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Sale volume of branded ice-cream in Patna & market share of SUDHA brand
ice- cream in Patna town (Urban area).
By
Vivek Raj
Batch – 2011-2013
Greater Noida
1
Declaration Form
I hereby declare that the Project work entitled Perception about Sudha products
submitted by me for the Summer Internship during the Post Graduate Program
to IILM Graduate School of Management, Greater Noida is my original work
and has not been submitted earlier either to IILM or to any other Institution for
the fulfilment of the requirements for any other course of study. I also declare
that no chapter of this manuscript, either in whole or in part, is copied from any
other document.
Designation:
Date:
Place:
2
Table of contents
Declaration certificate …………………………………………………..2
Executive summary……………………………………………………...4
Acknowledgement………………………………………………………5
Introduction………………………………………………...……………6
Objectives…………………………………………………………….....12
Methodology of research………………………………………………..13
Different programmes running under COMFED……………………….14
Competitor‟s profile…………………………………………………….19
Descriptive summary……………………………………………………22
Analysis…………………………………………………………………23
Findings & Recommendations………………………………………….33
Summary & conclusions………………………………………………..34
Learning from the SIP…………………………………………………..36
Sample Questionnaire…………………………………………………..37
References & Appendices………………………………………………39
Organization information docket……………………………………….40
Survey excel Prinout……………………………………………………41
3
Executive Summary
I am feeling privileged to be a part of IILM Graduate School of Management,
Greater Noida. I did my Summer Internship with the Bihar State Cooperative
Federation (COMFED) a FMCG sector company under the brand name
SUDHA. The title of my project is “To ascertain sale volume of branded ice-
cream in Patna & market share of SUDHA brand ice-cream in Patna town
(Urban area). The project basic objective is to evaluate the stand of Sudha
Brand in Patna market Vis a Vis competition and the areas of improvement.
4
Acknowledgement
At the very outset I would like to express my heartfelt gratitude to “Bihar State
Milk Co-operative Federation Ltd” for allowing me to contribute, though
modestly, in the functioning of COMFED, which has the unique distinction of
being the most competitive milk market of east India by way of my research
project which we all found very interesting & challenging.
My thanks are due to Mr. Prakash who was very kind in explaining to me the
challenge that lay ahead of us and also for allowing me to make liberal use of
his knowledge, resource & patience.
I feel grateful to him for allowing & encouraging me to pursue my research with
utmost objectivity, fairness and flexibility.
I feel indebted to Mr. Shashi Bhusan Singh , Mr. Shashikant, Mr. Upendra
Kumar Singh , Mr. Anuj Kumar Pandey , Mr. Jawahar Lal, Mr Avinash Patel &
many more for explaining to me the intricacies & peculiarities of milk business
which came handy on various occasions & allowed me to retain my focus &
finish our research with the satisfaction of a job well done.
I would also like to thank all those people at “Bihar State Milk co-operative
Federation Ltd” who though being total strangers to us lifted my spirit with their
cheerful smile & gave us the courage & inspiration to work zealously on the
project assigned to me & do justice to it.
I would also like to express our gratitude towards our parents from whom I have
inherited all the desired virtues & to whom I look up to as living inspirations.
Last, but by no means the least, I would like to pay obeisance to the Almighty
God for bestowing on me his blessings & also for being on my side when the
challenge seemed insurmountable & the going was tough. My unshakeable faith
in Him allowed me to take this research to its logical conclusion.
5
Introduction
Traditionally, in India dairying has been a rural cottage industry. Semi-
commercial dairying started with the establishment of military dairy farms and
co-operative milk unions throughout the country towards the end of the
nineteenth century.
The Indian Dairy Industry has made rapid progress since independence.
A large number of modern milk plants and product factories have since been
established. These organised dairies have been successfully engaged in the
routine commercial production of pasteurized bottled milk and various Western
and Indian dairy products. With modern knowledge of the protection of milk
during transportation, it became possible to locate dairies where land was less
expensive and crops could be grown more economically.
India with a population of more than 120 crores is potentially one of the
largest consumer markets in the world. With urbanization and development of
economy, tastes and interests of the people changes according to the advance
nation.
6
Marketing is about winning this new environment. It is about
understanding what consumer‟s wants a supplying it‟s more efficiently and
more conveniently.
The consumer market may be identified as the market for product and
service that are purchased by individuals as household for their personal
consumptions. Milk is typical consumer products purchased by individuals for
many purposes primarily making tea and sweets. The market of milk is also
facing a competition and many companies are floating in the market with their
products with different brand names. In such a situation different factors which
influence the people choice of milk are taste and quality.
7
The Evolution of Ice Cream
Ice cream's origins are not known to reach back as far as the second century
B.C., although no specific date of origin nor has inventor been undisputable
credited with its discovery. We know that Alexander the Great enjoyed snow
and ice flavoured with honey and nectar. Biblical references also show that
King Solomon was fond of iced drinks during harvesting. During the Roman
Empire, Nero Claudius Caesar (A.D. 54-86) frequently sent runners into the
mountains for snow, which was then flavoured with fruits and juices.
Over a thousand years later, Marco Polo returned to Italy from the Far East with
a recipe that closely resembled what is now called sherbet. Historians estimate
that this recipe evolved into ice cream sometime in the 16th century. England
seems to have discovered ice cream at the same time, or perhaps even earlier
than the Italians. "Cream Ice," as it was called, appeared regularly at the table of
Charles I during the 17th century. France was introduced to similar frozen
desserts in 1553 by the Italian Catherine de Medici when she became the wife
of Henry II of France. It wasn't until 1660 that ice cream was made available to
the general public. The Sicilian Procope introduced a recipe blending milk,
cream, butter and eggs at Caf Procope, the first caf in Paris.
8
Ice cream contains non-fat solids (the non-fat, protein part of the milk), which
contribute nutritional value (protein, calcium, minerals and vitamins). Non-fat
dry milk, skim milk and whole milk are the usual sources of non-fat solids.
The sweeteners used in ice cream vary from cane or beet sugar to corn
sweeteners or honey. Stabilizers, such as plant derivatives, are commonly used
in small amounts to prevent the formation of large ice crystals and to make a
smoother ice cream. Emulsifiers, such as lecithin and mono- and triglycerides,
are also used in small amounts. They provide uniform whipping qualities to the
ice cream during freezing, as well as a smoother and drier body and texture in
the frozen form.
These basic ingredients are agitated and blended in a mixing tank. The mixture
is then pumped into a pasteurizer, where it is heated and held at a predetermined
temperature. The hot mixture is then "shot" through a homogenizer, where
pressure of 2,000 to 2,500 pounds per square inch breaks the milk fat down into
smaller particles, allowing the mixture to stay smooth and creamy. The mix is
then quick-cooled to about 40°F and frozen via the "continuous freezer" method
(the "batch freezer" method) that uses a steady flow of mix that freezes a set
quantity of ice cream one batch at a time.
During freezing, the mix is aerated by "dashers," revolving blades in the freezer.
The small air cells that are incorporated by this whipping action prevent ice
cream from becoming a solid mass of frozen ingredients. The amount of
aeration is called "overrun," and is limited by the federal standard that requires
the finished product must not weigh less than 4.5 pounds per gallon.
The next step is the addition of bulky flavourings, such as fruits, nuts and
chocolate chips. The ingredients are either "dropped" or "shot" into the semi-
solid ice cream after it leaves the freezer.
After the flavouring additions are completed, the ice cream can be packaged in a
variety of containers, cups or moulds. It is moved quickly to a "hardening
room," where sub-zero temperatures freeze the product to its final state for
storage and distribution.
9
COMFED - Story of White Revolution in Bihar.
The Bihar State Milk Co-operative Federation Ltd. (COMFED) came into
existence in 1983 as the implementing agency of operation flood programme of
dairy development on Anand pattern in the state. All the operations of erstwhile
Bihar state Dairy Corporation were handed over to COMFED.
Five district level milk producers‟ coop unions affiliated to the milk
federation were covering eighteen districts until the end of Operation Flood
programme in March 1997 (end of the eight plans). One more milk union was
organized during 2009-09 and has been affiliated. Making total no. of milk
unions six covering all districts of Bihar.
10
Coverage by other Dairies of COMFED
i. Magadh Dairy Project, Gaya Dairy, Gaya – Gaya, Jehanabad,
Aurangabad, Arwal & Nawada
ii. Kosi Dairy Project, Purnia Dairy, Purnia – Purnia, Araria, Katihar,
Kishanganj, Supaul, Saharsa & Madhepura.
iii. Jamshedpur Dairy – East, West Singhbhum & Saraikela
iv. Ranchi Dairy – Ranchi, Gumla, Lohardagaa, Hazaribagh, Simdega &
Chatra.
v. Bokaro Dairy – Bokaro, Dhanbad & Gridih
11
Objectives of the project
12
Methodology of Research
The market survey was conducted on “Ascertaining the sale volume of branded
ice-cream in Patna & market share of Sudha ice-cream in Patna town”. This
study was done at Bihar State Milk Co-operative Federation Ltd.
Phulwarisharif, Patna covering the six distribution zones in Patna namely
Phulwarisharif, Razabazar, Patliputra Colony, Kadamkuan, Kankarbagh &
Patna City.
The survey through questionnaire covers a wide range of activities and factors,
which determine the response of customer about his/her dairy products
specially, milk.
The samples of 120 respondents (20/zone) were taken to represent the response
of customer.
The validity of the findings of this survey is limited to the period during which
the field survey was conducted i.e. six weeks.
o The survey covers feedback from users and sellers of Sudha Milk and
milk products.
o The study is done on survey method and suffers from this method.
o The non users although they know the product but still they are not
buying the products because of some short-comings.
o Time is major constraint.
o Some respondents & sellers did not co-operate.
o Many respondents did not provide proper information due to biasness.
o Tough climatic conditions were also not favourable.
13
The seven weeks summer training is very important for a student of MBA. This
type of study gives some practical knowledge of MBA students and practical
knowledge has more relevance than theoretical knowledge for anyone.
There is no certain formula for any particular problem but the aim of this study
is to develop the ability of decision-making. Right decision at right time itself
helps an organization to run smoothly.
Aspect and also it is seen how business is taken tactfully. When any problem
comes to an executive, the way of problem solving right decision making and
knowledge of different types of marketing activities gives much importance to
this study.
14
Different programme running under COMFED
Animal health programme
1800000
1600000
1400000
1200000
1000000
800000
600000
400000
200000
0
2005-2006 2006-2007 2007-2008 2008-2009 2009-2010 2010-2011
70000
60000
50000
40000
30000
20000
10000
0
2005-2006 2006-2007 2007-2008 2008-2009 2009-2010 2010-2011
15
Milk Procurement (Quantity in Thousand Kgs per day)
1200
1000
800
600
400
200
0
2005-2006 2006-2007 2007-2008 2008-2009 2009-2010 2010-2011 2011-2012
o Jamui Dairy
o Dehri-on-sone Dairy
o Biharsharif Dairy Project
Liquid Milk Marketing moved up from 100.55 thousand litres per day in 1987-
88 to 106.54 thousand litres per day in 1992-93. However, strategies adopted in
1993-94 changed the trend completely. The daily average marketing of liquid
milk in 2006-2007 was 532.11 TlPD – a fivefold increase as compared to 1992-
93 was recovered.
Marketing of milk and milk products is being done in about 105 towns/cities
through 7982 (including 407 whole day booths/parlors) outlets in Bihar,
Jharkhand and adjoining areas of these two states.
Expanding the network of marketing and maintaining high quality standards has
been the key to success.
16
Daily average milk marketing (Quantity in thousand lts/day)
900
800
700
600
500
400
300
200
100
0
2005-2006 2006-2007 2007-2008 2008-2009 2009-2010 2010-2011 2011-2012
18000
16000
14000
12000
10000
8000
6000
4000
2000
0
2004-2005 2005-2006 2006-2007 2007-2008 2008-2009 2009-2010 2010-2011
17
COMFED TURNOVER (Figures in lakhs)
160000
140000
120000
100000
80000
60000
40000
20000
0
2000-2001 2001-2002 2003-2004 2006-2007 2008-2009 2009-2010 2010-2011
18
Competitor’s profile
Flavoured ice-creams
Amul
Anuj Dairy Pvt Ltd. (Snowballs)
Danone
Kwality Wall‟s
Vadilal
Golden Dairy Products Pvt Ltd.
Naturals
Cream Bell
Treat
Gayatri Soya Milk
All the above mentioned above are the competitors to Sudha who plays a
very dominant role in Patna City, but the two of the above, Amul & Anuj
are the major competitors of COMFED in Patna as well as in Bihar
market. Raj fresh milk of Anuj Dairy private ltd. is the major competition
in fresh milk category to Sudha in Bihar whereas Amul is the biggest
competitors in others milk related products to Sudha in Bihar market.
19
Amul
GCMME: An overview
20
Anuj Dairy Pvt ltd.
For the first time in Patna it turned milk from a commodity to a brand. To make
quality milk available to the consumer requires advanced technology, skilled
manpower and swift working. A cattle whose milk is processed in plant live in
natural environment and remains free from pollution, disease and hormonal
injections.
First of all milk goes to rigorous test. Test is being done by the experienced
chemist and advanced testing equipments. Immediately it is pasteurised by high
temperature short time continuous pasteuriser.
This machine is bought from Alfa level (Sweden) the most reputed company in
the field of dairy equipments manufacturers. Pasteurisation is the process
through which milk is freed from harmful bacteria. From pasteuriser milk goes
to automatic packing machine where it is packed for supply in the market
through company‟s marketing network. The important point is that milk is not
touched by hand in the whole processing line. Milk only passes through food
grade stainless steel line. The process through latest technology and immediate
supply in the market keeps it fresh, hygienic and thus consumable. This is the
reason it has established an edge over the other milk available in the market.
21
Descriptive Summary
In this research I have used both the methods of data collection i.e.
primary & secondary. Primary data collected through questionnaire
and secondary data is collected through in house journals, sales
person and dealer/retailer. The basic focus of the survey was to do
SWOT analysis of different brand of milk for Patna Dairy Project,
Patna.
Research design:-
During the research I have used the descriptive and
diagnostic research which is concerned with describing the
characteristic of a particular individual, of a group, where as
diagnostic research studies determine the frequency with which
something occurs or its association with something else.
In a descriptive or diagnostic study the first step is to specify the
objectives with sufficient precision of ensure that the data collected
are relevant.
22
Survey Analysis (Sample Size- 120; 20/zone)
Q.1.Which age group you belong to?
18% 18%
10-20 yrs
10% 20-30 yrs
30-40 yrs
40 & above
54%
100
50
Male
Female
23
Q. 3.Are you a consumer of Sudha products?
0%
Yes
No
100%
100
80
60
40
20
0
Sudha flavoured Sudha Peda Sudha Dahi Sudha Ice-cream others
milk
24
Q.5.Is Sudha flavoured ice-cream your favourite of all Sudha products?
80
70
60
50
40
30
20
10
0
Yes No
5%
28%
23%
Frequently
Occasionally
Rarely
Seldom
44%
25
Q.7. Do you know in how many flavours Sudha flavoured Ice-cream is
available?
70
60
50
40
30
20
10
0
Yes No
45
40
35
30
25
20
15
10
0
Excellent Very good Good Average
26
Q.9.Sudha flavoured ice-cream tastes…..
80
70
60
50
40
30
20
10
0
Tasty Ok-Ok Satisfactory Bad
60
50
40
30
20
10
0
Refreshing
Energetic
Better
No change
27
Q.11.How do you rate Sudha flavoured ice-cream in terms of price?
6%
27%
27%
Costly
Fair
Reasonable
Q.12. What you rank Sudha flavoured ice-cream milk as compared to other
flavoured ice-cream available in the market (Amul, Raj, Danone, others).
60
50
40
30
20
10
0
Top
Next base
Average
Bottom
28
Q.13.In which field do you think Sudha flavoured ice-cream needs
improvement?
5%
23%
Price
Quality
Quantity
54%
Availability
18%
120
100
80
60
40
20
0
Yes No
29
Q.15. How is quality consistency of our product?
40
30
20
10
0
Excellent
Very good Good Series 1
Satisfactory
Poor
45
40
35
30
25
20
15
10
0
Excellent Very good Good Satisfactory Poor
30
SWOT Analysis of Sudha Dairy
STRENGTHS WEAKNESS
OPPORTUNITIES THREATS
31
Issues raised by the customers
o According to Prof. A.Dayal (Godda college, Jharkhand), there has been
unexpected decrease in the nutritional value of the products in the region
as compared to the products of same brand sold at Vellore.
o On the other hand stated by Mr. Omprakash, the unavailability of retail
store in Ambedkar Path colony area, Razabazar.
o There was a request from Mr. U.K.Sinha of Gardanibagh regarding door
to door delivery of the milk & milk products.
o According to Sub Inspector Vinay Kumar Rai & many more there has
been slight increase in price of the products which is not favourable for
the middle class section of the society which consumes the majority of
products.
o According to Subham verma who is a student, there is decrease in quality
& taste in peak season.
o There has been a serious issue arised by Mr. Ram Das Shah of Nehru
Nagar regarding less quantity of Khoa present in the printed packets.
32
Findings & Recommendations
o Sudha flavoured ice-cream is like by majority of people as we saw earlier
in the graph. More than50% Sudha customers liked Sudha flavoured ice-
cream.
o Most of the consumers are not aware of different flavoured ice-cream of
Sudha.
o Customers like the quality of the flavoured ice-cream almost majority of
them consumers are in favour of Sudha flavoured ice-cream‟s quality &
they find it good.
o Majority of consumers says that after having Sudha flavoured ice-cream
they feel refreshing & energetic.
o Most of the consumers find the price of Sudha flavoured ice-cream
reasonable. For them the price is affordable.
o Majority of consumers are not satisfied with the location of Sudha outlets.
They want more convenient locations.
o More than 50% of the consumers rank Sudha flavoured milk on Top.
o I have observed that people of age group 20 to 30 are maximum
consumer of Sudha flavoured ice-cream , so the target market of Sudha
flavoured ice-cream is people of age group 20-30 years & also kids of age
group 10-20 because kids are always easy targets.
o Some of the consumers want some improvement in the quantity, quality
& price.
o But 40% the consumers don‟t think that Sudha is consistent in
maintaining the quality of its product. This is a thing to worry because
inconsistency in the quality of the product can lead to decrease in loyal
customer.
33
Summary & Conclusions
The following finding drawn by the respondents in Patna (Six Zones).
34
The respondents were using more of Sudha flavoured ice-cream when
compared to any other products.
The major problem faced by retailers/dealers is the supply problem i.e.
problem with the distribution. The company should aim at improving its
Supply Chain Management.
The company should increase incentive that can increase retailers/dealers
nominal income. This can be done through certain schemes that increase
the overall sales.
The company should get a proper feedback from retailers/dealers time to
time. In case they are facing any problem it can be solved timely, without
delays.
There is a problem of date also being faced by retailers. The date printed
in one day previous. If retailers get the same day‟s milk in the evening
(which is not so), the retailers can sell some of the same day‟s milk in the
evening itself and the remaining would be happily acceptable by people
in the morning, next day.
35
Learning from the SIP
36
Customer’s Questionnaire
1. Name & Address: ……………………………………………………………………………………………………………
2. Age: ………………………………………………………………………………………………………………….
3. Professional Profile :
(a) Employed (b) Self –employed
(c) House Wife (d) Student
10. Do you know in how many flavours Sudha flavoured ice-cream is available?
(a) Yes (b) No
37
(c) Better (d) No change
15. Where you rank Sudha flavoured ice-cream as compared to other competitors available
in the market (Amul, Raj, others)?
(a) Top (b) Next best
(c) Average (d) Bottom
16. In which field do you think Sudha flavoured ice-cream needs improvement?
(a) Price (b) Quality
(c) Quantity (d) Availability
20. Would you like to give any suggestion for the improvement of Sudha products?
38
References & Appendices
Books & journals – Bihar towards a Development Strategy
Sudha information docket
Information from various staff present at COMFED.
White revolution in Bihar.
Internet- Wikipedia, Google, www.bihargov.in, www.comfed.org
www.google.com, Google Image.
39