SAME STORE GROWTH IN

PATNA MARKET
Presented by :-
Gaurav Kumar
Chandragupt Institute of
Management Patna
 Introduction :-
• Founded by John Pemberton and Asa
Cander
• Established in year 1886
• Headquarter - Atlanta, United States
Georgia
• CEO – James Quincey
• Currently serving more then 180
countries
VISION&MISSION
• Head Office is at Gurugram(Haryana)
• 24 company owned bottling operations and
25 franchisee-owned bottling operations.
Employs employment for more than
1,50,000 people in India.
• 1993 to 2003, Coca-Cola invested more
than US $1 billion in India. Coca-Cola
India achieved 39% volume growth and
23% industry growth.
Functions :-
• Sales
• Marketing
• RTM (Root to market)
• HR
• Capability
• Finance
• IT
• Legal
• Supply chain
Organisational Structure :-

CEO

EXECUTIVES
DIRECTORS

VP VP VP VP
VP Sales VP HR
Operation Marketing Capability Finance
HCCBPL is divided into 7 Zones

1.KARNATAKA,KERELA
2.GUJRAT,RAJASTHAN,MP
3.AP,TELANGANA,ORISSA
4.TAMIL NADU
5.NORTH
6.EAST
7.MAHARASTRA,GOA
 ZONAL STRUCTURE

ZONAL VICE PRESIDENT

ZONAL ZONAL ZONAL ZONAL
SALES ZONAL ZONAL
COMMERCIAL FINANCE LEGAL DISTRIBUTION
MANAGER IT HEAD HR HEAD
HEAD HEAD HEAD HEAD

FINANCIAL HR DIRTRIBUTION
MANAGER
STL MANAGER MANAGER

STL
COMMERCIAL HEAD

COLD DRINK CHANNEL CAPABILITY

EQUIPMENT MARKETING

STL STL STL

SALES
DEPARTMENT
Sales Head

Area sales manager

Sales team leader

Market growth representative

MANUFACTURING FOOTPRINT
OF COCA-COLA IN INDIA
SUPPLY CHAIN MANAGEMENT
OF THE COMPANY

Bottling in own plant

Send to mother depot

Delivered to distributers

Dispatched to retailers

Consumed by consumers
Bihar comes under the East zone with it’s
headquarter is in Patna. Bihar is divided into two
territories – North Bihar and South Bihar

Sales
Manager
Area Sales
Manager

Sales Team Leader

Market Growth
Representative
 CLASSIFICATION OF
OUTLETS
CONVENIENCE :-
 Pan shop
 Medical store
 Stationary store
GROCERY :-
i. Grocery :- 1
 TRADITIONAL STORE
 Kirana Store
B. GROCERY :-2
 Malls
 Super Market
EAT AND DRINK (E AND D )
i. E AND D :-1
 SELF SERVICE
 College Canteen
 Restaurants
 Cinema Halls
 E AND D :-2
 Dhaba
 Resort
 Hotels
Products:-
Cola :-
• Coca cola
• Thums up
• Thums up Charged
Orange: -
• Fanta
Lime: -
I. Clear lime –
• Sprite
I. Cloudy lime –
• Limca
Juices :-
• Maaza
• Maaza gold
• Minute Maid
Energy drinks :-
• Monster
Water :-
• Kinley
• Smart water
Soda & mixture: -
• Kinley soda
• Schweppes
Packaging :-
RGB (Return glass bottling) :-

CAN :-
Single sharing :-

Multi-sharing :-
Business Model :- (PITA)

Transition Average Gross

Population Incidence
size Profit Profit

Population :- Attract more no of consumers

to an outlets.
Incidence :- By the help of promotional
activity we have to inspire consumer to buy
our products
Transaction Size :- Encourage consumers to
buy additional products and packages
Average Profit :- Encourage consumers to
purchase a variety of high margin products.
SAME STORE GROWTH IN
PATNA MARKET

Under this topic I have to visit to those

retailers shop whose previous year
data is available how much cases they
have sold in financial year 2018.
On the basis of that we have to focus
on the increase the sales in term of no
cases this year in comparison to
previous financial year.
 OBJECTIVE AND METHODOLOGY
Research Objective
Primary objective
• To identify the reasons why outlets are not growing
• Provide recommendation to the retailers
Secondary objective
• Become the helping hand of Market Growth
Representative
Research Design: Exploratory
Research Instrument: Survey
Sample Size: 160Retailers
Sampling Method: Non-probability, Judgmental
Sampling
 FINDINGS
 Most of the retailers want to sale
only running items like Thumps up
sprite and mazza.
 Retailers are not ready to accept
new products willingly.
 Some retailers face issue of visi
cooler which was not cooling
properly or it was not working
properly.
 Some retailers have complain that
Kinley water cost price is higher so
that there is lower profit margin.
 Some retailers have activation
issue but out of these some
retailers few retailers shop are
already activated but they removed
that and asking for new
activations.
 At some outlets there are BBD and
leakage products which was not
replaced since last 2 years.
 New products which become BBD
even that product are not replaced
promptly.
 Some retailers have complaint that
they are not getting proper
information about the company
scheme.
 RECOMANDATION

 Company should strictly follow

the MSBF.
 We have to make them to feel
comfortable to sell new products
that will help retailers to increase
the profit.
 In the month of February-March
company should have audit of all
SGA that are working properly or
need servicing or improvement.
 While execution on the activation part
company have to make a fix minimum
duration of that activation for the retailers.
That will help the company to reduce their
expenses
 Due to non replacement of BBD and
leakage product create dissatisfaction
among retailers on the other hand new
products BBD also not replaced on point
of time so company have to provide
information to distributer about NPD to
make available those products to replace
them.
 Company have to avail service of
Bulk massage service provider to
inform their retailers about their
Schemes and Promotional activity
with the help of this service the
retailers will able to know real
time offers and schemes on their
registered mobile number.
Thanks