MARKETING PLAN

1)

SITUATION ANALYSIS
MAKKANI group for the first time are entering the toiletries business. We are launching a shampoo by the name of DOCTOR DANDRUFF. Although we have no experience in toiletries, but good market reputation and vast experience in FMCG goods are plus points for our firm.

1.1 MARKET SUMMARY

The market is full of players, but the two dominants ones are: Procter & Gamble (P&G): They produce three different kinds of shampoos: o HEAD & SHOULDERS o PANTENE o PERT PLUS Unilever Pakistan Limited: They produce only one shampoo: o SUNSILK The market is widely open for smart players. The major competitors for DOCTOR DANDRUFF will be HEAD & SHOULDERS because of similar product nature. Major efforts will be required in all the departments to become stable in the market. A brief statistics of shampoo and soap users in Pakistan are:
TABLE-1: GENERAL STATISTICS OF SHAMPOO & SOAP USERS

TOTAL POPULATION 180 million

NON-USERS 81 million 45%

SHAMPOO USERS 45 million 25%

SOAP USERS 54 million 30%

CHART-1: PIE CHART OF SHAM POO & SOAP USERS

30% 25%

45%

NON-USERS

SHAMPOO USERS

SOAP USERS

DOCTOR DANDRUFF (MAKKANI GROUP)

MARKETING PLAN
TABLE-2: GENERAL STATISTICS OF SHAMPOO USERS

TOTAL SHAMPOO USERS 45 million

ANTI-DANDRUFF SHAMPOO USERS 18 million 40%

OTHER SHAMPOO USERS 27 million 60%

CHART-2: PIE CHART OF SHAMPOO USERS

40%

60%

ANTI-DANDRUFF SHAMPOO USERS OTHER SHAMPOO USERS

Brief information about daily shampoo consumption in Pakistan is: Per day shampoo consumption by one person: 5 ml Total per day shampoo consumption: 225,000 liters Total per year shampoo consumption: 82.125 million liters

1.1.1

MARKET SHARE

There are varieties of shampoos available, but we have classified them into two categories: Anti-dandruff shampoos Other shampoos ANTI-DANDRUFF SHAMPOOS The statistics of anti-dandruff shampoos in Pakistan are:
TABLE-3: ANTI-DANDRUFF SHAMPOO USERS

ANTI-DANDRUFF SHAMPOO USERS People with dandruff problems Anti-dandruff shampoo users Male Female 72 million 18 million 10.44 million (58%) 7.56 million (42%)

Total per day consumption of anti-dandruff shampoos: 90,000 liters (18 million x 5 ml) Total per year consumption of anti-dandruff shampoos: 32.85 million liters

DOCTOR DANDRUFF (MAKKANI GROUP)

MARKETING PLAN
(90,000 liters x 365 days)
TABLE-4: MARKET SHARE OF ANTI-DANDRUFF SHAMPOO PRODUCERS

MARKET SHARE OF ANTI-DANDRUFF SHAMPOO PRODUCERS HEAD & SHOULDERS (P & G) 17.082 million liters (52%) SUNSILK-WHITE (UNILEVER) 11.826 million liters (36%) OTHERS 3.942 million liters (12%)

CHART-3: PIE CHART OF ANTI-DANDRUFF SHAM POO PRODUCERS

12% 36% 52%

HEAD & SHOULDERS SUNSILK-WHITE OTHERS

OTHER SHAMPOOS The statistics of other shampoos in Pakistan are:

TABLE-5: OTHER SHAMPOOS USERS

OTHER SHAMPOO USERS People with no dandruff problems Other shampoo users Male Female 108 million 27 million 8.91 million (33%) 18.09 million (67%)

Total per day consumption of other shampoos: 135,000 liters (27 million x 5 ml) Total per year consumption of other shampoos:49.275 million liters (135,000 liters x 365 days)
TABLE-6: MARKET SHARE OF OTHER SHAMPOO PRODUCERS

MARKET SHARE OF OTHER SHAMPOO PRODUCERS PROCTER & GAMBLE (P & G) 18.7245 million liters UNILEVER PAKISTAN 22.6665 million liters OTHERS 7.884 million liters

DOCTOR DANDRUFF (MAKKANI GROUP)

MARKETING PLAN
(38%)
CHART-4: PIE CHART OF OTHER SHAMPOO PRODUCERS
16% 46% 38%

(46%)

(16%)

P&G

UNILEVER

OTHERS

1.1.2

MARKET DEMOGRAPHICS

GEOGRAPHIC The shampoo users in Pakistan are divided into three territories: Cosmopolitan Areas o Karachi o Lahore o Islamabad Semi-Cosmopolitan Areas o Hyderabad o Faisalabad o Sialkot o Rawalpindi o Multan o Peshawar o Quetta Metropolitan Areas o Sukkur o Nawabshah o Larkana o Gujranwala o Gilgit o Gwadar o Other territories Statistics of consumption of shampoo and soap in above territories is appended below.

DOCTOR DANDRUFF (MAKKANI GROUP)

MARKETING PLAN

TABLE-7: TERRITORY WISE STATISTICS OF SHAMPOO & SOAP USERS

COSMOPOLITAN AREAS 30.30% SHAMPOO 60% SOAP 40%

SEMI-COSMOPOLITAN AREAS 27.78% SHAMPOO 42% SOAP 58%

METROPOLITAN AREAS 41.92% SHAMPOO 37.23% SOAP 62.77%

TABLE-8: COSMOPOLITAN AREA WISE STATISTICS OF SHAMPOO & SOAP USERS

COSMOPOLITAN AREAS 30.30% CITY Karachi Lahore Islamabad SHAMPOO USERS % 54.17% 64.71% 63.16% SOAP USERS % 45.83% 35.29% 36.84%

TABLE-9: SEMI-COSMOPOLITAN AREA WISE STATISTICS OF SHAMPOO & SOAP USERS

SEMI-COSMOPOLITAN AREAS 27.78% CITY Hyderabad Faisalabad Sialkot Rawalpindi Multan Peshawar Quetta SHAMPOO USERS % 44.83% 46.15% 42.17% 43.37% 38.57% 36.17% 34.04% SOAP USERS % 55.17% 53.85% 57.83% 56.63% 61.43% 63.83% 65.96%

TABLE-10: METROPOLITAN AREA WISE STATISTICS OF SHAMPOO & SOAP USERS

METROPOLITAN AREAS 41.92% CITY Sukkur Nawabshah Larkana Gujranwala Gilgit Gwadar Others SHAMPOO USERS % 45.12% 42.03% 45.05% 44.78% 39.13% 36.36% 34.17% SOAP USERS % 54.88% 57.97% 54.95% 55.22% 60.87% 63.64% 65.83%

DOCTOR DANDRUFF (MAKKANI GROUP)

MARKETING PLAN
DEMOGRAPHIC The shampoo users in Pakistan are both male and female of different age groups. Statistics are appended below:
TABLE-11 GENDER WISE STATISTICS OF SHAMPOO & SOAP USERS

TOTAL POPULATION 180 million GENDER Male Female TOTAL 86.40 million (48%) 93.60 million (52%)

SHAMPOO USERS 45 million 25% GENDER Male Female TOTAL 21.60 million (48%) 23.40 million (52%)

SOAP USERS 54 million 30% GENDER Male Female TOTAL 25.92 million (48%) 28.08 million (52%)

TABLE-12: AGE WISE STATISTICS OF SHAMPOO & SOAP USERS

AGE GROUP Infants to 9 years 10 to 14 years 15 to 25 years 26 to 35 years 36 to 50 years Above 50 years

POPULATION 15.84 million (16%) 6.93 million (7%) 20.79 million (21%) 23.76 million (24%) 19.80 million (20%) 11.88 million (12%)

SHAMPOO USERS 1.25685 million (7.935%) 1.55925 million (22.50%) 11.8503 million (57%) 14.256 million (60%) 11.088 million (56%) 4.9896 million (42%)

SOAP USERS 14.58315 million (92.065%) 5.37075 million (77.50%) 8.9397 million (43%) 9.504 million (40%) 8.712 million (44%) 6.8904 million (58%)

TABLE-13: AGE WISE STATISTICS OF PER YEAR SHAMPOO CONSUMPTION

AGE GROUP

SHAMPOO CONSUMPTION (million liters) 2.2938 (2.793%) 2.8456 (3.465%) 21.6268 (26.334%) 26.0172 (31.68%) 20.2356 (24.64%) 9.1060 (11.088%)

ANTI-DANDRUFF SHAMPOO CONSUMPTION (million liters) 0.3285 (1%) 0.9855 (3%) 8.541 (26%) 9.855 (30%) 9.198 (28%) 3.942 (12%)

OTHER SHAMPOOS CONSUMPTION (million liters) 1.9653 (4%) 1.8601 (3.77%) 13.0858 (26.56%) 16.1622 (32.80%) 11.0376 (22.40%) 5.164 (10.48%)

Infants to 9 years 10 to 14 years 15 to 25 years 26 to 35 years 36 to 50 years Above 50 years

DOCTOR DANDRUFF (MAKKANI GROUP)

MARKETING PLAN
BEHAVIOR FACTORS Elite class is very quality conscious; hence the quality should be good otherwise they may turn to competitors. Majority of the people in the country are price conscious and they buy the products if it is economical. Absence of Halal ingredients may result in no sales. If people will recognize that product is of DANISH origin then they will quit buying it no matter how good is the product. A few of the people also buy products if it is suitable for their health. Hence if the product will be certified by a laboratory then it can increase sales.

1.1.3

MARKET NEEDS

Following are the major requirements needed in a product by customers in Pakistan. High quality. Economical prices. Easy availability. Halal goods. Products with maximum features. Toiletry goods better should be certified by any laboratory or doctor.

1.1.4

MARKET GROWTH

The market is growing every year by 4% in total. The people who are using soap are switching slowly toward shampoo at a rate of 1.2% per year. There are chances of growing more if people are made realized that anti-dandruff shampoo will not change the outlook of their hairs. There are good chances to increase market share of anti-dandruff shampoo if it will be sell as a medicated product.

DOCTOR DANDRUFF (MAKKANI GROUP)

MARKETING PLAN
Product should be updated regularly to survive and to achieve growth.

1.2 SWOT ANALYSIS

1.2.1 STRENGTHS

Budget is high. Company has a vast experience in FMCG goods. The group has a strong reputation in the market. Relationship with advertisement agencies is good. Product is the highly established and one of the top brands in Denmark. Higher management is experienced, trained and qualified. Product is different both for males and females. Available in pouch, which is offered by none of the shampoo companies. Product contains halal ingredients and is certified by laboratories in U.K and U.A.E.

1.2.2

WEAKNESS

High costs because of no production facility. Only a few distributors from companies presently appointed distributors have experience to market and distribute toiletry goods. The company itself has no experience in toiletry goods. Staff and lower levels are inexperienced. Product is not resistant to hair color. Warehouses in Balochistan and N.W.F.P are small. Warehouses in Interior Sindh & Punjab are not in a very good shape. Lack of creative people in marketing department.

1.2.3

OPPORTUNITIES 8

DOCTOR DANDRUFF (MAKKANI GROUP)

MARKETING PLAN
If there is one big player in the market and if anyone takes a small portion of their share then it does not affects them. Ground to convert people who use soap. Ground to convert people from using other shampoos by selling anti-dandruff shampoo as a medicated product. Chances to gain ground in semi-cosmopolitan and metropolitan areas as people have started changing their life styles.

1.2.4

THREATS

Political conditions of the country are not good and can affect the product. Inflation rate in country is alarming so purchasing power of people is reduced. Oil prices are going very high so cost of everything like, raw materials, labor wages, transportation costs etc are increasing. Currency rates in Pakistan are getting stronger and stronger which increases the cost and ultimately prices. People in semi-cosmopolitan and metropolitan areas use soaps a lot, especially metropolitan areas. People have a perception that usage of anti-dandruff shampoo will disturb the outlook of their hairs. Head & Shoulders (P & G) is the biggest competitor. Unilever is consistently launching new products in their existing brand SUNSILK. Retailers are hesitant to sell new products. Wholesalers are demanding high commission to distribute the product. If people will recognize that our product is of DANISH origin than they will quit buying the product. During the test marketing period there are chances that some other company might also launch the similar product.

1.3 KEYS TO SUCCESS

DOCTOR DANDRUFF (MAKKANI GROUP) 9

MARKETING PLAN
Good quality. Economical prices. Special incentives from the company. Easy availability.

1.4 CRITICAL ISSUES

The wholesalers and retailers will not distribute or market the products if minimum 5% commission is not provided to them. The goods should be halal otherwise there will be no sales. The company should announce special incentives and schemes for their customers from time to time. The company should keep on updating the product.

DOCTOR DANDRUFF (MAKKANI GROUP)

10

MARKETING PLAN

2)

MARKETING STRATEGY
2.1 MISSION
To provide consumers in Pakistan with the right shampoo for their hairs in economical prices containing halal ingredients.

2.2 GOAL
To make our brand the best selling brand of the entire country in the next 10 years.

2.3 OBJECTIVES
To achieve at least 70% sales of Head & Shoulders in the 1st year of operations. To increase profit margin by 2% in 2nd year of operations. To gain at least 45% market share in the next 5 years. To make our products available at 75% of shops in semi-cosmopolitan and metropolitan areas of the country in the next 5 years. To make our products available at all shops in cosmopolitan areas of the country in the next 5 years. To start our own production facility after 3 years of operation. Maintain a significant research and development budget to spur future product developments. To launch other varieties in our product. To export finished goods to Denmark. Decrease the production costs by 5% in the 2nd year of operations. Decrease customer acquisition cost by 2.5% in the 2nd year of operation.

2.4 TARGET MARKET

Cosmopolitan Areas o Karachi o Lahore o Islamabad

DOCTOR DANDRUFF (MAKKANI GROUP)

11

MARKETING PLAN
TABLE-14: TARGET MARKET IN COSMOPOLITAN AREAS

GENDER Male Female

AGE GROUPS 15 to 35 years 15 to 30 years

Semi-Cosmopolitan Areas o Hyderabad o Faisalabad o Sialkot o Rawalpindi o Multan o Peshawar o Quetta

TABLE-15: TARGET MARKET IN SEMI-COSMOPOLITAN AREAS

GENDER Male Female

AGE GROUPS 15 to 40 years 15 to 35 years

Metropolitan Areas o Sukkur o Nawabshah o Larkana o Gujranwala o Gilgit o Gwadar o Other territories
TABLE-16: TARGET MARKET IN METROPOLITAN AREAS

GENDER Male Female

AGE GROUPS 15 to 50 years 15 to 50 years

2.5 POSITIONING
DOCTOR DANDRUFF will be positioned on the basis of high quality and its distinctive feature i.e. separate product formula for both males and females. The brand is the top most selling brand of Denmark and the vast experience of higher management will help to promote it in Pakistan.

DOCTOR DANDRUFF (MAKKANI GROUP)

12

MARKETING PLAN
2.6

MARKETING MIX
PRODUCTS

2.6.1

The name of our product is DOCTOR DANDRUFF. It is the top most selling brand of Denmark. The product has started gaining ground in other European countries like Norway, Sweden, Netherlands, Ireland, Iceland and Switzerland. The product is available with features like anti-dandruff and hair conditioner. The product contains all halal ingredients. The most distinctive feature of our product is its formula. We are producing different product for both males and females under a single brand name. Research has shown that there are different reasons for dandruff in males and females. The product will be available in below stock keeping units (SKU). o o o o o 5 ml Sachet 100 ml Pet bottle 100 ml Pouch bottle 250 ml Pet bottle 500 ml Pet bottle

2.6.2

PRICE

The product will be charged in Pak Rupees. The price of below proportions will be different from the prices of Head & Shoulders. o 250 ml Pet bottle o 500 ml Pet bottle The company will try to reduce the prices of their products next year by 2% to 5%. Special promotional prices will be announced three times in 1st year in the months of Rabi-ul-Awwal, Ramazan/Eid-ul-Fitr, and Eid-ul-Azha. Different pricing and payment policies will be adopted for retailers and wholesalers. A maximum discount of 20% will be offered.

DOCTOR DANDRUFF (MAKKANI GROUP)

13

MARKETING PLAN 2.6.3 PLACE / DISTRIBUTION

CHANNELS Cosmopolitan Areas Karachi

PRODUCER

RETAILERS (MAKRO, IMTIAZ etc)

WHOLESALERS

END-USERS

SHOPS

END-USERS

DOCTOR DANDRUFF (MAKKANI GROUP)

14

MARKETING PLAN
Cosmopolitan Areas Lahore

PRODUCER

MAKRO & METRO

WHOLESALERS

END-USERS

SHOPS

END-USERS Cosmopolitan Areas Islamabad

PRODUCER

WHOLESALERS

SHOPS

END-USERS

DOCTOR DANDRUFF (MAKKANI GROUP)

15

MARKETING PLAN
Semi-Cosmopolitan Areas

PRODUCER

WHOLESALERS

SHOPS

END-USERS

Metropolitan Areas

PRODUCER

WHOLESALERS

SHOPS

END-USERS

DOCTOR DANDRUFF (MAKKANI GROUP)

16

MARKETING PLAN
STRATEGIES FOR PRODUCTS PLACEMENT Products will be places at following 4 points in retail stores. o o o o Cosmetics Toiletries Food Items Electronic Goods

In toiletries section of retail stores the products will be placed at start and end. In other sections of retail stores the products will be placed in center. In retail stores the product will be placed in company made holders. Product will be kept in front in shops and small retail stores. Hanging cards, Panaflexes and Posters will be placed in retail shops and shops. Transportation mode will be vans, shehzores and air planes. Company will have warehouses in Karachi, Lahore, Islamabad, Faisalabad, Quetta & Peshawar. For access to centrally located cities and interiors in Sindh there will be a warehouse in Sukkur. For access to centrally located cities and interiors in Punjab there will be a warehouse in Sialkot.

2.6.4

PROMOTION

The media for advertisement will be electronic, print and billboards. The ad will run of all the channels 25 times a day. The ad will be updated after every 1 month. The peak time for advertisement will be during talk shows and reality shows. The product will be sold as a medicated product, recommended by the doctors. Heavy advertising campaign will be done during Olympic games and ICC Champions trophy.

DOCTOR DANDRUFF (MAKKANI GROUP)

17

MARKETING PLAN
All the magazines will carry the ad for 3 months, and after 3 months 25 fashion magazines and other top 25 magazines will carry the ad for the rest of 9 months. After 1 year the ads will be placed in top 10 fashion magazines and other top 15 magazines. All the English newspapers, JUNG newspaper and EXPRESS newspaper will carry ads for 3 months, and after 3 months top 5 English newspapers, JUNG newspaper and EXPRESS newspaper will carry the ads. The ad will run in URDU language and provincial language of respective province. One ad agency will be appointed for advertisement matters. The company will also take part in exhibitions. Test marketing will be done by distributing products allover the country in college, universities, and retail stores by company appointed persons. A survey will be conducted from 500 persons after 1 year to get the feedback about the product. Company will offer sales promotion materials three times in 1st year of operations. A special bumper prize will be offered by company for 4 persons (2 persons after every 6 moths) to visit production facilities in U.K.

DOCTOR DANDRUFF (MAKKANI GROUP)

18

MARKETING PLAN

3)

FINANCIALS
3.1

COSTS & EXPENSE BREAKDOWN

ESTIMATED EXPENDITURE BREAKDOWN

3.1.1

TABLE-17: ESTIMATED EXPENDITURES

S# 1 2 3 4 5 6 7 8 9

DESCRIPTION Import Price per liter Import Expenses per liter Finishing Expenses per liter Factory Expenses per liter Distribution Expenses per liter Marketing Expenses per liter Office Expenses per liter Miscellaneous Expenses per liter Commission Expenses

COST PER LITER (PAK RUPEES) 40 10 30 20 30 150 100 50 20%

3.1.2

TOTAL COSTS
12 million liters PKR 480,000,000 PKR 120,000,000 PKR 600,000,000

Total quantity to import per year

Import Price (12 million liters x Rs. 40) Import Expenses (12 million liters x Rs. 10) Total Import Cost per year Add: Expenses Finishing Expenses (12 million liters x Rs. 30) PKR 360,000,000 Factory Expenses (12 million liters x Rs. 20) PKR 240,000,000 Total Expenses per year TOTAL COST OF GOODS PER YEAR

PKR 600,000,000 PKR 1,200,000,000

3.1.3

TOTAL OPERATING EXPENSES

PKR 360,000,000 PKR 1,800,000,000 PKR 1,200,000,000 PKR 600,000,000 PKR 3,960,000,000

Distribution Expense (12 million liters x Rs. 30) Marketing Expenses (12 million liters x Rs. 150) Office Expenses (12 million liters x Rs. 100) Miscellaneous Expenses (12 million liters x Rs. 50) Total Expenses per month

DOCTOR DANDRUFF (MAKKANI GROUP)

19

MARKETING PLAN
TABLE-18: COMMISSION EXPENSES

SIZES

SALES TARGET QUANTITY

PRICES (PAK RUPEES)

SALES AMOUNT (PAK RUPEES) 2,869,776,000 2,032,758,000 813,103,200 1,040,293,800 693,529,200 7,449,460,200

YEARLY COMMISSION AMOUNT (PAK RUPEES) 573,955,200 406,551,600 162,620,640 208,058,760 138,705,840 1,489,892,040

5 ml Sachet 100 ml Pet Bottle 100 ml Pouch Bottle 250 ml Pet Bottle 500 ml Pet Bottle

956,592,000 29,893,500 11,957,400 7,174,440 2,391,480 1,008,008,820

3 68 68 145 290

GRAND TOTAL OPERATING EXPENSES 3.2

PKR 5,449,892,040

PRICING & PROFIT MARGIN

TABLE-19: PRICING & PROFIT MARGIN

SIZES 5 ml Sachet 100 ml Pet Bottle 100 ml Pouch Bottle 250 ml Pet Bottle 500 ml Pet Bottle

COST PER UNIT (PAK RUPEES) 0.50 10 10 25 50

EXPENSES PER UNIT (PAK RUPEES) 2.25 46.60 46.60 112.50 224

PRICES (PAK RUPEES) 3 68 68 145 290

PROFIT MARGIN 8.33% 16.76% 16.76% 5.17% 5.52%

3.3 PRICE COMPARISON

TABLE-20: PRICE COMPARISON

SIZES 5 ml Sachet 50 ml Pet Bottle 100 ml Pet Bottle 100 ml Pouch Bottle 150 ml Pet Bottle 200 ml Pet Bottle 250 ml Pet Bottle 500 ml Pet Bottle

HEAD & SHOULDERS PKR PKR PKR PKR PKR PKR PKR 100 125 150 295 3 36 68

SUNSILK-WHITE PKR PKR PKR PKR PKR PKR PKR 100 120 150 300 3 35 70

DOCTOR DANDRUFF PKR PKR PKR PKR PKR 145 290 68 68 3

OTHERS AVERAGE PRICES PKR PKR PKR PKR PKR PKR PKR 98 118 144 290 3 32 65

DOCTOR DANDRUFF (MAKKANI GROUP)

20

MARKETING PLAN

3.4 SALES FORECASTING

TABLE-21: SALES COMPARISON QUANTITY WISE

SIZES

HEAD & SHOULDERS (SALES IN MILLION LITERS) 4.2705 2.5623 3.07476 1.7082 2.39148 1.7082 1.36656 17.082

HEAD & SHOULDERS (SALES IN QUANTITY) 854,100,000 51,246,000 30,747,600 11,388,000 11,957,400 6,832,800 2,733,120 969,004,920

DOCTOR DANDRUFF (SALES IN MILLION LITERS) 4.78296 2.98935 1.19574 1.79361 1.19574 11.9574

DOCTOR DANDRUFF (SALES IN QUANTITY) 956,592,000 29,893,500 11,957,400 7,174,440 2,391,480 1,008,008,820

5 ml Sachet 50 ml Pet Bottle 100 ml Pet Bottle 100 ml Pouch Bottle 150 ml Pet Bottle 200 ml Pet Bottle 250 ml Pet Bottle 500 ml Pet Bottle

DOCTOR DANDRUFF (MAKKANI GROUP)

21

MARKETING PLAN
TABLE-22: SALES COMPARISON AMOUNT WISE

DOCTOR DANDRUFF SIZES 5 ml Sachet 50 ml Pet Bottle 100 ml Pet Bottle 100 ml Pouch Bottle 150 ml Pet Bottle 200 ml Pet Bottle 250 ml Pet Bottle 500 ml Pet Bottle SALES QUANTITY 956,592,000 29,893,500 11,957,400 7,174,440 2,391,480 1,008,008,820 PRICE (PAK RUPEES) 3 68 68 145 290 TOTAL AMOUNT (PAK RUPEES) 2,869,776,000 2,032,758,000 813,103,200 1,040,293,800 693,529,200 7,449,460,200 SALES QUANTITY 854,100,000 51,246,000 30,747,600 11,388,000 11,957,400 6,832,800 2,733,120 969,004,920

HEAD & SHOULDERS PRICE (PAK RUPEES) 3 36 68 100 125 150 295 TOTAL AMOUNT (PAK RUPEES) 2,562,300,000 1,844,856,000 2,090,836,800 1,138,800,000 1,494,675,000 1,024,920,000 806,270,400 10,962,658,200

DOCTOR DANDRUFF (MAKKANI GROUP)

22