1.

INTRODUCTION OF INDUSTRY Glimpses on the Birth of Coca-Cola

John Smyth first introduced the refreshing taste of Coca Cola in Atlanta. It was May of 1886 when the pharmacist caramel syrup in a three legged brass kettle in his backyard. He first distributed the new product carrying Coca-Cola in a jug down the street to Jacobs Pharmacy. For five cents, consumers could enjoy a glass of Coca-Cola at the Soda Fountain. Whether by design or accident carbonated water was teamed with the new syrup producing a drink that was proclaimed Delicious And Refreshing.

Dr. Pemberton partner and bookkeeper frank M Robinson, suggested the name and panned Coca cola in the unique flowing script that is famous worldwide today. Mr. Robinson thought the two C,S would look well in advertising.

By 1886, sales of Coca-Cola averaged nine drinks per day. That first year, Dr Pemberton sold 25 Gallons of syrup, shipped in bright red wooden kegs. Red has been a distinctive color associated with the No-1 soft drink brand ever since. For his effort, Dr Pemberton grossed $5o and spent $73.96 on advertising.

In 1891, Atlanta entrepreneur, Asa G. Candler had acquired complete ownership of the Coca-Cola business. With in four years, his merchandising flair helped expand consumption of Coca-Cola every state and territory. In 1919 Coca Cola Company was sold to group of inventors for $25 million. Robert W.Woodruff became president of the Coca Cola in 1923, and his more then six decades of leadership took the business to unrivalled heights of commercial success making Coca Cola an institution the world over.

Soft Drink Market In Present Scenario

The soft drink market all over the world has been witnessing a throat cut battle between two major players: coca cola &Pepsi, since very beginning. The thirst quenchers are trying hard to have the major piece of the apple of overall carbonated soft drink market. Both the players are spending energies in building capacity, infrastructure, promotional activities etc

Coca cola, being 11 years older than Pepsi, has been dominating the scene in most of the soft drink market of world and enjoying the leader ship in terms of the share. But the coca cola people are finding it hard to deep away Pepsi, which has been narrowing the gaps regularly. The two are posing threats for each other in every nook and corner of the world. While coca cola has been earning most of the part of its red and butter through beverages sales but Pepsi has a multi product port folio with a handsome portion from the same business.The warriors are face to face once again here in India with different strategies and tactics to attack the rival. Coca cola is focusing upon the joint ventures with the exiting bottlers to enhance its control on manufacturing in marketing of its products range and attain the equality standards of its class. Countering it Pepsi has taken the battle in its own hands by floating as investment of $95 billon to set Pepsi Co. India holdings as a subsidiary for company owned bottling operations (COBOL). Both the companies are following different path for reach the same destiny i.e. to fetch the bigger portion of the aerated soft dink market in India.

Both the competitors have a distinct vision and properties about the Indian soft drink market. though having so much difference and distances with each other ,they both consider India a huge potential market ,as per capita consumption here is a mere three serving annually against the world average 2

of 80.therefore ,they are putting in their best effort to woe the India consumer who has to work for 1.5 hour to buy a bottle soft drink in comparison to the international norms of 5 minutes, a major hurdle to cross over for both the athletes or getting no.1 position.

Coca cola is well with its 53 bottling sites throughout the country giving it an edge over competition by processing a well built and distribution set up. On the other hand , Pepsi, with 2 more years in India , has been able to set an image of winner this time in India and get the pulse of India soft drink The soft drink giants are Leaving on stone unturned and her for the Long terms. Coca cola has been penetrating the market through its wide

product range with a determination to change consumption pattern of soft drink in India. Firstly, they upgraded the whole industry by introducing 300 ml bottles, which in turn had given the industry a booming growth of 20% as compared to the earlier 5%. They want to develop a Coca culture and are working on a strategy to offer soft drink in every possible package. In Coca cola cap, the idea of competition has not come from Pepsi, but from the other beverages such as Tea, Coffee, Nimbu Pani, and Water etc.

Pepsi is quite aggressive in its approach to Indian consumer. They are desperately working on the strategy to be winners in the hot cola war between two big banners. According to Pepsi philosophy, its the madness encourages executive to think, to conjure up those creative tactics to knock the fizz out there competition. Pepsi had plumbed a large on the visibility of its blue red and white logo. They have been going with aggressive marketing by putting Sachin Tendulker, Akshay Kumar, and now Shahrukh Khan in their advertisement to endorse their brand, the role models for its targeted consumer the teenagers. They have increased the fizz in the market place by

introducing the dispensers called Fountain Pepsi and has been enjoying a lead over its rival there.

Coca Cola on the other hand, has been working on the saying slow and steady wins the race, side by side retailing to every more of its competitor. They have produced the shield of Thums Up with a handsome Markey share in Indian soft drink market. Countering Pepsis international commercial that used two chimpanzees to cock a snoop at coke. Thums Up has been positioned now very near to that young image of Pepsi and giving it a tuff time.These cool merchants have put every thing on fire .if coke get the status of the official drink of wills world cup, Pepsi blushed as nothing official about it. as Thums up projected as sare jaha se accha, Pepsi was passionate enough with freedom to be and now the yeh dil mange more. When Thums up came with thunder blast

Factors Influencing The Soft Drink Industry

A soft drink is a mixture of concentrate sugar syrup and treated water .the factor that affect the soft drink market and the soft drink industry has resulted in the great competition are

(a) Impulse:
Soft drink business not governed by brand loyalty.So that emphasis is not only on creating the market but also on retaining it.

(b) Availability Factor:

The availability of right brand in the right place, at the right time is main aim for winning consumers in soft drink business.

(c) Seasonal Business:

The main consumption of soft drink is in summers and hence most of the profits are to be made in this season itself.

Soft Drink Market in India

Today India is one of the most potential markets, with population of around 100 crore on people; the Indian soft drink market was only of 200 cases per year. This was very low even compared to Pakistan and Philippines. Population and potential market are two major reasons for major multinational companies of entering India. They feel that a huge population coupled with low consumption can only lead to an increase in the soft drink market. Another increase in the sale of soft drinks in the scorching heat and the climate of India, which is suitable for a high sale of the cold drink. All these factors together have contributed to a 30-percent growth in the soft drink industry.

If the demand continues growing at the same rate, with in to years to volume could touch 1 billion cases. All these factors are the reasons for the entry to giant of the soft drink market of the world to enter the Indian market. These two giants Pepsi &Coca Cola them selves share 96% of the soft drink market share. Rest is shared by Cadburys Schweppes, campa cola & Parle people (Thums up & Limca)Soft drink consist of a flavor base, sweetener and carbonated water in general terms non-alcoholic drinks are considered as soft drink this name soft drink was given by Americans are against hard which is mainly alcoholic.

The major participant involves in the production and distribution of soft drink of concentrate and syrup producers, bottlers and retail channel. Concentrate producers manufacture basic soft drink flavor and sell them to bottlers. 5

Bottlers purchased concentrate, at carbonated water and some time sweetener, and deliver it to the customer accounts.

Retail channel refers to business location that sells or serves the products directly to the consumers. Soft drink is not a product, which a person plans to buy before hand, but it is an impulse purchased. Lots of sale depends upon the strength of merchandising done at the point of sale.

It all begin in 1977, a change in government at the center led the exit of Coca Cola which preferred to quit rather diluting its equity to 40% in compliance with the foreign exchange management act (FEMA). The first national cola drink to pop up was double seven. In the mean time, pure drinks, Delhi on cokes exit, switched over to Campa-Cola.

The beginning of 1980 s saw birth of another cola drink thumbs Parle the gold spot people launched it in 1978-79,AS REFRESHING Cola by the mid eighties Mc Dowell and by the late eighties there was double cola, which entered in India market (share 33%) with its gold spot and Limca brands. Later Thums up also started thumbs up. At the same time threat to the India soft drink was that of fruit drinks. In 1988, fruit drink market was valued at rs.40 crore &grew at the rate 20%.

Coca Cola-cola entered India buying up to 69% of the 18000 crore soft drink market (i.e. Parle expert brand of Thums ups, limca gold spot, Citra & Mazza). Today the scene has changed making it a direct battle between two giant Coca Cola-cola & Pepsi. The picture will become clearer by looking at the Indian market shares in the beverages industry. One of the strongest weapons in coke company armory it has the flexibility it has empowered its people with .in coke every employee, may he be a manager or salesman, 6

have an authority to take whatever steps he or she feels will make the consumers aware of the brand and increase its consumption. Thus coke believes in establishing and nurturing credibility of salesman & making commitment to grow business in accounts all these factors led to a high growth in the Indian market &constantly increasing market share.

Introduction to the Organization COMPANY PROFILE

The Coca -Cola company is the world" leading manufacturer and distributor of non-alcoholic beverage concentrates and syrups, with world headquarters in Atlanta, Georgia. The company and its subsidiaries in nearly 200 countries around the world manufacture and sell over 230 other company soft drink brands.

By contract with the Coca-Cola Company and it's local subsidiaries, which employs nearly 34,000 people around the world, local businesses are authorized to bottle and sell company soft drinks within the local boundaries and under conditions that ensure the highest standards of quality and uniformity.

Company's objectives

Company's mission must be turned in to specific objectives for each level of management in a system known as management by objectives the most common objectives are:

o Profitability o Sales growth o Market Share o Improvement

o Risk Diversification o Innovation o Satisfy the customer

Company Goals
Finally the company goals are:

To earn maximum profit. To satisfy the consumers needs through better quality of To maintain quality of product Best distribution system. To continuously increase their own share of percentage in soft drinks. product.

HISTORY OF SOFT DRINKS

The history of soft drinks began with the end of the last century. Its history dates back to civil war in 91 SA in 1960. At that time people were suffering from many diseases. Problem at that time was how to cure all these disease, since no remedy was present at that time. It was a big question for American people. So in 1885 Mr. John Paimwarlion who lives in Antonica made a drink and registered it as TRENCH WINE COLA. In the beginning this drink was made with mixture of cocaine and alcohol but later on it is named as COCO-COLA. A new brand named PEPSI COLA in the year 1887.

Indian History
9

Around 1948 the first branded soft drink in the Indian market. This soft drink was named as Gold Spot. Before Coco-Cola entered the country to dominate the scene in 1950, Parle Exports Pvt.Ltd. was the first Indian company to introduce a lemon soft drink this drink was known as Limca and it was introduced in 1970. However before this they had introduced Cola pepine which was withdrawn in face of tough competition from coco-cola.

In the year 1977 Coca-Cola left Indian market and this brought in an opportunity for various Indian companies to show their caliber. At this time a new soft drink was introduced by Parle products and this was colour. This drink was introduced with a mighty saying "happy days are here again". As if happy days went away with

coco-cola. There was another company named pure drink, which introduced the soft drink named Campa Cola along with arrange and lemon flavours. Just after this many more companies entered the soft drink market. A soft drink name double. I had been introduced by a company Morden bakers. Another company Mohan meakins also came up with a Soft drink named Mary & puch up, Mc Dowell came with thrill.,. Push and Sprint.

Previously there was no competition in the Indian soft drink market but with all companies coming in the Indian market a huge competition was place with college advertisements. But in the year 1988 Pepsi was given permission to sell its soft drinks in the Indian market by the Government of Indian. Coca Cola also come backin the year 1993.

10

Coca-Cola in India

The coca-cola company entered India in early 1950, it setup four bottling plants at Bombay, Calcutta, Kanpur and Delhi. In 1950, as were negligible companies in the Indian market therefore Coca-Cola did not faced much competition and they were accepted in Indian market more easily. The brand was accepted by all age group. The full credit must go to coca-cola for making soft drinks popular in Indian by end of 1977.Coca-Cola had captured more

than 45% of market share in India Then Coca-Cola left Indian following public regulations the company was required to Indianise or close operation come to an end in July 1977

Coca-Cola come back in the year 1993 after liberalization and was launched at Agra with the slogan "Old wave have come to Indian again". At the time parle was the leader in the soft drink market and had more than 60% of the total shore in soft drink. Coca-Cola joined hands with parle and to enter India after 17 years. By striking a 40 million deal with Parle. Coke almost made a clear sweep and made its good as " To become all time all occasion drink not a special treat beverage."

11

HISTORY OF COCA COLA COMPANY

In the year of 1990, over one hundred years after the soft drink was invented, the Coca- Cola company opened up a museum like building which was designed to be a tribute to its famous soft drink product. It is also said to be a tribute to the countless number of consumers who drink Coca-Cola. The world of Coca-Cola, as it is called is located in Atlanta, Georgia right amidst the tourist district. And, its tribute to the soft drink is because it is so popular that it is now served daily in nearly two hundred countries.

Having the museum located in Atlanta is fitting because long before anyone had ever heard of Coca-Cola, a doctor by the name of Johan Stythe Pemberton, who was a druggist in Atlanta, mixed up his own concoction of medicinal syrup in May in the year of 1886, Dr. Pemberton used Africa.

Kola Nut extracts and coca leaves, which are both strong stimulants, in his potion. The result was Q thick caramel colored syrup. The purpose of the potion was to be an effective tonic which would help a person's brain and nerves function better.

Dr. Pemberton's partner, a bookkeeper by the name of Fran M. Robinson, came up with the name of Coca-Cola for the syrup from the names of its two basic ingredients. Dr. Pemberton poured some of the Coca-Cola syrup into a jug and took it to Jacobs Pharmacy in town. The pharmacy made Q fountain drink which 12

mixed some of the Coca-Cola syrup with plain water. The drink was sold to customers for a nickel a glass.True or not, it has been said that a customer came into the pharmacy one day complaining or a headache. He asked for a glass of Coca-Cola to be made with carbonated water instead of plain water and the carbonated version of the soft drink was the born.The first year, in 1886, Dr.Pemberton sold twenty five gallons of his syrup which earned him total revenue of just fifty dollars. By the next year, because of h is poor health condition, he began to sell of f his company. Five years later, man by the name of Asa G.Candlar, had acquired total control of the Coca-Cola became a patented product in the United States.Its popularly would not stay within the United States for long, though, because in the year of 1906, Cola-Cola was bottled in Cuba and in Panama. Bottling operations were soon start ed in Hawall the next year, then in the Phillipines, France, Belgium, Bermunda, Colombia, the Honduras, Italy, Mexico, Haiti, and Burma in later years. By the year of 1940, the famous soft drink was bottled in forty country. Advertising for the cola has included many product slogans including "The Pause That Refreshes", which was used in 1929, "Have A Coke And A Smile", which was used in 1979, and "Always Coca -Cola" which was used in 1993 when sales from this soft drink exceeded ten billion cases worldwide. In brief the history could be defined under following headings On May, 1886, Atlanta druggist Dr. John Styth Pemberton (former

confederate officer) invented "Coca-Cola" syrup using melted sugar, water and other ingredients. It was marketed as a "brain and nerve tonic" in drugstores. Sales averaged nine drinks per day. Frank M. Robinson, Pembertons's bookkeeper, was he person who

suggested the name Coca-Cola" which was chosen because both words actually named two ingredients found in the syrup. They were the coca leaf and the Kola nut Robinson spelled Kola with a "C" to look better in advertising. 13

The first year's gross sales were $ 50 and advertising costs were $ 73.96. The original formula included extracts of the African kola nut and coca

leaves, both strong stimulants. "Coca-Cola" was one of thousands of exotic patent medicines sold in the 1800's that actually contained traces of cocaine. One summer, in 1886, a customer walked into a drugstore complaining of

a headache and requested a bottle of "Coca-Cola" syrup. To get instant relief, he asked the "soda jerk" to mix up a glass on the spot. Rather than walk to the other end of the counter in order to mix it with cold tap water, the clerk suggested using soda water. The man remarked it really tasted great, and soon after "Coca Cola" was in fizzy, carbonated form. "Coca-Cola" was first sold for 5$ a glass as a soda fountain drink, at

Jacob's Pharmacy in Atlanta, Georgia. In 1888, Asa Griggs Canler bought the company from Dr.Pemberton. Later that same year Dr. Pemberton died by 1914, Candler had acquired a fortune of some $ 50 million. Baseball hall of farmer Ty Cobb, a Georgia native, was another early investor in the company. In 1891, Coca-Cola produced its first calendar. In 1894. Joseph A Biedenharn, owner of the Biedenharn Candy company Mississippi, first bottled "Coca-Cola".

in Vicksburg,

By 1903, the use of cocaine was controversial and "Coca Cola" decided to

use only "spent coca leaves". It also stopped advertising "Coca-Cola" as a cure for headaches and other ills. In 1919, after his death, Griggs Candler's

14

family sold the interest in "Coca-Cola" to a group of businessmen led by Earnest Woodruff for $ 25 million. Woodruff was appointed president of "Coca-Cola" on April 28, 1923 and stayed on the job until 1955.

IMPORTANT LANDMARKS OF COMPANY

1876

Johan Stees Pberston discovered the formula of Coke, name given seven- X of its secret formula. Coca-cola company established in Atlanta. Alexgender Samulsus and Earl R.Peassia of "Indian Rout Glass Company designed the present bottle of Coke and also it was the first patent bottle. Coca-Cola started the operation in India.

1882 1915

1950

1977

Coca-cola closed operations in India.

1991

Coca-cola came back in India and opened Britco Foods Company. Coca-cola opened its first bottling plant in Pune. Coca-cola bought all the Parle Products Thumps up, Limca, Citra, Gold-spot, Maza at, $40 million. First time cokes introduce Coca -Cola in Agra.

1992 1993

1994

15

ORGANISATIONAL STRUCTURE

Managing Director

Production Manager

Sales Manager

Finance Controller

Assistant Sales Manager ABM ABM

Sales Promoter

Sales Manager

16

AREA OF AMRIT BOTTLERS PVT. LTD. A Amrit Bottlers Pvt. Ltd. has a management board . the managing director is executive head of the organization. At present Mr. Naresh Ladhani Is the Managing director ofABPL but overall policies regarding management decision and all the executive function are looked and performed by Mr. R Ladhani, who is well assisted advised by the Managing director for day to day decision and general administration as well as management. The director looks after all functional departments like sales,production,personnel, purchase and administration. Every head of department reports Director and responsible for their works.The plant head is the head of the production department too he looks after production i.e.bottling process and storage of raw materials and services Pvt. Ltd. and AMRIT maintenance functions. AMRIT BOTTLERS PVT. LTD. Do marketing in all area covered by them through Saket Sales and BOTTLERS PVT. LTD.The account department controls over all transactions under it there is a chief accountantwho maintains accounts of the organization. The purchase officer is the responsible for all purchases within the organization and works according to the requisition raised by the different departments. The sales manager is having charge of all type of marketing activities i.e. sales advertisement, market study & shipping (storing of sold bottles as well as loading and unloading of the vehicles ) but the main function of sales manager is to control over distribution channel, sales Executive,city sales executive and supervisor assisting theales manager.

17

AREAS OF AMRIT BOTTELERS PVT.LTD. FAIZABAD

AKBARPUR

GOPALGANJ

BAHRAICH

GORAKHPUR

BANDA

MAHARAJGANJ

BASTI

PADRAUNA

DEORIA

PRATAPGARH

FAIZABAD

SALEMPUR

FATEHPUR

SIWAN

GONDA

SIDDHARTH NAGAR

SULTANPUR

18

INTRODUCTION OF THE BRAND

BRAND PROFILE
The company has six brand and all of them are manufacture at the AMRIT BOTTLERS. Each of the brands has its own flavors and contents. Having many profiles the customers vary the different segments of customer prefer different flavors. The brands of Coca-Cola are named as following.

1) COKE 2) THUMS-UP 3) MAAZA 4) SPRITE 5) FANTA 6) LIMCA 7) KINLEY (M. Water) 8) COKE DIET 9) MINUTE MAID These are bottled at "Amrit bottlers Pvt Ltd plant" near Faizabad and supplied in the Basti city by "SAKET SALES & SERVICES PVT.LTD.

19

20

21

PRODUCT FEATURES OF COCA COLA & PEPSI

Product lines of Coke& Pepsi are as follows:-

FLAVOUR Cola

COKE BRAND Coca-Cola Thums-up Coke diet

PEPSI BRAND Pepsi Pepsi diet

Orange

Fanta

Mirinda

Cloudy

Lemon

Limca

Mirinda lime

Clear lime

Sprite

7up

Mango

Maaza

Slice

22

POPULAR PUNCHLINES OF COCA COLA PRODUCT

Thanda mutlab Coca-Cola. COCA-COLA Jo chahe ho jaye Coca-Cola enjoy

I want my thunder THUMS-UP Thums-up taste the thunder Kuch bhi ho sakta hai, FANTA Masti ka apna taste Take it easy. LIMCA Lime n' Lemoni Limca Bottle me aam maaza hai naam. MAAZA Yaari Dosti, Taaza Maaza Dikhawe pe mat jao apni akal lagao. SPRITE Sprite bujhaye only pyaas, baki All bakwas

23

DESCRIPTION OF THE PRODUCT

Coke
THANDA MATLAB COCA- COLA JO CHAHE HO JAYE COCA-COLA ENJOY PIYO SIR UTHA KE APP MUSKURAYENGE BULBULE GUNGUNAYENGE Coke is strongest brand among all other brands, being sweet in taste and is world wide famous for its sweetness mixed with strongest. Some time ago there were changes made in old formulas but it was not accepted and company had to reintroduce the first one. At present in Basti City it is a cash cow product of company.

It is available in
1. 200 ml bottle 2. 300 ml bottle 3. 500 ml bottle 4. 1 000ml bottle 5. 1.5 ltr. 6. 2 ltr.

24

 Thums up
I WANT MY THUNDER" "THUMPS UP TASTE THE THUNDER" Thumps-up the other very famous product of cola flavor is thumps-up basically it is a PARLE product. But after the coca-cola took over Parle it is manufactured under the grade mark of coke only.

It is also sweet in taste and strong in nature. Mostly preferred

by

young

generation people and teenagers. Being Indian it is more popular, especially among males. It is famous as thunder drink.

In market it is available in different volumes.

1. 200ml bottle 2. 300ml bottle 3. 500ml bottle 4. 2000ml bottle

25

Limca
JUST TAKE IT EASY Limca --- Limca is considered to be lemony in taste and comes under the category of cloudy lemon, because it's true color being similar that of clouds.

It is less strong and is found to be a substitute of the limewater and is preferred as a light drink.

After the introduction of the "MIRINDA LIME" BY PEPSI it is now facing a competition and step should be taken to promote its sale. It has a 15%- 18% share in the market.

It is available in different volumes.

1. 200ml bottle 2. 300ml bottle 3. 500+100ml bottle 4. 2 ltr. Pet

26

 Fanta
KUCH BH1 HO SAKTA HAI MASTI KA APNA TASTE FANTA--- Fanta is popular orange flavored brand of Coca Cola and is preferred by the children and women Because of its sweetness and orange flavours.

The color of the drink is also orange and is less strong than the cola flavours.

In the market it is available in.

1. 2. 3. 4. 5. 200ml bottle 300ml bottle 500+1 00ml bottle 1.5 It pet 2 It pet

It's main rival is PEPSI'S "MIRINDA" at present it has capture 10% of the total share of market being new product it still needs promotion and expansion.

27

 Sprite
"DHIKAWE PE MAT JAO APNI AKHAL LAGAO SPRITE-sprite is considered to be lime in taste and comes under the category clear lime.Sprite the other very famous product of Coca Cola. It is also sweet in taste and strong nature. Mostly preferred by young generation.

It is available in:
1. 200ml bottle 2. 300ml bottle 3. 500ml bottle 4. 1 It - bottle 5. 1.5 It bottle 6. 2 It bottle

Maaza

"BOTTLE ME AAM

28

MAAZA HAI NAAM MAAZA LAO AAM KI PYAS BUJHAO MAAZA---- Maaza is a mango pulp containing drink among the different segment of consumer. It is non accreted soft drink and is facing a tough competition from juices like 1. 200ml bottle 2. 250ml bottle 3. 500+1 00ml bottle 4. 1 It bottle 5. 1.5 It bottle 6. 2 It bottle

KINLEY Vs AQUAFINA

29

The water business is far bigger than carbonated soft drink. It is leaving no stone unturned to scale up quickly tended to use a smaller size - 250ml to drive penetration. But not only does it cannibalize the 300ml. Float, it also offer very little margin at the current Rs. 10-12 pricing. But Coke's Kinley & Pepsi's Aquafina have to contend with Ramesh chouhan's Bissleri. Which is discounting heavily to build volumes in the low margin business say's Pepsi's Sinha- "We will refrain from discounting in the water business" Kinley's on other hand is fighting Bisleri tooth and nail.

The fight has all the making of a Cola war. As coke and Pepsi have shown, there are no clear winner in such battle.

SALES & DISTRIBUTION

Sales are the cutting 'edge' of any business operation it is part of that company. However big and small that meets the firms customers from home the business is derived The people, who are engaged in this acclivity meet customers and get

30

information about the product or services which are been sold and provide feedback to the firm.

American Market association has defined sales management as "the blaming direction and control of selling personal including recruiting, selecting, equipping, assigning, routing super visioning, paying and motivating as these tasks apply to personnel sales force".

In the other word "sales management is used by business to refer to the direction or supervision of salesmen.

Objectives of Sales Management

Qualitative objectives:- ( Short Term) To retain and capture market share. To determine sales volume in ways that contributes to profitability. To obtain the account of given type. To keep personal expenses within specified limit. To secure targeted percentage of certain account of business.

31

Qualitative Objective: - (Long Term) To do the entire selling job. To service existing accounts. To search and maintain customers cooperation. To assist the dealer in selling the product line. To provide technical advice wherever necessary. To assist in training of middlemen's sales personnel. To provide advice and assist the middlemen. To collect and report market information of interest and use to the company management.

Sales Management Cycle

A sales management looks after and manages a firm's personal selling function. Sales management deals with analysis Planning organizing direction and control of the company's selling activities. Constitutes cycle shown below.

Analysis

32

Control

Organization Organization Direction

Planning

Sales Management Cycle

Analysis
This involves probing into the sales records of the company analysis and reports of sales people investigation of marketing trends and other environment factors.

Planning:It involves setting objectives of the firms sales efforts, formation of sale strategies and policies in order to achieve those objectives.

Organization:It involves determination of the structure of the sales force and delegation of authority which is supposed to be necessary to achieve the organization objectives.

Direction: 33

It involves proper supervision and implementation of the plan with the help of the proper communication, motivation and Leadership.

Control:It involves comparison of the actual with the desired results; find out reasons for deviation and taking corrective action accordingly.

Distribution Network A conceptual Approach:

Creating a customer and creating a product do not complete the process of marketing, delivering the product to the customer is an equally important part of this process. This is referred to as "Distribution" in marketing parlance. As distribution affects a company's sales, finance and turnover. Therefore a brief explanation regarding various aspect of distribution is required.

Definition:It can be defined as the process of reaching the product to the consumers. It encompasses all the activities in the physical flow of products between producer and consumer.

Importance:34

Distribution provides place and time utility to products. In other words it makes the product available at the right time and right places. It enhances company's sale and its competitive position. Distribution also helps in the process of demand generation. It helps in building up an effective cost reduction by judicious management. It has to be dealt by keeping various factors. In soft drinks there is an advantage that the shelf life of product is almost one year compared to other where it is just one week or few months. Further it is a sector where producer has to reach the consumer unlike others.

Components: Major component of the distribution network are as under: Distribution planning In plant water housing Transportation Field warehousing Receiving Handling Inventory management Order processing Stock accounting Communication Accounting

35

Designing the system: - It includes the following steps. Find out what is desired by the customers. Find out what the competitors do in this regard. Find out the peculiar features and specific requirements. Keep the cost system cost effective. The system should be flexible. While managing a distribution network there are three key areas. They are as under: 1. Transportation 2. Warehousing 3. Inventory control Transportation management involves decisions on: How much to move When to move Where to move Mode of movement

While designing a warehousing system, it is necessary to raise and answer the following basic question relating to this flow. 1. How many warehouses should we have? 2. What should be the size or capacity of each of them? 3. Where should we locate them?

36

Effective management of finished product inventory is quite essential for running a business effectively and profitably. Inventory strategies and decisions become particularly important in business where inventory costs form a sizeable part of total marketing costs.

The following are the main issues involved in the management of finishing product inventories: 1. Correct identification of the functions performed by the inventories. 2. Working out strategies for keeping the inventories at the optimum level. 3. Establishment of the right relationship between inventory functions and inventory levels and they are by deciding the optimum level of inventory.

A Total System Approach to Distribution Is a Must Through, we have seen that the different functions of distribution such as transportation handling warehousing and inventory management. Interact constantly with one another. As the functions are interdependent, the cost there of are also closely interrelated Very often one function subsides another. For example, if the firm is prepared to incur increased cost on transportation, it may be in position to reduce its inventory cost. This is so because under such a condition, the firm can use faster mode of transport and thereby reduce the level of inventory in the field warehouses. And the converse is also equally true.

In the nature of things, the different functions of distribution need an integrated handling 37

This means that in the nature of things, none of the distribution functions can be handled isolation. They have no separate identities. They need a high degree of coordination and common direction. If the functions are scattered, in an arbitrary manner among different departments of the company without common direction. Control would get fragmented and effectiveness would be adversely affected.

In fact under such a situation, the very objectives of distribution get fragmented and distorted. The different function would pull in different directions. The transportation people would go all out to reduce the cost of transportation unmindful of the effect of such a policy on other aspects; they would settle for less reliable and slower modes of transport; they would also report to bulk dispatches of the product to a few selected places instead of dispatching it to a large number of demand centers at greater frequency and in convenient lots the several locations with a view to maximizing customer services The inventory control people opt for the diametrically opposite objective , viz , minimizing inventories , whatever be the consequences ! In brief

When the different functions are viewed in isolation, the tendency will be to reduce the cost of particular function unmindful of its consequences on the other related functions

Individual functional costs are kept in focus, but the total cost of the distribution function as a whole is forgotten. Cost reduction becomes ' the slogan for each 38

function/department. Decisions are taken by each function in isolation, based on alternatives available to particular function sometimes; it even leads to a "penny wise, pound foolish practice. The ultimate result is that costs go up while the level of service goes down. Distribution Has To View As A Single Unified Task And A Single Integrated System:

Because of the interrelations among the different functions and their costs, it would be necessary and desirable to look at the distribution job as a single unified system and optimize the efficiency of the distribution job as a whole. Such a approach will result in better coordination among the various distribution functions , remove the sub optimization in the system and enable the firm to achieve its distribution objectives the case.

LINKAGE OF SALES & DISTRIBUTION WITH PERSONAL EXPERIENCE & FINDINGS

Sales and distribution is a very important part activity of any firm distribution selected to searches the god and services to the customer so as to increase the proof it and sales of the company with out proper distribution the company does not achieved the desired goal of maximum proof it

39

As in my survey I found that there is a big problem of distribution so that the company lost the sales of some major out lets like cinema hall and mess so it is very necessary that company should considered on its distribution chance. I found that the distribution is very defective and not regular so that the retailers switch over the other brands like Pepsi, because they provide regular and quick supply to the retailers because of their good and effective distribution system. It is necessary that you have proper number of transportation vehicle and warehousing Communication so.

Company must have proper number of trucks, warehouse, and effective communication with the distributors so that they supply the consumer's goods in tune without gap.

SCENARIO OF SOFT DRINK IN INDIA

Preference Product
The history of Indian soft drink market is dated around 1948 'when the first brand named as Gold Spot was introduced in Indian market. This opened the doors for other soft drinks and Coca-Cola entered the market in 1950's with its brand coke. Then came the Indian companies in which the main was PARLE Pvt. Ltd. It was the first Indian company to introduce a lemon soft drink. In 1970's in competition 40

to the coke they launched a brand named Cola Pepino but it failed due to a tough competition from coke and had to be withdrawn from the market.

Indian Government was also putting its efforts to introduce its own local drink to become self reliant , But in early 70's disputes started between Indian Government and Coca-Cola was to asked quit and the Indian Government launched its own drink at the Agri Expro 77 in New Delhi as 'Double 7' with the help of Morden Bakers.

After coke left Indian Parle had no much in the market it introduced a new competitor left soft drink named THUMPS UP. This was Q substitute for CocaCola in the market with similar taste and colour. This drink took the place of Coca cola and very soon became very popular and one of the prominent share holder.

There were other companies also which entered the market in which Pure Drinks launched Campa Cola along with orange and lemon flavours Mohan Makings came with Mary and pickup and the McDowell introduced thrill. Rucsh and Sprint later Parle became the leader in the soft drinks but after the introduction of Pepsi in 1988 the competition started and with the return of Coca-Cola in 1993 it has gained up due to modernization of society the market an 'the competition both increased and is giving a way to more and more improvement today Indian soft drink industry is well established and having a growth rate of 20% per year. The total market estimated for the year 97-98 is of Rs.1800 crores.

41

With improved economy bottles have to be popelled into expanding capacity with their bit time plans. With increasing demand the volume production is supposed to reach 1 million cases with ten years. To reach this target the Cola market will have to build capacity infrastructure and the bottles more easily available and more affordable. The Indian Coca Cola history date back 48 years ago i.e. the Coca Cola entered the early 1950's in Indian market and set their four plants of bottling at Bombay Calcutta Kanpur and Delhi. At that time there was negligible competition in Indian market and Coca cola soon captured the Indian market, it would not be wrong if the credit of popularizing the cold drink culture is too given to Coca Cola. This brand was soon accepted by all the segments and all age groups becoming a popular thirst quencher. But in early 1970's when Coca Cola market was high ( 45% to 50% ] in India and their were not Things started changing in 1977 when the Janta Party come to power for George Fernamdez the Coke controversy was an ideal issue to derive political mileage. It request Coca-Cola's competitor Parle for help to bottle new product. The product trails in parliament were successful and the political pressure to throw out Coca Cola gathered momentum. Coke was finally asked to quit in 1977 in spit of world wide reputation of being a unique secret formulation.

With the opening of economy in 1991 the MNC's once again started acting in the giant Indian market with this coca cola also entered in 1993. It was launched at 'Agra' with the oldwave coming to Indian again. At this time parle was leader in soft drink market and more than 60% of the total shareholder of soft drink

42

industry. Coca Cola joined hands with Parle to reenter with its full strength after 17 years.

By striking a $ 40 million deal with Parle, Coke almost made a clear sweep over the market to compete with the other MNC giant Pepsi Cola which was already in the market at that time. The aim of the Coke was to become an all time all occasion drink and not a special occasion beverage. This time the competition faced is tough for the company because it has the American giant Pepsi as main competitor but other companies like Cadbury Schwepper are also
there.

43

SERVICES
The Coca-Cola Company in Indian supports eight Jagriti (Awakening) Learning Centers (JLC); managed by India's well-known organizations, such as CRY, Pratham, Prayas and Literacy India. The program provides education at the primary level to underprivileged children, as well as computers training for teachers. Over 1,800 students per year have benefit from the program. Working with state and district governments our company provides support to primary health centers in areas where our bottlers are located.

In 2002, in partnership with the St. John's Ambulance Brigade (Associate of Red Cross ), we conducted health camps for those who live in poverty-stricken urban areas to sensitize the community on pertinent issues such as HIV/AIDS , communicable diseases, immunization, hygiene and sanitation and reproduction and child health. Free health check-ups and medicine were provided, with over 10,000 people benefiting from the campaign.

The company supports rainwater- harvesting project as part of a major government initiative to combat water scarcity and reduce ground water tables across the country. We are analyzing options for rainwater harvesting at our major bottling plants. Along with the Resident Welfare Association of Greater Kailash, our company installed four rainwater harvesters. The Chief Minister of

44

Delhi unveiled one of the rainwater-harvesting units in a dedication to local residents.

Several of our bottling plants provide safe drinking water to local villages, through the organization of water tankers, bore wells and hand pumps.

The company has funded India's first national polio eradication drive, as well as a national drought relief program.

The company sponsors a unique national radio program for women called "The HER Show" (Health Education and Recreation). The 30-minute weekly program informs and educates housewives. On primary health and education issues we sponsored a one-day Mother & Child Health District Mela" in Ghaziabad. several hundred women and children from five villages received free medical check-ups and consultation.

45

RESEARCH METHODOLOGY
3.1Title of the Study: Coca cola is mainly related with beverage industry so, they deal with soft drink in all over the world .The title for the study is market survey of coca cola in competitive situation.

3.2 Duration of The Study:

The duration of the project training was 45 days undertaken to accomplish the title and objective.

3.3 Objective of study

1. To access the market share of coca-cola vis-a-vise pepsi cola Gandhi Nagar, Purani Basti, Bardahiya Bazar, Ganeshpur, Kachehri Market, Bade ban . 2. To study future plans and changes 3. To arrives at strategies to dominate the market during 2009. 4. To identify other outlets. 5. To find out current status of Sales Generating Assets (S.G.A). 6. To conclude and suggest the company's measures and means to increase its share in sales and upgrade its overall performance thus to improve corporate image. 46

3.4 Type Of Research

1. DESCRIPTIVE RESEARCH: -It includes surveys and fact-finding enquiries of different kinds. The main purpose of descriptive research is description of the state of affairs, as it exists at present.

2. ANALYTICAL RESEARCH: -Analytical research has to use facts or information already available and analyze these to make a critical evaluation of the material.

LITERATURE SURVEY

Prior to the field works, it was deemed important to study books on research, sales and distribution and about the coke and Pepsi. The fierce battle in between two was also an interesting feature of my study.

3.5 Research Design

Descriptive and exploratory research design has been used in this project. Descriptive research has been done by collecting information from different outlet such stocks; chilling equipment etc. Exploratory research has been done to work out various problems faced by retailers and other outlets

47

3.6 Sample Design

The sampling unit of the research has been kept as retail outlets engaged in sale of softdrink.The survey in areas of Gandhi Nagar, Purani Basti, Dakshin darwaza Ganeshpur, Kachehri Market, Bade ban, conducted by the under signed. I had tried to collect relevant data from all outlets in big area found operating at the time of survey. In total data from 300 outlets have been collected and analysed.

3.7 Scope of study

T he scope for the study is very wide as I covered all departments profit for one year in all the field which is related with my study .I covered all the expenses of the industry and the find profit from that data which required a wide range of data and material from the market.

3.8 LIMITATIONS OF STUDY

It is well known fact that constraints and limitations are bound to be present in any study do this also has some limitation as:

The survey has been conducted only in few areas of Basti due to limited time. It is very difficult to make the people understand the significance of conducting survey. 48

 Some retailers or dealers did not want to say the actual sale of soft drinks from the counter. Due to shortage of monitory resources the project report does not reach to its perfection.

We have conducted the survey only for 200ml. And 300ml. Glass bottles so it is difficult to find out the actual demand of Coke. The respondent may be biased or influenced by some other factor. Lack of retailers interest to answer the questions is also an important limitation. Information is collected only from retailers. The entry and exit of new/old outlets can increase or decrease market share.

Data collection

Data for the project have been collected from its primary sources. Filling of questionnaire has been made item of data collection. personal interview method has also been used for the same.

Field work
All 300 outlets from where data was collected have been personally visited by me f or survey. Questionnaire has been filled in f or each outlet.

49

FACT & FINDINGS

1. The Coca-Cola holds no. 1. position in the market with its mother brand. 2. Its brand Sprite too holds a good grip over the market in comparison to main competitors of Dew. 3. Thums-Up is having major market share as compared to Pepsi. 4 People have tendency to switch over on other brand and because of duopoly (only two players are available in the market Pepsi and Coke) the competition is very direct. 6. The number of Coke S.G.A'S is more Pepsi in terms of area and outlet. 7. The demand of coke is high in comparison to Pepsi but because of shortage of Coke S.G.A's and poor distribution the retailers prefer to sell Pepsi. 8. Total sale of Coke is more than pepsi.

50

PERCENTAGE OF COCA COLA IN SPECIFIED OUTLETS

Outlet
PAN SHOP RESTAURANT P.C.O TEA STALL GROCERIES

Total Share
1390 1110 865 1920 9585

% of Coca-Cola
20 60 20 60 65

OTHERS

3320

20

The total outlet share of coke in these specific areas is 51.893 %

Graphical representation of share of coca-cola in specified outlets

P.C.O 20 % Tea Stall 60% Groceries 65 % Restaurant 60 % Others 20 % 51

P.C.O Tea Stall Groceries Restaurant others

52

AREAWISE SHARE OF COKE AND PEPSI

Gandhi Nagar

The percentage share of Coca Cola and Pepsi are 80.99 and 19.00

PEPSI COKE

BARDAHIYA

The percentage share of Coca Cola and Pepsi are 92.3 & 7.6 respectively

PEPSI COKE

53

PURANI BASTI The percentage share of Coca Cola and Pepsi are 80 & 20 respectively

PEPSI COKE

KACHEHRI & COMPANY BAGH

The percentage share of Coca Cola and Pepsi are 48.10 & 51.89 respectively

PEPSI COKE

54

DAKSHIN DARWAZA The percentage share of Coca Cola and Pepsi 72.60 & 27.40 respectively

PEPSI COKE

BADE BAN The percentage share of Coca Cola and Pepsi 69.54 & 30.45 respectively

55

PEPSI COKE

GANESH PUR The percentage share of Coca Cola and Pepsi 66.66 & 33.34 respectively

PEPSI COKE

ANALYSIS & INTERPRETATION

Analysis

56

As in depth analysis of details mentioned in, the questionnaire has been under taken and i interpreted ions have been made accordingly.

Before presenting the analysis and interpretation of research, it worthwhile to list out various assumptions made for the same.

1.

Ensure analysis is done for 200,300 ml. Soft drinks supplied in glass bottles. However sparing comments are also made on other size of soft drinks.

2.

All brands of coca-cola represented by coke and all brands of Pepsi are represented by Pepsi.

3.

To determine the market share units sale of 200 & 300 leis used in the

project. 4. Sales proportion represents the case stock of coke and Pepsi in percentages at the time of survey. 5. 6. Sales proportion represents the sales of both coke and Pepsi in percentage in the peak season. Outlet composition shows the percentage of each type of shops vis. Cool corners , tea stall, pan bhandar , hotel, restaurant, shops, confectionary, provision store , sweet shop, PCO.

7.

Sales by key outlets represent the percentage sales made by key outlet of the total scale of coke by all coke out lets.

57

Interpretation
Interpretation drawn from the diagram states that in nearly all the areas that includes Gandhi Nagar, Purani Basti, Bardahiya Bazar, Ganeshpur, Kachehri Market, Bade ban the Sale of Coca Cola is increasing in almost every sort of outlet

Sale of coke and Pepsi in allotted area: Total % of sale of Coke is 74.72% where as total % of Pepsi is 25.28.

SWOT ANALYSIS
The overall evaluation of a companys Strength, Weakness, Opportunities and Threats is called SWOT Analysis. The SWOT Analysis is further divided into two parts :-

Internal environment analysis External environment analysis

Internal

environment

analysis

(analysis

of

strength

and

weakness)
It is one thing to discern attractive opportunities and another to be able to take advantage of these opportunities. Each business unit needs to evaluate its internal strength and weakness. 58

As the research is conducted following strength and weakness of the Coke Company is found.

Strengths

Good company image. Well trained and experience workers and executives are available. Strong distribution network. Brand 'Thums-Up' alone cover the big market. Adopted two types of distribution channels (Direct route and indirect route). Effective sales promotion schemes and commission to salesman on achieving target. Effective executive team.

Weaknesses
Less personal contacts with retailers. Service is not good. Company officials do not visits outlets regularly. Less advertisements Channels.

59

 Bad and delay in claim settlement. No proper maintenance of asset as like visi-coolers, dealer board, glow sign, etc. Less availability of dealer board, glow signboard, painting etc.

Opportunities

High growth rate for fruit drink market. Basti city has a great population of youths in U.P. Basti city has good market share of Slice in India. Therefore there is a need only of marinating this share in future. Targeting the upper middle class for home take segment.

Threats

High growth of competitor's products. Better facilities provided by the competitor to their distribution this might lead to switch over to slice distribution towards competitors.

60

 Indifference among distributor and fat dealers. Different effective promotion schemes of competitors.

CONCLUSION

The summer training project was focused on "A Market Survey of Coca Cola in the Competitive Situation". After Retail audit of 300 outlets through schedule, following conditions have been drawn:

1. Coca Cola company lead the market of soft drinks with 74.72% market share giving coke a margin of 13%. 2. Of the total segments of outlets covered, availability of Coca Cola's range was highest in provision stores.

Besides these, other conclusion based upon interaction with retailers& personal observations are as below:

61

A) The distribution of company is very irregular. B) Necessary requirements like S.G.A. openers, required flavours like Fanta are not provided to each and every outlet. C) No provision for the regular replacement of damaged bottles.

D). Company doesn't provide sinage to the small outlets. E). The number of wall paintings is very less in comparison to Pepsi. F). Company do not provide discount to each & every outlet.

62

SUGGESTIONS & RECOMMENDATIONS

Although it is very early to suggest any thing to such a internationally renounced company like Coca-Cola having in the mature stat e of marketing yet for the local market, client distributors & retailers, based on the interactions & feed backs from various outlets, segments of customers I would like to suggest as under: 1. Distributor should not be changed frequently because retailers deal with distributor only and its not easy for a new distributor to maintain good relationship with each established old retailer. 2. Distributors should give importance to every outlet irrespective of their status whether big or small. In this regard they may be trained suitably. 3. Distributors should disclose schemes provided By the Company to each and every outlet without discretions. 4. Distributors should replace the defective goods or damaged bottles immediately without any calling for explanations. 5. Distributors should provide required flavours to the retailers to increase their sales. 6. Distributors should give gifts prizes to the shopkeepers provided by the openers, wall clocks, sinages etc. 7. Distributors should give gifts &Prizes to the shopkeepers provided by the company like openers, wall clocks, sinages etc.

63

8. If distributors make any kind of promise to the shopkeeper to purchase certain in quantity under any scheme or 'on discount they must fulfill it as it affects company's goodwill. 9. There must be proper replacement of old and expired stock and empty bottles. 10. There should be nice gift items for the retailers showing the limit crate sale (limit as decided by company) at the end of the season. This could develop a competitive feelings amongst the retailers and hence more sales. 11. At least a small Hoarding or sinage should be provided to each and every outlet of coke. 12. At least one attractive glow sign board/hoarding should be displaced in main area of the market where a chunk of shop is there. 13. Company should promote good and heart felt Slogans and Jingles. 14. Company should provide others small advertising items in the form of garlands, hangers recto the shopkeepers as there are cheap and good source of advertising. 15. Company should sponsor important event like World cup, Asian & other tournament, any event related to film awards and programmers of local importance. 16. Company, If possible should give schemes to the customers through newspapers having provision for discounts in purchasing its products. 17. Company should organizing campaigns & distributes caps, Key rings, glasses, serving tray, on which company packages are branded.

64

18. Chilling equipments should provide on a cost basis. 19. Chilling equipments (like family freeze, vizzi or Electric bottle cooler) should be provided to the outlets

20. If there is any default found in the chilling equipment provided by the company should be repaired quickly when so required. 21. Company should ensure good supply of stock. 22. Company should go for more monopoly counters. 23. Company should give discount with every crate as is being done by Pepsi. 24. There should be surprise check by the company to endure whether benefits of schemes provided by the company reach outlets or not and take corrective measures in case of default. 25. Company should arrange seminars and meetings with dealers on an ongoing basis on monthly interval. 26. Shopkeeper feedback should be taken in regular manner. 27. A special shopkeepers care cell should be formed to listen the shopkeepers grievance on the lines of customer care cell. 28. No. of hoardings should be increased. 29. Flexibility in the allot of monopoly items should be encouraged. 30. Some free gifts should also be given on established Brands to stimulance the retailer. 65

31. Company should elaborate public announcement on important days like Health day, Anti drug day world aids day etc. 32. Company should tap colleges and school canteens. They should be given extra discounts as these outlets give potential long run customers to the company. 33. Company should provide Tables, Chairs wall clocks, stands, openers to the retailers as for them type of free gifts are significant and they promote those company's products who provide such items to them.

66

Appendix
QUESTIONNAIRE
Market Survey (Through Questionnaire)
Name Of outlet: _________________________________________________ address of outlet : _________________________________________________ Contact No.: 1. (a) Do you keep soft drink at your shop? Yes (b) No

If yes then, which brand? 2. (a) Coke Pepsi Both None of Them

Which brand you selling more ? Coke (b) Pepsi (c) Other

Reason ___________________________________________________________ _ 3. Which brand you normally stock ?

67

(a)

Coca Cola

(b)

Thumps up (c)

Limca (d)

Sprite (e)

Mazaa (f) Fanta

4. (a) (e) 5. (a)

What is the size of Pack that you sold at your shop? 300 ml all range How many frequency of coke delivery ? Daily (b) Weekly Alternative (c) After 2-3 days (d) (b) 500 ml (c) 1.5 l (d) 2 l

6. (a) 7. (a) 8. (a) 9. (a) 10.

Cooling system (S.G.A) at your shop? By Coke (b) By pepsi (c) Self

How can you know about schemes ? Sales man (b) Other retailer (c) Other Sources

Are you have seasonal outlet or annual ? Seasonal (b) Annual

Does Coke demand increase as comparative last year ? _____________________________________________________ Are you in the RED Program? (a) Yes (b) No

11.

Any suggestion to Coca Cola company :68

BIBLIOGRAPHY

1). Kotler, Philip, Marketing Management, Delhi, Pearson Education Pvt. Ltd., 2004 2). Kothari, C.R., Research Methodology, New Delhi, Wishwa Prakashan Pvt. Ltd., 2003 Websites : www.coke.com www.cococolaindia.com www.tropicana.com www.google.com

Magazines : Business world Business today

News Paper Economic Times

69

70