A SUMMER TRAINING REPORT ON MARKETING STRATEGIES OF MNC

[with Special Reference to COCA-COLA]

Report Submitted to the Fulfillment of the Master of Business Administration

[2011-2013]

Submitted To Mr.Gaurav Singh sir (Faculty Member)

Submitted by: Apurwa Chandra Srivastava Roll no.: 25 Batch: 2011-2013 MBA-3rd Sem

SHERWOOD COLLEGE OF MANAGEMENT SEC-25 INDIRANAGAR, LUCKNOW

PREFACE

Acceptance of New challenge makes the path for future success

Today companies must urgently and critically rethink their business mission and marketing strategies. Instead of operating in a market place of fixed and known competition and stable customer preferences, today companies work in war zone of rapidly changing customer/competitor technological advance, new law , managed trade policies and diminishing customer loyalty.

Company considers the fact that today customer face a plenitude of product every category. Consider that customer exhibit varying and diverse requirement for product service combination and prices.

In the face of their vast choices, customer will gravitate to the offering that best meet their individual needs and expectation. Therefore it is not surprising that todays winning companies are those who succeed best in satisfying indeed delighting, their target customer. If they cant bring something special to get market. They will not last long. These companies are market. They will not last long. These companies are market focused and customer driven. They pay extreme attention to quality and service to meeting and even exceeding customer expectation.

ACKNOWLEDGEMENT

I am highly thankful to my Industry guide Mr. Alok Kumar & my faculty guide Mr. Gaurav Singh sir, Sherwood College of Management for the scholastic & kind advice and the valuable time that he gave during my Training Report. I shall be failing in my duty if I do not acknowledge my thanks to Staff members of SHERWOOD COLLEGE OF MANAGEMENT, without their guidance and cooperation this project would havent been successfully accomplished.

APURWA SRIVASTAVA

TABLE OF CONTENTS

Industrial Profile

Coca Colas Strategy to Reach Increased Number of Customers

Coca Cola India - Our Vision Objectives of the Study Research Methodology Findings & Analysis Conclusion Limitations Questionnaire Bibliography

INDUSTRIAL PROFILE
Present soft drink boon in India was attributed to the legacy of Coca Cola, which was there in INDIA till 1977. In todays market the Coca-Cola (Coke, Thumps Up, Fanta, Limca, Sprite, Vanilla Coke, etc.) hold a 62% market share that appears to bear concentrated rush to beg a big share in the soft drink market.

Various national & multinational firms are engaged in soft drink market due to increase in its demand day by day. As far as INDIA soft drink market is concerned there are major companys engaged having a big completion to capture the soft drink market are namely Coca-Cola & Pepsi. While Campa Cola & many local colas still notice in the Indian Market.

Pepsi Cola attacked Coca-Cola before World War II. Coca Cola dominated the American soft drink industry, Pepsi cola was a drink less to manufactures & with a less satisfactory taste then Coke. Where as Coca-Cola major selling point was more drink for the same price and Pepsi emphasized on advertising.

During World War II Pepsi & Coke both enjoyed increased sale. After the war Pepsi sale was started to fall relatively to Coke, resulting the Coca-Cola had starting to click the

Market share. A number of factory contributed to Pepsi problem were poor image, poor taskforce, poor quality control etc.

At that point Alfred.N.Steeler came to the presidency of Pepsi cola with a great reputation for merchandising. He and his staff recognized that the main hope lay transforming Pepsi from a cheap imitator of Coke into a class on soft drink manufacturer.

By 1955 all Pepsis major weakness had been overcome, resulting sales had climbed substantially. These actions from 1955 to 1960 led to a considerable sales growth for Pepsi. In India another company engaged in soft drink market is Coca-Cola. It is one of the most widely known, accepted and admired trademarks of the world. Coca-Cola was their in India till 1977, when the Indian Government banned it due to strong resentment against multinational companys Coca-Cola was re-launched again in India in September 1993 at HATHRAS near Agra. The India people welcomed the come back of their most loved Cola in the country with great enthusiasm and vigor. Coca-Cola marked its re-launching with acquiring five Parley drinks viz. Thumps Up, Gold Spot, Limca, Citra, Maaza, Soda.

Soft drink industry is one of the fastest growing industries in India. The basic idea behind the rapid growth of this industry is due to following reasons: 1. The great corporate war between Coke & Pepsi, who left no stone unturned, for monopolizing the India Soft Drink market. 2. The basic ideology of these two giants is to promote soft drinks as a food item in India hold. 3. The long hot summers in India have increased the consumption of soft drinks.

COMPANY PROFILE

Keeping in view of tapping the Indian soft drink market and also developing soft drinks as a drinking product among Indians. The Coca-Cola in India has setup an independent organizations which is H.C.C & B.C.C with a capital of 350 U.S.$ each by virtue of sellout decision of the passed managing director Sh. S. C. Aggarwal. Hindustan Coca-Cola bottling (N-W) Pvt. Ltd. Najibabad took the complete possession of this plant, land, machinery, & intellectuals on February 14 1998 and since then H.C.C, looking after all its affairs under company owned bottling plant to establish integrated marketing system in the area. In 1999 the company opened up the new bottling plant at DASNA in Ghaziabad Distt. This plant has more sophisticated equipments, then the plant at Najibabad.

CORE BRANDS IN INDIA

CORE BRANDS :
Coca-Cola: Developed in a brass pot in 1886, coca-cola is the most recognized and admired trademark around the globe. Not to mention the best selling soft drink in the world. Sprite: In 1961, a citrus-flovered drink made its U.S debut, using Sprite Boy as inspiration for its name. This elf with silver hair and a big smile was used in 1940s advertising for Coca-Cola. Sprite is now the fastest growing major soft drink in U.S and the worlds most popular lemon-lime soft drink.

Fanta : The name fanta was first registered as a trademark in Germany in 1941 ,when it was used for a few year for a soft drink created from available materials and flavors . The name was then revived in 1955 in Naples, Italy, when it was used for the: fanta orange drink we know today. It is now the trademark name for a line of flavored drinks around the world. Diet coke: The extension of the coca-cola name began in 1982 with the introduction of diet coke (also called coca-cola light in some countries). Diet coke quickly become the number one selling low calorie soft drink in the world.

BRAND IN INDIAN ORIGIN

GOLD SPOT: this orange cardonate soft drink was introduced in the early 1950c, and acquired by the coca-cola company in 1993, its tangy taste has been popular with Indian teenagers

LIMCA: It is thirst-quenching beverage features a fresh and light lemonlime taste and lighthearted attitude. The limca brand was introduced in 1971 and acquired by the coca-cola company in 1993.

MAAZA: Maaza, launched in 1984 and acquired by the coca-cola company in 1993, is a non carbonated mango soft drink with a rich, juict & natural mango taste. THUMPS UP: in 1993, the coca-cola company acquired this brand, which was originally introduced in 1977. Its strong and fizzy taste makes it unique carbonated Indian cola.

BRAND IN INDIA

ADVERTISEMENT & PUNCH LINE OF COCA-COLA

ADVERTISEMENT AND PUNCH LINE OF COCA-COLA 1936 1942 1943 1959 1962 1969 1970 1976 1982 1986 Its The Refreshing Thing To Do . Its The Real Thing . Global High Sign. Be Really Refreshed. Thing Go Better With Coke. Its the Real Thing. I`D Like To Buy The World A Coke . Coke Add Life . Coke Is It . Catch The Wave.

1989

You Cant Beat the Feeling.

1993 1998 1999 2000 2002 2003

Always Coca-Cola Eat Music, Sleep Music, And Drink Only Coca-Cola. Jo Chaho Ho Jaye Coca-Cola Enjoy. I Want Hritik And I Want Coke. Thanda Matlab Coca-Cola Jiyo Thanda Piyo Thanda .

FABULOUS FACTS ABOUT COCA-COLA

1. The worlds largest spherical coca-cola sign is in Nagoya, Japan a top the dial Nagoya building in front of the Nagoya railway station. The sing is a double sphere constructed from more then 46 tone of steel, more 940meter of neon tubing, and more then, 879 light bulbs. The outer shape features the coca-cola logo and contour bottle, while the inner sphere portrays a comic scene with twinkling planets and stars. 2. One of the worlds largest signs for coca-cola is located on a hill called ELHACHA in America, Chile. It is 400 feet wide and 131 feet high and is made from 70,000, 26 ounce bottles. 3. The first out door paint sign advertising coca-cola still exists. It was painted in 1894 in Cartersville, Georgia.

4. Coca-cola is one of the worlds most recognizable trademarks recognized in countries that account for 98 percent of the worlds population. 5. If all the coca-cola ever produced were in 8- ounce bottles. And these bottles were distributed to each person in the world. There would be 678 bottles or over 42 gallons for each person. 6. If all the coca-cola ever produced were in 8 ounce bottles, placed side by side and end to end to from a lane highway, it would wrap around the earth 82 times.

7. If all the coca-cola ever produced were flowing over Niagara fall at its normal rate of 105 million gallons per second instead of water, the falls would flow for about a day and a half 38 hours and 46 minutes. 8. the largest representation of the worlds best known package 100 foot tall glass contour bottle is located at world of coca-cola LOS VEGAQS

HISTORY OF COCA-COLA

Jon Styth Pemberton first introduced the refreshing taste of Coca-Cola in Atlanta, Georgia it was May 1861 when the pharmacist concocted a caramel colored syrup in threelegged brass kettle in his backyard. He first distributed the new product by carrying Coca-Cola in a jug cown enjoys in a glass of Coca-Cola at the soda fountain. Whether by design or accident, carbonated water was teamed with the new syrup, producing a drink that was proclaimed Delicious and Refreshing. Dr. Pembertons Partner and bookkeeper, Mr. Frank Robinson, suggested the name and penned as Coca-Cola in the unique flowing script that is still famous worldwide today. Dr. Pembertons 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. Pemberton grossed $ 50 and spent $ 73.96 on advertising, by 1891, Atlanta chemist as a G.Canler had acquired complete ownership of the Coca-Cola business. He purchases it from the Dr.Pemberton family for $ 2300. With in 4 year his merchandising flair helped to expand the consumption of Coca-Cola to over $25 million. Robert W. woodruff become the president of the Coca-Cola company in 1923 and his more than six decades of leadership took the business of commercial success making Coca-Cola an institution the world over. Coca-Cola begins as a never tonic, but candy merchant Joseph A. Biedenharn of Mississippi was looking for awry to serve refreshing beverages. He responded to this demand began offering bottle Coca-Cola using syrup shipped from Atlanta, during a hot summer in 1894.

HISTORY IN INDIA

The coca-cola company reintroduced coca-cola in India on October 23, 1993, after an absence of 16 years. The coca-cola company received approval from the government in July 1996 to set up a holding company to invest US $ 700 million in downstream operation of beverages In July 1997 the holding company was permitted by the government to operationally its bottling subsidiaries. The bottling subsidiary currently owns and operates twenty-six bottling plants and sixty distribution centers across India. In addition, it uses 20 contract packers to augment its production capacity and cater to the increasing demand for its wide portfolio of beverage.

PROMISE BY COCA-COLA

THE COCA-COLA PROMISE

The coca-cola company exists to benefits and refresh every one it touches. The basic proposition of our business is simple , solid and
timeless . when we bring refreshment , value , joy and fun to our stakeholders then we successfully nurture and protect our brand , particularly coca-cola . that is the key to fulfilling our ultimate obligation to provide consistently attractive to the owner so four business. More then a billion times every day , thirsty people around the world reach for coca-cola products for refreshment. They deserve the highest Quality every time . our promise to deliver that quality is the most important promise we make . and it involves a world-wide , yet distinctively local , network of bottling partner , supplier , distributor and retailers whose success is paramount to our own. Our investment in local communities in over 200 countries totals billions of dollars in jobs, facilities , marketing, the purchase of local good and services, and local business partnership. Always and every where , we pursue continuous innovation in the products we offer the processes we use to make them, the package we develop and the way we bring them to market .

YOUR HEALTH AND OUR BEVERAGES

YOUR HEALTH AND OUR BEVERAGES There is growing confusion about what constitutes a health diet. With so mush conflicting information available about health and nutrition, it can be very difficult to determine what is accurate and what is not. The truth is that soft drink and beverages have a place in a healthy lifestyle. A healthy diet incorporates the basic principles of variety, balance and moderation without sacrificing enjoyment.

HEALTH AND OUR BEVERAGES --- THE FACTS

Soft drinks do not contribute to diabetes. The caffeine and phosphoric acid in soft drinks does not affect bone health The sugar in soft drinks does not cause children to be hyperactive. The consumption of soft drinks has not affected calcium consumption. Sugar consumption has not been shown to cause obesity. The amount of sugar and calories in soft drinks is about the same as many fruit juices

COCA-COLA INDIA-OUR VISION

Provide exceptional strategic leadership on the Coca-Cola India system, resulting in customer preference and loyalty, through Coca-Colas commitment to them and in a highly profitable Coca-Cola corporate branded beverages system.

THE COCA-COLA-MISSION
THE BEST GLOBAL COMPANY

The mission of Coca-Cola Co. is to increase shareowner value over time. The Co. accomplishes the mission by working with its business partners to deliver satisfaction and values to its customers, through world wide system of superior brands and services, thus increasing brand equity on a global basis, create consumer products, services and communications, customer service and bottling strategies, process and tools in order to create competitive advantage and deliver superior value.

STRATEGIES ADOPTED BY COCA-COLA

Coca Colas Globalization Strategies

The Coca Cola Company is global player and approximately 70 percent of its volume and80 percent of its profit come from outside the United State Of America. Although it was perceived as a standardized brand across the world, Coca Cola had been quietly fine turning its international marketing strategies to suit the needs of individual national markets. Only the brands Coca-Cola, Sprite and Fanta were marketed globally. In Latin American and Europe, where a heavy consumer preferred 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 Indonesia Coke had been selling pineapple and banana flavored sodas which had been carefully developed to suit local preferences. In Japan, Coca-Cola had added a coffee drink called Georgia and energy healthy drink named Aquarius to its product line. In India, the Coca-Cola Company acquired the brands Limca, Maaza and Thums Up in 1993.

MARKETING MIX

MARKETING MIX & STRATEGY:

Marketing mix of any organization consists of 4 ps i.e. Product, price, place and promotion having its own significance, that varies from one organization to the other. in coca cola the information about all the 4 P`s that can be available to me is given here: PRODUCT: Product mix of coca-cola consists of the various brand packs and flavor given in the table. Product strategy of the coca-cola is to promote all brands available in the brand packs and to introduce the product in new flavor is also introduced. PRICE: Regarding the pricing policy or the price to the distributor is not disclosed to me, but as done for the different product of the company, company has priced the product same as that of its major competitor or the market leader. PLACE: the coca-cola company in India is governed from its corporate office located at Gurgaon in Haryana . It governs the working of five zones covering whole India these zones are north zone , eastern zone , western zone , southern zone and Andhra Pradesh zone . These zones are divided in to various. Plant, which govern the area assigned to them. The area is the various distribution centers called distributors and C&F agents. Then come the retailers / customer for the companys product,

They receive good from distributor and c&f agent. Finally consumer is there, having the product from the consumers shops or delivered to their home, it is more clearly visible

through this chart. The coca-cola company, which gave its reach to the mouth of billion of people all around the world having a wide distribution, network. In India, the pace and Speed at which coca-cola has widened its business is really amazing. Distribution network is the biggest strength of the company. PROMOTION: this past of the marketing is playing a very vital and important role in the current situation in India . Looking at the competition and promotion and advertising budget of both the companies coca-cola and Pepsi, one can easily estimate the importance of this. The promotion mix of coca-cola is divided in to top line promotion and below the line promotion. Top line promotion includes the promotion designed and done by the companys

corporate office of gurgaon and the office of Bombay T.V ads , design of banner , and other p-s done by the company simultaneously all around India with no difference in

designs etc fall in this category . Below the line promotion includes the promotion schemes, publicity material, POS display done by the company from zonal, plant, sale manager and area sales manager level. At the sales manager and area sales manager level the promotion display. done exclusively for the cities in their respective area and other POS

OUR BRANDS

Wouldnt you to know what Apricot, Coffee, Lychee Nut, Orange, Cola Mix and Sour Cherry beverages taste like?

One of the most popular areas of the world of Coca-Cola, our Cos. Atlanta attraction, is Taste of the World, the opportunity to sample some of the many beverages we produce. As the global leader in the non-alcoholic beverage industry, we offer nearly 300 brands across almost 200 countries. Many of these brands, including soft drinks, fruit juices, bottles water and sports drinks, are only available in specific reason for this is simple: different people like different beverages at different times, for different reasons.

So pour yourself a virtual glass of something you have never experienced before. Take a look at some of the many brands we offer to people around the world.

Coca-Cola :

Coca-Cola is the most popular and biggest selling 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. Coca-Cola was registered as a trademark in 1895. Coca-Cola was being sold in every state and territory in the United States. In 1899, the Co. began franchised bottling operations in the United States. Today, you can find Coca-Cola in virtually every part of the world and the Coca-Cola Co. has more than 230 beverages to its portfolio.

Diet Coke

Looking good and tasting great

Diet Coke was born in 1982 and quickly became the No.1 sugar free drink in diet conscious America, known as Diet Coke in the U.S., Canada, Australia and Great Britain and as Coca-Cola light in other countries, its now the No.3 soft drink in the world. Its the drink for people who want no calories, but plenty of taste. Ad campaigns around the world for diet coke share a playful, sophisticated and sexy attitude.

Visit our Audio/Video-center to witness how the Diet Coke north American ad campaign celebrates the real and human attributes that make people alluring in the eyes of others.

Fanta:

The Coca-Cola Co. acquired a favourite in Europe since the 1940s, Fanta in 1960. Fanta Orange is the core flavour, representing about 70% of sales, but other citrus and fruit flavours 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. Fanta sells best in Brazil, Germany, Spain, Japan, Italy and Argentina. Fanta distribution was increased in the U.S. in 2001 with the return of four flavour : Orange, strawberry, pineapple and grape. Orange, the biggest seller, is now available in most of the country.

Limca:

 Light and Lemony

This thirst quenching beverange features a fresh, light lemon-lime taste and fun-loving attitude. Its a homegrown, national treasure in India, where the Coca-Cola Co. acquired it in 1993. the products invigorationg taste and cloudy look havent changed, but the brand has been revitalized with a new marketing campaign. Limca continues to build a loyal following among young adults who love the lighthearted way it compliments the best moments of their lives. Its also become a hit in many Persian Gulf countries. Grab a Limca and go.

Maaza:

yaari Dosti Taaza Maaza

with the real fruits taste kids love, plus added calcium, Maazas tagline, Yaari-Dosti Taaza Maaza means Friendship moments with fresh Maazain Hindi. Maaza was introduced in India in 1984 as a no carbonated mango fruit drink. It was acquired by the Coca-Cola Co. in 1993 and is currently available in three flavours, manbo, pineapple and orange plus added calcium.

Sprite:

Clear, crisp, refreshing.

Introduced in 1960, Sprite is the worlds leading lemon lime flavoured 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 peopleenjoy Sprite because of its crisp, clean taste that really quenches your thirst. But 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.

Thumps Up:

Strong Cola Taste, exciting personality:

Thumps Up is the leading carbonated soft drink and most trusted brand in India, originally introduced in 1977, it was acquired by theCoca-Cola Co. in 1993. it is known for its strong, fizzy taste and its confident, mature and uniquely masculine attitude. This brand clearly seeks to separate the men from the boys.

COMMITMENT TOWARDS INDIAN BRANDS

Coca-Cola India (CCI ) has implemented aggressive strategies for all the five brands acquired from Parle. The strategies adopted are in concern with the long term plans of Coca-Cola India. The Coca-Cola Co. is

the worlds largest beverage Co. and is the leading producer and marketer of soft drink. The Co. markets 4 of the worlds top 5 brands, including Diet Coke, Fanta Sprite. As the 200ml returnable Glass Bottle (RGB)has become the popular package size of the Indian Carbonated soft Drink Industry. Thumps-up and limca are now available in 200ml RGB, 300ml RGB, 500mlPET, 2lt PET, 330mlcans thus , along with Coca-Cola and Fanta, the Indian consumer has a choice of 4 brands in cans. Collectively, the choice in package sizes available to consumers is now wider than ever before. This has also generated incremental volume growth at the retail level adding positively to the per capita consumption in the country. While thumps Up has always been Indias leading Carbonated soft drinks, Limca is the No. 1 brand in the cloudy lemon segment. From 1993 till date, inputs in both the brands ran the gamut in advertising to packaging, raising brand awareness to unprecedented levels. The investment in acquiring these brands and the proceeding inputs there in has seen these brands grow admirably. While Thumps-up has grown over 50% over the last 3Yrs , Limca has grown over 20%.Thumps-Up recorded a phenomenal growth of 54% in the Mumbai market in March 1997, the first month of the launch of the new logo. The new logo that has a strong streak of blue speed lines adding a powerful element of speed and adventure was featured on 500ml refillable thunder Pack bottles. Research conducted by research International in Mumbai showed that 84% of Thumps-Up consumers preferred the new logo to the old one.

COCA-COLAS: CREATIVITY IN ADVERTISIMENT

Coca-Cola:
Thanda Matlab Coca-Cola

this ad is creative in the sense that, while enjoying they can use the word Coca-Cola in the place of Thanda. The word thanda has been made to be synonymous to Coca-Cola.

The Ad is made to target the common people who wish to quench their thirst by just asking for any brand instead of Coca-Cola. While doing such they may extend their taste, behaviour $preference towards CocaCola. The main theme of this slogan is to make the brand common for every person and at every time.

THUMPS UP:
taste the thunder

this advertisement is also creative. The slogan itself refers the thundering idea. It challenges the teenagers for the taste. It is well known the todays youth want to do something extraordinary. They want to showthemselves superior. So company is exploiting the mentality of todays youth that the productis for them who want to accept the challenges.

SPRITE:
dekhave pen a jao apni akal lagao

the creative advertisement refers that dont go on exposure . try to go on rationality. It made for those people who want to do their work by their own opinion and taste. Now a days everything is full of exposure that is made to attract the people and such type of products always give the dissatisfaction among the people. Therefore the worlds biggest soft drink company has

made a product for the man who doesnt try to go on exposure and who always believe in rationality i.e. sprite.

LIMCA:
just ! Take it Easy

it is well known that lemon in used to over come the stress as well as it helps in digesting. Regarding thia truth Coca-Cola made its product Limca, to follow the principle of lemon. Ot refers that if someone is in the depth of stress and strain and he want to refresh himself, he must go on lemon flaver, Limca is the best.

COCA-COLA INDIA-OUR VISION

Provide exceptional strategic leadership on the Coca-Cola India system, resulting in consumer and costomer preference and loyality, through Coca-Colas commitment to them and in a highly profitable Coca-Cola corporate branded beverages system.

THE COCA-COLA MISSION

THE BEST GLOBLE COMPANY

the mission of Coca-Cola co. is to increase shareowner value over time. The co. accomplishes the mission by working with its business partners to deliver satisfaction and value to customers and

consumers through world wide system of superior brands and services, thus increasing brand equity on a global basis, create customer products, services and communications, customer service and bottling strategies, process and tools in order to create competitive advantage and deliver superior value.

OBJECTIVES OF THE STUDY

In this study an effort has been to several factors which need to be taken due consideration to adhere to the advertising, sales promotion and various sales influencing factors of the soft drink market.

In the fast changing competitive as well as economic scenario all around the world and the domestic front, the main objective of the study are:-

To study the promotional policies of the beverage companies onto various highways. Study the comparative adds promotion by Coke in respect to Pepsi. Analysis regarding displays set up on the highways by the companies in order to induce the sales. Study for designing the budget requirement of the company for the coming year mainly focusing marketing of the product.

Basically survey on the type of promotional setback faced by their product not representing up to mark performance.

HIGHWAY ANALYSIS

An indigenous effort on the behalf of the surveyor in order to be very cautious while collection of the raw data that is of primary nature of promotion at highways. This highway is a part of the study undertaken on the behaf of the Coca-Cola Co. in order to help it design out its next coming years marketing and advertising are performed in order to capture the psychological attention of the passed by in order to refresh them. The study is thereby based on the primary data collected at various refreshing outlets being covered on the major highways of Delhi and NCR region. It is basically a comparative study between the two major ColaGiants-PEPSI and Coke.

The two major routes being covered during my survey on the project are:

Noida ( Sec-37) To Surajpur.(Route having Pepsis- Devyani Bottling Plant) Vijay Nagar Check Post To Garh Ganga.(Route having Coca-Colas Ghaziabad Production Plant)

SURVEY TERMINOGY

(1) SHOP NAME (2) AREA (3) GSB (4)DPS (5) COUNTERS

Name of the Outlet.

: Route break- through being covered.(Market Area Studied) : Glow Sign Board. : Dealer Printed Sign Board. : Metallic/Wooden Counters With Companys Printing. Moulded Furniture along Umbrellas various restaurants.

(6) TABLE-CHAIR :

(7) WELL-PAINTING:Outlet containing Co. painting on the wall for promotion.

(8) SGA

: Sales Generating Assets.*Refrigerator. * Ice Boxes

(9) RACK

: Various types of racks holding the display of the companys product.

MARKET PROMOTION ANALYSIS

(Special Supervision Inspection Report in MODI NAGAR MARKET)

The research approach being followed in Modi nagar Market was regarding the supervision of various outlets, which is one of the major consumable highways. There was a special inspection done onto the statistical need of various sales promoting accessories being provided to the retailers.

The distributing unit covers the over all supply to the market with his efficient sales force in application. The unit here has a daily requirement of 550 carets of 200ml &300mlof Coke, ThumpsUp, Fanta, Limca and Sprite. Whereas the pet consumption is concerned the scenario is:-

500 ml 65 packs. 2 ltr. - 30 packs. 1ltr. - 70 packs (Kinley- Distelled Water)

# LIMCA being the most demanded range of soft drink.

TABLE-1
Various consolidated figures representing the share of both COCA-COLA and PEPSI on Noida Sec(37) to Surajpur Highway.
CATEGORY GSB DPS COUNTER TABLE-CHAIR & UMBRELLA COCA-COLA
8 7 9

PEPSI
20 18 23

WALL PAINTING SGA RACK

13 35 18

35 43 24

Total Number of outlets: 71 Major Areas covered under this Highway: Surajpur Dadri Road (market). Sutyana. Haldwani Crossing. Bhangel. Kulesra. Salarpur. Baraula. Noida(sec.37-49).

TABLE-II

Similar consolidated data in respect of the market share of both COCA-COLA and PEPSI on Vijay Nagar (check post) to Garh Ganga.
CATEGORY GSB DPS COUNTER TABLE-CHAIR & UMBRELLA
11 6

COCA-COLA
83 23 39

PEPSI
67 15 42

WALL PAINTING SGA RACK

59 64 73

41 53 61

Total Number of outlets : 121 Major Areas covered under this Highway: Vijay Nagar. Masuri. Hapur. Pilakhwa. Gulawati. Garh Ganga.

ANNEXURE
FINDINGS & ANALYSIS

Glow Sing Board

The study here revealed that usually the outlets had GSBs distribution at a large scale but they did not cover the entire area. Coca-Cola though had a good promotional share but Pepsi was not far behind and also gave a challenging stand. Being an aera that did not had an outstanding exposure the outlets were of small entity and were provided with the GSB.

COCA-COLA PEPSI

83 67

Dealer Printed Sign Board:

Under the area study it could be seen that both Coca-Cola as well as Pepsi did not provided DPSs at various outlets, as it is a general view that they are being given at large consuming outlets. But taking in consideration the market potential here not many of the outlets could claim such accessories. In all the distribution of it is not lead emphasis thereon by the companies

COCA-COLA PEPSI

23 15

Counters:During the study it was observed that over the entire the market region under this category the COCA-cola CO. FELL BEHIND Pepsi and also the total distribution was not even . many of the outlets were at commercial places that induced the framework of their own private interior where there is no scope of counters. They are most needed at Pan Bhandar, Juice Corner or Sweet Shop which are rarely big consumption units.

COCA-COLA PEPSI

39 42

Table- Chair- Umbrella:While covering the entire area it was very surprising to know that the companies had no satisfactory performance out there . Coca-Cola having plant over this route also did not lay any outstanding effort. This category resembled a very meagre growth here and hardly makes any sense providing it to such places where you cannot bring about any difference in the promotion of the product.

COCA-COLA PEPSI

11 6

Wall Painting :

On the survey duration it was observed that in such areas where after every (5-7) a new small started, where we generally know that people follow signs & painted advertisement. Thus a close stand by Pepsi was seen and the outlets experienced mostly either Coca-Cola or Pepsi. But the share of it could not be seen much as the people are already aware of both the enterprises.

COCA-COLA PEPSI

59 41

Sales Generating Asset:They are the assets being categorized, which play a vital role in preservation of the products refrigerators or iceboxes. Many of the outlets do had them in abundance but others had to only feed upon one of them . this being the most essential requirement for outlet one who stocks soft drinks as no one is going to purchase a hot one. A handsome distribution follow onto the outlets can be seen which also sometimes make people aware of advertising being done through this source.

COCA-COLA PEPSI

64 53

Racks:-

The entire survey dealt with the distribution of accessories, which are one of the essential ones to have an impressive promotional outlay. Among the best reviewed one was racks which have been provided at non-accountable reason, which shows that people may place it at & mark as symbol promotional induction to the retailers.

COCA-COLA PEPSI

73 61

They compete vigorously, and at the same time they cooperate smartly with their strategic partners in their supply and distribution chain.

Every company has a set of department to viewing it as a system for managing core process. Company must manage and master such basic process order generation to order fulfilment. In modern marketing discipline mass market are fragmenting in micro- market, multiple distribution channel are replagceing single channel, price discounting and sales promotion. Designing the best marketing mix To make a sale there is growing emphasis on designing the best relationship mix for winning and keeping customer. Good customer are an asset which , when will managed and served, will return a handsome lifetime income stream to Co.

Relationship marketing is not only a company drives to bond better with their consumer. Companies also develop mutually profitable relationships with their retailer, supplier and distributor. If the Co. squeezes its

retailer profit unduly, it forces too much product on distributor the Co. will fail. Smart companies check & balance with their supplier and distributor in the drive to better serve their ultimate customer. And marketing, at its best goes beyond meeting existing customer needs. Good company will meet needs; and great companies will create a market.

TABLE-III

Marketing promotional data being collected through daily survey as to the scenario of both Coca-Cola and Pepsi and inspecting the need of the promotional accessories therefore. The entire highway market being studied started from Sumam theatre to Kadrabad.
CATEGORY GSB DPS COUNTER TABLE-CHAIR & UMBRELLA COCA-COLA
39 31 28

PEPSI
15 9 27

NONE
4 18 3

44

WALL PAINTING SGA RACK

31 29 27

17 26 29

10 3 2

Total Number of Outlets: 58 Major Market Area Covered on the Highway: Suman Theatre. Govindpuri.

Rajchopla Kadrabad.

Glow Sign Board:-

Being a small market equipped of various small shops and cool corners they mostly possessed the GSBs. while at some big outlets there may be 2 or more. Taking into consideration this market Pepsi has a high competitive share with Coca-Cola, which need to be taken care of.
40 30 20 10 0 COCACOLA PEPSI NONE GSB

Dealer Printed Sign Board:Many of the outlets were provided the DPSs while the market promotional activities had been conducted. Pepsi though behind Coca-Cola in this category had not lead down much emphasis on it. Usually found at bigger outlets that do bulk stocking of the product as the companys advertising is being featured on it .
40 30 20 10 0 COCACOLA PEPSI NONE DPS

Counters:-

Both Pepsi as well as Coca-Cola go hand in hand under this criterion. On regular basis the counters of Coca-Cola were distributed earlier and Pepsi made its distribution later, which was observed as a result that the later ones seemed new. The counters do add to the outlets initial impact at the consumer, which attracts him to make the purchase.
30 25 20 15 10 5 0

COUNTER COCACOLA PEPSI NONE

Table- Chair-Umbrella :In the market of Modinagar theres a limited scope for these accessories as they are found mostly at open air restaurants having large premises. The restaurants here are not much sophisticated with gardens or compounds having place to put in Umbrellas, etc. also a major share of the market is left untouched by such provisions that may flourish in near future.
50 40 30 20 10 0 COCA- PEPSI NONE COLA TABLE-CHAIR & UMBRELLA

Wall-Painting:-

Various sweets corners and cooling points at the market bore it. Recently Coca-Cola revived the entire market painting and turned the whole market in red. Thus , at various Pepsi outlets even the retailers got their display and walls painted red with Coca-Colas advertisements.

40 30 20 10 0 COCA- PEPSI NONE COLA WALL PAINTING

Sales Generating Asset:there is high demand of refrigerators by the retailers, as they want to have an increase in the number of SGAs to stock more. Both Coca-Cola and Pepsi had already provided each at their respective corners. Under this segment both of them have near about stand this being one of the basic necessities.

30 20 10 0 SGA COCACOLA PEPSI NONE

Rack:Under this category its Pepsi who has taken the lead as a result of their recently organized rack distribution scheme. The retailers in return had to purchase additional stock for display on the racks in turn of PET bottles. They do play a major role in the display of the product outside the cool corners and helps in attracting the consumers

30 20 10 0 COCA- PEPSI COLA NONE RACK

BIBLIOGRAPHY

Kothari Philip, Marketing Management, Prentice Hall India, New Delhi, 2004.

Kothari C.R, Research Methodology, Wishwa Prakashan, New Delhi, 2002. www.cocacola.com. www.google.com www.coca-colaindia.com

CONCLUSION

1) The various retailer had an enormous demand for better GSBs and in many cases of DPS for a better, impressive outlet look to attract consumers. 2) The endless demand of visicoolers in order to store large quantity of stock as a part of marketing and distribution promotional function of the company is studied therein. 3) The steady flow of the companys promotional accessories could be felt irrespective of the consumption of the outlets of the product. For example: racks, counters, sign boards, etc. 4) In a competitive environment the company got to study the schemes of their closest rivals, which they followed and in return fulfilled, the needs regarding their outlets set up. 5) Timely check up of the proper usage of the Cos assets (SGA) being made as well as their malfunctioning is rectified. 6) Misuse of the Coca-Cola SGAs should be brought into consideration as a retailers, stock, other companies, stock and depreciate the demand of the source company. 7) The archrivals product study can be entertained from the retailers and the privilege on their part is known which helps in formulation of better marketing promotional schemes 8) Pepsis regular stockholders be traced and break up by providing motivational introductory offers enhancing the market capture.

9) Coca-Cola should try to make arrangements so that the marketing representatives would visit the retail outlets regularly and try to solve the retailers, as well as the distributors, problems which they usually face during the peak season.

10) Better efficient sales representatives be appointed to update the retailers about the schemes in comparison to Pepsi. This would encourage a curiosity regarding the Coca-Cola schemes among them. 11) The complaints of the retailers be studied and paid attention of the highest degree to ensure better market capturing.

EXPLANATION

1)

GSB- GLOW SING BOARD:

It is a display board or hoarding bearing the promotional advertisement of the respective product of the company. The companies for their product promotion and sales enhancement usually provide them.

2)

DPS-DEALER PRINTED SIGN BOARD :

Display boards of the same nature with an additional feature of the retailers name or the outlets name being mentioned on them , in order that the sponsors bear the value addition on the behalf of the company.usually provided to stockist who have large consumption of the product.

3)

COUNTERS:

Wooden or metallic framework provided by the company to the exclusive outlets which either stock in bulk or which are particular brand outlets. The company in return promises a certain fixed stock supply

for a certain time period. The counters bear the companys advertisements as a source of marketing promotion.

4)

TABLE- CHAIR- UMBRELLA:

moulded furniture of plastic is being provided at various open-air restaurants or dhabas for the convenience of the customers while their visits. In return the company achieves product promotion as well as retailers satisfaction. They can also be seen at various street side cafes and juice corners.

5)

WALL PAINTINGS:

painting of the brand advertisements on the walls of the outlets, which in result attract and remind the consumers about the product. This makes the consumer aware of the popularity and promotional effort made on the behalf of the company.

6)

SGA-SALES GENERATING ASSET:

Under this category we generally head the refrigeration, visicoolers, and even the old designed iceboxes. On the other hand it enables to motivate the retailers for better sales on companys behalf.

7)

RACKS:

they are different types of plastic or material holders, which are used for the display of the pet and other glass bottle. This creates a healthy exposure of the products, remembrance to the ultimate consumers. These all help in generating the companys brand image at different levels:

Market

Retailers

Consumers

Glow Sign Board : Distribution:-

As per the observation of the route here it can be seen that PEPSI has made a nice promotional effors in distributing its GSBs on various outlets. This has made the market capturing for Coca-Cola tougher and a regular supply from their Devyani Bottling Plant proved effective on the behalf of their services to retailers. There is a fruitful effort made by the Pepsi in order to turn around the entire highway blue and it can be proved up to some extent apart that Coca-Cola has also played in its role.

COCA-COLA PEPSI

8 20

Dealer Printed Sign Board:

While the survey was being done on the entire highway it revealed that at various bigger outlets Pepsi has already provided DPSs. in order to breakdown its retailers and the distribution Coca-Cola has to make indigenous efforts. The retailers need something extra to be convinced to stock Coke in addition to Pepsi; overall there is a steady promotional effort to be put in. an outcome of this that can be felt is that at bigger consumable outlets there is capture of Pepsi.

COCA-COLA PEPSI

7 18

Counters:-

The coverage of the highway showed that there was not much emphasis on the distribution of the so called counters as the market here is not promising. But then too the study revealed that Pepsi had provided it to the outlets, which are at places that prove prominent for the promotional activity. Coca-Cola came out with a poor promotional concern, as the potential held by them is weaker at the entire area. Also there could not be seen considerable number of general stores and open-air restaurants all along the highway.

COCA-COLA PEPSI

9 23

Table- Chair &Umbrella:-

During the survey it was observed that the supply of these sorts of accessories is very meagre, as we could not view any street side restaurant and halting corner. This survey did give a dignified figure that there s no such effective requirement but then too Pepsi reported to be dominating. It revealed that CocaCola did not make any efforts to capture the highway here as the potential of soft drinks has not yet gained pace here.

COCA-COLA PEPSI

2 7

Wall- Painting:-

Usually the outlets here had wall painting that enhanced the people to memorize about the refreshment by having a drink and get exhausted. Its basically to attract people in order that they are able to recognize a suitable place for them to have a coke or Pepsi. Also a very common type of promotional activity adopted by the companies to attain popularity. Coke though tried its level best to outrage Pepsi but was not successful and resulted in unsatisfactorily.

COCA-COLA PEPSI

13 35

Sales Generating Asset:-

Under this category the companies head the various instruments that are useful in the handling of the product in a very feasible manner- refrigerators, iceboxes,etc. both Coca-Cola and Pepsi provided them on schemes being an essential requirement for sustaining of such products but the later one had the coverage area in a better way.

COCA-COLA PEPSI

35 43

Rack:-

They are the plastic moulded or metallic framed structures that are used for holding the glass bottles or even the pet for display. They are ones that is a healthy scope for display needed or sometimes for the beautification of the outlet.

COCA-COLA PEPSI

18 24

HISTORY OF COCA- COLA

Dr. John S. Palmerton in Atlanta, Georgia invented Coca-Cola in May 1886. the name Coca-Cola was suggested by Dr. Pembertons bookkeeper, Frank Robinson. He penned the name Coca-Cola in the flowing script that is famous today. Willis Venable first sold Coca-Cola at an average of nine drinks a day, adding up to a total sales for that year of $50 since the years expenses were just over $70, Dr. Pemberton took a loos. Today products of the Coca-Cola Company are consumed at the rate of more than one billion drinks per day.

WHAT IS THE COCA-COLA

The Coca-Cola Company is the worlds leading manufacturer, marketer and distributor of nonalcoholic beverages, which we sell to bottling and canning operations, authorized fountain wholesalers and some fountain retailers. We also market and distribute juice-drink ownership interest in numerous bottling and canning operations. products. In addition, we have

The Coca-Cola company exists to benefit and refresh everyone who is touched by our business. Founded in 1886, our company is the worlds leading manufacture, marketer and distributor of non-alcoholic beverage brands. Our corporate headquarters are in Atlanta, with local operations in nearly 200 countries around the world.

Our local strategy enables us to listen to all the voices around the world asking for beverages that span the entire spectrum of tastes and occasions. What people want in a beverage is the reflection of which they are where they live, how they work and play , and how they relax and recharge. Whether you are a student in the United States enjoying a refreshing Coca-Cola, a woman in Italy taking a tea break, a child in Peru asking for a juice drink , but also to contribute to communities around the world through our commitments to education, health, wellness and diversity.

We strive to be a good neighbour, consistently shaping our business decision to improve the quality of life in the communities in which we do business. Its a special thing to have billions of friends around the world and never forget it.

ADVERTISING SLOGANS

1886 : Drink Coca-Cola 1904 : Delicious And Refreshing 1905 : Coca-Cola Revives And Sustains 1906 : The Great National Temperance Drink 1917 : three Million a day 1917 : Three Million A Day 1922 : Thirst Knows No Reason 1925 : Six Million a Day 1927 : Around The Corner From Everywhere 1929 : 1932 : The Pause That Refreshes Ice-Cold Sunshine

1938 : The Best Friend Thirst Ever Had 1939 : Coca-Cola Goes Along The Only thing Like Coca-Cola is Coca-Cola itself . its The Real Thing Where Theres Coke, Theres Hospitality Coca-Cola..Making Good Things Taste Better : What you Want Is A Coke Coca-Cola..making Good Things Taste Better Sign Of Good Taste

1942 : 1948 : 1949 : 1952 1956 : 1957 :

1958 : The Cold, crisp Taste of Coke 1959 : 1963 : Be Really Refreshed Things Go Better With Coke

1970 :

Its The Real Thing

1971 : Id Like To Buy The World a Coke 1975 : Look Up America 1976 : Coke Adds Life 1979 : Have A Coke and A Smile

1982 : Coke Is It! 1985 : 1986 : Weve Got a Taste For you (Coca-Cola And Coca-Cola Classic)..Americans Real Choice. Catch the Wave (Coca-Cola) Red White And You (Coca-Cola Classic)

1989 : Cant Beat The feeling 1990 : Cant Beat The Real Thing 1993 : 2000 : 2002 : Always Coca-Cola Jo Chaho HO Jaye Coca-Cola Enjoy Thanda Matlab Coca-Cola (Amir Khan)

2004 : Piyo Thanda Jiyo Thanda (Coca-Cola, Aishwarya Rai) 2005 : Rangle Dil Khol Ke! (Fanta, Rani mukherjee) : Lime n lemoni (Limca, Model)

SOFT DRINK PENETRATION IN THE UK

VIS-A-VIS INDIA CSDpenetration in Britain, a nation of 58 million, is almost 100 percent . there is nowhere that marketers can go with their cans. Compare this to India , an emerging market of 1 billion people where penetration at national level is 13% . in rural India, it is less than 5%. The per capita consumption of soft drinks (calculated as litres of soft drink per head per year) in the UK is 203 while in India it has moved to nearly 7 from less than 1 pre-1990. there is plenty of room still for an upsurge since this level is lower than other emerging economies in South Asia, such as Pakistan at 19, Srilanka at 23, the Philippnes at 175 and Thailand at 100.

AFFORDABILITY: A KEY ISSUE IN INDIA

Affordability is the primary reason behind the low penetration of CSDs in India. They attract high taxes, being treated as luxury goods by the Indian government. This makes them one of the most expensive impulse foods for single serve consumption vis--vis others in the same category like chocolates, biscuits, ice-creams and wafers, all of which have a much lower entry price point. This makes CSDs unaffordable to a vast majority of Indian consumers, a country with per capita income of $300 This apart, CSD consumption is extremely seasonal, skewed to summer and mainly outside the home. Since a large proportion of women are confined to home, soft drink penetration among women is much lower . also , India with long spells of scorching heat has problems with cooling infrastructure. fast moving consumer goods outlets in India, soft drink outlets make up less than one third, many of whom dont own electrical cooling equipment.

MORE FIZZ IN INDIA THAN IN THE UK

The low penetration of CSDs in India presents a huge opportunity for Coca-Cola and Pepsi (these are the only two beverage companies in India) to grow the category. Coke , for certain ,is pushing the brand in emerging markets like India and China rather than in mature markets like the UK. For instance in India, both are focused on extending distribution into rural regions. This explains why they spent millions of rupees introducing smaller packs, 200ml bottles, at a cheaper price. Developing low cost home packs and creating numerous occasions to drink CSDs are also part of the new strategy.

CSD GROWTH CHART: INDIA

The soft drinks market in India has registered significant growth rates after the liberazation of the economy in the early 90s . this phase of liberalization brought PepsiCo to Indias shores in the 1989 and Coca-Cola for the second time in 1993. (it had exited from the country in 1977 when the then socialist government obliged foreign companies to shed majority stakes in favour of growth , in healthy double digits , through the first half of the 90s but has declined to single digit level in the last few years. This is due to three reasons: the general economic slowdown, frequent price increases in the last 3 years and the emergence of cheaper alternatives such as powdered concentrates and bottled water.

COKE& PEPSI IN INDIA: A BRUISING COLA WAR

Coke and Pepsi together spend 40 million pounds annually in outdoing one another. Even though the potential of carbonated drink is enormous in India, coke is not banking on CSDs alone to fuel growth. A lesson well learn from developed markets like the UK. It has entered new areas like kinley water , Georgia tea and coffee and its Sun fill dilutable drink. These are its biggest growth engines in India at the moment. In fact, from single-serve water bottles, Coke has now moved into the 20-litre home packs, which has given it substantial market share. It is number two in the water business next only to the homegrown Bisleri.

Pepsi , like its counterpart in the UK, has been a laggard in this respect. Even though it has launched Aquafina water in India , Pepsi does not seem to be pushing it. It has no presence in the dilutable category.

But in contrast to the UK, the Pepsi brand has a huge presence in India , both in volume and brand image. In fact, its exemplary marketing acumen took it ahead of Coke in the early days and , even today, Pepsi and Coke are running neek and neck in cola shares-explaining the high pitch cola war on the Indian soil.

LIMITATIONS

The HIGHWAY SURVEY being conducted as the project work under Hindustan Coca-Cola Beverages Pvt. Ltd. Mainly dealt with the following limitations:-

1.

The survey report that was conducted had a pre-defined boundation of interviewing the retail outlet owners. Its based on simple observational analysis which may lead to deflection at the time of conclusion arrival.

2.

The survey sheet being designed had a limited scope of primary data coverage only. It did not take into consideration the other availability of supply and Co ground on which it decided upon the provision of distribution of the promotional accessories.

During the entire survey the retailers willingness for acquiring the accessories in accordance with the schemes followed with them could not be noticed. This could be one of the reasons of the non-appropriate promotional efforts in making an awareness among the customers

4 .

The data regarding:

 How the accessories can be acquired ? When the accessories did come into distribution channelling? Were the retailers informed on the distribution? What encouraged them to posses the accessories? Are they enjoying back up from the company for promotional activities?

5.

The time constraint was also prevalent as there was not abundant time for a

detailed study to be conducted among the retailers and dealers.

6.

The financial limitations could also be felt as the funding regarding the survey was

not subjected which lead to a lack in an in-depth study to be undertaken.

RESEARCH METHODOLOGY

Research Methodology is a way to systematically solve the problem. It may be understood as a science of studying how research is done scientifically. In it we study the various steps that are generally adopted by the researcher in studying his research problem along with logic behind them . it is necessary for the researcher to know not only the research methods/techniques but also the methodology used. Researchers not only need to know how to develop certain indices or tests , how to calculate mean or median or mode, how to apply particular research techniques but must also know which of these methods or techniques are relevant and what would they mean and indicate and why. Research process consists of series of actions or steps necessary to effectively carry out the research.

RESEARCH DESIGN:

The function of research design is to provide for collection of relevant evidence with minimal expenditure of time effort and money. I followed the census method as I did daily route riding along with the executives and the salesmen. I got opportunity to meet and interact with each one of the retailers and closely came to know specific need of the promotion of Coca-Cola in the market as a whole. I covered the distribution area under

highways at Ghaziabad, Modinagar and little area of NCR region. Under the supervision I got number of relevant data from on spot inspection and personal observation.

METHODS OF DATA COLLECTION:

Observation and interaction with the retailers provided me in depth knowledge about the availability of changes in promotional items provided by Pepsi and Coca-Cola by the distributors. I collected all vital data from the outlets visits and survey during my summer training and which would be of high consideration regarding the designing of the coming years marketing budget by the Coca-Cola Company. The survey sheet was instantaneously equipped of data duly observed by me and in a systematic manner. The data thus inculcated is through Primary Source by Personal Interviews, Enquiries and Observation. The responses thus received were also encouraging on my behalf and as well as the company.

1.)

MARKETING RESEARCH OBJECTIVES:

a.)

To undertake a market study to know the Coca-Cola promotion on the highways.

b.)

Comparative sales promotion (accessories) analysis with regard to Pepsi and Coca-Cola.

2.

TYPE OF STUDY

EXPLORATORY

3.

RESEARCH AREA :

GHAZIABAD, MODINAGAR AND NOIDA

SOURCE OF INFORMATION : (PRIMARY)

In this type of data collection mode the interviem\wer uses the wording and order that seems most appropriate in the context of each interview. These interviews are useful in obtaining a clearer understanding of the problem and determining what areas should be investigated.

5 SHEET)

DATA COLLECTION INSTRUMENT : (SURVEY

There are several ways of collecting the information considerably in the context of money costs, time and other resoueces at the disposal of the researcher. I collected data for my project work through the medium of Survey Sheets In this method I got the prepared sheets from the company comprising of relevant questions related with my project. Then I contacted respondents on their shops along with the sheets for collecting the information.

6.) RESEARCH APPROACH: (SURVEY METHOD)

7.) SAMPLING PLAN:

Sample design is a definite plan determined before any data are actually collected for obtaining a sample for a given population. The sample design to be used must be decided by the researcher taking into consideration the nature of inquiry and other related factors. I have paid attention on the following points while designing the sample: a) Target population b) Sample Unit

c) Sampling Size d) Sampling Method

a).

TARGET POPULATION:

the population of the study consisted of retailers and dealers. Target population was taken from the cities of Ghaziabad , Modinagar and Noida.

b). SAMPLING UNIT:

Random sampling was chosen that is where any outlet of the whole population was likely to be selected as any other outlet that is all the outlets of the population have equal chances. Shops pursuing promotional tools (both dealers and retailers) in Ghaziabad, Modinagar and Noida cities.

c). SAMPLE SIZE:

a total of 250 shops were observed from the cities Ghaziabad, Modinagar and Noida.

d). SAMPLING METHOD:

Purposive Sampling

QUESTIONNARE :

Route No. :Name of outlet :Contact person : Address :-

1 . Type of Channel:(a) Eatery (b) Grocery (c) Convenience (d) Institute (e) Other

2. Infrastructure of retail outlet :(A) (a) Empty Pepsi (i) Coca-Cola (i)

(b)Vision/oye

(ii)

(ii)

(c ) Ice box

(iii)

(iii)

(d) Signage

(iv)

(iv)

3.Pack availability of a daily average sale :-

(B)

Pepsi

Coca-Cola

(a)

200ml

(i)

(i)

(b )

300ml

(ii)

(ii)

(c )

500ml

(iii)

(iii)

(d)

2000ml

(iv)

(iv)

(e) 4.

Aquafina/Kinley

(v)

(v)

Facilities Preovided by company: ( c) Facilities Pepsi coca-Cola

(a) Cash Discount (b) Credit

(i) (ii) (iii) (iv)

(i) (ii) (iii) (iv)

(c) Empty loan (d) Other

5.

Types of Status: (a) Pepsi monopoly (b) Coca-Cola monopoly (c) Mix

6.

Which company product you sell more? (a) Pepsi (b) Coca-C0la (c) Both

7.

Why you prefer Pepsi /Coke or mix (please. Rank it): (a) (b) (c) (d) (e) (f) (g) Consumer demand Service Scheme Personal relationship with company employee Facility provided by the company Relation with root agent Company staff frequently visit

8.

Retailer satisfaction regarding service:

(i) which company provide better delivery

a) Pepsi

(b) Coke

(c) Both (d) None

(ii) which company vehicle arrives on time: (a) (iii) Pepsi (b) Coke (c) Both (d) None

which company provides better service in emergency

(a) Pepsi (iv)

(b)

Coke

(c) Both

(d)

None

which companys vehicle is more regular in visit:

(a)

Pepsi

(b)

Coke

(c)

Both (d) None

9.

Retailer satisfaction equipment:

(i)

which company provides better scheme (visi/oye)

(a)

Pepsi

(b)

Coke (c)

Both

(d)

None

(ii)

Which company provides better scheme for ice box:

(a)

Pepsi

(b)

Coke (c)

Both

(d) None

10. Retailer satisfaction scheme:

(i)

Which company comes out with good schemes:

(a) Pepsi (b)

Coke

(c)

Both

(d) None

(ii) Which company executes his marketing scheme:

(a) Pepsi (b) Coke

(c)

Both (d) None

(iii) Which company provides better option for marketing scheme:

(a)

Pepsi

(b)

Coke

(c)

Both

(d)

none

(iv) Which company offers other more trade scheme:

(a) Pepsi

(b)

Coke

(c)

Both

(d) None

(v) Which company offers more value trade scheme:

(a)

Pepsi

(b) Coke

(c) Both

(d) None

11.

Regular satisfaction relationship:

(i) Which company route agent behaves more supportively and professionally:

(a) Pepsi (ii)

(b) Coke

(c)

Both

(d) None

Which company official visits more frequently:

(a)Pepsi

(b) Coke

(c)

Both

(d) None

(iii) Which company officer provide better solutions:

(a)

Pepsi

(b) Coke (c)

Both

(d)

None

12.

Problem (if any):

13. Suggestion (if any) :

RETAILOR S SIGNATURE

INDIA DIVISION

COCA-COLA INCORPORATION (CONCENTRATE)

BOTTLING (HCCBPL)

(COCA-COLA INDIA HEAD OFFICE)

HINDUSTAN COCA-COLA BEVERAGES Pvt Ltd.

HINDUSTAN COCA-COLA MARKETING Pvt Ltd.

ONLY IN METRO CITY DELHI ,MUMBAI, KOLCUTTA,CHENNAI

ORGANISTION STRUCTURE
Department Sales Business Unit head Market Unit Head Unit Head Territory Development Manager Accounts Development Coordinator Customer Executives Department Personal
Personal Manager

HR Executive

DepartmentMarketing

MARKETING MANAGER

Coordinator Department Finance Unit Finance Controller Financial services manager