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LIFE
NESTLE
THE
GLOBAL
BRAND.
(Milk
products)
Nestle is leading the
global
market
for
beverages and food
items for more than a
century and continues
its business pursued in
an exciting new
GOOD FOOD, GOOD LIFE
FOOD
GOOD
EXECUTIVE SUMMARY
Nestle is undoubtedly one of the most profcient food companies in
not only Pakistan but all over the world. The employees at Nestle
have fnagled to retain their standards to the most high-pitched level
possible in the market. They make sure of the fact that the products
of Nestle are defnitely the BEST TO USE. Nestle has an assortment of
products to ofer and they all are the best of their types.
For this project our main concern was to study the strategies
followed by Nestle in regard to the 4Ps of marketing. We got some
information from internet about the overall history and background
of the company. About other information we visited
their Head Ofce and met there with Mr. Dr. Usman Iqbal (Senior Group
Brand Manager Nestle).It was quite nice of him to provide us with all
the relative information. We tried to cover all the main aspects of our
course starting from some basic concepts to the complex ones.
Now days for any company to progress in the market its marketing
strategies are of supreme importance and that is the reason we opted
for Nestle to try and cognize what exceptional they were doing to
maintain their top position in the market.
HISTOR
Y
In the 1860s Henri Nestl, a pharmacist, developed a food for babies who
were unable to breastfeed. His first success was a premature infant who
could not tolerate his mother's milk or any of the usual substitutes.
People quickly
recognized the value of the new
product, after Nestl's new formula
saved the child's life, and soon, Farine
Lacte Henri Nestl was being sold in
much of Europe.
In 1905 Nestl merged with the AngloSwiss Condensed Milk Company. By the
early 1900s; the company was
operating factories in the United
States,
Britain,
Germany
and
Spain. World War I created new
demand for dairy products in the form
of government contracts. By the end of
the war, Nestl's production had more
than doubled.
After the war Government contracts
dried up and consumers switched back
to fresh milk. However, Nestl's
management
responded
quickly,
streamlining
operations
and
reducing
debt. The 1920s saw Nestl's first expansion into new products, with
chocolate the Company's
second most important
activity.
The end of World War II was the beginning of a dynamic phase for Nestl.
Growth accelerated and companies were acquired. In 1947 came the merger
with Maggi seasonings and soups. Crosse & Blackwell followed in 1960, as
did Findus (1963), Libby's (1971) and Stouffer's (1973). Diversification came
with a shareholding in LOreal in 1974.
The first half of the 1990s proved to be favorable for Nestl: trade barriers
crumbled and world markets developed into more or less integrated trading
areas. Since 1996 there have been acquisitions including San Pellegrino
(1997), Spillers Pet foods (1998) and Ralston Purina (2002). There were two
major acquisitions in North America, both in 2002: in July, Nestl merged
its U.S. ice cream business into Dreyer's, and in August, a USD 2.6bn
acquisition was announced of Chef America, Inc.
WORLDWIDE PRESENCE
REGION
S
VISION
STATEMENT
The strategic priorities of Nestle Pak Ltd are focused on delivering
shareholder value through the achievement of sustainable, capital
eficient and proftable long term growth. Improvements in
proftability will be achieved while respecting quality and safety
standards at all times.
In line with this objective, Nestle Pak Ltd envisions to grow in the
shortest possible time into the number one food company in Pakistan
with the unique ability to meet the needs of consumers of every age
group - from infancy to old age, for nutrition and pleasure, through
development of a large variety of food categories of the highest
quality.
Nestle Pak Ltd envisions the company to develop an extremely
motivated and professionally trained work force, which would drive
growth through innovation and renovation.
It aspires, as a respected corporate citizen, to continue playing a
significant role in the social and environmental sectors of the
country.
MISSION
STATEMENT
NESTLE FACTORIES
Our products are manufactured in fve facilities scattered around the
country, from
Islamabad in the north, to Karachi in the south.
Two state-of-the-art multipurpose factories are located in the
agricultural heartland of the Punjab, and the remaining three are
dedicated to producing our trusted brands of bottled water.
As citizens of Pakistan, we consider it our duty to make sure that
our manufacturing processes are clean, hygienic and safe.
We are constantly working to reduce emissions at our factories,
reducing and treating wastewater, and making our packaging
environmentally friendly. Regular audits have confrmed that our
factories' environmental management meets the Nestl international
standard.
SHEIKHUPURA FACTORY
The factory commenced operations as part of Milkpak Ltd in 1981. At
the time it produced only UHT milk, but by 1988 had expanded to
produce butter, cream and ghee, as well as fruit drinks.
Milk flling machine TBA-22 (most modern and efiecient
and high speed equipmentr available in dairy industry)
National distribution centre was also constructed in 2000 with
capacity to store
8300 pallets.
KABIRWALA
FACTORY
In 1990, Nestl Milkpak acquired the Kabirwala factory, located in
Khanewal district of the Punjab, as a subsidiary. By 1997 it was a fully
owned unit of Nestl Pakistan Ltd.
2006 has seen the commencement of Kabirwala Extension Project that
would be completed in April 2007 at a cost of about Rs. 4.0 billion. The
project has seen expansion of milk processing capacity to triple its
current size, bothfor powder and liquid.
In 2005 Fresh milk capacity was increased from 676 to 800 tons
per day.
in 2007 an additional raw and packing and semi-fnished
product stored and a bigger distribution
Center, a stick pack flling machine and 1000 gr. Powder flling
machine will be added.
ISLAMABAD
FACTORY:
AVA water factory Islamabad was acquired by Nestle Pakistan in 2001
and was subsequently merged with it. Thereby becoming a fully
owned unit of Nestle Pakistan in
2003
The production capacity of the factory is approximately 8000
bottles per day.
EXTERNAL
ENVIRONMENT
Political environment
Government regulations to protect interest of society and from
unfair business practices
Unstable political conditions
Law order situation getting worse
Economic environment
Technological
environment
Technological environment is changing rapidly
Most dramatic force shaping companys offerings and the
way product is marketed
Companys must keep up with technological changes to match
up with its
environment
Pakistan is the 5th largest milk producing country in the world with an
annual milk production of 27 billion liters. The total urban milk
consumption is 6.86 billion liters. In cities, milk is largely consumed for
tea whitening (2.3 billion liters), drinking (2.3 billion liters), and
desserts etc. (2.2 billion liters). In Pakistan, loose milk still occupies
96% of the total milk market share. While buying loose milk, a
consumer may pay less than that of UHT milk, but there is serious
health risk, and the consumer is also paying for milk containing up to
ffty per cent of water.
CUSTOMERS ANALYSIS
items bought,
prices paid,
Use of cash or credit.
Life Style
Profession/occupatio
n,
vehicle
ownership,
Internet
use,
Travel,
Hobbies.
Financial
Investments,
credit card usage and
type,
living expenses,
and
Credit worthiness.
MILK PRODUCTS
i.
Milkpak Butter:
This product was launched in 1985 under the Milk Pak brand name. It
has been recently repackaged in a crisp white laminate, the design of
which bears closed resemblance to that of Milkpak UHT milk. This new
package design allows gaining strength from Nestle Milkpak UHT milk.
It is available in 200 and 100 gm sizes.
iii.
Nestle Everyday:
Nestle Nido:
PROMOTIONAL STRATEGY
Advertisement is a tool to introduce the product in the market. To
increase sales and build an image in the mind of consumer
company advertise their product in diferent ways, as for as
Nestle pure life is concerned company use:
Television
Radio
News Paper
Bill Board
Hoarding etc.
CORE COMPETENCIES
FACTORS:
&
KEY
SUCCESS
MILK
SYSTEM
COLLECTION
store. It is checked for quality thrice before being released for sale.
Some is processed into yoghurt, powdered milk, or other dairy
products.
SUPPLY
PROCESS
CHAIN
Nestl Pakistan's supply chain makes sure that Nestl products are
available, no matter where you are in Pakistan.
We integrate processes from the farm to markets, and ensure
products are delivered to you at the right time, the right cost and in
the right quantities. In the frst quarter of
2006 alone, we delivered an astonishing 136 million kg of Nestl
products in Pakistan.
Supply chain was established as a separate department in 2001.
Since then, we've achieved a number of milestones, including a
cold-chain in 2002, centralized demand and supply planning in
2003, and implementation ofGLOBEin 2005.
We were selected for a Best in Class repository study, and three of
our best practices were subsequently incorporated into the Best
Practices Library.
SUPPLY
VISION
CHAIN
SUPPLY
MISSION
CHAIN
Optimize and consolidate resources and processes for a lowcost but efficient
Develop and manage simplifed and efective supply network
culture
driven
by
INBOUND LOGISTIC
Inbound logistics used for milk collection from diferent milk
collection center is centrally owned by nestle Pakistan limited. In
Pakistan, logistics has always been a problem especially for
sensitive product like milk in the hot weather. Initially the supplier
who supplied there milk
MANUFACTURING
Manufacturing is very important part of supply chain. In our factories,
the objective is to maximize eco-efficiency that is to maximize the
production of goods, while at the
same time, minimizing of consumption of resources and reduce
wastage and emissions. The factories are equipped with complete
testing and monitoring facilities for wastage and emission enables
them to stringently monitor the gaseous environments and
ensure that these are in accordance with environmental standards
(NEQS).
MILK PROCESSING
Milk reception
The Milk Reception Unit receives milk and liquid milk products for a
milk processing plant. The unit measures and pumps the product
for bufering or further treatment.
Mixing
Tetra performs in-line mixing for a wide range of powders and liquids
for dairy applications such as reconstituted and recombined milk,
yoghurt milk, favored milk, evaporated milk, recombined
concentrated milk, ice cream mix, chocolate slurries, and dairy desse
Standardization
Automatic direct in-line standardization of milk and cream,
accurate control of fat, fat/solids and non-fat ratio gives better
utilization and control of the production
parameters
Pasteurization
Along with correct cooling, pasteurization is one of the most important
processes in the treatment of milk. If carried out correctly, these
processes will supply milk with longer shelf life.
Temperature and pasteurization time are very important factors
which must be specified precisely in relation to the quality of the milk
and its shelf life requirements etc. The pasteurization temperature for
homogenized, HTST pasteurized, regular-grade milk is usually 72-75
C for 15-20 seconds.
UHT-treatment
UHT treatment is a thermal process for preserving liquid milk. UHT
stands for Ultra High Temperature and by heating to 137 140 C for
a very short time (2-10 s) the micro- organisms are inactivated. If the
milk is packaged under aseptic conditions it can be stored at room
temperature for months.
PACKAGING MATERIALS
Nestl is committed to reducing the environmental impact of
packaging, without jeopardizing the safety, quality or consumer
acceptance of its products.
As far as milk is concern packaging is very important, it is perishable
item which requires special packaging to preserve it for few months.
To meet this objective Nestle Milkpak use tetra Pak to deliver fresh
milk to its customer without sacrifcing in health measures. Nestle
have following objectives in mind regarding packaging:
OUTBOUND LOGISTICS:
Outbound logistics concerns fnished milk movement
factory to diferent warehouses located in diferent cities.
from
Size of item
Of cartons
No.
1
liter
109
2
181
5
104
0
175
0
250
ml
1.5
liter
DAILY
INCOMING
LOGISTICS:
AND
OUTGOING
SWOT
MATRIX
Strengths
Figure
Enhanced SWOT Mat
Weaknesses nities
rix
Opport
u
Th
r
eats
Increase
the
scope
of
its
product towards
smaller cities of
Pakistan
More
advertising of
Milkpack
Brand
Relaunch
Nestea
with
more
f
eatures
and
strong
marketing
(Advertising
network
SWOT
ANALYSIS
STRENGT
HS
Socially Responsible Company.
NMLs products enjoy strong brand image and market pull.
Innovative and constantly growing product line. NML launched
17 new products, including variants of existing products in
recent past.
Sales force is the major resource strength in terms of physical
resources of the
Periodic research carried out to judge
market trends.
Multinational.
Growing Sales and profts.
Major shareholder in the food industry of
Pakistan.
Aggressive Marketing.
Efcient Distribution networks throughout
the country.
Quality Products.
Quality product
Solid Financial position
Strong supply chain network
Qualified work force
Commitment to High Quality Products
Focus on research and development Estimations of UHT
Milk Production and Consumption up to 2008 09
Year Annual Production
(million liters) Annual Consumption
(million liters)
2008-09 => 648.43 353.71
2009-10
=>
753.89 372.05
WEAKNESS
ES
Selective investment due to uncertain economic and political
conditions.
Feasibility of new products needs to be analyzed, e.g. Nestea
was launched some years back but it failed because no customer
demand for it existed.
There is weak marketing of MilkPak as there is no
advertisement of MilkPak on ofcial website.
Lack of awareness among the target market.
It Dependency on others (govt. & sponsors) for the
arrangement of events. The target market of Nestle MilkPak is
upper middle and high class because lower middle and poor
class cannot aford to buy UHT milk due to its premium price.
It is a main weakness of MilkPak that there are different
companies of milk but the name of nestle MilkPak is always stand
in the last because of low advertising and marketing.
OPPORTUNITI
ES
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. Nestl
MilkPak along with other processed milk businesses contribute
only 2% to this large market.
Nestl MilkPak has expanded its product range by entering the
cold dairy market recently by launching Nestl plain yogurt and
now fruit yogurt is also added to it.
Credit policy can be adopted to increase sales.
THREAT
S
Price fuctuations due to rupee devaluation as raw material are
imported.
The uncertainty of economic conditions poses a great threat as
the major funds invested in the country come from outside
Pakistan.
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.
Legal and ethical issues.
Market segment growth could attract new entrants.
Economic slowdown can reduce demand. Two main competitors
Haleeb and
Olpers are main threat for MilkPak especially the Olpers is
growing very fast.
Infation is getting higher and higher so the
purchasing power of the people is
decreasing day by day.
There is no entry barrier for new entrants as the Olpers has
come in the market.
Taste of consumer has already developed
which is hard to change.
ANSOFF
MATRIX
GROWTH
SHARE
SPACE
MATRIX
Figure S p a c e A n a l y s i s M a p
Conservative
Financial
Strength
Market penetration
Market development
Product development
Related
diversification
Aggressive
Strategic
postures
Competitive
advantage
Backward,
forward,
horizontal
integration
Market penetration
Market development
Product
development
Diversification (unrelated or
related)
Defensive
Competitive
Retrenchment
Divestiture
Liquidation
Environmental
stability
Industry
strength
BCG
MATRIX
Figure B C G F r a m e w o r k
High
Nestle
Water
Pure
Life
Culinary products
Confectioneries
Fruit Drinks
Milk pack
% age
of
market
Growth
Milk Products
Chocolate Drinks
Coffee
Nestle Milo
Low High
Market Share
Low
Ch 6 -91
PROBLEMS
NESTLE
FACED
BY
MAJOR
IDENTIFIED
OPPORTUNITIES
FUTURE
PLANS
Nestle is planning to enhance its investments in Pakistan and by the
year 2014, its total stakes would reach an aggregate of $374 million.
The company has chalked out long- term investment plan. Nestle is
setting up a most modern and latest milk plant with the cost of $ 70
million which will be operative within next couple of months. Company
would invest to the tune of $209 million in five years period ending
2009. Nestle is investing $70 million in milk production by increasing
Figure N E S T L E S a l e s B y P r o d u c t
Group
Beverages
Prepared Food
Petcare
Pharmaceutical Products
6%
12%
26%
12%
18%
26%
MARKET
ANALYSIS
In 1986, Haleeb entered the market with its distinctive blue packaging
and positioned itself as the thickest natural milk. The two brands were
the main players in a market that is the worlds fourth largest milk
producing country. Then in 2006, Engro Foods
launched Olpers milk in a market dominated by two highly entrenched
strong brands.
CONCLUSI
ON
Nestle is a market leader due to diferent reasons:
Its price is high against its competitors but it matches its
quality with its competitors.
Nestle is using its brand name to promote its products & its very
popular as
compared
to
its
competitors.
Its
packaging is good.
We can easily fnd Nestle from any retailer shop.
Due to its advertisement, Nestle attracts more customers & has
very prosperous future if it continues to promote its products
and bring all the possible innovational aspects using diferent
product line strategies.
It has always maintained the quality of its products.
Despite of all the facts, theres need to maintain the condition of
office and
enhance the security.
Behavior of employees is not professional and every
department should treat equally.
The objective of this to study marketing strategies of nestle pure
water and milkpack. From our report it is concluded that nestle has a
good reputation as a strong consumer brand. 66% of the consumers
use Nestls products regularly. 60% of the consumers associate
quality with Nestle.57.3 % of the consumers prefers Nestle over other
brands of pure water that are available in the market .66% consumers
bought Nestle water because of its brand image which is of good
quality products. This is also proved by the statistical and graphical
analysis of the data obtained from consumers that they are quite
satisfed from nestle pure water. Nestle formulating a good strategy
and they are trying to go for mass-marketing.
RECOMMENDATIONS
They should increase their product quality as now a day they
are facing problem of impurity of their products. They have to
improve the marketing strategies. So that they can capture
market and improve their sales.
Nestle must state in writing that it accepts that the
international code and the subsequent relevant World Health
Assembly Resolutions are minimum requirements for every
country.
Nestle must state in writing that it will make required changes
to bring its Baby
Food
Marketing policy and practice into line with national Code and
Resolutions.
SUGGESTIO
NS
Nestle Milk Pack should concentrate on all age groups (by
showing its benefts)
instead of concentrating just on child growth.
They should try to create strong brand loyalty among customers.
They should keep in mind the competing environment while
designing their strategies.
They should concentrate on customer
retention.
They should improve their
customer services.
They should try to exploit the loopholes of their competitors
products.
Should try to cater the mind of the customer by creating some
attractive jingle
like Haleeb: Chai banaye khoob haleeb..
Bonus packages and increment in salaries for a selective level of
work and
efficiency should be awarded to attract the employees concern.
Staf should be made more responsible by implementing strict