ACKNOWLEDGEMENT

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We owe my gratitude to Allah Almighty whose shower of blessings and kindness has been on me throughout the working on these pages. It is his hidden help that we are finally able to compile this project. I acknowledge with deep gratitude the invaluable support diehard motivation and encouragement extended to me by my respected teacher, Madam SAJIDA NISAR for her indispensable and detailed comments on various aspects coupled with encouragement, which made me come forth with these articles and for her valuable advices, assistance and other involvement throughout every phase of this Psychology project.

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SUBMITTED TO:
Mrs. SAJIDA NISAR, Associate Professor of Marketing Institute Of Business Administration (IBA)

SUBMITTED BY:
Hafiza Faryal Riaz Chatha (021) Murtaza Akmal (037) Usmani (013) Muhammad Hassan Mehmood (051) (016) Sidra Tariq (044) Jalal (047) Saman Nazir (024) Faryal Khalid (030) Sharjeel Qaiser Ayesha Hafeez

BBA (Hons) 3rd Semester

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PROJECT OBJECTIVE.......................................................................................................................................................................9 EXECUTIVE SUMMARY..................................................................................................................................................................10 INTRODUCTION............................................................................................................................................................................11 VISION STATEMENT......................................................................................................................................................................12 MISSION STATEMENT...................................................................................................................................................................13 SHARED VALUES..........................................................................................................................................................................14 OBJECTIVE OF COCA COLA............................................................................................................................................................15 GOALS OF COCA COLA..................................................................................................................................................................15 HISTORY OF COCA COLA...............................................................................................................................................................16 HISTORY OF BOTTLING.................................................................................................................................................................19 COKE HISTORY IN PAKISTAN.........................................................................................................................................................23 DEPARTMENTS OF COCA COLA......................................................................................................................................................24 MARKETING DEPARTMENT...........................................................................................................................................................................................25 PACKAGING DEPARTMENT...........................................................................................................................................................................................25 SALES DEPARTMENT....................................................................................................................................................................................................25 MARKET SHARE OF COCA COLA.....................................................................................................................................................26 MARKET POSITION OF COCA COLA IN PAKISTAN............................................................................................................................29

.32 Working Structure.........................................................................................................38 New Markets.......................................................................................................................................................40 MARKET ANALYSIS.............................................................................................................................................................................................................................................................................................34 WEAKNESSES:............................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................41 INTERNAL BUSINESS ENVIRONMENT:........................................................Laws and Policies):.......................................................................................................................................................................................................................................................................33 Diet Coke:.....................................................................................................................................................32 Page | 4 Human Resource......................................................................................................................................................................................................36 Manual Paper Work.......................................................................................................................................................................................................................38 THREATS:.........................................................................32 Brand Name.................................................................................................................................. Symbol...................................................................................................................................................................................................................................................................................................................................42 .... and Bottle Shape..............................................................................35 Dissatisfaction among Staff..............................................................................................................................................................................33 Superior Product Quality:...............................................................................................................................................34 Aggressiveness in the Market...........................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................33 Regular Supply.......................................................................................................................................................................................................................................................................................................39 Competitor’s Schemes...........36 Lack Of Coordination.......40 New Entrants:..................................................................................................................................................................40 Nestle Products:......................................................................35 Less Availability....................................................36 OPPORTUNITIES:.....................................................42 POLITICAL/LEGAL FACTORS:............................................................................................................................................40 Taxes (Govt............................................................................................................................................................................................................................................................................41 EXTERNAL BUSINESS ENVIRONMENT:..............................................................................................32 Single Established Company.............................................................................36 Lack of Promotion.....................................................................................................................................................35 Centralized Decision Making...............................................................................................STRENGTHS: ....................................................................................................................................................................................................................................................................41 COMPETITION:..........................................................................................................................................................................................................................................................................39 Fake Products.......................................35 Motivational Factors..........................................................................................................................................................................................39 POTENTIAL THREAT:...................................................................................................

..................................46 SUBSTITUTES:.........................................................................................................................................................................................................................................................................................................................................................................62 .............61 Decline Stage.......................................43 PSYCHOLOGICAL FACTOR S:............................................................................................................................61 OFFERINGS:..........................................44 Page | 5 OTHER FACTORS:.....58 Introduction Stage Of Coca Cola:..............................51 CUSTOMER ANALYSIS..................................................................................................................................................................................................................................................................SOCIAL AND CULTURAL FACTORS:...............................................................................................................................51 SNATCHING AWAY CUSTOMERS:............................................................................................................................................49 SUPPLIERS:..............47 INDIRECT COMPETITOR S:.............................................................................................................................................................................60 Growth Stage of Coca Cola...........................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................55 PRODUCT OBJECTIVE:..................................................................................................................60 Maturity Stage of Coca Cola................................................................................................................................................................................................................................................................................................................................................................................... BOTTLE SHAPE:...........................................................51 DIET COKE:..............................................................................................50 COMPETITIVE ADVANTAGES............................................................................................................................. SYMBOL............46 BUYERS/CUSTOMERS:............................54 INGREDIENTS OF COCACOLA:..........................................................................................................................................49 NEW ENTRANTS:............................................................................................................................................................................................................47 RIVALS/COMPETITORS:...............................................................................................................................................................................................................................................................................................................................................................................................................45 COMPETITOR ANALYSIS.........................................................................................................................................................................................47 DIRECT COMPETITORS:.............................................................................56 PRODUCT LIFE CYCLE OF COCA COLA:..........................................51 BRAND NAME............................................................................................................................................ 42 PERSONAL FACTORS:..........................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................44 INDUSTRY ANALYSIS.....................53 PRODUCT:.....................................................................................................................................................................................

.................................................84 PRICE..............................................................................71 PRODUCT LINE DECISIONS:.......................................................................................................................................................................................................................................................................................................................68 BRAND PORTFOLIO.........................................................................................................................................................................................................................................................................................................................73 • Product Line Length:.......................................................................................68 LABELING:....................................................................................................THE COCA-COLA COMPANY OFFERS NEARLY 400 BRANDS IN OVER 200 COUNTRIES...............................................................................................................................................................................................................................................................................................................................................................................................88 STRATEGY:...................................................................................................................85 OBJECTIVE.......................................................................................................67 ► Core Product:...........................................85 STRATEGY................................................................................................................................................................................................................64 PACKAGING:...............................................................................67 ► Actual Product:...............................................................................................................................................................................................................................................................................................................................................................................................................83 MARKET DEVELOPMENT...............................................................................................................................................................................................................80 CPRODUCT/MARKET EXPANSION GRID FOR COCA COLA:..................................................78 POSITION OF FANTA..83 DIVERSIFICATION STRATEGY.................................................88 ............................................................................................79 INTRODUCTION TO PRODUCT / MARKET EXPANSION GRID:......................................................................67 PRODUCT CLASSIFICATION:.....................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................85 COCA COLA PRICING STRATEGY.......................................................................................................................................................................................................................................................................................85 PLACE...........................................................................................82 MARKET PENETRATION............................................................74 POSITION OF COCA-COLA.........................................................................................................................................................................................................................................................................................88 OBJECTIVE:...........66 Page | 6 LEVELS OF COKE AS A PRODUCT:............................................................................................................................................................................................................................................................................................................................................................................68 BRANDING:.........................................................................................................................................................77 POSITION OF SPRITE......................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................73 • Product line filling:........................................................73 INTRODUCTION TO BCG MATRIX................................................................................................................................................................................................

....................................................................................................................................................................... A TESTIMONIAL OR ENDORSEMENT CONSISTS OF A WRITTEN OR SPOKEN STATEMENT..................................................................................................................................93 HISTORY OF ADVERTISING COCA COLA:...................................................................................................................................................................................................................................................................................................................102 IN PROMOTION AND OF ADVERTISING.......................................................................................................................99 PROMOTION STRATEGIES........................................................................................................................................................................100 PRIZE SCHEMES:....................................................................................................................................................................................................................................................................100 Eye Catching Position...............................................................................................................93 ADVERTISEMENT OBJECTIVE................................................................................................................................................92 • Below the line promotion:...........................................................................................................................................................................................................................................................................................................................................................................................94 FIRST ADVERTISEMENT FOR MUSLIMS:........................................................................................99 TV Commercials..................................................................................................................................................................................................................................................................................................................................................................................................................................92 PROMOTIONAL MIX:......101 PRIZE CUTS FROM TIME TO TIME..........................................................................................................................................89 DIRECT SELLING.................................................................................................................................................................................................................................................................................................................................................................................................................................................99 Pos Material................................................................................................................................95 SLOGANS:....................................................................102 ...............................................100 Sales Promotion.....................................................................................................................AVAILABILITY:..............................................................................................................101 ENDORSEMENT:...........................92 DEFINITION:.........................102 CELEBRITY ENDORSEMENT:..........................................................................................................................................................................................................................94 ADVERTISING IN 2000’S:............................................................................................................................................................. EXTOLLING THE VIRTUE OF SOME PRODUCT........... SOMETIMES FROM A PRIVATE CITIZEN..................................................................................................................................................................................97 PUBLICITY....................................................................................................................................................................................................................92 ADVERTISEMENT OF COCA COLA:..............................................................................................................................................................89 FACILITATING THE PRODUCT BY INFRASTRUCTURE.......................................................................................................................................................................................................................................................100 UTC Scheme........................................................99 Print Media..................................................................................................................................................................90 PROMOTION..................................................................................................................100 Getting shelves....................................................................... SOMETIMES FROM A PERSON FIGURE.......................................................................................................................................................................................................................................................................................................................................................................................................................92 • Above the line promotion:.....................................................................................................................................................................................................................................................................92 TYPES OF PROMOTION:..........89 Page | 7 INDIRECT SELLING...................... 88 DISTRIBUTION: 89 DISTRIBUTION CHANNELS............................................................................................................................

.................................................................................................................................................................114 RECOMMENDATIONS.................................................................................109 CONCLUSION......................................................................................................................106 Concerts and charity programs:...........................................................................................................................................................................................................................................WHY COMPANIES NEED TO ENDORSE:........................................................................................106 Cricket players for promotion:........................................................105 PROMOTIONAL CAMPAIGNS OF COKE:.................................................................................................................................................................................................................................................115 ......................................................................................................................................................................................................................................................................................................................................................................102 CELEBRITY ENDORSERS FOR COKE:..................................................................................................................................................................106 Coke Cricket Junoon:.................................................................107 COKE STUDIO:.........................................................................................................................................................................................................103 Page | 8 SPONSORSHIP:............................

Analysis carried out on nonalcoholic ready to drink beverages market in terms of size and growth. . It includes introduction of the company and the product.RECOMMENDATIONS Page | 9 PROJECT OBJECTIVE The objective of this project is to give an overview of Marketing Strategy of ‘Coca Cola’ to provide a broad selection of the nonalcoholic ready to drink beverages to potential consumers in Pakistan. and marketing mix. internal and external environment. covering different segments present in the market. market and competitor analysis.

Pricing Strategy.Page | 10 EXECUTIVE SUMMARY The scope of the project is to discuss the marketing strategies adopted and applied by‘Coca Cola’. The Coca-Cola Company began operating in Pakistan in 1953. restaurants and vending machines in more than 200 countries. market growth and trend. Product Strategy. These marketing functions mainly include the marketing mix i-e. . Fanta and Sprite are the brands with whom Coca-Cola is operating in Pakistan. Coke. We concluded that the marketing strategy of Coca Cola is working for them and the product is gaining popularity among youth day by day. opportunity analysis and strategies for creating competitive advantage adopted by ‘Coca Cola’. From the last month or so our group is in the process of a continuous research on marketing functions and strategies adopted by ‘Coca Cola’. Moreover the project also discusses the analysis of competition. Pakistan. We will like to add that the project will provide the readers very high profile information about the marketing strategies as a whole and also about the Coca Cola Company. Pricing Tools and Strategies and Placement and Distribution Strategies as well as other market strategies. Coca-Cola is a type of carbonated soft drink sold in stores.

Today Coca-cola has a portfolio of more than 3. and distributor of non alcoholic beverage concentrates and syrups. the coca-cola company is the world’s leading manufacturer.S. More than 70 percentage of our income come from outside U.000 beverages. Cuba and Panama.. The company’s corporate head quarters are in Atlanta . Although Coca-Cola was first created in the United States. but the real reason we are truly global company is that our product meet the varied taste preferences of consumers everywhere. soon followed by many more. . with local operations in over 200 countries around the world. marketer. Coca-cola has 92.Page | 11 INTRODUCTION Founded in 1886. Our first international bottling plants opened in 1960 in Canada.400 employees worldwide. it quickly became popular wherever it went.

Planet: Be a responsible citizen that makes a difference by helping build and support sustainable communities. People: Be a great place to work where people are inspired to be the best they can be. Page | 12 . Profit: Maximize long-term return to shareowners while being mindful of our overall responsibilities. lean and fast-moving organization.VISION STATEMENT Our vision guides every aspect of our business by describing what we need to accomplish in order to continue achieving sustainable growth. Portfolio: Bring to the world a portfolio of quality beverage brands that anticipate and satisfy people's desires and needs. together we create mutual. Productivity: Be a highly effective. Partners: Nurture a winning network of customers and suppliers. enduring value.

We will be the best marketers in the world..through our brands and our actions. To Inspire Moments of Optimism.. To Create Value and Make a Difference. including our consumers.Page | 13 MISSION STATEMENT Mission statement is a statement of organization’s purposes that what it wants to accomplish. and spirit. The Coca Cola Company creates value by executing business strategy guided by four key beliefs: Customer is king.. .. Customer demand drives everything we do... In order to achieve mission of increasing market share and maintaining good relations with our customers all over the world. mind. we wish to create value for all the constraints we serve. Everything we do is inspired by our enduring Mission: To Refresh the World. our bottlers.everywhere we engage.in body. We will serve consumers a broad selection of the nonalcoholic ready-to-drink beverages they want to drink throughout the day. and our communities. Brand Coca Cola is the core of our business.

Page | 14 SHARED VALUES Our values serve as a compass for our actions and describe how we behave in the world. we do well . Leadership: The courage to shape a better future Collaboration: Leverage collective genius Integrity: Be real Accountability: If it is to be. it's up to me Passion: Committed in heart and mind Diversity: As inclusive as our brands Quality: What we do.

) is derived from this objective. economic condition. macro environment and micro environment factors. Historical trends. Currently the company‘s objective is to “Increase the volume of sales up to the maximum level as much as possible during the current fiscal year. advertising plan. current market position. Everything else (marketing plan.” The company sets its objective keeping in view the past performance.future expectations and predictions. social values. production etc.Page | 15 OBJECTIVE OF COCA COLA The company has sales based objective. GOALS OF COCA COLA All CCBPL plants setup their own goal to achieve the objective. The company goal is . market size and growth rate .

Pemberton’s partner and book-keeper. He first “distributed” the product by carrying it in a jug down the street to Jacob’s Pharmacy and customers bought the drink for five cents at the soda fountain. inviting thirsty citizens to try “the new and popular soda fountain drink. whether by accident or otherwise. Carbonated water was teamed with the new syrup. Dr.“CONTINUE DEVELOPING PRODUCTS FORTIFIED WITH ADDITIONAL NUTRIENTS TO MEET CONSUMER NEEDS” Page | 16 HISTORY OF COCA COLA Coca-Cola was first introduced by John Syth Pemberton. Robinson. a theme that continues to echo today wherever CocaCola is enjoyed.Cola soon appeared in The Atlanta Journal. a pharmacist.” Hand-painted oil cloth signs reading “CocaCola” appeared on store awnings. Frank M. He suggested that “the two Cs would look well in advertising.” The first newspaper ad for Coca. producing a drink that was proclaimed “delicious and refreshing”. Georgia when he concocted caramel-colored syrup in a three-legged brass kettle in his backyard. suggested the name and penned “Coca-Cola” in the unique flowing script that is famous worldwide even today. with the suggestions “Drink” added to inform passersby . in the year 1886 in Atlanta.

Red has been a distinctive color associated with the soft drink ever since. was registered in the United States Patent Office on January 31. Pemberton sold 25 gallons of syrup. With his brother. Candler announced in his annual report to share owners that “Coca- .” used in the marketplace since 1886. The trademark “Coca-Cola. Dr. 1893. John S. Texas. three years after The Coca-Cola Company’s incorporation. and in 1894. Mr. Illinois. For his efforts. Candler. sold his remaining interest in Coca-Cola to Asa G.that new the Page | 17 beverage was for soda fountain refreshment. Candler. Candler formed a Georgia corporation named the Coca-Cola Company.96 on advertising. Pemberton never realized the potential of the beverage he created. his merchandising flair had helped expand consumption of Coca-Cola to every state and territory after which he liquidated his pharmaceutical business and focused his full attention on the soft drink. an entrepreneur from Atlanta. The business continued to grow. Asa G. Mr. Candler proceeded to buy additional rights and acquire complete ownership and control of the Coca-Cola business. Others were opened in Chicago. Mr. John Pemberton’s former partner Frank Robinson and two other associates. In 1895. Pemberton grossed $50 and spent $73. By the year 1891. the following year. the first syrup manufacturing plant outside Atlanta was opened in Dallas. just prior to his death in 1888. and Los Angeles. Dr. By the year 1886. sales of Coca-Cola averaged nine drinks per day. California. Dr. Within four years. shipped in bright red wooden kegs. The first year. He gradually sold portions of his business to various partners and.

making Coca-Cola one of the most recognized and valued brands around the world. A new building erected in 1898 was the first headquarters building devoted exclusively to the production of syrup and the management of the business. Woodruff became the President of the Company in the year 1923 and his more than sixty years of leadership took the business to unsurpassed heights of commercial success. As demand for Coca-Cola increased. Robert W.Cola now is Page | 18 drunk in every state and territory in the U.S. In the year 1919. the Company quickly outgrew its facilities. the Coca-Cola Company was sold to a group of investors for $25 million. .

brisk sales of the new fountain beverage called Coca.Page | 19 HISTORY OF BOTTLING Coca-Cola® originated as a soda fountain beverage in 1886 selling for five cents a glass.Cola impressed the store's owner. using a common glass bottle called a Hutchinson. Early growth was impressive. Joseph A. Biedenharn. 1894 … A modest start for a bold idea In a candy store in Vicksburg. One of his nephews already had urged that Coca-Cola be bottled. Mississippi. but Candler focused on fountain sales. 1899 … The first bottling agreement . but it was only when a strong bottling system developed that Coca-Cola became the worldfamous brand it is today. who owned the Company. Candler thanked him but took no action. Biedenharn sent a case to Asa Griggs Candler. He began bottling Coca-Cola to sell.

it's one of the most recognized icons in the world .S. which improved efficiency and product quality. Patent Office.even in the dark! 1920s … Bottling overtakes fountain sales Page | 20 . Indiana won enthusiastic approval in 1915 and was introduced in 1916. nearly 400 Coca-Cola bottling plants were operating. Benjamin F. Whitehead obtained exclusive rights to bottle CocaCola across most of the United States (specifically excluding Vicksburg) -for the sum of one dollar. soon joined their venture. Today. Some were open only during hot-weather months when demand was high. 1916 … Birth of the contour bottle Bottlers worried that the straight-sided bottle for Coca-Cola was easily confused with imitators. John T. most of them family owned businesses. 1900-1909 … Rapid growth The three pioneer bottlers divided the country into territories and sold bottling rights to local entrepreneurs. Tennessee believed they could build a business around bottling Coca-Cola. In a meeting with Candler.Two young attorneys from Chattanooga. A design from the Root Glass Company of Terre Haute. The contour bottle became one of the few packages ever granted trademark status by the U. A third Chattanooga lawyer. Their efforts were boosted by major progress in bottling technology. Thomas and Joseph B. Lupton. By 1909.

Their ideas and zeal fueled steady growth. Belgium. Australia and South Africa. This followed an urgent request for bottling equipment and materials from General Eisenhower's base in North Africa.S. Coca-Cola was being bottled in 44 countries. 1950s … Packaging innovations For the first time. Mexico. 1940s … Post-war growth During the war. Cans were also introduced. permanently enlarging the bottling system and accelerating the growth of the Company's worldwide business.As the 1920s dawned. Peru. or larger servings including 10-. A few years later. the Company began a major push to establish bottling operations outside the U.S. 64 bottling plants were set up around the world to supply the troops. Many of these war-time plants were later converted to civilian use. By the end of the 1920s. more than 1.000 Coca-Cola bottlers were operating in the U. Page | 21 1920s and 30s … International expansion Led by longtime Company leader Robert W. Guatemala. consumers had choices of Coca. Italy.ounce contour bottle. open-top metal coolers became the forerunners of automated vending machines.the traditional 6. Plants were opened in France. 12. chief executive officer and chairman of the Board. Six-bottle cartons were a huge hit after their 1923 introduction. becoming generally available in 1960.and 26-ounce versions. Honduras. By the time World War II began. bottle sales of Coca-Cola exceeded fountain sales. Woodruff.5. Spain. .Cola package size and type -.

Fresca® and TaB® joined brand Coca-Cola in the 1960s. Sprite®. The 1980s brought diet Coke® and Cherry Coke®. Minute Maid®. Mr. followed by POWERADE® and DASANI® in the 1990s.1960s … New brands introduced Following Fanta® in the 1950s. Today hundreds of other brands are offered to meet consumer preferences in local markets around the world. Page | 22 . Pibb® and Mello Yello® were added in the 1970s.

customers and communities are the foundation on which the entire business grows. 1990s … New and growing markets Political and economic changes opened vast markets that were closed or underdeveloped for decades.and 80s … Consolidation to serve customers As technology led to a global economy. The Coca-Cola bottling system grew up with roots deeply planted in local communities. more than $1. the retailers who sold Coca-Cola merged and evolved into international mega chains. 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. In response. As was true a century ago. This heritage serves the Company well today as people seek brands that honor local identity and the distinctiveness of local markets.5 billion was committed to new bottling facilities in Africa. 1970s Page | 23 . 21st Century ………. strong locally based relationships between Coca-Cola bottlers.. After the fall of the Berlin Wall. And as the century closed. Such customers required a new approach. the Company invested heavily to build plants in Eastern Europe. many small and medium-size bottlers consolidated to better serve giant international customers.

Sialkot. Hyderabad.Page | 24 COKE HISTORY IN PAKISTAN “To provide Coca-Cola at arms ‘length” The Coca-Cola Company began operating in Pakistan in 1953. four of which are majority-owned by Coca-Cola Beverages Pakistan Limited (CCBPL). Rahim Yar Khan. Since the beginning of Coke Company the firm has been continuously changing its slogans and that’s a very creative idea to get the attention of the customers. Gujranwala. Fanta and Sprite are the brands with whom Coca Cola is operating in Pakistan. During the last two years.000 people working constantly for the company.000 customers/retail outlets. The Coca-Cola System in Pakistan operates through eight bottlers.S) and coke has successfully provided 56 years of dedicated service to its customers in Pakistan. . Multan and Lahore. Faisalabad. Coke. The Coca-Cola Company in Pakistan has invested over $130 million (U. The CCBPL plants are in Karachi. The Coca-Cola System in Pakistan has nearly 3. The Coca-Cola System in Pakistan serves 70.

also known as strategic business units (SBU's). the amounts of departments are huge. each of these departments help Coca Cola achieve their objectives. Coca Cola is geographically split into five geographic operating segments. Europe. Asia. Each country has their own Head Office and departments. As Coca Cola is a large multinational company. The six SBU's are North America. Middle East and finally Latin America. but we mainly focus on: Marketing Packaging Sales Page | 25 . Africa. If all departments perform in the correct way then that will continue the success of Coca Cola.DEPARTMENTS OF COCA COLA Every organization is made up of different departments. There are 6 functional departments within Coca Cola.

They also have to make the distribution methods. Bringing new products package is their responsibility. etc. the Coca.MARKETING DEPARTMENT The Coca Cola marketing department develops core strategies for company brands to ensure that all communication is consistent in every market. It works with the companies bottling partners to produce an attractive combination. With this cohesive effort. . Page | 26 PACKAGING DEPARTMENT The packaging department of Coca-Cola Company is responsible for the packaging of the products. They have to make the packaging attractive so that that product meets the eyes of the consumers.Cola system maximizes its resources for market leadership and profitable growth. The marketing departments are responsible for marketing the products and advertising the products and promoting the products. If all these departments perform their duty firmly then the objectives of the Coca-Cola Company will meets. SALES DEPARTMENT The sales department of the Coca Cola Company is to coordinate the selling program.

000 and revenues of $31. decide how much to sell and how much to store in the warehouse and to choose the transporting method which is the most cost efficient and the quickest way. Over the years.Also. the brand equity of the Coca-Cola trademark. as well as that of other Coca Cola-produced brands.9 billion in revenues in 2008. has established Coca Cola as a prominent figure in the non-alcoholic beverage industry and allowed the company to keep both revenues and profits high. . with a global workforce of over 90. Page | 27 MARKET SHARE OF COCA COLA Coca Cola is now one of the largest corporations in the world.

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088 $2 28.807 Units sold in Billions 19.Sales and Income Data in Millions 2005 2006 007 2 2008 2009 Page | 29 Net Sales $21.981 $5.7 .8 20.847 $4.944 Net Income (Profits) $4.872 $5.6 21. 23.742 $23.0 80 $5 .4 7 22.104 4.857 $ $31.

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Although the company managed to grow worldwide case volume by 4% (with especially important increase of 33% in India and 14% in China). Mexican peso. the Coca-Cola Company posted revenues of $8.40 per share. On a currency neutral basis. Although sales volumes actually rose 7% during the quarter. The growth in net income is deceptively large.Quarterly Earnings: 1Q2010 in the first quarter of 2009.169 billion. Brazilian real. 2Q2010: In the second quarter of 2009. or $0. Ignoring this charge.267 billion. charge due to changes in the company's accounting policy of its equity investments in its bottlers. net income fell 10% to $1. net income grew 43% to $2. net income would've fallen by 12%. adverse fluctuations in the foreign exchange caused the decrease in revenue.6% decrease from 2Q2009 figures.348 billion. and South African rand.037 billion. revenues grew by 4% during 2Q2010. a 3% decrease from 1Q 2009 figures. the Coca-Cola Company posted revenues of $7. the Coca-Cola Company was negatively impacted by the dollar's strengthening against the euro. as the 2008 figure includes an $843 million. Page | 31 . an 8. as pricing remained constant during the year.

Page | 32 MARKET POSITION OF COCA COLA IN PAKISTAN On global level Coca-Cola is the most popular brand and market leader controlling 60% of market share. In Pakistan Coca Cola is the market follower but still in a very strong and stable position holding 36% of the local market with a growing and increasing market share every year. .

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Page | 34 Strengths Internal -Single established company -Working structure -Human Resource -ProperTime Delivery -Brand name -Superior Product Quality -Diet Coke -Regular supply -Aggressiveness in the Market Threats -changing healthconsciousness -Attitude -legal issues -Health ministers -competition (Pepsi) Weaknesses -Dissatisfaction among staff -Motivational factor -Centralized decision making -Less availability -Lack of Promotion .Manual Paper work -Lack of coordination Opportunities -Fake products -Competitors scheme -New entrants -More Brand recognition External .

Working Structure.g. and discipline is maintained. The biggest strength of Coca-Cola is that unlike other beverages. it has established itself as a single large company CCBPL with 10 plants in all major cities running directly under supervision of Coca-Cola international. procedures rules and regulations that have to be followed under all circumstances. So unlike to bottler system there is no conflict of decisions and policy. Similarly one decision taken (e. hence working style is highly professional.2/-) is implemented effectively and immediately in all plants all over Pakistan without argument. CocaCola’s organizational structure is of International standards. So you will find same prices. hence there are clear cut and well defined policies. One policy adopted is for al plants throughout the country. same schemes in all cities.Page | 35 STRENGTHS: Single Established Company. price cuts+Rs. same quality. .

Bottle caps are one example. Superior Product Quality: Coca-Cola Company management never compromise on quality even if they have to spend a little extra in production. shopkeeper’s etc punctuality is maintained which gives Coke an edge over all its competitors Brand Name. These all are Coke’s strengths which give it an edge over its competitors. ➢ Page | 36 The fixed time of delivery of Coke to retailers.Human Resource. and Bottle Shape. Symbol. The most known and spoken word in world after OK is “COKE”. Coca-Cola bottle shape is so unique and stylish than even if the name is rubbed off people will still easily identify that its Coca-Cola bottle. Examine and you will find that Coca-Cola brand caps (especially on liter bottles) and disposable bottles are superior in quality than those of others beverages). The biggest strength of Coca-Cola is its Intellectual brain power of highly professional qualified and dedicated employees who put in all their efforts to satisfy their customers by providing the ultimate best of Coke. Same is the case with its symbol and name which cannot be imitated and are so well known. Quality in taste as well as bottle and caps and gifts .

. It gives trade offers to its dealers for storing more and more coke products and the signage strategies and agglomeration of all the marketing strategies proves that it has a very aggressive marketing strategy. Coke trucks supply the products regularly and always have the desired products for the dealers. their closest competitor also followed and launched their own diet beverages brand.which are offered doesn’t vary from city to city but is same throughout the company. The products are regularly supplied to the dealers through proficient means of delivering and distribution has given Coca-Cola Pakistan an added advantage. Page | 37 Diet Coke: Coca-Cola’s strength is that they are market leaders who successfully launched . but it never proved to be up to the mark and failed Regular Supply The regular supply of the products is strength of the company. This will help Coca-Cola Pakistan in strengthening its integrity in the market.Diet Coke to cater the needs of overweight and health conscious people and have been popular to a certain extent. Aggressiveness in the Market Its marketing strategy is very aggressive which aids it in further and incessant production and distribution of its products.

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Thus grievances reign high for they feel that their problems and recommendations are not being aired the top management. Page | 39 Motivational Factors The employees lack motivation simply because of the huge communication gap between them and the management. The management fault is that they think that the worker is indefatigable and can work tirelessly. The workers expect to be adequately satisfied in terms of their salary and compensations Centralized Decision Making The decision making process in the company is highly centralized and the workers feel that there exists no proper authority existing in the firm. The salesmen feel dissatisfied for they are totally powerless to make any decisions themselves. In short there is a weak point in their Human Resource management. The tough schedule results into limited rest for them and there are no holidays. Workers feel that they are being exploited and are not given the remuneration that they deserve. In dealing with their buyers they .WEAKNESSES: Dissatisfaction among Staff One of the major weaknesses as in majority of companies is the lack of co-ordination between the management and the worker.

clearing bills etc. Page | 40 Less Availability The product is not available to the extent that it should be. At the same time the management also complains that the paper work leads to a lot of pilferage by the employees.e. Lack of Promotion Promotional activities have been greatly neglected in many areas. Manual Paper Work The huge amount paper work takes a lot of time. he has to fill a lot of forms (call slips. This indeed results in a high degree of difficulty for coke in penetrating the market. . In an interview with the route officer and a few salesmen it was clear that for areas such as Nazimabad and Liaquatabad no heed has been paid both to the singe and promotional activities. which could be effectively channeled to other important activities. All such activities cause an overall great reduction in productivity. The salesmen have to do a lot of clerical work i.) at the shops and also after arriving back at the factory.have not the slightest authority to allow them any credit or discount. cash memos. route riding forms. If Coca-Cola wants to make an impact in the market they will have to do more than they are doing at the present moment.

Lack Of Coordination In the factory there is a co-ordination lag between the activities of the marketing. The sales department also complains that the repair of the visicoolers is always delayed. The sales department complains that the marketing department does not pay any heed to their problems. sales and repairing departments. Until or unless Coca-Cola restructures its co-coordinating activities the availability of its product would be always delayed. Page | 41 .

Pepsi leads by holding 54% of market share 10% to other small beverages . Line extension like Fanta . Coke currently holds about 36% market share in Pakistan. and Page | 42 Coca-Cola with International standards can increase its market share many folds with little efforts. We think that Coca-Cola can secure new dealers and buyers of its product as still large part of the country is still devoid of its products. Company and has already positioned itself in customers mind (as those who provide the ultimate in taste and quality) . Launch a new product it can do it successfully as it’s is well established.54% of Pepsi 10% of others. RC.g. So there is vast opportunity for Coke to capture 70% market share.e. Pak-Cola etc. It can promote its products in the younger generation by targeting the new outlets being opened due to improved law & order situation and a growing population. and Sprite in different flavors.i.cola.Opportunities: New Markets We know that Coke came to Pakistan in 1996 and since it is working hard to develop its market. Maka-Cola. Coke.Increasing distributing channels and infrastructure to ensure availability in small towns and areas.e.

For example Pepsi’s signage operations have been very successful. Such activities really hamper the company’s name and its brand originality. they Page | 43 Threats: Fake Products Fake beverages by the name of coke are being supplied by unknown people. .so are bound to try their new product as well. Above all the fake beverages supplied are almost similar to the taste of the original Coke brand and not everyone can decipher the difference between the original and the fake product. Competitor’s Schemes For the purpose of promoting its product. In addition to this Pepsi is also giving very liberal credit policies to its dealers. which gives the dealers a greater incentive to buy Pepsi rather than Coke. This is in fact a great threat to Coca-Cola for unworthy people is taking advantage of its brand name and spoiling its good name in the market. Coca-Cola’s competitors have been doing much more than Coke itself is doing.

Although Coke has converted their attack on health issues by offering Diet Coke yet the threat isn’t over . tax laws and policies.Laws and Policies): The Coca-Cola management is not happy with the Govt. It has to pay as much as Rs2.g.Imposition so much so that on single bottle revenue. Being a multinational with whole plants in 10 cities it is under heavy tax . Nestle Products: Like juices.However CocaCola can effectively counter their threat at any time by launching their own juice. With the consequent result that Coca-Cola is the first beverage and 2nd highest tax paying . provoke nationalism sell at low price and thus can be a source of threat for Coke in future once they fully launch their product in Pakistani market so Coke management has to look out for them over time.97/. Taxes (Govt. tetra pack juices are also sort of threat but not the direct threat for Coke because they provoke health consciousness and physical fitness . etc as well as Shezan products e. Milo cold coffee. Pak –Cola that can exploit anti Jewish and anti war sentiments.as tax to the government. squashes. drinks.Page | 44 Potential Threat: New Entrants: New entrants like Maka-Cola.

To effectively control and monitor the internal business environment. Coke must conduct continual appraisals of the business’s operations and readily act upon any factors. Page | 45 MARKET ANALYSIS The market analysis investigates both the internal and external business environment. .company in Pakistan. INTERNAL BUSINESS ENVIRONMENT: The internal business environment and its influence is that which is to some extent within the business’s control. It pays 33% on its total revenues. The main attributes in the internal environment include efficiency in the production process. through management skills and effective communication channels. which cause inefficiencies in any phase of the production and consumer process. It is vital that Coca cola carefully monitor both the internal and external aspects regarding it’s business as both the internal and external environment and their respective influences will be decisive traits in relation to Coke’s success and survival in the soft drink industry.

and demographic patterns heavily influence the success of Coke products on the market and the reception they receive from the consumers. Page | 46 COMPETITION: All over world there are two soft drink giants. packaging. Shandy Cola and Amrat -Cola but currently these soft drinks are not a threat for coke due to their very low market share and secondly due to brand loyalty of customers for coke. promoting and placing. . Both these companies keep on trying to take lead in terms of pricing. Changes in the external environment will create opportunities or threats in the market place Coca cola must be aware off. In Pakistan recently a few other beverages are also introduced such as Mecca-Cola. changing customer attitudes and values. a whole economy. Coke and Pepsi. Fluctuations in the economy. in fact. The competition between two companies has always been neck to neck.EXTERNAL BUSINESS ENVIRONMENT: The External business environment and its influences are usually powerful forces that can affect a whole industry and.

POLITICAL/LEGAL FACTORS: These are uncertainties that are extremely variable in the political conditions of Pakistan. Constant political instability does affect the company in terms of building new relations with new Governments all the time. ➢ CULTURAL FACTORS: Every group and society has its own culture. Page | 47 SOCIAL AND CULTURAL FACTORS: The company has to be very careful in the implementation of its promotional campaigns. In recent years the Bahar/ Basant festival in Punjab specially become important part of our culture in which sales of coke go very high. ➢ SOCIAL FACTORS: Social factors include consumer’s family. Different communities and groups of people have reshaped Pakistan’s culture. since the social cultural environment of Pakistan is very conservative and any suggestive advertisements usually face a lot of negative reactions on the part of the consumer. Soft drink is purchased in bulk for the parties and other occasions. Cultural factors affect coke purchasing massively. . small groups and status.

perception.PERSONAL FACTORS: Buyer’s decision is also influenced by personal characteristics such as buyer’s age and life cycle stage. If consumer is a student by occupation he will certainly go for returnable bottle of or may be disposable bottle of 25 RS but most probably not for the coke CAN which is high in price. Where as if the consumer is a business executive who is financially strong will prefer more the coke classic can or diet coke can. personality and self-concept. occupation. way of thinking and style may change. Let’s say in earlier stage of life if a person’s best choice for soft drink was Coke classic but as he proceeds with his life. This change is mainly because of occupation. He may not opt for classic coke anymore and might be more interested in diet coke. learning and self benefits. Age and lifecycle stage means that people taste and way of living changes with passage of time. Occupation matters a lot when consumer is indulge in buying. If a person is highly satisfied with the taste of “diet coke”. he may share his experience with another person and as a result the latter person might get motivated by his opinion and end up buying “diet coke” . Page | 48 PSYCHOLOGICAL FACTOR S: A person’s buying behavior is further influenced by major psychological factors such as motivation.

OTHER FACTORS: Other factors like the Government rules. regulations and technological advancements have had no significant effect on the product and the company. Page | 49 .

8% (110.572) 60% (14.579 Page | 50 .446.607.INDUSTRY ANALYSIS POPULATION: CHILDREN: ADULTS: CHILDREN EQUITY: ADULT EQUITY: TOTAL TARGET MARKET: 176.802.619) 40% (27.242.680.960) 42.949 37.612) 62.643.2% (65.

KFC 60.000cerates /year. these three customers being large and powerful are in an influential and bargaining position they can demand discount or others facilities like (boards sign/freezers/coolers etc. However.) and impose a threat to switch to their closest rival and competitor Pepsi.COMPETITOR ANALYSIS BUYERS/CUSTOMERS: Coca-Cola has three major and large customers in the market.000cerates /year.000 cerates/year and Pakistan Railways who buy 50. MacDonald’s 40. Page | 51 .

prize scheme wars and sponsorship wars to win over each other customers. However on global level the situation is reverse. DIRECT COMPETITORS: The direct competitor of Coca-Cola is Pepsi and that of CCBPL is PCI (Pepsi cola international) there is always ongoing tuff competition between these two arch rivals with Pepsi leading with 54% market share and Coke gradually growing and catching up 36% market share in Pakistan. and Shezan juices are substitutes of Coke for health conscious people and other fresh juices.SUBSTITUTES: Nestle products like juices. Page | 52 RIVALS/COMPETITORS: There are two types of Rivals Competitors. Both companies often engage in price cut wars. mineral water etc. . coffee.

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They take strict notice of that and do not take materials from that company again if that default is due to the ingredient contained by it.Page | 55 INDIRECT COMPETITOR S: These include Nestle and Shezan juices who do not pose a threat to Coke as yet but has the potential to do so as it is exploiting the natural aspect and health issues more and more to make people conscious about physical fitness Coke has launched “Diet Coke” to counter the physical fitness demands. they call their sales mangers to lift up all the stock from the market then inquired from the quality inspector. SUPPLIERS: Coca-Cola has authorized suppliers and which do not pose a threat to it. For example: If market has low quality carets of bottles by chance. . Anyhow Coke does have a quality check procedures in its plants to ensure that they get the right kind of ingredients from suppliers.

which will provide Coke with a challenge to hold on to its loyal customers.It doesn’t fear losing its share to Mecca-Cola or other new entrants. Page | 56 Besides it will take a lot of effort on the part of new .NEW ENTRANTS: Coca-Cola is not afraid of competing . The company management believes that new entrants provoke healthy competition.

. DIET COKE: Coca-Cola has successfully addressed to the needs of its health conscious overweight customers with the launch of diet Coke. as well as Sponsorship events (Basant. (Even without name people can easily identify Coke’s. Pakistan Railways. concerts etc. Pak-cola to fully launch its product in Pakistan and capture or even motivate people to switch on to their new product from Coke. Its competitor has yet to come up with and counter diet Coke properly. symbol and bottle shape are distinctive features of CocaCola which give it an edge over its competitors. Page | 57 COMPETITIVE ADVANTAGES BRAND NAME.entrants like Mecca.) from Pepsi mainly due to its superiority in the following areas. and sprite’s bottle from crowd. Eid. McDonald’s. SNATCHING AWAY CUSTOMERS: In the market Coke has been able to snatch large customers like KFC. SYMBOL. fanta’s.) They cannot be copied or imitated by others. BOTTLE SHAPE: Brand name.Cola.

according to the needs of the market. justifies performance Quality: No quality compromise. Innovation: new ideas for billboards design. sponsorship. Page | 58 . changing their slogans time to time. Speed: On time delivery in all over the Pakistan. get the best all over Pakistan at any cost.Cost: It is very economical.

such as diet coke. diet drinks that have the same great taste as their regular drinks while still being low fat or low calorie drinks. In today’s society. but mainly by the middle and high-class citizens.CUSTOMER ANALYSIS The Coca Cola Company exists to satisfy the consumers’ needs. etc. Coca Cola seeing this trend has begun to produce. or coke zero. Coca Cola is a very successful company. races. sexes. people are looking to lead better. Coca-Cola products are able to sell to a diverse worldwide population and its success is unmatched. people of all ages. They are able to provide drinks for many different target markets including. Coca Cola products are purchased by all the different classes. due to their success they are able to spend more money making their factories work more efficiently. healthier lives. The Coca Cola Company has over 400 brands of drinks designed to satisfy a very wide range of consumers. because they have more money to spend on luxury items. They can do this by updating the equipment used to produce their drinks. Page | 59 .

Page | 60 PRODUCT: Coca-Cola the world’s most popular beverages .The popularity of Coke is to such an extent that “The most known and spoken word in world after OK is COKE Coca Cola customers are buying a wide range of soft drinks: .

Natural Flavourings (it's a coke secret). Phosphoric Acid.INGREDIENTS OF COCACOLA: ► ► ► ► ► ► Carbonated Water. Page | 61 . Sugar. Colour (Caramel E150d). Flavouring (Caffeine) The product which is non returnable glass bottle containing the 250 mille litters of coke liquid. It is a superior quality product.

Page | 62 PRODUCT OBJECTIVE: As non returnable glass bottle is already a superior quality product so we will be trying to maintain the over all quality. Coca Colas aims and objectives are to ensure a top quality product for their consumers. and to be the best in their market. They ensure this by using high quality products. .

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Page | 64 These Four stages are: ► Introduction Stage ► Growth Stage ► Maturity Stage ► Decline Stage .PRODUCT LIFE CYCLE OF COCA COLA: Product Life Cycle (PLC) is used to map the lifespan of a product. There are generally four stages in the life of the product.

Page | 65 The Following Graph Illustrate the four stages of the PLC. .

Coca Cola was launched and initially promoted. When their costs were high. People got more awareness about Coca Cola and the increase in the competition leads it to decrease prices. inducing trial of the product and securing space in the outlet shelf. sales volume were low. Efforts were made for creating its awareness in the market. Growth Stage of Coca Cola In the growth stage Coca Cola experienced rapid increase in sales volume and its Competition began to increase. In this stage the marketing strategies used by Coca Cola were as follows: .Page | 66 Introduction Stage Of Coca Cola: In the Introduction stage. and there was no existing demand for Coca Cola in this stage.

more innovative products have been created that replaces that product. . There is increase in competitors which are entering in the market. The marginal costs of Coca Cola are low in this stage. Coca Cola’s brand differentiation and features Diversification is emphasized to maintain and increase market share. has bought the product or new.Product improvement New models were developed It entered new market segments Page | 67 Maturity Stage of Coca Cola Coca Cola is in the Maturity stage from years now. The only way to increase sales during this period is to cut the cost of the product. Decline Stage This is the stage in which sales of the product begin to fall. sales volume is at the peak and most of the market is covered. Either everyone that wants to.

OFFERINGS: Page | 68 .

Consumers will buy the coke product because of the high standards and high quality of the Coca Cola products. And it’s marketing like “piyas hai to rukna kiya” .Page | 69 The actual product is the parts and features. which deliver the core product.

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The Coca-Cola Company offers nearly 400 brands in over 200 countries
► Diet Coke (introduced in 1982), which uses aspartame, a synthetic phenylalanine-based artificial sweetener in place of sugar ► Diet Coke Caffeine-Free ► Cherry Coke (1985) ► Diet Cherry Coke (1986) ► Coke with Lemon (2001) ► Diet Coke with Lemon (2001) ► Vanilla Coke (2002) ► Diet Vanilla Coke (2002) ► Coca-Cola C2 (2004) ► Coke with Lime (2004) ► Aquarius Mineral Water (2004) ► Diet Coke with Lime (2004) ► Diet Coke Sweetened with Splenda (2005) ► Coca-Cola Zero (2005) ► Coca-Cola Black Cherry Vanilla (2006) ► Diet Coca-Cola Black Cherry Vanilla (2006) ► Coca-Cola BlāK (2006)

► Diet Coke Plus (2007)
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PACKAGING:
Coca cola products are available in different packing ► 24 regular bottle shell ► 6 bottle pack for 1.5 pets ► 12 bottles in a pack for disposable bottle ► 24 cans in one packet. "We have made a commitment to ensure the sustainability -- and recyclability -- of our packaging," said Sandy Douglas, president, Coca-Cola North America. "We envision a world in which our packaging is no longer seen as waste, but as a valuable resource for future use." Because of its attractive packaging it is creating instant consumer recognition of company.

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Quality: Quality differs with respect to the country e.g. returnable glass bottles.LEVELS OF COKE AS A PRODUCT: ► Core Product: Core benefit is that it fulfills the thirst. Coca cola Can quality that is available in middle east is certainly different as compared to Coke Can available in Pakistan. economy packs. Page | 73 ► Actual Product: Design: Pet bottles. .

PRODUCT CLASSIFICATION: Coke is categorized as a convenience product. BRANDING: ➢ Brand Equity: As far as coke is concerned brand equity for the customers is very high. People are highly brand loyal. because the purchasing rate is very high and this is the product that is bought very frequently. Coca-Cola North America introduced labeling that provides consumers with nutrition information for a standard eight-ounce serving as well as for the total of a single-serve package. ." said the company in a statement. Page | 74 LABELING: In 2005.

Diversification. Brand Extension. Page | 75 .➢ Brand Strategy: The following is the brand strategy of Coke Line Extension. Multi-Branding.

g. . This was an example of brand extension. Brand Extension: Brand extension means using a successful brand name let’s say Coca-Cola and then launching new product e. Cherry Coke. Diversification: It means introducing new product with new brand name. it will be considered as line extension. if Coke introduces new flavors and package size.g.g. Multi-Branding: It means introducing additional brands in same category e.Page | 76 Line Extension: Line extension occurs when a company introduces additional items in a given product category under the same brand name e. Coca-Cola not only introduced Coke as brand but also Sprite and Fanta.

BRAND Name Coca-Cola Coca-Cola Cherry Launche Discontinue Notes d d 1886 PORTFOLIO Pictur e Page | 77 1985 Still available in: Coca-Cola Vanilla 2002 2005 Austria. Australia. Hong Kong. Germany. New Zealand (600ml and 350ml only) and Russia It was reintroduced in June of 2007 by popular demand 2007 . China. South Africa.

Canada. New Zealand and Japan.Coca-Cola C2 2004 2007 Was only available in Japan. Coca-Cola Black 2006 Cherry Vanilla Middle of 2007 Was replaced by Vanilla Coke in June of 2007 Coca-Cola Citra Coca-Cola Orange 2006 2007 Only available in Federation of Bosnia and Herzegovina. Page | 78 Coca-Cola Raspberry June 2005 End of 2005 Was only available in New Zealand. Only available in United Kingdom . and the United States.

DIET LEMON etc. DIET COKE. . FANTA. SPRITE etc.PRODUCT LINE DECISIONS: Product Line Length: It means number of products the company is offering e.g. COKE. company filled the product line by adding DIET COKE. Page | 79 Soft drinks Energy drinks Juice drinks: Sport drinks 6 5 5 4 Product Mix Width: 5 Product Mix Length: 24 Product line filling: Product line filling means that earlier when Coca-Cola started it had only one flavor of Coke available and that is classic coke but with the passage of time.

The BCG matrix is based on the product life cycle theory that can be used to determine what priorities should be given to a business unit. Boston Consulting Group analysis.INTRODUCTION TO BCG MATRIX • BCG Matrix i. and portfolio analysis. Page | 80 . This can be explaining with the help of following FOUR fictitious business symbols. • Created by “Bruce Henderson” for the Boston Consulting Group in 1970 to help corporations with analyzing their business units or product lines. strategic management. Growth-Share Matrix is also known as Boston Box. • This helps the company allocate resources and is used as an analytical tool in brand marketing.e. product management. Boston Matrix.

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Dogs may generate enough points to sustain but they are rarely. QUESTION MARK: . CASH: .Cash cows are low-growth business with a relatively high point shares. if ever. Page | 82 . These businesses were stars but now have lost their attractiveness. a competing force extraordinary effort in order to grow point share. They have a high point shares and are the ideal businesses.The term dog refers to businesses that have low relative share and low expected growth rate.STARS: Stars are high growth business competing in market where they are relatively strong compared with the competition. DOGS: .Question marks are businesses with low point share but which may have a high growth rate. a competing force. This suggests that they have potential but may require huge ever.

NOW ONE BY ONE POSITION OF EVERY PRODUCT OF COCA-COLA WILL BE KNOWN WITH THE HELP OF BCG MATRIX. Page | 83 POSITION OF COCA-COLA .

POSITION OF SPRITE Page | 84 .

POSITION OF FANTA Page | 85 .

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Convince non-users to use the product. Market-Development Strategy when the current product is launched in a new market. 2. Develop different quality levels.Introduction to Product / Market Expansion Grid: Ian Ansoff has proposed a useful framework called the product/market expansion grid for detecting new intensive growth opportunities. 3. one for each of the quadrants: Market Penetration Strategy when the product is in the current market. it can still grow. Sell in new locations. 2. Expand distribution channels. Encourage current customers to buy more. 3. 2. There are four strategies. the intensive growth strategies could be to: 1. there are three approaches to develop the market: 1. Product-Development Strategy When a new product is launched in the current market. Attract competitor's customers. Develop new features. Page | 87 . There are three major approaches to increasing current product's market share: 1. Identify the potential users.

Improve the technology. Page | 88 .3.

3. Page | 89 . Horizontal Diversification Strategy: Develop new products with new technology for old customers. The diversification strategies are of three types: 1. diversification makes good sense as better opportunities are found outside the present business.Diversification When a new product is launched in a new market. Conglomerate Diversification Strategy: Develop new products for new markets. Concentric Diversification Strategy: Develop new products with the earlier technology for new segments 2.

cProdu ct/Mark et Page | 90 Expansion grid For Coca Cola: .

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as they are having the same flavors from many years. who are huge multinational organizations like McDonalds. . as it has to conduct all market research & feasibilities for it. They are also keeping the local market in focus. PFC are examples of the buyers in the local market. which every company has to opt when it reaches a maximum height of growth. Coca Cola can develop a new market if they introduce those flavours in Pakistan. They are selling the Coca Cola as the only beverage in their restaurants. there is a chance that it loses its customers or there will be a crowd of people demanding their product. Fri Chicks. Dunkin Donuts and many more. that what the people here can afford & what taste they want. Coca Cola in Pakistan is doing market penetration through the selling its products to the business buyer. Subway. A company takes a risk when it does Product Development. Page | 92 MARKET DEVELOPMENT Market Development is exploring new markets for the products you are already selling. Many flavors of Coca Cola are not being sold in Pakistan. Coca Cola Company can do product development by introducing the new flavours in Pakistan which are not sold anywhere in the world by the coke company.MARKET PENETRATION Market Penetration is the strategy. But there is also an opportunity for them as they know the market of Pakistan. AFC. The company has to put large effort in that. Many people in Pakistan want a change in the beverage industry.

Coca Cola is only dealing in beverages but it can also manufacture its own snacks item as the company name is known almost all over the world. Page | 93 . So it can cash the name by producing the items. which are eaten with the beverages. which are not manufactured by it before.DIVERSIFICATION STRATEGY Diversification strategy is one which every company really wants to practice. There are lots of chances of growth but the risk factor is also there. The company can manufacture products.

" taken from Roger Enrico's "The Other Guy Blinked and Other Dispatches from the Cola Wars . If the Coca Cola company didn't exist. the sharper we have to be. The product shall be designed in such an effective way that it delivers the consumers a superior value than competitors’ products. They have had the privilege of a worthy competitor constantly driving them to be smarter.Price Objective The research we have conducted for this project reveals that the price is not an issue for our target market. Coca Cola Pricing Strategy Like any company who has successfully endured a century of existence. and better. Page | 94 Strategy We shall go for the current existing price. Coca Cola has had to remain tremendously fluent with their pricing strategy. without increasing or decreasing it i.18. so we do not go for any changes but we shall definitely try to deliver a superior customer value to our customers at the existing price. we'd pray for someone to invent them. Rs. A quote from Pepsi Co's CEO "The more successful they are. faster.e.

Coca Cola decided to drop their prices slightly. The relationship between Coca Cola & Pepsi is a healthy one that each corporation has learned to appreciate. Page | 95 . Shortly thereafter. Throughout the years Coca Cola has made many pricing decisions but one might say that their ultimate goal has always been to maximize shareholder value. In order to grab market share Pepsi began to drop prices (even with summer approaching. As cola consumption has decreased in the US colas have come to realize the untapped international market. Coca Cola planned to use the lower price point to penetrate new cities that were especially price sensitive. but focused on the reduced price point of their 200mL container.The Other Guy Blinked and Other Dispatches from the Cola Wars" states it simply. which was contrary to policy in America). In 2003 both Coke and Pepsi had a solid presence in India and had each introduced a 300mL bottle. The carbonated soft drink market in India is nearly 37% of the total beverage market there.

This low price strategy was not unfamiliar to Coca Cola. As referenced in the HBR article, Cola Wars Continue: Coke & Pepsi in the Twenty-First Century, both bottlers utilized a low price

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strategy in the early 1990s. After annihilating the low price store brands, Coke chose to reposition itself as a "Premium" brand and then raise prices.

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Place
Objective:
We want to make our product available at different key points like; Schools, universities, airports, railway stations, cinema halls, entertainment parks, high ways, small and large stores, and suburbs of the cities.

Strategy:
We will redesign the distribution network and make it more efficient so that it could reach to those areas where there is demand for this product. We will be using push strategy for this product so that it could penetrate the market and cater the potential consumers by giving more incentives and margins to retailers.

Availability:
Coke is available in all main as well as posh and backward areas in big cities and available in posh areas of small cities to some extent. It is also available in all restaurants and hotels, colleges, universities, hospitals etc.

Distribution:
The place P of the marketing mix refers to distribution of the product- the ways of getting the product to the market. The distribution of products starts with the producer and ends with the consumer. One key element of the “Place/Distribution” aspect is the respective distribution channels that Coca Cola has elected to transport and sells its product.

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DISTRIBUTION CHANNELS
Coca Cola Company makes two types of selling ➢ Direct selling ➢ Indirect selling

DIRECT SELLING
In direct selling they supply their products in shops by using their own transports. They have almost 450 vehicles to supply their bottles. In this type of selling company have more profit margin.

Page | 99 FACILITATING THE PRODUCT BY INFRASTRUCTURE For providing their product in good manner company has provided infrastructure these includes: ➢ Vizi cooler ➢ Freezers ➢ Display racks ➢ Free empty bottles and shells for bottles . Because it is very difficult for them to cover all area of Pakistan by their own so they have so many whole sellers and agencies to assure their customers for availability of Coca Cola products.INDIRECT SELLING They have their whole sellers and agencies to cover all area.

or persuading a potential buyer's purchasing decision. . informing.Page | 100 Promotion Definition: It is the communication link between sellers and buyers for the purpose of influencing.

merchandising. sponsorship. and.g. sales promotion.g. Much of this is intended to be subtle enough for the consumer to be unaware that promotion is taking place. newspapers. and publicity. E. sales promotion.Types of Promotion: The following are two types of Promotion: Page | 101 Above the line promotion: Promotion in the media (e. direct mail. radio. . advertising. illustrated songs) in which the advertiser pays an advertising agency to place the ad Below the line promotion: All other promotion. public relations. • A promotional mix specifies how much attention to pay to each of the five subcategories. endorsements. trade shows Promotional Mix: The specification of five elements creates a promotional mix or promotional plan. These elements are personal selling. product placement. direct marketing. TV. Internet. Mobile Phones. historically. and how much money to budget for each. personal selling.

Fanta and Coke. new product acceptance. creation of brand equity. ADVERTISEMENT OBJECTIVE Type of advertising with respect to product life cycle that Coca-Cola adopts is reminder type. including: sales increases. Similarly in July 2000 Coca-Cola launched its first under the crown promotion by the name of Dream Vacations in which the consumers could collect caps of promotional bottles of CocaCola like Sprite. In year 2000 Coca-Cola unveiled the biggest advertising billboards in the history of Pakistan. Page | 102 Advertisement of Coca cola: The field of advertisement is one area where Coca-Cola has always emphasized.• A promotional plan can have a wide range of objectives. . positioning. Each unveiling was marked by entertainment and light shows watched by thousands of people. The reason behind this fact is that coke is such a product that is at the maturity level currently so for such a product companies mostly go for reminder type of advertisement so that they can penetrate more and more and same is the case with Coke. competitive retaliations. or creation of a corporate image.

advertising for Coca-Cola on both radio and television reflected the changing forces in society. the Moody Blues. . The "Things Go Better with Coke" campaign was adapted to the youth market by allowing a number of popular-music artists to modify and perform the song. Petula Clark. The Coca-Cola Company launched a television commercial in 1998 for the Muslim fasting month of Ramadan. and (on both television and radio) Ray Charles. Throughout the 1960s.History of advertising coca cola: All of the communications of coca cola are planned and blended into carefully integrated marketing communication programs. Jay and the Americans. 1950. The first television ad created for The Coca-Cola Company was produced in conjunction with a television special featuring Edgar Bergen and Charlie McCarthy on Thanksgiving Day. Roy Orbison. Radio commercials were also recorded by the Supremes. Jan and Dean. Page | 103 First advertisement for Muslims: On the international front.

Their ads have been youth oriented since then.LIVE. Moreover it has used some innovative animations and ideas to promote their product.LOVE” and “OPEN HAPPINESS” to promote a message of peace. The company has used the slogans like “COKE SIDE OF LIFE” . Other than this the company has promoted a message of togetherness through its advertisements. “GIVE. . Besides that coke advertisements featuring Santa Clause had been all time favorite of audiences when asked.Page | 104 Advertising in 2000’s: In 2000’s coke has targeted youth in all their advertisements. For example the series of advertisements featuring polar bears and penguins which were onaired in 2007-2008 gained immense popularity. Now -a-days the coke advertisement which is immensely popular shows that for coke their customer’s happiness and satisfaction is the most important.

This decision was made as a result of a lawsuit from the beginning of the 20th century that alleged that Coke's caffeine content was dangerous to children. coca cola could vary the amount it spends on advertising in different market areas and measures the differences in the resulting sales and profit levels. However.Coca cola television ads primarily build and maintain coca cola brand relationship rather than informing or persuading customers to buy in short run. More complex experiments could be designed to include other variables such as differences in ads or media used. To test the effects of different advertising spending levels. in recent times. Coca cola has a pool of different commercials that can be used in or adapted to several different international markets. Some can be used with only minor changes—such as language—in several different countries. Coca cola has built sophisticated statistical models to determine the relationship between promotional spending and brand sales and to help determine the “optimal investment” across various media. this has not stopped the company from targeting young consumers. Local and regional managers decide which commercials work best for which markets. Page | 105 . Coca-Cola has a policy of avoiding using children younger than the age of 12 in any of its advertising.

after Coke Page | 106 . How about a coke…. after Coke . These slogans were used on signs. Coke . Enjoy. Coke adds life.. Where there is coke there is hospitality.. Things go better with coke Have a Coke and a smile Coke is it! Drink cocacola Be really refreshed Always Coca-Cola..SLOGANS: The Coca-Cola Company has had many catchy slogans over the years that they used in their advertising campaigns. trays and calendars on other forms of promotion of their product I'd like to buy the world a Coke..

Thirst know no reason The Coke Side of Life Live on the Coke Side of Life Thanda matlab coca cola Pio sar utha kay Khaley peelay jeelay …cocacola BRRRRR Twist the cap to refrehment Open Happiness COKE KHULE BAAT CHALI Jo chaho ho jay…coca cola enjoy Coke adds life Smile... coke adds life Page | 107 .Life tastes good.

PUBLICITY Coca Cola Company use different mediums Print media • Pos material • TV commercials • Billboards and holdings • Page | 108 Print Media They often use print media for advertisement. TV Commercials As everybody know that TV is a most common entertaining medium so TV commercials is one of the most attractive way of doing advertisement. Pos Material Pos material mean point of sale material this includes: posters and stickers display in the stores and in different areas. They have a separate department for print media. So Coca Cola Company does regular TV commercials on different channels .

cash prizes etc. Like once they offer bicycles. TV sets. coca cola often do this type of scheme and they offer very handy prizes in it.PROMOTION STRATEGIES Getting shelves They gets or purchase shelves in big departmental stores and display their products in that shelves in that style which show their product more clear and more attractive for the consumers Page | 109 Eye Catching Position Salesman of the coca cola company positions their freezers and their products in eye-catching positions. Normally they keep their freezers near the entrance of the stores. Sales Promotion Company also do sponsorships with different college and school’s cafes and sponsors their sports events and other extra curriculum activities for getting market share. caps. . UTC Scheme UTC mean under the crown scheme.

 Ramadan offer.Prize schemes: Coca-Cola glasses.  Independence Day offered.  TV (16’.  Anniversary offer.28’)  Page | 110 Prize cuts from time to time. 21’.  Eid offer.  Bicycles.  Buy one get one free. .

They have some characteristic attributes like attractiveness. In the world of ever-increasing advertisement bombardments everyday consumers are exposed to thousands of voices and images. sometimes from a person figure. Because of constant media saturation people become numb to understand marketing techniques. CELEBRITY ENDORSEMENT: Celebrities are people who enjoy specific public recognition by large number of people. extraordinary lifestyles or special skills not commonly observed.Page | 111 ENDORSEMENT: In promotion and of advertising. WHY COMPANIES NEED TO ENDORSE: There are large numbers of brands available in market. sometimes from a private citizen. And that hook is a celebrity endorser. The challenge of marketer is to find a hook that will hold the subject’s attention. . The charisma of celebrities always entices people and their words are worshipped by people. Companies rope in celebrities because they have a stopping power and can influence the audiences in a better way. extolling the virtue of some product. a testimonial or endorsement consists of a written or spoken statement.

Aishwariya Rai. Vivek Oberoi. Sonam Kapoor and Imran Khan and sportspersons like Sachin Tendulkar to endorse coke.CELEBRITY ENDORSERS FOR COKE: Coke has roped in the most famous celebrities like Amir Khan. Coke has firmly established the “THANDA” position in minds of customers with. Page | 112 . Amir Khan playing the perfect role. Coke has roped in the celebrities who are recognized and loved worldwide. Recently coke has struck a three year deal with Sachin Tendulkar who is the very famous among cricket lovers all over the world.

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Sponsorship: Sports Cricket matches, Olympics and FIFA. Coca-Cola was the first commercial sponsor of the Olympic games, at the 1928 games in Amsterdam, and has been an Olympics sponsor ever since. The Coca-Cola Company is one of the longest-standing corporate partners of FIFA, with a formal association since 1974 and an official sponsorship of FIFA World Cup™ that began in 1978. Coca-Cola has had stadium advertising at every FIFA World Cup™ since 1950. In 2010, Coca-Cola is activating a world-wide campaign in support of its sponsorship of the 2010 FIFA World Cup™. The campaign is an extension of the current Coca-Cola brand platform “Open Happiness” and invites fans to express their optimism and passion for football through active dance celebrations. Events Basant festivals, spring festivals

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Concerts. Coke live music festival Artists’ albums Abrar-ul-Haq and Junoon Coca cola made its presence felt in music industry by sponsoring albums of Abrar-ulHaq and Junoon in 1990’s who were most famous singers of that decade. The goal of coke was to build brand equity through stars.

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PROMOTIONAL CAMPAIGNS OF COKE:
Concerts and charity programs:
The Coca-Cola Company sponsors Pakistani leading pop group and organizes concerts and charity shows throughout the country for teen ages and underprivileged children.

Cricket players for promotion:
The company has signed a sponsorship agreement with eight of Pakistan’s national cricket players for promotional and advertising use.

but the fans who are the real heroes of the game. Since the world cup matches will not be played in Pakistan. Coke Cricket Junoon booths are also going to be installed in major cities and a Junooni float lead by Mr. and this is a celebration of crazy cricket fans. on Friday. will be put together to compose a huge photo mosaic flag. A Cricket Junoon Movement launched today at the Forman Christian University lawns. Abdul Jalil. “I think it’s a great initiative to provide cricket fans an outlet to express their passion for the game in such an innovative manner. will travel around the country as well. Ali Mumtaz a student commented. Coke has shown its spirited point of view in life and found a way for the whole nation to be with the team to support them. fondly known by cricket fans the world over as “Chacha Cricket”. Agya bhee Agya. In Pakistan mostly everyone is a Cricket Junooni by birth. without which the game is nothing! The highlight of cricket matches is not just the score board or stars. students flocked to the booths with great zeal.Coke Cricket Junoon: Coke’s latest campaign Coke Cricket Junoon is all about celebrating the passion and love that we as a nation feel for cricket. I am overwhelmed by Chacha cricket’s patriotism and intense enthusiasm for the game. The photos were printed and framed for each participant at the event. chacha cricket agya!!” The nationwide Junoonis personalized goodwill messages. featured purpose-built booths where fans recorded brief messages and posed for pictures. Fans can go to those Junoon booths and have their pictures taken At FCU. A select fan army lead by Chacha Cricket will carry the flag to Sri Page | 116 .

Page | 117 .Lanka to be unveiled at Pakistan’s first match. and will be the unprecedented representation of sport loving Pakistani fans.

Page | 118 . The official Face book page of coke studio has more than 400. Coke studio featured live performances of Atif aslam . Coke Studio is produced by Rohail Hyatt. and his wife Umber Hyatt. Coke Studio has been popular. The show provides a platform for renowned as well as upcoming and less mainstream artists. Ali Zafar. Rahat Fateh Ali Khan.Zeb and Haniya. and contemporary popular music. to collaborate musically in live studio recording session Season One premiered on June 8. eliminating the associated background noise and providing a more intimate atmosphere. Arif Lohar. Season Three premiered on June 6. The program focuses on a fusion of the diverse musical influences in Pakistan. Strings.000 fans. including eastern classical.COKE STUDIO: Coke Studio is a Pakistani television series featuring live music performances. from various genres and regions. of Vital Signs (band) fame. receiving critical acclaim and frequently being rebroadcasted on television and radio in Pakistan. folk. Misha Shafi. 2008 and included a live audience. Amanat Ali. 2009 without a live audience. Abida Parveen to name a few. 2010. Season Two premiered on June 14. Featured artists on each episode are backed by a house band and guest artists.

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Page | 121 CONCLUSION .

We have concluded from this detailed report that despite the fact Coca Cola currently occupies the market leadership position overall but it does not guarantee that the company will sustain its position in the future as well. hence the conclusion is that Coca-Cola must enhance factors such as relationship marketing. In Pakistan as compared to Pepsi. Coca-Cola has less number of consumers as Pepsi’s market share in Pakistan is approximately 54% where as Coke market share is hovering about 36%. innovation and technology especially in Pakistan to attain market leader position in this region as well. Page | 122 .

Currently in Pakistan there are only two flavor of Coke available. So for this Coca-Cola Company should think about bringing a new product for example new diet flavors. Coca Cola Company should think about producing Coke Can locally as well because currently coke Cans are only smuggled from abroad and sold at high price. Marketing team should try to increase the availability of Coke in rural areas. Company can capitalize on this factor. According to the survey. conducted by the international firm Pakistani people like less sweet cola drink. in the market to fulfill the local need. which are following.RECOMMENDATIONS After completing our project we have come up with following recommendations for the Coca Cola Company. Page | 123 . company can extend their portfolio by introducing new flavors.

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