Hindustan Coca-Cola Beverages Private Limited (Patna)
Hindustan Coca-Cola Beverages Private Limited (Patna)
Hindustan Coca-Cola Beverages Private Limited (Patna)
AN INTERNSHIP REPORT
ON
SUBMITTED TO
SUBMITTED BY
SHIVRAJ
UNDER THE GUIDENCE OF
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PREFACE
The summer training programs are designed to give the practical knowledge of
corporate world. Training is usually meant for such vocations where advanced
because of this reason that summer training programs are designed. So, that the future
It was exactly in this context that I was privileged enough to join coca cola- one of the
I achieved lots of experience and confidence over the past eight week which will help
During this period, I was given to find out the “Dry outlets of coca-cola in Patna”.
In the training program I had tried my level best to arrange the work in systematic and
chronological way.
This endeavor work shall provide the coca cola marketing department, an idea about
market condition. Therefore it hoped with all sincerity that this work shall be of
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ACKNOWLEDGEMENT
Completing a task is never one effort. It is often the result of invaluable contribution
marketing success.
This project is not the work of an individual, but all the faculty members of Sinhgad
Beverages Pvt. Ltd., Patna. For given me the opportunities to undergo my summer
I am very grateful to Mr. Subir Chatterji (Marketing Manager), Mr. Supratho Acharya
(Area Sales Manager), Raman Singh & Rajesh Ranjan (Sales Executive) who guided
me in my report. I further extend my thanks to all the employees for the appreciation
Finally I also indebted to my faculty members, parents, friends and family members
who have been a constant source of inspiration for whatever I am because of their
blessing.
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INTRODUCTION
market place where the principal of natural selection leads to “the survival of fittest”.
Gain retailers, a rapid growth & acceptance of store brands, new retail firms, growing
price and value sensitivity of consumers, a seemingly diminishing role for mass-
marketing and advertising and disconcerting erosion of brand loyalty. The changes are
dragging the companies instead of operating in defined market with a fixed number of
competitors and with a set of stable customer preference to a more volatile marketing
atmosphere-almost a war zone like situation with rapidly changing variable… like
competitors, technology, business laws, trades policies, customers, brand loyalty etc.
competitive edge over its competitors especially then, when changes are even difficult
This makes the situation more difficult for the companies & organization as they are
not always in a position to adopt themselves and their activities to suit to the demands
Thus companies find themselves running in race where the road signs and rules keep
changing too frequently & there is no visible finish line, no concept of “permanent
win”. They simply have to keep racing in a direction to be the one, which the
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Today the customer is donning the king gown. He is more evolved than his
predecessors and has grown to enjoy the limelight. All company who wish to survive
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& grow in the market needs to focus their attention & resources to woo & please the
“customer-the king”. That is why the customer finds an unperfected glare at himself.
The company’s all queuing up and bowing respectfully before him & presenting him
So, consumer today has the advantages of plenty of products in every category. They
service. In the face of their vast choices, customers are gravitated to the offering that
best meet their individual needs & expectations. They will buy on the basis of their
perception of values.
Therefore, today’s winning company’s are those who succeed in satisfying, indeed
group & needs the company can profitably serve & how to serve them more
efficiently than competitors. These companies are marketing focused & customer
driven rather than solely product focused or cost driven. They pay extreme attention
to qualities & service to meeting and even exceeding customer’s expectation. They
complete vigorously, pursue efficiently & yet are responsive & flexible.
Perhaps, the basic change in marketing thinking is the paradigm shift from “pursuing
a sale” to “creating a customer”. Past marketing has been largely transaction oriented.
Today it is more relationship oriented. In addition to designing the best marketing mix
“to make a sale” there is growing emphasis on designing the best relationship-mix for
winning and keeping customer. Good customers are always an asset which, when well
managed & served will return a handsome lifetime income stream to the company. In
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the intensely competitive market place, the company’s first order of business to retain
shopping & buying behavior. Such study will provide clues for developing new
products, product features, channels, message & other marketing mix element.
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CONTENTS
Chapter 1
1.1 Executive Summary……………………………………………………..
…...02
Chapter 2
2.1 Introduction …...……………………………………………………….....
…..04
2.2 History and development…………………………………………..
……..…06
2.3 Company setup in India………. ………………………………………..
…..07
2.4 History of soft drink in
Bihar…………………………………………….......08
2.5 Coke plant in
Patna……………………………………………………….....10
2.6 Product and brands ...
…………………………………………………….....11
2.7 Organization chart ………………………………………………….........
….12
2.8 Mission & Vision ...
………………………………………………………....16
2.9 Value …..…………………………………………………………………....
17
2.10
Competitors……………………………………………………………….....18
2.11 Awards………………………………………….
………………………….....20
2.12
Customers…………………………………………………………………....26
Chapter 3
13
3.1 Objective of study ..……….
………………………………………………....28
Chapter 4
4.1 Research methodology……..
………………………………………………. .30
4.2 Scope …….……………………………………………………………………
31
4.3 Observation ……………………………………………………………………
31
4.4 Limitation …………………………………………………………………….
…32
4.5 Questionnaire ………………………………………………………….......
....33
Chapter 5
5.1 Project work undertaken ...
…………………………………………………..37
Chapter 6
6.1 Analysis and interpretation of data ...
………………………………………..46
Chapter 7
7.1
Suggestions…………………………………………………………………….53
7.2 Conclusions ………………………………………………………………..
….54
7.3 Bibliography
……………………………………………………………….......56
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CHAPTER 1
Executive Summary
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EXECUTIVE SUMMARY
Over the last few years hundreds of companies have greatly improved their
Promotion services have become a subject of huge interest in recent years. Dry outlets
were searched in order to help the promotion. Dry outlets are regarded as the potential
• Used to sell cold drink of coca-cola but at present are not selling.
• Company believes that soft drink sell is not a planned sell it's a impulse
Sales Promotion Strategies are offering new & better ways of addressing
that offer a unique way to increase the sales of the soft drink.
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CHAPTER 2
Company profile
• Product Highlight
• Organization chart
• Mission
• Vision
• Competitors
• Awards
• Customers
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COMPANY INTRODUCTION
and canning operators, distributors, fountain retailers and fountain wholesalers. The
Company’s beverage products comprises of bottled and canned soft drinks as well as
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
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 world’s premier soft-drink enterprise. From Boston to Beijing,
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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
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
ensure compliance with the framework of policies and protect the Company’s assets
The biz.system of coca-cola in India directly employs approximately 6,000 people, &
indirectly creates employment for many more related industries throw our wash
The vast Indian operations comprise 25 companies owned bottling operations & 24
franchises –owned bottling operations. The apart a network of contract packers also
mfg. a range of the product for company. On the distribution front, 10 tone trucks,
open-bay three wheelers that can navigate the narrow alleyways of Indian cities,
The coca cola is responsible for the mfg. distribution & sales of product across the
country.
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HISTORICAL BACKGROUND OF COCA COLA
Coca Cola is a very popular cola (a carbonated soft drink) sold in stores and
which is also often referred to as simply Coca cola or coke. Coke is one of the world's
most recognizable and widely sold commercial brands; its major rival is Pepsi.
Originally intended as a patent medicine when it was invented in the 19th century,
Coca-cola was bought out by businessman Asa Griggs Candler, whose marketing
tactics led Coke to its dominance of the world soft drink market throughout the 20th
century.
The Coca -cola Company owns and markets other soft drinks that do not carry the
Coca -cola branding, such as Sprite, Fanta, and others. Coca cola was invented. In
French, Wine coca in 1885. He was ' inspired by the formidable success of European
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HISTORY OF SOFT DRINK IN INDIA
The first brand of soft drink Gold spot established 53 years ago. Before all
empowering Coca-Cola entered the country to dominate the soft drink market, the
history of soft drink in India is quite drinking old. Down the ages, people consume
soft drink to give them a refreshing feeling. Gold spot is considered as the first brand
Coca- cola at the same time entered the Indian mark t .and dominated the whole
market. It faced no though competition from the domestic market. Due to certain
circumstances the Coca cola Company discontinued its operations in India. In 1993
Coca Cola was launched in Agra (India) again with a slogan of "OLD WAVE HAVE
COME AGAIN" Joining the hand with Parle export Pvt. Ltd., The Company was
trying its best to regain prestige which it had before. At present only Coca Cola and
Coca Cola was the first foreign drink came in India in the year 1965. Coca cola had a
very good beginning in the Indian market and it hardly faced any competition in
India. The marketing people did not even require advertising Coca Cola. This extra
Later in 1970, it introduced Limca a lemony soft drink. Before limca they had
tentatively introduced by Cola-Pepsi which they had to withdraw soon in the face
opportunity in 1977 when Coca Cola decided to wind up its operation rather than
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HISTORY OF SOFT DRINK IN BIHAR
When Coca- Cola re-entered the Indian market The Hindustan Coca cola Beverages
Pvt. Ltd. of Patna, Bihar on lease for 20 years in 1997 98 started its operation. The
first product launched by Hindustan Coca Cola Beverages Pvt. Ltd. of Patna was
Coca-cola and after that all the remaining products came in the Bihar market. At
present the work force capacity of the Hindustan Coca Cola Beverages Pvt. Ltd. is
The soft drink market in India is quite wide. The production of soft drink in Bihar was
stated on 27th with March 1967 with installation of a Coca Cola bottling plant in
Jamshedpur under the auspicious guidance of late industrialist Mr. Dharma Chad
Kumari which was named as Steel city Beverages Pvt. Ltd. The company controlled
the lions share in the soft drink market for nearly 10 years. Parle also entered this field
in Bihar with the installation of bottling unit in collaboration with Mr. Rajendra
Poddar in the name of Orient Beverage Pvt. Ltd. In 1997 with the advent of Janta
Party Government, it created trouble for Coca Cola which led to withdraw its
After the withdraw of Coca Cola from India the Parle monopolized the soft drink
market in Bihar and took a lions share of the beverages product from the industry
even after Mc. Dowell pure drinks and local drinks entered into the market. They
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Once again with the liberalization of economy in 1991. Pepsi Food Ltd. Entered in
the India market. It shared its bottling of products in Bihar by Steel city Beverages
Company on 24th March 1991 owned by Kamani's collaboration with Birla Group
which was once the bottling plant for Coca-Cola. After the re-entry of Coke in 1993
the market scenario of Bihar also changed dramatically. Coca cola establishes its
bottling plant in Jamshedpur (Now in Jharkhand) and Patna to counter its archrival
Pepsi.
juice or pulp. The invent of soft drink is really a classic example of today's marketing
theory which says “The real marketing spirit of marketing man lies behind the fact of
identifying a need, a real need of consumer and providing him the product to fulfill
his need”.
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THE COCA-COLA PATNA’s PLANT
Coke begins its operation on 4th Sept. 1998 by taking over the franchise bottler.
It is located at E-I Industrial Area, Patliputra. Plant is spread over an area of 1.75
acres and houses most sophisticated machinery to produce coca-cola and many other
The plant can produce around 24000 cases of soft drinks per day and employees 113
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PRODUCT HIGHLIGHT
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Organizational Chart of
Hindustan Coca Cola Beverages Pvt. Ltd.
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ORGANIGATION STRUCTURE
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ORGANIZATION STRUCTURE IN COCA-COLA, INDIA
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ORGANIZATION STRUCTURE OF THE SALES DEPARTMENT
IN HCCBPL:
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MISSION, VISION AND VALUE
Our mission, vision and values outline who we are, what we seek to achieve, and
how we want to achieve it. They provide a clear direction for our Company and help
• OUR MISSION
Our mission declares our purpose as a company. It serves as the standard against
which we weigh our actions and decisions. It is the foundation of our Manifesto.
• OUR VISION
Our vision guides every aspect of our business by describing what we need to
People: Being a great place to work where people are inspired to be the best they can
be.
Portfolio: Bringing to the world a portfolio of quality beverage brands that anticipate
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Planet: Being a responsible citizen that makes a difference by helping build and
overall responsibilities.
• OUR VALUE
Coca-Cola is guided by shared values that both the employees as individuals and the
• INTEGRITY: Be real
'
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COMPETITORS TO HCCBPL
The competitors to the products of the company mainly lie in the non-alcoholic
Company never ends for the World's # 2, carbonated soft-drink maker. The
company's soft drinks include Pepsi, Mountain Dew, and Slice. Cola is not the
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• PepsiCo also sells Dole juices and Lipton ready-to-drink tea. PepsiCo and
Coca-Cola hold together, a market share of 95% out of which 60.8% is held by
mainly deals with milk products, Baby foods and Chocolates. But the iced tea
that is Nestea which has been introduced into the market by Nestle provides a
healthier when compared to fizz drinks. The flavored milk products also have
• Dabur: Dabur in India, is one of the most trusted brands as it has been
operating ever since times and people have laid all their trust in the Company
and the products of the Company. Apart from food products, Dabur has
introduced into the market Real Juice which is packaged fresh fruit juice.
These products give a strong competition to Maaza and the latest product
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AWARDS
Coca-Cola wins Bhagidari Award - Fourth
time in a row
presented on the second day of the two days Bhagidari Utsav at Pragati Maidan, New
Delhi on February 3, 2007 by the Hon’ble Chief Minister of Delhi Smt. Ms. Sheila
Dikshit. We took this opportunity to also present the Water Calendar 2007 to the
Hon'ble CM.
Among the highlights of the Utsav was an exhibition cum display by some of the
partners of the Delhi government, where each partner showcased its initiatives to
Conservation and PET Recycling, we were given two stalls to outline our initiatives in
these areas. Ms. Dikshit was one of the first to visit our PET Recycling stall and after
being briefed on our PET Recycling program, she urged the Company to spread the
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awareness on PET Recycling not just amongst the visitors to the Bhagidari Utsay but
Our Water Conservation stall was visited both by the Hon'ble Chief Minister Ms.
Sheila Dikshit as well as by the Hon'ble Mr. A. K. Walia, Minister for Finance,
Planning, P.W.D & Urban development, Delhi Government, who were briefed about
conserve water. The dignitaries were very appreciative of our efforts. We had
showcased a device called 'Drip Gauge' for the first time in the country at the stall.
Drip Gauge is a simple but effective tool to sensitize people to save water. A 3-D
Rain Water Harvesting (RWH) model demonstrating the utility, functioning and
residential colonies was also on display. In addition, people were apprised of simple
methods to Reduce, Reuse, Recycle and Recharge water in their daily lives.
Our stalls evoked tremendous response from all stakeholders and nearly 3000 people
visited our stalls during the event of these nearly 2500 participate in the two quiz
contests that we ran at the stalls. Several Resident Welfare Associations and NGOs
also approached us seeking our guidance and help for RWH and PET Recycling
St. Agnes College (Mangalore University) Wins The First Jimmy & Rosalynn Carter
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(From left) President Jimmy Carter, Ms Rosalynn
University) for the exemplary work done by them in the field of 'Watershed
Management & Development'. - The award has been brought into India by Coca-Cola
(FICCI).
The coveted award serves as one of the highest recognition for academic-service
programs.
St Agnes received a special handcrafted golden globe trophy, a citation & a cash prize
of US$ 10,000. The 2nd and 3rd runner's up i.e. Punjab University for its Literacy
Program & Aligarh Muslim University for its Pulse Polio Immunization Program also
received a citation and a cash' prize of US $ 3000 and US$ 2000 respectively. The
winner was selected by the foundation based on the combined merits of each program
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Speaking on the occasion, President Jimmy Carter said, "This will be the first
presentation or this award outside the United States, and it is particularly significant to
me that India is the next country to embrace this recognition of service. Many years
ago my mother, who was a nurse and Peace Corps volunteer, ministered to Indian
citizens. That experience touched her deeply, and the emotion she felt, and also the
love for India has filtered through to me through her recollections." Also present at
the Award Ceremony were Shri Kapil Sibal, Honorable Minister for Science &
Technology & Earth Sciences, Government of India & Aparna Sen, noted film actor,
director.
According to Atul Singh, President & CEO, Coca-Cola India, "President Carter and
Coca-Cola share a strong belief in the benefit of working for the local communities.
conservation programs in India. We have so far commissioned more than 220 rain
water harvesting structures in 17 Indian states both at bottling plants and in the local
Sue Sehgal, Founder & President, Jimmy & Rosalynn Carter Partnership Foundation,
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Shri Farookh Abdullah, eminent
Coca-Cola Indias ultra-modem ISO 14001 certified bottling plant in the State won this
top award in the medium scale Food & Beverage category from amongst more than
17 entries. The Kaladera unit is the fourth plant to get this distinction in the Coca-
Cola India after Baddi(Himachal Pradesh), Ameenpur (Andhra Pradesh) and Dasna
(Uttar Pradesh).
The award was presented to the plant team at a glittering function at Palampur by Dr.
and national jury of experts after a thorough evaluation of the plants compliance with
environment management. The assessment covered a period of one year from 1st April
2004 to 31st March 2005 and several environmental performance indicators were
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monitored and evaluated according to WEFs stringent parameters, for grant of this
award. Some of the environmental performance monitors are: energy use, water use,
on local community.
system and this achievement has been made possible by the plants adherence to Coca-
Colas total quality program called The Coca-Cola Quality system (TCCQS). TCCQS
management and other business aspects such as safety and loss Prevention (SLP),
satisfaction.
UPEMA has been instituted by the Institute of Directors in association with World
for manufacturing and service organizations, and are assessed under the following
categories, viz large enterprises (251 and above employees), Medium Enterprises (51
NGO, which strives to foster partnerships and improve links between industry and
degradation.
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CUSTOMER
As coca cola has a wide range of products. Its customer also varies according to taste
and preference. Coca cola is also available in can of 330ml which targets the upper
income class and their sale is also confined in those particular places.
Coca cola is available in cola, lemon, orange and juice flavor, accordingly customers
have choice for. Among the products of coca cola Thumps-up has lead the way with
Coca Cola Company has wide range of customers that falls under the distribution
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CHAPTER 3
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OBJECTIVE OF THE STUDY
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CHAPTER 4
Research Methodology
• Observation
• Limitation
• Questionnaire
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RESEARCH METHODOLOGY
The methodology used to analyze the project is mainly based on survey method and
this survey was conducted through direct contact with grocery retailer, convenience
store, hotels.
For survey sample size was taken from different location of Patna using cluster
sampling technique and it was coveted with the help of market developer and key
• PRIMARY SOURCES.
• SECONDARY SOURCES
www.Coca-Cola.com,
www.wikipedia.com,
www.coca-colaindia.com
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SCOPE OF THE STUDY
1)The main scope of study is to understand the impact of S.G.A (Sells Generating
Assets) on sell.
3)To make a platform for market developer to work on difficult dry outlet.'
OBSERVATION
• To go every outlet and listen any problems in Vz- cooler and soft drink to be
• To see as a Market developer (M.D) every outlet full fill in terms and
• To see as a Market developer (M.D.) if any outlet will not selling your
product than you asked why you are not selling in my product. Then you give
advise to outlet.
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LIMITATIONS
Although all efforts have been taken to make the results of survey as accurate as
• The time period of study was only for two month so it was not possible to
cover all the areas and go into the depth of the problem and make analysis.
• The area of survey was Patna district and it was concentrated on urban area
only.
• The training was carried on in the peak season so market developer was not so
supportive.
inability to put a strain on mind or they did not know the answer.
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QUESTIONNAIRE
TOPIC: TO IDENTIFY DRY OUTLETS IN PATNA
QUESTION FOR RETAILERS:
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6. Are you facing any problems in supply of soft drinks from the Coca-
Cola Company?
a.yes b. No
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…………………………………………………………………………
…………………………………………………………………………
Date………………..
Signature
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CHAPTER 5
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TECHNOLOGY
Technology helps any business or
WATER TREATMENT
soft drink plant as the nature & quality of water varies from place to place. The water
taken out of bore well by the help of motor pump & pipe lines are connected in
storage tank where is pre-chlorinated by chlorinator & then by the help of pipelines
line comes to a treatment tank called a coagulation tank where to this water, solution
of different strength of bleaching powder ferrous sulphate, hydrate lime are added
through dosing pump to reduce alkalinity hardness, kills the bacteria. Mechanical
striper mixes the chemical & then the suspended matter settles down as sludge and
clear water passage to retention tank. From this tank the water passage through sand
filter containing fine sand and pebbles and carbon filter containing granular carbon
and finally through water polisher, micron filter, uv lamp to ensure clear and sanitary
water for use further' water is used In bottle washer and boiler need softening. For this
purpose, the water from storage tank after passing through two filter beds containing
fine sand and granular carbon respectively comes through a bed of resin where it is
softened. This softened water is essential to use in boiler & bottle. Water to reduce
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SYRUP MAKING
known as filter aid are taken into sugar space to enter steam and
also filter by motor with agitated sugar syrup called raw syrup is
P.H.E. for cooling then another P.H.E. circulated by glycol for further cooling. The
chilled syrup comes to a mixing tank, which is cleaned & sanitized prior to use. After
calculation of sugar quantity by Brix hydrometer, concentrate are added & mixed
thoroughly by a mechanical stirrer filter to the tank. This syrup is known as finished
syrup ready to drink the concentration mainly, the liquid parts are kept in a cold store,
the temperature of finished syrup is and room temperature is also maintained by air-
conditioner, all the containers used for syrup making are cleaned sanitized by soda -
BOTTLING WASHING
Bottle washing is an important part in soft drink plant. The empty durable and
restorable bottles used are returned from market in plastic crates, are fed to bottle
washing machine (washer). The machine has double end system with circular chain to
carry the bottles. Caustic soda, tri- sodium phosphate, sodium gluconate is added to
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the caustic tanks filled in with water heated by steam supplied by the boiler. The
empty bottles enter to the tanks in one end & after being cleaned by hot caustic
solution and finally washed with water through spray- jets fitter dared discharged in
other end. The washed bottles after proper inspection are directed to filling machines
through conveyor. SU819 & SU853 are used for conveyor. Cleaning and smooth
running of chain carrying bottles, SU260 & SU773 are used for bottle cleaning,
FILLING
Finished syrup and treated water lime are concentrated to a dosing pump, which
mixes syrup and water with ratio 1.5 and the syrup mixed with water enters to
carbonator tank to mix with carbon-dioxide gas which are preserved in cylinders for
use. The cylinders are connected through carbon dioxide pressure and temperature of
liquid; we use recording control (Taylor). The syrup passed through a PHE that is
the machine for chilling F-22 gas is used. The syrup being chilled easily mixes with
carbon- dioxide and enters to filter for boiling. The filter is fitted with filling valves
and lift cylinders. The lift cylinders function by pressure of air supplied by an air
compressor. The syrup known as beverage in this stage is filled in the cleaned bottle,
which are durable in nature and returnable by the buyer. By the filling machine by a
counter pressure of carbon-dioxide gas. After beverage is filled in bottle goes to the
crowner where with the help of crown corks the bottle are sealed (crowned) to product
the carbonation, flavor outside contamination and spoilage. The finished product are
coded, by coding machine and inspected properly by inspection light while passing
through the conveyer fitted with SS chains. The empty plastic crated, passing through
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a conveyer enter to crates, which are durable in nature and returnable by buyer, put on
plates and sent shipping for shipment. The entire container in contact with syrup are
properly cleaned and sanitized by soda-bio-carb, hot water, hot caustic soda solution
TESTING OF PRODUCT
Finally the finished syrup during bottling is tested in laboratory to meet the
parameters and also to get standard and quality products. To maintain the standard
and uniformity in products, the sugar contents and carbonation in the filled bottle are
checked in regular intervals' by drink- hydrometers refract meter and pressured gauge.
A digital Ph meter tests TA and Ph Electronic digital balance is used to the weight
chemical to conduct test in lab. The purity of carbon dioxide is checked by a carbon
dioxide purity tester. The microbiology test of the products and water used in syrup
making and production are also done to ensure that the product is free from any
autoclave, pads filter membranes are produced and used. The diesel generator is
operated is operated incase of electricity failure for smooth operation of the plant and
for drawn electricity from the state electricity board the transformer is used.
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MANUFACTURING PROCESS
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DISTRIBUTION NETWORK
HCCBPL has a wide and well managed network of salesmen appointed for taking up
distribution channels are constructed in such a way that the demand of customers is
fulfilled at the right place and the right time when it is needed by them.
Production --- Plant Warehouse --- Depot Warehouse --- Distribution Warehouse
The customers of the Company are divided into different categories and different
routes, and every salesman is assigned to one particular route, which is to be followed
by him on a daily basis. A detailed and well organized distribution system contributes
to the efficiency of the salesmen. It also leads to low costs, higher sales and higher
DISTRIBUTION ROUTES
The various routes formulated by HCCBPL for distribution of products are as follows:
that buy large quantities of a product in one single transaction. The Company
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Future Consumption: This route consists of outlets of Coca-Cola products,
consumption. The stock does not exhaust within a day or two, instead as and
• Immediate Consumption: The outlets in this route are those which require
stocks on a daily basis. The stocks of products in these outlets are not stored
for future use instead, are exhausted on the same day and might run a little into
the next day i.e. the products are consumed at a fast pace.
• General: Under this route, all the outlets that come in a particular area or an
area along with its neighboring areas are catered to. The consumption period is
DISTRIBUTION SYSTEM
• Direct distribution: In direct distribution, the bottling unit or the bottler
partner has direct control over the activities of sales, delivery, and
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• Indirect distribution: In indirect distribution, an organization which is not
part of the Coca-Cola system has control on one or more of the distribution
the point of purchase to convey product benefit, value and Quality. Sales
compliance with the credit policy followed by the firm, records collections
outstanding balances.
order, ensures that stocks are dispatched on a FIFO basis, ensures physical control
over load out area and updates warehouse stock records in a timely manner.
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CHAPTER 6
66
ANALYSIS OF DATA
Data are collected from different location of Patna Market.
5.BAILY ROAD
SURVEY ANALYSIS.
The Survey was conducted in in different location of Patna. A Total survey Of 250
outlet was conducted.
3. BRAND PREFERENCE
5. SERVICE PROVIDER
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9. REFRESHER PREFFERED
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CHAPTER 7
• Suggestions
• Conclusions
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SUGGESTIONS
Taking the above analysis into consideration, the following points can be regarded for
• Company should introduce incentive based schemes for RED score. Incentive
should be different for different RED score.
• Higher authority of the HCCBPL should make regular visit to the RED outlet
of the various areas & should deal with complaints.
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CONCLUSIONS
• Coca-Cola is the leading soft drink brand in Patina region & most selling brand in
• According to most of the outlet owners the product which is seen is sold i.e. "Jo
• Prime position of Visi-cooler outside the outlet plays an important role in the
• Few activation elements like Table Top, Glow Shine Board, Hanger; Road Stand
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CHAPTER 8
Bibliography
BIBLIOGRAPHY
Reference:
Books Authors
Websites :
www.quickmba.com
www.indiacom.com
www.yellowpages.com
www.coca-colaindia.com
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