OBJECTIVES OF THE STUDY :1. To know the current market scenario of coca cola products. 2.

To check the satisfaction level of the retailers with distribution channel. 3. To find out the problem faced by the retailers with channel of distribution. 4. To find out that what attracts retailers most in selection of soft drinks brands. 5. To see various demands of retailers.

INTRODUCTION
BACKGROUND :Soft drinks are enormously popular beverages consisting primarily of carbonated water, sugar, and flavorings. Nearly 200 nations enjoy the sweet, sparkling soda with an annual consumption of more than 34 billion gallons. Soft drinks rank as America's favorite beverage segment, representing 25% of the total beverage market. In the early 1990s percapita consumption of soft drinks in the U.S. was 49 gallons, 15 gallons more than the next most popular beverage, water. The roots of soft drinks extend to ancient times. Two thousand years ago Greeks and Romans recognized the medicinal value of mineral water and bathed in it for relaxation, a practice that continues to the present. In the late 1700s Europeans and Americans began drinking the sparkling mineral water for its reputed therapeutic benefits. The first imitation mineral water in the U.S. was patented in 1809. It was called "soda water" and consisted of water and sodium bicarbonate mixed with acid to add effervescence. Pharmacists in America and Europe experimented with myriad ingredients in the hope of finding new remedies for various ailments. Already the flavored soda waters were hailed as brain tonics for curing headaches, hangovers, and nervous afflictions. Pharmacies equipped with "soda fountains" featuring the medicinal soda water soon developed into regular meeting places for local populations. Flavored soda water gained popularity not only for medicinal benefits but for the refreshing taste as well. The market expanded in the 1830s when soda water was first sold in glass bottles. Filling and capping the gaseous liquid in containers was a difficult process until 1850, when a manual filling and corking machine was successfully designed. The term "soda pop" originated in the 1860s from the popping sound of escaping gas as a soda bottle was opened. New soda flavors constantly appeared on the market. Some of the more popular flavors were ginger ale, sarsaparilla, root beer, lemon, and other fruit flavors. In the early 1880s pharmacists experimented with powerful stimulants to add to soda water, including cola nuts and coca leaves. They were inspired by Bolivian Indian workers who chewed coca leaves to ward off fatigue and by West African workers who chewed cola nuts as a

stimulant. In 1886 an Atlanta pharmacist, John Pemberton, took the fateful step of combining coca with cola, thus creating what would become the world's most famous drink, "Coca-Cola". The beverage was advertised as refreshing as well as therapeutic: "French Wine ColaIdeal Nerve and Tonic Stimulant." A few years later another pharmacist, Caleb Bradham, created "Pepsi-Cola" in North Carolina. Although the name was a derivation of pepsin, an acid that aids digestion, Pepsi did not advertise the beverage as having therapeutic benefits. By the early 20th century, most cola companies focused their advertising on the refreshing aspects of their drinks. As flavored carbonated beverages gained popularity, manufacturers struggled to find an appropriate name for the drinks. Some suggested "marble water," "syrup water," and "aerated water." The most appealing name, however, was "soft drink," adapted in the hopes that soft drinks would ultimately supplant the "hard liquor" market. Although the idea never stuck, the term soft drink did. Until the 1890s soft drinks were produced manually, from blowing bottles individually to filling and packaging. During the following two decades automated machinery greatly increased the productivity of soft drink plants. Probably the most important development in bottling technology occurred with the invention of the "crown cap" in 1892, which successfully contained the carbon dioxide gas in glass bottles. The crown cap design endured for 70 years. The advent of motor vehicles spawned further growth in the soft drink industry. Vending machines, serving soft drinks in cups, became regular fixtures at service stations across the country. In the late 1950s aluminum beverage cans were introduced, equipped with convenient pull-ring tabs and later with stay-on tabs. Light-weight and break-resistant plastic bottles came into use in the 1970s, though it was not until 1991 that the soft drink industry used plastic PET (polyethylene terephthalate) on a wide scale. Soft drink manufacturers have been quick to respond to consumer preferences. In 1962 diet colas were introduced in response to the fashion of thinness for women.

COCA COLA INTERNATIONAL

HISTORY:Coca-Cola Enterprises, established in 1986, is a young company by the standards of the Coca-Cola system. Yet each of its franchises has a strong heritage in the traditions of Coca-Cola that is the foundation for this Company. The Coca-Cola Company traces its beginning to 1886, when an Atlanta pharmacist, Dr. John Pemberton , began to produce Coca-Cola syrup for sale in fountain drinks. However the bottling business began in 1899 when two Chattanooga businessmen, Benjamin F. Thomas and Joseph B. Whitehead , secured the exclusive rights to bottle and sell Coca-Cola for most of the United States from The Coca-Cola Company. The Coca-Cola bottling system continued to operate as independent, local businesses until the early 1980s when bottling franchises began to consolidate. In 1986, The Coca-Cola Company merged some of its company-owned operations with two large ownership groups that were for sale, the John T. Lupton franchises and BCI Holding Corporation's bottling holdings, to form Coca-Cola Enterprises Inc. The Company offered its stock to the public on November 21, 1986, at a split-adjusted price of $5.50 a share. On an annual basis, total unit case sales were 880,000 in 1986. In December 1991, a merger between Coca-Cola Enterprises and the Johnston Coca-Cola Bottling Group, Inc. (Johnston) created a larger, stronger Company, again helping accelerate bottler consolidation. As part of the merger, the senior management team of Johnston assumed responsibility for managing the Company, and began a dramatic, successful restructuring in 1992.Unit case sales had climbed to 1.4 billion, and total revenues were $5 billion.

COCA COLA NOW :In 1886, Coca-Cola brought refreshment to patrons of a small Atlanta pharmacy. Now well into its second century, the Company's goal is to provide magic every time someone drinks one of its more than 400 brands. Coca-Cola has fans from Boston to Budapest to Bahrain, drinking brands such as Ambasa, Vegitabeta and Frescolita. In the remotest comers of the globe, you can still find Coca-Cola. Coca-Cola is committed to local markets, paying attention to what people from different cultures and backgrounds like to drink, and where and how they want to drink it. With its bottling partners, the Company reaches out to the local communities it serves, believing that Coca-Cola exists to benefit and refresh everyone it touches. Coca Cola enjoys the privilege of being the largest selling soft drink company in the world. Its product Coke, Fanta Limca, Thums-Up, Sprite and Maaza are well known worldwide and are sidely regarded as top, most brands in their respective flavor segments. Soft drink industry is ballooning in India with continuously growth rate that swells more every year. In S.G.A. (sales generating assets) Coca-Cola is leading the market in providing the maximum number of cooling equipments i.e. viz cooler, family fridges and E.B.C. (electro bottle cooler) to their retailer. Coca-Cola is also ahead of Pepsi in providing signages i.e. glow signs and dealers boards to the retailers. Since the Good service, advertising and superior promotional strategies from the basic rule for survival in the, all the companies are trying to perform their best on these front. Coca-Cola is the leader of this front also. It provides the better service to the retailers that its competitors airs superior quality advertisement and launches better sales promotion schemes into the market. Gut to maintain the position and to improve it even better, it should continuously improve itself through innovative marketing strategies, since the market is highly competitors pocket.

Story of Soft Drinks

Segmented of Soft Drinks:The Soft Drinks can be segmented on the basis of point of purchase or the basis of type of products. The story of Soft Drinks in Fascinating. Since the beginning of life the most pressing need of all living beings is food and sweet juice when cut open, ditto the watermelon and fresh coconuts. Man learnt the Secrets of these Sources and used them as additional pleasant aid drinks besides water. As year passed in thousand, man tried to imitate nature in preparing these drinks so as to use them as well. As results of laborious Search in 1772, Joseph Priestly combined carbon dioxide with water and artificial produced directed water bubbling with gas spread quickly and parched mouth begin to consume this. The Segmentation on the basis of point of purchase divides the market into two parts-Onpremise-80% of the Consumption of Soft drinks is done. Premise i.e.- Restaurants, Railways station, Cinema Hall etc.

AT HOME :The rest of 25% of the market compromises of the soft drinks purchased for consumption at home. The market can also be segmented on the basis of products. The segmented could be present as follows-> This account for 62 % of the total Soft Drinks at all India Level. The Brands that falls in these categories are PEPSI, Thumsup, and coke. Non-Cola segmented, which can be further, divided as orange: This segment has 19 % share of the total market. Miranda orange (of Pepsi), Fanta & Gold Spot (Both of the Coke) and Crush represent the orange segment.

Lime : This segment represent 14 % of the total market. Cokes Limca and Pepsis
Mirinda fall in these categories. The market leader is close to 70 % market share of this segment but Sprite has considerably cut into this market

Mango : Slice Mangola and MAZA are leading Mango drinks.

Mango drinks accounts for about 3 % of the soft drink market. There is very thin line of difference between the clear and cloudy lime. The most obvious features is that clear lime has to be bottled in green bottle as sunlight harms the drink and change the taste.

Soft Drinks industries An Overview :It all began in 1886, when a tree legged brass kettle in Hohn Styth pembertons backyard in Atlanta was brewing the first P of marketing leged. Unaware the pharmacist has given birth to a caromel syrup, which is now the chief ingredient of the worlds favorite drinks. The syrup combined with carbonated the soft drink market. It is estimated that this drink is served with carbonated the soft drink market. It is estimated that drink is served more than one thousand million times in a day. Equally oblivious to the historic value of his actions was Frank IX. Robinson, his partner and book keeper. Pemberton and Robinson laid the first foundation of this beverage when an average nine drinks per day to begins with, upping volumes as sales grew. In 1984, this beverage got into bottle, courtesy a candy merchant from Mississippi. By the 1950s Colas were a daily consumption item, stored in houses hold fridges. Soon were born other non-cola variants of this product like orange and lemon. Now, the soft drink industry has been dominated by three major player---1) The New York based Pepsi Co. Inc. 2) The Atlanta based Coca Cola Co. 3) The united Kingdom Based Cadbury Schweppes Through out the glove these major players have been battling it. Out for a bigger chunk of the ever-growing cold drink market. Now this battle has begun in India too. India is now the part of cold drink war. Gone are days of Ramesh Chauhan, Indias one time Cola.

King and his bouts of pistol shooting expected now to hear the boon of cannons when the Coca Cola and Pepsi co. battle it out for, as the Jordon goes a bigger share of throat. By buying over local competition, the two America Cola giants have cleared up the arena and are packing all their power behind building the Indian franchisee of their globe gridline brands. The huge amount invested in fracture has never been seen before. Both players seen an enormous potential in his country where swigging a carbonated beverage is still considered a treat, virtually a luxury. Consequently, by world standards Indias per capita consumption of the cold drinks as going by survey results is rock bottom, less than over Neighbors Pakistan & Bangladesh, where it is four times as much. Behind the type, in an effort invisible to consumer Pepsi pumps in Rs 3000 Crores (1994) to add muscle to its infrastructure in bottling and distribution. This is apart from money that companys franchised bottles spend in upgrading their plants all this has contributed to substantial gains in the market. In colas, Pepsi is already market leader and in certain cities like Delhi, Pepsi retailers are on one side & all the other colas put together on the other. While coke executive scruff at Pepsis claims as well as targets, industry observes are of the view that Pepsi has definitely stolen over its competitors coke. Apart from number, Pepsi has made qualitative gains. The foremost is its image. This image turn around is no small achievement, considering that since it was established in 1989, taking the hardship route prior to liberalization and weighed down by export commitment. Now, at present as there are three major players coke, Pepsi and Cadbury and there is stiff competition between first two, both Pepsi and Coke have started, sponsoring local events and staging frequent consumer promotion campaigns. As the mega event of this century has started, and the marketers are using this events- world cup football, cricket events and many more other events. Like Pepsi, Coke is picking up equity in its bottles to guarantees their financial support; one side coke is trying to increases its popularity through.

Eat Food, enjoy Food, Drink only Coca Cola. Eat Cricket, Sleep Cricket, Drink only Coca Cola. Eat Movies, sleep movies. Drink only Coca Cola. On the other side of coin Pepsi has introduces AMITABH BACHCHAN for capturing the lemon market through MIRINDA lemon with Zor Ka Jhatka Dheere Se Lage?. But no doubt that UK based is also Cadbury is also recognizing its presence. So there is real crush in the soft drink market, with launch of the carbonated organize drink Crush, few year ago in Delhi, the first in a series of a launches, Cadbury Schweppes beverage India (CSBI) has planned. The world third largest soft drinks marketers all over the country. CSBI wholly owned subsidiary of the London based $ 6.52 billion. Cadbury Schweppes is hopping that crush is going well and well not suffer that samefate as the Rs. 175 crore Cadbury indias apple drink Apella. SBI is now with orange (crush), and Schweppes soda in the market. As orange drinks are the smallest of non-cola categories that in Rs. 1100 crore market with 10 % market share and cola having 50 % is followed by Lemon segment with 25%.

The success of soft drinks industry depends upon 4 major factories viz.. 1. Availability 2.Visibility 3. Cooling 4. Range

Availability :It means that the presence of a particular brand at any retailers. If a product is now available at any retailers and the competitors brands are available, the consumer will go for at because generally the consumption of any soft drink is an impulse decision and not predetermined one.

Visibility :- it is the presences felts, if any outlets has a particular brand of soft drinks
say-Pepsi Cola and this brands is not displays in the retailers, then its availability is of no use. The soft drinks must be shown off properly and attractively so as to catch the attention of the consumer immediately Pepsi achieves visibility by providing glow sign boards

,hoardings, calendars etc. to the outlets. It also includes various stands to display Pepsi and other flavors of the company.

Cooling :- As the soft drinks are consumed chilled so cooling them plays a vital role
in boosting up the sales. The brands, which is available chilled, gets more sale then the one, which is not, even if it more preferred one.

Range:- This is the last but not the least factor, which affects the sale of the products
of a particular company ,Range availability means the availability of the all flavors in all sizes.

VISION OF THE COCA COLA INDIA

Provide exceptional strategic leadership in the Coca Cola India system resulting in consumer and customer preference and loyalty, through Coca Colas commitment to them, and in a highly profitable Coca Cola corporate branded beverage system.

MISSION OF COCA COLA INDIA

Create consumer products, services and communications, customer service and bottling system strategies, processes and tools in order to create competitive advantage and superior value to : Consumers as a superior beverage experience. Consumers as an opportunity to grow profits through the use of finished drinks. Bottlers as an opportunity to grow profit and volume. Suppliers as an opportunity to make reasonable profits when creating real value added in an environment system wide teamwork. CCI associates as superior career opportunity. Indian Society in the form of a contribution to economic and social development.

Mission, Vision & Values 2020

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.

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.

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 Pasion: 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 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 didnt.

COMPANY PROFILE
Coca Cola India is American Multinational Company having its corporate Office in Atlanta America, Coca Cola is known World Wide, Coca Cola was born in 1887. After economic liberalization in 1991 many MNCs came in India. India is an emerging market, which means that low consumption coupled with big population numbers that adds up to high potential demand. Coke is continuing to stay with multi-brand strategy as it enhance company ability to leverage self space at the retail outlets; it also gives flexibility to offer price-off on brands other than its lead ones Cokes dual brand approach will extend to lemon flavor too since it plants to introduce Fanta Lemon shortly after the can hits the market. Coke is moving slow in India, as it wants to get the strategy right first; build a strong foundation before moving ahead the supply side infrastructure. Has also to be strengthened with the volumes reaching a critical mass; it could well be worth the while of Cokes international suppliers to set up facilities in India: Bell corporation of Colorado is considering setting up a can manufacturing plants near pune and continental Pet Europe has similar plants. Coke considers itself as the gold standard and therefore says that focused on pushing through innovations in the marketplace Coming in with a lower price of Rs. 6 (which has now been raised) and bottle size to 300 ml. Introducing full depth plastic crates when the industry was used to half depth wooden crates has reduces bottle scuffing and breakages drastically.

MAIN AIM OF COCA COLA IN INDIA

There is a great opportunity here because per person consumption of cold drinks in India is very low but the potential is high because large population is discoursing hot climate in India. While The Coca-Cola Company is a global company with some of the worlds most widely recognized brands, the Coca-Cola business in India, as in each country where we operate, is a local business. Our beverages are produced locally, employing Indian citizens, our product range and marketing reflect Indian tastes and lifestyles, and we are deeply involved in the life of the local communities in which we operate. The Coca-Cola Company is a global company with some of the worlds most widely recognized brands, after a 16-years absence, Coca-Cola returned to India in 1993.The Companys presence in India was cemented in November that year in a deal that gave Coca-Cola ownership of the nations top soft-drink brands and bottling network. Coca- Cola India has made significant investments to build and continually improve its business in India, including new production facilities, wastewater treatment plants, and distribution systems and marketing equipment. During the past decade, the Coca-Cola system has invested more than US$ billion in India. Coca-Cola is one of the countrys top international investors. In 2003, Coca-Cola India pledged to invest a further US$ 100 million in its operations. Coca-Cola business system pledged directly employs approximately 6,000 local people in India.

BOTTLING AND QUALITY CONTROL

TODAY, Cokes products reach consumers and around the world through a vast distribution network made up of local bottling companies. These bottlers are locked around the world and most are in independent business. using concentrates and beverage basis produced by Coca-Cola. The Coca-Cola Company is committed to assist its bottlers with the functions of an efficient bottling operation. Quality Control, monitored constantly by the company, is necessary to produce high quality Soft drinks. At The Coca-Cola Company, quality is more than just something we taste, or see, or measure or manage. Quality shows itself in our every action; it encompasses everything we do. From processing to packaging to pouring, anything less than 100 percent quality beverages we can produce every time. At The Coca-Cola Company, through our globally accepted and validated manufacturing processes and Quality Management Systems, we ensure that our manufacturing facilities are equipped to provide the consumer with the highest possible quality beverage each time. Let us now take you through the processes and Quality Assurance Programs followed by our world-class manufacturing facilities in India. Even before the plant is constructed, the site is selected based on the availability of source water meeting the portability quality standards. At all our carbonated and noncarbonated soft drink manufacturing locatins, the source water is tested for all requirements of potable drinking water. Independent third party accredited laboratories always conduct the analysis. The source water is then properly protected and re-tested periodically to ensure conformance to portability standards. The water us then drawn through sealed pipelines into the storage tanks in secured water treatment areas of the manufacturing plant. 1. The first step in the manufacturing of soft drinks is the disinfections of water using the globally approved procedure of chlorination. This treatment ensures the destruction of microorganisms including pathogens and oxidation of heavy metal ions and organic impurities.

2. The second step is the filtration at the molecular level, which is achieved either by coagulation/flocculation or reverse osmosis. Contaminants commonly removed by this process include : - Dirt, clay and any other suspended matter in the water. - Microbial matter (including bacteria, yeast, moulds. Virus, protozoa). - Heavy metals and compounds, which may cause an off-taste. When coagulation/flocculation is used, colloidal materials and suspended particles are removed by settling plus enhanced filtration multi-media. If needed, alkalinity may also be achieved by lime softening or ion exchange filters. 3. The third step to stop potential contaminants is water purification using granular activated carbon filters. The granular activated carbon, with its large and porous surface area, ensures effective removal of trace levels of organic compounds (including pesticides and herbicides), color, off-taste and odor-causing compounds using he principle of absorption. 4. The last step is polishing filtration, which is passing water through high efficiency 5-micron filters to ensure every drop of treated water is free from any activated carbon fines and is safe for use in beverages An employee operates a proportioned where the syrup, carbon-dioxide and water are blended

TRADE MARK
Cokes trademark are our most valuable assets. The trademark Coca-Cola was registered with the U.S. Patent and Trademark office in 1893, followed by Coke in 1945. Coke was granted registration by the U.S. Patent and trademark office in 1977. In 1982 the Coca Cola Company introduced diet coke to U.S. consumers, making the first extension of companys most precious trademark to another products. Later year saw the introduction of additional products bearing the Coca Cola name, which now encompasses a powerful line of seven (7) Cola Products.

PRODUCT AND QUALITY

Coca Cola acquired Parle all the brand at a sum of 300 crore and now coke has formulated a policy to acquire the plant of bottles instead of making franchise. On this step Coke first acquired Parle Delhi and Bombay Plant in 250 crores. Coca Cola also acquired Schweppes nearly all the brand except one for the sake of maintaining on step lead. Leading Indian brands Thums Up, Limca, Maaza, join the Companys international family of brands including Coca-Cola, Diet Coke, Sprite, Fanta and one hot product i.e. Georgia tea or coffee product range. Our Kinley water brand was launched in 2000. In 2001, our energy drink Shock ad our first powdered concentrate, Sunfill, hit the market. Annual per capita consumption of soft drinks in India is nine 8-ounce servings. We monitor our success through our customer and consumer feedback and our intrade monitoring programmes, and this information enables us to continuously improve our already demanding systems. The Company ranking up first in the introduction of canned and PET soft drinks, vending machines and backpack diepensers for crowds of cricket supporters. The Coca-Cola system adheres not only to national laws on food processing and labeling, but also to our own strict standards for exceptional quality. In everything we do, from the selection of ingredients to the production of our beverages and their delivery to the market place, we use our specialized quality management system, The Coca-Cola Quality System, to ensure that we are offering consumers only the highest quality products.

PRODUCT PROFILE OF THE COMPANY

There are six most important brands of Coca-Cola named as following : These six brands are different in taste, flavors and also in their colors:

1. Coca-Cola :Coke is considered to be a cola drink. It is generally preferred by all sections of consumer. This is a cash cow brand for the company in terms of sales revenue. Coke is available in market different size like 200ML, 300ML, 600ML(PET) and 2000ML(PET). Coca-Cola is the most popular and biggest-selling soft drink in history, as well as the best-known product in the world. Created in Atlanta, Georgia, by Dr. John S. Pemberton, Coca-Cola was first offered as a fountain beverage by mixing Coca-Cola syrup with carbonated water. Coca-Cola was introduced in 1886, patented in 1887, registered as a trademark in 1893 and by 1895 it was being sold in every state and territory in the United States. In 1899, The Coca-Cola Company began franchised bottling operations in the United States. Coca-Cola might owe its origins to the United States, but its popularity has made it truly universal. Today, you can find Coca-Cola in virtually every part of the world.

2. Thums Up :Thums Up is also considered to be a cola drink. It is hard in comparison to Coke. All sections of consumers but especially to teenagers prefer it. It is big sauce of company to cash its publicity. Thums Up is available in market different size like200ML, 300ML, 600ML(PET) and 2000ML(PET). Coco cola offers thumbs up. This soft drink is a leading carbonated drink and the most trusted brand in india. It has a strong cola taste with an exciting personality. Thumbs up is know for its strong, fizzy taste with its confident, mature and uniquely masculine attitude. This brand clearly seeks to separate men from boys. Coco Cola India Offers Thumbs Up. This Soft Drink Is A Leading Carbonated Drink And The Most Trusted Brand In India

3. Limca :Limca is considered to be lemony in taste, and comes under the category of cloudy lemon because of its color, which is similar to that of clouds. It has to yield good sales revenue. Children and women generally prefer it. Limca is available in market different size like- 200ML, 300ML, 600ML(PET) and 2000ML(PET). Coco cola india offers limca. Lime n` lemoni limca is a tangy refreshing spell with original thrust choice of million consumers over 3 decades. The brand has been displaying healthy volume growth year on year and limca continues to be amongst the leading flavour soft drink in the country. The sharp fizz and lemony bite combined with the single minded positioning of the brand as the ultimate refresher that has continuously strengthens the brand. This soft drink energises, refreshes and transforms.

4. Fanta :Fanta is coming in orange flavor. Children and women prefer it. Fanta is available in market different size like- 200ML, 300ML, 600ML(PET) and 2000ML(PE Fanta was introduced in the United States in 1960. Consumers around the world, particularly teens, fondly associate Fanta with happiness and special times with friends and family. This positive imagery is driven by the brand's fun, playful personality, which goes hand in hand with its bright color, bold fruit taste and tingly carbonation.T).

5. Maaza :Maaza is considered to be juicy soft drink because it contains mango pulp. This soft drink is preferred by different segments of consumers. Maaza is available in market 250ML size. And the tetra pack of 160ml and 1ltr pet also.

6. Sprite :In order to complete with 7UP a brand of Pepsi in the area of Plain lemon, this product is launched by Coca-Cola. Sprite is available in market different size like- 200ML, Coco cola india offers sprite. This soft drink was launched in 1999 and today

worldwide it ranks as the no.4 soft drink and sold in more that 190 counties. It has grown to be one of the fastest growing soft drink, leading the clear lime category.300ML, 600ML(PET) and 2000ML(PET).

7. KINLEY WATER :Water, a thirst quencher that refreshes, a life giving force that washes all the toxins away. A ritual purifier that cleanses, purifies, transforms. Water, the most basic need of life, the very sustenance of life, a celebration of itself. The importance of water can never be understood. Particularly in a nation such as India where water governs the lives of the millions, be it as part of everyday rituals or as the monsoon which gives life to the sub-continent. Kinley water comes with the assurance of safety from the CocaCola Company. That is why we introduced Kinley with reverse osmosis along with the latest technology to ensure the purity of our product. Thats why we go through rigorous testing procedure at each and every location where Kinley is produced.

PACKAGE SIZES
In 1993 Coca Cola has introduced 300 ml returnable Glass Bottles(RGB) , while maintaining the price at Rs.5, which was offered by the industry for 250ml RGB. The rest of the industry was forced to follow CCIs example and upgrade to 300ml. The focus of CCI was to offer consumer better value of price, and this has remained the cornerstone of CCIs strategy in India. Specially designed pallet loading trucks have improved distribution efficiencies. Introducing full depth plastic crates when the industry was used to half depth wooden crates has reduced bottle scuffing and breakages drastically. At present CCIs brand are available in a host of package sizes. These include 200ml, 300ml, 600ml, and 2000ml PET and 330ml cans. The 200ml package was introduced in March 1996, and was positioned to capitalize the potential of the rural and semi-urban markets of India. Coca-Cola India was the first drink company in the country to launch cans. Coca Cola and Fanta marked the beginning of the can revolution when launched in cans just before the World Cup Cricket in January 1996 followed by Thums Up and Limca in May 1996. The launch of cans in India brought India on par with international packaging standards in the soft drink industry the world over and opened up a new dimension in providing the consumers with a convenient, mobile, single serve consumption package. Consumer benefit from 11 more brand package combinations being made available to them led by the successful,, first ever launch of Cans and PET. The subsequent introduction of 600ml and 2 liter RGBs with superior tamper evident, leakage-proof and child-safe Plastic Closures represented a technological leap over the mental closures previously used by the rest of the soft drink industry. All the national brands i.e. Coca-Cola ,Fanta, Thums Up and Limca are available in the entire above package sizes. The regional brands i.e. Coke, Sprite and Maaza are available in 300ml RGB. In 1996 coke also saw the pioneering of Coca-Cola on the Go Back pack Dispensers for in-stadium use during the Wills World Cup and Can Vending Machines in India.

INNOVATION
At the leading edge of the beverage industry for over a century, the Coca-Cola Company system in India also introduced a series of innovation in the areas of production, distribution and marketing never seen before in India.

MARKETING :Image-enhanced graphics on signage retail outlet walls and delivery vehicles. Trademarked tricycles and pushcarts with umbrellas, covering thousands of mobile outlets. Leading edge merchandising equipment, including icebox coolers that allows small retailers to services ice-cold soft drinks. Training for retailers in merchandising techniques, such as product placement. Large single and refillable-glassed bottles, offering consumers more value. Georgia Green refillable glass bottles produces for the first time in India to differentiate the brand. Dynamic PC-based/driven electronic outdoor signage.

DISTRIBUTION :The distribution networks of Coca- Cola had 6.5 Lakhs retailers across the country in FY2010 which the company is planning to increase to 8 lakhs by FY2011 on the other hand PepsiCos distribution networks had 6 lakh retailers across the country during FY2010 which it is planning to increasing to 7.5 lakhs by FY2011.

There are two marketing channels involved in the transfer of product from the producer to the consumer. The intermediaries involved in the transfer are distributor and retailers.

DISTRIBUTION :They are appointed agents of the company who make order to the company by paying in advance through drafts, stocks the products in their godowns and provides delivery with a team of salesman and derivers. They are allowed to sell company

products to the retailers in a specified area. This area is divided into routes by the company. Each route is covered by one unit i.e. one delivery van, one salesman, one drivers, one helper etc. these units and godowns are their main investments. The company evaluate its distributor at the end of the year and makes plans for the next year. Company fixes the targets for each distributor according to markets size, potential last year sales growth assumption is based on deposit of empties. Distributors are awarded with a fair margin of 9 % For their services company also offers many gifts like briefcase handbags, T-shirts, Caps etc to encourage the distributor before appointing them. If the distributor is not complying with the condition of these agreements, company may reduce the area of distributors or may even terminate the relationship.

RETAILER :The sale of particular soft drinks depend a lot entirely on retailers wish. For instance if he does not keep Pepsi Cola and If his shop is at the prime location them certainly the customer will turn towards others other Cola Drinks etc. This all goes to prove that retailers are kings. So retailers require special focus from the Company. PepsiCo helps the retailers to serve its customers better by providing good margin to them for storing its product using merchandisting to improve in store product displays. PepsiCo not only sell the flavor but also tries to sell the glass bottles and crates to the retailer so that retailer can maintain adequate amount of ready stocks and quick rotation of glass bottle could be facilitated. PepsiCo provides a fair margin of Rs. 24% per crates to the retailers. Full-depth stackable plastic crates, in bright red with Coca-Cola trademark. New six and ten ton closed bay route trucks, loaded by forklift with standardized pallets of multiple crates permitting more efficient distribution. New three-wheeled vehicles open bay, for city/alley distribution.

COOLING FACILITIES AT RETAILERS

The Company has distributed 3,000 cooling approach at the Retailers. The Company has purchased these coolers from six different companies out of which few also provide maintaince services. The companies are Alwyn, Carrier, Kelvinator, Konark and Helchama. In India 80% soft drink is consumed at the retailers and the rest 20% is consumed at homes, this requires the soft drink manufacturer to provide adequate cooling facilities at the outlets to make the soft drink, ready to serve to the consumer. PepsiCo Company wants to serve its consumers with finished products. The company supplies final products to the retailer and it is retail retailers where the products is transformed into finished product while serving the chilled soft drink to customer The company has also installed deep freezers models of 100 let, 250 lit and 1000 lit. these cooling equipment are the property of the Company which are installed at retailers to serve the customer. They are installed at those retailers, which have a deposit of 1 crates of empties upon each 10 liter capacity of the order and a potential of selling four crates annually on each liter capacity of the cooler. The retailers are required to keep only Pepsi product in these coolers. The capacity of coolers very from 65 liters to 330 liters. Most of the models have a transparent door, which makes the products visible. These models are called VISI coolers.

INDUSTRY PROFILE NAME:- NARMADA DRINKS PVT LTD.

Established in 1992 Narmada drinks Pvt. Ltd Initially started production for Parle Soft Drinks in plant located at Sirgitti industrial area, Bilaspur,Chhattisgarh. With Expansion and Growth been the motive it become the authorized Bottler for Coca-cola India in the year 1995.Thus it gets the identity of a worldwide brand, Coke. NDPL is basically a Franchisee owned Bottling Operation unit (FOBO) of Coca-Cola India. Its area for serving is limited to Chhattisgarh only. Since it is a bottling unit it is responsible for the market execution only. It is not having the authority to take marketing decisions. NDPL only executes marketing strategies planned by coca-cola India for its operational area. Though it has limited freedom for promotional activities for which it has to get approval from the Big Boss Coca-Cola India. NDPL works on target basis it gets target by CCI based on it previous performance in terms of cases to be sold and on that it received material for manufacturing the CCI beverages. During the time NDPL has Expertise in processing all carbonated soft drinks CCI in all packages along with famous mineral water brand Kinley water though it still lacked in manufacturing juices. The availability of juices is provided by other FOBOs or Company owned bottling operation units (COBO) of Cocacola India. NDPL is one of participants of THE SUPERIA GROUP which is formed by three Bottling units situated at Nagpur, Jabalpur and Bilaspur. All of them are authorized bottler for CCI and because of their geographical situation Superia group is now able to serve a good amount of area in three states correspondingly Maharastra, Madhya Pradesh, and Chhattisgarh. For production NDPL has to purchase concentrate of the desired brand from coca-cola India for the specified number of cases of that particular brand. NDPL being the FOBO has the authority for appointing Authorized distributors for distribution of the CCI products processed at NDPL as well as other to provide complete range of the products offered by CCI. NDPL is now following Six Sigma concept.

The entire production from the concentrate to raw material and packaging the material is completely guided, controlled and supervised by the quality control management system of Coca-Cola India. NDPL has a good and excellent team for Production, Sales and Execution. Since Coca-cola India has been using the very Famous Right Execution Daily (RED) as a Tool so as authorized bottler it is necessary for NDPL to work skillfully on execution. It has basically two types of working departments apart from other common needed department important from the point of view of CCI and NDPL the Sales department and Execution department. The sales team looks into the basic area of selling all brands in the maximum numbers and so to meet the NDPL target given by CCI. On the other hand the Execution team follows the RED guidelines.

Research Methodology Definitions

:-

Research Methodology is way to systematically solve the research problem. Research Methodology has many dimension and research methods constitute a part of the research methodology. Thus research methodology does not only talk of research methods but also considered the logic behind the methods used in the context of research study and explain why we are using particular and technique or method and why we are not using other so that research results are capable of being evaluated either by the researcher himself or by other. Research Methodology can be expressed and explained to research process. Research Process is a sequential description of the entire research work including research methodology.

RESEARCH DESIGN :Definitions:

A Research Design is the arrangement of conditions for collection and Analysis of Data in a Manner that aims to combined relevance to the research purpose with economy in Procedure Research process should be clearly defined as Research Design is a Plan, Structure and Strategy of the investigation concord so as to find answer to research problem and to control to variance. Plan : Out line of Research Project. Structure: More Specified Out line Strategy : Method of the Collection Data. In have used exploratly techniques because through the level of retailers satisfaction. I have been trying to find out the Glass strength (Filled Stock + Cooling Stock + Pet Stock + Glass Strength) of Pepsi in Eastern region of Allahabad city as well as coolers provides by the company (PepsiCo) to the retailers.

Sampling Plan :I have used the area sampling methods in my project report. Sample Area:I have covered the Bilaspur city. Sample Size:I have covered the many retailers of Bilaspur city. Research Tools:The two tools of survey are with closed ended questionnaire, which is provided by the Company. Interviewed methods is done with the help of surveys checklists and the interview method is done with the help of closed ended Questionnaire. Stastical Tools:I used simple percentage formula for finding the share of coke and used charts and graph analysis.

DATA COLLECTION (Sources) :Data is collected by Primary and Secondary Data Sources . . . . . Primary Data:Marketing Research project involves direct interviews with retailers to get the ideas as to how the retailers feel about the services of the company.

Secondary Data:Secondary data consists of information that is already exiting somewhere, having been collected for another purpose by somebody else. It can be obtained from published source. It offers that advantage of low cost and ready availability, but many times the data may not be complete of inaccurate. In this case, I was considered to collect the primary data, which proved to be more accurate. This was done by face-to-face interview of the retailers. Secondary Data Sources are as follows:Company Profile (Company Site) Internet Through News Paper and Magazines etc.

MARKETING RESEARCH
Marketing manager often commission formal markets studies of specific problems and opportunities. They may request a market survey, a product preference test, a sales forecast by region, on n advertising evaluation. We define marketing research. Marketing research is the systematic design, collection, analysis and reporting of data and finding relevant to a specific marketing situation facing the company. Effective marketing research involves the five steps are as follow : 1. Define the problem and research objectives. 2. Develop the research plan 3. Design a marketing research strategy. 4. Collect the information. 5. Analysis the information. 6. Present the finding.

Define the problem and research objectives :The first step in marketing research is identifying and understanding the marketing problem. What is the problem? What types of information are required to solve it? What segment of the related information is already available? Marketing research also make use of the available literature for an in depth background study of the problem. A marketing researcher must also define the research objective clear.

Develop the research plan :When marketing problem is clear identified and formulated, a marketing researcher should develop a plan to collect the relevant information. While developing the research plan, he should also familiars with the existing research findings. He can also take the help of library sources as well as experienced consultants, persons with practical knowledge etc.

Collection of information:A marketing researcher has to make a plan for collecting secondary data, primary data or both, as the case may be. Primary data given the first hand information for specific purposes in hand, whereas secondary data consist the information tat already exists. The marketing researcher selects one of the above- mentioned method or both. His decision depends on the nature of study, the objectives of the study, financial resources available, availability of time and the degree of accuracy desired.

Analysis the information :The next to last step in the marketing research is to extract finding from the collected data. The researcher tabulated the data and develops frequency distribution. Average and measures of dispersion are computed for the major variables. The researcher will also apply some advanced statistical techniques and design models in the hope of discovering additional findings.

Present the finding :Keeping the objectives of the study in mind, he researcher should prepare the study report. The finding should be written in a concise, simple and objective oriented language. Graph and example in the main report should be only if they are essential for conveying the essential facts or are otherwise necessary to support the statement.

MAJOR ELEMENTS OF PHYSICAL DITRIBUTION

TRANSPORTATION INVENTORY MANAGEMENT ORDER PROCESSING PROTECTIVE PACKAGING MATERIALS HANDLING WARE HOUSING INFORMATION MANAGEMENT

BILASPUR AS A MARKET
A market comprising of both semi-urban and semi-rural type of consumers. Having its dimensions stretching from Bilaspur itself of various small home lets situated as far as 10 to 30 kilometres. Having an equally competitive market provides the major competition ground for soft drink giants. Comprises mainly of Bilaspur City, which includes the whole periphery in, and ground bilaspur has a wide market area where consumers of all types are present? Since, Bilaspur is a center that caters to a number of small places in any way and in every manner it can. Hence, Bilaspur is a mix of all types of consumer. Dominated by business class equally having literate middle class comprising of government servants. Presence of an established railways setup i.e., Divisional Railway Magistrate Office, Railway Workshops etc. sector unit like Sipat. Also present is a National Thermal Power Plant head office located on the other side, thus, building up mini townships and an opportunity for developing small markets. Provides for the literate middle class market where consumers choice takes the toll.

ANALYSIS
LIFE SPAN OF THE BUSINESS.

1. < 1 year 2. 1 - 5 years 3. 5 - 10n years 4. > 10 years

0% 19% 52% 29%

0% 29% 19% 1. < 1 year 2. 1 - 5 years 52% 3. 5 - 10n years 4. > 10 years

AMONG 100 RESPONDENTS 19 OUTLETS HAVE THERE BUSINESS IN BETWEEN 1-5 YEARS AND 52 HAVE BETWEEN 5-10 YEARS AND 29 HAVE THERE BUSINESS ABOVE 10 YEARS.

WHICH TYPE OF SHOP YOU HAVE.

1.Juice,Cold drinks,food shop 2.Genral syore or kirana shop 3.pan shop 4.Dairy 5.other, please specify

9% 23% 13% 0% 55%

9% 23% 55% 13% 1.Juice,Cold drinks,food shop Genral store and kirana shop 3.pan shop 4.Dairy 5.other, please specify 0%

AMONG 100 RESPONDENTS 9 OUTLETS WERE JUICE AND FOOD SHOP,23 WERE GENRAL STORES,13 WERE PAN SHOP AND 55 WERE OTHER TYPE OF SHOP.

Do YOU SELL COLD DRINKS AT SHOP.

1. Yes

100%

2. No

0%

0%

1. Yes 2. No 100%

AMONG THE 100 RESPONDENTS ALL THE OUTLETS WERE SELLING COLD DRINKS AT THERE SHOP.

WHICH COMPANY COLDRINK YOU SELL AT SHOP.

1. Coca cola 2. Pepsi 3. Parle Agro 4. Other

100% 7% 49% 0%

0% 49% 100% 7% 1. Coca cola 2. Pepsi 3. Parle Agro 4. Other

AMONG 100 RESPONDENTS ALL 100 OUTLETS SELL COCA COLA AT THERE SHOP,7 OUTLETS SELL PEPSI ALONG WITH COCA COLA AND 49 OUTLETS SELL PARLE AGRO PRODUCTS ALONG WITH COCA COLA.

WHAT TYPE OF CUSTOMER COME TO SHOP.

1. Daily walkk in customers. 2. Regular customers. 3. Parties and others.

50% 50% 0%

0%

50%

50%

1. Daily walkk in customers. 2. Regular customers. 3. Parties and others.

AMONG 100 RESPONDENTS 50 WERE DAILY WALK IN CUSTOMERS AND 50 WERE REGULAR CUSTOMERS.

FACTORS WHICH ATTRACT YOU THE MOST WHILE CHOOSING THE COLD BRAND TO BE KEPT IN SHOP.

1. Brand value. 2. Better schemes. 3. High demand in market. 4. Good supply. 5. High profit margins. 6. Good service by the dealer. 7. Quality of the products 8. Others.

84% 0% 10% 0% 0% 0% 6% 0%

0% 0%

0% 10%

0% 0% 6%

1. Brand value. 2. Better schemes. 3. High demand in market. 4. Good supply. 84% 5. High profit margins. 6. Good service by the dealer. 7. Quality of the products 8. Others.

AMONG 100 RESPONDENTS 84 OUTLETS PREFER BRAND VALUE10 OUTLETS PREFER HIGH DEMAND IN MARKET AND 6 OUTLETS PREFER QUALITY OF THE PRODUCTS AS MAIN REASON TO CHOOSE THE COLD DRINK COMPANY.

WHICH COMPANY VISI-COOLER YOU AT THE SHOP.

1. Coca cola 2. Pepsi 3. Others. 4. I do not have a visi-cooler.

80% 0% 0% 20%

0% 0%

20%

1. Coca cola 2. Pepsi 80% 3. Others.

AMONG 100 RESPONDENTS 80 OULETS HAVE COCA COLA COMPANY VISI-COOLER AT THERE SHOP AND 20 OUTLETS DO NOT HAVE VISI-COOLER AT THERE SHOP.

HOW OFTEN RETAILERS ORDER COCA COLA PRODUCTS.

1. Once a week. 2. 2-3 times a week. 3. 3-4 times a week. 4. > 4 times.

0% 80% 10% 10%

0% 10% 10% 1. Once a week. 2. 2-3 times a week. 80% 3. 3-4 times a week. 4. > 4 times.

AMONG 100 RESPONDENTS 80 OUTLETS ORDER COCA COLA PRODUCTS 2-3 TIMES A WEEK,10 OULETS ORDERS 3-4 TIMES A WEEK AND 10 OUTLETS ORDERS MORE THAN 4 TIMES A WEEK.

DO YOU GET DELIVERY OF THE PRODUCT AT RIGHT TIME.

1. Yes 2.No

90% 10%

10% 1. Yes 90% 2.No

AMONG 100 RESPONDENTS 90 OUTLETS ARE SATISFIED AND THEY GET DELIVERY AT THE RIGHT TIME AND 10 OUTLETS DID NOT GET DELIVERY AT RIGHT TIME.

WHICH DISTRIBUTION STYLE IS USED FOR OULETS.

1. Pre-sale order 2. Route sales.

85% 15%

15% 1. Pre-sale order 85% 2. Route sales.

AMONG 100 RESPONDENTS 85 OULETS HAVE PRE-SALE ORDER AND 15 OULETS HAVE ROUTE SALES STYLE OF DISTRIBUTION.

HOW OFTEN COCA COLA REPRESENTATIVE VISITS SHOPS.

1. Almost every day. 2. Twice a week. 3. Thrice a week.

0% 85% 15%

0% 15%

1. Almost every day. 2. Twice a week. 85% 3. Thrice a week.

AMONG

100

RESPONDENTS

IN

85

OUTLETS

COCA

COLA

REPRESENTATIVE VISITS TWICE A WEEK AND IN 15 OUTLETS COCA COLA REPRESENTATIVE VISIT THRICE A WEEK.

SWOT ANALYSIS OF THE ORGANISATION

STRENGTH :1. It is a large Organization. 2. Capturing the Board Market. 3. It is manufacturing Company. 4. Proper Utilization of Man Power. 5. Produce high demands in the market.

WEAKNESS :1. Services are not up to the Markets. 2. Unable to penetrate a large no. Of rural market. 3. Reducing the Brand Loyalty of the Customer.

OPPORTUNITIES :1. Large Number of Consumer. 2. Large Market Segment. 3. By removing weakness company could be ultimate leader.

THREATS :1. Existence of Local Soft Drinks. 2. Different offers and Schemes provided by the other soft drink companies

FINDINGS
1. Most of the outlets have problems with their Fridges. They either used to report to Coca cola Distributor 3 4 times to get it repaired or they get it repaired on their own cost after being frustrated.

2. Outlets should be want Company Fridge Schemes and Dealers & Sign Boards of the Company because they say that JO DIKHTA HAI VAHI BIKTA HAI.

3. Most of the small retailers have the problems of improper supply. The problem related to the supply are as following: a. Delivery Van doesnt stop their shop. b. Most of time, Stock is not available to distributors.

4. Retailers are not informed by the ongoing schemes by the route agents somtimes.

5. There is a tough competition between two major soft drinks companies in the market namely The Coca Cola Company and Pepsi.

6. Coca cola does not provide any credit facility where as Pepsi provides to the retailers. . 7. Coca-Cola does provide the entire flavor in the market but Pepsi does not provide all the flavors.

8. Delivery Van of Coca cola is in better condition as compare to Pepsi.

9. The salesman personal relations with the retailers influence the frequency of Supply

10. Delivery Van of Pepsi do not cover all the retailers regularly as compare to Coca cola.

SUGGESTIONS
1. Whenever any schemes are launched, M.D (Market Developers) should inform the retailers about it.

2. Schemes and Gift should be given to retailers as early as possible.

3. Coca cola should try to make available its all products at each of its outlets.

4. Company should look after the repairing of visi-coolers at the earliest. 5. Delivery van should also visit at the small outlets.

CONCLUSION
Coca Cola holds nearly 80 percentage of the market share in Bilaspur. The company is far ahead of with regard to the competition with its different competitors mainly Pepsi. Coca cola has not only shakes up the Indian carbonated drinks market, and given consumers the pleasure of world-class drinks to fill up their hydration, refreshment & nutrition needs but has also been instrumental in giving an exponential growth to job opportunities. In Bilaspur it has managed to have a good distribution system. Although the area of operations is much more than the number of distributors in the city but with the help of proper distribution channel system it has shown a good distribution network among its customers. Distribution channel has a great effect in fulfilling the demand of their customers when the overall demand is high in the market, especially in the summer. The Project carried out during the course of the SIP was indeed an eye-opener to me in more than one way. This project helped me to increase the current understanding of the industry in general and analyze customers taste and preference of products. The study helped me to cast light on the much unexamined area of industry. The study also revealed that the COCA COLA is the most identified brand by the soft drinkers in the city when compared to its competitors.

QUESTIONNAIRE (FOR RETAILER)

Name of the outlet:Address:Contact No. :Life span of the Business: a. <1 year b. 1-5 years c. 5-10 years d. >10 years

1. What is your shop type? Juice, cold drinks, food shop. General store or kirana shop. Pan shop Dairy Other, please specify__________ 2. Do you sell cold drinks at your shop? (if no, please discontinue filling the questionnaire) Yes No 3. If yes, which company cold drinks you sell at your shop? Coca Cola Pepsi Parle Agro Other, please specify __________ 4. What type of customers come to your shop for cold drinks? Daily walk in customers. Regular customer. Parties and orders. 5. Which factor attracts you the most while choosing the cold drinks to be kept in your shop? (Choose any one) Brand Value Better schemes High demand in market Good supply High profit margin Good service by dealer

 Quality of the product Other, please specify _____________ 6. Rank the following from 1-8 for the reasons of you doing business with Coca Cola. (1 is most important and 8 is least important) Brand Value Better schemes High demand in market Good supply High profit margin Good service by dealer Quality of the product Other, please specify ______________ 7. Which company visi-cooler you have at your shop? Coca- cola Pepsi Other, Please specify_____ I do not have a visi-cooler. 8. What is Coca-Colas total sales per day (No. of Bottles), (please tick) No. of 250 ml 500 ml 1L 1.5 L 2L Bottles sold per day 0-25 25-50 50-100 100-200 >200

9. How often do you order Coca-cola products? Once a week 2-3 times a week 3-4 times a week >4 times a week

10. Do you get Coca-Cola products delivery at right time? Yes No 11. Which distribution style is used for you for delivery of Coca-Cola products? Pre-sale order Route sales 12. How often do Coca-Cola representative visit your shop? Almost every day Twice a week Thrice a week Never 13. Give your level of satisfaction for below factors with regards to Coca-Cola Company. (please tick in each row) Factors Highly Moderately Neutral Moderately Highly Satisfied Satisfied Dissatisfied Dissatisfied Sales Representative Ability/Efficiency Sales Man Attitude On Emergency orders Availability of all sizes Stock Delivery (timing and frequency of van) Delivery Mans professionalism Service provided by Coca Cola distributors Companys responsiveness to complaints

Benefit/promotional schemes provided by the company On Equipment maintenance Any other, please specify________ 14. Do you face any problem among the below factors for Coca-cola company? (please tick) Factors Please tick Sales Representative Ability/Efficiency Sales Man Attitude On Emergency orders Availability of all sizes Stock Delivery (timing and frequency of van) Delivery Mans professionalism Service provided by Coca Cola distributors Companys responsiveness to complaints Benefit/promotional schemes provided by the company On Equipment maintenance Any other, please specify________

15. How do you rate Coca-cola on scale of 1-10 for the following parameter? (1 most important, 2-second most important and so on) Factors Rating Sales Representative Ability/Efficiency Sales Man Attitude On Emergency orders

Availability of all sizes Stock Delivery (timing and frequency of van) Delivery Mans professionalism Service provided by Coca Cola distributors Companys responsiveness to complaints Benefit/promotional schemes provided by the company On Equipment maintenance Any other, please specify________

16. What are your suggestions/demands from the Company? ____________________________________________________ __________________________________________________ ___________________________________________________ ___________________________________________________