PROJECT ON KINLEY WATER MANAGEMENT IN COCA-COLA

Internal GuideDr. Pooja sharma,Amrita School of Business Amrita Vishwa Vidyapeetham Bangalore

External GuideMr. Girish,Area Sales ManagerCoca- cola India BeveragesBangalore

Submitted ByMr. Sai ChaitanyaMBA-MS (2013-15)Amrita School of Business, Bangalore

TABLEPAGE NO

1.Inroduction3

2.Industry Profile5

3.Beverages Industry in India8

4.Different brands of soft drinks12

5.List of soft drinks in India13

6.Government Regulations14

7.Taxation15

8.Company Profile16

9.Company operations in India19

10.Sales and distribution20

11.History of bottling 21

12.Products of Coca-Cola in India27

13.Purpose of the project29

14.Scope and Limitations32

14.Methodology33

15.Project Explanation33

16.Issues mentioned by the distributors34

17.Recommendations35

INTRODUCTIONCoca-Cola, the product that has given the world best-known taste, was born in Atlanta, Georgia, on May 8, 1886. The Coca-Cola Company is the worlds leading manufacturer, marketer and distributor of non-alcoholic beverage concentrates and syrups, used to produce nearly 400 beverage brands. It sells beverage concentrates and syrups to bottling and canning operators, distributors, fountain retailers and fountain wholesalers. Coca-Cola was first introduced by John Syth Pemberton, a pharmacist, in the year 1886 in Atlanta, Georgia when he concocted a caramel-colored syrup in a three-legged brass kettle in his backyard. His first distributed the product by carrying it in a jug down the street to Jacobs Pharmacy and customers bought the drink for five cents at the soda fountain. Carbonated water was teamed with the new syrup, whether by accident or otherwise, producing a drink that was proclaimed delicious and refreshing, a theme that continues to echo today wherever Coca-Cola is enjoyed. Coca-Cola originated as a soda fountain beverage in 1886 selling for five cents a glass. Early growth was impressive, but it was only when a strong bottling system developed that Coca-Cola became the world-famous brand it is today. Coca-Cola was the leading soft drink brand in India until 1977, when it left rather than reveals its formula to the Government and reduces its equity stake as required under the Foreign Regulation Act (FRA) which governed the operations of foreign companies in India. In the new liberalized and deregulated environment in 1993, Coca-Cola made its re-entry into India through its 100% owned subsidiary, HCCBPL, the Indian bottling arm of the Coca-Cola Company. The Companys beverage products comprises of bottled and canned soft drinks as well as concentrates, syrups and not-ready-to-drink powder products. In addition to this, it also produces and markets sports drinks, tea and coffee. The Coca-Cola Company began building its global network in the 1920s. Now operating in more than 200 countries and producing nearly 400 brands, the Coca-Cola system has successfully applied a simple formula on a global scale: Provide a moment of refreshment for a small amount of money- a billion times a day. The Coca-Cola Company and its network of bottlers comprise the most sophisticated and pervasive production and distribution system in the world. More than anything, that system is dedicated to people working long and hard to sell the products manufactured by the Company. This unique worldwide system has made The Coca-Cola Company the worlds premier soft-drink enterprise.

From Boston to Beijing, from Montreal to Moscow, Coca-Cola, more than any other consumer product, has brought pleasure to thirsty consumers around the globe. For more than 115 years, Coca-Cola has created a special moment of pleasure for hundreds of millions of people every day. The Company aims at increasing Shareowner value over time. It accomplishes this by working with its business partners to deliver satisfaction and value to consumers through a worldwide system of superior brands and services, thus increasing brand equity on a global basis. They aim at managing their business well with people who are strongly committed to the Company values and culture and providing an appropriately controlled environment, to meet business goals and objectives. The associates of this Company jointly take responsibility to ensure compliance with the framework of policies and protect the Companys assets and resources whilst limiting business risks.

INDUSTRY PROFILE

INDUSTRY PROFILE FMCG INDUSTRY IN INDIA Fast Moving Consumer Goods (FMCG) also known as Consumer Packaged Goods (CPG) is 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 an 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. It 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 products, 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 of 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 2014, 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.The FMCG sector consists of the following categories: Personal Care- Oral care, Hair care, Wash (Soaps), Cosmetics and Toiletries, Deodorants and Perfumes, Paper products (Tissues, Diapers, Sanitary products) and Shoe care; the major players being; Hindustan Lever Limited, Godrej Soaps, Colgate, Marico, Dabur and Procter & Gamble.

Household Care- Fabric wash (Laundry soaps and synthetic detergents), Household cleaners (Dish/Utensil/Floor/Toilet cleaners), Air fresheners, Insecticides and Mosquito repellants, Metal polish and Furniture polish; the major players being; Hindustan Lever Limited, Nirma and Ricket Colman.

Branded and Packaged foods and beverages- Health beverages, Soft drinks, Staples/Cereals, Bakery products (Biscuits, Breads, Cakes), Snack foods, Chocolates, Ice-creams, Tea, Coffee, Processed fruits, Processed vegetables, Processed meat, Branded flour, Bottled water, Branded rice, Branded sugar, Juices; the major players being; Hindustan Lever Limited, Nestle, Coca-Cola, Cadbury and Pepsi.

Spirits and Tobacco : the major players being ITC, Godfrey, Philips and UB

BEVARAGE INDUSTRY IN INDIA

In India, beverages form an important part of the lives of people. It is an industry, in which the players constantly innovate, in order to come up with better products to gain more consumers and satisfy the existing consumers. The beverage industry is vast and there various ways of segmenting it, so as to cater the right product to the right person. The different ways of segmenting it are as follows: Alcoholic, non-alcoholic and sports beverages Natural and Synthetic beverages In-home consumption and out of home on premises consumption. Age wise segmentation i.e. beverages for kids, for adults and for senior citizens Segmentation based on the amount of consumption i.e. high levels of consumption and low levels of consumption.

If the behavioral patterns of consumers in India are closely noticed, it could be observed that consumers perceive beverages in two different ways i.e. beverages are a luxury and that beverages have to be consumed occasionally. These two perceptions are the biggest challenges faced by the beverage industry. In order to leverage the beverage industry, it is important to address this issue so as to encourage regular consumption as well as and to make the industry more affordable. Four strong strategic elements to increase consumption of the products of the beverage industry in India are: The quality and the consistency of beverages needs to be enhanced so that consumers are satisfied and they enjoy consuming beverages. The credibility and trust needs to be built so that there is a very strong and safe feeling that the consumers have while consuming the beverages. Consumer education is a must to bring out the benefits of beverage consumption whether in terms of health, taste, relaxation, stimulation, refreshment, well-being or prestige relevant to the category. Communication should be relevant and trendy so that consumers are able to find an appeal to go out, purchase and consume.The beverage market has still to achieve greater penetration and also a wider spread of the distribution. It is important to look at the entire beverage market, as a big opportunity, for brand and sales growth in turn to add up to the overall growth of the food and beverage industry in the economy.SOFT DRINK INDUSTRY The Indian soft drink industry is a 3500 crore rupee industry comprised of consumers throughout the country, and of all ages. The industry has been comprised of all Indian soft drinks manufactures and the multinational Coca-Cola up to 1976. From 1976 to 1989, the industry only comprised of Indian manufacturers namely parley, Campa-cola and dukes. Decades of 90s have brought changes in government policies of liberalization, which has helped usher in two huge American Multinational Pepsi-cola international and coca-cola. A soft drink is a beverage that typically contains water usually a sweetener and usually a flavoring agent. The sweetener may be sugar, high fructose corn syrup, fruit juice, sugar substitutes (in the case of diet drinks) or some combination of these. Soft drinks may also contain caffeine, colorings, preservatives and other ingredients. Soft drinks are called soft in contrast to hard drinks IE... Alcoholic beverages. Small amounts of alcohol may be present in a soft drink but the alcohol content must be less than 0.5% of the total volume. The drink is to be considered nonalcoholic. Fruit juice, tea and other such nonalcoholic beverages are technically soft drinks by this definition but are not generally referred to as such. Widely soft drink flavors are cola, cherry, lemon-lime, root beer, orange, grape, vanilla, ginger ale, fruit punch and lemonade. Soft drinks may be served chilled or at room temperature and some such as pepper can be served as warm. The first marketed soft drinks in the western world appeared in the 17th century. They were made of water and lemon juice sweetened with honey. In 1676 the company des Limonadiers of Paris was granted a monopoly for the sale of lemonade soft drinks. Vendors carried tanks of lemonade on their backs and dispensed cups of the soft drink to thirsty Parisians. Soft drinks witnesses healthy growth in India: Soft drinks recorded robust double digit off-trade growth. Bottled water and fruit/vegetable juice continued to grow slowly as more consumers turned to these products in the search of healthier options. Carbonates also witnessed good sales growth as the long summer helped to fuel sales. Energy drinks have witnessed a slowdown in sales growth as it is a premium priced product type and therefore not considered a necessity. Importantly more consumers refrained from spending on non-essential items in the wake of the economic downturn. Soft drinks is expected to record healthy sales growth in the forecast period Soft drinks is expected to witness a healthy double digit total volume growth over the forecast period. As consumer awareness and understanding of the variety of soft drinks increases and as manufacturers continue to be innovative, soft drinks is expected to perform well. Products on the health and wellness platform and niche categories can expect to see good sales growth in the forecast period.

SOFT DRINK MARKET IN INDIA Today India is one of the most potential markets, with a population of around 900 million people, the Indian soft drinks market was only about 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 who are entering into 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 to grow at the same rate, within two years the volume could touch 1 billion cases. All these factors are the reasons for the entry two giants of the soft drink industry of the world enter the Indian market. These two giants Pepsi and Coca-Cola, Themselves share 96% of the soft drink market share. The 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 pale people (thumbs up and Limca). Soft drink is not a product, which a person plans to buy beforehand, but is an impulse purchase. Lots of sales depend upon the strength of merchandising done at the point of sale. It all begins 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, Thumsup, 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 an NRO-run outfit with its plant in Nasik Maharashtra in 1978 parole, Indian soft drinks market (share 33%) with its gold spot and Limca brands. Later Thumsup also started Thumsup. At the same time the threat to the Indian soft drinks was that of fruit drinks. At 1988, the fruit drinks market was valued at Rs. 40 crores and grew at the rate 20%. Coca-Cola entered Indian by buying up to 69% of the 1,800 crore soft drink market i.e. 5 Parle Export brands of ThumsUp, 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 grow business in accounts. All these factors together led to a high growth in the Indian market and constantly increasing market share.

Different brands of Soft drinksCoca-Cola Company Appletiser or Appletise Aquarius Barqs Coca-Cola PepsiCo Brands Mirinda Mountain DewDr. Pepper Snapple Group 7up in US only Canada Dry Crush ( Bevarage) Dr. Pepper Cherry Vanilla Genie Orangina ( in North America only) Sunkist Buffalo Rock Company Buffalo Rock Ginger Ale Dr. Wham Cola Jolt Cola Kiwi Cola Mecca Cola Panda Cola Panda Pops ( Drinks brand) Sport Cola Virgin Vanilla Cola American Cola Planet Cola Tipsy Cola Pop Cola ( Philippines)Citrus Soda Britvic Tango ( drink) Tango clear Caribou ( drink ) Tropicana Twister Soda Squirt QuartoList of Soft Drinks in IndiaIndia Appy Fizzby Parle Aqua Blue (Natural Mineral Water By LR Beverages Pvt Lttd) Banta(lemon-flavored soft drink Bovonto(grape soda produced by Kali Mark) Campa Cola(popular Indian soda introduced in 1977) Cloud 9(energy drink) Citra Frooti(mango-flavored drink fromParle Agro) Frams(Local drink from Pune) Gold Spot Grappo Fizz Ganga(Local drink of Haryana) Guptas(8 flavored soft drinks introduced in 1947) h2o(powered carbonated soda) Juicila(Powdered Soft Drink Concentrate available in Orange, Mango, Lemon, Cola, Masala, Jaljira ) Limca(lemon-lime soda) LMN(lemon drink produced byParle Agro) Kalimark Duke's Mangola(mango drink from Dukes bought by PepsiCo) Duke's Lemonade Maaza(mango drink from Parle bought by Coca-Cola) Mohammad Cola One Day Mango Mastana One Day Jeera Fresh One Day Club Soda Raja Rasna(powdered soft drink) Real(fruit juice fromDabur) Red Bull(energy drink) Rio-fusion drink Salina 7Up Thums Up(Cola drink) 777 (soft drink)(Pannier, Cola, Orange, Lemon, Clear Lemon Lime, Mango) XXX(energy drink).Government RegulationSchoolsIn recent years, debate on whether high-calorie soft drinkvending machinesshould be allowed in schools has been on the rise. Opponents of the (soft drink) vending machines believe that soft drinks are a significant contributor tochildhood obesityandtooth decay, and

That allowing soft drink sales in schools encourages children to believe they are safe to consume in moderate to large quantities. Opponents argue that schools have a responsibility to look after the health of the children in their care, and that allowing children easy access to soft drinks violates that responsibility. Vending machine proponents believe that obesity is a complex issue and soft drinks are not the only cause. They also note the immense amount of funding that soft drink sales bring to schools. Some people take a more moderate stance, saying that soft drink machines should be allowed in schools, but that they should not be the only option available. They propose that when soft drink vending machines are made available on school grounds, the schools should be required to provide children with a choice of alternative drinks (such asfruit juice, flavoredwaterandmilk) at a comparable price. Some lawmakers debating the issue in different states have argued that parentsnot the governmentshould be responsible for children's beverage choices. On May 3, 2006, theAlliance for a Healthier Generation,Cadbury Schweppes,Coca-Cola,PepsiCo, and theAmerican Beverage Associationannounced newSchool Beverage Guidelinesthat will voluntarily remove high-calorie soft drinks from all U.S. schools. On 19 May 2006, the BritishEducation Secretary,Alan Johnson, announced new minimum nutrition standards for school food. Amongst a wide range of measures, from September 2006, school lunches will be free from carbonated drinks. Schools will also end the sale of junk food (including carbonated drinks) in vending machines andtuck shops.

TaxationIn the United States and elsewhere, legislators, health experts and consumer advocates are considering levying highertaxeson the sale of soft drinks and other sweetened beverages to help curb the epidemic ofobesityamong Americans, and its harmful impact on overall health. Some speculate that higher taxes could help reduce soda consumption. Others say that taxes could help fund education to increase consumer awareness of the unhealthy effects of excessive soft drink consumption, and also help cover costs of caring for conditions resulting from overconsumption. The food and beverage industry holds considerable clout in Washington, DC, as it has contributed more than $50 million to legislators since 2000. In January 2013, a Britishlobby groupcalled for the price of sugary fizzy drinks to be increased, with the money raised (an estimated 1 billion at 20p per liter) to be put towards a "Children's Future Fund", overseen by an independent body, which would encourage children to eat healthily in school. In March 2013,New York City's mayorMichael Bloombergproposed to ban the sale of non-diet soft drinks larger than 16 ounces, except in convenience stores and supermarkets. A lawsuit against the ban was upheld by a state judge, who voiced concerns that the ban was "fraught with arbitrary and capricious consequences". Bloomberg announced that he would be appealing the verdict.

COMPANY PROFILE

COMPANY PROFILECoca-Cola was first introduced by John Syth Pemberton, a pharmacist, in the year 1886 in Atlanta, Georgia when he concocted a caramel-colored syrup in a three-legged brass kettle in his backyard. He first distributed the product by carrying it in a jug down the street to Jacobs Pharmacy and customers bought the drink for five cents at the soda fountain. Carbonated water was teamed with the new syrup, whether by accident or otherwise, producing a drink that was proclaimed delicious and refreshing, a theme that continues to echo today wherever Coca-Cola is enjoyed. Dr. Pembertons partner and bookkeeper, Frank M. Robinson, suggested the name and penned Coca-Cola in the unique flowing script that is famous worldwide even today. He suggested that the two Cs would look well in advertising. The first newspaper ad for Coca-Cola soon appeared in The Atlanta Journal, inviting thirsty citizens to try the new and popular soda fountain drink. Hand-painted oil cloth signs reading Coca-Cola appeared on store awnings, with the suggestions drink added to inform passersby that the new beverage was for soda fountain refreshment. By the year 1886, sales of Coca-Cola averaged nine drinks per day. The first year, Dr. Pemberton sold 25 gallons of syrup, shipped in bright red wooden kegs. Red has been a distinctive color associated with the soft drink ever since. For his efforts, Dr. Pemberton grossed $50 and spent $73.96 on advertising. Dr. Pemberton never realized the potential of the beverage he created. He gradually sold portions of his business to various partners, and just prior to his death in 1888, sold his remaining interest in Coca-Cola to Asa G. Candler, an entrepreneur from Atlanta. By the year 1891, Mr. Candler proceeded to buy additional rights and acquire complete ownership and control of the Coca-Cola business. Within four years, his merchandising flair had helped expand consumption of Coca-Cola to every state and territory after which he liquidated his pharmaceutical business and focused his full attention on the soft drink. With his brother, John S. Candler, John Pembertons former partner Frank Robinson and two other associates, Mr. Candler formed a Georgia corporation named the Coca-Cola Company. The trademark Coca-Cola, used in the marketplace since 1886, was registered in the United States Patent Office on January 31, 1893. The business continued to grow, and in 1894, the first syrup manufacturing plant outside Atlanta was opened in Dallas, Texas. Others were opened in Chicago, Illinois, and Los Angeles, California, the following year. In 1895, three years after The Coca-Cola Companys incorporation, Mr. Candler announced in his annual report to share owners that Coca-Cola is now drunk in every state and territory in the United States. As demand for Coca-Cola increased, the Company quickly outgrew its facilities. A new building erected in 1898 was the first headquarters building devoted exclusively to the production of syrup and the management of the business. In the year 1919, the Coca-Cola Company was sold to a group of investors for $25 million. Robert W. Woodruff became the President of the Company in the year 1923 and his more than sixty years of leadership took the business to unsurpassed heights of commercial success, making Coca-Cola one of the most recognized and valued brands around the world. Coca-Colais acarbonatedsoft drinksold in stores, restaurants, andvending machines in every country except Cuba and North Korea. It is produced byThe Coca-Cola Company ofAtlanta,Georgia and is often referred to simply asCoke a registered trademark of The Coca-Cola Company in the United States since March 27, 1944. Originally intended as apatent medicine when it was invented in the late 19th century byJohn Pemberton, Coca-Cola was bought out by businessmanAsa Griggs Candler, whose marketing tactics led Coke to its dominance of the world soft-drink market throughout the 20th century. The company producesconcentrate, which is then sold to licensed Coca-Cola bottlers throughout the world. The bottlers, who hold territorially exclusive contracts with the company, produce finished product in cans and bottles from the concentrate in combination with filtered water and sweeteners. The bottlers then sell, distribute and merchandise Coca-Cola to retail stores and vending machines. The Coca-Cola Company also sells concentrate forsoda fountainsto major restaurants andfood servicedistributors. The Coca-Cola Company has, on occasion, introduced other cola drinks under the Coke brand name. The most common of these isDiet Coke, with others includingCaffeine-Free Coca-Cola, Diet Coke Caffeine-Free,Coca-Cola Cherry,Coca-Cola Zero,Coca-Cola Vanilla, and special versions with lemon, lime or coffee.

COMPANY OPERATIONS IN INDIAHindustan Coca-Cola Beverages Private Limited produces cool drinks. The company was founded in 1999 and is based in Gurgaon, India. Hindustan Coca-Cola Beverages Private Limited operates as a subsidiary of The Coca-Cola Company. And in India it works in the below hierarchy

ZONAL SALES MANAGERSALES MANAGER AREA SALES MANAGERSALES TEAM LEADERPRE SELLER

In this hierarchy pre seller are very important because, Coca-Cola sales in Bangalore are direct sales so they will directly visit the market and take the orders. And a each sales team leader has 7 to 8 routes to take care and Area sales manager has 5 to 6 STLs under him. ROUTE TO MARKET:

RTM route to market takes care from production to market delivery. First the project and RE (Request) are given by area sales manager to planning team. After that the planning team schedule the SKUs and they are divided in to three categories A, B,C. A is 70% moving and B is 20% and c is 10%, for example Kinley is A category and 600ml and 400ml are C category. Planning team gives the schedule to the production team and in warehouses there are two types of inbound warehouses one is primary and other is secondary. Primary is the stock directly from the plant and secondary is return of the stock. Preseller gets the order from the market by direct sales. And he works from morning 8:30 am to evening 6:30 pm and he takes the order in blackberry mobiles. And the software used in the mobiles is Road net and it is directly link with the database in the company. Geocoding another one in which every outlet has some code based on the address and they are given some number. And by using this geocoding the delivery will happen. And now comes to distribution of the stock and this will takes place by vehicles and in each vehicle there should not be more than 200 cases and 30 to 35 outlets. Based on the number of cases the route map will be generated by the road line software. If there are small amount to delivery they software will choose small truck and merge the route. Hebbal depot has 62 presellers and 45 to 50 trucks in season and 25 to 30 trucks in unseasoned. Based on the routes the outlet sheets will come and the load sheets will be generated and they are loaded in the respective trucks. And this load has to check by four people security at the gate, C&F checkers, drivers and billers, after checking all the three people will sign on the paper. Then the stock goes out for delivery with outlet address, H&T machines, VAT forms, if there is some stock which is left by the end of the day for example outlet is closed. Then the billing people should take the stock back to the depot and the same security check will happen to ensure there is nothing wrong in the process. And after coming in to the depot the finished goods supervisor will check the stock and make an entry in to card which is called as Full card. After that this card goes to the Finance department and there they will tally the debit and credit and punch it in the card if everything is correct. And after that the settlement for the day is done.SALES AND DISTRIBUTION:The sales of the company are basically depending on the presellers. There are different types of outlets like E&D-1, E&D-2. There are two types of cards RED and GREEN where the incentives of the preseller are decided.RED CARD: RED is the execution part and is Right execution Dairy. And it is divided in to three parts 1. Execution standard 2. Cooler standard 3. Availability standardExecution standard contains Internal and external activation, and contains 10points for internal activation is like keeping the Coca-Cola products inside the shop, and external is displaying the boards outside the outlet. Next is cooler standard is for 20 points it includes the prime position, brand order (COLT-J) C- Coca-Cola O- Fanta L Lime (Limca, sprite) T Thums up J Juices (maaza, minute maid) RGB (refilling glass bottles), SOVI. And finally availability depending on the channel stock in the outlet. They are divided into IC packs (200 and 400ml) and FC packs are remaining bottles.

GREEN CARD:It is the Process part of the process; it is the Grow excellent execution. It decides the permanent journey plan of the Preseller. Total it has hundred points out of that 50points are for only coke product which means every preseller should sell at least one case of coke in a month. And remaining 50 points are for the SKUs and minimum bill that they make from every outlet. Other than the two there is third one like Horizontal expansion like now 400ml coke bottles which helps in the market growth. This horizontal expansion also makes the preseller to gain some incentives.

HISTORY OF BOTTLING Coca-Cola originated as a soda fountain beverage in 1886 selling for five cents a glass. Early growth was impressive, but it was only when a strong bottling system developed that Coca-Cola became the world-famous brand it is today.Year 1894: A modest start for a bold ideaIn a candy store in Vicksburg, Mississippi, brisk sales of the new fountain beverage called Coca-Cola impressed the store's owner, Joseph A. Biedenharn. He began bottling Coca-Cola to sell, using a common glass bottle called a Hutchinson. Biedenharn sent a case to Asa Griggs Candler, who owned the Company. Candler thanked him but took no action. One of his nephews already had urged that Coca-Cola be bottled, but Candler focused on fountain sales.Year 1899: The first bottling agreementTwo young attorneys from Chattanooga, Tennessee believed they could build a business around bottling Coca-Cola. In a meeting with Candler, Benjamin F. Thomas and Joseph B. Whitehead obtained exclusive rights to bottle Coca-Cola across most of the United States for a sum of one dollar. A third Chattanooga lawyer, John T. Lupton, soon joined their venture.Years 1900-1909: Rapid growthThe three pioneer bottlers divided the country into territories and sold the bottling rights to local entrepreneurs. Their efforts were boosted by major progress in bottling technology, which improved efficiency and product quality. By 1909, nearly 400 Coca-Cola bottling plants were operating, most of them family-owned businesses. Some were open only during hot-weather months when demand was high.Year 1916: Birth of the Contour BottleBottlers worried that Coca-Cola's straight-sided bottle was easily confused with imitators. A group representing the Company and bottlers asked glass manufacturers to offer ideas for a distinctive bottle. A design from the Root Glass Company of Terre Haute, Indiana won enthusiastic approval. The Contour Bottle became one of the few packages ever granted trademark status by the U.S. Patent Office. Today, it is one of the most recognized icons in the world.In the 1920s: Bottling overtook fountain salesAs the 1920s dawned; more than 1,000 Coca-Cola bottlers were operating in the U.S. Their ideas and zeal fueled steady growth. Six-bottle cartons were a huge hit starting in 1923. A few years later, open-top metal sellers became the forerunners of automated vending machines. By the end of the 1920s, bottle sales of Coca-Cola exceeded fountain sales.In the 1920s and 1930s: International expansionLed by Robert W. Woodruff, chief executive officer and chairman of the Board, the Company began a major push to establish bottling operations outside the U.S. Plants were opened in France, Guatemala, Honduras, Mexico, Belgium, Italy and South Africa. By the time World War II began, Coca-Cola was being bottled in 44 countries.In the 1940s: Post-war growthDuring the war, 64 bottling plants were set up around the world to supply the troops. This followed an urgent request for bottling equipment and materials from General Eisenhower's base in North Africa. Many of these wartime plants were later converted to civilian use, permanently enlarging the bottling system and accelerating the growth of the Company's worldwide business.In the 1950s: Packaging innovationsFor the first time, consumers had choices of Coca-Cola package size and type-the traditional 6.5 ounce Contour Bottle, or larger servings including 10, 12 and 26 ounce versions. Cans were also introduced, becoming generally available in 1960.

In the 1960s: Introduction of new brandsSprite, Fanta, Fresca and TAB joined brand Coca-Cola in the 1960s. Mr. Pibb and Mello Yello were added in the 1970s. The 1980s brought diet Coke and Cherry Coke, followed by PowerAde and Fruitopia in the 1990s. Today scores of other brands are offered to meet consumer preferences in local markets around the world.In the 1970s and 1980s: Consolidation to serve customersAdvancement in technology led to the global economy, retail customers of The Coca-Cola Company merged and evolved into international mega chains. Such customers required a new approach. In response, many small and medium-size bottlers consolidated to better serve giant international customers. The Company encouraged and invested in a number of bottler consolidations to assure that its largest bottling partners would have the capacity to lead the system in working with global retailers.In the 1990s: New and growing marketsPolitical and economic changes opened vast markets that were closed or underdeveloped for decades. After the fall of the Berlin Wall, the Company invested heavily to build plants in Eastern Europe. As the century closed, more than $1.5 billion was committed to new bottling facilities in Africa.21st centuryOn July 5, 2005, it was revealed that Coca-Cola would resume operations in Iraq for the first time since theArab League boycotted the company in 1968. On April 2007, in Canada, the name Coca-Cola Classic was changed back to Coca-Cola. The word Classic was removed because New Coke was no longer in production, eliminating the need to differentiate between the two.The formula remained unchanged. In January 2009, Coca-Cola stopped printing the word Classic on the labels of 16-US-fluid-ounce (470ml) bottles sold in parts of the southeastern United States.The change is part of a larger strategy to rejuvenate the product's image.The word Classic was removed from all Coca-Cola products by 2011. In November 2009, due to a dispute over wholesale prices of Coca-Cola products,Costcostopped restocking its shelves with Coke and Diet Coke. However, some Costco locations (such as the ones inTucson, Arizona, sell imported Coca-Cola from Mexico. Coca-Cola introduced the 7.5-ounce mini-can in 2009, and on September 22, 2011, the company announced price reductions, asking retailers to sell eight-packs for $2.99. That same day, Coca-Cola announced the 12.5-ounce bottle, to sell for 89 cents. A 16-ounce bottle has sold well at 99 cents since been re-introduced, but the price was going up to $1.19. In 2012, Coca-Cola would resume business inMyanmarafter 60 years of absence due

To U. S. -imposed investment sanctions against the country.Coca-Cola's bottling plant will be located inYangonand is part of the company's five-year plan and $200 million investment in Myanmar. Coca-Cola with its partners is to invest USD 5 billion in its operations in India by 2020. In 2013, it was announced thatCoca-Cola Lifewould be introduced inArgentinathat would containStevieandsugar.

MANIFESTO FOR GROWTH

Mission, Vision and Values:

The world is changing all around us. To continue to thrive as a business over the next ten years and beyond, we must look ahead, understand the trends and forces that will shape our business in the future and move swiftly to prepare for what's to come. We must get ready for tomorrow today. Thats what our 2020 vision is all about. It creates a long term destination for our business and provides us with a road map for winning together with our bottling partners. Our Mission:Our road map starts with our mission, which is enduring. It declares our purpose as a company and serves as the standard against which we weigh our actions and decisions. To refresh the world. To inspire moments of optimism and happiness. To create value and make a difference.Our Vision: Our vision serves as the framework for our roadmap and guides every aspect of our business by describing what we need to accomplish in order to continue achieving sustainable, quality growth. People : Be a great place to work where people are inspired to be the best they can be. Portfolio : Bring to the world a portfolio of quality beverage brands that anticipate and satisfy peoples desires and needs.

Partners : Nurture a winning network of customers and suppliers, together we create mutual, enduring value. Planet : Be a responsible citizen that makes a difference by helping build and support sustainable communities. Profit : Maximize long-term return to share owners while being mindful of our overall responsibilities. Productivity : Be a highly effective, lean and fast-moving organization.Our Winning Culture: Our winning culture defines the attitudes and behaviors that will be required of us to make our 2020 vision a reality. Living our Values: Our values serve as a compass for our actions and describe how we behave in the world. Leadership : The courage to shape a better future. Collaboration : Leverage collective genius. Integrity : Be real Passion : Committed in heart and mind Diversity : As inclusive as our brands Quality : what we do, we do well Focus on the market Focus on needs of our consumers, customers and franchise partners. Get out into the market and listen, observe and learn Possess a world view Focus on execution in the marketplace every day Be insatiably curiousWork Smart Act with urgency Remain responsive to change Have the courage to change course when needed Remain constructively discontent Work efficiently

Act Like Owners

Be accountable for our actions and inactions Steward system assets and focus on building value To reward our people for taking risks and finding better ways to solve problems Learn from our outcomes -- what worked and what didnt.

PRODUCTS OF COCA-COLA IN INDIA

PRODUCTS OF COCA-COLA IN INDIA COCA-COLA :

In India Coca-Cola was 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 remote and inaccessible parts of the nation. Over the past fourteen years has enthralled consumers in India by connecting with passions of India Cricket, movies, music & food. Coca-Colas advertising campaigns Jo Chaho Ho Jaye & Life Ho Toh Aise were very popular & had entered youths vocabulary. In 2002.Coca-Cola launched its iconic campaign Thanda Matlab Coca-Cola which sky rocked the brand to make it Indias favorite soft drink brand.

GLASS PET CAN FOUNTAIN

200ml, 300ml, 500ml, 1000ml500ml, 1.5L, 2L, 2.25L, 500ml, 100ml 330 ml VARIOUS SIZES

LIMCA :

Limca was introduced in 1971 in India. Limca has remained unchallenged as the No.1 sparkling drink in the cloudy lemon segment. The success formula is the sharp fizz and lemon I bite combined with the single minded proposition of the brand as the provider of Freshness. Limca can cast a tangy refreshing spell on anyone, anywhere. Derived from Nimbu and Jaise, hence Lime SA, Limca has lived up to its promises of refreshment and has been the original first choice of millions of customers for over 3 decades.

GLASS PET CAN FOUNTAIN

200ml, 300ml, 500ml, 1000ml500ml, 1.5L, 2L, 2.25L, 500ml, 100ml 330 ml VARIOUS SIZES

THUMSUP:Thumsup is a leading sparkling soft drink and most trusted brands in India. Originally introduced in 1977, Thums up was acquires by The Coca-Cola Company in 1993. Thums up is known for its strong, fizzy taste and it confident, mature and uniquely masculine attitude. This brand clearly seeks to separate the men from the boys. GLASS PET CAN FOUNTAIN

200ml, 300ml, 500ml, 1000ml500ml, 1.5L, 2L, 2.25L, 500ml, 100ml 330 ml VARIOUS SIZES

SPRITE:Sprite a global leader in the lemon lime category is the second largest sparkling beverage brand in India. Launched in 1999, Sprite with its cut-thru perspective has managed to be a true teen icon.GLASS PET CAN FOUNTAIN

200ml, 300ml 500ml, 1L, 1.5L2L 330 ml VARIOUS SIZES

FANTA :Fanta entered the Indian market in the year 1993. Over the years Fanta has occupied a strong market place and is identifies as The Fun Catalyst. Perceived as a fun youth brand, Fanta stands for its vibrant colour, 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. GLASS PET CAN FOUNTAIN

200ml, 300ml500ml, 1.5L, 2L, 2.25L, 500ml, 100ml 330 ml VARIOUS SIZES

MINUTE MAID PULPY ORANGE :The history of the Minute Maid brand goes as far back as 1945 when the Florida Food Corporation developed orange juice powder. The company developed a process that eliminated 80% of the water in the orange juice, forming a frozen concentrate that when reconstitute created orange juice. They branded it Minute Maid a name connoting the convenience and the ease of preparation. Minute Maid thus moved from a powdered concentrate to the first ever orange juice from concentrate. The launch of Minute Maid in India (started with the south of the country) is aimed to further extend the leadership of Coca-Cola in India in the juice drink category.Available in 3 PET pack sizes i.e. 400ml, 1 litre, 1.25 litres.

MAZZA :Maaza was introduced in late 1970s. Maaza has today come to symbolise the very spirit of mangoes. Universally loved for its taste, colour, thickness and wholesome properties, Maaza is the mango lovers first choice. RGB PET POCKET MAAZA

200ml, 250ml250ml, 600ml, 1.2L 200ml

DIET COKE :It is the worlds third largest selling soft drink. Launched in 1982 in America. Diet Coke is also called as Coca-Cola Light in some countries. Diet Coke was sweetened withaspartameafter the sweetener became available in the United States in 1983 to save money, this was originally in a blend withsaccharin. AfterDiet Ritecola advertised its 100 percent use of aspartame, and the manufacturer ofNutraSweet (then,G.D. Searle & Company) warned that the NutraSweet trademark would not be made available to a blend of sweeteners, Coca-Cola switched the formula to 100 percent NutraSweet. Diet Coke from fountain dispensers still contains some saccharin to extend shelf life.

GEORGIA GOLD COFFEE:Georgia coffee was introduced in India in 2004. The Georgia gold range of Tea and coffee beverages is the perfect solution for office and restaurant needs. Today Georgia coffee is available at Quick-Service Restaurants, Airports, Cinemas and in Corporates across all major metros in India. HOT BEVERAGESEspresso, Americano, Cappuccino, Caffe Latte, Mochaccino, Hot Chocolate, Cardamon Tea.

COLD BEVERAGESIce Teas, Cold Coffee.

KINLEY:The importance of water can never be understated, Particularly in a nation such as India where water governs the lives of the millions, be it as a part of everyday ritual or as the monsoon which gives life to the sub-continent. Kinley water comes with the assurance of safety from the Coca-Cola Company. Available in PET 500ml and 1000ml.PURPOSE OF THE PROJECT:In FMCG beverages industry there are two major players PEPSI AND COCA-COLA. Water industry is very vast industry, Other than that there are few major competitors in water industry like Bisleri, Aquafina, Nandi water, Q water. The important aspect of this project involves water management (Kinley water). Working with the distributors and outlets in a particular area which are selling other than Kinley water products. We should make the distributor to take our Kinley water for distribution. And from each distributor we should get an order of at least 500 cases of Kinley. In parallel to that we should also make Monopoly market of Coca-Cola soft drinks at outlets.SCOPE AND LIMITATIONS: The very purposes which the company has laid down and gave the project are Water distribution in Bangalore Crack the distributors of other companies. Issues with the outlets. An issue with the Refrigerators in Outlets. While cracking the distributors, issues raised should be handled properly.

METHODOLOGY

The methodology involved in collecting the distributors phone numbers from shopkeepers by visiting each and every outlet that has the competitor products in display and also from the other company suppliers. And making the list of distributors with numbers that are present in the market and meeting them with an appointment. The margin part is very important in this dealing because, these distributors used to send the stocks to the outlets. Offers which we are delivering to them and their profit gained and finally we should make them take bulk amounts of water.

PROJECT EXPLANATION:Every day we are assigned with a particular preseller and visit the market. And I am working under my ASM and he had seven STls under him and each STL has 7 to 8 routes for market. Under each STl they have 10 to 15 preseller and every day I am going with one of the presellers in different routes. And my job is to find the outlets which are currently serving water outlets other than Kinley like bisleri, kingfisher, bailey, Aquafina and some local water. And from the outlets we should get the supplier or the distributor contact number. After getting the contact number we should call them and fix for an appointment to meet them. When we get an appointment to meet them we will explain the margins they get on taking our product and net landing from company. Apart from all these ultimate goal is to change the supplier or the distributor to Kinley. From each distributor we should take an order of 1000 to 1500 cases of water bottles. And other thing in this project is working with the preseller and booking the orders and cleaning the refrigerators. Every day there will be 50 to 60 outlets to visit, and from the outlets knowing the issues which people are facing is also other one in this project. Up to now we got ten distributors numbers and spoke with them regarding the distribution and all of them are on hold.Water industry is very vast industry, in that surviving by doing business is very difficult because local water is very competitive. After getting the distributors contact numbers we should call them and fix an appointment to meet them. And we should talk with them regarding the business for doing Kinley. I have met almost 20 distributors for taking Kinley. Everyone are on hold for taking the water, while interacting with the distributors they had raised a few issues for taking the Kinley water.ISSUES MENTIONED BY THE DISTRIBUTORS:1. Distribution ship: Actually coke has a direct distribution in Karnataka and so many other parts in India. They will directly distribute the products to the outlets, even water (Kinley) also same procedure. Bisleri, Bailey and other local water works on distributor and suppliers. They are asking for distributorship which company cant give.1. Particular Route: They are asking to assign a particular route to supply Kinley water. And they are mentioning like no one should distribute the Kinley water other than them and even company should not supply in that route.1. Low Net landing: They are asking for very low prices because, if Kinley wants to survive in the market then they should give more schemes, offers with low prices. WORKING WITH THE PRESELLER:Preseller will book the orders every day by visiting different outlets in assigned routes. While they visit we are joining with them and when they will take soft drinks orders, We will tell them about the offers and schemes on water and make them to take at least 2 to 3 cases of water at every outlet. In a week we will work four days with the preseller and two days with the distributors. And also we will ask the issues and problems faced by the customers (outlets).1. Coolers are not properly working.1. Shortage of stock.1. Next day payment: coke will not follow credit system; they should pay the bill amount on the day of delivery.1. Cleaning the coolersDaily we are visiting 40 to 50 outlets and 3 to 4 distributors in week.

RECOMMENDATIONS:

Kinley is also direct distribution along with the soft drinks, so in water industry many companies are giving distributor ship to the others. If they give distributor ship they can compete strong in the market. When compare with the other company Coca-Cola are giving very few offers. By giving more offers they can attract customers. If they assign particular route to distributor.

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