1

INDUSTRIAL TRAINING REPORT UNDERTAKEN AT

SUBMITTED BY: -

JAT AMITKUMAR H. M.B.A-I (B) (2006-2008) SOMLALIT INSTITUE OF BUSINESS MANAGEMENT AHMEDABAD.
COLLEGE :

SUBMITTED TO: -

GUJARAT University.

A PROJECT REPORT ON RELATIONSHIP BETWEEN RETAILERS AND DEALER AT

BALAJI WAFERS PRIVATE LIMITED

IN PARTIAL FULFILLMENT OF THE REQUIREMENT IN THE MBA DEGREE OF Gujarat University, Ahmedabad

SUBMITTED BY: Jat Amitkumar H.

GUIDED BY: EXTERNAL GUIDE: Mr. Jay Sachdev

SOMLALIT INSTITUTE OF BUSINESS MANAGEMENT

Ahmedabad

PREFACE The basic aim of undergoing training is to acquire practical knowledge of the market. As a management student, it was a pleasure to undergo practical training at the Balaji Wafers Private Limited, Vajdi and submit a report on the same to our college, Som Lalit.Institute of Business Management. The basic aim of undergoing this training program was to evaluate my ability to apply & put into practice the marketing concepts that I have studied so far. This report is based on the Market Survey of dealer and Retailers relationship at Gondal City for Balaji Wafers Private Limited, Vajdi. The company wants to know the satisfaction level of retailers and trying to maintain their market share in the Gujarat and they are trying to increase their share in the national market of wafer and namkeen industry.

ACKNOWLEDGEMENT No endeavor is complete without acknowledging those who have helped to make this project a success. As such we would like to thank all those who have helped me to complete this project. It was, indeed, very prestigious for me to undertake my Summer Training project at the Balaji Wafers Private Limited, Vajdi. To begin with, I would like to express my deep sense of gratitude to Balaji Wafers Private Limited, for providing me with an opportunity to do my Summer Training at their esteemed organization. I am very thankful to Mr. Jay Sachdev (Area Sales Manager), for giving me the support, co-operation & the necessary help required for the successful completion of this project.

EXECUTIVE SUMMARY

The present FMCG industry is highly influenced by snack food industry. Snack food industry have 25% of growth out of it wafers and namkeen play a vital role and Balaji wafers pvt. Ltd. enjoy highest market share of wafers and namkeen in Gujarat. With a view to evaluate & study, the market research and potential of the Retailers and to know the preferences of consumers, a survey was conducted in the town of GONDAL to find out the relationship between dealer and retailers. Survey is conducted for the retailers of Balaji wafers for knowing the services of Balaji.. So project was mainly focused to know the exact market situation of the product and knowing the service level which is provided by the Balaji to their retailers. The town of Gondal is quite a lucrative market for snack food because, the people of the town are highly taste conscious & are always ready to try out new varieties of food products and food-items The main objective of conducting this survey was to find out relationship of dealer and retailers. And to know the expectations of services from the retailers & to know who are the major competitors in the market of wafers and namkeens. We undertook a survey of Retailers at various areas or gondal. One questionnaire is prepared for taking the views of retailers. Sample size was taken to be 100 for Retailers.

INDEX

Sr No.

PARTICULARS

Page no . 9-14 10 11 11 12 13 13 14 14

1 2 3 4 5 6 7 8 9 10 11 12 13

HIETORY

ENVIRONMENT RELIGION SCIENCE ECONOMY FOOD PEOPLE

ARCHITECTURE EGYPT TODAY

TRADE IMPORT & EXPORT POLICY Egypt's Main Business Sectors Infrastructure, power, and communications Egyptian Society & Culture Relationships & Communication Business Meeting Etiquette
15-18 15 17

14

15

19-38

16 17 18 19 20

Gross Domestic Product Politics, government Constitution of Egypt Capital of Egypt: Language in Egypt Technology in egypt Egypt's Five-year plan Festivals of Egypt RECENT IN EGYPT (2011)

20 23 23 23 24

21

25

22 23

26 26

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&

RESEARCH DESIGN METHODOLOGY

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1.

RESEARCH METHODOLOGY

1.1 OBJECTIVE:The main objective of the project is to find out the relationship between retailers and dealers of corresponding areas. Other objectives of the marketing research project are as follows:

To study current scenario of wafer market To get practical knowledge of market. To find out Awareness of the products To Find out the services provided by dealers. To know about Timely delivery of goods by dealers. To knowing the satisfaction level of the retailers. Finding the scope of new product.

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1.2 RESEARCH DESIGN

This Research is more related to descriptive type because the retailers knowledge, beliefs, and satisfaction of services can be judge through this type of research. Descriptive study may be necessary in other cases when a descriptive study could be taken up are, when researcher is interested in knowing the proportion of the people in a given population who have behaved in a particular manner, making projections of a certain thing, or more variables.

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1.3 METHODS OF DATA COLLECTION The data has collected in two ways. 1. 2. Primary data Secondary data

Primary data: Primary data is to be collected to know the retailers , preferences and belief. Primary data are those, which are collected for the first time, and they are original in character. A suitable combination of Questionnaire techniques, Personal interviews & discussions with the respondents are used to collect the required Primary data. Findings of the primary data focus on the retailers of the Balaji Wafers. Primary data gives higher accuracy and facts, which is very helpful for any research and its findings. Data is to be collected through primary research conducted in the town of Gondal in the areas where the services are perceived to be poor or questionable. The survey was conducted in places like General stores, Grocery shops, Pan shops, Provision stores, Dairy farms etc. A questionnaire of 19 questions will be used to gather their opinion.

Secondary data: The secondary data are those, which are already collected by someone for some purpose and are available for the present study. Secondary data are to be collected from the magazines, websites and other such sources.

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1.4 SAMPLING DESIGN Sample plan: -

Sample Size: No particular statistical technique was used to determine sample size for the survey research. Large samples give more reliable result than small samples so it was decided to collect the information of 100 respondents. Retailers: 100 1.5 Sampling procedure: For Survey of the Retailers the responses had recorded by giving the questionnaires to them and provide them all the information about the purpose so that they can give true information. Types of Sampling: In this study of retailers, the sample size is 100 and the type of sampling is quota sampling because out of 100 retailers it was distributed like that each retail shops are taken who are selling the products of Balaji into equal proportion which is given below:

1) Pan Corners 2) General and Provision Stores 3) Dairy Farms 4) Tea Stoles 5) Grocery Stores 6) Restaurants and Ice-cream Parlor 13

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1.6 TOOLS AND TECHNIQUES OF DATA COLLECTION

Questionnaire method:For the Descriptive types of research the tools for collecting data from the samples is questionnaire method. Questionnaire includes both closed-ended as well as open-ended questions. The Wafers and Namkeen retailers questionnaire includes 19 questions. Observation method: Some data are not getting directly from the respondents so we have to use the observation method. For this research the observation method is also used to collect the information.

1.7 Limitations of the study

I. II. III. very large. The research is done only in limited area. Some retailers provide biased information. It is difficult to predict the satisfaction level of Retailers after getting the sample of

100 retailers because in Gondal the number of retailers, who are keeping the products of Balaji, is

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2.1 INTRODUCTION
This report briefly describes the snack food market, in particular the Potato Chips segment in India. The size of the Indian Snack food market is currently estimated at approximately US$ 375 million. The total size of the Indian snack food market is at an estimated over 400,000 tons in volume terms and Rs100bn in value terms and is growing at over 10% for the last three years (2001-2004). Unorganized small companies with a localized presence dominate the snack foods market in India but in recent years the organized branded products market size has grown significantly. Potato chips constitute the major segment among a wide range of local snacks available. According to industry sources, the market for branded chips has been growing rapidly at approximately 20 % annually. Many major companies have signed up exclusive sourcing agreements with local farmers for procurement of various raw materials. A wide well-established distribution network, attractive packaging, and promotions targeted at children to increase consumption have been some of the main factors for increasing market share of leading players. To increase consumption and encourage first-time purchase, many players have started introducing their products in smaller pack sizes at a lower unit price. Consumer preferences and tastes vary widely across the different regions of the country. Banana chips for instance, which are very popular in the southern part of India do not find many takers in other parts of the country. Penetration of snack foods is highest in North India as compared to other parts of the country. With Indian consumers constantly looking for variety, customers becoming increasingly health-conscious and with positive factors being attributed to packaged products, snack food companies are now increasingly emphasizing on newer snack food items and better quality packaging for their products.

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2.2 PROFILE OF THE SNACK FOOD INDUSTRY OF INDIA

In the diverse market of packaged snacks, every region has its specialty and each city, its local favorite, which make for high entry barriers. Here are some facts and figures which represents the snack food industry.

Population of India Growth of Indian market for salted snacks Growth of Indian namkeen market Snack foods market sales Potato Chips Market Revenue Estimated Market Size Production of Potato chips in 2003-2004 Exports Contribution of Sev-Bhujia to industry Contribution of Banana Chips Haldiram dominates by covering

1250 million 5.7% (By Volume) 5.9% ( By Volume) 6.3% ( By Value) More than Rs. 1600 crores 85% of the total market for snacks $500 million within 2007. 3730 (in 000) tonnes 40 % of the Total market of food industry. 26.4 % in the snacks market 3.1% to total branded sales of namkeen 60% share in dal and bhujia market

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MAJOR POTATO CHIPS MANUFACUTRE COUNTRIES FOR YEAR 2007

COUNTRY China India Turkey Iran Bangladesh Indonesia Pakistan

PRODUCTION ( in000) tonnes 5878 4430 3624 3388 3704 3012 3449

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COMPANY PROFILE

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3.1 INTRODUCTION OF BALAJI WAFERS PVT. LIMITED

The journey of Balaji Group is started in a year 1976 by the member of virani family. For supplying wafers and namkeens of local brands to the patrons of Astron Cinema, Rajkot. Due to the short supply of that product they decided to make their own product line in a year 1982. By the overwhelming retail success they inspired to set a semi automatic plant. Instead of preparing wafers by the traditional frying method this semi automatic plant boosted the quality, taste and more sales also. The fame of taste reached to the whole Gujarat hence it was time to take over the whole Gujarat so the biggest automatic plant of Gujarat came into the picture. In the initial stage Balaji Group had set up their plant at Aji Vasahat (Industrial Zone, Rajkot) with their new concept of making the potato chips. The main benefit they got is the readymade infrastructure availability due to which their cost is reduced to larger extent. They have operated over there around 20 to 22 years. Now Balaji Group has set up their new fully automatic plant at Metoda G.I.D.C. which is in the area of the village named Vajdi(vad). Quenching the demand of Gujarat, Maharashtra and Rajasthan region Balaji Group is now looking forward to march over India.

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THE WAFER SULTANS

Chandulal Virani and his brothers came to town two decades ago to run a canteen in a cinema hall on contract, saw the immense potential for the wafers they introduced and went on to conquer the wafers market in the state. This is the summary of the success story of Mr. Chandulal Virani and his brothers Meghjibhai, Bhikhubhai, and Kanubhai, whose Balaji Wafers has a 90% of the market share in the Gujarat State. Chandulal Virani, now the managing director of Balaji Wafers, remembers those days when family sold roasted groundnuts, sandwiches and potato wafers to the cine-goers. Right from those days, they believed in reasonable pricing and good quality. This earned them a good turnover, though the profits were little lower. They received feed backs from their customers about the quality of the stuff and stuck to the highest standards of quality. As the demand increased, they stopped buying wafers from outside and started making it. They sold the wafers aroud the Astron theatre also. This was the first step in setting up the business. At that time they had only two assistants who helps them in wafer production. Chandulal opened an independent retail outlet in 1983-84 to sell wafers and sandwich which are known as Balaji Sandwich, which also has a good quality. Chandulal said is his primary concern which gets priority over taking on the multi-national brands. They installed a semi-automatic plant in 1993-94. The plant had a capacity to produce 180 kg. of wafers a day. Without machines they were able to produce about 60 kg of wafers a day. At that time the production division was under the supervision of Chandulal Virani, while Bhikhubhai and Kanubhai looked after sales and marketing.

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After conducting the research to find out how companies abroad stored the wafers fresh, they installed a modern automatic plant in 2000. The new unit has a higher capacity for production with the same quality level. Balaji Wafers Private Limited manufactures and supplies potato chips plus a variety of mixed fried snacks called namkeens to the populace in Gujarat. The Balaji 35 grams bag of potato chips (salted or Masala) retails at mere 5 rupees. Its biggest bag is 200 grams package retailing for 20 rupees. However, it produces some 5 tons of this product per day ( approximately 19,000 tonnes per year), ranking in some US$ 15 million per year for this enterprise. Situated in Rajkot, an hours plane ride from Mumbai, the ethnic market producer has just opened its third and latest manufacturing plant to date. According to its founding members, the factory has the largest potato chip processing line in the whole of Asia. This family- owned enterprise, now in its 24th year of operation, has 19 products to offer the snack-hungry population of cinema-goers in Gujarat: from potato chips to banana chips and even fried chickpeas with sauted spices. The management of the enterprise is done by family members only. Chairman Managing Director Technical Director R&D Director Mr. Bhikhubhai Virani Mr. Chandubhai Virani Mr. Kanubhai Virani Mr. Keyur Virani

Currently it is situated at Vad Vajdi Kalawad Road, Dist. Rajkot. The Balaji plant covers 85,000 square meter area in the Rajkot city. Its big taste revenue i.e. turnover touched to the crore rupees milestone. Balaji Group has 90% share of wafers market and 70% shares of namkeen market in Gujarat.They are inviting all to travel the past, present and the future of Balaji Group.

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3.2 MISSION STATEMENT OF BALAJI GROUP

Balaji Group has mission in relation with the health of the people. The mission statement of Balaji is : To Provide healthy and hygienic food to people at an economic prices. The above mission statement of the Balaji Group shows that they are caring for the people of the society for their health and economic conditions.

3.3 VISION STATEMENT OF BALAJI GROUP

At least one product for every occasion is a clear cut vision of Balaji Group. This vision meets the buying capacity of an average Indian and it also reflects the motto to provide best quality product line. At present company has a Lions share in Gujarat and high volumes of sales in Maharashtra and Rajasthan region. To date company get 20% growth per year and marching towards new horizon of success. Any time, any where, with Balaji Group get the fruits of their Vision.

3.4 STRATEGY OF THE BALAJI GROUP

This simple mantra rocked and changed the definition of a chip world. Winning the heart by quality and great taste and distributing sufficient dealer margin is a winning strategy of a Balaji Group. Its Value for Money strategy enables even a kid to buy fresh and healthy food in small prices. Indeed a in a neck to neck competition era one must implement new ideas and Balaji Group has developed the Think Tank who continuously update strategy in the right direction.

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3.5 ORGANIZATIONAL STRUCTURE OF BALAJI WAFERS Pvt.Ltd.

CHAIRMAN

MANGING DIRECTOR

TECHNICAL DIRECTOR

RESEARCH &DEVELOPMENT DIRECTOR

GENERAL MANAGER

PRODUCTION MANAGER SUPERVISOR

MARKETING MANAGER AREA SALES MANAGER SALES EXECUTIVES

FINANCE MANAGER CHIEF ACCOUNTANT CLERK

WORKERS

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3.6 THE PLANT

The existing plant of Balaji Wafers Private Limited is largest in capacity and with the state of art facility. In the year 2003 Balaji group took pride to introduce this biggest fully automated Potato processing machinery plant in India which can process 4500 kg of potatoes and make 1200 kg of chips per hour. The namkeen and other product line has separate departments and it has been produced in a same quality conscious processing system. Chips and namkeens made in bacteria free and stringent hygienic standard environment. That is the big advantage of this big Balaji plant.

3.7 RESEARCH AND DEVELOPMENT

Balaji Wafers are one of the leading brands in the snack food industry of India. They have a fully automatic plant for producing wafers and other namkeen products. Balaji wafers have 19 products including the different flavors of wafers and namkeen products. Balaji Wafers has quality and strong distribution network with lower prices. Their quality is the best in the whole industry. The main reason behind the quality level is the strong activation of the Research and Development Department to continuously improvement in the quality. Balaji Wafers have a big laboratory for the new researches with the latest equipments for the testing the raw materials as well as the finished products. Under the strict laboratory tests each and every batch of raw-material of each kind of products whether it is of wafers or it is of namkeen products passes and checked by the tests. After testing if the quality is upto the mark then it will go further for processing.

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3.8 PRODUCTS OF BALAJI WAFERS Pvt. Ltd.

Sr.No. Product Name 1) Potato Wafers Masala

Ingredients Choicest Potatoes, Edible Oil, Chilly Powder, Iodized Salt, Spices and Condiments

2)

Potato Wafers

Salted

Choicest Potatoes, Edible Oil and Iodized Salt

3)

Tomato Masti

Choicest Potatoes, Edible Oil, Chilly Powder, Iodized Salt, Sugar Spices, Condiments and Added Flavor Choicest Potatoes, Edible Oil, Chilly Powder, Iodized Salt, Spices, Condiments and Added Flavor Choicest Bananas, Edible Oil, Iodized Salt and Pepper Powder

4)

Chat Chaska

5)

Banana Wafers

Mari

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6)

Banana Wafers

Masala

Choicest Bananas, Edible Oil, Chilly Powder, Iodized Salt, Spices and Condiments

7)

Farali Chevdo

Choicest Potatoes, Edible Oil, Peanuts Splits, Sugar Powder, Chilly Powder, Iodized Salt, Spices and Condiments

8)

Chana Dal

Choicest Gram Splits, Edible Oil, Chilly Powder, Iodized Salt, Spices and Condiments

9)

Mung Dal

Choicest Kidney Bean Splits, Edible Oil, and Iodized Salt

10)

Masala Peas

Choicest Peas, Edible Oil, Chilly Powder, Iodized Salt, Spices and Condiments

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11)

Shing Bhujia

Peanuts, Gram Flour, Edible Oil, Black Gram Flour, Iodized Salt, Spices and Condiments

12)

Ratlami Sev

Gram Flour, Edible Oil, Math Beans Flour, Chilly Powder, Iodized Salt, Spices and Condiments

13)

Aloo Sev

Potato Powder, Edible Oil, Gram Flour, Starch, Chilly Powder, Mint Oil, Iodized Salt, Spices and Condiments

14)

Tikha Mitha Mix

Gram Flour, Edible Oil, Rice Flakes, Corn Flakes, Peas, Green Gram, Peanut Splits, Sugar Powder, Curry Leaves, Sesame, Coriander, Black Pepper, Cumin Seeds, Ajowan, Iodized Salt, Spices and Condiments Edible Oil, Corn Flakes, Rice Flakes, Gram Flour, Roasted Gram Splits, Sugar Powder, Peanuts Splits, Sago, Curry Leaves, Amchur Powder, Turmeric Powder, Black Salt, Iodized Salt, Spices and Condiments 29

15)

Khatta Mix

Mitha

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16)

Masala Shing

Choicest Roasted Peanuts, Chilly Powder, Spices and Iodized Salt

17)

Gathiya

Gram Flour, Black Pepper, Edible Oil, Ajowan and Iodized Salt

18)

Chataka Pataka (Tangy Tomato)

Rice Meal, Edible Oil, Tomato, Corn Meal, Gram Flour, Spices and Condiments, Iodized Salt, Added Flavor Rice Meal, Edible Oil, Corn Meal, Gram Flour, Spices and Condiments, Iodized Salt, Added Flavor

19)

Chatka Pataka (Masala Masti)

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3.9 DISTRIBUTION NETWORK OF BALAJI

When thinking about channels of distribution arrangements one must always remember that the goals of the various firms in the channels may diverge from one another. This is natural since various members are separate firms with distinct business models.

Take, for example, a manufacturer who sells products through a retailer. While a manufacturer is devoted to its own products, a retailer (and other distribution partners like "distributors") typically sells the products of many manufacturers. A manufacturer may want to educate customers about its own product, while the retailer may not want to bear the costs (or have the expertise) to provide product education. In fact, a retailer may simply be interested in pushing the products of any manufacturer that provides the highest margin. This is not surprising because, again, the manufacturer and retailer are separate firms.

The wheel of network is devised under the ideal distribution channel network. That ensures to supply fresh product in any corner of Gujarat within 24 hours. You can have snack of Balaji in every 100 metres of area in Gujarat. At Balaji it is not just distribution but it is an euphemistic effort of team work.

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3.10 DISTRIBUTION CHANNEL OF BALAJI WAFERS Pvt. Ltd.

MANUFACTURER

SOLE DISTRIBUTOR (KATARIA)

SALES AGENCIES

DEALERS

RETAILERS

CUSTOMERS

Source: Balaji Wafers Pvt Ltd.

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3.11 MARKET DEVELOPMENT

Apart from being easy to produce, snacks are ubiquitous. The key marketing issues here are margins and consumer preferences. The Research and Development Director Mr. Keyur Virani says Packaging is also playing a key role beyond being just a good, pilferage-proof and catchy delivery system. A look at the snack foods business shows that it is clearly targeted for ease of carrying and eating, even in the citys notoriously crowded suburban trains. A report by A.C. Nielsen India ( Retail ), estimates that this category of food has a fair chance of growing by about 25% in the next two years, due to various reasons like Multiplex culture, snacking at home while watching T.V., pubs and bars ( where they are served free ). For Potato Wafers, it is primarily the case of a commodity market largely turning packaged. The retail audit suggests that growth in this segment is seen largely as a reflection of consumer preference moving towards packaged goods. Besides Balaji Wafers, competitors in the local potato chips market include brands like Frito Lays peppy, Uncle Chipps, with high visibility advertising and trade promotions. Banana Chips is a sub-segment that is also fast catching on. A predominantly southern phenomenon, Banana Chips now contribute approximately 3.1% to total branded sales of namkeen, up from 2.7% in 2001, while volume contribution was 3.6% in 2002. Industry sources estimates that the market at far higher tonnage and value. AC Nielsens retail audit shows that the large sales volumes are due to a marked preference for ethnic foods, regional bias towards indigenous snacks and good value for money perception Further expansion plans are already in the pipeline for Balaji Wafers. Mr. Keyur Virani says, A range of snack products will be rolled out to other parts of the country in 3 to 4 years time.

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3.12 COMPETITORS NAMKEEN

OF

THE

BALAJI

WAFERS

AND

There are two kinds of competitors which Balaji have to kept in mind while operating in the market. For the Wafers Segment they have different competitors and for the namkeen segment they have different competitors

Competitors in the Wafers and Namkeens Segment: Lays wafers Cheetos Leher (PepsiCo) Bingo (ITC LTD.) Kurkure Samrat A-top (Ajanta Groups) Everest wafers Haldiram Uncle Chips Sushma

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Musst Bite (Amul) Munch Time Hariom

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3.13 SWOT ANALYSIS

The study of this SWOT analysis shows that the strengths and opportunities far outweigh weaknesses and threats. Strengths and opportunities are fundamental and weaknesses and threats are transitory. Any investment idea can do well only when you have three essential ingredients: entrepreneurship (the ability to take risks), innovative approach (in product lines and marketing) and values (of quality/ethics).

1)

Strengths: Financially sound :

Balaji Wafers is a family-owned enterprise. Four Brothers have started the company with 60% owners capital and 40% loan. So they have their own money in the business. So they are financially sound. Good quality at reasonable price : Balaji Wafers main strength is the best quality at the reasonable price which is affordable by the all the classes of a society. Everyone is capable of buying the best quality food at a reasonable price. Strong Channel of Distribution : Balaji is strong at their channel of distribution. They have sole distributor named KATARIA and under him they have many sales agencies who are operating the whole market at regional , national as well as international level. Within 24 hours they can supply fresh product in any corner of Guajrat. Quality of Raw Material : Balaji is importing raw material especially grains from China and Thailand. Excellent peanuts and bananas come from Gujarat and Western India and potatoes are come from the Central India.

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2)

Weaknesses :
Raw-Material Cost :

Balaji is importing raw materials from the different areas of Gujarat and India for producing different products. The cost of importing and the price at which they are importing the raw materials is higher than what if they will purchase from the local players. Limited production capacity Balaji wafers have only one plant located in rajkot and they have huge market share in Gujarat region i.e. 90% in wafer market and 70% in namkeen market, due to limited production Balaji is not able to expand there market in other regions of India and overseas. Very less spending on advertisement

3)

Opportunities :
Balaji Wafers have an opportunity to make reach their products in some of the areas of the country where they still not reached. At the international level they are exporting only to Dubai. So they must have to increase the number of countries as their customers.

4)

Threats :
Giant players like PepsiCo. and ITC LTD. are present in the snacks market Balajis main threat recently is emerging of new competitors, one is A-top from Ajanta Group and the Second is Oreva from the Orpat Group. So due to new competitors who also have very strong background Balaji have to take some steps to tackle them.

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3.14 INFORMATION OF EXPORTS

Balaji Wafers Private Limited is the second company who is exporting the namkeen products to the other countries. The first company who is exporting the wafers and namkeen products is Haldiram. So, it is the matter of pride for Balaji that they are also exporting the namkeens and wafers to the other countries.

Balaji has started to export their snack products last year. And they have select the first country for export is DUBAI. They are planning to export their food products to the other Asian countries and African Countries.

Balaji is uses planes for exports. At every 20 days they have fill up the lot for the planes for exports to Dubai. Within few time period they have captured a good market in the Dubai due to its quality and lower price of the products.

Balaji is exporting 10% of their total production and they want to increase their exports with having a good domestic market which can be now possible through only expanding and increasing their plant capacity.

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3.15 FUTURE PLANS

Balaji Group perceive in growth rather say development to touch the sky. The company will enhance its product range by adding some futuristic and Indian traditional taste company will plan to some extruded snacks and western products to their Global Market. Recently company has acquired more space where its entire namkeen unit will be shifted. The future plan is that company is now concentrating more on the Global Market. Now a days Balaji Wafers operating in the market of Dubai at a global level. They are now concentrating more on the other Asian countries so that they can compete at the global level with the branded companies who are already in the international market with strong market share. Balaji is planning to introduce low fat and low calorific value snacks in market.

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PRODUCTION ASPECT

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4.1 Introduction:
Among all the functional areas of management, production is considered to be crucial in any industrial organization. Production is the process by which, raw materials and other inputs are converted into finished products. The other word synonymously used with production is manufacturing. Manufacturing is understood to refer to the process of producing only tangible goods, whereas production includes creation of both tangible goods as well as intangible services. Though, distinction of this type is sought to be made, we use these two terms synonymously in this book. Production system receives inputs in the form of materials, personnel, capital, utilities and information. These inputs are changed in a conversion sub-system into desired products and services, which are called the outputs. The core of a production system is its conversion sub-system, wherein workers, materials and machines are used to convert inputs into products and services. This process of conversion is at the heart of production function and is present in some form in all organizations. It may be stated that every organization, irrespective of its purpose, has a production function where departments and personnel play a central role in achieving the objectives of the organization. Balaji Wafers Private Limited knows the importance of the production system. Balaji Wafers is well known for its best quality at an affordable price for all classes of society. Balaji Wafers believes in same quality every time for all. That is why they have set up the fully automatic plant at Metoda. With the latest machineries they are producing the best quality and taste for their consumers.

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With the convenient layout of machines they are producing 19 different kinds of products including various flavors of Wafers and Namkeens. Due to good quality of raw materials they are able to produce the good quality products. After producing the products, Balaji have large warehouse where they stores the manufactured products and after the determined time they are sending it to the sole distributor and he will decide when to deliver it to the sales agencies of different areas.

4.2 MANUFACTURING PROCESS

Manufacturing process for any organization have a great importance for producing their products. All the organizations have to decide their production process for producing qualitative products than the competitors products. Balaji Wafers has set up their new fully automatic plant at Metoda, near to the village called vad vajdi nearer to the Rajkot city. This fully automatic plant has the capacity to produce the 1200 kgs of chips of potatoes for the different flavours per hour by processing on 5000 kgs of potatoes. Balaji have latest technology who has the greater capacity and speed to produce the potato products and namkeen products. Balaji Wafers has newly installed FMC PPM chips line. With the PPM, a cost effective and complete integrated processing system, the operations are kept on an efficient assembly line process.

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The manufacturing process of Balaji Wafers Private Limited for the Wafers are given as below: 1) Potato Grading : The first step in manufacturing of the potato chips is grading of the potatoes where they have grader machine through which the potatoes who are very small in size sought out and the medium and big potatoes are go for the further processing and small potatoes are used for manufacturing other namkeen products. 2) Potato Peeling and Brushing : After destining and washing, the potatoes enter the Continuous Abrasive Peeler for peeling and brushing. Peeler is a type of a knife through which peeling of fruits and vegetables are speedy and effective. After peeling of potatoes it will flow into the open conveyer, on the each side of which 6 women are standing for taking off the spoiled potatoes so that it will not spoil the quality of a pack of wafers.

3) Potato Slicing : The raw materials after brushing and peeling moves to the cutting/slicing unit where the slice washer cutting the potatoes in the same shape with the help of the bleds. Here, the slice washer does it job effectively.

Again as same as the above step sliced potatoes flows into the open conveyer belt, 43

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on the each side of which 6 women are standing for taking off the spoiled potatoes which are remains in the lot and not found out by the previous group of women and which is shown after the slicing of the potatoes.

4) Potato Blanching : After slice washer slicing the potatoes, the potatoes moves into the MulitTurbulence Blancher, closed chamber that carefully blanches each potato slice with its cross circulation water bath. The main objective of the operation is to leach out sugar since the amount of sugar effects the final colour of the chips. 5) Potato moves to RDS : After blanching of the potatoes it will move to RDS. RDS stands for the Refreshing and Downsizing System in which potatoe sizes are decided. And too big size potato chips and too small size chips are found out and sought out. 6) High Speed Fryer In feed : Next to the RDS unit, is a high-speed Fryer In feed that separates the sliced potatoes into the individual slices before they enter the fryer.

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7) PPM Frying System : Finally, the sliced pieces enter the PPM Frying System. This multi-flow system fryer adds and removes the frying oil at several points in the unit. This is done to ensure a uniform temperature and gentler flow rate (to prevent further breakage). 8) Defatting Unit : After the frying of the sliced pieces it will moves to the Defatting unit where it lowers the fat content of the chips from by means of high-pressure steam. So this Defatting unit helps to reduce the fat content of chips which is harmful to the people. 9) Salting and Flavouring : From the Defatting unit the fried potato chips moves to the salting and Flavouring unit where if they want salted potato chips then they have to add only salt to the machine and it will automatically sprinkle the salt on the potato chips as per the machine set up and if they want tomato flavour then they have to add sliced tomatoes into it and it will sprinkle on the chips automatically. Same for the other flavours. 10) Packaging : After the salting and flavouring the last step is of packaging of the final products. For the packaging they have continuous elevating conveyer after the salting and flavouring through which it will pass to the packaging line and for all the different sizes they have distributing conveyer in which different sizes chips are distributed. After the distribution they have the separate packing lines for the different sizes in which the final products are packed into the nitrogen bags which is made by the company itself. The entire PPM Chips Line is made of stainless steel and as such is unbeatable in terms of maintenance characterized by easy cleaning, and operating efficiency.

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4.3 PRODUCTION TECHNOLOGY:

Production technology is a significant part of production and operations management. Balaji has latest technology which has fully automatic machineries for producing the different Wafers and Namkeen products. Traditionally automation has been understood as mere replacement of labour by machines. This perception has now changed. Simply stated, automation refers to the technique of operating or controlling a productive process by electronic devices and reducing human intervention to the minimum. In a fully automatic plant like Balaji all the aspects of manufacturing, that is feed, production, information and control, are carried on by computers, watch-dogged by few men. Balaji Wafers Private Limited has fully automatic plant with latest machineries. They are using the CNC (Computer Numerical Control) machineries for the production aspect which are handled by the specialized persons. Balaji Wafers gets the following advantages by using this latest technology which are given below: Balaji is producing chips at 1200 kg/hour so it is the higher speed which they gets from this latest machineries, which they were not able to get it at their old plant. Balaji got the biggest benefit of getting the same quality for all the time. By installing this machinery they are able to produce same quality by which consumers are happy and loyal. Fewer accidents are happened in these machineries. It results in a virtual elimination of labour and therefore the number of accidents are reduced to them.

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4.4 PLANT LOCATION:

Plant location may be understood as a function of determining where the plant should be located for maximum operating economy and effectiveness. The selection of a place for locating a plant is one of the problems, perhaps the most important, which is faced by an entrepreneur while launching a new enterprise. A selection on pure economic considerations will ensure an easy and regular supply of raw materials, labour force, efficient plant layout, proper utilization of production capacity and reduction in the cost of production. An ideal location may not, by itself, guarantee success; but it certainly contributes to the smooth and efficient working of an organization. Balaji Wafers Private Limited has set up their location at Metoda nearer to village Vad Vajdi. District is Rajkot. By locating the plant at Metoda they are getting various advantages.

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Benefits for Locating the plant at Metoda :

Balaji has set up their new plant at Metoda which is one of the biggest industrial zone of Rajkot district. There are several benefits which they are getting from setting up their plant at that place which are described as below: 1) Cheap and Large numbers of labors are easily available: Balaji has set up their plant in the area of village which is called Vad Vajdi and other than this within 10 kilometers area there are 5 more villages are there. So labors are easily available at a cheap rate. 2) Government Regulation and Subsidy: Due to the rural area government providing subsidy to the companies in setting up their business at that place so that companies like Balaji can reduce the rate of unemployment by providing job opportunities to the persons residing in the villages. 3) Lower prices of the Power: ( Per Unit) The other major advantage from the economic point of view of the company is lower prices are charged of per unit consumption of power which is nearly 50% less than the other areas. 4) Accessibility to the Market: Balaji has easy accessibility of its market. They are doing their whole business through dealers. Dealers are providing the goods to the retailers at a pre-decided day. They have 25 trucks and same number of tempos for the transportation which is the fastest medium for reaching their market at a particular time.

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4.5 PLANT LOCATION OF BALAJI WAFERS PRIVATE LIMITED

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4.6 PLANT LAYOUT Layout of an industry is most important task for obtaining least total cost of material handling, since once the building is constructed & plant is commissioned it is difficult to change it. Plant layout is a Technique of location different machines & plant services with the factory so that the greatest possible out put of high quality at the lowest possible total cost can be available. In BALAJI WAFERS they have product layout. A good deal of expertise is used by the management to secure a proper layout for new or existing plants. A plant layout refers to the arrangement of machinery, equipment and other industrial facilities. The subject of plant layout not only covers the initial layout of machines and other facilities but encompasses improvement in, or revisions of, the existing layout in the light of subsequent developments in the method of production.

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PLANT LAYOUT OF BALAJI WAFERS PRIVATE LIMITED

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4.7 PRODUCTION PLANNING AND CONTROL

Production planning involves the organization of an overall manufacturing system to produce a product. The various activities involved in production planning are designing the product, determining the equipment and capacity requirements, designing the layout of physical facilities and materials handling system, etc. Production control is controlling the production. Production control is control of inventory and providing for issue of materials to the shop and movement of materials within the shop. In production planning Balaji Wafers Private Limited performing certain functions which are as follows : Estimation : In estimation Balaji estimates the quantity of each products to be produced on the basis of the sales forecasting done by them. Routing : In routing they have a route sheet into which they have pre-determined the sequences of operations to be performed in the production process. Scheduling : Balaji have a time table for the whole day working. It is different for shop-floor level and for the upper level staff.

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4.8 QUALITY CONTROL ACTIVITIES:

Quality refers to the sum of the attributes or properties that describe a product. These are generally expressed in terms of specific product characteristics such as length, width, colour, specific gravity and the like. Quality control activities are those activities which assure that quality creation is performed in such a manner that, the resulting product will in fact perform its intended function. Quality control is frequently used to refer to a specific organization within the industrial enterprise which is assigned responsibility for many of the activities necessary to achieve quality objectives.

4.9 STEPS IN QUALITY CONTROL:

Quality control in the food products is considered main aspect because it is related with the health and hygiene of the consumers. Balaji is controlling their quality at 5 steps in the manufacturing process which are given as below : 1) Checking of Raw-materials at Laboratory: When Raw-materials came from the outside including edible oil, salt, potatoes, chilly powder, flour etc. are checked before it will go to the manufacturing process and at the laboratory they are checking the raw-materials through latest equipments and specialized staff so that they get the best quality in wafers as well as namkeen products.

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2) At the Grader Machine : In the first step of manufacturing process that is at the time Grading the Potatoes all the potatoes whose size is too small are come out from the other side of the machine and other potatoes goes for further processing. This step will lead to a big potatoes which will ultimately results into the optimal size of chips. 3) At the Washer Machine : The third step in the quality control is at the Washer Machine where the sliced potatoes are washed by the 3 different waters which have a different neat level. So potatoes become clean through washer. 4) After the Slicer Machine : The fourth step in quality control is after the slicer machine. After the slicing of potatoes within the help of machines 6 women standing each side of the open conveyer through which sliced potatoes are flowing. From there if any potatoes which are spoiled can be shown and those women taking it off from the further process 5) At the final Product : After the flavour added to the wafers the final product is ready. Again just like before 6 women standing each side of the open conveyer in which boxes of ready wafers are going shows the readymade wafers. Through which women if any spoiled wafers remains then they can sought it out from the packing.

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4.10 TECHNIQUES OF QUALITY CONTROL:

Various techniques of quality control have been developed. More prominent of them are Just-in-Time, quality at the source, quality circles, inspection, statistical quality control and total quality management. Balaji is well-known for their quality. Balaji Wafers Private Limited using QUALITY AT THE SOURCE technique for maintaining their quality of wafers and namkeen. In Balaji women workers who are very high in number are made responsible to make the perfect quality wafers and namkeen. There are 4 workstations where they are taking quality control measures. From the initial Grader machine they are trying to identifying defects from the potatoes. Each worker is given the right to stop the production line to avoid producing more defective wafers and namkeen. The second measure is at slicer after that the third measure is at washer and last is at after giving flavour to it. So, all these activities are the measures for the quality control which will lead to better quality than the competitors. Women who are working at different levels of production have a full responsibility for the quality. If any defective potato goes into the process then for that that women is responsible and suggestions given by the in charge to her for not doing the same mistakes in the near future.

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4.11 MAINTENANCE RELATED ACTIVITIES: Maintenance may be understood as a set of activities which help keep plant, machinery and other facilities in good condition. It is an essential activity in every manufacturing establishment, because it is very necessary to insure the availability of the machines, buildings and services needed by other parts of the organization for the performance of their functions at an optimum return on the investment, whether this investment is in machinery, materials or employees.

OBJECTIVES: 1) To minimize the repair time and repair cost: As it is continuous process maintenance is needed at certain time period for cleaning and sharpen their bleds and changing the water, for changing the oil and cleaning the oil tank. So that there are less chances of breakdowns which will reduce the time and cost for repairs. 2) To improve the quality of products and to improve productivity: Main aim of maintenance is to reduce the possibility of break downs and maintaining the same quality products all the time. And it will help in optimum utilization of the rawmaterials which will reduce the wastage. 3) To maximize efficiency and economy in production: Through optimum utilization of the resources the efficiency and economy in production may be maximized. Through optimum utilization of resources productivity can also be maximized.

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4.12 TYPES OF MAINTANENCE:

There are different types of maintenance out of which one or more type of the maintenance carried out by the different organization. There are several types of Maintenance which are given below : 1) Break-down maintenance or corrective maintenance 2) Preventive maintenance 3) Predictive maintenance 4) Routine maintenance 5) Planned maintenance From all types of maintenance Balaji Wafers is using Preventive maintenance type for the maintenance of their machineries. Balaji Wafers can make run the plant for maximum 72 hours after which certain maintenance related activities to be carried out. In preventive maintenance Balaji Wafers Private Limited they are consisting of equipments which have proper design and installation. They are doing adequate lubrication, cleaning, and painting of buildings and other equipments.

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PRO FORMA FOR PRODUCTION REPORT

Sr. No. 1) 2) 3) 4) 5) 6) 7) 8) 9)

Name of the Products Potato Masala Wafers Potato Salted Wafers Tomato Masti Chat Chaska Banana Mari Wafers Banana Masala Wafers Farali Chevdo Chana Dal Mung Dal

Production (in kgs)

Sr. No. 10) 11) 12) 13) 14) 15) 16) 17) 18) 19)

Name of the Products Masala Peas Shing Bhujia Ratlami Sev Aloo Sev Tikha Mitha Mix Khatta Mitha Mix Masala Shing Shing Gathiya Chatka Patka

Production (in kgs)

- For the Production In charge

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MARKET SURVEY OF

RELATIONSHIP BETWEEN DEALER AND RETAILERS

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Total number of samples taken : 100

Types of samples taken : # Pan centers - 70 # Provision Stores - 20 & ice cream parlours # Dairy Farms - 10

Yes, selling Balaji products 98

No, not products 02

selling

Balaji

Number of Retailers selling Balaji products:-

Interpretation:Out of 100 Retailers surveyed in Gondal 98 are selling Balaji wafers and namkeens and 02 are not selling Balaji products. Main reasons of not selling Balaji products are as follows: Irregular delivery by dealers. Less demand 60

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Selling own unbranded products. No space for keeping Balaji Products. Fewer profit margins for retailers. Many Retailers are not selling Balaji products due to competition.

Product awareness of all Balaji products sold by them :

Potato Masala wafers -100 Potato Salted wafers - 100 Tomato wafers - 100 Banana mari wafers - 100 Banana masala wafers - 100 Farali chevdo - 100 Mung dal - 100 Shing bhujiya - 100 Aloo sev - 99 Khatta mitha mix - 100 Gathiya - 96 Chataka pataka tangy - 100 Chat chaska - 98 Chana dal - 100 Masala peas -100 Ratlami sev - 100 Tikha Mitha - 99 Masala Shing - 100
Chataka Masala - 100

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Interpretation: Few products like Ganthiya, Khatta Mitha mix, Tikha Mitha Mix, Masala Peas, Chataka Phataka (tangy tomato) are less aware among the retailers as compared to other products. The reason behind this is, Ganthiya, Khatta Mitha mix and Tikha Mitha mix are comparatively new products. Most sold products are: Potato salted wafer Potato masala wafer Tomato wafer Farali chevdo Aloo sev Least sold products are: Ganthiya Thikha mitha mix Khatta mitha mix Chataka pataka (tangy tomato) Masala peas The reasons for fewer sales of these products are: Less awareness among retailers and customers. Less demand. Loose Ganthiya are preferred by customers.

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Number of retailers getting necessary services by dealer.

Yes 98 No - 00 Dont know 02

Interpretation:From 100 retailers, 02 are not selling Balaji products and out of 98, all 98 are getting necessary services and 02 are not selling Balaji products so they dont know about the services provided. The reasons are as under: Few retail shops are remotely located, so a dealer is not able to provide necessary services. The other reason is that, some retailers have less requirement so sales executives dont visit often. Dealer has very large area to cover so sometimes it is difficult to satisfy all the retailers.

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Services offered by dealers to retailers: # Delivery # Co operation - 100 - 99

# Product awareness - 99

Interpretation: Only a single retailer is not satisfied by the delivery services provided by dealers. Replacement of rat cut products is not provided by dealer. Most of the retailers are satisfied by dealers co-operation. One retailer in market yard is facing the problem of product awareness as supplier does not provide information about new launched products. The dealer is able to deliver the goods properly and timely to retailers who are remotely located. The dealer also visits retail shops often which have less turnover. As Balaji is fast selling product replacement of goods is not much required by retailers although some retailers require replacement sometimes. Some times dealers fail to replace the expired goods timely. Dealer also do not entertain the replacement of rat cut goods which is often asked by retailers like grocery store and general stores. Most of retailers are satisfied with the co-operation of dealers, but few retailers have problems dealing with sales persons, who sometimes makes mistake in accounts and do the foul practice. The retailers of remote and village places like Anida are satisfied with the services (delivery).

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Variety of Balaji products that this retailers are keeping :

Sale of products

Potato masala Tomato wafers Banana mari wafers Farali chevdo Mung dal Shing bhujiya Aloo sev Khatta mitha mix Gathiya Chataka pataka(Tangy) Potato salted wafers Chat chaska Banana masala Chana dal Masala peas Ratlami sev Tikha mitha Masala shing Chataka pataka masala

98 51 76 47 82 74 42 20 23 30 98 51 75 67 44 32 16 91 48

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Frequency of delivery of Balaji Products given by dealers.

Fortnightly Once in week Twice in week - 00 - 07 - 93

More than once - 00 In week

Interpretation:00 retail shops receive delivery service fortnightly, which include remotely shops and shops that have less demand of products. 02 retail shops are never visited by salesperson as they dont sell Balaji. 07 retail shops receive delivery once in a week, due to less demand of product. 00 retail shops receive delivery more than twice in a week. 93 retail shops receive delivery twice in a week as per the policy of a company. located

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Number of Retailers facing problems regarding time of delivery:Yes - 01 No - 99

Problems faced by Retailers regarding time of delivery are as follows: Time of visit is uncertain. Irregular visit of salesperson. Retailers have to call for placing order. No fix time of visit. Salespersons come at time when shops are closed especially in afternoon. Timely delivery problems during feistivals like janmastmi, navratris, etc.

Retailers getting all the products of Balaji. Yes all !00 retailers are getting almost all the products of Balaji. They are not facing any problems in that. Supplier is providing them with all the new products.

Interpretation:Out of 100 Retailers selling Balaji Wafers products, retailers are getting all the products that they demand except some rare products which are not in much demand. Retailers are not getting few products of Balaji like Aloo Sev, Ganthiya, etc. Also retailers sometimes get less quantity then demanded by retailers. Problem of getting all products rises at the times of festivals.

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Satisfaction level of retailer by dealer services:-

Highly satisfied Satisfied 97

Average 01 00

Dissatisfied

Highly Dissatisfied 00 00

Out of 100 retailers that are selling Balaji Wafers, satisfaction level of almost all retailers are above average, which is good. The company should try to increase the satisfaction level of retailers. The company should make efforts so that the more and more retailers are in highly satisfaction level.Dealer should provide basic services like delivery, replacement and cooperation. Also the company should give the trade promotion to retailers. Scheme should be introduce to encourage the larger purchase by retailers by offering discount on large bulk purchase.

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Other products sold by the retailers other than Balaji products :

Sale of other products Lays Kurkure Everest Bingo Samrat Haldiram Atop Cheetos Local brands No other products 42 59 48 35 37 12 18 41 9 22

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Interpretation:Top five brands sold by retailers are: 1. Balaji wafers. 2. Kurkure. 3. Everest. 4. Cheetos. 5. Bingo.

Retailers prefer to sell other brands because of following reasons: Samrat namkeen is more tasty than Balaji namkeen Due to customers demand Retailer can offer more varieties to customer Local products have higher profit margins Few brands provide good promotional schemes Few brands provide display stands, banners, boards, etc Some niche segment of customers prefer premium brands i.e. bingo, lays.

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Numer of retailers who think Balaji is competitive enough With other products :
Yes 100 No 000

Interpretation: Out of 100 retailers, all 100 retailers believe that Balaji products are competitive enough due to following reasons: Quality of a product Quantity of a product Regular delivery Numbers of product. Balaji is competitive enough because its belief in offering Quality products at economic rate. The distribution channel of Balaji wafers is good. The margin to the retailers are also fair.

And some have negative response due to following reasons: Balaji Namkeens are less spicy as compared to samrat. Promotional activities are very less like schemes and advertising.

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Criteria for which people accept Balaji products: CRITERIA TASTE QUANTITY QUALITY PRICE BRAND IMAGE VARIANTS AVAILABILITY Interpretation:Above table represents ranking given by retailers for the criteria for which people accept Balaji wafers products. Customers prefer Balaji mainly due to Quality, Quantity, and Taste. Retailers are less aware about new products. Price is same RANK 1 2 3 4 5 6 7

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Number of Retailers getting all the necessary information regarding products/ new products of Balaji wafers:
Yes 99 No - 01 Interpretation Out of 100 retailers, 99 retailers get required information by dealer and 1 retailers do not get required information. Sales persons do not give information spontaneously retailers have to ask for information.

Response given by retailers for introduction of new product in market by Balaji wafers;Yes 06 No - 94
Interpretation:

Out of 100 retailers, 06 retailers are having positive response for introduction of new product by Balaji wafers and 94 retailers are not in favor of introduction of any new product by Balaji.

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Few suggestions given by retailers about introducing new products :

Bikaneri sev Khakhara Lasun sev/ sev mamara Lasun sing Cheese balls Fries Bhakharvadi Pudina sev Wheat mamra Papad Cheese and onion wafers Popcorn Chakri Balaji should introduce snacks with low fat and low calorific value. Today the customers are more health conscious. This low calorie products will cater the customers which are health conscious.

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Key Findings / Analysis:

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Most of retailers complaints are about fewer profit margins, no supply of hangers, stands and hoardings for advertising. New products like Ganthiya, Tikha Mitha Mix and Khata Mitha Mix are less aware among retailers as well as customers. Supply of goods fluctuates very much especially during festivals.

Product range is less as compared to Samrat Namkeens and Haldiram Namkeens.

Balaji is competitive enough according to the retailer Some retailers sell other brands because those brands provide stands, hanger, and banners for e.g bingo. Only few portion of reailers are highly satisfied.

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SUGGETIONS

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Suggestions / Recommendations given by retailers to Balaji wafers are as follows:

Balaji wafers should increase promotional activities i.e Balaji should provide discount to retailers for large quantity purchase. Balaji wafers should provide stands/hanger free of cost to retailers for displaying products. Balaji wafers should increase profit margin of retailers. Because Balajis Profit margin is less as compared to other Brands. Balaji wafers should increase the supply of products like Aloo Sev. Balaji wafers should increase advertisements. Regularity in supply of products, especially in festivals. Balaji wafers should provide their banners and electric board to retailers to attract customers. Balaji Namkeens should be made spicier. Companys representatives should take visit of retailers frequently. Sales Persons should be trained to behave properly. Smaller area should be assign to dealers. Products like ganthia should demonstrate properly. 79

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CONCLUSION

During our visit to BALAJI WAFERS PVT. LTD., we collected all the information about the company. The effect of this industrial visit on us cannot be expressed in words. These types of visit are more useful to us. It becomes helpful for exploring our knowledge about how business actually runs and also helps to know the current scenario of market. It is helpful in finding out the gap between practical learning and theoretical learning.

We have come to conclude the following points for the success of company at the end of this report.

improve.

Company is ideally located and easily fulfills its requirements. The company has large market share in Gujarat then its competitors. The company is progressive as well as reputed in the market. Good relations with internal as well as external customers. Relations between Dealer and Retailers are good but need to be

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BIBLIOGRAPHY
Bibliography is the final section of report presentation. It contains detailed information on references or source materials. Books : Marketing Management ( 12th Edition ) - Philip Kotler Business Research Methods ( 8th Edition ) - Donald Cooper & Pamela Schindler

Websites : www.balajiwafers.com www.asiapacificfoodindustry.com www.indiamart.com www.factsfiguresandfuture.com Magazine : Agri and food industry

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ANNEXURES

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BALAJI WAFERS (P). LTD. VAJDI(VAD), KALAVAD ROAD, TAL: LODHIKA, DIST: RAJKOT TEL: +91-281-2783755/56. FAX +91-281-2389300. E-MAIL: keyurvirani@hotmail.com, contact@balajiwafers.com Questionnaire Relationship between retailer & dealer 1. Shop name:_____________________________________________ 2. Retailer name:__________________________________________ 3. Address:_______________________________________________ ________________________________________________ 4. Ph no. ____________________(M)__________________________ 5. Are you selling Balajis products? Yes No If No give reason:______________________________ 6. How many items of balaji do you know from the following? Potato malsala wafers Tomato wafers Banana mari wafers Farali chevdo Mung dal Shing Bhujia Aloo sev Khatta mitha mix Gathiya potato salted Chat chaska Banana masala wafers Chana dal Masala peas ratlami sev Tikha mitha mix Malsal shing Chataka pataka (Masala masti)

Chataka pataka (Tangy tomato)

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7.

How many type of product do you sell? Potato malsala wafers Tomato wafers Banana mari wafers Farali chevdo Mung dal Shing Bhujia Aloo sev Khatta mitha mix Gathiya potato salted Chat chaska Banana masala wafers Chana dal Masala peas ratlami sev Tikha mitha mix Malsal shing Chataka pataka (Masala masti)

Chataka pataka (Tangy tomato) 8. Does dealers gives you necessary services? Yes No 9. Please tick mark services offered by your dealer: Delivery Replacement Co-operation 10. How many times do you receive delivery of Balaji wafers by dealers? Fortnightly Once in a week Twice in a week More than twice in a week 11. Are you facing problems regarding on time delivery? Yes No If yes what kind of problem?___________________________ 12. Are you getting all the products of Balaji wafers? Yes No

13. Are you satisfied with dealers services? Highly satisfied Satisfied Average Dissatisfied Highly Dissatisfied Why:_________________________________________________

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14. Are you selling any other food items except Balaji wafers? Lays Kurkure Everest Bingo Samrat Cheetos Local Brands Haldiram A-top

Why?______________________________________________________ 15. Do you think Balaji is competitive enough with other available products? Yes No

16. From which criteria people accept Balajis Product? (give rank) Price Quality Taste Availability 17. Does your dealer gives provides you with all the necessary regarding the Product/ New product of Balaji Wafers? Yes No Brand Image Variants Quantity

18. Should Balaji Wafers introduce new product in market? Yes No which type of product?_________________________________________ 19. Any suggestion?_______________________________________________ Any Time Crunchy All Time Fresh Signeture of retailer: _____________

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