SALES MANGEMENT

This report is compiled by the group members of Sales Management

and submitted to Iqra University faculty Tauseef Iqbal

1|P ag e
 GROUP MEMBERS:

 BUSHRA QAMAR 11751

 MUHAMMAD NABEEL 12002

 MUHAMMAD NABEEL 12101

 ALISHBA AZHAR DAR 12512

 ADEENA SHEIKH 13315

2|P ag e
 LETTER OF ACKNOWLEDGEMENT:

Alhamdulillah! With the blessings of ALLAH the Almighty, the term project enclosed has enable

to completion. This project is a result of exhaustive and much enthusiastic work. We sincerely

appreciate this given opportunity to express our greatest gratitude to those who have made this

term project possible. We would like to express our eternal gratitude to our teacher, Sir TAUSEEF

IQBAL, who has been the source of encouragement, inspiration and knowledge throughout this

project, without his efforts and cooperation the research would not have been possible. We also

thank for her confidence and trust she had on us, importance of which can in no way be

underestimated. In every phase of the project we have taken guidance from his lectures that he has

delivered physically as well as online. This has helped us a lot and his lectures shaped this report

to be completed perfectly.

3|P ag e
 ABSTRACT:
Karim Containers (pvt) Ltd. also known as KCL to many, is an emerging and growing enterprise.

Our obsession to service and quality is what stands us apart and attracts customer from all over

Pakistan. Working on the core principle that “customer is always right”, we provide them with

Extrusion, Auto Stretch Blow (PET) and Injection Molding. KCL is a corporate manufacture of

plastic products having a small hierarchy and sales teams, focusing is on the CRM. Karim

Containers Pvt Ltd sales objective is to provide good service and quality products to its customers,

diversifying products, new products with new innovations in each product category to cope up the

market, and to maximize the market share of the company. To summarize, KCL should focus on

financial growth as well as maintaining positive relationships with key stakeholders such as

customers, vendors, and most importantly, workers, who enable KCL to expand

4|P ag e
 TABLE OF CONTENTS

 BUSINESS MODEL AND BRAND PORTFOLIO ...................................................................... 7

 VISION STATEMENT ................................................................................................................. 8
 MISSION STATEMENT .............................................................................................................. 8
 TARGET MARKET: .................................................................................................................... 9
 MARKET ANALYSIS: ................................................................................................................. 9
 INTRODUCTION AND PRODUCT: ......................................................................................... 10
 Extrusion Blow Molding ............................................................................................................. 10
 Auto Stretch Blow Molding (PET) ............................................................................................... 10
 Injection Molding ....................................................................................................................... 11
 Assembly Sections ..................................................................................................................... 11
 Hot Foiling ................................................................................................................................. 11
 Sticker pasting section ............................................................................................................... 11
 Warehouse ................................................................................................................................ 11
 Plastic Division Products ............................................................................................................ 12
2. SPECIAL CANS ............................................................................................................................ 12
3. FRUIT PULP CONTAINERS ........................................................................................................... 13
4. PRODUCTION FACILITIES ............................................................................................................ 13
 SALES TEAM HIERARCHY: ................................................................................................... 13
HEIRARCHY: ....................................................................................................................................... 15
 SALES PLANNING AND FORECASTING MECHANISM: ................................................... 16
 Sales Planning: ........................................................................................................................... 16
 Sales Forecasting: ...................................................................................................................... 17
 RECRUITMENT, SELECTION AND TRAINING OF SALES TEAM: .................................. 19
 COMPENSATION PRACTICES IN GENERAL FOR DIRECT SALES FORCE TEAM: .... 20
 CUSTOMER RELATIONSHIP MANAGEMENT AND CUSTOMER LOYALTY
PROGRAM: ........................................................................................................................................ 22
 CUSTOMER LOYALTY PROGRAM: ............................................................................................... 24

5|P ag e
 CHALLENGES YOU FIND: ...................................................................................................... 25
 CONCLUSION:........................................................................................................................... 26
 RECOMMENDATIONS:............................................................................................................ 27
 REFERENCE: ............................................................................................................................. 28
 CLIENTELE: .............................................................................................................................. 29

6|P ag e
 BUSINESS MODEL AND BRAND PORTFOLIO

 Karim Containers (pvt) Ltd. also known as KCL to many, is an emerging and growing
enterprise.
 Our obsession to service and quality is what stands us apart and attracts customer from all
over Pakistan.
 Working on the core principle that “customer is always right”, we provide them with
Extrusion, Auto Stretch Blow (PET) and Injection Molding.
 Our printing and packing services also includes a fully functional and very well equipped
Research and Development Lab and workshop as well as a Quality Assurance and Quality
Control Lab. And best of all if our huge product options seem less you them we have all
the facilities to make a mound according to your requirements and get you into production
with your product.
 Lastly we have options such of pasting stickers by an automatic machines, sleeving and
hot foiling to give your product the ultimate look and advantage over competitors.
 The newest addition to our family is the fruit pulp and Ginger/Garlic Paste along with
tomato puree. Now we provide this to you, together with our packing options, it’s all you
need to get into exporting business.
 The term business model refers to a company’s plan for making a profit. It identifies the
products or services the business plan to sell, its identified target market, and any
anticipated expense.
 A business model is a high-level plan for profitably operating a business in a specific
market plan. A primary component of the business model is the value proposition. This is
a description of the goods or services that a company offers and why they are desirable to
customers or clients, ideally stated in a way that differentiates the products or services from
its competitors.

7|P ag e
 VISION STATEMENT

 The Vision of our company is to provide products to every operating Multi-National and
any to come in Future, so that we excel in our production and raw material usage and make
such a name in the world of Plastics everyone knows us when any related need comes.
 Our Vision continues to drive us on to find new and innovative ways of packaging to
produce high quality packaging products that ensure customer’s satisfaction in time.

 MISSION STATEMENT

 Our Prime Mission is to provide good service and quality, that’s customers stay for it.
 Also the company is running to cope with the emerging market trend by bringing new
products of our own and diverse products for our customers on their Demand and
Trend. "We never say NO to Customer”.

8|P ag e
 TARGET MARKET:

 Whole corporate FMCGs companies as well as direct consumers based on the

diversification of the product and divisions

 MARKET ANALYSIS:

Main Products Plastic Spouts

Annual Revenue: Pkr 100 Million – Pkr 150 Million

Main Markets Karachi 80% Punjab 15% 5% other regions of

the country
No of employees 250

9|P ag e
 INTRODUCTION AND PRODUCT:

1. PLASTIC DIVISION

Plastic is the right hand of KCL and we know our plastic very well. A healthy number of machines
and labor to produce and do finishing until each and every piece is perfected. We have ISO 22000,
ISO 9001; 2015, HACCP certified production facility. We have PEC registered engineers and
IOSH certified professionals for our production facility. There are three types of molding products
that we offer our customer:

 Extrusion Blow Molding

This department is running machines with single, double and triple heads with options of double
stations, 05 machines Automatic (Make Akei) with a capacity of making products ranging from
dropper pump/30 ml bottle/jar to 10 ltr Jerry cans/containers, machines have capacities of parison
controls and visual strip for packed product view, this system is fully supported with a professional
experienced machines operators along with 7 tons chiller and 4 crushers. Along with 2 big mixers
for mixing the masters batches and raw materials. Raw materials are mainly High density
polyethylene (HDPE), low density polyethylene (LDPE) mainly used of Marlex and Sabic. With
18 workers, 3 shift incharge, 1 assistant floor manager, and 1 floor manager reporting to
production/ general managers.

 Auto Stretch Blow Molding (PET)

ASBM division includes 5 Automatic machines (04 single stage make Nissie ASB Japan – 01
double stage make Chum Power Taiwan) including 1 injection blow molding for the production
of preforms of different capacities. Product Capacity from 30 ml bottle to 10 ltr containers,
production leads up to 40000/day in case of specific design and weights of products. This system
is fully supported with a professional experienced machines operators along with 7 tons chiller
and 4 crushers. Along with 2 big mixers for mixing the masters batches and raw materials. Raw
materials are mainly polyethylene terephthalate (PET) mainly used of Marlex and Sabic. With 27
workers, 2 supervisors, 1 floor incharge, 1 assistant floor incharge and 1 floor manager reporting
to production / general managers.

10 | P a g e
  Injection Molding

Currently 18 injection machines Jet masters of different capacities are in working ranging from 90
tons to 228 tons with a short weight capacity of 89 grams to 405 grams supported with 4 chillers
on injection floors from 3 tons to 8 tons. We are running both cold runner and hot runner molds.
Raw materials are mainly High density polyethylene (HDPE), low density polyethylene (LDPE),
polypropylene (PP) of all grades, polycarbonate (PC), acrylonitrile butadiene styrene (ABS), nylon
6, 6 mainly used of Marlex and Sabic. With 36 workers, 3 shift incharge, 1 assistant floor incharge,
and 1 floor manager reporting to production / general managers.
An attractive range of products is already offered in which products can be packed and sold.

 Assembly Sections

KCL has a complete line of assembly in the products which needs assembly to make final product,
currently we are assembling spouts for stand up pouches and small spouts for fairness cream
satche. Moreover the assembly line for assembling of caps and nozzles for local production brands
“Safari, SMART”.

 Hot Foiling

KCL has the facility of hot foiling on caps and bottles for every plastic material and the production
is approximately 15000 per day.

 Sticker pasting section

This section is specially introduce to give our customers the facility to get complete finished
products ready to fill and dispatched. KCL does support our customers W.R.T. sticker pasting and
labeling of products and give one window complete packaging solution for production.

 Warehouse

Approximately 10 warehouses and to insure inventory management and efficient department of

supply chain having professional qualification with the ability of maintaining stock and
implementation of FIFO (First In First out).

11 | P a g e
  Plastic Division Products

 Cosmetics: provide packaging material to mother care, Saeed ghani, Unilever, skin white
etc
 Pharma: its utensil like droppers, spoon, bottles, Paedi Care
 Tea: for Brooke bond, Lipton
 Icecream: for Omore, Walls, Igloo
 Food & sauces: Shangrilla, National, Mehran
 Pesticides: for local brands
 Hygiene, personal & home care: lifeboy, tyfon, Mothercare and other local brands
 Instant drink & juices: complan, sun sip, national, energile
 Pghee jars & jerry cans: man pasand, dalda, customized cans
 Water bottles & confectionery jars: own brand for consumers which are available at
modern marts “SAFARI” “SMART”

2. SPECIAL CANS

 Specialized In Making 2 & 3 Piece Cans

 Capacity Range From 100 gms To 20 Kg
 Products Range Cooking Oils & Banaspati Tin
 Pesticide Tins
 Lube Oil Tins
 Canisters & Drums
 Tea & Biscuits Tins
 Aerosol Spray Cans
 Jars For Creams
 Water Bottle For Children
 Pouch Nozzles And Caps For Ketchup And Satche

12 | P a g e
 3. FRUIT PULP CONTAINERS

With a view to diversify and expand business activities we are going to setup a Mango Pulping plant with
the aim to supply quality product to our customers dealing in Fruit/Food procuring. Launching the product
in various packaging options as follow.

1) Can (Tinned) without Preservative (3.1 Kg)

2) Aseptic Bag without Preservative (210 Kg)
3) Drum with Preservative (100-150 Kg

4. PRODUCTION FACILITIES

 ASB Stretch Blow Machine for PET Bottles & Jars.

 Injection Blow Molding for the production of Preforms for up to 200 ml bottles
 Fully Computerized Injection Machines for Plastic Products.
 Latest Technology In Extrusion Blow For HDPE +PP Bottles, Jars, Oil Cans
 Largest Unit Of Printing Machines In Pakistan For Tin Printing

 SALES TEAM HIERARCHY:

 Basically KCL is representing a lot of principles and is covering all the segments whether
it is industrial, household etc. Every segment has its own direct sales teams, product
support, and hierarchy styles. Basically here we would be focusing on the product support
department (After-Market Sales & Marketing) and its hierarchy style. The product support
department includes plastic bottles, caps, nozzles, cans etc.

 Product support department is the backbone of KCL as it generates a very handsome and
profitable amount of business.

 The management of KCL has designed its product support department in such a way, so as
to provide the best customer support that is needed to attain the highest level of customer
satisfaction.

 KCL recognizes the needs, demand, buying intention and buying power of customers;
therefore, they are more focused on delivering 24/7 support. KCL guess is mainly
dependent upon KCL ability to support their customers.

13 | P a g e
 .
 KCL service & after-market sales teams comprising of trained engineers regularly visits
the customers in order to ensure that the customer is satisfied.
 For almost 16 years, KCL has had a successful experience in bottles, jars spouts and other
plastic products as well as the mold and die manufacturing. KCL hold excellent
relationship with clients and they aim to consistently provide their customers quick serving.
 KCL integrated customer support functions ensure that they offer excellent customer
service and meet customer satisfaction levels.

 KCL product support also includes’

 1. Field services (Scheduled and unscheduled maintenances).

KCL dedicated after sales market specialists are available 24/7 for customers support not only in
words but in true spirit. KCL sales team comprises of market specialists. They closely work with
customers and this is the key of KCL customers’ business knowledge.

❖ Features:

✓ After sales team with a friendly attitude.

✓ Always striving for building customer relationship.

✓ Proactive sales strategy to meet on time customer demands of parts and services.

14 | P a g e
HEIRARCHY:

• Hierarchy style of the product support department is as under;

DIRECTOR

Head of Sales and Head OF Sales for

Marketing HOuse hold

Deputy Manager Manager Sales

Sales Household

Assistant Manager
Manager Sales Sales

Assistant
Manager Sales
Sales
Field Force
Representatives

Sales
Representative

15 | P a g e
 SALES PLANNING AND FORECASTING MECHANISM:

 Sales forecasting is the process of estimating future revenue by predicting the amount of
product or services a sales unit (which can be an individual sales person, a sales team or a
company) will sell in the next week, month, quarter, or year.

 Sales planning is the process of organizing activities that are mandatory to achieve
business goals. A sales plan contains a strategic document that figures out the business
targets and several resources.

 Planning is an elementary quality of intelligent behavior. Sales planning is an essential

element in the management process. Sales planning is an effective method that involves
sales forecasting, demand management, setting profit-based sales targets, and the written
execution steps of a sales plan.

 Sales Planning:

 The sales planning process is critical for an organization's performance, as it is impossible

to attain success by random activities.

 The first step for sales planning is to have sales objective and Karim Containers Pvt Ltd
sales objective is to provide good service and quality products to its customers, diversifying
products, new products with new innovations in each product category to cope up the
market, and to maximize the market share of the company so that the name must be there
in the world of plastics where they determine who they should contact, when each contact
should be made, who should make each contact, and what information and communication
is most likely to find helpful and convincing.

16 | P a g e
  As the main objective is to satisfy the customers and maximize revenue, they have a
developed working sales team who strengthen their company. Here the sales team
determine the actions to achieve that goal.

 The company use weighted technique for sales forecast that allows them to estimate the
amount of money they’ll make in the future.

 The company’s sales objective is also to have maximum revenue from all divisions by
satisfying customers and diversifying their products.

 After that the company plan ahead the budgeting process and see whether it is predictable.
This phase also calculates the equivalent adjustments in budgets to accommodate varied
costs and income.

 The total sales budget is the ending process of sales plan is to take action on the above plan
where company supply products to every multi-national company and to those companies
that may emerge in the future. The action is to stay on the goals.

 Once that happen, they have a plan to find new and innovative ways of packaging to
produce high quality packaging products that ensure customer’s satisfaction in time. As a
result, during the sale plan phase, an arranged action plan must be created.

 Sales Forecasting:

 The firm's total market potential research is directly connected to sales forecasting.

 One of the most significant uses of information by sales managers is to developed sale
forecast. The forecast allows the sales manager to create demand forecasts for particular
sales territories and, as a result, to define precise sales quotas by area and by salesperson.

 The sales forecasting technique/method used by Karim Containers Pvt Ltd is Subjective
Method and Objective Approach both which includes Qualitative and Quantitative Method
depends on the situation and demand.

17 | P a g e
  The Qualitative based on customer opinion which is more towards discussed in Jury
Opinion. The jury are company’s top management and face to face discussion held between
them. The top management experts from all diverse areas grouped to discuss the customer
opinion and suggestions.

 SALES IMPLEMENTATION:

 Managers, top management, and the sales staff of The Karim Containers Pvt Ltd are the
main individuals for properly implementing and executing sales strategy.

 The team made the process which include phases and stages.

 It gives the company's sales activities a uniform, repeatable framework.

 The team then implement the structure, as well as all sales examinations.

 The Karim Containers Pvt Ltd sales implementation process is of selecting suitable sales
professionals, as well as creating and executing rules and procedures that will direct their
efforts to maximize revenue and customer satisfaction.

 The company have dual channels for sales field execution which include distributors and
direct suppliers both for key account customers.

 The Karim Containers Pvt Ltd hire containers for delivery process from M&P logistics.

 The dual channel helps the company to reach more potential customers, acquire larger
market share and extending their product lifecycle according to sales plan.

 The implementing process further takes place to tracking customer’s order and delivering
it to end user.

 The highly professional sales team detect the order and determine where they are lacking
in consumer demand.

18 | P a g e
 RECRUITMENT, SELECTION AND TRAINING OF SALES TEAM:

 For companies to obtain workers with strong academic credentials, expertise, abilities, and
attitude, appropriate staffing procedures are required. Many sectors also believe that
rigorous recruiting and selection processes lead to greater productivity rates among new
workers.

 The major objective of staffing procedures is to match the talents of possible applicants to
the needs inherent in a specific position.

 Employers nowadays, regardless of their size or kind of business, tend to utilize more
sophisticated, objective, and cost-effective techniques of recruiting and selection than in
the past.

 Employers in this Organization frequently utilize the following methods of recruiting and
selection:
 Social media platforms such as LinkedIn are used to search for previously uploaded
resumes and profiles of potential candidates, as well as to post compelling job descriptions
in order to attract potential employees.

 Employee referrals are also taken into account in order to develop effective recruitment
and selection strategies.

 Hands-on training and instructor-led training methods are used to educate manufacturing
processes and complicated production procedures to technical and manufacturing
personnel, whilst training for sales and office workers is done through training sessions
with various experienced individuals.

19 | P a g e
 COMPENSATION PRACTICES IN GENERAL FOR DIRECT SALES
FORCE TEAM:

 3 basic types of compensation plans: salary, commission, and combination (salary +

commission). Most companies favored the combination plan so as Karim Containers Pvt
Limited product support department.

 Any discussion with sales executive would bring forth a consensus that compensation is
the most important element in a program for the management and motivation of a field
sales force. It can also be the most complex.

 KCL has brilliant compensation practices for the direct as well as indirect sales force in
terms of several benefits that are;

 Market competitive salary

 Commission or incentive on quarterly basis.
 Travelling vouchers
 Health/life insurance
 Maternity benefits
 Advance incentive and salary benefits
 Employee loans
 Medical benefits
 Vehicle allowances
 EOBI and Pensions
 2 yearly Bonuses
 Annual, Casual and Sick leaves that can be carry forwarded as well as in cashed

20 | P a g e
  KCL Pvt Ltd works on the combination compensation practice (salary + incentive) in order
to facilitate the sales representatives in a proper and professional way. Fair market pay has
tremendous impact on attracting, motivating, and retaining top talent, and the switching
cost for reps to move to the company’s competitor is very low.

 KCL has revised the salary packages of sales representatives to a market competitive one
as per the experience and qualification. Incentives are half yearly based (2 in a year)
depending upon cash flows and the financial position of the company. Incentive amount,
set by the KCL management is attractive enough to increase the loyalty parameters of the
employees.

 KCL management focuses on the employee motivation as motivation is the driving force
for a sales representative. Therefore, they have setup a cash reward for the best sales
personnel of the year so that sales representatives should work harder to achieve the same.

 To provide the right incentive for growth and success, KCL think strategically for the sales
compensation planning and aim to inspire and empower sales teams to outperform the
competition.

 A successful sales compensation plan takes careful consideration and strategy with a team
of key players, KCL can easily build a compensation plan that empowers its sales teams,
is tailored to individual sales roles, benefits each part of organization, and ultimately helps
KCL outperform the competition.

 Some sales handling employees are paid on a straight salary basis, whereas sales members
who are directly involved in the sale of goods are paid on a sales + commission basis to
boost sales because their basic salaries are lower than what they can earn by earning
compensation when they generate sales.

21 | P a g e
 CUSTOMER RELATIONSHIP MANAGEMENT AND CUSTOMER
LOYALTY PROGRAM:

 Client relationship Management (CRM) is the blend of practices, techniques and

innovations that organizations use to oversee and break down client co-operations and
information all through the client lifecycle.

 Aim of CRM is to enhance relationships between manufacturer and customer that help in
retention of the customer so that growth in sales could be observed. It is done by gathering
information through different channels and contact points with the help of telephonic
conversation, strong follow ups, meetings or social media platforms. It also provides the
in-depth history of customer which includes its contact details history of purchasing, and
they buying preferences.

 KCL Sales team tries to serve its customers by full filling the needs and demands out of
the box, there focus remains on the customer support which increase the loyalty and make
customers come rebuy the products.

 Sales department gives customer the facility of buying on credit with credit period of about
60 days and provide the best service throughout.

 BY working on Six- Sigma lean principle KCL offers quality products and services to
increase the customer loyalty as well providing the post sales service and handling every
query and complain on the basis that “Customer is always right”.

 KCL’S Success depends upon the capabilities to serve the customers and manage the key
accounts as well as the B2C customer as all the products of Polypropylene (PP), High
Density Polyethylene (HDPE) and Polyethylene terephthalate (PET) has high shelf life
with good quality and food grade materials for the reliability of the product.

22 | P a g e
  Interaction with the customer plays vital role in Customer relationship management
(CRM), Sales Executives visits and hold meetings or having a brunch with the clients to
identify the needs, requirements of the client and the upcoming innovations and trends for
future planning.

 KCL launching its own brands such as SAFARI and SMART PET bottles for B2C
customers and plastic cans including molds with highly professional and skilled team are
one of the key elements in maintaining long term relations and to make the customer rebuy
the brand and products.

 Post Sales service and the quick responses on the complains and queries with high spirit
and positive attitude helps the business knowledge of KCL.

 The management of KCL has designed its product support department in such a way, so
as to provide the best customer support that is needed to attain the highest level of customer
satisfaction.

23 | P a g e
 CUSTOMER LOYALTY PROGRAM:
 It is the marketing approach to reward the members and customers who engages with the
products and continuous basis.

 An organization puts discounts and perks for the very brand loyal customers. The perks
and benefits enables the customer to become the free marketer of the product with his
positive word of mouth for the company and can become the regular customer.

 KCL emphasize on customer loyalty both B2B and B2C and have a close look on the
loyalty of customer. Most of the customers are the re-buyers for KCL. Most market share
of KCL is given by the Unilever, Shangrilla & National foods that are loyal customers and
Key Accounts. There is a regular purchasing of Bottles and spouts by the accounts.

 KCL provides discounts, schemes, buy one get one policy (sometimes), replacement if
product found damaged during the dispatching and other perks too. KCL also offers the
incentives if the customer being the marketer with positive word of mouth which results in
benefits for KCL. Some benefits are enlisted below:
 Customer retention: As the customers are loyal now they don’t negotiate on
prices and gives orders to get the product as fast as they can
 Knowledge of Needs: Due to these programs and engagement client’s trust
KCL and share every idea and need that the company can fulfill
 Segmentation: it helps to identify the better market and idea for the products
to launch or innovate.
 Customer reach: These programs enables to capture new B2B customers as
well as B2C Consumers
 Cost Control/Efficient: This helps to retain customers and capturing new
ones.

24 | P a g e
 CHALLENGES YOU FIND:

 Being the whole sole distributor of plastic bottles, product support covers all the parts that
are necessary for the bottles, caps, packing to keep it in good operational condition.

 Product Support: bottles, caps, nozzles and other etc.

 KCL covers a huge population of plastic but still cannot cover the full performance as the
population of plastic is beyond expectations in the industrial regions of Pakistan.

 Major Focus of KCL is to grab new business/ untapped areas and to fully support the
customers by providing them original/genuine parts with attractive warranty.

 Despite of such reputation, it is observed that some of the customers are attracted towards
the local market such as bottle gully, perfume gully and lighthouse because of the price
difference which results in some lost business.

 Local market offers parts and consumable that are not of the same quality and are
manufactured locally within Karachi and few other areas of Pakistan. Local manufacturers
exclude all the standards of manufacturing & plastic recommendations.

 Due to the competition in the market like Burhani, modern plastic etc. and other small local
manufactures it is hard to maintain customer loyalty due to difference in prices.

 The management at KCL has designed its product support department in such a way, so
as to provide the best customer support that is needed to attain the highest level of customer
satisfaction.

 The main issue observed after having feedbacks from different LM customers was the price
difference. Customers are usually price conscious and this specific period of Corona Virus
has also effected them and tend them to be attracted towards local market.

25 | P a g e
  KCL is the commercial importer of plastic materials such as: high density polyethylene,
low density polyethylene and polyethylene terephthalate and the biggest manufactures of
plastic products, it’s obvious that the rates of the higher quality products would be on the
higher side and the workmanship of KCL is unmatched.

 Another issue observed was the lack of awareness. Customers are usually unaware of the
products specifications that the KCL recommends. After-market sales team of KCL is
making full efforts to create awareness about the difference between Karim Containers and
local B2B market and to covert customers from the local market ones to the KCL

 CONCLUSION:

Karim Containers (pvt) Ltd. also known as KCL to many, is an emerging and growing enterprise.
Our obsession to service and quality is what stands us apart and attracts customer from all over
Pakistan. Working on the core principle that “customer is always right”, we provide them with
Extrusion, Auto Stretch Blow (PET) and Injection Molding. KCL is a corporate manufacture of
plastic products having a small hierarchy and sales teams, focusing is on the CRM. Karim
Containers Pvt Ltd sales objective is to provide good service and quality products to its customers,
diversifying products, new products with new innovations in each product category to cope up the
market, and to maximize the market share of the company. To summarize, KCL should focus on
financial growth as well as maintaining positive relationships with key stakeholders such as
customers, vendors, and most importantly, workers, who enable KCL to expand

26 | P a g e
 RECOMMENDATIONS:

● KCL's sales department is performing admirably, although there is always room for
improvement. Among the few suggestions are;

● KCL's marketing department should work more efficiently in order to stay up with the
changing market. Customers in Pakistan are typically unaware of new items due to intense
competition.

● Typically, they adhere to the conventional maintenance trends. Brochures and product
information catalogues should be available to raise consumer awareness of newly released
products. In short, marketing efforts should be stepped up a notch.

● Supply chain should be highly efficient and frequent, and the inventory should be stocked
with running components/consumables so that the client receives a one-stop solution. If
there is a scarcity of parts and the lead time is too long, buyers would naturally search for
alternatives in the local market. It will disrupt CRM and consumer loyalty.

● Miscommitment leads to client divergence, which opens the way for new or old
competitors. Commit less and deliver more is a crucial tip for all sales professionals.

● To retain salespeople and guarantee that they are putting in the necessary effort in the
proper direction, sales incentives should be delivered on time.

● While selecting third-party providers, the service team should consider their competence
and professionalism. If third-party providers are not well-trained or behave professionally,
they may have an impact on KCL's client relationship.

27 | P a g e
 ● To summarize, KCL should focus on financial growth as well as maintaining positive
relationships with key stakeholders such as customers, vendors, and most importantly,
workers, who enable KCL to expand.

 REFERENCE:

 http://karimcontainers.com/
 Muhammad Nabeel (ex-employee as quality analyst and customer relationship
specialist)
 Currently working as Business coordinator at TAG Group and current student of
iU (MBS-12002)

28 | P a g e
 CLIENTELE:

Shangrila (Pvt.) Danpak Food Industries

Limited (Pvt) Ltd. Dalda Foods Lipton® Tea

AHMED FOODS Anfords Pakistan (Pvt) SYNGENTA

(Pvt.) Ltd. Indus Pharma Ltd. PAKISTAN LTD.

CandyLand | Ismail Atco Laboratories

Industries Limited National Foods Limited Cadbury

UNITED
B.P. industries (Pvt) Herbion Pakistan (Pvt.) DISTRIBUTORS
Ltd. Ltd Mothercare PAKISTAN LTD.

Dabur International Naurus Food Products Tayyebi Dawakhana Igloo Pakistan

29 | P a g e
 TOTAL ATLAS
Young's Food (Private) LUBRICANTS Millac Foods (Pvt) Nabiqasim Industries
Limited. PAKISTAN (Pvt.) Ltd. Ltd. (PVT) LTD.

Pakistan Food
Industries Fair & Lovly Reckitt Benckiser Skin Care

Engro Foods Limited Saeed Ghani Qasr - e - sheereen Dilpasand Sweets

Kidco Manufacturers STEDEC Pond's Arysta Life Science

UNILEVER
Lifebuoy Packages Limited Hilal Confectionery PAKISTAN LTD.

30 | P a g e
31 | P a g e