A

PROJECT
ON
"COCA COLA AND IT`S PRODUCTS"

SUBMITTED TO
SHRI GURU RAM RAI UNIVERSITY
IN THE PARTIAL FULFILLMENT OF THE REQUIREMENT OF THE AWARD OF
THE DEGREE OF B.COM HONOURS
SUBMITTED BY
UDHAV ARORA
(ENROLLMENT NO.:R170426092)
(BATCH: 2017-2020)

UNDER THE GUIDANCE OF

MS. DIVYA VERMA
(PROJECT GUIDE)
COLLEGE OF MANAGEMENT AND COMMERCE
SGRR UNIVERSITY

1
 CERTIFICATE

Certified that this project report titled “COCA COLA AND IT`S`
PRODUCTS” is the work of Mr. UDHAV ARORA student of BACHELOR
OF COMMERCE (HONOURS) 5th semester who carried out the research
under my supervision.

MS. DIVYA VERMA

Date-
(PROJECT GUIDE)

Place- DEHRADUN SIGN: ___________

2
 DECLARATION

I SHREY SUNDRIYAL, student of “SHRI GURU RAM RAI UNIVERSITY”, hereby

declare that the report entitled “JOB SATISFACTION OF EMPLOYEES AT ITC” is the
result of my own efforts and is based on the information collected and the guidance given by
the concerned authorities.
Furthermore the information presented in this report is correct to the best of my knowledge
and belief.

PLACE: DEHRADUN UDHAV ARORA

SIGN: ______________

ENROLLMENT NO.: R170426092

3
 ACKNOWLEDGEMENT

I UDHAV ARORA, would like to express my profound gratitude to all those

who have been instrumental in the preparation of my project report. To start
with I would like to thank “SHRI GURU RAM RAI UNIVERSITY” for
providing me the chance to undertake this dissertation study, allowing me to
explore the area of Trade Distribution and Marketing which was entirely new
to me and which will surely prove to be very beneficial to me in my future
assignments, my studies and my career ahead.
I wish to place on record, my deep sense of gratitude and sincere appreciation
to Dr. Suman VIJ, who played a pivotal role in the preparation of my project, I
would also like to thank her for her continuous support, advice and
encouragement, without which this report could never have been in its present
form.
My special thanks to my project guide MS. DIVYA VERMA for her constant
support.

4
PREFACE

“Acceptance of New challenge makes the path for future success”

In today’s environment, every organization in order to achieve their stated goal and
objectives capitalizes on marketing tools of communication and promotion. Hindustan
Coca Cola Beverage Pvt. Ltd. also uses these tools effectively.
Its Dehradun unit of marketing operation works accordingly to the stated objectives of
the company.
In order to achieve its goals and targets, it uses communication and promotion tools
effectively. Dehradun unit lays down its hand on every sort of promotion activity from
samplings to merchandising, free gifts distribution to the retailers as well as
consumers, road shows, stall activation, getting involved socially with activities.
Building up strong relationship with the vendors and distribution of the company, and
getting involved in societal works for the city.
How this unit of Dehradun caters the requirement and needs of the communication
and promotional activities and what were shortcomings in there approach and the
probable solution to the shortcomings was the main task to be cracked.
This report is prepared for Hindustan Coca Cola Pvt.Ltd., Dehradun in a very simple
and understandable language, on the basis of the task undertaken by the Marketing
operation division of Hindustan Coca Cola beverage Pvt.Ltd. Dehradun .
Lastly, I would like to state that although every possible cage has been taken to make
this report error free but still the possibility of some error creeping in inadvertently
cannot be ruled out due to human error. I shall be highly obliged if the same are
brought into my notice and of Hindustan Coca Cola Beverage Pvt. Ltd. , Dehradun.
Finally I sincerely express my gratitude to all those who directly or indirectly, have
helped me in preparing this report.

5
TABLE OF CONTENT PAGE NO.

 Objective of study 8
 Introduction 9
Industrial profile 9-11
Company profile 12
 REVIEW OF LITRATURE 13
BRANDS 14-16
PUNCH LINES 17-20
FACTS 21-23
HISTORY 24-29
PROMISES 30-33
 MISSION 34-38

 STRATEGIES 39- 43

 NEW PRODUCT DEVELOPMENT 44-53

 RESEARCH METHODOLOGY 54-61

 MARKETING MIX 62-64

 FINDINGS 65-68

 LIMITATIONS 69

 SUGGESTIONS 70

 CONCLUSION 71

 REFRENCE&BIBLOGRAPHY 72

 QUESTIONNARE 73-75

6
 CHAPTER 1

INTRODUCTION

7
 INDUSTRIAL PROFILE
Present soft drink boom in India was attributed to the legacy of Coca Cola (Coke,
Thumps Up, Fanta, Limca, Sprite, Vanilla Coke, etc.) hold a 62% market share that
appears to bear concentrated rush to beg a big share in the soft drink market.
Various national & multinational firms are engaged in soft drink market due to
increase in its demand day by day. As far as INDIA soft drink market is concerned
there are major company’s engaged having a big completion to capture the soft drink
market are namely Coca-Cola & Pepsi. While campa Cola & many local types of Cola
are still noticed in the Indian market.
Pepsi Cola attacked Coca-Cola before World War II. Coca-Cola dominated the
American soft drink industry, Pepsi cola was a drink less to manufactures & with a
less satisfactory taste then Coke. Whereas Coca-Cola major selling point was more
drink for the same price and Pepsi emphasized on advertising.
During World War II Pepsi & Coke both enjoyed increased sale. After the war Pepsi
sale was stared fall relatively to Coke, resulting the Coca-Cola had starting to click the
market share. A number of factory contributed to Pepsi problem were poor image,
poor taskforce, poor quality control, etc.
At that point Alfred N. Steeler came to the presidency of Pepsi cola with a great
reputation for merchandising. He and his staff recognized that the main hope lay
transforming Pepsi from a cheap imitator of Coke into a class on soft drink
manufacturer.

By 1955 all Pepsi’s major weakness had been overcome, resulting sales had climbed
substantially. These actions from 1955 to 1960 led to a considerable sales growth for
Pepsi.
In India another company engaged in soft drink market is Coca-Cola. It is one of the
most widely known, accepted and admired trademarks of the world, Coca-Cola was
there in India till 1977, when the Indian Government banned it due to strong
resentment against multinational company’s Coca-Cola was re-launched again in India

8
in September 1993 at “HATHRAS” near Agra. The Indian people welcomed the
comeback of their most loved Cola in the country with great enthusiasm and vigour.
Coca-Cola marked its re-launching with acquiring five Parley drinks viz. Thumps Up,
Gold Spot, Limca, Citra, Maaza, Soda.
Soft drink industry is one of the fastest growing industries in India. The basic idea
behind the rapid growth of this industry is due to following reasons:
1. The great corporate war between Coke & Pepsi, who left no stone unturned, for
monopolizing the India Soft drink market.
2. The basic ideology of these two giants is to promote soft drinks as a food item
in Indian hold.
3. The long hot summers in India have increased the consumption of soft drinks

9
 COMPANY PROFILE

TYPE: PUBLIC (NYSE:CCE)

FOUNDED: 1926
HEAD QUARTERS: ATLANTA, GEORGIA, U.S.A.
CHIEF EXECUTIVE OFFICER: MUTHER KENT
CHIEF FINANCIAL OFFICER: GRAY P. FAYARD
INDUSTRY: BEVERAGES
REVENUE: $46.854 BILLION USD (2013)
OPERATING INCOME: $10.228 BILLION USD
NET INCOME: $8.584 BILLION USD
EMPLOYEES: 1, 30,600(2013)

Keeping in view of tapping the Indian soft drink market and also developing soft
drinks as a drinking product among Indians. The Coca-Cola in India has setup an
independent organizations which is H.C.C & B.C.C with a capital of 350 U.S. $ each
by virtue of sellout decision of the passed managing director Sh. S.C. Agarwal.
Hindustan Coca-Cola bottling (N-W) Pvt. Ltd. Najibabad took the complete
possession of this plant, land, machinery & intellectuals on February 14 th 1998 and
since then H.C.C. looking after all its affairs under company owned bottling plant to
establish integrated marketing system in the area.
In 1999 the company opened up the new bottling plant at DASNA in Ghaziabad Distt.
This plant has more sophisticated equipments then the plant at Najibabad.
Coca-Cola is a carbonated soft drink sold in stores, restaurants and vending machines
internationally. The Coca-Cola Company claims that the beverage is sold in more than
200 countries. It is produced by The Coca-Cola Company in Atlanta, Georgia, and is
often referred to simply as Coke (a now generalized trademark) or (in European and
American countries) as cola, pop, or in some parts of the U.S., soda. Originally
intended as a patent medicine when it was invented in the late 19th century by John
Pemberton, Coca-Cola was bought out by businessman As a Griggs Candler, whose
marketing tactics led Coke to its dominance of the world soft-drink market throughout

10
the 20th century. The company produces concentrate, which is then sold to licensed
Coca-Cola bottlers throughout the world. The bottlers, who hold territorially exclusive
contracts with the company, produce finished product in cans and bottles from the
concentrate in combination with filtered water and sweeteners. The bottlers then sell,
distribute and merchandise Coca-Cola to retail stores and vending machines. Such
bottlers include Coca-Cola Enterprises, which is the largest single Coca-Cola bottler
in North America and Western Europe. The Coca-Cola Company also sells
concentrate for soda fountains to major restaurants and food service distributors. The
Coca-Cola Company has, on occasion, introduced other cola drinks under the Coke
brand name. The most common of these is Diet Coke, with others including Caffeine-
Free Coca-Cola, Diet Coke Caffeine-Free, Coca-Cola Cherry, Coca-Cola Zero, Coca-
Cola Vanilla, and special editions with lemon, lime or coffee.

In response to consumer insistence on a more natural product, the company is in the

process of phasing out E211, or sodium benzoate, the controversial additive used in
Diet Coke and linked to DNA damage to yeast cells and hyperactivity in children. The
company has stated that it plans to remove E211 from its other products, including
Sprite and Oasis, as soon as a satisfactory alternative is found.

According to Coca-Cola authorities, the best Coca-Cola is made in Skopje,

Macedonia, where the company has granted the Skopje Brewery its "Best Bottling
Company" award.

HISTORY

The first Coca-Cola recipe was invented in a drugstore in Columbus, Georgia by John

Pemberton, originally as a coca wine called Pemberton's French Wine Coca in 1885.

He may have been inspired by the formidable success of Vin Mariana, a European

coca wine.

11
In 1886, when Atlanta and Fulton County passed prohibition legislation, Pemberton
responded by developing Coca-Cola, essentially a non-alcoholic version of French
Wine Cola. The first sales were at Jacob's Pharmacy in Atlanta, Georgia, on May 8,
1886. It was initially sold as a patent medicine for five cents a glass at soda fountains,
which were popular in the United States at the time due to the belief that carbonated
water was good for the health. Pemberton claimed Coca-Cola cured many diseases,
including morphine addiction, dyspepsia, neurasthenia, headache, and impotence.
Pemberton ran the first advertisement for the beverage on May 29 of the same year in
the Atlanta Journal.

1. By 1888, three versions of Coca-Cola—sold by three separate businesses—

were on the market. As a Griggs Candler acquired a stake in Pemberton's

company in 1887 and incorporated it as the Coca Cola Company in 1888. The

same year, while suffering from an ongoing addiction to morphine, Pemberton

sold the rights a second time to four more businessmen: J.C. Mayfield, A.O.

Murphy, C.O. Mullahy and E.H. Blood worth. Meanwhile, Pemberton's

alcoholic son Charley Pemberton began selling his own version of the product.

John Pemberton declared that the name "Coca-Cola" belonged to Charley, but the

other two manufacturers could continue to use the formula. So, in the summer of

1888, Candler sold his beverage under the names Yum and Koke. After both failed to

catch on, Candler set out to establish a legal claim to Coca-Cola in late 1888, in order

to force his two competitors out of the business. Candler purchased exclusive rights to

the formula from John Pemberton, Margaret Dozier and Wool folk Walker. However,

in 1914, Dozier came forward to claim her signature on the bill of sale had been

forged, and subsequent analysis has indicated John Pemberton's signature was most

likely a forgery as well.

12
Old German Coca-Cola bottle opener

In 1892 Candler incorporated a second company, The Coca-Cola Company (the

current corporation), and in 1910 Candler had the earliest records of the company

burned, further obscuring its legal origins. By the time of its 50th anniversary, the

drink had reached the status of a national icon for the USA. In 1935, it was certified

kosher by Rabbi Tobias Geffen, after the company made minor changes in the

sourcing of some ingredients.

Coca-Cola was sold in bottles for the first time on March 12, 1894. The first outdoor

wall advertisement was painted in the same year as well in Cartersville, Georgia. Cans

of Coke first appeared in 1955. The first bottling of Coca-Cola occurred in Vicksburg,

Mississippi, at the Biedenharn Candy Company in 1891. Its proprietor was Joseph A.

Biedenharn. The original bottles were Biedenharn bottles, very different from the

much later hobble-skirt design that is now so familiar. As a Candler was tentative

about bottling the drink, but two entrepreneurs from Chattanooga, Tennessee,

13
Benjamin F. Thomas and Joseph B. Whitehead, proposed the idea and were so

persuasive that Candler signed a contract giving them control of the procedure for

only one dollar. Candler never collected his dollar, but in 1899 Chattanooga became

the site of the first Coca-Cola bottling company. The loosely termed contract proved

to be problematic for the company for decades to come. Legal matters were not helped

by the decision of the bottlers to subcontract to other companies, effectively becoming

parent bottlers.

Coke concentrate, or Coke syrup, was and is sold separately at pharmacies in small

quantities, as an over-the-counter remedy for nausea or mildly upset stomach.

14
 HISTORY IN INDIA

Coca-Cola, the corporation nourishing the global community with the world’s
largest selling soft drink concentrates since 1886, returned to India in 1993
after a 16 year hiatus, giving new thumbs up to the Indian soft drink market. In
the same year, the Company took over ownership of the nation’s top soft-drink
brand and bottling network. It’s no wonder our brands have assumed an iconic
status in the minds of the world’s consumers.

A Healthy Growth to the Indian Economy

Ever since, Coca-Cola India has made significant investments to build and
continually consolidate its business in the country, including new production
facilities, waste water treatment plants, distribution systems, and marketing
channels.

Coca-Cola India is among the country’s top international investors, having

invested more than US$ 1 billion in India in the first decade, and further
pledged another US$100 million in 2003 for its operations.

15
 CHAPTER 2

LITERATURE REVIEW

16
 CORE BRANDS IN INDIA
CORE BRANDS:
Coca-Cola:

“Thanda Mat lab Coca-Cola”

Developed in a brass pot in 1886, coca-cola is the most recognized and admired
trademark around the globe. Not to mention the best selling soft drink in the world.

Sprite:
“Dekhave pen a jao apni akal lagao”
In 1961, a citrus flavored drink made its U.S. debut, using “Sprite Boy” as inspiration
for its name. This self with silver hair and a big smile was used in 1940s advertising
for Coca-Cola. Sprite is now the fastest growing major soft drink in U.S. and the
world’s most popular lemon-lime soft drink.

17
 Fanta:
The name “Fanta” was first registered as a trademark in Germany in 1941, when it
was used for a few year for a soft drink created from available materials and flavors.
The name was then revived in 1955 in Naples, Italy, when it was used for the Fanta
“orange drink” we know today. It is now the trademark name for a line of flavored
drinks around the world.

Diet coke:
The extension of the coca-cola name began in 1982with the introduction of diet coke
(also called coca-cola light in some countries). Diet cokes quickly become the
number-one selling low-calorie soft drink in the world.

18
 BRANDS IN INDIAN ORIGIN
Limca:
“Just! Take it Easy”

It is thirst-quenching beverage features a fresh and light lemon-lime taste and

lighthearted attitude. The limca brand was introduced in 1971 and acquired by
the coca-cola company in 1993, is a non carbonated mango soft drink with a
rich, juice & natural mango taste.

Maaza:
“Yaari dosti taaza maaza”
In 1993, the coca-cola company acquired this brand, which was originally introduced
in 1977. Its strong and fizzy taste makes it unique carbonated Indian cola.

THUMS UP
“Taste the thunder”

Thums Up is a leading carbonated soft drink and most trusted brand in India.
Thums Up is known for its strong, fizzy taste and its confident, mature and uniquely
masculine attitude. This brand clearly separate men from boys.

19
 Punch lines of COCA COLA

1886-Drink Coca-Cola
1900-For headache and exhaustion, drink Coca-Cola
1904-Coca-Cola is a delightful, palatable, healthful beverage
1905-Good all the way down
1906-The Great National Temperance
1907-Coca-Cola is full of vim, vigor and go - is a snappy drink
1908-Sparkling - harmless as water, and crisp as frost
1909-Delicious, wholesome, refreshing
1910-Drink bottled Coca-Cola - so easily served
1911-Real satisfaction in every glass
1912-Demand the genuine - refuse substitutes
1913-A welcome addition to any party - anytime - anywhere
1914-Demand the genuine by full name
1915-The standard beverage
1916 -t’s fun to be thirsty when you can get a Coca-Cola
1917 -he taste is the test of the Coca-Cola quality
1919-Coca-Cola is a perfect answer to thirst that no imitation can satisfy
1920-The hit that saves the day
1922-Quenching thirst everywhere
1923-There’s nothing like it when you’re thirsty
1925-Stop at the red sign and refresh yourself
1926-Thirst and taste for Coca-Cola are the same thing
1927-Around the corner from anywhere
1928-A pure drink of natural flavors
1929-The pause that refreshes
1930-Meet me at the soda fountain
1932 -ce-cold sunshine
1933-Don’t wear a tired, thirsty face
1934-Carry a smile back to work
1935-The drink that keeps you feeling right

20
1936-Get the feel of wholesome refreshment
1937-Stop for a pause… go refreshed
1938-Anytime is the right time to pause and refresh
1939-Coca-Cola goes along
1940-Bring in your thirst and go away without it
1941-A stop that belongs on your daily timetable
1942-Refreshment that can’t be duplicated
1943-The only thing like Coca-Cola is Coca-Cola itself
1944-How about a Coke
1945-Whenever you hear “Have a Coke”
194- Coke knows no season
194- Where there’s Coca-Cola there’s hospitality
1949-Coca-Cola....Along the highway to anywhere
1950-Help yourself to refreshment
1951-Good food and Coca-Cola just naturally go together
1952-Coke follows thirst everywhere
1953-Dependable as sunrise
1954-For people on the go
1955-Almost everyone appreciates the best
1956-Feel the difference
1957-Sign of good taste
1958-Refreshment the whole world prefers
1959-Cold, crisp taste that deeply satisfies
1961-Coke and food - refreshing new feeling
1962-Enjoy that refreshing new feeling
1963-Things go better with Coke
1964-You’ll go better refreshed
1965-Something more than a soft drink
1966-Coke...after Coke...after Coke
1970-It’s the real thing
1971-I’d like to buy the world a Coke
1976-Coke adds life
1979-Have a Coke and a Smile
1982-Coke is it!
21
1985-We’ve got a Taste for You
1986-Catch the wave
1989-Can’t Beat the Feeling
1990-Can’t Beat the Real Thing
1993-Always Coca-Cola
1994-Play Red Hot Summer
1995-Play Red Hot Summer Again
1996-Enjoy
1998-Eat Music, Sleep Music, and Drink Only Coca-Cola
1999-Jo Chaho Ho Jaye Coca-Cola Enjoy.
2000-Want Hritik And I Want Coke.
2001-Life is good
2002-Thanda Matlab Coca-Cola
2003-Jiyo Thanda Piyo Thanda
2005-Welcome to the Coke side of life
2008-Aaj Tu Jashan Manna Le
2009-Open Happiness

22
PROMISE BY COCA-COLA

The coca-cola company exists to benefit and refresh everyone it touches. The basic

proposition of our business is simple, solid and timeless when we bring refreshment,

value, joy and fun to our stakeholders then we successfully nurture and protect our

brand, particularly coca-cola. That is the key to fulfilling our ultimate obligation to

provide consistently attractive to the owner so four business.

More than a billion times every day, thirsty people around the world reach for coca-

cola products for refreshment. They deserve the highest quality-every time. Our

promise to deliver that quality is the most important promise we make and it involves

a world-wide, yet distinctively local, network of bottling partner, supplier, distributor

and retailers whose success is paramount to our own. Our investment in local

communities in over 200 countries totals billions of dollars in jobs, facilities,

marketing, the purchase of local good and services, and local business partnership.

Always and everywhere, we pursue continuous innovation in the products we offer the

processes we use to make them, the package we develop and the way we bring them

to market.

23
 YOUR HEALTH AND OUR BEVERAGES

There is growing confusion about what constitutes a health diet. With so much

conflicting information available about health and nutrition, it can be very difficult to

determine what is accurate and what is not.

The truth is that soft drink and beverages have a place in healthy lifestyle. A healthy

diet incorporates the basic principles of variety, balance and moderation without

sacrificing enjoyment.

24
 HEALTH AND OUR BEVERAGES—THE FACTS

 Soft drinks do not contribute to diabetes.

 The caffeine and phosphoric acid in soft drinks does not affect bone health.
 The sugar in soft drinks does not cause children to be hyperactive.
 The consumption of soft drinks has not affected calcium consumption.
 Sugar consumption has not been shown to cause obesity.
 The amount of sugar and calories in soft drinks is about the same as many fruit

juices.

25
 THE COCA-COLA VISION

Provide exceptional strategic leadership on the Coca-Cola Indian system, resulting in

customer preference and loyalty, through Coca-Cola’s commitment to them and in a

highly profitable Coca-Cola corporate branded beverages system.

THE COCA-COLA-MISSION
“THE BEST GLOBAL COMPANY”
The mission of Coca-Cola Co. is to increase shareowner value over time. The Co.

accomplishes the mission by working with its business partners to deliver satisfaction

and values to its customers, through worldwide system of superior brands and

services, thus increasing brand equity on a global basis, create consumer products,

services and communications, customer service and bottling strategies, process and

tools in order to create competitive advantage and deliver superior value.

The world is changing all around us. To continue to thrive as a business over the next ten

years and beyond, we must look ahead, understand the trends and forces that will shape our

business in the future and move swiftly to prepare for what's to come. We must get ready

for tomorrow today. That's what our 2020 Vision is all about. It creates a long-term

destination for our business and provides us with a "Roadmap" for winning together with

our bottler partners.

26
(Some words by company)

Our Mission

Our Roadmap starts with our mission, which is enduring. It declares our purpose as a

company and serves as the standard against which we weigh our actions and decisions.

 To refresh the world...

 To inspire moments of optimism and happiness...

 To create value and make a difference.

Our Vision

Our vision serves as the framework for our Roadmap and guides every aspect of our

business by describing what we need to accomplish in order to continue achieving

sustainable, quality growth.

 People: Be a great place to work where people are inspired to be the best they can

be.

 Portfolio: Bring to the world a portfolio of quality beverage brands that anticipate

and satisfy people's desires and needs.

 Partners: Nurture a winning network of customers and suppliers, together we

create mutual, enduring value.

 Planet: Be a responsible citizen that makes a difference by helping build and

support sustainable communities.

 Profit: Maximize long-term return to shareowners while being mindful of our

overall responsibilities.

27
 Productivity: Be a highly effective, lean and fast-moving organization.
Our Winning Culture

Our Winning Culture defines the attitudes and behaviors that will be required of us to

make our 2020 Vision a reality.

Live Our Values

Our values serve as a compass for our actions and describe how we behave in the world.

 Leadership: The courage to shape a better future

 Collaboration: Leverage collective genius

 Integrity: Be real

 Accountability: If it is to be, it's up to me

 Passion: Committed in heart and mind

 Diversity: As inclusive as our brands

 Quality: What we do, we do well

Focus on the Market

 Focus on needs of our consumers, customers and franchise partners

 Get out into the market and listen, observe and learn

 Possess a world view

 Focus on execution in the marketplace every day

 Be insatiably curious
Work Smart

 Act with urgency

 Remain responsive to change

 Have the courage to change course when needed

 Remain constructively discontent

28
 Work efficiently
Act Like Owners

 Be accountable for our actions and inactions

 Steward system assets and focus on building value

 Reward our people for taking risks and finding better ways to solve problems.

 Learn from our outcomes -- what worked and what didn’t.

Be the Brand

 Inspire creativity, passion, optimism and fun.

COCA COLA’S GLOBALIZATION STRATEGIES

The Coca-Cola Company is global player and approximately 70 percent of its volume

and 80 percent of its profit come from outside the United State of America. Although

it was perceived as a standardized brand across the world, Coca Cola had been quietly

fine turning its international marketing strategies to suit the needs of individual

national markets. Only the brands Coca-Cola, Sprite and Fanta were marketed

globally. In Latin America and Europe, where a heavy consumer preferred existed for

lemon lime and orange sodas. Coke had developed a wide range of formulations and

flavors to cater the needs of different countries. In Indonesia Coke had been selling

pineapple and banana flavored sodas which had been carefully developed to suit local

preferences. In Japan, Coca-Cola had added a coffee drink called Georgia and energy

healthy drink named Aquarius to its product line. In India, the Coca-Cola Company

acquired the brands Limca, Maaza and Thums Up in 1993.

SOFT DRINK PENETRATION IN THE UK VIS-À-VIS INDIA

29
CSD penetration in Britain, a nation of 58 million, is almost 100 percent. There is

nowhere that marketers can go with their cans. Compare this to India, and emerging

market of 1 billion people where penetration at national level is 13%. In rural India, it

is less than 5%. The per capita consumption of soft drinks (calculated as liters of soft

drink per head per year) in the UK is 2003while in India it has moved to nearly 7 from

less than 1 pre-1990. There is plenty of room still for an upsurge since this level is

lower than other emerging economies in South Asia, such as Pakistan at 19, Srilanka

at 23, the Philippines at 175 and Thailand at 100.

AFFORDABILITY: AKEY ISSUE IN INDIA

Affordability is the primary reason behind the low penetration of CSDs in India. They

attract high taxes, being treated as luxury goods by the Indian government. This makes

them one of the most expensive impulse foods for single serve consumption vis-à-vis

others in the same category like chocolates, biscuits, ice-creams and wafers, all of

which have a much lower entry price point. This makes CSDs unaffordable to a vast

majority of Indian $300.

This apart, CSDs consumption is extremely seasonal, skewed to summer and mainly

outside the home. Since a large proportion of women are confined to home, soft drink

penetration among women is much lower. Also, India with long spells of scorching

heat has problems with cooling infrastructure. Fast moving consumer goods outlets in

India, soft drink outlets make up less than one third, many of whom don’t own

electrical cooling equipment.

MORE FIZZ IN INDIA THAN IN THE UK

30
The low penetration of CSDs in India presents a huge opportunity for Coca-Cola and

Pepsi (these are the only two beverage companies in India) to grow the category.

Coke, for certain, is pushing the brand in emerging markets like India and China

rather than in mature markets like the UK for instance in India, both are focused on

extending distribution into rural regions. This explains why they spent millions of

rupees introducing smaller packs, 200ml bottles, at a cheaper price. Developing low

cost home packs and creating numerous occasions to drink CSDs are also part of the

new strategy.

CSD GROWTH CHART: INDIA

The soft drinks market in India has registered significant growth rates after the

liberalization of the economy in the early 90’s. This phase of liberalization brought

PepsiCo to India’s shores in the 1989 and Coca-Cola for the second time in 1993. It

had exited from the country in 1977 when the then socialist government obliged

foreign companies to shed majority stakes in favor of growth, in healthy double digits,

through the first half of the 90’s but has declined to single digit level in the last few

years. This is due to three reasons: the general economic slowdown, frequent process

31
increases in the last 3 years and the emergence of cheaper alternatives such as

powdered concentrates and bottled water.

COKE & PEPSI IN INDIA: A BRUISING COLA WAR

Coke and Pepsi together spend 40 million pounds annually in outdoing one another.

Even through the potential of carbonated drink is enormous in India. Coke is not

banking on CSDs alone to fuel growth. A lesson well learned from developed markets

like the UK. It has entered new areas like kinley water, Georgia tea and coffee and its

Sun fill dilatable drink. These are its biggest growth engines in India at the moment.

In fact from single-serve water bottles, Coke has now moved into the 20-litre home

packs, which has given it substantial market share. It is number two in the water

business next only to the home grown Bisleri.

Pepsi, like its counterpart in the UK, has been a laggard in this respect. Even though it

has launched Aquafina water in India, Pepsi does not seem to be pushing it. It has no

presence in the dilatable category.

32
NEW PRODUCTS, THEIR VALUES & QUALITIES

 Coke (1.5 L , 350 ml)

 Thums Up (1.5 L, 350 ml)
 Limca (1.5 L, 350 ml)
 Fanta (1.5 L, 350 ml)
 Sprite (1.5 L, 350 ml)

33
These entire products are being launched by the company in
recent time in (1.5 L&350ml) pack. These products are already
available in the market in other pack size that is (200 ml, 300 ml,
600ml, and 2ltr).
The vision of company behind this is to capture all segments of
soft drink market.

 PULPY ORANGE

 FANTA APPLE

FANTA APPLE

After successfully introducing it in southern markets last year, beverage giant Coca

Cola India launched its fruit-flavored soft drink ‘Fanta Apple’ nationally.

34
The drink was initially introduced in the markets of Andhra Pradesh and Tamil Nadu

in October and December 2008, respectively.

Bollywood actress Genelia D’Souza, who was also announced as the new brand

ambassador of the Fanta umbrella Monday, launched the drink nationally.

“As per consumer research, it has been found that after orange, apple is the most

preferred fruit in the country and Fanta Apple has been developed specially for the

Indian palate,” Coca Cola India (marketing) vice-president Venkatesh Kini told

IANS..

The drink comes with the tagline ‘Go Bite’ and will be available across the country in

a 200 and 300 milliliter returnable glass bottle packs, priced at Rs.8 and Rs.10

respectively.

The drink will be available in 600 ml PET bottle, priced at Rs.22.Beverages Company

Coca-Cola today introduced an apple flavored variant for its sparkling drink brand

Fanta.

The drink, Fanta Apple, sporting a communication tagline of ‘Go Bite’ has been

developed especially for Indian consumers.

The 360 degree marketing communication plan for the brand will involve road shows

including extensive experiential sampling sessions in markets, offices, malls and

colleges.

35
The new Fanta Apple is a refreshing apple flavored sparkling drink developed

especially for Indian consumers. The latest offering is targeted at today’s youth who

are bold and expressive, desire innovative experiences, and are constantly on the

lookout for creatively shielding themselves from convention. The consumer

proposition is best explained by the communication tagline – “Go Bite”.

PULPY ORANGE
Brand : Minute Maid
Company : Coca Cola
Agency : Leo Burnett
Brand Count: 213

The brand, launched in its internationally successful "Minute Maid Pulpy Orange"

avatar, is a naturally refreshing juice drink which offers an unmatched taste experience

to consumers due to the presence of real "Orange Pulp". This innovative consumer

proposition is best explained by the brand’s tagline – "Refreshingly Orange,

Surprisingly Pulpy". Minute Maid Pulpy Orange has been made available in two PET

36
pack sizes- On-the-go 400 ml and 1.25 liter bottle, priced at Rs 25 and Rs 70

respectively. The first of its kind innovation by Coca-Cola is targeted at young adults

who are on the lookout for a naturally refreshing, juice drink.

The focus initially would be to target young adults in key cities and then move into the

rest of the country. As part of the same strategy, Minute Maid Pulpy Orange is being

launched in a phased manner. First launched in the southern states of Andhra Pradesh,

Tamil Nadu and Karnataka, now the world’s leading juice and juice drink brand has

been made available in the northern states of Punjab, Haryana and Himachal Pradesh.

According to, Venkatesh Kini, Vice-President, Marketing, Coca-Cola India, "Coca-

Cola is passionate about fulfilling the replenishment needs of its consumers on an

everyday, all day basis. As part of the same strategy, it gives me immense pleasure to

announce the launch of our internationally successful Minute Maid Pulpy Orange

brand in Punjab, Haryana and Himachal Pradesh. The roll out of the naturally

refreshing, orange beverage with real pulp has been designed to extend the company’s

market leadership in the juice drink segment."

Coca-Cola in India currently enjoys market leadership in the juice drink segment with

brand Maaza. With the launch of Minute Maid Pulpy Orange, Coca-Cola in India is all

set to further extend its leadership in this fast growing segment. Utilizing its global

scale of manufacturing processes, the orange pulp and the orange juice concentrate

present in Minute Maid Pulpy Orange are being sourced by the company from

Florida- USA and Brazil respectively. To specially service consumers in the northern

states of Punjab, Haryana and Himachal Pradesh, Minute Maid Pulpy Orange is being

37
initially bottled in China. Plan is to subsequently bottle the refreshing orange juice

drink in the bottling facility being expanded in North India.

According to Vikas Chawla, Vice President, Franchise Operations, and Coca-Cola

India "Innovation has always been the hallmark of Coca-Cola’s business strategy in

India. The launch of Minute Maid Pulpy Orange with real pulp, being the latest

example. Riding on the instant success both internationally and in south of India, the

world’s leading juice and juice drink brand, as part of a phased launch is now being

made available to consumers across Punjab, Haryana and Himachal Pradesh. As part

of the same process, over the next two months, Minute Maid Pulpy Orange would be

retailed across 20,000 outlets in the three states."

"Orange Pulp" ...Makes All The Difference...

Minute Maid Pulpy Orange with the presence of real "Orange Pulp" offers an

unmatched consumer experience. To feel the refreshing difference and also the

presence of real orange pulp, it is best to first "CHILL" , "SHAKE" and only then

"DRINK" from the bottle

.Minute Maid Pulpy Orange tastes like Tropicana Orange, but more natural and less

acidic. The presence of pulpy orange sacs in the beverage is an added delight to

everyone, for sure. It is healthy, refreshing and affordable. Minute Maid Pulpy Orange

will definitely be a hit to the public!

38
39
PROCESS OF NEW PRODUCT
DEVELOPMENT
1. Idea Generation is often called the "fuzzy front end" of the NPD process

o Ideas for new products can be obtained from basic research using a SWOT

analysis (Strengths, weaknesses, Opportunities & Threats), Market and

consumer trends, company's R&D department, competitors, focus groups,

employees, salespeople, corporate spies, trade shows, or Ethnographic

discovery methods (searching for user patterns and habits) may also be

used to get an insight into new product lines or product features.

o Idea Generation or Brainstorming of new product, service, or store

concepts - idea generation techniques can begin when you have done your

OPPORTUNITY ANALYSIS to support your ideas in the Idea Screening

Phase (shown in the next development step).

2. Idea Screening

o The object is to eliminate unsound concepts prior to devoting resources to

them.

o The screeners must ask at least three questions:

 Will the customer in the target market benefit from the product?

 What is the size and growth forecasts of the market segment/target

market?

 What is the current or expected competitive pressure for the product

idea?

 What are the industry sales and market trends the product idea is

based on?
40
  Is it technically feasible to manufacture the product?

 Will the product be profitable when manufactured and delivered to

the customer at the target price?

3. Concept Development and Testing

o Develop the marketing and engineering details

 Who is the target market and who is the decision maker in the

purchasing process?

 What product features must the product incorporate?

 What benefits will the product provide?

 How will consumers react to the product?

 How will the product be produced most cost effectively?

 Prove feasibility through virtual computer aided rendering, and

rapid prototyping

 What will it cost to produce it?

o Testing the Concept by asking a sample of prospective customers what

they think of the idea. Usually via Choice Modelling.

4. Business Analysis

o Estimate likely selling price based upon competition and customer

feedback

o Estimate sales volume based upon size of market and such tools as the

Fourt-Woodlock equation

o Estimate profitability and breakeven point

5. Beta Testing and Market Testing

41
 o Produce a physical prototype or mock-up

o Test the product (and its packaging) in typical usage situations

o Conduct focus group customer interviews or introduce at trade show

o Make adjustments where necessary

o Produce an initial run of the product and sell it in a test market area to

determine customer acceptance

6. Technical Implementation

o New program initiation

o Resource estimation

o Requirement publication

o Engineering operations planning

o Department scheduling

o Supplier collaboration

o Logistics plan

o Resource plan publication

o Program review and monitoring

o Contingencies - what-if planning

7. Commercialization (often considered post-NPD)

o Launch the product

o Produce and place advertisements and other promotions

o Fill the distribution pipeline with product

42
CHAPTER 3
RESEARCH
METHODOLOGY

43
 RESEARCH METHODOLOGY

Research Methodology is a way to systematically solve the problem. It may be

understood as a science of studying how research is done scientifically. In it we study

the various steps that are generally adopted by the researcher in studying his research

problem along with logic behind them. It is necessary for the researcher to know not

only the research methods/techniques but also the methodology used. Researchers not

only need to know how to develop certain indices or tests, how to calculate mean or

median or mode, how to apply particular research techniques but must also know

which of these methods or techniques are relevant and what would they mean and

indicate and why.

Research process consists of series of actions or steps necessary to effectively carry

out the research.

44
 OBJECTIVES OF THE STUDY

In study an effort has been done on several factors which need to be taken due
consideration to adhere to the advertising, sales promotion and various sales
influencing factors of soft drink market.
In the fast changing competitive as well as economic scenario all around the world
and the domestic front, the main objective of the study are:-

 To study the promotional policies of the beverage companies onto various

highways.
 Study the comparative adds promotion by Coke in respect to Pepsi.
 Analysis regarding displays set up on the highways by the companies in order
to induce the sales.
 Study for designing the budget requirement of the company for the coming
year mainly focusing marketing of the product.
 Basically survey on the type of promotional setback faced by their product not

representing up to mark performance.

RESEARCH DESIGN
45
The function of research design is to provide for collection of relevant evidence with

minimal expenditure of time effort and money. I followed the census method as I did

daily route riding along with the executives and the salesmen. I got opportunity to

meet and interact with each one of the retailers and closely came to know specific

need of the promotion of Coca-Cola in the market (DEHRADUN) as a whole. I

covered the distribution area under highways at Mangalore, Bhagwan pur. Under the

supervision I got number of relevant data from on spot inspection and personal

observation.

METHODS OF DATA COLLECTION

46
Observation and interaction with the retailers provided me in depth knowledge about the availability

of changes in promotional items provided by Pepsi and Coca-Cola by the distributors. I collected all

vital data from the outlets visits and survey during my summer training and which would be of high

consideration regarding the designing of the coming years marketing budget by the Coca-Cola

Company.

The survey sheet was instantaneously equipped of data observed by me and in a systematic manner.

The data thus inculcated is through primary source by personal interviews, enquiries and observations.

The responses thus received were also encouraging on my behalf and as well as the company.

1.) MARKETING RESEARCH OBJICTIVES

a.) To undertake a market study to know the coca-cola promotion on the highways.
b.) Comparative sales promotion (accessories) analysis with regard to Pepsi and

coca-cola.
2.) TYPE OF STUDY : EXPLORATORY
3.) RESERCH AREA : DEHRADUN
4.) SOURSE OF INFORMATION: (PRIMARY) in this type of data collection

mode the intervier uses the wording and order that seems most appropriate in the context

of each interview. These interviews are useful in obtaining a clearer understanding of the

problem and determining what areas should be investigated.

5.) DATA COLLECTION INSTRUMENT : (SURVEY SHEET)
There are several ways of collecting the information considerably in the context of money

costs, time and other resources at the disposal of the researcher. I collected data for my

project work through the medium of survey sheets. In this method I got the prepared

sheets from the company comprising to relevant questions related with my project. Then I

contacted respondents on their shops along with the sheets for collecting the information.
6.) RESEARCH APPROACH : (SURVEY METHOD)
7.) SAMPLING PLAN:
Sample design is a definite plan determined before any data are actually collected for

obtaining a sample for a given population. The sample design to be used must be decided

by the researcher taking into consideration the nature of inquiry and other related factors.

I have paid attention on the following points while designing the sample:
a) Target population
b) Sample unit
c) Sampling size
d) Sampling method

47
 a.) TARGET POPULATION:
The population of the study consisted of retailers and dealers. Target population was taken

from the city of DEHRADUN

b.) SAMPLING UNIT:
Random sampling was chosen that is where any outlet of the whole population was likely

to be selected as any other outlet that is all the outlets of the population have equal

chances. Shops pursuing promotional tools (both dealers and retailers) in DEHRADUN

city.
c.) SAMPLE SIZE:
A total of 250 shops were observed from the city DEHRADUN.
d.) SAMPLING METHOD: purposive sampling

HIGHWAY ANALYSIS

An indigenous effort on the behalf of the surveyor in order to be very cautious

while collection of the raw data that is of primary nature of promotion at

highways. This highway is a part of the study undertaken on the behalf of the

Coca-Cola Co. in order to help it design out its next coming years marketing

and advertising are performed in order to capture the psychological attention of

the passed by in order to refresh them.

The study is thereby based on the primary data collected at various refreshing

outlets being covered on the major highways of –DEHRADUN region. It is

basically a comparative study between the two major “Cola giants”-PEPSI and

Coke

The two major routes being covered during my survey on the project are:

 DEHRADUN inner area.(Route having Coca-Cola’s Bottling Plant)

 DEHRADUN outer area.

48
 SURVEY TERMINOLOGY
1) SHOP NAME : Name of the Outlet.
2) AREA : Route break-through being covered.
3) GSB : Glow Sign Board.
4) DPS : Dealer Printed Sign Board
5) COUNTERS : Metallic/Wooden Counters With
Company’s printing.
6) TABLE-CHAIR : Molded Furniture along Umbrella’s various
Restaurants.
7) WALL-PAINTING : Outlet containing Co. painting on the wall
For promotion.
8) SGA : Sales Generating Assets.*Refrigerator.* Ice
Boxes
9) RACK : Various types of racks holding the
Display of the company’s product.

MARKET PROMOTION ANALYSIS

The research approach being followed in DEHRADUN Market was regarding the

supervision of various outlets, which is one of the major consumable highways. There

was a special inspection done onto the statistical need of various sales promoting

accessories being provided to the retailers.

The distributing unit cover’s the over all supply to the market with his efficient sales
force in application. The unit here has a daily requirement of 550 carets of 200ml &
300ml of Coke, Thumps Up, Fanta, Limca and Sprite. Whereas the pet consumption is
concerned the scenario is:
 500ml – 65packs
 2 lit. – 30 packs
 1 lit. – 70 packs (kinley-Distilled Water)

# LIMCA being the most demanded range of soft drink.

49
 EXPLANATION
1) GSB-GLOW SIGN BOARD:

It is a display board or hoarding bearing the promotional advertisement of the

respective product of the company. The companies for their product promotion and

sales enhancement usually provide them.

2) DPS-DEALER PRINTED SIGN BOARD:

Display boards of the same nature with an additional feature of the retailer’s name or

the outlet’s name being mentioned on them, in order that the sponsors bear the value-

additional on the behalf of the company. Usually provided to stockiest who have large

consumption of the product.

3) COUNTERS:

Wooden or metallic framework provided by the company to the exclusive outlets

which either stock in bulk or which are particular brand outlets. The company in

return promises a certain fixed stock supply for a certain time period. The counters

bear the company’s advertisements as a source of marketing promotion.

4) TABLE-CHAIR-UMBRELLA:

Molded furniture of plastic is being provided at various open air restaurant or

“dhabas” for the convenience of the customers while their visits. In return the

company achieves product promotion as well as retailers satisfaction. They can also be

seen at various street side cafes and juice corners.

50
 5) WALL PAINTING:

Painting of the brand advertisements on the walls of the outlets, which in result attract

and re mind the consumers about the product. This makes the consumer aware of the

popularity and promotional effort mad on the behalf of the company.

6) SGA-SALES GENERATING ASSET:

Under this category we generally head the refrigeration, visicoolers, and even the old

designed iceboxes. On the other hand it enables to motivate the retailers for better

sales on company’s behalf.

7) RACKS:

They are different types of plastic or material holders, which are used for the display

of the pet and other glass bottle. This creates a healthy exposure of the products,

remembrance to the ultimate consumers.

These all help in generating the company’s brand image at different levels:

 Market
 Retailers
 Consumers

51
 MARKETING MIX AND STRATEGY

Marketing mix of any origination consists of 4P’s i.e. product, price, place and

promotion having its own significance that varies form one organization to the other.

In Coca-Cola the information about all 4 P’s that can be available to me is given here:

PRODUCT: product mix of coca-cola consists of the various brands packs and flavor

given in the table. Product strategy of the coca cola is to promote all brands available

in the brand packs and to introduce the product in new flavor is also introduced.

PRICE: Regarding the pricing policy or the price to the distributor is not disclosed to

me, but as done for the different product of the company, company as priced the

product same as that of its major competitor or the market leader.

PLACE: The Cola Company in India is governed from its corporate office located at

Gurgoan in Haryana. It governs the working of five zones covering whole India these

zones are- north zone, eastern zone, western zone, and southern zone and Andhra

Pradesh zone. These zones are divided into various plants, which govern the area

assigned to them. The area is the various distribution centre called distributors and

C&F agents. Then come the retailers/customers for the company’s product.

They receive well from distributor and C&F agent. Finally consumer is there, having

the product from the consumer’s shops or delivered to their home, it is more clearly

visible through this chart. The Coca-Cola Company which gave its reach to the mouth

of billions of people all around the world having wide distribution network. In India,

the pace and speed at which coca-cola has widened its business is really amazing.

Distribution network is the biggest strength of the company.

52
PROMOTION: This past of the marketing is playing a very vital and important role

in the current situation in India. Looking at the competition and promotion and

advertising budget of both the companies coca-cola and Pepsi, one can easily estimate

the importance of this. The promotion mix of coca-cola is divided into top line

promotion and below the line promotion.

Top line promotion includes the promotion designed and done by the company’s

corporate office of Gurgoan and the office of Bombay T.V. ads, design of banner and

other P.S. done by the company simultaneously all around India with no difference in

designs etc fall in this category. Below the line promotion includes the promotion

schemes, publicity material, POS display done by the company from zonal, plant, sale

manager and Area sales manager level. At the sales manager and Area sales manager

level the promotion done exclusively for the cities in their respective area and other

POS display.

53
 CHAPTER 4

ANALYSIS AND FINDINGS

54
 Unlike the urban markets , where competition is very tough and has left little

scope for further growth for any organization the rural market has very high

potential for future growth . Increase in disposable income of the rural people

has given the organizations chance to expand the market beyond the horizon of

urban area.
 The rural area is still the hub for the cultures and traditions, and differs widely

from its counterpart. Ethics and supportive nature still dominated the mindsets

of people there, for instance the team was offered with drinking water, sweets,

tea etc a most of the places. In this mindset of unawareness only the first

movers are going to be benefited in the long run market share.

 The rural people are more generous while showing loyalties towards products.

As such they prefer and stick to the brand name and product n long run.
 Free gifts and posters are expected by the winners as a matter of pride and

honor and are eager to show t their dear ones as a memento from the company

to them, thus giving mouth bizarre popularity to the products.

55
 KEY FINDINGS

MOST EFFECTIVE BRAND IN MERCHANDISE

COKE 61%
PEPSI 36%
OTHERS 03%

FINDINGS:
In the above diagram , illustrates the distribution between the two brands , Coca-Cola
and Pepsi , is as following 61% (205 respondents ) favored Coca-cola , while merely
36% (42 respondents ) favored Pepsi , and three percent of the respondents favored
other of the two brands. Thus it was evident that Coca –cola clearly dominated the
respondents’ choice of brand.

56
 WHERE THE MERCHANDISING OF
COCA COLA IS MAXIMUM

HIGHWAY 47%
MARKET 37%
RAILWAY STATION & BUS STATION 14%

57
 LIMITATIONS

 Limited no of vendors in Dehradun city, so lack or competition and hence

quality output.

 Limited resources for the promotional activity to be carried out effectively.

 Lack of sufficient manpower in marketing operation in Dehradun.

 The lethargically approach towards meeting the grievances of the retailers and
other customers of the organization makes it still tougher to communicate with
them for future activities.

58
 SUGGESTIONS

 Infrastructure of Dehradun city is not in developed state thus

plans should have been made accordingly.

 The activities should be planned in coordination with the sales

executive to get maximum cooperation.

 The vendor’s working time should be maximized so that show

could be organized to maximum locations.

 There should be no barrier for limited performance of the float.

 Workforce should be increased.

59
 CONCLUSION

 Coca Cola has a strong and effective distribution channel that acts as a key
factor in increasing market share.

 Marketing strategies are well planned up to most extent.

 Coca Cola has a strong and a wide product line that has strong demand in
market.

 Waste management is followed for maximum utilization of resources.

 Finance always becomes a handicap for all promotion activities.

 Promotion activities are not full proof planned.

 The repelling behaviour of retailers of Dehradun city makes it still tougher to

carry out the promotional activity.

60
 BIBLOGRAPHY&REFRENCE

 PHILIP KOTLER – MARKETING MANAGEMENT

 S.K VELAYUDHAN –RURAL MARKETING

 www.google.com

 www.thecocacolacompany.com

 www.wikeapedia.com

61
 AN
NEXURE

62
 QUESTIONNARE

Route No.:-
Name of outlet:-
Contact person:-
Address:-

1. Type of Channel:-
(a) Eatery (b) Grocery (c) Convenience (d) Other

2. Infrastructure of retail outlet:-

(A)PEPSI (B) Coca-Cola (C) Other
(a) Empty (i) (i) (i)
(b) Vision\oye (ii) (ii) (ii)
(c) Ice box (iii) (iii) (iii)
(d) Signage (iv) (iv) (iv)

3. Pack availability of a daily average sale:-

(B) Pepsi Coca-Cola
(a) 200ml (i) (i)
(b) 300ml (ii) (ii)
(c) 500ml (iii) (iii)
(d) 2000ml (iv) (iv)
(e) Aquafina/Kinley (v) (v)

4. Facilities provided by company:

Pepsi Coca-Cola Other
a. Cash Discount (i) (i) (i)
b. Credit (ii) (ii) (ii)
c. Empty loan (iii) (iii) (iii)
d. Other (iv) (iv) (iv)

5. Type of status:
(a) Pepsi monopoly (b) Coca-Cola monopoly
6. Do you feel mump and fanta apple are effective to improve the sale?
(a) Yes (b) No
If yes: how much?

63
 (a) Less than 50%
(b) Up to 50%
(c) More than 50%

7. Which brand has more volume sales in juices?

(a) Mump
(b) Tropicana
(c) Real juices
(d) Mazza
(e) Slice
(f) Other

64