Beruflich Dokumente
Kultur Dokumente
ON
SELLING & DISTRIBUTION STRATEGY OF AMRIT
FOOD
NOIDA
In partial fulfillment of PGDM
(2009-2011)
Submitted To:-
Submitted by:-
Dr.Dharmendra Kumar
Mithun Pichli
Roll-15
PGDM (2009-
11)
INSTITUTE OF PROFESSIONAL
EXCELLENCE & MANAGEMENT (I.P.E.M)
A-13/1, Southside, G.T. Road, Industrial Area, NH-24, Ghaziabad
PREFACE
After completion of 3rd semesters of PGDM from I.P.E.M. College
Ghaziabad, I joined Amrit Food Corp. Ltd. for my summer training
project for the duration of 4 weeks. Where I was expected to report
Mr.R.P.Dixit , who was my project guide from the company.
The topic of my project was SELLING & DISTRUBUTION STRATEGY
OF AMRIT FOOD LTD. It was totally different topic for me. I can say its
a combination of marketing and research. During this project I got some
real time experience of the Retail industry what the industry is all about
and how it functions. It was really a very nice experience for me and
many more things I learned during this project.
I thank my whole faculty for providing me this opportunity.
ACKNOWLEDGMENT
Nothing concrete can be achieved without proper
guidance & Training
-------------------------------
MITHUN PICHLI
PGDM- III Sem.
2009-2011
DECLARATION
MITHUN PICHLI
TABLE OF CONTENT
S.NO.
TITLE
PART-I
COMPANY PROFILE
Structure of organization
PRODUCT PROFILE
PART-II
OBJECTIVE
RESEARCH METHODOLOGY
SWOT ANALYSIS
FINDINGS
CONCLUSION
Suggestion/recommendation
LIMITATIONS
ANNEXURE
BIBLIOGRAPHY
P.NO.
Amrit food
COMPANY
PROFILE
AMRIT FOOD:-
Amrit Corp. Limited has come a long way since its incorporation in
1940. Some of the significant Milestones traversed by Amrit Corp.
Limited in its over 6 decade long journey are:
2007:
2005:
2001-03:
1998:
1991:
1987:
1986:
1985:
1982:
1980:
agricultural
residues like rice straw, wheat straw, kana grass, bagasse etc.
1969:
1962:
1960:
1946:
1943:
1941:
1940:
Amrit food
STRUCTURE
OF
ORGANIGATION
Manufacturing Facilities
Amrit Food possess is an unique and state-of-art facility which is the only
one of its kind in India. As opposed to its competitors Amrit Food uses a
direct steam infusion UHT sterilizer to maintain the natural flavor and
freshness of milk as well as its full nutritional values. Amrit Food is also
the only one in India having an aseptic flexible pouch packaging system
for UHT treated long life milk and milk products. The aseptic pouch is an
economical option and also an eco-friendly packaging as it is fully
recyclable. The plant is located 20 km from Delhi, over a land area of
20,000 sq. mtrs. The manpower strength to run this high tech plant is
around 80, which includes entire work force, supervisory and managerial
staff.
QUALITY OBJECTIVES
Total fat losses maximum 0.40% (80% cases) to be achieved by end of
financial year 2007-2008.
Total SNF losses Maximum 0.50% (80% cases) to be achieved by end of
financial year 2007-2008
Reduction in inventory cost by 10% (includes Stores and Spares only but
does not include critical spares, crates, wire trays, cans raw materials,
packaging materials and finished goods ) to be achieved by end of
financial year 2007 2008.
To ensure no product is recalled Food Safety reasons by end of financial
year 2007-2008.
Thus ensuring that final product going into the market is absolutely safe
for consumption to further our commitment to produce top quality
products through rigorous control and monitoring of Materials and
Processes.
Process Capabilities
State-of -art dairy processing equipment from Denmark and France.
Deploys modern technique of Ultra Heat Treatment (UHT) with direct
steam infusion. The only of it's kind in India
Aseptic packaging in Tetra pak and co-extruded multi layer film. The
UHT process and aseptic packaging ensures that milk & milk products
have nil bacteria.
Milk & milk products absolutely safe to use directly from the pack.
Long shelf life Milk & milk products with no need of refrigeration till pack
opened.
Amrit food
PHILOSOPHY OF
THE
ORGANIZATION
Amrit food
MANAGEMENT
BOARD OF DIRECTORS
Shri N.K.Bajaj
Shri J.K.Khaitan
Vice-Chairman
Shri G.N.Mehra
Director Independent
Director Independent
Director Independent
Director Independent
Director Non-Independent
Director - Non-Independent
Shri A.K.Bajaj
Managing Director
Key Personnel
Shri J.C.Rana
Shri A.K.Bagga
Vice-President
B.P.Maheshwari
Amrit food
PRODECT
OR
SERVICE
D) Strawberry
Fat-1.59g
MRP-15
Protein-3.34
Pack size-180ml
Life of milk-120 days.
E) Coffee
Fat-1.59g
MRP-15
Protein-3.34
Pack size-180ml
Life of milk-120 days.
f)Cofee tofy
Fat-1.59g
MRP-15
Protein-3.34
Pack size-180ml
Life of milk-120 days.
3.Gagan caf.
a)Capuccion
Fat-4.8%
MRP- Rs20
Pack size- 200ml.
Life of milk- 120 days.
b)Cofee caramel
Fat-4.8%
MRP- Rs20
Pack size- 200ml.
Life of milk- 120 days.
c) Coffee Hazelnut
Fat-4.8%
MRP- Rs20
Pack size- 200ml.
Life of milk- 120 days
2. Double Tonned Milk (DTM)
Fat- 1.44%,
MRP- 30Rs. / Lit.
Pack size-1/2kg
Life of product-90 days
Associate's Products
Mother Dairy
Coffee
McDonald's
PARAS
MOTHER DAIRY
GOPALJEE
Amrit food
OBJECTIVEs
OF THE
STUDY
Every work must be start with some objectives, without object no work
can be completed. In the same way I have started my summer project
with some objectives, And the topic which assigned me by company was
Selling & distribution strategy of Amrit Food Corp. ltd Amrit food
in convenient foods and beverages in Noida & Ghaziabad with
revenues of about 875.89 laces in year of 2009-2010 and over 45,000
employees.
Recently Amrit food is continuously trying to improve its position in the
total sales in corporate houses segments.
The objective of my project report was that:
To find out the problems faced by the channels of distribution.
To increase penetration in the market.
To find out levels of satisfaction among the retailers.
To find out availability of Amrit product in the outlets.
To see the distribution gap by which the product is selling.
To know the monopoly in these outlets.
Consumer behavior about Amrit food.
Amrit food
RESEARCH
METHODOLOGY
RESEARCH METHODOLOGY
RESEARCH OBJECTIVE:
The objective of my research is to find out the market share of Amrit food
with respect of filled stock , strength, signage, chilling equipments, pet
strength, etc.
The data for market research is collected using the survey technique
surveys are best suited for analytical research. I undertake survey to
learn about Amrit foods knowledge, belief, preferences, satisfaction,
attitude, value and so on and to measure these magnitudes in the
general population.
2. DATA SOURCES:
The research plan can call for gathering primary and secondary data.
A. Primary Data: Primary data has been collected personally from
various retailers. I interacted directly with executive persons of the
Amrit food. Distribution and Amrit depot. I acquired good information.
B. Secondary Data: I collected secondary data from companys
records, magazines, books and the website of the company
www.Amrit food
3. RESEARCH INSTRUMENT:
Amrit food provided me an every dealers survey (EDS)
Format as research instrument for collecting primary data. The EDS
format consists of a set of question presented to respondents for their
answers. Because of its flexibility, the company format is the most
common instrument used to collect primary data.
4. SAMPLING PLAN:
It can be presumed that in such an enquiry when all the items are
covered no elements of chance is left and highest accuracy is obtained.
This type of enquiry involved a great deal of time, money and energy.
Due to the limitation of time and cost not practically feasible to contact
each and every respondent in the target segment. Hence quite often I
selected constituted what is technically called a sample.
5. CONTACT METHOD:
Personal interview is the most versatile methods. The interviewer can
ask more questions and record additional observations about the
respondent. Personal interview is the most expensive method and
requires more administrative planning and supervision that other
method. It requires intelligent efficient and communicative interviewers.
Research Design
INTENSIVE LITREATURE
RESEARCH DESIGN
FEEDBACK
COLLECTION OF DATA
ANALYSIS OF DATA
RECOMMENDATION AND
REPORT WRITING
T IME SCHEDULE
TOTAL DURATION
12 May TO 25 June
Sample Size:
Sampling Tools:
12 May TO 12 June
13 May TO 12 June(NOIDA)
10 June TO 25 June
Market Segmentation:
The strategy of market segmentation of Amrit food is undifferentiated
marketing, where the target market is one and marketing is same for the
target markets.
A Company cannot serve all customers in a broad market such as
drinks. The customers are numerous and diverse in their buying
requirements. The company needs to identify the market segment that in
can serves more effectively.
Product Modification:
Sometimes company also tries to stimulate sales by modifying the
products characteristics with quality improvement, feature improvement
or style improvement.
DISTRIBUTION
Most producers word with marketing intermediaries to bring their
product to market, between producers and the final users stand a
marketing channel, a host of marketing intermediaries performing a
variety of functions and bearing a variety of names. The marketing
intermediaries make up a marketing channel (also called a trade channel
or distribution channel).
Marketing channels are the sets of interdependent organizations
involved in the process of making a product or services available for use
or consumption.
Channel Levels:
Each intermediary that performs works in bringing the product and its
title closer to the final buyer constitutes a channel level. Since the
producer and the final customer both perform they are a part of every
channel.
There are four channels of distribution depending on the market
conditions, longer marketing channels are also found, but it is not in
practice only in rare case. The major four channel levels are(1) Zero-level channel (also called a direct marketing channel)Manufacturer to Consumer.
(2) One-level channel.
Manufacturer to Dealer to Consumer.
(3) Two-level channel.
Manufacturer to Wholesaler to Retailer to Consumer.
(4) Three-level channel.
Manufacturer to Wholesaler to Dealer to Retailer to Consumer.
Manufacturers
Consumers
Whole Seller
Whole Seller
Retailer
Lobber
Retailer
Industrial
Manufacturers Sales
Branch
Manufacturers
Customers
Manufacturer or
Distributor
Retailer
Consumer
Bottling plant
Distributors (Noida)
Retailers
Distributors (Ghaziabad)
Retailers
Distributors (delhi)
Retailers
SWOT ANALYSIS
STRENGTH
Amrit food corp is a well known and company with high profile
turnover is not only well-established but also reputed company.
Company carries vast experience and professional competence in
launching
successfully
its
project
in
various
market
of
Noida,Ghaziabad.
The wide range of flavor milks that it has in its armory, is also a
strong point.
It has a wide and extensive distribution network of flavor milks.
WEAKNESSES
Amirt food corp losing its market share to competitors due to poor
supply.
OPPORTUNITY
With ever increasing population and changing life style of ready to
serve foodstuff including drinks couples with the fact that
approximately 40% population of India is below 25 pears, and Soft
Drinks Company has bright future. Goodwill of company can be
increased by publicity and advertisement. Basically Indians are
very emotional and get attracted to those things and names very
easily, which show some belongingness, so a company can easily
track consumers with an adequate publicity policy.
THREATS
The Amrit Food Corp is facing a big threat from its competitors
Amul, Gopalgi and Mother Dairy, which are products of flavor milk,
are having a reputation of Swadeshi Brands in the mind of
customers because of their origin. That can cover more targeted
consumers. Those consumers who prefer to drink hard brand
product they purchase Amul.
ANALYSIS
Noida
60
50
40
30
20
10
0
Yes
No
Analysis:
It was found that 70% retailers who know about gagan flavoured
milk..
Most of the area are aware of the gagan flavoured milk because
margin is high so they keep the product and sellig them to the
student.
A. Amul
: 50%
A. Gagan
: 30%
C. Gopalgi
: 15%
D. Other
: 5%
Chart Title
Others; 5%
Gopalgi; 15%
Amul; 50%
Gagan; 30%
Analysis:
Every area wants to sale gagan flavored milk because gagan give
the Margin high rather then amul, Gopaljee etc .
:10%
Demand :10%
Other
:-15%
40
35
30
25
20
15
10
5
0
Service
Quality
Price
Demand
Other
NO
40%
60%
Chart Title
Yes; 40%
No; 60%
Analysis: I found that all the NOIDA sectors supply of gagan milk was
not good.
60% of the shops keepers are not satisfied about supply of
Amrit food.
40% of shops keepers are satisfied supply of amrit food.
5)
Sectors?
Amul
Amrit foods
45%
Mother Dairy
25%
15%
Gopalgee
15%
50%
45%
40%
35%
30%
25%
20%
15%
10%
5%
0%
Amul
Amrita Food
Mother Dairy
Gopalgee
Analysis: Compare with other companies, I found that Amul has good supply
of product in NOIDA sectors.
I found that Amrita food was second position but as compare to
Amul it was so below then Amul.
I found that in NOIDA sectors there are so many retail outlets of
MOTHER DAIRY.
FINDINGS
14
15
50
10
21
15
s Canteen
70
ence Conveni
Grocery
Navkar
marketing(Noida
)
No.
Of
Outle
ts
Eatery
Name of
distributors
26
4
15
Laxmi marketing
Total
120
24
36
30
30
Findings of Channel
Analysis:
Since my area was rural & urban there for most of the outlets were
of under the category of grocery as well as college Canteen and
convenience which includes sweets shops, tea shops, pan shops
etc.
Navkar
No.
Filled
of
Stock of
outle
Amul (In
ts
crts.)
70
12
stock
Amrit
food( in
Filled
of
stock
of
Gopal
GI(In
crts.)
Filled
stock
of
Mother
dairy(I
n crts.)
crts.)
7
marketing
Laxmi
markerting
Total
50
15
13
120
27
21
Analysis:
The filled stock of Amrit Brands was 38% of total market.
27
Amrit Brands
15
Mother dairy
(Mix)
66
70
60
50
40
30
20
10
0
Amul Band
Amrit Brand
Mother Dairy
Mix Brand
Analysis:
Most of the outlets of the area keep both brand(Amul,Amrit).
hence I found that more than 66% of the total outlets have mix
status.
I found that most of the area Mother Dairy has own outlets.
Cooling
Cooling
equipment
equipme
equipment
nt
provided
provided
Own Cooling
equipment
provided
By Mother
By Amul
Dairy
36
By Amrit
food
30
50
50
45
40
35
30
25
20
15
10
5
0
Amul Band
Amrit Brand
Mother Dairy
Own Cooing
Analysis:
More
than
50%
of
total
outlets
have
their
own
where as Amul & Mother Dairy & Amrit food has the contribution of
30% and 25% ,3% respectively.
Others Milk
10
90
Chart Title
90
10
80
20
Chart Title
Analysis: I found that in Noida market Amrit food provide caf milk.
Others some of the Shops they manufacture caf milk
In Noida market Amrit food caf demand is not so high.
Table 11:
Amrit Food Price
80%
20%
80
70
60
50
40
30
20
10
0
Amrita Foods Price
CONCLUSION
My survey related to some rural & urban area of NOIDA city. I had
completed my survey under two distributors. In these areas having not
much demand of Amrit Food so, it is necessary to fulfill the demand
beyond the increase the awareness.
After completion of my survey, I reached to this conclusion that in these
areas the customers are not Brand Loyal. They buy milk product only to
their demand. Therefore it good and harmonious relationship is
maintained between the distributor and the customer executive; the
company can definitely increase their products share in the market.
Another conclusion is derived is that if regular supply of the consignment
would be done then it will be an aggressive way and all the brands would
be sold out?
RECOMENDATION
Amrit Company has bright future but there is very stiff competition
between Amrit food corp & Amul . So there are few suggestions, which
can extend the Amrit share in given market.
1. It is the task of company to provide the comforts to retailers as
cooling equipments, glow sign wall painting, dealer board and
racks etc.
2. Concentrate all the outlets, which may extend the Amrit demands
in markets.
3. For the penetration of Amrit brands in balance area , some scheme
must be introduced. Such as visi. Cooler provide the new outlets
holders.
4. There should be proper and regular delivery of products
5. Take appropriate steps to prevent the unfair trade practice which
done by the dealers.
6. Proper investigation regulated by the executives of the company.
7. More attention should be paid on advertisement through providing
glow signs, dealer board and painting.
8. There should be preventing monopoly of the dealers.
LIMITATION
APPENDIX
Firms Name
:
Address
:- ...
...
NO
Butter scotch
Kesar badam
Elaichi
Strawberry
Coffee
Coffee-toffee
a) Mother Dairy
YES
NO
b) Amrit (gagan)
YES
NO
c) Amul
YES
NO
d) gopalgi
YES
NO
e)Other
YES
NO
NO
If no why?
Service
Quality
Price
Other
1) poor( )
1) poor( )
1) poor( )
Date:-
(.)
Signature
BIBLIOGRAPHY
PERSONS REFERENCE
Dr.Dharmendra Kumar
BOOK REFERENCE
WEB SITES
www.indiandairy.com
www.google.com
NEWSPAPER
Economic Times
Business Standard