Professional Documents
Culture Documents
Distributor
Retailer
Distribution Structure of PepsiCo (Goa only)
Glass bottles
• 2 SKUs – 200 ml and 300 ml
• Retailers receive a return of Rs. 14 on 200 bottles
• 70% share is soda and 30% is CSDs Products
• 60% aggregate share in the Goan market • Pepsi
PET bottles • 7 Up
• 2 SKU’s – 2 L, 750 ml and 250 ml • Mountain Dew
• Margin ranging from Rs. 25 to Rs. 30 on a dozen • Diet Pepsi
for the retailers • Mirinda
Cans - very little share in the market • Starbucks (Ready to Drink Beverages)
Transportation
Criteria of Selection of Distributors
1. Financial position of Distributor
2. Reputation/Relationship of distributor in market
3. Past track record
4. Infrastructure Requirement
5. Investment capability
6. Distributor’s own involvement in Market
7. Retailers’ testimonials
8. Same goals and values
9. Management capability of distributor
Competitive Analysis
Objectives & Scope
Objective of Study
• Know the company's position in the soft drink market
• To study survey of PepsiCo retailers on display effectiveness
• To find out the most popular brand of PepsiCo
• To find out the satisfaction level of retailers
Sampling Method
• Sampling unit: Individual Retailer
• Sample Size: 25 Retailers
• Sampling Plan: Questionnaire and personal interview
• Coverage: South Goa
• Duration: 2 Months
Data Analysis - Types of Outlet
Types of Outlet Total no. of Percentage
respondents
Convenience 8 37
Grocery 5 19
Eatery 12 44
Total 25 100
The shortage of Pepsi in season
Shortage in season Total no. of Percentage
respondents
0 Times 17 72
1 Times 3 10
2 Times 4 14
More than 2 times 1 4
Total 25 100
Which types of schemes provided attract you ?
Scheme type Total no. of respondents Percentage
Free bottles on crate 12 53
Monopoly Discount 2 6
Brand display scheme 3 8
Target based benefit 8 33
Total 25 100
Daily Sales
No. of crate sold per day Total no. of respondents Percentage
1 to 2 14 58
2 to 4 8 31
4 to 6 2 8
More than 6 1 3
Total 25 100
Satisfaction of product level
Satisfaction of Total no. of Percentage
product level respondents
Fully Satisfied 16 65
Partial Satisfied 8 33
Not at all 1 2
Total 25 100
The Type Of Visi Cooler
Visi Cooler you have Total no. of respondents Percentage
Pepsi 7 30
Coke 7 30
Both 11 40
Findings
Most of its products sells through eatery and convenience shop
Many of the retailers in Goa city are having Visi Cooler provided by PepsiCo
The performance level of Visi Cooler is excellent
Majority of the retailers sell about 1-2 crates per day
25% retailer display 2 to 4 crates in their outlet & 30% retailers doesn’t display any crate
PepsiCo try to solve any problem within 1 to 2 days
Retailer do not face shortage of any of the product
Products delivered quickly
Free bottles on crates and brand display schemes are most sought scheme
Behavior of PepsiCo executives are co-operative and friendly
Satisfied with the execution of pre sales representative (PSR)
The sales are high during April to June
PepsiCo should take crucial step so that the Visi Cooler is not filled with local brand or competitors
Limitation of the Study