Dairy Sector in India

Opportunities in Key States and Products

1
 Dairy Sector in India
2 Opportunities in Key States and Products
TITLE Dairy Sector in India – Opportunities in Key States and Products

YEAR October, 2016

AUTHORS Food and Agribusiness Strategic Advisory & Research (FASAR), YES BANK

No part of this publication may be reproduced in any form by photo, photoprint, microfilm or any other means without
COPYRIGHT the written permission of YES BANK Ltd. & Embassy of the Kingdom of the Netherlands.

This report is the publication of YES BANK Limited (“YES BANK”) & Embassy of the Kingdom of the Netherlands and so
YES BANK & Embassy of the Kingdom of the Netherlands have editorial control over the content, including opinions,
advice, statements, services, offers etc. that is represented in this report. However, YES BANK & Embassy of the Kingdom
of the Netherlands will not be liable for any loss or damage caused by the reader’s reliance on information obtained
through this report. This report may contain third party contents and third-party resources. YES BANK & Embassy of the
Kingdom of the Netherlands takes no responsibility for third party content, advertisements or third party applications
that are printed on or through this report, nor does it take any responsibility for the goods or services provided by its
advertisers or for any error, omission, deletion, defect, theft or destruction or unauthorized access to, or alteration of,
any user communication. Further, YES BANK & Embassy of the Kingdom of the Netherlands does not assume any respon-
sibility or liability for any loss or damage, including personal injury or death, resulting from use of this report or from any
content for communications or materials available on this report. The contents are provided for your reference only.

The reader/ buyer understands that except for the information, products and services clearly identified as being supplied
by YES BANK & Embassy of the Kingdom of the Netherlands, it does not operate, control or endorse any information,
products, or services appearing in the report in any way. All other information, products and services offered through the
report are offered by third parties, which are not affiliated in any manner to YES BANK & Embassy of the Kingdom of the
Netherlands.

The reader/ buyer hereby disclaims and waives any right and/ or claim, they may have against YES BANK & Embassy of
DISCLAIMER the Kingdom of the Netherlands with respect to third party products and services.

All materials provided in the report is provided on “As is” basis and YES BANK & Embassy of the Kingdom of the Nether-
lands makes no representation or warranty, express or implied, including, but not limited to, warranties of merchanta-
bility, fitness for a particular purpose, title or non – infringement. As to documents, content, graphics published in the
report, YES BANK & Embassy of the Kingdom of the Netherlands makes no representation or warranty that the contents
of such documents, articles are free from error or suitable for any purpose; nor that the implementation of such contents
will not infringe any third party patents, copyrights, trademarks or other rights.

In no event shall YES BANK & Embassy of the Kingdom of the Netherlands or its content providers be liable for any
damages whatsoever, whether direct, indirect, special, consequential and/or incidental, including without limitation,
damages arising from loss of data or information, loss of profits, business interruption, or arising from the access and/or
use or inability to access and/or use content and/or any service available in this report, even if YES BANK & Embassy of
the Kingdom of the Netherlands are advised of the possibility of such loss.

Maps depicted in the report are graphical representation for general representation only.

This study has been done basis a pre decided scope of work between YES BANK and Embassy of the Kingdom of the
Netherlands with the objective of achieving specified outcome and does not cover all aspects/all opportunities pertain-
ing to the dairy sector in India.

YES BANK Ltd. Netherlands Embassy in

Registered and Head Office New Delhi

9th Floor, Nehru Centre, 6/50 F, Shantipath,

Dr. Annie Besant Road, Chanakyapuri
Worli, Mumbai - 400 018 New Delhi – 110021
Tel : +91 22 6669 9000 Tel: : (+91) 011 2419 7605
CONTACTS Fax : +91 22 2497 4088 Email : [email protected]

Northern Regional Office

48, Nyaya Marg, Chanakyapuri
New Delhi – 110 021
Tel : +91 11 6656 9000/0124-4619008
Email : [email protected]
Website : www.yesbank.in

Dairy Sector in India

Opportunities in Key States and Products
3
 Dairy Sector in India
4 Opportunities in Key States and Products
 Message

Over the past 50 years, the diary sector in the Netherlands has seen incredible transformation. In the
1960s, the average dairy-producing farm had approximately 9 cows, which is quite similar to the current
situation in many parts of India. The two decades thereafter saw a shift from mixed farming to specialized
farming; which continues to this day. As a result of this farm intensification, the average Dutch dairy
farm has approximately 70 animals today; a staggering increase of more than 630%!Factors such as
mechanization and the high use of inputs such as fertilizers and feed have all played their role in this
astounding transformation.

The dairy sector in the Netherlands is the story of self-organization, accepting challenges, adapting to the
need of the market and a dramatic transformation in a single generation. The so-called ‘Approach of the
Netherlands’ where the private sector, Government, and research institutes work together on innovative
solutions.

Whilst the increase in productivity has been an important factor in the Dutch dairy industry, sustainably
increasing production is of even greater importance. The mantra of the Sustainable Dairy Chain goes
“If you can’t measure it you can’t manage it.” The different stakeholders of the Sustainable Dairy Chain
emphasize the following goals: the Dutch dairy chain targets a 20% reduction in greenhouses gases
by 2020, the improvement in livestock health and welfare, preservation of grazing, and the protecting
biodiversity and the environment. All are goals that the stakeholders strive to attain to ensure the Dairy
Chain becomes more sustainable.

The Indian dairy sector is very diverse and at the same time, is at different stages of development in
different parts of the country. India has some very well organized co-operatives, foreign and domestic
companies. How they develop their supply chains and product lines varies from player to player. Then
there are also the government organizations which have their own programs for small scale farmers. All
have their different challenges.

This study is a joint effort of the Agriculture Department of the Embassy of Kingdom of the Netherlands,
New Delhi and Yes Bank reflecting on the recent developments that have undergone in the sector of dairy
focusing on states like Uttar Pradesh, Andhra Pradesh & Telangana and Maharashtra.

I congratulate YES BANK for their dedicated efforts in bringing out this volume whose work shaped this
piece. We have no doubt it will be useful to policy analysts, policymakers, the research & development
community at large. This study will also help to achieve commercial success by collaborating on mutually
identified development projects & will contribute to respective bilateral goals for both India and
Netherlands.

Wouter Verhey
Agricultural Counsellor
Netherlands Embassy in New Delhi

Dairy Sector in India

Opportunities in Key States and Products
5
 Dairy Sector in India
6 Opportunities in Key States and Products
 Foreword

India is the world’s largest dairy producer, with 156 Mn MT of annual milk production, contributing over
18 % of global production. Dairy is Indian agriculture’s single largest sub sector in value terms, generating
annual revenue of over USD 70 Bn. Demographic dividend, changing lifestyle patterns, rise in disposable
incomes, structural food habit changes and improved health consciousness are key growth drivers fuelling
development of the dairy industry in India.

Multiple opportunities exist in India, across the post-production dairy value chain, in areas of storage,
procurement, processing and packaging technologies. These opportunities offer tremendous scope
for technology suppliers, processors and service providers to tap into one of the world’s largest dairy
markets. While, at the backend, private and cooperative dairy processors are actively investing in
procurement infrastructure for consistent availability of good quality milk, at the front, the industry is
rapidly diversifying into high-margin, value-added dairy products such as cheese, Ultra High Temperature
(UHT) milk, ice cream and flavoured milk.

This YES BANK - Embassy of the Kingdom of Netherlands study ‘Dairy Sector in India: Opportunities in Key
States and Products’ provides an in-depth overview of the Indian dairy market and captures key potential
opportunities across the post-harvest dairy value chain, both in terms of geographical as well as product-
based opportunities. Additionally, the study profiles the milk production scenario, value chain structure,
processing infrastructure scenario as well as recent developments and opportunities in key States of Uttar
Pradesh, Andhra Pradesh, Telangana and Maharashtra. On the product front, cheese and UHT milk have
been profiled in detail across market opportunity, competitive landscaping, products variants, key trends
& key product technology suppliers fronts.

I am confident that the study will be of immense value to the Dutch dairy industry in recognizing the vast
potential of India’s dairy market, thereby enabling strong partnership opportunities between India and
the Netherlands in the sector.

Sincerely,

Rana Kapoor
Managing Director & CEO
Chairman

Dairy Sector in India

Opportunities in Key States and Products
7
 Dairy Sector in India
8 Opportunities in Key States and Products
Contents
Dutch Dairy Industry 5

1 Executive Summary 6

2 Overview of Dairy Industry in India 9

2.1 Milk Production Scenario in India 10

2.2 Milk Processing Infrastructure 11
2.3 Dairy Market in India 11
2.4 Exports of Dairy Products 13

3 Dairy Industry Scenario in Selected States 14

3.1 Dairy Industry in Uttar Pradesh 15

3.1.1 Milk Production Scenario in Uttar Pradesh 15

3.1.2 Dairy Value Chain in Uttar Pradesh 16
3.1.3 Milk Processing Infrastructure in Uttar Pradesh 19
3.1.4 Recent Dairy Sector Developments in Uttar Pradesh 22

3.2 Dairy Industry in Andhra Pradesh and Telangana 24

3.2.1 Milk Production Scenario in Andhra Pradesh and Telangana 24

3.2.2 Dairy Value Chain in Andhra Pradesh & Telangana 25
3.2.3 Milk Processing Infrastructure in Andhra Pradesh and Telangana 28
3.2.4 Recent Dairy Sector Developments in Andhra Pradesh & 30
Telangana

3.3 Dairy Industry in Maharashtra 32

3.3.1 Milk Production Scenario in Maharashtra 32

3.3.2 Dairy Value Chain in Maharashtra 33
3.3.3 Milk Processing Infrastructure in Maharashtra 36
3.3.4 Recent Dairy Sector Developments in Maharashtra 37

3.4 Key Challenges across States 39

3.5 Potential Opportunities in Post Harvest Dairy Value Chain in 40

Selected States

Dairy Sector in India

Opportunities in Key States and Products
9
Contents

4 Assessment of Selected Products 42

4.1 Cheese 43
4.1.1 Cheese Market in India 43
4.1.2 Competitive Landscape 45
4.1.3 Cheese Variants Available in Indian Market 47
4.1.4 Key Trends in Cheese Market 48
4.1.5 Distribution Format 49
4.1.6 Key Technology Suppliers of Cheese in India 49

4.2 Ultra High Temperature (UHT) Milk 51

4.2.1 UHT Milk Market in India 51

4.2.2 Competitive Landscape 51
4.2.3 UHT Milk Variants Available in Indian Market 52
4.2.4 Key Trends in UHT Milk Market 52
4.2.5 Key Technology Suppliers of UHT Milk in India 53

4.3 Potential Opportunities in Cheese and UHT Milk Market in India 55

Dairy Sector in India

10 Opportunities in Key States and Products
Opportunities and Challenges of Dairy
Processing Sector in India

“India is the leading milk producer in world,

producing approximately 19% of the world’s total
milk. Milk production in India is continuously
increasing at a considerable rate. However, owing
to factors such as increasing population, increasing
income and consumer’s awareness, changing
lifestyles and increasing expenditure on health the
demand for milk has increased significantly. Thus,
the primary challenge ahead of milk producers
is to increase the milk production corroborating
the increasing demand of milk. Majority of milk
produced in India is consumed either as liquid milk
or converted to traditional indigenous products
but the manufacturing is largely scattered and
unorganized. Thus, substantial scope lies in
organized production of these indigenous products
and extension of their shelf life, and to make these
products available throughout the country. This
will also cater to the needs of Indian diaspora
round the globe. Further, the increasing emphasis
on functional foods has also resulted in increasing
the demand of milk derived nutraceuticals. Milk is
known to possess numerous nutraceuticals and the
challenge for the milk processors is to isolate and
fractionate these nutraceuticals at commercial scale
and make them available for the food industry to
harness their benefits. Further, the nutraceutical
values of non bovine milk remain completely
unexploited.”

Dr. A.K. Srivastava, Director

ICAR-National Dairy Research Institute
Deemed University, Karnal-132 001, Haryana, India

Dairy Sector in India

Opportunities in Key States and Products
11
 Dairy Sector in India
12 Opportunities in Key States and Products
Dutch Dairy Industry

Dairy Sector in India

Opportunities in Key States and Products
1
Dutch Dairy Industry
Dairy is one of the most important agricultural sectors for the Netherlands. Dairy farming and processing
are generating tens of thousands of jobs and adding billions of Euros in revenue to the Dutch economy. In
2014, Dutch dairy farming and the dairy industry had a production value of EUR 5 billion and EUR 7 billion,
respectively. The sector’s size is about 1/6 of the total Dutch food industry generating about 45,000 full
time jobs. The introduction of the milk quota scheme in Europe in the early eighties curbed productivity
improvements in dairy farming that were achieved through expansion. This led to accelerated devel-
opment of operational efficiency, which was reflected in a steadily decreasing dairy herd and growing
productivity per cow in the country. Investments in more effective roughage production, improved feed
quality and genetic selection via breeding programmes were responsible for this.

18,000 farms and 1.6 million cows produce 12.7 billion kilos of milk per year. The Netherlands accounts
for 8% of European milk production, fifth after Germany, the United Kingdom, France and Poland. 28
companies and 52 factories in the Netherlands process 98% of raw milk into dairy products like cheese,
butter, pasteurized milk and milk powder. Most of the milk is processed within a cooperative structure.
The largest cooperative, Friesland Campina, is in the top ten of dairy companies worldwide.

Cheese is by far the most important product category for the Dutch dairy sector contributing to almost
56% of the total milk utilization followed by milk powder and drinking and fresh milk products. The Neth-
erlands has a long tradition of dairy consumption. Milk, cheese, yoghurt and dairy desserts are part of
the daily diet for many Dutch people. Dutch per capita cheese consumption has for years exceeded the
(relatively high) European average.

The European Union is the main destination for Dutch dairy products, accounting for more than two
thirds of the total value of exports. Trade with Germany alone accounts for almost 24%. The Netherlands
is also the most active EU member state in the world market, with a share of over 5% in world trade. The
main destinations outside the EU are Russia, China, Nigeria and Saudi Arabia. Cheese remains by far the
most important export product, accounting for over 46% of the value of exports.

Dairy Sector in India

2 Opportunities in Key States and Products
The end of the milk quota in 2015 marks the beginning of another new era in the history of the Dutch
dairy sector. This new phase will see opportunities arise from the growing global demand, and the Dutch
dairy sector will continue to play a major role in the Netherlands’ economy and export.

India has a need for high-level technology and knowledge to improve the efficiency and quality of the
dairy chain. Dutch companies can play an important role here. Dutch expertise and technology in the
area of the whole dairy chain is innovative and unique, given the reputation of The Netherlands of being
the world’s best performing dairy nation in terms of efficiency, sustainability and integral approach to the
dairy chain.

Dairy Sector in India

Opportunities in Key States and Products
3
 Dairy Sector in India
4 Opportunities in Key States and Products
1 Executive Summary

Dairy Sector in India

Opportunities in Key States and Products
5
1 Executive Summary
India is the world leader in milk production, producing around 156 million MT of milk and growing at a
CAGR of 4%. The Indian dairy market is amongst the largest and fastest growing markets in the world.

The growing population, changing lifestyle patterns, increasing disposable incomes and increasing health
consciousness are the key growth drivers for milk and milk products in India. To tap this surging demand,
most dairy players have entered the processed dairy products market with introduction of value added
products like ice cream, flavored yogurt, butter (with variants), flavored milk, cheese etc. New value added
dairy products, innovative packaging, cold chain and new processing technologies offer tremendous
potential for technology suppliers, processors as well as service providers.

This report has been prepared basis an agreed scope of services with The Embassy of Netherlands.
The report gives an overview of dairy market in India, dairy development in selected states, market of
shortlisted products and potential opportunities in post harvest dairy value chain of selected states and
products.

States and products were shortlisted to find out major potential opportunities in dairy value chain. Uttar
Pradesh (UP), Maharashtra and combined states of Andhra Pradesh & Telangana (AP&TS) are selected for
the study basis criterions of milk production, compounded annual growth rate (CAGR) of milk production
in last five years, processing infrastructure and geographical representation. UHT Milk and Cheese are
selected for the study basis market size, growth rates, available Dutch expertise and requirement of
foreign technologies.

Dairy Sector in India

6 Opportunities in Key States and Products
A comparative on major parameters related to milk production and processing for UP, AP&TS and
Maharashtra is given in the table below.

Exhibit 1: Comparative on major parameters related to milk production and processing for UP, AP&TS
and Maharashtra

Parameter Unit UP AP&TS Maharashtra India

Milk production million MT 26.1 14.6 9.7 155.5
Share of indigenous cow milk % 18% 9% 14% 21%
Avg. yield for indigenous cow per animal per kg per day 2.6 2.1 1.8 2.5
Share of cross bred cow milk % 7% 20% 41% 25%
Avg. yield for cross bred cow per animal per kg per day 7.1 7.4 7.2 6.8
Share of buffalo milk % 69% 71% 42% 51%
Avg. yield for buffalo per animal per kg per day 4.5 4.7 4.4 4.9
CAGR of milk production
% 3.7% 4.6% 3.3% 3.7%
(20010-11 to 2014-15)
Per capita milk availability Grams per day 318 413 219 307
Total milk processing capacity million liters per day 25.0 7.8 26.6 120.6
Share of private sector capacity % 90% 59% 73% 61%
Source: Basic Animal Husbandry & Fisheries Statistics, 2013 & 2014, YES BANK Analysis

Uttar Pradesh (UP) - Uttar Pradesh is the highest milk producing state of the country with production
of 25.2 million MT (2014-2015) of milk. Approximately 30% of milk in UP is routed through organized
channel and rest through unorganized channels like local milk vendors. Organized milk market in UP is
dominated by liquid milk, powder and ghee with small contributions from fresh milk products like curd,
butter milk and paneer.

The private sector has strong presence in the state with processing capacity of 22.6 million liters per day
(about 90% of total milk processing capacity). Some of the large private players operating in the state
are VRS Dairy, SMC Foods and Gopaljee Dairy. As per industry discussions, many private players have
established milk processing plants in recent years. Namaste India is one of the major players in the state
which has established its processing facility of capacity 900,000 liters/day in 2013. Major investments in
the state are also happening to establish and strengthen milk procurement infrastructure.

Andhra Pradesh and Telangana (AP&TS) – AP&TS contributed 9.5% of India’s total milk production in
2014-15. AP&TS has recorded highest growth of around 6-8% per annum in terms of milk production and
per capita availability in the last five years.

About 28-30% of the total milk production in AP&TS is under organized sector; approximately 40% is
retained at village level and 30-32% still being marketed through informal channels. Of the marketable
surplus, 60% of milk in the state is sold as liquid milk, 40% as other value added product such as Powder,
Curd, Ice-cream, Butter & Cream etc. Private sector has a share of 59% in the total milk processing capacity
of the state. Some of the major private players operating in AP&TS are Tirumala Milk Products Pvt. Ltd.,
Heritage Foods, Dodla Dairy and Creamline Dairy. AP&TS are one of the most dynamic markets going
through expansion, consolidation as well as mergers & acquisitions such as Godrej Agrovet Ltd. (GAVL)
buying out additional 26% stake in Creamline Dairy and Lactalis France venturing into Indian market by
acquiring Tirumala Milk Products Ltd.

Dairy Sector in India

Opportunities in Key States and Products
7
Maharashtra – Maharashtra produced 9.4 million MT (2014-2015) of milk during 2014-15 and is the
7th largest state in India in terms of milk production. The total registered milk processing capacity in
Maharashtra is 26.6 million liters per day with 58% under private sector. Some of the major private players
operating in the state are Parag Dairy, Schreiber Dynamix and Prabhat Dairy.

Some of the key opportunities that emerged during discussion with industry players and technology
suppliers in the dairy value chain in selected states are listed below.

• Milk Procurement - Processors are investing in back end infrastructure to ensure availability of
good quality raw milk. Companies also engage closely with farmers to provide veterinary and para-
veterinary support, cattle breeding and nutrition management, to ensure better health of cattle and
quality milk supply. Hence there is need for new technologies in adulterants testing, chilling and
storage of raw milk along with technical expertise in farm management practices.

• Processing - Companies are diversifying into high margin value added products like Cheese,
UHT milk, Ice cream, Whey based products etc. Majority demand of the traditional Indian dairy
products like Curd, Paneer and Butter Milk is catered by the unorganized sector. With gradual shift
of consumer towards packaged dairy products there will be demand for new economically viable
technologies for manufacturing of these products.

• Packaging – There is potential to introduce new packaging format for dairy products in the market.
Companies are looking out for innovative packaging solutions which are economically viable for
value added dairy products like cheese, long shelf life milk, ice cream, flavored milk etc. to ensure
better quality and improved shelf life.

Cheese and UHT Milk Market in India

Cheese market in India is estimated at 33,200 MT and valued at USD 224 million in 2015. Both retail and
institutional market has equal contribution of about 50%. The Indian cheese market grew at a CAGR
of 24.5% during 2010 to 2015, reaching a value of USD 224 million. The growth was mainly driven by
the urban population, which accounted for about 80-90% of the total cheese consumption in India. The
key players in the organized segment of the cheese market are Amul, Parag Milk Foods and Britannia
accounting for 42%, 32% and 9%, respectively, of the cheese market.

UHT milk is a high value added dairy product and its market is growing with the increase in household
income and urbanization. It is still a niche market but more consumers are experimenting with UHT milk
due to its longer shelf life and ease of use. Total retail and food service market size of UHT milk in India is
estimated at 241,200 MT in 2015. Retail sale has a higher share of 75% while foodservice sale contributes
to remaining 25%. Two largest dairy cooperatives in India, Gujarat Co-operative Milk Marketing Federation
Ltd (GCMMF) and Karnataka Cooperative Milk Producers Federation Ltd. (KMF) hold the largest share of
35% and 23% respectively in UHT milk market in 2015.

Multiple opportunities exist for development of new packaging formats, low cost processing and packaging
machinery in cheese and UHT milk market.

Dairy Sector in India

8 Opportunities in Key States and Products
2 Overview of Dairy
Industry in India

Dairy Sector in India

Opportunities in Key States and Products
9
2 Overview of Dairy Industry in India
Indian dairy market is amongst the largest and fastest growing market in the world. India has been able to
maintain its numero uno position in milk production during the past 18 years and milk production during
2015-16 stands at 155.5 million MT. Milk production recorded about 4% CAGR during the last five years.
Strong farm gate prices and rising domestic demand for value-added dairy products are the major factors
providing impetus to a steady increase in milk production.

Exhibit 2: Trend in total milk production in India

Source: Basic Animal Husbandry & Fisheries Statistics, 2014, PTI

Dairy Sector in India

10 Opportunities in Key States and Products
Growth in milk production in India outpaced other large milk producing nations such as the United States
of America and China, which recorded only 2-3% CAGR during the past five years. However, per capita
availability (302 grams/day) in India is significantly low compared with developed countries (831 grams/
day).

Exhibit 3: Cow and Buffalo milk production of top 10 countries in 2013

140 130.6
120
100 91.3
in million MT

80
60
38.4 38.3 34.3
40 31.1 30.3
23.7 18.9 16.7
20
-
a

ce
in ric s

y
d

il

d
Ch me tate
di

ta

tio
an

ke
az
an

an
an
In

kis

r
m
Br

ra
a, a
nl

al

Tu
Fr
A S

r
Pa

de

Ze
ai

Ge
of ted

Fe

w
i
Un

Ne
n
ia
ss
Ru

Source: FAOSTAT

Though India is the largest milk producing country but milk yield in the country is still very less as compared
to other top milk producing countries like USA, Germany, France and New Zealand. High milk production
in India is attributed to large population of cattle rather than good milk yields. Cow milk yield across the
world’s top milk producing countries is depicted in the graph below.

Exhibit 4: Cow milk yield across world’s top milk producers (2013)

Source: FAOSTAT

Dairy Sector in India

Opportunities in Key States and Products
11
2.1 Milk Production Scenario in India
Uttar Pradesh is the highest milk producing state contributing approximately 17.2% of the total milk
production. Top 10 milk producing states together accounted for close to 80% of milk produced during
2014-15.

Exhibit 5: Top milk producing state in India during 2014-15

Source: Indiastat
Andhra Pradesh excluding new state of Telangana

2.2 Milk Processing Infrastructure

Milk processing capacity in the country has increased over the years due to increase in demand of good
quality, hygienic and packaged milk and milk products. The registered processing capacity of plants was
120.5 million liters as on 31st March 2011. Of the total milk processed in the country, 65% to 70% is sold
as liquid milk. The rest is processed into dairy products like cheese, butter, ghee, ice cream, curd etc.

Dairy cooperatives account for the major share of processed liquid milk marketed in India. According to
National Dairy Development Board (NDDB), there were around 160,000 village dairy cooperative societies
in the country in 2013-14 through which 12.5 million MT of milk was procured. At the end of March 2011,
1,065 units (including cooperatives, private and Government) were registered. Processing capacity of
private players was highest at 73.3 million litres per day (61%) followed by cooperatives at 43.3 million
liters per day (36%) and government players (3%).

Dairy Sector in India

12 Opportunities in Key States and Products
Exhibit 6: State wise capacities of cooperatives and private dairy as on March 2011

30000

25000
in '000 litres per day

20000

15000

10000

5000

0
h

ra

Ra sh

sh

a
ab

rs
u
at

i
ak

lh

an
es

ha
ad

he
ht

ar

de
nj

De
at
ad

ad

ry
st
il N
as

Pu

Ot
ra
Gu

rn
ja

Ha
Pr

Pr
ar

aP
m

Ka
ah
r

ra
Ta
ta

hy
dh
M
Ut

ad
An

Private Cooperative
Source: Department of Animal Husbandry, Dairying and Fisheries 2013

2.3 Dairy Market in India

The dairy industry in India is still predominantly unorganized with approximately 30% of marketable
milk being routed through the organized channel (2014). Private players account for approximately
55% of marketable surplus milk routed through the organized channel and rest 45% is procured by the
cooperatives.

30%
45%
46%
54% 55%
70%

Self Consumption Organized Private Players

Marketable Milk Unorganized Cooperative &
Government

Source: IMARC

The Indian dairy industry was estimated at around INR 4,695 billion (USD 70 billion)1 in 2014-15. Steep
rise in farm gate prices of milk coupled with increasing consumption of value added dairy products has
resulted in greater value growth than that of volume growth in the sector.

Fluid milk accounts for the largest product category accounting for approximately 60% of total dairy
market. Ghee, paneer and khoa are the three other largest product categories. However, majority of
these products are sold in unorganized segment which accounts for more than 90% in these products
category.
1
CRISIL Research

Dairy Sector in India

Opportunities in Key States and Products
13
Exhibit 7: Market share of dairy products (2014-15)

0.3%
3% 1%
0.5% 1%
Milk
5% Ghee
6%
Paneer
6% Khoa
Curd and Yoghurt
Butter
19% Butter milk and Lassi
58% Cheese
Ice-cream
Milk Powder

Source: CRISIL Research

The dairy industry is expected to grow at 12-13% CAGR between 2015-16 and 2017-18. This growth will
be mainly driven by rise in milk prices as well as change in product mix due to more focus on value added
products.

2.3.1 Major Players in Retail Dairy Market

Gujarat Co-operative Milk Marketing Federation Ltd., which sells products under brand name AMUL, is
the leading player in the dairy industry with a market share of 16% followed by Mother Dairy Fruit &
Vegetable Pvt. Ltd. (9%), Karnataka Cooperative Milk Producers Federation Ltd. (8%) and GlaxoSmithKline
Consumer Healthcare Limited (6%).

Some of the major private players include Hatsun Agro (2%), Heritage Foods (2%), Nestle India (2%),
Mother Dairy Calcutta (2%), Hindustan Unilever (HUL) (1%), VRS Foods (0.9%), Britannia (0.7%) and
Vadilal (0.7%).
Exhibit 8: Company shares in dairy products sales (2014)

Gujarat Co-operative Milk Marketing Federation Ltd

16%
Mother Dairy Fruit & Vegetable Pvt Ltd

9% Karnataka Cooperative Milk Producers Federation Ltd

Glaxo Smith Kline Consumer Healthcare Ltd

8%
56% Tamil Nadu Cooperative Milk Producers Federation Ltd
6%
5% Others

Source: Euromonitor

Dairy Sector in India

14 Opportunities in Key States and Products
2.4 Exports of Dairy Products
India’s export of Dairy products was 66,424 MT worth USD 0.17 billion during the year 2014-15. The
major exports destinations included Bangladesh, Pakistan, UAE and Nepal.

Exhibit 9: Share of different regions in exports of dairy products (value terms)

Oman,
Philippines 5.9%
5.9%
Singapore
5.9% Bangladesh
Morocco 23.5%
5.9%
Bhutan Pakistan
5.9% 17.6%
Nepal
11.8%

United Arab
Emirates, 17.6%

Source: APEDA Agri Exchange

India’s share in the global milk trade has traditionally been low, due to:

 Limited quantity available for exports, after accounting for domestic demand

 Regular bans on export of high-volume products like milk powder by the government

 Indian dairy products prices are not competitive in global markets

Dairy Sector in India

Opportunities in Key States and Products
15
 Dairy Sector in India
16 Opportunities in Key States and Products
 3 Dairy Industry
Scenario in Selected States

Dairy Sector in India

Opportunities in Key States and Products
17
3 Dairy Industry Scenario in Selected States
3.1 Dairy Industry in Uttar Pradesh
Uttar Pradesh (UP) has always been the top milk producing state in the country and currently 17.2%
(25.2 million MT) of India’s total milk production comes from UP. The state has largest buffalo (26%) and
indigenous cow (15%) population in the country with per animal milk yield of 4.45 kg/day and 2.59 kg/
day respectively. UP ranks 10th (5%) in terms of population of cross-bred cattle with per animal average
yield of 7.09 kg/day. The contribution of buffaloes, indigenous cows and cross-bred cows in the state’s
milk production during 2013-14 was about 69%, 18% and 7% respectively.

3.1.1 Milk Production Scenario in Uttar Pradesh

Milk production in Uttar Pradesh has progressively grown over the last five years (2010-11 to 2014-15).
During the year 2014-15, milk production in the state grew at 4.1%.
Exhibit 10: Milk production in UP from 2010-11 to 2014-15
26
25.2
25
24.2
24 23.3
23 22.6
in million MT

22
21.0
21

20

19

18
2010-11 2011-12 2012-13 2013-14 2014-15

Milk Production

Source: Basic Animal Husbandry and Fisheries Statistics, 2014

Dairy Sector in India

18 Opportunities in Key States and Products
Meerut and Lucknow division accounted for about 13% and 10% respectively of total milk production of
the state followed by Agra, Aligarh and Bareilly division each accounting for 7%.

Exhibit 11: Major Milk Producing Divisions in Uttar Pradesh (2012-13)

Saharanpur Division

District

Muzaffarnagar
Bijnor

Bagpat
Meerut
Jyotiba
Phule
Nagar Rampur
Ghaziabad

Moradabad Pilibhit
Bareilly
Gautam Bulandshahr
Buddha
Nagar
Badaun
Lakhimpur Kheri
Aligarh Shahjahanpur

Shravasti
Mahamaya Etah Bahraich
Mathura
Nagar
Sitapur Balrampur
Farrukhabad
Hardoi
Siddharthnagar
Mainpuri Maharajganj
Agra Firozabad Gonda
Kannauj
Barabanki
Basti Sant Kushinagar
Etawah Lucknow Kabir
Auraiya Nagar Gorkakhpur
Unnao Faizabad

Kanpur Dehat Ambedkar Nagar Deoria

Kanpur
Nagar Sultanpur
Rae Bareli
Jalaun Azamgarh
Mau
Pratapgarh Ballia
Fatehpur
Jaunpur
Hamirpur
Ghazipur
Jhansi
Banda Kaushambi Sant
Ravidas Varanasi
Mahoba Allahabad Nagar Chandauli
Chitrakoot

Mirzapur

Lalitpur

Sonbhadra

3.1.2 Dairy Value Chain in Uttar Pradesh

Milk production in Uttar Pradesh is approximately 70 million liters per day out of which about 30% of milk
is routed through organized channel and rest through unorganized channels like local milk vendors. As per
industry estimates, of the marketable surplus2 (~50% of milk production), 67% of milk in the state is sold
as liquid milk, 10% as traditional Indian sweets, 9% as milk powder, 6% as ghee and rest as curd, paneer,
milk drinks and dairy whitener.

2
Marketable surplus refers to the milk sold by farmers after their consumption either through organized or unorganized channel.

Dairy Sector in India

Opportunities in Key States and Products
19
Private players in the state procure milk either through contractors and/or directly from farmers. Earlier
the processors used to procure milk only from contractors but with increased focus on milk quality major
companies like VRS Dairy, Gopaljee, C P Milk and Namaste India have now shifted to procurement of milk
directly from farmers along with procuring milk from contractors. Dairy value chain of private players in
Uttar Pradesh is depicted in the flow diagram below:

Commission
Agent

Village Level
Collection Chilling Processing
Farmers Center (CC) Wholesaler Retailer
Center (VLC) Plant

Consumer

Farmers and Village Service Providers (VSP) – Majority of farmers in Uttar Pradesh are small, marginal or
landless labour having one or two milch animals only. Farmers bring milk to Village Level Milk Collection
Centers (VLCs) where it is collected in cans after testing. Farmers are paid basis Fat and SNF content in the
milk. On an average farmer’s brings 5 liters to 10 liters of milk per day.

VLC is managed by a Village Service Provider (VSP) who is elected in a general village meeting. VSP gets
about 4% of milk procurement price as commission. Payment is transferred by processors within 5 to 10
days in VSP account who gives payment to farmers. The processor’s vehicle collects milk twice (morning
and evening) daily from VLCs and transports it to Milk Chilling Centers (MCCs). Each vehicle covers a range
of ~60-70 Kms i.e. 15 villages. Milk is chilled below 4 degree Celcius at MCC and transported to the plant
for processing.

Contractors/Commission Agents – Many companies purchase milk from contractors also. These
contractors collect milk from individual farmers and supply it to the plant. The logistics and collection
cost is borne by the contractor. But companies are facing challenges in terms of quality of milk while
purchasing milk from contractors. Hence many companies are investing in building their own procurement
infrastructure.

Processor – Milk from the chilling center is received at the plant post second level quality check at plant
dock. Milk is stored and processed in to various products at plant. Mostly private players are selling milk
and milk products under their own brand through distributors and retailers.

There are some players in the market like CP Milk and Foods Limited, Umang Dairies , GK dairy which are
packaging milk and milk products on tolling basis for brands like Amul and Mother Dairy. In this model,
company pays processing, packaging and labor charges to the hired plant.

Wholesaler/Distributor – Packed product is transported to the wholesaler/distributor from the plant.

Gopaljee, a major dairy player, has created distribution hubs from where the distributor takes the
products and transports to retailers. Milk is generally transported in insulated vans and frozen products
like ice cream in reefer vans.

Dairy Sector in India

20 Opportunities in Key States and Products
Retailer - A retailer buys from the wholesaler and sells to the consumer. Retailer gives daily demand to
the wholesaler and payment is done on a daily basis.

An indicative cost mark-up across milk value chain in the state is given below.

Exhibit 12: Indicative cost mark-up across milk value chain in UP

Cumulative Price
Milk
(INR per liter)
Procurement price from farmers (6.5% Fat & 9% SNF) 36.0
Procurement price for Full Cream Milk (6% Fat and 9% SNF) 33.2
Transportation charges from village to chilling center 1.2
VSP commission 1.4
Cost of capital investment 0.5
Procurement manpower cost 0.4
Chilling cost 0.5
Transportation cost from chilling center to plant 0.6
Processing cost 3.0
Dairy profit margin 4.0
Distributor Purchase Price 44.8
Distributor margin 1.0
Retailer Purchase Price 45.8
Retailer margin 2.0
Consumer Price 48

Source: Industry Sources

Additional wastages happening at wholesaler, retailer level are covered within the margins. These wastages are difficult to quantify as
they differ from case to case basis.

3.1.3 Milk Processing Infrastructure in Uttar Pradesh

The total registered milk processing capacity in UP was 25 million liters per day as on 31st March 2011.
Majority of the milk processing capacity in the state was under private sector (22.6 million liters per day).
As per industry discussions, over the last 5 years, many small scale processing plants have come up in the
state. These plants are generally setup by players who used to procure and supply milk to dairy plants.
Namaste India is one the major private player which started its operation in 2013. Other major players
like VRS Dairy, Gopaljee Dairy are expanding their processing facilities for diversifying in to new product
categories and packaging formats. Major investments are also happening to establish and strengthen milk
procurement infrastructure.

Dairy Sector in India

Opportunities in Key States and Products
21
Some of the major private players operating in the state are given in the table below.

Exhibit 13: Major private milk players operating in UP

S No. Name of the Corporate Plants Installed Capacity in UP/ Products Brand Name
Company Office Total (LPD)
1 VRS Foods New Delhi Sahibabad, 2,500,000/3,500,000 Milk, Butter, Ghee, Paras, Paras
Limited Sandila, Paneer, Lassi, Premium
Gulaothi (Uttar Dahi, Misthi Doi,
Pradesh), SMP, WMP, Milk,
Malanpur Edible Grade
(Madhya Casein, Lactose,
Pradesh) Demineralized Whey
Powder, Butter,
Ghee, Paneer, Lassi,
Dahi, SMP
2 Kwality Dairy New Delhi Softa, Palwal 500,000/3,000,000 Ghee, Curd, Paneer, Dairy Best
India Limited (Haryana) Milk, UHT Milk, Dairy
Bakra Mandi, whitener, Instant
Ajmer Dairy Creamer, SMP,
(Rajasthan) Pasteurized Table
Sharanpur & Butter, Yoghurt,
Bulansahar (UP) Sweet and Flavored
Milk
3 Sterling Agro New Delhi Kundli, Sonepat 1,200,000/2,800,000 Skimmed Milk Nova, A-One
Industries Ltd. (Haryana) Powder, Instant
Malanpur Skimmed Milk
(Madhya Powder, Partially
Pradesh) Skimmed Milk
Kasganj (Uttar Powder, Full Cream
Pradesh) Milk Powder, Instant
Full Cream Milk
Powder, Butter Milk
Powder, Instant Fat
Filled Powder, Dairy
Creamers, Dairy
whiteners, all kind
of Blended Milk
Powders, Ghee,
White Butter &
Butter oil
4 Bhole Baba Milk New Delhi Agra, Mathura 2,600,000/2,600,000 SMP, Ghee, Butter, Krishna
Food Industries (Uttar Pradesh) Packaged Milk,
Limited Lactose, Whey
Powder
5 Milkfood New Delhi Patiala (Punjab) 500,000/1,500,000 Ghee, Dairy Milkfood
Limited Moradabad Creamer, SMP, WMP,
(Uttar Pradesh) Casein (Edible/Acid),
Kapurthala Deminieralized
& Hamira, Whey Powder
Jalandar
(Punjab)
Bahadurgarh
(Haryana)
6 G K Dairy and New Delhi Faridabad NA/1,400,000 Milk, Ghee, SMP, Gopaljee,
Milk Products (Haryana) & WMP, Butter, Cream, Farm Fresh
Pvt. Ltd Agra (Uttar Flavored Milk, Curd,
Pradesh) Lassi, UHT Milk

Dairy Sector in India

22 Opportunities in Key States and Products
S No. Name of the Corporate Plants Installed Capacity in UP/ Products Brand Name
Company Office Total (LPD)
7 Gopaljee Dairy Noida, UP Bulandshahar 1,000,000/1,000,000 Butter, Ghee, SMP, Ananda, Dairy
Foods Pvt. Ltd. (Uttar Pradesh) Paneer, Curd, India, G +,
Flavored Milk, Milk Gaudhan
8 Umang Dairies New Delhi Gajraula (Uttar 900,000/900,000 Ghee, Milk Powder, Dairy top,
Ltd. Pradesh) Dairy Whiteners, Umang, White
Vending Premix, Magik, Milk
Fresh Cream Star
9 Namaste India Kanpur, Shivrajpur, 900,000/900,000 Milk, Butter Milk, Namaste India
Foods Pvt. Ltd. UP Kanpur Nagar SMP, Dairy Whitener,
(Uttar Pradesh) Ghee, Paneer
10 Anik Industries Indore, Etah (Uttar 400,000/900,000 Ghee, SMP, Dairy Anik, Saurabh
Ltd. MP Pradesh) & Mix, Mango Drink,
Dewas, Indore Dairy Whitener,
(Madhya Whole Milk Powder
Pradesh)
11 Taj Milk Foods New Delhi Moradabad 600,000/600,000 Dairy Whitener, Dairy
(P) Ltd. (Uttar Pradesh) Ghee, SMP, WMP, Diamond
White Butter, Table
Butter, Dairy Mix
12 Nagar Dairy Pvt. Noida Ghaziabad 600,000/600,000 Ghee, SMP, Milk, Nagar
Ltd. (Uttar Pradesh) Curd and Butter
Milk (Job work for
GCMMF)
13 Mahaan New Delhi Kosi Kalan, 600,000/600,000 Whey Proteins, Mahaan/
Proteins Ltd. Mathura (Uttar Edible Casein, Enhance
(Enhance Pradesh) Lactose (pharma
Proteins Ltd.) and edible grade),
Ghee, Butter Milk
Powder, Protein
Concentrates,
Hydrolyzed Proteins,
Dairy Whitener,
Cheese
14 Creamy Foods New Delhi Khurja, 550,000/550,000 Ghee, Dairy Madhusudan,
Limited Bulandshahr Whitener, SMP, Double Cow,
(An associate (Uttar Pradesh) Butter Vasudev
company of
SMC Foods Ltd.)
15 Goldline Milk New Delhi Kundli NA/500,000 Milk, Ghee, SMP Dairy Fresh
Food Limited (Haryana) &
Sikandrabad
district
Bulandshahr
(Uttar Pradesh)
16 C P Milk and Lucknow Lucknow (Uttar 500,000/500,000 Milk, Butter, Ghee, Gyan
Food Pvt. Ltd. Pradesh) Curd, Butter Milk,
Skimmed Milk
Powder , Lassi
17 Param Dairy New Delhi Bulandshahr 500,000/500,000 Milk, White Butter, Param
Ltd. (Uttar Pradesh) Ghee, SMP, Paneer,
Flavored Milk,
Chhach
18 Farmgate Agro New Delhi Kundli, Sonepat NA/500,000 Ghee, Butter, Dairy Rajat
Mich Pvt. Ltd. Distt (Haryana) Whitener, SMP, Full Premium,
(Formerly Hapur (Uttar Cream Milk Powder, Rajat Gold,
known as Daily Pradesh) Instant Full Cream Dairy Angel
Foods India) Milk Powder, Butter
Oil

Dairy Sector in India

Opportunities in Key States and Products
23
 S No. Name of the Corporate Plants Installed Capacity in UP/ Products Brand Name
Company Office Total (LPD)
19 Tasty Dairy Kanpur Jainpur (Uttar 400,000/400,000 Liquid Milk, White/ Ujjwal,
Specialities Ltd Pradesh) Salted Butter, Ghee, Shikhar,
SMP, WMP, Paneer, Verifresh
Khoa, Peda, Instant
Gulab Jamun Mix
20 Shyam Dairy Allahabad Allahabad (Uttar 400,000/400,000 Milk, Ghee, SMP Shyam
Products Pradesh)
21 Premier Agri Bareilly, Bareilly (Uttar 400,000/400,000 SMP, WMP, Ghee, Prayag Gold
Foods (P) Ltd UP Pradesh) Butter, Dairy
Whitener, Dairy
Creamer
22 Ekta Dairy Fatehpur, Fatehpur (Uttar 400,000/400,000 Liquid Milk, Pure Navdeep
Private Limited UP Pradesh) Ghee, White Butter, Premium
Dairy Creamer,
SMP, Skimmed Milk
Concentrate
23 Continental New Delhi Noida (Uttar 350,000/350,000 SMP, Milk Powder, Kirti, Gold
Milkose India Pradesh) Dairy Whitener, Milk, Golden
Limited White Butter, Ghee, Heights
Malt based Food
with Cocoa, Malt
based Food without
Cocoa, Health
Energy Drink, Malted
Milk Food with
Cocoa, Weaning
Food
24 Keshav Milk New Delhi Bareilly (Uttar 400,000/400,000 SMP, WMP, Plain and Dairy Foods,
Products Pvt. Pradesh) Salted Butter, Ghee, Krishma
Ltd Concentrate Milk,
Mawa
25 Ajanta Raj Agra, UP Fatehbad & 400,000/400,000 Butter, Ghee, Milk Mohak,
Proteins Limited Manikpura, Cream, SMP, WMP Kamdhenu,
Agra (Uttar Gold, Ajanta
Pradesh) Premium
26 SMC Foods Ltd. New Delhi Saharanpur 300,000/300,000 Ghee, Dairy Madhusudan,
(Uttar Pradesh) Whitener, SMP, Curd, Double Cow,
Paneer Vasudev
27 Dairy India New Delhi Gajraula (Uttar 300,000/300,000 Butter, Ghee, Cream, Gaudhan
(Earlier Shreeji Pradesh) SMP
Milk Foods Pvt.
Ltd.)
28 Kirpa Ram Dairy   Ghaziabad 250,000/250,000 SMP, Ghee, Butter, Liladhar
Pvt. Ltd. (Uttar Pradesh) Concentrated Milk

29 Samprash Aligarh, Aligarh (Uttar 200,000/200,000 Ghee, Butter, Samprash

Foods Pvt Ltd. UP Pradesh) SMP, WMP, Dairy
Whitener

30 Harbansh Lal New Delhi Meerut (Uttar 150,000/150,000 Ghee, SMP, Instant Padamshri
Food’s Private Pradesh) Dairy Whitener, Full
Ltd. Cream Milk Powder,
Instant Full Cream
Milk Powder, White
Butter, Cream

Source: Industry Sources, Various News Articles, Company Websites

Dairy Sector in India

24 Opportunities in Key States and Products
3.1.4 Recent Dairy Sector Developments in Uttar Pradesh

Many private players are establishing milk processing plants in UP. Few existing players like VRS Dairy and
Gopaljee are expanding their processing capacity. Major private players are mainly doing investments in
expanding their milk procurement infrastructure or diversifying into new product categories like flavored
milk, curd, UHT milk etc. Cooperatives like AMUL are also expanding in a big way in UP. Some of the recent
dairy sector developments in the state are given below.

• Banaskantha District Co-operative Milk Producer’s Union Ltd (Banas Dairy), a member union of the
Gujarat Cooperative Milk Marketing Federation (GCMMF) that markets AMUL brand is establishing
two plants of 0.5 million liters per day each in Lucknow and Kanpur in Uttar Pradesh.

• Banas dairy is also planning to establish a processing plant in Varanasi of 500,000 liters per day
processing capacity expandable to 1million liters per day.

• ITC is planning to establish a milk processing unit in Uttar Pradesh in coming years.

• VRS Foods has invested around INR 3 billion for expansion of its dairy unit in Hardoi district in
central UP from 350,000 liters per day to 1million liters per day of milk.

• Large players like VRS, Bhole Baba Dairy, established for quite some long time with capacities ranging
from 2.5-3.5 million liters per day, have started with manufacturing of by-products like casein.
However, due to recurrent export ban policies and lower international prices, these processors are
looking looking at diversification into other products such as cheese, curd and flavored milk.

• Parag Milk Foods is foraying into UP market with Go products and ‘Gowardhan Ghee’. The company
is targeting INR 5 billion (USD 75 million) business from the state by 2017.

Anil Kumar Agrawal, AVP, V.R.S. Foods Ltd.

“Uttar Pradesh is highest milk producing state in the country. In 2014 -15, milk production in
Uttar Pradesh was 25.2 million tonnes which accounts for 17.2% of the total milk produced in the
country. In the last decade milk procurement pattern has changed a lot and now in most of the
villages milk is purchased directly from the farmers by the companies.

In the coming years, milk procurement will become the single-most critical link in the dairy supply
chain. Obtaining direct supplies of quality milk will require significant investment and long-term
commitment, with dairy companies having to explore various models to strengthen their positions
in upstream linkages.

As procurement from small and marginal dairy farmers will increasingly become a challenge for
milk processors, the industry will see the emergence of farmer-owned dairy farms, with herd sizes
ranging from 50 to 300 cattle.

Dairy Sector in India

Opportunities in Key States and Products
25
 Milk processors and other stakeholders in the chain will be key to develop medium-scale farmer-
driven dairy farms. Dairy sector in UP is on a fast growth track due to elastic demand, economic
growth and increasing preference for branded dairy products. Rising consumption coupled
with better margins in the value added dairy products are driving are driving growth and higher
profitability for dairy players. As per Industry estimates, the share of value added dairy products in
the milk and milk derivative segments is growing currently in UP at around 25% every year and is
expected to grow at the same rate until 2020.

As Uttar Pradesh is having good source of water from rivers Ganges and Yamuna with availability
of borewell water also at most of the places, green fodder is available almost throughout the year
and farmers are willing to increase the milk production. Moreover, there is significant Government
support for establishment of new projects in the form of various different schemes.”

3.2 Dairy Industry in Andhra Pradesh and Telangana

The state of Andhra Pradesh was bifurcated on 2nd June 2014 to form Telangana. However, most of the
data available is for the combined states of Andhra Pradesh and Telangana (AP&TS). As such, across the
document, we have referred to data for the two states combined as AP&TS data. For the components,
where data was available for the states separately, it has been additionally provided and mentioned as
Andhra Pradesh (AP) or Telangana (TS) data respectively.

Andhra Pradesh and Telangana (AP&TS) together contribute 9.5% of India’s total milk production. Andhra
Pradesh Dairy Development Cooperative Federation Ltd. (APDDCF) is the state cooperative which is
maketing milk and milk products under the umbrella brand “Vijaya”.

AP&TS has buffalo population of 5.4 million ranking 2nd and indigenous population of 1.6 million ranking
9th in the country. The contribution of indigenous cows, cross-bred cows and buffaloes in milk production
during 2013-14 was about 9%, 20%, 71% respectively.

3.2.1 Milk Production Scenario in Andhra Pradesh and Telangana

AP&TS are together the third Exhibit 14: Milk production in Andhra Pradesh and Telangana
largest milk producers among the from 2010-11 to 2014-15
states in India with total production
of 14 million tons during 2014-15.
AP contributed 9.7 million tons and
Telangana contributed 4.3 million
MT of milk in the year 2014-15.
The annual growth rate of milk
production for the combined states
of Andhra Pradesh and Telangana
during 2014-15 stands at 6.5%.

Source: Economic Survey Andhra Pradesh 2014 -15

Dairy Sector in India

26 Opportunities in Key States and Products
Milk Production in Andhra Pradesh and Telangana: (in Million MT)

2012-13 2013-14 2014-15

Andhra Pradesh 8.8 9.1 9.7
Telangana 3.9 3.9 4.3
Source: Economic Survey Andhra Pradesh 2014-15, Annual Report NDDB 2014-15, YES Bank Analysis
Krishna, Prakasam & Guntur are major milk producing districts contributing 11% each to milk production
in AP followed by Chittoor (10%), East Godavari (9%) & West Godavari (9%).

In Telangana, major milk producing districts are Karimnagar (16%), Nalgonda (15%) and Khammam (14%).

Exhibit 15: Major milk producing districts in AP & Telangana (2014-15)

Srikakulam
Vizianagaram

Vishakhapatnam

East Godavari

West Godavari

Krishna
Guntur

Prakasam
Kurnool

Anantapur Sri Potti

YSR Kadapa Sriramulu
Nellore

Chittoor

Adilabad

Nizamabad Karimnagar

Warangal
Medak

Khammam

Rangareddy Hyderabad

Nalgonda

Mahbubnagar

Source: Andhra Pradesh Food Processing Society, Statistical Yearbook 2015, Government of Telangana

Dairy Sector in India

Opportunities in Key States and Products
27
3.2.2 Dairy Value Chain in Andhra Pradesh & Telangana

AP&TS are together the third largest milk producers among the states in India. The growth rate of
milk production in combined states of Andhra Pradesh and Telangana is one of the highest in India at
approximately 6-8% per annum. There are five main milk marketing channels in AP&TS. i.e.:
• The government cooperatives
• Mutually aided cooperative societies
• Private formal sector
• Informal sector
• Direct marketing

About 28-30% of the total milk production in AP&TS is under organized sector; approximately 40% is
retained at village level and 30-32% is being marketed through informal channels. Of the marketable
surplus, 60% of milk in the state is sold as liquid milk and 40% as other value added product such as
Powder, Curd, Ice-cream, Butter & Cream etc.

Private players mostly outsource their daily milk procurement to “Contractors” who collect milk in the
villages

Daily milk collection for private dairy happens through multiple channels such as:
• Bulk Milk Chilling Unit (BMCU)
• Milk Chilling Centers
• Franchisee Bulk Milk Chilling Units

There are approximately 179 BMCUs (2013) in AP&TS held by cooperatives. Some BMCUs are owned or
funded by private sectors. Creamline Dairy, one of the major dairy players in the state, procures milk from
86 BMCUs and 38 milk chilling centers. Dairy value chain of private players in AP&TS is depicted in the
flow diagram below:

VMAs/
Commission
Agent

Farmers/ Village Level Distributor/

Farmer Collection Chilling Processing Wholesaler/
Center (CC) Retailer
Unions Center (VLC) Plant CFAs

Consumer

Dairy Sector in India

28 Opportunities in Key States and Products
Farmers and Farmer Unions – In cooperatives domain, Self Help Groups (SHGs) plays important role at
Village Milk Procurement Centers (VMPCs) and operations of BMCUs at mandal level are also entrusted to
SHGs and their federation. Farmers bring milk to VMPCs where the milk is collected in cans after testing.
Farmers are paid basis Fat and SNF content in the milk.

Village Milk Activists (VMAs) get incentive which is based on commission. Payment is transferred by
processors after a cycle of 10 days to farmers or Farmer Unions. Many private players keep 1 rupee/liter
as a deposit in order to avoid poaching of farmers by competitors. This deposit money is paid to farmer
quarterly/half yearly basis. Milk is chilled below 4 degree Celsius at BMCUs and transported to the plant
for processing.

VMAs/Contractors/Commission Agents – There are various contractors who collects milk from farmer
or group of farmers and supply to processing unit. The cost of transportation is normally borne either by
dairy or contractor. They normally get a commission based on the quantity of milk.

Processor – After the milk is collected at village level, it is transported to processing unit. The milk is
transported in tankers at a low temperature i.e. at 7 degree Celsius. The collected milk is then processed
and packaged at processing unit. Based on the planning and market demand, the value added product
such as curd, butter, powder is packaged under their brand name. Major private players include Heritage
Dairy, Doodla Dairy, Creamline Dairy and Tirumala among others. These players also get their products
packed on contract/tolling where they pay processing, packaging and labor charges to the hired plant.

Wholesaler/Distributor/Carrying and Forwarding Agent (CFA) – based on distribution channel such as

B2B or B2C, the packed product is dispatched to modern trade, parlors, institutional sales (normally direct
delivery) and to retail outlet by agents / distributor/CFA from the plant. Heritage, a major dairy player, has
created distribution hubs from farm to fork. Heritage owned over 100 retail outlets, where package milk
is sold as in-house brand to consumer. Milk is generally transported in insulated vans and frozen products
like ice cream in reefer vans.

Retailer - Wholesaler forward packed product to retailer. Retail outlet may be a traditional shop, kiosk,
parlor, modern trades or QSRs etc. Retailer gives daily demand to the wholesaler and payment is done on
a daily basis.

Heritage Dairy Snap Shot: Value Chain

Processing & Agents &
Procurement Bulk Cooling/ Chilling units Dairy Parlors
Packaging Unit Distributor
1 million LPD 134 14 1,274 5,200
Source: Company Annual Report 2015

Dairy Sector in India

Opportunities in Key States and Products
29
Exhibit 16: Indicative cost mark-up across the milk value chain in AP & TS

Cumulative Price
Milk
(INR per liter)
Procurement price for Full Cream Milk (6% Fat and 9% SNF) 36
Transportation charges from village to BMCUs 1.0
VMAs commission 1.0
Cost of capital investment 0.5
Procurement manpower cost 0.5
Chilling cost 0.5
Transportation cost from chilling center to plant 1.5
Processing cost 2
Dairy Margin 4
Distributor Purchase Price 47.5
Distributor margin 1.5
Retailer Purchase Price 49
Retailer margin 2
Consumer Price 51
Source: Industry Sources
Additional wastages happening at wholesaler, retailer level are covered within the margins. These wastages are difficult to quantify as
they differ from case to case basis.

3.2.3 Milk Processing Infrastructure in Andhra Pradesh and Telangana

The total registered milk processing capacity in AP&TS was 7.9 million liters per day as on 31st March
2011. Majority of the milk processing capacity in AP&TS was under private sector (5.7 million liters per
day). Some of the major private players operating in the state are given in the table below.
Exhibit 17: Major private milk players operating in AP&TS

S No. Name of the Corporate Office Plants Installed Capacity in Products Brand Name
Company AP&TS/Total (LPD)
1 Tirumala Milk Madhapur, Hy- Gundur in Nellore 1,500,000 Milk, Cream, Ghee, Tirumala
Products Pvt. derabad district (Andhra Khoa, Paneer, Butter
Ltd. Pradesh) milk, Curd, Flavored
(Acquired by Milk, SMP
Lactalis)
2 Heritage Hyderabad, AP Across Andhra AP - 500,000 lpd Milk Flavored Milk, Heritage
Foods (India) Pradesh, Tamilna- White Butter, Dairy
Limited du, Karnataka & TS - 100,000 lpd Whitener, Ghee,
Maharashtra SMP, Doodh Peda,
Total - 1,500,000 Ice cream, Curd,
Butter Milk, Paneer,
Cheese
3 Dodla Dairy Hyderabad, AP Nellore, Badvel, AP&TS – 900,000 Milk, Curd, Butter Dodla
Ltd. Koppal, Palama- LPD Milk, Flavored Milk,
ner, Penumur, Ghee, Paneer, Cook-
Sattenapally, Sat- ing Butter, Peda, Milk
tenpally, Tanuku Powder
(AP & Karnataka)

Dairy Sector in India

30 Opportunities in Key States and Products
 S No. Name of the Corporate Office Plants Installed Capacity in Products Brand Name
Company AP&TS/Total (LPD)
4 Creamline Hyderabad, AP Uppal AP&TS - 800,000 LPD Milk, Curd, Butter Jersey
Dairy (Hyderabad), Milk, Flavored
Products Ltd. Thiruvallu, Total - 900,000 LPD Milk, Lassi, Paneer,
Madanapalle, Cooking Butter,
Mallavalli, Doodh Peda, Milk
Hanuman Cake, Malai Laddu,
Junction, Ongole, Milk Powder, Ice
Nagpur MH Cream
5 Shah Motilal Hyderabad, AP Chitoor, Telangana - 460,000 Butter, Cheese Shah Motilal
Foods Ltd. Prakasam, Powder, Ghee, SMP, Foods Ltd.
Shamirpet WMP

6 Nakoda Dairy Bangalore, Hyderabad AP - 150,000 SMP, WMP, Nakoda

Pvt. Ltd. Karnataka (Andhra Pradesh) Dairy Whitener,
Dairy Creamer,
Whey Powder,
Butter, Ghee,
AMF, Caseinates,
Condensed Milk
7 Durga Dairy Vijaywada Guntur NA Milk, Ghee, Butter Durga

8 Model Dairy Krishna District Krishna NA Milk, Paneer, Ghee, Model

Pvt Ltd Lassi, Milk cake,
Kalakand, Curd,
Basundi, Butter
9 Agrigold Vijayawada Keesara, AP - 200,000 LPD Milk, Flavored milk, Agri Gold
Dairy Dub Acheral, Butter milk, Toned
Kanipakam Milk, Ghee, Fresh
cream milk, Curd,
Paneer, Butter,
Doodh peda, Lassi,
Ice cream
10 Nandi Milk Kurnool Nandyal NA Skim Milk, Toned Nandi
Pvt Ltd milk, Double toned
milk, standardized
milk, Gold milk,
Ghee
11 Jyothi Dairies Hyderabad Chittoor, AP&TS - 200,000 LPD Milk, Toned mIlk, Arokya
Pvt Ltd Hyderabad Standardized milk
(Acquired by
Hatsun)
12 Sri Vyshnavi Khammam Khammam NA Milk, Curd, Butter,ilk, Vyshnavi
Foods Pvt. Ghee, Sweets,
Ltd. Chennai Paneer, Lassi, Ice
cream , SMP
Source: Industry Sources, Various News Articles, Company Websites

3.2.4 Recent Dairy Sector Developments in Andhra Pradesh & Telangana

AP&TS are one of the most dynamic markets going through expansion, consolidation as well as mergers &
acquisitions. Both private and cooperative dairies are on expansion mode in terms of milk procurement,
distribution and new product launch in the market. APDDCF has also expanded their existing processing
capacity. Major private players are mainly expanding their milk procurement infrastructure. Some of the
recent dairy sector developments in the state are given below.

Dairy Sector in India

Opportunities in Key States and Products
31
• Le Group Lactalis, one of the global dairy giant, got direct entry into one of the fastest growing
market via acquiring Tirumala Milk Products Pvt. Ltd in 2014. This deal is one of the largest dairy
transactions in India and pegged at USD 275 million. Tirumala have 7 units and is touted to be the
second largest dairy players in southern India with processing capacity of 1.7 million liters per day
while Lactalis is present in 70 countries with 200 manufacturing units.

• Entry of large players in Andhra Pradesh such as AMUL in Hyderabad, ITC investment plan for
southern India. Within the first three months of existence in Hyderabad market, AMUL grabbed a
share of 6%. This has also lead to competitive pricing in the market.

• Expansion plan of Godrej Agrovet: Godrej Agrovet bought additional 26% taking its total holding
in the Creamline dairy firm to 51%. Godrej Agrovet is one of the largest animal feed companies
and is targeting Andhra as a major market for backward integration. Company wants to strengthen
existing relationship with farmers for it compounded cattle feed supply. Creamline Dairy also desire
to bring in new production technology and improves product distribution and availability.

B V K Reddy, CEO, Dodla Dairy

“Andhra Pradesh and Telangana has the unique advantage of both as milk producing as well as
consuming states. As per the 2013-14 statistics, before bifurcation of the state, the annual milk
production was 13 million MT making it the 3rd largest milk producing state in the country. Data for
the same year also shows that the combined per capita availability of milk in AP & Telangana is 391
gms per day making it the 5th largest in the country.

Despite having this advantage dairy sector in AP & Telangana has its own challenges. The dairy
farming still remains predominantly an unorganized sector in AP & Telagana. Small and medium
farmers are risk averse, slow to adopting best farming practices such as optimal feeding, animal
health & clean milk production.

In the recent months the dairy co-operatives, to get a foothold in the urban and semi-urban
markets have triggered a price war which in turn has impacted the margins leading to reduction
in the procurement prices. Producing companies, dairy farmers across small – medium and large
segments have been adversely impacted due to this unhealthy price war.

Despite having a large number of private dairy product manufactures, who have been in
the forefront of bringing in advanced procurement, processing and marketing methods the
government policies and programmes at the centre and state level have been excluding private
sector from the dairy eco systems which is detrimental to a healthy dairy sector.”

Dairy Sector in India

32 Opportunities in Key States and Products
3.3 Dairy Industry in Maharashtra
During last two decades, total milk production in Maharashtra has more than doubled from 3.9 million
tonnes to 9.4 million tonnes in 2014-15 and the contribution of indigenous cows, cross-bred cows and
buffaloes was about 14%, 41%, 42% respectively. The milk production has increased despite the fact that
the state has maximum rain fed area amongst major milk producing states. It is partly due to increase in
number of in-milk animals across all categories and also due to gradual shift from local cows to crossbred
cows. Region wise, western Maharashtra - particularly Ahmednagar, Pune and Kolhapur districts account
for 35% of state’s milk production.

The total registered milk processing capacity in Maharashtra was 26.6 million liters per day as on 31st
March 2011. Majority of the milk processing capacity in the state is under private sector (15.6 million liters
per day). Some of the key private players based out of Maharashtra include Parag Milk Foods Limited,
Schreiber Dynamix Dairies Limited and Prabhat Dairy Private Limited. Most of these players have adopted
the AMUL cooperative model of milk procurement to increase their farmers’ base.

3.3.1 Milk Production Scenario in Maharashtra

The state ranks seventh in India in milk production. The annual growth rate of milk production for the
state for 2014-15 stands at 3.3%. The CAGR of milk production during 2010-11 to 2014-15 was 3.3%
almost at par with national milk production growth.

Exhibit 18: Milk production in Maharashtra from 2010-11 to 2014-15

Source: Dairying in Maharashtra, A Statistical Profile 2015, NDDB

Dairy Sector in India

Opportunities in Key States and Products
33
Ahmednagar, Pune and Kholapur are the major milk producing districts in Maharashtra accounting for
36% of total milk production in the state.
Exhibit 19: Major milk producing districts in Maharashtra (2013-14)

Nandurbar

Gondia
Nagpur Bhandara
Dhule Amravati
Jalgaon

Akola Wardha

Buldhana

Nashik Washim
Yavatmal Chandrapur

Aurangabad
Jalna Gadchiroli
Hingoli
Thane
Ahmednagar Parbhani
Mumbai
Suburban Nanded
Beed
Mumbai City
Pune
Raigad
Latur

Osmanabad
Solapur
Satara

Ratnagiri

Sangli

Kolhapur

Sindhudurg

Source: Dairying in Maharashtra, A Statistical Profile 2015, NDDB

3.3.2 Dairy Value Chain in Maharashtra

Private players in the state procure milk either through registered milk vendors/contract suppliers or
directly from farmers or both. These companies have been procuring milk either through their own
collection centres and Bulk Milk Coolers (BMCs) or the ones managed by the service providers across
various catchment regions. Dairy value chain of private players in Maharashtra is depicted in the flow
diagram below:

Village Level Chilling Processing

Farmers Collection Wholesaler Retailer
Center (CC) Plant
Center (VLCCs)
owned by
company or
Consumer
Village Service
Providers
(VSPs)

Registered Milk
Vendors/Contractors

Dairy Sector in India

34 Opportunities in Key States and Products
Farmers and Village Service Providers
About 79% of the farmers of Maharashtra are small and marginal farmers with land holdings ranging
from 0.45 – 1.5 hectares. They have been rearing one or two milch animals only. Farmers bring milk to
collection centres owned by the players or are managed by service providers. Village Level Milk Collection
Centers (VLCCs) are the centres where the milk is collected in cans after testing. Farmers are paid basis fat
and SNF content in the milk.

The companies have been collecting milk through chilling centers and bulk milk coolers established by
them. In most of the areas, private processors have established their own chilling centres and Bulk Milk
Coolers. However, in certain regions, they have service providers managed centres where the service
providers have the responsibility of collecting the milk and the infrastructure is also owned by them.
Village Service Provider gets commission. Company vehicle collects milk twice (morning and evening)
daily from VLCCs and transport it to Milk Chilling Centers (MCCs).

The companies have been maintaining good relationships with farmers and other milk vendors through
various methods including milk quality and quantity based incentives, providing farmers with cattle feed
and seeds, assisting with veterinary health-care, vaccinations, artificial insemination and facilitating loans
to purchase cattle. Govind Milk and Milk Products, Parag Milk Foods have been setting up new collection
centres for their manufacturing facilities and access new districts to procure raw milk.

Contractors/Registered Milk Vendors – Most of the private players like Prabhat, Indapur Dairy, Haldirams,
Dinshaw’s Dairy Foods Limited purchase milk from contractors/registered milk vendors at village level
which is then transported to nearby chilling centres/bulk milk coolers for chilling. The logistics and
collection cost is borne by the contractor. But companies are facing challenges in terms of quality of
milk while purchasing milk from contractors. Hence many companies are focusing on building their own
integrated model by creating procurement infrastructure.

Processor – Chilled milk is transported to factory through milk tankers. Testing of milk is done at local
village levels and also at factory before accepting the same for further processing. Milk is stored and
processed in to various value added milk products at plant. Most of the private players are engaged in
the processing of value added products like flavored milk, shrikhand, cheese, ghee, cheese, paneer, lassi
and ice cream under their own brand. Apart from the retail sales, the companies are also involved in the
institutional sales for the products especially SMP, fresh cream, butter, condensed milk and whey powders.
These serve as raw material to other food industries like bakeries, confectioneries, pharmaceuticals, sweet
makers, hotels. There are players like Scheriber Dynamix which are packaging milk and milk products
on contractual basis for brands like Mother Dairy, Nestle etc. In this model, company pays processing,
packaging and labor charges to the hired plant.

Wholesaler/Distributor – Over the years, the companies have developed a large distribution network to
distribute their products. Through these distributors, the companies are able to serve a large number of
retail outlets. Super stockists and dealers servicing various retail counters having a Pan India presence
through both traditional and modern trade form the part of distribution channel of various companies
like Parag Milk Foods and Govind Milk and Milk Products.

Dairy Sector in India

Opportunities in Key States and Products
35
Retailer - A retailer buys from the wholesaler and sells to the consumer. Retailer gives daily demand to the
wholesaler and payment is done on a daily basis. The products are also sold to retail customers through
modern trade channels, which include supermarkets and hypermarkets along with local grocery shops.

An indicative cost mark up across the milk value chain in the state is given below.
Exhibit 20: Indicative cost mark up across the milk value chain in Maharashtra
Cumulative Price
Milk
(INR per liter)
Procurement price for Cow Milk (3.5% fat & 8.5% SNF) 23.0
Transportation charges from village to chilling center 1.0
VSP commission 2.0
Cost of capital investment 1.0
Procurement manpower cost 0.5
Chilling cost 0.5
Transportation cost from chilling center to plant 0.5
Processing cost + Packaging Cost 3.0
Dairy Profit Margin 3.5
Distributor Purchase Price 35.0
Distributor margin 0.8
Retailer Purchase Price 35.8
Retailer margin 2
Consumer Price 38
Source: Industry Sources
Additional wastages happening at wholesaler, retailer level are covered within the margins. These wastages are difficult to quantify as
they differ from case to case basis.

3.3.3 Milk Processing Infrastructure in Maharashtra

As per industry discussions, no concrete plans from existing private players on expansion or setting up of
green field projects have been observed except few processors like Parag Milk Foods Private Limited and
Prabhat Dairy Private Limited who are expanding in value added milk products category. Some of the key
private players operating in the state are given in the table below.
Exhibit 21: Major private milk processors in Maharashtra
S No. Name of the Corporate Plants Installed Capacity in Products Brand Name
Company Office Maharashtra /Total
(LPD)
1 Parag Milk Mumbai Manchar, Pune 12,00,000/20,00,000 Pasteurized Table Butter, Gowardhan,
Foods Pvt. (Maharashtra) Milk, Ghee, Processed Go & Pride of
Ltd. & Palamner Cheese, Mozzarella Cows
(Andhra Pradesh) Cheese, SMP, Dairy
Whitener, Gulabjamun
Mix, Curd, Butter Milk
2 Indapur Dairy Indapur Indapur, Pune 15,00,000/15,00,000 Ghee, Butter, WMP, Sonai,
and Milk SMP, Dairy Whitener, Rajnandan
Products Flavoured Milk, Milk,
Limited Cow Milk
3 Prabhat Dairy Pune Ahmednagar 15,00,000 /15,00,000 SMP, WMP, SCM, Dairy Prabhat
Private Ltd. (Maharashtra) Whitener, Flavored
Milk, Ghee, Milk, Butter,
Cream, UHT Milk

Dairy Sector in India

36 Opportunities in Key States and Products
 S No. Name of the Corporate Plants Installed Capacity in Products Brand Name
Company Office Maharashtra /Total
(LPD)
4 Schreiber Dy- Mumbai Baramati 1,000,000/1,000,000 Cheese, Butter, Ghee, Dynamix
namix Dairies (Maharashtra) Dairy Whitener,
Ltd. Non-Dairy Creamer,
Skimmed Milk Powder,
Yogurt, Lactose, Casein
and Whey Protein
Concentrate. UHT Plain
and Flavored Milk, Lassi,
Juices & other propri-
etary products
5 Chitale Dairy Sangli Sangli 7 to 800,000/7 to Milk, Butter, Ghee, Dahi, Chitale
(Maharashtra) 800,000 Shrikhand, SMP

6 Govind Milk Phaltan Phaltan, Dist 6,00,000/6,00,000 Milk, Butter, Ghee, Govind
and Milk Satara Paneer, Shrikhand, Dahi,
Products Pvt. (Maharashtra) Lassi, Butter Milk, SMP,
Ltd. Flavored Milk
7 Swaraj India Phaltan Phaltan 6,00,000/6,00,000 Milk, Cream, Butter, Choice of
Industries (Maharashtra) SMP, WMP, Dairy Whit- India
Ltd. ener
8 Dinshaws Gittikhadan Nagpur 5,00,000/5,00,000 Ice cream, Ghee, Dinshaw’s
Dairy Foods (Maharashtra) Butter, Paneer, SMP,
Ltd Dahi, Chasj, Lassi, Milk,
Shrikhand
9 S R Thorat Sangamner Ahmednagar 3,50,000/3,50,000 Milk, Dahi, Ghee, Khoa, Gangagiri
Milk Products (Maharashtra) Paneer, SMP, Shrikhand,
Ltd. Curd and Butter Milk

10 Dlecta Foods Mumbai NA NA Milk, Ghee, Milk Dlecta

Pvt. Ltd. Powder, Butter, Edible
Lactose, Sweet Whey
Powder, Whey Protein
Concentrate (35%),
Butter, Cheese, Baking
Ingredients
Source: Industry Sources, Various News Articles, Company Websites

3.3.4 Recent Dairy Sector Developments in Maharashtra

• Amul dairy had commenced milk procurement operation by organizing cooperative societies in
Maharashtra, with commissioning of its INR 1,800 million (USD 27 million) project in Virar with
installed capacity of 1 million liters per day. The traffic management system for operations such as
conveying of crates, robotic crate filling of milk pouches from high-speed milk packing machines,
are controlled through a centralized computer monitoring system. The dairy has installed capacity
to manufacture 200,000 liters of ice cream per day with a range of products. It has dedicated facility
for fermented products to produce and pack 150,000 liters butter milk and 50,000 liters of curd.

• Maharashtra is planning to become the first state in the country to adopt the royalty mode in its
milk processing sector. It is planning to allow private players to run its loss-making milk units and
sell its products under the state’s brand, Mahananda. The government would charge a royalty. The
state plans to charge 18-24 paise for each litre of milk sold under the arrangement. To make the PPP
arrangement attractive, the government plans to offer private players an assured consumer base in
some sectors.

Dairy Sector in India

Opportunities in Key States and Products
37
• Parag Milk Foods, a leading manufacturer and marketer of dairy-based branded food in India, is
planning capital investment of INR 1,500 million (USD 22 million) to expand its production capacity
at Manchar near Pune and Palamaner in Chittoor district of Andhra Pradesh as well as to introduce
new lines of milk-based beverages. The company has firmed up an expansion plan to double the
processing capacity to 3.6 million litres and to spread to new markets. The portfolio expansion
includes new range of milk based beverages and nutritional value-added products. Part of the funds
will be deployed in a research and development facility, which will help the company come out with
its unique offerings.

• Prabhat Dairy Pvt. Ltd is looking to raise INR 5-6 billion (USD 75-90 million). The dairy intends to
leverage their established brands to expand the retail consumer product offerings, and also increase
the availability of their Prabhat, Milk Magic and Flava branded products in both existing markets and
new markets across India. The company intends to invest in increasing the manufacturing capacities
for their existing dairy products and to develop manufacturing capabilities for new high margin
products with significant growth opportunities in India, such as cheese, shrikhand and paneer. The
dairy has implemented additional capacity expansion at their Shrirampur facility at Maharashtra for
the manufacture of mozzarella cheese, cheddar cheese, processed cheese, paneer (cottage cheese)
and shrikhand.

• Govind Milk and Milk Products Private Limited has undertaken capex towards existing capacity
enhancement in FY15. Existing production capacities of Ghee and Paneer has been enhanced to 15
MT and 2 MT from 8 MT and 1 MT per day respectively. The company has also invested in setting up
of BMCs and chilling centers.

Vivek Nirmal, Joint Managing Director, Prabhat Dairy Limited

“Today India is the largest producer of milk and Maharashtra is one of the major market for Dairy
Products. In the last few years the demand for milk and milk products has grown tremendously due
to changing lifestyle of consumers, growth in the food services industry, increasing urbanisation,
rising need for convenience, better health awareness among endusers, etc. Hence many companies
are entering the into the dairy Industry arena in Maharashtra.

Most of the dairy companies in Maharashtra have manufacturing excellence but the major issue
is at the procurement level and to connect the farmers. Company like Prabhat Dairy has its own
infrastructure to procure Milk. This is through setting up village collection points, bulk milk coolers
and milk chilling centers to reach out dairy farmers directly. This reduces the dependence on
agents/intermediaries where quantity and quality of raw milk is questionable and vary across
lean and flush seasons. Setting up such a value chain requires lot of efforts supported by daily
interaction with farmers, providing them fodder support and healthcare services. In Maharashtra,
the scenario is changing and companies have started focusing on developing the value chain and
earning farmers loyalty. In coming years the change can be seen.”

Dairy Sector in India

38 Opportunities in Key States and Products
3.4 Key Challenges across States
• Industry players are facing challenge in procurement of good quality milk due to lack of cold chain
infrastructure, adulteration, low quality control in the value chain and improper animal management
practices.

• Due to regular bans on export of dairy products like milk powder and casein and low price
competitiveness in global markets, a lot of processing capacity for these products is lying idle. With
less demand of these products in domestic market industry is facing challenge to utilize this idle
capacity.

• There are many small scale private dairy players operating in UP which are focusing mainly on
pouch milk and are hesitant to make huge investments for value added dairy products.

• Majority of the market in Uttar Pradesh is unorganized with sale of milk and fresh dairy products like
curd, paneer and ghee happening through local dairyman shops.

• Large number of small holder dairy farms poses a challenge in milk procurement and it is one of the
major reason for high logistics cost thus in turn leading to high milk procurement price.

• Many small scale players are not technologically upgraded which pose a challenge for introduction
of new technologies for processing and packaging.

• Marathawada and Vidarbha regions in Maharashtra are characterized by frequent droughts and
low yielding livestock. Hence, dairying is more concentrated in western parts of the state. Most of
the private players have concentrated their operations in western Maharashtra only limiting their
expansion plans.

• Maharashtra has been struggling with droughts and water shortage for the last few years and this
has resulted in shortage of both green and dry fodder with deficit of almost 5 million MT per annum
of feed nutrient (expressed in dry matter form). Large scale commercial dairy farms with cross bred
cows have been adversely affected in wake of increasing feed and fodder cost on account of these
issues.

• High capital investment in dairy farm machinery has adversely impacted viability of large scale dairy
farms.

3.5 Potential Opportunities in Post Harvest Dairy Value Chain in Selected States
In UP majority of the market (~70%) is still unorganized thus providing a huge opportunity as consumers
are shifting towards packaged products. A large percentage of players in UP are small scale manufacturing
milk and traditional dairy products (curd, butter milk and paneer) and generally install Indian machinery
except for some major technical component.

AP&TS have taken dairy sector as one of the key areas of investment. There are ample opportunities in
both backward and forward linkages of dairy value chain. Still, a major share of milk product is marketed
through informal and under unorganized sector. Private sector in AP&TS is going through investment
across dairy value chain from procurement to distribution. Milk procurement and storage, new value
added dairy products, innovative packaging, cold chain and new processing technologies offer tremendous
potential for technology suppliers, processors as well as service providers.

Dairy Sector in India

Opportunities in Key States and Products
39
Basis discussion with major technology suppliers and industry players following opportunities have been
identified in post harvest dairy value chain in the state.

Milk Procurement – Cooperatives and private dairy players are investing to establish/expand their back
end infrastructure in order to ensure availability of good quality and sufficient quantity of raw milk. Hence
there is need for new technologies in storage of raw milk, real time quality assessment, chilling and
transportation.

Processing – Companies are diversifying into value added products like cheese, UHT milk, ice cream,
flavored milk, whey based products etc. Most of the demand for traditional Indian dairy products like
curd, paneeer, butter milk is catered by the unorganized sector. With gradual shift of consumer towards
packaged dairy products there will be demand for new economically viable technologies for manufacturing
of these products.

High pressure pasteurization, lactose free milk for lactose intolerant consumer and other such innovative
product is gaining popularity at global level and soon can find its way to Indian market.

Packaging – Better shelf life, enhanced nutrition level and ready to drink categories have revolutionized
the packaging segment. Also, in order to attain product differentiation packaging comes in very handy.
New technology with economic feasibility can easily find its way to Indian dairy sector.

Asceptic packaging is another area where there is potential for introduction of new technologies. Presently
available machinery is highly capital intensive and should run at 10,000 bottles per hour for economically
viable operation. Due to high initial investment and large scale many companies are not able to adopt
ascpetic packaging.

Effluent Treatment – Indian government and other stakeholders are now very vigilant about air, water
and land pollution. The government is also playing an important role in making people aware about
environmental policies. Technologies for efficient effluent treatment in dairy plants providing zero
discharge has good potential.

Dairy Farm Machinery – High capital investments has adversely impacted the viability of large scale
dairy farms in India. Hence, low cost farm machinery is required which will help in automation of farm
operations without substantially increasing the cost of milk production.

Dairy Sector in India

40 Opportunities in Key States and Products
 4 Assessment of
Selected Products

Dairy Sector in India

Opportunities in Key States and Products
41
4 Assessment of Selected Products
4.1 Cheese
4.1.1 Cheese Market in India

Cheese industry in India is at a nascent stage however, among the value-added dairy products, cheese
segment is most promising, both in terms of consumer demand and business profitability. With increase
in exposure to different varieties of cheese in food service outlets and increased visibility/access of several
varieties of cheese in modern retail stores including hypermarkets and supermarkets, the consumption
of cheese is on the rise. Total cheese market in India was estimated at 33,200 MT and valued at USD 224
million in 2015. Both retail and institutional market had equal contribution of about 50% each.
Exhibit 22: Sales value of cheese market in India
1000
881
900
800
687
700
600 522
500
403
400
299
300 224
179
200 119 134
75 90
100
0
2010 2011 2012 2013 2014 2015E 2016E 2017E 2018E 2019E 2020E
USD million
Source: IMARC, YES Bank Analysis

Dairy Sector in India

42 Opportunities in Key States and Products
Exhibit 23: Sales volume of cheese market in India
90 84
80
71
70
58
60
49
50
40
40 33
28
30 24
19 21
20 16
10
0
2010 2011 2012 2013 2014 2015E 2016E 2017E 2018E 2019E 2020E

Market Size (in '000 MT)

Source: IMARC, YES Bank Analysis

The Indian cheese market grew at a CAGR of 24.5% during 2010 to 2015, reaching a value of USD 224
million. The growth was mainly driven by the urban off-take which accounted for about 80-90% of the
total cheese consumption in India. In recent years, demand for cheese has seen a very healthy growth
rate, thus attracting both domestic and foreign players.

Total sales value of cheese is expected to grow at a CAGR of 31.5% from USD 224 million in 2015 to USD
881 million in 2020. Similarly, total sales volume of cheese is expected to increase from 33,200 MT in 2015
to 84,000 MT in 2020. Mumbai, Bengaluru and Delhi contribute around 30-40% of the total domestic
consumption.

Market Share of Cheese Categories

Processed cheese accounts for 60% of the cheese market, followed by mozzarella and cheese spread /
slices accounting for 20% and 10% respectively, and other cheese varieties accounting for the remaining
10%.

Exhibit 24: Market share of cheese categories in India (2014-15)

Others
10%
Cheese
Spread/Slices
10%

Processed
Mozzarella
Cheese
20%
60%

Source: CRISIL Research

Dairy Sector in India

Opportunities in Key States and Products
43
 Paneer is an Indian traditional soft cheese which is widely consumed in the country especially
in Northern India. There is a huge market for paneer in the country but most of it is met by the
unorganized players like local sweet maker or milkman. Domestic paneer market was estimated at
INR 275-280 billion (USD 4 billion) in 2014-15 and has expanded at about 15% CAGR from 2009-
10. The market is projected to grow at a CAGR of 13-14% over the next three years.

North India currently represents the country’s’ biggest paneer market accounting for 50% of
the total consumption followed by West and Central India (22%), South India (18%) and East
India (10%). Within the organized segment, Amul is the market leader, accounting for 28% of
the organized paneer market. Other major players in the fresh and frozen paneer market include
G. K. Dairy, Parag Milk Foods, Mother Dairy and the Punjab State Cooperative Milk Producers’
Federation Limited (“Milkfed Punjab”).

Growth is expected to be quite high in the Indian fast food market (grew by about 29% CAGR from 2011-
12 to 2014-15) which use cheese across a wide number of fast food products such as pizza’s, burgers,
sandwiches is one the key drivers for the growth in Indian cheese market. Thus, with rising demand from
the food service industry, growth in disposable incomes and increasing consumption of fast/instant food
in India, cheese consumption is expected to continue to grow at a faster pace.

Further the current demand for cheese, both in the institutional and retail segment, is focused in the
metro areas of India. With increasing disposable income and shift in food consumption trends in Tier 2
and Tier 3 cities, penetration of cheese is expected to increase rapidly in coming years.

4.1.2 Competitive Landscape

Indian cheese segment is dominated by cooperatives and regional players, with presence of only a few
international players. Majority of the players are in organized segment. The imported cheese market
currently accounts for a mere 3-5% of the total cheese market; however, this niche segment is also
reporting faster growth rates. Dabon International, Krafts, Fromageries Bel and Arla Cheese are a few
global brands present in India. Imported brands of cheese are majorly present in metropolitan cities like
Delhi, Mumbai, Kolkata and Chennai.

Exhibit 25: Market segmentation of Cheese market in India (2014-15)

Unorganized
Players, 5%

Organized
Players, 95%

Source: CRISIL Research

Dairy Sector in India

44 Opportunities in Key States and Products
The key players in the organized segment of the cheese market are Amul, Parag Milk Foods and Britannia
accounting for 42%, 32% and 9%, respectively, of the cheese market. Amul dominates the retail segment
of the market, while Parag Milk Foods is the leader in the institutional segment of the market. All key
players with their own manufacturing capacity have significant B2B portfolio.

Exhibit 26: Market shares of key players in the Indian cheese market (2014)

Others
11%
Dynamix
7%

Britannia
Amul
9%
42%

Parag Milk
Foods 32%

Source: CRISIL Research

Processing Capacity of Major Cheese Players

Amul which has the largest market share in the cheese segment has cheese production capacity of 40 MT
per day. Cheese manufacturing capacity of Parag Milk Foods is also 40 MT per day. Other major players
like Britannia, Mother Dairy get their cheese packed at Dynamix Dairy. Private players like Dabon and
Prabhat have cheese manufacturing facility of 12 MT/day and 20 MT/day respectively.
Exhibit 27: Processing capacity of major cheese players

S No. Player Cheese Processing Capacity

1 Amul 40 MT/day
2 Parag Milk Foods 40 MT/day
3 Modern Dairies 15 MT/day
4 Dabon International 12 MT/day
5 Prabhat Dairy 12 MT/day
Source: Published News Articles and Industry Sources

Parag Milk Foods and Schreiber Dynamix have got the approval to export cheese to Russia. These
companies got the requisite approvals from Rosselkhoznadzor, Russia’s federal inspection agency,
in April 2015 and will now be able to export. Russia has been looking to source milk products from
alternative markets after Western nations imposed sanctions on the country for its role in the
Ukraine crisis. European countries supplied 250,000 MT of Russia’s annual demand of 290,000
MT of cheese before the ban. Currently, Russia is buying cheese from South American countries,
Switzerland and through some other channels.

Dairy Sector in India

Opportunities in Key States and Products
45
4.1.3 Cheese Variants Available in Indian Market

Exhibit 27: Processing capacity of major cheese players

Company /Brand Cheese Variants

Amul Cheddar, Emmental, Gouda, Mozzarella, Processed Cheese
Britannia Cheddar, Cream, Processed Cheese and Cheese Spread
Gowardhan (Parag) Cheddar, Mozzarella, and Processed Cheddar
Milky Mist Cheddar Cheese, Cheese Blends, Cheese Spread, Mozzarella Cheese
Milkana (Dabon) Creamed Cottage Cheese, Cheese Spread, Cheese Slice
Mother Dairy Cheeses Slice, Cheese Cubes, and Cheese Spread
Choudhery Cheese Mozzarella, Cheddar, Scarmozza, Cheddar, Gouda, Smoked Cheese, Feta, Emmental,
Bazar Mascarpone, Edam, Ricotta, Parmesan
Flanders Gouda, Kwark, Scamorza, Bocconcini, Mascarpone, Ricotta, Burrata
Organic Wild Acres Gouda, Fetta, Ricotta, Halloumi
Passion Cheese Gouda, Feta, Parmesan, Cheddar, Edam, Mozzarella, Processed Cheese, Emmental, Ricotta
Dairy Craft Mozzarella, Bocconcini, Mascarpone, Scamorza, Ricotta, Processed Cheese, Cheddar
Mozzarella, Bocconcini, Burrata, Mascarpone, Ricotta, Scamorza, Parmesan, Cheddar, Gouda,
Exito Gourmet
Edam, Emmental, Monterey Jack, Processed Cheese
La Ferme Cheese Mozzarella, Feta, Ricotta, Lofabu, Auroblochon, and Parmesan
Source: USDA report on ‘Cheese Demand Rising - New Market Opportunities’ September 2015, YES Bank Analysis

Specialty cheese makers like Exito Gourmet, Flander’s Dairy, ABC Farms, Himalaya International,
Organic Wild Acres and Kodai Dairy are manufacturing different varieties of natural cheese like
Cheddar, Gouda, Bocconcini, Ricotta, Mascarprone etc. Most of these players have small capacities
ranging from 1-2 MT/day and are selling their cheese to high end retail stores such as Food Hall, Le
Marche, Sugar and Spice, Godrej Natures Basket and through their own outlets.

4.1.3.1 Packaging Formats Available

Variety Packaging Formats

Cheese Block( 200g,400g, 1 kg)

Cheese Tins (400g with an easy open end)|
Processed Cheese Cheese Slices (40g, 200g,400g,750g), Cheese Chiplets (200g, 500g and 1 kg)
Cheese Wedges (140g, 160g , 800g)
2.5 kgs institutional packs
Cheese Spread Tub/Jar 200g(Plain), 100 gm tubes
Mozzarella Cheese 1 kg Pack, 200g pack, 2.5 kgs institutional packs
Shredded Cheese 150g re-sealable plastic pouches
Cheddar Cheese
50g and 150g pack
Powder
Cheddar Cheese Slice 200g
Emmental Cheese 400 g pack
Gouda Cheese 250g, 1 kg
Source: YES Bank Analysis, Company Websites

Dairy Sector in India

46 Opportunities in Key States and Products
4.1.4 Key Trends in Cheese Market

• Amul, Parag Milk Foods and Britannia are the key brands which are driving the growth of processed
cheese market. Despite growing cheese demand, only 40 to 45 varieties of cheese are available in
the Indian market, which is very low compared to other markets (the United States produces over
300 varieties).

• In 2014, the top 3 players in terms of market share were all domestic and accounted for a combined
share of 83%. International cheese manufacturers such as Groupe Lactalis, Gebrüder Woerle and
Kraft Foods have a negligible presence in the retail market and cater to an extremely niche consumer
segment.

• Most of the domestic manufacturers like Parag Milk Foods, GCMMF have introduced different
varieties of cheese in terms of packaging (spreadable processed cheese in squeezable tubes) and
flavor to cater to customer demands. However, the presence of such cheese varieties remained
limited to modern retail stores in urban cities. The success of these launches encouraged other
manufacturers including regional cooperatives to diversify and introduce other cheese varieties.

• Most of the manufacturers are likely to focus on expanding their presence in modern retail stores to
cater to urban consumers in particular. In addition, modern grocers also have proper refrigeration
facilities.

• Many domestic players like Amul, Parag Milk Foods, Prabhat Dairy are planning to expand their
existing cheese manufacturing capacity.

• Urban per capita consumption of cheese is 700 grams per year and the national average is 200
grams per year which is much lower than the world average of 7 kgs per year.

• With increased exposure to different varieties and forms of cheese in foodservice and modern retail
formats, consumers have started to experiment more with cheese in food.

• The demand of cheese is also driven by young demography and growing urban middle class in India
which is willing to try new varieties of cheese due to increased international exposure through
travel and quick service restaurants.

• More middle to upper class Indian consumers are buying different varieties of imported and
domestic cheese, such as Cheddar, Mozzarella, Parmesan, Emmenthal, Gouda, Ricotta and Feta
generally through modern retailers and gourmet grocery stores.

• Gourmet restaurants and five star hotels constitute the major demand for imported cheese.

4.1.5 Distribution Format

Traditional grocery retailers account for a major share in retail distribution of cheese in India. Though
cheese would continue to be sold mainly through traditional stores, modern grocers and gourmet
grocery stores would continue to become the one stop shop for imported cheese varieties like Cheddar,
Mozzarella, Parmesan, Emmental, Gouda, Ricotta, Feta, and Mascarpone.

Dairy Sector in India

Opportunities in Key States and Products
47
 Grocery Retailers
(100%)

Modern Grocery Traditional

Retailers Grocery Retailers
(14.1%) (85.9%)

Independent Small Other Grocery

Hypermarkets Supermarkets
Grocers Retailers
(8.6%) (5.4%)
(49.0%) (37.0%)

4.1.6 Key Technology Suppliers of Cheese in India

Major dairy equipment suppliers like Tetra Pak and GEA which provide turnkey solutions for dairy plants
have tie ups with international raw and processed cheese equipment manufacturers.

International suppliers also work through marketing firms which sell their equipments in India. Brief
profile of some of the key players is provided below.

Technology Suppliers Cheese Manufacturing Specific Solutions Provided

Stephan Machinery GmbH Stephan Machinery, the market leader in processed cheese technology was founded
in 1953 in Hameln (near Hanover, Germany). It offers advanced levels of processing
solutions for processed cheese (slices, block), cheese spread, analogue cheese and
fresh cheese manufacturing.
DIMA s.r.l DIMA srl, is specialized in the design, construction and installation of machinery for
production of any type of “pasta filata” cheese such as mozzarella, pizza-cheese,
provolone, scamorza, bocconcini, kashkaval, oaxaca, ostiepok, analogue mozzarella,
kashkaval.

Its product range covers the entire production process of “pasta filata” cheeses: milk
coagulation, by offering cheese vats of different typologies and capacities, curd slic-
ers, cooking-stretching machines for traditional production with water or with steam
cookers, moulding for all product sizes, cooling, hardening and brining lines with
automation and patented systems, automatic feeding of the mozzarella, weighing
and counting to feed the packaging machines.

OBRAM S.A. OBRAM is a Polish company which provides comprehensive solutions for food and
beverages business with key focus on dairy sector. The company was founded in
1976 as Research and Development Center for Dairy Equipment. In February 2015
Obram was acquired by Tetra Pak - the world’s leading food processing and packaging
company.

The company offers various solutions on ripening cheese production line, fresh
cheese production line, cottage cheese production line alongwith CIP cleaning sta-
tion, pasteurization sets and automatic system control.

Dairy Sector in India

48 Opportunities in Key States and Products
 Technology Suppliers Cheese Manufacturing Specific Solutions Provided
Costruzioni Meccaniche e CMT provides wide range of equipments for production of pasta filata cheese. The
Tecnologia (CMT) company supplies cheese manufacturing vats, curd draining and maturation systems,
stretching machines, steam stretching machines, salt dosage systems and hot water
heaters, moulding machines, hardening and brining vats etc.
Tetra Pak Scanima A/S Tetra Pak Scanima A/S is a leading manufacturer of high-shear mixing solutions for
a wide range of demanding applications, including food processing, emulation, and
high-viscous ingredients.

The company provides mixing solutions used for producing Mayonnaise and Pro-
cessed Cheese.
Lekkerkerker Dairy & Food Lekkerkerker Dairy & Food Equipment, formerly known as Machinehandel Lekkerk-
Equipment erker, is a family business which has specialised in dairy processing and packaging
machinery since its foundation in 1996.

It is engaged in the installation of new and rebuild production lines and the trade of
second hand machinery. The company can deliver used reconditioned equipment for
(soft/processed/hard/fresh) cheese production lines, pasteurisation units, filling and
packaging machines, Aseptic/UHT/ESL equipment etc. It can be a single machine or a
complete production line including startup/installation and technological training.
Source: Company Websites

4.2 Ultra High Temperature (UHT) Milk

4.2.1 UHT Milk Market in India

UHT milk is a high value added dairy product and its market is growing with the increase in household
income and urbanization. It is still a niche market but more consumers are experimenting with UHT milk
due to its longer shelf life and ease of use. While pouches account for 97-98% of the packaged milk, tetra
packs and PET/glass bottles contribute 2-3% and 0.5%, respectively.

Total retail and food service market size of UHT milk in India was estimated at 241,200 MT in 2015. Retail
sale had a higher share of 75% while foodservice sale contributed to remaining 25%. Retail market of UHT
milk in India was estimated at 181,100 MT translating to USD 0.2 billion.

Exhibit 30: Retail Sales of UHT milk by category in volume and value terms (2015)
Retail Sales (in ‘000 MT) Retail Sales (In USD million)
UHT Milk 181.1 187.4
Fat Free/Semi Skimmed Milk 150.9 154.9
Full Fat Milk 30.3 32.5
Source: Euromonitor

Dairy Sector in India

Opportunities in Key States and Products
49
UHT milk has grown at a CAGR of 14% in value terms during last five years. UHT milk is gaining popularity
primarily because of convenience and is witnessing high growth in NE India and hilly areas where loose
milk is not easily available.

Exhibit 31: % CAGR in volume and value terms during 2010-2015

% CAGR in Volume Terms % CAGR in Value Terms
(2010-2015) (2010-2015)
UHT Milk 4.6% 14.2%
Fat Free/Semi Skimmed Milk 4.7% 14.4%
Full Fat Milk 4.0% 13.6%
Source: Euromonitor

4.2.2 Competitive Landscape

Two largest dairy cooperatives in India, Gujarat Co-operative Milk Marketing Federation Ltd (GCMMF)
and Karnataka Cooperative Milk Producers Federation Ltd. (KMF) hold the largest share of 35% and 23%
respectively in UHT milk market in 2015. Their wide distribution network and strong brand image built for
their brands AMUL and Nandini, helped them to maintain the lead.

Nestle and Britannia are key private players in the UHT milk segment, which are packaged in tetra packs.
UHT milk segment has seen competition increasing with Danone and Parag entering the market in recent
years.

Exhibit 32: Company share of retail UHT milk market in % value terms (2015)

16.6% GCMMF

3.3% 34.5% KMF

5.8% Nestle
Britannia
Andhra Pradesh Dairy Development Cooperative
16.6% Federation Ltd

23.2% Others

Source: Euromonitor

Dairy Sector in India

50 Opportunities in Key States and Products
4.2.3 UHT Milk Variants Available in Indian Market
Company /Brand UHT Milk Variants
Amul Standard Milk, Homogenized Toned Milk, High Calcium Double Toned Milk, Skimmed
Milk, Amul Moti, Homogenized Toned Long Shelf Life Milk in Pouches
KMF Double Toned Milk, Standardised Milk, Skimmed Milk, Cow Milk
Nestle Toned Milk, Skim Milk
Britannia Toned Milk
CavinKare Standardized Milk, Toned Milk, Double Toned Milk, Diet Milk
Visakha dairy Standardized milk, Double Toned milk, Toned Milk, Skimmed Milk
Kwality Limited Standard milk, Toned milk, Double toned milk, Skimmed Milk
Parag Milk Food Skimmed Milk, Double Toned Milk, Cow Milk
GK Dairy Double Toned Milk
D’lecta Foods Pvt. Ltd. Toned Milk, Double Toned Milk, Cow Milk

Source: YES Bank Analysis

4.2.3.1 Packaging Formats Available

Variety Packaging Formats
UHT Milk 200ml, 500ml, 1 liter Tetra Pak
7gm, 10gm Tetra Pak Cups
250 ml, 200ml, 500ml, 1 litre pouch
Source: YES Bank Analysis

4.2.4 Key Trends in UHT Milk Market

• Increasing urbanization, convenience, growing health and hygiene awareness continued to drive
middle class and higher class consumers to shift from loose milk to packaged milk in pouches and
tetra pak. While urban consumers have started to buy UHT milk, rural consumers are gradually
switching to packaged fresh milk from loose milk.

• UHT milk is perceived as bit expensive and its consumption remained restricted to consumers in
urban areas. Urban consumers who prefer weekly visits to hypermarkets or supermarkets for their
grocery shopping prefer UHT milk.

• Various state governments have introduced liquid milk as part of mid-day meals in government
schools. UHT pouch milk has high shelf life due to which it is being preferred for distribution in
schools under the scheme.

• UHT pouch milk market has grown to 500,000 to 600,000 liters per day. Andhra Pradesh Dairy
Cooperative and Karnataka Milk Federation are the major players in this segment.

• UHT milk is gaining popularity primarily because of convenience and is witnessing high growth in NE
India and hilly areas where loose milk is not easily available.

As per industry sources, one of the key consumers of UHT milk in India is Indian army which need
long shelf life products as they serve in far flung areas with difficult terrains. Amul and Verka dairy
in Punjab are amongst the major suppliers of UHT milk to army.

Dairy Sector in India

Opportunities in Key States and Products
51
4.2.5 Key Technology Suppliers of UHT Milk in India

There are many domestic and international technology suppliers for Ultra High Treatment/Aseptic
processing or packaging of milk. For packaging of UHT milk in brick cartons; Tetra Pak has a monopoly in
the market. Apart from brick cartons multiple layered pouches are also being used and companies like
IDMC, Goma Engineering provide technology solutions for the same.

Basis industry discussion, Tetra Pak patent license for brick packaging has expired recently which has
opened up opportunities for other players in the market. Some of the key suppliers in processing and
packaging machinery of UHT milk are given below.

Technology Suppliers UHT Specific Solutions Provided

Tetra Pak India Pvt. Ltd. Tetra Pak is the world’s leading food processing and packaging solutions company. It
provides complete solutions for the processing, packaging and distribution of food
products including dairy products, juices and nectars.

Tetra Pak is pioneer in UHT processing and packaging technology. It provides advanced
processing unit for continuous direct/indirect UHT treatment for milk and other food
products.

Tetra Pak also supplies aseptic packaging systems for packing milk in cartons which are
made of renewable materials, recyclable paperboard and no refrigeration is needed
when distributed and stored.
GEA India GEA is one of the largest suppliers of technology for the food processing industry. GEA
supplies processing and filling lines for milk and milk based drinks which include aseptic
blow moulders, aseptic fillers, container sterilization for aseptic filling, extended shelf
life fillers etc.
IDMC IDMC provides complete pre-processing and aseptic packaging system and ancillary
services in collaboration with Stork. IDMC-Stork & IDMC-Zhongya provide aseptic
sterilizer & packaging machine while IDMC integrates preprocessing, secondary
packaging & ancillary services. The range of products and services in this domain of
IDMC includes:

UHT lines to handle a wide variety of products from milk to juices, including products
with particles, fibers and small pieces.

Aseptic storage tanks, flexible linear filler with a capacity up to 24,000 bottles per hour,
IDMC- Stork rotary fillers for juice and liquid products with a capacity up to 30,000
bottles per hour, Blow moulding machines with a flexibility to produce varying shapes
from 0.2 to 3 litre, open or aseptic, mono or multilayered made out of varied grades
of HDPE, PET, PP, etc.

The company also provides an integrated solution for aseptic pouches covering milk,
juices & all liquid foods.
GOMA Engineering The company manufactures a wide array of food & beverages processing equipment
such as Homogeniser, Pasteuriser, Sanitary Pumps, Cup Filling & Sealing Machine, Skid
Mounted Process Modules. GOMA also manufactures UHT plant for packing in 3 layers
and 5 layers pouch.
REDA REDA has developed a large series of milk pasteurizing units and UHT lines for fluid
milk and high viscosity products. The company provides solutions for indirect UHT
system, direct UHT system, steriflex UHT system (direct-indirect type), plates UHT
system and aseptic tanks.

Dairy Sector in India

52 Opportunities in Key States and Products
 Technology Suppliers UHT Specific Solutions Provided

Serac India Serac has been in India for 20 years and operates through their agent Dynatech
Marketing. Their main focus is in the dairy market and provides extended shelf life,
ultra clean and aseptic filling solutions for liquid dairy products.
Lekkerkerker Dairy & Food Lekkerkerker Dairy & Food Equipment, formerly known as Machinehandel Lekkerkerker,
Equipment is a family business which has specialised in dairy processing and packaging machinery
since its foundation in 1996.

It is engaged in the installation of new and rebuild production lines

and the trade of second hand machinery. The company can deliver
used reconditioned equipment for (soft/processed/hard/fresh) cheese
production lines, pasteurisation units, filling and packaging machines,
Aseptic/UHT/ESL equipment etc. It can be a single machine or a complete
production line including startup/installation and technological training.
Source: Company websites

4.3 Potential Opportunities in Cheese and UHT Milk Market in India

Basis industry discussions it has emerged that opportunities exist in low cost machinery for introduction
of new packaging formats in cheese and UHT milk market. In cheese, majority of the processing and
packaging machinery is procured from international technology suppliers. In UHT milk, packaging
technology is primarily sourced from Tetra Pak but companies are diversifying in to different packaging
formats like HDPE bottles and gable top packs for manufacturing extended shelf life milk.

Few companies are trying to expand their product portfolio by tying up with international companies.
For instance, Parag Milk Foods has tied up with German cheese maker Hochland to import and market
their cream cheese brand Almette in India, which will be co-branded as ‘Go Almette’. This gives another
opportunity for international players to enter into Indian market. Players are also planning to expand their
processing capacity in cheese and UHT milk segment. Some of the specific opportunities are listed below.

• Dairy major Amul will invest INR 7.5 billion (USD 112 million) to triple its cheese production capacity.
The investment will be made to set up a new cheese plant and to expand production capacity of its
existing facility. Out of INR 7.5 billion, INR 6 billion will be invested in setting up of a new plant in
Palanpur, Gujarat and INR 1.5 billion in expanding its current cheese processing capacity to 80 MT/
day.

• Parag Milk Foods is raising up to INR 3 billion (USD 45 million) from a fresh issue to repay part of
its working capital loan, enhance production capacity for cheese, whey and curd and expand its
storing, handling and packing capacities.

• Companies are exploring packaging solutions for extended shelf life milk which will be cost effective
as compared to UHT milk and have higher shelf life than pouch milk.

• Many companies including Cavin Kare, Nandini and Amul have introduced fresh milk in aseptic
plastic pouches which offer a longer shelf life (upto 3-4 months) and packaging costs are lower than
Tetra Pak brick carton packaging.

• As per industry sources, few players like Namaste India, Gopaljee, Hatsun Agro, Swaraj India and
Punjab Sindh Dairy Products Pvt. Limited are planning to establish production lines for UHT/
Extended Shelf Life (ESL) Milk.

Dairy Sector in India

Opportunities in Key States and Products
53
• Schreiber Dynamix has started its UHT plant operation in Fazilka Food Park, Punjab.

• Maharashtra-based private dairy player Prabhat Dairy, is setting up new production lines for value
added dairy products like cheese, paneer and shrikhand at its Shrirampur facility in Ahmednagar
district of Maharashtra through its subsidiary Sunfresh Agro Industries Pvt ltd. Investment on the
cheese factory is expected to be around USD 4.5 million.

• Karnataka Milk Federation (KMF) is also planning to diversify its product portfolio and might plan to
enter into Cheese and expand its product range/capacity in long shelf life milk.

• KK Milk Fresh India Limited might also come up with a cheese unit in Kanpur.

Mr. R.S Sodhi, Managing Director, GCMMF Ltd. (Amul)

“In India, cheese is amongst the fastest growing dairy product segments with double digit growth
rate in value added dairy products categories. The cheese market in India is growing and we are
looking at aggressively tapping this market. Therefore, we are tripling our cheese production
capacity to 120 tonnes per day from 40 tonnes at present. We are planning to invest approximately
USD 112 million to increase our existing capacity in cheese. A host of technological interventions
for introducing new product technologically, packaging formats & supply chain interventions are
required in the segment.”

Dr. Harsev Singh, Chief Executive Officer, Reliance Dairy Foods Ltd.
“Both UHT and Cheese market in India has great potential and are likely key drivers for growth of
value added segment of dairy industry along with Flavoured Milk and Dahi/Yoghurt. Both of these
products have witnessed robust growth in last five years. Changing life style and rising income
level of middle class consumers in India is providing much needed impetus for the growth of this
segment. While technological intervention is needed for adding more varieties of cheeses; import
of packaging innovation will provide required strengths to attract different segment of consumers
for strengthening the distribution network. The UHT segment needs more cost effective solutions
in packaging of product as it is adding to consumer convenience and addressing their food safety
concerns!”

Dairy Sector in India

54 Opportunities in Key States and Products
Leon Verdes, Chief Financial Officer, Schreiber Dynamix Dairies Pvt. Ltd.
“Cheese market is growing at upwards of 20% approximately per year, which is mainly driven by
India’s young demography and growing urban middle class. Over 70% of the total cheese market is
processed cheese, which is mostly used by quick service restaurants and fast food chains for pizzas
and burgers, however, demand remains strong for other variants as organized retailers, high-end
hotels, and restaurants feature these products to aspirational consumers. The other factor driving
the market is the rising awareness of the high nutritional value of cheese.

Schreiber Dynamix believes in constant innovation in various new applications of cheese is required
which helps to grow volumes. An underdeveloped and inconsistent cold chain is a major challenge
for high-quality cheese distribution.”

“The UHT Milk market is growing at very fast rate. Due to urbanization, young population and
apartment culture in the country, people have less time for shopping and prefer to buy groceries
in bulk.UHT milk facilitates the consumers to store milk for a long time which is the key reason for
rapid increase of UHT milk market; this is driven by an increasing demand for packaged milk and
value added products, thus also attracting market players to increase their investment in the dairy
business.

Schreiber Dynamix believes the production of UHT milk in Tetra pack is fully safe and free
of adulteration which is major challenge in the Indian market. Requirement of huge capital
expenditure is a key challenge for the growth of UHT milk.”

Dairy Sector in India

Opportunities in Key States and Products
55
NOTE
NOTE
NOTE