ACQUAINTANCE WITH PROJECT REPORT / SUMMER TRAINING PROGRAMME

This Summer Training Programmer is very useful technique provided by institution and organization for imparting practical knowledge and skill to the students who are studying theoretical body of knowledge. I have done my project report of Consumer Survey and Sales Promotion of Bihar

State Co-operation Milk Product Federation Ltd. Gaya Dairy in different

region of Gaya city.
The Co-operation organization provided question arise paper containing thirteen question (such as from where you purchase milk, how much milk you usually purchase a day) these question answered by the consumer which are related to sudha Milk & Information are collected. They provided as a lactometer for checking the percentage of water present in consumers milk & we tried our best to convince the consumers about water percentage, hygiene, purity between consumer milk and Sudha milk.

By. Amit Kumar

ACKNOWLEDGEMENT

I have done this project at Bihar State Co-operation Milk Producers Federation Ltd. Gaya Dairy Gaya On Consumer Survey & Sales Promotion of Sudha Milk. I am grateful to all those have given me the opportunity & guidance to go for this project after completing it. First of all I would like to pay my heartiest respect to Sheetal Madam Faculty of Business Management Department for encouraging me add extended help for completion of these types of first direct experience felled with consumers & Organization. I express my sincere gratitude to Dr. K.K. Sharma Manager Bihar State Cooperative Milk Product Federation Ltd. Gaya Dairy Gaya, for doing the project from his organization. I am paying my deepest gratitude & thanks to Mr. Satish Chandra Sukla Plant incharge, Mr. Umesh Prasad Processing incharge, Badruddin Ansari Engineer incharge, Sarfaraj Ahmad Shift incharge Dilip Kumar Mishra Technician & Ojha ji Quality controll, for providing me all sufficient information and necessary equipment and facilities in completing it. Lastly I would like to offer thanks to my colleagues, seniors, our parents and all staff member at Gaya Dairy, Gaya & Departments of Business Management J.J. College, Gaya.

By. Amit Kumar

OBJECTIVE OF THE SUMMER TRAINING

Every Organization wants to know the position of his product and consumer behavior about their product in the market. For it, it is very essential for an organization to know about the view of consumers and about their competitive product prevailing in the market. This project report on Consumer Survey and Sales Promotion is aimed to estimate market potential their drawback in various areas.

Few are the some objectives of this summer training program.

A) B) C) D) E)

To know the compact share of company product. To know the consumer acceptance of purchase of product. To access probable volume of future sales. To study the features which are beneficial for the product in future. The consumer complains regarding quality, packing and supply of the product.

F) G)

To observe all techno non- techno aspects prevalent in the market. To analyze the techno base of consumer satisfaction and what type of measure should be taken to increase it.

H)

To analyze the consumer dissatisfaction and what corrective remedies should be taken.

I)

To remove the misconception of dairy milk in consumers.

By. Amit Kumar

At least we study company policies and strategies towards the product & what are impact of it in the milk market. We also survey the weak demand in some places of Gaya City & suggest the technique, strategies, Plans, standards to cope with it

The following strategies are used to accomplish the organization goals.

A. Questioner

The questionnaire was of 15 columns like (i) Serial No. (ii) Name of Consumer (iii) Address (iv) No. of family member (v) From where you purchase milk (vi) At which rate you purchase milk (Vii) Do you get milk in right quantity (viii) for which purpose you purchase milk (ix) In how much quantity you purchase milk (x) Grad of Sudha milk (xi) Which time you purchase milk (xii) Do you purchase milk either at home or go to carry (xiii) Opinion about Sudha (xiv) Signature of Consumer (xv) Signature of Surveyor. B. Sample of Designing. (a) Survey of the State Bihar (b) Survey of the area Selected when urban area of the Gaya Dairy Gaya in Gaya city. Information collected from consumers with the help of questionnaire as well as personal interview with them. C. Data collection Technique:Data for this study has been collected from primary sources. Primary data was collected from mainly with the help of questionnaire. Data analysis & Interpretation:This study was executed to evaluate the comparative position of the Gaya Dairy. Gaya and the sales promotions strategies adopted by some of leading competitions especially with milkman. Date was collected with the help of questionnaire designed especially for consumers of milk by dairy.

By. Amit Kumar

Consumer opinions were asked through a questionnaire especially designed for the pure does know the response, were chosen from the consumers of selected areas of Gaya city.

For the sales force: Objective includes encouraging support of a new product of model, encouraging mere prospecting and simulating season sales. D. Selecting the sales Promotion Tool:A Promotion planner should take into account the type of markets, sales promotion objective, competitive condition & cost effectiveness of each too like sample, coupons, price packs, premium & trading stamps etc. There tools made up the bulk of consumer behaviors. Sample is the most effective & most expensive way to introduce a new product. Price packs are very effective in stimulating short terms sales even more coupons, Premium can add new consumer of other products. Trading stamp can redeem for merchandise through stamp redemption centre. Point of purchase display (POP) & demonstration is the most creative & a major factor in the success of a brand. Merchandise allowance, advertising allowance, display allowance. Compensate dealers maturity advertising manufacturer product. Business conventions & trade shows generate new sales leads, monition customer contact introducing new produce meeting new customers & sales more too present customers. Contest. Sweep stocks and games involve dealer on sales force to introduce them to redouble them sales efforts over a stated period. E. Developing sales promotion programmer :The marketer must make some additional decision to define the full promotional programmer. Size of incentives, condition for participation, distributions, vehicles for promotion, duration of promotion, timing of promotion budget of sales promotion, these are some points upon which a marker must pay attention. A common way to develop the sales promotion budget is use a
2

By. Amit Kumar

conventional percentage of the total promotion budget. Come time these are find major budgeting in adequacies. Back of consideration of cost effectiveness, Use of simplistic decisions rules such as extension of last years spending percentage if expected sales, maintenance of a fixed ration to advertising and it left over approach where promotional gets what is left after advertising is set. Advertising and promotional budget being prepared independently F. Implementing and controlling the sales promotion :Implementing & control plan for sales promotion should be established. Implementation planning must cover lead time and self off time. Weed time is the time necessary to prepare the programmer prior to launch in time. Sell of time begins with the launch & ends when approximately. 95% of the deal merchandise in the hand of customers, which may take to several months, depending on the deal duration. G. Evaluating the sales promotion result :Evaluating of programmer reserves title attention, the most common method is to compare sales before, during and after a formation. If the brands share returned to the promotion level than the promotion only altered the time pattern of the demander than the total demand for more information consumer surveys can be conducted.

METHOD OF STUDY
Ten exploratory research has been carried our study is behavior of dealer, Retailers & customers. To meet the research objective a research format to collect information from the respondents was made and the information, were collected through, Individual interaction with its research. The data was collected using scientific as per the questionnaire. Samples & elements have been chosen by observation. A.
2

Prescribed Reading.

By. Amit Kumar

To get insight into milk production consumption fields, the researcher was involved in importance discussion with the relevant people. Researcher was provided with free sample, milk purity, checking instrument lactometer from the companys side. B. Survey Personal survey was conducted by the researcher himself during the period of 26-MAR to 31-MAR-2010.The data was collected from the consumers by personal interviews through prepared questionnaire by the Gaya Dairy Gaya. THE ORETICL PROSPECTIV OF THE STUDY Sales promotion is a short term incentives to encourage purchase of sale of product of service. So that in prompts the dealers, distribution of ultimate consume to say the product. Sales promotion offers a reason to buy the product, Sales promotion include tools for consume promotion such as samples, coupons, cash, refund offers, price off, premium, prizes, patronage rewards, free trial, warranties fair and trade, paint of purchase display & demonstration. Even though there are four other promotional mix advertising, publicity, Personal selling & Education.

Apart from that there are three distinctive characteristics:

Communication They gain & usually provide information that may lead the customers to the consumer to the product. Incentive They in corporate some concession inducement are contribution give value to the consumer. Invitation They include a distinct invitation to engage in the transaction now. Companies use sales promotion tools to create a stronger & quicker response. Sales promotion can be use to dramatize product offer to boost sales. Sales promotion effect are usually short rum & nor effective in building long run brands.

Preference.
Earlier a decade ago share of advertising sales promotion was 60:40 in combines budget. But recently it required the sales promotion almost 60 to 75% of combined budget. Now a day, it is first and foremost things in each and every path of the any business. Some potential tools which play a vital role in promotion the sales are2

By. Amit Kumar

a)

Relation Importance of Promotional Tools

(Consumer v/s Industrial Market) Consumer goods Advertising Sales Promotion Personal Selling Publicity Industrial goods Personal Selling Sale Promotion Advertising Publicity

RELATIVE AWARENESS OF FOUR PROMOTIONAL TOOLS AT DIFFERENT STAGES OF THE CONSUMER BUYING PROCESS

Personal Selling

Advertising Education Publicity

To produce, Awareness Compression Conviction Ordering

B) Methods of Sale Promotion: Sales Promotion Consists a wide range of promotional tools designed to Stimulate to earlier stronger market response. They include tools for customer
2

By. Amit Kumar

Promotion E.g. Simple, coupon, money, refund offers, premium, priceoff, contest, trading stamps & demonstration. Trade promotion e.g. Buying allowance, free goods, merchandise allowance, push money, corporation advertising, Sales Contest. Sales Promotion e.g. Bonus, contest & sales rallies.
C)

Objectives of Sales Promotion :Objective of sales promotion may with the type target market for a specific

product vice-versa for specific market, objective of sales promotion vary with many types of products. For Retailers Objective including retailers to carry new items & higher level of inventory. Encouraging of seasons buying encourage stoking of relates and gaining entry into new retail out lest.

OPERATION FLOOD PROGRAMME IN INDIA

Operation flood is the dairy development policy which seeks to promote Anand Pattern in other parts of India & even outside India. Operation Flood (OF) was the result of organized attempt director towards the development of the dairy industry in India. The Of programmer has laid emphasis on setting up of ANAND PATERN rural milk producers cooperative Organization to procure, process & market milk to provide some of the essential technical inputs services for increasing milk production. OF I 1970-81 1981-85 1985-96 OF II OF III -

By. Amit Kumar

The programmer involved organizing dairy cooperatives at the village level, providing the Physical & institutional infrastructure for milk procurement, processing, marketing & production enhancement services at he union level and establishment of city dairies. The ANAND PATTERN tends to be promoted as a technological management. National Milk Grid which links rural milk sheds to major demand centers with urban population totaling some 150 million of more to assure year round stable milk supply. NDDB: The National Dairy Development Board is a corporate body which is declared as an institute of national importance by the Govt. of India, is a centre for excellence in the field of Dairying.

Company of Bihar state Co-operative Milk Producers federations Limited Bihar state co-operative milk federation limited (COMPFED) was established in April 1983 in establish dairy industry on Anand Pattern by involving framers in organizing the milk production & procurement, processing and marketing of rurally produce milk. It is implementing agency of operation flood programmer in Bihar. It has provided employment of about 1.7 lakh farmers families who are engaged directly of indirectly in it. Its production plant is equipped with most modern hygienic plants to ensure safety & purity, standard & quality. It products are different types of milk, peda, ghee, curd, butter, sweets, scheese etc. Its units are located in Barauni Gaya, Muzzafarpur, Jamshedpur, Ranchi, Bokaro, Patna, Bhagalpur, and Arrah.
2

By. Amit Kumar

It marketing milk was 57.85 Thousand titers per day in 1989 which was raised to 303.96 Thousand liters in the year 1998-99. It has an effective marketing network, collecting network, production department & administration.

PROFILE OF GAYA DAIRY GAYA

Gaya Dairy presently a unit of COMPEED was inaugurated by our first president Late Dr. Rajendra Prasad in 1961 but it come in operation in 1961 in the name of Gaya milk supply scheme. Later on it started functioning under the Bihar State Dairy Corporation in year 1947 & remains closed from 1977 to 1986 due to uneconomic operation. The COMPFEED took it over in year 1984 & put it in operation on 7 July 1986. Having diagnosed that sickness was due to inadequate strategic and operational management, a professional approach was adopted to turn around the dairy by addressing problems & learning lessons from past experience to provide necessary fillip and momentum in successful operation of dairy. They dairy recovered very fast & received COMPFED special award fore TURNAROUND MANAGEMENT in the very 1st year n1994-95 & subsequently Dairy Plant Management award. Strategies like cost reduction, waste reduction, controlling pilferage improvement in quality, building of bunds image, continuous marketing intelligence at local level, enduring & caring relationship with individual customers, and dynamics of co-ordinates team spirit. Participating decision making adoption of socialization process, improving capacity utilization, operational & management control, ensuing honesty, liaison with local administration & sister unit, timely flexible & pragmatic decision, localizing problems & sequencing corrective action has given a major break through in turning the dairy unit around. The requirements of milk form the dairy are not by a network of over 52 dairy Cooperative societies (DSC).
2

By. Amit Kumar

The average procurement has reached over 2200 liters a day. The Dairy is providing not only a ready and sustainable market for rural milk producers at their doorstep but also inputs such as artificial insemination with frozen semen (through DRDA) agencies. The dairy is well equipped with state of art technology for quick and efficient milk reception, processing quality control & storage. The dairy is manned by well qualified competent and experienced managerial cadre & motivated work force to provide highest quality of product and best of the services to customers. The dairy followers strictly the international nouns of hygiene & good manufacturing practice recommended by under alimentary commission in reception processing, manufacturing packaging and storage and transportation. To further improve the efficiency & effectiveness of the dairy performance, The Gaya Dairy Gaya. Has embark on implementation of ISO 5001qualilty management system Is 15000 Hazard analysis & Critical control points (HALLP) systems in the plant operation to eventually get international certification. INTRODUCTION OF GAYA DAIRY GAYA Gaya dairy presently a limit of Bihar State cooperative milk producers federation ltd. COMFED. It was establishing in 1961 with objective to supply milk to Gaya and sis satellite town and way named Gaya Milk Supply Scheme. In 1974 it was Handed over to Bihar state Dairy Corporation. It remains closed from 1977 to 1986 due to uneconomic operation. The COMFED took in the year 1984 and was put in operation in 1986 under the Gaya Dairy It is situated at Katari Hill Road, in Gaya City. It is engaged in manufacturing and marketing of milk & milk products under popular brand name SUDDA

By. Amit Kumar

It is now a days marketing tale butter, Ghee, Peda, Kalakand Lassi & other milk products through establish network and retail outlets in Gaya, Jehanabad & Aurangabad Town. Financial position of Dairy is okay running in profit after sustained effects are thirds of the total milk is rurally produced and rest qualities comes from ARA DAIRY

POPULATION
Gaya is having a population of about three lakh and total density of consumer covered by Gaya. Sudha dairy is about the lakh by dint of Industrial growth. The population has registered a line a growth over the years and on there has been rapid increase in the demand of milk and its product.

PRESENT SCENARIO
The agro climate condition of Gaya and near districts (e.g. Aurangabad, Jahanabad etc.) is very good. The 80% populations depend upon agriculture which shows its high future prospects. People connected with farming necessary keep animals for there different needs and they sell it too, so far Gay dairy scope of milk is very high. Gaya Dairy is recording very high sell in town and in rural areas to fulfilling the demand of milk. There are also some of Hotels for the availability of milk to consumer, but they are exploiting and making supply of in variable and substandard quality of milk which is hygienic and adulterated and also Khatal over as price is high for so consumers hesitate to purchase milk from Khatals.

DEFINITION OF DAIRY AND OBJECTIVE

Dairying: - Is to provide a channel of mobility for those currently on the bottom of the ranges of socio-economic ladder leading to large sell voluntary income distribution conflict of confirmation, as milk flows from. Low to high income groups
2

By. Amit Kumar

And Money in Reverse Direction MEANS CHALLENGE Of POVERTY UNEMPLOYEMENT Inequality & EXPLOTATION Pasteurizations: - The term pasteurization has been carried after the name of Louis Pasture who pioneered studies on heat treatment for preservation, pasteurization of milk was first attributed Dr. Soxblet Germany. The term pasteurizations as applied to market milk refresh to the process of heating every particle of milk to at least 630C (1450F) For 30 minutes or 720C (1610F) for 15 seconds (or any temperature combination which is equally efficient) in approved and properly operated equipment after pasteurizations the milk is immediately cooled to S0C (410F) or below. .

Objective (Purpose)
To render milk safe for human consumption in distraction of present pathogenic micro organism Formulation of Standards:Consideration involved in formulation of standards. a. Bacterial Distraction : Micro bacterium tuberculosis the most heat resist thence among pathogens, chosen as the index organism for pasteurization, Any heat treatment which kills T.B germs, also destroy all other pathogens in milk.

By. Amit Kumar

b.

Cream line reduction: - Cream value is reduced progressively with increase

in time temperature of heating the time of consumer judges the quality of milk in the basis of cream line. c. Phosphate Inactivation: - The complete distraction of phosphate in pas theorization, the phosphate lost is issued to detect in adequate pasteurization.

Types of Milk Introduction

Milk may be defined as whole, clean lacteal secretion obtained by the complete of one of mere Healthy milk Animal excluding that obtained within 15 days before of 5 days after carling or such provide as may be necessary to render milk practically cloistral free & containing minimum prescribed percentage of milk & milk solid not fat.

Types of Milk
A) B) C) D) E) F) G) H) I) J) Buffalo Milk Cow Milk Goat of Sheep Milk Mixed Milk Standard Milk Recombined Milk Toned Milk Double Toned Milk Skimmed Milk Full Cream Milk

MILK PRODUCED BY GAYA DAIRY In fact there are categories of milk produce by Sudha Dairy, but in Gaya dairy there are only three types of milk is being produced. They are enlisted below.

By. Amit Kumar

1)-Tonned Milk (TM): The blue packet of sudha milk is identified as tonned milk. The main purpose of company to produce this milk is that consumer could use this milk as they want (eg-Drinking, tea, curd etc) it has midiym quality of fat which do not effect any types of problem, because it has less quantity of fat i.e. 3.0 % Fat and 8.5% SNF. Tonned Milk is generaly used in all purposes of consumptrion. 2)Doubled Tonned Milk(DTM)-Double Tonned Milk is known as yellow pack of Sudha Milk. This pack is specialy prepared for the person who have been instructed by the doctor not toconsume Fat. This Milk contain 1.5%of Fat, and 8.5%of SNF 3)Standerdized Milk(SM)- Standerdized Milk comes in green packet and have very large quantity of Fat. The purpose of producing this categories of milk is towards the prganisation healty society. Ithas been prepsared by gicing carefull attaintion. this milk contain4.5% of Fat and 8.5% of SNF. 4)High Fat Milk- This is the best quality of milk produded by the sudha dairy in bihar at state level. but in fact the citizen of Gaya are deprived of such types of milk, because this milk is not being produced by sudha dairy gaya due to some csual reason. This milk contain 6.0% of Fat and 8.5%SNF

By. Amit Kumar

After going through the above identification of different types of milk produced by Sudha Dairy we can sumerise a schedule which is as follow IDENTITY
TM BLUE PACK DTM YELLOW PACK SM GREEN PACK HF

SNF IN %
8.5% 8.5% 8.5% 8.5%

FATIN %
3.0% 1.5% 4.5% 6.0%

MILK COLLECTION PROCESS OF GAYA DAIRY GAYA The demand of sudha milk and its products is very high in gaya. So it fulfil the requirement of milk for production from dairy co-operative socity and also with the help of mixing powder(of low quality). Dairy Co-operative Society are organised in village and rural area to collect the milk from milk seller. It is the duty ofdairy coperative society to check the purity and quality of the milk. Society store the milk in provided cane and hand over them to carriage van to dairy. It is the responsibility of the society, if milk become sour before 10:00 am and after that the responsibility goes to dairy. The dairy will bear dairy by vans. the cost in case if his van comes tosocietry brought in after10:00 am and milk become sour. Collected milk in cane

PRODUCTION PROCESS AND TESTING PROCESSOF MILK AT GAYADAIRY GAYA

2

By. Amit Kumar

The production proces of gaya dairy gaya takes place in the following ways, As carriage vans come to gaya dairy the platform test of milk is performed. in platform test of milk several steps are adopted. under this test vans are unloaded. after unloading the van, milk is devded in two categories like sour and good. if milk is sour, they rejected. good milk is weighted. after weighting sampling testing stage is performed. after completig of platform test or in sampliing test, fat test is performed . therre are two methods of testing fat .
1)

WITH THE HELP OF BUTY ROMETER:- 10 ml sulphuric acid taken

in ButyRometer, 10.75ml of milk, 1ml amile alcohol is added and mix with the help of centrifusal machine or shaking by hand for 3-5minuts to check or test accurate fat.
2)

WITH THE HELP MILK TESTING MACHINE:-there are two button

in the machine named INand OUT. with the help of IN button the sample of milk is taken in to the machine. machine also takes in a solution of EDTA(Ethile Diamine Tetra Acid) and mixed it with milk. the mixed milk is taken out with OUT button and again take in to the machine to check fat. the machine display the percentage of fat in a few second. TESTING OF DENSITY OF THE MILK Milk is taken in a glass at 29 C and Lactometer freely rolled into the milk,
0

Lactometer is analysed if the density of milk ios more than23 and abive identified as pure milk but if the density of milk is less than 23 it isidentified as impure milk.

By. Amit Kumar

TESTING OF SNF (Solid Not Fat) there are simple formule to check SNF, if Fat + CLR is equal to 32 the quality of milk is good. 1) SNF =(CLR)/4+0.2%Fat+ 0.66 Under the production process of milk, after the completion of above test we controll the quality of mik by taking following steps into consideration. A) At first chilled at 4 C
0

B) Heated the milk at 18C for 16 sec

0

C) Immidiately cooled the milk at 4 C

0

By. Amit Kumar

COMMITMENT BRAND SUDHA

It committed to help rural producers has guided the dairy toward work for many year. This commitment has been rewarded achievement dade by cooperative dia-rees in milk productioo, employment generation, per capti avilability of milk, foreign exchage saving & increased farmers income. To stream the trend farmer cooperative and support National Policies that are favorable to the growth of such institution.

Future Goal of Sudha Dairy

Future goal and plan dairy boards maps the future of daring in India. Setting realistic goals for strengthening co-operative bussiness, production enhancement. Assuring quality & creating a national information network. The plan was realized with the successful completing of operation programme and living developed by the state milk marketing federation and milk producers federation unions.

Strategy
A) Improving the production potential of indee mouse, breed of cattle such as sahi-vial, giarratti, kankrej & buffalo. Narrah nehasnow & Jaffaboard through appropriate selection programme.

B) C) D) E)
2

High quality of feed appropriate to local condition. Increasing the production & availabiltty of green and isnisted folder. Increasing the first air course/vaccination. Encouraging the union, MGOS and Co-operative.

By. Amit Kumar

Action Plan

A) B) C)
D)

Orientation programme for farmers. Training of management committee members & society creates in presparing bussiness plans & its implements. Expounding market. Noreen participation. laws .

E) Encourage & assists dairy cooperative under programme & enabling

Stabilltity Realistic Reputation

The company modern technology with traditional receipt produec a range of milk, cheese, peda, kalakand, many more product that have proved populat witth the Indias consumers. The company enjoy the solid repetition for reliability and service based on both of its yeas of experience & the firm support provided by farmers federation.

Attractive and Convince Product Display

Products are marketed and distributed throughout the contry & proority modernization with the hygiene & healthy packing design in the age catching display.

By. Amit Kumar

Sudha
FAT PROTEIN
2

MILK CONTAINS

Sudha
23gm. 19gm.

By. Amit Kumar

CARBOHYDRATE POTASSIUM CALCIUM VITAMIN A ZINC VITAMIN B2 PANTHOTHENIC ACID & BIOTIN SELENIUM IODINE MAGNESIUM VITMIN B12 NIACIN RIBOFLAVIN THIAMIN CHLORINE SODIUM IRON FOLIC ACID VITAMIN C PHOSPHOROUS GAYA DAIRY

25gm. 0.80gm. 83mg. 135cg. 2.3mg. 0.35mg. 1.9mg. 1.7mg. 6mg. 88mg. 6.5mg. 2.3mg. 5.1mg. 1.1mg. 0.2mg. 587mg. 323mg. 0.3mg. 35mg. 6mg. 558mg.

KATARI HILL ROAD (NEAR GAYA CLUB) GAYA 823001 A HOUSE OF SUDHA BUTTER, GHEE,PEDA,PANNER & KALAKAND

DAIRY LAYOUT

By. Amit Kumar

RoomTransit RoomTransit

Crate Washing Area

Tank Room

Air Composer

ComposerAmonia IBT

Consumer Room Cum-Switch Room

Store

Reception

Processing Section

Prepack Section

Cold Store

Computer Section EST Q.C Lab T E.C. Chamber

By. Amit Kumar

Proc Section

T
2

Toilet & Urinal

sectionCash

Main Entrance

By. Amit Kumar

Production process

By. Amit Kumar

Exiting Marketing Staff Structure

SI. No. (1) (2) (3) (4)

Name of Post Asstt. Manager (I/C Marketing) SR. Marketing Asstet. Assistant PAH + Asstt.

No. of Personnel 01 01 01 01

Proposed Marketing Staff Structure

SI. No. (1) (2) (3) (4)

Name of Post Asstt. Manager 1 Technical Manager SR. Marketing Asstt. Marketing Asst. (MBA) P--AH + Asstt.

No. of Personnel 01 01 01 01

By. Amit Kumar

Milk Channels of Distribution at Gaya Dairy Gaya:

Cold Storage of Company

Distributor

By vehicle of company to ` Gaya Aurangabad Jahanabad (1 vehicle) Retailers (2 vehicle) (1 vehicle)

Consume rs

By. Amit Kumar

Organizational Hierarchy in Gaya Dairy Gaya Manager

Asst. Mgr. Sr. Marketing Asst. Marketing Asst. P & AH Asst. Sr. A/C Asst. Acctt Asst. P&AH Asst. Tralnee Asst. Acctt. (I/c Acc H) P&1 (P&AH Asst I/C Proc. Plant (Tech. Officer Establishment Typist

I.C QC (Tech. Ship)

Processing (Sr. Teec)

Packaging (Technician)

Engg. (Tech.)

Store (Sr. Acctt Asstt.) Vechicle

Lad Asst.

Processing Asst. Dairy Man

Dairy man Dairy Helper Driver Khalasi

Maintanance Tech Fitter Apprentice

Electrician (Sr. Tech) Electricle Apprentice

Refrigeration (Apprentice)

Boiler (Boiler Operation) Dairy Helper

By. Amit Kumar

FLOW CHART FOR THE PROCESS OF MILK POUCH PACKAGING SYSTEM AT GAYA DAIRY GAYA Milk reception in cans and tankers Inspection and testing Weighment and sampling Posturiser vat Posturiser for4 sec Regeneration 1 st Filter Regeneration 2 st Heating plate Holding pipe for 15 sec at 76C Regeneration 1 st Regeneration 2 st Chilling(4-6C) Tank Testing Supply and Packaging.

By. Amit Kumar

CHANNELS OF AUTHORITY IN GAYA DAIRY GAYA Head Boss (K.K. Sharma) Plant incharge (Satish Chandra Shukla) Processing Incharge (Umesh Prasad) Shift Incharge (Sarfaraj Ahmad) Daily Basis & 4th grade Engineer Incharge (Badruddin Ansari) Technecian (Dilip Kumar Mishra) Helper & Daily Wages

By. Amit Kumar

STANDARDS FOR DIFFERENT CAUSES & DESIGNATION OF MILK SHALL BE AS FOLLOWS

Class of Milk (1)

Buffalo

Designation (2)

Locality (3)

Minimum % (4)
6.0

% Milk Solid Not Fat (5)

9.0

law Pastaurized Boild, Flarozed Stralized

Bihar All India

Cow Milk Goat Milk Sheep Milk Mixed Milk Standerisez Milk Recombined Milk Tonned Milk` Double Tonned Milk Skummed
2

3.5 3.0 4.5 4.5 3.0 3.0 1.5

9.0 9.0 8.5 8.5 8.5 8.5 9.0

By. Amit Kumar

Milk

Not more Than 0.5% 6.0

8.1 9.0

Full Cream Milk

Sudha Product Rate Chart

S.No
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17.

Particular Tonned Milk Tonned Milk Stanered Milk Standered Milk Stn. Milk M. Doaj Lassi Ghee Peda Butter Butter Butter Paneer Kalakand Gulabjamun Resgulla Surbati (Special)

Pack Size 100ml. 500ml. 100ml. 500ml. 100ml. 100ml. 200ml. 500gm. 250gm. 500gm. 100gm. 50gm. 200gm. 100gm. 100gm. 100gm. 100gm.

Retail Pr.

Consumer Pr.

By. Amit Kumar

Packing machine

By. Amit Kumar

AN EMPIRICAL SURVEY Since Gaya dairy Gaya covers a vast area under its marketing fold, therefore the researcher of project has selected as well as to promote the sales. To important area of Gaya town was selected. The survey was conducted with personal investigation & direct contact mode with every customer details of the survey are.

By. Amit Kumar

Survey at Every Sudha Both And oral survey was conducted by myself in 205 customer From 26th Mar 2010 to know the consumption of Sudha Milk In those area & aware the consumer always Sudha Product. These questions we ask: Q1 Q2 Q3 Q4 Q5 Q6 Q7 What is your good name Sir, Madam? How many members are there in your family? From where do you purchase milk? At what rate you usually by the milk? The quality & quantity of the product always right? Are you satisfied with your product? What is your opinion about Sudha Milk & product?

Result
(1)

The following results of survey:

Source of Milk Sudha Dairy Milk Man Self Produced Sudha + other Others Total No. of Customer 138 36 15 16 Nil 205

Note: Some consume consumer two types of milk.

(2) Following are conclusion of Survey based on opinion of consumer in Gaya.

(a) 67.5% of house holds are regular consumer of Sudha Milk

By. Amit Kumar

(b)

17% of household are milk purchaser from local milk man because they dont like Sudhas test. 18% household complains that Sudhas Milk produce sour in summer & said its not hygienic for long term use. 10% of household appropriate Sudhas Product but confirm that its quantity is degrading how. 80% of customers complain that Sudhas product isnt available in their locality & if they want to purchase they should buy from elsewhere. 25% of household complaint that there is no availability & available milk in his house thought milk supplies. 20% of household complaint that there is no availability & available milk in his house through milk supplies.

(c)

(d)

(e)

(f)

(g)

Survey at Bageshwari An oral survey was conducted also in Bageshwari in 61 customer and the questions asked are some as above like what is your good name Sir, Madam?

Results
The following results are gathered: Source of Milk Sudha Dairy Milk Man Self producer Sudha + Other Non Sudha Other Total
(a)

No. of house 11 45 04 01 Nil Nil 61 18% households are regular consumer of Sudha Milk.

Following are conclusion based on the survey at Gaya.

By. Amit Kumar

(b)
(c)

09% of the household use it as a substitute. 08% of consumer doesnt like Sudhas milk for long consumption. 02% says it is usually & non hygienic is the companies of other. 15% of household complains that it take sour in summer and its quality degrading now.

(d)
(e)

Survey at Manpur An oral Survey was conducted by me in 323 houses from dated 26th Mar 2010 to 31th Mar 2010.To know the consumption of Sudhas Milk & its products aware the consumer almost its finest product. The questionnaire was above like. What is your good name sir, madam? Source of milk Sudhas Milk Milk Man Self producer (own cow) Sudhas & other Other dairy Total The following are the conclusion based on the survey hold at Gaya town. The 68% household who buys milk man product says in the 20% says that it is not good for dairy, also not fit to drink.
(a) 20% households are regular consumer of the Sudhas milk.

No. of houses

(b) 6% of the household uses it is as a complementary. (c) 3% of household rejected Sudhas Milk due to degradation in the quality.

By. Amit Kumar

Consumer Chart

67% 14% 7% 7.5%

Milk man Sudha Dairy Self Producer Sudha + Other

By. Amit Kumar

SUMMERY CONCLUSION EPOTOME, REMARKS, SUGGESTION

In oral survey was conducted in nearly 205 customer of different region of Gaya The main goal was to know the public opinion about Sudha Dairy Milk. There are 138 customer are Sudhas milk regular consumer. The 26 customer usually consume milk from milkman or local Khatals. The 35 customer have their own cow. It is noted that in these area Sudha dairy have no competition from other dairies but due to lack of some strategies they are not flourishing in stead of they can sale there product in Gaya.

So some suggestion given below to improve the sale of Sudhas Product

(a) (b)

Sudha milk should strengthen it supply chain. Sudha milk should try to give knowledge to consume about its benefit after consumption like hygiene added vitamins etc. It should increase the advertisement budget to become aware its consumer about the Sudhas milk product. Sudha should improve the quality of the product many consumer complains that they had found insects in milk, it certainly reduce the credibility Sudha milk turns sour in the case of boiling twice. So it must be improved so that milk does not turn sour. Sudha dairy should try to provide door to door to door facility like milkman Some consumer that it miser harmful chemical to preserve it for long time. It should be eliminated from the mind of consumer by awareness programmed. Some consumer that they did not get fresh packed milk. So it should try to supply freshly packed milk to every consumer. Some consumer complains that they had to pay 50 paisa more than the

(c)

(d)

(e)

(f) (g)

(h)

(i)

printed price. So Sudha dairy should try to available them milk at printed price.
2

By. Amit Kumar

CONCLUSION
Thus the above suggestion will be guiding for future prospect which may not be the papertiggers only. The authority concerned should think upon the suggestion as macro level in order to flourish the business of milk.

By. Amit Kumar