Saras Interim Report

Interim Report “A study of performance and growth of Saras Dairy, Alwar [AZDUSS Ltd.]”

Batch 2006 – 08 A Report Submitted in Partial Fulfillment of the Requirement of MBA Program of ICFAI National College

Saras Dairy Plant (ISO 9001-2000 and HACCP Certified) (Alwar Zila Dugdh Utpadak Sahakari Sangh Ltd., Alwar) Jaipur Road, Alwar-301001 Ph: (0144) - 2702644, 2701010 Submitted to: Mr. Sandeep Kumar Kautish Faculty Guide ICFAI National College On 12th May 2007

Submitted by: Smita Choudhary 6ND11765 ICFAI National College, Alwar

Company Guide: Mr. Amit Bhattacharya Deputy Manager Marketing AZDUSS Ltd., Alwar

Interim Report

Table of Contents 1. Acknowledgement....................................................3 2. Objective...................................................................4 3. Tasks..........................................................................5 a. Daily schedule................................................8 4. Targets.......................................................................9 5. Strategy.....................................................................10 •

Business strategy............................................10

•

Survey research..............................................11

•

Questionnaire design......................................12

•

Questionnaire for customers..........................14

•

Questionnaire for parlours/booths..................16

•

Questionnaire for employees of Saras...........19

6. Achievements............................................................22 7. Mid course correction..............................................24 8. Limitations................................................................25 9. Conclusions...............................................................27 •

Observation of quality of Saras products.......28

•

My observation of Saras Dairy......................29

•

AZDUSS performance at glance...................30

•

Saras milk supply of Alwar city.....................31

•

Milk supply with percentage growth.............33

•

Month wise sales figure of Alwar city...........34

•

Drawbacks......................................................35

•

Suggestions....................................................35

10. Bibliography.............................................................37

Page 2 of 46

Interim Report

Acknowledgement

I express my heartfelt thanks to Mr. J.R. Dhaka, Managing Director, AZDUSS Ltd. for his direction, help and motivation. I express my sincere thanks to Mr. Amit Bhattacharya (Company Guide, Deputy Manager, Marketing, Saras Dairy, Alwar [AZDUSS Ltd., Alwar]) and Mr. Anil Kumar Mathur (Deputy Manager, Administration) for their support and cooperation. They provided me their valuable help and guidance during the training period. I shall be highly indebted to the staff of the marketing department of Saras Dairy (AZDUSS Ltd., Alwar) for the moral support they extended to me during the SIP training.

Page 3 of 46

Interim Report

Objective I joined Saras Dairy, Alwar (AZDUSS Ltd., Alwar) as an intern on 19th March 2007. I am working in the Marketing Department of Saras. On the basis of my observation during the last two months I expand the name SARAS as follows: S – Smart A – Association R – Responsible for A – Authentic S – Services I define SARAS as a Smart Association Responsible for Authentic Services. The objectives of the Executive Training at Saras Dairy (AZDUSS Ltd., Alwar) are: 1) To identify the working of the organization. 2) To conduct an exhaustive analysis of the marketing department. 3) To increase the sales of the products that are prepared and marketed by the organization. 4) To conduct an extensive study of the market place and the customer’s needs. 5) To understand the core business of the company, organization chart, key personnel in the company, manufacturing units, marketing channels, financial policies, etc. 6) To do a comprehensive analysis of the company and prepare the SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis report for the company. 7) To build a good rapport with the company’s staff. 8) To understand the organizational structure and the top management team including the Chairman, Managing Director and the Officers. 9) To do a practical and live observation of the work place. 10) To understand the attitudes and behavior of the customers.

Page 4 of 46

Interim Report

Tasks The tasks specified by the SIP Company (AZDUSS Ltd., Alwar) are: 1) To conduct a comparative study of the growth of Saras (AZDUSS Ltd., Alwar) for three consecutive years. 2) To conduct survey of Saras parlours and booths to know their problems and sort them out. To get feedback from Saras parlours and booths. 3) To get feedback from customers and find their problems, satisfaction level, take their suggestions and help AZDUSS Ltd., Alwar to implement those suggestions. 4) To take responses from people who do not use Saras products and find the answer to the question, “Why they are not using Saras products”. 5) To judge the satisfaction level of the employees of AZDUSS Ltd., Alwar. 6) To do entries of daily supply in the supply register. 7) To take demand of various Saras products from parlour/booth owners and distributors through phone or personal contact in the prescribed proforma. The format for taking demand of milk is:

Alwar City Supply (Morning)

Alwar City Supply (Evening)

Date: __________

Date: __________

S. No.

TM

FCM

DTM

S. No.

1

1

2

2

3

3

4

4

5

5

6

6

Page 5 of 46

TM

FCM

DTM SKM

Interim Report The format for taking demand of Finished Milk Products (FMP) is

Chhach Plain Nam Keen

Lassi

Paneer

S

N

200 G

weet

amk

1 kg

Shrikhand K

Pista

Ghee ½ Lt

esar

Butter

1

15

100

Lt

kg

g

een

500g

Flavo

Saras

ured

Curd

Milk

tin

The demand for FMP (Finished Milk Products) comes from the following stations: 1) Dayama

Enterprises,

Bhiwadi

Lal

Yadav,

Narayanpur

2) Ashok Kumar, Rewari Ist 3) Mukesh

13) Mohan

Kumar

Goyal

Hallman

14) Naresh Yadav, Neemrana II 15) Rajesh Kumar, Rajgarh II

4) Somdutt Yadav, Behror 5) Bharatpur Union

16) Pappu

Ram

Gurjar,

Malakhera

6) Shiv Associate, Rajgarh

17) Ram Niwas, Ghadi Pinan

7) Mahesh Chand Milk Bar

18) Devendra

8) Narendra Singh, Bandikui

Joshi,

Shahjahanpur

9) Dulli Chand, Kishangarh

19) Lala Ram, Thanagazi

10) Ram Ratan Yadav, Rewari

20) Ashok Kumar, Kotkasim

IInd 11) Golden

21) Pratap Agency, Bansur India

Trading

Company, Bawal

22) Milk Parlour Court 23) Milk Parlour Bhawani Top

12) Dharmpal Saini, Jhajjar

Page 6 of 46

Interim Report 24) Shanti

Prakash

Saras

Parlour

31) Pahadi Milk 32) Agarwal TDC, Bhusawar

25) Beena Choudhary Saras Parlour

33) Jain Enterprises, Bhusawar 34) Girraj Prasad Jain,

26) Ram Charan Milk Parlour

Mundawar

27) Ramu Bharti Milk Parlour

35) Rakesh Kumar, Kherli

28) Rajesh Milk Parlour,

36) Rani Parlour, Rewari

Inderlok

37) Prakash Agency

29) Gopal Saras Milk parlour 30) Ram Avtar Deeg Parlour The demand for milk comes from the following stations: 1. General Hospital

17. Bawal

2. Jail

18. Narnaul II

3. Eicher

19. Thanagazi

4. Engineering College

20. Narayanpur

5. Dabur India

21. Kishangarh

6. Harara Booth

22. Bansur

7. ASC Alwar

23. Bandikui

8. ASC BPR

24. Rajgarh II

9. NAV (Navodaya

25. Rajgarh I

Vidyalaya)

26. Malakhera

10. Chokar

27. Ghadi pinan

11. Bhiwadi

28. Ramgarh

12. Bhiwadi II

29. Kotkasim

13. Behror

30. Milk Bar

14. Narnaul

31. Bhawani Top Dairy

15. Neemrana II

32. Rajgarh III

16. Shahjahanpur

Page 7 of 46

My Daily Schedule My tasks at the On Job Training are to study the working of the Saras plant, gather complete information about Saras, conduct market and booth surveys and organize visits for people to see the Saras plant. The daily schedule that I follow to complete these tasks is:  Sign in at the company office at 09:30 AM  Make a plan for the whole day between 09:30 AM to 10:30 PM.  Go to the field to conduct market survey and booth survey from 10:30 AM to 12:30 PM.  Collect information about the Saras dairy from various departments from 12:30 PM to 01:30 PM.  Lunch time is from 01:30 PM to 02:30 PM.  Organize visits for the visitors from 02:30 PM to 03:30 PM.  Visit the plant to understand the working of the plant from 03:30 PM to 04:30 PM.  Discuss with my company guide the tasks for the next day from 04:30 PM to 05:00 PM.  Sign out of the company office at 05:00 PM. Note: 1. Every Saturday I go to Jaipur to submit my weekly report and attend the session organized by ICFAI National College, Jaipur for student development. 2. Sunday is weekly off.

Interim Report

Targets “Target is defined as goal which has to be fulfilled and sounds compulsiveness.” Without setting target it is difficult for anybody to achieve his/her objectives. The targets that were set for me during the training are: 1) To make maximum people aware of Saras. 2) To organize free testing camps to test the purity of milk. 3) To increase the sale of Saras products. 4) To implement human resource management techniques to increase the satisfaction level of the employees of AZDUSS Ltd., Alwar. 5) To interview 200 homes in two months to know their views and opinions about Saras products. 6) To organize plant visit for 75 people in two months to show them the plant and tell them the processes that the Saras milk undergoes and how different Saras products are prepared. The purpose of organizing such visits is to tell the people about the many advantages that Saras offers them like a. Hygienic plant b. High nutritional value of its products c. Easy availability d. Good storage facilities

Page 9 of 46

Interim Report

Strategy Business strategy Business strategy is defined as a systematic and objective process of gathering, recording and analyzing data that provides information to guide business decisions. The process of business strategy can be divided into three phases – planning, execution and report preparation. The planning phase begins from problem/opportunity identification and leads to selection of the sampling procedure. Data collection and evaluation can be described as the execution phase of the business research process, while report generation can be considered as the last phase. Steps in the business research process Identifying and Defining Problem/Opportunity

P L A N N I N G

Planning the strategy

Selecting the method of strategy

Selecting a Sampling Procedure

E X E C U T I O N REPORT PREPRATION

Data Collection

Evaluating the Data

Preparing and Presenting the Report

Page 10 of 46

Interim Report

Survey Research A survey research is defined as the method of collecting information by asking a set of pre formulated questions in a predetermined sequence in a structured questionnaire to a sample of individuals drawn so as to be representative of a defined population. These questionnaires are administered to an individual or a group of individuals through interviews. Typical survey objectives involve describing or learning from an ongoing activity by studying the changes in behavioral patterns of the subjects of interest to the researcher. Some of the common methods of conducting surveys are:  Personal Interviews: Personal interviews are characterized by the presence of four entities i.e. the researcher, the interviewer, the interviewee and the interview environment.  Telephonic Interviews: Telephonic interviews are judged as one of the best cost-effective alternatives to face-to-face interviews and mail surveys.  Self-administered Interviews: Self administered interview is an interview in which the questionnaire is filled out without the intervention of an interviewer.  Mail Surveys: Mail survey is a survey where questionnaire is sent to the qualified respondents by e-mail.

Method of survey research used by me: Personal Interview(Door to Door interview)

Reasons for Choosing Personal Interview: I chose the personal interview method for survey research due to the following reasons: 1) Feedback Opportunities: In face to face interview, doubts of the interviewee can be clarified. Also the respondent can be assured confidentiality.

Page 11 of 46

Interim Report 2) Probing: The interviewer in a personal interview can explore the respondent for complex answers. The detailed information so obtained is very useful to the researcher. 3) Length of Interview: The length of interview is better in personal interviews. In a personal interview, chances of the respondents answering all the questions are greater as compared to other nonpersonal survey methods. Personal interviews lead to improvement in the quality of responses.

Questionnaire Design A questionnaire is a set of questions to be asked from respondents in an interview, with appropriate instructions indicating which questions are to be asked, and in what order. Questionnaires are used in various fields of research like survey research and experimental design. Questionnaire design is a vital issue in interviewing. A properly designed questionnaire can tap the necessary information from the respondent. Therefore, researchers always design a tactful set of questions to probe and prompt the interviewee to give useful answers. Questionnaires fall under various categories, such as structured, unstructured, disguised and undisguised. In the questionnaire I have used two types of questions: Open Ended Questions In open ended question design each question has a series of lines (or a blank space) in which the respondents are encouraged to write, in their own words, how they feel about the topic in question. Close Ended Questions Closed question provide a set of answers that the designer of the survey (based on prior experience and responses in the pilot survey) considers will accommodate the majority of potential responses. A questionnaire serves four functions: Enables data collection from respondents  Lends a structure to interviews  Provides a standard means for writing down answers Page 12 of 46

Interim Report  Help in processing collected data The various steps in questionnaire design are:1) Preliminary decisions 2) Question content 3) Response format 4) Question wording 5) Questionnaire sequence 6) Questionnaire pre-test, revision and final draft The strategies and plans adopted during the training period to complete the assigned tasks are: 1) The satisfaction level of employees of AZDUSS Ltd., Alwar was judged through a well planned questionnaire. The questionnaire consisted of many questions covering nearly all aspects required to judge the satisfaction level of employees. 2) The feedback from customers and general public was taken with the help of a well designed questionnaire consisting of questions that nearly covered every aspect of testing customer satisfaction.

Page 13 of 46

Interim Report

Questionnaire for Customers

Alwar Zila Dugdh Utpadak Sahakari Sangh Ltd., Alwar Date:_________

Questionnaire for Customers 1) Name

: ___________________________________

2) Husband’s Name: ___________________________________ 3) Address

: ___________________________________ ___________________________________ ___________________________________

4) Profession

: ___________________________________

5) Age

: ___________________________________

6) Are you aware about Saras 7) Number of family members

Yes

No

: _______________

Adults __________ Children _________ 8) Do you use Saras Products

:

Yes

No

9) If yes which products do you use? Milk :

Full Cream

Toned

Double Toned

Skimmed Butter

Dahi

Ghee

Paneer

Lassi :

Sweet

Shreekhand Chhach :

Plain

Namkeen

10) Are you satisfied with quality of Saras products?

Page 14 of 46

s

Interim Report Yes

No

11) Do you think that Saras products can be improved further? Yes

No

12) Do you have any suggestions for further improvement of Saras products? _____________________________________________________________ _____ 13) Which is your nearest Saras booth? _____________________________________ 14) Is number of booths sufficient in your locality? Yes

No

15) Are all products available at the booth? Yes

No

16) Do you think Saras should start the system of home delivery? Yes

No

17) Do you want Saras to introduce any new product? Yes

No

If yes, which types of products? _______________________________________________________ _____ 18) Are you satisfied with the price of Saras Products? Yes

No

If not why and what should be the right price?

Page 15 of 46

Interim Report __________________________________________________________ _____ 19) Any Suggestions ___________________________________________________________ _____

Page 16 of 46

Interim Report

Questionnaire for Parlours/Booth

Alwar Zila Dugdh Utpadak Sahakari Sangh Ltd., Alwar Questionnaire to Obtain Feedback from the Booth/Parlours 1) Name of the Booth/parlour: _________________________________ 2) Address

: __________________________________ __________________________________ __________________________________

3) Products available with the booth/parlour Milk

:

Full Cream

Toned

Butter

Dahi

Double Toned Ghee

Skimmed Paneer

Shreekhand Chhach : Lassi

:

Plain

Namkeen

Milk Cake

Sweet

4) Do you get timely supply from Saras? Yes

No

5) Do you get proper storage facilities to store the products? Yes

No

6) Average daily sales of the products? Milk

: _____________________________

Dahi

: _____________________________ Page 17 of 46

Interim Report Ghee

: _____________________________

Chhach

: _____________________________

Lassi

: _____________________________

Paneer

: _____________________________

7) What measures do you take to improve sales? ___________________________________________________________ __________ 8) Does management of Saras help you to improve sales? Yes

No

9) What support do you expect from the management of Saras to boost sales? ___________________________________________________________ __________ 10) What source do you use to convey your demand to the plant? ___________________________________________________________ __________ 11) Does Saras give you any credit facility and what are the payment terms and conditions? ___________________________________________________________ __________ 12) What are the timings of your booth/parlour? ___________________________________________________________ __________ 13) How much manpower is required to run the booth/parlour?

Page 18 of 46

Interim Report ___________________________________________________________ ___________ 14) Are you satisfied with the profit margins you get? Yes

No

15) Do you have arrangement of home delivery for regular customers? Yes

No

16) How do you collect your payment from customers, monthly or cash and carry? ___________________________________________________________ __________ 17) Do you have any alternative source of electricity in case of power failure to keep your products safe? Yes

No

18) Do you sell other products (like bread, biscuits, eggs, etc.) along with the Saras products? Yes

No

19) Are you able to sell the received products daily or you are left with some unsold products? Yes

No

20) What do you do of the unsold products? ____________________________________________________________ __________ 21) How do you handle the excessive demand for any product? ____________________________________________________________ __________

Page 19 of 46

Interim Report 22) Does the marketing department of Saras help you in fulfilling the excessive demand? ____________________________________________________________ __________ 23) Does the marketing department of Saras ask about your problems? Yes

No

24) Does the marketing department of Saras solve your problems? Yes

No

25) Any suggestions: _____________________________________________________________ ___________ _____________________________________________________________ ___________ _____________________________________________________________ ___________ _____________________________________________________________ ___________

Page 20 of 46

Interim Report

Questionnaire for the Employees of Saras

Alwar Zila Dugdh Utpadak Sahakari Sangh Ltd., Alwar Questionnaire to Obtain Employee Feedback 1) Name

: ______________________________________

2) Department

: ______________________________________

3) Designation

: _____________________________________

4) Address

: ______________________________________ ______________________________________ ______________________________________

5) No. of years in service: ______________________________________ 6) Timings

: ______________________________________

7) Job responsibility : ______________________________________ 8) Satisfaction Level :

Extremely Not Satisfied Satisfied

Very Satisfied

Not Satisfied Extremely

Satisfied 9) Facilities Provided:

Medical

L.T.A.

Loan Facility

Conveyance Allowance

Traveling

House Rent Allowance

Welfare

Allowance

Schemes 10) If you get better remuneration and opportunity in some other company will you leave Saras Dairy, Alwar?

Page 21 of 46

Interim Report

Yes

No

11) How much time do you devote for field work in a day? _____________________________________________________________ ___________

12) Are you satisfied with the policies of the company with respect to customer? Yes

No

13) What steps do you take to fulfill the demand for milk when supply is short? _____________________________________________________________ ___________ 14) What are the means of advertising you use? Electronic media

Print media

Banners

Hoardings

Door to door marketing 15) Do you set well defined targets for each booth? Yes

No

16) What are the timings of the booths? _____________________________________________________________ ___________ 17) Do you prepare each product marketed by you at the Alwar plant? Yes

No

18) Which products do you purchase from other plants of Saras Dairy? Page 22 of 46

Interim Report _____________________________________________________________ ___________ 19) What do you do with the unsold products left after the date of expiry? _____________________________________________________________ ___________ 20) How do you check the synthetic milk producers operating illegally in the market? _____________________________________________________________ ___________ 21) How do you prevent duplicacy of your brand? _____________________________________________________________ ___________ 22) Are you exploring the market outside Rajasthan? If yes, where? _____________________________________________________________ ___________ 23) Do you get any incentives for meeting the targets? _____________________________________________________________ ___________ 24) What mechanism do you use to set prices of your products? _____________________________________________________________ ___________ 25) Do you take feedback from the customers? Yes Page 23 of 46

No

Interim Report 26) Do you organize any camp to solve the problems/grievances of the customers? Yes

No

27) Do you work on holidays also or do you adopt rotation system? _____________________________________________________________ ___________ 28) Do you have any plans to launch new products in the market in the near future? Yes

No

29) Do you see any difference between your product and the product coming from the milk producers? Yes No

Page 24 of 46

Interim Report

Achievements Achievement means scaling new heights of success and triumph. The biggest of all achievements is to be associated with an organization of the caliber of Saras. I am happy that I got an opportunity to work with Saras, which has made a name for itself in Northern India. The achievements during the training period are: 1) Participated in induction program of one week duration. 2) Got introduced with the staff of Saras (AZDUSS Ltd., Alwar) and built a good rapport with them. 3) Participated in free milk testing camp organized by Saras dairy, Alwar from 20th March 07 to 26th March 07. Alwar at various locations of Alwar city to test the milk sample brought by the public. 4) Completed survey of Saras booths and parlour to find their problems and helped AZDUSS Ltd., Alwar to solve them. 5) Interviewed the Managing Director of

AZDUSS Ltd., Mr. J.R.

Dhaka 6) Completed area wise customer survey of nearly 190 people and found their problems. 7) Also surveyed people who do not use Saras products and found the reasons behind it. Saras will try to eliminate those reasons and include them in their list of satisfied customers. 8) Initially there were many misunderstandings in the minds of consumers about Saras products but during the course of customer surveys

I

was

able

to

remove

and

clarify

those

misunderstandings/doubts. 9) Conducted a mass plant visit for 50 students of St. Anselm School, Alwar. 10) Conducted five other plant visits of 15 people each.

Page 25 of 46

Interim Report 11) Attended the Kaizen day held at Saras Dairy, Alwar. This day is celebrated to appreciate the good work done by the members of the Saras family. 12) Immediate implementation of my feedback. 13) Completed a total of 500 entries of daily supply in the supply register within five days.

Page 26 of 46

Interim Report

People's opinion about Dahi

13%

36%

15%

Like very much like somew hat neutral dislike somew hat dislike very much

18% 18%

People's opinion about Paneer

5%

5%

10% Like very much like somew hat 51%

neutral dislike somew hat

29%

dislike very much

Page 27 of 46

Interim Report

People's opinion about Ghee

3%

10%

Like very much

12%

like somew hat neutral dislike somew hat 13%

62%

dislike very much

People's opinion about Lassi

10%

14%

Like very much 44%

like somew hat neutral

8%

dislike somew hat dislike very much

24%

Note: The graph only shows the opinion of the people I surveyed and not of the general public.

Page 28 of 45

Interim Report

Mid Course Correction 1) A new Saras parlour has been inaugurated at the Railway Station on the 07th of May 2007 and the number of Saras parlours has now increased to 10. 2) During the course of my training at Saras (AZDUSS Ltd., Alwar), the prices of Saras products were raised two times. Due to price rise the sales of Saras products has decreased. So I was assigned a new task to promote sales of Saras products, despite price hike. This task can be achieved by convincing people why the prices of Saras products were hiked. Table showing change in price of different Saras products Product

Price before 01st April

Price as on 07th April and onwards

Price as on 01st May and onwards

FCM (Shakti)

Rs.20

Rs.21 per litre

Rs.22 per litre

Toned Milk (Taaza)

Rs.16

Rs.17 per litre

Rs.18 per litre

Double Toned Milk (Smart)

Rs.14

Rs.15 per litre

Rs.16 per litre

Skimmed Milk (Lite)

Rs.13

Rs.13 per litre

Rs.13 per litre

Ghee

Rs.160

Rs.165

Rs.170

Dahi (200 g)

Rs.6

Rs.7

Rs.8

Paneer (200 g)

Rs.20

Rs.22

Rs.25

Paneer (1 KG)

Rs.100

Rs.110

Rs.120

Lassi (250 ml)

Rs.5

Rs.6

Rs.7

Chhach (Plain) 500 ml

Rs.6

Rs.7

Rs.7

Chhach (Namkeen) 250 ml

Rs.4

Rs.5

Rs.6

Shrikhand Plain (100 g)

Rs.7

Rs.7

Rs.8

Shrikhand Kesar Pista (100 g)

Rs.8

Rs.8

Rs.9

Flavored Milk (200 ml)

Rs.10

Rs. 10

Rs.10

The reasons for price rise are: 1) Low availability of milk in summers. 2) Increase in the input cost. Page 29 of 45

Interim Report 3) No compromise on product quality.

Limitations The limitations that I came across during the course of my training at Saras (AZDUSS Ltd., Alwar) are: 1)

2)

3)

4)

5)

6)

7)

8)

9)

Response Bias: Sometimes the respondents consciously or unconsciously misrepresent the truth, and then it amounts to response bias. Non response errors: Sometimes respondents do not give a response or give partial response. It is called non response error. The reason may be lack of knowledge or unwillingness to answer. Fluctuations in weather conditions: During the survey I came across unfavorable weather conditions like scorching heat and dust storm. Scarcity of time: There is limited time available each day and lot of tasks have to completed in a day like preparing reports, conducting surveys, spend time at the office to gain knowledge, etc. Different tastes and preferences: The study was conducted in the urban areas and it cannot be applied to the rural areas because the tastes and preferences of people of rural and urban areas differ vastly. Inaccurate information: The answers given by the respondents are not always correct and may be misleading. Time consuming: It is very time consuming to go door to door in order to conduct a survey of various homes and find their views and study their buying behavior. Difficult to convince people: Sometimes it becomes very difficult to convince people as many of them are not at all aware of Saras products and some are very stubborn. It becomes slightly difficult to convince such people but it is a challenging task and a good learning experience. Limited information: Being a trainee, it became difficult to obtain some confidential information about the organization. This sometimes became a hurdle during the training.

Page 30 of 45

Interim Report 10) Absence of respondent: In some cases the respondent is not present at home. 11) Difficult to recall: It is not possible and economically viable to recall respondents not present at home. 12) Lack of educated and cooperative respondents: Personal interviews are successful only when the respondents are educated.

The limitations that Saras Dairy comes across are: 1) Low availability of raw milk in summers. 2) Dependence on milk producers. 3) Dependence on monsoons. 4) Milk can be produced not manufactured. 5) Increasing competition in dairy industry.

Page 31 of 45

Interim Report

Conclusions During the two months of my training at Saras Dairy (AZDUSS Ltd., Alwar) and the surveys I conducted till date, I reached the following conclusions: 1) Saras (AZDUSS Ltd., Alwar) is a very large and reputed organization and it gives me immense pleasure and satisfaction to be associated with such a reputed organization. 2) The organization maintains state of the art quality and hygiene standards. 3) A coin has two sides and it holds true for every organization, no matter how large or reputed it is, there are always some small shortcomings along with the plus points of the organization and Saras is no different. 4) Prices of Saras products have been hiked two times during my SIP. I observed that due to frequent price hike people are losing faith in Saras and they think that Saras is very unreliable and has no consistency in price. This factor has resulted in fall in sales. 5) Many people do not have faith in Saras products. They still believe that the products made by the local dairies are better. 6) Some people feel that Saras products possess bad smell and that’s why they don’t use Saras products. 7) Saras parlours/booths also face problems because sometimes there is no timely supply of products to them. They receive the products late in the day and then these products have to be sold the next day. People do not accept such products. 8) People believe that the Saras products are costly. 9) During the course of customer survey I also found the general public’s opinion about different Saras products.

Page 32 of 45

Interim Report My observation about various Saras products Product Quality Product

Excellent

FCM (Shakti)

Very Good

Good

√

Toned Milk (Taza)

√

Double toned milk (Smart)

√

Skimmed milk (Lite) Ghee

Poor

√ √

Dahi

√

Paneer

√

Lassi

√

Chhach (Plain)

√

Chhach (Namkeen)

√

Shrikhand (Plain)

√

Shrikhand (Kesar Pista)

√

Flavored Milk

√

Page 33 of 45

Very Poor

Interim Report My Observation of Saras Dairy (AZDUSS Ltd., Alwar) Till now I have spent two months as an intern in Saras Dairy (AZDUSS Ltd., Alwar) and during this period as a trainee I carefully observed various aspects of the organization. Here, I am presenting my observations and findings using the Constant Sum Scale. I have divided a total of 100 points into various attributes that I observed. The various attributes that I observed and the points I allocated to each observation are presented below in tabular format.

S.No.

Characteristic of Saras Dairy

Number of Points

1

Variety of milk provided by Saras Dairy

9

2

Prices are affordable

6

3

Round the clock availability

4

4

Quality and hygiene

10

5

Enough range of Finished Milk Products (FMP)

8

6

Staff is cooperative

7

7

Follow the ISO 9001-2000 norms

7

8

8

9

Give weightage to suggestions (Suggestions are always welcome) Customer awareness camps and plant visits

10

Employee satisfaction

6

11

Market reputation

8

12

Advertisement and publicity

5

13

New product development

4

14

Channels of marketing

6

15

Good ethical practices

6 Total

Page 34 of 45

6

100

Interim Report ALWAR ZILA DUGDH UTPADAK SAHAKARI SANGH LTD., ALWAR PERFORMANCE AT GLANCE S.No.

Particulars

01-02

02-03

03-04

04-05

05-06

06-07

1

Registered DCS

497

532

609

681

742

795

2

Functional DCS

368

442

465

564

599

632

3

Prop. DCS (CC)

366

388

454

451

462

443

4

DCS Membership

59588

62966

66217

70281

76931

82655

5

Milk Procurement (per day)

87.74

88.79

97.82

108.9

89.65

79.54

6

Rate / KG (Rs)

9.98

10.77

13.56

12.29

13.22

15.05

7

Milk payment (Rs.Lakhs)

3195

3491

4856

4884

4325

4370

8

City Supply (TLPD)

15.5

18.62

29.52

35.71

67.03

132.69

9

M.D. Supply (TLPD)

75.71

101

144.78

143.5

120.05

0

10

Ghee Sale Total MT

817

652

485.45

1056.72

683.16

941.63

11

Ghee Sale (DCS) MT

104

79

80.66

203.48

213.83

225.1

12

Cattle Feed Sale (MT)

3035

3363

4636

6333

7001

6921.35

13

A.I. Done (No.)

10024

9951

11391

19820

25241

34034

14

N.S. Done (No.)

7910

24140

3212

6536

9073

10052

15

Treatment

66850

94814

95630

120217

116822

117484

16

Emergency

675

942

1603

2066

2457

3185

17

Turn Over (Rs. Crore)

53.6

59.57

93.77

96.33

95.8

99.15

18

Net Profit (Rs. Lakhs)

64.14

69.43

67.56

8.88

2.25

57.4

19

EMT (No.)

26

28

147

213

162

49

20

AMCS, PCMCS (cum.)

28

48

79

30

29

19

Page 35 of 45

Interim Report

Page 36 of 45

Interim Report ALWAR ZILA DUGDH UTPADAK SAHAKARI SANGH LTD., ALWAR SARAS MILK SUPPLY OF ALWAR CITY MONTH April May June July August September October November December January February March Total Average

2001-02 9788 10944 9862 9975 10283 10255 8361 7818 7329 6805 8063 8978 108461 9038

2002-03 10214 12946 11683 12090 11322 9890 9985 8848 8451 8275 9716 10857 124277 10356

2003-04 13094 15341 16806 17114 15654 16368 13530 11777 10682 10282 11375 12591 164614 13718

Page 37 of 45

2004-05 14241 15318 16558 15623 14357 12392 13005 10828 10208 10807 11640 14110 159087 13257

2005-06 14683 18668 18371 16857 17102 15770 15179 14026 13177 13352 15241 15314 187740 15645

2006-07 18855 19975 20888 21958 19572 20807 18197 16542 16012 16279 18034 18593 225712 20519

Interim Report

Saras milk supply of Alw ar city

Saras milk suppy

25000 20000

2001-02

15000

2002-03

10000

2003-04

5000

2004-05

0

2005-06 2006-07 Month

Milk Supply

Total and Average milk supply of Alwar city 250000 200000 150000

Total

100000

Average

50000 0 20 0102

20 0203

20 0304

20 0405

Year

Page 38 of 45

20 0506

20 0607

Interim Report Table showing Saras Milk Supply of Alwar City with percentage growth Month

00-01

01-02

Gro. %

01-02

02-03

Gro. %

02-03

03-04

Gro. %

Apr

10259

9788

-4.59

9788

10214

4.35

10214

13094

28.20

May

9757

10944

12.17

10944

12946

18.29

12946

15341

18.50

Jun

9620

9862

2.52

9862

11683

18.46

11683

16806

43.85

Jul

10434

9975

-4.40

9975

12090

21.20

12090

17114

41.56

Aug

10431

10283

-1.42

10283

11322

10.10

11322

15654

38.26

Sep

9337

10255

9.83

10255

9890

-3.56

9890

16368

65.50

Oct

7910

8361

5.70

8361

9985

19.42

9985

13530

35.50

Nov

6699

7818

16.70

7818

8848

13.17

8848

11777

33.10

Page 39 of 45

Interim Report Dec

5883

7329

24.58

7329

8451

15.31

8451

10682

26.40

Jan

5733

6805

18.70

6805

8275

21.60

8275

10282

24.25

Feb

6904

8063

16.79

8063

9716

20.50

9716

11375

17.07

Mar

7280

8978

23.32

8978

10857

20.93

10857

12591

15.97

Total

10024

10846

120

108461

124277

180

124277

164614

388

Avg.

8354 7

9038 1

8

9038

10356

15

10356

13718

32

Month

03-04

04-05

Gro. %

04-05

05-06

Gro. %

05-06

06-07

Gro. %

Apr

13094

14181

8.30

14181

14683

3.54

14683

18855

28.41

May

15341

15318

-0.15

15318

18668

21.87

18668

19975

7.00

Jun

16806

16558

-1.48

16558

18371

10.95

18371

20888

13.70

Jul

17114

15623

-8.71

15623

16857

7.90

16857

21958

30.26

Aug

15654

14357

-8.29

14357

17102

19.12

17102

19572

14.44

Sep

16368

12392

-24.29

12392

15770

27.26

15770

20807

31.94

Oct

13530

13005

-3.88

13005

15179

16.72

15179

18197

19.88

Nov

11777

10828

-8.06

10828

14026

29.53

14026

16542

17.86

Dec

10682

10208

-4.44

10208

13177

29.09

13177

16012

21.51

Jan

10282

10807

5.11

10807

13352

23.55

13352

16279

21.92

Feb

11375

11640

2.33

11640

15241

30.94

15241

18034

18.33

Mar

12591

14110

12.06

14110

15314

8.53

15314

18593

21.41

Total

16461

15908

-31

159087

187740

229

187740

225712

247

Avg.

13718 4

13252 7

-3

13252

15645

18

15645

20519

20

Page 40 of 45

Interim Report Month Wise Sales Figure of Alwar City (April 2006 to March 2007) Milk TM FCM

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

Jan

Feb

Mar

Total

Milk %

12067

12996

13519

14232

12573

13045

11204

10117

9661

9681

10618

10799

140512

62.26

5076

5143

5515

5855

5531

6432

5853

5344

5322

5534

6240

6529

68374

30.29

1269

1366

1430

1451

1115

1172

992

929

898

956

1098

1184

13860

6.14

443

470

424

420

353

158

148

141

131

108

78

81

2955

1.31

18855

19975

20888

21958

19572

20807

18197

16531

16012

16279

18034

18593

225701

100

DT

Graphical representation of month wise sales figure of Alwar city (April 2006 to March 2007)

Month wise sales figure of Alwar city from April 2006 to March 2007 16000 14000 12000 10000 8000 6000 4000 2000 0

TM FCM DTM SKM

Ju n Ju l Au g Se p Oc t No v De c Ja n Fe b M ar

Ap r Ma y

Total

Sales

M SKM

Month

Page 41 of 45

Interim Report

Drawbacks The major drawbacks/shortcomings that I observed during the training period are: 1) No home delivery facility is available. 2) Lack of publicity and advertisement. 3) Lack of proper awareness creation programs because a large population is still unaware about Saras products or have some misconceptions related to Saras products.

Suggestions for Saras Dairy: On careful observation of the Saras dairy during the training period, I have the following suggestions for Saras dairy, which on proper implementation may provide a big boost to it. 1) Home delivery facility should be provided. 2) Increase in advertisement and publicity. 3) Motivation programme for booth and parlour owners. 4) All information regarding Saras dairy and its products should be available on internet. 5) The policy that an organization must follow in order to run successfully is…..

Page 42 of 45

Interim Report

Golden Advice for Saras

Rule #1 The customer is always right! Rule #2 If the customer is ever wrong, reread Rule #1

6) Marketing department should be well furnished and attractive with cozy atmosphere. 7) Alwar dairy should give milk producers competitive prices and facilities. 8) Glow sign boards should be provided to booth and parlour owners. 9) Cover stand and straws should be provided to all booths and parlous for chhach and lassi. 10) New products should be launched like ice-cream. 11) An organization like Saras should have a reception and a receptionist. 12) To popularize ‘Shrikhand’ free samples may be distributed at some public places. 13) Inspection and frequent check of booths and parlours. 14) Good coordination between marketing department and booths & parlour owners. Page 43 of 45

Interim Report 15) Departments should be interconnected through computer network. 16) Employee identification card should be provided to employees of Saras. 17) New technology should be adopted from national & international company’s experts in the field.

Page 44 of 45

Interim Report

Bibliography The definitions and data used in this report are compiled from the following sources: 1) Principles of Marketing by Philip Kotler and Gary Armstrong. 2) Business Research Methodology by C.R. Kothari. 3) Business Research Methods published by ICFAI University Press. 4) Principles of Marketing published by ICFAI University Press. 5) Annual publication of Saras Dairy, Alwar

Page 45 of 45