TABLE OF CONTENTS

CHAPTER 1 -

INTRODUCTION

a) History of milk industry

b) Small business in sagar city
c) Sourabh milk overview
CHAPTER 2 MARKET PLAN AND ANALYSIS
a) Product nature
b) Target market
c) Market mix
CHAPTER 3-

RESEARCH METHODOLOGY & DESIGN

a) Objective of the study

b) Research methodology
c) Data collection mathod
CHAPTER 4 -

DATA ANALYSIS AND INTERPRETATION

CHAPTER 5-

FINDINGS AND SUGGESTIONS

CHAPTER 6-

CONCLUSION

CHAPTER 1 -

INTRODUCTION

History of milk industry

Traditionally, in India dairying has been a rural cottage industry. Semi-commercial
dairying started with the establishment of military dairy farms and co-operative milk
unions throughout the country towards the end of nineteenth century.
In earlier years, many households own their own family cow or secured milk from a
neighbor who had one. With the increase in urban population fewer households could
afford to keep a cow for private use and moreover there were other problems also like
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.
Gradually farmers living near the cities took advantage of their proximity to the cities
and began supplying milk to the urban population; this gave rise to the fluid milk-sheds
we see today in every city of our country.Prior to the 1815 most milk was necessarily
produced within a short distance of the place of consumption because of lack of suitable
means of transportation and refrigeration.
The Indian Dairy Industry has made rapid progress since independence. A large
number of modern milk plans and product factories have since being established. These
organized dairies have been successfully engaged in the routine commercial production
of pasteurized bottled milk and various western and 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 Sanchi dairy, Anand. Indian dairy sector is
still mainly and unorganized sector as barely 10% of our total milk production undergoes
organized handling.

a) Small business in sagar

In sagar city there are many small business running.
NIC CODE
NO.
20
22
23
24.

25.
26.

27.
28.
29.
31.
30.
32.
33.
35.
36.

97.
01.
Total

TYPE OF
INDUSTRY
Agro based
Soda water
Cotton textile
Woolen, silk &
artificial Thread
based clothes.
Jute & jute based
Ready-made
garments &
embroidery
Wood/wooden
based furniture
Paper & Paper
products
Leather based
Chemical/Chemica
l based
Rubber, Plastic &
petro based
Mineral based
Metal based (Steel
Fab.)
Engineering units
Electrical
machinery and
transport
equipment
Repairing &
servicing
Others
3569

NUMBER OF
UNITS
1303
04
13
08

INVESTMENT
(Lakh Rs.)
651.50
9.11
18.11
16.17

EMPLOYMENT
(No.)
2606
13
17
22

01
572

2.15
228.80

04
1144

639

33.96

918

11

22.13

19

12
63

25.19
40.12

22
87

68

34.12

103

111
118

520.32
320.14

207
222

107
03

108.27
12.13

208
18

509

152.70

1054

27

5.00
2199.92

40
6704

Sourabh milk overview

Bhopal, July 5: A Mumbai-based industrialist has offered to set up an export-oriented
dairy plant in Madhya Pradesh with a total investment of Rs 200 crore. Saurabh Dairy
Chairman Kunwarji Bhai Badodaria along with a high- level team met Chief Minister
Shivraj Singh Chouhan here yesterday in this regard and proposed to set up the dairy
plant either at Bhopal, Indore or Ujjain.
Mr Chouhan offered to provide government assistance in the endeavor, official
sources said. The dairy plant and chilling plant, having a capacity to produce five lakh
litre dairy, will be set up at a cost of Rs 50 crore , while another Rs 150 crore will be
spent to assist the farmers and unemployed youth to become self-reliant in dairy sector.
The farmers will be provided loan to purchase about 50,000 indigenous cows. Along
with milk powder, milk protein powder, electros, ghee and butter would be produced with
a target to export 70 percent of the products. Production of byproducts like cow urine
based pesticide, bio-gas, gobar-gas power plant, bio-farming would be promoted by the
company, according to its Managing Director Chetak Badodaria.
An ISO 9001: 2000 certified company . Anik Industries Ltd. is the proud inheritor
of an enviable state of the art infrastructure of the two component units which are
working in perfect synergy to provide an output and growth unlike any other. The
combined infra-structure is as formidable as it looks:
Milk Processing plant for manufacture of ghee and Skimmed Milk Powder at Etah, on
Agra-Aligarh Highway, U.P., India with an installed capacity of processing 300,000 litres
of milk per day supported by 5 chilling centres spread across U.P. to milk producers in
800 villages in the Ganges plain. This is an ISO 9001:2000 Certified Plant.
Milk processing unit for manufacturing of Ghee, skimmed milk powder, whole milk
powder, cheese, butter etc. at village Bilawali, Distt. Dewas, M.P., India with a capacity
to process 2, 40,000 litres of milk per day. Supported by 11 chilling center spread across
M.P. to milk producer in more than 5000 villages. The unit has been granted license as
standard grade from the Bureau of Indian Standards for skimmed milk powder and

Special Grade status for pure ghee. This is an ISO 9001: 2000 and ISO 22000: 2005
(HACCP)
Certified Plant.
Milk processing unit for manufacturing of Ghee and liquid milk at 98, Govind Pura
Bhopal, M.P, India, with a capacity to process and pack 1,00,000 litter of milk per day.
Today at Anik we manufacture two different Brands- ANIK as premium
brand, and SOURABH as Popular Brand.
Wind Power generation plant have been commissioned in Jaisalmer

(Raj). And

Dewas (M.P.).
Soya Protein Isolate and Concentrate manufacturing unit with a capacity of 600 MT
p.a. is situated at Dewas (M.P.)

CHAPTER 2 MARKET PLAN AND ANALYSIS

Sourabh milk Products
ANIK SPRAY: SKIMMED MILKPOWDER
Anik Spray is manufactured from fresh milk 6TFDwith perfect / instant mixing properties
without forming lumps in the final product. It is an excellent product providing high milk
proteins and is widely used in making sweet dishes. Uniformly mixing and superbly
white, Anik Spray skimmed milk powder is most suitable for all milk preparations
including confectionery and sweets. The powder blends perfectly with the dish you
make and giving you delicious taste.
Standard Packing:Poly pouch : 100 Gms / 500 Gms / 1 Kg
Poly Jar : 200 Gms / 500 Gms.
ANIK ANY TIME: DAIRY MIX USED FOR TEA & COFFEE
Anik Anytime is a white sweet milk powder and a premium dairy mix having 18% Fat. Its
freshness and rich taste gives sparkling whiteness to Tea / Coffee... Anik Madhur Low in
calories with just 4% fat.. Anik Madhur is the dairy mix of choice for everyone looking at
a low fat, high protein milk substitute that does not increase cholesterol.
Standard Packing:Pouch : 200 Gms, 500 Gms and 1 Kg
Carton Pack : 200 Gms and 500 Gms
SOURABH : PURE GHEE
Meets the Agmark special grade
specification of the Agmark Scheme

(1938) of Government of India

CA No. A/I 004824r
Special Feature: Creamy white granular texture with traditional rich aroma. Rich source
of vitamin A, D, E and K.
Standard Packing:Packs: 200 ml, 500 ml. & 1.0 liter, 1.0 Kg
Tin Packs: 15 kg
SOURABH: DAIRY WHITENER
Ingredients: Partially skimmed milk and sugar
Composition: Available on request as per the IS Specification
* Excellent natural miscibility
Packed in inert atmosphere of nitrogen.
Standard Packing:200 Gms, 500 Gms & 10.0 Kg packsSOURABH : WHOLE MILK POWDER ( SPRAY
DRIED )
Application: A dairy in your home
Ingredients: Toned Milk
Composition: Available on request as per the Specification Packed in inert atmosphere
of nitrogen
Standard Packing:500 Gms, 1.0 Kg & 25.0 Kg packs

Marketing Mix

In market as there many types of products are available so it becomes difficult for the
marketers to peruse the right segment market so that they can position their product
effectively to target customer. In order for this they use mix of tools of marketing, which
is, know as marketing mix.
Marketing mix is a set of marketing tools that the firm uses to peruse its marketing
objectives in the target market. Theses tool s can be classified broadly into four Ps of
marketing, Product, Price, Place, and Promotion

PRODUCT
1.
2.
3.
4.

Variety
Quality
Design
Brand Name

PRICE
1. List Price
2. Discounts
3. Allowances
4. Credit Norms

PLACE
1. Channels
2. Coverage
3. Locations
4. Inventory

PROMOTION
1. Advertisements
2. Sales Force
3. Public Relations
4. Direct Marketing

DISRIBUTUION CHANNEL
In todays economy, most producers do not sale goods directly to final consumer. But between
them and final consumer their stand host of marketing intermediaries such as Brokers,
Distributors, retailers, sales agents searching of customers and may negotiate on behalf of the
producers and do not take the title of the goods these are what called middleman
A distribution channels performs the works of moving goods from the producer to consumers. It
overcomes the line, place and increases the utility of goods and services.

CHAPTER 3-

RESEARCH METHODOLOGY & DESIGN

Research methodology
A research methodology tells you what you have to do, to mange your projects
from start to finish. It describe every step in the project life cycle in depth so you
know exactly which takes to complete . when and how whether you are an expert
or a novice .it helps you complete tasks faster than before
MATHODS OF RESERCH
1. Case study
2. Historical method
3. Experimental method
4. Survey method (I used survey method)
The survey is method of analysis in scientific and orderly from for defined purpose of
social situation of problem. In survey method a techniques of investigation by direct
observation is used. But

we can also use various publications ,reference books

,magazines, articles etc. to collect data. So we

research study.

select the survey method for our

Data collection method

A

survey work is totally depend on collection of data .or collecting all relevant

information which are necessary for survey . The collection of data means a purposive
gathering of information relevant to subject matter of investigation from the units of
population under investigation.

In this survey the data collected from above sources

Primary sources
A. observation
B. Questionnaire
Secondary data
A. Books
B. Internet
C. Library
D. News paper

Sample size
For consumer -20
For retailer -20
Sampling area -sagar
Objective of the study
Through this survey is conducted academic purpose that the main objective behind
the study.

To find out the various strategies to be adapted by Sourabh milk

To find various ways to increase Sourabh milk sales in Sagar.

To know the market size of sourabh milk

To identify various factors which motivates people to use Sourabh milk.

To know the completion position of sourabh milk

To know the distribution channel of milk
To know the daily turnover of sourabh milk

Data Analysis
Survey Area- sagar .distt sagar m.p

Agents Survey Report

I Have meet with around 20 sellers of milk and found the following information from the
agents answer of the relevant questionnaire. These charts are made according to the
found data during survey on 20 questionnaire.

Product

No. of Agents

Sourabh

20

Other

10
Table No. 1
20
15
10
5
0
Sourabh

other

Chart No. 1

INTERPRATAION- Here I have taken sample size of agents is 25 to understand the

total market share of milk brand. 33% shops of sourabh milkand other milk products like
sanchi ,sanchi , sagar milk is 67% in market

Q. How Much Crates you sold in a day?

Product

No. of litre

Sourabh

8000

Other

9000
Table No. 2

10000
8000
6000
4000
2000
0
sourabh

OTHER

Chart No. 2

INTERPRATAION - Sale of milk per day, of sourabh is

other milk is 9000crates per day.

8000 litre per day and sale of

Q- Are the availability of Sourabh milk is sufficient?

Response

Percentage

Yes

80%

No

20%
Table No. 3

20
15
10
5
0
yes

yes

Chart No. 3

INTERPRATAION -

In my survey 80% agents satisfied with the availability of milk and

20% agents are not satisfied the availability of the milk.

Q- Are you satisfied with product delivery time?

Response

Percentage

Yes

60%

No

40%

Table No. 4
60
50
40
30
20
10
0
yes

no

Chart No. 4

INTERPRATAION agents said that is bad.

60% of agents said that delivery time of product is good and 40%

Q- Margin of Sales is sufficient or not?

Response

Percentage

Yes

30%

No

70%
Table No. 5

70
60
50
40
30

East

West

North

20
10
0
yes

no

Chart No. 5

INTERPRATAION - Most of the agents said that margin of sale is not sufficient and few
agents said that margin of sale is sufficient.

Q- Behavior of driver is?

Response

Percentage

Excellent

50%

Good

20%

Average

20%

Bad

10%
Table No. 6

60
50
40
30
20
10
0

Chart No. 6

INTERPRATAION -

In my survey 50% agents said that the behavior of driver is

excellent 20% agents said that it is good, 20% agents said that it is average and 10% said that
is bad.

Q- Quality of Sourabh is

Response

Percentage

Excellent

40%

Good

30%

Average

20%

Bad

10%
Table No. 7

40
35
30
25
20
15
10
5
0
Excellent

Average

Good

Chart No. 7

Bad

INTERPRATAION - During the survey

excellent,

40% agents said that the quality of sourabh is

30% said good, 20% said average and only 10% said that the quality of sourabh is bad.

Q- Customer purchase milk because of

Factor

Percentage

Taste

30%

Quality

40%

Availability

20%

Others

10
Table No. 8

40
35
30
25
20
15
10
5
0
Taste

Quality

Availability

others

Chart No. 8

INTERPRATAION -

In my survey agents said that 30% customer purchase

sourabh due to taste, 40% due to quality, 20% due to availability and 10% due to others reason.

Report of Consumer
Q- Which Brand do you use?
Product

Percentage

Sourabh

50%

Sanchi

30%

Others

20%
Table No. 1
50
45
40
35
30
25
20
15
10
5
0
Sourabh

sanchi

other

Chart No. 1
ITERPRATAION: During my survey it was observed that 50% consumers consume

Sourabh milk , while 30% consumers consume sanchi milk and 20% consumers
consume other mlk

Q- How do you know about Sourabh Milk?

Medium

Percentage

Advertisement

30%

Shopkeeper

60%

Others

10%
Table No. 2

50
45
40
35
30
25
20
15
10
5
0
Advertisement

shopkeeper

others

C
hart No. 2

INTERPRETATION: When customers were asked that how do They came to know about
Sourabh milk 30% of customers replied through advertisement, 50% of Customers replied
through their local shopkeepers and 15% Of customers replied by other means.

Q- Quantity Consumed by you?

Quantity

Percentage

More than 2 litre

20%

2 Litre

30%

1+ Litre

35%

Less than1 Litre

15%
Table No. 3

35
30
25
20
15
10
5
0
more than 2 LITRE2 LITRE

1 LITRELESS THAN1 LITRE

Chart No. 3

INTERPRETATION: I found my survey that 20% consumer

consume 3 liter milk per day ,

30% consumer consume 2 liter milk per day & 35 % consumer consume 1+ liter per day while
only 15% consumer consume less than1 liter of milk per

Q- Why do you choose a particular brand?

Reason

Percentage

Home Delivery

10%

Easy Availability

25%

Price

25%

Quality

40%
Table No. 4

45
40
35
30
25

home delivary

20

price

easy availiablity
quality

15
10
5
0
Category 1

Category 2

Category 3

Category 4

Chart No. 4

INTERPRETATION:It

was observed during survey that different person consume a

particular brand because Of many factors. 10% of consumers consume a particular Brand of
milk because of Home Delivery, while 25% of consumers Consume a particular band of milk

because of Easy availability and 25% of consumers consume a particular brand because of
Price, 40% of consumers consume

a Particular brand because of Quality of the product

provided to them by the company.

Q- Why are you using Sourabh Milk?

Reason

Percentage

Home Delivery

10%

Easy Availability

25%

Price

15%

Quality

50%
Table No. 5

60
50
40
Homw delivary
easy avaliablity

30

price
Quality

20
10
0
Category 3

Chart
No. 5

INTERPRETATION: When the customers using Sourabh milk where asked that they Use
Sourabh milk the 10% of customers replied with the answer Because of Home Delivery of the
Milk , 25% of customers replied with the answer because of Easy Availability, while 15% of
customers replied with the answer that Because of Sourabh Milk price is very good and rest
50% replied with that the quality of sourabh milk is very good.

Q- Why are you not using Sourabh Milk?

Reason
Home Delivery

Percentage
10%

Easy Availability

20%

Price

45%

Quality

25%
Table No. 6

50
45
40
35
30

Series 1

25

Series 2
Series 3

20

Series 4

15
10
5
0
home delevry

easy availiablity

price

Quality

Chart No. 6

INTERPRETATION:

When customers not using Sourabh milk were asked reason for not

using the Sourabh milk many reasons were found . 10% of the customers do not prefer Sourabh
because of its high price,20% of consumers do not consume Sourabh milk because of nonavailability of the Sourabh milk at their nearest shopkeepers, while 45% of customers do not
use Sourabh milk because of no home delivery service , 25% of consumers do not prefer

Sourabh milk because of Low Quality of Sourabh milk which they found in sourabh as their
consideration.

Q- How do you Purchase Milk?

Medium

Percentage

Yourself

80%

Home delivery

20%
Table No. 7

90
80
70
60
50
40
30
20
10
0
yourself

home delivery

Chart No. 7

INTERPRETATION:

When customers were asked that How do they Purchase the milk

than 80% of customers with the Answer themselves and 20% of the customers responded with
the answer Home Delivery.

Q- Do you want home delivery facility?

Response

Percentage

Yes

90%

No

10%
Table No. 8

100
90
80
70
60
50
40
30
20
10
0
yes

no

Chart No. 8

INTERPRETATION:

When customers were asked that do they want home delivery of

Sourabh milk, 90% of customers with the Answer yes and 10% of the customers responded with
the answer no.

Q- Do you want home delivery facility regarding extra

charge?

Response

Percentage

Yes

75%

No

25%
Table No. 9

80
70
60
50
40
30
20
10
0
yes

no

Chart No. 9

INTERPRETATION:

When customers were asked that do they want home delivery with

extra charges of Sourabh milk, 75% of customers with the Answer yes and 25% of the
customers responded with the answer no.

Q- What type of Sourabh Milk do you used?

Type Of Milk

Percentage

Chay special

40%

Standard

30%

Toned Milk

20%

Balak

10%
Table No. 10

Chart No. 10
standrad

INTERPRETATION: When customers were asked that what type of Sourabh milk do they
use more 37% of customers replied with chay special ,33% answered standard , Toned Milk
20% and 10% preferred balak milk

FINDINGS
In Sagar competitors like Sanchi , Mother Dairy, and private milk product. Among all these
Sanchi is strongest Competitors in the field of butter while Anik and SOURABH sell ghee but in
The field of packed milk SOURABH is leading brand. If brands like Sanchi, Mother Dairy, Paras
are not taken seriously definitely after few span of Time they can take much share of
SOURABH. So SOURABH should take seriously this matter. The supply of private milk product
is not constant

FINDING OF RETAILER SURVEY

Sanchi is offering more incentives than Sourabh.
Sanchi has started to offer chilling equipments.
Most of the retailers associate themselves with Sourabh milk.
Sourabh products are sold more than others.
Retailer if provided more cooling equipment promises to stock more Sourabh products.
Retailers have problem of advertising material, schemes related material of Sourabh.
Retailers are more interested in products of those companies, which offers more margins
to them.

FINDINGS OF ADVERTISEMENT
Mainly Sourabh in Sagar is not making advertisement through.

Media of advertise.

Stickers, Bunting, dangles

Dealers brand.

Hoarding.

Poster

Television Advertising

Newspaper and magazines

Wall painting.

FINDING S OF PRICE
Price is charged same as is charged by Sanchi, and rates are almost same everywhere except
in cinema Halls, Restaurants, Railway stations and hostels where products are sold at higher
price.
Price ranges Rs.42 per litre.
the Most of them vanish in the summers. But SOURABH and Mother Dairy can compete future.

Limitations
Limitations of study and difficulties encountered:
Nothing in this universe is free from Limitations and present project is not an
Acceptation to it. Due to certain restrictions on the part of potential customers as well as
actual customers and Suppressed and based responses from them ,appropriate Figure
for relevant data and their interpretation Precisely this has been my personal experience
while Carrying out the present study. Some of the limitations I found and difficulties
encountered can be enumerated as under:
Annual reports and journals in the company was not readily available.
Due to time and budgetary constraint ,the sample size was restricted.
The salesmen at the outlets showed their discontent with the tight schedule.
Most of the retail respondents showed their discontent with the company for its
unsystematic distribution, replacement, short supply,incentives,margin and so
they were reluctant to talk about the company.
People of the region were not conscious about the survey, so they were not much
supportive.
Near about 30% population of the city takes the service of servants to bring their milk
from market and reason for their brand selection was not known.
Many people do not know themselves why they use any particular brand as their answer
was we use brand because we like it so the actual reason behind their liking was
not confirmed.Many retailers do not like to interact because of their business. People are
not interested to fill questionnaire as they think it wastage of time, this is again because
of less scope of research in India

suggestion & Recommendation

Sourabh should change the packing of as it is not attractive and do not seems to be
standard and hygienic.
Sourabh should make 24hour availability of milk In the market in order to improve their
Sales.

Sourabh should offer home delivery services to Increase sales

Sourabh milk should be kept available at every shop.

<<<<,

Sourabh should offer refrigerators On installments to retailers.

Sourabh should give emphasis on Punctuality and regularity in the Supply of milk.

Sourabh offer promotional schemes to retailers as is done by Sanchi.

Sourabh should offer some extra benefit to his customer and supplier.
Sourabh should provide chilling equipments to their retailers at low cost for storing their
products.
Sourabh should give emphasis on Punctuality and regularity in the Supply of milk.
Sourabh offer promotional schemes to retailers as free sample, gift packs etc.
The organization should proper arrangement of milk at the time of festivals etc.
Sourabh should provide home delivery facility to their consumers.
Sourabh should launch some new products also.
Sourabh should emphasize on provide better quality than others instead of increasing the
sale.

 Sourabh should increase the number of retail shops, where the retail shops of sourabh is
not available.
Sourabh should emphasize on advertisement also

Conclusion
(1)
(2)

SOURABH has to maintain quality of the milk and try to improve it.
The organization has to work in such a way so as to reduce the cost of milk which inturn
will result in reduction in price.

(3)
(4)

Price should be reduced at least one rupee as compared to SANCHI.

The packing of the product should be more attractive as compared to SANCHI, because
during survey it was observed that packing attracts many customers.

(5)
(6)

The milk should be available for twenty-four hours.

SOURABH should give their retailers Refrigerators on installments for which many of the
retailers are ready to pay; many of retailers are not keeping refrigerators because of
unavailability of refrigerators.

(7)

Possible to ensure 24hour milk availability in market, which not found in most cases.

(8)

Steps should be taken to ensure 24hour availability of milk.

(9)

At many locations there is unavailability of milk, retailers should be motivated to work

with sourabh.

(10)

Sanchi is using more advertising measures than sourabh; sourabh should also make use of
advertisement.

(11)

Sanchi is offering verity of milk like tone milk, pasturised milk, milk powder and many

(12)

Other, sourabh should also offer more verities.

(13)

Sales promotional measures Should be taken to cover up retailers, because during survey it
was observed that many customers use milk which is available at their nearest shop irrespective
of brand.

(14)

Sourabh should support their milk bags with customer care numbers to invite complaints,
querries, questions and suggestions from customers as done by Sanchi.

(15)

Sourabh should also keep inviting complaints from retailers alsoAnd try to solve
problems faced by them.

(16)

Sourabh should adopt the home delivery system, because during survey most of the
Customers suggested for home delivery of milk.

Appendix
QUESTIONNAIRE

USED IN MARKET SURVEY OF SOURABH MILK

PLEASE ANSWER ALL QUESTIONS ASKED IN THE QUESTIONAAIRE AND SEEK

FOR HELP IF ANY THING IS NOT CLEAR OR UNDERSTOOD TO YOU.

NAME OF CUSTOMER:

OCCUPATION:
ADDRESS:
MOBILE NUMBER:

______________________________________
______________________________________
______________________________________

No. OF FAMILY MEMBERS: 1 to 3,( )

MONTHLY INCOME: BELOW 5000 ( )
20,000 to 50,000, ( )

3 to 5 ( )

15000 to 20,000, ( )
MORE THAN 50,000 ( )

Q.no.1: Which brand of milk do you use?

(a) Sourabh
(b) Sanchi
(c) Otheres

, More than 5 ( )

( )
( )
( )

Q.no.2: How do you know about Sourabh milk ?

(a) Advertisement

( )

(b) Shopkeeper

( )

(c) Others

( )

Q.no.3: Quantity used by you (In liter) ?

(a) 3 liters

( )

(b) 2 liters

( )

(c) 1+ liters

( )

(d) 1 liter

( )

Qno.4: Reason to choose a particular brand ?

(a) Home Delivery

( )

(b) Eaisly Available

( )

(c) Price
(d) Quality

( )
( )

Q.no.5: Reason for using Sourabh ?

(a) Quality

( )

(b) Price

( )

(c) Availability

( )

Q.no.6 Reason for not using Sourabh ?

(a) High Price

( )

(b) Non Availability

( )

(c) Not regular supply

( )

(d) Bad Taste

( )

Q.no .7: How do you purchase milk ?

(a)Yourself

( )

(b)Home Delivery

( )

Q.no.8: Response of customer about door delivery?

(a) Yes

( )

(b) No

( )

Q.no.9: Response of you regarding extra charges to door delivery ?

(a) Yes

( )

(b) No

( )

Q.no. 10: What type of sourabh milk do you use?

(a) Standardized

( )

(b) Full cream

( )

(c) Toned Milk

( )

(d) Loose Milk

( )

Q.no.13: Your suggestion with respect to Sourabh milk product?

RETAILER SURVEY FORM

Name of the shop

___________________________

Address

___________________________

Tel. No.

___________________________

Q.no.1: What are the milks you usually keep in your shop?
a) Sourabh

b)Sanchi

c)Mother Dairy

d)Others

Q.no.2: Rate these milks in terms of volume of sales from 1 to 4.

a) Sanchi

Sourabh

b)Mother Dairy

c)Others

Q.no.3: Does packing play any role in promoting sales?

a) Yes

b)No

Q.no.4: How you sold the milk?

a) At M.R.P.

b) Less than M.R.P.

c) More than M.R.P.

Q.no.5: How would you compare the services of Sourabh and sanchi on the following?
(Rank 1 to 4)
Sourabh
a) Frequency of visit of sales
personnel

Sanchi

____

b) Timely delivery
c) Display support
d) Any other

____
____
____

____
____
____
__

Q.no.6: Customer purchase milk because of:

a) Price

b) Quality

c) Availability

d) Others

Q.no.7: Behavior of Driver

a) Good

b) Excellent

c) Bad

d)

Average
Q.no.8: Quality of Sourabh
a) Good

b) Excellent

c) Bad

d) Average
Q.no.9: Product delivery time
a) Good
b) Bad
Q.no.10: Agent originally belongs to
a) Sourabh
b) Sanchi
Q.no.11: Margin on sales
a) Yes

b) No
Signature

Thank you

Bibliography
BIBLIOGRAPHY/REFERENCES
BOOK REFERRED

1 : Collis J & Hussey R, Business Research (Palgrave,2003)

2: Beri G C -Marketing Research ( Tata McGraw-Hill ), 1993,2nd Edition

3 : Philip Kotler Marketing Management ( Pearson Edition ), 12th Edition
4 : Kothari C R Research Methodology (New Sagar, Vikas Publication House) 11th Edi.
NEWS PAPER

1)
2)
3)
4)

The Hindu
Times of India
Dainik Jagaran
Business Standard

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