COCA COLA BEVERAGE

COCA COLA BEVERAGE

PVT LTD
PVT LTD


A
SUMMER TRAINING PROJEGT REPORT
ON
MARKET SHARE OF COCA COLA AND PEPSI

Submitted for the partial fulfllment of
the requirement for the award

Of
MASTER OF BUSINESS ADMINISTRATION
SESSION 2013-2015

Submitt! B"# - SUBMITTED TO
M$%!& S%'%
MBA II
(!


)*+ A,A) SIN-H
R$.. N$& # -130012205/ TRAININ- MANA-ER

INTEGRAL UNIVERSITY
Lucknow
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ACKNOWLEDGEMENT
The Research report will be incomplete without acknowledge
giving my sincere, gratitude to all persons who have helped me in
the preparation of this report. I express my thanks to Coca cola
Hindustan everages !td. for granting me the permission to work
with the esteem organi"ation. I am also thankful to #r. $%ay &ingh
'Training #anager( and then to #r. $shutosh &harma '&ales Co)
ordinator( and then to Rahul &ingh '&*( and then to +anka%
Chaudhary '!ogistic Co)ordinator( of Coca cola Hindustan
everage !td. They guided and helped us in all possible ways they
could, at every stage of the report.
I would also like to thank all the *xecutives, distributors , staff of
Coca cola who provided us all the relevant information and their
kind support, on the basis of which this report has been prepared.
.

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DECLARATION
I hereby declare that I have carried out Summer Training Project on the
topic entitled 0MARKET SHARE OF COCA COLA AND PEPSI1 at
Varanasi, Uttar Pradesh
I !urther declare that this project "or# is based on my original "or# and
no part o! this project has been published or submitted to anybody
MOHD. SHEESH
M.B.A II
ND
YEAR
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PREFACE
In summer the consumption of soft drinks is more due to hot
weather in this time chilled weather is needed everywhere and
every body irrespective of age difference. In the market peoples
not only need water, but they want same taste too. Here comes the
need of soft drinks- it has become an essential part of market as
people like it in addition to the bottles, now day.s packages of soft
drinks i.e. Tin cans. +et packs of i.e. !itters canisters and
dispensers are introduced to enhance the impact in sales.
$s an integral part as curriculum all #.$ a participant are
re/uired to undergo practical summer training in any industry for 0
to 1 week.s period. The main ob%ective of this training is to
supplement theoretical knowledge with exposure to practical
operator of an organi"ation or industry. Candidate tale much help
from this training when he get the %ob after completed the
curriculum in this training candidate get the better opportunity to in
meet the Retailer con%urer, whale sellers dealer by which
candidates gain more and more information about the market. y
this practical *xperience candidate confident level is improved.
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Conse/uently we can say this training provide better
understanding of all functional areas of management skills.

TABLE OF CONTENTS
TOPIC PAGE NO.
INTRODUCTION :
OBJECTIVE OF THE PROJECT :
COMPANY PROFILE :

MARKET OF SOFT DRINK IN INDIA :

DISTRIBUTION CHANNEL :
ANALYSIS & INTERPRATION :
RESEARCH METHODOLOGY :
SWOT ANALYSIS :
FINDINGS :
RECOMMENDATION :
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LIMITATION :
CONCLUSION :
BIBLIOGRAPHY :

ANNEXURE - QUESTIONNAIRE :
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Introuct!on
#odern age is full of competition. Today only way of success is
your continuous efforts towards the growing market needs and in
satisfying them. It is the marketer %ob to know what the market
speaks i.e. the ever changing needs of the customer through
market research , adopt them fruitfully. It is must for all the
companies to make policies according to the customers and the
govt. Today to succeed for any organi"ation has to target its
customer needs, to create a culture in the organi"ation i.e. market
conscious , responsive to customer needs. &oft drinks industry
has become big business in India in recent years.
The soft drink business under went ma%or change with the entry of
+*+&I and re)entry of C2C$)C2!$ in India in the late 13s when
+arley with brands like Thumps, !imca , 4old spot was a clear
leader. Coca)Cola took up the product line of parley in 5667)689
today both brands are the Indians favorite soft drinks.
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COMPANY PROFILE COCA-COLA (US)
Coca cola is a world leader in beverages, with revenues of about
:7; billion and over 513,333 employees. The company consists of
the snack business of <rito)!ay =orth $merica and the beverage
and food businesses of Coca cola everages and <oods, which
includes Coca cola everages =orth $merica 'Cola =orth $merica
and 4atorade>Tropicana =orth $merica( and ?uaker <oods =orth
$merica. Coca)cola International includes the coffee businesses of
<rito)!ay International and beverage businesses of Coca)cola
everages International. Coca)cola brands are available in nearly
@33 countries and territories.
#any of Coca)cola brand names are over 533)years)old, but the
corporation is relatively young. Coca)cola was founded in 56@7
through the merger of +epsi)Cola and <rito)!ay. Tropicana was
ac/uired in 5661 and +epsiCo merged with The ?uaker 2ats
Company, including 4atorade, in @335.
Coca-cola Company A Coca)cola 'formulated in 5161(, Biet coke
'5608( and #ountain Bew 'Introduced by Tip Corporation in 5681(.
C2 is the world leader in the food chain business. It consists of
many companies amongst which the prominent one is +epsi cola,
<rito lay, +epsi food international, pi""a hut, and C<C and taco
bell. The group is presently into three most profitable businesses
namely, beverages, snack foods and restaurants. It has scores of
big brand available in nearly 5;3 countries across the globe.
The beverages segment primarily market +epsi diet, mountain dew
and other brands worldwide and DE+ outside the E.&. market.
They are positioned in close competition with Coca)Cola inc. of
E&$. $ point to be noted is that coca cola get 13F of its profit from
international operation while same figure of +epsi co. stand at 0F,
the segment is also in the bottling plants and distribution facilities.

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The restaurant segment primarily consists of the operations of the
worldwide pi""a hut, Taco ell and C<C. !ong time no.@ player in
the cola wars, +epsi co. is widening the play field, over the last
years9 the company has invested more than :@billion in its
worldwide operations.
Ghen Coca)Cola changed its formula in 561;, +epsi stepped up
its competition with its long time archival claiming victory in the
cola wars. Coke and +epsi expanded their rivalry to tea in 5665
when +epsi formed a venture with H5 !ipton in response to coke.s
announced venture with nestle '=estea( it has won over 73F of
the ready to drink tea market, a part of the so called Inew ageJ
beverages segment.
The beverage industry has witness the phenomenal
growth over the last few years necessitating capacity increase
and builds up of commensurate infrastructure to meet the
business growth, which is accordingly matched.

+epsiCo.s success is the result of superior products, high
standards of performance, distinctive competitive strategies and
the high integrity of our people.
Mission of the Company: Continuously excel to achieve and
maintain leadership position in the chosen businesses9 and delight
all stakeholders by making economic value additions in all
corporate functions. Coca)Cola bottling plant opens in 56;3 in =ew
Belhi, operated by pure drinks !td. In 56;5 ombay plant opens,
also operated by pure drinks !td. In 56;7 and 56;8 Calcutta ,
Canpur bottling plant opens cont. 56D7 was the time when @@
bottling plant operated in 57
&tates. In 56D1 Coca)Cola withdraws Indian operations.
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BUSINESS SEGMENTS
The C2 4roup is divided into three)business segments)
everage, <ood and *ducation. It has a leading market position in
each of its three business segments. 2ur balanced portfolio
produced a solid business performance. +roducts and services,
which look to the future, ensure that we will be well placed in
growth markets.


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OBJECTIVE o" t#$ %ro&$ct
The ob%ective of my training is to survey in &underpur
,!anka,Burgakund,Rathyatra, &igra ,Cantt , etc in order to find out
#arket &hare 2f Coca Cola $nd Channel 2f Bistribution it means
we have to find that what is the market share of coca cola in the
market and what is the market share of its competitor +epsi and
we have to find that customer take coca cola brand from company
vehicle or from dealer.
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COMPANY PROFILE
COCA-COLA ENTRY IN INDIA
Coca)Cola bottling plant opens in 56;3 in =ew Belhi, operated by
pure drinks !td. In 56;5 ombay plant opens, also operated by
pure drinks !td. In 56;7 and 56;8 Calcutta , Canpur bottling plant
opens cont. 56D7 was the time when @@ bottling plant operated in
57&tates. In 56D1 Coca)Cola withdraws Indian operations.
In 566@ C2 resumes business operation in India in %oint
venture with K#R+C2. $fter that C2 ac/uires +arles brands
'Thumps up, !imca, #aa"a, 4old spot, Cintra, Rim"im.( 5668)
+lants open in ombay, Calcutta and =ew Belhi. In 5660 Can,
+*T plant started in pune. 5661)<irst 4reenfield plant opens in
$hmedabad.
Coca)Cola buys a no. of bottlers in India. Integration of all
bottling units into 5 pans India Company bottler, HCC+! in 566D)
5666. In Kuly @33; HCC+! becomes a separate bottling entity
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HISTORY OF COLA
The cola industry has phenomenal possibilities for rocketing profit
growth inspire of the sign of relief heaved by the manufacture at
the abrupt sensational termination of coca cola monopoly the
tastes of cola is by no means extinguished the coca. Cola have a
status symbol to it..., generated by the sub standard, penetrated,
advertising and extensive distribution network.
Total soft drink segment is growing at the rate of 53F per year still
if international standard area considered the per capita
consumption of three serving in rock bottom, less than even our
neighbors +akistan and angladesh, where it is four more as
much. &o with kind of a market potential coke entered in India in
5665 after the permissions of setting up ritico <ood company to
coke was granted by the government in +une in 566@ the plant
was established for is deducted then the bottle are taken out of the
line and cleaned again or re%ected.
The most important step is the mixing of drink concentrate
dissolved in the soft water the sugar syrup at the same time.
Carbon dioxide is passed in the drink to produce a fi"".
$fter the crowing of the bottle the crown contains the
manufacturing data batch number and Time.
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.
THE PRESENT POSITION OF COKE IN INDIA
Coke is a house holds name and is the lips of every one. In
present time every person knows the name of coca cola since
India is one of biggest market and sultry summer from #arch the
end of 2ctober and huge population has immensely helped in the
sales the sales of coke in India and its making it more economical.
!ast years, the market share of Coca Cola was not specific. In this
year company.s top management adopted new policy and
decreased the rate of all brands of coke. y this decision top
management determined the rate of 733 ml > DRs. $nd they made
a new brand of @33 ml determine the rate of this brand ;Rs. y
which medium si"e family and lower level family can be taken the
en%oy of coke. y this decision company.s marketing share has
been increased.
In present time coke is captured approximate D3F market share in
cold Binks line. =ow coke has defeated all the soft drinks
company. $ccording to service and according to advertising coke
has appropriate position.
It has now emerged as the winner and has a good image in the
market.
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Coke has even sponsored the wills cricket world cup 60 at an
estimated cost of @0 corers.
ORGANIZATION STRUCTURE
COCA-COLA HINDUSTAN BEVERAGE LTD.
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PRODUCTION PROCESS OF SOFT DRINK
The production process is highly mechanical is and automatic the
raw material re/uired for soft drink are concrete sugar syrup and
treated bottled the entire process take in the following steps.
The first step in the production involves conversion of hard water in
the soft water.
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The next step is the preparation of sugar syrup in the plant itself
the content of the syrup various according to the brand prepared
the syrup at most can be stored for 8 hours.
Then the bottle is cleaned thoroughly before is done with steam
water %ets and caustic soda.
ottle are then moved on a conveyor belt in a line and are closely
examined in case some impurity is left. It the impurity the
concentrate coke is not a now product for the Indian it was there in
India till 56DD but had to leave India on mass demonstration led
against it, instigated by the local brands it was leaded by #r.
4eorge <ernande" in $grain E+ so when the program of re)
launching was made, it was again 'where it was made o leave the
country(, on the @8
th
2ctober 5667 in order to a strong hold in the
Indian market, it signed a pact with #r. Ramesh Chauhan of +arle
exports. Thumps Ep, !imca, 4old &pot, Citra, #aa"a, isleri Club
&oda etc. at a cost of :83 million by doing so they gripped the
Indian market of soft drinks and captured 0;F of the entire soft
drinks much that the competition was tougher and commodities
was of the same standard. &o the going was tougher, but still it has
managed to gain and keep in.
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MARKET OF SOFT DRINK IN INDIA
Today India is one of the most potential markets, with population of
around 633 million people, the Indian soft drinks market was only
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of @33 cases per year. This was very low even compared to
+akistan and +hilippines. +opulation and potential market are two
ma%or reasons for ma%or multinational companies of entering India.
They feel that a huge population coupled with low consumption
can only lead to an increase in the soft drink market. $nother
increase in the sale of soft drinks in the scorching heat and the
climate of India, which is suitable for high sale of soft drinks. $ll
these factors together have contributed to a 73F growth in the soft
drinks industry. If the demand continues growing at the same rate,
within two years the volume could touch 5 billion cases. $ll these
factors are the reasons for the entry two giant of the soft drink
industry of the world to enter the Indian market. These two giants
+epsi and Coca)Cola, Themselves share 60F of the soft drink
market share. Rest is shared by Cadbury.s &chweppes, Campa
Cola and other soft drink brands. ut was the scene same @3
years agoL The answer is =o. 56D3 was the year of pure soft
drinks Campa cola and +arle people 'Thumps up and !imca(.
&oft drink consists of a flavor base, sweetener and carbonated
water. In general terms non)alcoholic drinks are considered as soft
drinks this name soft drink was given by $mericans as against
hard which is mainly alcoholic.
The ma%or participants involved in the production and distribution
of soft drink are concentrate and syrup producers, bottlers and
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Retail channel. Concentrate producers manufacture basic soft
drink flavors and retail channel refers to business location that tells
or serves the products directly to consumers.
&oft drink is not a product, which a person plans to buy before
hand, but is an impulse purchase. !ots of sale depends upon the
strength of merchandi"ing done at the point of sale.
It all begin in 56DD, a change in government at the center led the
exit of coca)cola which preferred to /uit rather to dilute its e/uity to
83F in compliance with the <oreign *xchange Regulation $ct
'<*R$(. The first national cola drink to pop up was double seven.
In the meantime, +ure Brinks, Belhi on coke.s exit, switched over
to Campa Cola.
The beginning of 5613.s saw the birth of another cola drink,
Thumps up, +arle the 4old spot people, launched it in 56D1)D6, as
IRefreshing ColaJ. y the mid)eighties #c Bowells launched Thrill,
and by the late eighties there was Bouble Cola, which entered in
India market, as a =R2)run out fit with its plant in =asik
M #aharastra N, in 56D1 +arle, Indian soft drink.s market 'share
77F( with its gold spot and !imca brands. !ater Thumps Ep also
started Thumps Ep. $t the same time the threat to the Indian soft
drinks was that of fruit drinks. In 5611, fruit drinks market was
valued at Rs. 83 corers and grew at the rate @3F.
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Coca)Cola entered Indian by buying up to 06F of the 5,133 corer
soft drink market M i.e. ; +arle *xport brands of Thumps Ep.s
!imca 4old spot, Citra , #aa"a N.Today the scene has changed
making it a direct battle between two giant Coca)Cola and +epsi.
The picture will become clearer by looking at the India market
shares in the beverage industry.
2ne of the strongest weapons in Coke armory is the flexibility it
has empowered its people with. In Coke every employee, may he
be a manager or salesman, have an authority to take whatever
steps he or she feels will make the consumers aware of the brand
and increase its consumption. Thus Coke believes in establishing
and nurturing creditability of the salesman and making
commitment to grow business in accounts. $ll these factors
together led to a high growth in the Indian market and constantly
increasing market share.
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COMPETITIVE ARENA
The soft drink market all over the world has been witnessing a
neck to neck battle between the two ma%or players, Coca)Cola and
+epsi since the very beginning. The thirst /uenchers are trying
hard to have the ma%or chunk of the pie of carbonated soft drink
market. oth the players are spending their energies in building
capacity, infrastructure, promotional activities etc.
Coca)Cola being 55 years older than +epsi has dominated the
scene in most of the soft drink markets in the world and en%oying
leadership in terms of market share. ut the Coca)Cola people are
finding it hard to keep away +epsi, which has been narrowing the
gaps regularly. The two are posing threats to each other in every
nook and corner of the world. Ghile Coca)Cola has been earning
most of its bread and butter through beverage sales, +epsi has a
multi products portfolio with some portion from the same business.
The two warriors are face to face once again here in India with
different strategies and tactics to attack the rival. Coca)cola is
focusing upon the %oint ventures with the existing bottlers M fobo N
franchise owned bottling operations to enhance its control on
manufacturing and marketing of its products range and attain the
/uality standards of its class.
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Countering it +epsi has taken the battle in its own hands by
floating as investment of : 6; billion to set +epsi Company. India
holdings, as subsidiary for McoboN company owned bottling
operations. oth the companies are following different path to
reach the same destiny i.e. to fetch the bigger portion of aerated
soft drink market. oth consider India a huge potential market, as
per capita consumption here is a mere 7 serving annually against
the world average of 13. Therefore, they are putting in their best
efforts to woo the Indian consumer who has to work for 5.; hours
to buy a bottle of soft drink. In comparison to the international
norms minutes, a ma%or hurdle to cross over for both the athletes
for getting no.5 position comparison to the inter. Coca)cola is well
set with its ;7 bottling sites through out the country giving it an
edge over competition by processing a well)built bottling and
distribution set)up. 2n the other hand, +epsi, with two more years
in india, has been able to set an image of a winner in India and has
been able to get the pulse of the India soft drink market. The soft
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drink giants are leaving on stone unturned and her for the long
terms.
Coca)cola has been penetrating the market through its wide
product range with a determination to change consumption pattern
of soft drink in India. <irstly, they upgraded the whole industry by
introduction 733 ml bottles, which in turn had given the industry a
booming growth of @3F as compared to the earlier ;F. They want
to develop a coca culture here and are working on a strategy to
offer soft drink in every possible package. In coca)cola camp, the
idea of competition has not come from +epsi, but from the other
beverages such as tea, coffee, nimbu pani, water etc. +epsi is
/uite aggressive in its approach to Indian consumer. They are
desperately working on the strategy to be winners in the hot cola
war between two big barons.
$ccording to +epsi philosophy, it.s the madness that encourages
executive to think, to con%ure up those creative tactics to knock the
fi"" out their competition. +epsi had plumbed a large on the
visibility of its blue red and white logo. They have been going with
aggressive marketing by putting Amir Khan, Ashay Kumar and
their advertisement to endorse their brand, the role models for its
targeted consumer the teenagers.
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COKES MARKETING STRATEGIES
Coke decides on its marketing strategies at a national level and
lends them a local flavor. <or example, while festival mood plays a
strong role in marketing, it is activated for Burga +u%a in Calcutta,
Bandiya in 4u%arat, etc., Coke has its focus on the youth market in
India.
$s a first step toward catching the attention of the youth, coke
signed on cricket heroes !aurav "anguly and Kavagal !rinath. It
slowly started talking about youth passions like cricket, films,
festivals and food. &oon the advertisements started giving the
message, #$at Cricet, !leep Cricet, %rin only Coca-ColaJ
$nd now it has started modifying film hits to frame catch lines that
appeal to the youth. This particular strategy has worked well for
coke.
Coke is focused on distribution to ensure that its products are
within customer.s reach. $nd it saves its focus has begun to pay it
dividends. $s per mid)5661 figures coke is selling as many bottles
in the hinterland of +un%ab as it does the four metros.
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THE FUTURE OF COCA COLA
Ghile doing business overseas offers coke wonderful growth
opportunities it also has its own disadvantages. The economic
slowdown in various overseas markets and the strong dollar had
their impact on coca)cola revenues and bottom line in 5661. ut
the company optimistic about the future.
# Bouglas Investor, the Chief *xecutive 2fficer of the Coca)Cola
Company says, IThis past year 5661 has been a challenging
period for the Coca)Cola Company as economic environment
became more uncertain in the later part of 5661, we strongly
believe that our fundamental opportunities for long term growth
have not changedJ.
$s long as maximi"ation of share holder wealth remain Coke.s
focus for its future is assured 4oi"ueta had stated and proven to
the world that focus on shareholder wealth does more good to the
company than focus on revenues and it is not that coke does not
en%oy volumes for it is world.s =o.5 soft drink manufacture. It is not
content with this title and is aiming at higher volumes year after
year. &urely coke will continue to grow. +oint on Roberto had
reduced the company basically to its trademark and the returns are
so astronomical as to be off the boards. It %ust absolutely added a
%et engine to their performance.
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A 100 YEARS OF THE CURVY GLASS BOTTLE
OF COCA COLA
Coca)Cola Company marks a mile stone on Gednesday, @8
th
#arch 5166 Chattanooga9 Tenn. where its first bottling plant was
started 533 year ago by two men struck one of the most lucrative
business deals in E& history.
Koseph whitehead and ben%amin thomas offered coca)cola
company owner asia candler a dollar for the right to bottle soft
drinks in 5166. Today 5 billion soft drinks are sold each day in
more than @33 countries around the world.
Candler had purchase what would become the cola company for
:@,733 eight years earlier from %ohn pemberton, an atlanta
phamacist who astonished the world.
Candler though the bottling venture would never succeed, but he
signed the contract with white head and thomas any way, Iand the
rest is historyJ, bob lovell, vice president of marketing for coca)cola
bottling company. Enited inc., said in telephone interview from
chattanooga.
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COKES BOTTLING STRATEGIES
In the soft drink business the bottlers are responsible significant
extent for ensuring the availability of the products. ottlers are
supplied with concentrate to which they add aerated water and
bother ingredients before packing and sealing either cans or
bottles. ottlers play a strategic role in the success of soft drinks
companies and this was not far from 4oi"ueta.s mind.
In 5610 the company merged some of its company owned bottling
operations with two large ownership groups that had been put up
for sale. $ll these bottling activities were combined to from its own
subsidiary Coca)Cola *nterprises 'CC*( to handle bottling
operations. The Coca)Cola Company took 86 percent e/uity stake
in Coca)Cola *nterprises enabling it to retain its own balance
sheet.
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PROMOTION : THE COCA-COLA WAY
GOAL FOR THE 90S
IT2 +!$C* C2C$)C2!$ GITHI= $= $R#.& R*$CH 2<
B*&IR*.
CONSUMER ACTIVITY CLUSTERS:-
4rocery shopping
2ther shopping , services
*ating and drinking
*ntertainment > Recreation > !eisure
Travel > Transportation > Hospitality
*ducational
$t Gork
THE 3AS:-
The strategy for reaching in creasing numbers of consumers in
India is based on the belief that consumers will buy our products it
they are Available, Affordable and Acceptable.
STRATEGIES FOR THE 3AS
<ocus on the consumer and customer.
To provide /uality customer services, and caring about the
/uality of performance in respective %obs.
Caring enough about what we do, to it the best we know how.
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The 7$.s is Coca)Cola underlying strategy for meeting its goal to
reach increasing numbers of consumer.s. How does coke position
its limited resources to help meet its goodL !et us explore the
specific ways in which the Coca)Cola system addresses each of
the 7$.s-)
AVAILABILITY
&ome of the ways in which the Coca)Cola Company hopes to
increase availability of its product include improved or innovative
packaging, dispensing systems, distributions system and
marketing.
AFFORDABILITY
The ways to address affordability include pricing decisions, as well
as resource management. To make its product available at a price
affordable to the consumer. Continually processes more efficient
and therefore more cost)effective.
ACCEPTABILITY
#aking coca)cola brand products the beverage choice for any
occasions depends on a variety of strategies to reach the target
audience. The common strategies adapted to effect acceptability
were though sponsorships, promotion youth market activities,
community programs, and other activates.
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D!'tr!(ut!on C#)nn$*
Bistribution means supply of goods from company to its ultimate
user. $fter manufacturing the product the important work for the is
to provide its goods to its ultimate user at the right time and when
manufacturing process has been over. Than marketing work will be
start by the marketing Bepartment adopt the policy for providing
goods to the consumer at the right time and place. Bistribution
means the way be which the product reach to the hand of
consumer these all process comes under the Bistribution of
=etwork. 4ood distribution network is essential for more sailing
and customer satisfaction. If customer or retailer is not satisfy of
your distribution net work. It reflects that company.s Bistribution is
not good and some thing is wrong any when.
The Bistribution of Coca Cola of best. Company doesn.t want to
take any type of risk so they have made the distributor in different
@ areas. Bistributor take the flavors from the company and deposit
all the payment in advance by this process company get all the
money at the right time. Bistributors establish all the goods in bare
house company are appointed @ or 7 executive for marketing.
*xecutives are getting the salary from company. ut sales man
helper, loader, appointed by the Bistributor. Bistributor is liable to
give the salary to the sales man helper9 loader and clerk the sales
man do the work under the pressure of *xecutive.
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<rom the bare house company launch the flavors in the market.
The flavor reaches in the market to the retailer by two medium.
5( y the company vehicle
@( Bealer
Company vehicle and dealers both provided the flavors to the
Retailer.
Retailer sales the flavor to the consumer. This is the good
marketing strategy.
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FLOW OF DISTRIBUTION CHANNEL
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Plant
,irect route Indirect route
-arehouse
,istributor .ar#et
.ar#et
DISTRIBUTION IN THE COCA-COLA SYSTEM
GETTING PRODUCTS TO MARKET
2ne of the values of the coca)cola system is presence that coca)
cola should exist everywhere. In the words of former C*2)India
operations A &ichard 'icholas, I(ur goal is to have coe
available within an arm)s reached of desireJ. To fulfill this goal,
coca)cola not only produces products, but also has an effective
system to distribute them all over India.
DISTRIBUTION
Bistribution sales O delivery O merchandising O local account
management.
Bistribution of Coke.s products includes the activities of sales,
delivery merchandi"ing and local accounts management. These
are two ma%or types of distribution systems-)
*i+ %irect and ,ndirect
In direct distribution, the bottler partner direct control over the
activities of sales, delivery, merchandi"ing and local account
management.
In indirect distribution, an organi"ation which is not a part of
the coca)cola system has control of one or more of the
distribution elements 'sales, merchandi"ing and local
accounts managements(.
$) | P a g e
With direct distribution there are two types of sales:-
Advanced sales and conventional sales.
In conventional sales, all the distribution activities '&ales, Belivery,
#erchandi"ing and !ocal $ccounts #anagement( are performed
by the same persons.
In advanced sales, sales and delivery are performed by different
people within the coca)cola system.
Bifference between a customer and a consumer.
a consumer is some one who drinks coca)cola products.
$ customer is a business location which sells or serves coca)
cola products to consumers.
MERCHANDIZING

2ne the products are delivered to the customer.s they are
promoted at the point)of)purchase to maximi"e the company.s
sales opportunities, merchandi"ing involves looking at the
presentation of the products through the eyes of the consumers. It
is an on)going process that help the company present its products
properly to the consumers in the market place for instance, is the
display attractiveL $re the product neatly organi"ed.
PRESENTING THE PRODUCTS

Coca)cola presents its products for sale in four different ways.
They are as follows-)
&econdary display
Coolers
$* | P a g e
Pending machines
+ost mix > pre mix
INDIAS RELATIONSHIP WITH COCA-COLA

Kust after independence, the mahara%a of patiala oversaw his
coca)cola hoarding from his huge, ornate palace, coca)cola export
representative frank harrold, was awed by the mahara%a.s opulent
life style. In 5667 after coca)cola returned to India after a 50 year
absence '"eorge fernandes threw the company out of the
country in 56DD on the pre text that it had refuse to divalge its
formula to indian officials(, ceo of the coca)cola company, robes to
boirueta Isalivated over a virtually untapped market of 183 million
peopleJ.
%+ | P a g e
CHANNEL OF DISTRIBUTION
OUT LINE DYGRAM OF DISTRIBUTION CHANNEL OF
COCA COLA
Company
#anufacturing goods
Bepote
Bistributor Company
Pehicle
Retailer Retailer

Consumer Consumer
Area -ist
%1 | P a g e
PRODUCTS
MAA+A
,Y))r!-Do't! T)).) M)).)/0
WITH THE REAL FRUIT TASTE KIDS LOVE, PLUS ADDED
CALCIUM, MAAZAS TAGLINE, YAARI-DOSTI TAAZA
MAAZA MEANS FRIENDSHIP MOMENTS WITH
FRESH
M)).)/ !n 1!n!0
MAAZA WAS INTRODUCED IN INDIA IN 1984 AS A NON-
CARBONATED MANGO FRUIT DRINK. IT WAS
ACQUIRED BY THE COCA-COLA COMPANY IN 1993
AND IS CURRENTLY AVAILABLE IN THREE FLAVORS,
MANGO, PINEAPPLE AND ORANGE, PLUS ADDED
CALCIUM.

%2 | P a g e
MAAZA MANUFACTURING UNIT IS LOCATED IN
NAJIBABAD WHICH IS DELIVERING IN ALL OVER
WESTERN AND EAST U.P. THROUGH THAT
NAJIBABAD MANUFACTURING UNIT BECOME MAAZA
IS A FIFTH LARGEST SELLING BRAND OF COCA-
COLA. MAAZA HAS MANGO FRUIT TEST ITS
FLAVOUR INTRODUCING BEFORE SLIECE PEPSI
COPY ITS.
%$ | P a g e
SPRITE
C*$)r2 cr!'%2 r$"r$'#!n3
INTRODUCED IN 1960, SPRITE IS THE WORLDS
LEADING LEMON-LIME FLAVORED SOFT DRINK.
SPRITE IS SOLD IN MORE THAN 190 COUNTRIES
AND RANKS AS THE NO. 4 SOFT DRINK
WORLDWIDE, WITH A STRONG APPEAL TO YOUNG
PEOPLE.
MILLIONS OF PEOPLE ENJOY SPRITE BECAUSE OF ITS
CRISP, CLEAN TASTE THAT REALLY QUENCHES
YOUR THIRST. BUT SPRITE ALSO HAS AN HONEST,
STRAIGHTFORWARD ATTITUDE ABOUT THINGS
THAT SETS IT APART FROM OTHER SOFT DRINKS.
SPRITE ENCOURAGES YOU TO BE TRUE TO WHO
YOU ARE AND TO OBEY YOUR THIRST.
%% | P a g e
ACCORDING TO SURVEY FOR IT HAS FOUND OUT THAT
SPRITE IS A LEMON-LIME FLAVORED SOFT DRINK. I
ASKED ABOUT SPRITE BRAND THEN I FOUND OUT
THAT WHEN NOT AVAILABLE LIMCA BRAND OF
RETAIL OUTLET THEN CUSTOMER OR CONSUMER
DEMAND TO SPRITE BRAND THROUGH ALL OVER
REGION SURVEY GONE ON STATEMENT SPRITE IS
FOURTH LARGEST SELLING BRAND OF COCA-COLA
IN GHAZIABAD.
%& | P a g e
T1UMS UP
Stron3 Co*) T)'t$2 E4c!t!n3 P$r'on)*!t5
A THUMP UP IS A LEADING CARBONATED SOFT DRINK
AND MOST TRUSTED BRAND IN INDIA. ORIGINALLY
INTRODUCED IN 1977, THUMPS UP WAS ACQUIRED
BY THE COCA-COLA COMPANY IN 1993.
THUMS UP IS KNOWN FOR ITS STRONG, FIZZY TASTE
AND CONFIDENT, MATURE AND UNIQUELY
MASCULINE ATTITUDE. THIS BRAND CLEARLY
SEEKS TO SEPARATE THE MEN FROM THE BOYS.
ITS TAG LINE SAYS IT ALL: THUMPS UP, I WANT MY
THUNDER.
THUMPS UP IS A NUMBER ONE LARGEST SELLING
BRAND OF COCA-COLA IN GHAZIABAD REGION
URBAN AREA ONLY IN GHAZIABAD RURAL AND
SEMI-URBAN AREAS ARE SECOND LARGEST
SELLING BRAND AFTER PEPSI BECAUSE THEY ARE
AWARE THUMPS UP BRAND THAT WHAT HAS EXTRA
ENTITY IN THUMPS UP.
%' | P a g e
DIET COKE6COCA-COLA LIG1T
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.
%( | P a g e
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
1887 AND BY 1895 COCA-COLA WAS BEING SOLD IN
EVERY STATE AND TERRITORY IN THE UNITED
STATES. IN 1899, THE COMPANY BEGAN
FRANCHISED BOTTLING OPERATIONS IN THE
UNITED STATES.
TODAY, YOU CAN FIND COCA-COLA IN VIRTUALLY EVERY
PART OF THE WORLD. THE COCA-COLA COMPANY
HAS NEARLY 400 BEVERAGES IN ITS PORTFOLIO.
%) | P a g e
TODAY YOU CAN FIND COCA-COLA IN EACH AND EVERY
AREA OF GHAZIABAD REGION EARLY BECAUSE
COCA-COLA IS A LARGEST NUMBER ONE BRAND
AMONG ALL SOFT DRINK BRAND SO ITS KNOWN AS
THAT THUNDA MATLAB COCA-COLA THAT IF I
WOULD LIKE DRINK THUNDA ONLY COCA-COLA.
%* | P a g e
FANTA
A FAVORITE IN EUROPE SINCE THE 1940S, FANTA WAS
ACQUIRED BY THE COCA-COLA COMPANY IN 1960.
FANTA ORANGE IS THE CORE FLAVOR,
REPRESENTING ABOUT 70% OF SALES, BUT OTHER
CITRUS AND FRUIT FLAVORS HAVE THEIR OWN
SOLID FAN BASE.
CONSUMERS AROUND THE WORLD, PARTICULARLY
TEENS, FONDLY ASSOCIATE FANTA WITH
HAPPINESS AND SPECIAL TIMES WITH FRIENDS
AND FAMILY. THIS POSITIVE IMAGERY IS DRIVEN
BY THE BRANDS FUN, PLAYFUL PERSONALITY,
WHICH GOES HAND IN HAND WITH THE BRIGHT
COLOR (PARTICULARLY ORANGE), BOLD FRUIT
TASTE, AND TINGLY CARBONATION.
&+ | P a g e
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 FLAVORS: ORANGE, STRAWBERRY,
PINEAPPLE AND GRAPE. ORANGE, THE BIGGEST
SELLER, IS NOW AVAILABLE IN MOST OF THE
COUNTRY.

!$t cok$
THE EXTENSION OF COCA-COLA NAME BEGAN IN 1982
WITH THE INTRODUCTION OF DIET COKE (ALSO
CALLED COCA-COLA LIGHT IN SOME COUNTRIES).
DIET COKE QUICKLY BECAME THE NUMBER ONE
SELLING LOW-CALORIES SOFT DRINK.
&1 | P a g e

*!7c)
THIS IS THIRST-QUENCHING BEVERAGE FEATURES A
FRESH AND LIGHT LEMON-LIME TASTE AND
LIGHTHEARTED ATTITUTE. THE LIMCA BRAND WAS
INTRODUCED IN 1971 AND ACQUIRED BY THE
COCA-COLA COMPANY IN 1993.


k!n*$5 w)t$r
THIS IS THIRST-QUENCHING BEVERAGE FEATURES
FRESH THE FRESH WATER WITH THE SATURATED
OXYGEN LEVEL.
&2 | P a g e

'un8**
THIS IS THIRST-QUENCHING BEVERAGE FEATURES A
FRESH AND LIGHT ORANGE TASTE AND
LIGHTHEARTED ATTITUDE.
9)n!*)
IT IS AN ICE CREAM IN TASTE.LAUNCHED IN 2004.
77%o
&$ | P a g e
IT IS THE ORAGE JUICE FLAVOUR. IT WAS LAUNCHED IN
2008. IN THIS YEAR IT REACHES ITS HIGHEST
SALE.
&% | P a g e

T1E MOST PREFERRED BRAND OF COKE
LIKE BY CUSTOMER
TYPE
R*&+2=B*=T& +*RC*=T$4*
THUMPSUP 42 65%
LIMCA 07 10%
COKE 11 17%
MAAZA 05 8%
DURING THE SURVEY I ASKED THE CUSTOMER ABOUT
THE BRAND PREFERENCE AND I FOUND THAT
MAXIMUM NUMBER OF RETAILERS PREFER
THUMPSUP
&& | P a g e
GUIDELINES FOR SUCCESSFUL INTERVIEWING REASON
FOR HIGH DEMAND
FREQUENCY RESPONDENTS PERCENTAGE
PRICE 33 35%
TASTE 20 21%
AVAILABILITY 25 26%
PACKAGING 06 6%
OTHERS 11 12%
Interviewing is an art and one learns it by experience. However,
the following points may be kept in view by an interviewer for
eliciting the desired information-
&' | P a g e
'5( Interviewer must plan in advance and should fully know the
problem under consideration. He must choose a suitable
time and place so that the interviewee may be at ease during
the interview period. <or this purpose some knowledge of the
daily routine of the interviewee is essential.
'@( Interviewer.s approach must be friendly and informal. Initially
friendly greetings in accordance with the cultural pattern of
the interviewee should be exchanged and then the purpose
of the interview should be explained.
'7( $ll possible effort should be made to establish proper rapport
with the interviewee9 people are motivated to communicate
when the atmosphere is favourable.
'8( Interviewer must now that ability to listen with understudying
respect and curiosity is the gateway to communication, and
hence must act accordingly during the interview. <or all this,
the interviews must be intelligent and must be a man with
self)restraint and self discipline.
';( To the extent possible there should be a free)flowing
interview and the /uestions must be well phrased in order to
have full cooperation of the interviewee. ut the interviewer
&( | P a g e
must control the course of the interview in accordance with
the ob%ective of the study.
'0( In case of big en/uiries, where the task of collating
information is to be accomplished by several interviewers,
there should be an interview guide to be observed by all so
to ensure reasonable uniformity in respect of all salient
points in the study.
&) | P a g e
&* | P a g e
RESEARC1 MET1ODOLOGY
TECHNIQUES FOR SALES PROMOTION
5( +roduct availability
@( 533F rich
7( 4ood relation
8( Garm display
;( Cold display
0( +roper singer
D( Rich at one time
1( <ulfill your commitment
5( +roduct availability
It means all the flavors of coca cola should be available at one
time. y which customer can able to give any flavors to the
consumer and can give the satisfaction.
@( 533F rich ) it means. Company top management always should
always worry about the /uality of all the brands. If any
organi"ation wants to service in the market and wants to better
image then /uality play a very integral role so for sales
promotion /uality should by 533F good.
'+ | P a g e
7( 4ood relation A company.s executive, sales man should make
good relation from dealer, whole seller and retailer. There is only
@3F brand loyal person. Remaining 13F impulse selling is
going on. It means in India in cold drinks line which ever brand
consumer see first of all that brand will demanded by user. The
selling is high that particular brand. &o i want to say that if. The
executive relations will goods from dealer, whole seller retailer.
Then he will arrange coke brands on front of shop by which
coke selling will improve.
8( Gorm display
;( Cold display
0( +roper shin age ) proper shin age also play a key roll in more
selling.
D( <ulfill our commitment A if executive promise to the customer of
any type. Then executive shovel fulfill his promise, such as.
*xecutive say that to the retailer if you will sell 5333 carrot in
this month then i will give you a coke fridge. If retailer has sold
out 5333 carrot in the a month then executive should fulfill is
commitment. y this manner selling will also improve.
'1 | P a g e
USE OF RESEARCH METHODOLOGY
Githout using research methodology to find new fact and
knowledge is not possible.
<irst of all /uestion is arises what is research )
IResearch as a scientific and systematic search for pertinent
information on a specific topic. In fact research is an art of
scientific investigationJ
OBJECTIVE OF RESEARCH
The main aim of research is to final out the truth which is hidden
and which has not been discounted as yet. The purpose of
research is to discover answers to /uestions through the
application of scientific procedures of collecting the data.
'2 | P a g e
METHOD ADOPTING IN THE RESEARCH
PRIMARY METHOD
$dopted the personnel personal interview method in this method
we made a /uestioner with this /uestioner we used to go in the
market and see the customer one by one.
<irst of all we used to give the introduction with smile enthusiastic
and with proper eye contact and demand to give @ or 7 minute to
fulfill his /uestioner and then after we started to put the /uestioner
at the retailer and completed the /uestioner.
'i( ?uestionnaire #ethod
'ii( +ersonal Interview
SECONDARY METHOD
This method is most appropriate method for collecting the data. y
this method researcher get the actual report.

'$ | P a g e
TECHNIQUE INVOLVED IN DEFINING
PROBLEM
5( 2bservation the problem
@( Collect the +roblem
7( $naly"ing the +roblem
8( Take &olution
;( $pplication the +roblem
0( &olving the +roblem
2&*RP* TH* +R2!*#
Ender this investigate by own observation without interview is the
respondent. This also adopted by me by observation data can be
collect more correct. It is depend upon ability of investigator.
C2!!*CT TH* +R2!*#
$fter collecting the data I considered that what is the problem for
the company and when company wants to know his weakness.
$=$!Q&I=4 TH* +R2!*#
$fter collecting the problem I analysis the problem such as how
many problems are general and how many are different from
others and how many problem is considerable and solvable.
'% | P a g e
T$C* &2!ETI2=
$fter analysing the problem I sow that 63F problem was general
and I found @3F problem personal and I was found 53F problem
as 4enuine which is considerable and soluble. 4eneral solution
solve the %ournal problem remaining 53F problems solution we
found and then after we implement the solution.
$++!IC$TI2= 2< &2!ETI2=
$fter founding the solution we apply the solution and satisfy the
customer , consumer.
'& | P a g e
GUIDELINES FOR CONSTRUCTING
QUESTIONNAIRE / SCHEDULE
The researcher must pay attention to the following points in
constructing an appropriate and effective /uestionnaire or a
schedule-
'5( The researcher must keep in view the problem he is to study
for it provides the starting point for developing the
?uestionnaire > &chedule. He must be clear about the
various aspects of his research problem to be dealt with in
the course of his research pro%ect.
'@( $ppropriate from of /uestions depends on the nature of
information sought, the sampled respondents and the kind of
analysis intended. The researcher must decide whether to
use closed or open)ended /uestions. ?uestions should be
simple and must be constructed with a view to their forming a
logical part of a well thought out tabulation plan. The units of
enumeration should also be defined precisely so that they
can ensure accurate and full information.
'7( Rough draft of the ?uestionnaire > &chedule be prepared,
giving due thought to the appropriate se/uence of putting
/uestions. ?uestionnaire or schedules pervasively drafted 'if
available( may as well be looked into at this stage.
'' | P a g e
'8( Researcher must invariably re)examine, and in case of need
may revise the rough draft for a better one. Technical defects
must be minutely scrutinised and removed.
';( +ilot study should be undertaken for pre)testing the
/uestionnaire. The /uestionnaire may be edited in the light of
the results of the pilot study.
'0( ?uestionnaire must contain simple but straight forward
directions for the respondents so that they may not feel any
difficulty in answering the /uestions.
'( | P a g e
') | P a g e
ANALYSIS : INTERPRETATION
MARKET SHARE OF COCA COLA IN THE
MARKET
In +resent situation of Coca Cola is very good in the market. The
company have good market share app. 0DF and remain 77F
market share covered by his close competitor +epsi in this $rea.
!ast years situation was not that. !ast years market share of coca
cola and pepsi was app. &ame in the market but in this year
company adopted new strategy and provided good service and
provide more and more customer satisfaction company top
management have taken a good decision in this year. Becision
was that all the flavor.s rate should be decreased by which lower
level people can be taken the en%oy of coke and the company
provided a new flavor of @33 ml in the birth rupees of ;. This brand
have got good position in middle level and lower level family so by
the virtue of good strategy company have got good market share
app. 0DF right now coke position is much more strong.
Comparison to +epsi.
'* | P a g e
R$=B
Coke +epsi
Cola Cola
'+epsi(
Coca Cola Thumsup
(range
'<anta( (range
'#irinda(
<anta 2range <anta 4reen $pple
<anta Gater #alon
Clear lemon Clear -emon
'&prite( 'DE+(
Cloudy lemon Cloudy -emon
'!imca( '!emon #irinda(
.ruit .ruit
'#aa"a( '&lice(
MAA/A (&A'"$
+ulpy orange +ineapple !oda
!oda '!ehar *vervess(
'Cinley(
Kinley 0ater Kinley 0ater
'Cinley( $/uafina
(+ | P a g e
COMPETITIVE MARKET S1ARE BETWEEN
COCA COLA6 PEPSI
Cola
+epsi R 8;F
Coke R 7;F
Thumps upR @3F
(1 | P a g e
8;F
7;F
@3F
+epsi Coke Thumsup
(range
<anta R D;F
#irinda R @;F
Cloudy -emon
!imca R 13F
!emon #iranda R @3F
(2 | P a g e
D;F
@;F
<anta #irinda
13F
@3F
!imca !emon #irinda
Clear -emon
&prit R D;F
DE+ R @;F
Mango
#aa"a R 13F
&lice R @3F
($ | P a g e
D;F
@;F
&prit DE+
13F
@3F
#aa"a &lice
!oda
Cinley R ;3F
!ehar *vervess R ;3F
Can
Coke R 83F
+epsi R 03F
(% | P a g e
;3F ;3F
Cinley !ehar *vervess
83F
03F
Coke +epsi
0
1$T
Coke R 03F
+epsi R 83F
Kinley 0ater
Cinley R 13F
$/uafina R @3F
(& | P a g e
03F
83F
Coke +epsi
0
13F
@3F
Cinley $/uafina
0
Total 1roduct
Coke R 07F
+epsi R 7DF
(' | P a g e
07F
7DF
Coke +epsi
0

(( | P a g e
SWOT An)*5'!'
STRENGTH
Company product having a good brand name and trade mark.
&o that there is no such problem for convenes the user.
eing a franchise company product trade mark. That.s why it.s
scope is worldwide.
Coca cola capturing near about 06F market in cold drinks line
remaining 75F captured by its main competitor +epsi. The
reason behind that good supply and its all flavor like Thumsup,
!imca, <anta, #aa"a and &prite also asked by the user in
&ahibabad $rea.
Coca Cola good rand Image not only in India rather all over
the world. That.s why there is no need of $dvertisement.
Company marketing policy is consumer oriented by doing
mentioned #.R.+. and manufactured date.
Company having expert management so that company can
provides better goods , service for the ultimate user.
() | P a g e
WEAKNESS
The main weakness of the company is that company is not in
position of provide all flavor.s to the customer daily or at a one
time.
Customer is not happy from company marketing policy. He
wants company will start special discount program or increase
maximum retail price.
#ost of the retailer.s problem is that no. company person
comes at the shop for listening the problem.
Company top management not declare the scheme before one
or two days. That.s why scheme catalogue not prepared by the
lower level management. In this way retailers are not satisfy for
company policy.
Company management is not doing any thing for retailer. If
management is not provide any relief then he will increase
#.R.+.
(* | P a g e
OPPORTUNITY
Company can increase his product selling by increasing plant
capacity and manufacturing capacity.
eing a seasonal selling product provide all the flavor to the
customer in hot session very necessary. It is the opportunity for
the company.
y providing better goods , services company can increase his
market share.
In present now the competitors are very less so that company
can compromise its main competitor +epsi and can take
maximum profit.
)+ | P a g e
THREAT
Company should do something for customer interest. +roviding
beneficial scheme and good relation to customer other wise it.s
other competitor will develop and they will capture its market.
Cold Brinks selling is very much depend on customer or retailer
so that retailer is not happy than sale can be effected in future.
In this time only two or three competitor are existing in the
market. In the future the competitor can increase. &o that
company should prepare some future plan for maintaining it.s
market share.
&ome domestic competitor can develop in the market.
Company should prepare long term future plan for permanently
existing in Host Country.
)1 | P a g e
RECOMMENDATIONS
Company should prepare future plan for maintain selling in
market. ecause company competitor can increase and can
capture the market.
Company should provide special benefit to the retailer. 2ther
wise his interest will go down from cold drinks.
+resent time competition is not high in this line because it.s
competitor is only +epsi. &o that company can do compromise
with +epsi and both can increase product.s #.R.+.
Company should appointed a special representative for
listening retailer.s problem and solve them. He can also find out
some shortcomings of salesman , others.
In case of cold drinks selling mostly depend on retailer. &o that
his satisfaction needed.
Test of all flavor like, Coke, Thumps, !imca, <anta, #aa"a and
&prite should also good.
Befected goods should be returnable or changeable.
)2 | P a g e
4ood execution is a main factor in more selling good execution
improves selling.
&ales executive , salesman relation and good behavior also
provide effective guidelines in increasing selling.
<or more selling company person should fulfill his commitment.
In Cold Brinks line brand loyalty found only @3F. &o that which
will be visible that will salable.
)$ | P a g e
)% | P a g e
BIBLIOGRAP1Y
Internet site
"""cocacolacom
"""pepsi cocom
/ecord o! 0. So!t drin#s, Sat 0irn#ari 1olony, ,elhi
/ecord o! luminous mar#eting
0e"s items o! 2nglish dailies, published !rom 0e" ,elhi
The Times o! India
The Telegraph
The 2conomic Times
3dvertisement on co#e products
3dvertisement on Pepsi product
1onsulted 4ibraries
3merican 4ibrary
5ritish 4ibrary
1onsulted 5oo#s
/esearch !or mar#eting ,ecision by P. Green, D.S.
Tull, G. Albaum
.ar#eting .anagement 6Phillip Kotler.
)& | P a g e
)' | P a g e
;u$'t!onn)!r$
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PEPSI COCA COLA BOT1
Q2)W#5 )r$ 5ou not '$**!n3 t#$ Coca Cola or Pepsi %rouct<
Q3)1ow 7)n5 (r)n' )r$ )9)!*)(*$ !n 5our '#o% !n t#$ RGB )n PET
Bott*$'<
(A) I RGB
COCA COLA T1UMS UP
SPRITE LIMCA
FANTA MAA+A
(B) I PET
COCA COLA T1UMS UP
SPRITE LIMCA
FANTA MAA+A
MMPO NIMBO FRES1
Q!) W#!c# co7%)n5 V!'! Coo*$r )r$ 5ou #)9!n3<
PEPSI COCA COLA BOT1
Q")W#$t#$r t#$ %ur!t5 o" t#$ r$"r!3$r)tor !' 7)!nt)!n$ or not<
YES NO
Q#)W#!c# (r)n !' %r$"$rr$ (5 t#$ cu'to7$r'<
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PEPSI BRANDS COCA COLA BRANDS
Q$)Ar$ 5ou ')t!'8$ w!t# t#$ !'tr!(ut!on n$twork<
YES NO
Q%)Ar$ 5ou )w)r$ o" t#$ 9)r!ou' 'c#$7$' run (5 t#$ coc) co*)<
YES NO
Q&) W#!c# co7%)n5)9$rt!'$7$nt )n ')*$' %ro7ot!on )ct!9!t!$'
)r$ ($tt$r<
PEPSI COCA COLA
Q1')Your )!*5 ')*$'<
=-> CASE ?-@ CASES
A-=B CASES
Mor$ t#)n =B CASES
Q11)Do 5ou t#!nk %ro7ot!on)* )ct!9!t!$' c)n !ncr$)'$ ')*$'<
YES
NO
Q12) Accor!n3 to 5ou ) co7%)n5 '#ou* !7%ro9$ u%on<
D!'tr!(ut!on S$r9!c$
S)*$' Pro7ot!on Sc#$7$'
Q13)1ow wou* 5ou r)t$ Coc) Co*)<
E4c$**$nt V$r5 Goo
A9$r)3$ B)
V$r5 B)
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CO(PLAI)TS OR SUGGESTIO)SCCCCCCC
WORD OF T1ANKS
I pay sincere thanks to Coca Cola Company, which gave me the
chance to do my summer training in their reputed organi"ation.
This is a matter of great respect on their side that they
supported us in every problem faced by us.
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Hope that in future also we will get a support from their side
and I shall be given an opportunity to work under this brand name
and to be a part of this organi"ation.
Than 2ou.



T*a+ ,o- .e/, 0-c* 1o/ ,o-/ +i2
coope/a3io4444444
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