Professional Documents
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Chapter 1
Executive Summary
1..EXECUTIVE SUMMARY
Coca-Cola, the product that has given the world its best-known
taste was born in Atlanta, Georgia, on May 8, 1886. Coca-Cola
Company is the world’s leading manufacturer, marketer and
distributor of non-alcoholic beverage concentrates and syrups,
used to produce nearly 400 beverage brands. It sells beverage
concentrates and syrups to bottling and canning operators,
distributors, fountain retailers and fountain wholesalers. Coca-Cola
was first introduced by John Syth Pemberton, a pharmacist, in the
year 1886 in Atlanta, Georgia when he concocted caramel-colored
syrup in a three legged brass kettle in his backyard. He first
“distributed” the product by carrying it in a jug down the street to
Jacob’s Pharmacy and customers bought the drink for five cents at
the soda fountain. Carbonated water was teamed with the new
syrup, whether by accident or otherwise, producing a drink that
was proclaimed “delicious and refreshing”, a theme that continues
to echo today wherever Coca-Cola is enjoyed. Coca-Cola
originated as a soda fountain beverage in 1886 selling for five
cents a glass. Early growth was impressive, but it was only when a
strong bottling system developed that Coca-Cola became the
world-famous brand it is today. CocaCola was the leading soft
drink brand in India until 1977, when it left rather than reveal its
formula to the Government and reduce its equity stake as required
under the Foreign Regulation Act (FERA) which governed the
operations of foreign companies in India. In the new liberalized and
deregulated environment in 1993, Coca-Cola made its re-entry into
India through its 100% owned subsidiary, HCCBPL, the Indian
CHAPTER -2
2..OBJECTIVES OF STUDY
CHAPTER -3
RESEARCH METHODOLOGY
3..RESEARCH METHODOLOGY
CHAPTER 4
REVIEW OF LITERATURE
MARKETING STRATEGY
-- Joseph Johnson
The article illustrates the five keys that businesses must implement
to be successful: Creating a brand strategy, managing a brand
image through marketing, differentiating from competitors, creating
added value perception for the service marketed and maintaining a
client base while attracting new clients. All these together leverage
the potential of a firm to overcome perils in a competitive economy.
CHAPTER 5
5.1 MARKETING
What exactly is marketing? What role does it play in our lives and
of what importance is it to us? To me in the beginning it seemed
like a complicated topic and to the others a dry one, but as I read
on this topic I found that whether we like it or not, we are all a part
of this big game. We cannot escape from it, and at present it is one
of the most happening things in the business industry. We are
usually ignorant about how a product comes to us; we don't give
much thought to it. We merely go to a shop buy the product and
use it. If we study closely we would realize that there's a long
process before a product can be manufactured and after
manufacturing how it finally reaches us. In this talk I would like to
give everyone here a broad idea of how marketing works.
So let's begin with the definition of marketing:
The other reason could be that the quality is low in order to make it
a low cost product or if the quality drops with time. In such a case,
due to its name the product will sell while but sooner or later its
sales rate will drop. The third and most dangerous for the
cessation of demand of a product is competition. If the competitive
item is superior in quality and more affordable, it can result in the
failure of a long-standing product. Therefore every manufacturer
and the marketer have to always be alert, lest another product
takes over the market. They need to always come up wit
interesting schemes that can tempt the public.
5. Decline: Once the saturation point has reached its peak, the
product inevitably enters the decline stage. The sales drop, the
competition becomes strenuous; the value of the product slowly
drops with time in the market. The companies often cannot afford
to keep spending on advertising, thus the product declines and
gradually disappears from the market.
FIG : A
5. MARKET-
Some label their products very high to show that they are of a
higher class, and the other products of the same type are forced to
quote as high as the others so that the customers value their
products also and don't doubt their product.
At the planning and decision making level, much thought has to be
given to appropriate pricing.
The other thing that falls under the product mix is brand. This
again has something to add to the success of a product the brand
name identifies a product in the eye of the consumer. It also
simultaneously makes itself unique by its name showing that it
stands or can be recognized by a certain particular name. if the
brand name is catchy and wee chosen it can help immensely in
advertising and promoting the product. Once the brand name
clicks and catches people's attention, it becomes part of their
active vocabulary even without revealing it. The best example is:
what we call Scotch tape is not the exact word for it, it is actually
called cellophane but now the common word for it now has
become scotch tape. The other examples are the use of the words:
Band-Aid, Fiberglass, and Velcro.
DISTRIBUTION MIX
The main products which are immediately are the raw material
products, especially the vegetable prices soar up immensely. On a
normal day a kilo of tomatoes would cost around 7 rupees, and
after the hike in the fuel the price goes up to as much as 20
rupees. And when the fuel prices increase too much, then there
are immediately transport strikes, a very common site in India.
Transport costs have to be always kept at the minimal. To avoid
extra expenditure, trucks transporting goods avoid the express
roads in order to avoid the toll. Efficient distribution of a product
can play a big role in its success by getting the product at the right
time to right people at the time of their need.
PRICE MIX
Price determines the value of a product as already seen earlier.
So, deciding and fixing any price for a product is very important in
order that the product gets the required profit as well as is
affordable.
These days very often we hear 'bilkul muft', but before getting into
the temptation one should wait and think that nobody is waiting to
give free products, so it means that there is much more to it than
we can actually see.
PROMOTION MIX
The fact that the companies are willing to spend so much implies
that it must certainly be helping them. What in fact happens is that
when the ad and its message keep on going in front of eyes, it
enters into us subconsciously. The advertisers basically rub it into
us, so that next time we go to the market we are reminded of this
ad and we feel like trying out this product.
A good example to show this magic which used these stars is the
Pepsi Company which profited by a huge amount. Coca-cola in the
late 50's outsold Pepsi by 10 to 2, which means that for every 10
bottles Coke sold Pepsi sold only 2. Coke had got into the people's
mind and had already built up a powerful position, so now what
could Pepsi do against such a strong rival?
think that he was all young and a chill out guy like the people he
sees on the screen would think that by drinking a Pepsi he would
convince himself as well as the others that he is very young. After
all everyone likes to be young and be a 'mast' guy!!
These days some of the ads give just the minimal information, they
just show one striking sentence or a small part of the ad, this
makes the public wonder what it is about or wait for the rest of the
advertisement. This technique is used in publicity of films, actors
and songs are shown but no the name of the films, this keeps the
public's interest constant.
POPULATION:
WARS:
NATRUAL CALAMITIES:
These are not predictable and can up turn the market totally.
Obviously in a flood stricken area no one's going to buy Coke or
Pepsi. It's very unfortunate and these can do irreparable damage
to human lives as well as the market.
These are some of the main things that affect the market, and then
obviously there can be political misbalance, corruption, revolutions
that can have an important hand.
CONCLUSION
I would like to conclude by saying that now it's the buyer's market
unlike earlier, the attitude of manufacturers and marketers have
changed immensely. Marketing for a product has become
essential due to competition. in this fast moving world of exchange,
where business has become the method of working, it's still up to
each individual whether or not to get carried away into this rat
race. But at this moment, whether we like it or not marketing is a
part of our lives from which we have no practical escape.
INTRODUCTION
MEANING OF STRATEGY
NATURE OF STRATEGY
IMPORTANCE OF STRATEGY
With all the benefits listed above, it is quite clear that strategy
forms an integral part of an organization and is the means to
achieve the end in an efficient and effective manner
5.7 PRICING-INTRODUCTION
IMPORTANCE OF PRICING
advantage of their customers. Prices set too high can also impact
revenue as it prevents interested customers from purchasing the
product. Setting the right price level often takes considerable
market knowledge and, especially with new products, testing of
different pricing options.
• Trigger of First Impressions - Often times customers’
perception of a product is formed as soon as they learn the price,
such as when a product is first seen when walking down the aisle
of a store. While the final decision to make a purchase may be
based on the value offered by the entire marketing offering (i.e.,
entire product), it is possible the customer will not evaluate a
marketer’s product at all based on price alone. It is important for
marketers to know if customers are more likely to dismiss a
product when all they know is its price. If so, pricing may become
the most important of all marketing decisions if it can be shown
that customers are avoiding learning more about the product
because of the price.
• Important Part of Sales Promotion – Many times price
adjustments is part of sales promotions that lower price for a short
term to stimulate interest in the product. However, as we noted in
our discussion of promotional pricing in Part: 15: Sales Promotion
tutorial, marketers must guard against the temptation to adjust
prices too frequently since continually increasing and decreasing
price can lead customers to be conditioned to anticipate price
reductions and, consequently, withhold purchase until the price
reduction occurs again.
(2) Competitors
If the business is a monopolist, then it can set any price. At the
other extreme, if a firm operates under conditions of perfect
competition, it has no choice and must accept the market price.
The reality is usually somewhere in between. In such cases the
chosen price needs to be very carefully considered relative to
those of close competitors.
(3) Customers
Consideration of customer expectations about price must be
addressed. Ideally, a business should attempt to quantify its
demand curve to estimate what volume of sales will be achieved at
given prices
CHAPTER 6
INTRODUCTION OF COCA COLA
COMPANY
FOUNDED : 1926
INDUSTRY : BEVERAGES
CHAPTER -7
INDUSTRIAL PROFILE
INTRODUCTION
1988
Final approval for the Pepsi food limited
project granted by the Cabinet
committee on economic affairs of the
Rajeev Gandhi Government.
1993
Pepsi launches Teem and Slice to
counter Limca and Maaza respectively
from Parle. Pepsi captures about 30%
market share in about two years.
name Aquafina.
2000
Coca-Cola Indian has registered a
growth of 18th percent in its net sale
during the first quarter of the current
fiscal year.
is very effective.
2001
Coca-Cola upgraded from 1.5 ltr. To 2
ltr.
• Ingredient Delivery
• Filling
• Capping
• Labeling
• Coding
• Inspection
• Packaging
CHAPTER – 8
1.COKE
2.THUMPS-UP
3.LIMCA
4.FANTA
5.MAAZA
6.KINLEY SODA
7.SPRITE
8.KINLEY WATER
9.MINUTE MAID
PEPSI
PEPSI IN INDIA
CADBURYSCHWEPPES
Nestlé:
Dabur:
CHAPTER -9
COCA COLA MARKETING STRATEGIES
MARKETING STRATEGY
The soft drink market all over the world as been witnessing a
neck-to-neck battle between the two major players; Coca-
Cola and Pepsi since very beginning. The thirst quenchers
are trying hard to have the major piece of the apple of overall
carbonated soft drink market. Both the players are spending
their energies in building capacity, infrastructure, promotional
activities etc.
The two warriors are face to face once again here in India
with different strategies and policies to attack at rival Coca-
Cola is focusing upon the joint ventures with the existing
9.2 ADVERTISING
6.Diet the exiting add. on the pool with fall swing calling
“Taste The Power Of One Calorie”.
p Radio.
p T.V.
p Hoardings.
p Road signs.
p Sticker.
p Neon light.
p Banners.
p Newspaper.
p Magazines.
p Exhibition.
p Posters.
p Sponsoring local events.
1928 was also the first year the Olympic flame was lit,
and women were invited to compete.
2004 2006
1. Good Advertising.
2. Effective Incentive Policy.
3. Quality.
4. Wide & Deep Distribution System.
5. Attractive packaging.
6. Allotting SGA’S (Refrigerator, Chest cooler, Table
Umbrella, Chairs etc.) to retailers.
7. Decorating Retailers shop by display board,
dealer’s board etc.
Coca-Cola Cricket
India, one of the first few strategic markets to roll out the
‘Coca-Cola Open Happiness’, follows its immensely
successful launch in the US.
Coca-Cola Concerts
Chapter – 10
COMPANY’S STATUS
BOARD OF DIRECTORS
CHAPTER – 11
LATEST UPDATES
New Delhi, Apr 1 2009 Soft drinks major Coca Cola has
pulled off an on-air coup against arch rival Pepsi in the much
anticipated upcoming T20 Indian Premier Leauge (IPL) by
successfully signing as one of the associate sponsors with
broadcaster Set Max.
CHAPTER – 12
SWOT ANALYSIS
SWOT ANALYSIS
STRENGTHS
WEAKNESS
2. Unskilled labour.
OPPORTUNITIES
1. Wide market.
2. Good rural market.
3. Direct distribution.
THREATS
1. Stiff competition.
CHAPTER – 13
As Per The Analysis Coca Cola Coolers were Presents In All The
Retail Outlets were I conducted my survey. As per my findings
coca cola cooler are mostly present in retail outlet who are the
largest seller of coke. The coke company usually setup sales
target for the retail outlet if the target is achieved by the respective
outlet it provide the cooler in kind to the outlets.
Yes,most of the biggest outlets usually kept the visi cooler in the
prime position,so as to attract the customer who passed by.
Yes 80% of visi cooler light was working and 20% of visi cooler
light was not working to save electricity consumption at the time
of load scheduling.
Yes, 90%of retail outlet has different size of coca cola product
like mazza was available in threedifferent size
i.e200ml,1.25l,and pets.
And 10% of retail outlet does not have different size as the
retail outlet was located near school and colleges.
Q.8 Which drink do people prefer in coca cola product in your retail
outlet?
Mirinda and 7up are in same ratio i.e if in case Fanta and
Sprite are not available 20% of consumer can switch over to
coca cola competitive product.
As per my findings, major consumer was for coca cola that amount
to 60%.and rest for pepsico.
In coca cocla brand the sprite is among the highest saleable drink
i.e 30%.And in coca cola brand mostly all the drinks are highly
consume by the customer.As per my analysis Mazza share25%
and same in the case of 25%coke.
The taste is what the consumer generaly prefer hence 45% of the
consumer give more important towards the taste of the Coca Cola
brand.
And the third important factor is the bnrand name that is created by
heavly investing in advertisements and pay high amount of perks
to grab the Biggest brand ambassdor.
CHAPTER – 14
CHAPTER - 15
CONCLUSION
CHAPTER - 16
REFERENCE SECTION
16.1QUESTIONNAIRE
ADDRESS:-
PHONE NO:-
yes no
Q.2 Is the cooler as per standard?
yes no
Q.3 Is the visicooler in the prime position?
yes no
Q.4 Is the visicooler in a working condition?
yes no
Q.6 Is the product of coca cola available?
yes no
Yes No
Q.8 Which drink do people prefer in coca cola product in your retail
outlet?
Sprite Mazza
yes No
Mirinda Slice
7up Dukes
Bisleri
MALE FEMALE
BELOW 15 15-25
26-35 36&above
Q.3 DO YOU PREFER SOFT DRINK?
YES NO
MIRINDA PEPSI
SLICE 7UP
Q.6 WHICH PRODUCT OF COCA COLA DO YOU GENERALY
CONSUME?
COKE SPRITE
FANTA MAZZA
PACKAGING PRICE
Yes No
Q.9WHICH SOFT DRINK ADVERTISEMENT HAS AN IMPACT
ON YOUTO BUY THAT PARTICULAR DRINK?
SLICE SPRITE
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16.2 APPENDIX
INTRODUCTION
PRODUCT DEVELOPMENT
PRODUCT PROMOTION
Advertising
PRODUCT DIFFERENTIATION
PRODUCT PRICING
PRODUCT ENHANCEMENT
CONCLUSION
FEB,ECONOMICS TIMES
ECONOMICS TIMES
16.3 BIBLIOGRAPHY
www.cokeiindia.com
www.coca-colaindia.com
www.google.com
www.wikipedia.org
TEXT BOOK:
MARKETING MANAGEMENT: -
1. KOTLER AND KOTLER.
2. MARKETING MMANAGEMENT S.H.H.KAZMI
3. MODERN MARKETING MANAGEMENT P.P.SINGH
&J.N.JAIN
4.STRATEGIC MANAGEMENT ANDERSON VINCZE