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SUMMER TRAINING PROJECT REPORT

ON

Comparative Study of Distribution Network Pepsi Vs Coke

SUBMITTED IN THE PARTIAL FULFILLMENT FOR THE DEGREE OF

Master of Business Administration


(Uttar Pradesh Technical University, Lucknow)
UNDER THE GUIDANCE OF MR.ANAM AKHTAR
PROJECT GUIDE FACULTY, UCER, Allahabad

SUBMITAD BY MAROOF MUSTAFA MOMIN


Roll no-1001070016

UNITED COLLEGE OF ENGINEERING & RESERCH, ALLAHABAD

TABLE OF CONTENT

CONTENT
CERTIFICATE OF COMPANY PREFACE ACKNOWLEDGEMENT DECLARATION

PAGES

1. Chapter 1st..11-37 Introduction Corporate Profile Guideline principle Products of Company Milestone Pepsi Vs Coke War PepsiCo Headquarters Organizational structure Introduction of COCA-COLA 2. Chapter IInd38-49 Company Profile SWOT Analysis

3. Chapter IIIrd 50-53


Research Introduction

Research Objective Research Methodology 4. Chapter IVth.54-82 Data Analysis & Findings

5. Chapter Vth..83-94

Conclusion Questionnaire Suggestion

6. Limitation.95-96 8. Bibliography.97-98

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PREFACE

As a part of the course curriculum, the M.B.A. students are required to complete project. The objective behind this is to relate the management subjects taught in the classroom to their practical application. The preparation of this project report is based on facts and findings noted during the my research. Information received from written and published documents and briefings by company executives. The scope of the research project is to analyze the data received from our research. My work in this project is, therefore , a humble attempt towards this end. In spite of my best efforts there may be errors of omissions and commissions, which may please be excused. Today most of the FMCG companies including Pepsi used intensive distribution which consists of manufacturer placing the goods or services in as many outlets as possible. Generally for the product it requires great deal of location convenience Management generally needs to search for distribution economics in inventory control, warehouse location and transportation modes. Distribution play the vital for the success of any product in market, out of 7ps marketing mix one is place which clearly indicate that consumers and customers needs, wants and demand. Availability or penetration of our product in the market because in marketing it believe that JO DIKHTA HAI WO BIKTA HAI so if our Pepsi product available to the next door of our customer then they will prefer Pepsi, because they are getting their brand without much effort. So the company or firm who are more flexible and much aware with the distribution process capable to make availability to their product at each and every outlets. I shall feel amply rewarded if this report proves helpful in developing any concept for the growth and prosperity of organization.

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ACKNOWLEDGEMENT
It is my opportunity to work on PepsiCo India Pvt. ltd. Which are a drink organization and my topic comparative study of distribution network Pepsi Vs Coke. My sincere thanks towards Mr. SUGANDH TRIPAHI [Assistant Manager (Sales) Pepsi Co, ALLHABAD], for giving me a chance to take this project and for her valuable guidance, which helped me on all those points, which I needed to include in, with full intensity , for his significant support extended for the successful completion of the project. I am very grateful to our, Prof. A.K. MALHOTRA , H.O.D Mr. S.R.PRASAD and my project guide Mr.anam akhtar for their excellent guidance in the completion of my project work. I am also heartily indebted for the coordination of all the retailers & friends, who provided me with all their experience to complete this project. Maroof Mustafa Momin

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DECLRATION
I hereby declare on behalf of me that all the information given in this research project report is true. I have not hidden any information which I have got from the market about the company, and this report is not published anywhere else. Maroof Mustafa momin

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CHAPTER -1

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INTRODUCTION
PepsiCo is a world leader in convenient foods and beverages, with 2006 revenues of more than $35 billion and 168000 employees. The company consists of Frito - Lay North America, PepsiCo Beverages North America, and PepsiCo Beverages North America. PepsiCo brands are available in nearly 200 countries and territories and generate sales at the retail level of about $92 billion.

Some of PepsiCo's brand names are more than 100-years-old, but the corporation is relatively young. Pepsi-Cola and Frito - Lay. Tropicana was acquired in 1998 and PepsiCo merged with The Quaker Oats Company, including Gatorade, in 2001.

PepsiCo offers product choice to meet a broad variety of needs preference - from fun - for-you items to product choice that contribute to healthier lifestyles.

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CORPORATE OFFICERS

Corporate Indra K.Nooyi Chairman of the Board and Chief Executive Officer

INDRA K. NOOYI, 52, is Chairman and Chief Executive Officer of PepsiCo. Mrs. Nooyi was named President and CEO on October 1, 2006, and assumed the role of Chairman and CEO on May 2, 2007. Mrs. Nooyi was elected to PepsiCo's Board and was named President and Chief Financial Officer since February 2000. Mrs. Nooyi also served as Senior Vice President, Strategic Planning and Senior Vice President, Corporate Strategy and Development from 1994 until 2000. Prior to joining PepsiCo, Mrs. Nooyi spent four years as Senior Vice President of Strategy, Planning and Strategic Marketing for Asea Brown Boveri, Inc. She was also Vice President and Director of Corporate Strategy and Planning at Motorola, Inc. United college of engineering & research, Naini, Allahabad 13

Mitch Admek Senior Vice President and Chief Procurement Officer Rich Beek Executive Vice President PepsiCo Chicago Robert Dixon Senior Vice President, Global Chief Information Officer PBSG Richard Goodman Chief Financial Officer Julie Hamp Senior Vice President PepsiCo Communications Mehmood Khan Chief Scientific Officer Ronald C. Parker Senior Vice President Chief Global Diversity and Inclusion Officer

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Board of Directors and Committees


Directors
Ian M. Cook Dina Dublon Victor J. Dzau Ray L. Hunt Alberto Ibarguen Arthur C. Martinez Indra K. Nooyi Sharon Percy Rockefeller James J. Schiro Lloyed D. Trotter Daniel Vasella Michael D. White

Committees
Nominating and Corporate Governance Committee Members Audit Committee Members Compensation Committee Members

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COMPANY PROFILE
In 1902 the Pepsi cola company was launched in the back room of pharmacy and was applied in patent office for a trade mark. The business begins to grow on June 16, 1903 "Pepsi Cola" was officially registered with the US patent office. That year Caleb sold 7,968 gallons of syrup using them in "exhilarating aids digestion". It also awarder for franchises to bottle Pepsi to independent investors, where number grew from just to in 1905 in cities of charlotte and Durham, to 1 the following year, and 40 by 1907.

Gold spot is considered as the first branded shop in India. Parle introduced it in early forties. Coca-Cola was the first foreign soft drink to be introduced in Indian markets. The Coca-Cola Company entered India in early fifties, when four bottling plants were setup at Bombay. Calcutta, Delhi and Kanpur. Coca - Cola enjoyed a good beginning and the market. Parle exports Pvt. Ltd. The major domestic player later in1970 introduced Limca, a lemon soft drink. Before Limca's introduction, the had attentively introduced 'Cola Pepino' which was soon with from the market.

In July 1977 Coca-Cola left India following public dispute over share holding structure and import permits. As per FERA regulation the company was requires to indicate or clear operation. Coca-Cola left a big gap which did several companies who came forward pushing different brand in market fill?

Parle products introduced their cola "Thumbs Up" Pure drinks introduced "Campa United college of engineering & research, Naini, Allahabad 16

Cola" Along with the orange and lemon. Modern Bakeries introduced "Double Seven, Thrill, Rush, and Aprint". At the same time various regional soft brands played an independent role in their respective territories like 'Duke' and 'Mangola' etc. After coke was asked to leave India Pepsi began to lay plants to enter this huge market. Pepsi worked with an Indian business group in seeking government approval for its entry over the objection of both domestic soft drink companies and ant multinational legislators, Pepsi saw the solution to lie in making an offer that Indian govt. Would find hard to refuse. Pepsi offered to help India export some than the cost of importing soft drink concentrate. Pepsi also promised to focus considerable selling efforts on rural areas, to help their economics development. Pepsi further offered to transfer food processing, packaging and water treatment technique to India an in the way Pepsi Started its operation in April 1989 first Pepsi, Cola was produced in India.

In the next year, 1991 production on Mirinda and 7 up started. The production of slice, Teem and fountain Pepsi started in 1993 Coca Cola came back in October 1993, and was launched in Agra. It joined hands with parley export Pvt.Ltd. to enter India and gradually look the same company. The nineties also saw a new foreign entrant called Cadbury Schweppes which rolled out Canada dry and crush in Metropolitan cities.

Pepsi entered the cloudy lemon category by launching its Mirinda Lemon in 1998.

In may 1999, a notification, presenting prevention of food Adulteration (Fourth Amendment ) rules 1999, allowed the use of the blended artificial sweeteners, as part time and a successful fame potassium in the formulation of soft drinks, which in what made the entry of diet Pepsi and diet Coke. Coca also rolled out its popular clear lemon drinks sprite in India at same year 1999.

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PepsiCo's Commitment and Guiding Principles


GUIDING PRINCIIPLES
Care for customers, consumers and the world we live in. Sell only products we can be proud of Speak with and candor. Balance short term and long term. Win with diversity inclusion. Respect others and succeed together

Commitment:
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 United college of engineering & research, Naini, Allahabad 18

and other by walking the talk and being committed to succeeding together.

Guiding Principles
This is how we carry out our commitment. We must always strive to;

Care for customers, consumers and the world we live in. We are driven by an intense, competitive spirit in the marketplace, but we direct this spirit toward solutions that achieve a win for each of our constituents as well as a win for the corporation. Our success depends on a thorough understanding of our customers, consumers and communities. Caring means going the extra mile. Essentially, this is a spirit of growing rather than taking. Sell only products we can be proud of. The test of our standards is that we must be able to personally endorse our products without reservation and consume them ourselves. This principle extends to every part of the business, from the purchasing of ingredients to the point where our products reach the consumer's hands. Speak with truth and candor. We speak up, telling the whole picture, not just what is convenient to achieving individual goals. In addition to being clear, honest and accurate, we take responsibility to ensure our communications are understood. Balance short term and long term. We make decisions that hold both shortterm and long-term risks and benefits in balance over time. Without this balance, we cannot achieve the goal of sustainable growth. Win with diversity and inclusion. We leverage a work environment that embraces people with diverse backgrounds, traits and different ways of thinking. This leads to innovation, the ability to identify new market opportunities, all of which helps develop new products and drives our ability to sustain our commitments to growth through empowered people.

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Respect others and succeed together. This company is built on individual excellence and personal accountability, but no one can achieve our goals by acting alone. We need great people who also have the capability of working together, whether in structured teams or informal collaboration. Mutual success is absolutely dependent on treating everyone who touches the business with respect, inside and outside the company. A spirit of fun, our respect for others and the value we put on teamwork make us a company people enjoy being part of, and this enables us to deliver world-class performance.

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PRODUCTS OF COMPANY

PepsiCo offers product choices to meet a broad variety of needs and preference - from fun-for-you items to product choices hat contribute to healthier lifestyles. PepsiCo has Hundreds of brands. Some of the best known brands are given below:1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. PEPSI PEPSI DIET PEPSI MAX PEPSI ONE 7 UP MIRNDA MOUNTAIN DEW MOUNTAIN DEW CODE RED SLICE AQUAFINA LEHAR SODA TROPICANA TWISTER

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Contains:

CABONATED WATER, HIGH FRUCTOSE CORN SYRUP,

CARMEL COLOR, SUGAR, PHOSPHORIC ACID, CAFFEINE, CITRIC ACID, NATURAL FLAVORS

Total Fat (g) Calories Sodium (mg) Potassium (mg) Total Carbohydrates (g) Sugars (g) Protein (g) Caffeine (mg)

0 100 20 10 28 28 0 25

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MILESTONES

1990 Milestones
PepsiCo stock splits three-for-one. PepsiCo signs the largest commercial trade agreement in history with the Soviet Union. PepsiCo profits exceed $1 billion for the first tsime.

1991 Milestones
Pepsi-Cola introduces a new logo, its eight in 93 years. Advertising features rap singer MC Hammer. Pepsi-Cola forms joint venture with Thomas J.Lipton Co. to develop and market tea-based drinks. Frito-Lay introduces Cheetos Paws.

1992 Milestones
PepsiCo purchase an equity interest in California Pizza Kitchen. It is sold in 1997. Frito-Lay and General Mills agree to merge snack food businesses in Europe. Pepsi Introduces new slogan "Be Young - Have Fun - Drink Pepsi."

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1993 Milestones

Both PepsiCo beverages and Snack food operating profits pass the $1 billion mark. Frito-Lay introduces Baked Tostitos brand Trotilla Chips. PepsiCo acquires East Side Mario's Restaurants Inc. It sells the 40 units in 1997. Pepsi-Cola introduces Aquafina bottled water into test market.

1994 Milestones

Pepsi-Cola is first major soft drink maker to begin producing and distributing its product in Vietnam. Pepsi-Cola International acquires Indian company, its first big bottling plant in Bombay. PepsiCo sales reach $30.4 billion. There are 470,000 employees worldwide, making PepsiCo the third largest employer.

1995 Milestones

Pepsi-Cola introduces "Nothing else is a Pepsi'' theme line. 7Up International launches 7Up Ice Cola, a new clear cola.

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1996 Milestones
Pepsi-Cola launches Pepsi World at http://www.pepsi.com Mountain Dew launches a massive beeper network called." The Mountain Dew Extreme Network." Pepsi-Cola introduces " Nothing else is a Pepsi" theme line.

1997 Milestones

Pepsi-Cola introduces new advertising campaign with the theme "Generation Next." Frito-Lay announces plans to buy the 104-year-old snack, Cracker Jack, a candy-coated mix of popcorn and peanuts from Borden Foods Crop.

1998 Milestones

Pepsi-Cola introduces two-liter plastic bottle with built-in "grip handle'' that makes it easier to grip and pour.'' Pepsi introduces new look called the ''Globe'' which prominently features a 3dimensional Globe against a blue ice backdrop.

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1999 Milestones

Tropicana introduces two new calcium-fortified Pure Premium juices:

Pure Premium Grove stand Calcium and Pure Premium Ruby Red Grapefruit Calcium. Pepsi launches ''The Joy of Cola'' advertising campaign. Tropicana juices are entering the huge India market for the first time.

Spearheaded by Tropicana Asia Pacific, orange juice will appear in the New Delhi and Bangalore markets.

2000 Milestones

Pepsi-Cola revives its ''Pepsi Challenge'' advertising campaign. Pepsi-Cola teams up with Yahoo Inc., the biggest web navigation

Challenge includes Pepsi One and Diet Coke as well as regular cola. adults. company, in a multimedia marketing campaign aimed at teens and young

2001 Milestones
Pepsi-Cola's flagship brand will have new tagline, ''The Joy of Pepsi.'' Tropicana introduces Smoothies. A natural juice-based Pepsi-Cola Company introduces a ''Pepsi Twist." Regular and diet

Product. versions of the crisp new cola with lemon are entering retail outlets in selected U.S. markets.

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2002 Milestones
Diet Pepsi has a new look. PepsiCo announces $5 billion share repurchase program. PepsiCo publishes Health and Wellness Philosophy. (On pepsico.com) Brand Pepsi has a new look.

2003 Milestones

Pepsi-Cola trademark turns 100 years old. Tropicana introduces Tropicana 100% Juices Blends. Pepsi unveils a new tagline: ''Pepsi. It's the Cola.''

2004 Milestones
PepsiCo Launches 'Smart Spot' Symbol in Canada PepsiCo publishes first Corporate Citizenship report in its 2003

Annual Report.

2005 Milestones
Tropicana Twister Soda Launched in April PepsiCo Celebrates 40th Anniversary Pepsi-Cola North America Launches MDX Energy Soda Frito-Lay Launches Quaker Oats in India. United college of engineering & research, Naini, Allahabad 27

2006 Milestones

PepsiCo Launches Pepsi Limon in Peru

PepsiCo India re-launches Mirinda 2006 PepsiCo announces it will acquire New Zealand snack company Bluebird Foods. Indra Nooyi named Chief Executive Officer of PepsiCo as October 1,

2007 Milestones

1, 2006

Indra Nooyi named Chief Executive Officer of PepsiCo as of October Frito-Lay kicks of its nationwide rollout of Lay's with 100% Pure PepsiCo announced Intent to acquire Naked Juice Company Federal Trade Commission clears PepsiCo for Naked Juice Co.

Sunflower Oil

purchase

2008 Milestones

PepsiCo Honored With 2008 Energy Star Partner of the Year Award

PepsiCo India Commissions First Remote Wind Turbine to Generate Renewable, Clean Energy United college of engineering & research, Naini, Allahabad 28

CRO Names PepsiCo to Top 25 100 Best Corporate Citizens 2008

PepsiCo International's China Foods Wins "China's Top Leaders 2008" Award

THE GREAT COLD WAR-COLA VS PEPSI

Soft drink that is non alcoholic beverages traces their ancestry back to the mineral spring of Europe. In 19th century, numerous mineral waters were old in the United State. Druggist often flavored mineral waters with various extract, serving home made brews root beer or ginger ale to please the pattern of their soda fountains. By the late 19th century the owner of few such beverage were attempting to distribute them beyond their local trading areas. However, the difficulties in obtaining broad regional distribution were considerable. Bottling technologies was in its infancy, os most drinks were sold at the soda fountain. And there was little reason for fountain proprietors to pay for use of someone else drink when they could mix own with such ease. This was phase - I of the soft drink industry. Few beverages were widely available. No head real pull. Barriers to competitive were low. Coca - cola was invented in 1886, and by the turn of century it was making progress achieving national United college of engineering & research, Naini, Allahabad 29

distribution and brand pulling power. Coca - Cola owners wanted to make it industry standard. Further, they launched a coordinated advertisement and sale force drive so well executed that it created one of the most powerful brand in the history of marketing.

This was phase II of the soft drink industry. Coca Cola was the national brand, the dominated force, and the emblem of American consumption. In the 19th century, no barriers to entry could be built in soft drinks, but by the nearly 1930s coca - cola was being referred in the trade press as the national monopoly other brands tried to compete. When the trade press asked, would the country see the next coca - cola? Industry analysts were puzzled about the nature of Coca - cola's competitive muscle.

In the 1930 Pepsi Cola a brand that was invented in the 1980s but that had experienced two bankruptcies emerged as a challenger to coca - cola. Pepsi entry strategy was based on price. Coca Cola was aimed at mass market, but by the time great depression coke's pricing strategy left room for cola offering dramatically lower prices. Pepsi strategy achieved impressive success in part because company had a solid base of distribution through large chain of confectionary stores.

This ''twelve full ounce'' era of Pepsi cola from 1931 through 1949 can be seen as another phase II strategy. Pepsi did not make a claim of product superiority, nor did its advertisement campaign suggest that it was suited for certain kind of person. Rather, Pepsi appeal was strictly price oriented a defining characteristic of phase II competition. Pepsi strategy, however, was founded not on any cost advantage in production or distribution but on coca price umbrella disappeared with post war inflation. By the late 1940s Pepsi had to raise it price and it lost to its customers in the process. The company very survival United college of engineering & research, Naini, Allahabad 30

was in question. A new strategy was essential. Pepsi inaugurated that strategy in late 1950s by appealing to customer on the basis of who they were rather than what the products was. This was the fundamental change, a bold step into phase III world of demographic and psychographic segmentation. Marker Segmentation strategies now dominated the industry, which was why super market shelves are so crowded with line extension. The world of universal cola - the one brand perfect for anyone, anytime, anywhere in now gone.

PepsiCo is a world leader in convenient food and beverage with revenues of about $27 billion and over 143000 employees. The company consist of snack business of Frito - Lay North America and Frito international; the beverage business of PepsiCo Beverage International; and Quaker food north America manufacture and marketer of ready - to -eat cereals and others food products. PepsiCo brands are available in nearly 200 countries. Many of PepsiCo rand names are over 100yr old but the corporation in 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.

PepsiCo success is the result of superior products, high standards of performance, distinctive strategies and the high integrity of our people.

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PEPSICO HEAD QUARTERS

PEPSICO India world head Quarters is located in purchase, N.Y. approximately 45 minute from New York City. Edward Darrel Stone, one of America's foremost architects, designed the seven - building headquarters complex. The building occupied 10 acres of and 1114 - acres complex that includes the Donald M. Kendall Sculpture collection in a garden setting.

The collection of works is focused on twentieth century, & features work by masters such as Auguste Calder, Alberto Giacometti, and Arnaldo Pamodoro & Claes Oldenburg.

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INDUSTRY PROFILE

Development of the first man made sparking or carbonated water is credited to Joseph Priestly, the British scientist who discovered oxygen. In 1772, he invented a method of pushing cordon dioxide in to water by dissolving it under pressure, thus creating fairly long - lasting bubbles. The technique led to development of the soft-drinks industry''. By the beginning of the 19 century carbonated water was being made commercially in France and North America; shortly there after, flavors (normally fruit concentrates ) were added to enliven the taste. In the 1820s, small carbonated bottling operations were established in Canada, producing carbonated drinks in refillable bottles which were merchandised as medicinal elixirs or tonics.

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The principle of ''pushing'' carbon dioxide is still used. But now the water is first purified in a process known as ''polishing''. Cooled carbon dioxide is then injected at pressures of 275-550 kilopascals. Some of the early drinks bottled in Canada were called Birch beer, Ginger beer, Sarsaparilla, Sour Lemon, Soda Water and Cream Soda. The first carbonated beverages or ''pop'' bottles were sealed with corks held tightly in place with a wire binding. Wired cork closures were used until about 1884 with Codd's Patented Globe Stoppers. The Crown cap was introduced around 1905 improved versions are still widely used, although they are gradually being replaced, especially on larger containers, with reclosable screw caps. Other packaging innovations since the mid-1960s include canned carbonated beverages, non returnable glass bottles and container made from rigid plastics. However, an effort is being made often through provincial legislation, to increase the use of returnable containers.

COMPANY BACK GROUND


Coca - Cola company is the global company and has completed 122 years of consumer service with some of the world's most widely recognized brands, the cocacola business in INDIA, as in each country where they operate, is local business. Their beverage is produced locally employing Indian citizen, their product range and marketing reflects Indian taste and lifestyles. After a 16 - year's absence, Coca-Cola returned to India in 1993. The company presence in India was cemented in November that year in deal that gave Coca-Cola ownership of the nation's top soft drinks brands and bottling network. Coca-Cola India has made significant investment to builds and continually improves its business in India, including new production facilities, wastewater treatment plants, and distribution system and marketing equipment.

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Coca - cola business system directly employs approximately 6000 local people in India. In fact, they indirectly create employment for more than 1, 25000 people in related industries through their vast procurement, supply and distribution systems. Virtually all the goods and services required to be produced and marketed by coca-cola locally are made in India. The coca-cola system in India comprises 27 wholly owned companies - owned bottling operations and another 17 franchise - owned bottling operations. A network of 29 contracts - packers also manufactures a range of products for the company. The complexity of the Indian market is reflected in the distribution fleet, which include 10 tones trucks, open bay three wheelers that can navigate the narrow alleyways of Indian cities, and trademark tricycles and pushcarts. One wrong move can lead to dramatic changes in market share. The pricing is quite essential in the business and any minor change can lead to huge changes in fortunes. Advertising here is conventional, not in content but in terms of time frames. Everything boils down to advertising and distribution strategies, its plan or lack of them for the non-cola segment, plan of attack in rural markets, and its profitability and growth rates. Soft drinks have fairly high elasticity of demand, which ensures that producers must strike a fine balance between prices and sales volumes. Coke has decided to peg prices similar to other products and tries to gain market share through vigorous promotional activities. The infrastructural cost are high but you have to rework your other costs like credits and discounts and bring them down, which is exactly what it is doing at the moments. Coke sells mostly through fat dealers who sell the products of both companies and they undercut all the time. There are plenty of innovations possible in distribution that can cut costs. For the same no of accounts in the north you require more people, vehicles, and basically more expenditure. Therefore it makes sense to pre-sell or in other words, book orders and then sell this reduces recurring costs and revenue expenditure comes down. United college of engineering & research, Naini, Allahabad 35

COMPANY POLICIES
The Coca-Cola ECO system are governed by five major policies that affirm the environmental responsibilities of The Coca-Cola Company and serve as guidelines for our business partners around the world. Each of these policies is supported by specific requirements and practices that govern our daily operations and are fundamental to achieving results consistent with environmental leadership. Our Five Policies are: 1. 2. 3. 4. 5. COMMITMENT COMPLIANCE & BEYOND ACCOUNTABILITY CITIZENSHIP BELIEF

MISSION, VISION & VALUES

Mission:
Everything we do is inspired by our enduring mission:

To Refresh the World... in body, mind, and spirit. To Inspire Moments of Optimism... through our brands and our actions.

To Create Value and Make a Difference... everywhere we engage.


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Values
We are guided by shared values that we will live by as a company and as individuals: Leadership: ''The courage to shape a better future'' Passion: '' Committed in heart and mind'' Integrity: ''Be real'' Accountability: ''If it is to be, it's up to me'' Collaboration: "Leverage collective genius'' Innovation: "Seek, imagine, create, delight'' Quality: "What we do, we do well''

Vision
To achieve sustainable growth, we have established a vision with clear goals. Profit: Maximizing return to shareowners while being mindful of our overall responsibilities. People: Being a great place to work where people are inspired to be the best they can be. Portfolio: Bringing to the world a portfolio of beverage brands that anticipate and satisfy peoples desires and needs. Partners: Nurturing a winning network of partners and building mutual loyalty. Planet: Being a responsible global citizen that makes a difference.

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CHAPTER -2

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AN OVERVIEW OF PEPSICO

CORPORATE PROFILES
PepsiCo entered India in 1989 and in the spam of a little more than a decade has grown to become the country's largest selling food and beverage companies. 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. The group has built an expansive beverage, snack food and exports business and to support the operation are the group's 37 bottling plants in India of which 16 are company owned and 21 are franchisee owned. In addition to this PepsiCo Frito Lay snack division has 3 state of the art plants. PepsiCo's business is based on its sustainability vision of marketing 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.

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ORGANIZATION VALUE
PepsiCo Commitment:
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 o results, and helps us understand whether today's actions well 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 forms 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 others and ourselves by walking the talk and being committed to succeeding together.

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Sell only products we can be proud of. The test of our

standards is that we must be able be personally endorse our products without reservation and consume them ourselves. This principle extends to every part of the business, from the purchasing of ingredients to the point where our products reach the consumers hands.

PEPSICO MISSION

''To be the world's premier consumer Products Company focused on convenient foods and beverages. We seek to products healthy financial rewards to investors as we provide opportunities for growth and the communities in which we operate. And in everything we do, we strive for honesty, fairness and integrity.

PEPSICO VISION

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. Tomorrow > Today

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PEPSICO CARES
PepsiCo India's expansive portfolio includes iconic refreshment beverages Pepsi. 7UP, Mirinda and Mountain Dew, in addition to low calorie option 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 drinks Tropicana and Slice. Our local brands Lehar Everess soda, Dukes Lemonade and Mangola complete our divers spectrum of brands. PepsiCos snack food company, Frito Lay is the leader in the branded potato chip market and was amongst he first companies to eliminate the use of trans fats and msg in its products. It manufactures. Lays Potato chips; cheetos extruded snacks, Uncle Chipps and traditional namkeen snacks under the kurkure and Lehar brand. Quaker Oats, Lehar Lites, low fat and roasted snack option enhance the choices available to the growing health and wellness needs of our consumers. reach the consumers hand.

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PUNCH LINE OF PEPSICO


COMPANY BRAND
PEPSI PEPSI PEPSI PEPSI PEPSI PEPSI SLICE SLICE MOUNTAIN DEW AQUAFINA MOUNTAIN DEW MIRINDA

PUNCH LINE
YEH DIL MAANGE MORE GENERATION NEXT MERA NUMBER AYGGA YEHI HAI RIGHT CHOICE BABY YEH PYASS HAI BAADI YEH HAI YOUNGISTAAN MERI JAAN SLICE PIYEGA PHAL MILEGA DABBA KE PIYO CHITA BHI PEETA HAI PURITY GUARANTEED DARR KE AAGE JEET HAI EK MIRINDA KI DOORI HAI PAGALPANTI BHI ZAOORI HAI

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ABOUT THE PEPSICO FAMILY


FRITO-LAY NORTH AMERICA

PepsiCo's snack food operations had their start in 1932 when two separate events took place. In San Antonio, Texas, Elmer Doolin bought the recipe for an unknown food product ''a corn chip'' and stared an entirely new industry. The product was Fritos brand corn chips, and his firm became the Frito Company. The same year in Nashville, Tennessee, Herman W. Lay stared a business distributing potato chips. Mr. Lay later bought the company that supplied him with product and changed its name to H.W. Lay Company. The Frito Company and H.W. Lay Company merged in 1961 to become Frito-Lay, Inc.

Major Frito-Lay products include Lays potato chips, Doritos flavored tortilla chips, Tostitos tortilla chips, and Cheetos cheese flavored snacks, Fritos corn chips, Ruffles potato chips Rold Gold pretzels, sun chips multigrain snacks, Munchies Snack mix, Lays stax potato crisps, and Cracker Jack candy coated popcorn and Go snacks. FritoLay also sells a variety of branded dips, Quaker fruit & Oatmeal bars, Quaker Quakes corn and rice snacks Grandma Cookies, nuts and crackers. Frito-Lay North America Includes Canada and the United States. United college of engineering & research, Naini, Allahabad 44

ADVERTISEMENT AND PUBLICITY

PepsiCo is one of biggest end spenders in India; it is also of the biggest global end spenders. It has a long list of endorsers from pop star Ricky martin to film star Sharukh khan, Karina Kapoor, Prity Zinta, Saif Ali Khan and Amitabh Bachhan. Hindustan Thompson associates, the big guest advertising agency of India has the account of PepsiCo, PepsiCo is known for its broad cast advertising i.e. hoarding, banners, posters stikers, specialist hanger, dealer board, glow signboard, wall painting and news paper, the expense of these type of advertising are made at territory or unit level. Allahabad territory has assigned two local advertising agencies R.D.Associates and Krishna for its territorial advertising.

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Celebrities

Pepsi first used Aamir Khan, model turned actress Mahima Chaudhary and model and ex-Miss World Aishwariya Rai to promote its product. Later are used Amitabh Bachchan, Sahrukh Khan, Kajol, Rani Mukherjee, Saif Ali Khan, Fardeen Khan, Akshay Kumar, Shahid Kapoor (before he entered the movie world), Preity Zinta, John Abraham, Priyanka Chopra, and Kareena Kapoor as well as the national cricket team.

Cricketers like Master Blaster Sachin Tendulkar, Saurav Ganguly, Rahul Dravid, Shane Warne, Sohaib Akhtar, Carl Hooper, M.S. Dhoni, Yuvraj Singh and many more have worked in Pepsi Advertisements.

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MARKETING SCHEMES
For increasing the market share and beating the competitors company provides different scheme on different time. The scheme are of two types one for consumers & other for retailers. During my training period two types of consumer scheme and two types of retailer schemes were going on. Free flavors, To Retailers:

Company offers few bottle flavors free to retailers on purchase of one crate of flavors on some specific days. The free flavors scheme varies from one bottle to many bottles. Display Rack Schemes: This scheme is only for retailers. In this scheme company provides a Pepsi rack to retailer. The rack is filled with different bottles of Pepsi. The retailers are instructed that if they will maintain there racks in the same condition as it was when it was purchased. After completion of one-month different gift packs are distributed to the retailers.

Hai Koi Jawab: This was launched on 300ml bottle of Pepsi. This is U.T.C. scheme meaning under the crown. In this scheme some number are given under the bottle of Pepsi and company announces some lucky numbers. If this number is matched with the number under the crown number then the owner of that bottle win different cash prizes.

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Mirinda U.T.C:

This scheme was launched on 300ml bottle of mirinda. This is U.T.C. scheme meaning under the crown. In this scheme some dollar amount is given under the bottle and the consumer may collect these dollars and add it. Company provided different gift packs on different crown numbers. These schemes are offered by the company to maintain the competition as it is offered on those days when Coca-Cola offers any similar scheme.

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SWOT Analysis
S=strength
1. PepsiCo is very huge organization and multi national company. 2. Good brand image. 3. PepsiCo provides highly quality of cooling equipments. 4. PepsiCo capturing broad market. 5. Latest and advanced technology. 6. Very high budget for the sales promotion and advertisement. W=weakness 1. It is not much beneficial for the health point of view. 2. PepsiCo reducing brand loyalty. 3. Lack of cooling equipment. 4. Lack of internal communication & services. 5. The organization is new as compared with coke . O=Opportunity 1. PepsiCo will increase their market capture. 2. It will reach all around India. 3. It will increase the number of customer by suggestion through. 4. Increase satisfaction level. 5. It should engage in continuous product development and introduction of new flavors. T=Threat 1. The biggest threat of the PepsiCo, competitor interference (coke) 2. Boycott of the soft drink due to swadeshi movement. 3. Coca-Cola Company provides insurance cooling equipment.

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CHAPTER -3

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OBJECTIVE OF RESEARCH
The purpose of research is to discover answers to questions through the applications of scientific procedures. The main aim of research is to find out the truth which is hidden and which has not been discovered yet. Research is finding of answer to question regarding any problem through the application of scientific approach. The investigation is done to find the truth hidden and tries to find out solutions to problems. Through every research study has its own specific purpose, is the following1) To gain familiarity with a phenomenon or to achieve new insights into it. 2) To portray accurately the characteristics of a particular individual, situation or a group. 3) To determine the frequency with which something occurs or with which it is associated with something else. . 4) To test a hypothesis of a casual relationship between variables. 5) To find out quality of cooling equipment of PepsiCo in comparison to Coke. 6) To aware the shopkeeper about policy regarding marketing activity. 7) To find out role of marketing activity to increase the sale of cold drink. 8) To find out satisfaction of shopkeepers with the marketing activity. 9) To understand the marketing activity distribution. 10) To understand market activity availability.

RESEARCH METHODOLOGY Research methodology is a way to systematically solve the research problem. It may be understood as a science of studying how research is done scientifically. In it we study the various steps that are generally adopted by researcher. In studying his research problem. It is also necessary for the researcher to know not only the research method but also methodology research also need to understand the assumption underlying various technique and they need to know the criteria technique and procedures will be applicable to certain problem and other will not. United college of engineering & research, Naini, Allahabad 51

MEANING OF RESEARCH

In common research is refers to as a search for knowledge. Research may also define as a scientific and systematic search for pertinent information on a specific topic. In fact research is an art of scientific investigation. According to Redman & Moray research is a systematized effort to gain new knowledge. Some people consider research as a movement, a movement form the known to the unknown.

MARKETING RESEARCH:-

The American marketing association defines marketing research as: Marketing researches is the function which links the consumer, customer, and public to the marketer through information-information use to identify and define marketing opportunity and problem generate refine and evaluate marketing action, monitor marketing performance and improve understanding of marketing as a process. Marketing research specified the information required to address these issues: design the method for collecting information, manages and implements the data, collection process, analysis the results and communicated the findings and there implications.

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TYPES OF RESEARCH 1. APPLIED RESEARCH:- Applied research aims at finding a solution for an immediate problems facing a society or an industrial / business organization. 2. FUNDAMENTAL RESEARCH:- It is mainly concerned with generalization and with the formulation of a theory ''gathering knowledge's sake is termed basic research''. 3. DESCRIPTIVE RESEARCH:- It includes surveys and fact-finding enquires of different kinds. The major purpose of this research is description of the state of affairs as it exists at present. The main characteristic of this method is that the researcher has no control over the variables. 4. ANALYTICAL RESEARCH:- In this research the researcher has to use facts or information already available, and analyze these to make a critical evaluation of the martial. 5. QUANTITATIVE RESEARCH:- It is based on the measurement of quantity or amount. It is applicable to phenomena that can be expressed in terms of quantity. 6. QUALITIVE RESEARCH:- It is concerned with qualitative phenomenon. This research aims at discovering the underlying motives and desire, using in depth interviews for the purpose. It is especially important in the behavioral sciences where the aims are to discover to the underlying motives of human behavior. 7. CONCEPTUAL RESEARCH:- It is related to some ideas or theory. It is generally by philosophers and thinkers to develop new ideas or concepts. 8. EMPIRICAL RESEARCH:- It relies on experience or observation alone, often without due regard for system and theory.

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CHAPTER -4

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RESEARCH DESIGN
A research design is the arrangement of condition for collection and analysis of data in a manner that aims to combined relevance to the research purpose with economy in purpose. In this summer training report I have used exploratory sample design because through level of retailer satisfaction I have been trying to find out the PepsiCo cooling equipment in comparison to coca-cola cooling equipment. DATA COLLECTION I have collected my data from primary and secondary source. Primary data: In this study basically primary data are used. I have collected Primary data in allhabad market. The primary data are collected from the following ways: 1. By observation. 2. Through personal interview. 3. Questionnaire. Collection of data has some specific information like: Name of outlets Glass strength Estimated share Assets Status of outlets Cooling equipment

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SECONDARY DATA:The secondary data on the other hand are those which have already been collected by some one else and which have already been passed through the statically process such Magazine, internet, annual report, news paper, etc.

Area wise collected data given below S.N. 1 2 3 4 Route name NAIN ALLAHABAD DARAGANJ ALLHABAD DARIABAD ALLAHABAD ALLAPUR TOTAL Total no. of outlet 102 68 11 59 240

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RouteNo.1:-

COTTON MILL NANI ALLHABAD


Glass Strength:PCI Glass strength CCX Glass strength Total Glass strength 130 100 230

,
Total no, of outlets:-25

250 200 150 100 50 0 1 PCI Glass strength CCX Glass strength Total Glass strength

Estimated share:PCI estimated share CCX estimated share


60% 50% 40% 30% 20% 10% PCI estimated share CCX estimated share

56% 44%

United 0%

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Pure PCI Pure CCX Mix Total outlets

10 10 5 25

Status of outlets:-

25 20 15 10 5 0 1
Pure PCI Pure CCX Mix Total Outlets

Cooling Equipment:PCI Fridge CCX fridge OWN fridge Total fridge 8 5 5 18

25 20 15 10 5 0 1 PCI Fridge CCX Fridge OWN Fridge Total Fridge

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Assets:PCI assets CCX assets Total assets


16 14 12 10 8 6 4 2 0 1
PCI Assets CCX Assets Total Assets

6 9 15

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Route no 2 ARAIL MODH NAINI ALLHABAD Total no of outlets: 28 Glass strength:PCI Glass strength CCX Glass strength Total Glass strength
700 600 500 400 300 200 100 0 1 PCI Glass strength CCX Glass strength Total Glas s strength

259 223 582

Estimated share:PCI estimated share CCX estimated share 65% 35%

70% 60% 50% 40% 30% 20% 10% 0% 1 PCI estimated share CCX estimated share

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Status of Outlets:Pure PCI Pure CCX Mix Total outlets


16 14 12 10 8 6 4 2 0 1
Pure PCI Pure CCX Mix Total outlets

12 8 8 28

Mix

Cooling Equipment:PCI Fridge CCX fridge OWN fridge Total fridge


25 20
PCI Fridge

7 5 8 20

15 10 5 0 1

CCX Fridge OWN Fridge Total Fridge

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Assets:PCI assets CCX assets Total assets 5 4 9

10 8 6 4 2 0 1 PCI Assets CCX Assets Total Assets

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Route no 3 NAI BAZAR NAINI ALLHABAD Total no of outlets: 19

Glass strength:PCI Glass strength CCX Glass strength Total Glass strength
350 300 250 200 150 100 50 0 1 PCI Glass strength CCX Strength Total strength

180 153 333

Estimated share:PCI estimated share CCX estimated share 60% 40%

70% 60% 50% 40% 30% 20% 10% 0% PCI estimated share CCX estimated share

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Status of outlets:Pure PCI Pure CCX Mix Total outlets


16 14 12 10 8 6 4 2 0 1 Pure PCI Pure CCX Mix Total outlets

7 4 7 19

Cooling equipment:PCI Fridge CCX fridge OWN fridge Total fridge


25 20 15 10 5 0 1 PCI Fridge CCX Fridge OWN Fridge Total Fridge

11 7 5 23

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Assets:PCI assets CCX assets Total assets 8 5 13


14 12 10 8 6 4 2 0 1

PCI As

CCX A

Total A

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Route no 4:PURE FATH MOHD Total no. of outlets:-20

Glass strength:PCI Glass strength CCX Glass strength Total Glass strength
300 250 200 150 100 50 0 1

180 99 279

PCI Glass str

CCX Glass s

Total Glass s

Estimated share:PCI estimated share CCX estimated share 65% 35%

70% 60% 50% 40% 30% 20% 10% 0% 1 PCI estimated share CCX estimated share

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Status of outlets Pure PCI Pure CCX Mix Total outlets 8 5 7 20

20 18 16 14 12 10 8 6 4 2 0 1 Pure PCI Pure CCX Mix Total outlets

Cooling equipment PCI Fridge CCX fridge OWN fridge Total fridge 11 9 3 24

30 25 20 15 10 5 0 PCI Fridge CCX Fridge OWN Fridge Total Fridge

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Assets
PCI assets CCX assets Total assets 10 00 10

12 10 8 6 4 2 0 1

PCI Assets CCX Assets Total Assets

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Route no 5

DARAGANJ ALLAHABAD
Total no. of outlets: - 63 Glass strength:PCI Glass strength CCX Glass strength Total Glass strength 637 324 961

400 350 300 250 200 150 100 50 0 1 PCI Glass strength CCX Glass strength Total Glass strength

Estimated share: PCI estimated share CCX estimated share


60% 50% 40% 30% 20% 10% PCI estimated share CCX estimated share

55% 45%

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Pure PCI Pure CCX Mix Total outlets


25

30 22 11 63

Status of outlets

20 Pure PCI Pure CCX Mix Total outlets

15

10

0 1

Cooling equipment Pure Fridge CCX fridge OWN fridge Total fridge
25 20 15 10 5 0 PCI Fridge CCX Fridge OWN Fridge Total Fridge

22 18 12 52

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Assets PCI assets CCX assets Total assets


18 16 14 12 10 8 6 4 2 0 1 PCI

14 03 17

CCX

Tota

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Route:-6 DARIABAD ALLHABAD Total no. of outlets:-10 Glass strength:PCI glass strength CCX glass strength Total
450 400 350 300 250 200 150 100 50 0 1

246 137 383

PCI glass s CCX glass Total

Estimated share:PCI share CCX share


70 60 50 40 30 20 10 0 1 PCI share CCX share

40% 60%

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Status of outlets:Pure pci Pure ccx Mix Total outlets


18 16 14 12 10 8 6 4 2 0 Pure pci Pure ccx Mix Total outlets Series1

5 4 3 12

Cooling equipment :Pci fridge Ccx fridge Own fridge Total fridge

6 5 2 13

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25 20 15 10 5 0 1 Pci fridge Ccx fridge Own fridge Total fridge

Assets:Pci assets Ccx assets Total assets


18 16 14 12 10 8 6 4 2 0 1 Pci assets Ccx assets Total assets

3 2 5

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Route:-7 BAGAMBRI ROAD ALLAPUR Total no. of outlets:-39 Glass strength:Pci glass strength Ccx glass strength Total glass strength
250 200 150 100 50 0 1 Pci glass strength Ccx glass strength Total glass strength

622 375 997

Estimated share:United college of engineering & research, Naini, Allahabad 75

PCI share CCX share


70 60 50 40 30 20 10 0 1

60% 40%

PCI share CCX share

Status of outlets:Pure pci Pure ccx Mix Total outlets


16 14 12 10 8 6 4 2 0 1 Pure pci Pure ccx Mix Total outlets

18 13 7 39

Cooling equipment:
Pci fridge Ccx fridge Own fridge Total fridge 21 13 2 36

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18 16 14 12 10 8 6 4 2 0 1 Pci fridge Ccx fridge Own fridge Total fridge

Assets:Pci assets Ccx assets Total assets


14 12 10 8 6 4 2 0 1 Pci assets Ccx assets Total assets

18 14 32

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Route:-8 SABGI MANDI ALLAPUR ALLHABAD Total no. of outlets:-20 Glass strength:Pci glass strength Ccx glass strength Total glass strength
300 250 200 Pci glass strength 150 100 50 0 1 Ccx glass strength Total glass strength

123 125 248

Estimated share:United college of engineering & research, Naini, Allahabad 78

Pci share Ccx share


70% 60% 50% 40% 30% 20% 10% 0%

35% 65%

Pci share Ccx share

Status of outlets:Pure pci Pure ccx Mix Total outlets


35 30 25 Pure pci 20 15 10 5 0 1 Pure ccx Mix Total outlets

11 5 13 29

Cooling equipment:Pci fridge Ccx fridge Own fridge 8 6 18

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Total fridge

32

35 30 25 Pci fridge 20 15 10 5 0 1 Ccx fridge Own fridge Total fridge

Assets:Pci assets Ccx assets Total assets


9 8 7 6 5 4 3 2 1 0 1 Pci assets Ccx assets Total assets

4 4 8

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Over all analysis of all route Total no. of outlets: - 240 Glass strength:Pci glass strength 1477 Ccx glass strength 1066 Total glass strength 2543
3000 2500 2000 Pci glass strength 1500 1000 500 0 1 Ccx glass strength Total glass strength

Estimated share:United college of engineering & research, Naini, Allahabad 81

Pci share Ccx share


54% 53% 52% 51% 50% 49% 48% 47% 46% 45% 44%

53% 47%

Pci share Ccx share

Status of outlets:Pure pci Pure ccx Mix Total outlets


160 140 120 100 80 60 40 20 0 1 Pure pci Pure ccx Mix Total outlets

70 40 36 146

Cooling equipment:Pci fridge Ccx fridge Own fridge 84 51 40

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Total fridge
200 180 160 140 120 100 80 60 40 20 0 1

175

Pci fridge Ccx fridge Own fridge Total fridge

Assets:Pci assets Ccx assets Total assets


120 100 80 Pci assets 60 40 20 0 1 Ccx assets Total assets

63 37 100

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CHAPTER -5

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FINDING
ROUTE:-1 Adequate Supply of PCI in this market. Customer prefers PCI product then CCX. Fridge cooling problem and getting proper maintenance. Assets & signboard demand by retailer.

ROUTE:-2 Retailer have scheme problem. Small retailers have Fridge demand. Fridge cooling problem. PCI cooling equipment is less than CCX cooling equipment.

ROUTE:-3 Adequate Supply of PCI in this market. Retailers have scheme problem. Fridge demand in this market. PCI cooling equipment is less than CCX cooling equipment. Fridge and stand are not maintained by the company or distributor.

ROUTE;-4 Retailers are not satisfied with the schemes. Fridge demand in this market. Fridge and stand are not proper maintained by the company or distributor. Some retailers have demanded for glow signboard. United college of engineering & research, Naini, Allahabad 85

ROUTE:-5 CCX cooling equipments are less than PCI cooling equipment. Fridge is in demand in this market. Ice box is demanded than CCX. Supply is delayed than CCS. Retailers are not satisfied with the schemes provided by the company. Signboard is in demand in this market.

ROUTE:-6 Supply is not enough at some areas in this route. Fridge does not work properly at some areas in this route. Retailers have scheme problem. PCI cooling equipment is less than CCX cooling equipment. Interaction between company and retailers is less. It is good market of CCX. Signboard is demanded in this market. Fridge is demanded in this market.

ROUTE:-7 It is good market of CCX. Retailers have scheme problem. PCI cooling equipment is less than CCX cooling Equipment. Not proper visit by the company personnel in this market. Fridge and stand are not maintained by the company. Fridge cooling problem in this market. Ice box demand in the market. United college of engineering & research, Naini, Allahabad 86

ROUTE:-8 Cooling problem with fridge in this market. Retailers are not satisfied with the scheme. Ice box demand in this market. Retailers are not getting proper feedback from distributor. Not proper visit by the company in this market.

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OVER ALL ANALYSIS

Among 150 outlets PCI has 48% outlets CCX has 27% and mixed outlets has 25%. Glass strength of PCI is more than CCX. Estimated share of PCI is more than CCX. PCI has 53% and CCX has 47% estimated share in the market. Cooling equipment of PCI is more than CCX. PCI have more assets than CCX assets. Supply is not proper at some areas such as Lallapura & Fathman. Distributor and retailer interaction is very low in some market such as (Fathman, Aurangabad, & Lallapura). Some retailers have fridge cooling problem. Some retailers are not satisfied with the schemes provided by the company. Some markets are not properly looked after by the company personnel such as (Nani, Daraganj, Allapur, bagambari, ).

Fridge and stand are not maintained by the company but on the other hand CCX have employee on each route only for the maintenance of fridge and stand.

According to my observation, the demand of cold drink has decreased because of Baba Ramdevs philosophy that the cold drink is just like acid use for cleaning the toilet.

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CONCLUSION
With the help of data analysis I come to conclusion that Pepsi has 53% market share in the Allahabad and coke has 47% market share.

The outlets have scheme problem according to them company does not

give them additional benefits. Company is providing cooling equipment to such outlets who

intentionally does not want to sell PCI product. They are using PCI cooling equipment to cool CCX product. In my survey I found that there are so many outlets which have large amount of CCX cooling equipment and they are cooling PCI product.

Supply is another problem in week areas such as Lallapura, Fthman &

Aurangabad etc. there is lack of proper supply. So this marker is captured by CCX.

While survey I have found that PCI has less cooling equipment than coke.

So outlets have no option to sell Pepsi related product. So with the help of above explanation we can say that a little care of these weak outlets may increase the share of PCI up of 100%.

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QUESTIONNAIRE (Pepsi Co.)


Age: 6-14 ( ) 15-19 ( ) 20-25 ( ) 26-35 ( ) above 35 ( ) Education: . Present occupation: Married: Yes ( ) No ( ) Place of residence: ....... Special interest: Signature Q.1 Which juice products do you prefer the most? 1. Pepsi ( ) 2. Coke ( )

Q.2 How often do you take juice product? 1. Regularly ( ) 2. often ( ) 3. occasionally ( )

Q.3 What attribute attracts you towards the juice products? 1. Sweeter ( ) 2. flavour ( ) 3. Fizzy ( ) 4. Any Other ( )

Q.4 Are you favors of strong taste? 1. Yes ( ) 2. No ( )

Q.5 What do you generally buy juice product from? 1. Yes ( ) 2. No ( )

Food bazaar ( ) Departmental store ( ) General stores ( ) malls ( )

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Q.6 Which size of juice product do you purchase for consumption? 1. 200ml ( ) 2. 300ml ( ) 3. 1.5ltr ( ) 4. 2ltr ( )

Q.7 Do you think that juice product contains pesticides which affect health? 1. Yes ( ) 2. N0 ( ) 3. cant say ( )

Q.8 Upto what extent do you think that juice product is right for health? 1. Yes 2. No

Q.9 Do elders in your family take juice product? 1. Yes ( ) 2. No ( )

Q.10 If they take then which one does they? . Q.11 Do you think that soft drink helps you to be more popular amongst friends? 1. Yes ( ) 2. No ( )

Q.12 In your accordance the advertisement of PepsiCo product is 1. Very good 3. Fine 2. Good 4. Not good comparatively

Q.13 Where do get updated about PepsiCo product? 1. T.V. ( ) 2. Banner ( ) 3. Publicity ( )

Q. 14 Write three JUICE PRODUCT names according to your preference. 1 _______________________. 2_______________________ . 3________________________ . United college of engineering & research, Naini, Allahabad 94

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SUGGESTIONS
On the basis of above analysis following are the suggestion that can help PepsiCo to reach the upper corridors of market share and help to achieve new height in the market. Distributors should improve their supply in the market. Distributors should provide some attractive scheme to outlets. Visit of customer executives should be regularized, so that purity can Company should take some proper steps against those retailers who Company should have a good relationship with retail outlets. Instant action should be taken against the complaints of defective Company should try to get first movers advantage because few outlets Company should establish a separate department where any consumer Company should give some additional benefits to those retailers who Should keep the all the product range of Pepsi on each and every outlet Salesman gesture and posture should be change. Company should provide ice box to small retailers. In my research I also noticed that customers want strong drink such as

be maintained. are using the fridge for personal use.

fridges because it affects our sale. purchase that product that comes first. or retailer can freely give their feedback. are totally CCX retailers.

thumbs up, coke. If we see all the brands of PepsiCo there is no strong brand.

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LIMITATION
The main limitations of the study can be summarized as under:-

Lack of awareness and scheme knowledge of the respondent might Due to the unavailability of the right person at the retail outlet the A change in the retailers choice of the company that is shifting of the

make him answer ambiguously proper response could not get. accounts to the competitor was an obstacle in gathering relevant information. Most of outlets are not interested in such type of survey. Delivery time affect the stock position. Absence of owner at the outlets affects the collection of data. Due to rain stock is also affected. Individual skills also affect the collection of data. Researcher interest also affect the collection of data. False information is given by outlets affects the analysis & conclusion. Researcher is unable to get the information from close outlets at the

time of survey.

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BIBLIOGRAPHY
BOOKS:(1) Kothari, C.R.:- Research methodology, New age International Publisher, New Delhi. (2) Sinha, S.C. & Dhiman, A.K.:- Research methodology, ESS Publisher, New Delhi.

WEBSITES:(1) (2) (3) (4) www.pepsico.com www.pepsiworld.com www.pepsiinia.com www.pepsi.zone.yahoo.com

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