CONTENT

PAGE
NO.
Certificate
Acknowledgement
Declaration
Preface
Introduction
Company Profile
Key Element of Trade
Ditri!ution "trategy
#eearc$ %et$odology
Data Analyi &rom #etailer and Ditri!utor
Analyi of &inding and O!er'ation
"(OT Analyi
Concluion
)imitation
#ecommendation
*i!liograp$y
+uetionnaire
1
PREFACE
Marketing plays import role in todays business scenario in consumer
product Company, there is such a high competition in the market. Proect in
M!A program is pro"iding ob e#perience. $n %he summer program &e gain
academic kno&ledge as &ell as corporate culture.
%he emphasis in the proect is pro"iding the study and an insight into $ndian
FMC' !usiness (cenario. %he (ummer Proect is designed to pro"ide
participation o) M!A program as on the ob e#perience. %his has gi"en a
chance to try and apply the academic kno&ledge and gain insight into
corporate culture. %his helps in de"eloping decision*making abilities and
emphasi+es on acti"e participation by the student.
,e undertook our Proect in -arun !e"erages, a leading !ottler and
Marketing partner o) the Pepsi Foods. .uring the training, &e had &orked
on the proect /.istribution strategy o) PEP($.0
,e gained "aluable e#perience 1 kno&ledge during the sur"ey. %he Proect
consists o) our )indings customer beha"e relate goods market search a)ter
data analysis 1 then (,2% analysis 1 conclusions &ere dra&n and )inally
recommendations &ere put )or&ard.

3
INTRODUCTION
Modern age is )ull o) competition. %oday only &ay o) success is your
continuous e))orts to&ards the gro&ing market needs and in satis)ying them.
$t is the marketer ob to kno& &hat the market speaks i.e. the e"er changing
needs o) the customer through market research 1 adopt them )ruit)ully. $t is
must )or all the companies to make policies according to the customers and
the go"t. %oday to succeed )or any organi+ation has to target its customer
needs, to create a culture in the organi+ation i.e. market conscious 1
responsi"e to customer needs.
(o)t drinks industry has become big business in $ndia in recent years.
%he so)t drink business under &ent maor change &ith the entry o) PEP($
and re*entry o) C2CA*C24A in $ndia in the late 56s &hen Parley &ith
brands like %hums up, 4imca 1 'old spot &as a clear leader. Coca*Cola
took up the product line o) parley in 1778*79: today both brands are the
$ndians )a"orite so)t drinks.

8
COMPANY PROFILE-PEPSI CO. (US)


COMPANY PROFILE-PEPSI CO. (US)
PepsiCo is a &orld leader in con"enient )oods and be"erages, &ith re"enues
o) about ;<<.=6 billion, o"er 3, 7>,666 employees and total e?uity ;36.577
billion. %he company consists o) the snack business o) Frito*4ay @orth
America and the be"erage and )ood businesses o) PepsiCo !e"erages and
Foods, &hich includes PepsiCo !e"erages @orth America APepsi*Cola @orth
America and 'atoradeB%ropicana @orth AmericaC and Duaker Foods @orth
America. PepsiCo $nternational includes the snack businesses o) Frito*4ay
$nternational and be"erage businesses o) PepsiCo !e"erages $nternational.
PepsiCo brands are a"ailable in nearly 366 countries and territories.
Many o) PepsiCoEs brand names are o"er 166*years*old, but the corporation
is relati"ely young. PepsiCo &as )ounded in 17<= through the merger o)
Pepsi*Cola and Frito*4ay. %ropicana &as ac?uired in 1775 and PepsiCo
merged &ith %he Duaker 2ats Company, including 'atorade, in 3661.
Pepsi*Cola Company * Pepsi*Cola A)ormulated in 1575C, .iet Pepsi A17<9C
and Mountain .e& A$ntroduced by %ip Corporation in 1795C.

Frito*4ay, $nc. * Fritos brand corn chips Acreated by Elmer .oolin in 1783C,
4ayEs brand potato chips Acreated by Ferman ,. 4ay in 1785C, Cheetos
brand cheese )la"ored snacks A1795C, Ru))les brand potato chips A17=5C and
Rolled 'old brand pret+els Aac?uired 17<1C.
PepsiCo is the &orld leader in the )ood chain business. $t consists o) many
companies amongst &hich the prominent one is Pepsi cola, )rito lay, Pepsi
)ood international, pi++a hut, and GFC and taco bell. %he group is presently
9
into three most pro)itable businesses namely, be"erages, snack )oods and
restaurants. $t has scores o) big brand a"ailable in nearly 1=6 countries
across the globe.
%he be"erages segment primarily market Pepsi diet, mountain de& and other
brands &orld&ide and >HP outside the H.(. market. %hey are positioned in
close competition &ith Coca*Cola inc. o) H(A. A point to be noted is that
coca cola get 56I o) its pro)it )rom international operation &hile same
)igure o) Pepsi co. stand at <I, the segment is also in the bottling plants and
distribution )acilities.
%he restaurant segment primarily consists o) the operations o) the &orld&ide
pi++a hut, %aco !ell and GFC.
4ong time no.3 player in the cola &ars, Pepsi co. is &idening the play )ield,
o"er the last years: the company has in"ested more than ;3billion in its
&orld&ide operations.
,hen Coca*Cola changed its )ormula in 175=, Pepsi stepped up its
competition &ith its long time archi"al claiming "ictory in the cola &ars.
Coke and Pepsi e#panded their ri"alry to tea in 1771 &hen Pepsi )ormed a
"enture &ith J1 4ipton in response to cokes announced "enture &ith nestle
A@esteaC it has &on o"er 86I o) the ready to drink tea market, a part o) the
so called Kne& age0 be"erages segment.
%he be"erage industry has &itness the phenomenal gro&th o"er the last )e&
years necessitating capacity increase and builds up o) commensurate
in)rastructure to meet the business gro&th, &hich is accordingly matched.
PepsiCos success is the result o) superior products, high standards o)
per)ormance, distincti"e competiti"e strategies and the high integrity o) our
people.
=
PEPSI THE INDIAN EXPERINCES
L Pepsi is one o) the most &ell kno&n brands in the &orld today a"ailable in
o"er 366 countries. %he company has an e#tremely positi"e outlook )or
$ndia. K2utside @orth America t&o o) our largest and )astest gro&ing
businesses are in $ndia and China, &hich include more than a third o) the
&orlds population.K APepsiCos annual report, 1777C
L %his re)lects that $ndia holds a central position in Pepsis corporate
strategy. $ndia is a key market )or PepsiCo, and at the same time the
company has added "alue to $ndian agriculture and industry. PepsiCo
entered $ndia in 1757 and is concentrating in three )ocus areas M (o)t drink
concentrate, (nack )oods and -egetable and Food processing
L Faced &ith the e#isting policy )rame&ork at the time, the company
entered the $ndian market through a oint "enture &ith -oltas and Punab
Agro $ndustries. ,ith the introduction o) the liberali+ation policies since
1771, Pepsi took complete control o) its operations. %he go"ernment has
appro"ed more than H(; 966 million &orth o) in"estments o) &hich o"er
H(; 886 million ha"e already )lo&n in
L 2ne o) PepsiCos key strategies &as to de"elop a completely local
management team. Pepsi has 17 company o&ned )actories &hile their $ndian
bottling partners o&n 31
%he t&o ad"ertisements tagsN yehi hai right choice baby and nothing
official about it immediately ring a bell* its got to be Pepsi.
%he ad"ertisement tag yehi hai right choice baby &as the )irst OHinglish
slogan e"er used in the in the $ndian market. %his slogan pro"ed to be the
best suited one )or Pepsi and it &as a mega hit and at that moment o) time.

Pepsi in a short span o) its operations in $ndia has )ound a place in the hearts
and minds o) the $ndian consumers. %he success has primarily been due to
the inno"ati"e and passionate $ndian team, &hich has been built o"er the
years. Pepsi is a trendsetter managed and run by $ndians, &here important
decisions are taken locally.
<
Pepsi started its operations in $ndia in 1757 and since then PepsiCo has set
up a )ully integrated operation in $ndia "i+. Manu)acturing, Research 1
.e"elopment, Marketing, .istribution and Franchising* co"ering
)ruitB"egetable processing, E#ports, and (nack Foods 1 !e"erages. $n the
mean time Pi++a Fut and Frito 4ays are the e#amples in this regard only
Pepsi has 96 bottling plants in $ndia, out o) &hich 1< are company o&ned
and 39 are o&ned by $ndian )ranchisees. 2ne o) the maor players in
)ranchisee is RGP 'roup.
%he RGP group is $ndiaEs leading supplier o) retailer brand
Carbonated and @on*Carbonated so)t drinks, &ith be"erage manu)acturing
)acilities in $ndia and @epal. $ts e#perience in the be"erage industry dates
back to the si#ties &hen it had the )irst )ranchise at Agra.
$t has the license to supply be"erages in the territories o) ,estern H.P., part
o) M.P., hal) o) Faryana, &hole o) Raasthan, 'oa, 8 districts o)
Maharashtra, 7 districts o) Garnataka and &hole o) @epal. %he group has in
total 15 bottling plants in $ndia 1 @epal and is responsible )or producing
and marketing 99I o) Pepsi re?uirement in $ndia.
%his group has brought name and )ame to the Pepsi as in all this regions
Pepsi is at the commanding position and in the mean this group has
di"ersi)ied itsel) into ice cream, suiting and shirtings, restaurants, beer plant
in Mauritius 1 edible oil plant in (ri 4anka.

>
COMPANY PROFILE-JAIPURIA GROUP: IN INDIA
,ith a 4egacy o) decades in the industrial arena, the Paipuria 'roup o)
Companies no& stands at the one thousand )i"e hundred Crore marks. %he
group boasts o) its se"eral &orld*class business arenas like those o) %e#tiles,
!ottling, education, and in)ormation technology, Food Chain and Retailing,
apart )rom numerous other business segments
PA$PHR$A 'R2HP is an Rs.1=66 Crore, )amily controlled, reputed business
house &ith o"er a century o) operations in di"ersi)ied )ields.
%he group as on today can boast o) e#pertise and leadership in the )ields o)
)ood and be"erages, te#tiles and real estate de"elopment &ith "aried
interests in a &ide Range o) products and ser"ices.
%he Paipuria 'roup under the leadership o) the three brothers (G Paipuria,
RG Paipuria and CG Paipuria has today become one o) the leading business
houses o)
the country.
%he )ollo&ing are the maor areas o) operations o) the Paipuria 'roupN
Food and !e"erages
%e#tiles
$n)ormation %echnology
Real Estate
Education
$t can be said &ith absolute certainty that the RGP 'roup has car"ed out a
special niche )or itsel). 2ur ser"ices touch di))erent aspects o) commercial
and ci"ilian domains like those o) !ottling, Food Chain and Education.
Feaded by Mr. R. G. Paipuria, the group as on today can lay claim to
e#pertise and leadership in the )ields o) education, )ood and be"erages.
5
%he business o) the company &as started in 1771 &ith a tie*up &ith Pepsi
Foods 4imited to manu)acture and market Pepsi brand o) be"erages in
geographically pre*de)ined territories in &hich brand and technical support
&as pro"ided by the Principals "i+., Pepsi Foods 4imited. %he
manu)acturing )acilities &ere restricted at Agra Plant only.
-arun !e"erages 4td. is the )lagship company o) the group.
%he group also became the )irst )ranchisee )or Qum Restaurants
$nternational R)ormerly PepsiCo Restaurants A$ndiaC Pri"ate 4imitedS in
$ndia. $t has e#clusi"e )ranchise rights )or @orthern 1 Eastern $ndia. $t has
total 3> Pi++a Fut Restaurants under its company.
,e di"ersi)ied into education by opening our )irst school in 'urgaon under
management o) .elhi Public (chool (ociety. %he schools o) the group are
run under a Registered %rust namely Champa .e"i Paipuria Charitable
%rust.
Companies are medium si+ed, pro)essionally managed, unlisted and closely
held bet&een $ndian Promoters and )oreign collaborators.
%he group added another )eather to its cap &hen the prestigious PepsiCo
/$nternational !ottler o) the Qear0 a&ard &as presented to Mr. R. G.
Paipuria )or the year 1775 at a glittering a&ard ceremony at PepsiCos
centennial year celebrations at Fa&aii, H(A. %he a&ard &as presented by
Mr. .onald M. Gendall, )ounder o) PepsiCo $nc. in the presence o) Mr.
'eorge !ush, the 91st President o) H(A, Mr. Roger A. Enrico, Chairman o)
the !oard 1 C.E.2., PepsiCo $nc. and Mr. Craig ,eatherup, President o)
Pepsi Cola Company.
Visio o! "#$ Co%&'(:
!E$@' %FE !E(% $@ E-ERQ%F$@' ,E %2HCF A@. FA@.4E.
Missio o! "#$ Co%&'(:
Continuously e#cel to achie"e and maintain leadership position in the
chosen businesses: and delight all stakeholders by making economic "alue
additions in all corporate )unctions.
7
P$&siCo T#$ P')$" Co%&'(
PepsiCo, $nc. is one o) the &orldEs largest )ood and be"erage companies. %he
companyEs principal businesses includeN
Frito*4ay snacks
Pepsi*Cola be"erages
'atorade sports drinks
%ropicana uices
Duaker Foods
PepsiCo, $nc. &as )ounded in 17<= through the merger o) Pepsi*Cola and
Frito*4ay. %ropicana &as ac?uired in 1775. $n 3661, PepsiCo merged &ith
the Duaker 2ats Company, creating the &orlds )i)th*largest )ood and
be"erage company, &ith 1= brands M each generating more than ;1 billion in
annual retail sales. PepsiCos success is the result o) superior products, high
standards o) per)ormance, distincti"e competiti"e strategies and the high
le"el o) integrity o) our people.
Pepsi*Cola @orth America, head?uartered in Purchase, @.Q., is the
re)reshment be"erage unit o) PepsiCo !e"erages and Foods @orth America,
a di"ision o) PepsiCo, $nc. PepsiCo !e"erages and Foods @orth America
also comprises PepsiCoEs %ropicana, 'atorade and Duaker Foods businesses
in the Hnited (tates and Canada.
Pepsi*Cola @orth AmericaEs carbonated so)t drinks, includingN Pepsi, .iet
Pepsi, Pepsi %&ist, Mountain .e&, Mountain .e& Code Red, (ierra Mist,
and Mug Root !eer account )or nearly one*third o) total so)t drink sales in
the Hnited (tates.
Pepsi*Cola @orth AmericaEs non*carbonated be"erage port)olio includes
A?ua)ina, &hich is the number one brand o) bottled &ater in the Hnited
(tates, .ole single*ser"e uices and (obs, &hich o))ers a &ide range o)
drinks &ith herbal ingredients. %he company also makes and markets @orth
AmericaEs best*selling, ready*to*drink iced teas and co))ees "ia oint
"entures &ith 4ipton and (tarbucks, respecti"ely.
16
Ho* P$&siCo o+$),'%$ Co%&$"i"io
Ho* P$&siCo o-".-$/ Co0$N
4osing the cola &ars &as the best thing that e"er happened to Pepsi &hile
Coke &as celebrating: PEP($ took o"er a much larger market.
Pepsi beat Coke in .ecember )or the )irst time in their 165*year ri"alry,
surpassing its nemesis in market capitali+ation. %he great irony o) PepsiEs
rise is thisN $t has ne"er sold more soda than Coke, e"en today.
KPepsiEs been on )ire,K notes Robert "an !rugge, be"erage analyst &ith
(an)ord ==!ernstein. 2"er the past )i"e years its stock has risen more than a
third, &hile CokeEs has sunk 86 percent.
E"en ten years ago, it &as easy to &rite o)) PepsiCo AResearchC as the loser
in the cola &ars against Coke AResearchCN the proo) &as e"ery&here. %he
companyEs pro)its trailed those o) its ri"al in Atlanta by 9> percent. $ts "alue
in the stock market &as less than hal) o) Coca*ColaEs. CokeEs CE2 at the
time, Roberto 'oi+ueta, &as so sure o) his companyEs dominance that he
practically dismissed Pepsi, telling F2R%H@E, KAs theyE"e become less
rele"ant, $ donEt need to look at them "ery much anymore.K
PepsiCo turned its cola ,aterloo into an opportunity to retrench, regroup,
and ultimately out)lank its old )oe. 4osing the cola &ars, it turns out, &as the
best thing that e"er happened to Pepsi. $t prompted PepsiEs leaders to look
outside the con)ines o) their battle &ith Coke.
A decade ago, Coke o))ered in"estors a compelling storyN a recession*
resistant product ine#pensi"e enough that consumers &ould buy it in good
times and bad, but "alued enough that they &ould &illingly pay an e#tra
nickel or so abo"e &hat no*name brands charged.
,hat Coke in"estors didnEt en"ision &as that an emerging pre)erence )or
other so)t be"erages **&ater, sports drinks ** &ould )racture demand. @or did
they see that the business strengths that once applied to cola &ould take hold
across a broadened so)t drink and snack*)ood market ** a market that Pepsi,
and not Coke, dominated.
11
K%hey &ere the )irst to recogni+e that the consumer &as mo"ing to
noncarbonated products, and they inno"ated aggressi"ely,K obser"es 'ary
Femphill o) !e"erage Marketing.
PepsiCo embraced bottled &ater and sports drinks much earlier than its ri"al.
PepsiEs A?ua)ina is the @o. 1 &ater brand, &ith CokeEs .asani trailing: in
sports drinks, PepsiEs 'atorade o&ns 56 percent o) the market &hile CokeEs
Po&erAde has 1= percent.
%hroughout the past )i"e years under CE2 (te"e Reinemund, the company
has de)tly mo"ed &ith e"ery shi)t in consumer tastes. KFeEs thinking about
&hat the products should look like in the )uture,K says -ictor .+au, a
director o) PepsiCo.
13
1EVERAGE INDUSTRY
$ndian !e"erages industrys si+e is Rs. 5666 Crore and it is dominated by
t&o players "i+. Pepsi 1 Coke only. %his high pro)ile industry has lot o)
potential )or gro&th as per capita consumption in $ndia is 5 bottles a year as
compared to 36 bottles in (ri 4anka, 19 in Pakistan, &hile 13 bottles a
person in @epal.
%he RGP group is $ndiaEs leading supplier o) retailer brand Carbonated and
@on*Carbonated so)t drinks, &ith be"erage manu)acturing )acilities in $ndia
and @epal. $ts e#perience in the be"erage industry dates back to the si#ties
&hen it had the )irst )ranchise at Agra.
%he group manu)actures and markets carbonated and @on*Carbonated (o)t
.rinks and Mineral ,ater under Pepsi brand. %he "arious )la"ors and sub*
brands are Pepsi, Mirinda 2range, Mirinda 4emon, Mountain .e&, and
>HP, (lice Mango, E"er"ess (oda and A?ua)ina.
$t has the license to supply be"erages in the territories o) ,estern H.P., part
o) M.P., hal) o) Faryana, &hole o) Raasthan, 'oa, 8 districts o)
Maharashtra, 7 districts o) Garnataka and &hole o) @epal. %he group has in
total 15 bottling plants in $ndia 1 @epal and is responsible )or producing
and marketing 99I o) Pepsi re?uirement in $ndia.
$n order to later to this increasing demand, ne& bottling plants are being set
up at al&er, kosi, Podhpur, Gathmandu and goa to produce966*<66 bottles
per minute, &hich &ould mainly cater to northern markets o) $ndia. And in
)uture, they &ill also be used to manu)acture )ruits mince* based so)t drinks
4ike slice and mangola.
18
INGREDIENTS OF SOFT DRIN2 N
$n the Hnited (tates, Pepsi is made &ith carbonated &ater, high )ructose corn
syrup, caramel color, sugar, Phosphoric acid, ca))eine, citric acid and natural
)la"ors. A can o) Pepsi A13 )l ouncesC has 91 grams o) carbohydrates Aall
)rom sugarC, 86 mg o) sodium, 6 grams o) )at, 6 grams o) protein, 85 mg
o) ca))eine and 1=6 calories. %he ca))eine*)ree Pepsi*Cola contains the same
ingredients but &ithout the ca))eine.
%he original Pepsi*Cola recipe &as a"ailable )rom documents )iled &ith the
court at the time that the Pepsi*Cola Company &ent bankrupt in 1737. %he
original )ormula contained neither cola nor ca))eine.
$n August 3616, PepsiCo entered into a 9*year agreement &ith (enomy# )or
the de"elopment o) arti)icial high*potency s&eeteners )or PepsiCo
be"erages. Hnder the contract, PepsiCo is paying ;86 million to (enomy#
)or the research and )uture royalties on PepsiCo products sold using
(enomy# technology.
According to PepsiCo, PepsiCoEs collaboration &ith (enomy# &ill )ocus on
the disco"ery, de"elopment and commerciali+ation o) s&eet enhancers, &ith
the purpose o) pro"iding lo&er*calorie PepsiCo be"erages. PepsiCo &ill
ha"e e#clusi"e rights to the (enomy# s&eet )la"or ingredients de"eloped
through the collaboration.
.iet Pepsi
Pepsi spokespersons
Pepsi Ma# !ig 2ne ARoller coasterC
Pepsi 2range (treak ARoller coasterC
Pepsi Python ARoller coasterC
Pepsi !illion .ollar (&eepstakes
Mountain .e&
AMP Energy
Citrus !last
Pepsi @e#t
,e only use the )inest ingredients to make Pepsi*Cola products. %o
guarantee our consumers consistent ?uality, each ingredient must pass our
high standards, rigorous ?uality control tests and strict bottling procedures.
19
Pepsi*Cola products contain natural )la"ors, including e#tracts o) the kola
nut @. )la"or oils deri"ed )rom natural sources such as citrus and other
)ruits. Caramel Amade )rom corn sugarC adds color and )la"or to our colas.
2ther ingredients add a re)reshing tasteN phosphoric acid in colas: citric acid
and sodium citrate in Mountain .e&, (lice and .iet Pepsi.
,e also put a )reshness date on e"ery can and bottle. (o)t drinks may lose
some )la"or o"er time so our )reshness date tells consumers &hen the
product is )reshest and best tasting.
E"ery can and bottle o) Pepsi*Cola products has a @utrition Facts panel,
&hich sho&s the number o) calories and other nutrients per ser"ing. %here is
essentially no )at in any Pepsi*Cola a product. %he main ingredients )ound in
Pepsi*Cola products include carbonated &ater, carbohydrates, sugar, sodium,
potassium and ca))eine. For a complete breakdo&n by ingredients by
product, see our product in)ormation )or Pepsi, .iet Pepsi, Mountain .e&,
(lice and A?ua)ina.
As,o)3i, A,i/
Another name )or Ascorbic Acid is -itamin C the Ascorbic Acid used in our
carbonated so)t drinks )unctions as an antio#idant to protect the )la"ors,
color, and taste. $n some be"erages &e also add it to pro"ide the nutriti"e
"alue )ound in -itamin C.
As&')"'%$
Aspartame is a sugar substitute used in our diet be"erages and many other
)ood products. Aspartame is made o) the same building blocks as protein, so
it is considered a Knutriti"e s&eetener,K but the "ery small amounts used in
diet drinks contribute no calories.
14-$5
!lue 1 is a F.A*appro"ed )ood coloring used in a "ariety o) products such
as ellies, condiments, puddings, and be"erages.
1=
A/+$)"is$%$" '/ A// Co,$&":-
Ad"ertisements are cost e))ecti"e means to communicate messages and
ideas to build brand pre)erences and a&areness and it is one o) the most
important tools &hich a company uses to direct persuasi"e communication
to directi"e buyers in public or to educated people to a"oid hard drink and so
on.
%he basic obecti"e o) ad"ertising is sales promotion sales promotion
e#penditure ha"e been increasing as a percent o) budget e#penditure
annually and the gro&th is likely to continue in )uture. 2ur celebrities signed
by the PepsiCo are as )ollo&sN
Fo) P$&siCo .
C$4$3)i"i$s:-
Amitabh !achchan
(harukh Ghan
(ai) Ali Ghan
Fardeen Ghan
Gareena Gapoor
Preeti Tinta
Priyanka Chopara
Gaol
Rani Mukharee
Ranbeer Gapoor
C)i,0$"$)s:-
(achin %endulkar
(aura" 'anguly
Qu"ra (ingh
Farbhaan (ingh
1<
Rahul .ra"id
Taheer Ghan
Mohammad Gai)
M( .honi ACaptain %eam $ndiaC
T$is S"')s N*
4eander Paes
Mahesh !hupati
Foo"3'44 P4'($)s:-
Cyrus !roacha
!haichung !hatia
1>
2EY ELEMENTS OF THE TRADE
1. JO DI2HTA HAI 6AI 1I2TA HAI: - %his is a company slogan, it is
to increase the "isibility o) the product, the company stresses more on
increasing the number o) outlets than on the "olumes o) sales. %hat is the
reason o) the company pro"iding "isibility courses to the shopkeepers.
3. A 1OTTLE THAT IS CHILLED IS SOLD: * $n the industry it is
considered that a bottle is chilled or putting in cooling compartment is
sold. %hat is the reason the policy pro"iding triages come up because
according to the contract the shopkeeper has to keep only 1 only Pepsis
products in the "isicooler.
8. A 1OTTLE LOSS TO CO2E IS A GAIN TO PEPSI: * %he
competition is so strong bet&een the t&o companies i.e. )ighting is on )or
each bottle that is to be sold in the market. Competiti"e bidding goes on
)or each 1 e"ery prestigious outlet in their region. Monopoli+ing entries
1 )at )oods oint s is their )irst priority.
9. EMPTY 2A HI 2HEL HAI: * REmpty plays an important roleSN * As
discussed earlier the distribution points keeps on putting up distribution
schemes )or retailers i.e. like t&o bottles o) solution )ree &ith the
purchase o) e"ery one carat o) solution. @o& these schemes ha"e timed
&ell keeping minding the en"ironmental conditions 1 schemes pro"ided
by the other company. %hese schemes are o) t&enty*)our hours duration.
$) a scheme is launched 1 there is no empty in the market )or re)ill, the
&hole e))ort goes in "ain that is the reason is said ki sub empty ka khel
hai.
15
P)o/-,"s A+'i4'3i4i"( o! P$&si
S4.
No.
P)o/-,"s 78
8
%4
798
%4.
:88
%4.
::8
%4.
988
%4.
;88
%4.
5888
%4.
5788
%4.
7888
%4.
5. P$&si

-

- -

- -

7. P$&si /i$" - - - -

- - - -
:. P$&si Go4/ - - - - -

- - -
<. Mi)i/'

-

- -

- -

9. Mi)i/'
Li%$

- - - - - - - -
;. M. So)3$" - - - - -

- - -
=. =U&

-

- -

- -

>. M. D$*

- - - -

- -

?. P$&si C' - - -

- - - - -
58. =U& C' - - -

- - - - -
55. Mi)i/'
C'
- - -

- - - - -
57. M. D$*
C'
- - -

- - - - -
5:. Di$" C' - - -

- - - - -
5<. S4i,$ -

- -

- -

-
59. A@-'!i' - - - - - -

- -
5;. T)o&i,''

- - - - -

- -
5=. E+$)$s"
L$#')
- -

- -

- - -
17
P)o/-,"s A+'i4'3i4i"( o! Co0$:-
S4.
No.
P)o/-,"s 788
%4.
798
%4.
:88
%4.
::8
%4.
;88
%4.
5888
%4.
5788
%4.
5988
%4.
5. Co,o-,o4'

*

*

* *

7. T#-%&s-U&

*

*

* *

:. S&)i"$

*

*

* *

<. F'"'

*

*

* *

9. Li%,'

*

*

* *

;. M''A' *

* *

*

*
=. Co,'-,o4' C' * * *

* * * *
>. T#-%&s U&
C'
* * *

* * * *
?. S&)i"$ C' * * *

* * * *
58. F'"' C' * * *

* * * *
55. Co4$ Di$" * * *

* * * *
57. 2i$4( So/' * *

*

* * *
36
5:. 2i$4( * * * * *

* *
5<. F)-i" J-i,$ NA * * * * NA * *
P$&si P)o/-,"sB P)i,$ (i Rs.) Lis" !o) R$"'i4$)s
S4.
No.
P)o/-,"s 788
%4.
798
%4.
:88
%4.
::8
%4.
988
%4.
;88
%4.
588
8
%4.
578
8
%4.
7888
%4.
5. P$&si 5;> - 75< - - 9;8 - - 988
7. P$&si /i$" - - - - - 9;8 - - -
:. P$&si Go4/ - - - - - - - - -
<. Mi)i/' 5;> - 75< - - 9;8 - - 9:8
9. Mi)i/'
Li%$
5;> - - - - - - - -
;. M. So)3$" - - - - - - - - -
=. =U& 5;9 - 75< - - 9;8 - - 9:8
>. M. D$*
C'
- - - - <9< - - - -
?. P$&si C' - - - - - - - - -
58. =U& C' - - - - - - - - -
55. Mi)i/'
C'
- - - - - - - - -
57. M. D$*
C'
- - - - - - - - -
5:. Di$" C' - - - - - - - - -
5<. S4i,$ - 75< - - <<< - - 998 -
59. A@-'!i' - - - - - - 589 - -
5;. T)o&i,'' - - - - - - - - -
31
TYPE OF PAC2S AVAILA1LE :-
CUANTITY MRPDPCs
RATES

366ml A39bBs per crateC 16B* 1<5B*

866ml A39bBs per crateC 13B* 1<5B*
<66ml A39bBs per petiC 3>B* 31<B*
3*liter A7bBs per petiC =7B* =66B*
366ml A39bBs per crateC slice 16B* 1<<B*
1666ml A13bBs per crateC slice 96B* 986B*
366ml A39PCspercrateC tetra slice 16B* 1<5B*
=66ml A39bBspercrateC diet Pepsi 36B* =<6B*
886ml A39PCsC diet Pepsi cane 3=B* 9=9B*
886ml A39PCsC Pepsi cane 36B* 9=9B*
=66ml A39PCsC pepsi ca)U*chino 36B* 986B*
SODA: -
4ehar (oda 866ml A39PCs per crateC <B* 136B*
4ehar (oda <66ml A39bBs per petiC 16B* 31<B*
33
6ATER: -
A?ua)ina*1liter A13bBs per petiC 168B*
A?ua)ina*3liter A13bBs per petiC 177B*
A price generally depends upon the company.


PRICING OF EMPTIES
DHA@%$%Q PR$CE
366ml Rs.1<= per crate
866ml Rs.319 per crate
%he (hell Cost Rs 166B* each
Empty bottle Rs <B* each
38
DISTRI1UTION STRATEGIES
A Company can choose any o) the )ollo&ing distribution typesN *
E#clusi"e .istribution
(electi"e .istribution
$ntensi"e .istribution
/PEP($0 FA( A.2P%E. %FE $@%E@($-E .$(%R$!H%$2@
(%RA%E'Q.
INTENSIVE DISTRI1UTION:
A (trategy o) intensi"e distribution is characteri+ed by placing the goods or
ser"ices in as many outlets as possible. ,hen the consumer re?uires a great
deal o) location con"enience, it is important to o))er greater intensity o)
.istribution. %his strategy is generally used )or con"enience items such as
%obacco, gasoline, and soap, snack )oods 1 bubblegum.
Manu)actures are constantly tempted to mo"e )rom e#clusi"e or selecti"e
distribution to more intensi"e distribution to increase their co"erage and
sales and you could )ind Pepsi in nursing homes, con)ectionery shops,
departmental stores: you name it 1 Pepsi is a"ailable there.
39
DISTRI1UTION CHANNEL REDIFINED
Pepsi has rede)ined distribution to strengthen their competiti"e ad"antage in
the emerging consumer and market scenario. %heir earlier )ocus &as to dri"e
&ide a"ailability and enable easy access to their brands )or consumers. @o&
they seek to go &ell beyond this distribution paradigm. %heir ne& approach
is more holistic touching consumers in multiple &ays at the point o)
purchase and more importantly, creating opportunities )or customers to
recei"e brand message and e#perience our brands.
%hey are proacti"ely addressing these emerging trends by approaching
distribution and channels in a much broader &ay. %hey are shi)ting emphasis
)rom mere reach or a"ailability e#pansion to touching consumers &ith a 8*
&ay con"ergence* o) product a"ailability, brand communication and higher
le"el o) brand e#perience.
%hey are thus going beyond deli"ering products and creating greater
engagement and interaction around the purchasing e#perience.
Pepsis rein"ention o) distribution is built on an understanding o) emerging
consumer trends, the retail en"ironment and the gro&th dri"ers o) our
brands.
Product
A"ailability
Point
2)
Purchase
!rand
E#perience
!rand
Communication
3=
Pepsis distribution system is a key e#ternal resource. @ormally it has taken
years to build and cannot be easily changed. $t ranks in importance &ith key
internal resources such as manu)acturing, research, engineering and )ield
sales personals. $t represents signi)icant corporate commitment to set
policies and practices that constitute the basic )abric on &hich is &o"en an
e#tensi"e set o) long run relationship.
3<
CHANNEL FUNCTION AND FLO6S
M')0$"i. ,#'$4 &$)!o)% "#$ !o44o*i. !-,"ios-
%o gather the in)ormation about potential and current customers, and
competitors.
%o reach agreements on Price
%o list orders &ith manu)acturers.
%hey pro"ide the successi"e storage and mo"ement o) physical
products.
$t can be de)ined as back&ard and )or&ard integration i.e. starting )rom
supplier o) the ra& material to the end customer. %he physical )lo& o) Pepsi
)rom its manu)acturing unit at Gosi A-arun !e"eragesC to "arious retailers in
(ahibabad is as )ollo&s*
3>
PRODUCT E PAC2 PROFILE
PRODUCT: -
Carbonated (o)t .rinks AC(.C or (o)t .rinks as they are popularly kno&n
are one o) the largest FMC' market in the &hole &orld &ith the total annual
sales around ;96 billion. %his product is generally a"ailable in )our kinds o)
packing.
'lass !ottles
Pet !ottles
Cans
Fountain rim
FLAVORS: -
Cola
2range
Clear 4emon
Cloudy 4emon
!erry
'inger
Mango (lice
2ut o) these products the >6I o) the sales o) the company come )rom the
Cola brand, &hich is the market leader in the most part o) the country o)
these kinds o) packaging in &hich the product is a"ailable make them 56I
o) the sales come )rom these bottles. %he businesses o) returnable bottles are
"ery cumbersome and make the market "ery comple# and demanding.
35

F',i4i"i$s P)o+i/$/ 1( T#$ C-s"o%$) To T#$ R$"'i4$)


5. VISI COOLER
<= 4iter
116 4iter
136 4iter
1<= 4iter
366 4iter
316 4iter
336 4iter
866 4iter
836 4iter
886 4iter
=66 4iter
A,,o)/i. "o o-"4$" '"-)$F +o4-%$ E i+$s"%$" o! "#$ o-"4$".
7. SCHEMES OF VOLUME PURCHASE
Cash discount
Card discount AsamplingC
:. DISPLAY MATERIAL
(tickers
!anners
'.(. !oards
..P.(. !oards
Racks
Counters
Hmbrellas
37
O1JECTIVE OF THE STUDY
%o )ind out the problems )aced by the channels o) distribution.
%o increase penetration in the market.
%o )ind out a"ailability o) Pepsi 1 Coke in the outlets.
%o see the distribution gap by &hich the product is selling.
86
RESARCH METHODOLOGY
Research in common re)ers to a search o) kno&ledge. 2ne can also de)ine
research as a scienti)ic 1 systematic search )or pertinent in)ormation o) a
speci)ic topic. $t is the pursuit o) truth &ith the help o) study obser"ation,
comparison 1 e#periment.
DEVELOPING RESARCH PLAN:
A)ter deciding the obecti"e o) marketing research the ne#t step is deciding
Research plan )or gathering e))ecti"e in)ormation related to this research
proect. %he research consists o) )ollo&ing steps, &hich are discussed
subse?uently.
R$s$'),# D$si. N
.escripti"e ResearchN $n my market sur"ey descripti"e research process &as
carried out to describe the market characteristics, consumer pro)iles,
distribution strategies, and market potential.
D'"' So-),$:
.uring proect study $ use both primary as &ell as secondary data source.
For primary data collection $ "isited "arious retailers in (agar 1 )or
secondary data $ &ent through !ooks, Pournals 1 $nternet. %he in)ormation
collected is rele"ant, correct 1 unbiased.
R$s$'),# D$si.:
$ )ollo&ed sur"ey techni?ue )or collecting the data. $n market sur"ey
research approach. Fere, $ carried out in)ormation )rom retailers ha"e
care)ully selected the instrument 1 methods o) sur"eying like $ ha"e chosen
personal contact methods because o) higher response rate 1 meaning)ul
responses this helped me to get the general )eedback in Pepsi, etc.
R$',# Is")-%$" N
%he research instrument used &as E.( )orm. $n &hich market in)ormation
detail o) each outlet should be )illed in E.( )orm. For this $ ha"e "isited
81
each 1 e"ery outlet 1 check all the brands 1 packs o) Pepsi are a"ailable or
not or &hich one is a"ailable in comparison &ith Coke 1 )illed it in E.(
)orms. $n my research process $ ha"e used closed ended 1 open*ended
?uestionnaire &here respondents could ans&er in their o&n manner.
%hrough this $ &as able to e#tract in)ormation )rom the respondents about
Pepsis products 1 the competitors.
S'%&4i. P4':
$n designing the sampling plan )ollo&ing points &ere consideredN
(ampling HnitN $t includes &ho is to be a sur"eyed retailer o) (agar.
(ampling (i+eN $ ha"e sur"eyed about each 1 e"ery outlet o) the area
speci)ied to me so si+e &ould reach upto 166 retailers.
E4$%$"')( R$"'i4$)s:
%he geographical limit is the area o) (agar.

Co"'," M$"#o/:
$n my research process, $ ha"e collected in)ormation through personal
inter"ie& process &ith the help o) E.(. Form gi"en by the company
because it is the most reliable 1 accurate method )or collecting primary data.
%hrough this, the analysis o) body language 1 )acial e#pressions can be
made.
M$"#o/s o! /'"' i"$)&)$"'"io:
$n this market study $ ha"e used pie chart )or data analysis 1 interpretation
because pie chart is the easiest 1 comprehensi"e medium )or presentation o)
data.
(ampling unit is a single retailers outlet &hich may beN*pro"ision store,
stationery shop, eatery 1kiosk.
%he uni"erse studied is the sum o) the retailers in the (agar area.
83
DATA ANALYSIS FROM RETAILERS EDISTRI1UTORS
PERSPECTIVE:
F)$@-$,i$s
18.67%
64.0%
7.0%
3.67%
6.67%
Strongly agree
Agree
Can't Say
Strongly Disagree
Dis Agree
PepsiCo having good distrbution channel
$) &e see the chart then &e )ind that out o) 166I respondent <9I are agree
that PepsiCo ha"e good distribution channel and only 15.<>I are strongly
agree, the data sho&s that company should )ocus on their distribution
channel and try to con"ert customer in strongly agree respondent by
pro"iding them better ser"ices and schemes.
88
41.33%
38.33%
18.0%
1.0%
Strongly agree
Agree
Can't Say
Strongly Disagree
Dis Agree
Distribution channel is importent in positioning of product
$) &e see the chart then &e )ind that out o) 166I respondent 91.88I
respondent are strongly agree that distribution channel ha"e an important
role in positioning o) the product and 85.88I are agree and rest are disagree,
it sho&s that our obecti"e is )ul)illed by this research and &e can say that i)
&e ha"e to promote our product then &e should ha"e strong distribution
channel.
89
70.33%
29.67%
yes
No
V.C. coolors provided by the company
$) &e see the chart then &e )ind that out o) 166I respondent, >6.88I are
saying that they are getting -.C. coolers but 37.<> I are saying that they are
not getting, it means company is not )ocusing on all retailers that maor
concerns )or the organi+ation.
8=


27.33%
54.33%
3.67%
10.0%
4.67%
Strongly agree
Agree
Can't Say
Strongly Disagree
Dis Agree
PepsiCo relationship with the retailers/distributors
$) &e see the chart then &e )ind that out o) 166I respondent 3>.88I
respondent are strongly agree that PepsiCo has maintaining good
relationship &ith them and 16I are strongly disagree and =9.88 I are agree,
it sho&s that company should thing that ho& can they maintain better
relationship &ith e"ery retailers and distributors.
8<
35.33%
48.67%
5.33%
10.67%
E!ellent
"oo#
$a#
%orst
Perception of retailers/distributors towards the pepsiCo
Distribution channel
$) &e see the chart then &e )ind that out o) 166 I respondent only 8=.88I
are saying that PepsiCo ha"e e#cellent distribution channel and 16.<>I are
saying that PepsiCo ha"e &orst distribution and 95.<> I are saying that
PepsiCo ha"e good distribution channel, here area o) concern that ho&
company can make happy those respondent &ho are thinking that PepsiCo
8>
ha"e &orstBbad .istribution channel and ho& can company de"elop good
distribution channel and change the perception o) retailers and distributors.
51.33%
48.67%
yes
No
"If better scheme is given then replace with coke"
$) &e see the chart then &e )ind that out o) 166I respondent, =1.88I
respondent are saying that i) they &ill get better ser"ices and scheme then
they &ill s&itch o"er to another brand like coke and only 95.<>I are saying
that they &ill not s&itcho"er, it sho& that company should )ocus that ho&
85
can be pro"ided better schemes and ser"ices to the retailers and distributors
in result they &ill not s&itcho"er to another brand.
DATA ANALYSIS FROM CONSUMERS PERSPECTIVE:
F)$@-$,i$s:
55.0%
45.0%
yes
No
Demanded brand vailable in the !arket
$) &e see the chart then &e )ind that out o) 166Irespondent, only ==I
respondent are agree to say &hate"er brand they demanded they are easily
get that but 9=I respondent are saying that they are not getting the
87
demanded brand, it is maor concern that &hy these respondent are not able
to get their demanded brand.
10&20 21&25 26&35 A'o(e
age of the respondent
0
5
10
15
20
25
30
Count
8.0%
6.0%
1.0%
3.0%
30.0%
5.0%
9.0%
1.0% 1.0%
2.0%
10.0%
So)t #rin*
!ons+,e# 'y t-e
res.on#ent in a
/ee*
one
t/o to t-ree
t-ree to )i(e
,ore t-an )i(e
"ar Chart
$) &e see the graph then &e )ind that age group 31*3= is more potential
customer and company should )ocus on them and pro"ide them better taste,
?uality according their pre)erences.
!rand pre)erred by the respondent V /$%'/$/ 3)'/ A+'i4'34$ i "#$
M')0$"
96
$) &e see the graph then &e )ind that coke brand is more easily a"ailable
than Pepsi it means there is some )ault in
distribution channel and company should )ind that
and make a"ailable their brand at e"ery retailers
shop.
COMPRISION STUDY OF PEPSI AND CO2E
SERVICE
91

C2GE
93I
PEP($
=5I

C2GE
99I
PEP($
=<I
93

CONSUMPTION PATTERN OF PEPSI

366 M4
86I
866 M4
9>I
<66 M4
1<I
3 4%
17%
366 M4
866 M4
<66 M4
3 4%
,
-,
.,
/,
0,
1,
2,
3,
4,
5,
-t +tr .nd +tr /rd +tr 0t$ +tr
Eat
(et
Nort$

ANALYSIS OF FINDINGS AND
O1SERVATIONS:
98
%he main obecti"e o) the company is to increase the brand pre)erence
and market share so any in)ormation material )orm this point o) "ie& had to
be take into account along &ith the )ormats pro"ided by the company )or
prede)ined in)ormation recording and analysis o) those recordings and
present the in)ormation in an organi+e and systematic manner in a condensed
)orm re)lecting the actual position o) the market.
%he in)ormation had to be recorded in the )ormat along &ith the
rele"ant in)ormation as per the obecti"es o) the research and an analysis o)
that in)ormation had to be made and present them in an understandable
)ormat so that immediate in)erences can be dra&n. 'enerally those
in)ormation had to be presented in percentages and the other )indings and
obser"ations had to be e"aluated and a list o) )indings had to be arranged in
order o) their seriousness and areas o) serious concern along &ith the outlet
details.
A)ter the analysis sheets and )ormats ha"e been surrendered to the
C.Es a)ter analysis by the trainees it &as )urther analy+ed and e"aluate by
him and a brie) analysis &as made each day o) the daily report. %he CEs
)urther )or&arded these reports a)ter retaining the re)erence copy, to M.C
)or )urther re"ie& and re)erence.
S6OT ANALYSIS
99
STRENGTHS
Pepsi is a &ell*established co., so it has a good reputation in the market.
Ad"ertising o) Pepsi is much more aggressi"e than Coke.
!acked by huge promotion at national 1 international le"el.
4ot o) ('As pro"ided in the market.
. Marketers are aggressi"e to sol"e %he problem
Marketing channel is more strong compression coke

6EA2NESSES
@on*)ul)illment o) commitments on time, made to shopkeepers.
$ncompetent salesman &ho do not gi"e the schemes in the market
regularly.
Hna"ailability o) "arious demanded )la"ors like Mountain .e& 1
Mirinda, 4emon.
@ot proper control o"er distribution net&ork.
4ack o) Gno&ledge about the product.
OPPURTUNITIES
9=
May tie up or liaison &ith maor sho&rooms, computer centers 1
restaurant.
Fuge publicity o) Mountain .e&, 4emon Miranda B(lice has created a lot
o) demand.
Company has brand e?uity in the eyes o) customers, so its ne& products
can easily penetrates in the market.
Hntapped market.
THREATS
%hreat o) competitors ne& brand entry in the market in near )uture.
Restrictions made by 'o"t. agencies that so)t drinks are harm)ul 1 non*
nutriti"e.
@atural uice are no& a"ailable &hose price are less or same as so)t
drinks.

CONCLUSION
9<
1. A)ter "isiting nearly 366 outlets $ )ound that Pepsi 1 its !rands is not
doing a good ob in (agar Region. $t is clear that Pepsi A=5IC has lagging
Coke A93IC in the so)t drink market in (agar region. $) &e compare it
&ith (ignage or display material than Pepsi has an edge o"er coke.
3. At this time it is solely depends on the retailer &hich brand he o))ers to
the consumerW Although the company has been unable to satis)y the
retailers. %he company must take immediate steps in order to resol"e its
disputes &ith these retailers.
8. $t &as also )ound that the schemes that are brought up in the market by
Pepsi 1 Coke a)ter e"ery couple o) day is not making any net e))ect on
the sale o) Cola, &hereas one is cannibali+ing others market only.
9. $t &as also seen that Pepsi brand is better sold than coke. !ut it is
%humsup, &hich is making the maor di))erence in the market.
=. %he sale in age &ise section, it &as )ound that 366ml is sold in all the age
groups &ith same )re?uency but 866ml is sold mostly in 1< to 9=yr. o)
age group &here as CA@ is sold in hi younger generation only. Finally
3lit. Are used only )or )amily or party purpose.

<. $t also seen shopkeeper does not ha"e correct in)ormation about the
schemes &hich company made )or their bene)it. $ts necessary that they
should get all in)ormation as soon as so, that they use those bene)it. $t also
bene)icial to encourage ne& shopkeeper.

9>
LIMITATIONS
Findings are based on the "ie&s e#pressed by the consumers. (o it may
su))er )rom biased preudices.
,eather conditions &ere not )a"orable.
(ome o) the respondents &ere not co*operati"e 1 many seem to be
ha"ing no interest.
%he study has not been intended on a "ery large scale, ha"e the
possibility o) errors, &hich cannot be ruled out.
%ime limitations.
Area &as speci)ied.
$t is e#tremely di))icult to persuade retailer to respond to ?uestionnaire.
%he retailer kno&s us as people )rom Pepsi there by the responses could
ha"e been biased.
$ had lack o) kno&ledge about the product o) the local market.
%he company does not pro"ide any )inancial assistance.
%he time allo&ed )or the proect &as "ery short. $t &as impossible to
study deeply in that short period.
%here &as the staying place hearer to local market.
.
95
RECOMMENDATIONS:-

1. PEP($, the choice o) 'eneration ne#t is not pro"iding the )irst choice o)
young generation. A young generation &ants something strong in cold
drinks 1 thus pre)ers %humsup. Pepsi should come out &ith some e#tra
strong taste to catch up ma#imum young generation 1 to become e#actly
'eneration @e#t drink. %hese days younger generation is looks to pre)er
Mountain .e& )or thrill , &hich ha"ing good sign )or pepsi !rand.
3. Company should appoint competent 1 honest salesman so that they could
pro"ide schemes to the entire retailers 1 co"er their )ull route.
8. $t is o)ten seen that some salesman do not intimate schemes to the retailer
1 )e& o) the retailers complained about it. (o there should be )re?uent "isits
o) Customer E#ecuti"es to their respecti"e areas to keep the shopkeepers
bene)ited &ith "arious schemes.
9. .elay in starting o) supply "ans )rom respecti"e depot should be checked
1 a proper time register should be maintained.
=. Most o) the retailers are complaining about non*)ul)illment o)
commitments regarding their sampling. Company should make sure that the
retailers get the sampling on time so that they are satis)ied.
<. Most o) the retailers are complaining about there dissatis)action !ut not
proper steps taken to resol"e those problem. Marketing Management should
sort some solutions to this maor problem o) replacing burst bottles.
>. All bottle should be supply in market systematically according to there
batches so that bottle should not be e#pire be)ore selling to customer. %hese
should also be checked at the time o) issue o) goods )rom the distributors
godo&n to the respecti"e routes.
5. Company should try to gi"e some credit )acility to the distributors so that
they get moti"ated because most o) the time shopkeeper looking )or credit.

7. Credit )acility )or retailers should be pro"ided to increase the sales in
retail area.
97
1I1LIOGRAPHY
6E1SITES:
&&&.pepsi.com
&&&.pepsico.com
&&&.aipuriagroup.com
&&&.rk&orld.com
1OO2S:
Marketing Management* Radha (&amiB @am kumari
Research Methodology*C.R.Gothari
Principles o) Marketing*P. Gotler 1 Armstrong
NE6S PAPERS:
%he %imes 2) $ndia

%he Economics %imes
Findustan %imes
!usiness %oday APuly editionC
=6
LIST OF ANNEXURES
CUESTIONNAIRE

Duestionnaire related to academic purpose, &hich is prepared to take
)eedback )rom retailers.
@ame o) outlet *
Address *
Contact person &ith phone no*
%ype o) outletN*
'lossary, kiosk, pro"ision store, eatery, other.
Present share o) your outlet
Pepsi Coke
Qou are interested to sale
Pepsi Coke
ReasonN*
(alesman Os beha"ior
,hat are demands o) "arious packs o) Pepsi
Pack .emand in I
366ml
3=6B866ml
=1
=66ml
1666ml
3666ml
.emand o) di))erent customer group
G)o-& P$&si Co0$
Male XXXXX XXXXX
Female XXXXX XXXXX

Children

.o you get the deli"ery at right timeW
Qes @o
Are you happy &ith companies distribution channelW
Qes @o
,hich o) the company you )eel ha"e better distribution net&orkW
Coke *
Pepsi *
2thers *
.o you get the bene)its o) daily schemes launched by the companyW
Qes @o
.o you recei"e the ordered ?uantityW
=3
Qes @o
.o you &ant (alesman to be changed at regular inter"alsW
Qes @o
Companies 2))icers "isit time to timeW
Qes @o

,hich )la"or is more demandedW
Pepsi *
Mirinda*2range *
Mirinda*4ime *
Mountain .e& *
>HP *
(lice *
$s company responsi"e to your complaintsW
QesB@o

%he cooling machine is N*
Qour o&n B Pepsis B Cokes
$s any sur"ey done by other so)t drink companyW
QesB@o
Are you satis)ied &ith the brands o) PepsiW
=8
Qes B @o
.o you get proper scheme at right timeW
Qes B @o
.oes coke o))er better then Pepsi
Qes B @o
Fo& many times deli"ery "an comesW
2nes in a day *
$n alternate days *
2nce in a &eek *
Any other, please speci)y *
Qour recommendations about Pepsi CompanyW
Any suggestion
=9
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