Executive summary

Giant soft drink company Coca Cola has come under intense scrutiny by investors due to its
inability to effectively carry out its marketing program. Consequently it is seeking the help of
Pollinates Marketing Company Pty Ltd to develop a professional marketing plan which will help
the business achieve its objectives more effectively and efficiently, and inevitably regain their
iron fist reign on the soft drink industry.

When establishing a re-birthed marketing plan every aspect of the marketing plan must be
critically examined and thoroughly researched. This consists of examining market research,
auditing business and current situation (situation analysis) and carefully scrutinizing the soft
drink industry and possibilities for Coca Cola in the market. Once Coca Cola have carefully
analyzed the internal and external business environment and critically examined the industry in
general the most suitable marketing strategies will be selected and these strategies will be
administered by effectively and continually monitoring external threats and opportunities and
revising internal efficiency procedures.
 Situation Analysis on coca cola

Market Analysis:

The market analysis investigates both the internal and external business environment. It is vital
that Coca cola carefully monitor both the internal and external aspects regarding it’s business as
both the internal and external environment and their respective influences will be decisive traits
in relation to Coke’s success and survival in the soft drink industry.

Internal Business Environment

The internal business environment and its influence is that which is to some extent within the
business’s control. The main attributes in the internal environment include efficiency in the
production process, through management skills and effective communication channels. To
effectively control and monitor the internal business environment, Coke must conduct continual
appraisals of the business’s operations and readily act upon any factors, which cause
inefficiencies in any phase of the production and consumer process.

External Business Environment

The External business environment and its influences are usually powerful forces that can affect
a whole industry and, in fact, a whole economy. Changes in the external environment will create
opportunities or threats in the market place Coca cola must be aware off. Fluctuations in the
economy, changing customer attitudes and values, and demographic patterns heavily influence
the success of Coca Cola’s products on the market and the reception they receive from the
consumers.

SWOT Analysis:

SWOT stands for Strengths Weakness Opportunities Threats. SWOT analysis is a technique
much used in many general management as well as marketing scenarios. SWOT consists of
examining the current activities of the organisation- its Strengths and Weakness- and then using
this and external research data to set out the Opportunities and Threats that exist.

Strengths:

Coca-Cola has been a complex part of world culture for a very long time. The product’s image is
loaded with over-romanticizing, and this is an image many people have taken deeply to heart.
The Coca-Cola image is displayed on T-shirts, hats, and collectible memorabilia. This extremely
recognizable branding is one of Coca-Cola’s greatest strengths. “Enjoyed more than 685 million
times a day around the world Coca-Cola stands as a simple, yet powerful symbol of quality and
enjoyment” (Allen, 1995).

Additionally, Coca-Cola’s bottling system is one of their greatest strengths. It allows them to
conduct business on a global scale while at the same time maintain a local approach. The bottling
companies are locally owned and operated by independent business people who are authorized to
sell products of the Coca-Cola Company. Because Coke does not have outright ownership of its
bottling network, its main source of revenue is the sale of concentrate to its bottlers.

Weaknesses:

Weaknesses for any business need to be both minimized and monitored in order to effectively
achieve productivity and efficiency in their business’s activities, Coke is no exception. Although
domestic business as well as many international markets are thriving (volumes in Latin America
were up 12%), Coca-Cola has recently reported some “declines in unit case volumes in Indonesia
and Thailand due to reduced consumer purchasing power.” According to an article in Fortune
magazine, “In Japan, unit case sales fell 3% in the second quarter [of 1998]…scary because
while Japan generates around 5% of worldwide volume, it contributes three times as much to
profits. Latin America, Southeast Asia, and Japan account for about 35% of Coke’s volume and
none of these markets are performing to expectation.

Coca-Cola on the other side has effects on the teeth which is an issue for health care. It also has
got sugar by which continuous drinking of Coca-Cola may cause health problems. Being
addicted to Coca-Cola also is a health problem, because drinking of Coca-Cola daily has an
effect on your body after few years.

Opportunities:

Brand recognition is the significant factor affecting Coke’s competitive position. Coca-Cola’s
brand name is known well throughout 94% of the world today. The primary concern over the
past few years has been to get this name brand to be even better known. Packaging changes have
also affected sales and industry positioning, but in general, the public has tended not to be
affected by new products. Coca-Cola’s bottling system also allows the company to take
advantage of infinite growth opportunities around the world. This strategy gives Coke the
opportunity to service a large geographic, diverse area.

Threats:

Currently, the threat of new viable competitors in the carbonated soft drink industry is not very
substantial. The threat of substitutes, however, is a very real threat. The soft drink industry is
very strong, but consumers are not necessarily married to it. Possible substitutes that
continuously put pressure on both Pepsi and Coke include tea, coffee, juices, milk, and hot
chocolate. Even though Coca-Cola and Pepsi control nearly 40% of the entire beverage market,
the changing health-consciousness of the market could have a serious affect. Of course, both
Coke and Pepsi have already diversified into these markets, allowing them to have further
significant market shares and offset any losses incurred due to fluctuations in the market.
Consumer buying power also represents a key threat in the industry. The rivalry between Pepsi
and Coke has produce a very slow moving industry in which management must continuously
respond to the changing attitudes and demands of their consumers or face losing market share to
the competition. Furthermore, consumers can easily switch to other beverages with little cost or
consequence.

Product Life cycle:

When referring to each and every product or service ever placed before the consumer i.e. in the
long term all the existing products and services are dead. For e.g.:- Replacement of Ford Cortina
( a highly successful car) by Ford Sierra, the replacement of sierra by the Ford Mondeo and the
replacement of the old Mondeo by the new Mondeo in 2001. So every product is born, grows,
matures and dies. So in the commercial market place products and services are created, launched
and withdrawn in a process known as Product Life Cycle.

To be able to market its product properly, a business must be aware of the product life cycle of
its product. The standard product life cycle tends to have five phases: Development,
Introduction, Growth, Maturity and Decline. Coca-Cola is currently in the maturity stage, which
is evidenced primarily by the fact that they have a large, loyal group of stable customers.

Furthermore, cost management, product differentiation and marketing have become more
important as growth slows and market share becomes the key determinant of profitability. In
foreign markets the product life cycle is in more of a growth trend Coke’s advantage in this area
is mainly due to its establishment strong branding and it is now able to use this area of stable
profitability to subsidize the domestic Cola Wars.
Marketing Objectives

The objective is the starting point of the marketing plan. Objectives should seek to answer the
question ‘Where do we want to go? The purposes of objectives include:

 To enable a company to control its marketing plan.

 To help to motivate individuals and teams to reach a common goal.
 To provide an agreed, consistent focus for all functions of an organization.

All objectives should be SMART i.e. Specific, Measurable, Achievable, Realistic, and Timed.

Specific – Be precise about what you are going to achieve

Measurable – Quantify you objectives

Achievable – Are you attempting too much?

Realistic – Do you have the resource to make the objective happen (men, money, machines,
materials, and minutes)?

Timed – State when you will achieve the objective

1. Market Share Objectives:

To gain 60% of the market for soft drinks industry.

2. Profitability Objectives:

To achieve a 20% return on capital employed.

3. Promotional Objectives:

To increase awareness of the product on the market.

4. Objectives for Survival

To survive the current market war between competitors.

5. Objectives for Growth

To increase the size of the world wide Coca Cola enterprise by 10%.

Selecting Target Market

Once the situation analysis is complete, and the marketing objectives determined, attention turns
to the target market. The soft drink market is very large, and the business cannot be “all things to
all people”, so it must choose which market segments have the greatest potential. The target
market is the group of customers on whom the business focuses attention. The target market is
where Coca Cola focuses its marketing efforts as it feels this is where it will be most productive
and successful. The target market for Coca cola is very wide as it satisfies the needs for many
different consumers, ranging from the healthy diet consciousness through Diet Coke to the
average human through its bestselling drink regular Coke. Most Coke products satisfy all age
groups as it is proven that most people of different age groups consume the Coca Cola product.
This market is relatively large and is open to both genders, thereby allowing greater product
diversification.
There are four broad ways which Coca Cola can segment its market:

 Mass marketing
 Concentrated marketing
 Differentiated marketing
 Niche marketing

The most apparent method used by Coca Cola is with no doubt the differentiated marketing
method as Coke satisfies a range of different markets. Diet coke satisfies the weight
consciousness, regular coke, sprite, Fanta the average human, coffee, iced tea etc. Each group of
beverages satisfies a particular group of people but majority the average human.

Developing the Marketing Mix

The marketing mix is probably the most crucial stage of the marketing planning process. This is
where the marketing tactics for each product are determined. The marketing mix refers to the
combination of the four factors (price, promotion, product, and place) that make up the core of a
business’s marketing strategy. In this step of the marketing planning process, marketing mix
must be designed to satisfy the wants of target markets and achieve the marketing objectives.
The most successful businesses have continually monitored and changed their marketing mix due
to respective internal and external factors and have monitored the external business environment
in order to maximize their marketing mix components.

Product:

Many Products are physical objects that you can own and take home. But the word product
means much more than just physical goods. In marketing, product also refers to services, such as
holidays or a movie, where you enjoy the benefits without owning the result of the service.

Businesses must think about products on three different levels, which are the core product, the
actual product and the augmented product. The core product is what the consumer is actually
buying and the benefits it gives. Coca Cola customers are buying a wide range of soft drinks.
The actual product is the parts and features, which deliver the core product. Consumers will buy
the coke product because of the high standards and high quality of the Coca Cola products. The
augmented product is the extra consumer benefits and services provided to customers. Since soft
drinks are a consumable good, the augmented level is very limited. But Coca Cola do offer a
help line and complaint phone service for customers who are not satisfied with the product or
wish to give feedback on the products.

Positioning

Once a business has decided which segments of the market it will compete in, developed a clear
picture of its target market and defined its product, the positioning strategy can be developed.
Positioning is the process of creating, the image the product holds in the mind of consumers,
relative to competing products. Coca Cola and Franklins both make soft drinks; although
Franklins may try to compete they will still be seen as down market from Coca Cola. Positioning
helps customers understand what is unique about the products when compared with the
competition. Coca Cola plan to further create positions that will give their products the greatest
advantage in their target markets. Coca Cola has been positioned based on the process of
positioning by direct comparison and have positioned their products to benefit their target
market. Most people create an image of a product by comparing it to another product, thus
evident through the famous battles between Coca-Cola and Pepsi products.

Branding

It is often hard to say exactly why we buy one company’s product over another. Companies such
as Nike and Adidas spend large amounts of money trying to win consumers away from their
competitors who make products that are very similar. The popularity of the brand is often the
deciding factor. Over the time Coca Cola has spent millions of dollars developing and promoting
their brand name, resulting in worldwide recognition. ‘Coca-Cola’ is the most recognized
trademark, recognized by 94% of the world’s population and is the most widely recognized word
after “OK”. Coca Cola’s red and white colors and special writing are all examples of world-wide
trademarks.

There are a number of branding strategies: Generic brand strategy, Individual brand strategy,
Family brand strategy, Manufacturer’s brand strategy, Private brand strategy and Hybrid brand
strategy. Coca Cola utilizes the Individual brand strategy as Coca Cola’s major products are
given their own brand names e.g Fanta, Sprite, Coca Cola etc although they maybe presented as
different lines they operate under the name of Coca Cola.

Packaging

Packaging, which is not as highly perceived by businesses, is still an important factor to examine
in the marketing mix. Packaging protects the product during transportation, while it sits in the
shelf and during use by consumers; it promotes the product and distinguishes it from the
competition. Packaging can allow the business to design promotional schemes, which can
generate extra revenue and advertisements. Coca-Cola has benefited from packaging the product
with incentives and endorsements on the labeling as a promotional strategy to increase its
volume of sales and revenue.

Price:

Price is a very important part of the marketing mix as it can affect both the supply and demand
for Coca Cola. The price of Coca Cola’s products is one of the most important factors in a
customer’s decision to buy. Price will often be the difference that will push a customer to buy
our product over another, as long as most things are fairly similar. For this reason pricing
policies need to be designed with consumers and external influences in mind, in order to
effectively achieve a stable balance between sales and covering the production costs.
Price strategies are important to Coca Cola because the price determines the amount of sales and
profit per unit sold. Businesses have to set a price that is attractive to their customers and
provides the business with a good level of profit. Long before a sale was ever made Coca Cola
had developed a forecast of consumer demand at different prices which inevitably determined
whether or not the product came on the market, as well as the allocation of adequate money and
resources to produce promote and distribute the product.

Pricing Strategies and Tactics

The pricing Strategy a business will use will have to focus on achieving the marketing plan’s
objectives and support the positioning of the product, and take external factors such as economic
conditions and competitors in to account. There are 5 strategies available to business: Market
skimming pricing, Penetration pricing, Loss leaders, Price Points and Discounts. Over the years
Coca Cola has used Penetration Pricing as a way of grabbing a foothold in the market and won a
market share. Its product penetrated the marketplace. Once customer loyalty is established as
seen with Coca Cola it is then able to slowly raise the price of its product. There has been a
fierce pricing rivalry between Coca Cola and Pepsi products as each company competes for
customer recognition and satisfaction. Till now it appears as if Coke has come up on top,
although in order to gain long term profits Coke had to sacrifice short term profits where in some
cases it either went under of just broke even, but as seen it has been all for the best.

Pricing Methods

Good pricing decisions are based on an analysis of what target customers expect to pay, and
what they perceive as good quality. If the price is too high, consumers will spend their money on
other goods and services. If the price is too low, the firm can lose money and go out of business.

Pricing methods include: Cost based Pricing, Market based pricing and Competition based
Pricing. Over the years Coca has lost ground here in it’s pricing but has regained it’s strength as
it employed the Competition-based pricing method which allowed it to compete more effectively
in the soft drink market. Leader follower pricing occurs when there is one quite powerful
business in the market which is thought to be the market leader. The business will tend to have a
larger market share, loyal customers and some technological edge, thus the case currently with
Coke; it was first the follower but through effective management has now become the leader of
the market and is working towards achieving the marketing objectives of the Coca Cola. Survival
in the market place, own 60 % of market share by 2007, increase further awareness of product
and a return on 20% on capital employed for August 2007.

Promotion:

In today’s competitive environment, having the right product at the right place in the right place
at the right time may still not be enough to be successful. Effective communication with the
target market is essential for the success of the product and business. Promotion is the p of the
marketing mix designed to inform the marketplace about who you are, how good your product is
and where they can buy it. Promotion is also used to persuade the customers to try a new
product, or buy more of an old product.

The promotional mix is the combination of personal selling, advertising, sales promotion and
public relations that it uses in its marketing plan. Above the line promotions refers to mainstream
media: Advertising through common media such as television, radio, transport, and billboards
and in newspapers and magazines. Because most of the target is most likely to be exposed to
media such as television, radio and magazines, Coca Cola has used this as the main form of
promotion for extensive range of products. Although advertising is usually very expensive, it is
the most effective way of reminding and exposing potential customers to Coca Cola Products.
Coca Cola also utilizes below the line promotions such as contests, coupons, and free samples.
These activities are an effective way of getting people to give your product a go.

Place and Distribution:

The place P of the marketing mix refers to distribution of the product- the ways of getting the
product to the market. The distribution of products starts with the producer and ends with the
consumer.
One key element of the “Place/Distribution” aspect is the respective distribution channels that
Coca Cola has elected to transport and sells its product.

Selecting the most appropriate distribution channel is important, as the choice will determine
sales levels and costs. The choice for a distribution channel for any business depends on
numerous factors, these include:

• How far away the customers are;

• The type of product being transported;

• The lead times required; and;

• The costs associated with transport;

There are four types of distribution strategies that Coca Cola could have chosen from, these are:
intensive, selective, exclusive and direct distribution. It is apparent from the popularity of the
Coca Cola’s product on the market that the business in the past used the method of intensive
distribution as the product is available at every possible outlet. From supermarkets to service
stations to your local corner shop, anywhere you go you will find the Coca Cola products.

Physical Distribution Issues

Coca Cola needs to consider a number of issues relating to the physical distribution of its soft
drink products. The five components of physical distribution are, order processing, warehousing,
materials handling, inventory control, transportation. Coca Cola must further try to balance their
operations with more efficient distribution channels.

Order Processing- Coca Cola cannot delay their processes for consumer deliveries (i.e. delivery
to selling centers), as this is inefficient business functioning and is portrays a flawed image of the
product and overall business.

Warehousing and inventory control- warehousing of Coca Cola products is necessary. Inventory
control is another important aspect of distribution as inventory makes up a large percentage of
businesses assets. Choosing the correct and desired inventory measure that Jackson’s sees as
most effective is vital. Jackson’s must remember though that there are factors involved with
inventory control that can hinder the products sales and customer perceptions (hazards,
distribution from storage facilities, etc…).

Materials handling- this deals with physically handling the product and using machinery such as
forklifts and conveyor belts. When holding products, then Coca Cola has benefited from
purchasing or renting respective machinery.

Transportation- transporting Coca Cola products is the one most important components of
physical distribution. Electing either to transport the sports drink by air, rail, road or water
depends on the market (i.e. global, or domestic?) and depends on the associated costs. The most
beneficial transportation method for Coca Cola would be ROAD if the product were moved
around from storage to the cost centers.

Implementing, Monitoring and Controlling

Financial Forecasts

Financial forecasts are predictions of future events relating strictly to expected costs and revenue
costs for future years. There are five major marketing expenditures, which include research costs,
product development costs, product costs, promotion costs and distribution costs.

Sales force composite is the most logical method in forecasting revenue. This involves estimates
from individual salespeople to sell to work out a total for the whole business. Once these costs
and revenues are forecasted, management can then decide which combination of marketing mix
strategies will deliver the most sales revenue at the lowest cost.

Implementing

Implementation is the process of turning plans into actions, and involves all the activities that put
the marketing plan to work. Successful implementation depends on how well the business blends
its people, organizational structure and company culture into a cohesive program that supports
the marketing plan.

For its further success, Coca Cola must impose several key changes. Production needs to be on
time and meet the quota demanded from wholesalers. It must also be efficient so as not to build
inventory stocks and inventory prices. The marketing needs to be motivated and knowledgeable
about the product. The forms of promotion such as advertising must be attracting and enticing to
the target market to get the greatest amount of exposure possible for the product. This will ensure
the success of the product in the stores. Distribution of the product must be efficient. This
problem has already been taken care of with convenient transport routes to commercial areas and
transport already being arranged.

Monitoring and Controlling

Monitoring and controlling allows the business to check for variance in the budget and actual.
This is important because it allows Coca Cola to take the necessary actions to meet the marketing
objectives. There are three tools Coca Cola should use to monitor the marketing plan. They are
the following:

i. Sales Analysis

The sales analysis breaks down total business sales by market segments to identify strengths and
weaknesses in the different areas of sales. Sellers of Coca Cola products vary from major retail
supermarkets to small corner stores. This gives the its products maximum exposure to customers
at their convenience.

ii. Market Share Analysis

Market share analysis compares Coca Cola’s business sales performance with that of its
competitors. Coca Cola looks to increase its market share by over 60%. With the changes Coca
Cola is currently undergoing, they aim to regain an iron fist control of the market. Target market
various age groups and lifestyles from high school students too universities, and male or female.
Marketing Profitability Analysis

This analysis looks at the cost side of marketing and the profitability of products, sales
territories, market segments and sales people. There are three ratios to monitor marketing
profitability; they are market research to sales, advertising to sales and sales representatives to
sales. The results of these three tools can help Coca Cola determine any emerging trends, such as
the need for a different product. Comparing these results with actual results gives the business an
idea on when to change.

Market Research

When attempting to implement a new Marketing plan a business must address its target market
and conduct the relevant information to insure the new marketing plan both differs from the old
and is better for the business. When conducting market research a business must first define the
problem and then gather the appropriate information to solve the problem. There are 3 types of
information a business can gather to solve its problems.

 Exploratory Research which clarifies the problem and d searches for ways to address it.
 Descriptive Research is used to measure and describe things like the market potential for
a product and characteristics of the target market.
 Casual Research is used to test a hypothesis about a cause and effect relationship.

Coca Cola through its market research has addressed all three types of research to define the
problem raised by shareholders and gathered information to serve their needs.

Factors Influencing Consumer Choice

When making decisions on products a business must look at factors that influence consumer
choice such as psychological factors, Sociocultural factors, Economic factors and Government
Factors.

Psychological Factors: such as motivation, perception, lifestyle, personality and self-concept,

learning, and attitudes influence the consumers behavior towards a product and Coca Cola has
addressed this issue by introducing Diet Coke to satisfy different lifestyles.

Sociocultural factors: such as culture, subculture, socio-economic status, family and reference
groups influence the consumer’s behavior towards a product.

Economic factors: such as Disposable income and discretionary income. Coca Cola has
addressed this side of the influence by maintaining a low price on the price of its products.

Government Factors: such as new regulations, inflation, interest rates all influence consumer
spending and choice.

Conclusion

After through the research we come to a conclusion that the marketing strategy of coca cola is
working for them and their product is gaining popularity among youth day by day.