Mission Statement

“FFC is committed to play its leading role in industrial and agricultural

advancement in Pakistan by providing quality fertilizers and allied services to its
customers and given the passion to excel, take on fresh challenges, set new
goals and take initiatives for development of profitable business ventures.”

Corporate Vision
“FFC's vision for the 21st Century remains focused on harmonizing the Company
with fresh challenges and encompasses diversification and embarking on
ventures within and beyond the territorial limits of the Country in collaboration
with leading business partners.”
 Section 1

1.History
With a vision to acquire self sufficiency in fertilizer production in the country, FFC
was incorporated in 1978 as a private limited company. This was a joint venture
between Fauji Foundation (a leading charitable trust in Pakistan) and Haldor
Topsoe A/S of Denmark. The initial share capital of the company was 813.9
Million Rupees. The present share capital of the company stands above Rs. 8.48
Billion. Additionally, FFC has more than Rs. 8.3 Billion as long term investments
which include stakes in the subsidiaries FFBL, FFCEL and associate FCCL.

• The first urea complex was commissioned in 1982 with annual capacity of
570,000 metric tons.
• Plant-1 was improved in 1992, and a second plant was built in 1993.
• FFC participated as major shareholders in a new DAP/Urea manufacturing
complex with participation of major international/national institutions. The
new company Fauji Fertilizer Bin Qasim Limited (formerly FFC-Jordan
Fertilizer Company Limited) commenced commercial production with
effect from January 01, 2000. The facility is designed with an annual
capacity of 551,000 metric tons of urea and 445,500 metric tons of DAP,
revamped to 670,000 metric tons of DAP
• In the year 2002, FFC acquired ex Pak Saudi Fertilizers Limited (PSFL)
Urea Plant situated at Mirpur Mathelo, District Ghotki from National
Fertilizer Corporation (NFC) through a privatization process of the
Government. This acquisition at Rs. 8,151 million represents one of the
largest industrial sector transactions in Pakistan at that time.
• FFC now has three plants with a combined capacity of 5770 MTPD of
pilled urea.
• Also Fauji Fertilizer Bin Qasim Limited, Karachi, Pakistan (FFBL) is
another company where FFC has controlling shares – it produces 1670
MTPD of granular urea plus 2250 MTPD DAP after revamping (1350
MTPD before revamp) DAP.
• Ammonia and urea plants capacity factors right from the plants start-up
have been 100% or more. Today, FFC is also involved manpower training
and turnaround services provider, especially within Pakistan and in the
Middle East.
• FFC is a leading manufacturing company with over 60% shares of urea
manufacturing and marketing in Pakistan

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2.IMS (Integrated Management Systems Certifications
for International Standards (Q, OH&S and E))
Integrated Management Systems International Standards like ISO 9001, ISO
14001 and OHSAS 18001 have the common purpose of assisting Organizations
for risk management, improved product quality, customer satisfaction and
continual improvement. These standards provide a foundation for organizations
to achieve business excellence. IMS standards for FFC are:

• Integrated Management Systems certification for International Standards

is a sign of confidence between the FFC and its stakeholders for
conducting business. Certification is a valuable approach to ensure
reliable delivery of consistent product while fostering continual
improvement.
• To bring Management Systems (Q, OH&S and E) in line with the
internationally recognized Standards, FFC achieved International
Standards certifications for ISO 9001:2008, ISO 14001:2004 and OHSAS
18001:2007
• Fauji Fertilizer Company plants Management Systems (at Goth Machhi
and Mirpur Mathelo) are certified for worlds famous International
Standards of Quality, Occupational Health & Safety and Environment. The
implementation of Management System Standards is an important
corporate strategy of FFC
• Quality Management System certification at FFC-GM was first achieved in
November 1997. This was an honor for FFC being the 1st Fertilizer Plant
in Pakistan to achieve this certification.

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3.Executive Committee

Chief Executive and Managing Lt Gen Malik Arif Hayat, HI (M)

Director (Retired)

Group General Manager Business Mr. Abid Maqbool

Development (Finance)
Group General Manager Marketing Mr. Asad Sultan Chaudhary

Group General Manager Business Mr. Zafar Hadi

Development (Technical)
Group General Manager Technology & Syed Iqtidar Saeed
Engineering
Group General Manager Manufacturing Mr. Tahir Javed
& Operations (Goth Machhi)
Chief Financial Officer Syed Shahid Hussain

General Manager Human Resources Mr. Saulat Hussain

General Manager Manufacturing & Mr. Naeem-ur-Rehman

Operations (Mirpur Mathelo)
Company Secretary Brig Khalid Kibriya (Retired)

Chief Coordination Officer Brig Fiaz Ahmed Satti (Retired)

Resident Manager (Goth Machhi) Brig Syed Qasim Abbas (Retired)

4.Board of Directors
Chairman Lt. Gen. Hamid Rab
Nawaz, HI(M) (Retired)
Chief Executive And Managing Director Lt. Gen. Malik Arif
Hayat, HI(M) (Retired)
Group General Manager Finance/CFO Syed Shahid
Hussain
Senior Manager Corporate Affairs/Company Secretary Brig. Khalid Kibriya
(Retired)

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5
5.Quality Policy

6
6.Business Area
The business area has been divided in three parts.

1. Manufacturing

• The largest urea manufacturing facility of Pakistan consisting of two

ammonia/urea units owned by FFC is built at Goth Machhi in district
Rahim Yar Khan.Goth Machhi is situated at a distance of 2 kms from the
main Lahore-Karachi highway and is adjacent to the main railway line. The
two plants are based on natural gas from Mari Gas Fields and have an
annual designed production capacity of 1.3 million tons of urea. Over the
years, the plants have demonstrated an operational excellence which has
become a reference for the engineering companies whose process
technologies are used here. Delegations from China, Middle East and Far
East keep visiting the plant site for gaining first hand knowledge before
deciding to purchase a new plant.
• Both the plants have been consistently operating in excess of designed
capacity reaching as high 115% for the Base Unit and 119% for the
Expansion Unit as a result of high efficient operations, good maintenance
and strong technical support.
• To meet the requirements of plant, a modern and well organized materials
warehouse has been established, which is one of the best in Pakistan.
FFC has maintained an average inventory level of about 30,000 items
since commencement of operation in 1982. Total storage facility
comprises of the and open areas such as:

 Main Warehouse --- The storage facility is split into two

levels under one roof which houses the maximum number of line
items. Instrument spares and heat sensitive items are stored in an
air conditioned room to protect them from high temperature and
dust. Its total area is about 3400 sq. meter.
 Bulk Warehouse --- Heavy equipment, rotors, catalysts,
structural steel, insulation material, large diameter pipes, etc are
stored here. Lube Oil Shed is also located in these premises. Its
total area is about 1750 sq. meter.
 Open Yard --- This facility houses small bore pipes, pipe
fittings, valves and metallic sheets. Different gases are also stored
in specially designed bunkers fulfilling all safety standards.
Approximate storage area is 4888 sq. meter.
 Packing Material Warehouse --- Bags, liners and threads
are stored separately under one roof in this warehouse. This store
covers an approximate area of 1250 sq. meter.

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  Chemical Warehouse --- Different chemicals are stored at
this location. The approximate storage area is 1050 sq. meters.
 Left Over Material Warehouse And Disposal Yard ---
Various construction surplus material and other surplus items are
stored in covered sheds and open area. Scrap items and material
are dumped for disposal at this facility.

2. Engineering

• After the successful start-up of the first plant in mid 1982, a group of
selected engineers was assigned to Technology Division-TD (then called
CED) Head Office with the objective of providing engineering and
technical backup to the plant operations.
• Additional responsibilities that are assigned to TD, include monitoring
plant performance, development of new projects, handling capital
investment projects, advising management on technical matters and
development of a technological base along with consultancy functions.
• Since 1982, TD has made tremendous progress in the field of Plant
Engineering, Project Management, Project Feasibilities and Project
Development.
• TD is manned by a team of highly trained project engineers, process
engineers and IT specialists. Nearly half of the strength is located at the
plant to provide on-the-spot assistance to the manufacturing units besides
feeding vital plant data to the Head Office for immediate processing.
• TD is equipped with latest computing facilities along with engineering
software from world famous engineering designer M/s Haldor Topsoe of
Denmark and other technical software purchased from the engineering
companies as well as in-house developed software related to engineering
and other general purpose need of the company. This technology enables
TD to undertake detailed process/engineering design related assignments
and to provide most valuable assistance to other departments within the
company.
• TD most significant contributions to date have been successful project
management of FFC Project 1 debottlenecking, FFC Plant Expansion
Project 2 and the Fauji Fertilizer Bin Qasim (formerly FJFC) Project. TD's
role in all projects starts from the conceptual stage and concludes at the
successful commissioning and handing over of the project to the
Operation Group. The success achieved so far by TD proves that FFC
now possesses requisite in-house capabilities to ensure successful
completion of large scale projects within allocated budgets and assigned
project schedules.

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3. Marketing

• Marketing Division, setup in July, 1978 is responsible for all marketing

operations including planning, distribution, sales, farm advisory services,
field warehousing, finance and administration. With the commencement of
commercial production in June 1982, the company started marketing its
urea under the brand name "Sona".
• The company markets not only Sona urea but also imported nitrogen,
phosphate and potash based fertilizers.
• The Company is also marketing half a million tones of sona urea granular
manufactured by Fauji Fertilizer Bin Qasim (formerly FFC - Jordan
Fertilizer Co. Ltd). When FFC came into the market with its production in
June 1982, the other manufacturers namely Engro, Dawood Hercules and
National Fertilizer Corporation were already well established in the market.
The brands of Engro (Engro) and Dawood Hercules (Babber Sher) were
considered premium brands in Sindh and Central Punjab respectively.
FFC had to face very tough competition from the beginning. This
competition coupled with the huge surplus of urea in the domestic market
posed a great challenge to the company in the initial years. FFC not only
met the challenge by capturing the desired market share but in the
process, enhanced the brand image of its product Sona urea which has
become the number one brand. During the period 1983 to 1986 when a
large urea surplus existed in the country, FFC pioneered urea exports
which not only helped in stabilizing domestic urea but also earned
valuable foreign exchange for the country.
• The Government of Pakistan deregulated the trade and prices of
phosphoric fertilizers on 21 August 1993. Subsequent to this decision FFC
started import of these fertilizers and as a result timely supplies were
arranged. Farmers were thus provided with quality product in bags with
guaranteed correct weight and this brought about a very positive
qualitative change in the phosphoric fertilizer business in the country. The
Marketing Division now has the necessary expertise to handle fertilizer
imports and exports.
• FFC believes in selling a program rather than just a product. For this, the
company has adopted a customer oriented strategy, marketing quality
products backed by efficient and effective support services with emphasis
on developing the market through practical and innovative farmer
education.

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10
7.Awards
1. KSE Awards --- In 1991, the company was listed on Karachi and Lahore
Stock Exchanges and in 1992 on Islamabad Stock Exchange when it was
formed. Shares were offered to the public and company employees. In 1993/94
FFC achieved the distinction of paying the highest income tax in the country.
Based on the exemplary dividends to the shareholders and other criteria of
Karachi Stock Exchange, FFC has consistently remained in the list of top 25 best
performing companies of Pakistan consecutively for 16 years since 1994. As a
result of excellent performance over the years, the company's ranking in the
Karachi Stock Exchange list of 25 companies improved from fifth position in 1995
to second in 1996, it was awarded the first position in 1997 and again second
prize in 1998.

2. Accounts Award --- FFC got First Position in Chemical and Fertilizer Sector
Award in 2008, 2007, 2006, 2005, 2004 and 2003. Also FFC got National Council
Of Culture Arts Pakistan Award, First Prize Annual Report, South Asian
Federation of Accountants Award for Best Presented Accounts- Manufacturing
Sector, ICAP/ICMAP Award and SAFA AWARD on numerous occasions.

3. Safety Awards --- Achievement of over 23 million man-hours of safe

operations is reflective of FFC best corporate Practices. The company runs a
safety program through which all employees are educated and trained to perform
their duties safely. The effectiveness of the safety program is reflected by the
various awards won from National Safety Council (USA) since 1982. The
company has received 15 awards of honor. Two special safety awards on
outstanding performance were given to FFC in 1989 / 1993 by the council for
constantly achieving outstanding performance in the field of safety. FFC also has
the honor of achieving all time best 16.49 Million man-hours without lost time
injury as of 31 December 2001, which is the all time best. Plant safety
performance is reviewed monthly by safe operation committee (SOC). Routine
plant audits ensure compliance to all safety standards applicable to the industry
and strict compliance to industrial codes is adhered to for the new installations
and modifications. Management is completely committed in its support to
sustenance of environment, which encompasses pollution, noise and greenery.
FFC has spent millions in achieving a complete control of the environment. For
FFC, end of the pipe treatment remains the last resort. It believes in mitigating
pollution through recycling, elimination or bringing changes to the system. Plant
operation is strictly controlled to maintain a safe environment for plant personnel
as well as the surrounding community.

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8.Corporate Social Responsibility
The Company started its CSR per se as early as in 1982 by introducing Agri-
Services thus helping in poverty alleviation of common farmer and assisting them
in sustained empowerment. Gradually FFC started interventions in most of the
defined sectors and has developed a history of about 30 years of contributions to
the society.

CSR Objectives:

• Company’s obligations of paying back to the society from which it derives

its economic gains.
• Address stakeholder concerns and invest in the communities in the vicinity
of our fertilizer plants.
• Empower the small and medium farmers all over Pakistan
• Incorporating UNGC Principles in our governance.
• Contribute in achievement of UN Millennium Development Goals.

Current CSR Interventions:

Under the charter of FFC CSR interventions, following sectors have been made
part of the program:

• Education --- In the past few years FFC has taken many initiatives in
order to improve quality and accessibility to education around the plant
sites like Sona Public School, Sona Computer Institute, Scholarship
Program and Adopted and Assisted Schools in Goth Macchi and Mirpur
Mathelo
• Health Care --- FFC has embarked on a mission of upgrading and
building new modern facilities for the natives living in Rahim Yar Khan and
Ghotki districts under its CSR intervention in the field of health such as
Sona Welfare Hospital, Hazrat Bilal Trust Hospital, Coronary Care Unit
and Free Medical Camps.
• Environment --- FFC has over the years strived to adopt best security
and precautionary measures in order to safeguard environment and lives
of its working staff. Such initiatives are Recycling, Green Planet and
Renewable Energy.
• Poverty Alleviation --- FFC CSR has undertaken concrete measures for
poverty alleviation in Pakistan. Some of these includes Technical Training
Centre, Sona Vocational Centre, Agri Service and FFC Contribution to
Agriculture Research Globally

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• Sports --- FFC has always been encouraging healthy activities and
continues to support sports events in the areas of Rahim Yar Khan and
Ghotki as well as on national level such as All Punjab Sona Cup Girls
Handball Championship, National Tae Kwondo Championship, 3rd
Jashan-e-Baharan Handball Mela, All Pakistan Football Tournament,
Sona Cup Kabbadi Tournament, Jashan-e-Pakistan Volley Ball
Tournament, Twenty 20 Deaf Cricket National Champsionship,
Sponsorship for 15th Tour De Cycle Race, District Hockey Championship-
2009, Hockey Coaching Camp at Sadikabad, Interschool & College
Handball, 9th Sona Golf Championship etc
• Relief & Rehab for flood affecters --- More than 750 flood effected
families (comprising of 10 people per family) were distributed one month
dry ration consisting of rice, wheat, pulses, sugar, Ghee, tea, biscuits,
mineral water, Dates ,hygiene packs (detergent,toothpaste,tooth
brush,soap) etc. This activity was a joint collaboration with Pakistan Red
Crescent Society. A project has been devised to construct Houses, water
supply, pathways & sanitation facility for the affected natives of Muaza
Chacharan, Mohib Shah (Rahim Yar Khan) and Chuttoo Chachar (Ghotki)

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 Section 2

1.Interview Session
For better understanding of FFC operations and Personal Selling Programs, we
went to FFC Zonal Office Multan and asked about different aspects of their
operations in personal interview with their zonal and district head Mr. Mian Zaka
and Mr. Aurangzeb respectively. Also to gather more insights in the process we
interviewed with one of their major dealers in Multan i.e. Mr. Qaiser Khan, Co-
Owner of Khan & Sons Bosan road Mulatn. The questions and answers that
were the result of interview are given as follows:

Q.1 How many brands FFC endorses?

FFC highly endorses brands are:

• Sona Urea is the most concentrated solid, straight nitrogenous and most
widely used fertilizer in the country in prilled as well as granular
forms. FFC is market leader in this context.
• Sona DAP is the most concentrated phosphatic fertilizer. The highest
concentration of plant nutrients in a bag helps saving costs of
transportation, handling, storage and application. It is the widely used
phosphatic fertilizer in the world as well as Pakistan.
• FFC SOP is an important source of Potash, which is a quality nutrient for
production of crops especially fruits and vegetables. SOP is well suited
fertilizer for all types of crops and soil.

Q. 2 What is the role of marketing department in FFC?

It plays a very important role in FFC operations and success. FFC Marketing
Division was established in July 1978. It is responsible for all the marketing
operations including planning, sales, distribution and warehousing, advertising
and sales promotion, finance, IT, administration and technical/farm agronomic
services. The Marketing Division has a well organized, trained and experienced
team which is fully capable of handling and profitably selling large volumes of
fertilizers in different market situations.

Q. 3 Do FFC outsource its marketing and personal selling activities?

No, not at all. The company markets its own prilled urea and the entire
production of granular urea and DAP produced by Fauji Fertilizer Bin Qasim Ltd.
under the brand name of "Sona". In addition, the company also market imported
nitrogenous, phosphatic, potassic fertilizers and micro-nutrients. FFC is the only
fertilizer company which operates all over the country with an extensive network
of field warehouses and dealer network.

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Q.4 Where FFC Stand in the market?
FFC is the market leader today and has maintained its position for almost over a
decade. Presently FFC market over 3.8 million tons of all fertilizers per annum
with 62% urea market share and 42% DAP market share. Today, Sona is the
most popular and premium fertilizer brand in the country and is widely accepted
by the farming community.

Q.5 In which areas FFC market its brands?

FFC has divided its total market into three zones that includes:

• North Zone which includes Lahore, Peshawar, Dera Ismail Khan, Sahiwal
and Faisalabad region with zonal office in Lahore
• Central zone which includes Bahawalpur Region, Dera Ghazi Khan
Region, R.Y. Khan Region, Vehari and Multan region with zonal office in
Mulatn, Also in Multan, zonal as well as district and regional officers
shares the same office at District Jail Road.
• South Zone which includes Hyderabad, Sukkur, Nawabshah and Quetta
Region with zonal office in Karachi.

Q. 6 Do FFC uses Personal Selling for its marketing purposes?

Basically FFC doesn’t as much promotional activities as it supposed to do in the
past. It’s due to the fact FFC is the market leader and know market very well.
Also FFC’s brands are highly demanded and desirable by its customers and
dealers, so personal selling in context of persuading dealers and customers to
buy the product is not the case in FFC.

Q. 7 So what’s the role Personal Selling in FFC?

The role of sales persons is to take and deliver orders to their dealers and
customers and to check the availability of products in the market. The role of
sales officer is to keep an eye on sales person’s activities as well as weekly on
monthly visits to dealers and customers to keep a check on market demand and
conditions.

Q. 8 Are there another activities in this regard (Personal Selling)?

Yes there is this Farm Advisory Service department in the marketing sector of
FFC. The details are given as follows:

Fauji Fertilizer Company Limited has been providing Agricultural Advisory

Services to the farming community throughout Pakistan since 1981, for
increasing the agriculture production in general and the farmers’
economic returns in particular by maintaining regular contact with
farmers and Agricultural Institutions to ensure constant and efficient
transfer of latest technology. The company is providing quality farm

15
 advisory services all over the country through its 5 Farm Advisory
Centers and 14 Regional Technical Services Executives/Officers. Farm
Advisory Centers are located at Mandi Bahauddin, Ghakhar,
Bahawlnagar, Muzaffargarh and Hala. Each centre has a team of five
Agricultural Experts, providing multifarious advisory services through
crop demonstrations, field days, farmer meetings, village meetings,
crop seminars, farm visits and group discussions.
• All the centers are fully equipped with modern sophisticated computerized
Soil & Water Testing Laboratories and high-tech extension equipment.
Moreover, FFC has also established plant tissue analysis facility and a
micronutrient and plant tissue analysis laboratory at Farm Advisory Centre
Ghakhar. Fertilizer recommendations are developed on the basis of soil
analysis and recommendation reports are delivered to the growers for
proper and balanced fertilizer use. The soil/water testing and micronutrient
analysis facility is offered free of cost.
• FFC also publish and gives crop, vegetable, orchard brochures, agro-
grams, posters and pamphlets to farmers containing latest information
regarding production technologies of crops, and orchards grown in
Pakistan such as quarterly Urdu and Sindhi News Letter “Zari Report”
containing season specific information regarding crops, fruits, vegetables,
improved agronomic practices and articles on agricultural issues.
• FFC has also adopted the pragmatic approach of telecasting crop
documentaries on PTV before the onset of sowing season of major crops.
In these documentaries all the components of crop production are covered
with sufficient elaboration. Cotton, wheat, sugarcane and rice
documentaries can be viewed in the Kashtkar Desk of our website.

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Q. 9 What is the basic criteria for sales force recruitment?
There is an equal employment opportunity for all genders and all the recruitment
from outside starts from the lower level positions like from sales by the Human
Resource Department of FFC and the then the employees move forward on the
organizational hierarchy. The process starts with giving ads in papers with
suitable criteria for applying indicated which is then preceded by NTS test and
then after selection comes the training process.

Q. 10 What is the training for?

Staff and Management apprentices go through an extensive training
programmed before joining the company as regular employees. The training is
done for both technical and management aspects.
• FFC Technical Training Centre (TTC) is situated at plant site. TTC has
facilities like process simulator, workshops, laboratories, library, audio-
visual aids etc. TTC conducts refresher and skill improvement courses for
regular employees of all trades.
• FFC pays special attention to develop and enhance the management and
professional skills of its officers. In-House management courses are a
regular feature of the training plan. Also company sends its employees for
management and marketing courses to highly prestigious institutions of
Pakistan like LUMS, PIM, MAP etc.
• FFC also provides training to outside companies. Refineries, Fertilizer
Plants, Oil Drilling Companies, Power Plants are regular customers for
training.
• Beside this, FFC also provides training and seminars to its dealers in the
country as well outside the country on the basis of dealer target
achievement on quarterly and yearly basis. Recently a delegation of
winning dealers has been sent to Singapore for training of technical and
management aspects.

Q.11 Does this training and seminar conduction by dealers have any effect
on FFC sales?
Yes, of course. FFC from its inception truly and completely believes in dealer
relationship management which FFC has tremendously achieved over the years.
FFC has never compromised on Quality and that’s the reason for FFC success
and the sales persons know that very well. So while taking and delivering orders
to their dealers or to new prospects, FFC sales officers look carefully over
providing the quality image to its customers.

Q. 12 Do FFC uses Personal Selling or Sales force for both their retail and
industrial buyers?

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Well as have said before, FFC is a market leader and it doesn’t need now at this
stage to persuade market to buy the brand rather dealers and industrial comes

themselves looking for getting their orders booked on time, so as to meet the
demand of market. But yes, it can be said that FFS uses its sales force for both
its Direct Buyers (about 3000 around Pakistan) and its Industrial Buyers (Mostly
sugar mills and plastic factories owners), providing both booking and delivering
services to them on demand.

Q.13 Does the nature of this order taking and delivery is casual or formal?
No its not formal rather its casual in nature. Normally no formal presentations or
demonstrations are given to the dealers. Only when there is a seminar or new
product is launched, a semi formal presentation may be held mostly at the
customer place or in hotel as per required.

Q. 14 Do FCC provide any sales material or benefits to its dealers?

Yes but not excessively. Some brochures and pamphlets as well as price lists
are provided to dealers as well as farmers but no other benefits like Office
decorations and demo Racks are provided to dealers as compared to its
competitor Engro Urea who works on these grounds.

Q.15 Is there any uniform specification for sales force?

No, it’s not the case. FFC sales force is mobile; no need to spend hours in the
office, rather work can be done through home or vehicles.

Q.16 So the company provides these vehicles or telecommunication

technology to its employees?
Yes the company does that. FFC provides vehicles for transportation to its
employees and the company provides state of the art technology of SAP to its
employees. Every employee has a login account in the main website through
which direct order booking can be done through PDAs provided by the company
using the internet.

Q.17 Besides providing vehicle and telecommunication services, are there

any other accommodations or fringe benefits provided to the employees by
FCC?
Well bonuses are announced on profit basis quarterly and annually by FFC on
the basis of equal percentage to all of its employees. The Company has built a
model township for its employees at this remote location of the plants which
consists of residential accommodation along with allied facilities like health,
education, environment & sports. Also two separate Management and Staff
clubs, offering sports; recreational as well as social activities are formed near the
plant side. The clubs are equipped with basic facilities like swimming pools,
Tennis/Squash courts, Health gym and much more. Medical is free for all
employees. But no residence is provided to inter city sales persons.

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Q. 18 What is the lay off and firing policy for the sales force?
Same as for all the work force, performance based. If the employee is not doing
the work as per required or failed to achieve the target, firing is the must and only
option for the company to rid of the employee.

Q. 19 Is this same for dealer’s contracts?

Yes its same for dealers as well because quality work and product is the sign of
FFC and anyone who failed to achieve it will no longer remains the part of FFC.
That’s the policy.

Q. 20 Who are the other major competitors in the market?

Engro Urea, Fatima Group, Pak American etc. But FFC is the market leader.

Q.21 Does the prices differ a lot in the market?

No not necessarily. The sales force doesn’t have to cope with price wars. The
price for FFC brands and Engro are as follows:

FFC
• Sona Urea Pearled 50 kgs Rs. 1175
• Sona Urea Pearled 25 kgs Rs. 591
• Sona Granolas 50 kgs Rs. 1178
• Sona DAP 50 kgs Rs. 4064
• SOP FFC 50 kgs Rs. 3808

Engro
• Engro Urea 50 kgs Rs. 1175
• EXIP DAP 50 kgs Rs. 4064
• Zarkheez Green 50 kgs Rs. 3198
• EXIMP Zingro D 3 kgs Rs. 565

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2.Conclusion
Fauji Fertilizer Company Limited (FFC) is the largest chemical fertilizer producer
of Pakistan with biggest market share in the country. FFC has gained its market
leader position through proper planning and hard work over the years. The sales
force has a very important hand in its image building and situation handling.
Although no formal promotion like advertising is now being done by the company
but the role of the sales force to keep a check on order taking, delivery and
market changing trends is undeniable.

References
http://www.ffc.com.pk/

Mr. Mian Zaka, Zonal Head of FFC Mulatn Zonal Office

Mr. Aurangzaib, Disrtict Head of FFC Mulatn Zonal Office

Mr. Qasir Khan, Khan & Sons Fertilizers, Bosan Road Multan

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