7/31/2019 Ashwani-Amul Final Report
1/46
1
A REPORT ON
ESTIMATION OF DEMAND POTENTIAL
& STRENGTHENING OF DISTRIBUTION
NETWORK
BY
Ashwani Tanwar
10BSPHH010170
CLASS OF 2012
IBS HYDERABAD
7/31/2019 Ashwani-Amul Final Report
2/46
2
A REPORT
ON
ESTIMATION OF DEMAND POTENTIAL
AND STRENGTHENING OF
DISTRIBUTION NETWORKBy
Ashwani Tanwar
10BSPHH010170
A report submitted in partial fulfillment of
the requirements of
MBA Program of
Mr A.shrikanth PGDM(IIM-C)
Faculty Guide, IBS Hyderabad
Mr. S.V.R Chary
Company Guide, Amul
7/31/2019 Ashwani-Amul Final Report
3/46
3
AUTHORIZATION
This project was undertaken at GCMMF Amul , Hyderabad till May 20 th , 2010 as an
Assignment for Summer Internship Project in management for partial fulfilment of theMBA Program at IBS, Hyderabad.
Date:
PGDM(IIM-C), IBS Hyderabad
, Company guide ,Amul Hyderabad.
, Project guide ,Amul Hyderabad
7/31/2019 Ashwani-Amul Final Report
4/46
4
I would like to express my gratitude to , Divisional Manager, GCMMFAmul , Hyderabad for giving me the permission to carry out my Summer Internship at
Amul
My sincerest gratitude also goes to , It is due to him that I could start my
training well in time. He was my Project Guide and always encouraged me to do new
things, to critically analyse the cases and gave his inputs as and when it was necessary.
My gratitude goes to , IBS Hyderabad who as my Faculty Guide has
always motivated us to put our best foot forward by setting high standards. I thank him
for guiding us at every step of the project and motivating us to do in-depth analysis.
A special thanks to , Faculty, IBS Hyderabad, who took the initiative of
inviting Amul for summer placements.
I am also indebted to all the Staff at Amul, Hyderabad. Their cooperation has helped me
immensely and made the experience of the internship program an enriching one.
Last but not the least; I would like to thank all my family members for their care,
encouragement and support.
7/31/2019 Ashwani-Amul Final Report
5/46
5
PAGE NO.s
1. Authorization 3
2. Acknowledgement 4
3. Executive summary 6
4. Introduction 7
4.1 Brief Insight on FMCG Industry 7
4.2 Amul : An Overview 9
4.2.1 Introduction 9
4.2.1 The distribution network 10
4.2.2 Amul brand building 11
4.2.3 Umbrella Branding 11
4.2.4 Developing the demand 12
4.2.5 Competitors 13
4.3 GCMMF : An overview 14
4.3.1 Achievements of GCMMF 15
4.3.2 Growth of GCMMF 15
4.3.3 Technology and E-ini. in GCMMF 164.4 Products 17
5 PART-II PROJECT 20
5.0 Project details 20
5.1 Methodology 20
5.2 Distribution Network working 21
5.3 Managing the supply chain 23
7/31/2019 Ashwani-Amul Final Report
6/46
6
5.4 Cordination 23
5.5 Managing third party service provider 23
5.6 Establishing best practices 24
5.7 Distributers and retailers of amul 25
5.8 Sources for the data for the analysis part 26
5.8.1 Beat plan 26
5.8.2 Market surveys 32
6 PART III ANALYSIS 34
6.1 Coverage ratio 35
6.2 Factors: Attract a retailer 366.3 Problems faced by Retailers 37
6.4 Other Remarks 38
7 LIMITATIONS/RECOMMENDATION 39
7.1 Limitation 39
7.2 Strategies/Recommendation 40
8 ANNEXURES 43
8.1 Questionnaire 43
9 REFERENCES 45
7/31/2019 Ashwani-Amul Final Report
7/46
7
Fast Moving Consumer Goods (FMCG), also known as Consumer Packaged Goods (CPG)
are have a quick turnover and relatively low cost. Consumers generally put less thought
into the purchase of FMCG than they do for other products.
The Indian FMCG industry witnessed significant changes through the 1990s. Many
players had been facing severe problems on account of increased competition from small
and regional players and from slow growth across its various product categories. As aresult, most of the companies were forced to revamp their product, marketing,
distribution and customer service strategies to strengthen their position in the market.
By the turn of the 20th century, the face of the Indian FMCG industry had changed
significantly. With the liberalization and growth of the Indian economy, the Indian
customer witnessed an increasing exposure to new domestic and foreign products through
different media, such as television and the Internet. Apart from this, social changes such
as increase in the number of nuclear families and the growing number of working couples
resulting in increased spending power also contributed to the increase in the Indianconsumers' personal consumption. The realization of the customer's growing awareness
and the need to meet changing requirements and preferences on account of changing
lifestyles required the FMCG producing companies to formulate customer-centric
strategies.
These changes had a positive impact, leading to the rapid growth in the FMCG industry.
Increased availability of retail space, rapid urbanization, and qualified manpower also
boosted the growth of the organized retailing sector.
the product, market, distribution and service formats of the FMCG industry were
revolutionized by focusing on rural markets, direct distribution, creating new product,
distribution and service formats. The FMCG sector also received a boost by government
led initiatives in the 2003 budget such as the setting up of excise free zones in various
parts of the country that witnessed firms moving away from outsourcing to
manufacturing by investing in the zones.
Though the absolute profit made on FMCG products is relatively small, they generally sell
in large numbers and so the cumulative profit on such products can be large. Unlike some
7/31/2019 Ashwani-Amul Final Report
8/46
8
industries, such as automobiles, computers, and airlines, FMCG does not suffer from mass
layoffs every time the economy starts to dip. A person may put off buying a car but he
will not put off having his dinner.
Unlike other economy sectors, FMCG share float in a steady manner irrespective of globalmarket dip, because they generally satisfy rather fundamental, as opposed to luxurious
needs. The FMCG sector, which is growing at the rate of 9% is the fourth largest sector in
the Indian Economy and is worth Rs.93000 crores. The main contributor, making up 32%
of the sector, is the South Indian region. It is predicted that in the year 2011, the FMCG
sector will be worth Rs.143000 crores. The sector being one of the biggest sectors of the
Indian Economy provides up to 4 million jobs.
7/31/2019 Ashwani-Amul Final Report
9/46
9
Amul, formed in 1946, is a dairy cooperative in India. It is a brand name managed by an apex
cooperative organisation, Gujarat Co-operative Milk Marketing Federation Ltd. (GCMMF), which
today is jointly owned by some 2.8 million milk producers in Gujarat, India. 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
Milk and Amulya have made Amul a leading food brand in India. (Turnover: Rs. 67.11 billion in
2008-09). Today Amul is a symbol of many things. Of 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' organisation and of a proven model for dairy development.
AMUL is based in Anand, Gujarat and has been an example of a co-operative organization's
success in the long term. It is one of the best examples of co-operative achievement in a
developing economy.
http://en.wikipedia.org/wiki/Dairyhttp://en.wikipedia.org/wiki/Cooperativehttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Brandhttp://en.wikipedia.org/wiki/Gujarathttp://en.wikipedia.org/wiki/Anand,_Gujarathttp://en.wikipedia.org/wiki/Gujarathttp://en.wikipedia.org/wiki/Gujarathttp://en.wikipedia.org/wiki/Anand,_Gujarathttp://en.wikipedia.org/wiki/Gujarathttp://en.wikipedia.org/wiki/Brandhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Cooperativehttp://en.wikipedia.org/wiki/Dairy7/31/2019 Ashwani-Amul Final Report
10/46
10
Amul products are available in over 500,000 retail outlets across India through its
network of over 3,500 distributors. There are 47 depots with dry and cold warehouses tobuffer inventory of the entire range of products.
GCMMF transacts on an
advance demand draft basis
from its wholesale dealers
instead of the cheque system
adopted by other major
FMCG companies. This
practice is consistent with
GCMMF's philosophy of
maintaining cash transactions
throughout the supply chain and it also minimizes dumping.
Wholesale dealers carry inventory that is just adequate to take care of the transit time
from the branch warehouse to their premises. This just-in-time inventory strategy
improves dealers' return on investment (ROI). All GCMMF branches engage in route
scheduling and have dedicated vehicle operations.
The network follows an umbrella branding strategy. Amul is the common brand for most product
categories
7/31/2019 Ashwani-Amul Final Report
11/46
11
GCMMF (AMUL) has the largest distribution network for any FMCG company. It has nearly 50
sales offices spread all over the country, more than 3,000 wholesale dealers and more than
5,00,000 retailers.
AMUL is also the largest exporter of dairy products in the country. AMUL is available today in
over 40 countries of the world. AMUL is exporting a wide variety of products which include
Whole and Skimmed Milk Powder, Cottage Cheese (Paneer), UHT Milk, Clarified Butter (Ghee)
and Indigenous Sweets. The major markets are USA, West Indies, and countries in Africa, the
Gulf Region, and [SAARC], Singapore, The Philippines, Thailand, Japan and China.
In September 2007, Amul emerged as the leading Indian brand according to a survey by Synovate
to find out Asia's top 1000 Brands.
produced by various unions: liquid milk, milk powders, butter, ghee, cheese, cocoa
products, sweets, ice-cream and condensed milk.
Amul's sub-brands include variants such as Amulspray, Amulspree, Amulya and
Nutramul. The edible oil products are grouped around Dhara and Lokdhara, mineral
water is sold under the Jal Dhara brand while fruit drinks bear the Safal name.
By insisting on an umbrella brand, GCMMF not only skillfully avoided inter-union
conflicts but also created an opportunity for the union members to cooperate in
developing products.
7/31/2019 Ashwani-Amul Final Report
12/46
12
From the very beginning at the time when the purchasing power of the consumer was very low
and the level of consumption was also very modest so the amul decided to adopt a
to ensure the affordability of the product and making it more attractive to the customers
by giving them more value for money .
Ignoring the fact that amul had competition with some of the industry leaders like Hindustan
lever ,Britannia and nestle ,it ensures that the mix of the product and the sequence of the
introduction of the product matches with the philosophy of providing butter at a basic affordable
prices to appeal to the mass.
7/31/2019 Ashwani-Amul Final Report
13/46
13
Gujarat co-operative milk marketing federation (GCMMF) owns Amul.
Rajiv Gandhi National Quality Award and Ramakrishna National Quality Award
winner.
Amul delivers milk, butter, ghee, ice creams, cheese etc. and has over 50 products.
Amul has milk handling capacity of 11.2 million litres per day.
Nestle S.A. (Switzerland) runs its subsidiary in India with the name Nestle India.
It has a total of six thousand brands.
In 2009 Nestle recorded a net profit of CHF 10.43 billion, 16% of which was from Asia.
Mother dairy is owned by National Dairy Development Board of India (NDDB).
It was established in 1974 and is an ISO certified organisation.
Also offers Dhaara- range of edible oils and Safal range of fresh fruit juices. Mother dairy markets around 2.8 million litres of milk everyday.
7/31/2019 Ashwani-Amul Final Report
14/46
14
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.
, Indias leading Ratings, Research, Risk and Policy Advisor company, has assigned its
highest ratings of AAA/Stable/P1+ to the various bank facilities of GCMMF.
Ever since the movement was launched fifty-five years ago, Gujarats Dairy Cooperatives have
brought about a significant social and economic change to our rural people. The Dairy
Cooperatives have helped in ending the exploitation of farmers and demonstrated that when our
rural producers benefit, the community and nation benefits as well.
The Gujarat Cooperative Milk Marketing Federation Ltd. cannot be viewed simply as a business
enterprise. It is an institution created by the milk producers themselves to primarily safeguard
their interest economically, socially as well as democratically. Business houses create profit in
order to distribute it to the shareholders. In the case of GCMMF the surplus is ploughed back to
farmers through the District Unions as well as the village societies. This circulation of capital with
value addition within the structure not only benefits the final beneficiary the farmer but
eventually contributes to the development of the village community. This is the most significant
contribution the Amul Model co-operatives have made in building the Nation.
7/31/2019 Ashwani-Amul Final Report
15/46
15
2.8 million Milk producer member families
13,759 village societies 13 District Unions
11.22 million litres total milk handling capacity per day
8.4 million litres average daily milk collection (through 2008-09)
150 million rupees disbursed in cash daily
GCMMF is the largest cooperative business of small producers with an annual turnover of
53 billion rupees
Largest milk handling capacity in Asia
Largest Cold Chain Network
50 Sales offices, 3000 Wholesale Distributors, 5 lakh retail outlets
Export to 37 countries worth 150 crore rupees
7/31/2019 Ashwani-Amul Final Report
16/46
16
4.3.3 Technology and e-initiatives
GCMMF's technology strategy is characterized by four distinct components: new
products, process technology, and complementary assets to enhance milk production and
e-commerce.
Few dairies of the world have the wide variety of products produced by the GCMMF
network. Village societies are encouraged through subsidies to install chilling units.
Automation in processing and packaging areas is common, as is HACCP certification.
Amul actively pursues developments in embryo transfer and cattle breeding in order to
improve cattle quality and increases in milk yields.
GCMMF was one of the first FMCG (fast-moving consumer goods) firms in India to
employ Internet technologies to implement B2C commerce.
Today customers can order a variety of products through the Internet and be assured of
timely delivery with cash payment upon receipt.
Another e-initiative underway is to provide farmers access to information relating to
markets, technology and best practices in the dairy industry through net enabled kiosks
in the villages.
GCMMF has also implemented a Geographical Information System (GIS) at both ends of
the supply chain, i.e. milk collection as well as the marketing process.
0
200
400
600
800
1000
1200
1400
1600
1800
1994-95
1995-96
1996-97
1997-98
1998-99
1999-00
2000-01
2001-02
2002-03
2003-04
2004-05
2005-06
2006-07
2007-08
2008-09
2009-10
Sales (in $ million)
Sales (in $ million)
7/31/2019 Ashwani-Amul Final Report
17/46
17
Farmers now have better access to information on the output as well as support services
while providing a better planning tool to marketing personnel.
Amul Butter
Amul Lite Low Fat Bread-spread
Amul Cooking Butter
Amul Pasteurized Processed Cheddar Cheese
Amul Processed Cheese Spread
Amul Pizza (Mozarella) Cheese
Amul Shredded Pizza Cheese
Amul Gouda Cheese
Amul Malai Paneer (cottage cheese)
Utterly Delicious Pizza
http://www.amul.com/bread-butter.htmlhttp://www.amul.com/bread-lite.htmlhttp://www.amul.com/cheese-cheddar.htmlhttp://www.amul.com/cheese-spreads.htmlhttp://www.amul.com/cheese-mozzarella.htmlhttp://www.amul.com/cheese-gouda.htmlhttp://www.amul.com/cheese-gouda.htmlhttp://www.amul.com/cheese-mozzarella.htmlhttp://www.amul.com/cheese-spreads.htmlhttp://www.amul.com/cheese-cheddar.htmlhttp://www.amul.com/bread-lite.htmlhttp://www.amul.com/bread-butter.html7/31/2019 Ashwani-Amul Final Report
18/46
18
Amul Shrikhand (Mango, Saffron, Almond Pistachio, Cardamom)
Amul Mithaee Gulabjamuns
Amul Mithaee Gulabjamun Mix
Amul Mithaee Kulfi Mix
Amul Shakti 3% fat Milk
Amul Taaza 1.5% fat Milk
Amul Gold 4.5% fat Milk
Amul Fresh Cream
Amul Pure Ghee
Amul Cow Ghee
Amul Infant Milk Formula 1 (0-6 months)
Amul Infant Milk Formula 2 ( 6 months above)
Amulspray Infant Milk Food
Amul Full Cream Milk Powder
Amulya Dairy Whitener
Amul Mithaimate Sweetened Condensed Milk
http://www.amul.com/desserts-shrikhand-.htmlhttp://www.amul.com/desserts-gulabjamun.htmlhttp://www.amul.com/desserts-jamunmix.htmlhttp://www.amul.com/desserts-kulfi.htmlhttp://www.amul.com/fresh-tazza.htmlhttp://www.amul.com/fresh-gold.htmlhttp://www.amul.com/fresh-cream.htmlhttp://www.amul.com/cooking-sagar.htmlhttp://www.amul.com/powder-milkfood.htmlhttp://www.amul.com/powder-milkpowder.htmlhttp://www.amul.com/powder-dairy.htmlhttp://www.amul.com/cooking-mithai.htmlhttp://www.amul.com/cooking-mithai.htmlhttp://www.amul.com/powder-dairy.htmlhttp://www.amul.com/powder-milkpowder.htmlhttp://www.amul.com/powder-milkfood.htmlhttp://www.amul.com/cooking-sagar.htmlhttp://www.amul.com/fresh-cream.htmlhttp://www.amul.com/fresh-gold.htmlhttp://www.amul.com/fresh-tazza.htmlhttp://www.amul.com/desserts-kulfi.htmlhttp://www.amul.com/desserts-jamunmix.htmlhttp://www.amul.com/desserts-gulabjamun.htmlhttp://www.amul.com/desserts-shrikhand-.html7/31/2019 Ashwani-Amul Final Report
19/46
19
Amul Taaza Toned Milk 3% fat
Amul Gold Full Cream Milk 6% fat
Amul Shakti Standardised Milk 4.5% fat
Amul Slim & Trim Double Toned Milk 1.5% fat
Amul Saathi Skimmed Milk 0% fat
Yogi Sweetened Flavoured Dahi (Dessert)
Amul Masti Dahi (fresh curd)
Amul Masti Spiced Butter Milk
Amul Lassee
(Butterscotch, Rajbhog, Malai Kulfi)
(Kaju Draksh, Kesar Pista Royale, Fruit Bonanza, Roasted
Almond)
(Alphanso Mango, Fresh Litchi, Shahi Anjir, Fresh Strawberry, Black
Currant, Santra Mantra, Fresh Pineapple)
(Mango, Black Currant, Sundae Magic, Double Sundae)
(Chocobar, Dollies, Frostik, Ice Candies, Tricone, Chococrunch,
Megabite, Cassatta) (Vanila, Strawberry, Chocolate, Chocochips, Cake Magic)
Amul Milk Chocolate
Amul Fruit & Nut Chocolate
http://www.amul.com/fresh-tazza.htmlhttp://www.amul.com/fresh-gold.htmlhttp://www.amul.com/cooking-mastidahi.htmlhttp://www.amul.com/icecream/royal.htmlhttp://www.amul.com/icecream/nutomania.htmlhttp://www.amul.com/icecream/nature.htmlhttp://www.amul.com/desserts-chocolates.htmlhttp://www.amul.com/desserts-chocolates.htmlhttp://www.amul.com/desserts-chocolates.htmlhttp://www.amul.com/desserts-chocolates.htmlhttp://www.amul.com/icecream/nature.htmlhttp://www.amul.com/icecream/nutomania.htmlhttp://www.amul.com/icecream/royal.htmlhttp://www.amul.com/cooking-mastidahi.htmlhttp://www.amul.com/fresh-gold.htmlhttp://www.amul.com/fresh-tazza.html7/31/2019 Ashwani-Amul Final Report
20/46
20
Nutramul Malted Milk Food
Amul Kool Flavoured Milk (Mango, Strawberry, Saffron, Cardamom, Rose, Chocolate)
Amul Kool Cafe
Amul Kool Koko
Amul Kool Millk Shaake (Mango, Strawberry, Badam, Banana)
- To develop alternative process to estimate the demand potential for each product in
a particular territory and arrive at a set of strategies required to be followed to strengthen the
distribution network within the territory and emerge as market leader in each segment.
Hyderabad
Select a particular distributor and focus on his territory
Do a survey of all the retail outlets in that particular territory
The survey covers details of
http://www.amul.com/healthy-nutramul.htmlhttp://www.amul.com/healthy-nutramul.html7/31/2019 Ashwani-Amul Final Report
21/46
21
Type of outlet (Kirana/General Store/Departmental/etc.)
whether the distributor visits the outlet or not
the quantity of the various AMUL products being sold by the retailerthat have been procured from the outside that particular territory (i.e.
from another territory)
the quantity of the competitor products being sold by the retail outlet
The branding techniques adopted by various companies. Eg: Front
Space hoardings, Window Hiring Schemes, etc.
Contact details of the retailer
Finally, create road-maps of the areas being covered
Analyse the data collected to present the key findings and suggestions
THE CHANNEL NETWORK
Distribution channel
First leg (from manufacturing units)
GCMMF
HEAD OFFICE
Depot...1 Depot...n
Manufacturing
7/31/2019 Ashwani-Amul Final Report
22/46
22
Distribution
Downstream flow
GCMMF
MU1 MU...n
Procurement Channel
7/31/2019 Ashwani-Amul Final Report
23/46
23
Above is the whole procedure from the point of manufacturing to the point where the product
reaches to the consumer through the retailers
Where its clearly stated that the product after getting manufactured it reaches to the GCMMF and
then it reaches to the depots of the various places and then it is then distributed to the wholesale
distributers after that the product reaches to the retailers through the distributers of their
territories
The network is pretty complex with the milk being procured from 2 million from gujrat only ,with
10,000 village co-operative societies and 3600 wholesale distributors in the country with co-
operatives bound to provide their produce to GCMMF only
Even though the cooperative was formed to bring together farmers, it was recognised that
professional managers and technocrats would be required to manage the network
effectively and make it commercially viable.
7/31/2019 Ashwani-Amul Final Report
24/46
24
Given the large number of organisations and entities in the supply chain and
for various activities, effective coordination is critical forefficiency and cost control. GCMMF and the unions play a major role in this process and
jointly achieve the desired degree of control.
Buy-in from the unions is assured as the plans are approved by GCMMF's board. The
board is drawn from the heads of all the unions, and the boards of the unions comprise of
farmers elected through village societies, thereby creating a situation of interlocking
control.
The federation handles the distribution of end products and coordination with retailers
and the dealers. The unions coordinate the supply side activities.
These include monitoring milk collection contractors, the supply of animal feed and
other supplies, provision of veterinary services, and educational activities.
From the beginning, it was recognised that the unions' core activity lay in milkprocessing and the production of dairy products. Accordingly, marketing efforts
(including brand development) were assumed by GCMMF. All other activities were
entrusted to third parties. These include logistics of milk collection, distribution of dairy
products, sale of products through dealers and retail stores, provision of animal feed, and
veterinary services.
It is worth noting that a number of these third parties are not in the organized sector, and
many are not professionally managed with little regard for quality and service.
7/31/2019 Ashwani-Amul Final Report
25/46
25
A key source of competitive advantage has been the enterprise's ability to continuously
implement best practices across all elements of the network: the federation, the unions,
the village societies and the distribution channel.
In developing these practices, the federation and the unions have adapted successful
models from around the world. It could be the implementation of small group activities
or quality circles at the federation. Or a TQM program at the unions. Or housekeeping
and good accounting practices at the village society level.
More important, the network has been able to regularly roll out improvement programs
across to a large number of members and the implementation rate is consistently high.
Each meeting has its pre-set format in terms of Purpose, Agenda and Limit (PAL) with a
process check at the end to record how the meeting was conducted. Similar processes are
in place at the village societies, the unions and even at the wholesaler and C&F agent
levels as well.
Examples of benefits from recent initiatives include reduction in transportation time from
the depots to the wholesale dealers, improvement in ROI of wholesale dealers,
through improved availability of products at depots
and also the implementation of in finance to reduce the float.
Kaizens at the unions have helped improve the quality of milk in terms of acidity and
sour milk. (Undertaken by multi-disciplined teams, Kaizens are highly focussed projects,
reliant on a structured approach based on data gathering and analysis.)For example, Sabar
Union's records show a reduction from 2.0% to 0.5% in the amount of sour milk/curd
received at the union.
The most impressive aspect of this large-scale roll out is that improvement processes are
turning the village societies into individual improvement centers.
Amul takes utmost care in choosing their distributers so that they can get people who can
help them in attaining the maximum penetration in the market
7/31/2019 Ashwani-Amul Final Report
26/46
26
Safety of the inventory, which means that the distributor/ dealer should get the stock of thecompany insured.
Inventory or the perishable goods kept by the distributor/ dealer should be in good
condition which means a detail of storage space & Refrigeration facility is to be provided.Refrigeration system should have deep freezers, cold room & walk in coolers.
GCMMF acknowledges the fact that it needs to be sensitive to the market demands. For thisit requires that a number of salesmen needs to be present on the field. The salesmen too are
divided into various categories like the Field salesmen & Counter salesmen. Also the details
of Clerical Staff & Mazdoors are to be provided. The technical competence of the salesmen
needs to be mentioned.
Details of the product kept of other companies have to be provided. The annual sales ofthese products too have to be mentioned. Also details of complementary products &
product lines need to be mentioned.
Dealers of the company must carry a good reputation. This is due to the fact that thecompany believes reputation of the dealer affects the clientele.
Market coverage by the distributors needs to be defined which includes details of
Geographic coverage & Outlets per market area.
The company also requires the dealers to furnish any Advertising & Sales initiativeundertaken by them on behalf of the company.
Distributers : they keep distributers motivated by giving them good profit margins which is
usually not that high as of the competitors but still as the demand of the consumers is more
volume wise so they still like to stock amul products
Since amul is a co-operative so they cannot afford to give high monetary benefits and the
fact that they dont charge high margins so all the products of the company are value formoney and all the monetary stock are used for short term promotions of amul product .
For the retailers amul is also trying raising the margin by 2% for the hard selling products likeicecreams and the flavoured milk and even good packaging is being done in case of buter
and cheese is being done which is actually a short term initiative to push the sales of the
products
Now the initiative also includes putting up sign boards on the shops where they would even
pay the major cost of it and also providing them with freezers to store and display their
7/31/2019 Ashwani-Amul Final Report
27/46
27
products in a good manners and offering them the stuff with schemes and repayment
options when the products depreciates .
its a plan which is made generally for all the products , a weekly plan is
made for all the distributers and the retailers and then the turnover for each of the product is then
generated for the wholesale dealer. The beat plan is the main document through which we get the
address of the people to visit and see if their weekly demand is regularly met or not .
Every week a beat plan is made for the markets and the areas whose retail stores and shops are
covered by the distributers to make sure if there is no lack of amul products in the area .
The main work will begin by visiting the shops and then figuring out and collecting the data from
those shops like
1. Are you satisfied with the delivery schedule of the distributers salesman ?
2. How much product do you stock in the monthly basis ?
3. Is the demand of amul products more or less then the stock that you have ?
4. The amount of competitors products that you order and sell ?
All the above questions help us to determine the penetration of amul product in the market and
the competitors product in the market too.
Through the information gathered we can also calculate the nos of outlets covered in the market
and the nos of potential stores that can be covered which tells us the amount with we can expand
our market share .
The shops covered in the below list are the shops who receive their supplies from the
distributers, the beat name tells you the route on which the shop lies so we can identify if
the shop has been covered or not .
SI NO OUTLET NAME BEAT NAME
7/31/2019 Ashwani-Amul Final Report
28/46
28
1 TUJA KIRANA STORE NAMPLLY/MANGALHAT/MALLEPALLY
2 ANUPAMA TRADERS NAMPLLY/MANGALHAT/MALLEPALLY
3 DEVENDER KIRANA GENRAL STORE NAMPLLY/MANGALHAT/MALLEPALLY
4 BISMILLAH STORE(M. GULAM ALI STORE) NAMPLLY/MANGALHAT/MALLEPALLY
5 BHAVANI GENRAL STORE(WHOLE SALE&RETAIL NAMPLLY/MANGALHAT/MALLEPALLY
6 A.R.M KIRANA STORE NAMPLLY/MANGALHAT/MALLEPALLY
7 PAVAN TRADERS NAMPLLY/MANGALHAT/MALLEPALLY
8 BHAGWANDAS KIRANA GENRAL NAMPLLY/MANGALHAT/MALLEPALLY
9 DAILY NEEDS SUPER MARKET NAMPLLY/MANGALHAT/MALLEPALLY
10 AHMEDN SUPER MARKET NAMPLLY/MANGALHAT/MALLEPALLY
11 KGA GENRAL STORE NAMPLLY/MANGALHAT/MALLEPALLY
12 LUCKY KIRANA GENRAL STORE NAMPLLY/MANGALHAT/MALLEPALLY
13 AHARALEEM STORE NAMPLLY/MANGALHAT/MALLEPALLY
14SRI SAI ESWARLAL SUBASHCHAND GRAINS&GENRALMARCHENT NAMPLLY/MANGALHAT/MALLEPALLY
15 NEW ROYAL GENRAL&KIRANA STORE NAMPLLY/MANGALHAT/MALLEPALLY
16 GAUTAM GENRAL STORE NAMPLLY/MANGALHAT/MALLEPALLY
17 HARI HARA KIRANA GENRAL STORE NAMPLLY/MANGALHAT/MALLEPALLY
18 AHMED GRAIN KIRANA&GENRAL STORE NAMPLLY/MANGALHAT/MALLEPALLY
19 KARACHI BAKERY NAMPLLY/MANGALHAT/MALLEPALLY
20 GURUNAM STORE NAMPLLY/MANGALHAT/MALLEPALLY
21 SAI BABA STORE NAMPLLY/MANGALHAT/MALLEPALLY
22 VIJAY KIRANA GENRAL STORE NAMPLLY/MANGALHAT/MALLEPALLY
23 R R TRADERS NAMPLLY/MANGALHAT/MALLEPALLY
24 ABDUL KIRANA GENRAL NAMPLLY/MANGALHAT/MALLEPALLY
25 MANISH GRAND BAZER NAMPLLY/MANGALHAT/MALLEPALLY
26 SABER KIRANA &GENRAL STORE NAMPLLY/MANGALHAT/MALLEPALLY
27 HUWASH-SHAPI MEDICAL& GENERAL STORE NAMPLLY/MANGALHAT/MALLEPALLY
28 R.K.STORES NAMPLLY/MANGALHAT/MALLEPALLY
29SAFE PHARMACY NAMPLLY/MANGALHAT/MALLEPALLY
30 GAUTHAM STORES NAMPLLY/MANGALHAT/MALLEPALLY
31 BALAJI KIRANA GENRAL STORE VIJAYANAGAR COLONY
32 NEW SHAMA KIRANA GENRAL STORE VIJAYANAGAR COLONY
33 KRISHNA SAI KIRANA GENRAL STORE VIJAYANAGAR COLONY
34 LUCKY STORE VIJAYANAGAR COLONY
35 MURSHY SPICES VIJAYANAGAR COLONY
36 CLASSIC GENRAL STORE VIJAYANAGAR COLONY
37 DILIP SUPER MARKET VIJAYANAGAR COLONY
38 DILIP GRAND BAZAR VIJAYANAGAR COLONY
39 KALEEL STORE VIJAYANAGAR COLONY
40 ASHOK GENRAL STORE VIJAYANAGAR COLONY
41 SRI KISHORE KIRANA GENRAL STORE VIJAYANAGAR COLONY
42 DATHATHARAYA KIRANA GENRAL STORE VIJAYANAGAR COLONY
43 RAJ STORE VIJAYANAGAR COLONY
44 NEW BHARAT STORES VIJAYANAGAR COLONY
45 ROYAL STORE VIJAYANAGAR COLONY
46 HUSAIN&SONS KIRANA GENRAL VIJAYANAGAR COLONY
47 DURGA KIRANA GENRAL VIJAYANAGAR COLONY
48 R R TRADERS VIJAYANAGAR COLONY
49 SONAL KIRANA GENRAL STORE VIJAYANAGAR COLONY
50 SHRI KURUMURTHY TRADERS MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
51 SRI RAGHAVENDRA KIRANA GENRAL MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
52 S.A TRADERS MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
53 NEW SKILL MEDICAL HALL MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
54 GANJA JAMUNA KIRANA & GENRAL STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
7/31/2019 Ashwani-Amul Final Report
29/46
29
55 MOHMED HUSSAIN GENRAL STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
56 KHAN'S SUPER MARKET MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
57 TAJ TRADERS MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
58 AKRAM STORES MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
59 AZMATH KIRANA &GENRAL STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
60 ABHEE'S SUPER MARKET MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
61 SHIV SUPER MARKET MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
62 SHIV KIRANA STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
63 BALAJI GRAND BAZAR(MP) MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
64 HI-TECH SUPER MARKET MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
65 T.T.SUPER BAZAR MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
66 ZAFAR KIRANA GENRAL STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
67 BASHEER KIRANA&GENRAL STORES MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
68 ZULKHA STORES KIRANA GENRAL MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
69 MADAN MEDICAL HALL MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
70 ROYAL KIRANA GENRAL STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
71 BAJRANG STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
72 ARUNA MEDICAL&GENRAL STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR73 BARTANIYA BACKERY MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
74 SAHARA HOME NEEDS, MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
75 T.M. STORES KIRANA GENRAL STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
76 SUDHA SUPER MARKET& PHARMACY MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
77 MY HOME SUPER MARKET MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
78 M.M KIRANA GENRAL STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
79 JAGADMBA GENRAL&PANCY STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
80 BASHA MARKET (FRESH HALAL MEAT& GROCERIES) MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
81 MED LIFE PHARMACY MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
82 SRI BHAVANI MEDICAL GENRAL STORE MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
83 SUPER BAKERY & STORES MEHDIPATNAM/ASIFNAGAR/MURAD NAGAR
84 ANUSHA SUPER MARKET GUDIMALKAPUR/KARW AN/PURNAPOOL
85 M S STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
86 RADHIKA STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
87 HABEEB KIRANA GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
88 SHIV SHAKTHI KIRANA GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
89 AGRWAL KIRANA GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
90 JAI BHARAT KIRANA GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
91 MAHAVEER KIRANA GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
92 SATYANARAYANA KIRANA GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
93 KAMADHENU KIRANA GENRAL STORE GUDIMALKAPUR/KARWAN/PURNAPOOL
94 SAI SANTHOSH GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
95OM MEDICAL HALL GUDIMALKAPUR/KARW AN/PURNAPOOL
96 JAIN KIRANA STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
97 BALAJI MEDICAL &GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
98 SRI VENKATESWARA TRADERS GUDIMALKAPUR/KARW AN/PURNAPOOL
99 SURJMALJAIN STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
100 J.B.RAO STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
101 MEDI NEEDS MEDICAL HALL GUDIMALKAPUR/KARWAN/PURNAPOOL
102 RAM CHANDR STORE GUDIMALKAPUR/KARWAN/PURNAPOOL
103 NEW ASIAN MEDICAL HALL GUDIMALKAPUR/KARW AN/PURNAPOOL
104 SHAM MEDICAL HALL GUDIMALKAPUR/KARW AN/PURNAPOOL
105 RAM MEDICALS GUDIMALKAPUR/KARW AN/PURNAPOOL
106 QUALITY STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
107 BHAVANI KIRANA GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL108 RAMESH MEDICAL GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
7/31/2019 Ashwani-Amul Final Report
30/46
30
109 MALLIKARJUNA KIRANA GENRAL STORE(WHOLESALE&RETIL) GUDIMALKAPUR/KARW AN/PURNAPOOL
110 LAXMI NARSIMHA STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
111 GOPAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
112 DEVARA BHAVANI SUPER MARKET GUDIMALKAPUR/KARW AN/PURNAPOOL
113 SRI BHAVANI MEDICAL &GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
114 VISHNU MEDICAL GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
115 SUDHA MEDICAL&GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
116 SRI GANESH TREDERS GUDIMALKAPUR/KARW AN/PURNAPOOL
117 MORE BAKERS & CONFECTIONERS GUDIMALKAPUR/KARW AN/PURNAPOOL
118 M.S. STORES KIRANA & GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
119 S M KIRANA & GENRAL STORE GUDIMALKAPUR/KARWAN/PURNAPOOL
120 EZEEWAY SUPER MARKET GUDIMALKAPUR/KARW AN/PURNAPOOL
121 SRI SAI STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
122 B.CHANDRAMOULI KIRANA&GENRAL STORE GUDIMALKAPUR/KARWAN/PURNAPOOL
123 GANESH STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
124 DINESH KIRANA GENRAL STORE GUDIMALKAPUR/KARW AN/PURNAPOOL
125 BHARAT GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
126 A.1 KIRANA GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN127 AL-RAHMAN TRADERS LONGER HOUSE/ HYDERGUDA/ KARWAN
128 KANISHKA MEDICAL&GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
129 NEW DHANA LAKSHMI SUPER MARKET LONGER HOUSE/ HYDERGUDA/ KARWAN
130 K K PHARMACY LONGER HOUSE/ HYDERGUDA/ KARWAN
131 NISHA KIRANA&GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
132 G. BABU RAO STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
133 SRI AMAR CHAND KIRANA GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
134 M/S DHANALAXMI TRADERS LONGER HOUSE/ HYDERGUDA/ KARWAN
135 VIAJAYA MEDICAL &GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
136 ARJUN MEDICAL & GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
137 SRI BALAJI GRAND BAZAR (L HOUSE) LONGER HOUSE/ HYDERGUDA/ KARWAN
138 ANUPAMA MEDICAL& GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
139 ADITYA MEDICAL HALL LONGER HOUSE/ HYDERGUDA/ KARWAN
140 JVS SUPER MARKET LONGER HOUSE/ HYDERGUDA/ KARWAN
141 KANTHA ANJAIAH & SONS KIRANA GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
142 NEW SRI SAI RAM MEDICAL GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
143 SRINIVASA MEDICAL & GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
144 V.F.P. IN&OUT CONVENIENCE STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
145 MALLIKARJUNA KIRANA&GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
146 SRI VINYAKA KIRANA &GERNRA STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
147 BALAJI MEDICAL&GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
148 NARESH KIRANA GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
149SRI SRINIVASA MEDICAL & GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
150 VISWA SAI MEDICAL&GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
151 KOYA STORE KIRANA&GENRAL LONGER HOUSE/ HYDERGUDA/ KARWAN
152 SHIV GRAND BAZAR LONGER HOUSE/ HYDERGUDA/ KARWAN
153 A1 MEDICAL&GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
154 MAMATHA MEDICAL HALL CHEMISTS&DRUGGISTS LONGER HOUSE/ HYDERGUDA/ KARWAN
155 SRI SAI MEDICAL&GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
156 SAHARA CHILDREN SWEETS LONGER HOUSE/ HYDERGUDA/ KARWAN
157 PARAMESHWARI MEDICAL GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
158 SAI SUPER BAZAR LONGER HOUSE/ HYDERGUDA/ KARWAN
159 SAI RAMA MEDICAL HALL LONGER HOUSE/ HYDERGUDA/ KARWAN
160 SRI GANESH KIRANA GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
161 SRI SAI KIRANA&GENRAL LONGER HOUSE/ HYDERGUDA/ KARWAN162 SRI LAKSHMI SUPER MARKET LONGER HOUSE/ HYDERGUDA/ KARWAN
7/31/2019 Ashwani-Amul Final Report
31/46
31
163 SRI VENKATESWARA KIRANA&GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
164 SAI TEJA MEDICAL&GENRAL STORES LONGER HOUSE/ HYDERGUDA/ KARWAN
165 MANHARS SUPER MARKET LONGER HOUSE/ HYDERGUDA/ KARWAN
166 MATHAJI KIRANA&GENRAL STORES LONGER HOUSE/ HYDERGUDA/ KARWAN
167 SRI BALAJI JAGDISH KIRANA&GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
168 REDDY STORE(SRIYA HOME NEEDS) LONGER HOUSE/ HYDERGUDA/ KARWAN
169 SRI RAJA RAJESWARI KIRANA GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
170 VIJAYA MEDICAL HALL LONGER HOUSE/ HYDERGUDA/ KARWAN
171 SAI KRISHNA KIRANA GENRAL LONGER HOUSE/ HYDERGUDA/ KARWAN
172 VINAYAKA STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
173 DHANALAXMI SUPER MARKET LONGER HOUSE/ HYDERGUDA/ KARWAN
174 M.A. KIRANA STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
175 ANILSTORE LONGER HOUSE/ HYDERGUDA/ KARWAN
176 NAKODA MEDICAL & GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
177 MAHALAXMI MEDICAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
178 SRI RAGAVENDRA KIRANA & GENRAL STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
179 Q. J STORE LONGER HOUSE/ HYDERGUDA/ KARWAN
180 BALAJI STORE LONGER HOUSE/ HYDERGUDA/ KARWAN181 AL-KAREEM MEDICAL &GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
182 HUSSAIN KIRANA GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
183 YASEEN STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
184 IMRA MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
185 MUJEEB MEDICAL & GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
186 MOHAMMADIA MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
187 SAMI STORES KIRANA&GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
188 M A AZEEM KIRANA GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
189 SK. RAHEEMULLAH&SONS STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
190 NEW HEALTH POINT MEDICAL & GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
191 G.S BAKERY TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
192 MAWA MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
193 DAILY NEEDS G.K STORES&STATIONARY TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
194 R.S TRADERS TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
195 GRACE MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
196 AL-MAMOURA KIRANA GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
197 HYDERABAD RICE TRADERS TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
198 FOOD SAGAR SUPER MARKET TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
199 LIMRA KIRANA&GENRAL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
200 SRI BALAJI SATHYANARAYANA COOL DRINKS TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
201 SAI BALAJI GENERAL & KIRANA STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
202 JAI BHAVANI KIRANA & GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
203HANUMAN KIRANA & GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
204 HANUMAN KIRANA & GENRAL STORE(MANIKONDA) TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
205 SAI KIRANA & GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
206 SRI MATHAJI STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
207 SRI BALAJI KIRANA&GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
208 ZEE SUPER MARKET TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
209 SHREE RAMA PROVISON STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
210 OM BHAVANI (K&G) STORES TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
211 SRI JAGADMBA TRADERS TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
212 PAVAN MEDICAL GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
213 SRI LAXMI KIRANA&GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
214 SRI KEISHRIYA KIRANA & GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
215 KAMAL MEDICAL & GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET216 JAI JAGADMBA KIRANA GENERAL STORES TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
7/31/2019 Ashwani-Amul Final Report
32/46
32
217 MAHAVEER KIRANA & GENERAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
218 WHOLE FOODS TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
219 SREE VENUGOPAL KIRANA & GENERAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
220 KWALITY SUPER MARKET TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
221 SMAARTWAY SUPER MARKET TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
222 GOOD HEALTH MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
223 BRINDHAVAN KIRANA & GENERAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
224 M.M MEDICALS TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
225 HAMEED SIDDIQUI MEDICAL &GENERAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
226 NEW NATIONAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
227 ABHINDHANA KIRANA & GENERAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
228 U-NEED KIRANA & GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
229 MAYUR CHALIYA & GENERAL STORE WHOLE SALE &RETAILER TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
230 S.B STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
231 VENKATESWARA MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
232 MEDIZONE PHARMACY & GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
233 HUSSAIN MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
234 BAKE WELL PHARMACY TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET235 TANVEER MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
236 HEALTH POINT MEDICAL & GENERAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
237 RIYAN MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
238 SYED MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
239 MOGAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
240 DIAMOND STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
241 P. SATYANARAYANA STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
242 FAZIL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
243 NAWAZ SOTRE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
244 RAINBOW MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
245 HOT BREAD BAKERY TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
246 M.M. MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
247 MAXFRESH SUPER MARKET TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
248 F.S. KIRANA STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
249 SAI BABA KIRANA GENERAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
250 BHARATH MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
251 SHAH MEDICAL & GENRAL STORES TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
252 HUWA SHAAFI THE PHARMACY TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
253 MAKKA MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
254 SRI BALAJI MANIKILAL KIRANA GENERAL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
255 MAMATHA PROVISION STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
256 GAJAND KIRANA GENRAL STORE TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
257B.S. MEDICAL HALL TOLICHOWKI/SHAIKPET/MANIKONDA/HAKIMPET
258 CARE MEDICAL& GENRAL STORE LAKEDI-KA-POOL/KHAIRATHABAD
259 SRI VIJAYA DURGA MEDICAL &GENRAL STORE LAKEDI-KA-POOL/KHAIRATHABAD
260 BHAVANI MEDICAL HALL LAKEDI-KA-POOL/KHAIRATHABAD
261 VIJAY STORE LAKEDI-KA-POOL/KHAIRATHABAD
262 SRI MEDICAL&GENERAL STORE LAKEDI-KA-POOL/KHAIRATHABAD
263 VIJAYA LAXMI KIRANA & GENERAL LAKEDI-KA-POOL/KHAIRATHABAD
264 SRI STORE LAKEDI-KA-POOL/KHAIRATHABAD
265 ANANTH BROTHERS GENERAL MARCHENT LAKEDI-KA-POOL/KHAIRATHABAD
266 ASHOK STORES KIRANA & GENRAL STORE LAKEDI-KA-POOL/KHAIRATHABAD
267 OM SAI MEDICAL & GENRAL STORE LAKEDI-KA-POOL/KHAIRATHABAD
268 SURESH STORE LAKEDI-KA-POOL/KHAIRATHABAD
269 M/S SASI MEDICAL & GENRAL STORES LAKEDI-KA-POOL/KHAIRATHABAD270 SRI SRINIVASA STORE LAKEDI-KA-POOL/KHAIRATHABAD
7/31/2019 Ashwani-Amul Final Report
33/46
33
271 THE FRIENDS CONSUMERS CO-OP, STORE LTD LAKEDI-KA-POOL/KHAIRATHABAD
272 TIRUMALA MEDICAL & GENRAL STORE LAKEDI-KA-POOL/KHAIRATHABAD
273 KRISHNAVENI PHARMACY LAKEDI-KA-POOL/KHAIRATHABAD
274 SRI SAI MEDICAL HALL LAKEDI-KA-POOL/KHAIRATHABAD
275 SRI SAI TRADERS LAKEDI-KA-POOL/KHAIRATHABAD
276 SUMANGALI MEDICAL &GENERAL STORES LAKEDI-KA-POOL/KHAIRATHABAD
277 SWAMY GENRAL STORES LAKEDI-KA-POOL/KHAIRATHABAD
278 HEMANTH MEDICAL HALL LAKEDI-KA-POOL/KHAIRATHABAD
279 PRABHAKAR KIRANA STORE LAKEDI-KA-POOL/KHAIRATHABAD
280 SRI VENKATESWARA TRADERS LAKEDI-KA-POOL/KHAIRATHABAD
281 SRI SANTHOSH MEDICAL HALL LAKEDI-KA-POOL/KHAIRATHABAD
282 ALEEZ GENERAL STORES LAKEDI-KA-POOL/KHAIRATHABAD
283 HYDERABAD TELEPHONE DIST. LAKEDI-KA-POOL/KHAIRATHABAD
284 A.P. POLICE EMPLOYEES CONSUMER CO-OP LAKEDI-KA-POOL/KHAIRATHABAD
285 SRI LAXMI MEDICAL HALL LAKEDI-KA-POOL/KHAIRATHABAD
286 ROHITH DAIRY PARLOUR 1ST LANCER/MASAB TANK
287 RAGAVA MEDICAL & GENERAL STORES 1ST LANCER/MASAB TANK
288 SONEE MEDICAL & GENRAL STORES 1ST LANCER/MASAB TANK289 RATHI STORE 1ST LANCER/MASAB TANK
290 SRI KRISHNA KIRANA & GENERAL STORE 1ST LANCER/MASAB TANK
291 G.M KIRANA GENERAL 1ST LANCER/MASAB TANK
292 ANDHRA SUPER MARKET 1ST LANCER/MASAB TANK
293 BOMBAY STORES 1ST LANCER/MASAB TANK
294 BALAJI GRAND BAZAR (MT) 1ST LANCER/MASAB TANK
295 KWALITY STORE 1ST LANCER/MASAB TANK
296 BABOO STORE 1ST LANCER/MASAB TANK
297 MAMATHA KIRANA STORE 1ST LANCER/MASAB TANK
298 U-NEEDS PHARMA MEDICAL & GENRALSTORE 1ST LANCER/MASAB TANK
299 HEALTH CARE MEDICAL&GENERAL STORE 1ST LANCER/MASAB TANK
300 SIRAJ STORE 1ST LANCER/MASAB TANK
301 U-NEED MEDICAL HALL 1ST LANCER/MASAB TANK
302 AL-MADINA MEDICAL HALL 1ST LANCER/MASAB TANK
303 NAWAZ KIRANA GENERL 1ST LANCER/MASAB TANK
304 KARACHI BAKERY 1ST LANCER/MASAB TANK
305 NIDO SUPER STORE 1ST LANCER/MASAB TANK
306 MASAB TANK MEDICALS & GENERAL STORE 1ST LANCER/MASAB TANK
307 CANNA SUPER BAZAR 1ST LANCER/MASAB TANK
308 SAFEWAY KIRANA GENERAL 1ST LANCER/MASAB TANK
309 HARMAIN MEDICAL & GENERAL STORE 1ST LANCER/MASAB TANK
310 LAKSHMI MEDICAL & GENERAL STORE 1ST LANCER/MASAB TANK
311QUDURATA STORE 1ST LANCER/MASAB TANK
312 VARMA MEDICAL & GENERAL STORES 1ST LANCER/MASAB TANK
313 DHANARAM DEVARAM CHOUDHARY K&G STORE 1ST LANCER/MASAB TANK
314 WHITE HOUSE MEDICAL GENERAL STORE 1ST LANCER/MASAB TANK
315 AL-SHIFA MEDICAL&GENRAL STORE 1ST LANCER/MASAB TANK
316 NEEDS STORE 1ST LANCER/MASAB TANK
317 SUNDAR STORE 1ST LANCER/MASAB TANK
7/31/2019 Ashwani-Amul Final Report
34/46
34
Market surveys were done so as to get an idea if the distribution is being done efficiently
or not with the help of the beat plan we get to know actually if the salesman or the
distributer is covering the complete route map or not .
The market surveys help in figuring out two of the most important aspects of the marketwhich are like
1 why are they doing business with Amul and what are the positives .
2 what are the problems that they are facing while doing business with amul
By using questionnaires filled personally while visiting the outlets
There are 5 distributors in the Hyderabad region. During my time at the company, I was
able to cover the territories of one out the five. The first one being s.
The outlet wise coverage of the stores and kiranas is being done accordingly which is in
progress x
First of all after joining the company knowing the working of the whole ]process was
most important so tried to get more importance of it and found out the exact working
process of the company from the point of procurement of milk from the farmers to
7/31/2019 Ashwani-Amul Final Report
35/46
35
distributing it to the dealers the whole procedure comprises of dealers wholesalers and
salesman and many more entities .
There were mainly three parts of the analysis that were done here
1.coverage ratio .
2.factors attract a retailer.
3.problems faced by retailers.
in the next section section of the report we will see the analysis on all the above
mentioned areas
By using the data collected from the questionnaire we can come to the conclusions like in
the first part of the analysis we will find the coverage ratio of the distributer ,which was
found by visiting the outlets by the salesman of the distributer and then in the end of the
survey matching it with the BEAT LIST of the shops that were suppose to be covered by
the distributer
By doing the survey we can get to the fact about what % of the maximum is being
covered by the distributer which can also give us the information about the distributers
gain and what it could be eventually
7/31/2019 Ashwani-Amul Final Report
36/46
36
Some of the shops are not given priority as the sale is not that much in those shops or the
carrying capacity of the vehicles that carry the supply
As we can see the result of the market reaserch that the average coverage area is the same
nevertheless in all the areas but its the least in mehddipatnam area and masab tank so
what we can do is increase in the vehicle capacity or take bigger vehicles so that the
supply which is being carried in one go will increase as a result there will be more
coverage in the same day as compared to the earlier .
ROUTE NOS OF SHOPS COVERED %COVERAGE
nampally/ malley pally 60 54 90%
Meheddipatnam 39 31 79%
Towlichowki 76 69 91%
langer house 55 50 91%
masab tank 31 27 87%
The % coverage result for all the beat routes
for this we have taken data from the questionnaire that was filled by the retailers during
the visit from the data we can come to the conclusion as to which factor plays the
deciding role or which factor has the most impact on the retailers ,or plays an important
role in keeping them happy with amul
7/31/2019 Ashwani-Amul Final Report
37/46
37
From the above results we can say that towlichoki is the area where we are most
vulnerable so as to loose a retailer so we can work on that to avoid itsimilarly we can also
see from the results the area where the retailers have enough of reasons to keep workingwith amul.
7/31/2019 Ashwani-Amul Final Report
38/46
38
Similar to the above result we got the information about this one from the questionnaire
by analysing the data f
From the above analysis we can see that masab tank is the area which requires the most
attention so that we can retain the retailers and add new one as well.
One more thing that can be inferred from the data is that low margin is the biggest
hindrance in getting retailers and one of the biggest problem for the existing ones
With all the % contribution of all the problems that a retailer face we can improve and
put in effort to rectify the problem accordingly
.
7/31/2019 Ashwani-Amul Final Report
39/46
39
Complaint of Damage Goods not being replaced in almost 15% of the outlets
Small shops, having the potential to sell Amulya are being ignored
HUL, P&G, Garnier, Nestle, etc. are companies that are very active in giving schemes to
the retailers . We dont give any scheme to the retailers like giving them some money for
shelves occupied by the product or hanging strips outside their shops .
Around 70% of the outlets visited were involved in some kind of WHS
There were one of the retailers who had a scheme from nestle EVERYDAY for the
retailers for who gives the most visibility to the product in the counter .we can do
something like that to increase the sales in some of the retail stores who have good sales
or less .
A dubious complaint was that of expired goods being supplied by the distributor and not
being replaced
7/31/2019 Ashwani-Amul Final Report
40/46
40
The study was restricted to 1 distributer in Hyderabad only, with sample size of
317. the interpretations & findings are accordingly to it only.
The time period of 3 months was the major limitation.
Due to the financial and time constraints the study was not able to include more
retailers.
To convince the retailer for a proper interviewing process was also difficult.
Retailers some time give wrong data.
The reluctance on the part of the retailers was also a major setback.
The analysis of project was based on observations and interpretation on the basis
of sample survey.
Another limitation could be lack of knowledge. Being a student I undertake this
project as a learning experience. I have made many mistakes and then learned
from them. I have tried my best to be as authentic and as accurate as possible in
the research analysis taking the help of my project mentor Mr atul Mishra on
relevant primary and secondary data.
Limited knowledge of the researcher in the field of research may lead to
interpretation errors. Certain retailers were not comfortable divulging the figures and data, as they want
to keep it confidential.
The respondents may be based or influence by other factor.
A busy schedule of dealers/retailers had made my collation of information very
difficult.
The projection is purely based on verbal meetings and may be influenced by
unprecedented factors.
Non-co-operative behaviour of respondent was a big problem in this survey & it isthe important fact which should be taken into consideration.
The minor concept & techniques at the marketing management are used
significant in the project concern.
The research was based on primary collection of data so there may be chances of
human error and biasness.
7/31/2019 Ashwani-Amul Final Report
41/46
41
To strengthen the distribution network and henceforth emerge as the market leader in all
segments, the following issues need to be dealt with and the following strategies need to be
followed.
This is the simplest strategy to tap the entire market potential
that there is.
2. The Salesmen of AMUL should have a proper uniform to
begin with. This way they can be spotted easily by the retailers. Also, on the whole, it
gives a more professional outlook. (Eg Coke)
3. AMUL needs to start branding fast and stop relying on the pull
that its consumers generate. Compared to companies like HUL, P & G, Nestle,
Kwality, Britannia, etc. AMUL is lagging behind by a huge margin. One simple
instance where branding can be implemented is to make sure that at least all outlets
having AMUL Icecream do have a board/hoarding conveying that.
4. By giving better schemes (display schemes) to the retailers, a push
for AMUL products can be generated. This, clubbed with the already well established
pull for the AMUL products, could be a lethal weapon to fend off competition. For
example, Nestle gives great schemes to retailers and they are in fact reluctant to sell
Amulya. It is the pull of Amulya that is keeping the product in good shape. But one
needs to ask the question How long is this going to last, given the aggressive stunts
that are being pulled off by Amuls competitors?
5. Need to get active in this space otherwise the brand can get lost amongst other
names like that of Nestle, HUL, P&G, etc.
7/31/2019 Ashwani-Amul Final Report
42/46
42
6. This might very well be a nationwide problem and the company
needs to come up with a solution to this. On the whole, around 15 % of the outlets
covered by me had this complaint of damaged goods not being replaced.
7. There is certainly a lot of scope in this department . The
distributor should be given theoretical advice on what levels of inventory to maintain
(Eg EOQ, etc.)
8. being in the city for a long time now i havent seen amul
pushcarts in the city . pushcarts can be a very gus idea to boost the sales of ice cream
in the region, the concept of push-carts needs to be taken up on a sincere note. These
push-carts can be directly controlled from the main Depot and need not be under the
purview of the distributors. Also, giving uniforms/umbrellas/etc. need to be
considered.
9. from the market survey done so far retailers are not happy with the
schemes given by the amul for the deep freezers and about their policies of not
keeping other companies product in it even after buying them at substantial price ,
unlike other companies who give the coolers to the retailers for free There is an
emerging sense of health consciousness amongst todays beverage consumers and
more and more are shifting towards non-aerated beverages. The current times are apt
for AMUL to get into some aggressive marketing by giving Visi-coolers to retailers at a
little more discounted price.
10. The sales force of the distributors needs to trained in every
respect. They must have proper product knowledge and should be trained specifically
the art of pushing new products. They should be aware of all the SKUs of different
products and should try and push all SKUs instead of only the ones that are asked by
the retailer. Also, there should be a standardized manner in which all sales people
across all distributors behave while dealing with retailers. Because these people are
7/31/2019 Ashwani-Amul Final Report
43/46
43
the face of AMUL to the world, they must be trained in a manner that speaks of the
company.
11. I dont know how feasible this is but if it is possible to
prepare pamphlets and/or catalogues that have a list of all the different products (with
SKUs) that AMUL has to offer then it can be great.I dont know if this has been done
before or not , these pamphlets can be distributed to the retailers so that they become
aware of the AMUL products and this will definitely go a long way in generating that
push for products that are not fast running.
12.Sale of products in Medical stores is very less so huge potential is there. Company
should make effective schemes to motivate them to sell their products.
13.Timing and frequency of van:-
It was most common problem of retailers of Ghantaghar and Rakesh Marg. The reasonwas that delivery vans of these two areas were of less capacity and the area is also
congested. These factors become problem for the delivery men to reach every retailer
in same day.
14.So we can get rid of this problem by simply increasing the capacity of the vehicles or
by having more nos of vehicles delivering the supplies .
8 ANNEXURES
7/31/2019 Ashwani-Amul Final Report
44/46
44
8.1 QUESTIONAIRE
D i s c l a i m e r : -
T h i s s u r v e y i s b e i n g c a r r i e d o u t t o i n c o m p l i a n c e o f t h e c o u r s e c u r r i c u l u m o f t h e S u m m e r
T r a i n e e , b y f i l l i n g o u t t h i s q u e s t i o n n a i r e y o u a c c e p t a n d p r o v i d e t h e p e r m i s s i o n t o u s e t h e
d a t a i n t h e s u r v e y . T h e q u e s t i o n na i r e w i l l t a k e 5 - 6 m i n s . t o f i l l o u t ( r e s u l t o f t h e p i l o t t e s t ) .
J u s t t i c k ( ) w h i c h e v e r i s a p p l i c a b l e i n t h e a p p r o p r i a t e q u e s t i o n s .
Q u e s t i o n n a i r e
Q 1 . N a m e o f O u t l e t :
Q 2 . L o c a t i o n :
Q 3 . L i f e s p a n o f b u s i n e s s :
Q 4 . T o t a l r e v e n u e p e r d a y :
Q 6 . T y p e o f O u t l e t
a. Grocery S to re b . Med ica l S to re c . E & D Out le ts
d . C o n v e n i e n c e s t o r e e . J u i c e C o r n e r T 1 T 2
Q7. Reta i le rs VPO (Vo lume Per Out le t )
Q 8 . H o w o f t e n d o u o r d e r ?
7/31/2019 Ashwani-Amul Final Report
45/46
45
Q 9 . I f y o u d o b u s i n e s s w i t h A m u l , g i v e r e a s o n s f o r k e e p i n g i t .
a . B r a n d V a l u e b . B e t t e r s c h e m e
c . H i g h D e m a n d d . G o o d S u p p l y
e . H i g h P r o f i t M a r g i n f . G o o d S e r v i c e Q u a l i t y
g . A n y O t h e r
Q 1 0 . A n y p r o b l e m d o y o u f a c e w h i l e d o i n g b u s i n e s s w i t h a C o k e .
a . T i m i n g & F r e q u e n c y o f V a n b . S a l e s m a n s a b i l i t y
c . S a l e s m a n s a t t i t u d e d . D a i l y i n o r d e r s
e . C o m p l e t e i n f o r m a t i o n & d a i l y s c h e m e s
f . D e l i v e r y m a n s p r o f e s s i o n a l i s m
h . A n y O t h e r
S u g g e s t i o n s , i f a n y : -
D a t e d : - / / 2 0 0 9
7/31/2019 Ashwani-Amul Final Report
46/46
46
Websites
Amul.com company website
Financialexpress.com
Books
Marketing whitebook 2010-2011