An empirical analysis

On

Sales and distribution of Pepsi in Ghaziabad

Submitted to :- Prof. Surbhi singh

Jaipuria school of business

Submitted by :- Mohit Kumar Gupta

PGDM :- 2016-18

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 Declaration
I, Mohit kumar gupta understudy of PGDM (2016-18), therefore,
announce that the work 'Sales and distribution of Pepsi in Ghaziabad.".
The venture has done under the direction of Prof. Surbhi singh Faculty
of PGDM division, This SIP report epitomizes the consequence of my
unique work and studies did by me and the substance of the venture
don't frame the reason for the honor of whatever other degree to me or
to any other individual.

Mohit kumar gupta

(PGDM 2016-18)

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 Acknowledgement
This venture is the finish of an investigation into the wide extent of
exercises carried on in the space of MARKETING of "PEPSI". This
venture would just not have been finished without the profitable
commitments from different individuals whom I have connected with
throughout its fulfillment. I might want to offer my earnest thanks to
every one of those individuals who have in their own particular sweet
ways helped me finish this venture. I start by expressing gratitude
toward my venture manage, Prof. Surbhi singh personnel of PGDM
the fortune trove of data whose have revitalized unequivocally behind
me to see me finish this venture. Without them this venture would
have stayed only a thought, without shape or substance.

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 CHAPTER- 1
INTRODUCTION

4
.

1.1 COMPANY
PROFILE

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 COMPANY PROFILE: VARUN BEVERAGES LTD.

We are the one of the largest franchisee in the world (outside US) of carbonated soft drinks
(CSDs) and non-carbonated beverages (NCBs) sold under trademarks owned by PepsiCo. We
produce and distribute a wide range of CSDs, as well as a large selection of NCBs, including
packaged drinking water. PepsiCo CSD brands produced and sold by us include Pepsi, Diet
Pepsi, Seven-Up, Mirinda Orange, Mirinda Lemon, Mountain Dew, Seven-Up Nimbooz Masala
Soda, Seven-Up Revive, Evervess Soda. PepsiCo NCB brands produced and sold by us include
Tropicana Slice, Tropicana Frutz (Lychee, Apple and Mango), Seven-Up Nimbooz as well as
packaged drinking water under the brand Aquafina. In addition, we have also been granted the
franchise for Ole brand of PepsiCo products in Sri Lanka.

We have been associated with PepsiCo since the 1990s and have over two and half decades
consolidated our business association with PepsiCo, increasing the number of PepsiCo licensed
territories and sub-territories covered by us, producing and distributing a wider range of PepsiCo
beverages, introducing various SKUs in our portfolio, and expanding our distribution network. As
of March 31, 2016, we have been granted franchises for various PepsiCo products spread across
17 States and two Union Territories in India. Our share of PepsiCo beverages volume sales
,based on sales to end customers, increased from 26.46% in Fiscal 2011 to 44.12% in Fiscal
2015, computed on basis of our Sales Volume and Euromonitor Report data on PepsiCo sales
volumes in India. Although, India is our largest market, we have also been granted the franchise
for various PepsiCo products for the territories of Nepal, Sri Lanka, Morocco, Mozambique and
Zambia. In addition, we are in the process of setting up greenfield facility in Zimbabwe in
anticipation of franchise rights being granted by PepsiCo Inc. for such territory.

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As of June 30, 2016, we operated 16 production facilities across India and five production facilities
in our international licensed territories. In addition, we have set up backward integration facilities
for production of preforms, crowns, corrugated boxes, plastic crates and shrink-wrap films in
certain of our production facilities to ensure operational efficiencies and quality standards.

We are part of the RJ Corp group, a diversified business conglomerate with interests in
beverages, quick-service restaurants,dairy and healthcare. Our Promoter and Chairman Mr. Ravi
Kant Jaipuria has an established reputation as an entrepreneur and business leader and is the
only Indian to receive PepsiCos International Bottler of the Year award, which was awarded in
1997.

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PepsiCo- The Parent Company:

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

1. Frito-Lay snacks

2. Pepsi-Cola beverages

3. Gatorade sports drinks

4. Tropicana juices

Varun beverages Ltd. milestones :

Key Milestones
1995
Incorporation of our Company as public limited company

1996
VBL started operation at Jaipur in 1996

1999
Started operations in Alwar, Jodhpur and Kosi

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 2004
Merger of DBL with our Company pursuant to the order of High Court of Delhi dated October 6, 2004

2012
Merger of VBIL with our Company pursuant to the order of High Court of Delhi dated March 12, 2013

2013
Our Company acquired the business of manufacturing and marketing of soft drink beverages in Delhi,
India

2015
Business transfer agreement through which our Company acquired Pepsi Indias business of
manufacturing, marketing, selling and distributing soft drink beverages and syrup mix in the Indian
states of Uttar Pradesh, Uttarakhand, Himachal Pradesh, Haryana and the Union Territory of
Chandigarh

2015
Business transfer agreement through which our Company acquired Pepsi Indias business of
manufacturing, marketing, selling and distributing soft drink beverages and syrup mix in Bazpur,
Jainpur, Satharia and Panipat

2015
Our Company acquired the business of selling and distribution of soft drinks beverages and syrup mix
in one district undertaking situated in Punjab

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 2015
Incorporation of Varun Beverages (Zimbabwe) (Private) Limited

2016
Our Company acquired entire shareholding of Arctic International Private Limited in Varun Beverages
Mozambique Limitada

2016
Our Company acquired entire shareholding of Arctic International Private Limited in Varun Beverages
(Zambia) Limited

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 Mission and Vision:

Mission:

Being a Global, Growth Oriented and Profitable Organization by:

Offering best quality & refreshing product to every customer & consumer.
Being a preferred employer providing consistent growth path, respect & empowerment.
Creating value for our stakeholders by driving excellence in our operations.
Being responsible towards environment & society.

Vision:

To become the most Successful & Profitable Beverage Company in the world
having Market Leadership in the territories we operate

VBL Values & Philosophy:

We hold strong values in business and fully respect our customers, associates and
community.
Our diversity and unity brings creativity to our relationships within our group, and to our
associates.
We continuously excel to achieve and maintain leadership position in the chosen
businesses; and delight all stakeholders by making economic value additions in all corporate
functions.

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Guiding Principles:

We must always strive to:

Care for our customers, our consumers and the world we live in. We are driven by the
intense, competitive spirit of the marketplace, but we direct this spirit toward the
solutions that benefit both our company and our constituents. Our success depends on
the thorough understanding of our customers, consumers and communities. To foster
this spirit of generosity, we go the extra mile to show we care.

Sell only products we can be proud of. The true test of our standards is our own ability
to consume and the personally endorse the products we sell. Our confidence helps
ensure the quality of the products, from the moment we purchase ingredients to the
moment it reaches the consumer's hand.

Speak with truth and candor. We tell the whole story, not just what's convenient to our
individual goals. In addition to being the clear, honest and accurate, we are responsible
for ensuring our communications are understood.

Balance short term and long term in every decision, we weigh both short-term and
long-term risks and benefits. Maintaining this balance helps sustain our growth and
ensures our ideas and the solutions are relevant both now and in the future.

Win with diversity and inclusion. We embrace people with diverse backgrounds, traits
and the ways of thinking. Our diversity brings new perspectives into the workplace and
encourages innovation, as well as the ability to identify the new market opportunities.

Respect others and succeed together. Our mutual success depends on the mutual
respect, inside and outside the company. It requires people who are capable of working
together as part of a team or informal collaboration. While our company is built on
individual excellence, we also recognize the importance and value of teamwork in
turning our goals into accomplishments

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THE PEPSICO FAMILY:

Meet the three major divisions of the PepsiCo family:

PepsiCo Americas Beverages.

PepsiCo Americas Foods.

PepsiCo International.

PEPSICO INDIA

INTRODUCTION:

Pepsi Co entered India in 1989 and in the short span of a little more than a decade it became
the country's largest selling soft drinks company. The Company has invested heavily in India
making it one of the largest multinational investors. The group has built an expansive
beverage, snack food and exports business and to support the operations are the groups of 43
bottling plants in India, of which 15 are company owned and 28 are franchisee owned.
PepsiCo stays committed to providing its consumers with best quality beverages. Its diverse
portfolio of brands include the flagship cola brand Pepsi, Diet Pepsi, 7Up, Mirinda, Mountain
Dew,Slice fruit drink, Tropicana brand 100% fruit juices in the various flavors, Aquafina
packaged drinking water, the Gatorade plus local brands Lehar Evervess Soda and Dukes
Lemonade and Mangola. PepsiCo is also a dominant player in snack food segment in India.
PepsiCo's snack food company Frito-Lay is the leader in the branded potato chip market. It
manufactures Lay's Potato Chips, Cheetos extruded snacks, Uncle Chips, Kurkure and Lehar
brands, and Quaker Oats. PepsiCo is one of the largest MNC exporters in the India and its
export business consists of three categories: agri business, commodities and Pepsi system
sales. PepsiCo has made the significant investments with the Punjab Agriculture University to
develop the comprehensive agro-technology program that has helped thousands of the farmers
across India improve the yield of their farms and the quality of their agricultural products.
PepsiCo has leveraged its knowledge in the contract farming to develop seaweed cultivation in
the Tamil Nadu and has partnered with the Government of Punjab to help farmers of the state
through the utilization of developed technology for the citrus farming.
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As part of its sustainable development initiatives, PepsiCo India has been a committed leader
in the promotion of rainwater harvesting, water conservation recycling and reduction of
effluent discharge. PepsiCo has also established the zero waste centers and PET recycling
supply chains and assisted victims of natural disasters. PepsiCo stays dedicated in its endeavor
to develop the community outreach programs by supporting rural water supply schemes,
administering medical camps in villages, providing computers to rural schools and creating
opportunities for women in rural areas through vocational training as an alternate means of the
livelihood.

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 OVERVIEW OF PEPSICO INDIA

PepsiCo mission:

"To be the world's premier consumer products company focused on the convenience food and
beverages. We seek to produce healthy financial rewards to the 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
the integrity."

PepsiCo in India:

PepsiCo has established its business operations in India in 1989 and has grown to become the
one of the countrys leading food and the beverage companies. One of the largest multinational
investors in the country, PepsiCo has established a business, which aims to serve the long term
dynamic, needs of Indian consumers.Initially PepsiCo has joint venture with the Punjab
government-owned Punjab Agro Industrial Organization and the 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. Others claim
that firstly Pepsi was banned from the 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.

These controversies are a reminder of "India's sometimes acrimonious relationship with the
huge multinational companies." Indeed, some argue that PepsiCo and Coca Cola company
have "been major targets in part because they are well-known foreign companies that draw
plenty of the attention."In 2003, the Central for Science and Environment, a non governmental
organization New Delhi, said that aerated waters produced by soft drinks manufacturers in
India, including multinational giants PepsiCo and tested products included Coke, Mirinda,
7Up,Thums Up, Fanta, and Sprite. CSE found that the Indian produced Pepsi's soft drink
products had 36 times the level of pesticide residues permitted under the European Union
regulations, Coca Cola's 30 times. CSE said that it had tested the same products in the US and
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found no such residues. However, this was the European standard for water, not for the 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 are manufactured in India contained
toxin levels far above the norms permitted in developed world. But an Indian parliamentary
committee, in 2004, backed up CSE's findings and is now trying to develop the world's first
pesticides standards for soft drink company. Coke and PepsiCo opposed the move, arguing
that lab tests are not reliable enough to detect minute traces of pesticides in complex drinks.As
of 2005, The Coca-Cola Company and the PepsiCo together hold 97% market share of soft
drink sales in the India. PepsiCo has also been accused by the Puthusserypanchyatin the
Palakkda district in the Kerala, India, of practicing "water piracy" due to its role in the
exploitation of ground water resources resulting in the scarcity of drinking water for the
panchayat's residents, who have been pressuring the government to close down the PepsiCo
unit in the villages. In the year 2006, the CSE again found that soda drinks, including both the
Pepsi and the Coca-Cola, had high levels of pesticides in their drinks. Both the PepsiCo and
The Coca-Cola Company maintain that their drinks are safe for the consumption and have
published in newspaper advertisement that say that pesticide levels in their products are less
than those in other foods such as tea, fruit and dairy products.

In the Indian state,Kerala sales and production of Pepsi-Cola, along with other soft drinks,
was banned by the state government in 2007, but this was reversed by the Kerala High
Court merely a month later. Five other Indian states have announced a partial bans on the
drinks in the schools, colleges and the hospitals. PepsiCo India and its partners have
invested more than USD1 billion since the company was established in the country. PepsiCo
India provides the direct and indirect employment to 150,000 people including suppliers
and the distributors.PepsiCo nourishes consumers with a range of the products from treats to
healthy eats, which deliver joy as well as nutrition and, good taste. PepsiCo Indias
expansive portfolio includes the iconic refreshment beverages Pepsi, 7 UP, Mirinda and
Mountain Dew, in addition to low calorie options such as the Diet Pepsi, hydrating and
nutritional beverages such as the Aquafina drinking water, isotonic sports drinks Gatorade,
Tropicana100% fruit juices, and juice based drinks, Tropicana Nectars, and Slice. Local
brands Lehar Verves Soda, Dukes Lemonade and Mangola add to the diverse range of the
brands.

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PepsiCos foods company is the leader in the branded salty snack market and all the Frito
Lay products are free of trans-fat and the MSG. It manufactures Lays Potato Chips Uncle
Chips and the traditional snacks under the Kurkure and Lehar brands. The companys high
fiber breakfast Quaker Oats, and low fat and roasted snack options enhance the healthful
choices available to the consumers. Frito Lays core products, Kurkure, Uncle Chips and
Cheetos are cooked in Rice Bran Oil to significantly reduce saturated fats and all of its
products contain voluntary nutritional labeling on their packets.

The group has built an expansive beverage and foods business. To support its operations,
PepsiCo has total of 42 bottling plants in India, of which 13 are the company owned and 29
are the franchisee owned. In addition to, PepsiCo Frito Lay foods division has three state-
of-the-art plants. PepsiCos business is based on its sustainability vision making tomorrow
better than the today. PepsiCos commitment to the living by this vision every day is visible
in its contribution to the country, consumers and the farmers.

Soft Drink Market in India:

India is one of the top most five markets in terms of growth of the soft drink market. The
per capita consumption of the soft drinks in the country is estimated to be around six bottles
per annum in the year 2003. It is very low compared to the corresponding figures in US
(600+ bottles plant per annum).The major players in the soft drinks market in India are
PepsiCo and Coca-Cola, like elsewhere in the world. Coca Cola acquired the number of
local brands like Limca, Thums Up when it entered in Indian market for the second time.
Pepsi Cos soft drink portfolio also consists of the Miranda and 7Up along with the Pepsi.
The market share of each of the company is more or less same, though there is a conflict in
the estimate quoted by the different sources. The major ingredient in the soft drink is water.
It constitutes close to 91% of the soft drink content. Added to this, the drink also contains
sweeteners, Citric Acid, Malic acid, Color, Preservative and Anti Oxidant.

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 MARKETING INTRODUCTION

Marketing deals with identifying and meeting human and social needs. One of the shortest
definitions of marketing is meetings needs profitably. The 21st century is the era of
Advertising, Marketing and Sales Production; Marketing is to convert social needs into
profitable opportunities. As it is said Marketing thinking starts with the human needs and
wants. Apart from basic necessities of air, water, shelter and clothing, every person has strong
desire for recreation and entertainment. They have strong preference for particular brand of
basic and services. Marketing serves as the link between the societys needs and its pattern of
Industrial response. Beverage industry is one of the fast growing industries in India. We can
divide Beverages into two sections i.e. Alcoholic & Non-alcoholic. The non-alcoholic drinks
are soft drinks that can be further classified Cola, Lemon, Orange, Mango and Apple segment.

Products of the Organization in India

Pepsi can

Pepsi Black

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 Mirinda

Mountain Dew

Tropicana

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Gatorade

Aquafina

Lays

Kurkure

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MARKETING MIX:

The tools of marketing mix are combined in such a manner that they give maximum mileage
to the product from the factory to the consumers hand.

Product

Price

Place

Promotion

PRODUCT
People satisfy their needs and wants with products and services, a product is anything that can
be offered to a market to satisfy a need or want- The concept of product is not limited to
physical objects - anything capable of satisfying a need can be called a product. Haidri
Beverages is the company that has taken up the franchise to produce Pepsi for the area of
Maharashtra and Delhi. The production capacity of the plant is to produce 73,000 cases of 24
bottles of 250-ml. For this reason the company has three lines of production to fulfill the ever-
growing demand. Pepsi is one of the core products of the organization and the company puts
in a lot of effort to retain its image through its highly professional team. The members of the
organization work day and night making every possible effort to attain the organizational
goals.

PRICE

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Price is the amount of money the customers are willing to pay to obtain that particular product.
Providing quality products at the lowest possible price had always been one of the main
concerns of Pepsi. One of the ways by which the company has been able to assist this effort is
by increasing the use of inexpensive and recyclable plastic bottles. The government policy, at
times, makes a lot of difference as the government may increase the freight charges, the prices
of glass, or the prices of steel. Thus the overall price of the product also gets affected.The
price of Pepsi Cola is very reasonable as compared to other drinks and the management makes
every effort to make the product at the lowest possible cost but the highest quality.

Pepsi wants its product to be available to all PRICING STRUTCTURE:-

QUANTITY PRICE
200 ML 10
330 ML 20
250 ML(CAN) 20
750 ML 36
1.25 LIT 60
2.25 LIT 90

PLACE

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Place includes the company activities that make the product available to target consumers.
Pepsi Cola is placed in the market according to the extent of the target market located in that
particular geographical area. Haidri Beverages place their product in the market with the help
of its indirect distribution network. The retail stores are spread all around the franchised area
in order to ensure the availability of the product all the year round. The major retail stores
located in Maharashtra and Delhi are in the Blue Area, Jinnah Super Market, Super Market,
and in almost every sector of Islamabad. The entire DELHI Cantonment and the entire city as
well have many retail outlets where Pepsi is available in abundance. The distribution network
also works according to the promotional campaign or the season. For example, in the cricket
season the company tries to make the product available in areas where Cricket is being played.
Pepsi covers almost 95% of total area.
It sells through local retailers.
It is available everywhere.

PROMOTION

Promotion means activities that communicate the merits of the product in order to persuade
the target customers to buy it. Promotion plays a vital role in the success or failure of a
product. Promotion of the right product at the right time is an ideal situation for a company.
Pepsi is one of those products on which the franchisers spend millions of Dollars/Rupees for
its promotion. Haidri Beverages invest a huge amount of money on the promotional
campaigns of Pepsi. There are different ways of promoting a product through retailing,
personal selling, and advertising. The company strongly emphasizes on advertisements as the
other two methods area not much effective in attracting the attention of their target audience.
Huge amount of money spend on advertisement on T.V, Magazines, And Banners. It sponsors
award functions and sports activities.

POPULAR SLOGANS:

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2006-2007 YehPYAASHaiBADI!!

2007-2008 Yeh DILMange MORE!!

2008-2009 YehhaiYoungistaanMeriJaan!!

2010 YehHaiYoungistaanKaWOW!!

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 HEALTH WITH PEPSI

PepsiCo's Diverse Portfolio

PepsiCos diverse portfolio reflects its commitment to provide consumers with a diverse range of fun
and healthy products, making the healthy choice an easier choice. As PepsiCo grows, the portfolio
transformation will continue with a systematic plan to reduce added sugar, sodium and saturated fats
in its products. Today, the portfolio includes several healthier treats and some hydrating and
nourishing products.

Tropicana 100 % juice range that provides essential nutrition and vitamins. Tropicana nectars
and juice based drinks Tropicana Twister, Slice and Slice Mangola.
Products with reduced sugar or calories such as Diet Pepsi and 7UP Light

Gatorade, the worlds leading sports drink, has valuable re-hydration benefits and is
scientifically formulated to quench thirst, replace fluids and electrolytes and provide
carbohydrate energy.

Aquafina packaged water and bulk water

Breakfast cereal, Quaker Oats, which is rich in soluble fibre, beta-glucan, Vitamin B
complex and helps in lowering cholesterol

Improving Core Products:

Frito Lays core products, Lays Kurkure, Uncle Chipps and Cheetos are cooked in Rice Bran
Oil to significantly reduce the saturated fat in these brands by 40%
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 The nutritious Lehar Lite range of snacks contains 25% less oil

The Lehar roasted line of namkeens uses oil sparingly in its products and only in the
seasoning

Frito Lays products are MSG and fat free and contain on pack voluntary nutritional labeling.

Offering Portion Choices:Most of PepsiCos products are available in a range of packages e.g.
small packs, so consumers can select a size suited to particular occasions and dietary needs.

Promoting active lifestyles to kids: Another key effort lies in tackling the calories out side of
the equation by encouraging active lifestyles especially for school going children. PepsiCo has
initiated the Get Activeprogramme that promotes active lifestyles and healthy nutritional habits
among children in approximately 120 schools located in Delhi and Mumbai.

One of the ways to battle the growing issue of obesity is to tackle the 'calories out' side of the
equation by encouraging active lifestyles especially for school going children.

Launched in 2006, Get Active is a partnership between PepsiCo India and Swashrit Society, an
NGO. The programme currently covers 1,00,000 children enrolled in 120 schools in Mumbai
and Delhi.

Through the Get Active programme, PepsiCo's snack and beverage businesses collaborate with
the National Advisory Board - comprising medical practitioners, nutritionists and public health
policy experts - to work towards our vision of improving the health and well-being of our
children. The Get Active programme promotes active lifestyles and healthy nutritional habits
among children in schools.

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 ADVERTISING & PUBLICITY

Pepsi Co. is one of the biggest ad spenders in India. It is also one of the biggest global ad
spenders. It has long a list of endorsers from pop star Ricky martin to file stars Shahrukh
Khan, Amitabh Bacchan etc& Cricket stars Sachin Tendulkar, V.V.S Laxman, Harbhajan Singh
etc. Hindustan Thompsom Associates, the biggest advertising agency of India has the account
of Pepsi Co. known for its board cast advertising but it also spends a lot in non board cast
advertising i.e. hoardings, banners, posters, stickers, specialties, hangar,dealer board, glow
signboards, wall paintings and newspaper. The expenses on this type of advertising are made
at territory or unit level.

TECHNIQUES FOR SALES PROMOTION

1.) Product Availability

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It means all the flavors of Pepsi should be available at one time. By which customer can be
able to get any flavor whenever needed and can get satisfaction.

2.) 100% rich -It means that Companys top management should always worry about the
quality of all the brands. If any organization wants to service in the market and wants to
improve its image then quality plays an integral role for sales promotion so quality should be
good.

3.) Good relation Companys executives, sales man should make good relation with
dealers, wholesalers and retailers. There is only 20% brand loyal person. Remaining 80%
impulse selling is going on. It means in India in cold drinks line which ever brand, consumer
sees first that brand is demanded by him.

4.) Proper signage-Proper signage also plays a key role in more selling.

5.) Fulfill the commitmentIf executive promise to the customer of any type. Then
executive should fulfill his promise. Such as executive says to the retailer if you will sell 1000
carrot in this month then I will give you a coke fridge. If retailer has sold out 1000 carrot in
the month then executive should fulfill his commitment. By this manner sales will also
improve.

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Basic Channels of Distribution

Manufacturers/product
Place
Place
s

Agents/broker
s
Wholesalers/distributor
s

Retailer Retailer
s s

Consumers and organizational end

users

Distribution Objective

Minimize total distribution costs for a given service output.

Determine the target segments and the best channels for each segment

Objectives may vary with product characteristics

E.g. perishables, bulky products, non-standard items, products requiring installation &
maintenance.

DISTRIBUTION CHANNELS (Pepsi)

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There are two marketing channels that involve in the transfer of product from the producer to
the consumer. The intermediaries involved in the transfer are distributors and retailers.

DISTRIBUTORS:

Distributors are appointed agents of the company who make orders to the company by paying
in advance through drafts, stock the products in their godowns and supply them to outlets
through their fleet of delivery was and a team of salesmen and drivers. They are allowed to
sell to company's product to the retailers in a specified area. The company divides this area
into routes. Each route is covered by one unit i.e. one delivery van, one salesman, one driver,
one helper etc. These units and godown are their main investment. Distributors have to invest
in empty bottles and crates too, so that they can maintain a specified quantity of reserve stock
and facilitate the quick ratation of glass crates.

The company evaluates its distributors at the end of the year and makes plans for the next year.
Company fixes the targets for each distributor according to market size, last years sales,
potential growth assumption based on deposit of empties and installation of coolers at outlets.
Distributors are awarded with a fair margin of Rs. 10 per crate for their service. This margin
could be increased for the sale above the targets, company offers are met with distributors
before appointing them. Distributors complying with many schemes and contests for its
customers for pushing different brands and giving various services. Company also offers many
gifts like, briefcase, and handbags. T-shirts, caps to encourage the distributors. If distributor
does not agree with the conditions of these agreement company may reduce the area of
distributor or may even terminate the relationship.

RETAILERS:

The sale of particular soft drinks depends a lot entirely on retailers wish. Like if he does not
keep Aquafina and if his shop is at the prime location then certainly the customer with turn
towards other cola drinks like Bisleri, Bailley ,Kinley etc. This all goes to prove that retaileris
king. So retailers require special focus from the company. Pepsi Co. helps the retailers to serve
its customer better by providing good margin to them for storing its product using
merchandising to improve in-store product display, installing cooling equipment in outlets to
make the product ready to drink and offering different promotion schemes to them time to
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time to push different brands, Pepsi Co. Provides a fair margin of Rs. 24 per crate to the
retailers.

CUSTOMER SERVICE DEPARTMENT:

Customer Service is a support function to sales and marketing Department and is concerned
with effectively dealing with all customer complaints

This starts from: Ensuring Receipt, Documentation and Follow Up of all complaints to be take
care of within a specified time in order to achieve the ensure Customer (retailer) distributor
and consumer Satisfaction. The Customer complains directly through phone or pager or
through the sales team visiting them.

Types of Complaints handled are related to:

Consumer

Signage and Schemes

CORPORATE SOCIAL RESPONSIBILITY INITIATIVES :

Pepsico announced today global goals to provide access to safe water to three
millionpeople in developing countries by 2020 and to continuously strive for positive
water balance in company operations in water-distressed areas.
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This new set of commitments builds on progress made by PepsiCo to promote greater
water-use efficiency across its operations and to source water in ways that respect
communities and ecosystems. In 2007, PepsiCo set a global goal to reduce water
consumption by 20 percent per unit of production by 2020. To date, the company has
achieved a more than 15 percent improvement in water use efficiency as compared to
the company's 2006 baseline.

"We work hard to improve our water-use efficiency, preserve water resources and
provide public access to clean water through alliances with nonprofit groups such as
the Earth Institute and Water.org," said IndraNooyi, PepsiCo's chairman and chief
executive officer. "We are committed to minimizing the impact our business has on the
environment, and we will continue to collaborate with our industry peers, governments,
NGOs and communities to ensure we are doing more, collectively."

In addition, the PepsiCo Foundation continues to invest in sustainable water resource

management methods, which positively impact both quantity and quality of water
supplies, particularly in developing countries. Since 2005, The Foundation and PepsiCo
have committed more than $15 million to organizations working to bring safe water to
developing countries, including India, China and Africa. Together, PepsiCo and the
PepsiCo Foundation are working to provide access to safe water to one million people
from the world's most drought stricken regions by year's end. This program has already
impacted more than 400,000 people since its launch in 2008.

"Through our WaterCredit and microloan programs supported by PepsiCo we have

directly impacted more than 90,000 lives and made nearly 7,000 WaterCredit loans. We
have installed water and sanitation systems in more than 20,000 households," said Gary
White, executive director and co-founder of Water.org, a nonprofit organizationthat has
transformed hundreds of communities in Africa, South Asia and Central America by
providing access to safe water and sanitation. "We are honored to have the opportunity
to work with such a dedicated company. It is with support from companies like PepsiCo
that we can truly make a difference in the global water crisis."

After more than a decade of actively promoting sustainable water resource

management, PepsiCo continues to drive responsible water solutions that are socially

32
responsible, scientifically based and economically sound. Some of PepsiCo's water
initiatives and milestones include:
In 2009, PepsiCo saved more than 11 billion liters of water through efficiency
improvements.
In the U.S., the company began cleaning new Gatorade bottles with purified air
instead of rinsing with water. The method works so well it is being adopted, along with
other conservation techniques, by bottling facilities around the world, saving billions
of liters of water from going down the drain.
In the UK, PepsiCo Walkers' business has already reduced water usage at its largest
potato chip facility by 42 percent between 2001 and 2007. Potatoes naturally contain a
lot of water, and Walkers is working to capture that moisture and use it to make the UK
facilities essentially self-sufficient in water, unplugged from the water mains.
Agriculture uses 70 percent of the world's water. That's why in China, PepsiCo is
sharing conservation techniques with its local farmers. These efforts have cut the water
usage required to grow potatoes for Lay's potato chips in China by more than half.
In India, PepsiCo beverage operations reduced water use in manufacturing by more
than 45 percent and conserved more than 3 billion liters of water since 2007, achieving
positive water balance giving back more water than the company consumed.
One of PepsiCo India's most successful initiatives has been its work with farmers
to reduce the amount of water used in rice cultivation. The company introduced a
technology called "direct seeding." Rather than growing seedlings in a nursery,
planting them, then flooding the fields, direct seeding allows seeds to be planted
directly into the ground, bypassing the nursery. This also removes the need for flood
irrigation, and saves as much 30 percent of water needed. In 2009, direct seeding was
extended to more than 6,500 acres of land resulting in savings of 5.5 billion liters of
water.
In Australia, PepsiCo's Smith's snacks manufacturing facility commissioned the
first wastewater reuse system, which will dramatically reduce stress on local water
resources at a time when the country is facing one of the worst droughts in history.
In Mexico, the Gatorade plant installed a rain water harvest system, which
collected 640 cubic meters of water in 2009. This has helped recharge the underground

33
 aquifer affected by Mexico City's population growth and has contributed to the
business's overall water usage reduction of 10.5 percent vs. 2008.
In 2011, The PepsiCo Foundation will reach its goal of providing access to safe
water and sanitation to 1 million people. This will be achieved through support of such
partners as Water.org, Safe Water Network, The Energy Resources Institute, China
Women's Development Foundation and the Earth Institute at Columbia University.
These projects are helping to install village water and irrigation systems, establishing
water health centers, constructing nearly 750 rainwater harvesting cisterns, improve
sanitation programs and recharge aquifers in developing communities, particularly in
Ghana, Kenya, Brazil, China and India.

HUMANITARIAN AID

When disaster strikes, Pepsico provides financial assistance in donations and

Human resource contributions to help the people and communities affected.

Pepsico Disaster Response:

Pepsico responds to natural disasters with a variety of aid,some of which is highlighted
here.
Chile 2010:
On February 27,2010, an earthquake of magnitude 8.8 struck Chile, killing nearly 500
people, impacting more than 2 million people and damaging 1.5 million homes.pepsico

34
 made a grant of $250,000 to Un Techo Para MiPais, a nonprofit organization founded
in Chile and operating in 16 Latin American countries. The organization, which is run
by university students and young professionals, constructs transitional houses and
works with families in extreme poverty in a social inclusion process that will allow
them to develop as a sustainable community. The funding will build 170 transitional
homes in the regions neediest areas, benefiting approximately 850 people.
Asia Flooding October 1, 2009:
PepsiCo contributed $100,000 to the American Red Cross in response to flooding in
Asia. Fifty percent of this amount went to the Philippines, where an estimated 2.5
million people were affected by the floods caused by torrential rains.
Australian Wildfires February 9, 2009
PepsiCo contributed $100,000 to the American Red Cross to provide aid for victims of
the Australian wildfires. In addition, PepsiCo Australia provided paid leave for
associates who volunteered to assist, including volunteer firefighters on staff that
helped fight the fires.
2005 Atlantic Hurricane Season Central America and Mexico Hurricane
PepsiCo donated $500,000 and collaborated with partners to raise an additional $3.8
million to support victims of the 2005 Atlantic hurricane season. That devastating
season included an unprecedented 13 storms, of which three Stan, Beta and Gamma
ravaged the Central America and Mexico region. The storms took nearly 800 lives,
brought suffering to more than 850,000 people and left damages estimated in excess of
$1.5 billion.
Southeast Asia Tsunami December 26, 2004
PepsiCo Foundation and PepsiCo committed $2 million in disaster relief related to the
tsunami in Southeast Asia.
SWOT ANALYSIS OF PEPSICO:

35
If SWOT analysis does not start with defining a desired end state or objective, it runs the risk
of being useless. A SWOT analysis may be incorporated into the strategic planningmodel. An
example of a strategic planning technique that incorporates an objective-driven SWOT
analysis is SCAN analysis. Strategic Planning, including SWOT and SCAN analysis, has been
the subject of much research.

Strengths: Attributes of the organization that are helpful in achieving the

objective.

Weaknesses: Attributes of the organization that are harmful to achieving the object
objective may be derived from the SWOT.

Strength:Pepsi has a broader product line and the outstanding reputation.

Merger of the Quaker Oats produced synergy across the board.

36
 Record revenues and the increasing market share.
Lack of capital constraints
Great brands, strong distribution and innovative capabilities
Number one maker of snacks, such as corn chips and the potato chips
PepsiCo sells its three products through the same distribution channel.
For example, combining the production capabilities of the Pepsi, Gatorade and Tropicana is a
big opportunity to reduce the costs, improve efficiency and smooth out the impact of the
seasonal fluctuations in demand for the particular product.

Weakness:

Pepsi hard to inspire vision and the direction for large global company.
Not all the PepsiCo products bear the company name
PepsiCo is far away from the leader Coca-cola in the international market demand is
highly elastic.

Opportunity:

Food division should be expand internationally

Noncarbonated drinks are fastest-growing part of the industry
There are increasing trend toward the healthy foods
Focus on the most important customer trend - "Convenience".

Threats:

F&B industry is now mature.

Pepsi is blamed for pesticide residues in their products in one of their most promising
emerging market like in India.

Over 50% of the company's sales come from Frito-Lay; this is a threat if the market
takes a downturn
PepsiCo now competes with the Cadbury Schweppes, Coca-Cola, and Kraft foods
(because of broader product line) which are well-run and the financially sound
37
 competitors.
Size of the company will demand a varied marketing program; Social, cultural,
economic, political and governmental constrains.

38
1.2 INFORMATION
ABOUT PROJECT

39
Marketing strategy is a process that can allow an organization to concentrate its limited
resources on the greatest opportunities to increase sales and achieve a sustainable competitive
advantage
Marketing strategies serve as the fundamental underpinning of marketing plans designed to fill
market needs and reach marketing objectives.Plans and objectives are generally tested for
measurable results. Commonly, marketing strategies are developed as multi-year plans, with a
tactical plan detailing specific actions to be accomplished in the current year. Time horizons
covered by the marketing plan vary by company, by industry, and by nation, however, time
horizons are becoming shorter as the speed of change in the environment increases.Marketing
strategies are dynamic and interactive. They are partially planned and partially unplanned. See
strategy dynamics.
Marketing strategy involves careful scanning of the internal and external
environments.Internal environmental factors include the marketing mix, plus performance
analysis and strategic constraints.External environmental factors include customer analysis,
competitor analysis, target market analysis, as well as evaluation of any elements of the
technological, economic, cultural or political/legal environment likely to impact success.A key
component of marketing strategy is often to keep marketing in line with a company's
overarching mission statement.
Once a thorough environmental scan is complete, a strategic plan can be constructed to
identify business alternatives, establish challenging goals, determine the optimal marketing
mix to attain these goals, and detail implementation.A final step in developing a marketing
strategy is to create a plan to monitor progress and a set of contingencies if problems arise in
the implementation of the plan.
Types of strategies
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adding citations to reliable sources. Unsourced material may be challenged and removed.
(June 2008)
Marketing strategies may differ depending on the unique situation of the individual business.
However there are a number of ways of categorizing some generic strategies. A brief
description of the most common categorizing schemes is presented below:

40
Strategies based on market dominance - In this scheme, firms are classified based on their
market share or dominance of an industry. Typically there are four types of market dominance
strategies:
Leader
Challenger
Follower
Nicher
Porter generic strategies - strategy on the dimensions of strategic scope and strategic strength.
Strategic scope refers to the market penetration while strategic strength refers to the firms
sustainable competitive advantage. The generic strategy framework (porter 1984) comprises
two alternatives each with two alternative scopes. These are Differentiation and low-cost
leadership each with a dimension of Focus-broad or narrow. ** Product differentiation ** Cost
leadership ** Market segmentation * Innovation strategies This deals with the firm's rate of
the new product development and business model innovation. It asks whether the company is
on the cutting edge of technology and business innovation. There are three types: ** Pioneers
** Close followers ** Late followers * Growth strategies In this scheme we ask the
question, How should the firm grow?. There are a number of different ways of answering
that question, but the most common gives four answers:
Horizontal integration
Vertical integration
Diversification
Intensification
A more detailed scheme uses the categoriesMiles, Raymond (2003). Organizational Strategy,
Structure, and Process. Stanford: Stanford University Press. ISBN 0-8047-4840-3.:
Prospector
Analyzer
Defender
Reactor

41
Marketing warfare strategies - This scheme draws parallels between marketing strategies and
military strategies.
Strategic models
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adding citations to reliable sources. Unsourced material may be challenged and removed.
(June 2008)
Marketing participants often employ strategic models and tools to analyze marketing
decisions. When beginning a strategic analysis, the 3Cs can be employed to get a broad
understanding of the strategic environment. An Ansoff Matrix is also often used to convey an
organization's strategic positioning of their marketing mix. The 4Ps can then be utilized to
form a marketing plan to pursue a defined strategy.
There are many companies especially those in the Consumer Package Goods (CPG) market
that adopt the theory of running their business centered around Consumer, Shopper & Retailer
needs. Their Marketing departments spend quality time looking for "Growth Opportunities" in
their categories by identifying relevant insights (both mindsets and behaviors) on their target
Consumers, Shoppers and retail partners. These Growth Opportunities emerge from changes in
market trends, segment dynamics changing and also internal brand or operational business
challenges.The Marketing team can then prioritize these Growth Opportunities and begin to
develop strategies to exploit the opportunities that could include new or adapted products,
services as well as changes to the 7Ps.
Marketing strategies form the most important planning element in the FMCG market owing to
the dynamic consumer behavior and the stiff competition

42
 CHAPTER-2
LITERATURE
REVIEW

43
 LITERATURE REVIEW

The principal task of marketing management is to fulfill the aspiration of the customers. It is
thus imperative to understand what the customer wants: how they make choices: or what are
the sources of information and influence process etc. In this process an organization can
identify new opportunities in the market: evaluate and monitor marketing actions: and in
general evolve better marketing program to serve the interest of customers. Thus market
research acts as a link between the customer and the market

ROLE OF MARKET RESEARCH

Market research was an offshoot of the advertising boom of the 1950s in the USA.
Advertisers began to realize the significance of demographics revealed by Radio and
television sponsorship, and to seek more direct feedback about their markets. Market research
is for discovering what people want, need, or believe. It can also involve discovering how they
act. Once that research is completed, it can be used to determine how to market your product.
The upward or downward movements of a market, during a period of time, the market size is
more difficult to estimate if you are starting with something completely new. In this case, you
will have to derive the figures from the number of potential customers or customer segments.

According to American Marketing Association (AMA): marketing research is defined as The

systematic gathering, recording and analysis of data about problems relating to the marketing
of goods and services

THE MARKETING RESEARCH PROCESS

MR exercise may take many forms but systematic enquiry is features common to
all such forms. Being a systematic enquiry it requires careful planning of the orderly
investigation process. Though it is an over simplification to assume that all the research
44
process would necessarily follow a given sequence. MR often follows a generalized pattern
which can be broken down and studied sequentially.

CHAPTER-3
OBJECTIVES/
SCOPE

45
RESEARCH OBJECTIVES OF THE STUDY

1. To review the services offered by Pepsico in India.

2. To know the present and future strategies of the Pepsico company.
3. To do a comparative study on Pepsico& Coca Cola Ltd.

4. The survey was done to find out the present status of PEPSI in the retail outlet

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

SCOPEOFTHESTUDY

1. Through this study company can know about its growth.

2. This study will also help to the company to know about their new concepts position in
the market.
3. 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.

46
.

CHAPTER-4
RESEARCH
METHODOLOGY

47
RESEARCH METHODOLOGY OF THE STUDY

Generally research is considered as an endeavour to arrive at the answers to intellectual and

practical problems through the application of scientific methods to the knowledge universe.
It is from known to unknown.

METHODS OF DATA COLLECTION:-

Collection of Data refers to a purposive gathering of information relevant to the subject

matter under study and the methods used depend mainly on the nature, purpose and scope
of the enquiry to be undertaken, as well as on the availability of resources and time.

In this project Secondary data has been used .

SECONDARY DATA:-

Secondary data are those data which are already published . It maybe used by many other
people than then researchers who has published it. There are various sources for secondary
data collection. These sources can be government sources, commercial sources, industry
sources and miscellaneous sources.

Business firms always have a great deal of internal secondary data in market with them.
sales statistics constitute the most important component of secondary data in marketing and
the researcher researches it extensively. All the output of the strategy of the firm generally
constitutes internal secondary data. This data is readily available, the market researcher gets
it without much efforts, time and money.

The sources of Secondary data include:-

Books.

Websites.

Market survey
48
 Interview of marketing personnels
Interview of distributor owners, retailers and the public
Interview of the sales and customer executives
Sample size in market survey 100 retailers

49
 CHAPTER-5
LIMITATIONS

50
 LIMITATIONS

1. Due to wide spread information of the data, the scope of project becomes very wide.

2. All the matter has been collected through secondary sources hence; the errors might
have crept in.

3. Given the time constraints, all the information could not be gathered.

4. Data being very vast, appropriate information could not be gathered according to
the specific requirements.

51
 CHAPTER-6
ANALYSIS
&
INTERPRETATION

52
 ANALYSIS DATA

COCACOLA
PEPSI
OTHERS

WHICHBRANDDOYOUPREFER?

CONCLUSION:Coca Cola is the most favoured brand followed by Pepsi

MALE
FEMALE

53
ANALYSIS:Males consume cold drinks more than females do

50%

45%

40%

35%

30%

25%

20%

15%

10%

5%

0%
15-25 25-35 35-45 45-55 55-65

AGEGROUPOFCUSTOMERS

ANALYSIS:Cold drink is mostly consumed by people in the age group 25-35

54
 50%

45%

40%

35%

30%

25%

20%

15%

10%

5%

0%
SERVICE BUSINESS STUDENT HOUSEWIFE OTHERS

OCCUPATIONOFTHECUSTOMERS

ANALYSIS:MOSTLYSTUDENTSANDOFFICEGOERSCONSUMECOLAS

30%

25%

20%

15%

10%

5%

0%
ONCEAWEEK 2-3TIMESAWEEK ONCE IN 2-3 ONCE INAMONTH ONCE IN 2-3
WEEKS MONTHS

55
 FREQUENCYOFCONSUMPTIONOFPEPSICOPRODUCTS

60%

50%

40%

30%

20%

10%

0%
TASTE QUALITY BRAND IMAGEADVERTISENTS PROMOTIONS WORDOF
MOUTH

CRITERIAFOR CONSUMINGAPARTICULAR SOFTDRINK

ANALYSIS:Taste is the most important criteria for liking a brand

56
 35%

30%

25%

20%

15%

10%

5%

0%
300 ML 200 ML 500 OR 600 ML 1 LTR OR 1.2 2LTR TETRAPACKOR
LTR CAN

BOTTLEORPACKSIZEPREFERRED

ANALYSIS: Most consumers prefer 200 ml bottles

50%
45%
40%
35%
30%
25%
20%
15%
10%
5%
0%
KIRANASHOPS EATERIES MALLS DEPARTMENTAL PAANSTALLS
STORES

WHEREDOYOUBUY?

57
ANALYSIS:COLD DRINK IS BOUGHTMOSTLYIN PAAN STALLSAND KIRANASHOPS

50%

45%

40%

35%

30%

25%

20%

15%

10%

5%

0%
GOOD BAD AVERAGE

TASTEOFPEPSICOBRANDS

ANALYSIS: The company needs to improve in taste

58
 45%

40%

35%

30%

25%

20%

15%

10%

5%

0%
PEPSI 7 UP MOUNTAIN SLICE MIRINDA NIMBOOZ
DEW

BESTADVERTISEMENT

ANALYSIS:Pepsi and Mountain Dew have the best ads but Mirinda and Nimbooz ads are not
popular

59
 45%

40%

35%

30%

25%

20%

15%

10%

5%

0%
CHANGETHE DARRKEAAGEJEET I FEELUP(7 UP) AAMSUTRA(SLICE)
GAME(PEPSI) HAI(MOUNTAIN DEW)

BESTPUNCHLINE

ANALYSIS: Pespi and Mountain Dew have the best punchlines

60%

50%

40%

30%

20%

10%

0%
T.V NEWSPAPER INTERNET PROMOTIONAL BANNERSOR
EVENTS HOARDINGS

60
 MODE OFADVERTISEMENT

ANALYSIS: T.V and Internet are the most preferred media of advertisement

Sales

PEPSIMONOPOLY
COKEMONOPOLY
DUOPOLY
ALLBRANDS

TYPEOFOUTLETS

PEPSI
COK
OTHE
RS

61
 RETAILER'S PREFERENCE

35%

30%

25%

20%

15%

10%

5%

0%
CONSUMER SCHEMES ADEQUATE ADDED TIMELY ADEQUATE
DEMAND SUPPLY INCENTIVES DELIVERY SUPPLY

60%

50%

40%

PEPSI
30%
COK

20% E
OTHERS

10%

0%
CONSUMER SCHEMES SUPPLY TIMELY BEHAVIOROF
DEMAND DELIVERY SALESPERSONS

REASONFORPREFERENCE

62
 CHAPTER-7
CONCLUSIONS

57
 CONCLUSIONS

1. Pepsi is the market leader in terms of soft drinks in India, but comes second to Coca-
Cola which consists of Coca-Cola brands.

2. Pepsis main target is obviously to be the market leader and leave its nearest
competitor, Coca-Cola, far behind. To achieve this Pepsi seems to be relying on mass
advertising. They spend about 60-70 crore rupees annually on marketing activities.

3. Pepsi drinks are available in almost the whole of India, this shows the importance
paid to distribution. Brand loyalists are very few in the market. Thus the drink should
be easily available, so that consumers cannot shift their preferences.

4. Nimbooz and Mirinda orange should be marketed properly.

5. The company can think of introducing new flavours and back the new ones by
adequate marketing

6. The promotional activities like Slice and 7 Up display should be done more on the
duopoly outlets as the monopoly outlets will not require the added drive to sell more
Pepsicoproducts.On the other hand if a duopoly outlet orders more than 100 pieces of
Slice or 7 Up they will be bound to order less amount of Maaza and Sprite and in this
way Coke can be beaten in competition in the peak season.If the promotion is to be
done in 100 shops there should be 70 duopoly outlets and 30 big monopoly outlets.

7. . Pepsico should provide the retailers with the gifts they promise as it helps to
maintain cordial relation with the retailers.

58
 CHAPTER-8
RECOMMENDATION

59
 RECOMMENDATION

1. Todays society is very health conscious and is driven by fitness anxieties.Anything that
comes with the tag diet engenders interest.So the company should make full use of this and
go for push marketing for Diet Pepsi.It will be a hit with the posh society as in
HilandPark,NewAlipore,etc.

2. Pepsico should bring in flexibility in their schemes as they should understand that the same
scheme does not work for all types of retailers.Thepaan stalls will readily take 8 bottles of
Aquafina with boxes of pet colas as they sell Aquafina in huge numbers.But a kirana shop
will not take that scheme as over there the demand for bottled water is relatively low.Same
goes with shops that have less storage capacity or lesser floor area as they cannot store so
much of Aquafina.As a result they order lesser amount of colas,There is an element of
opportunity cost involved here as the shop owners can utilize the storage space for Aquafina
for the display or storage of some other products such as biscuits.So the company should
provide schemes on the basis of an individual retailers needs.

3. The audit team for Plan-o-Gram should pay more frequent visits so as to reduce the misuse
of the visicoolers.

4. The company should reduce costs on advertisements and promotions.

5. Pepsico should look for tie ups with eateries like Dominos,KFC,Subway,etc so as to target
the youth. .

60
BIBLIOGRAPHY

61
 BIBLIOGRAPHY

WEBSITES:

1. www.pepsico.com
2. www.wikipedia.com

3. www.google.com

Books Referred:

1. Kothari C. R. /Research Methodology Methods and Techniques, Wishwa

Prakashan 2003.

2. Philip Kotler /Marketing Management ,13 edition, Pearson Publications, 2005.

62
APPENDIX

63
 QUESTIONNAIRE
For retailers
NAME:-
ADDRESS:-
OWNED BY:-
CONTACT NO:-
TYPE OF RETAILER:
I. PAAN STALLS

II. EATERY

III. KIRANA SHOP

IV. DEPARTMENTAL STORE

V. STORE IN A MALL

Q.1)WHICH BRAND HAS THE HIGHEST CONSUMER DEMAND?

a. PEPSI

b. COKE

c. OTHERS

Q.2)HOW FREQUENTLY DO YOU ORDER PEPSIC BEVERAGES?

a) DAILY

b) THRICE A WEEK

c) ONCE A WEEK

Q.3)ARE YOU SATISFIED WITH THE BEHAVIOUR OF THE SALESPERSON?

a) YES

64
b) NO

Q.4)DO YOU GET THE SUPPLY ACCORDING TO YOUR ORDER?

a) SOMETIMES

b) MOST OF THE TO TIME

c) ALWAYS

d) NEVER

Q.5)IS THE ORDER LOADED WITHIN THE STIPULATED TIME?

a) SOMETIMES

b) MOST OF THE TIME

c) ALWAYS

d) NEVER

Q.6)ARE YOU SATISFIED WITH THE SCHEMES PROVIDED BY PEPSICO?

a) YES

b) NO

Q.7)DOES THE COMPANY GIVE THE PROMISED INCENTIVES?

a) SOMETIMES

b) MOST OF THE TIME

c) ALWAY

d) NEVER

Q.8)ARE YOU HAPPY WITH THE DISPLAY?

a) YES

b) NO

Q.9)ARE YOU SATISFIED WITH THE VISICOOLER?

a) YES

65
b) NO

Q.10)NUMBER OF FAULTY SAMPLES:

a) 1 OUT OF EVERY 10

b) 1 OUT OF EVERY 20

c) I OUT OF EVERY 50

SUGGESTIONS:..

66