97998143 Project Report HR

8/18/2019 97998143 Project Report HR

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SUMMER TRAINING REPORT SUBMITTED TOWARDS THE PARTIALFULFILLMENT OF POST GRADUATE DEGREE IN MBA

TRAINING NEEDS IDENTIFICATION FOR THE

SALES EXECUTIVES AT MOTHER DAIRY FRUIT

AND VEGETABLE PVT. LTD., NEW DELHI

SUBMITTED BY:

Neha Kapoor MBA HR

BIMM

INDUSTRY GUIDE: INTERNAL GUIDE:

Mr. Shashank Teota Pro!. T.".#$%asa&ar Mana&er' HR

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EXECUTIVE SUMMARY

The pro)e*t +as *on$,*te$ !or $ent!%n& the trann& nee$s o! the sa-es !or*e atMother Dar% Fr,t an$ #e&eta-e P/t. Lt$. The sa-es !or*e s *onstt,te$ o! 160 Sa-es

E0e*,t/es 1SE2 an$ ",nor Sa-es E0e*,t/es 1"SE2. Ths pro)e*t +as *on$,*te$ !or a

pero$ o! 3 4onths $atn& !ro4 3n$ ",ne5 3667 to (st A,&5 3667.

The pro)e*t e&an +th an ,n$erstan$n& o! the sa-es )o8 the tasks n/o-/e$ an$

the sk--s re9,re$ !or per!or4n& the4. The n!or4aton re&ar$n& the sa4e +as *o--e*te$

!ro4 se*on$ar% as +e-- as pr4ar% so,r*es.

The se*on$ar% so,r*es +ere "o Des*rptons5 ooks an$ +estes.

The 4ana&era- sta!! as +e-- as the sa-es e0e*,t/es o! ea*h /ert*a- +ere

nter/e+e$ !or a etter ,n$erstan$n& o! the +ork an$ ke% respons-tes o! the "SE:s

an$ SE:s. A *o4prehens/e -st o! Kno+-e$&e5 Sk--s an$ A-tes +as *o--ate$ !or ea*h

/ert*a- on ass o! the responses o! the nter/e+ees.

Ths -st +as *r*,-ate$ a4on& the e0e*,t/e sa-es !or*e as +e-- as the Area Sa-es

Mana&ers. The Sa-es E0e*,t/es an$ the ",nor Sa-es E0e*,t/es +ere aske$ to &/e

the4se-/es a ratn& on ea*h sk--5 on a s*a-e o! ( to (6. Ther senors +ere aske$ to rate the

e0e*,t/es n a s4-ar 4anner on the ass o! ther per!or4an*e at +ork.

These ratn&s +ere then ana-%se$ n or$er to $eter4ne the *o4peten*es that nee$

to e e4phas;e$ !or trann& o! the sa-es e0e*,t/es. The re*o44en$atons +ere 4a$e on

the prort% an$ *ontent o! trann& nee$s !or ea*h $epart4ent. These trann& nee$s ha/e

een $e!ne$ !,rther n ths pro)e*t.

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INDEX

Chapte !". Chapte t#t$e Pa%e !".

&.'

(.((.3

INTRODUCTION

RATIONALE OF THE STUD<SE=TOR PROFILE IN BRIEF

(.'

3.(3.3

3.>

INDUSTRY) SECTOR PROFILE

THE FOOD PRO=ESSING INDUSTR<DRI#ERS OF GROWTH ? =ONSTRAINTS

SWOT ANAL@.@@.

LITERATURE SURVEY

MEANING AND NATURE OF TRAININGTRAINING5 EDU=ATION AND DE#ELOPMENTIMPORTAN=EOF TRAINING AND DE#ELOPMENTINPUTS IN TRAINING AND DE#ELOPMENTIDENTIFI=ATION OF TRAINING NEEDS

.'

.(.3

OB-ECTIVES AND SCOPE

OB"E=TI#ES OF STUD<S=OPE OF STUD<

.'

.(.3.>.@

RESEARCH METHODOLOGY

T


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&'.' RECOMMENDATIONS

REFERENCES 2 BIBLIOGRAPHY

ANNEXURES

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as a K! for a "uman #esources pecialist position. $o respond to this K!, you should

indicate what human resources rules and regulations you are familiar with, discuss how

you applied these rules and regulations in the work environment, and describe other

significant situations you were involved in where you applied these rules and regulations.

• Skill - the proficient manual, verbal, or mental manipulation of data or things. For

example, having skill with operating personal computers could be used as a K! for an

%ffice !utomation position. $o respond to this K!, you should indicate what type of

personal computers you have operated, discuss the various types of software programs

you have used, and describe how these programs were used in your work environment.

• Ability - the power or capacity to perform an activity or task. For example, having the

ability to use a variety of laboratory instruments could be used towards a &aboratory

$echnician position. $o respond, you should describe the types of laboratory instruments

you have used, discuss the types of assignments you completed using the laboratory

euipment, and describe the impact using the laboratory euipment had on your work

environment.

&.(.' SECTOR PROFILE

FMCG (Fast Moving Consumer Goods) Sector pr4ar-% $ea-s +th the

pro$,*ton5 $str,ton an$ 4arketn& o! *ons,4er pa*ka&e$ &oo$s:5 +h*h are nor4a--%*ons,4e$ % the *ons,4ers at a re&,-ar nter/a-. FM=G pro$,*ts ha/e a 9,*k t,rno/er5 an$

re-at/e-% -o+ *ost.

So4e o! the *o44on FM=G pro$,*ts are !oo$ an$ $ar% pro$,*ts5 *o!!ee5 tea5

to-etres5 soap an$ $eter&ents5 *os4et*s5 tooth *-eann& pro$,*ts5 sha/n& pro$,*ts as +e--

as te4s s,*h as &-ass+are5 ,-s5 atteres5 paper pro$,*ts an$ p-ast* &oo$s.

FM=G 4a% a-so n*-,$e phar4a*e,t*a-s5 *ons,4er e-e*tron*s5 so!t $rnks5 tss,e

paper an$ *ho*o-ate ars. A s,set o! FM=G s Fast Mo/n& =ons,4er E-e*tron*s s,*h as

4o-e phones5 MP> p-a%ers5 $&ta- *a4eras5 GPS S%ste4s an$ Laptops. These are rep-a*e$

4ore !re9,ent-% than other e-e*tron* pro$,*ts.

The !o--o+n& !a*tors 4ake In$a a *o4pett/e p-a%er n FM=G se*tor8

Availability of raw materials: Be*a,se o! the $/erse a&ro'*-4at* *on$tons n In$a5

there s a -ar&e ra+ 4atera- ase s,ta-e !or !oo$ pro*essn& n$,stres. In$a s the

-ar&est pro$,*er o! -/esto*k5 4-k5 s,&ar*ane5 *o*on,t5 sp*es an$ *ashe+ an$ s the


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se*on$ -ar&est pro$,*er o! r*e5 +heat an$ !r,ts an$ /e&eta-es. In$a a-so pro$,*es

*a,st* so$a an$ so$a ash5 +h*h are re9,re$ !or the pro$,*ton o! soaps an$ $eter&ents.

The a/a-a-t% o! these ra+ 4atera-s &/es In$a the -o*aton a$/anta&e.

Labor cost comparison: Lo+ *ost -aor &/es In$a a *o4pett/e a$/anta&e. In$as

-aor *ost s a4on&st the -o+est n the +or-$5 a!ter =hna ? In$onesa. Lo+ -aor *osts

&/e the a$/anta&e o! -o+ *ost o! pro$,*ton. Man% MN=s ha/e esta-she$ ther p-ants

n In$a to o,tso,r*e !or $o4est* an$ e0port 4arkets.

resence across value c!ain: In$an *o4panes ha/e ther presen*e a*ross the /a-,e

*han o! FM=G se*tor5 r&ht !ro4 the s,pp-% o! ra+ 4atera-s to pa*ka&e$ &oo$s n the

!oo$'pro*essn& se*tor. Ths rn&s In$a a 4ore *ost *o4pett/e a$/anta&e. For

e0a4p-e5 A4,- s,pp-es 4-k as +e-- as $ar% pro$,*ts -ke *heese5 ,tter5 et*.

(.3.( SE=TOR SIE ? GROWTH

O/era--5 the FM=G sa-es are e0pe*te$ to &ro+ at ( per *ent5 *o4pare$ to (@. per*ent $,rn& the !s*a- %ear 366'675 +hen FM=G sa-es stoo$ at Rs 7@. --on. One o! the

reasons *te$ !or &ro+th n ths se*tor5 s the e4er&en*e o! 4o$ern reta- !or4at +th ts

e!!e*t/e n/entor% 4ana&e4ent s%ste4s. A**or$n& to a FI==I s,r/e%5 r,ra- In$a o!!ers

tre4en$o,s s*ope an$ potenta- !or FM=G pro$,*ts. The est4ate$ n,4er o! ho,seho-$s

,sn& FM=G pro$,*ts n r,ra- In$a ha/e &ro+n !ro4 (>. *rore n 366@ to (@.> *rore n

366.

FM=G Se*tor s e0pe*te$ to &ro+ % o/er 6 % 36(6. That +-- trans!or4 nto an

ann,a- &ro+th o! (6 o/er a '%ear pero$. It has een est4ate$ that FM=G se*tor +-- rse

!ro4 aro,n$ Rs 566 *rores n 366 to Rs 35(66 *rores n 36(6 1(2.

FM=G 4arket re4ans h&h-% !ra&4ente$ +th a-4ost ha-! o! the 4arket

representn& ,nran$e$5 ,npa*ka&e$ ho4e 4a$e pro$,*ts +h*h present a h,&e opport,nt%

to ran$e$ pro$,*t 4an,!a*t,rers to *on/ert *ons,4ers !ro4 ,nran$e$ to ran$e$

pro$,*ts. Ke% !a*tors to s,**ess n the FM=G se*tor are $str,ton5 n r,ra- 4arkets an$a$/ertsn&5 n ,ran 4arkets. Ne+ pro$,*ts re9,re a -ar&e n/est4ent n pro$,*t

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$e/e-op4ent5 4arket resear*h5 a+areness *a4pa&ns5 !ree sa4p-es an$ pro$,*t pro4otons

132.

(.3.3 THE FOOD PRO=ESSING INDUSTR<

The Foo$ Pro*essn& *ate&or% n the FM=G se*tor s &ann& pop,-art% n In$a5 +th

&ro+n& ,ran;aton5 n*reasn& $sposa-e n*o4e5 e4er&en*e o! or&anse$ !oo$ reta-5

*han&n& -!est%-es an$ !oo$ *ons,4pton patterns $r/n& &ro+th !or pro*esse$ !oo$s n

In$a. The In$an Foo$ Pro*essn& In$,str% s one o! the -ar&est n ter4s o! pro$,*ton5

*ons,4pton5 e0port an$ &ro+th prospe*ts. The Mnstr% o! Foo$ Pro*essn&5 Go/ern4ent o!

In$a5 n$*ates the !o--o+n& se&4ents +thn the Foo$ Pro*essn& n$,str%8

Dar%5 Fr,t an$ #e&eta-e pro*essn&

Gran pro*essn&

Meat an$ po,-tr% pro*essn&

Fsheres an$

=ons,4er !oo$s -ke pa*ka&e$ !oo$s5 4nera- +ater5 e/era&es an$ so!t $rnks et*.

The !oo$ n$,str% ser/es as a -nk et+een the a&r*,-t,ra- an$ n$,stra- se&4ents o!

the e*ono4%. Stren&thenn& ths -nk s o! *rt*a- 4portan*e to 4pro/e the /a-,e o!

a&r*,-t,ra- pro$,*e5 ens,re !ar pr*es to !ar4ers an$ at the sa4e t4e *reate !a/o,ra-e

$e4an$ !or In$an a&r*,-t,ra- pro$,*ts n the +or-$ 4arket. A thr,st to the !oo$ pro*essn&

se*tor5 th,s 4p-es s&n!*ant $e/e-op4ent o! the a&r*,-t,ra- se*tor.


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CHAPTER (

INDUSTRY) SECTOR PROFILE

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In$a s one o! the 4a)or !oo$ pro$,*ers n the +or-$ an$ has the potenta- o! en&

the &&est +th the !oo$ an$ a&r*,-t,ra- se*tor. The &o/ern4ent has a**or$e$ the Foo$

In$,str%5 a h&h prort%5 +th a n,4er o! !s*a- re-e!s an$ n*ent/es5 to en*o,ra&e

*o44er*a-;aton an$ /a-,e a$$ton to a&r*,-t,ra- pro$,*e5 !or 4n4;n& preJpost

har/est +asta&e5 &eneratn& e4p-o%4ent an$ e0port &ro+th.

The *o,ntr% has (J(6th o! the +or-$s ara-e -an$ at aro,n$ (6 4--on he*tares5

+h*h s h&her than =hna. The *o,ntr% pro$,*es o/er 66 4--on tonnes o! a&r*,-t,ra-5

hort*,-t,ra- an$ $ar% pro$,*e ann,a--%5 th,s 4akn& t one o! the +or-$s -ar&est !oo$

pro$,*ers. In$a s the 3n$ -ar&est /e&eta-e an$ >r$ -ar&est !r,t pro$,*er n the +or-$. In$a

*,rrent-% pro$,*es ao,t 6 4--on tonnes o! !r,t 1ao,t o! the +or-$s pro$,*ton2 an$

ao,t 6 4--on tonnes o! /e&eta-es 1(( o! the +or-$s pro$,*ton2. Wth In$as !oo$

pro$,*ton -ke-% to $o,-e n the ne0t $e*a$e5 there s an opport,nt% !or -ar&e n/est4ents

n !oo$ an$ !oo$ pro*essn& te*hno-o&es5 sk--s an$ e9,p4ent. A $e/e-ope$ !oo$

pro*essn& n$,str% +o,-$ not on-% re$,*e +asta&es5 ,t +o,-$ a-so n*reasn&-% !et*h

re4,nerat/e n*o4e to !ar4ers.

(.& FOOD PROCESSING INDUSTRY:

A $o4nant se&4ent o! the !oo$ n$,str%5 !oo$ pro*essn& s est4ate$ to e +orth

US (( --on. It *o4prses a&r*,-t,re5 hort*,-t,re5 an4a- h,san$r%5 an$ p-antaton1>2.

Se&4entaton o! $!!erent s,'se*tors n !oo$ pro*essn& n$,str%8

S456Se7t"3 P"847t3

Da#9 Who-e M-k Po+$er5 Sk44e$ 4-k po+$er5 =on$ense$ 4-k5 I*e *rea45

B,tter an$ Ghee5 =heeseF4#t 2

Ve%eta5$e

Be/era&es5 ",*es5 =on*entrates5 P,-ps5 S-*es5 Fro;en ?Deh%$rate$ pro$,*ts5 Potato Wa!ersJ=hps5 et*

Ga#!3 2

Ceea$3

F-o,r5 Bakeres5 Star*h G-,*ose5 =orn!-akes5 Ma-te$ Foo$s5#er4*e--5 Beer an$ Ma-t e0tra*ts5 Gran ase$ A-*oho-

F#3he#e3 Fro;en ? =anne$ pro$,*ts 4an-% n !resh !or4

Meat 2

P"4$t9

Fro;en an$ pa*ke$ ' 4an-% n !resh !or45 E&& Po+$er

Pa7a%e8

F""83

Sna*k !oo$5 Na4keens5 Bs*,ts5 Rea$% to eat !oo$5 A-*oho-* an$ Non'a-*oho-* e/era&es

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ANALYSIS OF EACH SUB6SECTOR

3.(.( SE=TOR SIE 1@2

The s;e o! In$an Foo$ Pro*essn& In$,str% s US6 --on. It s the !!th -ar&est

In$,str% n In$a.

The share o! In$a:s e0port o! pro*esse$ !oo$ n &-oa- tra$e s ao,t (..

In$a ranks !rst n the +or-$ n 4-k pro$,*ton5 +h*h n*rease$ !ro4 ( 4--on tonnes

1MT2 n (6'( to ao,t (63 MT % 366'67.

Pr4ar% !oo$ pro*essn& 1pa*ka&e$ !r,t an$ /e&eta-es5 4-k5 4--e$ !-o,r an$ r*e5 tea5

sp*es5 et*.2 *onstt,tes aro,n$ 6 o! pro*esse$ !oo$.

On-% 3.3 o! !r,ts an$ /e&eta-es are pro*esse$ n In$a *o4pare$ to ,p to n

4an% $e/e-opn& *o,ntres.

In *o4parson5 ao,t > o! 4-k an$ 3 o! 4arne pro$,*ts ,n$er&o pro*essn&.

At US >66. 4--on5 the ),*e an$ ),*e $rnk *ate&or% s a4on& the !astest

&ro+n& se&4ents o! the appro04ate-% US 3.>7 --on pa*ka&e$ e/era&es

*ate&or%.

(3

SUB6

SECTORS

DAIRY

SECTOR

FRUIT 2

VEGE

MEAT 2

POULTRYFISHERIES

PAC;AGED

FOODSBEVERAGES

G"


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STRUCTURE OF INDIAN FOOD PROCESSING INDUSTRY

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So,r*e8 FAIDAJ Mnstr% o! Foo$ Pro*essn& In$,stres

3.3.3 STRU=TURE

At present the !oo$ pro*essn& se*tor e4p-o%s ao,t (. 4--on peop-e $re*t-% an$

ao,t > 4--on peop-e n$re*t-%.

In 366@'65 !oo$ pro*essn& se*tor *ontr,te$ ao,t (@ o! 4an,!a*t,rn& GDP +th a

share o! Rs. 35765666 =rores. O! ths5 the ,nor&an;e$ se*tor a**o,nte$ !or 4ore than

6 o! pro$,*ton n ter4s o! /o-,4e an$ 6 n ter4s o! /a-,e. The In$an !oo$ pro*essn& n$,str% s -ar&e-% ,nor&an;e$ an$ has !e+ p-ants +th s4a--

s*a-e e*ono4es.

Ao,t 76 per *ent o! 4-k pro$,*e$ n the *o,ntr% s n the ,nor&an;e$ se*tor an$ the

re4ann& 36 per *ent s share$ e9,a--% % *ooperat/e an$ pr/ate $ares. Ho+e/er5

so4e *o'operat/es5 s,*h as the G,)arat =o'operat/e M-k Marketn& Fe$eraton n 4-k

+th ts A4,- ran$ o! $ar% pro$,*ts5 ha/e trans!or4e$ *ertan s,'se*tors.

Ma)or nternatona- *o4panes s,*h as Nest-e5 =ar&--5 Un-e/er5 Danone5 Peps=o an$=a$,r% are a-rea$% present n In$a *ontr,tn& to the or&an;e$ se&4ent.

O/er the -ast !e+ %ears5 there has een a post/e &ro+th n rea$% to ser/e e/era&es5

!r,t ),*es an$ p,-ps5 $eh%$rate$ an$ !ro;en !r,ts an$ /e&eta-e pro$,*ts5 to4ato

pro$,*ts5 p*k-es5 *on/enen*e /e&eta-e'sp*e pastes5 pro*esse$ 4,shroo4s5 an$ *,rre$

/e&eta-es.

3.(.> GROWTH 1>2

The &ro+th o! !oo$ pro*essn& se*tor has near-% $o,-e$ to (>. per *ent $,rn& the -ast

!o,r %ears5 a**or$n& to the Mnster o! State !or Foo$ Pro*essn& In$,stres5 S,o$h

Kant Saha. In$a has set a tar&et o! &ro+n& at 36 per *ent % 36(.

E0perts est4ate the n$,str% GDP at '7 per *ent +th /a-,e a$$ton o! !oo$ pro$,*ts to

n*rease !ro4 7 per *ent to > per *ent % the en$ o! 363.

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A**or$n& to the In$a Foo$ Report 36675 n/est4ents to the t,ne o! US 3>. --on

are n the ppe-ne to e 4a$e n the !oo$ pro*essn& n$,str% o/er the ne0t three %ears.

S&n!*ant-%5 pro*esse$ !oo$ e0ports ha/e n*rease$ !ro4 US .7 --on n 3663'6> to

US 36.( --on n 366'65 re*or$n& a +hoppn& (>.7> per *ent &ro+th rate.

The opport,nt% !or &ro+th s h,&e +hen seen a&anst the !a*t that +h-e a 4ere (.> per

*ent o! !oo$ s pro*esse$ n In$a5 near-% 76 per *ent o! !oo$ s pro*esse$ n the

$e/e-ope$ +or-$.

3.(.@ OUTLOOK 1@2

The $o4est* pro*esse$'!oo$ 4arket5 at US(( --on n F< 366 s e0pe*te$ to &ro+

to US>(6 --on % F< 36(.

In$a a4s to n*rease ts share o! +or-$ tra$e n ths se*tor !ro4 (. *,rrent-% 1US.

--on2 to > % 36( 1US36 --on2.

3.(. POTENTIAL 1@2

Fa*tors that are -ke-% to !,e- rap$ &ro+th n $e4an$ !or pro*esse$ !oo$ n the $o4est*

4arket are8

=han&n& -!est%-es an$ &ro+th n $sposa-e n*o4e.

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Rsn& $o,-e'n*o4e !a4-es an$ proporton o! +o4en n the +ork!or*e.

De*reasn& pr*es o! pro*esse$ !oo$s5 4akn& the4 4ore a!!or$a-e there%

a**essn& a 4,*h -ar&er 4arket.

Rap$ &ro+th n or&anse$ reta- 1 36 p.a.2 +th a /aret% o! reta- !or4ats en&

$e/e-ope$.

Est4ate$ n/est4ent o! ao,t US3@ --on n the ne0t 7 %ears.

Ma)or n/est4ent opport,ntes -e n pro*essn& 4-k5 s,&ar5 !r,t5 /e&eta-es5 &ran

ase$ sna*ks an$ 4arne pro$,*ts.

An est4ate$ >6 o! ne+ *apa*t% *o,-$ e !or the e0port 4arket.

Ta%et3 =" P"7e33e8 F""8 "= t"ta$ p"847t#"!

Ite> ('&' ('&

F4#t a!8 Ve%eta5$e3 @ 7

Da#9 36 >6

Ma#!e P"847t3 ( 36

Meat 37 >

P"4$t9 (6 (

Source: Ministry of Food Processing - Vision Document

3.(. GO#ERNMENT SUPPORT AND POLI=IES

Foo$ pro*essn& an$ a&ro n$,stres ha/e een a**or$e$ h&h prort% +th a n,4er

o! 4portant re-e/es an$ n*ent/es. So4e o! the 4portant po-*% *han&es are as !o--o+s8

"egulation # Control No n$,stra- -*ense s re9,re$ !or a-4ost a-- o! the !oo$ ? a&ro pro*essn&

n$,stres e0*ept !or so4e te4s -ke eer5 pota-e a-*oho- ? +nes5 *ane s,&ar5

h%$ro&enate$ an4a- !ats ? o-s et*. an$ te4s reser/e$ !or e0*-,s/e 4an,!a*t,re n the

s4a-- s*a-e se*tor -ke p*k-es ? *h,tne%s5 rea$5 *on!e*toner% 1e0*-,$n& *ho*o-ate5

to!!ees an$ *he+n&'&,4 et*.25 rapesee$5 4,star$5 sesa4e ? &ro,n$n,t o-s et*.

A 4a04,4 o! 3@ !ore&n e9,t% s a--o+e$ n SSI se*tor

FDI ,p to (66 s per4tte$ ,n$er the a,to4at* ro,te n the !oo$ n!rastr,*t,re

1Foo$ Park5 =o-$ =hanJ+areho,sn&2.

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Use o! !ore&n ran$ na4es are no+ !ree-% per4tte$.

MRTP 1Monopo-es ? Restr*t/e Tra$e Pra*t*es A*t2 r,-es an$ FERA 1Fore&n

E0*han&e Re&,-aton A*t2 re&,-atons ha/e een re-a0e$ to en*o,ra&e n/est4ent an$

e0panson % -ar&e *orporates.

Most o! the te4s *an e !ree-% 4porte$ an$ e0porte$. =apta- &oo$s are a-so !ree-%

4porta-e5 n*-,$n& se*on$ han$ ones n the !oo$ pro*essn& se*tor.

Fiscal olicy # $a%ation

E0*se ? I4port $,t% rates ha/e een re$,*e$ s,stanta--%. Man% pro*esse$ !oo$

te4s are tota--% e0e4pt !ro4 e0*se $,t%.

=,sto4 $,t% rates ha/e een s,stanta--% re$,*e$ on p-ant ? e9,p4ents5 as +e-- as

on ra+ 4atera-s an$ nter4e$ates5 espe*a--% !or e0port pro$,*ton.

=orporate ta0es ha/e een re$,*e$ an$ there s a sh!t to+ar$s 4arket re-ate$ nterest

rates. There are ta0 n*ent/es !or ne+ 4an,!a*t,rn& ,nts !or *ertan %ears5 e0*ept !or

n$,stres -ke eer5 +ne5 aerate$ +ater ,sn& !-a/o,rn& *on*entrates5 *on!e*toner% ?

*ho*o-ates.

&%port romotion

Foo$ pro*essn& n$,str% s one o! the thr,st areas $ent!e$ !or e0ports. Free Tra$e

ones 1FT2 an$ E0port Pro*essn& ones 1EP2 ha/e een set ,p +th a-- n!rastr,*t,re.

A-so5 settn& ,p o! (66 E0port Orente$ Unts 1EOU2 s en*o,ra&e$ n other areas.

The% 4a% 4port !ree o! $,t%5 a-- t%pes o! &oo$s5 n*-,$n& *apta- &oo$s.

Unts n EPJ FT an$ (66 E0port Orente$ Unts *an retan 6 o! !ore&n

e0*han&e re*epts n !ore&n *,rren*% a**o,nts.

6 o! the pro$,*ton o! EPJFT an$ (66 EOU ,nts are sa-ea-e n $o4est*

tar!! area. A-- pro!ts !ro4 e0port sa-es are *o4p-ete-% !ree !ro4 *orporate ta0es.

(Source-Food Processing Industries in India)

(.* DRIVERS OF GROWTH 2 CONSTRAINTS /

The post'-era-saton tren$s that ha/e &/en an 4pet,s to the !oo$ pro*essn& se*tor are8

Gro+n& ,ran;aton

(


18/46

In*reasn& $sposa-e n*o4e

E4er&en*e o! or&anse$ !oo$ reta-

=han&n& -!est%-es an$ !oo$ *ons,4pton patterns

=ons,4pton patterns n In$a ha/e een ,n$er&on& a /s-e sh!t. Ear-er5 the share o!

*erea- pro$,*ts +as the h&hest5 !o--o+e$ % 4-k ? 4-k pro$,*ts5 /e&eta-es5 e$-e o-

an$ 4eat pro$,*ts. Ho+e/er5 n re*ent %ears5 the &ro+th rates !or !r,ts5 /e&eta-es5 4eat

an$ $ar% pro$,*ts ha/e een h&her than *erea-s an$ p,-ses. Ths sh!t n t,rn 4p-es that

there s a-so a nee$ to $/ers!% the !oo$ pro$,*ton ase to 4at*h the *han&n&

*ons,4pton pre!eren*es.

Gon& % ths pattern5 n !,t,re5 there s n*reasn& $e4an$ !or prepare$ 4ea-s5 sna*k

!oo$s an$ *on/enen*e !oo$s an$ !,rther on the $e4an$ s sh!tn& to+ar$s !,n*tona-5

or&an* an$ $et !oo$s.

So4e o! the ke% *onstrants $ent!e$ % the n$,str% n*-,$e8

La*k o! s,ta-e n!rastr,*t,re n ter4s o! *o-$ stora&e5 +areho,sn&5 et*

La*k o! a$e9,ate 9,a-t% *ontro- an$ testn& n!rastr,*t,re

Ine!!*ent s,pp-% *han an$ n/o-/e4ent o! 4$$-e4en

H&h n/entor% *arr%n& *ost

H&h ta0aton

H&h pa*ka&n& *ost

A!!or$a-t% an$ *,-t,ra- pre!eren*e o! !resh !oo$

H&hest prort% has een a**or$e$ % the Go/ern4ent !or the $e/e-op4ent o!

n!rastr,*t,re. The Go/ern4ent has a-rea$% taken se/era- ntat/es on ths !ront +h*h

n*-,$e $e/e-opn& o! the !o--o+n&8

Foo$ parks

Pa*ka&n& *entres

Mo$ernse$ aattors

Inte&rate$ *o-$ *han !a*-tes

Irra$aton !a*-tes

(7


19/46

#a-,e a$$e$ *entres.

(.+ SWOT ANALYSIS OF FOODPROCESSING INDUSTRY

Strengt!s

A,n$ant a/a-a-t% o! ra+ 4atera-.

Prort% se*tor stat,s !or a&ro'pro*essn& &/en % the =entra- Go/ern4ent.

#ast net+ork o! 4an,!a*t,rn& !a*-tes a-- o/er the *o,ntr%.

#ast $o4est* 4arket.

Lo+ -ao,r *osts' pro$,*ton *ost are @6 -o+er than n $e/e-ope$ 4arkets.

'eanesses

Ina$e9,ate n!rastr,*t,re.

La*k o! a$e9,ate 9,a-t% *ontro- ? testn& 4etho$s as per nternatona- stan$ar$s.

Ine!!*ent s,pp-% *han $,e to a -ar&e n,4er o! nter4e$ares.

H&h re9,re4ent o! +orkn& *apta-.

Ina$e9,ate-% $e/e-ope$ -nka&es et+een R?D -as an$ n$,str%.

Seasona-t% o! ra+ 4atera-.

pportunities

Lar&e *rop an$ 4atera- ase o!!ern& a /ast potenta- !or a&ro pro*essn& a*t/tes.

Settn& o! SEJAE an$ !oo$ parks !or pro/$n& a$$e$ n*ent/e to $e/e-op &reen!e-$

pro)e*ts.

Rsn& n*o4e -e/e-s an$ *han&n& *ons,4pton patterns.

Fa/o,ra-e $e4o&raph* pro!-e an$ *han&n& -!est%-es.

Inte&raton o! $e/e-op4ent n *onte4porar% te*hno-o&es s,*h as e-e*tron*s5 4atera-

s*en*e5 o'te*hno-o&% et*. o!!er /ast s*ope !or rap$ 4pro/e4ent an$ pro&ress.

Openn& o! &-oa- 4arkets.

(


20/46

$!reats

A!!or$a-t% an$ *,-t,ra- pre!eren*es o! !resh !oo$.

H&h n/entor% *arr%n& *ost.

H&h ta0aton.

H&h pa*ka&n& *ost.

Source: Ministry of Food Processing Industries, nnua! "e#ort $00%-0&

(. PROFLIE OF ;EY PLAYERS

PLAYER SEGMENT PRODUCTS ABOUT THE COMPANY

B#ta!!#a

I!843t#e3

Lt8.

Baker%Pro$,*ts

Bs*,ts5!-a/o,re$ 4-k5$ar%+htener5 &hee5

rea$5 *akean$ r,sk

A -ea$n& p-a%er n the In$an or&anse$ s*,t4arket +th near-% >6 /a-,e share

The N,s- Wa$a &ro,p5 one o! the o-$est ,snessho,ses n In$a an$ Gro,pe Danone5 a Fren*h 4,-t'

pro$,*ts !oo$ *o4pan%5 e9,a--% share the @7. pro4oter ho-$n& n Brtanna

Sa-es o! Rs. (@. --on n 366@Da54

I!8#a Lt8.

Be/era&esan$ =,-nar%

Fr,t ),*e5*ookn& pastes5*o*on,t 4-k5to4ato p,ree5-e4on $rnk an$ hone%

=-ose-% he-$ -ste$ *o4pan% +th pro4oters:

ho-$n& at 7.@ o! the tota- share *apta-. Da,r Foo$s s a (66 s,s$ar% o! Da,r In$a

T,rno/er o! US 3(.@ 4--on n 366@

H#!843ta!

U!#$ee

Lt8.

HUL

Be/era&es5Stap-es5Dar%5 Sna*kFoo$s

Tea5 nstant*o!!ee5 s*,ts5*e *rea4s5sa-t5 +heat!-o,r 1atta25nstant $rnks5

so,ps5 )a4 an$s9,ash

The parent *o4pan% Un-e/er ho-$s (. o!HUL:s e9,t%. Un-e/er s a Fort,ne 66 transnatona-5+h*h se--s !oo$s5 ho4e *are an$ persona- *are ran$sn ao,t (66 *o,ntres +or-$+$e

In$a:s -ar&est !ast 4o/n& *ons,4er &oo$s*o4pan%5 +th -ea$ershp n Ho4e ? Persona- =are

pro$,*ts an$ Foo$s ? Be/era&es HUL:s ran$s5 are sprea$ a*ross 36 $stn*t

*ons,4er *ate&ores5 +th *o4ne$ /o-,4es o! ao,t @4--on tonnes an$ sa-es o! US 3.( --on

HUL:s !oo$s se&4ent s at 5 e/era&es are at(3 o! ts ,snesses

Pa$e

A%" Pt.

Lt8.

Be/era&esan$ Bott-e$Water

Fr,t $rnksan$ 4nera-

Lea$n& p-a%er n the !r,t ase$ e/era&esse&4ent an$ the ott-e$ +ater se&4ent

Its !-a&shp pro$,*t s the !r,t ase$ $rnk FrootMan&o5 +h*h has 4arket share

Ha$8#a>Maet#!

% Pt. Lt8.

Sna*k Foo$s S+eets5na4keens5s%r,ps5

Ma)or share n the na4keen an$ sna*k !oo$4arket n In$a. Stron& presen*e n northern In$a

espe*a--% n Ne+ De-h

36


21/46

*r,shes5 *hpsan$ papa$s

E0ports to USA5 UK5 =ana$a5 A,stra-a5Sn&apore an$ the UAE

MTR

F""83 Lt8

Sna*k Foo$s5

I*e *rea4s

Rea$%'to'eat

*,rres an$r*e5 rea$%'to'*ook &ra/es5!ro;en !oo$s5*e *rea4s5nstant sna*kan$ $essert40es5 sp*es5

p*k-es an$ papa$s

T,rno/er s est4ate$ at US 3( 4--on5 +th

the e0port 4arket a**o,ntn& !or appro04ate-% (6 o!MTR:s tota- sa-es

An ISO 663 an$ HA==P *ert!e$ *o4pan%. It sa4on&st the top !/e pro*esse$ !oo$ 4an,!a*t,rers nIn$a

The *o4pan% +as re*ent-% a*9,re$ % Ork-a5 a Nor+a%'ase$ *o4pan% !or US 76 4--on

CHAPTER *

COMPANY AND PRODUCT

PROFILE

3(


22/46

Mother Dar% Ne+ De-h +as set ,p n (@ ,n$er the Operaton F-oo$

Pro&ra44e5 to o/er*o4e De-hs se/ere 4-k shorta&e.. It s no+ a +ho--% o+ne$ s,s$ar%

o! the Natona- Dar% De/e-op4ent Boar$ 1NDDB2.

*.& NDDB

The NDDB +as *reate$ n %ear ( so as to en$orse5 !nan*e an$ s,pport pro$,*er'

o+ne$ an$ *ontro--e$ or&an;atons. It +as !or4e$ +th a p,rpose to stren&then !ar4er

*ooperat/es an$ s,pport natona- po-*es that +ere !a/o,ra-e to the &ro+th o! s,*h

nstt,tons. It +as !o,n$ to rep-a*e e0stn& e0p-otaton +th e4po+er4ent tra$ton +th

4o$ernt% an$ sta&naton +th &ro+th. Its 4an a4 +as to trans!or4 $ar%n& nto an

nstr,4ent !or $e/e-op4ent o! In$a:s r,ra- peop-e.

>.(.( NDDB STRU=TURE

NDDB has the !o--o+n& s,s$ares8

In$an I44,no-o&*a-s Lt$.5 H%$eraa$

In$an Dar% Ma*hner% =o4pan% Lt$.5 Anan$

Mother Dar% Fr,t ? #e&eta-e P/t. Lt$.5 Ne+ De-h

*.( MOTHER DAIRY FRUIT 2 VEGETABLE PVT. LTD. : COMPANY PROFILE

Mother Dar% Fr,t ? #e&eta-e P/t. Lt$. 1MDF#1P2L25 Ne+ De-h +as n*orporate$ on

3@th Mar*h5 3666. It $ea-s +th the pro*essn&5 4arketn&5 sa-es an$ $str,ton o! 4-k an$

4-k pro$,*ts5 !r,t an$ /e&eta-e an$ e$-e o- thro,&h a /ert*a--% nte&rate$ net+ork

,n$er the Mother Dar% ran$5 the Sa!a- ran&e o! !resh !r,ts ? /e&eta-es5 !ro;en /e&eta-es

an$ !r,t ),*es an$ Dhara ran&e o! e$-e o-s at a natona- -e/e- thro,&h ts sa-es an$

$str,ton net+orks !or 4arketn& !oo$ te4s.

Mother Dar% so,r*es ts entre re9,re4ent o! -9,$ 4-k !ro4 $ar% *ooperat/es.

S4-ar-%5 Mother Dar% so,r*es !r,ts an$ /e&eta-es !ro4 !ar4ers J &ro+ers asso*atons.

Mother Dar% a-so *ontr,tes to the *a,se o! o-see$s &ro+er *ooperat/es that 4an,!a*t,reJ

pa*k the Dhara ran&e o! e$-e o-s % ,n$ertakn& to natona--% 4arket a-- Dhara pro$,*ts.

>.3.( MISSION

33


23/46

It s Mother Dar%:s *onstant en$ea/o,r to8

1a2 Ens,re that 4-k pro$,*ers an$ !ar4ers re&,-ar-% an$ *ontn,a--% re*e/e 4arket

pr*es % o!!ern& 9,a-t% 4-k5 4-k pro$,*ts an$ other !oo$ pro$,*ts to *ons,4ers

at *o4pett/e pr*es.

12 Upho-$ nstt,tona- str,*t,res that e4po+er 4-k pro$,*ers an$ !ar4ers thro,&h

pro*esses that are e9,ta-e.

>.3.3 SALES #OLUME

The *o4pan% 4arkets 4ore than 3.3 4--on -tres o! 4-k $a-% n De-h an$ s,rro,n$n&

areas o! Western U.P. an$ Har%ana5 M,4a an$ H%$eraa$. Mother Dar% M-k has a

4arket share o! n the ran$e$ se*tor n De-h +here t se--s 3 4--on -tres o! 4-k

$a-% an$ ,n$ertakes ts 4arketn& operatons thro,&h 4ore than (65666 reta- o,t-ets. There

are 76 e0*-,s/e o,t-ets o! Mother Dar% o,t o! ths.

The *o4pan%:s ,n9,e $str,ton net+ork o! ,-k /en$n& ooths5 reta- o,t-ets an$

4o-e ,nts &/e t a s&n!*ant *o4pett/e a$/anta&e. Other than De-h an$ N=R5 Mother

Dar%:s $ar% pro$,*ts are a/a-a-e n the 4arkets o! Northern In$a5 Eastern In$a5

M,4a5 ? Port B-ar.

MDF#1P2L p-ans to e a & B#$$#"! *o4pan% % 36(6.

*.* PRODUCT PROFILE

Mother Dar% 4an,!a*t,res an$ 4arkets a +$e ran&e o! $ar% pro$,*ts es$es M-k.

These n*-,$e B,tter5 Dah5 Ghee5 =heese5 UHT M-k5 Dar% Whtener5 I*e =rea4s5

Lass ? F-a/o,re$ M-k.

The *o4pan% 4arkets an arra% o! !resh an$ !ro;en !r,t an$ /e&eta-e pro$,*ts ,n$er the

ran$ na4e SAFAL thro,&h a *han o! 3 o+ne$ Fr,t an$ #e&eta-e shops an$ 4ore

than 365666 reta- o,t-ets n /aro,s parts o! the *o,ntr%.

Mother Dar% has a-so een 4arketn& the Dhara ran&e o! e$-e o-s !or the -ast !e+

%ears. To$a% t s a -ea$n& ran$ o! e$-e o-s an$ s a/a-a-e a*ross the *o,ntr% n o/er

3>


24/46

35665666 o,t-ets. The ran$ s *,rrent-% a/a-a-e n the !o--o+n& /arants8 Re!ne$

#e&eta-e O-5 Re!ne$ So%ean O-5 Re!ne$ S,n!-o+er O-5 Ka*h Ghan M,star$ O-

an$ F-tere$ Gro,n$n,t O-. Mother Dar% has a-so -a,n*he$ e0tra /r&n O-/e O- ,n$er

the Daro-/a ran$.

>.@ MDFVPL STRUCTURE

>.@.( Strate&* B,sness Unts

MDF#1P2L has t+o strate&* ,sness ,nts8 (2 Dar% an$ !oo$ an$ 32 Hort*,-t,re.

Dar% ? Foo$ SBU

It s !,rther $/$e$ nto t+o *ate&ores8

Pro$,*ts

Fresh M-k

The Pro$,*ts D/son s respons-e !or the 4arketn&5 sa-es an$ $str,ton o!8

A-- $ar% pro$,*ts 1e0*ept !resh 4-k2 ,n$er the Mother Dar% ran$

Dhara ran&e o! e$-e o-s.

3@


25/46

Sa!a- ran&e o! !oo$ pro$,*ts at a natona- ? nternatona- -e/e-.

Hort*,-t,re SBU

It s respons-e !or 4arketn&5 sa-es an$ $str,ton o! Fresh Fr,t ? #e&eta-es

THE STRATEGIC BUSINESS UNITS OF MDFVPL

The Pro$,*ts D/son o! MDF#1P2L has s0 /ert*a-s8

3

FreshFruit &

Vegetable

Dairy & Horticult

Produc Fresh

Fresh Milk

Packet

Loose

MDFVPL

Safal Products

Dhara Edible Oil

Ice Creams

Butter & Cheese

Curd, Lassi &

chaach


26/46

G"7e9 Cha#! P"847t3 GCP8 The pro$,*ts that *an e kept n a roo4

te4perat,re -ke5 ,-tra heate$ 4-k'tetra pa*k5 Dhara #e&eta-e O-s5 O-/e O- an$

Ghee are *atere$ to. It &enerates h&hest re/en,es.

I7e Cea> a!8 F"?e! P"847t3 IFP8 The ,sness operates at '(6 =. The

pro$,*ts are *e *rea4s an$ Sa!a- pro$,*ts -ke Fro;en Peas5 Fro;en =orn an$ Hot

Sna*ks.

M"8e! Reta#$ F">at MRF8 Ths /ert*a-s $ea-s +th the 4o$ern reta- 4arkets

-ke h%per 4arkets. The pr4ar% !,n*ton o! ths /ert*a- s to $o =hanne-

Mana&e4ent an$ She-! 4ana&e4ent. It ens,res a/a-a-t% o! Mother Dar% pro$,*ts

n a-- the h%per 4arkets -ke Re-an*e stores5 B& Ba;ar5 S,hksha et*.

M"the Da#9 F""8 Se#7e3 MFS8 Ths /ert*a- e0p-ores the *ons,4pton

opport,ntes o,t o! ho4e. It tar&ets /are$ ran&e o! nstt,tona- *,sto4ers. Pr/ate

nstt,tons -ke star hote-s5 s*hoo-s5 o!!*e *anteens5 ar *aterers an$ hospta-s.

Go/ern4ent nstt,tons -ke Para4-tar% !or*es5 =SD5 Hospta-s5 Arports5 ITD=5IR=T=5 Pra&at Ma$an.

B4tte 2 Chee3e BC: Here the ,sness operates at @6 =. The pro$,*ts are B,tter

an$ =heese +h*h *onstt,te to a 4a)or ,sness. The she-! -!e o! the pro$,*ts s

!ro4 4onths to 4onths.

FRESH: The ,sness operates at @

6

=. The she-! -!e o! the pro$,*ts s -o+. It $ea-s+th the pro$,*ts -ke =haa*h5 Dah an$ Lass.

*. SALES DEPARTMENT HIERARCHY

3


27/46

3


28/46

CHAPTER +

LITERATURE SURVEY

37


29/46

@.6 MEANING AND NATURE OF TRAINING

Trann& re!ers to the 4partn& o! spe*!* sk--s5 a-tes an$ kno+-e$&e to an

e4p-o%ee. It s an atte4pt to 4pro/e e4p-o%ee per!or4an*e % n*reasn& an e4p-o%ee:s

a-t% to per!or4 thro,&h -earnn&.

E/er% or&an;aton nee$s to ha/e +e-- trane$ an$ e0peren*e$ peop-e to per!or4

the a*t/tes that ha/e to e $one. Trann& a-so &/es the e4p-o%ees a &reater )o se*,rt%

an$ an opport,nt% !or a$/an*e4ent. Th,s5 a sk-- a*9,re$ thro,&h trann& s an asset !or

the or&an;aton as +e-- as the e4p-o%ee.

The nee$ !or trann& 4a% arse e*a,se o! the !o--o+n& reasons8

Ina$e9,ate )o per!or4an*e

De*-ne n pro$,*t/t%

=han&es res,-tn& o,t o! )o re$es&nn&

=han&n& te*hno-o&%

@.( TRAINING, EDUCATION AND DEVELOPMENT

Trann&5 E$,*aton an$ De/e-op4ent are three ter4s ,se$ nter*han&ea-%.

Ho+e/er5 +e *an 4ake a $stn*ton a4on& Trann&5 E$,*aton an$ De/e-op4ent.

Trann& s a pro*ess o! -earnn& a se9,en*e o! pro&ra44e$ eha/or. It s

app-*aton o! kno+-e$&e that nten$s to 4pro/e ther per!or4an*e on *,rrent )o or

prepare the4 !or an nten$e$ )o. An e4p-o%ee ,n$er&on& trann& s pres,4e$ to ha/e

ha$ so4e !or4a- e$,*aton. No trann& pro&ra44e s *o4p-ete +tho,t an e-e4ent o!

e$,*aton. Trann& s &enera--% o!!ere$ to operat/es.

E$,*aton5 on the other han$5 s an ,n$erstan$n& o! kno+-e$&e that nten$s to

$e/e-ops a -o&*a- an$ ratona- 4n$ rather than pro/$e $e!nt/e ans+ers. The p,rpose o!

e$,*aton s to tea*h theoret*a- *on*epts an$ $e/e-op a /ta- sense o! reasonn& an$

),$&4ent.

De/e-op4ent s a pro*ess re-ate$ to trann& t n/o-/es not on-% those a*t/tes

that 4pro/e )o per!or4an*e ,t a-so those that rn& ao,t &ro+th o! persona-t%. It

pro/$es &enera- kno+-e$&e an$ attt,es nten$e$ to e9,p e4p-o%ees to earn pro4otonsan$ ho-$ &reater respons-tes.

3


30/46

@.(.( DISTIN=TION BETWEEN TRAINING AND EDU=ATION

Ta#!#!% E847at#"!

Trann& s App-*aton orente$ E$,*aton has Theoret*a- orentaton

I4parts spe*!* sk--s =o/ers &enera- *on*epts

Has a narro+ perspe*t/e Has a roa$ perspe*t/e

Trann& s "o Spe*!* E$,*aton s no ar

@.(.3 DIFFEREN=E BETWEEN TRAINING AND DE#ELOPMENT

@.3 IMPORTANCE OF TRAINING 2 DEVELOPMENT

Trann& s an nte&ra- part an$ *orner'stone o! so,n$ 4ana&e4ent5 as t 4akes

e4p-o%ees 4ore e!!e*t/e an$ pro$,*t/e. There s an e/er present nee$ o! trann& so that

ne+ te*hn9,es *an e taken a$/anta&e o! an$ 4pro/e4ents *an e 4a$e n the o-$

4etho$s. It ene!ts the or&an;aton an$ the e4p-o%ees e9,a--%.

>6

Ta#!#!% Dee$"p>e!t

Trann& n/o-/es te*hn*a- ? 4e*han*a-

operatons.

De/e-op4ent n/o-/es *on*ept,a- $eas

an$ 4enta- attt,$es.

Trann& s pres,4e$ to ha/e a !or4a-

e$,*aton.

De/e-op4ent s not e$,*aton $epen$ent.

Trann& nee$s $epen$ ,pon -a*k or

$e!*en*% n sk--s.

De/e-op4ent $epen$s on persona- $r/e

an$ a4ton.

Trann& s a narro+er *on*ept !o*,se$ on

spe*!* )o re-ate$ sk--s.

De/e-op4ent s a roa$er *on*ept !o*,se$

on persona-t% $e/e-op4ent an$ &enera-

kno+-e$&e.

Trann& s *on*erne$ +th 4antann&

an$ 4pro/n& *,rrent )o per!or4an*e5

an$ th,s5 t has a short'ter4 perspe*t/e.

De/e-op4ent seeks to $e/e-op

*o4peten*e an$ sk--s !or !,t,re

per!or4an*e5 an$ th,s5 t has a -on&'ter4

perspe*t/e.

Trann& s a4e$ at 4pro/n& )o re-ate$

e!!*en*% an$ per!or4an*e.

De/e-op4ent a4s at o/era-- persona-

e!!e*t/eness n*-,$n& )o e!!*en*es.


31/46

@.3.( BENEFITS TO THE ORGANIATION

Lea$s to 4pro/e$ pro!ta-t% an$ 4ore post/e to+ar$s pro!t orentaton

I4pro/es the )o kno+-e$&e an$ sk--s

He-ps peop-e $ent!% +th or&an;atona- &oa-s an$ ,n$erstan$ an$ !o--o+

or&an;atona- po-*es

A$s n or&an;atona- $e/e-op4ent

A$s n n*reasn& pro$,*t/t% an$ 9,a-t% o! +ork

De/e-ops a sense o! respons-t% to the or&an;aton !or en& *o4petent

I4pro/es 4ora-e o! the +ork!or*e

He-ps -o+er *osts

@.3.3 BENEFITS TO THE INDI#IDUALS

He-ps e4p-o%ees a$),st to *han&e

He-ps n$/$,a-s n 4akn& etter $e*sons an$ n e!!e*t/e pro-e4 so-/n&

En*o,ra&es e4p-o%ees n a*he/n& se-!'$e/e-op4ent an$ se-!'*on!$en*e

In*reases )o sats!a*ton an$ re*o&nton

A$s the 4pro/e4ent o! attt,$es5 kno+-e$&e an$ sk--s

@.3.> BENEFITS IN HUMAN RELATIONS

I4pro/es *o44,n*aton et+een &ro,ps an$ n$/$,a-s

Makes or&an;atona- po-*es5 r,-es an$ re&,-atons /a-e

I4pro/es 4ora-e

I4pro/es or&an;atona- *-4ate

@.> INPUTS IN TRAINING AND DE#ELOPMENT

>(


32/46

Sills: Sk--s 4parte$ $,rn& a trann& pro&ra44e 4a%e as* operatona- sk--s5

4otor an$ ps%*ho4otor sk--s5 nterpersona- or peop-e sk--s et*.

*nowledge: Kno+-e$&e s &/en e4phass n a $e/e-op4ent pro&ra44e. It n*-,$es

kno+-e$&e ao,t ,sness en/ron4ent5 4ana&e4ent prn*p-es5 h,4an re-atons5

spe*!* n$,str% ana-%ss et*. ,se!,- !or etter 4ana&e4ent.

Attitudinal C!anges: Attt,$e represents !ee-n&s an$ e-e!s o! n$/$,a-s to+ar$s

others. Ne&at/e attt,$es nee$ to e *on/erte$ to post/e attt,$es so that e4p-o%ees!ee- *o44tte$ to the or&an;aton5 are 4ot/ate$ !or etter per!or4an*e an$ $er/e

sats!a*ton !ro4 ther )os an$ the +ork en/ron4ent.

&ducation: It a4s at tea*hn& theoret*a- *on*epts ? $e/e-op a sense o! reasonn& an$

),$&e4ent. E$,*aton s 4ore 4portant !or 4ana&ers an$ e0e*,t/es than !or -o+er'

*a$re +orkers.

&t!ics: An eth*a- orentaton s 4portant as t *reates a *re$-e p,-* 4a&e5 he-ps

peop-e n $ent!%n& +th the or&an;aton an$ n etter $e*son 4akn& n the nterest

o! e/er%one.

+ecision Maing # roblem Solving Sills: The% !o*,s on 4etho$s an$ te*hn9,es

that he-p $e!ne an$ str,*t,re pro-e4s5 *o--e*t an$ ana-%se n!or4aton5 &enerate

a-ternat/e so-,tons an$ take approprate $e*sons

+.+ THE T

>3


33/46

The Sa-es For*e +as se&re&ate$ as per ther $/sons !or ths sta&e.

.* DATA COLLECTION TECHNIUES AND TOOLS

Pr4ar% Data *o--e*ton +as $one ,sn& three too-s8

Str,*t,re$ Inter/e+s8 These +ere ,se$ to $ent!% the KSAs.

Rankn&8 Ths +as ,se$ to prortse the KSAs $ent!e$.

Ratn& S*a-es8 Ratn&s +ere &/en to $ent!% the sk--s &ap an$ hen*e the trann&nee$s.

Se*on$ar% Data8 =o4pan% anne0,re5 Westes5 Books5 "o Des*rptons.

.+ TOOLS FOR ANALYSIS

These too-s +ere se-e*te$ so as to !n$ a sn&-e /a-,e !or ratn&s o! ea*h sk--.

.@.( MODE

Mo$e s that /a-,e +h*h o**,rs the 4a04,4 n,4er o! t4es .e. has the4a04,4 !re9,en*%.

It represents a 4a)ort% o! the tota- pop,-aton.

[email protected] ARITHMETI= MEAN

It s the /a-,e otane$ % a$$n& to&ether a-- the oser/atons ? %

$/$n& the tota- % the n,4er o! oser/atons.

For4,-a8 Q Q(Q3Q>..Q N

N

It represents the a/era&e ratn& !or ea*h sk--.

>>


34/46

CHAPTER

DATA ANALYSIS AND

INTERPRETATION

>@


35/46

.& ;SA IDENTIFICATION

A -st o! KSAs +as $ent!e$ as 4portant to per!or4 a sa-es e0e*,t/e:s )o a!ter

*on$,*tn& the nter/e+s. These KSA:s +ere prortse$ % the Natona- Sa-esMana&ers o! ea*h o! the s0 /ert*a-s n the or$er o! ther 4portan*e as a *o4peten*%to per!or4 e!!e*t/e sa-es.

.(.( I=E=REAM ? FROEN PRODU=TS KSA:s

Tota- n,4er o! peop-e nter/e+e$8 (

KSA’sNUMB! "F P"P#

$H" %DN%F%DH SK%##

P!'NA( "F"A# !SP"NSS

A!a$9t#7a$ A5#$#t#e3 >.7

C$a#> Ha!8$#!% >(.

C">>4!#7at#"! (6 3.

C">p$a#!t Ha!8$#!% >.7

C">p4te S#$$3 2 Rep"t#!%

S93te>3 "= the "%a!#?at#"!

@.@

D#3t#54t#"! Ma!a%e>e!t ( [email protected]

F"$$"< Up S#$$3 3.>Maet E@pa!3#"! >.7

M"!#t"#!% 2 Ta#!#!%

PSM3 2 DSM3) Ma!

Ma!a%e>e!t

7 @3.(

O%a!#?at#"!a$ P"$#7#e3 2

P"7e33e3

>(.

P"847t ;!" (.7

Se$$#!% S#$$3 > (.7

>


36/46

IFP KSA LIST PRIORITISED B< THE NATIONAL SALES MANAGER

;SA P#"#t9

Se--n& Sk--s (

Dstr,ton Mana&e4ent 3

Fo--o+ Up Sk--s >

Montorn& ? Trann& PSMs ? DSMsJ Man Mana&e4ent @

=-a4 Han$-n&

Market E0panson

=o4p-ant Han$-n&

Ana-%t*a- A-tes 7

=o44,n*aton

Or&an;atona- Po-*es ? Pro*esses (6

=o4p,ter Sk--s ? Reportn& S%ste4s o! the or&an;aton ((

.(.3 GRO=ER< =HAIN PRODU=TS KSA:s

>

KSAs AS PER=ENTAGE OF TOTAL RESPONSESB< THE EQE=UTI#ES AND THEIR SENIORS


37/46

Tota- n,4er o! peop-e nter/e+e$8 >>

KSA’s

NUMB! "F P"P#

$H" %DN%F%D HSK%##

P!'NA( "F

"A#!SP"NSS

A!a$9t#7a$ A5#$#t#e3 @ [email protected]@

C$a#> Ha!8$#!% @ [email protected]@

C">>4!#7at#"! >.>

C">p$a#!t Ha!8$#!% (.(

C">p4te S#$$3 2 Rep"t#!%

S93te>3 "= the "%a!#?at#"! (.3

D#3t#54t#"! Ma!a%e>e!t 3( 7.

F"$$"< Up S#$$3 >.>I!tepe3"!a$ S#$$3 @ [email protected]@

Maet ;!".>

M"8e! Ta8e > .6

M"!#t"#!% 2 Ta#!#!% PSM3 2

DSM3) Ma! Ma!a%e>e!t(7 @.

O%a!#?at#"!a$ P"$#7#e3 2

P"7e33e37 [email protected]@

Pe3e!tat#"!) Pe3"!a$#t9 (.(

P"847t ;!"KSAs AS PER=ENTAGE OF TOTAL RESPONSESB< THE EQE=UTI#ES AND THEIR SENIORS


38/46

G=P KSA LIST PRIORITISED B< THE NATIONAL SALES MANAGER

S#$$ P#"#t9

Se--n& Sk--s (

=-a4 Han$-n& 3

Pro$,*t Kno+-e$&e >

Dstr,ton Mana&e4ent @

=o44,n*aton

Ana-%t*a- A-tes

Ne&otaton

PresentatonJ Persona-t% 7

Fo--o+ Up Sk--s

.(.> BUTTER AND =HEESE KSA:s

>7


39/46

B= PRIORITISED LIST

S#$$ Ra!

Dstr,ton Mana&e4ent (

Se--n& Sk--s 3

P-annn& >

=o44,n*aton @

Montorn& ? Trann& PSMs ? DSMsJ ManMana&e4ent

Pro$,*t Kno+J Market Kno+

Fo--o+ Up Sk--s

Or&an;atona- Po-*es ? Pro*esses 7

.(.@ MOTHER DAIR< FOOD SER#I=ES KSA:s

Tota- n,4er o! peop-e nter/e+e$8

>



40/46

KSA’s

NUMB! "FP"P# $H"

%DN%F%D HSK%##

P!'NA( "F

"A# !SP"NSS

A)alytical Abilities > @3.7

'lai* Ha)dli)g > @3.7

'o**u)icatio) @ .(@

'o*+lai)t Ha)dli)g 3 37.

'o*+uter Skills &!e+orti)g Syste*s

3 37.

Distributio)Ma)age*e)t

(.@>

%)ter+erso)al Skills ( (@.3Market K)o,ledge @ .(@

Negotiatio) (.@>

"rga)i-atio)al Policies& Processes

> @3.7

Product K)o,ledge (.@>

Selli)g Skills ( (@.3

MFS PRIORITISED LIST

@6



41/46

S#$$ Ra!

Dstr,ton Mana&e4ent (

=o44,n*aton 3 Ne&otaton >

Se--n& Sk--s @

Ana-%t*a- A-tes

Market Kno+-e$&eJ Pro$,*t Kno+

Or&an;atona- Po-*es ? Pro*esses

=o4p-ant Han$-n& 7

=-a4 Han$-n&

=o4p,ter Sk--s ? Reportn& S%ste4s o! the or&an;aton (6

.(. MODERN RETAIL FORMAT KSA:s

Tota- n,4er o! peop-e nter/e+e$8

KSA’s

NUMB! "FP"P# $H"

%DN%F%D HSK%##

P!'NA( "F

"A#!SP"NSS

@(


42/46

A!a$9t#7a$ A5#$#t#e3 3 37.

C">>4!#7at#"! 3 37.

C">pet#t"3 ;!"3 "= the "%a!#?at#"!> @3.7

D#3t#54t#"! Ma!a%e>e!t (.@>

F"$$"< Up S#$$3 > @3.7

I!tepe3"!a$ S#$$3 3 37.

Maet ;!" @3.7

M"!#t"#!% 2 Ta#!#!% PSM3 2

DSM3) Ma! Ma!a%e>e!t@ .(@

Ne%"t#at#"! > @3.7

P"847t ;!"

M"8e! Ta8e ( (@.3

Pe3e!tat#"!) Pe3"!a$#t9 ( (@.3

C,estonnare !or ASMs

What sk--s are re9,re$ % the "SEs ? SEs to per!or4 ther )o e!!e*t/e-%

What a$$tona- sk--s *an e 4parte$ !or 4pro/n& ther per!or4an*e

What are ther Ke% respons-tes

Are there areas n +h*h the sa-es e0e*,t/es 4&ht re9,re trann&

@3


43/46

C,estonnare !or Sa-es E0e*,t/es

What s %o,r $a-% ro,tne

What are %o,r Ke% Respons-tes

What pro-e4s $o %o, o!ten !a*e at +ork

What $o %o, -ke $on& the est at +ork

Ho+ sho,-$ the or&an;aton s,pport %o, !or etter per!or4an*e

Ho+ $o %o, *o4pare %o,rse-! +th the *o4pettors What are ther a$/anta&es o/er

%o,

-OB DESCRIPTION

A. -OB INFORMATION:

-"5 H"$8e: -"5 T#t$e8 "r. Sa-es E0e*,t/e5 SE

C">pa!9: MDIL L"7at#"!:

F4!7t#"!: B,tter ? =heese ? Be/era&es5

FRESH5Ga8e:

F4!7t#"!a$ Rep"t#!%: ASM J SSE A8>#!#3tat#e Rep"t#!%: ASM J SSE

@>


44/46

T"ta$ Rep"tee3 D#e7t) I!8#e7t: ')&6(

B. MAIN R ESPONSIBILITIES: $#3te8 #! "8e "= p#"#t9

Ens,re Sa-es as per set tar&ets se*on$ar% an$ pr4ar%.

Dstr,ton E0panson as per ann,a- p-an.

Ens,re s,pp-%5 *o/era&e5 !re9,en*%5 n/entor% -e/e- an$ 4ana&n& then!rastr,*t,re.

Ens,rn& a$e9,ate 4er*han$sn& n ter4s o! pro$,*t /s-t% an$ $sp-a% o!POS.

Sa-es Fore*astn&J MIS &eneraton.

T4e-% RS *-a4 s,4sson.

Ens,rn& RS n!rastr,*t,re n/est4ent an$ +orkn& as per =o4pan% nor4s.

On the )o trann& to the RSSMs

Spee$% response to *o4pettonJ Sa-es pro4otona- a*t/tes.

Pro4pt Market !ee$a*k to 4ana&er.

=ontro- $a4a&es an$ 4antann& sto*k h%&ene at RSJ Reta- -e/e-s

Fs*a- $s*p-ne +th respe*t to RS *-a4s ,$&ets appro/e$ ? T?E *-a4s.

C. ADDITIONAL) OCCASIONAL R ESPONSIBILITIES: $#3te8 #! "8e "= p#"#t9

Proper reportn& to Mana&er5 re&ar$n& PFA re-ate$J sa4p-e p*kn& a*t/t% n the 4arket.

D. -OB SPECIFICATIONS:

E847at#"!: Gra$,ate

E@pe#e!7e: (


45/46

S#$$3) A5#$#t#e3:

Assert/e

Pro*ess $r/en

Ana-%t*a-

Goo$ =o44,n*aton

IPR +th reta-ers5 $str,tors5 *o+orkers

Fo--o+ ,p sk--s

W--n&ness to 4p-e4ent J -earn

E. SCOPE OF -OB:

AREA TARGET) MEASURE

#o-,4eJ T,rno/erJ Others 1Rs.2 A/era&e Rs. 7 Rs. (6 Lakhs per ann,4#o-,4eJ T,rno/erJ Others 1Unts2 6 MT (36 MT or 66 =ases o! Be/era&es

Pro!tJ Pro$,*t/t%J Others 1Rs.J

UntsJ Rato2

To $r/e Pro!ta-t% State4ents a-on& +th /aran*e

ana-%ss +th Boar$ Appro/e$ B,$&ets

Geo&raph*a- Span o! =ontro- Met" : Dstr,tors5 N"! Met" : Dstr*ts.

"OB DES=RIPTION

-OB INFORMATION:

-"5 H"$8e -"5 T#t$e: -4!#" E@e74t#e

C">pa!9: M.D.I.L L"7at#"!:

F4!7t#"!: MFS Ga8e:

F4!7t#"!a$ Rep"t#!%: ASM JSSE A8>#!#3tat#e Rep"t#!%: ASMJSSE

T"ta$ Rep"tee3 D#e7t) I!8#e7t: ')&6(

F. MAIN PURPOSE: 7apt4e3 e33e!7e "= the J"5 #! 5#e=

To $r/e nstt,tona- sa-es n the ass&ne$ terrtor%5 *o/ern& /aro,s *ate&ores o!

nstt,tons !or a-- the Mother Dar% Pro$,*ts

MAIN R ESPONSIBILITIES: $#3te8 #! "8e "= p#"#t9

@


46/46

A*he/e4ent o! sa-es tar&ets !or $!!erent *ate&ores o! pro$,*ts % ,-$n& an$

4antann& tra$e re-atons +th Ke% Instt,tona- A**o,nts thro,&h e0tens/e

pers,ason.

De/e-op4ent o! nstt,tona- Re$str,ton Sto*kst 1RS2 as per the p-an.

De/e-opn& Dre*t Sa-es Ponts at ke% nstt,tons.

Ens,rn& e!!e*t/e ser/*n& o! n$re*t nstt,tona- a**o,nts.

Ens,re e!!e*t/e *,sto4er ser/*e to the ke% a**o,nts n ter4s o! t4e-% $e-/er%5

*o4p-ant reso-,ton et*.

Ens,rn& 4antenan*e o! re*or$s +th respe*t to the Assets p-a*e$ n nstt,tons

an$ es*a-ate te*hn*a- pro-e4s to the BDO.

Ens,re t4e-% re*o/er% o! pa%4ents !or $re*t *o4pan% A**o,nts.

G. -OB SPECIFICATIONS:

E847at#"!: Gra$,ate +th pro!essona- $p-o4a

E@pe#e!7e: > ' %ears.

Ta#!#!%: =o44,n*aton Sk--s ? Pro$,*t Kno+-e$&e

S#$$3) A5#$#t#e3:

Spe*a-;e$ nstt,tona- sa-es han$-n& sk--s.

Ke% a**o,nts han$-n&.

De/e-opn& pro!essona- re-atons +th h&h pro!-e nstt,tona-

,%ers.

H. SCOPE OF -OB:

AREA TARGET) MEASURE

#o-,4eJ T,rno/erJ Others 1Rs.2 @ =rores

#o-,4eJ T,rno/erJ Others 1Unts2 A/era&e ( MT

Pro!tJ Pro$,*t/t%J Others 1Rs.J UntsJ Rato2

Geo&raph*a- Span o! =ontro- Metro J Dstr*ts

Documents

97998143 Project Report HR