SUMMER PROJECT REPORT

ON

“ORAGINATIONAL STUDY OF MAGADH DAIRY,GAYA”

IN SUDHA DAIRY(COMFED)

SUBMITTED IN PARTIAL FULFILLMENT OF

DEGREE OF
MASTERS OF BUSINESS ADMINISTRATION
SESSION (2009-2011)

PAPER CODE-(CP-303)

SUBMITTED BY:
MANISH PRAKASH

MBA 3rd SEM

University Roll No. 926

SUBMITTED TO
ICL INSTITUTE OF MANAGEMENT AND TECHNOLOGY

SOUNTLI
(KURUKSHETRA UNIVERSITY, KURUKSHETRA)

DECLARATION
1
I hereby declare that, the project entitled “ORAGINATIONAL STUDY OF MAGADH DAIRY,
GAYA” assigned to me for the partial fulfillment of MBA degree from Kurukshetra University,
Kurukshetra. The work is originally completed by me and the information provided in the study
is authentic to the best of my knowledge.

This study has not been submitted to any other institution or university for the award of any other
degree.

MANISH PRAKASH

MBA 3rd SEM

University Roll No. 926

2
 ACKNOWLEDGEMENT

“Gratitude is the hardest of emotions to express and one often does not find adequate words to
convey what one feels and trying to express it”

The present project file is an amalgamated of various thoughts and experiences .The successful
completion of this project report would have not been possible without the help and guidance of
number of people and specially to my project guide in the company Mr. SATISH CHANDRA
SHKULA take this opportunity to thank all those who have directly and indirectly inspired,
directed and helped me towards successful completion of project report on ORAGINATIONAL
STUDY OF MAGADH DAIRY.

I am also immensely indebted to my project guide, Ms.POOJA ANAND Lecturer, ICL, for his
illumining observation, encouraging suggestions and constructive criticisms, which have helped
me in completing this research project successfully.

There are several other people who also deserve much more than a mere acknowledgement at
their exemplary help. I also acknowledge with deep sense of gratitude and wholehearted help and
cooperation intende.

MANISH PRAKASH

PREFACE
3
Summer Training is the bridge for a student that takes him from his theoretical knowledge world
to practical industry world. The main purpose of industrial visit is to expose for industrial and
business environment, which cannot be possible in the classroom.

The advantages of this sort of integration, which promotes guided to corporate culture,
functional, social and norms along with formal teaching are numerous.

1) To bridge the gap between theory and practical.

2) To install the feeling of belongingness and acceptance.
3) To help the student to develop the better understanding of the concept and questions
already raised or to be raised subsequently during their research period.

The present report gives a detailed view of the ORAGINATIONAL STUDY OF COMFED. The
research is definitely going to play an important role in developing an aptitude for hard self-
confidence.

- CONTENTS

4
1) CHAPTER-1 INTRODUCTION TO DAIRY INDUSTRY

 DAIRY INDUSTRY IN INDIA

 SUDHA DAIRY COMPANY

Scope of sudha in dairy industry

ORGANIZATIONAL STUDY OF MAGADH DAIRY

 Milk testing department

 Pasturation department
 Production department
 Packing department
 Marketing department
 Finance department
 Swot analysis of magadh dairy

2) CHAPTER -2
OBJECTIVES OF THE STUDY

3) CHAPTER-3
RESEARCH METHODOLOGY

4) CHAPTER-4
ANALYSIS AND INTERPRETATION

5) CHAPTER-5
FINDINGS

6) CHAPTER-6
LIMITATIONS

7) CHAPTER-7
RECOMMENDATIONS

8) CHAPTER-8
CONCLUSION

 BIBLIOGRAPHY
 ANNEXURE

5
6
 CHAPTER-1

INTRODUCTION

7
INTRODUCTION

The dairy sector in the India has shown remarkable development in the past decade and India has
now become one of the largest producers of milk and value-added milk products in the world.
The dairy sector has developed through co-operatives in many parts of the State. The State
had 73 milk processing plants. In addition to these processing plants, 123 Government and 33
co-operatives milk chilling centers operate in the State. Dairy is a place where handling of milk
and milk products is done and technology refers to the application of scientific knowledge for
practical purposes. Dairy technology has been defined as that branch of dairy science, which
deals with the processing of milk and the manufacture of milk products on an industrial scale. In
developed dairying countries such as the U.S.A. whereas the rural areas were identified for milk
production, the urban centers were selected for the location of milk processing plants and
product manufacturing factories. These plants and factories were rapidly expanded and
modernized with improved machinery and equipment to secure the various advantages of large-
scale production.

India has the highest livestock population in the world with 50% of the buffaloes and 20% of
world’s cattle population. Most of these are milch cows and milch buffaloes. India’s dairy
industry is considered as one of the most successfully developed industries from post
independence period.

Dairy industry is dominated by the cooperative sector; about 60% of the installed processing
capacity is in the cooperative sector. Dairy cooperatives account for the major share of processed
liquid milk marketed in India.

Milk is processed and marketed by 170 milk producers’ cooperative unions, which federate into
15 state cooperative milk marketing federations. Prominent states in producing dairy products
are;

Uttar Pradesh, Punjab, Haryana, Rajasthan, Gujarat, Maharashtra, Andhra Pradesh, Tamil- nadu
and Karnataka.

8
In India, dairying has been practised as a rural cottage industry since the remote past. The high
cost of milk production, problems of sanitation etc., restricted the practice; and gradually the
family cow in the city was eliminated and city cattle were all sent back to the rural areas.

The Indian Dairy Industry has made rapid progress since Independence. A large number of
modern milk plants and product factories have since been established. These organized dairies
have been successfully engaged in the routine commercial production of pasteurized bottled milk
and various Western and Indian dairy products. With modern knowledge of the protection of
milk during transportation, it became possible to locate dairies where land was less expensive
and crops could be grown more economically.

In India, the market milk technology may be considered to have commenced in 1950, with the
functioning of the Central Dairy of Aarey Milk Colony, and milk product technology in 1956
with the establishment of AMUL Dairy, Anand.

More than 2,445 million people economically active in agriculture in the world, probably 2/3 or
even more ¾ of them are wholly or partly dependent on livestock farming. India is endowed with
rich flora & Fauna & continues to be vital avenue for employment and income generation,
especially in rural areas. India, which has 66% of economically active population, engaged in
agriculture, derives 31% of Gross Domestic Product GDP from agriculture. The share of
livestock product is estimated at 21% of total agricultural sector.

INDIAN DAIRY INDUSTRY (NDDB):-

National Dairy Development Board, an institution of national importance was setup by the
Government of India to promote plan & organize programmers for development of dairy & other
agriculture based & allied industries along co-operative lines on an intensive & nationwide basis.

9
Gujarat Co-operative Milk Marketing Federation

Gujarat Co-operative Milk Marketing Federation (GCMMF) is India's largest food products
marketing organization. It is a state level apex body of milk co-operative in Gujarat which aims
to provide remunerative returns to the farmers & also serves the interest of consumers by
providing quality products which are good value for money.

10
 SUDHA IN INDIA

A new organization “Bihar State co-operative milk producer federation limited” came into
existence to implement the project and the actual field work was taken up in 1983. the project
originality to complete within 3 years by the end of 1986 and was closed in 1988. After
extending of the project period twice each time by one year the project was implemented 8
districts of Bihar namely Patna, Barouni(Begusarai), Bokaro, Samastipur, Ranchi, Jamshedpur,
Muzzafarpur and Gaya.

The Sudha Diary of Bokaro district co-operative milk process societies limited has 22 years back
in the name of compfed. Sudha dairy is also approving by the National Dairy Development
board.

Any dairy industry has some important section as like:-

 Milk reception section

 Quality control section

 Processing and packing section

 Store keeping section

 Marketing section

 Administration section

 Cleaning section

11
 CHAPTER-2

COMPANY PROFILE

12
Company Profile

Sudha has developed wide marketing network to increase its sell in the market. Sudha is
providing quality products to its customers and has gained very good faith and is appraised very
much by the consumers for its good quality products.

Though there are many types of products in the market, this Gaya Dairy is mainly processes
milk. Sometimes according to the need/demand curd, lassi, misthi dahi, and paneer are also
processed.

To sell its products, the firm has divided the whole Gaya district in two zones-

A) North Gaya zone &

B) South Gaya zone.

There are different distributors in these zones. Through these distributors product is transferred
to the 200 retailers and different 47 Sudha outlets and also some other shops.

They provide directly to custmer if they given a special order to marketing section. They will
take a advance order if any function is happening in future. Function like marriage, govt meeting,
fair, or any party occasion

Funds for outlet are provided from district administration.

Milk is supplying in some dist as Jahanabad, Aara,Aurangabad, and some part of Nawada.

Per month net profit is 1-2 lakhs of Magadh unit, gaya.

As a marketing point of view they will conduct a market survey in a interval of every two month.
Survey regarding to its new product development, availability of product, price suitability,
improvement in product, customer satisfaction, interest of costumer in a particular product in a
particular zone. Due to this they have a com-lined department they will receive complain from
customer after that they will consult directly to customer area from which they are belong, they
will conduct a special survey on that particular area. Or they will communicate by phone. If

13
customer have a problem regarding to supply of bad milk, then organisation will consult to that
outlet or particular retailer. In a short way any how sudha dairy wants to his customer
satisfaction, in a marketing point of view this is a excellent marketing strategic plan. Because of
this sudha dairy has monopoly in market. on the basis of market it has two seasons.

1st one is on season that means highly milk demanded season, because off marriage time. The
period of this season is April to June month and November to January month. In this time
production of milk is about 40,000 to 60,000 litres per day, which is against the production
capacity of Gaya dairy. Production capacity of milk in Gaya dairy in approx 25,000 litre per day.

2nd one is off season that means regular milk demanded time. In this milk production is approx
20,000 to 25,000 litre every day. During the time of season they are facing scarcity of milk;
because of this as time to time they are using milk powder for balancing the demand and supply
in market .I think this is good marketing technique. I hope sudha dairy will maintain his
monopoly in future also.

14
 INTRODUCTION OF SUDHA DAIRY

The Bihar State Co-operative Milk Producers’ Federation Ltd. (COMPFED) was established in
1983 as the implementing agency of operational Flood programme of dairy development on
“Anand”pattern in Bihar.

   
Area of Operation

There are five district level Milk Producers' Cooperative Unions affiliated to the Milk
Federation. These milk unions are covering twenty-two districts and in addition four districts are
being covered by the Federation.

Different milk unions, which are organising the DCS network in these districts are as follows:

i. Vaishal Patliputra Milk Union, Patna covering Patna, Vaishali, Nalanda and Saran districts.

ii. DR Milk Union, Barauni covering Begusarai, Khagaria, Lakhisarai & Saharsa districts.

iii. Tirhut Milk Union, Muzaffarpur covering Muzaffarpur, Sitamarhi, Sheohar, East Champaran,
West Champran, Siwan and Gopalganj

iv. Mithila Milk Union, Samastipur covering Samastipur, Darbhanga & Madhubani districts.

15
v. Shahabad Milk Union, Ara covering Bhojpur, Buxar, Kaimur & Rohtas districts.

The Milk Federation has already taken up organisation of Dairy Co-operative Societies (DCS) in
the districts of Gaya, Jahanabad, Munger and Bhagalpur. Work has also been initiated in
Saharsa, Supaul and Madhepura districts.

The districts of East and West Singhbhum, Ranchi, Bokaro and Dhanbad now in Jharkhand are
being covered by the dairies directly under the control of Milk Federation for the supply of milk
and milk products to the urban consumers in these cities. Procurement of milk has been taken up
in Ranchi districts only.

DSC Organizations And Memberships

“Sudha” milk and milk product has become a symbol of qualitty. As on date nine out of ten dairy
plants are ISO:9001:2000 and HACCP:IS:15000 :1998 certified.

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TECHNICAL INPUTS AND MILK ENCHANCEMENT PROGRAMME

Various technical inputs to milk producers in a phase’s minor of milk production inchancement
programme and they are classified as follows.

1 : SUPPLY OF MILK TO URBAN CONSUMERS

The dairy suppply double toned milk to the urban consumers. Milk is packed in all proof
polythene bags [1/2] with fat and SNM 9% and supply to jahanabad distt. And Nawada distt.
And local market milk is sold both morning and evening through higher trucks with a view to
make the milk availability in the major part of the day at comparitively cheaper price.

2. PRODUCTION OF MILK PRODUCTS:

This is the only dairy manufaturing table butter in south Bihar . The “VIJAYA” table butter is
being marketed by this dairy in the major cities of country and has the goodwill of comsumers .
Each product has a separete production sell. All the machine and equipment are located within
the dairy.

3. ARTIFICIAL INSEMINATION SERVICES :

The dairy having a sperm production center and is maintaining 20 murrah bulla for semen every
year it is running 140 artificial inseminations centers at various society workers after giving
training them in veterinary first in artificial insemenation. They have initiated action of
strengthen the semen banks or produce one lack tones og murrah semen every year from 1993
onwards murrah bull breeding are also distributed to some of the societies where there is no
possibility of opening unions aid equpiments medicines liquid nitrogen contaners and other co
operative socity on free of cost .This union is giving incentives to the artificial insemination
workers for each artificial insemenation tones Rs. 3/- ans Rs 5/- for each confermed pregnancy
and Rs 12/- per each artificial inseminations calf born. They are extending this facility o all
societies where vatenairy institutions are not there .

4.CATTLE INSURANCE:
17
As discreationary inputs unions have undertaken milk cattle insurance on a massive scale. The
dairy in insuring the milk cattle of our milk producers with a confessional premium at the rate of
3%. Out of premier amount 113rd is born by society and milk producer has to bear only 113rd of
the premium. They insuring 5000 to 6000 milk animals in every year.

5.PROVIDING INCENTIVE TO SOCIETIES:

The remain is provides a matching contribution of Rs 5000 to every society as a contribution to

its building testing equipment’s have been provided to the societies after. Standardization on no
profits no loss basis by the union.

6.ANIMAL HEALTH /DUSEASE CONTROL:

The dairy is providing free of veterinary facilities , veterinary clinic to meet to needs of the milk
producers. Medicine also supplied at free of cost. Free vaccination is also implemented by this
dairy as a measure of prevention from contagious diseases.

ORGANISATIONAL STRUCTURE

COMFED

18
 CHAIRMAN(IAS)

MD(MANAGING DIRECTOR)

(IAS)

GM(GENERAL MANAGER)

ASSISTANT MANAGER
MANAGER
DEPUTY ASSISTANT
MANAGER DEPUTY MANGER

ASSISTANT MANAGER

 TECHNICAL OFFICER

 MILK PROCUREMENT OFFICER

FODDER DEVELOPMENT OFFICER

EXECUTIVE MANAGER (HEAD OF BRANCH DAIRY)

PROCESSING MARKETING EMPLOYEE

19
 GAYA DAIRY ORGANIGATOIN STRUCTURE

K.K. SHARMA (EXCUTIVE. OFFICER)

A.K PANDEY (MANAGEMENT REPRESENTATIVE/ FINANCE DEPARTMENT)

SANTOSH KUMAR(MARKETING DEP.)

J. RAI( MARKETING ASST)

NITISH GOSHWAMI (JR. MARKETING OFFICER)

JOB ON CONTRACT: BRAJ BHUSHAN KR. NIRALA(COMPUTER IN CHARGE)

RAJU(COMPUTER OPERATOR)

SUDAM (SERVICE BOY)

20
 MILK TESTING DEPARTMENT

Milk testing and quality control is an essential component of any milk processing industry
whether small, medium or large scale. Milk being made up of 87% water is prone to adulteration
by unscrupulous middlemen and unfaithful farm workers. Moreover, its high nutritive value
makes it an ideal medium for the rapid multiplication of bacteria, particularly under unhygienic
production and storage at ambient temperatures. We know that, in order for any processor to
make good dairy products, good quality raw materials are essential. A milk processor or handler
will only be assured of the quality of raw milk if certain basic quality tests are carried out at
various stages of transportation of milk from the producer to the processor and finally to the
consumer.

TECHNIQUES USED IN MILK TESTING AND QUALITY CONTROL

1. Milk sampling

Accurate sampling is the first pre-requisite for fair and just quality control system. Liquid milk in
cans and bulk tanks should be thoroughly mixed to disperse the milk fat before a milk sample is
taken for any chemical control tests.

2. Milk samples for chemical test

21
Milk samples for butterfat testing may be preserved with chemicals like Potassium dichromate.
Milk samples that have been kept cooling a refrigerator or ice-box must first be warmed in water
bath at 40 ºC, cooled to 20ºC, mixed and a sample then taken for butterfat determination. Other
preservative chemicals include Sodium acid at the rate of 0.08% and Bronopol used at the rate
of 0.02%.

3. The Gerber Butterfat test

The fat content of milk and cream is the most important single factor in determining the price to
be paid for milk supplied by farmers in many countries. Also, in order to calculate the correct
amount of feed ration for high yielding dairy cows, it is important to know the butterfat
percentage as well as well as the yield of the milk produced. Butterfat tests are also done on milk
and milk products in order to make accurate adjustments of the butterfat percentage in
standardized milk and milk products.

Apparatus for DF test:

 Gerber butyrometers, 0-6% or 0-8% BF

 Rubber stoppers for butyrometers
 10.94 or 11 ml pipettes for milk
 10 mls pippetes or dispensers for Gerber Acid
 1 mls pippetes or dispensers for Amyl alcohol
 stands for butyrometers

Treatment of samples

Fresh milk at approximately 20ºC should be mixed well. Samples kept cool for some days should
be warmed to 40ºC, mixed gently and cooled to 20ºC before the testing.

Procedure:
22
Add 10 mIs sulphuric acid to the butyrometer followed by 10.94 or 11 mls of well mixed milk.
Next add 1 ml of Amyl alcohol, insert stopper and shake the butyrometer carefully until the curd
dissolves and no white particles can be seen. Place the butyrometer in the water bath at 65ºC and
keep it there until a set is ready for centrifuging. The butyrometer must be placed in the
centrifuge with the stem (scale) pointing towards the centre of the centrifuge.

Spin for 5 min. at ll00 rpm.

Remove the butyrometers from the centrifuge.

Put the butyrometers in a water bath maintained at 65ºC for 3 min. before taking the reading.
The fat column should be read from the lowest point of the meniscus of the interface of the acid-
fat to the 0-mark of the scale and read the butterfat percentage.

APPEARANCE OF THE TEST

The color of the fat column should be straw yellow.

The ends of the fat column should be clearly and sharply defined.

The fat column should be free from specks and sediment.

The water just below the fat column should be perfectly clear.

The fat should be within the graduation.

The Lactometer test

Procedure:
23
Mix the milk sample gently and pour it gently into a measuring cylinder (300-500). Let the
Lactometer sink slowly into the milk. Read and record the last Lactometer degree (ºL) just above
the surface of the milk. If the temperature of the milk is different from the calibration
temperature (Calibration temperature may be=20 0C ) of the lactometer, calculate the
temperature correction. For each ºC above the calibration temperature add 0.2ºL; for each ºC
below calibration temperature subtract 0.2 ºL from the recorded lactometer reading.

Sample Milk temperature Lactometer Correction True reading

reading
No.1 17 ºC 30.6 ºL - 0.6 ºL 30.0 ºL
No.2 20 ºC 30.0 ºL Nil 30.0 ºL
No.3 23 ºC 29.4 ºL + 0.6 ºL 30.0 ºL

PASTURATION DEPARTMENT

Pasteurization

Pasteurization is the process of heating a liquid to below the boiling point to destroy

microorganisms. It was developed by Louis Pasteur in 1864.

24
Types of Pasteurization:
There are basically two methods of pasteurization in use
today- batch and continuous flow.

In the batch process, a large quantity of milk is held in a heated vat at 65°C. for 30
minutes, followed by quick cooling to about 4°C.

In the continuous flow process also known as HTST, for high temperature, short time, milk is
forced between metal plates or through pipes heated on the outside by hot water.

While flowing under pressure, the milk is held at 72°C. for at least 16
seconds. Before being chilled back to 4°C. or cooler, it flows through a heat
exchanger to pre-warm cold milk just entering the system.

The Purpose of Pasteurization

1. To increase milk safety for the consumer by destroying disease causing

microorganisms (pathogens) that may be present in milk.

2. To increase keeping the quality of milk products by destroying spoilage microorganisms and
enzymes that contribute to the reduced quality and shelf life of milk.

25
Pasteurization conditions used for milk products.

Holding
Pasteurization Type Typical Product Typical Storage Temperature
Time
Batch, vat Milk Refrigerated 145°F (62.8°C) 30 min
Viscous products, or
products with more than
" " 150°F (65.6°C) 30 min
10% fat or added
sweetener
Egg nog, frozen dessert
" " 155°F (68.3°C) 30 min
mixes
Continuous, high
temperature short time Milk " 161°F (71.7°C) 15 sec
(HTST)
Viscous products, or
products with more than
" " 166°F (74.4°C) 15 sec
10% fat or added
sweetener
Egg nog, frozen dessert
" " 175°F (79.4°C) 25 sec
mixes
" " " 180°F (82.2°C) 15 sec
Continuous, higher heat
Milk " 191°F (88.3°C) 1 sec
shorter time (HHST)
" " " 194°F (90°C) 0.5 sec
" " " 201°F (93.8°C) 0.1 sec
" " " 204°F (96.2°C) 0.05 sec
" " " 212°F (100°C) 0.01 sec
Continuous, Refrigerated,
Milk and cream 280°F (137.8°C) 2 sec
Ultrapasteurization extended storage
Aseptic, ultra high Room 275-302°F (135-
Milk 4-15 sec
temperature (UHT) temperature 150°C)
Sterilization Canned products " 240°F (115.6°C) 20 min

26
 PRODUCTIOM DEPARTMENT

Production dept. plays a vital role in the industry. In this dept. difference kind of dept. kinds of
milk products are prepared from their raw material. It is called as input output process of the
product. Meaning of PRODUCTION is simply that “To use material which is not in form to use
but through systematically process- it converts into finish products which can be use. The dept
handles various processes as RMRD, Processing, and Pouch Filling & Sterilized Flavored Milk.
For processing the milk, we have old and new process facility with different capacities. The milk
is passed through pasteurization, cream pasteurization transferred to milk storage tank and cream
storage tank, same procedure for new process capacity. For pouch filling, various packing limits
are available as per the market requirement after standardizing the milk at the required Fat &
SNF %. Current pouch filling capacity is sufficient enough to provide for market demand. As per
the requirement from the market, SFM bottles are being filled and dispatch from the plant. As
per the standards required for SFM batch, the pasteurized milk is being standardized and
taken in the lot of 1200 liters batch, sugar and approved Colors are being added to complete the
bottle filling. Daily inward of milk, pasteurization and standardization of milk, pouch filling and
dispatch and SFM bottle filling and dispatch records are being maintained at this level.

27
Main product :-

1. Milk:-

Standardized milk 4.5 fat/ 8.5 snf

Toned milk 3.0 fat/ 8.5 snf
Double toned milk 1.5 fat/ 9.0 snf
Whole milk 6.0 fat/ 9.0 snf

TYPES OF MILK  

 SUDHA GOLD
 SUDHA SHAKTI
 SUDHA HEALTHY
 SUDHA SMART
 SUDHA LITE
 SUDHA COW MILK

MILK PRODUCTS      

 GHEE
 ICE-CREAM
 LASSI
 MISTI-DAHI PEDA .

28
  PANNER
 SUDHA SPECIAL
 KALAKAND
 RASOGULLA
 GULABJAMUN
 PLAIN-CURD
 LEDIKENI
 BALUSAHI

NEW PRODUCT LAUNCHES  

29
OBJECTIVES:-

To add the value to the procured raw milk

To provide the nutritive diet to the consumers
 To preserve the milk for longer duration
 To manage the flow of milk

FUNCTION :-

 To produce the value added milk products like Ghee, Butter, and Powder etc

 To process the milk & allocate to various sections

 To preserve the milk for longer duration

 To manufacture milk powder to manage the excess liquid milk

 To collect the milk available from various villages

 To supply the excess liquidity milk to the needy expressive daries

 To handled the chilling centers related activities.

30
Milk flow process:-

PACKING DEPARTMENT
31
PROCESS FLOW CHART FOR POUCH MILK PACKAGING

MILK RECEPTION IN CAN AND TANKERS

↓
INSPECTION ANDTESTING
↓
UNLODING THROUGH ONLINE STRAINERS
↓
CHILLING
↓
RAW MILK STORAGE TANK
↓
BALANCE TANK OF PASTEURIZER
↓
CLARIFICATION
↓
PASTURIZATION (76.C FOR 15 SECONDS)
↓
OUTLET MILK<6.C
↓
PASTEURIZED MILK STORAGE TANK SAMPLE & TESTING
↓
CHILLING
↓
MLK STORAGE TANK
↓
POUCH MAKING BALANCE TANK
↓
POUCH FILLING
↓
CRATING
↓
COLD STORAGE ( <6.C)
↓
DESPACH TO VARIOUS PLACES

32
 PROCESS FLOW CHART OF PEDA PACKAGING

RAW MILK (FAT= 4.5%-4.6%, SNF = 8.6% - 8.7%)        

↓
CONDENSING IN KHOA MACHINE To 40% T.S OR BOILLING AND SLOW
STIRRING AT 1-1.5 KG/CMTILL 68-72% T.S CONCENTRATION 19-20%
OF MILK TAKEN
↓

COOL KHOA MASS TO 60 c IN THE PAN

↓

ADD SUGAR (? Rd OF KHOA OR 50% MILK T.S) AND CARDMOM

POWDER,0.1G/Kg OF PEDA . MASS MIX THROUGHLY IN PLANETARY

MIXER
↓

TRANSFER PEDA MASS TO COLD ROOM .COOL TO 10-15 C

SHAPE AND MOULDING TO STANDARD SIZE OF 12.5g EACH

s.no
. COMPOSITION AMOUNT
1 MOIST 15-16%
2 FAT 19-20%
3 SUGAR 20-30%
4 SNF 30-34%

33
 PROCESS FLOW CHART FOR LASSI PACKAGING

RAW / PASTEURIZED MILK (FAT - 4.5%, SNF - 8.5%)

↓
HEATING TO 85 C THROUGH PHE OR IN MULTIPURPOSE VAT FOR 1-2 UNITS
↓
COOL TO 42 C IN JACKEDTED VAT
↓
ADD PURE CULTURE 0.1% AT MILK
↓
INCUBATE AT 42 C FOR 3 - 4 HOURS & CENTRAL MAXIMUM ACIDITY TO 0.5%
↓
BREAK THE CARD AND PLUNGER VIGOUROULY . RAISE THE TEMPERATURE TO 50 C
↓
ADD SUGAR AND 28% OF THE CURD AND WATER 40% OF THE CURD
↓
HOMOGENISE AT 150 -200 lbs PRESURE
↓
PASTEURISE AT 80% AND COOL AT 4 C QUICKLY
↓
STORE IN TANK AT 4 C
↓
PACK IN 200 ml POLY POUCHES
↓
STORE LASSI SACHETS AT < 4 C IN COLD STORAGE YIELD = 117 - 118%

COMPOSITION ? FAT = 3.1 -3.2%

SNF = 6.0 – 6.2%

SUGAR = 14 – 15%

ACIDITY MAXIMUM = 0.7%

PROCESS FLOW CHART OF PANEER PRODUCTION

34
 RAW PASRED MILK (FAT = 0.45 - 5.0 %, SNF = 8.5% )
↓
HEATING TO 85 C IN PANEER VAT
↓
COOLING TO 70 - 75 C
↓
ADD 1% - 2% CITRIC ACID SOLUTION
↓
BRING DOWN PRECIPITATE TO 5.3 - 5.4% GET CLEAR GREENISH WHITE PRECIPITATE
↓
ALLOW COAGULENE TO SETTLE MAINTAIN
↓
CONGULENE TEMPERATURE TO 70 C
↓
DRAIN WATER AFTER 10 MINUTES
↓
TRASFER COAGULEEN/CURD TO PANEER HOOP'S LINED WITH CLOTH , USE 10 Kg HOOGS
↓
PUT THE PANEER HOOPS UNDER 3.4 Kg/cm2 PRESSURE FOR 15-20 MINUTES.USE PANEER
PRESS
↓
TAKE OUT PANER BLOCKS AND DIP IN 4 C PASTEURISED CHILLED WATER FOR 2-3 HOURS IN
COLD STORAGE
↓
PRODUCT YEILD = 15 - 17%

S.
NO COMPOSITIO AMOUN
. N T
1 FAT 58%
2 SNF 24-26%
3 MOIST 49-50%

MARKETING DEPARTMENT
35
The marketing is very broad concepts for the business. We can distinguish between social and a
Managerial definition of Marketing. A social definition saw the role Marketing plays in society.
One market said that Marketing’s role is to “Deliver a higher standard of living.” Here is a social
definition that serves our purpose Marketing is a societal process by which individuals and group
obtain of what they need and want through creating, offering and freely exchanging products and
services value with others. For Managerial definition, Marketing has often being described as
“the art of selling products”. Sudha dairy is having its goods reputation in the market because of
its best quality. Quality is the bench mark of Sudha dairy resulting in to raising the graph of
consumer demand and market. Federation transaction is ruling at federation decided prices, while
rest of pricing is independent to our union. Our union as also entered in export market, where the
price ruling is under the union control. Federation makes payment to the union on advance bases
or approximately within 10-15 days as per the requirement of union .

Purpose & scope:-

 To supply milk & milk products.

 To review customer requirement, resolving any requirements differing from established
norms.
 To meet customer requirement.

Responsibility & authority:-

 Sales coordination of liquid milk, Butter milk & flavored milk. Sales coordination of
milk products to various COMPFED depots & their bulk parties.
 Sales coordination of milk products to Defense.
 Liasioning with Government & legal agencies as & when required.
 Liasioning with National Co-operative Dairy Federation of India Ltd (NCDFI).

36
Activities:

 Milk, Butter milk, flavored milk sales: the liquid milk is sold in pouches, in cans &
tankers. The pouch milk will be supplied as per the requirement of milk distributing
agents.

 The appointment of milk distributing agent

 In case of an individual customer, milk, butter milk, chilled water is given in union's cans
vessel against cash payment basis. Product sales within district including village co-
operative societies: - the demand for ghee, butter milk, chilled water etc, within the
district is being met by selling the products to the individual customer or institutional
customers. The sale may be done against cash payment or cheque or DD or credit sales
depending upon the party.

 Export orders

Advertisement

“Sudha Dairy” is do advertisement of its product many different ways, which are under ,

- Advertisement through News paper

- Advertisement through Board and Hoardings
- Advertisement through Posters
- Advertisement through Internet

37
SUPPLY CHAIN MANAGEMENT

Supply chain of the Sudha dairy starts with the procurement of raw milk from the farmers and
then production of pasteurized milk and milk products till the finished products reaches the
consumers. The main component of supply chain is making or buys decision outsourcing
Purchasing, vendor selection, & information flow.

38
 Sudha Product Rate Chart

S.No. Particular Pack Size Consumer Pr.

1 Tonned Milk 1000 ml 22.00

2. Tonned Milk 500ml. 11.00

3. Standard Milk 1000ml. 24.00

4. Standard Milk 500ml. 12.00

5. Dtn. Milk 1000ml 20.00

6. M. Doai 100gm. 7.00

7. Lassi 200ml 8.00

8. Ghee 500gm 120.00

9. Peda 250gm 40.00

10. Butter 500gm 110.00

11 Butter 100gm 22.00

12. Buter 50gm 11.00

13. Paneer 200gm 31.00

14. Kalakand 100gm 17.00

15. Gulabjhamun 100gm 15.00

16. Rasgulla 100gm 15.00

17. Surbati (Special) 100gm 12.00

FINANCE DEPARTMENT
39
Finance Management is the part of the Managerial activity, which is concerned with planning,
and controlling of the firm’s financial resources. It is an applied branch of general management it
has to plan to organize and control the finance of the enterprise. Chief duties of financial
management are planning and control of corporate finance. Financial Management is called upon
to take three major decisions viz. Investment decision, financial decision, and dividend decision.
Financial Management involves the implementation of these three major decisions it is an
integral part of overall management rather than merely a staff activity concerned with fund
raising operations without sound management of financial resources, business cannot achieve its
objective and may occur heavy losses. Thus financing management in charge of efficient
planning and control of the cycle of flow of funds inflow and outflow of funds.
Structure of Finance Management
Chairman
Managing Directors
General Manager
Deputy General Manager
Assistant General Manager
Senior Manager
Managers
Deputy Manager
Assistant Manager
Sr. Executive
Executive
Asst. Executive
Jr. Executive
Sr. Assistant
Assistant
Jr. Assistant
Clerk

Process of Finance & Account

40
The accounting function covering mainly in Patna office and plant, there are some centers as like
Gaya plant, samstipur plant etc are performed by the Accounts Department at Patna head office
of Sudha dairy. All the purchase and sales for Sudha dairy are executed from the Patna head
office centrally. The purpose and scope of Account process are Management of Financial
resource of the union accurate and timely payment to societies and supplies, maintain proper
books of the union and advise COMPFED dairy’s management of the performance of the union
based on accounting records, finance process includes the accounting functions of payables,
Receivable, Cash Management, Asset Management, and General Accounting & Reporting
functions including Budgeting. It also covers Costing activities performed at Sudha dairy. The
Audit Budgeting and Costing process are performed by the internal Audit department in
closeness with Accounts Department.

Financial Planning

A firm needs to manage its resource effectively and efficiently to achieve its objective. The
managing of resources in an a effective manner is possible only when the management work out
the future course of action in advance and take decision in professional manner and rational
manner that’s why financial planning is very important Financial planning is a statement
estimating the amount of capital and determining its composition. It includes;

 Determination the amount needed for implementing the business plans.

 The determination form and proportionate amount of securities.
 Laying down the policies as to administration of financial plan.

Steps for Financial Planning:-

 Analysis of past performance

 Establishing objective
41
  Determine investment need
 Forecasting cash flow
 Financing

Magadh Dairy , Gaya

Balance Sheet

1 Apr. 2008 to 31st March 2009

Liabilities Assets
Capital Account 3,62,68,969.45 Fixed Assets 2,24,51,495.68

Loan(Liability) 1,45,26,354.19 Investment 1,75,91,151.009

Current Liabilities 94,66,849.89 Current Assets 2,66,97,906.83

Branch/Division 1,47,19,053.03 Profit &Loss a/c 82,40,673,05

7,49,81,226.56
Total Total 7,49,81,226.56

42
CHAPTER – 3
43
 LIMITATION

LIMITATION

The following limitations are found in Magadh dairy, gaya ( COMFED):-

1- Direct interaction with the company officials is very difficult and sometime s impossible due
to their time constraints and hence primary data found to be insufficient.
44
2- Due to the time provided by the organization to conduct our project was limited. It was
sufficient for us to collect more information about the topic.
3- Organization was not leak out their actual data/information, as it may be advantageous to the
competitors.
4- The time provided was insufficient to cover all the departments of the union.
5- Constraint of time due to busy schedule due of organizational personnel.
6- The personal interview was idealistic and informative.
7- It was not possible to go deep into the operation has some information were confidential.
8- I relayed on the same sensory perception and memory for the collection of data.
9- The employee did reply the question arises fully and effectively. This also affected my study.
10- Analysis and interpretation of the report is purely based on the manual provided by the
marketing department.

CHAPTER – 4

45
 OBJECTIVE OF STUDY

OBJECTIVE OF THE STUDY:

1) To access probable volume of future sales.

2) Top study the features which will beneficial for the product in future.
3) The consumer complaints regarding quality, packing supply of the product.
4) To observe all techno non aspects prevalent in this market.
5) To analyze the base of consumer satisfaction and what type of measure should be taken to
increase it.
6) To analyze the consumer dissatisfaction and what remedies should be taken.

46
7) To remove the misconception almost dairy milk in consumers. To identified the operational
performance of the compfed .
8) To examine the factors of affecting organizational performance.

9) Bring out the result of structure of the organization.

10) To identify market strength of the Compfed through short term projections.

11) To know about the liquidity position of the Compfed.

12) To know about efficiency of the working capital

13) To study all the different bodies of the Compfd

14) To know the financial condition of Comfed.

15) To know the compacted share of company product.

16) To know the consumer acceptance of purchase of product.

CHAPTER-5

47
GOVERNMENT POLICIES &
INCENTIVES

48
Goverment policies related to DAIRY industries

 The industrial development and regulation act of 1951 discouraged the new entrants in
the industry but now anyone can enter in the dairy industry for their respective business.

 Suitable price environment is created which is the main factor for the growth of dairy
industry.

 Recently India has put a ban on import of Chinese dairy products.

 The milk and milk products order was amended in 2003 and emphasized on hygiene ,
quality and food safety of milk and milk products.

 Adopting ISO certification & HACCP programmes.

GOVERNMENT INCENTIVES

 Tthe village level primary dairy cooperative societies are exempted from payment of
income tax.

 However district and state level cooperatives are levied income tax @ 35%

 Union government has decided to provide subsidies to all cooperative milk marketing
institutions for switching over to natural vanilla as a flavored ingredient in their various
milk based products.

 In yet another step towards fighting against inflation the govt. has withdrawn export
incentives on skimmed milk & other dairy products.

 Benefits provided under Vishesh Krishi Gram Udyog Yojna (VKGUY) & focus
market scheme have been withdrawn for export of skimmed milk products ,casein(milk
protein) & other milk products.

49
 CHAPTER – 6

RESEARCH
METHODOLOGY

50
RESEARCH METHEDLOGY

The information collection process and methodology which I followed primary and secondary
both resources. In primary research, I collected data with the help of questionnaire & interview
method. I also used secondary sources of information including books, business journals,
websites and other such modes of information generation.

RESEARCH METHODOLOGY – USED

Marketing Research is a process of collecting and analyzing marketing andultimately to arrival at

a certain conclusion Magadh Dairy Project (MDP) is a concern, whichis marketing the product
having different brands. Thus a survey method of marketingresearch is essentially exploratory in
nature. Thus, I opted from “Questionnaire” methodfor conductive survey about the SWOT
analysis of Sudha milk for Magadh Dairy Project (MDP).

DATA:

In this research I have used both the methods of data collection i.e. primary&secondary. Primary
data is collected through questionnaire and secondary data iscollected through in house journals,
sales person, and dealers/retailer. The basic focus ofthe survey was to do SWOT analysis of
different brand of milk for MagadhDairy Project,Gaya.

Sampling Method:
Judgmental sampling:
The samples were on judgment and convenience. A sample size of 100respondents was taken.
The sampling unit was customer of Patna for which this samplesize as considered a fair
representative of the mentioned is. The sample consisted ofdealers /retailers spread over the
entire area of the distributor.For analysis & interpretation of data the research used
No. Of Respondent
Percentage =-------------------------------------------- X 100
Total no. Of respon

51
 CHAPTER – 7

ANALYSIS AND
INTERPRETATION

ANALYSIS OF MARKET SURVEY :-

We did survey in several areas of GAYA

52
AREAS ARE:-

1: which age group enjoy the Sudha product more ?

No of
Age respondents
a)1 - 10 yrs 5
B)10 - 20 yrs 10
C)20 - 30 yrs 38
D)30 - 40 yrs 55
E)40 - 50 yrs 26
F)Above 50 16
Total 150
Average 25

No of respondents
160
140
120
100
80 No of respondents
60
40
20
0
s s s s s 0 l ge
yr yr yr yr yr 5 ta
ve To ra
10 20 30 40 50 e
- - - - -
Ab
o Av
a)
1 10 20 30 4 0
F)
B) C) D) E)

INTERPRETATION :
1. THE ABOVE GRAPH INDICATES THAT THE AGE GROUP BETWEEN 20 TO 30 YEARS LESS
ENJOYING THE SUDHA PROJECTS COMPARE TO THE AGE GROUP OF 30 TO 40 YEARS IS MORE
ENJOYING THE SUDHA PRODUCTS.

2. What is the consumption pattern according to education label ?

53
 No of
Qualification respondents
a) Below 10th 10
b) 10th 21
c) 10+ 2 41
d) Graduate 68
e)P . G & + 10
Total 150
Average 30

No of respondents
160
140
120
100
80 No of respondents
60
40
20
0
th th 2 te + l ge
+ ta
10 10 10 dua G
& To era
w b) c) a . v
elo Gr e)
P A
B d)
a)

INTERPRETATION

The above graph shows that educated person are more enjoying the SUDHA products compare
to the illiterate persons so company can give more emphasis on brand awareness progammes.

3. What is the consumption of sudha products through service wise an industry wise?

1)Service    
a)Govt.   38

54
 b)private   23
2)Business    
a)Cottage industry   70
b)Small scale
industry   10
c)Medium sale
industry   9
TOTAL   150
AVERAGE   20

160
140
120
100
80
60
40
20
0
ice t. at
e
es
s y try try
L GE
v ov v n str us us TA
RA
er ) G r i si du d d TO E
1 )S a
b)
p Bu in in in AV
2) age a le ale
tt sc s
) Co all i um
a Sm ed
b) c)M

INTERPRETATION :

The above graph indicates that service sector i.e.government employees enjoying sudha products
more than private sector employees . But in business sector the cottage industry people are more
enjoying SUDHA products with to rest two options .

4. which products do you use regulearly?

55
 OPTIONS NO. OF RESPONDENTS PERCENTAGE OF RESPONDENTS
MILK 45 30%
LASSI 18 12%
BUTER MILK 33 22%
DOOHPEDA 24 16%
GHEE 17 11%
ALL THEABOVE 13 9%

45
40
35
30
25
20
NO. OF RESPONDENTS
15 PERCENTAGE OF
10 RESPONDENTS

5
0
I EE E
ILK SS ILK ED
A
OV
M LA R
M P GH B
TE OH HE
A
BU DO L T
AL

INTERPRETATION :

From the above analysis it is clear that about 30% of the respondants prefer milk ,12% opted for
lassi ,22% prefer butter milk ,16% prefer doodhpeda and remaining 11% prfers ghee , 9% of
respondents prefer all the above.

5:Which milk producer company do you prefer?

Milk producer No. of percentage

56
 company respondents
Raj milk 20 13%
Sudha 55 36.60%
Amrit 25 16.60%
Milk man 50 33.33%
Total 150 100%

160

140

120

100

80 No of respondents
percentage
60

40

20

0
Amul sudha Amrit Milk man Total

INTERPRETATION :

The survey defines that milk man is a good competiter ofsudha dairy in magadh area so
sudha should try to improve their management qualities.

6: Which media make you aware about the milk producer company?

MEDIA No. of Respondents Percentage

57
 a) Television 45 30%
b) News paper 45 30%
c) Realitives 35 20.32%
d) Radio 25 16.60%
TOTAL 150 100%

160

140

120

100

80 No. of Respondents
Percentage
60

40

20

0
a) b) News c) d) Radio TOTAL
Television paper Realitives

INTERPRETATION :

This survey shows that 30% of the respondents is aware for milk producer company on both t.v
& newspaper but 20.32% aware from the realitives .

58
7: What do you think about the prices of SUDHA products ? Is it …

PRICES NO. OF RESPONDENTS PERCENTAGE OF RESPONDENTS

Reasonable 55 36.66%
Moderate 45 30%
Unreasonable 50 33.33%

60

50

40

NO. OF RESPONDENTS
30 PERCENTAGE OF
RESPONDENTS
20

10

0
Reasonable Moderate Unreasonable

INTERPRETATION :

In this survey it is prove that 36.6% is happy with the sudha price & 33% is not happy with &
30% can not change the price of sudha product.

8 : where do you purchase milk products regulairy ?

59
 NO. OF PERCENTAGE OF
OPTION RESPONDENTS RESPONDENTS
SUDHA
BOOTH/PARLOUR 85 56.66%
HOME DELIVERY 30 20%
GENERAL STORE 35 23.33%

90
80
70
60
50
40
30
20 NO. OF RESPONDENTS
10 PERCENTAGE OF
RESPONDENTS
0
R Y E
OU ER OR
L IL V T
AR E LS
/P ED ER
A
TH M N
O HO GE
BO
A
UDH
S

INTERPRETATION

The above graph shows that more people finds sudha products from booth/ parlour 20% people
finds from home delivery& 23.33% finds from general store , so there should open more booth
for customer. more booth for customer.

9 : Which grade of SUDHA milk do you use ?

OPTION NO. OF RESPONDENTS PERCENTAGE OF RESPONDENTS

Sudha Gold 50 66.60%
Sudha Shakti 35 23.30%
Sudha Healthy 20 13.30%
Sudha Smart 15 10%
Sudha Lite 10 6.70%
Sudha Cow Milk 20 13.30%
60
 50
45
40
35
30
25
20
NO. OF RESPONDENTS
15
10 PERCENTAGE OF
RESPONDENTS
5
0
Sudha Sudha Sudha Sudha Sudha Sudha
Gold Shakti Healthy Smart Lite Cow
Milk

INTERPRETATION

From the above analysis, it is clear that about 66.6% people uses sudha gold for the purpose of
drinking, 23.3% opted sudha shakti, 13% opted sudha healty in joint faimly & 13.3% uses for
tea .

10: what is the axact sudha performance through mentioned particulers by questioning to
customers ?

SUDHA/SCAL Below
E Excellent Good Average Average Poor
MultipleProduc
t 50 60 20 10 10
CRM 45 40 30 25 10
Price 35 25 25 25 40
Taste 50 40 35 20 5
Brand Value 45 40 40 10 15
Easy Access 25 35 50 15 25

61
 60

50

40

Excellent
30 Good
Average
Below Average
20 Poor

10

0
Multiple C R M Price Taste Brand Easy
Product Value Access

INTERPRETATION

This survey of respondences according to the performance of the particulers services sudha has
more varities & its taste is delicious , but the cost of the prodct should be decrease and the
delivery system should be easier.

11 : what is the sudha performance through mentioned particulers by questionong to the

outlet owners ?

SUDHA / SCALE Excellent Good Average Below Average Poor

Sale of product 50 30 25 35 10
Supply 35 60 20 20 15
Profit 35 25 45 15 30

62
 Schemes of sudha 20 30 25 30 45

60

50

40

Sale of product
30 Supply
Profit
20 Schemes of sudha

10

0
Excellent Good Average Below Poor
Average

INTERPRETATION

The above survey Shows that sale of sudha product is excellent and supply process is good but
the scemes of sudha is not up to the mark . that is the reason the profit is very poor, so sudha
should come with new scemes & incentives offer.

CHAPTER - 8

63
 SWOT ANALYSIS

SWOT ANALYSIS

After a keen observation over the organisation and various departments of COMPFED the
following strength, weakness, opportunity and threats are known.
STRENGTH
1. Own procurement of milk from different cooperative dairy

2. No any dairy is as bigger in operating in its area of operation.

64
3. Distribution system
(a) Distribution of milk and its products from dairy.
(b) Thousands of outlet are scattered in the different local town and in adjacent town run by
retailers.

4. Many type of products as per ISO standard certified by ISO 9001, 2000.

5. Well connected with all India milk grid like other dairy of the country e.g. ANDHRA
PRADESH, ORISSA, MAHARASTRA.

6. The infrastructure of COMPFED is very much suited for the processing of the milk &thus
assures quality of milk.

7. COMPFED has a good product position in the market.

8. COMPFED maintains competitive pricing.

WEAKNESS

1. Procurement area sometimes goes into flood due it procurement of milk gets less/decreases.

2. Generally procurement areas are in Bihar.

3. Milk has been the part time business of agents of COMPFED.

4. During the flush season COMPFED has to suffer losses due to availability of surplus milk.

5. The commission structure of the agents is less when compared to the paid by other dairy.

65
6. Low advertising.

OPPORTUNITY

1. The existing information can be utilized for a longer capacity.

2. COMPFED is assumed with the availability of freash milk throughout the year.

3. CONSUMER AWARENESS OVER THE PRODUCTS HAS BEEN INCREASING OVER THE YEAR.

4. COMPFED has a good scope for its product diversification.

5. There is a gradual growth in the cities industries hotels by which COPMFED products
can get a good market.
6.COPMFED is its way to obtain ISO 9002 certificate.

THREATS

1. Day to day increase in the milk procurement.

2. Entering of MNC’s into dairy industry.

3. Inter dairy competition.

4. Unethical marketing practices of private brands.

5. Competetors pay their agents with a higher commission, which creates a threat to
COMPFED.

66
6. The overhead cost of competition are lower, compared to that of COPMFED.

67
 CHAPTER -9

SCOPE OF SUDHA IN DAIRY

INDUSTRY

68
SCOPE OF SUDHA DAIRY

Sudha is based on absolute ground level of marketing company was responsible for the dairy and
milk revolutionary in the late of 1940’s and the villagers and farmers from different regions of
Gujarat and bring the operation flood. Sudha has various products and has distinction of having
every possible dairy product in its product line. The secret behind Sudha’s success is the
constant innovation with superior quality in its products.

Sudha divides its strategic plan in 5 steps:

1) Mapping the market

2) A value identification

3) Segment the market /Audit

4) Understanding the actual customers

5) Also concentrate in Niche marketing

(1) Before starting the production Sudha locate the market of any place in India as well as
abroad. They spot out or highlight that portion of the market at which demand is
reasonable.

2) After mapping it, the second important step, there economical backup or response from the
customers counted on. The market strategy of Sudha is that they calculate the possible return
that may come from the product.

3) Segmentation of market is the main source of success for any high rofile business. A
company like Sudha cannot proceed for any production, they have to segment the market
properly & practically. After that their outcome will resemble with the expected one.

69
 4) Almost the whole Indian market is dominated by Sudha. They are trying to capitalize,
before launching of any product by Sudha they must realize hat what their potential
customers are expecting from them so, in this way Sudha company very much conscious
about their customer.

5) Niche marketing is another innovative outcome of latest concept and which adopted by
Sudha. To be successful in today’s competitive arced; a company must capture the minute or
small segment of any huge market. It order to do that, the marketing structure of company
must be very choosy & intellectual. So that it can reach upto that small segment. By
capturing such segment Sudha is acquiring huge market.

SCOPE FOR FOREIGN INVESTMENT:

India's dairy sector offers a good opportunity to NRI and foreign investors in and around India.
The region around India is a land of opportunity for foreign investors looking for new and
expanding markets. Growth prospects in the dairy sector are bright. Key elements of free market
system, raw material (milk) availability, an established infrastructure of technology and
supporting manpower are in place. Among several areas of potential participation, India offers
foreign investors a well balanced package of fiscal incentives for exports and financial
investments. It includes complete tax exemptions and tax holiday. Foreign investors have a wide
choice in entering industrial, financial or service sector of the dairy industry in the country. As
we approach the last few years of the century, it is appropriate to look back at what India's dairy
Industry has achieved as also look forward to the 21st century, its challenges and opportunities.
Before we look to the future, we should acknowledge the contributions of those who have made
possible today's self-sufficiency in India's milk production. Our bottomline is our people. Value
for us is the quality of life of millions of farm families.

70
 CHAPTER – 10

SUGGESTION AND

RECOMENDATION

SUGGESTION

71
 1. Management should think over pricing beacuse traditionally price has been the mjor
determinate of a buyers across the globe . although nonprice factorsbecome quite
important in the last few decade , price still remains an important factors in determaning
sales and profitability.

2. Management should adopt the pricing strategies of 4p’s marketing i.e.products ,price
promation &place.

3. Company does not have any brand ambassador for the promotional & expansional
activity of SUDHA products to acquire more market share.

4. Give offer and gift hampers to regular customer for customer delight.

5. Introduce some innovation in milk related products such as change the packageing style.
6. Use educated vendors.
7. Advertising is low price , so it should be increased.
8. A plan should prepared for marketing of milk products on both shorts term and long term
basis , with the help of advertisement and JAN JAGRAN programme in regular intervl
both urban and rural areas.
9. Introduce small @ 5 Rs which is affordable for the students & low income people.
10. The compfed should increase their productivity and give best quality to be in the
competition.
11. Marketing is not consumer, they should take prior interst in the consumer tastes and
preferences , &don’t emphasis on traditional strategy salee what comfed make.
12. Try to develop loyal relationship with consumers.

RECOMENDATION

72
In this study I have learnt practically about how the analysis should be made with the help of
various marketing statements and I also understand the importance of finance in an organization.

In this study I find out many things such as:-

1. The level of working capital maintained by the union is adequate to meet the short term
liquidity position of the union.

2. The short term working capital requirements were meet from internal sources, cash
credits and inter union borrowings.

3. The union has its own policies and procedures and regarding its financial transactions.

4. The union follows the optimum capital structure policy.

5. The government is not very helping for the organizations so the development of the
organization. The government should give some offer for the development of the
organization. The government should launch some scheme for the cooperative bodies.

6. The middleman is taking so much money for supplying of the milk in the COMPFED so
the organization should think seriously for the benefits of the vendors.

7. The organization lack the attitude towards the work means the employee are not too
much dedicated towards their role.

8. The government is not recruiting the new employee so the government should recruit
new employee so that organization strength becomes high.

9. The COMPFED should increase their productivity and give best quality to be in the
competition.

73
 CHAPTER – 11

CONCLUSION

74
CONCLUSION

1. Gaya is very huge market of Sudha’s product and the main player of this product are :
 SUDHA
 NESTLE
 LOCAL PRODUCT
 IMPORTED PRODUCT

2. Among these brands the sale of Sudha’s is very high and it is

followed by Sudha .

3. Sudha is top in the list among different brand in Gaya.

4. Most of customer prefers Sudha’s product than other.

5. Share of sudha is increasing very gradually and it is good sign for the Sudha company.

6. Sudha is not properly aware of the promotional activities regarding Product.

7. Due to electricity break down problem in Gaya effects the Sudha’s product or other’s
product very much especially in summer seasons.

8. Best season for Sudha’s product is the time of festival like Durga puja, Dipawali, id ,
bakrid , Holi .

9. In the Gaya the sale of Sudha’s milk, chease is very high because of marriage ceromony.

10. In the month of May and June the school, colleges are usually closed in this period so,
the sale of Sudha Ice-cream is goes decreasing in this period .

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 CHAPTER - 12

ANNEXTURE

QUESTIONNAIRE OF CONSUMER SURVEY

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S ERIAL N O . : ..........................................................................
N AME OF C ONSUMER : ......................................................................
A DDRESS : ..........................................................................
M OBILE N O . : .....................................................................
Email ID : …………………………………………………………

1: which age group enjoy the Sudha product more ?

No of
Age respondents
a)1 - 10 yrs
B)10 - 20 yrs
C)20 - 30 yrs
D)30 - 40 yrs
E)40 - 50 yrs
F)Above 50
Total
Average

2. What is the consumption pattern according to education label ?

No of
Qualification respondents
a) Below 10th
b) 10th
c) 10+ 2
d) Graduate
e)P . G & +
Total
Average

3. What is the consumption of sudha products through servicewise an

industrywise?

1)Service    
a)Govt.  

77
 b)private  
2)Business    
a)Cottage industry  
b)Small scale industry  
c)Medium sale industry  
TOTAL  
AVERAGE  
4. which products do you use regulearly?

OPTIONS NO. OF RESPONDENTS PERCENTAGE OF RESPONDENTS

MILK
LASSI
BUTER MILK
DOOHPEDA
GHEE
ALL
THEABOVE

5:Which milk producer company do you prefer?

Milk producer No. of

company respondents percentage
Raj milk
Sudha
Amrit
Milk man
Total

6: Which media make you aware about the milk producer company?

MEDIA No. of Respondents Percentage

a) Television
b) News paper

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 c) Realitives
d) Radio
TOTAL

7: What do you think about the prices of SUDHA products ? Is it …

PRICES NO. OF RESPONDENTS PERCENTAGE OF RESPONDENTS

Reasonable
Moderate
Unreasonable

8 : where do you purchase milk products regulairy ?

NO. OF PERCENTAGE OF
OPTION RESPONDENTS RESPONDENTS
SUDHA
BOOTH/PARLOUR
HOME DELIVERY
GENERAL STORE

9 : Which grade of SUDHA milk do you use ?

OPTION NO. OF RESPONDENTS PERCENTAGE OF RESPONDENTS

Sudha Gold
Sudha Shakti
Sudha Healthy
Sudha Smart
Sudha Lite
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Sudha Cow Milk
10: what is the exact sudha performance through mentioned particulers by questioning to
customers ?

Below
SUDHA/SCALE Excellent Good Average Average Poor
MultipleProduct
CRM
Price
Taste
Brand Value
Easy Access

11 : what is the sudha performance through mentioned particulers by questionong to the

outlet owners ?

SUDHA / SCALE Excellent Good Average Below Average Poor

Sale of product
Supply
Profit
Schemes of sudha

S IGNATURE OF C ONSUMER S IGNATURE OF

S URVEYOR .

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