ACQUAINTANCE WITH PROJECT REPORT / SUMMERTRAINING PROGRAMME

This Summer Training Programmer is very useful technique provided by institution and organization for imparting practical knowledge and skill to the students who are studying theoretical body of knowledge.

I have done my project report of “Consumer Survey and Sales Promotion of Bihar State Co-operation Milk Product Federation Ltd. Gaya Dairy” in different region of Gaya city.

The Co-operation organization provided question arise paper containing thirteen question (such as from where you purchase milk, how much milk you usually purchase a day) these question answered by the consumer which are related to sudha Milk & Information are collected. They provided as a lactometer for checking the percentage of water present in consumers milk & we tried our best to convince the consumers about water percentage, hygiene, purity between consumer milk and Sudha milk.

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ACKNOWLEDGEMENT

I have done this project at Bihar State Co-operation Milk Producers Federation Ltd. Gaya Dairy ‘Gaya’ On “Consumer Survey & Sales Promotion of Sudha Milk. I am grateful to all those have given me the opportunity & guidance to go for this project after completing it.

First of all I would like to pay my heartiest respect to Sheetal Madam Faculty of Business Management Department for encouraging me add extended help for completion of these types of first direct experience felled with consumers & Organization.

I express my sincere gratitude to Dr. K.K. Sharma Manager Bihar State Co-operative Milk Product Federation Ltd. Gaya Dairy Gaya, for doing the project from his organization.

I am paying my deepest gratitude & thanks to Mr. Satish Chandra Sukla Plant incharge, Mr. Umesh Prasad Processing incharge, Badruddin Ansari Engineer incharge, Sarfaraj Ahmad Shift incharge Dilip Kumar Mishra Technician & Ojha ji Quality controll, for providing me all sufficient information and necessary equipment and facilities in completing it.

Lastly I would like to offer thanks to my colleagues, seniors, our parents and all staff member at Gaya Dairy, Gaya & Department’s of Business Management J.J. College, Gaya.

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“OBJECTIVE OF THE SUMMER TRAINING

Every Organization wants to know the position of his product and consumer behavior about their product in the market. For it, it is very essential for an organization to know about the view of consumers and about their competitive product prevailing in the market. This project report on “Consumer Survey and Sales Promotion” is aimed to estimate market potential their drawback in various areas.

Few are the some objectives of this summer training program.

A) To know the compact share of company product.

B) To know the consumer acceptance of purchase of product.

C) To access probable volume of future sales.

D) To study the features which are beneficial for the product in future.

E) The consumer complains regarding quality, packing and supply of the

product.

F) To observe all techno non- techno aspects prevalent in the market.

G) To analyze the techno base of consumer satisfaction and what type of

measure should be taken to increase it.

H) To analyze the consumer dissatisfaction and what corrective remedies

should be taken.

I) To remove the misconception of dairy milk in consumers.

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At least we study company policies and strategies towards the product & what are impact of it in the milk market. We also survey the weak demand in some places of Gaya City & suggest the technique, strategies, Plans, standards to cope with it

The following strategies are used to accomplish the organization goals.

A. Questioner

The questionnaire was of 15 columns like (i) Serial No. (ii) Name of Consumer

(iii) Address (iv) No. of family member (v) From where you purchase milk (vi) At

which rate you purchase milk (Vii) Do you get milk in right quantity (viii) for

which purpose you purchase milk (ix) In how much quantity you purchase milk

(x) Grad of Sudha milk (xi) Which time you purchase milk (xii) Do you purchase

milk either at home or go to carry (xiii) Opinion about Sudha (xiv) Signature of

Consumer (xv) Signature of Surveyor.

B. Sample of Designing.

(a) Survey of the State – Bihar

(b) Survey of the area – Selected when urban area of the Gaya Dairy Gaya

in Gaya city. Information collected from consumers with the help of

questionnaire as well as personal interview with them.

C. Data collection Technique:-

Data for this study has been collected from primary sources. Primary data

was collected from mainly with the help of questionnaire.

Data analysis & Interpretation:-

This study was executed to evaluate the comparative position of the Gaya Dairy.

Gaya and the sales promotions strategies adopted by some of leading competitions

especially with milkman. Date was collected with the help of questionnaire

designed especially for consumers of milk by dairy.

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Consumer opinions were asked through a questionnaire especially designed

for the pure does know the response, were chosen from the consumers of selected

areas of Gaya city.

For the sales force: Objective includes encouraging support of a new

product of model, encouraging mere prospecting and simulating season sales.

D. Selecting the sales Promotion Tool:-

A Promotion planner should take into account the type of markets, sales

promotion objective, competitive condition & cost effectiveness of each too like

sample, coupons, price packs, premium & trading stamps etc. There tools made up

the bulk of consumer behaviors. Sample is the most effective & most expensive

way to introduce a new product. Price packs are very effective in stimulating short

terms sales even more coupons, Premium can add new consumer of other products.

Trading stamp can redeem for merchandise through stamp redemption centre.

Point of purchase display (POP) & demonstration is the most creative & a major

factor in the success of a brand. Merchandise allowance, advertising allowance,

display allowance. Compensate dealer’s maturity advertising manufacturer product.

Business conventions & trade shows generate new sales leads, monition customer

contact introducing new produce meeting new customers & sales more too present

customers. Contest. Sweep stocks and games involve dealer on sales force to

introduce them to redouble them sales efforts over a stated period.

E. Developing sales promotion programmer :-

The marketer must make some additional decision to define the full

promotional programmer. Size of incentives, condition for participation,

distributions, vehicles for promotion, duration of promotion, timing of promotion

budget of sales promotion, these are some points upon which a marker must pay

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attention. A common way to develop the sales promotion budget is use a

conventional percentage of the total promotion budget. Come time these are find

major budgeting in adequacies. Back of consideration of cost effectiveness, Use of

simplistic decisions rules such as extension of last year’s spending percentage if

expected sales, maintenance of a fixed ration to advertising and it left over

approach where promotional gets what is left after advertising is set. Advertising

and promotional budget being prepared independently

F. Implementing and controlling the sales promotion :-

Implementing & control plan for sales promotion should be established.

Implementation planning must cover lead time and self off time. Weed time is the

time necessary to prepare the programmer prior to launch in time.

Sell of time begins with the launch & ends when approximately. 95% of the

deal merchandise in the hand of customers, which may take to several months,

depending on the deal duration.

G. Evaluating the sales promotion result :-

Evaluating of programmer reserves title attention, the most common method is

to compare sales before, during and after a formation. If the brands share returned

to the promotion level than the promotion only altered the time pattern of the

demander than the total demand for more information consumer surveys can be

conducted.

METHOD OF STUDY

Ten exploratory research has been carried our study is behavior of dealer,

Retailers & customers. To meet the research objective a research format to collect

information from the respondents was made and the information, were collected

through, Individual interaction with its research. The data was collected using

scientific as per the questionnaire. Samples & elements have been chosen by

observation.

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A. Prescribed Reading.

To get insight into milk production consumption fields, the researcher

was involved in importance discussion with the relevant people. Researcher was

provided with free sample, milk purity, checking instrument lactometer from the

company’s side.

B. Survey

Personal survey was conducted by the researcher himself during the

period of 26-MAR to 31-MAR-2010.The data was collected from the consumers

by personal interviews through prepared questionnaire by the Gaya Dairy Gaya.

“THE ORETICL PROSPECTIV OF THE STUDY”

Sales promotion is a short term incentives to encourage purchase of sale of product of service. So that in prompts the dealers, distribution of ultimate consume to say the product.

Sales promotion offers a reason to buy the product, Sales promotion include tools for consume promotion such as samples, coupons, cash, refund offers, price off, premium, prizes, patronage rewards, free trial, warranties fair and trade, paint of purchase display & demonstration. Even though there are four other promotional mix advertising, publicity, Personal selling & Education.

Apart from that there are three distinctive characteristics:

Communication – They gain & usually provide information that may lead the customers to the consumer to the product.Incentive – They in corporate some concession inducement are contribution give value to the consumer. Invitation – They include a distinct invitation to engage in the transaction now. Companies use sales promotion tools to create a stronger & quicker response. Sales promotion can be use to dramatize product offer to boost sales. Sales promotion effect are usually short rum & nor effective in building long run brands.Preference.

Earlier a decade ago share of advertising sales promotion was 60:40 in combine’s budget. But recently it required the sales promotion almost 60 to 75% of combined budget. Now a day, it is first and foremost things in each and every path

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of the any business. Some potential tools which play a vital role in promotion the sales are-

a)

Relation Importance of Promotional Tools(Consumer v/s Industrial Market)

Consumer goods Industrial goods

Advertising Personal Selling

Sales Promotion Sale Promotion

Personal Selling Advertising

Publicity Publicity

RELATIVE AWARENESS OF FOUR PROMOTIONAL TOOLS AT DIFFERENT

STAGES OF THE CONSUMER BUYING PROCESS

Personal Selling

Advertising

Education

Publicity

“To produce, Awareness Compression Conviction Ordering”

B) Methods of Sale Promotion: -

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Sales Promotion Consists a wide range of promotional tools designed to

Stimulate to earlier stronger market response. They include tools for customer

Promotion E.g. Simple, coupon, money, refund offers, premium, priceoff, contest,

trading stamps & demonstration.

Trade promotion e.g. Buying allowance, free goods, merchandise

allowance, push money, corporation advertising, Sales Contest.

Sales Promotion e.g. Bonus, contest & sales rallies.

C) Objectives of Sales Promotion :-

Objective of sales promotion may with the type target market for a specific

product vice-versa for specific market, objective of sales promotion vary with

many types of products.

For Retailers Objective including retailers to carry new items & higher

level of inventory. Encouraging of seasons buying encourage stoking of relates and

gaining entry into new retail out lest.

OPERATION FLOOD PROGRAMME IN INDIA

Operation flood is the dairy development policy which seeks to promote Anand

Pattern in other parts of India & even outside India.

Operation Flood (OF) was the result of organized attempt director towards

the development of the dairy industry in India.

The Of programmer has laid emphasis on setting up of “ANAND

PATERN” rural milk producers cooperative Organization to procure, process &

market milk to provide some of the essential technical inputs services for

increasing milk production.

OF I - 1970-81

OF II - 1981-85

OF III - 1985-96

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The programmer involved organizing dairy cooperatives at the village

level, providing the Physical & institutional infrastructure for milk procurement,

processing, marketing & production enhancement services at he union level and

establishment of city dairies.

The ANAND PATTERN tends to be promoted as a technological

management. National Milk Grid which links rural milk sheds to major demand

centers with urban population totaling some 150 million of more to assure year

round stable milk supply.

NDDB:The National Dairy Development Board is a corporate body which is

declared as an institute of national importance by the Govt. of India, is a centre for

excellence in the field of Dairying.

“Company of Bihar state Co-operative Milk Producers federations Limited”

Bihar state co-operative milk federation limited (COMPFED) was

established in April 1983 in establish dairy industry on Anand Pattern by involving

framers in organizing the milk production & procurement, processing and marketing

of rurally produce milk. It is implementing agency of operation flood programmer in

Bihar. It has provided employment of about 1.7 lakh farmer’s families who are

engaged directly of indirectly in it. Its production plant is equipped with most

modern hygienic plants to ensure safety & purity, standard & quality. It products are

different types of milk, peda, ghee, curd, butter, sweets, scheese etc. Its units are

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located in Barauni Gaya, Muzzafarpur, Jamshedpur, Ranchi, Bokaro, Patna,

Bhagalpur, and Arrah.

It marketing milk was 57.85 Thousand titers per day in 1989 which was

raised to 303.96 Thousand liters in the year 1998-99.

It has an effective marketing network, collecting network, production

department & administration.

“ PROFILE OF GAYA DAIRY GAYA”

Gaya Dairy presently a unit of COMPEED was inaugurated by our first president

Late Dr. Rajendra Prasad in 1961 but it come in operation in 1961 in the name of

Gaya milk supply scheme. Later on it started functioning under the Bihar State Dairy

Corporation in year 1947 & remains closed from 1977 to 1986 due to uneconomic

operation.

The COMPFEED took it over in year 1984 & put it in operation on 7 July

1986. Having diagnosed that sickness was due to inadequate strategic and

operational management, a professional approach was adopted to turn around the

dairy by addressing problems & learning lessons from past experience to provide

necessary fillip and momentum in successful operation of dairy. They dairy

recovered very fast & received COMPFED special award fore “TURNAROUND

MANAGEMENT” in the very 1st year n1994-95 & subsequently “Dairy Plant

Management” award.

Strategies like cost reduction, waste reduction, controlling pilferage

improvement in quality, building of bunds image, continuous marketing intelligence

at local level, enduring & caring relationship with individual customers, and

dynamics of co-ordinates team spirit. Participating decision making adoption of

socialization process, improving capacity utilization, operational & management

control, ensuing honesty, liaison with local administration & sister unit, timely

flexible & pragmatic decision, localizing problems & sequencing corrective action

has given a major break through in turning the dairy unit around.

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The requirements of milk form the dairy are not by a network of over 52

dairy Cooperative societies (DSC).

The average procurement has reached over 2200 liters a day.

The Dairy is providing not only a ready and sustainable market for rural

milk producers at their doorstep but also inputs such as artificial insemination with

frozen semen (through DRDA) agencies.

The dairy is well equipped with state of art technology for quick and

efficient milk reception, processing quality control & storage.

The dairy is manned by well qualified competent and experienced

managerial cadre & motivated work force to provide highest quality of product and

best of the services to customers. The dairy followers strictly the international nouns

of hygiene & good manufacturing practice recommended by under alimentary

commission in reception processing, manufacturing packaging and storage and

transportation.

To further improve the efficiency & effectiveness of the dairy performance,

The Gaya Dairy Gaya. Has embark on implementation of ISO 5001qualilty

management system Is 15000 Hazard analysis & Critical control points (HALLP)

systems in the plant operation to eventually get international certification.

“INTRODUCTION OF GAYA DAIRY GAYA”

Gaya dairy presently a limit of Bihar State cooperative milk producer’s federation

ltd. COMFED. It was establishing in 1961 with objective to supply milk to Gaya and

sis satellite town and way named “Gaya Milk Supply Scheme. “ In 1974 it was

Handed over to Bihar state Dairy Corporation.

It remains closed from 1977 to 1986 due to uneconomic operation. The

COMFED took in the year 1984 and was put in operation in 1986 under the “Gaya

Dairy”

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It is situated at Katari Hill Road, in Gaya City. It is engaged in

manufacturing and marketing of milk & milk products under popular brand name

“SUDDA”

It is now a days marketing tale butter, Ghee, Peda, Kalakand Lassi & other

milk products through establish network and retail outlets in Gaya, Jehanabad &

Aurangabad Town.

Financial position of Dairy is okay running in profit after sustained effects are thirds

of the total milk is rurally produced and rest qualities comes from “ARA DAIRY”

“POPULATION”

Gaya is having a population of about three lakh and total density of

consumer covered by Gaya.

Sudha dairy is about the lakh by dint of Industrial growth. The population

has registered a line a growth over the years and on there has been rapid increase in

the demand of milk and its product.

“PRESENT SCENARIO”

The agro climate condition of Gaya and near districts (e.g. – Aurangabad,

Jahanabad etc.) is very good.

The 80% populations depend upon agriculture which shows its high future

prospects. People connected with farming necessary keep animals for there different

needs and they sell it too, so far Gay dairy scope of milk is very high.

Gaya Dairy is recording very high sell in town and in rural areas to fulfilling

the demand of milk.

There are also some of Hotels for the availability of milk to

consumer, but they are exploiting and making supply of in variable and substandard

quality of milk which is hygienic and adulterated and also Khatal over as price is high

for so consumers hesitate to purchase milk from Khatals.

“DEFINITION OF DAIRY AND OBJECTIVE”

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Dairying: - Is to provide a channel of mobility for those currently on the bottom of the

ranges of socio-economic ladder leading to large sell voluntary income distribution

conflict of confirmation, as milk flows from.

Low to high income groups

And Money in Reverse Direction

MEANS

CHALLENGE

Of

POVERTY

UNEMPLOYEMENT

Inequality

&

EXPLOTATION

Pasteurizations: - The term pasteurization has been carried after the name of Louis

Pasture who pioneered studies on heat treatment for preservation, pasteurization of

milk was first attributed Dr. Soxblet Germany.

The term pasteurizations as applied to market milk refresh to the process of heating

every particle of milk to at least 630C (1450F) For 30 minutes or 720C (1610F) for 15

seconds (or any temperature combination which is equally efficient) in approved and

properly operated equipment after pasteurizations the milk is immediately cooled to

S0C (410F) or below.

.

Objective (Purpose)

To render milk safe for human consumption in distraction of present pathogenic micro

organism

Formulation of Standards:-

Consideration involved in formulation of standards.

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a. Bacterial Distraction : Micro bacterium tuberculosis the most heat resist

thence among pathogens, chosen as the index organism for pasteurization, Any heat

treatment which kills T.B germs, also destroy all other pathogens in milk.

b. Cream line reduction: - Cream value is reduced progressively with increase

in time temperature of heating the time of consumer judges the quality of milk in the

basis of cream line.

c. Phosphate Inactivation: - The complete distraction of phosphate in pas

theorization, the phosphate lost is issued to detect in adequate pasteurization.

Types of Milk

Introduction

Milk may be defined as whole, clean lacteal secretion obtained by the

complete of one of mere Healthy milk Animal excluding that obtained within 15

days before of 5 days after carling or such provide as may be necessary to render

milk practically cloistral free & containing minimum prescribed percentage of milk

& milk solid not fat.

Types of Milk

A) Buffalo Milk

B) Cow Milk

C) Goat of Sheep Milk

D) Mixed Milk

E) Standard Milk

F) Recombined Milk

G) Toned Milk

H) Double Toned Milk

I) Skimmed Milk

J) Full Cream Milk

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MILK PRODUCED BY GAYA DAIRY

In fact there are categories of milk produce by Sudha Dairy, but in Gaya dairy

there are only three types of milk is being produced. They are enlisted below.

1)-Tonned Milk (TM): The blue packet of sudha milk is identified as tonned

milk. The main purpose of company to produce this milk is that consumer

could use this milk as they want (eg-Drinking, tea, curd etc)

it has midiym quality of fat which do not effect any types of problem,

because it has less quantity of fat i.e. 3.0 % Fat and 8.5% SNF. Tonned Milk

is generaly used in all purposes of consumptrion.

2)Doubled Tonned Milk(DTM)-Double Tonned Milk is known as yellow

pack of Sudha Milk. This pack is specialy prepared for the person who have

been instructed by the doctor not toconsume Fat. This Milk contain 1.5%of

Fat, and 8.5%of SNF

3)Standerdized Milk(SM)- Standerdized Milk comes in green packet and

have very large quantity of Fat. The purpose of producing this categories of

milk is towards the prganisation healty society. Ithas been prepsared by

gicing carefull attaintion. this milk contain4.5% of Fat and 8.5% of SNF.

4)High Fat Milk- This is the best quality of milk produded by the sudha

dairy in bihar at state level. but in fact the citizen of Gaya are deprived of

such types of milk, because this milk is not being produced by sudha dairy

gaya due to some csual reason. This milk contain 6.0% of Fat and 8.5%SNF

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AFTER GOING THROUGH THE ABOVE IDENTIFICATION OF DIFFERENT TYPES OF MILKAFTER GOING THROUGH THE ABOVE IDENTIFICATION OF DIFFERENT TYPES OF MILK

PRODUCED BY SUDHA DAIRY WE CAN SUMERISE A SCHEDULE WHICH IS AS FOLLOWPRODUCED BY SUDHA DAIRY WE CAN SUMERISE A SCHEDULE WHICH IS AS FOLLOW

MILK COLLECTION PROCESS OF GAYA DAIRY GAYA

The demand of sudha milk and its products is very high in gaya. So

it fulfil the requirement of milk for production from “dairy co-operative

socity” and also with the help of mixing powder(of low quality).

Dairy Co-operative Society are organised in village and rural area to collect

the milk from milk seller. It is the duty ofdairy coperative society to check the

purity and quality of the milk. Society store the milk in provided cane and

hand over them to carriage van to dairy. It is the responsibility of the society,

if milk become sour before 10:00 am and after that the responsibility goes to

dairy. The dairy will bear the cost in case if his van comes tosocietry

after10:00 am and milk become sour. Collected milk in cane brought in

dairy by vans.

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IDENTITY SNF IN % FATIN %

TM BLUE PACK 8.5% 3.0%

DTM YELLOW PACK 8.5% 1.5%

SM GREEN PACK 8.5% 4.5%

HF 8.5% 6.0%

PRODUCTION PROCESS AND TESTING PROCESSOF MILK AT

GAYADAIRY GAYA

The production proces of gaya dairy gaya takes place in the following ways,

As carriage vans come to gaya dairy the platform test of milk is performed. in

platform test of milk several steps are adopted. under this test vans are

unloaded. after unloading the van, milk is devded in two categories like sour

and good. if milk is sour, they rejected. good milk is weighted. after

weighting sampling testing stage is performed.

after completig of platform test or in sampliing test, fat test is performed .

therre are two methods of testing fat .

1) WITH THE HELP OF BUTY ROMETER:- 10 ml sulphuric acid taken

in ButyRometer, 10.75ml of milk, 1ml amile alcohol is added and mix with

the help of centrifusal machine or shaking by hand for 3-5minuts to check or

test accurate fat.

2) WITH THE HELP MILK TESTING MACHINE:-there are two button

in the machine named “IN”and “OUT”. with the help of IN button the sample

of milk is taken in to the machine. machine also takes in a solution of

EDTA(Ethile Diamine Tetra Acid) and mixed it with milk. the mixed milk is

taken out with OUT button and again take in to the machine to check fat. the

machine display the percentage of fat in a few second.

TESTING OF DENSITY OF THE MILK

Milk is taken in a glass at 290 C and Lactometer freely rolled into the milk,

Lactometer is analysed if the density of milk ios more than23 and abive

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identified as pure milk but if the density of milk is less than 23 it isidentified

as impure milk.

TESTING OF SNF (Solid Not Fat)

there are simple formule to check SNF,

if Fat + CLR is equal to 32 the quality of milk is good.

1) SNF =(CLR)/4+0.2%Fat+ 0.66

Under the production process of milk, after the completion of above test we

controll the quality of mik by taking following steps into consideration.

a) At first chilled at 40C

b) Heated the milk at 18C for 160 sec

c) Immidiately cooled the milk at 40C

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COMMITMENT

BRAND SUDHA

It committed to help rural producers has guided the dairy toward work for

many year.

This commitment has been rewarded achievement dade by cooperative

dia-rees in milk productioo, employment generation, per capti avilability of milk,

foreign exchage saving & increased farmers income.

To stream the trend farmer cooperative and support National Policies that

are favorable to the growth of such institution.

Future Goal of Sudha Dairy

Future goal and plan dairy boards maps the future of daring in India.

Setting realistic goals for strengthening co-operative bussiness, production

enhancement.

Assuring quality & creating a national information network. The plan was

realized with the successful completing of operation programme and living

developed by the state milk marketing federation and milk producers federation

unions.

Strategy

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A) Improving the production potential of indee mouse, breed of cattle such as

sahi-vial, giarratti, kankrej & buffalo. Narrah nehasnow & Jaffaboard

through appropriate selection programme.

B) High quality of feed appropriate to local condition.

C) Increasing the production & availabiltty of green and isnisted folder.

D) Increasing the first air course/vaccination.

E) Encouraging the union, MGOS and Co-operative.

Action Plan

A) Orientation programme for farmers.

B) Training of management committee members & society creates in

presparing bussiness plans & its implements.

C) Expounding market.

D) Noreen participation.

E) Encourage & assists dairy cooperative under programme & enabling

laws .

Stabilltity Realistic Reputation

The company modern technology with traditional receipt produec a range of milk,

cheese, peda, kalakand, many more product that have proved populat witth the

India’s consumers. The company enjoy the solid repetition for reliability and

service based on both of its yeas of experience & the firm support provided by

farmers federation.

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“Attractive and Convince Product Display”

Products are marketed and distributed throughout the contry & proority

modernization with the hygiene & healthy packing design in the age catching

display.

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Sudha MILK CONTAINS Sudha

FAT 23gm.

PROTEIN 19gm.

CARBOHYDRATE 25gm.

POTASSIUM 0.80gm.

CALCIUM 83mg.

VITAMIN A 135cg.

ZINC 2.3mg.

VITAMIN B2 0.35mg.

PANTHOTHENIC ACID 1.9mg.

& BIOTIN 1.7mg.

SELENIUM 6mg.

IODINE 88mg.

MAGNESIUM 6.5mg.

VITMIN B12 2.3mg.

NIACIN 5.1mg.

RIBOFLAVIN 1.1mg.

THIAMIN 0.2mg.

CHLORINE 587mg.

SODIUM 323mg.

IRON 0.3mg.

FOLIC ACID 35mg.

VITAMIN C 6mg.

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PHOSPHOROUS 558mg.

GAYA DAIRY

KATARI HILL ROAD (NEAR GAYA CLUB)

GAYA – 823001

A HOUSE OF SUDHA BUTTER, GHEE,PEDA,PANNER & KALAKAND

DAIRY LAYOUT

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By. Amit Kumar

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Main Entrance

Production process

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Exiting Marketing Staff Structure

SI. No. Name of Post No. of Personnel

(1) Asstt. Manager 01

(I/C Marketing)

(2) SR. Marketing Asstet. 01

(3) Assistant 01

(4) PAH + Asstt. 01

Proposed Marketing Staff Structure

SI. No. Name of Post No. of Personnel

(1) Asstt. Manager 1 01

Technical Manager

(2) SR. Marketing Asstt. 01

(3) Marketing Asst. (MBA) 01

(4) P--AH + Asstt. 01

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“Milk Channels of Distribution” at Gaya Dairy Gaya:

By vehicle of company to

` Gaya Aurangabad Jahanabad

(2 vehicle) (1 vehicle) (1 vehicle)

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Cold Storage of Company

Distributor

Retailers

Consumers

Organizational Hierarchy in Gaya Dairy Gaya

Manager

Asst. Mgr. Asst. Acctt. P & 1 Plant Establishment(I/c Acc H) (P&AH Asst (Tech. Officer Typist

I/C Proc.Sr. Marketing Asst.

Marketing Sr. A/C Asst. P&AH Asst. Asst.

P & AH Asst. Acctt Asst. Tralnee

I.C QC Processing Packaging Engg. Store(Tech. Ship) (Sr. Teec) (Technician) (Tech.) (Sr. Acctt

Asstt.)

Vechicle

Lad Asst. Processing Dairy man Asst. Dairy Helper Driver

Dairy Man Khalasi

Maintanance Electrician Refrigeration BoilerTech (Sr. Tech) (Apprentice) (Boiler Operation)

Fitter Electricle Dairy

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Apprentice Apprentice Helper

FLOW CHART FOR THE PROCESS OF MILK POUCH

PACKAGING SYSTEM AT GAYA DAIRY GAYA

Milk reception in cans and tankers

Inspection and testing

Weighment and sampling

Posturiser vat

Posturiser for4 sec

Regeneration 1 st

Filter

Regeneration 2 st

Heating plate

Holding pipe for 15 sec at 76C

Regeneration 1 st

Regeneration 2 st

Chilling(4-6C)

Tank

Testing

Supply and Packaging.

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CHANNELS OF AUTHORITY IN GAYA DAIRY GAYA

Head Boss

(K.K. Sharma)

Plant incharge

(Satish Chandra Shukla)

Processing Incharge Engineer Incharge

(Umesh Prasad) (Badruddin Ansari)

Shift Incharge Technecian

(Sarfaraj Ahmad) (Dilip Kumar Mishra)

Daily Basis & 4th grade Helper & Daily Wages

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STANDARDS FOR DIFFERENT CAUSES & DESIGNATION OF MILK SHALL BE AS FOLLOWS

Class of Milk

(1)

Designation

(2)

Locality

(3)

Minimum %

(4)

% Milk Solid Not Fat

(5)

Buffalo law Pastaurized Boild, Bihar All India 6.0 9.0

Flarozed Stralized

Cow Milk “ “ 3.5 9.0

Goat Milk “ “ 3.0 9.0

Sheep Milk

Mixed Milk “ “ 4.5 8.5

Standerisez

Milk “ “ 4.5 8.5

Recombined

Milk “ “ 3.0 8.5

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Tonned

Milk` “ “ 3.0 8.5

Double Tonned

Milk “ “ 1.5 9.0

Skummed

Milk “ “ Not more 8.1

Than 0.5%

Full Cream Milk “ “ 6.0 9.0

Sudha Product Rate Chart

S.No Particular Pack Size Retail Pr. Consumer Pr.

1. Tonned Milk 100ml.

2. Tonned Milk 500ml.

3. Stanered Milk 100ml.

4. Standered Milk 500ml.

5. Stn. Milk 100ml.

6. M. Doaj 100ml.

7. Lassi 200ml.

8. Ghee 500gm.

9. Peda 250gm.

10. Butter 500gm.

11. Butter 100gm.

12. Butter 50gm.

13. Paneer 200gm.

14. Kalakand 100gm.

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15. Gulabjamun 100gm.

16. Resgulla 100gm.

17. Surbati (Special) 100gm.

Packing machine

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AN EMPIRICAL SURVEY

Since Gaya dairy Gaya covers a vast area under its marketing fold, therefore

the researcher of project has selected as well as to promote the sales. To important

area of Gaya town was selected. The survey was conducted with personal

investigation & direct contact mode with every customer details of the survey are.

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Survey at Every Sudha Both

And oral survey was conducted by myself in 205 customer From 26th Mar

2010 to know the consumption of Sudha Milk In those area & aware the consumer

always Sudha Product. These questions we ask:

Q1 What is your good name Sir, Madam?

Q2 How many members are there in your family?

Q3 From where do you purchase milk?

Q4 At what rate you usually by the milk?

Q5 The quality & quantity of the product always right?

Q6 Are you satisfied with your product?

Q7 What is your opinion about Sudha Milk & product?

Result

(1) The following results of survey:

Source of Milk No. of Customer

Sudha Dairy 138

Milk Man 36

Self Produced 15

Sudha + other 16

Others Nil

Total 205

Note: Some consume consumer two types of milk.

(2) Following are conclusion of Survey based on opinion of consumer in Gaya.

(a) 67.5% of house holds are regular consumer of Sudha Milk

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(b) 17% of household are milk purchaser from local milk man because they

don’t like Sudha’s test.

(c) 18% household complains that Sudha’s Milk produce sour in summer & said

it’s not hygienic for long term use.

(d) 10% of household appropriate Sudha’s Product but confirm that its quantity is

degrading how.

(e) 80% of customers complain that Sudha’s product isn’t available in their

locality & if they want to purchase they should buy from elsewhere.

(f) 25% of household complaint that there is no availability & available milk in his

house thought milk supplies.

(g) 20% of household complaint that there is no availability & available milk in his

house through milk supplies.

Survey at Bageshwari

An oral survey was conducted also in Bageshwari in 61 customer and the

questions asked are some as above like what is your good name Sir, Madam?

Results

The following results are gathered:

Source of Milk No. of house

Sudha Dairy 11

Milk Man 45

Self producer 04

Sudha + Other 01

Non Sudha Nil

Other Nil

Total 61

Following are conclusion based on the survey at Gaya.

(a) 18% households are regular consumer of Sudha Milk.

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(b) 09% of the household use it as a substitute.

(c) 08% of consumer doesn’t like Sudha’s milk for long consumption.

(d) 02% says it is usually & non hygienic is the companies of other.

(e) 15% of household complains that it take sour in summer and its

quality degrading now.

Survey at Manpur

“An oral Survey” was conducted by me in 323 houses from

dated 26th Mar 2010 to 31th Mar 2010.To know the consumption of Sudha’s

Milk & its products aware the consumer almost its finest product.

The questionnaire was above like.

What is your good name sir, madam?

Source of milk No. of houses

Sudha’s Milk

Milk Man

Self producer (own cow)

Sudha’s & other

Other dairy

Total

The following are the conclusion based on the survey hold at Gaya town.

The 68% household who buy’s milk man product says in the 20% says that it

is not good for dairy, also not fit to drink.

(a) 20% households are regular consumer of the Sudha’s milk.

(b) 6% of the household uses it is as a complementary.

(c) 3% of household rejected Sudha’s Milk due to degradation in the quality.

.

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Consumer Chart

67% Milk man

14% Sudha Dairy

7% Self Producer

7.5% Sudha + Other

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SUMMERY CONCLUSION

EPOTOME, REMARKS, SUGGESTION

In oral survey was conducted in nearly 205 customer of different region of Gaya The

main goal was to know the public opinion about Sudha Dairy Milk. There are 138

customer are Sudha’s milk regular consumer. The 26 customer usually consume milk

from milkman or local Khatals. The 35 customer have their own cow. It is noted that

in these area Sudha dairy have no competition from other dairies but due to lack of

some strategies they are not flourishing in stead of they can sale there product in

Gaya.

So some suggestion given below to improve the sale of Sudha’s Product

(a) Sudha milk should strengthen it supply chain.

(b) Sudha milk should try to give knowledge to consume about its benefit after

consumption like hygiene added vitamins etc.

(c) It should increase the advertisement budget to become aware its consumer

about the Sudha’s milk product.

(d) Sudha should improve the quality of the product many consumer complains

that they had found insects in milk, it certainly reduce the credibility

(e) Sudha milk turns sour in the case of boiling twice. So it must be improved so

that milk does not turn sour.

(f) Sudha dairy should try to provide door to door to door facility like milkman

(g) Some consumer that it miser harmful chemical to preserve it for long time. It

should be eliminated from the mind of consumer by awareness programmed.

(h) Some consumer that they did not get fresh packed milk. So it should try to

supply freshly packed milk to every consumer.

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(i) Some consumer complains that they had to pay 50 paisa more than the

printed price. So Sudha dairy should try to available them milk at

printed price.

CONCLUSION

Thus the above suggestion will be guiding for future prospect which may not be the

papertiggers only. The authority concerned should think upon the suggestion as

macro level in order to flourish the business of milk.

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