Manish Sip Project 1171270020

7/27/2019 Manish Sip Project 1171270020

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Summer Training Report

on

Consumer perception of the Marketing Mix of SudhaDairy products, Barauni

IIMT College Of Management

Greater Noida (U.P.)

SUBMITTED IN PARTIAL FULLFILMENT OF

MASTER IN BUSINESS ADMINISTRATION (MBA)

2012-2014

Submitted by

Suman kumar

Univ. Roll no.:-1271270089

Under the Guidance of

Mr. Rupesh Kumar Mr.RK TomarAsst. Marketing Manager Asst. Professor

DRMU, Barauni IIMT College of Management(External Guide) (Internal guide)


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DECLARATION

I hereby declare that, the project entitled

Consumer perception of the Marketing Mix of Sudha Dairy products,Barauni

Assigned to me for the partial fulfillment of MBA degree from MAHAMAYATECHNICAL UNIVERSITY, GREATER NOIDA (U.P.) The work is originallycompleted by me and the information provided in the study is authentic to thebest of my knowledge.

This study has not been submitted to any other institution or university for the

award of any other degree.

Suman kumarMBA 3rd SEM

University Roll No. 1271270089


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ACKNOWLEDGEMENT

Grat itude is the hardest of emotion s to express and one often does no t

f ind adequate words to co nvey what one feels and try ing to express i t

The present project file is an amalgamated of various thoughts and experiences.The successful completion of this project report would have not been possiblewithout the help and guidance of number of people and specially to my projectguide in the company MR.RUPESH KUMARtake this opportunity to thank allthose who have directly and indirectly inspired, directed and helped me towards

successful completion of project report on

Consumer perception of the Marketing Mix of Sudha Dairyproducts, Barauni

I am also immensely indebted to my project guide NARESH SHARMA, for his

illumining observation, encouraging suggestions and constructive criticisms,

which have helped me in completing this research project successfully.

There are several other people who also deserve much more than a mere

acknowledgement at their exemplary help. I also acknowledge with deep sense

of gratitude and wholehearted help and cooperation intended.

Suman kumar


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PREFACE

Summer Training is the bridge for a student that takes him from his theoretical

knowledge world to practical industry world. The main purpose of industrial visit

is to expose for industrial and business environment, which cannot be possible in

the classroom.

The advantages of this sort of integration, which promotes guided to corporate

culture, functional, social and norms along with formal teaching are numerous.

1) To bridge the gap between theory and practical.

2) To install the feeling of belongingness and acceptance.

3) To help the student to develop the better understanding of the concept

and questions already raised or to be raised subsequently during their

research period.

The present report gives a detailed view of the Consumer perception of theMarketing Mix of Sudha Dairy products, Barauni

The research is definitely going to play an important role in developing anaptitude for hard self-confidence.


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INDEX

Contents Page no.1) CHAPTER-1 09

INTRODUCTION TO DAIRY INDUSTRY 10-24

DAIRY INDUSTRY IN INDIA

SUDHA DAIRY COMPANY

Scope of Sudha in dairy industryORGANIZATIONAL STUDY OF BARAUNI DAIRY 25-55

Milk testing department

Pasturation department

Production department

Packing department

Marketing department

Finance department

SWOT analysis of BARAUNI dairy

2) CHAPTER -2 56

OBJECTIVES OF THE STUDY

3) CHAPTER-3 58

RESEARCH METHODOLOGY

4) CHAPTER-4 64

ANALYSIS AND INTERPRETATION

5) CHAPTER-5 76

FINDINGS

6) CHAPTER-6 78

CONCLUSION

7) CHAPTER-7 80

SUGGESTION&RECOMMENDATIONS

8) CHAPTER-8 82

LIMITATIONS

BIBLIOGRAPHY 84 ANNEXURE 86

Questionnaire 87


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CHAPTER-1

INTRODUCTION


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INTRODUCTION

The dairy sector in the India has shown remarkable development in the past

decade and India has now become one of the largest producers of milk and

value-added milk products in the world. The dairy sector has developed

through co-operatives in many parts of the State. The State had 73 milk

processing plants. In addition to these processing plants, 123 Government and

33 co-operatives milk chilling centers operate in the State. Dairy is a place where

handling of milk and milk products is done and technology refers to the

application of scientific knowledge for practical purposes. Dairy technology has

been defined as that branch of dairy science, which deals with the processing of

milk and the manufacture of milk products on an industrial scale. In developeddairying countries such as the U.S.A. whereas the rural areas were identified for

milk production, the urban centers were selected for the location of milk

processing plants and product manufacturing factories. These plants and

factories were rapidly expanded and modernized with improved machinery and

equipment to secure the various advantages of large-scale production.

India has the highest livestock population in the world with 50% of the buffaloes

and 20% of worlds cattle population. Most of these are milk cows and milk

buffaloes. Indias dairy industry is considered as one of the most successfully

developed industries from post independence period.

Dairy industry is dominated by the cooperative sector; about 60% of the installed

processing capacity is in the cooperative sector. Dairy cooperatives account for

the major share of processed liquid milk marketed in India.

Milk is processed and marketed by 170 milk producers cooperative unions,

which federate into 15 state cooperative milk marketing federations. Prominent

states in producing dairy products are;


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Uttar Pradesh, Punjab, Haryana, Rajasthan, Gujarat, Maharashtra, Andhra

Pradesh, Tamil- nadu and Karnataka.In India, dairying has been practiced as a

rural cottage industry since the remote past. The high cost of milk production,

problems of sanitation etc., restricted the practice; and gradually the family cow

in the city was eliminated and city cattle were all sent back to the rural areas.

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 organized 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 lessexpensive and crops could be grown more economically.In India, the market milk

technology may be considered to have commenced in 1950, with the functioning

of the Central Dairy of Aarey Milk Colony, and milk product technology in 1956

with the establishment of AMUL Dairy, Anand.

More than 2,445 million people economically active in agriculture in the world,

probably 2/3 or even more of them are wholly or partly dependent on livestock

farming. India is endowed with rich flora & Fauna & continues to be vital avenue

for employment and income generation, especially in rural areas. India, which

has 66% of economically active population, engaged in agriculture, derives 31%

of Gross Domestic Product GDP from agriculture. The share of livestock product

is estimated at 21% of total agricultural sector.

INDIAN DAIRY INDUSTRY (NDDB):-

National Dairy Development Board, an institution of national importance was

setup by the Government of India to promote plan & organize programmers fordevelopment of dairy & other agriculture based & allied industries along co-

operative lines on an intensive & nationwide basis.


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Barauni Co-operative Milk Marketing Federation

Barauni Co-operative Milk Marketing Federation (DRMU) is India's largest food

products marketing organization. It is a state level apex body of milk co-operative

in Barauni which aims to provide remunerative returns to the farmers & also

serves the interest of consumers by providing quality products which are good

value for money.


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Barauni was one of the milk shed identified under `Operation floodI (OF-01)

for implementation of the programmed. A hundred thousand liters per day

capacity Feeder Balancing Dairy (FBD) and 100 MT per day Cattle Feed Plant

(CFP) were set up under this Programme.A corporation known as Bihar State

Dairy Corporation (BSDC) was formed in the year 1972 for speedy and effective

implementation of the operation flood Programme in the state. The Dairy

Corporation was to develop the Dairy Cooperatives both at the village level and

milk shed level on Anand Pattern and it was expected that the milk shed level

cooperative would take over the entire infrastructure created in due course.

The corporation positioned a multi disciplinary Procurement & inputs wing in

1975 after their recruitment and training a Spear Head Team (SHT) was deputed

from National Dairy Development Board (NDDB) from the same year for

helping the Corporation in-organizing and developing the Cooperatives through

the progress in the initial years was encouraging, the programme, for obvious

reasons could not achieve the goals for which it was established.

Subsequently, the State Government felt it worthwhile to request the National

Dairy Development Board (NDDB) for taking over the infrastructure created on

management basis. The National Dairy Development Board (NDDB) took

over the management to the infrastructure with effect form 1st October 1981

under the banner of Barauni Dairy Project (BDP).

PROGRSS OF BARAUNI DAIRY PROJECT: The National Dairy Development

Board (NDDB) immediately after taking over the project positioned an integrated

Spear Head Team (SHT) to restructure the milk procurement activities and also

for streamlining the work of the Feeder Balancing Dairy(FBD) and Cattle Feed

Plant(CFP). Under the management of NDDB the project had not only made

excellent progress but had been able to establish the fact that the Cooperatives

could function equally well in Bihar too and what is essential is the proper

atmosphere guidance.

Along with the organization of milk procurement activities and

management of both the plants Feeder Balancing Dairy(FBD) and Cattle

Feed Plant(CFP) on commercial lines, National Dairy Development Board

(NDDB) took special care to develop the Barauni Dairy Dugdh Utpadak Sahkari

Sangh Ltd. (BDDUSS), the milk shed level cooperative for taking over the

project once the National Dairy Development Board (NDDB) withdraws its

management. National Dairy Development Board (NDDB) handed over the

arrangements of Barauni Dairy Project (BDP) to Barauni Dairy Dugdh Utpadak

Sahkari Sangh Ltd.(BDDUSS) with effect from 1st

July, 1998.


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SUDHA IN INDIA

A new organization Bihar State co-operative milk producer federation limited

came into existence to implement the project and the actual field work was taken

up in 1983. the project originality to complete within 3 years by the end of 1986

and was closed in 1988. After extending of the project period twice each time by

one year the project was implemented 8 districts of Bihar namely Patna, Barauni

(Begusarai), Bokaro, Samastipur, Ranchi, Jamshedpur, Muzzafarpur and

Barauni.

The Sudha Diary of Bokaro district co-operative milk process societies limited

has 22 years back in the name of compfed. Sudha dairy is also approving by the

National Dairy Development board.

Any dairy industry has some important section as like:-

Milk reception section

Quality control section

Processing and packing section

Store keeping section

Marketing section

Administration section

Cleaning section


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VISION & MISSION

Vision

To creates a world class selling.

Mission

To refresh the world in mind, body and spirit.

o inspire moments of optimism through our brands and our action.

To create value and make a difference everywhere we engage.


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GOVERNMENT POLICIES

&

INCENTIVES


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Government policies related to DAIRY industries

The industrial development and regulation act of 1951 discouraged the

new entrants in the industry but now anyone can enter in the dairy industry

for their respective business.

Suitable price environment is created which is the main factor for the

growth of dairy industry.

Recently India has put a ban on import of Chinese dairy products.

The milk and milk products order was amended in 2003 and emphasized

on hygiene , quality and food safety of milk and milk products.

Adopting ISO certification & HACCP programmes.

GOVERNMENT INCENTIVES

The village level primary dairy cooperative societies are exempted from

payment of income tax.

However district and state level cooperatives are levied income tax @35%

Union government has decided to provide subsidies to all cooperative milk

marketing institutions for switching over to natural vanilla as a flavored

ingredient in their various milk based products.

In yet another step towards fighting against inflation the govt. has

withdrawn export incentives on skimmed milk & other dairy products.

Benefits provided under Vishesh Krishi Gram Udyog Yojna (VKGUY) &

focus market scheme have been withdrawn for export of skimmed milk

products, casein (milk protein) & other milk products.


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Company Profile

Sudha has developed wide marketing network to increase its sell in the market.

Sudha is providing quality products to its customers and has gained very good

faith and is appraised very much by the consumers for its good quality products.

Though there are many types of products in the market, this Barauni Dairy is

mainly processes milk. Sometimes according to the need/demand curd, lassi,

misthi dahi, and paneer are also processed.

To sell its products, the firm has divided the whole Barauni district in two zones-

A) North Barauni zone &

B) South Barauni zone.

There are different distributors in these zones. Through these distributors product

is transferred to the 200 retailers and different 47 Sudha outlets and also some

other shops.

They provide directly to customer if they given a special order to marketingsection. They will take a advance order if any function is happening in future.

Function like marriage, government meeting, fair, or any party occasion.

Funds for outlet are provided from district administration.

Milk is supplying in some dist as Jahanabad, Aara, Aurangabad, and some part

of Nawada.

Per month net profit is 1-2 lakhs of Barauni unit, Barauni.

As a marketing point of view they will conduct a market survey in a interval of

every two month. Survey regarding to its new product development, availability of

product, price suitability, improvement in product, customer satisfaction, interest

of costumer in a particular product in a particular zone. Due to this they have a


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com-lined department they will receive complain from customer after that they

will consult directly to customer area from which they are belong, they will

conduct a special survey on that particular area. Or they will communicate byphone. If customer have a problem regarding to supply of bad milk, then

organization will consult to that outlet or particular retailer. In a short way any

how Sudha dairy wants to his customer satisfaction, in a marketing point of view

this is a excellent marketing strategic plan. Because of this Sudha dairy has

monopoly in market. on the basis of market it has two seasons.

1st

one is on season that means highly milk demanded season, because off

marriage time. The period of this season is April to June month and November to

January month. In this time production of milk is about 40,000 to 60,000 liters per

day, which is against the production capacity of Barauni dairy. Production

capacity of milk in Barauni dairy in approx 25,000 liter per day.

2nd

one is off season that means regular milk demanded time. In this milk

production is approx 20,000 to 25,000 liter every day. During the time of season

they are facing scarcity of milk; because of this as time to time they are using

milk powder for balancing the demand and supply in market .I think this is good

marketing technique. I hope Sudha dairy will maintain his monopoly in future

also.


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INTRODUCTIONOFSUDHADAIRY

The Bihar State Co-operative Milk Producers Federation Ltd. (COMPFED) was

established in 1983 as the implementing agency of operational Flood programme

of dairy development on Anand pattern in Bihar.


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COMPFED

The Bihar state Co-operation Milk Producers Federation Ltd. Established in 1983

as the implementing agency of operation Flood programme of dairy development

on Anand Pattern in Bihar.

Area of operation: There are six districts level milk producers co-operative

unions affiliated to the milk Federation. These milk unions are covering twenty-six

districts and in five districts are begin covered by the federation. Different milk

unions which are organizing the DCS network in these districts are as follows.

1. Vishal Patlipura milk union, Patna:

Covering- Patna, Vaishali, Nalanda, Saran and Sheikhpura districts .

2. DR milk union Barauni:

Covering -Begusarai, Khagaria, Lakhisarai, and part of Patna districts.

3. Tirhut milk union Muzaffarpur:Covering- Muzafferpur, Sitamarhi, Sheohar, East champaran, West

champaran, Siwan and Gopalganj.

4. Mithali milk union Samastipur:

CoveringSamastipur, Darbhanga, and Madhubani districts.

5. Shahabad milk union Ara:

Covering-Bhojpur, Buxar, Kaimur and Rohtas districts.

6. Vikramshila milk union Bhagalpur:

Covering-Bhagalpur, Mugar, Banka and Jamui districts.

POP

(Point of Purchase)

1. On the Macro level-Mall, City Market.

2. On the Micro level-Retailers.

3. It is also called point of sale/purchase.

4. Main focus on the Market.

5. On high or, reasonable margins


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TOMA

(Top of mind Awareness)1. Business

2. It is types of surveys are unaided and unaltered.

3. No help, hints or, business name offered to research respondents.4. All answers recorded by respondents (18 or, over) & only one in a family.

OPERATION FLOOD

1. Operation flood is called white revolution.

2. Increase milk production.

3. Fair prices for consumers.

4Ps related to milk marketing1. Product

2. Price

3. Place

4. Production

DIRECT MARKETING

Implement in 3 phases.

Phase-I (1970-1980)

1. Skimmed milk powder & Butter ail denoted by the European Union.

2. 1st

phase 18 of Indians premier milk sheds with consumers in Indias major

metropolitan cities.

3. Completed in 1975 about 9 years 1970-1979 RS. 116 crores.

Phase-II(1981-1985)

1. 18-136 milk sheds and 42, 50,000 milk producers worded.

2. Milk powder production 22,000 tones.

3. 1, 40,000 tones increased in 1989.


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Phase-III(1985-1996)

1. 30,000 new dairy co-operations

2. 173 milk sheds picked.

3. 42,000 existing societies.

DSC Organizations And Memberships

Sudha milk and milk product has become a symbol ofquality. As on date nine out of ten dairy p

9001:2000 and HACCP: IS: 15000:1998 certified.


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SCOPE OF SUDHA IN DAIRYINDUSTRY

Sudha is based on absolute ground level of marketing company was responsiblefor the dairy and milk revolutionary in the late of 1940s and the villagers andfarmers from different regions of Gujarat and bring the operation flood. Sudhahas various products and has distinction of having every possible dairy product inits product line. The secret behind Sudhas success is the constant innovationwith superior quality in its products.Sudha divides its strategic plan in 5 steps:

1) Mapping the market2) A value identification3) Segment the market /Audit4) Understanding the actual customers5) Also concentrate in Niche marketing

(1) Before starting the production Sudha locate the market of any place inIndia as well as abroad. They spot out or highlight that portion of the market atwhich demand is reasonable.

2) After mapping it, the second important step, there economical backup orresponse from the customers counted on. The market strategy of Sudha is thatthey calculate the possible return that may come from the product.

3) Segmentation of market is the main source of success for any high profilebusiness. A company like Sudha cannot proceed for any production; they have tosegment the market properly & practically. After that their outcome will resemble

with the expected one.

4) Almost the whole Indian market is dominated by Sudha. They are trying tocapitalize, before launching of any product by Sudha they must realize hat whattheir potential customers are expecting from them so, in this way Sudhacompany very much conscious about their customer.

5) Niche marketing is another innovative outcome of latest concept and whichadopted by Sudha. To be successful in todays competitive arced; a companymust capture the minute or small segment of any huge market. It order to dothat, the marketing structure of company must be very choosy & intellectual. So

that it can reach upto that small segment. By capturing such segment Sudha isacquiring huge market.


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INDUSTRY OVERVIEW

EVOLUTION OF DAIRY INDUSTRY

Today much of the south faces the implications of sharply altered economic

policies, many of which focus on capital-intensive investment that largely serves

urban-sector requirements. In this context, it is imperative to find ways in which to

advance South-South technology transfer, particularly technologies that directly

improve the economic welfare and quality of life in rural areas. In this respect,

India was fortunate to have been the first country to gain independence from

colonial rule, In more than 40 years of independence, experiments have been

made w2ith a number of approaches towards deve3loping the dairy industry and,

as a consequence, it is possible that the Indian experience may hold lessons of

interest and use too many of those concerned with balanced and sustainable

developed. It should be made3 clear that Indias experience is by no means the

only one possible. While there is definitely something to share, much can also be

learned from the experience of others. One lesson is mandatory, however:

success in dairying, or in any other agricultural field, depends on ensuring that

control of the resources created remains with the producers.

An instrument of social and economic change, In India, dairying is recognized as

and instrument for social and economic development. The nations milk supply

comes from millions of small producers, dispersed throughout the rural areas.

These fr4amers maintain an average herd of one or two mulch animals,

comprising cows and buffaloes. The animals nutritional requirements are largely

met by agricultural waste and by-products (Gupta, 1987). Ample labour and a

small land base encourage farmers to practice dairying as and occupatio9n

subsidiary to agriculture. While income from crop production is seasonal, dairying

provides a stable, year-round income, which is an important economic incentive

for the small framer to take to dairying.

Milk production in India is dominated by small and marginal landholding framers

and by landless labourers who, in aggregate, won about 70 percent of the

national milch animal herd (Gupta, 1983).


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SCOPE FOR FOREIGN INVESTMENT:

India's dairy sector offers a good opportunity to NRI and foreign investors in and

around India. The region around India is a land of opportunity for foreign

investors looking for new and expanding markets. Growth prospects in the dairy

sector are bright. Key elements of free market system, raw material (milk)

availability, an established infrastructure of technology and supporting manpower

are in place. Among several areas of potential participation, India offers foreign

investors a well balanced package of fiscal incentives for exports and financial

investments. It includes complete tax exemptions and tax holiday. Foreign

investors have a wide choice in entering industrial, financial or service sector of

the dairy industry in the country. As we approach the last few years of the

century, it is appropriate to look back at what India's dairy Industry has achieved

as also look forward to the 21st century, its challenges and opportunities. Before

we look to the future, we should acknowledge the contributions of those who

have made possible today's self-sufficiency in India's milk production. Our bottom

line is our people. Value for us is the quality of life of millions of farm families.

TECHNICAL INPUTS AND MILK ENCHANCEMENT PROGRAMME

Various technical inputs to milk producers in a phases minor of milk production

enhancement programme and they are classified as follows.

1: SUPPLY OF MILK TO URBAN CONSUMERS

The dairy suppply double toned milk to the urban consumers. Milk is packed in

all proof polythene bags [1/2] with fat and SNM 9% and supply to jahanabad

distt. And Nawada distt. And local market milk is sold both morning and evening


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through higher trucks with a view to make the milk availability in the major part of

the day at comparitively cheaper price.

2. PRODUCTION OF MILK PRODUCTS:

This is the only dairy manufacturing table butter in south Bihar. The VIJAYA

table butter is being marketed by this dairy in the major cities of country and has

the goodwill of consumers. Each product has a separate production sell. All the

machine and equipment are located within the dairy.

3. ARTIFICIAL INSEMINATION SERVICES:

The dairy having a sperm production center and is maintaining 20 murrah bullafor semen every year it is running 140 artificial inseminations centers at various

society workers after giving training them in veterinary first in artificial

insemination. They have initiated action of strengthen the semen banks or

produce one lack tones of murrah semen every year from 1993 onwards murrah

bull breeding are also distributed to some of the societies where there is no

possibility of opening unions aid equipments medicines liquid nitrogen containers

and other co operative society on free of cost .This union is giving incentives to

the artificial insemination workers for each artificial insemination tones Rs. 3/-

and Rs 5/- for each confirmed pregnancy and Rs 12/- per each artificial

inseminations calf born. They are extending this facility o all societies where

vatenairy institutions are not there.

4. CATTLE INSURANCE:

As discretionary inputs unions have undertaken milk cattle insurance on a

massive scale. The dairy in insuring the milk cattle of our milk producers with a

confessional premium at the rate of 3%. Out of premier amount 113rd is born by

society and milk producer has to bear only 113rd of the premium. They insuring

5000 to 6000 milk animals in every year.


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5. PROVIDING INCENTIVE TO SOCIETIES:

The remain is provides a matching contribution of Rs 5000 to every society as a

contribution to its building testing equipments have been provided to the

societies after. Standardization on no profits no loss basis by the union.

6. ANIMAL HEALTH /DUSEASE CONTROL:

The dairy is providing free of veterinary facilities, veterinary clinic to meet to

needs of the milk producers. Medicine also supplied at free of cost. Free

vaccination is also implemented by this dairy as a measure of prevention from

contagious diseases.


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BARAUNIDAIRYORGANIGATOINSTRUCTURE

K.K.SHARMA(EXCUTIVE.OFFICER)

A.KPANDEY(MANAGEMENT REPRESENTATIVE/FINANCE DEPARTMENT)

SANTOSHKUMAR(MARKETING DEP.)

J.RAI(MARKETINGASST)

NITISHGOSHWAMI(JR.MARKETING OFFICER)

JOB ON CONTRACT: BRAJBHUSHANKR.NIRALA(COMPUTER IN CHARGE)

RAJU(COMPUTER OPERATOR)

SUDAM(SERVICE BOY)


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MILK TESTING DEPARTMENT

Milk testing and quality control is an essential component of any milk processing

industry whether small, medium or large scale. Milk being made up of 87%

water is prone to adulteration by unscrupulous middlemen and unfaithful farm

workers. Moreover, its high nutritive value makes it an ideal medium for the rapid

multiplication of bacteria, particularly under unhygienic production and storage at

ambient temperatures. We know that, in order for any processor to make good

dairy products, good quality raw materials are essential. A milk processor or

handler will only be assured of the quality of raw milk if certain basic quality tests

are carried out at various stages of transportation of milk from the producer to the

processor and finally to the consumer.

TECHNIQUES USED IN MILK TESTING AND QUALITY CONTROL

1. Milk sampling

Accurate sampling is the first pre-requisite for fair and just quality control system.

Liquid milk in cans and bulk tanks should be thoroughly mixed to disperse the

milk fat before a milk sample is taken for any chemical control tests.


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2. Milk samples for chemical test

Milk samples for butterfat testing may be preserved with chemicals like

Potassium dichromate. Milk samples that have been kept cooling a refrigerator or

ice-box must first be warmed in water bath at 40 C, cooled to 20C, mixed and a

sample then taken for butterfat determination. Other preservative chemicals

include Sodium acid at the rate of 0.08% and Bronopol used at the rate of 0.02%.

3. The Gerber Butterfat test

The fat content of milk and cream is the most important single factor in

determining the price to be paid for milk supplied by farmers in many countries.

Also, in order to calculate the correct amount of feed ration for high yielding dairycows, it is important to know the butterfat percentage as well as well as the yield

of the milk produced. Butterfat tests are also done on milk and milk products in

order to make accurate adjustments of the butterfat percentage in standardized

milk and milk products.

Apparatus for DF test:

Gerber butyrometers, 0-6% or 0-8% BF Rubber stoppers for butyrometers

10.94 or 11 mls pipettes for milk

10 mls pipettes or dispensers for Gerber Acid

1 ml pipettes or dispensers for Amyl alcohol

stands for butyrometers

Treatment of samples

Fresh milk at approximately 20C should be mixed well. Samples kept cool for

some days should be warmed to 40C, mixed gently and cooled to 20C before

the testing.


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Procedure:

Add 10 mIs sulphuric acid to the butyrometer followed by 10.94 or 11 mls of well

mixed milk. Next add 1 ml of Amyl alcohol, insert stopper and shake the

butyrometer carefully until the curd dissolves and no white particles can be seen.

Place the butyrometer in the water bath at 65C and keep it there until a set is

ready for centrifuging. The butyrometer must be placed in the centrifuge with the

stem (scale) pointing towards the centre of the centrifuge.

Spin for 5 min. at ll00 rpm.

Remove the butyrometers from the centrifuge.

Put the butyrometers in a water bath maintained at 65C for 3 min. before taking

the reading.

The fat column should be read from the lowest point of the meniscus of the

interface of the acid-fat to the 0-mark of the scale and read the butterfat

percentage.

APPEARANCE OF THE TEST

The color of the fat column should be straw yellow.

The ends of the fat column should be clearly and sharply

defined.

The fat column should be free from specks and sediment.

The water just below the fat column should be perfectly clear.

The fat should be within the graduation.


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The Lactometer test

Procedure:

Mix the milk sample gently and pour it gently into a measuring cylinder (300-500).

Let the Lactometer sink slowly into the milk. Read and record the last Lactometer

degree (L) just above the surface of the milk. If the temperature of the milk is

different from the calibration temperature (Calibration temperature may be=20 0C

) of the lactometer, calculate the temperature correction. For each C above the

calibration temperature add 0.2L; for each C below calibration temperaturesubtract 0.2 L from the recorded lactometer reading.

Sample Milk temperature Lactometerreading

Correction True reading

No.1 17 C 30.6 L - 0.6 L 30.0 L

No.2 20 C 30.0 L Nil 30.0 L

No.3 23 C 29.4 L + 0.6 L 30.0 L

PASTURATION DEPARTMENT


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Pasteurization conditions used for milk products

Pasteurization Type Typical ProductTypicalStorage

TemperatureHolding

Time

Batch, vat Milk Refrigerated 145F (62.8C) 30 min

"

Viscous products, orproducts with morethan 10% fat oradded sweetener

" 150F (65.6C) 30 min

"Egg nog, frozendessert mixes

" 155F (68.3C) 30 min

Continuous, hightemperature shorttime (HTST)

Milk " 161F (71.7C) 15 sec

"

Viscous products, orproducts with morethan 10% fat oradded sweetener

" 166F (74.4C) 15 sec

"Egg nog, frozendessert mixes

" 175F (79.4C) 25 sec

" " " 180F (82.2C) 15 sec

Continuous, higher heatshorter time (HHST)

Milk " 191F (88.3C) 1 sec

" " " 194F (90C) 0.5 sec" " " 201F (93.8C) 0.1 sec

" " " 204F (96.2C) 0.05 sec

" " " 212F (100C) 0.01 sec

Continuous,Ultrapasteurization

Milk and creamRefrigerated,

extendedstorage

280F(137.8C)

2 sec

Aseptic, ultra hightemperature (UHT)

MilkRoom

temperature275-302F

(135-150C)4-15sec

Sterilization Canned products " 240F(115.6C) 20 min


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PRODUCTIOM DEPARTMENT

Production dept. plays a vital role in the industry. In this dept. difference kind of

dept. kinds of milk products are prepared from their raw material. It is called as

input output process of the product. Meaning of PRODUCTION is simply that To

use material which is not in form to use but through systematically process- it

converts into finish products which can be use. The dept handles various

processes as RMRD, Processing, and Pouch Filling & Sterilized Flavored Milk.

For processing the milk, we have old and new process facility with different

capacities. The milk is passed through pasteurization, cream pasteurization

transferred to milk storage tank and cream storage tank, same procedure for new

process capacity. For pouch filling, various packing limits are available as per themarket requirement after standardizing the milk at the required Fat & SNF %.

Current pouch filling capacity is sufficient enough to provide for market demand.

As per the requirement from the market, SFM bottles are being filled and

dispatch from the plant. As per the standards required for SFM batch, the

pasteurized milk is being standardized and taken in the lot of 1200 liters batch,

sugar and approved Colors are being added to complete the bottle filling. Daily

inward of milk, pasteurization and standardization of milk, pouch filling and

dispatch and SFM bottle filling and dispatch records are being maintained at this

level.


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PANNER

SUDHA SPECIAL

KALAKAND

RASOGULLA

GULABJAMUN

PLAIN-CURD

LEDIKENI

BALUSAHI

NEW PRODUCT LAUNCHES


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OBJECTIVES:-

To add the value to the procured raw milk

To provide the nutritive diet to the consumers

To preserve the milk for longer duration

To manage the flow of milk

FUNCTION:-

To produce the value added milk products like Ghee, Butter, and Powderetc

To process the milk & allocate to various sections

To preserve the milk for longer duration

To manufacture milk powder to manage the excess liquid milk

To collect the milk available from various villages

To supply the excess liquidity milk to the needy expressive daries

To handled the chilling centers related activities.


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Milk flow process:-


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PACKINGDEPARTMENT

PROCESS FLOW CHART FOR POUCH MILK PACKAGING

MILK RECEPTION IN CAN AND TANKERS

INSPECTION ANDTESTING

UNLODING THROUGH ONLINE STRAINERS

CHILLING

RAW MILK STORAGE TANK

BALANCE TANK OF PASTEURIZER

CLARIFICATION

PASTURIZATION (76.C FOR 15 SECONDS)

OUTLET MILK


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PROCESS FLOW CHART OF PEDA PACKAGING

RAW MILK (FAT= 4.5%-4.6%, SNF = 8.6% - 8.7%)

CONDENSING IN KHOA MACHINE To 40% T.S OR BOILLING AND SLOW

STIRRING AT 1-1.5 KG/CMTILL 68-72% T.S CONCENTRATION 19-20%

OF MILK TAKEN

COOL KHOA MASS TO 60 c IN THE PAN

ADD SUGAR (? Rd OF KHOA OR 50% MILK T.S) AND CARDMOM

POWDER,0.1G/Kg OF PEDA . MASS MIX THROUGHLY IN PLANETARY

MIXER

TRANSFER PEDA MASS TO COLD ROOM .COOL TO 10-15 C

SHAPE AND MOULDING TO STANDARD SIZE OF 12.5g EACH

s.no. COMPOSITION AMOUNT

1 MOIST 15-16%

2 FAT 19-20%

3 SUGAR 20-30%

4 SNF 30-34%


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PROCESSFLOWCHARTFORLASSIPACKAGING

RAW / PASTEURIZED MILK (FAT - 4.5%, SNF - 8.5%)

HEATING TO 85 C THROUGH PHE OR IN MULTIPURPOSE VAT FOR 1-2UNITS

COOL TO 42 C IN JACKEDTED VAT

ADD PURE CULTURE 0.1% AT MILK

INCUBATE AT 42 C FOR 3 - 4 HOURS & CENTRAL MAXIMUM ACIDITY TO

0.5%

BREAK THE CARD AND PLUNGER VIGOUROULY . RAISE THETEMPERATURE TO 50 C

ADD SUGAR AND 28% OF THE CURD AND WATER 40% OF THE CURD

HOMOGENISE AT 150 -200 lbs PRESURE

PASTEURISE AT 80% AND COOL AT 4 C QUICKLY

STORE IN TANK AT 4 C

PACK IN 200 ml POLY POUCHES

STORE LASSI SACHETS AT < 4 C IN COLD STORAGE YIELD = 117 -

118%

COMPOSITION? FAT=3.1-3.2%

SNF=6.06.2%

SUGAR=1415%

ACIDITYMAXIMUM=0.7%


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PROCESSFLOWCHARTOFPANEERPRODUCTION

RAW PASRED MILK (FAT = 0.45 - 5.0 %, SNF = 8.5% )

HEATING TO 85 C IN PANEER VAT

COOLING TO 70 - 75 C

ADD 1% - 2% CITRIC ACID SOLUTION

BRING DOWN PRECIPITATE TO 5.3 - 5.4% GET CLEAR GREENISH WHITEPRECIPITATE

ALLOW COAGULENE TO SETTLE MAINTAIN

CONGULENE TEMPERATURE TO 70 C

DRAIN WATER AFTER 10 MINUTES

TRASFER COAGULEEN/CURD TO PANEER HOOP'S LINED WITH CLOTH , USE10 Kg HOOGS

PUT THE PANEER HOOPS UNDER 3.4 Kg/cm2 PRESSURE FOR 15-20

MINUTES.USE PANEER PRESS

TAKE OUT PANER BLOCKS AND DIP IN 4 C PASTEURISED CHILLED WATERFOR 2-3 HOURS IN

COLD STORAGE

PRODUCT YEILD = 15 - 17%

S.

NO. COMPOSITION AMOUNT1 FAT 58%

2 SNF 24-26%

3 MOIST 49-50%


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Responsibility&authority:-

Sales coordination of liquid milk, Butter milk & flavored milk. Sales

coordination of milk products to various COMPFED depots & their bulk

parties.

Sales coordination of milk products to Defense.

Liasioning with Government & legal agencies as & when required.

Liasioning with National Co-operative Dairy Federation of India Ltd

(NCDFI).

Activities

Milk, Butter milk, flavored milk sales: the liquid milk is sold in pouches, in

cans & tankers. The pouch milk will be supplied as per the requirement of

milk distributing agents.

The appointment of milk distributing agent

In case of an individual customer, milk, butter milk, chilled water is given in

union's cans vessel against cash payment basis. Product sales within

district including village co-operative societies: - the demand for ghee,

butter milk, chilled water etc, within the district is being met by selling the

products to the individual customer or institutional customers. The sale

may be done against cash payment or cheque or DD or credit sales

depending upon the party.

Export orders


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Sudha Product Rate Chart

S.No. Particular Pack Size Consumer

Pr.

1 Tonned Milk 1000 ml 30.00

2. Tonned Milk 500ml. 15.00

3. Standard Milk 1000ml. 40.00

4. Standard Milk 500ml. 20.00

5. Dtn. Milk 1000ml 20.00

6. M. Dahi 100gm. 9.00

7. Lassi 200ml 12.00

8. Ghee 500gm 170.00

9. Peda 250gm 44.00

10. Butter 500gm 140.00

11 Butter 100gm 28.00

12. Buter 50gm 15.00

13. Paneer 200gm 48.00

14. Kalakand 100gm 24.00

15. Gulabjhamun 100gm 32.00

16. Rasgulla 100gm 29.00

17. Surbati (Special) 100gm 22.00

18. Milk cake 250gm

55.00


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FINANCE DEPARTMENT

Finance Management is the part of the Managerial activity, which is concerned

with planning, and controlling of the firms financial resources. It is an applied

branch of general management it has to plan to organize and control the financeof the enterprise. Chief duties of financial management are planning and control

of corporate finance. Financial Management is called upon to take three major

decisions viz. Investment decision, financial decision, and dividend decision.

Financial Management involves the implementation of these three major

decisions it is an integral part of overall management rather than merely a staff

activity concerned with fund raising operations without sound management of

financial resources, business cannot achieve its objective and may occur heavy

losses. Thus financing management in charge of efficient planning and control of

the cycle of flow of funds inflow and outflow of funds.

Structure of Finance Management

Chairman

Managing Directors

General Manager

Deputy General Manager

Assistant General Manager

Senior ManagerManagers

Deputy Manager

Assistant Manager

Sr. Executive

Executive

Asst. Executive

Jr. Executive

Sr. Assistant

Assistant

Jr. Assistant

Clerk


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Steps for Financial Planning:-

Analysis of past performance

Establishing objective

Determine investment need

Forecasting cash flow

Financing

DRMU Dairy, Barauni

Balance Sheet

1 Apr. 2011 to 31st March 2012

Liabilities Assets

Capital Account 3,62,68,969.45 Fixed Assets 2,24,51,495.68

Loan(Liability) 1,45,26,354.19 Investment 1,75,91,151.009

Current Liabilities 94,66,849.89 Current Assets 2,66,97,906.83

Branch/Division 1,47,19,053.03 Profit &Loss a/c 82,40,673,05

Total 7,49,81,226.56 Total 7,49,81,226.56


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Profile of the respondents

Sub-Sampling profile:-

1) The age profile of the respondents was as under

INTERPRETATION: The abovegraph indicates that the age of respondents

varies from 5 to 60 years. Most of the respondents are of the age group of 30 to

40 years.

0

20

40

60

80

100

120

140

160

No. of

respondents


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2) The education profile of the respondent was as under

INTERPRETATION: The above graph shows that educated person are more

enjoying the SUDHA products compare to the illiterate persons so company cangive more emphasis on brand awareness programmers.

0

20

40

60

80

100

120

140

160

No. of

respondents


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ANALYSIS OF MARKET SURVEY :-

We did survey in several areas of BARAUNI AREAS ARE:-

1: Which products do you use regularly?

Products No. of respondents Percentage

Milk 4530

Lassi 18 12

Butter 3322

Peda 2416

Ghee 1711

All products 139

Total 150100


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2. Which milk producer company do you prefer?

Name of the milk No of respondents Percentage

Raj milk 20 13

Sudha 55 36.6

Amrit 25 16.6

local Milk man 50 33.33

Total 150 100

INTERPRETATION:The survey defines that milk man is a good competitor ofSudha dairy in Barauni area so Sudha should try to improve their managementqualities.

0

2040

60

80

100

120

140

160

No. of

respondents

percentage of

respondents


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3. Though which media you became aware about the milk producercompany (Sudha)?

Media type No. of respondentsPercentage

Television 45 30

News paper 45 30

Radio 25 16.66

other sources 35 23.34

Total 150 100

INTERPRETATION: This survey shows that 30% of the respondents became

aware of milk Producer Company through both TV & newspaper but 20.32%

aware from the relatives.

020

40

60

80

100

120

140160

No. of

respondents

Percentage of

respondents


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4. What do you think about the prices of SUDHA products, Is it?

Options No. of respondentsPercentage

Reasonable 55 36.66

Moderate 45 30

unreasonable 50 33.33

Total 150 100

INTERPRETATION: In this survey it is prove that 36.6% is happy with the Sudha

price & 33% is not happy with & 30% find the price of Sudha products to be ok.

0

20

40

60

80

100

120

140

160

No. of

respondents

Percentage of

respondents


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6. Which sub-brand of SUDHA milk do you use?

SudhaProducts No. of respondents Percentage of

respondents

Sudha gold 50 66.6

Sudha sakti 35 23.3

Sudha Healthy 20 13.3

Sudha smart 15 10

Sudha lite 10 6.7

Sudha Cow milk 20 13.3

Total 150 100

INTERPRETATION:Over 66% use Sudha gold, around23% use Sudha Sakti,

around 30% use Sudha healthy. While the use of Sudha Smart, Sudha Lite and

Cow milk are 10%, 6.6%, 13.3% respectively.

02040

6080

100120140160

No. of

respondents

Percentage of

respondents


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7. How do you find the taste of Sudha?

Options No. of respondents Percentage

Excellent 63 42

Good 57 38

Average 19 12.7

Below Average 7 4.7

Poor 4 2.6

Total 150 100

INTERPRETATION:42%of the users found a taste of Sudha to be excellent,

30% found to be good and only 12.7% found it to be average, while 4.7% found it

below average and 2.6% found to be poor.

020

406080

100120140160

No. of

respondents

percentage


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8. Are this Sudha product available on time?


Almost always 97 64.66

Most of the time 33 22

Some times 13 8.66

Never 7 4.67

Total 150 100

INTERPRETATION: 64.66% respondents always use the Sudha products, 22%respondents most of the time uses it, 8.66% uses it sometimes and 4.67%

respondents never use the products of Sudha.

0

20

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60

80

100120

140

160

No. of

respondents

Percentage of

respondents


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10. Does Sudha have sufficient verities of products?

Response No. of respondents Percentage

Sufficient 76 50.66%

Ok 54 36%

Less than requirement 16 10.66%Not sufficient 4 26.67%

Total 150 100%

INTERPRETATION:50.66% respondents said the verities of Sudha products are

sufficient, 36% said it is ok, 10.66% said it is less than requirement and rest

26.67 % people said the verities are not sufficient.

0

20

40

60

80

100

120

140

160

No. of

respondents

Percentage of

respondents


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FINDINGS1. From the above analysis it is clear that about 30% of the respondents

prefer milk ,12% opted for lassi ,22% prefer butter milk ,16% prefer

doodh peda and remaining 11% prefers ghee , 9% of respondents

prefer all the above.

2. The survey defines that milk man is a good competitor of Sudha dairy inBarauni area so Sudha should try to improve their management qualities.

3. This survey shows that 30% of the respondents became aware of milk

Producer Company through both TV & newspaper but 20.32% awarefrom the relatives.

4. In this survey it is prove that 36.6% is happy with the Sudha price &33% is not happy with & 30% find the price of Sudha products to be ok.

5. The above graph shows that 58% people buy Sudha products frombooth/ parlour. 20% people buy through home delivery& 22% buy from

general store , Thus supply through booths should be given importance

and company should open more booth for customers.

6. Over 66% use Sudha gold, around23% use Sudha Sakti, around 30%use Sudha healthy. While the use of Sudha Smart, Sudha Lite and Cowmilk are 10%, 6.6%, 13.3% respectively.

7. 42%of the users found a taste of Sudha to be excellent, 30% found tobe good and only 12.7% found it to be average, while 4.7% found it

below average and 2.6% found to be poor.

8. 64.66% respondents always use the Sudha products, 22% respondentsmost of the time uses it, 8.66% uses it sometimes and 4.67%

respondents never use the products of Sudha.

9. 59.33% respondents said the Sudha products are of excellent quality,18% respondents said it good,10% said it is average,7.33% said below

average and 5.34% said the products of Sudha is below average.

10. 50.66% respondents said the verities of Sudha products aresufficient, 36% said it is ok, 10.66% said it is less than requirement and

rest 26.67 % people said the verities are not sufficient.


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CONCLUSIONS

Bihar is very huge market of Sudhas product and it is the main player.

Most of customer prefers Sudha is product than other.

Sudha is top in the list of different brand in Barauni.

Best season for Sudha product is the time of festival like Durga puja,

Deepawali, ID, and Marriage ceremony.

In the month of May and June the school, colleges are usually closed in

this period so, the sale Sudha ice-cream is goes decreasing in this period.


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CHAPTER-7


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CHAPTER 8

LIMITATIONSOF

RESEARCH


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LIMITATIONSOFRESEARCH

Due to the time provided by the organization to conduct our project was

limited.

Organization was not leak out their actual data/information, as it may be

advantageous to the competitors.

The time provided was insufficient to cover all the departments of the

union.

Constraint of time due to busy schedule due of organization personnel.

It was not possible to go deep into the operation has some information

were confidential.

The employee did reply the question arises fully and effectively. This also

affected my study.

Analysis and interpretation of the report is purely based the manualprovided by the marketing department.


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Website of Sudha Dairy :

www.compfed.co.in

www.baraunidairy.org

Report of Health an Nutrition Department by Government of India.

Annual report of COMPFED

Marketing Management Book:-By R.L.Varshney

COMPFED Booklet

Journal of COMPFED
http://www.compfed.co.in/http://www.baraunidairy.org/http://www.baraunidairy.org/http://www.compfed.co.in/


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QUESTIONNAIRE OF CONSUMER SURVEY

SERIAL NO. :...................................................................

NAME OF CONSUMER :...

ADDRESS :MOBILE NO. :....................................................................

Email ID :

1. Which Products do you use regularly?

Products No. of respondents Percentage

Milk

Lassi

Butter

Peda

Ghee

All products

Total


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2. Which milk producer company do you prefer?

Name of the milk No. of respondentsPercentage

Raj milk

Sudha

Amrit

local Milk man

Total

3. Though which media make you aware about the milk producercompany?

Media typeNo. of

respondents Percentage

Television

News paper

Radio

other sources

Total


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4. What do you think about the prices of SUDHA products, Is it?


Reasonable

Moderate

unreasonable

Total

5. Where do you purchase milk products regularly?

Milk producer company No. of respondents percentage

Sudha booth/Parlors

Home delivery

General store

Total


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6. Which sub-brand of SUDHA milk do you use?

SudhaProducts No. of respondents Percentage

Sudha gold

Sudha sakti

Sudha Healthy

Sudha smart

Sudha lite

Sudha Cow milk

Total

7. How do you find the taste of Sudha?


Excellent

Good

Average

Below Average

Poor

Total


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8. Are this Sudha product available on time?


Almost always

Most of the time

Some times

Never

Total

9. What do you think about brand of Sudha?


Excellent

Good

Average

Below average

Poor

Total


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10. Does Sudha have sufficient verities of products?


Sufficient

Ok

Less than requirement

Not sufficient

Total

SIGNATURE OFCONSUMER SIGNATURE OF SURVEYOR


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Documents

Manish Sip Project 1171270020