VARUN BEVERAGE LTD

A
SUMMER TRAINING PROJECT REPORT
ON
STRATEGY FOR MARKETING THROUGH RETAIL OUTLETS
IN

PEPSICO VARUN BEVRAGES LIMITED

Submitted in Partial fulfillment of the requirement of Post Graduate

Diploma in Management

UNDER THE GUIDANCE OF: SUBMITTED BY:

Prof. Vartika Chaturvedi Munish singh
Faculty Mentor 2018039

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 DECLARATION OF THE STUDENT

This Is To Declare That I, Mr. MUNISH SINGH, Student Of PGDM From

Jaipuria School Of Business, Indrapuram, Ghaziabad Has Successfully
Completed Summer Training Programme For A Period Of 8 Weeks With Varun
Beverages Limited From 06 May 2019 To 30 June 2019, Under The Supervision
Of_______________________ AND ______________________.

This Reasearch Is My Original Work And It Has Not Been Submitted Elsewhere
For The Award Of Any Degree/Diploma.

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 ACKNOWLEDGEMENT

I express my sincere thanks to Varun Beverages Ltd. and my company project guide
Mr.OMKAR DHIMAN, (ASM) , for guiding me right from the inception till the successful
completion of the project. I sincerely acknowledge him for extending their valuable guidance,
support for literature, critical reviews of project and the report and above all the moral support he
had provided to me with all stages of this project.
I would also like to thank Mr. Munish Sharma(HOD) and Mrs.Sandhya(HR) for providing me
all the information and support for completion of my project .
I would like to give special thanks to Dr.Timira Shukla(Dean) and my project guide
Prof.Vartika chaturvedi for giving me support throughout the tenure of my project.

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PREFACE

Marketing plays pivotal role in today’s business scenario in consumer Product Company, when

there is such a high competition in the market.

The emphasis in the project is providing the study and an insight into Indian FMCG business

scenario. The summer project is designed to provide participation of MBA program as on the job

experience .This has given a chance to try and apply the academic knowledge and gain insight

into corporate culture. This helps in developing decision-making abilities and emphasizes on

active participation by the student.

I undertook our project in Varun Beverages, a leading bottler and marketing partner of PepsiCo

ltd.Durning the training, we had worked on the project “sales promotion of Pepsi varun

beverages limited”

We gained valuable experience & knowledge during the survey. The project consists of our

findings after data analysis & then SWOT analysis & conclusions were drawn and finally

recommendations were put forward.

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 EXECUTIVE SUMMARY

Beverage Industry is one of the fast growing industries in India. It can be divided into two

sections that i.e. carbonated & Non – carbonated. The carbonated drink for the classified into

cola, lemon, orange, mango & apple segments. Marketing includes all the activities like

promotions, distribution, advertising etc. To fulfill the all segment of the consumers marketing is

also to convert social needs into profitable opportunities. The project is “Strategy for marketing

through retail outlets” PepsiCo are facing problems regarding product and display of the

product in the premises of the outlets so as the result the sale of the product has not been

achieving the sales target set by the company. So this topic entire essential to theoretical

knowledge & to inculcate the efficiency. It also requirement for the company to improve their

service and quality for achieving their ultimate goal. The topic has been given by the company to

collect information about the current status given by the company to the retailer for selling of

every branch soft drink of PepsiCo. The main objective of the research was to know the

company’s position in the soft drink market by doing brand display and trading schemes. This

study covers marketing through retail outlets. During my study I covered all the major areas of

the south – Goa. I surveyed around 100 retail outlets. This study covers all the majors

dimensions considered essential for proper sale and merchandising management. Some of them

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include sales support trade schemes, profit schemes and looking after the proper re –

imbursement on trade scheme are very much essential step to be taking by PepsiCo. The retailer

in the Goa seems to be unhappy with the support material provided by the PepsiCo, which it has

to look into Immediately Company executives must try to build good relationship with the

retailers by addressing their problems continuously. One thing we know that “JO DIKHTA

HAI, WO BIKTA HAI”.

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 OBJECTIVE OF THE STUDY

BENEFITS AND CONSTRAINTS OF RETAILER

 DIRECT INTERACTION WITH RETAILERS.

 TO KNOW ABOUT THEIR PROBLEMS.

 FACTS WHICH CAN BE ACHIEVED WITH THIS PLANOGRAM PROGRAMME.

 TO ANALYSE THE HOT PRESENCE OF STOCK IN SHOPS, HOW MUCH AFFECT

THE SALES?

 HOW MUCH PLANOGRAM IS BENEFICIAL FOR THE RETAILERS?

 TO STUDY THE FACTORS WHICH ARE IMPORTANT TO ATTRACT THE

CUSTOMERS?

 HOW MUCH RETAILERS ARE INTERESTED TO APPLY THE POG PROGRAMME

IN THEIR SHOPS?

 DOES RETAILER THINK THAT POG ENHANCES VISUAL APPEAL OF

VISICOOLER”

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PROJECT TITLE:

“EXECUTIVE SUMMARY OF EFFECTIVE SALES PROMOTION OF

PEPSICO VARUN BEVERAGES LIMITED”

REASON FOR SELECTING THIS TOPIC:

This topic has been given by the company to collect the information about current happening in

the market. The main objective of the research was to know the company’s position in the soft

drink market share of Pepsi against its competitor.

This project was done in coordination with customer’s response about PEPSI

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 TABLE OF CONTENTS

PARTICULARS PAGE NO

 INTRODUCTION …………………………………………………… 7

 EXECUTIVE SUMMARY ………………………………………….. … .. 25

 OBJECTIVE OF THE STUDY……………………………………………... 27

 HISTORY OF PEPSI …………………………………………… 29

 COMPANY’S PROFILE …………………………………………… 39

 PRODUCT POSITIONING\ …………………………………………….. 50

 MARKET STRATEGY ……………………………………………. 56

 COMPETITOR ANALYSIS ……………………………………………. 64

 RESEARCH METHODOLOGY …………………………………………… 69

 DATA ANALYSIS ………………………………………… 75

 FINDINGS RECOMMENDATION …………………………………………. 87

 CONCLUSION ……………………………………………………………. 91

 SWOT ANALYSIS ……………………………………………………… 95

 BIBLIOGRAPHY ………………………………………………………… 98

 QUESTIONNAIRE ………………………………….. ……….. 100

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 International

Pepsi Company is a large conglomerate with interests in manufacturing, marketing and selling a

wide variety of carbonated and non-carbonated beverages, as well as salty, sweet and grain-based

snacks, and other foods. PepsiCo is a world leader in convenient snacks, foods and beverages,

with revenues of more than $39 billion and over 185,000 employees.

PepsiCo International (PI)

PI includes all PepsiCo businesses in the United Kingdom, Europe, Asia, Middle East and Africa.

Shareholders

PepsiCo (symbol: PEP) shares are traded principally on the New York Stock Exchange in the

United States. The company is also listed on the Chicago and Swiss stock exchanges. PepsiCo

has consistently paid cash dividends since the corporation was founded.

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Corporate Citizenship

At PepsiCo, we believe that as a corporate citizen, we have a responsibility to contribute to the

quality of life in our communities. This philosophy is expressed in our sustainable vision which

states: “PepsiCo’s responsibility is to continually improve all aspects of the world in which we

operate – environment, social, economic -- creating a better tomorrow than today.”

Our vision is put into action through programs and a focus on environmental stewardship,

activities to benefit society, and a commitment to build shareholder value by making PepsiCo a

truly sustainable company.

PepsiCo Headquarters

PepsiCo World Headquarters is located in Purchase, New York, approximately 45 minutes from

New York City. The seven-building headquarters complex was designed by Edward Durrell

Stone, one of America's foremost architecture. The building occupies 10 acres of a 144-acres

complex that include the Donald M. Kendall Sculpture Gardens, a world- acclaimed sculpture

collection in a garden setting.

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 PepsiCo's History Timeline

PepsiCo, Inc. is founded by Donald M. Kendall, President and Chief Executive Officer of Pepsi-

Cola and Herman W. Lay, Chairman and Chief Executive Officer of Frito-Lay, through the

merger of the two companies. Pepsi-Cola was created in the late 1890s by Caleb Bradham, a

New Bern, N.C. pharmacist. Frito-Lay, Inc. was formed by the 1961 merger of the Frito
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Company, founded by Elmer Doolin in 1932, and the H. W. Lay Company, founded by Herman

W.Lay, also in 1932. Herman Lay is chairman of the Board of Directors of the new company;

Donald M. Kendall is president and chief executive officer. The new company reports sales of

$510 million and has 19,000 employees.

PepsiCo brands are available in nearly 200 countries and generate sales at the retail level of more

than $98 billion. Some of PepsiCo's brand names are more than 100-years-old, but the

corporation is relatively young. PepsiCo was founded in 1965 through the merger of Pepsi-Cola

and Frito-Lay. Tropicana was acquired in 1998 and PepsiCo merged with The Quaker Oats

Company, including Gatorade, in 2001 Headquartered in Purchase, New York, with Research

and Development Headquarters in Valhalla, NY, The Pepsi Cola Company began in 1898, but it

only became known as PepsiCo when it merged with Frito Lay in 1965. Until 1997, it also

owned KFC, Pizza Hut, and Taco Bell, but these fast-food restaurants were spun off into Tricon

Global Restaurants, now Yum! Brands, Inc. PepsiCo purchased Tropicana in 1998 and Quaker

Oats in 2001.PepsiCo’s mission is “To be the world's premier consumer Products Company

focused on convenient foods and beverages. We seek to produce healthy financial rewards to

investors as we provide opportunities for growth and enrichment to our employees, our business

partners and the communities in which we operate. And in everything we do, we strive for

honesty, fairness and integrity.”

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 PepsiCo Americas Beverages (PAB)

PAB includes PepsiCo Beverages North America and all Latin American beverage
businesses

Pepsi-Cola North America and PepsiCo Beverages International

Caleb Bradham, a New Bern, North Carolina druggist, who first formulated Pepsi-Cola, founded

PepsiCo’s beverage business at the turn of the century. Today consumers spend about $33 billion

on Pepsi-Cola beverages. Brand Pepsi and other Pepsi-Cola products – including Diet Pepsi,

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Pepsi-One, Mountain Dew, Slice, Sierra Mist and Mug brands – account for nearly one-third of

total soft drink sales in the United States, a consumer market totaling about $60 billion.

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Pepsi-Cola also offers a variety of non-carbonated beverages, including Aquafina bottled water,

Fruitworks and All Sport.

In 1992 Pepsi-Cola formed a partnership with Thomas J. Lipton Co. Today Lipton is the biggest

selling ready-to-drink tea brand in the United States. Pepsi-Cola also markets Frappuccino ready-

to-drink coffee through a partnership with Starbucks.

In 2001 SoBe became a part of Pepsi-Cola. SoBe manufactures and markets an innovative line of

beverages including fruit blends, energy drinks, dairy-based drinks, exotic teas and other

beverages with herbal ingredients.

Outside the United States, Pepsi-Cola soft drink operations include the business of Seven-Up

International. Pepsi-Cola beverages are available in about 160 countries and territories.

Pepsi-Cola began selling its products internationally in 1934 with its operation in Canada.

Operations grew rapidly beginning in the 1950s. In addition to brands marketed in the United

States, major products include Mirinda and Pepsi Max. Pepsi-Cola North America includes the

United States and Canada. Key international markets include Argentina, Brazil, China, India,

Mexico, Philippines, Saudi Arabia, Spain, Thailand and the United Kingdom. PepsiCo Beverages

International also produces, sells and distributes Gatorade sports drinks as well as Tropicana and

other juices internationally.

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Pepsi-Cola provides advertising, marketing, sales and promotional supports to Pepsi-Cola

bottlers and food service customers. This includes some of the world's best-loved and most-

recognized advertising. New advertising and exciting promotions keep Pepsi-Cola brands young.

The company manufactures and sells soft drink concentrate to Pepsi-Cola bottlers. The company

also provides fountain beverage products.

Gatorade/Tropicana North America

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Anthony Rossi as a Florida fruit packaging business founded Tropicana in 1947. The company

entered the concentrated orange juice business in 1949, registering Tropicana as a trademark.

In 1954 Rossi pioneered a pasteurization process for orange juice. For the first time, consumers

could enjoy the fresh taste of pure not-from-concentrate 100% Florida orange juice in a ready-to-

serve package. The juice, Tropicana Pure Premium, became the company’s flagship product.

In 1957 the name of the company was changed to Tropicana Products, headquartered in

Bradenton, Florida. The company went public in 1957, was purchased by Beatrice Foods Co. in

1978, acquired by Kohlberg Kravis & Roberts

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In 1986 and sold to The Seagram Company Ltd. in 1988. Seagram purchased the Dole global

juice business in 1995. PepsiCo acquired Tropicana, including the Dole juice business, in August

1998.

Today the Tropicana brand is available in 63 countries. Principal brands in North America are

Tropicana Pure Premium, Tropicana Season’s Best, Dole Juices and Tropicana Twister.

Internationally, principal brands include Tropicana Pure Premium and Dole juices along with

Frui'Vita, Loóza and Copella. Tropicana Pure Premium is the third largest brand of all food

products sold in grocery stores in the United States.

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Gatorade sports drinks were acquired by the Quaker Oats Company in 1983 and became a part of

PepsiCo with the merger in 2001. Gatorade is the first isotonic sports drink. Created in 1965 by

researchers at the University of Florida for the school's football team, "The Gators," Gatorade is

now the world's leading sports drink.

Vision of PepsiCo

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PepsiCo Mission
"To be the world's premier consumer Products Company focused on convenience foods and

beverages. We seek to produce healthy financial rewards to investors as we provide opportunities

for growth and enrichment to our employees, our business partners and the communities in

which we operate. And in everything we do, we strive for honesty, fairness and integrity."

PEPSICO IN INDIA

PepsiCo is a world leader in convenience foods and beverages, with 2007 revenues of more than

$39 billion and more than 185,000 employees across the world. Its world renowned brands are

available in nearly 200 countries and territories. PepsiCo gained entry to India in 1989 by
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creating a joint venture with the Punjab government-owned Punjab Agro Industrial Corporation

(PAIC) and Voltas India Limited. This joint venture marketed and sold Lehar Pepsi until 1991,

when the use of foreign brands was allowed; PepsiCo bought out its partners and ended the joint

venture in 1994. Firstly Pepsi was banned from import in India, in 1970, for having refused to

release the list of its ingredients and in 1993, the ban was lifted, with Pepsi arriving on the

market shortly afterwards.

PepsiCo has grown to become the country’s largest selling food and beverage Company. One of

the largest multinational investors in the country, PepsiCo has established a business which aims

to serve the long term dynamic needs of consumers in India.

PepsiCo India and its partners have invested more than U.S. $700 million since the company was

established in the country in 1989. In India, PepsiCo provides direct employment to 4,000 people

and indirect employment to 60,000 people including suppliers and distributors.

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The group has built an expansive beverage, snack food and exports business and to support the

operations are the group’s 43 bottling plants in India, of which 15 are company owned and 28 are

franchisee owned. In addition to this, PepsiCo’s Frito Lay snack division has 3 state of the art

plants. PepsiCo’s business is based on its sustainability vision of making tomorrow better than

today. Our commitment to living by this vision every day is visible in our contribution to our

country, consumers, farmers and our people.

PepsiCo India’s expansive portfolio

Refreshment beverages
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 Sports drinks

100% natural fruit juices and juice based drinks

Pepsi, 7 UP, Miranda and Mountain Dew, in addition to low calorie options– Diet Pepsi and 7Up

Light; hydrating and nutritional beverages such as Aquafina drinking water, isotonic sports

drinks - Gatorade, and 100% natural fruit juices and juice based drinks – Tropicana, Tropicana

Twister and Slice. Our local brands – Lehar Evervess Soda, Dukes Lemonade and Mangola

complete our diverse spectrum of brand.

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 HISTORY OF THE VARUN BEVERAGES LTD.

Varun Beverages Ltd. is situated in Tahsil Chhata of Mathura district. Pepsi has given VBL franchise

and profit generated by the Co. is totally participated by itself.

Earlier, Agra Beverages Ltd. was situated in the city of Taj, Agra in 1970. It was set up for Coca

Cola but due to political movement Coca Cola went out from the country. They started filling

Limca, Double Seven by 10th April 1986 and then afterwards Parle Products. In 1991 the company

started filling of Pepsi brands. At present Agra Beverages Ltd. is converted into Varun Beverages

Ltd. established in March 1999, situated in Kosikalan, Mathura.

Varun Beverages Ltd. is a private limited company to which franchise is given by Pepsi Food Ltd.

for bottling of the various Pepsi brands. Managing Director of the company is Mr. Ravi Kumar

Jaipur, leading top businessman (In Soft drink Market) in India.

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 VISION OF THE ORGANIZATION
The future description of something (an organization corporate culture, a business, a technology, an

activity) in the future.

Varun Beverages define its vision statement as follows:

“Varun Beverages Ltd. enters next few years with the confidence of a learning

knowledge based and happy organization”.

We will establish ourselves as a supplier of choice by delighting our customers with our service and

our products. In the coming decade, we will become the most cost competitive Beverages Plant and

so serve the community and the nation.

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MISSION STATEMENT:
“Consistent with the values of the Varun Beverages. Pvt. Ltd and strives to

strengthen India’s industrial base through the effective utilization of men and

materials.”

The means envisaged to achieve this are high technology and productivity, consistent

with modern management practices. Overall, the company seeks to scale the heights of

excellence in all that it does in all atmospheres free from fear and thereby reaffirms the faith in

democratic values.

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STRUCTURE OF THE ORGANIZATION

CHAIRMAN

MANAGING DIRECTOR

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 PRODUCTION FINANCE PERSONNEL MARKETING
MANAGER MANAGER MANAGER MANAGER

ASSISTANT ASSISTANT ASSISTANT AREA SALES

MANAGER MANAGER MANAGER MANAGER

2. STRUCTURE OF SALES DEPARTMENT IN V.B.L.

M.U.M.

U.M.

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 T.D.M. T.D.M. T.D.M. T.D.M.

A.D.C. A.D.C. A.D.C. A.D.C.

C.E. C.E. C.E. C.E.

SALES SALES SALES SALES SALES

MAN MAN MAN MAN MAN

M.U.M. - MARKETING UNIT HEAD, Mr. Prakash Chopra

U.M. - UNIT MANAGER, Mr. Deepak Bhalla

M.D.M- MARKETING DEVELOPMENT MANAGER, Mrs. Monika Kanchan

T.D.M. -TERRITORY DEVELOPMENT MANAGER, Mr. Ajay Saigal

A.D.C. - ACCOUNTS DEVELOPMENT CO-ORDINATOR, Mr. Amit Gupta

C.E. - CUSTOMER EXECUTIVE, Mr. Sachin Dixit

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PRODUCTION PROCESS:

Water Treatment Plants:

Water in the Varun Beverages Ltd,

before ensuring production, raw

water is being treated in the water

treatment plant. In this stage hard

water is converted into soft water by

the demineralization for the soft

drink base. The process of Osmosis

does the conversion of hard water.

The process involved is known as

coagulation process. Main chemicals used are Ferrous Sulphate (FeSo4), Calcium Hydroxide

(CaOH), & Chlorine (CI).

Initially water is treated with all these chemicals in the treatment tank and becomes turbid. All

impurities get settled at the base and remove the turgidity. Then it sent to the Carbon Tank where all

the microorganisms and chlorine’s are removed. The water so obtained is completely free from any

kind of impurities and can be used in further processing. The maximum alkalinity maintained until

as much as 50ppm

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FUNCTION OF EQUIPMENT INVOLVED IN WATER TREATMENT PLANT:

1. SAND FILTER:

It filters the water with help of sand. It is cleaned monthly by water & yearly sand

Changed.

2. ACF (Actified Carbon Filter):

It removes chlorine from water. It is cleaned monthly by steam & yearly

It is replaced

3. SF (Softener Filters):

It removes hardness. It is changed by 10% brine solution and cleaned by reverse water

Flow.

4. DMF (Dual Media Filter):

It removes suspended particles. It is cleaned weekly by Sodium hypochlorite

Solution.

5. DOSING SYSTEM:

Removal of chlorine.

6. MICRO FILTER:

It removes micro size particles. It is cleaned by Chlorine Solution

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 7. REVERSE OSMOSIS:

It cleans water on the principal of reverse osmosis

8. U.V.LIGHT:

It removes all remaining harmful bacteria

Bottle Washing Plant:

Used bottles returning from the market are stealthy. It is completely an auto-process which takes

place within a machine called washer machine. The machine has three compartments. Bottle for

washing are placed on the conveyer come inside the machine and get successive treatment. Bottles

are treated with 4% caustic soda in the first compartmental a temperature 100-150 F. Next these

were conveyed to the second compartmental, where bottles are again treated with 2% caustic soda at

a temperature of 120F, in the third compartment bottles are treated with soft water. Time duration in

each compartment is 10 minutes. Bottles are then sent through the inspection center, where these are

watched against strong light.

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Syrup Room: Syrup room is situated on the first floor. Here syrup is prepared from filtered

water, sugar and the concentration. The room is well equipped with several tanks and filter press.

Water under pressure in definite proportion. Inspected bottles gradually come under the “Filtration

Machine”. Carbonated syrup by this time fills the filler machine. From this machine, syrup is poured

into the calculated amount of syrup along with concentrate and water are being heated up to 85

degree C. Thus a saturated solution is being prepared. Next it is sent through a machine called

“Filter Press” syrup is filtered here.

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Filtered syrup is next passed through a para flow cooler, when by recycling and glycol method, the

temperature of the syrup is cooled down to 20-25 degree C cooled syrup is than stored in the syrup

tanks. Syrup comes to the Traumatic machine. Here syrup is mixed with carbonated bottles in

calculated amount. Meanwhile, crowner machine helps in closing the bottle mouth with helps of the

caps completely air tight. Ready bottles are again sent through an inspection center for through

examination on conveyer. Next they were carried on a round table from where they are collected.

These are the pictures of placing the cartoons full of cold-drinks which
are ready to sell to Retailers, Consumers, etc.:

For placing the cold-drink or mineral water bottles to the lorry, a

Robot is being used:

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PRODUCT POSITIONING

Pepsi prefers to position itself as the beverage choice of “NEW GENERATION”, or just as

the “PEPSI GENERATION”.

These terms adopted in Pepsi advertising campaigns are referring to the market that marketers

refer to as GENERATION X. The Generation X consumer is profiled to be between the ages

of 18 to 29. They have high expectations in life and are very mobile and active. They adopt a life

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style of living for today and not worrying about long-term goals. Though Pepsi’s main emphasis

is on this segment but they also have a focus on the 12 to 18 year old market.

The rich deep blue coloring represents eternal youthfulness and openness. Marketing plan like

“YEH DIL MAANGE MORE”, “GOT ANOTHER PEPSI”, “YEH PYASS

HAI BADI” AND “YEH HAI YOUNGISTAN MERI JAAN” have made Pepsi one

of the coolest brands recognized among teens in the top five and the only beverage product in

this category.

PROMOTIONAL ACTIVITY:

Promotional activities consist of various means of communicating persuasively with the

target audience. The important methods are:

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a) Advertisement: - when an identified sponsors pays media (such as TV) to
transmit to target consumer.

b) Personal selling: - where sales representative employed by the firm engage in

interpersonal communication with individual consumers and prospective
customers.

c) Sales promotion: - where the market utilizes displays, demonstrations,

premiums, contests or similar devices.

d) Publicity and public relation: - Help to stimulate supportive news items

about the firm and its product that have greater credibility with public than
advertisement.

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MARKETING STRATEGY:
Marketing strategy is the complete and unbeatable plan designed specifically for attaining the

marketing objective of the firm. The market objective indicates what the firm want, what the firm

want to achieves, the marketing strategy provides for achieving them.

The marketing is not just idea. It is a well outlined plan, and there are different ways to

formulating it. Basically formulating of marketing strategy consists of two main steps.

Select a target market, assembling the marketing mix, actually, the target marketing and

marketing mix together constitute the marketing strategy of the firm.

When the Pepsi food company entered in the Indian soft drink market, the market was already

prevailed by coke and previously it was parley. Pepsi tried to establish in India with a unique

marketing policy. Pepsi took into consideration of youth segment target market. Though the

advertisement of Pepsi highlighted the style of living of youth generation with different walk of

life. Pepsi bought in its advertisement different stalwart’s personalities from different fields. It

has attracted the young generation and of course increase the sales of Pepsi, also organized many

national and international sports events to attract the young generation.

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MARKET MIX OF L.B.P.L:
The set of controllable tactical tools: A product, place, price, and promotion (4p’s) that the firm

blends to produce the response it wants in the target market.

These are the following 4p’s.

Product:

That could meet the identified need of chosen consuming groups.

Price:
It is also an important part of 4p’s
QUANTITY RATES MRP/PCS
1. 200ml Pepsi & 7up(24b/s crate) 161/-
2. 200ml mountain dew, Miranda, masala soda 201/-
3. 200ml slice 216/-
4. 300ml Pepsi & mountain dew 240/-
5. 300ml Miranda & slice 310/-
6. 600ml Pepsi, masala soda, Miranda orange 620/-
7. 600ml 7up 537/-
8. 600ml slice 690/-
9. 2 litre pepsi,Miranda,mountain dew 540/-
10.2 litre 7up 513/-
11.350 ml Nibupani 430/-
12.250ml can 440/-
13.1 litre Aquafina 140/-
14.1.2ml slice 630/-

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15.1.2ml Pepsi, mountain dew, Miranda 525/-

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 16.Place:

It performs various functions like transportation, warehousing, channel

Management etc. so the products easily reach the consumer.

Promotion:
The firm carries out a number measure like personal selling, advertising and sales promotion

programmed with view to communicate to the consumer and promoter of the product.

It is the mechanism to achieve the consumptions of marketing process, striking the level of price

that is accepted to the firm as well as consumer.

4p’s policies of the Pepsi products:

Product:

There are five lines of products of soft drink in India that is almost matched with international

quality product line.

 Pepsi- 200ml, 300ml, 600ml, and 2000ml.

 Miranda- 200ml, 300ml, 600ml, and 2000ml.

 7up- 200ml, 300ml, 600ml, and 2000ml.

 Mountain dew- 200ml, 600ml, and 2000ml.

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  Slice- 250ml, 500ml, and 1000ml.

Price:
Product price are fixed by PepsiCo India according to competitors product price.

Place:
Pepsi has a strong channel of distribution, and intermediaries command the distribution

work.

FACILITIES PROVIDED BY THE COMPANY TO THE

RETAILER (TECHNICAL DEPARTMENT)

MARKETING EQUIPMENT MANAGER (MEM) - UNNI K NAIR

MARKETING EQUIPMENT COORDINATOR (MEC) – KAILASH SINGH

VISI COOLER

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 1. 220 LITRE

2. 280 LITRE

3. 320 LITRE

4. 340 LITRE

5. 350 LITRE

6. 400 LITRE

7. 450 LITRE

8. 500 LITRE

9. 650 LITRE

10. 800 LITRE

11. 850 LITRE

12. 1000 LITRE

13. 1200 LITRE

SCHEMES OF VOLUME PURCHASE

1. Cash discount

2. Card discount(sampling)

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DISPLAY MATERIAL

1. Stickers

2. Banners

3. G.S.boards

4. D.P.S boards

5. Racks

6. Counters
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7. Umbrellas

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(IT DEPARTMENT)

IT HEAD- SHIJO SAMMUEL

Sales Automation Management for the New Age (SAMNA)

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Manufacturing organizations of PepsiCo’s stature rely heavily on their distribution chains. In

order to equip their distributors with a way to capture secondary sales data, the company created

a go-to-market solution called Sales Automation Management for the New Age (SAMNA).

The solution, designed by PepsiCo’s IT team, involves deploying handheld devices at the

distributors‟ end. The company’s SAP environment, which handles primary sales information, is

the source of inventory data for SAMNA. Salespeople can retrieve information on stocks and

promotional schemes by logging into the SAMNA portal, and use the same for daily transactions

such as order capturing, invoicing, and reporting. SAMNA‟s MIS reports give distributors

visibility of the business, and the sales reports help them in reconciliation and billing. SAMNA

(Sales Automation Management for the New which is used in PepsiCo distribution network.

It integrated with Tally.ERP 9 (MS Excel as intermediate).

SAMNA has greatly increased the efficiency of the sales team.

Information on schemes, Planogram etc. is readily available on the device. The salesperson no

longer has to depend upon manual data entry to record transactions. After each sale, entry can be

made into the hand held device itself and using

EDGE/3G connection the data is updated onto a centralized system thereby eliminating the

chance of committing a mistake. It has become even easier to monitor the performance of a PSR

for the CE as he/she just has to connect the device to computer to review the performance IT.

Hassled to an ease in stock management for the ADC

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The solution has the distinction of being one of the largest secondary sales solution in the

country. Apart from letting distributors gain visibility on the supply chain, thereby increasing the

productivity. SAMNA has also aided PepsiCo in understanding sales patterns, resulting in better

market analysis

COMPETITOR ANALYSIS
The major competitor of Pepsi through out the world is Coca Cola. Following will give a brief

of the competition between the rivals:

 Although the goals of both the companies are the same, the two companies rely on

somewhat different marketing strategies. Pepsi has always taken the lead in developing

new products. Further, Pepsi has always taken more risks, acted rapidly, and was always

developing new advertising ideas.

 In the foreign markets, Coke has been more successful then Pepsi. However, in certain

countries, consumers wanted a soft drink that was low in sugar and Pepsi responded to it

by developing Pepsi Max.

61
  While Coke has been playing safe with advertisement featuring cute polar bears, Pepsi

stole away Generation X with the appropriately titled “The Choice of a New

Generation” and “Generation Next” marketing campaigns.

 Pepsi has positioned itself as a youth drink which is considered to be more modern and

lively as compared to Coca Cola. Also, Pepsi has always played around innovations so as

to lead the market.

COMPRASION BETWEEN THE PRODUCTS OF PEPSI AND COKE:

COMPARATIVE PRODUCTS
Flavor
Pepsi Coke
Cola
Pepsi Coca-Cola, thums up
Clear Lime
7up,Mountain Dew Sprite
Cloudy Lime
Miranda-Lime Limca
Orange
Miranda Fanta
Water
Aquafina Kinley
Lemon Nimbooz Minute Maid

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In above table, I have shown product target in the market. Both companies try to substitute each

other product in the market. When a company don’t fulfill the demand of market then other

company substitute that product with own product. In the market many time seen that consumer

demand a product according to his desire, but due to lack of supply he switch over of substitute

product. So company always wants with substitute product for enlarging his market share. That

is why both companies has introduced comparative product for each other.

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PARLE AGRO PRODUCT:
Parle Agro Pvt. Ltd operates under three business verticals: • Beverages – fruit drinks, nectars,

100% Juice, sparkling drinks • Water – Packaged Drinking Water • Foods – confectionery, snacks

Frooty:

Launched in 1985 as a mango drink, Frooty is the first beverage to be launched in tetra

packaging in India. Frooty is India’s favorite Mango drink and is ranked amongst the most

trusted brands in numerous national surveys.

Appy Classic:

Launched in 1986 as apple nectar and originally available in a white tetra pack with an apple

and leaf graphic, today it comes in black tetra packaging. Appy remains the first apple nectar to

be launched in India.

Appy Fizz:

Launched in 2005, Appy Fizz is India’s first sparkling apple drink available in a champagne

shaped PET bottle. Considered the ‘Champagne’ of Fruit drinks, Appy Fizz is a one of a kind

product in the beverage market. Recently, Appy Fizz has been given a makeover in terms of a

new packaging.

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Saint Juice:

Launched in 2008, Saint Juice is available in three variants – Orange, Mixed fruit, Grape and

Apple. Saint Juice is 100% juice with no added color, sugar or preservatives.

LMN:

Launched in 2009, LMN is a fresh take on nimbu pani. It contains real lemon juice and has no

artificial flavors or preservatives. LMN works as an ‘Emergency Lemon Refresher’, and tastes

closest to authentic nimbu pani

65
.

66
Grappo Fizz:

Launched in 2008, Grappo Fizz is a sparkling grape juice drink. Credited with

creating the sparkling fruit drinks category in India, Grappo Fizz is along the lines

of existing product Appy Fizz. It is purple-red in color and has no close

competition in the market.

FIELD WORK:

My work was to visit every shop and to see either they are following

PLANOGRAM or not. If not then suggest them its benefits. Firstly I have visited

150 shops and convince them its benefits. Majority of them were ready to use this

programme. Then I have taken one of merchandiser with me of that rout who is

responsible to arrange the bottles in the visicooler as per PLANOGRAM program.

He used to arrange the bottles in the visicooler.I have also help him as per my

afford. I have learned a lot in this process. Like how to convince the retailers? How

to talk with them, and many more things.

My project report is based on after implementation of POG in these shops. I have

personally visited these shops and find that only few shop are applying this

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program then I convince them to apply it. And then these retailers had applied this

POG. This project is prepared after the PO implementation in these 150 shops.

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 RESEARCH METHODOLOGY

‘Marketing Research can be defined as the systematic design, collection, and analysis and

reporting of data and findings relevant to a specific marketing situation facing the company’.

This section includes Primary and Secondary data.

Primary data: These are the data’s which are being collected by own self, not by others.

I have visited the Varun Beverages and got all the information about the processes, machines

which are assembled in the processing of bottle and filling of Soft Drink. Photos were also taken

out there.

SECONDARY DATA: means the data which have already been collected and analysed by

someone else for its own use. The photos of various types of processes engaged in soft-drink

factory are reffered from the internet.

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The Marketing Research process:

The Marketing Research process can be explained with the following figure.

70
 Define the problem and
research objectives

Develop the research

plan

Data Research Sampling Research Contact

sources Approach plan Instruments Methods

Sampling Questionnaire Mail

Primary questionnaire
unit

Secondary Sampling Qualitative

size measures Telephone
Interview
Observational
Procedure
research
Personal
Focus Group Interview
Collect the information
Research
Online
Survey research
Interview
Analyze the information
Behavioural data

Present the findings

Experimental
research

Make the decision

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 The Marketing Research Process.

The quality of any project work depends upon the methodology adopted for the study.

Methodology in turn depends upon the nature of the project work. The main strength of a report

comes from collecting, synthesizing and analyzing information that have a bearing on the

defined problem. Again, all information, related to the problem needs to be carefully scrutinized

to avoid the risk of biased analysis. Having once identified which information is relevant and

needs to be collected, one has to define how this will be done.

The method employed in the investigation depends on the purpose & scope of the inquiry. This

section describes the research procedure covering the following points:

 Research design used

 Data collection method

 Research measuring tools

 Sampling scheme

 Fieldwork

 Analysis

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Research Design:

It is some statement or specification of procedure for collecting and analyzing the information

required for the solution of some specific problem. It provides a scientific framework for

conducting some research investigation.

The procedure and the plan for collection and analysis of the information can be outlined once

the problem is formulated and the objectives of the investigation are listed.

Descriptive research Design:

These designs are determined for some definite purpose. A number of marketing research studies

are based on such design. It is focused on the accurate description of the variables present in the

problem.

Method of data collection:

The task of data collection begins after a research problem has been defined and research

design/plan chalked out. The primary data are those, which are collected afresh and for the first

time, and thus happen to be original in character. The secondary data, on the other hand, are

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those which have already been collected by someone else and which have already been passed

through the statistical process.

Collection of primary Data:

I collect primary data during the course of doing experiment in an experimental

research but in case we do research of the descriptive type and perform surveys,

whether sample surveys or census surveys, then we can obtain primary data either

through observation or through direct communication with respondent in one from

or the another or through personal interviews.

Methods of collecting a primary data particularly in surveys and descriptive

research important ones are:

 Observation method
 Interview method
 Questionnaire method
 Schedule method

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75
 DATA ANALYSIS

1. TYPES OF OUTLETS:

Type of outlets No. of Retailer % of outlets

Grocery 73 52
Convenience 42 25
Eatery 35 23
Total 150 100

INTERPRETATION:
In the survey it was found that out of total 200outlets:

 52 % were grocery outlets which includes general store and Kirana store.

 24 % were convenience store outlets which include peetle shop, bus stand, Railway station,

STD booth.

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 23 % were eatery outlet which includes restaurant, sweet shop, Juice or cold drink counter

and hotel.

RETAILER THINKS THAT POG PROVIDES CONVENIENCE TO THE

CUSTOMER WHILE PURCHASING THE PRODUCT

OUT OF 150 RETAILER 78 SAY COMPLETELY AGREE, 51 SAY PARTIAL AGREE, 11

SAY DISAGREE.

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 2.DEMAND OF PEPSI IN DIFFERENT SEASON:

Demand in season % sales

Jan-March 10
April-june 60
July-september 20
October-December 10

INTERPRETATION:
 During my survey I asked 150 retailers about the demand in the season, The

maximum reply has come for the April to june onley because in indian

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market the maximum temperature. The hot day falls in between that

particular mont

79
 RETAILER THINK THAT POG HELPS IN INCREASING SALES?

OUT OF 150 RETAILER69 ARE PARTIALLY AGREE, 56 ARE COMPLETELY AGREE, 12

PARTIALLY DISAGREE & 11 DON’T KNOW.

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81
DOES RETAILER FINDS IT DIFFICULT TO UNDERSTAND POG?

OUT OF 150 RETAILER 36 ARE ARE PARTIALLY DISAGREE, 76 ARE COMPLETELY

DISAGREE, 13 ARE COMPLETELY AGREE & 14 ARE PARTIALLY AGREE.

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 ON THE BASIS PACKING, FLAVOUR, TASTE, ANY OTHER CUSTOMER PFER
PREFER THE PRODUCT

RETAILER’S SAY CUSTOMER GIVES MORE PRIORITY TASTE.

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 THIS IS THE VARIOUS MEDIA

OUT OF 150 RETAILER 51 SAY TV ADS, 27 SAY PRINT MEDIA, 12 SAY HOARDING
& 10 SAY RETAILER TO RETAILER .

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85
 2. SATISFACTION LEVEL OF RETAILER:

Satisfaction level No. of retailers % of retailers

Fully satisfied 15 10
Satisfied to max. extent 20 15
Satisfied 60 35
Satisfied with some reser. 30 20
Not satisfied 25 20

INTERPRETATION:
During the survey I asked about the satisfaction level of retailer about the product and services

after analysis, it was found that:

 10 % were fully satisfied.15 % were satisfied with the maxium extent.

 35 % were only satisfied.20 % were satisfied with some reservation.

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  And last 20 % of the retailer they were totally against the excution done by the pepsi at

their outlet.

FINDINGS
 Sell of Pepsi products can raise with regular Advertisements.

 The Proper inspection is good programme to promote the Pepsi products.

 This programme gives the easy visibility to the products in the visicooler.

 Some of the retailers have their argue and it takes a long time to arrange the

Bottles.

 Some think that it is not so much beneficial but majority thinks it is best way to promote
the products.

 Merchandiser is not conscious, so the retailers don’t take interest in the sales of the

product.

 Merchandiser does not reach to clean the visicooler.

 Survey is the programme by which retailers can know about the availability of products

in one sight visit to visicooler only.

RECOMMENDATION
 To give close eyes on the merchandisers of specific rout.

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 CE must instruct the merchandiser about the daily work.

 CE must visit retailers shop to enquire for working report of the day.

 PLANOGRAM must be remembered to the merchandiser.

 Visicooler must be clear by merchandiser at least on alternative days.

 Surprise visit should be there to know the work done by merchandiser.

 Firstly retailers should clearly know that what are retailer survey& what benefit they will

get after applying this. And this should be explained by the CE or any company upper

level employee.

 Complains should be entertain as soon as possible.

 Delivery must be at the time.

 Orders by the retailers should be executed in a proper manner to avoid irregular

availability.

 Benefits after applying POG must be known to the retailer.

 Company should prepare future plan for maintain sales in market. Because company

competitor can increase and can capture the market.

 Company should provide special benefit to the retailers other wise his interest will go

down from cold drinks.

 Present time competition is not high in this line because its competitor is only Coco-Cola.

So that company can do compromise with Coco-Cola and both can increase product’s

M.R.P

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 Company should appoint a special representative for listening retailer’s problem and

solve them. He can also find out some shortcomings of salesmen & others.

 In case of cold drinks selling mostly depend on retailers. So his satisfaction is needed.

 Test of all flavors like, Pepsi, 7up, Mountain Dew, Mirinda, Slice, Tropicana, and

Nimbooz-Paani are also good.

 Defected goods should be returnable or changeable.

 Good execution is a main factor in more selling good execution improves selling.

 Sales executive & salesman relation and good behavior also provide effective guidelines

in increasing selling.

 For more selling company person should fulfill his commitment.

 In Cold Drinks line brand loyalty found only 20%. So that which will be visible that will

salable.

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90
91
 CONCLUSION

I. The study reveals that the market share of Pepsi in Delhi region is 42% as compared to

Coca-cola is58%.The re is neck –to-neck competition between these two companies.

II. According to my survey report the sale service of Pepsi was not up to the satisfaction

level because of the following reason ,Vise cooler ,advertisement glow sign board of the

company were very less some were ,order are not working properly. The rival company

Coco-cola was very quick in this area.

III. Recognize the importance of good hygiene practices to enhance store and department

image.

IV. Identify and reduces the causes of out of stocks to increase sales and satisfaction.

V. Create a cultural change of retail shops to improve overall performance and efficiency of

Personnel and inventory investment.

Reduce out-of-stock and delivery problems.

VI. Rotation of information helps to increase productivity of sales associates Increase sales

and profits.

VII. Beverage segment contains to attract the most significant population of the country.

VIII. Beverage segment remains to be the most attracting commodity in generation.

IX. There is continuous increase in the sales of coke.

X. PepsiCo becomes a preferred brand at the coming time of this resion.

XI. Coco- cola is trying to dominate the beverage

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XII. PepsiCo becomes a preferred brand at the time of celebration. But it is dominated by coke

because of the increasing sales of coke.

XIII. The study reveals that one of reason of less sales of cola flavor of is that the cola flavor of

Pepsi is very mild in taste as compared to the cola brand of coco –Cola Company and

thumps up.

XIV. Satisfaction level is not up to the mark, Scrap was not easily recyclable, and company

was not interested in taking leakage bottles.

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SWOT ANALYSIS

STRENGTHS

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 Company product having a good brand name and trade mark. So that there is no such

problem for convince the user.

 Being a franchise company product trade mark. That’s why its scope is worldwide.

 PepsiCo is capturing near about 33 % markets in cold drinks line remaining 67 % captured

by its main competitor Coca-Cola in rural market. The reason behind that good supply

and its all flavor like Pepsi, Mirinda, Mountain Dew, Slice, Tropicana and Nimbooz-Paani

also asked by the user in Ghaziabad Area.

 PepsiCo good Brand Image not only in India rather all over the world. That’s why there is no

need of Advertisement.

 Company marketing policy is consumer oriented by doing mentioned M.R.P. and

manufactured date.

 Company having expert management so that company can provides better goods & service

for the ultimate user.

 The attributes of the product is as per the consumer aspirations, specifications and taste. It

has high perceived quality; it is affordable by the consumers. This factor has helped the

company to keep steady margin of its sales volume.

 The company has an excellent distribution channel of network which has enabled the

availability of products in different regions as per the consumer demand and supply for the

product.

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WEAKNESS

 The main weakness of the company is that company is not in position of provide all flavor’s

to the customer daily or at a one time.

 Customer is not happy from company marketing policy. He wants Company will start special

discount program or increase maximum retail price.

 Most of the retailer’s problem is that no. company person comes at the shop for addressing

the problem.

 Company top management not declares the scheme before one or two days. That’s why

catalogue not prepared by the lower level management scheme. In this way retailers are not

satisfy for company policy.

 Company management is not doing any thing for retailer. If management is not providing any

relief then he will increase M.R.P.

 The main weakness of the company is that after the ban on advertisement it is not able to

promote the product on higher basis as it was promoted before the ban.

 The other weakness is the manufacturing process which is very time consuming. Sometimes

it is very difficult for the company to supply the products as per the demand.

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 Most the times the consumer prefers the price of the product first and then the quality and

other factors. The price of PepsiCo is low/- therefore as a low price product the quality is

ignored by the consumer and then they prefer to buy ‘others”

 The next weakness is that the company is not able to build a further brand image due to the

ban on advertisement. The branding of the company is done on small basis which is hardly

ever seen.

OPPORTUNITIES

 Company can increase his product selling by increasing plant capacity and manufacturing

capacity.

 Being a seasonal selling product provide the entire flavor to the customer in hot session very

necessary. It is the opportunity for the company.

 By providing better goods & services company can increase his market share.

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 In present now the competitors are very less so that company can compromise its main

competitor Pepsi and can take maximum profit.

THREATS

 Company should do something for customer interest. Providing beneficial scheme and good

relation to customer other wise it’s other competitor will develop and they will capture its

market.

 Cold Drinks selling is very much depend on customer or retailer so that retailer is not happy

than sale can be effected in future.

 In this time only two or three competitor are existing in the market. In the future the

competitor can increase. So that company should prepare some future plan for maintaining its

market share.

 Some domestic competitor can develop in the market. Company should prepare long term

future plan for permanently existing in Host Country.

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99
 BIBLIOGRAPHY

1. (NPCS), N. P. (2012). Soft Drink Industry in India. Retrieved from NIIR

Project Consultancy Services

2. Arpita Mukherjee, D. M. (2013). Food Processing Industry in India

Unleashing the Potential of the Non- alcoholic Beverage Sector.

3. New Delhi Indian Council for Research on International

Economic Relations (ICRIER). Bhushan, R. (2013, October 8).

4. Sprite topples Thumps Up from numerous Uno position after three decades.

Retrieved from Economic Times: http://articles.economictimes.indiatimes.com/2013-

10-08/news/42829160_1_coca-cola-india-thums-up-sprite

Brands Display. (2014, April 14). Slice launches India’s most loved mango varieties

With 3 new flavors in Slice SwayAAMvar.

5. Retrieved from Brands Display: http://brandsdisplay.com/?p=2517

Census, I. (2011). Five Year Age Group Data - C14 Table. Retrieved from Census of

India:

6. Forbes. (2013, November).

The World's Most Valuable Brands. Retrieved from Forbes:

http://www.forbes.com/powerful-brands/list/

7. Kotler, P. (2012). Marketing Management: A South Asian Perspective. Pearson

Education.

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 8. Ministry of Health and Family Welfare, G. (2005-2006).

9. National Family Health Survey. New Delhi: Ministry of Health and Family Welfare,

GoI.

10. National Council of Applied Economic Research (NCAER). (2008).

Indian Soft Drink Industry: Challenges and the Way Forward. New Delhi: National

Council of Applied Economic Research (NCAER).

11. PepsiCo. (1999). Annual Report. Purchase, New York PepsiCo.

12. PepsiCo. (2013). SAMNA- Power in Your Hands. Gurgaon, Haryana, India.

13. PepsiCo. (2014). PepsiCo Achieves 2013 Financial Targets and Announces Increase of

35% in Cash Returns to Shareholders for 2014. Purchase, New York: PepsiCo.

14. PepsiCo India. (2014). PepsiCo India- About Us. Retrieved from PepsiCo India:

http://www.pepsicoindia.co.in/company/about-pepsico.html

15. PepsiCo India. (2014). PepsiCo India- Brands. Retrieved from PepsiCo India:

http://www.pepsicoindia.co.in/brands.aspx

16. PepsiCo India. (2014). Performance with Purpose. Retrieved from PepsiCo India:

http://www.pepsicoindia.co.in/purpose/performance-with-purpose.html

17. PepsiCo. (n.d.). Our History. Retrieved from PepsiCo:

http://www.pepsico.com/Company/Our-History

RJ Corp. (2014). RJ Corp- About Us. Retrieved from RJ Corp: rjcorp.in Russell, M.

18. (2012, May 12). How Pepsi Went From Coke's Greatest Rival to an Also-Ran In The

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 Cola Wars. Retrieved from Business Insider: http://www.businessinsider.com/how-

Pepsi-lost-cola- war-against-coke-2012-5? IR=T.

Seema Gupta, K. N. (2009). Tejas@IIMB. Retrieved from IIM Bangalore:

19. COMPANY ANNUAL REPORT

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 ANNEXTURE
QUESTIONNAIRE:
VARUN BEVERAGE PVT. LTD. MAYUR VIHAR NEWDELHI

Outlet name :

Address :

103
Contact person :

Mobile no. :

1. Question: Per annum sales of Pepsi:

GRB sales:

PET sales:

2. Question: Per annum sales of Coco-cola:

GRB sales:

PET sales:

3. Question: which company’s fridge you have?

1) Pepsi 2) Coco-cola

4. Question:which type of fridge you have?

1)visi cooler 2)chest cooler 3)own fridge.

5. Question: capacity of the visi cooler and chest cooler.

1)110lt. 2)220lt. 3)440lt. 4)720lt. 5)more than 720lt.

6. Question: capacity of retailer fridge.

1)190lit. 2)220lit. 3)230lit. 4)260lit. 5)more than 260lit.

7. Question: Current stock of Pepsi:

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GRB stock:

PET stock:

CAN stock:

105
1. Question: Current stock of Coco-cola:

GRB stock:

PET stock:

CAN stock:

9. Question: Goods vehicles visit on outlet.

1)daily 2)Alternative. 3)weekly.

10. Question: In which product you earn more profit.

1)Pepsi 2)Coca Cola

11. Question: What do customers drink more?

1)Pepsi ……………………….

2)Coca Cola ………………….

12. Question: What is glass strength?

1)Pepsi ……………………….

2)Coca Cola ………………….

13). What is the media of advertisement?

1)Pepsi ……………………….
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 2)Coca Cola ………………….

14. Who is your supplier?

1)Pepsi 2)Coca Cola

 Any remarks :

Problem regarding fridge, delivery, exchange of brust goods, regarding

schemes.

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