iftikhar mirza

2010INTERNSHIP REPORT of NH Group International

Internship Report

Submitted by: Muhammad iftikhar mirza BB-07-68

BBA (hons) morning2007-11

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Page No.

1 Introduction……………………………………………………….. 07

2 Objective of Studying the organization ……………………….09

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3 Overview of the organization…………………………………… 11

o Brief History ………………………………………………. 11o Nature of the organization ……………………………… 11o Business Volume …………………………………………. 13o Profile of employees……………………………………… 15

o Product Lines ……………………………………………... 21

4 Organizational Structure ………………………………………… 17o Main Offices………………...…………………………….. 17o Marketing Operation……………………………………… 19

5 Structure of the Marketing Department

o Number of employee working in The Marketing Department……………………………… 15o Marketing Operation……………………………………… 19

6 Function of the Marketing Department……………………….. 23o Marketing Strategy……………………………………….. 24o Product Planning, Development & Management…….. 24o Pricing Strategy……………………………………………. 25

o Promotional Strategy……………………………………… 26

7 Critical analysis of the theoretical conceptsRelating to practical experience i.e. relate the Theoretical concepts with my practical Experience during your internship with the Marketing Department……………………………………………… 32

o Success and failure of different products Of the organization in the market along with reasons...

32o Major competitors of the organization……………………33o Future prospect of the organization…………………….. 33

8 Short falls / weaknesses of the marketing department………35

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o Critical analysis of the management patternsOf the organization with reference to marketingOperation weak area which needs to be improved……..

35

9 Conclusions & recommendation for improvement……………..40

10 Reference sources used……………………………………………. 4311 Annexes………………………………………………………………. 42

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ACKNOWLEDGEMENT

All the praise is for Allah, the most merciful and beneficent, who blessed me with the knowledge, gave me the courage and allowed me to accomplish this task. I am especially indebted to all my teachers for instilling in me enough knowledge to be able to carry myself efficiently during my internship.

Secondly, I am bound to thank all the staff of NH group. In particular I am grateful to Mr. Aftab Ahmed Sheikh (Product Manager), Mr. Abdul Sattar, Mr. Saeed akhtar, Mr. Shah rukh, Mr. Shahbaz, Mr. Waheed, and Mr. Mustafa kamal, their inspiring guidance, remarkable suggestions, constant encouragement, keen interest, constructive criticism and friendly discussion helped me to learn and enabled me to complete this report efficiently.

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DEDICATION

I dedicate this report to my parents and friends in recognition of their worth and to my teachers who are the guiding force for me and it is their effort and hard work that showed me the path of success and prosperity which would be there for me for the rest of my life.

My thanks to all those who have generously contributed their theoretical knowledge to this report including my teachers? Without their understanding and support, completion of this work would not have been possible.

I hope people find this report useful and the subject matter adds To their knowledge.

“Keep your dreams alive. Understand to achieve anything requires faith and belief in yourself, vision, hard work, determination, and dedication. Remember all things are possible for those who believe.” - Merlin Olsen

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Introduction

In the past business based on only producing goods & sell them to customers, No business strategies can be make for customer attraction & satisfaction.Now these days business trend has been dramatically changed due to development in means of communication & technology. The World has become “Global Village”. In the sense of Marketing numbers of techniques can be used to attracting / retaining / convincing / satisfying the valuable, loyal customers.The purpose of internship in NH group international is to develop/enhance my technical expertise in relevant field. By appearing as internee in Marketing Department of NH group international I learn about various techniques like

Product Development Product Planning Product Pricing Product Placement Product Promotion Etc

During Internship tenure I visited lower Punjab territories, I also learned about the marketing functions & strategies.

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Objective of Studying the organization

Main objective of studying organization is to enhance technical expertise in the field of marketing. Some are the others objectives are:

To learn about Marketing operation To learn about Marketing Strategies To learn about Pricing Strategies To learn about 4p’s To learn about implementation of marketing tools/techniques as

well as - Advertising- Personal Selling - Public Relation - Sales Promotion

Cotton Wheat & Vegetables

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Brief History

NH group international is a private owned firm that starts its business in 2003, when two Pakistan based foreigners;

MR DR. Naveed Ur rehman belongs to Denmark and

MR Hanif Qureshi who belongs to France

Join together to and start a new pesticide firm named NH group international.Its main base plant is located in UMMAL QUAIN at Dubai.In the year of 2005 two more partners from Karachi join them. They also have joint venture with one of the largest firm in world and the biggest firm of china HEBEI VIAN which has the share of over 70% in the Chinese market.

NAME AND ADDRESS OF THE COMPANY Company is running with three different names in Pakistan

UAQ CHEMICAL INDUSTRIES

NH PESTICIDES GROUP INTERNATIONAL

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HEBEI VIAN PAKISTAN

The main business office is located in Multan, Formation office is located in Karachi

The other regional offices are

Hyderabad

Sakhar

Bahawalpur

Vehari

Sahiwal

Faisalabad

Lahore

Islamabad

NAME OF DIRECTORS

1. DR NAVEED UR REHMAN PRESIDENT & CEO

2. M HANIF QURESHI CHAIRMAN

3. TARIQ PERVEZ DIRECTOR

4. KHALID JAVED DIRECTOR

They have membership of following associationsi) Pakistan Crop Protection Association Lahore ( PCPA )

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Best Chemicals Corporation is registered in the following provinces of Pakistan.

i) Punjab

ii) Sindh

They are also working in Khyber phakhtonkha and Baluchistan but they do not have offices and working properly in these areas. They have plans but the political conditions are the hurdles in progress.

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Nature of the organization

The NH group International is private firm registered that formulate and import chemicals for the agriculture only In case of import they import in pure form and then formulate it on the basis of the local requirement.

Business Volume

Business volume of the Best Chemicals Corporation

Years MRPs Sales Volume Rs.

2006 About 800 million


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Profile of Employees

Sr.No.

Name of Key Employees

Designation

Experience

1 Mr. Mustafa kamal Manager Finance

17 years

2 Major shah rukh Admin Officer

25 Years

3 Mr. Abdul sattarMarketing head

15 Years

4 Mr. Saeed akhtar Marketing head

11 Years

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5 Mr.ShahbazHead Accounts

12 Years

6 Mr. Sajid Ali Production Manager

10 Years

7Mr.Aftab Ahmed sheikh

Product and r&d manager

25 Years

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Organizational Structure

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Chief Executive

Sales Manager Finance/ Accounts Manager

Director Sales & Marketing

Area Manager Admin. Officer


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Sales officer

Territory officer

Area Sales Assistant

Field Officer

Field Officer II

W/H Officer

W/H Officer II


Numbers of employees working in the marketing Department

There are 30 permanent 4 wheeler staff members employing in NH group, it mean these staff is given cars to visit the locations and have 70 two wheeler staff(who got bikes to visit) are working in sales and marketing functions. And at least 45 temporary sales staff performing their duties in the field of sales and marketing during cotton season. Their duties provide best field services to the farmer’s.

Marketing Operation

Marketing operation conducted on NH Group international by procedural way which describe on mentioned below.

Step 1st: Gathering information & marketing demand

Step 2nd: Scanning the marketing environment

Step 3rd: Analyzing consumer market and buyer behaviour

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Step 4th: Analyzing business markets and business buying behaviour

Step 5th: Dealing with competition

Step 6th: Managing product lines

Step 7th: Managing Marketing Channels

Step 8th: Designing marketing Strategies

Step 9th: Managing marketing channels

Step 10th: Managing Retailing, Wholesalers

Step 11th: Managing integrating marketing communication

Step 12th: Managing advertising, sales promotion and public selling

Step 13th: Managing the sales force

Step 14th: Managing direct marketing

Step 15th: Managing Order Placement

Step 16th: Order approval

Step 17th: Invoiced & Delivered to party

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Products Portfolio– NH Group international

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Sr. No.

Product Name Pack Size

Price Rs.

1 Imidacloprid 25 % WP 250 gm 140

2

Acetamiprid 20% SL

(Megamos) 250 ml

130

3 Cypermethrin 10 % EC Ltr 190

4 Deltamethrin 2.5 % EC 750 ml 450

5 Alpha Cyper 05 EC Ltr 230

6 Lambdacyhalothrin 2.5 % E.C. Ltr 190

7 Esfenvalerate 5 % E.C. Ltr 230

8 Profenofos 50 EC (Randas) Ltr 330

9 Cholrpyrifos 40 % EC Ltr 320

10 Buprofezin 25 % WP 1 kg 190

11 Triazophos 40 E.C. Ltr 220

12 Methamidophos 60 % SL Ltr 180

13 Bifenthrin 10% E.C. 500 ml 450

14 Cartap 4 G 09 Kg 270

15 Zabardast Zink 21 % 03 Ltr 230

16 Singhar ( Micronutrient) 500 ml 62

17 Fighter Ltr 616

18 Timer 1.9 EC 400 ml 450


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Function of Marketing Department

Marketing Strategy

A marketing strategy serves as the foundation of a marketing plan. A marketing plan contains a list of specific actions required to successfully implement a specific marketing strategy. An example of marketing strategy is as follows: "Use a low cost product to attract

consumers. Once our organization NH group international, via our low cost product, has established a relationship with consumers, our organization will sell additional, higher-margin products and services that enhance the consumer's interaction with the low-cost product or service."A good marketing strategy should integrate an organization's marketing goals, policies, and action sequences (tactics) into a cohesive whole. The objective of a marketing strategy is to provide a foundation from which a tactical plan is developed. This allows the organization to carry out its mission effectively and efficiently.

NH group International, adopt the following marketing strategies

Cost leadership Product differentiation Market segmentation Deals with the firm's rate of New product development and business model

innovation.

Cost Leadership: NH group international adopt the cost leadership strategy for attracting & retaining customers. A product like “Micronutrient 500 ml” company produce with low cost using quality ingredients likewise Zink Sulfate 20 %Ec, Nitro 2.5 Ec.

Product Differentiation: By using differentiation within products NH group international make a lot of difference with others competitors. E.g. A product “Megamos 250 ml” company make differentiate it with competitors by developing his innovative features like its Labeling , Packaging. Market Segmentation:By segmenting the market NH group international achieving its desired objective. Company segmenting market in new territories like rounding Multan City, Towns Villages. Directly meet with farmers.

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http://en.wikipedia.org/wiki/Marketing_plan

http://en.wikipedia.org/wiki/Business_model

http://en.wikipedia.org/wiki/New_product_development

http://en.wikipedia.org/wiki/Market_segment

http://en.wikipedia.org/wiki/Product_differentiation


Product Planning, Development & Management

Product Planning Product Planning is the ongoing process of identifying and articulating market requirements that define a product’s feature set.They have to continuously work on the formulation of the product, and they are usually very proactive because as passing the time the diseases are also going to strong it by creating resistance against the previous formula so they are doing continuous planning regarding the product. For this purpose they are also conducting research but they do not have proper system to manage this problem. For increasing the sale of their new or running products NH group international their product manager and marketing department set the plans for product regard to: Annual Polices (Likewise Company announced)

“ Umerah Package Scheme ““ Murree Tour Scheme ““Khusbakht Scheme “

“Thai Tour Policy “ “Feasts on Friday” “Motor bikes gifts”

Product ManagementProduct is a function within a company dealing with the day-to-day management and welfare of a product or family of products at all stages of the product lifecycle.In NH group international the product manager MR Aftab Ahmed Sheikh plays a key role in product management with the marketing departmentThe product management function of NH group international is responsible for

o Defining new products and gathering product requirements o Defining product business criteria including o managing costs o Securing internal resources for product team o Translating feature requirements into engineering

specifications o Working across all functions to bring a product to launch

Leading teams to ensure execution towards product objectives

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http://en.wikipedia.org/wiki/Product_lifecycle

http://en.wikipedia.org/wiki/Market_requirement


o Defining supportability requirements

o Promoting the product externally with farmers, retailers, and dealers

o Bringing new products to market o Product differentiation o Product Life Cycle considerations o Product portfolio management

Pricing strategies

There are many ways in which the price of a product can be determined; the following are the foremost strategies that NH group international likes to use.

Competition based pricing NH group international developed competition based prices for the products. The following table define the process in which NH calculate their product price for farmers / dealers in annual bases.

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Pricing Schedule All prices can be withdrwan at any time without any prior notice

Sr.

No.

Insecticides Pack Size

Inv. Pric

e

Special %

age Dis

Special Dis

Net Price W/O GST

Net to

Caravan

with GST 15 %

Special

Farmet

Price

Seasonal

Farmer Price

1 Imidacloprid 25 % WP 250 gm 160 18 29 131 151 170 186

2 Acetamiprid 20% SL (Megamos)

250 ml 195 18 35 160 184 208 226

3 Cypermethrin 10 % EC Ltr 240 18 43 197 226 256 278

4 Deltamethrin 2.5 % EC 750 ml 340 18 61 279 321 362 394

5 Alpha Cyper 05 EC Ltr 224 18 40 184 211 239 260

6 Lambdacyhalothrin 2.5 % E.C. Ltr 236 18 42 194 223 251 274

7 Esfenvalerate 5 % E.C. Ltr 320 18 58 262 302 341 371

8 Profenofos 50 EC (Randas) Ltr 360 18 65 295 339 384 418

9 Cholrpyrifos 40 % EC Ltr 360 18 65 295 339 384 418

10 Buprofezin 25 % WP 1 kg 215 18 39 176 203 229 249

11 Triazophos 40 E.C. Ltr 320 18 58 262 302 341 371

12 Methamidophos 60 % SL Ltr 225 18 41 185 212 240 261

13 Cure 1.8 EC 500 ml 350 18 63 287 330 373 406

14 Bifenthrin 10% E.C. 500 ml 425 18 77 349 401 453 493

http://en.wikipedia.org/wiki/Product_(business)

http://en.wikipedia.org/wiki/Price

http://en.wikipedia.org/wiki/Product_Life_Cycle_Management



Promotional Strategy

Promotion:

Promotion is the means to promote the companies’ product in order to enhance sales. NH group international uses various means to promote its products, promoting a product requires various techniques and tools to enhance and to attract customers to buy the company’s products. NH group not only tries to attract the customers through ads but also to retailers and wholesalers by giving them handsome profit margins. Every possible and effective Medias are used for the promotion of the NH group Products including print, electronic, broadcast and FM radio.

Promotions of NH Products

Personal selling Sales promotion Through gifts and incentives and heavy margins

Personal Selling:

Personal selling or door to door selling means that the sales persons of the company go from door to door where they convince people to buy their products. This mode of selling is not used in the cities but to a limited scale in villages where awareness of NH Products is needed to be created.Area Sales Assistant & Field Officer perform their duties in different territories across the Sindh, Punjab in order to attracting, retaining or satisfying consumers / farmers needs.

Sales Promotion:

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NH group is very active in sales promotion of the NH Products. Sales promotion is the mode of promotion in which the company gives incentives to customers to buy its products like two in the price of one, free extra quantity, buy four get one free, lucky draws, gifts hampers, surprise gifts etc. This mode of activity has generated excellent as far as sales and awareness of BCC Products were concerned NH group produced following incentive scheme for customer attraction.

- Free sampling to dealers- Bonus Packs for consumers- Lucky draw scheme- Etc.

Mass Selling NH group international:

In the mass selling, selling to the public is done through

Advertisement

Publicity

Advertisement:

As advertisement is paid mode of promotion in which the company spends thousands of rupees to create awareness of its products. NH group international uses advertisements mode. This mode consists of using Television, Newspapers, and Radio.

Other Medium of Advertisement

Newspapers

For Products, NH group international advertises in national newspapers constantly. The main aim of advertising in newspapers is to reach theses prospective client who don’t watch or listen to television and radios respectively. But they do not have a good way of or proper plan for giving ads in the news paper that is the negative point.

Radio

NH group international advertises for NH Product on radio channels available in the Pakistan. (FM 88). The mode of radio ads is chosen so

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that those who don’t have access or time to watch T.V. should be able to be aware of NH Products.

Public RelationsPublic relations are the art and science of managing communication between an organization and its key publics to build, manage and sustain its positive image.

Company use marketing public relations (MPR) to convey information about the products they manufacture or services they provide to potential customers to support their direct sales efforts. Typically, they support sales in the short and long term, establishing and burnishing the corporation's branding for a strong, ongoing market. company also use public-relations as a vehicle to reach Large Farmers, seeking favorable sales, and other treatment, and they may use public relations to portray themselves as enlightened employers, in support of human-resources recruiting programs.

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2010

Formulation plant in Karachi

Filling plant in Multan

Dealers

Retailer Consumer

Warehouse at regional offices

Warehouse at regional offices

INTERNSHIP REPORT of NH Group International

Distribution Channels:

The distribution channel of NH group international

The formulation plant is located in Karachi

The filling plant is located in multan

Filling Plant (Multan)

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Relate the theoretical concepts with my practical experience during your internship with the marketing Department.

Success and failure of different products of the organization in the market along with reasons

Succeeding Products of NH group international;

Followings are the marketing leading products during past few years.

1.9 ECEmamectin benzoate

Reasons:- New Chemistry & Formula- Result Oriented (Time taken only 12 Hrs)- Better Quality - Economical Price- Good control - Technical advisory Services to farmers- Timely Delivery- Climate environment (favourable)- Non compete able- Proper advertisement- Trail to the large farmers- Good Sampling Result

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- Free sample trail- Etc.

Failed Products of NH group international:

Followings are the market failures products during past few years.

Alpacyper 5vc

Reasons:- Old chemistry- Poor Results (Time taken at least 72 Hrs)- Satisfactory Quality - High Price- Poor control - Technical advisory Services to farmers (Normal)- Timely Delivery (Normal)- Climate environment (Unfavorable)- Comparable products- Proper advertisement (Null)- Trail to the large farmers (Null)- Etc.

Major Competitors of the organization

More than 75 national & generic companies worked as pesticides distributors in all over the Pakistan. Best Chemicals Corporation has faced below mentioned competitors relate to their territories.

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- Dadajee Corporation - National Insecticides Chemicals Limited (NICL)- Target Zari Markaz - Pak Agro Chemicals - Sona Agro Chemicals - Warble Agro Chemicals (Pvt.) Ltd.- Eva International (Pvt.) Ltd- United Distributors Ltd.- Elixir Chemicals (Pvt.) Ltd- Help Agro Chemicals (Pvt.) Ltd- RB Avari Chemicals (Pvt.) Ltd- Pan Pacific (Pvt.) Ltd- Agri Farm (Pvt.) Ltd- Quality International (Pvt.) Ltd- Green Grow (Pvt.) Ltd- Pak Pansy (Pvt.) Ltd- Semilan (Pvt.) Ltd- Etc.

Future opportunities of the Organization

As we know our country is produced agriculture based products. Major crops are

- Cotton- Wheat- Rice- Sugarcane- Mangos/Orange- Etc

All of the said crops have needs to pesticides chemicals for better production. NH group international is aimed to make “Green Pakistan” By providing better quality & services of the pesticides products. And if we see in the business means they are mostly working in the wheat and the cotton they are not focusing on the horticulture and some other crops. Like sun flower. Sugar cane etc. so this the huge opportunity for the company to work and make the future prospect of the organization is bright.

Short falls / weaknesses of the marketing department

During internship I have found various short falls in marketing department which are describe in below lines.

- Following are the matters for managing the sales team Relevant to sales incentive

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They are not giving good sales incentive to the sales staff

Relevant to sales targetUsually they do not have proper planning to set the sales target. In short they lack coordination with the sales staff.

Relevant to promotionsMarketing department do not conduct proper research about the promotional strategies most of the time they usually wasting the company resources

- Following are the promotional facts -

Improper advertisement NH group international lacks the trained marketing staff and lack the marketing skills their marketing plans are improper.

Non creative adsDue to lack of marketing skills they are usually following the other companies not creating their own creative ads.

Simple promotional activities Low or irregular incentive to dealers High prices of product

- Others Poor time management by sales team Improper decision making Incomplete presentation to farmers Etc

Critical analysis of the management patternsOf the organization with reference to marketingOperation weak area which need to be improved

Management "(from Old French management "the Directing", From Latin Manu agree ("To lead by the hand")

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http://en.wikipedia.org/wiki/Latin

http://en.wikipedia.org/wiki/Old_French


Characterizes the process of leading and directing all or part of an organization, often a business, through the deployment and manipulation of resources (Human, Financial, Material, Intellectual or intangible). Management "The art of getting things done through people."

There are five management functions: o Planning o Organizing o Leading o Coordinating and Controlling

Management is known by some as "Business Administration",

Marketing management Is a business discipline focused on the practical application of marketing techniques and the management of a firm's marketing resources and activities. Marketing managers are often responsible for influencing the level, timing, and composition of customer demand in a manner that will achieve the company's objectives.

Activities and functionsMarketing management therefore encompasses a wide variety of functions and activities, although the marketing department itself may be responsible for only a subset of these. Regardless of the organizational unit of the firm responsible for managing them, marketing management functions and activities include the following:

Marketing research and analysisIn order to make fact-based decisions regarding - Marketing Strategy and design effective, - Cost-efficient implementation programs, NH group international must possess a detailed, objective understanding of their own business and the market in which they operate. In analyzing these issues, the discipline of marketing management often overlaps with the related discipline of strategic planning.Traditionally, marketing analysis was structured into three areas:

1) Customer analysis, 2) Company analysis, and 3) Competitor analysis

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http://en.wikipedia.org/wiki/Competitor_analysis

http://en.wikipedia.org/wiki/Strategic_planning

http://en.wikipedia.org/wiki/Strategic_planning

http://en.wikipedia.org/wiki/Market

http://en.wikipedia.org/wiki/Marketing_strategy

http://en.wikipedia.org/wiki/Demand

http://en.wikipedia.org/wiki/Management

http://en.wikipedia.org/wiki/Marketing

http://en.wikipedia.org/wiki/Business

http://en.wikipedia.org/wiki/Controlling

http://en.wikipedia.org/wiki/Coordination

http://en.wikipedia.org/wiki/Leadership

http://en.wikipedia.org/wiki/Organizing

http://en.wikipedia.org/wiki/Planning

http://en.wikipedia.org/wiki/Human_resources

http://en.wikipedia.org/wiki/Resource

http://en.wikipedia.org/wiki/Business

http://en.wikipedia.org/wiki/Organisation



NH group international should hire professional marketers and conduct a professional research on the regular basis to analyze the customer, its need and its want and the trends prevailing in the customer. Because now a Days all pesticides firm are very proactive to reaching the customer before the competitors. They should understand the behavioral patterns of the people of every target market area and try to cater their needs according to them rather than capturing the wholesale dealers.

The company should do its own analysis, in which fields they are not getting the proper output. They need to focus to find out their weaknesses. Check their position in the market etc.

In Competitor analysis, marketers build detailed profiles of each competitor in the market, focusing especially on their relative competitive strengths and weaknesses using SWOT analysis. Marketing managers will examine each competitor's cost structure, sources of profits, resources and competencies, competitive positioning and product differentiation, degree of vertical integration, historical responses to industry developments, and other factors.

Marketing StrategyOnce the company has obtained an adequate understanding of the customer base and its own competitive position in the industry, marketing managers will be able to make key strategic decisions and develop a marketing strategy designed to maximize the revenues and profits of the firm. The selected strategy may aim for any of a variety of specific objectives, including optimizing short-term unit margins, revenue growth, market share, long-term profitability, or other goals.

To achieve the desired objectives, marketers typically identify one or more target customer segments which they intend to pursue. Customer segments are often selected as targets because they score highly on two dimensions: 1) The segment is attractive to serve because it is large, growing, makes frequent purchases, is not price sensitive (i.e. is willing to pay high prices), or other factors; and 2) The company has the resources and capabilities to compete for the segment's business, can meet their needs better than the competition, and can do so profitably.Ideally, a firm's positioning can be maintained over a long period of time because the company possesses, or can develop, some form of sustainable competitive advantage. The positioning should also be sufficiently relevant to

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http://en.wikipedia.org/wiki/Sustainable_competitive_advantage

http://en.wikipedia.org/wiki/Market_share

http://en.wikipedia.org/wiki/Profits

http://en.wikipedia.org/wiki/Revenues

http://en.wikipedia.org/wiki/Marketing_strategy

http://en.wikipedia.org/wiki/Vertical_integration


http://en.wikipedia.org/wiki/Positioning_(marketing)

http://en.wikipedia.org/wiki/SWOT_analysis


The target segment such that it will drive the purchasing behavior of target customers.

Organizational management and leadership

Marketing management usually requires Leadership of a department or group of professionals engaged in marketing activities. Often, this oversight will extend beyond the company's marketing department itself, requiring the marketing manager to provide cross-functional leadership for various marketing activities. This may require extensive interaction with the human resources department on issues such as Recruiting, Training, Leadership development, Performance appraisals, Compensation, and other topics.

Marketing Operation weak area which needs to be improved

As we have discussed earlier shortfall / weaknesses of the Marketing Department in Best Chemicals Corporation. I think it should be needing to improvement in relate to following matters.

- Effective Decision making style - Effective pricing strategies- Efficient policies making - Better control on sales team- Well organized advertisement scheme- Attractive incentive policies to dealers/customers- Timely Distribution to customer- Better utilization of resources- Etc

PEST Analysis;

Political: In the year 2003 when the company established there was a huge economic boom in our economy. Every type of business was growing with the good rate. As the economic activities going to slow down the competition is going more and more condensed. And the political scenario also creates the lot of hurdles for the company. Like the company was planning to start their business in the Khyber pakhtonkha province but due to the political scenario the company

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http://en.wikipedia.org/wiki/Salary

http://en.wikipedia.org/wiki/Performance_appraisal

http://en.wikipedia.org/wiki/Leadership_development

http://en.wikipedia.org/wiki/Training

http://en.wikipedia.org/wiki/Recruiting

http://en.wikipedia.org/wiki/Human_resources

http://en.wikipedia.org/wiki/Cross-functional_team



postponed its project to launch their plant and regional offices in the province. Like this way many political hurdles create huge problems for the company.

Economic: Economic variation also put impact on the company performance but still company survive its good position and contribute good to the economy of Pakistan. Economic changes like new taxes or government implications has huge impact on the firm like taxes or implications like having the agriculture graduates causes increases in the cost of the firm and its price policy that cause the change in the financial position of the company.

Social: Company accepts social changes very early. The reason behind is that they hired their sales force and marketing force from all the relevant areas which they are targeting. Social changes affecting the company and the changes made by company affecting them by affecting their financial position. But if we see on the side of corporate social responsibility the company is not focusing. Not a single program is running for the welfare of the people. Company must focus on this side. They should make a plan to dispose their waste and try not to harm the environment.

Technology:

If we see on the technological advancement of the firm the firm is far behind and company is not focusing on this side. They should have the online system with in all offices. They do not have the environment control storage facility and our national environment has great variation which affects the formulation of the pesticides. And the lack of environment control storage facility cause damage to the medicine. And if they have online system and coordination between the offices it will increase their performance.

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Conclusions & recommendation for improvement

In my completely study / survey of pesticides market in the lower Punjab & speacially around the multan region.

1) The market behaviour has been tremendously changed from credit to cash basis.

2) Due to large number of multinational, national & generic companies a perfect competition is available in the market.

3) Buyers (Dealers & Farmers) are fully aware about the product, function & prices due to competition of the market.

4) Company has its marksting plan but it is not upto thr mark.

Recommendation

It is highly recommended to capture the market by reducing the marketing expense & increase the sales volume through attracting large numbers of loyal customers.and for this company has to re view its marketing stratergy.they are more relying on the dealers then reaching farmers directly.their information source is also not meets the standards of the 21st century they have to develop a better information system.and about the launching of the new products they are market followers.the company has to take initiative in launching new products before the competitors to get more sales and higher profits.

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Overview of Emamectin (Challenge) Bottle Pack

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Reference

This project has taken this shape after consulting following references

Marketing Management by Philip Kotler

Mr. Aftab Ahmed Sheikh (Product Manager – NH Group international)

Mr. Abdul Sattar ( Marketing Manager – NH Group international)

Mr. Jamal Niazi (Field officer in Multan )

Internet Browsing

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Documents

iftikhar mirza