Coca Cola India

COCA-

COLA

INTRODUCTIONINTRODUCTION

During my rought riding I found that there are some missing points, because of the distribution system in meerut VISHNU COLD DRINK TO RETAILER there are lote of problemes I found:-

• They make loding of carrets in vehicles of RGB & PET according their

convinence not accordance to shopper

• Time schedule is 8am to 6pm in that period if we have 200 carret in our

vehicle and there are 50 thums up 30 cok 20 maza 25 limka 35 sprite etc.&

after completing 10 outlets stock of 50 carret of thums up have been finished

& shoppers demand is thums up , in that very case it effect to the services of

company.

• If some skus remaining salesman com back with it at deepot

• Time expensive

• More expensive

• Shoppers & retailers dissatisfaction

• Not effective and proper availability of SKUs in market.

• Not properly PJP

• Many more

• Not proper benefit of shoppers schems

There are so many effects which I found in my ROUT RIDING session with the salesman .One idea came in my mind , if there is a rout vise calling system ( every

MD take the order from every outlet in the morning to make a telephonoc call and

according to the order work should be done ) then the work would be effective and better .

After completing rout riding & EDS we select a topic on which i make my project report.

PREE SELLING is one of the most important topic for me because of it is having the solution to all above problem related to Vishnu cold drink.

BENEFITS TO THE PREE SELLING

• FULL HOLD ON YOUR OUTLETS

• MAINTAINING STOCK PRESSURE

• COMPLETE EXECUTION

• PRESENCE OF ALL SKUs

• SALES INCREASE

• PROPER PJP(daily visit)

• GOOD RELATION WITH SHOPPER

• RIGHT DECISION OF PLACING COOLERS

• PROPER DISPLAY UNIT

• COOLER PURITY

• NO ANY DISPUTE

• EFFECTIVE UTILIZATION OF ALL RESOURSES

SOFT DRINK IN INDIA

When the soft Drink first saw light of the day in India, no one knows. For decade

it was a local low-Key industry, mainly confined to “the sahib 7 the elite”. The 3

popular drink in the middle class homes was sweetened lemon juice mixed with water knows as ‘nimbus pani’ to day.

Coca-Cola came to India amidst many fan fares in the 1950 and it became the national drink in a few years. Though other soft drinks brands were available in more than one city, coke was the first nationally available brand of soft drink. But the national soft drink suffered a major set back in 1977, when the anta party came to power & forced come to leave the country.

Soon after, the company, which promoted coke, developed its own cola, Campa- cola and used a similar logo. But it failed to catch the fancy of the consumers.

Paste captured the market. It had the monopoly as the national drink & over the year developed loyal consumers & an extensive distribution, networks & infrastructure. Parle held the market till Pepsi came into the scene in the late eighties.

While much about world has changed since 1886, the pure and simple magic of one thing stays the same Coca-Cola. Coca-Cola product are served more than 773 million times everyday, quenching the thirst of consumers in more than 195 countries and in every climate.

BIRTH OF A REFRESHING IDEA

John Styth Perberton, first introduce the refreshing taste of Coca-Cola in Atlanta

Georgia. It was May of 1886, when the pharmacist concocted Carmel-colored syrup in a three legged brass kettle in his backyard. He first “distributed” the new product by carrying “Coca-Cola” in a jug down the street to jucobs pharmacy. For

five cents consumers could enjoy a glass of Coca-Cola at the soda fountain.

Whether by decision or accident, carbonated water was teamed with the new syrup, producing a drink that was proclaimed “Delicious & Refreshing”.

Dr. Pemberton’s partner and bookkeeper, frank. M. Robinson suggested the name and penned Coca-Cola In the unique flowing script i.e. famous worldwide today.

Mr. Robinson thought “the two C’s world look well in advertising”. By 1886,

Sales of Coca-Cola averaged nine drinks per day. The first year Dr. Pemberton sold 25 gallons of syrup, shipped in bright red wooden kegs. Red has been a distinctive.lor associated with the No. 1 soft drink brand ever since. For his efforts, Dr. pemberton grossed $ 50 & spent$ 73.96 on advertising.

In 1891, Atlanta Enterprenur, Asa. G.Candler had aquired complete ownership of the Coca-Cola business with in four years, his merchandising flair helped expand consumption of coca-cola to every state & territory. In 1919, the Coca-Cola

Company was sold a group of investors for $25 million. Robert W.Woodruff become president of the Coca-Cola Company in 1923, and his more than six decades of leadership took the business to unrevealed heights of commercial success, making coca-Cola and institution the world over.

COCA – COLA FIRST BOTTLED :

Coca-Cola began strictly as a nerve tonic but candy merchant Joseph A Beiden hard of Mississippi was looking for a way to serve this refreshing beverage at picnics. He responded to this demand and began offering bottled Coca-Cola, using syrup shipped from Atlanta during an especially busy summer in 1894.

In 1889, large scale bottled possible when as a chandler granted exclusive bottling

rights to Joseph B. Whitehead and Benjamin F, Thomas of chatt annoga

Tennessee The contract market, the beginning of the Coca-Cola, Company unique

independent, bottling system remains the foundation of Company soft drink

operations.

Back, the soda bottles were all very similar with Coca-Cola Being the

Premium product, other companies were often tempted to still their product as

Coca-Cola. The answer was to create distinctive bottle for Coca-Cola. As result a

pale green bottle with the famous contour shape was developed in 1915 by the

Root Glass Company Terre-Haute, Indian.

THE BOTTLING SYSTEM

Today, Coca-Cola, product consumers around the world through a large

distribution network made-up of local bottling companies. These bottles are

located around the world and most are JVC Bottling Companies package, market

and distribute the product using thousands of delivery trucks and millions of

pieces of equipment at retail locations.

Quality control monitored constantly by the company is necessary to produce

high- quality soft drink on a global basis.

COCA-COLA INDIA

Hindustan Coca-Cola Beverages Pvt. Ltd.

Every person who drinks a Coca-Cola enjoys a moment of refreshment and shares an experience that millions of others have savored. 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 6

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.

THE Coca-Cola MANAGEMENT SYSTEM (TCCMS)

The Coca-Cola Company has only one quality system, called The Coca-Cola

Management System (earlier referred to as The Coca-Cola Quality System), for its

entire bottling operations (Company owned as well as Franchise owned)around the

world.

 One world

 One Coca-Cola

 One Global Standard…

COCA-COLA COMPANY EXIST TO:

 Benefit And Refresh everyone it touches.

 This is our promise.

 We strive to deliver on this promise every day, Creating a Stronger and

More Sustainable Future for our business and for the communities we

serve.

COMPANY QUALITY POLICY:

PROMISE:

The Coca-Cola Company has only one quality system around the world For us,

Quality is more than just something we taste or see or measure. It shows in our every action. We relentlessly strive to meet the world’s ever-changing expectations because keeping our Quality Promise in the marketplace is our highest business objective and our enduring obligation.

More than a billion times a day, consumers choose our brand of refreshment because

Coca-Cola is… 8

• The Symbol of Quality

• Customer and Consumer Satisfaction

• A Responsible Citizen of the World

QUALITY ASSURANCE & CONTROL:

 The Coca-Cola Company has one global standard.

 Coca-Cola India follows the same international quality standard across all the

bottling operations within India.

 Every ingredient use in the manufacturing of beverages meets all the local

regulatory, Company and International standards

 All ingredients undergoes extensive testing and inspection prior of being

released for use. On periodic bases external validation and testing is performed

by independent and accredited laboratory in all our ingredients used in the

manufacture of beverages.

 Coca-Cola India procures the ingredients from pre-selected lots approved from

authorized suppliers

 The Coca-Cola Company has only one quality system around the world

WATER STANDARDS:

 Water used for manufacture of our beverages meets

–WHO Ed 3 (Guidelines)

–IS 14543:2004 (Indian Standard)

 IS 14543:2004

–Total pesticide residues in Treated Water which is used for manufacturing

carbonated beverage not to exceed 0.5 ppb while the content of individual

pesticide residue should always be less than 0.1ppb

Status

 We comply the water quality norms in Treated Water.

MULTIPLE BARRIER TREATMENT (MBT) TO THE TREAT WARTER:

Alkalinity Reduction & Coagulation Disinfection Carbon Purification Polishing

Filtration Enhanced Filtration To Production Source Water Multiple Barrier treatment provides a “safety barrier” & ensure full compliance to IS 14543 The Multiple Barrier

Treatment process has an additional role of organics removal including pesticides

Various Water Treatment Technologies for Removal of Contaminants

• Minimizing the influx of contaminants including pesticides into the water

source is the most reliable & cost-effective means of reducing public-health

risk

–A technology that effectively removes one pesticide, may not necessarily remove another pesticide

–The removal or destruction of a specific pesticide with a certain technology is highly dependent on the quality of the source water

–Granular Activated carbon treatment is the most effective & widely accepted method for Pesticide Removal - (USEPA 2001)

Pesticide Treatment Technologies Removal Technologies

1. Chemical Coagulation

2. Carbon Adsorption

3. Membrane Process (RO)

Ref: Carbofuran (>99%) -Miltner et al. 1989

Treatment with Granular Activated Carbon (GAC)

 Most effective & widely accepted method (USEPA 2001)

 Experimental data – Isotherms & Partition coefficients indicate high carbon

affinity for ‘Pesticide’ molecules

 This process removes pesticides like Lindane, Heptachlor etc ustralian

Drinking Water Guidelines, 1996) Removal efficiency depends on 1. Type of

pesticide 2. Concentration 3. Presence of other natural organic contaminants 4.

Process design –(Grade of carbon, Contact time)

The Coca-Cola Company is the world’s largest beverage company and the most

admired corporation in the United State of America. Coca-Cola is recognized as

the world’s best-Known brand in the market in India.

Coca-Cola was there in India till 1977, when the Indian Government banned it due

to the strong resentment against Multinational Companies. Coca-Cola was re-

launched again in India in Sep. 1993 at Hathras near Agar. The Indian welcomed

back the once most loved Cola drink in the country with great enthusiasms And

Vigor, Coca-Cola marked its relaunching by acquiring five Parle Export ltd.

Brands- Thums up, Gold Spot, Citra, Limca and Maaza.

Though the world’s largest distribution system, consumer in nearly 200 countries

enjoy the company’s products at a rate of more then 834 million serving per day

Coca –Cola India has in the last three years, led an unparallel expansion in the

carbonated soft drink market pioneering. The company across merchandising and

packaging. The company has introduced global standard in the industry and has

strengthened its market leadership through competitive pricing, aggressive

presence presence and easy availability Coca-Cola India is now poised for a major

expansion drive, throughout India in the commercial beverage category.

GUDING PRINCIPLES OF THE COMPANY

 We will conduct our selves and our business activities with the highest

standard of honesty, integrity and professionalism.

 We will recognize the positive contributions that we make as individuals and

them members to product our business success.

 We will encourage a learning environment where people can constantly grow

develop and contribute.

 We will strive for excellence and seek continuous improvement in every thing

we do.

 We will respect all stockholders, including employee’s partners and suppliers

and install them with a passion to deliver the highest quality goods and

services.

 We will foster initiative and creativity by empowering individuals to attain

well-defined objectives.

REASON FOR THE GROWTH OF SOFT DRINK INDUSTRY:

The basic idea behind rapid growth of the soft drink industry is due to the

following reasons:

The great corporate war between Cock & Pepsi, who have left no stone unturned for monopolizing the Indian soft drink market.

• The basic ideology of these two giants to promote soft drinks as a food item in

India household and break the seasonal barriers.

• The main reason behind the growth of the soft drink was to capture the heat

and mind of people and to make brand available for the consumers.

• Present soft drink boom in Indian was attributed of legacy of Coca-Cola and

therefore it holds a major share in the industry Coca-Cola is the number one,

of the most widely known, accepted and admired Trademark of the world.

COMPANY’S OBJECTIVES & GOAL

Now HCCB (P) Ltd. Unit NBD is a COBO operation, company’s mission is that is HCC and CCI as they common objectives are:

• Profitability

• Sales Growth

• Market Share Improvement

• Retaining customers Loyalty

• Making good relation with dealers

• Best distribution system

• To continuously increase own share percentage in soft drinks.

ADVERTISING

Advertisement plays an important role in the success of our product since our first newspapers add. In 1886 that read, Coca-Cola Delicious! Refreshing Exhilarating

Invigorating. Advertisement is a key of implementing a strategy over one hundred years old-to trigger desire as offer and in as many ways as possible.

Through the years Coca-Cola slogans have been memorable ones: Flight lights includes.

• The pause that Refreshes

• It’s the Refresh thing to do

• It’s the real thing

• Global High Sign

• Be really Refreshed

• Thing go better with cock

• It’s the real thing

• I’d like to buy the world a cock

• Cock adds life

• Cock is it!

• Catch the Wave

• You Can’s beat the feeling

• Always Coca-Cola

• Always The Real Thing

• Cricket, Sleep Cricket Drink Only Coca-Cola

• Take Away The Real Refresher

• Pyaar Mohabbat Coca-Cola

• Jo Chaho Ho Jay, Coca-Cola Enjoy!

• Life ho toh aise

• Thanda Matlab Coca-Cola

• Jio Thanda Pio Thanda

• Thande Ka Tadka

• Ghar Mein Thanda Hai Na

• Piyo Sar Utha Ke

• Sabka Thanda Ek

SELLING KEY UNITS

Brand Name SKU’s ( Selling Key Units)

1. Coca–Cola -200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml

(Cane).

2. Fanta - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet),330ml

(Cane).

3. Thumps- Up - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml

(Cane).

4. Maaza - 250 ml (R.G.), 600 ml (Pet).

5. Limca - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet),330ml

(Cane).

6. Maaza Tetra Pack - 200 ml

7. Sprite - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml

(Cane).

8. Kinley Soda - 300 ml, 600 ml (Pet).

9. Kinley Water - 500 ml, 1.0 lt., 2.0 lt. (Pet).

10. Diet Coke - 600 ml.

PRODUCTION PROCESS

The production process is highly mechanical and automatic. The raw material

required for soft unit drink is concentrate, sugar syrup and bottle.

STEP IN PRODUCTION PROCESS:

Includes 4-5 step

CLEANING OF BOTTLES:

It is a multi step process every precaution is taken to ensure sani taken and hygiene of drink. In this bottles are put into water tank for sometimes than wasted by water jet at low pressure but at increased pH to ensure hygiene of bottles.

CONVERSION OF HARD WATER TO SOFT WATER:

It is one of thee typical physico-chemical processes in steps of soft drink manufacturing. This is done to improve the taste of water good and to remove bio-

chemical impurities such as sulphates phosphates and harmful from water.

PREPARATION OF SUGAR SYRUP :

Sugar Syrup is made in special syrup room every precaution is taken to ensure absolute concentration level of sugar syrup. Sugar syrup once made best within 4 hours of productions.

CONCENTRATE:

Concentrate from Coca-Cola and Fanta supplied by Coca-Cola Company, for

Limca, Thums up is procured from other suppliers Here concentrate is stored

under preserve conditions.

FILING OF BOTTLES:

On bottling, lime bottles are filled with soft water sugar syrup, Concentrate, and

then Co2 is passed in it in order to be colorizing Sugar syrup solution color and to

impact typical effervescence (Fizz) Characteristic to beverage.

CROWING OF FIELD BOTTLE :

Crowing of filled bottle is then done, crown procured from MANSAKI

Manufacturing Co. DAMAN & DIU.

STAMPING:

Is than done on USA imported machines fitted with laser printer ,On this machine,

batch no., date & time of manufacturing & retail price is printed around neck of

the bottle.

STRONG & SHIPPING :

Now bottles are hand picked filled carats, stored and then ship to the

agency/deport from where demand comes.

Per day productions at HCCB (P) Ltd., Unit Najibabad

Per day productions of aerated (soft Drink) assembly line in 30800 carats (in 24

Hrs.)

Which comes out to 30800X24 = 739200 bottles per day.

THEORETICAL ASPECT OF MARKETING

INTRODUCTION OF MARKET

As we know that India is a developed in country, in ancient time nobody knew about the trade, economy & marketing. As their requirement began to increase, they began to know the meaning of trade & business.

Firstly they exchange their goods to each other according to their requirements. But their requirements were increasing day by day which could not be fulfilled by exchange. So some people thought why they don’t this exchange as a business. They will sell it (to the requested people) in exchange of some currency. Like this trade or business has started.

\Firstly the people were not in flavor of business. So they opposed it. But after knowing the utility of business they began to accept it happily.

After seeing the success of trade and business the traders began to think about a fix place all the dealing of trading and business could be possible or that place where the sellers could contact easily to the buyers and could sell commodities easily and could earn profits.

So this place where all dealing of trade or business were completed began to

call market or we can say the market is place where the buyers and sellers gathered to engage in exchange according to their requirements. The people began to understand very well the meaning of market.

In other words we can say that marketing is thus the father of innovation and product development promoter of entrepreneurial talents, development of economy stimulator of consumption and higher standard of living and guardian of price system.

DEFINITION OF MARKET

“A Market may be defined a place where buyer and seller meet and function, goal and services. Our offered for sale and transfer of ownership of little occur”.

Market-People with needs and want money to spend willingness to spend it markets and so on.

TYPE OF MARKET

Generally the markets are of two types:-

• Perfect Market

• Imperfect Market

PEREFCT MARKET :

Under perfect competition there can be only one price for a commodity at a given time

IMPREFECT MARKET:

It one rules for a commodity in the market is sail to be perfect but when different force charge for one commodity at the same time it is said to me an imperfect Market.

Marketing is thus the father of innovation and product development. Prompter of entrepreneurial talents developer of Economy, Stimulator of consumption and higher of standard of living and guardian of price system.

DEFINITION OF MARKETING

Many companies in the past concentrated on selling what they produced. These companies offered rebates to premiums to the customer to retailers when customer interests started changing.

This approach is the roles approach, where the emphasis is mainly on selling the product.

MAIN DEFINITION IS AS FOLLOWS

“Marketing is a business process by which products are matched swith markets and though which transfer of ownership are effected.”

“Marketing is a system of business action designed to plan, price promote is distribute want satisfying good to services to market.

MARKETING MIX

Integration of elements of marketing into a mix attaining objectives of a firm is called

Marketing Mix.

ELEMENTS OF MARLETING MIX:

Marketing Mix denotes a combination of various elements which in their totality constitute a firm’s marketing system Mc. Carthy proposed a four element classification of these fools the four P’s i.e.. Product, price, Place & promotion. Now

a days other factors (elements) also taken into consideration in marketing these includes politics, people (custom, culture, savings income etc.)

PRODUCT:

Product Mix is the assortments of goods or services that particular for sale to buyers.

Product Mix involves planning, developing and producing the right type of product or services to be marketed by the firm, product strategy includes decision about quality, size product line breadth, width, branding product life cycle and new product development etc.

PRICE:

It refers to the amount of money that customers pay for the product or services and in return producers give that product at some conditions i.e. discount offers or other after sales services

PLACE MIX:

Refers to combination of all activities the company under take of make product accessible and available to target customers Place or physical distribution mix consists of two things:-

(a) Physical distribution

(b) Channels of distribution

PHYSICAL DISTRIBUTION :

Includes all those activities involved in moving product and services from producer to the ultimate consumer

CHANNELS DISTRIBUTION:

Marketing Channels are sets of interdependent organization involved in the process of making a product or services available for use or consumption

PROMOTION MIX:

Includes all the activities the company undertakes to communicate and promote its products to the target market.

PROMOTION TOOLS:

ADVERTISING:

Is any paid form of non-personal presentation and promotion of ideas, goods or services by and identified sponsor.

SALES PROMOTION

Consists of diverse collection of incentive tools, mostly short term, designs to stimulate quicker and/or greater purchaser of particular products / services by consumers from the trader sales promotion tools includes contests, premiums etc.

PUBLIC RELATION & PUBLICITY :

Involves a variety of programs designed to promote and / or protect a company’s image or its individual’s products.

PERSONAL SELLING

It face to face interaction with one or more prospective purchaser for the purpose of making presentations, answering questions and procuring orders.

DIRECT MARKETING:

Is an interactive marketing system that uses one or more advertising media to affect a measurable response and / or transaction at any location by direct mail, telemarketing electronic marketing & soon

PRODUCT:

Company regularly does modification and product line extension in its product line.

Following are the by products under the Trademark of Coca-Cola India.

Brand Name SKU’s ( Selling Key Units)

1. Coca–Cola - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml

(Cane).

2. Fanta - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet),330ml

(Cane).

3. Thumps- Up - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml

(Cane).

4. Maaza - 250 ml (R.G.), 600 ml (Pet).

5. Limca - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet),330ml

(Cane).

6. Maaza Tetra Pack - 200 ml

7. Sprite - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml

(Cane).

8. Kinley Soda - 300 ml, 600 ml (Pet).

9. Kinley Water - 500 ml, 1.0 lt., 2.0 lt. (Pet).

10. Diet Coke - 600 ml.

PACKAGING:-

COCA-COLA thrust on god and innovative packaging Suitable for India house holds.

Every precaution is taken that packaging will be suitable and convenient for consumers. In addition Coca-Cola also taken into consideration of target consumers and their choice in formulating packaging.

PRICING:-

Discount Rs. 10.75 per carate to agencies charge of market and go down. All pricing are governed by Coca-Cola India.

Product of Coca- Cola Price at MEERUT

330ml 500/- Carate of 24 Bottles

200ml 146/- Carate of 24 Bottles

600ml 444/- Carate of 24 Bottles

2Lt. 410/- Carate of 09 Bottles

600 ml (Maaza) 552/- Carate of 24 Bottles

1200 ml (Maaza) 492/- Carate of 12 Bottles

DISTRIBUTION NETWORK

A distribution network is a key external resource. Normally it takes years to build and it’s not easily changed.

Today, the company product reaches consumer and customer through a large distribution network. Hindustan Coca-Cola has maintained an effective and regular distribution network.

DISTRIBUTION MIX OF HCCBPL, DASNA (GHAZIABAD)

Maximum area of north western UP. Is Served HCCB (P) Ltd. Unit Dasna..

COVERAGE AREA OF HCCBNW (P) Ltd. DASNA –

(a) GHAZIABAD

(b) MEERUT

(d) PAURIGARHWAL

(e) SAHARANPUR

(f) TEHTI GARHWAL

(g) UTTAP KASHI

(h) GAUTAM BUDH NAGAR

(i) BIJNOR

(j) BULAND SAHAR

Hindustan Coca-Cola bottling North West (P) Ltd. Unit Dasna has maintained an

effective and regular. Distribution Network Company has two type of distribution

system.

DEPOT SYSTEM:

In this system the company dispatches the lot of its product to Depot (At Present there are 5 depots in western U.P. Region. There are at Dehradoon, Meerut, Ghaziabad,

Noida, and Saharanpur) Staff which are company’s personal, then responsible for maintaining the constant & regular supply of soft drink in the area filling this

Territory.

Company- Depot - Dealer - Fat agent - Retailer/shoppers - consumers

( A mixture of 1 & 2 level channel of distribution)

AGENCY SYSTEM:

Under this system company appoint a agent or distribution for a area who then look after the demand & supply factor of its territory. The distribution then supply to the dealers though their own vehicle company sales team ( Sales executive & Sales officer monitor the activities of distribution & also make available the communication between dealer’s & company

Company Agent Dealer Consumer

( A2 Level Channel of distribution)

DISTRIBUTION CHANNEL OF HINDUSTHAN COCA-COLA

The distribution channel of product of any organization accounts a lot its success.

Hindustan Coca-Cola has maintained an effective and regular distribution network.

The company uses two types of channels.

DIRECT CHANNEL:

In This channel, the company dispatches the lot of its product of depot staff is than responsible for maintaining the constant and regular supply of soft in the area in its territory.

Company Agent Dealer Consumer

INDIRECT CHANNEL:

In this indirect Channel the company gives the franchise or agencies. The agency than supply to the dealer and retailers.

Company Agent Dealer Consumer

PROMOTION MIX OF HINDUSTAN COCA-COLA

The Hindustan Coca-Cola also plays a major and dominating role in advertising. In fact, parental company governs the company advertising. The Company invested 3-50 crore rupees on advertising.

The media of advertisement utilized by the company are as follow?

 Radio

 Television

 Hoarding

 Glow sings

 Stickers

 Screen Lights

 Banners

 News Papers

 Magazines

 Posters

 Exhibition

 Sponsoring Events

SALES PROMOTION TECHNIQUES OF THE COMPANY ARE AS

FOLLOW :

• Good advertising

• Effective Incentive Policy

• Use good quality of raw material

• Attractive Packaging 27

• Allotting S.G.A.S. (Refrigerator, Chest cooler, Table, Umbrella, Chair etc.) to

retailers.

• Decorating Retailers shop by display board, dealer’s board etc.

SWOT

ANALYSIS

SWOT OF COKE

Coca-Cola is the most widely known acceptable and admired trademark in the world.

Even though, I try to find out strength weakness opportunity and threats for Coca-

Cola.

STRENGTHOF COCA-COLA

• Coca-Cola is the most widely known accepted recognized and admired

trademark company in the world.

• The Company aim is to earn profit through consumer satisfaction.

• The world most effective and successive distribution system.

• Effective and effective labor force.

• Largest brand range by which sole volume is high

• A largest quantity of sales generating assets. In the market which help in

retailer and increase the sale volume.

WEAKENESSES OF COCA-COLA

• Extensive marketing and distribution network.

• Currency problem in key in transactional market.

• The price of soft is very high by which most of the consumer cannot purchase

it.

• Bottling system is very expensive. A large cast in curd in earring washing and

breaking the bottle.

• India is not good soft drink market is seasonable.

• The fluctuation in the policy of government create disturbance in the mind of

MNC’s.

• Different climates condition and paying copouts of consumer is different

region (our selling policy).

OPPORTUNITIES

• Rural area can become a good soft drink market so for soft drink could not

reach in rural area in whole shape, Coca-Cola Company can increase his sole

volume through good marketing in rural area.

• Most of the Indian would like to eat fruit and other related things. The Coca-

Cola Company can increase his brand range of the other type other type of

fruit flavors.

• In a country of 900 million people with a per capita consumption of soft drink

at only three, is very less. The consumption of soft drink an increase good

marketing activity and decreases the price.

THREATS

• In India government has no stability. After election every government want to

impose his policy and regulation in the country. Most of the people

multinational company should be imposed Bann so this is largest thrust for

Coca-Cola and other MNCS.

• In India, Pepsi is main competitor of Coca-Cola. So, Coca-Cola Company

should aware to the marketing strategy and policy of Pepsi.

• In India, many indirect competitors have tried to capture the soft drink market

like fruit, Jumpin etc. So these indirect competitors are threats for Coca-Cola.

PART-B

EFFECTIVE UTILIZATION OF

“PREE SELLING CONCEPT”

INTRODUCTION TO THE TOPIC

HYPOTHESIS

SAMPLING AND STATISTICAL TESTING

Research is conducted in order to determine the acceptability (or otherwise) of hypotheses. Having set up a hypothesis, we collect data which should yield direct information on the acceptability of that hypothesis. This empirical data requires to be

organised in such a fashion as to make it meaningful. To this end, we organise it into frequency distributions and calculate averages or percentages. But often, these statistics on their own mean very little. The data we collect often requires to be compared and when comparisons have to be made, we must take into account the fact that our data is collected from a sample of the population and is subject to sampling and other errors. The remainder of this paper is concerned with the statistical testing of sample data. One assumption which is made is that the survey results are based on random probability samples.

The null hypothesis:

The first step in evaluating sample results is to set up a null hypothesis (Ho). The null hypothesis is a hypothesis of no differences. We formulate it for the express purpose of rejecting it. It is formulated before we collect the data (a priori). For example, we may wish to know whether a particular promotional campaign has succeeded in increasing awareness amongst housewives of a certain brand of biscuit. Before the campaign we have a certain measure of awareness, say x%. After the campaign we obtain another measure of the awareness, say y%. The null hypothesis in this case would be that "there is no difference between the proportions aware of the brand, before and after the campaign",

Since we are dealing with sample results, we would expect some differences; and we must try and establish whether these differences are real (i.e. statistically significant) or whether they are due to random error or chance.

If the null hypothesis is rejected, then the alternative hypothesis may be accepted. The alternative hypothesis (H1) is a statement relating to the researchers' original hypothesis. Thus, in the above example, the alternative hypothesis could either be:

a. H1: There is a difference between the proportions of housewives aware of the brand, before and after the campaign, or b. H1: There is an increase in the proportion of housewives aware of the brand, after the promotional campaign.

Note that these are clearly two different and distinct hypotheses. Case (a) does not indicate the direction of change and requires a TWO-TAILED test. Case (b), on the other hand, indicates the predicted direction of the difference and a one-tailed test is called for. The situation when a one-tailed test is used are:

(a) comparing an experimental product with a currently marketed ones

(b) comparing a cheaper product which will be marketed only if it is not inferior to a current product.

Parametric tests and non-parametric tests

The next step is that of choosing the appropriate statistical test. There are basically two types of statistical test, parametric and non-parametric. Parametric tests are those which make assumptions about the nature of the population from which the scores were drawn (i.e. population values are "parameters", e.g. means and standard deviations). If we assume, for example, that the distribution of the sample means is normal, then we require to use a parametric test. Non-parametric tests do not require 34

this type of assumption and relate mainly to that branch of statistics known as "order

statistics". We discard actual numerical values and focus on the way in which things

are ranked or classed. Thereafter, the choice between alternative types of test is

determined by 3 factors: (1) whether we are working with dependent or independent

samples, (2) whether we have more or less than two levels of the independent

variable, and (3) the mathematical properties of the scale which we have used, i.e.

ratio, interval, ordinal or nominal. (These issues are covered extensively in the data

analysis course notes).

We will reject Ho, our null hypothesis, if a statistical test yields a value whose

associated probability of occurrence is equal to or less than some small probability,

known as the critical region (or level). Common values of this critical level are 0.05

and 0.01. Referring back to our example, if we had found that the observed difference

between the percentage of housewives aware of the brand from pre-to-post-campaign

could have arisen with probability 0.01 and if we had set our significance level in

advance at 0.05, then we would accept the Ho. If, on the other hand, we found the

probability of this difference occurring was 0.02 then we would reject the null

hypothesis and accept our alternative hypothesis.

Type I errors and type II errors:

The choice of significance level affects the ratio of correct and incorrect conclusions

which will be drawn. Given a significance level there are four alternatives to consider:

Figure Type I and type II errors

Correct Conclusion Incorrect Conclusion

Accept a correct hypothesis Reject a correct hypothesis

Reject an incorrect hypothesis Accept an incorrect hypothesis

Consider the following example. In a straightforward test of two products, we may

decide to market product A if, and only if, 60% of the population prefer the product.

Clearly we can set a sample size, so as to reject the null hypothesis of A = B = 50%

at, say, a 5% significance level. If we get a sample which yields 62% (and there will

be 5 chances in a 100 that we get a figure greater than 60%) and the null hypothesis is

in fact true, then we make what is known as a Type I error.

If however, the real population is A = 62%, then we shall accept the null hypothesis A

= 50% on nearly half the occasions as shown in the diagram overleaf. In this situation

we shall be saying "do not market A" when in fact there is a market for A. This is the

type II error. We can of course increase the chance of making a type I error which will

automatically decrease the chance of making a type II error.

Obviously some sort of compromise is required. This depends on the relative

importance of the two types of error. If it is more important to avoid rejecting a true

hypothesis (type I error) a high confidence coefficient (low value of x) will be used. If

it is more important to avoid accepting a false hypothesis, a low confidence

coefficient may be used. An analogy with the legal profession may help to clarify the

matter. Under our system of law, a man is presumed innocent of murder until proved

otherwise. Now, if a jury convicts a man when he is, in fact, innocent, a type I error

will have been made: the jury has rejected the null hypothesis of innocence although it

is actually true. If the jury absolves the man, when he is, in fact, guilty, a type II error

will have been made: the jury has accepted the null hypothesis of innocence when the

man is really guilty. Most people will agree that in this case, a type I error, convicting

an innocent man, is the more serious. 36

In practice, of course, researchers rarely base their decisions on a single significance test. Significance tests may be applied to the answers to every question in a survey but the results will be only convincing, if consistent patterns emerge. For example, we may conduct a product test to find out consumers preferences. We do not usually base our conclusions on the results of one particular question, but we ask several, make statistical tests on the key questions and look for consistent significances. We must remember that when one makes a series of tests, some of the correct hypotheses will be rejected by chance. For example, if 20 questions were asked in our "before" and

"after" survey and we test each question at the 5% level, then one of the differences is likely to give significant results, even if there is no real difference in the population.

No mention is made in these notes of considerations of costs of incorrect decisions.

Statistical significance is not always the only criterion for basing action. Economic considerations of alternative actions is often just as important.

These, therefore, are the basic steps in the statistical testing procedure. The majority of tests are likely to be parametric tests where researchers assume some underlying distribution like the normal or binomial distribution. Researchers will obtain a result, say a difference between two means, calculate the standard error of the difference and then ask "How far away from the zero difference hypothesis is the difference we have found from our samples?"

To enable researchers to answer this question, they convert their actual difference into

"standard errors" by dividing it by its standard deviation, then refer to a chart to ascertain the probability of such a difference occurring.

OBJECTIVE OF

THE STUDY

OBJECTIVE OF STUDY

PRIMARY OBJECTIVE:

The Objective to study the project “A MARKET SURVEY TO KNOW ABOUT

HOW EFFECTIVELY UTILIZE OF PREE SELLING IN MEERUT” on the behalf of EDS (Every Dealer Survey) conducted in Meerut of Vishnu Cold Drink (VCD is the largest distributer of COKE in Meerut).

SECONDARY OBJECTIVE:

The secondary objection of study is as:

• To find out EDS (Every Dealer Survey) of Vishnu Cold Drink (Depot) route

in Meerut.

• To find out the brand availability.

• To find out that reason on which the purchase of Coca-Cola depend.

• To find out the impact of Pree Selling.

• To find out the react of the shoppers about the Pree Selling.

• To find out the where the retailer want to register their complaints.

• SWOT Analysis

RESEARCH METHODOLOGY

We know that marketing basically consists of spotting the need of customer & meeting them in the best possible manner. Research plays a key role in the process starting with market measurement. Research helps the firm in every component of the total marketing task. It helps a firm in every component of the total marketing task. It helps a firm acquire a better understanding of the consumer, the competition and the environment. It also aids the

NEED & SIGNIFICANT OF THE –STUDY

The company controls more than half of the India soft drink market; it plans to maintain its need. The merchandising policy etc. it includes the survey to calculate the existing status of organizations brand visibility with respect to its competitors. The main source of information for this study was the retail outlets, the consumers & the company s personnel. The data collected for this project was primary data.

Making the census of the entire universe was not possible, hence, sampling becomes inevitable. The sample was designed keeping in view the sample unit the size of the sample.

DEVELOPING THE SAMPLING DESIGN

The sample was designed keeping in view the following components.

CHOOSING THE SAMPLE UNIT

For this project, simple random sampling was chosen, where each sample element has

a known & equal probability of selections.

CHOOSING THE SAMPLE SIZE

The sample size was chosen keeping in mind the size to be good enough to solve the purpose & should be in available time. So for Meerut market, the sample size was chosen to be 1500 retail outlets.

Approximately retail outlasts were observed for visibility of the product.

FIELD WORK

The fieldwork was conducted in accordance with the research methodology. Efforts have to be made to put respondents at ease & sometimes to overcome hostility.

Retailers are the final meeting ground between a company’s product & the consumer. Managing the retailer enhance the consumer buying experience. Product on the outlet’s shelf carets or S.G.A. a helps the consumer make his purchase with so many brands of competitors jostling for attention on the limited space in retailer’s store, merchandising ensures that our brands stand out. In short, effective visibility & merchandising on retail outlet offers more value to our consumers than our competitors. Thus even before company’s product is used, the very experience of buying it will gain an edge over competitors.

RESEARCH DESIGN

After defining the research problem, the choice of research design depends on the

depth & extent of data required the cost & benefits of research & the time

available for completing it. Research design is the actual blueprint of research

project, in the project the method of research used.

According to the visibility of the brands, like how many bottles & crates are

available in the outlet & how many crates are visible, whether S.G.A & the bottles

/cans inside it are visible. Also how many face on display’s are there of various brands . In this project research instruments used mainly are observation method

& interview method.

DATA COLLECTION

Data is the foundation of all marketing research. Data collection is an elaborate process in which the researcher makes a planned search for all relevant data.

Sample Size = 600(Outlet)

ANALYSIS & INTERPRETATION OF

DATA COLLECTED

DATA ANALYSIS AND INTERPRETATION

DATA ANALYSIS

The collected from the survey have studied and the findings are classify under the following.

RETAILER ANALYSIS

Main problem of a manufactures can broadly divided into two parts.

 Production

 Distribution

Every manufacturer attempt to producing the goods and services of best possible quality at minimum possible cost. This is only half success of a manufacturer. The success is completed when he makes these goods and services available at proper time and at right lace. It is not enough to produce the goods and service of best quality at minimum cost. It I equally important rather more important these goods and service must be paid available to the consumer at proper time and at proper place.For the

Coca-Cola product retailer plays key role because most of the consumer have no brand loyalty. In India soft drink market is based on easy availability

The following picture emerged from retailer survey

 All the retailer is satisfy with the supply of (HCCBL) depot.

 A slight increase in incentives & profits margin for retailer & dealer can boost

up Coca-Cola sale.

 Among Coca flavor, Thumps up in the number in sale of Meerut & Then Coke

& Limca.

CONSUMER ANALYSIS

Consumer is the king of market at this time, a manufactures produced only those goods which fore consumer the need and wants of customer. These fore consumer play very important role. All the marketing activity of all business and industrial enterprises of today go around the habit taste preferences and attitude of consumers.

All the effort is made to provide maximum satisfaction to the consumer. The consumer survey highlighted the following points:

1) Consumers are satisfied with the taste of all flavors.

2) All the group of consumers strongly felt the decrease in price could

win lot many consumers for soft drink; means the price of soft drink is

high.

3) Most of the consumer says that advertisement is having the significant

impact to be familiar with the company.

MARKET RESEARCH PROCESS

ROUTE RIDING

EVERY DEALER SURVEY

QUESTIONNAIRE

ROUTE RIDING

The beverage industries are to be more specific, the soft drink industries have one of the most active networks in term of its production, supply, distribution, marketing, consumption and also personal relations at the very second level of its distribution network. That is the reason it is some time said “very fast moving consumer goods.”

Rout riding is necessary for filling the consumer’s needs. It is one type of distribution channel for the product. Consumers always think that when they have needed the product, the product should be available.

During the very initial age there was a requirement to exercise rout riding, the objective of which was:

 To understand and analyze the market in its raw and basic form.

 To the gain deep knowledge of the merchandising and processing

activities of the rout agents and understand the beverage market.

 To undertake the comparative study of the various brands and flavor

packs of all existing beverages or soft drinks.

 To develop innovative ideas to enhance the distribution system.

Route riding is a basically accompanying Cock vans along with route agents and understanding the way. They conduct merchandising activities right from the charged vans leave the depot. The route riding phase was for the initial twenty days in which we had covered different routes of Vishnu Cold Drinks, Meerut.

The route riding is a crucial phase because the actual dealing with the customers can be very efficiently understood through this process which is important at all levels of decisions making in the industry.

The route i.e. the Coke vans were charged and left the depot by 8 am in the morning, accompanied by the salesman. The vans had to cover the entire route and the route agent had to do merchandising and sales against cash, which was a significant feature of this industry. The targets were given twice or thrice in a weak that was a challenge for them and after achieving these targets the salesman were awarded with some special incentives. As there exists a player like Pepsi. So it had a lot to do with schemes, discounts and other incentives.

The routes were allocated on the basis of individual areas and demand of the product in the particular area. The Salesman have been responsible for accomplishment of their sales targets on there routes and was given incentives on achieving the targets. Not only this Salesman also has responsibility of moving the flavors and packs in proportion along with the proper display of the product for proper visibility and arrangement of products in brand orders along with “VISI purity.”

The salesman had responsibility of setting up Monopoly Coke sales counters where no product except that of Coke would be available among the soft drinks and especially of Pepsi. These Monopoly sales counters enjoyed benefits in terms of discount, schemes VISI’s coolers (Fridges), display boards, glow signboards, wall paintings, banners, posters and other incentives.

The entire activities of the salesman was controlled by the Marketing

Developer (MD), who also assisted the salesman in achieving there targets and where in charge of the sales performance in there assigned areas. He was also concerned with the promotional activities on his routes and handling of policy matters in the corporate regarding supply to industrial canteens and cafeterias.

We as summer trainees were required to study and analyze the activities of salesman (first 20 days, Rout Riding), Marketing Developer & Marketing Developer

Executive (next 25 days, EDS), Sales Team Leader, Area Sales Manager and to be familiar with the market. We had been provided market analysis sheets by ASM, by help of this shit we have taken the EDS (every dealer survey) in the market of Meerut region.

THE OBSERVATIONS:

Are as follows:

The quantity of the cold and warm stocks of all brands and flavors available at the outlet along with the outlet details.

Inquiring about the satisfaction of the retailers in terms of sales of Coke products, schemes, discounts combo offers and the benefits of the promotional offers.

Inquiring about the behavior and the merchandising by the salesman, MD,

MDE to the retailer.

Inquire about the performance of the various brands and flavors packs and customer’s response to those brands or flavors and also to educate the retailers about various schemes and incentives to increase sales volume.

At last the assessment of the effectiveness of the promotional materials and activities liked Boards, Glow sign board, Signage, Wall paintings, Banners, Racks, counters, VISI’s Coolers and also impact of Nation wide advertising on brands loyalty by the customers.

The information so collected was required to be filled in the market analysis sheet

(specimen in next continuous pages) and reported to the ASM along with other information in order to their seriousness.

ROUTES OF MEERUT

 Shardhana

 Mawana

 Hasthanapur

 Dorala

 Shakotai

 Sarurpur

 Kurali

 Kankrkhara

Question No. 1:- Which brand you prefer to sale?

• PEPSI [ ]

• COKE [ ]

• OTHER [ ]

which brands they prefer to sale

OTHER 9%

PEPSI 28% COKE PEPSI OTHER COKE 63%

The most selling brand is Coke, it is preferred by the 63% in Meerut, then Pepsi

& Others (E.g.- Delight Sugar free, RC Cola).

Question No. 2:- How much crates do you sale in a day?

• 0-5 [ ]

• 5-10 [ ]

• 10 or more [ ]

Numbers of crates sold in a day

10 or more crates 18% 0-5 crates 5-10 crates 0-5 crates 5-10 crates 10 or more crates 25% 57%

According to survey we found that the sales of Soft Drink in Meereut which shows in Pie Chart are segmented according to the Outlet condition which is depend upon the Area of Population.

Question No. 3:- Are you satisfied with COKE products & its services?

• YES [ ]

• NO [ ]

number of customer satisfied with coke product & services

NO 33%

YES NO

YES 67%

In our survey we found that 67% shoppers are satisfied with the services of Coke

Products in Meerut.

Question No. 4:-Which brand is more profitable for you?

• COKE [ ]

• PEPSI [ ]

• OTHER [ ]

more profitable brands

OTHER 5%

PEPSI 36% COKE PEPSI COKE OTHER 59%

In our survey we found that Coke is more profitable brand in Meerut than Pepsi, because of Consumer Trust, its Promotional strategies, Services, Different flavors.

Question No. 5:-What mostly consumer preferred in cold drinks?

• COKE [ ]

• PEPSI [ ]

• OTHER [ ]

mostly consumer preferred in cold dinks

OTHER PEPSI 2% 26% COKE PEPSI OTHER

COKE 72%

In my survey I found that consumer preferred COKE, after that Pepsi because of quality and 3its test.

Question No. 6:- which brand of COKE the customer more likes to drink?

• THUMS UP [ ]

• COKE [ ]

• LIMCA [ ]

• SPRITE [ ]

• MAZAA [ ]

most likely brands of coke

MAZAA 18% THUMS UP THUMS UP SPRITE 36% 11% COKE LIMCA SPRITE MAZAA LIMCA COKE 21% 14%

In my survey I found that Thums-up which is preferred by the 36% of the select

Primary Data, Limca with 21%, Mazaa 18%, Coke 18% in Meerut.

Question No. 7:- Are you satisfied with the Salesman?

• YES [ ]

• NO [ ]

satisfied with the coke salesman

NO 42% YES NO YES 58%

In my survey I found that 58% of the Shoppers are satisfy with the salesman his behavior & services . 42% of the Shoppers are not satisfy with the salesman in

Meerut.

Question No. 8:- What is the reason do you think behind the low sales of the 350 ml

PET pack?

• HIGH PRICE

• CONSUMER INCONVINENCE

• POOR PACKAGING

• ADVERTISING

reason behind the low sale of 350ml pet pack

ADVERTISING HIGH PRICE 27% 32% HIGH PRICE CONSUMER UNCONVINENCE POOR PACKAGING ADVERTISING POOR PACKAGING CONSUMER 22% UNCONVINENCE 19%

In my survey in Meerut I found that the New launched PET pack of different flavors of the coke brand are ignored by the consumers because of – High Prices,

Advertising 27%, Poor packaging 22% , Inconvenience 19%

Question No. 9:- Does your salesman tell you about all the schemes and discount?

• YES

• NO

salesman tell about the proper schemes & discount

YES 45% YES NO NO 55%

In my survey I found that, 45% sales personnel tells about the schemes and discounts and 55% do not tell about it to them.

Question No. 10:- How often company official (S.E.) visit you in a month?

• Once

• Twice

• More

• No visit

sales executive visit in a month

No visit 27% Once 34% Once Twice More More No visit 11% Twice 28%

In my survey I found that sales personnel are 27% Shoppers says that Sales

Executive do not go fore any visit.

Question No. 11:-To whom do you want to register your complaints?

• Salesman

• Sales Execute

• Distributor

• Area Sales Manager

to whom the complaints will be register

Area Sales Manager 14% Salesman 26% Salesman Distributor 19% Sales Execute Distributor Area Sales Manager Sales Execute 41%

In my survey I found that Shoppers want to register their Complaints more by the Sales Executives comparison to the Salesman, Distributor & ASM.

Question No. 12:-Type of outlet is according to sale?

• Low Level

• Medium Level

• High Level

level of outlets according to sales

High Lev Low Level 28% 30% Low Level Medium Level High Lev

Medium Level 42%

In my survey I found that 28% of the Outlet are High Level, 30% Low Level,

42% of Medium level. These Level are according to the Per Crate Sales in

Meerut City.

FINDINGS

 The most selling brand is Coke, it is preferred by the 63% in Meerut, then

Pepsi & Others (E.g.- Delight Sugar free, RC Cola).

 According to survey we found that the sales of Soft Drink in Meereut which

shows in Pie Chart are segmented according to the Outlet condition which is

depend upon the Area of Population.

 In our survey we found that 67% shoppers are satisfied with the services of

Coke Products in Meerut.

 In our survey we found that Coke is more profitable brand in Meerut than

Pepsi, because of Consumer Trust, its Promotional strategies, Services,

Different flavors.

 In my survey I found that consumer preferred COKE, after that Pepsi because

of quality and 3its test.

 In my survey I found that Thums-up which is preferred by the 36% of the

select Primary Data, Limca with 21%, Mazaa 18%, Coke 18% in Meerut.

 In my survey I found that 58% of the Shoppers are satisfy with the salesman

his behavior & services . 42% of the Shoppers are not satisfy with the

salesman in Meerut.

 In my survey in Meerut I found that the New launched PET pack of different

flavors of the coke brand are ignored by the consumers because of – High

Prices, Advertising 27%, Poor packaging 22% , Inconvenience 19%

 In my survey I found that, 45% sales personnel tells about the schemes and

discounts and 55% do not tell about it to them.

 In my survey I found that sales personnel are 27% Shoppers says that Sales

Executive do not go fore any visit.

 In my survey I found that Shoppers want to register their Complaints more by

the Sales Executives comparison to the Salesman, Distributor & ASM.

 In my survey I found that 28% of the Outlet are High Level, 30% Low Level,

42% of Medium level. These Level are according to the Per Crate Sales in

Meerut City.

CONCLUSION

These findings are based upon Coke Brand percentage wise.

 In the survey we have found that 78% shopkeepers satisfied with behavior of

salesman and 22% shopkeepers non-satisfied.

 In the survey we have found that 74% shopkeepers says that the supply is

regular and 26% shopkeepers says non-regular.

 Analysis we have found that sales man visit at the shops 22% once, 40%

twice, 30% more and 8% no

 After analysis we found that Sales Executive visit at the shops 13% once, 42%

twice, 30% more and 7% no-visit.

 After analysis we have found that Distributor visit at the shops 11% once, 6%

twice, 5% more and 78% no-visit

 In the analysis we have found that 74%Retailers buy the Coke for brand

image, 12% for Relationship with salesman, 10% Relationship with S.E. and

4% for Discount.

 57% Retailers says that the sales man ensure the visi-Cool purity while 43%

says no.

 69% Retailers says that the sales man provide posters and stickers while 31%

says no.

 In the survey we have found that 78% Retailers says that the sales man or any

company’s representative listen their problems while 22% says no.

 After analysis we have found that 61% Retailers want to register their

complaints to salesman, 46% to sales executive, 6% to distributor, 32% to area

sales manager.

 In the survey we have found that sale of 21% shop are low level, 44% medium

level and 35% high level.

 So for the end of my Summer Training, I found that Coke’s ThumsUp Brand

is more demanded.

 It’s selling technique of route agents of the Coke which boost up the sale of

Coke.

 I found that the service of our distribution system is good in every area.

LIMITATION

1. Since finding is based on the survey of MEERUT, clear picture of Coca-

Cola in India can be predicted.

2. Time period is very short for the research report.

3. No. Of students/ youngster supersedes as interviewee than other group, it

mat affect results

4. Result on the basis of dealer survey may slightly differ from actual.

RECOMMENDAATIONRECOMMENDAATION

RECOMMENDATION

1. Salesman must be known about all the schemes.

2. Distributor should take retailers on account by meeting them individually.

3. Salesman should take every retailer from low level to high level at same

way

4. Dealer should, that much power, from which he / she can solve the

complaints / problems of retailers and customer.

5. Salesman should be co-operative in nature.

6. All brands in all package size should be made available to all outlets this

should be done by the survey conducted by the salesman.

BIBLIOGRAPHY

WEBSITE

www.cocacola.com.

www.google.com

BOOK CONCERN

1. Magazine Business World

Business India

Business Today

India Today

2. Research methodology C.R. Khotharia

3. Marketing Management PHILIP KOTLER

4. Marketing Research D.D. Sharma

Paul Gree

ANNEXURE

HINDUSTAN COCA-COLA BEVERAGES PVT. LTD.

1. Are you satisfied with your salesman behavior?

a. (Yes ) b. (No)

2. Is the supply to you regular and proper?

a. (Yes ) b. (No)

3. How many times in a day does your salesman visits your outlet?

a. Once b. Twice

c. More d. No visit

4. Does your salesman assure you all the brands availability?

a. (yes) b. (No)

5. Does your salesman tell you about all the schemes?

a. Thums-up UTC Yes No

b. Limca UTC Yes No

c. Sprite UTC Yes No

6. How often company official (S.E.) visit you in a month?

a. Once b. Twice

c. More d. No visit 77

7. How often distributor visits your outlet?

a. Once b. Twice

c. More d. No visit

8. The reason on which your purchase is dependent upon?

a. Brand image b. Relationship with salesman

c. Relationship with S.E. d. Discount

9. Does your salesman ensure you availability of posters & stickers?

a. (yes) b. (No)

10 Does any company representative (salesman) listen to your problem?

a. (yes) b. (No)

11. To whom do you want to register your complaints?

a. Salesman b. Sales Execute

c. Distributor d. Area Sales Manager

12. Type of outlet according to sale?

a. Low Level b. Medium Level c. High Level

Type Soft drink (Cola) Manufacturer The Coca-Cola Company Country of United States origin Introduced 1886 Color Caramel E-150d Cola, Cola Green Tea, Cola Lemon,

Flavor Cola Lemon Lime, Cola Lime, Cola

Orange and Cola Raspberry. Variants See Brand portfolio section below Pepsi

Irn Bru

RC Cola

Cola Turka

Zam Zam Cola

Mecca-Cola Related Virgin Cola products Parsi Cola

Qibla Cola

Evoca Cola

Corsica Cola

Breizh Cola

Afri Cola