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A PROJECT REPORT ON SUMMER TRAINING AT “SURAT DISTRICT CO-OPERATIVE MILK UNION LTD” (SURAT) Submitted By Mr.Thummar Ankit (S.Y.BBA –, Roll no - 1) Submitted To Prof. D. P. Pandiya B.B.A. Incharge & K.K.Parekh Commerce Collage, Amreli. ACADEMIC YEAR – 2006-07 1

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    Submitted By

    Mr.Thummar Ankit(S.Y.BBA , Roll no - 1)

    Submitted To

    Prof. D. P. Pandiya B.B.A. Incharge & K.K.Parekh Commerce Collage, Amreli.

    ACADEMIC YEAR 2006-07



    I Undersigned Mr. Tummar Ankit M.Student of S.Y. BBA.

    Here by declare that all the details in the report on



    Is purely my own work and should not be given to any other university or institute for any other purpose.

    Place: AmreliDate: (Mr. Thummar Ankit M.)

    Roll no :- 1 (S.Y.BBA.)


  • CERTIFICATECERTIFICATEProf. D. P. Pandiya B.B.A. Incharge & K.K.Parekh

    Commerce Collage, Amreli.

    Affited toAffited to


    This is to certify that the project report onThis is to certify that the project report on



    is submitted by is submitted by Mr. Thummar Ankit M.Mr. Thummar Ankit M. of of

    S.Y. B.B.A.. Roll no.1S.Y. B.B.A.. Roll no.1 has satisfactory completed summer has satisfactory completed summer

    training project report is submitted in partial fulfillment oftraining project report is submitted in partial fulfillment of

    requirement for the completion of Practical Studies at therequirement for the completion of Practical Studies at the

    Second Year of B.B.A Programme.Second Year of B.B.A Programme.

    Date : Date :

    Prof. In-ChargeProf. In-Charge College Seal College Seal Co-Co-OrdinatorOrdinator


  • Acknowledgement

    I offer my sincere gratitude to SUMUL for providing the opportunity to work with them. These experiences will rarely a strong foundation from my future carrier.

    I would like to thanks Prof. D.P. Pandiya for her constant check over my activities, which kept me on track.

    I would like to offer my special thanks to respected Mr. Manish Bhatt, marketing executive and all the staff members of SUMUL for having giving me guidance on the necessary the theoretical aspect and methodology for handling my work, without valuable guidance this project report can not be made possible.

    Last but not least, I would like to thanks my Papa helping in the hour of need and improving emotional and moral.

    Place: AmreliDate:

    Yours faithfully

    ___________________(Mr. Thummar Ankit M.)


  • IndexIndex

    No Contents Page



    1.1 Introduction 91.2 History 111.3 Milestone of Sumul Dairy 121.4 SUMUL vision statement 131.5 Objective of SUMUL 141.6 Strategic focus of SUMUL 141.7 Awards 151.8 Work area of SUMUL 171.9 Unit of Sumul And Their Capacity 181.10Turnover of SUMUL 19


    2.1 Product mix 212.2 Growth path of sumul products 222.3 An overview of sumul products & sales 232.4 Major customer 392.5 Sales Volume 39


    3.1 Organizational Structure 413.2 Board of Directors 42


  • 3.3 List of Competitors 43

    4 Chapter 4 HR DEPARTMENT

    4.1 Hierarchy of HR Department 454.2 HR Objective 474.3 Role of HR in Sumul 474.4 HR Activities 504.5mployee Records 514.6Recruitment & Selection Process 534.7Training & Development System 544.8Performance appraisal System 544.9 Promotion & Transfer Policy 554.10Wages & Salary Structure 58


    5.1 Introduction 585.2 Hierarchy of Production Department 595.3 Production Plan 605.4 Activities of Production Department 605.5 Production Process 615.6 Micro Motion Studies 625.7 Support Services 635.8 Materials Handling Equipment 64


    6.1 Hierarchy of Marketing Department 666.2 Objectives 666.3 Sumuls Marketing System 676.4 Pricing Policy 686.5 Channel of Distribution 706.6 List of Costumer 716.7 Promotion Policy 756.8 System of Approaching to The Customer 756.9 Customer Satisfaction 766.10 Records of Customer Base 78



    7.1 Hierarchy 807.2 Objectives 81

    7.3 Source of Finance 827.4 Activities 837.5 Payment Process 847.6 Study of Final, Accounts 857.7 Treasury Process 86


    8.1 Purchase departement Introduction 888.2 Organization 888.3 Activities 888.4 Activities of stores departement 898.5 Storing process 898.6 Inventory mgt 90

    9 Chapter - 9 OTHER DEPARTMENT

    9.1 Safety, Health & Environment 92

    Types of instruments used in testing Parameters tested Quality certificates

    9.2 Transportation 93 Penalty system Distribution System

    10 Chapter - 10 Rotio Analaysis



  • AN


    SUMUL(Surat District Co-operative Milk Producers Union LTD.)


    1.1 Introduction1.2 History..1.3 Milestone of Sumul Dairy.1.4 Sumuls vision statement.1.5 Objectives of sumul..1.6 Strategic focus of sumul.1.7 Awards.1.8 Work area of sumul.1.9 Unit of Sumul and Their Capacity..1.10Turnover of sumul..


  • 1.1 Introduction

    The Sumul district co-operative milk producers union ltd (SUMUL Dairy) is a

    co-operative endeavor committed to help marginal farmers and down trodden tribal to

    lead to a healthy life and better standard of living through scientific animal husbandry

    practices. Todays Sumul enjoys the pride to serve milk and milk products to populous

    Surat city and surrounding towns of it.

    Sumul is holding strong brand equity in surat district and command more than

    70% of the liquid milk in surat city, to make the distribute system fast and the delivered

    milk in time they have as many as 6ilk transportation routes and 1531 agents (1386

    regular and 145 full time)

    The area of operation of sumul is the entire district of sumul. The present milk

    procurement of 160.929,736 liters of milk annually makes it the third largest union in

    the state after the AMUL and Mahesana dairy. The present market of Surat for liquid

    milk is around 4.5 lack liters per day. This has necessary active development of by

    product market. Products so far introduced are paneer, ghee, flavored milk, sweet,

    shrikhand, lassi, butter milk etc..


  • Sumul consist of 13 board of directors one each of 13 talukas of Surat district and they

    from themselves elect the chairman. The total numbers of employees are about 1100

    besides the contract workers.

    Under sumuls activities, Surat district is now firmly established as a milk shed and is

    growing from strength to strength.

    Hence, the Surat district co-operative milk producers union ltd, SUMUL is trade

    name and literally meaning sound process, came in to existence on August 22,

    1951 The formal commissioning of the pasteurization plant on March 17, 1968

    was a turning point fro sumul.


  • 1.2 History

    In the year 1939 Sardar Vallabhbhai Patel went and meet the farmers of Anand and told them that for the trade of milk the dairy was necessary. At that time a person named Tribhuvandas Patel came forward to take the leadership. During that time there was only one dairy POLSUN DAIRY which belongs to Britishs and they use to give very less price for milk to the India Milkmen. In order to support the Indian farmers AMUL DAIRY was established in the year 1946 DDR. Kurien was appointed at this dairy. Dr. Kurien along with Tribhuvandas Patel took the leadership. Indian becomes independent in the year 1947. in the meantime AMUL Dairy got order from the WHO to produce milk Powder from buffalo milk. Dr. Kurien & Mr. Dalaya found the technique of producing milk from buffalo milk. After booking at this Lal Bahadur Shatri took the visit of Ajampur village and promised them to provide with more money fro the systematic development of the dairy industry. For the proper development of the dairy industry NDDB was established at Anand. NDDB started operation 1 programmer for all dairies in 1971-72 in the year 1977 operation Flood-2 started. Transportation machinery & pressmen of milk at low cost and give importance. In the year 1990-operation flood-3 started. Here the farmers were, made aware about their right & responsibilities high productivity of milk at low cost & so the co-operatic of development programs started.

    In the year 1998-99 two million tone of milk was produced in Indian & Indian becomes the worlds first milk producing country. Which is more then 68 million of American. So it was called white revolution

    SUMUL has three chilling center at Bajipura, Navi Pardi and Uchchal for ensuring safe delivery of raw milk to SUMUL where the milk is processed and pack into various type of liquid milk and by product to improved the nutritional feed given to the cattle at village level, the co-operative has establishment a cattle feed factory at chalthan. Sumul also has oil refined oil at the village of DCS level.


  • 1.3 Milestone of Sumul Dairy


  • 1.4 Sumuls Mission & Vision Statement


    It is quite obvious from the mission statement of the Sumul; the organization is committed to customer satisfaction and believes in providing the highest quality of product to them. Infect, for ensuring highest quality product, it has already put into practice TPM and TQM tools in the organization besides many Quality Circle (QC) and Small Group Activity (SGA) operating in the organization to achieve the vision and mission.

    SU MU L VISIO N 20 06:

    Vision is a dream created in our working hours of the organization. It can be described as a living picture of future. It is inspired by the values that we cherish

    Year 2005 Year 2006TURNOVER RS.551 Corers RS. 522 CorersMILK PROCUREMENT 7,51,000 Liters 8,50,000 LitersMILK SALE 5,51,000 Liters 5,51,000 LitersQUALITY International std. ISO 9000

    HAACCPInternational std. ISO 9000

    HAACCPPRODUCTION COST Minimum Production cost Minimum Production costDISTRIBUTION SYSTEM Consumers oriented, Quick

    and effectiveConsumers oriented, Quick

    and effective


  • 1.5 Objectives of Sumul

    (1) To providing guaranteed remunerative milk market round the year for all the marketable surplus of number producers in their villages.

    (2) To procure milk, process it in to good quality milk/milk product and market it most economically and efficiently to give maximum overall net returns to the producers and general satisfaction to the consumers. (3) To provide essential technical inputs and service to the producers at their step in an economic and efficient manner and also in a way most to them to increase milk production and to reduce the cost of production.

    (4) To provides maximum return to producers.

    1.6 Strategic focus of SUMUL

    Co-operative Focus : Village level development, Clean Milk Production & Veterinary Services

    Customer & market focus : Relationship, Awareness & Product availability as per their need and time competitors Watch, Own agents relationship, market research

    Quality Focus : Continuous Improvement in Quality defined according to Customers

    Organization focus : Think globally and act locally


  • 1.7 Awards

    Hon. Collector (Surat) Smt. Sangeeta Singh is giving Quality Excellence Award 2000-01 to

    Shri. P. R. Patel, MD, Sumul

    Shri. P. R. Patel, MD, Sumul receiving Shield of Manager of the Year Award 2000-2001

    from Dr. B. C. Naidu, President Surat Management Association

    at Hotel Holiday Inn, Surat

    Sumul Team presenting Case study on Success Story of TPM at Sumul

    & SGA on the occasion of Award Ceremony for Manager of the Year

    Award 2000-2001

    Sumul reveiving the IMC RBNQA Certificate of Merit 2002

    shri. Manubhai A. Patel, Chairman of Sumul reveiving the IMC RBNQA Certificate of Merit


    Chairman of Surat District Co-operative Milk Producers Union Ltd. Surat . Addressing the audience at Hirachand Walchand holl at Mumbai, IMC


  • CIO magazine's 18th annual CIO 100 Awards :

    CIO is a magazine for IT and Business executives, published by CXO Media Inc. to meet the needs of CIOs (Chief Information Officers) and other information executives. CIO is read by more than 140,000 CIOs and senior executives who oversee annual IT budgets in excess of $175 million. CXO Media Inc. is an IDG (International Data Group) company.

    Every year, the CIO 100 Awards honor 100 companies that demonstrate excellence and achievement in a chosen theme.

    The process for choosing the CIO 100 honorees is systematic and very competitive. A new theme is chosen every year. Once the theme is selected, they develop an online application for companies to submit that will identify several aspects of their achievement.

    Teams of CIO editors and writers make initial recommendations about each entrant. They debate how each company stacks up against the others in terms of at length and breadth of their practices, their creativity, specific measurable results and markers achieved. Once they are satisfied with the achievements against other applicants, they only then select the company for the award.

    Surat District Co-operative Milk Producers' Union Ltd. has been selected as an honoree for CIO magazine's 18th annual CIO 100 Awards. Based on our outstanding application, their editors have chosen our company as one of 100 organizations that truly exemplifies a bold enterprise. Boldness is the willingness to assume significant risk for the sake of great reward. Sumul Dairy is having the drive to reach for the prize, the guts to embrace the dangers, and the discipline to create a mitigation plan and stick to it.

    There are two components to winning this prestigious award: inclusion in the special CIO 100 issue of the magazine in August, and recognition at a black-tie awards dinner at the CIO 100 Symposium & Awards Ceremony, August 21-23, 2005, at the Hotel del Coronado in Coronado, USA. The award was received by our Managing Director Mr. Pramthesh Patel along with our board director Mr. Arvindbhai Patel on 23 rd of August, 2005. Our CIO Mr. Satyen Naik has contributed significantly for achieving this award.


  • 1.8 Work Area of SUMUL

    Main Dairy Plant Cilling Centrekm distance from surat

    Taluka/ Tahsil Name Cattle Feed Factory

    SUMUL dairy is located near railway station road in Surat. It covers 15,000 acre land. Sumul provides milk collection facilities at the producers door in each village co-operative, where milk is speedily, efficiently and economically transported twice daily to its dairy plant and chilling centers for processing and marketing.

    Since the milk procurement system has been extended far and wide in the entire district. Sumul have five chilling center at Bajipura, Uchchal, Navi Pardi, Chaved and Dediapada site at a distance of 50,105,25,110,146 km respectively from Surat city. The chilled is then transferred to the mail plant at Surat railway station road.

    1.9 Unit of SUMUL & Their Capacity17

  • No . Chilling Center Establishment Capacity in LPD Distance fromSurat (km )

    1 Sumul dairy 1951 500000 02 Bajipura 1975 300000 503 Uchchhal 1982 100000 1054 Navi Pardi 1996 200000 255 Sumuldan 1970 300 mt/day 20

    These 5 chilling center have provided have provided equal opportunities of milk marketing to the distantly inhabited tribal milk producers, which aids the economy of their milk production enterprise or else they would have been obliged to dispose of their milk to the middlemen at very low price. These chilling centers were established with a view to improve the quality of milk and ease pressure at its headquarters. A large plot of area was bought while establishing Navi Pardi Chilling Center keeping in mind to shift the dairy plant from city, if the need arises in future.

    1.10 Turn Over of the Company


  • 0100






    94-95 95-96 96-97 97-98 98-99 99-2000






    From the study of the above diagram, we can see that Sumul has made a continuous progress in their profit making figures. The present profit of the firm is 48 crores more than the profit of the previous year.


  • An


    The Product of Sumul


    2.1 Product mix..2.2 Growth path of Sumul product2.3 An overview of Sumuls products & sales..2.4 Major customers.2.5 Sales volume..


  • 2.1 Product Mix of SUMUL DairyProducts Mix: the set of all products and items that a particular seller offers for sales to buyer.

    Homogenized Toned Milk

    Liquid Milk

    Whole Milk

    Pasteurized Standard Milk

    Milk Products

    Cow Milk

    Skimmed Milk

    White Butter


    Butter Milk

    Skimmed Milk Powder

    Butter Milk

    Self Developed Products


    Flavors Milk



    Sumul Sugar

    Sumul Tea


    Milk Products

  • 2.2 Growth Path of Sumul Products

    Products YearMilk distribution in bottle 3-5-1968Establishing member of GCMMF 9-7-1973Milk distribution in polybag 7-12-1978Butter milk distribution in polybag 1-6-1987Whole milk (SUMUL YA) in bulk 1987-88Whole milk (SUMUL YA) in 500 ml 1991Homogenized toned milk in 500 ml 1994Homogenized toned milk in 200 ml 1995Flavor milk 1993Paneer 1994Sweets 1994Shrikhand 1995Masala Chaas 15-8-1999Flavored milk in 200 ml pouch 15-8-1999Pasteurized milk in 5 liter pack 1998Masala chass, methi chass 2000Pizza & Ice-cream 2001Rasgulla, Gulab Jamun,Sugar & Cow milk 2002Tea 2003Glabletop Packing for Milk (Plane & Flavoured) 2004Buttermilk in ESL Packing 2005Cold Coco 2005


  • 2.3 An Overview of SUMUL Product

    Milk Products : Milk is the mail product that is produced by the sumul. Milk acts as a raw material for

    the other products of sumul like curd, butter milk, paneer, etc. Sumul processes variety of milks such as whole milk, toned milk, cow milk, etc because the demands of milk are different from customer to customer sumul tries to fulfill all the demands, e.g. people who want Malai purchases whole milk standardize milk is used for tea.

    A white or yellowish fluid secreted by the mammary gland of animals. It consists of emulsion of fat in water with casein and other proteins, milk sugar and inorganic salts. The solids other that fat include protein, carbohydrates, water-soluble, vitamins and minerals.

    According to the prevention of food adulteration rules 1995,the percentage of milk, fat and SNF in different classes and designation of milk specified respectively are as follow: Buffalo milk (5%-6% and 9%), cow milk (3%-4% and 8.5%) recombined milk (3% and 8.5%) double toned milk (1.5%-9%) and skimmed milk (not more than 0.5% and 8.7%) the fat percentage for the milk of Cow and Buffalo varies from state to state and is detailed is DFA rules.

    Types Of Milk:







  • Name FAT (%) SNF (%)Whole Milk 6 9Toned Milk 3 9Cow Milk 3.5 8.8Skim Milk 0.07 9.3ESL Milk ----- -----Standardize Milk 4.5 9Buffalo Milk 5.5 9PSM 4.7 8.8Sumulya 6.2 9.1


  • Pasteurized standardized milk:

    Name of Raw Material or Ingredient:

    1. Raw Milk2. Skim milk Powder3. Pasteurize white Butter4. Pasteurize Skim Milk5. Pasteurize Cream6. LDPE Film7. Water

    Pure Ghee:

    A Product obtained from milk, cream or butter from various animal species by means of processes, which result in the total removal of moisture and SNF contents, with an developed physical structure. Clarified butter fat with a strong flavor is prepared by heating makkhan.

    Name of Raw Material or Ingredient:

    1. Pasteurize White Butter/White Butter2. Sour Butter3. Hd:Ld:Hd4. 3 layer Polyethylene Bag5. Tin (Lacquered) 15kg size6. 1kg/2kg Size With Corrugated Box


  • Panner :

    Milk is heating to boiling temperature and limejuice, citric acid, or sour whey. Paneer contain 70% moisture. The whole milk paneer should contain 50%, milk fat on dry matter basic. In skimmed milk paneer the fat on dry matter basic should not exceed 13%.

    Name of Raw Material or Ingredient :

    1. Pasteurized Standardized Mik2. Citric Acid3. Common Salt4. Moralized Polyester Bag5. Pasteurized Chilled Water

    Flavored Milk :

    Milk standardized to a certain fat percentage to which some flavor such as chocolate and fruit syrup is added.

    Name of Raw Material or Ingredient :

    1. Homogenized Pasteurize Toned Milk2. Sugar3. Flavor4. Color5. Glass Bottle6. Crown Cork


  • Sumul Jome :

    Name of Raw Material or Ingredient :

    1 Homogenized Pasteurize Toned Milk2 Sugar3 Flavor4 Color

    Buttermilk :

    By product obtained after the removal of butter or cream from crud by churning or

    otherwise also known as chaas.

    Name of Raw Material or Ingredient:

    1. Pasteurize Skim Milk2. Skim Milk Powder3. Batch Starter4. Water


  • White Buttert :

    Name of Raw Material or Ingredient:

    1. Pasteurize Cream2. Corrugated Box3. HM-HDPE Sheet4. Pasteurized Chilled Water



    A milk based sweets male from concentrated dahi with a sweet and sour taste. It is a semi-soft whole milk product prepared from dahi and resembles sweetened quark. Dahi is drained of its whey by hanging it in a cloth from 4 to 6 hours to producing a solid mass called chakka or maska. The resultant maska is mixed with the required sugar, condiments and flavor.

    Name of Raw Material or Ingredient:

    1. Pasteurize Whole Milk 2. Pasteurize Skim Milk3. Surar4. Saffrom (kesar)5. Nuts (Kaju, Badam, Pista etc)6. Poly-Propylene Cups7. Sealing Foil8. Corrugated Box


  • Kesar Dry Fruit Shrikhand

    Name of Raw Material or Ingredient:

    1. Chakka2. Sugar3. Kesar4. Almond5. Cashew nuts6. Kismis

    Elaichi Shrikhand

    Name of Raw Material or Ingredient:

    1. Chakka2. Sugar3. Elaichi (Cardamom)


  • Peda :

    Name of Raw Material or Ingredient:

    1. Pasteurize Milk (Sumulya)2. Sugar3. Saffrom (kesar) Powder4. Cardamom (Elaichi)5. Nuts (Kaju, Badam, Pista etc)6. Paper Box7. Oxygen Scavenger Poly Bag8.

    Elaichi Peda :

    Name of Raw Material or Ingredient:

    1. Milk2. Cardamom3. Sugar


  • Kesar Peda :

    Name of Raw Material or Ingredient:

    1. Milk2. Sugar3. Kesar

    MalaiPuri :

    Name of Raw Material or Ingredient:

    1. Milk2. Sugar3. cardamom4. Ghee5. Pista


  • Other Sweets

    Rasgulla :


    Sumul Milk Powder :Name of Raw Material or Ingredient:

    1. Pasteurized Skimmed Milk2. LOPE film3. Kraft Paper Bag

    Other Products :

    Khawa :A product obtains from Cow, Buffalo or mixed milk by heat desiccation of milk to

    65-50% solid in an open pan. It is also called as khawa or mava.


  • Tea :



  • 2.4 Major Customers :

    The major customer of the company is the local market and other dealers in different parts of Gujarat state. And it has a major dealer in most of the cities.


    SR. Code Distributors Location Telephone1 4001 Chandrakantbhai Gheewala Varachha 98241877242 4005 Kamleshbhai Patel Ukai 02624-2330793 4011 Gopi Agency Sachin 2890493/ 28900234 4012 Bhagvati Maisuriya Kim 02621-2309795 4014 Nitaben shah Kadod 2469986 4015 Patel Bhailal Rander 24843507 4016 Gurukrupa Traders Olpad 02621-2212258 4020 Aashirwad Agency Bardoli 02622-2264759 4021 Patel Ambalal Navsari 2482085

    10 4022 Kikiben Patel Dumas ---11 4024 Hashmukhbhai Mayavanshi Bedkuvadur 02626-23125112 4028 Ambika Bakery Udhana 267851813 4031 Puja Agency Salabatpura 261671514 4047 Jagdamba Distributors Chalthan 02622-27144615 4125 Sunandaben Patil Navapur ---16 4126 Super Sles Corporation --- ---17 4114 Yogeshbhai Desai Katargam 988539008618 4128 Ishwarbhai Rambhai Bari --- ----

    2.5 Sales Volume (2005) :

    Name Sales (liters)Whole Milk 1,50,000Sumulya 1,00,000Delite 1,30,000Standardize Milk 2,50,000Cow milk 20,000


  • The

    Organization StructureOf



    3.1 Structure of Organization.3.2 Board of Directors3.3 List of developments


  • 3.1 Structure :


    Bord of Director

    General Manager

    Assistant Manager

    Senior Executive Officer

    Junior Executive Officer

    Senior Assistant

    Junior Assistant

    Workman Workman Workman


  • 3.2 Bord of Directors :

    No Name Details1 Shri Manubhai Amthabhai Chairman

    Representative, Nihali Dudh Utpadak S.M.Ltd, At.: Nihali, Po.:Dholikui, tal.:Mahuva.394250

    2 Shri Sadambhai Reghunathbhai Patel

    Vice ChairmanRepresentative, Velda Vibhag Dudh Utpadak S.M. Ltd. At velda Tal, Nizar 394370

    3 Shri Chunulal Durlabhbhai Patel

    Representative, lotarwa Dudh Utpadak S.M. JIN Ltd. At. & Po.: Lotarwa, Tal.: Vyara. 394650

    4 Shri Arvindbhai Singabhai Gamit

    Representative, Pipalkuwa Dudh Utpadak S.M. Ltd. Pipalkuwa, Po,: Piplkuwa, tal.: Songadh. 394660

    5 Shri Jayeshbhai Natvarbhai Patel

    Representative, Delad Dudh Utpadak S.M. Ltd. At. Delad Po.: Saya, Tal.: Olpad.394540

    6 Shri Jitendra Dhirajlal Desai Representative, Uchchal Dudh Utpadak S.M. Ltd. At & Po.: Uchchal, Tal.: Uchchal. 394375

    7 Shri Ratilal Somabhai Master

    Representative, Surat Dudh Utpadak S.M. Ltd. 40-A, Patelnagar A.K.Rd, Surat Tal.: Choryasi.395008

    8 Shri Manojbhai Naranbahi Patel

    Representative, Shekhpur Dudh Utpadak S.M. Ltd. At Shekhpur Po.: Sayan, Tal.: Kamrej. 394180

    9 Shri Shivabhai Babubhai Patel

    Representative, Naugama Dudh Utpadak S.M. Ltd. At Naugama (Nani) Po.: Simodra, Tal.:Mangrol.394410

    10 Shri Ramanbhai Ukadiyabhai Gamit

    Representative, Zankhala Dudh Utpadak S.M. Ltd. At & Po. Zankhala Tal.: Mandvi.394160

    11 Shri Bhupendrabhai Ratilal Desai

    Representative, Valod Dudh Utpadak S.M. Ltd. At & Po.: Tal.: Valod, 394640

    12 Shri Shantilal Kalyanjibhai Patel

    Representative, Bagumra Dudh Utpadak S.M. Ltd. At & Po. Bagumra. Tal. Palsana.394315

    13 Shri Arvindbhai Bhagvanjibhai patel

    Representative, Rampura Dudh & shakbhaji U.S.M. Ltd. AtRampura. Po. Varad. Tal: Bardoli. 394602

    14 Shri Parsottambhai Mundiyabhai Padvi

    Representative, Umarda Dudh Utpadak S.M. Ltd. C/o. At & Po. Umarda, tal. Umarpada

    15 The District Registrar, Representative, the Registrar, Co-op. Societies, Gujarat State.

    16 Shri P. Chellapa Representative, N.D.D.B., Anand17 Shri K.M. Zala / S.t. Desai Representative, GCMMF Ltd, Anand. Dr.18 Shri Pramthesh Rameshbhai

    PatelManging Director, Ex. Officio Member Secretary Sumul Dairy, Surat


  • 3.3 List of Departments : Marketing Department Production Department HR Department Assembling Department Quality Department Store & Purchase Department Finance Department


  • The

    Human Resource DepartmentOf



    4.1 Hierarchy of HR department4.2 HR Objective4.3 Role of HR in sumul4.4 Human Resource Activities4.5 Employee records4.6 Recruitment & Selection process4.7 Training & Development system4.8 Performance appraisal system4.9 Promotion & Transfer policy4.10 Wage & Salary structure


  • 4.1 Hierarchy of Organization:

    Bord of Director


    Senior Executive Officer

    Managing Director

    Junior Executive Officer

    Senior Assistant

    Junior Assistant




  • Personnel department is the key department of the any business. Personnel department is the main part behind the companys success or failure. Personnel management is that part of management, which concerned with people at work and with their relationship within an enterprise. Its aim is, to bring and develop into an effective organization. The men and women who make up an enterprise and having regard for the well being of individual & of working groups to working groups to enable them to make their best contribution to its success.

    The meaning of the personnel dept., labor management or staff management means quite simply the task of dealing with human relationship within an organization.

    Personnel management is a continuous process. It cannot stop. Personnel management is a never-ending process. It helps in achieving objectives of company. This is done by proper perform of personnel function like recruitment, selection, training & development, labor activity, motivation, welfare etc. it also helps to keep a smooth relationship between employers & employees.

    Sumul believes that the most significant resource are its Human Resource and Sumuls Success in the long run depends very much on the quality of its human resources. Human resource comprise the aggregate of employee attributes including knowledge, skill, experience and health, which are presently available to the organization for the achievement of its goal, objectives and service to the society.


  • 4.2 HR Objectives :

    To develop and sustain core values. To develop business leaders fro tomorrow. To provide job contentment through empowerment, accountability and

    responsibility. To build and upgrade competencies through virtual learning, opportunities for

    growth and providing challenge in the job. To foster a climate of creativity, innovation and enthusiasm. To enhance the quality of life of employees and their family.

    4.3 Role of HR in SUMUL :

    Alignment of HR vision with Corporate Vision Shift from support group to strategic in business operations HR as a change agent. Enhance productivity and performance by developing employee competency

    and potential. Developing professional attitude and approach Developing Global Managers for tomorrow to ensure the role of global



  • 4.4 Human Resources Activities :The main activities of this department are selection, training, recruitment, and welfare


    To diffuse the effect of Global Competition, Sumul has adopted the latest concepts of management practices and provided appropriate training with the help of leading institute from time to time for up-gradation & development of its Human Resource. Some of the efforts of Sumul to achieve this are :

    Other Activities :

    1. Washing facilities:The facility of washing clothes is provided to all the employees

    .2. Store & Drying facility:

    The full time workers are given personnel lockers to store their things and also facility for drying clothes.

    3. Canteen facility:it is providing employee to take Break-fast, Lunch and Dinner at

    economic price.

    4. Rest room:It is also provided to take rest during the Lunch hours.

    5. First aid facility:It is given for quick remedy of employees. When any accident occurs

    during the working hours of the organization.

    6. Vehicle parking space:It is provide for employee, worker and visitors separately.

    7. Accommodation:Organization is providing township & accommodation facilities to


    Employee Personality Development (Attitude, skill & Knowledge) 1995Self Development (Self management Leadership, Meditation) 1995Total Quality Management, QC, SGA, Kaizen, SQC 1996Total Productive Maintenance 1999Meditation Hall 2000


  • 8. Vehicle loan:It is given to Employee / Executive only.

    9. Department stores:KAMDHENU department store is in the staff ready credit society /

    Staff Quarters to purchase all necessary items at economic rate for employee.10. Uniforms, Shoes and Raincoats:

    Uniforms, Shoes and Raincoats are provided to all employees and workers.

    11. House rent recovery:House rent recovery for those employees who are live in rental house.


  • 4.5 Employee Records :

    SUMUL keeps the perfect & day-to-day employee record of the entire employee in the company. Here all the employees are given certain codes & their data are entered in the computer according to the code. All the employees record is written down accurately whether the employees are new or old. From the employees records only the company can know that to whom the company should given the promotion & to whom the company should give demotion give demotion. From all the working period of the employee, the company calculates the provident fund & the allowances of the entire employee. From the employee record, the company can know the employees honesty performance, efficiency, loyalty etc.

    Generally the company also needs record information pertaining employees that are as follows.

    1 Employee name.2 Employee present residual address with telephone no.3 Employee Permanent address with telephone no.4 Employee birth date5 Employees education qualification6 Year and date of joined services7 Department in which currently works.8 To whom to contact in your absence at your residence & the nearest phone no.9 Age10 Male / female


  • 4.6 Recruitment & Selection Process


    Sumul as such dose not has a well-defined recruitment policy. Recruitment is basically done by HRD department in consultation with the concerned department for which new employee is required. it is not a regular event as recruitment is done only when there is any vacancy or some requirement comes up in the organization. All the new employees must meet the minimum experience and qualification criteria as set by personnel department.

    Recruitment Process: HR Department receives requisitions. Locating and developing the sources of required number and type of

    employees. Identifying the prospective employee. Communicating the information.

    Generally, two types of SOURCES are used in the Organization:

    1. Internal Recruitment:It is generally done through promotion and training programs.

    2. External Recruitment: Direct Interview:

    By giving advertisements in the newspapers Employment exchange:

    These agencies are providing a wide range of services, counseling assistance in getting in getting jobs, information about the labour market, labour and wage rates.

    Campus interview. Advertisement.


  • Selection Process:The Selection Process is concerned with determining whether an applicant meets with

    all the qualification need to perform a particular job. It means right person a right place. It is very important because of a wrong person is selected it will cost to the company. Need of selection would be arise when vacancies are made in organization. Procedure for selection is differing from organization to organization and from job to job.

    For Executives:

    Written Test- Aptitude test- Subject test

    Group Discussion Interview Final selection

    For Non-Executives:

    Written Test Final interview Final selection


    When a new employee joins an organization, he is completely a stranger to the people, Work place and the work environment. Therefore, he is likely to feel insecure, shy and nervous. For this Sumul provides 7 days for induction.


  • 4.7 Training and Development System :

    To bridge the gap between job requirements and present competence of an employee

    Need for Training:

    1. Job Requirements.2. Technological Changes.3. Organizational Viability.4. Internal Mobility

    Training is given in 3 Categories as :

    1. Management Training.2. Office Training3. Senior Executive Training

    The management training is given for 6 months. Officers and senior Executives attend the management development programmed organized by the institute. Training is not uncommon in Sumul. It has an elaborate training program to make employees acquire new skills and knowledge. Both internal and external training is carried out as and when required. Following are the data of internal and external training programmed conducted by Sumul in the last five years.

    Number of Training Programs

    Programs 2001-02 2000-01 1999-00 1998-99 1997-98No. of in-house Programs 144 53 20 - -No. of Participants 1762 628 415 - -No. of External Programs 9 9 14 16 22No. of Participants 55 31 43 55 57Total Programs 153 62 34 16 22Total Participants 1817 859 458 55 57

    In addition to this, Sumul also has the policy to sponsor employees for higher education to various institutes. The following table shows the number of employees sponsored by Sumul.No. of Employees sponsored for higher studies

    Particulars 2001-02 2000-01 1999-00 1998-99 19997-98Employees Sponsored for

    2 2 1 - -

    Advance Study continue


  • 4.8 Performance appraisal System :Performance appraisal is the systematic, periodic and an impartial rating of an

    employees excellence in mattes pertaining to his present job and his potential for a better job.

    After recruitment organization gives specific project to the employee to train him. After completion of this project, it is checked by the authorized person of the department if the employee do not perform well then they are terminated from the organization. Performance Appraisal System is still in rudimentary stage in Sumul. Through Performance the top management does appraisal or reporting head, it is short on comprehensiveness and touches only few aspects. However the silver lining is that in order to make system transparent and open, evaluation is cross-checked with the employee by HRD people and in case of some differences try to solve out the problem

    4.9 Promotions and Transfer Policy

    Promotion Policy :

    The Management Trainees are given 6 month training and later on if they perform well

    are promoted as provisionary and after one year they are confirmed. Moreover promotion is

    given on the basis of education obtain by different personnel.

    Transfer policy:

    There is not any policy for transfer, but managing director of the organization generally

    takes the transfer decisions.


  • 4.10 Wage & Salary Structure : Dearness Allowance Additional Dearness Allowance (ADA) House rent Allowance (HRA)

    Some fixed amount of house rent allowance is provided for those who live in rental house.

    Sumul has a fixed increment system for each level of authority in the organization. Only one

    increment is given a year. However for calculating increment for an employee, the period of

    time the day of his joining. Rather month of January and July are considered as base month for

    the same. For instance, an employee joining the organization in second week of January in

    1999 would be having his next increment due in 2000 July not in January. There is also a

    compulsory increment every 14 and 23 year in which, the employee becomes eligible for

    immediate next salary scale. Plus two increments without any change in his/her designation.

    However, during last agreement, upgraded employee have also been given designation as per

    new salary scale. Recently, Sumul has revised its pay structure to attract more young talents.

    Leave Travel Allowance (LTA)

    Every year allowance is given to employees for traveling any place. This amount is also

    fixed. Super Annuitant Scheme (SAS) it provided after every 3 years


    Washing Allowances (WA)

    Rs. 20/- is provided every month as washing allowances to worker category.

    City & Travel Allowance (CTA)

    Those who live in city are given these allowances more than those are in the village.

    Shift Allowance (SA)

    Shift allowance is provided in following way:


    25 & More 6524 60


  • 23 4522 3021 1520 & Below 00

    Visiting Allowance (VA)

    This allowance is given to the entire field officers and veterinary officer.

    Bicycle Allowance (BA)

    It is give to all permanent employee of worker category.

    Scooter Allowance (SA)

    This allowance is given to all the officers and marketing executives.

    Driving Allowance (DA)

    It is giving to the drivers of tempos and trucks of SUMUL.

    Other Components:

    a) Bonus

    (8.33% of BASIC +DA+ADA)b) Funeral Fund

    Rs.3000 to the ward and family of the dad.Every month Rs1/- of all higher executives salary is maintained for this fund


  • The

    Production Departmentof



    5.1 Introduction5.2 Organization Structure5.3 Production Plan5.4 Activities5.5 Production Process5.6 Micro Motion Studies5.7 Support services5.8 Material handling equipments


  • 5.1 Introduction :

    Production is defined as arranging the manufacturing resources for the purpose of conversion of raw materials to saleable produces of optimum quality and minimum cost. Thus production is the systematic step-by-step conversion of raw materials through creation of from utility in goods. Manufacturing of goods is a highly complex process. Goods in the stock which are ready to sell do not just happen they are the end results of careful planning and control. The company makes the best use of man, materials and machinery for those sole purposes of economical delivery of quality goods to customers.

    Production management is concerned with decision-making process related to the manufacturing process. It makes the best utilization of raw materials available and does necessary processing on it and converts it into utility. Production management is concerned with planning, organizing, controlling and co-ordination the manufacturing process, so that resulting goods or services is reduced according to the expectation, in the amount and by the cost.

    Thus, in a broader sense production management is concerned with coordination of men, materials, machines and money manufacturing goods. In a narrow sense it means planning, scheduling and controlling flow of materials to a plant.

    Sumul has produced 15,04,61,760 kg milk during the year out of which 100944886kg i.e.62.52% consulted Buffalo milk and 6,65,91,094 kg i.e. 37.50% consulted cow milk. Achievement in milk procurement is due to adoption of animal Husbandry as an effective tool for economic growth by milk producer members and their devotion to wards milk co-operative movement and also adoption of business approach by sumul. the figures of overall fat% and SNF% in both buffalo and cow milk procured Sumul during the year, match with the normal milk standards (i.e. buffalo milk 6.8% fat, 9.00%snf, cow milk 4.3%fat, 8.5%snf) which aids the union in marketing good quality milk and milk products.

    Sumul has paid on an average Rs. 215/- per kg its milk producers / farmers. It has attained self-sufficiency in its milk requirement. Now. Sumul is in a position to surplus milk to mother dairy of Gujarat co-operative milk marketing federation limited, Gandhinagar and other district co-operative milk unions, in Gujarat.


  • 5.2 Production Management Structure :

    Managing Director

    In charge Strategy Business Unit Center Production manager (1) Production manager (2)

    Packing of Shrikhand

    Cream Processing

    Packing of Pasteurized Milk

    Packing of Manufacturing of Flavored Milk


    Packing of Manufacturing of Ghee

    Packing of Manufacturing of Dahi

    Cream Processing

    Tanker Handling

    Raw Milk Transportation

    Pasteurized Milk Transportation


    Milk Processing

    Manufacturing Skim milk Powder


  • 5.3 Production Plan :

    1. Sales / marketing department is sending daily demand to the production department as per demand market department.

    2. FROM Gujarat co-operation milk marketing federation every week sending demands of Amul products.

    3. According to satisfy both production department prepare their production plane schedule. Production plan schedule generates raw material requirements packaging material & it contain utilize requirements

    5.4 Activities of Production Departments :

    1. Production of planning2. Material requirement planning3. Store finished goods and raw material4. Quality control5. Packaging6. Painting of pack product7. Transport to Marketplace8. Washing and cleaning of equipments, regular maintenance of machine and other



  • 5.5 Production Process :

    Milk cycle:

    1. A machine milking the cow2. Milk producers co-operative Ltd collects the milk from the entire village.3. The collected milk is tested against the set standard. That insures quality of

    milk being received from the root level.4. The received milk is sold locally as well as transported to the dairy for the

    further processing5. The milk is tested in dairy lab. No compromises with the quality of milk

    being received.6. The qualified milk is received at raw milk receiving Dock at dairy.7. Cleanliness is always the top priority at any stage of milk cycle cans

    cleaning process.8. Milk is pasteurized, clarified and standardized using lasted technological

    machine & equipments.9. Milk again tested before being packed.10. Pouch filling for all the end users.11. Packed milk stored in well-maintained cold storage.12. Milk dispatched for the sale in the marker.


  • 5.6 Micro Motion Study :

    During the visit to the production plant we have done micro motion study of a worker whose work was to take the milk pouched from the machine and the keep them on crate, which uses to come serially on the belt conveyors. The position of the person was such that it to very less time.

    The pouches of 500 ml were filled in Polly bags, sealed and ready pouches were thrown though the pouch-filling machine.

    1. First of all we caught the two pouches in one hand and again two pouches with other hand (5 sec)

    2. Then he kept all the four pouches together in the crate coming over the Belt conveyor. (4 sec)

    3. He again tuned and caught all the four pouches with two hands. (5 sec)

    4. And again kept all the four pouches together in the crate coming over the Belt conveyor. (4 sec)

    The entire process was completed in 18 sec.


  • 5.7 Support Services :

    Maintenance Packing


    Maintenance is necessary for both raw materials as well as finished goods. The

    company has to put stress on the matter regarding the spoiling of goods due to weather or other

    aspects. At SUMUL, there is a strong maintenance procedure on raw materials & final

    products, because such milk products should be maintain in such way they maintains their

    quality for the long period of time.


    Packing is one of the most important factors that management must have to consider in

    mind. When the raw materials are converted in the finished goods all the products are then send

    to the packing room. Here different machines are available for different types of packing. The

    firm is now going for a new type of packing called Gable top packing. The main advantage of

    such type of packing is in this packing milk remains fresh for about 10 days. Soon, Sumul milk

    will be available in such type of package.


  • 5.8 Material Handling Equipments

    Used :

    Equipment QualityMilk Tankers : Sumul On contract


    Tempos (on contract) 70Belt Conover 8Crates 40,000Cans : 40 Liter. 20 Liter.


    Crates Trolleys 50Cans Trolleys 10Plastic Tube 5Glass Betties (200 ml) 35,000


  • AnIntroduction


    Marketing Department


    6.1 History.6.2 Objective6.3 Marketing system6.4 Pricing policy..6.5 Channel of distributors6.6 List of competitors..6.7 Promotion policy..6.8 System of approaching to the customers.6.9 Customer satisfaction6.10records of customer base..


  • 6.1 Hierarchy of Marketing Department

    Senior Executive Officer

    Junior Executive

    Senior Executive

    Senior Assistant

    Junior Assistant



  • Human needs, human necessities have no end. The aim of business activity is to acquire wealth, then to convey it into desired forms and to make the final product available for exchange for the satisfaction of human needs. These all activities fall under industry commerce and trade. These three branches have one common function i.e. exchange function. This important and powerful function is known marketing.

    Marketing is a Social management Process by which individuals & groups obtain what they need & want through creating, offering & exchanging products of value with others.

    6.2 Objectives of Department :

    Increase the yearly sale of sumul products by 15 present in compression of last years same month.

    The monitor the internal and external customers satisfaction level. To monitor the product and the storage condition including GMP and distributors parlor

    retailers levels. Training and awareness to customer regarding ISO-9000, ISO-14000, HACCP, GMP

    and Sumul products about 1000 customer per year. Appoint 5 new agents per month to make milk easily available in market. To take 25 milk awareness programs at various schools in Surat.


  • 6.3 Sumuls Milk Marketing System

    Sumuls milk marketing in Surat city is monitored, eliminating costly sales-booths and though regular and assured twice a day supply of milk to 1662 concessionaires (Agent) and 198 institutional buyers, through 85 contractors route vehicles. There is guaranteed cash inflow of the sales proceeds on day-to-day basis and safe return of crates etc. to the Dairy. The standardized / pasteurizes milk is dispatched to the city twice a day to the network of concessionaires (Selling it on behalf of Sumul on a commission basis). The institutional buyers are supplied milk in sealed cans. Contractors trucks carry milk from the Dairy Plant to the places of these concessionaires who caters to the domestic demand of milk in their respective earmarked areas.

    Both economic and operational advantages of keeping the sales-counters at the residential places of the Agents are distinct as:

    No creation or maintenance of these sales-counters is involved.

    All the security of milk, material and money.

    Operational convenience to deliver milk and off tack of crates etc. from these permanent places at any time, including odd hours.

    Utilization of Agents family, labour and residential place and hence very economic operation for them and the Dairy.

    Familiarity of the Agents with locality and vice-versa and hence smooth dealing under mutual confidence.

    The institutional buyers include hotels, restaurants, canteens, hotels, charitable institutions, milk vendors etc. who enter into contracts for purchase of milk for the entire year and receive milk as per the contract, twice-a-day, in sealed cans, through the contractors milk routs and make the full payment to the Dairy Representative just at the time of delivery of milk to them.


  • The contractor are responsible for any shortage, breakage OR pilferage of milk and material occurring during transportation. While the Agents hold the responsibility of any such incidence occurring at their level. There is regular, assured and smooth in-flow of cash from milk sales from the Agents to the Dairys Cash Collection Centers on day-to-day basis without involving a bank for collection of sales-proceeds and maintaining individual accounts. The Agents sale milk delivered to these Agents during the day and they develop the sale-proceeds daily at the nearest Cash Collection Centers of the Dairy. The Dairy runs these Centers for all 365 days in a year for regular day-to-day receipt of cash amount. For any default on the part of the Agent, such as non-payment or short-payment of cash, the Dairy takes corrective action almost instantaneously.

    Sumul also encourage a small Savings Scheme for the Agents by deducting a particular amount from the commission every month and transferring the same into their deposit amount, thereby allowing the deposit to build-up every month, which gets additional security to the Dairy as well as to Agents. Any amount in excess of three times, the realization from the daily sales can be withdrawn by the Agent any time during the year. Currently the commission of 40 paise per liter is paid to the Agent.


  • 6.4 Pricing Policy :Generally the pricing policy is not disclosed to anyone and so I was also not disclosed

    the pricing policy. General information regarding to setting of price is it has fixed structure followed by GCMMF at Sumul farmers are paid on the basis of kilo fat in their milk. They are paid Rs.212 per KG of kilo fat. Taking this as base the price of the product is being set. Hence the price of other product or ingredients used. In case of keser peda, kesar is used for malaipuri certain dry fruits are used to taken into consideration and accordingly their prices the price is set. Here the electricity expenses are also added to it. No additional profit is being charged. Here while setting the price the care is taken that the price of the product of Sumul is kept low equal to the precluding price of the similar product in the market.Price list of Sumul Products :

    Price list of the various products produced by the Sumul with various quantities are as under.Commodity Quality Price(Rs.)Ghee 15 kg 2300

    5 liter 7202 liter 2751 liter 1501 liter pouch 145500 ml pouch 74200 ml pouch 31

    White Butter 15 kg 1695500 gm 60

    Jome 200 ml bottle 8200 ml pouch 5

    Paneer 1 kg 105200 gr 22

    Ilichy Peda 500 gr 59250 gr 30

    Kesar Peda 500 gr 79250 gr 40

    Malai Puri Peda 250 gr 36Primium Tea 500 gr 62

    250 gr 33100 gr 14

    Silbver Tea 500 gr 71250 gr 39100 gr 16

    Ilichy Shrikhand 500 gr 40Kesar Shrikhand 500 gr 45

    100 gr 10


  • 6.5 Channel of Distribution :

    1. Direct2. Indirect

    1. Direct Distribution Channel :

    Sumul is handling 1900 outlets for selling their buttermilk, tea and sugar.

    2. Indirect Distribution Channels :

    Sumul is distribution various products that are milk & other than milk there are 3 major distributors in Surat city & 19 distributors in rural areas. All dairy co-operative society acts as a distributor for all Sumul products. In Surat city Sumul is creates 3400 outlets; Sumul has their own 44 milk parlors which are in direct contact with the customer.

    Information technology growing very fast and Sumul always ahead in technology. Customer should be got advantage of these technologies for this reason Sumul Started online shopping facility to Direct Customer as well as Distributor and parlor also net facilities like.

    Direct Customer www.sumuldairy.comDistributor and parlor

    Agent CustomerDairy


  • Distributors

    SR # CODE # DISTRIBUTORS LOCATION TELEPHONE #1 4001 Chandrakantbhai Gheewala Varachha 98241877242 4005 Kamleshbhai Patel Ukai 02624-233079 / 2335013 4011 Gopi Agency Sachin 2890493 / 28900234 4012 Bhagvati Maisuriya Kim 02621-2309795 4014 Nitaben Shah Kadod 2469986 4015 Patel Bhailal Rander 24843507 4016 Gurukrupa Traders Olpad 02621-2212258 4020 Aashirwad Agency Bardoli 02622-226475 9 4021 Patel Ambalal Navsari 2482085

    10 4022 Kikiben Patel Dumas ---11 4024 Hashmukhbhai Mayavanshi Bedkuvadur 02626-23125112 4028 Ambika Bakery Udhana 267851813 4031 Puja Agency Salabatpura 261671514 4047 Jagdamba Disributors Chalthan 02622-27144615 4125 Sunandaben Patil Navapur ---16 4126 Super Sales Corporation --- ---17 4114 Yogeshbhai Desai Katargam 982539008618 4128 Ishwarbhai Rambhai Bari --- ---


  • Parlors :



    1 4000 Sumul Staff Society Sumul Main gate Ext. # 252 / 274 2 4002 Khedut Sahkari Jin 2 Vyara 02626-220045 3 4003 KRIBHCO Staff Society KRIBHCO 8422575 4 4004 Bardoli Sugar Staff Society Bardoli 02622-220418 5 4006 Swaminarayan Kariyana Stores Kathor 02621-256364 6 4008 Sagar Dairy & Provision Stores Vyara 02626-222401 7 4009 Kamrej Kela Mandli Kamrej 02621-252067 8 4019 Rajendra C. Patel Ambikaniketan 2258839 9 4023 Madhi Sugar Staff Society Madhi 242141 / 241048

    10 4027 SUMUL Parlor SUMUL Main Gate 1 Ext # 277 11 4029 Madhuben Vyas Anand Mahel 2747650 / 2736293 12 4030 Vasantbhai Patel Road Varachha 2556430 13 4121 Shobhaben Thakkar Gopipurat ---14 4037 Jivanlal Barwalia A. K. Road 28568919 / 9824136802 15 4039 Prakashbhai Patel Kapodra 2566162 16 4041 Janak Dalal Navapur ---17 4043 Sanjay Gaurishankar Shah Station Road ---18 4044 Bharatbhai Patel Amroli 2495867 19 4046 Palsana Grocery Palsana 02622-263218 20 4048 Jitesh Shah Kathor 9824189931 21 4050 Sayan Sugar Staff Society Sayan 22 4051 Khadi Gram Udhyog Olpad 221002 23 4053 Sarvajanik Kanya Vidhyalaya Bardoli ---24 4054 Kadwa Patidar Samaj Navi Pardi ---25 4055 Dinesh Rathod Olpad 02674-286370 26 4059 Bavchandbhai Patel Ayurvedic College 754837227 4061 Sevni Sahkari Mill Kamrej 02621-26450928 4099 Vimal Patel Kadodara

    29 4113 Smt. Induben Variya Bhagal ---

    30 4115 Kalpanaben Patel Bardoli 982550868631 4117 Chauhan Sailesh Fatehsingh Sarbhog ---32 4115 Bardoli Parlur Bardoli 982526778133 4124 Citulight Parlur Citulight 937470222034 4130 Rudhnathpura Parlur --- ---35 4134 Katargam Parlur Katargam 253091537 4137 Sachin Parlur Sachin 239110238 4142 Dhamore Parlur Dhamore ---39 4145 Athwa Market Athwa 987951494040 4154 sardar Market --- 234016041 4157 Lalita Chokdi Parlur Lalita Chokdi ---42 4158 Maganbhai Olpad 982588435243 4162 L.P.Savani Parlur --- 982411464244 4166 Un Parlur --- ---45 4167 Kosamba Parlur Kosamba 987912575546 4172 Sumul Dairy Main Parlur --- Ext-277


  • Area covers :The distributors nad parlors cover whole Surat District including Surat City, Bardoli,

    Vyara, Kodod, Ukai, Chatthan, Kamrej, Kim, Kosamba, Olpad, Kathor, and Sayan. This whole district is coverd by almost 3000 retail outlets; They constanltly remain in contact with the customers.

    Market Share :In dairy industry Sumul Dairy is wide term. We are the market leaders in almost each

    dairy product in Surat District.

    Products ShareGhee 70%Paneer 50%Shrikhand 15%


  • 6.6 List of Competitors :The raw milk section comprises local co-operative such as Choryasi, Payal etc. &

    Vendors. Following some of the dairy all from the district i.e. from North Gujarat & Maharashtra:

    1. Unity dairy, Uttarsanda2. Jeevan Shakti, Dhuliya3. Vishalsagar, Dhuliya4. Gopi Milk Products, Puna5. Gautam Milk Products,Kopargoan6. Gayatri Milk Dairy7. New Suraj Dairy, vijapur 8. Sarita Milk Producyts, Kadi9. Britannia Ghee10. Neslte Milk powder, Ghee11. Sardar Dairy, Mehsana12. Vimal Dairy, Mehsana13. Royal Dairy, Gandhinagar14. Suffal Paneer15. Satyam Dairy, Gandhinagar16. Sumathur dairy17. Mahakall Dairy, Sidhp


  • 6.7 Promotion Policypromotion activity mainly consists of advertisement. Sumul is a cooperative sector and

    so the advertisement budget is quite less. However Sumul dairy spend nearly 20 to 25 lakh on the advertisement. The contract of advertisement is with the Venus ads. Here advertising is done through hoardings, banners, wall painting, newspapers, and stickers etc. Sumul as part of promotion activity holds Sumul healthy baby contest on regular intervals. The participation is increasing every time the contest is being held. Here every one is given information about product of Sumul and their views regarding the Sumul product. What change they want? Which other product they want? Are also being asked shop painting is also promotion activity carried on by them.

    6.8 System of Approaching the Customers :

    Sumul is doing the following activities to Approach to its customers.

    AdvertisementBy giving the advertising and to a local TV channel by hosting famous anchor

    advertising through during festival Seasons.

    Paneer ShowIn this show different items made from paneer are sold at a discount rate.

    Healthy Baby ContestIn order to popularize milk and milk products, Sumul organize every year

    Sumul Healthy Baby Competition. Healthy Baby Contest is unique contest of its kind in surat. It is conducted each year since 1992 successfully.

    Education ProgramsThe firm also gives information to the cool children about cow milk by visiting

    different type of schools in Surat city.

    House VisitsThe companies also visit different houses and collect information about

    different products of the company and also take suggestion from the customer.

    Another Promotion Activity :


  • Changes have been done in paking and slogans of few products. Door to door advertising is done for new product. Facility of taking loan from bank for vehicle and refrigerator are given to agents. A mobile van with facility to test milk show films to customers and address public

    regarding the hygienic aspects of Sumul milk. Sumul Dairy Cooking Competition organized by Sumul at Hotel Holiday Inn, Surat. Rasoi Show organized by Sumul at Hotel Holiday Inn, Surat. Sumul Healthy Baby Competition. Sumul Painting Competition 2002-02 organized by Sumul & Saint Xaviers School School students visiting Sumul as a part of their education to know about production


    6.9 Customers Satisfaction :Needs:

    Hording & banners of Sumul products are used for advertisement. Change have been done in packing & slogans of few production Door to door advertisement is done for new products. Facility of taking loans from bank for vehicles & refrigerators are given to

    agents. The schoolboys & girls, who are the future customer, are educated about Sumul

    milks & milks products & its purity. A mobile van with facility to test milk, show films to customer & address

    public regarding the hygienic aspects of Sumul milk. Cash center has been opened in different areas & through bank so that the agent

    can deposit their cash daily.


    After personal visit to customers & explaining the causes of complaint. Replacement is given for storage milk or low weight milk pouches. If agents changes more than MRP than they are fined & even terminated. Agents may also be terminated for his unwanted behavior. Customer satisfaction is most important for the organization. The organization goes for consumer survey to know their preferences &

    intended Demand. A separate wing is creating in the sales department who takes care of customer

    complaint. Consumer forums in different areas are formed and regular meeting are organized to address their grievances.

    Complains are received either by the letter or telephone. Complains are entered in to the customer complaint resister. Seeing the nature of complaint, action is taken.



  • Curding of milk Low weight Price changed by the agent more than MRP Agents Behavior Leakage

    Complain Process Steps

    Receive the complainComplains are received either by the letter or telephone.

    Complaints are entered in to the customer complaint resister After the proper evaluation of complains the necessary steps or action are taken

    by the marketing department.

    6.10 Records of Customer Base :Sumul has got more than 1900 customer (approx) and Cods No. is given to each and

    every customers telephone / fax no., email, person to be contacted. Sumul is also maintaining file for each and every customers and copy of any correspondence exchanged between the customers by Office of Branch Office are available in the said file for reference, i.e. whenever Office is corresponding with the customers, a copy of the same will be forwarded to the respective Branch Office and Vice-versa.


  • AnIntroduction


    Finance Department


    7.1Hierarchy of finance Department7.2Objective7.3Source of Finance7.4Activities of Finance department7.5Cast system7.6 Payament Process7.7Study of final Accounts7.8Tresury operation


  • 7.1 Hierarchy of Finance Department :

    Managing Director

    Material Manager Account Manager Finance Manager

    Assistant Manager


    Senior Executive

    Junior Executive

    Senior Assistant

    Junior Assistant


  • Finance management is that managerial activity which is concerned with the planning and controlling of the firm financial resources. Still today it has no unique body of knowledge of its own and draws heavily or economic for its theoretical concept.

    Finance management means the use of such managerial function as planning and control to undertake finance function.

    - Earnest Walker

    Sumul is the co-operative so it has not special financial department. Sumul require a lot of funds for meaning its working capital needs and other obligations. It manages its working capital needs through internal funding only. There is regular, assured and smooth in flow of cash from milk sales from the agents to dairys Cash Collection Centers on day-to-day basis. The dairy runs there centers for all 365 days without fail. Intact there is a separate cash recovery department in the organization to look exclusively this aspect. Because of its excellent cash collection system. Sumul generally does not face any difficulty in dispensing amount to the producers every month and meeting other obligations.

    However, for the expansion work and setting up new projects, it takes loans from NDDB

    7.2 Objectives :The main objective of finance department is Sumul are as under.

    1. To monitor & measure debtors2. To prepare profit & loss account3. To maintain working capital at minimum level compared to last year.4. To prepare a balance sheet of 7th may each year.5. To monitor & measure internal customer satisfaction.6. To increase short-term investment by 10%.


  • 7.3 Sources of Finance :In the Sumul dairy requirement of finance is major into two major areas.

    1. In working Capital2. Investment on expansion

    These requirements fulfill by taking loan and issuing share.

    (1) For working Capital :

    To meet the needs of arising working capital Sumul makes transactions from the following banks.

    The Surat District Co-operative Bank Ltd, Surat Sarvoday Sahakari Bank Ltd, Surat State Bank of India, Surat Surat Mahila Nagrik Sahakari Bank, Surat Indian Bank, Surat Dena Bank, Surat Co-operation Bank, Surat

    (2) For Investment on Expansion :

    National Dairy Board Share capital Debenture


  • 7.4 Activities of Finance Department :1. Planning & budgeting of financial resources.2. When financial resources is not that time taken loans. Issuing shares.3. Issuing financial resources to different department. Working capital managing4. Balance sheet & Annual general prepared. Accounting management.5. Cash management

    Annual Business Plan:

    The annual business plan is prepared by taking the information regarding sales of every product. The sales officer compile these data taking into consideration growth rate of city population, per capital consumption so as to arrive at overall market size and r=targeted market sale for Sumul product, for the effectiveness of annual business plan the data regarding marketing channel, and product mix are needed.

    Data Required for Annual Plan:

    11 Product mix plane12 Marketing channels13 Manpower requirement14 Estimated investment15 Institutional demand16 Segment wise demand estimation17 5 Years procurement analysis18 5 Years procurement capacity19 Urban population demand


  • 7.5 Cost System :Cost is one of the main factors affecting finance department. There are lots of control

    techniques through which companies can control their cost. Costing is the factor that affects the pricing as well as profits of the company. If the costs are controlled then the company can fix competitive price and achieve targeted returns. If the company is able to get the cost at minim um level then can get an additional benefit over their competitors. To control Cost Company might have to:

    1. Replacement of worm out machines and equipments with new ones.2. Make or buy decision3. Extension of existing production plant.4. By having latest technology machines and equipment.5. By producing large quantities of products.6. Controlling the inventory levels.7. To do investments where maximum returns can be achieve.

    Cost Structure of Product:

    Production cost+ Transport expenditure+ Profit Margin+ Commission------------------------------ Cost


  • 7.6 Payment Process :

    1. Collection of sales bills & sales data2. Data verification with sales information3. Feed concern data in computer4. Feed duration data in computer5. To pass duration entry to the computer.

    To the Milk Producers

    Finance department will make payment on the base of certified & approved bills.

    1. Receipt of milk collection data.2. Verify the data with concern department & payment for each dairy co-operative

    society.3. Feed all the data in computer with oracle support4. Reduction of DCSP (dairy co-operative society purchase) & other miscellaneous5. Account of net amount payable to society is prepared.6. The payment will send by MT (Money Transfer) by district co-operative bank.

    To The Transporters

    All the come to the finance department for final payment. Every bill is certified by the concern department authority. They have to give justification for any expenses.& then finance department will make payment to the transportation for any expenses.& then finance department will make payment to the transporters on the bases of certified & approved bills.


  • 7.7 Study of Final Accounts :

    From the study of the profit & loss account of the year 31-03-04, it can be measure that the net profit of the firm (income-expenses) is 69,88,826. Also from the study of the final accounts it can be easily seen that the firm is getting more & more profit. Because this tears that the profit of the firm is 48 crores more than the profit of last year.

    7.8 Treasury Operation :

    The treasury operation of the company is panned in such a way so that it maintains purchase cost, production cost, inventory management and budgeting based on the market forecast. Treasury operation is maintained to facilitate demand and supply condition, timely payments for purchases, meeting contingency expenses. Proper dispatching of the good on delivery dates and minimizing opportunity cost. Some unseen contingency may arise such as strike; flood fire etc. for this purpose also there way should be made.


  • AnIntroduction




    8.1 Purchase departement Introduction8.2 Organization8.3 Activities8.4 Activities of stores departement8.5 Storing process8.6 Inventory mgt


  • 8.1 Introduction

    In a narrow sense the purchasing means going the open market,finding the lower price at which a standard item is offered & selecting a supplier who is offering it at that price. but ina broader sense purchasing is much more then that . it can be defined as a art or science.

    8.2 Organization

    The purchase department organise their purchase function in such a way so that it facilates smooth functioning of manufacturing processes . They make timely purchase of row material and other required items.They organise their purchase and store function in order to reduce their cost and time .

    8.3 Activities of purchase Departement Organization

    Mainly purchase dep is related with store dep , finished product development ( Ghee,Sweets and Shrikhand) finance dep , purchase dep is received from various dep like engineering,laboratory,autogarage,dairy plants and chilling centers. This indent first of all goes to store dep , store dep verifies the stock position and later by giving code number and last purchase reference being related to purchase dep. 1.Receives the purchase orders. 2.Cheking the present stock . 3.Placing order for purchase on the basis of price & quality. 4.Preparing comparative statement of party tender. 5.Before receving raw material cheking all the required parameters. 6.Put order on the basis of price list of all the manufacturers.


  • Following materials come under purchase departement:

    1.Packaging materials.2.Machinery spare sparts.3.Electrical equipments.4.Stationary productus.

    Computer Hardeware Chemicals for Quality controlled lab Instrument for calibration

    Separate space for each type of products is made and in bin card quantity used & quality present all such entries are made.

    8.4 Activities of stores departement:1. Storing raw material and finished goods2. providing the equipment whenever required3. Maintain bin cards4. prepare indent letters5. Keeping records of materials used purchased & current stock

    8.5 Store procedure:

    when new purchase of raw material is done send to store division ,store in charge will verify the quantity received & another person from concern dep check the received stock.

    Finished goods store directly from production dep & finished stocks send to store. About the quantity received on one day the same is entered by store in charge with date & time .


  • 8.7Inventory Management: It is a very crucial part of working capital , Hence it is necessary to manage inventory effectively & efficiently.It is consists of following:

    Raw Material:

    Packing material Machinery sparespart Electrical equipment Stationary product Computer hardware Edible essence & colors Chemical for O.C.Lab Instrument for calibration

    Finished Goods Ordinary Storage Cold Storage


  • AnIntroduction


    Others Department

    Chapter Contents

    9.1 Safety, Health & Environment Types of instruments used in testing Parameters tested Quality certificates

    9.2 Transportation Penalty system


  • Distribution System

    9.1 Safety, Health & Environment

    This departement is Established in 1968 at the established time of sumul. Types of instrument used in testing :

    1.Analytical Balance :- for measuring weight2.Infrade Analysis:- for measuring parts of milk like Moisture Balance, Mill Scope3.Buting strength measurement: - for packing material4.Molcotestores:- for measuring fat5.Centrifuge6.Incubators7.Hot Air Oven

    Parameters Tested in the Lab:

    1. Flavor2. Smell3. colors4. Addivities 5. Neutralizers6. Acidity7. Fats8. SNF9. Milk Proteins10. Moisture percentage11. Yeast & Mold

    Quality Certification:


  • ISO - 9000

    ISO means International Organization For Standardization. It is the international level organization, which is done to keep rules and regulation of preservation. It was established in 1946 and in 1979 has been implemented contains ISO-9000 series, which standardized by providing certificate.

    Following points are considering for implementing :-

    1. To arrange commitment of top management and starling2. To deside quality policy.3. To make quality manual4. To implement quality procedure manual.5. As per quality procudure manual all the system are audited. Non Conformity report

    checks if it is not as per manual.

    ISO 14000This certificate is for environmental control and it came in the year 2002


    Transport services for milk Distribution and sales activity of sumul always active in all times and situations.

    The distribution of milk is done through contract vehicle Each vehicle more 4 times daily in the route. The advance payment is done after 20th of the runing month and final payment in done on 14th of the next month.

    The penalty is charged in the following case:1. If vehicle does not reach on stipulated time.2. If vehicle keeps more materials than gate pass.3. If loader of the driver misbehave at the dispatch dock.4. If there is complain from the agents.5. For the supply of less material to agents.

    Distribution Network:

    For Product Marketing Sumul has Distributors and Parlors. In Surat district Sumul has total 20 distributors and 30 Sumul Dairy Parlors.

    Milk collected at DCS level is transported to chilling centre twise a day. From the chilling centre, milk is transported to sumul dairy though insulated milk tankers. Sumul has own 12 tankers to procure milk directly from the village where Bulk Chilling Unit facility is


  • available. As such contract tankers ferry milk twice a day from chilling centres, Sumul owned tankers go onces a day to fetch milk.

    For distributing milk to consumers, sumul has a unique system. It distributes its liquid and flavoured milk through a network of 1700 agents through out of city. It does not have distributors for the same. Hawever, for other products like Butter, Cheese, Ghee and Sweets; Sumul has distributors.According to officials in marketing department, because of this agent system, they have been able to supply milk in the city unfailingly without fear of agents suddenly turning hostile in large numbers.



    It was a matter of big pleasures and joy acquiring the valuable experience to undertaking the practical training in SUMUL,Surat. This unit has provided me the best of opportunities for good and useful experiences for my study visit.

    With the objective to gain Practical knowledge and experience in the company and to study the activities of different functional area. It was good experience at SUMUL. studying about the different department. On the other hand going for a market survey was an invaluable addition to my Knowledge. To conclude in a single student, I personally feel that Training at SUMUL has added many features to my knowledge wing which will definitely help me to achieving a success during my future and career bright.

    I observed all the aspects of the company with fill Co-operation of the person whose behaviors rightly and politely with us. That was matter for pleasure to us.


  • In last I would like to say that SUMUL, Surat has bright future. I wish it would make its name in all over India.




    It measures the solvency of the company in the short term. It also indicates the firms ability to pay its current liabilities .It shows the strength of credit, working capital and capacity to carry on effective operation.

    Current Ratio = Current Assets Current Liabilities

    Particulars 2003 2004 2005Current Assets 61,35,71,373 69,63,09,286 73,86,10,730Current Liabilities 39,85,14,654 56,11,87,368 66,39,48,269Current Ratio 1.53:1 1.2:1 1.11:1

    The graph showing the Current Ratio of the SUMUL DAIRY for the last three years is as follows:






    2002-03 2003-04 2004-05









    As a conventional rule. Current ratio of 2:1 or more is considered satisfactory. We can see from the above graph that, In year 2002-03, Sumul had C.R. of 1.53:1, though it is less than standard ratio, but still it says that Sumul is able to meet its current obligations. But in the very next two years, that of ratio has been reduced, but still Sumul is able to meet its liabilities, because for two years, ratio is 1.2 and 1.11 respectively, which means that for every one rupee of current liability, Sumul having 1.2 and 1.11 current assets in next two years respectively.

    But still it shows the little worse condition of Sumul, because the above ratio indicates that, Sumuls current liabilities are increasing more rapidly than its current assets.


    It is used to measure the companys ability to meet its immediate liability. This ratio is important for financial institution. Higher ratio i.e. 1:1 indicates sound financial position of the company.

    Quick Ratio = Liquid Assets ( C.A. Stock) Current Liabilities Particulars 2003 2004 2005Current Assets 61,35,71,373 69,63,09,286 73,86,10,730Stock 24,04,57,827 14,96,44,750 22,70,17,999Current Liabilities 39,85,14,654 56,11,87,368 66,39,48,269Quick Ratio 0.94:1 0.97:1 0.77:1

    The graph showing the Quick Ratio of the SUMUL DAIRY for the last three years is as follows:







    2003 2004 2005





    From the above graph and table, in year 202-03, the quick ratio of Sumul was 0.94. we know that the standard ratio is 1:1, here that of ratio is little less; it means that Sumul may fulfill its immediate obligations. In year 2003-04, that of ratio has been increased and reached very near to the standard ratio. So, we can say that Sumul can able to meet its current obligations, if it requires immediately. But in year 2004-05, we can see that, that of ratio has been declined, so Sumul may find difficult to meet its immediate obligations.

    Thus, from the above all, we can say that Sumul should increase its liquid cash either by reducing its stock or reducing its current liabilities.

    10.1 Future Plan

    (1) Development of Environment Friendly Products. (2) Development to produce Effcient Production. (3) High Performance of Production. (4) To put New Product In Market. (5) To Continue the Rank Of- Productivity.

    The Future Plan Of This Dairy Is Very Prospective As Demand Of Milk Products is going to increase day by day with the growing population .


  • 95

    SURAT DISTRICT CO-OPERATIVE MILK UNION LTDMr.Thummar AnkitSubmitted ToProf. D. P. Pandiya B.B.A. Incharge & K.K.Parekh Commerce Collage, Amreli.ACADEMIC YEAR 2006-07DECLARATIONI Undersigned Mr. Tummar Ankit M.Here by declare that all the details in the report on


    Prof. D. P. Pandiya B.B.A. Incharge & K.K.Parekh Commerce Collage, Amreli.Acknowledgement IndexNo ContentsPage1Chapter 1 INTRODUCTION TO SUMUL8Chapter 8 PURCHASE & STORES DEPARTMENT9Chapter - 9 OTHER DEPARTMENT10Chapter - 10 Rotio Analaysis