Chapter I:

INTRODUCTION ABOUT THE STUDY:

Marketing and sales department are the important assets for an industry to sustain and survive in the market. concept of marketing is becoming most vital function for an modern manager. The purpose of this study is to know about the marketing structure and the marketing feasibility of the subramaniya siva co-op sugar mills, harur and find what aspects to change. What the public are wants how they used to buy the necessary products are to be identified. The descriptive research is conducted primarily to study the marketing feasibility of the research work and to analyze how the respondents respond what will be the outcomes. The primary data is collected from the two hundred respondents through questionnaire method. Secondary data is collected from the books, articles, and internet and etc,. From the analysis I found that there is increasing awareness of the system and its importance and a continuing search and effort by the top management for improving market feasibility.

I.INTRODUCTION
1.1. INTRODUTION OF INDUSTRY PROFILE:
Sugar factory plays a significant role in the social and economic uplift of people day and night and plays a significant role in essential item like sugar, molasses , bagasse , alcohols , and bio-fertile. Sugar cane is cultivated in more than 110 countries and India stands first in sugar production within around 20 established sugar factories and over 35 million farmers and agricultural labors involved in sugarcane cultivation and harvesting . Tamilnadu has a rich tradition of successful sugarcane cultivation .if occupies 2.56lakhs hectors representing 65% of cane, a major portion being crushed by 36 sugar factories in tamilnadu and Pondicherry.Benefit of these items is Industry related to regular activities of the common people in rural areas .in addition other by-products form sugar factories play a principal role in the foreign exchange in an indirect way.

SUGAR INDUSTRY
Sugar industry is an argo-based industry next only to textile. It plays a major role in the economic development of rural areas in the state. The sugar industry generates large scale direct employment to the rural population in various ways. There are 36 sugar mills in this state, of which 16 are in co-operative sector, 3 are in public sector and 17 are in private sector.

PERFORMANCE OF SUGAR MILLS IN TAMILNADU

During 1994-1996 seasons, the sugarcane was produced in abundance in the state and the sugar mills faced a glut situation and had to crush 160% and 124% of their capacity respectively affecting the recovery badly. during1996-97 sessions , the sugar mills had just sufficient cane to achieve total cane crush of 117.40 lakh tones and in 1997-19e98,the mills crushed 145.92 lakh tones which amount to 7% and 87% of capacity utilization respectively. The financial performance of cooperative and public sector sugar mills during 1998-1999 is given in annexure-II. The financial performance of the department of sugar in respect of plan schemes allocation is furnished in annexure-III.

SUGAR DEVELOPMENT FUND (SDF) FROM GOVERNMENT OF INDIA:

The government of India had enacted the sugar chess act 1984, under which a sugar chess amount of Rs.14/-per quintal of sugar is levied on each sugar mills in country. The above amount is collected as fund with the title sugar development fund (SDF) by the of government of India and is being utilized by the sugar mills as loan for the following purposes: Modernization /rehabilitation of sugar mills. Development of sugar cane in the sugar mills area. Sanction of research grant for the research and development project connected with sugar industry is also made from this fund. From the introduction of the SDF in 1984, 30 sugar mills out of 36 sugar mills in tamilnadu have availed loan from government of India for cane development. Sugar industry is the agro-based industry located in the rural India. About 45million sugar cane farmers, their dependents and a large mass of agricultural labor are involved in sugar cane cultivation harvesting and ancillary and consulting 7.5% of the rural population. Besides, about 0.5million skilled and semi-skilled workers, mostly from the rural areas are engaged in the sugar industry. The industry in India has been a focal point for socio, economic development in the rural areas by mobilizing rural resources, generating employment and higher income, transport and communication facilities. Further, many sugar factories have established school, colleges, medical centers and hospital for also diversified in to by-produced based industries and have invested and put up distilleries, organic plants, paper and board factories and co-generation plant

INDUSTRY PROFILE:
HISTORICAL BACKGROUD:
Human, throughout its history, has enjoyed sweet food and link sugar brings out flavors, intensities colors and also acts as servitude and fermenting agent. In olden days we know that it is one of the cheapest sources of energy i.e. calories sweetness sources occurs aurally in plants. There is lack of statically data to determine when acne sugar became the principal sweetener in any given part of the world. But it can be stated that cane sugar was first made in India and achieved dominant status 2000 or more years ago. The earliest precise and secure date for manufacture of sugar from sugarcane is in the kautillyasArthshatra, a Sanskrit manual on statesmanship written in 324-300 B.C. kautillya was government official. Cultivation of sugarcane as a commercial crop was widely spread in Ganges valley. North India was the first center of innovations and from here knowledge of how to make crystalline sugar spread along the tread to the east and through Ire an, to the west. The Indian religious offerings contain fire (punch elixir Amrita) like milk, curd, ghee, honey and sugar which indicates how important sugar was, not only as an item consumption but as on items which influenced the Indian was of life.

COMPANY PROFILE
Subramanian Siva co-operative sugar mills ltd., gopalapuram on agro-based industrial undertaking was established in pappireddipatty talus in dharmapuri district to fulfill the long felt need of the public in general and the sugar cane grower in particular. This area was traditionally a cane potential area. Normally the bulk of cane grower in this area was sent to dharmapuri district coop. sugar mills to cater to the need of the sugar cane grower of this area sugar factory was established with a crushing capacity of 2,500 TCD at a total project cost of Rs.3,300.00 lakhs. This sugar factory is situated gopalapuram village, pappireddipatty talus in dharmapuri district about 40Kms from dharmapuri town and 50Kms fro Salem city. The location of the mills is 5Kms from Salem to Vellore main road. The area of the mills is 96.14 acres.
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The mill was registered under the tamilnadu co-operative societys act 1961 and 25th November 1987. The foundation stone was laid by the honble chief minister of tamilnaduDr.kalaingnar on 13.05.1990. The factory commenced its first crushing season on 1st October 1992. The unique feature of the mills is installing of 2.5 MW co-generation plant using the bagasse as raw material at a cost of 01.23 crores. The mill has obtained ISO 9001-2000 certificate during 2003 for a period of three years and subsequently renewed up to June 2009. To improve the mill efficiency, boiler efficiency and quality of sugar-modernization of mills and boiler with DCS system and installation of rotary screen for filtering the bagacillo in cane juice installation of auto PH control system, the tender finalized. The government of tamilnadu has sanctioned Rs.57.50lakhs under part II scheme.

CANE INFORMATION
Sugar cane is a traditional crop of India and its under cultivation since time immemorial in the indo-gangetic belt. There are numerous mentions of sugar cane in several of our ancient books such as Atharva Veda, Rig Veda etcdataing back to 1000BC TO 3000BC. Foreign travelers to Iandia, about 2000 years ago, have mentioned about sugar cane. Buddhist literature has several mentions of sugar cane and sugar.

OBJECTIVE OF ORGANIZATION:
To become the preferred of personnel by offering highest quality of work life n the industry. To be the most outstanding supplier in the industry during by meeting customer expectations. To be the first place among locations in the company in earnings per employee ratio in the industry during the present decade. To achieve at least 10% growth every year in turnover, profits and value addition. To implement measures to ensure zero defects, there by customer delight will be achieved.

AREA COVERAGE:
Early and Mid season planting 70% Late season planting 20% Special season planting 10%

SEASONS FOR SUGARCANE

Early December January (Margazhi Thai) Mid February March (Masi pankguni) Late April May (chitthirai-vaikasi) Special June August (Aanni-Avani)

COMPANY VISION AND MISSION:

VISION:
To become no.1 among all cooperative sugar mills in the state in all aspects. Empower employees for shouldering higher responsibilities resulting in job enrichment and job satisfaction. Aim to grower in business and to make the senior officials of by grooming and motivating them.

MISSION:
Strive to achieve excellence in manufacturing sugar through our dedicated, loyal and committed work force to enhance customer satisfaction. Strive to achieve maximum value addition trough the most effective use of resource.

ORGAINSATION STURUCTURE:
ORGAINSATION CHART Administration

Special officer

Administration

account (C.F)

CCO (cane)

engineering

manufacturing

Establishment purchase security time office dispensary

General

material

budget

cane

sales &God own

Farm

R&D

cane supply

irrigation

Civil

factory house

mill house

boiler

boiling

workshop

Processing

LAB

packing

clarification

panboilingsulphictation

MAIN ACTIVES PURSCHASE DEPARTMENT

INTRODUCTION:
Subramanian Siva co-operative sugar mills handle the scientific and modern methods of management to procure their Raw materials for the production.

Brine reading is the instrument used to measure the sugar contents of the sugar cane. If the content of sugar is low; the sugar cane will be allowed to grow for one or more months. They get the sugar cane form gopalapuram, dharmapuriDistricts.

LIST OF SUPPLIERS:
In respect of the sugar units in Tamilnadu, there is a list of registered suppliers for subiramaniya Siva Co-Operative Sugar Mill, such as Calcutta, Bhubaneswar and Cuttack which are suppliers of raw materials, who are notified sugar belts in India? The name and address of the suppliers are maintained by the purchase in charge staff. This list has to be updated as per the format then and there, whenever new vendors are added, the suppliers registers are to be maintained as per the format.

ENQUIRY:
As soon as the valid purchase requisites are received, local city or head office shall float Enquiries as to whenever cane is to be sent to the manufactures.

PURCHASE ORDER:
The purchase orders are to be paced by the department of purchase with the approval of the approval of the Deputy Manager (DGM). These Purchase orders placed under the conditions are supervisions of Deputy General Manager (DGM).

TERMS AND CONDITIONS OF PURCHASE ORDER:

The purchase order must contents the complete satisfaction of the materials. The details are as follows: 1. Quantity 2. Mode of delivery 3. Price 4. Duties and Tax Insurance

5. Order number 6. Pre-payment Great care is taken by the officials before placing the order, to avoid over stocking and loss of interest. The breakup delivery schedules are strictly followed to avoid losses when planning bulk-orders. The purchase copies are distributed to various levels of the Organization and vendors.
Usually 7 copies of purchase bills prepared.

1. 2. 3. 4. 5. 6. 7.

Original copy to supplier Copy to Vice-President Copy to Senior Manager Copy to Stores Copy to indenting department Copy to purchase department Copy to General Manager

PAYMENT PROCEDURES:
Salem Co-Operative Sugar Mill and chemicals Ltd., follows the following procedures for Payments. Minimum 30 days of credit is required Stocks are sent through bank/directly Some purchases are made by cash. No advance is paid.

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CANCELLATION OF PURCHASE ORDER:

The purchase order may be cancelled with the approval of Deputy General Manager Specifying requirements.

RECEIPTS AND INSPECTION OF MATERIALS:

The consignments are received and formally scheduled against the purchase order and the purchase order and the invoice issued by the suppliers. Acknowledgements are issued to carriers. Acknowledgements are issued to suppliers. The Storekeepers takes the responsibility of these goods

STORES DEPARTMENT:
An organization can have various types of stores like raw materials, store, processed or semi-finished material store, finished goods store and so on. Such range from ordinary one with shelves and bins to cold or dehumidified storage, huge silos for storage of food grains or bonded stores for keeping goods on which customs and excise duties have not been paid. Storage is essential part of the economic cycle and stores management is today a specialized function which can contribute significantly.

DUTIES AND RESPONSIBILITIES OF STOREKEEPER:

To receive the materials. To keep materials in the right place and in the manner Prescribed.

MAJOR RESPONSIBILITIES OF STORES DEPARTMENT:

The major responsibilities of stores are listed below: Identification of all material stores. Receipt of incoming goods. Inspect of all receipts. Stores and preservation. Materials handling. 11

 Packing. Issue and dispatch. Maintenance of stores records. Stores accounting. Inventory control Stock taking.

STAFFING PATTERN OF STORES DEPARTMENT:

Stores

Supt. Store

godown

Asst. store

clerk

Clerk

peon

Store boy

mazdoor

Mazdoor

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PRODUCTION DEPARTMENT

Production means creation of utilities and covers all the activities of procurement, allocation and utilization of resources such as labor, energy, materials, equipment, machinery, etc. production management involving planning, organizing, directing and controlling the production system. Management is the process of effectively programming, co-coordinating, controlling production.

Production in SSCSM:
Production of white sugar is the chief aim of the SSCSM and the production department carries on the production process. Along with sugar, certain by-products are also manufactured by SSCSM. They are Mozlasses Bagasse Filter-mu

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ABOUT THE SUGAR

Sugar is an essential item of everyday food in human life. It is the provider of chief source sweetness to the food. Sugar is a carbon-hydrate which suppliers to the human about 13% of energy required for his existence. It supplies energy to the human body more quickly and more effectively. Apart from these, it is a cheaper source of energy than any other common food.

PRODUCTION CAPACITY
Initially the mill was installed to crush 2000 TCD (tones of cane crushed per day). From the year 2009-2010, crushing season the crushing capacity has increase from 2000TCD to 2524 TCD.

PRODUCTION PERIOD:
Sugar is produced for a period of only 6 months in SSCSM from November to april since the recovery rate is high only in this period.

FUNCTION OF FACTORY MANAGER:

Production planning

o Production control o Quality control o Inventor control o Material handling o Work measurement o Cost control o Wage incentive to workers o Standardization and storage

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DUTIES OF DEPUTY CHIEF ENGINEER:

The deputy chief engineer is responsible for the overall maintenance and working of factory machinery. He is answerable to the factory manager with respect to the working of the machinery. He prepares the purchase indents statements concerning the factory. Makes periodical checkups and ensures that all the safety arrangements, in asccordance with the factories Act, are duly complied with. He supervises the works of assistant engineer, supervises, typist and other workers is answerable ontheir part to the factory manager.

DUTIES OF ASSISTANT ENGINEER (Civil):

The assistant engineer (Civil)is responsible for the civil works of the entire factory. He looks the construction activities, if any, is responsible for repair works, patching works and overall maintenance of the factory buildings. He makes plans, schedules, etc for the construction and maintenance works and makes sure the buildings and premises and in accordance with the provisions of the act.

DUTIES OF CHIEF CANE OFFICER:

To target for cane cultivation in the cane command area of SSCSM To issue cultivation orders at the due date to the members and cane growers of SSCSM

DUTIES OF COME DEVELOPMENT OFFICER:

Supervise cane planting work. Introduce new cane varieties to the cane assistant. Advice others on the application of pesticides. Check whether the members (subscription) share amount is received and deposited in the bank.
Convene meetings, supervise, issue circulars and verify cane weighment.

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CONSTITUENTS OF CANE JUICE:

A) Water b) Sucrose c) Reducing sugar - 75 to 80 % - 10 to 20 % -0.3 to 3 %

d) Organic matter other sugar 0.5 to 1% e) Inorganic compounds f) Ash g) Total solids (Brick) - 0.2 to 0.6 %

- 0.3 to 0.8% - 12 to 23 %

PLANT LAYOUT:
There is sufficient area in the cane yard for unloading. Boilers are in straight line with mill house and preparatory devices. Power turbine is between mill and boilers. Juice weighing scale is located at the mill from where it is easy to know the quantity of juice entering the boiler house. DM plant is located to the boiler section.

BAGGASE
Baggase is the first by-product of cane sugar production. The fibrous residual matter left out after extraction of sugar cane juice is known as baggase. It contains about 48.50% moisture, 48.0% fibred and 2.40% sugar and other minor constituents. It has been mainly used as fuel in boiler to raise steam. Nowadays it can be used for paper production.

FILTER CAKE
It is obtained from the cane juice, which is used as manure. In the process of clarification, the hot limed juice is delivered to large setting tanks. Horizontal compartments or tragus enable mud to slow down, and each having over flow take off clarified juice. The muds separating in the settling tanks is pumped to rotary filters. Here they are filtered under vacuum using somePowdered bagasse (bagacillo) as a filter aid. The PH of the mud to be filtered will be around 7.5. the temperature of sludge is maintained around 60 C to enable effective filtration. The cake is continuously washed on the filter and some sugar is recovered here. The cake is rich in protein and waxes.
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MOLASSES
Molasses is one of the important by-products; its production depends on the total quantity of cane crushed as well as varies from region. The increases in the percentage of sucrose in molasses greatly affect the final quantity of sugar. `molasses is the final effluent obtained in the preparation of sugar by repeated crysllization; it is the heavy viscous liquid from which no further sugar can be crystallized by the usual methods.

WATER
Commercial molasses have an average water content of 20%. The original endproducts in the factory contain 12-17% water. The principal sugar present in the molasses is sucrose, glucose and fructose the later two making up the reducing sugars. The alkaline degradation of sucrose leads not only to glucose and fructose but also to psicose and other carbohydrates. Molasses sometimes contain another non-reducing sugar namely the trisacharide ketoses.

QUALITY CONTROL DEPARTMENT:

By the term quality control, we mean the process of control where the management tries to confirm the quality of the product in accordance with the predetermined standards and specification. It is a systematic control of those variables that affects the excellence ultimate products.

WORK PERFORMED BY QUALITY CONTROL UNIT:

To see that the sugar properly granulated and is in the shape of cubes. To see if the color of that sugar is white in color and if not return then for reprocessing. The check whether the density of sugar cube is 650 microns. The check the sweetness level of sugar by performing various chemical experiments.

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GODOWNS:
Fro storing sugar and the other by-product separate godowns have been arranged by the SSCSM. The godowns have been constructed and machines such as conveyor belts have been arranged so that sacks of sugar can be easily stacked and easily counted. Sugar godowns are always kept dark and no electric lines pass near it to avoid any outbreak of fire. The temperature and humidity levels are kept at optimum levels so as to store the sugar for long period. SSCSM there are two godowns maintains. This godowns capacity for 40000 tones (god own I is 30000 tones and god own II is 10000 tones)

DUTIES OF GODOWN KEEPER:

The god own keeper is in charge of god own and he maintains all the details regarding the god own. This work is continuous in nature. He maintains records as to the incoming and outgoing stock of sugar and other by-product. He sends periodically, the details of the stock level and their condition to the management.

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SALES DEPARTMENT

STRUCTURE OF SALES DEPARTMENT

Chief Administrative Officer

Assistant Sales Manager

Sales Ass

Clerk

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Sales function is a very vital phase of the company. Actually, the major problem of todays company is not that of production but is that of sale. With the immense competition at every step of marketing, the problem of sales has outstripped the problem of production. Sales department is one of the important departments in SSCSM.

Staffing pattern of Sales Department:

Sales in charge - senior clerk - junior clerk -at tender

Sales process:
Sugar: The government of Gopalapuram initiates the sales process of the mill. The government grants release order to the mill according to the order@ 10% of manufactured white sugar is sold to Government societies and controlled rate and the rest 90% is allowed to be sold in the open market. The mill for such open market sale has appointed agent and he agent is Tamil Nadu Co-operative sugar federation Ltd., Chennai. Rates levied by mill for sugar supplied to the government societies:

Particulars Sale price (100kg.) Excise duty Total

Amt,(Rs.) 1826.54 52.00 1878.54

Rates levied by the mill for sugar sold to the open market through agent: Particulars Sale price (100 kg.) Excise duty Total Amt.(Rs.) 2865.00 85.00 2950.00

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By- products Apart from selling white sugar, the mill is also engaged in selling the by- products, which are sold following rates.

Sales activities regarding Molasses:

Sales activities regarding Bagasse Sales activities regarding Filter- mud Sales activities regarding Molasses Molasses are the residues that are left over as concentrated cane juice is converted into sugar seed. Molasses are oil like residues and are disposed off by the mill in the open market. Sales Department is concerned with the sale of molasses and the method it adopts in disposing them is as follows: The Sales Department, at the end of each financial year places an advertisement in the newspapers inviting tenders from the interested and eligible persons and corporations. The last date for receiving tenders is fixed in the tenders and at the lapse of time, the tenders received till date are compared and the company quoting the highest rate is selected. The molasses are supplied to this company at the throughout the year. Normally, breweries and manufactures of alcohol are the purchasers of molasses and they supplied at the following rates: Particulars Sale price (100 kg.) Excise duty Total Amt.(Rs.) 1200.00 50.00 1250.00

Sales activities regarding Bagasse:

Bagesse is the woody residue that is leftover as the juice from the cane is fully extracted. The Bagesse so extracted is largely used for generating power for the mill use. The sales Department dispose of the remaining Bagasse in the same manner as molasses.

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Tenders are invited alongside with molasses and are floated in the open market. Just like the sales process of molasses, the quotations is selected are successful contenders supplied Bagasse throughout the year. Normally, paper mills are the purchasers of Bagasse and the same is disposed off in the following rates Particulars Sale price (100 kg.) Excise duty Total Amt.(Rs.) 600.00 50.00 650.00

Sales activities regarding Filter-mud

Filter mud separated from centrifugal. This mud is used for agricultural purposes. Particulars Sale price (100 kg.) Excise duty Total Amt.9Rs.) 23.00 0.00 23.00

Further, the Sales Department is in charge of disposing off scrapped machineries and tools which are sold at auction.

Book maintained by Sales Department:

Sales Day Book Sales Returns Book

Sales Day Book:

The mill in the sales day records all sales transaction. This register contains the details of the sales made by the mill.

Sales Returns Book:

This register contains the details of the sales returns made by the due to defective quality of material or damaged goods
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ACCOUNTS DEPARTMENT
accounting is an ancient art, which was followed mainly to record transactions of the business to satisfy the requirements imposed by the fiduciary relationship between the business such as creditors, financial institution, etc. it is the skeleton part of every organization without which an organization is difficult to survive. However, the modern accounting is much more development and scientific where they use accounting principles for taking decisions and plans accordingly

Duties of Accountants:
To control the activities of accounts department and ensure its smooth functioning. To take responsibility of maintenance of accounts. To fix the norms of expenditure and instruct the sub-ordinates to comply with them. To prepare annual accounts and publish them. To supply financial information to the concerned persons.

Functions of Accounts Department:

Maintaining cashbook and bankbook. Preparing debit and credit notes. Posting journals to ledger books. Maintaining general ledger book. Preparing the Trial Balance, profit and loss account and Balance sheet.

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PERSONNEL DEPARTMENT:
Personnel department is the most important department in any organization, which deals with most important factor that factor. This department is primarily concerned with human relationship with the company. The personnel function is concerned procurement, development, compensation, , maintenance, records, research and audit of the personnel of an organization for the contributing towards the accomplishment of the organizations major goals or objectives of the organizations.

STAFFING PATTERN OF PERSONNEL DEPARTMENT:

Administrative officer

Superintendent

labor welfare officer

security officer

medical officer

Senior clerk/typist

head time keeper

jamedhar

pharmacist

Junior clerk

typist

security guard

Attender

clerk

peon

Peon

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HUMAN RESOURCES DEPARTMENT

INTRODUCTION: Department is the most important wining in the organization, planning, developing and cocoordinating the human resource committees department. HR is working under the direct control of the factory manger. The HR department is one of the important departments, which looks the whole department in the organization. The hr department in SSCSM is full control over the safety, welfare, security, administration in the organization.

HUMAN RESOURCE DEVELOPMENT:

To determine in company promotion. To develop the full potential of employees and the departments. To facilities selection and appointment. To help the management for developing and training programs. To help to identify the worthy people. To support wage and salary administration.

FUNCTION OF HRD:
The main function of this department is to control allocate and co-ordinate the employees. Recruitment of staff, workers, etc., in co-ordination with the department heads. Maintains of proper personnel records and files for staffs and follow up of the matters concerned with the increments, promotion, allowances, leave etc. To maintain proper liaison with the accounts department regarding payment of wages etc., by giving proper information regarding increase of wages and other claims etc. Working hours are strictly maintained by way of punching system with fully computerized mechanism.

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ADMINISTRATIVE SETUP OF HRD:

The Human Resource Department in SSCSM works very effectively to obtain the objectives of the company, in a sugar factory, Human force is the main machine used to produce the sugar, therefore maintaining good relationship among the person is essential, this is possible and effective through the proper functioning of Human Resource Department. SPECIAL OFFICER

DEPUTY MANAGER

STAFF

TIME OFFICE

RECRUITMENT:
To process of filling the various positions in an organization by selecting suitable and qualified person are called as recruitment, In Subramanian Siva co-operative sugar mills ltd recruitment is done in two ways.Application are called for through advertisement in newspapers, The details of the position, scale of pay, qualification needed, experience required and other details are also published, Subramanian Siva co-operative sugar mills ltd is followed the principle Hire Ship employment, through the voluntary retirement scheme (VRS) any employee can get retirement and provide an opportunity for his son or son-in-law to get a job in the organization.

SELECTION:
The selection interview is the formalities arranged to select highly intellectual genetic and creative staff to the company, the skills are tested appointment. After receiving the application from candidates for the vacancies, they will be called for selection, they selection is two types.
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WORKING HOURS:
Subramanian Siva co-operative sugar mills ltd works continuously for 7 days in a week and are rightly supported by the employees, the time schedule is strictly followed and maintained, The employees can take 5 minutes as late, salary will be reduced according to the standing order, Monthly one hour permission is allowed by the company.

PAYMENT OF WAGES:
As per payment of wages act 1936.pesonnel department is sole responsible for the payment of wages. Every month of 1st day the employees are allowed to get wages. There is no delay in payment. Following are the deductions made from wages. Recovery of loan Loss of pay for absent Standard deduction Co-operative society bill Insurance

CONTRACT LABOUORS:
Security Sugar loading Sugar unloading Stores materials loading and unloading Civil works Garden maintenance There are 3 Shift timing is as follows; 1st Shift 2nd Shift 3rd Shift - 6am to 2pm - 2pm to 10pm - 10pm to 6am - 278workers - 262workers - 250workers

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GENERAL SHIFT:
Workers Staff Lunch Time 8.30am to 5.00pm 9.00am to 5.00pm 1.00pm to 1.30pm

General shift is engaged with 196 employees, totally there are 380 employees including officers. Manufacturing Engineering Cane Administration 101workers and officials 147workers and officials 74workers and officials 58workers and officials

The company strictly follows the attendance for the employees. The exemption and permission are granted only for 5 minutes. After the time lag of 5minutes, the employee is marked as Late. If the employee is late by 10minutes of his shift time the employee is concerned as Absent. In SSCSM, computers are used to maintain the attendance of the employee. Each employee is allotted with a card namely Punched card. On the arrival, the employee inserts the card into the card-reader of the computer. The computer registered his name and marked the attendance automatically into its memory. The person in the time office checks this entry and everyone is having a code word.

TYPES OF THE WORKERS:

Permanent workers-187 Seasonal worker-170employees Non-seasonal worker/regular workers-102employees Trainees-2 Government Apprentices-1 Casual workers-10

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LEAVE:
Routine leave Sick leave Privilege leave Casual leave Holidays Gratuity

EMPLOYEES PROVIDENT FUND:

All employees are eligible for provident fund contribution. 12%empolyees contribution and 12% employers contribution. After completion of 7years the employees can apply for loan. Ex: Medical expenses, childrens marriage, construction of house etc.\ The following forms are used in SSCSM: Form 2 Form 12 Form 3A Form10C Form10D Form 13 Form 19 nomination notify net balance yearly account scheme certificate pension TRANSFER OF PF/EPF A/C claiming of PF

PENSION:
Pension fund was introduced since 1995. The employees are allowed to get 8.33% as pension. The employees are eligible for pension, if he is service after the age of 58 of workmen compensation Act. This fund is called employees deposits. Linked insurance (EDLI), after is allowed up to maximum Rs.62.500 at the time of his death.

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BONUS:
Bonus is given to all employees according to the provisions of payment of bonus Act. The company provides 20.7% as bonus

SAFETY:
The management takes various steps to ensure safety for the employees. All the regulations as per the factories Act, the welfare for the employees are strictly followed.

MEDICAL FACILTIES:
The employees are provided with the free medical service in the factory. There is a doctors available in the campus for 3 hours in a day and a staff nurse for all 24 hours.

UNIFORMS:
The workers are provided with sales of new uniforms every year. The color of the uniforms employees. The company also provides shoes, gloves and jackets to specific workers in the plant.

CANTEEN:
Canteen is run by the management. It provides food and tea at a subsidized rate. The company provides tea without cost. It is supplied on the spot in morning and evening at 11o clock respectively. The company provides tea and biscuits to the workers who in night shift.

COMMUNICAION:
The communication procedure followed is very efficient. The message is conveyed with the help of circulars and notices to the employees and the oral communication system is followed. Intercom facilities are available for works. Public telephone is provided for the workers can be used by paying for the same.

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2.1 Research Methodology

2.1.1 Introduction Business research is of recent origin and is largely supported by business organizations that hope to achieve competitive advantages. Research methodology lays down the various steps that are generally adopted by a researcher in studying the problem. Research methodology is a way to systematically solve the research problems. It may be understood as a science of studying how research is done scientifically. It includes the overall research design, the sampling procedure, data collection method and analysis procedure.

2.1.2 Research Design A research design is the arrangement of conditions for collection and analysis of data in a manner that aims to combine relevance to the research purpose with economy in procedure. The research design is the conceptual structure within which research is conducted. It constitutes the blueprint for the collection measurement and analysis of data. Here in this study the researcher choses descriptive research. This study is concerned with describing the characteristics of a particular individual, or of a group.

2.1.3 DESCRIPTIVE RESEARCH DESIGN:

Descriptive research studies are concerned with describing the characteristics of certain individuals or a group. Descriptive research studies are used for preliminary and exploratory studies in addition to frequents use as conductive studies. This study is typically guided by an initial hypothesis.

2.1.4 SAMPLING TECHNIQUEs

The selection of units from the population based on their easy availability and accessibility to the researcher known as convenience sampling.

For example, imagine a company that surveys a sample of its employees to known the acceptance for a new flavor of potato chips that it plans to introduce in the market. This

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type of sampling is a typical example of convenience sampling as the criterion for selecting a sample is convenience and availability.

2.1.5 SAMPLE SIZE Sample size refers to the number of units to be surveyed 200 respondents among the population.

2.1.6 Data Collection Methods

While deciding about the method of data collection for the study the researcher should keep in mind the two types of data collection.

2.1.6.1 Primary Data The primary datas are those, which are collected afresh and for the first time and thus happen to be original in character. The company details have been collected from the employees by using interview technique.

2.1.6.2 Secondary Data The secondary datas are those which have already been collected by someone else and which already have been passed through the statistical process. The secondary data has been collected from the journals and various websites.

2.1.7 RESEARCH INSTRUMENT: Questions are of two types, they are as follows: Open-ended questions Close-ended questions Open-ended questions: These questions are used to get the suggestion from the respondents in order to get feedback to the company.

Close-ended questions: It is of two types, they are as follows Dichotomous (Yes/No) question
32

In this type of questions the respondents are given two choices in which the respondents has to select one. For this type of questions we can apply statistical tools like internal estimate method. Multiple choices questions: In this type of questions the respondents are given 4-5 choices in which the respondents has to select one. For this type of questions we can apply statistical tools like Chi-square and weighted average method.

2.1.8 TOOLS FOR ANALYSIS:

Analysis is the process of placing the data in the ordered form, combining them with the existing information and extracting the meaning from them. The raw data becomes information only when they are analyzed and when put in a meaningful form. 1. Percentage analysis 2. Chi-square 3. Correlation 4. Weighted Average Method 5. Factor Analysis

1. Percentage analysis:
Simple percentage analysis refers to a special kind of ratio in making comparison between two or more data and to describe relations between the data. Percentage can also be used to compare the relative terms, the distribution of two or more series of data.

Simple percentage =

No. Of respondents Total no. of respondents

x 100

2. Chi-square test:

33

A chi-squared

test,

also

referred

to

as chi-square

test or

test,

is

any statistical hypothesis test in which the sampling distribution of the test statistic is a chisquared distribution when the null hypothesis is true, or any in which this is asymptotically true, meaning that the sampling distribution (if the null hypothesis is true) can be made to approximate a chi-squared distribution as closely as desired by making the sample size large enough.

3. Correlation Analysis: Karl Pearsons coefficient of correlations most widely used method of measuring the degree of assumes the following: a. That there is linear relationship between the two variables b. That the two variables are casually related which means that one of the variables is independent and the other one is dependent and c. A large number of independent causes are operating in both variables so as to produce a normal distribution relationship between two variables. This coefficient

34

4. Weighted Average Method: Weighted mean is referred as the same as that of arithmetic mean. Where as each of the data is contributed uniformly with the weighed value. Incase all the weighted values are equal, and then the weighed mean is equal to the arithmetic mean. Weighted mean generally behaves similar fashion to the arithmetic mean. The term weighted average can also be known as weighted arithmetic mean or weighted harmonic mean.

First calculate the sum for allocated weighted value & observed value. Second calculate the sum for all the observed values. Third make the division for the above 2 calculated values.

35

REVIEW OF LITERATURE: 1. Kumar, Sunil; Arora, Nitin(2012)1

This study focuses on the inter-temporal and inter-state variations in technical and scale efficiency levels of Indian sugar industry. In the first stage, full cumulative data envelopment analysis (FCDEA) is used to derive efficiency scores for 12 major sugar producing states. The panel data truncated regression is employed in the second stage to assess the key factors explaining the observed variations in the efficiency levels. The results suggest that the extent of technical inefficiency in Indian sugar industry is about 35.5 percent per annum, and the observed technical inefficiency stems primarily due to managerial inefficiency rather scale inefficiency. Also, a precipitous decline in the level of technical efficiency has been noticed in the post-reforms period relative to the level observed in the pre-reforms period. The availability of skilled labour and profitability have been found to be most significant determinants of technical efficiency in Indian sugar industry.

2. Khushk, Ali Muhammad, Memon, Aslam,Saeed, Ikram(2011)2

A study was conducted at Technology Transfer Institute, Tandojam, Pakistan during 2008-09 to analyse sugar industry competitiveness in Pakistan. For this purpose data were collected both from primary and secondary sources. The primary data were collected from sugarcane growers and sugar industry using a well structured pre-tested questionnaire from Sindh, Punjab and NWFP (now Khyber Pakhtunkhwa). Secondary data were collected from published annual reports of Pakistan Sugar Mills Association (PSMA). The results show that in Sindh, 50 percent sugar industry falls in large size group. In Punjab a major portion of sugar industry (70%) also falls in large size group, while sugar industry of NWFP falls in small size group. In Punjab and NWFP, 76 and 70 percent are small size growers having less than 5 hectares, whereas, in Sindh 49 percent are small growers.

Kumar, Sunil; Arora, Nitin(2012) Evaluation of Technical Efficiency in Indian Sugar Industry: An Application of Full Cumulative Data Envelopment Analysis journal of Eurasian Journal of Business and Economics v. 5, iss. 9, pp. 57-78 2 Khushk, Ali Muhammad, Memon, Aslam,Saeed, Ikram(2011) ANALYSIS OF SUGAR INDUSTRY COMPETITIVENESS IN PAKISTAN journal of Journal of Agricultural Research. Vol. 49 Issue 1 p137-151

36

3. Megan S. Matonisa, Michael B. Waltersa,James D.A. Millington3

Natural regeneration in canopy gaps is a key process affecting long-term dynamics of many forests, including northern hardwood forests. The density and composition of regenerating trees are often highly variable, reflecting sensitivity to a suite of driving factors operating at different scales (e.g., harvest gap to regional landscape), including production of seeds, physical characteristics of gaps and stands, competition with non-tree vegetation, and browsing by animals. Multivariate analyses over broad geographic areas provide insights into the relative effects of these factors and permit exploration of spatial patterns in regeneration.

4. M. van den Berga,A. Singels(2012)4

This paper revisits the diagnostic use of industry-wide sugarcane (Saccharum sp. hybrid) modelling and monitoring in South Africa for gaining a better understanding of production trends and the strategies required to address temporal and spatial yield variation. Such reviews have been conducted annually since 2008, by comparing the ratio of actual to simulated (potential) average sugarcane yields for 14 sugar mills with that of preceding seasons (since 1980). Actual yields are determined from total amount of cane crushed at the mill and the estimated area harvested as determined from mill records and grower surveys. Potential yields are determined by using the Canesim model with daily weather data for 48 homogenous agro-climatic zones. Widening yield gaps in some key producing regions and significant differences between regions indicated the need to investigate the impact of nonclimatic factors such as pests, diseases, and sub-optimal agronomic management, even though this analysis is still qualitative and incomplete, and not fully objective.

Megan S. Matonisa, Michael B. Waltersa,James D.A. Millington Gap -, stand-, and landscape-scale factors contribute to poor sugar maple regeneration after timber harvest Forest Ecology and Management 262(2):286298 4 M. van den Berga,A. Singels Does high sugar consumption exacerbate cardiometabolic risk factors and increase the risk of type 2 diabetes and cardiovascular disease? Food & Nutrition Research. 2012, Vol. 56, p119

37

5. Cheng Qian, David Julian McClements5

Nanoemulsions are finding increasing utilization in the food and beverage industries for certain applications because of their unique physicochemical and functional properties: high encapsulation efficiency; low turbidity; high bioavailability; high physical stability. In this study, we examined the impact of system composition and homogenization conditions on the formation of nanoemulsions using a high-pressure homogenizer (microfluidizer). The mean particle diameter decreased with increasing homogenization pressure and number of passes, with a linear loglog relationship between mean particle diameter and homogenization pressure. The minimum droplet diameter that could be produced after 6 passes at 14kbar depended strongly on emulsifier type and concentration: SDS<Tween 20<lactoglobulin<sodium caseinate. Small-molecule surfactants formed smaller droplets than proteins, which was attributed to their ability to rapidly adsorb to the droplet surfaces during homogenization. The impact of phase viscosity was examined by using different octadecaneto-corn oil ratios in the oil phase and different glycerol-to-water ratios in the aqueous phase. The minimum droplet size achievable decreased as the ratio of disperse phase to continuous phase viscosities (D/C) decreased for SDS-stabilized emulsions, but was relatively independent of D/C for -lactoglobulin-stabilized emulsions.

6. Shweta Purushea, Divya Prakasha, Prashant, Balasaheb Kapadnis 6

The present study is focused on dextranase from Streptomyces sp. NK458 with potential to remove dextran formed during sugar manufacture. The dextranase had molecular weight of 130kDa and hydrolyzed 1525 and 410kDa dextran. Dextranase production was optimized using statistical designs and the enzyme was purified 1.8-fold with 55.5% recovery. It displayed maximum activity at pH 9.0 and 60C and was stable over a wide range of pH from 5.0 to 10.0. The km and Vmax values were 3.05mM and 17.97mmol/ml/h, respectively. Ten units of dextranase could reduce dextran content by 67% in 24h and 56% in 72h from sugarcane juice of cane variety CoS 86032.

7. Foster, Max, Sheales, Terry(2008)7

Cheng Qian, David Julian McClements IMPACT OF FLOOD ON SUGARCANE INDUSTRY OF PAKISTAN journal of Food Hydrocolloids 25(5):1000-1008 6 Shweta Purushea, Divya Prakasha, Prashant, Balasaheb Kapadnis Biocatalytic potential of an alkalophilic and thermophilic dextranase as a remedial measure for dextran removal during sugar manufacture In Biocatalysis, Bioresource Technology July 2012 115:2-7

38

The article forecasts the economy of sugar trade worldwide which is ended 20122013. The indicator price for sugar is forecasted to be maintained above US10 cents a pound in real terms over most of the projection period. The factors lending strength to world sugar prices over the medium term include the demand effect of growing incomes in developing countries and the supply effect of policy reform affecting the sugar beet industry in the European Union.

8. Shrubsole, Dan, Johnson, Andrew(2005)8

Effective partnerships among government, industry and community actors are increasingly being identified as crucial to the effectiveness of natural resource management activities both in Australia and overseas. Three types of partnerships are identified from the literature and discussed. This paper describes the nature of partnerships affecting land use allocation in Queensland's sugar industry, based on a case study of the Herbert River District in north Queensland. By reviewing relevant government and industry documents, the process of sugar cane land allocation, and the role of non-industry officials in that process, it is suggested that substantial scope for improvement exists.

7 8

Foster, Max, Sheales, Terry sugar: outlookto2012-13 Outlook Conference Proceedings, p49-55 Shrubsole, Dan, Johnson, Andrew(2005) A Question of Partnerships: Environmental Management in Queensland's Sugar Cane Industry journal of Australasian Journal of Environmental Management, Vol. 12, No. 2, page no: 97-108

39

9. Mahler, Vincent A9
The historically unstable world trade in sugar has long stimulated multilateral efforts to stabilize sugar prices. In the negotiations leading to the International Sugar Agreement (ISA) of 1977, both producers and consumers were willing to make short-term concessions in the interest of reaching an accord that would benefit all in the long run--a pattern that has hardly been typical of North-South bargaining in general. But the ISA has failed to achieve its goal of more stable sugar prices in the years since its enactment. This failure is primarily due not to shortcomings in the agreement itself but rather to a major expansion of production in the only important sugar exporter that failed to ratify the ISA, the European Community. The ISA is important not only in its own right but also because it offers a good example of the promise--and the problems--of international commodity agreements in bringing about more stable and equitable relations between North and South.

10. Renuka Mahadevan10

The European Union's sugar subsidy since 1975 has kept attempts to reform Fiji's sugar industry at bay, until recently due to the expiry of the subsidy at the end of 2007. This paper looks at the high price at which Fiji's sugar has remained sweet, in particular, with regards to efficient production and soil erosion. When the extent of soil erosion was included in the production function, farms on average produced at about 69% of their potential output and this finding was robust to both parametric and nonparametric approaches. In addition, soil erosion was estimated to result in a 9% loss in cane output which translates to a loss of US$8 million in farm income and US$12 million in sugar sales to the industry. Lastly, empirical evidence supports the recommendation of an integrated package of policies related to land tenure and the adoption of soil conservation practice and management.

Mahler, Vincent A The political economy of North-South commodity bargaining: the case of the International Sugar Agreement from International Organization. Vol. 38 Issue 4, p709-731 10 Renuka Mahadevan Analysis: The high price of sweetness: The twin challenges of efficiency and soil erosion in Fiji's sugar industry In Ecological Economics 66(2):468-477

40

2.3. Research Gap:

Research gap is a systematic approach to find out the uncovered area of the present study. The researcher found from the review of literature regarding Sales and marketing strategy and sales mode affects customer retention, customer loyalty; which leads to higher profits and it also can be generalized to the other industry having same tough competition.

The review analysis is covered sales strategy for Sugar products and how the factors affects it in different issues. But coverage of the Sales and marketing related to SUBRAMANIYA SIVA CO-OP SUGAR MILLS LTD, in reference to factors that a customer retention, customer loyalty. This research intends to analysis these issues in depth to provide information for decision making in reference to maintaining the customer.

The researcher from the review of literature found the marketer use multiple promotion programs to entire customers to buy product by force consumer purchasing pattern to increase sales. This is important because in both direct and indirect sales programs, sales and trade play an important role in the product and information process in sugar products.

41

2.4 Statement of the Problem

As we know that sales and marketing strategy plays a very critical role in the field of every business organization as well as the life of a consumer, both have to take suitable decision regarding the selling or purchasing the products. The company gives various promotional schemes to their customer, retailers; distributors according to their pre set plans or market conditions so that they will not jump to other products. The main problem faced by me during the project was time limitation i.e. 12 weeks which is not sufficient to know everything about the sugar industry market feasibility.

42

2.5 Objectives of the Study

Primary Objectives

1. To study the key factors of customer buying behavior of necessary products with Reference to SUBRAMANIYA SIVA CO-OP SUGAR MILLS Customers and Other public in general.

Secondary Objectives 1. To analyze the factors influencing the purchase of SUBRAMANIYA SIVA COOP SUGAR MILLS products.

2. To familiarize with the marketing feasibility and marketing practice by the factory.

3. To access customer satisfaction by their buying behavior and to access the needs of them.

4. To recommend some suggestion to the factory to sustain in the market and increase sales.

43

2.6 Scope of the Study

1. The study may useful to know about the marketing feasibility of the industry.

2. This study may be utilized to enhance the relationship level of between the customer and sugar factory. 3. This study will bring out the buying behavior of the customers in reference of the sugar products.

4. The researcher tries to provide the valid suggestions and recommendations to improve the sales by the SUBRAMANIYA SIVA CO-OP SUGAR MILLS LTD. 5. The study may leads to good fractional exposure to the new and existing customer in reference to the sugar industry.

44

2.7 Limitations of the Study

1. The time constraint has restricted the researcher from an in depth study. 2. The study has been carried out on a small scale with only 200 respondents. 3. It is quite possible that the responses would have affected the reliability of the study. 4. The findings are true for the present situation and change over a period of time. 5. The sampling method adopted is convenient sampling. There is every possibility that the sample selected is not a true representation of the entire population.

45

CHAPTER-III DATA ANALYSIS AND INTERPRETATION: Table 1: shows gender of the respondents S.NO Male Female Total no.of respondents 122 78 200 percentage(%) 61 39 100

Interpretation: From the above table it can be inferred that 61% of male respondents and, 39% of female respondents . Hence, it is evident from the analysis that maximum of 61%of male respondents. Chart 1: Male, Female Response
200 180 160 140 120 100 80 60 40 20 0 male female percentage(%) no.of respondents

46

Table 2: shows the age of the respondents Dimensions Below 20 20-30 30-40 40-50 50-60 Above 60 Total No.of respondents 40 66 40 14 30 10 200 Percentage(%) 20 33 20 7 15 5 100

Interpretation: From the above table it can be inferred that 20% age of the respondents belongs to below 20 age group, 33% of the respondents belongs to 20-30 age group, 20% of the respondents belongs to 30-40 age group, 7% of the respondents belongs to 40-50 age group, 15% of the respondents belongs to 50-60 age group, 5% of the respondents belongs to above 60 age group. Hence, it is evident from the analysis that maximum of 33% of the respondents belongs to 20-30 age group. CHART 2: Age group of the respondents

No.of respondents
10% 16% 50% 10% 8% 3% Below 20 20-30 30-40 40-50 50-60 Above 60 3% Total

47

Table no3: shows marital status of the respondents

Dimensions
Married

No.of respondents

Percentage(%)

140

70

unmarried

60

30

Total

200

100

Interpretation: From the above table it can be inferred that, 70% of the respondents are married and 30% of the respondents are unmarried . Hence, it is evident from the analysis that the maximum of 70% of the respondents are married. Chart 3: shows the marital status of the respondents

140 120 100 80 60 40 20 0 married unmarried No.of respondents Percentage(%)

48

Table 4: shows the monthly income of the respondents Dimensions Below 10000 10000-20000 20000-30000 30000-40000 40000-50000 Above -50000 Total Interpretation: From the above table it can be inferred that, 34% of respondents are earning below 10000, 21% of respondents are earning between 10000-20000, 18% of respondents are earning between 20000-30000, 21% of respondents are earning between 30000-40000, 13% of respondents are earning between 40000-50000, 7% of respondents are earning above 50000. Hence, it is evident from analysis maximum of 34% of respondents are earning below 10000. Chart 4: shows the monthly income of the respondents
250 200 150 No.of respondents 100 50 0 0-3 6-Mar 9-Jun 12Sep 15- More Total Dec than 15 Percentage (%)

no.of respondents 68 42 36 42 26 14 200

Percentage 34 21 18 21 13 7 100

49

Table 5: showing the occupation of the respondents Dimensions House wives Employed govt.sector Entrepreneur Employed private sector Unemployed Professional Student Total No.of respondents 42 36 44 20 8 10 40 200 Percentage(%) 21 18 22 10 4 5 20 100

Interpretation: From the above table it can be inferred that, 21% of the respondents are house wives, 18% of the respondents are employed govt sector, 22% of the respondents are entrepreneur, 10% of the respondents are employed private sector, 4% of the respondents are unemployed, 5% of the respondents are professional, 20% of the respondents are students. Hence, it is evident from the analysis that maximum of 22% of the respondents are entrepreneur. Chart 5: showing the occupation of the respondents
250 200 150 100 50 0 Only Only More More Total maligai retail in retail in kadai store less in maligai maligai kadai kadai less in (petty retail shop) No.of respondents Percentage(%)

50

Table 6: shows educational level of the respondents Dimensions Below SSLC HSC Diploma /UG / PG Professional Uneducated Total No.of respondents 14 20 156 6 4 200 Percentage(%) 7 10 78 3 2 100

Interpretation: From the above table it can be inferred that, 7% of the respondents are below SSLC, 10% of the respondents are HSC, 78% of the respondents are Diploma /UG / PG, 3% of the respondents are professionals, 2% of the respondents are un educated. Hence,it is evident from the analysis that maximum of 78% of the respondents are having the qualification of Diploma /UG / PG. Chart 6: shows educational level of the respondents
250

200

150 Percentage (%) 100 No.of respondents

50

0 0-3 6-Mar 9-Jun 12-Sep 15-Dec

51

Table 7: that shows the vehicles own by the respondents Dimensions Two-wheeler Four-wheeler None Total No.of respondents 130 34 36 200 Percentage(%) 65 17 18 100

Interpretation: From the above table it can be inferred that, 65% of the respondents are having twowheelers, 17% of the respondents are having four-wheelers, 18% of the respondents are not having any vehicles. Hence, it is evident from the analysis that maximum of 65% of the respondents are having two-wheelers. Chart 7: that shows the vehicles own by the respondents

140 120 100 80 60 40 20 0 Two-wheeler Four-wheeler None No.of respondents Percentage(%)

52

Table 8: that shows the purchasing habit of the respondents Dimensions

Only maligai kadai Only retail store More in retail less in maligai kadai More in maligai kadai less in retail Total

No.of respondents 88 42 24 46 200

Percentage(%) 44 21 12 23 100

Interpretation: From the above table it can be inferred that, 44% of the respondents are having the habit of purchasing only in maligai kadai, 21% of the respondents are having the habit of purchasing only in retail store, 12% of the respondents are having the habit of purchasing more in retail less in maligai kadai, 23% of the respondents are having the habit of purchasing more in maligai kadai less in retail. Hence, it is evident from the analysis that maximum of 44% of the respondents are having the habit of purchasing only in maligai kadai. Chart 8: that shows the purchasing habit of the respondents
100 90 80 70 60 50 40 30 20 10 0 Only maligai Only retail More in More in kadai store retail less in maligai kadai maligai kadai less in retail (petty shop)

No.of respondents Percentage(%)

53

Table 9: shows the reason for purchasing in organized retail store Dimensions Convenient location Affordable cost High quality Time saving All commodities available Total No.of respondents 42 40 90 16 12 200 percentage (%) 21 20 45 8 6 100

Interpretation: From the above table it can be inferred that, 21% of the respondents are purchasing in retail store for convenient location, 20% of the respondents are purchasing in retail store for affordable cost, 45% of the respondents are purchasing in retail store for high quality, 8% of the respondents are purchasing in retail store for time saving, 6% of the respondents are purchasing in retail store for all commodities available.Hence, it is evident from the analysis that maximum of 45% of the respondents are purchasing in retail store for high quality. Chart 9: shows the reason for purchasing in organized retail store
Convenient location High quality All commodities available Affordable cost Time saving

45% 6% 14% 20% 21% 8%

54

Table 10: shows the monthly expenditure for purchasing in retail outlet Dimensions 2000-4000 4000-6000 6000-8000 8000-10000 Above 10000 Total No.of respondents 76 24 46 34 20 200 Percentage(%) 38 12 23 17 10 100

Interpretation: From the above table it can be inferred that, 38% of the respondents are spent 20004000, 12% of the respondents are spent 4000-6000, 23% of the respondents are spent 60008000, 17% of the respondents are spent 8000-10000, 10% of the respondents are spent above 10000. Hence, it is evident from the analysis that maximum of 38% of the respondents are spent 2000-4000. Chart 10: shows the monthly expenditure for purchasing in retail outlet
250

200

150 Percentage (%) 100 No.of respondents

50

0 0-3 6-Mar 9-Jun 12-Sep 15-Dec

55

Table 11: that shows time spend for purchasing in retail shop Dimensions Less than 30 minutes 30min-1 hour More than an hour Total No.of respondents 34 96 70 200 Percentage(%) 17 48 35 100

Interpretation: From the above table it can be inferred that, 17% of the respondents are spending lessthan 30 minutes in retail shop, 48% of the respondents are spending 30min-1hour in retail shop, 35% of the respondents are spending more than an hour. Hence, it is evident from analysis that maximum of 48% of the respondents are spending 30min- 1hour in retail shop. Chart 11: that shows time spend for purchasing in retail shop

0-3 6-Mar 9-Jun

56

Table 13: that shows the reason for purchasing in maligai kadai (petty shop) Dimensions No.of respond Percentage (%)

Ents Available in loose On credit Friendly relationship Located closely to home Daily needs Total 80 44 26 40 10 200 40 22 13 20 5 100

Interpretation: From the above table it can be inferred that, 40% of the respondents are purchasing because of available in loose,22% of the respondents are purchasing because of available on credit, 13% of the respondents are purchasing because of friendly relationship, 20% of the respondents are purchasing because of located closely to home, 5% of the respondents are purchasing because of daily needs. Hence, it is evident from the analysis that maximum of 40% of the respondents are purchasing because of available in loose. Chart 13: that shows the reason for purchasing in maligai kadai (petty shop)

140 120 100 80 60 40 20 0 0-3 6-Mar 9-Jun 12-Sep 15-Dec No.of respondents Percentage (%)

57

Table 14: that shows no.of average times that visits the retail store Dimensions 0-3 3-6 6-9 9-12 12-15 More than 15 Total No.of respondents 140 30 18 12 0 0 200 Percentage (%) 70 15 9 6 0 0 100

Interpretation: From the above table it can be inferred that, 70% of respondents are visiting 0-3 times, 15% of respondents are visiting 3-6 times, 9% of respondents are visiting 6-9 times, 6% of respondents are visiting 9-12 times. Hence, it is evidence from the analysis that maximum of 70% of respondents are visiting 0-3 times. Chart 14: that shows no.of average times that visits the retail store
160 140 120 100 80 60 40 20 0 0-3 6-Mar 9-Jun 12-Sep 15-Dec More than 15 No.of respondents Percentage (%)

58

Table 15: that shows the relationship of the respondents in months Dimensions 1-6 months 6-10 months 10-12 months More than 1 year Total No.of respondents 126 34 22 18 200 Percentage(%) 63 17 11 9 100

Interpretation: From the above table it can be inferred that, 63% of the respondents are the customers or retail store for 1-6 months,17% of the respondents are the customers or retail store for 6-10 months, 11% of the respondents are the customers or retail store for 10-12 months, 9% of the respondents are the customers or retail store for more than a year. Hence, it is evident from the analysis maximum of 63% of the respondents are the customers or retail store for 1-6 months. Chart 15: that shows the relationship of the respondents in months
Fresh fruit vegetables Cleaning aids Processed food Bakery

19%

24%

26% 31%

59

Table 16: shows the purchasing habit of the respondents while coming back from office in organized retail stores Dimensions At all times Most of the time Sometimes At rare times Never Total No.of respondents 34 56 64 46 0 200 Percentage(%) 17 28 32 23 0 100

Interpretation: From the above table it can be inferred that, 17% of the respondents are have the habit of purchasing in retail shop at all times, 28% of the respondents are have the habit of purchasing in retail shop most of the times, 32% of the respondents are have the habit of purchasing in retail shop sometimes, 23% of the respondents are have the habit of purchasing in retail shop at rare times.Hence, it is evident from the analysis that 32% of the respondents are have the habit of purchasing in retail shop at sometimes. Chart 16: shows the purchasing habit of the respondents while coming back from office in organized retail stores
70 60 50 40 30 20 10 0 No.of respondents Percentage(%)

60

Table 17: shows that the respondents allocating time for visiting retail store Dimensions Always Most of times Often Rarely Never Total No.of respondents 72 36 32 46 14 200 Percentage(%) 36 18 16 23 7 100

Interpretation: From the above table it can be inferred that, 36% of the respondents are visiting retail store always, 18% of the respondents are visiting retail store most of the times, 16% of the respondents are visiting retail store often, 23% of the respondents are visiting retail store rarely, 7% of the respondents are visiting retail store never. Hence, it is evident from the analysis that maximum of 36% of the respondents are visiting retail store always. Chart 17: shows that the respondents allocating time for visiting retail store
No.of respondents 72 Percentage(%)

46 36 36 18 32 23 16 14 7

Always

Most of times

Often

Rarely

Never

61

Table 18: shows the items normally purchased by the respondents in retail store Dimensions Fresh fruit vegetables Cleaning aids Processed food Bakery Dairy Beverages Total Interpretation: No. of respondents 32 42 36 26 50 14 200 Percentage (%) 16 21 18 13 25 7 100

From the above table it can be inferred that, 16% of the respondents are normally purchases the fresh fruit and vegitables, 21% of the respondents are normally purchases the cleaning aids, 18% of the respondents are normally purchases the processed food, 13% of the respondents are normally purchases the bakery items, 25% of the respondents are normally purchases the dairy products, 7% of the respondents are normally purchases the beverages.Hence, it is evident from the analysis that the maximum of 25% of the respondents are normally purchases the dairy products. Chart 18: shows the items normally purchased by the respondents in retail store
No. of respondents Percentage (%)

42 32 16 21 36 18 26

50 25 13 147

Fresh fruit Cleaning Processed vegetables aids food

Bakery

Dairy

Beverages

62

Chapter -IV: Findings:

1. From the analysis we found that 61% of respondents male. 2. The maximum of the respondents are belongs to 20-30 age group. 3. From the analysis we found that 70% of the respondents are married. 4. Maximum of the respondents are earning below 10000. 5. the analysis shows that maximum of 22% of the respondents are entrepreneurs. 6. Maximum of 78% of the respondents are having the qualification of diploma /UP /PG. 7. From the analysis it shows that 65% of them are having two-wheeler. 8. from the analysis we came to know that maximum of 44% of the respondents are having the habit of purchasing only in maligai kadai. 9. 45% of them are purchasing in retail store because of high quality. 10. 38% of the respondents are spends 2000-4000 per month. 11. From the analysis we knows 48% of them are spends 30min-1 hour to purchase in the retail stores. 12. 40% of the people are buying in maligai shop because of available in loose. 13. 70% of respondents are visiting the retail store 0-3 times every month. 14. 63% of them are the customers of the retail stores for the past 1-6 months. 15. By the analysis 32% of the respondents are have the habit of purchasing in retail shop at sometimes. 16. it is evident from the analysis that maximum of 36% of the respondents are visiting retail store always. 17. 25% of the respondents are normally purchases the dairy products in the retail stores.

63

Suggestions: 1. From the analysis we found that the public are purchasing goods from the retail stores. 2. The sugar mill can open some retail stores so it can gain more reputation. 3. Providing more amount to the sugar cane will increase sugar products productivity. 4. Company can provide some more promotional activities to increase sales.

64

Conclusion: By this research the researcher found that there is some problem with the marketing of the product of the mill. they usually supply the products to government only but it is not working good. Company need to locate their own retail stores in nearby the public. By this analysis researcher got some good experience about the industry.

65