TABLE OF CONTENTS

Sl no Particulars Page No

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15

PREFACE EXECUTIVE SUMMERY INTRODUCTION PROCESS OF PACKED MILK MARKETING OF NESTLE MILK LTD MARKETING OF MP STATE COOPERATIVE DAIRY FEDERATION LTD CHANNELS OF DISTRIBUTION THEORETICAL FRAMEWORK AND METHODOLOGY PROBLEM STATEMENT OBJECTIVES OF STUDY RESEARCH METHODOLOGY DATA ANALYSIS & RESULTS CONCLUSION LIMITATIONS OF STUDY QUESTIONNAIRE BIBILIOGRAPHY

2 4 7 10 14 16 19 22 24 26 30 48 52 54 58

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Chepter 1 # PREFACE

PREFACE
Management Science is very highly a practical oriented program. Theories learned in classroom are applied in the market. That is why reports and assignment are essential and integral part of this programme. The research reports are the core activity in the subject of Business Research Method. Through this research report, we collect the different facts and figures, which enhance our knowledge about marketing environment in Pakistan specifically and work market generally.
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We have tried our best to compile the same in the report, which we observed and learnt during our Research Program on MILK MARKETING-COMPARISON OF PACKED MILK VERSUS FRESH MILK IN BHOPAL (MP) . Some of the more at 20 cents a liter, the farm-gate price of milk is perhaps the lowest in the world. The native dairy farmer does not receive any subsidy. So the Indian milk products in the postGATT world can out compete those from many advanced nations that now dominate global markets. With her current output of 78 million tonnes, India is already the worlds largest milk producer. While its annual milk production growth rate averages about 5 per cent, the domestic market for products like butter, powder, cheese, ice cream, dairy whiteners and spreads is galloping at 10-15 per cent per year. New dairy enterprises are cropping up in hundreds: a few with foreign collaboration have come up. Some make specialty dairy products like cheese, casein, lactose and whey proteins. The advent of foreign brands produced in India is changing the profile of the national dairy industry. In fact, any multinational food company looking for overseas manufacturing popularity. facilities would find India irresistible. Already, companies like Heinz, Britannia, Nestle and Nutricia are gaining

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Chepter 2 # EXECUTIVE SUMMERY

EXECUTIVE SUMMERY
Dairying was hardly known as an organized activity at the time of formation of the State of Madhya Pradesh in 1956. The dairy trade was unorganized and largely under the control of milk traders, middlemen and vendors. Dairying, as an allied activity to agriculture, provides many rural families with their only source of continuous income. Lately, the concept has undergone a lot of change owing to the participative
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and interactive approach having been organized on proper lines as an integrated and inter-linked activity involving production, processing and marketing. Presently only 5 Milk Unions (viz., Bhopal, Indore, Ujjain, Gwalior and Jabalpur) are operating. The Milkshed area of the Cooperative structure is thinly spread over in 44 out of 48 districts. However, the milk routes cover only about 10% of the total villages in the state. The Cooperative The Cooperative Dairy structure in the State was created under the Operation Flood (OF) programme with the financial support of National Dairy Development Board (NDDB). MP State Cooperative Dairy Federation Ltd (MPCDF) is the apex body of the 3 tier dairy cooperative structure in the State of Madhya Pradesh for organized dairy development. The First Tier - Village level Cooperative Societies- the DCSs, Second Tier Central Society i.e. Cooperative Milk Unions, and Third Tier - Apex Society i.e. MPCDF has become the mainstay for almost all dairy development activities in the State. At the primary level are the Village milk producers Dairy Cooperative Societies (DCSs) that are welded together into 5 regional Cooperative Milk Unions which operate facilities for milk & feed processing, collection & distribution of milk and provides the milk producer members a full range of technical input services. The 5 regional Cooperative Milk Unions situated at Bhopal, Indore, Ujjain, Gwalior and Jabalpur procure raw milk from the village level dairy cooperative societies, process it in the dairy plant and market the pasteurized liquid milk in sachets under the brand name of Sanchi to the urban consumers. The surplus quantities of liquid milk is transferred to other milk unions of the State under State Milk Grid (SMG) or the milk unions outside the State under the National Milk Grid (NMG) or converted into milk products by the Milk Unions.

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The milk products are manufactured and marketed under the brand name of Sanchi by the milk unions and also marketed by the apex federation MP State Cooperative Dairy Federation Limited under the brand name of Sneha within and outside the MP State. The milk unions that own and operate the milk processing and associated infrastructure in their milk shed have gradually evolved into self-supportive organizations and have registered a great degree of success on account of operational independence. However, a common platform for evolving uniform policy and coordinated systems and procedures is provided by the apex milk federation i.e. MPCDF. It maintains liaison with GOMP / GOI regarding policy making and implementation of Dairy development activities, advises & guides its member milk unions regarding all aspects of Managerial, Monitoring and auditing issues. Today the apex federation (MPCDF) with its five regional Cooperative Milk Unions is procuring 5.16 lakh kilograms of milk daily from its 2.56 lakh milk producers associated to 5583 dairy cooperatives. The local milk sale is to the tune of 4.47 lakh liters daily thus disposing the balance under State/National milk grid arrangements and product making. During financial year 2009-2010, the 5 Milk unions have together registered an operating profit (Before Depreciation & deferred liabilities) to the tune of Rs. 12.71 crore (till February 2010).

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Chapter 3 # INTRODUCTION

INTRODUCTION BACK GROUND After the world war 2nd, industrial development accelerated ampliphicatedly in multidimensional all over the world especially in America and Western Europe. In the race of industrial tremendous development although industrial products based on modulated and sophisticated technology, received the bright concentration of the
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industrial nations, yet consumer products also caught the attraction of particular group of manufactures seeking profit orientation vide satisfaction. Agriculture being the vocation of the majority was considered the genuine industry to be technologies worldwide. So this recognized phenomenon amplified the agro-based industry astonishingly and unprecedented during the last three decades. As the market- oriented concept of business and trade holds the popular and attractive vase behind the process of manufacturing consumer goods, the progressive businessman to explore new fields, and niches resulting in consumer satisfaction do always efforts. This enchanting and fascinating process of exploration and Research was basic factor, which brought about the origin and innovation of milk industry to meet some unsatisfied needs of milk- consumer. It is an accepted fact the milk from the very origin of mans life on the earth, has been the most likely and captivating food its energetic qualities. In the early days, milk could be easily managed and availed. But with the industrial growth, population explosion, change in life style, above all over, increasing consumption of the meats of milk generating cattle and their evacuation from cities caused the problems of milk scarcity and unavailability at its unprecedented and gravity level, especially, in the big crowded cities. To meet this milk scarcity problems, powder milk was launched into market but it could not achieve the real target despite its propagation and advertisement of its hygienic effects and still the need of fresh and natural milk were felt among the consumer. Realizing this very need and same other socio-psychological factors e.g. Its purchase without any pot; tetra-pack mils was introduced and expectedly it captured a reasonable market share not only at its starting period but it always on the paths of increase and growth. Still there is bright prospectus for this product to maximize its position in
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the growing markets of big cities. Currently there are two main brands serving the market-associated with Tetra Brick, Aseptic Tetra pack.

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Chapter # MILK

PROCESS OF PACKED

PROCESS OF PACKED MILK Packed milk is a processed milk. We collect milk from the approved dairy farms and process it keeping the highest standards. Many people doubt that packed milk is made of chemicals or its proceeds synthetically but it is a quite misleading conception.
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MILK COLLECTION The method adopted in collection of milk from dairies is, to only collect milk from the approved suppliers who are running their cattle farms in accordance with the prescribed standards. The temperature is maintained at 80C without adding ice. The chiller containers are especially cleaned before milk is stored in them. This milk is then transported to the factory.

FACTORY RECEPTION As soon as milk reaches the factory reception the qualified chemists and microbiologists for conducting a series of tests once again test it. This enables us to mark the milk confirming it to be international standards.

PROCESS
The milk is then pasteurized at 780C killing 98% germs / bacteria. The milk after pasteurization is then standardized as prescribed by the Pakistan Pure Food Laws at 35% fats and 8.9% SNF (Solid Non-Fats). This process makes it a premium quality product.

STANDARDIZATION
Standardization is a process in which the excess fats and SNFs are removed from the milk in order to achieve the standard of 3.5% Fat and 8.9% SNF as prescribed by the Pakistan. HOMOGENIZATION Homogenization is a process in which all the cream in the milk is mixed. In this process, milk is passed through 200 Bars of pressure,
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which in turn breaks each cell to 0.5 microns, which is 200 times smaller than its actual size. By applying this enormous pressure the entire cream mixes in the milk. This process makes every drop of Nestle milk highly nutritional, energy giving and homogeneous to the other parts. That is why, on boiling Nestle does not accumulate cream on its top like ordinary milk. UHT By means of this process, the milk passes through 140 C in 3 seconds and then cooled up immediately to 20 C with in the next 5 seconds, which in turn kills all the bacteria. This is fate most sophisticated and advanced process being adopted throughout the world. At dairies we use the indirect method of HUT and milk is heated by steam passing through stainless steel pipes. All other brands in Pakistan use the direct method of heating by injecting steam in the milk. These ads water contents in milk, where as indirect heating in fact evaporates water from the milk. This is what makes Nestle the thickest milk SKIMS MILK There are mainly two types of milk powders, full cream and skimmed. SKIMZ is a skimmed milk powder. Full cream powder contains 28% fat, whereas SKIMS as compared to full cream milk powder. BENEFITS OF SKIMMED MILK Researched all over the world have identified the following benefits of using low- fat milk powder: -Low cholesterol content helps prevent high blood pressure and various cardiac disorders. -Low fat content helps you stay smart. -High calcium content prevents Osteoporosis (deterioration of bone mass) especially in women after menopause.
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-High protein content helps strengthen and builds muscles. -Low fat milk can reduce the risk of intestinal cancer. -Low fat milk helps in reducing the Alzheimers disease. HOW IS SKIMS PRODUCED? Milk is collected from the best available sources. It is pasteurized to kill all pathogenic bacteria. All fat is removed from the milk and water is evaporated from it under vacuum. It is then spray dried. Spray drying increases the quality of solubility of milk powder, making it more instant. The product is then packed in aluminum foil to protect it from bacteria, heat and light, and to preserve its freshness and flavor.

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Chapter 5 # MARKETING OF MILK NESTLE MILK LTD.

MARKETING OF MILK NESTLE MILK LTD. INTRODUCTION OF THE COMPANY

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Nestle Milk Pak Ltd. Was established in 1981. As a result of the joint venture between Nestle-S.A and Milk pack Limited. Besides the investment, this joint venture has helped Nestle Ltd to acquire the equipment, transfer of latest food technology .It has also invested vast resources in people and developed a well-trained industries work force. India, at present, has a very growing and varied food industry. Therefore it has tremendous untapped potential, that can be maximized by developing new food concepts. Nestle Ltd. has aimed to do just that, and much of its activities are focused on introducing new food products to the customer, rather than concentrating on gaining market share in existing categories. MILK RELATED PRODUCT LINE OF NESTLE MILKPAK Nido Lactogen NESCAFE CLASSIC Every day Tea Whitener Cerlac Fruit Cerlac Honey Cerlac Banana Cerlac Rice Milo Desi Ghee Cream Butter Butter Skotch Milkpak Nes Cafe Select Ness Caf 3 in 1 Cereal Wheat Chocolates Neslac Nescafe Frothe

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Chepter 6 # MARKETING OF MP STATE COOPERATIVE DAIRY FEDERATION LTD :

MARKETING OF MP STATE COOPERATIVE DAIRY FEDERATION LTD : INTRODUCTION OF THE COMPANY

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MP STATE COOPERATIVE DAIRY FEDERATION LTD CLAUSE 7 OF MP SAHAKARI ACT 1960. To carry out activities for promoting

was established the

in1977 and started its production in 1978. It was setup under production

procurement

processing, manufacturing and marketing of milk and milk product for socio-economic development of the farming community. Development and expansion of such other allied activities as may be conducive for the promotion of the dairy industry, improvement and protection of mulch animals and economic betterment of those engaged in milk production. The company has several departments as; Marketing department. Finance department. Production department Quality increase department Repair department Engineering department MILK RELATED PRODUCT LINE OF MPSCDF

Sanch Urja Double Tonned Flavoured Milk Sanchi Gold High Fat Milk Sanchi Lassi Sanchi Plain Butter Milk (Mattha) Sanchi Salted Butter Milk (Mattha) Sanchi Shrikhand Sanchi Smart Double Tonned Milk Sanchi Sweet Curd Sanchi Taza Tonned Milk Sanchi Bio Magic Sanchi Chhena Kheer Sanchi Chhena Rabdi

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Sanchi Paneer Sanchi Peda Sanchi Plain Curd Sanchi Shakti Standardised Milk Sanchi Sneha Ghee Sneha Table Butter Sneha Skimmed Milk Powder Sudana Balanced Cattlefeed Sudana Super Gold Balanced Cattlefeed

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Chapter # 07 CHANNEL OF DISTRIBUTION

CHANNEL OF DISTRIBUTION

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In the business world, consumer is the most important figure. Health of well being the consumer sets the future prosperity and performance of business. If the good are properly channeled and sold to consumer the activity of the production begins to cease. Mainly the question lies who our customer is and where they are located? What they want? And what price they are willing to pay for our product? The question is how to reach them? This task involves the establishment of strategy covering channels of distributions and physical distribution of the product. AVAILABLE CHANNELS FOR TETRA PACK MILK LONG CHAIN MEDIUM CHAIN

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Chapter 8 # THEORETICAL FRAMEWORK AND METHODOLOGY PROBLEM STATEMENT

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THEORETICAL FRAMEWORK AND METHODOLOGY PROBLEM STATEMENT To what extent, people are responding towering towards the packed milk? The superiority of packed milk is in the areas of hygiene, convenience, taste, nourishment and affordable price. Price of packed milk is though higher, but it is economical in the sense that its quantity required to make a certain number of tea cups is half of that of fresh milk. We have observed that in spite of these facts, most of the families prefer fresh milk. Why is this so? Problem is to be defined and investigation is to be carried out that whether fresh milk is really preferred over packed milk or not and what could be the possible reasons for it. HYPOTHESIS: Ho = Fresh milk is preferred over packed milk. Hi = Packed milk is preferred over fresh milk. THEORETICAL FRAMEWORK The theoretical framework developed is as follow: People prefer fresh milk, because of its easy availability, low price, free from germs and good taste. Based on the observations, the most important variables in comparison of fresh and packed milk are quality, price, hygiene, taste and nourishment the variable of primary interest or the dependent variable is preference for the type of milk. The independent variables influencing are below: Quality Taste Price Nourishment Hygiene Income

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The most influencing factor is the income of families. Most of families may strongly believe that the independent variables are in favor of a certain kind of milk, but they will surely prefer the one they can afford.

Chepter 9 # OBJECTIVES OF THE RESEARCH

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OBJECTIVES OF THE RESEARCH The objective of the research is: To find out whether as to the consumers prefer fresh milk over packed milk or not and find out the possible causes for it. To find out whether as to the advertisement affects the preference of people regarding the packed milk or not. The market survey was conducted on Comparative analysis of Nestle and MP State Cooperative Dairy Federation products. This study was donated to MBA Marketing project report. The survey covers a wide range of activities and factors, which determine the response of customer about his /her dairy products specially, milk. The samples of 100 respondents were taken to represent the response of customer. The validity of the findings of this survey is limited to the period during which the field survey was conducted i.e. eight weeks. The eight weeks summer training is very important for a student of MBA. This type of study gives some practical knowledge to MBA students and practical knowledge has more relevance than theoretical knowledge for anyone. There is no certain formula for any particular problem but the aim of this study is to develop the ability of decision-making. Right decision at right time itself helps an organization to run smoothly. The training in any organization gives us an idea of different marketing activities and main emphasis is given on Promotional Activities Aspect and also it is seen how business is taken tactfully. When any problem comes to an executive, the way of problem solving right decision

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making

and

knowledge

of

different

types

of

marketing

activities gives much importance to this study.

Chepter 10 # RESEARCH METHODOLOGY

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RESEARCH METHODOLOGY Tools of research use for the data collection will be personal interviewing and questionnaire and secondary data as well. QUESTION DESIGN We question consists of the following items In question design process, we have considered the factors given hereunder: 1) Relevancy and accuracy of the question was considered as the first important objective. However, We have also tried my best that the wording of the question should be simple and easily understandable 2) Our questionnaire required two types of information; First, consumer behavior about the packed milk. 3) These questions were about knowledge of the residence and their monthly income. After deciding what should be asked, We focused our attention on the following points: -Question contents should be relevant and accurate. -Question wording should be easy. -Question sequence should be logical. -Question should be pure of complexity and ambiguity. -Open ended question were asked. -Personal question and question that are more interesting an easier to consumer. SAMPLING TECHNIQUES OF THE RESEARCH
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What do we mean by sampling is the use of simple random technique of sampling. While selecting a book, We read some pages or lines or related topic of the research and selected the Sampling Techniques. SAMPLING The process of using a small number of items or parts of the whole population to make conclusions about the whole population. SAMPLES A sample is a subset or some part of a large population. In research 250 respondents were selected by me to represent the sample. POPULATION A complete group of entities shares some common set of characteristics. The population of our research was the total population of Multan City. SAMPLING UNIT A single element or group of element subject to the selection in the sample in case of this research-sampling unit was selected respondents. SAMPLING TECHNIQUES APPLIED We select non probability sampling techniques, under which We applied quota sampling and probability sampling by means of which We applied systematic sampling. QUOTA SAMPLING A non-probability sampling procedure that insures certain characteristics of a population sample represent the exact extent that the investigator desires. SYSTEMATIC SAMPLING
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A sampling procedure in which an initial starting point is selected by a random process and then every number on the list is selected. SAMPLING INTERVAL Sampling interval is the number of population elements amongst the units selected for the sample. So, in order to represent the consumer behavior of all income classes, We have selected six areas of Multan City. The selected areas were equal representation i.e. from each of selected areas, We have chosen the same number of respondents to be included in my sample. The areas, which were selected by us for the purpose of the study, are under. Gulgasht 50 New Multan 50 Mumtazabad 50 Nishter Road / Chungi No.1 50 Cantt: 50 Total:- 250 We interviewed the people at their home. We selected those people who were willing to answer the question. We filled in the questionnaire and some questionnaires were distributed to the people and were collected after two or three days. We assured the respondents that their response would be kept confidential. As no previous research done by us, so in experience become a problem to get the response from the people. But after some time, We gained confidence in making queries. SAMPLE SIZE SELECTION The selection of sample size proves to be the most difficult job while you are going to get the information from the people. We have taken sample size of 250. The reason behind this selection is that in such type of informal studies that is enough number of samples to get the conclusion.
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Chapter 11 # DATA ANALYSIS & RESULTS

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DATA ANALYSIS & RESULTS Q.No.1. What type of milk do you use? Answer Analysis Category Packed Fresh Both Frequency 10 209 31 250 Frequency in % 4% 83.6% 12.4% 100%

Interpretation: The purpose of asking question was just to know the type of milk, being used by the people. About 83.6 % respondents replied that they
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use fresh milk, 12.4% respondents answered that they use both (fresh, packed) and 4 % respondents replied that they use packed milk. So, we can conclude that majority of people use fresh milk. Fresh Milk:

Q. No. 2. What are the basis of your preference? Answer Analysis Preference Price Quality Availability Taste Total:Frequency of Respondents 54 115 24 47 240 Frequency in % 2.55% 48% 10% 19.5% 100%

Interpretation: The purpose of this question was to know that what are preferences in the use of Fresh milk. Table shows that 48 % respondents replied that

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they prefer Fresh milk due to the quality. 22.5 % preferred due to the price. 19.5 answered because of taste and 10.00% replied due to availability.

Q. No.3. Who much quantity of milk do you use daily? Answer Analysis
Quantity Frequency of Respondent Frequency %

0 to 2 3 to 4 5 to 6 7 to 8 9 to 10 11 to 12

143 57 20 10 7 3 240

60 % 24% 8% 4% 3% 1% 100%

Interpretation: This question is designed to know the quantity used of fresh milk daily in the home. The minimum quantity was reply one kg and maximum quantity use daily is 12 kg. About 24 % respondents replied that the quantity of fresh milk use a day 3-4 Kg. 60 % people response 0-2 kg quantity of fresh milk in a day. The remaining percentage out of 100 is

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used the fresh milk daily 6-5, 7-8, 9-10, 11-12 and the percentage that is 8 % , 4 %, 3 % and 1% respectively.

Q.No. 4. Is the fresh Milk available on credit? Answer Analysis Category Yes No Frequency of Respondents 192 48 240 Frequency in % 80% 20 % 100

Interpretation: The purpose of putting this question was that as to whether the fresh milk is available on credit. 80 % respondents replied in positive, whereas 20% responded in negative.

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Q. NO. 5 If yes, then for how many weeks? Answer Analysis Category 2- weeks 4- weeks Total: Frequency of Respondents 30 162 192 Frequency in % 16% 84 % 100%

Fresh Milk, 4- weeks, 162, 84%

Fresh Milk, 2- weeks, 30, 16%

2- weeks 4- weeks

Fresh Milk Available on Credit

Interpretation: This question relates with previous question No. 4 that long fresh milk is purchased on credit. 84 % respondent replied as four weeks. Only 16 % replied as two weeks. Mostly, the peoples make payments of fresh milk after a month. Which shows a monthly based credit purchase of fresh milk.

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Q. NO. 6 For which purpose the fresh milk is used? Answer : Analysis Description of Use Drinking Tea Yogurt Total: Frequency of Respondents 174 60 6 240 Frequency in % 72.5% 25% 2.5% 100.00

Interpretation The purpose of asking this question was to know that for which purpose the fresh milk is used. shows that 72.5% respondents replied the use of fresh milk for drinking. 25 % replied for tea and only 2.5 % reply for yogurt. Packed Milk:

Q. No. 7 Are the prices of packed Milk affordable? Answer Analysis

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Category Yes No Total:.

Frequency of Respondents 19 22 41

Frequency in % 46% 54 % 100%

Fresh Milk, No, 22, 54%

Fresh Milk, Yes, 19, 46%

Yes No

Fresh Milk Available on Credit

Interpretation: The purpose of asking this question was to know that whether the prices of packed milk are affordable. 54 % respondents replied that the prices of packed milk are not affordable. The fresh milk does not fulfill our needs. Hence, we purchase the packed milk. 46 % respondents replied that the prices of packed milk are affordable.

Q.No. 8 what do you think about the availability of packed milk? Answer Analysis

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Category Near the Residence Away the Residence Total:.

Frequency of Respondents 35 6 41

Frequency in % 85% 15% 100%

Interpretation: This question was asked to know whether packed milk is easily available, near the residence or away from the residence. 85 % respondents replied that the packed milk is available near the residence. Only 15 % respondents replied away from the residence.

Q. No. 9 what are the basis of your preference? Answer Analysis Preference Price Frequency of Respondents 3 Frequency in % 7%

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Quality Availability Taste Total:-

6 10 22 41

15% 24 % 54% 100.00

Interpretation: The purpose of designing this question with a view to know that what are the basis preference to use the packed milk. Table shows that 54% respondents replied that they prefer packed milk due to its taste. 7% preferred due to its price. 24% answered due to availability and 15% replied due to quality.

Q. No. 10 For which purpose the packed milk is used? Answer Analysis Description of Use Drinking Tea Sweets Frequency of Respondents 20 21 00 Frequency in % 49% 51% 00 %

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Interpretation: The purpose of asking this question was to know that for what purpose the packed milk is used. Table shows that 51% repondents replied that they use the packed milk for tea. And 49% for drinking.

Q. No. 11 Which quantity of packed milk do you buy? Interpretation: The purpose of this question was to know that which quantity of packed milk does a person buy only 10 respondents replied that the minimum quantity of packed of packed milk Kg and the maximum quantity of packed milk 2 Kg, they buy.

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Q. No. 12 How you started using packed milk as to whether due to advertisement? Answer Analysis Category Yes No Total:Frequency of Respondents 18 23 41 Frequency in % 44% 56% 100.00

Interpretation: The purpose of this question was to know that what role the advertisement has played in the introduction of packed milk. About 56 % respondents replied in negative. 44% people replied in positive.

Q. No. l3 Which brand of packed milk do you prefer? Answer Analysis Category Nestle Milk Pack Every Day Daily Queen Total:Interpretation: Frequency of Respondents 8 10 7 16 41 Frequency in % 20% 24% 17 % 41 % 100.00

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This question was asked to know which brand of packed milk peoples prefer. About 20 % people answered that in favor of brand Nestle 24 % respondents answered in favor of Milk Pack and only 17% respondents answered in the favor of brand every day or other packed milk. And 41% Dairy Queen. So, majority of the people prefer the brand of packed milk Dairy Queen. Q. No. 14 Has any doctor recommended the use of packed milk for your infants? Answer Analysis Category Yes No Total:Interpretation: This question was asked to know that which packed milk is used for the infants recommended by doctor. 93 % respondents replied in negative. So, the people believe on the mother feed for the infants. Q. No. 15 Which milk is more hygienic? Answer Analysis Category Packed Milk Fresh Milk Total Frequency of Respondents 100 150 250 Frequency in % 40% 60% 100.00 Frequency of Respondents 3 38 41 Frequency in % 7% 93% 100.00

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Interpretation: The purpose of asking this question was to know that what type of milk is more hygienic 60 % respondents replied in favor of the fresh milk. While 40% respondents replied in favor of packed milk. So, the fresh milk is considered to be more hygienic after boiling. Q. No. 16 Which milk is good for Tea Answer Analysis Category Packed Milk Fresh Milk Total Frequency of Respondents 40 210 250 Frequency in % 16% 84% 100.00

Interpretation: The purpose of asking this question was to know that what type of milk is better for tea. 84 % respondents replied in favor of fresh milk for tea. 16 % respondents replied that the packed milk is better for tea.
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So, the majority of people like fresh milk for tea as compared to the packed milk.

PERSONAL QUESTIONS Q. No. 17 You education please? Answer Analysis Category Primary Middle Matriculate F.A Graduation Doctor/ Lawyer Master Total Frequency of Respondents 25 18 90 15 60 22 20 250 Frequency in % 10% 72% 36% 6% 24% 8.8% 8% 100.00

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Education Level of People

100 90 80 70 60 50 40 30 20 10 0 Primary Doctor/Lawyer Matriculate Master F.A. Middle Graduation 25 15 22 20 18 60 90

Interpretation: This question was designed to know that our respondents are how much educated. 36 % respondents replied that they are Matriculates. 24% respondents replied that they are Graduates. 6% respondents replied that they had complete their education up to F.A 8.8 people responded that they are professional like Doctor/ Lawyer whereas 8% and 7.2% the qualification of other were Primary, Master and Middle respectively. So, Matriculation and Graduation are greater in number than other. Q.No. 18 How many family members do you have? Answer Analysis Category 1 to 2 3 to 4 Frequency of Respondents 31 48 Frequency in % 12.4% 19.2%

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5 to 6 7 to 8 9 to10 11 to 12 131 to 14 Total:-

68 38 25 30 10 250

27.2% 15.2% 10% 12% 4% 100.00

Interpretation: The purpose of asking lthis question was to know the knowledge of family members of the respondents. The response reveals that the respondents have minimum two family members and maximum fourteen family members. 27.2% people reply that they have 5-6 members of their family. 19.2 %, 12%, 15.2%, 10%, 12.4%, 12.4% and 4%, respondents replied that their family comprise 3-4, 11-12,7-8, 910, 1-2 and 13-14 respectively. So, most of family have 5-6 member as compared to others. Q. NO. 19 Your family income please? Answer Analysis Category 0001 to 5000 5001 to 10000 10001 to 15000 15001 to 20000 20001 to 25000 Total Interpretation: The purpose of asking this question was to know that income level of the family of respondents. 58 % people replied that their income falls Rs. 5001-10000 per month. 10.8 %, 18% and 2.8% respondents replied that their income is between Rs. 0001-5000,10001-15000,1500120000 and 2001-25000 per month respectively. So, majority of the familys income lies in Rs. 5001-10000. Frequency of Respondents 27 48 68 38 25 250 Frequency in % 10.8% 56.4% 18% 102% 2.8% 100.00

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Chepter 12 # CONCLUSION

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CONCLUSION From the research conducted, it has been observed that. 1. There is no signification relation between the use of packed milk and fresh milk. 2. About 83.6% people use only fresh milk l whereas only 4% people use packed milk. The rest of people use both packed and fresh milk. Therefore, the hypothesis stated earlier, i.e. fresh milk is preferred over packed milk, is accepted on the basis of results. 3. Also, the relationship of education with use of packed milk is not very strong. Its difficult to determine how educated a family is? Moreover, the method used by us to calculate the educational score is quite tricky, and it is difficult to fix parameter of educated family. 4. All families are aware of the advertisement of packed milk. About 56% families, who dont use packed milk at all, have awareness of advertisements of packed milk. 5. The influence on purchasing decision of the people after watching the advertisement is not much. 6. Usage pattern of the people does not seem to affect the purchasing decision in case of packed milk. The following table summarizes the

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usage rate for people who use fresh milk alone, and people who use packed milk along with fresh milk. Usage People using fresh milk alone People using packed milk

along with fresh milk 0-2 Liters 60 % 100.00% 3-4-2 Liters 24 % 00 >4 Liters 16 % 00 Total:100.00% 100.00% 7. Those people, who purchase fresh milk, mostly purchase from doorstep Same is the case with those people who use both fresh and packed milk. 8. In case of those people, who use fresh milk, they use 72.5 % for drinking and 25% for making tea. As compare to people, who use packed milk just use 49% it for drinking, and 51% for making tea. We have observe that basically it is the quality and the high cost, which makes the packed milk undesirable for drinking. Whereas, it is more desirable for the purpose of making tea. 9. While considering the importance of various factors, the following tables depicts etc. various results: Table 1 Fresh Packed Table 2 Price 22.51% 7% Quality 48% 15% Availability 10% 24% Taste 19.5% 54% Total 100% 100%

Hygienic Nourishment Fresh 60 % 72 % Packed 40 % 28 % Total 100.00 % 100.00% Now it is easy to conclude from the table 1 that those people who use fresh milk, the major factor influencing their purchasing decisions are the quality and prices, which are the most important factors. As compare to the people, using packed milk, the major factors

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influencing their purchasing decisions are the taste and prices which are the most important factors. Further it can be conclude form the table 2 that the fresh milk has more hygienic and nourishing factors as compare to packed milk. 10. When we conducted research, we face a lot of problems which was, however, covered during research as following: i. Sampling should have been done in order to clearly identify the distinct areas in the city, which are different from each other in buying decisions and habits, for example people form Cantt. Are quite different from However, this aspect was covered tactfully psychologically. ii. The proper cluster of various income level made it difficulty to identify more clearly the buying pattern of packed milk on people were reluctant to reply the questionnaire. However, on assurance of keeping their identify confidential they cooperative with us.

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Chepter 13 # LIMITATIONS OF STUDY

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LIMITATIONS OF STUDY 1) Survey covers feed back from users and non users of Sudha Milk and milk products. 2) The study is done on survey method and suffers from this method. 3) The non users although they know the product but still they are not buying the products because of some short-comings. 4) Time is the major constraint 5) Some respondents did not co-operate 6) Many respondents did not provide proper information due to bias Because of these limitations, it may not be possible to draw any major conclusions. However the conclusion that i s d r a w n i n t h i s s t u d y c a n b e considered as indicative or suggestive in nature.

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Chepter 14 # QUESTIONNAIRE

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QUESTIONNAIRE I am the student of MBA (Marketing) JIMSS Borawan (MP). I am conducting the research on MILK MARKETING-COMPARISON OF PACKED MILK VERSUS FRESH MILK IN INDORE CITY (MP, INDIA). I am in need of your cooperation in filling up of this questionnaire. Please extend your cooperation. Q. No. 1 What type milk do you use? o Packed Milk o Fresh Milk o Both

Q. No. 2. What are the basis of your preference? (Rank the following) o Price o Quality o Availability o Taste o Any other Q NO. 3 How much quantity of milk do you use daily? Q No. 4 is the fresh milk available on credit? o Yes o No

Q. No. 5 If yes, then for how many weeks?

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o 2 Weeks

o 4 Weeks

Q.No. 6 For which purpose the fresh milk is used? (Rank the following) o Drinking o Tea o Any other

Q. NO. 7 Are the prices of packed milk affordable? o Yes o No

Q. No. 8 What do you think about the availability of packed milk? o Near the residence o Away the Residence

Q. No. 9 What are the basis of your preference? (Rank the following) o Price o Quality o Availability o Taste o Any other Q. No. 10 For which purpose the packed milk is used?(Rank the following) o Drinking o Tea o any other

Q. No. 11 Which quantity of packed milk do you buy? Q. No. 12. Have you started using packed milk as to whether due to advertisement? o Yes o No

Q. No. 13 Which brand of packed milk do you prefer? o Fresh Milk o Milk pack o Any other

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Q. No. 14 Has any doctor recommended the use of packed milk for your infants? o Yes GENERAL QUESTIONS Q. No. 15 Which milk is more hygienic? o Packed milk o Fresh milk o No

Q. No. 16 Which milk is more nutritious? o Packed milk Q. No. 17 Which milk is good for tea? o Packed milk PERSONAL INFORMATION Q. No. 18 Your education please? Q. No. 19 How many family members do you have? Q. No. 20 Your family income please? o Fresh Milk o Fresh Milk

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Chepter 15 # BIBLIOGRAPHY

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BIBLIOGRAPHY 1. Business Research Methods by W.G. Zikmund. 2. Business Research Method by Usuma Sckrama SOURCE OF INFORMATION 1. Nestle Foods Limited Website, http://www.dl.com.pk 2. Head Office e Nestle Milk Limited Chungi No. 1 3. MP State Cooperative Dairy Federation Bhopal. WEB SITES

www.nestle.in

WWW.

mpcdf.nic.in

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