Mayankar singh (Repaired).docx

CHAPTER-I

INTRODUCTION

Today India is The Oyster of the dairy industry ,It offer opportunities globe to

entrepreneurs worldwide ,who wish to capitalized on one of the world’s largest

and fastest growing markets for milk and milk products. A bagful of ‘pearls’ await

the international dairy producer in India .The India industry is rapidly growing , trying to

keep pace with the galloping progress around the world. As he expends his over

operation of India many profile option a wait him. He many transfer technology.

India’s dairy sector is expected to triple its production in the next 10 years in view of

expending potential for export to Europe and west. Moreover with WTO regulations

expected to coming to force in coming years all the developed countries which are among

big expert today would have to withdraw the support and subsidy to their domestic milk

products sector .also India today is the lowest cost producer of per liter of milk in the

world, at 27cent with the US63cent and Japan’s $28 dollars. Also to take advantage of

the lowest cost of production and increasing production in the country multinational

companies are planning to expend their activities here.

The urban market for milk products is expected to grow at an accelerated pace of

around 33% per annum to around Rs43,000 crores, by year 2005,the value of India dairy

produce is expected to be Rs 10,000 million .Presently the market is value at around

Rs7,00,000mn.

Analysis On Parag Distribution System

BACKGROUND

Indian dairy sector contributes the large share in agricultural gross domestic product.

Presently there around 70; 000village dairy cooperatives across the country. the co-

operative societies are federated in to 170 district milk production union; which is turn

has 22-state co-operative dairy federation. Milk production gives employment to more

then 72mn dairy farmers. In terms of total production, India is the leading producer of

milk in the world followed by USA.The milk production in1999-00 is estimated at 78mn

MT as compared to 74.5mnMT in the previous year. The production is expected to

increase to 81mn MT by 2000-01.Of this total produce of 78mn cows milk constitute

36mn MT while rest is from other cattle.

Although milk production has grown at a fast pace during the last three decades

milk yield per animal is vary low. The main reasons for the low are;

Lack of use of scientific mulching.

Inadequate availability

Unavailability of deter

Milk yield comparison

Country Milk Yield (Kg per year)

U S A 7002

U K 5417

CANADA 5348

NEW ZEALAND 2976

PAKISHTAN 1052

INDIA 845

WORLD AVERAGE 3234

SOURCE: Export prospects for agro based industries; trade centre Mumbai

Mayankar Singh 21106170070


Production of milk India

Year Production Per

capitalavailibilty(gms/day

1991-92 55.7 178

1992-93 58.0 182

1993-94 60.6 187

1994-95 63.8 194

1995-96 66.2 197

1996-97 69.1 202

1997-98 72.2 207

1998-99 75.5 213

1999-2000 78.3 217

2000-01 80.6 220

2001-02 84.4 225

2002-03 86.2 230

2003-04 88.1 231

2004-05 97.1 241

2005-06 97.1 233

2006-07 100.9 246

2007-08 104.8 252

2008-09 105.5 259

2009-10 109.3 265

2010-11 110.5 289

Source: DFPI Annual Report 1991-2010



FUTURE PROSPECTS

India is the worlds highest milk producer and all set to become the world largest food

factory. Incelebration India dairy sector is now ready to invite to NRIs and foreign

investor to find company a place for the mammoth investment project. Be it investors,

researchers entrepreurs or the merely curious-India sector has something for everyone.

Milk production is relatively efficient way of converting vegetable material into animal

food .dairy cow’s buffaloes goats and sheep can eat fodder and crop by products, which

are not eaten by humans. Yet the loops of nutrients energy and equipment required in

milk and handling inevitably make milk comparatively expensive food. Also if dairying

is to play is part in rural developments policies the price of milk producer has to be

remunerative. In a situation of of increase international price low availability of food aid

and foreign exchange constraint, large scale subsidization of milk conception will be

difficult in the majority of develop country.

The national dairy development board was created to promote fiancé and support

producer owned and controlled organization. NDDB’s programmers and activities seek to

strengthen farmer cooperative and support national policies that are favorable to the

growth of such institutions. Fundamental to NDDB’s efforts cooperative principles and

cooperative strategies.



MILK PRODUCTION

India’s milk production increased from 21.2 million MT in 1968 to88.1 melon MT in

2008-9

per capital availability of milk presently is 231 grams per day, from 112 grams per day in

1968-69

India’s 3.8 % annul growth of milk production surpasses the2% growth in production, the

net increase in availability is around 2% per year



OBJECTIVE

The purpose of research is discover answer to question through the application of

scientific procedures .The main aim of research is to find truth which is hidden and which

has not been discovered as yet. The market research was done with primary objective of

studying the role of PARAG providing parag product to the consumer easily &according

to their teste.major objective of my survey;

1. To know the actual demand of Parag products of various booths.

2. To know availability of Parag milk in the market.

3. To know the the margin satisfaction to agents

4. To know the consumer perception about the PARAG products and know the

positive &negative aspects of organization.

5. To known what is known image of organization in the market.

6. To known the why they purchase PARAG

7. To give suitable suggestion

8. To get the main finding base of questionnaire.

9. To know awareness of agent &consumer about Parag products.

10. To know SWOT or company strength, weakness, opportunity &threats)

11. To known distribution channel, and sales area of product.

12.To determine the appropriate delivery time of the Parag milk product.



LIMITATIONS OF STUDY

The edifice of the study entirely stands up on the pillar of information given by

respondent

Limitations applicable to the questionnaire method may be applicable to this

study, as biased answers, memory access variation, in cooperative and doubtful

approach.

The time for study was very short.

The secondary data available for comparative analysis is only for the period of

2010-2011

Due to various factors associated, the information provided by customer has its

own bias.



RESEARCH METHODOLOGY

Research is an organized enquiry designed and carried out to proved information for

solving a problem

Research methodology is away to systematically solve the research problem, It may be

under stood as a science of studies how research is done scientifically in study various

step that are generally adopted by researchers is study is research problem along with

logic behind them.

RESEARCH METHODOLOGY

In this chapter I present and discuss the Methodology of my research. I will discus my

choice of research purpose As well as my research strategy further, my data collected

method, Data analysis. Finally, i discuss the validity and reliability of my study.

PURPOSE OF RESEARCH: The Purpose Of an Academic Study Can be Exploratory,

Descriptive or Explanatory.

EXPLORATORY STUDIES

This type of study are practical if you wish to clarify your understanding of a problem

Have we should follow the exploratory studies describes as a method of Findings out

“What is happening; to seek new insights; to ask questions and to asses phenomena in a

new light”

DESCRIPTIVE STUDIES This type of study is appropriate when you wish to portray phenomena such as events,

situations or a process.

Furthermore, a descriptive study is also appropriate when the problem is Clearly

structured, but the intention is not to conduct research about the Connections between the



causes and symptoms. EXPLANATORY STUDIES this type of study is useful when u

wish to establish casual Relationship between variables. The emphasis in this sort of

study is to Examine a situation or a problem in order to explain the relationship Between

the variables. My study is based on Exploratory research where I had gone through

practical study as a survey on agent and consumer Sample:- The data has been collected

by selecting a sample size of 100 Sellers and 150 consumers, and various sampling

techniques has been Used to collect data. Sampling techniques which has been used in

Data is Random sampling.

Research design

The research design are calcified on the base offundamental objective of the research

Exploratory Research

1. Search of secondary data

2. Survey of knowledge

3. Case study

Conclusive Research

Descriptive and experimentation

DATA COLLECTED METHOD: :

PRIMARY METHOD OR RESEARCH

Primary data are those which are collection for the first time and are those original

characters. Primary data are in the shape of row mate rialto which statistical method is

applied for the purpose of analysis &interpretation primary are been collection in market

by three basic methods:

Survey of person

ObservationMayankar Singh 91106170070


Experiment

I have collection primary data by the method survey of person .Because of systematic

getting of data from respondents through questionnaire ,which is object oriented simple

accurate and systematic motivating to respondent and complete in information concern .

SECONDARY METHOD OR RESEARCH

Secondary method is the source of information from secondary ways such as Websites,

Books, Magazines, and Articles etc. I collected my data inboth ways Primary and

Secondary method.

Data Analysis Lucknow Milk Union LtdSurvey

Area- Gomti Nagar, Indira Nagar, Kapoorthala, Vikasnagar Data Analysis Lucknow

Producers Co-Operative Milk Union Ltd Survey

Area- Gomti Nagar, Indira nagar, Kapoorthala, Vikasnagar Agents Survey Report I Have

meet with around 100 sellers of milk and found theFollowing information from the

agent’s answer of the relevant questionnaire. These charts are made according to the

founddataDuringresearchon100questionnaire.ProductNofAgentsParag60Amul40

INTERPRATAION

Here I have taken sample size of agent’ is 100 to understand the total market share on

milk brand.



SOURCE OF DATA

Usually the information to solve the problem cannot be found in internet of publish

external record. The research must be depending on primary data, which are collected

scientifically for the study.

Data are mainly these types:

Primary Data

Primary sources refer to data collection directly from the market place like customer,

trades &suppliers. They are often reliable data source &help in over coming limitations

of secondary data.

Primary data is mainly of types

1 census

2 sample

Questionnaire - used for survey method

Interview schedule –used for exploratory research

Questionnaire:

This inmost important tool for data collection. A questionnaire contains question that

researcher ask his respondents to customer.

Question design Determine the objective of survey. Determine the type of questionnaire to use Decided on question of sequence Decided the length of questionnaire. Administrating the questionnaire.



Type of questionnaire

Open ended question – A type of question that require participants to response in her /his own word without

`being restricts to pre-define response choice is known as open ended question, open,

ended question are structure in the themselves All those proved for un structure response.

There is define structure in the arrangements’ of the questioning the questionnaire .The

help establishedresponce, gate information increased understand open ended question act

as memory prompt.

Close ended question

Question witch restrict the interview answer to pre- define response option are called

close ended .close ended give responded finite set a specified response to chooses from

such question are demand appropriated acts when the respondents has specific answer to

give when the research has pre define set answer to mind when detail narrative

information is not needed when there is a finite number of way to answer to question

Binary

Ranking

Choice

Demographic questionThere are necessary part of every survey .Responses to survey question can not to be

analyzed until they sorted out according to different charestrisitise pertaining to the study.

This aspect is true for survey that analysis response based on the demographic

characteristics of response, question related to age sex location occupation etc.



Sample:

As ample is selection of unit from entire group called population on universe of interest.

In market a sample is particular segment or part of market &it isfocusof marketing

decision, which many be applied to entire market.

Sample size:

To know the consumer perception about milk product and to determine the demand of

milk product in Lucknow .As ample size of 100 consumer has been taken. Sample

procedure How they are to be selected on reaching different booths the consumer who

appeared accessible with prospects of information where surveyed. We how no juddered

sample because consumers were fully cooperative &survey according to the desire of

consumer.



CHAPTER – II

COMPANY PROFILE

The common brand name of the company is ‘PARAG’ the meaning of PARAG is the

pollen of flower the slogan in the logo is:-

PURE NATURAL & GOOD HEALTH

Parag milk shed is situated in the Lucknow, the capital of Uttar Pradesh since

independence it has formed part of the traditional supply line of agriculture products from

the village to the big cities rich in its milk potential the milk shed has, in the source of

last few decades been thoroughly exploited by small traders and powerful contractors and

well organised private dairies. Thus while such intermediaries were retaining large

profits the rural milk producers found their position deteriorating day by day.

In 1950 a co-operative milk supply union was organised in Lucknow, which started

collecting milk from village and supplied to Lucknow and local markets.This milk union

continued function for about a decade, in the mean time Lucknow milk scheme was

established by government of India in 1959-60 to ensure chaeaper milk to the local

population in Lucknow.The scheme started operating through 12 chilling centres in

eastern Uttar Pradesh. These chilling stations were mainly coated in the district of

Lucknow, Barabanki, Raebareli, Kanpur, Unnao, Sitapur, etc. The milk was mainly

collected through contractors. 10 milk union were also found almost at the same time,

around each chilling center. These continued functioning in a rather lop-sided manner till

1977.Gradually all the milk union almost become disfunctioning and was supplying very

little quantity of milk during the years 1970-77. Obviously the contractors had monopoly

and collected major share of milk which was either supplied to L UCKNOW or to the

local population of the city.

This programme was launched in Uttar Pradesh in 1972 and the implementing agency in

the was pradeshik dairy federation limited was framed in the year. The basic idea was to

replicate and pattern societies in Uttar Pradesh. In august September 1972.



Organization of societies in Lucknow district was taken up bar out, Mohanlalganj,

Amausi blocks. A spear head team from national from national dairy development board

was posted in Lucknow, which started functioning from April 1978 with a team of 27

employees drawn from Lucknow milk 198 milk procurement cooperative societies by the

year 1981, when the operation flood-14 programme ended.

Feeded balancing dairy, Lucknow Producer’s Co-operative Milk Union Ltd was set up

under operation flood-1 programmer with the specific products. This dairy is situated in

the middle of Lucknow. The dairy was commissioned in April 1978 and processed the

liquid milk procured from the then milk shed comprising Lucknow, Raebareli, Barabanki

and Unnao.

The purpose of establishing feeder balancing dairy, Lucknow co was to provide

remuneration market for milk produced in the milk shed comprising district of Lucknow,

Barabanki, Raebareli, Kanpur and Sitapur as envisaged under operation flood-1 scheme.

Thus feeder balancing dairy was obelised to receive entire surplus milk from the rural

areas, through a network of milk coop. In 1078-79 the average handling of milk per day

at FBD-Lucknow Producer’s Co-operative Milk Union Ltd. Was 49,300 kg. With peak

handling of 1,04,950kg in the Feb.

In april 1981 Lucknow Producer’s Co-operative Milk Union Ltd. Launched pasteurized

whole milk packed in polythene sachet for local consumers. The supply of milk was

gradually extended to other local markets.

As the basic idea of establishing FBD- Lucknow Producer’s Co-operative Milk Union

Ltd. Was to convert surplus milk into various dairy- products, this activity started in

September 1978 with manufacture of skimmed milk powder and ghee. The

manufacturing of table butter was started from April 1981.



In view of milk production procurement and marketing potential of Lucknow Producer’s

Co-operative Milk Union Ltd, and expansion programme has been undertaken by

N.D.D.B.on turn basis. The target set is as under:

Increase processing capacity from 1lakh to 3.5 litres per day.

Increase power plant capacity from 10 tons to 40 tons per day.

Increase the capacity of ghee plant from 1.m.t to 4.m.t. per day.

Increase the capacity of butter manufacturing up to 16.m.t. per day.

The work of expansion has been complete in 1989.


The work of expanded dairy started functioning on full capacity in 991-1993 year. The

liquid milk and products are selling in the market in thr brand name of PARAG. The milk

product has been started by P.C.D.F. Lucknow. The sale of the milk has been carried out

Lucknow Producer’s co-operative milk union Ltd., Lucknow.

In the year 1983 P.C.D.F. Ltd. Started working under operation flood-II (white

revolution) scheme. Mostly milk union sahakari board werte connected under operation

flood-II, having the name Dughdh Utpadak Sahakari Sangh ( D.U.S.S.) Ltd. P.C.D.F.

Ltd. Takes royalty of common brand name PARAG and all the important policy taken by

Pradeshik Co-opearative Dairy Federation Ltd. i.e. Lucknow,Kanpur, Varanasi.

PARAG provides hygienic, nutritious milk and milk product. In the year 1983 opeartion

Flood-II scheme was launched, the main objectives of the operation flood were

following-

To collect the milk directly from the producers(villagers through society).

To ensure the supply of quality milk collected from the villagers which being sold

in the market area of the city.

To save the producers , villagers and the customers from the middleman.

The milk is collected firstly to the society level then it comes to D.U.S.S. level

finally it comes under the state level i.e. federation.Mayankar Singh 161106170070


ORGANISATION HIERARCHY

MARKETING DEPARTMENT


CHAIRMAN

BOARD OF DIRECTORS

GENERAL MANAGER

MARKETING

MANAGER

SUPERVISOR

FINANCE MANAGE

R

FACTORY MANAGE

R

QUALITY MANAGE

R

HR MANAGE

R


ABOUT THE ORGANIZATION


MARKETING

MARKETING RESEARCH ADVERTISING SALES


Name of the organization; Lucknow Production Co-operative Milk Union ltd

Address of the organization 22, Joplin Road, Lucknow

Established; 1938

Registration; 23 March 1938

First Dairy Inspector N.K Bhargva

Place of establishment Initially at char bag,

Shifted to Ganeshganj, Presently at 22, Joplin

Road, Lucknow.

Founder Ray Bhadur Gopal Lal Pandya

Administrator Mr. Chandra Bhanu

General Manager Mr. S.K.Prasad

Manager administration Mr.U.N. Singh

Marketing In charge Mr.V.K. Saxena

Marketing Manager Mr.Vishal Kumar

Mr.K.V.Yadav

Supervisor/Route In charge Mr. Yogendra Yadav

Mr. R.R.Dubey.

Mr. Mahesh

Mr. Gupta

The common brand name of the company is ‘PARAG’ the meaning of PARAG is the

pollen of flower the slogan in the logo is:-

PURE NATURAL & GOOD HEALTH

Parag milk shed is situated in the Lucknow, the capital of Uttar Pradesh since

independence it has formed part of the traditional supply line of agriculture products from

the village to the big cities rich in its milk potential the milk shed has, in the source of

last few decades been thoroughly exploited by small traders and powerful contractors and

well organised private dairies. Thus while such intermediaries were retaining large

profits the rural milk producers found their position deteriorating day by day.Mayankar Singh 191106170070


In 1950 a co-operative milk supply union was organised in Lucknow, which started

collecting milk from village and supplied to Lucknow and local markets.This milk union

continued function for about a decade, in the mean time Lucknow milk scheme was

established by government of India in 1959-60 to ensure chaeaper milk to the local

population in Lucknow.The scheme started operating through 12 chilling centres in

eastern Uttar Pradesh. These chilling stations were mainly coated in the district of

Lucknow, Barabanki, Raebareli, Kanpur, Unnao, Sitapur, etc. The milk was mainly

collected through contractors. 10 milk union were also found almost at the same time,

around each chilling center. These continued functioning in a rather lop-sided manner till

1977.Gradually all the milk union almost become disfunctioning and was supplying very

little quantity of milk during the years 1970-77. Obviously the contractors had monopoly

and collected major share of milk which was either supplied to L UCKNOW or to the

local population of the city.

This programme was launched in Uttar Pradesh in 1972 and the implementing agency in

the was pradeshik dairy federation limited was framed in the year. The basic idea was to

replicate and pattern societies in Uttar Pradesh. In august September 1972.

Organization of societies in Lucknow district was taken up bar out, Mohanlalganj,

Amausi blocks. A spear head team from national from national dairy development board

was posted in Lucknow, which started functioning from April 1978 with a team of 27

employees drawn from Lucknow milk 198 milk procurement cooperative societies by the

year 1981, when the operation flood-14 programme ended.

Feeded balancing dairy, Lucknow Producer’s Co-operative Milk Union Ltd was set up

under operation flood-1 programmer with the specific products. This dairy is situated in

the middle of Lucknow. The dairy was commissioned in April 1978 and processed the

liquid milk procured from the then milk shed comprising Lucknow, Raebareli, Barabanki

and Unnao.



The purpose of establishing feeder balancing dairy, Lucknow co was to provide

remuneration market for milk produced in the milk shed comprising district of Lucknow,

Barabanki, Raebareli, Kanpur and Sitapur as envisaged under operation flood-1 scheme.

Thus feeder balancing dairy was obelised to receive entire surplus milk from the rural

areas, through a network of milk coop. In 1078-79 the average handling of milk per day

at FBD-Lucknow Producer’s Co-operative Milk Union Ltd. Was 49,300 kg. With peak

handling of 1,04,950kg in the Feb.

In april 1981 Lucknow Producer’s Co-operative Milk Union Ltd. Launched pasteurized

whole milk packed in polythene sachet for local consumers. The supply of milk was

gradually extended to other local markets.

As the basic idea of establishing FBD- Lucknow Producer’s Co-operative Milk Union

Ltd. Was to convert surplus milk into various dairy- products, this activity started in

September 1978 with manufacture of skimmed milk powder and ghee. The

manufacturing of table butter was started from April 1981.

In view of milk production procurement and marketing potential of Lucknow Producer’s

Co-operative Milk Union Ltd, and expansion programme has been undertaken by

N.D.D.B.on turn basis. The target set is as under:

Increase processing capacity from 1lakh to 3.5 litres per day.

Increase power plant capacity from 10 tons to 40 tons per day.

Increase the capacity of ghee plant from 1.m.t to 4.m.t. per day.

Increase the capacity of butter manufacturing up to 16.m.t. per day.



The work of expanded dairy started functioning on full capacity in 991-1993 year. The

liquid milk and products are selling in the market in thr brand name of PARAG. The milk

product has been started by P.C.D.F. Lucknow. The sale of the milk has been carried out

Lucknow Producer’s co-operative milk union Ltd., Lucknow.



In the year 1983 P.C.D.F. Ltd. Started working under operation flood-II (white

revolution) scheme. Mostly milk union sahakari board werte connected under operation

flood-II, having the name Dughdh Utpadak Sahakari Sangh ( D.U.S.S.) Ltd. P.C.D.F.

Ltd. Takes royalty of common brand name PARAG and all the important policy taken by

Pradeshik Co-opearative Dairy Federation Ltd. i.e. Lucknow,Kanpur, Varanasi.

PARAG provides hygienic, nutritious milk and milk product. In the year 1983 opeartion

Flood-II scheme was launched, the main objectives of the operation flood were

following-

• To collect the milk directly from the producers(villagers through society).

• To ensure the supply of quality milk collected from the villagers which being sold

in the market area of the city.

• To save the producers , villagers and the customers from the middleman.

• The milk is collected firstly to the society level then it comes to D.U.S.S. level

finally it comes under the state level i.e. federation.

CHPATER – III

MARKETING



In 2003-04, average dairy cooperative milk marketing stood at 148.75 lakh per year annul

growth has average about 4.2 percent compounds over the last five years.

Dairy cooperative now market milk in about 200 cities including metros and some 550

smaller towns..

During the last decade the daily milk supply per 1000 urban consumer has increased from

17.5 to52.0 liters.

Innovation

Bulk vending –saving money

Milk travel as far as 2,200 kilometer to deficit carried by innovative rail and road

tankers.

Ninety five percent of dairy equipment is produced in India, saving valuable foreign

exchange.

CONSTITUTION

The national Dairy Developments Board has been constitutes as a body corporate and

declared an institution of national importance by an act of India Parliament.

The national dairy developments Board initially reiterated as society under the

society ,,Act 1860 was merged with the erstwhile India Dairy Cooperation ,a company

formed and registration under the company Act 1956 ,by an act of India Parliaments the

NDDB Act 1987 with effect from 12 October ,1987. The new body corporate was

declared an institution of national importance of act.

CONSUMER FOCUS



Many companies today have a consumer focus (or consumer orientation).This implies

that the company focuses its activities and product on consumer demands. Generally

there are three way of doing this:

1. The customer-driven approach,

2. The sense of identifying market change and

3. The product innovation approach.

The customer-driven approach-

Consumer wants are the derived all the strategic marketing decision. No strategy is

pursued unstill it passes the teat of consumer research. Every aspect of a market offering,

including the nature of the products itself is derived by the need of potential consumer the

start point is always the consumer .The rationale for the approach is that there no points

spending R&D funds developing products that people will not buy .History attested to

many product that were commercial failures in sprite of being technology break through.

Former approach of this consumer focused marketing is known as SIVA (solution

Information value and Access,).This system is basically the 4ps remand and reworded to

provide a consumer focus. The SIVA model provided a demand /costumer centric version

alternative to the known 4ps supply side model of marketing managements.

2. product solution

3. promotion information

4. price value

5. Place access

The four elements of the SIVA model are:

Solution

Information

Value

Access

SALE PROMOTION



Sales promotion is different promotion, Sales promotion refers to those marketing

activities other than personal selling, advertisement and publicity, which stimulate

consumer purchasing and dealer effectiveness, such as displays, shows and expositions,

demonstrations and various non-recurrent selling efforts not in the ordinary routine. Its

purpose is to increase the desire of salesman, distributors and dealers to sell a certain

brand and to make consumers more eager to buy that brand. This includes sales activities

which supplement both personal selling and advertising.

Sales promotion is only a part of promotion. Promotion includes sales promotion,

advertising, personal selling etc. Promotion helps to make all other marketing activities

more effective and efficient, but sales promotion helps only to sales activity. Sales

promotion may be done with the help of tools like displays, exhibitions, free sample

coupons, premium etc. Sales promotion acts as a link between advertisement and

personal selling.

To sum up, promotion is to make the demand inelastic, while there is change in the price.

So promotion must stimulate the consumers to buy more.

Communication and promotion

Marketing communication involves, sharing of meaning, information, concepts, about the

products and services by buyers and sellers. Such communications are conveyed with the

help of advertisement, salesmanship and sales promotion. A communication will be

treated as effective only when it is properly responded by the buyer. The communication

must have identical meaning for both sender and receiver. If the communication does not

properly reach the receiver or the message received is not the same as the message sent,

then that will be called Break down at the message stage. In the market communication,

feed back means a response, a reaction over the message sent back by a customer to the

sender. In the case of effective communication feed back will be always present.

Need for Product Promotion



a) To introduce a new product in the market.

b) To influence the public with the help of new uses of the product.

c) To increase the frequency of purchase by each buyer.

d) To encourage dealers to stock more goods.

e) To withstand in the competitive field.

f) To increase the sales by imparting special training to salesmen and by window display.

Effects of Promotion

1. The present day market is very competitive due to the large number of rivals and

substitutes. With the help of promotion producer must create product differentiation in

the minds of consumers.

2. Promotion is very essential to communicate the use of the product and the nature of the

product to consumers and middlemen

3. Nowadays most of the consumers market their products in wider area and the

consumers are also very large in number. In such cases personal selling alone cannot be

used and so all the steps for promotion are to be followed.

4. During the periods of depression it is essential to maintain at least some minimum

market. Therefore it is very essential to use promotion.

Promotional Strategy

1. Deciding Promotional Mix

(a) Nature of the product

(b) Nature of the Customer

(c) Nature of the Market.

(d) Availability of Funds

The amount of funds available for promotion will decide the promotional mix. The

companies having huge funds for promotion will favor advertisement and try to cover Mayankar Singh 261106170070


wider market. If the funds are available are less than maximum portion of such funds will

be allocated for personal selling in a limited area. These funds may be used for window

display also.

Internal

External

Internal reasons

Top managements is more conducive to spending on promotions.

Line manager under greater pressure to achieve targets

Justification of expending is easy.

External reason

Increase in number of brand

Greater pressure from trade to liquidate stocks

SP is two type

Trade

Consumer

Trade promotion

liquidating heavy inventories

Persuade retailers to carry stock, carry more usual stock, promote brand franchise

Consumer promotion

Stimulate purchase

Induce trial

Create new use

Increase repurchase from occasional customers

Reward loyal customers.

Forms the trade promotion

Bulk discounts

Free material



Display windows

Redistribution incentive Shop salesmen incentive

Form of consumer promotion

Free sample free gift

Coupons

In packs

Price packs

Price off

Bundling offer

While the advertising budgeting are controlled by the manager, SP budgeting usually are

controlled by the sales managers

The more the product’s quality and its advertising

The distribution channel

Distribution is also a very important component of Logistics & Supply chain

management. Distribution in supply chain management refers to the distribution

of a good from one business to another. It can be factory to supplier, supplier to

retailer, or retailer to end customer. It is defined as a chain of intermediaries; each

passing the product down the chain to the next organization, before it finally

reaches the consumer or end-user. This process is known as the 'distribution chain'

or the 'channel.' Each of the elements in these chains will have their own specific

needs, which the producer must take into account, along with those of the all-

important end-user.

Channels

A number of alternate 'channels' of distribution may be available:

Distributor, who sells to retailers,

Retailer (also called dealer or reseller), who sells to end customers

Advertisement typically used for consumption goods



Distribution channels may not be restricted to physical products alice from

producer to consumer in certain sectors, since both direct and indirect channels

may be used. Hotels, for example, may sell their services (typically rooms)

directly or through travel agents, tour operators, airlines, tourist boards,

centralized reservation systems, etc. process of transfer the products or services

from Producer to Customer or end user.

There have also been some innovations in the distribution of services. For

example, there has been an increase in franchising and in rental services - the

latter offering anything from televisions through tools. There has also been some

evidence of service integration, with services linking together, particularly in the

travel and tourism sectors. For example, links now exist between airlines, hotels

and car rental services. In addition, there has been a significant increase in retail

outlets for the service sector. Outlets such as estate agencies and building society

offices are crowding out traditional grocers from major shopping areas.

Channel decisions

Channel Sales is nothing but a chain for to market a product through different

sources.

Channel strategy

Consumer location

Type of marketing channel

Intensive distribution - Where the majority of resellers stock the 'product' (with

convenience products, for example, and particularly the brand leaders in

consumer goods markets) price competition may be evident.

Selective distribution - This is the normal pattern (in both consumer and industrial

markets) where 'suitable' resellers stock the product.

Exclusive distribution - Only lambard specially selected resellers or authorized

dealers (typically only one per geographical area) are allowed to sell the 'product'.Mayankar Singh 291106170070


Channel motivation

It is difficult enough to motivate direct employees to provide the necessary sales

and service support. Motivating the owners and employees of the independent

organizations in a distribution chain requires even greater effort. There are many

devices for achieving such motivation. Perhaps the most usual is `incentive': the

supplier offers a better margin, to tempt the owners in the channel to push the

product rather than its competitors; or a compensation is offered to the

distributors' sales personnel, so that they are tempted to push the product. Julian

Dent defines this incentive as a Channel Value Proposition or business case, with

which the supplier sells the channel member on the commercial merits of doing

business together. He describes this as selling business models not products.

Monitoring and managing channels

In much the same way that the organization's own sales and distribution activities

need to be monitored and managed, so will those of the distribution chain.

In practice, many organizations use a mix of different channels; in particular, they

may complement a direct salesforce, calling on the larger accounts, with agents,

covering the smaller customers and prospects. These channels show marketing

strategies of an organization. Effective management of distribution channel

requires making and implementing decision in these area.

Specific distribution-related decisions include:

the number of layers between the company and the customer (channel depth)

the specific type of partners in each layer (e.g. wholesalers or distributors,

mass merchants or high-end specialty retailers)

the number of partners at each layer (channel breadth), and the geographic

placement of partners (location, density).



These strategic and logistical decisions frame the distribution channels (from a

marketing perspective) or downstream supply chain (from an operations

perspective) for a company's product

For example, Coke seeks to be ubiquitous ("always within an arm's length") with

very broad distribution across markets via numerous outlets of many different

types (e.g. grocery and convenience stores, restaurants, vending machines).

At the other end of the continuum, some companies choose to distribute their

products through relatively few, geographically clustered specialty stores (e.g.

innovative, tech-based entertainment products - like TiVo -distributed through

electronics stores like Best Buy or Circuit City), or may restrict distribution to

protect retailers' margins (e.g. "hot" toys exclusively available at Toy 'r Us).

A retail distribution strategy is driven by three inter-related objectives: broadening

market coverage, enlisting product support (from retailers) and containing channel

conflict (among retailers).

The primary objective of distribution strategy is toprovide sufficiently broad,

gap-free market coverage, i.e. being available in enough outlets so that

customers have convenient access for purchases.

Retailers are gatekeepers since they decide whether or not to carry products based

on their prospective retail profitability, considering factors such as:

- Gaps (versus duplication) in the retailer's product line assortment

- Track record (credibility) of the supplier

- Projected retail margins (initially and over time)

- Anticipated promotion support (e.g. advertising, displays, "deals")

Historically, manufacturers - especially big national brands - held the balance of

power over most retailers and could, more or less, force them to carry products

and provide support. In the past couple of decades, though, the balance of power

has generally shifted to the retailers, largely due to retail consolidation (the big

have gotten bigger) and the emergence of power retailers like Wal-mart and

Home Depot.



The second retail distribution strategy objective is to enlist product support.

More specifically, a company needs to select and motivate partners who:

Maintain adequate inventories

Display the product in desirable locations (e.g. eye-level shelves, high traffic areas)

Advertise and promote (special displays and signing, discounted sales prices,

inclusion in flyers and ads)

Sell the product (educating customers, demonstrating the product, 'closing the sale')

Install and service the product

The specific support (level and type) that a product requires hinges primarily on

the product characteristics (simple or complex; high end or mass market; position

along the product life cycle).

At the most basic intuitive level, the required support depends on whether a

product is "bought" (well known and demanded), or needs to be "sold"

(unrecognized product, brand or need). The former benefit from distribution that

is broad and deep, and don't require extensive in-store support. The latter are best

served by more selective distribution through specialty stores with highly

motivated, well-trained salespeople who can educate customers and close sales.

The third retail distribution strategy objective is to contain channel conflict.

Given that their prospective profitability is the primary reason that retailers carry

products, projected profit margins and sales volume are critical variables.



On a macro basis, a product's inherent market value drives customer demand, and

largely determines aggregate sales volume and average pricing.

On a more micro basis (i.e. from the perspective of a specific retailer), sales are a

share of the total sales volume in a specific trading area and margins are a direct

function of prevailing (or lowest prices) offered by competing retailers.

Horizontal channel conflict is increasingly common in real life as companies

attempt to reach different customer segments by utilizing multiple distribution

channels (including direct from the manufacturer).

More specifically, when multiple channels are employed and distribution intensity

increases, three profit threats may confront a retailer:

Sales cannibalization: when a retailer loses sales to a newly authorized retailer

Margin dilution: when aggressive retail competition drives retail prices down

Customer diversion: when customers get sold by one retailer,

but buy from another offering lower prices.

So, the dominating distribution objective, broadening market coverage (i.e.

increasing customers' convenience), is somewhat at odds with the other two

objectives - enlisting product support and avoiding channel conflict. While a

company may want broad rather than selective distribution, and may want to

attack different market segments though multiple channels of distribution, the

stark reality is that intensive hybrid distribution may, if not very carefully

managed, result in horizontal channel conflict, deteriorating retail economics, and

eventual loss of critical retail-level product support.



Once the retail distribution strategy is set, the management focus shifts to

distribution logistics (i.e. moving goods from the manufacturer, through any

intermediaries, to the customer).

To achieve its strategic distribution objectives, a company may choose to use few

layers of intermediaries (called short distribution channels), or relatively many

layers (long distribution channels).

supporting the strategic objectives, refers to the storage and movement of goods,

information, and money between the manufacturer and the final customer.

Logistics is sometimes inappropriately viewed as an exclusive operations

function. In reality, marketing often has a major role in the day-to-day logistics

process with responsibilities ranging from sales forecasting and demand

management to inventory planning and the allocation of short supplies.

Specific distribution-related decisions include:

(1) the number of layers between the company and the customer (channel depth)

(2) the specific type of partners in each layer (e.g. wholesalers or distributors,

mass merchants or high-end specialty retailers)

(3) the number of partners at each layer (channel breadth), and the geographic

placement of partners (location, density).



These strategic and logistical decisions frame the distribution channels (from a

marketing perspective) or downstream supply chain (from an operations

perspective) for a company's products.

More specifically, a company's distribution strategy is largely defined by

decisions on the number and type of customer interfaces. That is, order entry

points (where and how orders are placed) and fulfillment nodes (where and how

customers obtain finished goods).

For consumer products, the fulfillment approach is a retail distribution strategy

that can range from exclusive distribution though select retailers, or intensive

distribution through a multitude of stores.

For example, Coke seeks to be ubiquitous ("always within an arm's length") with

very broad distribution across markets via numerous outlets of many different

types (e.g. grocery and convenience stores, restaurants, vending machines).

At the other end of the continuum, some companies choose to distribute their

products through relatively few, geographically clustered specialty stores (e.g.

innovative, tech-based entertainment products - like TiVo -distributed through

electronics stores like Best Buy or Circuit City), or may restrict distribution to

protect retailers' margins (e.g. "hot" toys exclusively available at Toy 'r Us).

A retail distribution strategy is driven by three inter-related objectives: broadening

market coverage, enlisting product support (from retailers) and containing channel

conflict (among retailers).



The primary objective of distribution strategy is toprovide sufficiently broad,

gap-free market coverage, i.e. being available in enough outlets so that

customers have convenient access for purchases.

Retailers are gatekeepers since they decide whether or not to carry products based

on their prospective retail profitability, considering factors such as:

- Gaps (versus duplication) in the retailer's product line assortment

- Track record (credibility) of the supplier

- Projected retail margins (initially and over time)

- Anticipated promotion support (e.g. advertising, displays, "deals")

- Compatibility of logistics infrastructures (location of facilities, information

systems)

- The supplier's market position (clout)

In part to defray initialization costs and mitigate risk (to the retailer), an

increasing number of retailers have instituted slotting fees, payments made to the

retailer whenever new products are adopted. Slotting fees are highly controversial

since, in essence, they erect de facto economic barriers excluding all but the

biggest, most deep-pocketed suppliers.

The second retail distribution strategy objective is to enlist product support.



More specifically, a company needs to select and motivate partners who:

(a) Maintain adequate inventories

(b) Display the product in desirable locations (e.g. eye-level shelves, high traffic

areas)

(c) Advertise and promote (special displays and signing, discounted sales prices,

inclusion in flyers and ads)

(d) Sell the product (educating customers, demonstrating the product, 'closing the

sale')

(e) Install and service the product

The specific support (level and type) that a product requires hinges primarily on

the product characteristics (simple or complex; high end or mass market; position

along the product life cycle).

At the most basic intuitive level, the required support depends on whether a

product is "bought" (well known and demanded), or needs to be "sold"

(unrecognized product, brand or need). The former benefit from distribution that

is broad and deep, and don't require extensive in-store support. The latter are best

served by more selective distribution through specialty stores with highly

motivated, well-trained salespeople who can educate customers and close sales.

.



The third retail distribution strategy objective is to contain channel conflict.

Given that their prospective profitability is the primary reason that retailers carry

products, projected profit margins and sales volume are critical variables.

On a macro basis, a product's inherent market value drives customer demand, and largely

determines aggregate sales volume and average pricing.

On a more micro basis (i.e. from the perspective of a specific retailer), sales are a share of

the total sales volume in a specific trading area and margins are a direct function of

prevailing (or lowest prices) offered by competing retailers.

The implication is that the intensity of competition among retailers is a major driver of

retailer support (or lack thereof). Invariably, as a product's distribution base is broadened

(more accounts, stores, and types of stores are added), the likelihood of horizontal

channel conflict increases. In most instances, horizontal channel conflict boils down to a

question of economics: retailer profits are pushed below acceptable levels as a result of

direct or indirect competitive behavior. As their economics deteriorate, retailers' support

for a product understandably deceases.

Horizontal channel conflict is increasingly common in real life as companies attempt to

reach different customer segments by utilizing multiple distribution channels (including

direct from the manufacturer).

More specifically, when multiple channels are employed and distribution intensity

increases, three profit threats may confront a retailer:

(1) Sales cannibalization: when a retailer loses sales to a newly authorized retailer



(2) Margin dilution: when aggressive retail competition drives retail prices down

(3) Customer diversion: when customers get sold by one retailer,

but buy from another offering lower prices.

So, the dominating distribution objective, broadening market coverage (i.e. increasing

customers' convenience), is somewhat at odds with the other two objectives - enlisting

product support and avoiding channel conflict. While a company may want broad rather

than selective distribution, and may want to attack different market segments though

multiple channels of distribution, the stark reality is that intensive hybrid distribution

may, if not very carefully managed, result in horizontal channel conflict, deteriorating

retail economics, and eventual loss of critical retail-level product support.

Once the retail distribution strategy is set, the management focus shifts to distribution

logistics (i.e. moving goods from the manufacturer, through any intermediaries, to the

customer).

To achieve its strategic distribution objectives, a company may choose to use few layers

of intermediaries (called short distribution channels), or relatively many layers (long

distribution channels).







DARIY COOPRATIVES

Dairy cooperative accounts for the major share of processed liquid milk market in the

country. Milk in processed and markets by 170 milk producers cooperative union which

federate in to 15 states cooperative milk marketing Federation.

Over the year, brand a created by cooperative have become synonymous with quality and

value. Brand and like Amul (GCMMF) VIJAYA (AP) Verka (Panjab, Saras

(Rajesthan) ,Nandini (Karnatka) milma Kerla (kolhapur )are among those that have

earned customer confidence

Some of the major Dairy Cooperative federation includes

Andhra Pradesh Dairy Development Cooperative Federation Ltd

MADHAYA Pradesh Cooperative milk

Bihar State GujaratDevelopment Cooperative Federation Ltd

Haryana Development Cooperative Federation Ltd

Karnataka Development Cooperative Federation Ltd

Gujarat Development Cooperative Federation Ltd



MILK CO-OPERATIVE IN UTTAR PRADESH

Agar Dugdh Utpadak sahkari Sangh Ltd.Agra

Aligardh Dugdh Utpadak sahkari Sangh Ltd. Aligardh

Allahabad Dugdh Utpadak sahkari Sangh Ltd Allahabad

Azamgarh Dugdh Utpadak sahkari Sangh Ltd. Azamgargh

Ballia Dugdh Utpadak sahkari Sangh Ltd. Ballia

Banda Dugdh Dugdh Utpadak sahkari Sangh Ltd ,Banda

Barabanki Dugdh Utpadak sahkari Sangh Ltd .Barabanki

Etowah Dugdh Utpadak sahkari Sangh Ltd. Etowah

Farukhabad Dugdh Utpadak sahkari Sangh Ltd. Farukhabad.

Ferozabad Dugdh Utpadak sahkari Sangh Ltd, Ferozabad.

Ghaziabad Dugdh Utpadak sahkari Sangh Ltd, Ghaziabad.

Gorakhpur Dugdh Utpadak sahkari Sangh Ltd, Gorakhpur.

Hardoi Dugdh Utpadak sahkari Sangh Ltd, Hardoi.

Jaunpur Dugdh Utpadak sahkari Sangh Ltd, Jaunpur.

Kanpur Dugdh Utpadak sahkari Sangh Ltd,Kanpur

Lucknow Dugdh Utpadak sahkari Sangh Ltd.Lucknow

Manipuri Dugdh Utpadak sahkari Sangh Ltd, Manipur.

Matura Dugdh Utpadak sahkari Sangh Ltd, Mathura.

Mirzapur Dugdh Utpadak sahkari Sangh Ltd, Merzapura.

Moradabad Dugdh Utpadak sahkari Sangh Ltd, Moradabad.



Muzaffarnagar Dugdh Utpadak sahkari Sangh Ltd, Muzaffarnagar.

Pratapgarh Dugdh Utpadak sahkari Sangh Ltd,Pratapgarh

Rea Bareli Dugdh Utpadak sahkari Sangh Ltd ,Rae Bareli

Saharanpur Dugdh Utpadak sahkari Sangh Ltd ,Saharanpur

Sitapur Dugdh Utpadak sahkari Sangh Ltd,Sitapur

Sultanpur Dugdh Utpadak sahkari Sangh Ltd, Sultanpur

Unnao Dugdh Utpadak sahkari Sangh Ltd,Unnao

Varanasi Dugdh Utpadak sahkari Sangh Ltd,Varanasi

INFRASTRUCTURE (PLANT&MACHINERY)

The organization is equipped with sophisticated plants & machinery of manufactures

Ghee, butter, milk powder and other dairy product of a big scale.

PCDFhas also distinction of having the most sophisticated &fully computerized first

vertical dairy in India. This is state of the art project with the various selection located in

the basement of three floors of the building’s .A well-equipped central quality control

laboratory is at the luck now with cheeks the organ optic chemical &microbiological

quality of the products.

Marketing

The federation of marketing milk and milk products, under the common brand name

PARAG.



The client include several prestigious institute in U.P Delhi beside the Indian army .The

sale network is separate though out northern India .All though PCDF be- -live that a

satisfied customer is their best advertisement.

OTHER PROGRAMMES

Due to its reputations., efficiency, wide network and quality manpower, PCDF is

currently implementing following developments and promotion programmers supported

by central state government

I. Integrated mini dairy project. (IMDP)

II. Women dairy project (WDP)

III. Rural family welfare project (RFWP)

IV. Diversified agriculture support project (DASP)

These programmers have won many laurels for PCD Fadding further its reputation.

PCDF’s real sense of pride lies in the fact that its farmer member are heading surely and

steadily toward prospers future and the knowledge that its consumer reaffirm their in

PARAG ,YEAR after .It is this context ,that PCDF’s success is to be measured.

WELEFARE PROGRAMMES IN LMU

In LMU welfare departments is a sub divided of Personal & Administration

departments .In labor welfare is the head of this sub- division whose work is the

implements welfare programme to solve out grievance of worker and the maintained

harmonious relationship between and management.

HR POLICIES;

There are also welfare scheme for the employees of the union

Scholarship and financial assistance for the child of the employees.



Financial assistance in the case of accident if the employee the children

of the class Third &class fourth employees of the for dation gete

scholarship and financial of the Rs 50 per month ,if they get 70% of

more the high school and intermediate examination, while getting 70 %

or more in graduate they will get Rs 100scholarship and for professional

course student prevision of Rs500 scholarship is there.

A personal accident welfare found was constituted for providing

financial assistance for family of the employees of the federation ,who

has last any part of body in accident. This scheme is known as PAWS

AS-1985.the get assistance to Rs5.26L in cash of accident lost .The

scheme does not include the case of suicides ,accident due to intension

of crime. Every employees has to contributes 10per month to the found.

In the case of sudden death of any employee during this service which

period ,one of his dependent is given employee welfare scheme, there is

provision to provide the employee with aid in case of accident,

Cancer ,Heart attack Paralysis etc.

FUTURE PLANS FOR 2012-13

The targets for the current year, set by PCDF are the follows

Working committee;

By the end of the year 2010-11, 415 milk cooperative committees were in existence.

Target is raise up to 450 committees.

Milk holding:

In the year of 2010-11the average milk handing was 29850 kg per day while the target

the year 2011-12 is 3700Kg.

Distribution of liquid milk:

As againsed the year 2010-11 where the distributed of liquid milk was 90,000 liter per

day and the 2011-12 the target is one lakh liter per day.



PRODUCT OF THE COMPANY

1. LIQUID MILK :

a) Parag Gold (full cream milk)

b) Parag Taaza (toned)

c) Parag liter (skimmed milk)

2) Paneer

3) Butter

4) Parag ghee

5) Parag skimmed milk power

6) Parag Peda

7) Parag flavored milk

8) Parag mattha

9) Parag chawal kheer

10) Parag channakheer

11) Parag basen laddoo

INDUSTRIAL MARKETING MIX

The establishment or once objective and preparation a strategic marketing plan which is

cooperative the various appropriate method or reaching these object.

o Product quality

o Product development

o Product price

o Product range

o Sales promotion

o After sale service

o Advertising



o Market research

o Stock level

o Unit of sale

o Distribution arrangements

o Cash discount

o Packaging

o Sampling



COMPARATIVE SALE OF MILK PRODUCTS 2011-12

s.no Product name Target Achieved Percent Achievement

of previous

year

Growth rate

on the base

of previous

Year

1 Ghee

219592 244550 111% 183230 +33

2 Butter 509415 404055 79% 422670 _44

3 Panner 99178 93805 95% 78110 +20

4 Peda 52435 7225 115 44165 36

5 Mattha 23.77 15.55 65 20.96 25

6 Flavored milk 85.67 58.40 72 73.84 55

7 Dhai 24.92 22.05 90 9.25 116

8 Kheer 6.48 7.13 110 5.65 28

9 Bassanladdu 17861 5.73 126 15092 48

10 Chach 30161 22484 158 312 83



OTHER PROGAMMERS RELATED TO

MARKETING

YEAR - 2012

POPULATION OF LUCKNOW 25 Lakh

Demand of milk 6 lakh liter per day

Demand of Parag milk 141.30,000 per day

Market share of Parag 29%

Total rout of milk sale Packed milk -47

Loose milk-.

Concessionary employment: 160 157 98

Customer Relation 10,000 14218 142

Traveling exp. per liter 10 37.5

Going of distribution 10 15 115



DISTRIBUTION CHANNEL

“Distribution channel is an operation or series of operations, which brings produced or

manufacture goods into the hands of the final consumer or user.”

A channel of distribution is a chain through which a producer transfers the

ownership of his goods and services to his consumers. Channels of distribution are also

as middleman, agents of distribution and distribution is abridge to cover the gap between

the manufactures and consumers.

Types of Distribution

A -Direct Distribution Method

Under direct distribution method , the manufacture of the producer sells their

products. Under their own management.

B Indirect distribution method

Under this method a producer of manufacture sells his products to consumer

through the wholesaler and retailers.

Milk is a perishable item. It is required to be distributed immediately after it‘s production

and packaging hence milk should be distributed accurately. Parag Milk and milk product

are made available to the consumer both in the morning and evening. this is done through

effective distribution channels, which supplies the milk



PROCESS

PROCEDURE FOR DISPATCH & DISTRIBUTION OF PACKED MILK AND

LOOSE MILK IN CANS FOR LOCAL SALE

• PURPOSE

Timely distribution of milk to retailers in safe condition.

• SCOPE

All types of packed milk in Poly-pack & loose milk in cans for

distribution in the local market.

RESPONSIBILITY

a) Manager Marketing

b) Sales Supervisor/ Sales Representative

PROCEDURE

4.1 According to coverage planning, survey of the particular area is conducted by

marketing staff considering the consumption potential and civic status of that area.

Following aspects are kept for selection of retail outlet:

a. It is preferred that the retail outlets in question should have refrigeration facility i.e.

availability of either deep freeze or domestic fridge, so that the quality of milk could

be maintained till the actual sale occurs.

a. A selected locality, where we have decided to open a retail outlet, may have no shop

available with a fridge or there may be no shop at all, and demand of milk may be

there, in such cases, considering the demand and the selling time i.e. within 2 hours

of delivery of milk, an agency for sale of milk is given to the aspirant.



b. Aspirant applies to us on plain paper and after verification, by concerned route

supervisor/Sales representative/Manager (Marketing), a duly prescribed application

format is got filled (with two securities and two photographs) and then agency for

sales is granted by Manager (Marketing).

c. A security amount of Rs.500/-(Five hundred) minimum (Refundable) for selling

packed milk & Rs. 1000/- (one thousand) minimum for loose milk and membership

fee of Rs. 100/-(one hundred) (Non-Refundable) is taken from the retailers in both

the cases.

4.2 Supply of liquid milk in poly-pack in city is being done daily in two shifts i.e.

morning & evening but products are supplied to the retailers only with evening milk

supply.

4.3 Distribution of milk and milk products to the retailers, approx. 500 in number, in

MEERUT city, is organized through seven to eight supply routes, through hired

transporter.

4.4 Demand of milk and milk products for both the supplies, the same evening and next

morning, is collected by the transporter of respective route on demand/supply chart

daily in the morning at the time of taking back the empty crates/ cans and the sales

proceeds, from milk selling agent/ retailers.

IV.5 Having collected the demand as well as sales proceeds, the transporters

return to dairy by 10.00 AM and hand-over to the empty crates to sachet section.

Then they deposit cash in the cash section on the basis of stock transfer voucher

having full details of type/Quantity milk as well as the number of crates/cans,

duly issued by sachet section at time of giving milk to the transporter. Then the

route wise demand for same day’s evening & next day morning is submitted to

Marketing section by transporter.



IV.6 Marketing section consolidates the complete route/vehicle wise demand

for both meetings and sends the same to sachet/products section daily by

11.30AM.

4.7 For loading the milk, supply vehicles reporting time schedule is as under:-

PARTICULARSSUMMER SCHEDULE WINTER SCHEDULE

EVENING MORNING EVENING MORNING

Vehicle reporting time at

main gate

1.00 to2.00

PM

1.00 to2.00

AM

12.00 to1.00

AM

2.00 to 3.00

AM

Last vehicle out time 3.30 PM 3.00 AM 2.30 PM 4.00 AM

4.8 Morning supplies to all agents on all routes are completed by 5.45 AM in summer and

6.30 AM in winter. Like-wise in summer, evening supply reaches the last point by

5.30 PM.

4.9 In the morning after finishing the supply at last point, vehicle waits for 1 to 1½ hours

and then starts collecting empty crates and sale proceeds.

4.10 Sales staff is allotted routes to supervise/promote the sale of liquid milk/consumer

contact etc. They start working on respective routes from 5.15 AM to 9.15 AM and

again from 4.00 PM to 7.00 PM.

4.11 To maintain the quality of milk under transit from dairy dock to last sales point,

transporter is provided with a time schedule in which the supply time from first

point to last point is clearly mentioned.

4.12 It is the sole responsibility of the transporter to deliver/ supply milk and milk

products to the retailers in time. If delays occur without sufficient reason there are

penalty clauses in the agreement on which they are getting penalized.



4.13 The agreement between the dairy and the transporter engaged in liquid milk supplies

covers all necessary action to be taken under unforeseen circumstances, like accident

of the vehicle, loot/arson, riot etc. If the vehicle breaks down in midway with milk

left for distribution, then there are provision clauses, so that alternate arrangement is

immediately done and milk is delivered/ distributed on scheduled time.

4.14 Marketing section also receives a copy of route wise / vehicle wise challan issued by

sachet section in both time supply with the details of type of milk/quantity/crates etc.

On the basis of the above the sale records are maintained in the marketing section.

4.15 The copy of the challan after proper entries in the marketing books is being sent to

finance section for maintaining party ledger in terms of quantity dispatched & sale

proceeds deposited. Thus accounts are settled in finance section and cross-checking

is done time to time by marketing section. The Stock transfer voucher is entered in

Route wise Milk and Milk Product Distribution Register.

5. REFERENCES:

A. Stock transfer voucher

B. Demand/supply chart

C. Milk Indent chart

D. Route wise Milk and Milk Product Distribution Register

E. Daily Milk and Milk Product Sale Register

F. Format for application cum allotment order for Commission agency.

• RECORDS:

A. Stock transfer voucher

B. Demand/supply chart

C. Milk Indent chart

D. Route wise Milk and Milk Product Distribution Register

E. Daily Milk and Milk Product Sale Register



PRODUCT PROFILE

Milk & Milk Products

Butter

Butter offered by us is known for its features such as its very pure, fresh and rich in taste

and is widely demanded by our clients all across the country. To ensure their original

taste and quality, we provide these in proper packaging.

Curd

Curd offered by us is prepared from purest, freshest pasteurized & homogenized milk and

it is free from any added sugar or preservative. It is stored with transportive refrigerated

condition. Our products are well known for their convenient use and fine quality and

hygienic build.

Ghee

We bring forth pure ghee that is made using high quality milk sourced from organically

reared farm animals. As a reputable organization our range meets the Agmark special

grade specification of Government of India.

Milk

It is also ideal for drinking straight from the pack for kids and adolescents who simply

love its creamy taste sans the inconvenient cream layer. The UHT treatment ensures zero

microbial activation, while preserving the maximum flavor, taste, and nutritional value.

Milk may be defined as the whole, fresh, clean, lacteal secretion obtained by the

complete milking of one or more healthy milch animals, excluding that obtained within

15 days before or 05 days after calving.



Milk, is an almost ideal food. It has high nutritive value. It supplies body-building

proteins, bone forming minerals and health giving vitamins and furnishes energy giving

lactose and milk fat, besides supplying certain essential fatty acids. It contains the above

nutrients in an easily digestible and assimilable form. All these properties make milk an

important food for pregnant mothers, growing children adolescents, adults etc.

Energy Value:

Milk Fat 9.3 c/g

Milk Protein 4.1 c/g

Lactose 4.1 c/g

The Energy value of milk will vary with its consumption. On average cow milk furnishes

75C/100gm and buffalo milk 100C/100gm.













QUALITY TEST FOR MILK

• Cleanness

• Foreign particles

• Soda test

• Alcohol test(for freshness)

• Urea Test

• Glucose

• Sugar

• Salt

• Hydrogen Peroxide

• Formaline

• Starch

• Mineral Oil test

• Phosphatase test ( for proper pasteurization of milk to ensure 100 % death of

disease causing bacteria)

• Milk fat

• Milk S.N.F.( Solid not fat)

SWOT ANALYSIS OF INDIANDAIRY INDUSTRYMayankar Singh 631106170070


Strength

There are following major strength of the traditional dairy products sector:

• The mass appeal enjoyed by the wide variety of product.

• The market for these products for exceeds that for western dairy product like milk

powder.

• There operating margin are also much higher than the western products.

Weakness

• Low advertisement of the other product

• Milk consumed by worker

• Trucks are not fully load

• Complains are very high regard ding leakage sour of milk etc

• Availability of Parag in other district is very low.

• Awareness of Parag website is very low.

• The preparation and market and marketing these of products is generally done by

always and that limits development in the sector.

• The practice of inadequate hygiene is the preparation &handing of these products.

Opportunity

The expending business prospect provide by these product and their accompanying value

addition ,call for a though study of this sector I would facilities packed and increase in

product and marketing of hygienically prepared and property packed products to meet the

demand of a growing population has been demonstrated at the NDBS Sugam Dairy.

THREATS

Milk vender the un organized sector .Today milk vender is occupying the pride of place

in the industry.

Organized dissemination of information about the harm that they are doing to the

producer and consumer should see a steady decline in their importance

CHAPTER –III



DATA ANALYSIS & INTERPRETATAION

Report of agent survey

Haves meet of with around 200 seller of milk found the following information from the

agents answer of the relevant questionnaire. These chart made according to the found

data during summer training, for the only 100 questionnaire

.

NO. Of Agent (shop)

120 100

100

80 40

60

40

20

0

Parag other

INTERPRETATION

Here I have taken Sample size of agent’s is 100 to understand the total market share of

milk brand .we can see that shop Parag is more than other.



Sales of milk per day (crate )

800…………………………………………………………………………………………

………………………………………………………………………………………………

790………………………………

790…………………………………………………………………………………………

……………………………………………………………

780…………………………………………………………………………………………

………………………………………………………………………………………………

770…………………………………………………………………………………………

………………………………………………………………………………………………

760…………………………………………………………………………………………

………………………………………………………………………………………………

750………………………………………………………………

748…………………………………………………………………………………………

……………………………

740…………………………………………………………………………………………

…………………………………..

730…………………………………………………………………………………………

………………………………………………………………………………………………

720…………………………………………………………………………………………

………………………………………………………………………………………………

710………………………………………………………………………………...............

Parag other

INTERPRETATION

Sale of milk per day of parag is 790 crates per day and sale of other milk 748 crate per

day sales of



INTERPRETATION

I found that availability of parag milk is sufficient according to demand and we can say

that availability of milk is 75%. In Lucknow.



100………………………………………………………………………………………

90……………………………………………………………………………………………

80……………………………………………………………………………………………

70……………………………………………………………………………………………

60……………………………………………………………………………………………

50……………………………………………………………………………………………

40……………………………………………………………………………………………

30……………………………………………………………………………………………

20……………………………………………………………………………………………

10……………………………………………………………………………………………

0…………………………………………………………………………………………….

INTERPRETATION

I found that the agent originally 80% belong to Parag instead of others.



PRODUCT QUALITY OF PARAG MILK

100………………………………………………………………………………………

90……………………………………………………………………………………………

80…………………………………………………………………………………………

70…………………………………………………………………………………………

60……………………………………………………………………………………………

50………………………………………………………………………………………..…

48………………………………………………………………………………………….

40…………………………………………………………………………………………

30……………24……………………………………………26……………………………

20……………………………………………………………………………………………

10……………………………………………………………………………2……………

0…………………………………………………………………………………………….

INTERPRETATION

24% BAD 48%AVERGE 26% GOOD &2%EXCELLENTS



PRODUCT DELIVERY TIME

54……………………………………………………………………………………………

53…………………………52.3……………………………………………………………

52…………………………………………………………………………………………..

51……………………………………………………………………………………………

50…………………………………………………………………………………………

49……………………………………………………………………………………………

48……………………………………………………………47.6…………………………

47……………………………………………………………………………………………

46……………………………………………………………………………………………

45……………………………………………………………………………………………

44……………………………………………………………………………………………

INTERPRETATION

Product delivery time 52% of the agents say that delivery time of product is good, and

48% agents say that is bad.



Sales of other products of parag

90……………………………………………………………………………………………

80……………………………………………………………………………………………

70……………………………………………………………………………………………

60……………………………………………………………………………………………

50……………………………………………………………………………………………

40…………………………………………………………………………………………

30……………………………………………………………………………………………

20……………………………………………………………………………………………

10……………………………………………………………………………………………

0……………………………………………………………………………………………

Curd Mattha Ghee Butter Panner All product

INTERPRETATION

Sales of other product of parag in shops: Curd is 78%, Mattha 70%, Ghee 37%, Butter

78%, Panner 33%, All product around 8% shop.



SUPERVISOR VISITS

60

………………………………………………………………………………………………

50……………………………………………………………………………………………

………………………………………………………………………………………………

40……………………………………………………………………………………………

………………………………………………………………………………………………

30……………………………………………………………………………………………

………………………………………………………………………………………………

20……………………………………………………………………………………………

………………………………………………………………………………………………

10……………………………………………………………………………………………

………………………………………………………………………………………………

0…………………………………………………………………………………………….

Never sometime offen can’t say

INTERPRETATION

43% agents say that supervisor visit is never, are 49% agent says some time.



BEHAVIOUR OF DRIVE

70……………………………………………………………………………………………

60……………………………………………………………………………………………

50……………………………………………………………………………………………

40……………………………………………………………………………………………

30……………………………………………………………………………………………

20……………………………………………………………………………………………

10……………………………………………………………………………………………

0……………………………………………………………………………………………..

Bad Avg. Good

INTERPRETATION

Behavior of Drive is Good of the agents say that delivery time of product is good, and

Others agents say that is bad.



Quality of Parag milk

60

50 46

40

30 26

23

20

10

0

INTERPRETATION

Quality of parag milk 23% people say that is quality is bad. 46% say that average and

26% good.



REPORT OF CUSTOMER

70………………………………………………66…………………………………………

60…………………………………48………………………………………………………

50……………………………………………………………………………………………

40………………… 33……………………………………………………………………

30……………………………………………………………………………………………

.20……...19…........................................................................................................................

..10…………………………………………………………………………………………

…0…………………………………………………………………………………………..

0-5 5-15 15-30 30above

INTERPRETATION

19%are milk consumer come under 0-5age 33% consumer age is 05-15 48%&15-30 66%

30 above.



PREFRENCE OF MILK

50………………………………………………

47……………………………………… .45………………………………………………

………………………………………… .40…………

40……………………………………………………………………………….35………

………………………………………………………………………………

30……………………………………………………………………………………………

25……………………………………………………………………………………………

20………………………12.5………………………………………………………………

15……………………………………………………………………………………………

10……………………………………………………………………………………………

0……………………………………………………………………………………………

… parag other loose

INTERPRETATION

Inspite of very high sale of Parag ther is large no of customers who are buying loose milk

from Locale Dairies



. Number of family member?

a) Two (4)

b) Three(8)

c) Four (36)

d) More than four(52)

Two Three Four More than four1 2 3 4

0

10

20

30

40

50

60

INTERPRETATION

In Lucknow the no. family members are more than 4 are very high hence the

consumption of milk is also very high



Family income?

1. <100000(41)

2. 100000-300000(52)

3. 300000-500000(7)

4. Above 500000(0 )

<100000 100000-300000 300000-500000 Above 5000001 2 3 4

0

10

20

30

40

50

60

INTERPRETATION

Annual Income of Family is in Large No in the category of less than Rs 1,00,000.00



. Who takes decision for purchase of milk?

1. Father (32)

2. Mother(59)

3. kids (9)

Father Mother kids1 2 3

0

10

20

30

40

50

60

70

INTERPRETATION

For purchase of Milk, the decision is generally taken by the Mother



Consumption of the milk in your family in liters.

1. One litre( 61)

2. Two litres(21)

3. Three litres(11)

4. More than three litres(7)

One litre Two litres Three litres More than three litres

1 2. 3. 4.

0

10

20

30

40

50

60

70

INTERPRETATION

Maximum Family use 1Ltr per Day



Which type of the milk do you take?

1. Packed(38)

2. Loose(62)

Packed Loose1. 2.

0

10

20

30

40

50

60

70

INTERPRETATION

Maximum family use loose milk purchased from local dairy farms



. If loose then

1. Parag ATM (23)

2. Milkman (39)

Parag ATM Milkman1. 2.

0

5

10

15

20

25

30

35

40

45

INTERPRETATION

Loose milk also purchase from Parag ATM but it is lesser in compare to local dairies



If packed, which brand do you take?

1. Parag(14)

2. Amul(23)

3. Mamta(0)

4. Others(0)

Parag Amul Mamta Others1. 2. 3. 4.

0

5

10

15

20

25

INTERPRETATION

Generally People are purchasing packed milk( Tetra Pack ) of Amul instead of others.



Which type of milk do you take?

1. Gold(orannge)(20)

2. Tonned(blue)(16)

3. Lite(violet)(2)

4. other(0)

Gold(orannge) Tonned(blue) Lite(violet) other1. 2. 3. 4.

0

5

10

15

20

25

INTERPRETATION

Maximum people are using Gold Milk of Parag as it is with Fat only



How do you find Parag’s?

A) Quality:

1. Good (44)

2. Average(47 )

3. Bad( 9 )

Good Average Bad1 2 3

0

5

10

15

20

25

30

35

40

45

50

INTERPRETATION

Maximu People says It is very good and easy available



Price:

1. Low (13)

2. Average( 56 )

3. High( 31)

Low Average High1 2 3

0

10

20

30

40

50

60

INTERPRETATION

Price of Milk is average but it may be increase in future



Availability:

1. Easily( 67 )

2. Not easily(33)

Easily Not easily1 2

0

10

20

30

40

50

60

70

80

INTERPRETATION

Availability of Parag Milk is Ver easy as it may be find in any local shop



Do you change one brand to other?

1. Yes (36)

2. No (64)

Yes No 1. 2

0

10

20

30

40

50

60

70

80

INTERPRETATION

As the people are satisfied with parag hence maximum people are not interested in

change the brand of milk



Do you known about pasteurization? It is:

1. Boiling milk (40)

2. Drinking milk (22)

3. Destroying Bacteria from milk (38 )

Boiling milk Drinking milk Destroying Bacteria from milk

1 2 3

0

5

10

15

20

25

30

35

40

45

INTERPRETATION

Peol are knowing that the pasteurization means boiling milk



Do you recognize Parag Logo?

1. Yes(67)

2. No(33)

Yes No 1. 2

0

10

20

30

40

50

60

70

80

INTERPRETATION

Out of 100 people, the 67 persons are know the logo Parag



FINDINGS

Following are the main findings of the study:

1. 59% purchasing decisions are made by Mothers.

2. 61% families need one liter milk.

3. 38% respondents purchase packed milk.

4. 14% respondents Parag milk.

5. 20% purchase Gold (orange milk).

6. 44% respondents say quality of Parag is good.

7. 31% respondents say price of Parag is high.

8. 33% respondents say parag is not easily available.

9. 36% respondents can easily change the brand.

10. Only 38% respondents know that what is pasteurization?

11. 67% respondents recognize Parag Logo.

12. 65% respondents have good experience with parag.



CHAPTER-IV

SUGGESTIONS

1. Delivery Schedule should be Properly Maintain, i.e. its Indigenous Products

Should be Available at all Stores of the City.

2. Delivery Complaints should be undertaken more quickly.

3. Behavior of Staff/Team Involve in Distribution, Feedback from Retailer &

Consumer is Essential.

4. Quality Standard should keep Maintain.

5. Company should make a meeting time to time with dealers and launches different

Gift’s & Incentives Scheme to Promote the Sale of Products.

6. Advertisement can also be done on the Packing of Milk & Milk Products without

making extra over head expenditures for example: on Table Butter & Ghee Poly

Pack at blank space available.

7. Company should start Publicity Campaign for promote and awareness of its

indigenous products to the ultimate consumer.



8. Company should also arrange the Advertisement Fund in its Financial Statement

for Optical & Display Advertisement like “Mother Dairy &Amul” advertisement

on T.V.

9. Company can also prepare their own retail outlets for milk & milk products and

sell the products, this may also help to generate employment in the city as well as

Maximize Companies Profits, like Mother Dairy Booths in New Delhi.

10. Introduce youth talent to compete with rivalries to change threat into opportunity

and weakness into strength.

Other Suggestions and recommendations:

1. Parag should change the packing of as it is not attractive and do not seems to

be standardand hygienic.

2. Parag should make 24hour availability of milk In the market in order

to improve their Sales.

3. Parag should offer home delivery services to Increase sales

4. Parag milk should be kept available at every shop.

5. Parag should offer refrigerators On installments to retailers.

6. Parag should give emphasis on Punctuality and regularity in the Supply of

milk



7. Parag offer promotional schemes to retailers as is done by Amul.

8. Parag should offer some extra benefit to his customer and supplier.

9. Parag should provide chilling equipments to their retailers at low

cost for storing their products.

10. Parag should give emphasis on Punctuality and regularity in the Supply of

milk.

11. Parag offer promotional schemes to retailers as free sample, gift packs etc.

12. The organization should proper arrangement of milk at the time of festivals

etc.

13. Parag should provide home delivery facility to their consumers.

14. Parag should launch some new products also.

15. Parag should emphasize on provide better quality than others instead

of increasing the sale.

16. Parag should increase the number of retail shops, where the retail

shops of parag is notavailable.

17. Parag should emphasize on advertisement also.



LIMITATIONS OF THE STUDY

Limitations of study and problems encountered

Nothing in th is universe is f ree f rom Limita t ions and present project i s

not an acceptation to it. Due to certain restrictions on the part of potential

customers as well asactual customers and Suppressed and based responses from

them ,appropriate Figure for relevant data and their interpretation Precisely

this has been my personal experience while Carrying out the present study.

Some of the limitations I found and difficulties encountered can be enumerated

as under:

Annual reports and journals in the company was not readily available. Due to time and

budgetary constraint ,the sample size was restricted. The salesmen at the outlets showed

their discontent with the tight schedule. Most of the retail respondents showed their

discontent with the company for its unsystematic distribution, replacement, short

supply ,incentives, margin and so they were reluctant to talk about the company.

People of the region were not conscious about the survey, so they were

not much supportive.

Near about 30% population of the city takes the service of servants to bring their

milk from market and reason for their brand selection was not known.

Many people do not know themselves why they use any par t icular

brand as thei r answer was “we use ……brand because we like it” so



the actual reason behind their l ik ing was not conf i rmed. Many

re ta i lers do not l ike to in teract because of thei r business. People

are not interested to fill questionnaire as they think it wastage of time,

this is again because of less scope of research in India.

CHAPTER-V

CONCLUSION

Today Parag is a well known Industry in Milk Selling in U.P., every Consumer & Every

Retailer is aware about Parag Poly-Pack Milk.

Consumer are willing to buy the Parag Indigenous Product and they show Interest in

Parag Brand, but due to non-regular availability of their existing products they think

to buy another company product, In Case of Ghee, Table Butter, Paneer they first

prefer “Parag” Brand but in case of non-availability they go for another company

Product. i.e.

In Ghee at the time of non-availability they go for Godhan, Krishna, or pack provide

by

Retailer etc.

In Table Butter they are likely to buy “Amul” Brand because it is regular available,

obviously few time ago it was Expensive @1.00 More than Parag, but Now Prices is

equal, also “Parag” Butter is not available at every shop-keeper.

Consumer are likely to buy “Parag” Product, and they trust on “Parag”.

But as per the market survey, awareness of Indigenous Products of Parag Brand is

too Little, thus in The First Part Consumer Prefer to Cable T.V. Advertisement/News-

Paper Advertisement for increasing the sale, Secondly they want readily availability

of Parag Indigenous Products, i.e. Regular Availability on shops, retail counters etc.



After detailed survey of Market I have reached to the following conclusions: -No doubt

PARAG holds a Market share of 85% in case of milk in Lucknow. But at the same time

PARAG should not forget that AMUL is very old company and has created an image of

trust and faith in the minds of people, and in the near future there could very strong

competition between the two companies, keeping that in view I suggest PARAG to adopt

following strategies to encounter AMUL sales:(1)PARAG has to maintain quality of the

milk and try to improve it.

The organization has to work in such a way so as to reduce the cost of milk which in turn

will result in reduction in price.

Price should be reduced at least one rupee as compared to AMUL.

The packing of the product should be more attractive as compared to AMUL, because

during survey it was observed that packing attracts many customers.

The milk should be available for twenty-four hours.

PARAG should give their retailers Refrigerators on installments for which many of the

retailers are ready to pay; many of retailers are not keeping refrigerators because of

unavailability of refrigerators.

Possible to ensure 24hour milk availability in market, which not found in moat cases.

Steps should be taken to ensure 24hour availability of milk.

At many locations there is unavailability of milk, retailers should be motivated to work

with parag.

Other, parag should also offer more verities.



Sales promotional measures Should be taken to cover up retailers, because during survey

it was observed that many customers use milk which is available at their nearest shop

irrespective of brand.

The poly bags used by parag are less attractive and many written things are invisible,as

many customers complained that the poly bags used by parag seems

unstandard,unsecured and unhygenic. therefore parag should mostly change packaging of

milk

Parag should also keep inviting complaints from retailers also And try to solve problems

faced by them.

Parag should adopt the home delivery system, because during survey most of

theCustomers suggested for home delivery of milk.



BIBLIOGRAPHY

BOOKS REFERED:

1. Collis J & Hussey R, Business Research (Palgrave,2003).

2. Beri G C-Marketing Research (Tata McGraw-Hill),1993,2nd Edition.

3. Philip Kotler – Marketing Management (Pearson Edition), 12th Edition.

4. Kothari C R – Research Methodology (New Lucknow, Vikas Publication House).

NEWS PAPER:

1. Hindustan.

2. Times of India.

3. Dainik Jagaran.

WEBSITE:

1. www. Indiandairy.com

2. www.amulindia.com

3. www.pcdf.com

4. www.webindia123.com



APPENDICES

QUESTIONNAIRE

I am MAYANKAR SINGH pursuing MBA from SHERWOOD COLLEGE OF

MANAGEMENT Lucknow. As a part of the curriculum I am doing research on

‘ANALYSIS ON PARAG DISTRIBUTION SYSTEM” LUCKNOW PRODUCER’S

COOPRATIVE MILK UNION LTD. Kindly help me in the same by filling the

Questionnaire. Your response would be kept strictly confidential and would be used only

for academic research.

Name: --------------------- Phone no: ----------------

Address: -----------------------

Q1. Number of family member?

a) Two( ) b) Three ( ) c) Four ( ) d) More than four ( )

Q2. Family income?

a)<100000( ) b) 100000-300000( ) c) 300000-500000( ) d) Above 500000( )

Q3. Who takes decision for purchase of milk?

a)Father ( ) b) Mother ( ) c) kids ( )

Q4. Consumption of the milk in your family in liters. ( )

Q5. Which type of the milk do you take?

a)Packed( ) b) Loose( )



Q6. If loose then

a)Source ( ) b) Price( )

Q7. If packed, which brand do you take?

a)Parag( ) b)Amul( ) c)Mamta( ) d) others

Q8. Which type of milk do you take?

a)Gold(orannge)( ) b) Tonned(blue)( ) c)Lite(violet)( ) d) other( )

Q9. How do you find Parag’s?

A)Quality: a) Good ( ) b) Average( ) c) Bad( )

B)Price: a) Low ( ) b) Average( ) c) High( )

C)Availability: a) Easily( ) b) Not easily

Q10. Do you change one brand to other?

a) Yes ( ) b) No ( )

Q11. Do you known about pasteurization? It is:

a) Boiling milk ( ) b) Drinking milk ( ) c)Destroying Bacteria from milk ( )

Q12 Do you recognize Parag Logo?

a) Yes( ) b) No( )

Q13. Your experience with parag:

a) Good( ) b) Average( ) c) Bad( )

Q14. Your experience with Amul:

a) Good ( ) b) Average( ) c) Bad( )

Q15 Suggestions………………………….. Mayankar Singh 1011106170070


SAMPLE

INFORMATION

II. SAMPLE INFORMATION

Concept of sample:

Sample may be define as the selection of some part of an aggregate or totality on

the basis of which a judgment or inference about the aggregate or totality is made.

In other words, it is the process of obtaining information about an entire

population by examining only a part of it.

Basis of sampling:

Sampling is based on two premises. They are

1) There is such similarity among the elements in a population that a few of these

elements will adequately represent the characteristics of the total population.

2) While the sample value (statistic) or some sample units may be more than the

population value (parameter), the sample value of the sample units may be

less than the population value.

Sample size:

We have sample of 100 respondents, which has included men and women.

Principle of sampling:

The process of sampling is based on the following important principle of

statistics:

1) Law of Statistical Regularity

This is law states that a moderate large number of items selected at

random from a given population exhibit nearly the same composition and

characteristics of the population.



2) Law of Inertia of large Numbers

This law states that, other things remaining the same, the larger the size of

the sample, the more accurate is the result obtained. This is nothing but a

corollary to the Law of Statistical Regularity.

3) Principle of persistence

If some items of the universe possess some specific characteristics, these

characteristics would be found in the sample also and even if the sample

size is increased or the population in increased, these characteristics would

be reflect in the same manner as in the previous case.

4) Principle of optimization

According to this principle, efforts should be made to get best possible or

optimum results both in terms of cost as well as efficiency. Larger the size

of the sample more would be the cost of conducting the survey, but better

would be the efficiency also. The size is maintained in such a way that the

results are optimized in term of cost and efficiency.

5) Principle of validity

A sample design is called valid only when the inferences drawn from it are

valid for the universe from which the sample has been taken. At a later

stage we will arrive at a conclusion that in general, sample which is drawn

at random would be found to be more valid than those drawn otherwise.


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