Juned Memon Project On 'Asp'

Chapter Index Page No.
No.
1 Introduction to the study 2
2 Objective of the study 5
3 Profile of the company 7

3.1 Global scenario in Dairy Industry
3.2 Indian scenario of Dairy Industry
3.3 Bans dairy
3.4 Department study
4 Research methodology 53
5 Data analysis 59
6 Finding and Suggestion 74
7 Conclusion 76
8 Limitations 78
9 Recommendations 80
10 Bibliography 82
CONTENTS
PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

Page 1
1-INTRODUCTION

Page 2
INTRODUCTION
The present project report is based on my two-month training in Palanpur

(Gujarat & Banaskantha ) under BANAS DAIRY CO-OPERATIVE MILK
PRODUCERS UNION LTD. The summer training is meant to acquaint student with
the real life situation of the organization. It gives the opportunity to utilize and
integrate the theoretical knowledge, acquired in the class room in the practical field.
The business of brand marketing may be compared with the game of chess in
the area of marketing the brand name packing, a similar role as that of the pawns on
the board of chess.
Introduction of Marketing:
Need and want through creating, offering, and exchanging products and value
with others.
Marketing is very important function in any industry. Every company has to

handle its marketing function with care. As the whole world is turning into a global
market, marketing function is getting more and important in every company. The term
marketing is changing in the world. Now selling product by advertising, it is not only
the function of marketing. But in this new world marketing puts weight age on
satisfying consumer needs. If the market does a good job understanding consumer
needs, develops product that provide superior value and price, distributes and
promotes them effectively. These products will sell very easily.
Customer feedback
The customer feedback process is a critical part of the quality management
system, and should therefore receive adequate attention during a third party audit.
Feedback from the customer is one of the primary performance indicators that can be
used to judge the overall effectiveness of the QMS. It is important, therefore, for the
auditor to verify that
a) The organizations customer communication channels promote an
adequate awareness of the process by which customers can provide
feedback
b) Inputs to the customer feedback process include relevant, representative
and reliable, and
c) This data is analysed effectively, and
d) The output from this process provides useful information to the
management review and other QMS processes, to enhance customer
satisfaction and drive continual improvement.
About Project:

Page 3
For selling consumer products like milkand other dairy products, it is a necessary to
know the consumer opinion. For this purpose, this project is carried out for Banas
dairy, Palanpur.
For this purpose I took feedback of about 100 customers who are using Amul, Banas
and Sagar dairy product.
Convenience sampling method and questionnaire metod was used to collect the data.
The area of the study was Deesa city.
1) 98% respondents use milk, 46% respondents use butter milk, 20%
respondents use Ghee, 5% respondents use sweets and 3% respondents use
other products.
2) 70% respondents purchase milk 2ltr a day, and 30% respondents purchase
milk more than 2ltr a day.
3) 70% respondents purchase product for self use, 21%respondents purchase a

product for selling purpose, and 17% respondents purchase a product for
making a new product.

Page 4
2-OBJECTIVE
OBJECTIVE OF THE STUDY
The main objective of this project is to know about consumer opinion for
dairy products of Amul, Sagar and Banas dairy in a designated area.
And the other objectives are:
To know about which product is more preferred

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To promote the sales of dairy product.
To see whether promotional schemes is fruitful or not.
To find out customer requirement.
To know about:
a) Brand loyalty
b) Brand awareness
c) Usage rates
d) Brand consciousness.
To know about the competitor brand on above favors.
To find out remedial suggestions for building up sales in the

designated area.

Page 6
3-COMPANY PROFILE

Page 7
Page 8
3.1 GLOBAL SCENARIO IN DAIRY
INDUSTRY
WORLD SCENARIO :
India plays an important role in the dairy sector. This is crucial important to
the company. The country is the worlds largest milk producer, accounting for more
than 13 percent of world total milk production and it is the worlds largest consumer
of dairy product, consuming almost 100 percent of its own milk production, estimated
around 74 million ton in 1998.
Currently, India is a non-entity in the international dairy marketplace. Only

small quantities of dairy products are exported to Bangladesh, Sri-lanka, Nigeria, the
Middle East and very recently to the USA. The WTO provide India with the
opportunity to sell their products in other part of the world, especially to the 150
million non-resident Indians all over the world. An ample export potential exists for
unique traditional milk products such as ethnic sweets and foods like srikhand, Peda,
and cheese. Indias largest dairy company, GCMMF recently started exporting ghee,
butter and srikhand under the Amul brand to the USA. These products will soon be
available in Canada also.
The Indian dairy sectors challenges include the need for improvements in
animal feeding, vet services milk production, collection and transport as well as the
need for advances in corporate technology and marketing.
Further liberalization seems to be necessary to make private and foreign

investment in the dairy sector more attractive. The Indian dairy will need these
additional investments to keep pace with the fast increasing demand for dairy
products. Export opportunities are certainly positive, but every litre of milk exported
will create a need for further expansion in the dairy industries unless an import is
grow considerably. On the other hand, during the coming WTO -round more pressure
will be put on the Indian government to improve the market access for dairy products.

Page 9
3.2 INDIAN SCENARIO OF DAIRY
INDUSTRY
DAIRY INDUSTRY IN INDIA:
a) CO-OPERATIVE:
A man takes a musters seed and sows it in his field. It is the smallest of all seeds,
but when it grows up, it has the biggest of all plants. It becomes a tree, so that birds
come and make their nest in its shredded branches.
This approach of the growing and nesting birds-the spirit co-operation between
the natures, the person who sows the seed is the true essence of a co-operative.
Co-operation amongst competitive is the fundamental principle. One is

reminded of the story where the father tells his five sons to break small wood sticks
individually and then trying to breaks them when they are joins. The sticks do not
break.
b) CO-OPERATIVE MOVEMENT IN DAIRY INDUSTRY:

Milk is a perhaps the only agricultural product that a farmer is required to sell
twice a day every day of the year. In view to its extremely limited keeping quality, the
farmer has also got to sell it within a few hours of production; otherwise it becomes a
total loss. In India as farming is carried on very small fragmentary holding and
because the production per farmer is extremely small it is not possible for a farmer
himself to market what little milk he produces. The production being small it does not
become worthwhile for him to sell the milk the consumer himself. Inevitably,
therefore draying so developed that middle-men entrench themselves in the milk
producing areas to buy the milk from the farmers transport it to the consuming
centers and to sell in to the consumer. We are all aware of the tremendous exploitation
that the middle-men indulge in when marketing agricultural commodities.
Even in products like wheat, rice, tobacco, the exploitation of the farmer by
middle-men is very important but these are products that are needed to be marketed

Page 10
only once a year. These are also products, which the farmer can stock for some time
in order to obtain a good market.
c) THE GUJARAT CO-OPERATIVES MILK MARKETING

FEDERATION:
As district unions multiplied, kaira co-operative recognized that the marketing
federation would bring many economics, particularly to the small ones. The Gujarat
Co-operative Milk Marketing Federation (GCMMF) was established in November
1973, with Dr. v. kurien as its chairman. He had retired from kaira co-operatives that
year, along with Mr. Tribhuvandas K. Patel, one of the founder members of the union.
Following are the members of the union:

Banaskantha District Co-operative Milk Producers Union Ltd.
Sabarkantha District Co-operative Milk Producers Union Ltd.
Mehasana District Co-operative Milk Producers Union Ltd.
Baroda District Co-operative Milk Producers Union Ltd.
Gandhinagar District Co-operative Milk Producers Union Ltd.
Bharuch District Co-operative Milk Producers Union Ltd.
Valsad District Co-operative Milk Producers Union Ltd.
Rajkot District Co-operative Milk producers Union Ltd.
Ahmedabad District Co-operative Milk Producers Union Ltd.
Khaira District Co-operative Milk Producers Union Ltd.
Surat District Co-operative Milk Producers Union Ltd.

Page 11
3.3 BANAS DAIRY:
Banas Dairy is a well known dairy in Gujarat and is a leading supplier of milk
products to Banaskantha District. Banas Dairy Ltd; is a large-scale unit.
Banas Dairy markets its products under a very powerful brand name
AMUL. It produces a wide variety of products like Milk, Milk Powder, Ghee, Ice-
cream, Amul butter and Amul Cool etc.
A total geographical area of the Banaskantha district is 12248 square Km of

which 72% is cultivable while 12% land is irrigated by tube wells canals, etc. The
area covered under forest is only sq.Km.Of total 15.99 Lac livestock population 6.54
Lac Cattle and 9.45 Lac Buffalo as per the cattle census 2007.
Frequent droughts due to average rainfall as low as 22 writes on the wall,

serve shortage of water accompanied by high TDS (3000 to 5000 mg) and as high as
2-5 ppm fluoride content in water, makes live hood almost difficult.
The district enfolds the human population of about 25 Lac predominantly

depending upon the income source from agriculture and allied activities like keeping
milk animals. Majority of population dwells in rural hinterland. However agriculture
mainly depends upon the rainy season as there is a severe shortage of ground water
besides poor quality of soil profile.
Scenario is quite gloomy on literacy rate which is around 55% and women
literacy is only 21%. As high as 40% children turnout from schools at primary levels
makes the Damocles sword of unemployment always looming.
The district is also pride abode of the famous Kankrej, dual purpose breed of
cattle.

Page 12
Existing Managing Body
S.N NAME DESIGNATION

.
1. Shri. Partivbhai G. Bhatol. Chairman
2. Shri. Balwant Singh. Barad Vice Chairman
3. Shri. S. R. Chaudhary. Managing Director
4. Shri. M. G. Patel. General Manager (PO)
5. Shri. R. D. Kathrotiya. General Manager (P&E)
6. Shri. V. D. Pavaya. Senior Manager (Prod)
7. Shri. A. R. Patel. Senior Manager (Prod)
8. Shri. G. R. Bhatol. Manager (Sales & Marketing)
9. Dr. H. B. Joshi. Manager (GDCTC)
10. Shri. P. M. Karen. Manager (SS)
11. Dr. Z. D. Rathore. Manager (DH)
12. Shri. M. P. Joshi. Manager (F&A)
13. Shri. N. P. Garg. Manager (CP)
14. Shri. D. G. Bera. Dy. Manager (Adminand Hrd)
15. Shri. R. Chechani. Dy. Manager (F&A)
16. Shri. V. S. Desai. Dy. Manager (QA)
17. Shri. I. J. Memon. Dy. Manager (Prod)
Bankers
The Banaskantha District Central Co-Operative Bank Ltd. Palanpur

Page 13
Bank of Baroda, Palanpur.
State Bank of Saurashtra, Palanpur.
B.K. Mehsana Gramin Bank, Palanpur.
National Dairy Development Bank.
Dena Bank of India.
State Bank of India.
Auditors
Special Auditor ( Milk )
Milk Auditor Office Palanpur.
Year of Establishment.
The Banas Dairy was registered on 31st January 1969.

The Plant Banas, it was Established on 14th January 1971.
The Plant Banas II, it was Established on 2 nd October 1998.
Besides the above said Milk it is going to introduce a special kind of milk
called the UHT (Ultra Heat Treated ) milk.

Page 14
Today Banas Dairy is one of the fully automatic dairy plants with its holding
capacity of 10, 00, 000 lit. / day. The central control room controls the whole process.
The controls air-conditioned plant controls the environment.
Banas Dairy also has a very good network of milk suppliers. Raw milk is
supplied by the village co-operatives by the means of tankers and there tankers can
bring around 10000-15000 liters of milk. Banas Dairy has a very strong team of
distribution and retailers.
Banas Dairy is said to be a leading manufacturer and exporter of Amulya Milk

Powder, Butter and Pure Ghee. The Countries where the dairy products exported are
Abu-Dhabi, Alziria, Nepal, and Tanzania etc.
Banas Dairy does not have the problem of severe competition in milk because
it enjoys a share of 60% in headband.
Banas Dairy is a part of the GUJARAT CO-OPERATIVE MILK

MARKETING SOCITY.

Page 15
ADDRESS AND REGISTERED OFFICE:
Banaskantha District Co-operative Milk Producers Union Ltd.
Banas Dairy,
PB No.20, PALANPUR-385001
Bans Dairy is registered under the Gujarat Co-Operative Society act 1912. So
it is Co-Operative unit.
HISTORY OF AN ORGANISATION
The dream of late Galbabhai Patel, founder chairman and the selfless sage to
uplift Socio-economical status of village farmers came true after creation of Co-
operative milk union for Banaskantha district, on the foot print of AMUL Dairy of
Kaira (Presently Anand) district, the model of a true co-operative. Consequently eight
village level co-operative milk societies in Vadgam and Palanpur Taluka of district
were registered and started collecting and pouring milk at Dudh Sagar Dairy,
Mehsana from 10th March 1966. With this grass-root level work, followed by the
registration of the milk union under co-operative Act on 31 st January 1969 as
Banskantha district co-operative milk producers union limited Palanpur, popularly
known as BANAS DAIRY came in to existence.
A legend thus goes on, the foundation stone laid down by late Galbabhai Patel
on 14th January 1971 at 122 acres land acquired near Jagana village in order to set up
a dairy plant under the Operation Flood Program launched by National Dairy
Development Board. ON 5th February 1971 (Day of Vasant Panchmi), a dairy started
functioning at the same place with handing capacity of 1.51 Lac liters of milk. This

Page 16
dairy plant was expanded later on with processing capacity of 4 Lac liters milk per
day.
As a result of subsequent relentless efforts of dedicated and committed

leadership by founder chairman late Galbabhai Nanjibhai Patel, Ex Chairman Shri
Dalubhai S. Desai and present Chairman Shri Parthibhai G.Bhatol, working on co-
operative principles won the truest of milk producers. Ultimately, a real shape of
todays modern dairy complex, the second largest Dairy Co-operative in India carved
out.
A small step, organizing some societies and collecting few hundred liters of
milk in the year 1966 has turned in to a quantum leap, when the ambitious and ultra
modern automated dairy plant of Asia continent has taken a real shape adjoining to
first dairy plant (BANAS II DAIRY) with cost of 130 crores to meet not only present
but also future need to handle 10.5 Lac liters milk per day. This Banas II Dairy plant
has highly sophisticated computer driven milk handling and processing facilities to
produce 60 metric tone milk powder, 40 metric tone table butter with a 6.5 Lac stone
of Banas II project was laid on 2 nd October 1998 (Dashera Vijyadasmi) by Dr. V
Kuriene, the chairman of NDDB and GCMMF, Anand, father of white revolution and
the milkman of India.
By having Banas-I and Banas-II Dairy project, Banas Dairy can meet with
future challenges to collect the entire milk produced in district, processing and
manufacturing quality milk products to satisfy customers. Altogether Banas-I (old
Dairy) and Banas-II Dairy plant and 5 MILK CHILLING CENTERS (Khimana,
Dhanera, Tharad, Radhanpur, and Danta), Banas Dairy is able to process 10.5
Lacs liters of milk per day having total production capacity of manufacturing 100
TPD milk powder, 40 TPD Table Butter Dairy would achieve yet another mile stone
on progressive passage when a 0.96 Lac liter capacity UHT plant will be functional
for commercial production from September 2003.
Banaskantha District Co-Operative Milk Producers Union Limited known as

Banas Dairy is a co-operative organization established in the year 1969 under the
Gujarat Co-operative societies Act 1961 with the support of NDDB as a part of their

Page 17
Operation Flood Program launched to bring about white revolution in the country. It
manufacture a large number of dairy products under AMUL, SAGER and BANAS
brands. Our product range includes Amul Pasteurized Milks, Amul longer Shelf Life
Milk, Amul Butter milk, Amul Ghee, Sager Ghee, Amulya Powder, Sager Tea and
coffee Whitener, Sagar SMP, Amul SMP, Amul Shakti Powder, a wide range of Amul
Ice Creams, Banas Peda, Banas Tea etc. The products of dairy are marketed through
Gujarat Co-operative Milk Marketing Federation, Anand. It also provide a large
number of technical inputs to over 1.8 Lac farmer households, which are organized
through 1200 old village level Co-Operative Milk Societies. Thus, the products are
mainly marketed under world famous brand names AMUL and SAGAR. The dairy
has also recently started exports of ghee and milk powders to Middle East, Far East,
Australia and African Nations. It was one more feather in the cap of Banas dairy
when it got ISO 9002 and HACCP certification. The dairy has taken benefit of
custom duty exemption for import of capital goods under the EPCG scheme of GOI,
and has saved large sum of approx, Rs.11 Crore.

Page 18
Allied Services :
Co- operative Education & Development (CED)
Vision Mission Strategy Workshop (VMSW)

Page 19
Galbabhai Dairy Co-Operative Training Centre: (GDCTC)
Member Janshree Group Insurance Scheme & Janshree Education

Scheme: (MJGIS & JES)
Credit scheme for the DCS Building:
Mega Project in animal Husbandry for BPL families:
Animal Breeding Services & Conservation of Kankrej breed:
DHIPA ( Dairy Herd Improvement Program Action)
Cattle Manger, Chaff cutter and Ai Trsvis:
Information and communication:
ISO Certification of DCS:
Automatic Milk Collection Station (AMCS)
Training and Visit
Motivation Schemes
Ideal DCS and Rotation Shield scheme:
Milk Competition Scheme:
Banas Laxmi Scheme:

Page 20
Motivation Scheme in internal Consultant Development Program
(ICD)
Motivation scheme for AI Workers:
Bulk Milk Cooling Unit (BMCU):
Mission and Vision
Banas Dairy will cover district 2 lack milk producer, which include 50%
partnership of women farmers under the framework of 1300 District Co-operatives
Societies (DCS). Out of these, 500 DCS will have Bulk chiller installation. Milk
production per animal will be 5 liters daily in buffalo & 10 liters daily in crossbred
cow. Banas Dairy will cover districts 2.0 Lac milk producers, which include 50%
partnership.
The union will procure 12 Lac liters of milk daily. The milk processing
capacity of the plant will be 12 Lac liters per day & cattle feed processing capacity
will be 500 MT per day ERP (Enterprise Resource Planning) will be implemented.
Milk & Milk products will be manufactured to suit the requirement of customer.
Vision Statemen

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Banas Dairy will be strengthening co-operative movement by making
available best quality, healthy, nutritious milk & milk products according to the
customer taste with the help of Gujarat co-operative Milk Marketing Federation to the
entire customer. It strives for excellence through commitment for the overall
development of milk producer & employees, protecting the environment, adopting
the modern technology, and the best practices prevailing in the industry.
BANAS DAIRY ON THE PASSAGE OF PROGRESS
Sr,N Particulars 2003-04 2004-05 2005-06 2006-07 2007-08

o
1 Milk pouring DCS 1212 1225 1255 1295 1337
2 Registered DCS 1,008 1,037 1,089 1,119 1,163
3 Milk Procurement
(MT)
Buffalo milk 1,44,681 1,81,472 1,92,990 1,74,819 1,96,556
Cow Milk 64,015 80,133 81,634 67,749 63,269
Bulk Chilled 70,996 96,,677 1,50,814 1,94,458 2,68,629

Mixed Milk

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Total Milk 2,79,662 3,58,282 4,25,439 4,37,026 5,28,454
4 Special Visit Case 2,35,320 2,68,985 3,05,098 3,05,565 3,57,181

No.
5 No of A I center 272 359 391 419 497
6 No Of A I Cases 1,04,053 1,26,850 1,33,001 1,53,819 1,88,391

Cow
Buffalo 92,670 96,679 1,10,160 1,30,292 1,66,346
Total 1,96,723 2,23,529 2,43,161 2,84,111 3,54,737
7 Vaccination
Program me
a)F&MD(Doses) 4,23,046 1,84,900 2,84,950 3,63,100 4,60,750
b)H S(Doses) 1,62,300 1,81,550 2,22,000 2,96,600 3,31,500
c)Rabies(Doses) 9,200 9,314 8,450 9,871 13,026
8 Study Visit of - 3,070 2,240 7,500 6,900

Dairy
9 Banas Dan Sales 96,626 1,27,424 1,39,432 1,39,693 1,60,454

(MT)
10 DCS having own 523 529 592 652 721

House
11 No of participants 194 254 971 305 309

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trained in GDCTC
12 No. of VMS - 154 167 165 199

program
SHARING SOME PRESTIGIOUS MOVEMONT
The Dairy is committed to supply quality milk and milk products to its esteemed
customer at the right time and as a result of it s commitment with sincere follows-up,
the Dairy was recognized for its best performance in productivity and quality by
Indian Govt. and awarded the prestigious National Productivity Award for the year
1992-93, 1993-941996-97 as well as Shreshtha Pramanpatra for the year 1993-1994.
In the year 1992-93 the union completed 25 year of meaningful existence the
service of the farmers of the Dist. and celebrated it Silver Jubilee year on may,
7,1994.
Initially the plant was established with the capacity of 1.5 LLPD milk
processing capacity but from July, 28, 1971 the capacity was increased to 4.0 LLPD.
A sub project Banas Dairy phase 2 (fully automatic plant) already started under
NDDB having 6.5 LLPD milk processing capacity, establishment of this plant will
increase the total capacity of Banas Dairy to10.5 LLPD.
The products at present manufacture in Banas Dairy are as follows: - Liquid

Milk (this includes Amul Gold (whole milk 6.0/9.0), Amul Shakti (standardized milk
4.5/8.5), Amul Taza (tonne milk 3.5/8.5), Amul Slim & Trim, Amul Shakti, Table
Butter, Ethite Butter, Ghee, Casein Powder (this include SMP, Amuulya (partially
skimmed sweetened by the plant two year ago. In this product 50% of milk fat is
replaced by vegetable fat. The mix is homogenized to disperse vegetable fat.)
The profit during 1997-98 was 82 lacks with the turnover of Rs. 251.04 Crore
while in 1998-99 the profit was Rs. 1.5 crore with the turnover of Rs 327.40 Crore.
Total human resource assets at the plant are 1992 in Feb. 1999.

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Banas Dairy has introduced quality management system based on international
Standards 9002 and safety management system based on codex standard 15000 on
HACCP to ensure highest quality products with built in safety to consumer. Banas
Dairy has got the ISO 9002 certification in June 1999. ISO 9002 certification ensures
the good quality management and housekeeping practices in the plant. The plant had
implemented different plant for improving quality like TQM, SGA, HOUSE
KEEPING, ERP, TPM, BANAS CHIRAG etc.
The dairy is providing different extension services and aids increasing milk
production and its quality. The aids include veterinary aid, A.I centers, Cattle Feed.
Along with these aids, different extension services like Audio-visual aids Banas dairy
patrika, study tours of the farmers etc, are provided. Besides these extension services,
the dairy has started various schemes for providing assistance to milk producers like
Cattle insurance, Financial aid for purchasing cattle, members group insurance
LAND MARK ACHIEVEMENTS
A voluminous quantity of 21.06 lkg pd milk received on 30 th

January, 2008 in a single day by Society Services Section a
new mile stone
A whopping number of 32187 special visits attended by vets
in dairy Husbandry section in September 2006 a time
record.
All time record for vaccination of F&MD -4,60,750 animals in
year 2007-08
Galbabhai Dairy Co-operative Training Center organized and
conducted training for highest ever number of participants
971 during 2005-06 an epoch making event.
The turnover of milk union skyrocketed to Rs .11,498.8
Million during the financial year 2007-08 a remarkable
success.
Total 369 Bulk Milk cooling Units installed in Village Dairy Co-
operatives an unique record in the country.
Highest ever milk price paid to milk producer members
Rs.300 /- per kg fat at present.

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It was triumphant to win the award from GCMMF for the best
ice-cream making unit (Banas Dairy) consecutively for
second year out of all 6 ice-cream manufacturing units.
3.4 Department Information
3.4.1 Production Department:

Production means creation of utilities and energy to satisfy the wants and
requirements of the people. It covers all the activities of the allocation and utilization
of resources such as laborers energy, material equipments etc.
Production is a basic function of the firm as an output. As there are so many

products of the dairy, the production departments staff is quite
intelligent and hard working. Production is a combination of
the four factors land, labors, capital and entrepreneur. In the
dairy, the four factor are combined and so the production goes
high day-to-day.
LIST OF PRODUCT
AMUL MILK
Raw Material Milk given by the villages
Quality - 16 Lacs liter/day

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Nutrition- 1.5 to 6.0 Fats
SAGAR/BANAS GHEE
Raw Material Milk Butter
Quality - 6547 M tons
SAGAR MILK POWDER

Raw Material Milk
Quality - 30,554 M tons
AMUL BUTTER
Raw Material Milk Fat
Quality - 15,212 M tons
AMULYA INSTANT MILK MIX
Milk Fat 20%
PRODUCTION PROCESS DEPARTMENT

There are different kinds of process doing in the different department of the
production process.
Milk receiving Department

Milk pasteurization Department
Milk Storage Department
Milk Pouch Packing Section
Butter Making Department
Ghee Making Department
Powder Making Department

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MILK RECEIVING DEPARTMENT:
In this department, the following processes are being done:
A. This is the first process done into this unit
B. First all the trucks take to the Milk Receiving Dock.

There is a special quality of every unit is that
throughout every process Nil & is No one person
doesnt touch the product
C. All the canes stands in the truck are put on the chain.
Which is circular following?
D. Then all the canes weighted by the weighting machine.
Also, some milk taken into the bickers for testing.
E. Then all the empty canes are taken into machine for
washing on the chain. All the canes are washed by
steam & hot water. At the end all the canes goes to end
rout of this unit & sprayed a chemical named Sodium
Silicate to at clean
F. This department is checked by the food product
organization.
MILK PASTEURIZATION DEPARTMENT

In this process Milk is heated up to 80 c & after immediately cooled it because of it
become microbes free. This process is done twice in a day after cream removed from
it & stored it.
MILK STORAGE DEPARTMENT
a) After pasteurizing, the milk & cream are stored into the insulated
tank.
b) In this department there are tanks stands & they are used for filling
Milks. The capacity of each tank in 20,000 litres.
c) Also, for filling cream the tanks are available.
d) Standardize milk is used for making milk powder.
e) Cream is used for making table butter & ghee.

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MILK POUCH PACKING SECTION
a) In this department the milk pouch for 500ml are filled.
b) Each machines can fill 60 pouch per minute
c) All the pouches are put into the cold storage.
d) The pouches in the cold storage are send to district head quarters,
BUTTER MAKING DEPARTMENT

a) In this department the table butter is made from the pasteurized
cream.
b) This butter is made with the help of condiment butter making
machine.
c) It is paked in 500gm & 100gm packet.
d) The capacity of the machine is to make butter is 40 tonnes/day.
GHEE MAKING DEPARTMENT
a) In this process first butter is obtained from the milk

b) After the process the butter is heated and then the ghee is
obtained.
c) It is packed in 500 grams. 1kg, 2kg, 5kg, & 10 kg tin packing.
d) The capacity of the machine to make ghee is 16 tones.
POWDER MAKING DEPARTMENT
a) In this process milk is put in a big pipe & steam it is concentrated&

it is converted into powder foam.
b) It is packed into box..
c) Hear two plant
30-TDP PLANT
60-TDP PLANT
The capacity of the 60 TDP Plant powder is 60 tones
The capacity of the machine to make 75 packed/min

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RANGE OF PRODUCT
SAGAR SKIMMED MILK POWDER
Which is especially useful for diet preparation or for use by people on low calorie and
high protein diet?
Composition:
Milk fat (Max) 3.0%
Milk Protein 35%
Carbohydrates 51%
Minerals 7%
Moisture 3.5%
Amulya Dairy Whitener

The Richest, Purest Dairy Whitener
Composition:
Milk Fat 20%

Milk Protein 21%
Carbohydrates :
Lactose 33%
Sugar 18%
Minerals 5%

Page 30
Moisture 3%
Calorific Value:
470 kcal./100gm
Special Features:
Packed under an atmosphere of

Nitrogen, has excellent natural
miscibility (without the use of
lecithin), has a fine granular
texture. It convenient alternative to
condensed milk, market in India
since last 6 years.
Amul Cool
Flavour
Elachi
Kesar
Rose
Amul Sagar /Banas Pure Ghee

Made from fresh cream, has typical rich aroma and granular texture. An ethnic
product made by diaries with decades of experience.
Composition

Page 31
Milk Fat 99.7%
Moisture 0.3%
Amul Ice-cream
Composition:
Milk Fat 13.5% to 14.5%
Total Solids 40% to 41%
Sugar 15% Approx.
Acidity 0.17% to 0.19%
Protein 3.9% to 4.1%
Food Energy Value:
Calories per 100 ml -196.7 kcal
Flavours:
Vanilla, Strawberry, Pineapple, Orange, Rose, Mango, Chocolate, Honey-Dew-

Melon, Tutti Frutti, Litchi, Kesar Pista, Kaju Draksh, Butterscotch, Chocochips,
Rajbhog and Cashew Break
AMUL FRESH MILK

(A) AMUL MILK is made from Pasteurized Milk
Composition:
Variety Fat (%) SNF (%)*

Amul Gold (Whole milk) 6 9
Amul Shakti (Standardized milk) 4.5 8.5

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Every 100 parts of SNF (Solids Not Fat) contains 56 parts of carbohydrates,
34 parts of protein and 9 parts of minerals.
Special Features:
Amul Milk is the most hygenic liquid milk available in the market. It is
pasteurized in state-of-the-art processing plants and pouch-packed to make it
conveniently available to consumers.
Product Specification:
Amul milk meets the PFA standards for the respective type of milk.
(B) AMUL GOLD MILK

Amul Gold is Long Life standardized milk. It is fresh and only fresh milk,
which has been processed with a technology called UHT (Ultra High Temperature),
hence also known as UHT milk. Notwithstanding popular misconception, UHT
technology does not involve any use of preservatives. The UHT treatment ensures
zero microbial activation, while preserving the maximum flavour, taste, and
nutritional value. The aseptic packaging system protects the product from air and
light and guarantees a long shelf life of 180 days without refrigeration.
Amul Gold contains 6.0% fat and 9.0% SNF minimum and is ideal for making
sweet dishes (like kheer, payasam etc.) and for setting curds. It is also ideal for
drinking straight from the pack for kids and adolescents who simply love its creamy
taste sans the inconvenient cream layer! Amul Gold comes in convenient 1 liter and
500ml packs.
(C) AMUL TAAZA DOUBLE TONED MILK

Amul Taaza is Long Life double toned milk. It is fresh and only fresh milk,
which has been processed with a technology called UHT (Ultra High Temperature),
hence also known as UHT milk. Notwithstanding popular misconception, UHT
technology does not involve any use of preservatives. The UHT treatment ensures

Page 33
zero microbial activation, while preserving the maximum flavour, taste, and
nutritional value. The aseptic packaging system protects the product from air and
light and guarantees a long shelf life of 180 days without refrigeration.
Amul Taaza contains 1.5% fat and 9% SNF minimum and is ideal for tea and
coffee whitening and for setting curds. It is also just right for drinking straight from
the pack for those who would like to enjoy the taste the goodness of natural while
avoiding the hazards of too much fat! Amul Taaza comes in convenient 1 liter, 500ml
and 200ml packs.

Page 34
3.4.2 Human Resource Department
Human Resources Department is main department of dairy because the
management department depends on Human Resources Department. The effective
control & use of man power like: manager, workers included in this Department of
banas dairy.
The Six M of Banas Dairy like: Man, Materials, Money, Market, and Machine
& Method. In this six M, the main part is man which is useful for the progress of
department. Human Resources Department is related with procurement, development,
& maintenance of people for the aim of contribution to individual and social goals.
The Manpower is the most important assets of the business. If the Manpower
of organization has co-operation< skilled as well as hard working, the organization
has easily achieved the goals, which collect by the organization.
ABOUT THE WORKERS
NUMBER OF EMPLOYEES
1520 Employed working in a dairy

1000 contract Employs
OTHER ACTIVITIY
One dispensary in dairy & give facility to their workers.
One Bank in Dairy
Female worker got special holiday on them special case
Dairy provide insurance to all the worker.
Society provides insurance to all worker.

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RECRUITMENT
Informs the first stage in the process, which continuous with selection causes
with the placement of the candidate recruitment is the discovering of potential
applications.
There are 3 methods of recruitment.
1. Direct
2. Indirect
3. Third party method
TYPE OF WORKER
Skilled worker
Semi skilled worker
Unskilled worker
Training & Development
Every organization needs to have well trained & experienced people to

perform the activated that have to be done.
Training is process of leaving a sequence of programmed behavior. It is a

system to improve the skill.
Training BANAS is done by three ways.
1. Divisional.
2. Manager proposal.
3. Performance Appraisal.
Training is provided to the capable & responsible person in BANAS
For purpose of training BANAS made a one Training Centre in Dairy.

Employments are analyzed about their performance to their job. Those who are
selected for training has to submit their report after completed their training.
So, young talented officer are send for training their time period is three year.
Page 36
3.4.3 Marketing Department
A Market in general may be described as a place or geographical area where

buyrs and seller meet and there is an exchange of the goods and services against
money. Marketing management is a process or a system of business designed to plan,
promote and distribute by satisfying the wants and needs of the potential customer, or
industrial user or ultimate customers
Marketing is the analysis planning implementation and control of

programmers designed to bring about desired exchanges with target audiences for the
purpose of personal mutual gain. It relies heavily on the adoption and co-ordination
of product, price, promotion and place for achieving effective response.
MILK AND MILK MARKETING

As a part of marketing strategy, each year dairy takes up massive program of
the customer orientation and education which facilitates the symbiosis between
customer and Manufacturer.
Various milk production like Sagar Ghee, Skim Milk Powder, AMUL Butter,
White Butter, Amulya whole milk Powder, Sagar Tea and Coffee Whitener, Mithai
maker, Whole Milk Powder, Peda-Sweet , ice-cream, Namkin were manufactured by
the milk union and Marketed through Gujarat Co-operative Milk Marketing
Federation. Add to that, a quality Banas tea was packed and marketed by the milk
union. In Order to sell various dairy products, they have started 15 AMUL MILK
PARLOUR which are appreciated by the customer.
A prestigious DUDH SANJIVANI Scheme has been mooted in
collaboration with the State Govt., where they have started supplying fortified
flavored milk to 56,000 tribal school children of Danta & Amirgadh talukas which
has been acclaimed by the whole country and Government of Gujarat wants to replsid
the scheme in other areas of state.
Page 37
Generally marketing activities of the Banas Dairy are totally done by GCMMF with
brand name of the Amul for following product.
Amul Butter
Amul Ghee
Amul Milk Powder
Amul Mithai Maker
Banas Tea, Sweets, Namkeen, Milk pouch and Cow Ghee
Amul Cool etc.
SALES OF MILK IN RS. (CRORE)
YEAR TOTAL SALE(Crore)

2003-04 546.89
2004-05 597.43
2005-06 768.18
2006-07 933.97
2007-08 1149.88
TOTAL SALE(Crore)
1400
1200
1000 1149.88
800 933.97
TOTAL SALE(Crore)
768.18
600
597.43
400 546.89
200
0

Page 38
QUALITY POLICY
Banas Dairy, Palanpur is committed to produce safe food of excellent quality
to achieve total customer satisfaction & improve the quality of life of its member
milk producer.
Development of quality Management systems and state of art

technology in all the spheres of our activities.
Application of food safety management system and eco-friendly
production process
Providing products & services for excellence satisfaction of the
total customer.
Introduction of innovation Welfare Schemes & Service
improvement in the social-economic status of our milk producers
Development of motivated dedicated & devoted work force &
constant up gradation of its skills

Page 39
3.4.4 Finance Department
Finance is the foundation key for a any organization. It is a pivot around
which all the economics activity maximum use of profit is the main cogent of finance
management. Finance is the lifeblood of the business. It has rightly turned as the
sciences of money been needed finance for the production of goods & services as
well as their distribution.
It has been said that a businessman takes money to make money. If you have
money & you management it promptly you will make more money.
Finance management applied to an organization irruptive of its size, nature of

ownership & control whether it is manufacture of service organization.
Finance management is called upon to take two major decisions.
1. Investment decision
2. Finance decision
These invite finance in an economy based on money & credit.
RELATION WITH OTHER DEPARTMENT
Finance department are closely selected with other department like production
department, marketing department & personnel department. Finance is the key for
any department. The efficiency of production & marketing operation is directly
intense by the manner in which the finance function of the enterprise is performed by
the finance. It has also helpful in efficiency of the personnel department.
Finance department is providing polices & producers which bring out a closer
co ordination between the various functional areas of business such as production &
marketing.
The financial planning is the forecast about the future requirements of fund &
use of funds. So the production department may get the information about how much
fund is needed in future for the producing of the product.
Finance department is closely related with the production department. Almost

all kind of business activity directly or indirectly involves the according & use of
funds.
For example requirement & promotion of employees in the production is

clearly a responsible of the production department but it resolved payment of wages
& salaries and other benefits and this involves finance.

Page 40
Finance department are closely related with the marketing department.
Because in marketing department in the advertising distribute good & services the
funds is the necessary. The finance department is providing the funds to the marketing
department.
The personnel department is closely related with the finance department. The
personnel department is provides the manpower to the organization. But there is need
to pay wages and salary and other facilities to the workers. The finance department is
provides the funds and other facilities to workers.
So, there is a close relationship of finance with production, marketing and

personnel department.

Page 41
3.4.5 VETERINARY DEPARTMENT
Veterinary department is the most important part for the Banas dairy. The
service of veterinary department plays a vital role for value perception of Banas dairy
in milk producers mind.
The main function of the veterinary department is top give the treatment to the
milk producers animals in Banaskantha District. The veterinary department of Banas
dairy is provides 24 hours services for the treatment of animals. There are mainly two
functions as the type of treatment by veterinary department.
BIJ DAAN
TREATMENT INCLUDING OPERATIONS.
The assistant managers are responsible for all the veterinary department
function. They take all the decision about the doctors root, working facilities and
provided services. They also decide the quota (stock) and types and send the order for
medicines. The veterinary department divided in six roots to Banaskantha District.
The dairy given the mobile service to the doctors so they can communicate
with doctors if there is any emergency cases the clerk inform the doctors on their
mobile. So doctor can immediately reach at that place so can animals get treatment at
the right time.
The charge has being different to contact directly to the doctors.
Day charge and Night charges are 60 Rs.
BIJ DAAN - 60 Rs.
NORMAL TREATMENT - 60 Rs.
POST MORTUM - 60 Rs.

Page 42
Camp:
The dairy also organize the camp in villages of Banaskantha District. They
provide the normal treatment free for the animal in that camp. The dairy have also
plan for the time and schedules for the yearly camp.
Medicines:
The Milk Marketing Federation decide that which medicines to be used and
should be purchase from company. The price of those medicines which is customers
get is decided also by the federation.
Vehicle:
For the visit of the various are of Banaskantha District for the purpose to
treatment of animals the dairy provide the facility of vehicle -JEEP to the doctors.
The veterinary department has 55 JEEP facilities for the doctors. The vehicles are
mostly hired on the contract bases and its payment is given as the bases of
Kilometers. The selection of the vehicle is done as per the tender system.
Total numbers of Doctors in the district are 80.
There are 300000 to 350000 case received by the Banas dairy per year.

Page 43
3.4.6 BANAS DAN
Plant Capacity: - 500mt/day
Composition:
Fat 3%
Protein 20%
Silica mix 4%
Fiber 12%
Moisture 10%
Carbohydrates :
Lactose 33%
Sugar 18%
Minerals 5%

Page 44
Besides offering tangible benefits to the procedure member in terms of
remunerative prices and year around market for their milk, the dairy set up a cattle
feed factory of 500 MT/day. The district like Banaskantha where frequent drought is
an established phenomenon, provision of balanced cattle feed is a boon to the milk
producers as it balances the nutritional requirement of the milch animals in such
situation. At the same time it also helps in maintaining health and productivity of
milch animals. Cattle feed is produced under the brand name of BANAS DAN and
sold with no profit no loss basis at the doorstep of the milk producer. During the last
financial year 1, 60, 656 MT (2007-08) compound cattle feed was produced at cattle
feed factory owned by Banas dairy.

Page 45
3.4.7 PURCHASE DEPARTMENT
Every organization has a purchase department. The main objective of this
department is purchase a row material in the chipper than other suppliers.
The process of purchase department in Banas Dairy is Follow:-
STORE REQUIREMENT
REGISTER SUPPLY INQUIRY
LETTER TO SUPPLY
PAI INTERNATIONAL CENTRE FOR MANAGEMENT

REPLY OF SUPPLY EXCELLENCE
Page 46
OFFER
USER
COMPRATIVE
QUALITY
LETTER
RECOMMANDATION
DEPARTMENTS
FINAL+FOR
APPROVAL
LOWER
STATEMENT
SHCILED
OPINIUM
PRICE
OFFER
In the Banas Dairy all are the criteria of purchase of raw material is
considered by the GCMMF.
Whenever require the raw material, they done purchase process before 45
days, but when the emergency requirement dairy take the material within the one
week. And the payment period of the supplier is 30 days.

Page 47
Advertisement
Advertisement is only the tool to inform to no. of customers at a time. By
advertisement any company can make aware to the general public of its new launched
product. Advertising is a very crucial decision because it may affect to whole meeting
strategy any company can advertise their product by the Radio, T.V., Newspaper etc;
The banas dairy Ltd; Does not spend big amount for advertisement of its products
such as other dairy does. So, cost of final product can be minimizing easily. As we go
on deep of Banas Dairy we can know that the ultimate customer of the Banas Dairy
customer is general public who consume final product.
in the country.
Highest ever milk price paid to milk producers members Rs. 300/- per
KG fat at present.
It was triumphant to win the award from GCMMF for the best Ice-
Cream making unit (Banas dairy ) consecutively for second year out of
all Six Ice-Cream manufacturing units.

Page 48
In the country India, BANAS DAIRY Exports its product in every state. The
main Market of BANAS DAIRY is as under:-
a. Maharashtra
b. Rajasthan
c. Delhi
d. Madhya Pradesh
BANAS DAIRY also exports and sales its Product in Foreign Country like:-
a. Bangladesh
b. Nepal
c. Bhutan
d. Kuwait
e. Shrilanka
f. Alziriya
g. Afghanistan
h. Dubai etc

Page 49
4-REESEARCH
METHODOLOGY
Research Methodology
What is market research?

Page 50
Various authors have defined it in different way. Research starts with the
question or problem. Its purpose is to find out answer to question through the
application or scientific method. It is systematic and intensive study directed to word
a more complete knowledge of the subject study. Research can be classified in to two
broad categories.
a. Basic research
b. Applied research
Market research is systemic and objective study of problems relating to the

market of goods and services. It may be emphasized that is not restricted to many
particular area of marketing. But it is applicable to all phase of aspect.
Marketing research is a key of education of successful marketing stretchy of

programmed research is used to study competition and analyses the competitors
product positioning and how to gain competitive advance stage. It is also an
importance tools to study consumer opinion.
The systematic and objective search for an analysis so information relevant
to the identification and solution of any problems in the field marketing
Marketing research is the systematic design collection and reporting of data
and finding relevant to a specific marketing situation facing the company.
4.1 RECEARCH OBJECTIVE

Basic concept of measurement and selling
Once a research objective is finding and particular plan of action is chosen to
solve the problems that general plan set direction in the three major stages of
gathering primary data.
Designing questionnaires and related instrument for data collection
Planning sampling techniques and size.
Determining field procedures for the field workers.

Page 51
The tasks in designing and writing the data collection forms to be used,
particularly the data by questions rather than observation.
In non-probability sampling method do not provide every elements of the
population any known chance of being selected in the sample. In non-probability
sampling method, the convenience sampling is used in my marketing research survey
for milk of Banas dairy. Under convinces sampling the samples are selected at the
convenience of the researcher investigation.
4.2 SELECTED PROBLEM FOR STUDY

First Step in marketing research is clearly state the problem statement, which
is stating the management dilemma, its background, its consequences and the
resulting management question.
Past and presently every organization focus on the customers feedback,

because Customers feedback it is most important and easy way to increase business.
After the get feedback we know what the problem of our customer. On that basis we
try to solve their problem and increase business.
After the get feedback we know what is their problem? May be we know
customer Problem regarding price, Quality, Quantity, Packing Size, Freshness of
product, availability of product, Purchase place, Behavior of Dealer as well as retailer
,any complain etc. and should try to this problem. And know what is customer
actually wanted?
Also know what we should do an improvement in our business so increase our

business. Also helpful for make next business strategy.
In my Research study I have got a topic CUSTOMER FEEDBACK OF

BANAS/SAGAR/AMUL DAIRY PRODUCT in Deesa city by the BANAS DAIRY.
Its may be helpful to a BANAS DAIRY for increase own business and on this basis
When I joined Banas dairy for summer training that time lot of complain
coming from the Deesa regarding OVER PRICING. and I also belongs from Deesa
so Mr. G .R. Bhatol and Mr. Kanjibhai V. Patel give me this topic take the feedback
of customer. So on the basis of that result they should be make a control on the over
pricing and other problem of customer.
So I do work on that topic. The problem selected for the study is CUSTOMER
FEEDBACK OF BANAS/SAGAR.AMUL DAIRY PRODUCT.
4.3 RESEARCH DESIGN

Page 52
Research Design is the plan, structure, and strategy of investigation conceived
so as to obtained answers to research questions and to control variance.
The definition consists of three importance term plan structure & strategy.
TYPE OF RESEARCH
1) Exploratory research
2) Descriptive research
3) Causative research
On the context of my topic consumers opinion survey, I had selected

descriptive research.
Descriptive research:-
Descriptive research is carried out to descriptive a phenomenon or market.
characteristics of the target market is a descriptive research continuing the above
example of services quality are search done on now customer evaluating the quality
of competitive services institution can be considered as an example of descriptive
research. Generally descriptive research is carried out only when the researcher
understand be phenomena or opinions characteristics.
Descriptive study can be divided in to two broad categories cross sectional &
longitudinal of the two, the former types of study is more frequently used.
Cross classification has two methods to research.
1) Cross field
2) Survey
4.4 SOURCE OF DATA

There are two types of sources of gathering marketing information namely
primary sources and secondary sources.
Primary data:

Page 53
The primary data are those, which are collected fresh and for the first time,
and thus happen to be original in character. Here I have collected the primary data
through survey of customer who use products of Banas/Sagar/Amul through
questionnaire.
Secondary data:
The secondary data are those which have already been collected by
somewhere else and which have already been passed through the statistical process.
4.5 RESEARCH APPROACH
Primary data can be collected in the ways observation, focus group research
survey and experimental research. In my marketing research survey I had collected
primary data through survey research.
Survey best suited for descriptive research and it is only concerned with
getting practical knowledge. I had undertaken survey to learn about peoples
knowledge, beliefs, preference and satisfaction of Amul, Sagar and Banas dairy
products.
4.6 RESEARCH INSRUMENT

Marketing research has choice of two main research instruments in collecting
primary data; questionnaire and mechanical devices. In my marketing research survey
I have used a questionnaire for collecting data.
A questionnaire consists of a set of questions presented to respondents for
their answers. The questionnaire is the most common instrument used to collect
primary data. A questionnaire consists of two types of questions close ended and
open-ended questions. Close-ended questions refer to provide two or more possible
alternatives to the respondent. And the open-ended questions allow the respondents to
answer in their own words. In my marketing research I have used both types of
questions in questionnaire.
4.7 SAMPLE SIZE AND AREA:

The survey was conducted in Deesa city over a period 12 days the sample size
is proportion of population in this survey 100 consumers are taken as respondents for
making the reports.
4.8 SAMPLE TECHNIQUES

Page 54
The sampling method or design describe the procedure by which sample is
selected. There exist two classes of method.
1. Probabilities sampling method
2. Non probabilities sampling method.
In probabilities sampling method every element of population has a known

chance of being selected as sample but the survey of the customer feedback of dairy
product. Only study purpose and it is not possible to give equal chance of every
element so in my project the non-probabilities sampling method is used.
In the non probability sampling method do not provide every element of the
population any known chance of being selected in the sample. In non-probability
sampling method, the convenience sampling is used in my Marketing research survey
for milk of Banas dairy under convenience sampling the sample is selected at the
convenience of the research investigators.
4.9 METHOD OF CONTACT

The method of contact is personal and the respondents are approached with
the research instrument.

Page 55
5-DATA ANALYSIS
products purchased daily
NO. OF
PRODUCT RESPONDENTS
MILK 98

Page 56
BUTTER MILK 46
GHEE 20
SWEETS 5
OTHER 3
Product user
NO. OF RESPONDENTS
98
46
20
5 3
MILK BUTTER MILK GHEE SWEETS OTHER
INTERPRETATION:
According to my convenience method in Deesa city I selected 100 consumers
of dairy product, in this I found that nearly about 98% customers use milk, 46%
customers use butter milk, 20% customers use ghee, 5% customers use sweets and 3%
customers use other products like Amul cool, Amul ice-cream etc.
Purpose of purchase of a product
No. of Res.
SELF USE 62

Page 57
SELLING PURPOSE 21
MAKE A NEW PRODUCT 17
PURPOSE OF PURCHASE PRODUCT
MAKE A NEW PRODUCT; 17%
SELLING PURPOSE; 21%

SELF USE; 62%
INTERPRETATION:
From the above data collected graph it can be interpreted that 62% customers
purchase products for self use, 21% customers purchase for selling purpose and 17%
customers purchase for making a new product.
Place of Purchase

Page 58
No. of Res.
Bans dairy 06
Dealer 31
Retailer 63
70
60
50
40 63
30
20 31
10 6
0
Bans dairy Dealer Retailer
No. of Res.
INTERPRETATION:
From the above data I conclude that nearly about 6% customers purchase
the products from dairy, 31% customers purchase from dealer and 63% customers
purchase from retailer.
Dairy Product at Expected time or No

Page 59
No. of Res.
Yes 93
No 07
GET PRODUCT AT EXPECTED TIME
No; 7%
Yes; 93%
INTERPRETATION:
From the above graph I conclude that nearly about 93% customers get the
products within expected time, So they customers do not face the shortage problem of
the product.
Dairy Product in desired Quantity or No

Page 60
No. of Res.
Yes 95
No 05
GET THE DAIRY PRODUCT AT DESIRED QUANTITY
100%
80%
60%
40%
20%
0%
Yes No
INTERPRETATION:
From the above data we can interpret that 95% customers get the product in
desired quantity so customers are satisfied with their own demand of dairy products.
Satisfied with the packing of Dairy

Products or No
No. of Res.
Page 61
Yes 60
No 40
SATISFIED WITH PACKING OF PRODUCT
60%
50%
40%
30%
20%
10%
0%
Yes No
INTERPRETATION:
From above graph we can interpret that customers are not much satisfied with
the packing of the product due to lack of good packaging material customers face the
problems such as leakage and spoiling of the dairy product.
Opinion about the Quality of Dairy

Product

Page 62
No. of Res.
Satisfied 75
Medium 24
Dissatified 01
QUALITY OF PRODUCT
80%
70%
60%
50%
40%
30%
20%
10%
0%
Satisfied Medium Dissatified
INTERPRETATION:
From the above graph about 75% of respondents opined that the quality of
dairy products is satisfied, 24% of respondent said that the quality of dairy products is
medium and 1% of respondent are somewhat dissatisfied.
Satisfied with the weight/Quantity of

Banas dairy Products

Page 63
No. of Res.
Yes 94
No 06
SATISFIED WITH QUANTITY OF PRODUCT

Yes No
6%
94%
INTERPRETATION:
From the above graph we can say that nearly about 94% customers are
satisfied with the weight/quantity of dairy products.. Dairy should continue with the
same quantity as well as quality.
Satisfied with the price of Banas dairy

Products compare to the other brand
products

Page 64
No.of Res.
Yes 72
No 28
PRICE OF BANAS DAIRY PRODUCT COMPARE TO OTHER BRAND PRODUCT
80%
70%
60%
50%
40%
30%
20%
10%
0%
Yes No
INTERPRETATION:
From the above graph we can interpret that nearly about 72% customers are
satisfied with the prices of the Banas dairy products and also almost prices of other
brands providing dairy products are almost similar.But the quality of Banas dairy
product is more preferable as compared to other brands.
Purchase place from your house

Page 65
No. of Res.
Near 95
Far away 05
PURCHASE PLACE FROM OWN HOUSE
100%
80%
60%
40%
20%
0%
Near Far away
INTERPRETATION:
From the above graph we can interpret that the customers get the products
easily, for purchase of the product nearly about 95% customers get the products
nearby their house. It means dairy have enough retailers.
Opinion regarding the behavior of dealer

Page 66
No. of Res.
Satisfied 93
Dissatified 07
BEHAVIOUR OF DEALER
100%
80%
60%
40%
20%
0%
Satisfied Dissatified
INTERPRETATION:
From the above graph I conclude that the 93% of the respondents are satisfied
with behavior of dealer as well as retailer. So it means no need to change a dealer as
well as a retailer. But then also according to my opinion the Dairy should keep an eye
on them and see that their behavior with customers is satisfied.
Difficulties while purchasing the dairy

products or No

Page 67
No. of Res.
Yes 30
No 70
ANY DIFFICULTY WHILE PURCHASING A PRODUCT

80%
70%
60%
50%
40%
30%
20%
10%
0%
Yes No
INTERPRETATION:
From the above graph we get result that the 70% of respondents do not find
any difficulty while they purchase a product,it is a good achievement of the dairy but
then also dairy should take some steps so that remaining nearly about 30% do not
face any difficulty while purchasing the product.
Complaind if any defect in the dairy

products or No

Page 68
No. of Res.
Yes 33
No 67
COMPLAIN IF ANY DEFECT IN THE PRODUCT
70%
60%
50%
40%
30%
20%
10%
0%
Yes No
INTERPRETATION:
From the above graph and table we can know that 33% of customers have
some problems and they complain for the product. But it is to be noted that Banas
dairy is replacing the spoiled dairy product with the fresh product so it depends on the
consumers whether to complain or no.
Whom to complain.
Page 69
No. of Res.
Dairy 1
Seller 33
WHOM TO COMPLAIN
120
100
80
60
40
20
0
No. of Res. Res. In %
INTERPRETATION:
From the above graph we can interpret that the 97.05% of customers complain
to seller. As sellers are nearby there house and do not face any problem and they get
the spoiled product replaced with the fresher one from the seller itself.

Page 70
6-FINDINING
FINDINING

Page 71
After the completion of this research survey I found some problems which are
helpful to make some necessary decision which are beneficial for the dairy.
Generally, I found that most of the customers used milk as a primary

product.
Most of the customer use dairy product for self use only.
Mainly customer purchases the product from the retailer.
Customers are satisfied as they get the product within the expected time
and in desired quantity.
Mainly the customers are facing problem with packaging of the product
from my survey I found out that out of 100 nearly 40 customers were
complaining about the packaging of the product.
Customers are somewhat satisfied with the quality of dairy product.But

nearby 25% customers complain of bad quality of dairy product and
specially of milk.
Customers are satisfied with the weight as well as quantity of dairy

product.
Many retailers are available so customers do not face any problem and get
the dairy products easily.
I found that the behavior of dealer is good because 93% customers
satisfied with their behavior.

Page 72
7-CONCLUSION

Page 73
CONCLUSION
I really got a unique experience in Banas dairy, Palanpur during my training

period. I learned many new things, which are out of my knowledge of management
aspects. I experienced management in my practical life. I have collected all the
necessary information from the concerning department. I have come across many
intelligent and experts person in the Banas dairy.
The visit in a whole was a great experience for me. As it was the first time, I
got opportunity to view those things and learn practically that we donot study in our
classes.
This visit gave a great knowledge and experience of practical business to me,
which will be really and highly beneficial for me in my future.
I am again thankful to the concerned manager and entire staff of Banas dairy
to deliver me good response and co-operation.

Page 74
8-LIMITATIONS AND
SCOPE

Page 75
Limitation:
Certain respondents were hesitating in sharing their ideas

since they were asked such questions for the first time.
The leniency on the part of the customers was a barrier in

extracting the maximum and correct information.
It is assumed that the respondents have provided the

feedback without any base
During the study, the data and information furnished from

the respondents is based on their perception in this field, and
we have to rely on it.
SCOPE OF THE STUDY:

This study is confined to Deesa City. Customers demand, necessary changes
in the dairy at regular interval of time, managerial skills, steps necessary for the
benefits of the customers.
REPORT PREPARATION
This is the last step in the preparation of the project report. The sole objective
of report writing is to report the finding to the concerned authorities.

Page 76
9- RECOMENDATION

Page 77
RECOMENDATION
Dairy should use questionaire method for the feedback of the products at
regular intervals of time and do the necessary changes as per the feedback.
First the dairy should give to the customer a toll free number for their
complains.
Dairy should use good packaging material as well as new machine for packing
pouch
Dairy should provide more agencies in the Deesa city to avoid over pricing
and monopoly.
Dairy should provide the new dairy products like curd, lachchi etc. as per the
customers demand in order to increase the sell.
Dairy should increase the commission of dealers so they sell the product at
lower price and overpricing can be avoided.
Dairy should maintain the quality of dairy products so that they are not
spoiled in a short time.
Dairy should develop all the new technology to maintain the quality of dairy
products.

Page 78
10-BIBLIOGRAPHY

Page 79
10-BIBLIOGRAPHY
BOOKS:
a. Marketing Management: Philip, Kotler

b. Marketing Management: Kilter, Keller, Jha
c. Marketing Research: Rubin& Luck
ARTICLES:
Broacher of Banas Dairy.
WEBSITE
www.banasdairy.org.in

Page 80
PAI INTER NATIONAL CENTRE FOR MANAGEMENT EXCELLENCE PUNE
&
BANASKANTHA DISTRICT CO-OPRATIVE MILK PRODUCERS UNION LTD
BANAS DAIRY, PALANPUR
QUESTIONNAIRE
CUSTOMER PROFILE
NAME:-________________________________________________AGE:-
_______
ADDRESS:-
__________________________________________________________
CONTACT NO:-_________________
1).Which dairy products do you purchase daily?
NAME MILK BUTTER GHEE OTHER

MILK
SIZE
2).For whom do you purchases a product.
Self Use
Selling Purpose
For make a other Product

Page 81
3).From where do you Purchases a product?
Banas Dairy Dealer Retailer
4).Do you get the Dairy Product at Expected time?
Yes No No
5).Do you get the Dairy Product in desired Quantity?
Yes No
6).Are you satisfied with the packing of Dairy Products?
Yes No
7).Any Suggestion regarding Packing:-
_______________________________________________________________
8). Please give the opinion according to Quality of Dairy Product
Satisfied Medium Dissatisfied
9).Any Query about Quality of Dairy Product:-
__________________________________________________________________
10). Are you satisfied with the weight/Quantity of Banas dairy Products?
Yes No

Page 82
11).Are you satisfied with the price of Banas dairy Products compare to the other
brand products?
Yes No
12).How far a Purchase place from your house?
Near Far Away
13). Please give the opinion according to behavior of dealer;
Satisfied Medium Dissatisfied
14).Any Suggestion regarding the behavior of dealer:-
__________________________________________________________________
15).Are you find any difficulties while purchasing the dairy products?
Yes No
If yes than which type:
______________________________________________________
16).Do you complain if any defect in the dairy products?

Yes No
If yes then to whom?

Dairy seller
17) Do you expect to get any other Dairy product from Banas Dairy?
Name:-_________________________________________
Quality:-________________________________________

Page 83
Quantity:-_______________________________________
Date:- Customers Sign.

Page 84

Juned Memon Project On 'Asp'

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Chapter Index Page No.

2 Objective of the study 5

3 Profile of the company 7

6 Finding and Suggestion 74

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

The present project report is based on my two-month training in Palanpur

Marketing is very important function in any industry. Every company has to

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

3) 70% respondents purchase product for self use, 21%respondents purchase a

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

OBJECTIVE OF THE STUDY

And the other objectives are:

To know about which product is more preferred

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

To know about the competitor brand on above favors.

To find out remedial suggestions for building up sales in the

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

Currently, India is a non-entity in the international dairy marketplace. Only

Further liberalization seems to be necessary to make private and foreign

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

DAIRY INDUSTRY IN INDIA:

Co-operation amongst competitive is the fundamental principle. One is

b) CO-OPERATIVE MOVEMENT IN DAIRY INDUSTRY:

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

c) THE GUJARAT CO-OPERATIVES MILK MARKETING

Following are the members of the union:

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

A total geographical area of the Banaskantha district is 12248 square Km of

Frequent droughts due to average rainfall as low as 22 writes on the wall,

The district enfolds the human population of about 25 Lac predominantly

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

S.N NAME DESIGNATION

1. Shri. Partivbhai G. Bhatol. Chairman

2. Shri. Balwant Singh. Barad Vice Chairman

3. Shri. S. R. Chaudhary. Managing Director

4. Shri. M. G. Patel. General Manager (PO)

5. Shri. R. D. Kathrotiya. General Manager (P&E)

6. Shri. V. D. Pavaya. Senior Manager (Prod)

7. Shri. A. R. Patel. Senior Manager (Prod)

8. Shri. G. R. Bhatol. Manager (Sales & Marketing)

9. Dr. H. B. Joshi. Manager (GDCTC)

10. Shri. P. M. Karen. Manager (SS)

11. Dr. Z. D. Rathore. Manager (DH)

12. Shri. M. P. Joshi. Manager (F&A)

13. Shri. N. P. Garg. Manager (CP)

14. Shri. D. G. Bera. Dy. Manager (Adminand Hrd)

15. Shri. R. Chechani. Dy. Manager (F&A)

16. Shri. V. S. Desai. Dy. Manager (QA)

17. Shri. I. J. Memon. Dy. Manager (Prod)

The Banaskantha District Central Co-Operative Bank Ltd. Palanpur

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

State Bank of Saurashtra, Palanpur.

B.K. Mehsana Gramin Bank, Palanpur.

National Dairy Development Bank.

Dena Bank of India.

State Bank of India.

Special Auditor ( Milk )

Milk Auditor Office Palanpur.

The Banas Dairy was registered on 31st January 1969.

PAI INTERNATIONAL CENTRE FOR MANAGEMENT EXCELLENCE

Banas Dairy is said to be a leading manufacturer and exporter of Amulya Milk