samir mba - original copy

8/10/2019 Samir Mba - Original Copy

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Shivaji University ,Kolhapur

VDCIMR ,Masur Page 1

CHAPTER NO.1

Introduction Of The Organisation

1.1 History of the Dairy Firm

1.2 Company (Dairy) Profile

1.3 Objectives of the Dairy Firm

2. Or!ani"ation #tr$ct$re of the Dairy Firm

1.% Dairy Pro&$ct

1.' Competitor Dairies in the aret


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1.1 HISTORY OF THE DAIRY FIRM

#*abhimani +!ro pro&$cts pro&$cer comp. ,t&. -aysin!p$r *as initially incorporate& in

2// 0 b$t act$al pro&$ction process starte& in 1%/'2//.

#*abhimani *as stren!th is position as specialist by stavin! for.

1 #o$n& mana!ement

2 Hi!h $ality stan&ar&

3 Commitment to innovation

45cellent after sales service 6 s$pport.

#*abhimani maintaine& the $ality by $sin! ne* (&iary) technolo!y for mf!. Dairy

pro&$ct 7#*abhimani Dairy8 sol& the mil pro&$ct in all &ifferent maret the

Swahi!an Mi"#$bran& name.

#*abhimani brin! reasonable price 6 $ality pro&$ct in the maret.9he pro&$ct price

6 $ality starte& by $n&erstan&in! c$stomer nee&s 6 &eman&.

#*abhimani has sellin! 6 &istrib$tin! the mil 6 mil pro&$ct to c$stomer .+!encies

to can $se sales promotion tools for increasin! sales.



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1.% &OM'A(Y 'ROFI)E

(a!e of the co!* :;

#*abhimani +!ro Pro&$cts Pro&$cer comp. ,t&.

1/210 ?alamma*a&i @ashat roa&0

A&a!aon0 9al.;#hirol0 Dist; #an!li

4mail;#*abhimania!roB!mail.Com.

&ontact :;

Fa+:; (/2322) 22211

Office (o.:; (/2322) 22212 ,oard of Director -

#hri. Eaj$ De*appana +nna #hetti (Chairman)

#hri. +nnaso Da&$ Cho$!$le (Director)

#hri. Alhas #ambajira* Patil (Director)

#hri. +nil al$ a&naie (Director)

#hri. #hree Eavin&ra =aie (Director)

(ature of ,usiness :; Dairy 6 Dairy pro&$ct

Esta"ish!ent /ear :-1% -$ne 2//

Reg. (o. :> /11H 2//' P9C 1'%/202//';/

Share &a*ita" :; Es 102%0//.///



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1.0 O,E&TI2E OF &OM'A(Y

+s mentione& above Swahi!ani Mi"#$is pop$lar in #an!li 6 ?olhap$r &istrict0

9here are m$ch b$siness is &airy 6 &airy pro&$ct in mt.

9he comp s$ccessf$lly maintaine& this pro&$ct in the maret some imp. Objective of

the comp. are as fallo*s.

1 9he main objective of the company is maintainin! !oo& $ality of &airy pro&$ct *ith a

reasonable price

2 9o increase c$stomer satisfaction level

3 9o increase the sales as &airy pro&$ct

9o re&$ce c$stomer compliant

% 9o maintain timely &elivery

' 9o re&$ce rejection 6 re*or

9o re&$ce mc brea&o*n HE

VDCIMR ,Masur Page


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1.3 OR4A(I5ATIO( STR6&T6RE OF DAIRY FIRM

VDCIMR ,Masur Page %

oar& of Director

Cashier Cler

H.E.Department +cco$ntin! Dept.

ana!in! Director

+cco$ntant

Dairy Department

aintenance Dept.

G.C. Dept.

aretin! Dept.

Pro&$ction Dept.

#tores Dept.

Proc$rement Dept.

Office #taff

Eecr$itment

#ec$rity Dept.

@ehicle Dept.


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7ua"it/ 'o"ic/ of &o!*

#*abhimani +!ro Pro&$ct pro&$cer comp. ,t&0 are committe& to collection of mil 6

s$pply of mil pro&$ct as per specification 6 nee& to achive their total satisfaction

e shall to achive this thro$!h a process of contin$al improvement in all areas of

operation0 !ivin! emphasis on technolo!y $p!ra&ation0 trainin! 6 re&$cin! process of

cost.

1.8 DAIRY 'ROD6&T

A9 Mi"# 'roduct-

1 $ffalo mil

2 Ca* mil

3 9one& mil

#tan&re& mil

,9 ,/ 'roduct-

1 #hrihan&

2 +amrahan&

3


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1.: &OM'ETITORS DAIRIES I( THE MAR;ET

1) ?olhap$r Iillah #ahaari D$&h Atpa&a #an!h lt&0 ?olhap$r

2) arana Dairy 6 +!ro Jn&$stries lt&0 arana =a!ar

3) Eajarambap$ #ahaari D$&h #an!h lt&0Jslamp$r

) Chitle D$&h Dairy 0hila*a&i

%) ?am&hen$ Dairy 6 +!ric$lt$re Farms lt& 0P$ne

') H$tatma #ahaari D$&h Atpa&a #an!h lt&0ala*a

VDCIMR ,Masur Page


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VDCIMR ,Masur Page

CHAPTER NO.2Introduction Of The Stud/

2.1 Jntro&$ction

2.2 Objectives

2.3 #cope 6 ,imitation

2. Eesearch 6 etho&olo!y


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%.1 I(TROD6&TIO(

Jn to&ay competitive maret0 maretin! mi5 is very important role play. 9he st$&y of

maretin! mi5 is very imp. 9ool for !ettin! ma5im$m profit to the company in the maret.

Jn maretin! mi5 $se maretin! information to asset the sit$ation. aretin! process

is on!oin! or &ynamic an& m$st a&opt itself to the ever chan!in! environmental nee&s.

aretin! helps in havin! a !oo& ran!e of pro&$ct in constant &eman& an& s$!!est to

the mana!ement the scope for improvin! an& &evelopin! ne* pro&$ct to satisfy the

chan!in! c$stomer nee&s.

C$stomer is the in! of the maret0 c$stomer &eci&e *hat pro&$ct s$it their nee&s.

9hen company $n&erstan&in! the c$stomer nee&s an& chan!in! the companies8 pro&$ct

an& tryin! c$stomer satisfaction. aretin! is the sprin!boar& of all activity.

9he maretin! mi5 incl$&e& the PKs lie pro&$ct price0 promotion0 an& place.

Jn maret incl$&e& s$ch as *hole sellers retailers an& sales a!ent in main! pro&$ct.

9he company st$&y for maretin! mi5 to &eliver a companies pro&$ct to the ri!ht

place at the ri!ht time for the lo*est cost. 9he company st$&y for maretin! mi5 for

achievin! companyKs !oal.

VDCIMR ,Masur Page


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%.% O,E&TI2E OF ST6DY

Companies main objective in increase the profit an& increase his pro&$ct &eman&.

9he st$&y an& analysis to maret mi5 re!ar&in! 7#+HJ+=J J,?L in the *hole

maret.

9o st$&y the maretin! mi5 $se& in the or!ani"ation for achieve

or!ani"ational !oals. .

9o st$&y0 act$ally aretin! mi5 help to collect the all information of

competitors companies 6 his &istrib$tion channel.

9o i&entify company sho$l& be apply maretin! mi5 for f$t$re plannin! or

promotion schemes.

9he st$&y covere& is of all local maret 6 other maret for company

9o observe that if company !ives satisfaction res$lt of c$stomer &eman&.

9o analysis &istrib$tion channel of the or!ani"ation.

9o st$&y *hich strate!ies $se& for the attractin! c$stomer 6 increase sales

of &airy pro&$ct.

9o s$!!est feasible sol$tion for improvement if re$ire&

VDCIMR ,Masur Page 1/


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%.0 S&O'E OF ST6DY

9he scope of maretin! mi5 is very *i&e. Jt may be analy"e& in terms of maretin!

performance thro$!h vario$s f$nctions. 9heL #+HJ+=J J,? 7covere& an& st$&y

the all point of maretin! mi5 lie pro&$ct0 price0 promotion0 an& place.

9he S


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%.3 RESEAR&H METHODO)O4Y

9his is a research &esi!n part it &istrib$te0 *hat is nee& ho* it *ith be &one0 *hat

&ata collect &evice to be $se& &ata collecte& is s$itable tab$late& 6 analy"e&. 9he &ata can

be &ivi&e& in t*o parts.

A9 'ri!ar/ Data

9he primary &ata is collectin! by their intervie*s. G$estionnaire 6 &isc$ssion.

a9 7uestionnaire

For collection primary &ata *e have prepare& str$ct$res of $estion for the

employee 6 staff.

9 Inter=iew

Jn the intervie* *e have tae &irect intervie* of the employee 6 mana!ers in the

or!ani"ation.

c9 Discussion

9hey have &isc$ssion is hea& *ith OD. aretin! staff 6 aretin! mana!er.

,9 Secondar/ Data

#econ&ary &ata is collecte& from &ifferent maretin! boos. 9he boos are also

$sef$l for &ata collection for the selecte& s$bject.



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CHAPTER NO.3

Theoretica" ,ac#ground

3.1 Jntro&$ction of the aretin! i5

3.2 An&erstan&in! of aretin! i5.

3.3 Pro&$ct i5

3. Price i5

3.% Place i53.' Promotion i5

3. Factors affectin! the aretin! i5


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0.1 I(TROD6&TIO( OF MAR;ETI(4 MI>

9he basic tas of the maretin! mana!er is the s$ccessf$l mana!ement of the

maretin! mi5. #$ccess means that the c$stomer is satisfie& an& that the or!ani"ations

reso$rces are effectively0 &eploye& to that en&.

aretin! mi5 is the set of controllable variable an& their level that the firms $se to

maret. c Carthy pop$lari"e& a fo$r factor classification of these tools calle& the fo$r

PKs. 9he combination of all maretin! metho& &evices is no*n as the aretin! mi5. +

s$ccessf$lly maretin! strate!y m$st have a maretin! mi5 is prepare&. 9he elements that

mae $p a maretin! mi5 are only.

Four Decisions

1. Decisions of Pro&$ct service

2. Decisions on Price.

3. Decisions on Promotion

. Decisions on Distrib$tion.

9hese fo$r &ecisions in!re&ients are closely inte!rate&. 9he &ecisions in one area

affect action in the other



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0.% 6(DERSTA(DI(4 OF MAR;ETI(4 MI>

Mar#eting Mi+ co!ination of 3 '?s

'roduct Mi+ 'rice Mi+

1. ran& 1. Pricin! #trate!y

2. #tyle 2. Pricin! Policy

3. Desi!n 3. asic Price

. Color . 9erms of Cre&it

%. Pro&$ct line %. Disco$nt

'. Paca!e '. +llo*ances

. arranty

. #ervice

'ro!otion Mi+ '"ace Mi+

J. Personal #ellin! Distrib$tion Channel

2. +&vertisin! 1. holesaler

3. P$blicity 2. Eetailer

. #ales Promotion 3. ercantile +!ents

a. Dealer +i&er . Physical Distrib$tion

b. Cons$mer +i&er a. 9ransport

b. areho$sin!

c. Jnventory

VDCIMR ,Masur Page 1%

Mar#eting Strateg/@

Mar#eting Mi+

focused on Target

Mar#et


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0.0 'ROD6&T MI>

Pro&$ct is an offerin! of commercial intent havin! tan!ible an& intan!ible feat$res

that !oes to satisfy nee&s *ants an& &esires of the cons$mer. + pro&$ct th$s becomes a

tool by *hich an or!ani"ation achieves its strate!ic !oals. #ome e5ample is a car soap etc.

Peter D$cerN + pro&$ct is a pro&$ct if it is p$rchase& an& cons$me& if it is not

p$rchase& an& cons$me& then it remains a ra* material or materials in process.N

0.3 'RI&E MI>

Price is one of the most critical elements of the maretin! mi5 for both for profit as

*ell as not for profit firms. Jt is also one of the tactical tools least $n&erstoo& by the

mareter.

Pricin! is a maretin! f$nction *hich has an important role to play in maretin!

&ecisions. Pricin! infl$ences the profit level0 the operations level etc. the follo*in!

&etermines the price of a pro&$ct.

Pricin! Object

Deman& for a pro&$ctservice

Competition > Profitability

Distrib$tion channels

VDCIMR ,Masur Page 1'


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0.8 ')A&E MI>

9he importance of Place or location an& &istrib$tion as part of maretin! mi5 is &$e

to the fact that if facilities accessibility to the service offer. Jt is the most mysterio$s of all

element of the maretin! mi5.

There are two !aor areas in *"ace !i+

1. aretin! Channels

2. Physical &istrib$tion

9he physical &istrib$tion involves transportation0 *areho$sin!0 material han&lin!

ari& b$l paca!in! amon! others.

Jn fact0 the s$ccess of companies maretin! effort &epen&s to its &istrib$tion

net*or.

0.: 'ROMOTIO( MI>

9his s$b mi5 of the maretin! mi5 foc$ses on &ifferent element on promotion s$ch as

a&vertisin! p$blicity. #ales promotion0 *orl& mo$th promotion0 personal sellin! 6

telemaret

#o effective promotion &epen&s on:

1. 9he nat$re of comm$nication

2. 9he tar!et a$&ience

3. 9he environment in *hich it is receive&.

. 9he me&i$m $se& to transmit the massa!e.



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0.B FA&TOR AFFE&TI(4 THE MAR;ETI(4 MI>

9here are t*o factors that infl$ence the maretin! mi5. 9hese are follo*s.

1) aret Factor

2) aretin! Factors

A9 Mar#et Factors

+ctivities of the company. aret factors incl$&e& the follo*in! point.

a. cons$mer behaviors

b. competition

c. !overnment control

,9 Mar#eting Factor

9he maretin! mana!er sho$l& also consi&er the maretin! factor before preparin! the

maretin! mi5. 9his maretin! factory incl$&e& the follo*in! points.

1. 'roduct '"anning

Pro&$ct plannin! is the act of main! o$t an& s$pervisin! the search screenin!0

&evelopment0 an& commerciali"ation of ne* pro&$ct0 mo&ification of pro&$ct.

%. ,rand 'o"ic/

ran& Policy is important role play in maretin! mi5. Jt is important tool of

i&entifications of the pro&$ct.



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0. 'ac#aging 'o"ic/

Paca!in! also has an important effect on sales. 9he si"e 6

$ality 6 !et $p of paca!in! sho$l& be consi&ere& very caref$lly

beca$se sometime c$stomers prefer the pro&$ct only beca$se of its

+ttractive paca!e.

3. 'ersona" Se""ing

Personal sellin! is basically a metho& of comm$nication. Personal

#ellin! involves social behavior.

8. Ad=ertising 'o"ic/

+&vertisin! has its o*n role to play in the maretin! it is $se& not only

#tim$late the &eman& of the pro&$ct b$t for m$ch other p$rpose. i.e. to

aintain the &eman& of e5istin! pro&$cts.



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CHAPTER NO.4

Data ana"/sis and Inter*retation

.1 2//;2/1/ aretin! i5 ( P8s) 6 #ales Chart

.2 2/1/;2/11 aretin! i5 ( P8s) 6 #ales Chart

.3 Data Jnterpretation *ith Chart


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AC &usto!er 2a"ue hierarch/

9here are five se!ments in c$stomer val$e hierarchy that is

1 Core benefit

2 asic pro&$ct benefit

3 45pecte& pro&$ct benifit

+$!mente& pro&$ct benefit

% Potential pro&$ct benefit

=o* *e classify these hea&s accor&in! to o$r bran& 7#*abhimani ilL 9hese

core benifit *hich #*abhimani mil provi&es is its instant n$trition 6 ta! line.

The asic *roduct enefit

hich o$r pro&$ct provi&es to o$r tar!et maret is !oo& test *ith proper n$trition

level an& !oo& health0 as on of hits p$nch line says P$re =e$tral 6 !oo& health.

9he e5pecte& pro&$ct benefit *hich 7#*abhimani milL provi&es is a proper 6

!oo& paca!e.

,C 'roduct differentiation

Pro&$ct &ifferentiation strate!y means ho* a partic$lar pro&$ct is &ifferent firm

other on the basic of

1 Form

2 Feat$res

3 Performance 6 G$ality

D$rability

% #tyle



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&C ,RA(D

7#*abhimani ilL bran& is very yo$n! teena!er ever;chan!in! bran& in mt.

+ccor&in! to o$r pro&$ct the form shape si"e physical str$ct$re of 7#*abhimani

ilL is very attractive as it8s very easy to carry beca$se pro&$ct comes in vario$s pacs

6 si"e accor&in! to c$stomer convenience.

+ccor&in! to o$r s$rvey report *e fo$n& o$t the performance level of 7#*abhimani

ilL *as e5cellent there *ere vario$s other bran& offere& to o$r tar!et maret0 b$t

7#*abhimani ilLprovi&es as the *inner o$t of them beca$se of its vario$s factors

(taste0 less cons$mption time in preparation0 price0 pac etc.)

DC 7ua"it/

G$ality is the main factor on *hich 7#*abhimani il 7 main stren!th *hich

provi&es !oo& $ality of mil over it8s competitor.+ll the pro&$ct of 7#*abhimani ilL

are pro&$ce& i&entical *hich f$lfill its tar!et maret.

EC 'ac#ing

Jt is an Jn&ian c$stomer psyche that 7*hatever loos !oo&0 feel !oo& *o$l& be of

!oo& $alityL.

#o 7#*abhimani ilL pac has been &esi!ne& eepin! in min& the same concept

its promotional schemes0 colo$r of the paca!e 6 the partic$lar &epicte& on the pac

appeals to the c$stomer.



23/73


3.1 MAR;ETI(4 MI> %1

Jn year 2// 1/ company intro&$ce some &airy pro&$cts in the maret.

AC Mi"# a $ffalo il

b Co* il

,C ,/ *roduct a ,assi

b as$n&i

&C ,rand (a!e Swahi!ani !i"#$

DC Tota" &o""ection of Mi"#

Dair/ co""ect tota" co""ection of !i"# in % %1

SR Mi"# T/*e &o""ection Of Mi"#

1 $ffalo il 10/'023 litter

2 Co* il 1'030' litter

Tota" 08@B@BB "itter

EC Tota" turno=er in accounting /ear % %1

Es. ; 0 //0 3'0///

FC 'roduction ca*acit/ 8@litters



24/73


4C 'roduct Range

aC Mi"# 'roduct C ,/ 'roduct

#tan&ar& mil as$n&i

$ffalo mil ,assi

9one& mil

Co* mil

FC 'roduction &hart%%1

Jn year 2//;1/ $se of mil for the pro&$ction

/ il $se in il Pro&$ct 6 2/ il $se in y pro&$ct



25/73


'ROD6&T MI> % %1

,6FFA)O MI);

AC ,rand (a!e G7#*abhimani ilL

,C 'erishi"it/ est before 2 &ays form pacin! *hen store& $n&er refri!eration belo*

c

&C &o!*etiti=e *roduct in the !ar#et

1


26/73


&O< MI);

AC ,rand (a!e G #*abhimani ilL

,C 'erishai"it/est before t*o &ays from paca!in! *hen stoere& $n&er refri!eration

belo* c


1


27/73


AC ,rand (a!e7#*abhimani as$n&iL

,C 'erishai"it/est before 1 month form the &ate of paca!in! *hen stoere& o8c

&C Ingredients Gil0 #$!ar0 @elchi0 -ayfal

DC &o!*etiti=e *roduct in Mar#et

1 arana as$n&i 2 al!$& as$n&i

3 Chitle as$n&i


28/73


,C 'erishai"it/ Gest before *ithin 1/ &ay from the &ate of paca!in! *hen store&

belo* o8c

&C Ingredients il #oli&s0 #$!ar0 #alt0 @elachi 6 Permitte& Flavors etc

DC &o!*etiti=e *roduct in the !ar#et

1 arna ,assi 2


29/73


,C 'ricing oecti=e

Company or!ani"ation aim is the pro&$ct $ality lea&ership in the maret

or!ani"ation b$il& hi!h $ality pro&$ct an& set their fair price on the basic &$e to the same

or!ani"ation in tryin! to become hi!h $ality lea&ership ima!e in the maret.

&C 'ricing strateg/ for Mi"#

1C &o""ecting !i"#

Once the ahanan& Dairy (


30/73


,C Finished *roduct *rice strateg/ for / *roduct 1#g9

'ricing strateg/ for !i"# *roduct 1"itter9

Ingredients ,asundi )assi

asic Price ' 2%

Process cost ' 2

,abo$r cost /.'/

Pacin! cost 3 1.//Fea$sin! cost 2 /.3/

9ransportation cost 1.2/ 1.2/

9otal %.2 3/.2/

Q incl$&e& @at .2' ;

Tota" 1. 01.

'ricing strateg/ for finished !i"# !i"# *roduct 1 "itter 9

SR Ingredients &J! ,JM

1 asic price 1./ 23.2/

!mt char!es /./ /./ono$s /.'/ /.'/



31/73


9ransportation cost /.3/ /.'/

45tension *or cost /.1/ /.1/

2 Processin! cost /.3/ /.3/

,abo$r cost /./ /./

Paca!in! cost /./ /./

Col& Eoom /.2/ /.2/9ransport cost 1.// 1.//

Jnterest /.2/ /.2/

Tota" 1.: %K.:

&o!*an/ so"d !i"# in !ar#et in this *rice

,JM- GEs2.//

&JM- GEs2/.//

'rice )ist for co""eting raw !ateria" !i"#

,uffa"o Mi"# &ow Mi"#

Fat Rate Fat Rate

%.% 2/.// 3./ 13.//

'./ 21.%/ 3.% 1.%/

'.% 23.// ./ 1'.//

./ 2.%/ .% 1.//

.% 2'.%/ %./ 1.//

./ 2.%/ %.% 1.//



32/73


.% 2.%/

./ 2.%/

.% 3/.%/

1/ 31.%/

1/.% 32.%/11 33.%/

EC 'rice "ist for finished *roducts-

SJr 'roducts Distriutor 'rice Retai"er 'rice MR' 6nit

'rice1 Shri#hand ,asic 2at Tota" ,asic 2at Tota"

%/ !m c$p 11./% %.% 12%.// 133.33 '.' 1/.// 1'/.// .//

1// !m c$p 11.2 %.1 12/.// 12%.1 '.2 132.// 1%/.// 1%.//

2%/ !m c$p 1/'.' %.33 112.// 11./% %.% 12%.// 1/.// 3%.//

2%/ !m poly

po$ch

1//.// %.// 1/%.// 1/.%2 %. 11%.// 13/.// '%.//

'// !m poly

po$ch

/. .%2 '.// 1//.// %.// 1/%.// 12/.// '/.//

2 A!ra#hand

%/ !m c$p 12.'2 '.3 13.// 12.' .1 1%/.// 1/.// .%/

1// !m c$p 11./% %.% 12%.// 133.33 '.' 1/.// 1'/.// 1'.//

2%/ !m c$p 1/.%2 %. 11%.// 12/.% './% 12.// 1.// 3.//

2%/ !m poly

po$ch

1/.' %.2 11/.// 11.2 %.1 12/.// 13'.// 3.//

%// !m poly .1/ ./ 1/3.// 1/.%2 %. 11%.// 13/.// '%.//



33/73


po$ch

3 ,asundi

2%/ !m poly

po$ch

1/.%2 %. 11%.// 123.1 '.1 13/.// 1/.// 3%.//

%// !m poly

po$ch

1/'.' %.33 112.// 12/.% './% 12.// 13'.// 3.//

,oose 1/.' %.2 11/.// 11./% %.% 12%.// 13%.// 13%.//

)assi 3%// %/.// /.// 1//

% ,J! 32.%/ 3'./ 3'

' &J! 23.%/ 2 2

')A&E MI> Distriution channe"9 %J1 -

Eeor!ani"ation so place i5 service can brin! abo$t better c$stomer increasin! in sales

cost re&$ction an& hi!her profit mar!in. 9he *hole system restore aro$n& inventory

mana!ement.

Jnventory mana!ement is a connectin! bet*een c$stomer or&ere& an& pro&$ct

&eman&.

Jn this type of company (&airy) lar!ely s$ccee& on !oo& transportation facility. Dairy

or!ani"ation nee& to !oo& transportation for &aily collection mil an& &istrib$te& finishe&

!oo&s.

AC &o""ecting channe" for !i"#

C$stomer

+!ent

an$fact$re

,C Distriution channe" for finished *roduct

an$fact$re

Distrib$ter

#$b. Distrib$ter

Eetailer

C$stomer

&C Trans*ortation

Jn year 2// 6 2/1/ company $se vehicle



34/73


aC For co""ecting !i"#

21 vehicle on rentable

C For distriuted finished *roduct

1) 9aner 2) +ppe mini tr$c

9he rate of this vehicle is &eci&e& on maret con&ition.

DC Mar#eting staff;

=o o*n vehicle of Dairy firm.

; O*n vehicles nee& to every mtin! staff member

; Company !ives rate; rs..// per m. for $se of vehicle.

&C &o""ecting center

District Year% 1 &o""ecting !i"# in "itter9

?olhap$r / 130%// litter

#an!li 22 %0%// litter

el!oan 1/ 102// litter

Tota" 1% %@% "itter

EC Distriutor / *roduct9

Mar#et Area Year%1 Distriutor Su distriutor

,ocal maret 2//;1/ 12 1

#an!li 7 1/

=ashi 7 2 '



35/73


Jchalarnji 7 2 '

P$ne 7

Tota" %3 33

'ro!otion Mi+-

aretin! process is mana!ement process thro$!h *hich on or!ani"ation &evelops

promotion mi5 is a a&vertisin! p$blicity p$blic relation sales promos $se& in pramotion

strate!y.

AC Ad=ertising-

#ome channel *hich $se& for the a&vertisin! the pro&$ct are follo*s

a =e*s paper

b anner

c Hor&in! allpaper

& 9ransportation thro$!h a&vertisement

,C 'u"ic Re"ation-

Comp establish the p$blic relation thro$!h the

aretin! team

Distrib$ter +!ent

C$stomer

&C Sa"es 'ro!otion- Company not $se this maretin! policy.

'ROD6&TIO( &HART I( THE YEAR %1

SR 'roduct Sa"e in)iter #g9

Se""ing *rice

VDCIMR ,Masur Page 3%


36/73


1 C 11' litter 103%0%3/

2 %'/ litter 10''0'30'32

3 as$n&i '/ ! 03//

,assi 2/. ,itter 02/

3.% MAR;ETI(4 MI> %1 %11

J n the year 2/1/ an& 2/11 company intro&$ces some ne* &airy pro&$ct in maret.

AC Mi"#: ; a $ffalo mil

b Co* mil

,C ,/ *roduct-

a #hrihan&

b +amrahan&

c ,assi

& as$n&i

&C ,rand (a!e-

Swahi!ani !i"#$

DC Tota" co""ection of !i"#-

Dair/ co""ect tota" co""ection of !i"# in %1%11

SR Mi"# T/*e &o""ection Of Mi"#

1 $ffalo il '02/0/% litter

2 Co* il %/02/0% litter

Tota" :@%0@B0 "itter

EC Tota" Turno=er- Es 20 /'0 //0///

FC 'roduction &a*acit/- %/0/// litter

VDCIMR ,Masur Page 3'


37/73


EC 'roduct Range-

A9 Mi"# 'roduct-

1 m mil

2 C mil

3 9one& mil

#tan&ar& mil

,9 ,/ *roduct-

1 #hrihan&

2 +mrahan&

3 as$n&i

,assi

%


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'ROD6&T MI> %1 %11

,uffa"o Mi"#

AC ,rand (a!e G7#*abhimani ilL

,C 'erishi"it/ est before 2 &ays form pacin! *hen store& $n&er refri!eration belo*

c


1


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Calories 1. cal

9otal fat '.% !

Protein 3. !

Carbohy&rates %.2 !

Cholesterol /./1% !

#at$rate& fat .1 !

4ner!y from fat %.% cal

EC Tota" sa"e of ,uffa"o !i"# in this /ear 1%0 /0' litters.

FC Tota" se""ing *rice Es: ; %0 210 %%0312

&O< MI);

AC ,rand (a!e G #*abhimani ilL

,C 'erishai"it/est before t*o &ays from paca!in! *hen stoere& $n&er refri!eration

belo* c


1


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Carbohy&rates . !

Cholesterol /./12 !

#at$rate& fat 2.2 !

4ner!y from fat 32. !

EC Tota" sa"e of cow !i"# in this /ear %0/3032 litter

FC Tota" se""ing *rice Rs; 1%0%03'.

VDCIMR ,Masur Page /


41/73


A!ra#hand

9he Dairy intro&$ce ne* pacin! si"e of amrahan& in1// !m c$p0 %/ !m c$p.in the

maret

AC ,rand (a!e7#*abhimani +mrahan&L,C 'erishai"it/ est before *ithin 2 month store $n&er refri!eration bello* o8c

&C Ingredients; Chaa s$!ar0 +lphanso an!o p$lp0 4laichi0 io&i"e& salt

DC &o!*etiti=e *roduct in the !ar#et

1 arna +mrahan& 2 Chitle +mrahan&


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,C 'erishai"it/ ; est before *ithin 2 month from paca!in! store $n&er refri!eration

o8c

&C Ingredients ; Chaa0 s$!ar0 4laichi0 n$t me!0 a&am0 pista

DC &o!*etiti=e *roduct

1 arna +mrahan& 2 Chitle +mrahan&

3


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&C Ingredients Gil0 #$!ar0 @elchi0 -ayfal

DC &o!*etiti=e *roduct in Mar#et

1 arana as$n&i 2 al!$& as$n&i

3 Chitle as$n&i


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1 arna ,assi 2


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1C &o""ecting !i"#-

Once the ahanan& Dairy (4o=t. Dair/) &eci&e& the basic price of ra* material

mil to !ive mil pro&$cer0 so Jt *as comp$lsion for all aharashtra Dairy firms to !ive

basic price of ra* material mil.

%C ,/ *roduct !i"# *roduct

9he !ovt. &airy *as &eci&e& price for mil pro&$ct in every mil &airy firms.

0CEa* material il price is totally &epen&in! $p on mil fat (Eo* aterial).

&o!*an/ wi"" e decide *rice of 'roduct

B8 ,asic 'rice@ % Distriutor Margin 8 2at



46/73


,C Finished *roduct *rice strateg/ for / *roduct 1#g9

SR SHRI;HA(D AMRA;HA(D ,AS6(DI )ASSI

asic price / ' 3 2

Process cost 2 2 2

,abor cost % % % /./

Paca!in! cost 1.%/Fea$sin! cost 2 2 2 /.%/

9ransport cost 1.2/ 1.2/ 1.2/ 1.2/

9otal .2/ 1.2/ 3.2/ 33.//

Q Jncl$&e& %.1 vat .21 ./' .'' //

Tota" KK.31 K8.%: B.K: 00.

&C 'ricing strateg/ for !i"# 1 "itter9

Jn!re&ients Cm m

asic price 1'.'/ 2%.2/

!mt chan!es /./ /./

ono$s /./ 1./9ransportation cost /./ /./

VDCIMR ,Masur Page '


47/73


45tension *or cost /.1/ /.1/

Processin! cost /./ /./

,abo$r cost /.%/ /.%/

Paca!in! cost /./ /./

Col& room /.2/ /.2/9ransportation 1.1% 1.1%

Jnterest /./ /./

Tota" %%.B 0%.0

&o!*an/ so"d !i"# in the !ar#et in this *rice

&J! Es. 23 per litter

,J! Es. 33 per litter

DC 'rice "ist of raw !ateria" !i"#

,6FFA)O MI); ,6FFA)O MI);

FAT RATE FAT RATE

%.% 21.%/ .3 2.1/

%.' 21./ . 2.3/

%. 22.1/ .% 2.%/

%. 22./ .' 2./

%. 22./ . 2./

'./ 23.// . 3/.1/

'.1 23.3/ . 3/.3/

'.2 23.'/ ./ 3/.%/'.3 23./ .1 3/./

VDCIMR ,Masur Page


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'. 2.2/ .2 3/./

'.% 2.%/ .3 31.1/

'.' 2./ . 31.3/

'. 2%.1/ .% 31.%/

'. 2%./ .' 31./

'. 2%./ . 31././ 2'.// . 32.1/

.1 2'.3/ . 32.3/

.2 2'.'/ .1/ 32.%/

.3 2'./ 1/.1 32./

. 2.2/ 1/.2 32./

.% 2.%/ 1/.3 33.1/

.' 2./ 1/. 33.3/

. 2./ 1/.% 33.%/

. 2.1/ 1/.' 33./

. 2.3/ 1/. 33././ 2.%/ 1/. 3.1/

.1 2./ 1/. 3.3/

.2 2./ 11./ 3.%/

&O< MI);

FAT RATE

3./ 1.%/

3.1 1./

3.2 1%.1/3.3 1%./

3. 1%./

3.% 1'.//

3.' 1'.2/

3. 1'./

3. 1'.'/

3. 1'./

./ 1.//

.1 1.2/

.2 1./

.3 1.'/

. 1./

.% 1.//

.' 1.2/

. 1./

. 1.'/

. 1./

%./ 1.//

%.1 1.2/

%.2 1./

%.3 1.'/%. 1./

VDCIMR ,Masur Page


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%.% 2/.//

EC 'rice "ist for finished *roduct

SJr 'roducts Distriutor 'rice Retai"er 'rice MR' 6nit

'rice1 Shri#hand ,asic 2at Tota" ,asic 2at Tota"

%/ !m c$p 11./% %.% 12%.// 133.33 '.' 1/.// 1'/.// .//

1// !m c$p 11.2 %.1 12/.// 12%.1 '.2 132.// 1%/.// 1%.//

2%/ !m c$p 1/'.' %.33 112.// 11./% %.% 12%.// 1/.// 3%.//2%/ !m poly

po$ch

1//.// %.// 1/%.// 1/.%2 %. 11%.// 13/.// '%.//

'// !m poly

po$ch

/. .%2 '.// 1//.// %.// 1/%.// 12/.// '/.//

2 A!ra#hand

%/ !m c$p 12.'2 '.3 13.// 12.' .1 1%/.// 1/.// .%/

1// !m c$p 11./% %.% 12%.// 133.33 '.' 1/.// 1'/.// 1'.//

2%/ !m c$p 1/.%2 %. 11%.// 12/.% './% 12.// 1.// 3.//2%/ !m poly

po$ch

1/.' %.2 11/.// 11.2 %.1 12/.// 13'.// 3.//

%// !m poly

po$ch

.1/ ./ 1/3.// 1/.%2 %. 11%.// 13/.// '%.//

3 ,asundi

2%/ !m poly

po$ch

1/.%2 %. 11%.// 123.1 '.1 13/.// 1/.// 3%.//

%// !m poly

po$ch

1/'.' %.33 112.// 12/.% './% 12.// 13'.// 3.//

,oose 1/.' %.2 11/.// 11./% %.% 12%.// 13%.// 13%.//

)assi 3%// %/.// /.// 1//

% ,J! 32.%/ 3'./ 3'

' &J! 23.%/ 2 2

')A&E MI> %1J11

'"ace !i+ Ndistriution channe"C

VDCIMR ,Masur Page


50/73


Eeor!ani"ation to place mi5 service can brin! abo$t better c$stomer increasin! in sales

cost re&$ction 6 hi!her profit mar!in. 9he *hole system resolves aro$n& inventory

mana!ement.

Jnventory mana!ement is a connectin! bet*een c$stomer or&ere& an& pro&$ct

&eman&.

Jn this types of company R&airy lar!ely s$ccee& on !oo& transportation facility &airy

nee& to !oo& transportation for &aily collectin! mil an& &istrib$te& finishe& !oo&

(Dairy pro&$ct)

AC &o""ecting channe" for !i"#

C$stomer

+!ent

an$fact$rer

,C Distriution channe" for finished *roduct

an$fact$rer

Distrib$ter

#$b &istrib$tor

Eetailer

C$stomer

&C Trans*ortation

Jn year 2/1/ 6 2/11 company $se vehicle for collectin! mil (&airy) ; 2 vehicle on

rentable

aC For distriuted finished *roduct

9r$c

+ppe ( ini 9r$c)

9he rate of this vehicle is &eci&e& on maret rate.

C Mar#eting staff

=o o*n vehicle of maretin! staff ;

VDCIMR ,Masur Page %/


51/73


; O*n vehicle nee& to every maretin! staff member

; Company !ives a rate for vehicle ; Es.1.%/ . h.

DC &o""ecting &enter

(a!e of center Year%111 &o""ecting&enter &o""ecting !i"#

?olhap$r 7 132 2'.2' litter

#an!li 7 3 1/./1 litter

el!oan 7 1/ 1/ litter

Tota" %111 1K1 01.1%3 "itter

EC Distriution &enter

District !ar#et9 Year%111 Distriuter Distriutor

,ocal maret 7 2/ 2

#an!li 7 1%

=ashi 7 % 11

Jchalranji 7 %

P$ne 7 12 22

Tota" %111 3 K

'RAMOTIO( MI> %1J11

aretin! process is mana!ement process thro$!h *hich on or!ani"ation &evelops

pramotion mi5 is a a&vertisin! p$blicity p$blic relation sales pramotion $se& in pramotion

strate!y.

VDCIMR ,Masur Page %1


52/73


AC Ad=ertising

#ome channel *hich $se& for the a&vertisin! the pro&$ct are as follo*s.

1 9@

2 =e*s paper

3 Ea&io

anner

% Hor&in! *all paper

' 9ransportation thro$!h a&vertisement

,C 'u"ic re"ation Comp. establish the p$blic relation thro$!h the

aretin! team

Distrib$ter

+!ent

C$stomer

&C Sa"es 'ro!otion Company applies seasonal promotional strate!y for sale of &airy

pro&$ct.

'ROD6&TIO( &HART I( THE YEAR %111

VDCIMR ,Masur Page %2


53/73


SR 'ROD6&T SA)E I( )itter #g9 SA)I(4 'RI&E

1 C %0/3032 litter 101%0%03'

2 1%0/0' litter %0210%%0312

3 as$n&i 13/ ! 100//

,assi 130'/ litter 0%03/

% #hrihan& 31% ! %030/3/' +mrahan& 32// ! %0120///

3.0. DATA I(TER'RETATIO(


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&o""ection &hart of Raw Materia" Mi"#9 %%1 %1%11

'rice Mi+

VDCIMR ,Masur Page %'


57/73


'roduct 'rice infor!ation %%1 %1%11

'"ace Mi+ %%1

aC &o""ection &enters %1 %111



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,C Distriution infor!ation %%1

&C Distriution infor!ation %1%11



59/73


'ROMOTIO( MI>



60/73


FI(DI(4S O,SER2ATIO(S

VDCIMR ,Masur Page '/

CHAPTER NO.5

Findings and Oser=ations


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1 9he &eman& of s*abhimani mil pro&$ct also increase in the year of 2/1/;11 as

compare to in the year 2//1/.

2 Company sho$l& be not $sin! a$tomation system in the pro&$ction process beca$se of

this reason pro&$ction cost is increasin!.

3 9here is no separate maretin! &epartment in the company.

Company tryin! to intro&$ce ne* pro&$ct0 pro&$ct in ne* paca!in! si"e at reasonable

price in the maret.

% Company also $sin! ne* promotional tools to increase the &airy pro&$ct sales.

' aret share of #*abhimani Dairy in &airy in&$stry of aharashtra is very lo*.

9hey are not $sin! their o*n vehicle for p$rpose of maretin! 0 collection of mil an&

for staff.

Company offerin! competitive &isco$ntcommission their &istrib$ter an& a!ent.

Pro&$ct price of companies vario$s &airy pro&$ct is affor&able to all.

1/ Company is not or!ani"in! any meetin! or open for$ms &istrib$tion an& a!ent for

$n&erstan&in! maret sit$ation.

11 Company also en!a!e& in retail sales of their &airy pro&$cts.

12 G$ality of all pro&$ct s*abhimani mil pro&$ct is comparatively !oo& then other local

&airy pro&$ct

.

13 Company is not $sin! proper sales promotion activity to increase the sales.

VDCIMR ,Masur Page '1


62/73


S644ESTIO(S


CHAPTER NO.6

Suggestions and &onc"usions


63/73


1) Company sho$l& be $se a$tomation system to minimi"e to pro&$ction cost of

pro&$ct.

2) Company sho$l& be $sin! their o*n vehicle for promotion of pro&$ct as *ell as for

the &istrib$tion of their pro&$ct.

3) Company sho$l& be or!ani"in! monthly meetin! of &istrib$tors an& a!ent to no*

the maret sit$ation an& their &eman& as *ell as for their s$!!estion.

) Company sho$l& be offerin! vario$s attractive schemes to increase their sales.

%) Company sho$l& be la$nch ne* an& vario$s innovative &airy pro&$cts in every

year.

') Company sho$l& be pay attention to establish Eesearch 6 Development

&epartment in their set $p.

) Company sho$l& be applyin! vario$s maretin! strate!ies to increase their maret

shares in &airy in&$stry of aharashtra.



64/73


&O(&)6SIO(

1) 9he price of s*abhimany mil pro&$ct is comparatively lo* an& beca$se of that it

is affor&able for !eneral c$stomer.

2) +fter the chan!in! the $ality they ha& increase& the price of their &airy pro&$ct

even if their sales has increase&.

3) 9he company sho$l& foc$s more on maretin! &epartment0 *hich can help to the

increasin! maret shears of #a*bhimani il pro&$ct.

) 9he st$&y of maretin! mi5 is very important role play to $n&erstan&in! maret

con&itions0 *hich help to apply vario$s schemes to increase sales 6 maret shears of

pro&$ct.



65/73


VDCIMR ,Masur Page '%

Appendices

#t$&ent !$i&e report.

-oinin! report

Pro!ress report


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VDCIMR ,Masur Page ''


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VDCIMR ,Masur Page /


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i!lio"raphy


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,I,)IO4RA'HY

Mar#eting Manage!ent-

#. +. #herlelcar

Mar#eting Manage!ent(9est 6 cases):;

Dr. $esh Dh$nna.

Ser=ice Mar#eting-

#. . -ha.

samir mba - original copy

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