Marketing NurPur

Assignment (Marketing)

"NurPur Milk"

Submitted to: Professor Shehzad Alam

Submitted By
H.M. Awais Aslam L1F08MBAM0139
Junaid Chaudry L1F08MBAM2063
Zaid Ahmed L1F08MBAM2142
Arslan Ahmed L1F08MBAM2049
Shamsher Ahmed L1F08MBAM0079

Group Alphabetic number: G

Section Number: B

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Table of Contents

NurPur Foods…………………………………………………………………………………..3
Introduction…………………………………………………………………………………………3
History………………………………………………………………………………………………3
Vision……………………………………………………………………………………………….4
Our Goals…………………………………………………………………………………………...4
Core Values…………………………………………………………………………………………4
Product………………………………………………………………………………………………5
Milk Categories……………………………………………………………………………………..6
UHT Milk………………………………………………………………………………………...…6
Pasteurized Milk..........................................................................................................................…...7
Flavored Milk…………………………………………………………………………………...…..8
Price…………………………………………………………………………………………...…...13
Place/Distribution……………………………………………………………………………….....15
Promotion……………………………………………………………………………………….....16

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Company Name: NurPur Foods

Introduction

Noon Pakistan limited (NPL) is a public limited company and is quoted on Karachi stock market.
Its Rs.10 share is currently trading at Rs.194, which show the strength of the company. there is no
direct linkage or dealings amongst The Group Companies except having some same directors on
Boards of all the companies.
The company has its head office at Lahore and the planet is located at bhalwal.150 km up north and
is connected through Lahore-Islamabad motorway.
The company is run by an experienced and qualified team of professionals, under sunder
supervision of the chairman and directors. The company has nearly 300 permanent and 320 contract
employees at the plant and head office in milk collection, processing, engineering, transport,
laboratory, finance, administration and sale & marketing departments. Due to excellent relationship
between the management and employee, the workers have not formed any trade union at the plant

or the head Office.

History

Noon Pakistan Limited (NPL) was incorporated in 1966, and went into production in 1972 and
started marketing Milk powder, Butter and Cheese under brand name of “NURPUR”. Later
pasteurized Milk, Jams, and UHT Milk/Cream were added. Nurpur ,being the market leader in
butter and Cheese, has earned a name for itself due to high quality and consistent standard and for
this reason had no difficulty in penetrating UHT Milk Market against giants like Nestle and Haleeb.
Noon Pakistan limited equity base and fixed assets have increased substantially to Rs. 79 million
and Rs.347 million in the form Rs.6 million and Rs.89 million respectively. The year (2004-2005)
turnover has jumped from Rs.303 million to near Rs.1 billion.

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Vision
Quality is the cornerstone of our success for the last 33 years; we want to become market leader by
providing quality products to Pakistani consumers. However we would like to avail the export
opportunities whenever possible and convenient.

Our Goal
We live in a competitive world and must never forget that our customers have a choice. If they are
not satisfied with nurpur product, they will switch to another brand. Our goal, therefore, is to
provide superior value in every product category and market sector in which we compete.

Core Values

• Customers are at the forefront of everything we do.

• Ideas are constantly challenged to develop next generation solutions.
• Business is conducted openly and fairly – but we compete fiercely.
• Team-work is encouraged with individual flair for the best results.
• Tough goals are set – and we enjoy the challenge of beating them.
• Environment – We value preservation of the environment and sustainable organic
agriculture.
• Community – We value mutually supportive relationships among members of our local and
global communities.

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Product

Product Name: NurPur Milk

Milk:

Milk – one of nature’s most completed foods … almost a meal in itself. An excellent source of
energy, Protein, Minerals, Vitamins, it is also the best source of Calcium. Milk is a fundamental
element of good diet, particularly for bone development and protection. Milk is a precious but
fragile raw material that requires technical expertise and know-how to process. Nurpur has over 30
years of experience and has developed state-of-the-art dairy processing

Nurpur’s list of top priority when it comes to milk:

Protect great taste from dedication to monitoring quality,

Provide special care
Pay attention to detail in the processing and packaging steps of production

Through our careful processing and packaging, we have been able to retain great taste, while
preserving fat, protein, important vitamins and minerals.

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Milk Categories

UHT Milk:

Ultra High Temperature treated milk products will easily keep for more than three months outside
the refrigerator. Standardized at 3.5% fat and 9% SNF, Nurpur has captured market because of its
high quality standards, mainly used for drinking, milk shakes and tea making.

UHT Packing

Packed in 250ml, 500ml, and 1000ml volumes in Tetra Brik Aseptic Packing.

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Pasteurized Milk

Nurpur Whole Pasteurized Milk has 3.5% Butter Fat and 9% SNF, free from additives. Whole
pasteurized Milk has a very creamy and rich flavor and many essential vitamins and minerals.
Nurpur fresh pasteurized milk has been our guarantee quality label for many years

Pasteurized Packing

Packed in 1000ml, 500ml volumes in handy and hygienic packaging.

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Flavored Milk:
Flavored Milk is made from the highest quality standardized milk (3.5% fat) and is carefully
formulated and processed to produce an unparallel high quality, great tasting flavored milk. While
using different flavored milk, you will enter in world of flavors.
Flavored milk is a cool way to get in your daily intake of important nutrients such as calcium,
vitamins A and D and minerals like phosphorus, magnesium and zinc; it helps build a strong body,
healthy teeth and bones.

Flavored Packing

Packing in 1000ml volumes in Tetra Aseptic Packing.

Categories of Flavored Milk

Currently Nurpur is producing three types of Flavored Milk:
Strawberry Flavored Milk

Average Nutritional Values: (per 100ml)

Carbohydrate 12g
Fat 3.1g
Protein 3.0g
Minerals 0.8g
Vitamin A 0.16m
Vitamin D 40l.u

Mango Flavored Milk

Packed in 250 ml volumes in Tetra Aseptic Packing

Amount Per Serving:

Total Fat 7g

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Saturated Fat 5g
Cholesterol 27mg
Total Carbohydrates 27g
Sugar 17g
Sodium 113mg
Protein 7g

Banana Flavored Milk

Packed in 250 ml volumes in Tetra Aseptic Packing

Average Nutritional Values: (per 100ml)

Carbohydrate 12g
Fat 3.1g
Protein 3.2g
Minerals 0.8g
Vitamin A 200.l.u
Vitamin D 40.l.u
Calcium 0.1g

Milk suppliers:

As Nurpur is a dairy company its basic raw material is milk which is supplied by the farmers.
Bhalwal, located in Sargodha district is the core region for collecting milk supplies. Bhalwal is an
agricultural land enriched with water and pastures. Dairy animals are found in abundance here.
60,000 to 70,000 litres of milk is collected from this region only.

For the suppliers, it has constructed chillers to keep milk fresh. Maintenance is done by Nurpur but
the profit goes to the chiller owners. It provides Rs 2/- extra to the milk suppliers.

Competitors:
There are different competitors of Nurpur in different brands. Some are as follows:

1. Nestle

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2. Dairy pure
3. Candia
4. Milk pak
5. Haleeb
6. Olper’s
7. Good milk

Testification of ingredients:

Nurpur uses high quality ingredients. They use ISO22000 ingredients that are highly testified in
laboratories.

Research:

The company does not have a research and development department. However a single person is
employed for this purpose. He carries out little researches and gives his suggestions for further
improvements in product development. Tetra Pak mostly carries out the researches for Nurpur but
recently Nurpur hired a company Aftab associates for the purposes of research

Nurpur carries out observational research on large scale. It observes people’s buying patterns,
spending patterns, general trends, influential factors etc to modify and develop its products.
Coding of milk products:

The milk product are coded up in a sequence to check their description, their time of manufacturing
,to check out have they reached their destination.

Growth strategy:

Market development and product development are a step by step process. Growth cannot result if
any of the steps is missing. Nurpur penetrated the market by introducing butter nad tetra pack milk.
Nurpur is very much quality conscious. Whenever the name of Nurpur is mentioned the first thing
which stuck people’s mind is butter and milk. Gradually with the passage of time people’s income

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increased and so did knowledge. They realized that tetra pak milk is far better than gawala milk so
more people started purchasing Nurpur milk even if it cost people more than the gawala milk. This
is how Nurpur developed its market.

Factors that effects the milk product:

Economic factors
As Nurpur is a national level company it does not have much budget. It always has a
fixed budget even at times Tetra Pak shares the expenses. On the other hand changes in income of
the people also affect the company. If people’s income will increase their purchasing will increase.

Natural factors
Natural environment is of key importance to Nurpur. Milk comes from dairy
animals; they graze in the fields and meadows. If there is less rain there will obviously be a shortage
of pastures and meadows which in turn will cause less production of milk in the cows. Collection is
the most critical part in the collection of the milk therefore natural environment affect every dairy
company a lot.

Technological factors
Advancements in technology have greatly affected Nurpur. New machinery, use of
computers has been very beneficial. In the past Nurpur had been using TPA9 machine for packing
of 1 liter milk which had an output of 5000 packs per hour. But now with a deal with Tetra Pak,
Nurpur sold TPA9 to Tetra Pak and with the addition of little money bought TPA22 which has an
output of 22000 per hour. Nurpur has 4 of such machines now.

Product quality:
Nurpur products are excellent in quality. Nurpur makes no compromise on quality. They are
maintaining their standards in milk. They know that if they false product the consumers can
challenge them in court through PDA.

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Product style and design:

Product style and design is usually made by Blitz agency and Tetra Pak packaging. They
style and design all the products.

Labeling

Labeling on packs is done by BLTZ agency and tetra pack. Nurpur is obligated by Health
Department and FDA to print certain things on its packs like fat and calories information, expiry
date and statement standardize UHT milk. Even though the milk does not expire for a year but it’s
a rule to print 6 month expiry date.

Product Age

Flavored Milk
Pasteurized Milk 1998
UHT milk 250 B and 100 pull tab 2004

Current Volumes:
 UHT Milk 60,000 liters/day
 Pasteurized milk 6000 Kg /month

Milk product development:

Product development is done by Nurpur itself, BLITZ agency and sometimes Tetra Pak also
provides some help with suggestions etc

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Price:

Determination of price:

Prices are decided in comparison with the competitors or by the recommendations of Tetra Pak,
BLITZ DDB or Dairy association.
Nurpur UHT milk has almost the same prices according to the prices of the competitors products.
The company has a price control department, so employee of such department daily make survey of
market and check the prices of competitors products and report to their managers. Company these
prices the manager make decision of setting the prices of the products.

Now the prices of Nurpur UHT milk are:

250ml Pack Rs: 15
500ml Pack Rs: 30
1000ml Pack Rs: 54

The NurPur Flavored milk has the monopoly because no other company is providing flavored milk
like Nurpur. So the company has the power to control its prices because there is no any strong
competitor against this product.
Price of Flavored milk is:
250ml Pack Rs: 22

Pricing approach:
Nurpur uses cost-based approach.

Survey research:

Nurpur does not have direct contact with its end users. So it usually surveys the retailers and
shopkeepers to know about people’s preferences, attitude and behavior in buying. They ask
questions like “what category purchases Nurpur products?”

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“Why do they prefer Nurpur milk over other milk?”
“Are these people loyal to Nurpur products?”

Factors Affecting the prices of milk:

Social class

Nurpur’s focus is on the upper classes i.e. A and A+ only but as the trends are changing and
purchasing power of people is rising more and more people are now in a position to afford many of
the stuff which was once considered to be only for the luxury lovers. Nurpur is now thinking about
focusing on B and C classes as well.

Groups
Nurpur creates demand for its products by the push factor. Therefore groups play an
important role in creating demand for its products. People see the influential using a particular
Nurpur product they also start buying it.

Family
The main focus of nurpur is on families. Nurpur’s milk focuses on drinking. It involves
children.

Occupation
Occupations of people buying Nurpur products affects Nurpur in a way that mostly
white collar people and upper classes buy Nurpur products. If more people get high occupations
there might be an increase in the demand for Nurpur products.

Place/Distribution:

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Marketing intermediaries

Physical distribution
Total number of Nurpur distributors is 130. But the main distributors in Lahore are
6, 2 in Karachi and 1 in Rawalpindi.

Distributors in Lahore
1. National Marketing Lahore
2. A.S Marketing Lahore
3. Creative marketing
4. Blue moon marketing
5. Hakeem and Company
6. Paracha Enterprises

Distributors in Karachi
1. Minhaj groups
2. Shah Enterprises

Distributor in Rawalpindi
1. Pak Foods Ltd

Market distribution targeting:

After segmenting the major cities of the country Nurpur goes further and next targets the
marketing these various segments. The major target market of Nurpur is A+ and A class.
Due to the changing trends and circumstances, the purchasing power of people is growing rapidly.
The Band C class has also started using dairy products of other brands which were once only
thought to be used by the elite classes. It has now become a necessity for Nurpur to focus on B and
C class as well if it wishes to capture market and increase its profits.

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Undifferentiated marketing:
Nurpur is practicing undifferentiated marketing because being a national level company it is
not able to cater the needs of individuals. However it is considered the best in the segments it is
serving.

Micromarketing

Local marketing
Nurpur is doing local marketing by servicing in some cities and areas of the country.

Target marketing strategy

Nurpur does not have a formulized sort of target marketing strategy. Most of the work is
done by brain storming. And idea comes into the mind of some manager, he discusses it with the
chairman and it is approved or disapproved. According to the brand manager Mr. Umran the end
users are never the only customers. The distributors, retailers, resellers etc are all customers.

Thus Nurpur has a vast network of customers all over Pakistan. Furthermore these customers also
include another group called “the contractors”. They purchase Nurpur products in bulk like PIA,
five star hotels or hospitals etc.

Retailers:

In the same way it sells its products on fewer amounts to its retailers so that they are
motivated and help in promoting Nurpur products. Furthermore if a retailer purchases 40 packs of
Nurpur UHT milk it provides a few extra packs for free to the retailer

Promotion:
Nurpur does not have a separate marketing department which would help the company promote its
products. However marketing takes place in collaboration with the sales department. When Nurpur
launched its milk it had many advertisement banners and many employees were hired to do the
advertisement in big stores. The distributors provide free packs of 1 liter milk pack to the retailers
on purchase of 40 milk packs. In the same way Nurpur has reserved places in stores like HKB, Al-
Fatah and Jalal sons. Furthermore it provides a few incentives to its retailers and customers in

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Ramadan like it sells its products to retailers and customers on lower prices so that they may earn
some profit. But retailers keep the packs to sale them later after Ramadan at normal rates. Nurpur
did several activities in Royal Palm. Activities in such porch clubs help in the promotion of the
products. All A+ and A class is there they see and observe the brands present there and later adopt
them. To promote its products Nurpur is further planning road shows in future. Nurpur believes in
word of mouth for the commercialization of its products. Being a national level company it cannot
afford to spend lacks and lacks of rupees on advertisements only. However some billboards are seen
in certain localities

Advertisement through Media:

Nurpur’s advertisements were shown on television for a month. This created a huge difference in
capturing the market. A lot of consumers were attracted by the advertisements. However showing
commercials on televisions is very expensive for Nurpur. Advertising for a month only cost Nurpur
65 lac rupees. Due to limited budget Nurpur cannot afford such huge amount on advertisements.
Still Nurpur has managed to display billboards in several locations.

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