Beruflich Dokumente
Kultur Dokumente
Table of Contents
Chapter I
Objectives / Hypothesis 2
Introduction 3
Chapter II
Chapter III
Chapter IV
Appendix
Conclusion 92
Questionnaire 93
Bibliography 95
2017-2018
2|Page
d. To know dealer’s suggestion, comments what more they require from company.
company.
2017-2018
3|Page
INTRODUCTION
Saket Sales & Distribution Pvt. Ltd is a franchisee of Coca cola international which manufacture coca
cola products coca cola industry is a U.S.A. based multinational company which produce soft drink
and also interfere in the fields of food ( snacks). When India left the ban from the international soft
drink manufactures coca cola was the fist company who joined Indian market with there tow flavour
i.e. coca cola (Cola), 7 UP (clear lemonade). That time COCA COLA have competition with only
thumps Up. As coca cola starts to dominate the thumps up products. In 1993 Coca cola international
entered the Indian market and had collaboration with thumps up. Now thumps up are the owned brand
of coca – cola.
They have joined Indian market with coke (cola) and fanta (orange). At present there is a great
competition in the field of soft drink industry and advertising war is continue between COCA COLA
& PEPSI. Both companies want to dominate each other in advertising world. COCA COLA is one step
ahead the Pepsi. They are the global sponsors of cricket world cup 1999 while the coke was the
official cold drink of wills world cup 1996. but COCA COLA prepare a brilliant aid with slogan “
Nothing official about it” and gain a great advantages. This competition is very good soft drink
industry and consumer as well. At present Coca cola and coke have balanced market share in Indian
market.
Coca cola also brought in celebrities which further emphasized their business all over India. The most
effective was with the introduction of Amitabh Bachan, Shahrukhan, Kareena kapor, Amir Khan and
Ricky martin . Further, coca cola is used to sponsoring various corporate and cultural events all over
2017-2018
4|Page
Coca-Cola was formulated in 1886 by Dr. John Pemberton, a Pharmacist in Atlanta, Georgia. The
drink was , sold ad refreshing elixir at the fountain counter of Jacob’s Pharmacy of which
Dr. John Pemberton was part owner, unaware that the pharmacist had given birth to caramel
colored syrup which is now the chief ingredient of the world’s favorite drink. Today the
white-on-red flow of Coca-Cola is familiar sight in more then 195 countries. The syrup
combines with the carbonate water to fuel a $16.2 billion corporation that has captured a 46%
S lice of the global soft drinks market. The company estimates that the drink is
served more than 773 million times every day and if all Coke ever produced were filed in
standard bottles and placed end to end it would wrap around the equator 21, 161
times.
The story of Coca-Cola is a story of a drink and its charm with the consumer. The story of
ecstasy and again that the drink has caused to those dedicated to its growth Pemberton first m an ag ed
1891, Candler bought Coca cola for $ 2,300. The year after align with four companies
he formed the Coca-Cola company with the initial stock of $100,000. Coca-Cola was
registered at the US patent office in 1893, and began selling at soda fountains for 5
cents a glass of therapeutic refresliment 1894, 1 got into bottles, courtesy a candy merchant
2017-2018
5|Page
Five years later; the drink was being bottled on a regular basis under a region wise
frairclrising system; and its l u s t competitor Pepsi cola, Coca-Cola’s first bottling plant
opened in Chatanooga, Tennessee followed by another in Atlanta in 1900. The unique taste
of cola was an outstanding success. Over the next two decade the number of
plants crossed 1000. In a bit to difference the product, the company adopted 6.5 ounce,
pale green contour bottle designed by the root glass company of Terri Haute, Indiana. Today it is an
The company broadened its horizons when Robert Wood the son of a banker who acquired to
Company for $25 million in 1919, assumed charge in 1923. tie began by upgrading bottling
operations, brought in innovations like a six-bottle carry home carton, and gear 111) advertising
support. It Was Under Wood Ruff that the brand. Known affectionately as coke by now associated it
self with sportive events. By the early 1940’s the brand was selling as the “real thing” to set it self
As a time went by the company brought out some new aerated drinks. The first one “Manta” appeared
Its birth was an accident, the company’s German name is an attempt to produce Coca Cola without
some key ingredients, turned out into an orange flavored drink instead. Its strategists who feared the
dependence on just one put a cap on growth welcomed it. While Fanta was being rolled out the
company bought minute made corp. Which in 1967 was combined with Duncan foods to pave way for
the Coca-Cola foods. Several beverages followed the most notable being ‘sprite’, a lemon drink
Coca-Cola had diversified the company into businesses and it even had a steam generator and boiler
making division. Robert C Goizueta, Cuban born 27 years veteran took over as the Coca-Cola unlike
2017-2018
6|Page
The best insurance policy that he figured was to let coke evolve to the summer slacking it with
variants, even reinventing if needed. In 1982, the company launched what is now considered among
the world’s most successful brand extensions ‘Diet Coke’, under the leadership of Sergio Zyman, the
head of us marketing. The idea was to retain the loyalty for the Health conscious drinker who loved
the taste but hated the calories. After this it came out with caffeine free versions of its main drinks. Yet
in the US the company kept losing ground to Pepsi. Zyman, a former Pepsi marketer argued that the
correct strategy was to replace 98 year old with better tasting cola, label it as “New Coke” and blare
the news which is exactly what the company did more than a decode ago in 1985. But when placed on
the shelves it did not budge. On wide spread protest it was recalled after 79 days.
The company has about 100 brands in its portfolio but coke, Fanta and sprite account for most of its
sales. In 1994, the real thing’s coke sold over 52.5 billion liters. For the taste of it diet coke along with
Coca-Cola light sold 8.5 billion liters, which makes it the world’s two top non cola drinks sold over
6.5 billion liters each. Which sprite aimed at the independent youngster two does not care what as
others drink (the as line “obey you’re a thrust”). In 1993, Coca-Cola reentered India after a 16 years
long exile, four years Pepsi made its debut India. While Coke plays on brand nostalgia, Pepsi address
the young crowd, which unlike a in America is a dominate ort if the population here.
2017-2018
7|Page
Indian soft drinks market was only of 200 cases per year. This was very low even compared to
Pakistan and Philippines. Population and potential market are two major reasons for major
multinational companies of entering India. They feel that a huge population coupled with low
consumption can only lead to an increase in the soft drink market. Another increase in the sale of soft
drinks in the scorching heat and the climate of India, which is suitable for high sale of soft drinks. All
these factors together have contributed to a 30% growth in the soft drinks industry. If the demand
continues growing at the same rate, within two years the volume could touch 1 billion cases. All these
factors are the reasons for the entry two giant of the soft drink industry of the world to enter the Indian
market. These two giants Pepsi and Coca-Cola, Themselves share 96% of the soft drink market share.
Rest is shared by Cadbury’s Schweppes, Campa Cola and other soft drink brands. But was the scene
same 20 years ago? The answer is No. 1970 was the year of pure soft drinks Campa cola and Parle
Soft drink consists of a flavor base, sweetener amid carbonated water. In general terms non-alcoholic
drinks are considered as soft drinks this name soft drink was given by Americans as against hard
The major participants involved in the production and distribution of soft drink are concentrate and
syrup producers, bottlers and retail channel. Concentrate producers manufacture basic soft drink
flavors and retail channel refers to business location that tells or serves the products directly to
consumers.
Soft drink is not a product, which a person plans to buy before hand, but is an impulse purchase. Lots
of sale depends upon the strength of merchandizing done at the point of sale.
2017-2018
8|Page
It all begin in 1977, a change in government at the center led the exit of Coca-Cola which preferred to
quit rather to dilute its equity to 40% in compliance with the Foreign Exchange Regulation Act
(FERA). The first national cola drink to pop up was double seven. Delhi oil coke’s exit, switched over
to Campa Cola.
The beginning of 1980’s saw the birth of another cola drink, Thums up, Parle the Gold spot people,
launched it in 1978-79, as “Refreshing Cola”. By the mid-eighties Mc Dowells launched Thrill, and by
the late eighties three was Double Cola, which entered in India market, as a NRO-run out fit with its
plant in Nasik { Maharastra }, in 1978 Parle, Indian soft drink’s. market (share 33%) with its gold spot
and Limca brands. Later Thums Up also started ‘Thums Up. At the same time the threat to the Indian
soft drinks was that of fruit drinks. In 1988, fruit drinks market was valued at Rs. 40 crores and grew
Coca-Cola entered Indian by buying up to 69% of the 1,800 crore soft drink market { i.e. 5 Parle
Export brands of Thums Up’s Limca Gold spot, Citra & Maaza }.Today the scene has changed making
it a direct battle between two giant Coca-Cola and Pepsi. The picture will become clearer by looking at
One of the strongest weapons in Coke armory is the flexibility it has empowered its people with.
In Coke every employee, may he be a manager or salesman, have an authority to take whatever steps
lie or sloe feels will make the consumers aware of the brand and increase its consumption. Thus Coke
believes in establishing and nurturing creditability of the salesman and making commitment to grow
business in accounts. All these factors together led to a high growth in the Indian market and
2017-2018
9|Page
For example, while festival mood plays a strong role in marketing, it is activated for Durga
Puja in Calcutta, Dandiya in Gujarat, etc., Coke has its focus on the youth market in
India.
As a first step toward catching the attention of the youth, coke signed on cricket heroes Saurav
Ganguly a n d Virendra Sehwag. It slowly started talking about youth passions like cricket,
films, festivals and food. Soon the advertisements started giving the message, “Eat
Cricket, Sleep Cricket, Drink only Coca-Cola” And now it has started modifying film
hits to frame catch lines that appeal to the youth. ‘This particular strategy has
Coke is focused on distribution to ensure that its products are within customer ’s
reach. And it saves its focus has begun to pay it dividends. As per mid-2008 figures
coke is selling as many bottles in the hinterland of Punjab as it does the four metros.
2017-2018
10 | P a g e
own disadvantages. The economic slowdown in various overseas markets and the
strong dollar had their impact on Coca-Cola revenues and bottom line in 2009. But the company
M Douglas Investor, the Chief Executive Officer of the Coca Cola Company says, “This past
year 2009 has been a challenging period for the Coca-Cola Company as ecoiioinic
environment became more uncertain in the later part of 2009, we strongly believe that
our fundamental opportunities for long term growth have not changed”.
As long as maximization of share holder wealth remain Coke’s focus for its future is assured
Goizueta had stated and proven to the world that focus on shareholder wealth does more good
to the company than focus on revenues and it is not that coke does not enjoy volumes for
it is world’s No.1 soft drink manufacture. It is not content with this title and is aiming at
higher volumes year after year. Surely coke will continue to grow. Point on Roberto
had reduced the company basically to its trademark and the returns are so
astronomical as to be off the boards. It just absolutely added a jet engine to their
performance.
2017-2018
11 | P a g e
The Coca-Cola Company is global player and approximately 70 % of its volume and 80 % of
its profit come from outside the United States of America. Although it was perceived as a
standardized brand across the world, Coca-Cola had been quietly fine turning its
Only the brand Coca-Cola, sprite and Fanta were marketed globally. In Latin America
and Europe, where a heavy consumer preference existed for lemon lime and orange
sodas. Coke had developed a wide range of formulations and flavors to cater the needs of
different countries. In El Salvador and Venezuela, a version of Fanta called Fanta Kolita a
cream soda type of drink became extremely popular. Similarly, in Indonesia Coke had
been selling pineapple and banana Limca, Maaza and Thums Up in 1993.
2017-2018
12 | P a g e
One of the driving forces behind coke’s bottling system are that is anchored by 10 strategically
Anchor bottlers are a group of select companies throughout the Coca-Cola system that are
distinguished by
A pursuit of the same strategies aims as the Coca-Cola Company in the development
2017-2018
13 | P a g e
One of the values of the coca-cola system is presence that coca cola should exist everywhere. In
the words of former CEO India operations - Richard Nicholas, “Our goal is to have coke
available within an arm’s reach of desire”. To fulfill this goal, coca-cola not only produces
products, but also has an effective systems to distribute in the all over India.
DISTRIBUTION
Distribution of Coke’s products includes the activities of sales, delivery merchandizing and local
In direct distribution, the bottler partner direct control over the activities of sales, delivery,
In indirect distribution, an organization which is not a part of the coca-cola system has
control of one or more of the distribution elements (sales, merchandizing and local accounts
managements).
In conventional sales, all the distribution activities (Sales, Delivery, Merchandizing and Local
In advanced sales, sales and delivery are performed by different people within the coca-cola system
2017-2018
14 | P a g e
MERCHANDIZING
One the products are delivered to the customer’s they are promoted at the point-of-purchase
to maximize the company’s sales opportunities, merchandizing involves looking at the presentation of
the products through the eyes of the consumers. It is ail on-going process that help the
company present its products properly to the consumers in the market place for
Secondary Display
Coolers
Vending Machines
Just after independence, the Maharaja of Patiala oversaw his coca-cola hoarding from his huge, ornate
palace, Coca-Cola export representative Frank Harrold, was awed by the Maharaja’s opulent life style.
In 1993 after coca-cola returned to India after a 16 year absence (George Fernandes threw the
company out of the country in 1977 on the pre text that it had refuse to divalge its formula to Indian
officials), CEO of the Coca-Cola company, Robesto boirueta “Salivated over a virtually untapped
2017-2018
15 | P a g e
Grocery shopping
Educational
At Work
THE 3A’S: -
The strategy for reaching in creasing numbers of consumers in India is based on the
belief that consumers will buy our products it they are Available, Affordable a n d
Acceptable.
To provide quality customer services, and caring about the quality of performance in
respective jobs.
The 3A’s is Coca-Cola underlying strategy for meeting its goal to reach increasing numbers of
consumer ’s. How does coke position its limited resources to help meet its good? Let us
explore the specific ways in which the Coca-Cola system addresses each of the 3A’s.
2017-2018
16 | P a g e
AVAILABILITY
Some of the ways in which, the Coca-Cola Company hopes to increase availability of its
system, 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. Continuall y processes more
ACCEPTABILITY
Making coca-cola brand products the beverage choice for any occasion’s depends on a
variety of strategies to reach the target audience. The common strategies adopted to
effect acceptability which youth market activities, community programs, and other
activates.
2017-2018
17 | P a g e
THE IMAGE
The image is communicated all around the world in advertisement on media such as newspaper,
However, image is much more just advertising every person working within the coca-cola system is
part of the image whether one is involved in creating its advertising making its quality products or
selling merchandizing and distributing its beverage their hard work and aptitude will say something to
Raw material
Coca-cola Company
Bottler
Customer
Consumer
2017-2018
18 | P a g e
Since our first soda fountain sales in 1886, we have played a role in driving marketplace innovation
and catalyzing growth in local economies where we operate. Today we lead the beverage industry with
more than 500 beverage brands across the world – including four of the top five sparkling brands. But
while our business opportunities are enormous, our commitment to the consumers and the
Atul Singh, President & CEO, India and South West Asia leads the Company’s operations in India,
Nepal, Bhutan, Bangladesh, SriLanka and Maldives. In our journey to become a profitable, sustainable
growth company, our management structure has evolved to sharpen external focus on the marketplace
2017-2018
19 | P a g e
STORY
down the street to Jacobs Pharmacy. For five cents, consumers could enjoy a glass
water was teamed with the new syrup, producing a drink that was proclaimed
The first glass of Coca-Cola was served in 1886 to the customers of "Jacobs'
Pharmacy" in Atlanta.
The drink wasn't bottled yet, but it was made out of a thick syrup, mixed with
carbonated water.
Soft drinks just became popular that time, they were developed by chemists,
who continually tried to invent new products. Besides medicines and other
chemical products, they also experimented with soft drinks, which were
sold at a bars. In summertime, it becomes very hot in the south of the USA.
made a good living. "Doc" Pemberton never had an idea of the success of
the syrup he made. He died in 1888 after he sold his share of Coca-Cola.
When the syrup made by Pemberton appeared to be liked by the customers of the local
2017-2018
20 | P a g e
the name and penned " Coca-Cola" in the unique flowing script that is
famous worldwide today. Mr. Robinson thought "the two C's would look
well in advertising." This name and way of writing is most likely one of
the secrets for the success of this soft drink. Robinson took the two
ingredients coca and kola, because he liked the alliteration, and changed
a C.
Then he connected the two words with a little dash. In his own graceful
handwriting he wrote down the new name. How could he ever have
expected that this way he wrote down the best known trademark in the
world... From the beginning, the color red dominated the logo, supported
by the colors green and yellow. The famous waving ribbon was added in
Pemberton sold
25 gallons of syrup, shipped in bright red wooden kegs. Red has been a distinctive
color associated with the No. 1 soft drink brand ever since. For his efforts, Dr.
candy merchant from Mississippi, offered the first bottle of " Coca-Cola." It was
originally sold at just soda fountains. The first type of bottle "Coke" came in was the
Hutchinson stopper-type glass bottle that utilized an iron stopper and rubber washer.
2017-2018
21 | P a g e
Joseph Biedenharn, the first bottler, originally used this type of bottle " Coca-Cola" was
usually written in script or block print in the glass front. The latest type of bottle used is
known today as the "hobbleskirt" or contour bottle. The bottle was invented specifically
for " Coca-Cola" by the Chapman Root Glass Company in Indiana. They modeled the
bottle after a cocoa bean. The bottle was first patented on November 16, 1915, and
renewed on December 25, 1923. The actual shape of the bottle was patented in 1960.
Coca-Cola and the WWII. General Eisenhower sent a telegram requesting 10 "
Coca-Cola" bottling plants for the troops overseas on June 29, 1943. At the
issued an order to "see to it that every man in uniform gets a bottle of Coca-Cola
for five cents wherever he is and whatever it costs the Company." At the outbreak
of WWII, " Coca-Cola" was bottled in 44 countries. At the close of the war, 64
combat areas in Europe and the Pacific. The presence of " Coca-Cola" did more
than lift the morale of the troops. In many areas, it gave local people in those
countries their first taste of "Coke" and paved the way for unprecedented
worldwide growth for " Coca-Cola" after the war. More than five billion bottles of
" Coca-Cola " were consumed by military personnel during World War II. When
syrup for civilian consumption was restricted to 50% of its prewar average due to
For over 60 years Robert Woodruff was the leading man at The Coca-Cola
2017-2018
22 | P a g e
1994, The Coca-Cola Company sold 773 million glasses of soft drink a day,
He thought it his task to enable everyone in the world who was thirsty to
2017-2018
23 | P a g e
PRODUCT PROFILE
2017-2018
24 | P a g e
bakwas
2017-2018
25 | P a g e
DESCRIPTION OF PRODUCT
COCA COLA:
Coca Cola is strongest brand among all brands, being sweet in taste and is world wide famous for its
Some time ago there were changes made in old formulas but it was not accepted and company had to
350 ml pet
500 ml pet
600 ml pet
1.250 lt pet
1.500 lt pet
2.000 lt pet
2.250 lt pet
2017-2018
26 | P a g e
THUMS UP:
Thums up the other very famous product of Cola flavor. Thums up basically is a PARLE product. But
after the Coca Cola took over parle it is manufactured under the grade mark of Coke only.
It is also sweet in taste strong in nature. Mostly preferred by young generation people and teenagers.
Being Indian it is more popular, especially among males. Thums up is famous thunder drink.
350 ml pet
500 ml pet
600 ml pet
1.250 lt pet
1.500 lt pet
2.000 lt pet
2.250 lt pet
2017-2018
27 | P a g e
Minute Maid has been making orange juice for over 50 years and, and has a heritage of information,
quality and nutrition. Minute Maid has the longest history of marketing orange juice with calcium and
was the first to nationally launch orange juice with calcium plus vitamin D, low acid orange juice,
orange juice with vitamins C and E plus Zinc. Orange juice with naturally sourced plant sterols.
250 ml pet
400 ml pet
1.000 lt pet
FANTA APPLE:
Coca Cola in India announced the national launch of Fanta Apple, the latest innovation under the
Fanta brand umbrella. The national launch event in Delhi was attended by Venkatesh kini.
Fanta Apple is a refreshing apple flavored sparking drink and has been specially developed for the
Indian palate. Apple is one of the most preferred fruits in the country. This product has been developed
specially for Indian palates. The launch of Fanta Apple is a step towards strengthening the company’s
2017-2018
28 | P a g e
information and resources involved in moving a product or services from supplier and customer”
“The network of retailers, distributors, transporters, storage facilities and suppliers that participate
“A Supply Chain is the stream of processes of moving goods from the customer order through the
raw materials stage, supply, production and distribution of products to the customer”
In the 1980s, the term supply chain management was developed to express the need to integrate the
key business processes, from end through original suppliers. Original suppliers being those that
provided products, services and information that add value for customer and other stake holder.
The basic idea behind the SCM is that companies and corporations involved them selves in a supply
Supply chain activities transform natural resources, raw materials and components in to a finished
product that is delivered to the end customer. In sophisticated supply chain system, used products
may re enter the supply chain at any point where residual value iron recyclable and supply chain
Supply chain is a term now commonly used internationally encompasses every effort involved in
producing and delivering a final product or services, from the supplier’s supplier to the customer’s
customer. Supply chain management includes managing supply and demand, sourcing raw
materials and parts, manufacturing and assembly, warehousing and inventory tracking, order entry
and order management, distribution across all channels and delivery to the customer.
2017-2018
29 | P a g e
Supply chain management must address complex inter dependencies, in effect creating an”
extended enterprise” that reaches far beyond the factory door. Today material and service supplier,
well as supply chain management consolation software product supplier and system developments,
The model defines common supply chain management process, matches than against “Best
Practices” it provides companies with powerful tools improving supply chain operations. It allows
to manufactures, supplier, distributors and retailers with a frame work to evaluate the effectiveness
of their supply chain operations and to target and measure specific process operations
1. Production 4. Location
2. Supply 5. Transportation
3. Inventory
PRODUCTION:
2017-2018
30 | P a g e
Strategic decision regarding production focus on what customers want and the market demands.
This first stage in developing supply chain agility takes in to consideration what and many products
to produce, and what, if any, parts or components should be produced at which plants or
SUPPLY:
An organization must determine what their facility or facilities are able to produce, both
economically and efficiently, while keeping the quality high. But most companies can not provide
INVENTORY:
Further strategic decision focus on inventory and how much product should be in house. A delicate
balance exists between too much inventory, which can cost any where between 20 and 40 percent of
their value, and not enough inventories to meet market demands. This is a critical issue in effective
LOCATION:
Strategic decisions must focus on the placement of production plants, distribution and stocking
TRANSPORTATION:
Strategic transportation decisions are closely related to inventory decision as well as meeting
customer demands. Using air transport obviously gets the product out quicker and to the customer
expediently, but the costs are high as opposed to shipping by boat or rail.
MEANING OF PROJECT
2017-2018
31 | P a g e
Project gives us necessary guidance and though for the foundation of business. A
project is an essential requirement of business and for motivated person. Prior starting
“Project” each letter of the project has its special meaning that is discussed.
‘P’ Planning:- The first step ‘P’ stands for planning, planning is the word that means
prior the construction of any thing and for their arrangement there should be good
planning which gives better results in manufacturing the thing that is being prepared
R: Resource: ‘R’ stand for resource as resource give the current idea to promote the
work.
J: Joint effort: a project cannot achieve its maximum success without the complete
performed efficiently with the help of knowledge and technique in a short duration by
between two or more person as well as from one place to an other place.
2017-2018
32 | P a g e
Supply Chain Operation Reference (SCOR) is a process reference model. At the core of this model
is “Pyramid of Four Levels” that represents the path a company takes on the road to supply chain
improvement.
The basic structure of the reference model focuses on the four key supply chain process:
1. Plan
2. Source
3. Make
4. Delivered
PLAN:
Under this process the company should assess supply resources, aggregate and prioritize demand
requirements, plan inventory, distribution requirements, production, material and rough cut
SOURCE:
Under this process sourcing infrastructure is managed. Various activities like Vendor certification
and feed back, sourcing quality monitoring, Vender contracting are conducted also activities
involved with receiving of material like; Obtain, Receive, Inspect, Hold and issue material are
MAKE:
This process is concerned with production execution and managing “Make” infrastructure
especially under production execution activities like manufacturing, testing packaging, holding and
DELIVERED:
2017-2018
33 | P a g e
management. Under order management activities like maintaining and entering orders, generating
quotations.
2017-2018
34 | P a g e
VENDOR
All purchases must be made from designated under for the special category of goods as service
being purchased. The global procurement trading is responsible for maintaining the list of
designated venders. The selected vendors using a formal sourcing procure. All designed vendors
Who a new vender is identified it is set up to using “New Venders Request” in the master data
management tool. All new venders will be set up receiver electronic payment and with default
payment at net 30 days. Only venders are selected through a competitive bedding process should be
Type of venders:
2. Authorized venders
3. BID venders
These vendors are original equipment manufactures. They supply the original raw material,
Authorized vendors:
These vendors are authorized dealers, distributors, suppliers, etc. they all authorized by the
BID Vendors:
In this large number of vendors is there in the market the company chosed BID method. In this
goods in the low price, selected for the purchasing, small vendors, small company, small industry
2017-2018
35 | P a g e
This purchase order boomer a contract up on receipt by buyers of the duplicate of all purchase
order and contains the complete and final agreement. No under standing purporting to modify as
change any terms condition as specification of this PO shall be binding unless it is writing and
Applicable law:
This purchase order shall be constructed and given effect according to the low of the state as
country in which the P.O. is issued and shall be subject to function of Ghaziabad court only.
3. Venders will be buyer specified destination, packed and protested for dispatch.
Specification:
All specification and tolerance must accord to approach Blue front on as prescribed in the vendor.
Re- work:
If any re work is necessary due to non adherence to specification and only due to default of the
seller. The buyer, at this discretion may work same and change back to the seller at the prevailing
rate.
2017-2018
36 | P a g e
Excess quantity:
Unless otherwise argued to in writing the buyers vender no customer will accept the material in
excess of the quantity and the goods supplied will entail rejection at seller’s cost and risk.
The sellers shall comply fully applicable government and local’s laws rule rejection and orders. All
items covered by the purchase order shall also comply with all such requirement.
Assignment:
Neither this PO nor any internal or claim towards shall be assigned or transferred by the seller with
Rejections:
In case of rejection if any, seller should arrange for lifting of material with in 30 days from the date
Drawings:
All drawings design and specification supplied by the buyer to the seller shall be domed to be the
exclusive property of the buyers and must be considered as confidential and must not be bent copied
other wise used with out prior written consent of the buyers and should be returned to the buyer on
demand.
2017-2018
37 | P a g e
PURCHASE ORDER
REQUIREMENT:
3. Travel expenses
4. Causes expenses
6. Baking expenses
9. Temporary staff
APPROVAL:
2017-2018
38 | P a g e
Purchase orders are automatically routed by SAP work flow to ensure they are approved in
according with the chart of authority. The approve is responsible for verifying the according
assignment, venders, price and currency and his correct assignment to purchase order. It is not the
responsibility of FSC to verify this data. If the approve is not available to approved order, he must
notify SAP administration about the absence one week in advance to re delegate his authority
during his absence. The request to approve will redirect to the specified delegate during the
approver’s absence. Please refer to an applicable chart of authority for more information on re
PO is faxed automatically by the system if a valid fax number exists in the vendor master file.
Generally, making of PO is an exception to the process. If you do not want to aromatically send the
PO to the vender. This should be noted in SAP when creating the order. The PO number must be
communicated to the venders invoice, but only after it has been approved in accordance with that
authority.
QUOTATION COMPARISON:
In the first, inquiries should be floated to approved and contractors who have been recently
appraised of this suitability. Once the bid have been received and opened, quotation comparison
summary should be prepared on the landed cost basis. This cost must includes all taxes, imports
transport order on the party, this known and future commitments and capability to deliver as always
2017-2018
39 | P a g e
2017-2018
40 | P a g e
PAYMENT OF VENDORS
Payment to vendors on time, as per the terms of contract, is often suggested by the purchase, but it
Purchases must have a good reliable system of receiving materials at store, completing all related
documentation and certification for payment. In fact this aspect is so important that in the interest
of this department function, they must have a suitable feed back and coordination with finance
department so that cheques are rebased with in the stipulated time period.
2017-2018
41 | P a g e
Understanding the buying behavior of the target market is the essential task of marketing management
under the marketing concept. The consumer market consists of all the individuals and households who
buy or acquire goods and services for personal consumption.Consumers vary tremendously in age,
Due to the growth in the size of firms and markets, marketing decision makers have been removed
from direct contact with their customers. Managers have had to turn to consumer research. They spend
more money in trying to learn: Who buys? How do they buy? When do they buy? Where do they buy?
How do consumers respond to various marketing stimuli, arranged by the company, is main question.
Therefore, business & academic researchers have invested much energy in researching the relationship
Purchase
amount
Their starting point is the stimuli-response model. Above figure shows marketing and other stimuli
entering the buyer’s “black box” and producing certain responses. The stimuli are of two types.
Marketing stimuli consists of the 4 Ps: Product, Price, Place and Promotions. Other stimuli consist of
major forces and events in the buyer’s environment economic, technological, political and cultural. All
these stimuli pass through the buyer’s black box and produce the set of buyer responses: Product
choice, brand choice, dealer choice, purchase timing and purchase amount.
Consumer’s purchases are highly influenced by cultural, social, personal and psychological factors.
BEHAVIOR
Cultural
Culture Social
Reference Personal
groups
Age and life Psychological
Cycle stage
Motivation
Occupation
Perception Buyer
Family
Learning belief
& attitude
Subculture
Roles and
status
Social class
2017-2018
43 | P a g e
2017-2018
44 | P a g e
Cultural factors exert the broadest and deepest influence on consumer behavior.
CULTURE:
Culture is the most fundamental determinant of a person’s wants and behavior. The child growing up
in a society learns a basic set of values, perception, preference & behavior through a process of
SUBCULTURE:
Each culture contains smaller groups of subcultures that provide more specific identification &
socialization for its members. Four types of sub culture can be distinguished.
SOCIAL CLASS:
Virtually all human societies exhibit social stratification. More frequently, stratification takes the form
of social classes. Social classes are relatively homogenously and enduring divisions in a society, which
are hierarchy ordered and whose members share similar values, interests, and behavior.
A consumer’s behavior is also influenced by social factors, such as the consumer’s reference groups,
2017-2018
45 | P a g e
A person’s reference groups are those groups that have a direct or indirect influence on the persons
attitudes or behaviors. Groups influence will be stronger for products that will be visible to others
(ii) FAMILY:
Members of the buyer’s family can exercise a strong influence on the buyer’s behavior. The family of
orientation consists one’s parents. From parents a person acquires an orientation toward religion
politics, & economics and a sense of personal ambition self-worth & love. The following products and
Participating of buyer in the different groups as clubs, organization influence his/her buying behavior.
His/her position in the different groups can be termed as roles & status. A role consists of the activities
that a person is expected to perform according to the persons around him/her. Each role carries a status
People change the goods and services; they buy over their life time. They eat baby food in childhood,
most foods in the young age and special diets in the later year.
2017-2018
46 | P a g e
(ii) OCCUPATION:
A person’s consumption pattern is also influenced by his or her occupation. A blue-chip worker will
A person’s economic circumstances will greatly affect product choice. His economics circumstances
consists of their spend able income, saving & assets, borrowing power.
(iv) LIFE-STYLE:
A person’s life style is that person’s pattern of living in the world as expressed in the person’s
A person’s’ buying choices are also influenced by four major psychological factors-
(1) Motivation
(2) Perception
(3) Learning
( E) BUYING ROLE:
For many products, it is easy to identify the buyer. Men buy shaving Cream, Razor, Cigarette etc.
Thus, we can distinguish several roles people may play in a buying decision.
Initiator : One who first suggests or thinks of the idea of buying the particular product or
service.
2017-2018
47 | P a g e
Decider : One who ultimately determines any part of, or the entire
Buy.
There are four types of consumer buying behavior based on the degree of
brands.
behavior
Differences Behavior
Between brand
2017-2018
48 | P a g e
Consumers go through complex buying behavior when they are involved in a purchase and aware of
significant difference existing among brands. Consumers are highly involved ma purchase when it in
When the consumers are highly involved in a purchase but see little differences in the brands. It in
based on the fact that the purchase is expensive, infrequent & risky. For example, shopping for carpet.
Many products are bought under conditions of low consumer involvement and absence of significant
Some buying situations are characterized by low consumer involvement but significant brand
2017-2018
49 | P a g e
RESEARCH METHODOLOGY
DESIGN OF STUDY
A research design is the specification of methods & procedures for acquiring the information
needed to analyze.
DATA REQUIREMENTS
Considering nature of study, which is exploratory research. The gathered data can be grouped as:
1. Primary data
2. Secondary data
PROJECT AREA
The main area of research is Faizabad Region. The area of Faizabad region are:
Makbara
Chowk
Naka
Niawa
2017-2018
50 | P a g e
RESEARCH OBJECTIVES
The main aim behind the dealers survey to know about the reach of Miranda lemon and get a
comparative position of coke and Coca cola. By the help of certain chart and graphs as shown on
the following pages with the help of their pictures we can easily make certain conclusion.
DESIGN USED
Survey research design i.e. conclusion is based on evidence collected through means of
questioning.
SAMPLING PLAN
Since it is the study of distribution channel. A sampling plan is always preferred because of
SAMPLING METHOD:
SOURCE
Personal interview
Questionnaire
2017-2018
51 | P a g e
b. To know dealer’s suggestion, comments what amore they require from company.
company.
SOURCE
Personal interview
Questionnaire
Previous reports
2017-2018
52 | P a g e
MARKET RESEARCH
Marketing research is the systematic design, collection, analysis and reporting of data
Effective marketing research involves five steps shown in figure given below.
Analyzing The
Information
Presenting The
Information
2017-2018
53 | P a g e
All the items under consideration in any field of inquiry constitute a ‘universe’ or
a census inquiry. It can be presumed that in such an inquiry when all the items are
practical this may both be true. Even the slightest element of bias in such an inquiry
will get larger and larger as the number of observation increases. Moreover, there is
no way checking the element of bias or its extent except through a re-survey or use
of sample checks. Besides, this type of inquiry involves a great deal of time money
and energy. Not only this, census inquiry is not possible in, practice under many
circumstances. For instance blood testing is done only on sample basis. Hence, quite
often we select only a few items from the universe for our study purposes. The items
The research must decide the way of selecting a sample or what is popularly known
as the sample design. In order words, a sample design is a definite plan determined
before any data are actually collected for obtaining a sample from a given
population. Thus, the plan to select 12 of a city’s 200 drugstores in certain way
2017-2018
54 | P a g e
where each and every item in the population has an equal chance of inclusion in
the samples and each one the possible samples in case of finite universe, has the
300 items from a universe of 15,000 items, then we can put the name for numbers
of all the 15,000 items on slips of paper and conduct a lottery. To select the
sample, each item is assigned a number from 1 to 15,000. Then, 300 five digit
random numbers are selected from the table. To do this we select some random
measurements, or the data, with the help of which the examines the truth
contained in this hypothesis. But in the case of a survey, data can be collected by
(i)BY OBSERVATION: -
relates to what is currently happening and is not complicated by either the past
an expensive method and the information provided by this method is also very
limited, as such this method is not suitable is inquiries where large sample are
concerned.
The researcher and Respondents do not come in contact with each other if this
request to return after completing the same. It is the most extensively used
method in various economic and business surveys. Before applying this method,
2017-2018
55 | P a g e
relevant information.
2017-2018
56 | P a g e
The process of data collection in a research study is very important so, it is done very carefully.
The instrument used for data collection was questionnaire, and all the data collected is on the
1.OUTLET NAME- The first step in data collection is to go to the outlet and write their name.
2. OUTLET ADDRESS WITH PHONE NUMBER- The second step in data collection method
3. CHECK LIST- Third, step is to fill the check list on the basis of observation and personal
a) CLEAR SIGN AGE : The signboard and the painting of the Coca Cola Company at the retails
outlets is clear or not, if it is clear then write OK, otherwise write NO signboard.
b) WARM DISPLAY: Warm display means the display of Coca Cola products on the front side of
the outlet, on cash counter with the full range of flavor and packs.
c) COLD DISPLAY : Cold display of the product related with the fridge or Ice Box of the
company. It includes the availability of the range of flavors and packs inside the fridge and the
logo of bottles should be on front side and flavors should be stand together.
d) PRESENCE OF ALL FLAVORS AND PACKS: This part include the presence of full
2017-2018
57 | P a g e
e) VISIPURITY : Visipurity also related with the fridge or Ice box. It means the
Coca Cola products percentage in the fridge in respect of other soft drinks or shop
related products.
f) VISIBILITY OF COCA COLA PRODUCTS IN SHOP : This part shows the visibility
of Coca Cola - products in the shop , it means the percentage of Coca Cola
g) STOCK : The last part of the questionnaire and it include the available stocks of the
The data collected from the areas of Faizabad mainly Makbara, Naka, Chowk, Neawa
and the number of retailers covered was 100, and they are taken on the judgment basis.
2017-2018
58 | P a g e
10%
Yes
No
90%
TABLE-1
INTERPRETATION:- The data collected from the retail outlets show that most of
the consumers do demand for some particular brand of their liking from the retailers.
90% of the retailers believed that specific brand are demanded which depends on the
liking and taste of the consumers. According to them teenagers mostly demand for
cola drinks, while non-cola drink like Limca, Fanta are liked by matures. Maaza is
more popular among the female consumers and children.
2017-2018
59 | P a g e
Market Demand
40% 38%
35%
30%
25%
20% 20% 20%
17%17% 18%
15% 13%
10% 9% 9%
7% 8%
5% 5% 4% 5%
3%
3%
1%
0% 1%
0% 0%
0% 0%
0%
0%
Thums-up
Mountain dew
Miranda
Limca
Coca Cola
Fanta
Maaza
Sprite
Slice
7 up
Pepsi
Others
2017-2018
60 | P a g e
TABLE-2
INTERPETATION:- When the retailers were asked to rank top five brands of soft
drink with respect to their demand in the market. It was interpreted that Limca was
most demanded brand in the market. In the hospitals Limca had almost 75% sale of the
total soft drinks sales. Out of the 200 samples Limca was ranked one 76 times, ranked
two 34 times, ranked three 26 times which made it the most preferred brand. After
Limca the second ranked of soft drinks according to retailer are cola drinks like coca
cola and Pepsi. After cola drink came the Maaza , which is very popular among children
and females. Then came Fanta, Miranda brand of the soft drinks. But mountain dew
brand of Pepsi company is going popularity and its sale in increasing. But after whole
retailer analysis it is interpreted that market demand of the Brands is according to the
fallowing sequence:-
1-Limca 2- coke
3- Pepsi 4- Maaza
7- Miranda 8- Thums-up
2017-2018
61 | P a g e
Age Group
Children 20 10%
Teenagers 40 20%
Matures 25 12.5%
Old peoples 10 5%
Equal liking 105 52.5%
10%
Children
20% Teenagers
Matures
52% Old peoples
13% Equal liking
5%
TEBLE-3
INTERPETATION:- Data shows that most of the retailers are of the view that the
all age groups equally like soft drinks. Though only 20% of them are of the view that
teenager have more liking for the soft drinks these were the retailers who were
running cyber cafes or were situated near some college or school. There was also
some retailer who thought that children like the soft drinks most. But in all it is
2017-2018
62 | P a g e
25% 15%
Less than 5
5-10
23% 10-15
More than 15
37%
TABLE-4
INTRRPETATION:- Data shows that most of the retailers are of the view that the
average no of crates sell of soft drinks per day. Though 15% retailers sale soft drinks
less than 5 crates per day, 22.5% retailers sale soft drinks 5-10 crates per day, 37.5%
retailers sale soft drinks 10-15 crates per day and 25% retailers sale soft drinks more
2017-2018
63 | P a g e
On premise 70 35%
Take away 130 65%
35%
On premise
Take away
65%
TABLE-5
INTERPETATION:- Most of the retailers were happy with the major consumption
Area of the coca cola soft drinks. Though 35% retailers liking the on premise of the
major consumption area and 65% retailers liking the take away of the major
2017-2018
64 | P a g e
20% 15%
Less than 3
3-5
5-8
28%
More than 8
37%
TABLE-6
INTERPETATION:- Data shows that most of the retailers are of the view that the
average crates of coca cola sell in these day. Though 15% retailers sale coca cola less
than 3 crates per day, 17.5% retailers sale coca cola 3-5 crates per day, 37.5%
retailers sale coca cola 5-8 crates per day and 20% retailers sale coca cola more than
2017-2018
65 | P a g e
15% 28%
Less than 3
3-5
23% 5-8
More than 8
34%
TABLE-7
INTERPETATION:- Data shows that most of the retailers are the view that the
crates of Pepsi sell in these days. Though 27.5% retailers sell Pepsi less than 3
crates per day, 35% retailers sell Pepsi 3-5 crates per day, 22.5% retailers sell Pepsi 5-
8 crates per day and 15% retailers sell Pepsi more than 8 crates per day.
2017-2018
66 | P a g e
15%
10% For one year
45%
For 3 year
For 5 year
For more than 5 year
30%
TABLE-8
Though 15% of the retailers sale coke for one year, 10% of the retailers sale coke For
3 year, 30% of the retailers sale coke for 5 year and 45% of the retailers sale Coke for
2017-2018
67 | P a g e
200ml 21 10.5%
300ml 35 17.5%
1000ml 10 5%
1500/2000ml 134 67%
11%
18% 200ml
300ml
1000ml
5% 1500/2000ml
66%
TABLE-9
1500/2000ml pet bottles for the home usage or guest serving. Reason for this given by
retailer was that these PET bottles save the headache of the consumer to return the
glass bottles and also save them from breakage charges. More over these PET bottles
are more economical for the consumers than small packs. The 1000ml pack is not
preferred because it is glass bottles packing still 5% of the retailers though that the
consumer prefers them. 10.5% & 17.5% of the retailers thought consumer prefer
2017-2018
68 | P a g e
200ml 9 4.5%
300ml 10 5%
1000ml 25 12.5%
1500/2000ml 156 78%
5% 5%
13%
200ml
300ml
1000ml
1500/2000ml
77%
TABLE-10
and parties according to the retailers. This is also because of the same very reason
i.e. less headache of breakage and returning of glass bottles, it is more economical as
they order in bulk, which allow them to enjoy trade scheme (one bottle free with one
crate) 12.5% of the reatailers though consumer prefers 1000ml though 4.5% thought
they prefer 200ml. 200ml is mostly preferred in the parties than in marriages.
2017-2018
69 | P a g e
Retailers satisfaction
30%
Satisfied
Not satisfied
70%
TABLE-11
INTERPETATION:- 70% of the retailers said that they are happy with the
working of the company and 30% had some grievances from the company side. But
1. Retailer margin should be increased as this would motivate them and the sale
2. Home delivery in the areas where there are retail outlets should be
delivered at home.
2017-2018
70 | P a g e
4. The trade schemes ( one or two free bottles with the crate ) should be
continuous.
5. Supply of the 500ml, 2lt, Limca, Maaza Tetra, Diet coke should be on time.
2017-2018
71 | P a g e
Category of Consumers
Student 40 20%
Serves man 60 30%
Business man 70 35%
House wife 26 13%
Others 4 2%
13% 2%
20%
Student
Serves man
Business man
House wife
35%
30% Others
TABLE-12
INTERPETATION:- Analyzing the data collected from the consumers show that
they consumers belong to this category. Though 20% consumers belong to the
student category, 30% consumers belong to the serves man category, 35% consumers
belong to the business man category and 2% consumers belong to the others
category.
2017-2018
72 | P a g e
Thirsty 65 32.5%
Like the test 110 55%
Passionate about it 0 0%
Affordable 25 12.5%
Status symbol 0 0%
0%
13%
0%
33%
Thirsty
Like the test
Passionate about it
Affordable
Status symbol
54%
TABLE-13
INTERPETATION:- Analyzing the data collected from the consumers show that
they like soft drink mainly because of the taste. 55% consumers said that they like
taste of the soft drinks. While thirst, is another reason for the liking. Most of them
said that it is the combination of the thirst and taste, which make them crazy about
soft drinks. Affordability doesn’t matter much as most of the consumers can afford
soft drinks.
2017-2018
73 | P a g e
0-100000 16 8%
1,00,000-200000 46 23%
2,00,000-3,00,000 78 39%
More than 3,00,000 60 30%
8%
30%
23% 0-100000
1,00,000-200000
2,00,000-3,00,000
More than 3,00,000
39%
TABLE-14
INTERPETATION:- Analyzing the data collected from the consumers show that
they are consumers family income group. Though 8% consumers family income is
the 0-1,00,000, 23% consumers belong to the 1,00,000-2,00,000 family income group,
39% consumer belong to the 2,00,000-3,00,000 family income group and 30%
2017-2018
74 | P a g e
2-3 16 8%
3-5 30 15%
5-8 54 27%
8-12 74 37%
More than 12 26 13%
13% 8%
15% 2-3
3-5
5-8
8-12
37%
27% More than 12
TABLE-15
INTERPETATION:- Analyzing the data collected from the consumers show that
they consumers family size. Though 8% consumers belong to 2-3 member of the
family, 15% consumers belong to the 3-5 member of the family, 27% consumers
belong to the 5-8 member of the family, 37% consumers belong to the 8-12 member
of the family and 13% consumers belong to the more than 12 member of the family.
2017-2018
75 | P a g e
40%
35%
30%
25%
20%
Ranked-1
15%
Ranked-2
10%
5%
0%
2017-2018
76 | P a g e
TABLE-16
INTERPETATION:- When asked about the preference of the three most liked
brand 74 of the consumers preferred Limca. It is clear from the data that Limca is
the favorite brands of the consumers. Then come cola drinks, of which Pepsi and
coke , which are equally preferred. Then come Miranda, Fanta, Maaza, Dew and
Thums- up.
1. Limca
2. Pepsi
3. Coke
4. Miranda
5. Fanta
6. Maaza
7. Dew
8. Thums-up
The controversy of pesticide regarding the cola drinks is main cause of the reduction in
their popularity among consumers. This has benefited Limca, Dew and non-Cola drinks
2017-2018
77 | P a g e
6% 4%
Taste
25% Price
Brand loyalty
60% Celebrity endorsement
5% Other reason
TABLE-17
Only 6% of the consumer drinks the particular brand due to some celebrity
endorsement.
Price has less effect on their liking as of the brand are equally priced.
2017-2018
78 | P a g e
Marginally 30 15%
Completely 170 85%
Can’t say 0 0%
0% 15%
Marginally
Completely
Can’t say
85%
TABLE-18
their preference. To be precise 85% of the consumer said they are completely satisfied
While 15% of the consumers thought some type of the improvement in the taste or
2017-2018
79 | P a g e
40%
Yes
No
60%
TABLE-19
INTERPETATION:- Most of the consumers were liking the soft drink and he
said The soft drink is the part of your life. Though 60% consumers said the soft
While 40% of the consumers thought the soft drink is the luxuery status of his life.
2017-2018
80 | P a g e
200ml 14 7%
300ml 30 15%
1000ml 6 3%
1500/2000ml 150 75%
7%
15% 200ml
3% 300ml
1000ml
75% 1500/2000ml
TABLE-20
home usage as they have no headache to return the empty bottles and there Is no
worry of the breakage. These also give them extra quantity for less money.
Though 7% &15% 0f the consumers said they prefer 200ml & 300ml respectively. But
2017-2018
81 | P a g e
200ml 10 5%
300ml 22 11%
1000ml 32 16%
1500/2000ml 136 68%
5% 11%
200ml
16% 300ml
1000ml
68% 1500/2000ml
TABLE-21
1500/2000ml PET bottles for marriages and parties. Reason being less headache to
return the empty bottles and worry about the breakage. This pack also gives them
2017-2018
82 | P a g e
8% Satisfied
22% Color
Price
0% Taste
70%
Other
2017-2018
83 | P a g e
TABLE-22
1. The 200ml & 300ml packs should also come in plastic bottles.
2. Company should look to it that retailer are selling the product at MRP.
3. 1000ml pack should also plastic bottles.
2017-2018
84 | P a g e
SWOT ANALYSIS
In a most competitive market like soft drinks, one has to be very strategic against all the business
activities of the rivals. A constant review of the market situations and fitness of the self is the must
to keep in line with the competition. Specially in the soft drink market, it has a rivalry, which is
more than any other industry, where each player tries to maximize its market share on the cost of
others. Packaging is one where there is a very crucial battle going on. This battle is in fact called
the mother of battle in Indian soft drink market. One of the major tools of this battle is of course
packaging. To win the situation coke must analyze the external environment to identify threats and
opportunities to adopt to the strategic fit. For this internal strengths and weakness must be
analyzed.
2017-2018
85 | P a g e
STRENGTHS
2. Coke is enjoying maximum market share in the Indian market. In fact it is more than 50%.
6. Crate of coke is not attractive but also more safer for the glass bottles in comparison to Pepsi.
7. Bottle crown quality of coke is much better than pepsi, due to its workability as there are
complaints of rusting in and around the crown of pepsi. This is more common during the
rainy season.
8. Coke has takeaway bottles which are not available with pepsi in 250 ml. bottles.
9. Parle’s strength ahs directly come to come without doing much efforts in establishing
themselves.
11. Coke of 200ml . Has infact increased the overall sales of cola marker.
13. The can of thums up which belong to coke is more appealing due to its colour schem.
2017-2018
86 | P a g e
WEAKNESS
2. The Pepsi is attracting new generation segment due to availability of fountains , this is being
lacked by coke where fountain machines overall in comparison to Pepsi are less. Specially in
Meerut , there is no fountain machine of coke available, whereas Pepsi has 35 machines.
3. Form the retailers of coke, it was also notice that limca bottles have a problem of chip i.e. on
4. The pet bottles of coke are not suitable for house hold use.
2017-2018
87 | P a g e
OPPORTUNITY
1. The market growth rate is very high infact 30% per annum.
2. The brand name coke speak most highly i.e. coke is at the top of the mind among consumers.
3. The growing market may be captured with greater number of package in run it is a threat to
4. The launching of 250 ml coke has seen the overall growth in coca segment.
5. Thumps up cans adopting the blue color has infact eaten the main plant of Pepsi of its blue
color.
2017-2018
88 | P a g e
THREATS
1. The threats risk of potential entrants due to Cadbury’s future entry are very considerable.
2. Local lemon soda is also a big threat to coke, as most of the buying power of lower class
3. The threats of seasonal drink like fruit juice are also considerable as the time of peak season;
4. Pepsi adopted a strategy to lower down the prices against the launch of 200 ml coke.
5. The inclination of new generation is towards pepsi due to color concept adopted by the
company.
2017-2018
89 | P a g e
PROBLEM/FINDINGS
After visiting nearly 100 cutlets I found that there are some common problem of retailers which are as
follows.
1. The first and the major problem among the retailers are non-availability of Coke’s all ranges of
2. The second problem is faced by retailers is that they do not want to display the warm and
3. Retailers are asking about schemes. They are complaining that they are not getting proper
facilities, although their sale is very good. They do not have chairs and tables and in some
LIMITATIONS
Following are certain limitations, which I face during the competition of my project report.
1. Many people in from rural area they feel themselves unsuitable for the answer.
3. I have done my project in December and January so there is chance of variation in the result of
survey.
2017-2018
90 | P a g e
5. Look of sufficient time for the proper administration of the research because time is very
important to do a research. Time of two months has been allocated which is very small and not
6. Non-availability of the money was the second limitation of this study. Since the researcher has
to find his study by his own source of finance. The lack of financial sources was another of
this study.
2017-2018
91 | P a g e
RECOMMENDATIONS
6. There must be less foam more liquid in the glass of fountain Coca cola.
2017-2018
92 | P a g e
SUGGESTIONS
1. In cold drinks Coke and Thums Up have strong brand awareness and availability but
company should try to make coke, Limca, Thums Up and other brand widely
available.
2. Company should motivate the retailers to display its brand effectively, for this they
4. Problems of the retailers should solved by the company in most possibly lesser
time.
5. Sales promotion should be implemented with in time and should live up to the
promise kept.
6. Sprite, Kinley Soda is not much popular so, Coca-Cola should try to promote these
les s popular brands through increase their visibility in warm and cold display.
7. Salesman distributing products should carry and provide all the brands to all retailers.
8. Time to time visit of routes should be done by senior executives, so that problem in the
market are solved effectively, Remember a officer or executive can convince them
9. Company should take some actions against that retailer who misused the
2017-2018
93 | P a g e
CONCLUSION
1. The comparative sale of Coca cola and is near about equal. Coca cola is getting a lead by the
3. Consumer likes only the aid of Miranda lemon they not want to try Miranda lemon.
4. Fountain Coca cola is not easily available in Muzaffarnagar. But if it will be there than there is
6. But overall sale of all favors in near about equal Coca cola have 51% of soft drink market
7. The advertisement of Coca cola and Miranda lemon is mostly liked by the maximum people.
8. There is a big scope for fountain Coca cola in cinema halls, shopping complex, bus stand
9. The sale of coca cola soda in less according to compare of pepsi because the cost of soda is
2017-2018
94 | P a g e
QUESTIONNAIRE
Name:
Address:
Telephone No.
7. Others
1. 10-20 2 20-30
3. 30-40 4. Above
Q-3 Among these how many carates are of coke and how many of Pepsi?
1. Coke [ ] 2. Pepsi [ ]
a) Yes b) No
Pepsi b) Coke
Both d) None
a) Yes b) No
2017-2018
95 | P a g e
2017-2018
96 | P a g e
BIBLIOGRAPHY
REFERENCE BOOK:
NEWS PAPERS
Economic times
Business standards
Business week
WEB SITES:
www. Google.com
www. Coca-colaIndia.com
2017-2018