Usman Internship Report

Acknowledgement

First of all, I would like to say Alhamdulillah, for giving me the strength

and health to do this internship report work until it done. Not forgotten to my

family for providing everything, such as money, to buy anything that are related

to this report work and their advise, which is the most needed for this report.

They also supported me and encouraged me to complete this task so that I will

not procrastinate in doing it.

Then I would like to thank my teacher, Ms Zainab Rehman for

providing guideline and special thanks to Mr. Sharjeel (Brand Manger), Mr.

Yasir (Brand Activation Executive), Mr. Asad (National Sales Coordinatoer)

and Mr. Salman Azam (Sales Coordinator) that helped me out in completion of

this internship report which has helped me to explore knowledge.

The process for working on this report was very interesting. I gathered

useful and important information about organization. I am also thankful to those

who provide me their precious time and help me in conducting this internship

report.

Haleeb Foods Limited

DEDICATED

TO

My Sweet Parents, Nice Teachers, sisters and brothers

Who instilled in me the importance of Education and hard work,Who sacrifice their sweet wishes to fulfill my wants. And whose prayers

helped me in every field.

My Friends

Who encouraged me in the course of life..


DECLARATION

I hereby declare that this internship report and it is neither as a whole or

as part have developed report entirely on the basis of my personal effort, made

under the guidance of my internship supervisor.

No portion of this work presented in this dissertation has been submitted

in support of any application for any other course of any other degree program

or qualification of this or any other university or institute of learning.

It is further stated that whole document is as the partial fulfillment for the

MBA Program. I understand and transfer the copyright for this material to the

Institute of management sciences, BZU (City campus) Multan.

Table of Contents


Executive Summary...................................................................................................................7

Introduction................................................................................................................................9

Introduction to HFL...............................................................................................................9

History..................................................................................................................................11

Business Volume..................................................................................................................13

Unique Features of Company...............................................................................................13

Haleeb’s Products Unique Features.................................................................................14

Nature of the Organization...................................................................................................14

Haleeb Foods Product Portfolio.......................................................................................14

Haleeb Foods Functional Organization Structure................................................................25

Organization Chart...........................................................................................................26

Introduction of departments.....................................................................................................27

Marketing Department:........................................................................................................28

Sales Department.................................................................................................................29

Application of Class Room Learning.......................................................................................30

Application of Marketing objectives..................................................................................31

Marketing mix.....................................................................................................................32

Marketing Operations.........................................................................................................33

Market segmentation strategies........................................................................................33

Target marketing strategies..............................................................................................34

Product planning and development..................................................................................35

Packaging............................................................................................................................35

Brand positioning...............................................................................................................35

Pricing strategies................................................................................................................36

Promotional strategies.......................................................................................................36

Distribution strategies.......................................................................................................37

Action programs.................................................................................................................37

Competitor Analysis...........................................................................................................37

Budgeting strategy...............................................................................................................38

Application of Media plan...................................................................................................39

What I Learnt in the Organization...........................................................................................41

Financial Analysis....................................................................................................................61

Profit & Loss Account.........................................................................................................62

Balance Sheet.......................................................................................................................64

Vertical Analysis..................................................................................................................67

Horizontal Analysis..............................................................................................................71


Ratio Analysis......................................................................................................................75

SWOT/PEST Analysis.............................................................................................................79

PEST Analysis......................................................................................................................80

SWOT Analysis...................................................................................................................83

Suggestions for HFL................................................................................................................87

Conclusion................................................................................................................................89

Appendix..................................................................................................................................91

Letter of Nomination............................................................................................................92

Letter of Internship Completion...........................................................................................93

All Other Valueable Documents..........................................................................................94


Executive Summary

Executive Summary


This report covers the activities and responsibilities that I performed during my

internship at Haleeb Foods Limited. HFL is the National Company with a burning passion to

take on the international market. In the clutter of multinational companies HFL has a

distinguished place. The report starts with the introduction of the company, then the mission

and the vision of the organization, introduction of departments and its structure, Financial

Analyses HFL products portfolio, SWOT Analysis. The last part includes my duties,

responsibilities, assignments and projects that they give me through that I found limitations

and give them recommendations.

I worked there as an internee for 6 weeks in the Marketing and Sales Department. In

the marketing department of HFL I learned a lot of things related to marketing as well as

sales and sales. My boss gave me many assignments which were related to marketing and

sales and also many other things that will help me a lot when I will start my professional

career.

My contributions in that department were valuable, because of my contributions many

of their pending work has been solved, and I also success in taking the load of work of my

boss.


Introduction

Introduction to HFL


This report provides a cavernous insight of the departments and products of the

company. HFL is now one of the fastest growing packaged food companies in Pakistan with

an annual Turnover/ Loss of Rs.9.3 Billion (F2010). It is a private limited company. It started

commercial production in July 1987. Due to consistently superior performance, it had

achieved undisputed leadership in the liquid packaged milk category with a market share of

over 52%. HFL has a very strong brand portfolio consisting of dairy as well as non-dairy

products.

Haleeb Foods has segmented its product portfolio in 3 leading brands including

Haleeb, Yogurt and Good Day. Haleeb is the flagship brand of the company. Haleeb UHT

Milk is available in 3 Sku’s of Tetrapak packaging. Due to its strong positioning of the

thickest milk for best tea, it has the highest top of mind awareness and penetration in the

dairy industry of Pakistan. In order to increase consumer and trade penetration of the brand, it

is also available in Tetra Fino Packaging under the brand extension of Haleeb Dairy Queen.

Haleeb has also progressively diversified from UHT Milk to other product categories as well.

These product line extensions include Haleeb Butter, Haleeb Yogurt ( Daizy), Haleeb

Teamax Haleeb Cream, Haleeb Asli Desi ghee (Butter Oil), Haleeb Skimz (skimmed milk),

Haleeb N'Rish Full Cream Milk Powder & Haleeb Good day Pure Juices. Haleeb Good day is

the only range of 100% pure juices in the country with a variety of 6 pure juice flavors.

HFL has one of the largest nation-wide distribution networks delivering high quality

products, even in the remote areas of Pakistan. With a network of +1100 distributors the

company ensures that the product range is available in all the urban and semi urban areas of

Pakistan. Furthermore, concerted efforts are being made to develop the rural market as well.

In order to provide best quality products to its consumers, HFL has a well-developed supply

chain infrastructure. It has heavily invested in a vast network of company operated milk

collection centers across the country. HFL has a strict and stringent quality policy regarding

intake of raw milk. It is the only company that conducts 21 rigorous quality tests to ensure

that only fresh milk of the highest quality is accepted at the plant premises. Further, Haleeb

Foods is the only food company in Pakistan that has the following international certifications

of quality and prestige:

HACCP (in process controls for safer products)


ISO 9001 – 2000 (better quality for greater customer satisfaction)

ISO 14001 (environment-friendly operations)

HFL believes in using cutting edge processing and packaging technologies to meet

consumer expectations of hygienic and high quality food products. It has more than 30 Tetra

machines for its UHT milk brands and 5 UHT units with a capacity of producing more than 1

Million Liters of Milk every day. Keeping in view the volume potential and increasing

growth trend of the market, the company has recently inaugurated a second independent UHT

plant at Rahim Yar Khan.

Company’s Mission

Its mission is to provide nutritious and hygienically processed food product to customers.

Enhance reputation for quality in all our operations. Promoting mutual trust with customers,

suppliers, employees and shareholders and providing a healthy and safe environment to our

community.

Mission Statement

“Build Branded Food Business to improve quality of life by offering tasty, affordable

and highly nutritional products to our consumers while maximizing stakeholder value.”

Company’s Vision

Most innovative and fastest growing food company offering products enjoyed in

“Every home every day”

History

Haleeb Foods Ltd. was incorporated on July 1st, 1984 with a capital of Rs. 46 Million

under the name of Chaudhry Dairies Limited which was renamed as CDL Foods Limited and

now it is known to be as Haleeb Foods Limited. At that time it had the capacity of producing

80,000 liters of milk per day having total area of 32 acres. Initially 150 people were

employed at the plant. The production process started with UHT liquid milk. The liquid milk

was the first product launched in the market, it started its operation in 1987 at that time 20

other dairy plants were also coming in, and all those including MILKPAK were using

obsolete technology that was used in EUROPE. Haleeb Plant was the only plant based on the

latest technology and the basic idea behind that were particularly dairy foods products.

Haleeb is one brand that is toady known everywhere.


From November 1989 till December 1991 Haleeb had a joint venture with fries land

Frico Domo of Netherlands. As an ISO 9002 certified company, Haleeb has been the

dominant market leader of UHT milk in Pakistan by capturing 52 % share. In 2002 the

company contributed 54% to the country's packed milk market.

Products Launch History

1986 Haleeb Milk

1997 Haleeb Asli Desi Ghee

1998 Haleeb Cream, Candia Skimz Milk Powder

1999 Candia Milk, Candia Skimz Liquid Milk

2000Tropico Juice Drink, Haleeb Dairy Queen

2001Haleeb N'Rish Instant Full Cream Milk Powder

2002Haleeb N'Rish Fortified Instant Full Cream Milk Powder

2003Candia Tea Max Dairy Whitener, Haleeb Butter, Haleeb Plain Yogurt, Haleeb Lassi Drink

2004Haleeb Good Day Pure Juice, Haleeb Fun Day Juice Drink, Candia Candy' Up Flavored Milk

2005Haleeb Cream With Honey, Haleeb Tea Max with Cardamom, Haleeb Labban, Haleeb Good Day(Mix Fruit, Red Grapes, Mango Pineapple)

2006Haleeb Reshmi Pack, Candia Classic, Skimz Pouch, Tropico Nectar

2007Haleeb Cheddar Cheese, Haleeb Bottle, Haleeb Good Day Re-Launch

2008Haleeb Xtra Lite Milk, Haleeb Jelly, Haleeb Custard, Kheer Mix. Firni Mix, Haleeb Ice Cream Powder, Haleeb Crystal Water, Haleeb Tea Max Poder, Haleeb Xtra Energy Milk

2009 Daizy Yogurt, Friesian Milk

2010 Re-Launch Good Day, Tea Max Cardamom. Daizy Raita

Present Status


HFL has been the leader of dairy products and had the 52% market share of UHT

products. At that time Haleeb had very strong competitors like Nestle and Engro. Currently

Haleeb Foods is in the decline stage of business cycle n trying to rebuild its identity. Haleeb

Foods has the annual turnover of 15% share of the market.

This phase has been started with start of 2006. Due to high growth and continuously

increasing market share the confidence of the management on their customers increased

gradually. HFL now moved from dairy to food industry and introduced food items like juices,

powdered custard and ice cream, kheer, firni and jelly.

With the start of 2007 there was a massive downsizing and firing. The reason behind

this decline was the bad quality of UHT milk. That bad quality was caused by

mismanagement of Quality Assurance Department.

HFL re-launched Haleeb UHT Milk with new packaging and improved quality and it

worked as expected. Next target was Tea Max tea whitener with new packaging beat Tarang.

In 2008 Haleeb take huge finance but can’t proper utilization and came to decline.

Haleeb launch lot of products in 2008 but in vain.

In 2009 Haleeb launch Daizy Yogurt to over come the Umbrella Branding. This is the

effective way and towards the 2010 the company face less loss than last year.

Business Volume

Unique Features of Company

Haleeb is giving to their customer “Thickest Milk” as compare to his competitors.


Haleeb prices are low than his competitors.

Huge Consumer promotion.

21 Rigorous Test

Haleeb Foods is the only food company in Pakistan that has the following international

certifications of quality and prestige

HACCP (in process controls for safer products)

ISO 9001 – 2000 (better quality for greater customer satisfaction)

ISO 14001 (environment-friendly operations)

Haleeb’s Products Unique Features

Haleeb Milk

Thickest Milk Trustworthy Modern Full of health Full of life Nurturing Caring progressive

DQ Milk

Caring Reliable Friendly Low Price

Daizy Yogurt

Lively Contemporary Caring Real and fresh

Good Day Juice

Young Confident Active Bankable Optimist

Nature of the Organization

Haleeb produced Dairy Products, like milk, Yogurt so its nature of the Haleeb is

Dairy. Haleeb produced following products.


Haleeb Foods Product Portfolio

1. UHT

1.1. Haleeb Milk in Tetra Pack

Keeping in line with modern and changing times, Haleeb

Foods is proud to bring you the same legacy that has become

a household name thanks to its superior taste, unique quality

& timeless belief: New Haleeb – Nutritious Thick Milk,

has shown tremendous potential in the very first month of its

launch.

Haleeb Foods has rejuvenated the image of

Haleeb Milk, in keeping with the same promise of quality

that has remained with consumers for over two decades and

has won many hearts due to its unparalleled quality, be it in

cup of tea or the desserts enjoy, with the ability to protect maximum nutrients of fresh milk,

Haleeb is also the best milk for growing children!

Consumers everywhere know that only Haleeb Milk makes the best tea ever because of its

thickness. Haleeb is pasteurized, homogenized, and standardized pure UHT milk of the

highest standard with 3.5% fats and 8.9% solid non-fats. It is Haleeb Foods premier brand,

and the choice of quality-conscious consumers who only go for the best. Packed in easy to

open, 6-layered Tetra Pak Brick Aseptic packaging, it comes with a 3 months shelf life.

SKU's

1500 ml: 8 Packs / carton

1000 ml: 12 packs/carton

500 ml: 12 packs/shrink-wrapped tray


1.2. Dairy Queen

Dairy Queen is Haleeb another standardized and

homogenized pure UHT Milk with 3.5% fat and 8.9% solid

non fats. At an affordable price it has won the hearts of


consumers everywhere. It is available in 6-layered Tetra Pak Fino Packaging, introduced for

the first time in Pakistan and has 3 months shelf life.

SKU's

250 ml: 24 pouches per carton



1.3. Candia Milk

Candia is Europe's Number One selling milk. Haleeb Foods

Limited and Candia of France have joined hands to bring the

highest quality milk. Candia is pasteurized, homogenized,

standardized, double sterilized milk. This not only ensures the

highest quality, but also the best taste ever. For the first time in

Pakistan, Haleeb Foods Limited has introduced milk packed in

food grade plastic bottles. These bottles are manufactured from

imported materials at Haleeb Foods latest plant and guarantee

longer shelf life, highest quality and storage with ease of use.

SKU's:

250 ml Bottle: 12 bottles/carton

1000 ml Bottle: 12 bottles/carton

1.4. Candia, Candy Up

With the backup of Candia, Candy Up has been launched

especially for flavored milk drinkers, in chocolate & strawberry

flavors to the sheer delight of children. The fact that it comes in a

bottle makes up for convenient usage as well.

SKU's:

500 ml: 12 bottles per carton

* Note: This product is inactive now

1.5. Skimz

Candia Skimz is the only completely fat-free milk with the

richness of pure milk. Minus fats, it is an ideal choice for

weight-watchers and heart patients. It is also high in calcium


content, which prevents osteoporosis. Packed in a 6-layered Tetra Pack Brick Aseptic

packaging, it comes with a 3 months shelf life.

SKU's


1.6. Haleeb Reshmi

Haleeb Reshmi pack is long life-packaged milk and offers

consumers premium quality milk at an attractive price. Due to its

multi-layered packaging material, Reshmi pack not only retains the

natural thickness of milk for a longer time, but also protects the

milk from light, heat and bacteria.

SKU's

125 ml: 1.25 liters

250ml: 5 liters

1000ml: 6 liters


1.7. Haleeb Bottle

The good thing about the Haleeb Bottle is that it is made out of

material that is 100 percent recyclable. Feel free to have your own

pick according to your need. , Haleeb Milk is all about making your

life simpler and easier. The Milk Bottle's convenient screw cap

makes it easy to use in our day-to-day life. The aluminum that

covers the mouth of the bottle ensures that the milk that reaches

you remain fresh. Approved by CCTPA the Haleeb Milk Bottle has

multi protected layers that keep it safe from bacteria and sunlight.

SKU's 1000 ml / 8 pieces per cartoon 250 ml / 24 pieces per cartoon * Note: This product is inactive now

1.8. Bulk Products Available

Instant Full Cream milk powder (IFCMP)

Full Cream Milk Powder

Skimmed Milk Powder

Instant Skimmed Milk Powder (ISMP)


Cream

Ghee

Butter


1.9. N’rish

N'rish, instant full cream milk powder, gives you the

complete nourishment of fresh milk without the water. N'rish

contains more fat, loads of calcium for stronger bones, teeth

and vitamins A, B and D, which are essential for the physical

and mental growth of your child. With Haleeb's high quality

manufacturing facility, the hygiene concerns related to fresh

milk cease to exit. We make sure that the milk you get is 100% hygienic. With all this and

more, N'rish is available for a little less than even fresh milk.


2. Juices

2.1. Haleeb Good Day

Haleeb Good Day offers consumers a range of 100% pure juices

with the essence of four fruits in each glass, without any added


sugar, flavors or preservatives. For consumption absolutely anywhere and anytime, Good

Days’ six premium juices (apple, pineapple, red grape, mango, orange, and mixed fruit) give

you the absolute delight in taste, and revitalizes you at the same time. It is packed in a 6-

layered Tetra Pack Brick Aseptic packaging.

SKU's

250 ml Pack: 27 Packs/Cartons

1000 ml Pack: 12 Packs/Carton

2.2. Tropico Juice Drink

With the quality assurance of Haleeb Foods, Tropico is the

premium juice drink, superior in taste and pulp contents, for that

invigorating fruity refreshment. Tropico is available in three

flavors: apple, mango, and mix fruit, packed in a 6-layered Tetra

Pack Brick Aseptic packaging.

SKU's

1000ml Pack: 12 Packs/Carton

250 ml pack: 36 packs/carton

250ml Pack: 27 Packs/Cartons


2.3. Tropico Nectar

Juices play an important role in the functioning of our

body, have many benefits associated with them, and help you

achieve the desired healthy way of life. Tropico nectar is

another product from the house of Haleeb Foods Limited,

which is 100% pure nectar, available in four sumptuous flavors

including Red Blood Orange & Kinoo, Mango, Apple and

Kinoo. Haleeb Tropico is also the only brand that is offering

Red Blood Orange & Kinoo Juice - that is so deliciously

different that you will want to have it in your house, all year

long!

SKU's

250ml: 27 Packs/Carton

1 Ltr: 12 Packs/Carton

2.4. Haleeb Funday

Haleeb Funday is a delicious juice drink especially for kids, enriched with calcium, and vitamins A, C & D. An exciting treat, packed with health and a great taste, Funday juices will surely be an instant success with kids with their unique and am using names, Aamonka (mango) and Arrochee (peach and lychee). They are packed in a 6-layered Tetra Pack Brick Aseptic packaging. SKU's:

200ml Pack: 36 Packs /Carton Shrink wrap units

200ml Pack: 27 Packs/Carton



3. Dairy Products

3.1. Haleeb Tea max

Tea Max is a specialized tea whitener that ensures nothing

less than the best tea drinking experience, with its superior

quality, taste, aroma and best value for money, you will be

yearning for more!

Tea Max has been re-launched in May 09 and it has clearly left

its predecessor in the dust! Tea Max has redefined the industry

growth standard through making inroads in hearts of 20 million

consumers in first 75 days of its re-launch.

With its new and unique ‘tea colored’ packaging which has been immensely appreciated by

the target market it is a sure shot winner!

In tune with the Haleeb Foods tradition of providing consumers high quality and value added

products, Haleeb Tea Max is the ideal choice for all tea and coffee lovers. Tea Max is special

milk that provides a rich taste in your beverage. It is also available in the unique and delicious

cardamom flavor, packed in a 6-layered Tetra Pack Brick Aseptic packaging.

SKU's

200 ml (plain) pack: 27 packs/carton

200 ml (cardamom) pack: 27 packs/carton

3.2. Haleeb Tea Max Cardamom

Tea Max Cardamom is a specialized tea whitener that ensures

nothing less than the best tea drinking experience, with its superior

quality, taste, aroma and best value for money, you will be

yearning for more!

SKU's

200 ml (plain) pack: 27 packs/carton

200 ml (cardamom) pack: 27 packs/carton


3.3. Haleeb Cream

Haleeb Nutritious Thick Cream offers a premium quality

product which is processed hygienically from pure fresh milk.

Haleeb Cream is luxuriously rich in its thickness and nutritional

value. It promises plentiful assortments of tempting toppings,

delicious desserts and creamiest coffee with its unique taste, also

great for eating with bread and snacks etc. It is packed in 6-layered

Tetra Pack Brick Aseptic packaging.

The premium cream processed hygienically from pure fresh milk,

Haleeb Cream is luxuriously rich in its thickness and nutritional value. It promises the richest

assortment of tempting toppings, delicious desserts and creamiest coffee with its unique taste,

also great for eating with bread etc.

SKU's


65 ml mini pack: 24 packs/dispenser, 6 dispensers/carton

3.4. Haleeb Yogurt

Daizy Real Yogurt is the best packaged yogurt your

money can buy. It is made from the freshest milk so that

you can get the real taste of our traditional yogurt! Tastes

so great with our local cuisine you’ll want nothing else.

Having it plain as well will be an experience that’ll make

your taste buds tingling in delight!

SKU's

450gm cup: 12cups/carton




3.5. Haleeb Daizy Raita

All we will say is, just try it and you will love it!

Discover the great taste, premium quality of Daizy Raita,

available in Zeera and Mint. Unlike the rest Daizy Raita is

added with nothing else than truly pure and real

ingredients of Zeera and Mint, making your food eating

experience delightful. It makes your meals tastier and is

healthier for you and your family. The product is sealed and packed in air-tight packaging,

which keeps the product fresh and tasty.

SKU's


3.6. Haleeb Cream with Honey

Haleeb Cream with Honey is an exclusive treat: delicious

thick cream fortified with the goodness of pure honey, making a

tempting spread on bread. Enjoy it anytime and exude energy and

freshness whole day long. It is packed in a 6-layered Tetra Pak

Brick Aseptic packaging.

SKU's

65 ml mini pack: 24 packs/dispenser

200 ml: 24 packs/tray


3.7. Haleeb Butter

Daizy Real Butter is the tastiest source of Vitamins A &

D for everyone to enjoy, while having your wholesome

breakfast or cooking and baking your family’s favorite

dishes! It is rich in flavor and high in health!

Butter never tasted this good!

It is rich in its taste and revitalizes your energy for a long tiresome day.

SKU's

20g pack: 300 packs/carton





1000g pack: 1 pack/carton

3.8. Haleeb Asli Desi Ghee

Haleeb Asli Desi Ghee is obtained from pure milk

through the traditional procedure of heating butter slowly.

Haleeb Asli Desi Ghee is free from all artificial

ingredients; it has pure and natural taste and is

nutritionally preserved.

SKU's

0.5 kg pouch: 10 packs/carton

1 kg pouch: 5 packs/carton

1 kg tin: 6 tins/carton

5 kg tin: 2 tins/carton

16 kg tin: 1 tin/carton


3.9. Haleeb Labban

Lassi is an age-old traditional beverage in the South Asian

continent. Haleeb Labban aims to give its consumers the same

satisfying traditional taste of thick Lassi, along with hygiene,

convenience and accessibility. Haleeb Labban is the only ready to

drink packaged Lassi available in Pakistan. It is available in salty and

sweetened variants, packed in a 6-layered Tetra Pack Brick Aseptic

packaging.

SKU's




Haleeb Foods Functional Organization Structure


Haleeb is a Private limited company managed by a board of directors who control

company operations as Managing Director (MD).

Haleeb run by a team of professionals. There are 17 departments successfully running

Haleeb operations.

The Functional Organization Structure has the following details:

Chairman / Board of Directors

Managing Director

Human Resources (HRD)

Accounts & Finance (A&F)

Marketing (MKT)

Sales (SAL)

Supply Chain (SC)

Operations (OPR)

Quality Assurance (QAD)

Research & Development (R&D)

Finance Department

Information System

Technical Department


Organization Chart


Chairman

Mananging Directors

Technical

Maintenance

ProjectsS

Operations

Production

Administration

R & DQuality

Assurancce

Quality Control

Quality Sessions

Marketing

Brand Team

Customer Care

NPD

Sales

Sales Team

HRHR

Functions

Finance

Accounting

Finance

Information System

Supply Chain

Warehouse

Milk Procure

ment

Purchase

Imports

Food Services

Object 8

Introduction of departments


Object 8

Marketing Department

I worked 3 weeks in marketing department of Haleeb Foods Limited as an internee.

This is very good experience I have to learn many things that will improve my skills and

knowledge. The hierarchy of this department is as follow.

Marketing department has 8 employees working very passionately and with devotion. These

people are responsible to make their products sustainable and attract customers to them.

The general marketing manager is responsible for the outdoor marketing activities. His job is

related to advertisement. He plans and get approval from the directors how, where and which

medium to be selected for the marketing and launching of new products.

The Brand Manager is responsible for the products shoots; hiring the suitable models,

getting hoardings for rent, deal with print and electronic media. Haleeb bears a handsome

amount of money on media campaigns. Though it is not its strong point but media related

things are very sensitive in nature. The Brand Manager gets approval for his working form

the top management of Haleeb.

After the research the top management of marketing department formulates policies

and set objective. To meet these objectives strategies are then defined.

The policies are almost daily revised and new policies and strategies are formulated.

They set their objectives on daily basis keeping in view the market situation and requirement.


GMMIqbal Jutt

Brand ManagerSharjeel

Asst Brand manager

Adil

Brand Activation Executives

Yasir

Marketing coordinator

NaginaTDOs

Object 8

Sales Department

I worked 3 weeks in the Sales Department. The activities of this department are taking

orders and dispatch the products to the distributors as well as retailers.

The hierarchy of this department is as follow.

Slaes department keep and eye on all trasanctions, check sales varicance, check all

expenses of dirstributors and after matching send to the account departments.

Sales department play vital role in determineing prices. Sales departement handel the

sales oreders nation wide and dispath deliveries. This depratment also chek the PDR

(Performance Development Report) of all regions country wide.

There are ten region that perform the sales activities in all over the Pakistan. RSO

(Regional Sales Officer) control the each region.

1. Peshawar

2. Rawalpindi

3. Gujranwala

4. Failsalabad

5. Lahore A

6. Lahore B

7. Multan

8. Sukkhar

9. Karachi

10. Food Services


G M SalesAwais Akram Butt

S O MMujtaba Hassan

Mufeez ur Rehman

N S CAsad Ahmad

S CSalman Azam

Farhan

D M SKashif

Hafiz Shifique

Object 8

Application of Class Room Learning


Object 8

Application of Marketing Objectives

HFL is ensuring the consistency in making the good quality product, then the

implementation of the defined parameters of the quality products. The distribution network is

very wide and has a very professional and trained staff for that. Good services have been

provided to the retailers and the distributors on regular and swift basis. The return of the

products and complaints handled intelligently.

Short Term

To aggressively enter the market, penetrate the market by making the product

available.

To improve the quality of the products and related services

Mid term

To establish brand equity through customer satisfaction

Maintain the good relation with the customer (CRM).

Long Term

To make chilled business a profitable proposition for HFL through continuous

improvement in cold chain distribution and expanding consumer base.

To expand the market by opening up new cities and after reaching a certain

level establishing distribution network.


Object 8

Marketing mix

The marketing mix of Haleeb Foods is up to the mark. It is designed to achieve the

overall marketing objective of Haleeb Foods.

Product

The management of Haleeb wants to sell products which are good in quality,

according to the customer’s requirement and have all the standards of consumers.

Haleeb product is good in quality. They procure better quality raw milk and others

ingredients from the local manufacturers. They also purchase machinery and parts from UAE,

Sweden and Germany. Plant hygienically standard should be maintained by the staff. The

products are purchased in different volumes with different packing, size & colors.

Price

Haleeb wants to offer product prices which are affordable to all its customers. Haleeb

follow the price strategy set after Compare with competitors, little bit plus minus will be

acceptable during setting of price. Same rule also follow by the competitors during setting of

price strategy.

Place

Haleeb wants to have their presence in all the major markets of Pakistan. They have a

plan to cover more market during next years. Haleeb also offer fair price shops in Lahore.

Promotion

The promotional strategy of Haleeb foods is to be known every where in Pakistan.

They want to mould their promotional strategy in a way that it will increase the brand

awareness as well as helpful for the brand positioning of Haleeb.

Haleeb spends a reasonable amount on the promotional activities. It may be said that they

spend the highest budget on promotions. Most of their ads appear in magazines and on radio

channels. But it is not sufficient to retain the position of market leader. So by analyzing

Haleeb promotional activities it can be said that promotions can be improved and it should be

more powerful that ever before.


Object 8

Marketing Operations

Marketing Operation is a vision of end to end marketing optimization, from planning

and budgeting, through marketing content management, to analysis recently new induction

has been add in sales and marketing department more sales and operation staff is hires for

exploring new destination and top market for Haleeb. The marketing operations’ manager is

responsible for:

Sales targets

Administration of sales staff

Product display

Stock keeping and stock audits

The marketing staff of Haleeb Foods has the responsibility to search new markets

where products can be a market leader and the organizational investment can be the best

return to the management. His responsibilities are:

Explore new markets

Gather feedback about the competitors business

Suggest the ideas after searching the markets.

Market segmentation strategies

Customer Profile Haleeb Foods

The customers that Haleeb is targeting living in cities, urban and semi urban areas

HFL has an efficient and resourceful Export department which has successfully tapped

opportunities in foreign markets including Korea, Hong Kong, USA, UK, China,

Afghanistan, Bangladesh and the Middle East.

Customer Demographics

The house holds females and school children’s targeted market as they play a vital

role in sales figures. Recently Haleeb management contact with different school and invite

the children’s at Bhai pheru plant. At plant Haleeb management arrange a documentary film

for children and visited the whole plant sites and answer the question of schools boys, also

offer a gift for children’s, ultimately this promotional schemes increase our customers.


Object 8

Psychographic Segmentation

The psychographics gives an insight of the activities, interests and opinions of our

target audience. The target audience is quite trendy and seeking quality taste. They want to

keep pace with on going changing.

Behavioral Segmentation

The major benefits that customers seek are good quality and taste. The target market

is females who are prone to frequent shopping. A survey on consumer behavior of the

targeted audience towards milk shopping showed that females tend to buy milk very

frequently.

Important changes taking place in Segment

If we review the past practices regarding the buying behavior of milks, limited

choices were available in the market and even females were unaware of the fact that they will

respond positively towards variety of milks that match with their requirements. But with the

passage of time this need was realized and firms started providing variety of choices which

was appreciated.

Target marketing strategies

The target marketing strategies of Haleeb Foods are designed to fulfill the customer

needs in the real sense of the term and satisfy the customer in a way that it is retained for a

long time or even forever. They also consider marketing strategies very important because the

overall corporate strategies base on it.

Selective specialization

Haleeb is following selective specialization strategy to its target market. It does not

deal in other foods items like baby milk, cereals and sweets so it’s not a full market

Coverage. Haleeb researches the market in detail and tailor its marketing mix according to it

demand. Haleeb milk packaging for tea are available in all ranges so it does not appear

difficult for the management that how to design the profile.


Object 8

Product planning and development

The designing and quality is the most important elements of milk packaging business.

Haleeb is no exception. Product planning and new product development goes side by side in

the industry.

Planning and development is always done according to the up coming seasons. The

previous data and qualitative forecasting plays an important role in planning and development

of new products.

The process of development starts which is influenced by the future trends. After

finalizing the approved targets the planning of requirement starts. Maintain packaging paper,

spares and raw material reserves according to the targets and make sure that there is no

shortfall raised on any stage. The planning process is in very detailed which revolves around

the budget finalized by the management of Haleeb Foods.

Packaging

The management of Haleeb Foods wants to be unique and exclusive in terms of

packaging. To achieve this objective Haleeb Foods give importance to the packaging of their

products. The packets are kept in trays, boxes made of high quality hard board. The finished

product is available in various sizes for the conveyance of end customers. The trays and

boxes are of very good quality.

Packaging for Haleeb Foods ensures that products are kept in a secure box at the same

time look contemporary. It is to focus that Haleeb packaging have a definite identity in the

market in terms of shape and color.

Brand positioning

Haleebs Foods is a Pakistani brand that aims to provide a one stop shopping facility

regarding quality and taste. Haleeb is not just about selling quality milks; it wants to be

identified with providing the ultimate shopping experience to the customers.

The management of Haleeb Foods wants to create an image in their customers’ mind that

Haleeb Foods is the only milk tea brands which are available is various sizes and volumes.

Haleeb has also the aim to provide the best value for money and customer should also be

satisfied with product as well as with the image associated with the brand.


Object 8

Pricing strategies

Pricing strategy at Haleeb Foods is considered as one of the four major elements of

the marketing mix. Pricing has always been an important strategic issue because it is related

to product positioning. Furthermore, Haleeb pricing affects other marketing mix elements

such as product features, channel decisions, and promotion.

Promotional strategies

The promotional activities will be conducted to create awareness in such a way that

people believe that Haleeb has the ultimate solution to their highly taste needs and to match

their day to day requirements.

The promotional campaigns are mostly related to sales campaigns like to create more

and more attraction for the customers. These promotional campaigns sometimes are seasonal.

And sometime offer some discounts to its regular customers. The promotional strategies are

decided at the top level along with the marketing manager and media manager. No doubt

Haleeb has earned a tremendous popularity in the country.

The management of Haleeb has always keen to get at the top of market so it designs

promotional strategies to retain maximum number of customers.

Medium Use for Promotional Activities

Billboards at attractive locations in the major cities of Pakistan.

TVC on channels that are mostly watched by target market like

o Indus

o Hum

o Geo entertainment

o ARY

o TV one

o The music

o AAG

o Mtv

Radio Ad

o 106.2 Hum FM


Object 8

o FM 101

o FM 103

o FM 91

o FM 89

o FM 100

Distribution strategies

The purpose of this strategy is to describe the distribution process and to ensure the smooth

running of all distribution operations and timely delivery of orders and adjustment of payments &

claims, For effective distribution planning to ensure maximum market coverage, sufficient stocks

keeping in view of the orders received in the same period over last year and expected market growth

for the coming years inside and outside Pakistan. It also ensures consistent availability of HFL

products to the consumers through effective redistribution and to monitor Distributors and their staff

activities through Sales Team of Haleeb Foods Limited.

Action programs

The management of Haleeb Foods periodically checks the targets either they are met

or not. Maximizing of their profit is their ultimate goal. Most of the actions programs have

been designed targeting the sales increase. In this way management takes serious actions.

The management is eager to consistently increase their sales in a way that they will get the

maximum share of the market.

Some action programs have been devised to improve marketing and promotional

activities. The management also wants to capture best locations in all the major cities of

Pakistan. These all efforts are only for making the best foods brand in Pakistan.

Competitor Analysis

Nestle which is one of the most reputed enterprises in Pakistan with more than 30

years of diversified business operations in the areas of fertilizer and chemicals. Nestle

successful launch of Milk Pak, yogurt, nectar, it has established itself as a major player in the

foods business. Nestle has processing plants at Sheikhupura, Kabirwala, Faisalabad and

Mirpur. With the ever expanding milk collection network and processing facilities, the

Supply Chain has geared for the growing sales of products.


Object 8

They believe that recent successes will take to Achieve goal: To be one of the biggest

players in the food business. Their aim is to dominate the food business, and to achieve this

we will settle for nothing less than the cream.

Budgeting strategy

Haleeb determines its yearly budget by the

Sales volume

Profitability

Target volume

Sales Volume

Haleeb determines its yearly budget through the sales volume. They first

concentrate on the thing is “what is the condition of their sales?” if the condition is

good of their sales then they definitely increase their production and sales volume.

Otherwise they concentrate on their old strategies.

Profitability

The second thing through which they determines budget is the “profit” .if they

are getting profits with the high margin, then they definitely want to increase their

profits in the next coming year. Every organization runs on the basis of getting high

profits. No organization wants to face Loss in their business. To get profit is the first

priority of the Haleeb.

Target Volume

To run the business every industry has some targets, which they want to

achieve in a specific time period. If industry achieves those goals in that period then

for the coming year it increases the volume of the target.

So Haleeb Follow the same thing it has also some goals and targets to achieve

in the given time period. When they succeed to achieve that target then they increase

their target volume in the next year.


Object 8

Budget allocation

The strategy for budget allocation is also a serious matter for the management so the

following tentative percentage has been provided for the budget allocation plan

Haleeb Budget Allocation %

Application of Media plan

Deciding on Reach, Frequency, and Impact

The Haleeb Brand Manager is responsible for all the media related activities. He

reports to General Manager Marketing for all the activities he done on behalf on the

company. So he also decides the reach, frequency and impact the advertisement on the

customers.

Choosing among major media types

Haleeb uses the print media most frequently than electronic media like radio or

television. In most of the regional and local magazines they give the photos of their best and

upcoming new variety. The brand has also contracted with some of the famous media

agencies.


Allocation %

Payments of raw milk

supplier

46%

Payments on store

spares

42%

Media10%

Training and Planning 2%

Object 8

Deciding on geographical allocation

Haleeb wants to be the number one Foods brand. It wants to be popular among all the

social classes. Geographically Haleeb has also most captured all the major cities of Pakistan.

So they have an understanding in new markets they want to allocate more media budget that

those where they have already recognized and have good reputation.

Evaluating advertising effectiveness

The effect of advertisement campaign remains positive when implemented with the

right courage. Haleeb is no exception. Haleeb evaluates its advertisement effectiveness with

the variation in sales volumes.

Sales effect research

After implementing a media plan the management evaluates its impact in the form of

increase in sales. It is totally an internal analysis of the management. The sales effect is

always positive and the management is always eager to find some other more effective and

economical ways through which maximum number of people can be aware about the brand.


Object 8

What I Learnt in the Organization


4.1

3.13.33.4

2.8

3.43.9

2.7

3.43.7

2.4

3.33.6

2.7

3.2

3.7

2.7

3.3

0.0

0.51.0

1.52.0

2.53.0

3.54.0

4.5

Color Aroma Taste Mouth Feel After Taste Over AllRanking

Sensory Evaluation Resultsfor Haleeb versus Olpers & Milkpak

Haleeb

Olpers

Milkpak

AVG RATING

Rating criteria:Excellent 5Good 4Fair 3Acceptable 2Rejected 1

Object 8

Types of packing

TBATBA stands for Tetra Brick Aseptic, its mean the packing in which Haleeb preserve

its products 100% safe from germs. It has many layers that prevent the harmful rays and

germs to enter in the product.

TFATFA stands for tetra fino aseptic, it also preserves the products but it is less costly

than TBA. It is in pouch form.

CLT

Central located testing; in CLT I do comparison of Haleeb milk with Olper and Milkpak.

Make conclusion which product is best. It is internal test of products.

Procedure of CLT

In CLT I take 3 milk Haleeb, Olpers and Milkpak put into jug and give it to

respondent for taste and ask them for rating according to scale mention. At the end through

average and graphical representation conclude which milk is best.

Total Result of CLTHaleeb drinking results with Olpers & Milkpak

Products Color AromaTast

e Mouth Feel

After Taste

Over All Ranking

Haleeb 4.1 3.4 3.9 3.7 3.6 3.7

Olpers 3.1 2.8 2.7 2.4 2.7 2.7

Milkpak 3.3 3.4 3.4 3.3 3.2 3.3


Object 8

TeaMax new versus TeaMax old & Tarang

ProductsColo

rArom

aTast

e Mouth Feel

After Taste

Over All Ranking

Tarang 3.9 3.5 3.2 3.1 2.9 3.3TeaMax

Old 2.9 2.7 2.4 2.0 2.1 2.4TeaMax

New 3.3 3.0 2.4 2.6 2.3 2.7

3.9

2.93.3

3.5

2.73.0 3.2

2.42.4

3.1

2.0

2.62.9

2.12.3

3.3

2.42.7

0.0

0.5

1.0

1.5

2.0

2.5

3.0

3.5

4.0

Color Aroma Taste Mouth Feel After Taste Over AllRanking

Sensory Evaluation Results TeaMax new versus TeaMax old & Tarang

Tarang

Teamax Old

Teamax New

AVG RATING

Rating criteria:Excellent 5Good 4Fair 3Acceptable 2Rejected 1

Strategies for Promotion of Products

There are three strategies Haleeb using for the promotion of their products

1. ABL

2. BTL

3. TTL

ABL:

It stands for Above the Line. Its means promotion through print media, electronic

media, magazine etc. Haleeb no of posters, ads and leaflet to promotion of products.

BTL:

It stands for Below the Line. It means promotion through direct retailers by product

display on front, direct promotion activities, stall by Haleeb at different malls, areas, to

promote the products.

TTL:

It stands for Through the Line. It is mix of both ABL and BTL.


Object 8

Product Strategies

Push Strategy:

In this strategy products are sold through the distributor or retailers. Retailers sold

company’s products to the customer by offering it to the customers.

Pull Strategy:

In this strategy customers demand for the products such as he ask for Haleeb.

Every company has a both of strategy Push and Pull at the same time but there is variation

sometime one strategy may higher than other.

Availability Audit

This is the procedure shows that how many shop keepers have company industry’s

products as compare to competitor’s products that.

I checked the availability of UHT, whitener, Beverages, Skimmed, Flavored Milk, Cold

Chain and Butter of Haleeb and Nestle, Good Milk, Olpers, Trang, Shezan, NurPur in the

area of Ichhra, Shama, Ravi Road, Bilal Ganj, Ameer Road, malik Park.

If a shop keeper has any product of any industry I mark it “1” and in case of no product I

mark “0” in other word Available = 1, Not available = 0. After checking availability total all

available and not available and find out the averages of all categories and give them graphical

form.

Availability of UHT as Compare to Competitors

1 H QT 1 H QT 1 H QT 1 H QTHaleeb Nestle Olpers Good Milk

0102030405060708090

100

Not AvailableAvailable


Object 8

Posters Comparison

Haleeb Foods make three types of posters for Haleeb milk one with black and white

background, 2nd with smiley and 3rd is without smiley. To choose the best poster I did market

survey and take the suggestion and opinion of 20 Respondent. The scale that I choose liking

= “1” and disliking = “0”.

Q: which poster is best among these posters?

No. of Responden

t

Black & White

With Smiley

Without Smiley

1 1 0 02 1 0 03 0 1 04 1 0 05 1 0 06 0 1 07 0 0 18 1 0 09 0 0 110 0 1 011 0 1 012 0 0 113 0 1 014 1 0 015 1 0 016 1 0 017 0 1 018 1 0 019 1 0 020 0 1 0

Total 10 7 3


Object 8

Average 50 35 15

Graphical Representation of Poster Comparison

0

10

20

30

40

50

Average of Poster Comparison

Average 50 35 15

Black & White

With SmileyWithout Smiley

Off-Take Study

The purpose of Off-Take study to calculate the daily sales of industry’s products as

compare to the competitor’s products. My Off-Take Study is on Cold Chain of Haleeb and

Nestle. It consists minimum 3 days. In Off-Take we check the opening Stock, Purchases and

closing Stock and find out the sales unit or Off-Take by this Formula OS+Purchses-Closting

Stock = Sales in units

I did the Off-Take of 10 Gourmet outlets (Litton Road, Temple Road, Shaad Maan,

Shama Chowk, Saman Abad, Punch Road, Rustam Pur, Gulshan Ravi, Shaam Nagar, and

Riwaz Garden). 1st I noted the OS of all outlets, 2nd I asked the purchases and CS then apply

the Formula and calculate the Off-Take of that day. The CS of 2nd day becomes the OS of 3rd

day. 3rd day again I asked for Purchases and CS and by applying Formula calculate the Off-

Take. I also calculate the total Off-Take of each outlet and Average of outlets combine and

give them graphical form to easily understand.


Object 8

.

Tea Max Cardamom Intercept

I did the BTL (Below the Line) activity for TeaMax Cardamom in Ichhra and Auriga

Center. The purpose of this BTL activity to aware the people about TeaMax Cardamom and

take the views of people about this brand.

For this purpose I went to Ichhra and Auriga and give the tea for tasting and take their views

of 313 respondents of which 69% are females and 31% males.


0

50

100

No. of SKU

Average Off-Take of All Gourmet

Haleeb Nestle

Haleeb 20 29 25 46

Nestle 80 71 75 54

250ml 450ml 250ml 450ml

Day 2 Day 3

Object 8


Object 8

Averages of TeaMax Intercept of Ichhra and Auriga

For The Date of 14th-15th June, 2010

Averages

Females

Males Excellen

tGood

Average

Rejected

69 31 21 51 27 1

21

51

27

10

20

40

60

Excelent Good Average Rejected

Average Result of TeaMax Intercept of Ichhra and Auriga

Develop an Urdu Questionnaire for Tele Marketing

I make an Urdu questionnaire for Tele Marketing of Haleeb Milk, Dairy Queen and

Beverages. To give the awareness of these brands and to assure to the people that now Haleeb

is providing best quality of their products. I choose the All Areas of Pakistan for Haleeb, and

Defence and Ichhra for Dairy Queen and Beverages. This Questionnaire helps marketing dept

to know the consumer insight. This questionnaire is conduct by me and marketing

coordinator Nagina. I also interpret the data that is collected through Tele Marketing.


Interpretation of Avg Result of Tele Marketing for Haleeb

45

25

100

80

20

Haleeb Milkpak Olpers Good milk Packed Milk Consumption Non Users

Object 8

Interpretation of Data Telemarketing of HaleebJune 16th, 2010

Sr.#

UHTPacked Milk

ConsumptionNon

UsersHaleeb

Milkpak

Olpers

Good

Milk1 1 1 2 13 14 15 1 1 6 1 1 7 1 1 8 1 1 9 1 1

10 1 1 11 1 1 12 1 1 13 1 1 14 1 1 15 1 1 16 1 1 17 1 1 18 119 1 1 20 1 1

Total 9 5 2 0 16 4

Interpretation of Avg Result of Tele Marketing for Haleeb

Averages

Haleeb

Milkpak

Olpers

Good

milk

Packed Milk Consumption

Non User

s45 25 10 0 80 20


Object 8

Guide the Students

I also guide the student who comes for there report. It’s my duty to give the

information about the company and their required information.

Develop a Questionnaire for Consumer and Retailer

I make a questionnaire for consumer as well as retailer to achieve the specific

objective for the Haleeb. This questionnaire will help to know the views of people about the

products.

COSTUMER & CONSUMER BASED QUESTIONS

Objectives

Purpose of this questionnaire is to collect maximum information from the people on

needs and demands of customers.

1. Identify consumer’s needs

2. Brand awareness and recognition

3. Increase efficiency of our brand

4. Availability of brand

5. Milk consumption

6. Check Familiarity of the brand


Object 8

CUSTOMER & CONSUMER BASED QUESTIONS

Purpose of this questionnaire is to collect maximum information from the consumers to

know their needs and demands.

1. Which milk do you consume daily?

Packaged milk

Loose milk

2. What comes in your mind when you think of the word Packaged Milk?

Totally safe

Premium quality

Healthy

Other

Specify________________

3. Which one of these brands do you prefer the most?

Olpers

Haleeb

Nestle

Good milk

4. How would u like to consume the packed milk?

Tea making

Making Sweets

Drinking

5. What are the reasons behind using packaged milk?

Creaminess

Nutrition & thickness

Richness

Health concern


Object 8

6. What matters the most when purchasing packaged milk?

information availability

Packaging

Price

Taste

Convenience

Flavor

Advertising

Ingredients

Others........

7. If I ask about packaged milk then which brand first comes in your mind?

Olpers

Haleeb

Nestle

Good milk

8. Are you able to identify Haleeb on shelves in large stores?

Yes

No


Object 8

Retailer based Questionnaires

Purpose of this questionnaire is to collect maximum information from the retailers to


Supply problem

Interest level in company schemes

Expiry problem

Delivery problem

Word of mouth about Haleeb Foods

Limited

Sale scale of brand

Relation between retailer and distributor


Object 8

Retailer based Questionnaires

Purpose of this questionnaire is to collect maximum information from the retailers to


1. Do you face the supply problem from Haleeb Foods Limited?

Yes

No

(If yes then specify your problem)

________________________________________________________________

___________________________________________________________________________

2. Did you ever face any problem in order booking & delivery?

Yes

No

3. Did you face problem in stock return?

Yes

No

4. If yes then what is your problem?

_____________________________________________________________________

_____________________________________________________________________

5. What do you think about Haleeb Foods Limited products?

Excellent

Good

Average

Bad

Some thing else (plz specify)


Object 8

__________________________________________________________

6. Which brand got maximum sale?

Olpers

Haleeb

Nestle

Good milk

7. Which brand is most demanded by the customer?

Olpers

Haleeb

Nestle

Good milk

8. Which company gives you the maximum schemes?

Olpers

Haleeb

Nestle

Good milk

9. Are you happy with Haleeb Foods Limited distributors?

Yes

No


Object 8

DMS

I learn how to work in DMS. Its mean Distribution Management System. The basic

objective of DMS is Monitor the Distribution Secondary Sales record & sale man activity like

sale, replace return and target. To enter the Data in DMS there are different code for each

product to avoid the mistakes. This is online web application system.

http://dms.haleebfoods.com

ACTIVITIES FOR DEO AT DISTRIBUTOR

DEO(Data Entry Officer) perform the following tasks. I also perform these tasks in DMS.

Day Opening 1 time activity

Dispatch Receive when stock receive

Stock Issue on daily basis

Stock Return on daily basis

Replacement Detail on daily basis

Sale Invoice on daily basis

Salesman Settlement on daily basis

Warehouse Damages on daily basis (not necessary)

Day Closing 1 time activity

Reports on daily basis

Market Survey of Haleeb

I make a Questionnaire for Haleeb that based on consumer and retailer, with the help

of that questionnaire I make survey and give suggestion and useful data that is beneficent for

Haleeb. Conclusions are shown below


Object 8

Olper's Haleeb Nestle Good Milk0%5%

10%15%20%25%30%35%40%

Brand Demand

Olper'sHaleeb

NestleGood Milk

0%5%

10%15%20%25%30%35%40%45%

Maximum Sale

Daizy Intercept

Intercept mean convince the people to purchase our products by telling them the

USP(Unique Selling Proposition) of products.

I went to three places, PIA, Wapda Town and Iqbal town for Intercept purpose in Cakes &

Bakes Bakers and Sweet and Salt. In intercept format there are two things to understand 1 st is

“Pitch” its mean how many people came there for purchase yogurt 2nd is “Productive” its

mean how many people convince to purchase Daizy yogurt.


Object 8

Results

LHR Consolidated Intercept Report For Daizy Intercept conducted from 28th-30th June 2010

InterceptPurchase of Daizy Packs

Competition/Packs

Daizy

Total

sales

Nestle

Yogurt

Daizy Conversio

n Rate

Pitch

Productive

450g

200g

450g 200g

Total

Pack Sale

s

Total Pack Sales

Cakes & Bakes PIA 25 12 10 2 9 4 12 13 48%Cakes & Bakes Wapda

Town25 13 9 4 7 2 13 9 52%

Sweet & Salt Iqbal Town 25 16 13 3 8 1 16 9 64%

Total 75 41 32 9 24 7 41 31 55%

Graphical Representation

0

5

10

15

20

25

Pitch Productive 450g 200g 450g 200g Total PackSales

Total PackSales

Intercept Purchase of DaizyPacks

Competition/Packs DaizyTotalsales

NestleYogurt

DaizyConversion

Rate

Cakes & Bakes PIA Cakes & Bakes Wapda Town Sweet & Salt Iqbal Town


Object 8

Order Booking and Reports

I worked on Oracle software that is used for order booking to dispatch the orders.

Order booking start from the payments. All payments received in 100% advance. Banks are

responsible for payment because banks receive payments and inform to the dep’t. Each

distributor has a code that is allotted by Haleeb for identity. Payments vouchers are also

issued to distributor from Haleeb.


Object 8

Financial Analysis


Object 8

Profit & Loss Account


Object 8

PROFIT AND LOSS Rs.000'

Note 2010 2009 2008 2007 2006

Raw Milk LPD 166,253 262,900 579,186 654,451 702,723

Sales LPD 275,478 288,654 526,639 617,517 682,947

Sale - Gross5,268,80

3 5,654,942 9,321,44

2 9,568,56

6 9,201,50

4

Less Direct Selling Expenses 74,690 162,141 312,192 251,344 243,291

SALES - Net 5,194,11

2 5,492,801 9,009,25

0 9,317,22

2 8,958,21

3

COST OF SALES 5,178,51

7 5,733,883 8,015,23

7 8,129,49

5 7,816,52

0

GROSS PROFIT/(LOSS) 15,596 (241,082) 994,013 1,187,72

7 1,141,69

3

ADMINISTRATIVE EXPENSES 169,021 200,755 191,813 170,866 174,464

SELLING EXPENSES 457,053 1,040,213 883,685 607,184 390,982

626,074 1,240,968 1,075,49

8 778,050 565,446

OPERATING PROFIT/(LOSS) (610,478)(1,482,050

) (81,485) 409,677 576,247

OTHER INCOME 27,854 21,585 12,639 6,261 10,441

(582,624)(1,460,465

) (68,846) 415,938 586,688

OTHER CHARGES

Financial - net 297,279 345,420 144,308 79,928 27,378

Miscellaneous 22,705 199,222 6,434 4,780 9,964

WPPF 0 0 0 16,562 27,467

Workers' welfare Fund 0 0 147 6,501 5,273

319,984 544,642 150,889 107,771 70,082

NET PROFIT/(LOSS) (902,609)(2,005,107

)(219,735

) 308,167 516,606

PROFIT/(LOSS) BEFORE TAXATION (902,609)(2,005,107

)(219,735

) 308,167 516,606

PROVISION FOR TAXATION

- Current 30,152 6,568 44,106 62,298 99,779

- Deferred 0 (678,702)(131,728

) 47,595 148,168

30,152 (672,134) (87,622) 109,893 247,947

PROFIT/(LOSS) AFTER TAXATION (932,761)(1,332,973

)(132,113

) 198,274 268,659


Object 8

Balance Sheet


Object 8

BALANCE SHEETRs.000'

LIABILITIES 2010 2009 2008 2007 2006

EQUITY AND LIABILITIESSHARE CAPITAL AND RESERVES

Authorised capital

25,000,000 ordinary

shares of Rs.10 each 250,000 250,000 250,000 250,000 250,000

Issued, subscribed and

paid-up capital 137,280 137,280 137,280 137,280 137,280

General reserve 275,000 275,000 275,000 275,000 275,000

Accumulated (loss) /

unappropriated profit(1,091,71

5)(359,540

) 865,9851,025,55

4 854,736

Shareholders' equity (679,435) 52,740 1,278,26

5 1,437,83

4 1,267,01

6

SURPLUS ON REVALUATIONOF OPERATING FIXED

ASSETS 1,376,672 1,577,25

9 0 0 0

NON-CURRENT LIABILITIES

Long term finances 2,030,820 515,658 498,100 147,500 0

Liabilities against assets

subject to finance lease 398,652 340,786 269,548 257,030 154,787

Suppliers Credit 0 0 0 0 0

Advance against Ijarah 0 0 44,249 0 0

Loan from Mega and IMC 250,000 0 0 0 0

Deferred Staff Grauity 0 0 0 0 0

Deferred taxation 344,489 344,489 199,458 331,186 283,591


Object 8

Total Non-Current Liabilities 3,023,961 1,200,93

3 1,011,35

5 735,716 438,378

CURRENT LIABILITIES

Trade and other payables 1,708,653 1,300,52

9 809,140 696,778 698,074

Accrued profit 87,325 76,819 19,478 4,914 1,086

Short term borrowings 178,806 1,367,82

4 1,129,26

2 100,000 0

Taxation 0 0 0 0 0

workers walfare fund 0 0 0 0 5,134

Current portion of long term liabilities 0 339,116 337,230 324,822 168,264

Total Current Liabilities1,974,784

3,084,288

2,295,110

1,126,514

872,558

5,695,982 5,915,22

0 4,584,73

0 3,300,06

4 2,577,95

2

ASSETSNON-CURRENT ASSETS

Property, plant and

equipment 4,488,657 4,831,04

2 2,200,24

5 2,017,42

9 1,797,55

6

Long term deposits 0 4,053 4,159 0 0

Long term loan 53,712 49,659 49,659 3,622 7,830

Loans to employees 0 10 1,199 3,374 0

Total Non Current Assets 4,542,369 4,884,76

4 2,255,26

2 2,024,42

5 1,805,38

6 CURRENT ASSETS

Stores, spares and tools 156,790 138,812 133,231 102,594 107,070


Object 8

Stock-in-trade 381,381 448,444 826,479 526,787 388,807

Trade debts 155,527 155,068 953,503 196,708 43,634

Loans and advances 0 33,615 50,826 0 0 Trade deposits and

short term prepayments 0 29,442 48,819 0 0

Other receivables 412,153 5,319 6,484 291,688 153,706 Tax refunds due from

the Government 0 179,067 173,455 0 0 Cash and bank balances 47,762 40,689 136,671 157,862 79,349

Total Current Assets 1,153,614 1,030,45

6 2,329,46

8 1,275,63

9 772,566

Total 5,695,982 5,915,22

0 4,584,73

0 3,300,06

4 2,577,95

2

Vertical Analysis


Object 8

Vertical Analysis P & L Account

2010 2009 2008 2007 2006SALES - Net 100% 100% 100% 100% 100%COST OF SALES 100% 104% 89% 87% 87%GROSS PROFIT/(LOSS) 0% -4% 11% 13% 13%

ADMINISTRATIVE EXPENSES 3% 4% 2% 2% 2%SELLING EXPENSES 9% 19% 10% 7% 4%

OPERATING PROFIT/(LOSS) -12% -27% -1% 4% 6%

OTHER INCOME 0.5% 0.4% 0.1% 0.1% 0.1%-11.2% -26.6% -0.8% 4.5% 6.5%

OTHER CHARGESFinancial - net 5.7% 6.3% 1.6% 0.9% 0.3%Miscellaneous 0.4% 3.6% 0.1% 0.1% 0.1%WPPF 0.0% 0.0% 0.0% 0.2% 0.3%Workers' welfare Fund 0.0% 0.0% 0.0% 0.1% 0.1%

6% 10% 2% 1% 1%NET PROFIT/(LOSS) -17% -37% -2% 3% 6%

PROFIT/(LOSS) BEFORE -17% -37% -2% 3% 6%


Object 8

TAXATIONPROVISION FOR TAXATION

- Current 1% 0% 0% 1% 1%- Deferred 0% -12% -1% 1% 2%

1% -12% -1% 1% 3%PROFIT/(LOSS) AFTER TAXATION -18% -24% -1% 2% 3%

Vertical Analsys of Balance Sheet

2010 2009 2008 2007 2006LIABILITIES


Authorised capital

25,000,000 Ordinary Shares of Rs.10each4% 4% 5% 8% 10%

Issued, subscribed and Paid-Up Capital 2% 2% 3% 4% 5%

General reserve 5% 5% 6% 8% 11%

Accumulated (loss) / Unapproproated Profit -19% -6% 19% 31% 33%

Shareholders' equity -12% 1% 28% 44% 49%

SURPLUS ON REVALUATION OF OPERATONG FIXED ASSETS 24% 27% 0% 0% 0%

NON-CURRENT LIABILITIESLong term finances 36% 9% 11% 4% 0%



Object 8

subject to finance lease 7% 6% 6% 8% 6%

Suppliers Credit 0% 0% 0% 0% 0%

Advance against Ijarah 0% 0% 1% 0% 0%

Loan from Mega and IMC 4% 0% 0% 0% 0%

Deferred staff grauity 0% 0% 0% 0% 0%

Deferred taxation 6% 6% 4% 10% 11%Total Non-Current Liabilities 53% 20% 22% 22% 17%

CURRENT LIABILITIESTrade and other payables 30% 22% 18% 21% 27%

Accrued profit 2% 1% 0% 0% 0%

Short term borrowings 3% 23% 25% 3% 0%

Taxation 0% 0% 0% 0% 0%

Workers Welfare Fund 0% 0% 0% 0% 0.2%

Current portion of long term liabilities

0% 6% 7% 10% 7%Total Current Liabilities 35% 52% 50% 34% 34%

Total 100%100

% 100% 100%100

%

ASSETSNON-CURRENT ASSETS

Property, Plant and Equipment79% 82% 48% 61% 70%

Long term deposits 0.0% 0.1% 0.1% 0.0% 0.0%Long term loan 1% 1% 1% 0% 0%

Loans to employees 0% 0%0.03

%0.10

% 0%Total Non-Current Assets 80% 83% 49% 61% 70%

CURRENT ASSETSStores, spares and tools 3% 2% 3% 3% 4%


Object 8

Stock-in-trade 7% 8% 18% 16% 15%Trade debts 3% 3% 21% 6% 2%Loans and advances 0% 1% 1% 0% 0%Trade deposits and short term prepayments

0% 0.5% 1.1% 0% 0%

Other receivables 0.1 0.0 0.0 0.1 0.1

Tax refunds due from the Govt.

0% 3% 4% 0% 0%Cash and bank balances 1% 1% 3% 5% 3%Total Current Assets 20% 17% 51% 39% 30%

Total 100%100

% 100% 100%100

%

Horizontal Analysis


Object 8

Horizontal Analysis P & L Account

2010 2009 2008 2007 2006SALES - Net 58% 61% 101% 104% 100%COST OF SALES 66% 73% 103% 104% 100%GROSS PROFIT/(LOSS) 1% -21% 87% 104% 100%

ADMINISTRATIVE EXPENSES 97% 115% 110% 98% 100%SELLING EXPENSES 117% 266% 226% 155% 100%

111% 219% 190% 138% 100%OPERATING PROFIT/(LOSS) -106% -257% -14% 71% 100%

OTHER INCOME 267% 207% 121% 60% 100%-99% -249% -12% 71% 100%

OTHER CHARGESFinancial - net 1086% 1262% 527% 292% 100%Miscellaneous 228% 1999% 65% 48% 100%WPPF 0% 0% 0% 60% 100%Workers' welfare Fund 0% 0% 3% 123% 100%

457% 777% 215% 154% 100%NET PROFIT/(LOSS) -175% -388% -43% 60% 100%

PROFIT/(LOSS) BEFORE TAXATION -175% -388% -43% 60% 100%

PROVISION FOR


Object 8

TAXATION - Current 30% 7% 44% 62% 100%- Deferred 0% -458% -89% 32% 100%

12% -271% -35% 44% 100%PROFIT/(LOSS) AFTER TAXATION -347% -496% -49% 74% 100%

Horizontal Analysis of Balance Sheet

LIABILITIES 2010 2009 2008 2007 2006


Authorised capital

25,000,000 Ordinary Shares of Rs.10each

100% 100% 100%100

%100

%

Issued, subscribed and Paid-Up Capital

100% 100% 100%100

%100%

General reserve 100% 100% 100%100

%100

%

Accumulated (loss) / Unapproproated Profit

-128% -42% 101%120

%100

%

Shareholders' equity -54% 4% 101%113

%100

%

SURPLUS ON REVALUATION OF OPERATONG FIXED ASSETS 87% 100%

NON-CURRENT LIABILITIES


Object 8

Long term finances 1377% 350% 338%100

%


subject to finance lease 258% 220% 174%166

%100

%

Advance against Ijarah 100%

Loan from Mega and IMC 100%

Deferred taxation 121% 121% 70%117

%100

%

690% 274% 231%168

%100

%

CURRENT LIABILITIES

Trade and other payables 245% 186% 116%100

%100

%

Accrued profit 8041%7074

%1794

%452

%100

%

Short term borrowings 179%1368

%1129

%100

%

Workers Walfare Fund 0% 0% 0% 0%100

%

Current portion of long term liabilities

0% 202% 200%193

%100

%

226% 353% 263%129

%100

%

Total 221% 229% 178%128

%100

%ASSETS

NON-CURRENT ASSETS

Property, Plant and Equipment250% 269% 122%

112%

100%


Object 8

Long term deposits 97% 100%

Long term loan 686% 634% 634% 46%100

%

Loans to employees 0% 36%100

%

252% 271% 125%112

%100

%CURRENT ASSETS

Stores, spares and tools 146% 130% 124% 96%100

%

Stock-in-trade 98% 115% 213%135

%100

%

Trade debts 356% 355%2185

%451

%100

%Loans and advances 66% 100%

Trade deposits and short term prepayments

60% 100%

Other receivables 268% 3% 4%190

%100

%

Tax refunds due from the Govt. 103% 100%

Cash and bank balances 60% 51% 172%199

%100

%

Total 149% 133% 302%165

%100

%


Object 8

Ratio Analysis

Ratio Analysis P & L Account

2010 2009 2008 2007 2006

Gross Profit Ratio 0.30% -4.39% 11.03% 12.75% 12.74%Operating Profit / (Loss) Ratio

-11.75% -26.98% -0.90% 4.40% 6.43%

Net Profit Ratio- before tax-

17.38% -36.50% -2.44% 3.31% 5.77%

Interest Coverage Ratio 0 0 0 4.86

19.87


Object 8

Ratio Analysis Balance Sheet

2010 2009 2008 2007 2006

Current Ratio

0.58

0.33 1

.01

1.13 0.

89

Debt Equity

(3.84)

48.60 1

.75

0.58 0.

25 Sales Debtors Turnover days

10.91

36.83

23.30

4.71

1.63

Inventory Turnover in days

29.24

40.58 30

.81 2

0.55 20.

11

Store Turnover in days

10.42

8.66 5

.37

4.71 3.

70

Sales Debtors Turnover

33.45

9.91 15

.67 7

7.53 224.

51

Inventory Turnover

12.48

8.99 11

.85 1

7.76 18.

15

Store Turnover

35.04

42.15 67

.98 7

7.55 98.

58

Graphical Representation of Ratio Analysis


Object 8

May, 2010

2009 2008 2007 2006 2005 2004 2003 2002 20010

400,000

800,000

1,200,000

1,600,000

2,000,000

2,400,000

2,800,000

Short Term Finances

Long Term Finances

Total

Long Term & Short Term Fince

Year

Ru

pp

es

(0

00

)

May, 2010

2009 2008 2007 2006 2005 2004 2003 2002 2001

-45.00%

-35.00%

-25.00%

-15.00%

-5.00%

5.00%

15.00%

25.00%

35.00%

45.00%

0

10

20

30

40

50

60

70

80

Gross Profit %

Operating Profit %

Interest Coverage Interest Coverage Interest Coverage Interest Coverage

Interest Coverage

Interest Coverage

Interest Coverage

Profit and Loss Analysis

Years

%a

ge

to

Sa

les


Object 8

May, 2010

2009 2008 2007 2006 2005 2004 2003 2002 2001 (0.00)

0.20

0.40

0.60

0.80

1.00

1.20

(10)

-

10

20

30

40

50

60 Current Ratio

Debt Equity

Debt Equity










Inventory Turnover

Balance Sheet Analysis

Years

Ratio

s

Day s


Object 8

SWOT/PEST Analysis

PEST Analysis

Political Environment


Object 8

The political arena affects the industries of any country. If the political environment is

stable then it is beneficial for any industry because stable political environment follows the

regularity of the policies for any industry. Unfortunately in Pakistan, political environment

was not sustainable which causes a bad effect on almost all the industries.

As Haleeb is Pakistani national brand and it belongs to Pakistan so it can not be saved

from the political changes in the external environment. Political changes are directly linked

with the national level strategies which directly affect the business sector seriously.

Currently Pakistan suffers from considerable political uncertainty as the tenuous governance

structure put in place by President Zardari has come under strain. Moreover, among ordinary

Pakistanis, criticism of the army — typically among the most respected institutions in the

country — and its role in governance has become much more common..

The current political situation is not in a normal mode. Any thing can be happened

any time. The government is totally disturbed from the SWAT operation. This has almost

disturbed the northern side of the country. This has direct impact on the business. The

terrorists are the biggest issues with Pakistani existence and survival.

Impact of Political Environment on HFL

Tetra Pak is the main supplier of the milk packaging machines. These machines used

for product refilling after batch preparation. Tetra Pak deliver the machines on its own term

and condition for example packaging paper used on these machine supplied by Tetra pak and

in case of any damage spare parts of machines no local parts used except Tetra pak

replacement, secondly Tetra charge own rates for machines maintenance or breakdown of

machines. In other words Tetra Pak exerts undue power over these foods industries.

The reason behind that Tetra have strong links with our Government and when any

other outsider wants to enter in Pakistani market they create various types of hurdle and

mostly companies wind up the same type of business in last years.

Political Environment is also play an important role on foods business. Sometime a

small foods unit obtains the loan from banks or other financial institute due to own resources

and on the other hand large foods business not avail same facility due to less politically

relations.

Economical Environment

Most considerable point for any industry is the economic condition of the country. If a

country is economically strong then there are chances of growth in each sector.


Object 8

Pakistan is a developing country and progressing continuously. The economic condition is

much better now as compare to the previous years. In the past foreign companies were afraid

to invest in Pakistan but now the situation is totally change. Many countries are investing in

different sectors and playing good role in our economy. The GDP of the Pakistan has

increased and rising up with the time.

Impact of Economic Environment on HFL

The inflation is very high. It directly disturbs the customer purchasing power. The

packaging milk as a human necessity is getting expensive and customers always look for low

rate available in loose shape on shops. In this situation Haleeb Foods has to work on the best

marketing mix.

Due to this reason, there is great change and development in HFL. Foods industry is much

more efficient now days as many firms are entering into this business. New companies like

gourmet, Engro and shakarganj milk are the example of this growth which will raise our GDP

more.

Social Environment

Social trends and the demographics are the key elements that are taken in

consideration to do business in any country. Each country has different culture and trend

basing on their norms and values.

Haleeb is well aware of the cultural trends as well as of the international market. This

awareness makes the management to be vigilant in presenting the best product to the

customers. The management of Haleeb Foods better understand and at that time they have

become the tend setters of consumer milk industry.

In milk packaging industry taste & quality parameters are changing day by day rapidly and if

you don’t keep up your pace with this rapid transition you will lag behind.

Now a day’s people are becoming more status conscious so they prefer and demand for good

taste and quality which fulfill their daily requirements. People today want good quality

products which are best vale for money.

Technological Environments

The modern technology has changed the way people think as well as the way people

live. One may say that technology has a direct impact on our lifestyle. Haleeb has employed


Object 8

the best state of the art technology in their marketing network. This is because of the

dedication to satisfy the end customer.

This is happened keeping in view the other competitors of Haleeb. The management think

that they should be always be ahead in all field even they are using technology better than

their competitors.

Technology is the best weapon to win the war of competition in these days. Those who have

outdated technology are out of the competition. In packaging milk industry majority of

companies not adopt the quality standards and formulate the products with scrapped

machines. In Pakistani Foods industry usage of new technology is very low because people

prefer to buy cheap packet milk. The budget allocation for research and development in

Foods business of Pakistan is maximum 5%. Due to low usage of technology in this industry

technological change rate is 0%.

SWOT Analysis


Object 8

To derive the situational analysis of Haleeb Foods the SWOT analysis is being employed.

This situational analysis model is most reliable among the scholars of management. It simple

shows the competitive advantages which the organization has on its rivals as well as the areas

in which the organization lacks.

SWOT Analysis is a strategic planning method used to evaluate the Strengths,

Weaknesses, Opportunities, and Threats involved in a business venture. It involves specifying

the objective of the business venture or project and identifying the internal and external

factors that are favorable and unfavorable to achieving that objective.

SWOT GRID

Strength Weakness

Opportunity Threats

Strength:

No 1 dairy company.

Growing Sales and profits.

Major shareholder in the food industry of Pakistan.

Efficient Distribution networks through out the country.

Quality Products

Environment Friendly.

Socially Responsible Company

Haleeb Food's products enjoy strong brand image and market pull.


Object 8

Innovative and constantly growing product line.

Sales force is the major resource strength in terms of physical resources of the

company.

Marketing strategies established by the company are innovative.

Financial, marketing and sales strategies are formulated by gauging the customer

demands.

Periodic research carried out to judge market trends.

Highly sophisticated plant and equipment.

Qualified work force.

Focus on research and development.

First and the only dairy company in Pakistan to get ISO 9002 certification

WEAKNESSES:

Relatively a small and local company in comparison to its rivals.

Dependence on 3rd party for supply of milk.

No credit sales.

Low sales margins due to highly value added products.

They cannot launch many of its expensive international brands due to the lower

income groups.

Selective investment due to uncertain economic and political conditions.

Feasibility of new products needs to be analyzed, e.g. Candia Drinking Yogurt was

launched some years back but it failed because no customer demand exists.

The packing line installed for N'Rish has a higher capacity than the actual demand of

the product, resulting in higher overhead costs for the product.

Inadequate marketing.


Object 8

Low promotional activities.

Comparatively weak distribution system.

OPPORTUNITIES:

Pakistan is the seventh largest producer of milk in the world with annual output of

over 22 billion liters.

There are substantial growth opportunities considering the average yield of Pakistani

animals at only 1,100 liters/annum as compared to 6,000 liters/annum for animals in

Europe and USA. There are nearly 20 million milk producing animals in the country,

mostly in Punjab (80%).

The overall milk market in Pakistan is 20 billion liters, out of which processed milk

contributes only 3 million liters. Haleeb Foods along with other processed milk

business contribute only 2% to this large market.

Haleeb Foods' has expanded its product range by launching milk in Tetra Fino

Packaging.

Credit policy can be adopted to increase sales.

HFL can export to others countries.

CDL has been changed to HFL, so this change in name can help them to attract

foreign customers.

HFL can go for related diversifications by producing pure juices and flavored yogurt.

HFL can go for joint venture with other companies to attract the market share.

Entering in to the market of baby cereals, which will help them in increasing their

revenue.

THREATS:


Object 8

Competition with Nestle, Engro Foods.

Effect of Seasonality upon sales.

Dependency on contractors for supply of milk.

Price fluctuations due to rupee devaluation as raw material are imported.

The uncertainty of economic conditions poses a great threat.

The present economic crisis in the world, led to the withdrawal of foreign

management from the company and the investment has come to a halt.

Price sensitive people.

Milk man (Gawalas) providing non branded milk in homes.


Object 8

Suggestions for HFL

Suggestions

Haleeb Foods Limited should also allocate a healthy budget for the advertising

of its products.


Object 8

HR Department of HFL should introduce HRIS to increase the efficiency of the

company.

The co-operation among the different departments of HFL should also improve it will

lessen the bureaucratic cost and increase the efficiency of the company.

The activities like customer satisfaction day should be performed on regular basis so

the company should know about the feedback of the customers regarding the products

and image of the company.

The shopkeeper complains that HFL don’t provide replacement to the expired

products so they should provide proper replacements to the shopkeepers to enhance

the image of the company.

Haleeb Foods Limited should improve its distribution system specially the retailers

are not happy with distribution of Haleeb Milk.


Object 8

Conclusion


Object 8

Conclusion

This internship proved to be very helpful for me. I got a lot of knowledge and also the

practical aspect of life. It was my first experience, which was obviously very tough, but it

will be very beneficial for in my coming future.

As a whole HFL is a good organization to work in but there are certain departments

that need improvements. It is surviving in the FMCG’s sector with some strengths and

weaknesses. I am of the view that if the management of HFL wants to show the same results

in the future that it should have to take some decisions before time, because in the 21st

century only those organizations can survive who are utilizing all their resources efficiently

and effectively.


Object 8

Appendix


Object 8

Letter of Nomination


Object 8

Letter of Internship Completion


Object 8

All Other Valueable Documents
