umair internship

` Internship Report Coca-Cola

Internship Report

Name of the organization

Coca Cola Beverages Pakistan Ltd (CCPBL)

Name: Umair Tariq

Session: Jan 2008 – Dec 2009

Date 30-07-2009

National University of Modern Languages

NATIONAL UNIVERISTY OF MODREN LANGUAGES

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Dedication

“I dedicate this Internship Report to my Parents, Teachers

and to each person who coordinated with me”. Because;

What ever I am it’s because of my parents.

My teachers made me eligible enough to face

different challenges and win those challenges.

Last but not least coordinated persons, who support

me a lot and contribute their full efforts to make this

project possible.


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Acknowledgement

First of all I am thankful to Almighty Allah, the Beneficent, the Merciful, for

giving me so much strength and strength to work on this project and

complete it successfully. I would like to express my gratefulness to all my

teachers especially for giving me kind guidance and providing me a chance

to work on this project right through from the start of my courses. I am also

thankful to all Coca-Cola Sales and Marketing and training staff for their

valuable suggestions, gentle supervision and encouragement throughout my

internship.


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Executive summary

Coca Cola Company is the top ranked beverage producing company of the

world. Coca-Cola was invented in 1886 by Dr John H. Pemberton. In 1945

Coca-Cola was established as a global brand. Coca-Cola is the world’s most

diverse company, doing business in close to 200 countries. Coca Cola was

introduced in Pakistan in 1953. At present, CCBPL owns 6 bottling plants

and 11 Sales Centres in major cities of Pakistan. The Gujranwala plant is the

biggest production plant of Pakistan.

There are four sub departments of Marketing at Gujranwala Plant. These are

Trade Marketing, Cold Drink Asset, Right Execution Daily (RED), and

Customer Response department.

The whole sales area of Gujranwala Plant is divided into three (3) broad

regions these are Gujranwala, Sialkot and Gujrat.

This report briefly discusses the functioning of Sales and Marketing

Department. Report also including suggestions and points out the areas in

which improvements can be required.


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Table of contents

S. No DescriptionPage No

Table of Abbreviations 1 Section # 1 a. Introduction of My Internship 1 b. Area of Interest 1 c. Duration 2 d. Purpose 2

e. Introduction of Organization 3f. Globally & Location Specific 7g. Organization Chart 21

h. Department Briefing 222 Section # 2 a. Introduction of Department 23 b. Functions of Department 34 c. Sub Departments d. Role of Different Designations 583 Section # 3 a. My Role as a Internee 61 b. List of Projects 62 c. My duties

d. Key Learning 654 Section # 4 a. SWOT Analysis 69 b. Key Finding c. Conclusion 71 d. Recommendations 725 Section # 5 a. Appendix b. References 73


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Table of AbbreviationsKO Coca Cola

FMCG Fast Moving Consumer Goods

CSD Carbonated Soft Drink

SB Sparking Beverages

NRGB Non Returnable Glass Bottle

PET Poly Ethylene Terephthalate

SKU Stock Keeping Unit

KBI Key Business Indicator

VPO Volume Per Unit

RED Right Execution Daily

ISCIMS Indirect Sale of Cooler Impact Monitoring System

BASIS Beverages Advance Sales Information System

SAP System Application & Products

ERP Enterprise Resource Planning

DME Direct Market Expense

YTD Year To Date

MTD Month to Date

PC PEPSI

JD Job Description

AD Annual Description

PMP Performance Management Plan


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SOP Standard Operating Procedure

OJT On Job Training

RS Route Settlement

HoReCa Hotel, Restaurant, Café

MIS Management Information System

BIB Beverage in Bag

ADS Average Daily Sale

NCSD Non Carbonated Soft Drink

STACK Pile of Products organized on the store’s floor

RED Right Exposed Daily

POM Post Mix

POC Point of Contact

POP Point of Purchase

SOVI Share of Visible Inventory

TCCEC The Coca Cola Export Company

IC Immediate Consumption

FC Future Consumption

MDO Marketing Development Officer

SMO Sales Merchandizing Officer

CBU Central Business Unit

PDP Personale Development Plan

TCCQS The Coca Cola Quality System

IR Industrial Relation

QA Quality Assurance

ACR Annual Confidential Report


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Introduction of My Internship

My internship program consists on the practical training and

experiences which are the necessary part of my course MBA. I spent six

weeks in the Coca-Cola Company. In this time, I got the fantastic time to

learn in the practical scenario and I found that my theoretical knowledge is

how much match with this organization.

Area of Interest

I have interested in the area of “Sales and Marketing” because I have

specialized in Marketing. So I have a love for the field of Marketing. I have

chosen this field because of the global economy goes down right now. So in

this way, I think marketing people can play a vital role in the development of

products and produce innovative ideas to boost up the sale of the company.


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Duration

Starting and Ending dates of My Internship

Starting Date 25-06-09

Ending date 05-08-09

Departments in which I got the training

Orientation & Visits (1 week)

Marketing department (1 week)

Sales department (4 week)

Purpose

The purpose of my internship is to learn the practical knowledge and

gain the market information. My major purpose was that I joined that

organization that provides me a challenging environment and learning

facilities. Which Coca-Cola has done. I have learnt the practical knowledge

during this period. So in this way I have gained my purpose successfully.

In this organization, I found all the employees, very much cooperative and

friendly. So every thing is all right here.


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Introduction of Organization

CCBPL Gujranwala

In Gujranwala, the franchise unit was established in 1998, with the wish or

struggle to make it easy to distribute Coke in different areas and to make it No. 1 in the

market, and with the hope that it will play a great role in increasing the production and to

make it popular in all over the country.

Area Covered by CCBPL Gujranwala

Gujranwala Beverages covers the areas of:

Gujranwala City

Sialkot District

Sialkot Surroundings

Jhelum

Daska

Wazirabad

Hafizabad

Gujrat

Narowal

Asad Kashmir

It covers certain other urban and rural areas in Punjab

Vision Statement

“To create value for our share holders”

Mission statement

“To have a strong, dominant & profitable business in Pakistan”

Company Objectives

Gujranwala Beverages wants to achieve the following goals:


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To maintain the quality of product. Product should be supplied in the market in

such a way that it must fulfill the consumer desires.

To fulfill their sales projections.

To maintain their repute

To maintain their relations with distributors whose network is spread all over the

area

To make Coca-Cola products No. 1 in Pakistan.

To Build preference & market leadership for our brands

To achieve quality excellence and serve our customers with quality products.

To Maximizing profits

To Developing People

To Optimum utilization of assets

CCBPL Gujranwala values

We value and respect our people

We communicate openly

We have integrity

We are committed to winning

Beliefs

There is much in our world to celebrate, refresh, strengthen and protect. The

Coca-Cola Company is a vibrant network of people, in nearly 200 countries, putting

citizenship into action. Through our actions as local citizens, we strive every day to

refresh the marketplace, enrich the workplace, protect the environment and strengthen

our communities.

We are a local employer, with responsibility to enable our people to tap into their

full potential; working at their innovative best and representing the diversity of the world

we serve.

We are an investor in local economies and a driver of marketplace innovation,

with a responsibility to act as a good steward of our natural environment.

Quality & Environment Policy

Coca-Cola trademark reflects company’s position of leadership and quality. We at

CCBPL Gujranwala are striving to strengthen this image, by implementation of Quality


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& Environmental management systems. Our primary aim is to ensure complete

satisfaction of customers and consumers by serving them the highest quality beverages.

We are committed to comply with regulatory and company requirements

regarding food safety, product quality and package quality to ensure the safe manufacture

of beverages.

We believe in “The World’s Responsible Citizenship”, and to adopt this concept

we comply with regulatory and company requirements concerning to the environment.

We commit ourselves not to pollute, but to Protect and preserve the local and global

environment by incorporating sound environmental practices in our daily business

operation even in the absence of specific regulatory requirements. We minimize negative

impact on environment by employing new technologies to reduce the usage of materials,

water and energy.

We are committed to continually improve our performance and effectiveness by

regular system audits, implementing corrective and preventive action plans and regular

management reviews. We have a documented mechanism in place to set and review key

objectives and metrics.

Safety policy

We, at CCBPL Gujranwala, are committed to ensure the maximum level of safety

and prevention of loss for our employees, assets and visitors. We believe in the

involvement of each and every one of us in this effort and realize the importance of every

individual’s contribution to safety. We strive for continuous improvement in our safety

standards and to consistently meet or exceed them. We, therefore, will make certain that

the necessary financial and personnel resources are made available in order to

continuously improve our safety standards. With this belief we vow to

Set our safety standards at a level that ensures compliance with governmental and

company requirements


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Protect our employees and ensure public safety extending throughout our

organization

Integrate sound safety practices into our daily business operation even in the

absence of specific regulatory requirements

Use the results of research and new technology to minimizing the safety risks of

our operations, equipment, products and packages taking into account the

associated costs or profit for each safety benefit

Ensure each and every one to use in responsible and accountable for our actions

Establish mechanisms to communicate effectively with employees, consumers

and government on our safety performance.

Changes in Gujranwala Plant

After the purchase of plants in Pakistan coca-cola beverages fire almost all of the

employees working in the old setups. And they rehired some of these and other personnel

on the basis of their competencies they have from other organizations of beverages field

and experienced people from other multinational organizations.

Coca-Cola Beverages Pakistan Limited made number of changes in the

Gujranwala Plant and in other plants. Some of these changes are structural in nature and

some are related to operations of the system.

Now instead of Managing Director of organization, Business Operations Manager

(BOM) is the head of organization. And Malik Muhammad Ameer was appointed as the

BOM in Gujranwala. Now the designation of BOM is replaced by PGM.

They made number of changes in Production system, marketing system etc. for the

improvement in quality. They purchased new fool proof bottles washing system in which

almost every bottle remains in the process for one and a half hour. That step increased the

quality of the product and shows the concern of the company for the society and

consumers in Pakistan.

In 2008 Malik Muhammad Ameer promoted as a Director in the Head office Lahore

plant. In the Gujranwala plant Mr. Usman Butt is appointed as a PGM.


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Globally & Location Specific

Introduction of the Soft Drinks beverages sector

A beverage is a drink does not contain alcohol generally it is also implied that the

drink does not contain milk or other dairy products and that it is consumed while cold.

Carbonated soft drinks are commonly known as soda, soda pop, pop, coke, cola or tonic

in various parts all over the world. They give Thirst quenching properties. They have

Value as social drinks. These drinks Enhance pleasure of drinking. Give Nutritional value

to the consumer.

History Of beverages sector

1798 The term "soda water" first coined.

1810 First U.S. patent issued for the manufacture of imitation mineral waters.

1819 The "soda fountain" patented by Samuel Fahnestock.

1835 The first bottled soda water in the U.S.

1850 A manual hand & foot operated filling & corking device, first used for

bottling soda water.

1874 The first ice-cream soda sold.

1881 The first cola-flavored beverage introduced.

1886 Dr. John S. Pemberton invented "Coca-Cola" in Atlanta, Georgia.

1898 "Pepsi-Cola" is invented by Caleb Bradham..

Non-alcoholic Beverage categories (soft drinks)

Non-carbonated

Tea, coffee


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Fruit and vegetable juices

Mineral water

Milk and milk beverages

Functional and nutritional beverages

Carbonated

Flavored fizzy drinks (high carbonation)

Sports or isotonic beverages (low carbonation)

Beverages sector in Pakistan

The beverage industry in Pakistan has grown over the time. The industry produces

aerated waters, juices, syrups, and squashes. With about 170 units currently in operation

throughout the country, both upstream and downstream industries have grown and are

flourishing. The focus on this industry profile is restricted to aerated water only.

Overview of the Coca Cola

History

1886

On May 8, 1886, Atlanta druggist Dr. John Styth Pemberton (former Confederate

officer) invented "Coca-Cola" syrup using melted sugar, water and other ingredients. It

was mixed in a 30-gal. Brass kettle hung over a backyard fire. It was marketed as a "brain

and nerve tonic" in drugstores.

He first "distributes” Coca-Cola by carrying it in a jug down the street to Jacobs’

Pharmacy. For five cents, consumers can enjoy a glass of Coca-Cola at the soda fountain.

This year, sales of Coca-Cola average nine drinks per day.

Frank M. Robinson, Pemberton's bookkeeper, was the 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 make it look better in advertising.


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Coca-Cola was first sold for 5¢ a glass at a soda fountain in Jacob's Pharmacy in

Atlanta by Willis Venable.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.

1888

In 1888, Asa Griggs Candler 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 famer Cobb, a Georgia native, was another early investor in the

company.

1891

Atlanta entrepreneur Asa Griggs Candler acquires complete ownership of the

Coca-Cola business for $2,300. Within four years, his merchandising flair helps expand

consumption of Coca-Cola to every part of the nation. In this year Coca-Cola produced

its first calendar.

1893

The trademark "Coca-Cola” name and script are registered with the U.S. Patent

and Trademark Office. Dr. Pemberton's partner and bookkeeper, Frank M. Robinson

suggested the name and penned "Coca-Cola" in the unique flowing script that is famous

worldwide today. Mr. Robinson thought, "the two C’s would look well in advertising."

1894

Coca-Cola began as a fountain product, but candy merchant Joseph A.

Biedenharn of Mississippi was looking for a way to serve this refreshing beverage at

picnics. He begins offering bottled Coca-Cola, using syrup shipped from Atlanta, during

this especially busy summer. Joseph A. Biedenharn, owner of the Biedenharn Candy

Company in Vicksburg, Mississippi, first bottled "Coca-Cola."

1895

"Coca-Cola is now drunk in every state and territory in the U.S." - Asia Candler.

1898


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The Company outgrows its facilities and a new building is erected at Edgewood

Avenue and College Street—later to be called "Coca-Cola Place." This year, the

Company enters the markets of Canada and Mexico.

1899

Large-scale bottling becomes possible when Asa Candler grants exclusive rights

to Joseph B. Whitehead and Benjamin F. Thomas of Chattanooga, Tennessee, for one

dollar. The contract marks the beginning of The Coca-Cola Company’s unique

independent bottling system that remains the foundation of Company soft-drink

operations. Within 20 years, the regional bottling system will grow to include 1,000

bottlers, with operations in Cuba, Puerto Rico, Panama, the Philippines and Guam.

1903

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.

1906

Cuba and Panama become the first two countries outside the U.S. to bottle Coca-

Cola.

1915

Around this time, bottles used by companies in the soft-drink industry are very

similar. And Coca-Cola has many imitators, which consumers are unable to identify until

they take a sip. The answer is to create a distinct bottle for Coca-Cola, one that anyone

would recognize, even if it were felt in the dark. As a result, the Root Glass Company of

Terre Haute develops the genuine Coca-Cola bottle with the contour shape now known

around the world. It replaces the straight-sided bottle, giving Coca-Cola a distinct

packaging advantage over the imitations.

1919

The Coca-Cola Company is sold for $25 million to Atlanta banker Ernest

Woodruff and a group of investors. Woodruff was appointed president of "Coca-Cola" on


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April 28, 1923 and stayed on the job until 1955.The same year, the Company's stock is

first sold to the public at $40 a share. One of these original shares was worth about $6.7

million at the end of 1998 (assuming all dividends were Reinvested).

1920

The Coca-Cola Company establishes a manufacturing operation in France. U.S.

Supreme Court Justice Oliver Wendell Holmes rules that Coca-Cola is a single thing

coming from a single source and well known to the community.

1923

Robert W. Woodruff, son of Ernest Woodruff, becomes president of The Coca-

Cola Company. His insistence on quality and more than six decades of leadership take

the business to unrivaled heights of commercial success, making Coca-Cola an institution

the world over. In March 1923, "Coca-Cola" was sold in a 6-bottle carton for the first

time in New Orleans, Louisiana. Today; products of The Coca-Cola Company are

consumed at the rate of more than one billion drinks per day.

1926

The Foreign Department becomes a subsidiary later known as The Coca-Cola

Export Corporation.

1928

Annual bottled Coca-Cola sales exceed fountain sales for the first time. Also this

year, Coca-Cola makes its first Olympic appearance when 1,000 cases of Coke

accompany the U.S. Olympic Team to Amsterdam.

1929

Sixty-four bottling operations are located in 28 countries, spreading refreshment

worldwide. Also this year, the fountain glass is adopted as standard, and "The Pause that

refreshes" first appears in the Saturday Evening Post.

1933


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The automatic fountain dispenser is introduced at the Chicago World's Fair. By

simply pulling a handle, soda jerks can now serve uniform, properly refrigerated Coca-

Cola.

1936

This year, The Coca-Cola Company observes its 50th anniversary. Three-day

bottlers’ convention, a motion picture chronicling the Company’s early year, and even a

special anniversary logo are part of the celebration.

1941

"Every man in uniform gets a bottle of Coca-Cola for 5 cents, wherever he is and

whatever it costs"—Robert Woodruff. .

1942

"It's the Real Thing" is first used in Coke advertising. On December 25, The

Coca-Cola Company, in cooperation with the War and Navy Departments, sponsors a

special 12-hour radio broadcast to more than 142 stations. Titled "Uncle Sam’s Christmas

Tree," the program featured 43 popular orchestras live from 43 widely scattered military

bases in the U.S.

1943

On June 29, General Dwight Eisenhower dispatches a cablegram requesting a

shipment of 3 million bottles of Coca-Cola and complete equipment for bottling,

washing, refilling and capping twice monthly.

1950

Edgar Bergen and his sidekick Charlie McCarthy appear on the first live network

television show sponsored by The Coca-Cola Company.

1955

The 10-, 12- and 26-ounce king-size and family-size bottles are introduced with

immediate success. And Fanta, an orange-flavored beverage, is launched in Naples, Italy.

It later becomes the trademark name for a line of flavored drinks sold around the world.

1960


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Metal cans like the ones sent to troops during the Korean War are now available

on market shelves everywhere. Also this year, The Coca-Cola Company purchases The

Minute Maid Company.

1961

Sprite, the lemon-lime drink, is introduced to the public.

1969

“It's the Real Thing” makes a comeback.

1971

Young people from around the world gather on a hilltop in Italy to sing "I'd like to

buy the world a Coke."

1976

"Coke Adds Life" campaign is introduced.

1977

The unique contour bottle, familiar to consumers everywhere, is granted

registration as a trademark by the U.S. Patent and Trademark Office, an honor awarded

to only a few other packages.

1979

Coke introduces "Have a Coke and a Smile," a campaign of heartwarming

emotion best captured by the television commercial featuring "Mean" Joe Greene, a

tackle on the Pittsburgh Steelers football team.

1981

Roberto C. Goizueta is elected chairman of the Board of Directors and chief

executive officer of The Coca-Cola Company. He will lead the Company for 16 years.

1985

In April, after extensive taste testing, the Company introduces a new taste for

Coca-Cola in the United States and Canada—"new" Coke. Consumers respond with an

unprecedented outpouring of loyalty and affection for the original formula, and the

Company listens. In July, the Company reintroduces the original formula for Coca-Cola,

as Coca-Cola classic. Also this year, Cherry Coke is introduced.

1986


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In the year of the Company’s 100th anniversary, two large U.S. bottlers combine

to form Coca-Cola Enterprises. Over time, this new company will assume responsibility

for bottling operations in Great Britain, France, the Netherlands and Belgium.

1988

An independent worldwide survey confirms that Coca-Cola is the best known,

most admired trademark in the world.

1989

The Coca-Cola Company sells Columbia Pictures to Sony Corporation.

1990

World of Coca-Cola, an attraction featuring a historical and futuristic look at

Coca-Cola as well as a chance to sample The Coca-Cola Company products from around

the world opens in Atlanta.

1994

M. Douglas Ivester is elected president and chief operating officer of The Coca-

Cola Company.

1996

Coca-Cola sponsors the Summer Olympics in the hometown of The Coca-Cola

Company: Atlanta, Georgia. And the Cisneros Bottling Company, the largest soft-drink

bottler in Venezuela, switches from Pepsi to Coca-Cola.

1997

World of Coca-Cola Las Vegas opens complete with a hundred-foot-tall Coca-

Cola contour bottle. The Coca-Cola Company sponsors the Winter Olympics in Nagano,

Japan, marking the 70th anniversary of the Company's Olympic partnership. New

products Citra and Surge hit the market. And M. Douglas Ivester is named chairman of

the Board of Directors and chief executive officer of The Coca-Cola Company. He is the

tenth chairman of the board in the Company’s history.

Time line of coca cola


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1886 – Coca-Cola invented

In 1888, Asa Candler bought out Pemberton

In 1899, Asa Candler sold the bottling rights for Coca-Cola to Benjamin Franklin

Thomas &James Whitehead Sparkling beverage

This bottler model was a critical factor in the Coca-Cola Growth Story.

Even today, it is the most successful business model1923 – Woodruff’s initiatives

of Personal Training,

Better Service and Quality

Products introduced

1929 - Foreign Sales Group

formed for global expansion

1945 – Coca-Cola established as

a global brand

1953 - Coca Cola was

introduced in Pakistan

1960s,- Fanta, Sprite, and Tab introduced

1970s, - Focus on marketing

1979 North Avenue Tower Opens

1980s - The Coca Cola system stabilized

2004 – E. Neville Isdell rolls out MFG

Coca Cola in Pakistan

Coca Cola came to Pakistan in 1953. The Coca-Cola system in Pakistan has given

employment to thousands of local people, and has been contributing to the economy very


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positively, as Coca-Cola in Pakistan has invested hundreds of million dollars (U.S.). Coca

Cola was operating through the franchise-system in Pakistan. But since 1997 Coca Cola

international has acquired the Coca Cola Beverages Pakistan Limited, and CCBPL has

been directly working under Coca Cola international. Later in 2008, Coca Cola Icecek– a

Turkish company acquired more than 50% shares of CCBPL, and now they have been

controlling the operations in Pakistan along with Coca Cola international.

In Pakistan Coca Cola is operating at these locations:

Karachi Gujranwala / Sialkot

Rahim Yar Khan Faisalabad

Lahore Islamabad / Peshawar

Multan

Nature of organization

Coca cola is making consumable products. So the nature of the organization is

consumer consumable.

Coca-Cola sells more than 1 billion drinks a day

Coca cola have employs more than 55,000 people all over the world


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Islamabad

Gujranwala

Lahore

Faisalabad

Multan

Rahim Yar Khan

Karachi


On Map

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Business volume

The coca cola company is not listed in the stock exchange of Pakistan. It is a

multinational company so its business volume is not be ascertain.

Product lines

Coca-cola has over 400 brands in beverages and the most popular brands in

Pakistan are as follows:

Coca Cola

Coca Cola Diet

Sprite

Sprite 3G

Sprite Zero

Fanta


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Fanta Citrus

Pulpy Orange

Splash

Kinley water


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Product packs

250 ml RGB (Returnable Glass Bottle)

250 ml NR (Non Returnable)

240 ml RGB (Only Splash)

330 ml Can

400 ml PET (Only Pulpy Orange)

500 ml PET

1000 ml RGB

1500 ml PET

2250 ml PET

Organizational Chart


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Hierarchy


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Number of employees

DepartmentNo Of

employeesHRIR Department 27Production Department 121Sales Department 293Marketing Department 28Accounts & Finance Dptt.. 38Logistics Department 95Production Department 5MIS department 4Workers 335Total 946

Department Briefing

Introduction of all the departments and Sub Departments

Following are the departments In CCBPL Gujranwala Plant

i. Production Department

ii. Logistic Department

iii. Quality Control Department

iv. Human Resource and Industrial Relation Department

v. MIS

vi. Sales and Marketing Department

vii. Accounts Department

i. Production Department

Washing


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First of all the bottles are washed with very care & antiseptic liquid is used to kill

the germs.

Checking

After washing the washed bottles are checked by passing them in front of the

white light. In this step it is also checked that if the bottle is cracked or fine.

Filling

After checking the empty bottles the bottles are passed through the fillers. In this

the empty bottles are filled with coke. In the same machine the bottles are capped.

Tracking Serial Number

After the filling & capping the bottles are passed in front of the tracking machine

which prints serial number on the neck of the bottle which assures the tracking.

Checking

After this the final checking takes place, the filled bottles are passed in front of

the white light to see that the liquid is clear & there is nothing harmful in the bottle.

Production Rate

During whole of the process, a bottle takes about 1 hour and 30 minutes to pass

through all the process, and when the production stops, then the last bottle sent on the

conveyer belt is ready after one and a half hour. So the total production time consumes

about one and half hour extra. The same plant is used for filling Sprite and Fanta bottles

This changing of the bottles is called Change Over, and for this purpose, the whole

production is stopped, completed and then started over requires one and half hour extra

time. In this way the total production time can be calculated. The filler fills about 7-8

bottles in a second which gives an average of 400 bottles a minute. So if the total

production time is known, we can easily calculate the units produced during a shift or a

day.

The production quantity can also be determined by another way. The total empty

bottles received from the loading department are noted, then the bottles broken, taken out

due to dirtiness, breakage, improper filling or free drinkage are noted at the end of the

day or shift. These are totaled and subtracted from the total empty bottles. This gives the


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number of bottles filled during the shift. It can also be tallied with the number of filled

bottles received by the loading department.

ii. Logistics Department

Logistic department is basically the combination of two departments these are

logistic and shipping department. The whole transports and vehicles are arranged and

maintained by logistic department. And shipping department is responsible for the

maintenance of inventory of empty bottles.

On the whole logistic department is consists of 35 permanent employees. And rest

of the employees work on daily wages.

Responsibilities of Logistics Department

As I mentioned earlier logistic department is basically for the purchase and

maintenance of new vehicles. For that purpose they have a workshop for heavy-duty

vehicles and for cars in the factory. And for the motor cycles they made arrangement with

a workshop from where employees get work done and payment will be made by the

factory at the end of the month.

Types of Vehicles in the Factory

There are basically four major types of vehicles in the factory. These are

Motor Cycles for Market Development Officers (Sales Staff)

Cars for Management

Vans for Loading

Loader Machine

Coca-Cola offers a motorbike and 60 liters of petrol per month to each Market

Development officer (MDO). And the maintenance of the motorbike is also the

responsibility of company. The issuance and maintenance of these motorbikes is also the

responsibility of logistic department. If a new employee is employed in the sales

department as MDO then marketing or sales department send a request for motorbike to

the logistic department and if logistic department has any extra motorbike then they issue

that one to that employee otherwise they purchase a new motorbike for that employee.

Coca-Cola also offers cars for the management. Coca-Cola Gujranwala plant has

approximately 20 cars for management. 1300 CC car is only allowed to BOM (Business


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Operations Manager) and all departmental heads can use 1000 CC car. The

issuance and maintenance of these cars is the responsibility of logistic department.

Logistic department is also responsible to maintain the record of petrol consumption of

each motorbike and car. For the purpose of petrol Coca-Cola International Gujranwala

Plant arranged an agreement with a petrol pump of Admore near the factory from where

any employ can fill his vehicle by giving a slip which is issued by logistic department.

iii. Quality Control Department

In Coca-Cola, it is understood that the purpose of the organization is to serve

customer needs, requirements, and desires. In the context of mission, the process is

optimized to serve customers. Wherever possible, guidelines replace rules, empowerment

to act replaces passing the challenge, and employees make the extra effort to help their

customers and clients.

Coca-Cola is striving for to minimize the gap between desired and actual

performance. In Coca-Cola, all levels of management are actively engaged in process

management and continuous improvement.


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Employees have access to leaders and managers. There is a free flow of

information among managers, supervisors and workers. The quality goal of Coca-cola

simply stated,

“Zero defects in everything we do”

In Coca-Cola everyone understands that they are there to serve customers.

Problems and issues are avoided or resolved in a cooperative fashion. While

responsibility and accountability are required, blame is not assessed and punishment is

not the order of the day when things go wrong. In Coca-Cola, employees are involved in

the process and encouraged to take risks to improve the organization, its products, and its

customer service. Team work is stressed, and employees are motivated to share their

knowledge and experience with others. The organization understands that it is there to

support front-line workers who build products and satisfy customers.

iv. Human Resource & Industrial Relations Department NATIONAL UNIVERISTY OF MODREN LANGUAGES

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Human Resources teams provide a range of first class policies, processes, tools

and training to help people and the business succeed. The team also coaches and develops

line managers to enable them to make decisions that support CCBPL policy, legal

compliance and business needs.

The department is divided into two areas:

Job Analysis

Job analysis is a fundamental concept lays a step above from Job Description. Job

analysis is the actual requirement of the best suited candidate for doing a successful job.

Minimal knowledge, skills, and abilities are judged by each department for its position

available. This approved information by GM is then used by HR Department after

analyzing the positions to perform job to hiring the suitable candidates.

Recruitment Process of Coca-Cola

Recruitment is normally done on the required positions and not on the standby

basis. Recruitment starts whenever a supervisor or Sales Manager needs a sales person

and it is first approved by the General Manager before sending it to the HR Department.

All the vacancies are first internally advertised so that all the employees who fulfill the

requirement can avail this opportunity. If there are not any suitable persons for a

particular job then HR Department search its data bank and if there is no suitable person,

then at last it is advertised in the newspaper but it is rarely the case at Coca-Cola for the

sales man. So for recruitment purpose applications are received through:

Advertisement

Head Office

Walks ins. and Write ins.

Employees’ referrals.


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v. MIS (Management Information System) Department

MIS department is responsible for the generation of reports for each department

i.e. for production department about the situation of empty and syrup. And these reports

are also submitted to the BOM and to the Accounts Manager. On the basis of these

reports Management make decisions about the production, sales and different matters.

This department is also responsible for the development of computer programs for

all departments. This department consists of only two employees one is MIS Manager

and the other is his Assistant.

vi. Sales and Marketing Department

Structure of the Sales Department


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a. Department hierarchy

b. Number of employees working in the sales department

DepartmentNo of

Employees

Regional Sales Manager (RSM) 3Sales Managers (SM) 19


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Market Development Officer (MDO) 150Sales and Merchandise Officer (SMO) 81Sales Driver (SD) 41

Total 294

c. Sales operations

The sales operations of the Company are a combination of accounting and

operational matters. Therefore, under mentioned guidelines and directions include both

the processes. Keeping in view the importance of these procedures to the Company,

every effort is made to define, explain and clarify the minute details of this process.

Following are the operations of the sales department

Customer Database

To establish route distribution, sales information is to be gathered about

customers and listed on the outlet master forms. These shall serve as the permanent data

files.

Demand

All sales made shall be on the basis of the demand/forecast submitted by the sales

personnel (for direct sales) or the dealer (for indirect sales) duly signed by them.

Loading and Check-out

All route/dealer vehicles exiting from the plant/warehouse/Sales Centre shall be

subject to detailed loading and check-out procedures.

Sale to Outlet/Dealer

At the outlet/dealer warehouse (in case, where sale is made to dealers through

Company vehicles), the sales representative shall deliver the filled goods (finished

product), complete and deliver the relevant documents, collect cash, load the

corresponding empties and then return.

Unloading and Check-in

All route/dealer vehicles entering the plant/warehouse/Sales Centre shall be

subject to detailed unloading and check-in procedures.

Route Cash


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All route cash collected shall be deposited with the route cashier on a daily basis.

The management shall ensure that the route cash is kept separate from the petty cash.

Route Settlement

All routes shall be settled on a daily basis at the cut-off time i.e. all the dispatches

in case of indirect sales at the month end have to be made before 12.00 am (midnight of

night between Friday and Saturday) for it to be considered as that particular month’s sale.

Any dispatches after that time would be considered as part of next month’s sale. In case,

a difference arises between the net load and the cash submitted, it shall be highlighted in

the sales representative/driver overage and shortage report. The receipts from debtors

both cash and cheques shall be deposited along with the route cash.

Special Circumstances and Documents

This shall include all the documents to be processed in the sales procedures,

which have not been covered in the previous steps.

A/R Receipt

At the time of recovery from the outlet/distributor, the Salesman / SMO shall

prepare the A/R Receipt in respect of the amount received against A/R balance of the

customer. This shall include:

Customer’s name and code

Amount received in words and figures

Cheque No. (if any)

The Salesman / SMO shall obtain the customer’s signature on the A/R Receipt

and also provide him with one of its copies. The Salesman / SMO shall deposit the A/R

Receipt along with the cash/cheque with the route cashier. Detailed control procedures in

respect of the route cashier have been covered under ‘Section: 3.5 – Revenue’.

Based on the above, the RS shall enter the amount in A/R Collection Control

Account / AR Main.

Daily Collection Statement

At the end of each day, the route cashier shall prepare the Daily Collection

Statement which shall be a summary of the A/R Receipts and send it to the Accounts


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Manager or to the person designated by him along with the individual A/R Receipts. The

Accounts Department shall then update the Subsidiary Ledger maintained in the system.

Daily Breakage Report

The Distribution In charge shall prepare a Daily Breakage Report, which shall

include:

(a) Sales Breakage

The source of this shall be the Inload Sheet for outstation and the Breakage Authorization

for direct routes.

b) Distribution Breakage

This shall be any of the following

1. Labor Breakage : This shall comprise of breakage and wastage incurred

during the loading and unloading at the plant warehouse. The responsibility of

this shall be of the Shipping Department.

2. Warehouse Breakage : This shall comprise of breakage and wastage incurred

at the floor of warehouse. This shall be noted by the shipper in the Daily Stock

Report of warehouse.

3. Collection Breakage : This shall comprise of breakage and wastage incurred

after stocking of the pallets and before those incurred in the de-caser. These

shall be collected and stacked separately by the shipper and shall be charged

to the Shipping Department and then noted in the Daily Breakage Report.

Advance to Suppliers

Advance shall be given to suppliers, depending on the terms agreed with them by

the Company. In case of an event, giving rise to a need for providing advance to the

supplier, all such transactions shall be approved by employees as per the LCOA and

terms of payment shall be clearly mentioned in the Purchase Order.

Advance to Customers

In some circumstances, where there is a need for providing advance to customers,

all such transactions must be duly approved as per LCOA.

Excise Duty Deposit


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Excise duty for clearance of finished products produced shall be deposited as per

the requirements of the Company. Advance shall be recorded at the time of payment. On

finalization of assessment of the duty on the actual clearance of products by the Excise

Department, the amount assessed for the portion of goods sold, free samples, wasted or

items transferred to other locations shall be recognized as expense and the deposit shall

be adjusted accordingly.

These are the main operations in the coca cola sales department.

Function of sales department

a. Sales methodology


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The sales methodology and procedure to be followed by the coca cola Company is divided into a number of process steps. Followed are the detailed procedures in respect of each step.

1. Customer Database


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All information relating to the customer/outlet is to be maintained in the customer

database. This collects and organizes customer data, which is used for settling the daily

routes, for obtaining customer-wise balance details and other reports from the system.

The Sales and Marketing Department shall complete the Outlet Sheet when making new

outlets or for maintenance of existing outlets. This will include essential information of

the outlet as outlet type, address, contact person, NTN number and contact number, sales

and marketing data such as the price list, market segment/channels, equipment and

advertising facilities provided, credit limit and call days during the week, etc. The Outlet

Sheet shall be approved prior to entry. A specimen of the Outlet Sheet is given as

the outlet sheet shall be prepared by Market Development Officer (MDO) and encoded

by Sales Admin Officer/ Marketing Officer and approved by Sales Manager/RSM. The

sales accountant shall then audit the information, fed into BASIS by the Sales

Coordinator.

In respect of the discount terms, the Sales Department shall prepare a proposal,

which will be approved as per the LCOA and financials of the same shall be prepared by

Accounts Department and approved by Accounts Manager.

An agreement for distribution shall be signed with all the distributors. In respect

of the preferential customers, an Exclusivity Agreement shall also be signed with the

customer.

Based on the information entered in BASIS, an Outlet Master File shall be created for

each outlet in BASIS. Each outlet number and name will be specific and unique to a

customer/dealer and all information about the customer shall be subsequently altered

except outlet code/number after proper approval.

2. Demand

The quantity to be loaded shall correspond to the daily sales demand projected. In respect

of Direct Sales, the sales personnel shall fill out the Load Demand and hand it over to the

Shipping Department at warehouse/Sales Centre. A specimen of the Load Demand is

given as The Load Demand shall be prepared by the Sales Assistant and approved by

RSM. The Sales Department shall also intimate the Fleet Department about the time of

availability of the distributor on the load demand submitted.


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3. Loading and Check-out

A specific area shall be designated for loading the goods on the route vehicles

including rented and distributor’s vehicles. This area should be:

Separate from the storage area

Significantly large size

open and clear

Away from the exit gate

Different from the unloading area, if possible.

The full goods (finished goods) will be handed over by the Production

Department to the Shipping Department along with the Production Slip which shall be

prepared after completion of each production run. A copy of the Production Slip shall

also be sent to the Accounts Department. This shall be signed by Production Manager

and Shipping In charge after authorization of QC for quality of the product. Information

will be passed to Accounts Manager and one copy handed over to excise department

official.

For transport of full goods from plant to warehouse/Sales Centre, the Shipping

Officer shall prepare the Stock Transfer Note (STN) and get it approved from

Distribution & Logistic Manager (DLM) (which shall be pre-numbered and have four

copies) and hand it over to the Shipper. The goods will be loaded on the vehicle and shall

be checked by the shipper who will initial on the STN after checking that out load

corresponds to STN. Excise Gate Pass (EGP) will be prepared by excise attorney and

handed over to Shipping officer. The driver of the vehicle will also check the quantity

loaded and initial on the STN. A copy of the STN will be sent to the Accounts

Department after confirmation of receipt of goods by the receiving location, i.e. after the

receiving copy has been acknowledged. The other three copies, along with the EGP, will

be handed to the driver who shall then proceed to the gate of the plant.

The guard will check each vehicle and ensure that all the procedures are

completed inside the premises of the plant. He will then open the gate and let the vehicle

exit from the plant. At warehouse/Sales Centre, the guard shall check the load with the

STN and EGP, make an entry in the register kept at gate office and initial the STN. One


36


copy of the STN will be submitted to the guard and the driver will proceed to the

unloading area.

The full goods will be unloaded and the shipper at warehouse/Sales Centre shall

check the actual quantity received with the STN and differentiate between the sound and

damaged bottles. He shall enter these quantities on the STN and also initial it. A copy of

the STN will be kept by the Shipping Department at warehouse/Sales Centre and another

copy shall be sent back to the Shipping Department at plant on the next day along with

the STNs of the whole day. The EGP shall also be kept by the Shipping department at

DPG and entered in the Excise Register.

The Shipper at warehouse/Sales Centre will load the route vehicle based on the

Load Demand submitted by the Sales Assistant. On the day of the shipment, the shipper

will fill out the Out load Sheet in triplicate as per the quantity loaded on the route vehicle.

The shipper shall also ensure that only sound goods are loaded on the route vehicles. A

collection of these Out load Sheets will then be handed over to the Sales Manager of the

person nominated by him, who will assign each route vehicle to individual SMO along

with the corresponding Out load Sheet. The SMO should check that the out load concurs

with the Out load Sheet and ensure that it only comprises of sound goods. After initialing

the Out load Sheet, he shall return it to the shipper. The Shipping Department will

forward a copy of the Out load Sheet to the Route Settlement Department (RS). Two

copies of the Out load Sheet shall be returned to the respective salesman. One copy shall

be kept by Shipping Department.

The Shipping Department will also prepare the Sales Note, which shall be signed

by the Shipping personnel who is in charge at warehouse/Sales Centre. He will then

check the out load, conform the quantity to the Out load Sheet and endorse the Sales Note

which shall be forwarded to the salesman.

The SMO/sales coordinator shall also be provided with the pre-numbered

Commercial Invoice, which may be blank or pre-addressed in case of both direct/indirect

sales. The route vehicle along with the SMO and the relevant documents will then

proceed to the gate. The guard shall check the out load, agree it with the Out load Sheet


37


and initial it. A copy of the Out load Sheet will be handed over to the guard who shall

make a corresponding entry in the register kept at the gate office. The route vehicle will

then exit warehouse/Sales Centre.

In case of indirect sales through dealer vehicle, unloading shall take place when

the vehicle of the particular dealer arrives at the plant/warehouse/Sales Center. The

shipper shall then load the full goods based on the demand of the particular distributor.

Immediately after loading the full goods, the Sales Assistant will ensure that the dealer

driver has brought cash/pay order/DD/cash deposit slip of the bank for full goods to be

loaded. The Sales Assistant shall prepare the Commercial Invoice. The original

Commercial Invoice will be given to the driver of the dealer vehicle and a copy of this

invoice will be sent to the route settlement.

In case the distributor has made an advance payment directly in the bank account

of the Company, the management shall ensure that the amount of the out load does not

exceed the amount of the deposit, unless a temporary credit as per credit policy is

approved.

Cash Management Procedures

The Company shall manage the cash in a manner ensuring its effective utilization.

For this purpose the Company shall make efforts for quick deposit of cash collected from

direct/indirect sales in the bank. At locations, where indirect sales are being made, the

distributors shall be encouraged to deposit the cash directly in the bank and to facilitate

this the Company shall designate certain bank branches where cash can be deposited and

acknowledgement obtained on pre-printed deposit slips.

The amount at these branches shall be transferred to the main account of the

Company at day end. A copy of the acknowledged slip shall be sent to the plant. At

locations where direct sales are made, cash collected from route settlement will be

deposited in the bank every morning to ensure early deposit and acknowledgement slip

be obtained.

4. Sale to outlet/distributor


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At the outlet/dealer warehouse, the filled goods will be unloaded from the vehicle and the

empties will be loaded in their place. The SMO/Driver will ensure that the empties

loaded agree in brand and pack with the filled goods unloaded.

At the outlet, the SMO/Driver shall fill out the Commercial Invoice, which will include:

Accordingly in brand and pack, the quantity of filled goods sold

Calculating and recording the amount of sale

Recording of HTH discount, promo, low fill and wastage, if any.

Recording of cash received with denominations

Recording of empties delivered

Recording of empties returned

After signing the Commercial Invoice, the SMO/Driver shall also obtain the

signature of the customer or his authorized representative. The original will be handed

over to the signatory and the SMO/Driver shall keep a copy of it.

All entries in the Commercial Invoice shall be made in ink. The SMO/Driver shall

receive the amount of total cash as per the Commercial Invoice and keep it in a properly

secured bag.

In case of indirect sales through dealer’s vehicle, the sales coordinator of the

Company shall prepare the documents based on the quantity of filled goods loaded and

the quantities mentioned in the demand note and forward the filled Commercial Invoice.

The sales coordinator will assist the driver of the dealer to deposit the cash with the

cashier of the Company.

5. Unloading and Check-in

The following procedures shall be performed for unloading and check-in at

Warehouse/Sales Centre/Plant. A specific area shall be designated for unloading the

goods from the route vehicles. This area should be:

separate from the storage area

a significantly large size

open and clear


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away from the entry gate

different from the unloading area, if possible

There shall only be one entry/exit to the plant and the Warehouse/Sales Centre

and at a particular time only one route vehicle should enter the premises. In case of

direct/indirect sales, the Shipping Department shall prepare the In load Sheet for the

quantity of the in load before entering the premises of Warehouse/Sales Centre/Plant.

The shipper shall then supervise the unloading. He will ensure that the full goods,

sound empties and damaged empties are kept separately. He shall then agree the inlaid

with the Inlaid Sheet and sign it. Three copies of the In load Sheet shall be prepared. The

Shipping department shall keep one copy; hand over a copy each to the

SMO/Driver/Customer and to Route Settlement (RS).

The SMO/Driver/Customer shall then proceed to RS which shall fill out the

“Amount” column of the Cash Deposit Slip on the basis of the In load Sheet and sign it.

The SMO/Driver (and in case of indirect sale through dealer vehicle the sales

coordinator/dealer driver) shall then proceed to the route cashier and deposit the route

cash/pay order/DD/cash deposit slip of the bank. The route cashier will:

Count the cash

Enter the denominations on the Cash Deposit Slip

Enter the total amount of cash/pay order/DD/cash deposit slip of the bank in both

figures and words

Sign the Cash Deposit Slip and affix the company stamp

Obtain the signature of the sales representative (and in case of indirect sale

through dealer vehicle the sales coordinator/dealer driver) on the Cash Deposit

Slip.

The route cashier shall keep one copy of the Cash Deposit Slip and hand over the

other two to the sales representative (and in case of indirect sale through dealer vehicle

the sales coordinator/dealer driver) who shall proceed to RS. This shall be signed by the

driver/sales representative, route settlement officer, sales coordinator (in case of indirect


40


sales) and cashier. The detailed control procedures in respect of route cash are described

in VI below.

The dealer driver shall bring cash / bank deposit slip / Demand Draft

corresponding to the in load and deposit it with the route cashier. The control procedures

in respect of Post-mix sales and sales to key accounts shall be the same as those described

above.

6. Route Cash

The management shall ensure that the following control procedures in addition to

those mentioned in the above sections, are established to provide clear accountability and

responsibility:

Ensuring that the route cash is secured at all times.

Control procedures during the sale to outlet/distributor:

The cash shall be properly secured and wherever it may be possible, it should be

kept at a safe place in the route vehicle.

Only the respective salesman/driver and the Sales Manager performing the spot

check shall have access to the cash.

Control procedures at plant / Warehouse / Sales Centre:

(a) The plant / Warehouse / Sales Centre should be equipped with a vault and a well-

secured cashier room. All keys and safe combinations which provide access to cash must

be restricted to appropriate employees.

(b) The cashier's room should be locked at all times. Keys and/or combinations to the

cashier's room and the safe should be assigned to a minimum number of appropriate

employees.

(c) Safe combinations should be changed at appropriate intervals and after each change

of an employee with access to the safe.

1) Cheques should only be accepted if made payable to Company, crossed and

endorsed for the account of the payee only.


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2) The route cashier must verify the salesman/dealer’s cash count in their presence.

3) The route cashier should check the bills to prevent counterfeit money from being

accepted. If counterfeit bills are found, the salesman/dealer driver must replace

them immediately.

4) The counterfeit money shall be destroyed by the route cashier by cutting the bills

into two.

5) The route cashier should not have access to Route Settlement or Accounts

Receivable system.

6) Proper security services should be used whenever possible to transport cash to the

bank.

7) In case security services are hired, their representatives shall be required to give

proper acknowledgement for the cash picked up.

7. Route Settlement

The RS department will encompass Route Settlement clerks. A route shall only be

settled after it has been completely checked. The documents received by RS from the

sales representative (in case of indirect sale through dealer vehicle the sales

coordinator/dealer driver) and the Shipping department will include:

Out load Sheet

In load Sheet

Commercial Invoice

Cash Deposit Slip

Other documents for special circumstances

The Route settlement officer will then checks and record these documents. This will

include:

Ensuring that all documents are original and have been signed by the authorized

persons.


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Ensuring that all documents have been filled in ink and alterations have been

properly approved.

Checking that all calculations are correct.

Ensure that all sequentially numbered documents are accounted for.

Verify that all Commercial Invoices have been signed by customers.

Agree pricing by customer to approved customer price lists.

Verify sales representative's name and employee number to ensure the same

employee is checking the route vehicle both in and out.

In case of any discount given, a credit note shall be prepared. The above

information shall be entered into BASIS through a number of different applications,

which will be used in settling the route in BASIS. After all the information has been

entered, the RS clerk calculates the route to see if it is settled properly (i.e. no product

shortages/overages, cash shortages/overages, or calculation errors). If there are no

overages or shortages, the route will be automatically confirmed for settlement by the

system.

If the route is out-of-balance, BASIS shall measure and isolate route settlement

differences for calculation errors, cash collection differences and load differences. For

each category, overages and shortages shall be measured separately. For each route that is

out of balance, a sales representative over/short report be generated and given to the

salesman. A copy of the report shall be sent for review to the Accounts Manager, Sales &

Marketing Manager and BOM.

The RS clerk shall ensure that the reason for the exception is ascertained by

obtaining justification from the salesman, performing a re-audit and checking from the

Shipping documents. The amounts for sales representative shortage and overage should

be tracked daily and weekly reports shall be sent for review to the Accounts Manager,

Sales & Marketing Manager and BOM.

In case of direct sales, any overages shall be retained by the Company and

recorded as miscellaneous income in the general ledger and any shortages shall be

deducted from commissions. In respect of sales representative, the RS clerk shall collect

cash for the amount of shortage. In case this is not feasible, the over/short report shall be

sent monthly directly from RS to Payroll, for the withholding of shortages.


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8. Other Control Procedures

The management shall ensure that control procedures, in addition to those

mentioned in the above sections, are established and in place to conclude that routes are

properly settled. These shall include the following:

a) RS personnel who have update access to the BASIS RS System should not have

any responsibility for load-out/in and for handling cash.

b) Conversely, any employee with update access to any of the above applications

should not have access to the RS system.

c) Cash Receipts on Account should not be related directly to routes and should be

entered in Accounts Receivable system.

d) All cancelled or unused pre numbered documents should be properly accounted

for by the department initiating the document.

e) In respect of locations having pre-mix or post-mix tanks, the shipper should

specifically ensure that reported “full product” tanks are actually full.

f) The shipper shall count the out load/in load without having advance knowledge of

the quantity.

9. Special circumstances and documents

When a route is settled, it shall be ensured that the number of empties as per the

out load is equal to that as per the in load. Exceptions to this shall occur in the following

circumstances:

Empty on Consignment

Under this, the empties shall be given as a loan to the outlet for a

particular period. The customer shall be required to fill out an Empty Bottles Loan

Requisition and specify the quantity required of the different brands and packs. The

MDO shall then enter the other required information on this document, which shall be

duly approved. A copy of the Empty Bottles Loan Requisition shall be forwarded to RS,

customer and the Shipping Department.


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At the expiry of the loan period, the Distribution In charge shall intimate the sales

representative who shall retrieve the respective quantity of empties. In respect of this, the

sales representative shall prepare the In load Sheet Empties Excess when the empties are

brought back to the plant / Warehouse / Sales Centre. A copy each of this shall then be

forwarded to the RS and the Distribution In charge.

On receiving the above two documents the RS personnel shall enter the same in

the relevant system applications.

Outright Empty on Deposit

In other cases, the empties shall be given to the customers against the equivalent

amount of security deposit, which shall be collected with the route cash, if any. The sales

representative shall prepare the Empty Deposit Slip (EDS) and specify the rate and the

amount of deposit. The Route audit clerk shall compare the information on the two

documents, which shall then be entered in the BASIS. One copy shall be sent to the

Accounts Department along with other documents relating to RS whereas; the other two

copies shall be given to RS and the outlet.

Marketing Department

a. Hierarchy


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b. Number of employees

DepartmentNo of

Employees

Cold Asset Management 11Trade Marketing 12Customer response 2RED management 3

Total 28


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c. Department Wise marketing operations

Trade marketing department

Introduction

The work of the trade marketing department is to market the brand name of

CCBPL. This is basically shop level marketing. The main purpose is to create more and

more awareness in the mind of the people about the different products

The basic function of trade marketing department is to market or spread the name

or trade mark of the organization. CCBPL uses this department to market its products.

The main function of the marketing department is to create awareness of its products

among the consumers. This is basically shop level marketing. Their function is to create

motivtion among the shopkeepers Trade Marketing has four sub departments

A. Activation and Merchandizing

B. Signage

C. Promotion (Contests, Launches, Festivals etc.)

D. Budgeting and marketing store

A. Activation and merchandizing

The main purpose of the department is to activate more and more shops, now the

first question arises that what is meant by activation.


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Activation

Activation means converting a shop. It is the process by which a shop is

converted into a coca cola outlet. The shop uses different promotion material provided by

the company foe example posters, charts, racks etc. After conversion the shop is called a

Coca-cola outlet. Now it uses different techniques like sign boards, posters, wall

hangings etc. of different coca cola products which markets the products of CCBPL. Now

the main function of Trade Marketing Department is to keep an eye and manage the

whole process. To make the Activation process smoother and easier the whole market is

divided into different channels known as the channels of activation.

Channels of Activation

There are many channels of activations but most famous among them are 7 which

are divided into 3 categories these marketing channels are the following

Groceries

Street vendors

HORECA

Groceries

Groceries consist of all the stores and shopping malls from where people use to buy daily

goods. These are divided into 2 categories

TGS (Traditional General Store)

MGS (Modern General Store)

Traditional general store

A traditional general store is the one which uses more than 50% of the

Non-branded items or local manufactured goods. For example: local general stores,

kiryana store.

Modern General Store

A modern general store is a store which sells more than 50% of branded items.

For example: modern store, shopping malls.


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2. Street vendors

Street vendors are the small street shops and small refreshments points. These

are divided into two categories

BSV (beverages street vendors)

PCV (Pan Cigarette vendors)

BSV

BSV stands for beverages street vendors these are the local street refreshments

points for example: burger points, chat points etc.

PCV

PCV stands for cigarette and pan shops these are small street shops and small

refreshment points. These are kiosks (khoka) where people often go to take pan and

cigarette.

3. HORECA

HORECA is the abbreviation of Hotel, Restaurant and café. HORECA is divided

into 3 categories

LFS ( light food stands)

CR ( conventional restaurants)

FFR ( fast food restaurants)

LFS

LFS stands for local food stands these consists of small food points and road side

hotels and restaurants for example: burger points, small hotels etc

CV

CV stands for conventional restaurants these are the small road side hotels not

much expensive and many people visits these hotels.

FFR

FFR stand for fast food restaurants these are the restaurants which offer different

fast food items such as pizza, burgers sandwiches etc. for example: KFC, McDonald etc.


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Functions of the Marketing Department

a. Market Segmentation Strategies

The Coca Cola company segmented there market according to different factors. These

factors are given below

1. Volume

2. SEC (Social economic Class)

3. Channel

4. Area (geographically)

1. Volume Segmentation

In this the coca cola company is divided his market according to the volume of sales. It

segmented his market as Diamond, Gold, Silver, and Bronze. The volume is identified

according to the cases of the different brands and packages. Packages may be small or big

it case will be considered a unit of volume. This is the volume segmentation

Diamond

If an outlet sale more than 3000 cases annually.

Gold

If an outlet sale between 1500 to 3000 cases annually.

Silver

If an outlet sale between 500 to 1500 cases annually.

Bronze

If an outlet sale less than 500 cases annually.


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2. SEC (Social economic Class) Segmentation

SEC (Social economic Class) segmentation divides buyers into different groups

based on social class, lifestyle or characteristics income and living standard. People in the

same demographic Group can have different psycho graphic makeup. So psycho graphic

segmentation helps the marketer in examining attributes related to how a person thinks,

feels, and behaves.

It is divided into three categories

High SEC

Medium SEC

Low SEC

3. Channel Vise Segmentation

There are many channels for coca cola distribution process so the coca cola divided its

market in the seven main trade channels that are discussed before.

Signage

The main function of the signage department is to issue sign boards and bill boards to

different shops. Their main function is that they paint walls, built counters, back Lighting

and Front Lighting etc.

Sign boards and bill boards

Design Counters

Wall Paints

Back Lights

Front Lights

Procedure


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The shop keepers sent signage requisition form through MDO`s. After receiving

these forms are checked by the signage officer and are reviewed and signed by the Trade

Marketing Manager, MSM and S&MM. After their approval these forms are sent to

different vendors workshops and they performs the signage of the specified shops.

Promotion

One of the most important tasks performed by trade

marketing is promotion of its products. The Department uses

many different techniques. All the new product launches are

performed by this Department. Several Contests are conducted to

boost up sales and different types of Festivals are held and much

more. This department basically helps the sales team in boosting

up the sales and act as a back bone of the company.

Cold Asset Management

Introduction

For marketing purpose CCBPL injects coolers of different type and models to all

its channels. These coolers are called the cold assets of the company and there is a whole

department which manages the whole procedure this department is called cold asset

department. Cold asset department performs the following functions

Cooler injection, retrieval and tracking

Cooler complaints and their settlement

A .Cooler Injection, Retrieval and Tracking


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The first and the main function of cold asset department is to inject new coolers in

the market but before discussing the procedure

of injection first of all let us discus the different

cooler models. Mostly coolers are of three types

Chest coolers

Visi coolers

Pre mix and Post mix

Chest Coolers

Chest coolers are available in different

sizes, models and of different companies. These

coolers are purchased from different companies

most famous among them are PEL, Dawlence,

Varioline, Ciel etc.

These coolers are basically available in

different sizes i.e. 3CFT, 5CFT, 10CFT and

15CFT.

Visi Coolers

Visi colers are the coolers which have a glass door and they look more like a

refrigeretor. They are just meant for cooling purposes they are not chillers. These coolers

are manufactured by Verioline Company. These coolers are available in different sizes.

120SAX

260SAX

360SAX

550SAX

1000SAX


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Beside chest and visi coolers another important cold asset is the Pre mix and Post

mix machines. These machines are basically available in two sizes 5 valve and 8 valves.

These machines are made by two companies LANCER and OLYMPUS.

Cooler receiving and injection

Now a day’s CCBPL is only purchasing coolers from VERIOLINE, Lahore. The

asset injection process starts after receiving the new coolers from verioline Lahore. When

the new coolers arrived in the factory they are received by the assistant officer Trade

Marketing (Fareed}. These coolers are stored in the marketing store and the godown.

Before placing the coolers into the go down their codes are matched by the code numbers

sent by the varioline company.

Cooler injection process

The injection process of coolers starts when the cooler requisition form arrives to

the trade marketing officer. Cooler requisition form is a form which is sent by the

shopkeeper. It is basically a request by the shopkeeper that he want a cooler of CCBPL

this form contains the information about the shopkeeper, the shop, its route, agency etc.

on approval by the top management these forms are sent to the trade marketing officer

(Mr. Zia) who performs the asset injection process. After receiving of forms each cooler

is sent to its destination. The TMO write name of the agency as well as the name of the

shop and is sent to the agony/distributer. Each cooler has its own asset code which is used

to track the cooler. The asset code is noted on the cooler requisition form so that to keep a

complete record of the cooler.

Coolers complaint and their settlement

When CCBPL injects its cold assets in the market is also provides free repairing

and service of its cold assets. For this purpose a separate department is working known as

the cooler complaints department. The faction of this department is to note the complaints

and to settle those complaints as soon as possible. The most common complaints faced by

the department is the non working of the coolers.


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Working

In case of Non working of the cooler the shopkeeper files the complaint on the

complaint number provided by the company when a complaint is filed it is written n a

form named as cooler complaint form. A cooler complaint form contains the name of the

shop, cooler asset code and the name of the shop keeper so that it would be easy to trace

the cooler. After filling these forms are sent to the workshop which is situated in the

marketing store. After receiving the forms action is made on them different mechanics

are sent to repair these coolers when a cooler cannot be repaired in the shop it is lift back

to the workshop. In the workshop old coolers are repaired, painted and cleaned. And after

service they are returned to the shopkeepers.

Objectives of Cold Asset Department

Cold Asset Injection

To ensure agreed cold asset quantities to be injected by the year end (6600

approx)

To ensure the paper trail must be supported with all necessary documents while

injecting cold asset

To ensure the cold asset injection within week time on receipt of papers (subject

to availability)

To establish a parallel record of cold asset injection based on conversion &

relocation by party / route on daily basis

To analyze the cold asset injection vs. their planned numbers on weekly basis

Cold Asset Management

To ensure the proper record of all cold assets injected in the market all the time

(more than 24000)

To ensure the retrieval of any cold asset agreement within 10 minutes of request

To ensure the timely & accurate data filling and generate cold asset injection

report on daily basis at said time

Cold Asset Maintenance


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To ensure the cold asset complaint should be addressed and completed on

following benchmarks

Base Market: Diamond outlets 24 hrs - Other outlets 48 hrs

Outstation: Diamond outlets 48 hrs - Other outlets 72 hrs

To maintain a proper record of all complaints by cooler, by nature & ensure it in

time execution

To ensure area of workshop should be neat & clean as per company’s bench mark

all the time

To ensure retrieval of cold asset within week time from the day of sales person

request

Cooler Workshops (on contract)

To prepare a quarterly cost analyses of out station contractual workshops

To visit 5 workshops every month to ensure the timely execution of complaints

To monitor outstation workshops should follow the complaint lead time (48 hrs)

and complaint address time (72 hours)

To ensure 40% of outstation coolers should be handled by outstation contractual

workshops.


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vii. Accounts Department

Accounts Department is responsible for proper flow of cash and for the

controlling of financial assets of the organization. The budget is allocated by TCCEC

(The Coca-Cola Export Corporation) for the period of month or two and finance manager

of TCCEC off and on came there to check the financial activities.

On the whole Accounts Department consists of 16 (Sixteen Employees).They all

are hard working and loyal to the organization.

In Accounts department computerized Accounting System prevails. Till last year

main financial transactions were taking place in Peachtree. Now all the transactions take

place in SAP. Other software’s being used in CCBPL are Basics, CCBPL Payroll System.

Role of Different Designations


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Every designation plays a key role in the development and the growth of the

company business. Each and every individual and the department has its own worth.

Following is the structure of the departments in the DPG. (Duty Paid Gowdon)

These are the parallel departments and directly report to the S &MM.

Plant General Manager (Mr. Usman Butt)

The all business operations and the activities are controlled and supervised by the

plant general manager. He is the head of this organization CCBPL Gujranwala.

So all the strategic decisions and the operating policies are made by the PGM. All the

sales targets and other matters are implemented on the specific department by PGM.

So he is the boss of the entire territory.

Sales and Marketing Manager (Mr. Mian Furqan)

All the sales and marketing activities are watched and controlled by this manager.

There are three departments Sales, Sales Coordination, Marketing department which are

working under the S&MM. So in this way this is a very important post in the company.

All the RSMs, Key Accounts department are directly report to the S&MM.

Regional Sales Managers 3 Posts


Sales

Dept.

Key Accounts

Marketing

Services

Sales Training

S &MM

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The regional sales manger (RSM) is the responsible for sales targets of his region.

Each RSM has a team of employees which consists on the Sales Managers (SM) and

Marketing Development Officer (MDO).

So the RSMs tried to their level best to complete the sales targets which are given

by the S&MM.

Regional Sales Manager (Mr. Aqeel Iqbal)

He deals the outstation market that starts from Shahedra to Warirabad.

All the agencies and private contractors of this region are working under him. There is a

team of SMs, MDOs, DSFs who are report to him.

Regional Sales Manager (Mr.Imran Bashir)

He deals the outstation market that starts from Gujrat to Mirpur.



Regional Sales Manager (Mr. Shakeel Aftab)

He deals the outstation market that starts from Sailkot upto Shakar Garh.



Sales Manager (Mr. Tariq H. Raja)

Basically he is sales manager but working as a RSM. All the sales operations of

the base market are controlled by him. He deals the direct sale which is being done in the

base market.

Sales Training Manager (Mr. Rafiq MAO)

All the training activities are monitored by the STM. In these training sessions

training of new employees and the refresher courses for old employees are included.

Employee performance tests are controlled by him.


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Sales Coordinator Executive (Mr. Shahzad Ahmad)

He deals with the operations of the coverage report and the route settlement.

All the problems of the SMOs and the MDOs are properly entertained by him.

I as a internee, also working under his supervision.

Assistant to PGM (Mam Sabeen Ajaz)

She deals with all the departments on the behalf of PGM. All the matters which

are discussed to PGM. Those are only possible with the help of her.

I as a internee, also working under her supervision.


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a. My Role as a Internee

Description of the department I worked in

a. Sales Department

Distribution of the Sales Area of Gujranwala Plant

The whole area of Gujranwala Plant is divided into three (3) broad regions these

are Gujranwala, Sialkot and Gujrat.

The whole Gujranwala region is further divided into two areas these are named as

Gujranwala Base and Gujranwala District. The whole Gujranwala city including old city

is the part of Gujranwala Base. Gujranwala District consists of all neighboring areas of

Gujranwala city (Daska, Hafizabad, Wazirabad)

Basically for sales purposes the whole territory of Gujranwala region and other regions is

divided into many small parts and for each part they have a separate distributor i.e. for

With the help of these MDO’s company come to know the actual situation of the

market from the mouth of their own employees.

And company provides assistance to the distributor for achieving the sales targets.

As in Sialkot region there are two Area Sales Managers for the co-ordination of

Regional Sales Manager similarly there are two Area Sales Managers in Sialkot They are

hard working people. Due to their hard work distributors of that region are able to

achieve the sale targets.

The remaining departmental structure of the Sialkot Region is exactly similar to that of

Gujranwala Region.

The Gujarat Region covers the area from Wazirabad, Ali Pur, Ahmed Nagar. As

in other two regions Gujarat has also two Area Sales Managers for the co-ordination of

Regional Sales Manager.


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List of Projects

a. Sales Department

Data Validation

The project which is assigned to me is the data validation. I visited the market

with the help of MDO and check the availability of the cooler, activation material,

Channel, SEC etc.

I personally went on different routes of the base market and visited the shops of

those routes.

Customer Database

To establish route distribution, sales information is to be gathered about

customers and listed on the outlet master forms. These shall serve as the permanent data

files.

b. Marketing department

Like all other organizations CCBPL also have different departments that perform

different functions. The main departments are Human Resource, Production, Finance and

the last and the most important The Marketing Department. The basic function of the

Marketing Department is to support sales team to market the products of Coca Cola.

They usually create awareness about the company’s products in the mind of consumers or

in other words they play a vital role in boosting the sales of the company. The work of

Marketing Department is very large and complex. Therefore to work more smoothly and

efficiently it is divided into small sub Departments. These Departments I have visited.

i. Trade marketing Department

ii. RED Audit Department

iii. Cold Asset Management

iv. Consumer & Customer Response

Hierarchy of Marketing Department


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i. Trade marketing department

The work of the trade marketing department is to market the brand name of

CCBPL. This is basically shop level marketing. The main purpose is to create more and

more awareness in the mind of the people about the different products

The basic function of trade marketing department is to market or spread the name

or trade mark of the organization. CCBPL uses this department to market its products.

The main function of the marketing department is to create awareness of its products

among the consumers. This is basically shop level marketing. Their function is to create

motivation among the shopkeepers Trade Marketing has four sub departments

Activation and Merchandizing

Signage

Promotion (Contests, Launches, Festivals etc.)

Budgeting and marketing store

ii. Cold Drink Asset Management

For marketing purpose CCBPL injects coolers of different type and models to all

its channels. These coolers are called the cold assets of the company and there is a whole

department which manages the whole procedure this department is called cold asset

department. Cold asset department performs the following functions

Cooler injection, retrieval and tracking

Cooler complaints and their settlement

Cooler Injection, Retrieval and Tracking


63


The first and the main function of cold asset department is to inject new coolers in

the market but before discussing the procedure of injection first of all let us discus the

different cooler models. Mostly coolers are of two types

Chest coolers

Visi coolers


Coolers complaint and their settlement

When CCBPL injects its cold assets in the market it also provides free repairing

and service of its cold assets. For this purpose a separate department is working known as

the cooler complaints department. The faction of this department is to note the complaints

and to settle those complaints as soon as possible. The most common complaints faced by

the department is the non working of the coolers.

iii. R.E.D (Right Execution Daily)

“RED FUNCTION IS TO BRING THE MARKET REALITY TO OUR

KNOWLEDGE DAILY, SO WE CAN IDENTIFY IF OUR STRATEGIES ARE BEING

EXECUTED AND WHERE CAN WE DO BETTER”. To achieve daily perfection,

COCA-COLA developed a POS survey method that generates market reports to the sales

area with indicators, so they can have better information to execute on the market and

named it RED.

RED KPIs & Weight age

Availability (must SKUs as per BPPC) 40%

SOVI (Share of Visible Inventory – Facing in Display) 20%

POP (Activation as per Toolkit) 20%

POC (Cooler) 20%


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Key Learning

a. Success and failed Products

Successive Products

Coca cola is a multinational company .Almost In the Pakistan almost it’s all

products are success and have a reason blue market growth. Once again these products

are

Coke

Coke diet

Sprite

Sprite Zero

Fanta

Pulpy Orange

Reasons of Success

Strong Taste and flours

Popular among people

Availability at every Corner of the country

Target marketing

Segmented markets

Strong Distribution

Reasonable prices

Strong management

Extreme quality

Accessibility

Strong awareness

Give values to customers

Competing brand

Active sales promotion

Strong Image

Affordable

Second Advantage over rivals


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Sales promotion

Effective margins to

Failed products

The coca cola company used his same strategies for all the products so in this way

as the all the products should be successive. But it is not compulsory that the same

strategy is used for all the products. There are some failed products also. These failed

products of coca cola are

Splash (Minute Maid)

Sprite 3G

Reasons Of failure

Less Advertisement

The coca cola company not takes attention on the advertisement of the Splash.

The first TV commercial of splash is shown after two to three month of the launch of the

splash brand.

Awareness and communication

The promotional strategy of these products is not up to the standard so the people

in the market are less aware with these products splash and the sprite 3G.

Focus on push strategy

The company focuses more on the push strategy rather than the pull strategy.

Because these products are new and for new products pull strategy is more effective to

have.

The competitive products

There are more control of the competitive products in the market,. The people like

their product instantly more than the own brands. .these brands are more successful have

high market growth. Having more shares in the market these compotators are for splash

these are sheezan and nestle and for Sprite 3G there are “Mountain Dew” by the Pepsi

Company.

Taste and Flavor


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The taste and flavor of both these products are not liked by the people. According

to them the taste and flavor are not so refreshing than the other brands against the other

competitive brands

Market growth rate is low

The market growth rate of the splash and the sprite 3G is low because these are

the NPD (New product development).

Other reasons

A weak positioning strategy is used.

A less-than-optimal "configuration" of product or service attributes and benefits is

selected.

The advertising campaign generates an insufficient level of new product/new

service awareness.

Cannibalization depresses corporate profits.

Over-optimism about the marketing plan leads to a forecast that cannot be

sustained in the real world.

Future prospects of Coca Cola

Coca-Cola has always been a brand associated with youth and exuberance,

surrounded by a positive contemporary outlook on life. The marketers behind it must

have continued to do something right, as Coke remains arguably one of the most well

known brands in the world.

In future the coca cola have long plans. In their view the Pakistan Environment Is

affordable for some high social economics products. They also want to increase their

sales volume. For this purpose the company has more strong strategies for this purpose.

The company will get more attentive on their competitive brands. The company will

apply

More Stronger product solutions

More active pricing strategies

More segmented distribution

More stronger sales promotions

For Next year, these goals are:


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To increase the revenues by 20% as compared to last year.

To increase the total retail customers by around 10%.

To increase the market share by 5%.

In future coca cola also the launches of some new products

Disani Flavored water Burn Energy Drink


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SWOT Analysis of Coca Cola

Strengths

A strong Multinational company

Brand equity/image & recognition

Coca Cola’s Bottling System

Dealers and Distributor’s Excellent Service

Financial Position and Credit Rating are Strong

Well Developed Strategy

Information System interface is used

One of the World's Most recognized brand.

Product diversification (water, juices, soft drinks, sport drinks, etc)

Weaknesses

Dissatisfaction among staff (between the management and the worker)

Lack of motivational factor

Lack of promotions of staff

High Turn Over of Employees

Large Hierarchy

Late decisions

Lack of Coordination Between departments

Credit rating

Low Wages of daily workers

Chilling Equipments are poor in performance as compare to competitor company

More paper work as compare to the competitors


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Opportunities

More Still drinks (Juices) should be introduced

Expansion – Reaching all over the Pakistan

Possible growing demand.

Acquisitions of smaller players.

Bottled water growth

PET Bottle in Liter pack

Threats

New Viable Competitors (Gourmet Soft Drinks)

Fake products Supply by the unknown peoples

Competing Products (Pepsi)

Rapid Social Economic Changes in market

Political Instability in The Country

Economic Instability

Health Drinks – Fruit Juice Companies


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Conclusion

It was a good experience working in all the departments and understanding

their procedures of handling their work and examining their strong

commitment and positive attitude towards serving the company. I came

across various experiences in Sales and Marketing Department.

Overall this organization is doing well. Company provides many benefits

and also facilitates its employees at all times. A rich culture is followed in

CCBPL Gujranwala. In short….I have spent a memorable time over here

and learned a lot from them. In the end I wish a prosperous and bright future

to Coca-Cola Beverages Pakistan Ltd. (Gujranwala Plant)

Recommendations


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The Coca-Cola promise and their aspirations for the 21st Century must drive their

decisions and their actions. The following recommendations are made for further

betterment;

The company should have a team to check the fake products in the market

Coca Cola Company should try to emphasis more on providing their

infrastructure in the market to facilitate their customers.

According to the survey, conducted by the international firm Pakistani people like

little bit sweeter cola drink. So for this coca cola company should produce their

product according to the local demand.

Marketing team should try to increase the availability of Coke in rural areas.

They should collaborate creatively with those who sell their products in the

marketplace, developing relationships built on mutual success, not only from their

brands, but also from their services.

They should actively cultivate a diverse, rewarding culture that encourages their

people to develop to their fullest potential, assuring enjoyment and satisfaction in

the Coca-Cola work environment.

They should intensely promote innovation as an explicit priority in every aspect

of their business, including the structures of their business.

They should consolidate resources to focus on the soft drink market and divest of

other businesses such as fruit drinks

They should continually operate as model business citizens, consistently shaping

them business decisions to improve the quality of life in the communities where

they do business.

Most of the outlets complaint about the lid of regular size bottle as there has been

the problem of rust on it, so it is recommended to the Company to regular

feedback from the market about the quality and distribution of product.

The job descriptions should be revised.

References


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Books References

Principle of Marketing by (Philip Kotler)

New Product Development by (Crawford, Merle, Benetto)

Website References

http://www.google.com

http://www.cocacola.com

http://www.cocacolaasia.com

Company References

Company Officials and documents


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http://www.cocacolaasia.com/

http://www.cocacola.com/

http://www.google.com/

umair internship

Documents

cocacola sales

cocacola company

internship reportname

marketing department

area of sales

field of marketing

sales area of gujranwala

introduction of department