to analysis working procedure of sales man towards retailers

Coca-Cola
Coca-Cola

Thanda

Submitted for: U.P. TECHNICAL UNIVERSITY, LUCKNOW In partial fulfillment of the requirement for the Degree of Master of Business Administration (MBA) Two Year Full Time Course (2006-08)

Under the guidance of: Mr. Vipin Nagar (Sales Executive)

Submitted by: Pradeep Kumar (M.B.A.) Roll No. 0624970040

SHRI RAM COLLEGE OF MANAGEMENT STUDIES NEAR ALMASPUR TELEPHONE EXCHANGE MUZAFFARNAGAR- 251001, (U.P).

DECLARTION
I, Pradeep Kumar, student of M.B.A Shri Ram College of Management Studies, Muzaffarnagar (Affiliated to U.P. Technical University, Lucknow) hereby declare that the project Report on WORKING OF SALESMAN WITH RETAILERS IN MUZAFFARNAGAR is my original work and has not been submitted by any other person to Hindustan Coca-Cola Beverages Pvt. Ltd., Naziabad and U.P. Technical University, Lucknow and Shri Ram College of Management Studies, Muzaffarnagar for the award of any Degree or Diploma. Further, I also declare that I have done my work sincerely and accurately, even then mistake or error has crept in, I shall most humbly request the readers to point out those errors or omissions and guide me for the removal of those errors in future. (Pradeep Kumar)

ACKNOWLEDGEMENT
I am thankful to Mr. Vipin Nagar Sales Executive, Muzaffarnagar Area whose guidance helped in fieldwork and accomplishment of this Research Report, I am also indebted to the faculty member of my institute especially our principal Mrs. Parul goyal & faculty member Mo. Aarif for this inspiration & help to complete this project . Finally I am fortunate to enjoy this raise opportunity to acknowledge the silent Cooperation & affection able behaviour of my family members, colleagues and well wishers ethic made possible the project Report completed.

(Pradeep Kumar)

PREFACE

A management graduate without practical experience is not a complete person. So the practical experience is very necessary for him. The real market experience makes him to develop organizational, managerial, personnel and environment learning skills. As an integral part of the curriculum all the M.B.A. student are required to undergo practical summer training in an industry. The main objective of this training is to supplement the student theoretical knowledge with exposure to practical operations of an organization or an industry.

In pursuance of the said required, I had my training in Coca-Cola (S.K. Trading Co. Muzaffarnagar). This company has the largest whole of the market.

INDEX

1Introduction 2Company Profile 3Product Profile 4Theoretical Aspect of Method 5Scope of the Study 6Objective of the Study 7Limitation

01 02 12 16 35 36 37

8Research Methodology 9SWOT Analysis 10Analysis of Data 11Questionnaire 12Result 13Suggestion & Recommendation 14Bibliography 82

38 42 46 77 79 81

INTRODUCTION

INTRODUCTION
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 popular drink in the middle class homes was sweetened lemon juice mixed with water knows as nimbu 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.

 According to estimates the current share of the various segments ( approximate) Cola - 57% Orange - 18% Lemon - 13% Other - 12%

CURRENT STATUS

COMPANY PROFIL

E

COCA-COLA

COMPANY PROFILE

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. Pembertons 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 Cs 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.

Color 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 CocaCola 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 Comapy soft drink operations. Back, the soda bottles were all very similar with Coca-Cola Being the Premium product, other companies were often tempted to sll their product as Coca-Cola. The answer was to create distinct

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

The Coca-Cola Company is the worlds largest beverage company and the most admired corporation in the United State of America. Coca-Cola is recognized as the worlds 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-lauched 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

enthusiasm And Vigor, Coca-Cola marked its relaunching by acquiring five parle Export ltd. Brands- Thumsup, Gold Spot, Citra, Limca and Maaza. Though the worlds largest distribution system, consumer in nearly 200 countries enjoy the companys 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

1.We will conduct our selves and our business activities with the highest standard of honesty, integrity and professionalism. 2.We will recognize the positive contributions that we make as individuals and them members to product our business success. 3.We will encourage a learning environment where people can constantly grow develop and contribute. 4.We will strive for excellence and seek continuous improvement in every thing we do. 5.We will respect all stockholders, including employees partners and suppliers and install them with a passion to deliver the highest quality goods and services. 6.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: 1The great corporate war between Cock & Pepsi, who have left no stone unturned for monopolizing the Indian soft drink market. 2The basic ideology of these two giants to promote soft drinks as a food item in India household and break the seasonal barriers.

3The 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. 4Present 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.

Now HCCB (P) Ltd. Unit NBD is a COBO operation, companys mission is that is HCC and CCI as they common objectives are: 2Profitability 3Sales Growth

COMPANYS OBJECTIVES & GOAL

4Market Share Improvement 5Retaining customers Loyalty 5Making good relation with dealers 6Best distribution system 7To continuously increase own share percentage in soft drinks.

ADVERTISING

Advertisement plays an important role in the success of our product since our first newspaper 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. 1923 The pause that Refreshes 1936 Its the Refresh thing to do 1942 Its the real thing 1944 Global High Sign 1959 Be really Refreshed 1963 Thing go better with cock 1969 Its the real thing 1970 Id like to buy the world a cock 1976 Cock adds life 1982 Cock is it! 1986 Catch the Wave 1989 You Cans beat the feeling 1993 Always Coca-Cola

1996 Always The Real Thing 1997 Cricket, Sleep Cricket Drink Only Coca-Cola 1998 Take Away The Real Refresher 1999 Pyaar Mohabbat Coca-Cola 2000 Jo Chaho Ho Jay, Coca-Cola Enjoy! 2001 Life Ho To Aisi 2002 Thanda Matlab Coca-Cola 2003 Jio Thanda Pio Thanda 2004 Thande Ka Tadka 2005 Ghar Mein Thanda Hai Na 2006 Piyo Sar Utha Ke 2007 Sabka Thanda Ek

PRODUCT PROFILE

PRODUCT PROFILE OF COCA-CALA BRANDS

CocaCola Fanta Thumps- Up Maaza Limca Maaza Tetra Pack Sprite Kinley Soda Kinley Water Diet Coke - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml (Cane). - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml (Cane). - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml (Cane). - 250 ml (R.G.), 600 ml (Pet). - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml (Cane). - 200 ml - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml (Cane). - 300 ml, 600 ml (Pet). - 500 ml, 1.0 lt., 2.0 lt. (Pet). - 600 ml.

PRODUCTION PROCESS OF COCA-COLA COMPANYS PRODUCT

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 steps:

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

PREPARATION

OF SUGAR SYRUP:

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.

FILINF 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 carates, stored and then ship to the agency/deport from where demand comes. Per day productions at HCCBNW (P) Ltd., Unit Najibabad Per day productions of aerated (soft Drink) assembly line in 30800 carates (in 24 Hrs.) Which comes out to 30800X24 = 739200 botles 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 dont 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 favour 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 Under perfect competition there can be only one price for a commodity at a given time

1.PEREFC

MARKET :

2.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. Marketing is a system of business action designed to plan, price Marketing is a business process by which products are matched swith markets and though which transfer of ownership are effected. This approach is the roles approach, where the emphasis is mainly on selling the product.

MAIN DEFINITION IS AS FOLLOWS

promote is distribute want satisfying good to services to market. Integration of elements of marketing into a mix attaining objectives of a firm is called Marketing Mix.

MARKETING MIX

ELEMENTS OF MARLETING MIX:

Marketing Mix denotes a combination of various elements which in their totality constitute a firms marketing system Mc. Carthy proposed a four+element classification of these fools the four PS 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.)

 Variety Quality Design Product Assessments Features Brand Name Packaging Size Service Warranties Returns List Price Promotion Discounts Allowances Payment Period

MARKETING MIX

Channels

Coverage Place Location Inventory Transport

Sales Advertising Sales Force Public

Relations Credits Terms Marketing Direct

PRODUCT MIX
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 MIX:
It refers to the amount of money that customers pay for the product or services and in return producer 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 companys image or its individuals 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.

MARKETING MIX OF HINDUSTAN COCA-COLA BOTTLING NORTH WEST PBT. LTD, UNIT NAJIBABAD

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
1. CocaCola

SKUs ( stock keeling units) - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet),

330ml (Cane). 2. Fanta (Cane). 3. Thumps- Up (Cane). 4. Maaza 5. Limca (Cane). 6. Maaza Tetra Pack - 200 ml 7. Sprite 8. Kinley Soda 9. Kinley Water 10. Diet Coke - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml (Cane). - 300 ml, 600 ml (Pet). - 500 ml, 1.0 lt., 2.0 lt. (Pet). - 600 ml. - 250 ml (R.G.), 600 ml (Pet). - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml - 200 ml, 300ml (R.G.), 600 ml, 2.0 lt. (Pet), 330ml

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 330ml 200ml 600ml 2Lt. 600 ml (Maaza) 1200 ml (Maaza) Price of Muzaffarnagar 500/- Carate of 24 Bottles 146/- Carate of 24 Bottles 444/- Carate of 24 Bottles 410/- Carate of 09 Bottles 552/- Carate of 24 Bottles 492/- Carate of 12 Bottles

DISTRIBUTION NETWORK

A distribution network is a key external resource. Normally it takes years to build and its 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.

 a)BIJNOR b)BULLAND SHAHAR c)DEHRADOON d)GHAZIABAD e)HARIDWAR f)MEERUT g)MUZAFFARNAGAR COVERAGE AREA OF HCCBNW (P) Ltd. NBD Maximum area of north western UP. Is Served HCCBNW (P) Ltd. Unit Najibabad.

DISTRIBUTION MIX OF HCCBNWPL, NAJBAHAD

h)PAURIGARHWAL i)SAHARANPUR j)TEHTI GARHWAL k)UTTAP KASHI l)GAUTAM BUDH NAGAR Hindustan Coca-Cola bottling North West (P) Ltd. Unit Najibabad has maintained an effective and regular. Distribution Network Company has two type of distribution system.

DEPOT SYSTEM:
Depot (At Present there are 5 depots in western U.P. Region. There are at Dehradoon, Meerut, Ghaziabad, Noida, and Saharanpur) Staff which are companys personal, then responsible for maintaining the constant & regular supply of soft drink in the area falling this Territory. Consumer Comaany Depot Dealar In this system the company dispatches the lot of its product to

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

Fat Agents

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 dealers & company Company ( A2 Level Channel of distribution) Agent Dealer Consumer

DISTRIBUTION CHANNEL OF HINDUSTHAN COCACOLA

The distribution channel of product of any organization accounts a lot for 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:
Company As per my research in MZN Area. Then four DISTRIBUTERS Agent Dealer Consumer In this indirect Channel the company gives the franchise or agencies. The agency than supply to the dealer and retailers.

1)KUMAR DRINKS 2)S.K. TRADING COMPANY 3)TRIUPATI AGENCY 4)BAWA TRADERS I had completely my training at KUMAR DRINKS Number of fat agent in Kumar Drink- 07 Route of Kumar Drink 05 Approx No of Shop- 280 Approx

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. 1Radio 2Television 3Hoarding 4Glow sings 5Stickers 6Screen Lights 7Banners 8News Papers 9Magazines 10Posters 11Exhibition 12Sponsoring Events The media of advertisement utilized by the company are as follow?

SALES PROMOTION TECHNIQUES OF THE COMPANY ARE AS FOLLOW

2Good advertising 3Effective Incentive Policy 4Use good quality of raw material 5Attractive Packaging 6Allotting S.G.A.S. (Refrigerator, Chest cooler, Table, Umbrella, Chair etc.) to retailers. 7Decorating Retailers shop by display board, dealers board etc.

SCOPE OF THE STUDY


SCOPE OF STUDY

The research entitled A MARKET SURVEY TO KNOW THE WORKING OF SALESMAN WITH RETAIL IN MUZAFFARNAGAR has been conducted in Muzaffarnagar & side by side we have also tried to find out the objective.

OBJECTIVE OF THE STUDY

OBJECTIVE OF STUDY

PRIMARY OBJECTIVE:

 The Objective to study the project A MARKET SURVEY TO KNOW THE WORKING OF SALESMAN WITH RETAIL IN MUZAFFARNAGAR require.
SECONDARY

OBJECTION:

The secondary objection of study is as: 3To find out the brand availability. 4To find out that reason on which the purchase of Coca-Cola depend. 5To find out the where the retailer want to register their complaints. 6SWOT Analysis

LIMITATION

LIMITATION
1.Since finding is based on the survey of Muzaffarnagar, clear picture of CocaCola 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.

RESEARCH METHODOLOGY


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 organization s 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 SAMLING 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 tine. So for Muzaffarnagar market, the sample size was chosen to be 200 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 companys product &

the consumer. Managing the retailer enhance the consumer buying experience. Product on the outlets shelf cartes 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 retailers 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 companys 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 displays 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 = 200

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
2.Coca-Cola is the most widely known accepted recognized and admired trademark company in the world. 3.The Company aim is to earn profit through consumer satisfaction. 4.The world most effective and successive distribution system. 5.Effective and effective labor force.

5.Largest brand range by which sole volume is high 6.A largest quantity of sales generating assets. In the market which help in retailer and increase the sale volume.

WEAKENESSES OF COCA-COLA
3.Extensive marketing and distribution network. 4.Currency problem in key in transactional market. 5. The price of soft is very high by which most of the consumer cannot purchase it. 6.Bottling system is very expensive. A large cast in curd in earring washing and breaking the bottle. 6.India is not good soft drink market is seasonable. 7.The fluctuation in the policy of government create disturbance in the mind of MNCs.

7.Different climates condition and paying capauts of consumer is different region (our selling policy).

OPPORTUNITIES
4.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. 5.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. 6.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

 5.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 Banne so this is Larget thrust for Coca-Cola and other MNCS. 6.In India, pepsi is main competitor of Coca-Cola. So, Coca-Cola Company should aware to the marketing strategy and policy of pepsi. 7.In India, many indirect competitors have tried to capture the soft drink market like fruit, Jumpin etc. So these indirect competitors are threats for CocaCola. 7.Many fruit flavor like dabour fruit juice and other have come in the market. it is also threats for Coca-Cola

ANALYSIS OF DATA

DATA ANALYSIS
The collected from the survey have studied and the finding are classified under the following.

RETAILER ANALYSIS
Main problem of a manufactures can broadly divided into two parts. 6.Production 7.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.

1. 2. can 3. & Then Coke & Pepsi. Among Coca flavor, Thumps up in the number in sale of Muzaffarnagar boost up Coca-Cola sale. A slight increase in incentives & profits margin for retailer & dealer All the retailer is satisfy with the supply of (HCCBL) depot.

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 should be decreases there fore company should reduce his advertisement policy.

1. ARE YOU SATISFIED WITH YOUT SALESMAN BEHAVIOR

YES NO

156 44

78% 22%

SAMPLE SIZE = 200

 YES NO

78% 22%

22%

Yes No

78%

In the survey we have found that 78% shopkeepers satisfied with behavior of salesman and 22% shopkeepers nonsatisfied.

2. IS THE SUPPLY TO YOU REGULAR AND

PROPER?

YES NO

148 52

74% 26%

SAMPLE SIZE = 200

 YES NO

74% 26%

26%

Yes No

74%

In the survey we have found that 74% shopkeepers says that that the Supply is regular and 26% Shopkeepers Says nonregular

3. HOW MANY TIMES IN A DAY DOES YOUR SALESMAN VISITS YOUR OUTLET?

Once Twice More No Visit

44 80 60 16

22% 40% 30% 8%

SAMPLE SIZE = 200

Once 22% Twice 40% More 30% No Visit 8%

8%

22% Once Twice More No Visit 40%

30%

After analysis we found sales man visit at the shop 22% once, 40% twice, 30% more and 8% no visit.

4. DOES YOUR SALESMAN ASSURE YOU ALL THE BRANDS AVAILABILITY

YES NO

170 30

85% 15%

SAMPLE SIZE = 200

Yes No

85% 15%

15%

Yes No

85%

85% Retailers Says that the sales man provide all brands while 15% says no.

6. HOW OFTEN COMPANY OFFICIAL SALES EXECUTIVE VISIT YOU IN A MONTH?

Once Twice More No Visit

26 76 84 14

13% 38% 42% 7%

SAMPLE SIZE = 200

Once 13% Twice 38% More 42% No Visit 7%

7%

13%

42% 38%

Once Twice More No Visit

After analysis we have found that Sales Executive visit at the shops 13% once, 38% twice, 42% more and 7% no-visit

7. HOW OFTEN COMPANY OFFICIAL (S. E. VISIT YOU IN A MONTH?

Once Twice More No Visit

22 12 10 156

11% 6% 5% 78%

SAMPLE SIZE = 200

Once 11% Twice 6% More 5% No Visit 78%

11% 6% 5% Once Twice More No Visit

78%

After analysis we have found that Distribution visit at the shops 11% once, 6% twice, 5% more and 78% no-visit.

8. THE REASON ON WHICH YOUR PURCHASE IS DEPENDENT UPON?

Brand Image Relationship with sales man Relationship with S.E. Discount

148 24 20 156

74% 12% 10% 78%

SAMPLE SIZE = 200

Brand image Relationship with sales man

74% 12%

Relationship with S.E. Discount

10% 4%

10% 12%

4% Brand image Relationship with salesman Relationship with S.E. Discount

74%

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

 9. DOES YOUR SALESMAN ENSURE YOUR VISICOOL PURITY?

YES NO

114 86

57% 43%

SAMPLE SIZE = 200

Yes No

85% 15%

43% 57%

Yes No

 57% Retailers says that the sales man ensure the visi-cool purity while 43% says no.

10. DOES YOUR SALESMAN ENSURE YOUAVAILABILITY OF POSTERS & STICKERS?

YES NO

138 62

69% 31

SAMPLE SIZE = 200

Yes No

85% 15%

31%

Yes No 69%

69% Retailers says that the sales man provide posters and stickers while 31% say no.

11. DO ANY COMPANYS REPRESENTATIVE

(SALESMAN) LISTEN TO YOUR PROBLEM?

YES NO

156 44

78% 22%

SAMPLE SIZE = 200

Yes No

85% 15%

22%

Yes No

78%

In the survey we have found that 78% Retailers says that the sales man or any companys representative listen their problems while 22% says no.

 TO WHOM DO YOU WANT TO REGISTER YOUR COMPLAINTS?

Sales Man Sales Executive Distributors. Area Sales Manager

32 92 12 64

16% 46% 6% 32%

SAMPLE SIZE = 200

Sales Sales Executive Distributors Area Sales Manager

16% 46% 6% 32%

16% 32% Once Twice More No Visit 6% 46%

After analysis we have found that 16% Retailers want to register their complaints to Salesman, 46% to sales executive, 6% to distributor, 32% to area sales manager.

13. TYPE OF OUTLET ACCORDING TO SALE?

Low Level

42

21%

Medium Level

88

44%

High Level

70

35%

SAMPLE SIZE = 200

Yes No

85% 15%

21% 35% Low Level Medium Level High Level

44%

In the survey we have found that sale of 21% shop are low level, 44% medium level and 35 % high level.

QUESTIONNAIR E

HINDUSTAN COCA-COLA BEVERAGES PVT. LTD. QUESTIONAIRE

1. 2. 3.

Are you satisfied with your salesman behavior? a. (Yes ) b. (No)

Is the supply to you regular and proper? a. (Yes ) b. (No)

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

 4. 5. 6. 7. 8.

a. Once c. More

b. Twice d. No visit

Does your salesman assure you all the brands availability? a. (yes) b. (No)

Does your salesman tell you about all the schemes? a. Thums-up UTC b. Limca UTC c. Sprite UTC Yes Yes Yes No No No

How often company official (S.E.) visit you in a month? a. Once c. More b. Twice d. No visit

How often distributor visits your outlet? a. Once c. More b. Twice d. No visit

The reason on which your purchase is dependent upon? a. Brand image c. Relationship with S.E. b. Relationship with salesman d. Discount

 9. 10 problem? 11. 12. Type of outlet according to sale? a. Low Level b. Medium Level c. High Level To whom do you want to register your complaints? a. Salesman c. Distributor b. Sales Execute d. Area Sales Manager a. (yes) b. (No) Does any company representative (salesman) listen to your Does your salesman ensure you availability of posters & stickers? a. (yes) b. (No)

RESULT

RESULT
1In the survey we have found that 78% shopkeepers satisfied with behavior of salesman and 22% shopkeepers non-satisfied. 2In the survey we have found that 74% shopkeepers says that the supply is regular and 26% shopkeepers says non-regular. 3Analysis we have found that sales man visit at the shops 22% once, 40% twice, 30% more and 8% no-visit. 4After analysis we found that Sales Executive visit at the shops 13% once, 42% twice, 30% more and 7% no-visit.

 5After analysis we have found that Distributor visit at the shops 11% once, 6% twice, 5% more and 78% no-visit 6In 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. 757% Retailers says that the sales man ensure the visi-Cool purity while 43% says no. 869% Retailers says that the sales man provide posters and stickers while 31% says no. 9In the survey we have found that 78% Retailers says that the sales man or any companys representative listen their problems while 22% says no.

10After 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. 11In the survey we have found that sale of 21% shop are low level, 44% medium level and 35% high level.

SUGGESTION AND

RECOMMENDATION

SUGGESTION & 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

BOOK CONCERN

1. Magazine

Business World

Business India Business Today India Today

2. Research methodology

C.R. Khotharia

3. Marketing Management

R.S.N. Pillai P. Kotlar

4. Marketing Research

D.D. Sharma Paul Green

5. Industrial Marketing