Saras Dairy Products | Retail | Survey Methodology

Study of Potential & Promotions for sales of Saras Paneer

Presented By : Abhilash Gehlot Manish Yadav

‡ Dairy development was initiated by the state government in the early seventies under Rajasthan state Development Corporation(RSDDC) regestered in 1975. ‡ Two year later (1977)RCDF assumed responsibility for the many of function of RSDDC.It become nodel agency for implementation of operation flood in the state. ‡ India is blessed with huge bovine population of 196million cattle and 80 million buffaloes accounting for 51% if Asia and 19% of world bovine population the largest in the world.

Rajasthan Coperative Dairy Federation.
‡ The federation acts as a mediating body between the unions and the markets for their milk and milk products through the brand name SARAS. ‡ Initially, at the time of inception it marketed only dairy products like liquid milk, butter and Ghee but time to time it updates its products and diversifies in various other products like ice-creams, coffee, shakes etc and also diversifies in other more novel milk products.


Core Objectives of RCDF‡ Increasing milk collection ‡ Breed up gradation ‡ Maximize returns to farmers for milk ‡ Enhancing infrastructure and expansion in the existing facilities ‡ More rapid and systematic style of working .

discipline and cooperation Agreements rather than arguments Transparency ‡ Sincerity & dedication Sovereignty and Respecting each other s opinions and ideas Employee satisfaction Feeling pride to be a part of organization Fulfilling commitments towards members and customers .Every employee is expected to work according to some core values through which Saras can give its best to its customers. They are ‡ ‡ ‡ ‡ Total quality and Cleanliness Honesty.Values ‡ Cultural Values.

But the front end issues have a broader picture. and media expansion in terms of regional magazines and radio networks.C. ‡ R. engineering and management institutions are also been offered to keep Saras products. provisions are being strengthened to make availability of all present products compulsory at all parlours and booths which is still a shortcoming. is now ready to diversify its product range and to test new export markets.RECENT DEVELOPMENTS AND FUTURE PLANS ‡ 2 new milk unions of Chittor and Tonk have been proposed so as to tap the surplus raw milk from these two districts. . R.F.D.C.F is also planning to set 7 new chilling plants in areas which are devoid of cooling facilities. In regards to all these. In this regard. But before this. Defence canteens and other institutions like schools. a fresh new marketing plan is already under formation which includes improving the present advertisements. new products and new age packaging and labelling will be introduced soon which will cater to the premium and high level customer segment.D.

Strategies can be divided as Strategies Cooperative level Procurement level Quality assurance & Marketing .

407 milk parlours and 115 distributors.800 booths & shop agencies.F has a robust distribution network consisting of 16. y High-quality of products at an affordable cost to the consumers.C.D. with low overhead.SWOT Analysis of Saras Strength ‡ R. ‡ Ability to make acceptable margins to the retailers and distributors. y Reputation of being a non profit co operative organization which provides values to both supply and demand ends. .

‡ Quality procurement is a concern as Saras has not been able to control the adulteration habits of many members. It may make it vulnerable if amul introduces full spectrum of its product in Jaipur market.Weakness ‡ Saras product range falls too short when compared to Amul. This causes loss in terms of increased processing cost. reduced shelf life and overall quality of products .

Opportunity ‡ There is still large untapped market consisting of middle class segment to be covered. ‡ Saras has yet to collaborate with major retail chains so as to extend its retail availability and visibility. diversification of products poses bight chances. . In this respect.

D.F has already set a minimum support price . ‡ a growing amount of advertising and business inroads by outside regional and national brands in the local area ‡ Increasing costs of raw material is also an issue as R.Threats ‡ Intrusion of major players like Amul and Mother dairy in an aggressive fashion may divert the mindset of present customers of Saras.C.

1 Kg (Vaccum Packed) at Rs. 170.): 60 Packing Size : 200 gram (Vaccum Packed) at Rs 34. Margins : Retailer Rs 13 per kg Distributor Rs 6 per kg .Some facts about Saras Paneer Composition: FAT %: 50 on dry matters Moisture% (Max.

Sales of last 12 months 1000 K 6 5 4 3 1000 2 1 0 A A g e t o E e .

Sales of past 5 years( G PD) .

Paneer is the largest dairy product sold in terms of volume after liquid milk because of its universal acceptance across the Indian subcontinent.Paneer.Market Situation ‡ According to Amul sources.000 crores. ‡ ‡ . Indian fresh paneer market is estimated to be about Rs 10. both in the organised and unorganised segments. it is estimated to be around 1 lakh metric tonnes per annum and 80% of which is sold as open or loose paneer by local milk vendors. In terms of volume.

‡ (ii) Institutions(around 80%) ‡ This segment consumes in large chunks and it ‡ is a highly price sensitive segment .Paneer market is clearly divided in two major segments ‡ (i) Retail Consumers(around 20%) ‡ This segment consumes paneer in small ‡ packets and is quality as well as price ‡ sensitive segment.

To develop a better and effective value communication system. ‡ ‡ .Capturing Market Insight (Market Survey) ‡ ‡ Goals of the Survey: To identify the ground realities of Paneer market and to know the trend & forces which drives the product sale. To develop a customer insight so that a better value proposition could be offered.

‡ To assess the effectiveness of the promotional tools currently being deployed. . ‡ To identify the potential market for paneer in Jaipur city.Project Dimensions ‡ To find the reasons behind low sales of paneer. ‡ This project further seeks to identify and promote policies that will be supportive to tap the potential market for paneer in Jaipur city. ‡ And to suggest ideas for promotions of Saras paneer.

Methodology: ‡ ‡ Focus group discussions and Brainstorming sessions with team members and the mentor. Also carrying out a survey of the paneer udyogs that command almost 80% of the market share to understand their way of doing business. Carrying out a survey for finding out consumers perception about SARAS Paneer & Paneer of other brands and also to find out what they want. Secondary sources of data such as in house sales figures of paneer for the last 5 years as well as for the last 12 months. Study of the existing advertising and promotional strategies and the loopholes in them. Analysis and recommendations. ‡ ‡ ‡ .

Scope of the Survey ‡ 200 households(both users & non-users of Saras Paneer) ‡ 40 Hotels & Restaurants ‡ 50 Saras Booths & Parlours ‡ 30 Halwaiis & Confectionaries ‡ Random survey with a sample size of 6 Paneer Udyogs .

Survey Results of 200 Households .

Paneer Users .

Saras Non-Users .

Awareness (Saras Paneer) .

Sources of Awareness (Saras Paneer) .

Price Proposition (Saras Paneer) .

Quality (Saras Paneer) .

Packaging (Saras Paneer) .

Reasons for not using Saras Paneer .

Effect of Ads on Buying Behaviour .

Notice Saras Paneer in the ads of Saras .

Sodala 100 kg per day ‡ Tyagi Paneer Udyog 125 kg per day ± We found out that their retail rates range from Rs 150-170. ± We found out that they do majority of their business by having yearly or halfyearly contracts with Hotels & Restaurants.Findings ‡ We found out that on an average they sell 4. The rate which they offer to hotels & restaurants ranges from Rs 140-160 .e. ‡ Paneer Udyog 500-600 kg per day ‡ Rahul Paneer Centre 400 kg per day ‡ Neeraj Dairy Products 400 kg per day ‡ Aadinath Paneer Udyog. We also found out that 21 out of 30 i.75 kg paneer per day and their rates range from 150 to 170 rupees. Durgapura 150 kg per day ‡ Aadinath Paneer Udyog. ‡ We also visited 6 Paneer Udyogs to know their sales pattern. 70% of them prepare paneer by themselves where as 30% buy from Paneer Udyogs. their rates and their way of doing business.

Questionnaire ‡ Questionnaire for non-users of SARAS paneer ‡ Questionnaire for SARAS Paneer Users ‡ Questionnaire for Hotels \ Restaurants .

‡ Saras should 100 gm pack also.There should be exclusive Advertisement. Appropriate measures should be taken for this. ‡ Reputed Ads agencies should be hired for making ads more attractive and persuasive. .mali paneer (both for exports as well as national sales).shai paneer . ‡ Saras should venture into ready to eat market by producing delicacies like muttar paneer. ‡ Supply to Saras booths should not be delayed for more than 1 day after the packaging date. ‡ Packaging should be more attractive and catchy.Recommendations ‡ Advertisements should convey the message that Saras Paneer is of the best quality and comply by the PFA standard.

‡ Exports and Ready-to-eat market are some other avenues for increase in sale.e hotels and restaurants are the ones which we should target more as they are major consumers of paneer. . For this Saras has to bring a change in the way it is doing its business. ‡ We also found out that institutions i. Currently we are just focusing on retail consumers. ‡ We should also think of exclusive advertising for Saras paneer with the right kind of media.Conclusion ‡ Almost 80% of the paneer market is dominated by paneer udyogs and there is a potential to increase our market share with proper marketing policies.

coop www.Bibliography ‡ ‡ ‡ ‡ ‡ RCDF www. manuals and Annual Progress Report .retailnu.sarasmilkfed.merinews.


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