Vino kmf project

MARKET POTENTIALITY OF NANDINI SET CURDS

EXECUTIVE SUMMARYSet curds and milks are a basic food in many societies where cattle and other animals

form an important part of the agricultural production system. If you review the history of

dairying in most the European and North American countries, one sees the share of liquid

milk and set curds in the dairy industry changing over of economic and technological

development in their societies.

In developing countries like India depending on the level of the dairy industry,

products range from a few indigenous dairy products and raw milk to pasteurized liquid milk

and set curds and a small proportion of other "LUXURY" products. Thus liquid milk is still

the most important base f

or developing the dairy industry in developing countries.

India has become the world’s No. 1 milk producing country, so it is also rich in set

curds with output in the year 1999-2000 (marketing year ending March 2000) forecasted at

78 million tonnes. In the India context of poverty and malnutrition, milk has a special role to

play for its many nutritional advantages as well as providing supplementary income to some

70 million farmers in over 500,000 remote villages.

After liberalization Indian market is open to wide competition in both consumer

market as well as industrial market. Industrial buying process is influenced by so many

factors. Before purchasing raw materials they conduct an intense discussion and buying

process passes through different stages and finally adopt suitable one.

Consumers consider many factors like quality service, price availability of

materials etc while purchasing the raw materials.

The main objective of this study is to know the Market potentiality of Nandini

set curds in Bangalore City.

The methodology of this study was collection of data through structured

questionnaire and personal interview with consumer in various areas of Bangalore city. The

sample size was 50 at simple random sampling method. Then evaluation of collected data is

RNSIT Dept of MBA


taken place. Most of the people using ordinary curds and know people buying set curds

because it has good quality and freshness.

This study has that the quality of the set curds should be improved. A certain

amount of rebate is being given to huge buyers of Nandini set curds. The company should

facilitate credit transaction to customers. The advertisement of Nandini set curds to be

expressed regularly and should be very creative and effective to the fullest extent.

It can be concluded that Nandini is one such a brand, which has entered the

daily life of the customers. It has the monopolistic market in Nandini set curds and can be

utilized fully. KMF is one such organization where, it is striving hard for its customer

satisfaction. This project report at the end gives some suggestion, if adopted can lead to

much higher development in sales.

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1. INDUSTRY PROFILEDairy 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 USA, the year 1850 is seen as the dividing line

between farm and factory scale production. Various factors contributed to the change in these

countries viz., concentration of population in cities where jobs were plentiful, rapid

industrialization, improvement of transportation facilities, development of machines etc.,

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. Nearly all

the milk in the USA before 1900 was delivered as raw (nature) milk. Once pasteurization was

introduced, it developed rapidly. Mechanical refrigeration helped in the rapid development of the

factory system of market distribution.

Milk

Milk may be defined as whole, fresh, clear lacteal secretion obtained by the complete

milking of healthier milk animals. It represents the perfect food for man nearly than any other

natural food. An adequate consumption of milk can correct dieting deficiencies for most people

strong, healthy bodies. It is delicious and appetizing food as well as being healthful.

The major constituents of milk are water, fat, protein, lactose and mineral water. The minor

constituents are phospholipids, sterols, vitamins, enzymes, pigments etc. The true constraints are

milk fat, casein and lactose.

Milk is absolutely essential for the welfare of the human race. The cow has been rightly called,

“The Foster Mother of Human Race” and she is found in most of the civilized countries of the

earth.

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Asian Dairy Scene

With 60% of the world population, Asia accounts for only 20% of the global milk production.

The total world production of more than 500 million tons for a population of about 4 billion

amounts to an average annual per capita availability of 100kg. The corresponding figure for Asia

is only about 27 kg and the consumption is about 30kg. Some 10% of milk consumed in Asia is

imported. In several Asian countries, imports of dairy products, both as finished products in

consumer packs and in bulk for recombination in to milk have helped create a dairy market and a

milk processing industry.

The Asian countries have been producing over 96% of the world’s buffalo milk output,

estimated at 48 million tones, India accounts for more than 30% of it. The recent formation of

the Asian Buffalo Association will help overcome the neglect that the buffalo has suffered for

decades.

Dairy in India

In India, dairying has been practiced as a rural cottage industry since the remote part.

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.

During the earlier year, each household in those countries maintained its family cow or secured

milk from its neighbor who supplied those living close by. As the urban population increased,

fewer households could keep a cow for private use.

The high cost of milk production, problems of sanitation etc., restricted the practice, and

gradually the family row 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 become possible to locate dairies where land was less expensive and

crops could be grown more economically.

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In India, the market milk technology may be considered to have commenced in 1950 with the

functioning of the Central Dairy of Aare milk colony, and milk product technology in 1956 with

the establishment of AMUL dairy, Anand. The industry is still in its infancy and barely 10% of

our milk productions under goes organized handling.

History of Indian Milk Industry

Organized milk handling was made in India with the establishment of

Military Dairy Farms.

Handling of milk in co-operative milk unions established all over the

country on a small scale in early stages.

Long distance refrigerated rail-transport of milk from Anand to

Bombay since 1945.

Pasteurization and bottling of milk on a large scale for organized

distributed was started at

Aarey 1950

Calcutta(Haringhata) 1958

Delhi 1959

Worli 1961

Madras 1963

Establishment of milk plants under the 3- year plans for dairy

development all over India. They were taken up with the dual object of

increasing the national level of milk consumption and ensuring better

returns to the primary milk producer. These main aims were to

produce more, better and cheaper milk.

In terms of percentages we have 51% of the Asian population.

AmulRNSIT Dept of MBA


A situation prevailed in the case of milk about 30 years ago; when the exploitation by middlemen

had forced the milk producers to sell milk at throw prices. The answer to such a situation was

found in developing a system that enables milk producers to own and operate not only their

processing facility, but also the inputs, delivery machinery, and the marketing of finished

products.

The integrated approach first proved very successful in Kaira-the AMUL organization

and through the Operation Flood Program, aimed to establish similar farmer’s organizations in

18 districts in the country. The Program when implemented did face some preliminary problems,

but these were overcome, so much so that when the IBRD and World Bank came forward to

finance dairy projects in Karnataka, Rajasthan and Madhya Pradesh.

The results were that 12 milk producers’ co-operative unions were established. Based on

the success of these 30 unions, bodies owned by the farmers themselves, the other phase of dairy

development, Operation Flood II, being implemented to bring the total number of such district

unions to 155, and cover some 10 million farmers.

The success of these 30 unions have further demonstrated that problems can best solved if the

agency implementing the program is owned and operated by the producers themselves, who

employ the best professionals that the responsibility of such an organization is not only to

guarantee a remunerative market for the rurally produced commodity by its member producers,

but also guarantees a package of input for enhancing production (milk) and ploughs back the

profit for further development. Again, in the case of milk, since marketing of the product was

largely controlled by middlemen/trade/cattle keepers/etc., the organized dairy was not in a

position to pay a better price to the milk producers. Market intervention was therefore required to

enable these dairies to supply milk to the consumers at reasonable prices. This was the first time

that food aid skimmed milk powder, and butter oil in this case-was used to prime the pump of the

modern dairies in four metropolitan cities (Calcutta, Bombay, Delhi and Madras), and permit

them to demand on all much large scale. The funds generated through the sale of skimmed milk

powder and butter oil were used to build up farmer’s organizations in the milk sheds those

supplies to these metropolitan cities.

2. COMPANY PROFILE

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2.1 BACKGROUND OF THE COMPANY

Karnataka Milk Federation which is most popular as KMF evolved itself as a premier and most

profitable dairy farmers' organization in the State of Karnataka.

As an agency in 1975 to implement the World Bank Aided Dairy Development Projects,

Karnataka Dairy Development Corporation (KDDC) was formed, the company grew itself fast

and as it spreads the wings of new found rural economic activity - Dairying all over the State, the

genesis of apex cooperative body took the shape of KMF in 1983 encompassing entire State with

13 District Co-operative Milk Unions executing the various parameters of Dairy activity -

organization of Dairy Co-operatives, Milk Routes, Veterinary Services, Procurement of milk in

two shifts of the day, Chilling, Processing of milk, distribution of milk and also establishment of

Cattle Feed Plants, Nandini Sperm Station, Liquid Nitrogen Supply, Training Centers - as its

main stay.

The entire system was reconstructed on the model of now well-known `ANAND' pattern dairy

cooperative societies. Eight southern districts of Karnataka was considered initially with a target

of organizing 1800 Dairy Co-operative Societies, four Milk Unions and processing facilities

were set up to the tune of 6.5 lakhs per day by 1984.

Under Operation Flood - II &III, project which started in 1984 & 1987 covered the remaining

parts of Karnataka. Thirteen milk unions are organized in 175 taluks of all 20 districts then and

the field work was extended by organizing more dairy cooperative societies. The processing

facilities i.e. chilling centers, milk dairies and powder plants were transferred in phases to the

administrative control of respective cooperative milk unions and the activities continued to be

implemented by these District Organizations. Additional processing facilities were created &

existing facilities augmented every decade with the help of Govt. / ZillaPanchayat and NDDB to

handle ever increasing milk procurement without declaring milk holidays. The processing

facility as exists at 32.25 lakh liters/day is further strengthened.

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2.2 NATURE OF BUSINESS CARRIED

Karnataka Cooperative Milk Producers' Federation Limited (KMF) is the Apex Body in

Karnataka representing Dairy Farmers' Co-operatives. It is the second largest dairy co-operative

amongst the dairy cooperatives in the country. In South India it stands first in terms of

procurement as well as sales. One of the core functions of the Federation is marketing of Milk

and Milk Products. The Brand "NANDINI" is the household name for Pure and Fresh milk and

milk products.

KMF has 13 Milk Unions throughout the State which procure milk from Primary Dairy

Cooperative Societies (DCS) and distribute milk to the consumers in various Towns/Cities/Rural

markets in Karnataka.

The first ever World Bank funded Dairy Development Program in the country started in

Karnataka with the organization of Village Level Dairy Co-operatives in 1974. The AMUL

pattern of dairy co-operatives started functioning in Karnataka from 1974-75 with the financial

assistance from World Bank, Operation Flood II & III. The dairy co-operatives were established

under the ANAND pattern in a three tier structure with the Village Level Dairy Co-operatives

forming the base level, the District Level Milk Unions at the middle level to take care of the

procurement, processing and marketing of milk and the Karnataka Milk Federation as the Apex

Body to co-ordinate the growth of the sector at the State level.

Coordination of activities among the Unions and developing market for Milk and Milk products

is the responsibility of KMF. Marketing Milk in the respective jurisdiction is organized by the

respective Milk Unions. Surplus/deficit of liquid milk among the member Milk Unions is

monitored by the Federation. While the marketing of all the Milk Products is organized by KMF,

both within and outside the State, all the Milk and Milk products are sold under a common brand

name NANDINI.

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2.3 VISION MISSION AND QUALITY POLICY

VISION: To march forward with a missionary zeal which will make KMF a trailblazer of exemplary

performance and achievements beckoning other Milk Federations in the country in pursuit of

total emulation of its good deeds

To ensure prosperity of the rural Milk producers who are ultimate owners of the Federation.

To promote producer oriented viable cooperative society to impart an impetus to the rural

income, dairy productivity and rural employment.

To bridge the gap between price of milk procurement and sale price.

To develop business acumen in marketing and trading disciplines so as to serve consumers with

quality milk, give a fillip to the income of milk producers.

To compete with MNCs and Private Dairies with better quality of milk and milk products and in

the process sustain invincibility of cooperatives.

MISSION: Heralding economic, social and cultural prosperity in the lives of our milk producer members by

promoting vibrant, self-sustaining and holistic cooperative dairy development in Karnataka State.

QUALITY POLICY:

To ensure pure, hygienic milk and milk products through continuous improvement of quality

standards.

VALUES: Cleanliness

Total quality maitenance

Discipline, Co-operation

Transparency

Honesty

OBJECTIVES

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KMF is a Cooperative Apex Body in the State of Karnataka representing organizations of

milk producers' and implementing all-round dairy development activities to achieve the

following objectives:

To build & develop village level institutions as cooperative model units to manage the

dairy activities.

To make available quality milk and other premier dairy products to urban consumers.

To ensure provision of inputs for milk production, processing facilities and dissemination

of know how.

To facilitate rural development by providing opportunities for self-employment at village

level, preventing migration to urban areas, introducing cash economy and opportunity for

a sustained income.

Human Resource Development

There are at present 20.35 Lakh dairy farmers as primary members including 3.5 Lakhs of SC/ST

and 6.6 Lakh woman members.

Dairy Co-operatives employ more than 32000 people and 5200 are permanent KMF Units and

Unions employees.

Indirect employment thro' veterinary services, milk transportation, milk sales etc. activities is to

the tune of 52000 people.

This sector has also created demand and employment in manufacturers of equipment’s required

by DCS, Dairies, printing and the like.

Quality and Food Safety

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During the last ten years, the Federation is giving greater emphasis on procuring quality milk

from DCSs under the concept of “Quality Excellence from Cow to Consumer.” Many Clean

Milk Production (CMP) initiatives have been implemented at all the stages of procurement,

processing and marketing. Among these CMP initiatives, noteworthy initiative is the setting up

of Community Milking Parlours in villages.

The KMF is forerunner to introduce this innovative technological initiative for bringing about

revolutionary improvement in quality of milk collected in DCSs. This system has several

advantages such as elimination of mastitis in milch animals and improvement of productivity.

The milk from milking machines, collected through Automatic Computerized Milk Collection

Units is chilled directly in Bulk Milk Coolers. This chilled raw milk, untouched and

unadulterated by human hands, has very high microbiological quality, comparable to

international standards. This high quality milk is being utilized for manufacturing high quality

value added milk products, for both domestic as well as international markets.

Other Clean Milk Production (CMP) Initiatives include: -

Training of milk producers on modern dairy husbandry practices and CMP.

Providing SS utensils, antiseptic solutions for udder cleaning on pre and post milking,

etc. to producers.

Training to DCS staff and officers of the Unions on CMP.

Replacing Aluminium milk cans and collection vessels with SS –304.

Posters, documentary films and booklets on Clean Milk Production.

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"NANDINI" invites export inquiries

"Nandini" has, over the years, grown to have now become the 2nd largest brand in the co-

operative dairy industry in India and the undisputed leader in the South India. Karnataka Milk

Federation (KMF) and the milk Unions affiliated to it are handling, on an average, over 5.2

million kgs. of milk PER DAY. A very wide range of milk products- of short and long life- are

made in well-equipped hygienic manufacturing facilities (ISO certified/HACCP compliant)

staffed by highly qualified and experienced professionals and skilled workmen.

Within the framework of the export policy laid down by Government of India from time to time,

KMF has resolved to undertake export of its products after the completion of all the required

export formalities. KMF is planning to export the following products, they are.

Butter (Salted and Unsalted).

Ghee (Clarified Butter).

UHT Milk in Tetrapak containers.

Ethnic Indian Sweets with long self-life in frozen format.

Milk Powders.

2.4 PRODUCTS/SERVICES:

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The following are Milk and Milk Products of KMF:

TONED MILK:

Nandini toned fresh and pure milk containing 3.0% fat and 8.5SNF, available

in 500ml and 1ltr packs.

SHUBHAM:

Buffalo’s milk, 100% pure pasteurized processed and packed hygienically,

this milk has 5% fat and 9% SNF. Available in 500ml and 1litres packs. It is

also available in 5 litres packs for marriages and other functions.

FULL CREAM MILK:

Full cream milk, containing 6% FAT and 9% SNF. Rich, creamier tastier

milk, ideal for preparing home-made sweet. Available in 500ml and 1ltrs

packs.

HOMOGENIZED TONED MILK:

Nandini homogenized milk is pure milk. Which is homogenized and

pasteurized, consistent right through, it gives you more cups of tea or coffee

and is easily digestible. Available in 500ml packs.

CURD:

Nandini curd made from pure milk, its thick delicious goodness of homemade

curds.

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MILK POWDER:

Skimmed Milk Powder made from pure milk, processed and packed

hygienically. Available in 100 gms, 200 gms, 500 gms, 1kg & 25 kg pack.

BUTTER:

Rich, smooth, delicious, Nandini butter is made out of fresh pasteurized

cream, rich taste, smooth texture and the rich purity of cow’s milk makes

any preparation a delicious treat. Available in 100 gms (salted), 200 gms and

500 gms.

PEDA:

Made from pure milk, Nandinipeda is a delicious treat for the family. It will

be store at room temperature approximately 7 days. Available in 250

gmspack containing 10 pieces each.

GHEE:

Nandini ghee made from pure butter. It is fresh and pure with a delicious

flavour, hygienically manufactured and packed in a special pack to retain

the goodness of pure ghee. Life of ghee is 6 months at ambient temperature.

Available in 200 ml, 500 ml, 1000 ml sachets, 5 litres tins and 15 kgs tins.

2.5 AREAS OF OPERATIONRegional and national.

2.6 OWNERSHIP PATTERN

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Karnataka Cooperative Milk Producers' Federation Limited (KMF) is the Apex Body in

Karnataka representing Dairy Farmers' Co-operatives.

Co-operative firm which is undertaken by Govt of Karnataka builds and runs under the co-

operative institutions such as

District Co-operative Society. (DCS)

National Dairy Development Board. (NDDB)

DISTRICT CO-OPERATIVE SOCIETY:

It is basic organization unit, functioning at a village level, by training local people to

organize and manage the activities village level institution building and development of local

leadership is promoted.

FUNCTIONS:

It functions daily and acts as a marketing outset for the milk produced in the village

Input facilities are also canalized to the dairy formers through these societies and include

veterinary first aid, sale of cattle feed, supply of fodder seeds, seedling and provisions of

mobile veterinary health care etc..

Payment for milk is done through society.

NATIONAL DAIRY DEVELOPMENT BOARDThe NDDB was established in 1965; the board is registered under the societies Registration Act

and the public Trust Act, fulfilling the desire of the Prime Minister of India - the late Lal

Bahaddur Shastri to extend the success of the Kaira Co-operative Milk producers union (AMUL)

TO OTHER PARTS OF India. Dr Vergese Kurien was the founder chairman.

Services rendered by NDDB:

NDDB provide the following services.

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Planning dairy and rural development projects.

Organization of farmer co-operative societies.

Setting up of dairy and cattle feed plants.

Manpower planning and training.

Applied research and development.

Implementation of milk production enhancement programme.

2.7 COMPETITORS Amul: the largest player in Indian dairy industry and leading

brand is major competitor in this category with good market

share , loyal customers , great brand image, and is known for its

high quality standards and premium range of milk and milk

products and following high quality manufacturing, packing and

distribution practices.

Heritage: Heritage is recognized as one of India's largest and

most successful Dairy for the last 18 years. Based in

Hyderabad with an existing brand presence in Andhra

Pradesh, Tamilnadu, Karnataka, Kerala and Maharastra.

Heritage is known for its high quality standards and premium range of milk and milk

products and following high quality manufacturing, packing and distribution practices.

Heritage is now become the ISO 22000 certified company

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BRITANNIA: Britannia Industries Limited is an Indian

food-products corporation based in kolkota India. Dairy

products contribute close to 10 per cent to Britannia's

revenue. Britannia trades and markets dairy products, and its

dairy portfolio grew to 47% in 2000-01 and by 30% in 2001-

02. Britannia holds an equity stake in dynamix dairy and outsources the bulk of its dairy

products from its associate.

DANONE: Group Danone is a French food-products

multinational corporation based in the 9th arrondissement of

Paris, Danone India, a group involved in businesses – Fresh

Dairy Products, Baby Nutrition, Bottled Water, and Medical

Nutrition – has roped in Karishma Kapoor as its new brand ambassador.

NESTLE: it is a Swiss based food-products multinational

corporation. leading brand is major competitor in this category

with good market share , loyal customers , great brand image,

and is known for its high quality standards

2.8 INFRASTRUCTURAL FACILITIES:

Statutory Facilities: Canteen facilities,

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http://en.wikipedia.org/wiki/Multinational_corporation



http://en.wikipedia.org/wiki/9th_arrondissement_of_Paris

http://en.wikipedia.org/wiki/9th_arrondissement_of_Paris



Provision of toilets, restroom sittings,

Uniform are provided,

Provision of wash basins,

Security facilities

Shifts facilities-3 shifts per day

Payment of PF,

Leave facilities,

- Casual leave 15 days,

- Sick leave 10 days

- Earned leave 30 days

Medical benefits,

- In patient Rs. 5000

- Out patient Rs. 3000

Non-statutory facilities: Celebration of kannada rajyothsva.

Training programme for employee development.

Factory arranges cultural programs at the time of Ganesh Chaturthi,

workers day, Deepavali.

Factory often conducts demonstration through social workers in respect of

family planning, AIDS awareness, etc.

Staff member’s children will be provided with gift for scoring in SSLC,

PUC

2.9 ACHIEVEMENT/AWARDS Organization of dairy cooperative socities-1192, DCS functional-1112, Membership

(nos.) - 172113, Average Milk Procurement (TKGPD) - 340269, DCS under IB programme-45,

Number of first centers-370, Women Memberships (nos.)-55708, Number of AI done- 25219,

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Number of cluster AI centers-80, Fodder seed sales - 96, Fodder slips supply – 25 lakhs, DCS

under CMP - 700, Average Milk Sales LPD-121858, Average curd Sales/day - 10850

KMF has got to 4 awards

National Energy Conservation Award -2004

Received on 14th Dec from Dr. Manamohan Singh, Prime Minister of India.

National Energy Conservation Award-2005. Received on 14th Dec from Dr. A.P.J. Abdul Kalam, President of India.

National Energy Conservation award-2006.

Received on 14th Dec from Honorable Power Minister ,Sushilkumar

National Energy Conservation award-2007.

Received on 14th Dec from PratibhaPatil, President of India.

ISO-9001:2000 certification

2.10 WORK FLOW MODEL

Production process has the following work flow model

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2.11 THE GROWTH

PROCESS

The growth over the years and activities undertaken by KMF is summarized briefly hereunder:

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KEY ITEMS

1976-77

2011-2012(Up to Mar'12)

2012-13(Upto FEB'13)

Dairy Co-operatives Nos 416 13006 REGED / 11568 Funct

13553 REGED /12036 Funct

Membership Nos 37000 21.51 Lacs 22.16 Lacs

Avg. Milk Procurement Kgs/day

50000

Avg.42.85

Peak Proc.46.49(Nov'11)

LKPD

Avg.49.55

Peak Proc.54.56(Nov'12LKPD)

Milk Sales Lts/day 95050

28.90 LLPD / Curd:2.74 LKPD /

Good life 2.19 LLPD

29.94 LLPD / Curd:3.01 LKPD / Good life 2.33

LLPD

Cattle Feed Consumed Kgs/DCS 220 2958 2608

Daily Payment to Farmers

Rs.Lakhs 0.90 785 968

Turnover Rs.Crores 5823.69 ----------

World Bank Study - Observations

The World Bank, in its study on the effect of Co-operative dairying in Karnataka, has pointed out

that :

The villages with Dairy Co-operative Societies are much better off than those without.

The families with dairy cattle are economically better than those without dairy cattle.

Women who had no control on the household income have better control in terms of Milk

Money.

A single commodity MILKhas acted as a catalyst in the change in the Socio-Economic

impact of the rural economy.

There is a positive impact on those at the lower end of the economic ladder both in terms

of landholding and caste.

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PERSPECTIVE PLAN 2010

After the closure of OF-III project. Government of Karnataka and NDDB signed an MOU during

February 2000, for further strengthening the Dairy Development Activities in Karnataka with an

outlay of Rs.250 Crores. Consequent to the announcement of new lending terms and conditions

by NDDB through an evolution of an action plan - Perspective 2010 to enable the dairy

cooperatives to face the challenges of the increased demand for milk and milk products by

focusing efforts in the four major thrust areas of Strengthening the Cooperatives. Enhancing

Productivity, Managing Quality and building a National Information Network, plans are under

implementation.

FUTURE VISION

To consolidate the gains of Dairying achieved in the state of Karnataka and with a view to

efficiently chill, process and market ever developing and increasing milk procurement with an

utmost emphasis on the Quality and in the process conserve the socio-economic interests of rural

milk producers, the Govt. of Karnataka through KMF has proposed to undertake several projects

with financial and technical support of NDDB for which an MOU was signed between Govt. of

Karnataka and NDDB on 10th Nov. 2004.

I Projects undertaken by KMF / Union budget: Value

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1.1 UHT Plant godown at Channarayapatna plant 140 lakh

1.2 Dharwad CFP expansion from 150 to 200 MTPD 75 lakh

1.3 CFP Raw material godown of capacity 5000 MT at Dharwad 425 lakh

1.4 CFP Raw material godown of capacity 2000 MT at Gubbi 230 lakh

1.5 Ice cream plant at Bellary – 10000 Ltr per day capacity 1000 lakh

1.6 Nandini Milk product plant expansion – civil construction 175 lakh

1.7 Pouch film plant admin and canteen building construction 33 lakh

1.8 UHT Plant establishment at Kumbalgodu for Mandya milk union 310 lakh

II Projects undertaken by KMF Under GOK/GOI Grant

3.1 Fodder densification Plant Civil building at Chamarajnagar 102 lakh

3.2 Fodder densification Plant at Haveri (12 MTPD) 103 lakh

3.3 CFP Establishment at Shikaripura – 300 MTPD (GOK grant) 4500 lakh

III Projects undertaken by NDDB Under PERSPECTIVE PLAN

4.1 CFP Hassan 300 MTPD 4000 lakh

4.2 Mysore Dairy Expansion – 150 to 300 TLPD capacity 927 lakh

4.3 Hassan Dairy Expansion - 120 to 300 TLPD 1739 lakh

4.4 Cattle Feed Plant – 300 MTPD at Hassan 1800 lakh

4.5 Tumkur Dairy Expansion – 100 to 325 TLPD 3635 lakh

4.6 Hoskote Dairy for Bangalore Milk Union– 200 TLPD 2032 lakh

4.7 Mandya Dairy Expansion – 250 to 400 TLPD 1535 lakh

OTHER GOK FINANCIAL SUPPORT:

To support Milk Producers of DCS members GOK is providing an amount of Rs.2.00

per litre as incentive to the milk producer from 2008-09 onwards.

RNSIT Dept of MBA


GOK is providing financial assistance for strengthening Dairy Development

infrastructure facilities at Northern Karnataka milk unions jurisdiction which will also

redress regional imbalance as per Dr. Nanjundappa's report.

UNITS OF KMF

KMF has the following Units functioning directly under its control:

Mother Dairy, Yelahanka,Bangalore.

Nandini Hi-Tech Product Plant, Channarayapatna.

Nandini Milk Products, KMF Complex, Bangalore.

Cattle Feed Plants at Rajanukunte/Gubbi/Dharwad/Hassan.

Nandini Sperm Station (formerly known as Bull Breeding Farm & Frozen Semen Bank)

at Hessaraghatta.

Nandini Packaging Film Plant at Munnekolalu, Marathhalli.

Central Training Institute,Bangalore&Training Institutes at Mysore/Dharwad.

Gulbarga Dairy, Gulbarga.

Functions of KMF:

Co-ordination of activities between the unions.

Developing he market for the increasing in the milk production.

To make the brand “Nandini” as a house hold name.

Excellence in quality is to be maintained to lay a solid foundation for wide spread

acceptance of “Nandini” products.

To increase the market share of “Nandini”.

3.0 MCKENSEY’S 7-S FRAMEWORKThe 7-S framework was developed by the consultants at the McKinney Company, a very

well known management consultancy firm in United States towards the end of the 1970

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to diagnose the causes of organizational problem and to formulated programs for

improvement.

7-S model a systematic approach in improving organizationsThe 7-s diagram illustrates the multiplicity-interconnectedness of elements that define the

organization ability to change. It looks as the seven key elements that make the organizations

successful, or not, strategy, structure, systems, styles, skills, staff, and shared values.

.

1. STRUCTURE:

Structure of a company includes the basic organization of the company, its departments, reporting

lines, areas of expertise and responsibility and how they inter relate.

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The way the organization's units relate to each other: centralized, functional divisions (top-down);

decentralized (the trend in larger organizations); matrix, network, holding, etc.

Organization Structure:

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DEPARTMENTS OF THE COMPANY

PROCUREMENT & INPUT DEPARTMENT.RNSIT Dept of MBA


PRODUCTION DEPARTMENT.

QUALITY CONTROL DEPARTMENT.

FINISHED GOODS DEPARTMENT.

PURCHASING DEPARTMENT.

STORES DEPARTMENT.

MARKETING DEPARTMENT.

ADMINISTRATION DEPARTMENT.

FINANCE DEPARTMENT.

ENGINEERING DEPARTMENT.

PROCUREMENT & INPUT DEPARTMENT The Union carries on procurement by setting up operative societies at village level. Later milk is

collected in the chilling centre. Milk collected from the milk centres is first tested. There are milk

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testing equipments for this purpose. Then a survey on availability of transportation facilities &

productive capacity of villages are conducted. If the marketable surplus is more than 150 liters per

day, promoters are selected form the village & are given the responsibility of collecting the capital

for the society twice a day & payment is made on the basis of percentage of the content & SNF in

the milk. After this, milk is sent to Union else chilling centre, wherever near. At the chilling centre,

milk is chilled up to 4 degree Celsius. Later this chilled milk is sent to union in Insulated Tanks for

further processing.

The main function of this department is to procure milk different areas throughout the year. The

main function of P&I Department is to organize, supervise & operate village dairy co-operative

societies & to procure more milk from village societies other services provided are:

Veterinary services to keep up the good health of cattle through

Regular health camps.

Emergency service round the clock.

First aid, vaccination, infertility camp, fodder.

Artificial insemination facility for improvement of cattle breeds.

Facilitating training programs regarding management of cattle.

Supply of fodder to cattle.

PRODUCTION DEPARTMENT:The main objective of the department is to follow up production schedule as per plan & to

maintain close & co-ordinate relation with other dept & ensure to upgrade the technical efficiency of

production. Milk, as it is highly perishable product has to process immediately to avoid spoilage

milk with respect to its flavour, texture & taste.

Production dept is well equipped & has various types of highly sophisticated machines

imported from Sweden & Denmark. Once the milk is received form P&I dept, it is first weighted

with the help of weighing bowl. Sample testing is made through lactometer reading & other tests.

The fat & SNF content of each sample of milk is accessed the cow & sent to the production section

separately through two different stainless steel pipes.

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Plate heat exchanger

Raw milk I Raw milk II


Later the raw milk is passed through plate chillers of variable capacity where it is cooled up

to 4-5 degree Celsius. This cooled raw material is further stored in a silo of 30000 litres capacity.

MILK RECEPTION:

Milk from tanks

Milk in Cans

Milk is procured cans from centre which are within 45 km radius of the dairy. The cans

are transported to dairy in vehicles which are not equipped with cold storage. The reception unit

has two inlet points as indicated in the figure.

In one inlet point, the cans are placed on the conveyor belt and then the milk is poured in

the collection tank as shown. Samples of milk taken in 25 ml bottles and are tested in the

laboratory milk from the collection tank is pumped to the plate heat exchange where it is cooled

to around 50 c with the help of cold water.

When the collection centres are farther than 45 km they have been provided with chilling

centre at appropriate places. Hear milk is procured from neighbouring villages and is stored at 50 C

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To processing unit


from here the milk is transported to dairy in cold storage vehicles. In the second inlet as shown

milk from the tanks is pumped to the plate heat exchanger. The milk cans and tanks are sterilized

by NaOH scrubbing and washing.

Milk is received twice a day at an average rate of 4500 litres of cow milk and 2200 litres of

buffalo milk. The received milk should be containing at least 3.5% fat and 8.5% SNF otherwise the

milk is treated as substandard.

There are various sampling tests of the raw which determine its fat content:

GURBER TEST:

10 ml H2So4 is mixed with 10.75 ml of milk and of Amyl alcohol is added to the previous

mixture and rotated in a centrifuge for nearly 10 minutes. Fat will separated from the milk and

stands above the mixture its value being read by the scale attached to the test tube.

MILKOMETER:

This instrument directly displays the fat of the milk. Milk from plate heat exchanger is

pumped to the 2 raw milk silos each of 30,000 litres capacity. The silos are steel insulated to

facilitate cold storage. Milk from these silos is pumped to the pasteurizer for processing.

MILK PROCESSING:

From the pasteurization

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Cream separator I

Milk pasteurizer II Butter silo IButter silo IIButter silo IIICream pasteurizer

Milk pasteurizer I Cream separator II


Cream Milk

To butter unit

Raw milk has to be pasteurized to get rid of harmful bacteria to increase its shelf life. This

is done by firs heating it till 720 c and then cooling it to 40 c .The pasteurized milk is then treated so

that its fat content is reduced to required level and then sent to the processed milk silos. The dairy

has 3 milk varieties on fat percentage:

TYPES OF MILK FAT SNF

Toned milk- 3.0% 8.5%

H. Cow milk 3.5% 8.5%

Standard milk- 5.0% 9.0%

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Pasteurized milk for packaging


Shubham milk - 6.0% 9.0%

The processed milk from the silos is then packed and dispatched in polyethylene bag of ½

Litre and 1 litre capacity.

Milk from raw milk silos is pumped to pasteurize and pasteurizer 2 each of 18,000 litres

per hour capacity. Pasteurized milk from the pasteurizer is then fed to cream separator 1 and cream

separator 2 each of capacity 12,000 litre per hour. It also has mechanism for standardization where

in cream and skimmed milk is recombined to get specific fat content which can be manipulated by

a throttle valve. The milk is pumped and stored in the processed milk silos each of capacity 30,000

litres. The cream is taken to a cream pasteurizer of capacity 4,000 litres per hour. Pasteurized

cream is then pumped and stored in cream solos cream which are 3 in number each of capacity

6,000 litres.

PASTEURIZER:

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The pasteurizer consists of 3 parts-

Hot region:- Hear the milk is heated to around 710 C using condensate which is at

around 1000C .Milk is passed through regenerative at the other side of the

plate .The milk is then sent to holding section

Regenerative region: - Hear their heat transfer taking place between pasteurized hot

milk and cold raw milk. Hot milk moves towards cold region and cold milk moves

towards the hot region as indicated in the figure.

Cold region and Holding region in cold region pasteurized is cooled around 50C by

means of cold water which is at 00.V .The hot pasteurized milk spends around 15

seconds in the holding region so that the pathogens are killed.

CREAM SEPARATOR:

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The portion of milk which contains more than 25%milk fat is called cream .The milk free

from is called skimmed milk .The skimmed milk contain around 0.5% milk fat. This separation

can be brought about by use of centrifugal separator. Through the cream time, when subjects to

centrifugal action. Skimmed is taken out from milk line.

Clarification: The denser particles are separated out from milk in this stage. The

heavier particles are thrown out to the periphery when subject to centrifugal force and

hence speared from milk.

Standardization: Milk of a specific fat is produced by recombining cream and milk

taken in proper proportion. This can be attained by manipulating the throttle valve of

the cream outlet.

Purpose of chilling:This is done to avoid micro organisms, which are responsible for spoilage of mike & bitter

taste. The milk, which is stored in silos, is pumped through pipelines to the balance tank, which

helps to maintain the steady speed flow of milk in the pasteurization machine. In DMU, there are 2

pasteurization machines & 1 Cream Pasteurization machine.

Purpose of Pasteurization:

Pasteurization is a process where milk is heated to high temperature & cooled instantly, to

destroy any microorganism. The pasteurized milk will stored in pasteurized milk silos & then sent

to pre-packing section. Packing is done in 500ml & 1000ml & stored in cold storage.

Pasteurization of Cream:

The milk in bulk is taken to the cream separator. Here the cream is separated. The cream is

passed through cream pasteurization unit. This cream is sent to butter section. The milk with no fat

is skimmed milk. This skim milk is pumped back to pasteurization unit & heated to 720 C using

steam & chilled to 40 C using chilled water & stored in silos. This skimmed milk is sent to powder

section, the pasteurization cream is mixed in portion to pasteurized milk.

CURDS SECTION:

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Raw milk is heated to 900 C & allowed to cool to 30 C. later culture is added to it & packed.

The curd is formed in the packet itself. It is stored & packed in 200 gms & 500gms.

QUALITY CONTROL DEPARTMENT:

In KMF, at every stage, care is taken to ensure that the customer gets the products, which

have a high quality, where the quality testing is done. There is a separate laboratory for this. Quality

control is very essential as to maintain the freshness of the milk. All the containers, pipes & other

equipments are washed with hot water before starting of with new production. There are many tests

are conducted here. The packed milk we get from chilling centre next before standardization & the

last test before packing. The other tests conducted are:

The activities of Q.C dept:

Tanker milk: Fat, SNF, temperature, acidity, adulterants.

Can milk: Fat, SNF, society sample in doubtful cases.

Raw milk silo: stock check at beginning & end of shift. Temperature, fat, SNF, acidity.

Pasteurized milk silo: fat, SNF, phosphates, temperature& keeping quality.

Butter: fat, curd, moisture, salt.

Ghee: moisture & free fatty acid.

Peda: moisture & total solids.

FINISHED GOODS DEPARTMENT:

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This department acts as an interface between production & marketing department. It is

concerned with maintenance of finished goods connected records. It receives all the finished goods

& issues the goods are maintained properly with respect of quality.

Accounts are maintained and daily and monthly report is submitted to the production,

Marketing& Finance Depts. As the products are perishable First in First out method & inventory is

followed.

PURCHASING DEPARTMENT:

The main work of this department is to purchase various materials required by different

departments. After ascertaining the stock position by stores department & indent is sent by different

department duly approved by the managing director. This department act to purchase materials.

It also maintains the records of all the suppliers’ calls for tenders, quotations etc. quotations

with lowest rate are sectioned. Purchase up to 50000 then the approval of Managing Director.

STORES DEPARTMENT:

The stores department in KMF follows the Comdex System (Coded Control System). A card

is maintained for each item & a number is allotted. The card attached to each article consists of

amount balance, date of issue, purchase etc. this is later recorded in separated ledger book. The

inventories are of different kind ranging from mechanical, spares, purchasing items to animal drugs,

stationary & veterinary drugs. There are at least 4000 different inventories.

The department has the following services:

It tries to maintain maximum & minimum level of inventory. So as to avoid blockage

of capital & storage.

Ordinary & local available commodities are maintained at minimum possible level.

Items of urgent & not easily available are stored sufficiently for further demand.

MARKETING DEPARTMENT:

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Types of business: Agency

Transporter Com Dealer

Parlour

All Time Milk centres

Day counter

Agencies are working for the KMF. KMF is having 10 -12 Transporter Com Dealer (TCD).

These people will take the both responsibility of transportation and also dealings. It is also having

15-16 parlours. These are spotted in the centre of market, bus stand, hospitals etc. All Time Milk

centres are 15-16. Here consumers can get the “Nandini” milk at any time. Day counters are as

retailers, they sell all types of milk, which is also not a product of KMF. No restrictions on him.

Strategies of marketing Department: Regular contact with retail outlets to promote sales.

Agent motivation programs.

Identifying and establishing NANDINI parlours where Demand is there.

Innovative sales and promotional activities.

Women entrepreneurship programs.

Exploring local market with the help of local organisations or associations.

Strategies Implementation system:sales promotional & advertisement activities of KMF are as follows:

Press advertisements.

Hoardings.

Wall paintings.

Rental for KSRTC Buses.

Banners.

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Vehicle paintings & own hoarding paintings.

Calendar & Greetings.

Exhibition, Drawing & consumer mela.

Sponsoring of events.

Television.

ADMINISTRATION DEPARTMENT

The administration department controls the overall functioning of the organization. The

organization consists of the following 3 levels.

Managerial cadre includes M.D, Deputy Manager & assistant manager.

Supervisory level included technical officers and supervisors.

Worker level includes labours, Helpers.

The department also handles Canteen, Security, & time keeping machine.

Canteen:

There is a canteen in the premise itself. The employees are provided lunch, tea etc… at

reasonable rates. The canteen is handled by the canteen in charge.

Time keeper:

The department records the working hours of employ. The time machine shows the entry

time and exit time of each employee. The workers divided into different shifts control the working of

the department. Each employee is given a Punch Card.

SECURITY DEPARTMENT:

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Belgaum milk occupies 28 acres of land. The whole premise is been guarded by security

personnel. The security people work in three shifts. All the vehicles checked before entering the

premise. The department is also maintains separate registers like store-in register, attendance register

etc…

FINANCE DEPARTMENT:

The department is responsible for keeping all the inward and outward flow of money of

union. It prepares budget every year and financial values for receipts all payments are framed. The

functions of this department are:

To prepare monthly accounts (receipts & payments P&I A/C & balance sheet).

To prepare quarterly finance statements.

To prepare integrated business plan.

To prepare year ending financial statements.

To get accounts audited from statutory books of A/Cs.

KMF follows two types of steps auditing:

Pre-audit system-done by finance and account department every year.

Statutory system-done by private Charted Accountant every year.

Functions of finance department:

Preparation of financial reports.

Preparation of annual reports.

Budgetary control.

Scrutinizing of purchase bills and proposals.

Passing of all payment bills.

Maintenance of sales ledger.

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Maintenance of subsidiary books under the co-operative societies acts like cash

book, debtors & salary registers.

Preparing of cost sheets.

Directing to the internal auditing.

ENGINEERING DEPARTMENT:

The plant operates at a contract demand of 650 KWA at a power factor of 0.95 achieved by

capacitor action. The section is equipped with two diesel generators of 400KVA capacity. They have

12 cylinders each. One engine is battery started where as the other is compressed air started. Both

the engines are provided with alternators of 400 with 558.5A, 415v and power factor 0.8. Generator

output is connected to bus bar from where it is supplied to different loads.

2. STRATEGYStrategy is plans an organization formulates to reach identified goals, and a set of decisions and

actions aimed at gaining a sustainable advantage over the competition.

Development of intermediates and bulk milk products order using a variety of procurement

technologies of milk.

Developed of cattle field plants of 100 TPD capacities, each and one plant of 200 TPD

capacities with mineral and mixture production facility in one unit.

Providing assured and remunerative maker for the milk product by the farmers.

Improving the quality status of milk and their derivatives to urban consumers.

Milk and milk products should undergo various tests conducted by the quality control

departments.

Mission strategy

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The organization core competence include the entire dairy products chains, namely

packed sweet products like peda, kova and Nandini ice creams and their food products must

undergo biotechnology and quality control tests.

3. SYSTEM

Systems define the flow of activities involved in the daily operation of business, including its core

processes and its support systems. They refer to the procedures, processes and routines that are

used to manage the organization and characterize how important work is to be done. Systems

include:

Business System

Business Process Management System (BPMS)

Management information system

Innovation system

Performance management system

Financial system/capital allocation system

Compensation system/reward system

Customer satisfaction monitoring system

Online computer transaction system at KMF

Presently KMF is having a system of all major transaction being carried on through its online

computer system. The major areas covered are:

All milk distributors to retailers/factories/institutions.

All incoming milk weightiest, billing and its accounting.

All financial accounts, books maintenance, employee payroll, sales transactions.

Maintaining database of all above said transaction.

4. STAFF:

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"Staff" refers to the number and types of personnel within the organization and how companies

develop employees and shape basic values.

Total staff strength, permanent, contract laborers and security

Sl.No. TYPES NUMBERS SALARY PER

MONTH

1. Permanent 341 2525876.00

2. Contract laborers 350 1575000.00

3. Security 41 106371.00

5. SKILL:

"Skills" refer to the dominant distinctive capabilities and competencies of the personnel or of the

organization as a whole.

As the milk and milk products are perishable in nature so they handled carefully. So it

required skilled manpower for handling, and skill in the sense testing of content, microorganism,

humidity, and moisture. It needs training.

Training will be conducted at centre training institute, KMF newly recruited employees

will be at central training for about a month, training for junior technical officer about machines

for a month, training for technical officer about a month they will be sent to Gujarat to know

about various activities related to dairy. Training will be given to know about cattle field plant,

insemination.

This expertise enables the group to provide high quality end cost effectives milk products

to domestic markets.

6. STYLE:

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"Style" refers to the cultural style of the organization, how key managers behave in achieving the

organization's goals, how managers collectively spend their time and attention, and how they use

symbolic behavior. How management acts is more important that what management says.

There is no differentiation, but the superiors and the subordinates with the various

degrees of responsibilities.

To achieve the common goals so called as to make collaboration within and across

organization boundaries.

By taking new ideas and views on procurement of milk from different source and

decision making.

Try to solve and balance conflicts between the employees and milk unions.

Share the information in decentralized manner.

Involvement of managers with their associative by sharing the views and take initiative to

support various functional strategies.

7. SHARED VALUES:Shared values are commonly held beliefs, mindsets, and assumptions that shape how an

organization behaves ï¿½ its corporate culture. Shared values are what engender trust. They are

an interconnecting center of the 7Ss model. Values are the identity by which a company is

known throughout its business areas, what the organization stands for and what it believes in, it

central beliefs and attitudes. These values must be explicitly stated as both corporate objectives

and individual values.

It is been serving the state from last 30 decades.

State entirely covered by dairy development.

High capacity utilization of cattle feed plants.

Bulk supplier of SMP, WMP to army

Low price spread between procurement and sales price.

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In the last ten years for milk produced Rs. 3,055 crores has been paid to the dairy from

house.

Wide spread dispersal of crores breed cattle.

Milk supply to Calcutta KMF through railway tankers from Bangalore KMF.

Successful implementation of state government aided dairy development programs

through SC/ST development and backward class development.

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4.0 SWOT ANALYSIS

With the help of this analysis we analyze Internal and External environment of an organisation.

STRENGTHS

Nandini Brand: Nandini products are well branded in the market because of their quality

Man Power: There are well experienced, professionally trained technical employees

working in the company with minimum experience of 15 years. It helps organization to

maintain the quality of the product.

Location: Hassan milk union is located in industrial estate beside NH-48 where people

can easily find the company. It reduces the cost of transportation and leads to publicity of

company name.

Government Support :It is supported by government of Karnataka with grants and loans

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WEAKNESS

Decision –making and control rules by K.M.F & Karnataka government.

All major policies and terms are directed by KMF, which is constituted by various unions

.Hence major decisions and constructive works are delayed.

Bad condition of roads makes milk procurement and also distribution problematic.

OPPORTUNITIES

There is demand for Nandini Products in other states viz Kerala, Goa. So it can sell its

product to those states along with Tamilnadu and Andhra Pradesh

New Product Innovation: It can innovate new products dairy Sweets in the same product

line.

Diversification: Organization has the potential to diversify into various related business.

Employment: It provides more employment opportunity to the people. Young,

enthusiastic employees put their best efforts, which results in the growth of organization.

THREATS Market uncertainty: There is a price fluctuation in the market, it may leads to decrease the

demand and there by reduction in profit

Competition: Competitors are coming up with similar product, this is the main threat

posed by the external environment

5.0 ANALYSYS OF FINANCIAL STATEMENTRNSIT Dept of MBA


BALANCE SHEET AS ON 31 MARCH 2011 AND 31 MARCH 2012

CAPITAL AND LIABILITIES 31.3.2009 31.3.2008

Paid up share capital 60814000.00 42273000.00

Share suspense 1654456.01 870182.51

Depreciation and other funds 156268990.15 107274621.80

Profit and loss account 11699086.86 20264268.38

Loans 25225155.98 23979297.00

Grants and subsidies 6479027.59 7753935.23

Current Liabilities 175479156.43 191194156.82

Provisions 18054340.07 19854317.14

Bank over draft 0.00 0.00

TOTAL 455674213.09 413463778.88

ASSETS 31.3.2009 31.3.2008

Cash in hand 881835.65 783063.90

Cash at bank 46344999.70 47494052.04

Investment 41820936.33 59626895.33

Fixed Assets 210331884.63 152729790.68

Current Assets 89158355.64 103534763.35

Loans, Advances and Deposits 15801.96 31601.49

Sundry Debtors 22231916.27 21952659.63

Audit Objection 3734352.67 3734352.67

Stock on Hand 41154130.24 23576599.79

TOTAL 455674213.09 413463778.88

6.0 LEARNIN EXPIERENCE

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It is a very good opportunity to correct or evaluate our self how capable we are to adopt new

changes or interested to learn the things in real or actual working conditions. When we enter the

organization the atmosphere itself teaches what we have to do and what are all the duties and

responsibilities.

In KMF the co-ordination between the employees will create a unity among employers which is

very helpful in decision making and building a good future to the organization & carry out the

business in a right way. Uniformity which is very essential elements that management should

maintain among their employees & outlook of an employee will also create a impression on the

minds of other about their taste, preference, values & principles.

Time keeping is another important thing that one learnt in the organization. Doing duty in time

punctual, honesty, attractive, &innovative. If it does it in a right way with right choice it will vie

you success. Within that short span of gap over all progress is carried out, if are miss the

opportunity they will not get it back.

Another important feature is about motivation if the encouragement is there to come up their

weakness and support them to come out their ideologies it will be more effective. The work

culture & the environment condition which is provided to the employee are very good which

motive the employees work comfortably

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1.0 General Introduction Of The Study

Introduction to marketing

Marketing is the performance of business activities that direct the flow of goods and services

from the producer to customer.

-American Marketing Association

Many organizations have involved in marketing activities to satisfy the needs and wants of a

group of customers. Now a days marketing is not considered as a mere physical process or set of

activities connected with the exchange of goods. It is regarded as a philosophy of business. It is

concerned with creation of customers.

It includes all those activities connected with identifying the need of the consumable and then,

organizing the according to meet the needs of the consumers.

Importance of marketing management:

• Marketing management is the most important function in the business organization.

• It looks after the marketing system of the firm

• It plans and develops the product on the basis of know demand.

• It has to prepare appropriate marketing plans or marketing mix to achieve the

business goals.

Function of marketing managementThe function of marketing management is summarized as follows:

• Determination of marketing goals

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• Formulation marketing plans, procedures, policies etc

• Designing marketing strategies and marketing mix

• Planning marketing programmers

Marketing is a comprehensive term and it includes all resource and a set of activities necessary

to direct and facilities the flow of goods and services from producer to consumer in the process

of distribution. Business man regards marketing as a management function to plan, promote and

deliver products to the clients or customers. Human efforts finance and management constitute

the primary resources in marketing.

Main view point's management is as follows:

• Analyzing, planning, implantation and Control programs.

• Mutual and personal gain

• Achieving effective response.

Modern marketing concept:

The marketing concepts evolved over a century starting from onset of industrial

revolution, production concept and selling concept, social marketing concept right uo to

date.

ConsumerThe term "consumer" refers to a person who buys goods or services for his personal or

household use and not resale. Consumer behavior is the process whereby individual decide,

what, when, where, how and whom to purchase goods and services"

Consumer behavior has been gaining importance since 1960. the growth of consumerism

and enactment of consumer legislations emphasizes the importance of consumer behavior study.

Today the consumer behavior is the central topic in modern marketing. Since the ultimate aim of

marketing is consumer satisfaction and profit earning.

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Importance

In olden days marketing was seller oriented and there was seller market. The consumer

had to purchase whatever was offered to him. They had no choice. So the study of consumer

behavior was not important to marketers. Now things have changed modern marketing has

become consumer oriented and there is a buyer market, if the choices, performance, tastes and

attitudes of the consumer are neglected.

No marketing efforts can be successful. Therefore the study of consumer behavior is very

much essential success in business.

The study of consumer behavior is important for the following purposes:

• Production policies

• Price policies

• Distribution policies

• Sales promotion policies exploiting marketing opportunities.

Plan for customer service:

• Understand customer expectations

• Establish customer priority

• Define service goals

• Get external commitment from top to bottom

• Establish service infrastructure

• Develop employee through training and compensations

• Measure customer satisfaction

• Set customer expectation

• Search for complainers.

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Factors influencing consumer behavior:

Consumers do not make purchase decision simply. Their buying behavior is influenced

by culture, social, personal, and psychological determinants or factors. All these factors are

controllable and beyond the hands of a marketer. They are considered in understanding buyer

behavior.

Determinants of consumer behavior:

The "satisfaction of the customer "can be easily canalized studying the behavior of the

customers. Customer Behavior can be said to be the study of how individuals make decision on

how spend their available resources (time, money and effort) on the various consumption related

items. This simple definition of customer behavior tells marketers to resolve every activity

around the ultimate customer and gauge their behavior.

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The behavior of the customer helps the marketing to study, what factors influence the

decision making process of the customers. The decision making process identifies the number of

people who are involved in this process and ascribe a role of them.

All the firms have started considering "COSTUMER AS THE KING "or "QUEEN". The

market place is flooded with many new players including the host of MNC's resulting is

available of more number of brands in every segment of the market, On account of this customer

stated being choosy about what to buy.

2.0 DESIGN OF THE STUDY

Title of the study:The title of the study is to understand "THE MARKET POTENTIALITY OF NANDINI

SET CURDS IN BANGALORE CITY".

2.1 STATEMENT OF THE PROBLEM:

The topic selected for the study is to know the market potentiality of Nandini set

curds. And also in order to obtain response from the users to identify the impact created by

the marketer in KMF.

Now days in the market we can find number of entrants into the industry, hence the brand loyalty

in this is lacking. Therefore KMF being a govt sector as undertaken the study on market potential

of the set curds to know whether the potentially is satisfactory or not.

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2.2 OBJECTIVES OF THE STUDYThe Study covers the following:

1) To study the market potentiality of Nandini set curds.

2) In order to identify the improvements in the marketing activities conducted in KMF

3) To identify the techniques used to improve the set curds in the Market.

4) To identify the level of awareness about the set curds.

2.3 SCOPE OF THE STUDY:

The study covers that the company is going to improve the present products. The

marketing department has a challenging task to attract the customers towards their products. The

scope of the study also includes that further improvements as expressed by the consumer through

the survey.

2.4 RESEARCH METHODOLOGY

a) Type of Research:

The type of research used in this study is exploratory research.

b) Method of Research:

The collection of primary data through the use of questionnaire and secondary

data through the use of discussions, interactions with the concerned persons who are trying

to promote the set curds.

c) Sampling Used:The sampling used for the study is respondents situated in different locations

at Bangalore City mainly in apartments.

RNSIT Dept of MBA


d) Sample Size:The respondents used for survey and for certain conclusion, we used 100

respondents spread over Bangalore City. Even though the sample size is very less, but the

feedback given by they can be extended for larger survey.

e) Tools Used:

For conducting a survey study is structured questionnaire is used, which

consists of the questions with well designed manner. A few questions have possible answer

and some other questions have options in order to express their view. In additions to this

interviews have also been adopted for data collection from the concerned person in the

company.

f) Collection of data:Survey has been done in data collection from the respondents. Data collection

also been made from marketing department with regard to advertising, publicity, sales

promotion, export and import. Company profile has been collected from booklet given by

the Company.

g) Method of Analysis:

From the above data we can analyses by the use of graphs for each question. The analysis

also include that the respondents feedback have been included in findings chapter-7. The

analysis also include that the company must improve by further creating interesting

advertisement in T.V., Radio, news papers.

RNSIT Dept of MBA


2.5 LIMITATION OF THE STUDY:1. Survey covers feedback from users and non users of set curds.

2. The study is done on survey method and suffers from this method.

3. The non users although they know the product but still they are not

buying the products because of non proper packing.

4. Time is the major constraint

5. Some respondents did not co-operate

6. Many respondents did not provide proper information due to bias

Because of these limitations, it may not be possible to draw any major conclusions.

However the conclusion that is drawn in this study can be considered as indicative or suggestive

in nature.

Basic Assumptions:Through the survey the assumptions made include that the respondents have given f rank

opinion to various questions. That means they are well aware of the products and also their

feedback are accurate. The company must give importance to the suggestions made by the

customers and will implement them to enlarge their marketing activity.

Market PotentialA market potential is an estimate of the maximum possible sales opportunities

present in a particular market segment and open to all sellers of a goods and service during a

stated period.

This study finds that the KMF has many sales opportunities present in

market to expand its business and increase its sale of Nandini set curds so that it can make more

profits. It can be concluded that Nandini is one such a brand, which has entered the daily life of

the customer. It has the monopolistic market in Nandini set curds and can be utilized fully. KMF

is one such organization where, it is striving hard for its customer satisfaction.

RNSIT Dept of MBA


The key success factor of KMF in becoming a market leader is :

Narrow price spread maintained between purchase & sales, marketing higher volumes of

Nandini set curds. The volume of sales plays a critical role in determining costs. Hence, the

market strategy of Bangalore milk Union is to regard selling of market set curds as its core

marketing.

Although KMF sets high standards for its products and customer serve, its prior

reliance on manual operations made it impossible to keep with surging demand. In designing

mega dairy, KMF looked towards an automated system that would allow it to achieve consistent

quality parameters for each product. Energy and manpower would also be more effectively

optimized and controlled and all plant equipment would be integrated. In addition, employees

would be trained in how to use the new automated systems and valuable management

information would be collected at the main server and used for marketing and evaluations.

Nandini set curds quality is immediately checked for quality parameters upon arrival at

the plant's main gate. From this point onward, each operation is automated with controls for

chilling, milk pasteurization, standardization and cleaning-in-place (CIP). The system also

gathers and distributes data for production, quality and energy management. At the heart of the

system is a reputed Allen-Bradley PLC- 5/80C platform, which communicates to analog and

digital I/O on control Net a producer-consumer communication network. Customers are also

seeking significant benefits. Milk now reaches market faster, at a better quality and with a

longer shelf life.

RNSIT Dept of MBA


3.0 ANALYSIS AND INTERPRETATION OF DATA

TABLE-1AGE OF THE RESPONDENTS

An effort was made to know the age of the respondents. The following table

highlights the above facts.SL NO AGE No OF RESPONSE PERCENTAGE

1 BELOW 15 16 16%2 15-25 30 30%3 25-35 28 28%4 ABOVE&35 26 26%

TOTAL 100 100%

DATA ANALYSIS:

The above table shows that 16% respondents are below 15 years of age. 30% respondents are

between 15-25 years of age and 28% respondents are between 25-35 years of age. 26%

respondents above 35 year age for better understanding the table is represented in the form of a

graph in figure.

INFERENCE: The above graph indicates that majority of the respondents were middle age

group and most of them were working employees they prefer Nandini set curds because of its

easy availability and better quality.

TABLE-2

RNSIT Dept of MBA

59%23%

10%

9%

1st Qtr2nd Qtr3rd Qtr4th Qtr


Table showing gender of the respondents

SL NO GENDER No OF RESPONSE PERCENTAGE1 MALE 80 802 FEMALE 20 20

TOTAL 100 100%

80%

20%

MALEFEMALE

DATA ANALYSIS:The above table shows that 20% respondents are female and 80% respondents are male.

For better understanding the table is represented in the form of a graph in figure.

INFERENCE:Majority of the respondents are male. So the company should target male respondents for their

set curds.

TABLE - 3:

RNSIT Dept of MBA


Analysis regarding the occupation of the respondentsNature of work No of Respondents Percentag

eStudents 14 14%

Employees 16 16%

Business 56 56%

Others 14 14%

Total 100 100%

16%

18%

64%

1%

StudentsEmployeesBusinessOthers

DATA ANALYSIS:The table 3 presents the no of respondent's nature of work. It is evident from table 2 that 14% of

respondents are in student, 16% of respondents are Govt. Employees and 56% and 14% are in

business and other occupation respectively.

INFERENCE:Majority of the respondents were business people and these respondents are more concerned

with the quality of the nandini set curds. Many of govt employees prefer nandini set curds

because of its good brand name in market.

TABLE-4

RNSIT Dept of MBA


Table showing how many people like Nandini set curd

SL NO RESPONSE NO OF RESPONSEDENTS

PERCENTAGE

1 LIKE 90 902 DISLIKE 10 10

TOTAL 100 100%

DATA ANALYSIS:

The table 4 presents the how many respondent's like or dislike nandini set curds and 90% of

respondent's like nandini set curds and only 10% respondent's dislike nandini set curds.

INFERENCE: The majority of the respondents like nandini set curds and few respondents dislike nandini

set curds. These figures say most of the people like nandini set curds.

TABLE-5RNSIT Dept of MBA

90%

10%

LIKEDISLIKE


Table showing when the respondents buy the set curds

SL NO PARTICULARS NO OF RESPONSEDENTS

PERCENTAGE

1 MORNING 50 502 AFTER NOON 30 303 EVENING 20 20

TOTAL 100 100%

DATA ANALYSIS:The above table shows when the respondents buy the set curds. From the above table it

shows more number of respondents buy set curds in the morning. And 32% of respondents buy

the milk in the afternoon and 32% of respondents buy the set curds in the evening.

INFERENCE: The majority of the respondents buy the set curds in the morning because of

their needs and freshness of set curd and most of the respondents are working employees they

have to go to their jobs early in morning so they will prefer to buy the set curd in the morning.

TABLE-6

RNSIT Dept of MBA

50%

30%

20%

MORNINGNOONEVENING


Table showing how many grams cup Nandini set curds respondents buy every day


PERCENTAGE

1 200 gms 44 442 400 gms 56 56

TOTAL 100 100%

DATA ANALYSIS:The above graph shows that 44% of respondents buy 200 gm cups set curds, 56% of

respondents buy 400 gm cups set curds.

INFERENCE: The majority of the respondents buy 400gm cups every day because Nandini set curds are

nonperishable they can store it for longer time.

TABLE-7RNSIT Dept of MBA

44%

56%

200gms400gms


Table showing by whom they aware of NANDINI set curds.


PERCENTAGE

1 ADVERTISEMENT 42 422 FRIENDS 20 203 FAMILY 0 04 RETAILERS 38 38

TOTAL 100 100%

DATA ANALYSIS:Of the 100 respondents 42% got awareness of Nandini by advertisement, 38% of the

respondents were cause to know about Nandini set curds through Retailers and 20% were from

friends.

INFERENCE:Both advertisements and agents played equal role in achieving the brand awareness of

Nandini.

TABLE-8

RNSIT Dept of MBA

66%

32%

2%

ADVERTISEMENTFRIENDSFAMILYRETAILERS


Table showing how respondents feel about Nandini milk and milk products.

50%

22%

18%

10%

ExcellentGoodSatisfactoryPoor

DATA ANALYSISThe above table shows perception of respondents. 50% of respondents feel it is excellent

and 24% feel it is good and 16% and 12% of respondents feel it is satisfactory and poor

respectively.

INFERENCE:The number of respondents rated the Nandini set curd is good and excellent because of its

freshness, vitamin content and quality. Very few of them feel that it is satisfactory so that the

KMF should look out these groups with a suitable strategy.

TABLE 9

RNSIT Dept of MBA

Options No of

respondents

Percentage

Excellent 50 50%Good 22 22%

Satisfactory 18 18%Poor 10 10%Total 100 100%


Table Showing Major Factor consider by the Respondents while Purchasing Nandini set

curds

94%

5% 1%

QUALITYPRICEAVAILABILTYSERVICE

DATA ANALYSIS: About 80% of the 100 respondents said that they gave major importance to quality while buying

Nandini Products and 4% price considered the most, 16% considered service given to them.

INFERENCE:

Most of the respondents feel that quality has to be above par while buying Nandini set curds.

Compared to any other factor including price and service.

TABLE-10Table showing from where do the respondents were purchase Nandini Products.

RNSIT Dept of MBA

SL NO FACTORS No of

respondents

Percentage

1 QUALITY 80 802 PRICE 4 43 AVAILABILTY 00 004 SERVICE 16 16

Total 100 100%


38%

22%

40% AGENTSDEALERSOPEN MARKETSOTHER

DATA ANALYSIS:

40% of the 100 respondents said that they buy Nandini set curds from the open market

itself whereas 19% of the respondents bought them by the agents. 22% of the respondents bought

them by dealers.

INFERENCE:Open market and agent played dominant role in the distribution and sales of Nandini set curds.

TABLE-11

RNSIT Dept of MBA

SL NO PARTICULARS No of

respondents

Percentage(%)

1 AGENTS 38 382 DEALERS 22 223 OPEN MARKETS 40 404 OTHER 0 0

Total 100 100%


Table showing the mode of payment

DATA ANALYSIS:All the 100 respondents carry out their transaction in cash and carry basis.

INFERENCE:As the milk company's do not support any other mode of payments, so the respondents

will have to pay only cash on the spot for the purchase of milk, either it may be from the agent or

from the open market or from the dealer.

TABLE-12

RNSIT Dept of MBA

100%

CASH AND CARRYWEEKLY BILLINGMONTHLY BILLINGOTHERS

SL NO MODE OF PAYMENTS

No of

respondents

Percentage(%)

1 CASH AND CARRY 100 1002 WEEKLY BILLING 00 003 MONTHLY BILLING 00 004 OTHERS 00 00

Total 100 100%


Table showing the factors that satisfies Nandini set curds.

80%

10%

10%

QUALITYPRICESERVICEOTHERS

DATA ANALYSIS:80% of 100 respondents were satisfied with quality of Nandini set curds and 10% of

respondents were satisfied with service and 10% were satisfied with price.

INFERENCE: Quality is most considerable factor by the respondents.

TABLE-13

RNSIT Dept of MBA

SL NO PARTICULARS No of

respondents

Percentage(%)

1 QUALITY 80 802 PRICE 10 103 SERVICE 10 104 OTHERS 00 00

Total 100 100%


Table showing opinion of respondents about the price of Nandini set curds


PERCENTAGE

1 REASONABLE 68 682 COSTLS 32 32

TOTAL 100 100%

68%

32%

Sales

RESONABLECOSTLY

DATA ANALYSIS:

68% of 100 respondents said that the price of Nandini se curds is reasonable and 32% of them

said that it is costly

INFERENCE:Most of respondents feel that prices are reasonable, comparing other company set curd.

TABLE-14

RNSIT Dept of MBA


Table showing whether respondents were satisfied with advertisement of

Nandini set curds


PERCENTAGE

1 SATISFIED 40 402 UNSATISFIED 60 60

TOTAL 100 100%

40%

60%

SATISFIEDUNSATISFIED

DATA ANALYSIS:The above table depicts that only 40% of the 100 respondents said they were satisfied with

advertisement of Nandini set curds and 6o% were unsatisfied.

INFERENCE:As most number of respondents was unsatisfied with advertisement of Nandini set curds. So

there is an urgent need for a proper promotional activity is carried down to satisfy the customers.

SUMMARY OF FINDINGS

RNSIT Dept of MBA


The following findings are drawn by the respondents in Bangalore City.

The age group of respondents was seen to be, below 15 years, 16% of respondents, 15-25

years, 30% of respondents, and 25-35 28% of respondents, above 35 years, 26% of

respondents

The occupation of the respondents was seen to be as 24% respondents in students; 16%

were in government employees, 56% were in business, 14% were in other sectors.

The classification of respondents were as follows: Male-80%

respondents

Female-20% respondents

The brand name Nandini has awareness to the fullest extent and all the respondents knew

very well about it. As it was the oldest brand of milk and ghee available in Karnataka, all

these respondents know about it through advertisement and through the retailer.

Most of the respondents were buying set curds through open markets only a very few

percentage of respondents bought them from retailers. Open markets play a dominant

role when it comes to distribution and sales of set curds and they are major influences in

the buying of a particular brand of set curds. That is what has been portrayed in this

study.

. Almost every respondent's deals through cash and carry mode of payment with the

sellers. This is because of none of the companies in the market do not support any credit

transactions.

About 40% of the respondents were satisfied with the advertisement released by KMF

about NANDINI brand. This means that the advertisement effectiveness is only 40% but

has a 100% reach.

RNSIT Dept of MBA


Nandini is seen to b e a very eminent brand since all the 100% of respondents haves

given a positive response regarding its awareness.

3/4th of the respondents said that quality of NANDINI products is the thing that they

admit the most and few others said that they admired competitive price of nandini. While

some of others also admired its availability and its agent's service. This means that

NANDINI has maintained its quality since it inception 37 years age.

Recommendations for improvements of Nandini set curds are seen as follows:

1. Improvement in availability.

2. Improvement in service.

3. Improvement in packaging.

The respondents were using more of NANDINI set curds when compared to any others

products.

Most of the respondents were using 400gm nandini set curds.

4.0 SUGGESTIONS AND RECOMMENDATION

Quality, this word has been very well kept up by KMF all these have done a great job by

maintaining quality which has helped them to build a strong brand name called

RNSIT Dept of MBA


NANDINI. But there were a very few complaints from some of the respondents about its

packaging so the standards of the set curds has to be increased and thereby satisfying

even those small no of unsatisfied respondents.

There were complaints regarding quantity of ghee as there was sometimes increase or

reduction in the quantity. So company has to take proper measures.

The company KMF needs to have at its pricing strategy. To make it much more

competitive with any other brands the company should make a certain arrangement so

that the certain percentage of rebate is given to the customer who buys in huge quantities.

This one will make the customers to stick on to the NANDINI brand itself

The agents of NANDINI are playing a dominate role in bringing nandini products and

set curds to the respondents and there by being significant I bringing sales and even in

building a huge brand in Karnataka called NANDINI so considerable amount of interest

should also be shown towards these agents.

The company should also look in to consumer's relationship management. A growing

trend by which the company can succeed in winning customers confidence and

satisfaction.

The company needs to have a constant touch and communication with the consumers and

continuously needs. To get feedback from them and make necessary arrangements and

corrections to cater the needs of customers.

In many areas there are no Nandini parlors, or dairy. Counters etc., it is better to open the

counters or parlors, in order to provide set curds to the consumers to provide for

availability of Nandini products, in all areas.

The KMF must undertake the promotional activities like advertisement of its products, so

that the customers are made aware of set curds, and develop an interest about Nandini set

curds.

The KMF must take interest about packaging, because many respondent not satisfying of

set curds packaging.

RNSIT Dept of MBA


5.0 CONCLUSION

The future of any business is tense. The future cannot be predicated; all you can

do is that systematically predict about it. There are professional practitioners who look ahead to

the longer term and who believe that this skill can be achieved. By looking ahead, confronting

the future and watching the trends unfold, the world becomes less random, patterns emerge, new

RNSIT Dept of MBA


threats are foreseen and avoided and new opportunities are identified and exploited. This study

was done to analyze the consumer behavior towards the Nandini set curds in Bangalore City.

Primary and secondary data collected were analyzed in the light of objectives set for the study

from the survey reports; it was found that Nandini set curds was being rated the best with regard

to the satisfactory levels among the customers.

It can be concluded that Nandini is one such brand which has entered the daily

life of the consumers. It has the monopolistic market in Nandini set curds and can be utilized

fully KMF is one such organization where it is striving hard for its customer satisfaction. The

taste and quality of the Nandini set curds and milk products is an important aspect, which has to

be improved and this should be made known to the consumer through advertisements.

6.0 ANNEXUREDear sir/madam

I am VINODH M doing 4th sem M.B.A in RNS Institute Of Technology, Bangalore. To undergo

the project work on "A STUDY ON MARKET POTENTIALITY OF NANDINI SET

RNSIT Dept of MBA


CURDS IN BANGALORE CITY" Hence please kindly cooperate by providing valuable

information by filling up the following questionnaire.

1) Name:

2) Age:

a) 20-25 [ ]

b) 25-30 [ ]

c) Above 30 [ ]d )

3) Gender

a) Male [ ]

b) Female [ ]c )

4) Address:

5) Phone no:

6) Occupation:

a) Student [ ]

b) Employee [ ]

c) Business [ ]

d) Others [ ]

7) Are you aware of Nandini set curds?

a) Yes [ ]

b) No [ ]

8) If yes from whom?

a) Advertisement [ ]

b) Friends [ ]

c) Family [ ]

d) Retailers [ ]

9) When do you buy Nandini set curds?

a) Morning [ ]

RNSIT Dept of MBA


b) Afternoon [ ]

c) Evening [ ]

10) How many grams cup Nandini set curds respondents buy every day?

a) 200gm cups [ ]

b) 400gm cups [ ]

11) How you feel about the Nandini set curds?

a) Excellent [ ]

b) Good [ ]

c) Satisfactory [ ]

d) Poor [ ]

12) Which factor you consider while purchasing Nandini set curds?

a) Quality [ ]

b) Price [ ]

c) Service [ ]

d) Others [ ]

13) Where do you purchase Nandini set curds?

a) Agents [ ]

b) Dealers [ ]

c) Open markets [ ]

d) Others [ ]

14) What is the mode of payment of Nandini set curds?

a) Cash & carry [ ]

b) Weekly billing [ ]

c) Monthly billing [ ]

d) Others [ ]

15) Which are the factors you are satisfied with Nandini set curds?

a) Price [ ]

b) Quality [ ]

c) Service [ ]

RNSIT Dept of MBA


d) Availability [ ]

16) What is your opinion about price of Nandini set curds?

a) Reasonable [ ]

b) Costly [ ]

17) Are you satisfied with advertising given by Nandini set curds?

a) Yes [ ]

b) No [ ]

18) Are there any suggestions to improve sales of Nandini set curds?

BIBLIOGRAPHY

RNSIT Dept of MBA


REFERENCE BOOKS

Marketing Research-Donald S. Tull

Principles of Marketing-Philip Kotler and Gary Armstrong (page no, 142 to 144)

Marketing Management 12ft edition-Philip Kotler (page no, 185 to 187)

Research Methodology 2nd revised edition, new age international publication-C R

Kothari(page no,2 to 4, 55 to 67, 95 to 105)

WEBSITES

WWW.GOOGLE.COM

WWW.KMFNANDINI.COOP

WWW.INDIANDAIRY.COM

MAGZINES

BUSINESS TODAY

BUSINESS WORLD

RNSIT Dept of MBA

http://WWW.INDIANDAIRY.COM/

Vino kmf project

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