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SUBMITTED TO:Sir.Waqar-ul-Qayum
SUBMITTED BY:
Syed Joan Raza Naqvi BBA-02103-224
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DedicationDedicationWe dedicate our all efforts to our affectionate, loving and
kind parents whose spiritual inspiration and mystical guidance are
always with us
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This is not a traditional research project. It is basically the result of brain
storming of our group members. Keeping in mind the target we have to select a
company and apply all the sales management techniques. While doing this project
we worked very hard and tried our best to use our efforts.
Upon successful completion, we feel it our moral duty to acknowledge the
efforts of other people who helped us in the completion of the project. Firstly we are
grateful to our highly motivated and devoted teacher Sir Waqar-ul-Qayum who
helped us at every stage. Whenever we felt the problem he is the person who was
with us and guide us how to tackle different problem created situations. We learned
practical experience of exploring different sections of nestle, which was very new for
us that what are the important aspects upon which an sales manager focuses, like
the distribution channels and the direct marketing or the personal selling, selection of
the proper channels for the logistics. We at this stage, once the project is completed,
have the firm believe in the fact that the project would not have been a successful
without the help of the above-mentioned people. We are thankful for the efforts and
the help of all of them.
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Table of ContentsTable of Contents
Sr.N
o
Description Page No
01 Introduction 05
02 History 05
03 Vision Statement 06
04 Mission Statement 0605 Nestle Business Objectives 06
06 Nestle Core Values 08
07 Nestle Pakistan Products 09
08 Sales Human Resource Management` 10
09 Corporate Level Strategies 11
10 Sales Force Training 12
11 Decision Making In Nestle 12
12 Employees Relation Teams 12
13 Reward and Benefits 1314 Sales Forecast 14
15 Responsibility and Society 14
16 Responsibility and Environment 15
17 Social Responsibilities 16
18 Nestle Culture 16
19 Nestle Sales force Management Hierarchy 17
20 Sales Force Management 18
21 Nestle Structure 1822 Nestle Management Process 19
23 SWOT Analysis 20
24 Nestle Recruitment 22
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Introduction:Introduction:In the 1860s Henri Nestl, a pharmacist, developed a food for babies who were unable
to breastfeed. His first success was a premature infant who could not tolerate his mother's milk
or any of the usual substitutes. People quickly recognized the value of the new product, after
Nestl's new formula saved the child's life, and soon, Farine Lacte Henri Nestl was being sold
in much of Europe. In 1905 Nestl merged with the Anglo-Swiss Condensed Milk Company.
By the early 1900s; the company was operating factories in the United States, Britain, Germany
and Spain. World War I created new demand for dairy products in the form of government
contracts. By the end of the war, Nestl's production had more than doubled. After the war
Government contracts dried up and consumers switched back to fresh milk. However, Nestl's
management responded quickly,streamlining operations and reducing debt. The 1920s Nestl'sfirst expansion into new products, with chocolate the Company's second most important
activity. The end of World War II was the beginning of a dynamic phase for Nestl. Growth
accelerated and companies were acquired. In 1947 came the merger with Maggi seasonings and
soups. Crosse & Blackwell followed in 1960, as did Findus (1963), Libby's (1971) and
Stouffer's (1973). Diversification came with a shareholding in LOreal in 1974.The first half of
the 1990s proved to be favorable for Nestl: trade barriers crumbled and world markets
developed into more or less integrated trading areas. Since 1996 there have been acquisitions
including San Pellegrino (1997), Spillers Pet foods (1998) and Ralston Purina (2002). There
were two major acquisitions in North America, both in 2002: in July, Nestl merged its U.S. icecream business into Dreyer's, and in August, a USD 2.6bn acquisition was announced of Chef
America, Inc.
History of Nestle in Pakistan:History of Nestle in Pakistan:A consequence of joint venture arrangement between Nestle S.A. of Switzerland and
Milkpak Ltd. in 1988, the existing production facility of Milkpak in Sheikhupura became a part
of Nestle Milkpak. The Milkpak Sheikhupura factory commenced operations in 1981 as a
producer of UHT milk. By 1988, it had expanded its operation and was also producing butter,
cream, desighee - all under the brand name of MILKPAK and juice drinks under the brandname FROST. To meet the demands of the large food market that Pakistan offered, Nestle
Milkpak reorganized and reinforced the production of existing brands and give shape to new
production lines. The first to come was a milk powder plant, which not only began producing
NIDO in 1990 but was also critical to the production of several milk-based products in the
future. With the installation of the roller dryer in 1990, the first such product to come was
CERELAC - an internationally recognized brand of infant cereal. This was followed by
LACTOGEN 1 & 2 in 1991. The year 1992 saw the introduction of tea whitener EVERYDAY
and milk powder in bulk packing named GLORIA. MILO and NESLAC came under
production in 1994 and MILO RTD in 1995. Local packing of imported coffee under the name
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of NESCAFE 3 in 1 commenced the same year. In 1996, Nestle Pak Ltd first confectionery
plant of POLO Mint was installed and the production of NESTLE PURE ORANGE JUICE
commenced. Packaging of coffee under the brand name of NESCAFE CLASSIC wasundertaken the same year. In 1997 NESTLE WHEAT and two variants of POLO viz.
Strawberry and Orange was introduced. In 1998 a substantial capital investment was made to
launch several products and install two new state-of-the-art technologies. SWEET TREETS
were launched in early 1998. The addition of two flavors of POLO: Blackcurrant and Strong
Mint increased the number of POLO variants to five. A new variant Lemony was added to
the range of popular FROST fruit drink flavors and a new 1-liter packing of FROST was
introduced. Flavored milks under the brand FRESH & FRUITY came under production on the
new Tetra Filling Machine equipped with the modern "slim" format. MILO RTD and UHT.
Vision Statement:Vision Statement:The strategic priorities of Nestle Pak Ltd are focused on delivering shareholder value
through the achievement of sustainable, capital efficient and profitable long term growth.
Improvements in profitability will be achieved while respecting quality and safety standards at
all times. In line with this objective, Nestle Pak Ltd envisions to grow in the shortest possible
time into the number one food company in Pakistan with the unique ability to meet the needs of
consumers of every age group - from infancy to old age, for nutrition and pleasure, through
development of a large variety of food categories of the highest quality. Nestle Pak Ltd
envisions the company to develop an extremely motivated and professionally trained workforce, which would drive growth through innovation and renovation. It aspires, as a respected
corporate citizen, to continue playing a significant role in the social and environmental sectors
of the country.
Mission Statement:Mission Statement:Nestls mission is to provide the best food to people throughout the world.
Business Objectives of Nestle:Business Objectives of Nestle:
Nestls business objective is to manufacture and market the Companys products in
such a way as to create value that can be sustained over the long term for shareholders,
employees, consumers, and business partners.
Nestl does not favor short-term profit at the expense of successful long-term business
development.
Nestl recognizes that its consumers have a sincere and legitimate interest in the
behavior, beliefs and actions of the Company behind brands in which they place theirtrust and that without its consumers the Company would not exist.
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Nestl believes that, as a general rule, legislation is the most effective safeguard of
responsible conduct, although in certain areas, additional guidance to staff in the form
of voluntary business principles is beneficial in order to ensure that the higheststandards are met throughout the organization.
Nestls Culture Nestl is committed to a number of cultural values. These values come
partly from its Swiss roots and have been developed during its history. They are also
evolving so as to support the permanent reshaping of the Company. They can be
described as follows:
Commitment to a strong work ethic, integrity, honesty and quality.
Personal relations based on trust and mutual respect. This implies a sociable attitude
towards others, combined with an ability to communicate openly and frankly.
A personalized and direct way of dealing with each other. This implies a high level of
tolerance for other ideas and opinions, as well as a relentless commitment to co-operate
proactively with others.
Openness and curiosity for dynamic and future trends in technology, changes in
consumer habits, new business ideas and opportunities, while maintaining respect for
basic human values, attitudes and behavior. Like, open and flexible culture is ensured
by way of providing training programs to employees at all the levels.
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Nestle Core values:Nestle Core values:The Nestl global vision is to be the leading health, wellness, and Nutrition Company in the
world. Nestl Pakistan subscribes fully to this vision.
In particular, NESTLE envision to:
Lead a dynamic motivated and professional workforce proud of its heritage and
bullish about the future
Meet the nutritional needs of consumers of all age groups from infancy to old age,
from nutrition to pleasure, through an innovative portfolio of branded food and
beverage products of the highest quality.
Deliver shareholder value through profitable long-term growth, while continuing to play
a significant and responsible role in the social, economic and environmental sectors of
the country.
We have profitable and diversified high quality food and beverage product portfolio,
delivering 60:40+ advantage to consumers, available across all sales channels.
Our brands are the preferred choice in their categories. Consumer insight drives allaspects of our marketing and communication efforts.
Our communications to the consumer are relevant, cutting-edge, and adhere to the
highest standards of responsible communication.
Our company is seen as the No. 1 career destination for talented, motivated and
ambitious professionals.
Our result-oriented organizational structure ensures effective communication and
empowered self-management.
Our milk collection and Agri services will continue to play the primary role in
development of the dairy sector in rural Pakistan.
Our proactive innovation and renovation culture is the key to our success in the
marketplace.Fully integrated systems (Nestl Pakistan, suppliers, customers) ensure
efficient business processes.
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Non-strategic activities and products are outsourced or discontinued.
Nestle Pakistan Products:Nestle Pakistan Products:We believe that food plays a key role in achieving a well-balanced person. And so our
philosophy is Good Food for a Good Life! At Nestl, our products are developed keeping our
consumers, their preferences and health in mind. Millions of consumers the world over trust
Nestl products for good reason: when they choose a Nestl product they have the satisfaction
of choosing quality, taste, variety, convenience and the good nutrition. With over 140 years of
experience and expertise, we take great pride in bringing you a portfolio of health and wellness
because happy, healthy consumers are important to us.
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Sales Force Human Resource Management at Nestle:Sales Force Human Resource Management at Nestle:
A human Company providing a response to individual human needs throughout the world with
specific concern for the well-being of both its consumers and its employees. This is reflected in
its attitude and its sense of responsibility towards people. Nestl aims to increase sales and
profits but, at the same time, to raise the standard of living everywhere it is active and the
quality of life for everyone. Nestl is also convinced that it is the people who form the strength
of the Company and that nothing can be achieved without their commitment and their energy,
which makes people its most important asset. Involvement of people at all levels starts with
appropriate information on the Companys activities and on the specific aspects of their work.
Through open communication and active co-operation, everyone is invited to contribute toimprovements enhancing Company results and personal development. Therefore, we can
conclude that the models that Nestle follows are: - High Performance, - High Involvement
&- High Commitment. NESTLS SPIRIT
Making Big Investments in People
At Nestl Pakistan we make big investment in people, they are our top priority. For us, our
people are the key drivers for our success. Nestl Pakistan provides its employees a dynamic
professional environment bound by one spirit, The Nestl Spirit' and that makes Nestl
Pakistan a great place to work. Nestle Pakistan is a vibrant company enhancing the quality of
life of its consumers by offering them world class food products driven by Nutrition, Healthand Wellness. At Nestl Pakistan your integrity, professional skills and performance is what
matters. We trust our people and believe in giving early responsibilities and encourage them to
actively contribute to the log term sustainable growth of the business. At Nestl Pakistan we
believe in building leaders who can take on challenges, innovate and write success stories.
Nurturing starts from day one on the job. Business dynamics and need directed training
programs offer employees with opportunities to acquire and develop desired functional, people
management and decision making skills enabling success at work.
Nestl is conscious of the fact that the success of a corporation is a reflection of theprofessionalism, conduct and the responsible attitude of its management and employees.
Therefore recruitment of the right people and ongoing training and development are
crucial.
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NestlsNestls Corporate Level Strategies:Corporate Level Strategies:
Following are the corporate level strategies.
Products growth through innovation and renovation (while maintaining a balance in
geographic activities and product lines).
Build business based on sound human values and principles.
Long-term commitment to the health and well being of people in every country in the
scope of their operations.
Business should be conducted by adhering to the values and management principles ofthe organization.
Business Level Strategy:Business Level Strategy:Following are the Business Level Strategy.
Low cost - less price transparency is followed.
Differentiation - to reduce the risk of complexity of supply chain and lowerattractiveness for discounters.
Competitive Advantage of Nestle:Competitive Advantage of Nestle:
Its Research and development (R&D) system.
Its product range.
Global reach and.
280,000-strong workforce.
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Sales Force Training at NESTLE:Sales Force Training at NESTLE:
Training from the factory floor to the top management, training at Nestl is continuous. And
because it is mainly given by Nestl people, it is always relevant to the professional life.
Throughout the world, each country runs its own training programmers (e-Learning, classroom
courses, and external courses).Nestle provides the following:
Literacy training-to upgrades essential literacy skills, especially for workers who operate newequipment.
Nestle Apprenticeship Programes.Nestle apprenticeship programes are also provided to employees to enhance their working
skills.
Training Programes-on issues ranging from technical, leadership, and communication andbusiness economics.
Decision Making in Nestle:Decision Making in Nestle:
Nestl is as decentralized as possible, within the framework imposed by fundamental policy
and strategy decisions requiring increasing flexibility. Operational efficiencies, as well as the
group-wide need for alignment and people development, may also set limits to decentralization.Decentralization: Nestl recognizes that its consumers have a sincere and legitimate interest in
the behavior, beliefs and actions of the Company behind brands in which they place their trust
and that without its consumers the Company would not exist. Nestl believes that, as a general
rule, legislation is the most effective safeguard of responsible conduct, although in certain
areas, additional guidance to staff in the form of voluntary business principles is beneficial in
order to ensure that the highest standards are met throughout the organization. Nestl is
conscious of the fact that the success of a corporation is a reflection of the professionalism,
conduct and the responsible attitude of its management and employees. Therefore recruitment
of the right people and ongoing training and development are crucial. Nestl continues to
maintain its commitment to follow and respect all applicable local laws in each of its
transparent performance appraisal systems and the freedom given to those to question their
seniors benefit not only the employees but even the organization as well.
Employee Relations Teams:Employee Relations Teams:It consists of two expert sub-teams, each with specific responsibility for business-wide
strategic and operational remits. Employee Relations sub-team provide business-wide advice
and guidance to line managers and the HR community on individual employee relations matters
and to HR Business
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Partners on broader employee relations and change management issues, as well as developing
and implementing Nestls policies and procedures in this area and undertaking relevant project
work.
Employee Relations in Nestle:Employee Relations in Nestle:Nestle provides a very healthy working environment which is one of the reasons why Nestls
employees state their commitment level to be very high.
Employee turnover is less than 5%., which is considered to be very low for a
multinational corporation.
Nestle has an open culture & upward communication especially in case of grievance
redresser is encouraged.
Work/Life balance is given importance, as illustrated in the Nestle Human Resource
Policy document.
Nestle Family annual events are organized by their HR department whereby employees
along with their families are invited.
Emphasis is laid on safety of employees (Nestle Policy on Health and Safety at Work(
Rewards and Benefits in Nestle:Rewards and Benefits in Nestle:
Rewards:Rewards:
Passion to Win awards- These quarterly awards have been institutionalized to reward
those who over-achieve their targets. Long-service Awards- To recognize employees
who have been with the company for more than 30 years.
Nestle Idea Award- It was found from the correspondent that the company institutes
Nestle Idea Award every quarter to recognize and award employees who come up with
relevant and innovative ideas which have the potential of being implemented at Nestl.
For all aspects of Reward Nestle apply the fundamental principles outlined below.
Reward Principles.
Performance Driven - The level of your Reward is linked to your performance, hencethe highest performers will see the greatest Reward. There is also a direct link between
the performance of the business and the Reward we're able to offer.
Competitive - We benchmark all aspects of Reward to ensure we offer all ouremployees a competitive Reward package.
Inclusive - Our Reward programmed is designed to reflect the valuable contribution
which every employee makes, not just senior managers.
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Flexible - We've made it our top priority to allow you to tailor the Reward you receiveto your circumstances, whenever possible or practical.
Benefits:Benefits:The following benefits are provided to all employees, with no discrimination:
Leave-Personal & Medical (fixed no. per year)-
Children Education Assistance Scheme-
Provident fund-
Retirement Gratuity Scheme.
Group Insurance & Accidental Insurance Scheme.
Conveyance Reimbursement Scheme.
Group Insurance & Accidental Insurance Scheme.
Conveyance Reimbursement Scheme.
Sales Forecast:Sales Forecast:In Nestle Major Forecast is made in the following area:
Nestle Milk Pakforecast the demand of products on annually basis with mutual understandingbetween planning and selling departments on the basis of historical data and sales forecast
estimates. They conduct monthly meetings and fine tune the forecast on monthly basis. As in
summer when availability of milk is scarce and demand is high, they have stock in winter to
meet this demand. They produce more in peak season (Jan, Feb, and March) to meet thedemand of lean seasons (June, July, August).nestle prefer the quantitative technique for thesales forecasting because it is dependent on the historical data of sales.
Corporate Social Responsibility:Corporate Social Responsibility:
They believe that every single company, no matter where in the world it operates, oughtto be
fully integrated into the local social, cultural & economic life. They must be good
corporate citizens, and give back to the societies to which they belong. There are two ways of
fulfilling their responsibility and practicing corporate
Social Responsibility:
Through social investments: giving to charities, leading and supporting cultural or
welfare initiatives.
Through the realization that businesses create social and environmental impacts, both
positive & negative, through the daily operations of their value chain.
Responsibility and Society:Responsibility and Society:Taking the Nestl concept of corporate Social Responsibility to heart, they are deeply involved
in social investment and humanitarian aid. They are committed to Pakistan's long-term
betterment, and strictly follow the codeCorporate governance:
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They deal fairly with stakeholders.
Serves there consumers through safe, high quality products & communicate with the
Responsibly. Adhere to environmentally safe industrial practices
Actively involved in several social action programes (SAPs) to improve the lives o
Their country's under-privileged people.
They adhere to the global Nestl philosophy of Creating Shared Value. There dairy suppliers in
the Punjab's milk district can attest to the agricultural and technical support they offer them.
During their manufacturing process they are careful to minimize environmental impact and
value employee welfare highly. Finally, they try to benefit there consumers by spreading
awareness about healthy nutrition and lifestyles as well as constantly developing or improvingexisting products for health, nutrition and wellness.
Responsibility to Environment:Responsibility to Environment:
In line with Nestl's global commitment, Nestl Pakistan is dedicated to playing its role in helpi
ng to protect the environment. They comply with the Environmental Act (1997), and try to ensu
re that at every stage of their operations, the environmental impact is minimal.
There Environmental Commitment in Action
There environmental commitment extends to every part of their value chain. Thus, at the raw
materials stage, they support sustainable agricultural and dairy farming practices, including env
ironmental protection. When it comes to production, all their factories try to maximize eco
efficiency, i.e. increase production while minimizing resource consumption, waste and emissio
ns.
There factories are equipped with complete testing and monitoring facilities for waste and air e
missions. To eliminate air pollution, they have stopped using heavy fuel oil in their factories, w
hich are now run on clean natural gas. This has reduced their emissions into the atmosphere to
well below the legal limits. There Sheikhupura & Kabirwala factories have elaborate water trea
tment systems to prevent wastewater from polluting the environment. In 2005, they upgraded th
eir wastewater treatment plants in both factories. That's not all; they are continually reducing th
eir consumption of raw water per ton of production. Irresponsible packaging can have a heavy i
mpact on the environment. To reduce the amount of material used without jeopardizing the safe
ty and quality of their products, they are always working on new packaging solutions that have
minimal weight and volume and can be easily recycled. They even operate a collection system for used packaging. Solid waste is collected at source and then reused, recycled or disposed in a
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n environmentally friendly way. Natural gas incinerators at their Sheikhupura & Kabirwala fact
ories are used to safely dispose of material that cannot be recycled & dumped. There factories h
ave environment committees to manage routine environment issues and review performance. Environmental impact assessment is done in advance for every new project and measures are ado
pted to minimize adverse impacts on the environment. There employees regularly undergo train
ing to inculcate awareness about environment friendly practices.
Social Responsibility:Social Responsibility:In October 2005, the biggest natural calamity in their history struck Pakistan. Thousands died a
nd millions were left homeless after a massive earthquake hit their mountainous northern areas.
In step with the rest of the nation, Nestl Pakistan responded immediately, putting its infrastruct
ure and resources to work in the affected areas.
We support charities, education and training initiatives, art and cultural events, sport
events and HIV/AIDS prevention.
Nestle Culture:Nestle Culture:We found a very strong organizational culture in Nestl. It believes on team work. The head
office gives the guide lines to the zonal managers and tells them their budget limitation. The
zonal managers are totally independent in making their plans and use their budget. Similarly,the regional managers are independent in there areas. They are given a certain target and a fixed
amount of budget. This is their own discretion to make plan and get the targeted result in the
given budget. The internal control system of the organization is also very tight and effective.
The check and balance system is also very strong. Due to this strong check and balance, they
can make correction in their plans. If at any time or at any place, the plan does not work
properly, the manager knows it at a right time and they can make it well. Nobody is allowed to
violate his power. They are not completely satisfied their current performance and work for the
betterment and development of the system. This is possible only through the collective
commitment.
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Management Hierarchy in Nestle Pakistan:Management Hierarchy in Nestle Pakistan:
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ManagingDirector
MarketingManager
FinanceManager
ProductionManger
Zonal ManagerZonal Manger Zonal Manger
Sales
Department
A/c
Department
Sales
Promotion
Sales
Department
Assistant Sales
Manager
A/C
Department
Sales Force
Regional Sales
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Sales Force Management In Nestle:Sales Force Management In Nestle:
Nestle is controlled by the M.D. His subordinates are Marketing Manager, Finance Manager,
and Production Manager. They have their respective departments. They all work under the
guidance of M.d. They are actually the bureaucracies of the organization. They control and
implement the policies of the organization. Under Marketing Manager, National Sales
Managers work with his sales department. He controls the sales and regarding policies for the
company for all the products of the company. Three Zonal Sales Managers work under the
N.S.M
They are divided in to three zones, called North, South, and Central. Each Z.S.M have his ownsubordinates in Marketing, Finance, Promotion, and Sales departments. As said before these
Z.S.M are fully independent to make their own plans with the limited budget, and according to
the guidelines of the companys top management. Regional Sales Managers are the
subordinates of the Z.S.M. They are guided by the Z.S.M. They can make their own plans and
can use their allocated budget according to their own will but according to the guidelines
provided by the company. Under R.S.M
There is an Area Sales Supervisor, who is responsible for his respective area. R.S.M. has also
Sales Agents, Mkt. Agents. Who work under the direct control of R.S.M. Actually department
of each person is defined when they got the authority letter. They can work independently in
the defined authority. They have no discretion. They are independent but can work under therules and regulations of the company. Total number of Employees.
Nestle Pakistan Turnover and Employees:Nestle Pakistan Turnover and Employees:
The total number of workers working in the factories and offices of the company are more than
2500.
In 2009 the total turnover of the company in Pakistan was 5.5 billion Rs. and in 2004 this was
5.65 billion Pakistani rupees.
Company Structure:Company Structure:Nestle head-office in Pakistan is in Lahore. It also has its registered office in Lahore.Nestle has
divided the whole Pakistan in to three zones:
Northern Zone
Central Zone
Southern Zone
Nestle has 10 regional offices in all over the Pakistan. These offices work under their respective
zonal offices.
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Factories:Nestle has two factories in Pakistan for the production of different food items.
One in Sheikhupura near Lahore and other in Kabeerwala near Multan.Location of Factories:
Sales Management Process of Nestle:Sales Management Process of Nestle:
In Pakistan the management process is made by the management of Pakistans headquarters
and approved by Verves headquarter.
Planning:Planning:
Firstly when a need is observed to launch any product here in Pakistan a plan is made by the
process of market research. They observe the need; demand of the product, target market issettled. The cost and the expected profit that is their goal are being estimated. The promotional
activities are made like posters and pamphlets and introductory samples are represented they
define their goal to make and present value added products according to targeted market the
staff hiring strategies and marketing strategies are planned.
Organizing:Organizing:
After planning they organize the activities like which kind of people are required and the
process that would be controlled by them under which situations and how they would move.
For example NESCAFE CLASSIC was planned to be launched in urban area for young
people so the organized activities like the kind of brand managers, territory in-charges who
inform Assistant Sales Manager were to be selected? And where the tasks to be done?
Leading:Leading:It Concern as they prefer their people as they say, PEOPLE FIRST Nestl is more people and
product orientated than systems orientated And they are ass decentralized as possible The
motivating activities are all around for their employees as they train employees for their
education.
Following motivations are given to people: Life cover
Sick pay
25 days' holiday
Mobile phone on a business need basis
Company bonus scheme
Controlling:Controlling:
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Under this managerial activity they compare its manufactured products with standard products
and after feed backs they made any change if required for example they maintain their labs in
Sheikupra and Kaberwala according to Switzerlands standard and the product from there is
send by time so that the manufactured products are supposed to check it according to thesesstuff. For example: NESCAFE CLASSIC was planned according geographically for urban
areas and demographically college going young boys and girls after observing market interest
and condition then Marketing strategies were according the target market so they GET
STARTED WITH NESCAFE The brand mangers and tertiary in-charges were hired according
to the plan. And over all strategies were organized. The launched coffee samples were
compared with the samples sent from headquarters VEVEY. And the required changes were
made according to feedbacks.
SWOT Analysis of Nestle Pakistan:SWOT Analysis of Nestle Pakistan:
Strengths:Strengths:
Quality
Service
Brand name and image
Less competitors
The strength of Nestl's brands has given the company an unparalleled position on a global
basis across a wide range of product categories. Six worldwide corporate brands, Nestl,
Nescafe, Nestea, Maggi, Buitoni and Friskies contribute about 70% of the group's total sales,with the Nestl brand itself contributing 40%.(globalize profit)The value added products.
Research and development department keeps nestle in continuous knowledge about itself and
competitors. For launching new product they adopt 60% and 40% test method. Its unique
features and technology of brand stretching.
Weaknesses:Weaknesses:Less knowledge about host country culture norms and value.
Opportunities:Opportunities:
To expand business in different countries.
Threats:Threats:
They see following threats in future coming time: Some other Multinational companies are also
planning to enter the Pakistani market .e.g. beverages of Pepsi & Coke would can also be
accepted by the people of Pakistan.
Changing Role of HR in Nestles:Changing Role of HR in Nestles:
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The importance of the human resource function has become evident especially with the onset of
global competition. Not only do human resource managers have to think more strategically andin step with corporate planning managers, they have had to address real and hard issues about
the impact of intense competition on employment stability. It is one thing to think with
executives on how the human resource section can support corporate activities. It is another to
actually implement cost-savings policies with regards employment. To guard against the
downside of global competition; the human resource managers must be more proactive in
recruiting and maintaining a responsive and efficient work force. Planning should start at the
early stages so that organizations do not bloat needlessly. Human resource managers must be
able to map out human resource strategies such that flexible, dynamic employees are attracted,
selected and then trained and motivated to be more productive than the competition. Humanresource managers are no longer administrators or simply implementers. They should be
recognized as strategic partners. Only then can they function well to help top management
especially in a climate of economic uncertainty. Although, Nestle being a Human Company
itself possess many of the above mentioned qualities that are supposed to be present in the
managers of todays time. But, according to the changes in the business patterns, globalization,
and diverse business of Nestle and rapidly changing ups and downs in the economy. There are
certain factors on which the role of the HR at Nestle is changing. The HR managers at Nestle
along with professional skills, practical experience and result focus must possess the following
qualities:
They should be capable to motivate and to develop people, addressing all those issues that
allow others to progress in their work and to develop their capabilities.
They should be able to inhibit curiosity and open-mindedness as well as a high level of interest
in other cultures and life-styles.
This also includes a commitment to continuous learning and improving, as well as to sharing
knowledge and ideas freely with others.
It is responsibility of the HR professionals to create a climate of innovation and to think outside
the box. This implies the right to make a mistake but also the readiness to correct it and to learn
from it.
HR professionals should now be able to inculcate the willingness to accept change and the
ability to manage it.
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They should provide international experience and understanding of other cultures. This will
prepare the employees to face the challenges in global markets.
Recruitment in Nestle:Recruitment in Nestle:The anticipated global shortage of workers has not gone away: it has just been postponed. The
reason? Baby boomers are choosing to work a little longer because their retirement savings
have been deflated. Once the market comes back fully, you should expect a mass exodus as the
boomers leave the workforce. Companies who make severe staffing cuts and don't keep their
HR people connected to potential hires will be caught severely short staffed. Savvy companies
have a great opportunity right now to hire talented people who have been down-sized other
organizations.
Motivational Techniques at Nestle:
Defined contribution plan
The Company operates a recognized provident fund for all its regular employees,
excluding expatriates. Equal monthly contributions are made to the fund both by the
Company and the employees at the rate of 12% of the basic salary plus cost of living
allowance
The company is contributing in recognized provident fund for the welfare for their
employees and they have intention for the betterment of them. The employees
knowing that the company is contributing for their future, they invest their energy for
the sake of organization.
Our commitment to sustainable development will be accomplished by integrating
occupational safety, health and risk management programme at all workplaces to
provide a healthy and safe work environment for employees, contractors and visitors.
Exercising this commitment and reflecting its benefit to the community remains
central to our business strategy for today and tomorrow.
Therefore, we value our people and environment and are committed to
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Develop and implement the SH&E (Safety Health and Environment Policy)
Management System at all workplaces and incorporate all applicable SH&E
Standards.
Identify and reduce hazards and environmental aspects in order to:
- Prevent injuries and damage to health of employees, contractors, visitors and our
business.
Establishing measurable objectives and targets for SH&E that are reviewed
periodically to ensure continual improvement aimed at:
- Eliminating work related injuries and illness.
- Preventing pollution and improving environmental performance.Nestl regards its personnel as its most valuable asset. Involvement at all
levels starts with open communication, whether on specific aspects of the
business, or about the activities of the Company in general. Suggestions for
changes and proposals for improvements of Nestls practices are encouraged.
Here if we talk about the five basic factors of motivation among employees of
Pakistan i.e. Organization Image, Job Security, Compensation, Goodrelationship, Team Work
We conclude that Nestle Pakistanis committed and getting results from its
employees by providing them these motivation factors.
Nestle Pakistan is a renowned organization all over the Pakistan and
employees of this organization are satisfied and feel job security. Their
compensation levels are higher than the market thats why employees
motivated to their work and strive their best to achieve the strategic goals of
the organization. The organization having good relationship with employees
and their practices are really appreciable and they believe in Team work rather
individuals.
Other than these factors Nestle also providing their employees many other facilities
in order to motivate them and feel happy to work for the organization.
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A list of other benefits working as motivation factors among the employees of Nestle
Pakistan.
Higher salary
Job Security
Gratuity
Bonuses
Old age benefits
Residence facilities
Transportation
Health and safety
The entire above are the motivation factors for the employees and due to these
factors they are committed to their work and imparting to achieve the organization
goals.
Market ShareNestle is now a days willing to have more and more marketshare so that it could achieve the goals that are set. Thegoal for market share will be discussed below.
Nestle occupied 85% of drinking water market in all over thePakistan.In LahoreNestle Pure Life has 69%of total market, Sparklet has 13%and Cool have 11% and remaining 7%are kept by other localcompanies. In Karachi 50% of market is kept by Nestle and25% by AVA and remaining 25% is kept by other localcompanies. As for as Islamabad is concern Nestle Pure Lifehas 65%of market Share.
They have certain goals and objectives which they wantto achieve. They want to create and promote theirproducts to create value for their product. They have theresources for increasing their products quality andcompete it with the other companies. They conductresearches for that and try to get theirobjective which theyhave decided. They are promoting their productby creatingcustomer awareness.
Nestl believes that, as a general rule, legislation is the mosteffective safeguard of responsible conduct, although in
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certain areas, additional guidance to staff in the form ofvoluntary business principles is beneficial in order to ensure
that the highest standards are met throughout theorganization.Nestl is conscious of the fact that the success of acorporation is a reflection of the professionalism, conductand the responsible attitude of its management andemployees.Therefore recruitment of the right people and ongoingtraining and development are crucial.
Market Distribution and Channels Strategy
Nestl Pakistan's supply chain and distribution makes surethat Nestl products are accessible, no matter whereconsumers are in Pakistan. Nestle aims to put together
processes from the farm to
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markets, and make sure products are distributed to theconsumers at the correct time, the right cost and in the
accurate quantities. In the first quarter of 2006, Nestleproved it by delivering an amazing 136 million kg of Nestlproducts in Pakistan.The mission of Nestle Supply Chain is to:1. Optimize and consolidate resources and processes for alow-cost but efficient2. Develop and manage simplified and effective supplynetwork toachieve a high level of service
3. Create a continuous improvement culture driven byperformanceMeasures and reward.
To accomplish their tasks, the company chooses bothmarketingchannels method that is conventional and vertical. Inconventionalchannel, Nestle Pure Life is distributed among thewholesalers ofPakistan and from wholesalers; the products are distributedto retailers and from retailers, the products reaches toultimate consumers. Nestle Pure Life is also delivered
directly to the consumers throw vertical distribution channel.In this channel, the cost can be minimized.
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Personal SellingA direct Vendor Selling Activity was coordinated and carriedout during the summer months of June, July, and August1999 in Lahore. A team of vendors, clad in branded T-shirts,caps and jackets, sold chilled 0.5 liter bottles to travelingcustomers on all major intersections. The brand got greatmileage out of this innovative idea of personal selling interms of brand awareness, paid trial, image as well as realsales.
Direct Marketing:At nestle distribution of products,information andpromotional benefits to target the consumers throughinteractive communication in a way which allowsresponse to be measured. It covers a wide array ofmethod, including the following :Posters
BillboardsBroachersRecreational campign(in different universitiescolleges,stalls at malls)
PublicityPure Life was launched on 14 December, 1998 in Karachi with a
hugeamount of enthusiasm and positive response shown by thelocals. Thesuccessful story of its launch was printed in all the localnewspapersthe next day. This greatly helped in creating awareness of thebrandand gave its introduction a good start.
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Sales PromotionSpecific promotions of Nestle Pure Life were arranged insome of the key outlets of Lahore. Elaborate shelf space wasacquired for product display and specially designed POSmaterial was extensively used to promote sales. On a 12-bottle purchase of 1.5 ml, one 1.5 ml bottle was offered freeto consumers. Similarly on a 6-bottle purchase of 1.5 ml, one0.5 ml bottle was offered free. Regarding trade promotion,the retailer was also given an additional discount of 4 %
during this sales promotion. Not only did the sales of NestlePure Life grow tremendously during the promotion, thesecontinued at a higher pace even after it was over.
The Preference of nestle is on the two promotions:
Trade Promotion:
They achive widespread distribution of new brand.
Nestle display the excess stocks on retailers
shelves. Nestle achieve required display levels of of
product.
They encourage greater overall stockholding of aproduct.
Nestle also encourage support for overallpromotional strategy.
Personal Promotion
Extension in new product line.
Encourage the retained customers to buy the slowselling products.
Nestle develop the new options for sales peopleand KAM customers.
Develop new sales skills to the sales persons bygiving them up to date training and by giving themcompensations.
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Problems according to the group analysis
The company should make huge expenses onadvertisement in rural areas of Pakistan to createawareness in the mind of local area's people.Thecompany should held seminars and meeting for thepromotion of Nestle Pure Life.
Strategies recommended for rectifyingproblems
They should increase their product quality as now a day theyare facingproblem of impurity of their products. They have to improve themarketing strategies. So that they can capture market andimprovetheir sales.
Nestle is the world leader in FMCG industry. People trust ontheproducts launched by the company even the product isfacing someproblems.Nestle was doing its good job in past but now it isfacing some problems of low quality of their products. Nestleis sued by someone they claim that they are doing unethicalbusiness. They are mixing unhygienic things which cancause damage to customers health. Its example is that theirwater is not pure and good for health. You can see dustpartials in Nestle mineral water when you keep it in sunlightthat shows its product quality is down. Now they have to domore making their strong position in market because whenyou lose your image in customers eye then it is difficult torenew their image.
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Influence of IT in the boundries at Nestle:
Now a dayIT is very beneficial for the success of business inmodern ERA. Nestle use IT in the following areaskAM is listed by a softwareInventory systemAll the salesman are inter connected to the main server(theyare centerlized).Nestle also use IT in sales forecasting
It also uses IT in recruiting processNestle also uses IT in Office work (all the employee dailytask is uploaded in main head quater server from anyregion.
Nestle Business expo:
Various stalls for new product are exhibited at pearl continental
(Lahore) ,Marriot (Islamabad, Karachi )According to their segments which nestle had divided.Nestle aware customer about the social responsibility, and the environmental responsibility.
Nestle pursue the existing customers to have a status of KAM customers. acquire new
customers
Key Account Management:
BASIC CONCEPT OF KAM APPOACH:Key account management is an approach to build sustainable business by first looking from the lens
of the customer. What is their ambition? How to they intend to achieve their goals? What is your role
in achieving their goals?
Key account management is a strategy used by the supplies to target and serve high potential
customers with complex needs by providing them with special treatment in the areas ofmarketing, administration and services.
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So as all the other companies do the KAM approach, as Nestle do:Nestle give the Key Account Status to following large Wholesalers and some renowned super
store from where nestle can generate more sales and they can achieve the more customer and
brand loyalty with them:
HYPERSTAR
MACRO
METRO
Pot Puri
Alfateh
HKB
Victoria
And much more.
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