Dissertation Report On

“A Brief study on Effectiveness of Channel of Distribution of Pepsi Products in Patna”


Lumbini Beverages Pvt. Ltd. Hajipur
Under Guidance
Mr. Manish Sahay [Market Developing Officer PEPSI, Patna (Bihar)]

In Partial Fulfillment of the Requirements For the award of

Submitted To Mr. Rahul Saxena (Class Coordinator)

Submitted By Kunal PGDM – III (B) Roll: - 11

Academy Of Management Studies, Dehradun

Academy of Management Studies, Dehradun

I, Kunal declaring that all the information given in this project report is true and correct as far as I know. I am also declaring that all the work in this project is done by me and not copied from anywhere.

Kunal Academy of Management Studies Dehradun

Academy of Management Studies, Dehradun

This is to certify that Mr. Kunal who is the student of Academy of Management Studies, Dehradun has completed his project on the topic “A Brief Study of Effectiveness of Channel of Distribution of Pepsi Product in Patna” from Lumbini Beverages Pvt. Ltd. Hajipur, under my guidance. He has done this project by himself. I wish him success in future.

Mr. Manish Sahay (Marketing Developing Officer) PEPSI, Bihar

Academy of Management Studies, Dehradun

Summer training is an integral part of the PGDM and student of Management have to undergo training session in a business organization for 6 weeks to gain some practical knowledge in their specialization and to gain some working experience. To the emphasis on practical aspect of management education the faculty of Academy of Management Studies. so they choose that commodity from where they extract maximum satisfaction. Consumers satisfy themselves according to their needs and desires. Dehradun . Hajipur. (Kunal) 4 Academy of Management Studies.” This modern era is era of consumers. Marketing is an important part of any business and advertisement is the most important part of marketing. Our institution has come forward with the opportunity to bridge the gap by imparting modern scientific management principle underlying the concept of the future prospective managers. Dehradun has with a modern system of practical training of repute and following management technique to the student as integral part of PGDM. in according with the above obligation under going project in “Lumbini Beverages Pvt. It has been identified that in the beginning of 21st century the market was observed a drastic change. Ltd. The successful brand presents itself in such a way that buyers buy them in special values which match their needs.PREFACE There is a famous saying “The theory without practical is lame and practical without theory is blind. The title of my project is “A Brief Study of Effectiveness of Channel of distribution of Pepsi product in Patna” Certainly this analysis explores my abilities and strength to its fullest extant for the achievement of organization as well as my personal goal.

Bihar) who taught me every minute aspect of marketing. Dehradun for his valuable guidance and support on completion of this project in its presently . Dehradun . Anish Kumar (Sales Co-coordinator. Prasad (HR Manager. Sourav Chatterjee (Head – Training & Placement) Academy of Management Studies. This Project Report on my six weeks practical training in “Lumbini Beverages Pvt. His proper direction and consult inspiration proved to be an asset for this project. my gratitude towards my parents and member of my family. Patna for their positive support. Ltd. (Kunal) 5 Academy of Management Studies. K. who has always supported me morally as well as economically. I also acknowledge with a deep sense of reverence. Ltd. I am greatly obliged to Mr. Hajipur) who accommodated me for training in this esteemed organization. I am extremely thankful and pay my gratitude to Mr. I am highly indebted to Mr.” Hajipur (Pepsi) in area of Patna is a part of my course curriculum of my PGDM. Ltd. This project could not have been completed without timely suggestion advice and co-operation of a lot of persons. Lumbini Beverages Pvt. A special appreciative “Thank you” in accorded to all staff of “Lumbini Beverages Pvt. I would like to express my sincere gratitude to all those who extended their not only to convey their best wishes but also to give me support on this hi-undertone path. Manish Sahay (Marketing Developing Officer. Hajipur and MDC.ACKNOWLEDGEMENT At the very outset of engaging myself in to the Project Report. I am also equally thankful to Mr.”. At last but not least gratitude goes to all of my friends who directly or indirectly helped me to complete this project report. M. Bihar) who provided me an opportunity to work and also guided me at every stage on my project.

CONTENTS  Preface  Acknowledgement Title Chapter 1. Ltd. Chapter 6. Hajipur Chapter 4. A Theoretical frame work of Channel of distribution Channel of distribution of Lumbini Beverages Pvt. Organizational Structure  History and Organizational Structure of Lumbini Beverages Pvt. Chapter 7. Chapter 5. Dehradun . Introduction of the Soft Drinks in India  History of Soft Drinks in India  History of Pepsi  Production Process  Product Manufactured and Main Consumer Chapter 3. Introduction to the Study  Objective of the Study  Importance and relevance of the Study  Scope of the Study  Methodology used in the study  Limitation of the study Chapter 2. Ltd. Performance of Patna Conclusion and Suggestions  Questionnaire 6 Academy of Management Studies.

Dehradun .CHAPTER 1. INTRODUCTION TO THE STUDY  Objective Of The Study  Importance And Relevance Of The Study  Scope Of The Study  Methodology Used In The Study  Limitation Of The Study 7 Academy of Management Studies.

M. And needless to say “Generation next has become the slogan of the day. When Pepsi has appealed on our collective consciousness of few years ago to be more exact in April 1989. Pepsi is a world leader in restaurant & soft drink whether it is in London or in Ludhiyana. This was the expectation of his modern concept regarding every walk of life. then it was expected the liberalization of Indian economy. Manchester or Madras. Paris or Patna.” The first managing director was Mr. Who could be able to penetrate in Indian soil and it was the Pepsi that has got not only a place in Indian hospitality. Pepsi is a leader in the snacks food business. Whole of the operations of Pepsi in India has made a rapid change in Indian life style. 8 Academy of Management Studies. which is resulting in fast food life. Ramesh Vanagal but present is Mr. Rajeev Gandhi came into the power as Prime Minister of India. no one was able to assume such a wide acceptance and it was PepsiCo. America or Ahamedabad. When it set up operation for beverages snack foods and export business. The restaurant business has also come Kentucky Fried Chicken (KFC) has opened its first outlet at Bangalore Pizza but it also expected to open restaurants shortly city wise. The snacks business has seen some major success and going for leadership too. Despite love for ones own motherhood and traditional concept of Indian people it was assumed that it is very hard to make and create taste and preference about soft drinks but despite of having so many confusion. Berlin or Bombay. Sinha in India.INTRODUCTION TO THE STUDY When Mr. Dehradun . but also taken place of traditional sharbat of lemon and sugar. The division plans to introduction wide range of snakes in to Indian market in the next three years. The establishment of Multinational Company Pepsi was supposing to prediction in present Indian business scenario. During these years beverages begin an exclusively franchise operating beverages now has five company owned bottling operation (COBO) the business expects to grow three times faster than the industry growth rate 1995 and its vision is to become INDIA’S BEST CONSUMER PRODUCT COMPANY in all aspect. P.

Pepsi has won more battles than it has lost. 700 crores over the next three years. The figure is not cast in stone if volume exceeds according to expectation. In April 1993 Voltas and Punjab Argo’s stakes were bought over converting Pepsi foods from a three way joint venture to be a fully owned subsidiary week bottlers who did not have the financial capacities were given massive support in the form in interest free loans to upgrade their operating capacity . capitalized 95 million dollar. The foremost is its image from being perennially seen as a loosing company it’s now got the image of being a winner. 9 Academy of Management Studies. Pepsi decided to take in Company Owned Bottling Operation (COBO). which was running in Maharastra which has been bought over from Voltas high speed imported lines with a speed of 600 bottles per minute was installed in Delhi.Pepsi company has pumped in Rs. This major turn around is not small achievement considering that since it was established in 1989 taking the hard ship route prior to liberalization and weighed down by export commitments. But the strategy which has proved to be winner was the position. Apart from these things there is an expression which can not verify easily that is Pepsi has made qualitative gains. 300 crores ($ 95 million) as fresh capital and has recently received permission from the foreign investment board in Rs. For this another subsidiary PepsiCo. Pepsi has a strong franchisee in the Jaipuria’s of Pearl drinks. Pepsi is setting up a new plant at Jaipur. Within a year 1994 Pepsi has bought over 5 bottlers including dukes in Mumbai. They will increase capital expenditure. The investment phase will continue and could add unto Rs. India holding was set up as an investment vehicle. 300 crores ($95 million) more. Dehradun .

v) To ascertain the consumer brand perception of cold drinks with respect to price. Dehradun . 10 Academy of Management Studies. quantity and advertising. Student tends to develop analytical and problem solving skill. So there can be a satisfaction from the organization side and the workers side who play a significant role in achieving success. it gives emphasis to project work and students learn how to plan in practical terms rather in terms of theory only. So far the fulfillment or the management course. We necessary become motivated and competitive. in fact all the learning that goes on for the two year term become so much the part of our thinking that we developed a well all rounded personality.OBJECTIVE OF THE STUDY Management is a course which teaches the student to get the work done properly from different available sources viz. product. Hajipur and compare them with those followed by competitors. The main emphasis is on the distribution Channel aspect of the organization. The following are the objectives and purpose of the studyi) For the fulfillment of Post Graduate Diploma in Management (PGDM) programme as realized by the Academy of Management Studies. iv) Find the depth and width of distribution channel adopted by Lumbini Beverages Pvt. money etc. So during the training period we compare how the marketing research (sales) activities (practical) of our organization with the theories. iii) Whatever the subject taught in the class room of PGDM course that is completely theoretical. (AICTE approved) ii) To care and contact with the working of an organization and to see the different types of marketing activities. Ltd. Dehradun. material. machine. man.

Dehradun . is regarded as the first Indian Company introducing Limca a leman drink complementary to it this has also introduced Cola Pepone which was withdrawn in the face of tough competition from Coca Cola. Now after a long gap government of India had given permission 11 Academy of Management Studies. Mohan Makings with Merry & Plkup and McDowell with Thrill. This is Indian market where there was no competition and high voltage advertising was on each one was trying their best to become number one company with ‘A’ class product in the field of Soft Drink business. When Coca Cola bid a Farwell in 1977. The credit of popularizing the soft drink goes to Coca Cola. But slowly and slowly with its beautiful taste these become very popular and now they are available not only in the market and street corners. Parle people introduced their Cola. at those places where water was not available i. on highways and long distance trains.e. Pure drinks of Delhi also without lasing much introduced pure drinks were producing and marketing Coca Cola earlier Campa Cola with Campa orange and Campa lemon. Thums Up with a mighty saying “Happy days are here again” as if happy days went away with Coca Cola. Parle Export Pvt. Indian market was open for various new forward publishing different brands in the markets. Now day’s soft drinks are quenching thirst looks more often. Ltd. Rush and Sprint. they are taken due to habits. established 53 years ago before all empowering Coca Cola faced competitions and its euphoric image built up in the western countries helped it get ready clientele and clamor. It was also felt that reliable good water was not available everywhere. Modern Bakeries entered the market with Double Cola Seven. but also people have started keeping it in their house. This was the drink which is liked by all ladies.IMPORTANCE AND RELEVANCE OF THE STUDY Cold drinks were started with the idea of quenching the thirst of the persons traveling. So people would really on their packed bottle and with this idea its makers made these drinks available mostly. gents and children. Gold Sport is considered as the first branded soft drinks.

it has occupied 62% shares of Soft Drinks market in India. Now Pepsi is going all out to prove that they are the best. Today. It started business on the Indian soil just a few years ago. The much rival of Parle is Pepsi an American concern. But now due to some factors competition among them has become stiffen. Dehradun . So in this way the important activities have increased. 12 Academy of Management Studies.to Coca Cola. which joined with Parle to do business in India. They are trying their best to regain prestige which it had before.

SCOPE OF THE STUDY The main scope of this study is to ascertain the effectiveness of channel of distribution and various methods to increase the sales volume of the concern. The methods include regular information to the buyers creating a brand position in the market and taking measures to make the brand remain in its position. Dehradun . 13 Academy of Management Studies. One of the important aspects of this study is also to increase the market segment for the product.

Dehradun . I have taken Patna and some adjacent area of Patna like Danapur. I maintained different chart for different routes during my dealer survey. In this sample survey methods I have taken only a small part of the whole and data collected from the small part are made applicable to the whole i. retailers and consumers Research Approaches Research Instrument Sampling Plan Sampling Unit Sampling size Sampling procedure Contact Method questions. : : : : Distributors 02 Retailers 350 Consumers 1100 : : Survey Interview Schedule Purposive Selection Personal Interview In interview schedule I used multiple choice question and ranking system 14 Academy of Management Studies. there are two types of survey. Within the time limit. I tried my best to select the sample representative of the whole group. analysis. collection. and reporting of data and finding relevant to a specific marketing situation facing the company. Data Sources Primary data collection involved distributors.e. I have collected data from the distributor of Patna. During my training.” The present study of Soft drinks markets in all over Patna is based on survey methods.METHODOLOGY USED IN THE STUDY “Marketing Research is the systematic designing. One is Census Method and another is Sampling Method. In survey methods. Patna City etc.

Most stress was given on the primary data as it was difficult to collect secondary data from the organization and distribution since it is difficult to ascertain the authenticity of their statements. iii) All the observation and recommendation will be made on the feed back obtained from survey. 15 Academy of Management Studies. i) ii) Shortage of time factor was one of the biggest constraints.LIMITATION OF THE STUDY As I was asked to carry on my vocational training I found the following limitations during my training period. So I could not collect all information regarding my topic. Dehradun .

Dehradun .CHAPTER-2 INTRODUCTION TO THE SOFT DRINK IN INDIA  History Of The Soft Drink In India  History Of Pepsi  Production Process  Product Manufacturing And Main Consumers 16 Academy of Management Studies.

Christopher Columbus as a traveler of world found a lot of new things which was not in the eye of the world community which is now in our history but now if any one does travel to whole part of world to get one thing in some form that is Pepsi. Travel to any corner of the globe you are sure to spot a label splashed in blazing blue, red and white becoming you to some “Sugared water”. This dark coloured drink WillyMilly has today become nothing but spot of an international anthem with young and old, rich and poor wants for a sip and saying “Yeh Dil Mange More.” Gold Spot is considered as the first branded soft drink established 53 years ago before all empowering Coca Cola entered the country to dominate the scene. It faced no competition and its euphoric imaged built up in the western countries helped it to get ready clientele and glamour. Parle Export Pvt. Ltd. is regarded as the first Indian company introducing Limca, a lemon drink complimentary to there well established Gold Spot in 1970 which got moderate success. However, before this, he had also introduced Cola Pepino which was withdrawn in face of tough competition from Coca Cola. When Coca Cola bid farewell in 1977, Indian market was open for various cold drinks several companies came forward publishing the different brands in the market. Parle people introduced their Cola Thumps Up with a mighty bang saying “Happy days are here again” as if happy days went away with Coca Cola.. Pure drinks of Delhi also without losing much time introduced pure drinks were producing and marketing Coca Cola earlier Campa Cola along with Campa orange and Campa lemon. Modern Bakeries entered in the market with the Double Seven. Moharn meakings with Merry Pikup and McDowell with Thrill, Rush and Sprint in Indian market where there was no competition previously. A cut throat competition and heavy advertising was on. Each one was trying their best to become the number one company with ‘A’ class product in the field of soft drink business in India. Now after a long gape the govt. of India has given permission to the Coca Cola to start their business in India. Coca Cola has joined hands with Parle to the business on the Indian soil. They are trying best to regain its prestige which it has before. 17
Academy of Management Studies, Dehradun

The much rival of Parle is Pepsi an American concern. It started business the occupied nearly 50% share of soft drinks market in India. Now, Pepsi is going all out to prove that they are the best.

Academy of Management Studies, Dehradun

PepsiCo is a USA based company having its head quarters at New York with the net worth of $30-40 million. The average sales of the company are approx 90 million bottles per month. Pepsi made it first international move in Russia in 1959. During the Khrushchev era, within 32 years Pepsi emerged as the biggest competitor for Coca Cola. Pepsi is available in 155 countries. In any soft drink, on the globe Pepsi food is one of the largest soft drink companies in the world with its headquarters in New York. It was invented by Pharmacist Culab D. Baradham in 1898 to cure the disease “Dyspepsia”. It is from this word that its name was related to Pepsi. Soon it entered the American market as soft drink, which at that time mostly dominated by Coca Cola, but soon Pepsi able to dominate the Cola market, and there after it never looked back. Pepsi and Coca Cola are engaged in ferocious cola war that has taken the whole world by storm. Pepsi entered the Indian soft drink in Kanpur in 1988 and began its production in May 1990 and soon it was giving the local contenders run for their money in soft drink market. It comes out with dazzling marketing innovation that rocked the cola market, like selling the product through function Pepsi outlets. Its advertisement agency was “Hindustan Thomson Association” (HTA). Its advertisement budget for 1995-1996 was valued at Rs. 24 crores which is likely to be increased manifold in coming years. Pepsi food is one of the largest and best foreign investments in India. Till today it has invested Rs. 500 crores in India to develop the local market. Pepsi has distributed exclusive franchises in India to bottle its total product. There are 28 bottling plant of Pepsi in India. Some are directly controlled by Pepsi and rest is under various franchisees. Pepsi stands 51st position among the fortune 500 companies of the world. Its total capital is approx $3000 crores and total sales annually is worth $37 crores. Its total profit in the year 1996-97 was worth Rs. 458 crores approx. The total number of employees engaged in the business is 45.25 lakhs globally. 19
Academy of Management Studies, Dehradun

The director of this organization Mr. Managing Director of Lumbini Beverages Pvt. Ltd. Charan Khelani. Ravi Khelani and Mr. Ltd. Ananda Marketing as a marketing division of Lumbini Beverages Pvt. Hajipur is Mr.In April 1997 the Pepsi cola international decided that Steel City Beverage will cover south Bihar (now Muzaffarpur) only. In this accordance Pepsi cola international decided to open another bottling plant at Hajipur named Lumbini Beverages Pvt. Hajipur started functioning in April 1997. Dehradun . Ltd. Hajipur which will distribute Pepsi product in whole Bihar. Manoj Khelani 20 Academy of Management Studies.

hardness. Bottle Washing 4. hydrated lime are added through dosing pump to reduce alkalinity. The water taken out from bore well by the help of motor pump and pipe line are collected in storage tank where is pre chlorinated by chlorinators and by the help of pipe lines comes to treatment tank called coagulation tank where to this water solutions of different strength of bleaching powder.The chemical are mixed by mechanical stripper and then the suspend mattress settle down as sludge and clear water passes to retention tank. Further water used in bottle washer and boiler need softening . ferrous sulphate. Testing of Product (1) Water Treatment: . the water passes through sand filter containing fine sand and pebbles and carbon filter containing granular carbon and finely through water polisher. Dehradun . micron filter.this soft water is essential to use in and bottle washer to reduce scale formation inside the machines. To set uniform and standard water the process of treatment is carried on. 21 Academy of Management Studies. kill the bacteria . Water Treatment 2.Water treatment is very essential in soft drinks plants as the nature and quality of water varies from place to place.PRODUCTION PROCESS The process of manufacture of Aerated water (soft drink) like Pepsi brand product is divided into mainly five parts such as 1. Filling 5. Syrup Making 3. and UV lamp to ensure clear and sanitary water for use.after passing through two filter beds contain fine sand and granular carbon respectively comes to pass through bad resin were it is softened .the water from storage tank . From this tank.for this purpose .

The concentrate mainly. This syrup is now finished syrup ready for use. The empty durable and returnable bottle used are returned from market in plastic carats are fed to a bottle washing machine (washer).E. Sugar syrup called raw-syrup is prepared by dissolving the sugar with continuous stirring and heating by steam supplied by fired boiler.H. The empty bottles enter to the hot Caustic tank in one end and after being cleaned by hot Caustic solution and finally washed with water through spray jets fitted are discharged in other end. Caustic soda Tri-Sodium Phosphate. and mold removing. The chilled syrup comes to a mixing tank to use calculating of sugar quantity by Brix Hydrometer. This hot syrup by the help of pump is filtered through a filter press attached with a series of quality filter paper to separate out carbon particles. the liquid part are kept in a cold store. calculate quantity of sugar water activated carbon and high flow super cell known as filter aid taken in to sugar to enter steam and also filled by a motor with agitator. (3) Bottle Washing: Bottle washing is an important part in soft drink plant. circulated by glycol for further cooling. The washed bottle proper inspections are SU 319 and SU 853 used for conveyor cleaned and smooth running of chain carrying bottles.H. shining. 22 Academy of Management Studies. Sodium Glausonate is adding to the caustic by the supplied. All the containers used for syrup making are cleaned and sanitized by Soda-Bi-Crab. strong chlorine solution and hot caustic soda solution.For syrup making of particular brand.(2) Syrup Making:. the temperature of finished syrup is also maintained by air-conditioner. SU 260 and SU 773 is used for bottle cleaning. concentrate added and mix thoroughly by a mechanical Stirrer fitted to the tank. Dehradun . for cooling and the then another P. The machine has double end system with circular chain to carry the bottles. The Caustic tank filled in with water heated by steam supplied by the boiler. Clear hot syrup by the help of SS pipe lines passes through water P.E.

After beverage filled in bottle it goes to the crowner where with the help of crown crocks the bottles are sealed (crowned) to project the carbonation. The syrup being chilled easily mixed with CO2 gas and enters to filter for bottling. The filter is connected with filling valves and lift cylinders.E. The lift cylinder functions by pressure of air supplied by an air composer. caustic soda solution and strong chlorine does. outside contamination and spoilage.Finished syrup and treated water lime are commixed to a dosing pump which mixes syrup and water with ratio of 1:5 and the syrup mixed with water enters to carbonator tank to mix CO2 gas. The dead weight tested is used to calculate pressure gauge to know the correct pressure. Refrectometer and pressure gauge. (5) Testing of product:.H. hot water. put on palates and sent to shipping for shipment. The finished products are coded by a coding machine and inspected properly by inspection light while passing through the conveyor where finished product are accumulated enters to carat washer machine and it is washed moves through the conveyor where finished product are accumulated. TA & Ph are tested by 23 Academy of Management Studies. Then the products are kept in plastic carats which are durable in nature and returnable by buyer.Finally the finished syrup during bottle is tested in laboratory to meet the parameters and also to get a standard and quality products to maintain the standard and information and uniformity in products the sugar contents and carbonation in the bottle are checked in regular intervals by Brixhydrometers. we used recording control (Taylor). The cylinders are connected through CO2 manifold to tank to use requisite quantity of gas. flavor. which is preserved in cylinder for use. To control CO2 pressure and temperature of liquid.(4) Filling: . The entire container in contact with syrup are properly cleaned and sanitized by Soda-BiCarbonate. Dehradun . The syrup passed through a P. which is called itself by circulation of chilled glycol supplied chilling F-22 gas used. The syrup is known as beverage in this stage is filled in the cleaned bottles which are durable in nature and returnable by buyer filling machine (filter) by a counter pressure of carbon dioxide gas.

⇒ Washed bottles are then send to the filler where premix (Composed of syrup. treated water bulk CO2) is filled in it. The steps involved in the production process are:⇒ First the fork lift supplies the empty bottles which are collected from the distributions. The microbiology test of the product and water used in syrup making and production are also done to ensure that the product is free from any bacteriological contamination. ⇒ Then depalletising is done i. autoclave. Dehradun . ⇒ Empty bottles are then fed into the bottle washer where stream with some chemical is used for washing. PREPARATION OF SYRUP Treated water + Sugar = Flavour 24 Academy of Management Studies. media are produced and used. The purity of CO2 is checked by CO2 purity tester. ⇒ The filled bottles are passed through inkjet coder for printing price and date. ⇒ Lastly the filled bottles are arranged in the crates (casing) and then palletizing is done for storing it in the warehouse. pads filter membranes. To conduct the micro test hot sterilizer incubator. separating cases filled or empty bottles from the wooden planks. ⇒ The whole concentrated is chilled with glycol before filling and then crowning is done. Electronic digital balanced is used to weight chemical to conduct test in lab. The chlorine comparators. The Diesel generator is operated in case of electricity failure for smooth operation of the plant. ⇒ Uncasing is done by separating empty bottles from the cases/carats. ⇒ Then again the filled bottles are send for final light inspection and from there they are collected on a table. To drawn electricity for the State Electricity Board the transformer is used.digital Ph meter.e.

25 Academy of Management Studies. 200ml 300 ml 300 ml 1. It is a unit of Pepsi food Pvt. Ltd. restaurant owners and various other soft drink peddlers. 2 lt. 200ml 300 ml. Dehradun . 330 ml 1 lt. 200ml 300 ml. These products are the choice of the new generation. 200ml 300 ml. which supplies concentrates for drinks.5 lt. 200ml 300 ml. Ltd. They are:Products Pepsi Mirinda Mirinda Mirinda 7 Up Mountain Dew Slice Lehar soda Pet Pet Can Aquafina (Mineral Water) Quantity 300 ml.PRODUCT MANUFACTURED The product manufactured by “Lumbini Beverages Pvt. Thus it can be said that it is a product of mass consumption. are very limited ranges as it is not independent to diversity its products. Colour Brunt sugar Sun-set Tetrazine Tetrazine Colorless Colorless Sunset Tetrazine Brunt sugar Brunt sugar Brunt sugar Colorless Flavour Cola Orange Lime Mango Lemon Lemon Mango Lemon Cola Cola Cola White CONSUMERS The main consumers of these products naturally are youth. Besides the direct consumer it is also used for the some purpose of providing it to the mass by hoteliers. 200ml 300 ml.

Hajipur 26 Academy of Management Studies. ORGANIZATIONAL STRUCTURE  History and Organizational Structure of Lumbini Beverages Pvt.CHAPTER 3. Dehradun . Ltd.

is situated at Adityapur Kandra Road in Jamshedpur. Steel City beverages is one of the Pepsi foods Bottling plants in the country and one of the three in Eastern India. So Steel City beverages Pvt. Dehradun . Ltd. was established by Late Mr. HAJIPUR History of Lumbini Beverages Pvt. “Rushabh Marketing Pvt. LTD. Dharam Chand Kamani in the month of June 1967. had to walk over to Indian Concentrate Companies. Coca Cola was not much popular among people of Bihar state as pure soft drink. Ltd. Ltd. Dharma Chand Kamani brought in Bihar. But in 1977 due to the sudden change I the policies of the Government the import license for the concentrate of Coca Cola was stopped. in the place of Double seven and triangular and in the very next year two soft drink “RUSH” an orange flavoured and “SPRINT” as lemon flavoured of Mc-Dowell & Co. Ltd. Ltd. 27 Academy of Management Studies. In 1983 the company introduced a cola drink “THRILL” of Mc-Dowell & Co. Ltd. With this effort Coca Cola become popular among the people of Bihar. They were modem food industries supplied concentrate of double seven and non ice cream soda.” It is only for North Bihar.HISTORY AND ORGANIZATIONAL STRUCTURE OF LUMBINI BEVERAGES PVT. Steel City beverages Pvt.” is the marketing division of Steel City beverages. Because at that time the bottles of Coca Cola was supplied by the outsiders who were unable to make Coca Cola popular in Bihar. Ltd. The machineries of its main plant were imported in 1968 and production started in March 1969. India” determines to open another bottling plant which is situated at Hajipur namely “Lumbini Beverages Pvt. Ltd. Ltd. Ltd. Before the establishment of Steel City beverages Pvt. is a mother unit and its whole marketing activities are done through Rushabh Marketing Pvt. The other two Calcutta and Guwahati. So after considering the needs and desires of people Mr. Ltd were introduced. But from 01-04-1997 “Pepsi Foods Ltd. Steel City beverages Pvt. Steel City beverages Pvt.

Before some months “Ananda Marketing Pvt. Ltd. was the marketing division of Lumbini Beverages Pvt. But at this time. Ltd. Dehradun . and North Bihar in particular. is doing marketing with its own name. Ltd. 28 Academy of Management Studies. Lumbini Beverages Pvt. It has made production of perfect hygiene and standard Soft Drink as main objective. Ltd. has made tremendous move towards the introduction and development of soft drinks industries on the whole. Thus it can be seen that Lumbini Beverages Pvt.

Mr. In a simple term in various parts or component are interrelated or interconnected and this way it is the established pattern or relationship among various function of the organization in the established manner. is Mr. Though the manager all the functional departments has specially designated as head of personnel department.ORGANIZATIONAL STRUCTURE OF LUMBINI BEVERAGES PVT. Ravi Khilani. Because he is the Chief Executive of the company cited earlier. But the overall policies regarding management decisions and all executives function or performance look after by the day to day decision and general administration as well as management. the managing director of Lumbini Beverages Pvt. Ravi Khilani who is well advised by the MD. personnel and purchase. The overall organizational structure can be shown as: 29 Academy of Management Studies. The director Mr. At present. LTD. Ravi Khilani. Dehradun . Charan Khilani. account. An ideal organizational structure facilities management and the operation of the enterprise and it help the organization in achieving its goal. The MD has given the power of attorney and authority to director Mr. The managing director holds the top position. Every department has to report directly to the managing director and is responsible to his only for working in spite of this all departments is under the control of the director Mr. Ravi Khilani looks after all functional departments that sales production. Ltd.


Dehradun .31 Academy of Management Studies.

publicity and advertisement.e. city sales executives and rural sales executives and sales executive of shipping department as follows:- DIRECTOR MANAGING DIRECTOR HEAD OF SALES STATISTICIAN CITY SALES EXECUTIVES SALES EXECUTIVES SALES SUPERVISOR 32 Academy of Management Studies. marketing study and shipping. But the main function of the marketing is to exercise the control over the channel of distribution. Dehradun .The marketing manager is in charge of all marketing activities i. The marketing manager is assisted by sales executives. sales promotion.


They are known as merchant middle men and other are brokers. By channel distribution mean the intermediaries or the process through which the goods products are transferred from the producer to the ultimate users. Now a day any of the producers possibly do not sell their goods directly to the final users. Dehradun . This function involves a number of sub-functions to be performed by a producer or manufacturer.” The main objective of the marketing process is to distribute the products to the actual users. representative sales agent who seeks or search for customers and negotiate on the behalf of the producer but do not take of goods. Some intermediaries like wholesalers and retailers buy and resale taking the bill. These two functions are most important first. the creation of demand is made through the process of advertising and sales promotion activities. bearing a variety of name performing various kinds of function. Even though many variation of specific objective fits into some categories. Such decisions are of long term nature and exercise their impact on the cost structure of the firm also. These are called as middlemen. The decision relating to the channel of distribution is a very important decision from the firm point of view because the selected channels affect considerable other marketing decision. There are a lot of intermediaries between producers and consumer. On the other hand the distribution through the channels of distribution. No doubt its objective differs with the marketing circumstance. The manufacturer and its distributive outlets share common objective to sell the manufactured products at a profit. These are as follows: To built distribution network loyalty  To stimulate distribution  To develop managerial efficiency in distribution organization 34 Academy of Management Studies.A THEORETICAL FRAME WORK OF CHANNEL OF DISTRIBUTION “Marketing channels are sets of interdependent organization involved in the process of making a product or service available for use or consumption.

The role of middlemen that of specialist in concentration equalization and dispersion besides he side in the creation of the time from and procession utilities. To bearing maximum profits of all institutions concerned a channel of distribution should be treated as a unit of total system of action. The activities of the manufacturer need to be coordinated with these middlemen used in the distribution of given product. Dehradun . 2. 35 Academy of Management Studies. It may be considered as a series of function which must be performed in order to make producers efficiency. The important of middlemen in channel of distributional can be over emphasized. It is that who1. Disperses the assortment to consumer industrial buyers. whole sellers and producers with in the structure. Collects concentrates the output of various producers. To identify the source of supply for the product line at the final buyers level The channel of distribution is a structure which organized and presents a choice among alternative channels of distribution of the different marketing situations faced by retailers. Subdivides these into lot desired by the customers gathers various items together in the assortment wanted and 3.

6. 4.. He/She must take decision regarding be intensity of the distribution (i.…Consumer Manufacturer……………Retailer……………………………Consumer Manufacturer……. Manufacturer………………………………………………. 1. Indirect marketing channel : Channels containing one or more intermediaries Customer Marketing Channels Channel 1. use of the transportation and warehouse facilities and services in firms making programme) in the physical distribution of the product. the number of middlemen) to be used each level and each market.Retailer…………Consumer Manufacture…….. 5. Types of Marketing Channels 1. Channel 4. Direct marketing channel : A marketing channel that has no intermediaries level 2. He/She must determine the methods and the procedure in firms (i.Wholesaler……Jobber……Retailer……. He/She must select the general channel to be used keeping in mind the goals of the company marketing programme and the job to be done by distribution system. Channel 2. 3. 2. Dehradun . He/She must understand the retail and wholesales market and type of middlemen available in both. Channel 3.e.e.Wholesaler…………. He/She must select the specific firms which will handle his product and then manage the day to day working relationship with them. He/She must understand the various conflicts which continually exist between and within the channel.DECISION MAKING FOR CHANNEL OF DISTRIBUTION The marketing executive must undertake to following steps in order to establish the channel of distribution for a company.Consumer 36 Academy of Management Studies..

New wholesaling and retailing institution emerge and new channel system evolves. A distribution channel system as producers. The channel captain can be the producer. 3. Horizontal Marketing Channel A distribution channel system in which two or more unrelated companies put together resources or programmes to exploit an emerging marketing opportunity. of channel members has complete or substantial control over the other members. No. the wholesaler or the retailer. 1. many companies sold to single market through a single channel. One channel member. Multi Channel Marketing In the past.CHANNEL DYNAMICS Distribution channel do not stand still. wholesaler and retailers act as unified systems. 4. Multi channel marketing occurs when a single firm uses two or more marketing channels to reach one or more customer segments. Dehradun . Conventional Distribution Channel A Channel consist one or more independent wholesaler and retailers. 37 Academy of Management Studies. Each is a separate business seeking to maximize its own profits even if this goal reduces profit for the system as a whole. 2. Vertical Marketing Channel This is most recent marketing channel. There are four types of marketing channels. the channel captain owns the others or franchises them or has so much power that they all co-operate.

Dehradun . Risk Taking 7. Information 2. Payment 9. Negotiation 4. low cost. 4. Super market: .They sell narrow product line with deep assortment.They are relatively large. Financing 6. open long hours. Retailers are the last but not the least in the marketing channel through whom the eventual transfer of ownership of goods take place. 2. 1. In most of the cases the retailers performs the important functions mentioned as under. Title The major types of retailer are as following:1. 3.They sell several product line with each line operated as separate department managed by specialist buyers or merchandisers. Promotion 3.RETAILING Includes all the activities involved in selling goods or services directly to final consumers for personal non-business use. Convenience Store: . high volume self service operation designed to serve total needs for food. Specialty Store: . Physical Possession 8. 38 Academy of Management Studies. laundry and household maintenance product. Ordering 5. The use of retailer boils down to their superior efficiency in making goods widely available and accessible to target markets. Departmental stores: . A retailer or retail store is any business enterprise whose sales volume comes primarily from retailing. seven days a week and carrying an united lines of high turn over convenience products at slightly higher prices.These are relatively small store located near residential areas. low margin.

5.These sell the merchandise which are bought at less than regular wholesale prices and sold as less than retail. Dehradun . 6. Off price Retailers: . These may be of three types mentioned as under: a) Factory orders b) Independent off price retailers c) Warehouse clubs ( Wholesale clubs ) 39 Academy of Management Studies. Discount Store: .These sell standard merchandise at lower prices with lower margins and higher volumes.

Chapter 5. Dehradun . CHANNEL OF DISTRIBUTION OF LUMBINI BEVERAGES PVT. 40 Academy of Management Studies. LTD.

Ltd. Hajipur. As for example in appointing a distributor first engaged in soft drink business second priority is given to those people who are in cigarette selling business. In all the important places of entire territory this company has its distributors. the sales department of the company pays major attention on controlling the channels of distribution. Retailers or owners of any outlet can not take the delivery from company. Single type of markets channel is maintained by the company right from its pioneering stage. Dehradun . The selection is also done on the basis of the financial position and reputation of distributor in the market.Channel of Distribution of Lumbini Beverages Pvt. There are about 50 distributors and innumerable number of retail outlets operating with the company in its entire market areas which contains total Bihar. Depending upon the market. each distributor in the initial stage has to deposit some security money. 41 Academy of Management Studies. in Patna To make its products available at the right places at the right time in the market. They have to take the products from their respective or nearest distributor. These distributors selected on the basis of assurance given by them regarding the minimum sales which they have to maintain annually. The nature of the channel is as follows:Company Distributors Dealers Different Outlet Owners Consumers At first the soft drinks supplied to the distributors directly.

Any one like Panwala. The charges if the empty bottles with specified retailers purchasing price. Cigarettewala or any other shopkeeper can have the stall for the sale of soft drinks and they are called retailers or outlet owners.e. Dehradun . 42 Academy of Management Studies. the charges if the empty bottles with specified retailers purchasing price. They have to give assurance to the concerning distributor for better sale and at the time of taking delivery they have to deposit the security i. The distributor at first has to seek the permission of sales department for the number of cases of soft drinks required by them. After getting the proper authority from sales department paying the requisite amount either cash or demand draft.The retailers are selected by the distributor fixed criteria for the selection or appointment or retailers from the side of the distributor.

The stores must be in constant touch with the use department in order to provide uninterrupted services to the manufacture and its decision since working capital is locked up in the warehousing stores in equal to money. The company supply finished products frequently to different distributors as per the demand. insurance. Services level that can be maintained and hence the concept stores in money should be understood by every body in the organization. A strong facility is necessary because production and consumption cycles rarely match.WAREHOUSING Every company has to store its finished goods until they sold. Warehousing is not a simply storing activity but a package of services that enables the smooth running of the industry. 43 Academy of Management Studies. storage loss. handling. b) To meet the demand of use department by issuing the order c) Accounting the transaction properly. Every distributor keeps a minimum stock of different products of the product line so that the uninterrupted supply could not affect. The problem arises from the material that are in stock the form of capital cost. pilferage obsolescence. d) Minimizing obsolescence surplus and scrap by right identification and using correct preservation method. The stores functions can be organized in the following manner:a) To receive raw material components equipments etc. Dehradun . In the industrial sector service of optimization where boils down to any exercise of optimization where limited available resources are to be distributed equitably. documentation etc.

warehousing. So far as the process of branding and packaging is concerned the “Lumbini Beverages Pvt. Ltd. product assortment and services promotion and place. These functions are not limited to selling and promoting.” itself some are followed according to the standing instruction of “Pepsi Foods Pvt. 44 Academy of Management Studies. Dehradun . Ltd. recognizing that existing to add value to the channel. Like retailers wholesaler must decide on target market. transporting financial risk bearing dissemination of marketing information and provision of management services and consulting. buying and assortment building bulk barking.” Along with the authorized bottle in India adopt the same pattern. Ltd.INVENTORY DECISION (1) Branding and Packaging Out of the total market activities some are directly performed and controlled by “Lumbini Beverages Pvt. The most successful wholesalers are those who adopt their services to meet and target customer’s needs. (2) Wholesaling Wholesaling includes all the activities involved in selling goods or services to those who buy for resale or business use. Manufactures use wholesalers because wholesalers can perform function better and more cost effectively than the manufacture can.

Dehradun . A retailer or retail store is any enterprise which sales volume comes primarily form retailing. Then why would any business chosen to become part of channel system. All marketer retailers must prepare marketing plans that include decision on target market.(3) Retailing Retailing includes all the activities involved in selling goods or services directly to find consumer for their personal non-business use. 45 Academy of Management Studies. So the marketing channels can be viewed as a set of interdependent organization with high potential for conflict.

46 Academy of Management Studies. The purchase office’s job in incomplete until and unless he ensures that the material is shipped from the vendor’s premises located in different areas to his organization.TRANSPORTATION Transportation is life blood of business management and commerce. Purchasing the transportation is a key element in his job particularly in the context of the transportation cost. Transport decisions must consider the complex trade off between various transportation mode and their implications for other distribution elements such as warehousing and inventory. In deciding to transporting models shippers can choose from private contract and common carriers. Dehradun .

. Channel 3. Ltd.DISTRIBUTION OF PEPSI Here there are four systems of distribution channels.Retailer…………Consumer Manufacture……. Dehradun . Manufacturer…………………………………………………Consumer Manufacturer……………Retailer………………………….. Channel 1. Channel 2. By Lorry or Truck Distributor Dealers of customer 47 Academy of Management Studies.Consumer Manufacturer………Wholesaler………….Consumer Channel of distribution of Lumbini Beverages Pvt. Channel 4.Wholesaler……Jobber……Retailer…….

in products are supplied by “Lumbini Beverages Pvt.’ There are more than eight hundred including exclusive and nonexclusive outlets of Pepsi in proper Patna.cases so far. The highest sale of this year __________ cases was in the month of May and total sale of this year was……………. Hierarchy is also necessary to understand the capacity of Patna town.PERFORMANCE OF PATNA Patna has a significant role for Pepsi. Dehradun ... Hajipur. Ltd. HIERARCHY OF PATNA Distributor Consumer Executive Sales Man Accountant Vehicle Loader and Unloader 48 Academy of Management Studies.

Dehradun .STUDY ON PRODUCTS Product line is a group of product.. Ltd. Lumbini Beverages Pvt. has the following product line: Name Pepsi Mirinda Mirinda Slice 7’Up Dew Lehar Soda Colour Brunti Sunset Tetrazine Sunset Colourless Colourless Tetrazine Flavour Cola Orange Lemon Mango Lime Lime Lemon 49 Academy of Management Studies. that are closely related because they satisfy a class of needs or used together or sole to the same customer groups or marketed through the same types of outlets or fall within given price range.

Dehradun C.RATE RATE 192 240 480 495 192 240 480 495 192 240 192 240 480 495 192 480 495 240 552 576 360 600 360 240 480 PER PCS RATE 8 10 20 55 8 10 20 55 8 10 8 10 20 55 8 20 55 10 23 48 15 25 12 10 20 PER PCS RATE 7 9 19 51 7 9 19 51 7 9 7 9 19 51 7 19 51 9 21 44 14 23.5 10 9 19 .PRICE SHEET OUTLET RATE FLAVOUR PEPSI COLA PEPSI COLA PEPSI COLA PEPSI COLA MIRINDA ORANGE MIRINDA ORANGE MIRINDA ORANGE MIRINDA ORANGE MIRINDA LEMON MIRINDA LEMON 7UP 7UP 7UP 7UP MOUNTAIN DEW MOUNTAIN DEW MOUNTAIN DEW SLICE SLICE SLICE MY CAN PEPSI DIAT SLICE TETRAPACK LEHER SODA LEHER SODA PACK SIZE 200 ML 300 ML 600 ML 2000 ML 200 ML 300 ML 600 ML 2000 ML 200 ML 600 ML 200 ML 300 ML 600 ML 2000 ML 200 ML 600 ML 2000 ML 250 ML 500 ML 1200 ML 250 ML 330 ML 200 ML 300 ML 600 ML PCS RATE 24 24 24 9 24 24 24 9 24 24 24 24 24 9 24 24 9 24 24 12 24 24 30 24 24 168 214 454 459 168 214 454 459 168 214 168 214 454 459 168 454 459 214 498 532 330 564 285 214 454 50 Academy of Management Studies.

Dehradun . Research has conduct survey on different types of outlet like bakeries. the major reasons for selling Pepsi products are: (1) (2) (3) (4) (5) (6) (7) Brand Image Customer Demand Profit Margin Advertisement Good Quality Sales Promotion for Retailers Sales Promotion for Consumers 18% 20% 05% 30% 10% 07% 10% 51 Academy of Management Studies. Monopoly Retail Shop II. Booth and general stores etc. Mix Shop : : The shop selling only one company’s Products The shop selling many company’s Products The retailers can build a great deal of goodwill for the firm.STUDY ON RETAILERS Retail Shop type I. The marketing strength depends on the strengths of retail dealers. According to his survey. cold drink parlor.

students. servicemen. The research has calculated the preference consumption of different Pepsi products by the people of PATNA Brand Preference of Consumers Flavour Cola Orange Lemon Lime Mango % Consumption 49% 16% 12% 07% 17% 15% 17% 49% C O L L 7% 12% M 7 16% 52 Academy of Management Studies. and businessman and observing the sale of Pepsi products.BRAND PREFRENCE Pepsi products are most popular brand but Coke products are very dear brand of consumers due to advertisement. After the collection of different views from consumer which includes. Dehradun .

A market potential indicates how much of a particular product can be sold to a particular market segment. Market potential can be determined by measuring the sales in different areas. the per day sale of Pepsi Products is 154 carats and the per day sale of sale of Coke Products is 148 crates. Dehradun . The data has collected from 100 outlets. According to that. which are situated in different areas of Patna.STUDYING THE MARKET POTENTIAL The market potential is an estimate of the maximum possible sales opportunities present in a particular market segment and open to all sellers of a good and service or during a stated future period. Per Day Sales in Crate of Products Coca Cola 48% Pepsi 52% Pepsi Coca Cola 53 Academy of Management Studies.

Conclusion and Suggestions 54 Academy of Management Studies. Dehradun .Chapter 7.

One of the major drawbacks of Pepsi products is that all the flavors do not reach at each and every retail outlets but competitors products do reach that is why competitor enters in to Pepsi exclusive outlets . (1) (2) (3) (4) (5) (6) (7) (8) (9) (10) (11) (12) 55 Academy of Management Studies. The majority of the retailers deal in all brands of Pepsi and Coca-Cola. . Orange. From the data analysis and survey conducted by me. Dehradun . It should be checked that whether our products is reaching to the outlets timely and regularly or not. which sell less. who are either not having these or others have provided them . some retailers. There is irregular in the supply of Visi-cooler. complaints regularly.’’ Its organizational structure and channel of Distribution Lumbini Beverage Pvt. Ltd. Mango in the market and its market share is comparatively more than Coke.Conclusion and Suggestion In the earlier chapters of this report on various aspects of soft drinks industry with particular reference to establishment of ‘’Lumbini Beverages Pvt. Most of the retailer’s especially small retailers have complained that the sales man does not inform about any sales promotional scheme. Ltd. are entertained after a long time. Sign board/Display rack and Glass strength provided by Pepsi are more than Coke but still there are number of retailers. Some of the Visi-cooler provided by Pepsi is not functioning properly. Distributor functions just as order takes. Although the Visi-cooler.e. etc have been studied Present chapter is an attempt to summaries the whole report and present a view suggestion. Leman. are provided visicooler. they should contribute me and communicate to the retailers. which sell more are not provided Visi-cooler which some retailers. I arrived at the following conclusions:Pepsi has the entire flavor i. The major problem faced by the distributor is the shortage of supply particularly pets. The big retailers of Pepsi do not maintain the purity in the Visi-cooler and dictate their own terms and conditions. Most of the retailers are in need of board but not provided by the Pepsi Company. Cola.

e. should introduce some change in its marketing function and advertising to market more rational. while is provided by the company. 3. Ltd. So it is required to short the route and extra vehicles/tricycles provide in this route. The numbers of outlets are too much. evening and busy roads and chowks near the town`s commercial 56 Academy of Management Studies. difference between opening stock and closing. in the peak seasons After the checking of Pepsi’s Fridge (3or 4 times in every month ) if It is found that retailer does not keep other companies products in the Pepsi’s Pepsi fridge the claim of scheme should be passed . 7. The complain register should be checked by consumer executive and depot in charge at time to time. Some retailers keep other companies products in the Pepsi’s fridge. Dehradun . ice box which is compulsory and dredge both should be provided by the company. 4. To check additional scheme be given in every month.Suggestions Lumbini Beverages Pvt. Number of tricycle can be installed at various place like public during the peal hours i. There is no electricity problem in the whole area of Patna. For chilled soft drink. 5. signature of scheme receiving on the cash memo and sells maintained in the route card. Proper care should be given the company’s employees at the time of scheme close. Signature of scheme receiving on the cash memo should be taken and it should be also maintained in route card. 8. Claim of scheme should be passed after the deeply stud y of above three points i. The following factors to be worthy of consideration:1. Facilities requirements should be fulfilled in all the rural and urban area properly after deeply study for various aspects or retailers by the help of company employee and depot incharge. Thus we can improve/increase its sell and employee’s activities. Facilities provided by the company should be increased. 6. retailers/customers can write their problems.e. 2. A complain Register should be provided by the company to every distributor in every route so that. A clear notification should be given to teach distributor and each route agent to give cash memo (with printed number) and maintain route card for every transaction.

It is vital take for “Lumbini Beverages Pvt. should think of introducing such packs of its various brands of beverages. 17. Coke is the only competitor of Pepsi. Now a day with the introduction of tetra packs such as fruity. Ltd. should think of introducing such packs Beaver its various brands of beverages . 57 Academy of Management Studies. on a more stronger footing. At last only this can be said that these suggestions are mot totally but even partially can be used by the Lumbini Beverages Pvt. Ltd. The vendors must be taught to be polite to the consumers. 9. policy etc. as the sales from these tricycles may be very low because of seasonal factors Beverages Pvt. Ltd. 10.e. Dehradun . In winters. 11. should be provided it’s the rural area also. All these tricycles targeted the tired and thirsty consumer or the road and other place. care should be taken that soft drinks in the ice box are always chilled and ice readily available. Care should be taken to install these tricycles under a shady tree where providing relief from h eat to the prospective customers as well as the vendor. it would be pleasure for me and is certain that if these are carried out by management . Ltd. prices scheme. 14. So we should try to keep every information about Coke i. An appropriate name should be given to these tricycles and properly advertisement thus giving them some sort of identity. 16. So Lumbini Beverages Pvt. that maintain the performance of Pepsi in future therefore performance of soft drink was very good in this year in comparison of coke. Lumbini beverages Pvt.centers. it will helpful in establishing the Lumbini Beverages Pvt. Ltd. 13. Ltd. 12. always it will help in Decision making. Tree Top etc. The vendors can also be provided with uniform by the company in order to give them visibility. 15.

..000 (2) (a) 0 .50 carets (c) 100 to 150 carets (8) (a) Very Good (c) Bad (b) No (b) 50 to 100 carets (d) 150 to 200 carets (b) Good (d) Worse 58 Academy of Management Studies..000 (b) 50 to 100 carets (d) 150 to 200 carets (b) Grocery (d) Sweet Shop (b) Mirinda (O) (d) 7’Up (f) Mountain Dew Number of carets sold per month of soft drinks.………………………………………………………………………………….000 (d) Above 15.. (a) Yes (7) (a) 0 .....) (a) Less than 5000 (c) 10.…………………………………………………………………………… (1) Monthly sales (in Rs..50 carets (c) 100 to 150 carets (3) Which type of outlet? (a) General Store (c) Betel Shop (4) (a) Pepsi Cola (c) Mirinda (L) (e) Slice (5) demands? (Rank them) (a) Pepsi (c) Others (6) Do you know about all flavours pack (size) and respective wholesale price Pepsi soft drinks. Dehradun (b) Between 5000 to 10.000 to 15.………………………………………………………………………………... Address: . Contact No: .QUESTIONNAIRE Name: .... Which brands of soft drinks are available in the outlet? When a customer comes to your shop which brand of soft drinks does he/she (b) Coca Cola Which company’s soft drink is demanded most? What is the position delivery of Pepsi products? .. …………………………………………………………………..........

(9) What is the frequency of the visit of Pepsi executive? (a) Daily (c) Weekly (10) Which factors affect the sale most? (a) Advertisement (c) Presence (e) Price (11) (a) Pepsi (c) Both (12) Company? (a) Highly satisfactory (c) Less satisfactory (13) (14) (15) (a) Yes (b) satisfactory (d) Not satisfactory (b) No (b) Scheme (d) Taste (f) Others (b) Coca Cola (d) Own (b) Alternate Day (d) Fortnightly Which company Visi-Cooler do you have? What is the position of maintenance work of refrigerator done by Pepsi Have you been provided with sign board/display rack by Coke Company? Have you any type of dissatisfaction regarding the product.…………………… Surveyed by 59 Academy of Management Studies. brand. bottling etc. ……………………………………………………………………………………… (16) What is your opinion about Pepsi products? …………………………………………………………………………………… …………………………………………………………………………………… Thank You Place:-…………………… Date:... Dehradun . ……………………………………………………………………………… ………………………………………………………………………………. It yes then why? ……………………………………………………………………………… Please give any suggestion for improvement regarding distribution.

Dehradun .60 Academy of Management Studies.

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