INTERIM REVIEW

VENKADESH DAMODHARANII-YEAR MBA

SCHOOL OF MANAGEMENTSRI KRISHNA COLLEGE OF ENGINEERING AND

TECHNOLOGY

INTERNSHIP

It is a process of getting trained at a workplace under the supervision of actual trainer and leader where one is doing the actual job.

OPPURTUNITIES OFFERED BY

SAIL, SALEM

HINDUSTAN COCA-COLA BEVERAGES Pvt Ltd, COIMBATORE

MAYA CHEMICALS & TODAY’S GHEE

SELECTED COMPANY

INTERESTING HIDDEN MEANING IN LOGO

REASONS FOR SELECTING COCA COLA

B2C

MNC COMPANY

FMCG COMPANY

MARKET LEADER AT COIMBATORE

ABILITY TO DOMINATE IN THE OLIGOPOLY MARKET

ACKNOWLEDGEMENT

SCHOOL OF MANAGEMENT, SKCET

YUVARAJ.M ( Ist YEAR MBA STUDENT, SKCET)

VENKATRAMAN ( STL, SPLASH BAR, COCA COLA,COIMBATORE)

SATHISH, SUJEETH KUMAR, SHINU, YUVARAJ (MARKETING DEVELOPMENT EXECUTIVES, COCA COLA, COIMBATORE)

MOORTHY ( ATTENDER, COCA COLA, COIMBATORE)

ABOUT THE COMPANY

INVENTER - DR.JOHN PEMBERTON

FOUNDER - ASA CANDLER

CURRENT CEO - MUHRTAR KENT

CURRENT INDIAN CEO - T.KRISHNAKUMAR

COMPETITOR

Main Competitor is PEPSI

Pepsi is the MARKET LEADER in only four countries around the world (gulf countries)

In India, Coca Cola is the market leader at North India where as in South India it is it’s main competitor

Coca Cola is not sold at North Korea and Cuba

REVENUE

Revenue - US $44.294 billion (2015)

Tamil Nadu - 807.45 crores/day

Kerala - 654 crores/day

ABOUT HINDUSTAN COCA COLA CEO

NAME - T.KRISHNAKUMAR

DESIGNATION - CEO, HINDUSTAN COCA-COLA BEVERAGES Pvt Ltd.

INVENTION - SPLASH BAR

He also runs a non-profit trust with his wife Sujatha to promote rural empowerment and finds it to be the best restorer of work-life balance.

OPERATIONAL LEADERSHIP OPERATIONAL LEADER FOR

India, Bangladesh, Nepal and Sri Lanka

T.KRISHNAKUMAR

HINDUSTAN COCA-COLA BEVERAGES PVT LTD

HCCBPL is the largest bottling partner of The Coca-Cola Company in India. It is a part of The Coca-Cola Company’s Bottling Investments Group and responsible for the manufacture, package, sale and distribution of beverages under the trademark of The Coca-Cola Company.

HINDUSTAN COCA-COLA BEVERAGES PVT LTD

As part of the Bottling Investments Group of The Coca-Cola Company, HCCBPL has 24 bottling plants at strategic locations in various states spread across India. It covers approximately 65% of bottling operations for the Coca-Cola System in India.

HINDUSTAN COCA-COLA BEVERAGES PVT LTD

HCCBPL has an extensive distribution system spanning more than a million outlets operating with world class execution standards. The focus of the system is to develop strong customer value while delivering preferred choice of refreshment at an arm’s length of desire to the consumer.

DEPARTMENTS AT COCA COLA,COIMBATORE

SALES

INVENTORY MANAGEMENT

ACCOUNTS

MANUFACTURING PLANT

NEMAM (CHENNAI TO TRIPATHI HIGHWAYS)

THIRUNELVELLI

DISTRIBUTION SYSTEM OF COCA COLA PRODUCTS

DIRECT LINE (Direct Company Distribution)

PRIMARY – Warehouse to Distribution

INDIRECT LINE (Distributor Distribution)

SECONDARY – Distributor to Retailer

SALES DIVISIONS AT COCA COLA, COIMBATORE

GENERAL TRADE

SPLASH BAR

ALL 2 B

ALLOTED DIVISION

COMPETITIVE ADVANTAGE OF SPLASH BAR MACHINE

HEIGHT - 6.5 FEET

WIDTH - 2.5 FEET

VOLTAGE - 150 VOLTS

CURRENT CONSUMPTION - 1 TO 1.30

UNITS/day

NO.OF.CUPS

BOTTLE QUANTITY – 2.25 litres

TOTAL no.of.cups

1) 100 ml – 22 cups2) 170 ml – 13 cups3) 250 ml – 09 cups

S.K.U’S TO BE USED

Among the 48 S.K.U’s only 3 S.K.U’s is to be used

1) Coca Cola ( 2.25 litres)2) Sprite (2.25 litres)3) Fanta (2.25 litres)

VISION OF SPLASH BAR

To make every Indian’s first choice of refreshment available within easy reach.

MISSION OF SPLASH BAR

To build a consumer-driven, customer-focused and profitable sustainable business in India.

VALUES OF SPLASH BAR Leadership

Empowerment

Passion for winning

Integrity

Accountability

Teamwork

OBJECTIVES OF SPLASH BAR

To concentrate in the Pepsi dominant outlets and areas

To scout new outlets in the low purchasing ability zones

To reach the rural areas where there is less movement of soft drinks

The consumers of Coca-Cola has mostly been the higher class, upper middle class people. To penetrate all the social class of people splash bar has been devised.

PURPOSE OF SPLASH BAR Pepsi is the MARKET LEADER in South India

Barring the metropolitan cities in South India, the MARKET PLACE is dominated by Pepsi

To reduce Pepsi’s MARKET SHARE HCCBPL has devised a splash bar machine and increase it’s market share through reduced price strategy

It has also got pattern rights for the machine.

PROCESS OF SPLASH BAR

OPERATIONS PROCESS

STRATEGY PROCESS

STRATEGY PROCESS HCCBPL will provide

1. Splash Bar Machine2. Beverage Stock3. Paper Cups4. Marketing Elements5. Cabinet (Full)6. Training

COST ADVANTAGE

DEVISED COST SHEET

OPERATIONS PROCESS

New Machine Tracking

Machine Maintenance (Quality & Hygiene)

Machine Follow Up

Aiding in Stock Ordering (Secondary Sales)

PARAMETERS OF SPLASH BAR

To track machines that has the footfall of minimum 400 ( 20% of footfall will only drink)

No outlets

1. Near Butchery Shop2. Open Saloon shop3. Wastage Yard4. Open drainage (or) drainage smell

HOW TO DETECT 400 FOOTFALL? Bakery – Minimum 15 to 20 litres of

milk

Hotel – Minimum 10 kgs of Biriyani Minimum 10 kgs of maidha

flour

Pepsi Outlets – Minimum 30 cases / week

Chaat Stall – Minimum 200 plates

OTHER OUTLETS

CAPITA OUTLET

HOTEL – Combo offers ( Combo branding free for shops

within 30 days)

GENERAL TRADE

41 pre sellers at Coimbatore alone for both Direct and Indirect market

All the pre sellers are powered with AIDAS software

Coke follows Cash and Carry Methodology where as Pepsi adopts Credit system methodology.

PRE SELLER

A pre seller at the General Trade division is like a marketing development executive at the splash bar division.

1 pre seller is allotted 3 beats (route)

( No.of.Outlets / Total S.K.U ) = Pre Seller’s Supply based

penetration

PRE SELLER & S.K.U

Average S.K.U – 8 (per day & per route)

1 S.K.U:-

2.25 litres – 1 bottle1.25 litres – 1 bottle750ml & 600 ml – 4 bottles400ml & 200 ml – 6 bottles

PRE SELLER & COMPANY ASSERT

The pre sellers are responsible for the refrigerators that are given to the shop for the free of cost

Though the refrigerators are given at a free of cost they still remain to be the assert of the company

Each refrigerator will have a assert number at the back of the refrigerator which is documented by the pre seller and his STL before distributing it.

REFRIGERATOR

The type of refrigerator is given based on the footfall of the outlet

PARAMETER:

N-1 parameter Where, N= no.of.racks in the refrigerator.

LEARNING OUTCOMES

• Attitude of a Sales Person

• Requirements of a Sales Person

LEARNING OUTCOMES

Roles and Responsibilities

Operational Learning Outcomes

M.I.T

Queries

EFFORT NEVER DIES