Professional Documents
Culture Documents
Chapter No. Title Page No Chapter No-1 2
Chapter No. Title Page No Chapter No-1 2
Chapter No.
Chapter No-1
Chapter No-2
Title
Page No
INTRODUCTION
1.1 Introduction
1.4 Methodology
1.5 Limitations
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12
13
23
25
38
2.4 HR Function
41
44
48
49
Chapter No-3
50
51
72
4.1 Summary
75
4.2 Findings
77
4.3 Suggestions
79
4.4 Conclusion
81
85
APPENDIX
BIBLIOGRAPHY
1.1 INTRODUCTION
2
Today many new companies are coming in to existence and because of this
the competition is also growing rapidly. Because of this reason they have to compete
with their competitors constantly. In some industries the new companies may not
come in to existence but the competition between the existing companies is growing
more and more. The soft drink industry is mainly suffering with this particular problem.
The Companies have to continuously compete with their competitors to get good
market share and good profits. To face their competitors they have to know their
position and the competitors position in the market. For this, the Companys will
compare itself with their competitor that means they will do the comparative analysis
in all aspects.
Item by Item comparison of two or more comparable alternatives,
processes, products, qualifications, set of data and systems etc. in accounting for, for
example changes in a financial statements items over several accounting period may
be presented together to detect the emerging trends in the firms operations and
results.
----- Business Dectionary.com
From this we can understand that Comparative analysis means the
comparison between the similar things (products, place, technologies, living beings
and etc.) regarding the features, nature, functions, behavior, SWOT, and many other
characters is called Comparative analysis. In this comparative analysis the researcher
will take any two or more similar products (that means the functioning of the products
are almost same) and compare the common and the similar features of the products to
find out that which product is the best one.
In comparative analysis the Company will compare itself with the
company which is in the top position in that industry or which is top in the position in
that particular area or region; from this they can understand their position in that
industry. It will be very useful know what is the strength and weakness of the
Company and the company will try rectify the problems in order to increase their
performance to reach and to beat out that other Company with whom they are
comparing their Company.
In the present scenario in the soft drink industry, the two gaint companies
are fighting with each other. They are adopting and changing the strategies frequently.
They are changing their schemes and offers according to their competitors. They have
to analyse their competitors strategies and techniques comparing with their companys
strategies and techniques. The study on comparative Analysis of Pepsi and Coke is
very useful to Pepsi Company. The comparison is done on all aspects of the Company.
From this analysis the company can know their position in the soft drinks market.
Through this Analysis Pepsi Company can know the merits and demerits of the
Company comparing with Coke Company.
There are two famous beverage companies, Coke and Pepsi, have been
competing dramatically and distributed the beverage market profit for several decades.
In the free market, it is hard to exactly tell which one is the winner within the perfect
competition, because both companies using the different styles of commercials and
products to expand their markets. Personally I believe that Pepsi earned higher profit
than Coke because Pepsi has better marketing strategies and the representative for its
commercials and T.V Ads cost is lowers. I choose Pepsi over Coke because Pepsi has
fair marketing strategy that attracts all generation of people of all ages, whereas Coke
targets mostly younger generation and tries to make an image of Pepsi as a UN cool
drink, and Pepsi has made more People made more people to appreciate its value and
product than Coke.
Therefore, we should drink Pepsi that knows how to appreciate all
audiences of all ages, regardless of their ages and genders. It is interesting to here
that Pepsi won the Taste test over Coke in the world wide. This is the good sign for the
company to get good market share. More people voted for Pepsis taste than Cokes
taste. Coke Company blames that all these taste tests meaningless and not the proper
ones to decide the taste and the greatness of the soft drinks. The production cost of
Pepsi Company is less than Coke because Pepsi Company is using the Franchisees for
the production purpose and giving the remuneration for the production and
maintaining the quality of the products by the regular checkups. In case of Coke it has
its own production units and producing the products in their own plants, this increases
the production cost of the drinks of Coke, because of this reason the profits of Coke
reduced when compared to Pepsi.
When we compare the commercial Ads of the two companies, Pepsi and
Coke there is a major thing that we can pick up from them, which is the representative
of their products. In other words who are the representatives in both commercial Ads?
The companies try to establish an image to the public is that their brands are closely
related to our environment and culture in which we are living. This is the main secret
of the Ads of the Soft Drinks. Sometimes they directly hit the egos of the customers
and to satisfy their ego they will show the solution, that is the product of the company.
This should be taken care by the Advertising department. For this reason they will use
different locations of the country and different cultures of the country and different
religions of the country in their Advertisements. They mean to say is we are close to
your lives. This comparative analysis is totally done on the retailers opinion that
means this comparative analysis is also helpful to know the belief and faith of the
retailers on Pepsi Company. The total data for the study was collected based on the
comparison between the two Companies, Pepsi and Coke. From this Pepsi Company
can get the positive and negative points of their Company comparatively with Coke
Company. During this study some retailers gave some suggestions to improve the
quality of the service (supply) and the image of the Company in the market and some
people gave some complaints on the dealers of the company that they are not
providing the sufficient information about the offers, service and the other things
regarding the company. The company can use these suggestions for its improvement
and by considering the complaints they can rectify the problems that they are facing
from the company or the company dealers.
The Company can not go for the survey on every area to know the
position of their products, hence through this comparative analysis the Company can
get the information about the position of the Company in that area along with the
position of the rival Company in that particular area. In this study the comparison was
done in the case of Advertising of the Companys, the manner they are attracting the
customers, the differences in the production functions and etc. were done. From all
these comparisons Pepsi Company can know the differences between the Pepsi
Company and its competitor Coke Company. Without comparing one Company with
another company which is in the same industry they can not know their position in
that particular industry. The Company can know that how many retailers are selling
their products individually and how many retailers are selling the Pepsi products along
with other products in their retail stores. The Company is providing the Visi Coolers to
the retailers to store the Pepsi Company products. Through this study the Company
got the information that how much percentage of the retailers are using the Pepsi
Coolers and how much percentage of the retailers are using Coke Companys Coolers
and their own Coolers. From this information the Company can take the decision to
increase the usage of the Pepsi Visi Coolers at the retail stores.
In this manner the study on Comparative analysis of Pepsi and Coke is
Very much important and helpful to the Company. Because of this reason only the
investigator did his project work on this particular topic with reference to Pearl Bottling
Company Pvt. Ltd., Visakhapatnam.
some
finding
and
suggestions
to
the
company
for
1.4 METHODOLOGY
Data which is required for this study is based on both primary and secondary data.
the
Primary Data:
Primary data is collected from the retailers through a structured questionnaire.
It includes the first hand information from the outlets. It can view as a survey. The
questionnaire was especially designed to find out the market share of Pepsi and Coke
Companies comparatively in these clusters. Through this information we can get the
strengths and weaknesses of Pepsi and Coke Companies in those particular clusters.
The total primary data was collected from the following clusters.
Srikakulam
Narasannapeta
Amadalavalasa
Investigator started the survey first at Srikakulam on 4/02/09 and completed on
24/02/09 with Amadalavalasa. Investigator personally went to every outlet and asked
the total details, which are in the questionnaire and filled those questionnaires. Some
of the retailers denied giving the details, then the investigator waited there with
patience and collected all the data from that retailers. In the survey the investigator
learned a lot and collected the useful information and also got good experience in the
market field and came to know many things which are not in our books through this
survey. The investigator almost covered all the retail outlets which are situated in
these three clusters and collected the correct information.
Secondary Data:
Secondary sources include the information collected from the annual reports,
published and unpublished records of the company .various books and journals were
referred. Internet was also being used for collecting the relevant data which is not
available in the books. Some of the websites are:
WWW.pepsiindia.co.in
WWW.pepsico.com
WWW.indiainfoline.com
WWW.scribd.com
WWW.oppappers.com
After gathering the data from those two sources the data was analyzed and the
important information was extracted for the use of study.
10
11
12
started in 1898 by Caleb Bradham. This was the second company introduced in soft
drinks field. The pioneered company was Coca-Cola which was started in 1886 in
Atlanta by Dr. John S. PepsiCo is 44 years old company. It was formed by the merge of
Pepsi Cola and Frito-Lay in 1965. Tropicana was acquire in 1998, and PepsiCo company
merged with the Quaker Oats Company Pepsi entered India in 1956 and left in 1961
because the products were not acceptable in Indian in those days. Pepsi re-entered
India in 1990 and with in 7 years it captured good market share in India.
Now PepsiCo brands are available in more than 200 countries in the world. The
worlds headquarters of PepsiCo is situated in New York, USA. It occupies 144 acres in
the city. The headquarters of India is situated in Mumbai. Indra Nooyi took the charges
as CEO of PepsiCo in Oct 1, 1996 and she got the Outstanding American by Choice
Award. She is leading the organization very successfully and she was named in the top
and powerful women in the world. Now the market share of PepsiCo in India is 53%
and the remaining was caught by its tough competitor Coca-Cola. These companies
are the major competitors to each other. Today the consumption of soft drinks is more
than water in America. More than 5,560 million liters of carbonated soft drinks are
consumed every year in USA, this refers that the consumption of soft drinks is more
than water in America.
In 1969, Pepsi Company introduced the modern red & white modern packing
technology to make the packs attractive. In the same year Frito-Lay introduced
fungus brand onion flavoured snacks in to the market.
In 1970, Pepsi introduced the industrys first two liter bottles. Pepsi is the first
company to respond to consumer preference with light weight, recyclable plastic
bottles used for drinks.
13
New York,
USA. This increased sales of the company. In this year they introduced 12 packs
cans.
In 1980 & 81, in these years PepsiCo food service international was formed to
focus on overseas development of restaurants, and fitness centers for the health
development of the employees of the company.
In 1982, PepsiCo introduced the caffeine free colas, first time in to the market.
In 1983, the bottler hall of fame is established to recognize the achievement
and dedication of international bottlers.
In 1984, Diet Pepsi was reformulated with 100%natural sweet, slice and diet
slice are also introduced in to the market. The space cans were introduced in
to the market successfully.
In 1986, the largest North American transportation company North America
Van Lines (NAVL) was merged with Pepsi to improve the distribution channels of
the company. The second plant was started in China.
14
In 1987, the new headquarters of PepsiCo was moved to New York, USA.
In 1988, PepsiCo is recognized along graphical lines East, West, South and
central regions, each with its own president and senior management staff.
In 1989, Pepsi Company introduced share power stock option program for all
employees becoming the first large corporation tool award stock options through
virtually all full time employees.
In 1990, Pepsi Company was named as one of the most admired corporations by
the fortune magazines top 10 for the two successive years. Pepsi reentered in
India with the collaboration with Punjab Agro Industries Corporation (PAIC).
In 1991, Pepsi Company was named as one of the most admired corporations by
the fortune magazines top 10 for the third year also.
In 1993, PepsiCo started its distribution of Liptons line of ready to dink tea
national wide. PepsiCo introduced Pepsi max, a soft drink with unique blend of
sweeteners that delivers maximum cola taste in a no sugar product.
In 1994, Pepsi introduced Aquafina bottled water into test market and got great
success.
In 1995, Pepsi Company introduced 7up ice cola in to its product line. In the
same year Lays brand potato chips were launched in 20 markets of the world.
In 1996, Pepsi Company started its website WWW.pepsi.com and it started its
operations throughout the world.
In 1997, Pepsi Company announced plans to spin off its restaurants business as
an independent publicly traded company and sold its food distribution company
to focus on its core beverages and snack food business.
In 1998, Pepsi Cola celebrates 100 th anniversary with first world wide Bottlers
conference held in Hawaii, the event is held during the same time as first
Bottlers conference. Pepsi Company introduced 2lit bottles in to the market.
15
In 1999, Aquafina became official beverage sponsor of all American Soccor Stars
victory tour. Sprite was introduced in to the market and got success.
In 2000, Pepsi Company launched new beverages line of fruit drinks like Apple,
strawberry, peach papaya, pink lemonade, and strawberry melon grime citrus.
In 2001, Pepsi Company announced a new joint venture in Egypt combining the
salt snack operations of chip, the current market leader and tasty foods, which
is owned by Pepsi Company.
MILESTONES OF PEPSI
2000-2008 Milestones:
2000 Milestones:
Pepsi- Cola revives its Pepsi Challenge advertising campaign. Challenge
includes Pepsi One and Diet Coke as well as well as regular cola.
Pepsi Cola team up with yahoo Inc., the biggest web navigation company, in a
multimedia marketing campaign aimed at teens and young adults.
Tropicana, in a joint venture with Galaxy Foods Co., introduced an icy smoothie
soy milk-and-fruit drink, made with juice, fruit puree along with soymilk and soy
protein.
Aquafina brand bottled water became the best-selling brand of single-serve
bottled water in US retail channels.
16
Pepsistuff.com, a website for merchandise, discounts and digital music files form
biggest names in movies, music, video games. Apparel and sports is launched in
joint promotional with Yahoo.
2001 Milestones:
Pepsi-Cola Company launched Dole single-serve juices in vending machines,
coolers and other retail outlets throughout the United States.
Pepsi-Colas flagship brand had the new tagline, The joy Of Pepsi.
Pepsi-Cola launches the bold new Mountain Dew Code Red nationwide in United
Sates.
Tropicana introduced smoothies. A natural juice-based product, smoothies
combine fruit juices and non-fat yogurt into a smooth, filling drink that delivers
nutrition, taste and convenience.
Frito-Lay introduces Lay's Bistro Gourmet potato chips.
Pepsi-Cola Company introduces a "Pepsi Twist." Regular and diet versions of the
crisp new cola with lemon are entering retail outlets in selected U.S. markets.
SLAM, the orange brand Mirinda, is launched in Italy.
On August 2, PepsiCo merges with The Quaker Oats Company, creating a $25
billion food and Beverage Company focused on the rapidly growing consumer
demand for convenience.
2002 Milestones:
Aquafina debuts new line of great-tasting enhanced waters. Aquafina Essentials
target active, health-conscious adults in four lightly sweetened varieties
including B-Power, Calcium+, Daily C and Multi-V in 20-oz. bottles.
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Gatorade introduced new Gatorade ICE in three flavors- Orange, Lime and
Strawberry.
Tropicana Pure Premium announced sponsorship of Disney's award-winning
show The Lion King.
Tropicana Pure Premium introduces 14-oz. single-serve resalable bottle you
can take with you for the on-the-go- consumers. Diet Pepsi has a new look.
"Mr. Green," a green-tinted carbonated soft drink with caffeine and ginseng, is
launched under SoBe's New Age beverage line in April.
Aquafina debuts new line of great-tasting enhanced waters. Aquafina Essentials
target active, health-conscious adults in four lightly sweetened varieties
including B-Power, Calcium+, Daily C and Multi-V in 20-oz. bottles. PepsiCo
published Health and Wellness Philosophy.
Frito-Lay announces plans to introduce Lay's Reduced Fat chips and Cheetos
Reduced Fat snacks. Brand Pepsi has a new look.
Tropicana introduces a new campaign with the tag line "So pure. So alive.
Tropicana Pure Premium."
PepsiCo introduced Marathon Kids, a program that encourages kids and their
families to be more physically active and it got huge success throughout the
world.
2003 Milestones:
Pepsi-Cola launches Sierra Mist nationally.
PepsiCo launches "Get Active/Stay Active" program.
Quaker Chewy introduces Quaker Chewy Wholesome Favorites and Quaker
Chewy Trail Mix.
Gatorade unveils In-Car Hydration System for NASCAR Drivers.
SoBe sponsors U.S. Open Snowboarding Championships.
Pepsi announces plans to launch Mt. Dew Livewire, an orange drink, this
summer.
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creates
PepsiCo
International,
the
business
that
will
unite
all
international snack, beverage and food units in an effort to drive faster growth
and improved profitability around the world.
PepsiCola trademark turned 100 years old.
Pepsi Vanilla is launched in the United States.
Tropicana introduced Tropicana 100% Juice Blends.
2004 Milestones:
PepsiCo Launches 'Health Roads' Wellness Benefit for Associates and Their
Families
PepsiCo's new "Smart Spot" program is featured as an example of the food
industry's focus on health and wellness in today's edition of USA Today.
Frito-Lay Launches Doritos and Cheetos Halloween Treat Multi-Sacks.
Frito-Lay's 24-count Multi-Sack variety pack won the Institute of Packaging
Professional's (IOPP) Integrity Award, one of the industry's top awards, at this
year's AmeriStar Packaging Awards.
Frito-Lay Introduces Doritos Black Pepper Jack
Diet Sierra Mist Become Sierra Mist Free
Pepsi-Cola to launch Pepsi Edge, the first full-flavored cola with 50% less sugar,
carbohydrates and calories than regular cola.
Pepsi Bottling Group (PBG) PepsiCo's biggest bottler bought Phil Gaudreault ET
Fils Ltee, a Quebec-based Pepsi bottle.
2005 Milestones:
PepsiCo Celebrates 40th Anniversary.
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Frito-Lay launches Tostitos Multigrain; new snack brings flavor of four wholesome grains to
one of America's favorite tortilla chips.
2006 Milestones:
PepsiCo Foodservice Pours Two New Account Wins: Famous Dave's of America
and Roundtable Pizza
Pepsi Celebrates 20th Consecutive Super Bowl With New Diet Pepsi Campaign
North
American
Coffee
Partnership
Beverages,
Starbucks Iced Coffee, Starbucks Iced Coffee Light as well as Strawberries and
Creme Frappuccino and Starbucks Double shot Light
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Cheetos kicks off the biggest marketing campaign in its history with "Undercover
Chester," an integrated communications platform that asks consumers to help
Chester Cheetah recover the stolen recipe for Cheetos
In selected cities cross the United States, Pepsi distributes more than three
million free cans of newly reformulated Diet Mountain Dew, marking the largest
single-day sampling effort in company history.
Frito-Lay announces the launch of a new line of snack chips called Lay's
Sensations and Tostitos Sensations
Frito-Lay cuts saturated fat in Lay's more than 50% for the health of the
consumers.
Diet Pepsi launches Jazz, a new line of zero-calorie colas available in rich flavors
like Black Cherry French Vanilla and Strawberries & Cream.
Frito-Lay kicks of its nationwide rollout of Lay's with 100% Pure Sunflower Oil
PepsiCo announces it will acquire New Zealand snack company Bluebird Foods
2007 Milestones
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Lay's launches 'Share the Joy' program to help the Make a Wish Foundation
raise funds.
Indra Nooyi named as 2007 Working Mother 'Best Company for Multicultural
Women'.
Pepsi wins Webby Award for its execution of the "Best Sports Website"
PepsiCo earns spot in Black Enterprise Magazine's '40 Best Companies for Diversity'.
2008 Milestones
PepsiCo Foundation announces two major new grants to Water Partners and
Safe Water Network programs to provide access to safe water and sanitation in
developing countries.
22
PepsiCo Honored with 2008 Energy Star Partner of the Year Award.
PepsiCo International's China Foods Wins "China's Top Leaders 2008" Award.
Production
Production
Administration
Production
Productionofof
Production
Administration
Department
Manager
Production
Production
Chemists
Control
Quality
Recruitment
Department
Manager
Engineer
Production
Chemists
Control
Quality
Recruitment
24
Co-ordination of activities
Centralization and decentralization of activities
Size of the work unit.
The word organization has two common meanings. The first meaning signifies
institution or functional group, and the second one refers to the process of organizing
the way of work, which is arranged and allocated among members of the organization,
so that the goal of the organization can be achieved efficiently. The organizing process
involves balancing the companys need: both for stability o one hand and change on
the other hand. The organization structure gives stability and reliability of its goals.
While altering an organization structure can be a means of adopting and bringing in
about a change, which could otherwise be a source of resistance to change.
Organization structure basically involves analysis of activities to be performed
for achieving organizational objectives grouping them in to various individuals and
delegating them with appropriate authority so that they can carry on their work
properly. Organization structure can be defined as an arrangement and relationship of
component parts, which also helps to determine the position of the company. An
organization structure specifies the division of work activities and shows us how
different activities are linked.
Organization structure is a basic framework within which the managers
decision making behavior takes place. Structure basically deals with relationships. It is
an important scientific concept. In dimple terms it may be defined as a pattern in
which various parts or components are interrelated or interconnected. The MD, Mr.
Ruchirans Jaipuria is the head of the Organization and administration. The company is
managed by the Director and is assisted by a team of well-qualified $ experienced
senior management personnel.
25
The success of any enterprise directly depends upon the success of its
Marketing function. Is the main function in this business? It plays a major role. After
the production of the soft drinks, the functions of the Marketing Dept. starts and it
continue process. The word marketing is not a simple word; it is of many complicated
activities which should be undergone. The sales persons should have to search for the
opportunities and have to avail the opportunity. One Manager will be appointed to look
after the total marketing activities in that region and some team will be there under
the manager to execute the function. Marketing should be done on two concepts
related to the customers psychology, those are;
Fear of loss
Hope of gain
That means the marketer will create these feelings in the customers mind to
market their products. For example Pepsi launched a promotional activity that see the
crown of the bottle and win the gold coin; it creates these above mentioned feeling.
The customer will think that if I am not taking that drink I may loss that gold coin (or)
if I take that drink I can win that gold coin. These two sentences may be similar to
see, but there is a difference in these words. The customer may be attracted towards
the product because of any these two reasons.
The approaches may vary from product to product, time to time, and place to
place. The marketers have to create the need to the customer and have to show the
solution for that need. Marketing Management is the process of planning and executive
the conception, pricing and distribution of ideas, goods and services to create
exchanges with target that satisfy customer and organizational objectives. That means
marketing consists the distribution of soft drinks (distribution channels), promotional
activities, providing the information about the products, advertising of the products
and etc.
Pepsi Company is giving the huge publicity about their products introduced in
the market and the products yet to come in to the market. They are using the big film
stars, cricket players, tennis players and etc. as their brand ambassador to attract the
people. It creates a psychological feeling that their favorite name and famed persons
are consuming the products then why should I consume the product. The soft drink
companies are spending lots of amount on the advertising. There is always the cold
war is going on. To face the competition they are adopting various methods. The soft
26
drink companies have to maintain good relations with the distributors, dealers and the
retailers, because they can make the profits and can break the profits to the company.
Because of this reason they will take care of these persons.
This business totally depends on the seasons; the sales of the drinks will be
in peak level in summer seasons. In the soft drinks industry without the marketing
function they can not run the business. In this industry the competition is more and
uncontrollable, because of this reason the Companies have to think of competing with
the competitors. The Company is appointing the executives to improve their
marketing. The Executives will go to the retailers and explain about the products and
the offers that are offered to the retailers and to improve the business what type of
support the Company will provide to the retailers. Some supervisors will be recruited
to supervise the marketing executives whether they are doing their duties perfectly or
not. To look after all the marketing departments functions on Marketing Manager was
recruited in the top level. In this way the marketing structure will made. Logistics also
include the marketing function. The distribution of the soft drinks looked after by the
marketing department only. They will supply the drinks to the retailers and collect the
money and the empty bottles from the retails. If the marketing department is
succeeded in all these functions then it is a successful marketing department. For this
the department will struggle continuously. Some researchers also will be there for the
marketing reach in the company because if the company is implementing the same
strategies for a long time and for all the areas that many not be suitable for that time
and area. For that the research department will do the continuous research for the new
strategies.
Marketing mix
Target Market
Product
price
place
promotion
Product Variety
List Price
Channels
Sales Promotion
Quality
Discount
Coverage
Advertising
Design
Allowances
Assortment
Sales Force
Size
Credit Terms
Location
Public Relation
Service
Inventory
Direct Marketing
Returns
Transport
The consistency of the product mix refers to how closely relate the various
product lines are in end use, Production requirements, distribution channels, or some
28
other way. Pepsi Companys product lines are consistent in so far so they are consumer
goods that go through the same distribution channels. The lines are less consistent so
far as they perform different functions for the buyers.
These four product-mix dimensions permit the company to expand its business
in four ways. It can add new product line and can add more product variants to each
product and deepen its product mix. Finally, it can pursue more product-line
consistency. The future of any product is totally depends on these aspects. They
should introduce the right product with a suitable price in a right place, at the same
way the promotions also should match the place. That means the advertisement
should be in right manner.
Product Mix Width & Product line length for Pepsi India Pvt. Ltd.
compared to Coke Company:
Product Mix Width
Soft drinks
Product Line
Length
Pepsi
Pepsi
7 Up
Orange Mirinda
Mountain Dew
Lemon Mirinda
Slice
Diet Pepsi
Evervess Soda
Coke
Coca-Cola
Sprite
Fanta
Thumps Up
Limca
Maaza
Diet Coke
Kinely Soda
Drinking water
Pepsi
Coke
Aquafina
Kinely
Product:
The marketer has to do the survey to understand the needs and wants of the
customer and has to inform to the production department. Then the
R&D
department will do the research accordingly. The production department will produce
the product to fulfill the requirement of the customers. All these factors come under
29
this part of the product mix. Pepsi Company is producing many brands of soft drinks
and doing the marketing of those products. They are taking care of the quality of the
products.
Price:
The company will fix the price of a product based on some aspects, those are;
Production Cost, Variable Cost, and some other things and they will finally add their
desired profit to that cost and the final cost of that product will be fixed. This is called
the Maximum Retail Price (MRP). This step should be taken care because the price of
the product should be according to its quality, and also should be taken care of the
competitors price. If the price is too high when compared to the competitor and not
worth of its quality then the sales of that product becomes difficult and the company
will face the losses. The company should also have to think what will be the return on
investment.
Place:
The company should think a lot before launching a product in to the market.
They have to identify where it is better to launch the new product first so that they can
get success. Generally every company selects a specific region to launch their new
products, because first they will go for the test marketing before the mass production
of the production. If the customers are satisfied with that product then they will start
the mass production and launch in all areas. In case they found any fault with that
product then they will redesign the product and rectify that problem and re-launch the
products.
They will take care of the distribution channels also while launching the new
product in one area. They have to design what will be the channel structure and what
will be the results of that structure. Pepsi Company following this structure;
Producer ----- Dealer------ Retailer ------- Customer
Producer-------company dealer------Retailer------Customer
They will also estimate the distribution cost that is transportation cost and will
search for the remedies to reduce the cost of distribution. The company should also
think of the inventory, because they have to stock the goods for sometime and will
supply the product to the customers. For this they have to arrange the warehouses.
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Promotion:
In todays competitive environment, having the right product at the right
place, at the right time may not be enough to be successful. Effective communication
with the target market is essential promotion is the p of the marketing mix designed
to inform the market place about who you are, how good your product is and where
you can buy it. Promotion is also useful 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 uses in its
marketing plan. Above the line promotions refers to mainstream media advertising
through common media such as television, radio, transport, billboards, newspapers
and magazines.
The company will offer many things to the traders as well as to the
consumers. If the company will give good schemes to the dealers and the retailers
then they will promote that brands and the sales will be increased. In the same way
the companies are also providing many offers to the consumers like:
Drink Pepsi, see the crown and win foreign trips, cash prize and many more
things.
Drink Pepsi and go to World Cup offer.
Drink Sprit and win NOKIA Multimedia Mobiles.
Drink 7up and win 7 Golden Lemons and many more gifts worth of 7 crores.
Buy Maaza 1 lt. bottle and get 200ml Pulpy Orange worth Rs. 15 free.
In the case of soft drinks the Advertisement is the main promotional activity. The
companies are investing millions of rupees on Ads. They are preparing various types of
Ads targeting different category of People. They are preparing the Ads very
innovatively in the way to attract the customers and against their competitor. Through
the Ads the company will create the feeling in the customers mind that this drink is
good and should go for that drink only. Many customers will go for same brands
because of the influence of the advertisements only. Some Ads will hurt the ego feeling
of the customers and through that way also they will attract the customers. In these
ways promotional activities plays a vital role in the sales increase of a product as well
as it will create a brand image in the customers mind.
31
Digestion.
Refreshes, Invigorates.
Crisp as Frost.
1910 It Satisfies
Substitutes.
Young.
32
Generation.
Lot to give.
Generation.
Coca-Cola
33
When we compare the total slogans of the two companies we can first
understand that Coke Company frequently changed its Slogans, some times trice and
trice a year. But in case of Pepsi Company is not changing its slogans frequently. The
slogans of Pepsi are not realistic and the company is exaggerating the features of the
drinks and the company. Coke Company prepared its slogans in a realistic way and
which is nearer to the features of the drinks and the company. Now Pepsi Company is
not using any slogans for its drinks. Coke Company also not using the slogans that
34
much frequently because the present day customers are taking care of the features of
the product, taste of the products and packing of the products not the slogans of the
Company.
35
From the above picture we can observe that from origin itself Pepsi Company
has been changing its Logos but Coke Company has not at all changed its Logo form
36
the beginning. From this we can understand that Pepsi Company has been trying to
create some place in a differently with its new Logos where as Coke Company tried to
fix the same Logo as brand name. Previously the name of Pepsi is Pepsi-Cola, and now
it is changed to Pepsi. The reason for changing the Logos of Pepsi continuously was it
merged many of the largest Food Companies with Pepsi like Tropicana, Fritos Lay and
Galaxy Co. and etc. every time when merged with any Company it changed its Logos,
because of this reason Pepsi became the largest food based products producer in the
world. Coke Company is confined to the soft drink production only. As Coke Company
has not changed its Logo, it is totally fixed in the minds of the people of the world. The
people of the world have some what confusion on the Logo of Pepsi Company as it
changed its Logos Continuously.
Even though Pepsi Company changed its Logos continuously, it has not
changed its slogans that much frequently. But in case of Coke Company, it has not at
all changed its Logo but changed its slogans very frequently, sometimes thrice and
trices a year. From this it is concluded that Pepsi Company tried to create a brand
image of the Company in the minds of the customers using its different Logos but the
same Slogans about the products. But in case of Coke Company it tried to create a
brand image of the Company with the same Logo and different Slogans about the
products. In this manner the two gaint Companies in the soft drinks industry compared
and differentiated with each other.
This cola wars became very common to the soft drink Companies. Soft
drinks became a part of every day life of the people in all over India and other
countries of the world. The pop culture has made resisting the temptation of sugar
based carbonated beverages virtually impossible for most. The soft drink war between
Pepsi and Coke keep on going and increasing day by day. They are using the different
techniques to attract the customers towards their products mainly the cola products.
The cola products are:
Pepsi
Coke
Pepsi
Coca-Cola
Thumps up
Coke Company has the two cola brands, whereas Pepsi has only one brand of
cola. Pepsi Company is using excellent marketing strategies, such as celebrity
appearances to sell their products where as Cokes realistic approach has placed them
37
at the top of the soft drink industry, mainly in the case of cola sales. We can observe
the cola war through the Advertising of the two companies in the television. They
prepare the Ads to compete with one another. They will hire the famous persons and
the celebrities for their Ads. They will invest lots of amount on advertising. Through
the advertising only the sales of the soft drinks are in creased. Even though Pepsi
trying to get the No-1 place in the soft drinks industry the statistics have shown that
they are not able to get that position when compared to Coke Company for the past
few years.
In case of Advertising Pepsi dominated Coke because most of the customers
are attracted toward the Pepsi Companys Ads only not to the Coke Companys Ads
because Pepsi is spending more on advertising preparation when compared to Coke
Company. Pepsi Company is using the famous celebrities when compared to Coke
Company and this increases the influence of the advertising on the customers. Both
companies are conducting their operations successfully in more than 200 countries in
the world. The war is going on in every country all over the world. Pepsi changed its
Logos frequently 9 times from its origin but Coke Company has not at all changed its
Logos, this is a great thing that we can observe.
2.4 HR FUNCTION
Worldwide code of conduct of PepsiCo.
38
reality.
These
indispensable
tools
serve
as
our
39
Indra Nooyi
40
41
Any company, which has to start and operate its business, has to invest its
capital in fixed assets and floating assets and it also has to meet the daily
requirements of the company. However, depending on the nature of the business and
the product being offered by the company, the ration of investment of capital in fixed
and floating assets differs.
Types of Capital
Funds employed
60
Working capital
15
Institution finance
40
42
Criteria
Pepsi Company
Coke Company
Sales Growth
12.8 %
12.0 %
Gross Margin
69.6 %
61.1 %
Net Margin
10.7 %
10.6 %
Cash-to-Debit ration
0.55 %
0.33 %
Thus, Pepsi Company is either tied or has the edge over Coke in ever
category except Gross Margins. The sales growth rate of Pepsi is growing faster than
Coke Company. This is because of the strategies adopted by the Pepsi Company. Even
43
though 92% of the people through out the world know the brand name of Coke, they
are not able to capture the highest market share when compared to Pepsi. Pepsi has a
better ration of cash versus debt. Pepsi Company is the leader of the snacks producer
in the world having 46% of the total market share and more than seven times the size
of its next largest competitor, whereas Coke has not at all entered in to this field. In
this way also Pepsi dominated Coke in the field of snacks production.
44
Production function of the soft drink companies is very crucial and a continuous
process. In the summer season they work 24 hours a day around the clock, because
they have to supply the sufficient drinks to the market. Pepsi Company appointed
Krishna Mohan Beverages as a franchise in the year 1992 and later it was changed to
Pearl Bottling Pvt. Ltd. Pearl Bottling Pvt. Ltd. and working under Pepsi Company. It
started its production operations in June, 1992 and running successfully.
45
Plant Capacity:
The layout of the bottling plant of PBPL confines for all the products based
on the line layout. The machine and equipment have been imported from Germany,
which produces the best capital equipment in the World. The company installed up to
date automatic plant confirming to plant layout. The capacity of the plant is 24000
bottles per hours i.e. at the speed of 400 bottles per minute. The months from March
to June, the plant is used to its peak in these summer season; the plant runs round
the clock. This is because the demand reaches its peak in these summer months,
hence they have to produce enough bottles of soft drinks at a speed to keep in pace
with the disappearance of soft drinks from the shelves of the retailers.
Quality Control:
PBPL is maintaining good quality control systems. Pepsi Company is the
trade mark for the quality products. The bottles are usually examined for impurities
continuously as the bottles move out. Samples are checked after every 10 minutes of
production time by the chemist for its quality and hygienic condition. The chemical
analysis is also made for flavours and the gas content is also checked. If any defects
are noticed, the production is suspended and the corrective measures are taken so as
to set right the bottling, process irregularities. Further samples from each batch are
dispatched to the affiliated parent agency company in each week for quality checkup.
Moreover, the agency of the company also lifts samples from the market at random for
quality check up at anytime to make sure that the quality is maintained to the exact
standard of the parent company. Every employee entering in to the production
department should wear the cap and hand gloves.
At the end of the production schedule, daily all the equipment, plant floor
and wet patches are cleaned with bleaching powder and other solutions. The standards
of hygiene maintained inside the production steps are commendable.
46
The Visakhapatnam PBPLs main work is bottling. This is bottling and filling
station. The material used for making the drinks comes from USA in three forms, those
are:
Crystal form
Liquid form
Power form
In this form the company will get the raw material for the production. This
work will be done very confidentially, because the formula of the drinks should not be
revealed to its competitors. After receiving the raw material in PBPL they will mix the
water, sweeteners, preservators and carbon dioxide to that raw material according to
the fixed formula. Then the soft dink will be ready to use and this will be filled in the
bottles.
Initially four brands i.e. Pepsi, Mirinda, 7up and Lehar soda were bottled
and distributed where as Slice were supplied by Cuttack plant. In May 1993, a cloudy
lemon flavored drink called TEEM was introduced which was not well received by
consumers because of the well established brand LIMCA. In April 1998 a new cloudy
lemon flavour, namely Mirinda Lemon was introduced after discounting TEEM and got
success.
In syrup making process the syrup of a particular product is prepared by
heating sugar with activated carbon powder and filter (hyflousuper Cell) in the
treatment tank for a specified time up to a particular temperature. During treatment
most of the color, odor and some organic impurities are removed from the sugar syrup.
This treated syrup passes through the filter press filter with filter papers and heat
exchanges and the clear syrup is collected in the syrup moving tank where the essence
of particular product will be added for which a required amount of sugar is taken for
treatment. The essence and sugar syrup are mixed into the tank with the help of a
mechanical stirrer and finally the flavour syrup is ready for use in finished products.
The second process is water treatment. As an added ingredient water can
compromise up to 90% of a soft drink. The quality of water is thus of a particular
importance to the soft dinks manufacturers. In this process water will be brought to
the treatment tank and then water treatment chemicals such as hydrated lime,
bleaching powder and ferrous sulphate are added to the tank and are moved
thoroughly by the help of mechanical stirrer. The treated water is then passed through
47
the specially designed filtration plant containing chemicals such as activated carbon
(granular) and finally the manufactured will get the standard water i.e. suitable for soft
drinks and then bottles moves towards crowner where the sealing is done with the
help of crowns. The crowns are used in order to retain the carbonation flavours as well
as to protect the products from outside contamination and spoilage. The bottles are
checked for maintaining the required standard. Finally, the filled bottles are checked
for maintaining the required standard and the filled bottles are collected in plastic
creates from the conveyor. The marketable lot comprises of a crate and is filled with 24
bottles in each plastic crate. This crate is mainly useful to protect the bottles and keep
them in good condition and eliminates breakage and is also collected back in the same
crates. Then the finished products are transferred to the shipping department for the
distribution.
Every company will have the future plans; in the same way Pepsi Company
also has its future plans to increase its sales and the market share in the soft drinks
industry. After a long research work they will go for the new plans. Some of the future
plans were given below.
In order to capture Indian food market PepsiCo India is planning to launch
indigenous food products. PepsiCo is going to make an investment of around $110
million in its beverages business in India to increase the production capacity and the
quality of the products. On future plans, the company will launch Lipton ice tea all over
the country this summer. Gatorade, its sports drink, will also be bottled in India this
year. The company is also seriously considering bringing some products from Quaker
Oats into the country. PepsiCos beverage business has also decided to invest $220
million in the current year.
Indra Nooyi, PepsiCos Indian face, says the $27-billion foods and beverages
giant will invest $300m-$500 millions into its India operations over the next five years
and clearly indicated that the fast-growing snack foods business was going to be the
growth driver in the country.
Clearly, the snacks business which has grown five-fold in the past four
years is lifting PepsiCos fortunes. The CEO of Pepsi India, Nooyi says the company
is now looking at tripling this business in the next three years or so, and is even
testing Leher Kurkure for the US and UK markets.
It is learnt that the total investment for the beverage business of PepsiCo
India for the next three year will be around $350 million. PepsiCo India on Monday
announced a Rs 1,000-crore investment for this calendar year that will see the food
and beverage major expanding its manufacturing capacity and supply chain, among
others, in the country.
In this way Pepsi India Company is taking steps to increase their sales and
their market share in the soft drinks industry.
49
3.1 INTRODUCTION
50
The main part of the report i.e. Analysis part is covered in this chapter.
Investigator conducted survey in 300 Retail outlets in 3 various areas. After conducting
the survey, the total collected information has been interpreted using a structured
format. The required information is derived from that format and later interpretation
and analysis have been done using that information. This analysis part contains tables
and graphical representation. Only histograms have been used in this graphical
representation. We can understand the information easily through the graphs and can
come to a conclusion from the final information from this chapter. Because of that
reason this chapter is very important in the entire study of the project. Without this
analysis and interpretation we can not give the essence of the study easily. This
chapter is very useful to conclude the total survey and also can understand the
position of the company and the opinion of the retailers and customers regarding the
company.
This chapter is totally based on the primary data collected through the survey
conducted on the retailers of various markets. This survey is also is very useful to the
company also to understand and take the further steps to improve their performance
and through that they can get a good market share in the soft drink industry. In this
chapter the interpretation is also provided along with the analysis of the collected data.
The company may get the valuable information through this interpretation. Because of
this reason the investigator has chosen this study.
The total data collected in three areas in Srikakulam district of total of 300 retail
outlets. They are given below:
Table 3.1
Respondents Analysis
CLUSTER
SAMPLE SIZE
AREA
Percentage
Cluster-1
130
Srikakulam
43
Cluster-2
90
Amadalavalasa
30
Cluster-3
80
Narasannapeta
27
Total
300
100
The table explains the sample size and the respondents in three clusters
selected for the project work. Out of the 300 retail outlets, 130 outlets comprising 43
Percent of sample size are taken from Srikakulam market, 90 retail outlets comprising
of 30 Percent of sample size from Amadalavalasa market and the remaining 80 outlets
comprising of 27% from Narasannapeta market respectively. It is concluded that most
of the respondents (retail outlets) are selected from Srikakulam market for conducting
the study. All these three markets are adjacent to one another in same district.
Because of this reason the retailers as well as the consumers behavior will be similar.
Because of this reason we can understand the market that particular area well.
Investigator has chosen these markets for his study because these are the local
markets for him and will be useful to know the market condition of his residing area. If
the investigator has chosen any other market the study may become difficult and also
may not get the proper information from the retailers. The markets selected for the
survey belongs to the rural areas. This may help the investigator to understand the
mindset of the retailers as well as the consumers in the rural areas and his suggestions
to the company regarding the rural market condition of soft drinks will be useful to the
company.
Table 3.2
Pepsi & Coke Brands Available In Various Clusters:
52
S.No
1.
2.
3.
4
Market
Srikakulam
Amadalavalasa
Narasannapeta
Average
Pepsi
5
5
5
5
Coke
6
5
7
6
It is found from the table 3.2 that, out of 130 outlets from Srikakulam
market on average 5 Pepsi brands, 6 Coke brands are available. Out of 90 outlets from
Amadalavalasa market, on an average 5 Pepsi brands and 5 Coke brands are available.
Out of 80 outlets from Narasannapeta market 5 Pepsi brands and 7 Coke brands are
available. On an average Pepsi 5 and Coke 6 brands are available. It is concluded that
Coke dominated Pepsi in terms of availability of its brands in Srikakulam and
Narasannapeta markets and in Amadalavalasa market both are in equal place.
Table 3.3
Top brands Available in Srikakulam Cluster:
S.No
Brands
Retail outlets
53
Percentage
1.
Slice (Pepsi)
59
46
2.
Mirinda (Pepsi)
32
24
3.
Sprite(Coke)
26
20
4.
Limca(Coke)
13
10
130
100
Total
It is found from table 3.3 that Slice a Pepsi brand with 46% of total
sales occupied the top position in Srikakulam market. Mirinda occupied the second
place with 24%, Sprite occupied the 3 rd place with 20% and Limca occupied the last
place with 10% respectively in the top selling soft drink brands in Srikakulam market.
This indicates the increase in the consumption of the fruit based drinks in Srikakulam
market. So it is concluded that Pepsi Company dominated Coke Company in
Srikakulam market in terms of top selling brands.
Table 3.4
Top Four Brands Available In Amadalavalasa Cluster:
S.No
Brands
Retail outlets
54
Percentage
Mirinda (Pepsi)
36
40
7 Up (Pepsi)
23
26
Sprite (Coke)
16
18
Thumps Up (Coke)
15
16
90
100
Total
It is found from table 3.4 that Mirinda, a Pepsi brand with 40% of total
sales occupied the top position in Amadalavalasa market. 7 Up occupied the second
place with 26%, Sprite occupied the 3rd place with 18% and Thumps up occupied the
last place with 16% respectively in the top selling soft drink brands in Amadalavalasa
market. So it is concluded that Pepsi Company dominated Coke Company in
Amadalavalasa market by occupying the first two positions in terms of top selling
brands.
Table 3.5
Top Four Brands Available In Narasannapeta Cluster:
S.No
Brands
Retail outlets
55
Percentage
Thumps up (Coke)
30
38
Mirinda (Pepsi)
25
31
Sprite (Coke)
15
19
Slice (Pepsi)
10
12
80
100
Total
It is found from table 3.5 that Thumps up; a Coke brand with 38% of total
sales occupied the top position in Narasannapeta market. Mirinda occupied the second
place with 31%, Sprite occupied the 3 rd place with 19% and Slice occupied the last
place with 12% respectively in the top selling soft drink brands in Amadalavalasa
market. So it is concluded that Coke Company dominated Pepsi Company in
Amadalavalasa market by occupying the first positions in terms of top selling brands.
Table 3.6
No of Bottles Sold per Day in various individual Clusters:
Brand
Srikakulam
Pepsi
52
Amadalavalasa Narasannapeta
45
42
56
Average
46
Coke
44
35
50
43
It is found from table 3.6 that on an average 52 bottles of Pepsi brands and
44 bottles of Coke brands are sold in Srikakulam market, 45 bottles of Pepsi brands
and 35 bottles of Coke brands are sold in Amadalavalasa market, 42 bottles of Pepsi
brands and 50 Bottles of Coke brands are sold in Narasannapeta market per day. On
average of these three markets 46 bottles of Pepsi brands and 43 bottles of Coke
brands are sold per day. So it is concluded that Pepsi Company dominated Coke
Company in these areas in terms of no. of bottles sold per day.
Table 3.7
Service (supply) required to the retail outlets from the company:
S.No
Market
Daily
Alternative Days
57
Weekly Twice
Srikakulam
63
25
12
Amadalavalasa
49
27
24
Narasannapeta
55
36
Average
56
29
15
It is found from table 3.7 that most of the retailers in all the areas
required the daily service (supply) of soft drink companies. On an average of all the
markets 56 % of the retailers require the daily service of the company, 29 % of the
retailers require the alternative days service and remaining 15% retailers only require
the weekly twice service. So it is concluded that the most of the retailers require the
daily service (supply) from the soft drink companies that indicates the high sales of the
soft drinks.
Table 3.8
Satisfaction levels with Pepsi Companys Service (Supply):
S.No
Market
Highly satisfied
Satisfied
Not satisfied
Srikakulam
60
40
58
Amadalavalasa
65
30
Narasannapeta
70
28
Average
65
33
It is found from table 3.8 that in all these areas majority of the retailers are
highly satisfied with the Pepsi service and less number of the retailers is satisfied with
the service of the Pepsi Company. On an average of all the markets most of the
retailers i.e.65% is highly satisfied with the Pepsi service (supply), 33% retailers are
satisfied with the service of the Pepsi and the remaining 2% are not satisfied with the
service of the Pepsi Company. So it is concluded that the retailers are highly satisfied
with the service (supply) of the Pepsi Company.
Table 3.9
Satisfaction of levels with Coke Companys Service (Supply):
S.No
1
Market
Highly satisfied
Satisfied
Not satisfied
Srikakulam
45
50
59
Amadalavalasa
40
55
Narasannapeta
45
50
Average
43
52
It is found from table 3.9 that on an average of all the markets 65% retailers
only are highly satisfied with the Coke service (supply), 50% retailers are satisfied
with the service of the Coke and the remaining 5% are not satisfied with the service of
the Coke Company. So it is concluded that the service of the Coke Company is
moderate when compared to Pepsi Company. So here Pepsi dominated Coke in terms
of the service (supply) to the retailers.
Table 3.10
Retailers opinion on Trade Schemes offered by Both Companies in Various
Clusters:
S.No
Market
Pepsi
60
Coke
Srikakulam
41
59
Amadalavalasa
49
51
Narasannapeta
41
59
Average
44
56
It is found from table 3.10 that in all the areas majority of the retailers
agreed with the Coke when compared to Pepsi. On an average most of the retailers
i.e.56% voted for Coke Company for its trade schemes offered to the retailers and the
remaining 44% of the retailers are voted for Pepsi Company for its trade schemes
offered to the retailers. So it is concluded that Coke Company dominated Pepsi in
these areas in terms of the trade schemes offered to the retailers.
Table 3.11
Opinion on Consumer Promotions offered by both Companies:
S.No
Market
Pepsi
Coke
Srikakulam
61
39
61
Amadalavalasa
57
43
Narasannapeta
60
40
Average
59
41
It is found from the table 3.11 that majority of the retailers of all these
areas are satisfied with Pepsi Company for its consumer promotions offered to the
consumers. On an average most of the i.e. 59% is satisfied with the consumer
promotion offers offered to the consumers and the remaining retailer i.e. 41% of the
retailers are satisfied with the Coke consumer promotions offered by the Coke
company offered to the consumers. So it is concluded that Pepsi dominated Coke in
these areas in terms of consumers promotions offered to the consumers.
Table 3.12
The influence of T.V Ads in increasing the sale of Soft Drinks:
S.No
Market
Yes
62
No
Srikakulam
74
26
Amadalavalasa
51
49
Narasannapeta
60
40
Average
62
38
It is found from the table 3.12 that on an average most of the retailers
(62%) are saying that T.V Ads will help in the increase in the sales of the soft drinks
and the remaining (38%) are saying that there will be no influence of T.V Ads on the
increase of the sales of the soft drinks. so it is concluded that there will be influence of
the T.V Ads on the increase in sales of the soft drinks a lot.
Table 3.13
Comparing the increase in sales from 2008-2009
S.No
Market
High
Less
63
Same
Srikakulam
55
40
Amadalavalasa
30
63
Narasannapeta
40
48
12
Average
42
50
It is found from the table 3.13 that on an average most of the retailers
(50%) is saying that the increase in sales when compared to 2008 to 2009 is less,
42% of the retailers are saying high and the remaining 4% retailers are saying same
(no increase). So it is concluded that the increase in the sales from 2008-2009 is
moderate and the chance of increase in sales is high in future.
Table 3.14
The Percentage of Fruit Based Soft Drinks in Total Sales
64
S.No
Market Area
30%
20%
10%
Srikakulam
30
33
37
Amadalavalasa 29
34
37
Narasannapeta 34
32
34
Average
33
36
31
It is found from the table 3.14 that on an average most of the people
(36%) are saying that the sales of the fruit based soft drinks are comprises 10%,
33% of the retailers are saying fruit based soft drinks comprising 20% of the total
sales of soft drinks and the remaining 31% retailers are saying that fruit based soft
drinks comprises 30% of the total sales of the soft drinks. So it is concluded that the
consumption of fruit based soft drinks has been highly increased and go on increasing.
The reason for this is the awareness of the health consciousness.
Table 3.15
Pepsi Visi coolers and other coolers available in the Market
65
S.No
Market
Pepsi cooler
Srikakulam
32
68
Amadalavalasa
21
79
Narasannapeta
31
69
Average
28
72
It is found from the table 3.15 that on an average most of the retailers
(72%) are using the Coke and the other coolers in their stores and only 28% of the
retailers are using the Pepsi Visi Coolers in their retail stores. they are also not taking
care of the working condition of the Visi Coolers in a proper manner. So it is conclude
that the Pepsi Company is not providing the sufficient Pepsi Visi Coolers to the retailer
and when compared to the Pepsi Visi Coolers the Coke Visi Coolers are more in the
market where the survey was conducted.
Table 3.16
Most Soft Drinks Consuming Category in Various Markets
66
S.No
Market
Male
Female
All People
Youth
Srikakulam
18
10
59
13
Amadalavalasa
12
11
56
21
Narasannapeta
19
18
39
24
Average
16
13
51
20
It is found from the table 3.16 that on an average most of the retailers
(51%) is saying that the soft drinks are consumed by all age and all gender people
with out no difference. The next places were occupied by the youth, Male and Female
respectively. So it is concluded that the consumption of the soft drinks became a
common thing to all the group of people mainly the youth and because of this reason
the sales of the soft drinks go on increasing.
Table 3.17
The mode of payment for the soft drinks [Cash or Credit]
67
S.No
Market
Pepsi
Pepsi
Coke Cash
Coke
Srikakulam
Cash
100
Credit
0
100
Credit
0
Amadalavalasa 100
100
Narasannapeta 100
100
It is found from the table 3.17 that on an average both the companies
Pepsi and Coke Companies are supplying their products only on cash payment and
they are not providing any credits to the retailers. The company people will supply the
products to the retailer and they will return after some time and will collect the money
for those products. They will not give more time for the retailers to give the payment
for the drinks. So it is concluded that the Companies, both Pepsi and Coke are not at
all providing any credit to the retailers while purchasing the soft drinks.
Table 3.18
Consumption of Soft Drinks at Home and at Shop:
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S.No
Market
At Shop
At Home
Srikakulam
80
20
Amadalavalasa
70
30
Narasannapeta
75
25
Average
75
25
It is found from the table 3.18 that on an average most of the Customers
(75%) are consuming the soft drinks at the shop itself and the remaining 25% of the
customers are consuming the soft drinks at home. The customers who are consuming
soft drinks at home are generally purchasing the Pet Bottles and the Glass bottled
drinks are consumed at the shop. So it is concluded that the consumption of soft
drinks is more at shops when compared to the consumption at home.
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the same (similar) market share. When compared to Coke, Pepsi has some what high
market share according to the survey. Many theses are declaring the different market
shares of the both companies but nobody can decide the exact market shares of the
two companies, because these shares are not stable and rapidly changing.
When we compare the brands availability of both companies in these three
markets, Coke brands availability is more when compared to Pepsi Company Brands.
When we analysis the reason for this, Pepsi Company is not concentrating on all their
brands and concentrating on the most selling brands and they are supplying those
brands more. In case of Coke Company, it is concentrating on all their brands that
mean they are trying to satisfy all the customers by providing/supplying all its
products. Some Pepsi brands are available in some places only, for example Mountain
Dew.
In case of the top 4 most selling brands in these surveyed area, out of 3
market areas in 2 markets Pepsi brands occupied the first place. From this we can say
that Pepsi brands are in top selling drinks position in the market. The reason for this is,
Pepsi Company is spending more money on advertising with to film stars, sports stars
and the celebrities. Because of this reason many people are attracted towards the
Pepsi Companys brands.
When we come to the service (supply) to the retailers, most of the retailers
(65%) are highly satisfied, 33% retailers are satisfied (moderate) and the remaining
2% retailers are not satisfied with the service of the Pepsi Companys service. In case
of Coke Companys service 43% of the retailers are highly satisfied, 52% of the
retailers are satisfied (moderate) and the remaining 5% of the retailers are not
satisfied. From this information we can understand that Pepsi Companys services to
the retailers are good when compared to Coke. Even though Pepsi Company is not
providing all their products to the retailers, it is supplying the limited products in a
good way. In case of Coke Company, even though Company is providing all its
products, it is not able to supply those products in a proper manner that is in time
delivery supplying sufficient drinks to the retailers.
The schemes offered to the retailers are important incase of all the products,
because retailers are the makers and breakers of the companys profits. When we
come to the soft drink industry it has its own importance. In the surveyed areas on an
average 56% of the retailers are satisfied with the trade schemes offered by the Coke
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Company and the remaining 44% of the retailers are satisfied with the Pepsi
Companys trade schemes offered to the retailers. That means Coke is providing good
trade schemes like with every case of cool drinks on bottle free along with the general
profits, free gifts, appreciations to the retailers who sold more drinks in that market
area etc. are good when compared to Pepsi Company. To improve the good will and
loyalty of the retailers Pepsi Company has to adopt the new strategies to develop the
new schemes.
The schemes offered to the consumers are important, because the
consumers are attracted towards the soft drinks by seeing the offers. These offers will
create an anxiety that we may win that gift by drinking that particular brand drinks. To
utilize this company will introduce these consumer promotional offers. In the surveyed
areas on an average 59 percent of the retailers are satisfied with the promotional
offers offered by the Pepsi Company and the remaining 41 percent of the retailers are
satisfied with the consumer promotional offers offered by the Coke Company. From
this we can understand that Pepsi Company is providing good consumer promotional
offers when compared to Coke Company. Because of this attractive consumer
promotional offers most of the consumers are being attracted toward the towards the
Pepsi Companys products.
To know whether a retailer is selling the Pepsi Company products or Coke
Companys and to promote the sales of their Company drinks the companies are
providing the companys Visi Coolers (from which all the drinks which are kept in the
Cooler are visible to out side through a glass door) to the retailers for free of cost.
Only 28% of the retailers are using the Pepsi Companies Visi Coolers and remaining
72% of the retailers are using the Coke and other coolers in their retail store. From
this we can understand that when compared to Pepsi Company, Coke Company
provides more no. of Visi Coolers to the retailers. To improve the sales of Pepsi
Company they have to provide the Visi Coolers to the retailers. By observing all the
above things we cant determine who the market leader of the soft drinks industry,
Pepsi or Coke. This is fluctuating continuously in the market.
71
4.1 SUMMARY
72
collect and why he wanted to do the project in that particular company and what goal
he wanted to reach through this project has been clearly explained. Finally the
limitations of the study (1.4) were given in the first chapter. For every study there will
be some limitation and we may call those as hurdles for the study. The limitations may
be the time limits, financial limits or troubles from the environment. In this study
environment means the markets and the lack of awareness in the retailers.
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The second chapter deals with Genesis and Growth of the company,
Organizational structure of the company, all the functional areas like Marketing, HR,
Finance and Production, finally the Future trends of the Company.
All these functions are explained. In Genesis and Growth of the Company
(2.1), the origin of the soft drinks industry and Pepsi Company and its gradual growth
of the Company has been explained. The growth of the Company has shown year by
year. The milestone of 2000-08 of the Company has also been included in this portion
of the second chapter. After the explanation Genesis and Growth of the Company the
Organization Structure (2.2) of the Company and its importance and the use has
been explained with the Organization Chart of the Company. By using the Organization
Chart we can understand the position of the management in that Company and the
relation between the superiors and the subordinates in the Company. The Organization
structure can decide the future of the company whether it is going to be successful or
a failure one. After this the Marketing function (2.3) of the Company has been
explained in a very detailed manner. In the marketing strategies of the Company and
the technique of the Company has been explained. In this the Comparison between the
Pepsis and Cokes marketing functions has also been provided like comparison
between the Slogans of the Companys, Logos of the Companys and the Comparison
of the Advertisements of the Companys.
After the marketing function the HR functions (2.4) of Pepsi Company has
been explained. In this the code of conduct of the company and the respect the
company is giving to the employees and the facilities provided and the precautionary
steps taken for the health and safety of employees has been explained in this portion.
After completion of the HR function the Finance functions (2.5) was given. In this the
details of the capita used for the establishment of the Company in India have been
given. In this the Protection and the Proper utilization of the resources and how to
keep the records and company accounts has also been explained. The total financial
comparison of Pepsi and Coke was given in this portion.
After the Financial functions the Production function (2.6) was explained. In
the production function the details of the production of the soft drinks was explained
i.e. how the water purification treatment will be conducted, how the syrup will be
prepared, on what basis the sugar will be added to the syrup to prepare the final
product very clearly point by point. In this chapter the details starting from the water
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treatment to the loading of the soft drinks in the Lorries has been explained with the
suitable diagrams. Finally, the future trends of the Company i.e. what steps the
company is going to take for its development and progress to reach in top position in
the soft drink industry and to get the highest market share.
The third chapter includes the data analysis and interpretation. In this
chapter, the data collected from 300 retail outlets through the survey conducted
personally during the project period has been summarized, tabulated, analysed and
interpreted very clearly.
This is a very important chapter in this project work. This chapter gives the
clear picture of the total study to the observer. A specified questionnaire was prepared
to collect the information from the retailers regarding their opinions on the soft drink
companies. The questionnaires were given to the retailers and asked them to fill them.
The total data collected from the retailers has been summed up carefully using a
specified format. The total data was entered in that format and some calculations were
made. Finally some required data was extracted and tabulated to give a clear picture.
From that tabulated data the graphs have been prepared. By the observation of the
graphs the interpretation was done.
Interpretation is the result of the total study. Based on the interpretation the
comparative study between Pepsi and Coke was done. From this interpreted
information we can understand the position of the Pepsi Company and Coke Company
Comparatively in the three surveyed clusters. This chapter is very useful to the
investigator to do the comparative Analysis between the Pepsi and Coke Companies.
The major findings are as follows:
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4.2 FINDINGS
1. Coke Company dominated Pepsi Company in terms of availability of its brands in
Srikakulam, Narasannapeta and Amadalavalasa Clusters.
2. Pepsi Company dominated Coke Company in Srikakulam and Amadalavalasa
Clusters and Coke dominated Pepsi in Narasannapeta Cluster in terms of top
selling soft drink brands.
3. Pepsi Company dominated Coke Company in these three Clusters in terms of
number of bottles sold per day.
4. Most of the retailers (56%) require the daily supply (service) from the soft drink
Companies, which indicates the high sales of the soft drinks.
5. Most of the retailers are highly satisfied with the service (supply) of Pepsi
Company.
6. The service of Coke Company is moderate when compared to Pepsi Company, so
here Pepsi dominated Coke Company in terms of Service (supply) to the
retailers.
7. Coke Company dominated Pepsi Company in these three Clusters in terms of
trade schemes offered to the retailers.
8. Pepsi Company dominated Coke Company in these three Clusters in terms of
consumer promotional offers offered to the consumers.
9. There will be influence of the T.V Ads on the increase in sales of the soft drinks a
lot.
10.
The
increase
in
the volume of sales from 2008-2009 is moderate and the chance of increase is
high in future.
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11.
The consumption
of fruit based soft drinks has been highly increased and goes on increasing. The
reason for this is the awareness of the health consciousness in the people.
12.
Pepsi Company is
not providing the sufficient Pepsi Visi Coolers to the retailer and when compared
to the Pepsi Visi Coolers the Coke Visi Coolers are more in these clusters, where
the survey was conducted.
13.
Consumption
of
the soft drinks became a common thing to all the group of people mainly the
youth. Because of this reason the sales of the soft drinks goes on increasing.
14.
The
Companies,
both Pepsi and Coke are not at all providing any credit to the retailers while
purchasing the soft drinks.
15.
The consumption
of soft drinks is more at the shops when compared to the consumption at home.
16.
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4.3 SUGGESTIONS
1. Pepsi Company has to supply their entire product sufficiently and regularly in
time to the retailers in these clusters. So that the loyalty of the retailers will be
increased.
2. The Pepsi Company has to maintain the top position and has to try to increase
their performance in Srikakulam and Amadalavalasa cluster and it has to
evaluate the reasons for not capturing the top position in Narasannapeta cluster.
According to the reasons the company has to take the steps to reach the top
position.
3. As most of the retailers require the daily supply, the Company has to supply the
drinks daily to the retailers, so that they can serve the consumers according to
their requirements. If they dont supply the drinks daily and sufficiently the
sales will be decreased.
4. As the retailers are highly satisfied with Pepsi Companys service and not that
much satisfied with Coke Companys service (supply), Pepsi Company can use
this opportunity to attract the retailers towards Pepsi by explaining the quality of
Pepsi Companys service to increase the sales of the company.
5. The trade schemes offered by Pepsi Company to the retailers should be
increased and also profitable to the retailers. If they are satisfied with the offers
then they will promote the drinks more and the profit will be more to the
company.
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6. Pepsi Company should introduce the new and attractive consumer promotional
offer. Then the consumers will be attracted towards the Pepsi brands. Then the
profits of the company will be increased.
7. As the T.V Ads are influencing the soft drink sales, the company should design
the new ads in an attractive way. The ads should be change frequently. The
different ads should be shown in different regions according to the culture of
that area.
8. As the health consciousness is growing, the people are consuming the fruit
based soft drinks. Company has to conduct some programs to bring more
awareness of the fruit based soft dinks and its benefits to the consumers. Then
the sales of the fruit based soft drinks sales will be increased.
9. Pepsi Visi coolers are supplied very less to the retailers when compared to coke.
The company has to supply more Visi coolers to the retailers to increase their
business. The company also has to check the condition of the Visi coolers
regularly and if any problems are there then they have to rectify those
problems.
10.
The
soft
drink
companies are not providing the credit. This is a problem to the retailers
because they have to invest the amount before the sales of the soft dinks. This
may be the problem for some retailers with low investment. So it is better to
provide the credit system to the retailers.
11.
When
compared
to the previous years the consumption of the soft drinks at home increased. The
pet bottles are mostly consumed at home, so the sales can be increased by
providing some more offers on the pet bottles and promote the sales of the pet
bottles.
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4.4 CONCLUSION
The project was a great experience for me in order to study the marketing
aspects in the world. It was a great opportunity for me to do the project work in the
end of the course because till now we learned the theory regarding the marketing and
the marketing related concepts, but now we got the chance to implement that
theoretical knowledge to do the project and got the practical experience in the
marketing field. Through this study I learned a lot that how to approach a customer or
any other people and how to explain our view to them.
Soft drink industry is a vast growing industry when compared to many other
industries. This industry is a place where two major players are there in the world.
Pepsi Company is one of them. Doing my project in Pepsi is a great experience as it
gave me lot of opportunity and scope to understand the soft drink industry and its
marketing structure and distribution channels.
Lot of valuable information regarding the company and also the retailers, has
been collected from the survey, which helped me clearly to understand the real
problems faced by the marketers to distribute and also make retailers to sell the
companys products in the market. I understood how difficult to do the marketing in
the present scenario to get success in the marketing field. From the analysis of the
data collected from the retailers the investigator got some important findings
regarding the company and the industry. For those findings some of the suggestions
made to the company were really applicable for the growth and benefit for the
80
company in order to increase its market share and to become the market leader in the
soft drink industry, because a large number of competitors craving for the same
market. I got appreciation for the suggestion to the Company.
Thus, finally it can say that the Company needs a lot of improved distribution
channel management activities along with various promotional strategies for the
customers to get the top position in the soft drink industry. I wish the company to
achieve its objectives achieved soon.
81
QUESTIONNAIRE
Name of the Student:
Date of
Survey:
College & Town:
82
1.
2.
What are the Pepsi company drinks are available in your shop?
Pepsi
Mirinda orange
Mirinda Lemon
7 Up
Mountain Dew
Slice
Evervess Soda
Diet Pepsi
Aquafina Water
Total
3.
4.
5.
Fanta
Coca- Cola
Sprite
Kinely Water
Kinely Soda
Limca
Maaza
Minute Made
Diet Coke
Total
2nd ______________
3rd ______________
4th _______________
What are your Sales in terms of Bottle per day in your shop?
A. Total No. of bottles________________
B. Pepsi Bottles Sold ________________
C. Coke Bottles sold ________________
83
6.
7.
B. Alternate Days
8.
B. Satisfied
B. Satisfied
C. Not satisfied
10.
C. Not satisfied
9.
C. Weekly 2 times
Coke
11.
Coke
12.
No
What is the influence of T.V Ads on sales of soft drinks in your shop?
84
Increased
13.
Decreased
14.
Same
20%
10%
15.
16.
17.
18.
19.
20.
Female
by All
by Youth
Cash
Credit
Coke
Cash
Credit
Home
BIBLIOGRAPHY
Books Referred
S.No
1.
Author
Philip kotler
Title
Publisher
Marketing
Prentice,
Management
Hall of India
86
Volume
Year
12th
2005
2.
VS Ram Swami
Marketing
Mac Millan
3rd
2005
3.
Chunawalla S.A
Advertising
Hall of India
12th
2005
Journals Referred
Journal Name
Volume
Month
Year
________________________________________________________
Indian Journal of Marketing
XXXVIII
May
2008
VI, No.1
February
2007
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