Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Training is an integral part of MMS and each and every student has to undergo
the training for 2 months 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
cutthroat 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.
ACKNOWLEDGEMENT
With immense pleasure,I would like to present this project report for Gujarat Cooperative Milk Marketing Federation Ltd. It has been an enriching experience
for me to undergo my summer training at GCMMF, which would not have
possible without the goodwill and support of the people around. As a student of
Maratha Mandir Babasaheb Gawade Institute of Management Studies, Mumbai I
would like to express my sincere thanks too all those who helped me during my
training program.
I would like to express my gratitude to all those who gave me the encouragement
to complete this project. I would like to thank my college authorities and Director
Dr Sunil Karve, for providing me the opportunity to work with the one
prestigious organization.
I would like to give my heartily gratitude to the Mr. Prakash Aute, Regional
Head(SALES), GCMMF Ltd., Mumbai for having given me the opportunity to do
my project work in the organization and lighted my way of progress with his
guidance.
Faculty Member of
I would like to give my special thanks to my parents, their love, support and blessing
enabled me to complete this Project work.
However, I accept the sole responsibility for any possible error of omission and
would be extremely grateful to the readers of this project report if they bring such
mistakes to my notice.
DECLARATION
Analysis Of Product
Date:
Signature
CONTENT
s
Subject
Sr.
No.
1
EXECUTIVE SUMMARY
INTRODUCTION
RESEARCH METHODOLOGY
LIMITATIONS
CONCLUSION
10
11
12
ANNEXURE
Page
No.
EXECUTIVE SUMMARY
The Project is concern with the market analysis of product development & customer
feedbackof Amul Prolife Lassee in Kalyan Region.The project included as part of
MMS Programme and the project is done from 1 st May 2013 to 30th june 2013.
1.1 Title:
Analysis Of Product Development & Customer Feedback of Amul Prolife Lassee
In Kalyan Region
1.2 Organization:
Gujarat Co-operative Lassee Marketing Federation (GCMMF), Anand, Gujarat.
1.3 Objective:
The Primary objective of study was to find size of retail network of Amul Prolife
Lassee in specific areas of Kalyan Region. In the study my intention was go
through the retail network of Amul Prolife Lassee to know retailers view about
supply chain of Amul Prolife Lassee, to know the complaints of Amul Prolife
Lassee and to find the suggestions from retailers for more penetration of Amul
Prolife Lassee in Kalyan Region.
The secondary objective was to find customer response towards Amul Prolife
Lassee. My aim was to go through the customers to know the interest of purchasing
& using Amul Prolife Lassee. Basically the study was for the demand of Amul
Prolife Lassee among the customers. And also to know the complaints on Amul
Prolife Lassee.
INTRODUCTION
The dairy industries companies run mainly on the factors such as availability,
service frequency, affordability, taste and marketing. Availability is plays a vital role
because purchasing power is depend upon availability of that product, in case
distributors and retailers service matter a lot. Retailing includes all the activity in
selling goods or service directly to the customers or personal non-business use .A
retailer or retail store is any business
Retailers are the part of Lassee marketing channels and perform the work of
moving goods from producers to the customers. It overcomes the time, place and
possession gap that separates goods and service from those who needs or wants them.
Retailers as member of marketing channel perform a number of key functions. Some
functions (physical, title, promotion) constitute a forward flow of activity from the
company to the customers; other functions (ordering and payment) constitute a
backward flow from customers to the company. Still others (information, negotiation,
finance and risk taking) in both directions.
The project delves into the workings from the distribution aspect of an FMCG
organization, in detail. AMUL, being an FMCG company, attaches a lot of
significance to the distribution aspect of its business. The distribution channel of
AMUL holds a lot of potential in affecting the demand or sales of AMUL products
So, In order to plan retail coverage we map out the positions of Amul outlets, Amul
parlors, and competitors outlets. This project was carried out in kalyan city. For
analyzing and presenting information that is tied to geographical location, we divided
the city in different wards. By analyzing geographical representation and sales data
with spatial distribution Amul outlets, competitors outlets and the density of others
in an area, we identify unexplored area and plan location outlets to increase its market
penetration. Using such research we can ascertain the quality and depth of retail
Penetration in specific area.
Addition to this we carried out sales promotion activity through discount coupons.
Sales promotion consists of diverse collection of incentive tools, most short-term
designed to stimulate and/or greater purchase of a particular product by consumers or
the trade. Whereas advertise offers a reason to buy, sales promotion offers incentive to
buy. Sales promotion includes tools for consumer promotion (for example samples,
coupons, prizes, cash refund, warranties, demonstrations, contest); trade promotion
(for example buying allowance, free goods, merchandise allowances, co-operative
advertising, advertising and display allowances, dealer sales contests); sales force
promotion (for example bonuses, contests, sales rallies).
Sales promotion efforts are directed at final consumers and designed to motivate,
persuade and remind them of the goods and receives that are offered.
The consumer promotion tools mean the promotion activities, which are
beneficial for consumers as well as company. Such as price discounts, samples, cash
refund, premiums, prizes, cross promotion and coupons etc. We decided to use
discount coupons. We distributed it among customers and validity kept seven days
from issued.
It can attract the new consumers and customers buying other brands.
Attract brand switchers, who are primarily looking for low price, good value or
premiums.
the
sale
and
profit,
company
must
deliver
It helps to study all activities which can be used to influence large number of customers
so as to increase the sales of the Amul Prolife Lassee effectively.
INDUSTRY& COMPANY
PROFILE
The International Dairy Federation (IDF) just released its "World Dairy Situation 2013" report
during the IDF World Dairy Summit taking place this week in Cape Town, South Africa. A key
trend in the dairy industry the past decade has been increasing globalization. This has been
driven by both the significant demand increases in many large, emerging conomies and domestic
agricultural policy reforms and international trade agreements that facilitate greater trade.
This report notes that 2012 was a very good year for the international dairy industry, with strong
dairy markets and good weather conditions. While higher farm level prices stimulated a 2.5
percent (18.5 million metric tons) increase in milk production above 2011 levels, this was
readily absorbed by the market. Cow milk production, representing 83 percent of total milk (the
rest coming from buffalo, goats and sheep) increased in nearly every country monitored in the
report, with notably large increases in the southern hemisphere.This in turn led to increases in the
volumes of dairy products produced, especially butter and skim milk powders. However, other
products tracked in the report, including cheese, whole milk powder, liquid milks and fermented
dairy products, also experienced higher production levels.
Global per capita milk consumption increased by 1 kilogram to 107.3 kg (236.6 pounds).
Among the Regions of the world, Asia accounts for 39 percent of world dairy production
consumption, followed by Europe at 28 percent and North America at 13 percent. However, in
other regions demand is growing faster; between 2005 and 2012,
demand for dairy products grew by 26 percent in South America and by 22 percent in
Africa.World trade dairy products increased by 10 percent in 2012 to 58.2 million metric tons,
well above the average annual growth rate during of 4 percent since 2000. World cheese trade
increased 6.6 percent, with all the major dairy exporting countries seeing increased export
volumes except for New Zealand. International trade in whole milk powder was also higher, up 7
percent, with most of the increased growth going to countries in Latin America and Africa. The
largest increase in world dairy product trade was 19 percent for skim milk powders and, while
the primary destination remained South East Asia, other key markets like the Middle East, South
America and Africa saw increased imports.
The full report includes many more details about world trends in milk production, processing,
trade and consumption, as well as farm milk and wholesale dairy product prices. In addition, the
report includes detailed reports on the state of the dairy industry in 53 individual countries.
companies are planning to expand their activities here. Some of those Milk producers have
already obtained quality standard certificates from the authorities. This will help them in
The urban market for Milk products is expected to grow at an accelerated pace of around
Rs.9774 crores by year 2012. This growth is going to come from the greater emphasis on the
processed food sector and also by increase in the conversation of Milk into Lassee and other
products. By 2010, the value of Indian dairy produce is expected to be Rs 10, 00,000
million.Presently the market is valued at around
Rs7, 00,000mn.
will be re- christened cooperative companies; they will come under the purview of the registrar of
companies, instead of the registrar of cooperatives. Dairy cooperatives account for the major
share of processed liquid milk marketed in the country. Milk is processed and marketed by
170 Milk producers cooperative unions, which federate into 15 state co-operative Milk
marketing federations.
The dairy board's programmes and activities seek to strengthen the functioning of dairy cooperatives, as
Over the years, brands created by cooperatives have become synonymous with quality and
value. Brands like Amul (GCMMF), Vijaya (AP), Verka (Punjab), Saras (Rajasthan).
Nandini (Karnataka), Milma (Kerala) and Gokul (Kolhapur) are among those that have
earned customer confidence.
Apart from making India self sufficient in Milk, these dairy co-operatives have established
our country as the largest Milk-producing nation in the world.
In the year 1946 the first Milk union was established. This union was started with 250 liters
of Milk per day. In the year 1955 AMUL was established. In the year 1946 the union was
known as KAIRA DISTRICT CO-OPERATIVE MILK PRODUCERS UNION. This union
selected the brand name AMUL in 1955.
The brand name Amul means AMULYA. This word derived form the Sanskrit word
AMULYA
suggested the brand name AMUL. Amul products have been in use in millions of
homes since 1946. Amul Butter, Amul Milk Powder, Amul Ghee, Amulspray, Amul
Cheese, Amul Chocolates, Amul Shrikhand, Amul Ice cream, Nutramul, Amul Prolife
Lassee, Amul Pro and Amulya have made Amul a leading food brand in India. (The total
sale is Rs. 2 billion in 2012). Today Amul is a symbol of many things like of the highquality products sold at reasonable prices, of the genesis of a vast co-operative network, of
the triumph of indigenous technology, of the marketing savvy of a farmers' organization.
And have a proven model for dairy development (Generally known as ANAND
PATTERN).
In the early 40s, the main sources of earning for the farmers of Kaira district were farming
and selling of Milk. That time there was high demand for milk in Bombay. The main
supplier of the milk was Polson dairy limited, which was a privately owned company and
held monopoly over the supply of milk at Bombay from the Kaira district. This system
leads to exploitation of poor and illiterates farmers by the private traders. The traders
used to beside the prices of milk and the farmers were forced to accept it without uttering a
single word.
However, when the exploitation became intolerable, the farmers were frustrated. They
collectively appealed to Sardar Vallabhbhai Patel, who was a leading activist in the
freedom movement. Sardar Patel advised the farmers to sell the Milk on their own by
establishing a co- operative union, Instead of supplying Milk to private traders. Sardar
Patel sent the farmers to Shri Morarji Desai in order to gain his co-operation and help. Shri
Desai held a meeting at Samarkha village near Anand, on 4th January 1946. He advised the
farmers to form a society for collection ofthe Milk
These village societies would collect the milk themselves and would decide the prices at
which they can sell the Milk. The district union was also form to collect the Milk from
such village co-operative societies and to sell them. It was also resolved that the
Government should be asked to buy Milk from the union.
However, the govt. did not seem to help farmers by any means. It gave the negative response
by turning down the demand for the milk. To respond to this action of govt., the farmers
of Kaira district went on a milk strike. For 15 whole days not a single drop of milk was sold
to the traders. As a result the Bombay milk scheme was severely affected. The milk
commissioner of Bombay then visited Anand to assess the situation. Having seemed the
condition, he decided to fulfill the farmers demand.
Thus their cooperative unions were forced at the village and district level to collect and sell
milk on a cooperative basis, without the intervention of Government. Mr. Verghese Kurien
showed main interest in establishing union who was supported by Shri Tribhuvandas Patel
who lead the farmers in forming the Cooperative unions at the village level. The Kaira
district milk producers union was thus established in ANAND and was registered formally
on 14th December 1946. Since farmers sold all the milk in Anand through a co-operative
union, it was commonly resolved to sell the milk under the brand name AMUL.
At the initial stage only 250 liters of milk was collected every day. But with the growing
awareness of the benefits of the cooperativeness, the collection of milk increased. Today
Amul collect 9.4 million liters of milk every day. Since milk was a perishable commodity it
becomes difficult to preserve milk for a longer period. Besides when the milk was to be
collected from the far places, there was a fear of spoiling of milk. To overcome this problem
the union thought out to develop the chilling unit at various junctions, which would collect
the milk and could chill it, so as to preserve it for a longer period. Thus, today Amul has
more than 150 chilling centers in various villages. Milk is collected from almost 1500
societies.
With the financial help from UNICEF, assistance from the govt. of New Zealand under the
Colombo plan, of Rs. 50 millions for factory to manufacture milk powder and butter was
planned. Dr.Rajendra Prasad, the president of India laid the foundation on November 15,
1954. Shri Pandit
Jawaharlal Nehru, the prime minister of India declared it open at Amul dairy on November
20, 1955.
The system succeeded mainly because it provides an assured market at remunerative prices
for producers' milk besides acting as a channel to market the production enhancement
package. What's more, it does not disturb the agro-system of the farmers. It also enables
the consumer an access to high quality milk and milk products. Contrary to the traditional
system, when the profit of the business was cornered by the middlemen, the system
ensured that the profit goes to the participants for their socio-economic upliftment and
common good.
Looking back on the path traversed by Amul, the following features make it a pattern and
model for emulation elsewhere.
Amul has been able to:
Produce an appropriate blend of the policy makers farmers board of management and
the professionals: each group appreciating its rotes and limitations.
Bring at the command of the rural Milk producers the best of the technology and harness
its fruit for betterment.
Provide a support system to the Milk producers without disturbing their agro-economic
systems.
Plough back the profits, by prudent use of men, material and machines, in the rural
sector for thecommon good and betterment of the member producers.
Even though, growing with time and on scale, it has remained with the smallest
producer members. In that sense, Amul is an example par excellence, of an
intervention for rural change.
The Union looks after policy formulation, processing and marketing of Milk, provision
of technical inputs to enhance Milk yield of animals, the artificial insemination service,
veterinary care, better feeds and the like - all through the village societies. Basically the
union and cooperation of people brought Amul into fame i.e. AMUL (ANAND MILK
UNION LIMITED), a name which suggest THE TASTE OF INDIA.
Amul (Anand Milk union ltd.) is based on four hands, which are coordinated with each
other. The actual meaning of this symbol is co-ordination of four hands of different
people by whom this union is at the top position in Asia.
First hand is of farmers, without whom the organization would not have existed.
Second hand is of processors, who process the row material (Milk) into finished goods.
Third hand is of marketer, without whom the product would have not reached the customers.
Fourth hand is of customers, without whom the products would have not carried on.
Gujarat Cooperative Milk Marketing Federation Ltd (GCMMF) is the largest Organisation
in FMCG industry engaged in marketing of Milk & Milk products under the brand
names of AMUL and SAGAR with an annual turnover exceeding Rs 97.74 billion.
3.2.4 Vision:
3.2.5 Mission:
We at GCMMF endeavor to satisfy the taste and nutritional requirements of the customer of
the world through excellence in the marketing by our committed team. Through cooperative networking, we are committed to offering quality product that provides best value
for money.
External OrganizationStructure
External Organization Structure is the organization structure that affects the organization
from the out side.
State Level Marketing Federation
Villagers
Managing Director
General Manager
Finance
Dept.
Production
Dept.
Marketing
Dept.
Senior
Manag
er
Senior
Manager
Senior
Manager
Senior
Manager
Financ
e
Manag
er
Productio
n
Manager
Marketing
Manager
Sales
Manager
Officer
Marketing
Executive
Officer
Supervisor
F.S.R.
Accountant
Officers
Salesmen
Personnel
Dept.
S
e
Ma
nan
ger
i
o
Pers
r
onn
Ma
elnag
er
P.R.F.
Executive
Explosion of the production technology and changes in technical field is going to bring out
revolution in the industry sector which eventually gives stand to study and favors the come
backing subject i.e. production and management.
The core of production system is its conversion subsystem where in workers; raw materials
are used to convert inputs into products and services. This production department is at
heart of the firm, as it is able to produce low cost products and superior quality in timely
manners.
Thus, there arises enormous need of giving due importance to this department as a whole
and a strong concrete base being foundation pillars of a manufacturing organization, if the
intention is to succeed domestically and globally.
Operating AnalysisAmuls only source of raw material is Village Milk societies. Milk is brought from such
village Milk societies every morning and evening. This Milk is then sent to the dairy
plant. In the dairy plant the Milk is processed i.e. it is made free from germs.
Milk Processing
The entire process of Milk can be divided into following steps:
Steps:
Milk Processing Chart:
Collection of Raw-Milk
Electronic Milk Test
Separation Process
Quality Check
Packaging
Process
Cold Storage
Most producers work with marketing intermediaries to bring their products to market. The
marketing intermediaries make up a marketing channel also called distribution channel.
Distribution channels are sets of interdependent organizations involved in the process of
making a product or service available for use or consumption.
The Head Office of GCMMF is located at Anand. The entire market is divided in 5 zones.
The zonal offices are located at Ahmedabad, Mumbai, New Delhi, Kolkata and Chennai.
Moreover there are 49 Depots located across the country and GCMMF caters to 37 Export
markets.
A zero level of channel also called a direct marketing channel consists of a manufacturer
selling directly to the final customers. A one level channel; contains one selling intermediary
such as retailer to the final customers. A two level channel two intermediaries are typically
wholesaler and retailer. A three level channel are typically wholesaler, retailer and jobber in
between.
GCMMF has an excellent distribution. It is its distribution channel, which has made it so
popular. GCMMFs products like Milk and Milk products are perishable. It becomes that
much important for them to have a good distribution.
Distribution Chart
Products
Agents
Wholesaler
Retailer
Consumer
We can see from above figure that GCMMF distribution channel is simple and clear.
The products change hands for three times before it reaches to the final consumer.
First of all the products are stored at the Agents end who are mere facilitators in the
network. Then the products are sold to wholesale dealers who then sell to retailers
and then the product finally reaches the consumers.
The Indian market is dominated by a large number of small local and regional players. There
are an estimated 150 manufacturers in the organized segment, which accounts for 30-35%
of sales and about 1000 units in the unorganized segments of the market. In the
organized segment the significant brands are Kwality Walls , Vadilal, Havmor, Mother
dairy and Baskins & Robbins. GCMMF is facing very tough competition from both in and
outside India.
Amul combats competition from its competitors by providing quality products at a price
which its customers value. Along with good quality products and reasonable price the
packaging is also very good. Most of its products are available in many flavors. Excellent
advertising backs its products and helps GCMMF (AMUL) to leave its competitors a tough
time. Also Amul has come out with Amul Parlours to cater to various segments of
customers. Amul has a very strong Brand Image in the Domestic market. Many products are
exported by GCMMF.
FCB Ulka looks after a broad range of products namely, Amul Lite Breadspread, Amul
Shrikhand, Amul
Amul/Sagar Ghee, Amul Infant Milk Formula 1 & 2, Sagar Tea and Coffee whitener,
Amul Spray Infant Milk Food, Amul Mithaee, Amul Gulab Jamun, Amulya Dairy
Whitener, Mithaimate Sweetened Condensed Milk, Amul Ice cream, Sagar Skimmed
Milk Powder and Amul Whole Milk Powder.
Da Cunha looks after the Amul butter. Da Cunha also prepares the very popular Amul butter
billboard campaigns, which we see at various locations. Over and above the Amul butter, Da
Cunha also looks after the Amul Cheese, Cheese spread, Gouda Cheese, Emmental Cheese,
Masti Dahi and Butter, Amul Slim-n-Trim, Amul Taaza and Amul Gold (all different
brands of Milk), Amul Fresh Cream, Amul Chocolate Milk, Amul Fresh Milk and Nutramul.
FCB Ulka also looks after the corporate campaign.
Sales Turnover
Rs (million)
1994-95
11140
US $ (in million)
3
5
1995-96
13790
4
5
0
1996-97
15540
4
0
5
1997-98
18840
4
0
5
1998-99
22192
4
5
94
1999-00
22185
39
2000-01
22588
5
3
0
2001-02
23365
5
0
05
2002-03
27457
07
2003-04
28941
6
5
1
2004-05
29225
6
6
78
2005-06
37736
25
2006-07
42778
1
0
0
2007-08
52554
1
5
3
2008-09
67113
10
2
5
2009-10
80053
5
0
2010-11
97742
4
2011-12
116680
1
7
0
0
3.2.12 Areas of Operation:
2
1
7
2
Besides India, AMUL has entered overseas markets such as Mauritius,
UAE, USA,
2
5 African nations.
Bangladesh, Australia, China, Singapore, Hong Kong and a few South
0
0
Other potential markets being considered include Sri Lanka.
Members:
3.03 million
15,712
11)
Milk collection (Daily Average
(2010-11)
Milk Drying Capacity
Cattlefeed manufacturing
Capacity
Sales Turnover (2010-11)
First self motivated and autonomous farmers organization comprising of more than
5000000 marginal Milk producers of Kaira District.
Created Dairy co-operatives at village level functioning with Milk collection centers
owned by them.
The first and only organization in world to get ISO 9000 standard for its farmers cooperatives.
First to produce Milk from powder from surplus Milk. Amul is the live example of
how co- operation amongst the poor marginal farmers can provide means for the
socio-economic development of the under privileged marginal farmers.
AWARDS:Amul a co-operative society and its co-operation has led many different awards in its favour.
1965: Padmshri awarded was given to V. Kurien, general manager, by the president of India.
1987: Best Productivity awarded by national productivity council for the year 1985-86
awarded to Amul dairy.
1988: Best Productivity awarded for the second successive year 1986-87 by the
president of India, Mr. R. Venkatrao to kaira union.
1993: ICA Memenoto towards genuine and self sustaining cooperative worldwide ICA
regional office for Asia and pacific, New Delhi, 1996.
1999: G.B.Birla award. Moreover the Amul union has achieved the prestigious ISO 90012000 and HACCP Certificate and effects are got to obtain ISO 14000.
1999: Best of All" Rajiv Gandhi National Quality Award for the year,
2003: The Gujarat Co-operative Milk Marketing Federation Ltd. has emerged as the top
scorer in the service category of the prestigious IMC Ramkrishna Bajaj National Quality
Award.
2006-07: GCMMF has bagged award for excellent performance in exports of dairy
products from
Agricultural and Processed Food Exports Development Authority (APEDA).
2007: Amul Pro-Biotic Ice-cream Gets No. 1 Award At World Dairy Summit.
2008: Amul Pro-Biotic Ice-cream Gets No. 1 Award At World Dairy Summit.
2009: Amul Bags Srishti G-cube Award For Good Green Governance.
2013: GCMMF wins the SAP Award for Customer Excellence (SAPACE) 2013 under the
category of "Best Run Award in Finance"
Bread spreads
Amul Butter
Cheese Range
Amul Amrakhand
Avsar Ladoos
Pure Ghee
Amul Pure Ghee
Amul
Milk Powders
Fresh Milk
Amul Lassee
Nut-o-Mania Range
Nature's Treat (Alphanso Mango, Fresh Litchi, Anjir, Fresh Strawberry, Black
Currant)
Milk Bars (Chocobar, Mango Dolly, Raspberry Dolly, Shahi Badam Kulfi, Shahi
Cassatta
Health Isabcool
Brown Beverage
Amul Pro
Lassee Drink
Health Beverage
Recently launched
Amul Ganthiya
PLANTS
First plant is at ANAND, which engaged in the manufacturing of Milk, butter, ghee, Milk
butter etc.
OBJECTIVE& SCOPE
OF THE STUDY
A. Primary Objective
1 To find size of retail network of Amul Prolife Probiotic Lassee
Kalyan Region.
. in specific
2 To find the problems faced by retailers in selling and storing.
3 To collect
the information about the competitors.
.
4. To find
. the problems regarding distributors.
B. Secondary Objective
The study carried out in Kalyan Region so its scope is mainly limited to Kalyan
Region.
ttIt gives information about the size of the retail network.
It gives information about the services given by distributor to their retailer.
It gives information about the competitors products.
It will serve consumer in better manner.
o
f
RESEARCH
METHODOLOGY
The research was conducted from 2nd May, to 30th July, 2013. The research include
meetings with the retailers, consumers and dealers. It included preparation of the
questionnaire to be answered by above people for knowing the competitive position of Amul
in the Lassee market. The views of the above parties were recorded in the research as per the
questionnaire set by us.
The objective was to know the competitive position of Amul in the Lassee market thus in
order to successfully conduct the research the unbiased opinion of the above parties was
desirable. Thus we conducted the research as the representative of Amul company and
sometimes the representatives of the other company like Mother Dairy or Gowardhan in
order to have an unbiased opinion of the concerned persons and it worked to achieve our
goal.
The research instrument was the structured questionnaire formulated for the respondents. The
questionnaire was different for the retailers and dealers and for the consumers there was a
different set of questionnaire. There were also the area maps.
5.1.3 Types of Question:
The second important aspect in the designing a question is to decide which types of question
are to be used. Question can be classified in various ways.
Questionnaire contains following type information-
1. Open-ended question
2. Dichotomous question
3. Multiple-choice Question
Both the questionnaire consists of all three types of question. Mostly all questions are
multiple type questions. Dichotomous question are few in number. There is only one
open-ended type question.
In questionnaire, I try to phrase the question in logical way. For example I arrange
question in sequence as personal information, awareness data, usage data, and finally
related to reason and satisfaction.
. 1.5
Sampling
SR. NO.
RESPONDENT
TOTAL NUMBER
1.
Retailers
169
2.
Consumers
95
3.
Distributors
Sampling Technique:
A stratified sampling technique was used. A different Stratum for different t ype of
respondent within every stratum the respondents was selected as per convenience basis.
Composition:
60 kcal/100 ml
Special Features:
Tasty, Healthy and refreshing treat for all age people
Contains live Probiotic Bacteria which helps digestion and improve immunity.
Made with special culture to give a smooth, mild, acidic taste.
It is made from natural ingrediants.
Available in 4 flavours namely Rose, Jeera (Cumin), Mango, Pineapple.
Product Specification:
Amul Prolife Lassee meets the PFA standards for the respective type of Lassee.
Price to distributor
Rs 13.50
Price to Retailer
Rs. 14.30
MRP
Rs 15.00
Shelf life :
Best before 10 days from packaging of product.
Storage Condition :
Birla College.
Aadharwadi.
Karnik Road.
Station Road.
Rambaug.
Tilak Chowk
Shahad.
Pournima Talkies
At Approach:
What type of shop it is? (hotels, amrutulya, bakery, restaurant, general stores, super
market)
Does it stock Amul products?
Secondary Level:
Territory Level:
Others:
Addendum:
Outlets may include institutions, general stores, mithai shops, super market, canteens,
juice bars, ice-cream corners etc.
These sectors were chosen because the company believed that these segments could be
DATAP ROCESSINNG
& ANALYSIS
6.1 Data Analysis For Retailers:1) Number of retailers stocking Amul Prolife Lassee.
Ans
wer
Yes
No
No.
of
respon
55
dents
114
Per
cent
age
20%
80%
Yes
33%
Yes
No
No
67%
Interpretation:
The above graph indicates that only 1/3rd of the retailers are selling Amul Prolife Lassee.
It shows that Amul Prolife Lassee brand is not popular among the retailers.
No.
responden
ts
6
Low margin
75
No replacement
20
No distribution
13
Answer
No distribution
of
13
No replacement
20
Low margin
75
10
20
30
40
50
60
70
80
No. of respondents
Interpretation:
From above graph it is clear that half of the retailers were not satisfied with Amul
replacement and margin policy.
BRANDS
Amul
RESPONDE
NTS
15
Aarey
77
Denon
45
Gokul
Others
26
Others
26
Gokul
Denon
45
Aarey
77
Amul
15
0
10
20
30
40
50
60
70
RESPODENT
.
Interpretation:
The above graph shows that the Aarey is most preferable brand in all.
80
90
An
sw
er
Distributor
s
Other
suppliers
No.
respondent
s52
3
of Percentage
95 %
5%
Interpretation:
Almost all retailers said that they purchased Lassee from Amul distributors.
Answer
Yes
No.
respondent
s
34
No
21
of Percentage
62 %
38 %
No
38%
Yes
Yes
No
62%
Interpretation:
Graph shows that most of the retailers were satisfied with the service provided by the Amul
distributors.
Answe
r
Yes
No. of
respondents
27
No
142
Percenta
ge
16 %
84 %
Yes
16%
Yes
No
No
84%
Interpretation:
Graph represents the interest of the retailers to start Amul Prolife Lassee distribution .The
questions asked to increase the retail coverage.
61
7) Awareness among retailers for Amul Parlor (APO) and its benefits.
(Out of 169 retailers only 118were questioned as they had large store.)
Answe
r
Yes
No. of
respondents
70
No
48
Percenta
ge
59 %
41 %
No
41%
Yes
No
Yes
59%
Interpretation:
APO is the outlet where you get Amul Prolife Lassee and Lassee products and it helps to
increase the market share. This question asked to the retailers who were strong enough in
capital.
From graph it can be interpreted that the awareness about APO is very low.
RESPONDE
NTS
7
Good quality
Shelf life
23
Availability
25
Availability
25
Shelf life
23
Good quality
10
15
20
25
30
RESPO
DENT
Interpretation:
The question asked to the retailers where the Amul Prolife Lassee is being sale, and
tried to collect feedback of customers about Amul Prolife Lassee.
More customers were having complaints about the clear date of packaging and availability.
OBSERVATION
&
FINDINGS
Because of low profit margin almost all retailers are not interested in Amul Prolife Lassee
selling.
On question, why retailers are not interested in selling of Amul Prolife Lassee, it is found
they were not happy with margin, availability and replacement and taste of the lassee.
Retailers were selling different brands. Because they were able to receive more margin from
non popularized brand that they could not from well known brands.
All retailers get Amul Prolife Lassee from company selected distributors.
Measurable amount of retailers were not happy with the distributors, because of frequent
change in distributors and late delivery of Lassee.
All retailers were familiar with sales promotion activities undertaken by Amul. But more of
the activities were not communicated by distributors. So it shows that distributors are taking the
advantage of such activities.
Some questions were asked with view to convert retailers into distributors, but due to low
margin they denied that.
Retailers were not interested to start APO because to start APO one required large amount
investment i.e. near about 2 Lakhs and with this it is mandatory to sale only Amul products, so
most of the retailers did not show interest in APO.
Retailors are not able to sell the product within shelf life of the product,Amul Prolife has only
10 shelf life.
When question came to retailers ratings towards Amul Lassee rating most of the
most respondents complaining about profit margin and product life.
Retailers also demand for the replacements for the damage due to the spoilage that they
have to bear when the Amul Prolife Lassee gets spoiled after the purchase.
Awareness level among the consumers is very less therefore around 15%
consumers are consuming Amul Prolife Lassee.
Consumers have a perception that Amul Prolife Lassee is unfresh and is having lots of
cuddling problem.
The awareness level of Amul Prolife Lassee in bulk users is around 70% but only 10% are using
Amul Prolife Lassee.
The preference of purchasing Lassee by the bulk users is mainly quality, price and timely
availability.
The reasons for not using Lassee by the bulk users are :
1. Higher price that is not meeting the competitors rate as bulk user are very price sensitive.
2. In case of canteens contract some of them prefer credit purchasing which is against
companys norms and policies.
LIMITATIONS
Limitations:-
This report had to work under several constraints and limitations. Some of the key limitation are.
2. Time period of the project was 8 weeks, which may not be enough to understand the
whole market.
3. Convenient sampling was used as the mode of conducting the research.
4. The sample size of the taken was small, therefore it can be said that the chosen sample is not
the representative of the whole population and this hindered quantitative research.
5. The psychology and temperament of a respondent play a significant role. Some
respondents are more sensitive as against others who are more tolerant. A change in the
composition of the respondents can affect the answers adversely or favorably.
6. Respondents may not have been true in answering various questions and may be biased to
certain other questions.
7. Out of the whole research and analysis, only four major brands could be highlighted,
leaving aside the other non-popular brands.
8. The questionnaire mostly contained multiple choice questions,
therefore
many
respondents did not give a proper thought before up the questions, and some even ticked things,
which were not applicable. Therefore, all this increased the bias.
9. The sample size of Retailers / Wholesalers was very small and therefore response from
them dose not reflect the exact view because they may to biased.
CONCLUSION
Amul must come up with new promotional activities such that people become aware about
Quality is the dominating aspect which influences consumer to purchase Amul product, but
prompt availability of other Lassee brands and aggressive promotional activities by others
influences the consumer towards them and also leads to increase sales.
In comparison to Amul Prolife Lassee, the other players such as Mother dairy,
Gowrdhan,Gokul & Mahananda provide a better availability and give competition to the hilt.
People are mostly satisfied with the overall quality of Amul Prolife Lassee, but for the existence
in the local market Amul must use aggressive selling techniques.
SUGGESTIONS
& RECOMMENDATION
Suggestions & Recommendation:The Lassee products market has reached Maturity stage in India large no. of Cooperatives having a variety of product range has entered the market, thus there is one way
for Amul to sustain their Lassee business in the market by delivering outstanding
satisfaction to their retailers, so that they can take interest in selling of Amul Prolife
Lassee products. This can be done as follows
Amul has a relatively good distribution network, but still company is not able to fulfill
the demand of outlet in the peak season when demand is very high. Here company
should consider on the supply of product in the peak season.
Supply should be regular to all the outlets including those that lie in the pocket roads
and not just in the outlets which lie on the easily accessible routes.
200 ml lassee glass should make available to retailers for selling, because lower
income family has intention to buy.
Improve delivery schedule to provide products on time for the retailers about who
claimed that Amul Prolife Lassee is not available to them on time.
Incentives & schemes should be given to the retailers and some scrutiny should be
follow to check the scheme get being communicated properly by distributors or sales
person.
Provide consistent service to retailers as this will help gain company goodwill in the
market.
Do not change distributor frequently, because he is the only person who act as a
connecting link between company and retailers.
Try to minimize bank deposits for APO, which help to retailer think to start.
Though the customers are asking for Branded Lassee is very few but Amul should invest
more money in Brand promotion and marketing in Kalyan, it will be beneficial for the
company in the long run as well as in the short run.
For Brand promotion and marketing of Amul Prolife Lassee in Kalyan it should
introduce a mascot for the Amul Prolife Lassee as it already has for Amul Butter i.e. The
Amul Butter Girl in order to gain a good position in the mind of customers. This will also
help in easy Brand differentiation and Recognition.
Also advertising on the television, Radio Mirchi and Sponsorship of the events, Trade
Fairs will be a better choice.
The study of Lassee market reveled that there is no Mergers and Acquisition in the
Lassee industry. Amul should go for Mergers and Acquisition and try to acquire the local
players in the Kalyan market like Mother dairy,Mahananda and Gowardhan etc. It will
help the company in increasing its Dealers network, Market share, Customer base etc. It
will also save time of establishing a new manufacturing unit.
Our Research revealed that there is no awareness among the consumers regarding the
Amul Prolife Lassee in kalyan. So it is advisable to the company to conduct various
consumer awareness programs like distributing of pamphlets outside the big shopping
malls, giving presentations in schools and colleges about the Amul Prolife Lassee by
telling them about the qualities of Lassee. By this we can able to reach to a large number
of people at one time only as there will students along with their teachers and other staff
members of the school and colleges.
The pamphlets should be printed in such a way that it not only advertise about the
Lassee but also provides information about how to preserve the Lassee in different
conditions.
In order to attract the ladies segment the pamphlets should have some recepies on the
other side of it.
Some brand ambassador like M S Dhoni, Hrithik Roshan or Vriendra Sehwag may be
used.
That will help customers to accept the product more quickly.
Special offers should be there for dealers, retailers and consumers at the time of diwali
and holi.
Discount coupons should be given to the consumers in order to buy more Lassee.
If adding preservatives in the Lassee keeps the Lassee for longer times then Amul
should also add some preservatives in the Lassee as people not only see quality but also
sees the time duration i.e. how much times we can store the Lassee.
In order to push the Lassee to the customers the profit margin should be increased.
Company should improve its distribution channel and should increase the number
of distributors.
Company should take care of retailers by solving their problems and should call back
by appointing separate company representatives.
BIBLIOGRAPHY
AND WEBLIOGRAPHY
Books:
Websites:
i. www.google.co.in
ii. www.wikipedia.com
iii. www.amul.com.
iv. www.marketresearch.com
v. www.dairy.com
ANNEXURE
Address
b) No
2) If No, Why?
a. Low shelf life
b. Low margin
c. No replacement for leakage
d. Low distribution
3) Which is the most preferable brand of packaged Lassee that you stock?
Amul
Mother dairy
Gowardhan
Mahananda
Others
a) Distributors
b) Other suppliers
Price off
c
)
Advertisement
Credit facility
d) Free
samples
e) Coupons
f) P-O-P
Displays
a) Yes
b) No
Very good
a) Quality
b) Brand image
c) Availability
d) Packaging
e) Margin
Good
Average
Bad
Very bad
QUESTIONNAIRE:(Customer survey)
:_
Address
1)
2)
3)
Cheese
Lassee
Shrikh
and
Ice-
C
r
e
a
m
Do you regularly get the Amul Prolife Lassee?
Yes
4)
No
No
Amul
Gokul
Mother
dairy
Other (Specify)..
Do you know about Amul Prolife Lassee?
)
Yes
No
Lassee
P
o
Butter w
L
d
ae
sr
s
e
e
7)
Poor
Satisfactory
8)
Low
Average
9)
Poor
Good
10.
Yes
No
11.
Excellent
High
Excellent
Quality
g) Brand image h) Availability i) Packaging
j)
Price
Average Bad
Very bad f)
12.