Description
marketing research and questionaire
Introduction
The Coca-Cola Company re-entered India through its wholly owned subsidiary, Coca-Cola India Private Limited and re-launched Coca-Cola in 1993 after the opening up of the Indian economy to foreign investments in 1991. Since then its operations have grown rapidly through a model that supports bottling operations, both company owned as well as locally owned and includes over 7,000 Indian distributors and more than 1.3 million retailers. Today, our brands are the leading brands in most beverage segments. The Coca-Cola Company’s brands in India include Coca-Cola, Fanta Orange, Fanta Apple, Limca, Sprite, Thums Up, Burn, Kinley, Maaza, Maaza Milky Delite, Minute Maid Pulpy Orange, Minute Maid Nimbu Fresh and Nestea Iced tea, the Georgia Gold range of teas and coffees and Vitingo (a beverage fortified with micro-nutrients). In India, the Coca-Cola system comprises of a wholly owned subsidiary of The Coca-Cola Company namely Coca-Cola India Pvt Ltd which manufactures and sells concentrate and beverage bases and powdered beverage mixes, a Company-owned bottling entity, namely, Hindustan Coca-Cola Beverages Pvt Ltd; thirteen authorized bottling partners of The Coca-Cola Company, who are authorized to prepare, package, sell and distribute beverages under certain specified trademarks of The Coca-Cola Company; and an extensive distribution system comprising of our customers, distributors and retailers. Coca-Cola India Private Limited sells concentrate and beverage bases to authorized bottlers who are authorized to use these to produce our portfolio of beverages.These authorized bottlers independently develop local markets and distribute beverages to grocers, small retailers, supermarkets, restaurants and numerous other businesses. In turn, these customers make our beverages available to consumers across India. The Coca-Cola Company has invested nearly USD 1.1 billion in its operations in India since its re-entry back into India in 1992. The Coca-Cola system in India directly employs over 25,000 people including those on contract. The system has created indirect employment for more than 1,50,000 people in related industries through its vast procurement, supply and distribution system. We strive to ensure that our work environment is safe and inclusive and that there are plentiful opportunities for our people in India and across the world. The beverage industry is a major driver of economic growth. A National Council of Applied Economic Research (NCAER) study on the carbonated soft-drink industry indicates that this industry has an output multiplier effect of 2.1. This means that if one unit of output of beverage is increased, the direct and indirect effect on the economy will be twice of that. In terms of employment, the NCAER study notes that “an extra production of 1000 cases generates an extra employment of 410 man days.” As a Company, our products are an integral part of the micro economy particularly in small towns and villages, contributing to creation of jobs and growth in GDP. Coca-Cola in India is amongst the largest domestic buyers of certain agricultural products.
As an industry which has strong backward and forward linkages, our operations catalysis growth in demand for products like glass, plastic, refrigeration, transportation, and Industrial and agricultural products. Our operations also lead to incremental growth for enterprises engaged in post production activities like merchandising, marketing and sales. In addition, we share best practices and technological advancements with our suppliers, vendors and allied industries which often lead to improvement in the overall standards of quality across industries. The Coca-Cola Company has always placed high value on good citizenship. Our basic proposition entails that our Company’s business should refresh the market; enrich the workplace; protect and preserve the environment; and strengthen the community. We leverage our unique strengths to actively support and respond to local needs -- be it the need for education, health, water or nutrition. We have used our distribution network for disaster relief, our marketing prowess to raise awareness on issues such as PET recycling, and our presence in communities to improve access to education and potable water. The Coca-Cola India Foundation is now taking forward in the community at large, projects and programs of social relevance to carry forward the message of inclusive growth and development. For more details on activities of the CocaCola India Foundation, please visit the website of the Coca-Cola India Foundation,www.anandana.org.
Corporate governance policy of Coco- ColaIndia
Coca-Cola India operations are fully integrated into the governance structure of The Coca-Cola Company, including two important codes: (a) The Code of Business Conduct outlines expectations for employees to comply with the law and act ethically in all matters. The Code remains applicable to all employees of The Coca-Cola Company and its majority-owned subsidiaries. More details on the code can be accessed at our corporate website http://www.thecocacolacompany.com/ourcompany/business_conduct.html. Anti-Bribery Policy: The Coca-Cola Company and its subsidiaries are committed to doing business with integrity. This means avoiding corruption of all kinds, including bribery of government officials. We will abide by all applicable anti-bribery laws, including the U.S. Foreign Corrupt Practices Act, and local laws in every country in which it does business. The Company is a signatory to the United Nations Global Compact, by which it is committed to work against corruption and bribery around the world. The Company also has incorporated a prohibition against bribery into its Code of Business Conduct. This anti-bribery policy provides compliance requirements to prevent improper payments and to ensure accurate reporting of permissible payments under all applicable anti-bribery laws. (b) The Code of Business Conduct for Suppliers seeks to extend and clarify similar ethical expectations to our suppliers. The Supplier Code became effective in February 2008. Both the Code of Business Conduct and the Supplier Code highlight the EthicsLine reporting service, through which individuals can confidentially ask questions or report concerns to an independent administering party. More details on the Code of Business Conduct for Suppliers can be accessed at http://www.thecoca-colacompany.com/citizenship/pdf/COBC_Suppliers.pdf More information is available online a
The world is changing all around us. To continue to thrive as a business over the next ten years and beyond, we must look ahead, understand the trends and forces that will shape our business in the future and move swiftly to prepare for what's to come. We must get ready for tomorrow today. That's what our 2020 Vision is all about. It creates a longterm destination for our business and provides us with a "Road map" for winning together with our bottling partners. Our Mission Our Road map starts with our mission, which is enduring. It declares our purpose as a Company and serves as the standard against which we weigh our actions and decisions. ? To refresh the world... ? To inspire moments of optimism and happiness... ? To create value and make a difference Our Vision Our vision serves as the framework for our Road map and guides every aspect of our business by describing what we need to accomplish in order to continue achieving sustainable, quality growth. ? People: Be a great place to work where people are inspired to be the best they can be ? Portfolio: Bring to the world a portfolio of quality beverage brands that anticipate and satisfy people’s desires and needs ? Partners: Nurture a winning network of customers and suppliers, together we create mutual, enduring value ? Planet: Be a responsible citizen that makes a difference by helping build and support sustainable communities ? Profit: Maximize long-term return to share owners while being mindful of our overall responsibilities ? Productivity: Be a highly effective, lean and fast-moving organization Our Winning Culture Our Winning Culture defines the attitudes and behaviors that will be required of us to make our 2020 Vision a reality. Live Our Values Our values serve as a compass for our actions and describe how we behave in the world. ? Leadership: The courage to shape a better future ? Collaboration: Leverage collective genius ? Integrity: Be real ? Accountability: If it is to be, it’s up to me ? Passion: Committed in heart and mind ? Diversity: As inclusive as our brands ? Quality: What we do, we do well Focus on the Market ? Focus on needs of our consumers, customers and franchise partners ? Get out into the market and listen, observe and learn ? Possess a world view ? Focus on execution in the marketplace every day ? Be insatiably curious Work Smart ? Act with urgency ? Remain responsive to change ? Have the courage to change course when needed
? Remain constructively discontent ? Work efficiently
Act Like Owners ? Be accountable for our actions and in actions ? Steward system assets and focus on building value ? Reward our people for taking risks and finding better ways to solve problems ? Learn from our outcomes -- what worked and what didn’t Be the Brand ? Inspire creativity, passion, optimism and fun
“A Study of Claims & Freight Payable of HINDUSTAN COCA COLA BEVERAGES Pvt. Ltd.“
Table of Contents
1. Introduction………………………………………………………………… 1.1 Objectives…………………………………………………………… 1.1.1 Primary Objectives………………………………………….... 1.1.2 Secondary Objectives………………………………………… 1.2 Methodology……………………………………………………….. 1.2.1 Understanding Phase………………………………………… 1.2.2 Analysis Phase………………………………………………. 1.2.3 Interpretation Phase…………………………………………. 2. Hindustan Coca-cola Beverages Pvt. Ltd…………………………………. 2.1 Company Profile…...………………………………………………. 2.2 Competitor Analysis………………………………………………… 2.3 Current Market Situation...………………………………………… 2.4 Factors Affecting Business. .........……………………………........ 2.5 Products and Pack Sizes……………………………………..……. 3. Claim Process 3.1 Introduction 3.2 Importance of claims 3.3 Claim strategy 3.4 Working of claims 4. Freight Payable………..……….………………………………………....... 5. Coke Penetration in Rural Market….………………………………………. 6. Advertisement……………………………………………………………… 7. Vision & Leadership...................................................................................... 8. Manufacturing Process....……………………………………………………. 8.1 Water Treatment……………….....………………………………… 8.2 Syrup Preparation…………...………………………………......….. 8.3 Container Washing……. ……………………………………………
8.4 Mixing Proportioning…………………..…………………………… 8.5 Filling & Crowning………………………………………………….. 8.6 Final Inspection………………....…...………………………………. 8.7 Managing the Waste Water…………...………………….……….… 8.8 Market & Customers……… …………...………………….………… 8.9 Suppliers and Other Business Partners..………………….……….… 8.10 Employees, Plants & Machinery…………...………………….…….. 9. SWOT Analysis……………………………………………………………. 10. Management Style………………………………………………………….. 11. Annexure …………………………………………………………………… 12. Objectives of the Study…………………………………………………… 13. Limitations of the Study ………………………………………………….. 14. References…………………………………………………………………...
1. INTRODUCTION 1. INTRODUCTION
With the development of world and human being, the taste, need and the attitude of human being also changes. India is one of the common market in the world with a population of more than one billion. Soft drink is a popular common product which is generally purchased by consumers for quenching their thirst in summer and also to have cooling refreshment. As far as the market of soft drinks is concerned, it is facing cut throat competition from the larger number of soft drinks available in the market. Different brands are available in every segment of flavors, but the attitudes of the consumers differ from each other due to several factors. Every company tries to increase their market share and their sales volume. Discounting system followed by the companies proved to be an essential factor to boost up the purchases made by the retailers. The companies try to attract the retailers to purchase more by providing some schemes or incentives or cash/card discount. If more discount or any other incentive scheme is given to the outlets, they make purchases to avail that offer. Therefore, it is essential for any company to have an efficient and effective discounting system. Distribution is the spine of any FMCG company. The main function of a retailer is to bridge the gap between the supplier and the customer. The central focus of distribution is to increase the efficiency of time, place, and delivery utility. For any FMCG product it is essential to have a good distribution network which should be better than that of its competitors. Distribution is the key area for any FMCG business. For a smooth distribution network, it is essential to keep the retail outlets satisfied which in turn mainly depend upon
the profitability. Their profitability is checked by keeping a satisfied profit margin for them. Apart from that, the company also provides discount on purchase of different pack sizes to some HVOs which in turn increases their profit margin. Sometimes the company also provides incentives to the outlets which make frequent and high purchases. To meet stiff and challenging competition from some of the other brands, it is essential for the company to have an effective and efficient distribution network. Therefore, the company tries to keep the outlets satisfied by offering discounts and some other incentive schemes from time to time. 1.1 OBJECTIVES 1.1.1 Primary Objectives ??To find out any kind of misrepresentation being done by salesmen or by distributors related to daily sales by making out their own personal benefits from the discounting system. ??To compare the discounts given to HVOs on the basis of their sales volume. ??To make proposals to minimize the revenue leakages and this will help the company in saving its funds. 1.1.2 Secondary Objectives ??To study the discounting policies of the company. ??To know about the different pack sizes being sold by the company. ??To find out the outlets where the company is offering high discounts. ??To analyze the discount rates offered to HVOs. ??To find out whether they are actually getting the products at the pre - decided discounted price or not. 1.2 METHODOLOGY 1.2.1 Understanding Phase: This being the primary phase of the study involves the understanding of the basic factors that affect discounting. In FMCG businesses, there are many factors that affect the discounting policies directly or indirectly and it is essential to have the knowledge of all these factors to understand the discounting system. Every company has their own terms and ways of doing things. It is essential to have an in depth knowledge about everything to understand different prospective of business. This phase includes three stages: Stage1: To have the knowledge of all the factors that affects the discount to be given to different HVOs. This includes factors like sales, competitor’s strategy, negotiation, etc. Stage2: To collect the data of sales and discounts of different HVOs. This includes the collection of data of sales and discounts for the year 2006 and 2007 of different HVOs being served by the company. It includes direct as well as indirect HVOs. Stage3: This stage involves the short listing of the HVOs for personal visits and for making inter comparison of the discounts of the HVOs on the basis of
their sales volume. 1.2.2 Analysis phase: After being familiar with the basics of the business, the next part of the project work includes personal market visits and visits through route rides to detect any kind of wrong practices being adopted by the salesmen and the distributors to fetch out their own personal benefits from the discounting system. It also includes analyzing the discounts given to the short listed HVOs and to make a comparative study of the discount and sales volume of the HVOs. 1.2.3 Interpretation Phase:- After carefully analyzing the discounts of various HVOs, the next part involves finding out the variations where some HVOs are getting higher discounts on different pack sizes as compared to other short listed HVOs and recommendations have to be made as to how the leakages can be reduced and a fair discounting system can be maintained. The basic aim of this stage is to give suggestions that can work as decision making information which will be solely for the use of the organization. 1 COMPANY PROFILE Coca-Cola (also known as Coke, a name that was trademarked by The Coca-Cola Company after it was discovered many people called it by that particular name) is a very popular cola (a carbonated soft drink) sold in stores, restaurants and vending machines in more than 200 countries. It is produced by the Coca-Cola Company (NYSE: KO), which is also often referred to as simply Coca-Cola or Coke. Coke is one of the world’s most recognizable and widely sold commercial brands; its major rival is Pepsi. Coke was originally intended as a patent medicine when it was invented in the late 19th century, Coca-Cola was bought out by businessman Asa Griggs Candler, whose marketing tactics led Coke to its dominance of the world soft drink market throughout the 20th century. Although faced with critiques of its health effects and various allegations of wrongdoing by the company, Coca-Cola has remained a popular soft drink to the present day It was initially sold as a patent medicine for five cents a glass at soda fountains, which were popular in the United States at the time thanks to a belief that carbonated water was good for the health. The first sales were made at Jacob's Pharmacy in Atlanta, Georgia, on May 8, 1886, and for the first eight months only nine drinks were sold each day. Coca-Cola was sold in bottles for the first time on March 12, 1894, and cans of Coke first appeared in 1955. By 1888, three versions of Coca-Cola - sold by three separate businesses were on the market. On February 7, 2005, the Coca-Cola Company announced that in the second quarter
of 2005 they planned a launch of a Diet Coke product sweetened with the artificial sweetener sucralose ("Splenda"), the same sweetener currently used in Pepsi One. The company actually produces concentrate for Coca-Cola, which is then sold to various Coca-Cola bottlers throughout the world. The bottlers, who hold territorially-exclusive contracts with the company, produce finished product in cans and bottles from the concentrate in combination with filtered water and sweeteners. The bottlers then sell, distribute and merchandise CocaCola in cans and bottles to retail stores and vending machines. Such bottlers include CocaCola Enterprises, which is the single largest Coca-Cola bottler in North America and Europe. The Coca-Cola Company also sells concentrate for fountain sales to major restaurants and food service distributors. The Coca-Cola Company has on occasion introduced other cola drinks under the Coke brand name. The most famous of these is Diet Coke, which has become a major diet cola but others exist, such as Cherry Coke, Coke Zero, and Vanilla Coke. The CocaCola Company owns and markets other soft drinks that do not carry the Coca-Cola branding, such as Sprite, Fanta, and others. The actual production and distribution of Coca-Cola follows a
2. HINDUSTAN COCA-COLA BEVERAGES PVT. LTD.
franchising model. The Coca-Cola Company only produces a syrup concentrate, which it sells to various bottlers throughout the world who hold Coca-Cola franchises for one or more geographical areas. The bottlers produce the final drink by mixing the syrup with filtered water and sugar (or artificial sweeteners) and fill it into cans and bottles, which the bottlers then sell and distribute to retail stores, vending machines, restaurants and food service distributors. The bottlers are normally also responsible for all advertisement and other sales initiatives within their areas. Pepsi is often second to Coke in terms of sales, but outsells Coca-Cola in some localities. In India, Coca-Cola ranks third behind the leader, Pepsi-Cola, and local drink Thums Up. However, The Coca-Cola Company purchased Thums Up in 1993. The products of the company reach consumers and customers around the world through a vast distribution network made up of local bottling companies. These bottlers are located around the world,
and most are independent businesses. Using syrups, concentrates and beverage bases produced by the Coca-Cola Company, their global bottling system packages and markets products, then distributes them to more than 14 million retail outlets worldwide. The CocaCola Company is committed to assisting its bottlers with the functions of an efficient bottling operation and initiating quality systems to ensure the highest quality products for their consumers. The trademark "Coca-Cola" was registered with the U.S. Patent and Trademark Office in 1893, followed by "Coke" in 1945. The unique contour bottle, familiar to consumers everywhere, was granted registration as a trademark by the U.S. Patent and Trademark Office in 1977; an honor awarded very few packages. The most valuable assets happen to be the trademarks they possess. For Coca-Cola, the most drunk soft drink on earth is one of the world s best-known and most admired trademarks, recognized by more than 90 percent of the world s population. Interestingly, the world that is touched by the cherished drinks for every moment, the Coca-Cola trademarks happen not only to be their most valuable assets but of the entire earth. The business system of the Company in India directly employs approximately 6,000 people, and indirectly creates employment for many more in related industries through our vast procurement, supply and distribution system. On the distribution front, 10-tonne trucks, open-bay three-wheelers that can navigate the narrow alleyways of Indian cities, ensure availability of our brands in every nook and corner of the country. The term soft drink originally applied to carbonated drinks made from concentrates, although it now commonly refers to almost any cold drink that does not contain alcohol. Hindustan Coca-Cola Beverages Private Limited is an Indian subsidiary of the US based Coca-Cola Company. The company-owned Bottling arm of the Indian Operations, Hindustan Coca-Cola Beverages Private Limited is responsible for the manufacture, sale and distribution of beverages across the country. Coca-Cola India is among the country’s top international investors, having invested more than US$ 1 billion in India within a decade of its presence and further pledged another US$ 100 million in 2003 for its operations. It is the
world’s largest selling soft drink since 1886. The Coca-Cola Company returned to India in 1993 after a gap of 16 years giving new Thums up to the Indian Soft Drink Market and took over the ownership of the nation's top soft-drink brands and bottling network. The vast Indian operations comprises 25 wholly company owned bottling operations and another 24 franchisee owned bottling operations and a network of 21 contract packers also manufactures a range of products for the Company. 2.2 GENERATIONS IN COCA COLA 2.2.1: 1886-1892
Atlanta beginning
It was 1886, and in New York Harbor, workers were constructing the Statue of Liberty. Eight hundred miles away, another great American symbol was about to be unveiled. Like many people who change history, John Pemberton, an Atlanta pharmacist, was inspired by simple curiosity. One afternoon, he stirred up a fragrant, caramel-colored liquid and, when it was done, he carried it a few doors down to Jacobs' Pharmacy. Here, the mixture was combined with carbonated water and sampled by customers who all agreed -- this new drink was something special. So Jacobs' Pharmacy put it on sale for five cents a glass. Pemberton's bookkeeper, Frank Robinson, named the mixture Coca-Cola®, and wrote it out in his distinct script. To this day, Coca-Cola is written the same way. In the first year, Pemberton sold just 9 glasses of Coca-Cola a day. A century later, The CocaCola Company has produced more than 10 billion gallons of syrup. Unfortunately for Pemberton, he died in 1888 without realizing the success of the beverage he had created. Over the course of three years, 1888-1891, Atlanta businessman Asa Griggs Candler secured rights to the business for a total of about $2,300. Candler would become the Company's first president, and the first to bring real vision to the business and the brand. 2.2.2: 1893-1904
Beyond Atlanta
Coca cola hires first celebrity spoke person music hall performer Hilda Clark Asa G. Candler, a natural born salesman, transformed Coca-Cola from an invention into a business. He knew there were thirsty people out there, and Candler found brilliant and innovative ways to introduce them to this exciting new refreshment. He gave away coupons for complimentary first tastes of Coca-Cola, and outfitted distributing pharmacists with clocks, urns, calendars and apothecary scales bearing the Coca-Cola brand. People saw Coca-Cola everywhere, and the aggressive promotion worked. By 1895, Candler had built syrup plants in Chicago, Dallas and Los Angeles. Inevitably, the soda's popularity led to a demand for it to be enjoyed in new ways. In 1894, a Mississippi businessman named Joseph Biedenharn became the first to put Coca-Cola in bottles. He sent 12 of them to Candler, who responded without enthusiasm. Despite being a brilliant and innovative businessman, he didn't realize then that the future of Coca-Cola would be with portable, bottled beverages customers
could take anywhere. He still didn't realize it five years later, when, in 1899, two Chattanooga lawyers, Benjamin F. Thomas and Joseph B. Whitehead, secured exclusive rights from Candler to bottle and sell the beverage -- for the sum of only one dollar. 2.2.3: 1905-1918
Safeguarding the brand
Coca cola enjoyed in 8 countries worldwide.To combat copycats coca cola develops unique bottle Imitation may be the sincerest form of flattery, but The Coca-Cola Company was none too pleased about the proliferation of copycat beverages taking advantage of its success. This was a great product, and a great brand. Both needed to be protected. Advertising focused on the authenticity of Coca-Cola, urging consumers to "Demand the genuine" and "Accept no substitute." The Company also decided to create a distinctive bottle shape to assure people they were actually getting a real Coca-Cola. The Root Glass Company of Terre Haute, Indiana, won a contest to design a bottle that could be recognized in the dark. In 1916, they began manufacturing the famous contour bottle. The contour bottle, which remains the signature shape of Coca-Cola today, was chosen for its attractive appearance, original design and the fact that, even in the dark, you could identify the genuine article. As the country roared into the new century, The Coca-Cola Company grew rapidly, moving into Canada, Panama, Cuba, Puerto Rico, France, and other countries and U.S. territories. In 1900, there were two bottlers of Coca-Cola; by 1920, there would be about 1,000. 2.2.4 1919-1940
The woodruff legacy
Coca cola enjoyed in 53 countries world wide. It introduced 6 packs. In 1925 6000000 drinks per day. Perhaps no person had more impact on The Coca-Cola Company than Robert Woodruff. In 1923, four years after his father Ernest purchased the Company from Asa Candler, Woodruff became the Company president. While Candler had introduced the U.S. to Coca-Cola, Woodruff would spend more than 60 years as Company leader introducing the beverage to the world beyond. Woodruff was a marketing genius who saw opportunities for expansion everywhere. He led the expansion of Coca-Cola overseas and in 1928 introduced Coca-Cola to the Olympic Games for the first time when Coca-Cola traveled with the U.S. team to the 1928 Amsterdam Olympics. Woodruff pushed development and distribution of the sixpack, the open top cooler, and many other innovations that made it easier for people to drink Coca-Cola at home or away. This new thinking made Coca-Cola not just a huge success, but a big part of people's lives. 2.2.5: 1941-1959
The war and its legacy
Coca cola enjoyed in 120 countries world wide. Introducing Coke. In 1961 Sprite is introduced. 1963 Tab Company’s first diet soft drink is introduced In 1941, America entered World War II. Thousands of men and women were sent overseas.
The country, and Coca-Cola, rallied behind them. Woodruff ordered that "every man in uniform gets a bottle of Coca-Cola for 5 cents, wherever he is, and whatever it costs the Company." In 1943, General Dwight D. Eisenhower sent an urgent cablegram to Coca-Cola, requesting shipment of materials for 10 bottling plants. During the war, many people enjoyed their first taste of the beverage, and when peace finally came, the foundations were laid for Coca-Cola to do business overseas. Woodruff’s vision that Coca-Cola be placed within "arm's reach of desire," was coming true -- from the mid-1940s until 1960, the number of countries with bottling operations nearly doubled. Post-war America was alive with optimism and prosperity. Coca-Cola was part of a fun, carefree American lifestyle, and his imagery of its advertising -- happy couples at the drive-in, carefree moms driving big yellow convertibles -- reflected the spirit of the times. 2.2.6: 1960-1981
A world of customers
Coca cola enjoyed in 163 countries world wide. It introduced can in 1960. In 1981 Roberto c. Goizueta became chairman and CEO of the coca cola company After 70 years of success with one brand, Coca-Cola®, the Company decided to expand with new flavors: Fanta®, originally developed in the 1940s and introduced in the 1950s; Sprite® followed in 1961, with TAB® in 1963 and Fresca® in 1966. In 1960, The Coca-Cola Company acquired The Minute Maid Company, adding an entirely new line of business -- juices -- to the Company. The Company's presence worldwide was growing rapidly, and year after year, Coca-Cola found a home in more and more places: Cambodia, Montserrat, Paraguay, Macau, Turkey and more. Advertising for Coca-Cola, always an important and exciting part of its business, really came into its own in the 1970s, and reflected a brand connected with fun, friends and good times. The international appeal of Coca-Cola was embodied by a 1971 commercial, where a group of young people from all over the world gathered on a hilltop in Italy to sing "I'd Like to Buy the World a Coke." In 1978, The Coca-Cola Company was selected as the only Company allowed to sell packaged cold drinks in the People's Republic of China. 2.2.7: 1982-1989
Diet coke and new coke
Coca cola enjoyed in 165 countries world wide. In 1982 diet coke is introduced. The 1980s -- the era of legwarmers, headbands and the fitness craze, and a time of much change and innovation at The Coca-Cola Company. In 1981, Roberto C. Goizueta became chairman of The Board of Directors and CEO of The Coca-Cola Company. Goizueta, who fled Castro's Cuba in 1961, completely overhauled the Company with a strategy he called "intelligent risk taking." Among his bold moves was organizing the numerous U.S. bottling operations into a new public company, Coca-Cola Enterprises Inc. He also led the introduction of diet Coke®, the very first extension of the Coca-Cola trademark; within two years, it had become the top lowcalorie drink in the world, second in success only to Coca-Cola. One of Goizueta's other initiatives, in 1985, was the release of a new taste for Coca-Cola, the first change in formulation in 99 years. In taste tests, people loved the new formula,
commonly called “new Coke.” In the real world, they had a deep emotional attachment to the original, and they begged and pleaded to get it back. Critics called it the biggest marketing blunder ever. But the Company listened, and the original formula was returned to the market as Coca-Cola classic®, and the product began to increase its lead over the competition -- a lead that continues to this day. 2.2.8: 1990-1999
New markets and brands
In 1993 pet bottkles are introduced. Coca cola enjoyed in 200 countries world wide. The 1990s were a time of continued growth for The Coca-Cola Company. The Company's long association with sports was strengthened during this decade, with ongoing support of the Olympic Games, FIFA World Cup™ football (soccer), Rugby World Cup and the National Basketball Association. Coca-Cola classic became the Official Soft Drink of NASCAR racing, connecting the brand with one of the world's fastest growing and most popular spectator sports. And 1993 saw the introduction of the popular "Always Coca-Cola" advertising campaign, and the world met the lovable Coca-Cola Polar Bear for the first time. New markets opened up as Coca-Cola products were sold in East Germany in 1990 and returned to India in 1993. New beverages joined the Company's line-up, including Powerade® sports drink, Qoo® children's fruit drink and Dasani® bottled water. The Company's family of brands further expanded through acquisitions, including Limca®, Maaza® and Thums Up® in India, Barq's® root beer in the U.S., Inca Kola® in Peru, and Cadbury Schweppes'® beverage brands in more than 120 countries around the world. By 1997, the Company already sold 1 billion servings of its products every day, yet knew that opportunity for growth was still around every corner. 2.2.9: 2000 and Now
Coca cola now
In 1886, Coca-Cola® brought refreshment to patrons of a small Atlanta pharmacy. Now well into its second century, the Company's goal is to provide magic every time someone drinks one of its more than 400 brands. Coca-Cola has fans from Boston to Budapest to Bahrain, drinking brands such as Ambasa, Vegitabeta and Frescolita. In the remotest comers of the globe, you can still find Coca-Cola. CocaCola is committed to local markets, paying attention to what people from different cultures and backgrounds like to drink, and where and how they want to drink it. With its bottling partners, the Company reaches out to the local communities it serves, believing that Coca-Cola exists to benefit and refresh everyone it touches.From the early beginnings when just nine drinks a day were served, Coca-Cola has grown to the world’s most ubiquitous brand, with more than 1.4 billion beverage servings sold each day. When people choose to reach for one of The Coca-Cola Company brands, the Company wants that choice to be exciting and satisfying, every single time. 2.3 COMPETITOR ANALYSIS Indian soft drinks market is predominantly controlled by two major multinationals namely Coca- Cola and Pepsi, which have carefully stifled out the local competition here in India. Penetrating tough Indian psychology and making their products feel accepted was the
toughest challenge in front of them. A brief overview of the soft drinks giant biggest competitor will help in gaining a better insight of the soft drinks market in totality. 2.4 CURRENT MARKET POSITION There has been much controversy and debate on the market share standings between the two companies in the Indian subcontinent and a substantial and a consolidated figure has been unavailable for reference. This is mainly because both companies had approached different market research companies for making a study about the market share standings. Pepsi Co had approached IMRB while Coca- Cola had entrusted this responsibility on ORG. According to the survey done by IMRB Pepsi’s market share was found to have increased from 47% to 49% while according to the study conducted by ORG Coca- Cola’s market share was claimed to be 59%. 2.5 FACTORS AFFECTING BUSINESS ??Seasonality: Seasonality is one of the most important factors that affect the soft drink business. Seasonality is primarily influenced either by the weather, or by holidays and religious festivals. Within the Group, soft drink business has different seasonal cycles throughout the year. ??Service frequency: This is another factor that affects the business. Service frequency is the time gap between visiting a particular outlet again. Service frequency directly affects the rotation time which in turn affects the value of business. ??Demand pattern for the market: Every product has a different demand pattern and affects the business. ??Price of the product: Price of the soft drinks also affects the business. Due to perfect competition in soft drink market, price of a product plays a major role in business. ??Disposable Income: Disposable Income of the consumers also affects the business of the soft drink players. A high disposable income of the consumers ensures a high demand for the products in the market. ??Demographic Profile: Demographic profile of consumer also affects the business and needs to be considered. ??Competitor’s Policy: The policies of the competitors also affect the working of the business of other companies. ??Government Policies: The government policies related to taxation or political interference also affect the business of the players in the soft drink industry. 2.6 PRODUCTS AND PACK SIZES: Coca-cola is the world's favorite drink. It is the world's most valuable brand and the most recognizable word across the world. Coca-Cola has a truly remarkable heritage. From a humble beginning in 1886, it is now the flagship brand of the largest manufacturer, marketer and distributor of non-alcoholic beverages in the world.
In India, Coca-Cola was the leading soft-drink till 1977 when govt. policies necessitated its departure. Coca-Cola made its return to the country in 1993 and made significant investments to ensure that the beverage is available to more and more people, even in the remote and inaccessible parts of the nation. Over the past ten years it has captured the imagination of the nation, building strong associations with cricket, the thriving cinema industry, music etc. Coca-Cola has been very strongly associated with cricket, sponsoring the World Cup in 1996 and various other tournaments, including the Coca-Cola Cup in Sharjah in the late nineties. Coca-Cola's advertising campaigns Jo Chaho Ho Jaye and Life ho to Aisi were very popular and had entered the youth's vocabulary. In 2002, Coca-Cola launched the campaign "Thanda Matlab Coca-Cola" which sky-rocketed the brand to make it India's favorite soft-drink brand. In 2003, Coke was available for just Rs. 5 across the country and this pricing initiative together with improved distribution ensured that all the brands in the portfolio grew leaps and bounds. Coca-Cola had signed on various celebrities including movie stars such as Karishma Kapoor, cricketers such as Srinath, Sourav Ganguly, southern celebrities like Vijay in the past and today, its brand ambassadors are Aamir Khan and Hrithik Roshan. Thums Up is a leading carbonated soft drink and most trusted brand in India. Originally introduced in 1977, Thums Up was acquired by the Coca-Cola Company in 1993. Thums Up is known for its strong, fizzy taste and its confident, mature and uniquely masculine attitude. This brand clearly seeks to separate the men from the boys. Fanta Internationally, Fanta - The 'orange' drink of the Coca-Cola Company, is seen as one of the favorite drinks since 1940's. Fanta entered the Indian market in the year 1993. Over the years Fanta has occupied a strong market place and is identified as "The Fun Catalyst". Fanta is perceived as a fun youth brand and stands for its vibrant color, tempting taste and tingling bubbles that not just uplifts feelings but also helps free spirit thus encouraging one to indulge in the moment. This positive imagery is associated with happy, cheerful and special times with friends. “ Lime n' lemoni Limca” , the drink that can cast a tangy refreshing spell on
anyone, anywhere. Born in 1971, Limca has been the original thirst choice, of millions of consumers for over 3 decades. The brand has been displaying healthy volume growths year on year and Limca continues to be the leading flavor soft drink in the country. The sharp fizz and lemoni bite combined with the single minded positioning of the brand as the ultimate refresher has continuously strengthened the brand franchise. Limca energizes, refreshes and transforms. Dive into the zingy refreshment of Limca and walk away a new person. Worldwide Sprite is ranked as the No. 4 soft drink & is sold in more than 190 countries. In India, Sprite was launched in year 1999 & today it has grown to be one of the fastest growing soft drinks, leading the Clear lime category. Today Sprite is perceived as a youth icon. With a strong appeal to the youth, Sprite has stood for a straight forward and honest attitude. It’s clear crisp refresh hingtaste encourages the today's youth to trust their instincts, influence them to be true to who they are and to obey their thirst. Maaza was launched in 1976. It is a drink which offered the same real taste of fruit juices and was available throughout the year. In 1993, Maaza was acquired by CocaCola India and it currently dominates the fruit drink market. Over the years, brand Maaza has become synonymous with Mango. This has been the result of such successful campaigns like "Taaza Mango, Maaza Mango" and "Botal mein Aam, Maaza hain Naam". Consumers regard Maaza as wholesome, natural, fun drink which delivers the real experience of fruit. The current advertising of Maaza positions it as an enabler of fun friendship moments between moms and kids as moms trust the brand and the kids love its taste. The campaign builds on the existing equity of the brand and delivers a relevant emotional benefit to the moms rightly captured in the tagline "Yaari Dosti Taaza Maaza" Kinley Water, a thirst quencher that refreshes, a life giving force that washes all the toxins away. A ritual purifier that cleanses, purifies, transforms. Water, the most basic need of life, the very sustenance of life, a celebration of life itself. The importance of water can never be understated. Particularly in a nation such as India where water governs the lives of the millions, be it as part of everyday rituals or as the monsoon which gives life to the sub-continent. Kinley water understands the importance and value of this life giving force. Kinley water thus promises water that is as pure as it is meant
to be. Water you can trust to be truly safe and pure. Kinley water comes with the assurance of safety from the Coca-Cola Company. That is why we introduced Kinley with reverse-osmosis along with the latest technology to ensure the purity of our product. That's why we go through rigorous testing procedures at each and every location where Kinley is produced. Because the company believes that right to pure, safe drinking water is fundamental. It’s a universal need which cannot be left to chance. The below table shows the brands and products of different pack sizes being sold by the company in Kanpur region:
BRAND NAME GLASS TETRA PACK PET CAN FOUNTAIN Coca-cola 200 ml and 300ml - 600 ml, 1.25l and 2l 330 ml Various sizes Thums up 200 ml and 300ml - 350 ml, 600 ml, 1.25L and 2L 330 ml Various sizes Fanta 200 ml and 300ml - 600 ml, 1.25L and 2L 330 ml Various sizes Limca 200 ml and 300 ml - 600 ml, 1.25L and 2L 330 ml Various sizes Sprite 200 ml and 300 ml - 350 ml, 600 ml, 1.25L and 2L 330 ml Various sizes Maaza 200 ml 200ml 600 ml, 1.2L - Diet Coke - - 330 ml Kinley Water - 500 ml, 1L - -
The different pack sizes on which discount is given by the company is: ??200 ml RGB1 CSD2 ??250 ml juice3 ??300 ml RGB CSD ??600 ml Pet4 CSD ??1200 ml Pet Juice ??2000 ml Pet CSD ??330 ml Can CSD
??200 ml Tetra Pack Juice 1RGB – Returnable Glass Bottles 2CSD – Concentrated Soft Drink 3Juice – Maaza 4Pet – Plastic bottle The below table shows the number of bottles in each case and brands available in different pack sizes.
Pack Sizes No. of bottles per case Brands 200 ml RGB 24 Coke, Fanta, Limca, Thums up and Sprite 250 ml RGB 24 Maaza and Minute Maid Pulpy Orange 300 ml RGB 24 Coke, Fanta, Limca, Thums up, Kinley Soda and Sprite 330 ml Can 24 Coke, Fanta, Limca, Thums up, Sprite and Diet Coke 400 ml 24 Minute Maid Pulpy Orange 500 ml Pet 24 Diet Coke, Kinley Soda and Kinley water 600 ml Pet 24 Coke, Fanta, Limca, Thums up, Sprite and Maaza 200 ml Tetra P 27 Maaza 1 Ltr 12 Kinley Water 1.2 ltr Pet 12 Maaza and Minute Maid Pulpy Orange 2 ltr Pet 9 Coke, Fanta, Limca, Thums up and Sprite 2.25 ltr Pet Coke, Thums up and Sprite
doc_736129485.docx
marketing research and questionaire
Introduction
The Coca-Cola Company re-entered India through its wholly owned subsidiary, Coca-Cola India Private Limited and re-launched Coca-Cola in 1993 after the opening up of the Indian economy to foreign investments in 1991. Since then its operations have grown rapidly through a model that supports bottling operations, both company owned as well as locally owned and includes over 7,000 Indian distributors and more than 1.3 million retailers. Today, our brands are the leading brands in most beverage segments. The Coca-Cola Company’s brands in India include Coca-Cola, Fanta Orange, Fanta Apple, Limca, Sprite, Thums Up, Burn, Kinley, Maaza, Maaza Milky Delite, Minute Maid Pulpy Orange, Minute Maid Nimbu Fresh and Nestea Iced tea, the Georgia Gold range of teas and coffees and Vitingo (a beverage fortified with micro-nutrients). In India, the Coca-Cola system comprises of a wholly owned subsidiary of The Coca-Cola Company namely Coca-Cola India Pvt Ltd which manufactures and sells concentrate and beverage bases and powdered beverage mixes, a Company-owned bottling entity, namely, Hindustan Coca-Cola Beverages Pvt Ltd; thirteen authorized bottling partners of The Coca-Cola Company, who are authorized to prepare, package, sell and distribute beverages under certain specified trademarks of The Coca-Cola Company; and an extensive distribution system comprising of our customers, distributors and retailers. Coca-Cola India Private Limited sells concentrate and beverage bases to authorized bottlers who are authorized to use these to produce our portfolio of beverages.These authorized bottlers independently develop local markets and distribute beverages to grocers, small retailers, supermarkets, restaurants and numerous other businesses. In turn, these customers make our beverages available to consumers across India. The Coca-Cola Company has invested nearly USD 1.1 billion in its operations in India since its re-entry back into India in 1992. The Coca-Cola system in India directly employs over 25,000 people including those on contract. The system has created indirect employment for more than 1,50,000 people in related industries through its vast procurement, supply and distribution system. We strive to ensure that our work environment is safe and inclusive and that there are plentiful opportunities for our people in India and across the world. The beverage industry is a major driver of economic growth. A National Council of Applied Economic Research (NCAER) study on the carbonated soft-drink industry indicates that this industry has an output multiplier effect of 2.1. This means that if one unit of output of beverage is increased, the direct and indirect effect on the economy will be twice of that. In terms of employment, the NCAER study notes that “an extra production of 1000 cases generates an extra employment of 410 man days.” As a Company, our products are an integral part of the micro economy particularly in small towns and villages, contributing to creation of jobs and growth in GDP. Coca-Cola in India is amongst the largest domestic buyers of certain agricultural products.
As an industry which has strong backward and forward linkages, our operations catalysis growth in demand for products like glass, plastic, refrigeration, transportation, and Industrial and agricultural products. Our operations also lead to incremental growth for enterprises engaged in post production activities like merchandising, marketing and sales. In addition, we share best practices and technological advancements with our suppliers, vendors and allied industries which often lead to improvement in the overall standards of quality across industries. The Coca-Cola Company has always placed high value on good citizenship. Our basic proposition entails that our Company’s business should refresh the market; enrich the workplace; protect and preserve the environment; and strengthen the community. We leverage our unique strengths to actively support and respond to local needs -- be it the need for education, health, water or nutrition. We have used our distribution network for disaster relief, our marketing prowess to raise awareness on issues such as PET recycling, and our presence in communities to improve access to education and potable water. The Coca-Cola India Foundation is now taking forward in the community at large, projects and programs of social relevance to carry forward the message of inclusive growth and development. For more details on activities of the CocaCola India Foundation, please visit the website of the Coca-Cola India Foundation,www.anandana.org.
Corporate governance policy of Coco- ColaIndia
Coca-Cola India operations are fully integrated into the governance structure of The Coca-Cola Company, including two important codes: (a) The Code of Business Conduct outlines expectations for employees to comply with the law and act ethically in all matters. The Code remains applicable to all employees of The Coca-Cola Company and its majority-owned subsidiaries. More details on the code can be accessed at our corporate website http://www.thecocacolacompany.com/ourcompany/business_conduct.html. Anti-Bribery Policy: The Coca-Cola Company and its subsidiaries are committed to doing business with integrity. This means avoiding corruption of all kinds, including bribery of government officials. We will abide by all applicable anti-bribery laws, including the U.S. Foreign Corrupt Practices Act, and local laws in every country in which it does business. The Company is a signatory to the United Nations Global Compact, by which it is committed to work against corruption and bribery around the world. The Company also has incorporated a prohibition against bribery into its Code of Business Conduct. This anti-bribery policy provides compliance requirements to prevent improper payments and to ensure accurate reporting of permissible payments under all applicable anti-bribery laws. (b) The Code of Business Conduct for Suppliers seeks to extend and clarify similar ethical expectations to our suppliers. The Supplier Code became effective in February 2008. Both the Code of Business Conduct and the Supplier Code highlight the EthicsLine reporting service, through which individuals can confidentially ask questions or report concerns to an independent administering party. More details on the Code of Business Conduct for Suppliers can be accessed at http://www.thecoca-colacompany.com/citizenship/pdf/COBC_Suppliers.pdf More information is available online a
The world is changing all around us. To continue to thrive as a business over the next ten years and beyond, we must look ahead, understand the trends and forces that will shape our business in the future and move swiftly to prepare for what's to come. We must get ready for tomorrow today. That's what our 2020 Vision is all about. It creates a longterm destination for our business and provides us with a "Road map" for winning together with our bottling partners. Our Mission Our Road map starts with our mission, which is enduring. It declares our purpose as a Company and serves as the standard against which we weigh our actions and decisions. ? To refresh the world... ? To inspire moments of optimism and happiness... ? To create value and make a difference Our Vision Our vision serves as the framework for our Road map and guides every aspect of our business by describing what we need to accomplish in order to continue achieving sustainable, quality growth. ? People: Be a great place to work where people are inspired to be the best they can be ? Portfolio: Bring to the world a portfolio of quality beverage brands that anticipate and satisfy people’s desires and needs ? Partners: Nurture a winning network of customers and suppliers, together we create mutual, enduring value ? Planet: Be a responsible citizen that makes a difference by helping build and support sustainable communities ? Profit: Maximize long-term return to share owners while being mindful of our overall responsibilities ? Productivity: Be a highly effective, lean and fast-moving organization Our Winning Culture Our Winning Culture defines the attitudes and behaviors that will be required of us to make our 2020 Vision a reality. Live Our Values Our values serve as a compass for our actions and describe how we behave in the world. ? Leadership: The courage to shape a better future ? Collaboration: Leverage collective genius ? Integrity: Be real ? Accountability: If it is to be, it’s up to me ? Passion: Committed in heart and mind ? Diversity: As inclusive as our brands ? Quality: What we do, we do well Focus on the Market ? Focus on needs of our consumers, customers and franchise partners ? Get out into the market and listen, observe and learn ? Possess a world view ? Focus on execution in the marketplace every day ? Be insatiably curious Work Smart ? Act with urgency ? Remain responsive to change ? Have the courage to change course when needed
? Remain constructively discontent ? Work efficiently
Act Like Owners ? Be accountable for our actions and in actions ? Steward system assets and focus on building value ? Reward our people for taking risks and finding better ways to solve problems ? Learn from our outcomes -- what worked and what didn’t Be the Brand ? Inspire creativity, passion, optimism and fun
“A Study of Claims & Freight Payable of HINDUSTAN COCA COLA BEVERAGES Pvt. Ltd.“
Table of Contents
1. Introduction………………………………………………………………… 1.1 Objectives…………………………………………………………… 1.1.1 Primary Objectives………………………………………….... 1.1.2 Secondary Objectives………………………………………… 1.2 Methodology……………………………………………………….. 1.2.1 Understanding Phase………………………………………… 1.2.2 Analysis Phase………………………………………………. 1.2.3 Interpretation Phase…………………………………………. 2. Hindustan Coca-cola Beverages Pvt. Ltd…………………………………. 2.1 Company Profile…...………………………………………………. 2.2 Competitor Analysis………………………………………………… 2.3 Current Market Situation...………………………………………… 2.4 Factors Affecting Business. .........……………………………........ 2.5 Products and Pack Sizes……………………………………..……. 3. Claim Process 3.1 Introduction 3.2 Importance of claims 3.3 Claim strategy 3.4 Working of claims 4. Freight Payable………..……….………………………………………....... 5. Coke Penetration in Rural Market….………………………………………. 6. Advertisement……………………………………………………………… 7. Vision & Leadership...................................................................................... 8. Manufacturing Process....……………………………………………………. 8.1 Water Treatment……………….....………………………………… 8.2 Syrup Preparation…………...………………………………......….. 8.3 Container Washing……. ……………………………………………
8.4 Mixing Proportioning…………………..…………………………… 8.5 Filling & Crowning………………………………………………….. 8.6 Final Inspection………………....…...………………………………. 8.7 Managing the Waste Water…………...………………….……….… 8.8 Market & Customers……… …………...………………….………… 8.9 Suppliers and Other Business Partners..………………….……….… 8.10 Employees, Plants & Machinery…………...………………….…….. 9. SWOT Analysis……………………………………………………………. 10. Management Style………………………………………………………….. 11. Annexure …………………………………………………………………… 12. Objectives of the Study…………………………………………………… 13. Limitations of the Study ………………………………………………….. 14. References…………………………………………………………………...
1. INTRODUCTION 1. INTRODUCTION
With the development of world and human being, the taste, need and the attitude of human being also changes. India is one of the common market in the world with a population of more than one billion. Soft drink is a popular common product which is generally purchased by consumers for quenching their thirst in summer and also to have cooling refreshment. As far as the market of soft drinks is concerned, it is facing cut throat competition from the larger number of soft drinks available in the market. Different brands are available in every segment of flavors, but the attitudes of the consumers differ from each other due to several factors. Every company tries to increase their market share and their sales volume. Discounting system followed by the companies proved to be an essential factor to boost up the purchases made by the retailers. The companies try to attract the retailers to purchase more by providing some schemes or incentives or cash/card discount. If more discount or any other incentive scheme is given to the outlets, they make purchases to avail that offer. Therefore, it is essential for any company to have an efficient and effective discounting system. Distribution is the spine of any FMCG company. The main function of a retailer is to bridge the gap between the supplier and the customer. The central focus of distribution is to increase the efficiency of time, place, and delivery utility. For any FMCG product it is essential to have a good distribution network which should be better than that of its competitors. Distribution is the key area for any FMCG business. For a smooth distribution network, it is essential to keep the retail outlets satisfied which in turn mainly depend upon
the profitability. Their profitability is checked by keeping a satisfied profit margin for them. Apart from that, the company also provides discount on purchase of different pack sizes to some HVOs which in turn increases their profit margin. Sometimes the company also provides incentives to the outlets which make frequent and high purchases. To meet stiff and challenging competition from some of the other brands, it is essential for the company to have an effective and efficient distribution network. Therefore, the company tries to keep the outlets satisfied by offering discounts and some other incentive schemes from time to time. 1.1 OBJECTIVES 1.1.1 Primary Objectives ??To find out any kind of misrepresentation being done by salesmen or by distributors related to daily sales by making out their own personal benefits from the discounting system. ??To compare the discounts given to HVOs on the basis of their sales volume. ??To make proposals to minimize the revenue leakages and this will help the company in saving its funds. 1.1.2 Secondary Objectives ??To study the discounting policies of the company. ??To know about the different pack sizes being sold by the company. ??To find out the outlets where the company is offering high discounts. ??To analyze the discount rates offered to HVOs. ??To find out whether they are actually getting the products at the pre - decided discounted price or not. 1.2 METHODOLOGY 1.2.1 Understanding Phase: This being the primary phase of the study involves the understanding of the basic factors that affect discounting. In FMCG businesses, there are many factors that affect the discounting policies directly or indirectly and it is essential to have the knowledge of all these factors to understand the discounting system. Every company has their own terms and ways of doing things. It is essential to have an in depth knowledge about everything to understand different prospective of business. This phase includes three stages: Stage1: To have the knowledge of all the factors that affects the discount to be given to different HVOs. This includes factors like sales, competitor’s strategy, negotiation, etc. Stage2: To collect the data of sales and discounts of different HVOs. This includes the collection of data of sales and discounts for the year 2006 and 2007 of different HVOs being served by the company. It includes direct as well as indirect HVOs. Stage3: This stage involves the short listing of the HVOs for personal visits and for making inter comparison of the discounts of the HVOs on the basis of
their sales volume. 1.2.2 Analysis phase: After being familiar with the basics of the business, the next part of the project work includes personal market visits and visits through route rides to detect any kind of wrong practices being adopted by the salesmen and the distributors to fetch out their own personal benefits from the discounting system. It also includes analyzing the discounts given to the short listed HVOs and to make a comparative study of the discount and sales volume of the HVOs. 1.2.3 Interpretation Phase:- After carefully analyzing the discounts of various HVOs, the next part involves finding out the variations where some HVOs are getting higher discounts on different pack sizes as compared to other short listed HVOs and recommendations have to be made as to how the leakages can be reduced and a fair discounting system can be maintained. The basic aim of this stage is to give suggestions that can work as decision making information which will be solely for the use of the organization. 1 COMPANY PROFILE Coca-Cola (also known as Coke, a name that was trademarked by The Coca-Cola Company after it was discovered many people called it by that particular name) is a very popular cola (a carbonated soft drink) sold in stores, restaurants and vending machines in more than 200 countries. It is produced by the Coca-Cola Company (NYSE: KO), which is also often referred to as simply Coca-Cola or Coke. Coke is one of the world’s most recognizable and widely sold commercial brands; its major rival is Pepsi. Coke was originally intended as a patent medicine when it was invented in the late 19th century, Coca-Cola was bought out by businessman Asa Griggs Candler, whose marketing tactics led Coke to its dominance of the world soft drink market throughout the 20th century. Although faced with critiques of its health effects and various allegations of wrongdoing by the company, Coca-Cola has remained a popular soft drink to the present day It was initially sold as a patent medicine for five cents a glass at soda fountains, which were popular in the United States at the time thanks to a belief that carbonated water was good for the health. The first sales were made at Jacob's Pharmacy in Atlanta, Georgia, on May 8, 1886, and for the first eight months only nine drinks were sold each day. Coca-Cola was sold in bottles for the first time on March 12, 1894, and cans of Coke first appeared in 1955. By 1888, three versions of Coca-Cola - sold by three separate businesses were on the market. On February 7, 2005, the Coca-Cola Company announced that in the second quarter
of 2005 they planned a launch of a Diet Coke product sweetened with the artificial sweetener sucralose ("Splenda"), the same sweetener currently used in Pepsi One. The company actually produces concentrate for Coca-Cola, which is then sold to various Coca-Cola bottlers throughout the world. The bottlers, who hold territorially-exclusive contracts with the company, produce finished product in cans and bottles from the concentrate in combination with filtered water and sweeteners. The bottlers then sell, distribute and merchandise CocaCola in cans and bottles to retail stores and vending machines. Such bottlers include CocaCola Enterprises, which is the single largest Coca-Cola bottler in North America and Europe. The Coca-Cola Company also sells concentrate for fountain sales to major restaurants and food service distributors. The Coca-Cola Company has on occasion introduced other cola drinks under the Coke brand name. The most famous of these is Diet Coke, which has become a major diet cola but others exist, such as Cherry Coke, Coke Zero, and Vanilla Coke. The CocaCola Company owns and markets other soft drinks that do not carry the Coca-Cola branding, such as Sprite, Fanta, and others. The actual production and distribution of Coca-Cola follows a
2. HINDUSTAN COCA-COLA BEVERAGES PVT. LTD.
franchising model. The Coca-Cola Company only produces a syrup concentrate, which it sells to various bottlers throughout the world who hold Coca-Cola franchises for one or more geographical areas. The bottlers produce the final drink by mixing the syrup with filtered water and sugar (or artificial sweeteners) and fill it into cans and bottles, which the bottlers then sell and distribute to retail stores, vending machines, restaurants and food service distributors. The bottlers are normally also responsible for all advertisement and other sales initiatives within their areas. Pepsi is often second to Coke in terms of sales, but outsells Coca-Cola in some localities. In India, Coca-Cola ranks third behind the leader, Pepsi-Cola, and local drink Thums Up. However, The Coca-Cola Company purchased Thums Up in 1993. The products of the company reach consumers and customers around the world through a vast distribution network made up of local bottling companies. These bottlers are located around the world,
and most are independent businesses. Using syrups, concentrates and beverage bases produced by the Coca-Cola Company, their global bottling system packages and markets products, then distributes them to more than 14 million retail outlets worldwide. The CocaCola Company is committed to assisting its bottlers with the functions of an efficient bottling operation and initiating quality systems to ensure the highest quality products for their consumers. The trademark "Coca-Cola" was registered with the U.S. Patent and Trademark Office in 1893, followed by "Coke" in 1945. The unique contour bottle, familiar to consumers everywhere, was granted registration as a trademark by the U.S. Patent and Trademark Office in 1977; an honor awarded very few packages. The most valuable assets happen to be the trademarks they possess. For Coca-Cola, the most drunk soft drink on earth is one of the world s best-known and most admired trademarks, recognized by more than 90 percent of the world s population. Interestingly, the world that is touched by the cherished drinks for every moment, the Coca-Cola trademarks happen not only to be their most valuable assets but of the entire earth. The business system of the Company in India directly employs approximately 6,000 people, and indirectly creates employment for many more in related industries through our vast procurement, supply and distribution system. On the distribution front, 10-tonne trucks, open-bay three-wheelers that can navigate the narrow alleyways of Indian cities, ensure availability of our brands in every nook and corner of the country. The term soft drink originally applied to carbonated drinks made from concentrates, although it now commonly refers to almost any cold drink that does not contain alcohol. Hindustan Coca-Cola Beverages Private Limited is an Indian subsidiary of the US based Coca-Cola Company. The company-owned Bottling arm of the Indian Operations, Hindustan Coca-Cola Beverages Private Limited is responsible for the manufacture, sale and distribution of beverages across the country. Coca-Cola India is among the country’s top international investors, having invested more than US$ 1 billion in India within a decade of its presence and further pledged another US$ 100 million in 2003 for its operations. It is the
world’s largest selling soft drink since 1886. The Coca-Cola Company returned to India in 1993 after a gap of 16 years giving new Thums up to the Indian Soft Drink Market and took over the ownership of the nation's top soft-drink brands and bottling network. The vast Indian operations comprises 25 wholly company owned bottling operations and another 24 franchisee owned bottling operations and a network of 21 contract packers also manufactures a range of products for the Company. 2.2 GENERATIONS IN COCA COLA 2.2.1: 1886-1892
Atlanta beginning
It was 1886, and in New York Harbor, workers were constructing the Statue of Liberty. Eight hundred miles away, another great American symbol was about to be unveiled. Like many people who change history, John Pemberton, an Atlanta pharmacist, was inspired by simple curiosity. One afternoon, he stirred up a fragrant, caramel-colored liquid and, when it was done, he carried it a few doors down to Jacobs' Pharmacy. Here, the mixture was combined with carbonated water and sampled by customers who all agreed -- this new drink was something special. So Jacobs' Pharmacy put it on sale for five cents a glass. Pemberton's bookkeeper, Frank Robinson, named the mixture Coca-Cola®, and wrote it out in his distinct script. To this day, Coca-Cola is written the same way. In the first year, Pemberton sold just 9 glasses of Coca-Cola a day. A century later, The CocaCola Company has produced more than 10 billion gallons of syrup. Unfortunately for Pemberton, he died in 1888 without realizing the success of the beverage he had created. Over the course of three years, 1888-1891, Atlanta businessman Asa Griggs Candler secured rights to the business for a total of about $2,300. Candler would become the Company's first president, and the first to bring real vision to the business and the brand. 2.2.2: 1893-1904
Beyond Atlanta
Coca cola hires first celebrity spoke person music hall performer Hilda Clark Asa G. Candler, a natural born salesman, transformed Coca-Cola from an invention into a business. He knew there were thirsty people out there, and Candler found brilliant and innovative ways to introduce them to this exciting new refreshment. He gave away coupons for complimentary first tastes of Coca-Cola, and outfitted distributing pharmacists with clocks, urns, calendars and apothecary scales bearing the Coca-Cola brand. People saw Coca-Cola everywhere, and the aggressive promotion worked. By 1895, Candler had built syrup plants in Chicago, Dallas and Los Angeles. Inevitably, the soda's popularity led to a demand for it to be enjoyed in new ways. In 1894, a Mississippi businessman named Joseph Biedenharn became the first to put Coca-Cola in bottles. He sent 12 of them to Candler, who responded without enthusiasm. Despite being a brilliant and innovative businessman, he didn't realize then that the future of Coca-Cola would be with portable, bottled beverages customers
could take anywhere. He still didn't realize it five years later, when, in 1899, two Chattanooga lawyers, Benjamin F. Thomas and Joseph B. Whitehead, secured exclusive rights from Candler to bottle and sell the beverage -- for the sum of only one dollar. 2.2.3: 1905-1918
Safeguarding the brand
Coca cola enjoyed in 8 countries worldwide.To combat copycats coca cola develops unique bottle Imitation may be the sincerest form of flattery, but The Coca-Cola Company was none too pleased about the proliferation of copycat beverages taking advantage of its success. This was a great product, and a great brand. Both needed to be protected. Advertising focused on the authenticity of Coca-Cola, urging consumers to "Demand the genuine" and "Accept no substitute." The Company also decided to create a distinctive bottle shape to assure people they were actually getting a real Coca-Cola. The Root Glass Company of Terre Haute, Indiana, won a contest to design a bottle that could be recognized in the dark. In 1916, they began manufacturing the famous contour bottle. The contour bottle, which remains the signature shape of Coca-Cola today, was chosen for its attractive appearance, original design and the fact that, even in the dark, you could identify the genuine article. As the country roared into the new century, The Coca-Cola Company grew rapidly, moving into Canada, Panama, Cuba, Puerto Rico, France, and other countries and U.S. territories. In 1900, there were two bottlers of Coca-Cola; by 1920, there would be about 1,000. 2.2.4 1919-1940
The woodruff legacy
Coca cola enjoyed in 53 countries world wide. It introduced 6 packs. In 1925 6000000 drinks per day. Perhaps no person had more impact on The Coca-Cola Company than Robert Woodruff. In 1923, four years after his father Ernest purchased the Company from Asa Candler, Woodruff became the Company president. While Candler had introduced the U.S. to Coca-Cola, Woodruff would spend more than 60 years as Company leader introducing the beverage to the world beyond. Woodruff was a marketing genius who saw opportunities for expansion everywhere. He led the expansion of Coca-Cola overseas and in 1928 introduced Coca-Cola to the Olympic Games for the first time when Coca-Cola traveled with the U.S. team to the 1928 Amsterdam Olympics. Woodruff pushed development and distribution of the sixpack, the open top cooler, and many other innovations that made it easier for people to drink Coca-Cola at home or away. This new thinking made Coca-Cola not just a huge success, but a big part of people's lives. 2.2.5: 1941-1959
The war and its legacy
Coca cola enjoyed in 120 countries world wide. Introducing Coke. In 1961 Sprite is introduced. 1963 Tab Company’s first diet soft drink is introduced In 1941, America entered World War II. Thousands of men and women were sent overseas.
The country, and Coca-Cola, rallied behind them. Woodruff ordered that "every man in uniform gets a bottle of Coca-Cola for 5 cents, wherever he is, and whatever it costs the Company." In 1943, General Dwight D. Eisenhower sent an urgent cablegram to Coca-Cola, requesting shipment of materials for 10 bottling plants. During the war, many people enjoyed their first taste of the beverage, and when peace finally came, the foundations were laid for Coca-Cola to do business overseas. Woodruff’s vision that Coca-Cola be placed within "arm's reach of desire," was coming true -- from the mid-1940s until 1960, the number of countries with bottling operations nearly doubled. Post-war America was alive with optimism and prosperity. Coca-Cola was part of a fun, carefree American lifestyle, and his imagery of its advertising -- happy couples at the drive-in, carefree moms driving big yellow convertibles -- reflected the spirit of the times. 2.2.6: 1960-1981
A world of customers
Coca cola enjoyed in 163 countries world wide. It introduced can in 1960. In 1981 Roberto c. Goizueta became chairman and CEO of the coca cola company After 70 years of success with one brand, Coca-Cola®, the Company decided to expand with new flavors: Fanta®, originally developed in the 1940s and introduced in the 1950s; Sprite® followed in 1961, with TAB® in 1963 and Fresca® in 1966. In 1960, The Coca-Cola Company acquired The Minute Maid Company, adding an entirely new line of business -- juices -- to the Company. The Company's presence worldwide was growing rapidly, and year after year, Coca-Cola found a home in more and more places: Cambodia, Montserrat, Paraguay, Macau, Turkey and more. Advertising for Coca-Cola, always an important and exciting part of its business, really came into its own in the 1970s, and reflected a brand connected with fun, friends and good times. The international appeal of Coca-Cola was embodied by a 1971 commercial, where a group of young people from all over the world gathered on a hilltop in Italy to sing "I'd Like to Buy the World a Coke." In 1978, The Coca-Cola Company was selected as the only Company allowed to sell packaged cold drinks in the People's Republic of China. 2.2.7: 1982-1989
Diet coke and new coke
Coca cola enjoyed in 165 countries world wide. In 1982 diet coke is introduced. The 1980s -- the era of legwarmers, headbands and the fitness craze, and a time of much change and innovation at The Coca-Cola Company. In 1981, Roberto C. Goizueta became chairman of The Board of Directors and CEO of The Coca-Cola Company. Goizueta, who fled Castro's Cuba in 1961, completely overhauled the Company with a strategy he called "intelligent risk taking." Among his bold moves was organizing the numerous U.S. bottling operations into a new public company, Coca-Cola Enterprises Inc. He also led the introduction of diet Coke®, the very first extension of the Coca-Cola trademark; within two years, it had become the top lowcalorie drink in the world, second in success only to Coca-Cola. One of Goizueta's other initiatives, in 1985, was the release of a new taste for Coca-Cola, the first change in formulation in 99 years. In taste tests, people loved the new formula,
commonly called “new Coke.” In the real world, they had a deep emotional attachment to the original, and they begged and pleaded to get it back. Critics called it the biggest marketing blunder ever. But the Company listened, and the original formula was returned to the market as Coca-Cola classic®, and the product began to increase its lead over the competition -- a lead that continues to this day. 2.2.8: 1990-1999
New markets and brands
In 1993 pet bottkles are introduced. Coca cola enjoyed in 200 countries world wide. The 1990s were a time of continued growth for The Coca-Cola Company. The Company's long association with sports was strengthened during this decade, with ongoing support of the Olympic Games, FIFA World Cup™ football (soccer), Rugby World Cup and the National Basketball Association. Coca-Cola classic became the Official Soft Drink of NASCAR racing, connecting the brand with one of the world's fastest growing and most popular spectator sports. And 1993 saw the introduction of the popular "Always Coca-Cola" advertising campaign, and the world met the lovable Coca-Cola Polar Bear for the first time. New markets opened up as Coca-Cola products were sold in East Germany in 1990 and returned to India in 1993. New beverages joined the Company's line-up, including Powerade® sports drink, Qoo® children's fruit drink and Dasani® bottled water. The Company's family of brands further expanded through acquisitions, including Limca®, Maaza® and Thums Up® in India, Barq's® root beer in the U.S., Inca Kola® in Peru, and Cadbury Schweppes'® beverage brands in more than 120 countries around the world. By 1997, the Company already sold 1 billion servings of its products every day, yet knew that opportunity for growth was still around every corner. 2.2.9: 2000 and Now
Coca cola now
In 1886, Coca-Cola® brought refreshment to patrons of a small Atlanta pharmacy. Now well into its second century, the Company's goal is to provide magic every time someone drinks one of its more than 400 brands. Coca-Cola has fans from Boston to Budapest to Bahrain, drinking brands such as Ambasa, Vegitabeta and Frescolita. In the remotest comers of the globe, you can still find Coca-Cola. CocaCola is committed to local markets, paying attention to what people from different cultures and backgrounds like to drink, and where and how they want to drink it. With its bottling partners, the Company reaches out to the local communities it serves, believing that Coca-Cola exists to benefit and refresh everyone it touches.From the early beginnings when just nine drinks a day were served, Coca-Cola has grown to the world’s most ubiquitous brand, with more than 1.4 billion beverage servings sold each day. When people choose to reach for one of The Coca-Cola Company brands, the Company wants that choice to be exciting and satisfying, every single time. 2.3 COMPETITOR ANALYSIS Indian soft drinks market is predominantly controlled by two major multinationals namely Coca- Cola and Pepsi, which have carefully stifled out the local competition here in India. Penetrating tough Indian psychology and making their products feel accepted was the
toughest challenge in front of them. A brief overview of the soft drinks giant biggest competitor will help in gaining a better insight of the soft drinks market in totality. 2.4 CURRENT MARKET POSITION There has been much controversy and debate on the market share standings between the two companies in the Indian subcontinent and a substantial and a consolidated figure has been unavailable for reference. This is mainly because both companies had approached different market research companies for making a study about the market share standings. Pepsi Co had approached IMRB while Coca- Cola had entrusted this responsibility on ORG. According to the survey done by IMRB Pepsi’s market share was found to have increased from 47% to 49% while according to the study conducted by ORG Coca- Cola’s market share was claimed to be 59%. 2.5 FACTORS AFFECTING BUSINESS ??Seasonality: Seasonality is one of the most important factors that affect the soft drink business. Seasonality is primarily influenced either by the weather, or by holidays and religious festivals. Within the Group, soft drink business has different seasonal cycles throughout the year. ??Service frequency: This is another factor that affects the business. Service frequency is the time gap between visiting a particular outlet again. Service frequency directly affects the rotation time which in turn affects the value of business. ??Demand pattern for the market: Every product has a different demand pattern and affects the business. ??Price of the product: Price of the soft drinks also affects the business. Due to perfect competition in soft drink market, price of a product plays a major role in business. ??Disposable Income: Disposable Income of the consumers also affects the business of the soft drink players. A high disposable income of the consumers ensures a high demand for the products in the market. ??Demographic Profile: Demographic profile of consumer also affects the business and needs to be considered. ??Competitor’s Policy: The policies of the competitors also affect the working of the business of other companies. ??Government Policies: The government policies related to taxation or political interference also affect the business of the players in the soft drink industry. 2.6 PRODUCTS AND PACK SIZES: Coca-cola is the world's favorite drink. It is the world's most valuable brand and the most recognizable word across the world. Coca-Cola has a truly remarkable heritage. From a humble beginning in 1886, it is now the flagship brand of the largest manufacturer, marketer and distributor of non-alcoholic beverages in the world.
In India, Coca-Cola was the leading soft-drink till 1977 when govt. policies necessitated its departure. Coca-Cola made its return to the country in 1993 and made significant investments to ensure that the beverage is available to more and more people, even in the remote and inaccessible parts of the nation. Over the past ten years it has captured the imagination of the nation, building strong associations with cricket, the thriving cinema industry, music etc. Coca-Cola has been very strongly associated with cricket, sponsoring the World Cup in 1996 and various other tournaments, including the Coca-Cola Cup in Sharjah in the late nineties. Coca-Cola's advertising campaigns Jo Chaho Ho Jaye and Life ho to Aisi were very popular and had entered the youth's vocabulary. In 2002, Coca-Cola launched the campaign "Thanda Matlab Coca-Cola" which sky-rocketed the brand to make it India's favorite soft-drink brand. In 2003, Coke was available for just Rs. 5 across the country and this pricing initiative together with improved distribution ensured that all the brands in the portfolio grew leaps and bounds. Coca-Cola had signed on various celebrities including movie stars such as Karishma Kapoor, cricketers such as Srinath, Sourav Ganguly, southern celebrities like Vijay in the past and today, its brand ambassadors are Aamir Khan and Hrithik Roshan. Thums Up is a leading carbonated soft drink and most trusted brand in India. Originally introduced in 1977, Thums Up was acquired by the Coca-Cola Company in 1993. Thums Up is known for its strong, fizzy taste and its confident, mature and uniquely masculine attitude. This brand clearly seeks to separate the men from the boys. Fanta Internationally, Fanta - The 'orange' drink of the Coca-Cola Company, is seen as one of the favorite drinks since 1940's. Fanta entered the Indian market in the year 1993. Over the years Fanta has occupied a strong market place and is identified as "The Fun Catalyst". Fanta is perceived as a fun youth brand and stands for its vibrant color, tempting taste and tingling bubbles that not just uplifts feelings but also helps free spirit thus encouraging one to indulge in the moment. This positive imagery is associated with happy, cheerful and special times with friends. “ Lime n' lemoni Limca” , the drink that can cast a tangy refreshing spell on
anyone, anywhere. Born in 1971, Limca has been the original thirst choice, of millions of consumers for over 3 decades. The brand has been displaying healthy volume growths year on year and Limca continues to be the leading flavor soft drink in the country. The sharp fizz and lemoni bite combined with the single minded positioning of the brand as the ultimate refresher has continuously strengthened the brand franchise. Limca energizes, refreshes and transforms. Dive into the zingy refreshment of Limca and walk away a new person. Worldwide Sprite is ranked as the No. 4 soft drink & is sold in more than 190 countries. In India, Sprite was launched in year 1999 & today it has grown to be one of the fastest growing soft drinks, leading the Clear lime category. Today Sprite is perceived as a youth icon. With a strong appeal to the youth, Sprite has stood for a straight forward and honest attitude. It’s clear crisp refresh hingtaste encourages the today's youth to trust their instincts, influence them to be true to who they are and to obey their thirst. Maaza was launched in 1976. It is a drink which offered the same real taste of fruit juices and was available throughout the year. In 1993, Maaza was acquired by CocaCola India and it currently dominates the fruit drink market. Over the years, brand Maaza has become synonymous with Mango. This has been the result of such successful campaigns like "Taaza Mango, Maaza Mango" and "Botal mein Aam, Maaza hain Naam". Consumers regard Maaza as wholesome, natural, fun drink which delivers the real experience of fruit. The current advertising of Maaza positions it as an enabler of fun friendship moments between moms and kids as moms trust the brand and the kids love its taste. The campaign builds on the existing equity of the brand and delivers a relevant emotional benefit to the moms rightly captured in the tagline "Yaari Dosti Taaza Maaza" Kinley Water, a thirst quencher that refreshes, a life giving force that washes all the toxins away. A ritual purifier that cleanses, purifies, transforms. Water, the most basic need of life, the very sustenance of life, a celebration of life itself. The importance of water can never be understated. Particularly in a nation such as India where water governs the lives of the millions, be it as part of everyday rituals or as the monsoon which gives life to the sub-continent. Kinley water understands the importance and value of this life giving force. Kinley water thus promises water that is as pure as it is meant
to be. Water you can trust to be truly safe and pure. Kinley water comes with the assurance of safety from the Coca-Cola Company. That is why we introduced Kinley with reverse-osmosis along with the latest technology to ensure the purity of our product. That's why we go through rigorous testing procedures at each and every location where Kinley is produced. Because the company believes that right to pure, safe drinking water is fundamental. It’s a universal need which cannot be left to chance. The below table shows the brands and products of different pack sizes being sold by the company in Kanpur region:
BRAND NAME GLASS TETRA PACK PET CAN FOUNTAIN Coca-cola 200 ml and 300ml - 600 ml, 1.25l and 2l 330 ml Various sizes Thums up 200 ml and 300ml - 350 ml, 600 ml, 1.25L and 2L 330 ml Various sizes Fanta 200 ml and 300ml - 600 ml, 1.25L and 2L 330 ml Various sizes Limca 200 ml and 300 ml - 600 ml, 1.25L and 2L 330 ml Various sizes Sprite 200 ml and 300 ml - 350 ml, 600 ml, 1.25L and 2L 330 ml Various sizes Maaza 200 ml 200ml 600 ml, 1.2L - Diet Coke - - 330 ml Kinley Water - 500 ml, 1L - -
The different pack sizes on which discount is given by the company is: ??200 ml RGB1 CSD2 ??250 ml juice3 ??300 ml RGB CSD ??600 ml Pet4 CSD ??1200 ml Pet Juice ??2000 ml Pet CSD ??330 ml Can CSD
??200 ml Tetra Pack Juice 1RGB – Returnable Glass Bottles 2CSD – Concentrated Soft Drink 3Juice – Maaza 4Pet – Plastic bottle The below table shows the number of bottles in each case and brands available in different pack sizes.
Pack Sizes No. of bottles per case Brands 200 ml RGB 24 Coke, Fanta, Limca, Thums up and Sprite 250 ml RGB 24 Maaza and Minute Maid Pulpy Orange 300 ml RGB 24 Coke, Fanta, Limca, Thums up, Kinley Soda and Sprite 330 ml Can 24 Coke, Fanta, Limca, Thums up, Sprite and Diet Coke 400 ml 24 Minute Maid Pulpy Orange 500 ml Pet 24 Diet Coke, Kinley Soda and Kinley water 600 ml Pet 24 Coke, Fanta, Limca, Thums up, Sprite and Maaza 200 ml Tetra P 27 Maaza 1 Ltr 12 Kinley Water 1.2 ltr Pet 12 Maaza and Minute Maid Pulpy Orange 2 ltr Pet 9 Coke, Fanta, Limca, Thums up and Sprite 2.25 ltr Pet Coke, Thums up and Sprite
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