HINDUSTAN COCA COLA BEVERAGE PVT LTD
COCA COLA BEVERAGE PVT LTD
A
SUMMER TRAINING PROJEGT REPORT
ON
Market Share Of Coca Cola And pepsi Submitted for the partial
fulfillment of the requirement for the award Of
MASTER OF BUSINESS ADMINISTRATION
SESSION 2013-2015Submitted By: - SUBMITTED TOMohd. SheeshMBA
IInd Year AJAY SINGHRoll No. : -1300122054 TRAINING MANAGERINTEGRAL
UNIVERSITY
LucknowACKNOWLEDGEMENT
The Research report will be incomplete without acknowledge
giving my sincere, gratitude to all persons who have helped me in
the preparation of this report. I express my thanks to Coca cola
Hindustan Beverages Ltd. for granting me the permission to work
with the esteem organization. I am also thankful to Mr. Ajay Singh
(Training Manager) and then to Mr. Ashutosh Sharma (Sales
Co-ordinator) and then to Rahul Singh (SE) and then to Pankaj
Chaudhary (Logistic Co-ordinator) of Coca cola Hindustan Beverage
Ltd. They guided and helped us in all possible ways they could, at
every stage of the report.
I would also like to thank all the Executives, distributors
& staff of Coca cola who provided us all the relevant
information and their kind support, on the basis of which this
report has been prepared. .
DECLARATION
I hereby declare that I have carried out Summer Training Project
on the topic entitled Market Share Of Coca Cola And pepsi at
Varanasi, Uttar Pradesh.
I further declare that this project work is based on my original
work and no part of this project has been published or submitted to
anybody.
Mohd. Sheesh
M.B.A IIND YEAR
PREFACE
In summer the consumption of soft drinks is more due to hot
weather in this time chilled weather is needed everywhere and every
body irrespective of age difference. In the market peoples not only
need water, but they want same taste too. Here comes the need of
soft drinks: it has become an essential part of market as people
like it in addition to the bottles, now days packages of soft
drinks i.e. Tin cans. Pet packs of i.e. Litters canisters and
dispensers are introduced to enhance the impact in sales. As an
integral part as curriculum all M.BA a participant are required to
undergo practical summer training in any industry for 6 to 8 weeks
period. The main objective of this training is to supplement
theoretical knowledge with exposure to practical operator of an
organization or industry. Candidate tale much help from this
training when he get the job after completed the curriculum in this
training candidate get the better opportunity to in meet the
Retailer conjurer, whale sellers dealer by which candidates gain
more and more information about the market. By this practical
Experience candidate confident level is improved. Consequently we
can say this training provide better understanding of all
functional areas of management skills.TABLE OF CONTENTS
topic
Page No. Introduction
:
Objective of the project
: Company Profile
:
market of Soft Drink In India
:
Distribution Channel
:analysis & interpration
:Research Methodology
:
Swot Analysis
:
Findings
:
Recommendation
:
LIMITATION
:CONCLUSION
:Bibliography
:Annexure - Questionnaire
:
IntroductionModern age is full of competition. Today only way of
success is your continuous efforts towards the growing market needs
and in satisfying them. It is the marketer job to know what the
market speaks i.e. the ever changing needs of the customer through
market research & adopt them fruitfully. It is must for all the
companies to make policies according to the customers and the govt.
Today to succeed for any organization has to target its customer
needs, to create a culture in the organization i.e. market
conscious & responsive to customer needs. Soft drinks industry
has become big business in India in recent years.
The soft drink business under went major change with the entry
of PEPSI and re-entry of COCA-COLA in India in the late 80s when
Parley with brands like Thumps, Limca & Gold spot was a clear
leader. Coca-Cola took up the product line of parley in 1993-94;
today both brands are the Indians favorite soft drinks.
Company Profile Coca-cola (US)
Coca cola is a world leader in beverages, with revenues of about
$35 billion and over 180,000 employees. The company consists of the
snack business of Frito-Lay North America and the beverage and food
businesses of Coca cola Beverages and Foods, which includes Coca
cola Beverages North America (Cola North America and
Gatorade/Tropicana North America) and Quaker Foods North America.
Coca-cola International includes the coffee businesses of Frito-Lay
International and beverage businesses of Coca-cola Beverages
International. Coca-cola brands are available in nearly 200
countries and territories.
Many of Coca-cola brand names are over 100-years-old, but the
corporation is relatively young. Coca-cola was founded in 1923
through the merger of Pepsi-Cola and Frito-Lay. Tropicana was
acquired in 1998 and PepsiCo merged with The Quaker Oats Company,
including Gatorade, in 2001.
Coca-cola Company Coca-cola (formulated in 1898), Diet coke
(1964) and Mountain Dew (Introduced by Tip Corporation in
1948).
KO is the world leader in the food chain business. It consists
of many companies amongst which the prominent one is Pepsi cola,
Frito lay, Pepsi food international, pizza hut, and KFC and taco
bell. The group is presently into three most profitable businesses
namely, beverages, snack foods and restaurants. It has scores of
big brand available in nearly 150 countries across the globe.
The beverages segment primarily marketPepsi diet, mountain dew
and other brands worldwide and 7UP outside the U.S. market. They
are positioned in close competition with Coca-Cola inc. of USA. A
point to be noted is that coca cola get 80% of its profit from
international operation while same figure of Pepsi co. stand at 6%,
the segment is also in the bottling plants and distribution
facilities.
The restaurant segment primarily consists of the operations of
the worldwide pizza hut, Taco Belland KFC. Long time no.2 player in
the cola wars, Pepsi co. is widening the play field, over the last
years; the company has invested more than $2billion in its
worldwide operations.
When Coca-Cola changed its formula in 1985, Pepsi stepped up its
competition with its long time archival claiming victory in the
cola wars. Coke and Pepsi expanded their rivalry to tea in 1991
when Pepsi formed a venture with #1 Lipton in response to cokes
announced venture with nestle (Nestea) it has won over 30% of the
ready to drink tea market, a part of the so called new age
beverages segment.
The beverage industry has witness the phenomenal growth over the
last few years necessitatingcapacity increase and builds up of
commensurate infrastructure to meet the business growth, which is
accordingly matched. PepsiCos success is the result of superior
products, high standards of performance, distinctive competitive
strategies and the high integrity of our people.
Mission of the Company: Continuously excel to achieve and
maintain leadership position in the chosen businesses; and delight
all stakeholders by making economic value additions in all
corporate functions. Coca-Cola bottling plant opens in 1950 in New
Delhi, operated by pure drinks Ltd. In 1951 Bombay plant opens,
also operated by pure drinks Ltd. In 1953 and 1954 Calcutta &
Kanpur bottling plant opens cont. 1973 was the time when 22
bottling plant operated in 13
States. In 1978 Coca-Cola withdraws Indian operations.
BUSINESS SEGMENTS
The KO Group is divided into three-business segments- Beverage,
Food and Education. It has a leading market position in each of its
three business segments. Our balanced portfolio produced a solid
business performance. Products and services, which look to the
future, ensure that we will be well placed in growth markets.
OBJECTIVE of the projectThe objective of my training is to
survey in Sunderpur ,Lanka,Durgakund,Rathyatra, Sigra ,Cantt &
etc in order to find out Market Share Of Coca Cola And Channel Of
Distribution it means we have to find that what is the market share
of coca cola in the market and what is the market share of its
competitor Pepsi and we have to find that customer take coca cola
brand from company vehicle or from dealer.
COMPANY PROFILECoca-Cola entry in IndiaCoca-Cola bottling plant
opens in 1950 in New Delhi, operated by pure drinks Ltd. In 1951
Bombay plant opens, also operated by pure drinks Ltd. In 1953 and
1954 Calcutta & Kanpur bottling plant opens cont. 1973 was the
time when 22 bottling plant operated in 13States. In 1978 Coca-Cola
withdraws Indian operations.
In 1992 KO resumes business operation in India in joint venture
with JMRPCO. After that KO acquires Parles brands (Thumps up,
Limca, Maaza, Gold spot, Cintra, Rimzim.) 1994-Plants open in
Bombay, Calcutta and New Delhi. In 1996 Can, PET plant started in
pune. 1998-First Greenfield plant opens in Ahmedabad.
Coca-Cola buys a no. of bottlers in India. Integration of all
bottling units into 1 pans India Company bottler, HCCBPL in
1997-1999. In July 2005 HCCBPL becomes a separate bottling entity
HISTORY OF COLAThe cola industry has phenomenal possibilities for
rocketing profit growth inspire of the sign of relief heaved by the
manufacture at the abrupt sensational termination of coca cola
monopoly the tastes of cola is by no means extinguished the coca.
Cola have a status symbol to it..., generated by the sub standard,
penetrated, advertising and extensive distribution network. Total
soft drink segment is growing at the rate of 10% per year still if
international standard area considered the per capita consumption
of three serving in rock bottom, less than even our neighbors
Pakistan and Bangladesh, where it is four more as much. So with
kind of a market potential coke entered in India in 1991 after the
permissions of setting up Britico Food company to coke was granted
by the government in Pune in 1992 the plant was established for is
deducted then the bottle are taken out of the line and cleaned
again or rejected.
The most important step is the mixing of drink concentrate
dissolved in the soft water the sugar syrup at the same time.
Carbon dioxide is passed in the drink to produce a fizz.
After the crowing of the bottle the crown contains the
manufacturing data batch number and Time.
.
THE PRESENT POSITION OF COKE IN INDIA
Coke is a house holds name and is the lips of every one. In
present time every person knows the name of coca cola since India
is one of biggest market and sultry summer from March the end of
October and huge population has immensely helped in the sales the
sales of coke in India and its making it more economical. Last
years, the market share of Coca Cola was not specific. In this year
companys top management adopted new policy and decreased the rate
of all brands of coke. By this decision top management determined
the rate of 300 ml / 7Rs. And they made a new brand of 200 ml
determine the rate of this brand 5Rs. By which medium size family
and lower level family can be taken the enjoy of coke. By this
decision companys marketing share has been increased.
In present time coke is captured approximate 70% market share in
cold Dinks line. Now coke has defeated all the soft drinks company.
According to service and according to advertising coke has
appropriate position.
It has now emerged as the winner and has a good image in the
market.
Coke has even sponsored the wills cricket world cup 96 at an
estimated cost of 26 corers.
ORGANIZATION STRUCTURE
Coca-Cola Hindustan Beverage Ltd.
PRODUCTION PROCESS OF SOFT DRINK
The production process is highly mechanical is and automatic the
raw material required for soft drink are concrete sugar syrup and
treated bottled the entire process take in the following steps. The
first step in the production involves conversion of hard water in
the soft water. The next step is the preparation of sugar syrup in
the plant itself the content of the syrup various according to the
brand prepared the syrup at most can be stored for 4 hours.
Then the bottle is cleaned thoroughly before is done with steam
water jets and caustic soda.
Bottle are then moved on a conveyor belt in a line and are
closely examined in case some impurity is left. It the impurity the
concentrate coke is not a now product for the Indian it was there
in India till 1977 but had to leave India on mass demonstration led
against it, instigated by the local brands it was leaded by Mr.
George Fernandez in Agrain UP so when the program of re-launching
was made, it was again (where it was made o leave the country), on
the 24th October 1993 in order to a strong hold in the Indian
market, it signed a pact with Mr. Ramesh Chauhan of Parle exports.
Thumps Up, Limca, Gold Spot, Citra, Maaza, Bisleri Club Soda etc.
at a cost of $40 million by doing so they gripped the Indian market
of soft drinks and captured 65% of the entire soft drinks much that
the competition was tougher and commodities was of the same
standard. So the going was tougher, but still it has managed to
gain and keep in.
MARKET OF SOFT DRINK IN INDIA
Today India is one of the most potential markets, with
population of around 900 million people, the Indian soft drinks
market was only of 200 cases per year. This was very low even
compared to Pakistan and Philippines. Population and potential
market are two major reasons for major multinational companies of
entering India. They feel that a huge population coupled with low
consumption can only lead to an increase in the soft drink market.
Another increase in the sale of soft drinks in the scorching heat
and the climate of India, which is suitable for high sale of soft
drinks. All these factors together have contributed to a 30% growth
in the soft drinks industry. If the demand continues growing at the
same rate, within two years the volume could touch 1 billion cases.
All these factors are the reasons for the entry two giant of the
soft drink industry of the world to enter the Indian market. These
two giants Pepsi and Coca-Cola, Themselves share 96% of the soft
drink market share. Rest is shared by Cadburys Schweppes, Campa
Cola and other soft drink brands. But was the scene same 20 years
ago? The answer is No. 1970 was the year of pure soft drinks Campa
cola and Parle people (Thumps up and Limca).
Soft drink consists of a flavor base, sweetener and carbonated
water. In general terms non-alcoholic drinks are considered as soft
drinks this name soft drink was given by Americans as against hard
which is mainly alcoholic. The major participants involved in the
production and distribution of soft drink are concentrate and syrup
producers, bottlers and Retail channel. Concentrate producers
manufacture basic soft drink flavors and retail channel refers to
business location that tells or serves the products directly to
consumers.Soft drink is not a product, which a person plans to buy
before hand, but is an impulse purchase. Lots of sale depends upon
the strength of merchandizing done at the point of sale.
It all begin in 1977, a change in government at the center led
the exit of coca-cola which preferred to quit rather to dilute its
equity to 40% in compliance with the Foreign Exchange Regulation
Act (FERA). The first national cola drink to pop up was double
seven. In the meantime, Pure Drinks, Delhi on cokes exit, switched
over to Campa Cola.
The beginning of 1980s saw the birth of another cola drink,
Thumps up, Parle the Gold spot people, launched it in 1978-79, as
Refreshing Cola. By the mid-eighties Mc Dowells launched Thrill,
and by the late eighties there was Double Cola, which entered in
India market, as a NRO-run out fit with its plant in Nasik {
Maharastra }, in 1978 Parle, Indian soft drinks market (share 33%)
with its gold spot and Limca brands. Later Thumps Up also started
Thumps Up. At the same time the threat to the Indian soft drinks
was that of fruit drinks. In 1988, fruit drinks market was valued
at Rs. 40 corers and grew at the rate 20%.
Coca-Cola entered Indian by buying up to 69% of the 1,800 corer
soft drink market { i.e. 5 Parle Export brands of Thumps Ups Limca
Gold spot, Citra & Maaza }.Today the scene has changed making
it a direct battle between two giant Coca-Cola and Pepsi. The
picture will become clearer by looking at the India market shares
in the beverage industry.
One of the strongest weapons in Coke armory is the flexibility
it has empowered its people with. In Coke every employee, may he be
a manager or salesman, have an authority to take whatever steps he
or she feels will make the consumers aware of the brand and
increase its consumption. Thus Coke believes in establishing and
nurturing creditability of the salesman and making commitment to
grow business in accounts. All these factors together led to a high
growth in the Indian market and constantly increasing market
share.
COMPETITIVE ARENA
The soft drink market all over the world has been witnessing a
neck to neck battle between the two major players, Coca-Cola and
Pepsi since the very beginning. The thirst quenchers are trying
hard to have the major chunk of the pie of carbonated soft drink
market. Both the players are spending their energies in building
capacity, infrastructure, promotional activities etc.
Coca-Cola being 11 years older than Pepsi has dominated the
scene in most of the soft drink markets in the world and enjoying
leadership in terms of market share. But the Coca-Cola people are
finding it hard to keep away Pepsi, which has been narrowing the
gaps regularly. The two are posing threats to each other in every
nook and corner of the world. While Coca-Cola has been earning most
of its bread and butter through beverage sales, Pepsi has a multi
products portfolio with some portion from the same business.
The two warriors are face to face once again here in India with
different strategies and tactics to attack the rival. Coca-cola is
focusing upon the joint ventures with the existing bottlers { fobo
} franchise owned bottling operations to enhance its control on
manufacturing and marketing of its products range and attain the
quality standards of its class. Countering it Pepsi has taken the
battle in its own hands by floating as investment of $ 95 billion
to set Pepsi Company. India holdings, as subsidiary for {cobo}
company owned bottling operations. Both the companies are following
different path to reach the same destiny i.e. to fetch the bigger
portion of aerated soft drink market. Both consider India a huge
potential market, as per capita consumption here is a mere 3
serving annually against the world average of 80. Therefore, they
are putting in their best efforts to woo the Indian consumer who
has to work for 1.5 hours to buy a bottle of soft drink. In
comparison to the international norms minutes, a major hurdle to
cross over for both the athletes for getting no.1 position
comparison to the inter. Coca-cola is well set with its 53 bottling
sites through out the country giving it an edge over competition by
processing a well-built bottling and distribution set-up. On the
other hand, Pepsi, with two more years in india, has been able to
set an image of a winner in India and has been able to get the
pulse of the India soft drink market. The soft drink giants are
leaving on stone unturned and her for the long terms. Coca-cola has
been penetrating the market through its wide product range with a
determination to change consumption pattern
of soft drink in India. Firstly, they upgraded the whole
industry by introduction 300 ml bottles, which in turn had given
the industry a booming growth of 20% as compared to the earlier 5%.
They want to develop a coca culture here and are working on a
strategy to offer soft drink in every possible package. In
coca-cola camp, the idea of competition has not come from Pepsi,
but from the other beverages such as tea, coffee, nimbu pani, water
etc. Pepsi is quite aggressive in its approach to Indian consumer.
They are desperately working on the strategy to be winners in the
hot cola war between two big barons. According to Pepsi philosophy,
its the madness that encourages executive to think, to conjure up
those creative tactics to knock the fizz out their competition.
Pepsi had plumbed a large on the visibility of its blue red and
white logo. They have been going with aggressive marketing by
putting Amir Khan, Akshay Kumar and their advertisement to endorse
their brand, the role models for its targeted consumer the
teenagers. COKES MARKETING STRATEGIES
Coke decides on its marketing strategies at a national level and
lends them a local flavor. For example, while festival mood plays a
strong role in marketing, it is activated for Durga Puja in
Calcutta, Dandiya in Gujarat, etc., Coke has its focus on the youth
market in India.
As a first step toward catching the attention of the youth, coke
signed on cricket heroes Saurav Ganguly and Javagal Srinath. It
slowly started talking about youth passions like cricket, films,
festivals and food. Soon the advertisements started giving the
message, Eat Cricket, Sleep Cricket, Drink only Coca-Cola And now
it has started modifying film hits to frame catch lines that appeal
to the youth. This particular strategy has worked well for
coke.
Coke is focused on distribution to ensure that its products are
within customers reach. And it saves its focus has begun to pay it
dividends. As per mid-1998 figures coke is selling as many bottles
in the hinterland of Punjab as it does the four metros. THE FUTURE
OF COCA COLA
While doing business overseas offers coke wonderful growth
opportunities it also has its own disadvantages. The economic
slowdown in various overseas markets and the strong dollar had
their impact on coca-cola revenues and bottom line in 1998. But the
company optimistic about the future. M Douglas Investor, the Chief
Executive Officer of the Coca-Cola Company says, This past year
1998 has been a challenging period for the Coca-Cola Company as
economic environment became more uncertain in the later part of
1998, we strongly believe that our fundamental opportunities for
long term growth have not changed.
As long as maximization of share holder wealth remain Cokes
focus for its future is assured Goizueta had stated and proven to
the world that focus on shareholder wealth does more good to the
company than focus on revenues and it is not that coke does not
enjoy volumes for it is worlds No.1 soft drink manufacture. It is
not content with this title and is aiming at higher volumes year
after year. Surely coke will continue to grow. Point on Roberto had
reduced the company basically to its trademark and the returns are
so astronomical as to be off the boards. It just absolutely added a
jet engine to their performance.
A 100 YEARS OF THE CURVY GLASS BOTTLE OF COCA COLA
Coca-Cola Company marks a mile stone on Wednesday, 24th March
1899 Chattanooga; Tenn. where its first bottling plant was started
100 year ago by two men struck one of the most lucrative business
deals in US history.
Joseph whitehead and benjamin thomas offered coca-cola company
owner asia candler a dollar for the right to bottle soft drinks in
1899. Today 1 billion soft drinks are sold each day in more than
200 countries around the world. Candler had purchase what would
become the cola company for $2,300 eight years earlier from john
pemberton, an atlanta phamacist who astonished the world. Candler
though the bottling venture would never succeed, but he signed the
contract with white head and thomas any way, and the rest is
history, bob lovell, vice president of marketing for coca-cola
bottling company. United inc., said in telephone interview from
chattanooga. COKES BOTTLING STRATEGIES
In the soft drink business the bottlers are responsible
significant extent for ensuring the availability of the products.
Bottlers are supplied with concentrate to which they add aerated
water and bother ingredients before packing and sealing either cans
or bottles. Bottlers play a strategic role in the success of soft
drinks companies and this was not far from Goizuetas mind.
In 1986 the company merged some of its company owned bottling
operations with two large ownership groups that had been put up for
sale. All these bottling activities were combined to from its own
subsidiary Coca-Cola Enterprises (CCE) to handle bottling
operations. The Coca-Cola Company took 49 percent equity stake in
Coca-Cola Enterprises enabling it to retain its own balance
sheet.
PROMOTION : THE COCA-COLA WAY
Goal for the 90s
To place coca-cola within an arms reach of desire.
Consumer activity clusters:-
Grocery shopping
Other shopping & services
Eating and drinking
Entertainment / Recreation / Leisure
Travel / Transportation / Hospitality
Educational
At Work
The 3As:-
The strategy for reaching in creasing numbers of consumers in
India is based on the belief that consumers will buy our products
it they are Available, Affordable and Acceptable.
Strategies for the 3As
Focus on the consumer and customer.
To provide quality customer services, and caring about the
quality of performance in respective jobs.
Caring enough about what we do, to it the best we know how.
The 3As is Coca-Cola underlying strategy for meeting its goal to
reach increasing numbers of consumers. How does coke position its
limited resources to help meet its good? Let us explore the
specific ways in which the Coca-Cola system addresses each of the
3As:-
Availability
Some of the ways in which the Coca-Cola Company hopes to
increase availability of its product include improved or innovative
packaging, dispensing systems, distributions system and marketing.
Affordability
The ways to address affordability include pricing decisions, as
well as resource management. To make its product available at a
price affordable to the consumer. Continually processes more
efficient and therefore more cost-effective. Acceptability
Making coca-cola brand products the beverage choice for any
occasions depends on a variety of strategies to reach the target
audience. The common strategies adapted to effect acceptability
were though sponsorships, promotion youth market activities,
community programs, and other activates.
Distribution Channel
Distribution means supply of goods from company to its ultimate
user. After manufacturing the product the important work for the is
to provide its goods to its ultimate user at the right time and
when manufacturing process has been over. Than marketing work will
be start by the marketing Department adopt the policy for providing
goods to the consumer at the right time and place. Distribution
means the way be which the product reach to the hand of consumer
these all process comes under the Distribution of Network. Good
distribution network is essential for more sailing and customer
satisfaction. If customer or retailer is not satisfy of your
distribution net work. It reflects that companys Distribution is
not good and some thing is wrong any when.
The Distribution of Coca Cola of best. Company doesnt want to
take any type of risk so they have made the distributor in
different 2 areas. Distributor take the flavors from the company
and deposit all the payment in advance by this process company get
all the money at the right time. Distributors establish all the
goods in bare house company are appointed 2 or 3 executive for
marketing. Executives are getting the salary from company. But
sales man helper, loader, appointed by the Distributor. Distributor
is liable to give the salary to the sales man helper; loader and
clerk the sales man do the work under the pressure of
Executive.
From the bare house company launch the flavors in the market.
The flavor reaches in the market to the retailer by two medium.
1) By the company vehicle
2) Dealer
Company vehicle and dealers both provided the flavors to the
Retailer.
Retailer sales the flavor to the consumer. This is the good
marketing strategy.
Flow of distribution channel
DISTRIBUTION IN THE COCA-COLA SYSTEM
Getting Products to Market
One of the values of the coca-cola system is presence that
coca-cola should exist everywhere. In the words of former CEO-India
operations Richard Nicholas, Our goal is to have coke available
within an arms reached of desire. To fulfill this goal, coca-cola
not only produces products, but also has an effective system to
distribute them all over India.
Distribution
Distribution sales + delivery + merchandising + local account
management. Distribution of Cokes products includes the activities
of sales, delivery merchandizing and local accounts management.
These are two major types of distribution systems:-
(i) Direct and Indirect
In direct distribution, the bottler partner direct control over
the activities of sales, delivery, merchandizing and local account
management.
In indirect distribution, an organization which is not a part of
the coca-cola system has control of one or more of the distribution
elements (sales, merchandizing and local accounts managements).
With direct distribution there are two types of sales:-
Advanced sales and conventional sales.
In conventional sales, all the distribution activities (Sales,
Delivery, Merchandizing and Local Accounts Management) are
performed by the same persons.
In advanced sales, sales and delivery are performed by different
people within the coca-cola system.
Difference between a customer and a consumer.
a consumer is some one who drinks coca-cola products.
A customer is a business location which sells or serves
coca-cola products to consumers.
MerchandizingOne the products are delivered to the customers
they are promoted at the point-of-purchase to maximize the companys
sales opportunities, merchandizing involves looking at the
presentation of the products through the eyes of the consumers. It
is an on-going process that help the company present its products
properly to the consumers in the market place for instance, is the
display attractive? Are the product neatly organized. Presenting
the productsCoca-cola presents its products for sale in four
different ways. They are as follows:-
Secondary display
Coolers
Vending machines
Post mix / pre mix
Indias relationship with coca-colaJust after independence, the
maharaja of patiala oversaw his coca-cola hoarding from his huge,
ornate palace, coca-cola export representative frank harrold, was
awed by the maharajas opulent life style. In 1993 after coca-cola
returned to India after a 16 year absence (George fernandes threw
the company out of the country in 1977 on the pre text that it had
refuse to divalge its formula to indian officials), ceo of the
coca-cola company, robes to boirueta salivated over a virtually
untapped market of 840 million people.
CHANNEL OF DISTRIBUTION
Out Line Dygram of Distribution Channel of Coca Cola
Company
Manufacturing goods
Depote
Distributor
Company
Vehicle
Retailer
Retailer
Consumer
Consumer
Area List
productsMAAZAYaari-Dosti Taaza Maaza.
With the real fruit taste kids love, plus added calcium, Maazas
tagline, Yaari-Dosti Taaza Maaza means Friendship moments with
fresh Maaza in Hindi. Maaza was introduced in India in 1984 as a
non-carbonated mango fruit drink. It was acquired by The Coca-Cola
Company in 1993 and is currently available in three flavors, mango,
pineapple and orange, plus added calcium.Maaza manufacturing unit
is located in Najibabad which is delivering in all over Western and
East U.P. through that Najibabad manufacturing unit become Maaza is
a fifth largest selling brand of Coca-Cola. Maaza has mango fruit
test its flavour introducing before Sliece Pepsi Copy its.
SPRITE
Clear, crisp, refreshing
Introduced in 1960, Sprite is the worlds leading lemon-lime
flavored soft drink. Sprite is sold in more than 190 countries and
ranks as the No. 4 soft drink worldwide, with a strong appeal to
young people.
Millions of people enjoy Sprite because of its crisp, clean
taste that really quenches your thirst. But Sprite also has an
honest, straightforward attitude about things that sets it apart
from other soft drinks. Sprite encourages you to be true to who you
are and to obey your thirst.
According to survey for it has found out that Sprite is a
lemon-lime flavored soft drink. I asked about Sprite brand then I
found out that when not available Limca brand of Retail outlet then
customer or consumer demand to Sprite brand through all over region
survey gone on statement Sprite is fourth largest selling brand of
Coca-Cola in Ghaziabad.
THUMS UP
Strong Cola Taste, Exciting Personality
A THUMP UP IS a leading carbonated soft drink and most trusted
brand in India. Originally introduced in 1977, Thumps Up was
acquired by The Coca-Cola Company in 1993.
Thums up is known for its strong, fizzy taste and confident,
mature and uniquely masculine attitude. This brand clearly seeks to
separate the men from the boys.
Its tag line says it all: Thumps Up, I Want My Thunder.
Thumps Up is a number one largest selling brand of Coca-Cola in
Ghaziabad region urban area only in Ghaziabad rural and semi-urban
areas are second largest selling brand after PEPSI because they are
aware Thumps Up brand that what has extra entity in Thumps Up.
DIET COKE/COCA-COLA LIGHTDiet Coke was born in 1982 and quickly
became the No. 1 sugar-free drink in diet-conscious America. Known
as Diet Coke in the U.S., Canada, Australia and Great Britain, and
as Coca-Cola light in other countries, its now the No. 3 soft drink
in the world.
Its the drink for people who want no calories, but plenty of
taste. Ad campaigns around the world for Diet Coke share a playful,
sophisticated and sexy attitude. Visit our Audio/Video Center to
witness how the diet Coke North American ad campaign celebrates the
real and human attributes that make people alluring in the eyes of
others.
COCA-COLA
Coca-Cola is the most popular and biggest-selling soft drink in
history, as well as the best-known product in the world. Created in
Atlanta, Georgia by Dr. John S. Pemberton, Coca-Cola was first
offered as a fountain beverage by mixing Coca-Cola syrup with
carbonated water.
Coca-Cola was registered as a trademark in 1887 and by 1895
Coca-Cola was being sold in every state and territory in the United
States. In 1899, the company began franchised bottling operations
in the United States.
Today, you can find Coca-Cola in virtually every part of the
world. The Coca-Cola Company has nearly 400 beverages in its
portfolio.
Today you can find Coca-Cola in each and every area of Ghaziabad
region early because Coca-Cola is a largest number one brand among
all soft drink brand so its known as that thunda matlab Coca-Cola
that if I would like drink thunda only Coca-Cola.
FANTA
A favorite in Europe since the 1940s, Fanta was acquired by The
Coca-Cola Company in 1960. Fanta Orange is the core flavor,
representing about 70% of sales, but other citrus and fruit flavors
have their own solid fan base.
Consumers around the world, particularly teens, fondly associate
Fanta with happiness and special times with friends and family.
This positive imagery is driven by the brands fun, playful
personality, which goes hand in hand with the bright color
(particularly orange), bold fruit taste, and tingly
carbonation.
Fanta sells best in Brazil, Germany, Spain, Japan, Italy and
Argentina. Fanta distribution was increased in the U.S. in 2001
with the return of four flavors: orange, strawberry, pineapple and
grape. Orange, the biggest seller, is now available in most of the
country.
diet cokeThe extension of coca-cola name began in 1982 with the
introduction of diet coke (also called coca-cola light in some
countries). diet coke quickly became the number one selling
low-calories soft drink.
limca
this is thirst-quenching beverage features a fresh and light
lemon-lime taste and lighthearted attitute. the limca brand was
introduced in 1971 and acquired by the coca-cola company in
1993.
kinley waterthis is thirst-quenching beverage features fresh the
fresh water with the saturated oxygen level.
sunfill this is thirst-quenching beverage features a fresh and
light orange taste and lighthearted attitude.
vanilait is an ice cream in taste.launched in 2004.
mmpoit is the orage juice flavour. it was launched in 2008. in
this year it reaches its highest sale.
THE MOST PREFERRED BRAND OF COKE LIKE BY CUSTOMER
Type RespondentsPercentage
Thumpsup4265%
Limca0710%
Coke1117%
Maaza058%
During the survey I asked the customer about the brand
preference and I found that maximum number of retailers prefer
Thumpsup
GUIDELINES FOR SUCCESSFUL INTERVIEWING REASON FOR HIGH
DEMAND
FrequencyRespondentsPercentage
Price3335%
Taste2021%
Availability2526%
Packaging066%
Others1112%
Interviewing is an art and one learns it by experience. However,
the following points may be kept in view by an interviewer for
eliciting the desired information:(1) Interviewer must plan in
advance and should fully know the problem under consideration. He
must choose a suitable time and place so that the interviewee may
be at ease during the interview period. For this purpose some
knowledge of the daily routine of the interviewee is essential.
(2) Interviewers approach must be friendly and informal.
Initially friendly greetings in accordance with the cultural
pattern of the interviewee should be exchanged and then the purpose
of the interview should be explained.
(3) All possible effort should be made to establish proper
rapport with the interviewee; people are motivated to communicate
when the atmosphere is favourable.
(4) Interviewer must now that ability to listen with
understudying respect and curiosity is the gateway to
communication, and hence must act accordingly during the interview.
For all this, the interviews must be intelligent and must be a man
with self-restraint and self discipline.
(5) To the extent possible there should be a free-flowing
interview and the questions must be well phrased in order to have
full cooperation of the interviewee. But the interviewer must
control the course of the interview in accordance with the
objective of the study.
(6) In case of big enquiries, where the task of collating
information is to be accomplished by several interviewers, there
should be an interview guide to be observed by all so to ensure
reasonable uniformity in respect of all salient points in the
study.
RESEARCH METHODOLOGY
TECHNIQUES FOR SALES PROMOTION
1) Product availability
2) 100% rich
3) Good relation
4) Warm display
5) Cold display
6) Proper singer
7) Rich at one time
8) Fulfill your commitment
1) Product availability
It means all the flavors of coca cola should be available at one
time. By which customer can able to give any flavors to the
consumer and can give the satisfaction.
2) 100% rich - it means. Company top management always should
always worry about the quality of all the brands. If any
organization wants to service in the market and wants to better
image then quality play a very integral role so for sales promotion
quality should by 100% good. 3) Good relation companys executive,
sales man should make good relation from dealer, whole seller and
retailer. There is only 20% brand loyal person. Remaining 80%
impulse selling is going on. It means in India in cold drinks line
which ever brand consumer see first of all that brand will demanded
by user. The selling is high that particular brand. So i want to
say that if. The executive relations will goods from dealer, whole
seller retailer. Then he will arrange coke brands on front of shop
by which coke selling will improve.
4) Worm display 5) Cold display
6) Proper shin age - proper shin age also play a key roll in
more selling.
7) Fulfill our commitment if executive promise to the customer
of any type. Then executive shovel fulfill his promise, such as.
Executive say that to the retailer if you will sell 1000 carrot in
this month then i will give you a coke fridge. If retailer has sold
out 1000 carrot in the a month then executive should fulfill is
commitment. By this manner selling will also improve. Use of
research methodology
Without using research methodology to find new fact and
knowledge is not possible. First of all question is arises what is
research -
Research as a scientific and systematic search for pertinent
information on a specific topic. In fact research is an art of
scientific investigation
Objective of research
The main aim of research is to final out the truth which is
hidden and which has not been discounted as yet. The purpose of
research is to discover answers to questions through the
application of scientific procedures of collecting the data.Method
adopting in the research
PRIMARY METHOD Adopted the personnel personal interview method
in this method we made a questioner with this questioner we used to
go in the market and see the customer one by one.
First of all we used to give the introduction with smile
enthusiastic and with proper eye contact and demand to give 2 or 3
minute to fulfill his questioner and then after we started to put
the questioner at the retailer and completed the questioner.
(i) Questionnaire Method
(ii) Personal Interview
SECONDARY METHOD
This method is most appropriate method for collecting the data.
By this method researcher get the actual report. TECHNIQUE INVOLVED
IN DEFINING PROBLEM
1) Observation the problem
2) Collect the Problem
3) Analyzing the Problem
4) Take Solution
5) Application the Problem
6) Solving the Problem
OBSERVE THE PROBLEM
Under this investigate by own observation without interview is
the respondent. This also adopted by me by observation data can be
collect more correct. It is depend upon ability of investigator.
COLLECT THE PROBLEM
After collecting the data I considered that what is the problem
for the company and when company wants to know his weakness.
ANALYSING THE PROBLEM
After collecting the problem I analysis the problem such as how
many problems are general and how many are different from others
and how many problem is considerable and solvable.
TAKE SOLUTION
After analysing the problem I sow that 90% problem was general
and I found 20% problem personal and I was found 10% problem as
Genuine which is considerable and soluble. General solution solve
the journal problem remaining 10% problems solution we found and
then after we implement the solution.
APPLICATION OF SOLUTION
After founding the solution we apply the solution and satisfy
the customer & consumer.
GUIDELINES FOR CONSTRUCTING QUESTIONNAIRE / SCHEDULE
The researcher must pay attention to the following points in
constructing an appropriate and effective questionnaire or a
schedule:
(1) The researcher must keep in view the problem he is to study
for it provides the starting point for developing the Questionnaire
/ Schedule. He must be clear about the various aspects of his
research problem to be dealt with in the course of his research
project.
(2) Appropriate from of questions depends on the nature of
information sought, the sampled respondents and the kind of
analysis intended. The researcher must decide whether to use closed
or open-ended questions. Questions should be simple and must be
constructed with a view to their forming a logical part of a well
thought out tabulation plan. The units of enumeration should also
be defined precisely so that they can ensure accurate and full
information.
(3) Rough draft of the Questionnaire / Schedule be prepared,
giving due thought to the appropriate sequence of putting
questions. Questionnaire or schedules pervasively drafted (if
available) may as well be looked into at this stage.
(4) Researcher must invariably re-examine, and in case of need
may revise the rough draft for a better one. Technical defects must
be minutely scrutinised and removed.
(5) Pilot study should be undertaken for pre-testing the
questionnaire. The questionnaire may be edited in the light of the
results of the pilot study.
(6) Questionnaire must contain simple but straight forward
directions for the respondents so that they may not feel any
difficulty in answering the questions.
ANALYSIS & INTERPRETATIONMARKET SHARE OF COCA COLA IN THE
MARKETIn Present situation of Coca Cola is very good in the market.
The company have good market share app. 67% and remain 33% market
share covered by his close competitor Pepsi in this Area.
Last years situation was not that. Last years market share of
coca cola and pepsi was app. Same in the market but in this year
company adopted new strategy and provided good service and provide
more and more customer satisfaction company top management have
taken a good decision in this year. Decision was that all the
flavors rate should be decreased by which lower level people can be
taken the enjoy of coke and the company provided a new flavor of
200 ml in the birth rupees of 5. This brand have got good position
in middle level and lower level family so by the virtue of good
strategy company have got good market share app. 67% right now coke
position is much more strong. Comparison to Pepsi. BRAND
Coke
Pepsi
Cola
Cola
(Pepsi)
Coca Cola Thumsup
Orange
(Fanta)
Orange
(Mirinda)
Fanta Orange Fanta Green Apple
Fanta Water Malon
Clear lemon
Clear Lemon
(Sprite)
(7UP)
Cloudy lemon
Cloudy Lemon
(Limca)
(Lemon Mirinda)
Fruit
Fruit
(Maaza)
(Slice)
Maaza Orange
Pulpy orange Pineapple Soda Soda
(Lehar Evervess)
(Kinley)
Kinley Water
Kinley Water
(Kinley)
Aquafina
COMPETITIVE MARKET SHARE BETWEEN COCA COLA/ PEPSICola
Pepsi
=45%
Coke
=35%
Thumps up=20%
Orange
Fanta
=75%
Mirinda=25%
Cloudy Lemon
Limca
=80%
Lemon Miranda=20%
Clear Lemon
Sprit
=75%
7UP
=25%
Mango
Maaza=80%
Slice
=20%
Soda
Kinley
=50%
Lehar Evervess =50%
Can
Coke
=40%
Pepsi
=60%
PET
Coke
=60%
Pepsi
=40%
Kinley Water
Kinley
=80%
Aquafina
=20%
Total Product
Coke
=63%
Pepsi
=37%
Swot Analysis
STRENGTH
Company product having a good brand name and trade mark. So that
there is no such problem for convenes the user.
Being a franchise company product trade mark. Thats why its
scope is worldwide.
Coca cola capturing near about 69% market in cold drinks line
remaining 31% captured by its main competitor Pepsi. The reason
behind that good supply and its all flavor like Thumsup, Limca,
Fanta, Maaza and Sprite also asked by the user in Sahibabad
Area.
Coca Cola good Brand Image not only in India rather all over the
world. Thats why there is no need of Advertisement.
Company marketing policy is consumer oriented by doing mentioned
M.R.P. and manufactured date.
Company having expert management so that company can provides
better goods & service for the ultimate user.
WEAKNESS
The main weakness of the company is that company is not in
position of provide all flavors to the customer daily or at a one
time.
Customer is not happy from company marketing policy. He wants
company will start special discount program or increase maximum
retail price.
Most of the retailers problem is that no. company person comes
at the shop for listening the problem.
Company top management not declare the scheme before one or two
days. Thats why scheme catalogue not prepared by the lower level
management. In this way retailers are not satisfy for company
policy.
Company management is not doing any thing for retailer. If
management is not provide any relief then he will increase
M.R.P.
OPPORTUNITY
Company can increase his product selling by increasing plant
capacity and manufacturing capacity.
Being a seasonal selling product provide all the flavor to the
customer in hot session very necessary. It is the opportunity for
the company.
By providing better goods & services company can increase
his market share.
In present now the competitors are very less so that company can
compromise its main competitor Pepsi and can take maximum
profit.
THREAT
Company should do something for customer interest. Providing
beneficial scheme and good relation to customer other wise its
other competitor will develop and they will capture its market.
Cold Drinks selling is very much depend on customer or retailer
so that retailer is not happy than sale can be effected in
future.
In this time only two or three competitor are existing in the
market. In the future the competitor can increase. So that company
should prepare some future plan for maintaining its market
share.
Some domestic competitor can develop in the market. Company
should prepare long term future plan for permanently existing in
Host Country.
RECOMMENDATIONS
Company should prepare future plan for maintain selling in
market. Because company competitor can increase and can capture the
market.
Company should provide special benefit to the retailer. Other
wise his interest will go down from cold drinks.
Present time competition is not high in this line because its
competitor is only Pepsi. So that company can do compromise with
Pepsi and both can increase products M.R.P.
Company should appointed a special representative for listening
retailers problem and solve them. He can also find out some
shortcomings of salesman & others.
In case of cold drinks selling mostly depend on retailer. So
that his satisfaction needed.
Test of all flavor like, Coke, Thumps, Limca, Fanta, Maaza and
Sprite should also good.
Defected goods should be returnable or changeable.
Good execution is a main factor in more selling good execution
improves selling.
Sales executive & salesman relation and good behavior also
provide effective guidelines in increasing selling.
For more selling company person should fulfill his
commitment.
In Cold Drinks line brand loyalty found only 20%. So that which
will be visible that will salable.
BIBLIOGRAPHY
Internet site
www.cocacola.com www.pepsico.com
Record of N.M. Soft drinks, Sat Nirnkari Colony, Delhi
Record of luminous marketing.
News items of English dailies, published from New Delhi.
The Times of India
The Telegraph
The Economic Times
Advertisement on coke products.
Advertisement on Pepsi product.
Consulted Libraries
American Library
British Library
Consulted Books
Research for marketing Decision by P. Green, D.S. Tull, G.
Albaum
Marketing Management -Phillip Kotler.
Questionnaire
NAME OF THE SHOP.
ADDRESS
TEL. NO. .
Q1)Which brand do you sell?
PEPSI
COCA COLA BOTHQ2)Why are you not selling the Coca Cola or Pepsi
product?Q3)How many brands are available in your shop in the RGB
and PET Bottles?
(A) In RGB
COCA COLA
THUMS UP SPRITE
LIMCA FANTA
MAAZA
(B) In PET
COCA COLA
THUMS UP SPRITE
LIMCA
FANTA
MAAZA
MMPO
NIMBO FRESH
Q4) Which company Visi Cooler are you having?
PEPSI
COCA COLA BOTH
Q5)Whether the purity of the refrigerator is maintained or
not?
YES
NO
Q6)Which brand is preferred by the customers?
PEPSI BRANDS COCA COLA BRANDSQ7)Are you satisfied with the
distribution network?
YES NO
Q8)Are you aware of the various schemes run by the coca
cola?
YES NO
Q9) Which companyadvertisement and sales promotion activities
are better?PEPSI COCA COLAQ10)Your daily sales?
1-2 CASE 3-5 CASES 6-10 CASES More than 10 CASESQ11)Do you think
promotional activities can increase sales?
YES NO
Q12) According to you a company should improve upon?
DistributionService
Sales PromotionSchemesQ13)How would you rate Coca Cola?
Excellent
Very Good
Average
Bad Very Bad
COMPLAINTS OR SUGGESTIONS
WORD OF THANKSI pay sincere thanks to Coca Cola Company, which
gave me the chance to do my summer training in their reputed
organization.
This is a matter of great respect on their side that they
supported us in every problem faced by us.
Hope that in future also we will get a support from their side
and I shall be given an opportunity to work under this brand name
and to be a part of this organization.
Thank You. Thank you very much for your kind
cooperation!!!!!!!
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Market
Distributor
Warehouse
Indirect route
Direct route
Plant
81 | Page
_1120136974.xlsChart5
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Coke35
Thumsup20
Maaza80
Slice20
Limca80
Lemon Mirinda20
Sheet1
Sheet2
Sheet3
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20
6
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Pepsi45
Coke35
Thumsup20
Kinley80
Aquafina20
Limca80
Lemon Mirinda20
Sheet1
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6
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20
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Pepsi45
Coke35
Thumsup20
Limca80
Lemon Mirinda20
Limca80
Lemon Mirinda20
Sheet1
Sheet2
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_1373295726.xlsChart14
33
20
25
6
11
REASON FOR HIGH DEMAND OF COKE
Sheet5 (6)
Price33
Test20
Availability25
Packaging6
Others11
Sheet5 (6)
RESUME FOR HIGH DEMAND OF COKE
Sheet6 (5)
Yes96%
No4%
Sheet6 (5)
SATISFACTION LEVEL OF COKE DISTRIBUTION CHANNEL
Sheet5 (5)
Gift Offers13
Profit Margin15
Commissions3
Others29
Sheet5 (5)
DIFFERENT PROMOTIONAL OFFERS OF COCA-COLA
Sheet8
Thumsup4000 & above32
Sprite1000-200014
Limca2000-300028
Coca-Cola500-10008
Vanilla Coke1000-200019
Maaza2000-300023
Others1000-200017
Sheet8
APPROX MONTHLY SALE DIFFERENT BRANDS OF COKE IN GHAZIABAD
REGION
Sheet6 (4)
Yes91%
No9%
Sheet6 (4)
THE AVAILABILITY OF COCA COLA IN URBAN AREA OF GHAZIABAD
Sheet7
Gift Offers43%
Profit Margin12%
Commissions31%
Others14%
Sheet7
THE INCENTIVE PREFERRED BY RETAILERS
Sheet5 (4)
Daily18
Weekly34
Fortnightly11
Monthly15
Occasionally17
Sheet5 (4)
FREQUENCY OF CONSUMPTION OF COKE
Sheet6 (3)
Yes95%
No5%
Sheet6 (3)
CONSUMPTION OF COKE GHAZIABAD
Sheet6 (2)
Yes86%
No14%
Sheet6 (2)
GHAZIABAD RETAIL SATISFACTION WITH DISTRIBUTION CHANNEL
Sheet5 (3)
Brand16
Taste & Quality29
Economic13
Availability3
Others4
Sheet5 (3)
THE REASON FOR HIGH DEMAND
Sheet6
Pepsi13%
Coca-Cola70%
Others17%
Sheet6
DIFFERENT BRANDS SELLING IN THE SHOPS OF GHAZIABAD
Sheet5 (2)
Pepsi12
Coke67
Other16
Sheet5 (2)
MOST PREFER BRAND BY CUSTOMER OF GHAZIABAD
Sheet5
Advertisement9
Gift Offers18
Sales Person7
Commission6
Profit Margin4
Others21
Sheet5
THE OTHERS PROMOTIONAL ACTIVITY RETAILERS WANT IN GHAZIABAD
REGION
Sheet4 (2)
Others16%
Multiplex12%
Food & Beverages15%
Super Markets27%
Apparels30%
Sheet4 (2)
Typical Tenant Profile
Sheet3 (3)
Pune2030
Ahmedabad1095
Lucknow1067
Ludhiana200
Chandigarh120
Jaipur665
Indore60
Sheet3 (3)
Sq. ft. (,000)
City-wise distribution of Mall space 2005 A Grade cities
Sheet3 (2)
NCR10620
Mumbai4798
Bangalore2119
Hyderabad1255
Kolkata1154
Chennai1220
Sheet3 (2)
Sq. ft. (,000)
City-wise distribution of Mall space 2005 A Grade cities
Sheet1
2002100
2003400
2004700
2005650
Sheet1
Growth of Malls in India
Sheet2
USA16.17
Brazil14.7
Poland12
China6
India6
Sheet2
MODERN FORMAT PENETRATION ALSO CREATES HIGH QUALITY DIRECT AND
INDIRECT JOBS Per Cent, 1997
Sheet4
B Grade20%
Others22%
NCR40%
Mumbai18%
Sheet4
Mall Space distributio in 2005
Sheet3
20011185
2002990
20034701
20049668
20059859
Total 200626403
Sheet3
Sq. ft. (,000)
India Mall Space 2005 Total Supply 26.6 million sq. ft
_1120137185.xlsChart10
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Coke35
Thumsup20
Coke63
Pepsi37
Limca80
Lemon Mirinda20
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60
6
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Coke35
Thumsup20
Coke40
Pepsi60
Limca80
Lemon Mirinda20
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6
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40
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Pepsi45
Coke35
Thumsup20
Coke60
Pepsi40
Limca80
Lemon Mirinda20
Sheet1
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6
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50
Sheet1
Pepsi45
Coke35
Thumsup20
Kinley50
Lehar Evervess50
Limca80
Lemon Mirinda20
Sheet1
Sheet2
Sheet3
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25
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Pepsi45
Coke35
Thumsup20
Fanta75
Mirinda25
Sheet1
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Sheet3
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25
Sheet1
Pepsi45
Coke35
Thumsup20
Sprit75
7UP25
Limca80
Lemon Mirinda20
Sheet1
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35
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Coke35
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