Beruflich Dokumente
Kultur Dokumente
A
SUMMER TRAINING PROJEGT REPORT
ON
THE EFFECTIVE DISTRIBUTION PROCESS OF VARIOUS
PRODUCT OF COCA COLA
SUBMITTED TO
AJAY SINGH
TRAINING MANAGER
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ACKNOWLEDGEMENT
The Research report will be incomplete without acknowledge
giving my sincere, gratitude to all persons who have helped me in
the preparation of this dissertation. First of all, I thank GOD
ALIMIGHTY for the blessings showered on me throughout this
project work, which has helped me in the successful completion of
the training. I express our thanks to Coca cola Hindustan
Beverages Ltd. for granting me the permission to work with the
esteem organization. I am also thankful to Mr. Ajay Singh (Training
Manager) and then to Mr. Ashutosh Sharma (Sales Co-ordinator)
and then to Rahul Singh (SE) and then to Pankaj Chaudhary
(Logistic Co-ordinator) of Coca cola Hindustan Beverage Ltd. They
guided and helped us in all possible ways they could, at every
stage of the report.
I would also like to thank all the Executives, distributors & staff of
Coca cola who provided us all the relevant information and their
kind support, on the basis of which this report has been prepared.
.
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DECLARATION
I hereby declare that I have carried out Summer Training Project on the
topic entitled The Effective Distribution process of Various Products
of Coca Cola at Lucknow, Uttar Pradesh.
I further declare that this project work is based on my original work and
no part of this project has been published or submitted to anybody.
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PREFACE
In summer the consumption of soft drinks is more due to hot
weather in this time chilled weather is needed everywhere and
every body irrespective of age difference. In the market peoples
not only need water, but they want same taste too. Here comes the
need of soft drinks: it has become an essential part of market as
people like it in addition to the bottles, now days packages of soft
drinks i.e. Tin cans. Pet packs of i.e. Litters canisters and
dispensers are introduced to enhance the impact in sales.
As an integral part as curriculum all M.BA a participant are
required to undergo practical summer training in any industry for 6
to 8 weeks period. The main objective of this training is to
supplement theoretical knowledge with exposure to practical
operator of an organization or industry. Candidate tale much help
from this training when he get the job after completed the
curriculum in this training candidate get the better opportunity to in
meet the Retailer conjurer, whale sellers dealer by which
candidates gain more and more information about the market. By
this practical Experience candidate confident level is improved.
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Consequently
we
can
say
this
training
provide
better
TABLE OF CONTENTS
PAGE NO.
TOPIC
INTRODUCTION
COMPANY PROFILE
DISTRIBUTION CHANNEL
RESEARCH METHODOLOGY
SWOT ANALYSIS
:
:
5|Page
FINDINGS
RECOMMENDATION
LIMITATION
CONCLUSION
BIBLIOGRAPHY
ANNEXURE - QUESTIONNAIRE
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Introduction
Modern age is full of competition. Today only way of success is
your continuous efforts towards the growing market needs and in
satisfying them. It is the marketer job to know what the market
speaks i.e. the ever changing needs of the customer through
market research & adopt them fruitfully. It is must for all the
companies to make policies according to the customers and the
govt. Today to succeed for any organization has to target its
customer needs, to create a culture in the organization i.e. market
conscious & responsive to customer needs. Soft drinks industry
has become big business in India in recent years.
The soft drink business under went major change with the entry of
PEPSI and re-entry of COCA-COLA in India in the late 80s when
Parley with brands like Thumps, Limca & Gold spot was a clear
leader. Coca-Cola took up the product line of parley in 1993-94;
today both brands are the Indians favorite soft drinks.
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BUSINESS SEGMENTS
The KO Group is divided into three-business segmentsBeverage, Food and Education. It has a leading market position in
each of its three business segments. Our balanced portfolio
produced a solid business performance. Products and services,
which look to the future, ensure that we will be well placed in
growth markets.
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OUTLET
CLASSIFICATIO
N
DIAMOND
GOLD
SILVER
BRONZE
KO
VP
O
SL
AB
(ph
y
c/s
)
>800
500799
200499
<200
TYPES OF COOLERS
2 cacs
4 cacs.
7 cacs
9 cacs
11 cacs
20 cacs
30 cacs
RATE LIST-2010
Brand
Basic
Rate
200 ML 149.33
300 ML 190.22
SD 300 129.78
ML
SD 500 224.00
ML
600 ML 394.67
1.25
337.78
LTR
2 LTR
364.44
DT 330 444.44
ML
330 ML 444.44
KIN
144.00
500ML
KIN 1
97.78
LIT
Amt.Vat charge
@ 12.5 %
18.67
23.78
16.22
Total
28.00
252.00
49.33
42.22
444.00
380.00
45.56
55.56
410.00
500.00
55.56
18.00
500.00
162.00
12.22
110.00
168.00
214.00
146.00
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FRUIT JUICE
Brand
Basic
Rate
MZ 200 ML 278.85
MZ 250 ML 205.77
MZ 600 ML 530.77
MZ 1200 ML 480.77
MMPO 400 509.62
ML
MMPO 1.2
600.96
LTR
Amt.Vat Charges
@4%
11.15
8.23
21.23
19.23
20.38
Total
24.04
625.00
290.00
214.00
552.00
500.00
530.00
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COMPANY PROFILE
COCA-COLA
ENTRY IN INDIA
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HISTORY OF COLA
The cola industry has phenomenal possibilities for rocketing profit
growth inspire of the sign of relief heaved by the manufacture at
the abrupt sensational termination of coca cola monopoly the
tastes of cola is by no means extinguished the coca. Cola have a
status symbol to it..., generated by the sub standard, penetrated,
advertising and extensive distribution network.
Total soft drink segment is growing at the rate of 10% per year still
if
international
standard
area
considered
the
per
capita
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It has now emerged as the winner and has a good image in the
market.
Coke has even sponsored the wills cricket world cup 96 at an
estimated cost of 26 corers.
ORGANIZATION STRUCTURE
COCA-COLA HINDUSTAN BEVERAGE LTD.
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nurturing
creditability
of
the
salesman
and
making
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COMPETITIVE ARENA
The soft drink market all over the world has been witnessing a
neck to neck battle between the two major players, Coca-Cola and
Pepsi since the very beginning. The thirst quenchers are trying
hard to have the major chunk of the pie of carbonated soft drink
market. Both the players are spending their energies in building
capacity, infrastructure, promotional activities etc.
Coca-Cola being 11 years older than Pepsi has dominated the
scene in most of the soft drink markets in the world and enjoying
leadership in terms of market share. But the Coca-Cola people are
finding it hard to keep away Pepsi, which has been narrowing the
gaps regularly. The two are posing threats to each other in every
nook and corner of the world. While Coca-Cola has been earning
most of its bread and butter through beverage sales, Pepsi has a
multi products portfolio with some portion from the same business.
The two warriors are face to face once again here in India with
different strategies and tactics to attack the rival. Coca-cola is
focusing upon the joint ventures with the existing bottlers { fobo }
franchise owned bottling operations to enhance its control on
manufacturing and marketing of its products range and attain the
quality standards of its class.
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drink giants are leaving on stone unturned and her for the long
terms.
They have increased the fizz in the market place by introducing the
dispensers called fountain Pepsi and has been enjoying a lead
over its rival there.
Coca-cola on the other hand, has been working on the saying slow
and steady wins the races side by retailing to every more of its
competitor. They have procured the shield of thumps up with a
handsome market share in Indian soft drink market.
Countering Pepsis international commercial that used two
chimpanzees to cock a snoop at coke, thumps up come with the
ad line, dont be Bandar, and taste the thunder. Also thumps up
has been positioned now very near to that young image of Pepsi
and giving it a though time.
These cool merchants have put everything on fire. It coke got the
status of the official drink of wills. World cup, Pepsi blushed as
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Lovell said thomas had seen cuban fields hand drinking pina fria
a pineapple beverages, from bottles while he was
Stationed in Cuba during Spanish American war. When he
returned to Chattanooga, he decided to pitch the idea of bottle soft
drinks to coke, which was then sold only as a fountain beverage.
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GOAL
DESIRE.
CONSUMER
STRATEGIES
AVAILABILITY
Some of the ways in which the Coca-Cola Company hopes to
increase availability of its product include improved or innovative
packaging,
dispensing
systems,
distributions
system
and
marketing.
AFFORDABILITY
The ways to address affordability include pricing decisions, as well
as resource management. To make its product available at a price
affordable to the consumer. Continually processes more efficient
and therefore more cost-effective.
ACCEPTABILITY
Making coca-cola brand products the beverage choice for any
occasions depends on a variety of strategies to reach the target
audience. The common strategies adapted to effect acceptability
were though sponsorships, promotion youth market activities,
community programs, and other activates.
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Distribution Channel
Distribution means supply of goods from company to its ultimate
user. After manufacturing the product the important work for the is
to provide its goods to its ultimate user at the right time and when
manufacturing process has been over. Than marketing work will be
start by the marketing Department adopt the policy for providing
goods to the consumer at the right time and place. Distribution
means the way be which the product reach to the hand of
consumer these all process comes under the Distribution of
Network. Good distribution network is essential for more sailing
and customer satisfaction. If customer or retailer is not satisfy of
your distribution net work. It reflects that companys Distribution is
not good and some thing is wrong any when.
The Distribution of Coca Cola of best. Company doesnt want to
take any type of risk so they have made the distributor in different
2 areas. Distributor take the flavors from the company and deposit
all the payment in advance by this process company get all the
money at the right time. Distributors establish all the goods in bare
house company are appointed 2 or 3 executive for marketing.
Executives are getting the salary from company. But sales man
helper, loader, appointed by the Distributor. Distributor is liable to
give the salary to the sales man helper; loader and clerk the sales
man do the work under the pressure of Executive.
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From the bare house company launch the flavors in the market.
The flavor reaches in the market to the retailer by two medium.
1)
2)
Dealer
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FLOW
OF DISTRIBUTION CHANNEL
Plant
Warehouse
Direct route
Market
Indirect route
Distributor
Market
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TO MARKET
One of the values of the coca-cola system is presence that coca-
DISTRIBUTION
Distribution sales + delivery + merchandising + local account
management.
Distribution of Cokes products includes the activities of sales,
delivery merchandizing and local accounts management. These
are two major types of distribution systems:(i)
elements
(sales,
merchandizing and
local
accounts managements).
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With direct distribution there are two types of sales:Advanced sales and conventional sales.
In conventional sales, all the distribution activities (Sales, Delivery,
Merchandizing and Local Accounts Management) are performed
by the same persons.
In advanced sales, sales and delivery are performed by different
people within the coca-cola system.
Difference between a customer and a consumer.
MERCHANDIZING
One the products are delivered to the customers they are
promoted at the point-of-purchase to maximize the companys
sales opportunities, merchandizing involves looking at the
presentation of the products through the eyes of the consumers. It
is an on-going process that help the company present its products
properly to the consumers in the market place for instance, is the
display attractive? Are the product neatly organized.
PRESENTING
THE PRODUCTS
Vending machines
Post mix / pre mix
INDIAS
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OUT
CHANNEL OF DISTRIBUTION
LINE DYGRAM OF DISTRIBUTION CHANNEL
COCA COLA
OF
Company
Manufacturing goods
Depote
Distributor
Company
Vehicle
Retailer
Consumer
Retailer
Consumer
Area List
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TAKE SOLUTION
After analyzing the problem I sow that 90% problem was general
and I found 20% problem personal and I was found 10% problem
as Genuine which is considerable and soluble. General solution
solve the journal problem remaining 10% problems solution we
found and then after we implement the solution.
APPLICATION OF SOLUTION
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After founding the solution we apply the solution and satisfy the
customer & consumer.
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MAAZA
Yaari-Dosti Taaza Maaza.
WITH THE REAL FRUIT TASTE KIDS LOVE, PLUS ADDED
CALCIUM, MAAZAS TAGLINE, YAARI-DOSTI TAAZA
Maaza in Hindi.
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MAAZA WAS INTRODUCED IN INDIA IN 1984 AS A NONCARBONATED MANGO FRUIT DRINK. IT WAS
ACQUIRED BY THE COCA-COLA COMPANY IN 1993
AND IS CURRENTLY AVAILABLE IN THREE FLAVORS,
MANGO, PINEAPPLE AND ORANGE, PLUS ADDED
CALCIUM.
MAAZA MANUFACTURING UNIT IS LOCATED IN
NAJIBABAD WHICH IS DELIVERING IN ALL OVER
WESTERN AND EAST U.P. THROUGH THAT
NAJIBABAD MANUFACTURING UNIT BECOME MAAZA
IS A FIFTH LARGEST SELLING BRAND OF COCACOLA. MAAZA HAS MANGO FRUIT TEST ITS
FLAVOUR INTRODUCING BEFORE SLIECE PEPSI
COPY ITS.
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SPRITE
Clear, crisp, refreshing
INTRODUCED IN 1960, SPRITE IS THE WORLDS
LEADING LEMON-LIME FLAVORED SOFT DRINK.
SPRITE IS SOLD IN MORE THAN 190 COUNTRIES
AND RANKS AS THE NO. 4 SOFT DRINK
WORLDWIDE, WITH A STRONG APPEAL TO YOUNG
PEOPLE.
MILLIONS OF PEOPLE ENJOY SPRITE BECAUSE OF ITS
CRISP, CLEAN TASTE THAT REALLY QUENCHES
YOUR THIRST. BUT SPRITE ALSO HAS AN HONEST,
STRAIGHTFORWARD ATTITUDE ABOUT THINGS
THAT SETS IT APART FROM OTHER SOFT DRINKS.
SPRITE ENCOURAGES YOU TO BE TRUE TO WHO
YOU ARE AND TO OBEY YOUR THIRST.
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THUMS UP
Strong Cola Taste, Exciting Personality
A THUMP UP IS A LEADING CARBONATED SOFT DRINK
AND MOST TRUSTED BRAND IN INDIA. ORIGINALLY
INTRODUCED IN 1977, THUMPS UP WAS ACQUIRED
BY THE COCA-COLA COMPANY IN 1993.
THUMS UP IS KNOWN FOR ITS STRONG, FIZZY TASTE
AND CONFIDENT, MATURE AND UNIQUELY
MASCULINE ATTITUDE. THIS BRAND CLEARLY
SEEKS TO SEPARATE THE MEN FROM THE BOYS.
ITS TAG LINE SAYS IT ALL: THUMPS UP, I WANT MY
THUNDER.
THUMPS UP IS A NUMBER ONE LARGEST SELLING
BRAND OF COCA-COLA IN GHAZIABAD REGION
URBAN AREA ONLY IN GHAZIABAD RURAL AND
SEMI-URBAN AREAS ARE SECOND LARGEST
SELLING BRAND AFTER PEPSI BECAUSE THEY ARE
AWARE THUMPS UP BRAND THAT WHAT HAS EXTRA
ENTITY IN THUMPS UP.
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COCA-COLA
COCA-COLA IS THE MOST POPULAR AND BIGGESTSELLING SOFT DRINK IN HISTORY, AS WELL AS THE
BEST-KNOWN PRODUCT IN THE WORLD. CREATED
IN ATLANTA, GEORGIA BY DR. JOHN S.
PEMBERTON, COCA-COLA WAS FIRST OFFERED AS
A FOUNTAIN BEVERAGE BY MIXING COCA-COLA
SYRUP WITH CARBONATED WATER.
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FANTA
A FAVORITE IN EUROPE SINCE THE 1940S, FANTA WAS
ACQUIRED BY THE COCA-COLA COMPANY IN 1960.
FANTA ORANGE IS THE CORE FLAVOR,
REPRESENTING ABOUT 70% OF SALES, BUT OTHER
CITRUS AND FRUIT FLAVORS HAVE THEIR OWN
SOLID FAN BASE.
CONSUMERS AROUND THE WORLD, PARTICULARLY
TEENS, FONDLY ASSOCIATE FANTA WITH
HAPPINESS AND SPECIAL TIMES WITH FRIENDS
AND FAMILY. THIS POSITIVE IMAGERY IS DRIVEN
BY THE BRANDS FUN, PLAYFUL PERSONALITY,
WHICH GOES HAND IN HAND WITH THE BRIGHT
COLOR (PARTICULARLY ORANGE), BOLD FRUIT
TASTE, AND TINGLY CARBONATION.
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diet coke
THE EXTENSION OF COCA-COLA NAME BEGAN IN 1982
WITH THE INTRODUCTION OF DIET COKE (ALSO
CALLED COCA-COLA LIGHT IN SOME COUNTRIES).
DIET COKE QUICKLY BECAME THE NUMBER ONE
SELLING LOW-CALORIES SOFT DRINK.
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limca
THIS IS THIRST-QUENCHING BEVERAGE FEATURES A
FRESH AND LIGHT LEMON-LIME TASTE AND
LIGHTHEARTED ATTITUTE. THE LIMCA BRAND WAS
INTRODUCED IN 1971 AND ACQUIRED BY THE
COCA-COLA COMPANY IN 1993.
kinley water
THIS IS THIRST-QUENCHING BEVERAGE FEATURES
FRESH THE FRESH WATER WITH THE SATURATED
OXYGEN LEVEL.
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sunfill
THIS IS THIRST-QUENCHING BEVERAGE FEATURES A
FRESH AND LIGHT ORANGE TASTE AND
LIGHTHEARTED ATTITUDE.
vanila
IT IS AN ICE CREAM IN TASTE.LAUNCHED IN 2004.
mmpo
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TYPE
THUMPSUP
LIMCA
COKE
MAAZA
RESPONDENTS
PERCENTAGE
42
07
11
05
65%
10%
17%
8%
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FREQUENCY
PRICE
TEST
AVAILABILITY
PACKAGING
OTHERS
RESPONDENTS
33
20
25
06
11
PERCENTAGE
35%
21%
26%
6%
12%
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(1) Interviewer must plan in advance and should fully know the
problem under consideration. He must choose a suitable
time and place so that the interviewee may be at ease during
the interview period. For this purpose some knowledge of the
daily routine of the interviewee is essential.
(2) Interviewers approach must be friendly and informal. Initially
friendly greetings in accordance with the cultural pattern of
the interviewee should be exchanged and then the purpose
of the interview should be explained.
(3) All possible effort should be made to establish proper rapport
with the interviewee; people are motivated to communicate
when the atmosphere is favourable.
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SALESMEN
Conventional Route Salesmen carries ready stocks in vehicles and
sells it to retailers on his route. Characteristics of conventional
routes:
Salesman visits the outlets without a proper PJP
Has the responsibility of driving which includes following
traffic rules , finding place to place to park in congested
market places , sell the products
And collect cash & glass.
Communicates schemes and handles cash himself which
given him the opportunity to manipulates with discounts.
Salesman is un-educated, with his primary qualification being
a driving license.
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WHAT IS PRE-SELL?
Pre-sell A selling technology in which the selling process has
two distinct parts:
Generating order selling the order and delivering the pre-sold
order .It segregates the front-end and back-end process of
selling.
Works on a proper beat with a defined PJP.
A pre-seller focuses on taking orders in advance after
activating the outlet .Therefore eh has dedicated time for
effectively selling schemes and promotions and
Carrying out his executing an outlet responsibility.
Back-end activities like invoicing, delivering stocks, collecting
cash & glass are carried out by others.
Delivery vehicles are loaded as per the orders, leading to
very high capacity utilization & negligible shortage of
brand/pack to the retailer.
Company gets control over retailer.
Retailer is sure that hes getting the complete discount.
Higher Distribution ROI.
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WHY PRE-SELL?
Improved execution
Reduced manpower through better utilization of MD
resources
Increased vehicle utilization (90%+)
Reduced costs
Improved BPPC Control-Focus on profitable packs and right
BPPC
.
PRINCIPLES
1. Pre-Seller can be a current Route salesman or a
market developer.
2. All pre-sellers are hired by HCCB & paid through a 3 rd
party.
3. Pre-seller will be responsible for:
RED outlets = Execution + Volume.
Non RED outlets =Volumes
4. Depending on the town/area/locality, pre-seller will be
allocated two/three beats each, with a frequency of
3x/2x per outlet.
5. Will cover 30 outlets in one beat using Beat Planning
Format
6. Pre-billed orders leave the depot/distributor go down.
7. Pre-sell to work on specific geography rather than
specific outlets.
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ASSIGNING MANPOWER
For Pre-sell we need the following:
1. Pre-Seller for generating the order and market
execution.
There will be only one cader called PRESSELLER which is either salesman or MD
converted to this role .
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2. Drivers
(delivery
salesman)
&
helpers
for
supplying orders.
3. MDs for executing RED outlets on conventional
routes.
4. For DSD one person at depot to take orders from
Pre-sellers and billing.
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TRAINING OF PRE-SELLERS
for
salesman
Pre-sellers
must
Pre-sellers.
The
Salesman
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Productivity.
No. of bills cut in a week vs. potential
Formula-Actual bills cut per week/ (No. of
retailers X3)
CAUTION
1. There might be cases where in some retailers
return stock due to various reasons : Does not have money.
Father gave the order but son present
at shop during delivery of stocks.
Estimated the order wrongly now wants
to change the stock.
But the world of caution is that please dont
move back to conventional route
2. Make deliveries through clubbed orders and
do not allocate a vehicle for every MD. Even if
that is done in the beginning, swap the
salesman.
VISION
through
Coca-cola
is
Coca-Cola
Corporate
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MISSION
The mission of Coca-Cola in India is:
Increase in shareholders value over
time.
To achieve the above by working with
business
partners
to
deliver
&
objectives
of
the
company.
4. Environmental polices.
5. Internal control.
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RESEARCH METHODOLOGY
TECHNIQUES FOR SALES PROMOTION
1) Product availability
2) 100% rich
3) Good relation
4) Warm display
5) Cold display
6) Proper singer
7) Rich at one time
8) Fulfill your commitment
1) Product availability
It means all the flavors of coca cola should be available at one
time. By which customer can able to give any flavors to the
consumer and can give the satisfaction.
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5) Cold display
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6) Proper shin age - proper shin age also play a key roll in more
selling.
7) Fulfill our commitment if executive promise to the customer of
any type. Then executive shovel fulfill his promise, such as.
Executive say that to the retailer if you will sell 1000 carrot in
this month then i will give you a coke fridge. If retailer has sold
out 1000 carrot in the a month then executive should fulfill is
commitment. By this manner selling will also improve.
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USE
OF RESEARCH METHODOLOGY
OBJECTIVE
OF RESEARCH
The main aim of research is to final out the truth which is hidden
and which has not been discounted as yet. The purpose of
research is to discover answers to questions through the
application of scientific procedures of collecting the data.
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METHOD
PRIMARY METHOD
Adopted the personnel personal interview method in this method
we made a questioner with this questioner we used to go in the
market and see the customer one by one.
First of all we used to give the introduction with smile enthusiastic
and with proper eye contact and demand to give 2 or 3 minute to
fulfill his questioner and then after we started to put the questioner
at the retailer and completed the questioner.
(i)
Questionnaire Method
(ii)
Personal Interview
SECONDARY METHOD
This method is most appropriate method for collecting the data. By
this method researcher get the actual report
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TAKE SOLUTION
After analysing the problem I sow that 90% problem was general
and I found 20% problem personal and I was found 10% problem
as Genuine which is considerable and soluble. General solution
solve the journal problem remaining 10% problems solution we
found and then after we implement the solution.
APPLICATION OF SOLUTION
After founding the solution we apply the solution and satisfy the
customer & consumer.
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Last years situation was not that. Last years market share of coca
cola and pepsi was app. Same in the market but in this year
company adopted new strategy and provided good service and
provide more and more customer satisfaction company top
management have taken a good decision in this year. Decision
was that all the flavors rate should be decreased by which lower
level people can be taken the enjoy of coke and the company
provided a new flavor of 200 ml in the birth rupees of 5. This brand
have got good position in middle level and lower level family so by
the virtue of good strategy company have got good market share
app. 67% right now coke
Comparison to Pepsi.
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Coke
Pepsi
Cola
Cola
(Pepsi)
Coca Cola
Thumsup
Orange
(Fanta)
Orange
(Mirinda)
Fanta Orange
Clear Lemon
(Sprite)
(7UP)
Cloudy lemon
Cloudy Lemon
(Limca)
(Lemon Mirinda)
Fruit
Fruit
(Maaza)
(Slice)
MAAZA ORANGE
Pulpy orange
Pineapple
Soda
Soda
(Lehar Evervess)
(Kinley)
Kinley Water
(Kinley)
Kinley Water
Aquafina
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Cola
Pepsi
45%
Coke
35%
Thumps up =
20%
20%
45%
35%
Pepsi
Coke
Thumsup
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Orange
Fanta
75%
Mirinda
25%
25%
75%
Fanta
Mirinda
Cloudy Lemon
Limca
Lemon Miranda =
20%
80%
20%
80%
Limca
Lemon Mirinda
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Clear Lemon
Sprit
75%
7UP
25%
25%
75%
Sprit
7UP
Mango
Maaza
80%
Slice
20%
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20%
80%
Maaza
Slice
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Soda
Kinley
50%
Lehar Evervess
50%
50%
50%
Kinley
Lehar Evervess
Can
Coke
40%
Pepsi
60%
40%
60%
Coke
Pepsi
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PET
Coke
60%
Pepsi
40%
40%
Coke
60%
Pepsi
Kinley Water
Kinley
80%
Aquafina
20%
20%
80%
Kinley
Aquafina
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Total Product
Coke
63%
Pepsi
37%
37%
63%
Coke
Pepsi
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SWOT Analysis
STRENGTH
Company product having a good brand name and trade mark.
So that there is no such problem for convenes the user.
Being a franchise company product trade mark. Thats why its
scope is worldwide.
Coca cola capturing near about 69% market in cold drinks line
remaining 31% captured by its main competitor Pepsi. The
reason behind that good supply and its all flavor like Thumsup,
Limca, Fanta, Maaza and Sprite also asked by the user in
Sahibabad Area.
Coca Cola good Brand Image not only in India rather all over
the world. Thats why there is no need of Advertisement.
Company marketing policy is consumer oriented by doing
mentioned M.R.P. and manufactured date.
Company having expert management so that company can
provides better goods & service for the ultimate user.
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WEAKNESS
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OPPORTUNITY
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THREAT
Company should do something for customer interest. Providing
beneficial scheme and good relation to customer other wise its
other competitor will develop and they will capture its market.
Cold Drinks selling is very much depend on customer or retailer
so that retailer is not happy than sale can be effected in future.
In this time only two or three competitor are existing in the
market. In the future the competitor can increase. So that
company should prepare some future plan for maintaining its
market share.
Some domestic competitor can develop in the market.
Company should prepare long term future plan for permanently
existing in Host Country.
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RECOMMENDATIONS
Company should prepare future plan for maintain selling in
market. Because company competitor can increase and can
capture the market.
Company should provide special benefit to the retailer. Other
wise his interest will go down from cold drinks.
Present time competition is not high in this line because its
competitor is only Pepsi. So that company can do compromise
with Pepsi and both can increase products M.R.P.
Company should appointed a special representative for
listening retailers problem and solve them. He can also find out
some shortcomings of salesman & others.
In case of cold drinks selling mostly depend on retailer. So that
his satisfaction needed.
Test of all flavor like, Coke, Thumps, Limca, Fanta, Maaza and
Sprite should also good.
Defected goods should be returnable or changeable.
Good execution is a main factor in more selling good execution
improves selling.
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BIBLIOGRAPHY
Internet site
www.cocacola.com
www.pepsico.com
Record of N.M. Soft drinks, Sat Nirnkari Colony, Delhi
Record of luminous marketing.
News items of English dailies, published from New Delhi.
The Times of India
The Telegraph
The Economic Times
Advertisement on coke products.
Advertisement on Pepsi product.
Consulted Libraries
American Library
British Library
Consulted Books
Research for marketing Decision by P. Green, D.S.
Tull, G. Albaum
Marketing Management -Phillip Kotler.
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Questionnaire
NAME OF THE SHOP.
ADDRESS
TEL. NO. .
Q1)Which brand do you sell?
PEPSI
COCA COLA
BOTH
Q2)Why are you not selling the Coca Cola or Pepsi product?
Q3)How many brands are available in your shop in the RGB and PET
Bottles?
(A)
In RGB
COCA COLA
THUMS UP
SPRITE
LIMCA
FANTA
MAAZA
(B)In PET
COCA COLA
THUMS UP
SPRITE
LIMCA
FANTA
MAAZA
MMPO
NIMBO FRESH
NO
Q8)Are you aware of the various schemes run by the coca cola?
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YES
NO
3-5 CASES
6-10 CASES
More than 10 CASES
Q11)Do you think promotional activities can increase sales?
YES
NO
Q12) According to you a company should improve upon?
Distribution
Service
Sales Promotion
Schemes
Very Good
Average
Bad
Very Bad
COMPLAINTS OR SUGGESTIONS
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WORD OF THANKS
I pay sincere thanks to Coca Cola Company, which gave me the
chance to do my summer training in their reputed organization.
This is a matter of great respect on their side that they
supported us in every problem faced by us.
Hope that in future also we will get a support from their side
and I shall be given an opportunity to work under this brand name
and to be a part of this organization.
Thank You.
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