Professional Documents
Culture Documents
CONTENTS
CHAPTER-1 ……………………………………………2- 07
Objective of study
Scope of study
Executive Summery
CHAPTER- 2 ……………………………………………8- 42
Introduction
Industry Scenario & Company Profile
Product Profile
CHAPTER-3 …………………………………………...43- 78
CHAPTER- 4 …………………………………………..72- 82
Findings
CHAPTER- 6…………………………………………..85- 92
Conclusion
Annexure
Bibliography
[1]
CHAPTER-1
OBJECTIVE OF
THE STUDY
[2]
The survey was conducted at Mula Ali region in Hyderabad keeping following
objectives in
view:
The survey was done to know the current status of activation element
of coca cola in
the outlets.
[3]
SCOPE OF
THE STUDY
[4]
----------------------- Page 5-----------------------
This study has been done at Maula-Ali region in Hyderabad only. During the study I
went through different aspects. The study would be only a drop in the ocean that
can help to understand the current status of activation elements of
Coca-Cola in
retail outlet.
The study can be conduct on the national basis also with large sample
size &
sufficient time by taking feedback of many retailers which sell Coke products.
There are some important aspects of this study which are as follow—
This study will help to the company to know about their new concepts position
in the
market.
This study will help the company also to know about its promotional activities.
Through this study company will know about the visibility of its
products in the
market
During my project I came to know about coke market share in twin cities.
This study will help the company to increase the sales through effective
utilization of
activation elements.
[5]
----------------------- Page 6-----------------------
EXECUTIVE
SUMMARY
[6]
EXECUTIVE SUMMARY
Selling the product is not as important as awareness about the product. Awareness
creates the
demand itself. To spread the awareness of the products companies
carry out some
promotional activities through Television, Radio, News paper,
Magazines, Exhibition,
Posters etc. This plays a key role to spread the awareness about the product to the
public or
target customer. In soft drink industry promotion participate a very crucial part.
Every soft
drink company bring into play promotional activity to promote their product in the
market. In
soft drink industry Coca- Cola enjoys the biggest soft drink company in the world.
This era is the era of competition. All the companies are competing with each
other. They are
using different promotional tools and technique to be the market leader. In
beverage industry
there are two major players Coca-Cola and PepsiCo. Where Coca-Cola have no.1
position in
the world as well as in India. Company wants to grasp more market share, for that
purpose
company have launched new sales promotion concept recently in the market. According
to
this concept company provides some tools like Flange, table top, Ariel mobile
hanger, three
tier racks etc. to the retail outlet to display the product in outlets.
And retailers have to
maintain these red elements with coke products in outlets. This helps in increasing
the sale of
the products.
Market provides a key to gain actual success only to those companies which match
best to the
current environment i.e. “imperative” which can be delivered what are the people
needs and
they are ready to buy at the right time without any delay. It is
perfectly true but this also
depends on the availability of good quality products and excellent
services, which further
attract and add a golden opportunity for huge sales. This also depends on the good
planning
approach and provide ample opportunity plus sufficient amount of products for sales
in the
coming next financial year.
This report introduces a brief study of promotion tools &technique of Coca-Cola for
retailers.
The study report will provide an opportunity to know retailers psychographic needs,
it may
provide an opportunity to the Coca-Cola to frame a good future plan to
satisfy maximum
needs, taste preferences of the retailers and established its guiding
role in the market of
Maula-Ali region Hyderabad.
[7]
CHAPTER-2
INTRODUCTION
TO THE TOPIC
[8]
INTRODUCTION
the current status of activation element of coca cola in the outlets as well as to
provide the
elements to those outlets which they don’t have. These are the promotional tools
of coca
cola which are being used to promote sales of coca cola products. By
providing these
promotional tools the company wants to display coke product in the outlet and make
aware
about its new as well as existing product to the population. These promotional
tools are very
helpful to increase the sale. In this modern era promotion plays a key role to
boost the sale.
sale. Consumption of soft drinks has increased tremendously in India. Every age of
group like
surveys are conducted by Coca-Cola team time to time. This is end & last feedback
for any
right picture of market. This work study provides extensive information about the
position of
[9]
INDUSTRY SCENARIO
AND
COMPANY PROFILE
[10]
INTRODUCTION
throughout the country, and of all ages. The industry has been comprised of all
Indian Soft-
Campa-Cola and Dukes. Decades of 90’s have brought changes in Government Policies
of
1977:- Refusing to dilute its equity stake, Coca-Cola winds up its operations in
the country.
1986:- An application for a soft drink cum snack food joint venture by
Pepsi. Voltas and
1988:- Final approval for the Pepsi food limited project granted by the Cabinet
committee on
economic affairs of the Rajeev Gandhi Government.
clears the Pepsi Project again but with the brand name changed to Lehar Pepsi.
Simultaneously, it also rejects the application of Coke. Citra hits the market from
the Parle
Stable.
[11]
Maharashtra. Pepsi extends its soft drink reach on national scale. Products
launched in Delhi
and Bombay.
Britco foods application cleared by the FIPB, and Pepsi start initial
negotiations for a
strategic alliance but talks break off after a while.
1993:- Pepsi launches Teem and Slice to counter Limca and Maaza
respectively from
Parle. Pepsi captures about 30% market share in about two years.
Coke files an application for a 100% owned soft drinks Company with FIPB,
Decides
to part ways with Rajan Pillai. The Government clears the Coke
application in record
time.
Voltas pulls out of the Pepsi Food Limited joint venture. Pepsi decides to
buyout the
Voltas share and raises its equity to 92% Report of Coke Parle joint gain
strength.
Pepsi launched 1 liter bottles in Pepsi-Cola, Mirinda and Teem flavors.
Sweeps off
Coca-Cola buys out Parle and major leaders of the market, Ramesh
Chauhan,
Coca-Cola hits the Indian in 300 ml at the price of 250 ml. Equity 100%
for Coca-
Cola.
2000:- Coca-Cola Indian has registered a growth of 18th percent in its net sale
during the
effective.
[12]
HISTORY OF COCA-COLA
John Smith Pemberton first mixed Coca-Cola in his back yard. This
formula, which was
made from carbonated water, cane sugar syrup, caffeine, extracts of kola nuts and
cola leaves,
was brought to the nearby Jacobs’ Pharmacy where it made its Debut as a soft drink
the same
day, selling for only 5 cent. His bookkeeper named this drink “Coca-Cola” after the
first two
ingredients and the same distinctive script he wrote it in is the same logo they
use to this day.
1915 the Root glass company created the famous contour glass bottle for
Coca-Cola
in 1915.
$50. Pemberton sold two third of his business in 1888 to cover his losses
and keep
He died later that year, and Mr. Candler, an Atlanta druggist, purchased
total interest
EARLY GROWTH
drink syrup that is, the drink’s base, containing all the ingredients
minus carbonated
water.
[13]
He figured that keeping the Coca in his formula would legally allow the
company to
distinguish its drink from imitations. Other companies also produced soda
drink made
Candler also spent more than $11,000 on his first massive advertising
campaign in
1892. The Coca-Cola logo appeared across the country painted as a mural
on walls;
Candler was the first person ever to use coupons to gain customers for a
product. He
his drugstore.
In 1894 the Coca-Cola Company opened its first Coke syrup production
plant outside
previously been sold only at soda fountains. By 1895 the drink was sold
in all U.S.
In 1915 the Root Glass Company created a couture glass bottle for Coke,
its design
based on the curvature of a coca bean. This bottle design became a Coke
trademark
the United States by pledging that his company would provide Coke to
every U.S.
[14]
soldier. The company did not limit itself, however, to only doing
business that would
venture during the war. It recreated its image as a German company and
allowed the
In 1941 the German company’s president, Max Keith, developed Fanta orange
soda
COKE.
POSTWAR GROWTH
international markets.
In 1960 the Coca-Cola Company purchased the Minute Maid Corp. producer of
fruit
juices and began offering Coke in cans. Between 1960 and 1963 it als o
launched four
new soft drink in United States: Fanta, an orange soda; Sprite, a lemon-
lime soda;
governments of all Arab League nations banned the production and sale of
Coke. A
year later the company withdrew from its markets in India when that
country’s
[15]
bottles. The popularity of these large bottles grew over time, and their
sales earned
In 1982 the company introduced Diet Coke, which soon becomes the best-
selling diet
$700 million. Two year later, the company sold off its Columbia holdings
and other
the point that the two had almost equal sales. In an attempt
to return market
returned to also producing the old recipe under the name Coca-Cola
classic.
RECENT DEVELOPMENTS
the New York Stock Exchange. Coca –Cola and Pepsi Company products
occupied
nine of the top ten spots in the U.S. soft drink market in themed-
1990s.Worldwide,
Coca-Cola ranked first in soft drink sales, and the company earned
almost 80 percent
[16]
COCA-COLA
[17]
The Coca-Cola Company entered India in the early 1950s. It set up four
bottling plants
not face much competition and they were accepted in Indian market more easily.
By the end of 1977 Coca-Cola had captured more than 45% of market share
in India.
Then Coca-Cola left India following public disputes over share holding structure
and import
permit.
As per FERA REGULATION the company was required to India close operation
by
May 5, 1978 yet strongly enough the company’s operation come to end in July 1977.
“Old waves have come to India again” First launched in HATHRAS near AGRA HOME of
the famous TAJ MAHAL. At this time Parle was the leader in soft drink
market and had
more than 60% of the total market share in soft drink Coca-Cola joined hand with
Parle and
strategic alliance with Parle export give the company instant ownership of the
nation top soft
drinks brands Thums-Up, Limca, Citra, Gold Spot and Maaza access to Parle
extensive 62
plant bottling network and a base for the rapid introduction of the company’s
international
brand by striking a $40 million deal with Parle Coke almost a clear sweep and made
it goal as
experience that millions of others have savored. All of those individual experience
combined
selling soft drinks since 1886, returned to India in 1993 after a gap of 16 years
giving a new
[18]
In the same year, the company took our ownership of the nation’s top
soft drink market
brands & bottling market. No wonder our brands assumed an iconic status
in mind of
consumers. Coca-Cola serves in India some recalled brands across the world
including name
such as Coca-Cola, diet coke, Sprite, Fanta, Thums-up, Limca, Maaza & Kinley
(packaged
drinking water).
indirectly creates employment for many more related industries throw our wash
procurement,
franchise owned bottling operations, apart a network of contract packers also mfg.
a range of
the product for company. On the distribution front, 10 tone trucks, open-bay three
wheelers
that can navigate the narrow alleyways of Indian cities, ensure that our product
available in
The coca cola is responsible for the mfg. distribution & sales of
product across the
[19]
OF COCA-COLA
[20]
Coca-Cola is using the following marketing strategy to reach its target customer
and to grasp
Coca-Cola works on dikhega to bikega philosophy. This is the main formula of the
marketing
There is big difference between the availability of products in market & outlets.
Coca-Cola
want that their product displayed in each outlet in market so it is important that
the product
[21]
The aim of Coca-Cola is that its product should be visible for the
customers so company
gives to retailers racks so many display items. Now a days the company is giving
visicooler
to retailers for visible their chilled product in market for more sales.
In 2000 the Coca-Cola India spokes women Nantoo Banerjee said that “The real
market in
India is the rural market. If u can crack it, there is tremendous potential.” CCI
begin focus on
potential market to company. It is clear that CCI would have shifted its focus to
rural market.
In early 2002 CCI launched a new advertising campaign for attract more
rural consumers.
The aids with India leading Hollywood star Amir Khan with movie of lagan. The tag
line of
check visicooler and talk to shopkeeper & take feedback about their product.
drinks sold in a large manner, on those place company gives good schemes to
shopkeeper and
retailer. Place like railway station bus stand are consider in this category and
place which
have low selling where company gives small schemes to the shopkeeper.
[22]
Outlets which only sales coca-cola product and gives good sale to company are
consider in
this category company gives extra schemes, discount and other gift to these shops
and tries
to keep them happy and make long relationship. Problem of these kinds of outlets
resolve as
soon as possible.
Aggressive advertisement
Coca-cola use the concept of aggressive advertises for sales promotion. Company
introduces
different schemes and advertises them with electronic and print media. These
advertisements
build Brand image and establish awareness. Brand ambassador play an important role.
Brand
advertisement campaigns like “Taaza mango, maaza mango” and “Botal mein
aam, maaza
hai naam”. Help lot to make market image of maaza. Coca-cola advertising came
again Jo
Chaho Ho Jaye & Life Ho Toh Aisi were very popular & had entered in youth
vocabulary. In
2002 company launched the campaign “Thanda Matlab Coca-Cola” which is sky rocket
the
brand to make. Coca-Cola lunched so many advertising for rural market capture Amir
Khan’s
Coca-Cola Company time to time introduced rural social festival. In 2007 company
launched
Focus on villages
Now coca-cola considers more on villages after semi urban areas. Company is making
now a
days strategies for villages because they know India leave in Villages.
[23]
1. Direct route.
2. Indirect route.
DIRECT ROUTE
company owned delivery vans. In Hyderabad City Company have direct route.
INDIRECT ROUTE
tempo or vehicle. Total number of indirect routs in Hyderabad rural region is more
then 100.
painting, S.G.A.’s etc. Company spends on it around 8-9 % total sales company
invested
Radio.
T.V.
Hoardings.
Road signs.
Sticker.
Neon light.
[24]
Banners.
Newspaper.
Magazines.
Exhibition.
Posters.
1. Lisa Ray (famous model) in a very interesting add which featuring him bathing
with sprite.
Having a catching line “Sprite bujhaye only pyass baki all bakwaas”.
5. Amir Khan in the ads on Mini Coke very interesting and Romantic add.
6. Diet Coke the exiting adds. On the pool with fall swing calling “Taste the
Power of One
Calorie”.
7. Amir Khan & Aishwarya Rai (both cine stars), which targeted younger
generation. This
advertisement contained imagery of rugged and romantic for 330 ml of coke theme
“Coca-
Cola Ho Jay”.
8. Limca leaving its old image of “Lime-n-Lemoni” drink has been shown
as in the
advertisement featuring Shaif Ali Khan, a drink that could just change the mood at
time of
[25]
Good Advertising.
Quality.
Attractive packaging.
retailers.
[26]
SWOT ANALYSIS
OF
COCA COLA
[27]
STRENGTHS
4. Latest technology.
WEAKNESS
2. Unskilled labor.
OPPORTUNITIES
1. Wide market.
3. Direct distribution.
THREATS
1. Stiff competition.
[28]
OF
INDIA
[29]
MISSION OF COCA-COLA
“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. ”
improvement.
[30]
VISION OF COCA-COLA
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
can do.
[31]
the world.”
Integrity: Be real.
[32]
PRODUCT PROFILE
OF
[33]
their colors.
1. COKE
This is a cash cow brand for the company in terms of sales revenue.
The world’s favorite drinks, the world ’s most valuable brands, The most
recognizable word
across the world after Coke, Coca-cola has truly remarkable heritage from
a humble
In India Coca-Cola was the leading soft-drink till 1977. When Govt. policies
necessitated its
departure, Coca-Cola made its return the country in 1993 and made significant
investment to
ensure that the beverage is available to more and more people even in
the remote and
2. THUMS-UP
known for its strong fizzy taste and its confident mature and uniquely
masculine attitude .
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. It is
Lime ‘n’ Lemoni, the Drink that can cast a tangy refreshing spell on anyone
anywhere .Born
in 1971 .Limca has been the original thirst choice of millions of consumer for over
3 decades.
The brands has been dispelling healthy volume growth on year and Limca continues to
be the
among the leading flavor soft drink in the country the success formula.
the sharp fizz and
Lemoni bite combined with the single minded positing of the brands as the ultimate
refresher
has continue strengthen the brands franchise. Limca energizes refreshes and
transform divine
into the zingy refreshment of Limca and walk away a new person.
[36]
FANTA ORNAGE, It is orange flavor & preferred by Children & Women. Internally Fanta
Over the year Fanta has occupied a strong market place and is identified as “the
fun catalyst”
perceived as a fun youth brands, Fanta stands for its vibrant color, tempting taste
and tingling
bubbles that not just uplifts feeling but also help free sprite thus encouraging
one to indulge
in the moment. This positive imagery is associating with happy, “Cheerful and
special times
with friends”.
[37]
MAAZA MANGO, in Maaza cold drink no gas only based on juice. It is a non-aerated
soft
drink. It is preferred mostly Children & Women. MAAZA was launched in 1976 .There
was
a drink that offered the same real taste of fruit juices and was available through
the year In
1993, MAAZA was acquired by Coca-Cola India MAAZA currently dominates the
fruits
drinks category.
Over the year brand MAAZA has become synonymous with mango .this has been the
result
And Botal Mein Aam, Maaza Hain Naam. Consumer regards MAAZA as wholesome, natural
[38]
6. KINLEY SODA
This is a soda drink. It has no color and no flavor. It is generally used with
alcohol and used
by adults.
8. KINLEY WATER
“Boond Boond Mein Vishwas”
Water a thirst quencher that refreshes, a life giving force that washes
all the toxins away.
Ritual purifier that cleanses, purifies, transforms, water the most basic need of
life the very
[39]
never be understated particularly in a nation such a India when water Governs the
lives of the
million, be it part of everyday ritual or as the monsoon which gives life to the
sub-continent.
KINLEY water understands the important and value of this life giving force KINLEY
Water
thus promises water that is as pure as it meant to be water you can trust to be
truly safe and
pure.
7. SPRITE
Sprite is a good product at cola and contains at lemon flavor. Worldwide SPRITE is
ranked
as the No-5 soft Drink and is sold in more than 190 countries. In India SPRITE was
launched
in year 1999 and today it has grow to be one of the fastest growing soft drinks ,
leading the
has stood for a straight forward and honest attitude .It is clear crisp refreshing
taste encourage
influence them to be true to who they are and to obey their thirst
9. MINUTE MAID
[40]
In Minute maid pulpy orange cold drink no gas only based on orange juice. It is a
non-aerated
During the journey of the company towards its vision, leading the
beverage revolution in
India now even garam matlab coca-cola a hot new launched from coca-cola in India.
[41]
Georgia quality tea and coffee served from state of the art vending machines is
positioned to
Gold has driven the sales through the roof.the success from hot beverage from
Georgia Gold
has resulted in extension into the cold category with the introduction
of ice tea and cold
coffee.
[42]
CHAPTER-3
RESEARCH
METHODOLOGY
[43]
RESEARCH METHODOLOGY
organization face.
information, at the right time, and to the right person who involves in
decision making
process. Thus it is the basic tool of marketing mix elements, like product, place,
price and
promotion.
The research methodology is considered as a major part of the study that is being
conducted.
considered as the methods used in research is selecting sample, sample size, data
collection
Research Design
The issue of research has been defined in very much clear term, the researcher will
require to
prepare research design that will describe the conceptual structure of whole
research.
[44]
DATA COLLECTION
basically aims at gathering data about how the coca-cola red element
concept &scheme
playing in the mind of retailer & consumers. During the research period I collected
data direct
from retailers by survey. For proceeding further first of all we should know
something about
1. Primary data.
2. Secondary data.
1. Observation
2. Experiment
3. Survey
But here, only surveys method of data collection is preferred which is very
suitable to reach
the researcher motto.
[45]
SAMPLE DESIGN
Sampling unit: The retailer of Grocery shop, general store, betel shop,
and medical store
A. Probability sampling.
B. Non probability sampling .
Non probability sampling- In this sampling everybody gets not similar chance to
select as a
sample unit. Example of non probability are cluster sampling, convenience sampling,
judgment sampling e t c.
[46]
FACTOR ANALYSIS
[47]
R.E.D CONCEPT
R.E.D is the survey method that company started earlier. For the survey, Company
has hired
the person from A.C. NIELSON one of the best survey company. This survey gets done
once
in a month. R.E.D is the set of norms divided into outlet wise.
The survey named as R.E.D. (Right Execution Daily). The survey has been
conducted to
outlets.
to boost the sales. Activation is done through boards i.e. glow sign. DPS, Flanges
and Combo
boards. Mostly combo boards are given to the E&D outlets. And these are very
helpful in
attracting the customers. Rack with header is provided to the Grocery outlets.
Secondly, I have to check elements like table top, three tier racks,
and aiel mobile hanger
which have been provided, are fully charged with coke products or not .
Then I have to find out that these elements are easily visible to the public or
not.
[48]
COLA
Right Execution Daily (R.E.D) is the segmentation of outlets as Channel, Class, and
Income.
Let us know what are the Channel, Class, and Income respectively.
cluster.
SEGMENTATION
Grocery Low
Diamond
Eating&Drinking Medium
Gold
Convenience High
Silver
Diamond >800
Gold 500-799
Sliver 200-499
Bronze <200
[49]
TYPES OF OUTLETS
CHANNEL TYPE-
Grocery:-
Outlets which primarily engaged in retailing of food and various household items,
It include
E.G., commodities like flour, pulses, rice & branded household items like
toothpaste,
[50]
CHANNEL TYPE-
E&D:-
Outlets selling items to eat which are being cooked within outlet, made
at the outlet &
[51]
CHANNEL TYPE-
Convenience:-
often located along side busy roads. It includes Chemists shop/STD booths/Pan
Bidi shops
etc.
[52]
or 24 hrs.
Dhaba: - Situated on roadside & market places catering cost effective Indian food.
Convenience includes:
Pan shop: - Semi- temporary kiosk located near the road side selling Cigarettes,
beverages
Outlet at petrol pump: - Convenience outlets selling top up items, may be open till
late
at nights or 24 hrs.
Travel & convenience kiosks: - Permanent kiosks within the airports/ railways/
bus
stand premises (inside or outside) selling only beverages or a food & beverage
kiosks.
PRE-SALE CONCEPT
Pre-Sale the company takes order one day before and accordingly company
delivers their
[53]
(Activation)
STANDARDS OF
[54]
CHANNEL: - GROCERY
3 Tier Rack with Header (should pure 50% charged by coke products)
Self Display (other than rack, mini.6 facing of any pet displayed &
visible.
Counter Top.
Crate Display.
Road Standee/Flange/Signage.
CHANNEL: - GROCERY
3 Tier Rack with Header (should pure 50% charged by coke products)
Self Display (other than rack, mini.8 facing of any pet displayed &
visible.
[55]
Counter Top.
Crate Display.
Road Standee/Flange/Signage
CHANNEL: - GROCERY
3 Tier Rack with Header (should pure 50% charged by coke products)
Self Display (other than rack, mini.8 facing of any pet displayed &
visible.
Price communication & visi cooler @ prime position.
Counter Top.
Crate Display.
Road Standee/Flange/Signage.
[56]
CHANNEL:-GROCERY
OUTLET CATEGORY:-BRONZE
1 Tier Rack
CHANNEL:-E & D
OUTLET CATEGORY:-DIAMOND
[57]
CHANNEL-E&D
OUTLET CATEGORY-GOLD
CHANNEL:-E&D
OUTLET CATEGORY:-SILVER
DPS/Flange/Road standee.
[58]
CHANNEL:-CONVIENCE
OUTLET CATEGORY:-DIAMOND
Table top display unit/Hanging rack (at least 1 should be pure& at least
50%
charged).
CHENNAL:-CONVENIENCE
OUTLET CATEGORY:-GOLD
charged).
[59]
CHANNEL:-CONVENINENCE
OUTLET CATEGORY:-SILVER
Table top display unit/Hanging rack (at least 1 should be pure& at least
50%
charged).
OUTLET CATEGORY:-BRONZE
DPS/Flange/Road standee.
[60]
GROCERY:-
3 Tier Rack.
1 Tier Rack.
Self Display.
Combo Element.
Menu Boards.
Menu card.
CONVENIENCE
Shelf Display
[61]
Price Strips.
Shelf Display
Price Cards.
Crate Wrap.
Non-Lit Flange.
Standee.
[62]
DATA
INTERPRETATION
[63]
Data Interpretation
Grocery 17
7%
Convenience 165
66%
E&D 68
27%
TOTAL 250
100%
No. of Outlets
300
250
250
200
150 165
100
50 68
17
0
Grocery Convenience E&D
TOTAL
Interpretation-
Through the above diagram we can know that out of 250 outlets how many outlets are
Graph-2
[64]
Diamond
30
Silver
166
Gold
50
Bronze
4
VPO CLASS
2%
12%
20%
Diamond
Silver
Gold
Bronze
66%
Interpretation-
Through this diagram we know that how many outlets in number and what percent of
total outlets belong to diamond class, silver, gold and bronze class.
Graph-3
[65]
Rating
Score
Excellent
16 to 20
Good
11 to 15
Satisfactory 6
to 10
Poor
1 to 5
Table -A
Rating No.
of outlet
Excellent
12
Good
7
Satisfactory
16
Poor
33
Table -B
18%
49% 10%
Exellent
Good
Satisfactory
23%
Poor
Interpretation-
In above diagrams, Table-A shows the rating quotation for E&D outlets and
Table-B
shows that out of 68 outlets how many outlets have been rated as
excellent, good,
Graph-4
[66]
Rating
Score
Excellent
16 to 20
Good
11 to 15
Satisfactory 6
to 10
Poor
1 to 5
Table-A
Rating No.
of Outlets
Excellent
44
Good
48
Satisfactory
53
Poor
20
Table-B
Chart Showing in %
12%
27%
Excellent
Good
Satisfactory
32%
Poor
29%
Interpretation-
Table-B shows out of 165 convenience outlets how many outlets have been
rated as
Excellent, good, satisfactory and poor on the basis of their score.
Graph-5
[67]
Rating
Score
Excellent
16 to 20
Good
11 to 15
Satisfactory
6 to 10
Poor
1 to 5
Table-A
Rating
No. of Outlets
Excellent
4
Good
4
Satisfactory
0
Poor
9
Table-B
Chart Showing in %
23%
Excellent
53%
Good
24%
Satisfactory
Poor
0%
Interpretation-
In above diagrams Table-A shows the rating quotation for grocery outlets and Table-
B
shows out of 17 grocery outlets how many outlets have been rated as Excellent,
good,
Graph-6
[68]
Grocery Outlets
N.A 5 8
8
Ava. 12 9
9
Total 17 17
17
Availability of Elements
18
16
14
s 12
t
e
l
t 10
u
o
f 8
o
.
o
N 6
0
Shelf display Price stip
Drinking Shot
N.A 5 8
8
Ava. 12 9
9
Total 17 17
17
Interpretation-
Through the above diagram we can know that out of 17 grocery outlets
how many
outlets were having shelf display, price strip, drinking shot and how many outlet
were
Graph-7
[69]
E&D Outlets
N.A 50 39 41
45
A 18 29 27
23
Total 68 68 68
68
Availability of Elements
80
70
60
t
e 50
l
t
u
O
40
f
o
.
o 30
N
20
10
0
menu board Flange/GSB Price stip
Drinking shot
N.A 50 39 41
45
A 18 29 27
23
Total 68 68 68
68
Interpretation-
Through the above diagram we can know that out of 68 Grocery outlets
how many
outlets were having menu board, price strip, drinking shot, flange/GSB and how
many
Graph-8
[70]
Convenience Outlets
N.A 63 45 87
93
Availability of Elements
180
160
140
t 120
e
l
t
u 100
o
f
o 80
.
o
N 60
40
20
0
Flange/GSB T.Top/ S. Display Price
stip Drinking Shot
N.A 63 45 87
93
Interpretation-
Through the above diagram we can know that out of 165 convenience outlets how many
Graph-9
[71]
Avg. Score 6 12 14
11
Avg. Score
14
12
10
E 8
R
O
C
S 6
0
E&D Grocery Convenience
Over all Avg.
Score
Avg. Score 6 12 14
11
Interpretation-
Graph is showing the channel wise average score and overall average
score of the
outlets. Through the above graph we can know that what is the average
score of
Graph-10
[72]
N.Ava. 0 0
0
Ava. 17 17
17
Total 17 17
17
Availability of Elements
18
16
14
t 12
e
l
t
u 10
O
f
o 8
.
o
N 6
4
0
Shelf Display Price Stip
Drinking Shot
N.Ava. 0 0
0
Ava. 17 17
17
Total 17 17
17
Interpretation-
Above graph shows the new availability status of activation elements in Grocery
outlets
after providing these activation elements of Company. Through the above graph we
can
know that out of 17 grocery outlets how many outlets have shelf display, price
strip and
Graph-11
[73]
in E&D Outlets.
N.A 50 39 31
35
A 18 29 37
33
Total 68 68 68
68
Availability of Elements
80
70
60
t
e
l 50
t
u
O
f 40
o
.
o 30
N
i
20
10
0
menu board Flange/GSB Price stip
Drinking shot
N.A 50 39 31
35
A 18 29 37
33
Total 68 68 68
68
Interpretation-
after providing these activation elements of Company. Through the above graph we
can
know that out of 68 E&D outlets how many outlets have menu board, flange/GSB, price
strip and drinking shot after providing these activation elements in E&D outlets.
Graph-12
[74]
----------------------- Page 75-----------------------
in Convenience Outlets.
180
160
140
t 120
e
l
t
u 100
O
f
o 80
.
o
N 60
40
20
0
T. Top/S.Display Price Stip
Drinking Shot
N.Ava. 5 0
0
Above graph shows the new availability status of activation elements in grocery
outlets
after providing these activation elements of Company. Through the above graph we
can
know that out of 165 grocery outlets how many outlets have T.Top/S.Display, price
strip
and drinking shot after providing these activation elements in grocery outlets.
Graph-13
[75]
Channel wise new avg. score & new overall avg. score
Avg. Score 17 7 18
15
18
16
14
12
t
e
l
t
u 10
O
f
o
. 8
o
N
6
4
2
0
Grocery E&D Convenience
Over all Avg.
Score
Avg. Score 17 7 18
15
Interpretation-
Graph is showing the channel wise new average score and overall new average score
of
the outlets. Through the above graph we can know that what is the new average score
of
Graph-14
[76]
15
10
E
R
O
C
S
5
0
E&D Grocery Convenienc
Over all
e Avg.
Score
Avg. Score 6 12 14
11
New Avg.score&Overall avg. score
20
15
E
R
O 10
C
S
0
Grocery E&D Convenienc Over
all Avg.
e
Score
Avg. Score 17 7 18
15
Interpretation –
By the comparison between Graph-9 and Graph-14 we can know that how many score
[77]
Graph-15
5 1 4
4
Chart Title
6
5
5
4
4
4
3
1
1
0
Grocery E&D Convenience
Overall Avg. Score
Interpretation-
Graph shows the point increased in average score of Grocery, E&D, Convenience
outlet
and point increased in overall average score of 250 outlets. After analyzing graph-
14, I
can say that during two month period of my project I increased 5 point in avg.
score of
grocery outlet, 1 point in E&D Outlet, 4 point in convenience outlet,
and 4 point in
overall average score 250 outlets by providing these activation elements to the
outlets.
CHAPTER-4
[78]
FINDINGS
[79]
FINDINGS
I found that many of the retailers are not interested in keeping the
activation elements
like table top, mobile hanger and cut case display in their outlets.
Mostly E&D outlet don’t have any activation element of the company in the
outlet
Among 250 outlets, 135 outlets were not having the price communication in
the outlet
Some outlets are maintaining old price strips and also these are not
easily visible to
the customer.
Also found dead & useless coolers in some of outlets and some
retailers complain
I found that some retailer were not satisfied with our service,
for that reason they
Some retailers use company’s visi cooler for other purpose, and
some keep Pepsi
[80]
RECOMMENDATION &
SUGGESTION
[81]
Company should convince retailers to have promotional tools decorating with coke
products
and should tell them why these elements are important and how company as well as
Retailers
is getting benefit of using these activation elements.
Company should focus more and more on E&D Outlet because most of the
E&D outlets
don’t have promotional tools of the company and overall average score of
these outlets is
very less.
Company should reframe the Flange to an attractive and big size because the current
look and
size of Flange is not attractive and fail to draw attention of the population.
Overall service should be improved because many of the retailers are not
satisfied with
company service.
Company must provide free chilling equipment to the outlet where needed and also
company
should work out on the complain of Retailers.
Company can increase the sales when it considering more on retailers, their
suggestions or
complaints about service or product so that necessary action can be taken.
Review meeting should be often held so that the working pattern of the
executives can be
checked and improved if needed.
Now company should launch new taste of soft drinks like recently launched Minute
Maid &
also launched new product in another flavor.
In winter Season Company should give more discount & schemes to retailers so that
they sell
more our product.
[82]
CHAPTER-5
LIMITATION OF THE
RESEARCH WORK
[83]
errors.
difficult one.
The project is purely based on observation & verbal meetings and may be
influenced
by unprecedented factors.
As associated with project, time and money were the major limitations with
project.
[84]
CONCLUSION
[85]
To conclude the study we can say that the activation elements of the
company are very
important. This plays a key role to show the visibility of Coke product in the
outlet to the
customer. These elements are very helpful in spreading awareness about the coke
products to
the customer and increasing in the sale. But as per the research work, most of
the retailers
don’t maintain these elements in their outlets. Score of the E&D outlets is very
poor. Most of
the E&D Outlets don’t have these sales promotion tools. To overcome on
this problem
outlets. And also the score of convenience outlets and Grocery outlets is not up to
the mark.
in E&D outlet, 5 point in grocery outlet and 4 point in overall average score of
250 outlets by
providing these activation elements to the outlets. Company need to focus more and
more in
standard of activation elements in their outlets. Pepsi is the big competitor for
Coca-Cola and
activity. Considering on these factors company must focus on promotion activity and
provide
[86]
[87]
QUESTIONAIRE
(D/G/S): ________________
Class (H/M/L):
___________________________
1. Is a coca-cola
cooler present?
Visicooler/chest cooler.
2. Is the cooler as per
standard?
4. Is the visicooler in a
working condition? Not
working/unclean
VISICOOLER
5. Is the visicooler light
working?
TOTAL
9. 300 ML (COLA+3)
TOTAL
[88]
E & D
TABLES
BOARD
ACTIVATION
GROCERY
CONVENIENCE
GRAND TOTAL
SIGNATURE OF SURVEYOR
[89]
[90]
[91]
confidential-
information
name
www.cocacola.com
1. Websites www.cocacolaindia.com
www.google.com
personalities
management
Marketing Management
Philip Kotler
[92]
[93]