A Summer Training Report

ON

A STUDY OF Production &m

arketing in Parag

Allahabad Dugdh Utpadak Sahakari Sangh Ltd. Allahabad

Submitted to the partial fulfillment of

Master of Business Administration program

Session: 2011-2012

Guide by
Mr. Anil Singh (Marketing Manager) Mr. K.M.Panday (Factory manager)

submitted by
sanjay kumar gupta MBA (SIM) IIInd Sem.

Shambhunath institute of management (SIM) jhalwa Allahabad

Acknowledgement
The making of this project has been a great experience for me on PARAG DARIY ALLAHABAD. During partial fulfillment of my course. I like to tanks Mr. Anil Singh, marketing of Parag dairy for given me an opportunity to my training in their organization and helping me painstakingly. I am thankful for providing me with guidance and resource to my work.

Contents
SR.NO. 1 2 3 4 5 6 CHAPTERS PAGE NO

PREFACE HISTORY DARIY DEVELOPED IN UP OBJECTIVE OF THE PROGRAM COMPANY PROFILE ANATOMY OF WORDS

7 8 9

PRODUCT RANGE OF PARAG MILK PRODUCT STEP INVOLVED IN EVAPORATED MILK &SWEETENED CONDUCT MILK PROCESSING COMPOSTION COW MILK PASTEURIZED MILK PROCESSING MILK PROCESSING SEQUENCE MILK PRODUCT RATE LIST MARKETIOG &SALE DEPARTMENT ADVERTISEMENT PARAG PROCUREMENT OF INPUT SECTION QUALITY CONTROL AND &DEVLOPMENT SECTION FINANCE AND ACCOUNTS PURCHASE SECTION STORE SECTION PRODUCTION SECTION RESEARCH

10 11 12 13 14 15 16 17 18 19 20 21

22 23 24 25 26 27 28 29 30 31

RESEARCH METHODOLOGY ZONE OF MARKETING IN ALLAHABAD RECOMMENDATION SUGGESTION GIVEN BY AGENTS SUGGESTION GIVEN BY AGENTS SUGGESTION CONCLUSION REFRENCE QUESTIONNAIRE MEMBER OF CO-OPERATIVE DAIRIES IN U.P.

Preface
Management is the function of an organization, which concerns with planning, organizing, directing and controlling of various marketing activities, to attain the business objective. It is the science and art of preparing plan to organize then as well as direct the human efforts to control the force &until size the materials for the benefits of human beings. The ability to manage is one of the most crucial skills in the

world today.

It is vital to the continued growth of the advance

countries and is an essential element in meeting the aspiration of developing nations. As an integral part of the curriculum, all, M.B.A. students are required to undergo a practical training in some organization. The main objective of this training is to supplements students theoretical knowledge with exposure to practical operation of an organization. this provide students with better understanding of the area of management and marketing skills applied in enhancing those areas. In pursuance of the said requirement, ihad by training at Parag (Allahabad Dugdh Utpadak Sahkari Sangh, Ltd.) Allahabad U.P.

HISTORY

The Allahabad Dugdh Utpadak Sahkari Sangh Ltd was register on February 1975 covering Allahabad district of eastern Uttar Pradesh .initially command operations as Allahabad milk supply. Union established on co-operative principles w.f.s.february 25, 1941.douring

1975 a 20TLDP dairy was commissioned and it was renamed as Allahabad co-operative milk board. At the time when the state of utter Pradesh adopted anent pattern of co-operative during operation flood-II, it got registered as Allahabad Dugdh Utpadak Sahkari Sangh LTD. The present it is covering the districts of Allahabad & Kaushambi (Now separate district covered out of Allahabad). The new dairy plant with processing capacity of 60TLPD was established with the financial assistance form NDDB Under operation flood II program. As on march 31, 2000 the union receives finical assistance of Rs.899.93 lakh (loan Rs 629.75 lakh &grant Rs.270.18lakh) under difference phases of operation flood program. The union in the past has not been paying its regular in statement to NDDB the over due repayment to MDDB as on March 31, 2002 is Rs.371.87Lakh (including the interest at 8.5%to 10%interest for the period of default). The paid up share capital is Rs244.80 lakh as march

31,2002 of which equity form members are only Rs.61.91 lack and balance Rs.182.82Crore is form the state government. The union has an elected board and the chief executive is form the common cadre of the Pradeshik co-operative dairy federation, Lucknow (PCDF). The officer in the cadre of manager is also deputation from the PCDF. The union caters to the liquid milk demand of the urban centers located with in the milk shed Allahabad (population of about 11lack).since the dairy plant is situated in Allahabad it has location advantage of serving to a large floating population due to Allahabad being an important pilgrimage in country. There are number of religious fairs organized in Allahabad namely a magh each year Ardh kumbh meal every six year and purn kumbh mela 12 years. A total milk production in the milk shed area is about 10 lakh kg per day and the marketable surplus is about 4.32 kg per day. Private dairy plant with 15 TLPD processing capacity are operating in the milk-shed.

The unions own milk procurement is about 28 TLPD small vendors are handing rest of the surplus milk.

DAIRY DEVELOPMENT IN UTTAR PRADESH

U.P is the highest milk product state in India having a share of 18% of the total Production of country. The per capital availability of milk has

gone up to 224 games dairy development programme is being Implemented in state though the following sectors. Co-operative sector Private sector

Co-operative sector
The year 1997 saw the advent of the first co-operative milk society at Katra Allahabad. It was unfortunate that no special efforts were made in this direction for the next two decades. It was then in the year 1938 LUCKNOW PRODUCTION CO-OPERATIVE MILK UNION was established. In the Coming years Allahabad Varanasi, Kanpur, Meerut milk unions saw the light of the day. To accelerate the pace of dairy development in the state a state level autonomous unit PARDESHIK CO-OPRATIVE DAIRY FEDRATION LIMITED was established in the year 1962.Initially the federation played the role of a Technical Advisor. As years went by PCDF LTD. Become proficient and was given the World Bank assisted operation flood programme in the state.

Organization Structure

OBJECTIVE OF THE PROGRAMME

(1)Capturing a dominant share of the urban milk market hitherto served in multitude of small milk venders. (2)Creating a procurement network to link numerous Cooperative producer Service in different milk shed area to the organized urban dairy industry. (3)Upgrading the milk production capacity of India bovine stock through a programme of crossbreeding veterinary service and auxiliary activities The operation flood programme in the state was being implemented by tree tier co-operative structure Dairy co-operative societies at the village level handling procurement on milk. Co-operative milk unions at the district level engaged in processing and product manufacturing.

 Pradeshik co-operative dairy federation (PCDE) at the State level changed was the coordination of marketing.

OPERATION FLOOD-I

was initiated in 1971 and

covered 8 districts the Meerut and Varanasi milk sheds. Be sides cattle feed factory of one handed metric tone capacity each at Meerut and Varanasi ware established.

OPERATION FLOOD-II
coverage was extends to 28 districts

started in 1982, where in

OPERATION FLOOD-lll

launched in 1987 and

included two more districts that of the total 83 districts, was implemented in 30 district/as of date in coverage has been extended to 41 districts the operation flood programme completed its third phase in the year 1994-95.

GENERAL INPACT OF PROGARAMME

Real ground work in dairying has been done by the co-operatives. Due awareness has been created in the minds of producers and consumers of state. Co-operative have succeeded in the social and economic upliflment women and down trodden in the rural society. Loss of genetic material by the middle man checked considerable extent. Rural migration to the cities curtailed because of continuous and sustainable employment generation at village level. In its efforts to replicate the programme and accelerate that development in the remaining districts of the state a parallel body in the form of Raiva Dugdh parishad played the role of mainly a licensing authority. Later on in the year 1990 the parishad was viven the charge to work parallel in milk operation flood unions.

The net capacities available with me affiliated milk unions including the newly acquired PARAG dairy noida-stand at (dairy 155 TLDP Challenge). The progress achieved till the year 1999-2000 indicates the total functional VCD: at5381 with a membership of 2.75lackes.procurement and sales figure for the year reflect 1.57lacks k.g.sand1.09lacks liter respectively.

PRAIVATE SECTOR :
Presently 25 registered private dairy are functioning in different districts the state, with a total handling capacity of 46.64lacks liter per day. The dairy development in state utter Pradesh such as: IMDP, WDP, RFWP, UPDASP, SCP, SHWET Kranti yojna.

IMDP-Intensive mini dairy project:

The largest employment Generation programmer named at IMDP under Dean Dayal Roiger yojna was initiation in the year 1991. The programme was launched in 17 districts of state in the first phase.

In due course of time the scheme at the Government level was renamed as Vishes Roiger yojna. For the year 1999-2000 the total number of mini dairies stands at 18,500 in73 districts of the state.

WDP-Women dairy project:

In the efforts to remove gender basis the state Government has minted WDP through Government of India. Wherein part of the programme is being funded under the STEP programme of the state Government. The progress as on date reflects 2096 women Societies with a membership of 80345.

RFWP-Rural family Welfare Programme:

Under the aegis of SIFPSA a family welfare project is running at present it is an ideal programme for family through dairy Co-operative societies. It is currently operating in 13 districts. Further 3 new districts will be added up.

UPDASP-Uttar Pradesh diversified Agriculture Support Project:

A word Band assisted project it is operative though the following components. HAP-Public Health awareness program the programme is operational in 15 distts.Of the State for a period of MRCB-Milk recording& Conservation of Breed. The programme is operational in 07 distts.Of the state for period of.

COMPANY PROFILE

THE COMPANYs name is PRADSHIK CO-OPATIVE DAIRY FEDERATIN LTD.the head office 29park road Lucknow. The common brand name of the company isPARAG the meaning of PARAG is the pollen of the slogan in the logo is:-

PURE NATURALE &GOOD HEALTH

In the year 1983 P.C.D.F.LTD started working under operation flood-!!(Whit revolution) scheme. Mostly unit of milk Sahakari board where connected under operation flood-!!Having the name dough Utpadak Sahakari Sangh (D.U.S.S)LTD P.C.D.F.LTD take

royalty of common brand PARAG and the important policy take by Pradeshik co-operative dairy federation ltd who monitors to all the D.U.S.S LTD, Allahabad, Kanpur, Banarsh Parag provides hygiritious milk product in year 1983 Operation flood!! Scheme was lunched. The main objectives of the operations flood were following. To collect the milk directly form reducers though society.

 To insure the supply of quality milk collected Form the villagers which being sold in the market area of city. To save the producer villagers and the customer form the middle man the milk is collected firstly to the society level then it comes to D.U.S.S level finely in comes under the state level i.e. federation. In the year 1995 the unit was sifted form Near Talab Tiwari, Ahmadpur Asrauli G. T. Road, Manori Dist. Kaushambi Allahabad, Uttar Pradesh, India. the new production unit having a capacity of producing milk 60,000 liters per days is made by NATIONAL DAIRY DEVELOPMENT BOARD.

ANATOMY OF WORD PROJECT

Each alphabet of word project itself has come meaning .it is necessary to show the basic sense of project work.

P for Planning:It is a technique of looking ahead a constructive reviewing of future need so that present action can be adjusted in view of the established good it is necessary for arrangement and rehabilitation of resource.

R for resource:These are helpful in promotion planning.

O for overhead expenses:These are the expenses is planning and other activities.

ANATOMAY OF PARAG:P= Proper A=Arrangement R=Row milk A=Assertion to G=Good Health

ANATOMY OF SALES:S=Service A= And L=Low E=Economic

ANATOMY OF MARKETING
M=Managing Turbulence A=Aggressive forays R=Responsive K=Knowledge building E=Entry into United Area

T=Timely Initiative L= Ignitions of Innovation N=Newness in approach G=Gaining focus and benefit

Product Range of Parag

Parag-Forms of Goodness & Purity

Parag is a brand name for a range of milk products manufactured & distributed by PCDF. The total product range under the Parag brand name include Ghee, Table Butter, Skimmed Milk Powder (SMP), Whole Milk Powder (WMP), Dairy Whitener & an array of indigenous products like Paneer, Mattha, Flavored Milk, Curd, Peda, Milk Cake, Khoa besides all varieties of milk. The name Parag has become synonymous with high standards of hygiene & quality. This is because the products are processed using the most modern technology & sophisticated machinery. Quality is controlled at as many as five stages under the close observation of trained technicians and all products conform to highest standards. As a result, the products retain their natural purity & goodness. And the goodwill & loyalty of its consumers. Parag Products List S.no. 1.0 Product Liquid Milk Packing

1.1 1.2 1.3 1.4 1.5 1.6 2.0 2.1 2.2 2.3 3.0 4.0 5.0 6.1 6.2 7.0 7.1 7.2

PARAG Gold (F.C.M.) PARAG TAZA (Tonned) PARAG LITE (DTM) Parag Super Milk Homoganised Standard Milk Standard Milk (Loose) GHEE Poly Pack Sika Pack Tin (A-Mark & Non A-Mark) Table Butter Paneer Peda Sweet Plain Flavored Milk Plain UHT

5 Ltr, 1 Ltr, 500 ML 1 Ltr, 500 ML, 180 ML 500 ML, 200 ML 500 ML Loose Loose

1000 ML, 500ML, 200 ML 1000 ML, 500ML 15 Kg 500Gm,100Gm,50Gm,20Gm 1 Kg, 200 gm, 100 gm 250 gm 200 ml, 100 ml 200 ml, 100 ml

200 ml 200 ml

8.0 9.0 10.0 10.1 10.2 11.0 12.0 13.0 14.0 15.0 16.0

Curd Milk (Mattha) Chhach Kheer Rice Kheer Chhena Kheer Besan Laddoo Khoya Rasgolla Gulab Jamun Kalakand Rajbhog

200 ml 500 ml

100 ml 100 ml 250 gm 1 Kg, 500 gm 1 Kg, 500 gm, 200 gm 1 Kg, 500 gm, 200 gm 1 Kg, 500 gm, 250 gm 500 gm, 250 gm

Milk products (1) Butter

It contains less then 80% milk for more then 15% moisture and high acidity. It is prepared exclusively form milk cream of curd of over or Buffalo milk without the addition of salt, color or any preventive And is intended for cooking on the preparation of ghee.

(2) Ghee
About 43% of total quality of milk produced in India is manufactured into butter and then converted in to ghee. Bulk of ghee is derived form buffalo milk because it is richer in fat that then cow milk. In Parag surplus butter is mutted in steam-jacket kettles which are equipped stirrers and heated with steam till moisture is removing.

(3) Paneer
In Parag Paneer is produced by the traditional method in which citric acid is added to the boiled milk and the milk immediately gets Adulated and which is separated and Paneer is obtained. it contains less then 50% fat or move then 60% moisture.

(4) Sweet curd

It is also prepared by the traditional method. It is packet in small pots of soil, which give it more taste.

(5) Muttha
This product is very much in demand. It is spicy & tasty and the spices added in it are good quality packed Ashok masala.

(6) Others
Skimmed milk power, lassie, milk, cake, Khoya are other products produced by Parag.

Future products
Some new product like coffee powder, reday to ice-cream power body and other milk drinks are in the testing stages.

Step involved in evaporated milk & sweetened condensed milk processing

Evaporated and Condensed Milk

Evaporated and condensed milk are two types of concentrated milk from which the water has been removed. Evaporated milk is milk concentrated to one-half or less its original bulk by evaporation under high pressures and temperatures, without the addition of sugar, and usually contains a specified amount of milk fat and solids. This gives regular evaporated milkthe shelf life differs with the fat contentup to 15 months of shelf life. Condensed milk is essentially evaporated milk with sugar added. The milk is then canned for consumer consumption and commercial use in baking, ice cream processing, and candy manufacture. This product has a shelf life of two years. When concentrated milk was first developed in the mid-1800s before the advent of refrigeration, many used it as a beverage. However, with the exception of some tropic regions, this is rarely the case today.

History

In 1852, a young dairy farmer named Gail Borden was on a ship headed home to the United States from the Great Exhibition in London. When rough seas made the cows on board so seasick that they could not be milked, infant passengers began to go hungry. Borden wondered how milk could be processed and packaged so that it would not go bad. This was a problem not only on long ocean voyages but on land, as well, because at the time, milk was shipped in unsanitary oak barrels and spoiled quickly. When Borden returned home, he began to experiment with raw milk, determining that it was 87% water. By boiling the water off the top of the milk in an airtight pan, Borden eventually obtained a condensed milk that resisted spoilage. On another trip, this time by train to Washington, DC, to apply for a patent for his new product, Borden met Jeremiah Milbank, a wealthy grocery whole-saler. Milbank was impressed with Borden's ideas and agreed to finance a condensed milk operation. In 1864, the first Eagle Brand Consolidated Milk production

plant opened on the east branch of the Croton River in southeastern New York. Borden's new product was not an unqualified success. In 1856, condensed milk was blamed for an outbreak of rickets in working-class children because it was made with skim milk, and therefore lacked fats and other nutrients. Others complained about its appearance and taste because they were accustomed to milk with high water content and that had been whitened with the addition of chalk. In spite of this criticism, the idea of condensed milk caught on to the degree that Borden began to license other factories to produce it under his name. The outbreak of the Civil War proved to be good for business when the Union Army ordered the condensed milk for its field rations. At the height of the war, Borden's Elgin, Illinois plant was annually producing 300,000 gallons of condensed milk. To differentiate his own product from that of the licensed plants, Borden changed the name of his condensed milk to Eagle Brand. About

this time, two American brothers, Charles A. and George H. Page, founded the Anglo-Swiss Condensed Milk Company in Switzerland. One of their employees, John Baptist Meyerbeer, suggested that the company use a similar process but eliminate the addition of sugar to produce evaporated

A diagram showing the manufacturing steps involved in making evaporated milk. Milk. Meyerbeers idea was rejected. Convinced that his idea held merit, Meyerbeer quit the company and immigrated to the United States. By 1885, Meyerbeer was producing the first commercial brand of evaporated milk at his Highland Park, Illinois plant, the Helvetica Milk Condensing Company. In the late 1880s, Eldridge Amos Stuart, an Indiana grocer in El Paso, Texas, noted that milk was spoiling in the heat and causing illness in children. Stuart developed a method for

processing canned, sterilized evaporated milk. In 1899, Stuart partnered with Meyerbeer to supply Klondike gold miners with evaporated milk in 16-ounce cans. An article on homogenization in the April 16,1904 issue of Scientific American had an impact on the concentrated milk industry, which employed the process long before fresh milk plants. Further improvements followed. In 1934, Meyerbeers company, now headquartered in St. Louis, Missouri, and renamed the Pet Milk Company, became the first to fortify its evaporated milk with Vitamin D. This was accomplished by the process of irradiation, developed in 1923 by Harry Steenbok, a chemist at the University of Wisconsin. In this process, the milk is exposed to ultraviolet light, which causes reactions to produce Vitamin D, enriching the milk.

Raw Materials
The primary ingredient is raw cow's milk. Evaporated and condensed milk processors purchase the milk from nearby dairy farms.

A salt, such as potassium phosphate, is used as a stabilizing agent, which keeps the milk from breaking down during processing. Carrageen an, a food additive made from red algae (Irish moss) is used as a suspending agent. The milk is also fortified with Vitamin D through exposure to ultraviolet light. Powdered lactose crystals are added to concentrated milk to stimulate the production of lactose, a type of sugar that increases the milk's shelf life.

The Manufacturing Process Evaporated milk

1. The raw milk is transported from the dairy farm to the plant in refrigerated tank trucks. At the plant, the milk is tested for odor,

taste, bacteria, sediment, and the composition of milk protein and milk fat. The composition of protein and fat is measured by passing the milk under highly sensitive infrared lights. 2. The milk is piped through filters and into the pasteurizers. Here, the milk is quickly heated in one of two ways. The High Temperature Short Time method (HTST) subjects the milk to temperatures of 161 F (71.6C) for 15 seconds. The Ultra High Temperature (UHT) method heats the milk to 280F (138C) for two seconds. Both methods increase the milk's stability, decrease the chance of coagulation during storage, and decrease the bacteria level. 3. The warm milk is piped to an evaporator. Through the process of vacuum evaporation, (exposing a liquid to a pressure lower than atmospheric pressure) the boiling point of the milk is lowered to 104-113F (40-45C). As a result, the milk is concentrated to 3040% solids. Also, the milk has little or no cooked flavor.

A diagram showing the manufacturing steps involved in making condensed milk. 4. The milk is then homogenized by forcing it under high pressure through tiny holes. This breaks down the fat globules into minute particles, improving its color and stability. 5. Pre-measured amounts of a stabilizing salt, such as potassium phosphate, are added to the milk to make it smooth and creamy. This stabilization causes the milk to turn a pale tan. 6. The milk is passed under a series of ultraviolet lights to fortify it with Vitamin D. 7. The milk is piped into pre-sterilized cans that are vacuum-sealed.

Condensed milk

1. The milk is flash-heated to about 185F (85C) for several seconds. It is then piped to the evaporator where the water removed. 2. The milk is then concentrated under vacuum pressure until it measures between 30-40% solid. It now has a syrupy consistency. 3. The milk is cooled and then inoculated with approximately 40% powdered lactose crystals. The milk is then agitated to stimulate crystallization. It is this sugar that preserves the condensed milk. 4. The milk is piped into sterilized cans that are then vacuum-sealed.

Quality Control
The milk industry is subject to stringent regional and federal regulations regarding the prevention of bacteria and the

composition of solids and fats. According to the United States Food and Drug Administration (FDA), sweetened condensed milk must contain at least 28% by weight of total milk solids and at least 8% by weight of milk fat. Evaporated milk must contain at least 6.5% by weight of milk fat, at least 16.5% by weight of milk solids that are not fat, and at least 23% by weight of total milk solids. The evaporated milk must also contain 25 International Units (IUs) of vitamin D. The milk is taste-tested for freshness before it leaves the dairy farm and again when it arrives at the processing plants. Once the milk arrives at the plant, it is not touched by the workers, making its journey from raw milk to evaporated or condensed strictly through pipes, vats, and other machinery. At least one-third of the labor time in the milk industry is devoted to cleaning and sterilizing utensils and machinery. Milk inspectors make frequent inspections.

Composition of cows milk

A table showing the components in cows milk. The exact composition will vary between cows and between different cow breeds.

Milk pasteurization process Collect the milk Checking quality &fat percentage Cleaning Weighting Pasteurization (at62C-72C) Colling (At4.4C)

Packing fat percentage Selling

Milk processing sequence

The first step in the processing milk may be a further blending of different to a specified fat Content. All the while the is held cold preferably at 4.4c.

1. Clarification
The milk is next passed through a centrifugal clarification to remove sediment, body cells. Form the udder, and some bacteria. Removal of

these impurities in the clarification is facilitated by distributing the milk in layers over conical disks which remove the high speed. Since the milk is in the layers, these impurities, which differ in density form the thin layers, these impurities, which differ in density from the liquid milk, need travel only a very short distance under the influence of centrifugal force to be removed form the milk. The clarified milk is now ready for pasteurization if it is to be processed as market milk.

2. Pasteurization
The aim of pasteurizing milk is to rid the milk of any disease predicting organisms. It may contain and to reduce substantially the total bacterial count for improved keeping quality. Pasteurization also destroys lipase and other nature milk enzymes. The two accepted, methods for milk pasteurization today are:-

(A) Batch (holding) method (B) High Temperature short time (HTST) method.

(A) Batch method

In this method of heating every particle of milk to not less then 63oC (145oF) and holding at minimum 30 minutes. (B) High temperature short time method In this method of heating every particle of milk to not less then 72C (161F) and holding at minimum 15 sec.

3. Homogenization
After pasteurization milk may be homogenized or homogenization may come just before the pasteurization step if the milk has first been warmed to melt the butterfat.

Milk and cream have countless fat globules that very form about 0.1to 20um in diameter. These fat globules have a tendency to gather into culms and rise due to their lighter density than skim milk. Skim milk from which the cream has been removed has virtually no fat globules. The purpose of homogenization is to subdivide the fat globules and clumps to such small size that they will no longer rise to the of the milks A distinct layer in the time before the milk is normally consumed. This is an advantage to make the milk more uniform and prevents the cream form rising to the top of a container. In addition, subdivision and uniform dispersion of the fat given homogenized milk a richer taste and a whiter appearing color. Homogenization and cooling of the milk is followed by packaging in paper cartons, plastic jugs, or other types of packages. These are then delivered in refrigerated trucks to retail and outlets.

Processing Sequence

Sequence 1. Processed milk 2. Fat standardization (3.5%) 3. Deaeration (0.7-0.8 barg at 70C)

Process / Technology STANDOMAT PARAVAC module

4. Homogenizing (one stage, 175 Homogeniser module, Niro Soavi, barg at 70C) NANOVALVE 5. Heat treatment (95C for 4 min.) 6. Inoculation of starter culture 7. Fermentation (long or short time) 8. Cooling 9. Filling PHE Systems/VARITHERM GEA Procomac Heat treatment, PHE Systems/VARITHERM Inoculation module

Allahabad Dugdh Utpadak Sahkari Sangh Ltd, Allahabad U.P.

List of selling rate Parag

S.NO 1 Product name Parag full cream milk Per lit Per lit Agent rate 34.50/lit Consumer rate 36.00

6 7

8 9 10

11

12

500ml pack(gold) Parag full cream milk 1000ml pack(gold) Parag toned milk 500ml pack Parag Janta milk 200ml pack(gold) Parag Janta milk 500ml pack(gold) Parag mix milk Parag Butter 20/40g Parag Butter 100g Parag ghee 1/2lt pack Parag Paneer 100/500g Parag Mattha 200ml Parag Dahi 200ml in

Per lit

33.50

35.00

Per lit

28.00

29.00

Per lit

19.00

20.00

Per lit

18.00

19.00

Per lit Per kg

31.00 325.00

32.00 350.00

Per kg Per pack Per kg

273.00 144.00 185.00

300.00 151.00 200.00

Per pp

5.00

6.00

Per cup

11.00

12.00

13

14

15

16 17

kullhar Parag peda250g pack in Parag Chena Kheer 100g pack in Parag Chhach (500ml)pack in Parag ghee 1it pack in Parag F C M loose milk 6%fat

Per kg

185.00

200.00

Per cup

11.00

12.00

Per pack

6.30

7.00

Per lit Per lit

286.00 33.00

300.00 34.00

MARKETING &SALE DEPARTMENT OF PARAG

The basic goal of marketing is the matching the segments supply &demand. Marketing net work of Parag may be representing by the following parts.

1. Sale force 1-Merchant

2-Agents 3-Facilitators
LIQUID MILK MARKETING BY PCDF
At present the liquid milk having the name Parag is being marketing thought local unit milk unions major cities, metros of up &Delhi under the direction of PCDF ltd lucknow ,delhi,meerut are the main central for milk demand.

2. Marketing channels
Set of independent organization involved in the process of making product available for consumption.

One level marketing channel

In general the supply of Parag milk product is directory made available to retailers, who are only one selling intermediary form factory.

Tow level marketing channel Few bulk buyers of Parag product, like ghee, Paneer, butter, Mattha,
also play the role of wholesalers who supply these products to smaller outlets like one retailer in Allahabad area.

Marketing channel in Parag

Agent Customer Wholesale

3-Distribution system
Currently there are 10 Rought (ABC road) in Allahabad city on which Parag supplies milk and near about 1200agent in Allahabad district.

4-Supply network
Parag milk in supplier dairy in two shift morning and evening. Generally the delivery of milk agent is made to agent is made by the transporter between 4:00to 6:00am in morning &4:30 to 5:30 p.m. evening after 3and4 hours the vehicle come bake to evening collect the crates and also table payment form agents and the demand voucher for next day

B-Payment to transportersOutside transport agencies is hired for distribution and vehicles owners are paid per route according to the type of vehicles.

5-Commission
The price of Parag product is fixed according to affordability of the customers. Parag agent are given fixed commission on sale of every

item the agent at Parag milk booths are paid slightly more commission. The bulk customer like army canteen are treated as Parag agent and supplier the products at the give to Parag agent

Commission rates Gold milk 500ml Toned milk 500ml Janta milk 500ml Butter, Paneer, Ghee : 50paise per packet : 50paise per packet : 50paise per packet : 6to8%

Competitors

In Allahabad, Parag has no competitor in the pouched milk category. But loose milk given buy dudhiya as is the main competitor, we can see it by the market shair given below.

Total milk supply in Allahabad (market share)

Milk vendors (60%)

retail booths (40%)

duly milk (2%)

Advertisement of Parag

Parag seems unable to utilize this most power full promotional too. The quality not conveyed forcefully to the customers. Only small hoarding &provided to retailers Parag painted over vehicle and its logo (Smiling sun) only do little to convert a positive image Organization &production. Earlier Parag contract with Aleksandra Advertises (Delhi) for advertisement but at present Ajanta art is dealing with issue or promotion by Poster, Holdings, Boards& wall paintings.

Procurement of input Section

 As The name suggestion this P&L section, working under the P&L manager hears the responsibility of procurement of collected milk and its timely delivery to the factory for further processing. Due to delicate nature of milk and risk of section experiences constant time pressure for collection, transporting&delivering the collection milk. The milk is collection form willagers at the society collection

center and then it is pumed into delivery taken by which is taken to the row milk reception dock at milk union plant. Here the milk is filter and used as an input for further processing which involves making of different categories of milk having fat & SNF percentages. Other additional substance like iodine, vitamin A are added in it a provide nourishment to the masses at relatively low price.

Work function of P&I managers

 Milk procurement Farmer organization Technological input

Quality control and research & development section

It is integral and most important department for any Organization. Quality control was implemented in Japanese companies for outstanding performance and Japanese products are known all over the world for their quality. Today every organization has efficient quality Control system and operating of brings Satisfaction and faith in consumers. At Allahabad Dugdh Utpadak Sahkari Sangh Ltd. (A.D.U.S.S.) the quality control department runs Supervisor quickly performs basic test and clear the milk for further processing. After surpassing one hurdle milk is chilled. After this goes for pasteurization and finally three type of milk is obtained, they are full cream milk,tonned milk, skimmed milk.

After the pasteurization number of vital test is conducted they are1-total solid test 2 -milk fat test

3-acidity test 4-sources test 5-texture test For different status different standard have been established by government of U.P.

Finance & account section

Finance

Finance Section keeps the records of daily transportation of much such payment to outside parties as supplier, contactors, societies, vehicle owner & individual it also maintains the records of cash collected by the vehicle owner item records.

Accounts
Accounts section prepares the account of salaries and wages paid monthly to the workforce. It also finds ways of proper allocation of funds auditing & prejudicing are done here.

Ledger Procedure
The entry to items purchased is made on vouchers is stored there fore storekeeper cheeks the Quality & packing of the items and enters then into purchase daybook and a seal is put it. The bills are sent to purchase section for assessment & therefore to accounts section for payments. The purchase day book entries as well as the records of supplies form the stores are transferred to different ledgers according to various

classifications. The maximum minimum & re-order level of inventory are kept in cheek equilibrium is maintained. A monthly progress report is made the beginning of each month of each month for previous month inventory.

Purchase Section

Purchase section maintains regular if flow the required item of deferent use section. These required may be stationary equipments, row material etc. The purchase section keeps the quantity & cost purchase under check following type of purchases takes place in this Organization.

(1)Purchases form approved parties

Some P.C.D.F. Approved parties supply items at lived price on requirement.

(2) Purchases by inviting Quotation

Purchases by inviting quotation For some purchase, quotations are invited and order are given to those who offer good quality products at lower rates.

(3) Direct purchases

Direct purchases are also form dealers, distributors & Manufacturer after the approval of general manager

(4) Purchases made by purchasing committee

The purchasing committee comprises person form purchase sector finance section & other concord user sections for the purchases less than 10,000. A quality control report is obtained form store or user section after purchasing the required material. According the bill is passed by the purchasing the required material according the bill passed by the purchase section, which is sent to finance section of payment.

Store Section

The store section at D.U.S.S. Allahabad companies of four types of stores1.

General stores

-for stationery, packing material,

chemical and general items. 2.

Engineering store

comprises of Space part of

machines tools etc. 3.

Firushed milk product store store - for vehicles, bulk packing material.

FMPS has

readymade products for sale in marketed. 4. Bulk

The item are classified into classes according to their importance frequency of usages, cast involved etc. 1. A class item involves heavy amount of money and are fast moving item e.g. polythene for milk packing detergents fillings machine, spares etc. 2. B class items - involve lesser amount but are fast moving items e.g. PVC Wire tapes Butter, Cooler, sugar etc. 3. C Class Items - have low rate of usage e.g. buchets paper weights etc.

Production section

Production is foundation on which every organization is built. Production and marketing of good and services are the fundamental objective of an organization production is an international act of predicting of a physical object through the use of men, material and machine. Production is some act of transformed into outputs. Input information, management, labour, land, and capital result into desired products and services. Production department of Parag milk board is under factory manager Mr. K.M.Panday and production manager Mr.. dairy milk is brought form villages where societies are formed.

The content of milk products are as follows:(A) Ghee Milk fat should be less than MOISTURE should be more than P.R. value should be Acidity should be less than : 99.7% : 3% : 40-30 : 1%

Boiling testing should be R.R. Value (B) Butter Fat should be less than MOISTURE should be CURD Percentage should be Yeast and MOIDCURD should be (C)PANEER MOSITURE should not be more then Fat should not be less than in dry (D)SREILIZED FLAVOURED MILK Suger should be less than Fat should be near about S.N.F. should be (E) BUTTER MILK MATTHA Fat should not be less than MOSITURE should not be more then Fat should not be less than in dry

: negative : 28-32

: 80% : 16-17% : 1.5% : 50%

: 70% : 50%

: 7-8% : 30% : 8.5%

: 20% : 20-25% : 7-8%

Research Methodology

INTRODUCTION
A basic research process can be defined as, An inquiry process that has clearly defined parameters and involves discovery and creation of knowledgefortesting,building,revision,confirmation,refutationofknowle dge and theory by means of investigation of a problem for local decision making. The first basic thing Hahnemann didtoprove, there exists a science beyond the materials, was by means of experimentation and observation, observing it to the levels of criticism and analysing story. Research not only means noting down the observation to analyse them and to reach to a conclusion which is the landmark for future research.

RESEARCH design
Exploratory
Exploration study can be used to establish priorities. The major emphasis on the discovery of ideas and insight. It helps in formulating hypothesis for the further research.

Descriptive
this study is typically conceded with determine frequency with something occurred or how tow variables very together it situated by an initial hypothesis.

TYPES OF RESEARCH
There are numerous ways by which we can do research activities. The type of research depends upon our aim. There can be a mixed type of research on one topic as in also. The common of drugs types and are:their

Descriptive:
Symptomatology.

description

Analytical: as in analysing already proved drugs for new spheres

of actions.

Conceptual: as in making new treatment concepts in different

diseases.

Empirical: research based on experience or observations. Quantitative: as in drug standardization. Qualitative:

conditions.

as in action of different potencies in different

Applied:

as in application of remedies in specific conditions. as in clinical proving, clinical verifications and

Fundamental:
collaborative research.

Diagnostic:

as in action of various remedies in specific

conditions and vice versa.

Data Collection Methods

Secondary data
Secondary data is data collected by someone other than the user. Common sources of secondary data for social science include censuses, organizational records and data collected through qualitative methodologies or qualitative research. Primary data, by contrast, are collected by the investigator conducting the research. Secondary data analysis saves time that would otherwise be spent collecting data and, particularly in the case of quantitative data, provides larger and higher-quality databases that would be unfeasible for any individual researcher to collect on their own. In addition, analysts of social and economic change consider secondary data essential, since it is impossible to conduct a new survey that can adequately capture past change and/or developments.

Primary data
Primary research consists of the collection of original primary data. It is often undertaken after the researcher has gained some insight into the issue by reviewing secondary research or by analyzing previously collected primary data. It can be accomplished through various methods, including questionnaires and telephone interviews in market research, or experiments and direct observations in the physical sciences, amongst others. The term primary research is widely used in academic research, market research and competitive intelligence.

Survey
Surveys are based on short interviews either face-to-face or on telephone. These are based on simple questions. Also, there are computer-assisted interviews. Survey can be performed by sending a

questionnaire and quantifying the response when questionnaires are returned.

Interview
An interview is a conversation between two people (the interviewer and the interviewee) where questions are asked by the interviewer to obtain information from the interviewee. Definition" - The qualitative research interview seeks to describe and the meanings of central themes in the life world of the subjects. The main task in interviewing is to understand the meaning of what the interviewees say.

Definition of 'Sampling'
A process used in statistical analysis in which a predetermined number of observations will be taken from a larger population. The methodology used to sample from a larger population will depend on

the type of analysis being performed, but will include simple random sampling, systematic sampling and observational sampling

Define Sampling Plan

A sampling plan is a detailed outline of which measurements will be taken at what times, on which material, in what manner, and by whom. Sampling plans should be designed in such a way that the resulting data will contain a representative sample of the parameters of interest and allow for all questions, as stated in the goals, to be answered.

The steps involved in developing a sampling plan are:

1. identify the parameters to be measured, the range of possible values, and the required resolution 2. design a sampling scheme that details how and when samples will be taken 3. select sample sizes
4.

design data storage formats

Market Research
Definition: The process of gathering, analyzing and interpreting information about a market, about a product or service to be offered for sale in that market, and about the past, present and potential customers for the product or service; research into the characteristics, spending habits, location and needs of your business's target market, the industry as a whole, and the particular competitors you face.

Zones of marketing Allahabad city

Zone of East

Name of wards
Kishana nager Katghar Mohitismganj Muthiguni Barirhana Sadiabad Daragunj Baghambai Gaddi Alopibag Allahapur Tilaknagar Tagore town Madhawapura Hrishna nagar Khalashi lane Nai Basti Jahngriyabad Trivani nagar

I.T.I factory and residential colony Bharat pumps and company factory Chak dondi Mukta Bihar Sadar bazaar HBI bazaar & CDA pension Rail bazaar Old cant Ford cant Malaviya nagar

Zone of west

Naini Bamlauli Sulem-sarai Chek niratul Lookerganj Subeddargunj Doobani nagar

Zone of north

ADA colony AG officers line Pura manohardas Bakshi bazaar Attala

Meerapur

Zone of south

Dariabad Malvia nagar Katra (old) Katra (new) Civil lines Rajapur Beli Area

Zone of central
Shahganj

Mumfordganj Phafamou

Khuldabad Dandipur Shahganj (old) Atarsuiya Chowk Badshai Mandi Bahadurganj Railway area

RECOMMNDATIONS

Leakage in packet should be checked and Replacement of leakage packets system should be followed. Commission on milk packets should be increased.

Proper supply should be provided to agents in all times.

Supply of milk packets should be streamlined.

There should be regular meeting of officers of Parag, Agent and delivery man.

Non agent should not be allowed to sell Parag products.

Order for more supply should be booked on phone. Freezer on loan should be provided. Damaged crate should be replaced.

Cash system should be properly maintained in cash book.

 Agents should not be allowed to sale to products simultaneously.

other brands of milk

Price of each product should be printed on the packing in order to avoid the exploration of customers. Quality of milk and its byproducts should be further improved.

Parag product should be advertised in various media, so that people May be come more aware of several of products marketed by Parag.

SUGGESTIONS GIVEN BY AGENTS

A verity of suggestions were given on Parag,40.0% suggested for leakage replacement 20.0% suggested that should be regular meeting of officers and agent 10.0%companied that depot were affecting their sale 7.0%compaint that non agent were also selling Parag products. 12.0%said that commission should be increased and the same member said that thickness of polythene should be mereased 9.5% said that Parag products should be advertised. Other suggestion were that order should be booked on phone, complaints be heard and action taken on them. Broken and unclear creates should be Changed. The agent who sells any other products also should be punished. Freezer on loan should be provided etc. The agent survey bolsterd some aspect of Parag is the faith in

Suggestion
The company should make efforts for home delivery packed milk to boost the sales and no check the exploitation of consumer of Milk at the hand of milkman. These needs attention to education People about the nutritious value of packed milk by proper advertisement. The company should provide promotional tools such as tin board glow shine board etc. to retailers for increasing sales. Most of agents do not have any fridge visit coolers but PARAG Choose such a point those who are selling more than 100 liters and give such of visit coolers. The leakage should be taken care of and the leaked packs should be replaced at the time next delivery. There should a need of proper printing of price and manufacturing date of the pack.

 Company should use holding at Public. Place like bus stop. Railway station parks and Main squire and solo sponsors cultural programme for making best relations with consumers. At the occasion of kumbh mela company should introduce new product like Shrikhand Rasgulla Ramallah etc. in the field of packed sweets. There should be a need to organize monthly meeting among the Management and retailers/agents for solving the confliction and better communication.

Conclusion
The agent survey bolstered some aspects of Parag is the faith in its Quality consciousness. An over whelming majority of agents are satisfied with the quality Parag products and only about 10% had complaints regarding this aspect .Parag has thus proved that the hard work done in quality control section is paying of and it should keep it up But it seems that quality is the only assist that Parag has on all other aspect Parag has to show some improvement. About 25% of the agents are dissatisfied will delivery time and 75% are satisfied with the delivery time and 65% are satisfied with the deliverymen. About 17 & of the agents complained of wrong supply of demand as Demand indents were UN carefully read. The biggest complaint about Parag is the problem of leakage of packets. Above 80% of the agents are not satisfied with packing and only 10% of the agents are satisfied with packing. This area

has to be deal with on a priority basis because Parag doesnt have leakage replacement system and hence the loss of the milk has to become by the agents. The commission rate on selling price of Parag products range for 3% to 20% milk product. This seems to be quite good in view of the fact their competitor some giving agent less commission to their agents. Most of the agents think that the return they get is quite less on milk and it should be at least 10% Parag needs to convince in the agents regarding this aspect. The proposed DOOR-DELIVERY scheme of Parag was rejected by majority of his agents .The reason for opposition is nonavailability of a helping hand .So this scheme can be implemented only it the agents are conscience about the scheme and an increase in commission is allowed in case when they provide door- delivery facility.

References
Phillip kotler-marketing management D.U.S.S. Allahabad publication Handbook of dairy farming N.D.D.B. Publication P.C.D.F. brochures, pamphlets etc Previous research paper

Questionnaire

survey of Parags Network

1. Agents name with address. ..

2. Since when do you have products do you sell dairy? ..

Sl.no

Name of product

Selling Quantity Morning

evening

1 2 3 4 5 6 7 8 9 10

Parag gold milk Parag toned milk Parag Janta milk(200) Parag Janta milk(500) Parag butter (20&50 gm.) Parag butter(100) Parag ghee (1kg.) Parag ghee (500) Parag Paneer(500)gm. Parag Flavored milk(200 ml pack)

11 12

Parag Dahi (200 gm.) Parag Mattha(200ml.)

3- Are you using other company products?

Shyam Mamata Amul Other

4- Are you satisfied with Parags packing?

5- Are you using Parags products?

6- Are you satisfied with the Parags products?

7- Do you want improvement in Parags product?

8- Are you satisfied with the quality of Parag products?

9- Are you satisfied with the delivery man?

10- Are you satisfied with the delivery time?

11- Are you getting Parags products according to your

demand?

12- Are you satisfied with the packing of Parags products?

13- Are you satisfied with the commission you get form Parags products?

14- Are you satisfied with the quality of Parag products?

Member of co-operative dairies in U.P.

Parag has a wide network dairy in U.P. both in U.P.as well as out side the state some of these are

D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd

Ramanager, Varanasi Dulptpur, Muradabad Buland Shahar Kanpur Bundu Kara, Agra Allahabad Faizabad Barelly Puratpur, Meerut Gorakhpur Basti Barabanki Fatehpur Lucknow

D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd D.U.S.S Ltd

Hardoai Unnao Sitapur Rai Bareli Sultanpur Matura Hathras Badauoon Shajjahanpur Farookhabad