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Winter Internship Project Report

On

Nirmal Soya and Food Products

Submitted By
Annie Thomas

Guide
Prof. Pritam Bhadade

Company Guide
Ms. Ruchira Musale
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CERTIFICATE
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Acknowledgment

I wish to express my indebted appreciation to Ms. Ruchira Musale,

owner of Nirmal Soya and Food Products for providing me an
opportunity to work for her firm. It was a great chance for learning
and professional development.
Furthermore, I would also like to acknowledge Prof. Pritam Bhadade
for introducing me to such an opportunity and guiding me throughout
my internship.
I perceive this opportunity as a big milestone in my career
development. I will strive to use gained skills and knowledge in the
best possible way, and I will continue to work on their improvement,
to attain desired career objectives.
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Table of Contents

TITLE PAGE ..................................................................................... 1

CERTIFICATE ................................................................................... 2
ACKNOWLEDGMENT ...................................................................... 3
EXECUTIVE SUMMARY ................................................................... 5
COMPANY OVERVIEW .................................................................... 6
Product Portfolio ......................................................................... 6
Distribution network .................................................................... 6
Salesforce ...................................................................................... 6
Pricing .......................................................................................... 6
Promotion Strategies ..................................................................... 6
Customer Service ........................................................................... 7
Market Structure ........................................................................... 7
Market Share ................................................................................. 7
Competition................................................................................... 7
Strategies for future growth and development ............................. 7
INDUSTRY ANALYSIS ...................................................................... 8
Porter’s Five Force Analysis ........................................................... 8
EXECUTIVE TRAINING ................................................................... 10
Objective ..................................................................................... 10
Target/task .................................................................................. 10
Strategy ....................................................................................... 10
Achievements .............................................................................. 11
Mid-course correction ................................................................. 11
Limitation .................................................................................... 11
Conclusion ................................................................................... 11
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Executive Summary

This internship report is based on the one-month internship program

that I had completed in Nirmal Soya and Food Products under
marketing. The executive training was all about business development
of this start up. This gave me an opportunity to apply classroom
knowledge.

The report includes strategies and objectives made to build customer

base and develop the business in Nagpur city. Market study is must
for any business to flourish. Recognizing the customers and studying
the market by competitor’s performance were the initial task. Who
are our customers? Who are our competitors? What are the schemes
offered by the potential competitors? What factors influences the
retailers to keep the competitor’s product. Identify the potential ISS
outlets. These all were the tasks which were given to the interns and
they were allotted different areas of Nagpur. Specific duration was
allotted for a task.

After identification of potential customers, every intern was given a

beat (one area of Nagpur) to study competitor brands, their pricing
and their sources of promotion. Pricing and scheme were decided for
the products and then it was time for pitch sales. Sample and leaflet
(which contains details of product and the company) supply to
potential customers and closing the deal.
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Company Overview
Nirmal Soya & Food Products is a Sole Proprietor firm, involved in
the manufacturing of soya products. It is Nagpur based firm,
established in the year 2017. It has up to 10 employees who are
running the firm. There is a wide range of soya products
manufactured by them.

 Product portfolio
Soya Milk and Tofu (Soya Paneer) are the major products of
Nirmal. Soya milk has wide range of variety in flavours. There are
six flavours of soya milk and they are chocolate, kesar,
strawberry, mango, vanilla and sugar free. Other than that, they
are also providing soya flour, soya chunks, roasted soybean, etc.

 Pricing

Product Quantity MRP

Soya Milk 200ml Rs. 20
Tofu 250g Rs. 50

 Promotion strategies
Social media advertising is the main source of promotion.
Especially on Facebook. Not only that Nirmal Soya and food
products have their profile on Indiamart.com wherein customers
can have a look of the products being served and order there
itself. Advertisements relating to local festivals and holidays are
used to promote the company’s product.

 Customer service
Delivery is done the other after as soon as order is placed.
Customers are provided the best quality product. Nirmal
manufactures about 200 Litre soya milk and 40 kg of tofu
monthly.
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 Market structure
It is a perfect competition market. There are many buyers and
sellers and therefore none of them can influence price. It is just
the matter of quality at optimum price that can influence the
buyers.

 Market share
The company is in initial stage and is currently catering to
customers in Nagpur and nearby cities of Nagpur.

 Competition
There are many competitors who are providing different soya
products especially soya milk. Some local competitors like
Soyame and Soypep manufacture and serve soya milk in Nagpur.
Other than that, Sofit is a major competitor as it is catering to
customers across nation.
Tofu (soya paneer) is new to the market and not many are aware
about it and its nutritional benefits. Prorich is one of the
competitors who is into tofu manufacturing.

 Strategies for future growth and development

 Listen to customers & observer their behaviour
 Identify and start managing risks
 Watch for influencing factors surrounding the business
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Industry Analysis

Porter’s Five Forces Analysis

1. Threat of new entrant:

There are many local soya product manufacturers. Hence there
is possibility that in near future there may be many businesses
dealing with soya product. But to sustain this business and
compete with already established and well-known brand is
difficult.

2. Suppliers bargaining power:

Nirmal purchases soya from Solapur for its production as quality
is good. But as there are many suppliers of soya, supplier
bargaining power is less.

3. Threat of substitute:
There are many nutritional substitutes of soya products like nuts
milk, rice milk, nuts etc. These can be a threat to the business
only if these things are readily available and cheaper.

4. Customer’s bargaining power:

Customers have many options in terms of different soya product
brands as well as substitutes. Therefore, bargaining power of
customers is high.

5. Rivalry among existing competitors:

Competition is more among local brands as they are providing
same products at almost all same price. Sofit has nationwide
spread and is the biggest threat to local brands in soya milk
business. They can sustain only if customers are convinced with
the product’s quality, taste and price.
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Summary of Analysis

Force Strength (High / Medium / Low)

Threat of new entrant: Low
Suppliers bargaining power: Low
Threat of substitute: Medium
Customer’s bargaining power: High
Rivalry among existing
High
competitors:
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Executive Training

1. Objective
 Creation of optimum marketing strategies
 Generation of sales leads
 Negotiating and closing deals

2. Target/Tasks:
Each Intern was given a beat (area) to:
Task Time
Collect information about competitor
brand, their soya products, MRP, 5 Days
scheme and reason for purchase.
Approach ISS outlets for keeping
15 Days
Nirmal Products
Awareness champ at various
5 Days
potential stores
Approaching potential partners like
Nutrition clubs, gyms, hospitals and 20 Days
school/college canteens

3. Strategies Made:
 Who are our customers:
Finding customers through whom company can sell soya
products to common people. Local retailers are the ones who
directly caters common people, so they are the target
customers. Soya milk and tofu have nutritional content and are
recommended by many nutritionists, gym trainers and
gynaecologists. Thus, targeting these people.
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 Who are our competitors:

Necessary information about competitors is collected to get a
knowledge about the competitors. Competitor’s name, its
brand, price i.e. the MRP of the product, scheme at which they
deal with the retailers or other suppliers. Study the competitor’s
packaging and their way to approach or supply products.

 Approach the customers:

Find potential customers and close the deal.

4. Achievements:
 Market Study: Necessary information about the market and
competitors are collected
 Distribute sample to leads

5. Mid-course Correction:
Tasks were not completing within deadline. Therefore, changes
were made in deadlines, but this led to delay in the final step i.e.
closure of deal.

6. Limitation:
Introducing a new product of a new brand to the consumers is a
difficult task. They do not trust a new product easily until there
are any reviews about that product from other consumers. It was
difficult to convince new customers about an unknown product.

7. Conclusion:
Creating a brand image in customer’s mind is important for any
business. Nirmal Soya and Food Products being a start-up
requires to promote its brand so that customer know the brand
and buy it. The firm can collaborate with a known brand to
create awareness. This will build customer trust to buy products
of Nirmal.