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,CHANDIGARH Submitted to :MS. AMANJOT KAUR CHANDRANAND KUMAR L.NO-90262233361 1 20092011 R0L Submitted BY :-
The present era is an era of “Brand Marketing” The business of brand marketing can be compared to the game of chess. In the area of marketing brand name, packaging, distribution and advertising plays similar role as that of pawn on the board of chess. To achieve the purpose I have done my summer project training from Lumbini Beverages Pvt . Ltd. Hajipur, Unit the topic given me is “A brief study on sales and distribution for soft drink special reference’s to pepsi cola in patna region “ Knowledge attains maturity and perfection through application in practical field. Application of Management Principles in all branches whether product, personnel, finance, marketing etc. results are more efficient and effective utilization of available resources. This report has been compiled firstly in partial fulfillment of the requirement for MBA, secondary to share the practical knowledge and experience gained as result of continued association with company’s marketing branch. The details mentioned in this report are based on real situations. Since the reader would like to know the general detail of two cola giants, therefore a chapter includes a discussion on theoretical aspects of comparative study and its application for the industry in marketing is also include. Further to help the reader in understanding the findings, graphical representation, conclusions and suggestions are also includes, which very much helps Lumbini Beverages Pvt. Ltd., Hajipur to know where he stands in the soft drinks market. What is the market share of Pepsi and what Pepsi is doing against Coca-Cola. I frequently hope that this project report would be considerable help to the management for developing strategies in those areas. The Objective of Summer Training was Applicability of theoretical knowledge in practical situation. Proper understanding of business environment and its complexities To tackle various problems. 2
ACKNOWLEDGEMENT This project report is a sincere attempt to carefully and systematically gather fact’s about and evaluate the sales and distribution of Pepsi and Coca-cola of M/s Lumbini Beverages Pvt. Ltd.,Hajipur as a part of the course curriculum of MBA Degree,From DOABA BUSINESS SCHOOL,KHARAR,CHANDIGARH.Which is based on Eight weeks duration.For the completion of my project report many person directly or indirectly assisted me.
At first,I would like to express my sincere thanks and deep gratitude to my esteemed guide Faculty member:Mr.AMANJOT KAUR for his kind initiative, guidance and valuable suggestion without which the completion of this would not have been possible.
I also express my per found sense of gratitude to Mr. Vinay Kumar, TDM Patna of M/s Lumbini Beverages Pvt.Ltd.,Hajipur, who provide me an opportunity to work and also guide me at every time to work and also guide me at every step of my project. His proper direction and constant inspiration provide to be an asset for this project. I would like to thank Mr. HARISH KUMAR SINGH,CE (Pepsi Depot) Kumharar, Patna for this kind Co-operation to compile my project.
I am also grateful to Mr.N.K.Prasad,HRD Executive,(Pepsi) Lumbini Beverages Pvt. Ltd, Hajipur, for providing me excellent opportunity to learn and conduct research in their esteemed organition. Words are too little to express my gratitude to them. Since the reader would like to know the general details of two cola giants, therefore, this chapter includes a discussion of theoretical aspects and its application is included. Further to help the reader to understand the findings with graphical representations, conclusions and suggestions are also included, which is very much helpful to know that where Lumbini Beverages Pvt.Ltd, stands in the soft-drink market.What is the market share of Pepsi and how Pepsi is doing against Coca-Cola. I hope this report will be special interest to the marketing students, who are on look for such real life situations beyond their classroom studies. Last but not least, me thanks to God and a great debt of gratitude to my parents and my friends, who provided m a strong support for succeeding in my object.
CHANDRAN AND KUMAR MBA(Mark eting)
I Chandranand Kumar, do hereby declare that the summer internship project report submitted by me for the partial fulfillment of requirement for the MBA (MASTER OF BUSINESS ADMINSTRATION) from Doaba Business School. This has not been submitted to any other university/ institution for the reward of any degree/ diploma certificate.
CHANDRANAN D KUMAR
CERTIFICATE BY THE GUIDE
This is to certify that the project titled, “SALES AND DISTRIBUTION” submitted by chandranand kumar, Roll No. MBA,90262233361 for the partial fulfillment of the requirements of master of business administration In Marketing. This project embodies the work done by him during second semester of his course under the supervision of MS. AMANJOT KAUR. It is further certified that I have not submitted this report to any other organization for any other degree.
Forwarded By:Dr.Meenu Jaitely
TABLE OF CONTENTS Contents preface Acknowledgement Declaration Certificate provided by the company Certificate by the guide Chapter 1 Introduction of research Introduction of research topic Reason for selecting topic Importance of the research Research objective Research scope Soft drinks industry profile Soft drinks industry in India
Page no. 2 3-4 5 ... 6 8-11
Chapter 6 Chapter 7
Chapter 8 Chapter 9
Mission & Vision and History of pepsi Pepsi the Indian experience Characteristics of soft drinks Organization and Product profile History of L.B.P.L Profile of L.B.P.L& organisational hierarchy Swot analysis Product profile Marketing activities Market segment Promotional activities Merchandising policy Advertising strategy of company Year wise advertisement Distribution channel of L.B.P.L Market survey Research methodology Limitation of the research Pepsi review Data analysis Price Sheets of the Products Facilities provided by company Data analysis and interpretation Finding, suggestion & conclusion Bibliography Annexture :-glossary of the term & Questionnaire
66-70 71-72 73-77
INTRODUCTION OF THE TOPIC:• • • • • INTRODUCTION REASON FOR SELECTING THIS TOPIC IMPORTANCE OF THE REASERCH RESEARCH OBJECTIVES RESEARCH SCOPE
Beverage industry is one of the fast growing industries in India. It can be divided into two sections i.e. carbonated and Non-carbonated.The carbonated drinks that can be further classified into Cola, Lemon Orange, Mango and Apple segments. Marketing includes all the activities like promotion, distribution, advertising etc., to fulfill the all segment of consumers. Marketing is also to convert social needs into profitable Opportunities.So this topic provides all the essentials to theoretical knowledge with practical Knowledge and to inculcate the efficiency. It is also requirement for the company to improve their service and product quality for achieving their ultimate goal.
REASON FOR SELECTING THIS TOPIC
The topic has been already given by the company to collect information about current happening in the market. It also helps to makes improvements in service and quality of the product, for their long time existence in the market and getting profit. Simultaneously, it is also helpful for me to learn the consumer behavior and observe their attitude towards demand of particular products practically.
IMPORTANCE OF THE REASEARCH
The training in the organization is very important for a student who is undergoing with such Course. This course is not the answers for all the problems, which arises in the practical field. There is no certain formula for any particular problem, but the aim of this study is to develop the ability of decision- making. Right decisions at right time itself help the organization to run smoothly.
The training in an organization gives an idea how decisions are taken when any problem comes to an executive. So the way of problem solving, right decisions making and knowledge of different type marketing activities give much importance to the study.
Simultaneously, it is also beneficial for the company to make certain change in quality /service/price of the product according to consumer demands.For long running a business organization such types of improvements in needed time to time.
The following were the main objectives of the research:1. 2. 3. 4. 5. To know about the peak season of soft drink. To know about type of outlet. To know about the behavior of staff visit. To know about the visi cooler provided by pepsico. To know about satisfactory level of retailer from pepsico distributor. RESEARCH SCOPE
The main scope of this research is ascertaining the various methods to increase the sales volume and distribution activity of the concern. The methods include regular measures to make the brand position in the market and taking measures to confirm the brand in position.One of the most important aspects of this study is also to increase the market segment for the products.
Many more scope of this topic may be as follows: 1. Evaluating awareness about Pepsi Company. 2. Comparison of Pepsi product to competitors. 3. Identification of market potential. 4. Evaluating customers need with company product. 5. Collecting suggestion for product improvement etc.
-:SOFT DRINKS INDUSTRIES PROFILE:•
SOFT DRINKS INDUSTRIES IN INDIA
MISSION & VISION
HISTORY OF PEPSI PEPSI-THE INDIAN EXPERIENCE CHARACTERISTICS OF SOFT DRINKS
• • •
SOFT DRINKS INDUSTRIES IN INDIA A soft drinks is a non-alcoholic beverages. It is artificially flavoured and contains no fruit juice or pulp. India with population of more than 100 crore is one of the largest consumer markets in the world after China. Soft drinks is a typical consumer product purchased by individuals to quench thirst and secondly for refreshment.
Searching for the point of origin of Indian soft drinks I first document on Gold Spot, which was the first brand soft drinks in India? It was introduced by PARLE during later part of 40’s. Cola giant, CocaCola was the first foreign soft drink to be introduced in India in 1965, Coca Cola made a very good beginning and dominated the whole scheme right from the world go. It (Coca-Cola) faced no competition at that time.
This extraordinary success of soft drinks can be attributed to the following factors:
(a) Absence of contemporary competitive brand. (b) Euphoric image build up in the Western countries preceded the entry into India Market (c) Indians are very found by nature of foreign goods, services etc.due to prolonged foreign rules. PARLE EXPORTS PVT. LTD.Later in 1970 introduced Limca, Lemony Soft drinks.Before Limca introduced they had tentatively introduced Cola, Pepino, which they had to withdraw in the face of battering confrontation with Coca-Cola soon. Three of four groups of Indian companies, which had the required production capacity started their own brands of Cola. Lemon, Orange, but failed to achieve their goal on a national basis.
India always has love and hate relationship with MNC’s which gave a significant opportunities to soft drink industries in India when Coca-Cola decided to windup its operations in 1977 rather than bowing to the Indian government insisting on:(a) (b) (c) Dilution of equity, as the government felt that lots of foreign currency was being wasted. Manufacturing of the top-secret concentrate in India. Disclose of the chemical composition of the essence.
This left a large vacuum in the popular soft drink market, and a vista was opened to any company with the requisite, technical, marketing and organizational skills. The existence of Coca-Cola from India in 1977 accelerated the growth of several Indian soft drinks.New soft drink in the form of Tetra pack enters the market among Frooti, Jump-In, and Tree-top Ire the prominent once.Till 1977 their equipped bottling plants and the distribution network a longing to be of no use. It took them one year to develop new formula to survive and gradually came up with Campa,Lemon, Orange and Cola that order.
However Parle, the pioneer in the soft drinks, blazed its way to national prominence with their product “Thumps-Up”,bearing the slogan “Happy Days Are Here Again”.This particular slogan helped to win over the loyalists or addicts to Coca-Cola.Soon the Indian Soft drinks industries started at a phenomenal rate, and all Parle products Gold-Spot, Limca and Thumps-Up became the brand leader in their own segment.
In spite of all these the drinks market still has large gap,as claim by soft drink manufacturers.To fill these gaps there are many soft drinks concentrate and squashes flooded the market.The Indian soft market basically offered three flavors i.e. Orange, Lemon, and Cola.
The year 1988 was the coming of the multinational company, PEPSI entering the Indian market eleven years after the existence of Coca-Cola.It had name, fame and edge of being one of the best in the game and it also offered stiff competition to Parle and Coke.Now Pepsi is going all out to prove that they are the best.
Missio n and Vision
At PepsiCo, we believe being a responsible corporate citizen is not only the right thing to do, but the right thing to do for our business.
Our mission is to be the world's premier consumer Products Company focused on convenient foods and beverages. We seek to produce 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'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.
Performance with Purpose
At PepsiCo, we're committed to achieving business and financial success while leaving a positive imprint on society - delivering what we call Performance with Purpose. Our approach to superior financial performance is straightforward - drive shareholder value. By addressing social and environmental issues, we also deliver on our purpose agenda, which consists of human, environmental, and talent sustainability.
PepsiCo’s quality policy
“Make sale and deliver the beverage to the consumer as it was designed, in order to deliver preference”. PepsiCo believes their success depend upon the quality and value of their product by providing a safe, whole some, economically efficiency and a healthy environment for their customer. And by providing a fair returns to their investors while maintaining the stander of integrity.
Our values reflect our aspirations - the kind of company we want PepsiCo to be. We express our values in the form of a commitment. Our commitment is : Sustained Growth is fundamental to motivating and measuring our success. Our quest for sustained growth stimulates innovation, places a value on results, and helps us understand whether today's actions will contribute to our future. It is about growth of people and company performance. It prioritizes making a difference and getting things done. Empowered People means we have the freedom to act and think in ways that we feel will get the job done, while being consistent with the processes that ensure proper governance and being mindful of the rest of the company's needs. Responsibility and Trust form the foundation for healthy growth. It's about earning the confidence that other people place in us as individuals and as a company. Our responsibility means we take personal and corporate ownership for all we do, to be good stewards of the resources entrusted to us. We build trust between ourselves and others by walking the talk and being committed to succeeding together.
BOARD OF DIRECTORS
Shona L.brown, Senior vice president, Business Operations of Googl Inc.
President and C.E.O. Colgate Palmolive 17
HISTORY OF PEPSI
Pepsi-Cola Company founded by CALEB D. BRADHAM in 1890 at North Carolina in USA.Its CEO is ROGER ENRICO and in India Pepsi Co.holding its chairman Mr. RAJIV BAKSHI. The head quarter of Pepsi-Co. in India is at Gurgaon.Prestly it is operated in 196 countries.
Pharmacist CALEB invented it to cure the disease “DISPARSIA”. It is from this word that was related to Pepsi.Soon it entered the American market as soft drink which at that time was mostly dominated by Coca-Cola,but soon Pepsi was able to dominate the Cola market and thereafter it has been no looking back.Pepsi and Coca-Cola are engaged in ferocious cold war that has taken the whole world by storm . Pepsi stands 51st position among the fortunate 500 companies of the world. Its total capital is approx $3000 crore and total sales annually is worth $37 crore, half of which comes from beverages and other half from the Sack foods division.The beverages arm of the Pepsi co. is Pepsi-Cola Company and the snack-food company is called Frinto-Lay-Inc.The year 1998 is the centennial year of Pepsi.Its total profit in the year 1996-1997 was worth Rs. 45 crore approx.The total number of employees engaged in this business is 4.25 lakhs globally.
PEPSI-THE INDIAN EXPERIENCE
Previously there were two ad tags “Yehi Hai Right Choice Baby” & “Nothing Official About It”, which immediately ring a bell-it’s to be a Pepsi.But today this ad. tag has been changed and now it’s “Yeh Dil Mange More”. Pepsi in a short span of its operations in India has found a place in hearts and minds of the Indian consumers.The success has primarily been due to the innovate and passionate Indian team which has been built over the years.Pepsi is a trendsetter managed and run by Indians, where important decisions are taken locally. Pepsi started its operation in India in 1988 in Kanpur and since Pepsi Co. has set up a fully integrated operation India viz.Manufacturing, Research and Development, Marketing distribution and franchising – Covering fruit/Vegetable processing, export, snack foods and beverages.In 1993 Pepsi Co.set up a hold company to further accelerate growth through new initiatives and joint ventures.Pepsi Co.is fully committed to India and the national objective of development of technology and accelerating exports and employment.It has invested 500 crore in India to develop the local market Pepsi has distributed exclusive franchises in India to bottle its total product.There are 34 bottling plants of Pepsi in India.Pepsi directly controls some and rests are under various franchises. Some special features in Indian scenario: 1. BEVERAGES:Pepsi has set up a concentrate plant in 1989 at Channo, District Sangrur, Punjab, With an investment of 55 million the state of the art Plant houses a world class laboratory where soft drinks from all over the world are tested. This concentrate plant supplies Pepsi. 7-Up Teem, Mirinda, Orange, Apple & Lemon flavors to all the Pepsi bottling plant in South Asia
Pepsi has 34 Bottling plant in India, out of which 8 are company owned and 26 are owned by Indian franchisee, Pepsi Co.has invested heavily on up graduation of these bottling plants and has put 5 green field project in backward areas such as Jaipur and Bazapur in U.P.Bharuch in Gujarat, Sonapur in West Bengal and Naclamangala in Karanataka. New Project is coming up in Maharashtra and Tamilnadu. In addition to the Companies Own Bottling Operation (COMBO), Pepsi has 26 Franchisee owned Bottling units in India.These franchisee manufacturers are also planning to install substantial additional capacities.In last two years Pepsi Co.’s franchisees have put new bottling plant at jaipur, Bhopal, Hajipur (Bihar).Guntur (A.P.) and Guwahati(Assam) with further investments.Pepsi Co.’s franchisees are amongst the best in the Pepsi world. 2. JUICES:Pepsi Co. plans to launch juices in a bog way in India,there by helping the farmers in fruit procurement Pepsi Co.Agriculture scientists have undertaken research on Mango,Guava and Oranges and these fruits would be the priority area for the juice launch in India. presently Pepsi has one juice brand.
3. EMPLOYMENT OPPORTUNITIES:Pepsi provides direct and indirect employment to persons in supplying it’s raw materials, packing materials, distribution vehicles, glass bottles, plastic crates, display racks etc.And to small artisans, paintings and small traders in market places activities. All the Pepsi’s business in India is either in Industries with backward linkages with farmers or in service industries, being highly distribution oriented.He Pepsi system operates over 300 trucks (direct operations). 8000 three-wheeler(distributors) and at least 1000 push carts, serving over half a million outlets in India.By the year 2005 the number of outlets to be served is expected to be doubled.
4. DEVELOPING SPORTS:PEPSI today is one of the main sponsors related activities in India has continued to promote upcoming new players of Cricket,Hockey and Football.In Mohali,Disclose of the chemical composition of the essence. Pepsi has developed a Pepsi Cricket Academy, which would develop over 500 Young Cricket enthusiasts in next five years. Similarly Pepsi cricket coaching camps and clinics are held to coach young boys in North and South. 5. COMMUNITY RELATIONS:Most of the bottling plats of Pepsi are located in backwards areas, thereby giving huge employment opportunities in these areas. Pepsi as a responsible company undertakes social projects in and around the bottling plants.These include supports to the education centers.Sponsors inoculation camps, providing free health checkup, initiating sanitation, drives, promoting literacy drives and helping villages to put up bus shelter etc. 6. REVENUE GENERATION:It is estimated that Pepsi-Co and its franchises generates over Rs.500 crore in (1977) to the exchequer by the collection of excise duty and sales
CHARACTERSISTICS OF SOFT DRINKS (a) (b) (c) (d) (e) (f) Unfinished goods (Required chilling before consumption). Two -way transportation ( Once filled bottles to market and Second empty bottles from market). Heavy expenses on advertisement and promotions. More attention to retailers. Several schemes and other facilities provided to them. Next flavors are introduced time to time.
(g) Highly competitive market with only two equally strong Players.
CHAPTER – 3
A BRIEF HISTORY OF LUMBINI BEVERAGES PVT. PTD.
PROFILE OF L.B.P.L.
A BRIEF HISTORY OF L.B.P.L.
I. Lumbini Beverage Pvt. Ltd. is situated at Industrial Area, Hajipur in Vaishali district of Bihar. Mr. Charan Khilani, , established it in the year 1997. It is one of the Pepsi Foods bottling Plants in Bihar.“Anand-Marketing Pvt. Ltd.”, was a marketing divisions of “Lumbini Beverages Pvt. Ltd.” but now“L.B.P.L”.does its marketing itself.
PROFILE OF LUMBINI BEVERAGES PVT. LTD.
Company Land Area Location and Authority Name of Director/Occupier Name of CEO Industrial License No. Factory Liscence No. Date F.P.O. Licence No. Capacity Nature of product No of employees Control Board
: : : : : : : : : : : :
9.30 Acres EPIP, Industrial Area, Hajipur- 844101 Ravi Khilani Mr. G. P. Singh Regn. No. – H 12475(C) 66750/VLI 16.08.97 10607/97 1500 bottles per minute Soft drink, Pepsi, Mirinda, Soda, Slice, Aquafina 150+150(max.) Seasonal labors any day in the season NO. 1877. Date – 07.04.97
TDM- Territory development manager. CE – Customer executive PSR- Presales representative
C.E of some Areas where I survey the market are as follows: C.E PSR
-------------- . RAMESH KR. ALOK KR. ASHUTOSH KR.
PATNA CITY BOOTHNATH KANKARBAGH RAJENDRA NAGAR
: NILKAMAL : NILKAMAL : BANMALI SUKHLA : HARISH KR. SINGH
1. Lumbini Beverages Pvt. Ltd is Fran chaise Owned Operation (FOBO) of world’s most famous soft drinks Pepsi Co. 2. LBPL uses state of the art and fully automatic machines and technology for the production and bottling of soft drinks. 3. It has very strong network and built market and currently holds all the parts of the state. 4. It has wide range of product varieties.
1. No cost cutting program for the products. 2. Promotional activities in the rural market is not unto the mark as compared to the Urban market. 3. Brand Pepsi in cola flavor is one of the popular lagging behind with its nearest competitor, only due to high sugar content and less thrilling taste. 4. Not viability of all the products on demand.
1. LBPL makes the buying process more convenient of efficient(It provides the Pepsi products at required places i.e. direct to distributors & retailers through distributors). 2. The executives of company meet the need for more information and advice to distributors/retailers/customers. 3. It takes return the leakage, burst bottles etc
1. One of the products of their competitor in lime flavor as a very good market share due to its taste. 2. Coca-Cola is now spending more and more to boost up the sale.
The product profile of LUMBINI BEVERAGE PVT.LTD. is:
No. of product & Flavour (a) Pepsi Cola (b) Pepsi Cola (c) Pepsi Cola (d) Pepsi Cola (e) Mirinda Orange (f) Mirinda Orange (g) Mirinda Orange (h) Mirinda Orange (i) Mirinda Lemon (j) Mirinda Lemon (k) Mirinda Lemon (l) Mirinda Lemon 28 2000 ml. Tetrazin. 600 ml. Tetrazin 300 ml. Tetrazin 200 ml. Tetrazin 2000 ml. Sunset 600 ml. Sunset 300 ml. Sunset 200 ml. Sunset 2000 ml. Burnt-Sugar 600 ml. Burnt-Sugar 300 ml. Burnt-Sugar 200 ml. Burnt-Sugar Quantity Colour
(m) 7up Lime (n) 7up Lime (o) 7up Lime (p) 7up Lime (q) Laher soda Lemon (r) Laher soda Lemon (s) Mountain Dew Lemon (t) Mountain Dew Lemon (u) Mountain Dew Lemon (v) Slice Mango (w) Slice Mango (x) Slice Mango (y) Topicana Jush (z) Topicana Jush
200 ml. 300 ml. 600 ml. 2000 ml. 300 ml. 600 ml 300 ml. 600 ml. 2000 ml. 250 ml. 500 ml. 1200 ml. 200 ml. 1000 ml.
Shelaty Shelaty Shelaty Shelaty Shelaty Shelaty Shelaty Shelaty Shelaty Mango Mango Mango Juice Juice
CHAPTER – 4
-: MARKETING ACTIVITIES :-
ADVERTISEMENT STRATEGY OF THE COMPANY
YEAR WISE ADVERTISING POLICY OF PEPSI SINCE 1990
DISTRIBUTION CHANNEL OF L.B.P.L
MARKET SEGMENTATION The soft drink being a FMCG product has a wider and scattered market. Thus to enable concentrated effort of marketing activities in different scattered market, the entire market is broken down into the following segments. • Route Market
Home Market At work market
ROUTE MARKET:Outlets in this market cater to those people who are engaged in shopping, eating, outgoing to and from work, in amusement enters etc.
HOME MARKET:Outlets in this market cater to people buying prominently for home consumption either by case loose bottles. AT WORK MARKET:-
Outlets in this market cater to people working in office, factories etc. An attempt is always made to make soft drinks readily and conveniently available all day long while people are actively working.
Promotional activities play a greater and important role in the marketing effort carried out by PEPSI CO. It is for more create and maintain a image of its products.
PROMOTIONAL ACTIVITIES CARRIED OUT BY “LUMBINI BEVERAGES PVT. LTD”
L.B.P.L.carry out its promotional activities as a controlled and integrated program of communication and material design to present its soft drink to the prospective customer. The tools used by “Lumbini Beverage Pvt. Ltd.”, for fulfilling the various purposes of its Promotional activities are the following:-
(i) Point of Purchase: A sensible man does not has to go for too find out whatever a common panwala knows that People buy with their eyes. Every item of sale in a shop is displayed in front where people can see it at the first sight.It is the same with all the shops vendors in towns either selling Consumer goods or selling soft drinks. Rather in selling a product like PEPSI display is more help it is an essential element because soft drink is bought a impulse on the spur of the movement. Thus the product is tested when it is brought at people’s attention.
(ii) Special event market: The dealer at special event sport places the banners and stall of Pepsi’s products.Like picnic, Cricket match, social activities are also used to cater the people. It helps in promoting the sale as well as in creating an image of products.
(iii) Media planning: A very important part of advertising is to decide the medium of advertising and how much to spend in each media: • • • • Newspaper Radio Television Hoarding
Product of sales materials ( paintings, glow signs, D.Board).
Advertising is one of the important factors which all put together results sales.It has to be backed by the distribution network,effective servicing, dealer, goodwill and so on.Thus advertising has to be very carefully woven with the entire demands of marketing.
PROMOTIOAL ACTIVITIES CARRIED IN PATNA: • • • • Point of purchase (POP) Special events ( fair show, Road show etc.) Hoarding By Newspaper, TV. Radio etc.
In today’s fast moving industry and highly competitive market, only those products are likely to be purchased which are capable of hitting the impulse of the consumers.The products appeal should be able to penetrate and get embedded into the perpetual space of the consumer’s mind.The concerned product should induce to the consumers.Pepsi believes that “Jo Dikhta Hai Wahi Bikta Hai” i.e. any product which is visible is bound to be sold.
METHODS OF MERCHANDISING: • • • • • • • • Visicooler placement Glow signboard Paintings Crate Stacking Umbrella Banners Display Special Schemes
ADVERTISING STRATEGY OF THE COMPANY
The main motive behind the purpose of advertising of the PEPSI Co. is to maintain the brand loyalty though recalling the memory of the users of soft drinks as to attract the potential consumers who consume a soft drink.On the national basis the media extensively used are :Newspaper, short advertising films, Radio, T.V etc.
Besides the advertising being carried out by Pepsi Co. Lumbini Beverages Pvt. Ltd., Hajipur also carries out its own promotional programme of which advertisement is an important aspect. The Lumbini Beverages Pvt. Ltd. is free to use any media, messages, copy etc. as and when required by them but single factor
which remains the same as used for each Pepsi Co’s bottling company on national level. The main slogan being used by PEPSI Co. bottle all over India for its Cola Products has been “The choice of new
Generation”. The main Model in the advertising is the Best Cricketer - M.S.Dhoni, Best Actors –
Amitabh Bachhan, Padukone. Shahrukh Khan, and Best Actress – Karenna Kapok, Pretty Zinta,and Deepika
YEARWISE ADVERTISING OF PEPSI SINCE 1990: After entering in India PEPSI started their advertising in planned way to fulfill the objectives expressed by Vibha Rishi, Executive Vice President, Marketing Pepsi India “I believe in advertising that leaves a smile on your face.” In 1990:The first commercial came on screen with actress Juhi Chawala and Pop singer Remo. The theme was “Feel the music”. “Are you Ready for the Magic?”. Went in the jingle and this ad ends with opening of Pepsi bottle. In 1992:The famous and unforgettable Punch line “Yehi Hai Right Choice Baby …. Aha!” was introduced with Remo and twelve year’s old Penny vaz. In 1993:This time also Amir Khan, Aishwarya & Sanjana have done the commercial on the theme “Can I have Another Pepsi.” In 1994:Here Pepsi introduced cricket star Sachin Tendulkar,Vinod Kambli and Azhar in which Sachin and Kambli fighting for Pepsi bottle and in the meanwhile Azhar comes and takes the bottles. This aid also ended with the same punch “Yehi Hai Right Choice Baby….. Aha!”. • In 1995:-
In this commercial when Akshay Kumar is given another soft drink, then the kid in the audience shouts “ Hai Akshay Pepsi” and he gets back his magic. And this aid also ends with the same punch line. In 1996:Here, the commercial shows the enthusiasm of Shahrukh to get Pepsi for his friend. He dodges the dog and with this he tries to show that Pepsi is the active choice to get for which the customer can do anything, and it is also revealed by the line “Pepsi To Mai Pee Ke Rahunga”.
. • In 1997:“Azadi Dil Ki” with
In this year Pepsi celebrated the 50 years of Indian Independence by the slogan Shahrukh and Azhar. In 1998:-
In this year Pepsi has again involved many cricket stars for commercial with slogans “More Cricket More Pepsi”, “Got a keep a cool ahead”, “Generation Next”. Beside this it has flashed many commercials with Leander Paes and Mahesh Bhupati for Mirinda(Orange). Mirinda….. for Mirinda (Lemon)- the commercial aid done by the Bollywood star Amitabh Bachchan gave tremendous real “Jhatka” to competitor with help of punch line “Jor ka Jhatka Dhere Se Lage” which is ruling heart throbbing of millions. Apart from all these commercial Pepsi has sponsored many Sharjah Cup at Sarjah. --- Pepsi Independence Cup in India. --- Yanni Concert in Agra. --- Asia Cup in Srilanka. In 1999:World Cup ’99 was sponsored by Pepsi Co. The aid featured Shahrukkh Khan and Sachin Tendulkar and the Punch line “Yeh Dil Mangay More” became very famous. In 2000:Aid featuring Shahrukh Khan with punch line “Yeh…more”.
Aid featuring Shahrukh Khan, Kareena Kapoor, Amitabh, and Sachin with the same punch line. In 2003:Aid featuring Fardeen Khan, Saif Ali Khan, Kareena Kapoor, Preeti Zinta with the punch line “Mausam Garam Hai Pepsi Ke Liye Hum Besharam Hai”. In 2003:ICC world Cup was also sponsored by Pepsi, featuring Shahrukh Khan in ad. Also an aid was featuring Sachin Tendulkar, Shane Warne and Carl Hooper Punch line “Bhaga Diya Na”. In 2004:The Yojana “Toss ka boss” has been sponsored by Pepsi for “ICC Championship Trophy” in England in September. The winner of this Yojana would get the opportunity to watch the TOSS with Saurav Group on the pitch. After the collection of hundred coupons of “Toss ka boss” Sticker any person may be winner this game. In 2005:This time the commercial advertisements has been done by Amitabh Bachchan, Shahrukh Khan, Sachin Tendulkar, Yuvraj Singh, Zaheer Khan, Mohd. Kaif etc. on the theme : “Oye Bubli Oye Bubli”. • In 2007:-
ICC world cup was also sponsored by Pepsi Gold .But they are got loss due to Indian Cricket Team • In 2008:-
Ye Hai youngistan meri jaan. • In2009:Mahendra Sing Dhoni Deepika padukone.
DISTRIBUTION CHANNEL OF “LUMBINI BEERAGES PVT. LTD.”
To make its products available at the right place, at the right time in the market, at the right place, the sales department of the company plays major attention towards controlling the channel of distribution. The company right from its beginning stage maintains single type of marketing channel.The nature of channel is as follows: COMPANY DISTRIBUTORS RETAILERS CONSUMERS
At first,soft drink is supplied to distributors.Retailers cannot take the delivery directly from the company. They have to take it from their respective of nearest distributors. The distributors selected on the basis of assurance given by them regarding minimum sales, which they have mention annually.The selection is also done on the financial position and reputation of distributing in the market.As for the example,first priority is given to those people who are in cigarette business. Depending upon market each distributor in its initial stage,deposit some security money.This amount varies between five thousand to ten thousand.The distributors at first have to seek the permission to the sales department for the number of cases of soft drinks required by them. After getting for the proper authority from the sales department, they take the delivery from the shipping department paying the requisite either in cash or as demand draft. The distributors can be dropped if they fail to achieve the required target of sales.They can be also dropped when they don’t follow the instructions given by the company or when they charge high price or
when they are engaged in black marketing, loading etc. But the company has not dropped any of its distributors till now. The supply of soft drinks to the distributors depends upon the ups and downs in the sales. But, in the initial stages, the distributors have to sell up to a minimum target set by the company or as decided by an agreement between the company and the distributors. In the last stages soft drink is supplied as and when demanded by the distributors. (II) ABOUT RETAILERS:-
The distributors select the retailers.There is no relation between the company and its retailers.On the other hand there is no definite and fixed criteria from the selection for appointment of retailers from the side of distributors. Any one like “Panwala”,” Cigarette shop” or any other shopkeeper can have the stall for the sale of soft drinks and they are called retailers or dealers. They have to give assurance to the concerning distributors for better sales and at the time of taking delivery they have to deposit the security that is the change for the empty bottles with specified purchasing price. Generally, there is no compulsion on that part of distributors to provide the transportation facilities to their retailers, but the distributors of the big areas like Patna, Muzzaffarpur Patna provide the transportation facilities to their respective retailers. The distributors and retailers are independent to sell as they want but are controlled to some extent by the company also, as they have to give some assurance regarding minimum sale. It happens so because they are given some incentives also.They are fully independent to gear up the market, as they want.
LIMITATIONS OF THE RESEARCH
RESEARCH METHODOLOGY Research methodology is the way to systematically solve the research problems. Methodology makes the most important contribution towards the enrichment of the study. In a research there are numerous methods and procedures to be applied but it the nature of problem that determines the level & type of the research methodology. The problem defined is half solved will only give the output if the research methodology applied is according to the nature of the problem. All the findings and conclusion obtained are based on the survey done in the working area. Within the time limit, I tried my best to select the sample representative of the whole group.During my job training I maintained different routes during my dealer survey. I have collected data from the Pepsi Depo kumharar,patna and the organization itself. I Data – Sources: Retailers (Cold Drinks stalls Ice Stalls Hotels Restaurants Sweet Shop Pan Shop, General Stores, Telephone Booths etc). II Research – Approaches: Survey III Research-Instrument : Questionnaire Schedule IV Sampling – Plan : Sampling unit Sampling size V Sampling procedure: Retailer 100
Secondary Data Collection : The secondary data was collection on the basis of organizational files, official bulletins and records, official journals, published data in the annual general report and through various preserved information in the data base at the Pepsi sites e.g. www.Pepsico.com, www.Pepsizone.com etc.
Primary Data Collection: All the retailers were personally visited and interviewed. The format was filled by taking the information from the retail outlet.
LIMITATIONS OF THE RESEARCH
I . It was not possible to understand thoroughly about the different marketing aspects of soft drinks in a span of two months. II. The survey was conducted in the peak season when the sale was too high, by this I cannot get the appropriate result. III. Money-as no stipend was given, it was difficult to cover a wide area. IV. All the work was limited in Patna area, so, the findings should not be generalized. The finding of survey will be strictly based on the authenticity of their statement. response of consumers, retailers/dealers, since it is difficult to ascertain the
Pepsi is a wonderful brand to study because I used to be an addictive Pepsi drinker. I had to be set free from that hold that Pepsi had on me. Many people suffer from this addiction to either Coke or Pepsi! But none the less, my overall evaluation of Pepsi’s marketing mix is that it has been a successful one. The Pepsi drink itself is a product that has a huge consuming market. There are so many people that enjoy drinking a cold Pepsi. In my case when I was drinking Pepsi, to me, it didn’t have a nasty after taste like Coke did. It was not too strong of a drink but it was just right. I know some people that are devout Coke drinkers and you can’t give them a free can of Pepsi just like you can’t give me a free can of Coke. But many of them say that Pepsi is too sweet for them. The Pepsi drink is a premium drink and it’s just that good to where it keeps the customers coming back. Not only is the product good but the price plays a major role in this whole mix. I think the market for Pepsi is an elastic market, even though people love it. If the price rises to high people you have some people that will switch to Coke or some other brand of cola. Pepsi ranges in price anywhere from 89 cents to $1.59 for a 2 liter bottle. Pepsi price at this point is comparable with its competitors. The fact that Pepsi keeps it price for 2 liter bottles most of the time to $1.69 that makes the people purchase it more. But most of the time you can find Pepsi somewhere on sale for 99 cents. Pepsi is sold wherever liquid consumable products are sold. The distribution system that Pepsi has in place is actually working for them. Pepsi has an intensive distribution system. Pepsi is everywhere. You will find it in grocery stores, drug stores, office buildings, schools, churches, gas stations, etc. Pepsi competition is anything else that a person can drink. Pepsi has to compete against the healthier drinks. They say that soft drinks are not healthy for you so water and fruit juice will be the choice of those healthy eaters. And for those people that like to work out they would prefer some type of sport drink such as Gatorade or Powered. According to Pepsico website, Pepsi distribution system issue is that their company must understand the importance of an efficient distribution and logistics management system. By having that sufficient system it will allow them to reduce cost and create value to the customers. This is a product that anyone can drink, but I think Pepsi mainly promote this product to the younger crowd more so than the older generation. I remember Pepsi Generation X commercials. I think that the Pepsi commercials are still pushing towards the younger crowds. I also believe that this is a good marketing strategy. Coca Cola has been around forever, and the older generation is known to stick to what they know and like. Brand loyalty is what has hindered Pepsi from stealing these potential customers. Pepsi realized that some people are just loyal to what they like, so they are marketing to the younger crowd. This will enable them to outgrow Coca Cola in the future. Once the younger crowd becomes the older crowd,
then Pepsi will be the front runner and now have brand loyalty from its customers. So overall I think that Pepsi is doing a pretty good job selling its products. Based on my examination of Pepsi marketing mix, Pepsi has done a good job of meeting the needs of its customers. As I stated earlier, the product is preferred among a great percentage of people that drink soft drinks, the price is comparable to other soft drinks, and anyone can find the Pepsi soft drink anywhere. As stated earlier, I believe that Pepsi targeted audience is the Generation X, from ages 16 – 35. One thing that I would change in regards to trying to reach that older generation that are devout Coke drinkers is my content in my TV commercials and radio announcements. Most of the commercials that I see and hear from Pepsi are that their spokesperson is relatively a person in that age bracket that I mention earlier. I think if they are trying to reach an older group of people they should have an older person be the spokesperson. They should have things like how drinking Pepsi doesn’t affect my health or they should say something like “every now and then I need a cold Pepsi to satisfy my thirst” or show senior sitting at a bingo table with a can of Pepsi next to them. I think that these subliminal messages will allow them to gain more of that older generation. Now Pepsi already has a snack line under the brand name of Frito Lay and that’s mainly marketed toward the little kids, teenagers, and young adults. I would try to implement some type of healthy snack food line. It would include foods like great tasting rice cakes, low calorie popcorn, snacks, and chips, low fat meal replacement bars, etc. I think that if Pepsi can’t get the older crowd to purchase their soft drink then go ahead and offer them something else that they may have more of an interest in. If Pepsi were to add this line I would suggest that they put all of these healthy snacks in individual servings. Most of the time people are on the go and they can just throw a pack in their purse or bag. Pepsi soft drinks and snack are widely distributed as far as I know, all across America and they have a huge share of the market. At this point I can’t see where too many more changes are needed to make Pepsi an even more popular brand. Pepsi Cola - 36/12 oz. cans Amazon Price: $16.95 Pepsi Cola Throwback (12 Pack) Yes In Stock Aug 9,2010 Amazon Price: $9.99
Diet Pepsi Cola - 36/12 oz. cans Amazon Price: $12.99 Pepsi-Cola Wall Mounted Bottle Opener Amazon Price: $7.90
Interpretation of outlets
Pepsi Pepsi Pepsi Pepsi 7up 7up 7up 7up 7up (can) Mirinda Mirinda Mirinda
200ml 300ml 600ml 2L 200ml 300ml 600ml 2L 250ml 200ml 300ml 600ml
8 12 22 60 15 8 12 22 60 15 8 12 22
168.00 262.00 492.00 504.00 402.00 168.00 262.00 492.00 504.00 402.00 168.00 262.00 492.00
500ml 1.2 L
25 50 10 6 12 15
564.00 556.00 216.00 130.00 264.00 134.00
Slice (tetra pack) 200ml Soda Soda Aquafina 300ml 600ml
PRODUCT OF PEPSICO AND ITS COMPETITOR PRODUCT
PRODUCT OF PEPSCO 1. PEPSI 2. MIRINDA 3. MOUNTAIN DEW, 7up 4. NIMBOOZ 6. SLICE 7. AQUAFINA PRODUCT OFCOCA-COLA 1. COKE, THUMSUP 2. FANTA 3. SPRITE 4. MINTUTE MAID 6. MAZZA 7. KINLEY
FACILITIES PROVIDED BY THE COMPANY TO THE
1. VISI COOLER • 65 Liter • 110 Liter • 120 Liter • 165 Liter • 200 Liter • 210 Liter • 220 Liter • 300 Liter • 320 Liter • 330 Liter • 500 Liter According to outlet nature, volume & investment of the outlet. 2. SCHEMES OF VOLUME PURCHASE • Cash discount • Card discount (sampling) 3. DISPLAY MATERIAL • Stickers • Banners • G.S. Boards • D.P.S. Boards • Racks • Counters • Umbrellas
DATA ANALYSIS AND INTERPRETATION
There are more than 300 outlets are existence in each area including Patna .I done survey only 100 outlet.
1.Type of outlet : Outlet Type Convenience Grocery Eatery Total
Respondents 55 35 10 100
%age 55% 35% 10% 100%
Grocery 35% convenience 55%
Interpretation: From the above chart we can conclude that Grocery shop followed by
convenience store is having majoring of PepsiCo outlet.
2. In which month Peak Season of Soft Drinks Season Respondents %age Jan-Feb 05 05% March-June 50 50% July-Sept 40 40% Oct- Dec 05 05%
Interpretation: Finally March, April, May and June are peak Season for PepsiCo.
3. What is effect of advertisement on sales?
Option YES NO
Respondents 66 34
%age 66 34
Interpretation: We can say that Advertisement is one of the most beneficial sale the pepsico product.
4.Are you satisfy with behavoiur of staff visit ?
Behaviour Excellent Good Satisfactory Poor Very poor
Respondents 03 12 41 31 13
%age 03% 12% 41% 31% 13%
3% 13% 12% Exellent Good Satisfactory 31% 41% Poor verypoor
Interpretation: After survey we calculate mostly retailer are satisfy by PepsiCo staff visit but not excellent if it improve as it then the sale of Pepsi also increase.
5. Do you receive the delivery of PepsiCo products in time? a. Yes b. No 40% 60%
N0 YES 60%
Mostly in Patna city area like passim darwaza , nala par , gurhataa have very bad pepsi market there is very few visi and product also.
6.what is percentage share of satisfaction of distribution of pepsico & cocacola? :
Product Name Pepsi Coca Cola Total
% 58% 42% 100%
Satisfaction of distribution in %
Coca Cola Pepsi
Pepsi Coca Cola
S A T I S Y
Interpretation : Pepsi retailers seem to be much more satisfied by the service provided by distributors then that of Coca Cola.
NOT SATISFY RETAILER
7. what is percentage share of chilling equipment? : A. Percentage Share of VISI Coolers: 58
Product name Pepsi Coca Cola Both Own Total
100 80 60 40 20 0 no %
No. 40 30 20 10 100
peps i coca cola both own tota l
% 40 % 30 % 20% 10% 100 %
Interpretation:- in above diagram clear that percentage share of visicooler.
59 Interpretation :From the above diagram we can conclude that the number of VISI coolers distributed from Pepsi Pepsi to the dealers is much more comparing to Coca Cola.
Percentage Share of ice boxes of different soft drinks :
Product name Pepsi Coca Cola Own Total
No. 45 40 15 100
% 45% 40% 15% 100%
Interpretation :From the above diagram we can conclude that 40% of ice-boxes are of Coca Cola Company where as only 45% is of Pepsi. Rest 15% is of dealers own.
8. which company’s signage you have in your outlet?
Product Pepsi Coca Cola Total
No. 55 45 100
% 55% 45% 100%
Interpretation : From the above diagram it is clear that 55% of glow sign board is of Pepsi while 45% is that of coca cola so, picture is clear that sale of pepsico product is more sale than coca cola.
9.which types of product(pepsico&cocacola) available always? Product respondents %
Pepsi Coca-cola Both Total
55 30 15 100 30
Interpretation : From the above diagram it is clear that 55% pepsi product available always and 30% cocacola and 15% both product available always.
10.what is re-order period? DAY 5-10 10-15 15-20 20-25 NO.OF OUTLET 40 30 20 10 % 40 30 20 10
Interpretation : From the above diagram it is clear that 40% OUTLET Re-order prieod is 5-10 days. And 30% outlet 10-15 days. 20% 15-20 days. 10% 20-25 days.so it is clear here maximum no. of outlet re-order period is 5-10.
11.which types of product is more demanded by the consumer? PRODUCT RESPONDENTS % PEPSI 50 50 COCA COLA 40 40 BOTH 10 10
Interpretation : From the above diagram it is clear that 50% consumer are demanded pepsi product and 40% consumer are demanded coca cola and 10% are both demand.
12. How many crates of Pepsi & Coca-Cola you sell/day ? Crates 0-1 1-2 2-3 3&above respondents 30 25 35 10 % 30 25 35 10
Interpretation : From the above diagram it is clear that 30% respondents are sell 0-1, 25% respondents are sell 1-2, 35% respondents are sell 2-3 and 10% respondents are sell 3& above sell per day.
CHAPTER-8 -:CONCLUSIONS & SUGGESTIONS:-
FINDING SUGGESTION CONCLUSION
Large no. of retailers wants visi coolers. March-June is the peak season of soft drink. Mostly outlet satisfy with staff visit. .
The distribution is not so proper or we can say not satisfactory. Pepsico is more demanded by consumer.
• Advertisement is play important role for the sale product.
SUGGESTIONS • CE needs to personally contact with retailers who help in knowing the Activities of the distributors as well as help in improve sales and distribution. • It should focus its attention to the untapped market where it can Considerably increase its market share. • Distributors should from time to time take the pain of finding out the Requirement of retailers and the problem they are facing. • The process of visi installation should be made easy. • There should attention be paid to the repairing of visi out of order. • Pepsi should work hard more to increase its market share in some areas like Patna city, pachim darwaza. • Advertisement and publicity in the untapped market by way of signage, racks, paintings, banners, hoarding etc. should be expanded. • Margin to retailers should be taken care off and may be possible ought To be increased without increasing the overall price. • Distributors should check the working of route agents or salesman on Regular basis. • Shortages of the product during the summer season if possible should Be reduced. It communicates bad message among the retailers as well as the consumers. • Signage & merchandise should be installed against the sale • Performance of the outlets as well as the need of the market. • Survey by the top officials should be made in the un tapped areas to Access the real situation and should be done as a surprise visit instead of Planned visit.
More improvement is requires in the distribution network in the outskirt and in the remote areas, because in the peak season like summer the small dealer are taking goods twice or thrice and in between if the distributors could not supply them, the competitors will get the opportunities to supply the goods.
• • • • •
Salesman should have good interaction with the dealers, which result Company in increase in sales. Company executives should visit the counter on weekly basis. Executives should take the feedback from the retailers about the service of the salesman and the distributors. The entire PEPSI product should be displayed at one place so that the customers can aware about the different brand of PEPSI In the bus stand, railway canteen, highway the CAN and PET Bottles should be made available every time because the publics are busy there and they cannot wait
Regular visit of technical person is required to solve the problems of Visicooler on the market at the right time.
1. The whole analysis shows that there are only two companies dominating in the soft drink’s Pepsi and Coca-Cola. There is a neck to competition in these two companies.
2. Pepsi has invested more in the market. Distribution of VISI Coolers and display of Glow Signs is far more than that of Coca-Cola but still more investment is needed to break the brand establishment of Thumps Up and Sprite. 3. All the areas in Patna almost all the retailers are not satisfied with the distribution network of the Pepsi product. 4. Most of the retailers want glow signboard and chilling equipments, which they are asking from long time. 5. In Cola segment Thumps-up and in lime segment sprite is the main competitors of Pepsi 6. Most of the Consumers don’t like the taste of Pepsi due to its sweetness and low fizz. 7. All the products of Pepsi like 7up, Slice is not provided when the retailers demand it.
REFERENCE BOOKS: Concepts of Marketing: Kotler Philip, Marketing Management, 11th edition, Prentice hall of India Pvt. Ltd. Ramaswamy And Namakumari, Marketing Management, 3rd Edition, Macmillan India;Ltd
Kotler Philip & Armstrong, Principles of Marketing, 9th Edition, Pearson Education Pvt.Ltd. G.C.Beri, Marketing Research 3rd edition, Me Milan India Ltd. C.R. Kothari- Research Methodology
www.Pepsico.com www.Pepsizone.com www.gooogle.
GLOSSARY OF THE TERM
GLOSSARY OF THE TERMS
FOBO COBO FMCG MNCs MMM
- Franchise Owned Bottling Operation. - Company Owned Bottling Operation. - Fast Moving Consumer Goods. - Multinational Companies. - Master of Marketing Management.
A STUDY OF RETAIL OUTLETS AND THEIR PROMOTION QUESTIONNAIRE FOR RETAILERS Name of the shop/outlet : .................................................................. Address/Location Type of outlet (a) General Store (c) Sweet Shop (e) Dhaba /Canteen : ....................................................................... : .............................................................. (b) Pan Shop (d) Lassi /Juice Shop (f) Others
l .Q. In which month Peak Season of Soft Drinks? (a) Jan-Feb (c) July-Sept 2.Q. What is effect of advertisement on sales? (a) Yes (b)No (c (b) March-June (d) Oct- Dec
3.Q. Are you satisfy with behavoiur of staff visit? (a) Excellent (c) Satisfactory (b) Good (d) Poor (e) Very poor
4.Q Do you receive the delivery of PepsiCo products in time? (a) Yes (b) No
5.Q what is percentage age share of satisfaction of distribution of pepsico and coke?
(b) coca cola 75
6. Q. What is percentage share of chilling equipments? (a) Pepsi (c) Own 7.Q.Which company’s signage you have in your outlet ? (a) Pepsi (b) Coca-Cola (b) Coca-Cola
8.Q.. which types of product available always? (a) PEPSICO (b) Coke (c) Both 9.Q .what is re-order period? (a)5-10 (b)10-15 (c)15-20 (d)20-25
10.Q.which types of product is more demanded by the consumer ?
(a) pepsi (b) coca-cola (c) both
11.Q. How many crates of Pepsi & Coca-Cola you sell/day ? (a) 0-1 crates (c) 2-3 crates (b) 1-2 crates (d) 3 & above
12.Q. Any suggestion for betterment of Pepsi ? ...................................................................................