Assist. SO

Sales Officers Karachi

Sales Officer Hyderabad

Sales Officer Quetta

Sales Officer

Sahiwal

Sales Officer

Bahawalpur

AM Plng. & Opr.

Marketing Manager = 1

Secretary = 1

Assistant Brand Manager = 1

National Sales Manager = 1

Assistant Manger of Operation and Planning = 1

Assistant Manager Dispatches = 1

Data Officer = 1

Regional Sales Manager = 4

Computer Officer = 3

Senior Sales Officer = 3

Sales Officers = 15

Assistant Sales Officer = 18

Area Field Manger = 3

Area Filed Manger = 3

Marketing & sales Department performs following function.

A/C Officer

A/C Officer

A/C Officer

A/C Officer

A/C Officer

A/C Officer

A/C Officer

A/C Officer

A/C Officer

A/C Officer

Finance Manager = 1

Internal Auditor = 1

Assistant Auditor = 1

Chief Accountant = 1

Taller = 1

Data Officer = 1

Accountant Officer = 10

This department performs following functions.

Admin Manager = 1

Senior Admin Officer = 1

Data Officer = 1

Admin Officer = 1

Admin Officer = 1

General Duty Officers = 4

Factory Manager = 1

Data Officer = 1

Dispatch Officer = 1

Cost Control Manager = 1

Engineering Department Head = 1

Workshop Head = 1

Helpers = 5

Production Manger = 1

Supervisors = 5

Labor = 300

Purchase Manager

Purchase Officer

Purchase Officer

Purchase Officer

Purchase Manager = 1

Purchase Officer = 3

The main faction of this department is to purchase the office supplies and raw material.

POLICY FORMULATION PROCESS

Triple EM is a private organization which is a properly of a Malik Family and working under the supervision of Malik Muhammad Shahid (Chief Executive).

Chief Executive forms all the policies of the company. Noon is allowed to interfere in this job. Some times the chief executive calls the meeting of managers, sometimes manager only and takes the decisions of company.

The head of department is not allowed to add or subtest even a negligible small decision about the policies of the company.

Policies are formed, filtered and decided by the chief executive and followed by the employees of company according to their own job description.

Incase of violation of any policy, the employee leave from this company without any hesitation.

More than 80 % employees of tripple-Em are not satisfied from their job. Few employees whore are satisfied these are old associates of chief executive. Mostly employees are not satisfied due to following reasons.

A person who is appointing as a sales officer he can jump unto senior sales officer within 10-12 years. Few growth opportunities are available in this organization. Mostly workers who gain other jobs they move to the other organization. If an employee working in tripple-Em his experience is considered good and he may gain good job.

Mostly staff of a tripple-Em is not professionally qualified, only few people who are at managing post are professionally qualified. Some employees who have excellent expense in a specific field and family good knowledge about market are bound to stay on seat without any reasons. Some people whom zero knowledge and no experience about market. They are enjoying market visits.

In sales department jobs are assessed on sales base. More the sales more efferent worker and don’t consider experience. Those employees who have good experience in sales field they get more pay.

In accounts and administration and purchase department jobs are assessed on experience, affiliation with the boss and working honestly with organization.

In purchase department jobs are assessed according to the knowledge and experience in purchase department.

In production department jobs are assessed on the bases of productivity of employees, their experience and loyalty with the organization.

The Personal/Human resource department organizes the human resource of organization for getting done all the activities of various departments. Personnel department makes available human resource, organizes each and everything from recruitment, functioning, remuneration and rewards to resignation of personnel’s. It sets the terms and conditions for various job, probation, behavior, increments, to say everything about the career of individuals in the organization.

When organization feels the need of a personnel for a vacancy, Personnel department prepares the complete job description for a post which includes, the activities to be performed, necessary skills/education for performing these activities, abilities training and experience etc. Then a criterion is set against which applicants are to be evaluated.

To approach potential candidates, personnel department uses following methods:

For receiving applications for all major and competent posts, the vacancies are advertised in major national daily newspapers. Advertisements contain the job title, the activities to be performed, requisite qualification, experience, skills and abilities as well as required information about bio data and qualification of applicants.

Potential candidates for a job are also sought by recruitment agencies, which provide their services in this regard, especially technical personnel and manful workers are provided by these agencies.

Prospective candidates are also called by reference of existing employees of organization.

Once the applications from the potential candidates are received through various methods, these are evaluated in the light of already set criteria for recruitment. Most suitable applicants, who fulfill the requisite qualities for a job, are short-listed.

Short listed applicants are called for a face-to-face interview with the selection board. An application form, which contains the questions to be asked from the applicants, is prepared. The nature of questions is as such to determine the following r3equisites in an applicant, e.g.

Overall the interview intends to determine the suitability of an applicant for a specific job/post.

Candidates are apprised in interview. An appraisal form is prepared which records the grading of a candidate in terms of excellent, above average, average and below average.

Final selection of candidates, who have been interviewed and given grades in appraisal form, is made on merit basis. The candidates with highest grading points are selected according to number of seats available for a post.

Successful applicants are issued appointment letters for the job. Appointment letter is accompanied by an agreement to be signed by the applicants. The agreement clearly states the terms, conditions, responsibilities, and other aspects of an organizational policies regarding job it states following:

Employees are fully informed about the gross salary of the job before hand; along with all the allowances/benefits as per company’s rules according to various grades.

Health requirement

Employee’s appointment is subject to medical fitness proof by the nominated medical specialist.

Employees are further made bound to be complaisant with all the rules and regulations of organization.

Employees can be transferred anywhere within the scope of operations of company.

Authority that is legal dimension of power is also described/delegated to employees. An employee is informed the scope of his authority and limitations as well.

Recruitment agreement also makes the employee subject to keep all the official secrets of company e.g. trade secrets or confidential, business transactions, and affairs of the company.

Employee is made bound not to accept other occupation or employment or any other business activity directly or indirectly during the job.

If the candidates sign the appointment letter and job agreement, he is hereby appointed to the post and he\she becomes a regular employee of the organization.

Recruitment agreement also specifies the probationary period until confirmation of job. During this period, employee is evaluated on the basis of performance, behavior and other set criteria. If he/she successfully completes the probationary period, his/her position is confirmed.

Employees are also made few times aware henceforth about the training if necessary. Training program held on September 2002 has following contents

Selling or sales person in the past, these terms might have the image of pushy, fast talking individual who hunt the innocent customers by selling inferior or over priced goods.

Today sales people are indeed a far better than that stereotype described before.

They are highly trained, skilled and motivated people who understand that the key to long-term success is customer satisfaction

So, a strong, dynamic sales force, is the backbone of successful companies.

Personal selling is a critical aspect of a firm’s promotional strategy when correctly used and done well; it is major factor in generating sales.

Sales Team

Of “High Quality Sales Performance” (1995-96)

Good sales presentation is seldom spontaneous but rather the result of knowledge of your product, coupled with thorough planning. Planning is nothing more than talking your selling points and putting them in orderly and logically sequence to be most effective.

Before you can sell anything, you off course must have the prospect’s attention:

The main task in the presentation is AIDA (Attention, Interest, Desire, Action)

There are two types of objection

Those objections that are answerable with benefits e.g. air in the packets, keep the freshness.

These objections are emotional, opinionated or have no basis in fact

The best way to handle this type of objection is to give soft, answer and ignore. Go on with our presentation if the objection is unreasonable. There is no reasonable answer that can be given.

AN IDEAL TIME TO ASK FOR THE ORDER IS AFTER YOU HAVE ANSWERED AN OBJECTION

Your All Conversation should be Super “CRISP”

It is the prime duty of a Sales Person to insure adequate levels of stocks.

Point of purchase material is the only element in the advertising chain that brings together all the three factors necessary for making sale:

In store product displays are the end objectives of all merchandizing efforts. Display creates the availability that differs from non-distribution. It is the time-proven fact that display substantially increases the sales of a product.

The key to continuing growth is the consistent expansion of your distribution network. The more you make a product available through the distributor, the more of it you will sell.

As the market grows through population growth, increasing demand for a product, industrial expansion, and new product introduction, opportunities for new distribution are constantly available.

1. Do research 2. Set objectives 3. Ask Questions

4. Explain the benefits 5. Meet objections 6. Close the sale

1.Confidence 2. Enthusiasm 3. Self-discipline

4. Persistence 5. Flexibility 6. Honesty

7. Integrity 8. Sincerity 9. Alertness

10. A sense of urgency 11. Humor 12. Desire to improve

13. An open mind 14. Healthy 15. Energetic

16. Well groomed 17. Literate

Employees are given following benefits per company job policy:

Apart from gross salary, employees are given various kind of allowances including:

Tripple-em provides house rent to employees which is though insufficient but a source of additional benefit.

Higher-level management is given conveyance facility and allowances. Lower level management is also given a fixed amount of travel/fuels expenses. Sale forces, which serve in the field, so sales people are provided conveyance allowance on daily basis

Whenever employees go outstation in connection with their performance of duties. A daily allowance is given to them to meet their expenses. Sales force is given daily allowances.

The facility of group insurance for the employees is also provided by the company, to compensate in case some contingences.

In Tripple-em Admin and Human resource/ Personnel department is one and some, managed by Admin and Personnel Manager

Admin. Department performs all the administrative function for the organization as a whole including

Maintains the transport, conveyance arrangements for personnel, officers and sale force etc. Including all the expenses and allocations.

Admin Department is responsible for all the security of equipment and staff. It appoints security guards where need, and ensures in security measures.

It includes all the activities such as maintaining the lawns, sports facilities, decoration and maintenance as well as renovation of buildings

Admin department is responsible for and keeps a vigilant eye on the office discipline. It maintains decorum, employee’ time discipline and all the organizational discipline as well.

The process of converting the inputs into outputs is called production. Company production plant is situated at Kot lakhpat in Lahore. Plant was imported from America and gives the company an edge over its competitors. But, still, it is not fully utilized. It is used to produce all the three-product line of the company

When we talk about production facilities. it starts right from the location of production plant. Production plant of Tripple-em is situated in the Kot Lakhpat industrial area the address of production plant is

A good location is one which is situated in strategic situation in regard of all production processes right from availability of raw material to the market of its outputs. The production department/plant of triple-em is situated in the industrial areas, so it has.

Every kind of infrastructure electricity, gas, communication, and transportation this kind of infrastructure is backbone of industrialization. It has easy access to manual as well as semi skilled labor because of being located in Lahore and further in industrial area.

Further location of production facilities easy availability of raw material, because Punjab is major producer of potato as well as other inputs i.e. pulses beans peanuts.

So fare as the dumping of wastes is concerned, it might had proved to be a major bottleneck for company, if it had not been located in right location because dumping of waste lows are getting strict. A plenty of waster is used for washing the potato’s in production process, for the dumping of wastewater the mullah of industrial area is available for this very purpose.

To sum, it can be said that production plant is situated in strategic location, serving a major source for internal strengths of company.

Production department of triple-em has highly sophisticated and modernized production plant imported from Japan, USA and Britannia. It is a high capacity production plant, which can produce more than 100000 packets of snakes in one shift of 8 hours. Its modern and highly sensitive packaging unit is fully computerized and is considered one of the best in the world.

Moreover, all the production processes in the plant are atomized to maximum extent to reduce manual work to minimum. The layout of plant is as such that it comes up to strict hygiene standards and working environment.

Production department carries out its production operation in planner manner. Marketing department prepares the sales goals/targets in consonance with market potential. Production department prepares its production schedule/planning in the light of sales forecast schedule.

As the packaged snacks are edibles and have limited shelf life, so production schedules are prepared as well as revised on monthly basis.

Production department remains in constant touch with the marketing department to match the production quantity with the sales orders so as to reduce the probability of quality deterioration (Freshness).

As the product is time sensitive, so we make every effort to synchronize its production with its sales. Says the production manager while responding to query about production planning.

Production process for manufacturing of Super Crisp is as under

Now these steps of production process are elaborated one by one for better understanding of production process

The first and a very crucial step in production process is purchase of potatoes. Thes potatoes are purchased from all over the country. The criteria for potato purchase is based on three major factors.

Purchase department make sure that potato purchased for the manufacturing of Super Crisp is of good quality, because the basic raw material in production is potato chips and company cannot compromise on the quality of potato. For ensuring the quality of Potato, random sampling from truckload is done. In this process at least three random samples, are picked from a truck prior to its unloading. These samples are scooped from three different location of truck.

Second criteria for purchase of potatoes is freshness, potatoes are purchase from the fresh crop of potatoes, because potatoes stored in cold storage are not recommended fro the

Production of chips therefore, in summer season potatoes are purchased from the fresh crop cultivated in the northern areas of the country.

A third criterion is the price. Although the purchase department negotiates price professionally, but quality is not compromised in super crisp for the purchase of potato even is price is less.

Once the sample is taken from the lot of potatoes, following parameters are applied for verification of potato quality. These parameters determine, that whether the potatoes are good enough fro production of chips or not.

Potatoes once purchased are then stored within the factory. For this purpose, factory has the facility of shoring the potatoes.

As per the production schedule, potatoes are shifted from stores in the washing area. Washing is done first with cold water three times, afterwards there are washed thrice with hot water. It is made sure that washing has resulted into through cleaning of chips for further processing.

The washed and clean potatoes are then put on conveyor belts for transfer into machinery for next process.

In the next step, potatoes are sorted out. In this process, which is done manually, green potatoes are picked up from the conveyor belt, after the machine has sorted out the small sized potatoes.

After sorting out, potatoes are transferred to cutters. The cutting of potatoes is done by machine automatically.

After cutting slices, potatoes are corrugated, which enables them to produce curls in chips.

This process is a very technical process and plays a very important role in the quality of final product. In this process machine sucks 70 to 75% of moisture form the potatoes. This enables fried potato chips to be crispy.

Through the conveyor belts, processed slices are taken to friers. Friers of Tripple-Em are monitored at specific temperature and frying is done at controlled time. In this process high quality refi8ned oil is used. The oil content of fried chips is approximately 45%

Fried slices of Potatoes are than put to flavoring unit, which adds up the various flavor to fried slices /chips, “Drum Mixer” mixes flavors homogeneously.

After frying the fried chips is sorted out manually. In this process over fried and under fried chips are picked up by the workers.

Super Crisp is used in tow ways.

Tripple-em (Pvt) Ltd. is the corporate brand, which is also used along with super crisp brand name

For the primary packaging, snakes are packaged in specially Laminated high barrier film suitable for tropical climate to protect the freshness and reach the consumer with fresh taste.

Packaged snakes are further packaged in paperboard cartons for trade deliveries. But at the shelf place, snakes are displayed in primary wrapper/ packaging

To quote a price for a segment of market, company then employ the method of Target costing, which specifies the price at which product must sell, given its target customer and competitors price, it is achieved by lowering elements of cost e.g. Crisp Mini, Mr. Crisp and Caption Chips, the packaging wrapper is used which is not aluminum coated so it considerably lower the production cost and product can be sold at desired price

Company analyses and determine the competitor’s price for competitive offering. Company makes every effort to price the products close to the competitors. As the main concern of Tripple-em is quality leadership that entails high price, Company has competitive brand to respond the competitors low price. In potato chips range super crisp is quality leader but to counter the low priced competitors brands, captain chips have been launched as competitive brands.

Place, ma word used interchangeably with distribution is a critical tool in marketing mix. It includes all the activities which company undertakes to make the product accessible and available to target customers.

Company undertakes the decisions regarding distribution of the product considering these factors.

The place objective of the company is to make the product available at the right time at right place and at right cost.

As Tripple-em is dealing in the snakes food, which falls in fast moving consumer goods and perishable product category. So this characteristic of product product necessitates more and more direct marketing and distribution channel strength

So Tripple-em emphasize active and more direct distribution method in its marketing mix

Triple cm has tow tier channel distribution for delivering the products to end consumer

Tripple-em

Distribution

Retailer

Consumer

Intermediaries

MIDDLEMAN (Intermediaries)

Product is a first purchased by distributors, who purchases the product in bulk and then distribute it to retailers.

Distributors are selected and number of distributors in an area is determined bny the level of demand and adequacy of coverage.

Tripple-em has its won criteria and policy regarding selection of first middleman i.e. distributor, which is:

Tripple-em has 157 distributors countrywide.

All the sales are usually on cash but the Company also extends credit sales to the Distributors, depending upon reputation and dealings.

However company extends credit for 10-12 days, after that a distributor is required to clear the previous balance before placing the new orders. 70% parties working on advance payment and 30% parties working against security.

Distributors distribute the product to retailers, which keeps it in shelf, Gas is used in packing of snacks as a preservative and if leaked, during handling it retailer can claim to distributor for damage and distributor is provided claims for all the products which are damaged during distribution process

As the tripple-em has strong brand equity there is a moderate margin given to the channel intermediaries and quite surprisingly this strategy is working well. During the recent survey conducted by us, retailers have shown somewhat satisfaction with trade margin because their investment does not remain blocked. As the product sells immediately, their profit turnover per investment is increased.

All the distributors countrywide (157) are company’s registered distributors. Their margin range average is 9.5% and different products have different margin.

Margin of registered retailer ranges from 16.5% to 17% of consumer prize in all three ranges. Margin of unregistered retailer is 13.5%, which is 3% less than the registered retailers.

Apart from the intermediaries in distribution channel, the major role in distribution (Place of products is played by company’s own sales force. Sales force members are company’s representatives who work as close liaison with the distributor in all the areas of distribution. Sales Force is active in the market to secure all the interests of company regarding sales.

Company sales force remains in constant touch with all the distributors and visit regularly retail outlets so as to facilitate and accelerate sale activities. Sales Force visit the retail outlets with distribution vans when to launch promotional schemes and place promotional material in retail store or placing pos material in store.

When new products are launched, Sales force itself makes arrangement in collaboration with distributors t distribute samples, placing posters etc in retail stores.

Marketing department has distributed the whole country into four zones for better coverage and control.

It is headed by regional sales manager who organize sales with 10 sales officers

It covers Lahore Sargodha, Sailkot and Gujranwala, Gujrat Lalamosa Chonia Seikhopura.

North zone is headed by a regional sales manger and 10 sales officers and 2 area field manager

It covers the areas of Rawalpindi, Islamabad, Abbotabad, Jehlum, Muree, and Peshawar.

A regional sales manager and 10 sales officers and 1 area field manager also head it.

It covers Karachi and Quetta

Regional sales manager and 6 sales officers and assistant sales manager head it.

It includes areas on Multan, Bahawalpur and Faisalabad, Sahieal Rahimyarkahan.

Fourth marketing tool used by the company is promotion.

The promotion mix of Tripple-em includes the following tools/ methods.

Company consider the following factors in setting its promotional mix

As the company’s products are consumer goods it priorities the promotional tools in following ways

Company emphasizes pull strategy in selecting its promotional mix tools especially advertising and public relationing. Pull strategy makes sense to be prioritized because of strong brand equity and brand awareness, brand loyalty and brand preference as well as the brand is well differentiated. Most of the promotional tools are generally directed towards and consumers to create a tremendous demand among them thus persuading the intermediaries to purchased the product.

For the promotional tools, such as sales promotion, Company emphasizes push strategy. This strategy involves activities such as trade and sales force promotion in order to persuade channel intermediaries to carry the products and promote it to end consumers.

Tripple-em uses this promotional tool to communicate information about the product Marketing Department manages this tool including others, but does not have its own advertisement department. For creation and execution of advertisement company hires various independent advertisement agencies. Currently firm is hiring interflow communications (PVT) Ltd which is responsible for all the advertisement execution. A recent interaction has been going on with Red Communication.

Budget of advertisement is determined by the Marketing Department, which is also responsible for all the promotional mix. However, it is finally approved by the Chief Executive.

Advertising Budget for year 2001-2002 of the Tripple-em is 5 million, which is 50% of the total marketing budget.

Tripple-em intends to communicate the information about the product via following media.

It includes

It includes

To target the consumers when out of home company use

To communicate its message to the all the segments of markets, T.V. is considered best media of advertisement for company. And it spends more on T.V. than other medias.

T.V. is specially used at the time of launching the new product (potato stumps recently launched) and when consumer promotion scheme is launched. Perhaps it is the best strategy being pursued by company to use T.V. for advertising the consumer promotion resulting in increased sales and a new push to Brand equity.

Company for advertising through radio, the second major category of electronic media uses F.M. radio channel, which covers the major urban area, a potential segment of market.

After T.V., Magazines, with national publication are the preferred media for advertising by Tripple-em . Because these are kept with the readers for long time, hence, getting more exposures.

Currently, Prints ads of various brands are being published in Suspense Digest, Jasoosi Digest and Herald etc

Company also uses various dailies alternately on random occasions.

Equally important media is considered by the company is corrugated hoardings.

Informal media through it is, company also uses posters, banners and buntings for advertising. These small print ads are used specially at the time of launching new products. On July 12^{th, Potato stumps were launched and sales force through out the}

Country, placed posters and buntings in all the retail shops, banners were hoisted on promotional vans, all promoting the product.