Territory Design

Area : New Delhi

Territory divided in terms of Regions
North, South, East & West
Sales : B2B & B2C
Emphasis on selling through tie-ups and
merchandising (Stores)
Distributors are expected to cover at
least 40 outlets per day

Territory Design
Pepsi
(Sales
Manager)
North
Zonal
Manager

West
Zonal
Manager

Regional
Manager
(Retail)

Regional
Manager
(Food
Services)

ASM

ASM

South
Zonal
Manager

East
Zonal
Manager

Regional
Manager
(Retail)

Regional
Manager
(Food
Services)

Regional
Manager
(Retail)

Regional
Manager
(Food
Services)

ASM

ASM

ASM

ASM

Regional
Manager
(Retail)

Regional
Manager
(Food
Services)

ASM

ASM

Channel Structure
PepsiCo
Direct
Store
Delivery

Customer
Warehous
e

Distributor
Network

Channel Structure
Direct Store Delivery
PepsiCo delivers products directly to Retail Store
Allows to merchandise with maximum visibility
Suitable for products that are restocked often, sensitive
to promotions & marketing

Customer Warehouse
Less expensive distribution system, ideal for products
which are less fragile, have lower turnover, and are not
purchased impulsively

Distributor Network
Food & Beverage products to Restaurants, Businesses,
Institutions, Stadiums, through third party vendors & food
services

Distribution Channel

COBO

C & FA

Salesma
n

Wholesa
le

Distribut
or

PepsiCo

FOBO

Distribut
or

Retail

Custome
r

Salesma
n

COBO : Company Owned Bottling

Operations
FOBO : Franchisee Owned Bottling
Operations

Retail

Rewards & Relationship

Program