PART – A

1

EXECUTIVE SUMMARY

This project was undertaken for a period of eight weeks at Varun Beverages Ltd(a Franchisee of PepsiCo) for the partial fulfillment of the PGDM (Post Graduate Diploma in Management) course from Institute of Management & Research, Ghaziabad.

In summers with rise in mercury level the demand for cold drink springs up to quench the thirst of millions of people. As competition is on its apex between two major cold drink giants’ Pepsico and coca cola they are trying to catch every customer with their wide range of products and making these available everywhere.

This project deals with Pepsico new distribution technique called PLANOGRAM programme. As Pepsi got a wide range of products, so it requires caring every product closely. As well as it also require to sell or promote every product in the market. Main objective of this scheme is making Pepsi range available everywhere with every product known to the consumer and should be arranged as per POG in every shop. It is important to select right retailer and build good relation with them to ensure availability of products in retail shops, which is a very important aspect of this business.POG (PLANOGRAM) is a hierarchy of arranging the bottles in a researched sequence. This research explains that sell may rise up to 30 to 40 % by implementing this planogram method. In starting of this research we will found that many shoppers have some misunderstanding in arranging this programme. But we convince them to implement this programme & they got our suggestion and implemented it. I have prepared this project after implementing the POG in 100 shops provided to me.

The POG implementation was a good experience for me. I have visited 100 shops in different areas of Ghaziabad. Firstly I have given information about the POG and then implemented it in every shop. I really learned the process of work in market first time in my carrier. We have implemented this POG in 100 shops to know the benefits & constraints of applying this POG. It was really so crystal clear

2

that any one can see every product from some distance also. One thing we know that “JO DIKHTA HAI, WO BIKTA HAI”.

3

4

International

Pepsi Company is a large conglomerate with interests in manufacturing, marketing and selling a wide variety of carbonated and non-carbonated beverages, as well as salty, sweet and grain-based snacks, and other foods. PepsiCo is a world leader in convenient snacks, foods and beverages, with revenues of more than $39 billion and over 185,000 employees.

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

ShareholdersPepsiCo (symbol: PEP) shares are traded principally on the New York Stock Exchange in the United States. The company is also listed on the Chicago and Swiss stock exchanges. PepsiCo has consistently paid cash dividends since the corporation was founded.

Corporate CitizenshipAt PepsiCo, we believe that as a corporate citizen, we have a responsibility to contribute to the quality of life in our communities. This philosophy is expressed in our sustainable vision which states: “PepsiCo’s responsibility is to continually improve all aspects of the world in which we operate – environment, social, economic -- creating a better tomorrow than today.”Our vision is put into action through programs and a focus on environmental stewardship, activities to benefit society, and a commitment to build shareholder value by making PepsiCo a truly sustainable company.

5

PepsiCo HeadquartersPepsiCo World Headquarters is located in Purchase, New York, approximately 45 minutes from New York City. The seven-building headquarters complex was designed by Edward Durrell Stone, one of America's foremost architecture. The building occupies 10 acres of a 144-acres complex that include the Donald M. Kendall Sculpture Gardens, a world- acclaimed sculpture collection in a garden setting.

Company leadership

6

PepsiCo's History Timeline

PepsiCo, Inc. is founded by Donald M. Kendall, President and Chief Executive Officer of Pepsi-Cola and Herman W. Lay, Chairman and Chief Executive Officer of Frito-Lay, through the merger of the two companies. Pepsi-Cola was created in the late 1890s by Caleb Bradham, a New Bern, N.C. pharmacist. Frito-Lay, Inc. was formed by the 1961 merger of the Frito Company, founded by Elmer Doolin in 1932, and the H. W. Lay Company, founded by Herman W.Lay, also in 1932. Herman Lay is chairman of the Board of Directors of the new company; Donald M. Kendall is president and chief executive officer. The new company reports sales of $510 million and has 19,000 employees.

PepsiCo brands are available in nearly 200 countries and generate sales at the retail level of more than $98 billion. Some of PepsiCo's brand names are more than 100-years-old, but the corporation is relatively young. PepsiCo was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana was acquired in 1998 and PepsiCo merged with The Quaker Oats Company, including Gatorade, in 2001 Headquartered in Purchase, New York, with Research and Development Headquarters in Valhalla, NY, The Pepsi Cola Company began in 1898, but it only became known as PepsiCo when it merged with Frito Lay in 1965. Until 1997, it also owned KFC, Pizza Hut, and Taco Bell, but these fast-food restaurants were spun off into Tricon Global Restaurants, now Yum! Brands, Inc. PepsiCo

purchased Tropicana in 1998 and Quaker Oats in 2001.PepsiCo’s mission is “To be the world's premier consumer Products Company focused on convenient foods and beverages.  We seek to produce healthy financial rewards to investors as we provide opportunities for growth and enrichment to our employees, our business partners and the communities in which we operate.  And in everything we do, we strive for honesty, fairness and integrity.”

7

PepsiCo Americas Beverages (PAB)

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

Pepsi-Cola North America and PepsiCo Beverages International

Caleb Bradham, a New Bern, North Carolina druggist, who first formulated Pepsi-Cola, founded PepsiCo’s beverage business at the turn of the century. Today consumers spend about $33 billion on Pepsi-Cola beverages. Brand Pepsi and other Pepsi-Cola products – including Diet Pepsi, Pepsi-One, Mountain Dew, Slice, Sierra Mist and Mug brands – account for nearly one-third of total soft drink sales in the United States, a consumer market totaling about $60 billion.

8

Pepsi-Cola also offers a variety of non-carbonated beverages, including Aquafina bottled water, Fruitworks and All Sport.

In 1992 Pepsi-Cola formed a partnership with Thomas J. Lipton Co. Today Lipton is the biggest selling ready-to-drink tea brand in the United States. Pepsi-Cola also markets Frappuccino ready-to-drink coffee through a partnership with Starbucks.

In 2001 SoBe became a part of Pepsi-Cola. SoBe manufactures and markets an innovative line of beverages including fruit blends, energy drinks, dairy-based drinks, exotic teas and other beverages with herbal ingredients.

Outside the United States, Pepsi-Cola soft drink operations include the business of Seven-Up International. Pepsi-Cola beverages are available in about 160 countries and territories.

Pepsi-Cola began selling its products internationally in 1934 with its operation in Canada. Operations grew rapidly beginning in the 1950s. In addition to brands marketed in the United States, major products include Mirinda and Pepsi Max. Pepsi-Cola North America includes the United States and Canada. Key international markets include Argentina, Brazil, China, India, Mexico, Philippines, Saudi Arabia, Spain, Thailand and the United Kingdom. PepsiCo Beverages International also produces, sells and distributes Gatorade sports drinks as well as Tropicana and other juices internationally.

Pepsi-Cola provides advertising, marketing, sales and promotional supports to Pepsi-Cola bottlers and food service customers. This includes some of the world's best-loved and most-recognized advertising. New advertising and exciting promotions keep Pepsi-Cola brands young.

The company manufactures and sells soft drink concentrate to Pepsi-Cola bottlers. The company also provides fountain beverage products.

9

Gatorade/Tropicana North America

Anthony Rossi as a Florida fruit packaging business founded Tropicana in 1947. The company entered the concentrated orange juice business in 1949, registering Tropicana as a trademark.

In 1954 Rossi pioneered a pasteurization process for orange juice. For the first time, consumers could enjoy the fresh taste of pure not-from-concentrate 100% Florida orange juice in a ready-to-serve package. The juice, Tropicana Pure Premium, became the company’s flagship product.

In 1957 the name of the company was changed to Tropicana Products, headquartered in Bradenton, Florida. The company went public in 1957, was purchased by Beatrice Foods Co. in 1978, acquired by Kohlberg Kravis & Roberts

in 1986 and sold to The Seagram Company Ltd. in 1988. Seagram purchased the Dole global juice business in 1995. PepsiCo acquired Tropicana, including the Dole juice business, in August 1998.

10

Today the Tropicana brand is available in 63 countries. Principal brands in North America are Tropicana Pure Premium, Tropicana Season’s Best, Dole Juices and Tropicana Twister. Internationally, principal brands include Tropicana Pure Premium and Dole juices along with Frui'Vita, Loóza and Copella. Tropicana Pure Premium is the third largest brand of all food products sold in grocery stores in the United States.Gatorade sports drinks were acquired by the Quaker Oats Company in 1983 and became a part of PepsiCo with the merger in 2001. Gatorade is the first isotonic sports drink. Created in 1965 by researchers at the University of Florida for the school's football team, "The Gators," Gatorade is now the world's leading sports drink

Vision of PepsiCo

11

PEPSICO MISSION

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

PEPSICO IN INDIA

PepsiCo is a world leader in convenience foods and beverages, with 2007 revenues of more than $39 billion and more than 185,000 employees across the world. Its world renowned brands are available in nearly 200 countries and territories. PepsiCo gained entry to India in 1989 by creating a joint venture with the Punjab government-owned Punjab Agro Industrial Corporation (PAIC) and Voltas India Limited. This joint venture marketed and sold Lehar Pepsi until 1991, when the use of foreign brands was allowed; PepsiCo bought out its partners and ended the joint venture in 1994. Firstly Pepsi was banned from import in India, in 1970, for having refused to release the list of its ingredients and in 1993, the ban was lifted, with Pepsi arriving on the market shortly afterwards.

PepsiCo has grown to become the country’s largest selling food and beverage company. One of the largest multinational investors in the country, PepsiCo has established a business which aims to serve the long term dynamic needs of consumers in India.

PepsiCo India and its partners have invested more than U.S. $700 million since the company was established in the country in 1989. In India, PepsiCo provides direct employment to 4,000 people and indirect employment to 60,000 people including suppliers and distributors.

12

The group has built an expansive beverage, snack food and exports business and to support the operations are the group’s 43 bottling plants in India, of which 15 are company owned and 28 are franchisee owned. In addition to this, PepsiCo’s Frito Lay snack division has 3 state of the art plants. PepsiCo’s business is based on its sustainability vision of making tomorrow better than today. Our commitment to living by this vision every day is visible in our contribution to our country, consumers, farmers and our people.

PepsiCo India’s expansive portfolio Refreshment beverages

Sports drinks

13

100% natural fruit juices and juice based drinks

Pepsi, 7 UP, Mirinda and Mountain Dew, in addition to low calorie options– Diet Pepsi and 7Up Light; hydrating and nutritional beverages such as Aquafina drinking water, isotonic sports drinks - Gatorade, and 100% natural fruit juices and juice based drinks – Tropicana, Tropicana Twister and Slice. Our local brands – Lehar Evervess Soda, Dukes Lemonade and Mangola complete our diverse spectrum of brand.

14

15

16

HISTORY OF PEPSI

Caleb Bradham of New Bern, North Carolina was a pharmacist. Like many pharmacists at the turn of the century he had a soda fountain in his drugstore, where he served his customers refreshing drinks, that he created himself. His most popular beverage was something he called "Brad's drink" made of carbonated water, sugar, vanilla, rare oils, and pepsin and cola nuts.

"Brad's drink", created in the summer of 1893, was later renamed Pepsi Cola in 1898 after the pepsin and cola nuts used in the recipe. In 1898, Caleb Bradham wisely bought the trade name "Pepsi-Cola" for $100 from a competitor from Newark, New Jersey that had gone broke.

In 1902, he launched the Pepsi-Cola Company in the back room of his pharmacy, and applied to the U.S. Patent Office for a trademark. At first, he mixed the syrup himself and sold it exclusively through soda fountains. But soon Caleb recognized that a greater opportunity existed to bottle Pepsi so that people could drink it anywhere.

The business began to grow, and on June 16, 1903, "Pepsi-Cola" was officially registered with the U.S. Patent Office. That year, Caleb sold 7,968 gallons of syrup, using the theme line "Exhilarating, Invigorating, Aids Digestion." He also began awarding franchises to bottle Pepsi to independent investors, whose number grew from just two in 1905, in the cities of Charlotte and Durham, North Carolina, to 15 the following year, and 40 by 1907. By the end of 1910, there were Pepsi-Cola franchises in 24 states.

17

Pepsi-Cola's first bottling line resulted from some less-than-sophisticated engineering in the back room of Caleb's pharmacy. Building a strong franchise system was one of Caleb's greatest achievements. Local Pepsi-Cola bottlers, entrepreneurial in spirit and dedicated to the product's success, provided a sturdy foundation.

They were the cornerstone of the Pepsi-Cola enterprise. By 1907, the new company was selling more than 100,000 gallons of syrup per year.

Growth was phenomenal, and in 1909 Caleb erected a headquarters so spectacular that the town of New Bern pictured it on a postcard. Famous racing car driver Barney Old field endorsed Pepsi in newspaper ads as "A bully drink...refreshing, invigorating, a fine bracer before a race."

After seventeen years of success, Caleb Bradham lost Pepsi Cola. He had gambled on the fluctuations of sugar prices during W.W.I, believing that sugar prices would continue to rise but they fell instead leaving Caleb Bradham with an overpriced sugar inventory. Pepsi Cola went bankrupt in 1923.

In 1931, Pepsi Cola was bought by the Loft Candy Company Loft president, Charles G. Guth who reformulated the popular soft drink. Guth struggled to make a success of Pepsi and even offered to sell Pepsi to the Coca-Cola company, who refused to offer a bid.

In 1940, history was made when the first advertising jingle was broadcast nationally. The jingle was "Nickel Nickel" an advertisement for Pepsi Cola that referred to the price of Pepsi and the quantity for that price. "Nickel Nickel" became a hit record and was recorded into fifty-five languages.

In 1964, Diet Pepsi was introduced.

18

1893--Caleb Bradham, a young pharmacist from New Bern, North Carolina, begins experimenting with many different soft drink concoctions; patrons and friends sample them at his drugstore soda fountain.

1898--One of Caleb's formulations, known as "Brad's Drink," a combination of carbonated water, sugar, vanilla, rare oils and cola nuts, is renamed "Pepsi -Cola" on August 28, 1898. Pepsi-Cola receives its first logo.1902-- Bradham applies for a trademark with the U.S. Patent Office, Washington D.C., and forms the first Pepsi-Cola Company.

1905--Pepsi-Cola's first bottling franchises are established in Charlotte and Durham, North Carolina. Pepsi receives its new logo, its first change since 1898.

1934--A landmark year for Pepsi-Cola. The drink is a hit and to attract even more sales, the company begins selling its 12-ounce drink for five cents (the same cost as six ounces of competitive colas).

19

Caleb Bradham, the founder of Pepsi-Cola and "Brad's Drink," dies at 66 (May 27th, 1867-February 19th, 1934).

1941--The New York Stock Exchange trades Pepsi's stock for the first time. In support of the war effort, Pepsi's bottle crown colors change to red, white, and blue.

1960--Young adults become the target consumers and Pepsi's advertising keeps pace with "Now it's Pepsi, for those who think young."

1963-- Pepsi-Cola continues to lead the soft drink industry in packaging innovations, when the 12-ounce bottle gives way to the 16-ounce size. Twelve-ounce Pepsi cans are first introduced to the military to transport soft drinks all over the world.

1965--Expansion outside the soft drink industry begins. Frito-Lay of Dallas, Texas, and Pepsi-Cola merge, forming PepsiCo, Inc. Military 12-ounce cans are such a success that full-scale commercial dibution begins.

1970--Pepsi introduces the industry's first two-liter bottles. Pepsi is also the first company to respond to consumer preference with light-weigh, recyclable , plastic bottles.

1984--Pepsi advertising takes a dramatic turn as Pepsi becomes "the choice of a New Generation."

20

1985--After responding to years of decline, Coke loses to Pepsi in preference tests by reformulating. However, the new formula is met with widespread consumer rejection, forcing the re-introduction of the original formulation as "Coca-Cola Classic." The cola war takes "one giant sip for mankind," when a Pepsi "space can" is successfully tested aboard the space shuttle.

1991-- Pepsi introduces the first beverage bottles containing recycled polyethylene terephthalate (or PET) into the marketplace. The development marks the first time recycled plastic is used in direct contact with food in packaging.

1992-- Pepsi-Cola and Lipton Tea Partnership is formed. Pepsi will distribute single serve Lipton Original and Lipton Brisk products.

1994-- Pepsi Foods International and Pepsi-Cola International merge, creating the PepsiCo Foods and Beverages Company.

1997-- PepsiCo announces that it will spin off its restaurant division to form Tricon Global Restaurants, Inc. Including Pizza Hut, Taco Bell, & KFC, it will be the largest restaurant company in the world in units and second- largest in sales.

1998-- Pepsi celebrates its 100th anniversary.

21

PepsiCo – The Parent Company

PepsiCo, Inc. is one of the world's largest food and beverage companies. The company's principal businesses include:

Frito-Lay snacks Pepsi-Cola beverages

Gatorade sports drinks

Tropicana juices

Quaker Foods

PepsiCo, Inc. was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana was acquired in 1998. In 2001, PepsiCo merged with the Quaker Oats Company, creating the world’s fifth-largest food and beverage company, with 15 brands – each generating more than $1 billion in annual retail sales. PepsiCo’s success is the result of superior products, high standards of performance, distinctive competitive strategies and the high level of integrity of our people. Pepsi-Cola North America, headquartered in Purchase, N.Y., is the refreshment beverage unit of PepsiCo Beverages and Foods North America, a division of PepsiCo, Inc. PepsiCo Beverages and Foods North America also comprises PepsiCo's Tropicana, Gatorade and Quaker Foods businesses in the United States and Canada. Pepsi-Cola North America's carbonated soft drinks, including: Pepsi, Diet Pepsi, Pepsi Twist, Mountain Dew, Mountain Dew Code Red, Sierra Mist, and Mug Root Beer account for nearly one-third of total soft drink sales in the United States. Pepsi-Cola North America's non-carbonated beverage portfolio includes Aquafina, which is the number one brand of bottled water in the United States, Dole single-serve juices and SoBe, which offers a wide range of drinks with herbal ingredients. The company also makes and markets North America's best-selling, ready-to-drink iced teas and coffees via joint ventures with Lipton and Starbucks, respectively.

22

23

PEPSI ADS.

24

25

26

27

28

29

30

31

32

PROFILE

VISIONBeing the best in everything, we touch and handle.

MISSIONContinuously excel to achieve and maintain leadership position in the chosen businesses; and delight all stakeholders by making economic value additions in all corporate functions.

It can be said with absolute certainty that the RKJ Group has carved out a special niche for itself. Our services touch different aspects of commercial and civilian domains like those of Bottling, Food Chain and Education. Headed by Mr. R. K. Jaipuria, the group as on today can lay claim to expertise and leadership in the fields of education, food and beverages.

The business of the company was started in 1991 with a tie-up with Pepsi Foods Limited to manufacture and market Pepsi brand of beverages in geographically pre-defined territories in which brand and technical support was provided by the Principals viz., Pepsi Foods Limited. The manufacturing facilities were restricted at Agra Plant only.

Varun Beverages Ltd. is the flagship company of the group.

The group also became the first franchisee for Yum Restaurants International [formerly PepsiCo Restaurants (India) Private Limited] in India. It has exclusive franchise rights for Northern & Eastern India. It has total 46 Pizza Hut Restaurants & 1 KFC Restaurant under its company.

The group added another feather to its cap when the prestigious PepsiCo “International Bottler of the Year” award was presented to Mr. R. K. Jaipuria for the year 1998 at a glittering award ceremony at PepsiCo’s centennial year celebrations at Hawaii, USA. The award was presented by Mr. Donald M. Kendall, founder of PepsiCo Inc. in the presence of Mr. George Bush, the 41st President of USA, Mr. Roger A. Enrico, Chairman of the Board & C.E.O., PepsiCo Inc. and Mr. Craig Weatherup, President of Pepsi Cola Company.

33

Strategic Divisions:

PepsiCo India consists of different divisions that include Beverage division, Snack food division and the Restaurant division (Yum Restaurants India Pvt. Ltd.). These divisions work as separate SBU’s and have their separate management.

PepsiCo India divided its beverage division into different operating divisions. The heads of these divisions report directly to the CEO. The heads of these divisions are in charge of their respective areas and are accountable for the proper functioning of all the regions. The FOBO’s also report to the regional heads apart from the COBO’s.

34

PRODUCT POSITIONING

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

These terms adopted in Pepsi advertising campaigns are referring to the market that marketers refer to as GENERATION X. The Generation X consumer is profiled to be between the ages of 18 to 29. They have high expectations in life and are very mobile and active. They adopt a life style of living for today and not worrying about long-term goals. Though Pepsi’s main emphasis is on this segment but they also have a focus on the 12 to 18 year old market.

The rich deep blue coloring represents eternal youthfulness and openness. Marketing plan like “YEH DIL MAANGE MORE”, “GOT ANOTHER PEPSI”, “YEH PYASS HAI BADI”, “YEH HAI YOUNGISTAN MERI JAAN” AND “WAH HINDUSTAN” have made Pepsi one of the coolest brands recognized among teens in the top five and the only beverage product in this category.

35

Slogans

1939–1950: "Twice as Much for a Nickel" 1950: "More Bounce to the Ounce" 1950–1957: "Any Weather is Pepsi Weather" 1957–1958: "Say Pepsi, Please" 1958–1961: "Be Sociable, Have a Pepsi" 1961-1963: "Now It's Pepsi for Those Who Think Young" (jingle sung

by Joanie Sommers) 1967–1969: "(Taste that beats the others cold) Pepsi Pours It On". 1969–1975: "You've Got a Lot to Live, and Pepsi's Got a Lot to Give" 1975–1977: "Have a Pepsi Day" 1977–1980: "Join the Pepsi People (Feeling Free)" 1980–1981: "Catch That Pepsi Spirit" [David Lucas, composer] 1981–1983: "Pepsi's got your taste for life" 1983: "It's cheaper than Coke!" 1983–1984: "Pepsi Now! Take the Challenge!" 1984–1991: "Pepsi. The Choice of a New Generation" (commercial

with Michael Jackson, featuring Pepsi version of Billie Jean) 1986–1987: "We've Got The Taste" (commercial with Tina Turner) 1987–1990: "Pepsi's Cool" (commercial with Michael Jackson, featuring

Pepsi version of Bad) 1990–1991: "You got the right one Baby UH HUH" (sung by Ray Charles

for Diet Pepsi)

36

1990–1991: "Yehi hai right choice Baby UH HUH" (Hindi - meaning "This is the right choice Baby UH HUH") (India)

1991–1992: "Gotta Have It"/"Chill Out"

1992–1993: "Be Young, Have Fun, Drink Pepsi"

1993–1994: "Right Now"Van Halen song for the Crystal Pepsi advertisement.

1994–1995: "Double Dutch Bus" (Pepsi song sung by Brad Bentz)

1995: "Nothing Else is a Pepsi"

1995–1996: "Drink Pepsi. Get Stuff." Pepsi Stuff campaign

1996–1997: "Pepsi: There’s nothing official about it" (During the Wills World Cup (cricket) held in India/Pakistan/Sri Lanka)

1997–1998: "Generation Next" - with the Spice Girls.

1998–1999: "It's the cola" (100th anniversary commercial)

1999–2000: "For Those Who Think Young"/"The Joy of Pepsi-Cola" (commercial with Britney Spears/commercial with Mary J. Blige)

1999-2006: "Yeh dil maange more" (Hindi - meaning "This heart asks for more") (India)

2003: "It's the Cola"/"Dare for More" (Pepsi Commercial)

2005–2006: "An ice cold Pepsi. It's better than coke!" (Larry Sypolt)

2006–2007: "Why You Doggin' Me"/"Taste the one that's forever young" Commercial featuring Mary J. Blige

37

2007–2008: "More Happy"/"Taste the once that's forever young" (Michael

Alexander)

2008: "Pepsi Stuff" Super Bowl Commercial (Justin Timberlake)

2008: "Рepsi is #1" Тv commercial (Luke Rosin)

2008–present: "Something for Everyone."

2009–present: "Refresh Everything"/"Every Generation Refreshes The World"

2009-present: "Wha Hindustan" (India)

38

COMPETITOR ANALYSIS

The major competitor of Pepsi through out the world is Coca Cola. Following will give a brief of the competition between the rivals:

Although the goals of both the companies are the same, the two companies rely on somewhat different marketing strategies. Pepsi has always taken the lead in developing new products. Further, Pepsi has always taken more risks, acted rapidly, and was always developing new advertising ideas.

In the foreign markets, Coke has been more successful then Pepsi. However, in certain countries, consumers wanted a soft drink that was low in sugar and Pepsi responded to it by developing Pepsi Max.

While Coke has been playing safe with advertisement featuring cute polar bears, Pepsi stole away Generation X with the appropriately titled “The Choice of a New Generation” and “Generation Next” marketing campaigns.

Pepsi has positioned itself as a youth drink which is considered to be more modern and lively as compared to Coca Cola. Also, Pepsi has always played around innovations so as to lead the market.

39

ABOUT PLANOGRAM & FIELD WORK

ABOUT PLANOGRAMPlan-O-Gram serves as a general guide to all of the customers as to what products we place into our vending machines. The Plan-O-Gram displayed above lists the products we would use in a machine placed in a general location. It is a defined as well as researched way to arrange the bottles in the Pepsi visicooler. Which give the products stock as well as one sight to visicooler to know about the product stock at the moment? It gives easily visibility to the consumers.

FIELD WORKMy work was to visit every shop and to see either they are following PLANPGRAM or not. If not then suggest them its benefits. Firstly I have visited 100 shops and convince them its benefits. Majority of them were ready to use this programme. Then I have taken one of merchandiser with me of that rout who is responsible to arrange the bottles in the visicooler as per PLANOGRAM program.He used to arrange the bottles in the visicooler.I have also help him as per my afford. I have learned a lot in this process. Like how to convince the retailers? How to talk with them, and many more things. My project report is based on after implementation of POG in these shops. I have personally visited these shops and find that only few shop are applying this program then I convince them to apply it. And then these retailers had applied this POG. This project is prepared after the PO implementation in these 100 shops.

40

BEFORE POG IMPLEMENTATION AFTER

41

PART-B

42

RESEARCH METHODOLOGY

43

RESEARCH METHODOLOGY

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

analysis and reporting of data and findings relevant to a specific marketing

situation facing the company’.

The Marketing Research process:

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

44

45

Define the problem and research objectives

Develop the research plan

Collect the information

Analyze the information

Present the findings

Make the decision

Data sources

Research Approach

Observational research

Focus Group Research

Experimental research

Survey research

Behavioural data

Sampling plan

Research Instruments

Contact Methods

Questionnaire

Qualitative measures

Mail questionnaire

Telephone Interview

Personal Interview

Online Interview

Sampling unit

Sampling size

Procedure

Primary

Secondary

The Marketing Research Process.

The quality of any project work depends upon the methodology adopted for the study. Methodology in turn depends upon the nature of the project work. The main strength of a report comes from collecting, synthesizing and analyzing information that have a bearing on the defined problem. Again, all information, related to the problem needs to be carefully scrutinized to avoid the risk of biased analysis. Having once identified which information is relevant and needs to be collected, one has to define how this will be done.

The method employed in the investigation depends on the purpose & scope of the inquiry. This section describes the research procedure covering the following points:

Research design used

Data collection method

Research measuring tools

Sampling scheme

Fieldwork

Analysis

46

Research Design:

It is some statement or specification of procedure for collecting and analyzing the information required for the solution of some specific problem. It provides a scientific framework for conducting some research investigation. The procedure and the plan for collection and analysis of the information can be outlined once the problem is formulated and the objectives of the investigation are listed.

Descriptive research Design: These designs are determined for some definite purpose. A number of marketing research studies are based on such design. It is focused on the accurate description of the variables present in the problem.

Method of data collection:

The task of data collection begins after a research problem has been defined and research design/plan chalked out. The primary data are those, which are collected afresh and for the first time, and thus happen to be original in character. The secondary data, on the other hand, are those which have already been collected by someone else and which have already been passed through the statistical process.

47

Collection of primary Data:

We collect primary data during the course of doing experiment in an experimental research but in case we do research of the descriptive type and perform surveys, whether sample surveys or census surveys, then we can obtain primary data either through observation or through direct communication with respondent in one from or the another or through personal interviews.

Methods of collecting a primary data particularly in surveys and descriptive research important ones are:

Observation method Interview method Questionnaire method Schedule method

48

49

OBJECTIVE OF THE STUDY

BENEFITS AND CONSTRAINTS OF PLANOGRAM

TO KNOW CUSTOMERS CLOSELY.

DIRECT INTERACTION WITH CUSTOMERS.

TO STUDY THE FACTORS WHICH ARE IMPORTANT TO ATTRACT THE CUSTOMERS?

HOW MUCH RETAILERS ARE INTERESTED TO APPLY THE POG PROGRAMME IN THEIR SHOPS?

DOES RETAILER THINK THAT POG ENHANCES VISUAL APPEAL OF VISICOOLER?

50

51

DATA ANALYSIS

Q-1) DOES RETAILER HAVE KNOWLEDGE ABOUT POG?

ANS) YES

Q-2) POG HAS BEEN EXPLAINED TO THE RETAILER BY?

OUT OF 100, 83 SAY BY CUSTOMER EXECUTIVES, 38 SAY BY SPACE WARRIOR & 18 SAY BY PRE-SALES REPRESENTATIVES.

52

Q-3) DOES SALESMAN HELP YOU IN ARRANGING THE PRODUCTS ACCORDING TO THE PLANOGRAM?

OUT OF 100 RESPONDENTS APPROXIMATELY 77% SAY RARELY, 56% SAY ALWAYS.

53

Q-4) DOES RETAILER THINKS THAT POG PROVIDES CONVENIENCE TO THE CUSTOMER WHILE PURCHASING THE PRODUCT?

OUT OF 100 RESPONDENTS 78 SAY COMPLETELY AGREE, 51 SAY PARTIAL AGREE, 11 SAY DISAGREE.

54

Q-5) DOES RETAILER THINKS THAT POG ENHANCES VISUAL APPEAL OF VISI COOLER?

OUT OF 100 RESPONDENTS 87 SAY COMPLETELY AGREE, 41 SAY PARTIALLY AGREE, 14 SAY PARTIALLY DISAGREE.

55

Q-6) DOES RETAILER THINK THAT POG HELPS IN INCREASING SALES?

OUT OF 100 RESPONDENTS 69 ARE PARTIALLY AGREE, 56 ARE COMPLETELY AGREE, 12 PARTIALLY DISAGREE & 11 DON’T KNOW.

56

Q-7) DOES RETAILER THINK THAT POG HELPS IN MAINTAINING INVENTORY?

OUT OF 100 RESPONDENTS 80 ARE PARTIALLY AGREE, 31 COMPLETELY AGREE, 27 PARTIALLY DISAGREE.

57

Q-8) DOES RETAILER THINK THAT POG HELPS IN LIQUIDATE OLD STOCK?

OUT OF 100 RESPONDENTS 66 ARE PARTIALLY DISAGREE, 45 ARE COMPLETELY DISAGREE, 25 COMPLETELY AGREE & 12 PARTIALLY AGREE.

58

Q-9) DOES RETAILER THINK THAT FOLLOWING POG MAINTAINS OPTIMUM COOLING OF VISI COOLER?

OUT OF 100 RESPONDENTS 50 ARE PARTIALLY AGREE, 30 ARE COMPLETELY DISAGREE, 25 ARE COMPLETELY AGREE & 33 ARE DON’T KNOW.

59

Q-10)DOES RETAILER THINK THAT POG HELPS PROPER UTILIZATION OF SPACE?

OUT OF 100 RESPONDENTS 15 ARE PARTIALLY DISAGREE, 25 ARE COMPLETELY DISAGREE, 70 ARE COMPLETELY AGREE & 30 PARTIALLY AGREE.

60

Q-11) DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS IT IS “TIME CONSUMING”?

OUT OF 100 RESPONDENTS 21 ARE PARTIALLY AGREE, 6 ARE COMPLETELY DISAGREE, 89 ARE COMPLETELY AGREE & 18 DON’T KNOW.

61

Q-12) DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS “PRODUCTS ARE OUT OF STOCK”?

OUT OF 100 RESPONDENTS 22 ARE PARTIALLY DISAGREE, 19 ARE COMPLETELY DISAGREE, 69 ARE COMPLETELY AGREE & 35 ARE PARTIALLY AGREE.

62

Q-13) DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS HE/SHE DOESN’T HAVE A HELPER?

OUT OF 100 RESPONDENTS 78 ARE ARE PARTIALLY DISAGREE, 22 ARE COMPLETELY DISAGREE, 21 ARE COMPLETELY AGREE & 10 ARE PARTIALLY AGREE.

63

Q-14) DOES RETAILER FINDS IT DIFFICULT TO UNDERSTAND POG?

OUT OF 100 RESPONDENTS 36 ARE ARE PARTIALLY DISAGREE, 76 ARE COMPLETELY DISAGREE, 13 ARE COMPLETELY AGREE & 14 ARE PARTIALLY AGREE.

64

Q-15) DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS THERE IS NO ASSISTANCE GIVEN TO HIM/HER BY COMPANY PERSONNEL?

OUT OF 100 RESPONDENTS 25 ARE ARE PARTIALLY DISAGREE, 28 ARE COMPLETELY DISAGREE, 66 ARE COMPLETELY AGREE & 29 ARE PARTIALLY AGREE.

65

COMPETITIVE CONSUMER BEHAHIOR

Q-1) DO YOU TAKE COLD-DRINK?

OUT OF 100 RESPONDENTS 95 TAKE COLD-DRINK AND 5 DON’T TAKE

COLD-DRINK.

66

Q-2) WHICH FLAVOR DO YOU PREFER?

OUT OF 100 RESPONDENTS 45 TAKE PEPSI, 20 TAKE 7UP, 15 TAKE DEW,

10 TAKE MIRINDA, 10 TAKE OTHERS.

67

Q-3) WHEN WOULD YOU LIKE TO HAVE A SOFT-DRINK?

OUT OF 100 RESPONDENTS 5 TAKE AFTER LAUNCH/DINNER, 10 TAKE

ANYTIME, 20 TAKE FOR TIME PASS, 35 TAKE ON CELEBRATIONS, 25

TAKE OCCASSIONALLY & 5 SAY DON’T KNOW.

68

Q-4) WHICH FACTOR INFLUENCES YOU WHILE CHOOSING A

COLD-DRINK?

OUT OF 100 RESPONDENTS 10 SAY PACKING, 35 SAY FLAVOUR, 50

TASTE & 5 SAY ANYOTHER.

69

Q-5:-DO YOU THINK THAT ADVERTISEMENT OF PARTICULAR

BRAND INFLUENCES YOU TO BUY THE PRODUCT.

OUT OF 100 RESPONDENTS 35 SAY YES, 25 SAY NO, 37 SAY

SOMETIMES & 3 SAY CAN’T SAY.

70

Q-6) WHICH IS YOUR PREFERRED PACKING?

OUT OF 100 RESPONDENTS 30 LIKE 200ML, 15 LIKE 300ML, 10 LIKE

500ML, 5 LIKE 1LTR, 10 LIKE 1.5LTR,10 LIKE 2LTR, 5 LIKE FOUNTAIN &

15 LIKE CAN.

71

Q-7) HOW MANY TIMES YOU TAKE IN A WEEK?

OUT OF 100 RESPONDENTS 5 SAY 1-2 TIMES, 15 SAY 2-3 TIMES, 20 3-4

TIMES, 25 SAY 4-5 TIMES & 35 SAY MORE THAN 5 TIMES.

72

Q-8) BY WHICH MEDIA YOU CAME TO KNOW ABOUT THIS?

OUT OF 100 RESPONDENTS 51 SAY TV ADS, 27 SAY PRINT MEDIA, 12

SAY HOARDING & 10 SAY RETAILER.

73

FINDINGS

74

FINDINGS

Sell of Pepsi products can raise with regular Advertisements.

The POG is good programme to promote the Pepsi products.

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

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

bottles.

Some think that it is not so much beneficial but majority thinks it is best way

to promote the products.

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

POG.

Merchandiser does not reach to clean the visicooler.

Planogram is the programme by which retailers can know about the

availability of products in one sight visit to visicooler only.

75

RECOMMENDATION

76

RECOMMENDATION

To give close eyes on the merchandisers of specific rout.

CE must instruct the merchandiser about the daily work.

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

PLANOGRAM must be remembered to the merchandiser.

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

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

Firstly retailers should clearly know that what is POG & what benefit they

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

company upper level employee.

Complains should be entertain as soon as possible.

Delivery must be at the time.

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

irregular availability.

Benefits after applying POG must be known to the retailer.

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

company competitor can increase and can capture the market.

Company should provide special benefit to the retailers other wise his

interest will go down from cold drinks.

Present time competition is not high in this line because its competitor is

only Coco-Cola. So that company can do compromise with Coco-Cola and

both can increase product’s M.R.P.

77

Company should appoint a special representative for listening retailer’s

problem and solve them. He can also find out some shortcomings of

salesmen & others.

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

is needed.

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

Tropicana, and Nimbooz-Paani are also good.

Defected goods should be returnable or changeable.

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

selling.

Sales executive & salesman relation and good behavior also provide

effective guidelines in increasing selling.

For more selling company person should fulfill his commitment.

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

visible that will salable.

78

79

CONCLUSION

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

department image.

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

satisfaction.

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

efficiency of Personnel and inventory investment.

IV. Help to increase productivity of sales associates.

V. Increase sales and profits.

VI. There is constant increase in the sales of PepsiCo.

VII. PepsiCo becomes a preferred brand at the time of celebration.

80

SWOT ANALYSIS

81

STRENGTHS

Company product having a good brand name and trade mark. So that there is no such problem for convince the user.

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

PepsiCo is capturing near about 33 % markets in cold drinks line remaining 67 % captured by its main competitor Coca-Cola in rural market. The reason behind that good supply and its all flavor like Pepsi, Mirinda, Mountain Dew, Slice, Tropicana and Nimbooz-Paani also asked by the user in Ghaziabad Area.

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

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

Company having expert management so that company can provides better goods & service for the ultimate user.

The attributes of the product is as per the consumer aspirations, specifications and taste. It has high perceived quality; it is affordable by the consumers. This factor has helped the company to keep steady margin of its sales volume.

The company has an excellent distribution channel of network which has enabled the availability of products in different regions as per the consumer demand and supply for the product.

WEAKNESS

82

The main weakness of the company is that company is not in position of provide all flavor’s to the customer daily or at a one time.

Customer is not happy from company marketing policy. He wants Company will start special discount program or increase maximum retail price.

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

Company top management not declares the scheme before one or two days. That’s why catalogue not prepared by the lower level management scheme. In this way retailers are not satisfy for company policy.

Company management is not doing any thing for retailer. If management is not providing any relief then he will increase M.R.P.

The main weakness of the company is that after the ban on advertisement it is not able to promote the product on higher basis as it was promoted before the ban.

The other weakness is the manufacturing process which is very time consuming. Sometimes it is very difficult for the company to supply the products as per the demand.

Most the times the consumer prefers the price of the product first and then the quality and other factors. The price of PepsiCo is low/- therefore as a low price product the quality is ignored by the consumer and then they prefer to buy ‘others”

The next weakness is that the company is not able to build a further brand image due to the ban on advertisement. The branding of the company is done on small basis which is hardly ever seen.

83

OPPORTUNITIES

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

Being a seasonal selling product provide the entire flavor to the customer in hot session very necessary. It is the opportunity for the company.

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

In present now the competitors are very less so that company can compromise its main competitor Pepsi and can take maximum profit.

84

THREATS

Company should do something for customer interest. Providing beneficial scheme and good relation to customer other wise it’s other competitor will develop and they will capture its market.

Cold Drinks selling is very much depend on customer or retailer so that retailer is not happy than sale can be effected in future.

In this time only two or three competitor are existing in the market. In the future the competitor can increase. So that company should prepare some future plan for maintaining its market share.

Some domestic competitor can develop in the market. Company should prepare long term future plan for permanently existing in Host Country.

85

BIBLIOGRAPHY

86

BIBLIOGRAPHY BOOKS:

1) Principles of Marketing

By- Philip Kotler

2) Marketing Research

By- N.K. Malhotara

3) Saxena Ranjan, Marketing Management;

TATA McGraw Hill, 4th Edition.

4) Dr. S.L. Gupta, Marketing Management;

An Indian Perspective; Sultan Chand &

Sons Education Publishers, New Delhi; 2nd Edition 2000

5) V.S. Ramaswamy & S. Namakumari ,

Marketing Management, MacMillion India Ltd. 2nd Edition.

6) Batra Rajeev & John G.Myers & David A. Aaker

Prentice Hall, 5th Edition 2002.

7) Kothari C.R. Research Methodology; Method & Technique

Wishwa Prakashan, New Delhi, 2nd Edition.

87

MAGANIZES :

1) Business Today

2) Business Word

3) 4 p’s

WEBSITES:

1) www.pepsico.in

2) www.wikipedia.org

3) www.coca-cola.com

COMPANY ANNUAL REPORT

88

QUESTIONNAIRE

RETAILERS NAME: PHONE NO:ADDRESS:

TICK ACCORDING TO THE OBSERVATION MADE:

1. DOES RETAILER HAVE KNOWLEDGE ABOUT POG?( ) YES ( ) NO ( ) PARTIALLY

IF YES THEN CONTINUE

2. POG HAS BEEN EXPLAINED TO THE RETAILER BY?( ) PSR( ) CE( ) SPACE WARRIORS ( ) OTHER RETAILER’S

3. DOES SALESMAN HELP YOU IN ARRANGING THE PRODUCTSACCORDING TO THE PLANO GRAM?( ) ALWAYS ( ) RARELY ( ) NEVER

4. WHAT EXTENT POG HAS BEEN FOLLOWED?( ) 1ST SHELF ACCORDING TO POG( ) 2ND SHELF ACCORDING TO POG( ) 3RD SHELF ACCORDING TO POG( ) 4TH SHELF ACCORDING TO POG( ) 5TH SHELF ACCORDING TO POG( ) ALL THE SHELVES ( ) NONE OF THE SHELVES

89

5. DOES RETAILER THINK THAT POG IS BENEFICIAL FOR HIM? {RATE IT ON THE SCALE OF 1 TO 5}

1----------2-----------3-----------4------------5AGREE DISAGREE

6. DOES RETAILER THINKS THAT POG PROVIDES CONVENIENCE TO THE CUSTOMER WHILE PURCHASING THE PRODUCT?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) DOES NOT KNOW ( ) PARTIALLY DISAGREE( ) COMPLETELY DISAGREE

7. DOES RETAILER THINKS THAT POG ENHANCES VISUAL APPEAL OF VISI COOLER?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) DOES NOT KNOW ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE

8. DOES RETAILER THINK THAT POG HELPS IN INCREASING SALES?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

9. DOES RETAILER THINK THAT POG HELPS IN MAINTAINING INVENTORY? ( ) COMPLETELY AGREE ( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

90

10. DOES RETAILER THINK THAT POG HELPS IN LIQUIDATE OLD STOCK?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

11. DOES RETAILER THINK THAT FOLLOWING POG MAINTAINS OPTIMUM COOLING OF VISI COOLER?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

12. DOES RETAILER THINK THAT POG HELPS PROPER UTILIZATION OF SPACE ?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

13. DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS IT IS “TIME CONSUMING”?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

91

14. DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS “PRODUCTS ARE OUT OF STOCK”?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

15. DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS HE/SHE DOESN’T HAVE A HELPER?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

16. DOES RETAILER FIND IT DIFFICULT TO UNDERSTAND POG?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

17. DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS THERE IS NO ASSISTANCE GIVEN TO HIM/HER BY COMPANY PERSONNEL?( ) COMPLETELY AGREE( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

92

QUESTIONNAIRE

NAME-……………………………………………AGE- 15-20 21-30 31-40 41-ABOVEFAMILY INCOME-……………………………...OCCUPATION-…………………………………..

Q-1 DO YOU TAKE COLD-DRINKS?a. YESb. NO

Q-2 WHICH FLAVOR DOES YOU PREFERS?a. PEPSIb. 7UPc. MOUNTAIN DEWd. MIRINDAe. OTHERS

Q-3 WHEN WOULD YOU LIKE TO HAVE A SOFT DRINK?a. LUNCH/ DINNERb. ANY TIMEc. FOR TIME PASSd. CELEBRATIONe. OCCASIONALLYf. DO NOT TAKE

Q-4 WHICH FACTOR INFLUENCES YOU WHILE CHOOSING A COLD-DRINK?a. PACKINGb. FLAVORc. TASTEd. ANY OTHER (SPECIFY) .

93

Q-5 DO YOU THINK THAT ADVERTISEMENT OF THE PARTICULAR BRAND INFLUENCES YOU TO BUY THE PRODUCT?a. YESb. NOc. SOMETIMES.

Q-6 WHICH IS YOUR PREFERRED PACKING?a. 200 MLb. 300 MLc. 500 MLd. 1 LTR.e. 1.5 LTR.f. 2 LTR.g. FOUNTAIN h. CAN

Q-7 HOW MANY TIMES YOU TAKE IN A WEEK?a. 1-2 TIMESb. 2-3 TIMESc. 3-4 TIMESd. 4-5 TIMESe. >5 TIMES

Q-8 BY WHICH MEDIA YOU COME TO KNOW ABOUT THIS?a. T.V ADSb. PRINT MEDIAc. RETAILERSd. HOARDINGe. ANY OTHER MEDIA (SPECIFY).

94