ACKNOWLEGMENT

The successful completion of this project is the result of dedicated efforts, put by many people and this project would be incomplete without giving due respect to them. This acknowledgement is but a small token of gratitude in recognition of their help in my endeavor. I am grateful to Madhya Pradesh Co-operative Diary federation ltd. Rewa who gave us this opportunity. I also sincerely express my deep sense of respect &gratitude to Mr. Vinay Pandey for his valuable guidance and support. His knowledge, corporate experiences & remarkable patience led us through our Summer Training, leading to the successful completion of our project. We wish to extend our sincere gratitude to Dr.Naresh Singh for providing us an opportunity to associate ourselves with Madhya Pradesh Co-operative Diary federation ltd. Rewa for our project. I am thankful to each and every person who has contributed his surplus for the completion of this project and also for the completion of this report. Working on this project was a unique experience. Knowledge and experience gained from this project will remain with me as unforgotten memories for a long period of time and will be useful for the rest of my career. Last, but not the least, I would like to thank my beloved parents for their encouragement and co-operation during the time of working through this project. Also, thanks to all the friends for their encouragement and support.

Rituraj Kumar Dwivedi JNCT, Rewa MBA-III SEM

PREFACE
The MBA programme is well structured and integrated course of business studies. The main objective of practical training at MBA level is to develop skill in student by supplement to the theoretical study of business management in general. Industrial training helps to gain real life knowledge about the industrial environment and business practices. The MBA programme provides student with a fundamental knowledge of business and organizational functions and activities, as well as an exposure to strategic thinking of management. In every professional course, training is an important factor. Professors give us theoretical knowledge of various subjects in the college but we are practically exposed of such subjects when we get the training in the organization. It is only the training through which I come to know that what an industry is and how it works. I can learn about various departmental operations being performed in the industry, which would, in return, help me in the future when I will enter the practical field. Training is an integral part of MBA and each and every student has to undergo the training for 45 days in a company and then prepare a project report on the same after the completion of training. During this whole training I got a lot of experience and came to know about the management practices in real that how it differs from those of theoretical knowledge and the practically in the real life. In todays globalize world, where cut-throat competition is prevailing in the market, theoretical knowledge is not sufficient. Beside this one need to have practical knowledge, which would help an individual in his/her carrier activities and it is true that Experience is best teacher.

CERTIFICATE
This is to certity that Rituraj Kumar Dwivedi student of MBA (Full Time) of Sanghvi Institute of Mangement and Science have submitted the Training Report on Madhya Pradesh Co-operative Diary federation ltd. Rewa for the practical fulfillment of the requirement for the award of the degree of master of Business Administration (MBA) of JNCT (Rewa). To the best of my knowledge, the matter presented in this project has not been submitted for the award of any other degree certificate.

INTERNAL GUIDE -----------------------Ms. Pragya Jaroliya

EXTERNAL GUIDE -----------------------Mr.Vinay Pandey

Table of contents:
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Chapter Chapter 1

Content Introduction 1.1 Company Profile 1.2 Organization Structure 1.3 Organization Mission 1.4 Organization Activities 1.5 Product Profile 1.6 Performance on Key Parameters SWOT ANALYSIS Training Activities 3.1 Training Objective 3.2 Company Visit 3.3 Market Creation 3.4 Product Promotion 3.6 Observations 3.7 Learning 3.8 Area of Improvement 3.9 Result 3.10 Achievements Conclusion Suggestions Bibliography

Page no. 5 5 5 6 7 11 17 19 23 24 25 27 28 28 29 31 34 34 35 36

Chapter 2 Chapter 3

Chapter 4 Chapter 4 Chapter 4 Chapter 5

1. INTRODUCTION

1.1 Company Profile: MP State Cooperative Dairy Federation (MPCDF): MPCDF is the apex organization at the top of 3 tier structure of dairy cooperatives in Madhya Pradesh. Underneath there are 5 autonomous regional co-operative milk unions comprising of more than one district. Milk Unions have chilling centres, dairy plants, powder plants and cattle feed plants at different locations. In turn, several village level dairy co-operative societies which procure raw milk and send it to the nearest chilling centre/dairy plant function under each milk union. MPCDF formulates policies, monitors and assists the Milk Unions in implementation of dairy development activities in the key functional areas including:Marketing Field Operation Quality Control Monitoring & Planning Administration Finance Purchase

1.2 Organization Structure:

Rewa Sahakari Dugdha Sangh(IDS)

Address: Districts Covered:

Chanda Talawali (Manglia), Rewa Rewa, Dewas, Khargone, Dhar, Barwani, Jhabua, Khandwa, Burhanpur. Processing Capacity: 2.00 Lakh Litre / Day. Drying Capacity: 20 MT / Day. Dairy Plant: Chanda Talawali, Chapda, Phulgawadi, Jhabua, Ambua, Petlawad, Burhanpur, Khargone, Dudhi, Barwani, Barwah, Khandwa. Cattlefeed Factory: Manglia (100 MT / Day). Products: Various types of liquid milk, Ghee, Skimmed Milk Powder, Table Butter, White Butter, Shrikhand, Lassi, Peda, Flavoured Milk, Butter Milk, Paneer, Curd and Sudana brand balanced Cattlefeed.

1.3 Organization Mission: To carry out activities for promoting production, procurement, processing, manufacturing and marketing of milk and milk products for socio-economic development of the farming community. Development and expansion of such other allied activities as may be conductive for the promotion of the diary industry, improvement and protection of milch animals and economic betterment of those engaged in milk production.

1.4 Organization Activities: Activities of MPCDF / Milk Union are governed by 3 major areas:A. Field Operation: The Field Operation activities begin with organization of Dairy Co-operative Societies in the rural areas and end with milk transportation to the dairy dock.

The basic Field Operations include:Organization of Dairy Co-operative Societies on 'Anand' pattern Organizing milk producers farmers' training programs for formation of co-operatives, awareness to co-operative principles & milk production enhancement techniques etc. Procurement and transportation arrangement of milk. Providing Technical Input services to the milk producer farmers for milk production enhancement such as Animal Health Care (First Aid & Emergency), Artificial Insemination, Balanced Cattlefeed and improved fodder seed etc. Preference to economically weaker sections, small & marginal farmers, scheduled caste / tribe categories in various activities

B.Plant Operation: The plant operation activities begin with receipt of milk at the Chilling Centre / Dairy Dock and end with dispatch of milk & milk products for distribution. The basic activities of Plant Operations include:Reception of milk at Chilling Centre / Dairy Dock.

Testing of milk. Milk Pasteurization Milk Chilling Milk Packing Manufacturing & packing of Main products like Ghee, SMP, White Butter & Table Butter. Manufacturing & packing of indigenous products like Shrikhand, Lassi, Peda, Salted & Plain Butter Milk, and Flavored Milk etc. Storage of products

Methodology:-

The procurement of milk is done from the rural areas (villages) with the help of various persons engaged in the milk production and distribution. After obtaining the milk from the milk yielding animals, the milk is collected at village level centers called Diary Cooperative society (DCS).The milk collected at DCS is then sent to the chilling centers, where the milk is kept at a very low temperature (approx.0-5 deg C). From the chilling centers, the milk is sent to Regional level plants, where the purity of the milk is tested in laboratory and the milk is pasteurized. The milk is transported from the chilling centers to the Regional level plants in the air tight tankers in which the temperature is maintained between 0-5 degrees C in order to avoid spoilage of milk.

All the Regional level plants or milk unions are under control of Madhya Pradesh Co-operative Diary Federation (MPDCF) which is a Government Organization. Pasteurization is the process of heating milk at 70 deg C, to destroy the harmful bacteria and pathogenic micro-organisms and to make the milk perfectly pure. After Pasteurization, fats and proteins are added in different amounts according to the requirements and categories of the different packs (gold, diamond, smart etc.). After the completion of the whole process of milk testing, the milk is packed in different packets according to the variety, and the finally the milk is distributed to the various Sanchi parlors and Sanchi agencies.

C. Marketing: The Marketing Activities at the Milk Unions/MPCDF can be summarised hereunder :Marketing of different types of milk in different pack sizes (Full Cream Milk, Standard Milk, Toned Milk, Double Toned Milk, Skimmed Milk etc.) under the brand name "Sanchi". Marketing of Indigenous fresh milk products (Ghee, Flavored Milk, Butter Milk, Shreekhand, Sweet Curd, Mattha, Dahi, Lassi, Peda, Chakka, Mawa, Paneer etc.) under the brand name "Sanchi" within the state. Sales Promotion and advertising. Sale of surplus milk to the other cooperative Milk Unions under the State Milk Grid (SMG) and to other Cooperative Organizations / Milk Unions outside the state under the National Milk Grid (NMG). Marketing of Ghee, Skimmed Milk Powder (SMP) and Table Butter under the brand name "Sneha" by MPCDF (products manufactured by the Milk Unions) outside the state. Consumer Awareness about Pasteurization of milk, "Quality" and "Hygiene" aspects of "Sanchi" milk and milk products. Distribution System for liquid milk and milk products in the towns. Tapping new areas and townships for sales coverage. Organizing campaigns against adulterated milk .

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1.5 Product Profile: A. Different varieties of milk:1. Sanchi Smart Double Tonned Milk Sanchi health is pasteurized double tonned milk. Contains 1.5% fat and 9% solid not fat(SNF). It is homogenized milk which contains proteins,minerals and vitamins. Ideal milk (with less fat) for health conscious persons. Available in 500 ml and 200 ml pouches in Ujjain, Bhopal, Gwalior, Rewa and Jabalpur milkshed area.

2. Sanchi Taza Tonned Taza Pasturized and homogenized toned milk. Contains 3% and 8.5% solid not fat(SNF). It is a balanced milk suitable for every age group . Available in 200 ml, 500 ml and 1000 ml pouches in Ujjain, Bhopal, Rewa, Gwalior & Jabalpur milkshed area.

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3. Sanchi Shakti Standardised Milk Sanchi Shakti is pasteurized Standard Milk. Contains 4.5% fat and 8.5% solid not fat(SNF). It contains proteins, ,minerals and vitamins. Ideal milk tea, curd and other home made sweets. Available in 500 ml pouches in Ujjain, Bhopal, Gwalior Jabalpur and Rewa milkshed area.

4. Sanchi Gold High Fat Milk Sanchi health is pasteurized full cream milk. Contains 6% and 9% solid not fat(SNF). It has high nutritive value with body building proteins, bone forming minerals and vitamins. Available in 500 ml and 1000 ml pouches in Ujjain, Bhopal, Rewa, Gwalior & Jabalpur milkshed area.

5. Sanchi Diamond High Fat Milk Sanchi health is pasteurized full cream milk. Contains 7% and 9% solid not fat(SNF). It has high nutritive value with body building proteins, bone forming minerals and vitamins. It is ideal for making Kheer and Ghee at home. Available in 500 ml and 1000 ml pouches in Bhopal, milkshed area only.

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B. Yoghurts:1. Sanchi shrikhand Semi-soft,sweetish-sour,whole milk product prepared by traditional method from lactic fermented curd.

A delicious substitute for food when away The chakka is mixed with required amount of sugar and natural cardamom. from home and during fasting. It is available in 100gm and 500 gm plastic cups .

Manufactured and sold by Bhopal, Rewa, Jabalpur, Ujjain and Gwalior Sahakari Dugdha Sanghs from their exclusive milk parlours in towns/railway station and other agencies Shelf life is 3 days when stored under refrigeration.

2. Sweet Curd Obtained from pasteurized milk by souring harmless starter culture. Contains can sugar and as a part of food, it increases nutritive values Most palatable, easily digestible. Therapeutic value in the stomach and during instantial disorder . Most suitable nourishment for all age groups.

Manufactured and sold by Bhopal, Rewa, Jabalpur, Ujjain and Gwalior Sahakari Dugdha Sanghs from their exclusive milk parlours in towns/railway station and other agencies Shelf life is 2 days when stored under refigeration.

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3. Sanchi Lassi A delicious dairy product made from fresh milk and prepared from whole milk contains sugar and permitted flavor. Sanchi lassi contains appreciable amount of milk protien and pharpholipids and an excellent beverage for quenching thirst. It is available in 200 ml plastic glasses . Manufactured and sold by Bhopal, Rewa, Jabalpur, Ujjain and Gwalior Sahakari Dugdha Sanghs from their exclusive milk parlours in towns/railway station and other agencies Shelf life is 3 days when stored under refigeration. Drink to get swetish sour mouth licking taste

4. Sanchi Butter Milk (Mattha) Good beverage for quenching thirst by reason of its lactic acidity . Contains zeera, black pepper, salt to give it a nutritious value . It has nutritious values and therapeutic properties It is available in 200 ml poly pack . Manufactured and sold by Bhopal, Rewa, Jabalpur, Ujjain and Gwalior Sahakari Dugdha Sanghs from their exclusive milk parlours in towns/railway station and other agencies Shelf life is 2 days when stored under refigeration. Quench your thirst with salt And spice

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C. Main Products:1. Sanchi/Sneha Ghee Richest source of milk fat, prepared from direct heating of milk cream usually obtained by normal separation of milk. It has fine Grains, and good keeping qualities . Good source of Vitamn A,D,E & K. Avaliable in duplex refill packs of 200 ml, 500 ml, 1litr, 5 ltr tin / jar, 15 ltr tin / jar . Manufactured and sold by Bhopal, Rewa, Jabalpur, Ujjain and Gwalior Sahakari Dugdha Sanghs from their exclusive milk parlours in towns/railway station and other agencies Best before 180 days.

2. Sanchi sneha Skimmed Milk Powder Spray dried,instantly soluble milk powder obtained from the skim milk of cow or buffalo milk by removal of water . An ideal dietary supplement for low calories and high protien diet. Can be conveniently used for making tea,coffe,curd(dahi),chenna,lassi,pudding and other milk based sweets Available in 200 gm, 500 gm, duplex refil packs and 25 Kg bags. Manufactured and sold by Rewa and Gwalior Sahakari Dugdha Sanghs from their exclusive milk parlours in towns and other agencies. Best before 180 days. Most ideal instant soluble dry milk to be at your home. Bake or make icecream, tea or sweet meat

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3. Sneha Table butter A fat concentrate, obtained by churning of cream gathered from fresh milk of cow & buffalo. Has a creamy pleasent delicate aroma. salt and permitted butter colour are also added to give rich especially tailored to Indian taste. Matches the brand leader in quality and taste

Can be used as spreading on bread , toppings on parathas , rotis , puris , and other foods. It is ideal in backing and cooking and to spread on bread. Available in 200 gm & 500 gm duplex refil packs. Manufactured and sold by Rewa Sahakari Dugdha Sanghs from their exclusive milk parlours in towns and other agencies. Best before 180 days. D. Others:1.Sanchi Urja Double Tonned Flavoured Milk Double toned sterilized flavoured milk Free from micro organism harmful to consumer health. Under packed conditions, does not need refrigerated storage. No formation of cream layer due to homogenization. Permitted fruit flavoures / essences together with permitted (matching) colors and sugar are used Available in 200 ml glass bottles and poly packs. Manufactured and sold by Bhopal, Rewa, Ujjain, Gwalior & Jabalpur Sahakari Dugdha Sanghs from their exclusive milk parlours in towns and other agencies Best before 15 days. Value for Money

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2. Sanchi Peda Dessicated sweetened milk product. It has 20% fat, 30% SNF, smooth granular texture. Delicious and tasty dairy product. Try and find the difference in taste and quality

Can be used as spreading on bread , toppings on parathas , rotis , puris , and other foods. Available in 250 gm & 500 gm duplex board packs. Manufactured and sold by Bhopal, Rewa, Ujjain, Gwalior & Jabalpur Sahakari Dugdha Sanghs from their exclusive milk parlours in towns and other agencies. Best before 3 days. 3. Sudana - Balanced Cattlefeed Moisturizer 11% (Max.) Protein - 20% (Min.) Fat 2.5% (Min.) Fiber 12% (Max.) Silica 4% (Max.) Salt 2% (Max.) Calcium 0.5% (Min.) Phosphorous 0.5% (Min.) Vitamin A 5000 IU / Kg Available in 50 Kg poly bags . Manufactured and sold by Bhopal & Rewa, Sahakari Dugdha Sanghs. Value for Money

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4. Sanchi Ice-Cream Recently launched delicious & nutritious ice-cream marketed by Bhopal ,Rewa and Ujjain Dugdha Sanghs. Product contain 10-12 % fat and 36 % total solids. It gives approx. 210 calories/100 grams. Contain pure milk fat. Available in four pleasant flavours i.e. Vanilla, Strawberry, Butterscotch and Kesar Pista in 50 ml, 100ml, 1 litre brick to be introduced soon. Shelf life 12 months when stored under refrigeration at minus 24oC temperature. 1.6 Performance on Key Parameters:
Particulars Dairy Cooperatives Farmer Members Average Milk Procurement (KGPD) Local Milk Marketing (LPD) No. of AI Centres No. of AI Done Balanced Cattlefeed Sale by DCSs (MT) Cattle Induction (No.) 2001-02 4540 2002-03 4581 2003-04 2004-05 2005-06 2006-07 2007-08

4587 225745 294465 295521 596 115462 34503

4713 233144 394353 303344 621 129637 45511

4898 246283 462379 315435 585 158433 57987

5201 251274 442038 340209 598 163599 64167

5507 255589 451712 374942 621 170679 64508

218617 310085 226458 545 88431 32214

220660 291876 243910 600 111746 34329

35492 181.47

40994 190.08

66152 221.43

86296 264.61

81729 305.80

72965 354.27

84355 429.73

Turnover (Rs. Crore)

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2.SWOT ANALYSIS

STRENGTHS:

1.

QUALITY THE USP-Unique Selling Proposition:- The uniform and good Quality of fresh milk that Sanchi provides to its consumers gives a competitive benefit over its other competitors. BRAND NAME:- The brand name Sanchi also makes the customer to make a purchase of the fresh Sanchi product. PUBLIC ACCEPTABILITY:- In the market it happens that the product acceptability greatly depends on the Brand name and Brand image of the company. Name of Sanchi is not new to the customer so they do not hesitate to use its products. Sanchi is a name which has not only made its place in the mind of the customers but also conquered a special corner in their hearts, which is extremely necessary for a product to do well. The Product should rule the minds and hearts of the consumers. STRONG SUPPLY CHAIN OF SANCHI:- As it is into the fresh milk market where the timely delivery of milk. early in the morning is the most important thing. Sanchi is very well managing its supply chain drivers. DEDICATED & HARDWORKING STAFF:- The ROUND THE CLOCK working staff puts the organization a step ahead of the other competitors. The commitment that the staff posses towards the organization and the way they give their dedicated round the clock services and the efforts they put in the success path is an ASSET for the organization.

2.

3.

4.

5.

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WEAKNESS:

1.

POOR ACTIVATION:-The poor activation of Sanchi fresh milk is a major factor for its decreasing retail sale in Rewa city. The company should go for aggressive activation like Banners, T-stands, Glow Signboards, Posters etc. so that the customer should very well find the retail outlet where sanchi fresh milk is available. FREQUENTLY INCREASING PRICES:- The organization should put a check on the frequently increasing prices. As the organization very well knows that the Indian customers are very PRICE SENSITIVE they switch over from one brand to another very easily; due to the reason that major part of population comes under the middle class & middle class does make compromises in their lives specially when it comes to the economic part. Hence the company should try to manage the ECONOMIES OF SCALE. INCREASE THE DISTIBUTERS & RETALIRES MARGIN OF COMMISSION:-Sanchi should also increase or at least give a COMPETITIVE MARGIN OF COMMISSION to its distributors and retailers as this very margin factor creates dissatisfaction among these people this leads to lower level of interest and participation ultimately results a low market share. As these people are considered very important organization is bound to face N number of problems if these people are dissatisfied also they may hamper sales as they are the one who are with the direct contact of the customer. LEAKAGES:-The Company should look after the problem of continuous leakages as it does not has any provision of replacements it is the direct loss of the distributors hence creating dissatisfaction among them ultimately affecting the companys sales. COMMUNICATION GAP:-The lack of two way communication between; the company as well as the retailers & even customers also hampers the exponential growth of the organization. The distributors & retailers should have the knowledge of actual schemes & benefits time to time offered by the company. Any information should efficiently, effectively & moreover smartly circulated in the market to avoid misconceptions and even rumors.

2.

3.

4.

5.

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OPPORTUNITIES: 1. Certain Promotional activities such as sales promotion should time to time offered by the company in competition with the other brands to get a competitive edge over others. Sanchi should start certain motivational programs for its distributors as well as retailers so as to increase the sales volume. Various programs such as the membership cards scheme which has proved very helpful in generating revenues for large retail chains & stores across the world. Various cards such as PLATINUM, DIAMOND, GOLD& SILVER CARDS can be issued to the distributors & retailers on the basis of their sales volume providing them certain benefits & discounts which is a practice of relationship marketing; hence it will provide them with high satisfaction levels and more involvement, along with more dedicated efforts as continuously they would try for more and more sales in their areas to get the next higher cards hence increasing the sales turnover. This not only will help to increase the sales volume but also the brand loyalty. Their exist very large amount of opportunities for the sale in the upper middle class as well as the high class households of Rewa city but the company should pay emphasis on the home delivery service to bag this opportunity. The company should identify the current behavior of the consumer like for example if talk of the current scenario; the population in the various urban cities is getting calorie conscious also the sale of sanchi standard milk is more than of the GOLD in Rewa city hence the company can portray the benefit of low fat milk along with good health. Whereas in rural areas sanchi full cream milk can be promoted more as per the consumers preferences Sanchi should try to associate certain other specific benefits such as farm/dairy fresh etc, along with quality and brand name with its fresh milk products which will definitely attract new customers without affecting the number of previous once. As per the present marketing environmental trends various new concepts such as CRM, SRM & all other relationship marketing concepts are emerging sanchi needs to make appropriate use of the above concepts in its business practice as the fresh milk business is much more as a service along with a product.

2.

3.

4.

5.

6.

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THREATS:

1.

The various big players of the markets such as Reliance, Bharti, CocaCola, Pepsico etc are identifying huge business opportunities and large & long-term profits in the dairy industries they have already stepped in this segment in order to serve the customers in much better manner and much more efficiently & effectively. Thus sanchi as a cooperative organization has to load its guns against this competition. In any service industry their are certain gaps due to the various reasons the organization needs to identify these gaps and take necessary actions to fill this gaps in order to increase its service quality.

2.

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3.TRAINING ACTIVITIES

3.1 TRAINING OBJECTIVE: 1) To convince the Retailer/ Distributor to open . outlets, parlors & agencies. 2) Customer base. 3) To create and increase awareness among people. 4) To know the production process of sanchi products. 5) To gain real exposure of market. 6) Various efforts of Sanchi to satisfy its Retailer and Distributor

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3.2 COMPANY VISIT (09-SEP-2008):The company has five major milk treatment plants all over in M.P. Chanda Talawali,manglia (Rewa) milk plant works under state co-operative federation Madhay pradesh during the visit we had a great exposure about processing of milk and the treatment given to the milk directly collected from the local farmers.

Activities performed in plant:

Collection of milk

Testing for water content

Separation of impurities

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Proceed for pasteurization

Separation of milk products

Testing of contents

Packaging

Storing

3.3 MARKET CREATION:You can have the very best technology in the world, and if you don't get it out there and market it, if you don't have a distribution network, then it doesn't have any impact." Creating markets at the base of the pyramid is hard work. This theme that has resurfaced again and again in my recent work, whether at a gathering of budding BOP-focused entrepreneurs or during a conversation with established social innovators.

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Making markets work is most readily apparent as an option for those resources that are already widely traded in some marketplaces (e.g. elephantivory, ecotourism services), (Swanson and Luxmoore, 1996). It is also a potential option for those resources that are in use as commodities although not necessarily in trade (e.g. plant genetic resources, medicinal plants),(Swanson, 1995). Finally, there are other uses that might be traded when bundled with other goods or services that are tradable (e.g. watershedservices), (Heal, 1999; 2000).In many other cases, market creation is feasible but requires that the policy-maker consider the imperfections that may be inhibiting the accurate valuation and ready exchange of the biodiversity resource in the market.These imperfections may be addressed through specific reforms or more general institutionbuilding. Specific reforms may be devised to address the specific nature of the market imperfection (e.g. information failure, externality or excludability problems). Market Creation is the main objective of every organization. Every organization want to increase their market and for the purpose they adopt strategies. During the training period we learnt how to create market in this activity we adopt following strategies:-

Find out the gap: -In this activity we found the gap where we are lagging in the market where our product is not selling out after knowing the gap we went to these areas and contact the retailers and explain our product features and their profit on selling sanchi product . I also explain sanchi is the brand of the M.P. state and the milk requirement is necessity at every home so it become easy to sellout sanchi product during the training period we also learned how to convince the customer which seems

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to be very difficult work but the brand name sanchi as a market leader helps us to made the task easy . Market Survey: -Market survey is important part of the marketing in this activity we went to the market and lookout those areas in which our product is not selling out and found those people who are interested to sell our product . in the market survey we went to the retailors and asked them whether they are selling our product or not if they say no so it become easy to convince them to sold the product, but the basic requirement is refrigerator and a deposit of Rs 3000 as a security . if retailers already selling other millk so we explain the plus point of our product and their profit but some customers are not ready to convince so we got move ahead and looked at other shop because we know it is a part of the marketing. In the market survey we did field job there was no primary data provided to us . In market survey we went to those shop also those sold our milk than we asked them about problems and we solved their problem . To make strategy for target group and our target group is kirana store and who are capable to sell the milk product. We open the agencies and parlors. To attract them by making attractive proposal and to attract towards companys product. To expand the market of the sanchi product like: - Doodh, Ghee, Dhai, Butter etc. To make better relation between company and customer we reach to them. To make direct communication to the customer and non customer member in the market survey. We also try know about the market taste and which types of the products like by the customer. Create demand by using advertising because without advertising is not possible to create our product as a brand. Study about retailer and wholesaler it is very important because if you dont know the demand of retailer and wholesaler than you cant create your market. Find out the present marketing structure and work on that and to know the competitors strategies if you know than you will beat the competitors. A product can launch in a new market segment through these creation activity: Personal selling Advertising Publicity Sales promotion 3.4 PRODUCT PROMOTION:-

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Product promotion is the process of creating awareness among customers, dealers, retailers, wholesalers to create market demand and to make them aware about features and benefits about product offer.

BIO-MAGIC (PROBIOTIC) CURD :It is a curd contain Probiotic bacteria which is first time launch by any dairy in India. Bio-magic is certified with ISO 9001-2000 and also recommended by FAO WHO (Food and Agriculture Organization).

Features:-

It protects the Intestine from Infections. Strengthen to digestive system. Enhance the resistance power of body. Contain Calcium as well as Protein.

Promotional activities:-

As it is first time introducing in M.P. it is recommended to create awareness among professionals like Doctor and educational institution. For the purpose following promotional activates was being conducted by us:-

1. Doctors:-As doctors are considered to be the most responsible person to spread health consciousness among citizens, for the purpose we convince them to have a promotional statement of Bio-magic curd on their prescription.

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2. Institution:Institution like colleges and school are being targeted by us to make them use such a hygienic and health friendly product during their lunch time by providing them the product at the discounted price.

3.6 Observations: Good quality of products. Interested candidates for opening agencies, parlors, and outlets. Companys brand image. Lack of competitors. Less number of potential employees at the lower level of hierarchy. The problem of awareness of competitors products. Varieties of products for different users.

3.7 learning:-

1. Improvement in marketing skills and

communication skills. 2. Gain practical knowledge of the market.

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3. Learnt how deal with target customer. 4. Learn market creation & promotion activities. 5. Practical knowledge of distribution channel. 6. Known company production plant working.

7. Practical experience of working with an organization. 8. Learnt about company marketing strategy. 9. Helped in opening new outlets. 10. Learnt how to make project. 11. Team work. 12. Time management. 13. How to satisfy the retailer 3.8 Area of the improvement:As such there was no major problem because there are a few numbers of competitors in the market and SANCHI has a good brand image among their customers, retailers, wholesalers as well as their market intermediaries. There are some problems Sanchi is facing and they should improve to capture the whole market and to strengthen their position in the market:1. Difficulties facing by Sanchi. 2. Difficulties facing by retailers and distributors. 3. Difficulties faced by trainees during the training time. 1.Difficulties facing by Sanchi:-As the competition is increasing day by day and number of competitor are arising in the business, it is required to improve the quality of the product by developing competitive strategies and implement them effectively. Some of the difficulties are:a) Problem of leakage:-It might be possible this problem is arises during the time of packaging because of fluctuations in power supply, so Sanchi should ensure the proper power supply. But there may be some another problem what we were observed during training, at the time of filling and loading of milk in the vehicles, the packets get leaked just because of mishandling.

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b)Problem of pricing:Some product offered by sanchi like Bio-magic(Probiotic)curd priced to high(Rs.12 /180gm.)Same quantity of curd is available in market at a price of (Rs.6.50 /180gm.).So sanchi should price there product according to competitors product. c)Problem of perishibility:Athough milk products does not perishable enough to consume after a long time but some of the product offered by sanchi like milk, ghee etc. are not performing up to the mark and get contaminated easily if not use within a time limit. d)Problem of supply: Some time it becomes hard to supply the product according to the demand in the market because of seasonal change, festivals or availability of milk for local farmers therefore sanchi should ensure its readiness during contingencies. e)Decision making:To take a decision number of steps to be followed because of involvement of government policies which is sometimes being affected by political or social factors. 2) Difficulties facing by retailers and distributors: As sanchi is having around 1000 retailers in Rewa it becomes difficult to satisfy their requirements as and when required. because of this large no. of retailers some problem are faced by them. those problem are:a) Compensation:-Retailers does not get any compensation against the leakages and no kind of replacement made against such leakages therefore sanchi should change there policies. b) Distribution timing: - As the process of distribution starts 12.00 oclock. Some of the retailers got there deliveries too early so they are not able to count the quantity of milk the placed earlier. c) Feedback:-No proper feedback is taken by the supervisors to know the difficulties facing by the retailers. 3. Difficulties faced by trainees during the training time:Lack of Coordination among trainees and supervisors because of lace of interest taken by them and lack of motivational factor which can cause them dedicated to their work.

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3.9 Result Measurement and analysis of variables-Retailers Distribution and supply of product

3 5% 2 49% 1 46%

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2 30%

3 3%

1 67%

Inference: According to the result revealed by above charts, sanchi is lagging behind the competitors in term of delivery of product on time. The responses suggest that sanchi delivers the product 46% on right time will behind the competitors which has got 67% score on parameter of almost on time delivery.

Visit of salesman and wholesale distributor

2 15%
2 13%

1 87%

1 85%

Inference: According to the result revealed by above charts, sanchi is slightly ahead of its competitors in terms of visit of salesman and wholesale distributor.

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Difference of price

2 19% 1 13%

3 68%

Inference: The response on parameter of price suggests that, only 13% respondent thinks that Amul has price less than Sanchi. Actually the Sanchi are having price lower than Amul due to their lower input cost,

Quality difference

1 26%

2 6%

3 68%

Inference: According to the result revealed by above charts, Sanchi is undoubtedly the market leader in term of quality of milk based product with the response of 68% because Sanchi has a local product.

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Satisfaction level for offers/ promotional schemes offered

Inference: The 1 response on 26% parameter of various offers/promotional 3 68% schemes offered by different brands suggests that, only 10% respondents are satisfied of Sanchi offers and promotional schemes, as compared with 71% satisfied respondents for competitors. This parameter also encompasses the advertising at local level and promotional material provided to the retailers.

2 6%

3.10 Achievements:1. Convince more then 110 doctor to promote our product with their prescription. 2. Open more than 30 outlets. 3. We got more than 15 orders from educational institutional.

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CONCLUSION
After the training we come to a conclusion that Sanchi used its USP that differentiate to its competitors. By using the advertising and Promotional activities Sanchi can create awareness to those areas where its competitors are strong. Although Sanchi fresh milk is doing very well in the Rewa city market with its gold and standard brand; but it needs to pay more emphasis on the competitors like Amul, Sourabh etc. These local competitors are providing the milk at lower price in the markets along with better margins to their retailers and distributors. Thus Sanchi needs to check their actions on a frequent basis.

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SUGGESTIONS
1. First of all, the distribution channels should be improved. 2. Advertisement expenditure should be increased in order to the expansion of the customers. 3. The packaging problem should be improved in order to improve the leakages and wastages of products. 4. The company should highlight its USPs(unique selling points) to take advantage over their competitors. 5. The employees should be trained time to time in order to enhance their performance. 6. Discount:-To increase sell, or to increase agency should give more discounts to them. 7. Margin:-To increase sell, or to increase agency should give more, so that they will feel satisfy and work more. 8. Offers:-With an interval of time offer should be come. 9. Commissions:-One of the areas where Sanchi should think that, give more and more commission to its agency persons. We found that only because of these above points that we mention, Sanchi competitors take advantage and capture areas where Sanchi has its major potential area.

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BIBLIOGRAPHY

www.mpcdf.nic.in www.wikipedia.com www.google.com Marketing Management by Philip Kotler (the Millennium Edition) www.prenhall.com

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 Sales and distribution Management by Dr. S.L.Gupta

Questionnaire
1. 2. 3. 4. Distributors Name: Address: Phone No: Total Capacity/Demand per Day : (a) Gold________________ (c) Tazza________________ (b) Shakti ___________________ (d)Standard__________________

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5. 6.

Problems Faced By You:-____________________________________ ____________________________________________________ Are you Satisfied with the Delivery Timings? (a) Yes (b) No

7. 8.

What should be the Timings you are Comfortable with:-_____________ Are there any Complaints regarding:(i) (ii) (iii) Leakages ( ) Shortage ( ) Quality ( )

9.

Are you satisfied with the current payment structure? (a) Yes (b) No

10.

Comment about the varieties /flavours of Bavereges offered by different Brands?

(i) Better than Sanchi ( ) (ii) Same as Sanchi ( ) (iii) Inferior than Sanchi ( ) 11. Are you aware of any Sanchis advertisement ? (i) Yes ( ) (ii) No ( ) 12. Do you have any problem related to company person and transporters staff:_____________________________________________________________ 13. Suggestions to improve Service and Quality? a. For Retail Outlets ( ) b. Home Delivery ( )

14. Suggestions for improvement:_______________________________________ ________________________________________________________________

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