8/2/2019 Final Sales and Distribution

1/18

SUBMITTED TO :- Dr. SL Gupta

SUBMITTED BY:- Shruti Trikha

8/2/2019 Final Sales and Distribution

2/18

COCA COLA COCA COLA ENTERED IN INDIA IN 1989

50 bottling plant, company owned -25 and franchiseeowned- 25.

Interbrands Global Brand Scorecard for 2008 rankedCoca-Cola the NO.1 Brand in the World and estimated its

brand value at $70.45 billion

HEADQUARTERS ATLANTA, GEORGIA- USA

AREA SERVED WORLDWIDE

CHAIRMAN AND CEO MUHTR KENT

NET INCOME US $ 4.2 billion

8/2/2019 Final Sales and Distribution

3/18

PRODUCTS

8/2/2019 Final Sales and Distribution

4/18

TYPES OF OUTLET

The comapany had divided their outlet on the basis offollowing critera:

VOLUME

CHANNEL

INCOME GROUP

8/2/2019 Final Sales and Distribution

5/18

Super-

markets,

Kiosks

Airlines

Clubs,

Bars

Restaur-

ants,

Hotels

Vendingmachines

Bottler

Consumers

Retailers

The DistributionChannel at Coca-Cola

8/2/2019 Final Sales and Distribution

6/18

BidadiPlant

HebbalDepot

DeliveryTrucks

Distribution Channel at the Bidadi Plant in Bangalore

Targeted CustomersIn & around Bangalore

City

8/2/2019 Final Sales and Distribution

7/18

Distribution Strategy adopted by

Coke

Distribution Pull Strategy

Distribution Push Strategy

8/2/2019 Final Sales and Distribution

8/18

Another meaning of the push strategy inmarketing can be found in the communicationbetween seller and buyer. In dependence of theused medium, the communication can be eitherinteractive or non-interactive. For example, if the

seller makes his promotion by television or radio,it's not possible for the buyer to interact with. Onthe other hand, if the communication is made byphone or internet, the buyer has possibilities to

interact with the seller. In the first caseinformation is just "pushed" toward the buyer,while in the second case it is possible for thebuyer to demandthe needed informationaccording to his requirements.

8/2/2019 Final Sales and Distribution

9/18

8/2/2019 Final Sales and Distribution

10/18

Sales force Duties and responsibilities of sales force:- Order

taking, order delivering, complaints handling,

sending sales report on daily basis.Whom do they report to:- Distributor

Target allotted Value(Rs):- Depends on area, season,last years sales, market size.

8/2/2019 Final Sales and Distribution

11/18

1).Average order size

a). Distributor to company

b). Retailer to distributor

Depend on

demand,

season

Depend on

demand,

season

2)How orders are placed

a).Distributor to company

b). Retailer to distributor

Telephone, direct

ordering through

distributor

representative

3) Transit time

2days

8/2/2019 Final Sales and Distribution

12/18

COCA-COLA

4) Frequency of order daily

5) Inventory maintained

1 day stock is maintained

(frequent visits by the

co.s vehicle)

6) Unsold/damaged

merchandise

replaced

7) IT Used

a) Stock keeping

b) Account keeping

c) Problems handling

8/2/2019 Final Sales and Distribution

13/18

COCA -COLA

8) Modes of transportation(from

company to distributor)

Companys vehicle

(tata ace,tata407,tata909)

9) Expenses of transportation

a) From company to distributor

b) From distributor to retailer

By company

By distributor

10) Warehousing

a) Storage capacity

b) Self owned / rent

Minimum 300 sq m

Self owned/rental

11)Stock keeping is done by Stock keeper

8/2/2019 Final Sales and Distribution

14/18

PERFORMANCE EVALUATION OF DISTRIBUTORS

Sales quota attainment

Inventory management

Average order size placed

Market coverage(calls made by distributor everyday)

Infrastructure

Volume generated

Third party audit

Complaints handling

14GROUP NO. 9

8/2/2019 Final Sales and Distribution

15/18

EXPECTATIONS OF COMPANY FROM CHANNEL

MEMBERSPARAMETERS EXPECTATIONS

1) Coverage per day Minimum 40 retailers to be covered

daily

2) Sales promotion Carrying out activities assignedeffectively

15GROUP NO. 9

8/2/2019 Final Sales and Distribution

16/18

CommunicationIn rural and urban market

Coca-colas brand ambassadorAamir Khan connects himself withthe people very well in rural as well as

urban market.

8/2/2019 Final Sales and Distribution

17/18

Through sponsorship

Coca-Colas sponsorship of Blast-BeatStudent Music Awards results in the Coca-Cola Blastbeat Bebo Awards.

Coca-Cola is extending its partnership withfootballs global governing body FIFA until2022, the drinks giant has announced.

8/2/2019 Final Sales and Distribution

18/18

18GROUP NO. 9