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PIA Marketing Plan

PIA Marketing Plan

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Published by: Waseem Shobi on Jun 05, 2010
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Rao Muhammad Kamran M.

com Dedicated to all student Best of luck 03458792105 Pray for me IUB
Kot Abbas Shaheed Tehsil &District Multan Email:r.kamran@rocketmail.com

Table of Content
 Corporate vision of PIA  Corporate mission of PIA  Values SWOT ANALYSIS  Strengths  Weaknesses  Opportunities  Threats Pest Analysis
    Political Factors

Economic Factors Social Factors Technological Factors

Market Segmentation of PIA  Demographic Segmentation of PIA:  Geographic Segmentation  Behavioral Segmentation  Psychographic Segmentation of PIA Targeting Strategy of PIA Positioning of PIA  PIA’s existing Positioning Strategy  Positioning by Attributes  Positioning by Price and Quality  Introduction of Additional Low Cost Flights  Positioning by Product User

Competitors Analysis  Domestic Competitor  International Competitors of PIA

    

Decentralization Strategic Business Unit Employee Empowerment Overhead Costs Two-Way Communication

In 1955 Pakistan international Air line formed. It is 16th largest airline in Asia, operating scheduled services to 62 destinations through out Asia, the middle East, Europe and north America, as well as extensive domestic network linking 24 destination. PIA is a three star international airline. In our report we did SWOT analysis &PEST analysis on PIA. We find as leading marketing position brand recognition, superior operating structure, network presence, hub airport at Karachi & effective use of technology. We identify major strength & weakness of PIA. Formulating on govt. rules, high depends on passenger’s revenues, high debt & reliance on oil; prices are major weakness opportunities are like having max. Routes and fleet, growth demand for low cost airline, customer loyalty, shifting customer need & industry recovery & major threats are high interest rate, accidents , strong competition by air blue, interest & foreign currency exchange rate & decline in industry. In pest analysis we find major govt. active role in increasing competition in airline industry, inflation rate, turning of social environment of Pakistan. Innovation in technology & its impact on distribution & cost from industry consolidation. We make segmentation on the basis of Geographic basis, demographic basis, behavioral basis & physiographic basis than we do the product evaluation. In it we tell core, actual & augmented products of PIA. We do positioning of branding image of brand than tell about the product life cycle. We select the target market on the basis of geographic,behavioral,demographic and psychographic. We do the competitors analysis and study the strength and weakness of competitor, advantages of competitor. than select marketing objectives & select the marketing strategy & than give our recommendatio

History of PIA
After a short period of independence, Pakistan decided in 1951 that it needed a national flag carrier airline; the government of the country accordingly established Pakistan International Airlines (PIA) in this role, and on 25 May ordered three examples of the Lockheed L-1049C Super Constellation four-engined airliner as the new operator's initial equipment. PIA flew its first service with the Super Constellation on 07 June 1954 on the route linking Karachi and Dacca (now Dhaka), which were the main cities of the country's western and eastern halves, of which the later is now Bangladesh. On 1 February 1955 the airline flew its first international service, between Karachi and London via Cairo. On 11 March 1955 PIA formally took over the assets and routes of another Pakistani operator, Orient Airways, which had in effect been part of PIA since October 1953. The consolidation of the two airlines meant that PIA could enlarge its domestic network with 11 Douglas DC-3 and two Convair CV-240 aircraft, which left the Super Constellation machines wholly free for international services. Modernization of the fleet used for domestic and regional operations was now a matter of high priority, and in May 1956 the airline placed an order for three examples of the Vickers Viscount 815 four-turboprop airliner, the first of which was accepted in the UK on 2 January 1959 for a debut in revenue earning service on the service linking Karachi and Delhi on 31 January 1959. Further enhancement came in 1961 with debut of the Fokker F-27 Friendship twin-turboprop type, of which the first was received on 3 January 1961. The availability of the F-27 for operation on the routes linking the major Pakistani cities freed the DC-3 fleet for use on new services to the remoter parts of East Pakistan. PIA was the first Asian airline with pure-jet aircraft, in the form of a Boeing 707-321 machine leased from Pan American World Airways for use from 7 March 1960 on the London service that was extended to New York on 5 May 1961. On 21 December 1961 PIA began to receive its own jet aircraft when it took delivery of the first of three Boeing 720-040B aircraft, whose availability permitted the operator to enlarge its international route network. In 1963 PIA called off its New York service, but on 29 April 1964 became the first non-communist airline to operate a service to the Chinese city of Shanghai. A notable feature of PIA's domestic routes in East Pakistan for some time was the helicopter services operated with Sikorsky S61N's. PIA ordered four examples of the Hawker Siddeley HS.121 Trident 1E to replace Vickers Viscount 815s. First of these four Trident aircraft was accepted on 1 March 1966. The Trident aircraft were later sold to the Civil Aviation Administration of China in 1970. In 1971 East Pakistan secured its independence as Bangladesh, and PIA ceased operations to that country. The airline's fleet and network were both reduced, but the service to New York was resumed in 1972. The first wide-body airliner used by PIA was the McDonnell Douglas DC-10-30 three-turbofan type, which the airline first received on 1 March 1974. A pair of Boeing 747-282B four-turbofan aircraft (initially leased from TAP Air Portugal) followed in April 1976, and on 3 March 1980 the airline accepted its first Airbus A300B4-203 two-turbofan type. In 1985 PIA became the first Asian operator of Boeing 737-300 aircraft, a total of six Boeing 737-300s were ordered to replace ageing Boeing 720B aircraft. PIA received first of its six Airbus A310-308 aircraft on 25 June 1991 from Airbus Industrie.

In the first half of the year 1999, PIA acquired five Boeing 747-367 aircraft (initially leased from Cathay Pacific) for its European and North American destinations. In 2002 PIA signed an agreement with Boeing Company for the biggest aircraft deal in the history of PIA. After a dry spell of 10 years, PIA ordered new aircraft - 8 wide-body aircraft from the Boeing 777 family for its long-haul flights. The airline accepted delivery of its first Boeing 777-240ER aircraft at Boeing Field in Seattle, USA, on 29 January, 2004. On 2 November, 2005, PIA signed an agreement with Avions de Transport Regional (ATR) of France to purchase seven brand new ATR 42-500 turbo prop aircraft. These new 48-seater ATRs will replace PIA's ageing fleet of Fokker F-27s on airline's domestic and regional route network. On May 31, 2006, PIA received its first ATR 42-500 in Toulouse, France. The remaining six ATR 42-500s were delivered to the airline between 2006 and 2007. currently the mainstays of PIA's medium- and long-haul operations, with feeder, local and regional services provided by the Boeing 737-300 and ATR 42-500. Life has never been easy for PIA, as the flag carrier of a young and developing nation which has had an eventful history to date, but it is a worthy ambassador for Pakistan and its people. Its services and personnel have helped to make the country more widely known and her people better understood in a large part of the world

PIA vision is to be a world class air line meeting customer expectation through excellent services on time performance, innovative products and absolute safety

• • • • • Employee teem will contribute towards making PIA a global air line of choice through Offering quality customer service & innovative product Using state of - the - Art technologies Ensuring cost effective measures in procurement and operations Developing safety culture

Goals & Objective
According to PIAC Act 1956 following are the main objectives of PIA Corporation • To provide further develop safe efficient adequate economical and properly coordinate domestic as well as international air transport system

• • •

To operate any air transport service or any flight by air craft for a commercial or other purpose and to carry all forms of aerial work To acquire, own, run or participate in the running management of any hotel or business connected therewith. To provide for the instruction and training in matters connected with aircraft or flight by aircraft of persons employed or desirous if being employed either by the corporation or by other person. To promote any organization outside Pakistan for the purpose of engaging in any activity of a kind which the corporation has power to carry out To acquire hold or dispose of any property whether moveable or immovable, or any transport undertaking. To repair overhaul reconstruct assemble or recondition aircraft, vehicle or other machine parts, accessories owned by the corporation or by any person

• • •

Customer Expectations
PIA is the most trusted name in the industry. The reason of its goodwill is according the expectation of their customers that PIA has fulfilled always. By providing competitive tariff, extensive care, convenience to their valued and potential customers.

PIA aims at providing valuable and unique services to its customers. They are more personalized and courteous to their customers. The services are valuable and rare; this is the reason why customers trust PIA.

PIA currently has a number of 43 fleets and aims at increasing this numbers to 53 by the next few years. PIA is adoptive to changes and believe in innovation that’s create new ideas and translating these ideas into action.

PIA is the most experience airline with its service with more than 53 years. This has built in PIA has become the most reliable airline. PIA is known for its loyalty and consistency.

The most challenging responsibility of any organization is to provide complete satisfaction to its employees and customers together. This satisfaction rewards favorable and easy working conditions. The in-flight services are customers friendly and the organizational the organizational environment is also employees oriented.

PIA has 12 departments working in their own direction and also provides a number of services including speedex courier service, catering etc. The most impressive part is these all department and services are integrated in a cohesive way.

LEADING MARKET POSITION PIA is one of Pakistan’s leading air carriers, with more than 800 daily flights. Around 150,000 passengers a month fly on PIA, making it one of the major operators in the domestic market in terms of passenger kilometers. PIA international market share was 48.4%, In the Domestic market, its market share was 65%. On a system-wide basis, PIA market share was 48% at the end of year 2009. Its strong market position is driven by consistently low fares as well as reliable service, frequent and convenient flights, use of new technologies like e-ticketing and self check-in terminals, comfortable cabins and superior customer service. BRAND RECOGNITION PIA has high brand recall. It is recognized by travelers all over the country. PIA is a national airline, operating passenger and cargo services covering eighty-two domestic and foreign. PIA has earned the number one ranking in customer satisfaction. This strong market position gives the company a scale advantage and helps it strengthen its brand image.

SUPERIOR OPERATING STRUCTURE PIA has maintained its position as the low cost carrier. It has been first class Pakistani airline to use the latest technology. Factors’ contributing consists of different series of Boeing and Airbus and an efficient, high-utilization and point- to-point route structure. Flying one type of aircraft significantly simplifies scheduling, maintenance, flight operations, and training activities. PIA has continually achieved high asset utilization and employee efficiency. Superior operating structure serves as the primary competitive advantage of PIA. NETWORK PRESENCE PIA enjoys a strong network in key domestic and international destinations. The company’s network includes three the major airports in Pakistan, as well as major international airport such as Dubai International Airport. Having a strong network means that PIA can generate traffic feed for both its domestic and international Flights.PIA network is spread in 24 destinations on domestic bases and 38 destination on international basis. HUB AIRPORT AT KARACHI PIA operates from its hub in Jinnah International Airport, Karachi. Jinnah International is one of the world’s busiest airports in terms of number of passengers carried. It is also one of the largest international gateways to Asia. It is also the leading international air passenger (and cargo) gateway to Pakistan. The company’s strong presences in airports with heaviest traffic levels in Pakistan give it a competitive advantage. EFFECTIVE USE OF TECHNOLOGY PIA has successfully incorporated latest technology in all its systems, giving it an edge over competitors. PIA takes credit for introducing most new technologies to the Pakistani market. It was the second carrier in Pakistan to incorporate the c-ticketing system and the second in South Asia to introduce self check in systems at the Jinnah International Airport, Karachi.


FORMULATION OF GOVT. RULES The Basic flaw of this organization is its consolidation that is centralized system. The key policies, strategies and set of laws are designed by the upper management. The centralized system is one of the biggest obstacles of long term success of PIA. PIA centralizes structure lead to barrel between different level of management, decreased motivation, hard access to information.

HIGH DEPENDENCE ON PASSENGER REVENUES Passenger revenues accounted for 89.35 percent of the PIA total revenue in 2009. Cargo services allow airlines to generate additional revenues from existing passenger flights. In addition, cargo revenues are usually counter cyclical to passenger revenues and have lower demand elasticity than passenger business, which allows airlines to pass on fuel price hikes to customers. DEBT PIA has a significant amount of 68817616 PKR debts in 2009 . Current and future debts could have important consequences for stakeholders of the company. For example, debt could impair PIA ability to make investments and obtain additional financing for working capital, capital expenditures, acquisitions or general corporate or other purposes. Debts could also put PIA at a competitive disadvantage to competitors that have lesser debt and could also increase the company’s vulnerability to interest rate increases. RELIANCE ON OIL PRICES PIA sustainability, growth and revenues directly depend on oil prices. A steep rise in oil prices can seriously damage the long term viability of any airline. Recently many airlines around the world went bankrupt due to rising oil prices. Airlines need to hedge against this risk by taking proper measures.

HAVING THE MAXIMUM ROUTE AND FLEET PIA is having the maximum route and fleet domestic and international destinations network in Pakistan as compared to its Competitors. Route and fleet expansion will positively impact the company’s operations by increasing revenues. GROWING DEMAND FOR LOW COST AIRLINES The growing demand for air travel is driven by lower fares and consumer confidence. A survey by International Aviation Authority showed that ticket price is the number one criterion for passengers when selecting a flight, well ahead of the availability of a nonstop service. CUSTOMER LOYALTY PIA frequent flyer and loyalty programs can help it retain customers. PIA award plus (frequent flyer program) was established to develop passenger loyalty by offering awards

and services to frequent travelers. Such schemes encourage repeat travel on PIA, as passengers seek to accrue the benefits given to regular travelers. This enables the airline to retain customers and reduce costs, as it does not have to spend money targeting new customers to replace those lost to other airlines. SHIFTING CUSTOMER NEEDS The needs of air passengers are increasingly changing, as they are becoming more and more price sensitive. If PIA succeeds in making its prices more competitive, then the company will be able to gain significant market share. INDUSTRY RECOVERY Market analysts believe that the global airline industry will experience an upturn in fortunes over the next few years. This represents an opportunity for PIA, as it could generate increased revenues and command market share if it capitalizes on increases in demand.

HIGH INTEREST RATES The past few years have seen State Bank of Pakistan impose high as well as low interest rates to check inflation and the over heating of Pakistani economy. Inflation in Pakistan may see another raise in the short-term. ACCIDENTS There had been five accidents with PIA listed as below: • Pakistan International Airlines Flight PK 705 was a Boeing 720 – 040 B that crashed while descending to land on Runway 34 at Cairo International Airport on May 20, 1965 resulting in 119 fatalities. • Pakistan International Airlines Flight PK740 was a Boeing 707-340C that crashed after takeoff from Jeddah International Airport on November 26, 1979. All 156 aboard were killed. • Pakistan International Airlines Flight 268 was an Airbus A300B4-203, registration APBCP, which crashed on approach to Kathmandu's Tribhuvan International Airport on September 28,1992 All 167 on board were killed. • PIA Flight 554 is the flight number of a Pakistan International Airlines (PIA) Fokker F27 that was hijacked on May 25,1998. The flight started its journey at Gwadar in Balochistan after originating in Turbat, and was flying to Pakistan's southern port city of Karachi. The aircraft was carrying 24 passengers and 5 crew members. • Pakistan International Airlines Flight 688 (PK688, PIA688) was scheduled to operate from Multan to Lahore and Islamabad at 12:05 pm on July 10, 2006. It crashed into a

field after bursting into flames a few minutes after takeoff from Multan International Airport. All 41 passengers and four crewmembers on board were killed. PIA has to continuously ensure utmost safety and security of its passengers. Accidents can adversely affect customer confidence in PIA and result in declined revenues intensifying competition. STRONG COMPETITION BY AIRBLUE PIA is now competing against carriers such as Airblue and Shaheen Airline. PIA remains Airblue’s strongest competitor because of the huge market it has gained over time, strong brand image and customer loyalty. PIA has started new low-fares subsidiary “PIA Express” to stop the Airblue market share growing to fast. Moreover, major legacy airlines have been focusing on restructuring costs, which has improved their competitiveness. With costs restructured, the legacy airlines are becoming more formidable competitors in terms of increasing capacity, matching prices and leveraging their frequent flier programs. Increasing competition could adversely affect the company’s margins. INTEREST AND FOREIGN CURRENCY EXCHANGE RATES Fluctuating foreign currency exchange rates can have a significant impact on PIA’s earnings. For example, as PIA is providing its services to the UK. Negative or positive effects arise from exchange rate movements as change in expenses. Strengthening of foreign currencies against the British Pound will positively impact PIA and vice versa. DECLINE IN AIRLINE INDUSTRY A number of factors have caused the current decline in the airline industry. For example, the threat of further terrorist attacks since September 11 and a fall in the number of business travelers have both caused passenger numbers to fall. These and other factors may continue to affect demand for air travel in the future, which will affect revenues of PIA. The threat of terrorism may discourage people from traveling by air and could especially reduce the number of passengers traveling on international flights. • Emirates Airline

PEST Analysis
POLITICAL FACTORS Political factors always have a great influence on the way businesses operate in the airline industry and the spending power of customers. In recent years it has been observed that government played an active role in increasing competition in the airline industry. A number of new airlines such as AirBlue and JS Air have been awarded licenses to enter the domestic market. Pakistan has achieved some political stability in recent years. If the management of PIA believes that the present government will perform well (consistently), then there will be more investment in the form of purchase of new airplanes and latest technology. The over all industry will grow resulting in more luxurious and comfortable flights. With the military takeover government policies have become more liberal. ECONOMIC FACTORS Currently, Airlines industry has three major players: Pakistan International Airlines, an Airblue, Aero Asia and Shaheen Airlines. Their target market includes domestic travelers as well as Pakistanis living abroad particularly in the UK and USA. These countries have strong economies coupled with high purchasing power. Customers’ purchase behavior depends very much on prices of the competing airlines as well as services offered. As inflation rate is unstable in Pakistan, spending power of consumers has effected in the long term. In fact growth in Pakistani economy has resulted in an increase in spending power and has positively impacted the airline industry. Economically, the new millennium has been highly volatile; the September 11 attacks revolutionized the whole world. Consequently, there was a global depression in the North America, South America, Australia and Europe. However, in Asia especially Pakistan the effect in the short term was otherwise. The economy began to boom because of greater remittances from abroad and whole sum immigration by expatriates. As a result, demand for air travel in South Asia rose. Economic conditions of Pakistan are however improving. PIA has cost a advantage over its competitors because of its newly acquired, improved, long distance aircrafts from Boeing’ which give longer range and better fuel economy than any other jet currently produced. This cost advantage is a barrier to entry for new firms. However, this cost advantage will not be significant on domestic routes. SOCIAL FACTORS The social arid cultural influences on business vary from country to country. The social structure of Pakistan is closely tied. The trend is now changing as the general public is educated and is pursuing professional goals. Customers are more aware of market conditions and available options and want to get best value for their money. They spend

considerable time and money on entertainment hence increasing the need of in-flight entertainment systems. Also, word of mouth has a significant impact in the use of airline services. Hajj attracts a huge number of customers. The social environment of Pakistan is turning liberal with the new regime. The initiative to automate check-in and ticket booking process might not be very popular with the general public (even educated population) is still technology averse. E-ticketing might also face significant challenges as consumers are generally reluctant to provide their credit cards information over the phone and the internet. The consumers, however, have a warm reaction to the prospect of less costly but quality service flights. TECHNOLOGICAL FACTORS Technology is vital for competitive advantage and is a major driver of the airlines industry. Major technological changes are taking place in the airlines industry with innovations in the reservations and booking systems. In-flight entertainment systems and auto check in counters are two examples of such innovations. Internet plays a key role in e-ticketing as consumer can easily reserve tickets or check the status of the flight. A key issue will be the extent, to which technological advancements (such as Internet) impact distribution and cost synergies from industry consolidation, can offset upward pressures on costs. PIA has always led the path of technological innovations by introducing new technologies ahead of its competitors such as its auto check-in counters which has helped it gain market share. It was the first airline in Pakistan to install Sabre system followed by the market leader.

Market Segmentation of PIA
Demographic Segmentation of PIA:
• • Income Segmentation Occupation Segmentation

Geographic Segmentation
In this segmentation PIA focuses both on segments • Domestic • International

Behavioral Segmentation
• Occasion Segmentation.  Hajj’s Occasion.  Eid’s Occasion.  New Years’ Occasion. • Loyalty Status

Psychographic Segmentation of PIA
• Social Class  Tourists  Religious Travels  Pakistani Expatriates The existing market segmentation strategy of PIA is reasonable enough because it covers all necessary parameters that are to be focused in doing market segmentation for Airline Company.

Product Evaluation Core Benefit
• • • • Services Timings Safety Reliablity

Actual product
Actual product is traveling services .

Augmented product
• • • Providing map. Providing transport facility. Hotel facility

Product and services classification
Consumer product
PIA comes in the head of consumer product because it is used by he final consumer. No any other process occurs in this product.

Shopping Product
PIA lies under shopping product because it is less frequently purchase. high pries , selective distribution places,

Specialty Product
PIA lies under specialty product because strong brand preference and loyalty, high prices, distribution at few outlets.

Individual Product decision

Brand is a name, term, sign, symbol or design or the combination of these that identifies the maker or seller of a product or services. in our product PIA is our brand name which help consumer to identify product that might benefit them. Branding give some benefit to seller. It provides legal protection.

Brand image
• • • • • PIA has a good image due to following factors Lower crash rate in the world First class ranking in customer satisfaction Covering 82 domestic and foreign Largest market share in Pakistan 48%

Product life cycle

Product life cycle have five stages
• • • • • Development Introduction Growth Maturity Decline

Our product lies in growth stage due to following reason
• • • • • Increase in sale New feature offering Competitor’s entry Increase in investment Expense increase

Financial performance
The profitability of PIA is published in the 2009 annual report with figures in millions of Pakistani Rupees.[17] The following table gives the key financial results for the end of year period of the financial year. PIA explains that the loss was caused by two factors: the weakening of the Pakistani rupee and the rise in crude oil prices during 2009.

Financial trends for the airline from 2004–2009. Operating performance Year Revenues Rs Millions Profit/(Loss) Rs Millions 2009 94563 (58224) 2008 89202 (35880) 2007 70,481 (13339) 2006 70587 (12763) 2005 64074 (4412) 2004 57770 2303

Market share of PIA
• • Domestic 60 % International 48.4 %

Unique feature offer by PIA
• • • • • • • Reliability an d safety Has best engineering facilities. Has best trained pilots. National flag carrier. Pakistani expatriates when step in the PIA plane they get they homely feelings because of the national airline which plays a role of ambassador. High linkage to the remote areas of Pakistan. Using state of art technologies and highly equipped engineering.

Positioning of PIA
PIA’s existing Positioning Strategy
Currently PIA positions itself within the following positioning strategies.

• • •

Positioning by attributes. Positioning by price and quality. Positioning by product user.

Positioning by Attributes
In this strategy PIA positions itself in the mind of the consumers as the reliable air transport service provider. Because from all the airline companies of the world PIA has the least crash rate. By positioning the reliability attribute of the airline in the minds of the consumers, people prefer to travel from PIA. Because of the safety attached with the PIA. Attribute of safety is also associated with the airline as PIA has the following certifications . • European Aviation Safety Agency (EASA) • IATA Operational Safety Audit (IOSA) • Civil Aviation Authority of Pakistan ( in accordance with the International Civil Aviation Organizations Standards)

Positioning by Price and Quality
In this positioning strategy, PIA paints the image of being the less price taker and providing high quality to the customers as compare to the competitors. Examples is given below.

Introduction of Additional Low Cost Flights
“PIA express”
PIA has introduced additional low cost flights. PIA express at 20% less fare. • • • This facility is available in Business Plus, Economy Plus & Economy C lass. No meals. Stand by fares applicable.

Positioning by Product User
PIA positions itself as an ambassador of Pakistan in the world. Pakistani expatriates residing outside the country feels proud when they see an airline of their own homecountry carrying the national flag. This arises the loyalty factor in the hearts of the expatriates and they prefer to travel by PIA.

Targeting Strategy of PIA
PIA’s Existing Target Audience
From the Demographic Segmentation, PIA is targeting the income and occupation oriented people. The classification of both categories is as follow. • Income Segmentation

From income segmentation of PIA, those who falls under the category of upper class and upper middle class. • Occupation Segmentation

From occupation Segmentation that PIA is taking in to account, there are two main sub heads of working class and business class. The working class includes all those who are working as an employee inside and outside the country. In business class all those people are included who are having business. From the Geographic Segmentation of PIA. All the audience from the domestic and international regions are included. In domestic people within the country are included and people residing outside Pakistan. From the Behavioral Segmentation PIA‘s target audience is categories as follow. In the occasion based market segmentation of PIA. • Hajj’s Occasion.

When Hajj operation in going all those people flying from different cities of Pakistan to Saudi Arabia for the performance of Hajj. • Eid’s Occasion.

When Eid occasions are near people within the cities and outside the country move to their homes for having Eid Occasion together with family.

• New Years’ Occasion. Now people prefer to have New Year with their family that’s why all those people coming back to Pakistan from different countries or moving outside Pakistan to different countries and also all those people moving within the country are targeted over here. • Loyalty Status.

PIA gives different benefits to the fliers. But all those who travel a lot get the benefit of frequent fliers which carries few discount rates on the tickets. To such audience PIA not only gives the discount facility but also the facility of pick and drop to them. From the Psychographic Segmentation of PIA, the target audience of PIA will be the following. • Social Class

In Social Class PIA targets the tourists, religious travelers and Pakistani Expatriates. • Tourists

All the tourists from different regions of the country or from different countries come to Pakistan for tourism purpose or go outside the country. Because PIA is having highest rate of linking the remotes areas of Pakistan. • Religious Travels

All the religious travelers for example people going for Hajj etc are targets over here. • Pakistani Expatriates

As PIA is a national flag carrier airline that’s why people residing outside the country feel a unique sort of feeling to get into the National Airline. PIA is not just and Airline but also acts as the ambassador of Pakistan in the whole world.

Competitors Analysis
Competitor analysis in marketing and strategic management is an assessment of the strengths and weaknesses of current and potential competitors. Created by Michael Porter competitor analysis focuses on four key aspects: competitor's objectives, competitor's assumptions, competitor's strategy, and competitor's resources and capabilities.

Competitive Advantages of PIA
• • • • • • • Reliability an d safety Has best engineering facilities. Has best trained pilots National flag carrier. Pakistani expatriates when step in the PIA plane they get they homely feelings because of the national airline which plays a role of ambassador. High linkage to the remote areas of Pakistan. Using state of art technologies and highly equipped engineering.

Competitive Position of PIA
The competitive position of PIA is Differentiation because PIA has created highly differentiation products e.g. for the economy class and for the business plus class. PIA has different and unique product characteristics and features which cater the needs of the respective customers.

Competitive Moves
PIA is having 48.4% market share internationally and 65% domestically, and PIA has the Market Leader Competitive Move in Pakistan.

Competitor Attack Strategy
The attack strategy of PIA against its competitor Air Blue is Flanking Attack Strategy. Air Blue has not that much access to the remote areas of Pakistan than PIA has. Due to this weak point of Air Blue, PIA is attaining the flanking attack strategy against the Air Blue.

Existing Competitors of PIA
PIA operates both domestically and internationally. So it has different competitors on both scales of operations.

Domestic Competitor
Within the country PIA has Airblue as a competitor. Airblue is a private airline based in Karachi, Pakistan. It is a scheduled domestic and international airline operating 30 daily services linking seven domestic destinations and international services to Dubai and Manchester. Its main base is Jinnah International Airport, Karachi. Airblue was the first airline in Pakistan to introduce e-ticketing, wireless check-in and self check-in kiosk facilities.

Achievements and Recognitions
• • • Pakistan's fastest growing airline. First airline in Pakistan and only the third carrier in the region behind Emirates Airline and Royal Jordanian to introduce the latest self service check-in facilities at Jinnah International Airport, Karachi First private airline in Pakistan to fly long-haul international route (IslamabadManchester) with a refueling stop at Ankara, this has since been moved to Trabzon.

International Competitors of PIA
PIA is having market share of 48.4% in the international market and having tough competition from its international competitors. Following international competitors of PIA. • • • • Thai Airline Ethad Airways Qatar Airways Singapore Airline

Market Share Analysis
PIA Market Share 48 % Air Blue 35% Shaheen 15%

Marketing object
Satisfying the loyal customers Bring back the customers which shifts toward the competitors Increasing marketing share

Marketing mix
Marketing mix is the set of marketing tools that the firm uses to pursue to its marketing objectives in the target market. There are literally drozen of marketing mix tools.

McCarthy classifies these tools into: product, price, place, promotion. Is called 4 p”s of marketing.

The product is any things which have both favorable &unfavorable that a person receives in exchange. Most products we think are physical but it also include services. PIAC is also providing services to the nation, which can be categorized as follow Seat services (for passengers) Space services (for cargo) The characteristics of services by PIAC are in the following line Intangibility Services provide by PIA are intangible. Unlike physical product, they can not seen , tested , heard or smelled before the purchase. To reduce the uncertainty, the buyers will look for signs and evidence of service quality. They will draw interface about the quality of service from place, people, equipment, communication material symbols and price that they will see. PIA task is to manage the evidence to tangibles the intangible.

Inseparability Services are typically produces and consumed at the same time. If the service is rendered by a person, than the person is a part of service. Since the client is also present as the service is being produced. Variability Services are highly variable, as they depend on who provide them, when and when and where they are provided. Services firm can take two steps towards quality control. The first step is investing in good personnel selection and training. PIA spends a large sum of money to train their employees in providing good service. Second step is monitoring customer satisfaction system and PIA doesn’t monitor customer satisfaction properly. Perish ability Services can’t store and they have no self life. When demand fluctuates, service fires have difficult problems, like PIA has to apply much more equipment because of peak period demand on a specific route than it would, if demand, was even throughout the year.

PIA uses following strategies for producing a better match between demand and supply. On the demand side Differential pricing to shift some demand from peak to off peak period. Non peak demand can be cultivated Reservation system is one way to manage the demand level, and PIA employee extensively On the supply side Peak time efficiency routines are introduced. Employees perform only essential tasks during peak periods. Shared services are developed by interline agreements.

A profit organization faces the task of setting a price on their product and services. Price is the amount of money that customer willing to pay for the services. How are prices set? PIA set their prices on the basis of two type of situation. • • Domestic routes International routes

Domestic routes
Prices for domestic route are fix by the government of Pakistan for PIA. The cost plus method is used to set the price at domestic level. The PIA management estimates the price by using following 6 steps. Selecting the price objective Determining the demand Estimating costs Analyzing competitor price and offers. Selecting a price method. Select the final price.

International routes.
The price for international routes is set by international air travel association (IATA).the IATA doesn’t allow any discount on any international routes. Ticket show the full pries for the route while air lines charge discounted fare by cutting their share of profit. However, PIA establishes the pricing strategies on different international routes keeping in view the following points . Competitor price Cost of operation Type of aircraft used

On the other hand PIA has three categories of their pricing as below, they also vary by season to season and at peak time • • • Higher prices Shoulder prices Low prices Higher prices PKR 67450 57650 Shoulder price PKR 53750 49550 Low price PKR 45500 42500

Countries UK DUBAI

Marketing channels can be viewed as sets of independent organization involved in the process of making a product or service available to use. A distribution system is a key resource. PIA has partially owned distribution system.

Level of channel
According to our opinion, PIA uses two level of channel which are as follow”.

Zero level channels
It is also called the direct marketing channel. Now the PIA sells the tickets to final users through its ticket counter. In Lahore, PIA has ticket and booking office to different place to sell the ticket to customer. These offices are computerized and directly linked with the head office at Karachi.

One level channel
Here traveling agents and intermediaries are involved in selling the ticket to customers. Many travel agents are provided auto ticketing and reservation system. Ther are two types of agents which are defined as follow,

IATA agencies
There are 30 IATA approved agencies which deal with PIA.These agencies can also be stocked and sell tickets of other airlines. Commission of these agents is as follow, International sector = 9% Domestic sector=5%

District sector agents.
These are agents who exclusively deal with PIA ticket and cannot deal in other air lines normally these are located where PIA does not have sale point.

The commission provided to general sale agents is International sector=12% Domestic sector=5%

PIA is not invested much in this area. They just use brochures, news paper & some T.V commercial when peak season is not there. Agents play an important role in promotion as they convince traveler to travel through pia. Some brochures, are listed below • • • • • • • • • • • • • • • •

Umrah made easier.
PIA offers more flights to Jeddah in may, june and julyfor umra. These additional flights will not only provide more travel option to umra pilgrims but also enable more people to perform the holy ritual Pilgrims can enjoy comfortable & luxurious journey in Boeing_777s

PIA “budget flight – enjoy up to 39% discount on regular fares.
PIA introduced Budget Flight between Karachi, Lahore & Islamabad. Fly PIA:s new ATR Up to 10kg hand baggage allowed No checked in baggage Condition apply

PIA flexible fare_ plan ahead & pay less
Book international or domestic flights as early as possible because the earlier you buy, the cheaper you fly. A variety of discount in Business, Economy Plus & Economy Classes. The benefit of even lower fares in the lean travel period. Flexible fares are applicable on sectors where revenue management is implemented. Condition applies.

• • • • • •

Fly business class with a free ticket.
Buy three tickets and get one free Buy one ticket and pay only 50% for your companion The offer is available on international routes onlu This offer is not available on UK, USA& Canada sectors

Discount to student on international and domestic sector

• • • •

25% discount offered to students on domestic routes 10% discount on international routes offer can be availed exclusively from PIA Booking offices. The offer is available only for Economy Class passengers.

• Free pick and drop service
• • PIA offers the free pick and drop service from your door to airport. This offer will be offer only for Business class

Our recommendation.
This strategy is applicable when • • • • • Oil prices remain un change Decentralization Employee empowerment Over head cost Two way communication.

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