Ankur 2

7/29/2019 Ankur 2

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A

Project report

On

“Marketing Department”

At

“Ankur Proteinindustries Limited”

Submitted by : -

Hemchandracharya North Gujarat

university in the part ia l ful f i l lment of

BBA programme

At

Shri V. M. Patel Col lege of Management

Studies,

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Ganpat Vidhyanagar, Kherva.

Prepared By : -

Modi Trupti . B

T. Y. B. B. A

Exam no: -

Shri V. M. Patel college of

Management Studies.

Ganpat Vidhyanagar, Kherva.

Certificate

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Th i s i s t o ce r t i f y tha t MM I S SI S S . M. M O D IO D I T R U P T IT R U P T I . B. B

s t u d e n t o f T . Y . B B A . RT . Y . B B A . R O L LO L L NN OO : - 25: - 25 and EE X A MX A M

NN OO : -: - f r om SS H R IH R I V. M. PV. M. P A T E LA T E L CC O L L E G EO L L E G E O FO F

MM A N A G E M E N TA N A G E M E N T SS T U D I E ST U D I E S , G, G A N P A T AA N P A T A VV I D H Y A N A G A RI D H Y A N A G A R , K , K H E R V AH E R V A

has under gone p rac t i ca l t ra in i ng i n “A“A N K U RN K U R

PP R O T E I NR O T E I N I N D U S T R I E SI N D U S T R I E S L I M I T E DL I M I T E D ”” . I n a re a o f f in an ci al

ana lys i s as a pa r t o f cu r r i cu lum.

DD A T EA T E : - P: - P R O FR O F . I. I NN

C H A R G EC H A R G E : -: -

PP L A C EL A C E : - P: - P R I N C I P A LR I N C I P A L : -: -

PrefacePreface

There are ma in ly two o f words a re used in

d e ve l op me n t a n d d e ve l op m en t c o un t ry , w h ic h

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a re “ Pr od uct ” a nd “Se rv i ce ”. T her e a re t wo

s ided o f one w i thout se rv i ce . P roduc t i s

unmean ing f i l l w i thout serv i ce .

I n the d eve l op ment coun t ry l i ke I nd ia the re

a re many serv ices sec to r but they a re

a l te rnat i ve ly o r d i rec t l y o r i nd i rec t l y connec ted

wi th the serv i ces .

A ft e r t h e c o- op er at iv e r e vo lu t i on i n I n di a

a f t er i n de p en d en t t h e d e ve l op me n t o f t h e c o -

o perat i on se cto r in In dia a re p roduc t , and

s er vi ce p ro vi de s t o t he c on su me r s. I nd ia i s a

v a s m a r k e t . T h e “ M o n e y ” i s n o t a p r o d u c t b u t

they a re t rans fer r i ng Money and a t ransac t i on .

I n t he I nd i a t he ba nk p ro vi de s lo an a nd

a d v a n c e i n c r e a s i n g a s a v i n g p u b l i c . T h e y g i v e

i n te rest b u t they a re ea rn i ng p ro f i t and a g i ven

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l oan to p a ramete rs o f I nd i a he lp ed i n economic

deve lop ing o f count ry .

Ev er y bu si ne ss o r f i rm ma in pr ob l em i s

p ay in g i s mo ne y t o ot he r in k in d or ca sh or

cheque means th rough bank cash t ransac t i on i s

v e r y d a n g e r o u s f o r t h e b i g & s m a l l i n d u s t r i e s .

Bank in g ser vi ces a r e bas ic requ i remen t o f

bus iness .

W e e a r n e d m o n e y t h e y a r e n o t s a f e i n o u r

h ou se a nd w e a l l k no w v er y w el l t he t od ay ’s

m oney l es se r than tom or row m oney . S o we p u t

i t i n to bank than they can g ive rent ( In teres t on

over our money) . Our money i s sa fe and

s e c u r e d i n b a n k a n d i n v e s t s i n a n i n v e s t m e n t .

The investment g ive in terest and d iv idend

t o ur s. I n t he a n ci en t t im e t he r e w as n o b an k

a nd a t t he t im e d if f i cu lt y i n t ra ns ac ti on w as

very ted ious and unwi l l i ngness .

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At pr ese nt a ll bu si ne sspe rso ns ar e a l so

ma ke t r ansact ion thr ough ba nk i s done . I t

t ra nsa ct ion mo ne y n ot o nly in te rn al pa rt o f

c ou nt r y b ut a ls o i nt er n at io na l w it ho u t o n a ny

r i sk .

An eve ry f i e l d o f ed uca ti on im p or ted to the

s tud ent p rac ti ca l t ra i n i ng o f p ossi b l e shou ld b e

g iven to the s tudent to the s tudent to b r ing out

a n d e x h i b i t t h e q u a l i t i e s w h i c h i n n o w e r e c a n

b e exh ib i ted b u t theo re t i ca l a t he l p s use to g e t

bet ter p rospec tor and under s tand ing & work ing

cond i t ion o f var ious in du st r ies under th i s

p rac ti ca l t ra i n i ng eve ry s tud ent has to v i s i t m y

company for 21 Days . He has to co l lec ted

r e le v an t i nf or ma ti on a n d h e h as t o p re pa re a

p rod uc t rep o r t on the p rac t i ca l t ra i n i ng on the

p r o j e c t 1 s h o u l d c o v e r a s p e c t a t t h e c o m p a n y

under fo l l ow ing head .

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AcknowledgementAcknowledgement

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Th i s i s d i f f i cu l t t ask fo r me to dec ide , to

w ho m I g iv e m or e t ha nk fu ln es s a nd t o w ho m

n o t . A l t h o u g h l o s t o f p e r s o n h a d h e l p e d m e i n

m y p ro je ct w or k t ra in in g d ur in g p er io d. T he

reg ard ness m y acknow led gem ent a com ple t i ng

my p ro jec t f i l l s the bank as a wh o le .

In “A“A N K U RN K U R PP R O T E I NR O T E I N I N D U S T R I E SI N D U S T R I E S L I M I T E DL I M I T E D ” .” . I

wou ld l i ke to thank the who le person o f

o rgan i za t i on they g ive permiss ion fo r v i s i t bank

and every person work ing in the bank .

I wou ld to l i ke the honorab le to Mr .

D as hr at hb ha i. B . P at el . T he y a re v er y a ct iv e

resp ons i b l e toward , they a re m a in ta i n i ng g ood

re l a t ionsh ip w i th each o the r . I am a l so thank fu l

to Mr . V inodbha i . B . Pa te l and o ther s ta f f .

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I wou ld l i ke to spec ia l thanks to hear t to my

a l l facu l ty member and my p r inc ipa l Mr .

K r i shnakant Chudasma and p ro fessor namely .

Mr. H . A . Pa te l

Mr. Hareshbha i Oza

Mr. K r i shnakant Chudasma

W ho g iv e m e v al ua bl e i ns tr u ct io n a nd a l l

management o f our p rac t i ca l t ra in ing?

I f i l l i nd eb te d t o a ll w ho se c o- op er at io n

h elp t o me pr ep ar e t he r epo rt t hr ou gh i t i s

d i ff i cu l t. T o m a in t ai n t h ei r n a me i n e x ec u ti v e

m anner I wou ld to thank o rd i na ry to em p loys o f

“A“A N K U RN K U R PP R O T E I NR O T E I N I N D U S T R I E SI N D U S T R I E S L I M I T E DL I M I T E D ” .” . who he lped

m e b y co -op era t ion a re know led g e the he lp and

gu idan ce a t my co l l eagu es won t he br ight

p ro jec t fo r the “A“A N K U RN K U R PP R O T E I NR O T E I N I N D U S T R I E SI N D U S T R I E S L I M I T E DL I M I T E D ””

..

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PP R E P A R E DR E P A R E D BB Y Y : -: -

MM O D IO D I T T R U T IR U T I . B. B

T . Y . BBAT . Y . BBA

SS H R IH R I V. M . PV . M . P A T E LA T E L

CC O L L E G EO L L E G E

O FO F MM A N A G E M E N TA N A G E M E N T

SS T U D I E S T U D I E S ..

Contents

1. General Information

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Existing & Management

Body

Function & Objective of

Bank

Expansion of branch &

time keeping system

2 . Function & Objectives of

“Ankur Protein Industries

Limited”

3. Marketing Department

Marketing Strategy

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Marketing Process

4. Conclusion

General Information

Existing & Management Body

Function & Objectives of bank

Expansion of branch & time

keeping system

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Existing Management Body

Board of directors

S H R I D A S H R A T H B H A I .B . P A T E L C H A I R M A N

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S H R I P R A D E E P B H A I . C . K H E T A N I M. D

S H R I P R A B H U D A S B H A I . D . VA C H H A N I D I R E C T O R

(R E S I G N E D W . E . F . 10 -08-2005)

S H R I J A I P R A K A S H B H A I . J . V A C H H A N I D I R E C T O R

S H R I M A G A N B H A I . H . P A T E L D I R E C T O R

S H R I K A U S H I K B H A I . M. P A T E L D I R E C T O R

S H R I D I N E S H B H A I . B . K H E T A N I D I R E C T O R

Executives

S H R I V I N O D B H A I . B . P A T E L F A C T O R Y M A N A G E R

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Auditors

M/ S . A G R A W A L & M A N D O W A R A

C H A R T E R E D A C C O U N T A N T S .

709 , H E M K O O T C O M P L E X ,

A S H R A M R O A D , A H M E D A B A D - 380009.

Company law-consultant

R. S . S H A R M A & A S S O C I A T E S

C O M P A N Y S E C R E T A R I E S

402, ‘P A N C H D E E P ’ N R . M A Y U R C O L O N Y ,M I T H A K H A L I S I X R O A D , A H M E D A B A D - 380009 .

Bankers

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L O R D K R I S H N A B A N K L T D .

K A L U P U R C O M M E R C I A L C O - O P E R A T I V E B A N K L T D .

Registered Office and

Works

P A N C H R A T N A E S T A T E ,

S A R K H E J - B A V L A H I G H W A Y ,

A T . C H A N G O D A R , T A . S A N A N D ,

D I S T . A H M E D A B A D – 382210

T E L E P H O N E : (02717) 250220 /221

F A X : (02717) 250410

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Name of the stock-

exchange where The

company’s shares are

listed

T H E S T O C K E X C H A N G E , A H M E D A B A D

T H E S T O C K E X C H A N G E , M U M B A I

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Function & Objectives of

“Ankur Protein Industries

Limited”

The f i r s t most ob ject ive o f the company i s

t o c ol le ct d ep os it s & l en d t o c us to me r a t

l owes t i n teres t ra te .

To prov ide bet te r serv ice and more fac i l i ty

to cus tomer .

To save cus tomer t ime by adopt ing

computer i ze speedy serv i ce .

To c reate the endowment o f co-operat ing &

war be ing a long bus iness & o ther bank .

To deve lop Changodar i n bus iness .

To comp lete i t s compactor w i th h igh

ef f i c i ency .

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Perspec t i ve p lann ing fo r fu ture .

Cour teous and e f f i c i ent serv i ces .

M. B . B and te rex and l ower sys tem p roves

a n d g i v e t o 1 0 0 0 0 R s . C a s h p a y m e n t o n l y

th i s bank g ive to i t s cus tomer .

Expansion of Branch &

Time Keeping System

The branch f rom i t s po in t was a nuc lease

fo r p lann ing and deve lop ing and was in

c h o o s i n g o f i t s i n t h a t w e r e a n d i t s e c o n o m i c

p o ten t i a l . Eve ry s i nce the es tab l i shm ent o f the

b an k t he d i re ct or s e mb ar ke d o n a po li cy o f

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open ing b ranch i t the i r i n add i t i on to tapp ing o f

depos i t s .

“A“A N K U RN K U R PP R O T E I NR O T E I N I N D U S T R I E SI N D U S T R I E S L I M I T E DL I M I T E D ” .” . s e e n a

g oo d p ro gr e ss o f b ra nc h a nd t he y d ec al ed t o

i nc re ase h i s mo re br an ch in o th er a re a. S o

Manag em ent has ap p l i ed a m ore b ranch “ Mot i ”

passes for t hat ’s l i oness & the “Mot i” has

granted h i s permiss ion fo r a f l ood ing weat ion in

Sanand reg ion ’ s .

The Time Keeping

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General l y , the com pany op ened a t 10 :30 a .

m and c lose a t 5 :00 p . m. da i ly Sunday i s

week ly ho l i day in the company

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Marketi

ng

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Departm

ent

Marketing Administration

Process

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I h av e o bs er ve d t he v ar io us a sp ect s o f t he

admin i s t ra t i ve p rocess . Th i s has been desc r ibed

s tep w i se be low.

RE C R U I T M E N T O F MA R K E T I N G PE R S O N N E L :

The Company recru i t s f ie ld sa les

rep resenta t i ves . Thy a re te rmed as " Veter inary

S a l es O f f i ce r " . I n Gu j ara t , a t p resen t they have

3 Head Quar ters . Bes ides th i s , they a l so rec ru i t

a m arket i ng ass i s tan t to d o o f f i ce work re l a ted

Market ing .

TR A I N I N G :

A ft er r e cr ui t i ng t he r ig ht p er so ns , t h ey t r ai n

them . They have 3 d ays in tens ive tra i n ing and

1 5 d a y s f i l e d o r i e n t a t i o n a l s o . T h e y a r e g i v e n

t ra in ing in Veter inary Techn ica l aspec ts re la ted

to the i r p roduc ts , as we l l as Market ing aspec ts .

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CU S T O M E R CA L L S :

The t ra ined V.S .O . [Vet Sa les Of f i cer ] then go

t o t h e c u s t o m e r . A l i s t o f c u s t o m e r a n d t h e i r

a dd re ss es a re g iv en t o t h em d ur in g t he f ie ld

o r i e n t a t i o n . T h e V . S . O . i s r e q u i r e d t o v i s i t t h e

cus tom ers as p e r the i r t ou r p rog ram and cover

a l l the ent i re cus tomer a ccord ing ly .

OR D E R BO O K I N G :

The V .S .O. co l l ec t s f rom the cus tomers .

E xe cu ti ng t he O rd er s a nd D is tr ib ut io n : T he

o rd er a re g i ven to the s tock i es t . The s tock i es t

g ives o rder to the company . The company

supp l i es the goods to the s tock ies t . Them i s the

j ob o f bo th the V.S .O . as we l l as the Market ing

Manager [Vet ] i n the company .

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MO N I T O R I N G O F T H E F I E L D W O R K I N G A N D O T H E R

A S P E C T S :

The above ment ioned process i s be ing

m on it or ed b y t he M ar ke ti ng Ad mi ni st ra ti on .

Th i s aspec t i s the most important par t in the

admin is t ra t ive process . Th i s has been

e labora ted in the fo l l ow ing sec t i ons .

RE P O R T I N G :

The V .S .O. sends regu la r repor t s to the

company .

DO C U M E N T A T I O N O F T H E R E P O R T S A N D D A T A E N T R Y

The market ing ass i s tant t rans fer s the fac ts and

f igu res f rom the repor t s in to the data

p rocess i ng. A num b er o f f i l e s and reg i s te r s a re

mainta ined fo r th i s .

Analysis of the DATA :

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The Market ing Manager [Vet ] dose th i s

p r imar ily and then d iscu sses th i s w it h th e

Market ing D i recto r , who i s the MD o f the

company . Accord ing ly , d i scuss ion po in ts fo r the

d iscuss ion in the fo l low ing meet ing a re

processed .

Monthly Meeting for the V.S.O. :

I n ANKUR Compa ny , as far as the Gu ja ra t

ma rket in g s ta f f i s concer ned , they keep a

r e g u l a r m o n t h l y m e e t i n g . I t i s u s u a l l y h e l d o n

the f i r s t week , month ly on F r idays . In the

m ar ke ti ng a dm in is tr at io n, t he re a re a l ot o f

d ocumenta t ion and d a ta ana l yz i ng , p rocess ing

fo r the month ly meet ings . Th is i s a l so

e labora ted in the fo l l ow ing pages .

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FO L L O W U P O F MA R K E T I N G :

Af ter the meet ing fo l low - up forms the

impor tan t par t , o f the Market ing

Admin i s t ra t i on .

OT H E R A S P E C T S I N MA R K E T I N G AD M I N I S T R A T I O N

PR O C E S S :

Bes ides , the admin i s t ra t i on o f the above th ings ,

the market ing admin i s t ra t i on .

IN C L U D E S T H E F O L L O W I N G T H I N G S A S W E L L :

E xe cu ti ng t h e m on th ly s up pl y s am pl es t o t he

V .S .O .

E x ec u ti n g t h e m o nt h ly s u pp ly s t at i on a ry , g i ft

a r t i c l es e tc . to the V .S .O .

Execut ing the month ly supp ly o f month ly sa la ry

and expenses to the V .S .O .

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Prepar ing the Rupees w ise Target ,

Month ly /Quar ter l y .

P repar ing the P roduc t w i se Targe t ,

Month ly /Quar ter l y .

Incent i ve Papers - Quar ter l y .

P repar ing the Schemes - Quar ter l y /Annua l l y .

P r e pa r in g t h e S a le s P r om o ti o n M a te r ia l s/ Ad v t.

mat ters .

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Flow Chart for Marketing

Process Veterinary Sector.

31

Vet .

Doc tor

Vet .

Sa lesS tock ies t

Market ing

R aw M at e r i a l

R e qu i r e m e nt

P l a n n i n g

Week ly

Produc t ion

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Monitoring the Marketing

Filed Staff

S o f a r , w e h a d s e e n t h e r e p o r t i n g s y s t e m , t h e

d ocum enta t i on o f rep o r t s , and the p rep a ra t i on

o f v a ri o us s t at e me n ts f o r m a rk e ti n g a n al y si s.

O ne s t he se pa per s a re r ead y t he ma rke tin g

admin is t ra t ion per iod i ca l ly mon i to rs the

m ar ke t in g f ie ld s ta ff . I n f ac t a ny p ap er , f i l e,

reg i s ter i s ma in ta ined on ly to enab le

m on i to r i ng the p e r fo rm ance o f m arke t i ng f i e l d

s ta ff . U lt im at el y i n m ar ke ti ng a dm in is tr at io n

the sa les shou ld be keep progress ing and

a ch ie vin g be yo nd t he t arg et I n A NKUR Ve t.

M a r k e t i n g . T h e f i e l d s t a f f i s m o n i t o r e d b y t h e

fo l l ow ing ways :

• Repor ts Rev iew

• F ie ld V i s i t

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• Fo l l ow up Let te rs

• Dispatch o f Sa les S ta tement

• Month ly Meet ing

Reports Review

The market ing ass i s tant p repares da i ly

s t at e me n t s. T h e m a rk e ti n g m a na g er r e v ie w s

t h is r e po rt . T he m ar ke t in g m an ag er i n t ur n

p i c k s o u t v a r i o u s k e y p o i n t s . T h e m a r k e t i n g

d i rec to r and t he ma rket ing manager ar e

rev iewing th i s together .

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Field Visit

The market ing manager v i s i t s the head

q u ar t e rs o c ca s io n al l y. A N KU R V e t. D o se n o t

k e ep s a n a r ea m a na g er i n G u ja r at . S o , t h e r e

are fewer v i s i t s be ing made fo r superv i s i on .

Follow up Letters

B a se d o n t h e D . C . R. a n d t h e v a r i o us p oi n ts

n o t e d i n t h e r e v i e w . T h e m a r k e t i n g m a n a g e r

wr i tes rev iew le t te rs to the V . S . O . I t i s done

f or tn ig ht ly . B es id e t hi s, a ft er t he mo nt hl y

m ee ti ng a ls o, f ol lo ws u p l et te rs a re b ei ng

sent . Somet imes a feedback s ta tement i s a l so

i nc l ud ed wh i l e send ing the f o l l ow up l e t te r s .

The V. S . O . i s expec ted to send back the

feedback s ta tement

Dispatch of Sales Statements

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The sa les s ta tement i s sent week ly once to

the V . S . O . f rom the company th i s i nc ludes .

1 .The Sa les dur ing the per iod .

2 .The Sa les f rom var ious s tock ies t .

3 .P roduc t w i se sa les

Monthly Meeting

Th is i s one o f the impor tan t ac t i v i t i es . F i r s t

I N T I M A T I O N L E T T E R i s s e n t , g i v i n g o n e w e e k

pr io r i n fo rmat ion . Then a MEET ING AGENDA i s

p re pa re d. T he m ar ke ti ng d iv is io n h as a l is t

that conta ins var i ous s ta tements requ i red fo r

mo nt hl y r ev iew me et in g. T he MAR KE TI NG

ASS ISTANT p repares the papers i n t ime be fo re

the meet ing .

The Meet ing i s usua l ly he ld one day , the

meet ing has 5 par ts .

1 .Sa les Rev iew.

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2 .Techn ica l Sess ion

3 .P lann ing Sess ion

4 .Persona l D i scuss ion

5 .Co l l ec t i on /Expenses /Payments .

Sales Review

Th i s i nc ludes month ly sa les , p roduct w i se

r e vi ew , c us to me r c al l r ev ie w, s to ck ie st w is e,

bonanza and scheme rev iew etc . The ta rget and

a ch ievement o f each o f the above i s be ing

r e v ie w ed . T h e V . S . O . h a s t o g iv e e x pl a na t io n

i f ta rget i s no t ach ieved .

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Technical Session

I n th i s sess ion two th ings a re d i scussed .

a .Market ing T ips .

b .P roduc t In fo rmat ion .

The V . S . O . i s be ing equ ipped both by

market ing aspect as we l l as p roduct

i n fo rm at i on . The m arke t i ng m anag er who i s

a l so a Vet Doc tor hand les th i s .

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Planning Session

The Act ion p lan made in the prev ious meet ing

i s be ing ana lyzed f i r s t . Then i f the per fo rmance

i s n o t u p t o t he a ct io n p l a n t h e V . S . O . g iv es

exp lanat ion. Then the act i on p lan fo r the

fo l l ow ing month i s be ing p laned . Th i s i nc ludes .

c . S tock ies t w i se ach ievement p lan .

d . How th ey w i l l th in k th e advanta ge o f th e

scheme bonanza .

e . D a il y p la n e w it h t he t en t at iv e o rd er s t o b e

co l l ec ted f rom A -C lass Doc tors .

There i s macro p lann ing as we l l as micro

p lann ing .

Personal Discussion

Th i s i s done on one to one bas i s . The market ing

manager prepares a l i s t o f po in ts to be

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d is cu ss ed f or e ac h r ep re se nt at iv e. N ow t hi s

po in t i s d i scussed by market ing d i rec to r

ind iv idua l l y .

The V. S . O . ge ts ins t ruct ion cor rec t ive

m ea su r es a nd a ls o e n co ur ag em en t. T he y g et

the boos t and energy for the next month

work ing .

Collection / Expense / Payments

A f t e r t h e p e r s o n a l d i s c u s s i o n i s o v e r t h e V . S .

O . g et s s al ar y, e xp en se s p ay me n ts e tc . T he y

a l so get s ta t i onary samp le and g i f t a r t i c l es .

Thus , the month ly market ing meet ing inc ludes

the above f i ve po in ts .

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Overall Marketing

Strategy

We have seen about company 's

d oc um en t at io n o n r e po rt , s ta te me nt s, e t c.

N o w w e s h a l l s e e a b o u t c o m p a n y ' s s t r a t e g y .

Marke ti ng s t ra teg y p l ays an im p or tan t ro l e i n

a l l compan ies . ANKUR veter inary a l so

c o nc e nt r at e s o n m a rk e ti n g s t ra t e gi e s i n t h e

fo l l ow ing a reas .

Product Wise

As we m ove on to s tudy the va r i ous e l em ents

o f the market ing mix , i t i s necessary to

apprec ia te that the most c ruc ia l e lement i n i t

i s t he p ro du ct . M os t o f t im e n ew p ro du ct s

fa i l s no t b ecause o f the i r q ua l i ty b u t b ecause

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they fa i l to leave up the cus tomer 's

expec ta t i ons .

ANKU R ve te r i na ry i n i t i a l l y b eg an w i th on l y 7

p ro du ct s i n 1 98 4 n ow t he y h av e n ea rl y 3 4

i nje ct ab le . So re ce nt ly th ey ha ve 4 mo re

ind i c tab le . Th i s company i s known fo r i t s w ide

r an ge v et er in ar y pr odu ct s. I n Ve te rin ar y

Med ica l p ract i ce , p roducts re la ted to

Gyneco logy a re very demand ing . A l so

p r od u ct s r e la t ed t o m il k p r od u ct i on , a n a n d

d is ea se t ha t a ff ec ts t he m il k y ie ld is v er y

n ec es sa ry . O ut o f t he 3 4 i nd ic ta bl e, 2 5 o f

the i r p roduc ts a re re la ted to th i s . That can be

one reason , why ANKUR Ve ter inary has

c reated a great impact among the Vet

Pharmaceut i ca l s .

Price Wise

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Ear l ie r , many f i rms d id not have much

prob lem in get t i ng the i r p roduc ts accep ted a t

the p r i ce they had set . But nowadays , mos t o f

t h e c om pa n ie s f in d t h em se lv es c au gh t i n a

p r i ce war .

A NKUR V et er in ar y se t u p t he pr ic e on th e

b as is o f q ua li ty . G en er al ly s om e pr od uc t' s

p r i ce i s h i g her than the com pet i to r p rod ucts .

B u t t h i s p r o d u c t w i l l b e q u a l i t a t i v e . I n s o m e

p ro du ct s, e ve n t ho ug h t he y h av e a h ig he r

pr ice , ye t they were ab le to se l l more,

b ec au se o f g oo d r e pu ta ti on i n m ar ke t. ( Fo r

E xa mp le , t he ir - I nj . P ul p D ep ot . G en ta mo r

Vet . Oxymor e tc . )

Place Wise

P lace i s one o f the c r i ter ia in Market ing

S t ra teg ies . Hav in g a good p roduc t w i th an

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accep ted p r i ce , now the q ues t i on i s - Where to

se l l t he p rod uc ts. Gu j a ra t i s one o f the l ead ing

M i l k p ro du ci ng S ta t es a nd f or F ar m p ra ct ic e.

Gu ja ra t i s a ma jo r shar e fo r market ing for

A NK UR V et er in ar y. W it hi n G uj ar at t oo , t he y

h av e t hr ee H ea d Qu ar te rs n ame ly M eh sa na ,

Ra jko t and Su ra t . In Mehsana they get

max imum sa les fo l l owed by Ra jko t and Sura t .

Promotion Wise

I n t od ay 's m ar ke ti ng , i t i s r eq ui re d t ha t t he

com p any com m un i ca tes ab out the i r p rod uc t to

p re se nt a nd pot en ti al c ust ome rs , r et ai l er s,

d i s t r i buto rs and to the fa rmers . By p romot ion o f

the p rod uc t com p any conv inces the b ene f i t s o f

the i r Vet p roduc ts to the customers . I t

r ecogn izes the comprehens ive p lan that

eva luates the ro le o f the p roduc t .

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ANKUR Veter inary uses some card and

p am p h le t s f o r d o i ng ad ver t i s i ng . The Com p any

h a s t h ei r V et S al es O ff ic er s w ho p ro mo te t he

p r od u ct t h ro u gh c u st o me r c a ll s. T h e c om p an y

g ives some o f fe r on the product and use

b o n a n z a a n d s o m e s p e c i a l s c h e m e s f o r s e l l i n g

the i r p roduc ts .

Marketing Process

SR

.

NO

.

AC T I V I T I E SR E S P O N S I

B I L I T Y

1 The Vet Sa les Of f i cer s (VSO) w i l l v i s i t

t he r es pe ct iv e d es i gn at ed ar ea s an d

m ee t c us to me r s v iz ; V et D oc to r s, L iv e

S tock Inspector , Chemist fo r the i r

requ i rements .

VSO

2 T he VS O w il l s en d D CR ( Da ily Ca ll Re po rt VS O

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) a nd O th er r ep or ts t o t he ma rk et in g

dept and incase there a re reg iona l

man agers t hey w i l l su bmi t repor t to

them.3 The Reg iona l manger w i l l send the

Month ly repor ts to the Marke t ing

manager .

RM

4 The month ly meet ing i s o rgan ized to

r e v i e w t h e m o n t h l y s a l e a n d g i v i n g t h e

ac t i on p lan fo r VSO o f a reg ion .

RM /

Market in

g

Manager5 A l l the new VSO’s are g iven induct ion

t r a i n i n g a n d t h e y a r e e v a l u a t e d f o r t h e

t ra in ing impar ted .

Market in

g

Manager

6 The DCR’s sent by VSOs a re regu la r l y

rev iewed and ana lyzed and the weakness

and ad d i t i ona l i np u ts a re com m un i ca ted

to them in Month ly meet ing .

Market in

g

Ass i s tan

t /Market in

g

Manager

7 The VSO, RM, Area Man ager ar e impar t ed

t ra in ing f rom t ime to t ime on new

produc ts and o ther re la ted aspec ts .

Market in

g

Manager

8

9 A l l o rders rece ived fo r Veter ina ry

pr odu ct s a re e it her r eg i st er ed i n th e

order fo rm and sent to Market ing dep t a t

f ac to r y o r r eg is te r ed w it h t h e s to ck is t

Market in

g

execut i v

e

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f or p ut ti ng o rd er s w it h t he m ar ke ti ng

depar tment . .

10 Market in g depar t ment w i l l r eg i s t er a l l

t he Or de rs i n th e O rde r Co nf ir ma tio n

reg i s te r and ma inta in the records .

Market in

gexecut i v

e

11 In case o f th e Ph armaceut ica l pr odu ct s

the o rders f rom the dea le r s a re

reg i s te red .

Market in

g

execut i v

e

12 The approved pr i ce l i s t i s sen t toV S O/ d ea l er s / S t oc k is t a n d a n y c h an g es

a re c om mu ni ca te d t hr ou gh l et te r a nd

la ter th rough rev i sed p r i ce l i s t .

Market ing

Manager

/ MD

13 The orders are executed tak ing in to

c on si de ra ti on t he p ay me nt s ta tu s a nd

other fac to rs .

Market in

g

execut i v

e /MD

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Process For Data Analysis

14 In case the o rders a re accepted the

O rd er Ac ce pt an ce i s s en t t o c us to me r

and a copy o f same i s kep t i n record .

Market i

g

execut i v

e

15 The se lect i on cr i t e r i a o f s tock i s t and

D ea le rs a re d ef in ed f ro m t ime t o t im e

and the same are have been eva luated .

Market i

g

Manage

/ MD

1 6 T he a n al ys is o f t he V SO , St oc ki st f or V e t

p roduc ts and D ea ler s f o r p ha rmaceut ica l

p r o d u c t s w i l l b e d o n e o n m o n t h l y b a s i s

and year l y bas i s .

Market i

g

Manage

/ MD

17 The Cus tomer feedback i s t aken f rom

D oc tors , L i ve S tock insp ecto r s , S tocki s t

and dea le rs i n a spec i f i ed fo rmat .

VSO/Ma

ket ing

manage

18 The week ly product io n p lan i s made on

the ba sis o f the o rders rece ived a nd

p r i o r i t i e s . The sam e i s com m un i ca ted to

the p roduc t ion depar tment .

MD,Mar

et ing

manage

,

Market i

g

Execut i

e ,

1 9 T he c us to me r c om pl ai nt s a re r eg is te re d

i n t h e c om pl ai nt r eg is te r a nd a na ly ze d

a nd c or re ct iv e a nd p re ve nt iv e a ct io ns

taken and recorded .

Market i

g

Manage

/ MD

20 The d ispatch o f the goods a re

m a in ta i ned i n the m arke t i ng reg i s te r f o r

ana lys i s o f de l i very t ime.

Market i

g

execut i v

e

2 1 T he s a le s p ro mo ti on l i te ra tu re i s s e nt t o

a l l va lued customers , S tock is t and

d ea le rs b y c ar ds a nd v is ua l a id s. T he

Market i

g

manage

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1. Purpose

The Purpose o f th i s p rocess i s t o p rov ide a

sys tem fo r

mon i to r ing operat i ons o f qua l i ty management

sys tem.

2. Scope

Th i s process i s app l i cab le to a l l the func t ions o f

Qua l i ty management sys tem.

3. Responsibilities

Management Representa t i ve i s respons ib le fo r

co l l ec t ing the in fo rmat ion a t

d i f fe rent func t i ons .

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49

PRODUCTION

PROCESS

MARKETING

DEPARTING

TESTING

PURCH

PRODUCT I

ON

CUSTOMER

(Vet doc to r , L i ve s tock Inspec to r ,

STRORAGE/DESPACTH

VSO Performance,

Performance of Dealers,

Performance of Stockist,Sales of Products State wise

Product wise growth of

market

Suppllier

Evaluation

TESTING

Store

Rejection Analysis

Production LossesProduction Delay

Quality Analysis

Internal Quality AuditManagement Review

Quality Objectives

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Conclusion

M y o ve ra ll c on cl us io n a bo ut t hi s u ni t a re i n

express ib le . In th i s repor t a f te r an ana lyz ing we

can conc lude that ANKUR Vete r inary i s

p ro gr e ss iv e v er y r ap id ly . T he p er fo r ma nc e o f

ANKUR Vet . I s very impress ive .

W e d ee pl y s t ud y a ll t he de pa rt me nt s o f t he

com pany and f i nd ou t a l l t he d ep ar tm ent works

w i t h c o - o r d i n a t i o n a n d a l l t h e w o r k d o n e v e r y

sys temat i ca l l y i n the r i ght t ime, r i ght p lace and

by r i ght person .

Th i s s tudy has enab le me to under go th rough

i nd us tr y e xpo su re an d h el p me t o l ear n a ll

p ra ct ic al a sp ec ts . I a m p ri vi le ge t o h av e m y

s tu dy i n a n i de al u ni t. T hi s g iv es m e e no ug h

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conf idence to my own future as a M.B.A .

s tudent .

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