EXECUTIVE SUMMARY

This report has been compiled as part of our course of Principles of Management. This report provides an analysis,evaluation and marketing plan of Peak Freans Peanut Pik in particular and the biscuit industry in general. The purpose of this report was to thoroughly study the Peanut Pik brand, its relationship with its owner company EBM, and all the factors affecting it, and opportunities and threats for the product in the near future. SWOT Analysis has also covered. After a thorough analysis and recommendations we have learned how to reach strategic conclusions based on competitive analysis of different organization in the industry. The strengths and weaknesses of the company have been analyzed. The strategies followed by Peak Freans Peanut Pik and its generic position have also been highlighted Peanut Pik is Peek Freans classic brand with a limited but relatively permanent customer base that has a taste for nuts basically. It has a very limited marketing budget because of EBMs preference to profitable brands like Sooper, Rio and Gluco. However, the nut biscuit segment carries huge potential and can be further explored

Because of budget restraints, Peanut Pik has to make moves in a limited capacity. Therefore a very efficient planning is required. This report basically covers the planning that EBM aimed for Peanut Pik.

ISSUES AND OBJECTIVES

To research on Biscuit Industry and Nuts biscuits Sector of Pakistan Macro and Micro Environment Analysis Market Share of EBM in Biscuits Industry and market share Peanut Pik in Nuts Biscuits Sector PEST Analysis.

Peanut Pik Biscuits: Target market, segmentation and positioning Internal factors affecting the marketing strategies of Peanut Pik Biscuits (SWOT analysis) Factors affecting its marketing mix Marketing strategy Marketing Budget plans and issues Evaluation of Strategy

BISCUIT INDUSTRY
History
When Pakistan was born, it wanted important industries like steel mills, agriculture, shipping, textile etc to grow in order to make the economy thrive. Therefore other socalled insignificant industries like biscuit industry were always been under less fame and attention. However, as the demand grew and the economy kicked off well, there industries too got into the big picture. EBM (English Biscuit Manufacturers ltd) were the pioneers in the branded biscuit industry . They started off by making two products but gradually, they expanded not only geographically but also in their product varieties to suit different types of consumers having different tastes and preferences. The most notable key players at that time, Union Industries wither confectionery biscuits, moved out of the market with the introduction of EBM. During that same period, Continental Biscuits entered the biscuit industry. It has the right product offering for it target market and therefore soon acquired the larger market share of the biscuit industry posing competition to EBM. The proportion of unbranded biscuits was higher as compared to branded biscuits and the major challenge at that time was to convert unbranded biscuits to branded biscuits. Companies took up the challenge and responded with new product varieties and categories, new packaging and promotion jingles etc as consumer preferences and tastes were changing; (who can forget the famous jingles such as: Candi by LU; TUC kay sath chaiya, Mama Sooper..) and now biscuits in Pakistan have now assumed the role of "FOOD BETWEEN MEALS" in nearly every household.

ABOUT EBM
English Biscuit Manufacturers (Private) Limited was established as a joint venture company in 1965 with the name of Peek Freans Pakistan Limited. In 1966, the UK sponsor company was renamed Associated Biscuits International Limited (ABIL), while the venture was renamed English Biscuit Manufacturers (Private) Limited (EBM), which stands to date. EBM started manufacturing and marketing the world famous Peek Freans range in 1967 in order to provide Pakistani consumers with nutritious and hygienically packed biscuits of the highest quality. True to its corporate claim, 'The Legend Leads', EBM has led the biscuit industry in Pakistan for over 40 years by playing a pioneering role in providing innovative and high quality biscuits for every taste bud. EBMs trademark, Pied Piper, made its mark three and a half decades ago, but continues to remain in the hearts, minds, and souls of the people through the variety and excellent quality of biscuits manufactured under its umbrella. EBM enjoys the distinction of being the first food company in Pakistan to promote biscuits as 'food between meals' EBM has been in the business of manufacturing and marketing branded biscuits in Pakistan for over 40 years. The brand name 'Peek Freans' is a household name, and people trust and believe in the quality of the products produced under this brand. EBM is also the first biscuit company in Pakistan to have achieved ISO - 9001 Certification in correspondence with its institutional slogan 'The Legend Leads'. The achievement also endorses the company's firm commitment to high standards of quality. Under the brand range, Peek Freans, the company today carries the largest variety of biscuit products including Marie, Gluco, Click, Sooper, Rio Strawberry Vanila, Rio Choco Vanila, Rio Choclate, Rio Vanila, Party, Peanut Pik, Peanut Pista.

VISION
To be recognized as a LEADING and PROGRESSIVELY FORWARD looking FOOD COMPANY, providing the best quality products to everyone in Pakistan To be an INSTITUTION financially healthy, promoting universal human values and growing as a useful, purposeful corporate citizen CORPORATE OBJECTIVE Transform EBM into a living institution with a body, mind & soul which is recognized as a good corporate citizen due to its core values as Open minded, transparent, & responsibly delivering consumer satisfaction with a sprit to excel.

Market Scenario of Biscuit Indutry

By 1999-2000, 50% of the market was dominated by branded biscuits, in which EBM had a sizeable share. The rest was taken up by various small companies like Bisconni, Mayfair and Kolson who too wanted to a slice of the market share. Consequently, by 2006, the unbranded biscuits had a market share of 29 per cent and the branded biscuits had 71 per cent market share.
Biscuit Industry
Unbranded biscuits, 29% Branded biscuits Unbranded biscuits Branded biscuits, 71%

In the branded biscuits sector, the market shares of key players (EBM and CBL) are:
Branded Biscuits sector
English Biscuit Manuf acturers (EBM) 37%

Others 37%

Continental Biscuits Ltd. (LU) 26%

English Biscuit Manufact urers (EBM) Continen tal Biscuits Ltd. (LU) Others

Other biscuit manufacturers include: Coronet Foods (Private) Ltd Ismail Industries Montgomery Biscuits Silver lake Mehtab Industry (Krunchi)

It was reported that there were some undocumented/illegal biscuits manufacturer that were surging up in the rural areas of Pakistan, however, they dont pose much competition to the branded biscuits sector. 6

Sales Volume Master Cartons

-2%
31%

+17%

5,900,000 5,400,000 4,900,000 4,400,000 3,900,000 3,400,000 2,900,000 2,400,000 1,900,000 1,400,000 900,000 1,144,607 1,028,578 '01 - 02 '02 - 03 '03 - 04 '04 - 05
11% 81% 48%

6511223

31%

5,577,5825,587,576

4,244,828

3,065,518

2,074,804

'05 - 06

'06-07

'07-08

'08-09

PEST ANALYSIS Political/Legal Environment Analysis

Being a part of the food processing industry, biscuit industry must also follow rules of quality and standard. However, only some companies are able to fulfill the requirements of international regulatory authorities like Hazard Analysis and Critical Control Points (HACCAP), Good manufacturing practice regulations (GMP), International Organization for Standardization (ISO) and other standards. The reason is that the biscuit industry is very volatile in terms of prices for materials and as high quality comes with high cost, smaller companies are not able to afford it. Only EBM has achieved internationally recognized credentials. The prestigious organization has earned 150 9001:2000, ISO 14001:2004, 150 27001, HACCP certifications According to the government policies regarding biscuit industry, the governments has realized the importance of exporting non-traditional items and have supported the industry in the areas where the need is. The Export Promotion Bureau is also encouraging to enhance the export of biscuits.

Economic Environment Analysis

Standards of living have increased which have influenced consumers to have a more sophisticated and balanced lifestyle. Rather than having oily samosas and pakoras at tea time, more and more people have started to consume biscuits which is a better and a healthy combination with tea. Focuses towards education have also increased the consumption of biscuits. As people are more educated now, they are more likely to be influenced by media promotion. In this technological era biscuit manufacturers have also been benefited from the advantage of media and IT boom. This allowed them to reach their consumers more effectively and profitably.

Social Environment Analysis

The biscuit industry has been divided into different product categories and varieties that are catered to suit different consumers with different tastes. The manufacturers have been able to segment the industry according to different classes, tastes, age groups, lifestyles etc. New product varieties were introduced such as the following: Types of Biscuits Soft & Sweet Plain Cream Filling Salty Snacks Indulgent/Sweet Plain Glucose Ingredient Based Healthy Biscuit that fall into the category Sooper, Bakeri, Gala, Bravo, Treat Prince, Rio, Cocomo, Jam Hearts TUC, Saltish Candi, Chocolate Chip Munna, Gluco, Tiger Party, Zeera Plus, Peanut Pik Wheat Slices, Wheatable

In 2004, there was a growth in soft and sweet plain biscuits segment which is primarily dominated by Sooper and Bakeri, having a collective share of 24% in the total biscuit market. Different product category caters to different types of consumers. Adults and oldies prefer salty biscuits and ingredient based biscuits as compared to children who prefer cream filling and glucose biscuits. Consumers, nowadays, have become very hygiene conscious due to increase in education levels and media promotion. Therefore those who prefer to have a nutrition filled diet prefer healthy biscuits like wheat slices etc.

Technological Environment
Due to the IT boom, it has been advantageous to biscuits manufacturers to reach the consumers effectively using media sources. This has increased the awareness of their products to a very large extent. With media, biscuits manufacturers can reach a larger audience and also reach consumers in rural areas. Advertising and marketing in the (biscuit) industry has surpassed all other benchmarks in the previous years with serious investments in brand building. Over Rs. 0.5 bn is estimated to be electronic media spending in 2007 with a total marketing spending of no less Rs. 1.0 bn; this has grown at estimated 25% per annum over the last few years! Usage of the internet has also helped biscuit manufacturers to segment and find out about consumer insights by contacting them easily over the internet. Consumers can use online feedback form to give feedbacks about the likes and dislikes regarding the product and companies can respond to them more effectively and efficiently.

SWOT ANALYSIS
Strengths:
Strong company image and financially very strong Good research and development department. Established Center of Excellence in 2006 Market leader in peanut biscuits in Pakistan Had previously carried out effective promotion strategies Quality production management that has earned EBM numerous ISO Certifications Trained Human Resource Conservative Financing

Weaknesses:
Relatively low promotion for Peanut Pik as compared to other brands like Sooper Not easily available. Target market not clearly defined. Less adaptability to market environment over the years

Opportunities:
Target market can be expanded by actively pursuing selected market segments Export Markets Rural markets Can easily increase revenue by making the product available and improving distribution Growth exists by means of changing packaging, look and brand positioning. Media has enabled companies to reach remote areas and market the product there Increasing purchasing power in the Pakistani Market has substantially increased the purchase of consumer goods so opportunity exists in getting the maximum share of the market Increase in hygiene consciousness amongst consumers has led them to substitute snacks like samosas, spring rolls, jalebis etc with biscuits New market segments like Corporate Selling can be considered New product variations can be introduced Relative low inflation in biscuits as compared to other snacks

10

Threats:
Competition is very stiff in biscuits industry. If price is altered, you are likely to lose a great chunk of market share. Unbranded (bakery) biscuits are available in the market at a much cheaper rate. A lot of substitute products to biscuits are available in the market that are eating up share of customers wallet Competitors esp. new entrants are doing heavy promotion of their brands which EBM is not able to match for Peanut Pik

OBJECTIVES: To penetrate into the biscuit industry as specialized nut biscuits.

PRODUCT LIFE CYCLE

In the initial years of Peanut Pik Biscuit, it had a slow sales growth rate. Consumers were unaware of the product and it was not readily accepted by the market as it was a new product ever in the nut biscuits sector. Profits were low because of low sales and high unit costs.. However, as it was a first mover (first nut biscuit), it was loved by consumers and within few years they started spreading a positive word of mouth. 11

Then the product was liked by the consumers and Peanut Pik enjoyed better sales than before and low unit costs which led to a considerable high contribution margin for EBM. Profits were high and Peanut Pik spent on its marketing campaign and advertising to further influence and to increase the sales of its products. Peanut Pik is the market leader as it was the first nut biscuit ever introduced The sales of Peanut Pik were stable and generating considerable profits for EBM. However, it was still a start product for EBM but can be converted into a cash cow product for EBM. Peanur pik was in the maturity stage of the product life cycle and they keep on re-innovating and re-igniting it so that to keep it in its maturity stage or to bring its growth stage once again and avoid it to go into the decline phase.

TARGET MARKET Introduction

The consumers of today are highly informed due to the development in communication. TV, radio, newspapers, media and specially the internet has provided the consumers with whatever information they are seeking. Therefore the manufacturers cannot just blindly make their products. They need to know the insights of their consumers who want to and are willing to buy their products. However, increase in globalization has also limited the choices, consumers have. And therefore, nowadays, especially the production of consumer goods is consumer driven. And the manufacturers are required to focus on these factors in order to maintain growth and stability in the company. True to its corporate claim of 'The Legend Leads', EBM has led the biscuit industry in Pakistan for over 40 years by providing innovative and high quality biscuits. Peek Freans is the household name under which EBM produces and markets its biscuits. The name is so big that now the consumers blindly believe in the quality of the product. The reason behind this is that EBM has actually maintained its quality in all its products over the years. And now, Peek Freans Pied Piper is the most famous and popular icon in the industry.

12

Target Audience
If one glances at EBMs brand portfolio, he/she would notice that EBM covers almost every segment of the market. EBM attempts to cater to every taste in the market; be it young or old, men or women. In todays world, consumer preferences change very rapidly in terms of taste and price. These preferences are very strong in low involvement product because they are not very high priced. In order to keep pace with the changing consumer taste and preferences, Peanut Pik Biscuits had hit the target market not only on the basis of demographics but psychographics. It targeted those consumers who preferred nuts in their biscuits. However, some were also not very fond of nut and some might even be allergic to them, therefore the nut segment was not that big in the biscuit industry. Peanut Pik focused towards the urban market as major volume generating regions were Karachi, Lahore, Hyderabad and Rawalpindi/Islamabad. As product scored high in terms of quality as compared to any other nutty biscuit, their rural market continued to generate sales. However, more was to be done to tap the full potential of the rural market.

13

MAJOR SEGMENTATION VARIABLES

Geographic Factors Region: Sindh, Punjab, NWFP, Balochistan Cities/Towns: Metropolitans, Cosmopolitans, Small Cities, Towns; Population ranging from 0.5 million to 1 million and cities with over 1 million population Psychographic Factors Lifestyle: Culture-oriented; Sophistication-oriented Social Class: Lower Class (lower, middle, upper), Middle Class (lower, middle, upper), Upper Class (lower, middle, upper). Demographic Factors Personal Factors Age: 20-34 years; 35-49 years; 50-60 years; 60+ Gender: Male and Female Behavioral factors Occasion: Regular Benefits: Quality, taste and price User Status: Regular user; potential user Usage rate: Medium Loyalty: Medium; Strong Readiness Stage: Not fully aware Attitude towards product: Positive

14

MARKETING MIX (4 PS)

The concept of Food between meals was devised by EBM and till now they have been pursuant in their philosophy. They have successfully conveyed this to their consumers and in them, they have developed the trust and confidence regarding the company and in its high quality products. Biscuits are Food healthy and nutritious; not only for children but also for adults.

Peanut Pik and its 4 Ps

Planned mix of the controllable elements of a product's marketing plan commonly termed as 4P's: product, price, place, and promotion. These elements are adjusted until a right combination is found that serves the needs of the product's customers while generating optimum income.

Product:
Peanut Pik is a unique biscuit that offers a distinct blend of natural fresh peanut. It has sweet taste, crunchy bite with shinning gloss on peanut sprinkle top. It is a value added product of EBM as EBM imports peanuts and nuts from outside to add into it. Suggestion were made to increase peanuts in the product but they were turned down as EBM didnt wanted it to be similar to LUs peanut plus. Ingredients: It contains wheat flour, hydrogenated vegetable oil, sugar, peanut grits, invert syrup, corn flour, skimmed milk powder, salt, emulsifying agent, leavening agent, synthetic flavors (mixture of both natural and artificial flavoring compound) Nutritional information

Serving Size: 4 Energy (K Cal) Proteins (gms) Carbohydrates (gms) Per serving 24gms 121.7 1.6 16.2 Per serving 100gms 507 6.67 67.5

15

Price of Product
Weight per piece in grams 87 gms. No. of pieces per master carton 144 Rolls FOB price per master carton in $ 16 No. of master carton fit in 20' container 540

Product Peanut Pik

The branded biscuit segment grows at a rate of 14% per annum and this is largely due to the price stability of its products for the last 8 yrs. EBM has tried to make biscuits more affordable for middle to lower middle income consumers. EBM has successfully reshaped the idea of consuming biscuits only at tea-time to making it an everyday necessity product. All EBMs biscuits including Peanut Pik were available in small packs for children and for people working in offices whose use them at breakfast or lunch. Apart from that its easy availability quality and cheap prices makes its more alluring to its customers. EBM is one of the leading biscuits manufacturers of Pakistan and all its biscuits in its range are very successful. As EBM provides individual attention and strategy for each type of biscuit it offers. This is seen in its advertisements for example of Gluco and Sooper the ads are totally different depicting totally different marketing strategy which proves that EBM develops individual strategy for each of its biscuits.(REMEMBER SAB SAY AAGAY,SAB SE OOPER PEEK FREANS SOOPER) Price of peanut Pik was same as of its competitors i.e. peanut plus biscuits of LU. Half roll of peanut Pik was of Rs.12 and its packet of Rs. 22. At that time there were some biscuits like CAF was being sold at 10 per half roll but EBM did not face any price wars regarding its products which were and are sill market leaders in their segments such as Peanut Pik. They believe that as these products are the market leaders, if they increase the prices of their products, others will follow suit. Other products in the markets are followers and they dont pose any frontal attack on their market leader Peanut Pik.

16

Packaging:
EBM is the only Company in the industry to have achieved recognized international certifications pertaining to quality control, environmental management system and human resources management, including ISO 9001:2000, ISO 14001:2004, ISO:27001, HACCP Certifications, ISO:22000, and IIP (Investors in People) Recognition.Proactive environmental practices form the basis of all EBM's operations. The HACCP certification itself means "prevention from hazard" by reaching out and controlling the sources of supply like raw materials and the storage and the distribution. Integrated pest management and ecologically hygienic processes are strictly followed in the factory premises. EBM provides healthy and nutritious biscuits in a hygienic and high quality package. They are the pioneers of packaged biscuits in Pakistan; therefore they maintain their high quality packing that would appeal to its customers. And the packings of biscuits are tested in labs and is prevented from all unhygienic conditions. Packaging material for Peanut Pik biscuits were bought from the local market and it included inner films, outer films and master cartons at reasonable prices. Following are the two packages in which Peanut Pik are sold: Packet 124 Half Roll 79 now (77)

Weight (gms)

The packaging of Peanut Pik was not very attractive as compared to its other competitive products in the market and also to its own product SOOPER. The white and brown color wasnt very appealing to its customers although the taste of peanut was very mouth watering to those who prefer nut biscuits. Peanut Pik was not a high volume generating product to EBM and therefore they dont prefer to spend much on its packaging and promotional details. EBM prefers to spend on those products which are their high volume generating products like Sooper. However EBM realized that they must also focus on those products too that are low volume generating because one never know that these products can too turn out be high volume generating products for them too. Therefore EBM focussed on improving Peanut Piks packaging as well and include attractive fonts and colors to make it more appealing to its customers. Recently EBM has changed the packing of Peanut Pik from white to an appealing REDDISH BROWN color with white fonts with a label of NEW PEANUT PIK 17

BISCUITS. The current packing gives an image of a strong brand ,freshness of peanuts and improved taste. EBM also exports its products and maintains its high quality packing by using special sea packaging material which ensures that its products are intact during and after transit.

Placement of product

Since Peanut Pik was one of the FMCGs (Fast Moving Consumer Goods) also known as that are sold quickly at relatively low cost. Though the absolute profit made on FMCG products is relatively small, they generally sell in large quantities, so the cumulative profit on such products are adequate. Peanut Pik does give EBM a substantial contribution margin; however it was still known as a low volume generating product for EBM. Consequently, Peanut Pik lacks in distribution although being an FMCG product because it lacked in developing mass awareness which relatively affects its distribution The retailers were quite aware that EBMs biscuit, Sooper, is highly consumed and preferred among the people of Pakistan, therefore they prefer to keep Sooper on the shelves of their store. And in order to promote and sell their low volume generating products, EBM provides a condition to their retailers that they would provide them with Sooper if they also keep Peanut Pik and others on their shelf too. By doing this ,Peanut Pik biscuits were available at almost every pan shop, superstore, canteen, medical or grocery store. Its now quite easy to find Peanut Pik Biscuits as they are adequately available at almost the stores. Superstores like Aghas , Amis, Rajanis and almost all stores at various hospitals, colleges, airports and schools keep a stock of these biscuits.

Peanut Pik Biscuits were sold in a nominal price range because: 1) It has great competition from other biscuit producing companies 18

2) It has been in the market since a long time and cant increase its price all of a sudden 3) It is a fast moving consumer good (FMCG)

Promotion
Peanut Pik had been in the market since quite a long time. It was in the phase of maturity in the product life cycle and so constant promotional activities are done by EBM to maintain or increase its customer base. EBM used Pied Piper as a uniform icon to promote all its products and hence, Peanut Pik is also promoted with the same icon. EBM use on and off campaigns for Peanut Pik although its promotion was not done excessively and they precisely dont promote Peanut Pik alone; they used the same advertisement and billboard ads for both Peanut Pista and Peanut Pik as they both lie in the same category of nuts and peanuts biscuits. Peanut Pik and Peanut Pista biscuits were a value added biscuits for EBM as they were not a plain biscuit; imported and high quality peanut and nuts are added in it. Therefore, EBM believed that it would be consumed even if excessive advertising is done or not as there are a large number of consumers who prefer nuts biscuits. Primarily, the promotion of Peanut Pik and Peanut Pista was done in winters as nuts were mostly consumed and preferred in winters due to its taste and flavor. And although being a seasonal product, the promotional campaigns of Peanut Pik ran mostly during winters. EBM used TV commercials, radio broadcasts, billboards, print, school activities etc. promotions for Peanut Pik

MARKETING STRATEGY Marketing Strategy:

The marketing strategy of Peanut Pik was penetration. EBM believed that the target market has changed on it own. Peanut Pik was firstly consumed by toddlers and children. And when they realize that even adults were consuming it, it improved the taste of Peanut Pik in order for it to have a more mature taste and then they advertised it accordingly. EBM believed that Peanut Pik has a universal appeal and taste; it can be consumed any time in the day. However, Peanut Pik had a low volume generating product and therefore EBM spends more on advertising and promotion of its high volume generating products like Sooper. Though, EBM believed that even Peanut Pik can contribute to higher sales and profits margins if it is position and promoted in a better way. EBM started market penetration by improving the other two Ps of marketing mix and i.e. improving on packaging and promotion.

19

Effective promotion was started . This results in the increased awareness and also capture the top of the mind position in consumers minds. This means that whenever a consumer thinks of having a biscuits (if he/she likes nut biscuits), then Peanut Pik should come in their minds.

Action Plan
New packaging of peanut Pik should be introduced which is more colorful and up to industry standards (It is obvious from the new packing). Promotion to be carried out as follows o TVC campaign was carried o Ad campaign in magazines should be carried out in the same fashion. Billboards should be set up .
The new promotion schemes should focus the new target market and packaging.

EVALUATION & BUDGET

EBM evaluated its strategy regarding peanut pik as follows : Internal Evaluation 1) Company firmly believes in its strong company image and part of its strong Peanut Pik sales owe it to the brand name Peak Freans attached to it 2) Company has other prior brands so company budgets a relatively low marketing expenditure for Peanut Pik 3) It enjoys a monopoly in nuts section as it Is the only nut biscuit producer in the industry so it does not believe in a heavy promotion for the industry 4) Also it has carried out previous strong promotion which it believes still works for todays sales 5) Company does not plan to introduce more variants of Peanut Pik. External Evaluation 1) Company is not willing to explore other market segments like some (rural areas) or increase sales for Peanut Pik through promotion because of priority issues 2) Company has maintained effective pricing and is the market leader in terms of it. When EBM changed prices for its products, then competitors followed immediately. 3) Company might consider changing packaging in the future but right now it is going on with its dull packaging of Peanut Pik 4) There is intense competition in biscuit industry and EBM basically leads the front with its brands like Sooper, Rio and Gluco 5) There is a small threat of substitute products for biscuits like chips, samosas etc, but company is not really concerned about them 20

6) Some business mafias produce fake identical products of Peak Freans, including Peanut Pik, company has its issues over it, but it is not of top concern 7) Threat of new entrants is very much there esp. after the arrival of Bisconni. Company is right now focusing on its major brands.

PEANUT PIK AT PRESENT

21

22

23

24

25

26

27

References:
Mr. Adeel Ahmed Brand Manager, English Biscuits Manufacturers ltd. Mobile: 0321-2424977 Ms Hafsa Farooqui Brand Manager, English Biscuits Manufacturers ltd. Mobile: 0321-2636956 Internet References: www.ebm.com.pk TAKING YOU THROUGH THE BISCUIT INDUSTRY by SHOAIB SIDDIQUI; Marketing consultant (shoaib@fourcg.com) Article English Biscuit Manufacturers (Pvt.) Ltd - a living company by KHAWAR M. BUTT (April 07, 2008; Business Recorder) Business Recorder (May 14, 2009) http://www.pakistaneconomist.com/issue2001/issue33/etc9.htm

28