Sales Distribution of Parag Milk summer training pro

INTRODUCTION

A Research ReportON

SALES & DISTRIBUTION OF PARAG MILK

Report submitted In the partial fulfillment of the requirement of Master in Business Administration[Uttar Predesh Technical University, Lucknow]Session (2007- 2009)

Submitted To

SUBMIITED BYMBA Deptt.

Rajesh GoyalIEC College of Engg. & Technology

MBA-4th SemR.N.0709070057

IEC College of Engg. & Technology

Greater Noida

PREFACEThe success of any business entity solely depends on how effectively does it utilizes its optimum resources and how soon does it make arrangements for the removal of the customers grievances. Moreover, the company should always be ready to make necessary changes according to the requirement in order to attract more customers so as to maintain a substantial growth in the market. The topic given to me was:

Sales & Distribution of Parag Milk

I have tried to put my best efforts to complete this task on the basis of skill that I have achieved during my studies in the institute.

I have tried to put my maximum effort to get the accurate statistical data. If there is any error or any mistake in collecting the data, please ignore it.

ACKNOWLEDGEMENT

One of the most pleasant aspects of writing an acknowledgement is the opportunity to thank all those who have contributed to it. Unfortunately, the list of expression of gratitude- no matter how extensive is always incomplete and inadequate. This acknowledgement is no exception.

First of all, I wish to express my sincere gratitude to Dr. Shailendra Verma Sir,Dr. R.N.Rai, Dr. A.K.Shukla Sir,Dr. Himanshu Shekher,Dr. H.P.Pandey for giving me opportunity to do research under her profound guidance. I would also like to thank Kapil Sir, Navneet Sir, Miss Stuti Mam for their inspiring guidance, motivation, positive criticism, continuous encouragement and untiring supervision this work could be brought to its present shape.

I would like to thank all of them who in one way or the other have helped me.

Abhivadan Upadhyay CONTENTSCHAPTER-11.1 Executive summary

1.2 Introduction

1.3 Introduction of Dairy Co-Operation

1.3 Hypothesis objective

1.4 company profile

1.5 Quality of Milk

1.5 Introduction of Technology and Process

1.5 Milk Testing

1.5 Trade profile

1.6 Introduction to problem

1.7 Scope of project

1.8 SWOT analysis

1.9 Limitation

CHAPTER- 2

2.1 Research methodology

2.2 Source of Information

2.3 Type of research

2.4 Data collection instrument

2.5 Field work procedure

CHAPTER- 3

3.1 Finding analysis & Recommendation

CHAPTER- 4

4.1 Summary/ Conclusion

CHAPTER- 5

5.1 Bibliography

5.2 Appendix

DECLARATION

I, Abhivadan Upadhyay, hereby declare that the Research report entitled sales and distribution of Parag Milk being submitted to Dr. Ram Manohar Lohia Avadh Uioversity LUCKNOW for the fulfillment of the requirement for the degree of Bachelor of Business Administration is my own endeavor and it has not been submitted any university or Institute earlier for any degree.

Date:

Place:

(Abhivadan Upadhyay)

EXECUTIVE SUMMARY

Marketing is indeed an ancient art. It has been practiced in one form or other since the days of Adam, and Eve. It emerges as a management discipline. However, is of relatively recent origin. And within relatively this short Period, it has gained a great deal of importance. In fact, today most Management thinkers and practitioners the world over, regard marketing as the most important of all management function in any business.

Indian dairy is said to be emerging as sunrise industry. Milk industry became Indias number one firm in terms of value of output since dairying in India is closely linked to agriculture, Milk production is mostly based on the utilization of farm by product and crop- residues. Because of this, the cost of milk production is much lower than any other industry.

Modern scientific processing technology and managerial innovation are opening up vast opportunities in processing and marketing of various kinds of value added milk and milk products like flavored milk, ice cream, and other delicacies. Thats why most of the consumers are attracted toward milk product materials. Most of the consumers are attracting packed milk because in this method there is no any adulteration comparison to loose milk. Most of the consumers prefer full cream milk as very essential because in this milk, fat percentage is very high. After that 2nd choice of consumers is DTM and the aged person and patient type of consumers preferred skimmed milk .In this type of milk, fat is not present. Most of the consumers purchase decision is based on quality of milk. Time availability factor generally influence to the people for better services. In consumers opinion Mother Dairy covers the maximum market share then comes PARAG dairy. Most of the dealers think that if the quality of the milk is good then the sale will increase. Now Consumers are attracted towards flavored milk.

The products marketing division is handling the marketing of Butter, Ghee, Skimmed milk, Milk powder, Dairy whitener. Table butter is available in 100 gm &500 gm pack in the market. Pure ghee is present in kg and 1 kg polypack in the market. Other than in U.P and LUCKNOW Parag product are also distributed in other state.

After MOTHER DAIRY PARAG DAIRY acquires 2nd position in terms of Quality, Availability.PARAG DAIRY plant of LUCKNOW is the first vertical dairy of Asia. Thus it is also the most modern and automated dairy in North INDIA, where quality of milk processed and packed is second to none. Parag is widely accepted brand name of dairy product in India. According to me Parag Dairy has got a good position in the market.

INTRODUCTION

DAIRY SCENARIO IN INDIA

Indian dairy is said to be emerging as a sunrise industry. Milk production is estimated to exceed 74 million tones in 1997 and with the present growth rate of 5 percent per year, production is likely to touch in 1998, 86 million tones by the turn of the country, there by taking India to the top position in milk Production surpassing the US.

In 1994-95, milk became Indias number one farm commodity in terms of value of output. Out of every 100 liters of milk produced, 44 were retained by the rural folk, and 56 liters was the marketable surplus for the urban areas. Out of this 56 liters, only 10 was handled by the organized sector and the reaming 46 by the traditional sector. Which means there is still scope for progress not just in terms quality and production but in distribution patterns.

About 70 million farmers are engaged in dairy activities. There are about 57 million cows and 39 million buffaloes and the strength of dairy economy is in its live stock of 270 millions, the record in the world.

In live stock holding, India occupies the first position, accounting for 51 percent of the world population 1,420 millions.

Indias dairy industry generates an annual business of Rs. 53,000 cores and is expected to touch Rs. 88,000 cores by the turn off century. Its highly skilled manpower pool is other advantage.

The country has built up a strong base for education, research, extension and training in dairy and veterinary science and manpower resources available here are much cheaper than other countries.

Since dairying in India is closely linked to agriculture, milk production is mostly based on the utilization of farm by products and crop residues.

Because of the cost of the milk production is much lower than the many developed countries, modern scientific processing technology and managerial innovation are opening up vast opportunities in processing and marketing of various kinds of value added milk product like flavored milk, yogurt, ice-cream and other delicacies.

The emerging consumption patterns present new challenge for the dairy industry. The strategy is now shifting from distribution to sales and marketing. Extreme perishability of milk possibility of its contamination necessitates rapid movement of the product. The highly decentralized natures of the production assets and lie then adequate development of physical infrastructure make the desired speed of movement of milk difficult.

Indian dairy is multi layered shaped like a pyramid with the base Map of market for low cost milk. The narrow tup at the top is small but there exists a great market for Western type milk products.

Indian love to drink milk, hence no efforts are needed to make it acceptable its availability is not a limitation either, because of simple production.

It leaves the vital marketing factor affordability. How to make milk affordable to the large majority with limited purchasing power. This is essence of challenge.

A. Food service institutional market.

It is growing at the double rate of consumer market.

B. Defense market:

It is growing market for quality of product at reasonable prices.

C. Ingredient market:

A boom is forest in the market of dairy product based as raw material in Pharmaceutical and allied industries India with their sizeable dairy industry groining rapidly and on the path of modernization would have decades to come.

INTRODUCTION TO DAIRY CO-OPERATION

During the early 1920s military dairy farms were established for adequate supply of milk to the army station.

Establishment of the imperial Indian council of agricultural research in 1929 and transfer of the office if the imperial dairy expert and the institute at Bangalore to the central government of India was on the right path of giving due importance to animal husbandry and dairying.

Subsequently N.C. Wright, Director, Dairy Research Institute Scotland, was invited to review the progress of dairying in India.

His four-year stay (1936-1940) gave a remarkable impetus to dairy development. Even to this day we realize the importance of D.R. Wright recommendation, which he made in his report towards dairy development Imperial Dairy Research Institute (IDRI) in 1941.

Later on it was renamed as Indian Dairy Research Institute and regional stations subs regional station equity as National Dairy Research Institute (NDRI) in 1955 with Regional station.

Academic Training Programme and research in dairy technology and dairy husbandry were accelerated under the director of dairy research, a top senior official position first held by KOTHWALAOR THE DAIRY DEVELOPMENT advisor to the GOVERNMENT OF INDIA in 1944.

The polson Dairy at ANAND bridged the gap between the market at Bombay and milk products in Karia district by supplying pasteurized and chilled milk to Bombay milk scheme and military cantonment in Bombay in 1943.

some of the points emphasized by him were:-

A. Lack of an organized milk industry in India and ready and remunerative market for milk produced in rural areas.

B. In the absence of ready and assured market the chance of proper impact of development input were very remote.

C. India has to develop its own technology and technologist to solve the problem of Dairy industry.

D. Being a country of village, inhabited by marginal farmers and landless laborers.

Dairy development in India had to involve these wide spread rural pockets to promote dairy development on co-operative lines. That was the only way towards tangible progress.

The farmers co-operative complex were established in Karia district at Anand in 1946 and after independence the Arey milk colony and Amul set together a fast pace of dairy development with emphasis on developing technique of processing and marketing, suitable to Indian condition . Between 1948 and 1957 the Karia union expanded its working from 5 village societies to 9000 village societies. It was therefore inevitable that they attracted growing attention of policy makers.

Toward the end of 1960 the lessons of the Gujarat dairy co-operative movement thus began to gete incorporated in the officials policy towards dairy development.

The government of India entrusted the NATIONAL DAIRYDEVELOPMENT BOARD (NDDB) with the task of implementing operation flood which involved creation of Anand pattern or Amul type unions in it districts of the country.

Development under flood programme (OFP)

Launching of OFP in 1970 was the first step taken towards milk production at the rural level through the pattern of co-operative milk was efficiently procured and canalized to the consumer in the far flung cities.

OPERATION FLOOD PHASE ONE (1970-81)

Phase -1, involving an investment of 95.4 crores, was formally launched on July 1, 1970. This was the time the largest dairy development programmed was launched any where in the world. The project was originally formulated for five years, but it suffered delays and was therefore create on the foundation built by phase-1, a viable dairy industry to serve the nation need for milk and milk product in 1980s. To achieve this, the programmed of work was set out in two parts, July, 1978 to July 1979 was used to carry out the preprogram action required prior to launching of phase II

The originally of phase-11 project proposal with an outlays of rest 485.5 cores was finally approved by the planning commission and the Government of India with revised targets and outlay of Rs. 273 cores which was to be carried over to phase-III.

The phase-II was implemented during the 6th five year plan.

(1) Expansion of existing dairies in metropolitan cities.

(2) New dairies in 4 metropolitan cities.

(3) Milk collection / chilling centers.

(4) Storage and long distance transport of milk.

(5) Feeder / balancing dairy plants

(6) Co-operative organization.

(7) Project of skim milk powder and butter oil donated.

OPERATION FLOOD PHASE -11 (1981-85)

The success of phase-I clearly demonstrated the reliability of Anand and pattern in milk sheds. Thus, phase-11 launch on October 11, 1979 was designed.

OPERATION FLOOD PHASE III

Operation flood was a continuous programme. The phase-III during the 7th five year plan period was for a period from April 1986 to March 1990, but the program was intended further. The key physical target of phase-111 is as follows:-

(1)No of Anand co-operative societies.

(2) No of Anand pattern DCS under 25,000.

(3) Milk animals under co-operative ambit, lakh lpd 152.9

(4) Milk procurement peak, lakh lpd 183.3

(5) Build up of dairy capacity lakh lpd 200.0

(6)DCS membership, lakh 100.2

(7) Urban centers to be covered for marketing 200.

Thus Indian dairy industry is progressing well. The tremendous strides taken towards modernization of dairy provided effective boost to indigenous, manufacture of dairy equipment, veterinary medicines and vaccines and long distance transport vehicles for milk.

MANAGEMENT ---The Force With in (Our forte)

The organization boasts of around more than three thousand employees that covers a whole gamut of highly qualified and motivate professionals MBAs, C.A.s Engineers, Dairy Technologist, Chemist, and vetinarians.

The staff has been trained for special function being performed by the Federation.

INFRASTRUCTURE (PLANT& MACHINERY)

The organization is equipped with sophisticated Plat & Machinery Ghee, Butter Milk Powder, and other Dairy product on a big scale. The manufacturing capacity covers approximately 37mt. Ghee, 30mt.Butter, and 55mt. Of Milk powder on per basis.

PCDF has also the distinction of having the post sophisticated and computerized first vertical dairy in LUCKNOW. This is a state of Art project within its various sections located in the basement and three floors of the building.

The total capacity available with the affiliated milk unions including the newly acquired Parag Dairy, LUCKNOW 1530 TLPD. Besides the dairy plants various new projects have been commissioned At Lucknow, Allah bad, Aligarh, and Kanpur as well.

Equipped central Quality control Laboratory based at Lucknow which Checks orgenolepetic chemical and microbiological quality of the products.

MARKETINGThe federation is marketing milk and milk products under a common brand name PARAG.

The total product range under the Parag Brand includes: - GHEE, Butter, SMP WMP Dairy whitener, Flavored milk, Paneer, and Khoa.

The clientele include several prestigious institutions- U.P. and LUCKNOW besides the Indian and the Fareast.

The turnover of the federation inclusive of the RMOs and Cattle feed plants union is Rs 545.08 cores.

The global market for Indian Milk product is likely to brighten further in view of the GATT agreement and PCDF is poised to emerge as an active player in foreseeable future.

EXISTING MARKET STRENGTHS

The field stiff is contacting more than 25000 retails outlets every morning and evening. PCDF is serving more than 2 million consumers ever day by providing them by top quality fresh milk. The consumers have faith in PARAG products and PCDF believe that a satisfied customer is their best advertisement.OBJECTIVETo find out the satisfaction of dealers with reference to delivery and collection time of PARAG milk. To find out the types of milk mostly preferred by the retail outlets. To find out the users perception with reference to quality of milk supplied by Parag dairy. To find out the sources of information regarding the availability of Parag milk.

To find out the factors responsible for the growth in sales of branded milk in lucknow region. COMPANY PROFILE

Parag Dairy

Establishment:Parag Dairy LUCKNOW is a project under the operation flood 111 scheme of the Government of India. It has been executed by National dairy Development board (NDDB) with a capital investment of Rs 50 cores, for Pradeshik co-operative dairy Federation Limited, Lucknow.

Some Unique features of the dairy:-

Pradeshik co-operative Dairy Federation Ltd. is more than four decades old in the Indian Dairy Industry. Aquasi government organization in the co-operative sector, it is the leading organization in the dairy sector in the Northern India. PCDF- a cohesive body successfully does away with the exploitative force of yester years, the eventual middlemen, fore going a direct link noble aim, a three tier co-operative structure has been evolved comprising of societies at the village level, milk union in the districts & finally the main focal

Apex Federationthe PCDF at the state level. World Bank aided operation program in the state has been implemented by PCDF in three phases beginning 1997 to the year 1995.

Nearly all the potential milk belts of the state were gradually covered in the three phases of operation Flood programme.

BUSINESS AND MARKETING STRATEGY OF THE COMPANY

Last year, we marketed products worth US $ 20 million. Parag is a house hold name for the quality and price- anchorage. Our clientele include several prestigious organization of LUCKNOW besides the Indian Army and Indian Air Lines. Our sales network is spread throughout Indian.

The global market for Indian milk products is likely to brighten further in view of the latest GATT agreement. At present we are successfully exporting our product to neighboring countries.

PRODUCT OF THE COMPANY

Parag proudly present itself as a premium brand in the Indian Dairy industry. A list of nutritious and premium quality product of parag include:-

Milk (Full cream and tonned)

Skimmed milk powder in bulk and consumer pack

Dairy whitener

Pure ghee

Table butter

White butter

Demineralised whey powder

Casein edible and industrial grade

Dahee

The taste, flavour and excellent quality of our SMP-ISI and pure ghee have made them as the brand leader in the market.

In tune with the rapidly changing technology, production, units are well armed with the latest equipment. These facilities enable to cater to the needs of clients of Parag by selling over 2,50,000 liters of milk per day in LUCKNOW. Wide network of Parag backed by a team of dedicated and skilled professionals is ready on its tows to provide you fresh and nutrious dairy products. They always welcome all clients queries and leave no stone unturned for clients utmost satisfaction.

BACKGROUND

Parag is in the business of milk for more than 50 years. Parag milk is entirely collected from village level collection centers that are developed by Parag. The quality of Parag milk, regularity of supply and value of commitment has made Parag as the hallmark in our sphere of operation. Today Parag is the second largest distributors of milk in LUCKNOW & U.P.

The taste and flavor , low sodium level , low ash , content and low plate count of Parag dairy products has fetched as accolades of clients . Products of Parag have found wide acceptance with countless prestigious institutions. It includes Nestle India Limited, Smithkline Beechman, Hindustan Lever Limited, Mother dairy & thers.

CONSUMER BEHAVIOUR

Consumer behavior consists of human behavior that goes in marketing purpose decision. In case of basis necessary things of life (food, cloth and house) a person not takes any rise and wants to purchase best brand available in the market.

A person do not experiment with food products, he only purchase known brand or pre-used brand. He switches over only in the condition of suggestion of friends and relatives.

A general behavior of people is to select the best option available in the market. But option means that brand which he knows and that brand is best quality at fewer prices. But in the case of food product a person do not main emphasize on price of thing, his main emphasis is on quality. So in this case people want only best milk brand which they knew.

QUALITY ASSURANCE

FROM PRODUCERS TO CONSUMER:

AN OVERVIEW

In the new millennium, the world is emerging as a new place with increasing challenges for co-operative dairy industry to produce superior quality milk & milk products at a competitive price. In this changed environment the testing of milk &milk products at a different stages of handling, has become a necessity to ensure good quality & safe food for the consumers.

DEFINING QUALITY

Quality is an outcome of intelligent efforts and a strong will to produce superior and safe food articles of internationally accepted standard

Customer satisfaction is at the focus of the latest international standards for quality

Quality as defined by the international organization for standardization is "the totality of features and characteristics of a product and service that bears on its ability to satisfy stated or implied needs.

QUALITY OF MILK

1. Nutritional or compositional quality

Fat &SNF, protein Lactose, Minerals & vitamin Etc

2. Food Safety Quality

Contamination due to feed, medicines, fertilizers, environment etc. In the milk at upper level.

Microbial quality, which is a function of general health of the cattle and milk handling practices subsequent to milking

- The General hygiene of the farmers.

3. Sensory Quality

Off - flavour, smell/ flavour which consumer like/ dislikes.

FACTORS INFLUCING QUALITY The quality of an food materials including milk &milk products is influenced by the manner in which the raw material, producer, transporter, processing, post production handling, storage consumer and regulatory environment interact each other.

Good processing and handling can only help to prevent or inhibit further deterioration in quality but can not off -set the harmful effects of the deterioration in terms of toxins and acids which have already been produced due to increased Bacterial Activity in the raw milk.

CONSTRAINTS IDENTIFIED IN ENSURING QUALITY

Portable water and drainage, approach road and electricity in DCS villages

Awareness among the farmers resulting in poor hygiene, sanitation & environment condition

Inadequate microbial quality testing facilities in dairies

High ambient temperature, particularly in summer resulting in faster growth of microorganism in the milk

Longer time of storage & transportation

Cold chain for raw and pasteurized milk.

Maintenance of equipments at dairy /cc like can washer,

can scrubber, flow diversion valve etc.

TYPICAL OBSERVATIONS

Mixing of "morning & evening milk"

Milking the animals in dirty surrounding with cow-dung & animal urine

"Storing the milk" in the house before supplying it to the society

Use of "Aluminum, plastic, GI Utensils" for making the animals and carrying the milk to DCS

Addition of neutralizers, formalin and hydrogen peroxide in raw milk

Use of plastic jerry cans at DCS level for transportation of raw milk

Fat testing by Gerber method is carried out in most of the DCS

Lack of Farmers participation.

STRATEGY ADOPTED

Mass awareness campaign

- CMP awareness through village level meetings, booketlets, calendars & posters

- Organizing exhibitions/stalls at union/DCS level

- To provide technical support for hot water system, as vessels etc

- New technological supports

- Sanitization of cans at DCS level

Cooling of Milk at DCS level

- Introduction of BMC

- Reducing transportation time through rationalization of routes

Incentives to DCS for supplying good bacteriological quality milk.

INTRODUCING NEW TECHNOLOGIES Automatic Milk Collection Stations (AMCS)

- It helped in bringing transparency at DCS level

- It has simplified the operational and day accounting activities

Bactaslyde

-Quick testing and easy to use technology for total bacterial load and coliform load

- It helps in creating awareness about bacteria among farmers, DCS

Adulteration Detection Kit

- There are two adulteration kits, small and large

-Small adulteration kit is used for 5 adulterants

- Large adulteration kit is used for 10 adulterants

Procurement Process

In UP milk production is scattered with large-scale producers. A quick survey done in the recent past reveals the fact that the average land holding is very small. The number of family members is high as compared to the buffaloes that a family owns. The number of buffaloes is less with 20%-50% dry or pregnant, thus the producer has to feed such animals that are not in lactation.The average milk yield per lactation of buffaloes is 300 days ranges between 900 kgs to about 1500 kgs. Producers retain the 25% of the produced milk and rest of the 75% is marketing surplus. Thus these quantity of surplus milk available with a producer ranges from 2 kgs-10 kgs per day. An adequate system of organizing milk procurement, quality control, quick testing and chilling & transportation is required in most of the village.Keeping this in view VRS Foods already organized about 500 village centers. Every center is located in puce room owned by the company or hired locally and provided with a small laboratory for conducting quick platform tests including fat%, SNF%, acidity test, COR, BR and CNR on which payment is made. Company has also provided running water for the cleaning of utensils, equipment and storage of milk.

During the flush season at each village 300 kg to 700 kg of milk is collected. As per the time schedule, small size vans collect the milk and transport it quickly to the nearest chilling center/dairy plant. In these plants milk is cooled to a temperature of less than 9 degree centigrade to preserve its quality.At certain centers facilities for the pre-cooling of milk is also available. It also avoids any rise in acidity while storage and transportation.

Vedram & Sons

Milk ||Ghee||Parag

HYPERLINK "http://indiamart/parasdairy/vedram-products.html" \l "spray" MilkSpray||InstantDairyMix||Casein|| Demineralised Whey Powder

VRS FoodsGhee || Parag Table Butter || Parag White Butter

INCLUDEPICTURE "http://www.parasdairy.com/gifs/products-img3.gif" \* MERGEFORMATINET




INCLUDEPICTURE "http://www.parasdairy.com/gifs/products-img10.gif" \* MERGEFORMATINET MILK TESTING

1. ORGANOLEPTIC EVALUATION

Check colour , taste and flavour of milk.

2. COB TEST:-

Take 2ml of milk in a dry test tube. Boil milk on flame of spirit lamp .Formation of ppts. in the test tube indicate COB test positive.

3. ALCOHOL TEST :-

Take 5 ml in a test tube . Add 5 ml (60% by volume) alcohol with constant shake. Formation of ppts. indicates alcohol test positive

4. TITRABLE ACIDITY TEST:-

Take 10 ml milk in 100 ml conical flask add 10 ml distilled water and 1 ml phenolphthalein solutions titrate with N/10 NAOH till fant pinkish colour appears.

%TA = 0.09 X ml. of NAOH used.

5. NEUTRALIZER TEST:-

Take 2 ml milk rosalic acid (0.05% in 60 % alcohol), add 2 ml of milk .Rose red colour indicate neutralizer test positive.

6. UREA TEST :-

Take 2 ml milk in test tube , add 2 ml DMAB solution and mix the contents. Appearance of yellow colours indicates the urea test positive.

7. SUGAR TEST :-

Take 3 ml milk in a test tube, add 5 ml dilute HCL (1.2) containing 0.1% resorcinol. Mix well and keep test tube in boiling water for 5 minutes. Brick red colour formation indicates sugar test positive.

8. STARCH TEST :-

Take 3 ml milk in a test tube , boil and cool under tap water and add 2 drops of 1 % Iodine solution. Appearance of blue colour indicates starch test positive.

9.HYPOCHLORITE TEST :-Take 5 ml milk in test tube, add 1.5 ml of 7% potassium Iodide. Appearance of yelloish brown colour indicates hypochlorite test positive. If solution is clear add 4 ml dilute HCL (1.2) and heat the test tube at 85 degree centigrade for 1 minute. Cool and add 0.5 ml starch solution. Appearance of blue or red colour indicates presence of bleaching powder.

10. FORMALIN TEST :-

Take5 ml milk in a test, add 0.5 ml of 1 % ferric chloride solution. mix well and conc. sulphuric acid slowly along the side of tube. Formation of violet ring at juncture of two liquid confirms formalin test positive.

11. HYDROGEN PEROXIDE TEST :-

Take 5 ml milk in a test tube and add 2 drop of para phenyl diamine hydrochloride (1%). Formationof blue colour indicates hydrogen peroxide test positive.

12. B. R. TEST (40 DEGREE CENTIGRADE):-

Centrifuse the milk, take out cream plug & make ghee. Add a drop of clear fat on Butyrorafractometer prism maintained at 40 degree centigrade . Reading should be in range of 40- 43.If B.R reading taken at temperature other than 40 degree centigrade , apply the following formula:

R = R1 +0.55 (T1-40)

R= B.R. reading at 40 degree centigrade

R1= Observed reading at T1

T1= Temperature degree centigrade at which B.R reading taken.

13. MINERAL OIL TEST :- Take 22 ml alcoholic KOH solution (0.5N) in a flask, add 1 ml of clear FAT sample. Saponify the FAT sample and add 25 ml boiling water along with the sides of flask. Keep on shaking the flask . Turbidity indicates the presence of mineral oil.

14. MBR TEST :- Take 10 ml milk in a sterilized tube, add 1 ml MBR dye solution plug with a sterilized cork and invert the tube to mix contents and incubate in a water bath at 37 degree centigrade. Check the tube for decolourisation first after 10 minutes, next after 30 minutes and subsequently after every hour. MBRT is counted deleting initial 30 minutes of incubation.

15.PHOSPHATASE TEST:-

Take 1 ml milk in a sterilized test tube, add 5 ml phosphatase dye . Incubate at 37 degree centigrade in a water bath. Observe the colour after 10 minutes, 30 minutes and finally after 2 hours. Yellow colour indicates the test positive perform control test also for comparision by boiling of milk sample.

16. SALT TEST :-

Take 1 ml milk in a test tube , add 2 drop of 10 5 potassium chromate solution . The whole solution turns canary yellow in colour. Now add 5 ml N/100 Silver nitrate and mix well .The persistance of canary yellow colour as such show the positive salt test.TRADE PROFILEThe Federation is marketing milk and milk products under a common brand name PARAG. The total product range under the PARAG brand includes Ghee, Butter, Mattha, Flavored Milk, and Curd, besides all type of liquid milk.

The sales network is spread throughout Northern India, and the Far East. Besides these the Federation is marketing the following industrial units.

Cattle feed pacing material

Milk transport cans.

Plastic crates units

Milk testing equipments

Cheese plant

Ice-cream plant

INTRODUCTION TO THE PROBLEM

Retailers are the one of the most important member of the distribution channel. They are the people who provides product to the final consumers. As they have the direct touch with the consumers, so they can play a vital role for influencing the buyers decisions. The company should try to provide services to the retailers in such a way that they can satisfy with them.

The basic objective of my study is to identify dealers need i.e. What types of milk is generally they buy, Why are they buying different brands of milk, Important factors for purchase decision of dealers, To find out whether the milk is supplied on time, Are they satisfied with the delivery process of PARAG milk, How is the behaviors of the salesman, Are there any shortcomings being faced by the drivers and the salesman in the delivery process, Is there any defect in packaging etc.

SCOPEThe scope of study is to understand the problem faced by the company while increasing the retail outlets. With the help of this project LUCKNOW Cooperative Milk Marketing Federation Limited can increase their outlets by analyzing the feedback given by the interviewer (including existing and non existing outlets). It can also analyze the pricing strategy followed by the rivals. By this study company will get the information about current competitive position of the parag milk in the market. MANAGEMENT HIERARCHY

PCDF has 10 division every division has managers who are responsible of every division is responsible to Managing Director.

The division heads of each division shall be responsible for the performance of their respective division not only at the head office but also in the units- union in the field. These officers are responsible for achieving fixed target and implementation of system for sorting the problem of unions. All plans having ambition more than one year or those likely to have an impact on other functional division well before approval implementation be routed through management service division which will check the plan to see whether they are in conformity with corporate objective.

The Managing of the organization is appointed by state Government. He/She is the IAS officer. Earlier the posts of secretary, Managing Director of milk commissioner were different, but these days M.D of the organization has the authority of all the three posts.

REGIONAL MARKETING OFFICE

Through these offices marketing of PARAG have been monitored each of these office is headed by Regional Manager (marketing) who has certain area of operation allocated to him and has a warehouse located in that particular town. Product are transferred from the manufacturing units under instruction from General Manager (Marketing) at the head office to the respective ware house from where they are distributed either to stockiest or to the clearing & forwarding agent. The regional manager is assisted in his marketing function by a team of sale force. Entire marketing operation is monitored at the head office under the supervision of the General Manager Marketing.

WORKING OF DIFFERENT DIVISIONS OF PCDF

ADMINISTRATION:

Administrative division has 4 sub divisions:

PERSONNEL

ADMINISTRATION

E.D.P

IN- CHARGE PUBLICATION

Personnel and administration division deals with welfare activities, promotion policies, demotions, recruitments, transfer polices confidential reports, and other such activities. Besides this they also make service under the guidance of Managing Director. There service rules are made under the co-operative act.

E.D.PThe Electronic data processing has 2 divisions:

1. Data processing

2. System Management

In-charge Publication

This division carries out a news paper monthly by a name Dughdha Sahakarita. This gives detail information about various technical inputs given to the society members. This newspaper is circulated through various milk unions in the district.

FINANCE

1. Financial Management

2. Audit

3. Accounts

MATERIAL DIVISION

1. Centralized purchase and inventory control.

2. Milk procurement technical inputs.

Milk procurement and farmers organization

MARKETING 1. Liquid Milk Marketing

2. Milk product Marketing

1. Liquid Milk Marketing:

At present the liquid milk has been brand name PARAG is being distributed through local units or milk in major cities.

ENGINEERING

This division has two sub divisions:

1. Project Engineering

2. Maintenance Engineering

RESEARCH AND DEVELOPMENT

1. Market Research

2. Product Research

PRODUCTS LINE OF PARAG DAIRY

Parag Dairy has a good product line of milk and milk products. It has introduced a number of milk products in order to cater to the needs and demands of current and prospective customers.

The dairy has launched variants of products in order to meet the requirements of all sections of consumers.

TYPE OF MILK SPECIAL FEATURESSUITABLE FOR

Parag Gold (full cream m

Milk)

High fat, creamy

Growing children, youth,

and sportsmen

Parag Toned (Toned

Milk)

Medium fat,

Reasonable priceAll purpose milk

MARKETING COMMUNICATION IN RURAL MARKETS

Marketing communication and promotion too possess problems in rural markets. There are many constraints in maintaining the profile of the audience and availability of the media.

The literacy rate among the rural consumers being low, in addition to the level of literacy, the tradition bound nature of rural people. Their cultural barriers and taboos and their overall economic backwardness add to the difficulty of communication task. It has been estimated that all organized media put together can reach only 30% of the rural population of India; TV is an ideal medium for communicating with the rural masses. But it reaches in the rural areas are limited even today. As regards the print media the circulation is limited. It has been estimated that 33% of the total cinema earnings in the country comes from the rural India. Rural communication to be effective repeat exposure is a must and if the gap between the exposures is long the message looses during this period.

In short the crux of marketing communication in the rural context is one of finding a media mix that will deliver the required message in a cost effective manner to target an audience that is predominantly illiterates.

OVERCOMING THE CONSTRAINTS AND MANAGING THE COMMUNICATION TASK:

A company that seeks a long term in rural market has to squarely encounter these constraints and find a way of communicating effectively with the rural target audience.

Selecting the media mix

Evidently, in the rural context the firm has to choose a combination of formal and non formal media. The possibilities are indicated below:

Media mix in the rural context

Formal and organized media

TV

Cinema

Press

Other print media

Direct mail

Radio

Outdoors

NON-FORMAL/ RURAL SPECIFIC MEDIA

Information centre of companys product

Music records

Study classes

Demonstration

House to house campaigning by special promotion required.

Audio visual vans or publicity vans.

The formal organized mediaT.V: With the increase in coverage and the increase in TV ownership in the rural areas TV has the potential to become the primary medium for rural communication. Studies have shown that 77% of the village in India now TV in potency and effectiveness.

CINEMA: - The cinema is a useful medium in the rural context. Most India villages have one or more cinema halls and 29% of all rural people view cinema as a member of regular lifestyle and habits.

0UTDOORS:-- Outdoors also lend itself well to rural communication. Infact presently many companies are using the outdoor hoardings and wall painting etc.

THE NON FORMAL/ RURAL SPECIFIC MEDIA

Audio visual publicity vans. The AV unit or the publicity van is very useful for rural communication. The van is a comprehensive mobile promotion at the exclusive command of the concerned firms. Naturally the AV vans are quite popular with rural marketing firms. Practically all the firms in the agric. Input business have their own AV vans all over their respective marketing territories. Phillips India has very successfully used the AV vans for popularizing their radios in the rural market.

SWOT ANALYSIS OF PARAG DAIRY

STRENGTHS

ORGANIZATIONAL

PRODUCTION

FINANCE

MARKETING

PERSONNEL Advantage of being first vertical dairy in Asia Most hygienic &computerized dairy.

Proper & adequate Infrastructure.

Authority & responsibility clearly defined.

Functional organization.

Computerized & automated operation.

Best quality products (23 quality checks)

Comparable quality products.

Funded by Govt. of U.P &LUCKNOW Adequate own funds

Overall satisfactory financial position

Number 1 brand in LUCKNOW Reasonable in price

Good distribution network

Highly qualified & motivated staff.

Responsibility of staff clearly defined

Staff aware on the objective set by top mgt.

WEAKNESSES

Run and owned by govt.

Low brand awareness in national Capital region.

Less advertising and promotional expenditure.

Low brand equity.

Very average distribution.

Weak position in the mind of customer.

Lack of professionalism in sales force.

OPPORTUNITIES

Growing awareness among consumers regarding nutritional value of milk products.

Health positioning of brand because of growing concern among consumers regarding health.

Appropriate time to venture into production and marketing of UHT milk, to serve milk, ice creams.

THREATS

PARAG as a brand, being threatened by the major presence of Mother Dairy.

Less advertising and promotional expenditure are currently negatively affecting and shall do more harm in long run to the profitability of company.

Lack of professionalism sucking the life blood of organization.Lack of good distribution network threatens the very survival of company as well as the brand PARAG.LIMITATION OF THE PROJECT

1. Some people dont give the remarkable answer, so the surveyor has to make his own assumption

2. Since the survey has been conducted in LUCKNOW, being so big market it might not give true picture.

3. The questionnaire was too long and many a times respondents used to refuse to fill the questionnaire as they considered it to be time consuming.

4. The time period allotted for the study was limited as it had to be completed with this stipulated period of time.

5. The number of respondent covered in the study is limited. Although all efforts has been taken to make this study a representative of total market of LUCKNOW, the sample size is too small so that data are not reliable. Most of the customer were busy in their work and saying sorry I dont have time .So it was very difficult to access information from those people.

6. The respondents were unable to read exact data spontaneously.

It is very difficult to catch the exact word of customers through questionnaireMETHODOIOGYIn marketing project the accuracy and authenticity of the obtained data depends upon the partial skill which is exercised in preparing the project and selecting the most effective technique of data collection.

TYPE OF RESEARCH DESIGN:

(1) Exploratory research

(2) Conclusive research

(3) Descriptive research

(4) Causal relationship

ANALYSIS & INTERPRETATION OF DATA

After collection of data, next task of research process is analysis and interpretation of data. Questionnaire is processed and edited to make sure that all question are answered. He resulting data should be logical and consistent. After editing, data are tabulated and analyzed. Data analysis includes the statistical test which may be editing, coding, tabulation, interpretation. Coding is the assignment of numbers to the observation so that data can be analyzed, whereas tabulation refers to classification and cross classification of observed data. The above things are common in all type of market research project. Statistical tests are applied to certain such research where data are complex and casual relation is to be established.

Statistical tests are useful to describe the data at hand, test hypothesis and make predictions or estimates. Descriptive analysis is use to reduce data at hand to a smaller set of number of summary measure represent information.

SAMPLING

According to a famous statistician YULE the objective of sampling is to get maximum information about parent population with minimum effort.

Probability sampling

1. Simple random sampling

2. Systematic sampling

3. Stratified sampling

4. Area sampling

Non- Probability sampling

1. Convenience sampling

2. Quota sampling

3. Judgment sampling

4. Panel sampling

Sampling unit

Sampling unit 100 retails outlets.

SAMPLING PROCESS

Two generals classes of methods exist for selecting samples.

These are probability methods and non- probability methods

PROBABILITY SAMPLING METHODS:-

Probability sampling methods are those in which every item in the universe has a known chance, or probability of being chosen for the sample. This implies that the selection of samples items is independent the controlled objectively so that items will be chosen strictly at random.

RESEARCH DESIGN OF PROJECT

A preliminary study of customers/ viewers user satisfaction was done by the method of research. For this purpose structured and non -disguised questionnaire was prepared and administered to various customers in different market segments like government houses, corporate house and various other individuals.

SOURCE OF INFORMATION:

Primary sources

Personal survey conducted with carports manager and other governments officials.

QUESTIONNAIRE METHODS

The greatest advantage of the questionnaire methods is its versatility. Almost every problem in marketing research can be studied only questioning. Questioning is usually faster and cheaper than observing. As a result, less time is typically wasted in questionnaire study.

STRUCTURED NON DIS GUISED QUESTIONNAIRE:-

Most questionnaire studies made in marketing research are of this type. A structure interview of this type introduced more reliable result. The purpose of the question is clear and thus undisguised. It is simple to administer and easy to tabulate and analyze. This questionnaire has also got the provision of the analyses. This questionnaire has also got the provision of the analyses. This questionnaire has also got the provision go the alternative responses, which helps makes clear the question.

NON-STRUCTURED NON-DISGUISED QUESTIONNAIRE

Unstructured and undisguised questionnaire is distinguished by the fact that the purpose if the study is clear, but the response is the question is open ended. The initials stimulus here is constant. With is the interviewer attempts to get the subject to talk freely about their attitudes towards movie channels/ services.

NON STRUCTURED DISGUISED QUESTIONNAIRE

Many people are either unwillingly or unable to give accurate report as to their own attitudes and motivations. To overcome this disguised methods are designed so that the respondents so not know what the objectives of the study are such disguised methods may also be unstructured. Projective technique is its type.

SOURCE OF INFORMATION

Major sources of information for this project are customer scattered various area of LUCKNOW. It was very difficult to gather the information from some of them as they were in hurry and not willing to give the information related with the topic and sometimes not ready to fill the questionnaire. They thought it was not beneficial for them and was just wastage of time. But I would try to my best and make ready to fill the questionnaire told them that it is also profitable for them.

Maximum customers gave very good response in filling questionnaire also provide extra information related to topic .So that I have prepared this report

IDEAL MARKETING STRATEGIES FOR COMPANIES

1. Decrease in price

2. Improvement in quality of product

3. Better technology

4. Emphasis on advertising

5. Proper after sale service

6. More distributors.

7. Delivery regularly

8. Delivery timely

9. Proper market research.The following major products marketed by company are as follows

Pure milk ghee

1.Name of the Product:

2.Regular packing:

3.Usage:

4.Ingredients:

5.Composition:

6.Quality standards:

7.Special Features:

8. Product Specification

9.Shelf life:Parag pure Ghee

500gms.,1kg.,2kg.,15kg

Ideal for cooking, baking, garnishing and sweet making.

Milk fat

Milk fat 99%

Moisture 0.3%

Calorie value 900 calorie per 100 g.

Acidity (0%Olcic Acid) 1% max.

Baudoin Test (-) ve.

Made from fresh cream, has a typical rich aroma and granular texture and ethnic product.

Meets AGMARK special grade

Tin pack: 1year

Poly pack: year

Table Butter:

Name of the product

PARAG PASTEURIZED BUTTER

Regular packing

100 gms.500gms. Duplex board carton,

400 gms tin pack.

Usage

As table butter on toast, chapatti, in baking and

Cooking

Ingredient

Butter,salt,Annatocolour

Composition

Milk fat 80% min., Moisture 16% max.,salt 2.5%,

Curd 0.8%, calorific value: 720 calorie per

100 gms.

Micro-bio Standards

Coli forms per ml.500 max.

Yeast and Mold count 20 max.

Special features

Made from fresh cream by hygienic method

Product Specifications

Meets AGMARK Standards

Shelf Life

9 months at -10 degree to -12 degree c

Carton Size20kgs. =305*305*286 mm

15 kgs. If 100 and 500 gms

Name of the product

Regular packing

Usage

Ingredient

Composition

Special features

Product specifications

Shelf life

Cartoon size

PARAG SKIMMED MILK POWDER

200 gms. Bag in Box

500 gms. Big in Box

200 gms. Poly Jar

500 gms. Poly Jar

Ideal for making tea, coffee, sweet

Milk SNF, Moisture

Milk Fat : 1.25 Max

Protein : 35% ; Carbohydrate : 52%

Mineral 7 %; Moisture 3. 5 % ; Calorific value :350 c/100

GMS.It has excellent natural dispensability

Meets ADPI extra grade and BIS extra grade

11/2 Years

500*30 =15 kg.

200*90 = 18 kg.

DAIRY WHITENER

Name of the product

Regular packing

Usage

Ingredient

Composition

Special features

Product specificationsPARAG SURUCHI INSTANT MIX

500 gm. And 10 kg. tin

200 gm.And 500 gm. Bag in Box

Ideal for making tea, coffee

Partially skimmed milk and sugar

Milk fat 19 % milk Protein 23 %,

Carbohydrates 51 %, Lactose 34 %,

Sugar 17 % , Minerals 5 %, Moisture 3 %

Packed under nitrogen , and has excellent natural

Dispensability

Meets BIS specifications for sweet and milk powder

TOOL AND TECHNIQUES

Tools and techniques which used in this project are:-

Measuring scales:-

Nominal scale

Graphics rating scale

Marketing research tools

Survey

Questionnaire

Statistical tools

Bar diagram

Pie chart

DATA ANALYSIS OF VARIOUS CUSTOMERS OPINIONS

Q. What type of milk you generally use?

Milk powder

Pasteurized milk

Non Pasteurized milk

Table 1

Milk powderPasteurized milk


8 80 12

Findings: It was found that most of the consumers prefer to buy Pasteurized milk.

Q. What brand do you prefer most?

Parag

Mother dairy

Amul

Gopal Jee

Any Other

Table 2

ParagMother dairyAmulGopal JeeAny Other

204020128

Q. Are you satisfied with milk you consume?

Yes

No

Table 3

Yes No

60 40

Findings: Most of the consumers is satisfied to Parag milk.

Q. What type of milk you used?

Full cream milk

Toned milk

Double Toned milk

Skimmed milk

Table 4

FCMTMDTMSKM

36242812

Findings: It was found that most of the customer preferred to buy full cream milk or DTM

Q. On what basis you choose milk for consumption?

Price

Quality

Availability

Packaging

Consumer Awaraness

Brand Image

Table 4

PriceQualityAvailabilityPackagingConsumer awaranessBrand Image

844164820

Findings: Most of the customers buy milk on the quality basis.

Q. Do you get the proper quantity of milk from the dealer, when you need (Timely)?

Yes

No

Table 5

Yes No

80 20

Findings: Most of the consumers get milk from the dealer timely.

Q. How do you come to know about Parag milk?

News paper

Friends

From the nearest shopkeeper

Any other

Table 6

NewspaperFriendsFrom the nearest shopkeeperAny other

28124020

Findings: It was found that the maximum number of consumers came to know about Parag milk from the nearest shopkeepers.

Q. Do you want Parag milk in loose (without packet)?

Yes

No

Table 8

YesNo

1684

Findings: It was found that about 84% customers were not interested in taking milk in loose.

Q. What type of packaging you prefer?

Half liter

One liter

Table 9

Half liter One liter

7228

Findings: It was found that about 72% customers purchase half litre milk.

Q. Do you know about pasteurized milk and its effectiveness?

Yes

No

Table 10

YesNo

8416

Findings: It was found that about 84% of the regular customers were aware of the pasteurized milk and its effectiveness.

Q. Do you know about quality control process used by different dairy firms?

Yes

No

Table 11YesNo

6436

Findings: From the survey it was found that 64% of the customers were aware of the Quality Control Process used by different dairy firms.

Q. DO you know that Parag milk is not only pasteurized but also clarified?

Yes

No

Table 12

YesNo

6040

Findings: From the survey it was found that 60% of the customers were aware that Parag milk is not only pasteurized but also clarified.

Q. What is your option about the quality of Parag milk?

Excellent

Good

Average

Below Average

Table 13

ExcellentGoodAverageBelow Average

44241616

Finding: Most of the customer says Parag milk is excellent.DATA ANALYSIS OF VARIOUS RETAILERS OPINIONSQ. Which are the brands of milk you sell?

Mother dairy

Parag

Amul

Gopal Jee

Paras

Any other Table 13

Mother dairyParagAmulGopal JeeParasAny Other

101620884

Findings: It was found that most of the retailers sold Mother dairy then Parag & Amul.

Q. Why you prefer that particular brand?

High demand

High profit

Easily available in time

Good quality

High DemandHigh ProfitEasy available in timeGood Quality

40201624

Findings: It was found that most of the retailers sold On the basis of high demand.

Q. What is the most important factor when purchasing milk from company distributor/salesman?

Credit

Margin

Consumer scheme

Quality

Brand name

Consumer preference CreditMarginConsumer SchemeQualityBrand NameConsumer Preference

16208281612

Findings: : It was found that most of the retailers sold On the basis of Quality.Q. What type of milk generally you buy more?

FCM

DTM

SKM

TM

Table 16

FCMDTMSKMTM

10645

Findings: FCM has highest range of selling among the customer.Q. Whether you get the supply of Parag milk in proper quantity or not?

Yes

No

Table 17

YesNo

6832

Findings: It was found that most of the retailer get supply in proper time.

Q. How is the behavior of the salesman of parag milk?

Good

Bad

Normal

Table 18

GoodBadNormal

1186

Findings: It was found that most of the salesman behavior is good?

Q. Are there any short coming being face by the driver and the sales man in the delivery process of parag milk?

Yes

No

Cant say

Table 19

YesNoCant say

562420

Finding : Yes most people fullfill the shortage of parag milk by salesman.

Q. Is there regular defect in the packaging of parag milk?

Yes

No

Need to be improved

Table 20

YesNoNeed to be improved

22735

Finding : Yes the most people are saying regular defect of parag milk.

Q. Which type of milk consumers prefer most?

Full cream milk

Toned milk

Double toned milk

Skimmed milk

Table 21

Full cream milkToned milkDouble toned milkSkimmed milk

569305

Finding : most people are used full cream milk.

OPINION SURVEY

Survey is the systematic gathering of data from the respondent through questionnaire. There is various technique of survey, which can be employed. They are: -

Personal interviews

Telephonic interviews

Mail questionnaire.

In this project survey is personal interview type. In it the investigators question the respondents face to face. The usual approach for the interview is to identify himself to the potential respondent and attempt to secure the respondent co-operation in answering a list of predetermined questions.

Advantage of survey:-

The advantage associated with the survey technique are:-

1. It takes relatively short period of time to complete.

2. Research can be produce many difficult type of information.

3. The amount of information procured on each aspect is larger.

Disadvantage of survey:

Major disadvantage associated with the survey technique are:-

1. The cost per completed interview is relatively highly as compared to other method

2. The investigator may have to face relatively more difficulties in administrating the interview schedule.

3. Time required is more as compared to other survey method.

Reasons of selection of survey technique:-

There are several factors, which need to be evaluated for selection of the most suitable technique. These factor are:-

Cost

Time

Accuracy

Amount of data gathered

Response rate

Flexibility

Control

FINDINGS AND RECOMMENDATIONS1. There are a number of organized points and no single dealer is found to control the whole area therefore the burden totally falls on the driver and salesman.

2. The scheduled time of delivery of milk is between 11 and 12 p.m but the driver go to sleep first and afterwards load the van. This indicates the lethargic attitude towards work.

3. The delivery of the milk is totally unscheduled which results in the loose of market share, which should be paid attention to with immediate effect.

4. The leakage of milk was found at various points of distribution because of which the drivers and the salesman have to tolerate the rough behaviors of the dealers this happens due to carelessness of production department and the dispatch personnel.

6. A focal point should be set up at Biswas Nagar so that the van does not have to make any extra rounds to cater the demands of the dealers, and to facilitate the easy flow of milk because that area is the major consumer of milk.

The condition of some delivery vans is miserable which should be improved so as to enhance the efficiency of the salesman and the drivers.

7. PARAG booths have to be established at various points in LUCKNOW for easy and overall distribution of milk. After Mother Dairy, Parag milk was found to be the next best alternative choice of the dealers because of its early delivery.

Most of the dealers are getting their supply as per the demand regularly but some times variations occur.

Many a times the drivers and the salesman have to face the anger of the dealers because of the leakage in the packets of the milk.

PARAG booths have to be established at various points in LUCKNOW for easy and overall distribution of milk

Milk is not evenly distributed in the lucknow region as the delivery schedule is very limited and there is not more than one van on this route.

As PARAG Dairy, LUCKNOW packs milk for Mother Dairy of more than 1.75 lack liters of milk LUCKNOW does not face any problem for milk.

The Mother Dairy sells its milk at a cheaper rate in comparison to PARAG milk; hence PARAG should also decrease its price in order to beat its competitors.

SUMMARY / CONCLUSION

Most of the customers are attracted towards packed milk because in this method there is no rationalization in comparison to loose milk. Most of the customers preferred full cream milk because in this fat percentage is very high and is highly in demand by the customer.

After that second choice comes DTM because in this fat % is low and the aged person and patient prefer skimmed milk. Most of the customers purchase decision depends upon the quality of the milk. Time availability also affects their purchasing decisions.

In customers opinion sales of Mother Dairy is more followed by PARAG Dairy. Customer is fully satisfied with its distribution channel, time availability, and other facility.

BIBLIOGRAPHY

Books referred (Authors Name):

1. Ram swami V.S.

2. Namakumari S.

3. Marketing Management (kotler Phillip)

4. PARAG Journal

5. www.google.com6. www.parag.comAPPENDIXQ. What type of milk you generally use?

Milk powder

Pasteurized milk


Q. What brand do you prefer most?

Parag

Mother dairy

Amul

Gopal Jee

Any Other

Q. Are you satisfied with milk you consume?

Yes

No

Q. What type of milk you used?

Full cream milk

Toned milk

Double Toned milk

Skimmed milk

Q. On what basis you choose milk for consumption?

Price

Quality

Availability

Packaging

Consumer Awaraness

Brand Image

Q. Do you get the proper quantity of milk from the dealer, when you need (Timely)?

Yes

No

Q. How do you come to know about Parag milk?

News paper

Friends

From the nearest shopkeeper

Any otherQ. Do you want any improvement in Parag milk?

Yes

No

If, yes then what type of improvement do you want?

Quality

Price

Packaging

Availability

Any other

Q. Do you want Parag milk in loose (without packet)?

Yes

No

Q. What type of packaging you prefer?

Half liter

One liter

Q. Do you know about pasteurized milk and its effectiveness?

Yes

Q. Do you know about quality control process used by different dairy firms?

Yes

No

Q. DO you know that Parag milk is not only pasteurized but also clarified?

Yes

No

Q. What is your option about the quality of Parag milk?

Excellent

Good

Average

Below Average

Q. Which are the brands of milk you sell?

Mother dairy

Parag

Amul

Gopal Jee

Q. Why you prefer that particular brand?

High demand

High profit

Easily available in time Good qualityQ. What is the most important factor when purchasing milk from company distributor/salesman?

Credit

Margin

Consumer scheme

Quality

Brand name

Consumer preference

Q. What type of milk generally you buy more?

FCM

DTM

Q. Whether you get the supply of Parag milk in proper quantity or not?

Yes

No

TM

Q.How is the behaviour of the salesman of parag milk?

Good

Bad

Normal Q. Are there any short coming being face by the driver and the sales man in the delivery process of parag milk?

Yes

No

Cant say

Q. Is there regular defect in the packaging of parag milk?

Yes

No

Need to be improved

Q. Which type of milk consumers prefer most?

Full cream milk

Toned milk

Double toned milk

Skimmed milk

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Are you satisfied with milk you consume?

Sheet1

Parag55

Mother dairy1010

Amul55Powder milk 22

Gopal jee33Pasteurized milk16

Any other22Non pasteurized milk7

Yes15

No10

Sheet1

0

0

Are you satisfied with milk you consume?

Sheet2

Sheet3

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8

6

How is the behavior of salesman parag milk?

Sheet1

Yes20

No5

Sheet1

0

0

Whether you get suplly of Parag milk in proper time or not?

Sheet2

Good11

Bad8

Normal6

Sheet2

0

0

0


Sheet3

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73

5

Is there regular defect in the packaging of Parag milk?

Sheet1

Yes20

No5

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0

0


Sheet2

Good11

Bad8

Normal6

Sheet2

0

0

0


Sheet3

Yes22

No73

Need to improve5

Sheet3

0

0

0

Is there regular defect in the packaging of Parag milk?

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20

5

Do you get the proper quantity of milk from the dealer?

Sheet1

Parag55

Mother dairy1010




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No10

Sheet2

Price2

Quality11

Availability4Yes20

Packaging1No5

Consumar awareness22

Brand Image55

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0

0

Do you get the proper quantity of milk from the dealer?

Sheet3

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16

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Do you know about Quality Control Process used by different Dairy firms?

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes16

Packaging2No9

Any other52

5Half litre18

One litre7

News paper7

Friends3

From the nearest shopkeeper1010

Any other5

Sheet2

0

0

Do you know about Quality Control Process used by different Dairy firms?

Sheet3

_1160901282.xlsChart8

7

3

10

5

How do you come to know about prag milk?

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Price2

Quality11

Availability4Yes20

Packaging1No5


Brand Image55

News paper7

Friends3


Any other5

Sheet2

0

0

0

0

How do you come to know about prag milk?

Sheet3

_1160850002.xlsChart1

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84

Do you want Parag milk in loose?

Sheet1

Yes16

No84

Sheet1

0

0


Sheet2

Sheet3

MBD000B1C13.xls

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21

4


Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes21

Packaging2No4

Any other52

5

News paper7

Friends3


Any other5

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0

0


Sheet3

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30

5

Which type of milk consume prefer most?

Sheet1

Yes20

No5

Sheet1

0

0


Sheet2

Good11

Bad8

Normal6

Sheet2

0

0

0


Sheet3

Yes22

No73

Need to improve5

Full cream milk56

Toned milk9

Double toned milk30

Skimmed milk5

Sheet3

0

0

0

0

Which type of milk consume prefer most?

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14

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5

Are there any short comings being faced by the drivers and the salesman in the delevery process of Parag milk?

Sheet1

Yes20

No5

Sheet1

0

0


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Good11

Bad8

Normal6

Sheet2

0

0

0


Sheet3

Yes14

No6

Can't say5

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0

0

0

Are there any short comings being faced by the drivers and the salesman in the delevery process of Parag milk?

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21

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Do you know about pasteurized milk and its effectiveness?

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Mother dairy1010




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No10

Sheet2

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Price4

Availability4Yes21

Packaging2No4

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Sheet2

0

0

Do you know about pasteurized milk and its effectiveness?

Sheet3

_1160840115.xlsChart19

4

5

2

7

4

3

What is the most important factor when purchasing milk from company distributor/salesman?

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes15

Packaging2No10

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Excellent11

Good6

Average4

Below Average4

Mother dairy10

Parag5

Amul5

Gopal Jee2

Paras2

Any other1

High demand10

High profit5

Easily available in time4

Good quality6

Sheet3

Credit4

Margin5

Consumer scheme2

Quality7

Brand name4

Consumer preference3

Sheet3

0

0

0

0

0

0


_1160840139.xlsChart20

10

6

4

5

What type of milk generally you buy more?

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes15

Packaging2No10

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Excellent11

Good6

Average4

Below Average4

Mother dairy10

Parag5

Amul5

Gopal Jee2

Paras2

Any other1

High demand10

High profit5


Good quality6

Sheet3

Credit4

Margin5

Consumer scheme2

Quality7

Brand name4


FCM10

DTM6

SKM4

TM5

Sheet3

0

0

0

0

What type of milk generally you buy more?

MBD000EF11A.xls

Chart19

4

5

2

7

4

3


Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes15

Packaging2No10

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Excellent11

Good6

Average4

Below Average4

Mother dairy10

Parag5

Amul5

Gopal Jee2

Paras2

Any other1

High demand10

High profit5


Good quality6

Sheet3

Credit4

Margin5

Consumer scheme2

Quality7

Brand name4


Sheet3

0

0

0

0

0

0


_1160840173.xlsChart21

17

8

Whether you get the supply of Parag milk in proper time or not?

Sheet1

Parag55

Mother dairy1010




Yes17

No8

Sheet1

0

0

Whether you get the supply of Parag milk in proper time or not?

Sheet2

Quality10

Price4

Availability4Yes15

Packaging2No10

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Excellent11

Good6

Average4

Below Average4

Mother dairy10

Parag5

Amul5

Gopal Jee2

Paras2

Any other1

High demand10

High profit5


Good quality6

Sheet3

Credit4

Margin5

Consumer scheme2

Quality7

Brand name4


FCM10

DTM6

SKM4

TM5

30%

70%

Yes

No

MBD000EF11A.xls

Chart19

4

5

2

7

4

3


Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes15

Packaging2No10

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Excellent11

Good6

Average4

Below Average4

Mother dairy10

Parag5

Amul5

Gopal Jee2

Paras2

Any other1

High demand10

High profit5


Good quality6

Sheet3

Credit4

Margin5

Consumer scheme2

Quality7

Brand name4


Sheet3

0

0

0

0

0

0


_1160840062.xlsChart14

15

10

Do you know that Parag milk is not only pasteurized but also clarified?

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes15

Packaging2No10

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Sheet2

0

0

Do you know that Parag milk is not only pasteurized but also clarified?

Sheet3

_1160839687.xlsChart5

2

11

4

1

2

5

On what basis you you choose milk consumption?

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Price2

Quality11

Availability4

Packaging1


Brand Image55

Sheet2

0

0

0

0

0

0

On what basis you you choose milk consumption?

Sheet3

_1160154367.xlsChart3

2

16

7

What type of milk you generally use?

Sheet1

Parag55

Mother dairy1010




Sheet1

0

0

0

What type of milk you generally use?

Sheet2

Sheet3

_1160160378.xlsChart15

11

6

4

4

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes15

Packaging2No10

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Excellent11

Good6

Average4

Below Average4

Sheet2

0

0

0

0

Sheet3

_1160161034.xlsChart16

10

5

5

2

2

1

Which are the brand of milk you sell?

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes15

Packaging2No10

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Excellent11

Good6

Average4

Below Average4

Mother dairy10

Parag5

Amul5

Gopal Jee2

Paras2

Any other1

Sheet2

0

0

0

0

0

0

Which are the brand of milk you sell?

Sheet3

_1160161562.xlsChart18

10

5

4

6

Why you prefer that particular brand?

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes15

Packaging2No10

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Excellent11

Good6

Average4

Below Average4

Mother dairy10

Parag5

Amul5

Gopal Jee2

Paras2

Any other1

High demand10

High profit5


Good quality6

Sheet2

0

0

0

0

Why you prefer that particular brand?

Sheet3

_1160159342.xlsChart11

18

7

What type of packaging do you prefer?

Sheet1

Parag55

Mother dairy1010




Yes15

No10

Sheet2

Quality10

Price4

Availability4Yes21

Packaging2No4

Any other52

5Half litre18

One litre7

News paper7

Friends3


Any other5

Sheet2

0

0

What type of packaging do you prefer?

Sheet3

_1148316130.xlsChart5

0.35

0.25

0.3

0.1

Sheet1

LoosePackedPowderBoth loose and Packed

43015

500 ml1 liter2 literAbove than 2 liter

4101115

FCMTMDTMSKM

35%25%30%10%

ParagMother dairyAmulParasGopal JeeOther

7136824

Sheet1

0

0

0

0

Sheet2

0

0

0

0

0

0

Sheet3

0

0

0

0

0

0

0

0

_1160153891.xlsChart2

5

10

5

3

2

What brand do you prefer most?

Sheet1

Parag55

Mother dairy1010

Amul55

Gopal jee33

Any other22

Sheet1

0

0

0

0

0

What brand do you prefer most?

Sheet2

Sheet3

_1144932098.doc

Sales Distribution of Parag Milk summer training pro

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