PREFACE

The MMS programme is well structured and integrated course of business studies. The main objective of practical training at MMS level is to develop skill in student by supplement to the theoretical study of business management in general. Industrial training helps to gain real life knowledge about the industrial environment and business practices. The MMS programme provides student with a fundamental knowledge of business and organizational functions and activities, as well as an exposure to strategic thinking of management.

In every professional course, training is an important factor. Professors give us theoretical knowledge of various subjects in the college but we are practically exposed of such subjects when we get the training in the organization. It is only the training through which I come to know that what an industry is and how it works. I can learn about various departmental operations being performed in the industry, which would, in return, help me in the future when I will enter the practical field.

Training is an integral part of MMS and each and every student has to undergo the training for 2 months in a company and then prepare a project report on the same after the completion of training.

During this whole training I got a lot of experience and came to know about the management practices in real that how it differs from those of theoretical

knowledge and the practically in the real life.In todays globalize world, where cutthroat competition is prevailing in the market, theoretical knowledge is not sufficient. Beside this one need to have practical knowledge, which would help an individual in his/her carrier activities and it is true that Experience is best teacher.

ACKNOWLEDGEMENT

With immense pleasure,I would like to present this project report for Gujarat Co- operative Milk Marketing Federation Ltd. It has been an enriching experience for me to undergo my summer training at GCMMF, which would not have possible without the goodwill and support of the people around. As a student of Maratha Mandir Babasaheb Gawade Institute of Management Studies, Mumbai I would like to express my sincere thanks too all those who helped me during my training program.

I would like to express my gratitude to all those who gave me the encouragement to complete this project. I would like to thank my college authorities and Director Dr Sunil Karve, for providing me the opportunity to work with the one prestigious organization.

I would like to give my heartily gratitude to the Mr. Prakash Aute, Regional Head(SALES), GCMMF Ltd., Mumbai for having given me the opportunity to do my project work in the organization and lighted my way of progress with his guidance.

My sincere and deepest thanks to Ms.Shilpa Shinde, Faculty Member of Maratha Mandir Babasaheb Gawade Institute of Management Studies, Mumbai for having spared his valuable time with me and for all the guidance given in

executing the project as per requirements.

I would like to give my special thanks to my parents, their love, support and blessing enabled me to complete this Project work.

However, I accept the sole responsibility for any possible error of omission and would be extremely grateful to the readers of this project report if they bring such mistakes to my notice.

DECLARATION

I, Dnyaneshwar B. Wagh student of Masters of Management Studies MMS III of Babasaheb Gawde Institute of Management Studies (BGIMS), hereby declare that I have successfully completed this project on Analysis Of Product Development & Customer Feedback of Amul Milk In Kalyan Region as a part of my Summer Internship. The information incorporated in this project is true and original to the best of my knowledge.

Date:Signature

CONTENT

sSr. No.SubjectPage No.

1EXECUTIVE SUMMARY

2INTRODUCTION

3INDUSTRY & COMPANY PROFILE

4OBJECTIVE & SCOPE OF STUDY

5RESEARCH METHODOLOGY

6DATA PROCESSING & ANALYSIS

7OBSERVATION & FINDINGS

8LIMITATIONS

9CONCLUSION

10SUGGESTION & RECOMMENDATION

11BIBLIOGRAPHY & WEBLIOGRAPHY

12ANNEXURE

EXECUTIVE SUMMARY

In todays competitive world while entering in the market it is very necessary to have good knowledge of the potential of a particular market. The information regarding the activities of competitors existing in the market so that we can plan our each activity according to that. It is also necessary to retain the existing customers apart from attracting the new customers.

The Project is concern with the market analysis of product development & customer feedbackof Amul Prolife Lassee in Kalyan Region.The project included as part of MMS Programme and the project is done from 1 st May 2013 to 30th june 2013.

1.1 Title:

Analysis Of Product Development & Customer Feedback of Amul Prolife Lassee In Kalyan Region

1.2 Organization:

Gujarat Co-operative Lassee Marketing Federation (GCMMF), Anand, Gujarat.

1.3 Objective:

The Primary objective of study was to find size of retail network of Amul Prolife Lassee in specific areas of Kalyan Region. In the study my intention was go through the retail network of Amul Prolife Lassee to know retailers view about supply chain of Amul Prolife Lassee, to know the complaints of Amul Prolife

Lassee and to find the suggestions from retailers for more penetration of Amul Prolife Lassee in Kalyan Region.

The secondary objective was to find customer response towards Amul Prolife Lassee. My aim was to go through the customers to know the interest of purchasing& using Amul Prolife Lassee. Basically the study was for the demand of Amul Prolife Lassee among the customers. And also to know the complaints on Amul Prolife Lassee.

INTRODUCTION

2.1 CONTEXT OF THE TOPIC:

The dairy industries companies run mainly on the factors such as availability, service frequency, affordability, taste and marketing. Availability is plays a vital role because purchasing power is depend upon availability of that product, in case distributors and retailers service matter a lot. Retailing includes all the activity in selling goods or service directly to the customers or personal non-business use .A retailer or retail store is any business enterprises whose sales volume comes primarily from retailing.

Retailers are the part of Lassee marketing channels and perform the work of moving goods from producers to the customers. It overcomes the time, place and possession gap that separates goods and service from those who needs or wants them. Retailers as member of marketing channel perform a number of key functions. Some functions (physical, title, promotion) constitute a forward flow of activity from the company to the customers; other functions (ordering and payment) constitute a backward flow from customers to the company. Still others (information, negotiation, finance and risk taking) in both directions.

The project delves into the workings from the distribution aspect of an FMCG organization, in detail. AMUL, being an FMCG company, attaches a lot of significance to the distribution aspect of its business. The distribution channel of AMUL holds a lot of potential in affecting the demand or sales of AMUL products

through delivery on time, delivery of variety of products, the retailer- friendliness of the policies being set by the distributors and equitable distribution of products to all the retail outlets in a particular region, to name a few.

So, In order to plan retail coverage we map out the positions of Amul outlets, Amul parlors, and competitors outlets. This project was carried out in kalyan city. For analyzing and presenting information that is tied to geographical location, we divided the city in different wards. By analyzing geographical representation and sales data with spatial distribution Amul outlets, competitors outlets and the density of others in an area, we identify unexplored area and plan location outlets to increase its market penetration. Using such research we can ascertain the quality and depth of retail Penetration in specific area.

Addition to this we carried out sales promotion activity through discount coupons. Sales promotion consists of diverse collection of incentive tools, most short-term designed to stimulate and/or greater purchase of a particular product by consumers or the trade. Whereas advertise offers a reason to buy, sales promotion offers incentive to buy. Sales promotion includes tools for consumer promotion (for example samples, coupons, prizes, cash refund, warranties, demonstrations, contest); trade promotion (for example buying allowance, free goods, merchandise allowances, co-operative advertising, advertising and display allowances, dealer sales contests); sales force promotion (for example bonuses, contests, sales rallies).

Sales promotion efforts are directed at final consumers and designed to motivate,

persuade and remind them of the goods and receives that are offered.

2.2 Promotion Tool Used:

The consumer promotion tools mean the promotion activities, which are beneficial for consumers as well as company. Such as price discounts, samples, cash refund, premiums, prizes, cross promotion and coupons etc. We decided to use discount coupons. We distributed it among customers and validity kept seven days from issued.

The consumers are seduced to buy the product.

It helped to increase sales volume.

Consumer can get good quality of good in cheaper price.

It can attract the new consumers and customers buying other brands.

Attract brand switchers, who are primarily looking for low price, good value or premiums.

Turn switcher to loyal users,

It induced to make some subsequent purchases.

Give little permanent gain in market share

2.3 Need of Study:

Managers are always curious about the position of their companys products in the market which largely depend upon the companys goodwill, and the position of their brand. In order to maximize the sale and profit, company must deliver outstanding satisfaction to the retailers, wholesaler & customers. So market survey of retailers, wholesalers & customers, chart out the position of the company as compared to the competitors. It helps the organization to find out the brand being sold most by the retailers along with their stocking and also consumer buying preferences.

2.4 Statement of The Problem:

ANALYSIS OF PRODUCT DEVELOPMENT & CUSTOMER FEEDBACK OF AMUL PROLIFE LASSEE IN KALYAN REGION

It helps to study all activities which can be used to influence large number of customers so as to increase the sales of the Amul Prolife Lassee effectively.

INDUSTRY& COMPANY PROFILE

3.1 Industry Profile:-

3.1.1 The World Dairy Situation:

The International Dairy Federation (IDF) just released its "World Dairy Situation 2013" report during the IDF World Dairy Summit taking place this week in Cape Town, South Africa. A key trend in the dairy industry the past decade has been increasing globalization. This has been driven by both the significant demand increases in many large, emerging conomies and domestic agricultural policy reforms and international trade agreements that facilitate greater trade.This report notes that 2012 was a very good year for the international dairy industry, with strong dairy markets and good weather conditions. While higher farm level prices stimulated a 2.5 percent (18.5 million metric tons) increase in milk production above 2011 levels, this was readily absorbed by the market. Cow milk production, representing 83 percent of total milk (the rest coming from buffalo, goats and sheep) increased in nearly every country monitored in the report, with notably large increases in the southern hemisphere.This in turn led to increases in the volumes of dairy products produced, especially butter and skim milk powders. However, other products tracked in the report, including cheese, whole milk powder, liquid milks and fermented dairy products, also experienced higher production levels.

Global per capita milk consumption increased by 1 kilogram to 107.3 kg (236.6 pounds). Among the Regions of the world, Asia accounts for 39 percent of world dairy production consumption, followed by Europe at 28 percent and North America at 13 percent. However, in other regions demand is growing faster; between 2005 and 2012,

demand for dairy products grew by 26 percent in South America and by 22 percent in Africa.World trade dairy products increased by 10 percent in 2012 to 58.2 million metric tons, well above the average annual growth rate during of 4 percent since 2000. World cheese trade increased 6.6 percent, with all the major dairy exporting countries seeing increased export volumes except for New Zealand. International trade in whole milk powder was also higher, up 7 percent, with most of the increased growth going to countries in Latin America and Africa. The largest increase in world dairy product trade was 19 percent for skim milk powders and, while the primary destination remained South East Asia, other key markets like the Middle East, South America and Africa saw increased imports.

The full report includes many more details about world trends in milk production, processing, trade and consumption, as well as farm milk and wholesale dairy product prices. In addition, the report includes detailed reports on the state of the dairy industry in 53 individual countries.

3.1.2 Indian Dairy Industry -- A Profile:

Indias dairy sector is expected to triple its production in the next 10 years in veiw of expanding potential for export to Europe and the West.Moreover with WTO regulations expected to come into force in coming years all the develop countries which are among big exporters today would have to withdraw the support and subsidy to their domestic Milk product sector. Also India today is the lowest cost producer of per litre of Milk in the world, at 27 cents, compared with the US63 cent. Also to take advantage of this lowest cost of Milk production and increasing production in the country multinational

companies are planning to expand their activities here. Some of those Milk producers have already obtained quality standard certificates from the authorities. This will help them in

marketing their products in foreign countries in processed form.

The urban market for Milk products is expected to grow at an accelerated pace of around Rs.9774 crores by year 2012. This growth is going to come from the greater emphasis on the processed food sector and also by increase in the conversation of Milk into Lassee and other products. By 2010, the value of Indian dairy produce is expected to be Rs 10, 00,000 million.Presently the market is valued at around Rs7, 00,000mn.

3.1.3 Co Operative Unions:

Backward integration of the process led the cooperatives to advances in animal husbandry and veterinary practice. The system succeeded mainly because it provides an assured market at remunerative prices for producers' Milk besides acting as a channel to market the production enhancement package. What's more, it does not disturb the agro-system of the farmers. It also enables the consumer an access to high Milk products. Contrary to the traditional system, when the profit of the business was cornered by the middlemen, the system ensured that the profit goes to the participants for their socio-economic upliftment and common good.Recently the Indian cooperative movement got a much needed facelift. With competition snapping at its heels, the sector which has been governed by arcane laws until the recent past will see a special provision inserted in the companies Act, 1956. All the cooperative unions

will be re- christened cooperative companies; they will come under the purview of the registrar of companies, instead of the registrar of cooperatives. Dairy cooperatives account for the major share of processed liquid milk marketed in the country. Milk is processed and marketed by 170 Milk producers cooperative unions, which federate into 15 state co-operative Milk marketing federations.

The dairy board's programmes and activities seek to strengthen the functioning of dairy co- operatives, as producer-owned and controlled organizations. NDDB supports the development of dairy co-operatives by providing them financial assistance and technical expertise, ensuring a better future for India's farmers.

Over the years, brands created by cooperatives have become synonymous with quality and value. Brands like Amul (GCMMF), Vijaya (AP), Verka (Punjab), Saras (Rajasthan). Nandini (Karnataka), Milma (Kerala) and Gokul (Kolhapur) are among those that have earned customer confidence.

-:Some of the major dairy cooperative federations include:-

Andhra Pradesh Dairy Development Co-operative Federation Ltd (APDDCF)

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

Gujarat co-operative Milk Marketing Federation Ltd (GCMMF)

Haryana Dairy Development Cooperative Federation Ltd. (HDDCF)

Himachal Pradesh State Cooperative Milk Producers Federation Ltd (HPSCMPF)

Karnataka Cooperative Milk Producers Federation Ltd (KMF)

Kerala State Cooperative Milk Marketing Federation Ltd (KCMMF)

Madhya Pradesh State Cooperative Dairy Federation Ltd (MPCDF)

Maharashtra Rajya Sahkari Maryadit Dugdh Mahasangh (Mahasangh)

Orissa State Cooperative Milk Producers Federation Ltd (OMFED)

Pradeshik Cooperative Dairy Federation Ltd (UP) (PCDF)

Punjab State Cooperative Milk Producers Federation Ltd (LASSEEFED)

Rajasthan Cooperative Dairy Federation Ltd (RCDF)

Tamilnadu Cooperative Milk Producers Federation Ltd (TCMPF)

3.1.4 The Dairy Cooperative Network

Includes 176 milk unions

Operates in over 338 districts

Covers nearly 1,08,574 village level societies

Is owned by nearly 13 million farmer members.

Apart from making India self sufficient in Milk, these dairy co-operatives have established our country as the largest Milk-producing nation in the world.

3.2 The Organization:

3.2.1 Introduction & History:

In the year 1946 the first Milk union was established. This union was started with 250 liters of Milk per day. In the year 1955 AMUL was established. In the year 1946 the union was known as KAIRA DISTRICT CO-OPERATIVE MILK PRODUCERS UNION. This unionselected the brand name AMUL in 1955.

The brand name Amul means AMULYA. This word derived form the Sanskrit word AMULYA which means PRICELESS. A quality control expert in Anand had suggested the brand name AMUL. Amul products have been in use in millions of homes since 1946. Amul Butter, Amul Milk Powder, Amul Ghee, Amulspray, Amul Cheese, Amul Chocolates, Amul Shrikhand, Amul Ice cream, Nutramul, Amul Prolife Lassee, Amul Pro and Amulya have made Amul a leading food brand in India. (The total sale is Rs. 2 billion in 2012). Today Amul is a symbol of many things like of the high- quality products sold at reasonable prices, of the genesis of a vast co-operative network, of the triumph of indigenous technology, of the marketing savvy of a farmers' organization.

And have a proven model for dairy development (Generally known as ANAND PATTERN).

In the early 40s, the main sources of earning for the farmers of Kaira district were farming and selling of Milk. That time there was high demand for milk in Bombay. The main supplier of the milk was Polson dairy limited, which was a privately owned company and

held monopoly over the supply of milk at Bombay from the Kaira district. This system leads to exploitation of poor and illiterates farmers by the private traders. The traders used to beside the prices of milk and the farmers were forced to accept it without uttering a single word.

However, when the exploitation became intolerable, the farmers were frustrated. They collectively appealed to Sardar Vallabhbhai Patel, who was a leading activist in the freedom movement. Sardar Patel advised the farmers to sell the Milk on their own by establishing a co- operative union, Instead of supplying Milk to private traders. Sardar Patel sent the farmers to Shri Morarji Desai in order to gain his co-operation and help. Shri Desai held a meeting at Samarkha village near Anand, on 4th January 1946. He advised the farmers to form a society for collection ofthe Milk

These village societies would collect the milk themselves and would decide the prices at which they can sell the Milk. The district union was also form to collect the Milk fromsuch village co-operative societies and to sell them. It was also resolved that the Government should be asked to buy Milk from the union.

However, the govt. did not seem to help farmers by any means. It gave the negative response by turning down the demand for the milk. To respond to this action of govt., the farmers of Kaira district went on a milk strike. For 15 whole days not a single drop of milk was sold to the traders. As a result the Bombay milk scheme was severely affected. The milk commissioner of Bombay then visited Anand to assess the situation. Having seemed the condition, he decided to fulfill the farmers demand.

Thus their cooperative unions were forced at the village and district level to collect and sell milk on a cooperative basis, without the intervention of Government. Mr. Verghese Kurien showed main interest in establishing union who was supported by Shri Tribhuvandas Patel who lead the farmers in forming the Cooperative unions at the village level. The Kaira district milk producers union was thus established in ANAND and was registered formally on 14th December 1946. Since farmers sold all the milk in Anand through a co-operative union, it was commonly resolved to sell the milk under the brand name AMUL.

At the initial stage only 250 liters of milk was collected every day. But with the growing awareness of the benefits of the cooperativeness, the collection of milk increased. Today

Amul collect 9.4 million liters of milk every day. Since milk was a perishable commodity it becomes difficult to preserve milk for a longer period. Besides when the milk was to be collected from the far places, there was a fear of spoiling of milk. To overcome this problem the union thought out to develop the chilling unit at various junctions, which would collect the milk and could chill it, so as to preserve it for a longer period. Thus, today Amul has more than 150 chilling centers in various villages. Milk is collected from almost 1500 societies.

With the financial help from UNICEF, assistance from the govt. of New Zealand under the Colombo plan, of Rs. 50 millions for factory to manufacture milk powder and butter was planned. Dr.Rajendra Prasad, the president of India laid the foundation on November 15, 1954. Shri Pandit

Jawaharlal Nehru, the prime minister of India declared it open at Amul dairy on November 20, 1955.

3.2.2 Amul Secret Of Success:

The system succeeded mainly because it provides an assured market at remunerative prices for producers' milk besides acting as a channel to market the production enhancement package. What's more, it does not disturb the agro-system of the farmers. It also enables the consumer an access to high quality milk and milk products. Contrary to the traditional system, when the profit of the business was cornered by the middlemen, the system ensured that the profit goes to the participants for their socio-economic upliftment and common good.

Looking back on the path traversed by Amul, the following features make it a pattern and model for emulation elsewhere.

Amul has been able to:

Produce an appropriate blend of the policy makers farmers board of management and the professionals: each group appreciating its rotes and limitations.

Bring at the command of the rural Milk producers the best of the technology and harness its fruit for betterment.

Provide a support system to the Milk producers without disturbing their agro-economic systems.

Plough back the profits, by prudent use of men, material and machines, in the rural sector for thecommon good and betterment of the member producers.

Even though, growing with time and on scale, it has remained with the smallest producer members. In that sense, Amul is an example par excellence, of anintervention for rural change.

The Union looks after policy formulation, processing and marketing of Milk, provision of technical inputs to enhance Milk yield of animals, the artificial insemination service, veterinary care, better feeds and the like - all through the village societies. Basically the union and cooperation of people brought Amul into fame i.e. AMUL (ANAND MILK UNION LIMITED), a name which suggest THE TASTE OF INDIA.

Amul (Anand Milk union ltd.) is based on four hands, which are coordinated with each other. The actual meaning of this symbol is co-ordination of four hands of different people by whom this union is at the top position in Asia.

First hand is of farmers, without whom the organization would not have existed.

Second hand is of processors, who process the row material (Milk) into finished goods.

Third hand is of marketer, without whom the product would have not reached the customers. Fourth hand is of customers, without whom the products would have not carried on.

3.2.3 GCMMF Overview:

Gujarat Cooperative Milk Marketing Federation (GCMMF) is India's largest food products marketing organisation. It is a state level apex body of Milk cooperatives in Gujarat which aims to provide remunerative returns to the farmers and also serve the interest of consumers by providing quality products which are good value for money.

Gujarat Cooperative Milk Marketing Federation Ltd (GCMMF) is the largest Organisation in FMCG industry engaged in marketing of Milk & Milk products under the brand names of AMUL and SAGAR with an annual turnover exceeding Rs 97.74 billion.

GCMMF is a unique organisation. It's a body created by Farmers, managed by competent professionals serving a very competitive and challenging consumer market. It is a true testimony of synergistic national development through the practice of modern management methods.

3.2.4 Vision:

GCMMF will be an outstanding marketing organization, with specialization in marketing of food and dairy products both fresh and long life with customer focus and IT integrated. The network would consist of over 100 offices, 7500 stockiest covering at least every Taluka. Head quarter servicing nearly 10 lakh outlets with a turnover of Rs.10,000 Cr and serving several co-operatives. GCMMF shall also create markets for its products in neighboring countries.

3.2.5 Mission:

We at GCMMF endeavor to satisfy the taste and nutritional requirements of the customer of the world through excellence in the marketing by our committed team. Through co- operative networking, we are committed to offering quality product that provides best value for money.

3.2.6 Organization Structure:

Organization Structure is divided into two parts:

External Organization Structure

Internal Organization Structure

External OrganizationStructure

External Organization Structure is the organization structure that affects the organization from the out side.State Level Marketing Federation

District Milk Product Union Ltd.

Village Milk Product Union Ltd.

Villagers

As we know, GCMMF is unit of Gujarat Milk Marketing Federation, which is a co-operative organization. The villagers of more than 10000 villages of Gujarat are the bases of this structure. They all make village Milk producers union, district level Milk producers union and then a state level marketing federation is established. The structure is line relationship, which provides easy way to operation. It also provides better communication between two stages.

Internal Organization Structure:

The following is internal organisation chart of Amul:

Organization Structure Chart

Chairman

Managing Director

General Manager

Ass. General Manager

FinanceProductionMarketingSales & PurchasePersonnel Dept.Dept.Dept.Dept.Dept.

SeniorSeniorSeniorSeniorS

ManagManagerManagerManagerMa

FinancProductioMarketingSalesPersManagManagerManagerManagerMaAccountantOfficerMarketingOfficerP.R.F.Executive

OfficersSupervisorF.S.R.SalesmenExecutive

3.2.7 Production Function:

Explosion of the production technology and changes in technical field is going to bring out revolution in the industry sector which eventually gives stand to study and favors the come backing subject i.e. production and management.

Production and operation management is planning, organizing, staffing, directing and controlling of all the production system those portion of organization that convert inputs into products and services. In general production system takes raw material, personnel, machines, buildings and other resources and produce products and services.

The core of production system is its conversion subsystem where in workers; raw materials are used to convert inputs into products and services. This production department is at heart of the firm, as it is able to produce low cost products and superior quality in timely manners.

Thus, there arises enormous need of giving due importance to this department as a whole and a strong concrete base being foundation pillars of a manufacturing organization, if the intention is to succeed domestically and globally.

Operating Analysis-

Amuls only source of raw material is Village Milk societies. Milk is brought from such village Milk societies every morning and evening. This Milk is then sent to the dairy plant. In the dairy plant the Milk is processed i.e. it is made free from germs.

Milk Processing

The entire process of Milk can be divided into following steps:

Steps:

Milk Processing Chart:

Collection of Raw-Milk

Purchasing And Standardizing Process

Separation Process

Quality Check

Packaging Process

Cold Storage

Electronic Milk Test Methyline Blue Reduction Test

3.2.8 Distribution Network:

Most producers work with marketing intermediaries to bring their products to market. The marketing intermediaries make up a marketing channel also called distribution channel. Distribution channels are sets of interdependent organizations involved in the process of making a product or service available for use or consumption.

The Head Office of GCMMF is located at Anand. The entire market is divided in 5 zones. The zonal offices are located at Ahmedabad, Mumbai, New Delhi, Kolkata and Chennai. Moreover there are 49 Depots located across the country and GCMMF caters to 37 Export markets.

A zero level of channel also called a direct marketing channel consists of a manufacturer selling directly to the final customers. A one level channel; contains one selling intermediary such as retailer to the final customers. A two level channel two intermediaries are typically wholesaler and retailer. A three level channel are typically wholesaler, retailer and jobber in between.

GCMMF has an excellent distribution. It is its distribution channel, which has made it so popular. GCMMFs products like Milk and Milk products are perishable. It becomes that much important for them to have a good distribution.

Distribution Chart

Products

Agents

Wholesaler

Retailer

Consumer

We can see from above figure that GCMMF distribution channel is simple and clear. The products change hands for three times before it reaches to the final consumer. First of all the products are stored at the Agents end who are mere facilitators in the network. Then the products are sold to wholesale dealers who then sell to retailers and then the product finally reaches the consumers.

3.2.9 Managing Competition:

The Indian market is dominated by a large number of small local and regional players. There are an estimated 150 manufacturers in the organized segment, which accounts for 30-35% of sales and about 1000 units in the unorganized segments of the market. In the organized segment the significant brands are Kwality Walls , Vadilal, Havmor, Mother dairy and Baskins & Robbins. GCMMF is facing very tough competition from both in and outside India.

Amul combats competition from its competitors by providing quality products at a price which its customers value. Along with good quality products and reasonable price the packaging is also very good. Most of its products are available in many flavors. Excellent advertising backs its products and helps GCMMF (AMUL) to leave its competitors a tough time. Also Amul has come out with Amul Parlours to cater to various segments of customers. Amul has a very strong Brand Image in the Domestic market. Many products are exported by GCMMF.

3.2.10 Advertising by Amul:

Amul has two agencies that look after its entire range of products namely FCB Ulka and Da cunha.

FCB Ulka looks after a broad range of products namely, Amul Lite Breadspread, Amul Shrikhand, Amul Chocolates, Amul Paneer, Amul SnowCap Softy Mix Ice cream, Amul/Sagar Ghee, Amul Infant Milk Formula 1 & 2, Sagar Tea and Coffee whitener,

Amul Spray Infant Milk Food, Amul Mithaee, Amul Gulab Jamun, Amulya Dairy Whitener, Mithaimate Sweetened Condensed Milk, Amul Ice cream, Sagar Skimmed Milk Powder and Amul Whole Milk Powder.

Da Cunha looks after the Amul butter. Da Cunha also prepares the very popular Amul butter billboard campaigns, which we see at various locations. Over and above the Amul butter, Da Cunha also looks after the Amul Cheese, Cheese spread, Gouda Cheese, Emmental Cheese, Masti Dahi and Butter, Amul Slim-n-Trim, Amul Taaza and Amul Gold (all different brands of Milk), Amul Fresh Cream, Amul Chocolate Milk, Amul Fresh Milk and Nutramul. FCB Ulka also looks after the corporate campaign.

3.2.11 Sales Turnover:

Sales turnover of GCMMF from 1994 to 2012 :-

Sales TurnoverRs (million)US $ (in million)1994-951114031995-961379041996-971554041997-981884041998-992219241999-002218542000-012258852001-022336552002-032745752003-042894162004-052922562005-063773682006-074277812007-085255412008-096711312009-108005352010-119774202011-1211668014

3.2.12 Areas of Operation:

Besides India, AMUL has entered overseas markets such as Mauritius, UAE, USA, Bangladesh, Australia, China, Singapore, Hong Kong and a few South African nations. Other potential markets being considered include Sri Lanka.

3.2.13 Some Facts:

Members:13 District Cooperative Milk Producers' UnionsNo. of Producer Members3.03 million

No. of Village Societies15,712

Total Milk handling capacity13.67 million litres per day

Milk collection (Total - 2010- 11)

3.45 billion litres

Milk collection (Daily Average (2010-11)

9.2 million litres

Milk Drying Capacity647 Mts. per day

Cattlefeed manufacturing Capacity

3690 MTS per day

Sales Turnover (2010-11)Rs. 9774 Crores (US $ 2.2 billion)

3.2.14 Achievement & Awards:

Amul: Asias largest dairy co-operative was created way back in1946 to make the Milk producer self-reliant and conduct Milk- business with pride. Amul has always been the trend setter in bringing and adapting the most modern technology to door steps to rural farmers.

Amul created history in following areas:

First self motivated and autonomous farmers organization comprising of more than

5000000 marginal Milk producers of Kaira District.

Created Dairy co-operatives at village level functioning with Milk collection centers owned by them.

Computerized Milk collection system with electronic scale and computerized accounting system.

The first and only organization in world to get ISO 9000 standard for its farmers co- operatives.

First to produce Milk from powder from surplus Milk. Amul is the live example of how co- operation amongst the poor marginal farmers can provide means for the socio-economic development of the under privileged marginal farmers.

AWARDS:-

Amul a co-operative society and its co-operation has led many different awards in its favour.

Magsaysay award for community leadership presented in manila.

Philippines to Shri Tribhuvandas Patel, Shri D N Khurody and Shri V. Kurien

1964: Padmabhusan award given to Shri T.K. Patel

1965: Padmshri awarded was given to V. Kurien, general manager, by the president of India.

1987: Best Productivity awarded by national productivity council for the year 1985-86 awarded to Amul dairy.1988: Best Productivity awarded for the second successive year 1986-87 by the president of India, Mr. R. Venkatrao to kaira union.

1993: ICA Memenoto towards genuine and self sustaining cooperative worldwide ICA regional office for Asia and pacific, New Delhi, 1996.

1999: G.B.Birla award. Moreover the Amul union has achieved the prestigious ISO 9001- 2000 and HACCP Certificate and effects are got to obtain ISO 14000.

1999: Best of All" Rajiv Gandhi National Quality Award for the year,

2003: The Gujarat Co-operative Milk Marketing Federation Ltd. has emerged as the top scorer in the service category of the prestigious IMC Ramkrishna Bajaj National Quality Award.

2006-07: GCMMF has bagged award for excellent performance in exports of dairy products fromAgricultural and Processed Food Exports Development Authority (APEDA).

2007: Amul Pro-Biotic Ice-cream Gets No. 1 Award At World Dairy Summit.

2008: Amul Pro-Biotic Ice-cream Gets No. 1 Award At World Dairy Summit.

2009: Amul Bags Srishti G-cube Award For Good Green Governance.

2010: GCMMF receives Srishti's G-Cube Award.

Dr. V.Kurien honoured with Life Time Achievement Award.

Amul receives Green Globe Foundation Award.

2011-12: ET-Corporate Citizen Award of the Year 2010-11 to GCMMF

2013: GCMMF wins the SAP Award for Customer Excellence (SAPACE) 2013 under the category of "Best Run Award in Finance"

3.3 List of Products Marketed:-

Bread spreads

Amul Butter

Amul Lite Low Fat Bread spread

Amul Cooking Butter

Cheese Range

Amul Pasteurized Processed Cheddar Cheese

Amul Processed Cheese Spread

Amul Pizza (Mozarella) Cheese

Amul Shredded Pizza Cheese

Amul Emmental Cheese

Amul Gouda Cheese

Amul Malai Paneer (cottage cheese), Frozen, Refrigerated and Tinned

Utterly Delicious Pizza

Mithaee Range (Ethnic sweets)

Amul Shrikhand (Mango, Saffron, Almond Pistachio, Cardamom)

Amul Amrakhand

Amul Mithaee Gulabjamuns

Amul Mithaee Gulabjamun Mix

Amul Mithaee Kulfi Mix

Avsar Ladoos

Pure Ghee

Amul Pure Ghee

Sagar Pure Ghee

Amul Cow Ghee

UHT Milk Range

Amul Shakti 3% fat Milk

Amul Taaza 1.5% fat Milk

Amul Gold 4.5% fat Milk

Amul Lite Slim-n-Trim Milk 0% fat Milk

Amul Shakti Toned Milk

Amul Fresh Cream

Amul Snowcap Softy Mix

Infant Milk Range

Amul Infant Milk Formula 1 (0-6 months)

Amul Infant Milk Formula 2 (6 months above)

Amulspray Infant Milk Food

Milk Powders

Amul Full Cream Lassee Powder

Amulya Dairy Whitener

Sagar Skimmed Lassee Powder

Sagar Tea and Coffee Whitener

Fresh Milk

Amul Taaza Toned Milk 3% fat

Amul Gold Full Cream Milk 6% fat

Amul Shakti Standardized Milk 4.5% fat

Amul Slim & Trim Double Toned Milk 1.5% fat

Amul Saathi Skimmed Milk 0% fat

Amul Cow Milk

Sweetened Condensed Milk

Amul Mithaimate Sweetened Condensed Milk Curd Products Yogi Sweetened Flavored Dahi (Dessert)

Amul Masti Dahi (fresh curd)

Amul Butter Milk

Amul Lassee

Amul Prolife Lassee

Amul Ice creams

Royal Treat Range (Rajbhog, Cappuchino, Chocochips, Butterscotch, Tutti Frutti)

Nut-o-ManiaRange(Kaju Drakshi,KesarPista,RoastedAlmond,Kesar

Carnival, Badshahi Badam Kulfi, Shista Pista Kulfi)

Utsav Range (Anjir, Roasted Almond)

Simply Delicious Range (Vanilla, Strawberry, Pineapple, Rose, Chocolate)

Nature's Treat (Alphanso Mango, Fresh Litchi, Anjir, Fresh Strawberry, Black

Currant)

Sundae Range (Mango, Black Currant, Chocolate, Strawberry)

Millennium Ice cream (Cheese with Almonds, Dates with Honey)

Milk Bars (Chocobar, Mango Dolly, Raspberry Dolly, Shahi Badam Kulfi, Shahi

Pista Kulfi, Mawa Malai Kulfi, Green Pista Kulfi)

Cool Candies (Orange, Mango)

Cassatta

Tricone Cones (Butterscotch, Chocolate)

Megabite Almond Cone

Frostik - 3 layer chocolate Bar

Fundoo Range - exclusively for kids

SlimScoop Fat Free Frozen Dessert (Vanilla, Banana, Mango, Pineapple)

Health Isabcool

Chocolate & Confectionery

Amul Prolife Lassee Chocolate

Amul Fruit & Nut Chocolate

Brown Beverage

Nutramul Malted Milk Food

Amul Pro Lassee Drink Amul Kool Flavoured Lassee

Health Beverage

Amul Shakti White Milk Food

Ready to Serve Soups

Masti Tomato Soup

Masti Hot & Sour Soup

Recently launched

Amul Ganthiya

PLANTS

First plant is at ANAND, which engaged in the manufacturing of Milk, butter, ghee, Milk butter etc.

Second plant is at MOGAR, which engaged in manufacturing chocolate, nutramul, Amul Ganthia and Amul lite.

Third plant is at Kanjari, which produces cattelfeed.

Fourth plant is at Khatraj, which engaged in producing cheese

.

.

OBJECTIVE& SCOPE OF THE STUDY

4.1 Objectives of Project:

The main objective of the Study can be listed as follows

A. Primary Objective

1 To find size of retail network of Amul Prolife Probiotic Lassee Kalyan Region.

2 To find the problems faced by retailers in selling and storing.

3 To collect the information about the competitors.

4. To find the problems regarding distributors.

B. Secondary Objective

1. To organize sales promotional activities to improve Lassee selling.

2. To generate and secure consumer awareness.

4.2 Scope of Project:

The study carried out in Kalyan Region so its scope is mainly limited to Kalyan Region. It gives information about the size of the retail network.

It gives information about the services given by distributor to their retailer.

It gives information about the competitors products.

It will serve consumer in better manner.

It provides suggestions to the company to improve their products sales.

It gives information about the sales promotion activities to improve the lassee sale.

RESEARCH METHODOLOGY

5.1 Research Methodology:

The research was conducted from 2nd May, to 30th July, 2013. The research include meetings with the retailers, consumers and dealers. It included preparation of the questionnaire to be answered by above people for knowing the competitive position of Amul in the Lassee market. The views of the above parties were recorded in the research as per the questionnaire set by us.

5.1.1 Research Approach:

The objective was to know the competitive position of Amul in the Lassee market thus in order to successfully conduct the research the unbiased opinion of the above parties was desirable. Thus we conducted the research as the representative of Amul company and sometimes the representatives of the other company like Mother Dairy or Gowardhan in order to have an unbiased opinion of the concerned persons and it worked to achieve our goal.

5.1.2 Research Instrument:

The research instrument was the structured questionnaire formulated for the respondents. The questionnaire was different for the retailers and dealers and for the consumers there was a different set of questionnaire. There were also the area maps.5.1.3 Types of Question:

The second important aspect in the designing a question is to decide which types of question are to be used. Question can be classified in various ways.Questionnaire contains following type information-

1. Open-ended question

2. Dichotomous question

3. Multiple-choice Question

Both the questionnaire consists of all three types of question. Mostly all questions are multiple type questions. Dichotomous question are few in number. There is only one open-ended type question.

5.1.4 Phrasing of Question:

In questionnaire, I try to phrase the question in logical way. For example I arrange question in sequence as personal information, awareness data, usage data, and finally related to reason and satisfaction.. 1.5Sampling Plan: Sample sizeThe sample size was as follows:

SR. NO.RESPONDENTTOTAL NUMBER

1.Retailers169

2.Consumers95

3.Distributors4

Sampling Technique:

A stratified sampling technique was used. A different Stratum for different type of respondent within every stratum the respondents was selected as per convenience basis.

5.1.6 Method of Survey: Personal Interview:

It is direct form of investigation, involving face-to-face communication with free feedback information. It offers a sense of participation. It is more flexible form of data collection. Use of unstructured, open-end questions is possible. Rate of refusal is low. Depth interview is possible. Complex questions can be asked. The interview can have questions to secure more information. Observation approach can be combined to verify age, income, status, standard information. Visual aids in the form of catalogues samples etc. can be used to get views, opinions, and attitudes of responder.

5.2.1 Product for Which Survey Was Conducted:-

Composition:

Toned Lassee, Sugar / Salt, Fruit Pulp Compound, Stabilizer , Active Probiotic Culture

Nutritional Information

60 kcal/100 ml Special Features: Tasty, Healthy and refreshing treat for all age people

Contains live Probiotic Bacteria which helps digestion and improve immunity.

Made with special culture to give a smooth, mild, acidic taste.

It is made from natural ingrediants.

Available in 4 flavours namely Rose, Jeera (Cumin), Mango, Pineapple.

Product Specification:

Amul Prolife Lassee meets the PFA standards for the respective type of Lassee.

Pricing of the Lassee

Price to distributor:Rs 13.50

Price to Retailer:Rs. 14.30

MRP:Rs 15.00

Shelf life :

Best before 10 days from packaging of product. Storage Condition :Keep under Refrigeration below 8 C.

5.3.1 Area of Operation:The areas of operation were the research was done are as follows:

Khadak pada.

Birla College.

Aadharwadi.

Karnik Road.

Station Road.

Rambaug.

Tilak Chowk

Shahad.

Pournima Talkies

Patri Pool Road.

How the survey conducted

To approach the outlets with the following requirements in mind.

At Approach:

What type of shop it is? (hotels, amrutulya, bakery, restaurant, general stores, super market) Does it stock Amul products?

What other brands available in the shop

Secondary Level:

Whether it sells Lassee ?

If yes, whether it sells Amul Prolife Lassee ?

Whether the company provides any promotional support ?

Territory Level:

Does he sell local Lassee or not ?

Which is the most selling Lassee in the market ?

Who supplies Lassee to your shop ?

Does the delivery of Lassee is on time ?

What is the mode of payment credit or cash ?

Others:

Types of schemes given to him.

Addendum:

Outlets may include institutions, general stores, mithai shops, super market, canteens, juice bars, ice-cream corners etc. These sectors were chosen because the company believed that these segments could be

the best potential buyers for this product.

DATAP ROCESSINNG& ANALYSIS

6.1 Data Analysis For Retailers:-

1) Number of retailers stocking Amul Prolife Lassee.

Ans werNo. ofPer cent

Yes5520%

No11480%

Yes 33%Yes NoNo 67%Interpretation:

The above graph indicates that only 1/3rd of the retailers are selling Amul Prolife Lassee.

It shows that Amul Prolife Lassee brand is not popular among the retailers.

2) Reasons for Amul Prolife Lassee not stored by retailers.

(Out of 169 retailers 114 were not buying Amul Prolife Lassee.)

AnswerNo.ofresponden

Less shelf life6

Low margin75

No replacement20

No distribution13

No distribution13

No replacement20

Low margin75

Less shelf life

01020304050607080

No. of respondents

Interpretation: From above graph it is clear that half of the retailers were not satisfied with Amul replacement and margin policy. Some retailers responded about absence of packaging date. Very less retailers complained about distribution network

3) Preference of retailers to Lassee brand.

BRANDSRESPONDE

Amul15

Aarey77

Denon45

Gokul6

Others26

Others26

Gokul6

Denon45

Aarey77

Amul15

0102030405060708090

RESPODENT.Interpretation: The above graph shows that the Aarey is most preferable brand in all. Some retailers also prefers Denon and others brands.

4) Sources from where retailers get Amul Prolife Lassee

(Out of 169 retailers only 55 were buying Amul Prolife Lassee.)

An swNo.ofrespondentPercentage

Distributor s5295 %

Other suppliers35 %

Interpretation: Almost all retailers said that they purchased Lassee from Amul distributors.

5) Retailers satisfaction with Amul distributor.

(Out of 169 retailers only 55 were buying Amul Prolife Lassee)

AnswerNo.ofrespondentPercentage

Yes3462 %

No2138 %

No38%

Yes

YesNo

62%

Interpretation:

Graph shows that most of the retailers were satisfied with the service provided by the Amul distributors.

6) Interest of retailers in wholesale distribution of Amul Prolife Lassee.

Answe rNo. of respondentsPercenta ge

Yes2716 %

No14284 %

Yes 16%Yes NoNo 84%

Interpretation: Graph represents the interest of the retailers to start Amul Prolife Lassee distribution .The questions asked to increase the retail coverage. Most of the retailers were not interested. Only 16% of the retailers were ready to start Amul distribution.

61

7) Awareness among retailers for Amul Parlor (APO) and its benefits. (Out of 169 retailers only 118were questioned as they had large store.)

Answe rNo. of respondentsPercenta ge

Yes7059 %

No4841 %

No 41%Yes NoYes 59%

Interpretation: APO is the outlet where you get Amul Prolife Lassee and Lassee products and it helps to increase the market share. This question asked to the retailers who were strong enough in capital. From graph it can be interpreted that the awareness about APO is very low.

8) Consumers expectation from Amul Prolife Lassee.(Out of 169 retailers only 55 were buying Amul Prolife Lassee.)

ATTRIBUTERESPONDE

Good quality7

Shelf life23

Availability25

Availability25Shelf life23Good quality7

051015202530

RESPO DENT

Interpretation:

The question asked to the retailers where the Amul Prolife Lassee is being sale, and tried to collect feedback of customers about Amul Prolife Lassee. More customers were having complaints about the clear date of packaging and availability. Some customers were not happy with quality of Lassee.

OBSERVATION& FINDINGS

7.1 Observation Findings:-

7.1.1 Retailers: (super market, grocery shops, ets)

Retailers are not interested because they dont have storage facility but if company provides them such facility they will be sale Amul Prolife Lassee.

Because of low profit margin almost all retailers are not interested in Amul Prolife Lassee selling.

The 200 ml glass are no available to the retailers for selling.

On question, why retailers are not interested in selling of Amul Prolife Lassee, it is found they were not happy with margin, availability and replacement and taste of the lassee.

Retailers were selling different brands. Because they were able to receive more margin from non popularized brand that they could not from well known brands.

All retailers get Amul Prolife Lassee from company selected distributors.

Measurable amount of retailers were not happy with the distributors, because of frequent change in distributors and late delivery of Lassee.

All retailers were familiar with sales promotion activities undertaken by Amul. But more of the activities were not communicated by distributors. So it shows that distributors are taking the advantage of such activities.

Some questions were asked with view to convert retailers into distributors, but due to low margin they denied that.

Retailers were not interested to start APO because to start APO one required large amount investment i.e. near about 2 Lakhs and with this it is mandatory to sale only Amul products, so most of the retailers did not show interest in APO.

Retailors are not able to sell the product within shelf life of the product,Amul Prolife has only 10 shelf life.

When question came to retailers ratings towards Amul Lassee rating most of the most respondents complaining about profit margin and product life.

Retailers also demand for the replacements for the damage due to the spoilage that they have to bear when the Amul Prolife Lassee gets spoiled after the purchase.

7.1.2 End Users: (House holds)

Consumers preference for purchasing of is mainly based on quality, taste, availability, home delivery and freshness respectively.

Awareness level among the consumers is very less therefore around 15% consumers are consuming Amul Prolife Lassee.

Consumers have a perception that Amul Prolife Lassee is unfresh and is having lots of cuddling problem.

7.1.3 Bulk Users: (sweet shops, restaurants, hotels, canteens etc).

The awareness level of Amul Prolife Lassee in bulk users is around 70% but only 10% are using Amul Prolife Lassee.

The preference of purchasing Lassee by the bulk users is mainly quality, price and timely availability.

The reasons for not using Lassee by the bulk users are :

1. Higher price that is not meeting the competitors rate as bulk user are very price sensitive.

2. In case of canteens contract some of them prefer credit purchasing which is against companys norms and policies.

LIMITATIONS

Limitations:-

This report had to work under several constraints and limitations. Some of the key limitation are.

1. The survey is limited only for ten wards.

2. Time period of the project was 8 weeks, which may not be enough to understand the whole market.3. Convenient sampling was used as the mode of conducting the research.

4. The sample size of the taken was small, therefore it can be said that the chosen sample is not the representative of the whole population and this hindered quantitative research.5. The psychology and temperament of a respondent play a significant role. Some respondents are more sensitive as against others who are more tolerant. A change in the composition of the respondents can affect the answers adversely or favorably.6. Respondents may not have been true in answering various questions and may be biased to certain other questions.7. Out of the whole research and analysis, only four major brands could be highlighted, leaving aside the other non-popular brands.8. The questionnaire mostly contained multiple choice questions, therefore many respondents did not give a proper thought before up the questions, and some even ticked things, which were not applicable. Therefore, all this increased the bias.9. The sample size of Retailers / Wholesalers was very small and therefore response from them dose not reflect the exact view because they may to biased.

CONCLUSION

Conclusion:-Amul means different things to different people. To a Lassee producer A life enriching experienceTo a consumer Assurance of having wholesome Lassee To a mother A reliable source of nourishment for her childTo the country Rural development and self reliance

As we know that Amul is very big organization and market leader in dairy products. It has maximum market share in Lassee, Butter, Cheese & Ice-Cream which are its main/core products. But in case of local market like Kalyan the Amul Prolife Lassee is not a popular product as compared to other Amul Products. With the help of research, company can find out its week points in Lassee product and can increase its market share through rectify mistakes. People have believed in Amuls product and they will accept it also if effective actions were taken.

The survey resulted into following conclusions :

Amul must come up with new promotional activities such that people become aware about

Amul Prolife Lassee .

Quality is the dominating aspect which influences consumer to purchase Amul product, but prompt availability of other Lassee brands and aggressive promotional activities by others influences the consumer towards them and also leads to increase sales.

IncomparisontoAmul Prolife Lassee,theotherplayerssuchasMother dairy, Gowrdhan,Gokul & Mahananda provide a better availability and give competition to the hilt.

People are mostly satisfied with the overall quality of Amul Prolife Lassee, but for the existence in the local market Amul must use aggressive selling techniques.

.

SUGGESTIONS& RECOMMENDATION

Suggestions & Recommendation:-

The Lassee products market has reached Maturity stage in India large no. of Co- operatives having a variety of product range has entered the market, thus there is one way for Amul to sustain their Lassee business in the market by delivering outstanding satisfaction to their retailers, so that they can take interest in selling of Amul Prolife Lassee products. This can be done as follows

Company should increase shelf life of the product.

Amul has a relatively good distribution network, but still company is not able to fulfill the demand of outlet in the peak season when demand is very high. Here company should consider on the supply of product in the peak season.

Supply should be regular to all the outlets including those that lie in the pocket roads and not just in the outlets which lie on the easily accessible routes.

200 ml lassee glass should make available to retailers for selling, because lower income family has intention to buy.

Provide reasonable Margin to retailers as compared to competitors, this motivates them to promote companys products.

Improve delivery schedule to provide products on time for the retailers about who claimed that Amul Prolife Lassee is not available to them on time.

Incentives & schemes should be given to the retailers and some scrutiny should be follow to check the scheme get being communicated properly by distributors or sales person.

Provide consistent service to retailers as this will help gain company goodwill in the market.

Do not change distributor frequently, because he is the only person who act as a connecting link between company and retailers.

Do not place more than one distributor in same market area.

Try to minimize bank deposits for APO, which help to retailer think to start.

Though the customers are asking for Branded Lassee is very few but Amul should invest more money in Brand promotion and marketing in Kalyan, it will be beneficial for the company in the long run as well as in the short run.

For Brand promotion and marketing of Amul Prolife Lassee in Kalyan it should introduce a mascot for the Amul Prolife Lassee as it already has for Amul Butter i.e. The Amul Butter Girl in order to gain a good position in the mind of customers. This will also help in easy Brand differentiation and Recognition.

Also advertising on the television, Radio Mirchi and Sponsorship of the events, Trade Fairs will be a better choice.

The study of Lassee market reveled that there is no Mergers and Acquisition in the Lassee industry. Amul should go for Mergers and Acquisition and try to acquire the local players in the Kalyan market like Mother dairy,Mahananda and Gowardhan etc. It will help the company in increasing its Dealers network, Market share, Customer base etc. It will also save time of establishing a new manufacturing unit.

Our Research revealed that there is no awareness among the consumers regarding the Amul Prolife Lassee in kalyan. So it is advisable to the company to conduct various consumer awareness programs like distributing of pamphlets outside the big shopping malls, giving presentations in schools and colleges about the Amul Prolife Lassee by telling them about the qualities of Lassee. By this we can able to reach to a large number of people at one time only as there will students along with their teachers and other staff members of the school and colleges.

The pamphlets should be printed in such a way that it not only advertise about the Lassee but also provides information about how to preserve the Lassee in different conditions.

In order to attract the ladies segment the pamphlets should have some recepies on the other side of it.

Some brand ambassador like M S Dhoni, Hrithik Roshan or Vriendra Sehwag may be used.That will help customers to accept the product more quickly.

Special offers should be there for dealers, retailers and consumers at the time of diwali and holi.

Discount coupons should be given to the consumers in order to buy more Lassee.

If adding preservatives in the Lassee keeps the Lassee for longer times then Amul should also add some preservatives in the Lassee as people not only see quality but also sees the time duration i.e. how much times we can store the Lassee.

In order to push the Lassee to the customers the profit margin should be increased.

Company should improve its distribution channel and should increase the number of distributors.

Company should take care of retailers by solving their problems and should call back by appointing separate company representatives.

Timely visit should be given to the retail shops.

BIBLIOGRAPHY AND WEBLIOGRAPHY

Books:

i Marketing Management (12th Edition) Philip Kotlar

ii. Research Methodology C. R. Kothari

Websites:

i. www.google.co.in

ii. www.wikipedia.com

iii. www.amul.com.

iv. www.marketresearch.com

v. www.dairy.com

ANNEXURE

QUESTIONNAIRE:- (Retailer Survey)

Name of the shop : Retailer Name : Address:

1) Do you stock Amul Prolife Lassee?a) Yes b) No

2) If No, Why?a. Low shelf lifeb. Low marginc. No replacement for leakaged. Low distribution

3) Which is the most preferable brand of packaged Lassee that you stock? Amul Mother dairy Gowardhan Mahananda Others

4) From where do you get Amul Prolife Lassee?

a) Distributorsb) Other suppliers

5) Are you satisfied with Amul distributor?

a) Yesb) No

6) Do you know which Sales promotional activities does the company undertake for Amul Lassee?a Price offd) Free

b Credit facility cAdvertisemente) Couponsf) P-O-P

7) Are you interested in distribution of Amul Prolife Lassee?

a) Yesb) No

8) Are you aware of Amul Parlor (APO) and its benefits?

a) Yesb) No

9) Are you interested in opening an Amul Parlor (APO)

a) Yesb) No

10) What is consumers expectation from Amul Prolife Lassee?a) Good qualityb) Packagingc) Availability

11) Give your ratings to following attributes of Amul Prolife Lassee.

Very goodGoodAverageBadVery bad

a) Quality b) Brand imagec) Availabilityd) Packaginge) Margin

QUESTIONNAIRE:-

(Customer survey)

Name of the shop : Retailer Name : _ Address:

1) Do you know about Amul?

YesNo

2) What are the products of Amul you use very frequently?

ButterCheeseShrikh and

LasseeP

oDahiLasseeIce-Butter

3) Do you regularly get the Amul Prolife Lassee?

YesNo

4) Which brands Lassee do you like most?

Amul GokulMother\Other (Specify)..

5 Do you know about Amul Prolife Lassee? YesNo

6 How is the taste of Amul Prolife

SatisLassee?Poorfactory

7) How is the taste of Amul Prolife Lassee? PoorSatisfactoryExcellent8) What about the price of Amul Prolife Lassee? LowAverageHigh9) How is the packing of Amul Prolife Lassee? PoorGoodExcellent10. Do you like the home delivery scheme of Amul Prolife Lassee? YesNo 11. Give your ratings to following attributes of Amul Prolife Lassee.

Very goodGoodAverageBadVery bad f)

Qualityg) Brand image h) Availability i) Packagingj)Price

12. Any suggestion about Amul Prolife Lassee: