WHAT IS A COOPERATIVE “A cooperative is an autonomous association of persons united voluntarily to meet their common economic, social and cultural needs and aspirations through a jointly-owned and democratically controlled enterprise” They are business entities where people work together to solve common problems, seize exciting opportunities and provide themselves with goods and services. A cooperative is managed on the basis that the customers of a business are also the owners of the business. Each customer is entitled to become a member of the cooperative society, thereby receiving the benefit of success via a dividend payout. The beginning of this great movement is dated back to 1844, when a group of men known as the ‘Rochdale Pioneers’ began trade in grocery produces in England, based on a ‘new’ principles of fair prices for reliable quality goods. These organizations are better recognized world wide, for their non-profit character and root level social functioning on voluntary basis. Voluntary and open membership, democratic member control, member economic participation, autonomy and independence, education, training and information, cooperation among cooperatives and concern for community are the principles of cooperatives. Page | 1
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WHAT IS A COOPERATIVE
“A cooperative is an autonomous association of persons united voluntarily to meet their
common economic, social and cultural needs and aspirations through a jointly-owned and
democratically controlled enterprise”
They are business entities where people work together to solve common problems, seize
exciting opportunities and provide themselves with goods and services. A cooperative is
managed on the basis that the customers of a business are also the owners of the business.
Each customer is entitled to become a member of the cooperative society, thereby receiving the
benefit of success via a dividend payout.
The beginning of this great movement is dated back to 1844, when a group of men known as
the ‘Rochdale Pioneers’ began trade in grocery produces in England, based on a ‘new’
principles of fair prices for reliable quality goods. These organizations are better recognized
world wide, for their non-profit character and root level social functioning on voluntary basis.
Voluntary and open membership, democratic member control, member economic participation,
autonomy and independence, education, training and information, cooperation among
cooperatives and concern for community are the principles of cooperatives.
Self help, self responsibility, democracy, equality, equity and solidarity are the values of
cooperative organizations. In the tradition of its founders, the movement also follows such
ethical values as honesty, openness, social responsibility and caring for others. Needless to
say, it is a social movement and its growth will unanimously result in the wholesome growth of
the society.
Cooperatives in India
Cooperative movement in India has celebrated its centenary year of service recently. Indian
cooperatives are unique as they were initiated and supported by the government. Elsewhere it
had always been organized only by volunteer members with least or no government
intervention. In India it was introduced in 1904, as the planners of the country firmly believed
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that it could serve for national development and also could serve as a shied in protecting the
vulnerable section of populace, especially the farmers from certain social evils like agricultural
backwardness, poverty and rural indebtness.
Though they were initially organized only as the credit institutions, Indian cooperatives today,
tirelessly serve in endless areas of services. They serve in credit and non credit areas. They
deliver credits for agriculture as well as non agriculture purposes. They operate their businesses
in numerous non credit phases too. They work for milk producers, agricultural producers,
weavers, consumers, fishermen, coir makers, employees, students of universities and colleges,
and for many others.
Important Segments of Indian Cooperatives
• Cooperative education and training
• Agricultural credit cooperatives (production)
• Agricultural credit cooperatives (investments)
• Non agricultural credit cooperatives (urban banks)
• Cooperative marketing
• Tribal cooperatives
• Fertilizer cooperatives
• Consumer cooperatives
• Weaver cooperatives
• Sugar cooperatives
• Cooperative spinning mills
• Industrial cooperatives (non weavers)
• Dairy cooperatives
• Fisheries cooperatives
• Housing cooperatives
• Labour cooperatives
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• Poultry cooperatives
Development Of Cooperatives In India: State Wise Cooperatively Developed
States
Maharashtra, Karnataka, Kerala, Haryana, Punjab, Gujarat, Tamil Nadu, Union Territories of
All the villages are visited bi-monthly, on a predetermined day, to provide animal health care. A
24-hour Emergency Service is also available at a fee (Rs. 35 for members and Rs. 100 for non-
members). All the mobile veterinary vans are equipped with Radio Telephones.
The Union runs a semen production center where it maintains high pedigreed Surti buffalo bulls,
Holstein Friesian bulls, Jersey bulls and 50 per cent crossbred bulls. The semen obtained from
these bulls is used for artificial breeding of buffaloes and cows belonging to the farmer members
of the district. The artificial insemination service has become very popular because it regulates
the frequency of calving in cows and buffaloes thus reducing their dry period. Not only that, a
balanced feed concentrate is manufactured in the Union's Cattle Feed Plant and sold to the
members through the societies at cost price.
Impressive though its growth, the unique feature of the Amul sagas did not lie in the extensive
use of modern technology, nor the range of its products, not even the rapid inroads it made into
the market for dairy products. The essence of the Amul story lies in the breakthrough it achieved
in modernizing the subsistence economy of a sector by organizing the rural producers in the
areas.
The Kaira experiment: A new beginning in more ways than one.
A system which involves participation of people on such a large magnitude does not confine
itself to an isolated sector. The ripples of its turbulence affect other areas of the society as well.
The cooperatives in the villages of Kaira are contributing to various desirable social changes
such as:
The yearly elections of the management committee and its chairman, by the members,
are making the participants aware of their rights and educating them about the
democratic process.
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Perpetuating the voluntary mix of the various ethnic and social groups twice-a-day for
common causes and mutual betterment has resulted in eroding many social inequilibria.
The rich and the poor, the elite and the ordinary come together to cooperate for a
common cause.
Live exposure to various modern technologies and their application in day-to-day life has
not only made them aware of these developments but also made it easier for them to
adopt these very processes for their own betterment. One might wonder whether the
farmer who knows almost everything about impregnating a cow or buffalo, is also equally
aware of the process in the humans and works towards planning it.
More than 900 village cooperatives have created jobs for nearly 5000 people in their
own villages -- without disturbing the socio-agro-system -- and thereby the exodus from
the rural areas has been arrested to a great extent.
The income from milk has contributed to their household economy. Besides, women,
who are the major participants, now have a say in the home economy.
Independent studies by various individuals and institutions have shown that as high as 48 per
cent of the income of the rural household in Kaira District is being derived from dairying. Since
dairying is a subsidairy occupation for the majority of the rural population, this income is helping
these people not only to liberate themselves from the stronghold of poverty but also to elevate
their social status.
Developing demand
At the time Amul was formed, consumers had limited purchasing power, and modest
consumption levels of milk and other dairy products. Thus Amul adopted a low-cost price
strategy to make its products affordable and attractive to consumers by guaranteeing them
value for money.
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Introducing higher value products
Beginning with liquid milk, GCMMF enhanced the product mix through the progressive addition
of higher value products while maintaining the desired growth in existing products.
Despite competition in the high value dairy product segments from firms such as Hindustan
Lever, Nestle and Britannia, GCMMF ensures that the product mix and the sequence in which
Amul introduces its products is consistent with the core philosophy of providing milk at a basic,
affordable price.
The distribution network
Amul products are available in over 500,000 retail outlets across India through its network of
over 3,500 distributors. There are 47 depots with dry and cold warehouses to buffer inventory of
the entire range of products.
GCMMF transacts on an advance demand draft basis from its wholesale dealers instead of the
cheque system adopted by other major FMCG companies. This practice is consistent with
GCMMF's philosophy of maintaining cash transactions throughout the supply chain and it also
minimizes dumping.
Wholesale dealers carry inventory that is just adequate to take care of the transit time from the
branch warehouse to their premises. This just-in-time inventory strategy improves dealers'
return on investment (ROI). All GCMMF branches engage in route scheduling and have
dedicated vehicle operations.
Umbrella brand
The network follows an umbrella branding strategy. Amul is the common brand for most
product categories produced by various unions: liquid milk, milk powders, butter, ghee, cheese,
cocoa products, sweets, ice-cream and condensed milk.
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Amul's sub-brands include variants such as Amulspray, Amulspree, Amulya and Nutramul. The
edible oil products are grouped around Dhara and Lokdhara, mineral water is sold under the Jal
Dhara brand while fruit drinks bear the Safal name.
By insisting on an umbrella brand, GCMMF not only skillfully avoided inter-union conflicts but
also created an opportunity for the union members to cooperate in developing products.
Managing the supply chain
Even though the cooperative was formed to bring together farmers, it was recognised that
professional managers and technocrats would be required to manage the network effectively
and make it commercially viable.
Coordination
Given the large number of organisations and entities in the supply chain and decentralised
responsibility for various activities, effective coordination is critical for efficiency and cost control.
GCMMF and the unions play a major role in this process and jointly achieve the desired degree
of control.
Buy-in from the unions is assured as the plans are approved by GCMMF's board. The board is
drawn from the heads of all the unions, and the boards of the unions comprise of farmers
elected through village societies, thereby creating a situation of interlocking control.
The federation handles the distribution of end products and coordination with retailers and the
dealers. The unions coordinate the supply side activities.
These include monitoring milk collection contractors, the supply of animal feed and other
supplies, provision of veterinary services, and educational activities.
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Managing third party service providers
From the beginning, it was recognised that the unions' core activity lay in milk processing and
the production of dairy products. Accordingly, marketing efforts (including brand development)
were assumed by GCMMF. All other activities were entrusted to third parties. These include
logistics of milk collection, distribution of dairy products, sale of products through dealers and
retail stores, provision of animal feed, and veterinary services.
It is worth noting that a number of these third parties are not in the organized sector, and many
are not professionally managed with little regard for quality and service.
This is a particularly critical issue in the logistics and transport of a perishable commodity where
there are already weaknesses in the basic infrastructure.
Establishing best practices
A key source of competitive advantage has been the enterprise's ability to continuously
implement best practices across all elements of the network: the federation, the unions, the
village societies and the distribution channel.
In developing these practices, the federation and the unions have adapted successful
models from around the world. It could be the implementation of small group activities or quality
circles at the federation. Or a TQM program at the unions. Or housekeeping and good
accounting practices at the village society level. More important, the network has been able to
regularly roll out improvement programs across to a large number of members and the
implementation rate is consistently high. For example, every Friday, without fail, between 10.00
a.m. and 11.00 a.m., all employees of GCMMF meet at the closest office, be it a department or
a branch or a depot to discuss their various quality concerns. Each meeting has its pre-set
format in terms of Purpose, Agenda and Limit (PAL) with a process check at the end to record
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how the meeting was conducted. Similar processes are in place at the village societies, the
unions and even at the wholesaler and C&F agent levels as well. Examples of benefits from
recent initiatives include reduction in transportation time from the depots to the wholesale
dealers, improvement in ROI of wholesale dealers, implementation of Zero Stock Out through
improved availability of products at depots and also the implementation of Just-in-Time in
finance to reduce the float. Kaizens at the unions have helped improve the quality of milk in
terms of acidity and sour milk. (Undertaken by multi-disciplined teams, Kaizens are highly
focussed projects, reliant on a structured approach based on data gathering and analysis.) For
example, Sabar Union's records show a reduction from 2.0% to 0.5% in the amount of sour
milk/curd received at the union. The most impressive aspect of this large-scale roll out is that
improvement processes are turning the village societies into individual improvement centers.
Technology and e-initiatives
GCMMF's technology strategy is characterized by four distinct components: new products,
process technology, and complementary assets to enhance milk production and e-commerce.
Few dairies of the world have the wide variety of products produced by the GCMMF
network. Village societies are encouraged through subsidies to install chilling units. Automation
in processing and packaging areas is common, as is HACCP certification. Amul actively
pursues developments in embryo transfer and cattle breeding in order to improve cattle quality
and increases in milk yields. GCMMF was one of the first FMCG (fast-moving consumer goods)
firms in India to employ Internet technologies to implement B2C commerce. Today customers
can order a variety of products through the Internet and be assured of timely delivery with cash
payment upon receipt. Another e-initiative underway is to provide farmers access to information
relating to markets, technology and best practices in the dairy industry through net enabled
kiosks in the villages. GCMMF has also implemented a Geographical Information System (GIS)
at both ends of the supply chain, i.e. milk collection as well as the marketing process. Farmers
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now have better access to information on the output as well as support services while providing
a better planning tool to marketing personnel.
AMUL BUTTER GIRL
The moppet who put Amul on India's breakfast table
50 years after it was first launched, Amul's sale figures have jumped from 1000 tonnes a year in
1966 to over 25,000 tonnes a year in 1997. No other brand comes even close to it. All because
a thumb-sized girl climbed on to the hoardings and put a spell on the masses.
Summer of 1967. A Charni Road flat. Mrs. Sheela Mane, a 28-year-old housewife is out in the
balcony drying clothes. From her second floor flat she can see her neighbours on the road.
There are other people too. The crowd seems to be growing larger by the minute. Unable to
curb her curiosity Sheela Mane hurries down to see what all the commotion is about. She
expects the worst but can see no signs of an accident. It is her four-year-old who draws her
attention to the hoarding that has come up overnight. "It was the first Amul hoarding that was
put up in Mumbai," recalls Sheela Mane. "People loved it. I remember it was our favourite topic
of discussion for the next one week! Everywhere we went somehow or the other the campaign
always seemed to crop up in our conversation."
Call her the Friday to Friday star. Round eyed, chubby cheeked, winking at you, from
strategically placed hoardings at many traffic lights. She is the Amul moppet everyone loves to
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love (including prickly votaries of the Shiv Sena and BJP). How often have we stopped, looked,
chuckled at the Amul hoarding that casts her sometime as the coy, shy Madhuri, a bold
sensuous Urmila or simply as herself, dressed in her little polka dotted dress and a red and
white bow, holding out her favourite packet of butter.
For 30 odd years the Utterly Butterly girl has managed to keep her fan following intact. So much
so that the ads are now ready to enter the Guinness Book of World Records for being the
longest running campaign ever. The ultimate compliment to the butter came when a British
company launched a butter and called it Utterly Butterly, last year.
It all began in 1966 when Sylvester daCunha, then the managing director of the advertising
agency, ASP, clinched the account for Amul butter. The butter, which had been launched in
1945, had a staid, boring image, primarily because the earlier advertising agency which was in
charge of the account preferred to stick to routine, corporate ads.
One of the first Amul hoardings
In India, food was something one couldn't afford to fool around with. It had been taken too
seriously, for too long. Sylvester daCunha decided it was time for a change of image.
The year Sylvester daCunha took over the account, the country saw the birth of a campaign
whose charm has endured fickle public opinion, gimmickry and all else.
The Amul girl who lends herself so completely to Amul butter, created as a rival to the Polson
butter girl. This one was sexy, village belle, clothed in a tantalising choli all but covering her
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upper regions. "Eustace Fernandez (the art director) and I decided that we needed a girl who
would worm her way into a housewife's heart. And who better than a little girl?" says Sylvester
daCunha. And so it came about that the famous Amul Moppet was born.
That October, lamp kiosks and the bus sites of the city were splashed with the moppet on a
horse. The baseline simply said, Thoroughbread, Utterly Butterly Delicious Amul,. It was a
matter of just a few hours before the daCunha office was ringing with calls. Not just adults, even
children were calling up to say how much they had liked the ads. "The response was
phenomenal," recalls Sylvester daCunha. "We knew our campaign was going to be successful."
The Rebecca Mark favourite
For the first one year the ads made statements of some kind or the other but they had not yet
acquired the topical tone. In 1967, Sylvester decided that giving the ads a solid concept would
give them extra mileage, more dum, so to say. It was a decision that would stand the daCunhas
in good stead in the years to come.
In 1969, when the city first saw the beginning of the Hare Rama Hare Krishna movement,
Sylvester daCunha, Mohammad Khan and Usha Bandarkar, then the creative team working on
the Amul account came up with a clincher -- 'Hurry Amul, Hurry Hurry'. Bombay reacted to the
ad with a fervour that was almost as devout as the Iskon fever.
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That was the first of the many topical ads that were in the offing. From then on Amul began
playing the role of a social observer. Over the years the campaign acquired that all important
Amul touch.
India looked forward to Amul's evocative humour. If the Naxalite movement was the happening
thing in Calcutta, Amul would be up there on the hoardings saying, "Bread without Amul Butter,
cholbe na cholbe na (won't do, won't do). If there was an Indian Airlines strike Amul would be
there again saying, Indian Airlines Won't Fly Without Amul.
There are stories about the butter that people like to relate over cups of tea. "For over 10 years I
have been collecting Amul ads. I especially like the ads on the backs of the butter packets,
"says Mrs. Sumona Varma. What does she do with these ads? "I have made an album of them
to amuse my grandchildren," she laughs. "They are almost part of our culture, aren't they? My
grandchildren are already beginning to realise that these ads are not just a source of
amusement. They make them aware of what is happening around them."
Despite some of the negative reactions that the ads have got, DaCunhas have made it a policy
not to play it safe. There are numerous ads that are risque in tone.
"We had the option of being sweet and playing it safe, or making an impact. A fine balance had
to be struck. We have a campaign that is strong enough to make a statement. I didn't want the
hoardings to be pleasant or tame. They have to say something," says Rahul daCunha.
"We ran a couple of ads that created quite a furore," says Sylvester daCunha. "The Indian
Airlines one really angered the authorities. They said if they didn't take down the ads they would
stop supplying Amul butter on the plane. So ultimately we discontinued the ad," he says
laughing. Then there was the time when the Amul girl was shown wearing the Gandhi cap. The
high command came down heavy on that one. The Gandhi cap was a symbol of independence,
they couldn't have anyone not taking that seriously. So despite their reluctance the hoardings
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were wiped clean. "Then there was an ad during the Ganpati festival which said, Ganpati Bappa
More Ghya (Ganpati Bappa take more). The Shiv Sena people said that if we didn't do
something about removing the ad they would come and destroy our office. It is surprising how
vigilant the political forces are in this country. Even when the Enron ads (Enr On Or Off) were
running, Rebecca Mark wrote to us saying how much she liked them."
Amul's point of view on the MR coffee controversy
There were other instances too. Heroine Addiction, Amul's little joke on Hussain had the artist
ringing the daCunhas up to request them for a blow up of the ad. "He said that he had seen the
hoarding while passing through a small district in UP. He said he had asked his assistant to take
a photograph of himself with the ad because he had found it so funny," says Rahul daCunha in
amused tones. Indians do have a sense of humour, afterall.
From the Sixties to the Nineties, the Amul ads have come a long way. While most people agree
that the Amul ads were at their peak in the Eighties they still maintain that the Amul ads
continue to tease a laughter out of them.
Where does Amul's magic actually lie? Many believe that the charm lies in the catchy lines. That
we laugh because the humour is what anybody would enjoy. They don't pander to your
nationality or certain sentiments. It is pure and simple, everyday fun.
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AMUL’S JOURNEY TOWARDS EXCELLENCE
AMUL’s journey towards excellence is marked by some critical understanding of the business
environment in large emerging economies like India where markets have to be developed by
combining efficiency related initiatives with increasing the base of marginal suppliers and
consumers. The essence of AMUL’s efforts were as follows:
• It combined market and social development in an emerging economy. It recognized the inter-
linkages between various environments that governed the lives of marginal milk farmers
and the unmet needs of consumers. It also changed the supply chain paradigm in order to
reduce the cost to the consumer while increasing the return to the supplier.
• It realized that in order to achieve their objectives, it had to benefit a large number of people –
both suppliers and consumers. While large scale had the danger of failure due to poor
control and required more resources, it also had the advantage of creating a momentum
that would be necessary to bring more people into the fold and thereby help more suppliers
and consumers.
• It also realized that its goal could only be achieved in the long run and this required
developing values in people and processes that were robust, replicable and transparent.
• It also realized that the cooperative would not be independent and viable in the face of
competition if it were not financially sound. This implied that AMUL had to develop distinct
capabilities that would deliver competitive advantage to its operations. This would include
long term cost containment, world-class deployment of technological resources and R&D,
and better leveraging of scarce resources. In Table 1 we present some characteristics of
this unique movement and how AMUL went about building a culture of excellence. The
salient features of this approach (which has been termed as the “Anand Pattern”) are
discussed in subsequent paragraphs.
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TABLE 1: CHARACTERISTICS OF AMUL’S APPROACH TO EXCELLENCE
Managerial Dimensions
Elements Implementation Mechanisms
Leadership Charisma, long term vision, commitment, trustworthy, selfless gain, strong managerial style (bordering on stubbornness), technocrat, pan-Indian vision/nationalism, persuasion
Constantly raising the bar, promoting a can-do attitude, communication of the vision to farmers, consumers and the government
Strategy Farmer Orientation, technology, cost leadership, product variety in later years
R&D focus, efficient supply chain, simultaneous development of suppliers & markets, financing projects from internal accruals
Organization Network of cooperatives, National Dairy Development Board, nature of professional managers
Democratic governance of cooperatives, unique composition and role of board members of cooperatives, proactive role of the village societies division at AMUL
Robust logistics, effective production, implementation of state-of-art technology
High utilization of plant capacity, technology & automation for enhancing quality, TQM, adoption of modern manufacturing practices, coordination between unions & marketing federation
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Leadership
While Kaira Union (or AMUL) had the support of national leaders who were at the forefront of
the Indian independence movement, its local leaders were trained in Gandhian simplicity and
had their feet rooted firmly amongst people whom they had mobilized – the poor farmers of
Anand. The foremost amongst them was Tribhuvandas Patel who had led the movement for the
formation of cooperatives of small and marginal farmers in order to compete against investor
owned enterprises on one hand, and keep bureaucracy away on the other hand. Tribhuvandas
was the first Chairman of the cooperative. His skills lay in organizing the village producers, in
making them believe in the power of cooperation and their rights towards improvement of
human condition. He is remembered as fair and honest person whose highest sense of
accountability to the members of the union laid the foundation of trust between network
members. Another important aspect of his remarkable management style was his gentleness
and ability to repose trust in people – he gave complete autonomy to managers of the union and
earned complete commitment from them. Verghese Kurien was one such manager who would,
first, shape the destiny of the Union and then the milk movement throughout the country.
Kurien emerged as the father of the dairy movement in India. He managed to keep the
government and bureaucrats away from the cooperative and gave shape to the modern
structure of the cooperative, worked tirelessly to establish the values of modern economics,
technology and concern for farmers within the cooperative. He interfaced with global financing
agencies to build new projects at AMUL. He worked with the Unions to bring the best of
technology to the plants. He worked with marginal village farmers to create systems that would
increase milk yields. He understood that without meeting the needs of customers he would not
be able to satisfy his obligations to the farmers. In short, Kurien shaped the destiny of the milk
movement in India through NDDB (as its Chairman) and particularly at GCMMF and
cooperatives in Gujarat. He helped build a modern organization with professional management
systems that would support the aspirations of farmers and customers. Several young people left
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better paying jobs to help create a dream of making India the milk capital of the world. Kurien
had learnt the persuasive charm of Tribhuvandas through plain speaking and had soon created
a cadre of highly capable managers to whom he had delegated both management as well as
commitment. These leaders were created at the village, district and state levels in different
organizations of the network.
Tribhuvandas knew that his fledgling cooperative needed a technocrat manager who shared his
concern for the farmers and also had the tenacity to organize marginal producers. Convincing
farmers to join the cooperative required commitment bordering on stubbornness, a can do
attitude and a desire to change lives of poor people. Verghese Kurien had those skills and had
linkages to the government. He was charismatic in his communication and committed in his
effort. Over a period of time, he developed a very close link with the poor farmers who, as he
always says, “were his employers” at the cooperative. He would travel through the villages
along with Tribhuvandas and work out the details of how the milk collection cooperative would
work, how trucks would pickup milk from village societies, how the cattle would have to be taken
care of and how all of this would help the poor milk farmer come out of poverty and the clutches
of the middleman. Operational details were meticulously planned and executed. And then, he
along with two of his close associates would work on the design of the dairy plant including
conducting experiments to create powder out of buffalo milk – a task that was ridiculed by all
who heard of it including the international aid agencies in the dairy industry. Tribhuvandas and
Kurien were able to convince the government also of the value of his efforts and secured
funding for several projects of the cooperative. He was slowly laying the foundation of a modern
dairy industry in India. Membership of the cooperative started to increase, professional
managers started to join AMUL and production capacity at AMUL started to expand (and this
expansion was done through innovative changes to processes at the plant and through
equipment designed and fabricated in-house). Kurien had transformed AMUL from a dream into
a major industrial entity – a network of plants, cooperative societies, research centers, an
institute for training future managers in rural management, secondary services like
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veterinary/artificial insemination expertise/feed factory etc. Kurien’s biggest strength lay in his
ability to convince people that the cause of rural farmers was important thus establishing an
important shared value. Subsequently, he could convince the government to replicate the AMUL
model in almost all states of the country.
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AMUL STRATEGY
AMUL’s business strategy is driven by its twin objectives of (i) long-term, sustainable growth to
its member farmers, and (ii) value proposition to a large customer base by providing milk and
other dairy products a low price. Its strategy, which evolved over time, comprises of elements
described below.
Simultaneous Development of Suppliers and Customers: From the very early stages of the
formation of AMUL, the cooperative realized that sustained growth for the long-term was
contingent on matching supply and demand. Further, given the primitive state of the market and
the suppliers of milk, their development in a synchronous manner was critical for the continued
growth of the industry. The organization also recognized that in view of the poor infrastructure in
India, such development could not be left to market forces and proactive interventions were
required. Accordingly, AMUL and GCMMF adopted a number of strategies to assure such
growth. For example, at the time AMUL was formed, the vast majority of consumers had limited
purchasing power and was value conscious with very low levels of consumption of milk and
other dairy products. Thus, AMUL adopted a low price strategy to make their products
affordable and guarantee value to the consumer. The success of this strategy is well recognized
and remains the main plank of AMUL's strategy even today. The choice of product mix and the
sequence in which AMUL introduced its products is consistent with this philosophy. Beginning
with liquid milk, the product mix was enhanced slowly by progressive addition of higher value
products while maintaining desired growth in existing products. Even today, while competing in
the market for high value dairy products, GCMMF ensures that adequate supplies of low value
products are maintained. On the supply side, as mentioned earlier, the member-suppliers were
typically small and marginal- farmers had severe liquidity problems, were illiterate and had no
prior training in dairy farming. AMUL and other cooperative Unions adopted a number of
strategies to develop the supply of milk and assure steady growth. First, for the short term, the
procurement prices were set so as to provide fair and reasonable return. Second, aware of the
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liquidity problems, cash payments for milk supply was made with minimum of delay. For the
long-term, the Unions followed a multi-pronged strategy of education and support. For example,
only part of the surplus generated by the Unions is paid to the members in the form of
dividends. A substantial part of this surplus is used for activities that promote growth of milk
supply and improve yields. These include provision of veterinary services, support for cold
storage facilities at the village societies etc. In parallel, the Unions have put in place a number of
initiatives to help educate the members.
To summarize, the dual strategy of simultaneous development of the market and member
farmers has resulted in parallel growth of demand and supply at a steady pace and in turn
assured the growth of the industry over an extended period of time.
Cost Leadership: AMUL’s objective of providing a value proposition to a large customer base
led naturally to a choice of cost leadership position. Given the low purchasing power of the
Indian consumer and the marginal discretionary spending power, the only viable option for
AMUL was to price its products as low as possible. This in turn led to a focus on costs and had
significant implications for managing its operations and supply chain practices (described later).
Focus on Core Activities: In view of its small beginnings and limited resources, it became
clear fairly early that AMUL would not be in a position to be an integrated player from milk
production to delivery to the consumer. Accordingly, it chose a strategy to focus on core dairy
activities and rely on third parties for other complementary needs. This philosophy is reflected in
almost all phases of AMUL network spanning R&D, production, collection, processing,
marketing, distribution, retailing etc. For example, AMUL focused on processing of liquid milk
and conversion to variety of dairy products and associated research and development. On the
other hand, logistics of milk collection and distribution of products to customers was managed
through third parties.
However, it played a proactive role in making support services available to its members
wherever it found that markets for such services were not developed. For example, in the initial
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stages, its small and marginal member farmers did not have access to finance, veterinary
service, knowledge of basic animal husbandry etc. Thus to assure continued growth in milk
production and supply, AMUL actively sought and worked with partners to provide these
required services. In cases where such partnerships could not be established, AMUL developed
the necessary capabilities and provided the services. These aspects are elaborated later in this
section.
Managing Third Party Service Providers: Well before the ideas of core competence and the
role of third parties in managing the supply chain were recognized and became fashionable,
these concepts were practiced by GCMMF and AMUL. From the beginning, it was recognized
that the core activity for the Unions lay in processing of milk and production of dairy products.
Accordingly, the Unions focused efforts on these activities and related technology development.
Marketing efforts (including brand development) were assumed by GCMMF. All other activities
were entrusted to third party service providers. These include logistics of milk collection,
distribution of dairy products, sale of products through dealers and retail stores, some veterinary
services etc. It is worth noting that a number of these third parties are not in the organized
sector, and many are not professionally managed. Hence, while third parties perform the
activities, the Unions and GCMMF have developed a number of mechanisms to retain control
and assure quality and timely deliveries (see the sub-section on Coordination for
Competitiveness later in the paper for more details). This is particularly critical for a perishable
product such as liquid milk.
Financial Strategy: AMUL’s finance strategy is driven primarily by its desire to be self-reliant
and thus depend on internally generated resources for funding its growth and development. This
choice was motivated by the relatively underdeveloped financial markets with limited access to
funds, and the reluctance to depend on Government support and thus be obliged to cede
control to bureaucracy. AMUL’s financial strategy may thus be characterized by two elements:
(a) retention of surplus to fund growth and development, and (b) limited/ no credit, i.e., all
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transactions are essentially cash only. For example, payment for milk procured by village
societies is in cash and within 12 hours of procurement (most, however, pay at the same time
as the receipt of milk). Similarly, no dispatches of finished products are made without advance
payment from distributors etc. This was particularly important, given the limited liquidity position
of farmer/suppliers and the absence of banking facilities in rural India. This strategy strongly
helped AMUL implement its own vision of growth and development. It is important to mention
that many of the above approaches were at variance with industry practices of both domestic
and MNC competitors of AMUL.
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AMUL MARKETING
GCMMF is the marketing arm of the network and manages the physical delivery and distribution
of milk and dairy products from all the Unions to customers. GCMMF is also responsible for all
decisions related to market development and customer management. These activities, which
range from long-term planning to medium-term and short-term operational decisions are
described below.
As mentioned earlier, introduction of new products and choice of product mix and markets
should be consistent with the growth strategy, and synchronous with growth in milk supply.
GCMMF’s demand growth strategy may be characterized by two key elements: (i) developing
markets for its high value products by graduating customer segments from low value products,
and (ii) maintaining a healthy level of customer base for its base products (low value segment).
This strategy often requires GCMMF to allocate sufficient quantity of milk supply to low value
products, thereby sacrificing additional profits that could be generated by converting the same to
high value products.
Interestingly, advertisement & promotion (a la FMCG) was not considered to be enough of value
addition and hence the budget was kept relatively small. Instead, GCMMF preferred a lower
price with emphasis on efficiency in advertising. In this context, GCMMF provides umbrella
branding to all the products of the network. For example, liquid milk as well as various milk
products produced by different Unions are sold under the same brand name of AMUL.
Interestingly, the advertising has centered on building a common identity (e.g., a happy &
healthy “cartoon” AMUL girl) and evoking national emotion (e.g., the key advertising slogan says
“AMUL - The Taste of India”).
GCMMF also plays a key role in working with the Unions to coordinate the supply of milk and
dairy products. In essence, it procures from multiple production plants (the thirteen Unions),
which in turn procure from the Village Societies registered with each Union. GCMMF distributes
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its products through third party distribution depots that are managed by distributors who are
exclusive to GCMMF. These distributors are also responsible for servicing retail outlets all over
the country. GCMMF sales staff manages this process. Retailing of GCMMF’s products takes
place through the FMCG retail network in India most of whom are small retailers. Liquid milk is
distributed by vendors who deliver milk at homes. Since 1999, GCMMF has started web based
ordering facilities for its customers. A well-defined supply chain has been developed to service
customers who order in this manner.
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OPERATIONS & SUPPLY CHAIN MANAGEMENT IN AMUL
As mentioned earlier, the strategy, design and practices in AMUL’s network are strongly driven
by the objective of establishing and operating an efficient supply chain from milk production and
procurement to product delivery to customers. Management of this network is built around two
key elements – (a) coordination of the diverse elements of the network and (b) use of
appropriate technology that includes product, process and information technology and
managerial practices and systems. In what follows, we describe various features of these
elements that have contributed to the evolution of an efficient supply chain.
Coordination for Competitiveness
Robust coordination is one of the key reasons for the success of operations involving such an
extensive network of producers and distributors at GCMMF. Some interesting mechanisms exist
for coordinating the supply chain at GCMMF. These range from ensuring fair share allocation of
benefits to various stakeholders in the chain to coordinated planning of production and
distribution. More importantly, the reason for setting up of this cooperative is not amiss to any
one in this large network organization. Employees, third part service providers, and distributors
are constantly reminded that they work for the farmers and the entire network strives to provide
the best returns to the farmers, the real owners of the cooperative. It may be remembered that
coordination mechanisms have to link the lives and activities of 2.12 million small suppliers and
0.5 million retailers!
There appear to be two critical mechanisms of coordination that ensure that decision making is
coherent and that the farmers gain the most from this effort. These mechanisms are:
• Inter-locking Control
• Coordination Agency: Unique Role of Federation
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Inter-locking Control
Each Village Society elects a chairperson and a secretary from amongst its member farmers of
good standing to manage the administration of the VS. Nine of these chairpersons (from
amongst those VS affiliated to a Union) are elected to form the Board of Directors of the Union.
The Chairperson of the Union Board is elected from amongst these members. The managing
director of the Union, who is a professional manager, reports to the chairperson and the board.
All chairpersons of all the Unions form the Board of Directors of GCMMF. The managing
director of GCMMF reports to its Board of Directors. Each individual organization, the Union or
GCMMF, is run by professional managers and highly trained staff. It must be pointed that all
members of all the boards in the chain are farmers who pour milk each day in their respective
Village Societies.
A key reason for developing such an inter-locking control mechanism is to ensure that the
interest of the farmer is always kept at the top of the agenda through its representatives who
constitute the Boards of different entities that comprise the supply chain. This form of direct
representation also ensures that professional managers and farmers work together as a team to
strengthen the cooperative. This helps in coordinating decisions across different entities as well
as speeding both the flow of information to the respective constituents and decisions.
Coordination Agency: Unique Role of the Federation
In addition to being the marketing and distribution arm of the Unions, GCMMF plays the role of a
coordinator to the entire network within the State – coordinating procurement requirements with
other Federations (in other states), determining the best production allocation for its product mix
from amongst its Unions, managing inter-dairy movements, etc. It works with two very clear
objectives: to ensure that all milk that the farmers produce gets sold in the market either as milk
or as value added products and to ensure that milk is made available to an increasingly large
sections of the society at affordable prices. In addition, it has to plan its production at different
Unions in such a way that market requirement matches with unique strengths of each Union and
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that each of them also gets a fair return on its capacity. In this regard, GCMMF follows an
interesting strategy. GCMMF, in consultation with all the Unions, decides on the product mix at
each Union location. Some considerations that govern this choice are the strengths of each
Union, the demand for various products in its region as well as the country, long term strategy of
each Union, procurement volumes at different Unions, distribution costs from various locations
etc. Demand for daily products and supply of milk vary with the season. Further, demand and
supply seasons run counter to each other making the planning problem more complex. In
making allocations to Unions, GCMMF is guided by two main objectives – (i) maximizing the
network surplus, and (ii) maintaining equity among unions for the surplus realized. In this
regard, very often GCMMF is willing to sacrifice realizable surplus and allocate products to “less
efficient” Unions in order to achieve better balance in surpluses accruing to the Unions.
Technology for Effectiveness
Service to customers required the following: better and newer “products”, “processes” that
would deliver the low cost advantage to the network and “practices” that would ensure high
productivity and delivery of the right product at the right time. Thus technology or knowledge
that was embodied in products, processes, and practices became an important factor in
delivering effectiveness to the network of cooperatives. One distinguishing feature of AMUL (in
comparison with other similar cooperatives globally) is the large variety in their product mix.
Producing them not only requires diverse skills but also knowledge of different types of
processes. AMUL dairy led the way in developing many of these products and establishing the
processes for other member Unions.
Equally impressive are the achievements on process technology. While several continuous
innovations to equipment and processes have been done at AMUL, the most significant one has
been the development of processes for using buffalo milk to produce a variety of end products.
Gujarat (and most of India) is a buffalo predominant area. As more farmers joined the
cooperatives, the need to develop a mechanism for storage of increasing quantities of milk
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became intense. Moreover, the cooperative was established on the promise that it would buy
any quantity of milk that a member farmer wanted to sell. The need to store milk in powder form
increases as excess milk quantities in winter seasons could then be used in lean summer
seasons. Moreover, demand for liquid milk was not growing along with growth in milk
production. No technology, however, existed worldwide to produce powder from buffalo milk.
Engineers at AMUL successfully developed a commercially viable process for the same – first
time in the history of global diary industry. Subsequently, it also developed a process for making
baby food out of this milk powder. It has also developed a unique process for making good
quality cheese out of buffalo milk thereby converting a perceived liability into a source of
comparative advantage – the task was done through process technology research. Most of its
plants are state of art and automated. Similar efforts in the area of “embryo transfer technology”
have helped create a high yield breed of cattle in the country. AMUL’s innovations in the areas
of energy conservation and recovery have also contributed to reduction in cost of its operations.
AMUL also indigenously developed a low cost process for providing long shelf life to many of its
perishable products. TQM at the grassroots has been a strong movement to develop
leadership, operational and strategic capabilities in the entire network – farmers, village
cooperatives, dairy plants, distributors and wholesalers and retailers. Key elements of this TQM
movement have been:
Friday Departmental Meetings: Each Friday, at a prescribed time, every one in the network
(from the farmers to the carry & forwarding agents) joins their respective departmental meeting
to discuss quality initiatives and share policy related information.
Training for Transformational Leadership so that individuals are able to control their
thoughts, feelings and behavior and take more responsibility in one’s life and
surrounding environment.
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Application of Hoshin Kanri principles to bring about a bottom-up setting of objectives –
aligning policies for effective management of Unions & village societies on hand with
those of channel member on the other hand. ISO/HACCP certification was obtained for
all the Unions and each village society is in the process of obtaining the same.
Training for farmers and their families emphasizing the need for good health care for not
only cattle during its pregnancy and feeding but also for expecting and feeding mothers
and the whole family. This effort has brought about a significant social change towards
such issues in villages that have cooperative milk societies.
Retail Census: GCMMF undertakes a census of all retail outlets (over 500,000) to
evaluate customer perceptions and distribution efficacy of their network. Interestingly,
this is being done by wholesalers in their respective territories at their own cost. This
information is used for policy deployment exercise. The extent of IT usage includes a
B2C ordering portal, an ERP based supply chain planning system for the flow of material
in the network, a net based dairy kiosk at some village societies (for dissemination of
dairy related information), automated milk collection stations at village societies and a
GIS based data network connecting villages societies to markets. Milk collection
information at more than 10,000 villages is available to all dairies (or Unions) to enable
them make faster decisions in terms of production & distribution planning, and disease
control in more than 6,700,000 animals. Similarly, this is linked with information at all 45
distribution offices and 3900 distributors. This network is being extended to cover all
related field offices in the network. The GCMMF cyber store delivers AMUL products at
the doorsteps of the consumers in 125 cities across the country.
What is remarkable about the above is implementation of very contemporary practices in rural
areas where both education and infrastructure are generally low. One of the key sources of
competitive advantage has been the ability of the cooperative to continuously implement good
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practices across all elements of the network – the federation, unions, village societies and the
distribution channel. Whether it is implementation of small group activities or quality circles at
the federation or SPC and TQM at the Unions or housekeeping and good accounting practices
at the village societies level, the network has developed very interesting ways of rolling out
improvement programmes across different entities. While these programs may not be very
unique, the scale is impressive. One of the key strengths of GCMMF & AMUL can surely be
characterized as development of processes that allow them to implement these practices across
a large number of members.
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GROWTH AND CHALLENGES OF AMUL
From its inception with the formation of its first milk cooperative, AMUL network has sustained
an impressive growth rate for more than 50 years culminating in the emergence of Indian dairy
industry as the world’s leading milk producer. However, it is unclear whether AMUL’s strategy
and practices that have worked well for long can maintain this growth trajectory in a changing
environment with globalization and increased competition. In this section we describe some of
AMUL’s initiatives and discuss briefly opportunities for growth and challenges that need to be
overcome.
AMUL’s growth during the past five decades has been fuelled primarily by growth in milk supply
with corresponding pricing strategy to generate demand. This growth has been sustained by a
two-pronged strategy – (a) growth in the number of member farmers by widening its coverage
with more village societies and increasing the membership in each society, and (b) growth in per
capita milk supply from its members. This growth is achieved by increasing milk yields and by
helping members raise their investments in cattle. It is worth noting that AMUL has funded these
support activities from its earnings (instead of repatriating them to the members either as
dividends or with a higher procurement price). It is expected that AMUL’s growth in the
immediate future will continue to rely on this strategy. However, in the new emerging
environment, several challenges have become apparent and AMUL network needs to evolve
proactive mechanisms to counter these threats. First, competitors are cutting into milk supply by
offering marginally higher procurement prices thereby challenging the practice of provision of
services for long-term growth in lieu of higher prices in the short-term. Second, for a section of
its membership, dairy activity is a stepping-stone for upward mobility in the society. Typically,
such members move on to other occupations after raising their economic position through milk
production. As a result, AMUL is unable to realize the full benefits of its long-term strategy, and
finds new members (mostly marginal farmers) to replace those who have higher potential and
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capacity. While this is a welcome development for the society as a whole, it is unclear whether
AMUL would be able to sustain it in the light of increased competition.
By progressively increasing the share of higher value products AMUL has been able to grow at
a faster rate than the growth in milk supply. AMUL has been rather cautious in implementing this
strategy and has always ensured retention of its customer base for liquid milk and low value
products. With slowdown in the growth of milk supply this strategy is likely to come under
pressure and AMUL will be forced to make some hard choices. More important, it is fairly clear
that its low price, cost efficient strategy may not be appropriate for the high value segment.
Thus, AMUL may have to adopt a dual strategy specific to its target markets, which in turn may
lead to dilution in focus.
A part of AMUL’s growth has come from diversification into other agri-products such as
vegetable oils, instant foods etc. In some of these initiatives AMUL adapted its successful
cooperative organization structure, but the experience to date has been somewhat mixed. More
recently, the network is exploring conventional joint venture arrangements with suitable partners
for diversification into areas such as fast food and speciality chocolates. While it is too early to
assess the success of these ventures, challenges involved are becoming quite visible. For
example, diversification has resulted in expansion of the network with disparate elements, each
motivated by their own objectives. This in turn has led to a lack of focus within the network and
dilution in the commonality of purpose. These developments are likely to have serious
implications for coordination and control in the network. More important, shared vision and
common goal was one of the main planks of AMUL’s growth during the past 50 years, and its
dilution is likely to adversely impact the network performance.
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AMUL ORGANIZATION
Gujarat Cooperative Milk Marketing Federation
GCMMF: An Overview
Gujarat Cooperative Milk Marketing Federation (GCMMF) is India's largest food products
marketing organisation. It is a state level apex body of milk cooperatives in Gujarat which aims
to provide remunerative returns to the farmers and also serve the interest of consumers by
providing quality products which are good value for money.
Organisation structure
It all started in December 1946 with a group of farmers keen to free themselves from
intermediaries, gain access to markets and thereby ensure maximum returns for their efforts.
Based in the village of Anand, the Kaira District Milk Cooperative Union (better known as Amul)
expanded exponentially. It joined hands with other milk cooperatives, and the Gujarat network
now covers 2.12 million farmers, 10,411 village level milk collection centers and fourteen district
level plants (unions) under the overall supervision of GCMMF.
There are similar federations in other states. Right from the beginning, there was recognition
that this initiative would directly benefit and transform small farmers and contribute to the
development of society.
Markets, then and even today, are primitive and poor in infrastructure. Amul and GCMMF
acknowledged that development and growth could not be left to market forces and that
proactive intervention was required. Two key requirements were identified. The first, that
sustained growth for the long term would depend on matching supply and demand. It would
need heavy investment in the simultaneous development of suppliers and consumers.
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Second, that effective management of the network and commercial viability would require
professional managers and technocrats.
To implement their vision while retaining their focus on farmers, a hierarchical network of
cooperatives was developed, which today forms the robust supply chain behind GCMMF's
endeavors. The vast and complex supply chain stretches from small suppliers to large
fragmented markets.
Management of this network is made more complex by the fact that GCMMF is directly
responsible only for a small part of the chain, with a number of third party players (distributors,
retailers and logistics support providers) playing large roles.
Managing this supply chain efficiently is critical as GCMMF's competitive position is driven by
low consumer prices supported by a low cost system.
Members: 13 district cooperative milk producers' Union
No. of Producer Members: 2.6 million
No. of Village Societies: 12,792
Total Milk handling capacity: 10.16 million litres per day