Preface: Ehsan Ullah Safi
Preface: Ehsan Ullah Safi
Preface: Ehsan Ullah Safi
CHAPTER - 1
INTRODUCTION OF REPORT
An internship program is a two months practical training for the students of MBA
in a well-established organization.
Following are the importance of the internship.
- An internship program provides an opportunity for the student to observe
and to watch closely that how organization operational and other activities
(Marketing, finance, production etc.) take place. Thus, the students are
exposed to the practical aspects of business and management.
- An internship program also provides an opportunity for the students to
work in a real life situation and apply the management knowledge
practically which they learn from books.
- Through internship program the students can improve their personnel
skills (Human relation, working with people and intervening etc.) and
analytical skills (marketing analysis, financial analysis etc.)
After the completion of internship the students are liable to prepare a
report on internship program. This practice improves the report writing skills of
the students.
The Coca-Cola system has more than 16 million customer around the world that
sell or serve its product directly to consumer and there are nearly six billion
people in the world who are potential consumer of Coca-Cola company product.
The Coke’s success in achieve when it place right product in the right market at
the right time.
Primary Data
Secondary Data
⇒ Internet
⇒ Journal
⇒ Magazines
⇒ Newspaper
⇒ Books
CHAPTER – 2
INTRODUCTION OF COCA-COLA
INTERNATIONAL
Dr. Jhan Stith Pemberten first introduced Coca-Cola in Atlanta, Georgia. The
Pharmacist prepared a caramel-colored syrup in a three Iegged bross kettle in his
backyard. He first distribute Coca-Cola by carrying it in a Jug down the street to
Jacobs Parmacy for five cents. Consumer can enjoy a glass of Coca-Cola at the
Soda fountain. This year sales of Coca-Cola average nine drinks per day per
customer.
In 1891, Atlanta enterpreneur Asa G. Candler acquires complete ownership of the
Coca-Cola business for $2300 with in four years his merchandising flair helps
expand consumption of Coca-Cola to every part of the nation (USA).
In 1893, the trade mark “Cola-Cola” name and Script are registered with the US
patent and trade mark office. Dr. Pemberton partner and book keeper frank
Robinson suggested the name and penned Coca-Cola in the unique flowing script
that is famous today. Mr. Robinson thought the two C’s would look well in
Advertising.
In 1894: Coca-Cola began as a fountain product but candy merchant Joseph A.
Biedenharn of Mississippi was looking for a way to serve this refreshing beverage
at Picnics. He begins offering bottled Coca-Cola using syrup shipped from
Atlanta during this especially busy summer. Coke’s rapid world wide expansion
has resulted in over 65 beverage trade marks world wide and sales in 155
countries.
Its operation were divide into three different product categories. Soft drink,
entertainment and food.
Coca-Cola system has more than 16 million customer around the world that sell
or serve its product directly to consumer and there are nearly six billion people in
the world who are potential consumer of Coca-Cola Company product. The
Coke’s success is achieve when it place right product in the right market at the
right time.
In case of India Coca-Cola first negotiated a contingent joint venture arrangement
with two Indian entities. Which it felt could case the negotiation process. Join
venture is a means of engaging in international business in which a company
share management with one or more collaborating foreign firms. It is a form of
merger or partnership of two or more participant companies which have joined
forces for marketing; finance or managerial reason or to protect it self from host
countries environment.
The top management of Coca-Cola international planned to derive much profit
from the foreign market in the coming year.
Cola-Cola Pakistan was a part of the West Asian area of Coca-Cola international
the west Asian area comprised four countries.
1. Pakistan
2. Bangladesh
3. Sri Lanka
4. Afghanistan
In the year 1902, Coca-Cola firm advertised its products in “Minseys”. In 1904 it
hired Massengale Agency to create its image and to convince people to buy its
product. This advertising agency worked for news papers and magazines, but in
terms of media, it concentrated more on street cars and bill boards. There was one
major problem with this type of advertising, the slogan were very long. In order to
solve this problem, Coca-Cola hired W.C.D. Arcy Agency. Both the agencies
worked together to produce effective advertisements.
In 1908, D. Arcy and fellow salesman Sam Dobb’s made the world largest 32 feet
high out –door sign. This billboard was erected on the main line of Pennsylvania
Railroad between Philadelphia and New York. By that time Coca-Cola was
spending $761,981.35 on advertising. Meanwhile PEPSI had started to promote
its product.
Coca-Cola faced a problem as people started calling it “Coke”. The company did
not want their product to link with the drug Cocaine, which had the same
nickname “Coke”. Therefore, they concentrated their efforts to promote their
product as Coca-Cola and not as Coke. During the world War-I the overall sales
of Beverages industry declined. At the end of the war, Coca-Cola adopted a new
marketing strategy by targeting young people in their promotions; and erected
billboards on the most heavily traveled highways. Meanwhile PEPSI was trying to
overcome its losses. The company was brought by a Wall Street man named Roy
Megorgel. He acquired the service of Edward Guth, a business man who owned a
chain of candy stores throughout the country.
He replaced Coca-Cola with PEPSI, in his stores but in vain. They move failed to
increase its sale. As a result, both conducted a successful experiment. He
introduced a ten-ounce bottle. With the advancement of technology, the Coca-
Cola company used different mediums to promote its products.
Coca-Coal used movie stars in its advertisements. By the late thirties, Coca-Cola
was spending 55 million dollars on all types of advertisements annually. The
strong marketing strategy of Coca-Cola enabled it to hold the market. Even during
the World War-II, Coca-Cola president matched every person to get a Coca-Cola
bottle and he succeeded in it. Thus the Coca-Cola followed the troops and by the
end of the war, it had a network of products plants established in most parts of the
world. Moreover, Coca-Cola decided to use coke as the brand named a sit was
more popular among the people by this name. The war resulted in inflation, and
there was shortage of sugar which resulted in sugar rationing. This enabled PEPSI
Co. to offer their beverages at a lower prices. As a result of low prices PEPSI
image was adversely affected, and it lost many customers. At this moment, PEPSI
took a tough task to improve its image. So during 1950’s PEPSI, launched a new
advertising campaign.
They showed that PEPSI is a brand of the young generation. Moreover, they
offered a 26 ounce bottle. In order to compete with PEPSI, Coca-Cola produced
ads showing young people using its product in prestigious locations, with style. In
short, they glamorized their product. They also replaced the painting of their
advertisements with colored photographs.
In 1955 the Company hired a more efficient and prestigious advertising agency-
McCann Erickson. They presented the Coca-Cola bottles with colored paintings
of different food items. This produced a very attractive and appealing image of
the products. This cost US $250,000.
In 1960’s the “Taste Wars” began. A “blind test” was conduced which proved that
people preferred PEPSI over Coke, because they liked its taste. During 1980’s
television emerged as a primary medium for advertisements. Coca-Cola started
celebrity advertising, for example they depicted Michael Jachson, Fred Savage,
Ray chasles, Madonna etc: their primary objective was to promote Coca-Cola,
through entertainment. The slogan of Coca-Cola was “Coke is it” and that of
PEPSI was “The choice of the new generation”.
In 1985, Coca-Cola revealed that it was changing the formula of Coca-Cola. It
was considered to the company’s worst marketing blunder. They failed to realize
the historical significant of their product. PEPSI made full use of the situation and
claimed that Coca-Cola is accepting defeat in the Cola Wars. Coca-Cola sales
started to decline. In order to handle the situation, the Coca-Cola Company
announced that “old coke” Coca Cola classic, will also be available in the market
along with the new Coke. The reason of changing the formula was that the result
of blind testing research performed by the Coca-Cola Company showed, that
Pepsi’s taste was preferred over coke’s.
By 1989 Coca-Cola spending more than $140 millions, and PEPSI was spending
more than $151 millions on advertising. By 1990, Coca-Cola expanded
throughout the world and 60 percent of its 8.6 billion in soda sales took place in
170 countries outside the U.S.A. But Coca-Cola in the past few months had lost
market share in Russian and Venezuela. In U.S.A., Coca-Cola, according to
Maxwell Consumer’s Report has a market share lead of 42 percent to 31 percent
over Pepsi.
From its heritage to its mission to the people who bring Coca-Cola products to
thirsty consumers, the Coca-Cola company is a part of lives every where.
Coca-Cola’s mission is to maximize stake-holder value over time, and in order to
achieve this mission it creates value for all the constituents it serves, including its
consumers, customers, bottles and communities. The Coca-Cola company creates
value by executing a comprehensive business strategy guided by six key beliefs.
i. Consumer demand drives every thing it does.
ii. Brand Coca-Cola is the core of its business.
iii. It will strive to provide consumers a broad selection of non-alcoholic,
ready-to-drink beverages they want to drink, throughout the day.
iv. Coca-Cola will be the best marketers in the world.
v. Coca-Cola thinks and acts locally.
vi. Coca-Cola will lead as a model corporate citizen.
The ultimate of objectives of its business strategy are to increase volume, expand
its market-share world-wide ready-to-drink beverages sales, maximize a long term
cash flow, and create economic-value-added by improving economic profit.
The Coca-Cola system has more than 16 million customers around the world that
sell or serve its products directly to consumers. Its keen focus on enhancing value
for these customers and helping them grow their beverages business. It strives to
understand each customer’s business and needs, whether that customers is a
sophisticated retailer in a developed market or a kiosk owner in an emerging
market.
There are nearly six billion people in the world who are potential consumers of
Coca-Cola Company products.
Ultimately, Coke’s success in achieving its mission depends on its ability to
satisfy more of their consumers, demands for beverages. Coke’s Company
achieve this when it place the right product in the right markets at the right time.
2.7 Profile
The Coca-Cola Company continues to sponsor the world’s most exciting sports
events, including world cup soccer, the national football league, national
basketball.
One of the Coca-Cola company’s greatest strengths lies in its ability to conduct
business on a global scale while maintaining a local approach. At the heart of this
approach is the bottling system.
Coca-Cola company has business relationships with three types of bottlers.
1. Independently owned bottlers, in which it has no ownership interest.
2. Bottlers in which it has invested and have a non-controlling ownership
interest; and
3. Organizations in which it has invested and has a controlling ownership
interest.
During 1999, independently owned bottling operations produced and
distributed approximately 27% of its world wide unit case volume.
Bottlers in which Coke’s owned a non controlling ownership interest
produced and distributed approximately 58% of its 1999 world wide unit
case value. Controlling bottling and fountain operations, otherwise known
as “Fresh Coke” produced and distributed approximately 15%.
Coca-Cola Company view certain bottling operations in which they have a non-
controlling ownership interest as the key or anchor bottlers due to their level of
responsibility and performance. The strong commitment of both key and anchor
bottlers to their own profitable volume helps us meet strategic goals and furthers
the interests of world production, distribution and marketing systems.
These bottlers tend to be large and geographically diverse with strong financial
resources for long term investment and strong management resources.
The bottlers gives Coca-Cola strategic business partners on every major continent.
CHAPTER – 3
MARKETING REVIEW
3.1 Product
Marketing Strategies
Coca-Cola USA has developed suitable changes it hopes will catch the eye of
supermarket shopper.
Discovered during consumer tests on the west coast the new red, white and blue
design on the new Coke could turn up in grocery store and vending machines
across the country in early 1988. The New colour scheme for the (reformulated
Coke) which has been losing market share since it was introduced in 1985 was
designed to further differentiate the new formula from Coca-Cola classic.
At the same time Coca-Cola is testing graphic alternations on its six Coke brands.
The testing has been conducted in Fort Wayne, Indian and Montgomery,
Alabama. If consumers like it, the new cans has start appearing in 1989. Most
consumers has know some thing is different the labels, just they would not be able
to put their minds to it. Most significantly the word Coke is bigger and bolder and
it has been forward slightly italicized in a new look the company believed is more
in Coke’s owned a non controlling ownership interest produced and distributed
approximately 58% of its 1999 world wide unit case value. Controlling bottling
and fountain operations, otherwise known as “Fresh Coke” produced and
distributed approximately 15%. Coca-Cola Company view certain bottling
operations in which they have a non controlling ownership interest as the key or
anchor bottles due to their level of responsibility and performance. The strong
commitment of both key and anchor bottles to their own profitable volume growth
helps us meet strategic goals and furthers the interests of world wide production,
distribution and marketing systems.
Quality Control
This Coca-Cola Company (MAKK Beverage) was established in 1964 and there
are the three brands of the Coca-Cola, which are manufactured in MAKK
Beverages. They are also looking for new ideas and try to develop new product.
MAKK Beverages introduced a litchi flavor into the market but it failed. The
reason were poor advertising campaign. Especially from May to August the
company be able to not provide the new brand to the consumers with the help of
existing plant. Usually there are many reasons for the failure of the products.
Which is according to the marketing and factory manager are as under;
Inadequate market analysis
I. Product deficiencies.
II. Lack of effective marketing efforts.
III. Higher cost than anticipated
IV. Poor timing of introduction
V. Technical and production problems.
Marketing Segmentation
Packaging
Packaging can be defined as all the activities involved in designing and producing
the container or wrapper for the product.
Purpose of Packaging
a. To protect the product from tampering on its way to the consumer: For
example if Coca-Coal has tight packaging that no one can mix any thing
with its product, this will be certainly good for the company’s good will.
b. To implement consumer’s marketing programme. If a product has no
packaging the consumer will not be able to identify the product of a
company and hence will not be able to differentiate the products of
different companies.
c. Packaging is used to write the brand name on it.
d. To attract customers Sometimes a company change its packaging, the
reason is to attract the attention of the customers, such as Coca-Cola
introduced, family pack, one liter bottle.
e. Provide protection to product Coca-Cola introduced plastic bottle, which
is purchased by the consumer and does not need to be returned.
f. To implement company marketing programme Retailers want good
packaging to attract customers so the company gives different sizes to
implement the company-marketing programme:
The importance of packaging is so great that it is now considered as the most
valuable part for the promotion of products.
Coca-Cola also has different alternative packaging. These packages are of plastic
1.50 liter, bottle glass 1 liter bottle, 300 ml, and cans of 250 ml. Glass bottle
Coca-Cola provide these different packages to different areas. Some people like
cans whereas other want to take it home for the whole family. So for people Coca-
Cola provides a plastic bottle of liter, 1 liter. Improved packaging can be an
effective way to attract new customers. Coca-Cola always follow the principle
and make changes in their packaging.
In case of Coca-Cola consumers sales promotion are directed at the ultimate user
of the good or service. They are intended to “presale” Consumers so that when
consumer go to a retail. Store and express their willingness to purchase Coke’s
products.
Most often sales promotion are the responsibility of the product manager along
with the advertising department, or sale promotion agency or advertising agency.
The primary strengths of consumer sales promotion are their variety and
flexibility. There are a large number of techniques that can be combined to meet
almost any objective of Coca-Cola sales promotion.
A) Price Deals
Price deals are commonly used to encourage trial of a new product, to persuade
existing users to buy more or a different limes, or to convince new users to try an
established product.
The Coca-Cola company has a very well defined plan for their price deal with
their dealers. For example, any one of the retailers who is the mass customer of
the Coke’s products on every date whose price is 170, 5-10 rupees are discounted
as price deal.
B) Coupon
Legal certificates offered by the Coca-Cola Company and retailers that grant
specific savings on selected products when presented for redemption at the point
of purchase. The coupons Coca-Cola company sponsored can be redeemed at any
outlet distributing the product.
Retail, sponsored coupons can only be redeemed at the specific retail outlet. The
primary advantage of the coupons is that it allows the advertiser to lower prices
without relying on cooperation from the retailers. In the initial days the company
used coupon system in a large scale. The coupon is an original paper on which the
name of the consumer and full address and the retailer is written. Store from
whom to the copes products are purchased is issued. There is one Rupee free for
every coupon in order to capture the “Coke’s market”.
Contests requires that the participants exhibit some sort of skills or ability in order
to win, while sweepstakes require that participants submit their names to be
included. A good contest or sweepstakes generates a high degree of consumers
involvement which can review sales, so the retailers / consumers submit their
names and get freezers, shells, racks etc.
Refunds are the offered by the marketer to return a certain amount of money to
the consumer who purchases the product. The refund system of Coca-Cola now
increasing in a very rapid ratio as compared to its competitor (PEPSI). This refund
system is better than that of the coupon system, because it stimulates the sale
without the high cost and waste associated with coupons.
E) Premium Offers
F) Continuity Programs
This is a program that requires the consumer to continue purchasing the product
or service in order to receive a reward. At this stage Coca-Coal plays a very good
and cooperative role. The company gives free sampling on monthly basis to their
mass retailers 5-10 crates free. The Coca-Cola company gives freezers to their
mass retailers in order to keep the store loyal and continue to market the coke’s
products.
G) Consumer Sampling
Allowing the consumer to experience the product or service free of charge or for a
small fee is called sampling. It is very effective strategy for introducing a new or
modified product or for dislodging an entrenched market leader.
The MAKK beverages Pvt. Ltd. in stages of the emergence of the product into
market it gives free bottles to the consumers for product taste. This process /
arrangement is located particularly at Peshawar Cantt. Or at Badcha Khan
Chowke, Peshawar.
H) Sponsorships
public relation manager. For example, Olympic games, cricket, cricket word up is
sponsored by Coca-Cola Company. The Coca-Cola Company spends 40 percent
of its budget which is 3.25 billion dollar on sponsorship program.
Resellers, or intermediaries are the retailers and wholesalers who distribute the
products made by manufactures to other shelf and ultimate users.
The Coca-Cola reseller’s sales promotions are intended to accomplish four overall
goals.
1. Stimulate in-store merchandising or other trade support, picture pricing.
Superiors store location and / or shell space.
2. Manipulate levels of inventory held by wholesalers and retailers.
3. Expand product (Coca-Cola, FANTA, and Sprite) distribution to new
areas of the province or new class of trade.
4. Create a high level of excitement about the product among those
responsible for its sale.
The ultimate gauge of a successful Coca-Cola reseller-promotion is to see
whether sale increase among ultimate users or not.
A great number of promotional devices that are designed to motivate resellers to
engage in certain sales activities are available to the manufacturer. The major one
are discussed in the following paragraphs.
These freezer have a price of 17,000 while the Coke Company Charges for their
retailer price Rs. 8500 i.e. fifty percent discount is given.
B) Trade Incentives
Trade incentives for accomplishing certain tasks are offered to the resellers by the
marketers.
The only requirement is that the resellers demonstrates in some way that Cokes
product were displayed. Usually the Coca-Cola company offers free crates of their
product to the retailers or they offer a substantial prize of cash or merchandise to
retailer who order a certain amount of Cokes, Fanta or Sprite.
However, in the case of trade incentive programs of Coca-Cola, two aspects or
subparts of trade incentives is worth mentioning here.
C) Push Moneys
A monetary bonus paid over a period of time. In this case from Coca-Cola
company side a specific target is assigned to the sales person, when achieved the
company gives his a bonus in cash form or in the initial stage the company
arranged a foreign trip programme for the sales persons.
Dealer Loader
D) Trade Deals
Price is the amount of money and / or other items with utility needed to acquire a
product. Price is a basic regulator of the economic system because it influences
the allocation of factors of production (Labor, Land, Capital).
To reduce the risk of government intervention, Coca-Cola establish prices in a
manner and at a level, that consumers and government officials consider socially
responsible.
As the image of the quality of Coca-Cola is well developed in the consumer mind
so therefore the company determine price on the competitive basis.
Price affects a firm’s competitive position and its market share. As a result, price
has a considerable bearing on a company’s revenues and net profits. Through
pikes money comes to an organization. The Coca-Cola company does not want to
increase price and increase sales volume with the same price. Decisions regarding
the prices are influenced by the price control committee, D.C. Peshawar, Director
of Industries etc.
Profit-oriented
Sales oriented
Status quo-oriented
⇒ To stabilize prices.
⇒ To meet competition.
The Coca-Cola Company’s goal, may be set for the short or long term, it always
select one of two-profit oriented goals for its pricing policy.
I. Maximize profits
The Coca-Cola company may price to achieve a target return-a special percentage
return on its sales or on its investment. The Coca-Cola retailers and whole sellers
use a target return on sales as a pricing objectives for short period (4-6 months) or
a fashion season.
This pricing goal of increasing sales volume is typically adopted to achieve rapid
growth or to discourage other competitor from entering a market.
This goal is usually stated as a percentage increase in sales volume over some
period, say I year or 3 years.
In this case Coca-Cola Company seek higher sales volume by discounting to their
customers or setting some schemes.
According to marketing manager MAAK Beverages and Mineral Water Pvt. Ltd.
usually use this pricing strategy at the end of season when their sales of down.
The Coca-Cola Company emphasis to increase their market share. The market
share of Coca-Cola is 40 percent. While the market share of its competitors
(PEPSI) is 60% market share is very low for the operation of an enterprise.
In order to increase market share for Coca-Cola, the company has development
wonders of the world scheme.
Similarly they give freezers to their retailers. The price Rs. 17,000/- per freezer
they receive cash of Rs. 8500 per freezers.
But maintain the market share of their competitor (PEPSI) now a days PEPSI
gives freezers free of cost to their retailers.
Stabilizing prices and meeting competition are least aggressive of all pricing
goals. Price stabilization is often the goal of a company, where to product is
highly standardized.
All these are concerned to maintain the firms current situation-that is the status
quo, but in the case of Coca-Cola the market share is 40% and wants to improve
their current situation.
A distribution channel consists of the set of people and firms involved in the
transfer of tile to a product as the product moves from producer to ultimate
customer.
A channel of distribution always include both the producer and final consumer for
the product in its present form as well as any middleman such as retailers and
whole sellers.
It should be noted that five channels are widely used in marketing tangible
products to ultimate consumers.
1. Producer Consumer
2. Producer retailer consumers
3. Producer wholesaler retailer consumer
4. Producer agent retailer consumer
5. Producer agent wholesaler retailer consumers.
In the case of MAKK BEVERAGES (Pvt) Ltd. this 3rd channel is used.
The Coca-Cola (MKKK BEVERAGES) have their won sales Deptt, for example
on university road at Tehkal Bala, Hastnagari, Khyber Bazar etc in these stores
they have their wholesalers, the company provide them a bulk stock which they
then distribute to different retailers.
In this sales Deptt. There is also a well developed program for sales in different
localities. For each territory the responsible person of each sales deptt. have kept
vehicles. The driver is used as a sale man, he has a very close link with the
retailers. So from these retailers the products are then distributed to the ultimate
consumers.
Sometime the company uses this 2nd channel too. For example some retailers
come directly to the factory, where they receive Coca-Cola products in bulk and
finely distribute these products to ultimate consumers.
their business. As they visit customers they send in new orders electronically or
by phone, keeping the cycle of sales, production, and delivery moving forward.
Production lines run 20 hours a day. Back at the plant production lines keep
rolling bottling the products needed to keep the pipeline full of Coca-Cola
products.
The constant production helps assure costs down by making maximum utilization
of facilities.
Managers and administrative employees work to provide front-line employees the
tools they need.
For example they create marketing programs and strategies to help sales plan the
requirements develop employees benefit programs and provide overall local and
company wide leadership.
MAKK BEVERAGE (Pvt) Ltd. has its own 3 trucks five Mazdas, 8 Suzuki, 6
Dahntsun and with the help of these vehicles they cover different channels of
distribution.
Other drivers use tractor trailers to deliver products in bulk, while in the Punjab
side drivers use side loaded trucks.
Coca-Cola (MAKK BEVERAGE) concentrates on having the right products for
its consumers when they need it and making sure products are the finest quality
possible.
Chair Person
G.M.
Factory Manager
Quality Mechanical
Control Engineer
Distribution Officer
The Coca-Cola Company (MAKK beverage & Mineral water Pvt. Ltd.) is situated
at a suitable geographic location in the district Peshawar at Charsadda Road. The
second factory located at Rawalpindi (Shahi Beverages Pvt. Ltd) also belong to
Muhammad Aslam Khan Khattak.
The organizational chart of both factories are the same while (MAKK Pvt. Ltd.) is
discussed below.
The owner of this Coca-Cola factory is Muhammad Aslam Khan Khattak.
The general managers was initially an audit officer who was responsible for audit
of MAKK Beverage Pvt. Ltd. Then he worked here as G.M.
The G.M has responsibility to control three main department i.e. sales department
accounting department and shipping department.
The factory manager is a senior person of this organization.
As the marketing manager has left this organization, so temporary responsibility
of marketing has been taken by the factory manager.
This marketing job is very tough, he is responsible to control either left side right
side, back side and front side.
He will have to face his competitors especially with PEPSI.
He is responsible for the mass advertising of the Coca-Cola factory in NWFP.
All the sales manager daily give him report of their activity and sales programe.
The accounting department is also controlled by the G.M and the responsible
persons of the accounting department are Ghori Baba and Jamil Shaib.
Accounting department have the responsibility to keep the record of sales,
production, shipping and personnel. It keeps the record of the production on daily
basis.
It keeps record of all the stockiest.
It keeps records of payment and receipt, Debt and credit, record about the
payment of salaries of the employees.
The record of incentives they receive from factory side.
From MAKK VEVERAGE Pvt. Ltd. a check of two lacs (200,000) was presented
to him.
This check of Rs. 200,000/- was presented by the MAKK BEVERAGE general
Mangers.
On this occasions the General Manger addressed that all over the world 1 billion
of people drinks of quenched their thirst by drinking Coca-Cola Beverage daily.
The Coca-Cola export corporation district operation manger Shehzad Iqbal also
addressed, the occasion.
As the world wide leader in the beverage industry, the Coca-Cola company has
long worked to make sure company cold drink equipment meets the highest
possible environmental standards.
For the past three years, a special company task force has been working to
identify energy saving opportunities and integrate the use to alternative
refrigerants and refrigeration systems.
In connection with this effort, the following policy for new cold drink equipment
purchased by the Coca-Cola.
• By the Athens Olympic Games in 2004, the company will no
longer purchased new cold drink equipment using hydrofluorocarbon
(HFCs) where cost efficient alternatives are commercially available.
This initiative applies both to refrigerant gases and insulation.
• Between now and 2004, the company will expand its innovative
research and development program to identify and field-test a variety
of promising alternative refrigerant technologies.
Supplies will be required to announce specific times schedules to use only HFC
free foam insulation and refrigeration in all new cold drink equipment by 2004.
In concert with the international Kyota Agreement on climate change. It required
company suppliers to develop, by the end of the decade, new equipment that is
40-50 percent more energy efficient than today’s equipment.
Consistent with the leadership role taken on ozone-depleting CFCs in the 1990s.
The Coca-Cola company will continue to lead the system to use the most
environmentally responsible cold drink refrigeration technology available
intensifying company efforts to support research and innovation in this area.
Detailed communication with suppliers about expectations and schedules
management system.
The Coca-Cola Company has developed a comprehensive environment
management system.
The system is designed specifically for alignment with operation of the Coca-
Cola, business system and focus on environment issues directly related to
business.
Compliance, waste minimization, pollution prevention, continuous improvement,
and identification of cost savings are all hallmarks of the Coca-Cola
environmental management system (CCEMS)
At the core of the Coca-Cola environmental management system is a simple
overarching principle company conduct business in ways that protect and preserve
the environment.
The Coca-Cola Company conducts its operations in compliance with applicable
environmental laws and regulations. Even in the absence of governmental
regulation are operate in an environmentally responsible manner.
D. Professional development
CHAPTER – 4
PRODUCTION DEPARTMENT
The Coca-Cola Company has its own well developed and well equipped
manufacturing department. The production manager is responsible for the
manufacturing process. Shipping is the initial process of manufacturing, in this
case empties, which is the factory floor terminology for an empty bottle, are put
into the initial action. These empties are picked up with the help of decaser which
are then forwarded through the conveyer in order to proceed further process.
In this case full concentration on inspections are given whether the empties are
oil, or some straw materials are not stacked on it when this inspection process in
complete washing process of empties are started.
There is a wash table which moves horizontally and vertically this wash table can
have 30 bottles at a time to wash, which are then shipped through the conveyer.
In this production department, we have observed five tanks from where these
empties can be forwarded for further procedures out of these five tanks tow to
them are of fresh water. In the first tank caustic soda (NaOH) is passed. The
temperature of the first tank remains from 450C to 550C. the purpose of the NaOH
is to remove dust from empties. In the 2nd tank where fresh water is present space
some chemical process.
In this case the temperature remains from 600C to 750C. here sodium phosphate,
sodium gluconate, and stabilon are used. Stabilon is a water softening (oxidation).
Caustic life increases and protect bottles from chemical reactions. In removes
certain types of germs from the empties.
Thus after functioning of these two tanks the remaining three tanks are taken into
concentration. Approximately the 2nd and 3rd tank perform the same function. It
cleans empties further and removes the remaining dust ad germs the temperature
is reduced in the next two tanks and in the fourth tank under temperature of 400 to
500 bottles are washed.
Then in the last tank chlorine (Cl2 ) gas is passed which remove further germs and
thus the quality of the Coca-Cola remains stable. Jets remove dust and caustic
elements from bottles. Then inside and outside washers front check washed
bottles, which cleans bottles outside and inside. These tests are done in a
laboratory. Coca-Cola Company has it s own test laboratory, inside the production
department.
This laboratory is well lit, air conditioned and well equipped.
These tests are of Methlylene, blue phenaphy line. Also there is an empty light
inspector who removes dirty and defective bottles. There are five empty light
inspector who takes part in this process.
During the production process the damage of bottles may occur so the defective
bottles and the bottles which are broken during the production process are
removed.
When all these process are completed and the inspectors make sure that there is
no dust remains in the bottles. Then these bottles are tanker moved in front of a
filler where they are filled up with syrup.
But at this stage the carbon dioxide is required into the mix. But before mixing of
the carbon dioxide gas there is partially oxygen mixed in it. And the Co2 cannot
mix syrup in the presence of O2 gas. So for this purpose with the help of a polisher
decorator O2 is removed. Then with help of ammonia plate the temperature is
reduced further and further. So at a very low temperature Co2 is mixed in to it.
Co2 extends the shell like at the products. Co2 is every effective at low
temperature.
Now the syrup is ready to be put in bottles. The Coca-Cola syrup is filled in Coca-
Cola bottles, Fanta syrup in Fanta bottles and Sprite in Sprite bottles.
Now these are ready for distribution in the market.
ACCOUNTING DEPARTMENT
The system of accounts adopted here is called double entry book keeping there is
4 members staff in account section namely.
Staff Members
♦ Chief accountant
♦ Senior accountant
♦ Assistant accountant
♦ Store accountant
Chief Accountant
Senior Accountant
Assistant Accountant
Store Accountant
Store accountant handles all store requisitions. Goods receipt note in word gate
passes outward gate passes. He maintains the store ledger.
♦ Fixed assets ledger
♦ Electric items ledger
♦ Raw ledger
His additional responsibilities is to conduct stock taking at the end to each month.
Books of Account
♦ General ledger
♦ Supplier ledger
♦ Customer ledger
♦ Stores ledger
♦ Journal
♦ Cash book
♦ Bank book
♦ Sales journal
Ledger (General)
It means that obtaining these loans from these financial institution all the land ,
building, transport are used as security or collateral, of the payment of the loans
and, interest on loan to these banks.
Journal
Formally the journal was the only book of prime entry, and every transaction of
what ever kind recorded in it before being post4d to the ledger in modern book
keeping the journal has been supplanted to large extent by the day book.
So that the use of the journal is now restricted to miscellaneous transactions and
adjustment for which no other book of prime entry is available.
The bank contains all the transactions regarding banks. The bank book contains
more than one bank balances. Like cash book, it has two sides receipt and
payment side. Receipt side contains all the receipts in the bank. The voucher
prepared for this side is called bank receipt voucher.
Payment side contains all the payment made through banks, the voucher prepared
for this side is called bank payment voucher. The bank book must be balanced
daily.
Sales Journal
This book contains the daily sales of the company invoice wise and product wise.
At the end of the month the summary of all sales is made and posted into general
ledger. It also has several columns for the following headings.
Invoice No. Customer Name, Brand Names.
• Journal vouchers.
• Purchase vouchers.
• Sales invoices.
Trail Balance
Trail balance is a list of al the balances standing on the ledger accounts and cash
books of debit and credit. It is clear that if a debit and a credit have been made for
every transitions the total of the debts should equal the total of the credits and if
the accounts are balanced off, and the balances carried down the total of the of the
debit balances should equal. The total of the credit balances.
In-order to assertion the profit or loss made during period where books are kept
by double entry it is necessary on the final date of the period to transfer the
balances of the nominal accounts to a profit and loss account in which the
expenses and losses are set against the gains to show the net profit and loss.
Balance Sheet
CHAPTER – 5
CRITICAL ANALYSIS
5.1.1 Strengths
So Coca Cola is a good quality product and it is a great strength of it. People gets
satisfaction from it and enjoy their self. As we know that the Coca-Cola product
has a image in the world market. So they take more care in the preparation of
product. So for a product like Coke there must be good quality, without good
quality you can not create a good image.
c. Good Packaging
Packaging can be define as all the activities involved in designing and producing
the container or wrapper for the product. The packaging protect the product from
tempering on its way to the consumer. The packaging identify the product of a
company. So a good quality packaging sell the product for the company. Good
packaging is important for a good quality product like Coke. The Coca-Cola
MAKK beverages has it own packaging plant where they packed their product
and distribute throughout N.W.F.P. The Coca Cola has different alternative
packaging. There packages are of following;
Plastic 1.50 liter
Bottle glass 1 Liter, 250 ml
Can 300 ml
They produce there packages according to the need of the consumer.
MAKK Beverages (Pvt.) Ltd. Recruit people. There is a H.R.M. department. They
recruit qualified people from the whole Pakistan with out regard to race color,
creed, religion and ancestry because there is equal employment opportunities for
every one. After recruitment these people are trained according to the need of
organization and they give him good pay, they also pay incentive according to the
work of employee.
The success of MAKK beverages lies in its two product FATNA, and SPRITE.
The test of these two product are really very good from the competitor product.
Meranda and 7UP. People like the test of Sprite and Fanta and they prefer it.
These product are so well developed in the market and in the consumer mind that
no competitor can compete with them. The consumer have good perception about
the product and it good quality and test. So these product are not challenged by
the competitor and it is a great strength of MAKK beverages.
f. Other Strength
i. Co2 Plant
1. It has its own Co2 plant. After the completion of his own need for Co2.
They sell it in the market which earn sufficient revenue for the company.
They have there own well developed and international standard water softening
plant, were the water is treat with different chemical and when the water is
purified they used it in the preparation of its product.
They have there own will developed and international standard production plant
were the product like Coke, Sprite, Fanta are prepared and then they distributes it
in the whole N.W.F.P.
iv. Transportation
MAKK beverages has its own fleet of transportation vehicles. They have 3 trucks,
4 Suzuki’s and 5-6 other vehicles.
5.2 Weaknesses
The Coca-Cola MAKK Beverages and Mineral Water (Pvt) Ltd. has the following
weaknesses.
i. Lack of mass advertising.
ii. Lack of financial resources.
iii. High employees turn over rate.
iv. Having high deficiency of empties.
v. Lack of well trained and qualified staff.
To run a business the company or the organization must have sufficient resources.
MAKK Beverages has the weakness that it has the lack of financial resources.
That is why they can not compete with Pepsi. The Pepsi have sufficient financial
resources and that is why they get more market share and earning more revenue
than Coca-Cola and Pepsi is the market leader in Pakistan. When a company have
sufficient financial resources, they can use it to beat its competitor in any way. So
they use their resources in better way.
In MAKK Beverages one of the weakness is the high employees turnover. The
reason is that they hire the employees on seasonal basis mostly the employees are
hired in summer season and when summer can to an end. The employee must
leave the job because they have the lack of financial resources and they do not
pay their employee through whole year. The summer season is good for soft
drink and they earn more in that season. So they hire their employee because the
work load is high.
In MAKK Beverages mostly the employees and staff are not so much qualified
and trained. Mostly the sales manager, assistant sales manager have F.A.
qualification. The product manager and marketing manager have B.A. / B. Sc.
Qualification. This situation is very dangerous for MAKK Beverages because
they do not know about the basic knowledge of marketing and selling. The Pepsi
have well trained and qualified staff.
5. No Care of Gate-Pass
One of the weakness of MAKK Beverages is that no one take care of Gate pass.
Any one can in and out without a Gate pass. So for an organization like Coca-
Cola there must be some securities and Gate pass and no outsider well allowed
without a Gate pass. On the other hand the Pepsi has its Gate pass and no outsider
are allowed without the permission or Gate pass.
In MAKK Beverage the summer season is full of demand. But due to lack of
empty bottles they cannot fulfil the demand for their customer.
5.3 Opportunities
MAKK Beverages and Mineral Water (Pvt) Ltd. has the following opportunities
which they must avail as soon as possible to become the market leader.
i. Launching new marketing schemes.
ii. No other Coca-Cola factory in N.W.F.P.
iii. Opening of new sales depot.
iv. Great potential.
The success of Coca-Cola lies in launching New marketing scheme. One of their
marketing schemes was wonder of the world and these schemes boast the Coca-
Cola sell. They also sponsor the cricket world cup in 1996. This also create good
image and sell is increase. So for a company like Coca-Cola. They must sponsor
sports event and they must plane for their new marketing scheme, like most of the
company, like Nike, Reeboc they sponsor sports events and they have a good
image. So for Coca-Cola there is an opportunities of Football would cup 2002.
They must plane a marketing schemes this well help them and the image and the
sell of the company should also increase.
MAKK Beverages has the opportunity that having no other Coca-Cola factory in
N.W.F.P. So they get benefits from such opportunity by producing good quality
product and improve it work and create a good image in the mind of consumer
and work hard to compete with its competition Pepsi and win the market share
and create new marketing strategies and implement it in a better way.
MAKK beverages and mineral water (Pvt.) Ltd. must open a new sales depot in
different region of N.W.F.P. in order to extend its distribution program because in
Marketing of a product you must have sufficient distribution channel. Now a days
Coca-Cola company have 3 trucks 4 Suzuki’s and 5-6 other vehicle which are not
sufficient in order to cover huge territory. So they must buy some new vehicle for
its new sale deptt and they must improve their distribution channel and in this way
they can easy capture the market and get more market share for its competitor
Pepsi and gets more revenue.
4. Great Potential
We know that the MAKK beverages has a great potential of expansion especially.
It has a great opportunities in Gulf and west east Asian countries. The countries
are the following
1. Pakistan
2. Afghanistan
3. Sri Lanka
4. Bangladesh
5.4 Threats
MAKK Beverages and Mineral Water (Pvt) Ltd. has the following threats which
they must overcome to be a market leader.
i. Market demand inconsistency.
ii. Counterfeit brands.
iii. Government policies.
iv. Competition.
v. High taxes.
Just as external environment has opportunities that can be exploited and larger
gain can be made the external environment also possess certain threats which are
out of control of the company management. These threats need to be visualized as
soon as possible and strategies formulated to safeguard against these threats.
Due to lack of mass advertisement and other sales promotion activities in the past
five year, the Coca-Cola company has lost its market share especially in Pakistan
while its competitors Pepsi has gained sufficient market share. The second reason
for this threats over opportunity face to Coca-Cola company that they are unable
to provide as much services to their customers as their competitors. So in the
market the demand for their products is insufficient.
2. Counterfeit Brand
3. Govt. Policies
As we know that in Pakistan Govt. policies are not stable. The Govt. policies are
changed when the new govt. came. It has its own policies so it create threats for
soft drink and other industries. Take the case of Italy the govt. change but the
policies of each govt. is same for each industries and for foreign investor so these
policies of Govt. create a threats for the organization.
4. Competition
The fourth threat faced by the Coca-Cola company is the tough competition with
Pepsi. The Coca-Cola company has only one competitor in the Market and he is
the market leader in Pakistan and he gets more market share and revenue from
Coca-Cola. The reasons behind is that the marketing strategies of Pepsi is more
better than Coca-Cola and they implement their strategies in a good way and they
have sufficient financial resources.
5. High Taxes
About 45% of MAKK beverages revenue goes in the payment of taxes. They
govt. have imposed high tax on soft drink business. Some of the taxes are when a
they bring raw material from other countries so they pay taxes, some are the
factory tax some are sales tax. So the company are worried about some new taxes.
When the new govt. came it has its own policies and tax. So it is a great threat for
soft drink business.
6. Political Instability
Since Pakistan has an instable political system and one does not know what will
happen next. So this make life very difficult for various organization, including
MAKK beverages and Mineral water (Pvt.) Ltd. and they cannot make policies
and implement them freely in the long term.
It has been noted that most of the managers of different departments are not
supportive by their juniors and they also cannot control their subordinates. This
creates an unfavorable situation for this organization.
2. Punctuality
Some of the staff members come late, which has become a practice and as soon as
the duty hours finish, the staff members leaves the organization with out sharing
the extra work with other workers.
The promotion policy of MAKK Beverages and Mineral Water (Pvt) Ltd. is very
slow and there are only few opportunities available for up-ward advancement.
This create dissatisfaction among employees and the talented employees some
times switch over to other organizations.
5. Unnecessary Leaves
Employees take unnecessary leaves from the factory. It has been noted that there
is not supervision on their subordinates.
In MAKK Beverages the distribution of work among the employees and staff is
improper and this type of management creates dissatisfaction among employees
and leads to role ambiguity.
In MAKK Beverages and Mineral Water (Pvt) Ltd. there is no concept of job
analysis and that’s why wages are not according to the work performed by the
workers.
8. Lack of Appreciation
CHAPTER – 6
6.1 Conclusion
The beverages business is well organized through out the world. Coca-Cola
operates their business in more than 200 countries of the world and offers a
numbers of flavours but due to some religious facts Coca-Cola international offers
three major falvours in Pakistan. From the last few decades, the market share and
sales volume of Coca-Cola company in Pakistan is very low due to poor
marketing strategies, policies, advertising and sales promotion activities.
MAKK Beverages and Mineral Water (Pvt) Ltd. is also suffer from such kind of
situation during these days. The findings are the following.
1. MAKK Beverages has insufficient financial resources.
2. There is limited authority to G.M. and Factory Manger for planning.
3. All the authority is concerned in the hands of chairperson.
4. There is low coordination among the employees of MAKK.
5. The plant is nearly out of order because of carelessness.
6. There is no substitute of power during the days of load shedding which
cause difficulty to the company which makes the production slow.
7. The casing and bottles are old and out dated.
8. There is no proper technical staff in MAKK Beverages.
9. The company has no their own bottle manufacturing unit.
10. The transportation system is weak because of less number of vehicles
availability.
11. Marketing in MAKK Beverages is not standardized because of poor
management. They sell their products to the whole sellers and whole
sellers are independent in their beverages supply to the market.
12. There is a lot of empty bottles lay down on the working places, and
because of this easy movement of products from on unit to other is not
possible.
13. Bottles caps material is imported from Japan and Korea, which is very
expensive, and they pay heavy duty to the Government.
14. In MAKK Beverages the sales promotion activities is equal to nil.
6.2 Recommendations
Coca-Cola (MAKK Beverages and Mineral Water (Pvt) Ltd. is doing adequate
business. However it lags behind its main competitor Pepsi and there is potential
to Coca-Cola to increase its market share.
For this purpose the following recommendations are given in order to rectify the
situation.
1. Advertising
Coca-Cola’s advertising pales in comparison to that of Pepsi. Pepsi has done well
to associate itself with leading personalities. Pepsi has endorsements from the
highly popular national cricket team, musicians, pop singers and film stars.
Coca-Cola on the other hand has few endorsements and the endorsements it
currently has not advertised heavily. In sports it supports the National Hockey
team. Which does not enjoy the same success and popularity.
Coca-Cola needs a long term vision for its advertising strategy that would create
for it’s a brand loyal customer base similar to that of Pepsi.
Not only should advertising be aimed at the end user, but in the cola industry the
re-seller or the middleman assumes prime importance.
At present Pepsi is heavily funded and provides vast incentives to the resellers to
exclusively stock their products thus diminishing the territories available to Coca-
Cola to sell their products. The company often faces a financial crunch at the peak
season where it is imperative to maintain aggressive selling.
So because of this most resellers prefer to stock Pepsi over Coca-Cola. For this
Coca-Cola must take some steps to overcome this problem.
3. Inventory Management
At present Coca-Cola is not able to meet demand at peak season. This is not
because of the inadequate concentrate or raw materials, but mainly because there
is a high deletion rate of the bottles that need to be recovered.
Bottles recovery is primarily the responsibility of the vendors but most vendors
take too much time to get this done.
In the peak season it is very necessary to increase recovery of empty bottles
through incentives for the resellers which would offset of costs of a loss of lessors
sales in the peak season if these bottles were not otherwise available.
In MAKK Beverages senior staff and junior staff have a very formal and distant
relationship. Motivation is rarely practiced and achievements by junior staff are
rarely acknowledged.
New appointees are directly sent to start their jobs with no training and advice.
And then they are held accountable for their failures. Moreover new staff are
viewed by senior staff as an opportunity to reduce their work load by increasing
the work load of the junior who may be inadequately prepared for it.
In this environment delegation is not conclusive because work comes to a stand
still when senior staff are not present because they are afraid to make decisions. A
concerted effort is required so that upper management values the input and
potential of new employees.
The staff of Coca-Cola can be improved and there are a great deal of problems
that stem from this part of the organization.
There is no MBA on the staff and most of them have either done their
intermediate or are simple graduate. The staff at present are not able to carry out a
well managed planning function. They rely upon institution and past experience.
At present Coca-Cola has only two trucks and several pickups at its disposal to
cover demand for its products in N.W.F.P.
Whenever demand increases Coca-Cola make a contract to commercial
transporters. This process brings with it a new set of problems. First thing,
commercial transporters are not very punctual. Second, driving a truck with
fragile cargo requires special technique that commercial transporters do not have
and because of this Coca-Cola products get damaged.
Increasing the transportation facilities can reduce these problems.
7. Computerized Divisions
CHAPTER – 7
ACTION/IMPLEMENTATION PLAN
Coca-Cola is a multinational company. The Coca-Cola is rich with history since
1886. The company has been working to refresh people every where through their
beverages.
The Coca-Cola system has more than 16 million customer around the world that
sell or sever its product directly to consumer and there are nearly six billion
people in the world who are potential consumer of Coca-Cola Company products.
The Coca-Cola is the market leader in soft drink and have a good market share in
the world market because they sell their product in more than (170) countries and
have a good image in the world market.
But in Pakistan the case is quite different. In Pakistan the Pepsi is the market
leader and they are getting more revenue from that market and have a good
market share. The market share of Pepsi is 60%. While the market share of Coca-
Cola is 40% there is a beg difference in the market share. Both the product are
same. But what make the difference that Pepsi has a better market share than
Coca-Cola.
After my recommendation which is the following.
1. Advertising
2. Financial Support to re-seller
3. Inventory Management
4. Staff interpersonal relation
5. Staff oriented measures
6. Increase transport facilities
7. Computerized divisions.
I take one of the aspect which is staff oriented measures and make an action plan
for Coca-Cola MAKK beverage (Pvt.) Ltd.
The staff of Coca-Cola can be improved and there are a great deal of problem that
stem from this part of organization.
There is no MBA in the staff and most of them have either done their
intermediate or simple graduate. The staff at present are not able to carry out a
well managed planning function. They rely upon institution and past experience.
The staff approach to employee’s is personal one as opposed to system used
program that would have clear standard and objective stated. Motivation in the
organization is also curbed because of lack of clear policy for upward mobility
into management from sales.
How we can achieve our organization object to be the market leader like the rest
of the world. The Coca-Cola achieve its mission. We are not ensures that we have
the right number and kind of people in right places at the right time, capable of
effectively and efficiently completing these task that will help organization to
achieve its overall objectives.
MAY Action Plan is that how the Coca-Cola company can improve its staff
oriented measures.
These are the following steps;
In MAKK beverages there is human resource management department. But are
not capable, they are not so much qualified, but they only used their experience,
they do not know about the procedure of job analysis, job description, job
specification, about the recruitment, about H.R.M. planning, development
function. So how they can hire a qualified person.
H.R.M.
H.R.M. is the part of organization that concerned with people dimension. Because
every organization is comprised of people acquiring their services developing
their skill motivating them to high levels of performance and ensuring that they
continue to maintain their commitment to organization are essential to achieving
organizational objective.
The first step of Coca-Cola MAKK beverages will be the human resource
planning. The process by which they ensures that they have the right number and
kind of people in the right place, at the right time, capable of effectively and
efficiently completing those taste that will help the organization to achieve its
overall objectives.
After the human resource planning we need job analysis. A job analysis is a
systematic exploration of activities with in a job. It is a technical procedure, one
that is used to define the duties, responsibilities and accountabilities of a job. This
analysis involves the identification and description of what is happening on the
job, accurately and precisely identifying the required task, the knowledge and the
skill necessary for performing them and the condition under which they must be
performed now and in the future.
After the job analysis we further proceed to the next step which is job description.
A job description will be in written statement of what the job holder does, how it
is done, under which condition it is done and why it is done. It should accurately
portray job content, environment and condition of employment.
1. After all the process the final step is the recruitment of those people who
apply for the job. Recruitment is the discovering of potential candidates
for actual or anticipated organizational vacancies.
2. Goal of Recruiting: The goal of recruiting is to communicate the position
in such way that job seekers respond. The more application received the
better the recruiter’s chances for finding an individuals who is best suited
to the job requirement. So for this purpose we provide enough information
about the job so that unqualified applicant can self selected themselves out
of job condidacy.
3. Recruitment Sources: There are many sources of recruitment bit we only
used the advertisement source and our advertisement source will be print
media. Those newspaper who have a good image in Pakistan and the
people read it regularly.
Like, the newspaper, Dawn.
The Nation, The News.
Job Opportunity
Selection Process
After the advertisement, those candidates who apply for the job should be selected
in the following form.
1. Initial screening
2. Completing the applicant form
3. Employment test
4. Comprehensive interview
5. Background investigation
6. Medical and Physical Examination
7. The job offer
Development Function
Training
Training Method
We used off the job training for our employees. It cover a number of techniques;
1. Classroom lectures
2. Films demonstration
3. Case studies
4. Seminar
5. Conferences
Motivation
Reward
QUESTIONNAIRE
Name: _____________________
Age: _____________________
Sex: _____________________
Father’s Income (per month): _____________________
Pocket Money (per month): _____________________
1. Among the following cold drinks, which one will you prefer to buy.
a. 7UP
b. Coca-Cola
c. Pepsi
d. Mirinda
e. Any other _____________________
2. Suppose if there are only two cold drinks in the market you will buy.
a. Pepsi
b. Coca-Cola
3. You will prefer to buy
a. Liter bottles
b. Cans
c. Disposable bottles
d. Normal bottle / 250 ml
4. You will prefer to buy this bottle because
a. Price is low
b. Quality is better
c. It is more strong
d. It is easy to handle
e. The drink is better
Yes No
Yes No
If yes, you will buy the other brand (Pepsi / Coca-Cola) if its price increase by.
a. 10%
b. 20%
c. 30%
d. 40%
e. 50%
f. Any other __________________
9. Which cold drink is often used in your home
a. Pepsi
b. Sprit
c. 7UP
d. Coca-Cola
e. Any other
10. Your parents buy
a. Pepsi
b. Sprite
c. 7UP
d. Coca-Cola
e. Any other ____________
11. You like the advertisement of
a. Pepsi
b. Coca-Cola
c. None of them
d. You don’t remember
12. Can you differentiate between Pepsi and Coca-Cola by taste?
Yes No
Yes No
Yes No
18. If your brand (Pepsi / Coca-Cola) is not easily available you will
a. Start buying imported cans of your favorite cold drink.
b. Switch to the opposite local brand.
c. You will stop drinking soft drinks.
19. If you don’t like a particular cricketer and the brand you like heavily
advertises him, do you think you will stop using your brand due to this reason.
Yes No
BIBLIOGRAPHY
1. Kotler, Philip, Marketing Management 9th ed. New Jersey; Prentice – Hall
International, 1997.
2. Stanton, William J. Marketing 11th ed. New York; McGraw-Hill
Companies, 1997.
3. Kotler, Philips., “Marketing Management”, 6th edition. New Delhi;
Prentice Hall of India, 1989.
4. William J. Stanton, Michall J. ETZEL, Bruce J. Walker, “Fundamental of
Marketing” 10th edition, U.S.A. McGraw-Hill, 1994.
5. F. JEROME Me Carethy William D. Perreault. Jr., “Essentials of
Marketing” fifth edition, U.S.A. IRWIN series in marketing, 1991.
6. Cateora Philip-R., “International Marketing” McGraw Hill International
U.S.A. 9th ed. 1999.
INTERNET SOURCES
1. www.pepsi.com[Accessed on 10th August 2002]
2. www.coca-cola.com
3. www. The Coca-Cola Company.com.
4. www.newsweek.com