LIBAN

INTERNATIONAL
A JOINT VENURE WITH MILKFLOW
 MISSION STATEMENT

Liban International is dedicated to deliver the highest

quality of milk to the people while maintaining
hygeine, authenticity and honesty.
 Contents
• Roles and Responsibilities of Key Managers
• Sales Planning Process
• Recruitment Plan
• Controlling
• Market Summary
• Strategy Development
• Execution
• Expense Forecast
• Sales Forecast
• BreakEven Analysis
Roles and Responsibilities of
Key Managers
 Sales Regions
There are about 8 regions:
1) Karachi
2) Sindh and Baluchistan
3) Lahore
4) Central Punjab
5) Multan
6) Abbottabad
7) Peshawar
8) North
 New Sales Territory
We examine territorial boundaries and when they are breached.
We investigate RSM's manpower, work overload, and ability. We
perform a Cost-Benefit Analysis to ensure that a system does not
fail. If an RSM is responsible for three territories and five ASMs.
It will total 15. That RSM will be too preoccupied with the 15
ASMs who report to him. As a result, when we create a new
territory, we also create a new hierarchy. We run a feasibility
analysis to see if that territory can generate enough revenue to
support the hierarchy. Karachi is a distinct region due to its high
volume. It has designated RSM, four ASMs, and twenty-seven
TSMs. Sindh and Baluchistan have two ASMs and one
Sales
Team
Sales planning
process
Recruitment Plan
 The Recruitment Plan

• Recruitment procedure:
The following procedure should be used when a
position is to be filled. The appointing manager
must:
1.Define the job
2.HR Requisition form
 The following procedure will be used
in a sequence or simultaneously for
THE searching the right candidate:
SELECTION A)Internal search
PROCESS B)External search
C)Interviewing
Appropriate
selection D)Establishment of a starting salary
procedure E)Reference check
must be used F) Extending an offer letter
for each post G)Medical test
and will vary H)Appointment
according to I) Orientation
the level and J) Probationary period
sensitivity of K)Confirmation
hiring.
 This joint venture will be led by
the general sales manager
Aleena Mubashir and there will
be two team leaders Amna
Ismail and Kazim Javaid.
Leading The entire sales team will report to
these two team leaders.
 Staffing
National sales
General manager Head of shopper
Director sales- operations
sales- Aleena marketing- Ifrah
Aliza Khan manager- Anas
Mubashir Atif
Choudhary

National key
Regional sales Area sales Area key account
accounts
manager- Yumna manager- Amna manager- Cheryl
manager-
Khan Malik John 
Hoorain Chisti

Territory sales National claims

TSM- KA- Maria
manager- Haya manager- Bilal
Arif 
Khan  Ahmed
 There are various type of training used in our
organization:
 Case study involving role play or discussion.
 Use of internal and external communication
system.
 Interactive video where the trainee is
required to respond-depending upon the
Training and response. The video will follow different
sequence.
Development  Games and outdoor programs can teach a
workforce to work in a team.
 Brainstorming
 Group reading
 Small group discussion
 Case study
controlling
 • Controlling is the process of
monitoring all the
organizational resources
including the sales personnel
Controlling and determining whether the
organization is on track in terms
the Sales of its goals and objectives, if not
Team then taking corrective measures
to reach those goals.
 Enhance work quality, effectiveness and efficiency of the
Enhance individual through constructive feedback and ongoing
development.

Align Align the person’s work activities with the strategic vision.

Clarify performance measures and expectations including

Clarify standards of work, roles and responsibilities.

Performance
Understan Understand the abilities of the employee for future growth
Appraisal - d and development.

Purpose
Increase job satisfaction through setting new challenges and
Increase recognition of achievements.

reflect on recent events and experiences so the lessons are

Reflect on ‘front of mind’ in the future.

Promote consultation and commitment to the planned

Promote approach.
Performance Appraisal Process
Performance Appraisal Method

Graphic Rating Scale

MBO

360 Degree
Feedback
Market summary
 • Gender: Dairy products can be targeted
at both genders.
• Age: From teenagers, to adults, to old
age people; dairy products have a wide
Market target audience.
Demographics • Income: Mid income earners
• Family: Bachelors and families, both can
be targeted
 • It rose to 70 kg per annum during 1990’s
and was 100 kg/annum in 2017-18.
• During the last three decades, per capita
milk availability has risen almost three

Market times in Pakistan.

• Imports of milk and milking products
Growth were Rs.0.3 billion in 1975-76, which
rose to Rs.1.4 billion in 1990-91 and
Rs.3 billion in 2007-08 while Rs.20
billion in 2019-20
 Market Needs

• Dairy sector is an important component of Pakistan's

economy.
• The value of milk alone exceeds the combined value
of wheat, rice, maize and sugarcane in the country.
milk in the world.
• Due to its importance Livestock sector has emerged as
a priority sector only recently on policy formulation.
 • During the last 10 years,
significant changes have
occurred in dairy sector of
Pakistan, and due to these
changes, this sector is on the
way to become an industry.
Market
• A large number of modern dairy
Trends farms have been established in
different areas.
 Strategy
development
 Target Market

• end consumers, families and businesses.

 SWOT Analysis
• Strengths: Dairy based products are a customary part of almost
every household. They are used religiously, almost every single
day. The company of LIBAN is international so it adheres to the
international laws, and this can differentiate Milkflow from its
competitors

• Weaknesses: Dairy products have a short shelf life, so they are

prone to expiration and spoilage. Many established competitors
already exist in the market so LIBAN and Milkflow must focus
on differentiation.
 SWOT Analysis
• Opportunities: Delivery of fresh milk by providing door to
door service (as provided by Dayfresh and local dairy
goods vendors). Raise awareness regarding the importance
of well packaged dairy products, how packaging affects
freshness (as done previously by individuals at TetraPak).

• Threats: Existing competitors in the market. Diseases that

can affect the production of dairy or change the perception
of the people (such as Lumpy Skin Disease in cows).
 Strategies
Target wholesale stores and collaborate with them. This may mean that the stores may
Target request for a share in sales.

Get in touch with specialized refrigerator manufacturers and place refrigerators with
Get in the label of your brand at big supermarkets. This will help in brand recognition

Place sales representatives at the respective supermarkets who persuade the customers
Place by sharing information related to the brand and their offerings

Enable the consumers to be able to test out your offerings by presenting them with
Enable samples of your products.

Conduct more research and expand into more categories such as yogurt, flavored
Conduct yogurt, nut milks (almond milk, cashew milk, soy milk), lactose free milk etc.

Dedicate Dedicate ample budget to the marketing team and focus on advertising.
EXECUTION
  A favorable execution is only possible
if LIBAN focuses on its market
analysis and the derived strategies.
 SWOT will aid LIBAN in focusing on
the weaker areas and fill up the
difference in the market. Whereas the
strengths and opportunities will help
LIBAN to further improve its areas.

Executio  LIBAN should carry out R&D. R&D

will help LIBAN expand its product
n offering such as flavored milks etc.
This will lead to growth as well as
greater market share.
 Better relation with wholesalers and
retailers is essential. For the retailer
and wholesalers different packages or
campaigns can be used.
  Contract with the refrigerator
providers for smooth and
efficient supply.
 The sales representatives should
be carefully hired and trained
well in order to meet the market
objective by persuading
Executio consumers.
n  LIBAN should implement
creative ideas in order to grasp
the attention of their customers
either through various activities.
 Efficient budget.
Expense Forecast
 Expenses Forecast

1. As we are collaborating with Milkflow Pakistan

will give us a competitive advantage over other
dairy companies because Milkflow Pakistan
will provide us hygienic milk.
2. We will invest more to provide better quality
products.
3. Buying equipments will increase our expense.
4. Our total maximum expense will reach upto 5744900.
Sales forecast
 1. In 2017 our sales decreased
because punjab food authority
declared packaged milk as tea
whitener.
2. We increased our prices of our
Sales product in 2019.
Forecast 3. During covid-19 our sales
increased by 18%.
4. Our plan is to maintain prices
so we can generate profit.
Breakeven analysis
BREAKEVEN ANALYSIS
THANKYOU!