SWAMI VIVEKANAND UNIVERSITY

A PROJECT REPORT
ON
MARKETING STRATGIES OF TOP BRANDS OF COLD
DRINKS

Submitted in partial fulfilment for the Award of degree of

Master in Management Studies

UNDER THE GUIDANCE OF SUBMITTED BY

Prof.SHWETA RAJPUT HEMANT SONI

 CERTIFICATE

Certified that the dissertation title MARKETING STRATEGIES OF TOP BRANDS

OF COLD DRINKS IN SAGAR is a bonafide work done Mr. HEMANI SONI under

my guidance in partial fulfilment of Master in Management Studies programme . The

views expressed in this dissertation is only of that of the researcher and the need not

be those of this institute. This project work has been corrected by me.

PROJECT GUIDE
SWETA RAJPUT

DATE::

PLACE:
 STUDENT’S DECLARATION

I hereby declare that the Project Report conducted on

MARKETING STRATEGIES OF TOP BRANDS OF COLD DRINKS

Under the guidance of

Ms. SHWETA RAJPUT

Submitted in Partial fulfillment of the requirements for the Degree of

MASTER OF BUSINESS ADMINISTRATION

TO

SVN COLLAGE

Is my original work and the same has not been submitted for the award of any other

Degree/diploma/fellowship or other similar titles or prizes.

Place: SAGAR HEMANT SONI

Date:
 ACKNOWLEDGEMENT

It is indeed a pleasure doing a project on “MARKETING STRATEGIES OF TOP

BRANDS OF COLD DRINKS”. I am grateful to sir Parmesh goutam (hod) for providing

me this opportunity.

I owe my indebtedness to My Project Guide Ms. Shweta rajput, for her keen

interest, encouragement and constructive support and under whose able guidance I have

completed out my project. She not only helped me in my project but also gave me an overall

exposure to other issues related to retailing and answered all my queries calmly and patiently.

I take the pleasure to express thanks to all my colleagues for many useful discussions

and cooperation during the course of the project work.

TABAL OF CONTENTS

Executive summary

CHAPTER 1- INTRODUCTION

CHAPTER 2- PROFILES OF THE ORGANIZATION

CHAPTER 3- MARKETING STRATEGY

CHAPTER 4- STUDY OF SELECTED RESEARCH PROBLEM

TOPIC OF RESEARCH PROBLEM

STATEMENT OF RESEARCH OBJECTIVES
RESEARCH DESIGN AND METHODOLOGY
 Problem identification
 Scope of study
 Objective of study
 Research design
 Sampling plan
 Method of data collection
 Sources of data collection
 Limitations

CHAPTER 8- ANALYSIS OF DATA

CHAPTER 9- SUMMARY AND CONCLUSIONS

CHAPTER 10-ANNEXURES
 EXECUTIVE SUMMARY

From this project titled " MARKETING STRATEGIES OF TOP BRANDS OF COLD

DRINKS " in colds drinks industry, I have learned a lot about real practical work being done

in the market I have also watched & learned the practical applicability of the various things

that we have studied theoretically.

I observed on the basis of survey in SAGAR city that Coca-Cola lay emphasis on

merchandising in order to become the No.1 brand in soft drink industry the report was finds

out the availability of different flavor and packs.

Cola-Cola adopt a good customer relationship management, it is focus on the, segment of the

product because each segment is affected by different sets of factor which hamper or enhance

sales. Each segment had its own Pros & Cons. So we have to understand the various segment

of soft drink industry that which flavor is existing more in the market, Such as Thums-up

strong brand of coke which is more popular in young generation. I also observe about fate

dealer, sub dealer, monopoly counter & its marketing strategy. Such as fate dealer is

influence wrong direction to the market. They are supply product at high margin with low

scheme.

The company is making all out efforts to quench the thrist of millions of people around

the globe but thirst of the company to capture the globe should never be quench.

A feeling of being satisfied should never be allowed to creep into the management as well as

the rank and the profile of the company. SAGAR market being a gateway to the M.P. The

efforts to capture the market completely should be the soul aim of management particularly

in the light of the fact that a major bottling plant is situated in the area.
CHAPTER 1

INTRODUCTION
GENERAL INTRODUCTION ABOUT THE SECTOR

Fast Moving Consumer Goods (FMCG), also known as Consumer Packaged Goods (CPG)

are products that have a quick turnover and relatively low cost. Consumers generally put less

thought into the purchase of FMCG than they do for other products. The Indian FMCG

industry witnessed significant changes through the 1990s. Many players had been facing

severe problems on account of increased competition from small and regional players and

from slow growth across its various product categories. As a result, most of the companies

were forced to revamp their product, marketing, distribution and customer service strategies

to strengthen their position in the market.

By the turn of the 20th century, the face of the Indian FMCG industry had changed

significantly. With the liberalization and growth of the Indian economy, the Indian customer

witnessed an increasing exposure to new domestic and foreign products through different

media, such as television and the Internet. Apart from this, social changes such as increase in

the number of nuclear families and the growing number of working couples resulting in

increased spending power also contributed to the increase in the Indian consumers' personal

consumption. The realization of the customer's growing awareness and the need to meet

changing requirements and preferences on account of changing lifestyles required the FMCG

producing companies to formulate customer-centric strategies. These changes had a positive

impact, leading to the rapid growth in the FMCG industry. Increased availability of retail

space, rapid urbanization, and qualified manpower also boosted the growth of the organized

retailing sector.

HLL led the way in revolutionizing the product, market, distribution and service formats of

the FMCG industry by focusing on rural markets, direct distribution, creating new product,
distribution and service formats. The FMCG sector also received a boost by government led

initiatives in the 2003 budget such as the setting up of excise free zones in various parts of

the country that witnessed firms moving away from outsourcing to manufacturing by

investing in the zones.

Though the absolute profit made on FMCG products is relatively small, they generally sell in

large numbers and so the cumulative profit on such products can be large. Unlike some

industries, such as automobiles, computers, and airlines, FMCG does not suffer from mass

layoffs every time the economy starts to dip. A person may put off buying a car but he will

not put off having his dinner. Unlike other economy sectors, FMCG share float in a steady

manner irrespective of global market dip, because they generally satisfy rather fundamental,

as opposed to luxurious needs. The FMCG sector, which is growing at the rate of 9% is the

fourth largest sector in the Indian Economy and is worth Rs.93000 crores. The main

contributor, making up 32% of the sector, is the South Indian region. It is predicted that in

the year 2010, the FMCG sector will be worth Rs.143000 crores. The sector being one of the

biggest sectors of the Indian Economy provides up to 4 million jobs.

 INDUSTRY PROFILE

ORIGIN AND DEVELOPMENT OF THE INDUSTRY

Soft drink industry scenario the world over is almost the same with two major players i.e.

Pepsi Co. and Coca-Cola having the major thank in the pie. The other major player in the

industry is Cadbury-Schweppes and some local player in individual countries. The major

components of the industry consist of the concentrate manufactures, bottles and the sales and

distribution network of the companies the rule and responsibilities of each of them are

different.

The major activity taken up by the concentrate manufactures relates to the production of the

basic product which is battled by the battling plants mostly independents and subsequently

sold through the established distribution set ups of the respective companies. Incidentally a

lion‘s share of the total sales of the product of most of the companies is through fountain a

sale which sums to be the most popular outlet in the western countries. Through in India

fountain sales from a very insignificant part of the sales revenue. During the initial stag both

soft drink majors used a network of independent bottlers to bottle and market their products.

Independents bottling arose primarily because it was not possible to create an effective

organization for operating a vertically integrated company with hundreds of geographically

separated manufacturing unit and local delivery operations given the limited transportation

and communication system of the time and the lack of sophisticated financial and

management controls.
Although Coca-Cola and Pepsi Co. are premier marketing companies the fundamental

competitive advantage that allowed that to compete so effectively lies in their ability to

operate through a very cumbersome distribution system.

In India after the exit of coke in 1977 Parley and pure drinks controlled the Indian Soft

Drinks market. By the end of 1970 Campa-Cola was practically alone in Cola market Parleys

introduced Thums up in the beginning of 1980s. By the end of 80‘s Parley with Limca, gold

spot and Thums up emerged as clear winner with around 60% market share.

In the year 1985 Pepsi tried to enter into India when it teamed up with RPG group. This

proposal as rejected on the grounds that the import of concentrate could not be agrees and the

use of foreign brand name was not allowed. In year 1988 Pepsi again floated a project this

time in collaboration with Punjab agro Corporation (PIAC) and Volta‘s India Limited and

succeeded. Finally in June 1990 Pepsi was launched in India under the brand name of ‗Lehar

Pepsi‘.

The most strategic step taken by Coca Cola was the purchase of Parley brands. With this

coke instantly had the ownership of countries tap soft drinks brands as well as got access to

Parleys extensive 54 plants bottling as well as a pre set distribution net work. This purchase

gave coke an over might lead occur rival Pepsi which had came almost 5 year earlier.
GROWTH AND PRESENT STATUS OF THE INDUSTRY

The total value of the soft drink industry was $48 billion in 1990‘s. The average in the states

48 gallons per year. Industry analyst contended that the soft drink industry had plateaued, and

that total consumption was unlikely to increase significantly in the near future. As a

consequence, the cola wars were moving to international markets. Although, after the mid

90‘s both company found a different strategy fueled by the twin engines of innovation and

diversity. Consumers are drinking a widening assortment of beverages. There is increasing

demand for health and nutrition drinks (juices and juice-based products), rejuvenation drinks

(tea and coffee), and replenishment drinks (sports drinks and water). Coke, the world‘s

largest soft drink company with a 45% share of the worldwide soft drink market, earned 80%

of its profits outside of the United States in 1993. In according to this, Pepsi, with only 15%

of its beverage operating profits coming from overseas was using ―guerilla warfare‖ to attack

Coke in selected international markets. Americans consumed 23 gallons of soft drinks a year

in 1970 compared to 48 gallons in 1993. This growth was fueled by increasing availability

and affordability of soft drinks in the marketplace, as well as the introduction and growth of

diet soft drinks. And then become stabile. For improve profits on the saturated market was

possible by cost reduction, new products but not cannibalize your products, and better value

chain that returns you as a competitive advantage. It was not easy. There were many

alternative to soft drinks ; coffee, beer, milk, tea, bottled water, juices, powdered drinks,

wine, distilled spirits, and tap water. The 1980s Pepsi and Coke transformed their businesses.

These consumer-oriented businesses experienced changes in the forces impacting key

strategy areas: investment; distribution channels; trade and manufacturer relations;

shareholder pressure; marketing and promotional programme design; new competitors and

proliferation of products across their traditional categories, etc. Using 1978 as a base year,
the Consumer Price Index (CPI) grew at an average rate of 5.9%, compared with soft drink

price growth 3.8%. Consumer demand appeared to be sensitive to price increases. The cola

segment of the soft drink industry held the dominant (68%) share of the market in 1992,

followed by lemon/lime with 12%, pepper flavor 7%, orange 3%, root beer 2%, and others

8%. Coke and Pepsi had a combined 73% of the soft drink market.

Pepsi and Coca-Cola have more than 200 different products globally in 2000.
 FUTURE OF THE INDUSTRY

Consumers are drinking a widening assortment of beverages. There is increasing demand for

health and nutrition drinks (juices and juice-based products), rejuvenation drinks (tea and

coffee), and replenishment drinks (sports drinks and water). Soft drink companies intend to

fulfill the needs of consumers for every occasion at every stage of their lives. Both Pepsi and

Coca Cola pronounced their self a ―total beverage company‖. More and more, people are

turning to noncarbonated beverages to give them vigor and energy. Whether it‘s for a lift

during the day or for enjoyment after the workday ends, consumers are embracing ready-to-

drink teas and coffees. With every new discovery of the health benefits of teas, demand

increases even more.

The basic product of soft drink companies ―cola‖. Today, cola is the most consumed

beverage, still in the world. Even as lifestyles change all over the world, there is one

beverage that remains the essential element for all people — water. Soft Drink Companies

are also focusing on their portfolio of replenishment beverages to meet differing local tastes

for water and to provide sports drinks that quench the thirst of people with active lifestyles.
 CHAPTER 2

PROFILE OF THE

ORGANIZATION
The Mission Statement of the Coca Cola Company

Our mission statement is to maximize shareowner value over time.

In order to achieve this mission, we must create value for all the constraints we serve,

including our consumers, our customers, our bottlers, and our communities. The Coca

Cola Company creates value by executing comprehensive business strategy guided by

six key beliefs:

1. Consumer demand drives everything we do.

2. Brand Coca Cola is the core of our business

3. We will serve consumers a broad selection of the nonalcoholic ready-to–drink

beverages they want to drink through out the day.

4. We will be the best marketers in the world.

5. We will think and act locally.

6. We will lead as a model corporate citizen.

The ultimate objectives of our business strategy are to increase volume, expand our

share of worldwide nonalcoholic ready to drink beverages sales, maximize our long-

term cash flows, and create economic value added by improving economic profit.
The Coca Cola system has more than 16 million customers around the world that sells or

serves our products directly to consumers. We keenly focus on enhancing value for these

customers and helping them grow their beverage businesses. We strive to understand each

customer‘s business and needs, whether that customer is a sophisticated retailer in a

developed market a kiosk owner in an emerging market.

There are nearly 6 million people in the world who are potential consumers of our company‘s

product. Ultimately, our success in achieving our mission depends on our ability to satisfy

more of their beverage consumption demands and our ability to add value for customers. We

achieve this when we place the right products in the right markets at the right time.
ORIGIN OF THE ORGANIZATION

Coca-Cola is a carbonated soft drink sold in almost all the countries of the world. Coca-Cola

is manufactured by ―The Coca-Cola Company‖ and is often referred to as Coke. Coke is one

of the most recognizable brands in the world.

Coca-Cola was invented by John Stith Pemberton in Covington, Georgia in

May 1886. The beverage was initially a coca wine and was called Pemberton‘s French Wine

Coca. After Atlanta and Fulton County passed Prohibition legislation, Pemberton made a

carbonated, non-alcoholic version of French Wine Cola and called it Coca-Cola. Coca leaves

from South America were added as a stimulant to the beverage along .with kola nuts which

were added to give flavor to the drink. Due to them the name Coca-Cola was given to the

beverage. Asa Candler, who was also a pharmacist of Atlanta, bought the formula for Coca-

Cola in 1887 from John Pemberton for $2,300. Asa Candler marketed Coke

aggressively and was responsible of the dominance of the world soft drink market by Coke.

During Pemberton‘s time five ounces of coca leaf were added per gallon of the syrup which

constituted a significant dose. Candler claimed in 1891 that he had altered the formula of

Coca-Cola and it now contained only a tenth of amount of coca leaves. Coca-Cola also

contained nine milligrams of cocaine per glass till 1904, when they started using ―spent‖

leaves instead of fresh leaves.

GROWTH AND DEVELOPMENT OF THE ORGANIZATION

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.

In 1978, The Coca-Cola Company was selected as the only Company allowed selling

packaged cold drinks in the People's Republic of China.

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."

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.

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.

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.

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.

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.

PRESENT STATUS OF THE ORGANIZATION

Asia will be the biggest driver of Coca-Cola‘s growth over the next 10 years, the head of the

world‘s biggest beverage company said, adding that the company had lost out by not

investing enough in the region in the past. ―Asia is at the core,‖ Neville Isdell, the chairman

and chief executive of the Atlanta, Georgia-based Coca-Cola Co., said. The company said its

worldwide unit-case volume sales grew 6%—the highest rate since 2002. Isdell said Coca-

Cola has invested more than $1 billion (Rs4, 100 crores) over the last 12 months in Asia,

particularly in the Philippines, China, India and Indonesia.

Coca-Cola Co slightly increased its lead over rival Pepsi-Cola Co in 2002, thanks to the

successful launch of Vanilla Coke and the growth of Diet Coke, according to US soft drink

industry rankings.

Coke gained 0.6 percentage points in market share and increased its case volume by 2.1 per

cent, according to beverage digest-/Maxwell, a New York-based industry newsletter and data

service said. The company captured a larger share of the market even though its coke classic

brand fell 0.6 percentage points in market share. Atlanta-based Coca-Cola dominates 44.3

per cent of the US soft drink market, but saw its market share drop between 1999 and 2001.

With the latest gains, it‘s only 0.2 percentage points away from where it stood in 1998 at

44.5.
FUNCTIONAL DEPARTMENTS OF ORGANIZATION

There are 6 functional departments within Coca Cola.

Marketing

Finance

Packaging

Sales

Research and development

Administration
 MARKETING STRATEGIES OF GETTING

GOALS I.E. “HIGH PROFITS”

To increase the price is the least thing, which Coke can adopt. There are so many ways

through which Coke can increase the profits. Some major ways are as follows.

 Volume can be increased

 Interest level of consumers

 To take part in energetic festivals

How to increase the volume of consumers?

Coke can increase the volume by expanding the industry of coke. Through advertisements,

offering different interesting things to attract people towards this product.

How to increase the interest level of consumers?

Coke is increasing the interest level of consumers by offering different flavors. For example

Coke is increasing the number of flavors in ―Fanta‖, this is one of

the product of coke. Through offering different flavors Coke can increase the Level of

consumers and through this profits can be gained.

How to take part in energetic events?

Coke is already taking part in the events like ―world cup cricket‖ since last many years. Coke

offers different attractive things in their events and through this Coke gained high profit and

consumption of coke increased on these occasions.

 PRODUCTS OF COCA-COLA

Coca-Cola serves in India some of the most recalled brands across the world,

Which include names such as Coca-Cola, Thumps up, Sprite, Fanta, along with

The Schweppes product range.

The acquisition of Thums Up brought some of the leading national soft drinks like

Thums Up, Limca, Maaza, Citra and Gold Spot under its umbrella. To add to

This, Kinley mineral water was launched in the year 2000.

The Company ranking up "firsts" in the introduction of Canned and PET soft

drinks, vending machines and backpack dispensers for crowds of cricket supporters.
 COCA COLA BEVERAGES

BRANDS:

 Thums up

 · Maaza

 · Sprite

 · Fanta

 · Coca cola

 · Kinley

 · Sun fill

·
 COCA COLA

SLOGAN: -

“THANDA MATLAB COCA- COLA”

“JO CHAHE HO JAYE COCA-COLA ENJOY”

“SAR UTHA KE PIYO”

The world`s famous drink, the world 1s most valuable brand. he most recognizable word

across the world after OK .Coca Cola has truly remarkable heritage. Developed in a brass pot

in 1886, Coca-Cola is the most recognized and admired trademark around the globe. Not to

mention the best selling soft drink in the world.

In India .Coca Cola was the leading soft-drink till 1977 when government 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.

 THUMS-UP

SLOGAN: -

“I WANT MY THUNDER"

"THUMPS UP TASTE THE THUNDER"

Originally introduced in 1977, Thums Up was acquired by The Coca-Cola Company in

1993.Thums Up is a leading carbonated soft drink and most trusted brand in India. 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.Coca Cola has also

launched several contests for the promotion of Thums up like Hai Dum and Ninja Jeeto

Contest to attract the Youth. Coca Cola spent $ 3.5 million to beef up advertising and

distribution for Thums Up. By 2002, it had become India`s No.1 cola drink India.
 MAAZA

SLOGAN: -

"Taaza Mango, Maaza Mango"

"Botal mein Aam, Maaza hain Naam".

Maaza was launched in 1976. Here was a drink that offered the same real taste of fruit juices

and was available throughout the year. In 1993, Maaza was acquired by Coca-Cola India.

Maaza currently dominates the fruit drink category. It is available in SKUs of 200ml RGB,

250ml RGB, 125ml Tetrapak and 200ml Tetrapak

 SPRITE

SLOGAN: -

"SPRITE BUJHAYA ONLY PYAAS, BAKI ALL BAKWAAS"

"DHIKAWE PE MAT JAO APNI AKHAL LAGAO”

In India, Sprite was launched in year 1999.Sprite is perceived as a youth icon. With a strong

appeal to the youth, Sprite has stood for a straightforward and honest attitude. Its clear crisp

refreshing taste encourages the today's youth to trust their instincts, influences them to be

true to who they are and to obey their thirst. Sprite is available around the country in 200ml,

300ml, 500ml, and 500ml + 100ml free, 1.5ltr, 2ltr, 2.25ltr and 330ml cans.

Today Sprite is perceived as a youth icon. Why? With a strong appeal to the youth,

Sprite has stood for straight forward and honest attitude. Its clear crisp refreshing taste

encourages the today‘s youth to trust their instincts, influences them to be true to who they

are and to obey their thirst.

 FANTA

SLOGAN: -
“KUCH BH1 HO SAKTA HAI”

“MASTI KA APNA TASTE”

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. Perceived as a fun youth brand, Fanta 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. Over the years Fanta has occupied a strong market place and is identified

as ―The Fun Catalyst‖.

Fanta advertising over a time has the biggest association with fun and friends that have

reflected through past TV commercials like ―Masti ka Apna Taste,Bajao Masti‖.

 LIMCA
SLOGAN: -

“JUST TAKE IT EASY”

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 flavour soft drink in the country.

The success formula 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.

The brand has been displaying healthy volume growths year on year and Limca continues to

be the leading flavour soft drink in the country.

 SUNFILL

Sunfill powder drink has been developed locally based on the Indian consumer preferences.

We have kept in mind the Indian palate ( Taste / Sweetness /Sourness /Orange flavour )

.Sunfill is also present in other countries, either in the form of a fruit n juice based drink, or

in the powdered concentrate form in countries like Indonesia, Sri lanka and Bangladesh. It

has been developed using the Coca Cola Company`s expertise in the beverage business.

Keeping in mind the affordability factor and the competition, Sunfill is available in three

variants-Sunfill Regular, Sunfill Anand and Sunfill Tarang.

 KINLEY

SLOGAN: -

“Boond Boond Mein Vishvaas”.

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. 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 reverse-osmosis

along with the latest technology to ensure the purity.

MARKETING

STRATEGIES
Our local marketing strategy enables Coke to listen to all the voices around the world asking

for beverages that span the entire spectrum of tastes and occasions. What people want in a

beverage is a reflection of who they are, where they live, how they work and play, and how

they relax and recharge. Whether you're a student in the United States enjoying a refreshing

Coca-Cola, a woman in Italy taking a tea break, a child in Peru asking for a juice drink, or a

couple in Korea buying bottled water after a run together, we're there for you. We are

determined not only to make great drinks, but also to contribute to communities around the

world through our commitments to education, health, wellness, and diversity. Coke strives to

be a good neighbor, consistently shaping our business decisions to improve the quality of life

in the communities in which we do business. It's a special thing to have billions of friends

around the world, and we never forget it.

PRICE STRATEGY

Trade Promotion

Coca Cola Company gives incentives to middle men or retailers in way a that they offer them

free samples and free empty bottles, by this these retailers and middle man push their product

in the market. And that‘s why coca cola seen more in the market. And they have a good sale

in the market because according to the expert which product seen more in the market that

sells more.

They do agreements with a shop keepers and stores to exclusive sale in that store. These

stores are called as KEY accounts in their local language.

And coke also invest heavy budget on these stores and offers them free samples and free

bottles and some time cash incentives.

Different Price In Different Seasons

Some times Coca Cola Company changes their product prices according to the season.

Summer is supposed to be a good season for beverage industry in India.

So in winter they reduce their prices to maintain their sales and profit. But normally they

reduce the prices of their pet bottles or 1 litter glass bottle.

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.

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.

Sale 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.

UTC Scheme

UTC mean under the crown scheme, coca cola often do this type of scheme and they offer

very handy prizes in it. Like once they offer bicycles, caps, tv sets, cash prizes etc. This

scheme is very much popular among children.

DISTRIBUTION CHANNELS STRATEGY

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.

Indirect Selling

They have their whole sellers and agencies to cover all area. 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.

FACILITATING THE PRODUCT BY INFRASTRUCTURE

For providing their product in good manner company has provided infrastructure these

includes:

 Visi cooler

 Freezers

 Display racks

 Free empty bottles and shells for bottles

ADVERTISEMENT STRATEGY

Coca Cola Company use different mediums

 Print media

 Pos material

 TVs commercial

 Billboards and holdings

Print Media

They often use print media for advertisement. They have a separate department for print

media.

POS Material

Pos material mean point of sale material this includes: posters and stickers display in the

stores and in different areas.

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. So Coca Cola Company does regular

TV commercials on different channels.

Billboards and Holdings

Coca cola is very much conscious about their billboards and holdings. They have so many

sites in different locations for their billboards.

PepsiCo, Inc. is one of the world's top consumer product companies with many of the

world's most important and valuable trademarks. Its Pepsi-Cola Company division is the

second largest soft drink business in the world, with a 21 percent share of the carbonated soft

drink market worldwide and 29 percent in the United States. Three of its brands--Pepsi-Cola,

Mountain Dew, and Diet Pepsi&mdashe among the top ten soft drinks in the U.S. market.

The Frito-Lay Company division is by far the world leader in salty snacks, holding a 40

percent market share and an even more staggering 56 percent share of the U.S. market. In the

United States, Frito-Lay is nine times the size of its nearest competitor and sells nine of the

top ten snack chip brands in the supermarket channel, including Lay's, Doritos, Tostitos,

Ruffles, Fritos, and Chee-tos. Frito-Lay generates more than 60 percent of PepsiCo's net

sales and more than two-thirds of the parent company's operating profits. The company's

third division, Tropicana Products, Inc., is the world leader in juice sales and holds a

dominant 41 percent of the U.S. chilled orange juice market. On a worldwide basis,

PepsiCo's product portfolio includes 16 brands that generate more than $500 million in sales

each year, ten of which generate more than $1 billion annually. Overall, PepsiCo garners

about 35 percent of its retail sales outside the United States, with Pepsi-Cola brands marketed

in about 160 countries, Frito-Lay in more than 40, and Tropicana in approximately 50. As

2001 began, PepsiCo was on the verge of adding to its food and drink empire the brands of

the Quaker Oats Company, which include Gatorade sports drink, Quaker oatmeal, and Cap'n

Crunch, Life, and other ready-to-eat cereals.

When Caleb D. Bradham concocted a new cola drink in the 1890s, his friends' enthusiastic

response convinced him that he had created a commercially viable product. For 20 years,

'Doc' Bradham prospered from his Pepsi-Cola sales. Eventually, he was faced with a

dilemma; the crucial decision he made turned out to be the wrong one and he was forced to

sell. But his successors fared no better and it was not until the end of the 1930s that Pepsi-

Cola again became profitable. Seventy years later, PepsiCo, Inc. was a mammoth

multinational supplier of soft drinks, juices, and snack food. PepsiCo's advance to that level

was almost entirely the result of its management style and the phenomenal success of its

television advertising.

Doc Bradham, like countless other entrepreneurs across the United States, was trying to

create a cola drink similar in taste to Coca-Cola, which by 1895 was selling well in every

state of the union. On August 28, 1898, at his pharmacy in New Bern, North Carolina,

Bradham gave the name Pepsi-Cola to his most popular flavored soda. Formerly known as

Brad's Drink, the new cola beverage was a syrup of sugar, vanilla, oils, cola nuts, and other

flavorings diluted in carbonated water. The enterprising pharmacist followed Coca-Cola's

method of selling the concentrate to soda fountains; he mixed the syrup in his drugstore, then

shipped it in barrels to the contracted fountain operators who added the soda water. He also

bottled and sold the drink himself. In 1902 Doc Bradham closed his drugstore to devote his

attention to the thriving new business. The next year, he patented the Pepsi-Cola trademark,

ran his first advertisement in a local paper, and moved the bottling and syrup-making

operations to a custom-built factory. Almost 20,000 gallons of Pepsi-Cola syrup were

produced in 1904.
Pepsi has been bringing fun and refreshment to consumers for over 100 years. From its
humble beginnings over a century ago, Pepsi-Cola has grown to become one of the
bestknown,

most-loved products throughout the world. Today, the company continues to

innovate, creating new products, new flavors and new packages in varying shapes and sizes
to meet the growing demand for convenience and healthier choices.

The various product of Pepsi available in India are:

Pepsi: Pepsi is the most saleable product of PepsiCo. It is popular in the younger
generation all around the world.

Diet Pepsi:With its light, crisp taste, Diet Pepsi gives you all the refreshment you need -
with zero sugar, zero calories and zero carbs, Light, Crisp, refreshing.

Mirinda: Mirinda was originally produced in Spain. Mirinda is a brand of soft drink
available in fruit varieties including orange, grapefruit, and apple, strawberry, pineapple,
banana, and passionfruit and grape flavors. The orange flavor of Mirinda represents the
majority of Mirinda sales worldwide.

7up: 7 Up is a brand of a lemon-lime flavored non-caffeinated soft drink. The rights to

the

brand are held by Dr Pepper Snapple Group in the United States, and PepsiCo (or its
licensees) in the rest of the world.

Mountain Dew: Mountain Dew (also known as Mtn Dew as of late 2008) is a soft drink
distributed and manufactured by PepsiCo. Mountain Dew (and its energy drink counterpart
known as AMP) often incurs the disapproval of health experts due to its relatively high
caffeine content for a soft drink or energy drink.

Pepsi Blue: Pepsi Blue is a berry-flavored soft drink produced by PepsiCo. It was
launched

in India near the cricket world cup to associated the Pepsi with the Indian people as Blue is
official colour of Indian cricket team. The flavor of Pepsi Blue was thought by drinkers to
be similar to cotton candy with a berry-like aftertaste (it resembled that of blueberries or
raspberries).

Slice: Slice is a line of fruit-flavored soft drinks manufactured by PepsiCo and

introduced in 1984. Varieties of Slice have included Apple, Fruit Punch, Grape, Passion fruit,
Peach, Mandarin Orange, Pineapple, Strawberry, Cherry Cola, "Red", Cherry-Lime, and Dr
Slice.
4.3 PRODUCT FILLING STRATEGY
A firm can lengthen its product line by adding more items within the present range. There

are several motives behind line filling:

- Reaching for incremental profits

- Trying to satisfy dealers who complain about lost sales because of missing items in the line

- Trying to utilize excess capacity

- Trying to be the leading full-time company

- Trying to plug holes to keep out competitors.

Pepsi and coca-cola, both the company uses this type of line filling strategy.Time to time in

different seasons Pepsiand Coca cola launches different type of products. Zerocoke

(launched on the occasion of release of James bond movie QUANTUM OF SOLACE) by

Coca Cola comes under this type of product filling marketing. However in absolute terms

there is no any difference in the product ingredients, but their presentation is different and

both the companies present their product as if this is a new

product.
STUDY OF RESEARCH

PROBLEM
TOPIC OF RESEARCH PROBLEM

This project report takes into account the MARKETING STRATEGIES OF TOP

BRANDS OF COLD DRINKS.

STATEMENT OF RESEARCH OBJECTIVES

This project takes a look that what type of marketing strategy adopted by coke. The two

major global players i.e. Pepsi and Coca-Cola dominate the soft drinks industry in India.

The objectives of the project are to study the importance of strategic management and sales

promotion strategies schemes in the soft drinks industry.

The study also keeps in mind various theories like DAGMAR & AIDS and their relevance in

today‘s changing scenario.

RESEARCH DESIGN AND METHODOLOGY

The project will involve a study the importance of strategic management and sales promotion

strategies schemes in the soft drinks industry.

. The study will include following parameters.

 Top of the mind recall.

 Brand awareness about an advertisement.

 The use of celebrity in a particular campaign and their impact.

The mode of the data collection would include both primary and secondary.

The impact of sale promotion schemes would measure on:

 Their visibility.

 Recall value of a post schemes.

 Acceptability of the current scheme by the customers and sales force.

For this purpose both primary and secondary data would be collected.

For clarification certain annexure of ads and sales promotion schemes are added in the end.

The project work started with the collection of secondary data from various sources such as

newspaper, magazines, journals and web sites. Along side two questionnaires were also

prepared one aimed at consumers and the other aimed at retailers together primary data,

regarding the influence and effect of Advertising and sales promotion schemes on the sales of

soft drinks (Carbonated Soft drinks).

This research includes:

 Problem identification

 Scope of study

 Objective of study

 Research design

 Sampling plan

 Method of data collection

 Sources of data collection

 Limitations

1. Problem Identification:

Marketer should be aware of the perception of customer about his product so that he

can gain maximum out of it. He should be aware of who are decision maker as well as

ultimate buyer of product.

2. Scope of study:

The scope of this study is kept within the control of individual researcher.

3. Research Design:

The method adopted for research is ―Experience Survey‖ i.e. survey of people who

have practical experience of soft drinks in Sagar, in such a research design the decision

regarding what, where, whom, how much, by what means are concerned. It is the blue print

for the research undertaken.

Measurement and Scaling Technique for Research:

In this research the rating scale technique is used. Rating scale involves qualitative

description of a limited no of aspects of thing or of traits of a person. In rating scale we judge

properties of objects without reference with other similar object.

The ranking can be done by graphic rating scale as:

 Like very much

 Like some what

 Natural

 Dislike some what

 Dislike very much

5. Sampling Plan:

It includes sample unit, sample size, sample procedure.

Sample Unit: Sample unit is target population of SAGAR.

Sample size: Research is done on 200 respondents of SAGAR.

6. Method of data collection:

 Observation method

 Questionnaire method

 Data collection through journal, magazines

  Data collection through websites of various Soft Drink‘s related companies.

7. Sources of data collection:

Primary sources: Sample survey of target population

Secondary sources: Company pamphlet‘s, different journal such as A+M, Business

magazine as business world, business India, industry manual and web sides.

8. Limitations of Study:

 Resources for collection of data are less.

 Time period for data collection is short

 Difficult to get response from customer.

 Experience in field of research is difficult job.

 ANALYSIS OF DATA

Which brand of soft drink you prefer?

Sales

39

PepsiCo
61
Coca Cola

When asked about particular brands consumers responded the two cola‘s namely Pepsi and

coke as their favorites. Out of which Coca Cola was leading with 61% while Pepsi came

second at 39%, It was also observed that cola segment was preferred by more than 70% of

the total consumers interviewed.

Why do you prefer it?

Price Advertising
21% & Schemes
29%

Easy Preference
Availability 19%
31%

When asked to the consumers responded availability of a particular brand of soft drink of the

most important in their purchase decision. Through advertising and sales promotion schemes

were also very important while making their final purchase decision as it is an impulse

purchase, consumers often related their purchase with the recall of an ad which their viewed

on television. Apart from easy availability and promotional schemes price was another major

driving factor in the purchase of a soft drink for consumers (Pet bottles prices vary).
When you talk of soft drink advertising which all brands come to your mind
(please specify in order of recall)?

Maaza Others Limca

5% 6% 9%
Pepsi Thums up
35% 16%

Coke
29%

When the above question was asked to the consumers they could easily recall Pepsi and

Coke ads almost equally. Though Pepsi had a very minor edge. This question also shows

Pepsi‘s aggressive nature in advertising, which is its trademark the world over. Pepsi has

always been known as an aggressive advertiser and this is also true in Indian market.

Thums up was a distant third because of its continuous attacks on Pepsi.

Do you think the advertising done by the companies affects the sales of their
respective soft drinks?

No
29%

Yes
71%

As its is clear from the above graph that advertising as a major impact on the sales of soft

drinks most of the consumers almost 71% thought advertising has direct effect on the sales of

the soft drinks. When consumers were asked about the effect of ads on sales most of them

responded in favor. They said that ads were the most important factor in driving the sales of

any brand. Especially with the younger generation, it often drives them towards a particular

brand of soft drink due to its advertisement.

Which from of advertising and sales promotion strategies do you think is most
effective for soft drink industry?

45 41
40
35
29
30
25
20
15 13
8 9
10
5
0
Sales Television Outdoor
Promotion Advertising Advertising
Schemes

Consumers think that television advertising has a major impact on the sales of soft drinks. As

television reaches maximum urban homes, which are the major market of the soft drinks,

they have a direct impact on the consumer‘s behavior. Apart from that newspaper advertising

is also important. Apart from these advertising media, sales promotion schemes from the next

important strategy.
According to you which company’s advertising are more creative and
appealing?

57
60
43
50

40

30

20

10

0
PepsiCo Coca Cola

HTA, the advertising agency for Pepsi, has come up with many innovative ads in the past,

creating a good impression in the mind of consumers. Most of the consumers interviewed

responded that they like Pepsi ads more than that of Coke. Recently Coke has also come up

with few ads, which are specifically by the consumers.

 ANALYSIS OF RETAILERS

Type of business

Sweet
Others
Shops
Eatery 6%
27%
22%

Provisons
Stores
45%

To conduct the research a number of Retail Outlets were visited these retail outlet included

provisions stores, eateries, sweets shops, tea stalls, Dhabas etc. Out of these it was found that

provision stores of the local market where the major sellers of the soft drinks and consumers

usually preferred to buy soft drinks from their local grocery store.
Which segment of soft drink consumer generally asked for? (Rank them on
scale 1, 2, 3)1 is max. 3 is min.

60
51
50

40

30 27

20
14

10
4 4

0
Cola Orange Cloudy Clear Others
Lemon Lemon

As it is an apparent from the above graph when asked about which segment the consumers

generally asked for the retailer‘s respondent that Cola by itself was the largest selling soft

drink amounting to 61% of total soft drink sales. Orange came a distant second at 17%

followed by cloudy lemon, which constituted another 14%.

Why do think that a consumer ask for a particular brand of soft drink?

Advertising Price
& 21%
Promotion
39%
Availbility
Brand 23%
Prefrence
17%

The consumer preferences are very fragile and not firm. Consumers‘ preference usually

changes with the various schemes and the advertising. Which has major impact on their

purchase decision? Price is another critical factor on which the consumer purchase

decision is based. It is often found that the consumers change their preference in

accordance with various price discounts offered to them. Availability is another major

aspect, which decides the actual purchase. A consumer may change his or her preference

based in the fact that which brand is available chilled at that moment.
Major sale of soft drink is due to?

40 38

35
30
25
25
21
20
16
15
10
5

0
Availability Price Brand Scheme
Name

Though advertising and sales promotion act as a major tool to attract customers for the

purchase of the particular soft drink, but it is actually the availability that is by far the

most important factors, which drive the sale. Apart from availability the price factor is

again cited as an important factor in the actual sale of the soft drinks. Apart from these

various schemes and sales promotion activities under taken by the company also acts as

sources of sale. The brand preference and loyalty is by far the least important factor

driving the sale.

What are the attributes that influence you to decide which brand of soft drink
to keep? (Rank them on scale of 1-4).

50
45 43

40
35
30 27
25
20 18

15 12
10
5
0
Company Consumer Promotional Brand
Support Pull Schemes Name

The attributes that influence a retailer to keep a particular brand of soft drink are pro

motional schemes brand name consumer pill and company support. Out of these factors

promotional scheme again is the major factor that influences any retailer to keep the stock

of particular brands. Apart from this consumer pull and brand name acts are the major

influencers for the retailers to keep stork of a particular soft drinks. One more factor

which affects the retailers to keep stock of particular soft drinks is the company support

which is provided in from of visi coolers, banners, sign boards etc. through the kind of

company support provided by the majors is almost the same.

Does the promotional scheme of the company have any effect on the sales
of soft drinks brands?

No
29%

Yes
71%

As sighted in the above analysis, sale of any soft drink is very much affected by the

promotional schemes provided by the company to the retailers. These schemes act as the

push towards the sales for any soft drink brands.

SUMMARY AND

CONCLUSIONS
 SUMMARY OF LEARNING EXPERIENCE

SWOT ANALYSIS

The overall evaluation of a company‘s Strength, Weakness, Opportunities and Threats is

called SWOT Analysis.

The SWOT Analysis is further divided into two parts :-

 Internal environment analysis

 External environment analysis

Internal environment analysis (analysis of strength and weakness)

It is one thing to discern attractive opportunities and another to be able to take
advantage of these opportunities. Each business unit needs to evaluate its internal strength
and weakness.

As the research is conducted following strength and weakness of the Coke Company is
found.

Strength
1. Good company image.

2. Well trained and experience workers and executives are available.

3. Strong distribution network.

4. Brand 'Thums-Up' alone cover the big market. Adopted two types of distribution
channels (Direct route and indirect route).

5. Effective sales promotion schemes and commission to salesman on achieving target.

6. Effective executive team.

Weaknesses

1. Less personal contacts with retailers.

2. Service is not good.

3. Company officials do not visits outlets regularly.

4. Fewer advertisements Channels.

5. Bad and delay in claim settlement.

6. No proper maintenance of asset as like visi-coolers, dealer board, glow sign, etc.

7. Less availability of dealer board, glow signboard, painting etc.

Opportunity

1. High growth rate for fruit drink market.

2. Rural area has a great population of youths in sagar.

3. Rural area has good market share of PepsiCo in India.

4. Therefore there is a need only of marinating this share in future.

5. Targeting the upper middle class for home take segment.

Threats

1. High growth of competitor's products.

2. Better facilities provided by the competitor to their distribution this might lead to
switch over to slice distribution towards competitors.

3. Indifference among distributor and fat dealers.

4. Different effective promotion schemes of competitors.

 CONCLUSIONS AND RECOMMENDATIONS

CONSUMER PERCEPTIONS

 Soft drinks come under the category of products purchased on impulse. Through the

markets is marred by brand loyalty the purchase decision itself is a low involvement

decision. This attitude of impulse buying is slowly changing to occasion-led-buying

and also to some extent to consumption through home refrigerator particularly in

urban areas.

 The market is slowly moving from non-alcoholic carbonated drinks to fruit based

drinks and also to plain bottled water due to lower price and ready availability.

 Consumers purchase soft drinks primarily to quench thirst. Therefore people traveling

and not having access to hygienic water reach out for soft drink. This accounts for a

large part of the sales.

 Brand awareness plays a crucial role in purchase decisions.

 Consumers prefer convenient and economy products.

 Availability in the chilled from affects the purchase decision. This has made both

companies to push its sales and to increase its retail distribution by offering Visi

Coolers to retailers.

 While there is no restriction on consumption of soft drinks by any age group, the

main consumers of this market are people in the age group of 30 and below.

 Product differentiation is very low, as all the products taste the same. But brand

loyalty is high in the case of kids and people in the age group of 20-30 years.

 Consumers are sensitive to the outlay where the purchase of beverages is concerned.

Hence the market is price sensitive.

  Due to the high cost of soft drinks, a lot of times consumers prefer beverages like tea,

coffee or other drinks like sharbat and squashes.

 Per capita consumption in India is among lowest in the world at 5 bottles per annum

compared to 80 bottles in Thailand and 800 bottles in USA.

 Delhi market has highest per capita consumption in the country with 50 bottles per

annum compared to 5 bottles for the country.

RETAILERS PERCEPTIONS

 Retailers stated that the consumers are loyal to the particular segment of the soft

drink i.e. cola, orange or lemon. But as far the loyalty for the brands in each

segment is concerned, it is not very significant.

 43% of the retailers surveyed told that in soft drinks advertising is the key

component in driving sales. While 32% stated promotional schemes and 20%

brand loyalty as the reason.

 As consumers are not very brand loyal where the purchase of soft drinks is

concerned, the retailer push becomes a critical issue. They usually sell the product

in which they get the maximum benefit. For this, the companies try to offer them

higher margins
 SUGGESTIONS

Although it is very early to suggest any thing to such a internationally renounced

company like Coca-Cola having in the mature stat e of marketing yet for the local market,

client distributors & retailers, based on the interactions & feed backs from various outlets,

segments of customers I would like to suggest as under:

 Company should promote good and heart felt Slogans and Jingles.

 Company should provide others small advertising items in the form of garlands,

hangers recto the shopkeepers as there are cheap and Q good source of advertising.

 Company should sponsor important event like World cup, Asian & other tournament,

any event related to film awards and programmers of local importance.

 Company, If possible should give schemes to the customers through newspapers

having provision for discounts in purchasing its products.

 Company should organizing campaigns & distributes caps, Key rings, glasses,

serving tray, pussels on which company packages are branded.

 Chilling equipments should provide on a cost basis.

 Chilling equipments (like family freeze, vizzi or Electric bottle cooler) should be

provided to the outlets

 If there is any default found in the chilling equipment provided by the company

should be repaired quickly when so required.

 Company should ensure good supply of stock.

 Company should go for more monopoly counters.

 Company should give discount with every crate as is being done by Pepsi.

 There should be surprise check by the company to endure whether benefits of

schemes provided by the company reach outlets or not and take corrective measures

in case of default.

 Company should arrange seminars and meetings with dealers on an ongoing basis on

monthly interval.

 Shopkeeper feedback should be taken in regular manner.

 A special shopkeeper‘s care cell should be formed to listen the shopkeeper‘s

grievance on the lines of customer care cell.

 No. of hoardings should be increased.

 Flexibility in the allot of monopoly items should be encouraged.

 . Some free gifts should also be given on established Brands to stimulance the retailer.

 Company should elaborate public announcement on important days like Health day,

Anti drug day world aids day etc.

 Company should tap colleges and school canteens. They should be given extra

discounts as these outlets give potential long run customers to the company.

 Company should provide Tables, Chairs wall clocks, stands, openers to the retailers

as f or them type of free gifts are significant and they promote those company's

products who provide such items to them

ANNEXURES
 QUESTIONNAIRE FOR CONSUMERS

Name: Sex:

Age Location:

1) Which Company brand‘s of soft drink do you prefer?

a) Coca Cola b) Pepsi

2) Why do you prefer it?

a) Adv. & promotion schemes b) Preference

c) Price d) Easy Availability

3) Which form of advertising and sales promotion strategies do

you think is most effective for soft drink industry?

a) Television Advertising b) Newspaper Advertising

c) Outdoor Advertising d) Sales promotion schemes

4) According to you which company‘s advertising are more

Creative and appealing?

a) PepsiCo b) Coca-Cola

5) Do think the advertising done by the companies affects the

 sales of their respective soft drinks?

a) Yes b) No

6) When you talk of soft drink advertising which all brands come to

your mind? (Please specify in order of recall)

------------------------------------------------------------------------------------

----------------------------------------------------------------------------
 QUESTIONNAIRE FOR RETAILERS

1) Type of business is:

a) Provision store b) Hotel

c) Sweet Shop d) Dabha

e) Tea Stall f) Any Other….

2) Which segment of soft drink consumer generally asked for?

a) Cola b) Orange

c) Clear lemon e) Cloudy Lemon

e) Others……………

3) Why do think that a consumer ask for a particular brand of soft drink?

a) Adv. & Promotional Activities b) Brand Preference

c) Easy Availability d) Price

4) Major sale of soft drink is due to?

a) Availability b) Price

c) Brand Name d) Promotion Schemes

5) What are the attributes that influence you to decide which brand of soft drink to keep?

(Rank them on scale of 1-4).

a) Company Support b) Consumer Pull

c) Brand Name d) Promotion Schemes

6) Does the promotional scheme of the company have any effect on the sales of soft

drinks brands?

a) Yes b) No
 BIBLIOGRAPHY

REFERENCES

BOOKS:-

Kottler Philip : Marketing Management

Chunawall S.A. : Essentials of Marketing Research

Kothari C.R. : Research Methodology

Sherlerkar S.A. : Marketing Management

Schiff man Leon. G. : Leslie Lazar Kaunk

Magazines
 Business world
 Coca-cola company booklet
 Pepsi company Booklet
Websites
 www.coca-cola.com
 www.pepsi.com
 www.pepsico.com
 www.google.com
Newspaper
 Times of India
 Economic Times