You are on page 1of 57

A Project Report On

Sales & Distribution in Dairy Industry


With special reference to Aanchal products

SUBMITTED FOR:
The partial Fulfillment of the requirement for the Degree of the Master of Business Administration of Uttaranchal Institute of Technology, Dehradun
SUBMITTED BY:
Bhupendra Singh Rajwar

SUPERVISOR:
Dr. Saurabh Joshi H.O.D. Management

UTTARANCHAL INSTITUTE OF TECHNOLOGY, DEHRADUN

(Affiliated to Uttarakhand Technical University, Dehradun)

ACKNOWLEDGEMENT
I take this opportunity to express my gratitude to the management of Nainital, Dugdh Utapadak Sahakari Sangh Ltd. Lalkuan for providing me the opportunity to get an exposure of their esteemed unit. I am sincerely thankful to the Circulation department for coordinating my training and explicitly express my thanks to Mr. Prahlad Singh Haldwani (Nainital) and all the officers at Circulation Department for there continued help and guidance during my stay there. Last but not the least, I express my deep gratitude to my Faculty, Dr.
Saurabh Joshi for his valuable guidance.

I also express my thanks to parents and all family members and friends who directly or indirectly provide me their moral support.

(Bhupendra Singh Rajwar)

STUDENT DECLARATION
This project has been undertaken as a partial fulfillment of the requirement for the award of degree of MBA, Uttaranchal Institute of Technology.

The project was executed during the summer break after the Second semester under the supervision of Dr. Saurabh Joshi.

Further, I declared that this project is my original work and the analysis and the findings are for academic purpose only. This project has not been presented in any seminar or submitted elsewhere for the award of any degree or diploma.

(Bhupendra Singh Rajwar) Signature

CONTENTS Chapter - 1
Introduction
- Objective of the study - Scope of the study - Limitation of the study

Research methodology

Chapter - 2
About Dairy Industry Company Profile
- Sales Management - Growth Development - Function of Channel of Distribution - Marketing Strategy

Chapter - 3
- Data Analysis

- Summary Of Finding Chapter - 4


- Suggestion

Chapter - 5
- Conclusion

Biblography Questionnaire

Chapter - 1
Introduction
1 Objective of the study 2 Scope of the study 3 Limitation of the study 4 Research methodology

INTRODUCTION
India is the leading milk producer in the world and the dairy cooperatives are the backbone of Indian dairy industry. This study has analyzed the inefficiencies existing in improving milk production, procurement pattern, marketing channels, and price spread of a dairy cooperative, Uttaranchal Cooperative Dairy Federation Ltd (UCDFL), also known as Anchal in the Kumaun region of Uttarakhand and has proposed a model for eliminating these inefficiencies. It has been found that UCDFL is focused mainly on liquid milk marketing and has not adopted product diversification, which is the need of the day. Nainital and Almora districts of Kumaon region have been selected for the study; these cover almost 40 per cent of cattle population in the division, except Udham Singh Nagar. It has been found that due to insufficient margins, the number of agents working for other private dairies has increased. Different marketing channels for milk have been identified and price spread has been calculated for all the channels. Lack of business development services related to dairy industry has been found leading the farmers to disassociate from Anchal. The study has suggested that Anchal should evolve a definite policy with regard to procurement of milk in both lean and regular periods and to sustain its members, incentive package should be provided. Anchal should find ways to

establish fodder banks at strategic locations for providing fodder during emergencies and periods of fodder scarcity. Local sale of milk at the society level should be encouraged to increase the popularity of Anchal brand. Nainital, Dugdh Utapadak Sahakari Sangh Ltd. Lalkuan as on today, is the biggest National Daily across all products in Uttaranchal, Uttar Pradesh and Delhi with a phenomenal readership of consumers. Nainital, Dugdh Utapadak Sahakari Sangh Ltd. Lalkuan have a head office in Haldwani and many District Cooperative Unions engaged in milk production, procurement, processing and marketing in surrounding areas. Small dairy for satisfying the people of Uttaranchal conducting regular researches and needs are registered and interesting to know the customers feedback from dairy products. I am taking the study because The study is helpful to understand customers expectations from a complete range of dairy products and to know that how is defying the other dairy products to Aanchal? What modifications required in the current strategies in order to make it stronger in market? And what the customers of dairy products want from a complete dairy in market. Before the cooperative movement began, middlemen who supplied milk to the consumer were exploiting the dairy industry in the

Uttaranchal. It began as a response to this exploitation and put an end to it. It grew because it responded to the farmers financially as well as with

services. It has thrived because farmers who have a stake in its success own it. And because it has been managed by capable professionals and strengthened by dedicated scientists, technologists and workers, it has forged ahead. Today in India, there are 75,000 dairy cooperative societies, spread all over the country with a membership of 10 million. The farmer in the village is now assured of a better future thanks to these cooperatives. Recently one of the European Embassies in Delhi requested us for information on the five biggest "companies" in the dairy business. The first three are in the cooperative sector.

OBJECTIVES OF STUDY

There are many objectives of this topic under this project. Some are as follows:1. First and foremost objective of this study is to know the distribution system of AANCHAL industry. 2. To study the perception and problem of retailers and suggest method to motivate them. 3. To study the level of awareness among consumers about AANCHAL milk and its other products.

SCOPE OF THE STUDY


1. At present this study may be helpful in getting the knowledge of distribution system and all the selected facts. 2. We get the chance to know the packing and selling concept of the milk and its product and how it can be made available into the market to the consumer. 3. It is to know Indian market and its environment give us the chance to know to know the environment of the company.

LIMITATIONS OF THE STUDY


Following are the limitations which we deem in the course of the project: 1. Inadequate time to complete the project. 2. Beside Aanchal others are unorganized it is very difficult to cover the data in this time limit. The data collected is not very extensive to draw an accurate conclusion

SAMPLE SIZE The survey was conducted among 150 people


Sample unit:

150 people
Sampling method:

Random sampling

PERIOD OF STUDY The period of study was of 7 weeks and survey was conducted for 10 days starting from 1st July 2011 to 10th july 2011.

Research Methodology
The research design used for the present study is exploratory research. The tools used for data collection were questionnaires and personal interviews. Internet was used as a source for secondary data. The study considered customer base as well as organization base questionnaires and our sample was 150.

SECTOR & PLAYERS Sector chosen for the study is Dairy & F.M.C.G. Retailer. Under this head we are concerned with Aanchal & remaining players of supply. INFORMATION SOURCES Sources of data collection can be divided into two parts: (1) PRIMARY DATA (2) SECONDARY DATA

To collect the primary data the method used is: (i) Questionnaire is used for data collection

To collect the secondary data the method used is: (i) Books (ii) Journals of Aanchal (iii) Newspaper

Chapter II
Company Profile 1 History Sales Management 2 Growth Development 3 Function of Channel of Distribution Marketing Strategy

About Dairy Industry


Today, India is 'The Oyster' of the global dairy industry. It offers opportunities galore to entrepreneurs worldwide, who wish to capitalize on one of the world's largest and fastest growing markets for milk and milk products. A bagful of 'pearls' awaits the international dairy processor in India. The Indian dairy industry is rapidly growing, trying to keep pace with the galloping progress around the world. As he expands his overseas operations to India many profitable options await him. He may transfer technology, sign joint ventures or use India as a sourcing center for regional exports. The liberalization of the Indian economy beckons to MNC's and foreign investors alike. Euromonitor International's Dairy Products in India report offers a comprehensive guide to the size and shape of the market at a national level. It provides the latest retail sales data, allowing you to identify the sectors driving growth. It identifies the leading companies, the leading brands and offers strategic analysis of key factors influencing the market be they new product developments, packaging innovations, economic/lifestyle influences, distribution or pricing issues. Forecasts illustrate how the market is set to change.

Company Profile
The history of Nainital, Dugdh Utapadak Sahakari Sangh Ltd. Lalkuan can be traced back to 1948. Organization first started its operations in year 1949; initially organization preceded just 611-liter milk with the help of seven societies per day and its sale was 376-liter milk per day. At present time organization is selling nearly 30865 liter milk per day. The reason for this impressive growth can be attributed to strategic planning and management of organization functions. The everincreasing demand for Milk and Products can e another season for this phenomenal growth. In the year 1997-98 companies averages sales was 27354 Liter per day which feather increased to 30865 Liter Per day in the year 98-99. thus reason growth of 12.8% approx for previous year this growth is must higher then growth rate dairy industry, which was nearly 6.3% in year 1998-99. In the field of handling Milk organization has achieved milk store by handling 2.1 melt as compared plants present handling capacity. Plants present handling capacity is 20,000 Liter per day but it handling 42,000 Liter Milk present time it is handling an average of 39340 Liter Milk per

day new plant under construction that not increase plant-handling capacity to 50,000 Liter per day after coming in operation. Starting its operation from producing selling Milk only. Organization has added a number of products in it range. The organization new deals in pasteurized Milk, Ghee, Butter, Creams and flavor Milk.

The table given below reflects performance in recent year.


Table 1

S.No. Item
1 2 3 4 5 6 Milk Handling Avg. day Ghee (In MT) Butter (In MT) Paneer (In MT) Cream (In MT) Flavor Milk (200 Ml Packed)

06-07
26.64 75.84 113.7 23.41 137.9 73056

07-08
34.87 111.1 161.5 35.56 192.5 63145

08-09
35.26 178.6 239.2 35.72 274.2 75494

09-10
39.34 198.2 259.7 39.8 294.5 84145

BOARD OF DIRECTOR'S

S.N. Name 123456789101112-

Designation

Dr. Mohan Bisht

Chairman

Mr. Vinod Fonia Mr. Bhag Singh Chauhan Mr. Kunvar Singh Gusain Mr. Arjun Singh Rautela Mr. Gulab Rai Mr. Hari Ram Mrs. Nirmala Rawat

Managing Director/Member Secretary Vice Chairman Member Member Member Member Member/ nominated by state govt.

Mr. Karn singh Bhandari

Member Member Member

Mrs. Haru Devi Mrs. Janki Devi Mr. Sanjay Upadhyay

Member/Representative of Director, Dairy Development

History:

The dairy industry in India is going though major changes as a result of liberalization pobues of previous of govt. and restricting of the economy. This has brought a greater participation of private sector. Uttarakhand Co-operative Dairy Federation Ltd (UCDF Ltd.) is a apex level state federation of district milk Co-operative unions in the state of Uttarakhand. It was established in the year 2001,under registration no; 555,Dated 12-03-2001, with its head office at Mangal Parao, Haldwani (Nainital) for the successful implementation of the dairy programmes in the state. Product branding is "AANCHAL" The Uttarakhand Cooperative dairy Federation Ltd (UCDF) came into existence as is a successor body to the Uttar Pradesh Co-operative Dairy Federation Ltd. after the formation of Uttarakhand as 27th state on 9thNov, 2000. The UCFD Ltd is registered under the Uttarakhand state cooperative act in the year 2001.

After starting at 20 million tons per 20 years between 1950 and 1970 India milk production bean to rise crossing 30 Million tans in 1980 and 596 Million tans 1997. The annual growth rate raised from 4.5% in 70% in 80s. Today India ranks as world 2nd larges producer after US.

Ever science the dairy sector was declined in late 1991, there has been significant activity in private sector with many companies making a bid to enter the field in addition the private sector is also directly competing with govt. and cooperative sector in the supply of the Milk of consumer in urban areas.

Members Milk Unions


S .No Name & Address of DUSS 1 2 3 4 5 6 7 8 9 10 11 12 Phone/ Fax Number

Nainital Dugdh Utpadak Sahakari Sangh Ltd, Lalkuan, District- 05945Nainital 268061/268030/268127/268069 Udham Singh Dugdh Utpadak Sahakari Sangh Ltd, Kanjabag Road, Khatima, , District- U.S.Nagar 05943-252555

Pithoragarh Dugdh Utpadak Sahakari Sangh Ltd, Vin, District- 05964-226016/225107 Pithoragarh Almora Dugdh Utpadak Sahakari Sangh Ltd, Patal Devi, Almora, District- Almora Champawat Dugdh Utpadak Sahakari Sangh Ltd, Jut Patwa, District- Champawat Dehradun Dugdh Utpadak Sahakari Sangh Ltd, Raipur Road, Dehradun, District- Dehradun Haridwar Dugdh Utpadak Sahakari Sangh Ltd, VillShikarpur(Landhaura), District- Haridwar 05962-233026/233075 05965-230426 0135-2787225/2787955 01334-254418

Garhwal Dugdh Utpadak Sahakari Sangh Ltd, Dhobighat Pauri 01346-252335 Road, Sri Nagar (Garhwal), District- Pauri Garhwal Tehri Dugdh Utpadak Sahakari Sangh Ltd,H- Block New Tehri, 01376-232042 District- Tehri Garhwal Uttarkashi Dugdh Utpadak Sahakari Sangh Ltd, Matli, District- 01374-235256 Uttarkashi Chamoli Dugdh Utpadak Sahakari Sangh Ltd, Simali, District- 01363-247420 Chamoli Cattle Feed Factory, Kichha by pass Road, Rudrapur, District- 05944-242552 U.S.Nagar

Performance of Aanchal :-

All the 13 districts of the state are covered by 11-district level milk unions (district Rudraprayag and Bageshwar are included with the Srinagar and Almora milk unions respectively). Elected board of members in position in the district milk unions and state federation. Infrastructure of 09 milk Processing plants of installed milk processing capacity 210 Kilo Liters perday and 44 chilling centers with a milk chilling capacity of 100 Kilo Ltr./day. Nainital DUSS Ltd Lalkua ia an ISO certified unit and Udhamsingh Nagar Milk unions is in process to obtaine ISO 9001 and 2000 certificates. At present, an average of Rs 29.00 lakhs per day milk price is paid to milk producers of the state. UCDF is supplying 12,000 metric tonne quality cattle feed to the milk producers manufactured in its own Cattle Feed Plant at Rudrapur. Established Cheddar and Ricota cheese plant in Dehradun. Established cow urine distillery in the districts of Dehradun, Pauri Garhwal, Chamoli, Nainital and Almora, providing additional income, through purchase of cow urine from milk producers of milk societies, to milk producers other than the milk.

Wide spread dispersal of cross breed cattle through various govt. and other schemes. Emphasising establishment of well-designed energy conservation and ecofriendly machines and plants to save energy, power, water and fuel. Successfully implementing Govt. of India sponsored schemes like Integrated Dairy Development Project (IDDP), Rastriya Krishi Vikas Yojana (NADP), Clean milk production, area development programmes etc. Successful implementation of state government aided dairy development programmes like Saghan Mini Dairy Scheme, Dairy Venture Capital Fund (Big Dairy), Special components schemes and Mahila dairy vikas pariyozana etc. Under STEP Dairy Schemes women from the weaker sections of the society are organized under the dairy Co-operatives providing them a plate-form for upgradation and strengthening their skills resulting into their socio-economical well being. Organization of women self help groups within the women D.C.S.

Products of Aanchal
- Milk

- Flavored Milk - Ghee - Cream - Curd - Butter - Paneer - Chhachh - Yoghurt - Cheese - Ball Mithai - Chocolate.

SALES MANAGEMENT
DISTRIBUTION NETWORK:
Channel Structure

AANCHAL Authorized Dealer Retailer Authorized Dealer Customer

OTHERs Customer

Customer

FUNCTIONS PERFORMED MEMBERS

BY

DIFFERENT

CHANNEL

AANCHAL Authorized Dealer


Selected on the basis, reputation G/will in the Market. Their main function is to hold/preserve Aanchals products from Companys plant and distributes them to the retailers.

Retailers
All shopkeepers who deals in F.M.C.G. product especial in confessionary items.

Growth Development:

Now a days consumption of Milk is increasing rapidly due to very nutritious and multipurpose use. So Milk is growing and developing itself. Initially organization procured just 611 liter per day with the help of 7 societies and it sales was 316 liter per day. At present time organization is selling nearly 5115 liter per day. The reason for this improving growth can be attributed strategic planning and better management of organization function. The over increasing demand for Milk and Milk products can be another reason for this phenomenon growth. In the year 1997-98 companys average sale

was 24718 liter per day, which further increased to 25915 liter per day in 1998-99. Thus registering growth of 70.18% approx from last year. This growth is much higher than growth rate doing industry, which is nearly 6.3% in year 1998-99.

Future Planning
1

To increase the handling capacity of plant from 20,000 lts. to 50,000 lts. per day.

2 To establish the plan pasteurized butter now day table butter is prepared.
3

They are planning to add mushroom as a new product in their range for their consumers who quality mushrooms.

Function of Channel of Distribution:


Some of the important functions of channel of distribution are as follows: -

1 Helpful in Price determination Channels of distribution are very helpful in determining the price of products because they are in direct touch with consumers. They can estimate capacity of consumers for products. Therefore the manufacturer must incite suggestions of middlemen while determining the price of the product.

The Manage finance All the manufactures have limited financial resources. Middleman helps manufactures in marketing adequate financial resources available. They purchase the good used b manufacture and make the payment for that in this way, they help in solving the financial problem of manufactures.

3 To make the process of Distribution easy It is not possible for a producer, particularly a producer of consumer good to be in direct touch with all the consumers. Therefore it is not very

practical for a producer to distribute his goods to his consumers directly. Channels of distribution help the producers in this regard.

Marketing Strategy
Uttaranchal co-operative Dairy Federation (U.C.D.F) is having its own marketing strategy guidelines as per the strategy decided by the head office are given to all the unions in order to achieve the target given Naintal Dugdh Utpadak Sahakari Sangh is a part of UCDF. So UCDF provides guidelines to NDUSS also.

Following are the marketing strategy: 1 A committee is formed at every marketing unit headed by in charge marketing the concerned union. Primary jobs of this committee are as follows: a) To do a survey to find out areas where new agents can be appointed. b) Which point will be conceived for the consumer? c) Areas to appoint retailers. 2 Proper selection of individual for appointment of agents.

3 Try to convince the agents for door-to-door selling so as to compete with traditional duchies. 4 Visit to school children to the factory, this is done increase the awareness. 5 To arrange weekly meeting at level review the marketing operation. 6 Appointment of stockiest in sub urban areas as well as in the flehsils.

7 8

Distribution channel should be checked and maintained regularly. Regular reporting of the progress of the union should be done at head office and advice form the head office should be sought.

Chapter 3
1 Data Analysis 2 Summary Of Finding
3

SWOT Analysis Of Aanchal Dairy Industry

Data Analysis
1) Which way do you presently buy milk & its product?

Aanchal Other Dairy Local Milkman

35% 15% 50%

Table 2

Aanchal Othere Dairy Local Milkman

Finding:

50% of the total milk market is being captured by the local milkmens.

And is is only having 35%market share of the whole milk market. Market share of other dairy product is only 15%.

2) On what feature of the following, you are not totally satisfied?

Other Aanchal Dairy Milk-Man Quality Pricing Product Available 25 40 55 Table 3 35 20 15 30 20 60

70 60 50 40 30 20 10 0 Aanchal Other Dairy Milk-Man Quality Pricing Prduct Avilabety

Finding: The persons who look for the quality products mostly use Aanchal but because of improper availability of Aanchal products they prefer to buy from local milkman.

3) Have you seen the advertisement of the products of?

(a) Aanchal (b) Other dairy Aanchal other dairy 60 40

Yes No

90 10 Table 4

100 90 80 70 60 50 40 30 20 10 0 Aanchal Other dairy

Yes No

Finding: Only Aanchal does properly ad campaign others depend only on whisper marketing.

4) When you buy milk or its product, how important is each of the following factors in your decision?

Quality Service Price

Extremely Imp.Very Imp.Somewhat Imp.Not at all 40 40 18 2 30 50 15 5 15 40 25 20 Table 5

60 50 40 30 20 10 0 Quality Service Price Extermaly Imp. Very Imp. Some what Imp. Not at all

Finding: For most of the consumers quality of milk is the most important factor which influences their decision to purchase milk from particular source.

5) How do you rate the following features given below?

Quality Service Pricing Product Availability

Poor 10 15 30 20

Aanchal Good Excellent 60 30 75 10 50 20 50 30

Other Dairy Poor Good Excellent 30 55 15 60 25 15 50 40 10 80 18 2

Local Milkman Poor Good Excellent 70 20 10 5 60 35 10 60 30 55 40 5

Table 6 (a) Quality:

70 60 50 40 30 20 10 0 Poor Good Excellent Anchal Other Dairy Local Milkman

Finding: Most of the consumers believe that the products of aanchal are of good quality.

(b) Services

80 70 60 50 40 30 20 10 0 Poor Good Excellent Anchal Other Dairy Local Milkman

Finding: The services of local milkman are perceived to be much better than the services of Aanchal.

(C) Pricing

60 50 40 30 20 10 0 Poor Good Excellent Anchal Other Dairy Local Milkman

Finding: The prices of the Aanchal products are higher then the other dairy products and milkmans prices.

(d) Product Availability

80 70 60 50 40 30 20 10 0 Poor Good Excellent Anchal Other Dairy Local Milkman

Finding: Here also the consumers are rating higher other dairies in the case of availability various products in the market by the other dairies, Aanchal and milkman.

6) If you have to change your current way of purchasing milk or it's

product which would be your first choice?

Through Aanchal Through Other Dairy Through Milkman Table 7


50 45 40 35 30 25 20 15 10 5 0 1 New Vendor

45 15 40

Through Anchal Through Other Dairy Through Milkman

Finding: In spite of looking to the other sources consumers will prefer Aanchal.

FINDINGS:

We analysis the data and given result is given below:


1. More then 50% of markets is being captured by local vendor. 2. The persons who look for quality products mostly use Aanchal but because of improper availability Aanchal they prefer to buy it from local milkman. 3. Only Aanchal does proper ad campaign. Others depend only on whisper marketing. 4. For most of the consumers quality milk is the most important factor which influences their decision to purchase milk from a particular source. 5. Most of the consumers believe that the products of aanchal are of best quality. 6 The services of the local milkman are perceived to be much better than the services of Aanchal.

SWOT ANALYSIS OF AANCHAL DAIRY INDUSTRY Strengths:

Demand profile: Absolutely optimistic. Margins: Quite reasonable, even on packed liquid milk. Flexibility of product mix: Tremendous. With balancing equipment, you can keep on adding to your product line.

Availability of raw material: Abundant. Presently, more than 80 per cent of milk produced is flowing into the unorganized sector, which requires proper canalization. Technical manpower: Professionally trained, technical human resource pool, built over last 30 years.

Weaknesses:

Perishability:

Pasteurization

has

overcome

this

weakness

partially. UHT gives milk long life. Surely, many new processes will follow to improve milk quality and extend its shelf life. Lack of control over yield: Theoretically, there is little control over milk yield. However, increased awareness of developments like embryo transplant, artificial insemination and properly managed animal husbandry practices, coupled with higher income to rural milk producers should automatically lead to improvement in milk yields. Logistics of procurement: Woes of bad roads and inadequate transportation facility make milk procurement problematic. But with the overall economic improvement in India, these problems would also get solved.

Problematic distribution: Yes, all is not well with distribution. But then if ice creams can be sold virtually at every nook and corner, why cant we sell other dairy products too? Moreover, it is only a matter of time before we see the emergence of a cold chain linking the producer to the refrigerator at the consumers home!

Competition: With so many newcomers entering this industry, competition is becoming tougher day by day. But then competition has to be faced as a ground reality. The market is large enough for many to carve out their niche.

Opportunities:
"Failure is never final, and success never ending. Dr Kurien bears out this statement perfectly. He entered the industry when there were only threats. He met failure head-on, and now he clearly is an example of never ending successes! If dairy entrepreneurs are looking for opportunities in India, the following areas must be tapped: Value addition: There is a phenomenal scope for innovations in product development, packaging and presentation. Given below are potential areas of value addition:
o

Steps should be taken to introduce value-added products like shrikhand, ice creams, paneer, khoa, flavored milk, dairy sweets, etc. This will lead to a greater presence and flexibility

in the market place along with opportunities in the field of brand building.
o

Addition of cultured products like yoghurt and cheese lend further strength - both in terms of utilization of resources and presence in the market place. A lateral view opens up opportunities in milk proteins through casein, caseinates and other dietary proteins, further opening up export opportunities. Yet another aspect can be the addition of infant foods, geriatric foods and nutritional.

Export potential: Efforts to exploit export potential are already on. Aanchal is exporting to Bangladesh, Sri Lanka, Nigeria, and the Middle East. Following the new GATT treaty, opportunities will increase tremendously for the export of agri-products in general and dairy products in particular.

Threats:
Milk vendors, the un-organized sector: Today milk vendors are occupying the pride of place in the industry. Organized dissemination of information about the harm that they are doing to producers and consumers should see a steady decline in their importance.

The study of this SWOT analysis shows that the strengths and opportunities far outweigh weaknesses and threats. Strengths and opportunities are fundamental and weaknesses and threats are transitory. Any investment idea can do well only when you have three essential ingredients: entrepreneurship (the ability to take risks), innovative approach (in product lines and marketing) and values (of quality/ethics). The Indian dairy industry, following its delicensing, has been attracting a large number of entrepreneurs. Their success in dairying depends on factors such as an efficient yet economical procurement network, hygienic and cost-effective processing facilities and innovativeness in the market place. All that needs to be done is: to innovate, convert products into commercially exploitable ideas. All the time keep reminding yourself: Benjamin Franklin discovered electricity, but it was the man who invented the meter that really made the money!

Chapter 4
Suggestion & Recommendations

Recommendations
Following are the recommendations/suggestion, which we are giving to automobile companies as follows: 1 We would recommend Aanchal to improve and change the product line frequently as possible, which is the key factor for Aanchal Dairy. 2 We would recommend Aanchal to improve the product availability status and focus more on product awareness.

Chapter 5
Conclusion
1 Aanchal has more sales than others, which is reflected in the data acquired from the companies and the customers.
2

The success of Aanchal is because of the introduction of good quality productes, which provide them with an edge over their competitors.

3 There are two PLANTS of AANCHAL in UATTRANCHAL. This helps them to serve the customers better, which in turn leads to better brand image and gain the trust of the customers.

Questionnaire

1) Which way do you presently buy milk & Its product? Through Aanchal Through Other Dairy Through local Milkman 2) On what features of the following, you are not totally satisfied? Quality Service Pricing Product Availability

3) Have you seen any ads of these?

YES

NO

IF YES, from

News paper ad T.V ad Magazine ad

Others

4) Do you recall any of the ads you have seen on T.V or PRINTED? Please describe: i) ii)

5) When you buy milk or its product, how important is each of the following factors in your decision? Extremely Imp d) Quality e) Service f) Pricing g) Product Availability Others (specify) Very Imp Some what Imp Not at all Imp

6) How do you rate the following features given below? POOR-------------------GOOD-------------EXCELLENT The rating lies from 1-----------2-------------3-----------4----------5 Features Quality Service Pricing Product Availability Aanchal Other Dairy

7)

If you have to change your current way of purchasing a milk product tomorrow, which way would be your first choice? Through Aanchal Through Other Dairy Through local Milkman Others

NAME: Phone No: ADDRESS:

Bibliography
Commodity Availability for Food Distribution Programs By Nutrition, and Forestry Sale and Distribution of Dairy Products The Dairy Revolution: The Impact of Dairy Development in India by Wilfred Candler, Nalini Kumar, Wilfred V Chandler - Business & Economics Website:
ucdfaanchal.org

www.ua.nic.in www.google.com We took the data from the overdrive magazine and some data from the Pamphlets

You might also like