Packages

Packages Pakistan Ltd
Table of Contents
PART – I..................................................................................................................5
INTRODUCTION TO PACKAGES LIMITED.............................................................6
PACKAGES TODAY......................................................................................................10
COMPANY PROFILE....................................................................................................12
Mission Statement............................................................................................................17
Quality Policy...................................................................................................................18
EH&S POLICY STATEMENT.....................................................................................20
PART-II............................................................................................................................21
ORGANOGRAM OF PACKAGES LIMITED............................................................22
ORGANOGRAM OF MARKETING DIVISION........................................................23
MANAGEMENT & PERSONNEL MANAGEMENT................................................25
3. PERSONNEL WING:............................................................................................28
RECRUITMENT AND SELECTION CRITERIA:.....................................................31
OTHER FACILITIES AND BENEFITS PROVIDED BY PACKAGES LIMITED36
PART-III..........................................................................................................................40
ISO CERTIFICATION...................................................................................................41
STRATEGIC BUSINESS UNITS OF PACKAGES LTD...........................................42
Paper & Paper Board......................................................................................................47
PACKAGING DIVISION...............................................................................................49
FLEXIBLE LINE............................................................................................................55
PACKAGES LIMITED
TOTAL SALES 2003 (In %)..........................................................................................57
CORRUGATED DIVISION...........................................................................................58
SOME OTHER DEPARTMENTS INVOLVED IN PRODUCTION........................63
Coating Department:...................................................................................................63
RESEARCH, DEVELOPMENT & CONTROL DEPARTMENT.............................65
COATES LORILLEUX (INK FACTORY)..................................................................67
TETRA PAK....................................................................................................................68
GRAPHICAL ANALYSIS OF PACKAGES LIMITED.............................................69
MARKET CAPITALIZATION (PAK RUPEES ‘000)............................................69
MARKET CAPITALIZATION (US $ ‘000).............................................................69
SALES (PKR IN MILLION) FOR THE PERIOD 1972 - 2003..............................70
SALES (US $ ‘000) FOR THE PERIOD 1972 - 2003...............................................70
PROFIT AFTER TAX & DIVIDENDS (RS IN ‘000)..............................................71
INVESTMENT 1994-2004..........................................................................................71
MARKETING DEPARTMENT....................................................................................72
1) INDUSTRIAL PRODUCTS DIVISION:................................................................73
WORKING OF THE INDUSTRIAL MARKETING DEPARTMENT:...............79
Pricing Policy for Industrial Products:......................................................................90
CONSUMER PRODUCT DIVISION (CPD)................................................................92
PART-IV...........................................................................................................................98
TRAINING PROGRAMME......................................................................................98
CONSUMER PRODUCT DIVISION........................................................................98
SALES FORCE..........................................................................................................100
Administrative Sciences, Quaid-e-Azam
University, Islamabad 1
MARKETING FORCE.............................................................................................101
PRODUCTS AND ITS VARIENTS.......................................................................102
..................................................................................................................................105
MARKETING STRATEGY.....................................................................................108
BRANDING STRATEGY.........................................................................................110
PRICING POLICIES OF THE COMPETITORS.................................................114
SWOT ANALYSIS........................................................................................................123
(EXTERNAL ANALYSIS)...........................................................................................125
CONCLUSION..............................................................................................................126
RECOMMENDATIONS..............................................................................................128
Annexure-1 ....................................................................................................................131
Annexure-2 ....................................................................................................................132
Annexure-3.....................................................................................................................133
Annexure-4.....................................................................................................................141
Annexure-5.....................................................................................................................142
Annexure -6 (References) .............................................................................................143
ACKNOWLEDGEMENT
Thanks to almighty Allah for enabling me to fulfill all the requirements for the
completion of my internship report.
It would not be a justice in presenting this internship report without mentioning the
people around me who have been inextricably related with the completion of this
report. For assisting me in all respect and regards to complete this report my heart
felt thanks to my supervisor Mrs. Basit Tayyab, who enriched my knowledge with
wealth led ideas to pursue and power of writing this report. It could not have been
possible to accomplish this report without her thoughtful guidance and expertise. It
is also a great pleasure to record honorable regards to all those who helped me lot
in learning and enhancing my knowledge and ability during the internship at
packages limited especially to Miss Asma Shahzad (Brand Manager, Feminex),
Mr.Syed Imran Moonis (B.M, Tulip) and Mr. Imran (RSM) and along with them I
am very obliged to Mr. M. Abbas, who also helped in all kind of indoor and
outdoor activities.

Finally for all possible errors, omissions and shortcomings in writing of this report
only I am responsible for which I hope that all concerning regards of this report
will forgive me.
SAJJAD AHMED RAUF
EXECUTIVE SUMMARY
Packaging is the use of the containers and components with the addition of labeling
to protect, identify, merchandise and facilitate the use of the product. Even the
nature gifted us various items with packaging though they are not labeled. But all
is done only to protect it and to provide the ease to user. From very early ages men
became aware about the importance of the packaging and various processes were
started to get safe, hygiene, facilitated goods with different type of packaging, not
even the food items got attention for packaging but also the other livelihoods were
paid attention in this regard especially when we concern the marketing prospects. It
is impossible for all kind of industry to make the goods and then also got the
expertise of their product’s packaging. They try to save their opportunities and get
the packaging material of their choice from other packaging industry.

Packages limited Pakistan came into existence in 1956 started with the corrugated
line which helps in the production of the various types of cartoons and with the
passage of time packages limited enhanced the production facility and started with
the production in flexible line. Flexible line packages includes the packaging of
these kinds of products like detergents, bags etc. In 1982 packages limited has a
joint venture with the TETRA PAK INTERNATIONAL and established the
TETRA PAK PAKISTAN LIMITED and started with the packaging of liquid
products. To meet the ink consumption in the preparation of the packaging
material. The company agreed to make the joint venture with the coates lorilleus
which afterwards transfer the manufacturing facility to the company coates
lorilluex Pakistan limited.
In 1982 packages limited established the consumer product division (CPD) and
production of the rose petal started and today packages limited has three consumer
brands named ROSE PETAL, TULIP AND FEMINEX. And also holding the
production facility of the consumer products for various institutes like PIA, PIZZA
HUT, KFC AND PRIME MINSITER HOUSE.
Today packages limited almost covering 35% of country’s facility. The major
share is holding by PTC and contributing almost 50% and consumer product
division holds total of 10% of the production of packages limited.
Packages limited also posses the quality standard certificate like ISO 9000, 9001
and now she is contributing the ISO 14001. Packages limited also provides the
various facilities to its employee at all level just get them involved and get them
motivated. Today packages limited provide basic facility to its customers in the
protection, preservation and convenience in shape, size and weight for handling.
Packages limited always looks toward more improved and innovated products
(packaging) for her customers only due to the reason that they believe on
continuous improvement in the form of satisfaction from both ends.

PART – I
INTRODUCTION TO PACKAGES LIMITED

LAHORE

INTRODUCTION TO PACKAGES LIMITED
Rapid growth of industrial economy bases on different factors Packaging is one of them.
Packages Limited was born out of a dream to set up in Pakistan industries of excellence
based on local raw material and talent. Packages Limited is a leading packaging
manufacturing company of Pakistan. It is the sole largest industry in Pakistan serving
about the 35% needs of the country. Syed Baber Ali Shah, who was the first managing
director of Packages Limited, went to Sweden in 1954 to negotiate the contract with
Akerland & Rausing of Sweden. Akerland & Rausing had been the leading paper
converters in Europe. In Pakistan, there was no previous experience of a packaging
industry. Therefore, Pakistanis needed technical collaboration with their Swedish
partners. In the beginning, the first problem was the selection of site. Finally, Lahore was
selected due to the following reasons:
• Easy availability of workers.

• Easy availability of raw material.
• Easy transportation all over the country.

So, Ali family provided the capital, land, labor, management and local experts while their
partners provided technology, machinery, experts and also training to Pakistanis. Syed
Baber Ali was the first Managing Director.Mr. Syed Mratib Ali Shah laid the foundation
stone on The 26th of March 1956. The construction was started from the Solid Board
Department and by the end of October, 1956 the main shed of the factory was completed.
At the same time the Swedish engineers with the help of Pakistani staff installed
machinery. Packages Limited started operating in May 1957 with a paid up capital of
Rs. 4.94 million as a joint venture between the Ali group and Akerlund & Rausing of
Sweden. In the beginning 22 Swedish experts came to Pakistan to run the factory and to
train the Pakistani staff. In 1958 production of packaging cartons for different industries
was started. Usually, the
packaging cartons are for Soaps, Confectionery, Biscuits, Cigarettes, Tea, Pharmaceutical
products and many other products.
Over the years, the Company continued to enhance its facilities to meet the growing
demand of packaging products. Additional capital was raised from sponsors, International
Finance Corporation and from the public in making the total paid up capital to Rs. 31
million in 1965.
As a first step, Packages commissioned its own paper mill in 1968 having production
capacity of 24000 tones of paper & paper board based on waste paper, agricultural waste,
wheat straw and kahi grass. As the demand continued to grow, it led the Company to
expand and the end of 1995 increased its annual capacity to 50000 tones of paper & board
and corresponding converting ability.

Since 1982, Packages Limited has a joint venture in Tetra Pak Pakistan Limited with
Tetra Pak International to manufacture paper for liquid food packaging and to sell Tetra
Pak packaging equipment. After Tetra Pak in Tetra shape, it also introduced brick shape
packing. Both shapes are very popular among liquid preservation industries. The main
industries covered by Packages Limited are:
υ Soap Industry
υ Shoe Industry
υ Tissue Industry
υ Tea Industry
υ Tobacco Industry
υ Food Industry
υ Sweets & Confectioneries
In Tetra Pak Pakistan Limited Packages Limited has 45% shares, 6% shares owned by
Syed Baber Ali Shah and 49% shares owned by Tetra Pak International.
Since 1957, Packages has been producing inks for its own consumption. In 1993, the
Company agreed to form a joint venture with equity participation from Coates Lorilleux,
world’s second largest printing ink manufacturer to produce inks for Packages Limited
and the general market. Packages Limited own ink manufacturing facilities now
transferred to the new company, “Coates Lorilleux Pakistan Limited”. In July 1994,
Coates Lorilleux Pakistan limited, in which Packages Limited has 55% ownership,
commenced production and sale of printing inks.
Also in 1993, a joint venture agreement was signed with “Mitsubishi Corporation of
Japan” for the manufacture of polypropylene films at the industrial estate in Hattar,
NWFP. This project, Tri-Pack Films Limited, commenced production in June 1995 with
equity participation by Packages Limited 33%, Mitsubishi Corporation 27%, Altawfeek
Company for investing Funds, Saudi Arabia, 11% and public 29%.
In 1995, an agreement was signed with UHDE of Germany to setup a plant for the
manufacture of Hydrogen Peroxide (H2O2), an environmentally friendly bleaching
chemical, with an annual capacity of 12500 tones, near Lahore, Punjab. This project

Oxypak Limited was a separate company, which was projected to commence production
during 1997-98.
In 1996, a joint venture agreement was signed with Print care (Ceylon) Limited for the
production of flexible packaging in Sri Lanka. This project Packages Limited Lanka
(private) limited commenced production in 1998. Packages Limited owns 62% of this
company.
In 1999-2000 Packages Limited has successfully completed the expansion of the flexible
packaging line by installation of new rotogravure printing machine and the expansion of
the carton line by a new Lemanic rotogravure inline printing and cutting creasing
machine. The machines are in production since December 1999.
The Company is at an advanced stage of implementing SAP, an Enterprise Resource
Planning System, which through a common database allows the Company to be fully
integrated and be live in respect of all its business information. This will enable the
Company to serve its customers better.
The Rubber Division working under the Research Development & Control Department is
also selling its products in the local market as well as selling to the Defense Authorities
apart from providing services to its own departments.
Another important service department of the Packages Limited is its “Power Plant”. In
1967 they set up 6 MW power plants, but to ensure a continuous and dependable supply
of power for its production lines, Packages has also established its own 10 MW power
plant in 1991, the cost of which was 180 million rupees. Packages Limited saves a lot of
money in this regard. For example, if they get power from WAPDA, then WAPDA
charge more than 6 rupees per unit but the expenses of its own production is almost one
rupees per unit.
In the field of consumer products, Packages Limited has shown tremendous potential and
commendable talent. Consumer Product Division provides 12% share of the Packages
total sales. The consumer products of the company are “Rose Petal” Tissues, Tulip
Tissues and Feminex. The production of Rose Petal was the first introduction of tissue
paper industry in Pakistan. Through Packages has introduced so many brands of tissues.
Rose Petal is now the market leader of tissue paper industry in Pakistan. Rose Petal has

more than 75% share of tissue paper industry in Pakistan. Other consumer products are
Paper Cups, Paper Plates, Paper Napkins, Paper Hot Cups and Wet tissues of Rose Petal
have been introduced in the market in 1992. Beside it many institutional sales are also
handled by the consumer product division in Paper cups, paper plates etc. which will be
discuss later in section of Consumer Product Division.
(Source: Annual report 2000 & Company’s Brochures)
PACKAGES TODAY
Now Packages Limited is exporting its managerial skills & technical expertise to the third
world countries like,
• Indonesia
• Tanzania
• Kuwait
• Saudi Arabia
• Nigeria
• Zambia
• Somalia &
• Russia.
Packages Limited has also provided technical assistance to Tetra Pak for general
packaging in other countries like,

• Kuban
• Russia
Technical Collaboration:
• AMCOR Flexible, Australia

• Stora Enso, Sweden
Joint Venture Partners:

Name of Joint Venture Joint Venture with
Tetra Pak Pakistan Limited Tetra Pak International
Coates Lorilluex Pakistan Limited DIC Asia Pacific Pte Limited
Tri-Pack Films Limited Mitsubishi Corporation of Japan
Packages Lanka (Private) Limited Print Care Group of Sri Lanka
Packages limited is also exporting tissues to
• Iran
• Bangladesh
• Sirilanka
• Indonesia
• United Arab Emirates &
• Maldives.
Packages started with the work force of 500, and now it has a work force of 3500. In
which union and non union employees are included. 3000 workers are from union side
and rest of 500 employees is non union, all the office bearers are non union employees. A
separate Personnel Department is there, to look after the problems of the workers. Today
Packages Limited is considered to be a leader in the Packaging field in Asia.
Packages Limited has completed the balancing, modernization, replacement and
expansion program, which began in 1994. This has enabled the company to minimize
capacity constraints and improve quality to meet local and foreign competition as well as
improve its environmental protection facilities.
(Source: www.packages.com.pk& Management)
COMPANY PROFILE
Board of Directors
Asadullah Khawaja (Chairman)
Syed Hyder Ali (Managing Director)
Kamal Afsar
Khalid Yacob
Kirsten Rausing
Markku Juha Pentikainen
Mujeeb Rashid
Shamim Ahmad Khan
Syed Shahid Ali
Tariq Iqbal Khan
Advisor
Syed Babar Ali

Company Secretary
Adi J. Cawasji
Executive Committee
Syed Hyder Ali Chairman

Mujeeb Rashid Member
Khalid Yacob Member
Audit Committee
Shamim Ahmad Khan Chairman

(Non-Executive Director)
Tariq Iqbal Khan Member
Syed Shahid Ali Member
(Director & General Manager)
Adi J. Cawasji Secretary
Business Strategy Committee
Syed Hyder Ali Chairman

Syed Aslam Mehdi Member
Khalid Yacob Member
System and Technology Committee

Mujeeb Rashid Chairman

Khalid Yacob Member
Suleman Javed Member
Rating Agency: PACRA

Company Rating: AA
Auditors
A.F. Ferguson & Co.
Chartered Accountants
Legal Advisors
Hassan & Hassan Lahore
Orr, Dignam & Co. Karachi
Bankers
ABN Amro Bank

Allied Bank Limited
Askari Commercial Bank Limited
Bank Al-Habib Limited
Citi Bank N.A.
Crescent Commercial Bank Limited
Deutsche Bank A.G.
Faysal Bank Limited
Habib Bank Limited
Habib Bank A.G. Zurich
Muslim Commercial Bank Limited
NDLC-IFIC Bank Limited
PICIC Commercial Bank Limited
Standard Chartered Bank
Union Bank Limited
United Bank Limited
Head Office & Works

Shahrah-e-Roomi
P.O. Amer Sidhu
Lahore - 54760, Pakistan
PABX : (042) 5811541-46, 5811191-94
Cable : PACKAGES LAHORE
Fax : (042) 5811195, 5820147
Karachi Factory
Plot No. 6 & 6/1, Sector 28
Korangi Industrial Area,
Karachi-74900, Pakistan
Tel. : (021) 5045320, 5045310
Registered Office & Regional Sales Office

4th Floor, the Forum
Suit # 416-422 G-20, Block-9 Clifton
Karachi-75600 Pakistan
PABX: (021) 5874047-49, 5378650-52
: (021) 5831618, 5833011
Fax : (021) 5860251
Regional Sales Office

2nd Floor, G.D. Arcade
73-E, Fazal-ul-Haq Road, Blue Area
Islamabad-44000 Pakistan
PABX: (051) 2276765, 2276768, 2278632
Fax : (051) 2829411
Zonal Sales Offices

C-2, Hassan Arcade

Nusrat Road
Multan Cantt. - 60000 Pakistan
Tel. & Fax: (061) 784401-2
Uzair Enterprises
Teer Chowk Bhuta Road
Sukkur - 65200 Pakistan
Tel. & Fax: (071) 616138
2nd Floor, Sitara Tower, Bilal Chowk,

Civil Lines, Faisalabad - 38000 Pakistan
Tel. & Fax: (041) 629417
Shares Registrar
Ferguson Associates (Pvt.) Limited
State Life Building No. 1-A
Off I. I. Chundrigar Road
Karachi-74000 Pakistan
Web Presence
www.packages.com.pk
(Source: www.packages.com.pk)

Mission Statement
To be a leader in the markets we serve by providing quality

products and superior service to our customers, while
learning from their feedback to set even higher standards for
our products.

To be a company that continuously enhances its superior

technological competence to provide innovative solutions to
customer needs.
To be a company that attracts and retains outstanding

people by creating a culture that fosters openness and
innovation, promotes individual growth, and rewards
initiative and performance.
To be a company which combines its people, technology,

management systems, and market opportunities to achieve
profitable growth while providing fair returns to its investors.
To be a company that endeavours to set the highest

standards in corporate ethics in serving the society.
Quality Policy

We at Packages Limited are committed to producing quality

products which conform to our customers' requirements and
strengthen our position as a quality-managed company. Our
pledge is to provide the market with the best quality
products at competitive prices through a customer-driven
and service- oriented, dynamic management team. To meet
this obligation, the company will continue updating skills of
its employees by training, acquisition of new technology, and
regular re-evaluation of its quality control and assurance
systems. Appropriate resources of the company will be
directed towards achieving the quality goals through
employee's participation.

EH&S POLICY STATEMENT

Packages Limited shall:
1. Minimize its environmental impacts, as is economically and

practically possible.
2. Save raw materials including energy and water, and avoid
waste.
3. Ensure that all its present and future activities are conducted
safely, without endangering the health of its employees, its
customers and the public.
4. Develop plans and procedures and provide resources to
successfully implement this policy and for dealing effectively
with any emergency.
5. Provide environmental, health and safety training to all
employees and other relevant persons to enable them to carry
out their duties safely without causing harm to them selves, to
other individuals and to the environment.
6. Ensure that all its activities comply with national
environmental, health and safety regulations.
This policy shall be reviewed as and when required for the betterment of the same.
(source: www.packages.com.pk)

PART-II
 ORGANOGRAM OF PACKAGES
 ORGANOGRA OF MARKETING DIVISION
 A DISCUSSION ON PERSONNEL & HUMAN RESOURCE DEPT.

ORGANOGRAM OF PACKAGES LIMITED

Board of Directors
Advisor Managing Director Executive Board
General Manager
Deputy G. Manager
H.R.D Manager
Commercial Manager
Marketing Manager
Store Manager
I.R Manager
M.I.S Manager Production Manager
R&D Manager Admin.Manager
Power Manager E.H&S Manager
Mechanical Manager Cost & tax Manager
Mill Manager Finance Manager
ORGANOGRAM OF MARKETING DIVISION

DEPUTY
G.MANAGER
MARKETING
MANAGER
D.M.
Manager
Industrial CONSUMER
Marketing PRODUCT
Department DIVISION
A.M.M A.M.M SOUTH SUKKAR

A.M.M Lahore
Karachi Islamabad ZONE ZONE
SENIOR REGIONAL
MULTAN CENTRAL
SALES SALES
MANAGER MANAGER ZONE ZONE
ASSISTANT
ASSISTANT SALES NORTH FAISALABAD
SALES MANAGER ZONE ZONE
MANAGER
SALES SALES MERCHAND

EXECUTIVE EXECUTIVE ISING
SALES SALES
EXECUTIVE EXECUTIVE
(Source: Management)

MANAGEMENT & PERSONNEL MANAGEMENT
Regardless of the size or type of the business, any organization’s most important asset is
its Human Resources. Human Resources management strives to achieve
organizational goals and goals of the employees through effective personnel programs,
policies and procedures. Personnel management program varies from organization
to organization. If there is good performance of personnel department, then the employees
of the company will be motivated and satisfied. The department manages and mobilized
the human resources. There are several personnel functions, such as:
 Job Analysis & Design
 Recruitment & Selection
 Performance Appraisal
 Training & Development
 Compensation & Health
 Employee Relations
 Negotiation With Union
 Maintaining Discipline
 Welfare Programs For Employees
 Grievance Handling
Packages Limited possesses a well-organized and systematically operated Personnel
Department. The success and effectiveness of this department’s policy and programs
can be judged from the fact that no major problem has come to surface in the recent years.
There are 3500 workers at Packages Limited at present. In 1957, when it came into
production there were no more than 500 workers employed. The retirement age is 58

years for employees. Personnel (Industrial Relations) Manager heads the Personnel
Department. Under his supervision five sections or wings of the Personnel Department
work:
 Legal Wing
 Personnel Staff Wing
 Personnel Wing
 Welfare Wing
 Establishment Wing
1. LEGAL WING:
In every organization, personnel function includes the legal aspect of human resource
management. As long as organizations exist, the disciplinary problems tend to occur. The
Legal Wing looks after all the legal aspects and issues concerned with labor and
personnel. This wing handles all legal issues of labor. Senior personnel officer heads it. Its
main concerns are:
Misconduct
Civil and Criminal Cases
Revenue Cases
The Legal Wing, internally as well as externally, and with all other industries deals all
legal problems of Packages Limited. It can also hire the services of outside lawyers. It
also handles disputes between the labor and management and settles controversial issues.
This wing also conducts the case of organization related to Income Tax. Two types of
ordinances find their application here:
Industrial Relations Ordinance

Standard Order Ordinance
The Industrial Relations Ordinance gives power to employee against the employer.
Usually it helps in solving the disputes, strikes, slow production, elections and other
problems of labor unions. The Standard Order Ordinance gives power to employer against
the employee and it enables to conduct inquiry according to civil law about leaves,
disobey, misconduct, dishonesty, negligence, theft etc. Packages Limited has a

computerized system. When a complaint is received from any department a "Show Cause
Notice" is given and the worker is required to submit his reply within 2 days. If the reply
is not received then a letter of inquiry is issued. If the worker fails to plead his case
effectively, then, in accordance with the advice of the inquiry committee, the Personnel
Manager has the right to terminate the worker's services or take some other action against
him.
2. PERSONNEL STAFF WING:

This wing includes the personal staff of the Personnel Manager. The job of the clerk is to
carry out all the orders and information given out by the Personnel Manager.
Recruitment Policy:
Packages Limited prefers fresh graduates than experienced once, except for high
managerial posts where experience is must. The management believes in developing the
employees according to the requirements of the organization.
Employee Grades:
There are different grades for workers. These are:
 Grade-1 G-1
 Grade-2 G-2
 Grade-3 G-3
 Grade-4 G-4
 Grade-5 G-5
Grade G-5 is for supervisors and G-1 is lowest grade in the organization. Packages
Limited has four different executives’ grades. These are:
 Executive-1 E-1
 Executive-2 E-2
 Executive-3 E-3
 Junior Executive J.E

E-1 is the most senior in executive group and J.E is the most junior in this group. There
are three Managers grade in Packages. These are:
 Manager-1 M-1
 Manager-2 M-2
 Manager-3 M-3
In this group M-3 is most senior and M-1 is joiner. The retirement age is 58 years and
extension is not granted. If the employee is needed he or she is hired on contract basis.
3. PERSONNEL WING:
The personnel wing performs two main functions:
 1) It looks after all the sports activities at Packages Limited.
 2) It looks after the disputes between the management and the workers if they
arise.
There is a sports hall, cricket ground, a football ground, a hockey ground and a volleyball
court at Packages Limited. The Sports Complex comprises of two courts for Squash and
Two Badminton courts. In sports complex there are two table tennis tables, Carom Board
and Chess. Annual sports are held every year and prizes are distributed to the winners.
The Personnel Wing holds all these activities.
4. WELFARE WING:
The function of Welfare Wing is to look after all the welfare activities and facilities on the
factory premises. This wing controls the Fair price shop, the Canteen and all the Messes.
The evolution of this wing was the result of the management’s thought that it is a big deal
to feed and clean a big factory. It is directly under the Personnel Manager.
Mess:
In Packages Limited, they believe that, the primary conditions for good health are
nutritious food which is prepared under the most hygienic conditions in the company and
served at highly subsidized rates. There are four types of mess in Packages Limited
Lahore:

VIP’s Mess
Officer’s Mess
Supervisor’s Mess
Worker’s Mess
The food is provided at very less cost to employees in these messes. Charges of different
messes in Packages Limited from each employee are:
 > Officer’s Mess 180 rupees/month
 > Supervisor’s Mess 60 rupees/month
 > Worker’s Mess 60 rupees/month
Officer’s Mess is for executive grade employees, supervisor’s Mess is for supervisors,
worker’s Mess is for labor class and VIP Mess is for guests and VIPs.
Fair Price Shop:

This wing supervises the Fair Price Shop, from where employees can get all the things of
daily use at lower rates than market. All consumers’ products manufactured by Packages
Limited are sold over here at 20% discount.
Sanitation Wing:
The job of this wing is to clean the factory area. There are two supervisors and 35
sweepers.
5. ESTABLISHMENT WING:
The Establishment Wing performs the following functions:
Maintaining Personnel Records

Recruitment
Maintaining Personnel Strength
Maintaining Leave Record of All Workers
Keep Check on all the Staff
This wing consists of one senior personnel officer, two assistant personnel officers
and, section in charge and 13 timekeepers.
Time Office:
The most important section of the Establishment Wing is the “Time Office”. All
employees and workers of the Packages Limited are enrolled here. In the Time Office,
employees’ records from appointments till retirement are kept, like transfer, promotion,
leaves etc. All appointments are made only when there is a new vacancy or need for
replacement. There is an “Appointment Register” in which details like name, father’s
name, and appointment date, address, department etc. are entered. This register also tells
about the appointments made in a year and strength of all the departments.Along with the
Appointment Register, there is another register known as “Strength Register”. It shows
the number of workers employed. All entries regarding the wages, allowances etc. are
kept in it. All new workers are appointed on probation for one year. Three probation
reports are given during this period.
This wing also maintains the personnel records. The record is being used to, calculate
wages and salaries, make work plans for employees and evaluate their performance.
There are two types of employees in the organization:
 Employees who are paid on monthly basis.
 Employees who are paid on hourly basis.
Now in Packages Limited computers make all the records of employees. A card exists, for
noting the time spent on job by workers, which are paid on hourly basis.
The card notes time of starting and finishing by punching machines. These cards are
collected by Production Department, and then they come to Time Office, where they are
kept in record. Then the Time Office calculates the wages of hourly workers. In Packages
there are three shifts:
 First Shift 06.30 a.m. To 03.00 p.m.
 Second Shift 02.55 p.m. To 11.25 p.m.
 Third Shift 11.20 p.m. To 06.25 a.m.
This Wing also supervises the activities of Gate. For making their employees punctual,
the employees who come late are stopped at the gate and they are allowed to enter after
the approval of the related divisional manager. There is a gate pass system in Packages

Limited. People who want to go out-side the organization in duty hours; they have to
submit a "Gate Pass" signed by their head of department. The time of leaving the
organization and coming back to the organization is written at gate pass. The record goes
to Time Office.
There is a casual leave of 10 days and medical leave of 16 days on the basis of medical
certificate issued by the company's medical officer. The hourly staff is allowed 14 days of
annual leave. However, for one-day medical leave no medical certificate is required. Strict
disciplinary action is taken if an employee remains absent without prior notification.
An advisory note is issued for more than three absents. Packages Limited also gives
bonuses for extra work. For each hour of overtime, the hourly wage is doubled. For
monthly paid workers there is an attendance register. They can get leaves also. If an
employee is absent for more than ten days without leave then he is issued a "Charge
Sheet".
RECRUITMENT AND SELECTION CRITERIA:

Packages Limited has designed a sound but easy method of recruitment. When any
department needs an employee, it sends its requirement to the Human Resource
Department, which in turn advertises the vacancy in the leading newspapers and asks for
the qualified people. In case of the posts requiring some years of experience, only
interview method is used to select the best candidate.
Recruitment of Workers:
Minimum qualification for the post of the workers is Matriculation 2nd Division with
science subjects. The workers should not be more than 21 years old and must be
medically fit. These are employed as "Apprentice Trainee". If the performance of the
worker is satisfactory during the probation period, he is hired. Normally workers get
promotion after two years on the recommendation of their supervisors. This post is not
advertised.

Recruitment of Diploma Holders:

Diploma holders in Electrical, Mechanical and Instrument Engineering are also employed.
They are given a training of six months. They are employed for supervisory jobs.
Recruitment of Executives:
Job Identification: When any department needs an employee, it sends its requirement
to the Human Resource Department.
1. Recruiting & Hiring: For recruiting and hiring some factors are taken into
consideration. These factors are as follow:
 Nature of the job.
 Time required filling the vacancy.
i. If there is time to fill the vacancy, advertisements are given in the
newspapers.
ii. If the vacancy has to fill immediately, the Human Resource
Department contacts the authorized institutions, universities etc.
 Budget constraints.
Process:
• The recruiting and hiring process starts from the applications submitted by the
degree holders. They provide their CVs along with the applications. These
applications and CVs are screened out on the basis of:
I. Merit
II. Institute
III. Experience etc.
• After this, approximately 50% of the applicants are selected for the further
process. Then the H.R Department lists out the salient features of the CVs (only
the accepted CVs).
• Then the H.R. Manager takes a test. This test is based on:
I. English comprehension
II. Basic mathematics
III. Data sufficiency

IV. IQ
V. Some questions about the particular job, for which the applicants have
applied.
• After taking the test, the top 10, 20 or 30 applicants (according to the job
requirement) are chosen for the first interview. At this stage the selection of
applicants also depends on the H.R. Manager and the departmental head.
Normally 30% of the applicants, who have given the test, are selected for
interview.
• Through telephone calls or letters, the selected applicants are informed about the
date and time of the interview. Normally two interviews are taken
• H.R. Manager and the departmental head take first interview. In this interview
they observe,
I. Alertness
II. Confidence
III. Leadership skills
IV. Relevant knowledge
V. Social acceptance
VI. Interests
VII. Communication skills
VIII. First impression
IX. Maturity
According to these observational factors rating or grading is made. Normally 5% rating in
each factor is acceptable. Then successful candidates are called for final interview.
• Final interview is taken by:
I. General Manager
II. Deputy General Manager
III. Human Resource Manager
IV. Departmental Head (sometimes)
Previous traits or factors are once again examined.

• After the final interview, the selected applicants are sent for medical test and then
the Industrial Relations Manager issues them the appointment letters.
Training & development:

• Appointed persons are trained for one year, the are given the title “Management
Trainee”
• In the Industrial Marketing, the trainees are called “Sales Executives” and after
one they are given the designation of “Assistant Manager Sales”.
• The trainee is given a brief view (orientation) of the company, various processes,
rules & regulations etc. this orientation may be from two weeks to two months.
• After the orientation program, the participants may ask to submit short report or
presentation.
• After the 6 months training, the trainee goes to H.R. Manager and tells him what
he has learnt in this program.
• Some external courses may be offered not only to the existing employees but also
to the new trainees. These courses are held in,
I. LUMS
II. PIM
III. Intek Solution
• Recently Packages has jointly entered into a diploma program with LUMS. It is 18
weeks program called Diploma in Business Administration. Two sessions of this
program has passed out till now.
Performance & Appraisal:

• Performance & appraisal are two sides of a coin. Immediate officer appraises
performance.
• For the appraisal of the performance, there is a Performa, which is filled by
immediate officer.
• This Performa is named as (PPE) Performance Planning & Evaluation.
• There are seven sections in this form. The particulars of the candidates are written
on the top of the form.
Performance Plan:

In this section, some standards and targets along with time frame are given.
The target given in Packages Limited is known as “SMART”.
S= Specific
M= Measure able
A= Attainable
R= Realistic
T= Time frame
Performance Evaluation:
In this section, the net results of the standards & targets given in section # 1 is
evaluated or checked. Whether the person can achieve the targets in the
required time frame or not.
Competency Dimension:
In this section, different behavioral indicators, in accordance with the
performance are checked. These indicators are as follows:
 Communication Skills
 Work Organization
 Result Orientation
 Team Player
 Customer Consciousness
 Self-Confidence
 Leadership Qualities
 Development Orientation
 Strategic Visioning
 Business Knowledge
 Critical Reasoning
 Human resource Development

Performance Evaluation Results:

In this section, there are two parts.
Part A Section # 2 score (%)
Part B Section # 3 score (%)
Total score of Part A and Part B are calculated here.
Strengths & Limitations:

In this section, the strengths and limitations of the trainee or subordinate is
written. This is all up to the immediate officer.
Performance Improvement Plan:

In this section, the immediate manager gives some suggestions and
recommendations.
Comments:
The employee/ subordinate and the manager give their comments.
Employee comments may be how ha found the work place? Who
supported him? And the manager gives the comments according to his
observation. In the last they put their signatures with date.
OTHER FACILITIES AND BENEFITS PROVIDED BY

PACKAGES LIMITED
Health & Safety:

To safeguard the health and safety of the employees Welfare Wing takes care to the
medical facilities provided to employees. In this regard, periodic check ups, inoculations,
and family planning programs are arranged. A dispensary with qualified doctors is
working for this purpose in the factory premises.
The health of the employee at the time of recruitment has to be sound and fit persons are
employed who are medically examined at the time of appointment.
Bonus:
All the employees get handsome bonus every year, which varies from grade to grade.
Employees Old Age Benefit:

Packages Limited has two different types of pension schemes. One is for management
staff and other is for workers. In management staff pension scheme, Packages contributes
13% and the employee contributes 4.5% of wages. Investment is made in Government
securities by this amount. Retirement age is 58 years. The employee gets 100% pension
up to his life. In workers pension scheme the Packages contributes 5% of the wages,
which ensures a reasonable pension on retirement. After employee’s death, his widow
gets 50% of pension amount. After wife death the children can take 20% of pension until
they are less than 21 years.
House Rent:
Employees can get house rent at the rate of 30% of their basic salary. More than 50% of
the employees own their own house.
Adult Education:
All illiterate workers have the facility of adult education. Qualified teachers teach adult
education classes. Workers are paid for the time they spent in the classes as these studies
are during the working hours. Books and other educational materials are provided free.
Ali Industrial Technical Institute:

For solving the problems of technical staff for Packages Limited, there is an independent
training institute established by the “Ali Group” with the cost of Rs. 5 million. The
institution's annual output is 230 students in different fields. In this school preference is
given to the children of employees of Packages at the time of admission. Scholarship of
Rs. 150 per month is given to all students.
Hajj Scheme:
The Packages Limited sends every year three employees from Grade V and one person
from J.E and the above categories for Hajj Pilgrimage on its own expenses. Draws are
taken out for this purpose. Any worker who wants to go on Hajj on his own expanses is
given one month paid leave.
Personal Cleanliness:
Every worker is provided with a cake of soap each month for personal hygiene. All the
workers are given uniforms. The factory provides the washing facilities and maintenance.

Lockers, change rooms and showers are available to all the employees. Each worker gets
two free uniforms and one pair of shoes annually and also has the locker facility.
Overtime:
Over time facility is available for all the workers.
Service Awards:
The Company gives a wall clock to an employee who completes his 20 years of service in
Packages Limited. Company also gives a valuable wristwatch to employee who completes
25 years service.
Recreational Facility:
The management also encourages recreational activities. Employees in groups are
encouraged to go on excursion trips and the Company pays the transportation and other
miscellaneous expenses. Employees can also use the rest house owned by Packages
Limited in Murree.
Group Insurance:
Company’s policy is to have its employees safe and sound financially. So Group
Insurance facility is available to all employees. The amount paid to employees on
account of group insurance differs as follows:
 WORKERS Rs. 30,000
 J.E Rs. 45,000
 E-3 Rs. 55,000
 E-2 Rs. 65,000
 E-1 Rs. 75,000
 Above E – 1 Rs. 85,000
Attendance Award:

Among the workers up to Grade V, who shows a good record of attendance throughout
the year, is provided monetary rewards and certificates?
Conveyance Allowance:
Conveyance facility is given to the workers in the form of the Conveyance Allowance.
Employees are provided adequate allowance for the maintenance of their vehicles. Some
employees are enjoying the company's transport facilities. For the outdoor activities
employees are provided enough fund to bear their expenses. A beautiful parking facility is
also available.
Mosque:
One beautiful mosque is in the factory premises so that everybody can offer his prayers,
and I observed that, considerably large number of employees uses this facility.
On job training:
Packages Limited attached a great deal of importance to the training programs of the
employees to help them to increase their skills and expertise. This helps to increase the
efficiency of the employees.
Library:
There is a library of moderate size in Packages Limited. This library works under the
Research, Development & Control Department. Many employees during the lunch break
spent their time in it. All Newspapers are available here.
Social Security:
Social Security Scheme is applicable to all the workers of the company who are drawing
up to Rs. 1800. In case of injured employees, the company ensures full payment to the
worker by paying the balance, in advance in addition to benefits given by the social
security.

PART-III
 QUALITY STANDARDS AT PACKAGES LIMITED

 STRATEGIC BUSINESS UNITS
 PRE-PRESS PLANNING DEPARTMENT
 PRODUCTION DEPARTMENT
 PAPER & BOARD MILL
 PACKAGING DIVISION
• CARTON LINE
• FLEXIBLE LINE
• CORRUGATED LINE

 ART DEPARTMENT
 R.D & C DEPARTMENT
 COATES LORILLEUX
 TETRA-PAK PAKISTAN
QUALITY STANDARDS AT PACKAGES LIMITED
ISO CERTIFICATION
ISO 14000:
Realizing its responsibility toward environment, Packages started its
ambitious comprehensive programme on "Environment, Health and Safety". In the past
few years, over US$100 million have been invested on new processes and technology out
of which US$20 million were spent exclusively on environmental projects including a
chemical recovery plant. Under this program, we are focusing to improve:
 Energy Conservation
 Water Management
 Effluent Management
ISO 9000:
Packages Limited obtained certification for its production facilities in phases.
Currently Packages has ISO 9000 certifications for all its production facilities and is
working on ISO 9001:2000 revision. The first certification was obtained for Flexible Line
in 1995, which to-date has been renewed twice. Certifications for Carton Line and Tissue
Division were obtained in 1997 and 1998 respectively and have been renewed once. Paper
and Board Mill and Corrugation Division were certified in 1999 and are due for renewal
in 2003.
STRATEGIC BUSINESS UNITS OF PACKAGES LTD
 Paper & Board Mill.
 Packaging Division
o Carton Line
o Flexible Line and Poly & Paper Conversion
o Corrugated Division
 Consumer Product Division
 Coates Lorilleux (Ink Factory)
 Tetra Pak Pakistan
Basic Colors for Printing:

1. Yellow
2. Cyan (Blue)
3. Magenta (Red)

4. Black
Printing Modes in Packaging Division:

 Carton Line (Offset Printing)
 Flexible Line (Flex graphic & Rotogravure Printing)
 Corrugated Division (Flex graphic Printing)
PRE-PRESS DEPARTMENT:
Pre-Press is the nerve centre of
Packages Limited. This is where concepts and ideas are developed and woven with
marketing strategies of our customers to attract the end users of the products produced by
our customers.
This department has been revolutionized over the last 15 years and compared to the past
when most of the work was done by hand; we now have graphic designers and computer
artists who make the soft copies of the designs. These halftone images and texts are
simultaneously directed from computers to:
• Image setters;
• Plate making devices (CDI, Digital System for Flexo);
• Digital engraving machines
In the Art and Camera Department, we have state-of-the-art computer systems where
digital files are produced instead of photographic negatives.
For achieving high quality in all of printing methods (Roto, Flexo and Offset), our Pre-
Press Department is equipped with the latest technology in Cylinder, Photo polymer and
Plate making equipment which provide excellent support to various Production
Departments.
Though our Pre-Press Department is equipped with the latest technology, we know that it
is the imaginative mind of the conceiver that makes the real difference. Our Pre-press
staff is qualified from such fine institutions as National College of Arts, Fine Arts
Department of the Punjab University, and Printing & Graphic Art College.

To keep their knowledge up to date and keep them abreast with the latest technology, we
enhance their professional expertise by sending them abroad from time to time for
exposure to different printing set-ups and visits to relevant exhibitions.
PRODUCTION DEPARTMENT:
Planning and Production are the
most important departments in Packages Limited. Production department controls all the
operations under the factory. Planning department is responsible to plan and organize the
allocation of jobs to various lines or divisions in a way that their maximum capacity is
utilized and that the delivery is given to the customer by the given date.
Production Manager is the head of Production department and is responsible for the
production function. There is also one Planning Manager, which is under the Production
manager. The Production Manager looks after the production while the Planning Manager
supervises the Planning Section. The heads of the following departments are directly
answerable to Production Manager and they have to present their special problems to him
for advice and help:
 Carton Line
 Corrugated Division.
 Flexible Packaging Division
 Poly & Paper Conversion Department.
 Art Department.
 Camera Department.
 Coating Department.
 Cutting & Creasing Department.
 Lamination Department.
 Folding and Gluing Department.
 Dispatch Department.

 Quality Control Department.
 Coates Lorilleux (Ink Factory).
The Production Planning and Control unit is also directly under the Production Manager
and acts as the brain cell for him. Production Department prepares internal planning of the
whole Paper & Board division. It takes into account the total capacity of the machinery,
and the manpower. It also arranges the resources to attain maximum utilization. The other
goal is to reduce the wastage of resources. The Planning Department acts as a coordinator
between the Marketing and Production Departments. This is very important in the sense
that if there is no communication between the Marketing and Production Departments, a
lot of confusion will be created.
Production Procedure:
The sales staff is in direct touch with
the customers. After the business has been finalized, an Internal Sales Order (ISO) is sent
direct to the Production, Planning and Control Department for checking and planning out
the production schedule. The Planning Officer and his staff communicate and correspond
directly with sales staff. Sales staff also deals with Art Department in the initial stages of
the business negotiations. Art Department prepares comprehensive, color schemes and
alternate suggestions for the approval for the customer. The direct link of the Art
Department ceases after the customer has approved the comprehensive. First of all the
sales executive gives the customer design and made job reference to the Planning
Department where Planning Assistant for Art & Camera sends the job to Art Department
for finalizing the ultimate shape of the product’s design. They also prepare mechanical for
the Offset and Flexographic jobs. The job then moves to Camera department, where the
staff prepares the printing negatives followed by Production Department who prepare the
printing plates. The plates will either go to proof press or for mass production to offset
presses. The order received by the customer to Marketing Department may be:
 New job
 Amended old job

 Repeating job
In order to develop a new job, to create a new product or to give special suggestions to the
customer, sales staff takes help from Development Manager. Development Manger is in
touch with all the facilities available at the factory and develops the projects until it is fit
for mass production. The new job is first sent to Art and Camera Department for the Art
& design to be printed. In case of repeat order, the Production Department will receive the
ISO with the sample and the job will be sent to the Planning Department. Planning
Department issues a Job Card, as soon as the Job Card is made out, Paper & Board stores
arrange material. The immediate requirement is indicated in the Job Card, which has to be
available in stocks, while the long-range requirements are stocked up. Production
Manager has to foresee the future requirements. In case of new development, special
materials are to be ordered. When substantial orders are expected in a particular line then
raw materials will have to be ordered. For example, if there is trend of packing
polyethylene bags then polyethylene Granules will have to be bought ahead of time. After
Offset Department and Poly & Paper Conversion Department (PC) the job run through
Cutting and Creasing, Folding and Gluing and is sent out through Dispatch Department.
The jobs emanating from Paper Converting & Offset Department go directly to the
Dispatch Department. One important function of the Dispatch Department is to prepare
Dispatch Notes for the goods sent out whether by trucks or by railway.

Paper & Paper Board

Process:
Our products are tested for high performance in terms of
strength, stiffness, gloss and machine-ability. Packages Limited is among the first

companies in the world to use environment friendly process of manufacturing paper &
paper board through a mixture of wheat straw, cotton linter, recycled pulp and wood pulp.
Wood Free Paper:

We specialize in making different kinds of paper which
Includes high gloss writing paper, poster paper, fluting paper and liner for shipping
cartons.
Food Grade Board:
Most common board varieties include Duplex Board,
Bleached Board, Food Grade board and Card Board. A specialized liquid packaging board
is also produced in our Paper & Board Mill to cater to the need of customers who
manufacture and supply aseptic packaging for milk, cream, oil, fruit juices and other
sensitive food products.

PACKAGING DIVISION
Sow the Quality
CARTON LINE:
This is the largest printing section of Packages Limited. This
department has the largest share in the total Packages Limited sales, which is about 55%.
There are 12 printing machines in this section, which are used for printing on duplex
board. There are two Varnishing machines and one laminator machine. This printing
facility is available from two to six colors. These machines use oil-based ink. Normally
they print Cigarettes cartons, Biscuits, Shoes boxes, tissue cartons and Tea boxes.
PRINTING MODE:
In the Carton Line the printing Mode is offset.
Ink Plate Blanket
Sheet
Offset printing is the art of printing from a flat surface. In this method, first the Plate
(cylinder) takes ink and coats on the Blanket (cylinder) but the reflection is reverse (off)
on the Blanket. Further sheet (white duplex board) passes in between two cylinders,
Blanket and Impression. Now on the sheet printing is straight (set).
Each Offset machine has different cylinders i.e., six-color machine has six cylinders, and
five-color machine has five cylinders and so on. Each cylinder is used for the printing of a
specific color. The cylinder takes the ink from the ink pan and prints it on the paperboard
running on the other cylinder. The paper goes forward and then another cylinder prints
another color and so on, until the sheet is printed according to the right format. The
Duplex board is used in this form of printing. The weight of board is 240 to 490 grams.
PROCESS FLOW:
Sheet Feeding
Offset Printing
Cutting &
Creasing
Separation
Folding & Gluing Bundling
Bundling
Flats/Unit
cartons
Dispatching
DESCRIPTION:

 In Carton Lime the sheets for printing, come from Paper & Board Mill. These
sheets are first coated so as printing can be done.
 In Carton Line, Offset printing is done. As I have earlier discussed there are
twelve machines for the purpose of printing. If the requirement of job is six
colored, it is sent to the six-colored printing machine.
 When the sheets have printed, these are sent to another section where cutting &
creasing is done.
 After the cutting and creasing, the flaps or unit cartons are separated from the
main sheet
 After this if the customer wants these flaps to be folded & glued. Then these flaps
are sent to folding & gluing section. Otherwise bundles are made and sent to the
dispatch section.
OFFSET PROOF:
In Carton Line there is a section known as Offset Proof. In section, the sample (proof) of
the required job is taken before the bulk production. This is done just to verify that after
printing and cutting & creasing the flaps or unit cartons are same as required be the
customer.
CONSTRUCTION OF CARTONS:
 Straight Tuck-in: e.g. Magic Depoxi Steel carton
 Reverse Tuck-in: same as Straight Tuck-in but reverse in flaps.
 Crash Bottom: Tuck-in on one side and on the other side crash bottom.
 4-Point Glued: e.g. Wall’s Solo.
 6-Point glued: e.g. Packs of Nirala Sweets.
 Quick Lock Tuck-in Top: Tuck-in on one side and Crash Bottom on other side.
 Full Seal: e.g. Rafhan’s custered glued from both side.

 Hinglet Carton: e.g. cigarette cartons.
 4-Point Glued and Tuck-in Top: e.g. packs of Ding Dong Bubblegum.
 Top & Bottom: e.g. shoes cartons
i. Self-Lock Carton
ii. Glued Carton
iii. Stitched Carton
EQUIPMENT:
 One 1-color printing machine
 HEIDEL BERG
 Six 2-color printing machines
 PLANETA
 ULTRA MAN V
 Three 5-color printing machines
 ROLAND 800
 ULTRA MAN V GS
 One 6-color printing machines
 ULTRA MAN VII-G

 TWO LACQUE
MAJOR CLIENTS:
 Lever Brothers
 Nestle
 Pakistan Tobacco Co.
 Procter & Gamble

CONSUMER AREA:
 Tea Cartons
 Detergents
 Soaps
 Shoe Cartons
 Food Cartons
 Cigarette Industry
 Biscuit
 Match Industry
LEMANIC 82H MACHINE:
This machine can work equal to five departments. This is the latest machine, not only in
Packages but also in Pakistan for the finest printing. Printing mode used in LEMANIC is
rotogravure. This machine comes under the Carton Line but the difference is this, printing
method is rotogravure and instead of sheets, complete reel is used.
Process Flow:
Duplex board Reel Stand Festooning
Reel
In feed Unit
Dispatched
Printing Units
Bundling Cutting & Embossing

Creasing cylinder
DESCRIPTION:
 The process starts from the reel stand unit. White duplex board reel is attached to
the reel stand. From the reel stand the reel automatically starts passing through the
next section. In this section at a time two reels are connected to reel stand. One
reel starts processing and other one is on stand by. The joint of these reels may be
automatic or manual. The process of one is completed in 20 minutes.
 In the next unit, Festooning, mainly two works are done:
 It makes the alignment of the reel
 It makes the paper tight according to the given speed.
 The next unit, in feed, feeds the board to the next unit for further process, which is
printing.
 There are six printing units; the necessary printing units are used according to
requirement of job. The printing method is Rotogravure. Seventh unit is for
varnishing. Two types of varnishing is done:
 Water Base varnishing.
 Solvent Base varnishing
 The purpose of varnishing is to protect the board from water and oil effects and
also to make shine on it.
 In the next unit, quality of printing is checked. The machine is totally
computerized and without any manual work it can check the quality and if there is
any deviation, it can warn the supervisor.
 In the section unit, cutting & creasing is done. Dyes are used for this purpose and
machine works automatically.
 The operator instructs this unit, and after a certain limit the bundles of flaps are
collected by the machine and are sent to the last section.
 In the last unit dispatching is done manually.

FLEXIBLE LINE
No quality, No life.
Flexographic line:
On our flexographic line, up to eight colours flexographic
printing can be done on paper, poly-coated paper and films. We have the first ever gear-
less press in the country which has the ability to print real life images on materials like
Polyethylene, OPP, Special paper and Polyester. With the addition of Video Mounter
System, the printing stereos can be mounted with one micron dot accuracy, which
virtually eliminates the mis-registration from the print.
Rotogravure Printing:
Sophisticated quality packaging with computerized controls,
makes rotogravure printing an extremely attractive option. With the help of latest
technology, including online web cams and auto registration, customers can get up to
eight colors of very high quality printing results. Our rotogravure printing section also has
the latest in- house cylinder making and engraving facilities. Commonly used printing
substrates on our rotogravures are: PET, BOPP, Metallized OPP, Pearlised OPP, Paper
and PVC. Rotogravure is particularly suited to food packaging where colourful package
designs and preservation of food quality are important considerations.
Lamination:
Packages Limited has both solvent base and solvent less
laminators. With the help of our modern machines even the most complex structures of
three to four laminations can be done on our lamination facilities. Equipped with Italian
technology and computerized control, we can laminate BOPP, Polyester, Al foil, Met
OPP, Met PET, .E. paper as faster as 250 m/min with continuous production due to auto
splicing. Automatic viscosity control system ensures consistent quality. R&D center at
Packages Limited helps customers develop cost effective laminates to suit their needs.
Extrusion:
Packages have our own mono- and multi-layer extrusion facility that can
extrude polyethylene of different grades and colours. The Canadian technology with
computerised control and monitoring of each layer on our 3 and 5 layer extrusion line
enables us to produce high output to meet our customers' demands and new market trends
as well. We extrude a number of specialized films which includes oil, ghee, detergent and
food films. These specialized films are known for their strength and high barrier
properties. We also have the on-line slitting option on our line which makes our system
more efficient.
Bag & Sleeve making:

Bag making is an integral part of our Flexible Line. We have
the capability to provide the following variety bag constructions: Side Seal, Double side
seal, Bottom Seal, Three Side Seal, Bottom Gusset Bags and Side Gusset Bags. We have
automated sleeve making machines on which we make shrinkable PVC sleeves.

PACKAGES LIMITED
TOTAL SALES 2003 (In %)
FLEXIBLE LINE CARTO N LINE

30% 26%
TISSUE PAPER
12% CO RRUGATED LINE
18%
PAPER & BO ARD
14%
(source: www.packages.com.pk)
{annual growth trend}

CORRUGATED DIVISION
For large-scale packaging, Packages Limited has been manufacturing “Corrugated
Cartons” since 1971. These cartons are produced in different sizes and are used for
transporting consumer products from manufacturer to retail outlets. The share of
Corrugated Department in Packages Limited total sales is almost 20%, which is second
after the Carton Line. Corrugated cartons are of great value for the export of fresh fruits,
garments and shoes. A wide variety of gums tapes for sealing corrugated cartons are also
manufactured
The production process was completed in two halls. Paper needed for this purpose was
also prepared within the factory premises at the Paper & Board Mill. Then this paper was
first processed through the corrugated machine, which transforms the paper into single
wall and double wall as required and mentioned earlier. Afterwards, the corrugated are
processed through the Flexo machine where they are shaped according to the requirement
of the customer, for example, into a rectangular or square shape. A gluing unit is also
attached with the Flexo machine, which sticks the cartons on specific places. Some time
stitching is required which is done at another machine.

 Process Flow of Making Corruwall (CWCs) Sheets:

Reel / Liner
Flute Plant
B Flute C Flute
Double
Baker
Heating &
Gluing
Cutting &
Creasing
Corowall
Sheets
Bundling

Dispatching

 MACHINE FOR MAKING CORRUWALL SHEETS:
 The machine used for making or preparing Cornwall sheets, is named as UCHIDA
(it is the company name). It has imported from Germany. It has six units. These
six units are as follow:
 1st Unit (C Flute)
 2nd Unit (B Flute)
 3rd Unit (Double Baker/Facer)
 Heating Section
 Slitter & Scorer Section
 Auto Down Slugger Section
 TYPES OF CORRUGATED SHEETS:
 > Single Wall
• > C – flute
• > B – flute
 Double Wall
• > B+C flute

 Single Facer
• > E – flute
PRINTING MODE:
 Flexographic printing
MACHINES FOR PRINTING:

There are three machines for the purpose of printing.
• Two 2 color machines
• One 3 color machine

CAPACITY OF PRINTING MACHINE:

The printing machines used in Corrugated Division have the capacity of printing
250 Cornwall cartons per minute.
CONSTRUCTION OF CONTAINERS:
 Regulated Slotted Containers (RSC)
 Glued Containers
 Stitched Containers
 DI – Cut Containers
MAJOR CONSUMER AREAS:

 Sports Product
 Textile Industry
 Food & Beverages
 Yarn and Poly Products
 Match Industry
 Fruit Cartons
MAJOR CLIENTS:
 Pepsi Cola, Pakistan Mineral Water
 Pakistan Tobacco Company
 Lever Brothers
 Nestle
 Rupali Group
 Murree Brewery
 Kunjah Textile Mills

SOME OTHER DEPARTMENTS INVOLVED IN

PRODUCTION
Coating Department:
When paper & board is manufactured in Paper & Board Mill, its both surfaces are coarse.
For printing purposes, it must have smooth finish. For smooth finish, it is send to the
Coating Department, where it is processed to a smooth, shining, extra white upper layer or
both sides. Color coating of paper and board is also available.
Cutting & Creasing Department (CC):

After printing, job comes in the Cutting & Creasing Department. As the name implies,
this department cuts or creases as the requirement of the job. For this purpose, special
dyes are used which are made for the specific job. It has very sharp cutting blades that do
the cutting. The die is attached to a machine called “CUTTING & CREASING” machine.
Lamination Department:
This department has two machines, which laminates the paper on single side or double
side. This lamination process is started after printing, as the customer requirements.
Folding & Gluing Department (FG):

After cutting & creasing, the job comes to Folding and Gluing Department. The machine
folds and glues the sides of the sheet to form cartons/boxes. Care is taken that the folds
are correct and the sharp and right amount of the glue is applied where required. Last
examination of quality control is conducted in this department. From this department, the
job is packed in boxes and sent to dispatch department.
Dispatch Department:
This department is responsible for the dispatch of finished goods to the customer and also
takes deliveries of products to Packages Limited from the trucks or railway station. The
various functions performed by Dispatch Department are like that they receive finished

goods in this department, they record these goods, they arrange the goods according to the
delivery schedule given in the job card, they also have to arrange trucks from trucking
companies for dispatching these goods. Also they have to load and prepared dispatch
notes. They have to keep the record of dispatch figures with receipt records.
Quality Control Department:

This department examines the quality of products producing by Production Department.
They make tests about the quality of printing, grammage of paper or board and compare
them with customer specifications and prepare reports about results.
Technical Department:
This department is responsible for the repair and maintenance of machines and
construction of building and roads in the factory. There are 130 employees in this
department. It works in two shifts. In case of emergency third shift is carried out. It
provides the necessary spare parts and machinery to different departments. Technical
Department is responsible for making tools and spare parts. Some time it works for other
industries. It normally accepts the orders of Roll Grinders. These orders are accepted only
on cash basis.

RESEARCH, DEVELOPMENT & CONTROL

DEPARTMENT
To keep up with new demands Packages Limited has a Research, Development and
Control Department. This Department is considered as one of the most important
department. The Research, Development & Control Department works in close
collaboration with the Production Department. It helps the Production Department to
maintain a standard of the products being produced. All the new materials are tested
according to the certain specifications. It also has a lot of interaction with the Marketing
Department. Research, Development and Control Department has well equipped
laboratories and pilot machines, which are used to test various chemicals, raw materials
and machines. It enables Packages Limited to provide better quality and latest packaging
to the consumer industry enabling it to introduce new product lines and develop new
materials. The Research development and Control Department has three major areas for
his research:
 Research
 Development
 Control
1. Research:
This section is directly answerable to the Production Manager. In Research, work is done
with the new ideas, the experiment is divided into parts and on each part attention is
focused and conclusions or suggestions are given. Packages Limited, tries to get as many
information and technology which is possible and beneficial to the organization. All such
information is collected for research.
2. Development:

Development is a continuous process in any organization. A lot of development is the

result of feasibility studies, study of new production methods and new products. Packages
Limited has a paper & Board Mill, so it uses largest number of chemicals. The
"Environment Protection Agency" has set some standards for reducing pollution. The
Research Development & Control Department developed new way of reducing pollution
and always tries to meet EPA standards.
3. Control:
Packages Limited Research, Development and Control Department ensure the quality
standards off all the products produced in the factory.
Quality is synonymous with Packages Limited. Every package made by Packages Limited
guarantees the use of quality materials and processing. This is all due to the strict Quality
Control standards, observed at every stage of the production, from raw materials to
dispatch Department. The Research Development and Control Department makes
stringent requirements on quality control, which help in working consistently towards
attaining better results for customers. The incoming raw materials and end products
leaving the factory are constantly checked to make sure the items produced meet the
expected standards. To ensure constant quality and improvement this department
managed by qualified scientists.

COATES LORILLEUX (INK FACTORY)

To keep up the trend of self-sufficiency, Packages limited has set up its own Ink Factory
in 1957. Initially, Packages Limited used to import all the ink used in various printing
process. But due to increase in demand and to keep quality control, Packages Limited has
set up its own Ink Factory. This factory is very economical and also supplies good inks
for printing to Packages Limited. Raw materials for inks are purchased but inks are
prepared in its ink factory. This factory has the following sections. There are three
sections of ink factory:
1) Store:
This section is responsible for the arranging raw material for inks.
2) Laboratory:
This section formulates different kinds of ink and develops new shapes of ink. It is
responsible for the development of new shades of ink and formulates different kinds of
ink.
3) PRODUCTION:
With the help of Planning Department, this section is responsible to make ink for the
specific jobs. Ink Factory not only fulfills its own requirement but also sells printing ink
in the market. With the increase in demand and popularity of "ROSE" brand ink,
Packages Limited has made an Ink Division and they intend to develop it into a separate
independent department. In 1993, the company agreed to form a joint venture with equity
participation from “COATES LORILLEUX", world’s second largest printing ink
manufacturer to produce ink for Packages Limited and the general market. Packages
Limited own ink manufacturing facilities now transferred to the new company,
"COATES LORILLEUX PAKISTAN LIMITED" in which Packages Limited have
55% Ownership.

TETRA PAK
Tetra Pak was established in 1982 as a joint venture between Packages Limited and Tetra
Pak Development S.A. of Lausanne, Switzerland. The shares of Tetra Pak Pakistan are
distributed as follow:
 49% Shares Owned By Swedish Group.
 45% Shares Owned By Packages Limited.
 6% Shares Owned By Syed Babar Ali.
Tetra Pak produces packaging material in premises leased from Packages Limited. The
Company operates from its office in Gulberg. That office is responsible for the
Management, Marketing, Sales, and Technical Services. The head office of Tetra Pak is in
Switzerland. A factory produces packaging material for Tetra Standard Aseptic and Tetra
Brik Aseptic. Tetra Pak has a growth rate of 15%. The Production Plant works at
Packages Limited. This building is acquired from Packages Limited on lease. There are
130 employees in the factory. Tetra Pack factory works in three shifts. Tetra Pak deals
with the packaging and sale of liquid foods such as milk, juices etc. The Tetra Packing
milk can stay fresh up to three months without any refrigeration. The factory started its
production in January 1983 with the capacity of 16 million packs per year. But now it has
a maximum production capacity of 900 million packs per year. In the year 1993 Tetra Pak
sold 750 millions packs. The material used in the production of tetra packing is:
 Paper
 Aluminum
 Plastic Coating
 Wax
The Paper, which is used in tetra packing, is manufactured at Packages Limited. The
Aluminum Foil is imported. Now in Tetra Pak daily production is 200,000 meters.

(Internship report by Zafar Tasneem from Punjab University, 2001-77)
GRAPHICAL ANALYSIS OF PACKAGES LIMITED

MARKET CAPITALIZATION (PAK RUPEES ‘000)
8,000,000 7,986,229
7,000,000
6,000,000
5,000,000
4,207,032
4,000,000
3,000,000 2,665,279
2,000,000
1,000,000
6,373 12,047 59,339 220,278
0
De c 31,1958 Dec 31,1962 De c 31,1972 De c 31,1982 De c 31,1992 Dec 31,2002 Dec 31, 2003
MARKET CAPITALIZATION (US $ ‘000)

140,000 139,133
120,000
103,106
100,000
80,000
72,348
60,000
40,000
20,000 17,116
1,593 3,012 5,279
0
De c 31,1958 Dec 31,1962 De c 31,1972 De c 31,1982 De c 31,1992 De c 31,2002 De c 31,2003

SALES (PKR IN MILLION) FOR THE PERIOD 1972 - 2003
7,000
6,293
6,000
5,361
5,000
4,000
3,000
2,000 1,738
1,000
432
94
0
1972 1982 1992 2002 2003
SALES (US $ ‘000) FOR THE PERIOD 1972 - 2003

120,000
109,640
100,000 92,430
80,000
67,227
60,000
40,000 33,595
20,000
8,376 Administrative Sciences, Quaid-e-Azam
0
1972 1982 1992 2002 2003
PROFIT AFTER TAX & DIVIDENDS (RS IN ‘000)

900,000
800,000
700,000 Profit After Tax Cash & S tock Dividends
600,000
500,000
400,000
300,000
200,000
100,000
0
72
72
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
0
1
2
3
'0
'0
'0
'0
ENVIRONMENT
14%
INVESTMENT 1994-2004
CAPACITY
TECHNOLOGY 52%
34%

MARKETING DEPARTMENT
We are living in an age of Marketing. It’s a famous adage; “You don't sell what you
make rather you make what you can sell”. Today in any organization, Marketing
Department is of paramount importance. Because it plays a link between the consumer
and the manufacturer. The function of the Marketing Department is to ensure that
consumers receive what they need. If marketing department works effectively and
efficiently, the whole organization is on a smooth run. The Marketing Department plays a
key role in the operations of the organization. The Marketing Department of the Packages
Limited is headed by the Marketing Manager who is responsible for all the marketing
operations in all three offices in Lahore, Karachi & Islamabad. Packages Limited has a
very effective Marketing Department, which is acting a vital role in the working of the
company. This department is responsible for the sale of industrial & consumer products.
Planning Division of the Production Department works closely with the Marketing
Department to ensure the meeting of established targets. Packages Limited has divided
into the four regions i.e. Lahore, Karachi, Multan and Islamabad. Area Marketing
Managers, who are third in the line of authority, direct under the Deputy Marketing
Manager, are the heads of these regions. Marketing Manager also looks after the
Consumer Products Division. Each region is responsible for the sales of its area. A team
assists all Area Marketing Managers, consisting of Regional Sales Managers, Assistant
Sales Manger and Sales executives. There are two Regional Sales Managers under the
Area Marketing Manager. One for industrial sales and one for the consumer products.
Then there are Regional Sales Managers and Sales Executives. The Deputy General
Manager who is also among the Board of Directors of Packages Limited is often
consulted by the Marketing Manager for important managerial decisions concerning

Marketing Department. The job of Area Marketing Manager is just like a Supervisor. He
Checks the performance of each officer. He, some times, visits the customers and asks
them whether they are satisfied with the services of the officer concerned. The Regional
Sales Manager acts as a coordinator between the Sales Executives and the Area Manager.
Each Sales Executive is allocated a certain number of customers. The respective
Executive will deal with these customers and solve their problems. In case of some
trouble, the Area Manager does involve and tries to settle things. His advice is especially
taken while developing, launching and pricing of new products or amending the prices of
existing products and so on. There are two divisions of marketing department in Packages
Limited:
 The Industrial Marketing Division
 The Consumer Product Division
The performance of marketing activities of the Company has increased due to this
segmentation of division. Following are the important factors that differ between these
two divisions:
 Distribution channels are different.
 Target market is different.
 They both have their own competitors.
 Marketing policies are different for each division.
1) INDUSTRIAL PRODUCTS DIVISION:

The industrial marketing has emerged to be a strong tool to enhance the sales of those
companies making products that are used in the production of other goods and services.
Industrial Marketing is the need of the manufacturing firms. In this regard the Industrial
Marketing Division of the Packages Limited assumes the key importance. Industrial
Product Division is responsible for the industrial goods. This division is concerned with
the packaging needs of various industries. The industrial products, which it markets, are

numerous. The major products come in the category of packaging products. These
include:
 Products available  Products available

in Offset Printing in Rotogravure
Printing
 Products available
in Flexo graphic  Corrugated
Printing Products
Packages Limited produces good quality packaging material.

Packages Limited has 25% market share in packaging
industry; as a result they are the single largest packaging unit
of Pakistan. There are lots of small manufacturers, which are
much cheaper, but their quality is not of that par but due to
low prices they are there. Major competitors are:
 Almas (Pvt.)  National Packages

Limited Karachi Karachi
 Pak Paper Products  Friends Packages

Karachi
 Pap Board Printers
Rawalpindi  Uni Flex Printing
Services Karachi
 Metatax Press
Karachi  Rainbow Packages
Limited Lahore
 Security Paper
 Orient Board (Pvt.)
 Industrial
Limited
Packaging Karachi
 Toufique printers
Lahore
Market Share Of Packages Limited In

Packaging Industry:
Market Share Of Packages Limited In 2000 In

Packaging Industry (Percentage)
Packages Limited 25%
Others 75%
Packages'
8 Market
0 Share
6
%
0
4
%
0
2
%
0
0
%
% Package Oth
s Limited ers
But there is no any competitor, who has more than 10%
market share. The Packages Limited has an edge over
competitors in different factors:
 Packages has own Paper & Board Mill
 Modern Machines & equipment
 Printing quality of products
 Provides help in designing
Almost 91% of the sales of Packages Limited comprise of

Industrial Products. Packages Limited is the marketing leader
of the packaging industry of Pakistan. Packages Limited
produces the wide range of packaging material in the country.
It manufactures materials, which cover paper & board,
corrugated board, plastic packing. The major industries
whose packaging requirements are being fulfilled by
Packages limited are as follows:
 Cigarette Industry  Tea Industry

 Shoe Industry  Biscuit Industry
 Match Boxes  Pharmaceutical

Industry Industry
 Toffee and Candy  Chemical Industry

Industry
 Tooth Paste
 Food Industry Industry
 Soaps &  Garments Industry

Detergents Industry
Marketing Philosophy:
The marketing philosophy of Packages Limited in general and
Industrial products in particular, moves around the policy to
provide strength in,
 Service
 Quality
 Dependability
In simple words, providing good services to the customers.

Also along with good quality and services. The dependability
means, the customers should have trust in Packages. By
making strength in quality, goods and services and being
trustworthy, gaining the market share is the philosophy of
Packages Limited.
Another marketing philosophy is not only to satisfy the

existing customers but also by doing this to attract new
customers.

Methods of Marketing:
 Face-to-face  Through E-mail
meetings
 Through Fax
 Telemarketing
 Group meetings
Prospecting for New customer:

According to my discussion with the Senior Sales Manager,
Ms. Humaira Shazia, that how they do prospecting for new
customers. She told that first we see our production lines i.e.
 Carton Line
 Flexible Line
 Corrugated division
In which division or line we need new customers and the

existing customers are not fulfilling our requirements of that
particular line. Then we select our target market. The
selection of target market may be through market surveys.
From that target market we select the potential customers,
means the customers with which we can do business. Then
these prospected customers are sent free counter samples. The
customers use these samples and if the samples are matched
with their standards. They contact with the Industrial
Marketing Department for further negotiations. For their
standards and satisfaction, the strength in quality, services and
trustworthy are the base.
Functions of Sales Executive:

1. Customers’ 2. Customers’
identification services

3. Customers’ 7. Collection of
satisfaction payments
4. Development of 8. Maintenance of
new jobs time
5. Having an eye on 9. Training

competitors’ development of
activities trainees and
internees.
6. Market knowledge
Top Three Customers of Industrial

Marketing Division:
1. Pakistan Tobacco company PTC
2. Lever Brothers (Pvt) Limited
3. Nestle Milkpak Limited
Type of Orders:
Packages Limited receives two types of orders from the
customer:
 New Orders
 Repeated Order
For new orders, Sales Executive will go to the new client and
will try to sell their products to him. The Packages Limited
has a limitation, that it can not take small orders from
customers because the factory over head costs are too much
which can not be justified in small orders of less monetary
value. If the customer agrees to buy from Packages Limited,
then it is the job of the Sales Executive to coordinate with the
customer. First priority is to listen to the ideas of new
customer and if they are feasible then, work is started. If the
customer's ideas are not worth of use, then the Sales

Executives use their own expertise and design a suitable
package for the customer with the help of Art Department. If
the customers are satisfied with the quality, delivery and price
of the packaging material provided by Packages, then they
will make repeat purchases. Normally companies consult
themselves with Sales Executives by making a Phone call or
by sending a fax. When Sales Executive will get order again
from his client he will again repeat process of issuance of
ISO.
WORKING OF THE INDUSTRIAL

MARKETING DEPARTMENT:
The basic job of Marketing Department is to make sales and
to satisfy the customer's needs.
Allocation Of Customers:
At Packages Limited every sales Executive and Sales
Managers are allocated customers and they are held
responsible for dealing with them. Every Sales Executive has
a complete record of his customers and pays regular visits
thus remaining in regular contact with them. On average a
Sales Executive has to deal with more than 10 customers.
Daily Meeting:
In the Marketing Department, a meeting of all the Sales
Managers and Executives is held every morning. The Area
Marketing Manager heads this meeting. Each Sales Officer
explains the current situation of his customers and the
development in the new prospects, if any. The Sales Officers
also inform the Area Marketing Manager about what they did
the previous day. They are then guided as to what should do,
and are assigned certain duties regarding the mode of action
they are to adopt. Sales people also provide current

information about market. The sales people are also
responsible for getting the payment from the customers. In the
daily morning meeting, they have to show that how much
payment they have got from their customers and how much
amount is still outstanding with their customers. The Area
Marketing Manager sees that which sales person is lagging
behind in receiving the payments and then guides him to
speed up his efforts for getting the payments from the
customers.
In this morning meeting, the daily dispatch report is also

discussed. The Area Marketing Manager discusses with each
Sales person, the status of the order delivery of his customers.
If the orders are not executing according to the schedule given
by the planning department, then the Area Marketing
Manager, himself contacts with the planning department and
asks them to speed up the delivery process of the late orders.
Developing New Customers:

Every organization aims to satisfy its present customer and at
the same time tries to increase the number of its current
customers. But with Packages Limited the task is slightly
easier, since it is the largest packaging concern in Pakistan
and off course the most reputed one. In order to find out the
potential customers, it is the duty of every Sales person to
remain well informed about the market and grab every
opportunity as and when it arises if it seems profitable.
Hence, the sales persons are required to carry out an active
search for potential customers and have to make sure that they
miss no opportunity to strike a deal that can be profitable to
the organization. As a matter of fact, it is the job of sales force
to track new opportunities for the organization. Although it is

not an easy task, but the good repute of Packages Limited
about its quality oriented production serves as a promotional
tool and helps the Sales staff. Sometimes, some prospective
customers directly contact the organization. The reason is the
highly strong market position of Packages Limited.
Procedure for getting a new order from the

customer:
Like any marketing department, the marketing people here
too are supposed to attract the new customers and get the
business from them. Fortunately, the Packages Limited has
very loyal customers, who have been purchasing from them
for a long time. So we can say that, more or less, the Packages
Limited has fixed number of customers. That’s why, except
Area Marketing Manager, every sales person has assigned
certain number of customers. The sales Executive has to make
all the dealings with his allotted customers. But this does not
mean that in Packages Limited, attention is not given to the
new customers. The point is that the old and loyal customers
have become the permanent customers of the company. The
other thing is that the company is operating at full capacity in
case of carton and corrugated divisions. Only in flexible line
they are below their capacity. So, mostly, they focus their
attention to attract the customers in the flexible line. If a new
customer comes, then he may be assigned to any sales
Executive.
Now there is a certain procedure through which the new order

from either a new customer or the old customer is executed
and final product is dispatched to the customer. The flow
chart of this process is given on the next page.

Process Flow:
Customer
Order Industrial
Confirmation Marketing dept.
Confirmation of Art Department

ISO
Planning dept. for Black & white mechanical

confirmation
ISO Issuance Approval

Customer’s order Color Print
Approval approval Approval approval
Sample Proof
DESCRIPTION:
Process flow in Industrial Marketing Department is as
follows:
♦ First of all there is contact between the customer and
the sales department. The contact may be in two ways:
 Customer contacts the marketing department
 Sales executive contacts the customer.
♦ Now if the customer has any idea, he gives

“specification” about the required product i.e. size,
material, design etc. and also tells about the
approximate order.

♦ The marketing department sends the specification to

the Art Department to convert the idea into a shape. If
the customer has no idea then it is the work of Art
Department to make a design.
♦ The Art Department makes blank sample to the

concerned sales executive. The sales executive also
gets pre-costing report and then sends the blank
sample along with quotation to the customer. The
blank sample is sent to the customer to get approval of
four things:
• Size
• Material used
• Structure of packaging
• Construction
At the same time, the quotation is also given to the customer.

On quotation, the following information is given:
 The price of the product according to the size and

quantity
 Terms of payment
 The expected lead time
 The material to be used to manufacture the product
 The printing mode
 Then the customer approves the blank sample and also

agrees to the quotation.
 Then the marketing department sends a color print to

the customer for approval of:
 Text on the packaging
 Space coverage
 Color combinations
 Color usage
 After the approval of color print, a sample proof is

sent to the customer. This sample proof is an original
product according to the requirement of customer. Till
now the main work was done by Art Department.
 After the approval of sample proof, the marketing

department issues Internal Sale Order (ISO), One copy
of ISO is sent to Planning Department for the
confirmation of:
 ISO number
 Product quality
 Product quantity
 Date of issuance
 Time duration
 Printing mode
 Dispatch date
 The planning department confirms the ISO, and bulk

Production starts. After getting the confirmation from
planning department, the marketing department sends
order confirmation to the customer and by the process
between the customer and the marketing department
completes.

Documentation flow in Industrial Products

Division
From Document
to
Sales Production
Information
Pre costing Pre costing report Sales executive
Sales Quotation Customer
Customer Purchase Order Sales
Sales Order confirmation Customer
Sales ISO Planning
Planning ISO Confirmation Sales
Planning Job Card Sales &

production
Sales ISO amendment Planning
Production Transfer note Dispatch
Dispatch Dispatch note Sales
Accounts Credit note Customer
Accounts Debit note Customer

DESCRIPTION:
Before the documentation flow, the customer has made the
contact with the Industrial Marketing Department.
 The sales manager/executive gets information from
the customer and decides whether the order can be
done or not.
 If it can be done, then the pre-costing department
prepares the pre-costing report and sends to executive.
 From this pre-costing report the sales executive fills a
quotation form and sends to the customers.
 From this quotation, the customer gives, the purchase
order, if he is agreed with the quotation.
 Now if the purchase order is according to the
standards and requirements of Packages, the sales
executive sends the order confirmation to the
customer.
 Now the sales/industrial marketing department issues
an Internal Sale Order (ISO). One copy is sent to the
planning department.
 The planning department issues the ISO confirmation
slip to the Industrial Marketing Department.
 Then the planning department issues Job Card. One
copy is sent to the production department and the
other one is sent to marketing department.
 Now if there is any amendment in the purchase order,
required by the customer, the I.M.Department makes
an amendment form and sends to the planning
department so as before production this amendment
can be made.
 After the completion of job, a transfer note is made by
the production, which is sent to Dispatch section.
 The Dispatch Section issues the dispatch note to the

marketing department to confirm the completion of
job.
 The Account Department issues invoices, means debit
and credit notes to the customer.
 The receipt of payments from the customer is the duty
of marketing department.
By this process the documentation flow of Industrial
Marketing Department has completed.
Repeat Orders:
Packages Limited, as a policy matter always prefers repeat
sales. It does not look forward very eagerly to one time order.
Most of the business is of repeated nature. Thus getting repeat
orders is also one of the important jobs of a Sales Officer. A
repeat order can be taken through a telephone call a written
letter or a visit. In repeat orders, it is not necessary that the
whole process discussed above be repeated in the same
sequence. As in repeat orders, the customer’s requirements
are already with the company, so customer only places his
order and give the order confirmation, and the marketing
department will issue the ISO and the remaining process will
be same as discussed earlier. The steps before ISO issuance
are skipped in this case. But if the customer wants some
changes in the previous order, then the whole process will
have to be repeated.

Packing material manufactured in

Packaging Division
Corrugated Cartons produced in variety of sizes, are used for
cartons transporting consumer products from manufacturers
retail outlets. Mostly corrugated cartons are used for
export of fresh fruit, garments, shoes and textiles.
Printing Inks Roto, Flexo, offset, water base, heat resistant, for
printing of polythene, OPP. PVC, polyester, solvent
base ink, lacquers, additives.
Gum Tapes A wide variety of gum tapes for sealing corrugated

cartons.
Laminate For Snacks, Tea, Shampoo

Bags
Wrappers Paper wrappers/ laminate wrappers for toffee, candy,
soap, ice cream, bubble gum etc.
Labels Labels For Bottles/Inks
Bags Tea bags, printed poly bags, poly coated bags
Films Shrink wrap poly film, syringe packing film
Miscellaneous Sachet for shampoo, coffee etc, cone for ice cream,
stands alone pouches for PVC sleeves, and packages
for every purpose.

Pricing Policy for Industrial Products:

Since Packages Limited industrial products vary in nature to a
great extent, so there is no fixed price for any product. In
Packages, prices charged are quite high due to their good
quality and standard. The Marketing Department determines
prices for each of the products separately. There are some
standards regarding prices of different packaging designs, but
they vary according to the factors listed below:
 Material used for  Prospects of repeat

the package sales
 Printing on the  Art work charges

package
 Terms of
 Size of the package agreement
 Quantity ordered  Number of color to

be used in printing
 Time of completion
Price Determination:
The prices are usually negotiated between the buyer and the
sales personnel. The Sales Executives get the estimates of the
costs to be incurred on the customer’s order, from the Costing
Section, a part of the Marketing department. The business
with the customer is also kept in mind, i.e. whether he is a
new customer or the permanent one of the company. The
prices for the industrial products are determined on the "Cost
Plus PROFIT" basis, i.e.
Cost + Profit = Price

In order to determine the price to be charged for an order the

company simply adds desired profit to its estimated cost of
production. In price determination the first aim is to
cover the cost. After this a reasonable amount is charged in

the term of profit. There are certain factors, which affect this
profit margin.
Distribution Policy for Products:

Packages Limited, being basically industrial products
manufacturing concern, its distribution system consists of
direct selling from producer (manufacturer) to the consumer
(the company ordering for the packaging material). No
middleman is involved. Company's sales force either directly
goes to the final customer or gets order from them or the
customer himself contacts with the company. The company
believes that direct marketing is quite cheap for industrial
goods. The reason, which they quote, is that we have enough
sales force all over the country and which can cover the
industry more economically. Normally new orders are
obtained by the Sales Executives. Packages Limited does not
have any distribution or whole sellers in its distribution
network. The company advises its customers to take their
packaging material from the Factory Premises. Either the
buyer's transport comes to the premises or the company
arranges to send the products to the customer. In any case no
freight charges are borne by the Packages Limited.

CONSUMER PRODUCT DIVISION

(CPD)
Since the inception of Packages Limited, it dealt only with

industrial goods. In 1981, company entered into new era and
starting dealing in consumer goods as well. Initially, it was
decided that the industrial sales division would also look after
the affairs of consumer products. In 1985, the distribution
function of the consumer products was handed over to
TETRA PAK. But in1986, Packages limited got back the
distribution facility from TETRA PAK and established a new
division with the name of consumer product division
(commonly known as CPD). Since then CPD is responsible

for the consumer products. This Division is totally separated

from Industrial Products Division and follows its own
policies. It makes its sales plan freely. Over all, CPD manages
43 different tissue paper products, which include tissue paper
rolls, facial tissues, wet tissues, tissues for particular
organization.
This department has one CPD manager, 160 workers and 10

supervisors. Tissue Paper at Packages Limited is
manufactured at Paper & Board Mill in reel form. In the
production hall, the tissue reels are cut into individual tissues
and then packed. The "ROSE PETAL" line of products
includes facial tissues, toilet rolls, kitchen rolls, paper
napkins, paper cups & plates. Apart from ROSE PETAL,
Packages Limited is producing tissues for various companies
like UTILITIES STORES etc. The other brand in tissues is
“TULIP TISSUES”, and afterward in 2001 they introduce
the FEMINEX. The raw material that is tissue paper is
imported from Scotland. What they do is cutting, packing &
selling. This division performs the activity of selling products
to the ultimate consumer. The Marketing Manager supervises
this Consumer Product Division.
Packages limited started producing consumer products with

the introduction of Rose Petal (Facial Tissues) in April 1981,
formally rose petal started production in 1986. With the
passage of time consumer products family increased. A brief
history of all the consumer products is given on next page,
1. Luxury pack of Rose Petal (Facial Tissues)

in 1981.
2. Tissues of pink color were introduced in
1982.
3. Toilet rolls in 1983.

4. Economy size pack of Rose Petal (Facial
tissues) was introduced in 1984.
5. Multicolor tissues were also introduced in
1984.
6. Production of table napkins started in 1985.
7. In the end if 1985, the distribution is
handed over to Tetra Pak.
8. In February 1986, Packages Limited took
the distribution back.
9. Multi purpose rolls were introduced was
introduced in October 1986.
10. In November 1986, facial tissues were
offered in pocket pack.
11. The production plates and cups were
started in 1987.
12. Perfumed tissues were launched in 1987.
13. In 1988, Feminex was launched.
14. In 1989, wet tissues were introduced.
15. In 1992, they manufactured a special kind
of wet tissue, which is used to clean the glasses of
spectacle.
16. In 2001, CPD introduced Feminex
CPD is responsible from production to the distribution of all
these products. Each sales officer is a product or brand
manager and deals with the particular product assigned to
him. Before the establishment of CPD, product used to take
12-15 days before reaching to the customer who had placed
the order. After its establishment this problem was removed
and CPD people were able to establish a distribution system,

which covers the whole country. Before the introduction of

flying tissues, Packages Limited has the sole monopoly over
the tissue market in the country. But right after its
introduction, it gave a tough time to the Rose Petal family.
Although CPD people do not accept that Flying is giving
them a tough time. But after its introduction they improved
their quality by making tissues on a new machine, which is
far better than a previous one.
PHILOSOPHY:
There was no local production of tissues to meet the
population requirements and at that time the tissues were
imported from abroad to fulfill the demand. Tissues were
imported only through the personal baggage and they were
only target the elite class. So the packages ltd has decided to
start the production of tissues to meet the requirement of
population and at low price to target the whole market that it
can be in the reach of medium and low-income classes.

MISSION STATEMENT OF CPD:

Rose Petal is going on the road of progress very successfully
and according to the marketing department of the company,
they want to get “maximum share by maximum sales”. They
are trying to cover every noted inefficiencies in the main
departments of its. Along with they are also very conscious
about the quality, and are doing very hard job to give best
quality. Sales people are working on classic marketing idea
“find as gap and fill it”.
GOALS:
Goals of rose petal are to expand and increase the consumer
demand of tissues and to break the cultural barriers like
replace towels and handkerchief with tissues. It was thought
earlier that the tissues are for upper class but they target the
whole market including the all-social classes. In the presence
of imported and local tissues they have to create the demand

of their brand so they provide their tissues at reasonable price

and good quality.
TYPE OF BUSINESS:
Rose Petal is consumer product that was the first consumer
product introduced by Packages Ltd. They produce:
o Tissues
o Paper Plates
o Paper Cups &
o Feminex.

PART-IV
TRAINING PROGRAMME
(INTERNSHIP- 26-07-2005 TO 03-09-2005)


Consumer product division as we have already the
introduction of this department. I had 6 weeks internship in
this department of Packages Limited Lahore. Packages
Limited is no doubt have a great prestige in packaging
industry and after having a great success in paper and board
mill, industrial packaging they entered in the section of
consumer products. In 1982 when they first introduced the
consumer product ROSEPETAL in facial categories they had
a very great opportunity to get almost a major market share.
For having the internship I had to pass through some
sort of interviews and I called for an interview on 25-07-2005.
Consumer product division manager conducted that interview
and after that interview he accepted my resume for Internship
with CPD sales. And refer me again to HRM dept. and from
there I get my Joining letter and then from 26-07-2005 I
strated my internship there in CPD Sales. Afterwards I also
got a chance of having the internship with CPD Marketing.
ORIENTATION OF CPD
On 26-7-2005 when the I join
the first day in CPD. It was nice to see all sales and marketing
force of Consumer products under one roof even the
merchandising officer was also sitting there.
Mr Saqib introduces with the sales force and all people
welcomed me just as I am joing them as employee there. And
they all seem very cooperative and they also proved this thing
later and helped me lot in every matter.
SALES FORCE
CPD MANAGER
MOIEEZ KAREEM
SEC. MANAGER
MR.ARSHAD SAQIB
REGIONAL SALES MERCHANDISING

MANAGER OFICER
M.IMRAN MR.ASIF
SALES
SALES EXCUTIVE SALES EXECUTIVE
MR.UMER
EXECUTIVE
M.ABBAS
MR NASIR ASLAM

MARKETING FORCE
GBM
SYEDA HINA
BABAR ALI
B.M B.M
B.M.
(TULIP) (FEMINEX)
(ROSE PETAL)
MR. IMRAN MISS ASMA
MR HASEEB
MOONIS SHAHZAD
Mr M. Imran introduces about the CPD and handed over

some brouchers and reading material for study which contains
the data most about the products, their variants and about their
distribution network.
CPD has three type of its own products and after with it also
has some institutional sales amd orders.
Their products are
ROSE PETAL

TULIP
FEMINEX
PART PRODUCTS
PRODUCTS AND ITS VARIENTS

ROAE PETAL
RP PERFUMED RP LUXURY
RP ORO RP SUPREME
RP MULTICOLOR RP POPUP
RP TOLIET ROLLS RP KITCH ROLLS
RP PAPER TOWEL RP WET TISSUES
RP TABLE NEPKINS RP POCKET PACK
RP PARTY PRODUCTS RP INSTITUTIONAL SALES
TULIP
TULIP PERFUMED TULIP TISSUES
TULIP MULTICOLOR TWIN TOLIET ROLL
DOUBLE HORSE
POCKET PACK
TOILET ROLL

FEMINEX
FEMINEX
WITHOUT WINGS
WITHOUT WINGS WITH WINGS
WITH WINGS
REGULAR 8S
REGULAR 8S REGULAR 8S
REGULAR 8S
LARGE 16S
LARGE 16S LARGE 16S
LARGE 16S
MAJOR COMPETITOR IN
TISSUES
FLYING MOVEETA
FAY JASMINE
KLEANEX LILY

MAJOR COMPETITOR IN
FEMINEX
ALWAYS BUTTERFLY
SOME OTHER
TRUST LOCAL BRANDS
BRAND
MARKET SHARE OF PACKAGES

LIMITED IN TISSUE MARKET:
Consumer Products Division is responsible from the

production to the distribution of all these products. After its
establishment CPD established a distribution system, which
covers the whole country. Now Consumer Products Division
has around 211 distributors, which covers the whole country.
There is some major competitor of the company in tissue
sector. Though flying tissue has been there in the market for
the last 7-8 years, but still the Packages Limited is the market
leader and has (75 to 80)% market share. Their distribution
covers the entire country while Flying is only limited to big
cities. Packages Limited has the monopoly in case of paper
cups and plates and enjoys more than 80% of market share.

SALES STRATEGIES:
In Packages Limited the
sales force is stricted to spend almost 80% of their time in
market. And 20% of their time in the offices. Their
distribution network is very strong, first of all I like to discuss
about the distributors. There are 211 distributors In all over
Pakistan, and only in Lahore they have 5 distributor and
whole 211 distributors are didvded among 5 zones and these
five zones are
Packages
limited
Lahore
LAHORE ISLAMABAD SUKHAR KARACHI MULTAN
MILLINI
ANCHOR VENUS USMAN CHOHAN
UM
After these 5 distributors Packages limited has 7 sales

supervisior to check upon thir performance they have meeting
of supervisior in department on every Friday where they
discuss about the ongoing problems and about complaints

from market and customers and about distributor’s

performance.
A sample report for the market evaluation and is presented in

annuxre 1 and through this report various assessments are
made that where brand is going on. What to do now with the
brand.
During the very first week I was assigned the project about
the tissue paper. This project was on consumer behavior and
attitude of tissue paper, this project is attached in the end of
the report. Beside this I was assigned to have atleast 3 market
visits and about to fill the above evaluation form and to know
about the sales of particular area.
I visited the areas like SADAR, ARAY BAZAR GULBURG,

LIBERTY, IQBAL TOWN AND AWAN TOWN. Case
summary is given in the annuxre 2 and in the project.
No doubt it was a great exposure for me to have market visit

in a very practical sense.
Sales teem is assigned targets and they have to meet these

targets and one of the important thing is that for institutional
sales they have a separate distributor and in this institutional
sales they have orders from PIZZA HUT, KFC,

MCDONALDS, PIA, PRIME MINISTER HOUSE,

OTHER DIFFERENT COMPANIES LIKE PARCO,
PEARL CONTINENTAL etc.
MARKETING STRATEGY
Goals indicate what a business unit wants to achieve, strategy
answers how to get these goals. Every business has a strategy
for achieving its goals.
The marketing strategy can be presented in a list form as

follow,
• Target market • Advertising
• Positioning • Sales promotion
• Product line • Research &

development
• Price
• Marketing
• Service
research
MARKETING BUDGET:
Marketing budget is allocated to each brand individually and
almost each brand gets Rs. 2.0 million each year.
MARKET SEGMENTATION:
Packages Ltd has defined and identified its target market for
its consumer products. Target market for facial tissues include
all the geographical areas, all the psychographics,
Demographics because Rose Petal is trying to target each and
every person in the society. They have such a wide product

line, which satisfy the needs and wants of each and every
individual. Price ranges from Rs. 5/- to Rs. 60/-. They have
the packs of different sizes in different quantities and for
different purposes. So, they always try to target each and
every individual and that means they are using the
aggregation segmentation strategy.
MARKETING RESEARCH:
A.C. Neilson Aftab Associates does marketing research for
Rose Petal. Apart from research they send their employees on
recreational tours that they can bring new ideas from abroad.
ANALYSIS:
(PAST, CURRENT AND FUTURE
POSITION)
The growth rate is 10-12% per annum, they have this
estimated target for future market share. While in past and in
present they have the same percentages.
MARKET POSITIONING STRATEGY:

In terms of price and competitors:
It is cheaper than imported tissues but expensive than local
brands. So, they position their brand at higher price than their
local competitors and cheaper than imported competitors.
They are making Rose Petal and Tulip Tissues where rose
petal is sold at higher prices for higher income level
consumers and tulip is sold at lower prices to cater the
demand of lower income level consumers and in this way
they increase the market share and the number of consumers.

BRANDING STRATEGY
BRANDING:
Every company tries to establish its brand in order to maintain
a brand loyalty. A good brand name is the goodwill of the
company. Again, the selection of the brand name is the
responsibility of the marketing people. Packages Limited has
the policy of separate family names for each of its product
line. For example, in case of facial tissues, the family brand
name is Rose Petal, Tulip etc. in the promotional campaign;
the brand name is used, which in fact covers the whole
family. The brand name of Rose Petal is used in advertising
campaign while it has many sub brands like perfumed, plane,
multicolor etc. Rose Petal brands are very succeeded in the
market has a good image. This is brand image, which helps
the company to achieve its objectives and Rose Petal is doing
the something and achieving their desired objectives.
Packages Limited itself also helps Rose Petal to create a
quality image in the mindset of their customers and make it
symbol of quality in the market.
SPECIAL ORDERS:
It has already discuss that Rose Petal also get some type of
special orders of tissues from the market and fulfill the needs
of these special order customers by providing them desired
features. These special customers are like the big
organizations like PIA, PC hotel, PIZZA HUT,
MACDONALD’S, KFC and pharmaceutical companies etc.
these customers demand different type of modifications in
packaging, style, colors like Sometimes quality and also
certain other features of the different product of tissues. As
some pharmaceutical companies demand wet tissues with

certain special colognes. Some organizations demand to print

of their logo on the tissue paper, packaging like PIZZA HUT
or KFC etc. some organizations wanted to print their own
design on the packaging material as PIA placed special orders
of luxury size tissues with packaging of PIA colors green and
white although trademark and logo of Rose Petal is also
placed on the packaging. Special orders are provided in bulk
not small in numbers. They have certain limitations in which
they produce. Special orders are placed only for big
organizations or certain events. Special orders are almost the
5 to 10% of their total production and they have no problem
to manage these. Marketing people also provide their services
to different big organizations in respect of packaging and
order size and certain other facilities. If the customer wants to
make some alterations in the approved design, then he has to
pay for all those expenses, which the company has made on
the previously approved samples.
PACKAGING STRATEGY:
Packaging is an essential part of any product and particularly
for consumer products. Fortunately, Packages Limited has a
separate packaging department, which is responsible for
developing package for new products or to modify the
existing package. The marketing people spell out the guiding
principles and then the Packaging department design and
prepare the package in the light of these guidelines.
Sometimes, the packaging for special orders is done
according to the requirements of the customer or client and
certain modifications are made in design or styles etc. for
example, PIA wants print of his logo on the packaging box.
Pearl continental hotel wants to print of PC on the tissues,

which are using by their customers. These are the some

examples of special orders satisfied by the CPD. they made
economical and adequate packaging of tissues for the
convenience of all type of consumers.
LABELING:
They use brand label strategy as they use brand name
ROSE PETAL only, on package but they mention the
quantity of tissues in a package like 150 * 2 ply tissues
etc
PRICING STRATEGY:
The basic formulae for price determination of Rose Petal
products are:
COST + PROFIT = PRICE
The first aim is to cover the cost. After this a reasonable

amount is charged in the name of profit. There are certain
factors, which affect this profit margin, which might be
internal as well external. These are:

a) Quantity of the g) Economy.
order. h) Organizational
b) Type of material. interests.
c) Number of colors i) Marketing

to be used in objectives.
printing. j) Marketing mix
d) Time of strategy.
competition. k) Consumer
e) Future prospects. purchasing power
f) Nature of the l) Competitors’

market and products prices
demand.
1. Packages Limited selects the medium price-

high quality pricing strategy as Packages
never compromises on quality of the products.
Packages adopts the “Maximum Sales Growth” pricing

objective.
1. Mark-up pricing
Packages adopts “mark-up pricing” method. Sometimes

Packages sells its products below cost also. For example they
sell wet tissue below cost to create its market, because
majority of people is not familiar and accustomed to use the
wet tissues, which has limited demand in the market. The
management of Consumer Product Division (CPD) also
makes their price decisions on the basis of the competitors on
going rate prices. So, they have to take keen interest on the
pricing policies of the competitors. Although quality play a
leading role in their products, but prices have also its
importance in the development of the product image in the
market.
PRICING POLICIES:
The company has the policy to charge ex-factory prices. They
are not concerned with the freight charges. All such costs are
borne by the buyer.
The basic objective behind the price determination of
consumer products is to maximize the market share. The
company actually wants a higher turnover. The marketing
people set prices by considering the following factors.
COST OF PRODUCTION:
Every organization strives to sell its goods on Maximum
profit. But the first objective is that to cover the cost of
production, or to sell at the break even. And profit margin
is set in order to maximize the market share.
CONSUMER PURCHASING FACTOR:

This is also very significant while determining the final
price. Marketing manager has to pay full attention
on the purchasing power of the target customers. Again
the objective or the philosophy behind the whole pricing
concept is to maximize the market share.
PRICING POLICIES OF THE

COMPETITORS
The prices charged by the competitor also play very
important particular in case of consumer products. Since
price is the basic factor. Marketing department always
keep an eye to track any movement by the competitors. If
the company starts charged higher price as compared with
the competitors, then definitely it is going to loose its
market share. Which is the major objective of the
company.
GOVERNMENT TAXES:
Another factor, which affects the pricing policy, is the
taxes imposed by the Government. Rose Petal has the
policy to increase as with the increase in the taxes.
AREA PRICING:
Rose Petal has the policy to charge a homogeneous
price for all of its consumer’s products through out
the country. In this regard, enough margins are kept
to cover the freight, and other district taxes
ROFIT/UNIT:
They are earning normal profit/unit @ 10-15%.
PRICES OF ROSE PETAL TISSUES:

Products Factory price for Factory price for Customer price Standard
Reg. distributor unReg. Dist. per unit packing
Perfumed tissue 1431.70 1469.05 47 36 car/case
Classic per. 1128.95 1158.4 39 36 car/case
Tulip Viva 0688.30 0706.25 30 36 car/case
Fresh Wipes 2203.20 2260.70 20 144 packs/c
Multicolor 1377.00 1412.90 50 36 car/case
Luxury size 0963.75 0988.90 35 36 car/case
Supreme size 0799.20 0820.65 29 36 car/case
Tulip Tissue 0550.80 0505.15 22 36 car/case
Handy pack 0367.20 0367.80 10 48 pack/case
Paper towel 1032.60 1059.55 45 30 roll/case
Party pack 1308.00 1342.10 57 30 pack/case
Toilet roll 0918.00 0941.95 16 100 roll/case
PROMOTION/ADVERTISING
STRATEGY:
Promotion is the last and very important component of
company’s marketing mix program, because other
components of marketing mix program of the company like
product and price are performed mainly within the
organization. It is the promotion, part of the company’s
marketing mix, in which the company communicates directly
with the potential buyers. Promotion is that element in an
organization’s marketing mix that serves to inform, persuade
and remind the target market of the organization.
Basically promotion is an attempt to influence the target

market. The promotion is very vast field. There are many
methods in use for promotion of products. These various
methods together are known as “promotion mix”.Packages
almost uses all the medias for advertising and promotion of
their consumer products. The main advertising and
promotional medias used by packages are as under:
1. Television PTV, STN, PTV2, and

ZEE TV
2. Radio Radio Pakistan and FM

100
3. Urdu Newspapers Daily Jang, Pakistan,

Nawa-e-Waqat and Din
4. English Newspapers Daily Dawn, The News,
The Nation & Business
recorder
5. English Magazines SHE, HERALD, and

MAG
6. Urdu Magazines Akber-e-Jhan, Family,

Urdu Digest
7. Sponsorship Sports, T.V.dramas.

trade shows, and
Exhibitions.
In sponsorship they mostly sponsor the television programs,

many exhibitions like annual industrial exhibitions held in the
Fort Stadium, Lahore. Packages also uses moving
sign-boards, posters, stickers, mobiles, note book stickers for
students and brochures for advertisement of its products.
PROMOTIONAL POLICIES:
It is the job of marketing department to promote the business
of the organization. In consumer product division, marketing
people have different promotion plans for each product.
Without promotion, no consumer product can be successful.
Promotional activities are an integral for marketing consumer
products:
1. Increase the sales.
2. Outplace the competitor.
3. Increase the market share.
4. Higher turnover.
5. Informing the consumers.

6. Guiding of goodwill.
PROMOTIONAL BUDGET:
The management fixes the promotional budget. The basis
premise is that whether the organization can afford the budget
or not. A part from this fact, there are a lot of other factors,
which the marketing people have to consider. These are:
 Cost of media.
 The number of products already in the

market.
 The number of new products the company

is going to launch.
ALLOCATION OF THE
PROMOTIONAL BUDGET:
One of the hardest marketing decisions facing a company is
how much to spend on promotion. Rose Petal division
develops the promotional budget by defining specific
objectives and estimating the costs of performing these tasks.
There are number of tools that are used to promote a business.

These include:
1. Advertising.
2. Sales promotion.
ADVERTISING:
Packages Limited arranges advertisement on different
electronic media. Advertising accounts for about 80% of the
total promotional budget. In-fact, advertising is the most
popular and effective media to persuade the customers.
Share Of Different Media for Advertisement by

CPD
Television, VCR 65%
Newspapers 20%
Pop Media 10%
Public Relation 1%
Others 4%
There are many forms of advertising contribute uniquely to

the overall promotional mix. Advertising can reach masses of
geographically dispersed buyers at a low cost per exposure. It
enables the seller to repeat a message many times, and it lets
the buyer receive and compare the messages of various
competitors.
This is because of the fact that all the products are of the
convenience type and hence, require frequent advertisement.
Consumer product division of the packages Limited normally
follows the “PULL STRATEGY”.
The advertising campaign of the Rose Petal, Tulip, Feminex

division includes the following:
a. Broad cast media.
b. Print Media.
c. Pop Media.
d. Out Door Media.

Explanations of these advertising campaigns is given as
below:
BROAD CAST MEDIA:

The largest share of the broadcast media is allocated to this
media because it is the most interesting media with far
reaching affects. Although, it is the most expensive media,
but the nature of the products requires its use. It includes:
 Television
 FM Radio.
 VCR.
Consumer product division extensively uses FM Radio and

Television while VCR is not used very much. Normally the
ad of the facial tissues of Rose Petal consists of 15 seconds
that is run both on television and the FM Radio. The
advertising budget for Television and the FM Radio is about
65% of the total budget.
When there is need to advertise on the T.V and on some other

cable networks then the request is sent to concerned agency,
in reply the marketing department receives the estimates from
that agency, this estimate includes the available slots and the
frequency for the brand in between different programmes and
its cost. After reviewing and approval from the concerned
person (B.M) they issue the release orders and send it to the
agency and then their agency is responsible to run it on the
T.V and other cable networks.
The form of estimates and release order is given in the

annexure3 and annexure 4.
PRINT MEDIA:
Print media is also an important part of the promotional
technique. It includes:
• Newspapers.
• Magazines.
• Direct mail etc.
Consumer product division normally uses newspapers and the

magazines for the advertisement of the Rose Petal products
and all of these print media used about 20% of the total
budget.
POP MEDIA:
Pop media includes posters, stickers, and other point of
purchase material. It takes about 105 of the total budget.
OUTDOOR MEDIA:
Marketing people normally don’t prefer its use because they
think that this is not very effective. It has a nominal share in
the budget. It includes billboards, roadside signs etc.
ADVERTISING AGENCY:
Packages Limited is doing intensive advertising for Rose
Petal products. For this they are engaged with the well-known
advertising agency LAWE& RAUF AND second one is
PRETIGE.They changed advertising agencies according to
their requirements and demands. If agency is not fulfilling
their requirements then they switched to another agency.
From their CPD sales they spend almost 10 % on the
advertising. For the compensation of advertising agency they
give them a fixed fee.
2- SALES PROMOTION:
Its share in promotional budget is about 10%. It includes:
 Sampling.
 Gifts Schemes.
 Cent of scheme.
 Gifts
Sales promotion is defined as short-term incentives to

encourage purchase or sale of Rose Petal products. In Rose
Petal Consumer promotion in sales promotion is designed to
stimulate consumer purchasing, including gifts, price off, and
similr in the other two barnds like Tulip and Feminex. Trade
promotion in sale promotion is design to gain reseller support
and to improve reseller selling efforts, including discounts,
allowances, free goods, cooperative advertising, push money
and trade shows.Sales force promotion in sales promotion is
designed to motivate the sales force and make sales force
selling efforts more effective, including bonuses, contests,
gifts and sales rallies.
COMPETITIVE STRATEGY:
Their competition strategies are based on the competitor’s
strategy (flying tissues). They do not follow the price war
competitive strategy. They follow the standard of product and
quality in competition.
PERSONAL SELLING:
They don’t do personal selling. But they have spot selling
FUTURE FORECAST OF MARKET:

Future forecast according to the management of the Consumer
Product Division is 10-12% per annum.
QUALITY CONCEPT IN MARKETING:
Quality is one of the marketer’s major positioning tools. Rose
Petal is the ISO 9001 certified and has the standard of their
products in the tissue market. They also follow up the rules of
total quality management to provide the best quality product
to its end users. They follow different quality improvement
program to increase their profitability as well the image in the
market. First priority of the CPD is to improve the different
features and characteristics of the core product. Rose Petal is
satisfying most of its customers by providing the quality
product. Quality in the Rose Petal means the softness,
strength ness and absorbs ness of the tissue. In case of special
orders a margin of 10% of variation is considered as normal
variation and the customer has to accept the order as such. In
Rose Petal, marketing people also deliver the marketing
quality as well as production quality to their customers, which
is key to success in the market.
SWOT ANALYSIS
STRENGTHS:
• People are more familiar with Packages than its
competitors only due to the reason that they are
pioneer in the packaging industry.
• Specialized management personnel and highly

motivated staff.
• Leader in paper technology in Pakistan.
• Large R &D budget, almost 34 % of the investment is

made in this section.
• Effective distribution management with proper check

and balance through proper distribution networks and
its division of areas.
• Major market share in tissue paper in which rose petal

covers almost 75 % of tissue paper industry.
• Manufactures own tissue papers, its competitors use

imported one.
• A long listed product line and length as compared to

the competitors i.e rose petal has 7 varients only in
facial tissues.
• Monopoly in wet tissue.
WEAKNESSES:
• Sell their products on cash basis.
• High grammage tissue, not much softer.
• Analysis of sales on primary sales report not on

secondary.
• Highly paid sales staff, sometimes reluctant to attend

small shops.
• High prices as compared with competitors.
• Mostly, the orders are not completed on time, due to

the communication gap between the marketing people
and the production people.
• When the sales executives go out on customer’s visits,
there is no one in the department, who in his absence,
may deal with his allotted customers.
• The promotion process is very slow in the company.
• Particularly consumers are not satisfy with their price

of RUMMAL (Rose petal)
OPPORTUNITIES:
• Demand of tissues and other disposable products are
increasing, as its awareness is increasing.
• Can target young generation with different varients.
THREATS:
• Different kinds of taxes levied by the government.
• Different kinds of smuggled tissues.
• High costs.
• Tough competition is expected in future, Hier is going

to establish the packagingh firm.
(EXTERNAL ANALYSIS)
Opportunities
• Being one of the best packaging manufacturers in the
Asia, Packages Limited has great opportunity in the
export market in the Middle East and other third world
countries.
• As yet, there is no rival company within the country at

the level of Packages Limited, the market share and
capacity of production can be enhanced.
• Quality awareness & consciousness among the

customers are increasing.
Threats
• Advertise taxation policies of government are causing
reduction in profitability.
• The use of offset packaging is decreasing day by day,

due to greater use of Polyethylene and disposable
packaging.
CONCLUSION
• Packages is one of the latest and

pioneer packaging units in
Pakistan.
• It also assists the other countries
in paper technology and
management.
• It is leader in pulp & paper and
packaging industry in Pakistan.
• It pays a huge amount annually
in the form of taxes to the
government of Pakistan.
• “Rose Petal” tissues are very
popular among customers.
• The market share of Rose Petal
is 75% approx. and 20%-25%
in packaging sector.
• People buy tissues for price
ranges Rs. 10 to Rs.50 but
consumer demands more soft
tissues at this price.
• Company’s distribution
channels are very effective.
• The packing of Rose Petal
tissues is much attractive as
compared with its competitors.
• It has more variety in tissue line
as compared with the
competitors.
• It has monopoly in wet tissues.
• The management of Packages
Limited is very loyal to its
“quality policy”.
• Company’s advertisement
budget for Rose Petal, Tulip
and Feminex is very high as
compared to its competitors
(Flying & Fay).
• Packages Limited is in pulp &
paper and packaging material
manufacturing business since
1957, so its management has
very vast experience in these
fields.
• Packages Limited mostly deals
in industrial goods for which
they never advertise.
• In consumer products the
management of Packages
believes in “pull strategy” i.e.
creating pull through
advertising.
• Recently consumer promotion
has been introduced for certain
consumer products.
• The prices of the products of
Packages are higher than the
competitors due to the fine
quality, it provides.
• It can also be concluded that
Packages should reduce the
prices of its tissues.
• Since the people are getting
easy going day by day so the
future of Packages Limited is
very bright as it makes
disposable products.
RECOMMENDATIONS
During internship in Packages Limited, I conclude that it is an

excellent organization. Both the packaging and consumer
products are the market leaders. Apart from its excellent
operations, it does not tend to be stationary at one point.
Although it is quite difficult to suggest some thing to such an
established organization yet in the following lines, I make a
humble effort to give some recommendations to this well
performing organization.
• The most important issue is the high prices of the

products of Packages Limited; due to this it loses a
number of customers. So the management of Packages
must take some measures to cope with this problem so
as to attract new customers.
• The Paper & Board Industry is presenting many new

opportunities in the future, in domestic and foreign
markets. There is a need to exploit these opportunities
before the competitors use them up. The production
capacity of this industry should increase.
• They should realize its constant market share, which is

not exceeding from 25-30%, in the packaging
division. So measures should be taken in order to
expand the target market and increase market share.
• The Industrial Marketing Department should tap the

pharmaceutical sector, because there are many more
potential customers for Packages Limited in the
above-mentioned sector.
• They can enhance the image of their company by

entering into the field of public relations. If they let
the public know their plans and operations, say, in
electronic media, it is hopeful that the people will
consider the organization with a sense of still greater
esteem and this can add to the growth of their
consumer products.
• In Packages Limited, some departments are
decentralized but still there is a need of more
decentralization in some departments.
• Although the management has given many attractive

incentives to its employees, but there is a need of
workers' colony in Packages Limited.
• The Packages Limited follows an unsound advertising

strategy. The advertising budget should be increased,
and it would be better if an advertising department is
opened, instead of paying big amounts to the
advertising agency.
• Consumer Product Department is producing

disposable cups and plates, but they are not promoting
these products. They should educate consumers about
these products with an effective promotional program.
• As the training procedures are also very important to

have qualified people on their jobs, special emphasis
should be laid on to the management development
part of the training programs.
• Packages Limited does not offer the credit base sales

which effect the sales and as well as losing the more
other opportunities.
Annexure-1
RESEARCH REPORT
ON
TISSUE USAGE PATTERN
AND BEHAVIOR
Consumer Products
Division
PRESENTED TO:
Mr.
Muhammad Imran
Regional Sales
Manager Lahore
PRESENTED BY:
Sajjad Ahmad
Rauf
INTERNSHIP PROGRAMME
JULY-AUG 2005
Annexure-2
Annexure-3
CASE SUMMARY
Satisfaction
Consumer Tisseu Duration of Purchase Purchase Satisfaction Satisfaction Coinsisent
Segment Gender Brand User Inspiration with
Type Category Usage Frequency Period with Quality with Price User
Availability
Business Facial More than Mid of Market
1 A Class Male Rose Petal 4 Yes Yes Yes Yes
Man Tissues One Year Month Image
Rose petal Packing &
More than Start of
2 A Class Female House Wife & Other Toilet Rolls 3 Convenienc Yes Yes Yes Yes
One Year Month
Brand e
Packing & Changes
Facial and More than Start of
3 A Class Female House Wife Rose Petal 1 Convenienc Yes Yes Yes less
Toilet One Year Month
e Freqently
Rose petal
Business Facial and More than Mid of Market Depends on
4 A Class Male & Other 4 Yes No Yes
Man Toilet One Year Month Image Availability
Brand
Packing & Changes
Facial and More than Mid of
5 A Class Female House Wife Rose Petal 2 Convenienc Yes No Yes less
e Freqently
Packing &
Facial and More than Start of Depends on
6 A Class Male Student Rose Petal 1 Convenienc Yes Yes Yes
Toilet One Year Month Availability
e
Rose petal Changes
Business Facial More than Start of Market
7 A Class Male & Other 5 Yes Yes Yes More
Brand Frequently
Packing &
8 A Class Female House Wife Rose Petal 1 Convenienc Yes Yes Yes Yes
e
Packing &
Facial More than Start of
9 A Class Male Student Jasmine 2 Convenienc Yes Yes Yes Yes
Tissues One Year Month
e
Packing &
10 A Class Female Job Holder Rose Petal 5 Convenienc Yes Yes Yes Yes
e
Business Facial and More than At end of Market Depends on
11 A Class Male Rose Petal 2 Yes Yes Yes
Man Toilet One Year Month Image Availability
Changes
Facial More than Start of Market
12 A Class Female House Wife Rose Petal 1 Yes Yes Yes More
Tissues One Year Month Image
Frequently
Packing & Changes
Business Facial and More than Start of
13 A Class Male Rose Petal 2 Convenienc Yes Yes Yes less
Man Toilet One Year Month
e Freqently
Facial and More than At end of Depends on
14 A Class Male Job Holder Flying 1 Advertising Yes Yes Yes
Packing &
More than Mid of Depends on
15 A Class Female House Wife Rose Petal Toilet Rolls 15 Convenienc Yes Yes Yes
One Year Month Availability
e
Packing & Changes
16 A Class Male Student Rose Petal 2 Convenienc Yes No Yes less
e Freqently
Rose petal
Facial and More than Start of Market
17 A Class Female House Wife & Other 4 Yes Yes Yes Yes
Toilet One Year Month Image
Brand
Packing &
Business Facial More than Start of
18 A Class Male Jasmine 5 Convenienc Yes Yes Yes Yes
Man Tissues One Year Month
e
19 A Class Female House Wife Rose Petal 3 Yes Yes Yes Yes
Facial More than Start of Market Depends on
20 A Class Female Student Rose Petal 1 No No Yes
Tissues One Year Month Image Availability
21 A Class Male Job Holder Rose Petal 2 Yes No Yes Yes
Packing &
22 A Class Male Rose Petal 1 Convenienc Yes No Yes Yes
e
Packing & Changes
23 A Class Female House Wife Rose Petal 4 Convenienc Yes Yes Yes More
e Frequently
Facial Start of Market
24 A Class Female House Wife Flying For 6 Month 3 Yes Yes No Yes
Tissues Month Image
Changes
25 A Class Female House Wife Any other 1 Yes No Yes More
Frequently
Rose petal
Facial Start of Market
26 A Class Male Student & Other For 6 Month 1 Yes Yes Yes Yes
Tissues Month Image
Brand
Packing & Changes
Facial More than Mid of
27 A Class Female House Wife Tulip 1 Convenienc Yes No Yes More
e Frequently
Rose petal Packing & Changes
28 A Class Male Job Holder & Other 1 Convenienc Yes No Yes More
Brand e Frequently
29 A Class Female House Wife Rose Petal Facial and New User 2 Start of Packing & Yes Yes Yes Changes
Convenienc less
Toilet Month
e Freqently
30 A Class Female House Wife Rose Petal 1 Yes Yes Yes Yes
Changes
Facial More than Mid of Market
31 B Class Female House Wife Tulip 1 Yes Yes Yes less
Freqently
32 B Class Female House Wife Rose Petal 3 Advertising 3 Yes Yes Yes
Changes
Business Facial and More than Start of
33 B Class Female Any other 4 Advertising Yes Yes Yes More
Man Toilet One Year Month
Frequently
Rose petal Same Packing &
Facial and More than
34 B Class Female House Wife & Other 2 throughout Convenienc Yes Yes Yes Yes
Toilet One Year
Brand Month e
35 B Class Male House Wife Rose Petal 1 Advertising Yes Yes Yes Yes
Packing &
36 B Class Female House Wife Rose Petal 4 Convenienc Yes Yes Yes
e
Facial and More than Mid of Market
37 B Class Female Student Tulip 1 Yes Yes Yes Yes
Changes
More than Start of Market
38 B Class Female Student Rose Petal Any Other 1 Yes Yes Yes More
One Year Month Image
Frequently
Packing &
39 B Class Female Job Holder Rose Petal 2 Convenienc Yes Yes Yes Yes
e
40 B Class Female House Wife Rose Petal 1 Yes Yes Yes Yes
Packing &
41 B Class Female House Wife Rose Petal 3 Convenienc Yes Yes Yes Yes
e
Packing & Changes
Business Facial More than Mid of
42 B Class Male Rose Petal 5 Convenienc Yes No Yes More
e Frequently
Facial Start of Market Depends on
43 B Class Female Student Any other New User 3 Yes Yes Yes
Tissues Month Image Availability
Rose petal Packing & Changes
44 B Class Female House Wife & Other 2 Convenienc Yes Yes Yes More
Brand e Frequently
Rose petal Packing &
More than Start of
45 B Class Female Student & Other Any Other 1 Convenienc Yes Yes Yes Yes
One Year Month
Brand e
Packing & Changes
More than Start of
46 B Class Female House Wife Rose Petal Toilet Rolls 4 Convenienc Yes Yes Yes More
One Year Month
e Frequently
Same Packing & Changes
Facial More than
47 B Class Female House Wife Rose Petal 3 throughout Convenienc Yes Yes Yes More
Tissues One Year
Month e Frequently
Packing & Changes
48 B Class Female Job Holder Rose Petal 1 Convenienc Yes No Yes less
e Freqently
Facial More than
49 B Class Female House Wife Rose Petal 3 throughout Convenienc Yes Yes Yes less
Tissues One Year
Month e Freqently
Facial and More than Mid of Market
50 B Class Female Student Tulip 1 Yes Yes Yes Yes
Packing & Changes
51 B Class Female House Wife Flying 1 Convenienc Yes Yes Yes less
e Freqently
Packing & Changes
52 B Class Female Student Rose Petal 6 Convenienc Yes Yes Yes More
e Frequently
Facial More than
Tissues One Year
Month e Freqently
Packing &
54 B Class Female Student Rose Petal 2 Convenienc Yes Yes Yes Yes
e
Packing & Changes
55 B Class Female House Wife Rose Petal 1 Convenienc Yes Yes Yes less
e Freqently
Packing & Changes
e Freqently
Packing &
e
Packing & Changes
58 B Class Female Student Rose Petal 2 Convenienc Yes Yes Yes less
e Freqently
Packing &
Facial More than At end of
59 B Class Female Student Rose Petal 4 Convenienc Yes Yes Yes Yes
e
Facial More than
Tissues One Year
Month e Freqently
Facial More than
Tissues One Year
Month e Freqently
Facial Start of Market Depends on
62 B Class Female Student Any other New User 3 Yes Yes Yes
Tissues Month Image Availability
Packing & Changes
e Freqently
Packing &
e
Packing & Changes
e Freqently
Changes
66 C Class Male Job Holder Rose Petal 2 Yes Yes Yes less
Freqently
Business Facial More than Start of Market Depends on
67 C Class Male Tulip 1 Yes Yes Yes
Man Tissues One Year Month Image Availability
68 C Class Male Student Rose Petal 1 Advertising Yes Yes Yes Yes
Packing & Changes
69 C Class Male Student Rose Petal 1 Convenienc Yes Yes Yes More
e Frequently
Facial More than Mid of Market
70 C Class Male Job Holder Rose Petal 2 Yes Yes Yes Yes
Packing &
71 C Class Male Job Holder Rose Petal 1 Convenienc Yes Yes Yes Yes
e
Packing &
e
Packing &
e
Packing &
e
Packing &
e
Packing &
76 C Class Male Job Holder Rose Petal 2 Convenienc Yes Yes Yes
e
Packing &
e
Packing &
e
Packing &
e
Packing &
80 C Class Male Student Tulip 3 Convenienc Yes Yes Yes
e
Changes
81 C Class Male Student Tulip 2 Advertising Yes Yes Yes less
Freqently
Rose petal Changes
Business More than Mid of
82 C Class Male & Other Toilet Rolls 2 Advertising Yes Yes Yes less
Man One Year Month
Brand Freqently
Rose petal Changes
Business More than Mid of
83 C Class Male & Other Toilet Rolls 1 Advertising Yes Yes Yes More
Man One Year Month
Brand Frequently
Changes
Business Facial More than At end of Market
84 C Class Male Jasmine 1 Yes No Yes More
Frequently
Changes
85 C Class Male Tulip 1 Yes No Yes More
Frequently
Rose petal Changes
86 C Class Female & Other 3 Yes No Yes less
Brand Freqently
87 C Class Female Business Rose Petal Facial More than 1 Start of Advertising Yes No Yes Changes
Man Tissues One Year Month less
Freqently
Changes
88 C Class Female Rose Petal 1 Advertising Yes No Yes less
Freqently
Business Facial and More than Start of Depends on
89 C Class Female Rose Petal 1 Advertising Yes No Yes
Man Toilet One Year Month Availability
Business Facial and More than Start of Depends on
90 C Class Female Tulip 1 Advertising Yes No Yes
Man Toilet One Year Month Availability
Total 90 90 90 90 90 90 90 90 90 90 90 90 90
Annexure-4
ESTIMATES SEND BY THE ADVERTISING AGENCY
COMPANY (AGENCY NAME)
ADDRESS:
CHANNEL ________________________
S/R DATE DAY PROGRAMME SPOTS COST
TOTAL COST: ___________________
SIGNATURE:
Annexure-5
Company name Date:____________
Address
Reference to estimates:
Channel:______________________________________________
Day
Pro Mon Tue Wed Thu Fri Sat Sun total
Total
Total amount paid to agency for the above spots is Rs._________
Signature:
Annexure -6 (References)
www.packages.com.pk
Tulip business plan 2005

(Provided by Mr.imran moonis)
(Brand manager tulip)
Ph#0321-4420753
Brand analysis (Feminex)
(Provided by Brand Manager Feminex)
Miss Asma Shahzad
042-5811541ext 349
Annual sales report
(Provided by Mr. M. Imran)
Regional Sales Manager Lahore
Ph# 5811541 ext 355

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Packages Pakistan Ltd

Administrative Sciences, Quaid-e-Azam

SAJJAD AHMED RAUF

Administrative Sciences, Quaid-e-Azam

Administrative Sciences, Quaid-e-Azam

INTRODUCTION TO PACKAGES LIMITED

Administrative Sciences, Quaid-e-Azam

INTRODUCTION TO PACKAGES LIMITED

• Easy availability of workers.

Administrative Sciences, Quaid-e-Azam

Administrative Sciences, Quaid-e-Azam

Administrative Sciences, Quaid-e-Azam

Administrative Sciences, Quaid-e-Azam

(Source: Annual report 2000 & Company’s Brochures)

Administrative Sciences, Quaid-e-Azam

• AMCOR Flexible, Australia

Joint Venture Partners:

Packages limited is also exporting tissues to

(Source: www.packages.com.pk& Management)

Administrative Sciences, Quaid-e-Azam

Syed Hyder Ali Chairman

Shamim Ahmad Khan Chairman

Business Strategy Committee

Syed Hyder Ali Chairman

System and Technology Committee

Administrative Sciences, Quaid-e-Azam

Mujeeb Rashid Chairman

Rating Agency: PACRA

ABN Amro Bank

United Bank Limited

Head Office & Works

Registered Office & Regional Sales Office

Regional Sales Office

Zonal Sales Offices

Administrative Sciences, Quaid-e-Azam

2nd Floor, Sitara Tower, Bilal Chowk,

Administrative Sciences, Quaid-e-Azam

To be a leader in the markets we serve by providing quality

Administrative Sciences, Quaid-e-Azam

To be a company that continuously enhances its superior

To be a company that attracts and retains outstanding

To be a company which combines its people, technology,

To be a company that endeavours to set the highest

Administrative Sciences, Quaid-e-Azam

We at Packages Limited are committed to producing quality

Administrative Sciences, Quaid-e-Azam

EH&S POLICY STATEMENT

1. Minimize its environmental impacts, as is economically and

Administrative Sciences, Quaid-e-Azam

Administrative Sciences, Quaid-e-Azam

ORGANOGRAM OF PACKAGES LIMITED

Administrative Sciences, Quaid-e-Azam

Advisor Managing Director Executive Board

M.I.S Manager Production Manager

R&D Manager Admin.Manager

Power Manager E.H&S Manager

Mechanical Manager Cost & tax Manager

Mill Manager Finance Manager

ORGANOGRAM OF MARKETING DIVISION

Administrative Sciences, Quaid-e-Azam

A.M.M A.M.M SOUTH SUKKAR

SALES SALES MERCHAND