INDEX

CHAPTE R NO. PAG E NO. 10

TITLE Executive Summary

1.

General Introduction Introduction & History Profile of the Industry Product Profile 12 19 2

2.

!"out the #o$ic %onsumer &ehaviour %onsumer Satisfaction 2'(2) 2* 0( / '(/1 /2(')

. /. '.

+ar,etin- .esearch .esearch +ethodolo-y 0ata !nalysis !nd Inter$retation

1. ). *.

2indin-s3 Su--estion & %onclusion S45# !nalysis !nnexure6 a7 &i"lio-ra$hy & 4e"lio-ra$hy "7 8uestionnaire

'*(11 12 1 (11

LIST OF THE TABLE

Table no. '.1 '.2 '. './ '.'

Contents %lassification of %ustomers &ased 5n Sex !nalysis of 5ccu$ation of the .es$ondents !nalysis of +onthly Income of the .es$ondents !nalysis of 2actors to &uy !mul +il, !nalysis of %onsum$tion of !vera-e +il, $er 0ay

Page no. / /' /1 /* /9

'.1

!nalysis of Purchase 0uration of !mul mil,

'1

'.)

!nalysis of .atin- #o9ards !+:; +il, & +il, $roducts

'

'.* '.9

!nalysis of <alue for +oney Paid "y the .es$ondents !nalysis of .ecommendations

'' '1

LIST OF THE GRAPHS

Graph no. '.1 '.2 '. './ '.'

Contents %lassification of %ustomers &ased 5n Sex !nalysis of 5ccu$ation of the .es$ondents !nalysis of +onthly Income of the .es$ondents !nalysis of 2actors to &uy !mul +il, !nalysis of %onsum$tion of !vera-e +il, $er 0ay

Page no. // /' /) /* '0

'.1

!nalysis of Purchase 0uration of !mul +il,

'2

'.) '.* '.9

!nalysis of .atin- #o9ards !mul mil, !nalysis of <alue for +oney Paid "y the .es$ondents !nalysis of .ecommendations

'/ '1 ')

PREFACE

#oday the "usiness environment is ra$idly chan-in- in this com$etitive environment the $o$ular trend is also strivin- for maintainin- its $ositions therefore it "ecome essential for the com$anies that they should ,no9 a"out their $reference & taste. .e-ardin- a $articular $roduct it is of almost necessary to ,no9 the consumers satisfaction to the value offered "y the com$any in case of dissatisfactory result it is essential to as certain 9hether the dissatisfaction is for entire $roduct or $art of it is and 9hat value do the consumers ex$ect from it= #he research 9ill $rovide the relevant information to the or-ani>ation a"out consumer?s attitude to9ards there $roducts & services. #he research 9or, is sincere effort to find out the ultimate re@uirement of consumers for the "etterment of research as 9ell as the or-ani>ation.

EXEC TI!E S ""AR#

#he main o"Aective of summer trainin- 9as -iven "y the +ana-ement of !mul. #he o"Aective 9as B%5CS:+E. &EH!<I5. & S!#IS2!%#I5C.D I started my summer trainin- on 1st of !$ril. !nd durin- summer trainin- I had to re$ort at the or-ani>ation at shar$ 106 0am and 9as as,ed to 9or, till 16 0 $m. 2irst 1' days I s$ent on various mar,etin- activities li,e I had visited near a"out '0 retail sho$s to ,no9 there vie9 & consumer "ehaviour to9ards !mul +il,. !nd also collects detail a"out the com$etitors there offers & $rofit mar-in. !fter that next fe9 days I 9ent 9ith distri"utors early in the mornin- '600 am to ,no9 ho9 distri"ution channel 9or,s. !nd then at last I 9or,ed 9ith @uestionnaire a sam$le si>e of 100 res$ondents 9as ta,en for the study 9hose res$onses 9ere studied and inter$reted .#he sam$lindesi-n 9as used convenience sam$lin-. #he $rocess of analysis 9as done throu-h excel 9or, sheets3 fre@uency ta"le3 $ercenta-e analysis etc. 0urin- the $re$aration of @uestionnaire I faced difficulties re-ardin- the selection of @uestions and in collection of the data I found some difficulties li,e the customers had no time to -ive. #here is one thin- that I have found that the $eo$les 9or,in- at !+:; are very much hel$ful in all areas. Every time they come to me and told me that they are availa"le at any time for me for anythin-3 9hich really "oost me and motivates me to9ards my -oal and o"Aectives. #he culture of !+:; is very much friendly. I com$leted my $roAect on 0th th of +ay & durin- the $roAect I have achieved my all o"Aectives of my $roAect.

CHAPTER$% INTROD CTION AND HISTOR#

INTROD CTION AND HISTOR#

In the year %&'( the first mil, union 9as esta"lished. #his union 9as started 9ith 2'0 liters of mil, $er day. In the year %&)) !+:; 9as esta"lished. In the year 19/1 the union 9as ,no9n as *AIRA DISTRICT CO$OPERATI!E "IL* PROD CERS+ NION. #his union selected the "rand name !+:; in 19''. #he "rand name !mul means ,A" L#A- . Th.s /or0 0er.1e0 2or3 the Sans4r.t /or0 ,A" L#A- /h.5h 3eans ,PRICELESS-. ! @uality control ex$ert in !nand had su--ested the "rand name B!+:;D. !mul $roducts have "een in use in millions of homes since 19/1. !mul &utter3 !mul +il, Po9der3 !mul Ghee3 !muls$ray3 !mul %heese3 !mul %hocolates3 !mul Shri,hand3 !mul Ice cream3 Cutramul3 !mul +il, and !mulya have made !mul a leadin- food "rand in India. 3

E#he total sale is .s. 1 "illion in 200'7. #oday !mul is a sym"ol of many thin-s li,e of the hi-h(@uality $roducts sold at reasona"le $rices3 of the -enesis of a vast co( o$erative net9or,3 of the trium$h of indi-enous technolo-y3 of the mar,etin- savvy of a farmersF or-ani>ation. !nd have a $roven model for dairy develo$ment EGenerally ,no9n as ,ANAND PATTERN-7. In the early /0?s3 the main sources of earnin- for the farmers of Gaira district 9ere farmin- and sellin- of mil,. #hat time there 9as hi-h demand for mil, in &om"ay. #he main su$$lier of the mil, 9as Polson 0a.r6 l.3.te03 9hich 9as a $rivately o9ned com$any and held mono$oly over the su$$ly of mil, at Bo3ba6 from the Gaira district. #his system leads to ex$loitation of $oor and illiterates? farmers "y the $rivate traders. #he traders used to "eside the $rices of mil, and the farmers 9ere forced to acce$t it 9ithout utterin- a sin-le 9ord. Ho9ever3 9hen the ex$loitation "ecame intolera"le3 the farmers 9ere frustrated. #hey collectively a$$ealed to Sar0ar !allabhbha. Patel3 9ho 9as a leadin- activist in the freedom movement. Sardar Patel advised the farmers to sell the mil, on their o9n "y esta"lishin- a co(o$erative union3 Instead of su$$lyin- mil, to $rivate traders. Sardar Patel sent the farmers to Shr. "orar7. Desa. in order to -ain his co(o$eration and hel$. Shri 0esai held a meetin- at Sa3ar4ha villa-e near !nand3 on 'th 8an9ar6 %&'(. He advised the farmers to form a society for collection of the mil,.

#hese villa-e societies 9ould collect the mil, themselves and 9ould decide the $rices at 9hich they can sell the mil,. #he district union 9as also form to collect the

mil, from such villa-e co(o$erative societies and to sell them. It 9as also resolved that the Government should "e as,ed to "uy mil, from the union. Ho9ever3 the -ovt. did not seem to hel$ farmers "y any means. It -ave the ne-ative res$onse "y turnin- do9n the demand for the mil,. #o res$ond to this action of -ovt.3 the farmers of *a.ra 0.str.5t 9ent on a mil, stri,e. 2or 1' 9hole days not a sin-le dro$ of mil, 9as sold to the traders. !s a result the &om"ay mil, scheme 9as severely affected. #he mil, commissioner of &om"ay then visited !nand to assess the situation. Havin- seemed the condition3 he decided to fulfill the farmers demand. #hus their coo$erative unions 9ere forced at the villa-e and district level to collect and sell mil, on a coo$erative "asis3 9ithout the intervention of Government. "r. !erghese *9r.en sho9ed main interest in esta"lishin- union 9ho 9as su$$orted "y Shr. Tr.bh91an0as Patel 9ho lead the farmers in formin- the %o( o$erative unions at the villa-e level. #he Gaira district mil, $roducers union 9as thus esta"lished in ANAND and 9as re-istered formally on %'th De5e3ber %&'(. Since farmers sold all the mil, in !nand throu-h a co(o$erative union3 it 9as commonly resolved to sell the mil, under the "rand name A" L.

!t the initial sta-e only :); l.tres of mil, 9as collected everyday. &ut 9ith the -ro9in- a9areness of the "enefits of the coo$erativeness3 the collection of mil, increased. #oday !mul collect %% la4hs l.tres of mil, everyday. Since mil, 9as a $erisha"le commodity it "ecomes difficult to $reserve mil, flora lon-er $eriod. &esides 9hen the mil, 9as to "e collected from the far $laces3 there 9as a fear of s$oilin- of mil,. #o overcome this $ro"lem the union thou-ht out to develo$ the chillin- unit at various Aunctions3 9hich 9ould collect the mil, and could chill it3 so as to $reserve it for a lon-er $eriod. #hus3 today !mul has more than %); 5h.ll.ng 5entres in various villa-es. +il, is collected from almost %;<= so5.et.es. 4ith the financial hel$ from NICEF3 assistance from the -ovt. of Ce9

Healand under the %olom"o $lan3 of .s. '0 millions for factory to manufacture mil, $o9der and "utter 9as $lanned. Dr.Ra7en0ra Prasa03 the $resident of India laid the foundation on No1e3ber %)> %&)'. Shr. Pan0.t 8a/aharlal Nehr93 the $rime minister of India declared it o$en at !mul dairy on No1e3ber :;> %&)).

ACHIE!E"ENTS?
A39l ? !sia?s lar-est dairy co(o$erative 9as created 9ay "ac, in19/1 to ma,e the mil, $roducer self(reliant and conduct mil,( "usiness 9ith $ride. !mul has al9ays "een the trend setter in "rin-in- and ada$tin- the most modern technolo-y to door ste$s to rural farmers. !mul created history in follo9in- areas6

a@ 2irst self motivated and autonomous farmers or-ani>ation com$risin- of more than '000000 mar-inal mil, $roducers of Gaira 0istrict. b@ %reated 0airy co(o$eratives at villa-e level functionin- 9ith mil, collection centres o9ned "y them. 5@ %om$uteri>ed mil, collection system 9ith electronic scale and com$uteri>ed accountin- system. 0@ #he first and only or-ani>ation in 9orld to -et IS5 9000 standard for its farmers co(o$eratives. e@ 2irst to $roduce mil, from $o9der from sur$lus mil,. !mul is the live exam$le of ho9 co(o$eration amon-st the $oor mar-inal farmers can $rovide means for the socio(economic develo$ment of the under $rivile-ed mar-inal farmers

AAARDS?
Amul a co(o$erative society and its co(o$eration has led many different a9ards in its favor. +a-saysay a9ard for community leadershi$ $resented in manila3 Phili$$ines to Shri #ri"huvandas Patel3 Shri 0 C Ghurody and Shri <. Gurien 19('? BPadma"husanD a9ard -iven to Shri #.G. Patel 19()? BPadmshri a9arded 9as -iven to <. Gurien3 -eneral mana-er3 "y the $resident of India 19B<? B&est ProductivityD a9arded "y national $roductivity council for the year 19*'(*1 a9arded to !mul dairy. 19BB? B&est ProductivityD a9arded for the second successive year 19*1(*) "y the $resident of India3 +r. .. <en,atrao to ,aira union. 19&=6 BI%!D +emenoto to9ards -enuine and self sustainin- co( o$erative 9orld9ide I%! re-ional office for !sia and $acific3 Ce9 0elhi3 1991. 19&&6 G.&.&irla a9ard.

Moreover the Amul union has achieved the prestigious ISO 9001-2000 and HACCP Certi icate and e ects are got to o!tain ISO 1"000#

A39l .n abroa0?
!mul is -oin- $laces. ;iterally. !fter havin- esta"lished its $resence in %hina3 +auritius and Hon- Gon-3 GuAarat %oo$erative +il, +ar,etin- 2ederation EG%++273 Indias lar-est mil, coo$erative3 is 9aitin- to flood the Ia$anese mar,et. #hen3 G%++2 is also loo,in- at Sri ;an,a as one of its next ex$ort destinations. !mul $roducts are already availa"le on shelves across several countries3 includinthe :S3 %hina3 !ustralia3 4est !sian countries and !frica. G%++2 recorded a turnover of .s 23922 crore last fiscal. Its $roducts include $ouch mil,3 ultra heat treated E:H#7 mil,3 ice(cream3 "utter3 cheese and "uttermil,.

PEOPLE POAER? A" LCS SECRET OF S CCESS

#he system succeeded mainly "ecause it $rovides an assured mar,et at remunerative $rices for $roducersF mil, "esides actin- as a channel to mar,et the $roduction enhancement $ac,a-e. 4hatFs more3 it does not distur" the a-ro(system of the farmers. It also ena"les the consumer an access to hi-h @uality mil, and mil,

$roducts. %ontrary to the traditional system3 9hen the $rofit of the "usiness 9as cornered "y the middlemen3 the system ensured that the $rofit -oes to the $artici$ants for their socio(economic u$liftment and common -ood. ;oo,in- "ac, on the $ath traversed "y !mul3 the follo9in- features ma,e it a $attern and model for emulation else9here.

A39l has been able to? Produce an a$$ro$riate "lend of the $olicy ma,ers farmers "oard of mana-ement and the $rofessionals6 each -rou$ a$$reciatin- its rotes and limitations3 &rin- at the command of the rural mil, $roducers the "est of the technolo-y and harness its fruit for "etterment. Provide a su$$ort system to the mil, $roducers 9ithout distur"in- their a-ro(economic systems3 Plou-h "ac, the $rofits3 "y $rudent use of men3 material and machines3 in the rural sector for the common -ood and "etterment of the mem"er $roducers and

#he :nion loo,s after $olicy formulation3 $rocessin- and mar,etin- of mil,3 $rovision of technical in$uts to enhance mil, yield of animals3 the artificial insemination service3 veterinary care3 "etter feeds and the li,e ( all throu-h the

villa-e societies. &asically the union and coo$eration of $eo$le "rou-ht !mul into fame i.e. A" L DANAND "IL* TASTE OF INDIA. NION LI"ITED@ 3 a name 9hich su--est THE

Plants?
F.rst $lant is at ANAND 3 9hich en-a-ed in the manufacturin- of mil,3 "utter3 -hee3 mil, $o9der3 flavoured mil, and "uttermil,.

Se5on0 $lant is at "OGAR3 9hich en-a-ed in manufacturin- chocolate3 nutramul3 !mul Ganthia and !mul lite.

Th.r0 $lant is at *an7ar.3 9hich $roduces cattelfeed.

Fo9rth $lant is at *hatra73 9hich en-a-ed in $roducin- cheese.

#oday3 t/el1e 0a.r.es are $roducin- different $roducts under the "rand name !mul. #oday !mul dairy is no. % dairy in As.a and no. : in the /orl03 9hich is matter of $roud for GuAarat and 9hole India.

PROD CT PROFILE?$

S.No. 1. 2. .

NA"E #a>aa Slim & #rim Gold

T#PE #oned +il, 0ou"le #oned +il, 2ull %ream +il,

FAT .0J min. 1.'J min. 1J min.

SOLID NAT RAL FATS *.'J min. 9J min. 9J min.

CHAPTER E :
3

CONS "ER BEHA!IO R

ABO T THE TOPIC?$ CONS "ER BEHA!IO R?$

It is defined as all $sycholo-ical3 social and $hysical "ehavior of $otential customers as they "ecome a9are3 evaluate3 $urchase3 consume3 and tell to others a"out $roduct and services. &uyin- "ehavior involves "oth individual E $sycholo-ical7 and -rou$ $rocess. o &uyer "ehavior is reflected from a9areness ri-ht throu-h $ost $urchase evaluation indicatin- satisfaction and non satisfaction 3 from $urchaser o &uyer "ehavior includes communication3 $urchasin- and consum$tion "ehavior o %onsumer "ehavior is "asically social in nature hence the social factors $lay im$ortant roles in sha$in- "uyin- "ehavior

o &uyer "ehavior includes "oth customer and industrial "ehavior.

,Hen5e 5ons93er beha1.or .s an or0erl6 pro5ess /hereb6 the 5ons93er .ntera5ts /.th the en1.ron3ent 2or 3a4.ng a p9r5hase 0e5.s.on on pro095ts B

CONS "ER BEHA!IOR AND "AR*ETING "ANAGE"ENT

+ar,etin- mana-ements 9or, around consumers 9hich is actually the mar,et for them :nderstandin- their "ehavior is very vital in every se-ment to $lan mar,etinactivities accordin-ly. &oth industrial and individual customers are vital in mar,etin- mana-ement

DI!ERSIT# OF CONS "ER BEHA!IOR?$

customer and consumer 9ords are referred as synonyms "ut difference exists customer ( the $urchaser of $roduct or service 3 may or may not "e the end user consumer( the end user 3 may or may not "e the $urchaser ne9 a-e of "usiness demands differentiation of customers "y individual differences in consumer ex$ectations3 $references and influences. 2irms need to -o into dee$ of consumer "ehavior to analy>e and act to achieve o"Aectives the

CONCEPT F NEED FOR ST D#ING CONS "ER BEHA!IOR?$

%onsumer "ehavior can "e said to "e the study of ho9 individual ma,e decision on ho9 to s$end their availa"le resources Etime3 money3 effort7 on various consum$tion related items. #his sim$le definition of consumer "ehavior tells the mar,ets to resolve every activity around the ultimate consumers & -au-e their "ehavior "y s$ecially focusin- on6 4ho "uys $roducts or services= Ho9 do they "uy $roducts or services= 4here do they "uy them= Ho9 often they "uy them= 4hy do they "uy them= Ho9 often they use them=

#hese @uestions 9ill hel$ in understandin- "etter 9hat factors influences the decision ma,in- $rocess of the customers. #he decision ma,in- $rocess identifies the num"er of $eo$le 9ho are involve in this $rocess & descri"es a role to them li,e users3 decides3 influences & "uyers. It is "elieved that consumers or customers ma,e $urchase decision on the "asis of recei$t of a small num"er of selectivity chosen $ieces of information. #hus it 9ill "e very im$ortant to understand 9hat & ho9 mush them to evaluate the -oods & services offerin-s.

CONS "ER DECISION "A*ING PROCESS?$

Stimuli( need3 reasons3 influences3 -atherin- information Information $rocessin-( $rocess 3 analy>e information a"out $roduct 0ecision ma,in- ( on the "asis of analysis 3 decision to -o for .es$onse( res$onse to "uy 9ithout any $reAudice 2or industrial "uyers the $rocess is almost similar only 9ith addition of re( "uy3 modified re "uy or ne9 tas,. 3

FACTOR INFL ENCING B #ING BEHA!IOR ?$

Individual factors

%o-nitive thin,in- $rocess K $erce$tion 3 attitudes 3 CeedsLmotives Personal characteristics K demo-ra$hy3 lifestyles 3$ersonal traits Environmental factors %ulture( values 3"eliefs3 su" cultural L cross cultural factors Social class( social class 3 society Influence -rou$s K family3 o$inion leaders3 reference -rou$ Situational varia"les K $urchase occasion 3 mar,et communication3 sho$$in- "ehavior3 $rice 3 sales influence 3 $roduct $osition

CONS "ER SATISFACTION$-

!ll "usiness firms have reali>ed that mar,etin- is a core element of mana-ement $hiloso$hy & the ,ey to its success lies in focusin- more & more on the customers. #hat is3 it 9ill "e the customer 9ho 9ill decide 9here the firm is headin-. #hus the challen-e "efore the mar,eter is to ensure that they should satisfy every customer.

Satisfaction is an im$ortant element in the evaluatin- sta-e. Satisfaction refers to the "uyers state of "ein- ade@uately re9arded in a "uyin- situation for the sacrifices he has made one the customer $urchase & use the $roduct they may then "ecome either satisfy or dissatisfied.

#he result of satisfaction to customer form the $urchase of the $roduct or services is that more favoura"le $ost($urchase attitude3 hi-her $urchase intention & "rand loyalty to "e exhi"ited that the same "ehavior is li,ely to "e exhi"ited in a similar $urchasin- situation. #he term Mconsumer? is a ty$ically used to refer to someone 9ho re-ularly $urchase from a $articular store or com$any.

%ustomers are $eo$le 9ho are ha$$y 9ith the $roduct & services & are 9illin- to come "ac, & $ay for it a-ain.

#oday the firms aim to -ive satisfaction to the customer throu-h mar,etin- conce$ts. #he firm try to hel$ the "uyers in the solvin- the $ro"lem then com$etitors. #he mar,eters must see that consumers 9ith $urchasin- $o9er constitute a $otentials "uyers are identified. It is essential for the mar,eter to carry out the "usiness in such a 9ay that they -ive satisfaction to consumers needed. 4hen a firm mar,ets a $roduct or service it should aim to enAoy consumer?s satisfaction & $rofit maximi>ation.

CONS "ER RESEARCH?$

%onsumer research is the methodolo-y used to study consumer "ehavior research offer set diverse to identify consumer needs it is used to identify "oth felt & unfelt needs3 to learn ho9 consumers. Perceive $roduct & "rand & stores. 4hat their attitudes are "efore and after $romotional cam$ai-ns & ho9 & 9hy they ma,e their consum$tion decision.

CHAPTER$=

"AR*ETING RESEARCH

"AR*ETING RESEARCH?$
+ar,etin- research $lays an im$ortant role in the $rocess of mar,etin-. Startin9ith mar,et com$onent of the total mar,etin- tal,s. It hel$s the firm to ac@uire a "etter understandin- of the consumers3 the com$etition and the mar,etinenvironment.

DEFINITION
B+ar,etin- research is a systematic -atherin-3 recordin- and analysis mar,etin$ro"lem to facilitate decision ma,in-.D ( %oundiff & Still.

B+ar,etin- research is a systematic $ro"lem analysis3 model "uildin- and fact findinfor the $ur$ose of im$ortant decision ma,in- and control in the mar,etin- of -oods and services. ( Philli$ Gotler.

"AIN STEPS IN!OL!ED IN "AR*ETING RESEARCH

0efinin- the +ar,etin- Pro"lem to "e tac,led and identifyin- the mar,et research $ro"lem involved in the tas,.

E17 0efine the $ro"lem and its o"Aectives. E27 Identify the $ro"lem. E 7 0etermine the information needed. E/7 0etermine the sources of information. E'7 0ecide research methods. E17 #a"ulate3 !naly>e and inter$ret the data. E)7 Pre$are research re$ort. E*7 2ollo9(u$ the study.

%@ De2.ne the proble3 an0 .ts ob7e5t.1es ?$ #his includes an effective Ao" in
$lannin- and desi-nin- a research $roAect that 9ill $rovide the needed information. It also includes the esta"lishment of a -eneral frame9or, of maAor mar,etin- elements such as the industry elements3 com$etitive elements3 mar,etin- elements and com$any elements.

:@I0ent.26 the proble3 ?$ Identifyin- the $ro"lem involves -ettin- ac@uainted

9ith the com$any3 its "usiness3 its $roducts and mar,et environment3 advertisin- "y means of li"rary consultation and extensive intervie9in- of com$any?s officials.

=@Deter3.n.ng the spe5.2.5 In2or3at.on nee0e0 ?$ In -eneral the $roducer3

the manufacturer3 the 9holesaler and the retailer try to find out four thin-s namely 6( E17 E27 E 7 4hat to sell 4hen to sell 4here to sell

'@ Deter3.ne the so9r5es o2 .n2or3at.on ?$ Pr.3ar6 Data ?$ Primary datas are those 9hich are -athered
s$ecially for the $roAect at hand3 directly K e.-. throu-h @uestionnaires & intervie9s. Primary data sources include com$any salesman3 middleman3 consumers3 "uyers3 trade association?s executives & other "usinessman & even com$etitors.

Se5on0ar6 Data ?$ #hese are -enerally $u"lished sources3 9hich

have "een collected ori-inally for some other $ur$ose. Source are internal com$any records3 -overnment $u"lication3 re$orts & $u"lication3 re$orts & Aournals3 trade3 $rofessional and "usiness associations $u"lications &

re$orts.

)@ De5.0e Resear5h 3etho0s 2or 5olle5t.ng 0ata? $ If it is found that the secondary data cannot "e of much use3 collection of $rimary data "ecome necessary. #hree 9idely used methods of -atherin- $rimary data are 6( !7 Survey &7 5"servation %7 Ex$erimentation

A@ S9r1e6 "etho0? $ In this method3 information -athered directly from individual res$ondents3 either throu-h $ersonal intervie9s or throu-h mail @uestionnaires or tele$hone intervie9s.

B@ Obser1at.on "etho0? $ #he research data are -athered throu-h o"servinand recordin- their actions in a mar,etin- situation. #his techni@ue is hi-hly accurate. It is rather an ex$ensive techni@ue.

C@ EGper.3ental "etho0? $ #his method involves carryin- out a small scale trial solution to a $ro"lem3 9hile at the same time3 attem$tin- to control all factors relevant to the $ro"lem. #he main assum$tion here is that the test conditions are essentially the same as those that 9ill "e encountered later 9hen conclusions derived from the ex$eriment are a$$lied to a "roader mar,etin- area.

D@ The Panel Resear5h?$ In this techni@ue the same -rou$ of res$ondents is

contacted for more then one occasionN and the information o"tained to find out if there has "een any in their taste demand or they 9ant any s$ecial @uality3 color3 si>e3 $ac,in- in the $roduct.

a7 Pre$aration of @uestionnaire "7 Presettin- of @uestionnaire c7 Plannin- of the sam$le

(@ Tab9late> Anal6s.s an0 Interpret the Data?$

The report 39st g.1eH5onta.n the 2ollo/.ng .n2or3at.on?$

a7 #he title of research "7 #he name of the or-ani>ation for 9hich it has "een %onducted c7 #he o"Aectives of research

d7 #he methodolo-y used e7 5r-ani>ation and the $lannin- of the re$ort f7 ! ta"le of contents alon- 9ith charts and dia-rams used in the re$orts -7 #he main re$ort containin- the findin-s h7 %onclusion arrived at end recommendations su--ested i7 !$$endices Econtainin- @uestionnaire L forms used sam$le desi-n3 instructions.7

<@ Follo/$9p the st906 ?$

#he researchers3 in the last sta-e3 should follo9 u$ this study to find if his recommendation are "ein- im$lemented and if not3 9hy

CHAPTER$'
3

RESEARCH "ETHODOLOG#

RESEARCH "ETHODOLOG#?$

RESEARCH PROBLE" See, the -eneral $erce$tion of consumer to9ards A39l ".l4. #o ,no9 the consumer $syche and their "ehaviour to9ards A39l ".l4 .

OB8ECTI!E OF THE RESEARCH #o ,no9 the relationshi$ of sales 9ith the advertisement. #o ,no9 a9areness of $eo$le to9ards A39l ".l4. #o ,no9 9hich advertisement tool is mostly $referred "y $eo$le.

 #o ,no9 the $reference of A39l ".l4 9ith com$arison to 5ther com$etitive "rands . #o ,no9 the factors 9hich affects consumer?s "uyin- "ehaviour to $urchase mil,.

In2or3at.on reI9.re3ent 2irst3 I had to ,no9 a"out all the com$etitors $resent in the +il, se-ment E.e$uted and 9ell esta"lished "rands as 9ell as ;ocal "rands7. &efore -oin- for the survey I had to ,no9 the com$arative $ac,s and $rices of all the com$etitors existin- in the mar,et. Since +il, is a $roduct that used daily hence I had to trace the mar,et and se-ment it3 9hich mainly deals 9ith $eo$le of various a-e -rou$s. #he main information needed is the various ty$es of "rands availa"le in the mar,et3 their calorific value and various other facts. !s !mul mil, advertisements are mainly done throu-h hoardin-s "ut on television the advertisement is "ein- telecasted timely and on the $ro$er time or not.

RESEARCH DESIGN ! .esearch desi-n s$ecifies the methods and $rocedures for conductin- a $articular study. It is a ma$ Eor7 "lue $rint to 9hich the research is to "e conducted. 0escri$tive research desi-n has "een considered as a suita"le methodolo-y for $resent study and for data analysis. SA"PLING DESIGN #he sam$lin- desi-n used 9as %onvenience sam$lin-3 9hich is a non($ro"a"ility sam$lin- method. #he convenience factors 9ere the availa"ility and a$$roacha"ility of the res$ondents. POP LATION !ll ty$es of outlets that stoc, and sell !mul mil, in the mar,ets. #he outlets have "een classified into as follo9s %onvenience stores6 !ll ,inds of sho$s includin- "a,eries Eateries6 all ,inds of eatin- Aoints

PLACES OF ST D# #he study 9as conducted in the retail outlets in .ai$ur in the follo9in- areas i. !mlidih. ii. Ce9 .aAendra Ca-ar. iii. Gatora #ala". iv. Priyadarshini Ca-ar. v. Shailendra Ca-ar.

vi. &yron &a>ar. vii. &udha$ara. viii. Gol"a>ar. ix. #eli"andha. x. &ramh$uri. xi. Gan,ali Para. xii ;a,he Ca-ar. xiii. Santoshi Ca-ar. xiv. Purani &asti. xv. SanAay Ca-ar. xvi. Sundar Ca-ar. xvii. 0a-ania. xviii.0een 0ayal :$adhyay Ca-ar. xix. !nand Ca-ar.

SO RCES OF DATA Pr.3ar6 so9r5es #he $rimary data 9as collected throu-h @uestionnaires. #hey 9ere filled usin- the scheduled method of data collection "y the researcher. Se5on0ar6 so9r5es #he secondary sources 9ere used only for collectin- information re-ardin- the sam$leN they 9ere ho9ever not used for analysis

LI"ITATIONS OF THE RESEARCH ?$ #he limitations of the research 9ere as follo9s 1. ;ac, of $ro$er ex$erience on the $art of the researcher in conductin- such studies in the $ast. 2. #ime frame re@uired 9as not enou-h to survey more num"er of outlets.

ANAL#SIS TECHNIJ ES J9ant.tat.1e anal6s.s is $erformed usin- the data collected at each outlet to estimate the $resence of !mul mil,. #ools :tili>ed Percenta-e !nalysis Gra$h %hart

SA"PLING

1. Sam$lin- #echni@ue

Con $ro"a"ility sam$linE! non $ro"a"ility sam$lin- techni@ue is that in 9hich each element in the $o$ulation does not have an e@ual chance of -ettin- selected7 Peo$le 9ho "uy mil, availa"le in retail outlets3 su$erstores3 etc 6 100 res$ondents E!-e ran-in&et9een %B yrs to () yrs7 0irect intervie9 throu-h @uestionnaire.

2. Sam$le :nit . Sam$le si>e

/. +ethod

'. 0ata analysis method

Gra$hical method.

1. !rea of survey

.ai$ur 0istrict.

). #imin- of survey

9.00 am to '. 0 $m.

FIELD AOR*$ "ETHOD SED FOR DATA COLLECTION

8uestionnaire 9as $re$ared ,ee$in- the o"Aective of research in mind. 8uestions 9ere as,ed to res$ondents as re-ards to their 9illin-ness to $urchase mil,. #he hel$ of @uestionnaires conducted direct intervie9s3 in order to -et accurate information. In order to -et correct information I had to a$$roach consumers ran-in- from %) 6rs to () 6rs. I visited as many res$ondents as I can and as,ed them their real li,in-s a"out any mil, and also -ot an idea. It is really a Her59lean tas, to understand %onsumer &ehaviour3 as the definition su--est3 Consumer behaviour is a physical activity as well as decision process individual engaged in when evaluating, acquiring, using and disposing goods and services. In order to collect accurate information I visited to Gar0en> Par4s> Te3ple> S9perstores an0 G63nas.93 3 each and every @uestion 9as filled $ersonally "y the res$ondents and chec,ed $ro$erly. Peo$le 9ere not 9illin- to ans9er3 9hen they 9ere contacted "et9een 1.00 $m to '.00 $m3 the time 9hen most of the $eo$le ta,e rest durin- the scorchin- heat.

CHAPTER$) DATA ANAL#SIS AND INTERPRETATION

DATA ANAL#SIS AND INTERPRETATION?$

#he collected data 9ere not easily understanda"le3 so I li,e to analy>e the collected data in a systematic manner and inter$reted 9ith sim$le method. #he analysis and inter$retation of the data involves the analy>in- of the collected data and inter$retation it 9ith $ictorial re$resentation such as "ar charts3 $ie charts and others.

GENDER$
Gender $lay vital role in $urchase decisions. Gender classified on sex "asis i.e. male and female. Gender classification is re@uirin- to mar,eter "ecause different -ender exhi"its different $erce$tion to9ards $roducts. In classification of -ender the follo9in- num"er is used to ,no9 their $erce$tion.

Class.2.5at.on o2 C9sto3ers Base0 On SeG Sex Co. of res$ondents Percenta-e J

+ale 2emale #otal

' 1' 100

' 1' 100

So9r5es6 Pr.3ar6 Data Table? ).%

INTERPRETATION?

'J of the res$ondents are male and 1'J of the res$ondents are female. 2rom the a"ove ta"le 9e can conclude that3 the maAority of the res$ondents 9ere "elon-s to female -rou$.

CLASSIFICATION OF CUSTOMERS BASED ON SEX

80 60 40 20 t d n p s e R f . o N 0 Male Female 35
Male

65

Female

Graph no? ).%

OCC PATION6
5ccu$ation is also influences a $erson?s consum$tion $attern. ! "lue collar 9or,er 9ill "uy 9or, clothes3 9or, shoes and lunch "oxes. Similarly the !mul +il, and +il, $roducts are $urchased "y various occu$ants. #he follo9in- occu$ants of the res$ondents are classifies for the data collection.

Anal6s.s o2 O559pat.on o2 the Respon0ents

5ccu$ation

Co. of. res$ondents

Percenta-e J

&usiness Em$loyee House 9ife 5thers #otal

20 10 1' 0' 100 So9r5es? Pr.3ar6 Data Table No? ).:

20 10 1' 0' 100

INTERPRETATION?
20J of the res$ondents are "usinessmen3 10J of the res$ondents are em$loyees3 and 1'J of the res$ondents are house 9ives3 0'J of the res$ondents are others -rou$.

INCO"E$

Income decided the $urchasin- $o9er of the customer. If the income is hi-h then3 they -o for hi-h @uality irres$ective of $rice of the $roduct. Hence in this research I li,e to collect the data ho9 income is influence to $urchase !mul +il, . !nalysis of +onthly Income of the .es$ondents +onthly income Co. of res$ondents Percenta-e J

&elo9 '000 '001(10000 10001(1'000 1'001 & a"ove #otal

* 0 21 11 100 So9r5es? Pr.3ar6 Data Table No? ).=

* 0 21 11 100

INTERPRETATION6
!s $er the data *J of the res$ondents earn $er month "elo9 '0003 0J of the res$ondents earn '001 to 100003 21J of the res$ondents earn a"ove 10001 to 1'000. 11J of the res$ondents earn 1'000 & a"ove. 2rom the a"ove ta"le 9e can conclude that maAority of the res$ondents? monthly income -rou$ of "elo9 '000 and more than '000 to 10000.

GRAPH NO? ).=

P RCHASING FACTOR? Identification of various factors $lays a vital role in consumer "ehavior study. #he various factors such as @uality3 $rice easy availa"le etc. is influencin- lot and influences $ositively. #he follo9in- data reveals ho9 various factors are influencin- to "uyin- of !mul +il, and +il, $roducts #

Anal%sis o &actors to 'u% AM() Mil* &actors .ualit% 'rand image Price 1as% availa!ilit% Others 2otal 3 +o# o ,espondents /0 20 20 1" +il 100 Percentage /0 20 20 1" +il 100 Source: Primary Data

ANAL#SIS OF FACTORS TO B # A" L "IL* '; =) =; :) :; %) %; ) ; =B :B :; %'

No. o2 respon0ents

J9al.t6

Bran0 .3age Fa5tors

Pr.5e

a1a.lab.l.t6

Graph No. ).'

Interpretat.on?
*J of res$ondents "uyin- !+:; +il, for its Good 8uality3 2*J of res$ondents use for its &and Came320J of its Price consideration3 1/J of its easy availa"ility of res$ondents "uyin- !+:; +il, & +il, $roducts.

Respon0ents Cons93pt.on J9al.t6? %onsum$tion @uality is varyin- 9ith various res$ondents. Some of customer they "uy less @uantity and some them hu-e @uantity de$ends u$on re@uirement and num"er of $eo$le in their houses. #he data is collected to ,no9 the various consum$tion $atterns.

Anal6s.s o2 Cons93pt.on o2 A1erage ".l4 per Da6 %onsum$tion 1 ;itre 2(/ ;itre +ore than / ;itres #otal Co. of .es$ondents )0 10 20 100 So9r5es? Pr.3ar6 Data Table no? ).) Percenta-e EJ7 )0 10 20 100

Anal6s.s o2 A1erage Cons93pt.on o2 ".l4 Per Da6

70 60 50 40 30 20 10 0

70

No. o2 Respon0ents

20 10 1L ITRE 2-4 L ITRES MORE THAN 4L ITRES

Cons93pt.on

Graph no.).)

INTERPRETATION?
)0J of the res$ondents are consumin- one litre $er day. 10J of the res$ondents are consumin- t9o to four litres $er day. 20J of the res$ondents are consumin- more than four litres $er day. 2rom the a"ove ta"le 9e can conclude that maAority of the res$ondents 9ere consumin- one litre $er day.

P RCHASE D RATION6
.e$eat $urchase 9ill hel$ to ,no9 9hat customer loyalty to9ards !mul +il, & mil, $roducts. 4hen consumer re$eatedly $urchases the $roduct3 it is understood that they are satisfied 9ith the $roducts. #he follo9in- data sho9 the various statuses of the res$ondents.

!nalysis of Purchase 0uration of the !+:; +il, 0uration 1 +onths 1(2 Oears (/ Oears +ore than / years #otal Co. of .es$ondents 0' 1' 20 10 100 So9r5es? Pr.3ar6 Data Table no? ).( Percenta-e EJ7 0' 1' 20 10 100

INTERPRETATION 6 !s $er the data -athered3 out of 100 res$ondents3 0'J of the res$ondents "uyin- since last six months3 1'J of the res$ondents from one to t9o years3 20 J of the res$ondents from three to four years3 10J of the res$ondents "uyin- !+:; +il, & +il, $roducts from more than four years. 2rom the a"ove ta"le 9e can conclude that maAority of the res$ondents consumin- !+:; +il, & +il, $roducts more than four years.

An")$s(s of *&#+ "se ,&#"t(on of t e M()- *#od&+ts

60 50 40 30 20 10 0

60

No.of Respondents

15 5

20

6 1-2 3-4 Mo#e Mont s !e"#s !e"#s t "n 4 $e"#s %ons&'pt(on

Graph no: 5.6

OPINION TOAARDS PROD CT6

#he "ehaviour of users after his commitment to a $roduct has "een collected 9ith res$ect $roduct and terms of satisfaction 9ith ratin- scale. #he follo9in- are the data o"tained related to !+:; +il,.

Anal6s.s o2 Rat.ng to/ar0s A" L ".l4. .atin-s Excellent Good !vera-e Poor #otal Co. of .es$ondents 2' /* 22 0' 100 Percenta-e EJ7 2' /* 22 0' 100

So9r5e? Pr.3ar6 Data Table no? ).<

INTERPRETATION?
2'J of the res$ondents rated that !+:; +il, & +il, $roducts are Excellent. /*J of the res$ondents rated as -ood3 22J of the res$ondents rated as !vera-e 8uality. 0'J of the res$ondents rated that !+:; +il, & +il, $roducts are Poor. 2rom the a"ove ta"le 9e can conclude that maAority of the res$ondents rated !+:; +il, & +il, $roducts are of Good 8uality.

An")$s(s of R"t(n1 to2"#ds A'&) M()- *#od&+ts 50 45 40 35 30 25 20 15 10 5 0

No.of Respondents

48 25 22 5 E.+e))ent /ood A0e#"1e *oo# R"t(n1

Graph no.).<

!AL E FOR THE "ONE#$

%onsumers al9ays thin, 9hile $ayin- $rice to the $roducts such as ho9 much 9e are $ayin- to9ards $roducts and ho9 much 9e are -ettin-. #his data is -athered to ,no9 9hat value they are receivin- from the !+:; +il,.

!nalysis of <alue for +oney Paid "y the .es$ondents .es$onse Oes Co #otal Co. of .es$ondents 91 0/ 100 Percenta-e EJ7 91 0/ 100

So9r5es? Pr.3ar6 Data

Table no? ).B

INTERPRETATION 6 91J of the res$ondents feel that they -et the value for money they $aid. 5nly 0/J of the res$ondents feel that they are not -ettin- the value for money 9hat they $aid. 2rom the a"ove ta"le 9e can conclude that maAority of the res$ondents are a-reed that they are -ettin- the value for money they $aid.

An")$s(s of 4")&e 5o# Mone$ *"(d 6$ T e %ons&'e#s

100 36

No. of Respondents

80 60 40 20 0 4 !es Response No

Graph no? ).B

INFL ENCE TO OTHER TO B # PROD CTS?

Post ex$erience & "enefits 9ill hel$ or-ani>ation in o"tainin- the additional sale. In this connection feed"ac, its act as an influence to others to ado$t the $roduct the user survey has conducted to identify 9hat an extent user recommends to others. #he data has "een extracted & it is as follo9s. Anal6s.s o2 Re5o33en0at.ons .ecommended Oes Co #otal Co. of .es$ondents 9) 0 100 Percenta-e EJ7 9) 0 100

So9r5es? Pr.3ar6 Data Table no? ).&

INTERPRETATION 6 9)J of the res$ondents 9ere recommended !mul mil, and3 0 J of the res$ondents 9ere not recommended !mul mil, and $roducts to others. 2rom the a"ove ta"le 9e can conclude that maAority of the res$ondents 9ere recommended !mul mil,. An")$s(s of Re+o''end"t(ons

100
No.of Respondents

37

80 60 40 20 0 !es
op(n(ons

3 No

#a"le no6 '.9

INTERPRETATION ?
9)J of the res$ondents 9ere satisfies 9ith the !+:; +il,. 0 J of the res$ondents 9ere not satisfies 9ith the !+:; +il,. 2rom the a"ove ta"le 9e can conclude that maAority of the res$ondents 9ere satisfied 9ith the !+:; +il,.

CHAPTER$( FINDINGS> S GGESTION AND CONCL SION

FINDINGS?$

2irst I 9ould li,e to $resent my survey findin-s. #he main findin-s of my survey are as follo9s6 1. It is findin-s in the survey that females are the main decision ma,er for the mil,. !s $er the data3 1'J of female and 'J of male ma,es $urchase decision. 2. &ased on the occu$ation of the customer3 it is found in the survey that 1'J are the house9ives and 'J are from various occu$ations such as a "usinessman3 em$loyee etc for the !mul +il,. . Incomes less than '000 to 10000 are more attracted to !mul +il,. !s $er the data3 )9J of the res$ondents? income is under this -rou$. /. #he main $urchasin- factors for the !mul +il, are 8uality and &rand ima-e. #he data reveals that /2J influences on 8uality and 2J influenced for the &rand. '. **J of the total res$ondents are usin- $roduct since from a lon- time. #he maAority of the res$ondents are usin- !mul +il, & +il, $roducts from more than !mul mil, is valua"le $roduct for them. ). It is found in the survey that customer are influencin- throu-h 4ord of +outh. years. 1. 91J the res$ondents thin, that $urchasin- !mul mil, is value for the money i.e.

S GGESTIONS? 1. +il, $urchasin- decisions are more decided "y 9omen rather than male3 "ecause
she act as a invi-ilator3 execute her decision and influence the same to the $urchase 9hile ascertainin- the @uality3 freshness and $rice. Hence3 I su--est G%++2 to concentrate more on the 9omen and men su--estions for desi-nin- the mar,etinstrate-y3 "ecause 9omen?s role in the house is dominant3 even in the various decisions.

2. 5ccu$ation of the user influences the $urchase decisions. #he $articular occu$ation
$lays a vital role in decidin- the $roduct or services. 4omen se-ment are influencinmore on mil,. #herefore3 an occu$ation is the factor influencin- the $roduct.

. Income of the $eo$le decides the $urchasin- $o9er. #he hi-h income $refers to
$urchase $roduct 9ith the @uality3 freshness3 thic,ness3 etc. and vice versa. So I su--est !mul to concentrate also on lo9 income se-ment to ca$ture mar,et and $osition themselves in the minds of the customer 9ith re@uired @uality and @uality mil,.

/. Since !mul is havin- loyal customers and therefore should concentrate more on this
factor throu-h various $otential $ro-rammes such as cam$ai-n3 $remium $ac,s3 offers etc.3 this hel$s to increase the loyalty to9ards the !mul $roducts.

'. +il, is havin- hi-h demand and it is considered as a very essential $roducts. In
$resent $ractice3 $urchase of mil, is throu-h dealers. In this connection dealers a$$roach to9ards the $roduct.

1. %ustomer is influential3 hence I su--est !mul to loo, after the dealers issue 9ith due
care.

). 4hen $roduct $ossesses @uality and other im$ortant attri"utes naturally they
$ro$a-anda a"out $roduct throu-h 9ord of mouth and vice versa. #herefore if the @uality and attri"utes are fine tuned accordin- to the needs 9ill hel$ the !mul to -et re$utation and addition mar,et.

*. Introduction of various economic $roducts lies may hel$ !mul to attract the existinand ne9 customers and may attract all income level -rou$s. Hence I su--est mana-ement to introduce ne9 $roduct line 9hich can satisfy the entire -rou$.

CONCL SION6(
2rom the survey conducted it is o"served that !mul mil, has a -ood mar,et share. 2rom the study conducted the follo9in- conclusions can "e dra9n. In order the dreams comes into reality and for turnin- lia"ilities into assets one must have to meet the needs of the customers. #he factors considered "y the customer "efore $urchasin- mil, are freshness3 taste3 thic,ness and availa"ility. 2inally I conclude that3 maAority of the customers are satisfied 9ith the !mul mil, and +il, $roducts "ecause of its -ood @uality3 re$utation3 easy availa"ilities. Some customers are not satisfied 9ith the !mul +il, "ecause of hi-h $rice3 lac, of dealer services3 s$oila-e and lo9 shelf life etc. therefore3 if sli-ht modification in the mar,etin- $ro-ramme such as dealers and outlets3 $romotion $ro-rammers3 $roduct lines etc.3 definitely com$any can "e as a mono$oly and stron- mar,et leader. !mul has also to ta,e care of its com$etitors into consideration and more im$ortantly its customers "efore ma,in- any move.

CHAPTER$< SAOT ANAL#SIS OF A" L "IL*?$

STRENGTH?$
<ery efficient distri"ution channel. &rand name. #rust of the end users. Shelf life of the $roducts. 8uality of the $roduct. .elationshi$ 9ith the distri"utor.

AEA*NESS?$
Co su$$ly as $er demand.

THREATS?$
2rom Cational & ;ocal $layers6( Sanchi 0insha9 Pa9an <enus !"is

OPPORT NIT#?$
%a$ture the mar,et 9here su$$ly of mil, is nil.

ANNEX RE

BIBLIOGRAP ! " #EBLIOGRAP !

+ar,etin- +ana-ement Phili$ Gotler3 #he +illennium Edition3 Prentice Hall 5f India Private ;imited3 Ce9 0elhi.

Periodical6

&usiness 4orld

.esearch +ethodolo-y6

%...Gothari 3 2nd edition. S.C +urty and : &hoAanna

4e"site !ddress6

www.amul.com

J ESTIONNAIRE

0ear SirL+adam3

I am conductin- a survey entitled ,Cons93er Beha1.or F Sat.s2a5t.on.Please -ive your valua"le information3 your information 9ill "e ,e$t confidential and 9ill "e used only for academic $ur$ose.

.ohan .oy Samuel PG0+ /th trimester 0S+

Came

6 ( PPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPP PPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPP Gender 6 ( PPPPPPPPPPPPPPPPP

!ddress6 ( !-e

6 ( PPPPPPPPPPPPPPPPP

%ontact Co.6 ( PPPPPPPPPPPPPPPPPPPPPPPPP

17 4hich do you consume= a. Pouch mil, ". ;oose mil, c. &oth 27 !re you satisfied 9ith the mil, you are consumin-= a7 Oes "7 Co 7 4hat do you li,e= a7 8uality c7 Price "7 #aste d7 !vaila"ility

/7 0o you -et mil, $ouch atQQQQ.. 3

a70oorste$ "7 2rom retailer '7 #otal consum$tion of mil, in a day= a7 Pouch mil, in litreQQ "7;oose mil, in litreQQ 17 Oour monthly ex$enditure in mil, Ein .s.7= a7100(200 "7 200( 00 c7 00(/00 d7 /00('00 e7 !"ove '00 )7 In $ouch mil, 9hich "rand do you $refer= a7!+:; "7 Sanchi c7 0insha9 d7 <enus e7 Pa9an *7 4hy you $refer this "randL due toQQQQ.. a78uality "7 #aste c7 Price d7 !vaila"ility 97 If you "uy !+:; mil, $ouch 9hich $ac, you $urchase= a7 !+:; Gold "7 !+:; #aa>a c7 !+:; Slim & #rim 1074hat is the reason for "uyin-L not "uyin- !+:;= a7QQQQQQQQQQQQQQQQQQQQ.. "7QQQQQQQQQQQQQQQQQQQQ.. c7QQQQQQQQQQQQQQQQQQQ..Q 1174hat are your su--estionL ex$ectations from !+:;= a7QQQQQQQQQQQQQQQQQQQQQ "7QQQQQQQQQQQQQQQQQQQQQ c7QQQQQQQQQQQQQQQQQQQQQ 127Ho9 do you scale your $ouch mil,= !##.I&:#E P.I%E #!S#E P!%G!GICG !<!I;I&I;I#O S%HE+ES P55. !<E.!GE G550 ER%E;;EC#