisp Chilli
uper Crisp T4 Eetchup
uper Crisp 3emon L Chilli
HH 9m uper Crisp !lain alt 20400
uper Crisp /ar /4 Q4
uper Crisp !apri=a
i!"o Range
%0 9m 1im=o Mi> alty &0400
&00 9m 1im=o Mi> alty 20400
%0 9m )al Moong alty &0400
%0 9m Fried !eanuts Fried alty &0400
%0 9m 0lmonds #oasted alty KH400
20 9m 1im=o Mi> alty H400
&* 9m Fried !eanuts Fried alty H400
%0 9m Chole !istashio #oasted alty KH400
%0 9m Cashe<nuts #oasted alty H0400
E#trusion Range
&0 9m 9ol Motols 1ice L picy 2400
20 9m )ino Munchies Eetchup H400
2H 9m Catty Chins Cheese &0400
2H 9m 9iggly Ca-es #anch &0400
K0 9m Cheelo !ops !iDDa &0400
HH 9m Cheelo !ops !iDDa &H400
K0 9m !otato tumps alsa &0400
K0 9m !otato tumps alt L !epper &0400
&H 9m Catty Chins Cheese H400
&H 9m Cheelo !ops !iDDa H400
&H 9m !otato tumps alsa H400
&H 9m !otato tumps alt L !epper H400
&H 9m uper tars Flamin: 8ot H400
Pac+in! -om9onents
0 part from <rapper to co-er the product, pac=aging is being considered as a mar=eting tool by
TrippleBem by including the follo<ing components4
Price
!rice of !roduct is mentioned on in all pac=aged products
"rand
The specific brand of product along <ith umbrella brand, super crisp and corporate brand is mentioned
(abelin! )nformation
!ac=age is designed in such a <ay that it contains more and more information about the product such
as
 Ingredients
 Instructions for use
St'le
!roduct is pac=aged <ith great care so as to ser-e the mar=eting purposes4 !ac=aging is done in a
stylish <ay <ith eyeBcatching design; color combinations are =eeping in -ie< all other aesthetics
elements in pac=age4
P5/D%-3 P/S)3)/$)$2
!ositioning of product in the minds of consumers relati-e to competing products of company is based
on follo<ing approach4
Positionin! "' #ttributes
TrippleBem positions its products so far as @ha-ing high .uality snac=s <ith hygiene standardsA
concerns attributes4
Positionin! "' Product %ser
TrippleBem also understands the approach of positioning the product by its users4 o it positions as
 It has positioned super crisp, almonds and peanuts to<ards upper middle class
 8as positioned upper mini, Mr4 Crisp and caption chips in chips range and
peanuts, channa, )aal Moong and 9ol Motol, )inoMinches to<ards middle and
lo<er middle class
 ,>trusion rage is positioned to<ards children4 0ll brands names in this range line
ha-e appeal for children such as 9ol Motol, 9iggly <a-es, )ino munchies etc4
P5)-1
TripleBem is a profitBoriented business, so, its pricing policy is also profit oriented4
Pricin! /b@ecti&es
Company peruses follo<ing ob"ecti-es through its pricing strategies4
 Qualit' leadershi9
The aim of the company is to pioneer .uality leadership through its pricing4
 Ma7imum Sale 2ro:th
econd pricing ob"ecti-es of company are to ma>imiDe the sale to reduce per unit cost and accomplish
economies of scale4 Company sets this ob"ecti-e by Deroing in on the price sensiti-ity of -arious
segments in the mar=ets4
P5)-)$2 M13B/DS
Company tries to price its offer in terms of different segments of mar=et4
Mar=et egmented !rice
For pricing considers follo<ing segments in the mar=et
 2pper Middle segment
 Middle segment
 3o<er middle segment
egmentation is based on the purchasing po<er of the customer4
P5/D%-3 P5)-1 #$D >#5)/%S S12M1$3S
B)2B15 M)DD(1 -(#SS
8igh priced .uality products are priced for high middle class4
Potato -hi9s 5an!e $im+o 5an!e 17trusion 5an!e
uper Crisp 1im=o Mi> !otato tump

0lmonds Cattychin

Cashe<nuts Cheelopops

Cholepistashu

M)DD(1 M)DD(1 -(#SS
Follo<ing brands are priced for middle middle class people
Potato -hi9s 5an!e $im+o 5an!e 17trusion 5an!e
Mr4 Crisp 1im=o Mi> )inomunchies
uper Crisp Fried peanuts !otato stump

)aal Moong 9iggly <a-es

uper tar
37C,# MI))3, C30
3o< priced .uality products are priced for lo<er middle class4
Potato -hi9s 5an!e $im+o 5an!e 17trusion 5an!e
Mr4 Crisp 1im=o Mi> )inomunchies
uper Crisp Fried peanuts uper tar

)al Moong 9ol Motols
3ar!et -ostin! Strate!'
To .uote a price for a segment of mar=et, company then employ the method of Target costing, <hich
specifies the price at <hich product must sell, gi-en its target customer and competitors price, it is
achie-ed by lo<ering elements of cost e4g4 Crisp Mini, Mr4 Crisp and Caption Chips, the pac=aging
<rapper is used <hich is not aluminum coated so it considerably lo<er the production cost and product
can be sold at desired price
-om9etiti&e Pricin!
Company analyses and determine the competitorGs price for competiti-e offering4 Company ma=es
e-ery effort to price the products close to the competitors4 0s the main concern of TrippleBem is .uality
leadership that entails high price, Company has competiti-e brand to respond the competitors lo<
price4 In potato chips range super crisp is .uality leader but to counter the lo< priced competitors
brands, captain chips ha-e been launched as competiti-e brands4
P(#-1
!lace, ma <ord used interchangeably <ith distribution is a critical tool in mar=eting mi>4 It includes all
the acti-ities <hich company underta=es to ma=e the product accessible and a-ailable to target
customers4
P(#-1 S35#312)1S
Company underta=es the decisions regarding distribution of the product considering these factors4
Place /b@ecti&e
The place ob"ecti-e of the company is to ma=e the product a-ailable at the right time at right place and
at right cost4
Product -ate!or'
0s TrippleBem is dealing in the sna=es food, <hich falls in fast mo-ing consumer goods and perishable
product category4 o this characteristic of product product necessitates more and more direct mar=eting
and distribution channel strength
o TrippleBem emphasiDe acti-e and more direct distribution method in its mar=eting mi>
-B#$$1( / D)S35)"%3)/$
Triple cm has to< tier channel distribution for deli-ering the products to end consumer
TrippleBem
)istribution
#etailer
Consumer
Intermediaries
M)DD(1M#$ (Intermediaries+
Distributor
!roduct is a first purchased by distributors, <ho purchases the product in bul= and then distribute it to
retailers4
Selection of Distributor
)istributors are selected and number of distributors in an area is determined bny the le-el of demand
and ade.uacy of co-erage4
Distributor Selection -riteria
TrippleBem has its <on criteria and policy regarding selection of first middleman i4e4 distributor, <hich
is5
 Cide mar=et e>posure
 ound financial condition
 9ood reputation
 Capacity
 Mar=et position of distributors
$umber of Distributors
TrippleBem has &H$ distributors country<ide4
P/()-)1S 512#5D)$2 D)S35)"%3/5SFM)DD(1M1$
 )istributors are made sub"ect to follo<ing policies and conditions of company5
 )istributor is re.uired not to engage himself in the distribution of competitorGs
products, directly or indirectly4
 )istributor is made obligatory to act to add good<ill to company and a-oid acts of
omission and commission4
 )istributor is further agreed upon to pass on all the trade discounts and benefits
granted by company to retailers4
 )istributor is also made sub"ect to regularly purchase the stoc= of products
according to targets set by company4
 )istributors ha-e to maintain at least * days stoc= of e-ery product according to
siDe of mar=et or .uantity assessed by company4
-51D)3 P/()-4
0ll the sales are usually on cash but the Company also e>tends credit sales to the )istributors,
depending upon reputation and dealings4
8o<e-er company e>tends credit for &0B&2 days, after that a distributor is re.uired to clear the
pre-ious balance before placing the ne< orders4 $0F parties <or=ing on ad-ance payment and K0F
parties <or=ing against security4
-laims Settlement
)istributors distribute the product to retailers, <hich =eeps it in shelf, 9as is used in pac=ing of snac=s
as a preser-ati-e and if lea=ed, during handling it retailer can claim to distributor for damage and
distributor is pro-ided claims for all the products <hich are damaged during distribution process
Mar!in /f Distribution -hannel
0s the trippleBem has strong brand e.uity there is a moderate margin gi-en to the channel
intermediaries and .uite surprisingly this strategy is <or=ing <ell4 )uring the recent sur-ey conducted
by us, retailers ha-e sho<n some<hat satisfaction <ith trade margin because their in-estment does not
remain bloc=ed4 0s the product sells immediately, their profit turno-er per in-estment is increased4
M#52)$ P/()-4
Mar!in to Distributors
0ll the distributors country<ide '&H$+ are companyGs registered distributors4 Their margin range
a-erage is 94HF and different products ha-e different margin4
Mar!in /f 5etailers
Margin of registered retailer ranges from &I4HF to &$F of consumer priDe in all three ranges4 Margin
of unregistered retailer is &K4HF, <hich is KF less than the registered retailers4
S#(1S /5-1
0part from the intermediaries in distribution channel, the ma"or role in distribution '!lace of products
is played by companyGs o<n sales force4 ales force members are companyGs representati-es <ho <or=
as close liaison <ith the distributor in all the areas of distribution4 ales Force is acti-e in the mar=et to
secure all the interests of company regarding sales4
Company sales force remains in constant touch <ith all the distributors and -isit regularly retail outlets
so as to facilitate and accelerate sale acti-ities4 ales Force -isit the retail outlets <ith distribution -ans
<hen to launch promotional schemes and place promotional material in retail store or placing pos
material in store4
Chen ne< products are launched, ales force itself ma=es arrangement in collaboration <ith
distributors t distribute samples, placing posters etc in retail stores4
Sales Mana!ement
Mar=eting department has distributed the <hole country into four Dones for better co-erage and
control4
-entral ?one
It is headed by regional sales manager <ho organiDe sales <ith &0 sales officers
Main -ities
It co-ers 3ahore argodha, ail=ot and 9u"ran<ala, 9u"rat 3alamosa Chonia ei=hopura4
$orth ?one
1orth Done is headed by a regional sales manger and &0 sales officers and 2 area field manager
#rea
It co-ers the areas of #a<alpindi, Islamabad, 0bbotabad, (ehlum, Muree, and !esha<ar4
South ?one
0 regional sales manager and &0 sales officers and & area field manager also head it4
#reas
It co-ers Earachi and Quetta
0est ?one
#egional sales manager and I sales officers and assistant sales manager head it4
#rea
It includes areas on Multan, /aha<alpur and Faisalabad, ahieal #ahimyar=ahan4
5/M/3)/$
Fourth mar=eting tool used by the company is promotion4
P5/M/3)/$ M)K
The promotion mi> of TrippleBem includes the follo<ing toolsJ methods4
 0d-ertisement
 ales !romotion
 !ublic #elationing
actors Settin! 3he Promotion
Company consider the follo<ing factors in setting its promotional mi>
3'9e of Product
0s the companyGs products are consumer goods it priorities the promotional tools in follo<ing <ays
Public 5elationin!
Sales Promotion
#d&ertisin!
P%SB >15S%S P%(( S35#3124
Pull Strate!'
Company emphasiDes pull strategy in selecting its promotional mi> tools especially ad-ertising and
public relationing4 !ull strategy ma=es sense to be prioritiDed because of strong brand e.uity and brand
a<areness, brand loyalty and brand preference as <ell as the brand is <ell differentiated4 Most of the
promotional tools are generally directed to<ards and consumers to create a tremendous demand among
them thus persuading the intermediaries to purchased the product4
Push Strate!'
For the promotional tools, such as sales promotion, Company emphasiDes push strategy4 This strategy
in-ol-es acti-ities such as trade and sales force promotion in order to persuade channel intermediaries
to carry the products and promote it to end consumers4
#D>153)S1M1$3
TrippleBem uses this promotional tool to communicate information about the product Mar=eting
)epartment manages this tool including others, but does not ha-e its o<n ad-ertisement department4
For creation and e>ecution of ad-ertisement company hires -arious independent ad-ertisement
agencies4 Currently firm is hiring interflo< communications '!QT+ 3td <hich is responsible for all the
ad-ertisement e>ecution4 0 recent interaction has been going on <ith #ed Communication4
"ud!et
/udget of ad-ertisement is determined by the Mar=eting )epartment, <hich is also responsible for all
the promotional mi>4 8o<e-er, it is finally appro-ed by the Chief ,>ecuti-e4
0d-ertising /udget for year 200&B2002 of the TrippleBem is H million, <hich is H0F of the total
mar=eting budget4
M1D)#
TrippleBem intends to communicate the information about the product -ia follo<ing media4
1lectronic Media
It includes
 T4Q4
 #adio
Print Media
It includes
 1e<spapers
 MagaDines
 !osters and /anners
/utdoor #d&ertisement
To target the consumers <hen out of home company use
 Corrugated hoardings
 /anners
 !osters
 /untings etc
1(1-35/$)- M1D)#
3ele&ision
To communicate its message to the all the segments of mar=ets, T4Q4 is considered best media of
ad-ertisement for company4 0nd it spends more on T4Q4 than other medias4
T4Q4 is specially used at the time of launching the ne< product 'potato stumps recently launched+ and
<hen consumer promotion scheme is launched4 !erhaps it is the best strategy being pursued by
company to use T4Q4 for ad-ertising the consumer promotion resulting in increased sales and a ne<
push to /rand e.uity4
5atio
Company for ad-ertising through radio, the second ma"or category of electronic media uses F4M4 radio
channel, <hich co-ers the ma"or urban area, a potential segment of mar=et4
Ma!a6ine* Print Media
0fter T4Q4, MagaDines, <ith national publication are the preferred media for ad-ertising by TrippleBem 4
/ecause these are =ept <ith the readers for long time, hence, getting more e>posures4
Currently, !rints ads of -arious brands are being published in uspense )igest, (asoosi )igest and
8erald etc
Press
Company also uses -arious dailies alternately on random occasions4
/utdoor
-orru!ated Boardin!s
,.ually important media is considered by the company is corrugated hoardings4
Poster* banners* buntin!s
Informal media through it is, company also uses posters, banners and buntings for ad-ertising4 These
small print ads are used specially at the time of launching ne< products4 7n (uly &2
th, !otato stumps
<ere launched and sales force through out the
Country, placed posters and buntings in all the retail shops, banners <ere hoisted on promotional -ans,
all promoting the product4
S#(1S P5/M/3)/$
The second and number one in importance, element of companyGs mar=eting mi> is sales promotion4
S#(1S P5/M/3)/$
It includes shortBterm incenti-es to stimulate .uic= and greater purchase of product by consumers or
the trade4 Mar=eting )epartment of TrippleBem pursues follo<ing sales promotional acti-ities
 Trade !romotion
 Consumer !romotion
 ales Force !romotion
3rade Promotion
7b"ecti-e of company for trade promotion is to
 !ersuade the distributors and retailers to carry the brands, carry more and more
units4
 To encourage distributors and retailers to promote the brands, specially retailers
are persuaded by these efforts to promote the product by proper display and featuring
means the enhanced probability of product selection by consumer at the time of
purchase etc4
3//(SFM13B/DS / 35#D1 P5/M/3)/$#(
Company underta=es follo<ing methods for trade promotion4
3rade offerFdiscounts
Throughout the year trade discount is offered on list price4
S9ecial Schemes
pecial schemes are introduced for retailers in specific areas such as motor<ay and hill stations by
offering the retailers allo<ances, gifts to promote the product4
ree 2oods* 2ifts
Incenti-es are offered to distributors for achie-ing the monthly sales target or to push the product to the
shelf place4 uch incenti-e include5
ree 2oods
&2T& is launched for intermediaries i4e4 on purchasing the one doDed pac=ets of products one or t<o
pac=ets are gi-en free and launch on different products at different times4
S9ecial Discounts
pecial discounts are gi-en on large purchases, institution, and special orders4
2rand 2ift Schemes
9rand 9ifts chemes are launched for retailers for stipulated time in order to achie-e -arious sales
targets4 uch gifts as, 0ir Tic=ets, ,lectronic sppliances, consumer goods are offered as incenti-e4
Point of Sales (P/S) Material
!7 material such as /as=ets, #ac=s bearing the corporate brand and hangers product brand, <hich
facilitate retailer in carrying product are pro-ided to retailers as an incenti-e for proper display4
Sho9 Si!ns
Counter signs and nonBsigns are pro-ided to retailers bearing company brand and retailers name4
-/$S%M15 P5/M/3)/$
For consumers, sales promotional acti-ities such as priDes, 9ifts and offerings are launched <ith the
ob"ecti-e of achie-ing sales target the main strategy is that consumer promotion is launched <ith hea-y
ad-ertisement on ,lectronic Media i4e4 Tele-ision and F4M4 channel of #adio4 It ser-es both the
purposes of short term sales target achie-ement as <ell as building brand e.uity '/rand a<areness,
preference, etc4+
"%S)$1SS #$D S#(1S /5-1 P5/M/3)/$
In order to get business leads and moti-ate sales force to further sales interests of company in an
efficient <ay, mar=eting department launches /usiness and ales Force !romotion4
3//(S
Sales -ontests
In order to moti-ate and induce the sales people to impro-e their sales performance, such incenti-es are
offered to
 alesmen <ho become successful in achie-ing monthly targets4
 alesmen <ho sho< e>traordinary performance in retail store product displays and
mar=et co-erage, etc4
S9ecialit' #d&ertisement
For /usiness lead, company also uses peciality 0d-ertisement, peciality ad-ertisement includes
small lo<Bcost useful items bearing company name, address, brandJs or ad-ertisement message etc4
these are .uite helpful in creating good<ill among customers 'primary, secondary and final+ tripleBem
uses common items such as
 3able -alendars* Call Calendars and Table Calendars, bearing the umbrella
brand and company name and address4
 Small reli!ious boo+s* 'boo=lets containing 8oly Qerses, #eligious guidelines,
principles+ also bearing company name at the end, these speciality items are
distributed to distributors, retailers and consumers by sales force4
Public 5elationin!
Company also includes this element in its promotional mi> at a limited scale by5
 ponsoring the -arious cultural and sports e-ents such as Independence )ay
celebrations, sports mar=et4
 1e<s about the companyGs image in -arious business "ournals, health publications
i4e4 0urora and 8ealth L cience and -arious dailies published, to impro-e companyGs
image4
35#)$)$2 P5/25#MM
Chen I <as referred to trippleBem 'p-t+ ltd, I <as inter-ie<ed by the assistant branch manager Mr4
Ifti=harBulB8a. <ho <as super-isor of the training program4 8e proposal my training schedule <hich
<as totally changed later on4
More than 9HF time I <as spent in mar=eting and sales department as per companyGs policy4 The
purpose of companyGs training program is to conduct mar=et research through internees4 o, I ha-e
done this mar=et research4
In the first <ee= of my internship program I complete the results of pre-ious researches, <hich had
done before starting my internship4
In the second <ee= of internship I inter-ie< different persons of mar=eting program and understand the
mar=eting of then4 )uring the inter-ie< I obser-e that e-eryone <ere not ready to gi-e me the critical
information about their "ob4 They share <ith me general type of information and donGt gi-e me specific
nature of information because it <as against the policy of the company after the second <ee= Mr4=halid
8amid Eha<a"a as=s me to prepare a .uestionnaire one for retail sur-ey and other for consumer sur-ey
<hich co-er some specific purpose4 Cithin t<o days I prepare .uestionnaires and present to #ana
Ift=harBulB8a. 0ssistant preened Manager he appro-es these .uestionnaires and then presented to
Ehalid 8ameed Eha<a"a for further appro-al4
The areas, <hich they ha-e assigned to me, <ere 9ulberg, /ar=at mar=et, Ferdos mar=et4 nac= food is
a lu>ury item is !a=istan4 o, the target mar=et of snac= food is elite class people4 Cithin one <ee= I
<as referred to<ard the distributors <hich <ere responsible to supply goods in these areas4
I complete my retail sur-ey through the distributors sales force4 )uring retail sur-ey <as helped by
some -ery =ind people, <hich <ere a"id shab '7+, Mudsser shab, Irfan shab and 2mar shab4 They
guide share and me time to time to time to time <ith me the practical =no<ledge of their related
mar=et4 I really did en"oy during the mar=et -isit4
In the fifth <ee= I complete consumer sur-ey <ith one of my female class fello<4 I <ith my class
fello< <ent to the mar=et and as= .uestions from targeted customers4 o, this e>pertness <as -ery
difficult for me because I did not ha-e e>perience about females4 o, I tac=le this problem by gaining
help of my female class fello<4
In the si>th <ee= of my internship program I re.uest to 1ational ales Manager for mar=et -isit in
other city4 8e refers me to<ard regional sales manager yed 0sad 0Deem4 I <ent to argodha <ith
regional sales manager for t<o days -isit4 It <as my first and en"oyable e>perience4 I learn so many
things from that mar=et as <ell as from the e>perience of regional sales manager4
In last t<o <ee=s I did <or= on research finding and conduct inter-ie<s of finance administration and
purchase departments alternately I also -isited the factory office and production department <ith the
prior permission of general manager4

National University of Modern Languages
Faculty of Information Technology and Management Sciences

It is hereby certified that the report has been thoroughly and carefully read and recommended to the faculty of Management Sciences for acceptance of Final Project Report by Qaiser mehmood, Roll 7241, Session (Jan 2007 to Dec 2008) Evening, in partial fulfillment of the requirements for the degree of Master in Business Administration of National University of Modern Languages, Islamabad.

Date: June20, 2009

Supervisor: _________________________

Observer: __________________________

Head of Department: _______________

ACKNOWLEDGEMENT
By the Grace of Almighty Allah, the most Merciful, the most Beneficial, I'm today submitting my internship report; I have the pearls of my eyes to admire the blessings of the compassionate, omnipotent, the Merciful and the beneficent Allah who is the entire source of knowledge and wisdom Due to his bounteous blessings, I become able to contribute this comprehensive assignment toward the deep ocean of knowledge already exists. Heart is warm with love and thoughts have turned to the city of knowledge ± The Holy Profit (P.B.U.H) His saying ³Learn from to Cradle to Grave´ inspired the strong desire in me to under take this course of valuable studies. It would obviously be injustice not to mention the name of the people involved to make this assignment possible and helped their utmost to make me understand the overall operation of the company as of their best knowledge. Despite of the most hectic schedule, Maa'm saher helped me so much. I'm really grateful to maa'm for clarifying my concepts and making me learn from her experience. Whatever I learnt from you will definitely help me in my upcoming study and the professional life ahead. Thank you so much for being so cooperative and so helpful every time. I hope maa'm I have been up to your expectations. In the end, I'll like to thank all my other colleagues, Mr. Ishtiq, Mr. Qaiser, and all my other fellow internees, here and in branch, for their unconditional support and help in making I learn in a good environment.

Dedication I want to dadicate my this project to following persons y y y y y Hazrat Muhammad (PBUH) Qauid-E-Azam Muhammad Ali Janah My Teachers My Parents My Best Friend Qaiser Mehmood Khan y And All Those Who Are Struggling And Fighting For Islam In Right Directions. .

Production plant of company was imported from America and company claims that no such plant is available in Pakistan. is market leader in the snack food industry.started commercialization of snacks in potato chips range with super crisp. The company offers high quality product and maintains its quality. consumer perception about the product is of high quality. Company started its business in early 80¶s and now. Kolson. Tripple-em (Pvt) Ltd. Company major competitors are Golden. It has approximately captured 58 to 60percent of chips and nimko market and 40 to 45 percent of extrusion market. In 1986. marketing and Administration department. And it has production. as brands in early 90s. therefore. The sales of super crisp are 9 million per year and it has three product lines such as chips. Lahore. Smith and Bunnys. nimko and extruded product. finance. account. The head office of the company is situated in Lahore with address. Ideal Marketing Since 1990. . maize flours. Commercialization In 1982 production plant has been installed in Kot Lakhpat Industrial Area. usually made from maize.COMPANY INTRODUCTION Company deals in Snack foods and word Tripple-Em denotes the names Milk Muhammad Aslam (Father)------------(Late) Milk Muhammad Shahid (Son) Milk Muhammad Rashid (Son) Tripple-em was as private limited company based on 100% equity. 122-A Model Town. purchase. all the marketing function was integrated but in 1990. Extruded Range In 1995 company diversified its products in snacks by introducing extruded product line.

as separate entity was made responsible for all the marketing activities of triple-em. . Ideal Marketing. Was created as a subsidiary of Tripple-em.Ideal Marketing (Pvt) Ltd. But from July 2000 Ideal Marketing has merged with Tripple-em and all the staff has shifted to main office of Tripple-em now constituting the marketing department of company.

Its competitors in the industry are Golden. Lahore. thus being the first exporter of snack foods in the country. Currently. Tripple-em is private limited company with its head office situated in Lahore with the address. specially in Middle East and company had been exporting to this region. which is at growth stage. Potato Chips Products Nimko products Extruded products  Tripple-em is selling 22 brands of various snacks with 22 varieties. Tripple-em is an organization active in snacks food business. 122-A. Tripple-em claims to be pioneering in snacks food under the dynamic leadership of Malik Muhammad Shahid. Its products have also demand and export potential abroad. and ³Tripple-em´ as corporate brand and ³ Super Crisp´ as umbrella brand along with specific brands. In snack food Tripple-em is selling three product ranges. Tripple-em is brand leader in snacks food industry. Chief Executive of Company. Tripple-em is operating nationwide in all the four provinces of country. Model Town. locating in industrial Area of Kot Lakhpat Lahore and its production plant is considered to be one of the best and sensitive in Asia for production of snack. Smiths and Kolsan brands alternately. Production plant of company is geographically decentralized. . Tripple-em was awarded Export Trophy Award in 1987 due to export performance. it is capturing more than 60% market share in its chips/nimko product range and more than 40% market share in extrusion product range.PRESENT STATUS OF TRIPPLE-EM A Manufacturing organization.

Tripple-em is also member of Pakistan Chips And Snack Food Associations (PCSAF). Tripple-em claims to be Pioneering in snack food industry and so it is.Tripple-em is a permanent member of American Chips and Snack food products association and was given American International Export Quality Award in 1995. from Belgium and company further working for attaining ISO 9001 certification. Company attains certification from ISO 9002 in September 2001. MISSION STATEMENT .

quantifiable. conforming to the customer¶s requirements´. OBJECTIVES OF ORGANIZATION An organization objective is a target to which the organization directs its efforts. These are important to keep the organizational activities in one direction. The objectives should be measurable.³Our primary objective is to produce competitive. The company uses the objectives for the following purposes: - . flexible. and consistent with the organization mission. cost effective quality products. organization motivating and controlling. Establishing objectives is very important for any company. achievable. Objectives provide foundations for planning.

Management uses the objectives as a guideline for performance appraisal. Tripple-EM (Pvt.) Ltd.Managers use objectives as a guideline for decision-making. Management uses the objectives to increase the organizational efficiency. To maintain the production wastage between 2 ±3% . has established the organizational objectives in the following areas: Quality objectives Profitability Brand Image Market share Innovation Growth objectives Social responsibility Quality Objectives To achieve ISO 9001-2000 conversion/certification by end of June 2003.

Brand Image Tripple-EM is establishing its brand name by giving the customers a good name quality product at a very reasonable price. Brand Leadership To pioneer in snack food by maintain brand image while maintaining strong brand and brand equity. Profitability Maintain a consistent increase in return on investment (R0I) Maximize shareholder¶s wealth Maximize net profit margin Market Share To maintain high market share which is 60% as minimum standard by increase in sales. The purpose of choosing the brand ³SUPER CRISP´ is that it is easy to remember.To achieve the sales target of this year (10% more than the year 20012002) To initiate export of company products by at least 2 containers this year. Innovation . easy to pronounce and leave good impression that the product is super and crispy.

Tripple-EM makes changes in the method of production. Social Responsibility To maximize customer¶s satisfaction. The company gets feedback through sales force and appointing internees. No company can survive without innovation in the products. To increase in assets of company over time DEPARTMENTS TRIPPLE-EM Marketing Finance . To operate with maximum care of environment and society.Innovation plays a key role in the existence of any business. Growth objectives To increase product line length by introducing new products as soon as room for them is created in market To make continuous improvements by innovation and R&D activities..

Production Admin & Personnel Purchase HIERARCHY GM Marketing Manager Finance Manager .

Production Manager Admin& Personnel Manager Purchase Manager CEO MANAGERIAL POLICIES Quality Policy At Tripple Em (Pvt) Limited. USA. we wish to maintain supremacy and market leadership with our unflinching commitment to produce highest quality snack foods by a team of dedicated professionals in line with standards of Snack food association. . We shall continue to meet requirements of our local and foreign customers with special emphasis on their nutrition. safety and health.

otherwise. For this. Hygiene Policy Being in food processing business.e. They have to pay the amount in that specified period. Distributors deposit some amount as security at the time of selection. Simultaneously all the employees in all departments are prohibited from smoking and other unhygienic activities. Credit Policy Company credit policy is strict. Security Policy It is also following the policy of security deposit. Behavior Polices Behavioral policy guidelines consider the behavior an outcome of attitude. religious atmosphere is created. These distributors purchase the products from company and sell to end consumer. To influence the beliefs and attitude of employees. work performance. Special religious lectures . Sales Policy The organization sells its product through distributors. Strict hygiene standards and caution is observed in production. Islamic practices such as beard and prayers are encouraged and anticipated. It sells the products to their distributors on credit of 10-12 days. their credit limit is reduced. Employees are required to practice Islam in their individual and collective affairs i. triple-em has adopted a strict hygiene policy in its products and operations. Company has wide range of distributor network throughout the Pakistan.Our ultimate objective is to be able to produce defect-free products through continuous improvement system and attain the highest accredit ion in quality and environment.

Delegation Of Authority Delegation of authority to management is necessary. a limited and defined authority is delegated to the management for performing functional tasks. Decision Making Policy As the company is centralized in structure and delegates a limited authority to low-level management.are engaged twice a week. but all the functional management is consulted. therefore. its decision-making authority lies with the Chief Executive. C.O.E. fairness etc. For this an Executive Committee has been constituted which Chief Executive. in all social practices. . All the respective personnel are consulted for making a policy or taking a decision but CEO takes the final decision. honesty.e.. Decisions are taken by the top management i. Centralization Tripple-em is a private limited company. responsibility. preaching Islamic values i. including General Manager and respective departmental heads. So constituted committee takes all the business as well as functional decisions.e.

MARKETING AND SALES DEPARTMENT Marketing Manager National Sales Manager Secretary To MM AM Despatches Assist. Brand Mngr. Data Officer RSM NORTH RSM CENTRAL ASM WEST RSM SOUTH Sr. SO Lahore SO Multan AFM Karachi . AFM Rawalpindi AFM Peshawar Sr.

Mirpur Sales Officers 1. Sialkot 3. Abbottabad SOs/ASO Lahore Sales Officers 1.Sales Officers 1. Rawalpindi 2. Peshawar 2. Gujranwala 2. Sargodha Assist. Islamabad 3. SO SSO/SO Faisalabad Sales Officers Karachi Sales Officer Hyderabad . Murree 4.

.Sales Officer Quetta Sales Officer Sahiwal Sales Officer Bahawalpur Computer Officer Computer Officer Computer Officer AM Plng. & Opr.

MARKETING & SALES DEPARTMENT Marketing Manager = 1 Secretary = 1 Assistant Brand Manager = 1 .

National Sales Manager = 1 Assistant Manger of Operation and Planning = 1 Assistant Manager Dispatches = 1 Data Officer = 1 Regional Sales Manager = 4 Computer Officer = 3 Senior Sales Officer = 3 Sales Officers = 15 Assistant Sales Officer = 18 Area Field Manger = 3 Area Filed Manger = 3 .

These departments provide the sale force to distributors for their assistant. The also maintain the record of sales force and daily sales of distributors. .FUNCTIONS Marketing & sales Department performs following function. They receive the orders from intuitions and distribution. Whenever. they publish a notice for dealership in the newspaper. for assessing the market position. These departments also conduct given the research in different market. They control all the marketing activities. Sales officers also visit the market on daily basis and check the performance of sale force. In case of intuitions. their salary is borne by company. they are not directly involved to sell their product to sell their product to institution. They place this order to the distributors of that area who fulfills the needs of these institutions. they realizes the need of distributor in an area.

These departments also give rewards to the distributors in case of achieving targets.These departments receive the claim from distributors and send it to the account department for further proceedings. Data officer is responsible to record the data on daily basis. when & where to lunch the product. These departments are also responsible for launching the new product. making the market plan how. The RSM is responsible to increase number of points in his area. Computer officers assist to RSM in recording and providing the information. These departments are also responsible for launching the new schemes and also provide the POP material to retailers to promote their sale. These department contacts with advertising agencies for their seasonal advertisements. .

FINANCE DEPARTMENT Finance Manager Finance Manager Chief Accountants Finance Manager Taller Data Officer A/C Officer A/C Officer A/C Officer A/C Officer A/C Officer A/C Officer .

They Control the cash inflow and outflow. .A/C Officer A/C Officer A/C Officer A/C Officer FINANCE DEPARTMENT Finance Manager = 1 Internal Auditor = 1 Assistant Auditor = 1 Chief Accountant = 1 Taller = 1 Data Officer = 1 Accountant Officer = 10 FUNCTIONS This department performs following functions.

They prepare the forecast budgeting statement. They are responsible for open we to import goods. They prepare the interim financial statements. They give the salary to employees. They tell to the management about the financial position of company. The check the accounting record on daily basis. The maintain records of their clients.

ADMINISTRATION & PERSONNEL DEPARTMENT Administration & Personnel Manager Sr. Admin Officer Data Officer Admin Officer General Duty Officer General Duty Officer General Duty Officer

ADMINISTRATION DEPARTMENT

Admin Manager = 1 Senior Admin Officer = 1 Data Officer = 1 Admin Officer = 1 Admin Officer = 1 General Duty Officers = 4

FUNCTIONS 
They are responsible for issuing the appointment and terminating letter to employees. They give rewards and benefits to employees on the basis of their performance (Provident Funds, Annual increment Daily allowance, House

Rent). 
They conduct the interview for recruiting the person. They also arrange the training is taken by different institutes and agencies. They are responsible to provide on the job training to their employees.

PRODUCTION DEPARTMENT Factory Manager Factory Manager Factory Manager Cost Control Manager Engineering Department Head Production Manager Assistant Cost Control Manager Workshop Head Labor Supervisor Helpers Labor

Factory Manager PRODUCTION DEPARTMENT .

Factory Manager = 1 Data Officer = 1 Dispatch Officer = 1 Cost Control Manager = 1 Engineering Department Head = 1 Workshop Head = 1 Helpers = 5 Production Manger = 1 Supervisors = 5 Labor = 300 FUNCTIONS This department is involved in the production process. . To check the quality of product at stages of production. To maintain the quality of the product according to the requirement of the ISO 9002. Process should be design in such ways that production cost should be minimum.

Produce goods according to the requirement of the market. Reduce production waste up to 2%-3%as per company policy PURCHASE DEPARTMENT Purchase Manager Purchase Officer Purchase Officer Purchase Officer PURCHASE DEPARTMENT Purchase Manager = 1 Purchase Officer = 3 .

FUNCTIONS The main faction of this department is to purchase the office supplies and raw material. tender notice is published in newspapers. Purchase department accepts it and it¶s the sends to finance department. Then. POLICY FORMULATION PROCESS . and purchases the product at negotiate. Finally. At least. sends it back to the purchase department. purchase team visits the different markets to talk to different vendors. Finance department approves it. and again. In case of bulk quantities. HOW TO PURCHASE: Requisition is issued by factory to purchase department. purchase manager negotiate with the vendors. three quotations are considered.

. Noon is allowed to interfere in this job. The head of department is not allowed to add or subtest even a negligible small decision about the policies of the company. sometimes manager only and takes the decisions of company. the employee leave from this company without any hesitation.Triple EM is a private organization which is a properly of a Malik Family and working under the supervision of Malik Muhammad Shahid (Chief Executive). Chief Executive forms all the policies of the company. Some times the chief executive calls the meeting of managers. Incase of violation of any policy. Few employees whore are satisfied these are old associates of chief executive. filtered and decided by the chief executive and followed by the employees of company according to their own job description. EMPLOYEES JOP SATISFACTION More than 80 % employees of tripple-Em are not satisfied from their job. Mostly employees are not satisfied due to following reasons. Policies are formed.

Mostly workers who gain other jobs they move to the other organization. If an employee working in tripple-Em his experience is considered good and he may gain good job. Due to this mostly employees leave from the organization when they again chance in the other organization. Few growth opportunities are available in this organization.No one is secure in his job even general manager is not secure about his job. JOB ASSIGNMENT AND QUALIFICATION Mostly staff of a tripple-Em is not professionally qualified. Some employees who have excellent expense in a specific field and family good knowledge about market are bound to stay on seat without any . CAREER LADDER A person who is appointing as a sales officer he can jump unto senior sales officer within 1012 years. Employee of one department con not share information with the other department employees. Any one can leave from the organization without any reason. Company¶s policies are so harsh. only few people who are at managing post are professionally qualified. Old associates of company misbehaving with the employees and no one ask them. if you are few minutes late your lose one day pay without warning.

increments. More the sales more efferent worker and don¶t consider experience. Recruitment When organization feels the need of a personnel for a vacancy. JOB ASSESSMENT METHOD In sales department jobs are assessed on sales base. the activities to be . organizes each and everything from recruitment. They are enjoying market visits. remuneration and rewards to resignation of personnel¶s. Personnel department prepares the complete job description for a post which includes.reasons. affiliation with the boss and working honestly with organization. Some people whom zero knowledge and no experience about market. In purchase department jobs are assessed according to the knowledge and experience in purchase department. Personnel department makes available human resource. It sets the terms and conditions for various job. In accounts and administration and purchase department jobs are assessed on experience. functioning. In production department jobs are assessed on the bases of productivity of employees. Those employees who have good experience in sales field they get more pay. to say everything about the career of individuals in the organization. probation. behavior. their experience and loyalty with the organization. ADMINISTRATION / PERSONNEL DEPARTMENT The Personal/Human resource department organizes the human resource of organization for getting done all the activities of various departments.

abilities training and experience etc. Most suitable applicants.performed. which provide their services in this regard. these are evaluated in the light of already set criteria for recruitment. skills and abilities as well as required information about bio data and qualification of applicants. requisite qualification. Interview . Recruitment Agencies Potential candidates for a job are also sought by recruitment agencies. personnel department uses following methods: Advertisement of Vacancies For receiving applications for all major and competent posts. Advertisements contain the job title. experience. Then a criterion is set against which applicants are to be evaluated. the activities to be performed. especially technical personnel and manful workers are provided by these agencies. SELECTION PROCESS Once the applications from the potential candidates are received through various methods. Finding The Candidates For Specific Job To approach potential candidates. who fulfill the requisite qualities for a job. are short-listed. Reference Prospective candidates are also called by reference of existing employees of organization. necessary skills/education for performing these activities. the vacancies are advertised in major national daily newspapers.

is prepared.Short listed applicants are called for a face-to-face interview with the selection board. Confidence. Skills Job related experience. average and below average. Final Selection .g. Intelligence. An application form. An appraisal form is prepared which records the grading of a candidate in terms of excellent. e. The nature of questions is as such to determine the following r3equisites in an applicant. above average. which contains the questions to be asked from the applicants. Aptitude towards job. Appraisal Candidates are apprised in interview. Personality Communication skills Special skills Development exposure Interpersonal exposure Overall the interview intends to determine the suitability of an applicant for a specific job/post.

conditions. Authority . The candidates with highest grading points are selected according to number of seats available for a post. who have been interviewed and given grades in appraisal form. Health requirement Health Requirement Employee¶s appointment is subject to medical fitness proof by the nominated medical specialist. and other aspects of an organizational policies regarding job it states following: Salary Employees are fully informed about the gross salary of the job before hand. is made on merit basis. responsibilities. Transfer Employees can be transferred anywhere within the scope of operations of company. Rules and regulations Employees are further made bound to be complaisant with all the rules and regulations of organization.Final selection of candidates. The agreement clearly states the terms. RECRUITMENT AGREMENT/JOB POLICIES Successful applicants are issued appointment letters for the job. along with all the allowances/benefits as per company¶s rules according to various grades. Appointment letter is accompanied by an agreement to be signed by the applicants.

Authority that is legal dimension of power is also described/delegated to employees. If the candidates sign the appointment letter and job agreement. he is hereby appointed to the post and he\she becomes a regular employee of the organization.g. Secrecy Policy Recruitment agreement also makes the employee subject to keep all the official secrets of company e. behavior and other set criteria. Probationary period Recruitment agreement also specifies the probationary period until confirmation of job. If he/she successfully completes the probationary period. During this period. An employee is informed the scope of his authority and limitations as well. Other job/occupation Employee is made bound not to accept other occupation or employment or any other business activity directly or indirectly during the job. his/her position is confirmed. trade secrets or confidential. . business transactions. employee is evaluated on the basis of performance. and affairs of the company.

.TRAINING PROGRAM Employees are also made few times aware henceforth about the training if necessary. modern sellers identify customer¶s needs and develop solutions to problems. these terms might have the image of pushy. They are highly trained. skilled and motivated people who understand that the key to longterm success is customer satisfaction Instead of overcoming the prospects. Modern View Today sales people are indeed a far better than that stereotype described before. Training program held on September 2002 has following contents Old Views Selling or sales person in the past. fast talking individual who hunt the innocent customers by selling inferior or over priced goods.

Instead of just talking. one can work for desired action by the customer immediately. A partnership is created. Personal Selling Personal selling is a critical aspect of a firm¶s promotional strategy when correctly used and done well. it is major factor in generating sales. a strong. The sales Person becomes the company for the customer. is the backbone of successful companies. Buyer does not deal just with business organization but with human beings. dynamic sales force. Personal Selling offers the opportunity for salesperson to build basis of trust and confidence with customers. The human element is critical in selling process. It provides the opportunity for salesperson to get the decision that is wanted on the spot. because salesperson and customer deal with each other face to face. they make it their business to listen. Through personal selling. Central Position of Salesperson Top Management Production . Instead of forgetting about a customer after an order is obtained. they provide after sale service So. Since. it is more difficult for buyers to ignore or remove the sales influence (in contrast to an advertising message or other promotional activity). personal contact are involved.

Human Resources Competitors Customer Finance & Accounting Suppliers Advertising Sales Team .

high-potential customers Quality of customer PR Quality of corporate µimage-building¶ work Adhere to promoting desired product mix Maintenance & care of company assets Reduce outstanding credit among customers Quality & regularity of sales reports Planned Selling Good sales presentation is seldom spontaneous but rather the result of knowledge of your product. high potential customers Retain old. Planning is nothing more than talking your selling points and putting them in orderly and logically sequence to be most effective. For sales promotion common formula or sequence is followed which have the following . coupled with thorough planning.Senior Pakistan Sales Manager¶s view Of ³High Quality Sales Performance´ (1995-96) Meet year¶s sales targets (unanimous) Quality of territory coverage Develop new. Planning gives you confidence and ensures that you do not leave important point.

Desire. stick to facts Ask trial question during your presentation to determine the degree of interest of the prospect or to determine if you should develop certain points more thoroughly. The approach ± get attention b. even objections. Interest. Once you have satisfied his question and objection Develop your sales points in an orderly and logically sequence. Action) Expressions of his interest. He would not raised them if he did not have an interest and they indicate the points you should concentrate on to make the sale.a. The close ± ask for the order The Approach Before you can sell anything. The presentation ± the sales story c. particular those he seem to express an interest in . you off course must have the prospect¶s attention: Speak briefly to him about something in which you know he is interested or something of common interest Ask his opinion Tell him an attention getting fact Cite on occurrence or events that might affect him or his business The Presentation: The main task in the presentation is AIDA (Attention.

Answer any question or objection he raises as they come-up. Don¶t avoid them. They are, you have made sales (A special section on how to handle the

objection follows)

The Close 
Sum-up the main points of the sales story. Be sure to emphasize these points he expressed an interest in. Ask if these are further questions you can answer for him Ask for the order, give him choice between two positions e.g. ask for choice of stands big or medium Keep your month close after getting the order

OBJECTION HANDLING There are two types of objection Real & Valid Those objections that are answerable with benefits e.g. air in the packets, keep the freshness. Unreasonable Objection These objections are emotional, opinionated or have no basis in fact The best way to handle this type of objection is to give soft, answer and ignore. Go on with our presentation if the objection is unreasonable. There is no reasonable answer that can be given.

Techniques for Handling Valid Objections 
Offset the objection with explanation of benefits Correct misinformation with accurate facts Turn it into a question Testimonial from other uses

Tips on Reacting to Objections 
Relax both emotionally and physically. Stay cool, calm and collect your thoughts Listen and analyze the objection carefully. Be assure that he is asking you the reassurance or giving reasons for not buying Restate the objection as you understand it, (this will give you time to think). Get his agreement that you are correct in your understanding of his

position 
If you can get the dealer to restate his objection he will find his original objection less important or valid or even drop it or temper it. Decide your strategy that how you will answer the objection, what information, fact, benefit you will use. Be positive in your reply Act ± Do not ask him to agree with your point. Assure he does, continue with your sales presentation of benefits to him or ask the order

AN IDEAL TIME TO ASK FOR THE ORDER IS AFTER YOU HAVE ANSWERED AN OBJECTION

Your All Conversation should be Super ³CRISP´ C ± concise R ------------- Related to the customer needs I -------------- Interesting to the customer S ------------- Simple P ------------ Personalized, logical and in control For your conversation you should apply the ³Kiss´ principle 
Keep It Short and Simple Keep It Simple Stupid

The Role of The professional Sales Person 
Maintaining and developing business with existing customers Developing new accounts Directing sales efforts into end-user accounts, as appropriate Maintaining and developing a distribution network Supporting distribution through sales efforts, providing information, education and training Developing sound business relationships

.Promoting the company and its image in the market place Effectively using all resources available Develop the territory business Communicating Providing market intelligence and information on competitive activity Maintaining sound relationships with colleagues Contributing to group and company objectives Self development PROFESSIONAL SELLING What is Selling? It is the process of inducing and assisting a prospective customer to buy a product to act favorably upon an idea that has commercial significance to the Seller. Advertising. It is the art of persuading some one to give up one¶s position in favor of another. Duties/Responsibilities of a Sales Person Stock Levels.

Goodwill. It is the Sales Person¶s responsibility to sell the full product range and provide growth. Holidays. Special Events.Display/Merchandizing. According rule of Thumb. Stock Levels It is the prime duty of a Sales Person to insure adequate levels of stocks. adequate stock level should be 25% above normal sales. Promotions. Action To Be Taken Suggest stock needs to the shopkeeper. don¶t ask him . New Distribution. and other abnormal activities require stock adjustments.

Benefit from demands created by advertising Advertising: (POP) Point of purchase material is the only element in the advertising chain that brings together all the three factors necessary for making sale: The customer The product The reminder/influence to buy. c. Suggest benefits of adequate stock to the shopkeeper e. but not by over-stocking. Satisfy his customer. Important Aspects Of POP Where to put POP Where you can catch the eyes of people riding by. . Minimize lost sales and profits. Create new customers and profits d. by maintaining adequate level for Sales. a. b.By winning his confidence.g.

Display / Merchandizing: In store product displays are the end objectives of all merchandizing efforts.Where you can catch the eyes of people entering Where you can catch the eyes of people in outlet. Accessible to the in-store traffic flow. Product ³Well Displayed is half-sold´ Where To Build Display Check out counter area. How To Build Display Big Irregular Place POP on them Why Build Displays Increase Sales . It is the time-proven fact that display substantially increases the sales of a product. Display creates the availability that differs from non-distribution. Specific areas for particular products.

Courtesy. as it is what makes it possible for him to accomplish his other marketing and merchandizing objectives. he must also respect you and respect must be earned by how you look. Goodwill is not just liking you. Capitalize on seasonal and special promotional support. talk. Genuine interest in dealer and his problems. It is human nature to want to do business with people you like and are comfortable with. GOODWILL Of all the Salesmen¶s assets. the goodwill of the people he deals which is the most valuable and important. Things Not To Do . Dependable service. helpful but business like manners. How to create goodwill Things To Do Appearance.Shopper convenience Maximum use of stock inventory. Language Friendly. and generally conduct yourself. act.

increasing demand for a product. industrial expansion.) Make the call with confidence (believe in your facts. Don¶t chew gum/pan etc. NEW DISTRIBUTION The key to continuing growth is the consistent expansion of your distribution network. or proposal. and their benefits to the distributor).) Plan your sales presentation (how will you open your sales talk. Try to learn something about the prospect that will give you something to talk about (hobby. what will be reply to questions or objections etc. mutual friends. The more you make a product available through the distributor. How To Make New Prospect Call Analyze the outlet needs. sell your products etc. product. the more of it you will sell. place a rack. past history etc. Decide exactly what it is.  . and new product introduction.Don¶t smoke in the outlets. Don¶t interfere with or distract his employee Don¶t make promises you can¶t keep. what features and benefits will you cover. As the market grows through population growth. opportunities for new distribution are constantly available. add a new product. you want to accomplish (sell a vender.

The Six Steps To Success Of Sales Calls 1. Meet objections 6. New distribution is not just limited to new accounts. Ask Questions 4. Do research 2. . To sell him on other or related proposals while he is receptive. To make any adjustment or resolve any complaints before they become major deterrents to future business. To indicate your professionalism and make him receptive to future proposals. hangers etc. which sets the foundations for lasting relationship. stands. but can also be developed through enlisting accounts by the addition of new products. Close the sale The Six Steps To Success Of Sales Calls Do Research Research the Customer Research the Product. Explain the benefits 5. Set objectives 3.Follow Up To make sure the distributor is satisfied.

. Ask Questions Ask open questions. Make it specific Put it in perspective. Ask for the orders. Explain The Benefits Benefits not features. Meet Objections Play it cool. Close The Sale Watch for buying signals. Follow it with composition. Other products for the Customer. Customer needs.Research the Relationship Set Objectives Prepare alternative Other customers for the product. Keep control.

Flexibility 6. Healthy 15. Sincerity 9.Keep your mouth shut. employees are given various kind of allowances including: House Rent Tripple-em provides house rent to employees which is though insufficient but a source of additional benefit. A sense of urgency 11. Self-discipline 4. Desire to improve 13. Well groomed 17. Literate EMPLOYEES BENEFITS Employees are given following benefits per company job policy: Allowances Apart from gross salary. Humor 12.Confidence 2. An open mind 14. so sales people are provided conveyance allowance on daily basis . Energetic 16. Persistence 5. SOME CORE QUALITIES OF SALES PROFESSIONALS 1. Integrity 8. Honesty 7. Alertness 10. Enthusiasm 3. Sale forces. which serve in the field. Lower level management is also given a fixed amount of travel/fuels expenses. Conveyance Allowance Higher-level management is given conveyance facility and allowances.

Daily Allowance Whenever employees go outstation in connection with their performance of duties. Group Insurance The facility of group insurance for the employees is also provided by the company. officers and sale force etc. ADMIN FUNCTIONS In Tripple-em Admin and Human resource/ Personnel department is one and some. Security Admin Department is responsible for all the security of equipment and staff. . managed by Admin and Personnel Manager Function Admin. It appoints security guards where need. to compensate in case some contingences. Including all the expenses and allocations. conveyance arrangements for personnel. Sales force is given daily allowances. A daily allowance is given to them to meet their expenses. and ensures in security measures. Department performs all the administrative function for the organization as a whole including Transport Maintains the transport.

It is used to produce all the three-product line of the company LOCATION OF PRODUCTION/PLANT When we talk about production facilities. PRODUCTION FACILITY Production The process of converting the inputs into outputs is called production. Company production plant is situated at Kot lakhpat in Lahore. Plant was imported from America and gives the company an edge over its competitors. Production plant of Tripple-em is situated in the Kot Lakhpat industrial area the address of production plant is Strategic Location . But.House Keeping It includes all the activities such as maintaining the lawns. it is not fully utilized. sports facilities. decoration and maintenance as well as renovation of buildings Office Discipline Admin department is responsible for and keeps a vigilant eye on the office discipline. employee¶ time discipline and all the organizational discipline as well. still. it starts right from the location of production plant. It maintains decorum.

so it has. Further location of production facilities easy availability of raw material. it might had proved to be a major bottleneck for company. and transportation this kind of infrastructure is backbone of industrialization.e. USA and Britannia. pulses beans peanuts. Production department of triple-em has highly sophisticated and modernized production plant imported from Japan. It is a high capacity production plant. So fare as the dumping of wastes is concerned. communication. To sum.A good location is one which is situated in strategic situation in regard of all production processes right from availability of raw material to the market of its outputs. which can produce more than 100000 packets of snakes in one shift of 8 hours. serving a major source for internal strengths of company. Its modern and highly sensitive packaging unit is fully computerized and is considered one of the best in the world. The production department/plant of triple-em is situated in the industrial areas. it can be said that production plant is situated in strategic location. It has easy access to manual as well as semi skilled labor because of being located in Lahore and further in industrial area. . for the dumping of wastewater the mullah of industrial area is available for this very purpose. A plenty of waster is used for washing the potato¶s in production process. because Punjab is major producer of potato as well as other inputs i. Every kind of infrastructure electricity. gas. PRODUCTION PANT. if it had not been located in right location because dumping of waste lows are getting strict.

Production Planning Production department carries out its production operation in planner manner. Production department remains in constant touch with the marketing department to match the production quantity with the sales orders so as to reduce the probability of quality deterioration (Freshness). all the production processes in the plant are atomized to maximum extent to reduce manual work to minimum. As the packaged snacks are edibles and have limited shelf life. so we make every effort to synchronize its production with its sales. Production department prepares its production schedule/planning in the light of sales forecast schedule. Marketing department prepares the sales goals/targets in consonance with market potential. Says the production manager while responding to query about production planning. As the product is time sensitive.Moreover. The layout of plant is as such that it comes up to strict hygiene standards and working environment. PRODUCTION PROCESS Production process for manufacturing of Super Crisp is as under Purchase of Potatoes Storage Washing Transfer into machinery Selection of Potatoes . so production schedules are prepared as well as revised on monthly basis.

In this process at least three random samples. Thes potatoes are purchased from all over the country. because the basic raw material in production is potato chips and company cannot compromise on the quality of potato. are picked . For ensuring the quality of Potato.Cutting Carrogation Moisture Sucking Frying Sorting of fired Chips Flavor addition Packing Now these steps of production process are elaborated one by one for better understanding of production process Purchase Of Potatoes The first and a very crucial step in production process is purchase of potatoes. random sampling from truckload is done. Quality Freshness Price Purchase department make sure that potato purchased for the manufacturing of Super Crisp is of good quality. The criteria for potato purchase is based on three major factors.

because potatoes stored in cold storage are not recommended fro the Production of chips therefore. following parameters are applied for verification of potato quality. Second criteria for purchase of potatoes is freshness. A third criterion is the price. in summer season potatoes are purchased from the fresh crop cultivated in the northern areas of the country.from a truck prior to its unloading. These parameters determine. that whether the potatoes are good enough fro production of chips or not. Potato Grade And Condition Pulp Temperature External defects Size and count/8 pounds Shape and percentage of peels Internal defects Fry Chips Evaluation Specific gravity . potatoes are purchase from the fresh crop of potatoes. Once the sample is taken from the lot of potatoes. These samples are scooped from three different location of truck. Although the purchase department negotiates price professionally. but quality is not compromised in super crisp for the purchase of potato even is price is less.

Cutting . potatoes are shifted from stores in the washing area. It is made sure that washing has resulted into through cleaning of chips for further processing.Glucose Level Sucrose Level Slice / wash/Fry Chips color. which is done manually. Transfer Into Machinery The washed and clean potatoes are then put on conveyor belts for transfer into machinery for next process. potatoes are sorted out. In this process. flavor texture and absence of defects Storage Potatoes once purchased are then stored within the factory. Washing As per the production schedule. green potatoes are picked up from the conveyor belt. after the machine has sorted out the small sized potatoes. For this purpose. Sorting Of Potatoes In the next step. afterwards there are washed thrice with hot water. factory has the facility of shoring the potatoes. Washing is done first with cold water three times.

Friers of Tripple-Em are monitored at specific temperature and frying is done at controlled time. Frying Through the conveyor belts. potatoes are transferred to cutters.18 gms) Medium (25 gms) Family (55 gms) . which enables them to produce curls in chips. which adds up the various flavor to fried slices /chips. potatoes are corrugated. The cutting of potatoes is done by machine automatically. ³Drum Mixer´ mixes flavors homogeneously. In this process high quality refi8ned oil is used. Corrugation After cutting slices. The oil content of fried chips is approximately 45% Flavoring Fried slices of Potatoes are than put to flavoring unit. This enables fried potato chips to be crispy. In this process machine sucks 70 to 75% of moisture form the potatoes. Moisture Sucking This process is a very technical process and plays a very important role in the quality of final product. Sorting Of Fried Chips After frying the fried chips is sorted out manually.After sorting out. In this process over fried and under fried chips are picked up by the workers. Mini (15. processed slices are taken to friers.

The polythene packaging is manufactured locally.Ketchup Lemon & Chilli Plain Salted Bar B. Due to this aluminum foil pack. Super Crisp . it is basically the packaging. the shelf like of Super crisp is almost one year. Whereas. Salt and Vinegar Spicy Salty Plain Salted Bar B.Q. It is assured that the weight of pack is at least the same. As mentioned earlier. Apart from increased shelf life.Paprika Chilli Plain Salted Bar B. Q. Dill Paprika Chilli T. Paprika Packaging The last step in production process is the Packaging. foil packaging is imported from Germany. Q. which makes the difference. as far as both ranges of chips are concerned. The chips are Weighted and packed in all four pack sizes. In the packaging section chips are transferred from flavor section on conveyor belts. which is specified on the pack.

Now there is no chips manufacturer in Pakistan is using foil imported pack. Secondary Packaging . Packaging process Fried and flavored potato chips or fully prepared extruded or nimko items are put into a big drum. snacks are weighed automatically and in a controlled manner in weighing slots. because this type quality of foil packaging is not manufactured in Pakistan. Gas is used as preservative in packaging. From the storing drum. a wrapper/pouch is automatically put below and the product is packed in wrapper. Sealing When wrapper is covered around the snacks. so here first gas is filled and then sealer seals the package.packaging is also designed and printed in attractive and eye-catching colors. Now a ³Counter´ automatically counts completely packed snacks. snacks are put on a conveyer belt. which put them in merging unit. These buckets take the snacks to a certain height to put into vibrating trays. Wrapping Again this process is automatic and as the weighed snacks fell in pouch chamber. ³Sealer´ automatically seals it. which put them into buckets. Weighing For desired package size. The reasons for imported packaging are. Weighing slots receive the desired quantity from vibrating trays and then put the weighed snacks in pouch chamber.

PRODUCTION METHODS Quantity Schedules The quantity schedules are prepared monthly and can be revised as required. Every month plants are shut down for two days and washed fully. Plant Maintenance Mechanical and electrical engineers are responsible for maintaining the plant different checks are applied weekly. The production schedules are matched with the actual orders. monthly. placed by the marketing department. the production managers have to be very accurate otherwise the product may lose its life before it reaches at retail outlet. . the products are time sensitive and if these are put into goddown. Since. So. yearly.Products are first packaged in wrapper and then for second time they are packaged into big paperboard cartons for trade and distribution deliveries. their shell life decreases. Quality Control Production managers apply statistical quality control techniques to test the quality.

have a higher solid content. Frying time is important because more time than desired will produce uncooked potatoes. frying time. The statistical sampling helps managers to find out. So. QUALITY CONTROL COMMITTEE Chief Executive General Manager Quality Assistant Officer Factory Manager Laboratory Assistant . to what extent the potatoes are fried. great care is taken when that particular potatoes are used. and solid contents. The inflate packing will lower the shell life and has a great effect on quality of the product. which are purchased from Quetta. which sometimes are as bigger as a stone. So each package is examined and separated if required. The potatoes.Quality of chips or snack food is measured by size.

In case of any problem or decadency the chief executive officer also visit to the factory. He visit time to time and report to the chief executive. . this committee is working to fulfill the above requirements. Factory manager and general manager also visit the factory and check the whole working of the factory and report to the chief executive.QUALITY CONTROL COMMITTEE Purchase of quality control committee Tripple-Em is certified from ISO 9002 and also trying to get certification from ISO 9002. A separate person appointed by the company who is whose responsibility is to check his quality of product. so in order to fulfill the requirements of the ISO 9002. produce what you say´ So. The requirements of ISO 9002 are ³Say what you produce. company form a committee which is headed by chief executive officer.

the utilization capacity of is not full due to following reasons. the snack food utilization reduced which presents the producers to produce more. Market Growth The growth of our country is less in snack food. . This becomes the cause of underutilization of plant capacity.UTILIZATION OF PLANT CAPACITY If we see broadly from industry prospective. Brands Crowds In small market too much local country as well as imported brands companies are competing each other. People are quantity conscious. So. they don¶t have knowledge of snack food items. People use snack food as a freshment not as a food. Target Market Size Market size of shack food in Pakistan is very small and especially for branded snack food is very small. which become the cause of under utilization of plant. The branded snack food companies charge high prices due to this only elite class people can purchase branded snack food.

PURCHASE CATEGORIES Purchases can be further categorized into this classification. maize flour etc. Normal Purchases For daily routine activities e. Purchase department is headed by the manager purchase that gets all the activities done by purchase offices.g. seasonal agreements are made with different suppliers of potatoes. Seasonal Purchase For manufacturing of snacks. PURCHASE PROCESS Requisition Factory for its operations requirements or any other department issues a requisition to purchase manager of purchase department. peanuts deals. stationery for various departments. The requisition contains the .PURCHASED DEPATMENT Every purchase of the company whether for the factory operations or for other department is made by this department. purchase is made as on demand / requisition.

quantity. it is usually done for main raw purchases. amount and purpose for which it is required. description. purchase department has to consult minimum three vendors for quotation. negotiates with the suppliers and signs the deal. For small purchase. which starts the actual purchase for which funds are provided by fiancé department.g. the requisition for some item/items is valid for the purchase department. Advertising For Quotation For big purchase the purchase department advertises the need for quotations.Information about the items demanded. Purchase manager would asset the quotation with minimum relate then he will negotiate and sign the deal. number of units. Quotations For the required purchase. . Purchase Function When finally assented by chief executive. MAIN PURCHSASE CONCERN The main purchase concern of purchase department is the purchases for factory operations which includes generally all the inputs and raw materials for snakes production and often some capital equipment e. parts machinery etc. The requisition is first inspected and signed by purchase manager then general Manager examines the requisition if justifiable approves the requisition and finally it is approved by chief executive. purchase officers themselves visit the market and after consulting minimum three outlasts finalize the acceptable one.

counter signed by gate receiving clerk of factory store and finally by factory manager. units and quality of goods purchased and received. Seasonal Purchases For seasonal purchases a purchase order is placed with the supplier party. It is duly signed by store clerk and counter signed by factory manager. which contains the date of purchase.Planning for purchase Management of factory operations does all the planning for purchase of items for factory. DOCUMENTATION STAGES When through purchase order or on cash some purchase is made it under goes the following process. description. Factory provides the detail for daily and seasonal items to be purchased why to purchase and when to purchase. Three to four copies of purchase order are prepared one is kept with purchase department one is sent to factory store which maintain its record one is sent to finance department which plans for the payment schedule. purchase department issues A Daily Purchase Challan. It is signed by purchase officer. Daily purchase Challan For every purchase made. It also contains the date. . Inward gate pass Inward gate pass is the receipt that goods purchased have been received by factory store. which is bond to make supplies available according to terms and conditions set by purchase deptt. amount and quantity etc.

suppliers invoice. launch it in the market and make it sell in the market. when duly signed and verified by concerned authorities are submitted by purchase department to finance department which makes payment for the purchases and maintains the financial record. If so. Factory administration inspects them to ensure whether they are according to requisition or not. MARKETING PROGRAM . If we fail in selling the product the organization would cease to exist. Store officer. purchased requisition number. MARKETING DEPARTMENT We are the people who start from developing the concept of a product in consumer¶s terms. Marketing manager is getting the marketing activities done by organizing in following manner. a material receipt and inspection report is prepared which contains the name of person goods received from. person who inspects and finally by factory manager then sent to purchase Department. material receipt and inspection report. Submitting To Finance Department The purchase requisition. test its suitability for consumers. gate pass. signs it. purchase challan inward gate receipt. Management Manager marketing who is responsible for all marketing function heads marketing department. carrier number.Material Receipt and Inspection Report Once purchased goods are received by store. units. quantity and rate etc. These were the words immediately uttered by the marketing manager while responding the question about the specialized activities of Marketing Department in organizational structure.

At the next step marketing manager decides how much be allocated for marketing mix tools. (monthly targets are being met or not and in which part of national market selling performance is not at par. and get it noted to operations manager of marketing department. Production department daily prepares a ³Daily Production Report´ to marketing department. For logistics. Marketing Research . It contains the complete description of finished good units produced in all the three lines. This sales record is used as a controlling tool to check the market of products on daily basis. Further it shows whether the short term sales goals. mentioned in the requisition. which is. Telephone/fax is used fro this purpose. having received the requisition. Based on this report customers order is solicited. factory manager. maintains its own sales force to secure its sales interests in the market. Sales Management ±Procedure Marketing Department selects the distribution channel intermediaries. Operations manager sign the requisition and sends it to Factory. the distributor puts the purchase order to the marketing department of triple_em. Customer. It also mentions the units in process.Marketing department at the out set of financial year. prepares the budget statement of expected income and expenditure. Daily Sales Record Sales force daily takes the sales record from all the distributors countrywide. Customer order processing officer receives the order and prepares a requisition. Administration Department makes contracts with goods forwarding agencies. issues the required units of product at the address of customer. if appropriates assented by top Management.

For this purpose company hires a research firm. Marketing Mix Decision Second step which company undertakes in developing its marketing program is to decide how to divide total marketing budget among the various marketing tools. it consults the idea with production. defines the new product idea in the terms of consumers. distribution. them decides pricing. triple em. It includes . Budget Allocation Company at first hand decides what level of marketing expenditure is necessary in order to achieve its marketing objectives. Triple-Em has launched a new product named Super Star on April 2002 MARKETTING PROGRAM OF TRIPPLE-EM To peruse its marketing (selling) objectives. The total marketing budget of Triple-em for the fiscal year 2002-2003 is 10 million. decides the brand name.Marketing Department of triple-em keeps a vigilant eye on the market through market research. which company uses to achieve its marketing objectives. mentions launching budget and launching date. Marketing budget is determined generally as a percentage of sale goals. and promotional strategies. first of all decides. commonly known as Marketing Mix. gets package and label designed by consulting graphic artists. New Product Development & Launching Marketing department keeps itself abreast with the trends of market and when finds the room for a new product to be developed.

so all the marketing mix strategies and decision are taken in conjunction with the above mentioned segmentation strategy. As the selection of appropriate target market is paramount for developing a successful market program and launching market mix strategies. Basis of Segmentation Company has segmented its market on the basis of Age Social Classes Gender As the target market and marketing mix strategies go hand in hand.Product Price Place Promotion TARGET MARKET Target market of company products includes all the consumers including all age groups. gender and social classes. . Company targets the market for its products by MARKET SEGMENTATION Company has divided the total market into various groups of consumers with similar needs to direct a suitable offer towards them.

packaged in fine foil wrapper. These ingredients are fried. beans (i. PRODUCT MIX Product Mix of Tripple-em has following width and depth Width Of Product Mix Triple-em is carrying three product lines. channas) peanuts and almonds etc. EXTRUSION RANGE . These chips are in various flavors. having gas as a preservative. Snacks can be classified as conventional goods because it is purchased on regular basis as a consumer good.dal moong.e. NIMKO RANGE Product line includes various products. The products is this line are made from potatoes. spiced and package. POTATO CHIPS RANGE The main line/range of the company¶s product mix is potato chips. which are generally called Potato Chips or crisp.PRODUCT Triple-em is producing snack food. Potato chips/crisps are lean and fried potato cut pieces. which are generally made from ingredients like various kinds of pulses.

maize and maize flour. WIDTH OF PRODUCT MIX Potato Chips Mr. Crisps Super Crisps Nimko Nimko Mix Dal Moong Fried Peanuts Almoonds Whole Pistashio |Cashewnuts Extrusion Goal Motel Dino Munchies Catty Chins Giggly Waves Wheelo Pops Potato Stumps Super Stars . these snakes are generally shaped and prepared with heat not using oil. Extrusion range is the third product line and second in importance after potato chips line of product mix. Extruded products have generally ingredients like rice.Getting high market recognition and a large volume of company¶s products overall.

DEPTH OF PRODUT MIX Depth of product mix refers how many variants of each product are offered in the line i.e. Crisps 18GM Salty Spicy . size and formulations DEPTH OF POTATO CHIPS RANGE Super Crisps Brand Name 15GM Plain Salted Bar-b-q Paprika Chilli Flavors Salt & Vinegar 25GM Plain Salted Bar-b-q Paprika Chilli Salt & Vinegar Dill T-Ketchup Lemon & Chilli 55GM Plain Salted Bar-b-q Paprika Mr.

DEPTH EXTRUDSION RANGE Gol Brand Motol 10 Weight GM Dino Munchies 20 GM Cathy Chins 15 / 25 GM Giggly Waves 25 GM Wheelo Pops 15/30/55 GM Potato Stumps 15/30 GM Salsa Super Stars 15 GM Nice & Flavor Spicy Ketchup Cheese Ranch Pizza Flamin Slat & Pepper Hot DEPTH OF NIMKO RANGE Brand Nimko Mix Dal Moong Fried Peanuts Whole Almonds Pistashio Cashewnuts .

is the corporate brand. which is also used along with super crisp brand name .Size 20/40/100 GM 40 GM 18/40 GM 40 GM Roasted Salty 40 GM Roasted Salty 40 GM Roasted Salty Flavor Salty Salty Fried Salty BRAND Super Crisp Super Crisp is used in tow ways. TRIPPLE-EM Tripple-em (Pvt) Ltd. In Potato Chips Range. Company Sells the Snakes with the name Super Crisp In all other rangers Super Crisp appears as umbrella brand along with the specific brand name.

00 .PAKAGING Primary Packaging For the primary packaging. Q. Paprika Chilli Salt & Vinegar Plain Salted Bar B. snakes are packaged in specially Laminated high barrier film suitable for tropical climate to protect the freshness and reach the consumer with fresh taste. Dill Paprika 5. Q. snakes are displayed in primary wrapper/ packaging TRIPPLE EM (PVT) LIMITED List of Products Rs 5. But at the shelf place. Crisp 15 Gm Super Crisp Super Crisp Super Crisp Super Crisp Super Crisp 25 Gm Super Crisp Super Crisp Super Crisp Super Crisp Flavors Salty Spicy Plain Salted Bar B. Crisp Mr.00 Potato Chips Range 18 Gm Mr. Secondary Package Packaged snakes are further packaged in paperboard cartons for trade deliveries.00 10.

00 20. Q.00 10.00 10.00 Extrusion Range 10 Gm 20 Gm 25 Gm 25 Gm 30 Gm 55 Gm 30 Gm Gol Motols Dino Munchies Catty Chins Giggly Waves Wheelo Pops Wheelo Pops Potato Stumps Nice & Spicy Ketchup Cheese Ranch Pizza Pizza Salsa 2.00 35.Super Crisp Super Crisp Super Crisp 55 Gm Super Crisp Super Crisp Super Crisp Nimko Range 40 Gm 100 Gm 40 Gm 40 Gm 40 Gm 20 Gm 18 Gm 40 Gm 40 Gm Nimko Mix Nimko Mix Dal Moong Fried Peanuts Almonds Nimko Mix Fried Peanuts Whole Pistashio Cashewnuts Chilli T. Paprika 20.00 Salty Salty Salty Fried Salty Roasted Salty Salty Fried Salty Roasted Salty Roasted Salty 10.00 10.00 10.00 15.00 35.00 5.00 5. Ketchup Lemon & Chilli Plain Salt Bar B.00 10.00 10.00 50.00 .00 5.

00 5. Price Price of Product is mentioned on in all packaged products Brand The specific brand of product along with umbrella brand.00 5.00 Packing Components A part from wrapper to cover the product.00 5.00 5.30 Gm 15 Gm 15 Gm 15 Gm 15 Gm 15 Gm Potato Stumps Catty Chins Wheelo Pops Potato Stumps Potato Stumps Super Stars Salt & Pepper Cheese Pizza Salsa Salt & Pepper Flamin' Hot 10. super crisp and corporate brand is mentioned Labeling Information Package is designed in such a way that it contains more and more information about the product such as Ingredients Instructions for use Style .00 5. packaging is being considered as a marketing tool by Tripple-em by including the following components.

Giggly waves. . channa. Mr. So it positions as It has positioned super crisp. PRODUCT POSITIONING Positioning of product in the minds of consumers relative to competing products of company is based on following approach.Product is packaged with great care so as to serve the marketing purposes. All brands names in this range line have appeal for children such as Gol Motol. almonds and peanuts towards upper middle class Has positioned upper mini. Positioning By Attributes Tripple-em positions its products so far as ³having high quality snacks with hygiene standards´ concerns attributes. Positioning By Product User Tripple-em also understands the approach of positioning the product by its users. color combinations are keeping in view all other aesthetics elements in package. DinoMinches towards middle and lower middle class Extrusion rage is positioned towards children. Daal Moong and Gol Motol. Crisp and caption chips in chips range and peanuts. Dino munchies etc. Packaging is done in a stylish way with eye-catching design.

so. its pricing policy is also profit oriented. Quality leadership The aim of the company is to pioneer quality leadership through its pricing. PRICING METHODS Company tries to price its offer in terms of different segments of market.PRICE Triple-em is a profit-oriented business. Market Segmented Price For pricing considers following segments in the market Upper Middle segment Middle segment Lower middle segment Segmentation is based on the purchasing power of the customer. Pricing Objectives Company peruses following objectives through its pricing strategies. Maximum Sale Growth Second pricing objectives of company are to maximize the sale to reduce per unit cost and accomplish economies of scale. . Company sets this objective by zeroing in on the price sensitivity of various segments in the markets.

Potato Chips Range Super Crisp Nimko Range Nimko Mix Almonds Cashewnuts Wholepistashu Extrusion Range Potato Stump Cattychin Wheelopops MIDDLE MIDDLE CLASS Following brands are priced for middle middle class people Potato Chips Range Mr. Crisp Super Crisp Nimko Range Nimko Mix Fried peanuts Daal Moong Extrusion Range Dinomunchies Potato stump Giggly waves Super Star .PRODUCT PRICE AND VARIOUS SEGMENTS HIGHER MIDDLE CLASS High priced quality products are priced for high middle class.

As the main concern of Tripple-em is quality leadership that entails high price. Crisp Mini.g. which specifies the price at which product must sell. Company makes every effort to price the products close to the competitors. Potato Chips Range Mr. the packaging wrapper is used which is not aluminum coated so it considerably lower the production cost and product can be sold at desired price Competitive Pricing Company analyses and determine the competitor¶s price for competitive offering. company then employ the method of Target costing. Mr. it is achieved by lowering elements of cost e. given its target customer and competitors price. Company has competitive brand to . Crisp Super Crisp Nimko Range Nimko Mix Fried peanuts Dal Moong Extrusion Range Dinomunchies Super Star Gol Motols Target Costing Strategy To quote a price for a segment of market.LOWER MIDDLE CLASS Low priced quality products are priced for lower middle class. Crisp and Caption Chips.

PLACE STRATEGIES Company undertakes the decisions regarding distribution of the product considering these factors. PLACE Place. In potato chips range super crisp is quality leader but to counter the low priced competitors brands. It includes all the activities which company undertakes to make the product accessible and available to target customers.respond the competitors low price. Place Objective The place objective of the company is to make the product available at the right time at right place and at right cost. captain chips have been launched as competitive brands. Product Category As Tripple-em is dealing in the snakes food. So this characteristic of product product necessitates more and more direct marketing and distribution channel strength So Tripple-em emphasize active and more direct distribution method in its marketing mix . ma word used interchangeably with distribution is a critical tool in marketing mix. which falls in fast moving consumer goods and perishable product category.

CHANNEL OF DISTRIBUTION Triple cm has tow tier channel distribution for delivering the products to end consumer Tripple-em Distribution Retailer Consumer Intermediaries .

e. which is: Wide market exposure Sound financial condition Good reputation Capacity Market position of distributors Number of Distributors . who purchases the product in bulk and then distribute it to retailers. Selection of Distributor Distributors are selected and number of distributors in an area is determined bny the level of demand and adequacy of coverage.MIDDLEMAN (Intermediaries) Distributor Product is a first purchased by distributors. distributor. Distributor Selection Criteria Tripple-em has its won criteria and policy regarding selection of first middleman i.

POLICIES REGARDING DISTRIBUTORS/MIDDLEMEN Distributors are made subject to following policies and conditions of company: Distributor is required not to engage himself in the distribution of competitor¶s products. Distributors have to maintain at least 8 days stock of every product according to size of market or quantity assessed by company. Distributor is further agreed upon to pass on all the trade discounts and benefits granted by company to retailers. depending upon reputation and dealings. Distributor is also made subject to regularly purchase the stock of products according to targets set by company.Tripple-em has 157 distributors countrywide. directly or indirectly. Distributor is made obligatory to act to add goodwill to company and avoid acts of omission and commission. CREDIT POLICY All the sales are usually on cash but the Company also extends credit sales to the Distributors. However company extends credit for 10-12 days. after that a distributor is required to clear the previous balance before placing the new orders. Claims Settlement . 70% parties working on advance payment and 30% parties working against security.

During the recent survey conducted by us. retailers have shown somewhat satisfaction with trade margin because their investment does not remain blocked. the major role in distribution (Place of products is played by company¶s own sales force. As the product sells immediately. Sales force members are company¶s representatives who work as close liaison with the distributor in all the areas of distribution. Their margin range average is 9. which is 3% less than the registered retailers. during handling it retailer can claim to distributor for damage and distributor is provided claims for all the products which are damaged during distribution process Margin Of Distribution Channel As the tripple-em has strong brand equity there is a moderate margin given to the channel intermediaries and quite surprisingly this strategy is working well.5% and different products have different margin. MARGIN POLICY Margin to Distributors All the distributors countrywide (157) are company¶s registered distributors. their profit turnover per investment is increased.5% to 17% of consumer prize in all three ranges. which keeps it in shelf.5%. Sales Force is active in the market to secure all the interests of company regarding sales. Margin Of Retailers Margin of registered retailer ranges from 16. Company sales force remains in constant touch with all the distributors and visit regularly retail outlets so as to facilitate and accelerate sale activities. Sales Force visit the retail outlets . SALES FORCE Apart from the intermediaries in distribution channel. Margin of unregistered retailer is 13.Distributors distribute the product to retailers. Gas is used in packing of snacks as a preservative and if leaked.

with distribution vans when to launch promotional schemes and place promotional material in retail store or placing pos material in store. Islamabad. placing posters etc in retail stores. Sailkot and Gujranwala. Gujrat Lalamosa Chonia Seikhopura. When new products are launched. Sales Management Marketing department has distributed the whole country into four zones for better coverage and control. North Zone North zone is headed by a regional sales manger and 10 sales officers and 2 area field manager Area It covers the areas of Rawalpindi. and Peshawar. Jehlum. Sales force itself makes arrangement in collaboration with distributors t distribute samples. Muree. Areas . Central Zone It is headed by regional sales manager who organize sales with 10 sales officers Main Cities It covers Lahore Sargodha. South Zone A regional sales manager and 10 sales officers and 1 area field manager also head it. Abbotabad.

It covers Karachi and Quetta West Zone Regional sales manager and 6 sales officers and assistant sales manager head it. . Area It includes areas on Multan. Sahieal Rahimyarkahan. Bahawalpur and Faisalabad.

ROMOTION Fourth marketing tool used by the company is promotion. Advertisement Sales Promotion Public Relationing Factors Setting The Promotion Company consider the following factors in setting its promotional mix Type of Product . PROMOTION MIX The promotion mix of Tripple-em includes the following tools/ methods.

brand loyalty and brand preference as well as the . Pull strategy makes sense to be prioritized because of strong brand equity and brand awareness.As the company¶s products are consumer goods it priorities the promotional tools in following ways Public Relationing Sales Promotion Advertising PUSH VERSUS PULL STRATEGY Pull Strategy Company emphasizes pull strategy in selecting its promotional mix tools especially advertising and public relationing.

ADVERTISEMENT Tripple-em uses this promotional tool to communicate information about the product Marketing Department manages this tool including others. Company emphasizes push strategy. A recent interaction has been going on with Red Communication. Advertising Budget for year 2001-2002 of the Tripple-em is 5 million.brand is well differentiated. This strategy involves activities such as trade and sales force promotion in order to persuade channel intermediaries to carry the products and promote it to end consumers. For creation and execution of advertisement company hires various independent advertisement agencies. However. but does not have its own advertisement department. Most of the promotional tools are generally directed towards and consumers to create a tremendous demand among them thus persuading the intermediaries to purchased the product. which is also responsible for all the promotional mix. Push Strategy For the promotional tools. which is 50% of the total marketing budget. MEDIA . Currently firm is hiring interflow communications (PVT) Ltd which is responsible for all the advertisement execution. Budget Budget of advertisement is determined by the Marketing Department. such as sales promotion. it is finally approved by the Chief Executive.

Electronic Media It includes T. Radio Print Media It includes Newspapers Magazines Posters and Banners Outdoor Advertisement To target the consumers when out of home company use Corrugated hoardings Banners Posters Buntings etc ELECTRONIC MEDIA Television .Tripple-em intends to communicate the information about the product via following media.V.

Poster. for advertising the consumer promotion resulting in increased sales and a new push to Brand equity. the second major category of electronic media uses F. buntings . Because these are kept with the readers for long time. Magazine. T. And it spends more on T. Print Media After T. Currently.V. Ratio Company for advertising through radio. getting more exposures. than other medias. Magazines. is specially used at the time of launching the new product (potato stumps recently launched) and when consumer promotion scheme is launched.V.V. radio channel. which covers the major urban area. Jasoosi Digest and Herald etc Press Company also uses various dailies alternately on random occasions. hence. is considered best media of advertisement for company. Outdoor Corrugated Hoardings Equally important media is considered by the company is corrugated hoardings. Prints ads of various brands are being published in Suspense Digest. with national publication are the preferred media for advertising by Tripple-em .V. a potential segment of market.M..V. banners. T.To communicate its message to the all the segments of markets. Perhaps it is the best strategy being pursued by company to use T.

SALES PROMOTION The second and number one in importance. th. Potato stumps were launched and sales force through out the On July 12 Country. These small print ads are used specially at the time of launching new products.Informal media through it is. all promoting the product. carry more and more units. specially retailers are persuaded by these efforts to promote the product by proper display and featuring means the enhanced probability of product selection by consumer at the time of purchase etc. banners were hoisted on promotional vans. company also uses posters. Marketing Department of Tripple-em pursues following sales promotional activities Trade Promotion Consumer Promotion Sales Force Promotion Trade Promotion Objective of company for trade promotion is to Persuade the distributors and retailers to carry the brands. . SALES PROMOTION It includes short-term incentives to stimulate quick and greater purchase of product by consumers or the trade. placed posters and buntings in all the retail shops. banners and buntings for advertising. element of company¶s marketing mix is sales promotion. To encourage distributors and retailers to promote the brands.

Such gifts as. Special Discounts Special discounts are given on large purchases. Free Goods. Grand Gift Schemes Grand Gifts Schemes are launched for retailers for stipulated time in order to achieve various sales targets. consumer goods are offered as incentive. Electronic sppliances. Special Schemes Special schemes are introduced for retailers in specific areas such as motorway and hill stations by offering the retailers allowances.e. Point of Sales (POS) Material . gifts to promote the product. and special orders.TOOLS/METHODS OF TRADE PROMOTIONAL Company undertakes following methods for trade promotion. Gifts Incentives are offered to distributors for achieving the monthly sales target or to push the product to the shelf place. Such incentive include: Free Goods 12+1 is launched for intermediaries i. Air Tickets. Trade offer/discounts Throughout the year trade discount is offered on list price. institution. on purchasing the one dozed packets of products one or two packets are given free and launch on different products at different times.

.) BUSINESS AND SALES FORCE PROMOTION In order to get business leads and motivate sales force to further sales interests of company in an efficient way.e. which facilitate retailer in carrying product are provided to retailers as an incentive for proper display. marketing department launches Business and Sales Force Promotion. Salesmen who show extraordinary performance in retail store product displays and market coverage. CONSUMER PROMOTION For consumers. Gifts and offerings are launched with the objective of achieving sales target the main strategy is that consumer promotion is launched with heavy advertisement on Electronic Media i. preference. channel of Radio. etc. sales promotional activities such as prizes. Racks bearing the corporate brand and hangers product brand. such incentives are offered to Salesmen who become successful in achieving monthly targets. TOOLS Sales Contests In order to motivate and induce the sales people to improve their sales performance. Television and F. It serves both the purposes of short term sales target achievement as well as building brand equity (Brand awareness.POS material such as Baskets. Shop Signs Counter signs and non-signs are provided to retailers bearing company brand and retailers name.M. etc.

company also uses Speciality Advertisement. secondary and final) triple-em uses common items such as Table Calendars. News about the company¶s image in various business journals. Wall Calendars and Table Calendars. these are quite helpful in creating goodwill among customers (primary. brand/s or advertisement message etc. Public Relationing Company also includes this element in its promotional mix at a limited scale by: Sponsoring the various cultural and sports events such as Independence Day celebrations. (booklets containing Holy Verses. these speciality items are distributed to distributors. health publications i. . to improve company¶s image. Aurora and Health & Science and various dailies published. address. Small religious books. Religious guidelines.e. bearing the umbrella brand and company name and address.Speciality Advertisement For Business lead. Speciality advertisement includes small low-cost useful items bearing company name. sports market. retailers and consumers by sales force. principles) also bearing company name at the end.

I was interviewed by the assistant branch manager Mr. Within two days I prepare questionnaires and present to Rana Iftkhar-ul-Haq Assistant preened Manager he approves these questionnaires and then presented to Khalid Hameed Khawaja for further approval. The purpose of company¶s training program is to conduct market research through internees. were Gulberg. In the first week of my internship program I complete the results of previous researches.khalid Hamid Khawaja asks me to prepare a questionnaire one for retail survey and other for consumer survey which cover some specific purpose. He proposal my training schedule which was totally changed later on. During the interview I observe that everyone were not ready to give me the critical information about their job. They share with me general type of information and don¶t give me specific nature of information because it was against the policy of the company after the second week Mr.TRAINING PROGRAMM When I was referred to tripple-em (pvt) ltd. I have done this market research. which they have assigned to me. In the second week of internship I interview different persons of marketing program and understand the marketing of then. So. which had done before starting my internship. Ferdos market. Snack food is a luxury item is Pakistan. More than 95% time I was spent in marketing and sales department as per company¶s policy. So. Barkat market. the target market of snack food is elite class . Iftikhar-ul-Haq who was supervisor of the training program. The areas.

They guide share and me time to time to time to time with me the practical knowledge of their related market. It was my first and enjoyable experience. I really did enjoy during the market visit. So. In the sixth week of my internship program I request to National Sales Manager for market visit in other city. Within one week I was referred toward the distributors which were responsible to supply goods in these areas. this expertness was very difficult for me because I did not have experience about females. He refers me toward regional sales manager Syed Asad Azeem. Irfan shab and Umar shab. So. In last two weeks I did work on research finding and conduct interviews of finance administration and purchase departments alternately I also visited the factory office and production department with the prior permission of general manager. I complete my retail survey through the distributors sales force. . I went to Sargodha with regional sales manager for two days visit.people. I with my class fellow went to the market and ask questions from targeted customers. I tackle this problem by gaining help of my female class fellow. During retail survey was helped by some very kind people. In the fifth week I complete consumer survey with one of my female class fellow. I learn so many things from that market as well as from the experience of regional sales manager. which were Sajid shab (SSO). Mudsser shab.

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