Final Project

INTODUCTION TO marketing
14-01-2011 1 LAHORE BUSINESS SCHOOL

INTRODUCTION OF ORGANIZATION
The Coca Cola Company is a soft drink company, which is believed to be the world’s first non-
alcoholic drink introduced in the market. It is one of the world’s largest revenue earning
company. The Company manufactures and sells non-alcoholic beverages, primarily carbonated
soft drinks and a variety of non-carbonated beverages. Coca-Cola also manufactures and
distributes juices and juice drinks and certain water products, such as Kenly. The Company and
its subsidiaries employ nearly 31,000 people around the world. Syrups, concentrates and
beverage bases for Coca-Cola, the Company's flagship brand, and over 230 other Company soft-
drink brands are manufactured and sold by The Coca-Cola Company and its subsidiaries in nearly
200 countries around the world.
By contract with The Coca-Cola Company or its local subsidiaries, local businesses are authorized
to bottle and sell Company soft drinks within certain territorial boundaries and under conditions
that ensure the highest standards of quality and uniformity.
THE COCA-COLA COMPANY
Founded: 1892 by Asa Griggs Candler
Location: Atlanta, Georgia, USA
Industry Beverage
Products Beverages
Revenue $Million 28,857
HISTORY OF THE ORGANIZATION

Birth of A Refreshing Idea
The product that has given the world its best-known taste was born in Atlanta, Georgia, on May
8, 1886. Dr. John Stith Pemberton, a local pharmacist, produced the syrup for
Coca-Cola®, and carried a jug of the new product down the street to Jacobs'
Pharmacy, where it was sampled, pronounced "excellent" and placed on sale for
five cents a glass as a soda fountain drink. Carbonated water was teamed with
the new syrup to produce a drink that was at once "Delicious and Refreshing," a
theme that continues to echo today wherever Coca-Cola is enjoyed.
Dr. Pemberton never realized the potential of the beverage he created. He gradually
sold portions of his business to various partners and, just prior to his death in 1888, sold
his remaining interest in Coca-Cola to Asa G. Candler. An Atlantan with great business
acumen, Mr. Candler proceeded to buy additional rights and acquire complete control.
The Coca-Cola Company exists to benefit and refresh everyone it touches. Founded in
1886, Coca-Cola Company is the world's leading manufacturer, marketer, and
distributor of nonalcoholic beverage concentrates and syrups, used to produce nearly
400 beverage brands. Its corporate headquarters are in Atlanta, with local operations in over
200 countries around the world.
Coca-Cola was registered as a trademark in 1887 and by 1895 Coca-Cola was being sold in every
state and territory in the United States. In 1899, the company began franchised bottling
operations in the United States. Today, candidate can find Coca-Cola in virtually every part of
the world. The Coca-Cola Company has nearly 400 beverages in its portfolio.
HISTORY OF BOTTLING

1894 … A modest Start for a Bold Idea
In a candy store in Vicksburg, Mississippi, brisk sales of the new fountain beverage called Coca-
Cola impressed the store's owner, Joseph A. Biedenharn. He began bottling Coca-Cola to sell,
using a common glass bottle called a Hutchinson.
Biedenharn sent a case to Asa Griggs Candler, who owned the Company. Candler thanked him
but took no action. One of his nephews already had urged that Coca-Cola be bottled, but
Candler focused on fountain sales.
1899 … The First Bottling Agreement
Two youth attorneys from Chattanooga, Tennessee believed they could build a business around
bottling Coca-Cola. In a meeting with Candler, Benjamin F. Thomas and Joseph B. Whitehead
obtained exclusive rights to bottle Coca-Cola across most of the United States -- for the sum of
one dollar. A third Chattanooga lawyer, John T. Lupton, soon joined their venture
1900-1909 … Rapid Growth
The three pioneer bottlers divided the country into territories and sold bottling rights to local
entrepreneurs. Their efforts were boosted by major progress in bottling technology, which
improved efficiency and product quality. By 1909, nearly 400 Coca-Cola bottling plants were
operating, most of them family-owned businesses. Some were open only during hot-weather
months when demand was high.
1916 … Birth Of The Contour Bottle

Bottlers worried that Coca-Cola's straight-sided bottle was easily confused with imitators. A

group representing the Company and bottlers asked glass manufacturers to offer ideas for a
distinctive bottle. A design from the Root Glass Company of Terre Haute, Indiana won
enthusiastic approval. The Contour Bottle became one of the few packages ever granted
trademark status by the U.S. Patent Office. Today, it's one of the most recognized icons in the
world - even in the dark.
1920s … Bottling Overtakes Fountain Sales
As the 1920s dawned, more than 1,000 Coca-Cola bottlers were operating in the U.S. Their ideas
and zeal fueled steady growth. Six-bottle cartons were a huge hit starting in 1923. A few years
later, open-top metal coolers became the forerunners of automated vending machines. By the
end of the 1920s, bottle sales of Coca-Cola exceeded fountain sales.
1920s and '30s … International Expansion
Led by Robert W. Woodruff, chief executive officer and chairman of the Board, the Company
began a major push to establish bottling operations outside the U.S. Plants were opened in
France, Guatemala, Honduras, Mexico, Belgium, Italy and South Africa. By the time World War II
began, Coca-Cola was being bottled in 44 countries.

1940s … Post-War Growth
During the war, 64 bottling plants were set up around the world to supply the troops. This
followed an urgent request for bottling equipment and materials from General Eisenhower's
base in North Africa. Many of these war-time plants were later converted to civilian use,
permanently enlarging the bottling system and accelerating the growth of the Company's
worldwide business.
1950s … Packaging Innovations
For the first time, consumers had choices of Coca-Cola package size and type-the traditional 6.5
ounce Contour Bottle, or larger servings including 10-, 12- and 26-ounce versions. Cans were
also introduced, becoming generally available in 1960.
1960s … New Brands Introduced
Sprite®, Fanta®, Fresca® and TAB® joined brand Coca-Cola in the 1960s. Mr. Pibb® and Mello
Yello® were added in the 1970s. The 1980s brought diet Coke® and Cherry Coke®, followed by
POWERaDE® and Fruitopia® in the 1990s. Today scores of other brands are offered to meet
consumer preferences in local markets around the world.
1970s and '80s … Consolidation To Serve Customers
As technology led to a global economy, retail customers of The Coca-Cola Company merged and
evolved into international mega-chains. Such customers required a new approach. In response,
many small and medium-size bottlers consolidated to better serve giant international
customers. The Company encouraged and invested in a number of bottler consolidations to
assure that its largest bottling partners would have capacity to lead the system in working with
global retailers.

1990s … New And Growing Markets
Political and economic changes opened vast markets that were closed or underdeveloped for
decades. After the fall of the Berlin Wall, the Company invested heavily to build plants in Eastern
Europe. As the century closed, more than $1.5 billion was committed to new bottling facilities in
Africa.
21st Century … Think Local, Act Local
The Coca-Cola bottling system grew up with roots deeply planted in local communities. This
heritage serves the Company well today as consumers seek
brands that honor local identity and the distinctiveness of local markets. As was true a century
ago, strong locally based relationships between Coca-Cola bottlers, customers and communities
are the foundation on which the entire business grows.
Coca-Cola Company
The Coca-Cola Company is the world's largest beverage company. Along with Coca-Cola,
recognized as the world's best-known brand, the Company markets four of the world's top five
soft drink brands, including diet Coke, Fanta and Sprite, and a wide range of other beverages,
including diet and light soft drinks, waters, juices and juice drinks, teas, coffees and sports drinks.
Through the world's largest distribution system, consumers in more than 200 countries enjoy the
Company's beverages at a rate exceeding 1 billion servings each day.

COCA COLA IN ASIA
A 20 years veteran of the Company, Coca-Cola Asia president and chief operating officer
Mary Minnick oversees operations in 38 countries throughout Asia, from the critically
important Japan market, and developing giants India and China, to tiny Pacific nations in
a Group that accounts for 33 percent of The Coca-Cola Company's operating income,
refreshes over half the world's population and provides total system employment to
over 100,000 people. For the second year, Fortune magazine voted Mary the twelfth
most powerful woman in the business world.
From a career that started in sales with Coca-Cola USA, Mary gained experience in sales,
marketing and new products and rose rapidly through management ranks. She spent eight years
outside the US, the past seven living and working in Asia, including assignments as president of
Coca-Cola Japan and before that president of the South Pacific division, based in Australia.
Mary was appointed to her current role in 2001 and, while based in Atlanta, spends the majority
of her time in Asia. As an Executive Vice President, Mary is also a key player in developing
strategy for The Company.

HISTORY OF COCA-COLA IN PAKISTAN
Coca Cola began its operation in Pakistan in 1953.Benjamin H. Boehlert Jr., former senior vice
president of The Coca-Cola Company, served as United States Ambassador to Pakistan from
1967 to 1969. The Coca-Cola System in Pakistan employs 1,800 people. During the last two
years, The Coca-Cola System in Pakistan has invested over $130 million (U.S.). First there was a
franchise in Pakistan. Now coca cola international is itself working in Pakistan.
At present, Coca-Cola is No. 2 in Pakistan sales wise and market share after Pepsi, which is the
market leader. But overall in the world, Coca-Cola is market leader.
In Pakistan, there are 11 territories where the franchised units produce and sell Coca-Cola.
Some of these territories are:
 Lahore
 Gujranwala
 Karachi
 Rawalpindi
 Peshawar
 Hyderabad
 Multan
 Rahim Yar Khan

ORGANIZATIONAL STRUCTURE OF COCA-COLA BEVERA
General
Manager
Key Accounts Business Sales &

Mgr. Operation Operations Mgr.
Manager
Production
S& M manager History Of COCA- QC Manager Accounts Manager Admin Manager
HR & IR Manager
COLA in Pakistan

CCBPL Gujranwala
In Gujranwala, the franchise unit was established in 1998, with the wish or struggle to make it
easy to distribute Coke in different areas and to make it No. 1 in the market, and with the hope
that it will play a great role in increasing the production and to make it popular in all over the
country.
AREA COVERED BY CCBPL GUJRANWALA

Gujranwala Beverages covers the areas of:
 Gujranwala City
 Sialkot
 Daska
 Wazirabad
 Hafizabad
 Gujrat
It covers certain other urban and rural areas in Punjab

Company Objectives
Gujranwala Beverages wants to achieve the following goals:
 To maintain the quality of product. Product should be supplied in the market in such a way
that it must fulfill the consumer desires.
 To fulfill their sales projections.
 To maintain their repute
 To maintain their relations with distributors whose network is spread all over the area.
 To make Coca-Cola products No. 1 in Pakistan.
Coca-Cola Company’s Vision Is To Work For The Communities In

Which They Operate
 Coca-Cola initiated a voluntary Hajj scheme amongst its employees, in which one
employee from each of the plants is chosen through a draw to perform the Holy
Pilgrimage of Mecca & Medina at the company’s expense
 Support for Heritage Protection - Lahore

Thanks to a donation by Coca-Cola, the famous Dyal Singh Mansion, one of the
most outstanding historic buildings in Lahore, was restored in June 2001. Coca-
Cola was the first company in Pakistan to participate in Lahore’s renovation
programme and its intervention has helped restore the beautiful building to its
former glory.

 Support for Heritage Protection – Karachi….
The Heritage Foundation, an NGO dedicated to the preservation of historical

buildings and promotion of traditional culture, organized Caravan Karachi 2001, a
programme to increase awareness about the heritage of Karachi through a series
of popular cultural events spread over six months. Starting in March 2001, Coca-
Cola became the lead sponsor for Caravan Karachi’s “Streetfests” and “Festival
2001.” Activities included the Heritage Festival, Theatre Festival, Film Festival,
Food Festival, Music Festival, Fashion Festival and Community Cultural Festival.
 Support to Music
Coca-Cola named 2001 ‘Music Year’ in Pakistan, in line with its commitment to
its fun loving consumers. Pakistan’s most popular rock band Junoon and teenage
heartthrob solo artist Abrar-ul-Haq, both sponsored by Coca-Cola.
 Support To Cricket
In July 2001, Coca-Cola was the title sponsor of the All Pakistan Inter-media
Cricket Tournament. In January 2001, Coca-Cola signed a sponsorship agreement
with eight of Pakistan’s National cricket players, who featured in Coca-Cola
promotions and advertising.
 Support To Culture
In February 2003, the Parks and Horticulture Authority nominated The Coca-Cola
Company as the exclusive official sponsor for the annual Basant Festival for the
fourth year running. The Coca-Cola Company has played a pioneering role in
making Basant Festival a major social & cultural event in Pakistan.
 Support To The Needy

In 2000, more than 1.2 million people were affected by the drought in the
provinces of Sindh and Balochistan. The Coca-Cola Company helped mitigate the
suffering through its famine relief programme. For every bottle of any Coca-Cola
product purchased in the country, the Company donated rupee 0.50 to the Chief
Executive’s Drought Relief Fund, raising a total of rupees 2.5 million.

Products and Brands of the Company
Brands of Coca-Cola
Coca-cola has over 300 brands in beverages and the most popular brands in Pakistan are as
follows:
COKE
DIET COKE

FANTA
SPRITE

Coca Cola Product Line
250 ml (Regular bottle).

Disposable glass, (250 ml)
500 ml Disposable
Liter pack (glass)
1500 ml pack (plastic)
Fanta Product Line
250 ml regular.
250ml disposable regular.
500 ml Disposable
1-Liter Glass pack
1500 ml plastic pack

Sprite Product Line
250 ml regular.
250 ml disposable.(N.R)
Liter gas pack.
1500 ml Plastic Pack
Recently a new brand Minute Maid has been introduced by the company


Management of organizations
PGA
PRODUCTION
MANAGER
FINANCE MANAGER
HR
MANAGER
14-01-2011 SALES & MAEKETING

19 MANAGER
LAHORE BUSINESS SCHOOL
Continuous Improvement Strategies

There are four primary improvement strategies:
 Repair
 Refinement
 Renovation
 Reinvention
Choosing right strategy for the right situation is critical. It’s also true that proper integration of
the strategies will produce never-ending improvement.
 Repair
It’s an incremental strategy in which company keeps itself in smooth working. It has 2 levels. In
first level if our customer receives a damage product, a quick fix is given. And second level
occurs when an individual or team identifies and eliminates the root cause of the problem and
affects a permanent solution.
 Refinement
This strategy involves activities that continually improve that are not broken. Improvements to
process, products and services are accomplished on an incremental basis. Refinement improves
efficiency and effectiveness at each and every stage.

 Renovation
In Coca-Cola Company innovation and technological advancement are key factors in this
approach.
 Reinvention
In this strategy they develop a new product, service, process or activity using teams based on a
complete understanding of the customers requirements and expectations.
Benefits of Continuous Process Improvement

There are many benefits of continuous process improvement in the view of
Coca-Cola. These are;
 The quality of work life is increased

By continuous process improvement, every time a problem is solved. By solving problem at time
reduce cost of rework on the product. The whole idea of problem solving is to prevent the
problems from reoccurring. So through this the work begins to go smoothly and effectively.
 Everyone is able to do better work

Through this people get involve more in work and do their task more efficiently and effectively.
 Communication improved
Effective problem solving involves coordination among different individuals and
different work units. A problem solving system creates communication paths that clarify what
needs to be done and that help people address problems more effectively. A good problem
solving system does much more than just solves problems. It trains everybody in habits of
thinking and acting that allow the whole organization to work more smoothly and more
effectively.

Continuous Improvement Model
Choose the process
Define process
Analyze process
Map the process
Select data to collect
Improve the process
Define problem
Analyze problem
Solution to problem
Test the solution
Implementation
Measure process output

DEPARTMENTS OF CCBPL GUJRANWALA
 Purchase Department
 Production Department
 Logistic Department
 Quality Control Department
 Human Resource and Industrial Relation
Department
 MIS
 Sales and Marketing Department
 Accounts Department

IMPLEMENTATION OF MANAGEMENT FUNCTION

Planning:
This department has to plan about the purchase of the raw materials which are used in the
production of their products.
Organizing:
The manager organizes the work of employees in a significant way and assigns responsibilities to
do their work for the achievement of goals.
Leading:
The manager of the department motivates its sub-ordinates & employees to purchase raw
products carefully according to the requirement of the products and other products for office
use.
Controlling:
The manager compares the actual performance of the employees with the standard and
controls their actions with the help of planning.

PRODUCTION DEPARTMENT
There are several steps in the production of coca cola which are given below
A) Washing
First of all the bottles are washed with very care & antiseptic liquid is used to kill the
germs.
B) Checking
After washing the washed bottles are checked by passing

them in front of the white light. To see that the bottles are properly
washed or not. In this step it is also checked that if the bottle is
cracked or fine.
C) Filling
After checking the empty bottles the bottles are passed

through the fillers. In this the empty bottles are filled with coke. In
the same machine the bottles are capped.
D) Tracking Serial Number

After the filling & capping the bottles are passed in front of the tracking machine which
prints serial number on the neck of the bottle which assures the tracking.
E) Checking
After this the final checking takes place, the filled bottles are passed in front of the white
light to see that the liquid is clear & there is nothing harmful in the bottle.
PRODUCTION RATE
During whole of the process, a bottle takes about 1 hour and 30 minutes to pass through all the
process, and when the production stops, then the last bottle sent on the conveyer belt is ready
after one and a half hour. So the total production time consumes about one and half hour extra.
The same plant is used for filling Sprite and Fanta bottles. So for this purpose, the production
process is to be stopped, syrup/mixture is changed and new bottles (Fanta or Sprite) are loaded
onto the conveyer belt. This changing of the bottles is called Change Over, and for this purpose,
the whole production is stopped, completed and then started again. So this changing over
requires one and half hour extra time. In this way the total production time can be calculated.
The filler fills about 7-8 bottles in a second which gives an average of 400 bottles a minute. So if
the total production time is known, we can easily calculate the units produced during a shift or a
day.
The production quantity can also be determined by another way. The total empty bottles
received from the loading department are noted, then the bottles broken, taken out due to
dirtiness, breakage, improper filling or free drinkage are noted at the end of the day or shift.
These are totaled and subtracted from the total empty bottles. This gives the number of bottles
filled during the shift
HUMAN RESOURCE & INDUSTRIAL RELATIONS

DEPARTMENT

Human Resources teams provide a range of first class policies, processes, tools and training to
help people and the business succeed. The team also
coaches and develops line managers to enable them to make decisions that support CCBPL
policy, legal compliance and business needs.
Planning:
HR department has to made plan for the hiring of the employees which
are most competent for the job.
Organizing:
The department is responsible to arrange the work of the employees and to creates healthy
relationship among the employees and arrange the work according to the requirements.
Leading:
The managers motivate the employees to do their work correctly & provide good result which
are helpful in the success of organization.
Controlling:
The manager compares the actual performance of the employees with the standard and
controls their actions with the help of planning.
Marketing Department
As mentioned in before Marketing Department it is basically a subpart of Sales and Marketing
Department. Basically the task is divided into two parts on is sales and the other is Marketing.
Marketing in CCBPL means the co-ordination of the sales department. The basic task of the
marketing department is the distribution of company assets in the market in the form of Deep
Freezer, Visi Cooler, and Chest Cooler or in the form of Cabins, boards, hoardings etc. And they
are also responsible for the proper maintenance of the record of these assets. i.e. they have to
maintain the record that which asset is where and in which condition and how many assets we
have in the store, they also responsible for the distribution of assets among different regions.
When a new lot of deep freezer came to plant by TCCEC then marketing department distribute
these assets among different regions according to their requirement and their sale.
Sales &
Marketing MGR
Marketing
RSM RSM
Services Mgr.
Sales Co- Sales Co-

MDO MDO
coordinator coordinator
(Hierarchy of Sales & Marketing Department)
ACCOUNTS DEPARTMENT
Accounts Department is responsible for proper flow of cash and for the controlling of
financial assets of the organization. The budget is allocated by TCCEC (The Coca-Cola
Export Corporation) for the period of month or two and finance manager of TCCEC of
and on came there to check the financial activities.
On the whole Accounts Department consists of 16 (Sixteen Employees).They all are hard
working and loyal to the organization.

In Accounts department computerized Accounting System prevails. Till last year main financial
transactions were taking place in Peachtree. Now all the transactions take place in SAP. Other
softwares being used in CCBPL are Basics, CCBPL Payroll System.
Accounts
Manager
Purchase
Assistant AM Assistant AM
Manager
Route Senior Officer Account

Settlement Sales Tax Officer Accounts(Payroll Officer(Inter
Officer ) company)
(Hierarchy of Accounts Department)

SWOT Analysis

SWOT ANALYSIS:

STRENGTHS
1. The product’s image
Coca-Cola has been an intricate part of American culture for, over a century. The product’s
image is laden with sentimentality and this is an image many people have taken deeply to
heart. The Coca-Cola image is displayed on T-shirts, hats, and collectible memorabilia. This
extremely recognizable branding is one of Coca-Cola’s greatest strengths. “Enjoyed more
than 685 million times a day around the world Coca-Cola stands as a simple, yet powerful
symbol of quality and enjoyment”.
2. Coca Cola’s Bottling System
Additionally, Coca-Cola’s bottling system is one of their greatest strengths. It allows them to
conduct business on a global scale while at the same time maintain a local approach. The
bottling companies are locally owned and operated by independent business people who
are authorized to sell products of the Coca-Cola Company. Because Coke does not have
outright ownership of its bottling network, its main source of revenue is the sale of
concentrate to its bottlers.
3. Distributor’s Excellent Service
Coca Cola search strong, experienced parties, devoted and loyal people. Basic
requirement of them is financially strong people, devoted with product, loyal with
company and involve in their business.
WEAKNESSES
1. Less Aggressive Stand

Due to the changing global economies Coke has taken a less aggressive stand in the
market place
2. High Turn Over of Employees

The turnover rate in the Coca Cola Company is high, because the salary packages are
relatively low as compared to others and no good promotional opportunities so this leads to
high turnover of employees.
3. Ineffective Management
Ineffective management perspective over the competitive situation of Pakistan that’s
why PEPSI is market leader in Pakistan.
OPPORTUNITIES

1. Introduction of Juices.
It is a big opportunity for Coca Cola to bring its juices in the market, due to good reputation
in the market there will be big room in the market for these new juices brands.
2. Increased Distribution of Products

Coca-Cola’s bottling system also allows the company to take advantage of infinite growth
opportunities around the world. This strategy gives Coke the opportunity to service a large
geographic, diverse area. Especially in the vast market of the Asia where almost 60% of the
world population lives. And when we talk about the Pakistan there are a lot of opportunities
to extend their product to the Azad Kashmir and to the other back wards areas by sponsor’s
social activities in those areas.
3. Brand Recognition
Brand recognition is the significant factor affecting Coke’s competitive position. Coca-Cola’s
brand name is known well throughout 90% of the world today. The primary concern over
the past few years has been to get this name brand to be even better known.
THREATS
1.New Viable Competitors

Currently, the threat of new viable competitors in the carbonated soft drink industry is not
very substantial. The threat of substitutes, however, is a very real threat. The soft drink
industry is very strong, but consumers are not necessarily married to it. Possible substitutes
that continuously put pressure on both Pepsi and Coke include tea, coffee, juices, milk, and
hot chocolate.
2. Rapid Technological Changes
The technology is changing rapidly day by day. Any company that uses the latest technology
can take competitive edge.
3. Political Instability in The Country
In the Pakistan there is no political stability so the

policies of the government changes very rapidly for these reasons
the company suffers with many problems. Some times they can
change their future plan in a very short time which can may effect on
the repute of the company.
.

JOB ANALYSIS
Job analysis is a fundamental concept lies a step above from Job Description. Job analysis is the
actual requirement of the best suited candidate for doing a successful job. Minimal knowledge,
skills, and abilities are judged by each department for its position available. This approved
information by GM is then used by HR Department after analyzing the positions to perform job
to hiring the suitable candidates.
Recruitment Process of Coca-Cola
Recruitment is normally done on the required positions and not on the standby basis.
Recruitment starts whenever a supervisor or Sales Manager needs a sales person and it is first
approved by the General Manager before sending it to the HR Department.
All the vacancies are first internally advertised so that all the employees who fulfill the
requirement can avail this opportunity. If there are not any suitable persons for a particular job
then HR Department search its data bank and if there is no suitable person, then at last it is
advertised in the newspaper but it is rarely the case at Coca-Cola for the sales man. So for
recruitment purpose applications are received through:
 Advertisement
 Head Office
 Walks ins. and Write ins.
 Employees’ referrals.

Selection Process
The selection process will vary depending on the position you’re applying for, as one process
can’t fit all the different roles we have here different processes. However, in most cases a
combination of any of the following tools will be used:
 Interview
 Group exercises
 Presentations
 Role plays/Situational Exercises
 Fact-finding
 Interview
The interview is designed to reveal more about you and your experiences. They will ask for
examples of how you behaved in different situations, maybe at school, university, a club, at
home or in previous jobs. This is not designed to 'catch you out' and our interviewers will never
try and trick you into an answer. Be honest, be yourself and it should be an enjoyable
experience.
Also, don’t forget that this is your chance to find out more about us and ask questions.
Remember, interviews are a two-way process so use it to understand the nature of the role and
to make sure it really is what you’re looking for.

Group Exercises
We’re very much a team so these will show us how effectively candidate work with people.
They’re a good opportunity for us to see how candidate communicate, influence and involve
other people in the workplace.
Presentations
Presentations give the chance to show ability to communicate to a group of people on a

specific topic. Candidate may be given a topic in advance or on the day to check the confidence
& knowledge
Role Plays/Situational Exercises
Designed to assess how candidate react in certain situations, these help to highlight particular
skills and how well candidate’s are suited for a position. Candidate may be given facts and
figures to review, or a report to complete.
Fact-Finding
This will show how candidate interact with other people and how candidate go about finding
information candidate need. Candidate is provided with the relevant information on the day,
and plenty of time to prepare.
Orientation Program
The center of attention of this project is basically to portray the orientation of the newly hired
employees in the different departments of Coca-Cola Beverages Pakistan Limited. An orientation
for new employees has been developed to facilitate their transition in to the organization, and
ensure that they have a clear understanding of our Mission, Vision and Values. The Employee
Orientation Program provides a foundation upon which new employees can build their skills and
contribute to our efforts of providing
responsive and effective local government services. This orientation program is comprised of
three days.
Through Employees Orientation Program, employees benefit from the value that we place on
developing their skills and assisting their transition from their very first day of employment. In
addition, the program helps to foster a supportive, team oriented work environment within the
organization. Most importantly, the program rapidly develops a new employee’s ability to
respond effectively to the needs and inquiries of the community we serve
Training and Development

T&D need is analyzed for each employee by their functional heads e.g. as a manufacturing
company training of technical staff on automatic machines.
 Fire Fighting and First Aid Training.

 Apprenticeship.
Training Sections are conducted for all level of management on timely basis or after analyzing
the performance evaluation. And outdoor trainings are arranged by HR Department.
Appraisal and Management Performance
HRM establish performance standards and devise instruments to measure and appraise an
employee’s performance. After completing the performance evaluating form of each employee
by their supervisors, executives and managers it is usually further checked by HRM Staff. After
analyzing the scores the final evaluation can either return to the appraiser for discussion with
the employee, or some one from HRM can give the feedback. 360 degree appraisal is used by
CCBPL is an effective device that make a positive impact and provide feedback among
subordinates and their managers.

Compensation
Company provides:
 Health & Group Life Insurance

 Entertainment Allowance
 Off Day Allowance
 Over time. Company pays to employees on double rates as per law.
 Leaves for all employees.
 Monthly free sampling as per grade
Leaves
46 leaves are allowed to the employees of Coca-Cola. Out of which 15 are Medical leaves and 31
are Casual leaves during a year.
Increment
Increment is provided after 1 year but it may be extended.
Promotion
The employees who do good work are promoted after the probation period
(3 months).
Facilities
Coca-Cola is providing the following facilities for the motivation of employees and workers.
 Transportation
 Medical Allowances
 House Rent Allowance
 Advance for House
 Sampling

It was a good experience working in all the departments and

understanding their procedures of handling their work and examining
their strong commitment and positive attitude towards serving the
company. I came across various experiences in Accounts and other
Departments.
Overall this organization is doing well. Company provides many

benefits and also facilitates its employees at all times. A rich culture is
followed in CCBPL Gujranwala.
In short….I have spent a memorable time over here and learned a lot
from them. In the end I wish a prosperous and bright future to Coca-
Cola Beverages Pakistan Ltd.

The Coca-Cola promise and their aspirations for the 21st Century must drive their decisions and their
actions. The following recommendations are made for further betterment;
 They should collaborate creatively with those who sell their products in the marketplace,
developing relationships built on mutual success, not only from their brands, but also from their
services.
 They should actively cultivate a diverse, rewarding culture that encourages their people to
develop to their fullest potential, assuring enjoyment and satisfaction in the Coca-Cola work
environment.
 They should intensely promote innovation as an explicit priority in every aspect of their
business, including the structures of their business.
 They should consolidate resources to focus on the soft drink market and divest of other
businesses such as fruit drinks
 They should continually operate as model business citizens, consistently shaping they business
decisions to improve the quality of life in the communities where they do business.
 Most of the outlets complaint about the lid of regular size bottle as there has been the problem
of rust on it, so it is recommended to the Company to regular feedback from the market about
the quality and distribution of product.
 The job descriptions should be revised.

ACR:
Annual confidential Report
CBU:
Central Business Unit
Credit Note:
A document usually used for inter company transactions. It is used when the company make other unit
his asset.
Debit Note:
A document usually used for inter company transactions. It is used when the company make other unit
his liability.
ERP System:
Enterprise Resource Planning System, a software that integrate all the operations of the organization.
GIN:
Gate Inward Note
GRN:
Goods Received Note. A document that is raised when the goods are received in store.
IR:
Industrial Relations

JD:
Job Description---A formal document that describes duties of a person and reporting relations.
MDO:
Marketing development officer
PGM:
Production General Manager
PO:
Purchase Order
QA Officer:
Quality Assurance Officer
SWOT Analysis:
A market Analysis sowing Strengths, Weaknesses, Opportunities and Threats faced by the organization.
TCCEC:
The Coca Cola Export Corporation
TCCQS:
The Coca Cola Quality System

Books References
 Stephen P.Robbins, “Management”, San Diego State: San Diego Press, 2005
 G.W White, “Financial Statement Analysis”, New York: Oxford University Press, 2005
 Reid & Senders”Operations Management” ,Mc Graw Hills ,2006
Website References
http://www.google.com
http://www.cocacola.com
Company References
 Company Officials

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INTODUCTION TO marketing

14-01-2011 1 LAHORE BUSINESS SCHOOL

THE COCA-COLA COMPANY

Founded: 1892 by Asa Griggs Candler

Location: Atlanta, Georgia, USA

Revenue $Million 28,857

HISTORY OF THE ORGANIZATION

Birth of A Refreshing Idea

14-01-2011 3 LAHORE BUSINESS SCHOOL

1894 … A modest Start for a Bold Idea

1899 … The First Bottling Agreement

1900-1909 … Rapid Growth

1916 … Birth Of The Contour Bottle

14-01-2011 4 LAHORE BUSINESS SCHOOL

1920s … Bottling Overtakes Fountain Sales

1920s and '30s … International Expansion

14-01-2011 5 LAHORE BUSINESS SCHOOL

1940s … Post-War Growth

1950s … Packaging Innovations

1960s … New Brands Introduced

1970s and '80s … Consolidation To Serve Customers

14-01-2011 6 LAHORE BUSINESS SCHOOL

1990s … New And Growing Markets

21st Century … Think Local, Act Local

14-01-2011 7 LAHORE BUSINESS SCHOOL

COCA COLA IN ASIA

14-01-2011 8 LAHORE BUSINESS SCHOOL

HISTORY OF COCA-COLA IN PAKISTAN

14-01-2011 9 LAHORE BUSINESS SCHOOL

ORGANIZATIONAL STRUCTURE OF COCA-COLA BEVERA

Key Accounts Business Sales &

14-01-2011 10 LAHORE BUSINESS SCHOOL

AREA COVERED BY CCBPL GUJRANWALA

It covers certain other urban and rural areas in Punjab

14-01-2011 11 LAHORE BUSINESS SCHOOL

Coca-Cola Company’s Vision Is To Work For The Communities In

 Support for Heritage Protection - Lahore

14-01-2011 12 LAHORE BUSINESS SCHOOL

 Support for Heritage Protection – Karachi….

The Heritage Foundation, an NGO dedicated to the preservation of historical

 Support To The Needy

14-01-2011 13 LAHORE BUSINESS SCHOOL

Products and Brands of the Company

14-01-2011 14 LAHORE BUSINESS SCHOOL

14-01-2011 15 LAHORE BUSINESS SCHOOL

Coca Cola Product Line

250 ml (Regular bottle).

Fanta Product Line

14-01-2011 16 LAHORE BUSINESS SCHOOL

Sprite Product Line

14-01-2011 17 LAHORE BUSINESS SCHOOL

14-01-2011 18 LAHORE BUSINESS SCHOOL

14-01-2011 SALES & MAEKETING

Continuous Improvement Strategies

the strategies will produce never-ending improvement.

affects a permanent solution.

efficiency and effectiveness at each and every stage.

14-01-2011 20 LAHORE BUSINESS SCHOOL

complete understanding of the customers requirements and expectations.

Benefits of Continuous Process Improvement

Coca-Cola. These are;

 The quality of work life is increased

 Everyone is able to do better work