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CONTENTS

Uni Lever’s Codes of Business Principles 6 Uni Lever Pakistan 9 Market Analysis 11 Lipton’s Targeting Strategies 13 Market Segmentation 13 Uni Lever’s Lipton Yellow Label 16

Product

16

Pricing

21

Placement

22
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• Promotion 24 • • Swat Analysis of Lipton Yellow Label 26 Recommendation 27 PREPARED BY • • • Hafiz Umair Sultan Amin Chiraghuddin Mohammad Owais 3 .

“We dedicate this humble effort of ours to the brave and courageous people of Iraq who even after so much suffering are standing strong” 4 .

This was a totally new experience for us to get the information. 5 . Benifer. pricing strategies etc. Miss Tanzeen and Mr. We are very thankful to our teacher Miss Saima for assigning us this report. supervision and encouragement provided by Miss. which was indeed a difficult one. as to how companies make their marketing strategies like targeting strategies. distribution. Ali Sheikh without whom it might not have been possible to complete the report.Acknowledgement A million grateful thanks to Allah the almighty that gave us the perseverance to complete this project. We would also like to acknowledge the invaluable guidance.

which is one of the major players in the branded tea market in Pakistan.Executive Summary The report is an effort to identify different aspects of Marketing Management in Lipton Yellow Label tea. 6 . total market. Towards the start of report figures regarding the Lipton yellow label market share. Product Life Cycle and Big Matrix of Lipton yellow label tea are also discussed. Lipton the only international tea brand in Pakistan changed its initial elite based marketing and turned to serving the masses of Pakistan with premium quality tea. Challenges and Recommendations are also given to the best of our knowledge. An integral part of the report is detailed analysis of the marketing aspect including pricing. and contribution from different tea brands are also given. placement and promotion areas. product.

sa Interviews. with the Uni lever’s officials. 7 .e. Towards the end of the report. The report is divided in four main sections. the Product. Challenges and Recommendations are also given to the best of our knowledge. The marketing information is based on the guidance provided by the Uni lever officials during our visits. The first section cover the details of what the Lipton yellow label is i. which we chose. then Pricing strategies of tea and then Place and Promotion aspect discussed. Price. were conducted prior to the beginning of this report.e. This report consists of application of all the 4 P’s of Marketing i. Promotion. The report is about relating our Marketing knowledge to a real life product. The product. is Lipton yellow label tea.Preface Attached is the report for the course of Introduction to Marketing. Placement and Product.

This is Uni lever's road to sustainable. profitable growth for our business and long-term value creation for our shareholders and employees.Uni lever’s Mission Statement Our purpose in Uni lever is to meet the everyday needs of people everywhere – to anticipate the aspirations of our consumers and customers and to respond creatively and competitively with branded products and services. We will bring our wealth of knowledge and international expertise to the service of local consumers – a truly multi-local. multinational. Our long-term success requires a total commitment to exceptional standards of performance and productivity. consumers and the societies and world in which we live. to working together effectively and to a willingness to embrace new ideas and learn continuously. We believe that to succeed requires the highest standards of corporate behavior towards our employees. which raise the quality of life. 8 . Our deep roots in local cultures and markets around the world are our unparalleled inheritance and the foundation for our future growth.

as an integral part of society.Uni Lever’s Code of Business Principles Standard of Conduct: We conduct our operations with honesty. In our business dealings we expect our partners to adhere to business principles consistent with our own. We respect the dignity of the individual and the right of employees to freedom of association. financial situation and performance to all shareholders. regular and reliable information on our activities. Shareholders: Unilever will conduct its operations in accordance with internationally accepted principles of good corporate governance. to fulfill our responsibilities to the societies and communities in which we operate. We are committed to working with employees to develop and enhance each individual’s skills and capabilities. Consumers: Unilever is committed to providing branded products and services which consistently offer value in terms of price and quality. We will provide timely. customers and business partners. Community Involvement: Unilever strives to be a trusted corporate citizen and. Obeying the Law: Unilever companies and our employees are required to comply with the laws and regulations of the countries in which we operate. compulsory or child labour. We will recruit. We will not use any form of forced. We will maintain good communications with employees through company based information and consultation procedures. Products and services will be accurately and properly labelled. We shall similarly respect the legitimate interests of those with whom we have relationships. We are committed to safe and healthy working conditions for all employees. integrity and openness. and with respect for the human rights and interests of our employees. Employees: Unilever is committed to diversity in a working environment where there is mutual trust and respect and where everyone feels responsible for the performance and reputation of our company. structure. 9 . and which are safe for their intended use. advertised and communicated. Business Partners: Unilever is committed to establishing mutually beneficial relations with our suppliers. employ and promote employees on the sole basis of the qualifications and abilities needed for the work to be performed.

increase understanding of environmental issues and disseminate good practice. The Unilever Board is responsible for ensuring these principles are communicated to.Monitoring . or offer of. give or receive any gift or payment. or may be construed as being. which could conflict with their responsibilities to the company. bribes or other improper advantages for business or financial gain. They are responsible for implementing these principles. Day-to-day responsibility is delegated to the senior management of the regions and operating companies. which is. Any demand for. Innovation: In our scientific innovation to meet consumer needs we will respect the concerns of our consumers and of society. The Environment: Unilever is committed to making continuous improvements in the management of our environmental impact and to the longer-term goal of developing a sustainable business. Conflicts of Interests: All Unilever employees are expected to avoid personal activities and financial interests. Business Integrity: Unilever does not give or receive.Public Activities: Unilever companies are encouraged to promote and defend their legitimate business interests. fund or asset will be established or maintained. Uni lever companies and employees will conduct their operations in accordance with the principles of fair competition and all applicable regulations. Compliance .Reporting: Compliance with these principles is an essential element in our business success. Competition: Uni lever believes in vigorous yet fair competition and supports the development of appropriate competition laws. a bribe. Unilever will co-operate with governments and other organizations. and understood and observed by. applying rigorous standards of product safety. We will work on the basis of sound science. No undisclosed or unrecorded account. whether directly or indirectly. which may affect legitimate business interests. Unilever employees must not seek gain for themselves or others through misuse of their positions. No employee may offer. if 10 . both directly and through bodies such as trade associations. Unilever will work in partnership with others to promote environmental care. all employees. Unilever accounting records and supporting documents must accurately describe and reflect the nature of the underlying transactions. a bribe must be rejected immediately and reported to management. Unilever neither supports political parties nor contributes to the funds of groups whose activities are calculated to promote party interests. in the development of proposed legislation and other regulations.

Any breaches of the Code must be reported in accordance with the procedures specified by the Joint Secretaries. Lipton). Edible Oils and Fats (cooking oils. or to that of senior management. 32% and Food. margarine. 27%. The Board of Unilever will not criticise management for any loss of business resulting from adherence to these principles and other mandatory policies and instructions. The Board of Unilever expects employees to bring to their attention. specialized fats/oils for the bakery/food industry under the Dalda. Compliance with the Code is subject to review by the Board supported by the Audit Committee of the Board and the Corporate Risk Committee. Changing lives” Uni Lever (Pakistan) Limited Formerly known as Lever Brothers (Pakistan) Limited. Wall's Ice Cream. Detergents and personal products. Sunsilk shampoo). Detergents and personal products (Lux. Blue Band and Planta brand names). Vim). any breach or suspected breach of these principles. UNI LEVER’S core business is the production of fast moving consumer goods or “FMCG.necessary through more detailed guidance tailored to local needs. Provision has been made for employees to be able to report in confidence and no employee will suffer as a consequence of doing so. 11 . Fabric Wash & Home Care (Power Surf. Beverages accounted for 41% of 2001 revenues. Rexona and Lifebuoy soaps. Assurance of compliance is given and monitored each year. UNI LEVER PAKISTAN “Touching hearts. Wheel Washing Powder. Uni lever is one of the biggest consumer goods company in the world. The Company's principal activities are to manufacture and distribute Tea (Brooke Bond.

people reach for Uni Lever products. professionalism and competitive spirit. In 1917. Uni Lever works hard to conduct business with integrity – respecting their employees. Margarine Unie grew through mergers with other margarine companies in the 1920s. both were involved in large-scale marketing of household products and both used similar distribution channels. The entrepreneurial spirit of the founders and their caring approach to their employees and their communities remain at the heart of Uni Lever's business today. But the owners of the two companies could see that bringing together complimentary businesses with strong global networks would create new opportunities. Uni Lever has a portfolio of brands that are popular across the globe – as well as regional products and local varieties of famous name goods. At the time. Their brands are trusted everywhere and. In the Thirties. by listening to the people that buy them.000 people. operate as a single unit with the same board of directors. They create market and distribute the products that people choose to feed their families and keep themselves and their homes fresh. Uni Lever introduced improved technology to the business. 150 million times a day. People’s lives are changing fast. around the world. William Hesketh Lever founded lever Brothers in 1885. how they achieve results is important too. Look in your fridge. improving tried and tested brands and promoting better. someone somewhere chooses a Uni Lever product. Uni Lever aim’s to help people in their daily lives. Uni Lever was created in 1930 when the British soap maker Lever Brothers merged with the Dutch margarine producer. an international merger was an unusual move. Uni Lever doesn’t only measure success in financial terms. which has inspired the corporate world with its innovation. despite being separate businesses. Focusing on performance and productivity. or on the bathroom shelf and you’re bound to see one of Uni Lever’s wellknown brands. acquiring fish. Margarine Unie. In fact. Its operations are spread over fiftytwo countries and millions of people worldwide use its products every day to fulfill and satisfy their needs. Employing 265. more efficient ways of working.  World-class business expertise applied internationally to serve consumers everywhere. Lever established soap factories around the world. Uni Lever has two parent companies – Uni Lever NV and Uni Lever PLC – which. Uni Lever's corporate centers are London and Rotterdam. Uni Lever encourages its people to develop new ideas and put fresh approaches into practice. he began to diversify into foods. our needs and tastes change too. their consumers and the environment around them. So they keep developing new products. The business grew and new ventures were launched in Latin America. 12 . Hand in hand with this is a strong sense of responsibility to the communities it serves.Every day. ice cream and canned foods businesses. The companies were competing for the same raw materials. This diversity comes from two of Uni Lever’s key strengths:  Strong roots in local markets and first-hand knowledge of the local culture. As way we all live and work evolves. Today UNILEVER is a multinational in the literal sense. Uni Lever has grown into one of the world’s most successful consumer goods companies.

Market situation: Pakistan’s tea market has a total market size of Rupees 20 billion. and no company can produce more than the demand as tea leaves go stale after a period 3-4 months. which also makes it a very good market for tea brand such as Lipton yellow label. or 120000 tons of tea. the packaged tea sector holds only 40% of the market which is worth around 8 billion rupees or 48 thousand tons of tea. demand and supply are equal. out of which the share of open tea is 60% which accounts to 12 billion rupees or 72 thousand tons of tea.MARKET ANALYSIS Tea consumption in Pakistan is very high and Pakistan alone consumes around 4% of the world’s tea production. 13 . BRANDED TEA 40% OPEN TEA SELLERS 60% OPEN TEA SELLERS BRANDED TEA Demand: Pakistan’s total tea demand is around 150000 to120000 tons of tea annually.

while Tapal being second and Lipton being third in terms of sales with other small brand of Uni lever and Tapal also laying claim to the market.Industry Growth Rate: The industry growth rate is 4%. 23% 4% BROOK BOND SUPREEM LIPTON 29% A-1 KARAK CHAP TAPAL 34% 10% OTHERS Slice 6 0% 14 . Market competition: The tea market in Pakistan is very well saturated because of the high consumption of open tea which accounts for over 60% of tea sold but if we look at the branded tea market there Brooke bond leads the market in branded tea. we think that most of the people in Pakistan are regular users of tea so the market will continue to grow at a steady rate.

suburban Southern 15 . MARKET SEGMENTATION Geographic: World region Country Target market Market size Density Climate South Asia Pakistan Pakistan 80-100 million Urban.Lipton’s Targeting Strategies Lipton uses the concentrated marketing strategy. it basically segments the upper class due to its high price and premium quality but it also caters the need of the middle upper middle and lower class by offer different product line such as the Lipton sashes which are relatively cheap and other small packs that Lipton has introduced to cater these market segments as well.

married with children 5000 and above Students. Skilled laborers. Muslims. single young. clerks etc laborers. Intermediate. female 1 to 4 or above Young. Metric.Demographic: Age Gender Family size Lifecycle Income Occupation 12 and above Male. Hindus South Asian Pakistani 16 . unskilled Education Religion Race Nationality Illiterate. managers. married. Christians. Teachers. Graduation.

convenience. medium user. economy. regular user. Light user.Hypsographic: Social class Lifestyle Personality All Any Any Behavioral: Occasion Benefits User status Usage rate Loyalty status Product Attitude Regular occasion Quality. speed Potential user. Fun. Youth 17 . heavy user Strong Energy. first time user.

Pakistan. Turkey. it is one of Uni lever’s largest brands and the world's most popular tea brand. In Pakistan Lipton is a less popular as compared to brook bond. which provide high quality tealeaves and are according to the taste of the Pakistani consumers. • PRODUCT: Lipton yellow label tea has always been considered a premium brand with premium quality it is one of the most high quality tea in Pakistan. which is of the highest quality imported from mostly African and Subcontinent countries. It is available in more than 100 countries and has a global turnover of euros 1. enjoyed by consumers everywhere.UNI LEVER’S LIPTON YELLOW LABEL “SIGN OF GOOD TASTE” Uni lever is the largest seller of packet tea in the world through their two biggest brands Lipton and Brooke Bond tea. Egypt. Arabia. Lipton is aiming to supply customers with a product that shows that Lipton genuinely understands their tastes and preferences. Italy. which is also a Uni lever brand and the local Tapal brand but in a market where 60% consumers prefer lose tea as compared to packaged it is still a major player. Belgium and Poland.9 billion. Top markets are the US. Lipton offers tea. Lipton is the flag product of Uni lever by which the company likes to be identified. Japan. France. S. The brand grew 5% in 2000. Lipton’s annual sales are around 8 to 15 thousand tons of tea which might not be significant in the over all tea market in Pakistan but if we look at only the branded tea market this represents a major chuck is a of the packaged tea market. 18 .

Zambia. Zimbabwe and South Africa takes 8 to 9 months. Lipton also uses professional tea tasters who taste the tea and give their recommendations about it. Srilanka. and Bangladesh to fulfill shortages because importing tea from African countries namely Kenya. Lipton’s logo style has always been a part of its appeal to its consumers right from the very start the yellow and red color the design of its different quantity packs and boxes. Labeling 19 . Product style and design: Lipton’s style and design has always been one of its strongest features.Suppliers: Uni lever Pakistan limited mostly buys tea from African countries because of the great taste. all in an effort to come up with the best blend. smell and quality of the tea leaves but during 1990 to1992 Uni lever Pakistan limited also started buying tea from subcontinent tea producing countries like India. taste and smell of the tea. Packaging: To ensure quality of the manufactured tea packaging is effectively done to restore the customer’s confidence at the other end of consumption. shrink-wraps and boxes for teabags etc. the white stripes on its teabags box are all internationally recognized. • Shrink Wrapping • Aluminum sealing These methods of packaging are used to ensure the quality. Packaging material is mostly obtained from outside sources. These packaging materials include plastic jars. aluminum. Product quality: Lipton yellow label prides its self on having the best blend in the market. cartons. Lipton officials stated that their blending techniques were unique and sophisticated so as to ensure high quality taste and smell. checks are conducted at every level of blending to make sure that the product is of the highest quality.

Two years back Lipton yellow label’s sales had gone down as this product had reached its maturity stage so Uni lever Pakistan took steps to was rejuvenate its flag product in Pakistan. Lipton is Yellow and Red brand. 20 . Product development and research: Product development and research is an important factor in the long-term success of a product. 7g Sachet These different quantity packs are in line with the product line extension strategy that Lipton yellow label is following. Product life cycle: Lipton yellow label has been doing very well for many years. Lipton family pack and Lipton tea bags available in 50g. Uni lever Pakistan limited with its huge research and development infrastructure has always tried to make sure that new innovations are introduced to the Lipton brand to make it better then it was to ensure its success.Lipton Super graphics is a background device that is used to add impact and to enliven and enhance the branding of applications. modifications were made to its packaging and labeling giving it a more pronounced 'Lipton' look. This yellow and red color is the trademark of Lipton in the minds of its consumers and competitors alike and is an integral part of Lipton’s success. 200g packs. 100g. 400g Plastic jars 100g and 500-gram boxes for tea bags. Aggressive marketing was started to re claim the lost market. Lipton yellow label was in its maturity stage when it was rejuvenated which extended its maturity stage in its life cycle. When used in balanced way these colors are all needed to understand 'Lipton'. Product lines: Lipton was first introduced in medium and large size tin boxes as open tea but now there is Lipton danedar.

which are considered stars internationally in Pakistan Uni.Sales Profit Time Product Developme nt Stage 0 Introduction Growth Maturity Decline BCG matrix Uni lever considers Lipton yellow label as a Star where as Lipton’s tea bags. 21 . lever defines them as question marks.

STAR QUESTION MARK MARKET GROWTH RATE ? CASH COW DOG HIGH LOW MARKET SHARE RATE Low High Lipton yellow label tea Tea bags 22 .

7 23 . 60 Rs. 125 Rs.• PRICING: Uni levers Pakistan follows a product based pricing techniques for all its products which is the pricing policy of Uni lever in all the countries it is operating in it never gets involved in price wars with its competitors. 125 Rs. 64 Rs. 30 Rs. Prices of different packs of Lipton yellow label tea in Pakistan: 50 tea bag box 100 tea bag box 200gm pack 100gm pack 400gm pack 450gm jar 7gm Sachet Rs. Pricing Approaches: In conformity with company policy Lipton yellow label tea also follows a product based pricing system in which they charge a particular profit over cost of the product. 115 Rs.

Lipton yellow label distribution network: 24 . 100gm. big hotels and posh areas where consumers of tea bags are concentrated. 200gm packs.AMIN BHAI YAHAN PAY PRICES SAHI KAR K LIKH DENA JO AAJ KAL KI HOON WOH • PLACEMENT: Lipton yellow label being a consumer good follows an intensive and selected distribution policy in the placement of its products it tries to reach its consumers any where and every where. 400gm Plastic jars and its 7gm Sachet because these packs are used by the masses and have a higher demand so by following this strategy it is made sure that Lipton is with in the reach of its consumers. Selected distribution: Lipton yellow label follows an selective distribution policy with its 100gm and 500-gm tea bags boxes because they are only used by a particular section of the society namely the upper and upper middle class so these tea bags are only placed in big utility stores. Intensive distribution: Lipton follows a n intensive distribution policy with its 50gm.

Lipton placed tea vending machines in several key areas in Karachi this concept although a well established one in the west is relatively new to the Pakistani market so far the results have been mixed. Lipton tea vending machines: In an effort to provide instant Lipton tea to consumer Lipton carried out a small experimental distribution campaign. Lipton Tea Depots Distributors Super stores Wholesaler Retailer Consumers Big hotels Out of home department: Lipton yellow label tries to place its product at all the major events in the country Lipton’s out of home department team goes to great lengths to secure exclusive rights to supply their tea to all major events e.g. and Rawalpindi to sell its tea.Lipton possess a very large distribution network it has 3 depots to store its product. Lahore. 550 distributors to distribute the tea around Pakistan 3 factories to process the imported tea leaves and produce the final product. 25 . Lipton also has 2500 recognized Lipton retailers in Karachi. Recently during the 2002 ITCN exhibition at the expo center in Karachi Lipton secured exclusive rights to provide tea to this international event this kind of distribution is all in line with the intensive distribution policy that Lipton is following.

hire musicians. sponsor shows. Co branding there product with another related product they even organize media events. Lipton uses almost all the medias of information to promote its self they spend heavily on print and electronic advertisements.• PROMOTION: Uni lever spend heavily on the promotion and advertising of its products according to Uni lever Pakistan officials the company spends around 10 to 15 % of its gross sales on advertising and promotional schemes to support their products. they undertake massive advertisement campaigns. 85% TOTAL COMPANY REVENUES 15% 0% TOTAL PROMOTIONAL BUDGET Promotion of Lipton yellow label tea: Lipton has always been very innovative in its promotional activities. 26 .

actors and other stars all in an effort to promote them selves and achieve an edge over the competition.g. All co branding promotional schemes are for a period of 4 to 6 weeks only. 27 . Promotional advertisements: From the very beginning Lipton has associated its self with youth. Lipton hired Ali Haider and Hadiqa Kiani for their marketing but the concept of drinking tea on a rainy day did not work well for Lipton. which can relate Lipton to this concept e. Co Branding: Lipton has been very successful in using co branding to promote its self it used various schemes of co branding its self with another related product e. fun & energy so to portray its self in that way it has always hired stars.com” in order to use the Internet to promote itself this website is also used to support different promotional schemes that Lipton undertake from time to time Promotional schemes. music or film star to represent their product this was a major shift from the star related advertisement policy that Lipton had in Pakistan but they succeeded in promoting there product with the same concept of fun and energy while also relating to the lower and lower middle classes in this advertisement campaign. Offering free sugar with Lipton tea. Lipton recently another advertisement campaign was undertaken with out hiring any major cricket. programs & events: Lipton undertakes various promotional schemes and organizes events by its self or participates or sponsors other events e.g. Offering free milk with Lipton tea.g. Internet advertisement: Lipton also setup its own website “planet lipton. Offering free candy biscuits with Lipton tea. Nazia Hasan and Zohaib Hasan were hired to represent Lipton in an advertisement campaign and Lipton sponsored their concerts all in an effort to position its self as a fun and energy product.

They sponsor shows like Lipton time. which got it in to the Gennies book of world records. Swat Analysis of Lipton Yellow Label tea Strengths: Strong brand name • Premium taste • Strong distribution structure • Foreign trained staff • Highly effective marketing team • Quality control staff • International brand name Weaknesses: • High price • Stiff competition • Large advertising budget Opportunities: • Huge market to exploit • Strong brand loyalty 28 .Recently Lipton made the world largest tea bags. Lipton also sponsors concerts of different musician. They sponsored the Basant mela in Lahore and Karachi.

the high rate of import tariffs continues to be a major barrier in the growth of Lipton yellow label tea.  Lipton yellow label should increase the use of tea vending machines to all the major cities in Pakistan.  Lipton should market its tea bags in small quantity boxes as it has done with it’s lose tea. dealing with the low cost unbranded open tea and increasing use of mushroom tea brands is also a major challenge even for a well established tea brand like Lipton yellow label the aggressive marketing techniques employed by Tapal are also proving to be a major source of concern the marginally low sales of Lipton yellow label tea in the years 2000 and 2001 the proof of the importance of tackling with these challenges apart from this bringing down the price of Lipton is also proving much harder then initially estimated by the Lipton team.Threats: • • • • • Political situation High consumption of open tea Tapal’s recent marketing campaign High tariffs on tea imports Smuggling Challenges: Lipton yellow label tea like any other international brand in Pakistan is facing a slow down in sales because of the economic conditions.  Lipton ‘s out of home department is one of its major strengths it should be expanded 29 . RECOMMENDATIONS  Lipton yellow label should reduce its prices in order to become a more affordable brand.  Lipton should introduce its internationally recognized ice tea in Pakistan first on an experimental basis and if this taste clicks with the consumers of Pakistan Lipton stand to be the only tea brand providing the consumers with this product.

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