Power Point

• Began in 1886 and we operate in over 200 countries offering more than 2800 beverage products

• Products include waters, juices, teas, coffees, sports drinks and energy drinks

• We own four of the world's top five nonalcoholic beverage brands: Coca-Cola, Diet Coke, Sprite and Fanta

• In 2007, we had sales of over $1 billion worldwide

• We distribute our wide array of beverages to consumers at a rate of 1.5 billion servings a day

• Get a five year contract with SDSU to be their exclusive beverage provider

• Target Demographic: (for San Diego State University) 18-24

• Competitor: Pepsi-Cola• According to Media Mark Reporter, in Fall

Quarter of 2007, 18-24 year olds were 42% more likely to consume Pepsi-Cola, compared to 38% for Coca-Cola

Making a Lead a Prospect

Research Needs History Ability to pay Authority to buy

Paul Melchior◦ Director◦ SDSU Dining Services◦ (619) 594-7640◦ Aztec Shops

SDSU Dining ServicesSan Diego State UniversitySan Diego, CA 92182-1701

◦ [email protected]

Oversees all aspects of management for the SDSU Dining Services division

- Catering, concessions, central food production, bakery, residential dining, purchasing and all retail outlets- Oversee the budgeting and marketing for his department

Paul Melchior Trained as a chef in Seattle at the

American Culinary Federation Apprenticeship for 3 years

Worked in Hotels in Hawaii and along the West Coast for more then a decade

Taking general education courses at Mesa College

Next year he will transfer to SDSU Sights set on healthier eating options Has made many changes in the

restaurants and the food on the menu at SDSU Melchior says his goal is to make

SDSU Dining Services “a world-class operation that will enhance the whole campus experience for our customers.”

What business is the company in?◦ SDSU Dining Services

Who influences the buying decision?

- Mr. Melchoir How well satisfied with

its present supplier of similar products (Pepsi-Cola)?

• Evaluating telephone voice

• Pitch • Volume • Rate • Quality• Articulation

• Organizing the Call– Why am I calling?– What’s my proposal?– What would make this person

want to grant my request?– How does my telephone

script sound?

• Points to consider– Time of day– Arrange for privacy– Develop script– Verify respondent– Tell just enough to

get appointment– Show excitement– Never Argue– Sell your name– Be courteous– Watch your language

Introduce yourself and your company Take the curse off the call State the purpose of the call Make an interest-capturing statement Request an appointment Overcome Resistance

Date: 12/4/08 Time: 8:00 AM Where: San Diego State University

Save Information in Date Book, PDA, Calendar, ect.

From San Diego Airport:Just off Interstate 8, at College Avenue. Address is: 5500 Campanile Drive

San Diego, CA 92182Travel Time: Aprx. 20 minutes

Anni : Mary Page◦ Director of Sales for

West coast Division

Terrence : Vikram Sanji◦ Associate Director of Sales for

West coast Division

Bjorn : Paul Melchoir◦ Director of SDSU Dining Services

Marcus : Rick Barber◦ Associate Director

Firm handshakeEye contact

Nice clothing

Anni Pahlman

Terrence Andersson

Topics

1. Background

2. Product line

3. Our idea

4. Strenghts

5. Conclusion

6. Suggestion

7. Thank you

Background

• We operate in over 200 countries

• Offering more than 2800 beverage products

• In 2007, we had sales of over $1 billion worldwide

• We distribute our wide array of beverages to consumers at a rate of 1.5 billion servings a day

We own four of the world's top five nonalcoholic beverage brands: Coca-Cola, Diet Coke, Sprite and Fanta.

Other well known brands:

Product line

Our idea

Making Coke a Part of the Family

+

Our idea

• Support Aztects with free sport drinks

• Put the Aztec football schedule on 3 million Coke cans in SD

• Sampling stations on campus during first 2 weeks

• Our new machines will read red ID

• Sponsor artists to perform at different events

• We give 5 % of our sales profit

Provide The Aztec Athletics with free POWERade sport drinks during every semester at each event

Handout “goodie-bags”: beverages and coupons to use in our new soda machines

Put the Aztec football schedule on3 million Coca cola cans all over San Diego.

- Increase advertisement for Aztec & SDSU

- Larger audience on events

- Gained revenue to SDSUs benefit

Upc

omin

g E

vent

s -

AZ

TE

CS

During first 2 weeks / semester Average 6 sodas / student

- 34.000 students

- 34.000 * 6 = around 200.000 sodas

Benefits: - Higher satisfaction among

students- Aztec support- Better school results ??

New hi-tech machines

• Read red ID

• Automic order system

- Time saving

• Larger choice of beverages

- Higher satisfaction

Performances sponsored by Coca Cola with names like Madonna, Britney Spearsand Justin Timberlake

- Will strengthen the brand SDSU and Aztec athletics

- Increase satisfaction among among students

We give you our profit

SDSU gets 5 % of the total sell profit

• Approximately 8000 sold coca cola drinks / day

• Around 300 days / year

• 5 % of total sell profit = $120.000 for SDSU / year

Our Strengths

• 1,6 billion dollars are spent every year on advertisement

• Surveys show 61% of Californians prefer Coke

• Wide range of assortment

• Most recognized brand name in the world

• Consumer loyalty: one billion servings sold a day

Conclusion

This cooperation will:

1. Increase your sales

2. Lower your prices & costs

3. Give you more satisfied customers

4. Create events & activities

4. Strengthen the brand SDSU

5. Advertiseme Aztec Athletics to their benefit

6. Give you more satisfied customers

Suggestion

• 5 year contract

• Increase beverage sales

• Lower price

• Benefit Aztec athletics in advertisement

• 5% of sellsprofit

Mr. Melchior,

We at Coca Cola company are very thankful that you took time to meet us today and we are hoping to see you again!