Case study analysis on Haleeb Foods.

CASE STUDY ON SALES MANAGEMENT OF HALEEB F OODS P VT. LIMITED

(SUBMITTAL 1)

SUBMITTED TO:

Mr. Talha Salam

SUBMITTED BY:

Farah Zaheer (07-0434)

Bareera Naseer (07-0448)

Zunera Zahid (07-0465)

Harem Jilani (07-0467)

Dated: April 13, 2011

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 Case study analysis on Haleeb Foods.

CONTENTS:

# TOPIC PAGE
I. INTRODUCTION 3
II. ORGANIZATIONS HISTORY 3
III. KEY OPERATIONS 5
IV. BRANDS/PRODUCT MARKETED IN PAKISTAN 6
V. ORGANIZATIONAL SETUP 9
VI. MARKET ANALYSIS 13
VII. PROBLEM IDENTIFICATION 13
VIII. SOLUTION AND RECOMMENDATION 15
IX. BIBLIOGRAPHY 18

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I. INTRODUCTION:

The modern business world can be described in the words of the famous man Albert Einstein as

We cant solve problems by using the same kind of thinking we used

when we created them.

If applied to the business world it means that companies should always strive to think out of the box
and achieve higher standards. The commercial view of business is to be the fastest and the best in solving
problems. In countries like Pakistan where there is political, social and economical unrest the created
problems are amplified making it harder for local businesses to survive. However, we have our own
stories to tell. This case study is specifically based on T-max produced by Haleeb Foods, a sales problem
that they recently encountered and its after effects. The case study will be concluded by discussing some
of the actions taken by the company and recommendations.

The food industry is one of the largest growing industries of Pakistan and is vital for the survival of
Humankind throughout the globe. This sets a base for providing packaged raw materials and dairy
products such as Haleeb Milk products. As a pioneer to this industry Haleeb Foods has been able to
survive with optimal solutions of quality in its diversified portfolio.

II. ORGANIZATIONS HISTORY:

Haleeb Foods Limited was established in 1984 with a capital of Rs. 46 million. The former name of
Haleeb Foods was Chaudhary Dairies Limited. The plant was situated in Bahi Pehru over an area of 32
acres and had a production capacity of 80,000 liters per day. While the current production capacity of the
Bhai Pheru plant is 1.5 million liters per day. The liquid milk was the first product produced by Haleeb
through UHT treatment and was launched in 1985. With the passage of time Haleeb was the only
company that had the latest technology in its production facility.

All this and more makes Haleeb Foods Pakistans second largest and fastest growing packaged food
company. As of fiscal 2006, its annual turnover was Rs. 9 Billion. Because of continuously endorsing
good quality products Haleeb Foods is now an ISO 9002 certified company. Haleeb , in 2010, was second
to Nestle and had a market share of 26 percent. (hassan, 2010). Haleeb Foods is the only food company in
Pakistan that has the following international certifications of quality and prestige:

HACCP (in process controls for safer products)

ISO 9002 (better quality for greater customer satisfaction)

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ISO 14000 (environment-friendly operations) (2011)

Board of directors of HFL include Ilyas M. Chaudhry, Suleman Daud, Mian M. Amjad, Saqib Ali, M.
Imran Amjad, Mrs, Nasreen Ilyas, Sh. M. Rasheed, M. Ishaque Khan till today. (11ap) (DOCSTOC)
Mission statement of the company is as follows:

Build Branded food business to improve quality of life by offering tasty, affordable and highly
nutritional products to our consumers while maximizing stake holders' value.

Haleeb Foods has envisioned its operations and policies on:

Most Innovative and fastest growing food company offering products enjoyed in "every home every day"

Core values on which each day employees of Haleeb Foods has been working on include enterprise,
empowerment, accountability, trust and most importantly teamwork. The company has been successfully
doing business not only in Pakistan but abroad also mainly including Afghanistan, UAE, China, and is
planning to expand further as well. Haleeb Milk was the first product offered by the company. Since
1985, it has offered many other products (given with timelines) that are:

1997 Haleeb Asli Desi Ghee

1998 Haleeb Cream, Candia Skimz Milk Powder
1999 Candia Milk, Candia Skimz Liquid Milk
2000 Tropico Juice Drink, Haleeb Dairy Queen
2001 Haleeb N'rish Instant Full Cream Milk Powder
2002 Haleeb N'rish Fortified Instant Full Cream Milk Powder
2003 Candia Tea Max Dairy Whitener, Haleeb Butter, Haleeb Plain Yogurt, Haleeb Lassi Drink

2004 Haleeb Good Day Pure Juice, Haleeb Fun Day Juice Drink, Candia Candy'Up Flavoured Milk

2005 Haleeb Cream With Honey, Haleeb Tea Max with Cardamom, Haleeb Labban, Haleeb Good Day(Mix
Fruit, Red Grapes, Mango Pineapple)
2006 Haleeb Reshmi Pack, Candia Classic, Skimz Pouch, Tropico Nectar
2007 Haleeb Cheddar Cheese
TABLE 1 PRODUCTS AND LAUNCH YEAR OF HALEEB FOODS1

The company has aesthetically built its head office on Ferozpur Road Lahore and an amazing production
plant at Bhai Pheru extending to a landscape of 62 kms. This plant is not just a plant to manufacture but

1
http://haleebfoods.com/haleeb/QS_company_history.php

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has a warehouse as well. A new plant serving the consumers with best quality extending about 32 km is
situated in Rahim Yar Khan. (DOCSTOC). This new plant serves areas down towards Sindh and Karachi.
Cities all over Pakistan with Regional sales offices include Rawalpindi, Peshawar, Multan, Sukkur,
Karachi and Lahore.

III. KEY OPERATIONS

Haleeb Foods Limited has segmented its product portfolio in three leading brands including Haleeb,
Candia and Tropico. Haleeb is the flagship brand of the company. Due to consistently superior
performance it has achieved undisputed leadership in the liquid packaged milk category with a market
share of over 26% and an overall market share of 52%.

Milk is collected from the livestock farms that are owned by Haleeb. Haleeb has also established ties with
other farmers and sources for milk 80% from their own dairy farms located in adjoining areas of Rahim-
Yar Khan and outskirts of Lahore. 20% Suppliers (either from GOV or private sources). (11ap3)

The contractors include the government agencies as well. It has also progressively diversified from UHT
milk to other product categories. These extensions of the product line include Haleeb Butter, Haleeb
Yogurt, Haleeb Cream, Haleeb Labban (Drinking Yogurt), Haleeb Asli Desi ghee (Butter Oil), Haleeb
Funday Juice Drink, Haleeb Skimz (skimmed milk), Haleeb N'Rish Full Cream Milk Powder & Haleeb
Good day Pure Juices.

Haleeb Good day is the only range of 100% pure juices in the country with a variety of 6 pure juice
flavours.

Haleeb Foods also has a franchise agreement with Cadillac France, regarding which it launched Candia
Double Sterilized Milk in bottle format in April 1999.

HFL has one of the largest nation-wide distribution networks, delivering high quality products, to even
the remote areas of Pakistan where some products of Haleeb are high in demand even more than the urban
areas. It has a network of more than 1100 distributors with which the company ensures that the product
range is available in all the urban and semi urban areas of Pakistan.

In order to provide best quality products to its consumers, Haleeb Foods limited has established a well-
developed supply chain infrastructure. It has heavily invested in a vast network of company operated milk
collection centres across the country.

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HFL has a strict quality control policy regarding intake of raw milk. It is the only company that conducts
21 proper and detailed quality tests to ensure that only fresh milk of the highest quality is accepted at the
plant premises, and the rest is initially rejected. These internationally recognized tests are used to check
for adulteration, microbiological contamination and adequacy of nutritional contents.

HFL believes in using cutting edge processing and packaging technologies to meet consumer expectations
of hygienic and high quality food products, to keep the consumers loyal to the brand and have trust in the
company.

It has more than 30 Tetra machines for its UHT milk brands and 5 UHT units with a capacity of
producing more than 1 Million Litres of Milk every day. Keeping in view the volume potential and
increasing growth trend of the market, the company has also recently inaugurated a second independent
UHT plant at Rahim Yar Khan with all the facilities of quality control and high quality and production
technologies implementation.

Haleeb Foods has a highly professional management team with a progressive operating style. The
management team comprises of highly seasoned professionals with diverse global experience of
managing and developing brands, even the brand managers have the knowledge of research and
development and advertising skills to make people aware of the brand completely and effectively.

It can lay claim to be one of the very few Pakistani organizations, which are truly following the model
adopted by globally successfully corporations, with clearly defined roles for shareholders and the
management team. (hassan, 2010)

IV. BRANDS/PRODUCT MARKETED IN PAKISTAN

Haleeb Foods have a somewhat diverse brand portfolio consisting of dairy as well as non-dairy products.
They have segmented the product portfolio into 3 categories which include Dairy products, Juices and
UHT milk. Below is the further assortment of the products marketed in Pakistan:

A. Dairy Products

a. Asli Desi Ghee

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Haleeb Asli Desi Ghee is extracted from milk that is pure through the conventional procedure
of heating butter slowly. The product is free from all artificial ingredients; has pure and
exceptional taste and is nutritionally preserved. This comes with 1 year shelf life. (1)

b. Daizy Butter
Daizy Butter is the finest natural source of Vitamins like A & D. This has a rich taste and
revitalizes ones energy for a long dull day. (2)

c. Nutritious Thick Cream

The cream is processed hygienically from pure fresh milk; Haleeb Cream is luxuriously thick
and has nutritional value. It promises the wide range of toppings of desserts and coffee with
its unique taste; also delicious for eating with bread etc. This is packed in 6-layered Tetra
Pack Brick Aseptic packaging and has a shelf life of 6 months. (3)

d. Daizy Yogurt
Daizy Plain Yogurt meets the highest quality standards and gives consumers on each
spoonful unmatched freshness and taste. Offered in 450g, 200g and 900g packing, with a
freshness seal that keeps the product attributes fresh throughout its life. (4)

e. Liquid Tea Whitener

Haleeb Tea Max is the ideal choice for all tea and coffee. It is packed in a 6-layered Tetra
Pack Brick Aseptic packaging and has a shelf life of 3 months. (5)

f. Powdered Tea Whitener (Haleeb tea max)

Tea Max is unusual milk that provides a rich taste in your drink, carefully packaged in a
secure and hygienic pouch. (6)

g. Daizy Cheese (Haleeb cheddar cheese)

Vital 3 is the right combination of calcium, protein and vitamins in Haleeb Cheddar Cheese,
which acts as a source to enhance the brainpower, especially for growing children. Haleeb
Cheddar Cheese is specially made with Halal ingredients at the state-of-the-art dairy plant
conforming to international quality standards. And for the first time in Pakistan, it is also
offered in a customized 2 slices pack. The product is sealed and packed in air-tight
packaging, which keeps the product fresh and tasty. (7)

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B. Juices
a. Good Day 100% pure
Haleeb Good Day offers consumers a range of 100% pure juices, without any added sugar,
flavors or preservatives. Four premium juices (apple, red grape, orange, and fruit cocktail) of
Good Day give you the absolute delight in taste, and revitalize you at the same time. This is
packed in a 6-layered Tetra Slim Pack Brick Aseptic packaging with easy opening. (8)

b. Tropico Nectar
Tropico nectar is another product from the house of Haleeb Foods Limited, which is 100%
pure nectar, available in three splendid flavors including Orange & Mango & Apple. (9)

C. UHT Milk
a. Haleeb Nutritious Thick Milk
Haleeb is pasteurized, homogenized, and standardized pure UHT milk of the highest standard
with 3.5% fats and 8.9% solid non fats. This is packed in easy to open, 6-layered Tetra Pak
Slim Brick Aseptic packaging, it comes with a 3 months shelf life. (10)
b. Dairy Queen
Dairy Queen is standardized and homogenized pure UHT Milk with 3.5% fat and 8.9% solid
non fats. At an affordable price it is available in 6-layered Tetra Pak Fino Packaging,
introduced for the first time in Pakistan and has 3 months shelf life. (11)
c. Candy Up Flavored Milk
With the backup of Candia, Candy Up has been launched especially for flavored milk lovers,
in chocolate & strawberry flavors to the sheer pleasure of children. It comes in a bottle makes
up for convenient usage. (12)
d. Haleeb Skimz liquid
Skimz is the only completely fat-free milk with the richness of pure milk. It is an ideal choice
for weight-watchers and heart patients. It is also high in calcium content, which prevents
osteoporosis. Packed in a 6-layered Tetra Pack Brick Aseptic packaging, it comes with a 3
months shelf life. (13)
e. Haleeb Skimz powder
Skimz offers consumers a high quality 0% fat and hi calcium milk that helps them gets a
perfect slim/trim physique. This product is for the consumers who are quality and health
conscious. (14)

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UHT Milk Juices Dairy Products

Haleeb
Nutritious Tropico Nectar Asli Desi Ghee
Thick Milk

Good Day
Dairy Queen Daizy Butter
100% pure

Candy Up Nutritious
Flavored Milk Thick Cream

Haleeb Skimz
Daizy Yogurt
liquid

Haleeb Skimz Liquid Tea Whitener

powder (haleeb tea -max)

Daizy Cheese (Haleeb

cheddar cheese)

Powdered Tea Whitener

(Haleeb tea max)

FIGURE: PRODUCT HIRARCHY OF HALEEB FOODS

V. ORGANIZATIONAL SETUP:

Haleeb Foods has a highly professional management team with a progressive operating style. The
management team comprises of highly seasoned professionals with diverse global experience of

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managing and developing brands, even the brand managers have the knowledge of research and
development and advertising skills to make people aware of the brand completely and effectively.

It can lay claim to be one of the very few Pakistani organizations, which are truly following the model
adopted by globally successfully corporations, with clearly defined roles for shareholders and the
management team.

Haleeb Foods follows a formal setup as far as the information flow is concerned. The training of
personnel of departments is done in-house at Haleeb institute of Leadership under HR department and
people related to marketing department. The functional efficiency is monitored through the sales report
and different survey sessions that are conducted on regular basis. (DOCSTOC)

V a) ORGANIZATIONAL HIERARCHY:

CEO

Marketing IT
COO Sales Department department Department

HR and Production Milk

Collection Supply Chain
Administration Department Department
department department

Such a flat structure has helped Haleeb Foods in managing its operations effectively. This has aided a
greater communication between managers and workers encouraging a better team sprit with less
bureaucracy and easier decision making. (hassan, 2010)

V B) MARKETING DEPARTMENT AND FUNCTION

Unlike many companies, Haleeb has separate department for the Sales and Marketing functions. Because
the marketing department is responsible for making the numbers it is directly accountable to the Chief
Executive Officer. Moreover, marketing department is also the initiator of the processes regarding any of
the Haleeb products. For example, if the company decides to increase the sales of lets say Haleeb milk

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from 200,000 liters to 250,000 liters, it is the responsibility of the marketing department to research about
the demand dynamics in the market. Once the marketing department, through research, identifies areas in
which the product can be sold by employing a combination of push and pull strategies it contacts the
production department to increase the volume produced. In case if any technology updates are needed it
contacts the IT department as well. Because Haleeb collects raw milk from farmers that live nearby the
marketing and the production department also establish a link with the milk collection department to
increase the amount of raw milk collection. Basically marketing department is the middle ground which
connects all the different departments of the firm.

The classic 4Ps that are price, product, promotion and placement are also handled by the marketing
department. As mentioned before, it is an obligation on the marketing department to collaborate with the
production department to patent the specs of the product. All changes in the product features and
introducing new products in the market are backed by comprehensive research of the market conditions
and demand patterns. As far as pricing is concerned, the strategy used to set prices at Haleeb is
comparative pricing. (hassan, 2010) They usually price their products lower than that of leading
competitors. For instance the price of T-Max is two rupees lower than Tarang. This facilitates them in
gracing the market that is price sensitive. It is the appropriate strategy given the market conditions. Most
of the T-Max packs are sold to wholesalers in villages or small towns. The target market, in this case, is
extremely price sensitive because the purchasing power is low in those areas.

V c) SALES DEPARTMENT AS A FUNCTION

The placement of the product is where the sales department gets intermingled with the marketing
department. It is the job of the sales department to make the product available in stores in the dictated
volumes. The units of product available at a given area are decided looking at the number of units placed
of the same product category by the competitors. Haleeb focuses on equalizing its distribution of products
by shelving more products in some shops than in others. They are the saviors of the push strategy and it is
them who choose the distribution channels through which they want to place the product. They are
responsible for selling the product. The current challenge of sales is that they have to increase the sales of
T-Max in retail markets. In the wholesale market the volume targets are efficiently being met. However,
in the point of view of the marketing manager, products sold in the whole sale market are not sold
because of the brand power. The marketing and sales think tanks want to re-position T-Max in a way that
the sales in the retail market increase.

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Usually sales people have to meet volume targets and get business for Haleeb. They are just to gain
numbers and are less concerned with the branding aspect of the product. They are frequently pressurized
to achieve sales target and meet deadlines.

CEO

Sales Marketing
Department department

sales Senior
director Brand
Manager

GM sales Brand
Manager

national product
SM brand
manager

regional
SM

area SM

FIGURE: FLOW OF INFORMATION (TOP-DOWN)

V d) SUPPLY CHAIN OF HFL:

Wholeseller
Haleeb FL Distributor consumer
and Retailer

Figure SUPPLY CHAIN HFL

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VI. MARKET ANALYSIS:

The packaged milk consumption in Pakistan is 1.1 million liters and that is 4% of all the milk produced in
the country. The packaged milk industry is growing at a rate of 20% per annum. Brands like Milk Pak
(owned by Nestle) and Haleeb Milk (from Haleeb Foods) for nearly two decades have directed the dairy
market in the worlds fourth biggest milk producing country and has sustained in competition. It is
remarkable how Olpers could distance itself from its parent companys incredibly unappetizing,
chemical-laden, and non-edible roots. By the ending of 2006, Olpers milk achieved sales of Rs.1 billion
and in 2008, the brand has a market share of close to 22 percentsecond only to Milk Pak (estimated at
40 percent). (market) The market also faces a challenge of seasonal cyclic dip in summers especially. In
winters there is an excess of milk and so prices fall of all the milk products while in summers the situation
is opposite with lower quantity of milk produced and higher prices with low sales keeps the market on its
toes.

VII. PROBLEM IDENTIFICATION:

Living up to the Haleeb Foods tradition of providing high quality and value added products, Haleeb Tea
Max, is a premium tea whitener that promises you a richer taste, elevates your coffee/tea drinking
experience and adds convenience to your fast-paced lifestyle. Tea-max was initially launched in 2003 but
was re-launched 2 and a half years back in 2009 because of a need to cater to the growing sector
demanding tea-max whitener and the companys need to build a pillar to stand for the company. The
company is offering their product in two flavors i.e. plain and cardamom flavor.

Tea-max was initially launched in 2003 but was re-launched 2 and a half years back in 2009 because of a
need to cater to the growing sector demanding tea-max whitener and the companys need to build a pillar
to stand for the company. (SR. BRAND MANAGER, 2011)

Initially tea-max tea whitener was a stable product with a market share of 26%. It was a successful
product which managed to increase the market share for Haleeb Foods Limited making it a brand on the
second number in the dairy milk market.

Tea-max was a cost-effective product which made no compromise on quality and managed to cater a lot
of customers with an increasing demand for tea-max. Following a comparative pricing strategy and
keeping T-max prices lower than other tea whiteners available, the company had to focus more on
increasing the value of tea-max as a brand now.

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Although recently, the industry overall squeezed and the brand value of tea-max was affected. Initially
whatever was the company selling in the market was being sold, but now HFL had to focus on the value
rather than the volume. Due to the squeezing of the industry, a seasonal impact on the brand values of all
the brands being shrink, and a huge impact on tea-max as well was something to be considered important.
The stability of tea-max was affected and it became a bit instable in the market.

The wholesale driven strategy was successful for tea-max when it was initially re-launched, gaining a
huge market share and attracting a lot of customers. By focusing on the volume of the brand the company
forgot to maintain the value of the brand, so there was a need to focus the retail market rather than the
wholesale market as decided by the CEO. (SR. BRAND MANAGER, 2011)

a) Strategy followed:

A cost leader ship strategy was used when tea-max was re-launched, to gain a competitive advantage
primarily by reducing its economic costs below its competitors. More over penetration pricing was
implemented by setting a relatively low initial entry price, often lower than the eventual market price, to
attract new customers.

b) Target market

Tea-max is focusing every sector in the market but primarily the C and D sector which includes the
middle and lower middle class, as it is a cost-effective product but makes no compromise on quality as
well, through its strategy of optimum production.

c) Distributors:

HFL has several distributors for tea-max all over Pakistan and it is displayed in all kind of stores, with
400 distributors in Lahore, which are divided into 7 parts. Tea-max has indirect distribution channels all
over Pakistan.

d) Promotional campaigns for tea-max

Tea-max generally focuses on the below the line activities to promote the product which include the
forms of non-media communication or advertising such as billboards. HFL uses point of purchase (POP)
promotional campaigns for tea-max and a lot of advertising is done through cable networks.

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e) Sales managers role:

The sales manager focuses on making the product available to the potential consumers or the retailers
through push advertising. All the cities are segmented into specific areas. Area managers then are
responsible for their specific areas allotted to them by Sales Manager. Lahore has been divided into seven
areas where they plan to make their product available in bulk in all retail stores (not super-store, as are not
the target market).

f) Marketing managers role:

The marketing manager is responsible for attracting the customers concerned through pull advertising for
which ads are created etc. Direct marketing campaigns have been used for marketing the product and
making people aware of the product as well. The TDOs have been going shop-to-shop even to identify the
gaps and do the profiling of the shops and door-to door surveys were also done to check the loyalty and
satisfaction lever of the customers.

Living up to the Haleeb Foods tradition of providing high quality and value added products, Haleeb Tea
Max, is a premium tea whitener that promises you a richer taste, elevates your coffee/tea drinking
experience and adds convenience to your fast-paced lifestyle.

VIII. SOLUTION AND RECOMMENDATIONS:

The CEO recommended using the same recipe for the product to maintain the quality but to make it
cheaper in the market.

a) Research and Development

More focus on the research and development was recommended so the prices could be kept low, and
optimum production could follow as well. Proper research on the customers, the competitors and retailers
needs to be done. SWOT analysis needs to be done to be aware of the conditions in the market properly.
The retailers are needed to be searched for properly and the value of the brand needs to be improved
focusing on the famous stores and limited volume, rather than selling in bulk through wholesalers.

A proper audit needed to be done, and feedback was recommended to be taken from the customers as well
as the retailers and higher management. Market gaps were needed to be identified, through assigning
some jobs to the managers along with the TDOs who visit the market. The sales service activities need to
be improved and the advertising and media efforts need to be improved as well.

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b) Price penetration

The company had already been following the penetration strategy for pricing tea-max, this strategy can be
followed ahead too, as there is recession in the market people would demand high quality products with
low prices, and when the market will settle again, the company can increase the prices. This will improve
the awareness and value of the brand as well.

c) Demand/supply analysis

Proper analysis needs to be done for figuring out the supply of tea-max in different areas and the demand
by consumers, so that HFL is sure about where to market the products heavily and where is there a need
to promote the brand more heavily so the value could be increased. When specific retailers will be
targeted to improve the value of the brand, the product will be considered of high quality automatically.

d) Incentives to customers and retailers

To improve relations with the retailers, discounts and incentives can be given to them; moreover a sense
of exclusivity for selling a famous brand through them only, can attract them to increase the value of the
brand through their stores as well. Customers can be given incentives and discounts, so that when the
industry has squeezed, the company does not lose customers.

e) Value network

It will create partnership and value in purchase, production and selling of products. Value network looks
at the whole supply chain system players as partners rather than customers. The relationship with the
retailers will be improved through value networking and discounts could also be offered by retailers
because of improved relations. It will increase productivity, save cost and increase revenue. Company
can take the procurement process online for accuracy and speed. HFL will exactly know each partners
role in influencing or disrupting normal operations. This will make the work easier and cheaper.

f) Marketing Channels
Marketing channels provide companies with valuable information of customers, competitors and other
players in the market. So in designing marketing channel, Haleeb will need to analyze customer needs and
preference for tea-max. Further marketing channel should fall in line with overall objectives of the
company in cost and desired output level. Haleeb then needs to explore various marketing channels like
direct marketing, tele-marketing, direct mail, etc. to find the right fit to reach the customer. Each channel
short listed has is to be evaluated on operational, cost effective and flexibility criteria.

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HFL can use direct marketing in reaching customers as it has been using this method previously for other
products and tea-max too, so it is experienced in using this method, and due to recession in the market
this method is cost effective too. Direct marketing will help knowing about the customers and their
preferences, which could be considered while focusing the retailers as the means to reach the customers.

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IX. BIBLIOGRAPHY
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II. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=11

III. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=9

IV. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=12

V. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=14

VI. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=33

VII. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=32

VIII. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=3

IX. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=30

X. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=6

XI. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=7

XII. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=26

XIII. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=8

XIV. (n.d.). Retrieved march 2011, from http://www.haleebfoods.com/haleeb/products.php?id=1

XV. (n.d.). Retrieved 2011, from http://www.docstoc.com/docs/37454648/HALEEB-Butter-Final

XVI. (n.d.). Retrieved 2011, from http://www.findpk.com/yp/Private-limited-Company-in-Pakistan-

Detail.asp?action=detail&ComID=39632

XVII. (n.d.). Retrieved 2011, from http://www.linkedin.com/pub/imran-amjad/1/704/152

XVIII. (n.d.). Retrieved 2011, from http://www.docstoc.com/docs/12163262/Haleeb-Foods

XIX. (n.d.). Retrieved april 2011, from http://www.oppapers.com/essays/Haleeb-Milk-Plan/641697

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XXI. hassan, m. s. (2010, fall). marketing manager.

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