University Of Central

Punjab
Introduction to Business
Project

“Coca Cola Beverages Pvt. Ltd ”

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Presented To

Professor F.ANWAR

Presented By
Mohammad khurram hadi
Reg # L1F1BBAM2342
Section H
Khurramhadi@ucp.edu.pk

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Coca-Cola Beverages Pvt. Ltd

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 “With The Name of Allah the Most
Beneficial And The most Merciful”

TABLE OF CONTENTS
Page
#

Project Objective 07
Introduction of Coca Cola 08
Vision Statement 09
Mission Statement 10
Shared Values 10

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Objectives of Coca Cola 10
Goals of Coca Cola 11
History of Coca Cola 12-13
History of Bottling 14
Advertising History of Coca Cola 15
Coke History in Pakistan 26-27
Organizational Hierarchy of Coca Cola 28
Departments of Coca Cola 29-31
Market Share of Coca Cola 32

Global Unit Sales of Coca Cola 33

Region wise Consumption of Coca Cola 34
Market Position of Coca Cola Globally 35
Market Position of Coca Cola in Pakistan 35
Brands of Coca Cola 36-38
Portfolio Analysis (BCG Matrix) 39-40
Competitors 41-49
Competitors Analysis 50-51
Competitive Advantages 52
Customer Analysis 53
SWOT Analysis 54
Industrial SWOT Analysis 54-55
SWOT Analysis of Coca Cola 56-58
Product Life Cycle 59-60
Growth Strategy 61-62
Market Segmentation 63
Segmentation Strategy of Coca Cola 64-67
Marketing Mix 68
Product Strategy 68-70
Pricing Strategy 71-74
Positioning Strategy 75-76

Packaging strategy 77-78

Promotion Strategy 79
Distribution Channels 80
Advertisement of Coca Cola 81
Advertisement Media 82
Expectations for the Coming Year 83
Sales Promotion Activities 85-88
Conclusion 89
Recommendations 90
Bibliography 91

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 PROJECT OBJECTIVE
The objective of this project is to give overview of ‘Coca Cola’ to provide a broad
selection of the nonalcoholic ready to drink beverages to potential consumers in whole world
and Pakistan. Analysis carried out on nonalcoholic ready to drink beverages market in terms
of size and growth, covering different segments present in the market.
It includes introduction of the company and the product, internal and external
environment, market and competitor analysis, and marketing mix.

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 COCA COLA

INTRODUCTION
Founded in 1886, the coca-cola company is the world’s leading
manufacturer, marketer, and distributor of nonalcoholic beverage
concentrates and syrups. The company’s corporate headquarters are in
Atlanta, with local operations in over 200 countries around the world.
Although Coca-Cola was first created in the United States, it
quickly became popular wherever it went. Our first international
bottling plants opened in 1906 in Canada, Cuba and Panama, soon

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followed by many more. Today, Coca-Cola has a portfolio of more than
3,000 beverages. Coca-Cola has 92,400 employees worldwide. More
than 70 percent of our income comes from outside the U.S., but the real
reason we are a truly global company is that our products meet the

Type Soft Drink (Cola)

Manufacturer The Coca- Cola Company
Founder(s) John S. Pemberton
Country of Origin United States
Introduced 1886
Area served Over 200 countries
Color Caramel E-150d
Flavors Cola, Cola Green Tea, Cola Lemon, Cola
Lemon Lime, Cola Lime, Cola Orange and
Cola Raspberry.
Related Products Pepsi, Irn Bru, RC Cola, Cola Turka, Zam
Zam Cola, Mecca Cola, Virgin Cola, Parsi
Cola, Qibla Cola, Evoca Cola, Corsica Cola,
Breizh Cola, Afri Cola
Employees 92,400
Servings per Day 1.6 Billion
Website www.coca-cola.com
varied taste preferences of consumers everywhere.

VISION STATEMENT
Our vision guides every aspect of our business by describing what we need to accomplish
in order to continue achieving sustainable growth.
➢ People: Be a great place to work where people are inspired to be the best they can be.

➢ Portfolio: Bring to the world a portfolio of quality beverage brands that anticipate
and satisfy people's desires and needs.

➢ Partners: Nurture a winning network of customers and suppliers, together we create

mutual, enduring value.

➢ Planet: Be a responsible citizen that makes a difference by helping build and support
sustainable communities.

➢ Profit: Maximize long-term return to shareowners while being mindful of our overall
responsibilities.

➢ Productivity: Be a highly effective, lean and fast-moving organization.

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 MISSION STATEMENT
Mission statement is a statement of organization’s purposes that what it wants to
accomplish. In order to achieve mission of increasing market share and maintaining good
relations with our customers all over the world, we wish to create value for all the constraints
we serve, including our consumers, our bottlers, and our communities. The Coca Cola
Company creates value by executing business strategy guided by four key beliefs:
➢ Customer is king; Customer demand drives everything we do.
➢ Brand Coca Cola is the core of our business.
➢ We will serve consumers a broad selection of the nonalcoholic ready-to-drink
beverages they want to drink throughout the day.
➢ We will be the best marketers in the world.

Everything we do is inspired by our enduring Mission:

➢ To Refresh the World...in body, mind, and spirit.
➢ To Inspire Moments of Optimism...through our brands and our actions.
➢ To Create Value and Make a Difference...everywhere we engage.

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 SHARED VALUES
Our values serve as a compass for our actions and describe how we behave in the
world.
➢ Leadership: The courage to shape a better future
➢ Collaboration: Leverage collective genius
➢ Integrity: Be real
➢ Accountability: If it is to be, it's up to me
➢ Passion: Committed in heart and mind
➢ Diversity: As inclusive as our brands
➢ Quality: What we do, we do well

OBJECTIVE OF COCA COLA

The company has sales based objective .Everything else (marketing plan, advertising
plan, production etc.) is derived from this objective.
Currently the company‘s objective is to
“Increase the volume of sales up to the maximum level as much as possible during the
current fiscal year.”
The company sets its objective keeping in view the past performance, Historical
trends, current market position, economic condition, macro environment and micro
environment factors, social values, market size and growth rate ,future expectations and
predictions

GOALS OF COCA COLA

All CCBPL plants setup their own goal to achieve the objective.
The company goal is
“To increase sales volume and gain market leadership”

HISTORY OF COCA COLA

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Coca-Cola was first introduced by John Syth Pemberton, a pharmacist, in the year 1886 in
Atlanta, Georgia when he concocted caramel-colored syrup in a three-legged brass kettle in
his backyard. He first “distributed” the product by carrying it in a jug down the street to
Jacob’s Pharmacy and customers bought the drink for five cents at the soda fountain.
Carbonated water was teamed with the new syrup, whether by accident or otherwise,
producing a drink that was proclaimed “delicious and
refreshing”, a theme that continues to echo today wherever
Coca-Cola is enjoyed.
Dr. Pemberton’s partner and
book-keeper, Frank M. Robinson,
suggested the name and penned
“Coca-Cola” in the unique flowing
script that is famous worldwide even
today. He suggested that “the two Cs would look well in
advertising.” The first newspaper ad for Coca-Cola soon appeared
in The Atlanta Journal, inviting thirsty citizens to try “the new and popular soda fountain
drink.” Hand-painted oil cloth signs reading “Coca-Cola” appeared on store awnings, with
the suggestions “Drink” added to inform passersby that the new beverage was for soda
fountain refreshment.
By the year 1886, sales of Coca-Cola averaged nine drinks per day. The first year, Dr.
Pemberton sold 25 gallons of syrup, shipped in bright red wooden kegs. Red has been a
distinctive color associated with the soft drink ever since. For his efforts, Dr. Pemberton
grossed $50 and spent $73.96 on advertising. Dr. Pemberton never realized the potential of
the beverage he created. He gradually sold portions of his business to various partners and,
just prior to his death in 1888, sold his remaining interest in Coca-Cola to Asa G. Candler, an
entrepreneur from Atlanta. By the year 1891, Mr. Candler proceeded to buy additional rights
and acquire complete ownership and control of the Coca-Cola business. Within four years,
his merchandising flair had helped expand consumption of Coca-Cola to every state and
territory after which he liquidated

his pharmaceutical business and focused his full attention on the soft drink. With his brother,
John S. Candler, John Pemberton’s former partner Frank Robinson and two other associates,
Mr. Candler formed a Georgia corporation named the Coca-Cola Company. The trademark

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“Coca-Cola,” used in the marketplace since 1886, was registered in the United States Patent
Office on January 31, 1893.
The business continued to grow, and in 1894, the first syrup manufacturing plant
outside Atlanta was opened in Dallas, Texas. Others were opened in Chicago, Illinois, and
Los Angeles, California, the following year. In 1895, three years after The Coca-Cola
Company’s incorporation, Mr. Asa G. Candler announced in his annual report to share
owners that “Coca-Cola is now drunk in every state and territory in the United States.”
As demand for Coca-Cola increased, the Company quickly outgrew its facilities. A
new building erected in 1898 was the first headquarters building devoted exclusively to the
production of syrup and the management of the business. In the year 1919, the Coca-Cola
Company was sold to a group of investors for $25 million. Robert W. Woodruff became the
President of the Company in the year 1923 and his more than sixty years of leadership took
the business to unsurpassed heights of commercial success, making Coca-Cola one of the
most recognized and valued brands around the world.

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 HISTORY OF BOTTLING
Coca-Cola® originated as a soda fountain beverage in 1886
selling for five cents a glass. Early growth was impressive,
but it was only when a strong bottling system developed that
Coca-Cola became the world-famous brand it is today.
1894 … A modest start for a bold idea
In a candy store in Vicksburg, Mississippi, brisk sales of the
new fountain beverage called Coca-Cola impressed the store's owner, Joseph A. Biedenharn.
He began bottling Coca-Cola to sell, using a common glass bottle called a Hutchinson.

Biedenharn sent a case to Asa Griggs Candler, who owned the Company. Candler thanked
him but took no action. One of his nephews already had urged that Coca-Cola be bottled, but
Candler focused on fountain sales.
1899 … The first bottling agreement
Two young attorneys from Chattanooga, Tennessee believed they could build a business
around bottling Coca-Cola. In a meeting with Candler, Benjamin F. Thomas and Joseph B.
Whitehead obtained exclusive rights to bottle Coca-Cola across most of the United States
(specifically excluding Vicksburg) -- for the sum of one dollar. A third Chattanooga lawyer,
John T. Lupton, soon joined their venture.
1900-1909 … Rapid growth
The three pioneer bottlers divided the country into territories and sold
bottling rights to local entrepreneurs. Their efforts were boosted by major
progress in bottling technology, which improved efficiency and product
quality. By 1909, nearly 400 Coca-Cola bottling plants were operating,
most of them family-owned businesses. Some were open only during hot-
weather months when demand was high.
1916 … Birth of the contour bottle
Bottlers worried that the straight-sided bottle for Coca-Cola was easily confused
with imitators. A design from the Root Glass Company of Terre Haute, Indiana
won enthusiastic approval in 1915 and was introduced in 1916. The contour bottle
became one of the few packages ever granted trademark status by the U.S. Patent
Office. Today, it's one of the most recognized icons in the world - even in the dark!
1920s … Bottling overtakes fountain sales
As the 1920s dawned, more than 1,000 Coca-Cola bottlers were operating in the
U.S. Their ideas and zeal fueled steady growth. Six-bottle cartons were a huge hit
after their 1923 introduction. A few years later, open-top metal coolers became the
forerunners of automated vending machines. By the end of the 1920s, bottle sales
of Coca-Cola exceeded fountain sales.

1920s and 30s … International expansion

Led by longtime Company leader Robert W. Woodruff, chief executive
officer and chairman of the Board, the Company began a major push to
establish bottling operations outside the U.S. Plants were opened in
France, Guatemala, Honduras, Mexico, Belgium, Italy, Peru, Spain, Australia and South
Africa. By the time World War II began, Coca-Cola was being bottled in 44 countries.

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 1940s … Post-war growth
During the war, 64 bottling plants were set up around the world to supply
the troops. This followed an urgent request for bottling equipment and
materials from General Eisenhower's base in North Africa. Many of
these war-time plants were later converted to civilian use, permanently
enlarging the bottling system and accelerating the growth of the
Company's worldwide business.
s1950s … Packaging innovations
For the first time, consumers had choices of Coca-
Cola package size and type -- the traditional 6.5-
ounce contour bottle, or larger servings including 10-,
12- and 26-ounce versions. Cans were also
introduced, becoming generally available in 1960.
1960s … New brands introduced: Following Fanta® in the 1950s, Sprite®, Minute
Maid®, Fresca® and TaB® joined brand Coca-Cola in the 1960s. Mr. Pibb® and Mello
Yello® were added in the 1970s. The 1980s brought diet Coke® and Cherry Coke®,
followed by POWERADE® and DASANI® in the 1990s. Today hundreds of other brands
are offered to meet consumer preferences in local markets around the world.
1970s and 80s … Consolidation to serve customers: As technology led to a global
economy, the retailers who sold Coca-Cola merged and evolved into international mega-
chains. Such customers required a new approach. In response, many small and medium-size
bottlers consolidated to better serve giant international customers. The Company encouraged
and invested in a number of bottler consolidations to assure that its largest bottling partners
would have capacity to lead the system in working with global retailers.
1990s … New and growing markets: Political and economic changes opened vast
markets that were closed or underdeveloped for decades. After the fall of the Berlin Wall, the
Company invested heavily to build plants in Eastern Europe. And as the century closed, more
than $1.5 billion was committed to new bottling facilities in Africa.
21st Century …: The Coca-Cola bottling system grew up with roots deeply planted in
local communities. This heritage serves the Company well today as people seek brands that
honour local identity and the distinctiveness of local markets. As was true a century ago,
strong locally based relationships between Coca-Cola bottlers, customers and communities
are the foundation on which the entire business grows.

ADVERTISING HISTORY OF COCA COLA

Coca-Cola's advertising have a significant impact on American culture, and is
frequently credited with the "invention" of the modern image of Santa Claus as an old man in
red-and-white garments; however, while the company did in fact start promoting this image
in the 1930s in its winter advertising campaigns, it was already common before that. In fact,
Coca-Cola was not even the first soft drink company to utilize the modern image Santa Claus
in its advertising – White Rock Beverages used Santa in advertisements for its ginger ale in
1923 after first using him to sell mineral water in 1915.

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 Before Santa Claus, however, Coca-Cola relied on images of smartly dressed young
women to sell its beverages. Coca-Cola's first such advertisement appeared in 1895
and featured a young Bostonian actress named Hilda Clark as its spokesperson.
In the 1970s, a song from a Coca-Cola commercial called "I'd Like to Teach the
World to Sing", produced by Billy Davis, became a popular hit single.
Coca-Cola has a policy of avoiding using children younger than the age of 12
in any of its advertising. This decision was made as a result of a lawsuit from the
beginning of the 20th century that alleged that Coke's caffeine content was dangerous
to children.
However, in recent times, this has not stopped the company
from targeting young consumers. Coke's advertising is rather
pervasive, as one of Woodruff's stated goals was to ensure that
everyone on Earth drank Coca-Cola as their preferred beverage. This is
especially true in southern areas of the United States, such as Atlanta,
where Coke was born.
Some of the memorable Coca-Cola television commercials between
1960 through 1986, were written and produced by former Atlanta radio
veteran Don Naylor (WGST 1936-1950, WAGA 1951-1959) during
his career as a producer for the McCann Erickson advertising agency.
Many of these early television commercials for Coca-Cola featured
movie stars, sports heroes, and popular singers of the day.
During the 1980s, Pepsi-Cola ran a series of television
advertisements showing people participating in taste tests essentially
demonstrating that: "Fifty percent of the participants who said they
preferred Coke actually chose the Pepsi". Statisticians were quick to
point out the problematic nature of a 50/50 result; that most likely all
this really showed was that in blind tests, most people simply cannot
tell the difference between Pepsi and Coke. Coca-Cola ran ads to
combat Pepsi's ads in an incident sometimes referred to as the cola
wars; one of Coke's ads compared the so-called Pepsi challenge to
two chimpanzees deciding which tennis ball was furrier. Thereafter, Coca-Cola regained its
leadership in the market.
Selena was a spokesperson for Coca-Cola from 1989 till the time of her death. She
filmed three commercials for the company. In 1994 to commemorate her 5 years with the
company, Coca-Cola issued special Selena coke bottles.

In an attempt to broaden its portfolio, Coca-Cola purchased Columbia Pictures in

1982. Columbia provided subtle publicity through Coke product placements in many of its
films while under Coke's ownership. However, after a few early successes, Columbia began
to under-perform, and was dropped by the company in 1989.
Coca-Cola has gone through a number of different advertising slogans in its long history,
including "The pause that refreshes", "I'd like to buy the world a Coke", and "Coke is it".
In 2006, Coca-Cola introduced My Coke Rewards, a customer loyalty campaign
where consumers earn virtual "points" by entering codes from special marked packages of
Coca-Cola products into a website. These points can in turn be redeemed for various prizes or
sweepstakes entries

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 COKE HISTORY IN PAKISTAN
“To provide Coca-Cola at arms ‘length”
The Coca-Cola Company began operating in Pakistan in 1953. Coke, Fanta and Sprite
are the brands with whom Coca-Cola is operating in Pakistan. The Coca-Cola System in
Pakistan operates through eight bottlers, four of which are majority-owned by Coca-Cola
Beverages Pakistan Limited (CCBPL). The CCBPL plants are in Karachi, Hyderabad,
Sialkot, Gujranwala, Faisalabad, Rahim Yar Khan, Multan and Lahore. The Coca-Cola
System in Pakistan serves 70,000 customers/retail outlets. The Coca-Cola System in Pakistan
has nearly 3,000 people working constantly for the company. During the last two years, The
Coca-Cola Company in Pakistan has invested over $130 million (U.S) and coke has
successfully provided 56 years of dedicated service to its customers in Pakistan. Since the
beginning of Coke Company the firm has been continuously changing its slogans and that’s a
very creative idea to get the attention of the customers.
. Here we would like to include some of the popular slogans of coke since the coke
journey started.
➢ 1886 Drink Coca-Cola
➢ 1908 Get the genuine
➢ 1923 Enjoy thirst
➢ 1934 When it's hard to get started, start with a Coca-Cola
➢ 1942 The only thing like Coca-Cola is Coca-Cola itself
➢ 1956 The friendliest drink on earth
➢ 1963 Things go better with Coke
➢ 1993 Always. Coca-Cola
➢ 2001 Life is Good
➢ 2003 Jo Chaho Ho Jaye Coca Cola Enjoy
➢ 2004 Flight Of Delight
➢ 2005 Galay Delicious Taste
➢ 2006 Thanda matlab coca cola
➢ 2007 khaly pily jila coca cola
➢ 2008 Aja jashan mena ly

TODAY
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 Today CCBPL is operated directly under the supervision of the Coca-Cola
International based in Atlanta Georgia State___ USA .It owns 8 plants all around in Pakistan.
Coca Cola Company offers the brand range as Coca Cola, Diet Coke, Fanta,
Sprite and Kinley water in Pakistan.

➢ Coca-Cola introduced in Pakistan 1953

➢ Fanta introduced in Pakistan 1965
➢ Sprite was introduced 1972
➢ Diet Coke & Fanta Lemon 2001

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ORGANIZATIONAL HIERARCHY
OF COCA COLA

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 DEPARTMENTS OF COCA COLA
Every organization is made up of different departments, each of these departments
help Coca Cola achieve their objectives. As Coca Cola is a large multinational company, the
amounts of departments are huge. Each country has their own Head Office and departments.
Coca Cola is geographically split into five geographic operating segments, also known as
strategic business units (SBU's). The six SBU's are North America, Africa, Asia, Europe,
Middle East and finally Latin America. If all departments perform in the correct way then
that will continue the success of Coca Cola.

There are 6 functional departments within Coca Cola, these are:

➢ Marketing

➢ Finance

➢ Packaging

➢ Sales

➢ Research and development

➢ Administration

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 MARKETING DEPARTMENT
The Coca Cola marketing department develops core strategies for company brands to
ensure that all communication is consistent in every market. With this cohesive effort, the
Coca-Cola system maximizes its resources for market leadership and profitable growth. The
marketing departments are responsible for marketing the products and advertising the
products and promoting the products. If all these departments perform their duty firmly then
the objectives of The Coca-Cola Company will meets.

FINANCE DEPARTMENT
The finance department of the Coca Cola Company is responsible for financial record
keeping. This involves keeping records of money received and paid out. The financial records
will be used to produce the annual reports for the shareholders so that they can see the
company performance. The Finance department is also responsible for the management
accounts of the business like marketing etc. The Coca-Cola Company finance department is
also responsible for making budget of the company and for each department like marketing
department or research and development department. They will also be involved in the
planning process like taking over or any major decision.

PACKAGING DEPARTMENT
The packaging department of Coca-Cola Company is responsible for the packaging of
the products. They have to make the packaging attractive so that that product meets the eyes
of the consumers. Bringing new products package is their responsibility. It works with the
companies bottling partners to produce an attractive combination.

SALES DEPARTMENT
The sales department of the Coca Cola Company is to coordinate the selling program.
They also have to make the distribution methods, etc. Also, decide how much to sell and how
much to store in the warehouse and to choose the transporting method which is the most cost
efficient and the quickest way.

RESEARCH AND DEVELOPMENT

DEPARTMENT
This department has their budget given by the finance department and their
responsibility is to investigate new products. They work closely with marketing by looking at
marketing research findings. They have to bring new products in the market for the change
because the consumer cannot stick with the same old products. If necessary then they also
have to improve the quality of the products. The Coca-Cola Company research department
has done a lot of research and recently they have launched many new products like Diet coke
with lemon, Fanta Tropical, Minute maids, Fanta raspberry, Fanta blue berry etc.

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 ADMINISTRATION DEPARTMENT
This department is essential for keeping the business going. They act as a help support
of the company, it is not the central purpose the business but every business organization
would need this department. Most businesses rely on administration to be organized. They
deal with enquiries, give messages produce documents and give information to any customer.
The complaints that this department will get would be transferred to the research and
development department to make the product better or fix the problem that the consumer is
having. These departments are the most important department of The Coca-Cola Company
because they helps the company to meets the objectives of The Coca-Cola Company i.e.
surviving, customer satisfaction and make more profits. As I said that the help desk
department satisfies the customer by providing the information they needs and taking the
complaints and passing to the research and development departments who improves the
products.

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 MARKET SHARE OF COCA COLA
Coca Cola is now one of the largest corporations in the world, with a global
workforce of over 90,000 and revenues of $31.9 billion in revenues in 2008. Over the years,
the brand equity of the Coca-Cola trademark, as well as that of other Coca Cola-produced
brands, has established Coca Cola as a prominent figure in the non-alcoholic beverage
industry and allowed the company to keep both revenues and profits high.

Sales and 2004 2005 2006 2007 2008

Income Data
in Millions

Net Sales $21,742 $23,104 $24,088 $28,857 $31,944

Net Income $4,847 $4,872 $5,080 $5,981 $5,807

(Profits)
Units sold in 19.8 20.6 21.4 22.7 23.7
Billions

Quarterly Earnings : 1Q2009 In the first quarter of 2009, the Coca-Cola Company
posted revenues of $7.169 billion, a 3% decrease from 1Q 2008 figures; net income fell 10%
to $1,348 billion. Although sales volumes actually rose 7% during the quarter, the Coca-Cola
Company was negatively impacted by the dollar's strengthening against the euro, Brazilian
real, Mexican peso, and South African rand.
2Q2009: In the second quarter of 2009, the Coca-Cola Company posted revenues of
$8.267 billion, an 8.6% decrease from 2Q2008 figures; net income grew 43% to $2.037
billion. Although the company managed to grow worldwide case volume by 4% (with
especially important increase of 33% in India and 14% in China), adverse fluctuations in the
foreign exchange caused the decrease in revenue. On a currency neutral basis, revenues grew
by 4% during 2Q2009, as pricing remained constant during the year. The growth in net
income is deceptively large, as the 2008 figure includes an $843 million, or $0.40 per share,
charge due to changes in the company's accounting policy of its equity investments in its
bottlers. Ignoring this charge, net income would've fallen by 12%.

GLOBAL UNIT SALES OF COCA COLA

The global unit sale of the Coca Cola Company is increasing from last years. The data
of the global unit sale of the Coca Cola Company can be represented by the following chart.

So there is a positive growth in the market of Coca Cola Company. There is a

worldwide volume increase with strong international growth. This is only due to the
innovative marketing programmers, which has deepened the relationship of the customers
and Coca Cola. The financial health and success of their bottling partners is a critical
component of the Coca Cola Company’s ability to build and deliver leading brands.

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 In 2008, the company had worked with their bottlers to turn good intentions into
reality by improving the system economics. The results in 2008 reflect this steadily
improving and mutually constructive relationship between the Company and their bottling
partners. The main reason behind this relationship is to continue realizing shared
opportunities for growth, with closer coordination of operations including customer
relationships, logistics and production.

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 REGION WISE CONSUMPTION
OF COCA COLA
Coca Cola is the world renowned soft drink and the company is currently operating
throughout the world. The world wide total is 23.7 Billions. Review according to the regions
is as follows:

So the volume is least in Eurasia & Africa and the most in Latin America. From this
data we can find out that the customers of Coca Cola are increasing which is shown the
company’s per capita income.

MARKET POSITION OF COCA COLA

WORLDWIDE

MARKET POSITION OF COCA COLA

IN PAKISTAN
On global level Coca-Cola is the most popular brand and market leader controlling
60% of market share. In Pakistan Coca Cola is the market follower but still in a very strong
and stable position holding 36% of the local market with a growing and increasing market
share every year.

BRANDS OF COCA COLA

Coca-Cola Zero® has been one of the most successful product launch hes
in Coca Cola’s history. In 2007, Coca Cola’s sold nearly 450 million cases
globally. Put into perspective, that's roughly the same size as Coca Cola’s
total business in the Philippines, one of our top 15 markets. As of September
2008, Coca-Cola Zero is available in more than 100 countries.

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ENERGY DRINKS
For those with a high-intensity approach to
life, Coca Cola’s brands of Energy Drinks
contain ingredients such as ginseng extract,
guarana extract, caffeine and B vitamins.

JUICES/JUICE DRINKS
We bring innovation to the goodness of juice
in Coca Cola’s more than 20 juice and juice
drink brands, offering both adults and children
nutritious, refreshing and flavorful beverages.

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SOFT DRINKS
Coca Cola’s dozens of soft drink brands
provide flavor and refreshment in a variety of
choices. From the original Coca-Cola to most
recent introductions, soft drinks from The
Coca-Cola Company are both icons and
innovators in the beverage industry.

SPORTS DRINKS
Carbohydrates, fluids, and electrolytes team
together in Coca Cola’s Sports Drinks, providing
rapid hydration and terrific taste for fitness-
seekers at any level

TEA AND COFFEE

Bottled and canned teas and coffees provide
consumers' favorite drinks in convenient
take-anywhere packaging, satisfying both
traditional tea drinkers and today's growing
coffee culture.

WATER

Smooth and essential, our Waters and Water

Beverages offer hydration in its purest form.

OTHER DRINKS

So much more than soft drinks. Coca Cola’s

brands also include milk products, soup, and
more so you can choose a Coca Cola Company
product anytime, anywhere for nutrition,
refreshment or other needs.

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 PORTFOLIO ANALYSIS
A tool by which the management identifies and evaluates the various businesses that
makes up the company. Generally there are two approaches of doing the portfolio analysis &
Coca Cola’s portfolio analysis is done with both the methods & the results are as follows:

BCG (BOSTON CONSULTING GROUP) APPROACH

In the BCG approach, a company classifies all its Bus according to the growth share
matrix.

Coke is one of the main product lines of the Coca Cola Company. It is the one which
is giving maximum revenues to it by different products in this line. Here we have classified
some of its major products in the BCG matrix on the basis of their fame and liking of the
people.

STAR
Coke Classic is the basic product through which the Coca Cola Company got the
fame. It is one product, which gives the maximum revenue from all over the world. It is one
flavor, which has the maximum consumers all over the world. Coke has already worked a lot
on it by launching new flavors in it, but still it is a product they can turn as famous as coke
Classic.

CASH COWS
Fanta and Sprite are the products, which the Coca Cola Company can never think of
stop producing. It is the one which make the coke company a huge success; it was one
product which gives billions of dollars as revenue from world over. Whenever the company
thinks of launching its product in a country the first product they launch is coke classic as
they know that if don’t work here then nothing else can.

QUESTION MARK
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 Products that are still not a big hit as they haven’t consumed much time yet. Sprite
3G, Sprite Zero, Diet Coke and Kinley are the examples of these question marks as the
question marks as they have not taken much time yet to get a hold of market & not even the
large percentage of the people have tasted it. So it needs time to be fully tested by the
company & the company needs to think whether it should continue the production or should
divert to something new.

DOGS
A product that has not worked good or a product which has been a source of loss.
flavored Fanta is one product that was not a big hit. Even it’s not a long period which
flavored Fanta has consumed but still there are signs that it won’t be a success. So it’s better
for the company to get rid of it.

COMPETITORS OF COCA COLA

The competitors to the products of the company mainly lie in the non-alcoholic
beverage industry consisting of juices and soft drinks.
The key competitors in the industry are as follows:
➢ PepsiCo
➢ Nestle
➢ Cadbury Schweppes

PEPSI
Caleb Brandhum, a North Caroline Pharmacist, structure Pepsi Cola In2 the 1890’s as
cure of dyspepsia (indigestion). In 1902, Bradhum applied for a trade mark, issued ninety
seven share of stock and began selling Pepsi syrup in earnest. In his first year of business he
spends $1900 on advertising a huge sum that he sold only 8000 gallons of syrup. In 1905
Bradhum built Pepsi’s bottling plant. By 1907 he was selling 10,000 gallons a year, two years
later; he hired a New York advertising agency. After passing through many troubles for some
period now Pepsi is a market leader in international arence and is available in 187 Nations
throughout the world.

29
 COCA COLA V/S PEPSI PRODUCTS
Both the companies Coca Cola and Pepsi have a number of products. Many of these
products are innovations but there are also many products which are brought out just as a
competitive product for other companies. Some of these products that are brought in the
market by both the companies to compete against each other are as follows:
COCA COLA PEPSI

The main dark cola drink of the company Pepsi version of dark cola which is the major
which started the rivalry between these primary competitor to Coke.
Companies.

Full Throttle is an energy drink produced by AMP is and energy drink produced and
the Coca Cola Company. It deputed in late distributed by Pepsi CO. under the Mountain
2004 in North America. Dew soft drink brand.

30
Vault is a carbonated beverage that was
released by the Coca Cola Company in June
2005.
PowerAde is a sports drink by Coca Cola
Company and currently number two in the
sports drink market worldwide.
Sprite is a clear, lemon lime flavored, non
caffeinated soft drink, produced by Coca
Cola Company.It was introduced in the U.S
in 1961.
Minute Maid is a product line of beverages
usually associated with orange juice, but now
extends to soft drinks of many kinds. The
Minute Maid company is now owned by
Coca Cola and is world’ largest marketers of
31
Mountain Dew MDX is an energy drink
manufactured distributed by PepsiCo. Under
Mountain Dew brand in 2005.
Gatorade is a non carbonated sports drink
marketed by Quaker Oats Company, a
division of Pepsi Co. originally made for
athletes but now often consumed as a snack
beverage.
7 up is a brand of a lemon-lime flavored soft
drink.
Tropicana products are an American
company based in Bradenton, Florida, USA,
which is one of the world’s largest producers
and marketers of orange juice. It has been
owned by Pepsi Co. Inc. since 1998
fruit juices and drinks.

Nestea is brand of iced tea manufactured and
distributed by the Nestle company’s beverage
department in the U.S. and by Coca Cola in
several European countries, Brazil and
Venezuela.
Lipton Original iced tea is a ready to drink
iced tea brand sold by Lipton through a
worldwide partnership with Pepsi.

Barq’s is a brand of root beer notable for Mug root beer is a brand name of root beer
being the only major North American root made by the Pepsi Company.
bear to contain caffeine. It has been bottled
start of 20th century and is currently sold by
Coca Cola Company.

Diet Coke or Diet Coca Cola is a sugar-free Diet Pepsi is a low calorie carbonated cola. It
soft drink produced and distributed by Coca was introduced in 1964 as a variant of Pepsi
Cola Company, was introduced in U.S. in Cola with no sugar.
1982

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Kinley is a brand of still or carbonated water Aquafina is non carbonated bottled water
owned by The Coca Cola Company. produced by PepsiCo.

Aquarius is a mineral sports drink All Sport was a sports drink. It is produced
manufactured by Coca Cola Company. It was by Pepsi Co.
first introduced in 1983.

Fanta is a soft drink brand owned by The Mirinda is a brand of soft drink. Mirinda is
Coca Cola Company. It is produced and owned by Pepsi Co.
distributed by Coca Cola Company’s bottlers.

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Sprite Ice was the first flavor extension for Pepsi Blue is a soft drink made by Pepsi Co.
Coca Cola Company’s Sprite brand soft and launched in mid 2002.
drink.

Coca Cola Blak is a coffee flavored soft drink Pepsi Cappuccino is a cappuccino flavored
introduced by Coca Cola in 2006. carbonated soft drink produced by Pepsi Co.

Maaza is a Coca Cola fruit drink brand Slice is a line of fruit flavored soft drink
marketed in India and Bangladesh. manufactured by PepsiCo and introduced in
1984.

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Limca is a lemon and lime flavored
carbonated soft drink made in India by Coca Teem; a lemon lime flavored soft drink
Cola. produced by the Pepsi Cola Company.

NESTLE
Nestle does not give that tough a competition to Coca-Cola as it 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 considerable amount of competition to the
products of the Company. Iced tea is one of the closest substitutes to the Colas as it is a thirst
quencher and it is healthier when compared to fizz drinks. The flavoured milk products also
have become substitutes to the products of the company due to growing health awareness
among people.

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 CADBURY SCHWEPPES
Cadbury Schweppes are joined force of Cadbury found in 1824 of U.K. and
Schweppes of Ireland founded in 1783. Cadbury Schweppes is unified bussing which
manages the relations his with over 240 franchised bottling operation on Zambia and
Zimbabwe. Cadbury Schweppes has fottlery ands partnership operations in 14 countries
around the world.

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 OTHER COMPETITORS

➢ Mecca Cola

➢ Amrat Cola

➢ RC Cola

➢ Shandy Cola

➢ Qibla Cola

➢ Future Cola
➢ Unilever
➢ Kraft Foods, Inc.

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 COMPETITOR ANALYSIS

BUYERS/CUSTOMERS
Coca-Cola has three major and large customers in the market, food street 60,000
cerates /year, MacDonald’s 40,000 cerates/year and Pakistan Railways who buy 50,000
cerates /year.
However, these three customers being large and powerful are in an influential and bargaining
position they can demand discount or others facilities like (boards sign/freezers/coolers etc.)
and impose a threat to switch to their closest rival and competitor Pepsi.

SUBSTITUTES
Nestle products like juices, coffee, mineral water etc. and Shezan juices are
substitutes of Coke for health conscious people and other fresh juices.

RIVALS/COMPETITORS
DIRECT COMPETITORS
The direct competitor of Coca-Cola is Pepsi and that of CCBPL is PCI (Pepsi cola
international) there is always ongoing tuff competition between these two arch rivals with
Pepsi leading with 54% market share and Coke gradually growing and catching up 36%
market share in Pakistan. However on global level the situation is reverse.
Both companies often engage in price cut wars, prize scheme wars and sponsorship
wars to win over each other customers.

INDIRECT COMPETITORS
These include Nestle and Shezan juices who do not pose a threat to Coke as yet but
has the potential to do so as it is exploiting the natural aspect and health issues more and
more to make people conscious about physical fitness Coke has launched “Diet Coke” to
counter the physical fitness demands.
BUFFERING AND SMOOTHING
For beverages like Coke the buffering and smoothing policies doesn’t matter and they
don’t apply anymore because Coke remains in demand all the year round in festivals, parties,
events, meetings sports etc.

SUPPLIERS
Coca-Cola has authorized suppliers and which do not pose a threat to it. Any how
Coke does have a quality check procedures in its plants to ensure that they get the right kind
of ingredients from suppliers.
FOR EXAMPLE
If market has low quality carets of bottles by chance, they call their sales mangers to
lift up all the stock from the market then inquired from the quality inspector. They take strict

38
notice of that .and don not take materials from that company again if that default is due to the
ingredient contains by it.

NEW ENTRANTS
Coca-Cola is not afraid of competing .it doesn’t fear losing its share to Mecca-Cola or
other new entrants. The company management believes that new entrants provoke healthy
competition, which will provide Coke with a challenge to hold on to its loyal customers.
Besides it will take a lot of effort on the part of new entrants like Mecca- Cola, Pak-cola to
fully launch its product in Pakistan and capture or even motivate people to switch on to their
new product from Coke.

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 COMPETITIVE ADVANTAGES

BRAND NAME, SYMBOL, BOTTLE SHAPE.

Brand name, symbol and bottle shape are distinctive features of Coca-Cola which
give it an edge over its competitors. (Even without name people can easily identify Coke’s,
fanta’s, and sprite’s bottle from crowd.) They cannot be copied or imitated by others.

DIET COKE
Coca-Cola has successfully addressed to the needs of its health conscious overweight
customers with the launch of diet Coke. Its competitor has yet to come up with and counter
diet Coke properly.

SNATCHING AWAY CUSTOMERS

In the market Coke has been able to snatch large customers like Food Street, Pakistan
Railways, McDonald’s, as well as Sponsorship events (basant, Eid, concerts etc.) from Pepsi
mainly due to its superiority in the following areas.

Cost: It is very economical, justifies performance,

Quality: No quality compromise, get the best all over Pakistan at any cost.
Innovation: new ideas for billboards design, sponsorship, changing their slogans time
to time, according to the needs of the market.
Speed: On time delivery in all over the Pakistan.

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 CUSTOMER ANALYSIS
The Coca Cola Company exists to satisfy the consumers’ needs. The Coca Cola Company
has over 400 brands of drinks designed to satisfy a very wide range of consumers. They are able
to provide drinks for many different target markets including, people of all ages, sexes, races, etc.
Coca-Cola products are able to sell to a diverse worldwide population and its success is
unmatched.
In today’s society, people are looking to lead better, healthier lives, Coca Cola seeing this
trend has begun to produce, diet drinks that have the same great taste as their regular drinks while
still being low fat or low calorie drinks, such as diet coke, or coke zero.
Coca Cola products are purchased by all the different classes, but mainly by the middle
and high-class citizens, because they have more money to spend on luxury items. Coca Cola is a
very successful company; due to their success they are able to spend more money making their
factories work more efficiently. They can do this by updating the equipment used to produce
their drinks.
Although people today are becoming more conscious about their environment, and the
damage that has been done in prior years. Many people make their purchase decisions partially
based on a company’s ethics, or social responsibility. By contributing to stop pollution both
within and outside their factories, they will gain the trust and respect of the potential buyers, who
care about saving our environment. In gaining their trust and respect more people will be willing
to purchase their products, because the company stands for the same goals that their consumers
are trying to protect. The Coca Cola Company tries to be more environmentally aware.

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 SWOT ANALYSIS
SWOT Analysis is a strategic planning tool used to evaluate the Strengths,
Weaknesses, Opportunities, and Threats inside a company, project, or a business venture. It
involves identifying the internal and external factors that are favorable/ unfavorable for
business to succeed.

INDUSTRIAL SWOT ANALYSIS

STRENGTHS
The soft drinks market in Pakistan enjoyed dynamic growth over the review period in
both volume and current value terms. Carbonates dominate the market in both the on-trade
and off-trade with the lion’s share of sales. Carbonates have become part of the culture in
Pakistan and multinational companies have maintained their standards over the years to
provide consumers with high quality carbonated drinks. Off-trade sales of carbonates are
higher than those of the on-trade but both achieved strong growth over the review period.

WEAKNESSES
Liquid concentrates and power concentrates are both seasonal categories in the market
and their sales peak in the summer in Pakistan. Both Rooh Afza and Jam-e-Shirin are
traditional sandalwood drinks in Pakistan which are highly regarded by consumers. These
drinks can be found in every home in Pakistan, especially in rural areas throughout the
summer and are the mainstay of liquid concentrates.

OPPORTUNITIES
The Government of Pakistan has reduced excise taxes to encourage soft drinks
manufacturers and importers. The Government also reduced other applicable taxes to promise
more profit not only for soft drink manufacturers already in the market but also to attract
potential soft drinks manufacturers to invest in Pakistan. Tax reductions proved extremely
beneficial to the soft drinks market in Pakistan and certainly encouraged and attracted
multinational companies to invest in the country’s soft drinks industry. The government also
decided to tax the beverage industry on capacity of production rather than on actual
production and that brave move encouraged soft drinks manufacturers to maximize
production and reduce prices.

THREATS
Increasing health and hygiene awareness among Pakistanis has greatly increased sales
of fruit/vegetable juice products. Both the government and the media have started health
awareness campaigns to make Pakistanis realize that consumption of fruit/vegetable juice is
as essential as eating food. Fruit/vegetable juices are doing very well in both urban and rural
areas. On the other hand, health and hygiene awareness has also led to increased sales of
bottled water in Pakistan. Previously bottled water was targeted on at major cities where
consumers are more health-conscious and aware of the difference between bottled water and
tap water. Nowadays, health conscious rural inhabitants also drink bottled water due to health
concerns.

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 SWOT ANALYSIS OF COCA COLA

Strengths Weaknesses

Internal -Popularity
-well known
-Word of mouth
-lack of popularity of many Coca
-branding obvious and easily Cola’s brands
recognized -Most unknown and rarely seen
-A lot of finance -result of low profile or non-existent
-customer loyalty advertising
-International Trade -health issues

Threats Opportunities

External -changing health-consciousness

attitude
-many successful brands to pursue
-advertise its less popular products
-legal issues -buy out competition.
-Health ministers -More Brand recognition
-competition (Pepsi)

STRENGTHS
Coca Cola is an extremely recognizable company. Popularity is one of its superior
strengths that are virtually incomparable. Coca Cola is known very well worldwide. It's
branding is obvious and easily recognized. Things like, logos and promos shown on t-shirts,
hats, and collectible memorabilia. Without a doubt, no beverage company compares to Coca
Cola's social popularity status. Some people buy coke, not only because of its taste, but
because it is widely accepted and they feel like they are part of something so big and unifying.
At the other end of the spectrum, certain individuals choose not to drink coke, based solely on
rebelling from the world's idea that coke is something of such great power. Overwhelming is
the best word to describe Coca Cola's popularity. It is scary to think that its popularity has
been constantly growing over the years and the possibility that there is still room to grow. If
you speak the words “Coca Cola”, it would definitely be recognized all around the world.
Money is another thing that is strength of the company. Coca Cola deals with massive
amounts of money all year. Like all businesses, they have had their ups and downs financially,
but they have done well in this compartment and will continue to do well and improve. The
money they are earning is substantially better than most beverage companies, and with that

43
money, they put back into their own company so that they can improve. Another strength that
is very important to Coca Cola is customer loyalty. The 80/20 rule comes into effect in this
situation. Eighty percent of their profit comes from 20% of their loyal customers. Many
people/families are extremely loyal to Coca Cola. It would not be rare to constantly find
bottles and cases of a product such as coke in a house. It seems that some people would drink
coke religiously like some people would drink water and milk. This is an improbable feat.
Customers will continually purchase these products, and will probably do so for a very long
time. If two parents were avid Coca Cola drinkers, this will be passed down do their children
as they grow loyal to the company. With Coca Cola’s ability to sell their product all over the
world, customers will continue to buy what they know and what they like…Coca Cola
products.

WEAKNESSES
Coca Cola is a very successful company, with limited weaknesses. However they do
have a variety of weaknesses that need to be addressed if they want to rise to the next level.
Word of mouth is probably a strength and weakness of every company. While many people
have good things to say, there are many individuals who are against Coca Cola as a company,
and the products in which they produce. Word of mouth unfortunately is something that is
very hard to control. While people will have their opinions, you have to try to sway their
negative views. If bad comments and views are put out to people who have yet to try Coca
Cola products, then that could produce a lost customer which shows why word of mouth is a
weakness. Another aspect that could be viewed as a weakness is the lack of popularity of
many of Coca Cola’s drinks. Many drinks that they produce are extremely popular such as
Coke and Sprite but this company has approximately 400 different drink types. Most are
unknown and rarely seen for available purchase. These drinks do not probably taste bad, but
are rather a result of low profile or nonexistent advertising. This is a weakness that needs to be
looked at when analyzing their company. Another weakness that has been greatly publicized
is the health issues that surround some of their products. It is known that a popular product
like coke is not very beneficial to your body and your health. With today’s constant shift to
health products, some products could possibly loose customers. This new focus on weight and
health could be a problem for the product that is labelled detrimental to your health.

OPPORTUNITIES
Coca Cola has a few opportunities in its business. It has many successful brands that
it should continue to exploit and pursue. Coca Cola also has the opportunity to advertise its
less popular products. With a large income it has the available money to put some of these
other beverages on the market. This could be very beneficial to the company if they could
start selling these other products to the same extent that they do with their main products.
Another opportunity that we have seen being put to use before is the ability for Coca Cola to
buy out their competition. This opportunity rarely presents itself in the world of business.
However, with Coca Cola’s power and success, such a task is not impossible. Coca Cola has
bought out a countless number of drink brands. An easy way to turn their profit into your
profit is too buy out their company. Even though this may cost a vast amount of money
initially, in the long run, if all goes to plan, it results in a large profit. Also, the company will
no longer need to worry about this product being part of the competition. Brand recognition is
the significant factor affecting Cokes competitive position. Coca Cola is known well
throughout 90% of the world population today. Now Coca Cola wants to get there brand name
known even better and possibly get closer and closer to 100%. It is an opportunity that most
companies will ever dream of, and would be a supreme accomplishment. Coca Cola has an

44
opportunity to continue to widen the gap between them and their competitors.

THREATS
Despite the fact that Coca Cola dominates its market, it still has to deal with many
threats. Even though Coca Cola and Pepsi control nearly 40% of the entire beverage market,
the changing health-consciousness attitude of the market could have a serious effect on Coca
Cola. This definitely needs to be viewed as a dominant threat. In today’s world, people are
constantly trying to change their eating and drinking habits. This could directly affect the sale
of Coca Cola’s products. Another possible issue is the legal side of things. There are always
issues with a company of such supreme wealth and popularity. Somebody is always trying to
find fault with the best and take them down. Coca Cola has to be careful with lawsuits. Health
minister could also be looked at as a threat. Again, some people may try to exploit the
unhealthy side of Coca Cola’s products and could threaten the status and success of sales.
Other threats are of course the competition. Coca Cola’s main competition being Pepsi, sells a
very similar drink. Coca Cola needs to be careful that Pepsi does not grow to be a more
successful drink. Other product such as juices, coffee, and milk are threats. These other
beverage options could take precedent in some people’s minds over Coca Cola’s beverages
and this could threaten the potential success it presents again.

PRODUCT LIFE CYCLE OF COCA COLA

The Product Life Cycle (PLC) is used to map the lifespan of a product. There are
generally four stages in the life of the product. These four stages are the Introduction stage,
the Growth stage, the Maturity stage and the Decline stage. The following graph illustrates
the four stages of the PLC:

45
 There is no set time period for the PLC and the length of each stage may vary. One
product’s entire life cycle could be over in a few months. Another product could last for
years. Also, the Introduction stage may last much longer than the Growth stage and vice
versa.
INTRODUCTION STAGE OF COCA COLA.
In the Introduction stage, Coca Cola was launched and initially promoted. Efforts
were made for creating its awareness in the market, inducing trial of the product and securing
space in the outlet shelf. When their costs were high, sales volume were low, and there was
no existing demand for Coca Cola in this stage.

GROWTH STAGE OF COCA COLA

In the growth stage Coca Cola experienced rapid increase in sales volume and its
competition began to increase. People got more awareness about Coca Cola and the increase
in the competition leads it to decrease prices.
In this stage the marketing strategies used by Coca Cola were as follows:
➢ Product improvement
➢ New models were developed
➢ It entered new market segments
➢ It enlarged its distribution channels.

MATURITY STAGE OF COCA COLA

Coca Cola is in the Maturity stage from years now. The marginal costs of Coca Cola
are low in this stage, sales volume is at the peak and most of the market is covered. There is
increase in competitors which are entering in the market. Coca Cola’s brand differentiation
and features diversification is emphasized to maintain and increase market share.

DECLINE STAGE
This is the stage in which sales of the product begin to fall. Either everyone that wants
to, has bought the product or new, more innovative products have been created that replaces

46
that product. The only way to increase sales during this period is to cut the cost of the
product.

47
 GROWTH STRATEGY
Growth is the main objective of every organization. They look forward for expanding
& growing in different markets & making a variety in their product line. A company can
identify their growth through the product-market expansion grid. The approach is known as
ANSOFF.

Coca Cola Company can also identify its expansion through the ANSOFF approach.

MARKET PENETRATION
Market Penetration is the strategy, which every company has to opt when it reaches a
maximum height of growth. Coca Cola in Pakistan is doing market penetration through the
selling its products to the business buyer, who are huge multinational organizations like
McDonalds, Subway, Dunkin Donuts and many more. They are also keeping the local market
in focus. Fri Chiks, AFC, PFC are examples of the buyers in the local market. They are
selling the Coca Cola as the only beverage in their restaurants.

MARKET DEVELOPMENT
Market Development is exploring new markets for the products you are already
selling. Many flavors of Coca Cola are not being sold in Pakistan. Coca Cola can develop a
new market if they introduce those flavors in Pakistan. Many people in Pakistan want a
change in the beverage industry, as they are having the same flavors from many years.

A company takes a risk when it does Product Development, there is a chance that it
looses its customers or there will be a crowd of people demanding their product. Coca Cola
Company can do product development by introducing the new flavors in Pakistan which are
not sold anywhere in the world by the coke company. The company has to put large effort in
that, as it has to conduct all market research & feasibilities for it. But there is also an
opportunity for them as they know the market of Pakistan, that what the people here can
afford & what taste they want.

DIVERSIFICATION STRATEGY
Diversification strategy is one which every company really wants to practice. There
are lots of chances of growth but the risk factor is also there. The company can manufacture

48
products, which are not manufactured by it before. Coca Cola is only dealing in beverages
but it can also manufacture its own snacks item as the company name is known almost all
over the world. So it can cash the name by producing the items, which are eaten with the
beverages.

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 MARKET SEGMENTATION
Dividing a market into distinct groups with distinct needs, characteristics, or behavior
who might require separate products or marketing mixes.
In evaluating different market segments, a firm must look at three factors:

➢ Segment size
➢ Segment growth
➢ Segment structural attractiveness and company objectives and resources.

There is no single way to segment a market. The market has to try different
segmentation variables, alone and in combination, to find the best way to view the market
structure.

TARGET MARKETING:
This is the process of evaluating each market segment’s attractiveness and selecting
one or more segments to enter.
After evaluating different segments, the company must now decide which and how many
segments it will target, because buyers have unique needs and wants, a seller could
potentially view each buyer as a separate target market. Ideally, then, a seller might design a
separate marketing program for each buyer. There are three types of market segments.

➢ Undifferentiated marketing. (Mass Marketing)

➢ Differentiated marketing. (Segmented Marketing)
➢ Concentrated marketing. (Segmented Marketing, small segment)

SEGMENTATION STRATEGY COCA COLA

Coca cola serves its products using mass marketing technique, which obviously falls
in undifferentiated marketing, and undifferentiated marketing means no segmentation, but
there are minor factors on which we can say that the coke segments its products and then
targets the customers somehow. These factors are as follows.

GEOGRAPHIC SEGMENTATION
INTERNATIONALLY
Coke segments its products country wise and region wise, here the most important
thing is the taste and the quality, it varies according to the taste and the income level of the
people in that country, and i.e. Third world counties are given low quality taste.
Coca Cola Company tries to satisfy the needs of a whole line of different people.
They have drinks that target different, age groups, ethnic groups, sexes, lifestyles, etc.
There are some of the different brands:

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 Oasis
This is a juice made for the younger working adults, 20-30. It is available in berry, lemon and
orange tangerine. This drink is most popular in Britain and Ireland.
Minute Maid
Minute Maid targets kids and adults, ages 1-10 and 40+. This drink is conveniently packaged
to take with you on the go anywhere. The health check is part of the reason for the wide
target market, parents want their kids to be healthy and so knowing that this product is
accepted by such a well known respected company pleases the parents and gives them a sense
of relief.
Coca Cola
The Coca Cola drink is by far there most successful drink. It is very popular among many
different nations. It is a soft drink. Because of the huge demand for the coca cola drink, and
the trend towards healthier lifestyles coca and begun to produce spin-offs of the coca cola
product. They have made drinks such as coca cola zero, coca cola diet, coca cola C2, coca
cola with lime etc. By having all these different drinks with the same basic taste they are able
to target a much bigger market. Due to the large success of the drinks coca cola is in demand
worldwide. As such the Coca Cola brand is sold in most countries in the world.
Coca Coal Zero
This drink is specifically targeted at teens that don’t want the calories that come with coke
but want to same great taste. This Product is sweetened with aspartame.
Coca Cola Diet
The diet drinks are targeted at adults of ages 30-50, who are health conscious but still love the
great taste of coke. This drink is sugar less.
Coca Cola with lime
The drink is sold in both regular and diet. It is for a wide range a coke lovers who are
looking for an extra little punch.
Sprite
This is a soft drink that has many different target markets. This product has a different taste
then coke all together and is not as popular but it is still a very popular drink. Like coke it
also has a whole other line of drinks associated with it, such as diet sprite, sprite zero, sprite
with a hint of lime. This drink is also sold in many places worldwide.
Powerade
Powerade is a sports drink. It is designed with a great taste and is also thirst quenching. It is
made for athletes of all ages, sexes and sports, but they would target this drink at teens and
young adults, age’s 13- 27. This drink is sold in many places but mostly over North America.
Aquarius
Aquarius is a sports drink, enjoyed by people who have healthy lifestyles. It is made for
athletes of all ages, sexes and sports, but they would target this drink at teens and young
adults, age’s 13- 27. This produce is very well known in Europe. Particularly in France,
Norway, Spain. But it is still known all over. It became even more successful when it
became the official drink of the Olympic games in Barcelona in 1992.
Full Throttle
This is an energy drink. It is designed for athletes both male and female but particularly
males, of ages 14-25.
As we can see by looking at a select few of coca colas drinks they have a wide variety
of drinks to satisfy everyone’s needs.

CLIMATIC
Weather is the third major factor in effecting the Coke’s selling. In coke marketing,
main idea is to serve it cold, so we can say that, they focus more on hot areas of the world,

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i.e. middle east etc and there sale increase in summer. This is underdeveloped market so the
coke’s consumption in summers is 60% and in winters is 40%.. It is a source of refreshment
when a person is thirsty due to the hot weather.
LOCALLY
In Pakistan the coke segments more in urban and suburban areas as compare to rural.
35 % population resides in urban areas and 65% population lives in rural areas in Pakistan.
Coca Cola is focusing on urban areas as people there are more inclined towards such
beverage while people in rural areas are more inclined drinking lassi and desi drinks.

DEMOGRAPHIC SEGMENTATION
AGE
Internationally coke has segments the small children introducing tastes like vanilla,
lime and cherry, they focus children from 4-12. Coke specifically target more young people
than older.
Pakistan is considered to be a young country i.e. average age of Pakistani population
is less than 38 years. Thus targeting young generation can be a beneficial marketing strategy
for soft drink companies. In fact this is the case, all the major brands like Coca Cola, Pepsi
mainly target younger generation in Pakistan.
GENDER
Coca Cola targets both genders with its wide variety of drinks. This market is
relatively large and is open to both genders, thereby allowing greater product diversification.

FAMILY TYPE
Coca Cola introduces its economy pack, and that’s how they focus family and groups.

INCOME
Coca Cola segments different income levels by packaging. Like for small income
people it has small returnable glass bottle, for middle people it has non returnable bottle and
for higher income people it has coke tin.

PSYCHOGRAPHICS SEGMENTATION
All psychographics variables the social class, lifestyle, occupation, level of education
and personality, Coca Cola segments everyone, but again it is their packaging which is
different for different consumers.

SOCIAL CLASS
Coca Cola is a well known brand. People who are brand conscious will not drink
beverages of less known brands and quality such as Amrat cola. They will try to show their
status by drinking Coca Cola which is known to all as a quality drink.

LEVEL OF EDUCATION

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 A company has to make promotional strategies keeping in view the customer level. If
the percentage of education is high in a country then through advertisements people can be
made well aware of their product and can convey their message easily. Promotion and
education has a direct relationship.

BEHAVIORAL SEGMENTATION
It is how people perceive a specific product, in short psychological analysis of a
product. Coca Cola all over the world is recognized as a quality drink and therefore people
drink it without any hesitation whenever they are thirsty or otherwise. So marketers of Coca
Cola have made it a drink for all people and for diabetic people they introduced diet Coke.

OCCASIONS
A very special occasion for the people of Pakistan Ramzan, people emphasis on
enjoying Coca-Cola at “Iftar” and then on Eid with friends & family with super price off
promotion.

BENEFITS SOUGHT
Sometimes, for the promotion strategy of coke, Coca Cola Company introduce prizes
in the top cover. So they segment people by benefit sought, i.e. by giving them prizes.

MARKETING MIX OF COCA COLA

Marketing decisions generally fall into the following controllable categories:
➢ Product
➢ Price
➢ position
➢ Place (distribution)
➢ Promotion

PRODUCT STRATEGY OF COCA COLA

Product: Anything that can be offered to a market for attention, acquisition, use or
consumption that might satisfy a want or need.

LEVELS OF COKE AS A PRODUCT

CORE PRODUCT
Core benefit is that it fulfills the thirst.

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 ACTUAL PRODUCT
Design: Pet bottles, returnable glass bottles, economy packs.
Quality: Quality differs with respect to country for example. Coca-Cola Can quality
that is available in Middle East is certainly different as compared to Coke Can available in
Pakistan.

PRODUCT CLASSIFICATIONS
Coke is categorized as a convenience product, because the purchasing rate is very
high and this is the product that is bought very frequently.

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 INDIVIDUAL PRODUCT DECISIONS

Brand
Existing New

Existin Line extension Brand

extension
g
Product
New Multi- New brands
Branding

BRANDING
BRAND EQUITY
As far as coke is concerned brand equity for the customers is very high. People are
highly brand loyal.

BRAND STRATEGY
The following is the brand strategy of Coke

➢ LINE EXTENSION
Line extension occurs when a company introduces additional items in a given product
category under the same brand name. For example if Coke introduces new flavors and
package size, it will be considered as line extension.

➢ BRAND EXTENSION
Brand extension means using a successful brand name lets say Coca-Cola and then
launching new product for example cherry coke. This was an example of brand extension.

➢ MULTI-BRANDING
It means introducing additional brands in the same category. For example Coca-Cola not
only introduced coke as a brand but also sprite and Fanta.

➢ DIVERSIFICATION
It means introducing new product with the new brand name. It means diversification but
this is something Coca-Cola has not adopted for as yet.

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 PRODUCT LINE DECISIONS
PRODUCT LINE LENGTH
It means the number of products that company is offering. For example Coke, Diet
Coke, Fanta, Sprite etc.

PRODUCT LINE FILLING

Product line filling means that earlier when Coca-Cola started it had only one flavor
of coke available and that is classic coke but with the passage of time company filled the
product line by adding diet coke, diet lemon etc.

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 PRICING STRATEGY OF COCA COLA
The amount of money charged for a product or service, or sum of the values that
consumers exchange for the benefits of having or using the product or services. As price
gives us the profit so this P is very important for business price of product should be that
which gives maximum benefit to the company and which gives maximum satisfaction to the
customer.
Following factors Coca Cola kept in mind while determining the pricing strategy.
➢ Price should be set according to the product demand of public.
➢ Price should be that which gives the company maximum revenue.
➢ Price should not be too low or too high than the price competitor is charging from
their customers otherwise nobody will buy your product.
➢ Price must be keeping the view of your target market.
The price of Coca Cola, despite being market leader is the same as that of its
competitor Pepsi Cola. Sometimes, Pepsi places its customers into some psychological
pricing strategies by reducing a high priced bottle and consumers think that they save a lot of
money from this.
PRICES OF DIFFERENT BOTTLES
Size of Coca Cola Price of Coca Cola (RS.)
Regular bottle 12
Non returnable or disposable bottle 25
1.5 liter bottle 60
2.25 liter bottle 70
Coca Cola can 30
　
　

PRICING STRATEGIES

COMPETITION BASED PRICING APPROACH

Coca Cola has intense competition with Pepsi so its pricing can’t exceed too much nor
decrease too much as compared to the price of Pepsi Cola. If price of the Coca Cola exceed
too much from the Pepsi then people will shift to the Pepsi Cola and on the other hand if the
price of Coca Cola decreases people might get the impression that its quality is also low.
PROMOTIONAL PRICING POLICY
Coca Cola has offered promotional prices very frequently. Especially on some
occasion Coca Cola reduces its rates like in Ramzan Coca Cola reduces its rate unto 5 Rupees
on 1.5 liter bottle.
MARKET PENETRATION PRICING POLICY
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 Prices in beverage industry are determined by the consumer. In an economy like that
of Pakistan, consumers tend to switch towards a low priced product. Coca Cola’s objective is
to target every consumer of the country so Coca Cola has to set its prices at such a level
which no one can offer to its consumers. That is why Coca Cola charges the same prices as
are being charged by its competitors. Otherwise, consumers may go for Pepsi Cola in case of
availability of Coca Cola at relatively high price.

DISCOUNTS
Coca Cola offers various discounts to those retailers who have the maximum sales of
Coca Cola products on daily, monthly and on seasonal basis. Some of the main discounts
given to the retailers are as follows:

QUALITY DISCOUNT
Following are discounts offered by Coca Cola.
➢ 1/10 DISCOUNT
I.e. one case of Coca Cola is free on buying 10 cases of Coca Cola at one time.
➢ 2/20 DISCOUNT
I.e. two cases of Coca Cola are free on buying 20 cases of Coca Cola at one time.

SEASONAL DISCOUNT
Following are discounts offered by Coca Cola.
Coca Cola also offers seasonal discounts schemes by reducing price in Ramadan and
on Eid. Coca Cola also offers trade in allowance for retailers.
➢ 3 B – F DISCOUNT
I.e. sometimes, especially in the off-season duration, in order to increase the sale of Fanta
and Sprite, 3-BF discount is given (i.e.) 3 bottles free on purchasing every case of Fanta and
Sprite.

INCENTIVES
Mainly two types of incentives are given by the Coca Cola:
INCENTIVE TO RETAILERS
Coca Cola provide various incentives to retailers on the best sales and achieving the
predetermined sales targets. These incentives are in the shape of:
➢ Deep Freezers
➢ Return Tickets
➢ Free Transportation Services.

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 INCENTIVE TO DEALERS
The first, second and third best dealers of the year are awarded.

CREDIT
There is no credit system in the beverage industry. Every single bottle is sold on the
cash basis.

SPECIAL OFFERS
Coca Cola gives special offers to consumers on special occasions like Ramadan and
Eid days instead of decreasing the price of the products, some special packs like Pakkora
Mix, Chat Massala, or Free Drinks with Liter Bottles are offered.

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 POSITIONING STRATEGY
The way the product is defined by consumers on important attributes, the place the
product occupies in consumer minds relative to competing products.

Price
More Same Less

Benefits More

Same

Less

Here if we talk about more price and more benefits, we can discuss Coca Cola and
Pepsi. As both are the market leaders and 90% market share of Pakistan beverage industry is
secure by them & the rest 10% is secure by the rest.
And we can also take Coca Cola and Pepsi as challenger for each other as both of
them provides more for same, more for less & same for less. As they are giving their
customers more benefits for same price and also more benefits for less price with respect to
different packaging sizes.
Others colas like Mecca Cola, Amrat Cola and Mountain Dew are offering same for
same price and same benefits for more price. They are using followers strategy, as they
follow the other market leaders and giving their customers same benefits for same price.
Others colas like tha bottles (local colas) are offering less benefits for same price and less
benefits for less price. As they have no existence in market and their products have no
position or we can say very badly positioned in consumer minds.

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 LOGO OF COCA COLA
Logo is what establishes a brand name in the consumer mind. It is the brands identify,
signature, image and more often it is a logo that makes of breaks a product logo plays a very
effective role to improve the product or brand. Coca Colas kept on changing its logo from
time to time along with the trade marks.

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PACKAGING & LABELING OF
COCACOLA
Packaging means the activities of designing and producing the container or wrapper
for a product.
Traditionally packaging decisions where based primarily on cost and production
factors, the primary function of the package was to contain and protect the product the
product. In recent time, however humorous factors have made packaging an important
marketing tool. These factors include all acting attention describing the product making the
sales.

Packaging involves designing and producing the container or wrapper for product.
The package may include the product’s primary container a secondary package that is thrown
away when the product is about to be used and shipping package necessary to store ,
information appearing the product labeling printed information appearing on or with the
packaging is also part of packaging. Label ways rouge from toys attached from product to the
complex graphic that identify the product or brand, such as the product the label weight also
described several things about the product that made its contents how it is to be used.

Coca-Cola products, almost all of them are available in bottles of 250 ml, 500 ml pet
jar, 1000ml, 1500 ml and 2000 ml bottles as well as 330 ml cans.

The advantages of packaging are as follows

➢ In strip packaging there is aluminum foil on both the sides. Strip packing is
done for providing stability to those products which are having less
productivity.
➢ In facilitating branding and advertising of products.
➢ In serving as a silent salesman. It induces the buyers to make re order.
➢ It has got display value.
➢ It helps the seller to increase his sales and obtained higher prices than he could
get from unpacked good.
➢ Printed literature containing “Instruction to use the product” can be easily
passed on to the consumers by putting in the package.
➢ Packaging given the product a prestige an individually and identity which the
goods sold in loose form do.

LABELING OF COCA COLA

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 Labels may range from simple tags attached to products to complex graphics that are part
of the package.
Labeling is mainly done in order to promote the product through attractive graphic. In the
“Coca-Cola” company, the labels are provided with bottles.

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 PROMOTION STRATEGIES OF COCA
COLA

GETTING SHELVES
They get or purchase shelves in big departmental stores and display their products in
those shelves in that style which show their product clearer and more attractive for the
consumers.

EYE CATCHING POSITION

Salesman of the Coca Cola Company positions their freezers and their products in
eye-catching positions. Normally they keep their freezers near the entrance of the stores.

SALE PROMOTION
Company also do sponsorships with different college and school’s cafes and sponsors
their sports events and other extra curriculum activities for getting market share.

UTC SCHEME
UTC mean under the crown scheme, coca cola often do this type of scheme and they
offer very handy prizes in it. Like once they offer bicycles, caps, TV sets, cash prizes etc.
This scheme is very much popular among children.

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 DISTRIBUTION CHANNELS

Coca Cola Company makes two types of selling

➢ Direct selling
➢ Indirect selling

DIRECT SELLING
In direct selling they supply their products in shops by using their own transports.
They have almost 450 vehicles to supply their bottles. In this type of selling company have
more profit margin.

INDIRECT SELLING
They have their whole sellers and agencies to cover all area. Because it is very
difficult for them to cover all area of Pakistan by their own so they have so many whole
sellers and agencies to assure their customers for availability of Coca Cola products.

FACILITATING THE PRODUCT BY

INFRASTRUCTURE
For providing their product in good manner company has provided infrastructure these
includes:

➢ Vizi cooler
➢ Freezers
➢ Display racks
➢ Free empty bottles and shells for bottles

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 ADVERTISEMENT OF COCA COLA
The field of advertisement is one area where Coca-Cola has always emphasized.
In year 2000 Coca-Cola unveiled the biggest advertising billboards in the history of
Pakistan. Each unveiling was marked by entertainment and light shows watched by thousands
of people. Similarly in July 2000 Coca-Cola launched its first under the crown promotion by
the name of Dream Vacations in which the consumers could collect caps of promotional
bottles of Coca-Cola like Sprite, Fanta and Coke.

ADVERTISEMENT OBJECTIVE
Type of advertising with respect to product life cycle that Coca-Cola adopts is
reminder type. The reason behind this fact is that coke is such a product that is at the maturity
level currently so for such a product companies mostly go for reminder type of advertisement
so that they can penetrate more and more and same is the case with Coke.

SETTING OF ADVERTISING BUDGET

Coca-Cola sets its advertisement budget on the basis of competitor based budgeting.
Major competitor of Coca Cola is Pepsi and as Coke realizes that Pepsi has increased its
advertising budget, straight away Coca-Cola management plans to do the same so that they
can compete in advertising department as well.

ADVERTISING STRATEGY
Before creating advertising message the Coca-Cola Company gives lots of time to the
factor that the message must gain customer attention. This is basically called “Clutter Buster”
means that only that advertisement will leave impact on customer mind that has some
specialty or uniqueness in it. For example in India Coke current slogan “Thanda Matlab
Coca-Cola” has gained reasonable customer attention.

ADVERTISEMENT MEDIA
Coca-Cola Company advertises its products mainly coke through electronic media
that includes Television, Radio and Internet as well. Moreover leading newspapers of
Pakistan are also the targeted by coke for advertising. So we can say that coke not only uses
electronic but print media for advertisement as well.
Coca Cola Company use different mediums
➢ Print media
➢ Pos material
➢ TV commercial
➢ Billboards and holdings

PRINT MEDIA
They often use print media for advertisement. They have a separate department for
print media.

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 POS MATERIAL
POS material mean point of sale material this includes: posters and stickers that are
displayed in the stores and in different areas.

TV COMMERCIALS
As everybody know that TV is a most common entertaining medium so TV
commercials are one of the most attractive way of doing advertisement. So Coca Cola
Company does regular TV commercials on different channels.

BILLBOARDS AND HOLDINGS

Coca Cola is very much conscious about their billboards and holdings. They have so
many sites in different locations for their billboards.

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EXPECTATIONS FOR THE COMING YEAR
Everything starts from the attitude of consumer’s behavior. And the basic key to
attract the consumers is to throw the “money away”.
And positive feeling felling with the brand, which they used to have Coke wants to
advertise their products heavily in the coming year. And it will take the 10% of their profits.
And when we take it as a global level it is $ I billion.
Coming year is the challenging year for the industry of Coke. They have to take lots
of decisions that how to increase the production and where they have to spend money.
For gaining success in coming year they have to have some important things like:

➢ Loyal consumers are important for company’s success.

➢ Workers should be the brand centric not the promotion centric.
➢ They should know how much to for the brand activities.
➢ They should also know that how much to do with the promotion activities for brand.

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 HOW COKE DETERMINE THE YEARLY
BUDGET
Coke determines its yearly budget by the

➢ Sales volume
➢ Profitability
➢ Target volume

SALES VOLUME
Coke determines its yearly budget through the sales volume. They first concentrate on
the thing is “what is the condition of their sales?” if the condition is good of their sales then
they definitely increase their production and sales volume. Otherwise they concentrate on
their old strategies.

PROFITABILITY
The second thing through which they determines budget is the “profit” .if they r
getting profits with the high margin, then they definitely want to increase their profits in the
next coming year. Every organization runs on the basis of getting high profits. No
organization wants to face Loss in their business. To get profit is the first priority of the
Coke.

TARGET VOLUME
To run the business every industry has some targets, which they want to achieve in a
specific time period. If industry achieves those goals in that period then for the coming year it
increases the volume of the target.
So Coke Follow the same thing it has also some goals and targets to achieve in the
given time period. When they succeed to achieve that target then they increase their target
volume in the next year.

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 SALES PROMOTION ACTIVITIES
COCA-COLA CRICKET
Cricket the most sought after; watched & played game in Pakistan .the game of cricket
has been owned by various brands in the industry for the promotion of their products over a
period of time. It has ranged from tobacco to lubricants to communication companies to
banks to airlines & lately to the beverage industry. The competition has become tougher &
tougher as the time has progressed.
Coca-Cola signed a sponsorship agreement with eight of Pakistan’s National cricket
players. Coca-Cola realizing the fact that cricket is a very strong element by which it can
reach it consumers & masses invested in the opportunity and launched a massive campaign
on mass media showing all these cricket stars endorsing & complimenting Coca-Cola brand.
The Coca-Cola Company developed three TV commercials & four testimonial ads with the
player & ran them on the national net work during various cricket matches. These bold steps
taken by the Coca-Cola marketing unit acclaimed them many acknowledgements across the
board. This campaign helped Coca-Cola to establish its association with the game & the
player.

COCA-COLA CONCERTS
Abrar-ul-haq’s distinct style, lyrics & songs have made him an instant hit among the
masses in Pakistan. His enormous popularity in the country & abroad is supported by Coca-
Cola’s commitment towards providing healthy & fun-filled entertainment for the youth of
Pakistan. Coca-Cola brought Abrar to his fans through holding concerts & featuring Abrar in
a much-appreciated TVC & MMT featured throughout the country.
The TVC campaign focused on the hectic lifestyle of a pop star who found respite &
relief through Coca-Cola in short moments that he had to himself during a concert. Coca-
Cola’s brand positioning of providing deep down refreshment for the body, soul & mind were
captured accurately in the TVC & depicted aptly how the drink completes the moment for
Abrar.

COCA-COLA FOOD MELA

With a splash of food, fun & prizes to be won, the Coca-Cola food mela treated the
people of Karachi, to a festive food festival comprising of 50 restaurants, spread out all over
the bustling city’s map. The promotion saw the avid families & friends enjoying the
delicacies at the restaurants; all resiliently upholding the Coca-Cola identity.
COCA-COLA BASANT FESTIVAL
In February the month of basant the parks & horticulture authority in Lahore
nominated Coca-Cola the official sponsor of the basant festival .Coca-Cola added to the
carnival atmosphere by making the festival free to enter & decorating all main roads in
Lahore with illuminated kites. Coca-Cola also hosted a concert of pop idol Abrar-ul-haq, had
children’s parade & held the Coca-Cola kite flying championship during the basant festival.
Now “where there is basant there is Coca-Cola”, it has been impossible to envisage basant
without Coca-Cola. Coca-Cola give the more refreshing flavor to the colors of basant by
adding more life to the festival, giving the consumer a unique experience which they had
never tasted before.

COCA-COLA GO-RED
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 Quenching the thirst of motorist, pedestrians & passerby’s during Lahore’s hottest
summer season, Coca-Cola’s “GO-RED” teams went out into the cities main quadrants to
“serve & refresh” on the spot with ice-cold Coca-Colas at discounted prices backed by a
heavy FM announcement campaign the “GO-RED” stall, served well to promote the Coca-
Cola industry.

COCA-COLA PARTY IN A PARK

In June 2000, Coca-Cola created an experiential musical evening in Lahore, where
Junoon performed. This program was recorded and one-hour program shown in the national
TV for free.10 million households saw Coca-Cola ‘Party in a Park’ while 10 thousand people
attended the event.

COCA-COLA SHOPPING FESTIVAL

Coca-Cola hosted “The Coca-Cola Shopping Festival” Lahore’s first shopping
festival, a resounding success with tempting discounts, live music, great prizes & fire works.
Liberty marketing Gulberg was a hive of activity during the weeklong shopping
extravaganza. The in augural event proved so popular that it is now set to become an annual
fixture.

COCA-COLA PET PROMOTION

In 1996, Coca-Cola launched 1.5 liter Pet contour bottle for the first time in
Pakistan. Targeting house wives & family home, Coca-Cola’s 1.5 liter Pet bottle, took the
limelight & gained momentum with a campaign promoting the unique packaging and its
numerous consumer benefits .A treat for the family, Coca-Cola’s PET was offered through a
“price-off” promotion that said...Go out & get some
COCA-COLA RAMZAN CAMPAIGN
A very special occasion for the people of Pakistan Ramzan saw another very
special Coca-Cola’s promotion, marketing the popular 1.5 liter PET bottle & the 1 liter bottle
with a super price-off promotion. The emphasis on enjoying Coca-Cola at “Iftar” with friends
& family.

COCA-COLA WONDER OF THE WORLD

PROMOTION
In July 2000, Coca-Cola set the stage of the grand UTC promotion. Coca-Cola went
ahead with the idea of giving consumer chances to win fabulous, magical “dream vacation”
to numerous “wonder destination” throughout the world on every purchase of a 250 ml RGB
bottle of Coca-Cola, Sprite, & Fanta.The promotion gave consumers a chance to win free
drink, a trip to PARIS, HOLLYWOOD, NEWYORK, SINGAPORE & CAIRO along with
airfare & four nights free stay in these dream lands. The promotion saw avid consumer
collecting Coca-Cola ‘Crown caps’ & sparked a keen response from the public , rendering an
outstanding testimonial campaign in the second phase, highlighting the winners over
whelmed in the magical delight of their favorite beverage Coca-Cola.

COCA-COLA & NOKIA

In August 2001, the new under-the-crown promotion “Nikla Kiya?”(What have u
won) was launched in collaboration with Chimera Nokia. The promotion gave consumer a
chance to win thousand’s of Coca-Cola branded Nokia 3310 cellular phones on every

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purchase of 750ml RGB bottle of Coca-Cola ,Sprite, & Fanta. The other highlight of
promotion was the “Caught Red Handed” campaign. Branded Coca-Cola with ‘caught red
handed’ team in them went to Lahore & Karachi for three days, with target that anyone being
caught drinking Coca-Cola will be awarded a nokia 3310 mobile phone & if someone is
caught talking on a Nokia mobile will win free supply of Coca-Cola. Caught red handed
become a huge success among the masses as it was one to one interaction between the Coca-
Cola brand & the consumers. This activity helped build confidence and brand loyalty among
core consumers.

COCA COLA TV MAZZA

The Coca Cola new campaign is Coca Cola TV mazza, it is a utc scheme in which people are
getting television sets of different sizes. These days this scheme is very popular among the
people.

COCA-COLA & MC DONALD’S

Coca-Cola & key account of MC Donald’s launched the “we go together” joint promotion to
reinstate amongst consumers a real sense of the affinity that, both shares globally. The
promotion kicked off with pos material (Danglers, Bunting etc) displayed at all MC Donald’s
restaurants along with a special offer for coke & fries.

FANTA & SPRITE LAUNCHED

In November 2000moving on to the Sprite & Fanta brands, the consumers in
Pakistan witnessed a soft launch in essence. The Coca-Cola Company declared the new
“Non-Returnable” bottles of Sprite & Fanta as the “New, On the Go Packs” flaunting the
innovative packaging convenience. Fanta & Sprite are sure to enjoy considerable success in
Pakistan.

DIET COKE
After the acquisition of the individual local franchise bottling facilities in 1996, the
company has successfully launched its first new product, diet coke, for the first time in
almost 3 years. The was linked with three fashion shows as Diet Coke is related to fashion &
fitness, but the major hit was thematic fashion shows in restaurants, which are the key
accounts of the company as this has been never done before in Pakistan.

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 CONCLUSION
We have concluded from this detailed report that despite the fact Coca Cola currently
occupies the market leadership position overall but it does not guarantee that the company
will sustain its position in the future as well. In Pakistan as compared to Pepsi, Coca-Cola has
less number of consumers as Pepsi’s market share in Pakistan is approximately 54% where as
Coke market share is hovering about 36%, hence the conclusion is that Coca-Cola must
enhance factors such as relationship marketing, innovation and technology especially in
Pakistan to attain market leader position in this region as well.

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 RECOMMENDATIONS
After completing our project we have come up with following recommendations for
the Coca Cola Company, which are following.
➢ Currently in Pakistan there are only two flavor of Coke available, company can
extend their portfolio by introducing new flavors.
➢ According to the survey, conducted by the international firm Pakistani people like less
sweet cola drink. So for this Coca-Cola Company should think about bringing a new
product for example new diet flavors, in the market to fulfill the local need.
➢ Marketing team should try to increase the availability of Coke in rural areas.
➢ Coca Cola Company should think about producing Coke Can locally as well because
currently coke Cans are only smuggled from abroad and sold at high price. Company
can capitalize on this factor.

BIBLIOGRAPHY
www.cocacola.com
www.thecocacolacompany.com
www.wikipedia.com
www.google.com
Principles of Marketing by Philip Kotler
Strategic Marketing by David W. Cravens
Local Newspapers
International Herald Tribune Newspaper
The Nikkei Weekly magazine, Japan (Winter, 2009)
Jamal Hassan

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