A PROJECT REPORT ON

Horizontal expansion & RGB Activation of coca cola company

SUBMITTED TO UNIVERSITY OF PUNE SHRIDHAR MAHADWAD ( BATCH-2011-2013)

UNDER THE GUIDANCE OF PROF. MANJUSHA KADAM MAEERS MAE ALANDI(D),PUNE-

ACKNOWLEDGEMENT

It gives me great pleasure to express my boundless sense of gratitude to each and every person who directly or indirectly helped me with hand and hand in completing this humble piece of work. I would like to say that it was a great pleasure & privilege for me to have the Opportunity of undertaking the training at Coco cola .pvt. ltd for a period of 60 days. I would like to thank the Company for providing me opportunity. First, of all I would like to thanks Deepak Jasmatiya & Arpita Shahu (HR- Manager) under whose supervision and guidance this report was completed. I am also very grateful to the management of my college where I have been studying, for allowing me to do the course and project. I specially remember and extend my humble words of thanks to my internal Mrs. Manjusha Kadam for his guidance. I am also thankful to my parents, classmates and friends who were in some or the other way helpful to me in successfully completing this research study. guide such an

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CERTIFICATE

This is to certify that Mr. SHRIDHAR SHESHRAO MAHADWAD

(Roll No.

135) student of MAEERs Maharashtra Academy of Engineering has successfully completed

the project work on titled horizontal expansion of coco cola in partial fulfillment of requirement for the award of Business Administration(MBA) prescribed by the University of pune. This project is the record of authentic work carried out during the academic year 2012 2013.

(Prof.Manjusha Kadam)

Internal Project Guide

Director

Date: Place:

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DECLARATION

I declare that the project entitled Coca Cola Ltd. In Pune is a record of independent research work carried out by me during the academic year 2011 -2013 under the able guidance of my project guide Prof. manjusha kadam of maharastra academy of engineering alandi(d) pune I also declare that the project is the result of my effort and has not been submitted to any other University or Institution for the award of any degree, or personal favor whatsoever. All the details and analysis provided in the report hold true to the best of my knowledge.

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COMPANY CERTIFICATE

This is to certify that Mr. Shridhar Mahadwad has successfully completed the summer internship project titled Horizontal expansion & RGB Activation of coca cola

company
It is an independent research work done under my supervision during 20th May- 21th July 2012. It is being submitted to the Maharashtra Academy of Engineering Alandi (D), Pune in partial fulfillment for the award of the Degree of Master of Business Administration.

Signature of Project Guide Manoj pathak (Area sales Manager) Company stamp

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TABELS OF CONTENTS

S. NO. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12 Executive Summary Introduction Objectives of the study Need & Scope Research methodology Limitations Analysis & findings RGB activation

CONTENTS

PAGE NO. 1-7 8-10 11 12-13 14-15 16 16-32 33-42 43-44 45-62 63 64-65

Finding, Suggestions & Conclusion Data interpretation Bibliography Questionnaires

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Company Name HINDUSTAN COCA COLA BEVRAGES PVT. LTD.

Industry: Consumer product / FMCG products HINDUSTAN COCA COLA BEVRAGES

PVT. LTD. Types of Company: Private Limited Company, Foreign Based Company Location: Pune Sales Office:

Plant: Pirangut, Pune

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INTRODUCTION

Marketing is a social and managerial process by which individuals and groups obtain what they need and want, through creating, offering and exchanging products of value with others. Philip Kotler.

Marketing includes all those activities having to do with effecting changes in the ownership and possession of goods and services. It is that part of economics which deals with the creation of time, place and possession utilities and that phase of business activity through which human wants are satisfied, by the exchange of goods and services for some valuable consideration. American Marketing Association.

Marketing is the process of discovering and translating consumer wants into product and service specifications and then in turn helping to make it possiblfor more and more of consumers to enjoy more and more of these products and services.

Marketing consists of analyzing marketing opportunities, researching and selecting target markets, designing marketing strategies, planning marketing programs and organizing, implementing and controlling marketing effort.

Companies have to identify long and short term marketing opportunities and research the selected market by measuring and forecasting attractiveness of the given market. Having
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selected the market, the companies need to develop a differentiating and positioning strategy for the target market.

The marketing strategy must be transformed into marketing programs by deciding on marketing expenditures and the marketing mix. The final step is organizing the marketing resources and implementing and controlling the marketing plan.

FEW WORDS ABOUT THE COMPANY

Every person who drinks a Coca-Cola enjoys a moment of refreshment and shares an experience that millions of others have served. All of those individual experiences combined have created a worldwide phenomenon a truly global brand. On the distribution front, 10-tonne trucks, open-bay three wheelers that can navigate the narrow alleyways of Indian cities, ensure availability of our brands in every nook and corner of the country. The company-owned Bottling arm of the Indian Operations, Hindustan Coca-Cola Beverages Private Limited is responsible for the manufacture, sale and distribution of beverages across the country. A career at Hindustan Coca-Cola Beverages Pvt. Ltd. is truly a one-of-a-kind experience. Come taste life at Coca- Cola .

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HISTORY
Coca-Cola Company, nourishing the global community with the worlds largest selling soft drink since 1886, returned to India in 1993 after a gap of 16 years giving a new thumbs-up to the Indian Soft Drink Market. In the same year, the Company took over ownership of the nation's top soft-drink brands and bottling network. No wonder, our brands have assumed an iconic status in the minds of the consumers. Coca-Cola serves in India some of the most recalled brands across the world including names such as Coca-Cola, Diet Coke, Sprite, Fanta, Thums Up, Limca, Maaza and Kinley (packaged drinking water), Minute Maid ,Pulpy Orange.

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Objectives of the study:

1. To understand & explain the Horizontal Expansion Concept with respect to HCCB operations at retail end.

2. To enlist the benefits of Horizontal Expansion for the company at retail end.

3. To develop the business, expand the market coverage, retailers, retention strategies and maintaining customer relations

acquisition

of

4. To identify if there exists any training requirement for the improvement of sales to its sales team?

5. To study the behavior of sales man and distributer towards shopkeeper.

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SCOPE OF STUDY

Horizontal merger provides the following advantages to the companies which are merged: 1) Economies of scope The notion of economies of scope resembles that of economies of scale. Economies of scale principally denote effectiveness related to alterations in the supply side, for example, growing or reducing production scale of an individual form of commodity. On the other hand, economies of scope denote effectiveness principally related to alterations in the demand side, for example growing or reducing the range of marketing and supply of various forms of products. Economies of scope are one of the principal causes for marketing plans like product lining, product bundling, as well as family branding. 2) Economies of scale

Economies of scale refer to the cost benefits received by a company as the result of a horizontal merger. The merged company is able to have bigger production volume in comparison to the companies operating separately. Therefore, the merged company can derive the benefits of economies of scale. The maximum use of plant facilities can be done by the merged company, which will lead to a decrease in the average expenses

The important benefits of economies of scale are the following:

t capability and lesser competition

decrease in the cost of capital, growth of value per share and price earning ratio, capital raising, smaller flotation expenses

For attaining economies of scale, there are two methods and they are the following:

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One example of economies of scale is that if a company increases its production twofold, then the entire expense of inputs goes up less than twofold.

Significance of the study

Through this study company can know about its growth compared to its major competitor PepsiCo. This study will also help to the company to know about their new concepts position in the market This study will also help to the company to know about its promotional activities involved in advertising. Through this study company will know about the availability of its products in the market. This study is helpful to find out the sales trends of the Coke products and its effect on consumers value and satisfaction. This study is helpful to find out the number of outlets coming under RED concept This study is also helpful to find out the outlets efficiency which are coming under RED. This study directly deals with interaction of different kinds of people in the organization which helps me to understand the corporate communication system. This study also helps me to understand how the marketing strategy like Pull and Push works in the corporate. (For push at the time of pulpy promotion, for pull at the time of more demand of sprite.)

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Research Methodology: Research Design:

Once the problem is identified, the next step is the research design. Research design is the basic framework of rest of the study. A research design specifies the methods and procedures for conducting particular study.

In this project we are following descriptive research design. Source of Data:

There are two types of data: 1. Primary data 2. Secondary data

Primary Data:
The primary data is fresh information collected for a specified study. The primary data can be gathered by observational, experimentation and survey method. Here the entire scheme of plan starts with the definition of various terms used, units to be employed, type of enquiry to be conducted, extent of accuracy aimed etc.,

The methods commonly used for the collection of primary data are:
1. Direct personal investigation, where the data is collected by the investigator from the sources concerned. 2. Indirect oral interviews, where the interview is conducted directly or indirectly concerned with subject matter of the enquiry. 3. Information received through local agencies, which are appointed by the investigator. 4. Mailed questionnaire method, here the method consists in preparing a questionnaire (a list of questions relating to the field of enquiry and providing space for the answers to be filled by the respondents.), which is mailed to the respondents with a request for quick response with in the specified time.

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In this project mailed questionnaire method is used to collect the primary data. Secondary Data:
The secondary data refers to data, which already exists. The secondary data collect from internal records, business magazines, company websites and Newspapers.

Research instruments:
For the collection of primary data a structured questionnaire was prepared covering various aspects of the study. .

Sampling Procedure:
It is a procedure required from defining a population to the actual selection of the sample.

PROSESS
The study is based on Primary data and Secondary data. Secondary Data was collected from the Companys website and MDs Sales Presenter as well as Primary Data was collected through structured questionnaire. The questionnaire was designed by keeping all the objectives of the study in mind. The type of research which is used to conduct survey was.

Sample Unit:
Sampling units are outlets owners/ shopkeepers selling soft drinks.

Sample Size:
Sample Size of 50 outlets.

Sample Technique:
Sample Technique is Simple Random Technique.

Method of data collection:

Method of data collection is survey method.

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Limitations

1. The training was for shorter period of time that is why it was not possible to carry out a detail study. 2. The sample size was limited. 3. The strategies of the company changes very frequently it is difficult to make exact recommendation.

What is Horizontal Expansion?

It is defined as expanding a business beyond what is presently known as its core functions This is a type of horizontal expansion where you expand on your already existing brand and go beyond your core activity in order to create new and (hopefully) rewarding cash flows that by calculation will, at some point, make your business more profitable.

Another type of Horizontal Expansion is to create a completely new section of your company, and only tie them together under an umbrella. In the world of small, independant online publishers a feasible example would be that if you run a popular blog on a certain videogame, you can start a completely new blog on another videogame, and tie them together only by a company/network blog or website. Of course, the other method of expanding horizontally would be to simply extend the topic of your current blog to include the additional new videogame.

When developing an market business you will always be looking for ways to maximize your revenue, and expanding your fields of operation is often a possibility that surfaces when you are evaluating the future of your businesses. While common to most of those who have formally studied business management, the concepts of Vertical Expansion and Horizontal Expansion are not always recognized by small time internet entrepreneurs such as myself.

Generally when facing the option of expansion, you will have two initial paths to choose from, and the way we usually seperate them is by classifying them as horizontal or vertical. So what separates these two options?

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Vertical Expansion:
When you expand your business vertically, you try to increase your profits by expanding and improving on your existing core activities, and moving tasks youve previously outsourced inhouse. For larger companies an example of vertical expansion could be to purchase or merge (hence the term Vertical Integration) with the company that handles their logistics. Similarly a possible vertical expansion for a blogger could be to sell his own ads instead of using adsense, but seeing how buying adsense off of Google is probably not very likely, the term expansion makes more sense in this case than integration. Common to both types of expansions are that they both involve a certain amount of risk, horizontal even more so than vertical. When expanding horizontally as an online publisher you will be required to either outsource the information you will provide, or climb a steep curve of learning in order to gain the proper insight in order to be able to provide quality content on the new subject. When expanding vertically, the curve of learning can be equally steep, or even steeper, because often it means that you will have to learn a completely new trade that you dont have any prior experience with what so ever. Your already existing access to knowledge, whether it is in yourself or already employed people, should therefore be considered when considering either forms of expansions

Objective of horizontal expansion plan OF COCA COLA

A plan which is intimately connected to horizontal merger is horizontal expansion. This refers to the expansion or growth of a company in a sector that is presently functioning. The aim behind a horizontal expansion is to grow its market share for a specific commodity or service.

The objective behind this type of mergers is to achieve economies of scale in the production procedure through carrying off duplication of installations, services and functions, widening the line of products, decrease in working capital and fixed assets investment, getting rid of competition, minimizing the advertising expenses, enhancing the market capability and to get more dominance on the market. 1. 2. 3. 4. to increase the market share to develop new markets for the expansion of coca cola to identify new opportunities for the new market to get rid of competition and reduce cost

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ACCORDING TO COCACOLA COMPANY:

When we will entered into the market then to approach the outlet we have to observe the type of outlet before we visited the outlet they have been using from which kind of products like as pepsi. If they are being used to display the pepsi products. After we should visited the pepsi outlet then we need to introduce our coca cola products to that outlet. After we should introduce our products to explain the profits then we can interact closely with them. We need to observe which type of outlet they are using after we observed the outlet models. If it is the grossory, convenience, E&D models. What type of cooler is expecting from our company? We should provided our cooler to satisfy them as well as simantaneuously, to expand our market business respectily.

Reason Of Horizontal Expansion?

The ultimate objective of coke is to acquire more customer and serve them properly. While doing Horizontal Expansion take care to the competitors strategy. The main competitor is PEPSI, who has opted Vertical Expansion to generate more sell however Coke do not believe on Vertical Expansion because Vertical Expansion has limited preview so COKE is great believer in Horizontal Expansion and this strategy helped to the company to maintain its leadership in the soft drink industry. India is a big country having diversified taste and appearance and same character is reflected in their demography. Horizontal Expansion helps the company to serve the more people and more customers touch point because in the waste country many customers commutes.

How to Do Horizontal Expansion

To do Horizontal Expansion more efficiently we made a profit story and talk to the shopkeepers according to that story.

Story
Salesperson hello sir, I am from Coke and I have a proposal that will surely increase your income. May I present you? Shopkeeper yes please present it Salesperson - Sir if you will start to sell coke then your overall sale will be increased and it is not tough to sell coke because Coke is the leader in beverage industry and a very well known brand. Shopkeeper- yes, but how it can increase my overall sale?

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Salesperson - Sir, you are selling Chips, Pastry and snacks. And these products have a very good combination with cold drink. If a person wants to purchase any of these products then it is quite possible that he will purchase Coke and vice versa. Shopkeeper But how Coke can increase my profit? Salesperson Sir if you are really interested to explore through Coke, you may be able to sell 2 cases of 200ml, 1 case of 300ml, 1 case of 600 ml and 1 case of 2 liter. And for start selling Coke you need to invest only Rs. 420. We will provide you 3 empty carets

Weight of Product Rate (ML) case(Rs.) 200 218 300 312 600 488 2000 455
Sir your daily profit from coke Profit per month Profit of whole season Profit of rest of the 9 months Profit of whole year Your investment Your ROI

of QT Y. 24 24 24 9

M.R.P.(R s.) 9 13 22 55

Revenue(Rs .) 240 240 528 495

Profit(Rs.) 22 48 40 40

= Rs. 154 = Rs. 4620 = Rs. 13860 = Rs. 20790 = Rs.34650 = Rs. 1913 = 34650 * 100/1913

= 1811.29%
Shopkeeper But I do not think this much will work what about those stuffs that needs to support trading of Coke and I have to provide them like electricity, ice etc. Salesperson Sir thats a really nice question, we can understand your anxiety and we have to offer much more for this. We have minimum Rs. 10 offer on 200 and 300 ml and Minimum Rs. 20 on Pet bottles. More over if you are keeping your refrigerator for the storage purpose of Coke if will be all right as the refrigerator can work by consuming power as low as 2 units per day which will cost you Rs. 8 per day. So, what you have to say about our offer? Shopkeeper Yes, I think it will be a nice idea to accept your offer.

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Salesperson Thank you sir and Congratulation (Shaking Hands) I will be dropping my products within 10 minutes as I have the carrying vehicle with me and within next 15 minutes you are all set to go for selling Coke. On some shops we set refrigerators and to keep a refrigerators we need to collect 1 photo copy of Voter ID card or Rashen Card, 1 photo copy of electricity bill and 1 passport size photo of shopkeeper.

Benefits of horizontal expansion:

Through this study company can know about its growth compared to its major competitor PepsiCo. This study will also help to the company to know about their new concepts position in the market This study will also help to the company to know about its promotional activities involved in advertising. Through this study company will know about the availability of its products in the market. This study is helpful to find out the sales trends of the Coke products and its effect on consumers value and satisfaction. This study is helpful to find out the number of outlets coming under RED concept This study is also helpful to find out the outlets efficiency which are coming under RED. This study directly deals with interaction of different kinds of people in the organization which helps me to understand the corporate communication system. This study also helps me to understand how the marketing strategy like Pull and Push works in the corporate. (For push at the time of pulpy promotion, for pull at the time of more demand of sprite.) Provides Incremental Volume & Revenue for Business By horizontal expansion there will be more outlets of our product In the market which will sell our product in more quantity. This will generate incremental revenue for the business. Helps Improve Route Productivity Increase in market power over supplier and downstream market channels

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OUTCOME OF THE PROJECT

Apart from the other benefits of horizontal expansion, its main benefit is to generate incremental revenue for the company. During the project I studied strategies and analyzed the market. My major job was to use different tools provided by the company for horizontal expansion like refrigerator, ice box etc. and to open outlets for coca cola products. No. of New outlets in chandan nagar = 5 No. of New outlets in kharadi=9 No . of New outlets In nagar road =4 No. of New outlets in koregaon park=3

INCREMENTAL REVENUE GENERATED FOR THE COMPNAY:

Avg. Sales at each outlet = 3 cases per outlet Total Sales = 21*3 = 63 cases per day Avg price per case = 210 Rs( assumed) Total Revenue = 210*45 = Rs.9,500 per day

Hence we can see the huge revenue generated by the horizontal Expansion. It also increased the visibility and market share of the coca cola products.

INDUSTRY PROFILE

Carbonated Soft Drinks

At the core of the beverage industry is the carbonated soft-drink category. The dominant players in this area (Coca Cola, Pepsi, and Cadbury-Schweppes) own virtually all of the North American markets most widely distributed and best-known brands. They are dominant in world markets as well. These companies products occupy large portions of any supermarkets shelf space, often covering more territory than real food categories like dairy products, meat, or produce.

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As with many mature retail industries, the beverage giants have a problem growth in the sales of their flagship carbonated products are at a near standstill in the key U.S. market, with 1% growth or less. After years of rapid growth, it seems that the average American cant drink any more flavored, fizzy soda water. To remedy that, these three companies are rapidly expanding both globally as they enter and promote new markets for existing products and locally, as they add products from adjacent beverage categories in the supermarket, in categories that are still expanding. We'll talk about these areas in a later posting. The prototype of all marketing and branding struggles, the Cola Wars keep expanding. The Pepsi and Coca Cola keep rolling out the big guns: dueling pop stars, and new branded products in the form of Vanilla Coke and Pepsi Blue. . They are fighting on the TV, in the fast-food restaurants, and in the supermarkets; they are also dueling in the schools. One of the biggest pushes of the last few years has been convincing school districts, universities, and other institutions to go all-Coke or all-Pepsi, in return for a (small) cut of the gross sales. Selling costly sugared water and building an increasing demand for it, even in Third World countries, involves marketing in its purest form, unsullied by any preexisting need or local tradition. Markets in Eastern Europe, China, India, and Mexico, among others, are expanding fast, and both Coke and Pepsi are finding local partners (bottlers) in these countries to keep extending their reach. And while the American market may be mature, theres still an opportunity worldwide to replace hot beverages like coffee and tea that require some preparation with these cold, iconic.

Overall soda market

In fact, Coke and Pepsi have a third major rival on the bottled soft drink shelves, namely Cadbury-Schweppes. The big three carbonated beverage makers now exist in a stable oligopoly those changes only by small increments and which controls over 90% of the market. Over the years, Cadbury-Schweppes (the result of a merger between a British candy company and a British beverage company) has improved its position by acquiring key brands in the US, namely Dr. Pepper and Seven-Up, along with A & W and Canada Dry. In past decades, the carbonated beverage section had been the beneficiary of an amazing record of growth, where consumption has more than doubled over the past 25 years.

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Americans consume twice as much soda as they did 25 years ago, up from 22 gallons per person per year to over 56. In 2000, these three companies had almost exactly the same share of the U.S. market they had in 1999, namely: Company Coca Cola PepsiCo Cadbury/Schweppes Brands Coke, Sprite, Barq, Fanta, Mello Yello, etc. Pepsi, Mountain Dew, Mug, Slice, etc. Seven-Up, Dr. Pepper, Schweppes, A & W, Canada Dry, Sunkist, Squirt, etc. While individual flavors go up and down, the relative market share of the big three changes at a glacial rate. The next biggest North American soda company, the Canadian-based Cott Beverage Company, had only a little over 3% of the market and that company specialize in supplying private label soda to supermarkets and other chains. In 2001, however, Cadbury acquired moribund RC Cola, giving it a cola drink to battle against the big guys. This gave the company more shelf position and immediately gave the RC Cola brand, long a distant also-ran with weak marketing muscles, more sales and market presence. Pepsi gave itself a small boost because of the popularity of newly introduced Mountain Dew Code Red, a hyper-caffeinated soda. Cokes numbers declined slightly. The market share figures in 2001. Company Coca Cola PepsiCo Cadbury/Schweppes Percentage 43.7% 31.6% 15.8%

Percentage 44.1% 31.4% 14.7%

Its pretty indicative of this mature market that the only major move in market share comes through a takeover. Moreover, the takeover targets that are left are so small that the biggest remaining brand doesnt make more than 1% difference in total volume.

New age beverages

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In the last part of our look at the beverage business, we noted that oligopolies Coca Cola, PepsiCo, and Cadbury Schweppes had "flooded" a mature market, so that there was minimal growth potential in the carbonated beverages category. So, how can these companies grow, something all oligopolies are compelled to do? First, by expanding internationally. Second, by acquiring or adding new products in other beverage areas, which show both faster growth and less well-defined competition. In fact, other beverage types have only in the last decade come into focus as separate, important categories. So the search for new beverage footholds has become the second front of the Cola Wars. There is a scramble for new territories in beverage shelf space, and Coke and Pepsi are investing heavily. These alternative beverages areas were established by startup or small cap companies, including Snapple and Arizona Iced Teas, Ocean Spray and Nantucket Nectars, SoBe and Calistoga. The emerging categories began to look like both a threat and an opportunity for the big three. In 2001, according to Beverage Age Magazine. The segments of alternative or "New Age" beverages ranked by order of sales, were:

Company Profile

In general, The Coca-Cola Company (TCCC) and/or subsidiaries only produces (or produce) syrup concentrate which is then sold to various bottlers throughout pharmacist John Stith Pemberton in 1886. The Coca-Cola formula and brand was bought in 1889 by Asa Candler who incorporated The Coca-Cola Company in 1892. Besides its namesake Coca-Cola beverage, Coca-Cola currently offers nearly 400 brands in over 200 countries or territories. The company operates a franchised distribution system dating back to 1889 where TCCC only produces syrup concentrate which is then sold to various bottlers throughout the world who hold an exclusive territory. The Coca-Cola Company is headquartered in Atlanta, Georgia. Its stock is listed on the NYSE and is part of DJIA and S&P
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PRODUCTS AND BRANDS

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Thums Up
Type Manufacturer Country of origin Introduced Related products India 1977 Coca-Cola, Pepsi, Cola The Coca-Cola Company

Thums Up is a carbonated soft drink (cola) that is very popular[citation needed] in India, where its bold, red thumbs up logo is common. It is similar in flavor to other colas but has a unique taste reminiscent of betel nut. Introduced in 1977 to offset the expulsion of The CocaCola Company and other foreign companies from India, Thums Up, Limca, and Campa Cola gained nationwide acceptance. The brand was bought out by Coca-Cola who later relaunched it to fight against Pepsi after unsuccessful attempts at brand killing.

Background
The Thums Up logo was a logo showing a red thumbs up hand gesture with a slanted white serif typeface. This would later be modified by Coca-Cola with blue strokes and a more modern-looking typeface. This was mainly done to reduce the dominant red color in their signage. The picture shows the thums up mountain or thums up pahaad(in Hindi)manmad hills which has a natural top like thums up logo and is a popular sight from trains .Its famous caption until the early `80s was, Happy days are here again

Limca
Type Manufacturer Lemon-lime soda The Coca-Cola Company
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Country of origin Introduced

India 1977

Limca is a lemon and lime flavored carbonated soft drink made in India and certain parts of the U.S. It is less bubbly than its American counterparts like Seven Up and Sprite, and it has a slight flavor of ginger. In 1992, when the government allowed Coca-Cola to return, at the same time as it admitted Pepsi for the first time, Coca-Cola bought Limca, Thums Up, Maaza and other drink brands. Like other sodas, Limca is generally sold in glass bottles within India, which are returned to the store or restaurant after the contents have been drunk. The bottles are sent back to the manufacturer, washed and reused, because they are more expensive than the soda itself. Limca also publishes the Limca Book of Records, a record book similar to the Guinness Book of Records. The Limca Book of Records details feats, records and other unique statistics from an Indian perspective.

Sprite
Type Lemon-lime Manufacturer The Coca-Cola Company Country of origin Germany Introduced 1961 Sprite is a clear soda, lemon-lime flavored, caffeine free soft drink, produced by the CocaCola Company. It was introduced to the United States in 1961. This was Coke's response to the popularity of 7 Up, which had begun as "Lithiated Lemon" in 1929. It comes in a
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primarily green and blue can or a green transparent bottle with a primarily green and blue label.

History
Originating in Germany as Fanta Klare Zitrone ("Clear Lemon Fanta"), Sprite was introduced to the United States in 1961 to compete against 7-Up. In the 1980s, many years after Sprite's introduction, Coke pressured its large bottlers that distributed 7 Up to replace the competitor with the Coca-Cola product. In large part due to the strength of the Coca-Cola system of bottlers, Sprite finally became the market leader position in the lemon-lime soda category in 1989 Global naming Sprite, as a lemon-lime soda, is referred to by consumers around the world in a variety of ways. It is called lemonade in Australia and New Zealand. In Ireland and Canada, Sprite and 7-up are interchangeable and, when asked, a person may say Sprite or 7-up to mean the same drink. In South Africa, Sprite and Schweppes Lemonade are almost interchangeable. In some parts of Switzerland, Sprite (or any other type of lemonade) is also known simply as citra.

Fanta
Type Manufacturer Country of origin Introduced Soft drink The Coca-Cola Company Germany 1940

Fanta is a global brand of fruit-flavored soft drink from the Coca-Cola Company. There are over 115 flavors world-wide; however, most of them are only available in some countries. The brand was originally introduced in Germany in 1940, and was purchased by Coca-Cola in 1960. Today it is available in 180 countries.

History
In 1940 Fanta was created by the German chemist Schetelig during World War II in Germany, by the German Coca-Cola bottling company in Essen. Due to war time restrictions on shipping between Germany and the United States, the German bottling plant could not get
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Coca-Cola syrup. The CEO of the plant, Max Keith, needed a product to keep the plant in operation and devised a fruit flavored drink made from available ingredients. Using apple fiber remaining from cider pressing and whey, a byproduct from cheese manufacture, Fanta was created and became quite popular. The original German Fanta had a yellow color and a different flavor from that of Fanta Orange. The flavor varied throughout the war, depending on the ingredients used. The name 'Fanta' was coined during an employee contest to name the new beverage. Keith told them to let their Fantasie (German for "imagination") run wild. On hearing that, salesman Joe Knipp spontaneously arrived upon the name Fanta.

maaza
Type Manufacturer Country of origin Introduced Fruit juice The Coca-Cola Company India 1976

Variants
Related products

Maaza Orange, Maaza Pineapple

Slice, Frooti

Maaza is a Coca-Cola fruit drink brand marketed in India and Bangladesh, the most popular drink being the mango variety, so much that over the years, the Maaza brand has become synonymous with Mango. Initially Coca-Cola had also launched Maaza in orange and pineapple variants, but these variants were subsequently dropped. Coca-Cola has recently re-launched these variants again in the Indian market. Mango drinks currently account for 90% of the fruit juice market in India. Maaza currently dominates the fruit drink category and competes with Pepsi's Slice brand of mango drink and Frooti, manufactured by Parle Agro. While Frooti was sold in small cartons, Maaza and Slice were initially sold in returnable bottles. However, all brands are also now available in small cartons and large PET bottles. Of late, the Indian market is witnessing the entry of a large number of small manufacturers producing only mango fruit drink.
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Maaza has a distinct pulpy taste as compared to Frooti and tastes slightly sweeter than Slice. Maaza claims to contain mango pulp of the Alphonso ariety, which is known as the "King of Mangoes" in India.

History
Maaza was launched in 1976 in India. The Union Beverages Factory, based in the United Arab Emirates, began selling Maaza as a franchisee in the Middle East and Africa in 1976. By 1995, it had acquired rights to the Maaza brand in these countries through Maaza International Co LLC Dubai. In India , Maaza was acquired by Coca-Cola India in 1993 from Parle-Bisleri along with other brands such as Limca, Citra, Thums Up and Gold Spot. As for North America, Maaza was acquired by House of Spices in 2005.

Minute Maid
Minute Maid is a product line of beverages, usually associated with lemonade or orange juice, but now extends to soft drinks of many kinds, including Hi-C. Minute Maid was the first company to market orange juice concentrate, allowing it to be distributed throughout the United States and served year-round. The Minute Maid company is now owned by The Coca-Cola Company, and is he world's largest marketer of fruit juices and drinks. It is headquartered in Houston, Texas, and employs 2,200 people. In 2002 the Houston Astros baseball team sold the naming rights for their venue, subsequently anointed Minute Maid Park, and the company now owns 8.5% of the team.

History
The National Research Corporation (NRC) of Boston, Massachusetts, developed a method of concentrating orange juice into a powder using a "high-vacuum process" in 1945. The US Army had a need for 500,000 lb (227,000 kg) for the war, so NRC created a new branch, the Florida Food Corporation. Led by John M. Fox, the company won the government contract for $750,000.

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The war ended and the contract was canceled before the factory could be built, but with investment, the company moved forward with a product. Rather than selling powder to the public market, the company decided to create frozen orange juice concentrate. A Boston marketing firm came up with the name Minute Maid, like Minutemen, implying the juice was quick and easy to prepare. With limited funds for advertising, Fox himself went door to door giving free samples, until demand skyrocketed. The ability to purchase fresh-tasting orange juice at any time of year, far from where oranges are grown, proved popular, and led to the company's national success. The Minute Maid company was purchased by Coca-Cola in 1960. In 1973, the company released the first ready-to-drink, chilled orange juice product in the United States.

KINLEY

Water, a thirst quencher that refreshes, a life giving force that washes all the toxins away. A ritual purifier that cleanses, purifies, transforms. Water, the most basic need of life, the very sustenance of life, a celebration of life itself. The importance of water can never be understand. Particularly in a nation such as India where water governs the lives of the millions, be it as part of everyday ritual or as the monsoon which gives life to the sub-continent. Kinly water understands the importance and value of this life giving force. Kinley water thus promises water that is as pure as it is meant to be. Water you can trust to be truly safe and pure. Kinley water comes with the assurance of safety from the Coca- Cola Company. That is why they introduced Kinley with reverse-osmosis along with latest technology to ensure the purity of their product. Thats why they go through rigorous testing procedures at each and every location where Kinley is produced. Because they believe that right to pure, safe drinking water is fundamental. A universal need, that can not be left to chance.

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RGB Activation(Returnable glass bottles)

Introduction:

Company makes the product available to customer in,

PET BOTTLES, CANS, GLASS BOTTLES& in TETRA PACK

The coca cola company has many of the product which provide in glass bottles likely contain.

1) 200 ml 2) 300 ml

In returnable glass bottles company provides following product

A) Thumps up- 200 & 300 ML B) sprite C) fanta -200 & 300 ML -200 & 300 ML

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D) Limca E) Coke F) Mazza

-200 & 300 ML -200 & 300 ML -200 & 250 ML

CHANELS:

RGB CHANNEL

E&D

GROCERY

CONVENIENC E

FINE DINE RESTAURENT

E&D-I

E&D-II

GROCERY-I

GROCERY-II

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E&D CHANNEL:

E&D Channel is one of distribution channel of coke which is hotel keeps snacks & cold drink, lunch &dinner . E&D Channel divided in two section or type as below

E&D-I..: In this channel owner keeps only snacks and soft drinks , Cigarettes and there is no place to sit,comes under the catagary of E&D Channel.

E&D-II..:
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In this channel customer can sit and takes the Lunch and dinner that type of outlet/hotel comes under the E&D-II GROCERY:

Grocery is the type where all daily needs items available as per quantity customer demands requirement we also called it a traditional kirana & also available the packged foods in that store

GROCERY I: Grocery -I also known as the traditional kirana shop where all food items & daily needs available comes under this type

GROCERY II: Mini super market categarised under Grocery II where all the like food,milk &more other available in packged format.

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CONVENIENCE:

Convenience is the place where pan masala ,cigarettes are made to be available for the customer

FINE DINE RESTAURENT: Restaurent is the place where people can buy and eat meal And also consume wine .

HOW TO DO RGB ACTIVATION:

To do RGB Activation more efficiently we made a profit story and talk to the shopkeepers according to that story.

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Story

Salesperson hello sir, I am from Coke and I have a proposal that will surely increase your income. May I present you?

Shopkeeper yes please present it Salesperson - Sir if you will start to sell coke then your overall sale will be increased and it is not tough to sell coke because Coke is the leader in beverage industry and a very well known brand. Shopkeeper- yes, but how it can increase my overall sale? Salesperson - Sir, you are selling Chips, Pastry and snacks. And these products have a very good combination with cold drink. If a person wants to purchase any of these products then it is quite possible that he will purchase Coke and vice versa. Shopkeeper But how Coke can increase my profit? Salesperson Sir if you are really interested to explore through Coke, you may be able to sell 2 cases of 200ml, 1 case of 300ml .Because the customer who buys 10 to20 rupees pastry & snacks wont buy 29 rupees a pet bottle But he can easily buy 12 rupees glass bottles. You need to invest only RS 600 .we will provide you 3 empty carets

Weight o (ML) 200 300

Product Rate of Case ( Rs ) 214 308

QTY.

M.R.P.( Rs.) 9 13

Sales price(Rs.) 240 360

Profit(Rs.)

24 24

22 48

If you sell 2 carets 200 ml then , you will get profit of Rs.22/caret For 2 carets it becomes Rs. 44 And for 300 ml you get Rs. 48

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TOTAL DAILY PROFIT = Rs 92

Shopkeeper Yes, I think it will be a nice idea to Glass bottles in my shop. Salesperson Thank you sir and Congratulation .

Execution parameters:

1)RED 2)GREEN

RED (Right Execution Daily):

Right execution daily is the daily work of sales person under which company want to increase the sales of coke, thus RED Has the following parameter

1)Stock checking :
In this parameter sales person checks stock he has in his outlet and suggest Or arrange the all product in attractive way to catch the eye of customer as per the brand range .If he saw there is not any product available in the coolerOr not having a stock , sales person will tell him to keep the stock. This parameter improves or helps to increase the stock at retailers end.
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2)Visi Purity& Brand Range:

In this parameter sales person checks the Cooler is in the prime position or not also checks the cooler is not Filled with other brands like pepsi, fruity etc . A sales person seen any other brand in our cooler then kindly request Him to not place in our cooler. And arrange the product in the cooler As per the brande range

3) RANGE SELLING: The range selling referes to the maximum numbers of product available in his stock. If the entrepreneur does not prefer to keep all the product for sale the respective sales person has to take an intiative to make him understand the advantage of the range selling. Ultimately other product in his outlet get influenced by the range selling in short its lucrative offer for the entrepreneur to prefer range selling.

GREEN (Grow by excellent execution):

This strategy having following parameters as follows

1) Average 5 SKU BILLING= average bill cuts per outlet should be at least 5 sku per outlet ) 2) ZERO billed cooler outlets=(% of cooler billing outlets should be at least 95 % of the total cooler population Eg . If a sales person having100 cooler population in his territory, he should bill at least 95 cooler outlets in a month)
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3) PJP COMPLIANCE It is the ratio of outlets visited by the sales person by the total no of outlets in a beat. Eg 40 outlets in a beat of the salesman in a day and he visited 32 outlets out of them(order received or not from them doesnt matter. But need to be visited by him) hence the pjp compliance is 80%.

4) Pjp CALL PRODUCTIVITY It is the ratio of the outlets given the orders to the sales person on a single day against to the total no. of outlets of the salesmans beat.) Eg. If the salesman is having the 40 outlets in a single beat on a particular day and 20 outlets has given him the order on that day. Hence the pjp compliance is 50% Formula Total no of outlets given the order Total no of outlets in pjp * 100

5) All outlets billed on GCC (global customer code) basis. It should be 95% of the total outlets on gcc basis.

6) Distributor on quality DAS (distributor automation system). Distributor synchronizing the secondary sales report, on daily basis.

NUMRERIC DISTRIBUTION:

Numeric distribution is the process to find out the availability of the product in each outlet out of the total no. outlet
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this numeric distribution of availability eg: if sales person having 120 outlets in his teritary in his visit to all the outlets confirmed availability of his product in 90 outlets ,so the numeric distribution as

Numeric distribution :

90/120= 75%

The numeric distribution will help to understand the availability of product available in a market.

WEIGHTED DISTRIIBUTION: Weighted distribution is carried out in category Like in juice ,carbonated soft drink etc. Eg: suppose weighted distribution of juice category in market , Firstly should know the all brands of juice category available in the market. then make the analysis and know the percentage of all product then we will able to calculate the weighted distribution

If A outlet having , mazza , fruity ,slice ,and other juice category available in that outlet ,In that outlet our mazza juice , how much percentage available in market In all juice is our weighted distribution of mazza product

Weighted distribution:

EASY AVAILABILITY: Returnable glass bottles are easy to activate in any shop and outlet for the customer because Returnable glass bottles generates high Profit to outlets owner so thats make the shopkeeper to activate the RGB in his shop.

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PROFITABALE PACK TO COMPANY: The returnable glass bottles are the bottles which will sent back to manufacturer after consumption, so the company does not require to spend on the bottles again so thats why this is profitable pack to company. Even this pack is also lucrative for the customer as well because if the customer want have rice plate which cost 40 rupees will not be able to spend on the pet bottle so he will prefer to have a RGB which will charge almost 10 rupees and that can makes sense for customer to spend on it.

Findings:

It is found that Coca-Cola is market leader compared with Pepsi the market challenger. The market share of Coca-Cola is 65% and that of Pepsi is 35% only according to the areas where the researcher had surveyed

It is found that 11% are exclusive, 30 % are shared and 40% are neither co and pc. It is found that 40% of outlet are needed to horizontal expansion. Volume of consumption 200ml co is higher then others it is necessary to launch 200ml products more. Even though during the survey consumers demand more 200ml products of co for business expansion in service industry. It is found that there is 44% outlet where there is no sales growth assets It is found that 39% are not using any vernacular freeze so there is a chance to provide freeze in these area to give business or develop business and increase market share It is found that thumps up is leading brand with sales 26% brands among the bran It is found that major survey was focused on service industry to make horizontal expansion of coca c Through the research it is found that boards are best display for outlets

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Researchers found that coca cola is No.1 One in brand customer demand more equity, brand equity is better measure of firms performance Researcher found that gap between demand and supply is not good

SUGGESTIONS

The following are the some suggestions that can be implemented to increase the customer satisfaction and the profitability of the company for the horizontal expansion of coca cola Training should be given to encourage marketers to promote coke at new areas where there is not yet competitors involved. Overall services should be improved for getting more sales and being remained the market leader. They should make the strong partnership arrangement with suppliers and distributors and make them feel as a part of the company. At every retail outlet there is limited products of coke product line, so the distributor should supply every coke product line.

CONCLUSION

In the present competitive world the success of the company depends on satisfying the customers as well as channel members. This is the area of retail business and to win the race and be on the top companies are out performing by spending more on trade promotions. The channel members play a key role in increasing the sales of FMCG products.

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So the company has to pay more attention on distribution, promotion and availability of brand to win sales in the market.

The study concludes that the Hindustan Coca Cola Beverages Pvt. Ltd has to strengthen its product line by introducing new flavors and new sizes. It also has to increase the stock holding and availability of cock brands through motivating channel members by offering attractive schemes and incentives

Data Interpretation
1) What Type of Channel do you holds? a) E & D b) Grocery c) Convenience d) Other

E&D Grocery Convenience Other, Please specify

30% 40% 20% 10%

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Channels
40 35 30 25 20 15 10 5 0 E&D Grocery Convenience Other

INTERPRETATION: By knowing the above graph, E&D is 30 %, Grocery is 40 %, Convenience is 20 % , Others is 10 %. Here, GROCERY having highest % and OTHERS having lowest %.

2) If there are no drinks in the outlet, Are you willing to sell soft drinks ? a) Yes b) No

Yes No

90% 10%

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Response

90 80 70 60 50 40 30 20 10 0 YES NO 10 90

INTERPRETATION: By knowing above graph, willing to sell soft drinks, YES is 90 %, NO is 10 %. Here, YES is more than NO

3)Is threr any chilling equipment present? a) Coke b) Pepsi c) Own fridge d) Others

BRANDS Pepsi Own fridge Others

RESPONDENTS 30% 50% 20%

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HOLD
50 45 40 35 30 25 20 15 10 5 0 PEPSI OWN FRIDGE OTHER

INTERPRETATION: By knowing the above graph, PEPSI is 30 %, OWN FRIDGE is 50 %, and OTHERS is 20 %.Here, OWN FRIDGE having Highest %, OTHERS is Lowest %

4) The first and mostly preferred soft drink company? a) Coca cola b) Pepsi c) Parle d) Others

COMPANY Coca Cola Pepsi Parle

PREFERRENCE 70% 20% 10%

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Preference

PEPSI COCACOLA PARLE

INTERPRETATION: By knowing the above graph, COCACOLA is 70 %, PEPSI is 20%, PARLE is 10 %. Here Coca cola having highest percentage, Parle is the lowest percentage

5) why did you give more preference to Coca Cola ? a) Brand name b) Customer loyalty c) Best offers d) Above all Brand name Customer loyalty Best offers Above all 20% 20% 10% 50%

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50 45 40 35 30 25 20 15 10 5 0 Brand name Customer loyalty Best offers Above all

INTERPRETATION: By knowing above graph, BRAND NAME is 20%, CUSTOMER LOYALTY is 20%, BEST OFFERS is 10% and ABOVE ALL is 50%. Here ABOVE ALL is having highest percentage, BEST OFFER is having lowest percentage.

6) If the preference is Coke co. then which product you prefer more a) Coca cola e) Fanta b) Thumbs-up f) Mazaa c) Sprite g) Pulpy orange d) Limca h) Kinley

Coca cola Thumbs-up Sprite Limca Fanta Mazaa Pulpy orange Kinley

10% 40% 10% 8% 2% 10% 5% 15%

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Respondance
40 35 30 25 20 15 10 5 0

INTERPRETATION: By knowing above graph, Coca cola is 10%, Thumbs-up is 40%, Sprite 10%, LImca is 8%, Fanta is 5%, Mazaa is 10%, Pulpy orange is 2%, Kinley is 15%. Here THUMBS-UP is having highest percentage and FANTA is having lowest percentage.

A) If the preference is Pepsi which product you prefer more a) Pepsi b) 7-up c) Slice d) Mirinda e) Mountain Dew

Pepsi 7-up Slice Mirinda Mountain Dew

25% 5% 20% 15% 35%

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35 30 25 20 15 10 5 0 Pepsi mountain Dew Slice Mirinda 7 -up

INTERPRETATION: By knowing above graph, Pepsi is 25%, Mountain dew is 35%, Slice is 20%, Mirinda is 15%, 7 up is 5%. Here MOUNTAIN DEW is having highest percentage and 7-Up having lowest percentage.

B) If the preference is Parle then which product is you prefer more a) Frooti b) Appy

Frooti Appy

60% 40%

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60 50 40 30 20 10 0 Frooty Appy

INTERPRETATION: By knowing above graph, Frooti is 60 % , Appy is 40% . Here, FROOTI is more then that of APPY.

7) Which pack attracts the retailers to open the outlet a) R G B b) Pet Bottles c) Tetra Packs d) Cans RGB Pet Bottles Tetra Packs
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50% 40% 2%

Cans

8%

50 45 40 35 30 25 20 15 10 5 0 RGB Pet Bottles Tetra Packs Cans

INTERPRETATION: By knowing above graph, R G B is 50%, Pet bottles is 40%, Tetra packs is 2% and Cans is 8%. Here R G B is highest percentage and TETRA PACKS having lowest percentage

8) Which of the following promotions affect the opening and retaining of outlets a) Schemes b) Case re-fund c) Price pack

Schemes Case re-fund Price pack

40% 35% 25%

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40 35 30 25 20 15 10 5 0 Scheme Case re-fund Price pack

INTERPRETATION: By knowing above graph, Schemes is 40%, Case re-fund 35% and Price pack is 25%. Here SCHEMES is having highest percentage and PRICE PACK is having lowest percentage. 9) Do you think that the business of these soft drinks is seasonal a) Yes b) No c) Neutral

Yes No Neutral

45% 35% 20%

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45 40 35 30 25 20 15 10 5 0 Yes No Neutral

INTERPRETATION: By knowing above graph, Yes is 45%, No is 35% and Neutral is 20%. Here YES is having percentage and NEUTRAL is lowest percentage

10) Are you able to access the different kinds of offers provided by the company every day a) Yes b) Not regularly c) Not at all

Yes Not regularly Not at all

50% 30% 20%

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50 45 40 35 30 25 20 15 10 5 0 yes Not regularly Not at all

INTERPRETATION: By knowing above graph, Yes is 50%, Not regularly is 30% and Not at all is 20%. Here YES is having highest percentage and NOT AT ALL is lowest percentage. 11) According to you which of the following offers will benefit your business a) Free bottles b) Less MRP on purchase c) Gift vouchers Free bottles Less MRP on purchase Gift vouchers 45% 50% 5%

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50 45 40 35 30 25 20 15 10 5 0 Free bottles Less MRP on purchase Gift vouchers

INTERPRETATION: By knowing above graph, Free bottles is 45%, Less MRP is 50% and Gift vouchers is 5%. Here LESS MRP ON PRICE is having highest percentage and GIFT VOUCHERS is having lowest percentage.

12) Is company providing satisfied service, if any problem comes? a) Yes b) No c) Neutral

Yes No Neutral

50% 30% 20%

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50 45 40 35 30 25 20 15 10 5 0 Yes No Neutral

INTERPRETATION: By knowing above graph, Yes is having 50%, No is having 30% and Neutral is having 20%. Here YES is having highest percentage and NEUTRAL is having low percentage.

13) Kindly rate the behavior of salesman towards the retailers a) Highly satisfied b) satisfied c) dissatisfied d) Highly dissatisfied

Highly satisfied satisfied dissatisfied Highly dissatisfied

25% 60% 10% 5%

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Respondence
60 50 40 30 20 10 0 Hiighly Satisfied Satisfied Dissstisfied Hiighly dissatisfied

INTERPRETATION: By knowing above graph, Highly satisfied is 25%, Satisfied is 60%, Dissatisfied is 10% and Highly dissatisfied is 5%. Here SATISFIED is having highest percentage and HIGHLY DISSATISFIED is having low percentage.

Delivery (timeliness)
I. Kindly rate the behavior of sales man (Overall year) towards: a) Highly satisfied b) Satisfied c) Dissatisfied d) Highly dissatisfied

Highly satisfied Satisfied Dissatisfied Highly dissatisfied

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30% 40% 20% 10%

40 35 30 25 20 15 10 5 0 Highly satisfied Satisfied Dissatisfied Highly dissatisfied

INTERPRETATION: By knowing above graph, Highly satisfied is 30%, Satisfied is 40%, Dissatisfied is 20% and Highly dissatisfied 10%. Here SATISFIED is having highest percentage and HIGHLY DISSATISFIED is having low percentage.

Communication
II. Kindly rate the behavior of sales man (Overall year) towards:
a) Highly satisfied b) Satisfied c) Dissatisfied d) Highly dissatisfied

Highly satisfied Satisfied Dissatisfied Page 60 of 65

30% 50% 20%

Highly dissatisfied

0%

50 45 40 35 30 25 20 15 10 5 0 Highly satisfied Satisfied Dissatisfied Highly dissatisfied

INTERPRETATION: By knowing above graph, Highly satisfied is 30%, Satisfied is 50%, Dissatisfied is 20% and Highly dissatisfied 0%. Here SATISFIED is having highest percentage and HIGHLY DISSATISFIED is having low percentage.

Visit Frequency
III. Kindly rate the behavior of sales man (Overall year) towards: o o o Highly satisfied Satisfied Dissatisfied

d) Highly dissatisfied

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Highly satisfied Satisfied Dissatisfied Highly dissatisfied

40% 50% 10% 0%

50 45 40 35 30 25 20 15 10 5 0 Highly satisfied Satisfied Dissatisfied Highly dissatisfied

INTERPRETATION: By knowing above graph, Highly satisfied is 40%, Satisfied is 50%, Dissatisfied is 10% and Highly dissatisfied 0%. Here SATISFIED is having highest percentage and HIGHLY DISSATISFIED is having low percentage.

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Bibliography

Reference:

www.coca-cola.co.in www.cocacolaindia.com www.oligopoly.com

Books:
Marketing Management : Philip Kottler Market Research (Naresh K. Malhotra)

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HORIZONTAL EXPANSION
1. What type of channel did you hold ? . E&D . Grocery . Convenience . Other

2. If there are no drinks in the outlet, are you willing to sell soft drinks ? . Yes .No

3. How many number of customers did you hold per day? <100 <200 <300 <400

4. Is there any chilling equipment present ? .coke . Pepsi co. . Own fridge . Others

5. The first and mostly preferred soft drink company . Coke co . Pepsi co . Parle . Others

6. Why did you give the preference coke co ? . Brand name . customer loyalty . best offers . above all

7. a. If the preference is Coke Co. then which product you prefer more . Coca cola . Mazaa . Thums up . Pulpy orange . Sprite . Nimbu fresh . Limca . Fanta

b.. If the preference is Pepsi Co. then which product you prefer more Pepsi . 7 Up . Slice Mirinda . Mountain dew . Tropican

c. If the preference is Parle Agro then which product you prefere more . Frooti . Appy

8. Which packs attracts the retailers to open a outlet? . RGB . Tetra packs . Pet bottles . Cans

9. Which of the following promotions affect the opening and retaining of outlets? . Schemes . Case refund . Price pack . Any other

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10. Are you able access the different kinds of offers provided by the company every day . Yes . Not regularly . Not at all

11. According to you which of the following offers will benefit your business . Free bottles . Less MRP on purchase . Gift vouchers . SMS offers

12. Do you think that the business of these soft drinks is seasonal . Yes . No . Neutral

13. Is company providing satisfied service, if any problem comes ? . Yes . No . Neutral

14. After opening the outlet how does the company response? . Satisfied . Highly satisfied . Dissatisfied . Highly dissatisfied

15. Kindly rate the behavior of sales man toward . Highly satisfied . Satisfied . Dissatisfied . Highly dissatisfied

I. Delivery II. Communication

III. Visit frequency

Area Name of the outlet Addres :

: :

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