A PROJECT REPORT ON ANALYZING THE PROMOTIONAL SCHEME FOR KUTWAL FOODS PVT LTD URJA SHIRUR, PUNE BY GAWALI

NILESH DNYANDEO UNDER THE GUIDENCE OF PROF.DR. SHAILESH KASANDE SUBMITTED TO UNIVERSITY OF PUNE IN PARTIAL FULFILLMENT OF THE REQUIREMENT FOR THE AWARD OF THE DEGREE OF MASTER OF BUSINESS ADMINISTRATION (MBA) FOR ACADEMIC YEAR (2007-2009) THROUGH VISHWAKARMA INSTITUTE OF MANAGEMENT P UNE-48

ACNOWLEDGEMENT

No man is indispensable, but there are certain mortals without whom quality of work suffers. Their guidance becomes indispensable in acquiring quality results. A successful project can never be prepared by the singular effort of the person to whom the project is assigned but it also demands the help & guardianship of some conversant person who under activity or passively in the completion of the successful project. With the deepest sense of esteem and gratitude, I express my sincere thanks to Mr.Prakash Kutwal MD of Kutwal Foods Pvt Ltd & Mr.Deshpande Marketing Manager the external guide for my project under whose able tutelage and guidance I was able to learn much and successful complete my project. My sincere thanks to my internal guide and honorable for their excellent guidance, encouragement and patience, which made possible the successful completion of the project. Last but not the least; I really thank the staff of Kutwal Foods Pvt Ltd and all other persons who have provided me their precious time, cooperation and support. THANKS & REGARDS GAWALI NILESH DNYANDEO

INDEX
NO. 1 2 3 4 5 6 7 8 9 10 11 CHAPTER Executive Summary & Introduction Company Profile Objective Research Methodology Data Collection &Analysis Observation & Finding Competitor Analysis Conclusion Recommendation Bibliography Annexure Page no.

EXECUTIVE SUMMARY
INTRODUCTION: 3

The two months summer training project is focused to analyze the promotion scheme of Kutwal Foods Pvt Ltd Urja, the project involved the collection of data of randomly selected customers in different areas from a prospective to get the information ideal for use. In our training process we worked with dealers, retailers and sales force of Kutwal Foods Pvt Ltd to create market and awareness in consumers. Along with that we did the promotional activities for the newly launched products & services through out Pune rural area. The task assigned to us is:

Step 1: we took the overview of the market assigned respectively.

Step 2: we visited the counters who were keeping the Urja products & services.

Step 3: Then we visited the counters, which dont keep the Urja products & services.

Step 4: After that we tried to find out the various reasons for not keeping the Urja products & services.

Step 5: lastly we tried to create the awareness of Urja Products to retailers and in addition tried to change their mindset.

LITERATURE REVIEW:

The basic necessity of any information is research. Marketing research is necessary because information is important. It provides vital link between customer and an organization, which helps the management to formulate strategies, which are in tune with the market realities and which best meeting the customer requirement. The organization, which has timely and accurate information, gains a winning edge over its competitors. Customer satisfaction is the closeness between the buyers product expectations and product perceived performance. If the product falls short of customer expectations the customer are dissatisfied on the other hand if the product matches their expectations the customers are satisfied.

RESEARCH METHODOLOGY: For collecting the data from the respondent a systematic approach was adopted from amongst the various tools available for data collection. The instrument used to achieve the objective the objective was a questionnaire. The questionnaire consisted both qualitative types of questions, which were put forward to 200 individuals who were big user of Urja Products the survey was conducted in the Pune rural area.

ANALYSIS OF DATA: The collected data was analyzed and the following conclusion was drawn. The overall promotional scheme given by company has satisfied the customer The respondents rated Urja Products as best value for their investment. The competitors had an edge over the cost and billing system. There were a few dissatisfied customers who complained about the inconsistent customer service.

FINDINGS

Amul,Chitale,Warna,Oxyrich,Bisleri,Kinley,Vadilal is the biggest player in market. Only through promotional scheme company cant be a market leader. Amul,Chitale,Nestle,Warna,Mother Dairy,Oxyrich,Bisleri,Kinley,Vadilal are giving tough
competition to Urja

COMPANY PROFILE

NAME OF THE COMPANY:-

MISSION STATEMENT:-

To create social balance between urban and rural areas by providing occupation to youngsters in the villages. To initiate and support the Green Revolution by strengthening the agricultural backbone of our country To offer our experience and expertise in this core sector and give it the status of an organized sector

VISION: We envisage a society, which is harmonious with nature, maintaining its nutritious balance through reliable sources of water, milk & our ever increasing range of food products. We see a society that has experienced the taste of purity & is looking forward to a healthy life ahead.

 Globalization has brought in a higher awareness of quality that our products have always delivered. Consumption of our products shall ensure that our society is heading towards a healthier future.

SLOGAN:-

PURITY THATS A PROMISE

LOGO:

THE COMPANY FACTS & FIGURES/ABOUT COMPANY:-

Kutwal Foods Pvt. Ltd. is a prestigious enterprise of the Kutwal Group. With keen understanding of modern society and the changing shape of the future, the company stands on the strength of visionary directors and 8 avant-garde technology.

Since 2002, under the brand name URJA, the company has brought out a range of products such as Packaged Drinking Water, Milk, Shrikhand, Amrakhand, Flavored Milk, Lassi and Aerated Drinks of assorted flavours

On the foundation of Professional management, efficient distribution, dynamic, innovative sales management and a stringent quality policy, the company has made a commendable mark on all strata of society. Kutwal Foods Pvt. Ltd. has its head office in Pune and the production plant in Sainagar, Andhalgaon near Shirur. Following Urja has become an emblem of taste, health and hygiene throughout Indian Railways and Government Institutions and several corporate companies.

URJA is a movement dedicated to social upliftment along with quality production of dairy products. The company encourages dynamic entrepreneurs by providing finance and technology. Advanced facilities, high production standards have helped the company secure the necessary certificates of quality.

URJA is a flourishing brand across 5 states with 350 distributors and 25000 outlets. It stands as a symbol of trust for everyone associated with it. URJA Highlights:

Project spread over 4 acres. Product quality certified by ISI, FPO, AGMARK, MMPO

Modern testing laboratory approved by Bureau of Indian Standard. Daily supply of products in 5 states to over 1 lakh consumers. Provision of finance to the needy for purchase of cows. Provision of progeny tested semen, expert consultation of doctors for increased and better milk Production.

Educated and dedicated employees. Residence for employees and conveyance by separate bus for those who stay far.

10

ORGANIZATIONAL STRUCTURE/ FLOW CHART

CHAIRMAN

MANAGING DIRECTOR

DIRECTOR

PRODUCTION MANAGER

FINANCE MANAGER
CHIEF ACCOUNTANT

MARKETING MANAGER SALES MANAGER

PLANT ENGINEER

PLANT OPERATOR

ACCOUNTANT

MARKETING RESEARCH MANAGER SALES PERSON

CHIEF CHEMIST

CASHIER

DAIRY SUPERVISOR

CLERK

ANIMAL HUSBANDRY OFFICE MILK COLLECTION DEPARTMENT

11

Management:Professionals with a customer centric focus manage the company. Innovation, dynamism and a caring attitude have been their hallmark. Key concern for the environment is also reflected in the organization culture. The Company is managed & controlled by the experienced & professionals, Directors.

Different Departments In Company /Management Team: Administration Department Transport Department Despatch Department Store Department Milk Procurement Department PDW Department/Softdrink Department Maitenance Department Accounts Department

SERVICE OFFERED BY THE ORGANIZATION :FACILITIES In the vicinity of 50 to 60 kms. from URJA plant, six chilling centers are functioning at six different locations with the help of the company. At these centers raw milk brought by the farmers is chilled by a scientific process. Then it is transported to the plant by tankers having special 12

processes are carried out through using state-of -the-art machinery and under the vigil of expert staff. The company has its own lab for testing of milk as per government food and drug rules. The company infrastructure is replete with an ultra modern cold storage system and also an ice factory. The ETP plant in the premises takes care of production wastes in the most eco-harmonic fashion. SocialResponsibility The enterprising founder of Kutwal Group, the Kutwal family have a deep and abiding belief in the benefit of society be it urban or rural. The Andhalgoan has created job opportunities for the rural youth. The retail arm Urja Sampoorna has provided an opportunity to small retail space owners. GreenInitiatives The bicycle man is an innovative initiative..the use of bicycle men is Urja's way of contributing towards a pollution free city.

13

14

LIST OF OUR COMPETITORS: Chitale Warana Gokul Dynamic Amul Oxyrich Mother Dairy Sahyadri Kinley Krushnai

:: CONTACT US ::

OFFICES ADDRESS (PUNE):Kutwal Foods Pvt. Ltd. 'Kutwal Group', First Floor, Nanak Niwas, Dhankawadi, Pune 411043 Tel. : +91-20-24376992, 24372545

15

Fax : +91-20-24361555

FACTORY ADDRESS:Sainagar, Andhalgaon, Taluka: Shirur, Dist.: Pune. Tel. : 02137-222321/31 Product Help and Support: For any query Please E mail Us At -: kutwal@vsnl.com / info@kutwalfoods.co.in Corporate Information: For Corporate information and communication. Please Visit Us At:- www.kutwalfoods.co.in BUILDING PHOTOGRAPH:-

16

PRODUCT PROFILE

PRODUCT RANGE & VARIETY

Urja Cow Milk

Quantity(ml) 250 500 1000

Types of Packing Loose Loose Loose

Amount(Rs) 5/9/18/-

Urja Cow

Milk is a product of high nutritive content and exotic taste. It is a complete balanced food for both infants and adults, since it is rich in proteins, vitamins and glucose that our body needs. 17

It is processed in hygienic conditions following the most stringent standards of quality. Complete nutrition for your entire family from pasteurized and homogenized cow milk. The cow milk is collected from registered farmers in Maharashtra. It is carefully tested in the laboratory and then processed in the plant using the most sophisticated machinery to maintain the highest degree of hygiene.

Ruchira D. Tonned Milk

Quantity(ml) 250 500 1000

Types of Packing Loose Loose Loose

Amount(Rs) 5/9/18/-

Ruchira

as the name suggests is your access to taste. Ruchira Milk is Double Toned to give you the pleasing taste of milk without the calories that it brings along. The toning of the milk is a hygienic process that ensures optimum quality without loss of food value. Buffalo and Cow Ghee

Quantity(ml) 200 500 1000

Types of Packing Pouch Pouch Jar

Amount(Rs) 30/85/160/-

18

Urja Ghee is a popular brand that has won its place on every table filled with delicacies. It adds that special flavour to the food giving it a lingering taste that will be cherished for a long time. The Agmark certificate ensures that all norms of quality have been satisfied. This makes Urja Ghee a reliable item in the households. Its the taste of purity. Complete nourishment with guaranteed gratification.

Flavored Milk

Quantity(ml) 200

Types of Packing Bottle

Amount(Rs) 12/-

Urja flavoured milk is a delight in taste that caters to your different moods. It is a great combination of fun and health giving you extra zest. Urja flavoured milk is a 'Swadeshi' beverage that matches international health standards. It is prepared from toned milk in a series of sterilized processes with high priority to quality maintenance at every stage.

19

Care has been taken to add value to this exquisite product. It is enriched with essential calories to make it complete balanced diet, which also acts as a powerful brain tonic. Comes in 5 fascinating flavours - Keshar-Elichi, Rose, coffee, Pista and Mango. Available in 200 ml bottles and distributed in corrugated boxes of 15 bottles

Shrikhand

Quantity(gm) A delicacy with a lingering taste that makes any lunch and dinner into a special occasion. 50 100 250 500

Types of Packing Cup Cup Cup Cup

Amount(Rs) 5/10/23/40/-

Available in 50 gms, 100 gms, 250 gms and 500 gms cups packed in corrugated boxes with 6kgs in each Box. Amrakhand

20

Quantity(gm) 50 100 250 500

Types of Packing Cup Cup Cup Cup

Amount(Rs) 5/10/23/40/-

The royal Alphonso Mango blended with Shrikhand create a soothing taste. Available in 100 gms, 250 gms and 500 gms cups packed in a corrugated boxes with 6kgs in each Box.

Curd

Quantity(gm) 50 100 200 400

Types of Packing Cup Cup Cup Cup

Amount(Rs) 4/6/10/18/-

Urja Curd adds a new dimension to food through its pleasant taste. Urja Curd is Available in50gms, 100 gms, 200 gms and 400 gms cups.

21

Paneer

Quantity(gm) 200 500 1000

Types of Packing Pouch Pouch Pouch

Amount(Rs) 30/65/130/-

Excellent for mount-watering recipes. Urja Paneer is also available in 200 gms, 500 gms and 1 kg pouch packing and is also available loose.

Lassi

22

Quantity(ml) 200

Types of Packing Pouch

Amount(Rs) 10/-

Urja Lassi is tasty, nourishing and a great energy booster. Available in 200 ml pouches and distributed in crates of 10 liters. Butter Milk

Quantity(ml) 200

Types of Packing Pouch

Amount(Rs) 12/-

Urja Butter Milk is a great refresher at any time of the day. Available in 200 ml pouches and distributed in crates of 10 litres.

23

Ice-Cream

Quantity(kg) 1 4

Types of Packing Cup Cup Cup

Amount(Rs) 30/60/220/-

Urja Ice Cream is a festival of flavours and tastes - Vanilla, Strawberry, Butter Scotch, Keshar Pista, Mango, and Chocolate; Raspberry....It's a treat overflowing with dry fruits and fun combinations - Kaju Kishmis, Black Current and Choco Nuts. The rich ingredients that go into each of these make them all very special. Packing Details - available in 1/2 ltr, 1 ltr, 4 ltr.

Soda

24

Quantity(ml) 500 1500

Types of Packing Bottle Bottle

Amount(Rs) 14/45/-

Urja Soda is an experience in refreshment for your body and mind. Packing Details - Available in 500 ml Bottle - Packed in 12 bottles in 1 box.

Jeera Fresh

Quantity(ml) 500 1500

Types of Packing Bottle Bottle

Amount(Rs) 15/45/-

A digestive drink with an appealing taste that makes every meal a joyous experience. Packing Details 200ml 300ml 1500ml 24 Bottles 24 Bottles 12 Bottles

25

Orange

Quantity(ml) 300 500 1500

Types of Packing Bottle Bottle Bottle

Amount(Rs) 12/20/45/-

Urja Orange is a tangy drink that teases your tongue in the most pleasing way. Packing Details 200ml 300ml 1500ml 24 Bottles 24 Bottles 12 Bottles

Spark Vanilla

26

Quantity(ml) 300 500 1500

Types of Packing Bottle Bottle Bottle

Amount(Rs) 12/20/45/-

A special vanilla flavour, which lights a little spark in your eys. Packing Details - 300 ml & 500 ml bottles

Packaged Drinking Water

Quantity(l) 1 2

Types of Packing Bottle Bottle Bottle

Amount(Rs) 8/12/24/-

Water in its purest form is really a life giving liquid. Urja is the assurance that each drop of water

27

that you consume is full of energy, the energy of freshness. Our ISI certification stands testimony to the quality of our product. At our plant, we take the strictest measures regarding hygiene and have the best technology for its purification. Packing Details Available in 1/2 Ltrs. Bottle - Packed in 24 bottles in 1 box, 1 Ltrs. Bottle - Packed in 12 bottles in 1 Box & 2 Ltrs. Bottles packed in 9 bottles.

Packaged Drinking Water 20 Ltr. Jar

Quantity(l) 5 20

Types of Packing Jar Jar

Amount(Rs) 45/65/-

The Urja Jar is an interesting solution for families or gatherings. The water is scientifically purified. It ensures purity at minimum cost. Urja jars are portable, take minimum space and are easy to usage 28

OBJECTIVES OF THE PROJECT:-

According to the curriculum of Pune University, we have to undertake a project work during the vacation. The object of the project is to provide us an opportunity to get some exposure in the organization. The project is to aims at imparting us a practical training in our respective fields. This project is undertaken in the partial fulfillment of MBA Curriculum of University of Pune.

Primary Objectives:

To determine the potential & availability of Urja products in the market.

29

 To know the feedback & awareness of consumers regarding the Urja products which are being provided. Identify who is the consumer of the product (potential buyers) and who are the competitors in the market. To study consumer satisfaction & consumer psychology( behavior, choices, preferences, consumer needs & wants. To find out brand prefer for dairy products.

Secondary Objectives:

To be able to apply theoretical knowledge in practical manner in an organization. To determine the potential of competitors products. To find out different parameters for purchasing dairy products.

Considering the above objectives, we had to carry out a research & find out the facts & figures, which later had to be analyzed & presented to Urja. While working on this project we had to collect various information for Urja.

SCOPE OF THE PROJECT:-

30

The scope of Market Research is to study the market according to the products or services, and to analyze its potential. Also, this research helps to analyze the purchasing power of the consumers in different areas and their order of preference. It includes the psychology and motive of consumers while buying a specific brand of a company. It thus helps the company to determine the market share of the different range of products & It thus helps in increasing the penetration of the company products in the potential areas, which can be identified only after doing the market research. It also helps the company to analyze the fluctuating demand of the products from the market,

by which they can promote the sales to increase the market share and profit.All these will help a company to increase its market share through generating sales and enhancing it and thus knowing if, any changes are required to be made, and thus, getting revenues for the company. The project was carried out in different areas of Pune & Pimpri Chinch wad which includes Aundh, Baner, Pashan, University Road, Deccan, F.C. Road, J.M. Road, Sivajinagar, Sinhgad Road, Karve Road, Karve Nagar, Vimannagar, Koregaon Park, Paud Road, Kothrud, Pune Station, Hadapsar, Pimpri, Chinchwad, Nigdi, Akurdi, Bhosari, Peth areas, Ranjangaon MIDC etc.

BENEFITS OF WORKING WITH Urja (Kutwal Foods Pvt. Ltd.):1. Growth, 2. Work experience, 3. Brand name,

31

4. Exposure/Responsibility, 5. Knowledge, 6. Co-ordination

RESEARCH METHODLOGY

STATEMENT OF PROBLEM: Studying the promotional scheme for Kutwal Foods Pvt Ltd. RESEARCH METHODOLOGY It is a way to systematically solve the research problems; to may be understood as a science of studying how research is done scientifically. In it we study various steps various step that are generally adopted by researcher in studying a researcher problem along with the logic behind the methodology of research is a long and comprehensive process. It involves the following steps: Planning the objective Collection of data Organization of data Presentation of organized data

32

Analysis of the Presented data Interpretation of finding

PLANNING THE OBJECTIVE: Planning the objective of research is necessary to conduct it successfully. The role of this is to guide the researcher by delimiting the area of research and to keep him on the right track. It sharpens the researchers thinking and focuses attention on the more important facts of the problem. For conducting the research in Urja Products And Services three objectives are planned: -

SAMPLE SURVEY:
If the information is collected only from a representative part of the universe, we can say that the data are collected by the sample survey. The study of the sample survey reveals the characteristic of the universe. The research conducted as sample survey. In Urja Products and Services the sample is taken from different sources.

SAMPLE SIZE: This refers to the number of item to be selected from the universe to constitute a sample.

This is a major problem faced by the researcher. The size of the sample should neither too large nor be too small. It should be optimum. The sample size for this research is 200 outlets. This sample has been taken randomly from different options.

33

UNIVERSE All the items in any field of enquiry form a universe or a population. It is an aggregate of

all the items in the field of enquiry, which can be numerically specified. For this study, the universe is all dealers and retailers in the Pune rural area. COLLECTION OF DATA The task of data collection begins after a research problem has been designed and research plan/design chalked out. The success of the researcher depends on the systematic collection of data. The appropriate method used in the collection of data will yield adequate and relevant information. For the research, Primary and secondary data are used as source of data.

SOURCE OF DATA To take decision, every one requires latest information on the study undertaken. This information is possible, provided data is collected. The two main sources of data are:-

PRIMARY DATA The primary data sources were the questionnaire, Personal interview that was used to get the information from sample. The questionnaire that was structured consists of both open- ended questions as well as close- ended question. In personal interview the questions were unstructured. In this research basically primary data has been collected directly from the Retail outlets and from customer.

34

SECONDARY DATA The secondary sources of data collection include the information from brochure of Urja Products And Services, websites of Kutwal Foods Pvt Ltd, Amul, Chitle, Warna, Bisleri.Oxyrich & Kinley.

PROCESSING AND ANALYSIS OF DATA The data after collection have to be processed and analyzed in accordance with the outline laid down for the purpose, at the time of developing the research plan. This is essential for a scientific study and for ensuring that we have all relevant data and for making contemplated Compressions and analysis. It is needed because it facilitates the smooth selling of the various research operation, theyre by making research as efficient as possible yielding maximum information with minimum expenditure of effort, time and money. In case of our project, researcher has to find out the feasibility of Urja Products in this current market scenario, analysis the satisfaction level of the Retailers and find out the areas of dissatisfaction.

RESEARCH METHODLOGY The nature of data was primary. The data collected for this research is primary in nature, which is collected directly from outlets. The method used was survey method.

35

Research conducted in this study falls under the categories of exploratory type.

METHOD OF SAMPLING: The sampling method adopted was area wise, random sampling method. Every customer in a specified area had an equal chance of being selected as unit. As the customer base is huge in Pune rural area and scattered the population of subscribers was divided in this areas: Shirur Taluka. Ranjangaon MIDC.

Research Instrument: Structured questionnaire was used for interviewing, which were conducted personally. Questions were based on three parameters. Quality & Services. Price Responsiveness and customer care department. The questionnaire was defined in such a way to best serve the purpose of the objective defines earlier. A mix of open ended dichotomous and multiple-choice questions was used to get the deserved information from the respondents. The instrument questionnaire is used because it best induces the despondence to cooperate and stimulate and response quickly. The most important fact is that facial expression and gesture can be observed and this help in checking whether their congruency between the respondents and what he is saying.

36

DATA COLLECTION / DATA ANALYSIS

FEATURES OF URJA INFLUENCING THE CUSTOMER

The Urja owner basically selects the products on the basis of its quality and most owners see the service quality of the products.

37

The research done amongst the 200 outlets out of which, 45% owner said that the Urja Products would like to have the quality products of that brand that gives them good services. 40% of outlet owners want to have good services in their products so that, they can attract more customer. The remaining owners want to have good margin which comes to 15% of total surveyed.

Influencing factors for Products

There is a major role of friends, adds, relatives in purchasing any thing. Through this survey we tried to find out who is the biggest influencer for Urja owner while taking products and the result come as: 55% of total surveyed people influenced by the advertising of the company.

38

30%were influenced by their friends and relatives. 30% is the effort of DSA to influence the owners. The 15% were influenced by the other factor such as brand name etc.

INFORMATION PROVIDED BY CUSTOMER CARE ON VARIOUS PROMOTIONAL SCHEME TO CUSTOMERS

The response we get from people is that the 42% surveyed blame that they didnt get any information regarding any promotional scheme from company but same time 58% people are satisfied that they get the information .The reason that people were not getting the information may be because of technical problem there requirement had not been updated or any other reason 39

CUSTOMERS RESPONSE ON AFTER SALE SERVICE OF URJAPRODUCTS

Response on after sales service

Very Good Good Average Poor

22%

16%

18% 44%

40

In the surveyed outlets 22% said that the after sale service of Urja Products And Services is very good because of its Quality &Services. 44% said that its after sale service is good but might be still they are expecting some thing. 18% said that its after sale service is satisfactory it is average. But the 18% said that its after sales service is poor.

AWARENESS AMONG PEOPLE REGARDING THE PROMOTIONAL SCHEME PROVIDED BY COMPANY

41

The awareness among the people regarding the promotional scheme given by the company is quite high as compare to the people who have no information. The 67% of the surveyed people are aware of the promotional scheme which is going on but, 37% people have no idea about this. The company has done good work here but still he has to improve

CUSTOMERS SATISFACTION REGARDING THE PROMOTIONAL SCHEME GIVE TO THEM BY COMPANY

42

In this question the people are seems to be interested & they want to convey to company that they want more promotional scheme to increase there profitability, the 46% people are not all satisfied with promotional scheme provided by the company & 54% are satisfied by the scheme provided to them by company.

SOURCES OF INFORMATION OF PROMOTIONAL SCHEME

The Urja products owner gets the information of promotional scheme through various sources 40% owner get the information through the advertisement done by the company, DSA. 43

The 20% owner get it from company officers, 30% get from the DSA & 10% from other sources like with friends, peers etc.

TYPES OF SCHEMES PROVIDED TO RETAILER BY COMPANY

The company provides different types of schemes to satisfy its customer

44

20% of people said that they get seasonal scheme from the company,60%said that they get the target based scheme in they have to achieve certain revenue to get that scheme,12% said that they get the monthly scheme & 8% get other type of scheme.

OBSERVATION AND FINDINGS

1. Reason for people not being happy with the promotional schemes of Urja Products And Services. Not providing adequate information of the schemes to Urja owner Variations in the products provided to them Dissatisfaction among the owner is there because of not getting desired result on the promotional schemes given by company to them. A times there is a dilemma in the products.

As we can see this problem is more behavioral, Urja Products And Services can look into the matter with the customer care support team and solve the exiting problems. 2. The overall response was that there is ample staff available at any time but its difficult to find the right person at the right time. There is a serious lapse on part of the organization, if they cannot provide timely services to there customers. It is commonly found that that dissatisfied customers

45

have more friends then satisfy once therefore the customer care department needs a lot of improvement if the company wants to maintain its image and position.

SWOT Analysis of Urja products & services Strengths: 1. Kutwal Foods enjoys a big brand name URJA. 2. Owns a position of one of the leading Food products & service provider in the market. 3. Advertising and distribution network is very strong. 4. Kutwal Foods a very strong voucher management system in Pune rural area.

Weakness: 1. Poor coverage at some areas compared to other. 2. Communication gap between the company and distribution channel. 3. Poor transportation system as compare to other.

Opportunities: 1. Food industry is one of the fast growing industries. 2. Vast population and improvement in living standards of people in India will help in the growth of the Food industry. 3. Rural market is covered Kutwal foods should improve its network coverage in the urban areas.

46

Threats:

1. Price reduction by competitors entering the market, especially by Chitale, Amul, Oxyrich.
2. Coming up of new players in the Food sector like Mother Dairy in the existing market. 3. Strong hold of competitors in the market. 4. Change of govt. policy.

Pricing Strategies & Programs Selecting the pricing objective: The company first has to decide what it wants to accomplish with the particular product. If the company has selected its target market positioning carefully, then it marketing mix strategy, including price, will be fairly straightforward. Thus pricing strategy is largely determined by prior decision on market positioning. At the same time, the company might pursue additional objectives. The clearer a firms objective, the easier it is to set the price. A company can pursue any of six major objectives through pricing.

SURVIVAL: Companies pursue survival as their major objective if plagued with overcapacity, intense competition, or changing consumer wants. Profits are less important than survival. As long as prices cover variable costs and some fixed costs, the companies stay in business. However, Survival is only a short run objective. In long run, the firm must learn how to add value or face extinction.

MAXIMUM CURRENT PROFIT:

47

Many companies try to set the price that will maximize the current profits. They estimate the demand and costs associated with alternative prices and choose the price that produces maximum current profit, cash flow, or rate of return on investment. There are problems associated with current profit maximization. It assumes that the firm has knowledge of its demand and cost functions: in reality, they are difficult to estimate. Also, the company is emphasizing current financial performance rather than long run performance.

MAXIMUM CURRENT REVENUE: Some companies will set a price to maximize sales revenue. Revenue maximization requires only estimating the demand function. Many managers believe that revenue maximization will lead to long run profit maximization and market share growth.

MAXIMUM SALES GROWTH: Some companies want to maximize unit sales. They believe that a higher sales volume will lead to lower unit costs and higher long run profit. They set the lowest price assuming the market is price sensitive. This is called market- penetration pricing. The following conditions favor setting a low price: The market is highly price sensitive, and a low price stimulates more market growth. Production & distribution costs fall with accumulated production experience. A low price discourages actual and potential competition.

48

PRODUCT QUALITY LEADERSHIP: A company might aim to be the product-quality leader in the market. One of the major ways to differentiate a service is to deliver consistently higher-quality service than competitors. Their expectations are formed by their past experiences, word of mouth, and service-firm advertising. The customers choose providers on the basis and, after receiving the service; they compare the perceived service with the expected service. If the perceived service falls below the expected service, customers loose interest in the provider. If the perceived service meets or exceed their expectations, they are apt to use the provider again.

49

COMPETITORS ANALYFSIS

The future of Food Industry is very bright & therefore every giant company wants to market leader. The major competitors for URJA are Amul, Chitale, Warna, Britania, Oxyrich, Bisleri&Kinley, and Dynamic Dairy. Amul, Chitale, Dynamic Dairy,Mother Dairy, Oxyrich, Bisleri are the most popular milk & mineral water products company. Amul,Chatale,Oxyrich.are the market leader in this segment. It provide all type of milkProducts &mineral water. They find there large distributors in India.Theyhave large transport connection.They provide good &timt to time services with that they provide good qualities products.

COMPETITIVE ADVANTAGE OF AMUL,CHITALE &DYNAMIC DAIRY.

Large Customer base Huge Machinaries It has build trust among the people

50

DISADVANTAGE Delay in solving customer problem. Delay in proper services. Conventional way of brand promotion.

MARKET SHARE OF URJA PRODUCT

As we can see that with in the span of 3-4 years the Urja Products And Services has captured nearly 1/3rd of the market in this region.Urja is still ahead with the 55% share in this market and the very true the Amul is emerging as the biggest competitor for the Urja Products And Dynamic Dairy nearly 15 % market share in the region of the Pune city.

51

CONCLUSION
From this market research we have seen that the awareness level of Urja Products & Services among local people are quite high among the respondent in Pune. When a customer selects or subscribes to a service provider he or she accept more importance to Price Services Quality More reliable and able customer contact people will fetch the organization satisfied customers and thus the organization more business. The Food industry is undergoing tremendous growth and change. The company should focus on growing business class as its target customer.

52

RECOMMENDATIONS (SUGGESTION)

1. The company should provide some extra facilities such as product insurance &credit facilities. 2. The company has not launched its promotional activities in national level therefore the people have low awareness about his products. 3. The outlet is not doing much advertisement at individual level they are totally depending on the companies advertisement & other brand image. 4. The owner of outlet is not that much active to do the mouth publicity he has to so that will help to increase the sales &image of the outlet in the city over the outlets are there. 5. The Company has not launched its promotional activities in other state therefore the people have low awareness about his services. 6. Regularly conducting market research and introduce services innovations to gain advantage over their competitors 7. Company should have complained boxes at convenient location for grievance handing. Secondly the companys employees must be trained and empowered to solve the customers problems speedily and satisfactorily. 8. Develop hiring criteria and training program that taken to account employees, service, and recovery role. 9. Remove barriers that make difficult for the customer to complain, while developing effective responses, which may include empowering employees to provide compensation for the failure.

53

10. Maintain customer and product database that led company analyze types and sources of complaints and adjust its policy. 11. Company must design a sound training programmed provides support

And rewards for good performance because positive attitudes of

Employees. Promotes stronger customer loyalty.

12. Last but not least the infrastructure the outlet is getting some lack of space &some facility are to be added.

54

BIBILIOGRAPHY

www.kutwalfoods.co.in Marketing research by M.V. Kulkarni Marketing Management by Philip Kotler www.Google.com

55

ANNEXURES

QUESTIONAIRE FOR URJA RETAIL OUTLET

1) a. Outlet name b. Nature of business c. Number of Urja Customer 2) While deciding to take Urja Products what are the features you look for? Please number according to importance. a) quality b) price c) service 3) At the time of taking Products from which the other sources you take suggestion. a) Family and friends. b) DSA (Direct Sales Associates) c) Advertisement d) Any other sources 4) Were you kept well informed by customer care on the various promotional

56

schemes? a) Yes b) No 5) How is the after sale service of Urja Products so far? a) Very Good b) Good c) Average d) Poor 6) Are you aware of the promotional scheme provided by the company? a) Yes b) No 7) If yes, are you satisfied with the current running promotional schemes given to you by company?

a) Yes b) No 8) From which sources you came to know about the promotional scheme? a) Advertisement

b) Companies officers

c) From DSA

57

d) Any other sources

9) Generally what type of Schemes Company provides you?

a) Seasonal

b) Target based

e) Monthly

f)

Other

10) Are you satisfied with the quality of promotional scheme happening in Shirur Taluka

a) Yes

b) No

58

Kindly put forward any suggestion you would like to give for better service of Kutwal Foods Pvt Ltd, ___________________________________ ___________________________________

Thank for giving your precious time!

59

60