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Presented By:Nawnit Kumar(266)Nilesh Kumar(267)Sanna Ullah Sharif(156) Vivek Bharadwaj(233)Manish kumar pandey
Mohit roy 1
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COMPANY OVERVIEW-PEPSICO
International company -offered convenient snacks,foods and beverages.Pepsi made first appearance in the world in 1890.World headquarter - New York Asia's headquarter - Hong KongIndian headquarter - Gurgaon.
PepsiCo entered India in 1989.43 bottling plant, company owned -16 and franchiseeowned- 27Revenues= 44.00bn US $
Employees= 247000 2
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COMPANY OVERVIEW-COCA-COLA
International company -offered convenient snacks, foodsand beverages.Coca-cola entered India in 1993.62 bottling plant, company owned -26 and franchiseeowned- 36.Coca-Cola currently offers nearly 400 brands in over 200countries and serves 1.5 billion servings each day.Interbrands Global Brand Scorecard for 2008 ranked
Coca-Cola the NO.1 Brand in the World and estimated itsbrandvalue at $70.45 billionMarket capital =158.19bn US $REVENUES = 43.00BN US $EMPLOYEES = 150000 3
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Coco-Cola49%
PepsiCo43%
Other8%
MARKET SHARE
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DISTRIBUTION CHANNEL OF PEPSICO
Company
Distributor Deopt Rural distributioncenter
Interiordistribution center
Retailer
Consumers5
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PARAMETERS COKE PEPSI
Size of sales force
a) B2Bb) B2C
45275-290
54250-280
Duties and responsibilities of sales force
Order taking,
Order delivering,
Complaints handling,
Sending sales report on
daily basis.
Order taking,
Order delivering,
Grievance handling,
Sending sales report on
daily basis.
Whom do they report to Distributor/ Deopt Distributor/Deopt
Target allotted Value(Rs) Depends on area,
Season,
Last years sales,
Market size.
Depends on area,
Season,
Last year sales,
Market size. 7
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PARAMETERS COCA COLA PEPSICO
Performance evaluation of sales force.
a)Quantitative (80%)i) Sales volume in value
ii) Sales volume in units
iii) As a % of market potential
iv) No. of new accounts addedv) No. of lost accounts
b) Qualitative (20%)
i) Negotiation skills
ii) Goodwill generation
iii) complaints handling
30%
25%
20%
20%-5%
-
30%
70%
20%
30%
20%
25%-5%
20%
30%
50%
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COMPLAINTS HANDLING This starts from: Ensuring Receipt, Documentation andFollow Up of all complaints to be take care of within aspecified time in order to achieve Retailer Satisfaction.The retailer complains directly through phone or throughthe sales team visiting them. Types of complaints handledare related to:
SchemesSupply and ServiceQuality of ProductCooling Equipment
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Distributionfunctioning
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CRITERIA FOR SELECTION OF DISTRIBUTORS
Coco-Cola PepsiCo
Investment 80 lc 80-120 lc
Good social network Yes Yes
Experience 5 yr 3-5 yr
Manpower Yes Yes
Vehicle ownership Yes Yes
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WEIGHTAGE FOR SELECTION OF DISTRIBUTORSCOCA-COLA PEPSICO
PARAMETERS WEIGHTAGE WEIGHTAGE
Investment 25-30% 23-30%
Godown ownership 20-25% 18-22%
Man power 30-35% 35-40%
Vehicle ownership 6-8% 5%
personal involvement 5% 3%
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FUNCTIONS PERFORMED BY DISTRIBUTORSPARAMETERS COCA- COLA PEPSICO
Bulk-breaking Varies Varies
Warehousing Yes Yes
Transportation Road RoadMarket information Customer intelligence,
Competitor intelligence, Tastes and preferences of customers
Customer intelligence, Competitor intelligence, Tastes and preferences of customers
Maintaining Visualmerchandising, bannersand posters
Ensure that products aredislayed a/c to planogram,checking signboard, wallpainting, rack, stand rack,counter rack &posters.
Ensure that products aredislayed a/c toplanogram,banners arepassed to retailers
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COCO-COLA PEPSICO
FINANCIAL TERMS
Profit Margina) To distributorsb) To retailers
3-4.5%7-10%
4-5.5%9-12.5%
Credit terms and policies
1)Credit amounta)Company to distributorb)Distributor to retailer
N/ACan provide
N/AN/A
2)Credit period One month (forretailers)
N/A
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COCO-COLA PEPSICO
3)Rate of interest N/A N/A
Discounts provided
i) Cash discount N/A N/A
ii)Quantity discount Variable Variable
Frequency of visit by co.personnel to distributor:
a)Customer Executive/ Supervisor
b)TDM
Once in a week
Once in months
Twice in a week
Once in a month
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PARAMETERS COCA-COLA PEPSICO
1).Average order sizea). Distributor to company
b). Retailer to distributor
Depend on demand,
season
Depend on demand,
season
Depend on demand, season
Depend on demand,
season
2)How orders are placed
a).Distributor to company
b). Retailer to distributor
Telephone, mail-ordering
through distributor
representative
Telephone, mail-ordering
through distributor
representative,
3) Delivering time 1-2days 1-3 days 18
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COCA-COLA PEPSICO
4) Frequency of order daily 1-2 days
5) Inventory maintained
1 day stock is maintained
(frequent visits by the co.s
vehicle)
2-3 days stock is maintained
6) Unsold/damaged
merchandise
replaced replaced
7) IT Used
a) Stock keeping
b) Account keeping
c) Problems handling
a) Stock keeping
b) Account keeping
c) Problems handling
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COCA -COLA PEPSICO
Modes of transportation(fromcompany to distributor)
Companys vehicle (tata ace,tata407,tata 909)
Companys vehicle (tata ace,auto,tata 407)
Expenses of transportation
a) From company to distributor
b) From distributor to retailer
By company
By distributor
By company.
By distributor
Warehousing
a) Storage capacity
b) Self owned / rent
Minimum 300 sq m
Self owned/rental
Minimum 250 sq m
Self owned/rental
Stock keeping is done by Stock keeper Warehouseman/
Stockman 20
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Parameters of Satisfaction Level
Delivery on time.Margin .
Employees behavior.Brand of company.Discount & Scheme.Damage policy.
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Satisfaction Level Chart Of Coco-Cola
QUESTION WEIGHTAGE RATING TOTAL COULMN
Delivery on time 20 4 80
Margin 20 3 60
Employees behavior 10 3 30
Brand of company 15 4 60
Discount & Scheme 20 3 60Damage policy 15 3 45
TOTAL 335
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SATISFACTION LEVEL WEIGHTAGE
HIGHLY SATAISFIED 5SAISFIED 4
AVERAGE 3
DISSATISFIED 2
HIGHLY DISSATISFIED 1
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Satisfaction Level Chart Of PepsiCoQUESTION WEIGHTAGE RATING TOTAL COULMN
Delivery on time 20 4 80
Margin 20 4 80
Employees behavior 10 3 30
Brand of company 15 4 60
Discount & Scheme 20 4 80
Damage policy 15 4 60
TOTAL 390
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SATISFACTION LEVEL WEIGHTAGE
HIGHLY SATAISFIED 5
SAISFIED 4
AVERAGE 3
DISSATISFIED 2
HIGHLY DISSATISFIED 1
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RECOMMENDATIONS
A complaint Register should be assigned by the company toevery distributor in every route so that, retailers can writetheir problems. The complaint register should be checked by Customer Executive (CE) and depot in-charge time to time.Customer Executives should take the feedback from thesalesman and the distributors for solving retailer problem.
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ANNEXURES3) Jai coldrinks
North campus; oppositeluthra hospital; gali no.8 ;
4) Preetam enterprisesMayur vihaar pkase-1
kotla village; houseno.213
27GROUP NO 9
1) Shree shyam enterprises,kalindi kunj ; aliwala pul ;shulabh vihar part-1
2) Sumit Cold drinks .power house-3; gali no.56
badarpur
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