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EXECUTIVE SUMMARY

The study has been conducted to derive the MARKET analysis of PEPSICO based on
SS PET, MS PET & RGB at Rourkela in 4 major different routes i.e. Main Road Route,
Fertilizer Route, Koel Nagar Route & Sector-5 Route. The result is based on the EDS prepared
during the course of study & through direct interact with the retailer & feedback that I received
for refreshment drinks. In order to analyze the market, I had classified my study in to three
major components i.e. every dealer survey report (EDS), customer response on single served pet
(SS PET), VISI cooler analysis & competitor analysis.

Introduction part of the study is followed by what is market analysis & what are the
major factor are taken to analyze a market, also Company details of PEPSICO have been given
along with their offering in different segment like RGB, SS PET & MS PET segments of
beverage industries in India. Company’s present & future objective is also mentioned & their
intensive distribution system as well.

The research design selected for study is exploratory & a proper sampling frame is
required for accurate analysis. One to one interview method is used where nearly 340 sample
were taken among which 80 samples were taken for surveying the customer satisfaction on SS
PET segment that are generally Audit Counters . The data has been collected from both primaries
as well as from secondary sources. In this study a proper EDS format is prepared, which is used
to collect the data of both COCA COLA & PEPSICO exclusive outlets.

In the data analysis and interpretation part there has been three analyses carried out to
effectively analyze the market. They are every dealer survey report (EDS), customer response on
single served pet (SS PET), VISI cooler analysis & competitor analysis. In the EDS survey, the
outlet name, address, phone no, exclusive outlet i.e. whether it is Pepsi, coke or mixed outlet,
nature of outlets (eatable. grocery, convenience& beetle shop), cooler size with exclusive brand
or own cooler, no of returnable glass carat they have (filled empty), marking the audit outlet &

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lastly calculate the total industry sales volume in order to measure the market share of each
company in the areas under study. Under Customer satisfaction survey questionnaire was
prepared based on per day sales, customer asking for, availability of all SKU, delivery schedule
& margin they are getting, while interacting with the customers through interview methods in
order to know their perception about the SS PET. In Competitor analysis the major competitors
existing in the market were analyzed to know the external factors effecting PEPSICO.

After conducting the research in the given market we have found that there are many
factors which affect the market of PEPSICO in both positively & negatively. Major reason for
showing positive behavior towards PepsiCo was for holding the international brand name,
service in RGB segment, better scheme provides & margins. Reason for showing anti-Pepsi
response is due to improper delivery, less SKU availability, delay response toward retailer
complain, improper communication among the staff. Availability of all SKU is a major problem
faced by PepsiCo in Rourkela. This weakness should be their strength in future course of action
in order to beat the competitors.

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2. INTRODUCTION

2.1 REVIEW OF LITRATURE

A market analysis studies the attractiveness and the dynamics of a special market within a
special industry. It is part of the industry analysis but later on it leads to the global environmental
analysis. The market analysis is also known as a documented investigation of a market that is
used to inform a firm to plan activities, which is basically to take decision on inventory
management, sales, purchase, extending workforce, identifying necessary equipments
requirement, promotional activity & many more. Market analysis generally shows the market
share, who is the market leader & who has a better image in the market & also shows the future
consequences of market & helps in identifying the SWOT of each company.

To get the results on market analysis, I had classified my study into three components.
They are every dealer survey report (EDS), customer response on single served pet (SS PET),
VISI cooler analysis & competitor analysis. In the EDS survey, the outlet name, address, phone
no, exclusive outlet i.e. whether it is Pepsi, coke or mixed outlet, nature of outlet (eatable.
grocery, convenience& battle shop), cooler size with exclusive brand or own cooler, no of
returnable glass carat they have (filled empty), marking the audit outlet & lastly calculate the
total industry sales volume in order to measure the market share of each company in the areas
under study. Under Customer satisfaction survey questionnaire was prepared based on per day
sales, customer asking for, availability of all SKU, delivery schedule, & margin they are getting,
while interacting with the customers through interview methods in order to know their
perception about the SS PET. In Competitor analysis the major competitors existing in the
market were analyzed to know the external factors effecting PEPSICO.

This project is also done to know the Strengths, Weaknesses, Opportunities and Threats
of PEPSICO in the areas of Rourkela in Odisha. The study only deals with RGB, SS PET, and

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MS PET segments of PEPSICO beverages. Beverage industries plays a vital role in changing
tastes of India towards global. It also contributes world economy a lot by providing employment
& other facilities. Helping nation in producing higher value goods & services, Helps the
beverages industries like PepsiCo to create higher demand for refreshment drinks. The results
found out through this study will help the company to design the strategies that may increases
the sales of PEPSICO beverages in the areas of Rourkela in Odisha.

2.2 MEANING OF THE STUDY

The goal of a market analysis is to determine the attractiveness of a market, both now and in the
future. Organizations evaluate the future attractiveness of a market by gaining an understanding
of evolving opportunities and threats as they relate to that organization's own strengths and
weaknesses.

Organizations use the finding to guide the investment decisions they make to achieve their goal.
The findings of a market analysis may motivate an organization to change various aspects of its
investment strategy. Affected areas may include inventory levels, a work force
expansion/contraction, facility expansion, purchases of capital equipment, and promotional
activities.

The literature defines the areas where market analysis is important. Those are sales forecasting,
market research, and marketing strategy. Data of market analysis is used by the managers to
reach at conclusion & derive a solution to be implemented to succeed in future.

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2.3 OBJECTIVES OF THE STUDY

 To help decision makers of the company to know the market potential of PEPSICO at
Rourkela & helps those to overcome major issues related to sales.

 To analyze major factor for showing anti-Pepsi & Pepsi behavior.

 To evaluate the consequences leads to decline in sales in future.

 To understand the factors that made the competitors like COCA-COLA to beat
PEPSICO in market.

 To what the customer expect during the course of time from the companies as well as
product.

 To measure the satisfaction and dissatisfaction level of Pepsi’s customers (SS PET
SEGMENTS).

 SWOT Analysis.

 To find the reason behind dissatisfaction if any.

 Measures to clear the dissatisfaction.

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2.4 SCOPE OF THE STUDY

The project scope involves making a MARKET analysis of PEPSICO Beverages at

Rourkela in Odisha. The project scope also involves analyzing the customer preference on SS
PET & Its market trend from the collected data. These data helps the companies in taking
various decisions in day to day as well as long run functioning of the business.

Marketing research helps management to get accurate data, which helps in effective market
analysis. Marketers use a no of technique to conduct market research. Market analysis is one of
the technique through which the company analyses the existing market conditions that are both
favorable and unfavorable in order to design the new strategies for the development of its
business.

2.5 LIMITATIONS OF THE STUDY

 The time provided for the study is not sufficient as it deals with a lot of analysis.

 The results cannot be generalized as our study was stick to one particular area in
Rourkela.

 There is a chance of unauthentic data obtained from the interactions with the
customers.

 The study is carried out from the perspectives of only marketing and finance
functions in the organization.

 The sample size used to generate the data may be too less.

 As there are 14 route the analysis is done in 4 Route only.

3. COMPANY PROFILE

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3.1 BRIEF HISTORY OF THE COMPANY

PepsiCo Inc. is an American multinational food and beverage corporation headquartered in

Purchase, New York, United States, with interests in the manufacturing, marketing and
distribution of grain-based snack foods, beverages, and other products. PepsiCo was formed in
1965 with the merger of the Pepsi-Cola Company and Frito-Lay, Inc. PepsiCo has since
expanded from its namesake product Pepsi to a broader range of food and beverage brands, the
largest of which includes an acquisition of Tropicana in 1998 and a merger with Quaker Oats in
2001, which added the Gatorade brand to its portfolio.

As of January 26, 2012, 22 of PepsiCo's brands generated retail sales of more than $1 billion
apiece, and the company's products were distributed across more than 200 countries, resulting in
annual net revenues of $43.3 billion. Based on net revenue, PepsiCo is the second largest food
and beverage business in the world. Within North America, PepsiCo is the largest food and
beverage business by net revenue.

Indra Krishnamurthy Nooyi has been the chief executive of PepsiCo since 2006. The company's
beverage distribution and bottling is conducted by PepsiCo as well as by licensed bottlers in
certain regions. Approximately 274,000 employees generated 66.415 billion in revenue as of
2013.

ORIGINS

The recipe for the soft drink Pepsi was first developed in the 1880s by Caleb Bradham, a
pharmacist and industrialist from New Bern, North Carolina. He coined the name "Pepsi-Cola"
in 1898. As the cola developed in popularity, he created the Pepsi-Cola Company in 1902 and
registered a patent for his recipe in 1903. The Pepsi-Cola Company was first incorporated in the
state of Delaware in 1919. The company went bankrupt in 1931 and on June 8 of that year, the
trademark and syrup recipe were purchased by Charles Guth who owned a syrup manufacturing
business in Baltimore, Maryland. Guth was also the president of Loft, Incorporated, a leading
candy manufacturer, and he used the company's labs and chemists to reformulate the syrup. He

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further contracted to stock the soda in Loft's large chain of candy shops and restaurants, which
were known for their soda fountains, used Loft resources to promote Pepsi, and moved the soda
company to a location close by Loft's own facilities in New York City. In 1935, the
shareholders of Loft sued Guth for his 91% stake of Pepsi-Cola Company in the landmark case
Guth v. Loft Inc. Loft won the suit and on May 29, 1941 formally absorbed Pepsi into Loft,
which was then re-branded as Pepsi-Cola Company that same year. Loft restaurants and candy
stores were spun off at this time. In the early 1960s, Pepsi-Cola's product lines expanded with
the creation of Diet Pepsi and purchase of Mountain Dew.

In 1965, the Pepsi-Cola Company merged with Frito-Lay, Inc. to become PepsiCo, Inc.. At the
time of its foundation, PepsiCo was incorporated in the state of Delaware and headquartered in
Manhattan, New York. The company's headquarters were relocated to their present location of
Purchase, New York in 1970, and in 1986 PepsiCo was reincorporated in the state of North
Carolina.

Between 1990 and 1995, PepsiCo funded The MacNeil/Lehrer NewsHour on public television.

ACQUISITIONS AND DIVESTMENTS

Between the late-1970s and the mid-1990s, PepsiCo expanded via acquisition of businesses
outside of its core focus of packaged food and beverage brands; however it exited these non-
core business lines largely in 1997, selling some, and spinning off others into a new company
named Tricon Global Restaurants, which later became known as Yum! Brand, Inc. PepsiCo also
previously owned several other brands that it later sold so it could focus on its primary snack
food and beverage lines, according to investment analysts reporting on the divestments in 1997.
Brands formerly owned by PepsiCo include: Pizza Hut, Taco Bell, KFC, Hot 'n Now, East Side
Mario's, D'Angelo Sandwich Shops, Chevys Fresh Mex, California Pizza Kitchen, Stolichnaya
(via licensed agreement), Wilson Sporting Goods and North American Van Lines.

The divestments concluding in 1997 were followed by multiple large-scale acquisitions, as

PepsiCo began to extend its operations beyond soft drinks and snack foods into other lines of
foods and beverages. PepsiCo purchased the orange juice company Tropicana Products in 1998,
and merged with Quaker Oats Company in 2001, adding with it the Gatorade sports drink line
and other Quaker Oats brands such as Chewy Granola Bars and Aunt Jemima, among others.

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In August 2009, PepsiCo made a $7 billion offer to acquire the two largest bottlers of its
products in North America: Pepsi Bottling Group and PepsiAmericas. In 2010 this acquisition
was completed, resulting in the formation of a new wholly owned subsidiary of PepsiCo, Pepsi
Beverages Company. In February 2011, the company made its largest international acquisition
by purchasing a two-thirds (majority) stake in Wimm-Bill-Dann Foods, a Russian food
company that produces milk, yogurt, fruit juices, and dairy products. When it acquired the
remaining 23% stake of Wimm-Bill-Dann Foods in October 2011, PepsiCo became the largest
food and beverage company in Russia.

In July 2012, PepsiCo announced a joint venture with the Theo Muller Group which was named
Muller Quaker Dairy. This marked PepsiCo's first entry into the dairy space in the US.

COMPETITION

The Coca-Cola Company has historically been considered PepsiCo's primary competitor in the
beverage market, and in December 2005, PepsiCo surpassed The Coca-Cola Company in
market value for the first time in 112 years since both companies began to compete. In 2009,
The Coca-Cola Company held a higher market share in carbonated soft drink sales within the
U.S. In the same year, PepsiCo maintained a higher share of the U.S. refreshment beverage
market, however, reflecting the differences in product lines between the two companies. As a
result of mergers, acquisitions and partnerships pursued by PepsiCo in the 1990s and 2000s, its
business has shifted to include a broader product base, including foods, snacks and beverages.
The majority of PepsiCo's revenues no longer come from the production and sale of carbonated
soft drinks. Beverages accounted for less than 50 percent of its total revenue in 2009. In the
same year, slightly more than 60 percent of PepsiCo's beverage sales came from its primary
non-carbonated brands, namely Gatorade and Tropicana.

PepsiCo's Frito-Lay and Quaker Oats brands hold a significant share of the U.S. snack food
market, accounting for approximately 39 percent of U.S. snack food sales in 2009. One of
PepsiCo's primary competitors in the snack food market overall is Kraft Foods, which in the
same year held 11 percent of the U.S. snack market share. Other competitors for soda are RC
Cola, Cola Turka, Kola Real, Inca Kola, Zamzam Cola, Mecca-Cola, Virgin Cola, Parsi Cola,
Qibla Cola, Evoca Cola, Corsica Cola, Breizh Cola, Afri Cola.

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PRODUCTS AND BRANDS IN BEVERAGES

1-PEPSI:

2-7UP:

3-MIRINDA

4-MOUNTAIN DEW

5-SLICE

6-7UP NIMBOOZ MASALA SODA

7-AQUAFINA

PepsiCo's product mix as of 2012 (based on worldwide net revenue) consists of 63 percent
foods, and 37 percent beverages. On a worldwide basis, the company's current products lines
include several hundred brands that in 2009 were estimated to have generated approximately
$108 billion in cumulative annual retail sales.

The primary identifier of a food and beverage industry main brand is annual sales over $1
billion. As of 2009, 21 PepsiCo brands met that mark: Pepsi, Mountain Dew, Lay's, Gatorade,
Tropicana, 7 Up, Doritos, Lipton Teas, Quaker Foods, Cheetos, Mirinda, Ruffles, Aquafina,
Pepsi Max, Tostitos, Sierra Mist, Fritos, and Walkers.

AREAS OF BUSINESS

The structure of PepsiCo's global operations has shifted multiple times in its history as a result
of international expansion, and as of 2010 it is separated into four main divisions: PepsiCo
Americas Foods, PepsiCo Americas Beverages, PepsiCo Europe, and PepsiCo Asia, Middle
East and Africa. As of 2009, 71 percent of the company's net revenues came from North and
South America, 16 percent from Europe and 13 percent from Asia, the Middle East and Africa.
Approximately 285,000 people are employed by PepsiCo worldwide as of 2010.

ENTRY OF PEPSICO IN INDIA

In 1977, a change in the government at the center led to the exit of coca-cola which preferred to
quit rather to dilute its equity to 40% in compliance with the Foreign Exchange Regulations Act

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(FERA).
The beginning of 1980’s saw the birth of another cola drink “Thums Up” the Gold Spot people
launched it in 1978-79 as “Refreshing Cola”; in 1978 Parle led the Indian soft drinks market
(share33%) with its Gold Spot and Limca brands. In 1987 pure drinks share came down to21%
as a result of growing popularity of Limca and Thums Up. At the same time the threat to the
Indian soft drinks market was that of fruit drinks.
In 1988, fruit drinks market was valued at Rs. 40 crores and was growing at the rate 0/20%. In
early 1985, the government rejected a proposal with the R.P Goenka Group. This involved the
export of fruit juice concentrated from Punjab in return for the import of Cola-Concentrates.
The deal offered was 3:1 export-import ratio in return for being allowed to market Pepsi in
India. The Rs.22 crores Pepsi Co project/package was the second bed by the U.S. headquarters
MNC to inter India. Pepsi Co would have an equity holding of 39%, Punjab Agro Industries
Corporation (PAIC) 20% and Voltas 24%. The bad to be financed privately from loans. A.
project approval board was finally set in February 1988.
Pepsi’s shares which have been originally just under 40% was whittled to about 35% and
PAIC’S share was hiked to 40% these were mainly the issue in which COKE had left India in
1977. Thus Pepsi not only accepted the conditions but also went much further. Now the victory
for Pepsi who after more than 5 years of acrimonious battle was launched in June 1990
selectively in Rajasthan, Punjab, Uttar Pradesh and South as “SAHAR-PEPSI”.
In 1991, saw a major launch of 7Up and Mirinda in India, which was warmly received by
Indian customers & consumers. 1993 was new beginning for fountain Pepsi (PMX). Pepsi
achieved the no.1position in India. In 1996 Mirinda attained no. 1 position in orange beverages
category.May 1998 saw major launch of Mirinda lemon in India around 70% of the total sales
came from established markets of North America.

Mr. Ramesh Vengal was the first Managing Director who was here till April 1992. Mr. Suman
Sinha the current President took over from him after a long inning with Hindustan. Lever Ltd.
(HLL) During these years the beverages business has grown rapidly from 3 million cases to 60
million cases and is paced for annually through 7,50,000 retail outlet across the country. It
generates annual sales of approximately Rs.2, 500 Crores (which includes exports of Rs.
300crore) and a presence in the nascent juice market with Tropicana (sales, Rs. 50 crore).

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PEPSICO INDIA
Pepsi is one of the most well known brands in the world today available in over 160 countries.
The company has an extremely positive outlook for India. “Outside North America two of our
largest and fastest growing businesses are in India and China, which include more than of the
world’s population.” (PepsiCo’s annual report, 1999)

This reflects that India holds a central position in pepsi’s corporate strategy. India is a key
market for PepsiCo and at the same time the company has added value to Indian agriculture and
industry. PepsiCo entered India in 1989 and is concentrating in three focus areas- Soft drink
concentrate snack foods and vegetable and food processing.

Faced with the existing policy framework at the time, the company entered the India market
through a joint venture with Voltas and Punjab Agro Industries. With the introduction of the
labialisation policies since 1991, Pepsi took complete control f its operations. The government
has approved more than Us$ 400 million worth of investments of which over US$ 330 million
have already flown in.

One of PepsiCo’s key strategies was to develop a completely local management team. Pepsi
has 19 company owned factories while their Indian bottling partners own 21. The company has
set up 8 Greenfield sites in backward regions of different states. PepsiCo intends to expand its
operations and is planning an investment of approximately US$ 150 million in the next two-
three years.
CORPORATE GOVERNANCE

Headquartered in Purchase, New York, with research and development headquarters in

Valhalla, New York, PepsiCo's Chairman and CEO is Indra Nooyi. The board of directors is
composed of eleven outside directors as of 2010, including Ray Lee Hunt, Shona Brown, Victor
Dzau, Arthur C. Martinez, Sharon Percy Rockefeller, Daniel Vasella, Dina Dublon, Ian M.
Cook, Alberto Ibargüen, James J. Schiro and Lloyd G. Trotter. Former top executives at

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PepsiCo include Steven Reinemund, Roger Enrico, D. Wayne Calloway, John Sculley, Michael
H. Jordan, Donald M. Kendall, Christopher A. Sinclair and Alfred Steele.

On October 1, 2006, former Chief Financial Officer and President Indra Nooyi replaced Steve
Reinemund as Chief Executive Officer. Nooyi remained as the corporation's president, and
became Chairman of the Board in May 2007, later (in 2010) being named No.1 on Fortune 's list
of the "50 Most Powerful Women" and No.6 on Forbes ' list of the "World's 100 Most Powerful
Women". PepsiCo received a 100 percent rating on the Corporate Equality Index released by
the LGBT-advocate group Human Rights Campaign starting in 2004, the third year of the
report.

In November 2014, the firm's president Zein Abdalla announced he would be stepping down
from his position at the firm by the end of 2015.

HEADQUARTERS

The PepsiCo headquarters are located in the neighborhood of Purchase, New York, in the town
of Harrison, New York. It was one of the last architectural works by Edward Durell Stone. It
consists of seven three-story buildings. Each building is connected to its neighbor through a
corner. The property includes the Donald M. Kendall Sculpture Gardens with 45 contemporary
sculptures open to the public. Works include those of Alexander Calder, Henry Moore, and
Auguste Rodin. Westchester Magazine stated "The buildings' square blocks rise from the
ground into low, inverted ziggurats, with each of the three floors having strips of dark windows;
patterned pre-cast concrete panels add texture to the exterior surfaces." In 2010 the magazine
ranked the building as one of the ten most beautiful buildings in Westchester County. Due to
renovations of the headquarters, the offices are temporarily set up at 1111 Westchester Ave.

At one time PepsiCo had its headquarters in 500 Park Avenue in Midtown Manhattan, New
York City. In 1956 PepsiCo paid $2 million for the original building. PepsiCo built the new 500
Park Avenue in 1960. In 1966, Mayor of New York City John Lindsay started a private
campaign to convince PepsiCo to remain in New York City. Six months later, the company
announced that it was moving to 112 acres (45 ha) of the Blind Brook Polo Club in Westchester
County. After PepsiCo left the Manhattan building, it became known as the Olivetti Building.

CHARITABLE ACTIVITIES

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Headquarters of Pepsi-Cola Venezuela (ES)

PepsiCo has maintained a philanthropic program since 1962 called the PepsiCo Foundation, in
which it primarily funds "nutrition and activity, safe water and water usage efficiencies, and
education," according to the foundation's website. In 2009, $27.9 million was contributed
through this foundation, including grants to the United Way and YMCA, among others.

In 2009, PepsiCo launched an initiative they call the Pepsi Refresh Project, in which individuals
submit and vote on charitable and nonprofit collaborations. The main recipients of grants as part
of the refresh project are community organizations with a local focus and nonprofit
organizations, such as a high school in Michigan that—as a result of being selected in 2010—
received $250,000 towards construction of a fitness room. Following the Gulf of Mexico oil
spill in the spring of 2010, PepsiCo donated $1.3 million to grant winners determined by
popular vote. As of October 2010, the company had provided a cumulative total of
$11.7 million in funding, spread across 287 ideas of participant projects from 203 cities in
North America. In late 2010, the refresh project was reported to be expanding to include
countries outside of North America in 2011.

ENVIRONMENTAL RECORD AND PRODUCT NUTRITION

According to its 2009 annual report, PepsiCo states that it is "committed to delivering
sustainable growth by investing in a healthier future for people and our planet," which it has
defined in its mission statement since 2006 as "Performance with Purpose". According to news
and magazine coverage on the subject in 2010, the objective of this initiative is to increase the
number and variety of healthier food and beverage products made available to its customers,
employ a reduction in the company's environmental impact, and to facilitate diversity and
healthy lifestyles within its employee base. Its activities in regards to the pursuit of its goals—
namely environmental impacts of production and the nutritional composition of its products—

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have been the subject of recognition from health and environmental advocates and
organizations, and at times have raised concerns among its critics. As the result of a more recent
focus on such efforts, "critics consider (PepsiCo) to be perhaps the most proactive and
progressive of the food companies", according to former New York Times food industry writer
Melanie Warner in 2010.

ENVIRONMENTAL RECORD

1-RAINFORESTS AND PALM OIL

PepsiCo Palm Oil Commitments published in May 2014 were welcomed by media as a positive
step towards ensuring that the company's palm oil purchases will not contribute to deforestation
and human rights abuses in the palm oil industry. NGOs warned however that the commitments
did not go far enough, and in light of the deforestation crisis in Southeast Asia, have called on
the company to close the gaps in its policies immediately.

2-GENETICALLY MODIFIED FOOD INGREDIENTS

PepsiCo has contributed $1,716,300 to oppose the passage of California Proposition 37, which
would mandate the disclosure of genetically modified crops used in the production of California
food products. PepsiCo believes "that genetically-modified products can play a role in
generating positive economic, social and environmental contributions to societies around the
world; particularly in times of food shortages."

3-WATER USAGE (INDIA, U.S., U.K.)

PepsiCo's usage of water was the subject of controversy in India in the early and mid-2000s in
part because of the company's alleged impact on water usage in a country where water shortages
are a perennial issue. In this setting, PepsiCo was perceived by India-based environmental
organizations as a company that diverted water to manufacture a discretionary product, making
it a target for critics at the time.

As a result, in 2003 PepsiCo launched a country-wide program to achieve a "positive water

balance" in India by 2009. In 2007, PepsiCo's CEO Indra Nooyi made a trip to India to address
water usage practices in the country, prompting prior critic Sunita Narain, director of the Centre
for Science & Environment (CSE), to note that PepsiCo "seem(s) to be doing something serious
about water now." According to the company's 2009 corporate citizenship report, as well as

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media reports at the time, the company (in 2009) replenished nearly six billion liters of water
within India, exceeding the aggregate water intake of approximately five billion liters by
PepsiCo's India manufacturing facilities.

Water usage concerns have arisen at times in other countries where PepsiCo operates. In the
U.S., water shortages in certain regions resulted in increased scrutiny on the company's
production facilities, which were cited in media reports as being among the largest water users
in cities facing drought—such as Atlanta, Georgia. In response, the company formed
partnerships with non-profit organizations such as the Earth Institute and Water.org, and in
2009 began cleaning new Gatorade bottles with purified air instead of rinsing with water,
among other water conservation practices. In the United Kingdom, also in response to regional
drought conditions, PepsiCo snacks brand Walkers' reduced water usage at its largest potato
chip facility by 45 percent between the years 2001 and 2008. In doing so, the factory used
machinery that captured water naturally contained in potatoes, and used it to offset the need for
outside water.

As a result of water reduction practices and efficiency improvements, PepsiCo in 2009 saved
more than 12 billion liters of water worldwide, compared to its 2006 water usage.
Environmental advocacy organizations including the Natural Resources Defense Council and
individual critics such as Rocky Anderson (mayor of Salt Lake City, Utah) voiced concerns in
2009, noting that the company could conserve additional water by refraining from the
production of discretionary products such as Aquafina. The company maintained its positioning
of bottled water as "healthy and convenient", while also beginning to partially offset
environmental impacts of such products through alternate means, including packaging weight
reduction.

4-PESTICIDE REGULATION (INDIA)

PepsiCo's India operations were met with substantial resistance in 2003 and again in 2006,
when an environmental organization in New Delhi made the claim that, based on its research, it
believed that the levels of pesticides in PepsiCo (along with those from rival The Coca-Cola
Company), exceeded a set of proposed safety standards on soft drink ingredients that had been
developed by the Bureau of Indian Standards. PepsiCo denied the allegations, and India's health
ministry has also dismissed the allegations—both questioning the accuracy of the data compiled

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by the CSE, as it was tested by its own internal laboratories without being verified by outside
peer review. The ensuing dispute prompted a short-lived ban on the sale of PepsiCo and The
Coca-Cola Company soft drinks within India's southwestern state of Kerala in 2006; however
this ban was reversed by the Kerala High Court one month later.

In November 2010, the Supreme Court of India invalidated a criminal complaint filed against
PepsiCo India by the Kerala government, on the basis that the beverages did meet local
standards at the time of the allegations. The court ruling stated that the "percentage of
pesticides" found in the tested beverages was "within the tolerance limits subsequently
prescribed in respect of such product," since at the time of testing "there was no provision
governing pesticide adulteration in cold drinks." In 2010, PepsiCo was among the 12
multinational companies that displayed "the most impressive corporate social responsibility
credentials in emerging markets", as determined by the U.S. Department of State. PepsiCo's
India unit received recognition on the basis of its water conservation and safety practices and
corresponding results.

5-PACKAGING AND RECYCLING

Environmental advocates have raised concern over the environmental impacts surrounding the
disposal of PepsiCo's bottled beverage products in particular, as bottle recycling rates for the
company's products in 2009 averaged 34 percent within the U.S. The company has employed
efforts to minimize these environmental impacts via packaging developments combined with
recycling initiatives. In 2010, PepsiCo announced a goal to create partnerships that prompt an
increase in the beverage container recycling rate in the U.S. to 50 percent by 2018.

One strategy enacted to reach this goal has been the placement of interactive recycling kiosks
called "Dream Machines" in supermarkets, convenience stores and gas stations, with the intent
of increasing access to recycling receptacles. The use of resin to manufacture its plastic bottles
has resulted in reduced packaging weight, which in turn reduces the volume of fossil fuels
required to transport certain PepsiCo products. The weight of Aquafina bottles was reduced
nearly 40 percent, to 15 grams, with a packaging redesign in 2009. Also in that year, PepsiCo
brand Naked Juice began production and distribution of the first 100 percent post-consumer
recycled plastic bottle.

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On March 15, 2011, PepsiCo unveiled the world's first plant-based PET bottle. The bottle is
made from plant-based materials, such as switch grass, corn husks, and pine bark, and is 100%
recyclable. PepsiCo plans to use more by-products (of their manufacturing processes) such as
orange peels and oat hulls in the bottles. PepsiCo has identified methods to create a molecular
structure that is the same as normal petroleum-based PET—which will make the new bottle
technology, dubbed "Green Bottle", feel the same as normal PET. PepsiCo will pilot production
in 2012, and upon successful completion of the pilot, intends moving to full-scale
commercialization.

6-ENERGY USAGE AND CARBON FOOTPRINT

PepsiCo, along with other manufacturers in its industry, has drawn criticism from
environmental advocacy groups for the production and distribution of plastic product
packaging, which consumed an additional 1.5 billion US gallons (5,700,000 m3) of
petrochemicals in 2008. These critics have also expressed apprehension over the production
volume of plastic packaging, which results in the emission of carbon dioxide. Beginning largely
in 2006, PepsiCo began development of more efficient means of producing and distributing its
products using less energy, while also placing a focus on emissions reduction. In a comparison
of 2009 energy usage with recorded usage in 2006, the company's per-unit use of energy was
reduced by 16 percent in its beverage plants and 7 percent in snack plants.

In 2009, Tropicana (owned by PepsiCo) was the first brand in the U.S. to determine the carbon
footprint of its orange juice product, as certified by the Carbon Trust, an outside auditor of
carbon emissions. Also in 2009, PepsiCo began the test deployment of so-called "green vending
machines", which reduce energy usage by 15 percent in comparison to average models in use. It
developed these machines in coordination with Greenpeace, which described the initiative as
"transforming the industry in a way that is going to be more climate-friendly to a great degree."

PRODUCT NUTRITION

1-PRODUCT DIVERSITY

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From its founding in 1965 until the early 1990s, the majority of PepsiCo's product line consisted
of carbonated soft drinks and convenience snacks. PepsiCo broadened its product line
substantially throughout the 1990s and 2000s with the acquisition and development of what its
CEO deemed as "good-for-you" products, including Quaker Oats, Naked Juice and Tropicana
orange juice. Sales of such healthier-oriented PepsiCo brands totaled $10 billion in 2009,
representing 18 percent of the company's total revenue in that year. This movement into a
broader, healthier product range has been moderately well received by nutrition advocates;
though commentators in this field have also suggested that PepsiCo market its healthier items as
aggressively as less-healthy core products.

In response to shifting consumer preferences and in part due to increasing governmental

regulation, PepsiCo in 2010 indicated its intention to grow this segment of its business,
forecasting that sales of fruit, vegetable, whole grain and fiber-based products will amount to
$30 billion by 2020. To meet this intended target, the company has said that it plans to acquire
additional health-oriented brands while also making changes to the composition of existing
products that it sells.

INGREDIENT CHANGES

Public health advocates have suggested that there may be a link between the ingredient makeup
of PepsiCo's core snack and carbonated soft drink products and rising rates of health conditions
such as obesity and diabetes. The company aligns with personal responsibility advocates, who
assert that food and beverages with higher proportions of sugar or salt content are fit for
consumption in moderation by individuals who also exercise on a regular basis.

Changes to the composition of its products with nutrition in mind have involved reducing fat
content, moving away from trans-fats, and producing products in calorie-specific serving sizes
to discourage overconsumption, among other changes. One of the earlier ingredient changes
involved sugar and caloric reduction, with the introduction of Diet Pepsi in 1964 and Pepsi Max
in 1993—both of which are variants of their full-calorie counterpart, Pepsi. More recent
changes have consisted of saturated fat reduction, which Frito-Lay reduced by 50% in Lay's and
Ruffles potato chips in the U.S. between 2006 and 2009. Also in 2009, PepsiCo's Tropicana

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brand introduced a new variation of orange juice (Trop50) sweetened in part by the plant Stevia,
which reduced calories by half. Since 2007, the company also made available lower-calorie
variants of Gatorade, which it calls "G2".

2-DISTRIBUTION TO CHILDREN

As public perception placed additional scrutiny on the marketing and distribution of carbonated
soft drinks to children, PepsiCo announced in 2010 that by 2012, it will remove beverages with
higher sugar content from primary and secondary schools worldwide. It also, under voluntary
guidelines adopted in 2006, replaced "full-calorie" beverages in U.S. schools with "lower-
calorie" alternatives, leading to a 95 percent reduction in the 2009 sales of full-calorie variants
in these schools in comparison to the sales recorded in 2004. In 2008, in accordance with
guidelines adopted by the International Council of Beverages Associations, PepsiCo eliminated
the advertising and marketing of products that do not meet its nutrition standards, to children
under the age of 12.

In 2010, First Lady Michelle Obama initiated a campaign to end childhood obesity (titled Let's
Move!), in which she sought to encourage healthier food options in public schools, improved
food nutrition labeling and increased physical activity for children. In response to this initiative,
PepsiCo, along with food manufacturers Campbell Soup, Coca-Cola, General Mills and others
in an alliance referred to as the "Healthy Weight Commitment Foundation", announced in 2010
that the companies will collectively cut one trillion calories from their products sold by the end
of 2012 and 1.5 trillion calories by the end of 2015.

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MISSON:

The main objective of the company is to provide best quality products to its consumer. Another
objective is to provide healthy rewards to its investor, good reward to its employee and other
investor and partners who financially help the company

VISION:

The vision of the company is to improve in all aspects in which they operate. By improving in
social and economical environment, they want to make tomorrow better than today.

SUSTAINABLE ADVANTAGE:

Three major sustainable advantages give PepsiCo a competitive edge as we operate in the global
marketplace.

1. Big, muscular brands

2. Proven ability to innovate and create differentiated products

3. Powerful go-to-market systems.

By combining all these advantages management is always ready to face major situation .Major
changes are found in top-line growth & cost saving initiatives.

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4. RESEARCH METHODOLOGY

4.1 RESEARCH DESIGN

The research process designed was conclusive and statistical in nature, which would enable the
company to take rational decision. This is because the sample size taken was large and the
techniques adopted were for mass data. The date obtained from each locality was tabulated and
the results were obtained in from of percentages.

DATA COLLECTION SOURCES

A – Primary sources
• Observation – Direct observation
• Survey- which include various categories of retailers.
• Personal interview
I- Observation
The observation was done by the following way:
• Keeping the markets in view
• Keeping the customers and consumers in view
• Interacting with various group of retailers and consumers
II- Survey
Various retailers and consumer with the help of questionnaire
III- Personal interviews
This method of date collection involves the interviewers asking question in a face to face
contact situation .The interview is properly structured as it involves the use of set of
predetermined questions which are asked . This technique is preferred as it is economical; more
informative, non responses are low, spontaneous reactions which are realistic. Lots of necessary
information comes up.
B- Secondary Data
Secondary data consists of information that already exists somewhere and may have collected
for a different purpose, it provide a starting point. To select the localities a map of Rourkela was
used. The list of retailers was obtained from company officials, designed by company.

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4.2 RESEARCH METHODOLOGY

Under Research Methodology there are three types of methods for marketing research.
They are as follows:
a) The observation method
b) The survey method.

In observation method data are collected on the direct observation. No talks take place. By
observing the person, varieties of product used by him & stock maintain by the retailer. The
survey method information is gathered directly from individuals in 2 ways:
1-Telephone
2. Personal Interview
The survey method is also mentioned as the “Questionnaire Technique”:
For my project point of view, the method mainly used are:
1) Survey by route visit
2) Personal interview by questionnaire technique.
1. The survey method by route visit I usually went with Pepsi van also with salesman (PSR). I
met the retailers from outlets to outlets. This survey method helps me a lot to understand about
the distribution system and to understand the problem of retailers and other people.

2. In addition to the personal interview by questionnaire technique. In this survey method I saw
that the respondent was quiet less interested in answering question & shown an anti-Pepsi
behavior due to certain issues related to distribution. In this method direct interaction occurred
with the retailers and I have collected the reliable information from them. Major respondent were
outlet owner, retailer & distributor. They are the appropriate people who will give authentic data
required for my research.

4.3 SAMPLE SIZE

 For EDS survey a sample size of 340 were selected in the areas of Rourkela in Odisha.
These samples include the retailer, convenience store, hotel & restaurants, beetle shops.

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  For Customer satisfaction survey a sample sine of 200 were selected in the areas of
Rourkela. These samples include the audit outlet of PEPSICO.

4.4 LOCATION OF THE STUDY

The study is carried out in the areas of Rourkela in 4 major route like koel nagar,main
road, fertilizer Route & sector 5 Route of Odisha.

5. DATA ANALYSIS AND INTERPRETATION

1. MARKET EVALUATION SYSTEM

Market evaluation was done by following certain fact & information which are reliable &
gives accurate data for Analysis. My evaluation system was based on the four factors:

1. Costumer survey through EDS (Every Dealer Survey)

2. Survey by issuing questionnaire to the customer.
3. Company Issues
4. Limitations
5. Suggestions

Who are the customers?

Here the costumer is categorized on those who finally sell’s the companies product to the
consumers.
Companies’ customers are categorized in various sub channels.
They are:

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 1) Eatery
2) Convenience
3) Grocery
4) Bar

Literally we can say above are the places where companies distribution channel are
putting their efforts to place their product.

5.1 EVERY DEALER SURVEY (EDS) REPORT

The Every Dealer Survey commonly known as EDS is made every year by the
company. This survey is done so that complete awareness about the retailers and there
attachment with the company is observed. The data of EDS helps in knowing the
company’s position among the competitors as well as the competitor’s position.
The assessment is done in following ways:

 The format of EDS is given as under:

Outlet Name: - Is the name of the outlet.
Address: - Address of outlet.
Contact no:- Is the contact number of the outlet.
Channel: - Is the category of the outlet.(E,C,B,G)
 Cooler type: a) PI: PEPSI EXCLUSIVE
 b) CCX: COCA-COLA EXCLUSIVE
 c) PI OYC: PEPSI cooler own by the customer/retailer
 d) CCX OYC: COCA-COLA cooler own by the retailer
 e) DEALER OWN
 Stock maintain: FILLED+EMPTY
 Audit Counter marking
 PER YEAR SALES OF PEPSICO & COCA-COLA

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 EDS is a survey report which is prepared by the company once in a year in order to
evaluate the market potential & to find out major consequences related to sales & distribution
of the product. Also retailer feedback is taken to improve the course of action. EDS includes
name of outlet, location of outlet, contact number, nature of outlet, company exclusive name
(PI/CCX/MIX), cooler size with company name or retailer own, RGB class count, per day
sales volume in pcs.EDS also helps in calculate the industry sales volume in a year in India
comparing with strongest competitor COCA-COLA.

In EDS sales volume of May or June month is taken as 20% of entire year and based on this
whole year sales volume is calculate in case of beverage industries.

The results will ultimately shows the market share of PEPSICO & COCA-COLA
companies operating in the market. Survey of 14 days was done in 4 different route of
Rourkela where we found nearly 340 outlets having the product segment in RGB, SS PET,
and MS PET area. Here we need to put into eyes on number of exclusive outlet own by
company as compare to competitor, interpret no of cooler own by company as well as the
retailer, companies stock maintain i.e. RGB, & lastly sales volume interpretation of
companies with its competitors.

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1. EXCLUSIVE OUTLET OWN BY COMPANY:

COMPANIES PI CCX MIX

NO OF OUTLET 255 206 608

% OF USAGE 36.2 7.4

EXCLUSIVE OWN OUTLET

PI CCX MIX

24%

57%
19%

Concept: This analysis is made to know which companies have more no of outlet.

Interpretation: In FL PEPSICO is leading with 24%, backed by COKE that is 19%, 57%
is MIX outlet.

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2. VISI COOLER OWNER IN MARKET

COMPANIES PI CCX PI OYC CCX OYC OWNER

NO OF COOLER 485 284 4 11 675
% OF USASE 33 20 0 1 46

VISI COOLER OWNER

PI
33%
OWNER
46%

CCX
20%
CCX OYC PI OYC
1% 0%

Concept: This analysis is made to know which company have distribute more cooler in
market.

Interpretation: Here PEPSI is leading with 33%, backed by COKE that is 20%, 1% is
CCX OYC and least preferred is PI OYC that is 0%. Whereas OWNER sharing a
percentage of 46% respectively.

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3. RGB OWN BY RETAILER:

COMPANY PI CCX
GLASS FILLED EMPTY FILLED EMPTY
PCS IN CRT 4830 4581 4010 3732
TOTAL 9411 7742
% OF USAGE 51 49 52 48

PI CCX

PI PI EMPTY FILLED
EMPTY FILLED 48% 52%
49% 51%

Concept: This analysis is made to know the returnable glass own by company.

Interpretation: In flowchart PEPSICO & COKE has seen to be distributing equal amount of
RGB.

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4. SALES VOLUME PER YEAR:

COMPANY PI CCX
PCS IN CRT 274907 230711
% OF USAGE 54 46

SALES VOLUME

CCX
46%
PI
54%

Concept: This analysis is made to know which company sales volume is more in
market.

Interpretation: In this chart COKE sales comparatively 8% less as compare to

PEPSICO.

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A BRIEF SUMMARY OF DIRECT INTERVIEWS:

A survey was conducted from 80 best samples, which are mainly audit counter of those
routes.

Following are the questions and there evaluation according to the sample answers:

1) Which brand u purchases the most?

When it was asked about the brand preference from the customer the answer varied from
one route to another. In routes like Koel Nagar, Fertilizer, Main road Route etc. which are
considered the best route of Rourkela the figures are impressive. About 57.5% (46) of
costumers prefer Pepsi and the remaining 42.5% (34) goes in the hand of the competitors.

2) Is there Regular Supply of PEPSI:-

A) Yes b) No
When asked about the regular supply of PEPSI the response was not much good .Among
all 37.5%(30) gave positive response & 62.5%(50) said irregular visit by salesman. The
sales man visited almost thrice a week. This should be due to improper distribution
system. Although the company have different vehicle for each route this type of
distribution can be a major issues.

3) Does PEPSI salesman behave properly……………………………………

(Stretch on interpersonal relationship)

Since the satisfaction level of customer is measured, so the behavior of sale personnel is
one of the important things to be measured in this context. So talking about interpersonal
relationship with the costumer it is quite satisfactory but some reasons are there which do
not supports the satisfaction of the customer that is the routes for a sales man is never
permanent so the sales man faces difficulty in establishing good relation with the
customers.

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4) Does salesmen provide you with right scheme given by the
Company………………………………………………………
When the above question was asked the reply of the costumer was satisfactory.
About 60% said YES (48)
About 40% said NO (32)
this is one of the important finding surveyed in different routes.
And some serious decision is to be taken for the cause of “no”.
One of the suggestions which is to be given for the cause is the scheme should be known
to the customer and the sales man should carry some proof regarding the schemes
announced by the company.

5) If in problem, Pepsi personnel rectifies

a. Within a day
b. Within a week
c. Within a month
d. Never
When asked about problem rectification
65% says (b) (52)
20% says (c) (16)
10% says that there problem is never rectified, and again this is a serious problem which
is to be considered. (8)
5% says within a day. (4)

6) Are u satisfied by the packaging of the Pepsi product ……………………

When asked about the packaging of Pepsi majority of answers was positive, 80% said
(64) that they were satisfied by the packaging of Pepsi products. 15% (12) wanted change
in the shape and size of MS pet, and 5% (4) were not satisfied by the packaging of pet
pack of SS pet these are those who purchase MS pet rarely.

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7) Do your salesman aware you of the display and the seasonal schemes by
PEPSI…………………….
About 70% said they get the awareness.(56)
About 30% said NO.(24)

8) Are u satisfied with the display and the seasonal scheme……..

This question resulted in one of the important finding….
About 75 % were not satisfied with the display and the seasonal scheme…. (60)
The main reason behind this is delay in the display money & gifts given to the customers.
Rest 25% said yes. (20)

9) Which promotional scheme you do you prefer:

related to outlet………
About 55% had given stretch on good signage(44)
About 30% preferred daily scheme.(24)
About 15% prefers discount. (12)

10) Rank PEPSI and COKE with respect to your satisfaction level
This was one of the toughest question for the customers .They faced hesitation on ranking
the two soft drink rivals but ultimately since the answer was to be given by the customers
so they answered:
they ranked :

52.5% RANK 1 to PEPSI(42)

47.5% RANK 2 to COKE(38)

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5.2 SWOT ANALYSIS:

Strength

 Believe on the customer satisfaction

 Pepsi has a border product line and outstanding reputation
 Popular with younger people, with array of brands.
 Well known by customers due to higher celebrities for promotion.
 Company has good market share in Raurkela city.
 Company has brand equity among consumers.
 Good market penetration.
 Well defined Route.
 Better seasonal scheme.

Weaknesses

 No provision for regular replacement of damage bottles makes customer unhappy.

 All brands were not available in at least 70% shops.
 Complaint handling was not up to mark.
 Supply in certain area is very irregular and also salesmen are not covering full routes.
 Poor signage and display is making the routes week for the sale of Pepsi.
 Interpersonal relationship with the company officials and the retailer is not satisfactory.
 Improper communication of Scheme by the salesman.

Opportunities

 Increase the coverage areas.

 Increases market share by improving service.
 Increase the target consumer every year.

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  It is observed that in some newly establishing areas many new outlets are opening , Pepsi
needs to concentrate on these new outlets and can gradually increase its sale in these area.
 Large number of mix outlets can be changed to Pepsi exclusive and coke exclusive to
mix only by attracting them with good and efficient supply, glow signage and cooling
equipments.

Threats

 Distributor are reducing in Raurkela city

 Constant competition with Coca-Cola
 Other drink companies are increasing competition.(e.g. ICE-FLOW)
 Decline in market reputation due to ineffectiveness & declining service.
 Aggressive marketing strategies of Coca-Cola

5.3 VISI COOLER ANALYSIS:

VISI COOLER analysis is done through the audit counter in order check the availability of all
SKU in the outlet as well as in the market. Auditing are done once in a month at each audit
counter. 200 audit counter are present at Rourkela.

Scoring of VISI COOLERS are done on basis of following criteria:

1. Front Location-20 marks

2. Full Chargng-40 marks

3. All SKU availability-40 marks

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Criteria to Maintain a VISI cooler:

1. All flavor glass btls : Minimum 4 btl each

2. Single Serve pet : Minimum 4 btl each
3. Multi served pet : Minimum 2 btl each
4. Aquafina : Minimum 4 btl each

Arranging Order: 1st Preference: PEPSI

2ND preference: 7UP

3rd preference: MIRINDA

4th preference: DEW

5th preference: SLICE

6th preference: AQUAFINA

In the above survey we had found that the satisfaction levels of the customers are mainly
depending upon the service that they get from the beverage companies. All SKU delivery is also
a factor that influences the satisfaction levels of the customers. Many customers are willing to
pay more price for the prompt delivery from which they can derive benefits.

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 Hence, above mentioned is the MARKET ANALYSIS obtained by me after carrying out the
survey in the areas of ROURKELA. The results obtained may not be generalized as the study
was limited to a particular area in Odisha.

6. CONCLUSION

6.1 FINDINGS

 Customers in Rourkela prefer PEPSICO, Coca-Cola & ICE-FLOW brand of beverages.

 MS PET & RGB bottles are most preferred segment of PepsiCo in Rourkela.
 PEPSICO is market leader followed by Coca-cola and Others.
 PEPSICO is having improper distribution& less SKU availability problem problem.
 Service of PEPSICO is satisfactory.
 Availability of all SKU is the major area where PEPSICO is falling behind.
 Coca-Cola stood ahead PEPSICO because of its better service quality.
 Route vehicles are little bit irregular in almost all routes and also they reaches to their
destination late. It is observed that the competitor vehicle reaches quite early and fills the
empty glasses; this may be one of the reasons of decrease in the sale.
 Even key outlets are very unsatisfied with the signage efforts put on by company even all
Pepsi exclusives are not having signage.
 Complains handling was not proper, there were some old cases or complaints.

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  Most of the cooling equipment are not working properly.
 Due to the shortage of Pepsi product i.e. all SKU in the market in this season Pepsi could
not reach to that mark where it can reach.

6.2 RECOMMENDATIONS

 Signage: Majority of outlets is not satisfied with signage and they are also very
unsatisfied with the shortage problem. This problem results in the multiple problems
leading to dissatisfaction. There for it is very necessary to provide with effective signage
to the outlets.
 Communication and motivational class: There is need of proper communication and
motivational class for the sales agent and the employs so that they can give their best
effort and contribute to the target announced by the company.
 Display and Seasonal scheme: If display or seasonal scheme is allotted to any outlet it is
necessary to provide the outlets with the gifts items to encourage them, so that they can
follow the display or seasonal scheme in next season.
 Complaint handling and its rectification : To enhance the effectiveness in complain
handling about cooling equipment it is advised to authorized at least one cooler repairing
shop per 3 route , this will help in complain handling, which is biggest dissatisfaction in
this season .

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  Awareness policies: The outlets need awareness about the daily scheme announced by
the company. It is recommended that the salesman should carry some proof, document
concerned with the daily scheme so as the outlets can be satisfied.
 Proper time utilization: Gate meeting should be done earlier in order to reach the market
as soon as possible.
 PEPSICO need to increase the relationship with customers.

6.3 CONCLUSION

PEPSICO is one of the best beverage manufacturing companies in India. It should be

increase its customer relation in order to beat competition & maintaining its position in the
market in future. Division like Rourkela should be effectively managed in order to generate more
sales volume. Company has to take better steps to available all SKU during summer as demand
is more at that time.

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