Marketing Inetnship at Pepsico (Jamshedpur)

SMV Beverages Pvt. Ltd. Jamshedpur

Submitted By:

Nawaz Alli Khan

Regd No: 1561301026

Session: 2015-17

Submitted in partial fulfillment of the requirement for the degree of

MASTER IN BUSINESS ADMINISTRATION

Under the guidance of

MR. Deepak Agarwal Dr. Duryodhan Jena

TDM, SMV Beverages, Jamshedpur Associate Professor

(Corporate Guide) Institute Of

Business & Computer Studies

Guide Certificate

Certified that this report entitled “A STUDY ON DISTRIBUTUION CHANNEL AND PROMOTIONAL ACTIVITY of

PEPSICO” at SMV BEVERAGES LTD. JAMSHEDPUR submitted in partial fulfillment for the Degree of Master In

Business Administration is a record of independent research work carried out by Nawaz Alli Khan under my

guidance and no part of this Corporate Exposure Training has been previously submitted earlier for the award

of any degree.

Place: Bhubneswar

Date: Mr. Deepak Agarwal

(TDM)

Prof. ……………………….

Professor/ Asst. Professor / Lecturer

IBCS, SOA University

Certificate This is to certify that Mr. Nawaz Alli Khan, having Regd No 1561301026 has done this research project

work on “A STUDY ON DISTRIBUTUION CHANNEL AND PROMOTIONAL ACTIVITY of PEPSICO” and submitted

the report in partial fulfillment for the degree of Master of Business Administration to IBCS, SOA University,

Bhubaneswar under my supervision and guidance.

His / her report is the record of original work done by him / her. To the best of my knowledge, no part

of the content of this report has been submitted for any degree by him / her or anybody else to any other

University or Institution.

Place: Bhubneswar

Date: Project Guide

Student Declaration

I, Nawaz Alli Khan hereby declare that this Summer Internship Project Report entitled “A STUDY ON

DISTRIBUTUION CHANNEL AND PROMOTIONAL ACTIVITY of PEPSICO” at SMV BEVERAGES LTD.

JAMSHEDPUR is the result of my own efforts which I have undergone as a part of the curriculum in MASTER

IN BUSINESS ADMINISTRATION from INSTITUTE OF BUSINESS & COMPUTER STUDIES, SOA University

Bhubaneswar. It is an original work done by me under the guidance of my external guide Mr. Deepak

Agarwal, INTERNAL TRAINER (SMV BEVERAGES LTD. JAMSHEDPUR). All information provided in this report is

genuine.

Place: Bhubneswar

Date: Nawaz Alli Khan

Acknowledgement

I express my appreciation and thanks to all those with whom I have had the opportunity to work with and

whose thoughts & insights have helped me in furthering my knowledge and understanding of the subject.

Every page of this report reminds me about the moral support and guidance that was bestowed upon me by

my esteemed Guide, professors, friends and family members throughout the duration of the project.

I take this opportunity to express my gratitude to Mr. P. S. Kumar (Director), Miss Mukti Rani (Human

Resource manager), K.K Thakur (H.O.S.) of S.M.V. Beverages, Jamshedpur who have given me the opportunity

to do the project in their esteemed organization.

My sincere gratitude goes to my Internal Project Guide Dr. Duryodhan Jena and my external Project guide

Mr. Deepak Agarwal TERRITORY DEVELOPMENT MANAGER, SMV Beverages ltd (PEPSICO) without his valued

guidance, encouragement, and inspiration the completion of this project would have never been possible.

I also owe my regards to Mr. Roshan Singh (C.E.), Mr. Dhannajay Yadav (A.D.S.) for their co-operation in the

successful completion of the project.

This has been one long project and naturally many people get associated with it. Any bouquet for the merit in

this book should go to their door. I would like to thanks the staffs and officials of S.M.V. Beverages for their

co-operation in providing us with all the information, which were required by us.

Abstract of the Report

In this report SMV Beverages, Jamshedpur gives me a problem to make a research on it that their

distribution and promotional strategy was not working properly. Because from last 2 years their

improvement regarding market share was 3.5% against Coca-Cola’s products. Another problem that emerged

new outlets doesn’t like to sell PEPSICO’s product which is the main reason, because it help the competitors

to increase their sales.

As I have appointed to do a research in my own locality in Mango, Jamshedpur to find out the reasons

behind the problem, as the locality has a major chunk of outlets; it generates big profits from the area. Firstly

I had fixed 2 zones that were to do survey in Rural and Town area. I had done Personal Interviews and

Questionnaires to get the information. I have faced so many problems like; Owners of the outlets are very

rude because of PepsiCo’s service. As I found out those outlets don’t get product in time and the repairing

service of PepsiCo.

In The End I finally meet my objectives and find out that the problem only can be resolved by, that one extra

number of distributor is needed in my locality and the number of employees regarding Repair of the Freezes

and Promotion is needed as the problem with the fridge repair service was that a few number of people was

appointed in the locality. Who were unable to handle all the problems at once.

TABLE OF CONTENT

Sl. No. Chapter No. Contents Page No

1 Chapter 01 Introduction 1-7

1.1 The Prollogue 2-3 1.2 Relevance of the Study 4 1.3 Research Problem 4 1.4 Objectives Of The Study 5 1.5 Methods Of The Study 5-6 1.6 Scope & Limitation 7

2 Chapter 02 Literature Review 9

2.1 Review Of Literature 9

3 Chapter 03 Company & Product Profile 10-32

3.1 Beverage Industry Scenario 11 3.2 Company Profile 12-26 3.3 Pepsico’s Product 27-32

4 Chapter 04 Data Analysis & Interpretation 33-60

4.1 Analysis & Interpetation Of Data (Town) 34-46 4.2 Analysis & Interpetation Of Data (Rural)

47-60

Chapter 05 Summary And Conclusion 61-63

5.1 Findings 62 5.2 Recommedation 63

5 Annexure 64-68

Bibliography 65 Questionnaire 66-68

Chapter 1

INTRODUCTION

1.1 The Prologue

Distribution channel is the chain of businesses or intermediaries through which a goods or services passes until it reaches the end

consumer. A distribution channel can include wholesalers, retailers, distributors and even the internet.

Channel are broken into direct and indirect forms

Direct channel - Allowing the consumer to buy the good from the manufactures.

Indirect channel - Allowing the consumer to buy the goods and services from a wholesaler.

Direct channels are considered “shorter” than “indirect” ones.

Distribution Channel

Distribution Channel is a very important component of Logistic & Supply Chain management. Distribution in Supply Chain

management refers to the distribution of a good from one business to another.

Distribution Channel

Direct Indirect

Factory

Distribution Channel defines as a chain of intermediaries, each passing the product down the chain to the next organization, before

it finally reached the consumers or end-users. This process is known as the “Distribution Chain” or the “Distribution Channel”. Each

of the elements in these chains will have their own specific needs, which the producers must take into account, along with th ose of

all important end-users.

Channels

Distribution, who sells to retailers.

Retailer (also called dealer or reseller), who sells to end consumers.

Distribution channels may not be restricted to physical products Alice from producers to consumers in certain sectors, since both

Direct and Indirect

Channels may be used. Hotels, for examples, may sell their services directly or through travel agents, tour operator, airlines, touris t

boards, centralized reservation system, etc. process of transfer the products or services form product to consumer or End -Users.

There has also been some innovation in the distribution of services. For examples, there has been an increase in Franchising and in

Rental Services

The latter offering anytime from television through tools. There has also been some evidence of servic es integration, with services

linking together, particularly in the travel and tourism sector. For example, Links now exist between airlines, hotels and car rental

services. In Addition, there has been a significant increase in retail outlets for the service sector. Outlets such as estate agencies and

building society offers are crowding out traditional grocers from major shopping areas.

Market Factors

An important market factor is “Buyer Behavior”, how do buyers want to purchase the product? Do they prefer to buy from

retailers, locally, via mail order or perhaps over the Internet? Another important factor is Buyer Needs for product information,

installation and servicing. Which channels are best served to provide the consumers with the information they need before buying?

Does the products need specific technical assistance either to install or service a product? Intermediaries are often best pl aced to

provide servicing rather than the original producer.

Retailer

Supplier

Customers

The willingness of channels intermediaries to market products is also a factor. Retailers in particular invest heavily in pro perties,

shop fitting etc. they may decide not to support a particular product it requires too much investment (e.g. Training , Display

Equipment, Warehousing).

Another Important factor is intermediary cost. Intermediaries typically charge a “mark up” or “commission” for participating in the

channel. This might be deemed unacceptably high for the producers business.

Producers Factors

A key question is whether the producer has the resources to perform of the channel? For example producers may not have the

resources to recruit, train and equip a sales team. If so, the only option may be to use agents and/or other distributors.

Another factor is the extent to which producers want to maintain control over how, to whom and at what price a product is sold. If

a manufacturer sells via a retailer, they effective lose controls over the final consumer price, since the retailer sets the price and

any relevant discount or promotional offers. Similarly, there is no guarantee for a producer that their product are actually been

stocked by the retailer. Direct distribution gives a producer much more control over these issues.

1.2 Relevance Of The Study

Relevance of the study for PEPSI, by this study, the company will come to know:-

Through this study company can know about its growth.

This study will also help to the company to know about their new concepts position in the market.

This study will also help to the company to know about its promotional activities.

Through this study company will know about the availability of its products in the market.

1.3 Research Problem

The Problem in the area of Mango, Jamshedpur is that, Retailers don’t order more stocks and the Sales are also go down for a

while. And also new shops don’t l ike to buy our product at all, so to know the reason behind it I do a survey on it.

TITLE OF THE STUDY

“A STUDY NO DISTRIBUTION CHANNEL AND PERMOTIONAL ACTIVITY OF PEPSICO”

NEED OF THE STUDY

The study was mainly conducted to identify distribution channel and promotional activity of PepsiCo SMV Beverages Jamshedpur.

STATEMENT OF THE PROBLEM

The study was conducted to know the problems faced by the retailer and distributers and their perception towards the company

and the customer’s perception towards the PepsiCo.

RESEARCH QUESTIONS

Why the sales OF SMV Beverages, Jamshedpur are going down?

Why Retailers Don’t Order More quantity?

Why The Growth rate is lower than competitors Growth rate?

STUDY DESIGN “A study design is the arrangement of the condition for the collection and analysis if data in a manner which helps the purpo se of

the study”. As the study was made on the distribution channel of PepsiCo and such document being considered confidential, the

questionnaire methods of surveying the distributor was separate questionnaire was prepared for the customers and retailers. Each

question has 2-5 options, giving sufficient options to the respondents. On the bas es of the answer to those questions, the finding

and analysed.

1.4 Objectives Of The Study

How strong relationship PepsiCo has with the distribution and retailer.

To know the Promotional activity of PepsiCo.

Perception of retailer towards the distribution channel (City & Rural) of the PepsiCo.

To collect data about the retailers that can be used for activating new channels and merchandising opportunities.

To find out ways to increase the sales of the new launches in different places.

1.5 Methods Of The Study

“Marketing Research is the systematic designing, collection, analysis, and reporting of data and finding relevant to a specific

marketing situation facing the company.”

The present study of Soft drinks markets in all over Patna is based on survey methods. In survey methods, there are two

types of survey. One is Census Method and another is Sampling Method. In this sample survey methods I have taken only a small

part of the whole and data collected from the small part are made applicable to the whole i.e. I have taken Jamshedpur and Rural

area of Mango, Bistupur, Puralia Road, Aditpur, Saraikela, Chandil etc.

Within the time limit, I tried my best to select the sample representative of the whole group. During my training, I

maintained different chart for different routes during my dealer survey. I have collected data from the distributor and retailer of

Jamshedpur and Rural area.

Data Sources

Primary data collection involved distributors, retailers and consumers

Research Approaches : Survey

Research Instrument : Interview Schedule

Sampling Plan

Sampling Unit : Distributors & Retailers

Sampling size : 160 (town), 0140 (rural)

Contact Method : Personal Interview

In interview schedule I used multiple choice questi ons.

SOURCES OF DATA COLLECTION

The data has been collected from both primary and secondary methods have been used.

Primary data- it was collected by surveying to the retailers.

Secondary data- it was collected from,

General l ibrary research sources l ike marketing book.

Advertisement journals l ike magazines and newspaper.

Internet: PepsiCo website, Wikipedia.

Structured Questionnaire:

Structured questionnaire is a printed list of questions to be filled by the respondents. The structured questions are being made as

short as possible and simple to understand to the people from both Rural and Town area . The questionnaire is designed such that it

helps to elicit the accurate information.

TOOLS AND TECHNIQUES

The first-hand information was collected by interviewing the distributor regarding the Strategies followed by the company for

distribution channel. A questionnaire was formulated and circulated to the retailers and customers. Hence the survey method is the

tool used here for the data collection.

SAMPLING DESIGN

Sample unit: Distribution of PepsiCo, Retailer and Customers.

Sample size: 300 respondents.

Sampling methods: List Of retailers Given By Company

Place of study: Mango, Bistupur, Puralia Road, Aditpur, Saraikela Jamshedpur.

PLAN OF ANALYSIS

The questionnaire was tabulated using tally methods. The tabulated data was analyzed and inferences were drawn. The tabulated

data has been depicted in the form of a graph. The promoters of different brands there were not taken for sample size.

LIMITATION OF THE STUDY

Biased- The study was purely based on the information provided by the respondents and they may be biased.

Time Constraint- The study was conducted in a short period of time and detailed study was not possible.

Cost Constraint- The area of study is Jamshedpur

Sample Constraint- The sample size was not large enough as planned, as the time factor was the key limitation in the study.

Confidential Constraint- Due to confidential constraint certain information, not all details could be obtained.

1.6 Scope & Limitation

SCOPE OF THE STUDY

The training in the organization is very important for a student who is undergoing with such course. This course is not the answer

for all the problems, which arises in the practical fields. There is no certain formula for any particular problems, but the aim of this

study is to develop the ability of decision-making. A right decision at right time itself helps an organization to run smoothly.

This training in an organization gives an idea how decisions are taken tact fully when any problem comes to an executive. So the

way of problem solving, right decisions making and knowledge of different type of marketing activities give much importan ce to the

study. Though only in two months it was not possible to understand it so deeply but an overall idea could develop.

LIMITATIONS:

Every work has some limitations and in this l imitation we have to do a wok as summer project is a time bound process so in which I

found various l imitation which are as follows:

Retailer ’s mindset about the survey was also an obstacle in acquiring complete information and positive interaction.

Time and Money is also one of the important l imitations.

The sample has taken only 100 respondents. They may not represent the whole population.

CHAPTER 02

LITERATURE

REVIEW

2.1 Review Of Literature

PepsiCo is one of the oldest, largest and 17most successful Beverage and snack companies in the world. PepsiCo was founded by

Caleb Bradham in 1902 in USA. Today PepsiCo and its affiliates operate in more than 140 countries in the world and generate

revenue in excess of $40 Billion. In its pursuit of never ending growth and expansion, PepsiCo entered India in 1989 in a joint

venture with Punjab Government. However, PepsiCo India very soon started its beverages operations in collaboration with the R.K.

Jaipuria Group . Soon after entering the beverages segment PepsiCo estimated its dominance in the market owing to its expertise in

sales, marketing, operation and local collaboration.

PepsiCo maintained its market dominance for many years to come. However, this advantage slipped and PepsiCo had to conced e

the market leadership to Coca Cola India. Several actors and Sport person were responsible for this development. But the most

important are; Distribution channel is having an important role in positioning of the product because we know that distributi on

channel is tool by which we can make reach our product to the final consumer discontinuation of slums in the distribution net work

by PepsiCo. This move by PepsiCo adversely affected its position of a market leader because while PepsiCo discontinued the us e of

Slums in its distribution network Coke continued it and within one year, it was able to snatch considerable market share from

PepsiCo. Acquisition of well -established and favored brand like Thumps Up and Limca by Coc a Cola India.

These two brands stil l constitute a bulk of sales for Coca Cola India. To explore the reasons behind these development this study will

analyze the marketing initiatives and policies of PepsiCo India in detail with particular focus on its partner relationship management.

The data collected for laid the foundation for the study and gave a platform for the analysis and findings which lead to the

fulfillment of the objectives. The data collected for research is primary and secondary. Primary data is collected by observa tion,

interviews and questionnaires. The data collection and primary paves way for the recommendation and conclusion of the study that

reveals some important findings regarding the strategy and corporate structure and strategy of PepsiCo India.

Chapter 03

COMPANY

&

PRODUCT PROFILE

3.1 Beverage Industry Scenario

Liquid Food and beverage processing in India has been a rising star in recent years. More and more is being consumed, and the quality of the products is ever higher. India is widely recognized as a promising market for the liquid food and beverage industry.

Impressive data on the rapidly growing economic strength of India and the

performance of its food and beverages industry (Source: VDMA):

It is one of the most rapidly growing economies in the world.

It is one of the largest beverage markets worldwide (by volume) for alcoholic beverages and soft drinks.

Per capital consumption is still very low but is rapidly increasing (alcoholic drinks: +28%, soft drinks: +100 %)

It is the number one market for milk and dairy products and stil l growing.

Because of its rich resources, India is already a leading exporter for several food products.

The global deal between Coca-Cola and P&G to form a snacks and beverages joint venture company was reported to have slipped

into rough weather. The P&G brand of potato wafer, Pringles, seemed to be faced with distribution problems in India. P&G had globally tied up with Coca-Cola to form a stand-alone juice and snacks company. The new firm is focused on developing and marketing new juices, juice based beverages and snacks on a global basis. The Sharjah-based Allied Beverages was pushing its Ahlan

brand in India, having entered the market in mid-2000. Its target was carbonated drinks market in PET bottles . Its plans were to launch a PET bottle in the popular 300 ml category. Ahlan expected to gain a 12% share of the total PET bottle market in nort hern India. Of the total market, PET bottle segment is approximately 12%. Presently, All ied Beverages has a manufacturing unit at Dharuhera in Haryana. The product range includes carbonated drinks - cola, orange, lemon and soda in three pack sizes - 500 ml,

1500 ml and 2000 ml. All ied Beverages sells non-carbonated drinks in 200 ml food grade cups priced at Rs 7 in its portfolio, available in four different flavors. The company's future plans include pulp-based fruit drinks in flavors, which will be available in 200 ml non-returnable glass bottles.

IFB Agro Industries has handed over the distribution rights of Cadbury Schweppes in favor of Coco-Cola India, following the global takeover of Schweppes beverages by Coke. The company stil l retains the bottling rights for the beverages.

It was noticed for the first time during the summer of 2004 that soft drink companies were registering a slower growth in the sale of bottled water at 20% compared to 35% in case of drinks.

3.2 Company Profile

Barbara Murray explained the soft drink industry by stating, “For years the story in the non -alcoholic sector cantered on the power

between Coke and Pepsi. But as the pop topped out, the industry’s giants have begun relying on now products flavors and looki ng

to noncarbonated beverages for growth”. In order to fully understand the soft drink industry, the following should b e considered

the dominant economic factors, five competitive sources, industry’s key factors. Based on the analyses of the industry, speci fic

recommendation for competitors can then be created.

Soft Drink Industry

The Soft drink industry, the Production, marketing and distribution of non-alcoholic, carbonated, flavored, sweetened and water

based beverages.

The history of soft drink in the United States illustrates important business innovations, such as product development, franc hising

and mass marketing, as well as the evolution of consumer tasted and cultural trends. Many Europeans long believed natural

Non-alcoholic

Carbonated Flavored

Sweetened Water Based Beverages

Production

Marketing

Distribution

mineral waters held medicinal qualities and favored them as alternatives to often-polluted common drinking water. By 1772, British

chemist Joseph Priestly invented a means to synthetically carbonate water, and the commercial manufacturing of artificial min eral

water began with Jacob Schweppes’s businesses in Geneva in the 1780 and London in the 1790s. The first known U.S. manufacture r

of soda water, as it was known, was Yale University chemist Benjamin Silliman in 1807, though Joseph Hawkins of Baltimore

secured the first U.S. patent for the equipment to produce the drink two year later. By the 1820s, pharmacies nationwide provided

the beverage as a remedy for various ailments, especially digestive.

Though the drinks would continue to be sold in part of their therapeutic value, customers increasingly consumed them for

Refreshment, especially after the 1830s, when sugar and flavorings were first added. Soda fountains emerged as regular features of

drugstores by the 1860s and served beverages flavored with ginger, vanilla, fruits, roots and herbs . In 1874 a Philadelphia store

combined two popular products to make the first known ice-cream soda. The first cola drink appeared in 1881.

In the late 1800s, several brands emerged that were still popular a century later. Pharmacists experimenting at local soda fountains

invested Hires Root Bear in Philadelphia in 1876, Dr. Pepper in Waco, Taxes, in 1885, Coca Cola in Atlanta, Georgia in 1886, and

Pepsi-Cola in New Bern, North Carolina, in 1893 among other. Reflecting two of the middle-class mores of period temperance and

feeling overwhelmed by the pace and burdens of modern life, early marketing touted these drinks as alternatives to alcohol an d as

stimulants. Coca-Cola inventor John S. Pemberton’s first advertisement for his creation read “Delicious! Refreshing! Exhilarating!

Invigorating!”, as Asa Candler, the eventual founder of the Coca -Cola Company, promoted his products in the years leading up to

Prohibition as “The Great National Temperance Beverage.”

The history of Coca-Cola reveals how national markets in soft-drink brands development. To limit the cost of transportation,

manufactures of syrup concentrates licensed bottlers to mix the product, package and distribute it within a specific territor y.

Candler underestimated the importance of the bottling side of the business and in 1899 sold the national right to bottle Coke for

the fairly small sum to Benjamin F. Thomas and Joseph B. Whitehead, who then started a national network of bottles, creating the

basic franchising format by which the industry is still run. Candler and his successor after 1923, Robert Woodruff, were aggressive

and innovative in marketing Coke as a leading consumer product and cultural icon. Coupons for free samples and giveaways of i tem

bearing the drink’s name and logo publicized the beverage and pioneering efforts in market research helped define how best to

take advantage of advertising and promotions.

During World War II, Woodruff opened bottling operation overseas to supply U.S. Military persons, and after the War Coke was

poised to enter these international markets, not only as a consumer product, but also as a symbol of “The American Century”.

After World War II, the soft drink industry became a leader in television advertisement, the use o f celebrity endorsement, catchy

slogans, tie-ins with Hollywood movies and other forms of mass marketing, particularly focusing on young consumers and

emphasizing youth-oriented themes. As health and fitness consciousness and environmental awareness became popular, the

industry responded with sugar free and low-calorie diet sodas, beginning in the 1960s and later caffeine-free colas and recyclable

containers.

The most fa mous rivalry within the industry has been between Coke and Pepsi, which waged two round s of “Cola Wars” in the

twentieth c entury. In the 1930s and 1940s, Pepsi challenged the industry leader by offering a twelve-ounce bottle for same five-

cent price as Coke’s standard six ounces. In the 1970s and 1980s, “Pepsi challenge” taste-tests led Coke to change its formula in

1985, a campaign that failed because it underestimated the attachment Cole drinkers had the traditional and symbolism of the

brand.

In 2001, the soft drink industry included approximately five hundred U.S. bottlers with more than 285,000 employees, and its

achieved retail sales of more than $61 Billon. Americans that year consumed an average of 55 gallons of soft drink per person , up

from 48 in 1990 and 34 in 1980.

The 9 leading companies accounted for 96.5% of industry sales, led by Coca-Cola with more than 43% of the soft drink market and

Pepsi with 31%. 7 individual brands accounted for almost two-thirds of all sales. Coca-Cola Classic, Pepsi-Cola, Diet Coke, Mountain

Dew (Pepsi Product), Sprite (Coca-Cola Product), Dr. Pepper and Diet Pepsi. Domestic sales growth slowed in the late 1990s,

because of increased competition from soft drinks, Iced Teas, Juices, Sport Drinks and bottled water. The industry continue,

however, to tap lucrative international markets, Coke and Pepsi each have bottling operation in more than 120 countries.

Type: Public

Traded as: NYSE:PEP

Industry: Food Non-alcoholic beverage

Founded: New Bern, North Carolina, U.S. (1965)

Head Quarter: Purchase, New York, U.S.

Area Served: Worldwide

Indra Krishnamurti Nooyi Zein Abdalla D. Shivakumar

PepsiCo CEO India Chairman of the Board CEO, PepsiCo

HISTORY OF THE PEPSICO

It was first introduced in North Carolina in 1898 by Caleb Braham who made a pharmacy which sold the drink which was known

back then as “Brad’s Drink”, and was later named Pepsi Cola possibly due the digestive enzyme pepsin and kola nuts used in the

recipe. Braham sought to create a fountain drink that was delicious and would aid in digestion and boost energy.

In 1903, Braham moved the bottling of Pepsi -Cola from his drugstore into a rented warehouse. That year, Braham sold 7,968

gallons of syrup. The next year, Pepsi was sold in six-ounce bottles, and sales increase to 19,848 gallons. In 1926, Pepsi was

received its first logo redesign since the original design of 1905. In 1920, the logo was changed again. In 1929, automobile race

pioneer Barney Oldfield endorsed Pepsi -Cola in newspaper ads as “A bully drink…… refreshing, invigorating, a fine bracer before a

race”.

In 1931, the Pepsi -Cola Company went bankrupt during the Great Depuration- in large part due to financial losses incurred by

speculating on wildly fluctuating sugar prices as a result of World War I. assets were sold and Roy C. Megargel bought the Pepsi

trademark. Eight year later, the company went bankrupt again. Pepsi’s assets were then purchased by Charles Guth; the president

of the Loft Inc. Loft was a candy manufacturer with retail stores that contained soda fountains. He sought to replace Coca -Cola at

his stores’ fountains after Coke refused to give him a discount on syrup. Goth them had Loft’s chemists reformulate the Pepsi -Cola

syrup formula. During the great Depression, Pepsi gained popularity following the introduction in 1936 of a 12-ounce bottle.

Initially priced at 10 cents, sales were slow, but when the price was slashed to five cents, sales increased substantially. With a radio

advertisement campaign featuring the jingle “Pepsi Cola hits the spot Twelve full ounces, that’s a lot/ Twice as much for a nickel,

too Pepsi-Cola is the drink for you”, arranged in such a way that the jingle never ends. Pepsi encouraged price-watching consumers

to switch, obliquely referring to the Coca-Cola standard of six ounces per bottle for the price of five cents (a nickel), instead of the

12 ounces Pepsi sold at the same price. Coming at a time of economic succeeded in boosting Pepsi’s status. In 1936 alone

500,000,000 bottles of Pepsi were consumed. From 1936 to 1938, Pepsi -Cola’s profits doubled.

Our Vision and Mission

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 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."Our vision is put into action through programs and a focus on environmental stewardshi p,

activities to benefit society, and a commitment to build shareholder value by making PepsiCo a truly sustainable co mpany.

Our Mission

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 p artners and

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

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 SLOGAN IN 2009 --

“Har Street ko Jeet…”

Pepsi works on ‘SMART’ formula:

SPECIFIC- Helps the sales force understand exactly what is expected out of them.

MEASUREABLE- ensure that management can track individuals & team performance.

ACHIEVABLE- increase the level of challenges & motivation within the sales force.

RELEVANT- translates the company’s initiatives into market place execution.

TIME BOUND- avoids dragging and ensure meeting deadlines.

Slogans with Logo

1898 Brad's Drink

1903 Exhilarating, Invigorating, Aids Digestion

1906 Original Pure Food Drink

1908 Delicious and Healthful

1915 For All Thirsts - Pepsi: Cola

1919 Pepsi: Cola - It makes you Scintillate

1920 Drink Pepsi: Cola - It Will Satisfy You

1928 Peps You Up!

1929 Here's Health!

1932 Sparkling, Delicious

1933 It's the Best Cola Drink

1934 Double Size

Refreshing and Healthful

1938 Join the Swing to Pepsi

1939 Twice as Much for a Nickel

1943 Bigger Drink, Better Taste

1947 It's a Great American Custom

1949 Why Take Less When Pepsi's Best?

1950 More Bounce to the Ounce

1954 The Light Refreshment

Refreshing Without Filling

1958 Be Sociable, Have a Pepsi

1961 Now It's Pepsi for Those Who Think Young

1963 Come Alive! You're in the Pepsi Generation

1967 Taste that Beats the Others Cold, Pepsi Pours It

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On.

1969 You've Got a Lot to Live, Pepsi's Got a Lot to Give

1973 Join the Pepsi People Feeling' Free

1976 Have a Pepsi Day!

1979 Catch That Pepsi Spirit Take the Pepsi Challenge

1981 Pepsi's Got Your Taste for Life

1983 Pepsi Now!

1984 The Choice of a New Generation

1987 America's Choice

1989 A Generation Ahead

1992 Gotta Have It

1993 Be Young, Have Fun, Drink Pepsi

1995 Nothing Else is a Pepsi

1997 Generation Next

1998 Same Great Taste

1999 The Joy of Cola

2000 The Joy of Pepsi






BRANDING OF PEPSI

2003 Pepsi. It's the Cola


PEPSICO WORLDWIDE

PepsiCo is a world leader in convenient foods and beverages, with operating income of about $6.44 bil lion USD and over 153,000

employees. The company consists of

(1) The snack businesses of Frito-Lay North America and Frito-Lay International,

(2) The beverage businesses of Pepsi-Cola North America and PepsiCo Beverages International,

(3) Gatorade/Tropicana North America juice products, and

(4) Quaker Foods North America, manufacturer and marketer of ready-to-eat cereals and other food products.

PepsiCo brands are available in nearly 200 countries and territories. Many of PepsiCo’s brand names are over 100 -yearsold, but the

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

acquired in 1998 and PepsiCo merged with The Quaker Oats Company, including Gatorade, in 2001. PepsiCo (symbol: PEP) is a

publicly traded company. Its shares are traded principally on the New York Stock Exchange in the

United States. The company is also listed on the Amsterdam, Chicago, Swiss and Tokyo stock

exchanges. PepsiCo has consistently paid cash dividends since the corporation was founded in

1965. It currently pays $0.60 per share in dividends to its stockholders. The stock currently trades

at $41.84 as of Monday, April 21; 2003.PepsiCo World Headquarters is located in Purchase, New

York, approximately 45 minutes from New York City. Edward Durrell Stone designed the seven -

building headquarters complex. The building occupies ten acres of a 144 -acre complex that

includes the Donald M. Kendall Sculpture Gardens, “a world acclaimed sculpture collection in a

garden setting” designed by Russell Page (Enrico 2).

PepsiCo’s success is the result of superior products, high standards of performance, distinctive competitive strategies and the high

integrity of its people.

PEPSICO INTERNATIONAL

Pepsi-Cola began selling its products outside the United States and Canada in the mid-1930s, opening in the United Kingdom in

1936. Operations grew rapidly beginning in the 1950s. Today, PepsiCo beverages are available in more than 170 countries and

territories. Brands include Aquafina, Gatorade and Tropicana. In addition to brands marketed in the United States, PepsiCo

International brands include Mirinda, Seven-Up and many local brands. PepsiCo began its international snack food operations in

http://en.wikipedia.org/wiki/United_States_Dollar

1966. Today, products are available in nearly 170 countries. Often PepsiCo snack food products are known by local names. These

names include Gamesa and Sabritas in Mexico, Walkers in the United Kingdom, Simths in Australia, Matutano in Spain, Elma Chips

in Brazil, and others. The company markets Frito-Lay brand.

PEPSICO IN INDIA

PepsiCo gained entry to India in 1988 by creating a joint venture with the Punjab government-owned Punjab Agro Industrial

Corporation (PAIC) and Voltas India Limited. This joint venture marked and sold Lehar Pepsi unit in 1991, when the use of foreign

brands was allowed, PepsiCo bought out its partner and ended the joint venture in 1994. Other claims that firstly Pepsi was banned

from import in India, in 1970 for having refused to release the list if its ingredients and in 1993, the ban was lifted, with Pepsi

arriving on the market shortly afterwards. These controversies are a reminder of “India’s sometimes acrimonious relationship with

huge multinational companies”. Indeed, some argue tha t PepsiCo and the Coca-Cola Company have “been major targets in part

because they are well -known foreign companies that draw plenty of attention”.

In 2003, the centre for Science and Environment (CSE), a non-government organization in New Delhi, said aerated waters products

by soft drinks manufactures in India, including multinational gained PepsiCo and Coca -Cola Company, contained toxins, including

lindane, DDT, malathion and chlorpyrofos -pesticides that can contribute to cancer, a breakdown of the immune system and cause

birth defects. Tested products included Coke, Pepsi, and 7up, Mirinda, Fanta, Thums Up, Limca and Sprite. CSE found that the

Indian-produced Pepsi’s soft drink products had 36 times the level of pesticide residues permitted under European Union

regulations; Coca-Cola’s 30 times. CSE said it had tested the same products in the US and found no such residues. However, this

was the European standard for water, not for other drinks. No law bans the presence of pesticides in drinks in India.

The Coca-Cola Company and PepsiCo angrily denied allegations that their products manufactured in India contained toxin levels far

above the norms permitted in the developed world. But India parliamentary committee, in 2004 backed up CSE’s findings and a

government-appointed committee, is now trying to develop the world’s first pesticides standard for soft-drinks. Coke and PepsiCo

opposed the move, arguing that lab tests aren’t reliable enough to detect minute traces of pesticides in complex drinks. On

December 7, 2004 India’s Supreme Court ruled that both PepsiCo and competitor Coca -Cola Company must label all cans and

bottles of the respective soft drinks with a consumer warning after tests showed unacceptable levels of residuals pesticides. Both

companies continue to maintain that their products meet all International safety standards without yet implementing the Supreme

Court ruling. As of 2005, Coca-Cola Company and PepsiCo together hold 95% market share of soft drinks sales in India.

PepsiCo has also been accused by the Puthussery Panchayat in the Palakkad district in Kerala, India, of practicing “water piracy” due

to its role in exploitation of ground water resources resulting in scarcity of drinking water for the Panchayat’s residents. Who have

been pressuring the government to close down the PepsiCo unit in the vil lage?

In 2006, the CSE again found that soda drinks, including both PepsiCo and Cola -Cola, had high levels of pesticides in their drinks.

Both PepsiCo and Coca-Cola Company maintain that their dri nks are safe for consumption and have published newspaper

advertisement that say pesticides levels in their products are less than those in other foods such as tea, fruit and dairy pr oducts. In

the Indian state of Kerala, sale and production of PepsiCo and Coca-Cola, along with other soft drinks, was banned by the state

government in 2006, but this was reserved by the Kerala High Court merely a month later. Five other Indian states have announ ced

partial bans on the drinks in schools, colleges and hospitals.

S.M.V. BEVERAGES, JAMSHEDPUR

S.M.V. Beverage Pvt. Ltd, Adityapur, (Jamshedpur) a medium sector enterprise, located amidst beautiful surroundings, on the Tata

Kandra road in the Adityapur Industrial Area, and producing PEPSI range of bottled soft drinks , viz. Pepsi, 7 Up, Mirinda, Teem,

Mirinda Lemon, Mirinda Apple and Lehar Slice and had become a household word in the Jharkhand State symbolizing achievement

and advancement over the years.

Steel City Beverages was established in 1967 and production comme nced in March 1969. At the very outset the company installed

state the art machines and technology, for the production and bottling of soft drinks. The bottling plant with a capacity of produce

bottle 220 per minute is totally automatic and also had a modern state of the art inter mix machine for bringing forth the right

blend of flavors. The company continuous to adopt innovative technology in keeping with its policy of constant quality

improvements. With the advent Pepsi Food Limited for the production and sales of Pepsi range of soft drinks for Jharkhand.

The company symbolizes self reliant in technology and ranked as the Best bottling company in the country in terms of Quality,

Efficiency, Sale, Productivity and KRD. Till 1998, it was under the guidance of its Chairperson, Smt. Kusum Kamani and the able

stewardship of its Managing Director, Shri. Nakul Kamani, the Co. has consistently bagged on numerous occasions, awards for

Quality Assurance and Productivity, in 1993 it bagged top honors for being the best Quality conscious Plat amongst all Pepsi

Bottling companies in India.

In March 1999, Steel City Beverages Ltd. was taken over by Mr. S. K. Jaipuria from Mr. N.D. Kamani, along with Rushabh Market ing

Ltd., a marketing unit. Mr. S.K. Jaipuria started running this plant very successfully. He was very much enthusiastic to increase the

production and sale and to capture the whole market of Jharkhand. He established another plant in the name of SMV Beverages

(Jamshedpur) and increased the production from this new plant.

The capacity of this new plant is 600 bottles per minute. Simultaneously, marketing, company came up in the name of Hyderabad

Marketing Company, Which is catering the need of whole of Jharkhand state. The Company’s highly sophisticated plant an d quality

control laboratory along with the dedication and enterprise of its employees is more than evenly matched by the management’s

sense of understanding and compassion that has insured the company’s progress with every passing day.

The company has a sale of more than 24 million bottles. It has maintained and nurtured a vast network of distribution for its

product in Jharkhand and currently holds way over more than 50% of the states consumer soft drinks market with an estimated

growth annual turnover of over Rs. 10 corers. The company is currently in pursuit of the coveted ISO 9002, which it is confident of

achieving and would hence become the first food product factory in India to do so.

PHILOSOPHY The Philosophy of S.M.V. Beverages Pvt. Ltd. Establishes the value, believes & guidelines for the manner in which the S.M.V.

Beverages Pvt. Ltd. Is going to conduct its business. Usually the officers of the S.M.V. Beverages Pvt. Ltd. Lay down the cor porate

Philosophy, which an organization follows in its strategic and operational activities. Such a Philosophy may not be conscious ly and

formally stated but may gradually evolve due to the officer’s actions.

Generally an officer has a perception of the type of organization that he wants his company to be the executive committees of

S.M.V. Beverages Pvt. Ltd. Discuss and decide on a corporate philosophy to be followed for strategic management. Consultants may

also be called upon to make an in depth analysis of the organization to suggest an appropriate Philosophy statement.

GOAL SETTING Goals denote what an organization hopes to accomplish in a future period of time. They represent a future state or an outcome of

the effort put in now. A broad category of financial and non-financial issues is addressed by the goals that a firm sets for it. P.S.

Kumar, Director of S.M.V. Beverages Pvt. Ltd. expressed the purpose of his organization as “our goal is to be the most compet itive

and progressive institution in our (i .e., Beverages) industry.” The company stated goals were “growth, innovativeness, high profits

as a barometer of efficiency highly involved employees distinctively charged with pride…”

The main goals of S.M.V. Beverages Pvt. Ltd. are as follows:-

Growth had been achieved in terms of customers & average business per employee, Good product quality & service.

Innovativeness was reflected in a number of new schemes.

A high Profit between its competitors and become industry leader.

Employee involvement had been sought through the delegation of authority and devolution of power to grassroots

levels through a change in administrative structure and the creation of circle.

STRUCTURE OF THE ORGANIZATION For the every concern a structure is necessary on which the compl ete organization should be founded. The existence of a structure

as obvious in every organization whether planed/unplanned or ill planed. To have a structure is not a choice of the organizer . The

choice is only of the form and pattern of the organization. Planed organization structure may be proved logical clear- cut and

streamlined in order to meet the present requirement.

Otherwise it will merely be a makeshift arrangement and the management is rendered difficult and ineffective because

organizational structure affects everyone in the organization. A good organizational structure facilitates management’s

management and the operation of enterprise and it encourages growth. It helps organization to reach its common goal. In order to

make the organizational structure more effec tive one structure that can meet the demand of various factors namely environment,

technology, size and people.

S.M.V. Beverages was taken over by Mr. S.K.Jaipuria in March1999 from Mr.D.N.Kamani along with Rushab Marketing Limited, a

marketing unit. M/s S.K.Jaipuria running this plant very successfully. He is very much enthusiastic to increase the product ion and

sales and to capture the Whole marker of South Bihar, now Jharkhand State. He established another plant in the name SMV

Beverages, Jamshedpur and increased production from this new plant is 600 bottles per minute.

S.M.V. Beverages Jamshedpur has a management boars headed by Mr.S.K.Jaipuria. He holds the top position but the overall

policies regarding managerial decision and all the executive function are performed and look after by the Director Mr.P.S.Kumar

.He has been given the power and authority to manage the company affairs. Therefore, Mr. P. S. Kumar can be recognized as the

Chief Executive. The Director look after all the functional department l ike production, sales, accounts, personnel, purchase etc.

Every department sends report directly to the director and is responsible to him in sense of working. In spite of this all department

are in direct control of the director. Plant superintendent is the head of the production department. He looks after production, that

is bottling process, inspection, storage of new materials and though there is a quality control manager. The controller of accounts

heads the accounts department.

Manager (Personal & Administration) looks after the function of administration, industrial relation, legal jogs security,

welfare etc. The purchase officer In charge of all purchase activities of concern.

S.M.V. Beverages, Jamshedpur is proud of winning Pepsi I.Q.A (Gold), International Quality Award, Gold for the year 2001.

S.M.V. Beverages also setup a PET bottle plant in March 2003. It has a capacity of bottling 40 PET bottles per minute. It is

bottling 500ml, 1.5 lt., 2 lt. PET bottles of different flavors namely Pepsi, Mirinda, 7up, Mountain dew, Slice. At present

SMV Beverages (Jamshedpur) (a unit of SMV Agencies (P) Ltd.) have following Sister Concerns.

Steel City Beverages Pvt. Ltd

Hyderabad Marketing Company

Earlier it had M/s Kamani Food which was only bottling SLICE and in 2004. M/s Kamani Food was merged with SCBPL now

SCBPL is producing SLICE along with other brands of PEPSI. It is mainly bottling 300ml and 250ml, 1.2 l tr (Slice)

Core Capabilities Product Leadership:

Refers to the a bi l i ty to devel op c rea ti ve, premi um produc ts through s pec i a l ized new tec hnol ogi es .

Market Leadership:

Refers to the a bi l i ty to a c hi eve the "PEPSI bra nd i s No. 1" goa l ba c ked by i ts formi da bl e ma rket pres enc e

wor l dwi de.

People Leadership:

Refers to ta l ented peop l e who per form exc el l entl y by i nterna l i zing a nd pra c ti c ing i nnova tions .

Corporate Culture:

Though a c ompa ny i mpl ements per fec t ma na gement s tra tegi es a nd boa s ts of outs ta ndi ng a nd ta l ented

peopl e, i t s houl d ha ve a n a ppropr i a te c orpora te c ul ture to unl ea s h t he power of thes e c a pa bi l iti es .

A 'No'- Challenge: We fos ter a c orpora te c ul ture whereby we s ugges t a n a l terna ti ve before s a yi ng "no" a nd

a ggres s i vel y work towa rds ful fi l l ing our goa l .

'We' not 'I': We purs ue a c orpora te c ul ture whereby we embra c e a s trong tea mwork.

Fun to work: We c rea t e a workpl ac e wh ere i ndi vi duals ' c rea ti vi ty a nd freedom a re res pec ted a nd worki ng

i s ma de fun.

FOLLOWING ARE THE MAJOR CONSIDERATIONS

Clear l ines of authority

Adequate delegation of authority

Minimum managerial level

Unity of directors

Application of ultimate responsibility

Span of control

Simplicity

DIRECROR

Flexibil ity

Proper emphasis on shift activities.

CHRONOLOGY OF ACHIEVEMENT

First plant to achieve 100% result on Pepsi norm (Japan) and got an award.

Its plant to pack large packs---500ML

Commissioning of kamani foods-1988

Started operating for Bottling Pepsi products as a Franchise operation (FOBO) under kusum kamani -1990

First plant to achieve 100% result on Pepsi norm and got an award-1991

Excellence in quality award-1992

IQA Bronze cash award-1993

IQA Bronze cash award-1994

In 2001 received IQA gold status.

In 2002 received IQA Bronze Award

In 2003 new pet plant capacity of 60 BPM commissioned.

In 2004 received IQA silver award.

Achieve ‘Best Plant Team’ in 2004.

ORGANIZATION CHART OF SMV BEVERAGES JAMSHEDPUR

QUALITY POLICY

To produce PEPSI range of beverages maintaining desired quality of products and services.

To attain market leadership and achieve consumer and stakeholders delight.

To achieve continual improvement of the QMS through effective cost reduction measures and reviewing KPI’s.

FOOD SAFETY POLICY

We at SMV Pvt. Ltd Jamshedpur commit ourselves to:-

Produce safe and hygienic beverage products under clean condition.

Comply with all applicable legal and requirements related to food safety.

Ensure through periodic verification, the effective implementation and continual improvement of the food safety

management system

In case of deviation take corrective action, which include disposition, recall of defectives and elimination of root causes.

Educate and motivate all employees to contribute towards effective implementation of Food Safety Management System.

Review Food Safety Policy during management reviews.

3.3 PEPSICO’S PRODUCTS

Following are main products of PepsiCo (India) Pvt. Ltd l imited.

Pepsi

Mirinda Orange

Mirinda Lemon

7 Up

Mountain Dew

Slice

Mirinda Sorbet (Limited Edition)

Pepsi Gold (Limited Edition)

Pepsi Diet

Lehar Soda

Aquafina

Tropicana

Gatorade

Lehar Namkeen

Lays

Kurkure

Uncle Chips

Cheetos

PRODUCT PROFILE

CARBONATED SOFT DRINKS:-

PEPSI

The Joy of Pepsi.

Contains: Carbonated water, high fructose corn syrup, caramel color, phosphoric acid, caffeine, citric acid and natural flavors.

Calories 100

Total Fats (g) 0

Sodium (mg) 25

Potassium (mg) 10

Total Carbohydrates (g) 27

Sugar (g) 0

Protein (g) 0

Caffeine (mg) 25

Diet Pepsi

Contains: Carbonated water, caramel color, aspartame, phosphoric acid, potassium benzoate (preserves freshness), caffeine, citric

acid and natural flavors.

Calories 0

Total Fats (g) 0

Sodium (mg) 25

Potassium (mg) 20


Protein (g) 0

Sugar (g) 0

Caffeine (mg) 24

0 carbs. 0 calorie. It’s the diet cola.

Mirinda Orange

Savor Your Mirinda.

Contains: Carbonated water, high fructose corn syrup, citric

acid, purity gum, potassium benzoate and potassium

sorbate (preserves freshness), ester gum, natural flavor, yellow

6, ascorbic acid and calcium disodium EDTA (to protect flavor),

sodium citrate.

Calories 120

Total Fats (g) 0

Sodium (mg) 25


Protein (g) 0

Sugar (g) 32

Caffeine (mg) 24

Mountain Dew Do the dew.

The fastest-growing soft drink of the decade, Mountain Dew currently ranks as the nation's leading soft drink in retail outlets. Doing

the "Dew" is l ike no other soft drink experience because of its daring, high-energy, high-intensity, active, extreme citrus taste.

Contains: Carbonated water, high fructose corn syrup, concentrated orange juice and other natural flavors, citric acid, sodium

benzoate (preserves freshness), caffeine, sodium citrate, gum Arabic, yellow 5, erythorbic acid (preserves freshness), calcium

disodium EDTA (to protect flavor) and brominated vegetable oil.

Calories 110

Total Fats (g) 0

Sodium (mg) 50

Potassium 0


Protein (g) 31

Sugar (g) 0

Caffeine (mg) 36

7up

Cool 7up

Contains: Carbonated water, caramel color, aspartame,

phosphoric acid, potassium benzoate (preserves freshness),

caffeine, citric acid and natural flavors.

Calories 100

Total Fats (g) 0

Sodium (mg) 25

Potassium 20


Protein (g) 31

Sugar (g) 0

Caffeine (mg) 24

Slice

Pure Mango Pleasure

Contains: Carbonated Water, High Fructose Corn Syrup, Mango Juice From Concentrate,

Citric Acid, Potassium Benzoate (Preserves Freshness), Modified Food Starch, Natural &

Artificial Flavors, Potassium Sorbate (Preserves Freshness), Ascorbic Acid (Vitamin

C),Yellow 6, Glycerol Ester of Wood Rosin, Calcium Disodium EDTA (To Protect Flavor), Sodium

Citrate.

Calories 120

Total Fats (g) 0

Sodium (mg) 25

Potassium 35


Protein (g) 35

Sugar (g) 0

Caffeine (mg) 0

PACKAGED DRINKING WATER

Aquafina

Pure Water. Perfect Taste.

Enjoy the crisp, refreshing taste of Aquafina 100% pure, non-carbonated, purified drinking water. The consistent purity and great

taste of Aquafina are guaranteed by means of a state-of-the-art purification process that includes reverse osmosis and carbon

fi ltration. Since its debut in 1995, Aquafina has won over consumers with its great taste and purity.

Aquafina is the official bottled water of Major League Soccer and the PGA of America. Aquafina is distributed nationwide and can

be enjoyed in 500 ml. 1-liter and 1.5-liter bottles. Aquafina. Purity Guaranteed.

Contains: Purified water

Calories 0

Total Fats (g) 0

Sodium (mg) 0

Potassium 0


Protein (g) 0

Sugar (g) 0

Caffeine (mg) 0

DIFFERENT FLAVOURS OF PEPSI PRODUCT WITH ITS SKUs

SKUs OF PEPSI

Glass 200ml, 300ml

Can 250ml, 330ml

Pet 600ml, 2 ltr

SKUs OF 7UP

GLASS 200ml, 300ml

Can 250ml, 330ml

Pet 600ml, 2 ltr

SKUs OF MOUNTAIN DEW

GLASS 200ml

Can 250ml, 330

Pet 600ml, 2 ltr

SKUs OF MIRINDA

Glass 200ml, 300ml

Can 250ml, 330ml

Pet 600ml, 2 ltr

SKUs OF DIET PEPSI

CAN 250ml, 330ml

Pet 500ml

SKUs OF SLICE

Glass 250ml

Pet 500ml, 1.2 ltr

Tetra 200ml

SKUs OF AQUAFINA

PET 500ml, 1 ltr, 2 ltr

SKUs OF TWISTER

PET 350 ml, 1.2 ltr

SKUs OF TROPICANA

TETRA PACKS 200ml (pineapple , mixed fruit,

mango nectar, guava nectar, Lychee, Peach

orange nectar, Strawberry, Apricot)

TETRA PACKS 1 LTR (pineapple, mixed fruit,

mango nectar, tomato, guava nectar, Lychee,

Peach orange nectar, Strawberry, Apricot)

Chapter 04

Data Analysis

And

Interpretation

4.1 ANALYSIS AND INTERPRITATION OF DATA

TABLE 01 Q1. Which kinds of problems you faced in season? (Rank them)

Product Delivery SKU Schemes Price Visi Cooler

No of respondent of 1 00 15 08 04 03

Percentage 00 50 27 13 10

No. of respondent of 2 00 9 11 05 05








Analysis:-

From above table it can be observed that method of Product delivery is very good in Jamshedpur. Most of the retailers satisfied

with delivery of the product in season. 46% of the respondent gives No. 5 for product delivery, 35% gives No. 4, 19% gives No .3,

and no one gives No.1 and No.2 to product delivery. That means product delivery not a matter in season for retailers.

No. 10%

No.20%

No. 319%

No. 435%

No. 546%

Product Delivery

Analysis:-

From the above graph it can be observed that supply of total product is a big problem in season in Jamshedpur. In season

consumers demands all the product of PepsiCo. If company doesn’t abl e to supply all the product, then it is a biggest problem in

season. 44% respondent gives No. 1 to S.K.U problem in season, 27% respondent gives No. 2, 11% gives No. 3, 18% respondent

gives No. 2, and no one gives No. 5.

Analysis:-

Schemes always force to increase the sales volume. It is a biggest component in today’s competitive market, customers always ask

about schemes in FMCG market segment. From the above graph it can be observed that 27% respondent gives No. 1 to schemes,

No. 144%

No. 227%

N0. 311%

No. 418%

N0, 50%

S.K.U

No.127%

No.243%

No.327%

No.43%

No.50%

Schemes

43% respondent gives No.2, 27% gives No.3, 3% respondent gives No.4 and no one gives No.5 to schemes. That means schemes is

an also one of the big problem in season.

Analysis:-

Price of any product decides their sales volume in market. Price as a problem in season mostly decided by consumers. Any

company increases their product price due to situation of less supply high demand of the product. In Jamshedpur market 40%

respondent gives No.5 to Price, 22% gives No.4, 19% gives No.3, 8% gives No. 2, and 11% respondent believes price also is biggest

problem in season.

No. 111%

No. 28%

No.319%

No.422%

No.540%

Price

No. 112%

No. 220%

No.324%

No.424%

No.520%

Visi Cooler

Analysis:-

Visi Cooler always a big problem of PepsiCo in all market. Most of the retailers unsatisfied with the Visi cooler of PepsiCo. 20%

respondent gives No.5 to Visi cooler, 24% respondent gives No.4, 24% gives No.3, 20% gives No.2 and 12% respondent believes Visi

Cooler is a biggest problem in season.

TABLE 02

Q2. Why you selling PepsiCo product in your outlets?

S.no. Particular No. of respondent Percentage

01 Brand Image 6 20

02 Customer demand 9 30

03 Profit margin 10 34

04 Sales promotion for retailers 2 6

05 Quality 3 10

Total 30 100

ANALYSIS:-

From above table it can be observed that 20% retailers sells PepsiCo product because of brand image, 30% retailers sells for

customer demand, 34% retailers sells for higher profit margin, 10% sells for quality, 6% retailers sells because of sales promotion

for retailers.

INTERPETATION:-

Given graph shows that most of the customers sell PepsiCo for profit margin which is high as campier to Coke, because PepsiCo

provide more schemes to retailers campier to Coke. Demand of the product in Jamshedpur also very high because of high

promotional activity for consumers.

TABLE 03

Q3. What is the frequency of the Visit of any senior persons of Pepsi Co. in your Outlets?


01 Each 3rd days 1 3

02 Weekly 5 17

03 Fortnightly 8 26

04 Monthly 16 54

Total 30 100

ANALYSIS:-

Brand image20%

Customer demand

30%

Profit margin34%

Sales promotion for retailers

6% Quality10%

From above table it can be observed that 54% visit of any senior person Jamshedpur is good because of CBD activity, seniors

persons visit one area in each week for increase relationship with retailers.

INTERPRETATION:-

It shows that above visit of any senior person in Jamshedpur is satisfied but also PepsiCo try to give more promotional activ ity to

retailers.

TABLE 04

Q5. What is the position of maintenance work of refrigerator done by Pepsi Company?

Each 3rd day3%

Weekly17%

Frotnightly26%

Monthly54%


01 Highly satisfied 4 13

02 Satisfied 7 23

03 Less satisfied 5 17

04 Not satisfied 8 27

ANALYSIS:

From above table it can be observed that only 23% respondent said that satisfied, 17% respondent said less satisfied, 27%

respondent said not satisfied, and 20% respondent said strongly dissatisfied, Only 13% of respondent said highly satisfied.

INTERPRETATION:-

It means that company is not focusing on all retailers that major concern for the organization. Most retailers are not satisfied with

maintenance work of Visi cooler in rural Jamshedpur. PepsiCo need more engineers for Visi cooler maintenance.

TABLE 06

Q6. How much time taken to delivered of the product by Company?


highly satisfied

13%

satisfied23%

less satisfied17%

not satisfied27%

strongly dissatisfied

20%

05 Strongly dissatisfied 6 20

Total 30 100

01 1-2 days 17 56

02 2-3 days 13 44

Total 30 100

ANALYSIS:-

From above table it can be observed that 56% of respondent believes that PepsiCo have very good product delivery channel in

Jamshedpur, 56% of respondent believes that PepsiCo need to improve that.

INTERPETATION:-

Given graph shows that product delivery channel is good Jamshedpur, but PepsiCo need to improve it for makes it 100%.

TABLE 07

1-2 days56%

2-3 days44%

Q7. Which company provides visible and good looking banners & hoardings?

S. no. Particular No. of respondent Percentage

01 PepsiCo 14 47

02 Coca-Cola 16 53

Total 30 100

ANALYSIS:-

It can be observed that 47% of respondent believes that PepsiCo provide good looking banners & hoarding, and 53% of responden t

believes that Coca-Cola provide good looking banners & hoarding.

INTERPETATION:-

Good looking banners & hoarding always attract the customers. PepsiCo good looking & hoarding delivery is quite satisfied, PepsiCo

need to increase it. Try to provide always new brand ambassador logo banners & hoardings.

PepsiCo47%

Coca-Cola53%

TABLE 08

Q8. How much present increase would be increase in sale after establish Pepsi Co. banners &hoardings?

ANALYSIS:-

From above table it can be observed that 17% of respondent said that 0 -5% sales increase after establish PepsiCo banners &

hoarding, 43% respondent said that 5-10% sales increase, 20% respondent said that 10-15%, and 20% believes there is no impact

after establish banners & hoarding.

S. No. Particular No. of respondent Percentage

01 0-5% 5 17

02 5-10% 13 43

03 10-15% 6 20

04 No increment 6 20

Total 30 100

INTERPRETATION:-

Given graph shows that there is impact in sales after establish PepsiCo banners & hoarding, so PepsiCo need to provide new

banners & hoarding in high sales volumes areas in Jamshedpur.

TABLE 9

Q9. Which Company provides better schemes?

ANALYSIS:-

From above table it can be observed that 60% of respondent said that PepsiCo provide better schemes as campier to Coke, 40%

said that Coke provides more schemes


01 PepsiCo 18 60

02 Coca-Cola 12 40

Total 30 100

.

INTERPETATION:-

Graph show that PepsiCo provide more schemes as campier to Coke. PepsiCo also need to gives schemes in low purchases retailers.

Most of the outlets purchase volumes not very high. So PepsiCo also give schemes in low purchase.

TABLE 10

Q10. Are you satisfied with regular change in schemes?


01 PepsiCo 18 60

02 Coca-Cola 5 17

03 Can’t say 7 23

Total 30 100

ANALYSIS:-

PepsiCo60%

Coca-Cola40%

From above table it can be observed that 60% of respondent said that they are agree with regular change in schemes, 17% said that

they are not agree with regular change with schemes, and 23% of respondent said can’t say.

INTERPETATION:-

Given graph shows that mostly schemes affect the sales of the products. PepsiCo change their schemes regularly in Jamshedpur

with the demand of the product and shortage product of competitors.

TABLE 11

Q11. What present sales increase of Pepsi Co. with any change in promotion activity?


01 0-5% 13 43

02 5-10% 10 33

03 10-15% 1 4

04 No impact 6 20

PepsiCo60%

Coca-Cola17%

Can't say23%

Total 30 100

ANALYSIS:-

From above table it can be observed that 43% of respondent said that they only get benefited by only 0 -5 times, 3% of respondent

get only 5-10 times, 4% said there is sales increase 10-15%, 20% respondent believes that there is no impact.

INTERPETATION:-

Sales promotion is a very important tool for increment the sales volume in any area. Impact of sales promotion activity in

Jamshedpur not good. PepsiCo need to increase it, provi de more promotional activity and try to provide more benefit to retailers

with promotional activity.

TABLE 12

Q12. Which types of product of Pepsi Co. provides regularly?

0-5%43%

5-10%33%

10-15%4%

No impact20%

S. no Particular No. of respondent Percentage

01 R.G.B. 7 23

02 P.E.T. 9 30

03 All 14 47

Total 30 100

ANALYSIS:-

From above table it can be observed that 23% of respondent said that dealers provide R.G.B. regularly in Jamshedpur, 30% of

respondent said that P.E.T. and 47% said that dealers provided all kinds of products regularly in Jamshedpur.

INTERPETATION:-

Most of the consumers drink R.G.B. in Jamshedpur, so dealers need to increase it. Dealers also need to provide total S.K.U. i n all

outlets.

R.G.B.23%

P.E.T.30%

All47%

4.2 Analysis and interpretation of rural market

TABLE 01

Q1. Which kinds of problems you faced in season? (Rank them) Table showing what respondent thinking about problems in

season.

Analysis:-

No.110%

No.23%

No.313%

No.437%

No.537%

Product Delivery

Product Delivery SKU Schemes Price Visi Cooler

No of respondent of 1 03 09 09 07 09










From above table it can be observed that method of Product delivery is very good in rural area. Most of the retailers satisfi ed with

delivery of the product in season. 37% of the respondent gives No. 5 for product delivery, 37% gives No. 4, 13% gives No.3, 10%

gives No.2 and 3% gives No.1 to product delivery. That means product delivery not a matter in season for retailers.

Analysis:-

From the above graph it can be observed that supply of total product is a big problem in season in rural market. In season

consumers demands all the product of PepsiCo. If company doesn’t able to supply the entire product, than it is a biggest prob lem in

season. 30% respondent gives No. 1 to S.K.U problem in season, 37% respondent gives No. 2, 30% gives No. 3 , 3% respondent gives

No. 4, and no one gives No. 5.

No.130%

No.237%

No.330%

No.43%

No.50%

S.K.U.

No.127%

No.230%

No.334%

No.46%

No.53%

Schemes

Analysis:

-Schemes always force to increase the sales volume. It is a biggest component in today’s competitive market, customers always ask

about schemes in FMCG market segment. From the above graph it can be observed that 27% respondent gives No. 1 to schemes,

30% respondent gives No.2, 34% gives No.3, 6% respondent gives No.4 and 3% gives No.5 to schemes. That means schemes is an

also one of the big problem in season.

Analysis:-

Price of any product decides their sales volume in market. Price as a problem in season mostly decided by consumers. Any

company increases their product price due to situation of less supply high demand of the product. In Rural market 27% respondent

gives No.5 to Price, 17% gives No.4, 10% gives No.3, 23% gives No. 2 , and 23% respondent believes price also is biggest probl em in

season.

No.123%

No.223%

No.310%

No.417%

No.527%

Price

Analysis:-

Visi Cooler always a big problem of PepsiCo in all market. Most of the retailers unsatisfied with the Visi cooler of PepsiCo. 23%

respondent gives No.5 to Visi cooler, 17% respondent gives No.4, 7% gives No.3, 23% gives No.2 and 30 % respondent believes Visi

Cooler is a biggest problem in season.

TABLE 02

Q2. What is the frequency of the visit of any Senior person of PepsiCo in your outlet?


01 Alternative day 0 0

02 Each 3rd days 3 10

03 Weekly 10 34

04 Fortnightly 17 56

Total 30 100

Analysis:-

From above table it can be observed that 10% visit of any senior person in rural area on each 3 rd day, 34% on weekly, and 56% on

fortnightly in rural area.

No.130%

No.223%

No.37%

No.417%

No.523%

Visi Cooler

INTERPRETATION:-

It shows that above visit of any senior person in rural area which is very low. PepsiCo must need in increase it for make str ong

relationship with retailer.

TABLE 03

Q3. Which type of service dealers provides in your outlets for products delivery?


01 Ready Stock 15 50%

02 OBGTM 13 44%

03 Self Service 2 6%

Total 30 100

ANALYSIS:-

Alternative days0%

Each 3rd days10%

Weekly34%

Forthnightly56%

From above table it can be observed that 50% retailer receive product with ready stock, 44% retailer gives order for delivery, and

6% retailers taken product with self service.

INTERPRETATION:-

It show that PepsiCo have good product delivery in rural areas. PepsiCo focused in ready stock in rural area. Dealers provide

OBGTM in high sales outlets in rural area.

TABLE 04

Q4. Why you selling PepsiCo product in your outlets?


01 Brand Image 5 16

02 Customer demand 10 33

03 Profit margin 11 37

Ready Stock50%OBGTM

44%

Self Service6%

04 Good quality 1 3

05 Sales promotion for retailer 3 10

Total 30 100

ANALYSIS:-

From above table it can be observed that 16% retailers sells PepsiCo product because of brand image, 33% retailers sells for

customer demand, 37% retailers sells for higher profit margin, 3% sells for quality, 10% retailers sells because of sales promotion

for retailers.

INTERPRETATION:-

Table shows that promotional activity in rural area is very low PepsiCo need to increase it. Profit margin is quite satisfied in rural

area firm also need to increase it.

TABLE 05

Q5. How much time taken to delivered of the product by Company?

Brand image16%

Customer demand33%Profit margin

38%

Quality3%

Sales promotion for retailers

10%


01 0-1 days 25 83

02 1-2 days 3 10

03 2-3 days 2 7

04 More than 3 days 0 0

Total 30 100

ANALYSIS:-

From above table it can be observed that 83% of respondent believes that PepsiCo have very good product delivery channel in r ural

area, 10% of retailers get their product in 1-2 days, and 7% retailers get their product in 2-3 days.

INTERPRETATION:-

Data show that company have very good product delivery channel in rural area. PepsiCo try to make it 100% product delivery

channel in rural area.

0-1 days83%

1-2 days10%

2-3 days7%

More than 3 days0%

TABLE 06

Q6. What is the position of maintenance work of refrigerator done by PepsiCo Company?


01 Highly satisfied 0 0

02 Satisfied 8 27

03 Less satisfied 11 36

04 Not satisfied 6 20

05 Strongly dissatisfied 5 17

Total 30 100

ANALYSIS:

From above table it can be observed that only 27% respondent said that Satisfied. 36% respondent said less satisfied, 20%

respondent said not satisfied, and 17% respondent said strongly dissatisfied. No one said highly satisfied.

INTERPRETATION:-

It means that company is not focusing on all retailers that major concern for the organization. Retailers are not satisfied with

maintenance work of Visi cooler in rural area. PepsiCo need more engineers for Visi cooler maintenance in rural area.

Highly Satisfied0%

Satisfied27%

Less Satisfied36%

Not Satisfied20%

Strongly dissatisfied

17%

TABLE 07

Q7. What is the position of delivery of Pepsi products?


01 Very good 12 40

02 Good 9 30

03 Average 5 18

04 Bad 2 6

05 Very bad 2 6

Total 30 100

ANALYSIS:-

From above table it can be observed that 40% of respondent believes that position of delivery of the product is very good, 30%

respondent believes that it, 18% said it average, 6% said it bad, and 6% believes it very bad.

Very good40%

Good30%

Average18%

Bad6%

Verybad6%

INTERPETATION:-

It means position of delivery of the product in rural retailers believes it good. Retailers get their product in minimum days. PepsiCo

need to increase it because most of the outer areas of rural market their delivery of the product is very low. Dealer increas e their

ready stock for outer market of rural area.

TABLE 09

Q9. Which Company provides better schemes?


01 PepsiCo 16 54

02 Coca Cola 12 40

03 others 2 6

Total 30 100

ANALYSIS:-

From above table it can be observed that 54% of respondent said that PepsiCo provide better schemes as campier to Coke, 40%

said that Coke provides more schemes, and 6% said respondent said others.

INTERPETATION:-

Graph show that PepsiCo provide more schemes as campier to Coke in rural areas. PepsiCo also need to gives schemes in low

purchases by retailers. Most of the outlets purchase volumes not very high. So PepsiCo also give schemes in low purchase.

TABLE 10

Q10. Are you satisfied with regular change in schemes?


01 Yes 20 67

02 No 4 13

03 Can’t say 6 20

Total 30 100

ANALYSIS:-

PepsiCo54%

Coke40%

Others6%

From above table it can be observed that 67% of respondent said that they are agree with regular change in schemes, 13% said that

they are not agree with regular change with schemes, and 20% of respondent said can’t say.

INTERPETATION:-

Given graph shows that mostly schemes affect the sales of the products. PepsiCo change their schemes regularly in rural area with

the demand of the product and shortage product of competitors.

TABLE 11

Q11. What kinds of promotional activities affect sales mostly?


01 Free Product Schemes 20 67

02 Prize 2 7

03 Discount rate 5 16

04 Others 3 10

Yes67%

No13%

Can't Say20%

Total 30 100

ANALYSIS:-

From above table it can be observed that 67% of respondent believes that Free R.G.B. schemes affect mostly, 7% believes that

prizes affect, 16% of respondent believes that discount rate affect sales mostly, and 10% believes that it is others promoti on

activity.

INTERPETATION:-

Given graph shows that free R.G.B. and P.E.T. schemes affects the sales mostly in rural areas. Retailers can earn more money with

free given products that’s way retailers believes that it is affect sales mostly. PepsiCo need to increase it for chance to earn more

profit to retailers.

TABLE 12

Q12. How many times you benefited by any promotional activity by company (Except product scheme)?

Free product schemes

67%

Prize7%

Discount rate16%

Others10%


01 0-5 27 90

02 5-10 3 10

03 More then 10 0 0

Total 30 100

ANALYSIS:-

From above table it can be observed that 90% of respondent said that they only get benefited by only 0 -5 times, 10% of respondent

get only 5-10 times. No one get befitted more than 10 in rural areas.

INTERPETATION:-

Given graph shows that affect of promotional activity (except product scheme) is very low. PepsiCo need to connect to its

customers with provides more schemes in rural area to increase relationship with retailers.

0-590%

5 to 1010%

More than 100%

TABLE 13

Q13. Which types of product of Pepsi Co. provides regularly?


01 R.G.B. 12 40

02 P.E.T. 10 34

03 All 8 26

Total 30 100

ANALYSIS:-

From above table it can be observed that 40% of respondent said that dealers provide R.G.B. regularly in rural area, 34% of

respondent said that P.E.T. and 26% said that dealers provided all kinds of products in rural areas.

INTERPETATION:-

Most of the consumers drink R.G.B. in rural areas, so dealers need to increase it. Dealers also need to provide total S.K.U. in all

outlets.

R.G.B.40%

P.E.T.34%

All26%

Chapter 05

Summary

And

Conclusion

5.1 FINDINGS

There are some retailers are not happy with services provided by the distributors and the company.

Distributors are not satisfied with the services with the services l ike margins, product availability, and credit facil ity.

Most of the time desired products are not available or not chilled due to unavailability of Visi Coolers.

In most of the mix outlet company has not provided its Visi Cooler, so it is becoming the major cause for not getting fulfil of the

demand. Because retailer are promoting that brand to the consumer which company is satisfyin g them more in terms of Visi

Cooler, Schemes, Relationship etc.

Marinating good relationship with the retailers as well distributors is important for having a strong distribution channel.

Visi Cooler has an important role in enhancing the distribution channel and policy.

Time concern is very important in good distribution channel, it means providing product at retailers door within a time.

In the case of the scheme PepsiCo providing more schemes than the Coca -Cola.

In off season, when sale of coke products is reduced in comparison of season. Then retailers want more schemes.

5.2 RECOMMENDATION

This is one of the most important and most difficult parts of the study. I arrived at certain recommendation for SMV Beverages

Jamshedpur, after the analysis of the data. Some of the important recommendations are as follow.

There should be and correct feedback from the retailers on the performance of salesman. This will help improve their

efficiency and accountability. Moreover, this will also help in reducing the confusing that the retailers have at times because

the salesman does not explain the schemes properly.

The number of Visi cooler & signage should be increased. Especially in Rural market.

Some retailers keep other companies products in the Pepsi’s fridge, while is provided by the company. To check additional

scheme be given in every month, in the peak seasons After the checking of Pepsi’s Fridge (3or 4 times in every month ) if It is

found that retailer does not keep other companies products in the Pepsi’s Pepsi fridge the claim of scheme should be passed

. Thus we can improve/increase its sell and employee’s activities.

There is no electricity problem in the whole area of Jamshedpur. For chilled soft drink, ice box which is compulsory and

dredge both should be provided by the company.

As already mentioned Visi Coolers are a major resign of distribution among retailers. The periodical maintenance check of

Visi Coolers is done at three months. This should be done an interval of 15 days or 30 days instead of the current practice of

45 days.

Company should adopt aggressive marketing strategy that it could reach each and ever y place.

Marketing Development Coordinators/ Marketing Executives/ Sales Executives of the company must focus more for making

better relationship with retailers.

Company should provide Visi Cooler to every retailer. Because who is having Visi Cooler of wh ich company they are

promoting the same brand to the consumer.

Company should more focus on youth of the country because youth more prefer the soft drinks.

ANNEXURE

BIBLIOGRAPHY

BOOKS:

1. Saxena, Ranjan, ‘Marketing Management’, TATA McGRAW HILL, New Delhi, Third Edition.

2. Kotler, Philip, Kevin Lane Keller, Abraham Koshy, Mithileshwar Jha,‘Marketing Management’, PEARSON Prentice

Hall, New Delhi, Twelfth Edition.

3. Ramaswamy, V. S., S Namakumari, ‘Marketing Management’,

MACMILLAN INDIA LTD., Third Edition.

4. C.R.Kothari, Business Research methodology, New age publication.

WEBSITES

www.pepsi .com

www.corporate .org

www.wikipedia encyclopedia.com

www.india today.com

http://www.pepsi/

http://www.corporate/

http://www.wikipedia/

http://www.india/

QUESTIONNAIRE

Jamshedpur Market

(1) Which kinds of problems you faced in season?(Rank them)

(a) Product delivery (b) S.K.U (c) Schemes

(d) Price (e) Visi Cooler

(2) Why you selling PepsiCo product in your outlets?

(a) Brand image (b) Customer demand (c) Advertisement

(d) Profit margin (e) Good quality

(g) Sales promotion for retailers (h) Sales promotion for customers

(3) What is the frequency of the Visit of any senior persons of Pepsi Co. in your Outlets?

(a) Each 3rd days (b) Each Weekly

(d) Every 15 days (e) Monthly

(4) What is the position delivery of Pepsi products?

(a) Very Good (b) Good

(c) Bad (d) Worse

(5) What is the position of maintenance work of refrigerator done by Pepsi Company?

(a) Highly satisfactory (b) satisfactory

(c) Less satisfactory (d) Not satisfactory

(7) How much time taken to delivered of the product by Company?

(a) 0-1 days (b) 1-2 days

(c) 2-3 days (d) more than 3 days

(8) Which company provides visible and good looking banners & hoardings?

(a) Pepsi Co. (b) Coca Cola (c) Others

(9) How much present increase would be increase in sale after establish Pepsi Co. Banners & hoardings?

(a) 0-5% (b) 5-10% (c) 10-15%

(d) Above 15% (e) Not Increase

(10) Which Company provides better schemes?


(11) Are you satisfied with regular change in schemes?

(a) Yes (b) No (c) Can’t say

(12) What present sales increase of Pepsi Co. with any change in promotional activity?

(a) 0-5% (b) 5-10% (c) 10-15%

(d) Above 15% (e) No Impact

(13) Which types of product of Pepsi Co. provides regularly?

(a) R.G.B. (b) P.E.T. (c) Others

(14) Any suggestion for increase relationship with distributers or retailer to PepsiCo?

Rural Market

(1) Which kinds of problems you faced in season? (Rank them)

(a) Product delivery (b) S.K.U (c) Schemes

(d) Price (e) Visi Cooler

(2) What is the frequency of the Visit of any senior persons of Pepsi Co. in your Outlets?

(a) Alternative days (b) Each 3rd day

(c) Every Weekly (d) Every 15 days

(3) Which type of service dealers provides in your outlets for products delivery?

(a) Ready Stock (b) OBGTM (Order Booking Go To Market)

(c) Self Service

(4) Why you selling PepsiCo product in your outlets?

(a) Brand image (b) Customer demand (c) Advertisement

(d) Profit margin (e) Good quality (g) Sales promotion for retailers

(h) Sales promotion for customers

(5) How much time taken to delivered of the product by Company?

(a) 0-1 days (b) 1-2 days

(c) 2-3 days (d) more than 3 days

(6) What is the position of maintenance work of refrigerator done by PepsiCo Company?

(a) Highly satisfactory (b) Satisfactory (c) Less satisfactory

(d) Not satisfactory (e) Strongly dissatisfied

(7) What is the position delivery of Pepsi products?

(a) Very Good (b) Good (c) Average

(d) Bad (e) Very Bad

(8) What is the frequency of the visit of P.S.R. (Pre-sales Representative) or Dealers?

(a) Daily (b) Alternate Day

(c) Weekly (d) Fortnightly

(9) Which Company provides better schemes?


(10) Are you satisfied with regular change in schemes?

(a) Yes (b) No (c) Can’t say

(11) What kinds of promotional activities affect sales mostly?

(a) Free bottle scheme (b) Prize

(c) Discount rate (d) Other

(12) How many times you benefited by any promotional activity by company (Except product scheme)?

(a) 0-5 (b) 5-10 (c) 10-15

(d) 15-20 (e) More than 20

(13) Which types of product of Pepsi Co. provides regularly?

(a) R.G.B. (b) P.E.T. (c) Others

(14) Any suggestion for increase relationship with distributers or retailer to PepsiCo?

Marketing Inetnship at Pepsico (Jamshedpur)

Marketing

Transcript of Marketing Inetnship at Pepsico (Jamshedpur)