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My Pep Sire Port

My Pep Sire Port

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POST GRADUATE DIPLOMA IN MANAGEMENT (Approved by AICTE, Govt. of India) (Equivalent to MBA) ACADMIC SESSION 2009-11




It is arduous to pen down the extent of my feelings, yet through this acknowledgement, I wish to convey my deepest regards and gratitude towards those who helped me to carry out and present this work. I am grateful to Dr. R. K. Bharadwaj (Director General, IMS Ghaziabad) and Prof. Timira Shukla (Chairperson, PGDBM), and Prof. Sachin Malhotra (Chairperson, PGDM-IT) for providing me an opportunity to work on this project and also for their valuable guidance and support. I am deeply indebted to my guide and mentor, Mr. Manoj Sapori

(crc head) for the valuable guidance, constant encouragement &
constructive criticism he provided, without which, it would have been impossible to complete this project. I am also grateful to my Industry guide, Mr. Vipin Bhatia (TDM PDL) under whom I was allocated the project and his excellent guidance and continuous support gave me knowledge and energy to complete the project accurately on time. I take this opportunity to thank all the customers and retailers all those peple who spared their precious time to provide me with valuable inputs for project without which it would have not been possible. Lastly, I would express my grateful thanks to my family members and my friends who inspired me to put in my best efforts for the preparation of the Project Report.

Aditya Agarwal


This is to certify that the project titled “DEVELOPING MODEL MARKET FOR PEPSICO” is a bonafied work carried out by Mr. ADITYA AGARWAL in partial fulfillment of the requirement for the completion of the post graduation deploma in business management from Institute of Management Studies Ghaziabad, under the guidance and direction.

Internal Guide: Mr. Manoj Sapori

Industrial Guide Mr. Vipin Bhatiya


company for the reward of any degree/ diploma certificate. ADITYA AGARWAL. Aditya agarwal Enrollment No (BM-09241) 4 .DECLARATION I. do hereby declare that the summer internship project report submitted by me for the partial fulfillment of requirement for the Post Graduate Diploma in Management of Institute of Management Studies Ghaziabad has not been submitted to any other university/ institution.

47 Data analysis…………………………………………….35 ADVERTISING & PUBLICITY…………………………………39 PEPSI V/S COKE…………………………………………………40 CHAPTER 4..29 PEST ANALYSIS…………………………………………………31 DISTRIBUTION CHANNEL & STRATEGIES………………...LIST OF CONTENT TITLE PAGE……………………………………………………… 1 ACKNOWLEDGMENT………………………………………….. 6 CHAPTER 1.. 2 CERTIFICATE…………………………………………………… 3 DECLERATION………………………………………………….44 Data collection……………………………………………45 List of outlets……………………………………………....58 SUGGESTIONS………………………………………………….. 5 EXECUTIVE SUMMARY………………………………………..59 LIMITATION OF STUDY………………………………………60 BIBLIOGRAPHY…………………………………………………61 ANNEXURE………………………………………………………63 5 .... ABOUT PEPSICO COMPANY  Industry profile……………………………………….7 CHAPTER 2..9 CHAPTER 3..13  Mission & values………………………………………...49 FINDINGS……………………………………………………. 4 LIST OF TABLES & FIGURE………………………………….17  Pepsico India…………………………………………. INTRODUCTION…………………………………8  Working methodology……………………………….. 20 SWOT ANALYSIS……………………………………………….. OBJECTIVE OF PROJECT WORK……………. RESEARCH METHODOLGY Research design………………………………………….10  Company profile………………………………………..57 CONCLUSION…………………………………………………....

a persistent deficit of economy and gradual deterioration of purchasing power. This report introduces a brief study of marketing strategy and sales promotion technique of Pepsi-Co for retailers. they are explosive growth of trade and international competition and the other force like technological change. taste preferences of the retailers. The study report will provide an opportunity to know retailers psychographic needs. Two forces are mostly responsible for these types of drastic changes. This new era has witnessed remarkable advancement in the availability of information and a number of large companies operations in such market where the principal of natural selection lead to “survival of the fittest”. 6 . people often feel a growing uneasiness about the future. But the situation has changed now.EXECUTIVE SUMMARY Gone are the days when people were very unsure about the future and hardly cared About it in terms of technological developments. Nations are passing through a phase of rapid transformation. In the new millennium. The Analysis report provides detailed information about prevailing market competition and thus prepare itself to meet the market challenge by making adjustment in its new strategy and promotions activities. Certainly many countries today are suffering from chronic high unemployment. it may provide an opportunity to the PepsiCo to frame a good future plan to satisfy maximum needs.

6. To know the right picture of market of saket(south delhi).To increase the brand loyalty among the retailers. 3. 4. 2.To ensure the availability & visibility of products in outlets. 5. 7. To ensure visi purity and charging. To find out loop holes in existing system and execute solution steps.To know retailers expectation from company.CHAPTER 1 OBJECTIVE OF PROJECT WORK 1. 7 .To increase the retailer satisfaction.

CHAPTER 2 INTRODUCTION OF PROJECT Beverage industry is one of the fast growing industries in India . range also. now days it become a household necessary item. Every age of group like it. In field of marketing much kind of surveys are conducted by PepsiCo India from time to time. As far as the soft drink market is concerned. the carbonated drinks that can be further classified into cola. Single company offers the soft drink to the market in different taste and flavors. In this industry entire range of flavors are produced by other competitors also. More often it becomes impossible to differentiate between the same flavors of two different brands. carbonated and non-carbonated. advertising etc. it is facing the cut throat competition because of the availability of a large number of indirect as well as direct competitors. Marketing includes all the activities like promotion. So this topic provides all the essentials to theoretical knowledge with practical knowledge and to inculcate the efficiency. This project is made on the project title is “Developing model market for PepsiCo” The purpose of this project is to know about: the Consumption Of soft drinks has increased tremendously in India. when served in plane container. To fulfill all the segments of consumers. distribution. lemon orange. mango and apple segments. Marketing is also to convert social needs into profitable opportunities. Besides both corresponding brands have the similar price. All these factors together make the situation complicated. This is end & last feedback for any kind of 8 .it can be divided into two sections i. It is also requirement for the company to improve their service and product quality for achieving their ultimate goal.e.

which was conducted by organization want to know about the right picture of market of saket. WORKING METHODOLOGY ROUTE VISIT: We visited the route with the company’s vehicle where the company supplies the products. This work-study provides extensive information about the position of company’s brand in saket that comes under south Delhi.organization. On weekly bases I discussed the various problems with the territory development manager of that particular area. stand rack. On weekly bases I filled this information in a special format for reporting provided by organization and sent it to the concerned person. In last I took retailers feedback. We also checked signboard. rack. I observed the display norms for outlets in all route & each type of outlet. Found out which outlets owner want to buy & sell PepsiCo products. We tried to solve retailer’s problems & we checked sales promotion schemes they are getting. counter rack &posters. By the specific survey. 9 . wall painting.

although these are often categorized separately. England. packaged food products. 10 . the Romans established resorts around mineral springs throughout Europe. Examples of FMCG generally includes a wide range of frequently purchased consumer products such as soft drink. as far away as London. toiletries. Naturally occurring bubbling or sparkling mineral waters have been famous for thousands of years. In the 1500s the village of Spa in Belgium became very famous for its waters. so the cumulative profit on such products can be large. detergents etc. they generally sell in large quantities. toothpaste and powders. Soft drinks industry: The soft-drink industry comprises companies that manufacture nonalcoholic beverages. consumer electronics. carbonated mineral waters or concentrates and syrups for the manufacture of carbonated beverages. cosmetics.CHAPTER 3 INDUSTRY PROFILE Fast moving consumer goods (FMCG). It also includes pharmaceuticals. Though the absolute profit made on FMCG products is relatively small. are products that are sold frequently at relatively low cost. soap. in bottles. which by the early 1600s were sold.the ancient Greeks believed that such waters had medicinal properties and bathed in them regularly.

11 .Development of the first man-made carbonated water is credited to Joseph Priestley. often through provincial legislation. However. they were manufactured with rounded bottoms. The first carbonated beverage bottles were sealed with corks held tightly in place with a wire binding. carbonated water was being made commercially in France and North America. In year 1772 he invented a method of "pushing" carbon dioxide into water by dissolving it under high pressure. small carbonated bottling operations were established in Canada. flavors were added to enliven the taste. thus creating fairly long-lasting bubbles. an effort is being made. By the very beginning of the 19th century. although they are gradually being replaced. to increase the use of the returnable glass containers. tonics. the British scientist who discovered oxygen. but now the water is first purified in a process known as "polishing. None-Such Soda Water. The Hutcheson Spring Stopper replaced such closures. The main principle of "pushing" carbon dioxide is still used. with enclosable screw caps. Ginger Beer. producing carbonated drinks in refillable bottles that were merchandised as medicinal elixirs. Some of the early drinks bottled in Canada were called Birch Beer. especially on larger containers. The technique led to development of the soft-drink industry. Sour Lemon. In the 1820s." Cooled carbon dioxide is then injected at the pressures of 275-550 kilopascals. shortly thereafter. The crown cap was introduced in 1905 and improved versions are still widely used. Other packaging innovations since the mid-1960s include canned carbonated beverages and nonreturnable glass bottles and containers made from rigid plastics. Because they had to be stored neck down so that the cork would not dry and allow carbonation to leak away.

12 . the industry introduced the first successful sugar-free diet drinks. Many years ago. In the year 1982. has been approved for the use in diet soft drinks. in response to increasing consumer diet consciousness. But here questions were raised about the safety of this additive and. Now.25% of total soft-drink sales. diet drinks accounted for about 10% of the soft-drink market. which occur naturally. diet drinks increased by 16. The introduction of diet-carbonated beverages has totally changed the industry's profile.7%. while diet soft-drink sales increased by 12. Health Canada banned its use in Canadian commercial FOODS AND BEVERAGES. based on existing scientific data. the first full year that aspartame was used in Canada. three of the most important being CONSUMER AND CORPORATE AFFAIRS (it is responsible for the Consumer Packaging and Labeling Act). following the ban the diet share dropped to about 3%. was a setback to diet-drink development. and the cyclamate situation is not expected to recur because aspartame consists of amino acids. Just before the saccharin ban in 1977.3% over 1986. a new sugar-free additive. HEALTH CANADA (which administers both the Food and Drugs Act) and Environment Canada (which focuses on environmental matters). estimated to have cost the industry more than $17 million.The industry is regulated by federal and provincial agencies. consisting of beverages partially sweetened with the small amounts of sugar. In 1987 total soft-drink sales increased 7. while the total soft-drink industry grew 10%. aspartame. This decision. This single development has encouraged the strong growth in the industry.

PepsiCo is engaged in the snack food. beverage. through its subsidiaries. manufactures concentrates of Pepsi. juice. Mountain Dew and other brands for sale to franchised bottlers in the US and 13 . soft drink. The Company. sells and distributes various snacks in the United States and internationally.COMPANY PROFILE: PEPSICO INTERNATIONAL PepsiCo is one of the largest FMCG companies there is that is engaged in the food. and snack industries. markets. and fast food franchise businesses.

2. PepsiCo is also operating several food franchises including Pizza Hut. 3. 5. is one of the world's largest food and beverage companies. including approval by shareholders of both companies and regulatory approvals.The Parent Company: PepsiCo. PepsiCo’s domestic snack food business is conducted by the Frito-Lay North America. and Taco Bell etc. 4. Frito-Lay snacks Pepsi-Cola beverages Gatorade sports drinks Tropicana juices Quaker Foods PepsiCo Milestones: 14 .international markets and produces. KFC. The proposed merger is subject to the certain closing conditions. Quaker is a large worldwide marketer of foods and beverages. sells and distributes juices under several Tropicana trademarks in the United States and internationally. In December 2000. the Company announced an agreement under which a subsidiary of the PepsiCo will merge with Quaker Oats Company. and Quaker will become a wholly owned subsidiary of the PepsiCo. The transaction is expected to close in the first half of 2000. The Company's soft drink business operates as the Pepsi-Cola Company and is comprised of two business units one is Pepsi-Cola North America and Pepsi-Cola International. PepsiCo. The company's principal businesses include 1. and its international snack food business is conducted through Frito-Lay International. markets.

PepsiCo makes in Fortune magazine's '100 Best MBA Employers' list  2007. Indra Nooyi named Chief Executive Officer of PepsiCo as of October 1. Pepsi launches "Design Our Pepsi Can" National Promotion  2007. a 20calorie drink with real Tropicana fruit juice  2007. New Ad Campaign and New Attitude . Tropicana debuts Tropicana Pure a new line of 100% premium juices  2006. PepsiCo named a 2007 Working Mother 'Best Company for Multicultural Women'  2007. vitamin-enhanced water beverage  2007. Aquafina launches Aquafina Alive .a low calorie. Tropicana launches The Tropicana Fruit Squeeze. Pepsi wins Webby Award for its execution of the "Best 15 . PepsiCo India re-launches Mirinda cold drink  2006. Pepsi signs five-year sponsorship renewal with Major League Baseball Properties making Pepsi the "Official Soft Drink of Major League Baseball"  2007. Diet Pepsi Launches in New Look.Diet  2007. PepsiCo. 2006  2006. limited edition aluminum bottles  2007. Launches Pepsi Limon in Peru  2005. Ms. The Indra Nooyi receives the Outstanding American by Choice Award  2007. 2005. Mountain Dew Pepsi's "More Cola Taste" Unveils unique.

the lightest 16 . PepsiCo honored by the Environmental Protection Agency as water efficiency leader  2008. a beverage inspired by India's favorite lemonade drink  2009. flavored malt drink. Aquafina launches the Eco-Fina Bottle. Bario. PepsiCo International introduces world first nonalcoholic.S. Pepsi Throwback and Mountain Dew Throwback. into Saudi market  2009. Frito-Lay Turkey builds the world's first organic waste treatment facility  2008.  2009.Sports Website"  2008. Forbes names PepsiCo among its 'Best Big Companies'  2009. PepsiCo India launches The Nimbooz by 7Up. PepsiCo introduces the first climate-friendly vending machines to the U. PepsiCo introduces three new products in market— Pepsi Natural. PepsiCo is listed in the top 20 'Ideal Employer MBA Ranking' in Fortune magazine  2009. PepsiCo is named to the 'Best Companies for Multi Cultural Women' list by Working Mother magazine  2009. Pepsi wins 'Football Promoter of the Year' award in Nigeria for its involvement with the development of the grassroots football  2009. PepsiCo recognized as the Food & Beverage Packaging magazine's 2008 Beverage Packager of the Year  2008. all sweetened with natural sugar  2009.

talented individuals starting with the company leadership.weight bottle in the market Board of Directors: PepsiCo is the company full of strong. Get to know the inspiring people helping lead the PepsiCo on its 'Performance with Purpose' journey. Indra K. Nooyi Chairman and CEO of PepsiCo John Compton CEO of PepsiCo Americas Foods Massimo d'Amore CEO of PepsiCo Beverages America Eric Foss CEO of Pepsi Beverages Company 17 .

Salman Amin Executive Vice President Sales and Marketing of PepsiCo Mitch Adamek Senior Vice and Chief Procurement officer Mission And Vision: Mission: Our mission is to be the world's premier consumer Products Company focused on convenient foods and beverages.Zein Abdalla CEO of PepsiCo Europe Saad Abdul-Latif CEO of PepsiCo Asia. Africa A. Middle East. We seek to produce financial rewards to investors as we provide opportunities 18 .

for growth and enrichment to our employees. Sustained Growth is fundamental to motivating and measuring our success. PepsiCo Values & Philosophy: Our Values & Philosophy are a reflection of the socially and environmentally responsible company we aspire to be. By addressing social and the environmental issues. we are committed to achieving business and financial success while leaving a positive imprint on the society – delivering what we call Performance with Purpose. environmental. which consists of the human. And in everything we do. our business partners and the communities in which we operate. we strive for honesty. Our quest for sustained growth 19 . and a commitment to build shareholder value by making PepsiCo a truly sustainable company. fairness and integrity. social.Our approach to superior financial performance is the straightforward – drive shareholder value. activities to benefit society. They are the foundation for the every business decision we make. and talent sustainability. economic – creating a better tomorrow than today. Vision: "PepsiCo's responsibility is to continually improve all aspects of the world in which we operate – environment. Performance with Purpose: At PepsiCo. we also deliver on our purpose agenda." Our vision is put into action through programs and a focus on environmental stewardship. Commitment: We are committed to delivering the sustained growth through empowered people acting responsibly and building trust.

we are driven by the intense. Our success depends on the thorough understanding of our customers. Guiding Principles: We must always strive to:  Care for our customers. By acting as good stewards of the resources entrusted to us.  Sell only products we can be proud of. we strengthen that trust by walking the talk and following through on our commitment to succeeding together. our consumers and the world we live in. and helps us understand whether today's actions will be contribute to our future. We hold ourselves both personally and corporately accountable for everything we do. consumers and communities. competitive spirit of the marketplace.stimulates innovation. To foster this spirit of generosity. It is about the growth of people and company performance. The true test of our standards is our own ability to consume and the personally 20 . places a value on results. while adhering to processes that ensure proper governance and being mindful of company needs beyond our owns. we go the extra mile to show we care. It prioritizes both making a difference and getting the things done. but we direct this spirit toward the solutions that benefit both our company and our constituents. We must earn the confidence others place in us as individuals and as a company. Empowered People means we have the freedom to act and think in ways that we feel will get the job done. Responsibility and Trust forms the foundation for the healthy growth.

as well as the ability to identify the new market opportunities. we weigh both short-term and long-term risks and benefits. inside and outside the company.endorse the products we sell. While our company is built on individual excellence. traits and the ways of thinking. not just what's convenient to our individual goals. 21 . Our confidence helps ensure the quality of the products. In addition to being the clear.  Balance short term and long term. We embrace people with diverse backgrounds. Our mutual success depends on the mutual respect. Our diversity brings new perspectives into the workplace and encourages innovation. we also recognize the importance and value of teamwork in turning our goals into accomplishments The PepsiCo Family: Meet the three major divisions of the PepsiCo family:  PepsiCo Americas Beverages. Maintaining this balance helps sustain our growth and ensures our ideas and the solutions are relevant both now and in the future. We tell the whole story. In every decision.  Win with diversity and inclusion. honest and accurate.  Speak with truth and candor.  Respect others and succeed together. It requires people who are capable of working together as part of a team or informal collaboration. we are responsible for ensuring our communications are understood. from the moment we purchase ingredients to the moment it reaches the consumer's hand.

Mirinda. PepsiCo's snack food company Frito-Lay is the leader in the branded potato chip market. The group has built an expansive beverage.Slice fruit drink. snack food and exports business and to support the operations are the group's of 43 bottling plants in India. the Gatorade plus local brands Lehar Evervess Soda and Dukes Lemonade and Mangola. PepsiCo is also a dominant player in snack food segment in India. It manufactures Lay's Potato Chips. PepsiCo is one of the largest MNC exporters in the India and its export business consists of three categories: agri business. The Company has invested heavily in India making it one of the largest multinational investors. Mountain Dew. Diet Pepsi. 7Up. Tropicana brand 100% fruit juices in the various flavors. Cheetos extruded snacks. commodities and Pepsi system sales. PEPSICO INDIA INTRODUCTION: Pepsi Co entered India in 1989 and in the short span of a little more than a decade it became the country's largest selling soft drinks company. PepsiCo Americas Foods. PepsiCo has made the significant investments with the Punjab Agriculture University to 22 . Kurkure and Lehar brands. PepsiCo stays committed to providing its consumers with best quality beverages. Uncle Chips. Aquafina packaged drinking water. and Quaker Oats. Its diverse portfolio of brands include the flagship cola brand Pepsi. of which 15 are company owned and 28 are franchisee owned.  PepsiCo International.

our business partners and the communities in which we operate and in everything we do. water conservation recycling and reduction of effluent discharge. We seek to produce healthy financial rewards to the investors as we provide opportunities for growth and enrichment to our employees. PepsiCo India has been a committed leader in the promotion of rainwater harvesting. As part of its sustainable development initiatives. fairness and the integrity. we strive for honesty. OVERVIEW OF PEPSICO INDIA PepsiCo mission: "To be the world's premier consumer products company focused on the convenience food and beverages. providing computers to rural schools and creating opportunities for women in rural areas through vocational training as an alternate means of the livelihood. administering medical camps in villages. PepsiCo stays dedicated in its endeavor to develop the community outreach programs by supporting rural water supply schemes. PepsiCo has leveraged its knowledge in the contract farming to develop seaweed cultivation in the Tamil Nadu and has partnered with the Government of Punjab to help farmers of the state through the utilization of developed technology for the citrus farming. PepsiCo has also established the zero waste centers and PET recycling supply chains and assisted victims of natural disasters." 23 .develop the comprehensive agro-technology program that has helped thousands of the farmers across India improve the yield of their farms and the quality of their agricultural products.

PepsiCo has established a business. said that aerated waters produced by soft drinks manufacturers in India. 7Up. when the use of foreign brands was allowed. Thums Up. These controversies are a reminder of "India's sometimes acrimonious relationship with the huge multinational companies. One of the largest multinational investors in the country. and Sprite. CSE said that it had tested the 24 . which aims to serve the long term dynamic. Others claim that firstly Pepsi was banned from the import in India. Fanta." In 2003. CSE found that the Indian produced Pepsi's soft drink products had 36 times the level of pesticide residues permitted under the European Union regulations. the ban was lifted. Coca Cola's 30 times. for having refused to release the list of its ingredients and in 1993. needs of Indian consumers." Indeed. with Pepsi arriving on the market shortly afterwards. Mirinda. This joint venture marketed and sold Lehar Pepsi until 1991. including multinational giants PepsiCo and tested products included Coke.PepsiCo in India: PepsiCo has established its business operations in India in 1989 and has grown to become the one of the country’s leading food and the beverage companies. PepsiCo bought out its partners and ended the joint venture in 1994. in 1970. some argue that PepsiCo and Coca Cola company have "been major targets in part because they are well-known foreign companies that draw plenty of the attention. a non governmental organization New Delhi. the Central for Science and Environment. Initially PepsiCo has joint venture with the Punjab governmentowned Punjab Agro Industrial Organization and the Voltas India Limited.

in 2004. including both the Pepsi and the Coca-Cola. not for the other drinks. was banned by the state government in 2007. The Coca-Cola Company and PepsiCo angrily denied allegations that their products are manufactured in India contained toxin levels far above the norms permitted in developed world. No law bans the presence of pesticides in drinks in India. In the Indian state of Kerala sales and production of Pepsi-Cola. of practicing "water piracy" due to its role in the exploitation of ground water resources resulting in the scarcity of drinking water for the panchayat's residents. Both the PepsiCo and The Coca-Cola Company maintain that their drinks are safe for the consumption and have published in newspaper advertisement that say that pesticide levels in their products are less than those in other foods such as tea. As of 2005. Coke and PepsiCo opposed the move. along with other soft drinks. In the year 2006. PepsiCo has also been accused by the Puthussery panchyat in the Palakkda district in the Kerala. fruit and dairy products. However. arguing that lab tests are not reliable enough to detect minute traces of pesticides in complex drinks. backed up CSE's findings and by a government-appointed committee.same products in the US and found no such residues. had high levels of pesticides in their drinks. The Coca-Cola Company and the PepsiCo together hold 97% market share of soft drink sales in the India. who have been pressuring the government to close down the PepsiCo unit in the villages. But an Indian parliamentary committee. is now trying to develop the world's first pesticides standards for soft drink company. but this was reversed by the Kerala High 25 . this was the European standard for water. India. the CSE again found that soda drinks.

in addition to low calorie options such as the Diet Pepsi. In addition to. good taste. To support its operations. of which 13 are the company owned and 29 are the franchisee owned. Kurkure. and low fat and roasted snack options enhance the healthful choices available to the consumers.Tropicana Nectars. Uncle Chipps and Cheetos are cooked in Rice Bran Oil to significantly reduce saturated fats and all of its products contain voluntary nutritional labeling on their packets. and Slice. PepsiCo India and its partners have invested more than USD1 billion since the company was established in the country. The group has built an expansive beverage and foods business. which deliver joy as well as nutrition and. Local brands Lehar Evervess Soda. 7 UP. Mirinda and Mountain Dew. is the leader in the branded salty snack market and all the Frito Lay products are free of trans-fat and the MSG. hydrating and nutritional beverages such as the Aquafina drinking water. PepsiCo has total of 42 bottling plants in India. Frito Lay’s core products. Tropicana100% fruit juices. and juice based drinks . isotonic sports drinks Gatorade. PepsiCo’s foods company. Dukes Lemonade and Mangola add to the diverse range of the brands. PepsiCo India provides the direct and indirect employment to 150. PepsiCo Frito Lay foods division 26 . It manufactures Lay’s Potato Chips Uncle Chipps and the traditional snacks under the Kurkure and Lehar brands. Five other Indian states have announced a partial bans on the drinks in the schools.Court merely a month later. colleges and the hospitals.000 people including suppliers and the distributors. PepsiCo India’s expansive portfolio includes the iconic refreshment beverages Pepsi. PepsiCo nourishes consumers with a range of the products from treats to healthy eats. The company’s high fiber breakfast Quaker Oats.

It constitutes close to 91% of the soft drink content. consumers and the farmers. The market share of each of the company is more or less same. Added to this. Thums Up when it entered in Indian market for the second time. like elsewhere in the world. PepsiCo’s business is based on its sustainability vision making tomorrow better than the today. The per capita consumption of the soft drinks in the country is estimated to be around six bottles per annum in the year 2003. The major players in the soft drinks market in India are PepsiCo and Coca-Cola. Coca Cola acquired the number of local brands like Limca. Color. though there is a conflict in the estimate quoted by the different sources. Malic acid. The major ingredient in the soft drink is water. the drink also contain sweeteners. Citric Acid. Preservative.has three state-of-the-art plants. 27 . Soft Drink Market in India: India is one of the top most five markets in terms of growth of the soft drink market. Anti Oxidant. Pepsi Co’s soft drink portfolio also consists of the Miranda and 7Up along with the Pepsi. It is very low compared to the corresponding figures in US (600+ bottles plant per annum). PepsiCo’s commitment to the living by this vision every day is visible in its contribution to the country.

10 Rs..60 Rs.. 10 Rs.22 Rs..22 Rs.60 MIRINDA 200ML 300ML 600ML 2LTR MOUNTAIN DEW 200ML 300ML 600ML 2LTR 7 UP 200ML 300ML 600ML 2LTR 28 . 10 Rs.22 Rs.13 Rs.13 Rs.22 Rs.13 Rs.13 Rs. 10 Rs.60 Rs.60 Rs.PRICE LIST OF PRODUCTS: PEPSI 200ML 300ML 600ML 2LT Rs..

.25LTR Rs. 10 Rs. Rs.25 Rs.14 29 . 13 Rs.SLICE 250ML 600ML 1..50 NIMBOOZ 200ML 350ML Rs.15 TROPICANA 200ML Rs.30 AQUAFINA 1LTR.15 600ML Rs.

Performance with the Purpose means delivering superior financial performance at the same time as we improve the world. heptachlor epoxide the admissible limit is even more stringent. 30 .e. Prevention of the Food adulteration act 1954 does not include the soft drinks. The European Economic Community sets the maximum admissible concentration of the individual pesticides and related products in the drinking water at 0. Performance with purpose: Performance with the Purpose articulates PepsiCo India's belief that its businesses are the intrinsically connected to the communities and the world that surrounds it. None of the BIS standards that existed before the August 2003 had any guidelines or any set of criteria for the residue levels of pesticides in the soft drinks. For a few pesticides like aldrin. But different lie agencies have set standards for the residue levels of the pesticides.Consumption Partner in India: The Indian soft drinks market is not under any kind of regulation.. i.2 parts per billion to ensure that the toxicity is not the dangerous to human beings. 0.04 parts per billion.

PepsiCo India's expansive portfolio includes the iconic refreshment beverages such as Pepsi. Slice and in addition to low calorie options such as the Diet Pepsi.To deliver on commitment. 31 . isotonic sports drinks. Tropicana Twister fruit juices. convenience and affordability from the simple treats to healthy offerings. hydrating and nutritional beverages such as the Aquafina drinking water. Mirinda. Tropicana 100%. the PepsiCo India will build on the incredibly strong foundation of the achievement and scale up its initiatives while focusing on the following 4 critical areas that have a business link and where we believe that we must have the most impact. A range of products that deliver the great taste. 7UP. convenience and affordability from the simple treats to healthy offerings. Product offered by PepsiCo under beverages section in India: Our Goal is to nourish the consumers with a range of products that deliver great taste. Nimbooz.

 Record revenues and the increasing market share.  Merger of the Quaker Oats produced synergy across the board.SWOT analysis of PepsiCo: Strength: Pepsi has a broader product line and the outstanding reputation. such as corn chips and the potato chips 32 . strong distribution and innovative capabilities  Number one maker of snacks.  Lack of capital constraints  Great brands.

 PepsiCo sells its three products through the same distribution channel. combining the production capabilities of the Pepsi.  Not all the PepsiCo products bear the company name  PepsiCo is far away from the leader Coca-cola in the international market demand is highly elastic. Gatorade and Tropicana is a big opportunity to reduce the costs. Opportunity:  Food division should be expand internationally  Noncarbonated drinks are fastest-growing part of the industry  There are increasing trend toward the healthy foods  Focus on the most important customer trend . Weakness:  Pepsi hard to inspire vision and the direction for large global company. improve efficiency and smooth out the impact of the seasonal fluctuations in demand for the particular product. Threats:  F&B industry is now mature  Pepsi is blamed for pesticide residues in their products in one of their most promising emerging market like in India  Over 50% of the company's sales come from Frito-Lay. this is 33 . For example."Convenience".

34 . cultural.a threat if the market takes a downturn  PepsiCo now competes with the Cadbury Schweppes. PEST Analysis: The PEST analysis examines changes in a marketplace caused by Political. Social and Technological factors. and Kraft foods (because of broader product line) which are well-run and the financially sound competitors. CocaCola. Economical.  Size of the company will demand a varied marketing program. Social. political and governmental constrains. economic.

These include. There are potential fines set by the government on companies if they do not meet the standard of laws.for example the rise in private healthcare and the privatizations under Conservative governments. The following are some of the factors that could cause pepsico company's actual results to differ materially from the expected results described in their underlying company's forward statement are: Changes in laws and regulations. and environmental laws in domestic or foreign jurisdictions. without limitation. especially in the international markets.  Their ability to penetrate the developing and emerging 35 .P: Political change. The government plays a role within the operation of manufacturing these products in terms of the regulations.  Political conditions. Political Analysis for Pepsico Non-alcoholic beverages fall within the food category under the FDA. including civil unrest. taxation requirements. from one party to another in control.  Changes in the non-alcoholic business environment. including changes in the accounting standards. competitive product and the pricing pressures and their ability to gain or maintain share of sales in the global market as a result of action by competitors. government changes and restrictions on the ability to transfer capital across borders.

They have cut the interest rate ten times in this year. Rate of interest rises depressing business and causing redundancies and lower spending level. Future Outlooks  The Federal Reserve is doing all that it can help the economy to recover. the government officially declared that the U. However. distribution networks. because of the aggressive action by the Federal Reserve and the Congress it will be short and mild. On Monday 26. Most economists loosely define a recession as the two consecutive quarters of contraction. things changed. economy was the strong and nearly every part of it was growing and doing well. and how well they are able to acquire or form strategic business alliances with local bottlers and make the necessary infrastructure enhancements to the production facilities.1%. However. Economic Analysis for pepsico Last year the U. sales equipment and technology. for example a recession creating increased activity at the lower ends of the product price ranges. or negative GDP growth. The economy will return to the sustained. E: Economic change.markets.S. positive growth in the first half of 2002. which also depends on the economic and political conditions. Lowering the interest rates will ultimately excite consumer demand in the economy. Pepsico can borrow money for investing in some other product as the interest rates are 36 .S. The rate now lies at a 40-year low of 2. has been in recession since March. Companies will expand and increase use of debt as a result of the low borrowing rate.

for example. The increasing number of women going out to work. Social Analysis for pepsico  Many U. there has been the economic improvement in the many major international markets. many are still handling their money cautiously. led to the need for the time-saving products for the home.  Before the attacks on September 11. car shopping. It can use the borrowing on the research of new products or technology. citizens are practicing healthier the lifestyles.  The non-alcoholic beverage industry has high sales in countries outside the U. However. and eating out at restaurant. and Germany. Brazil.S. Consumers are now the resuming their normal habits." These markets will be continue to play a major role in the success and the stable growth for a majority of the nonalcoholic beverage industry. going to the malls. According to the Standard and Poor's Industry surveys. 2001. such as Japan. S: Social change involves changing attitudes and the lifestyles. This has affected the non-alcoholic beverage industry in that many 37 . the US was starting to see the economy recover slightly and it is only just recently that they achieved economic levels.low. They believe that with the lower inflation still to come.S. consumers will recover their confidence over the next year."For major soft drink companies. As researching for new products would cost less the pepsico Company will sell its products for less and the people will spend as they would get cheap products from the pepsico.

the Internet.are switching to the bottled water and diet colas instead of beer and other alcoholic beverages.  Introduction of cans and plastic bottles have increased the sales for pepsico as these are easier to carry and you can bin 38 .  Consumers from the ages of 37yr-55yr are also increasingly concerned with the nutrition. marketing and promotional programs. The need for the bottled water and other more convenient and healthy products are in important in the average day-to-day life. The new technology of the internet and television which use special effects for advertising through media. Also. This helps in the selling of the products. They make some products look attractive. T: Technological change . This advertising makes the product attractive.creates opportunities for new products and the product improvements and of course new marketing techniques. This technology is being used in the media to sell their products. This will continue to affect the non-alcoholic beverage industry by increasing demand overall and in the healthier beverages. There is a large population of the age range known as the baby boomers. Technological Analysis for pepsico Some factors that cause company's actual results to differ the materially from the expected results are as follows:  The effectiveness of the company's advertising. Since many are the reaching an older age in life they are becoming more concerned with the increasing their longevity. time management has increased and is at the approximately 43% of all households.

Due to introduction of this machineries the production of pepsico company has increased tremendously then it was few years ago  CCE has six factories in Britain which use the most stat-of the-art drinks technology to ensure the top product quality and speedy delivery. Distribution Channel and strategies “Marketing channels are sets of interdependent organizations involved in the process of making a product or service available for use or consumption” Distribution (Place) Strategies Product availability where and when customers want them. Involves all activities from raw materials to finished products Basic Channels of Distribution 39 . Yorkshire in 1990. Europe's largest soft drinks factory was opened by the CCE in Wakefield.them once they are used.  As the technology is getting advanced there has been introduction of the new machineries all the time. The Wakefield factory has the technology to produce cans of the pepsico faster than bullets from a machine gun.

The intermediaries involved in the transfer are distributors and retailers.g. perishables. products requiring installation & maintenance DISTRIBUTION CHANNELS (Pepsi) There are two marketing channels that involve in the transfer of product from the producer to the consumer. DISTRIBUTORS: Distributors are appointed agents of the company who make orders 40 . non-standard items. bulky products.Manufacturers/products Place Agents/brokers Wholesalers/distributors Retailers Retailers Consumers and organizational end users Distribution Objective • • Minimize total distribution costs for a given service output Determine the target segments and the best channels for each segment • Objectives may vary with product characteristics e.

The company evaluates its distributors at the end of the year and makes plans for the next year. Distributor complying with many schemes and contests for its customers for pushing different brands and giving various services. briefcase. one salesman one driver. Company also offers many gifts like. last year’s sales. Like if he does not keep Aquafina and if his shop is at the 41 . one de livery van. RETAILERS: The sale of particular soft drinks depends a lot entirely on retailer’s wish.e. company offers are met with distributors before appointing them.to encourage the distributors. potential growth assumption based on deposit of empties and installation of coolers at outlets. This margin could be increased for the sale above the targets. If distributor does not agree with the conditions of these agreement company may reduce the area of distributor or may even terminate the relationship. so t hat they can maintain a specified quantity of reserve stock and facilitate the quick ratation of glass crates. and handbags. caps etc. They are allowed to sell to company's product to the retailers in a specified area. These units and godown are their main investment.to the company by paying in advance through drafts. stock the products in their godowns and supply them to outlets through their fleet of delivery was and a team of salesmen and drivers. Company fixes the targets for each distributor according to market size. The company divides this area into routes. 10 per crate for their service. Each route is covered by one unit i. Distributors are awarded with a fair margin of RS. one helper etc. Distributors have to invest in empty bottles and crates too. T-shirts.

So retailers require special focus from the company. Documentation and Follow Up of all complaints to be take care of within a specified time in order to achieve the ensure Customer (retailer) distributor and consumer Satisfaction. Provides a fair margin of RS. Types of Complaints handled are related to: • • • • • Consumer Signage and Schemes Supply and Service Quality of Product Cooling Equipment 42 .prime location then certainly the customer with turn towards other cola drinks like Bisleri. The Customer complains directly through phone or pager or through the sales team visiting them.Kinley etc. helps the retailers to serve its customer better by providing good margin to them for storing its product using merchandising to improve in-store product display. This all goes to prove that retailer is king. Bailley . installing cooling equipment in outlets to make the product ready to drink and offering different promotion schemes to them time to time to push different brands. CUSTOMER SERVICE DEPARTMENT Customer Service is a support function to sales and marketing Department and is concerned with effectively dealing with all customer complaints This starts from: Ensuring Receipt. Pepsi Co. Pepsi Co. 24 per crate to the retailers.

It performs the following functions to build consumer and customer preference. banners. Promotions: This includes ad campaigns. wall paintings.” Top of the Mind Awareness for Pepsi as it is a consumer oriented organization. new packages and brand launches. Signage: This includes putting up of glow gings. sales promotions. kiosks etc. School and college annual festivals etc.g. hoardings. Dance competitions. rock shows Musical Nights.MARKETING DEPARTMENT Marketing department is mainly concerned with promoting "TOM" i. 43 . state. All these activities are carried out by the unit office with the help of guidelines issued by the BU in the form of an annual marketing calendar and budget. sports tournaments. Events this includes sponsoring events at national. district and city level e.e.

44 . hangar. Amitabh Bacchan etc. is one of the biggest and spenders in India. LUCKNOW territory has assigned two local advertising agencies R.D. is known for its board cast advertising but it also spends a lot in non board cast advertising i. posters stickers.S Laxman. wall painting and news paper. It is also one of the biggest global ad spenders.V. glow signboards. specialties. V. The expenses on these type of advertising are made at territory or unit level. the big gets advertising agency of India has the account of Pepsi Co. hoarding. Harbhajan Singh etc. & Cricket stars Sachin Tendulkar. banners. Associates and Krishna for its territorial advertising.ADVERTISING & PUBLICITY Pepsi Co.e.dealer board. Hindustan Thompsom Associates. It has long a list of endorsers from pop star Ricky martin to file stars Shahrukh Khan.

" In 1975. choosing Pepsi over Coke. and then they began hiring more popular spokespersons to promote their products. 45 . supporting Pepsi's positioning as "The Choice of a New Generation. Pepsi began showing people doing taste tests called Pepsi Challenge in which they preferred one product over the other.PEPSI VS COKE/ RIVALRY WITH COKE Pepsi ads often focused on celebrities.

65 liters each of Coca-Cola and Diet Coke. They could redeem the points for free Pepsi lifestyle merchandise. A Coca-Cola fountain dispenser (officially a Fluids Generic Bio processing Apparatus-2 or FGBA-2) was developed for use on the Space Shuttle Endeavour as a "a test bed to determine if carbonated beverages can be produced from separately stored carbon dioxide. i. Pepsi launched its most successful longterm strategy of the Cola Wars. The companies had designed special cans (officially the Carbonated Beverage Dispenser Evaluation payload or CBDE) to test packaging and dispensing techniques for use in zero G conditions. collect Pepsi Points on billions of packages. Consumers were invited to "Drink Pepsi. primarily due to the lack of both refrigeration and gravity. Pepsi Stuff. Pepsi outperformed Coke during the summer of the Atlanta Olympics .In the late 1990s. Coca-Cola and Pepsi were launched into space aboard the Space Shuttle Challenger on STS-51-F.e. The unit flew in 1996 aboard STS-77 and held 1. After researching and testing the program for over two years to ensure that it resonated with consumers. 46 . the program was expanded to include Mountain Dew. Pepsi launched Pepsi Stuff.Coke dispenser flown aboard the Space Shuttle Endeavour in 1996. The experiment was classified a failure by the shuttle crew. In 1985. water and flavored syrups and determine if the resulting fluids can be made available for consumption without bubble nucleation and resulting foam formation". continually innovating with new features each year. which was an instant success. Tens of millions of consumers participated.where Coke was a lead sponsor of the Games.. The company continued to run the program for many years. Due to its success.

It means that Company’s top management should always worry about the quality of all the brands. 3.Proper shin age also play a key roll in more selling. 5. 4. Then executive shovel fulfill his promise.) Good relation – Company’s executive. If any organization wants to service in the market and wants to better its image then quality play a very integral role so for sales promotion quality should be 100% and good.) Product availability It means all the flavors of Pepsi should be available at one time. whole seller and retailer.TECHNIQUES FOR SALES PROMOTION 1. It means in India in cold drinks line which ever brand consumer see first of all that brand is demanded by user. such as.) Proper signage.) 100% rich . By which customer can able to give any flavor to the consumer and can give the satisfaction.) Fulfill the commitment– if executive promise to the customer of any type. 2. 47 . Remaining 80% impulse selling is going on. sales man should make good relation from dealer. There is only 20% brand loyal person.

Executive say that to the retailer if you will sell 1000 carrot in this month then I will give you a coke fridge. 7up Mirinda 3. 2 bottle 600ml free on 2000ml/ Pepsi. 7up Mirinda 2. By this manner selling will also improve. If retailer has sold out 1000 carrot in the month then executive should fulfill his commitment. 2 bottle 500ml free on 500ml Lehar soda PRODUCT OFFER PER CARTOON FLAVORS MARKET POSITION PRICE PEPSI 9 Bottles Carbonated Good 459/Carrot COKE 9 Bottles 2 600ml/Carrot Good Carbonated 452/Carrot No offer 48 . 2 bottle 200ml free on 300ml/ Pepsi. Dew. SCHEME AS AN EXAMPLE OF SALES PROMOTION 1. Dew.

To determine the market share of PepsiCo in SAKET (south Delhi).To find the taste and preferences of consumer by means of sales volume of various retailers. how is the availability of material into the market. 49 . RESEARCH DESIGN TYPE OF RESEARCH: Explorative research The research used is explorative research since I am exploring the area by getting into the topic and finding the problems. 4. To determine the company image in the market by finding how frequently company solves the problems of retailers. covino & trolley is considered as one entity and would be considered as a 1 sample unit. 2. It is qualitative research since I am gathering through that research is first hand qualitative data and is very important. Various other problems retailers are facing. REASEACH OBJECTIVE: 1.CHAPTER 5 RESEARCH MEHODOLOGY 1. 3. To find out any loop holes in system SAMPLE DESIGN: (i) Sample unit: 1 retailer whether it is a eatery. grocery. 5. The problem is known but the reason behind that is still hidden that is why explorative research is needed.

select city saket and j block market. Tools: Various statics tools like pie chart. Observation method: some data is recorded by observing the items displayed in the shop by during visit. I filled the alternatives in the question personally. (iii) Sampling technique: sampling technique here used is non-probability simple random sampling. (iv) Sampling area: the research given to me is SAKET that is in south Delhi which consist of three markets that is pvr saket . 50 . DATA COLLECTION: Data sources: 1. line chart.(ii) Sample size: sample size is large it would consist of 46 retailers. A questionnaire is being prepare for data collection. bar charts are used to represent the data available in tabulated foam and then its interpretation will be done. 2. External data: The remaining secondary data is taken from company website and some other website. It contains small and big retailers owners. 2.) Secondary data: Internal data: some secondary data is also gathered in order to get finding from the research this consist of data taken from organization internally.) Primary data: Interview method: The first hand data is collected by doing personally interviewing the retailers of saket and data is record in the foam of questioner. We considered it as area sampling since the research is focus onto a particular area.

visiting the shops personally and by talking to the retailer and asking which brand he is selling more and did he face any problem related to supply of material in right quantity at right time. The work is confined up to the particular market assigned to me that is SAKET. advertising through various types as through providing the retailer signboard. Ensuring that the customer never returned back with an negative compliment due any reason weather it is not availability of particular brand of Pepsi of his choice or he /she may not get chilled cold soft drink. brand loyalty. 51 .PURPOSE DETAILS OF THE SURVEY As per the topic of report is concern that is “developing model market for PepsiCo” I conducted a market research study about retailer satisfaction to find out what problems retailer are facing from day to day in terms of demand and supply and also to find the effectiveness of various promotional strategies followed by PepsiCo into the market. The task is going around ensuring the purity and charging of Pepsi visi kept in the shop. Work is done through root riding. Instead of sales my work is to look at the exposure part of market in terms of visi purity.

DURGA PAN 7.CISF CANTEEN 2. RAJKUMAR PAN 13. DELHI FRUITS 6. LIST OF OUTLETS 1. PAPPU PAN 5.MADAN GENERAL STORE 3. PRAKASH PAN 9. PRINCE PAN 11. SHRAVAN PAN 10. Our work is to increase the exposure into the market getting customer attracted getting insight of customer by talking to them and to increase the brand loyalty among the retailer already selling Pepsi and getting new retailer. PAWAN PAN 12.Our work is to find out the problem and shot the problem by making it aware to higher authorities’ and make sure that the work is done by constantly reminding them about the problems. SHUKLA PAN PLACE 52 . BANARSI PAN BHANDAR 4. CHAURASIA PAN BHANDAR 8.



G1 MARKET SHARE PEPSI COKE BOTH OTHERS TOTAL RETAILERS 21 13 8 4 46 INTERPRETATION:- According to research conducted pepsico hold 48% of market exclusively.2 55 .21% in share with coke and market share of coke is 26%. 4% market is captured by other soft drink companies like ‘rc cola’ . ‘banta’ etc.2: WHICH COMPANY VISI YOU HAVE? 5. QUESTION.

G2 VISI AVAILABILITY INTERPRETATION: - According to research conducted 45% retailers have pepsico’s visi. 28% ve coke’s visi. # From above interpretation its very much clear that pepsico is selling its beverages even in coke’s visi & this is termed as ‘RED TAPISM’. 17% ve got both coke & pepsico’s visi and lastly 8% of retailers ve their own visi. QUESTION 3. WHICH BRAND OF PEPSICO YOU SELL MORE? PEPSI 12 SLICE 9 DEW 7UP MIRINDA 5 4 2 56 .

dew.7up. Following are slice.mirinda etc.4: IN HOW MANY DAYS DOES PEPSICO SORT OUT YOUR PROBLEMS? 1 DAY 2 DAYS 3 DAYS MORE THEN A WEEK 5.5.4 2 11 14 5 57 .3 G3 MAXIMUM SELLING BRAND # Pepsi is the highest selling brand of pepsico. QUESTION.


# Study done on ‘time taken for fixation of problem’ reveals that pepsico take lot of time in solving retails problems. Though most of the retailers are taken care within 2 – 3 days but some retailer face problem in fixing up of their problems.



5 9 12 4 2



Most of the retailers are satisfied with supply of beverages. Around 18%

are not satisfied with supply. These retailers want supply at or before 10:AM so that beverages can be cooled up early in the morning.


11 14 5 2



INTERPRETATION: Retailers do face shortage of popular drinks sometimes. PEPSI,DEW,SLICE & NIMBOOZ are some brands which retailers mostly ask for. In summers retailers generally face this problem because of heavy demand. So authorites must pay attention for proper supply of beverages.



14 3 10 5


Display schemes and monthly card is for every one also the daily scheme is for everyone. The major difference is created by monopoly discount. QUESTION 8. DOES ADVERTISEMENT OF PEPSICO AFFECTS YOUR SELL? YES 24 61 .7 G7 DIFFERENT SCHEMES INTERPRETATION: In the study it is found that 3 respondents said they sell PepsiCo Brands becauseey get monopoly discount.5.

Every retailer want supply to be delivered in early morning( before 10am) so that bottles can be cooled up soon. There is good hold of PepsiCo in SAKET region. Maximum selling brand is PepsiCo. 3. dew and slice. 4. Over All Findings of the Survey 1.8 G8 AFFECT OF ADVERTISMENT INTERPRETATION: According to my study around 75% of retailers said that advertisments of pepsico affects their sell.NO 8 5. 62 . People who eat non-vegetarian food like Pepsi and dew. 2.

7. Big retailers also ask for credit most of the times. 9. Cooling problems are mentioned by retailers. My suggestion is that truck should reach 2 hours before the time at which it came that is 11 am. CONCLUSON 1. Majority of retailers ask about Boards. 10. Openers & Counters. 63 . The retailer should be given same preference either it is the small shop or the big one. Some of the retailers also complained about visi cooler.) During timely interaction with retailers i found out that they are not happy with time at which they will get supply. Delay in replacement of burst bottles. Material should be reach at right place in right quantity at right time. 6. At some places Pepsi’s signages are still hanging despite of no transactions with those outlets.5. 8.

8. Most of the visi into are not cooling properly. My suggestion is that there is need of pre sales representative in that area or there should be 3 helpers with the truck. Most of the visi coolers in market are less then 75% pure. so the truck should carry more pet bottles SUGGESTIONS • Pepsico can launch some health drinks like milk products. 6.) Company does not respond to the problems of retailers at time. Saket being posh locality pet bottles are sold more here.2. chaah. The authorities should concentrate towards this. Customer executive of the market should pay emphasis on them. 3. 4. Most of the time the change in scheme does not reach up to retailer due to illegal nature of truck driver. 7. coffee. During interaction with customers & retailers I found out that educated people prefer health drinks like lassi. There is tough competition between retailers basically eatery shops. 5. Some small retailers who have potential of selling some 2 to 3 carrots of cold drink demand material on credit on daily basis. flavored milk. Sometimes the customer return empty handing because he or she not get chilled cold drink. All of them wanted material on same time. There is no one to negotiate and listen to the problems of retailers. ice tea over soft drinks. 64 . There is no visit of official in that area. coconut water.

There is time bound. Coke. Thumbs up & Limca are two product of coke which Pepsi is not able to compete with. So pepsico should also focus on its advertising strategies. Outlets that sale coke and some other retailer also are not willing to talk or 65 . 3. 2. In most of the shops we didn’t find the actual owner of the shop. also coke tries to connect emotionally with consumers by using words like “khushian”. Pepsico’s biggest competitor target its ads on whole family by showing whole family in ads. • Pepsico should launch products against thumbs up & limca of Coke.• Pepsico should focus more on its advertising strategies. On the other hand pepsi’s ads are only targeted on youth & young generation(youngistan) of India. LIMITATIONS OF STUDY 1.

3. Prentice Hall.468. Work bound most of the time we have to do organization related work. (2010). Philip and Armstrong.613-623. Organizational Behavior. 4. During interaction with retailers we cannot ask them direct question. pp. pp. 2. New Delhi. Naresh K. Principles of marketing.5.respond so certain data filled here is through observation. (2006). Stephen P. Gary. Robbins. 5. Pearson Publication. Malhotra. Kotler. 66 . Vol. Pearson Publication. Marketing research and applied orientation. BIBLIOGRAPHY: 1.

com/doc/21528551/SURVEY-OF-VISI-PURITYCHARGING 3. www.Website: 1.purdue.com 5.pepsiindia.scribd. http://www.com 6.htm ANNEXURE QUESTIONARE OUTLET NAME: 67 .scribd.rjcorp.in 4.edu/~pbawa/421/pepsi%20cola%20pest%20case %20study. http://www.com/doc/21528450/Pepsico-Final-Ppt 2. www.pepsizone. http://www. www.ics.

What is the impact of location of visi cooler on your sale? Ans………………………………………………… 5.What do you think about the service supply of beverages at your outlet? (a) Very good (b) good (c) normal (d) bad (e) very bad 7.Which company beverages you sell? (a) PepsiCo (b) coca-cola (c) both (d) others 2.In how many days PepsiCo sort out your problems? (a) 1 day (b) 2day (c) 3 day (d) more than a week 6.Which brand of PepsiCo you sell more? (a) Pepsi (b) slice (c) dew (d) 7 up (e) Mirinda 3. How many times you face the shortage of popular brand of PepsiCo at your outlet in a week? 68 .Which company visi you have? (a) PepsiCo (b) coca-cola (c) both (d) others 4.OUTLET TYPE: OWNERS NAME: MARKET NAME: 1.

(a) 1time (b) 2times (c) 3 times (d) more than 3 times 8. What sort of others problems you are having? Ans.Did advertisement of PepsiCo affect your sell? (a) Yes (b) No 11. …………………………………………… 69 .How is the behavior of PepsiCo official? (a) Very good (b) good (c) normal (d) bad (e) very bad 10. Which type of scheme provided by PepsiCo attract you? (a) Daily Scheme on brands (b) Monopoly discount (c) Monthly card scheme (d) Display schemes 9.

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