A Project Report On

MARKET SHARE OF PEPSI & COKE

Prepared For and Presented To
PepsiCo India Holding Pvt. Ltd.

(As

partial fulfillment for the award of MBA)

INSTITUTE OF MANAGEMENT SCIENCE

Submitted To : Submitted By :
Mr. Raj Narayan Singh ( Customer Executive ) Science Imran khan MBA (Retail mgt.) Institute Of Management

University Of Lucknow

DECLARATION

I here by declare that the project work A STUDY ON MARKET SHARE OF PEPSI & COKE. submitted toIMS, UNIVERSITY OF LUCKNOWin fulfillment of the requirements for the award of the degree ofMASTER OF BUSINESS ADMINISTRATION is a record of original project work done by me. under the guidance of Mr. RAJ NARAYAN SINGH.

PLACE: KANPUR

IMRAN KHAN

ACKNOWLEDGEMENT

Many minds have worked in together; many hands have worked, as one in making this project possible. The least I could do to express my gratitude is to thank all the persons who made it possible.

I express my deep sense of gratitude to the Mr. Prakhar KASAR (T.D.M.) , Mr. VIVEK JOHRI(A.D.C.) andMr. RAJ NARAYAN SINGH (Customer executive) and other sales force Pepsico India marketing company, who guided and encourage me from time to time for the successful completion of this project report. I express our thanks toPepsico Holding Pvt. Ltd.for granting me the permission to work with the esteem organization. I am also thankful to Mr. VIVEK JOHRI (A.D.C),PepsicoIndia Holding Pvt. Ltd. Kanpur,who guided and helped me in all possible ways they could, at every stage of the project. I especially thank my parents, friends, and well-wishers who have indirectly helped in making my project. I would also like to thank Mr. ANIL GERA (P.S.R.) who provided me all the relevant information and his kind support, on the basis of which this report has been prepared.

PREFACE
Marketing plays vital role in todays business scenario in consumer productCompany,when there is such a high competition in the market. The emphasis in the project is providing the study and an insight into Indian FMCG business scenario. The project is designed to provide participation of MBA program as on the job experience. This has given a chance to try and apply the academic knowledge and gain insight into corporate culture. This helps in developing decision making abilities and emphasizes on active participation by the student. I undertook my project in Pepsico India Holding Pvt. Ltd. Kanpur, a leading Bottler and marketing. partner of the Pepsi foods. During the training, I had work on the project MARKET SHARE OF PEPSI & COKE.

I gained valuable experience & knowledge during this survey. This project consists of my findings after data analysis & conclusions were drawn and recommendations were put forward.

CONTENTS CHAPTER NO. CHAPTER-I 1.1 1.2 1.3 1.4 CHAPTER-2 2.1 CHAPTER-3 3.1 3.2 3.3 3.4 CONTENT INTRODUCTION NEED FOR THE STUDY OBJECTIVES SCOPE OF STUDY ADVANTAGES LITERATURE REVIEW PLANOGRAM,VISI CHARGING AND PURITY COMPANY PROFILE CORPORATE PROFILE THE PEPSICO FAMILY PERFORMANCE WITH PURPOSE MISSION AND VISION PAGE NO.

3.6 CHAPTER-4 4.1 4.2 4.3 4.4 CHAPTER-5 5.1 5.2 5.3 CHAPTER-6 CHAPTER-7

7.1 7.2 7.3 7.4

CORE VALUES AND PRICIPLES PEPSICO INDIA BRANDS OF COMPANY PRICE OF PRODUCTS THE COMPETITOR OUR BRANDS RESEARCH METHODOLOGY PURPOSE OF RESEARCH RESEARCH STRATEGY DATA COLLECTION METHOD DATA ANALYSIS AND INTERPRETATION FINDINGS,SWOT ANALYSIS,CONCLUSION,RECOMMONDAT ION, LIMITATION SWOT ANALYSIS CONCLUSION RECOMMONDATION LIMITATION BIBLIOGRAPHY APPENDICES

EXECUTIVE SUMMARY
Pepsi is the world leader in the convenient foods and beverages with the revenue of about $39 billion (2007-08) and over 1,98,000 (2008-09) employees. The companies consist of the snack business of frito lay North America. Pepsico brands are available in nearly 200 countries and territories. In India, the company has an extremely positive outlook pepsico gained entry to india in 1988 by creating a joint venture with the Punjab Government-owned Punjab agro industrial corporation (PAIC) and voltasindia limited. This joint venture marketed and

sold leharpepsi until 1991, when the use of foreign brands was allowed; pepsico bought out its partners and ended the joint venture in 1994. Beverage industry is one of the fast growing industries in india. It can divided into two sections i.e, carbonated and noncarbonated. The carbonated drinks can be further classified into cola,lemon,orange,mango, and apple segments. Marketing includes all the activities like promotion,distribution,advertising etc. to fulfill the all segment of consumers marketing is also to convert social needs into profitable opportunities. VISI CHARGING AND PURITY This project i started underthe company guide of Mr. Vivek Johri (A.D.C.),Kanpur where I have been allocated the different areas for survey in Kanpur. ROUTE ASSIGNED TO ME DAHELI SUJANPUR ( ROUTE NO. 15 ) RAMA DEVI (ROUTE NO. 43 )

CHAPTER-I
INTRODUCTION

Modern age is full of competition. Today only way of success is your continuous efforts towards the growing market needs and satisfying them. It is the marketer job to know what the market speaks i.e. the ever changing needs of the customer through market research & adopt them fruitfully. It is must for all the companies to make policies according to the customer and the government. Today to succeed for any organization has to target its customer needs, to create a culture in the organization i.e. market conscious & responsive to customer needs. Soft drinks industry has become big business in India in recent years. The soft drinks business under went major change with the entry of PEPSI and re-entry of COCO-COLA in India in the late 80s when parley with brands like Thumsup, Limca& gold spot was a clear leader. Coco-Cola took up the product line of parley in 1993-94, today both brands are the Indians favorite soft drinks. PLANOGRAM, VISICHARGING AND VISI PURITY In this project the main task is visicharging and cold stock of Pepsi andCoke in the market. Means, in the Pepsi visi all brands should be there and visi should be charge minimum 70% because its effective for the display for brand of pepsico . And in the market I had to see amount of cold stock of Pepsi compare to Coke. It gives clear picture about Pepsi cold stock share compare to coke cold stock in the market.

1.1NEED FOR THE STUDY Pepsico India Holding Pvt. Ltd. a leading bottler and marketing partner of the pepsi foods company at Kanpur. The studywas conductedto know the cold stock market share of Pepsi and Coke in Kanpur area. 1.2OBJECTIVES
> To know the market share of pepsi and coke.

> To know the visi charge in a particular area. > To know the visi purity in a particular area. > To make appropriate recommendation for the improvement of the company. > To know the needs and benefits of the retailers in a particular area. 1.1SCOPE OF STUDY The training in the organization is very important for a student who is undergoing with such courses. This course is not the answer for the entire problem which arises in the practical field. There is no certain formula for any particular problem but the aim of this study is to develop the ability of decision making. A right decision of right time itself helps an organization to run smoothly. This training in an organization given an idea how decision are taken tact fully when any problem comes to an executive, so the way of problem right decision making and knowledge of different type of marketing activities give much importance to the study.

1.2ADVANTAGES > EASILY KNOW HOW MUCH VISICHARGE IN A AREA. > ALL BRANDS CAN PROVIDE EASILY. > CUSTOMER WOULD BE AFFECTED BY DISPLAY IN VISI. > FOCUS ON PROBLEMS OF THE DEALER. > EASILY KNOW THE COLD STOCK SHARE OF PEPSI.

CHAPTER-II
LITERATURE RIVIEW

Pepsico is one of the largest company in food and beverages in the world. The company wants to maintain their customers in the competitive environment at any cost. So, Thepepsico company and their partners organizing surveys to know the current situation or problems of the retailers in the market. And also, to know about their product and services in the market to improve and give benefits to the retailers. the survey conducted on the basis on planogram,visi charging and visi purity. Visi means, fridge and charging means, how much bottle inside the fridge. And about cold stock means, how much cold stock of pepsi in the market compare to coke cold stock. Pepsicoindia holding private limited at Kanpur wanted to know that how much pepsivisi charging in a particular area and how much share of pepsi cold stock compare to coke cold stock in a particular area.

The company provides pepsivisi to the retailers at free-of-charge in different liters as 220,280,340,400,570,800,1200. These visi cooler provides to the retailers according to their shops (Big or Small) to keep pepsivisi cooler the retailer have to fill the form of Requisition of visi cooler through PSR (pre-sales representative) and after that the company gives visi cooler to the retailer only to keep pepsi beverages not for other company brands othervise, the company will take back the visi cooler from the retailer because, company gives visi cooler at free-of-charge to the retailer to keep only pepsico brands beverages. Many experts believe that one of the best way to maintain customer by customer satisfaction. > To provide all brands (beverages) ofpepsico on timely. > To provide great schemes to the retailers without any fraud. > To provide display materials to the retailers as poster,banner,rack,gloshine boards etc. > To provide seasonable discounts on price of the products. Visi charging and cold stock is maintain by PSRs of the company and it must be on time not to delay othervise competitor will take place. FIVE BENEFITS OF PLAN-O-GRAM : > PURI RANGE DIKHATI HAI > ORDER LENE ME ASANI HOTI HAI > JO JAYADA BIKTA HAI WO JAYADA RAKHA HAI > TIME AUR LIGHT KI SAVING HOTI HAI > VISI ME STOCK JAYADA AYEGA

Visi charging and cold stock survey provide the information needed to improve company goodwill in the market (if bad) and to asses about outlets in a particular area. 5 EDGE KPI : 1. 2. 3. 4. 5. VISI FIRST LOKATION 100% PURE AND 70% CHARGE VISI PLANOGRAM RACK PLANOGRAM 5 c/s GRB FIELD

RACK POG : 1. DHABA RACK First row GRB PEP Second row PET P.D.M.S. (Pepsi,Dew,Mirinda,Slice) Third row Aquafina, two GRB PEPSI,GRB DEW, PET P.D.M.S. Forth row crown Aquafin 1. DIPIKA RACK : Pet 2ltr DMS and Aqafina.

CHAPTER-III
COMPANY PROFILE

TYPE FOUNDED (1965)

: Public : Chicago,llinois,U.S.

FOUNDER(S) : Donald M. Kendall and Herman W. Lay HEADQUATERS : Purchase New York AREA SERVED : Worldwide KEY PEOPLE : Indra Krishnamurthy Nooyi (Chairman) (President) and (Ceo) INDUSTRY : Non alcoholic beverages and Foods MARKET CAP : USD 107.19 Billion(20082009) REVENUE : USD 43.251 Billion(2008-2009) OPERATING INCOME : USD 6.935 Billion (2008-2009) NET INCOME : USD 5.142 Billion (2008-2009) TOTAL ASSETS : USD 35.994 Billion (20082009) TOTAL EQUITY :USD 12.203 Billion (20082009) DIVISIONS : Pepsico Americas (pepsico America Food ,pepsico Americas beverages) EMPLOYEES : 1980000 (2008-2009) WEBSITE : www.pepsico.com

Corporate Profile
PepsiCo In India In everything we do, we strive for honesty, fairness and integrity PepsiCo India is striding ahead rapidly towards enabling the global vision to be the world's premier consumer products company focused on convenience foods and beverages. PepsiCo India seeks to produce healthy financial rewards for investors as it provide opportunities of growth and enrichment to its employees, business partners and the communities in which it operates.

Establishment Investment Employment PepsiCo established PepsiCo India and its PepsiCo India it's business partners have provides direct and operations in India in invested more than indirect employment 1989 and has grown USD1 billion since to 150,000 people to become one of the the company was including suppliers countrys leading food established in the and distributors. and beverage country. 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 consumers in India.

PepsiCo Boilerplate PepsiCo offers the worlds largest portfolio of billion-dollar food and beverage brands, including 18 different product lines each generating more than $1 billion in annual retail sales. Our main businesses Frito-Lay, Quaker, Pepsi-Cola, Tropicana and Gatorade also make hundreds of other nourishing, tasty foods and drinks that bring joy to our consumers in over 200 countries. With more than $43 billion in 2008 revenues, PepsiCo employs 198,000 people who are united by our unique commitment to sustainable growth, called Performance with Purpose. By dedicating ourselves to offering a broad array of choices for healthy, convenient and fun nourishment, reducing our environmental impact, and fostering a diverse.

PEPSICO VALUES
OUR COMMITMENT TO DELIVER SUSTAINED GROWTH THROUGH EMPOWERED PEOPLE ACTION WITH RESPONSBILITY AND BUILDING TRUST

PEPSICO GUIDING PRINCIPLES

WE MUST ALWAYS STRIVE CUSTOMERS,CONSUMERS AND TO CARE FOR

THE WORLD WE LIVE IN TO SELL ONLY PRODUCTS WE

CAN BE PROUD OF SPEAK WITH AND CANDOR BALANCE SHORT TERM AND LONG TERM WIN WITH DIVERSITY AND INCLUSION RESPECT OTHERS AND SUCCEED TOGATHER

Performance With Purpose

We believe our financial success - Performance - must go hand-inhand with our social and environmental responsibilities - Purpose. We bring that Purpose to every aspect of our business.

At PepsiCo, we're committed to achieving business and financial success while leaving a positive imprint on society - delivering what we call Performance with Purpose. Performance with Purpose is at the heart of every aspect of our business. We believe financial achievement can and must go hand-in-hand with social and environmental performance. Our approach to superior financial performance is straightforward - drive shareholder value. By integrating a commitment to social and environmental performance into all of our businesses, we're able to manufacture our products more efficiently and economically, attract even more of the world's best talent, and sharpen our competitive edge in markets all over the world. Our Performance with Purpose agenda is comprised of three platforms:

Human Sustainability: Nourish consumers with a broad range of convenient, greattasting foods and drinks - from treats and simple refreshments to positive nutrition; make the healthy choice an easier choice to make. Environmental Sustainability: Conserve our natural resources; operate in a way that minimizes our environmental footprint with the goal of reaching a net-neutral impact.

Talent Sustainability: Developing our employees by creating a diverse and inclusive culture and making certain our company is an attractive destination for the world's best people The people behind PepsiCo's brands are working hard to address these sustainability challenges, while partnering with key stakeholders to effect real change. While we have taken significant strides on this journey, there is stillmore to learn and do. It is our int

PEPSICO 8 STEP CALL :

1)

PREPARATION

2)GREET THE CUSTOMER

3) STORE CHECK 4) MERCHANDIZING

5)

ORDER DETERMINATION

6) PRESENTATION 7) CURBSIDE DEBRIEF 8)ADMINISTRATION

Our Mission and Vision

At PepsiCo, we believe being a responsible corporate citizen is not only the right thing to do, but the right thing to do for our business.

Our Mission Our mission is to be the world's premier consumer products company focused on convenient foods and beverages. We seek to produce financial rewards to investors as we provide opportunities for growth and enrichment to our employees, our business partners and the communities in which we operate. And in everything we do, we strive for honesty, fairness and integrity. Our Vision "PepsiCo's responsibility is to continually improve all

Our Core Values and Principles Organizational Values Our commitment is to deliver sustained growth, through empowered people, acting with responsibility and building trust.

Our Commitment Our values reflect our aspirations - the kind of company we want PepsiCo to be. We express our values in the form of a commitment. Our commitment is:

Sustained Growth Empowered People Responsibility & Sustained Growth is Empowered People Trust fundamental to means we have the Responsibility and motivating and freedom to act and Trust form the measuring our think in ways that we foundation for success. Our quest feel will get the job healthy growth. It's

for sustained growth done, while being about earning the stimulates consistent with the confidence that other innovation, places a processes that people place in us as value on results, and ensure proper individuals and as a helps us understand governance and company. Our whether today's being mindful of the responsibility means actions will rest of the company's we take personal and contribute to our needs. corporate ownership future. It is about for all we do, to be growth of people and good stewards of the company resources entrusted performance. It to us. We build trust prioritizes making a between ourselves difference and and others . getting things done.

PepsiCo Values & Philosophy

Our Values & Philosophy are a reflection of the socially and environmentally responsible company we aspire to be. They are the foundation for every business decision we make.

Our Commitment We are committed to delivering sustained growth through empowered people acting responsibly and building trust. What It Means Sustained Growth is fundamental to motivating and measuring our success. Our quest for sustained growth stimulates innovation, places a value on results, and helps us understand whether today's actions will contribute to our future. It is about the growth of people and company performance. It prioritizes both making a difference and getting things done. Empowered People means we have the freedom to act and think in ways that we feel will get the job done, while adhering to processes that ensure proper governance and being mindful of company needs beyond our own. Responsibility and Trust form the foundation for healthy growth. We hold ourselves both personally and corporately accountable for everything we do. We must earn the confidence others place in us as individuals and as a

company. By acting as good stewards of the resources entrusted to us, we strengthen that trust by walking the talk and following through on our commitment to succeeding together. Guiding Principles We uphold our commitment with six guiding principles. We must always strive to:
1. 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 solutions that benefit both our company and our constituents. Our success depends on a thorough understanding of our customers, consumers and communities. To foster this spirit of generosity, we go the extra mile to show we care. 2. Sell only products we can be proud of. The true test of our standards is our own ability to consume and personally endorse the products we sell. Without reservation. Our confidence helps ensure the quality of our products, from the moment we purchase ingredients to the moment it reaches the consumer's hand. 3. Speak with truth and candor. We tell the whole story, not just what's convenient to our individual goals. In addition to being clear, honest and accurate, we are responsible for ensuring our communications are understood. 4. 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 solutions are relevant both now and in the future. 5. Win with diversity and inclusion. We embrace people with diverse backgrounds, traits and ways of thinking. Our diversity brings new perspectives into the workplace and encourages innovation, as well as the ability to identify new market opportunities. 6. Respect others and succeed together. Our mutual success depends on mutual respect, inside andoutside 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

BRANDS OF PEPSICO :
Beverages

PepsiCo Indias expansive portfolio includes iconic refreshment beverages Pepsi, 7 UP, Nimbooz, Mirinda and Mountain Dew, in addition to low calorie options such as Diet Pepsi, hydrating and nutritional beverages such as Aquafina drinking water, isotonic sports drinks - Gatorade, Tropicana100% fruit juices, and juice based drinks Tropicana Nectars, Tropicana Twister and Slice. Local brands Lehar Evervess Soda, Dukes Lemonade and Mangola add to the diverse range of brands. Foods

PepsiCos food division, Frito-Lay, is the leader in the branded salty snack market and all Frito Lay products are free of trans-fat and MSG. It manufactures Lays Potato Chips, Cheetos extruded snacks, Uncle Chipps and traditional snacks under the Kurkure and Lehar brands. The companys high fibre breakfast cereal, Quaker Oats, and low fat and roasted snack options enhance the healthful choices available to consumers. Frito Lays core products, Lays, Kurkure, Uncle Chipps 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. SALES AND MARKETING HIERARCHY:-

MUM

UM

TDM

ADC

CE

PSR

DA MUM: Marketing Unit Manager Incharge of specific zones (e.g,north,south,east,west) and report to the corporate office. UM: Unit Manager Incharge of day to day operations and supervisions of all the functions within the organization including operations, logistics,

sales and distribution, marketing. The unit manager reports to the MUM. TDM: Territory Development Manager TDM is the incharge of the sales and distribution network of a particular territory within a zone, responsible for the daily, monthly and annual sales within territory decides the daily schemes for products and incentives for salespersons. He is also responsible for cost effectiveness, profit generation and profit maximization within the territory. ADC: Area Development Co-ordinator ADC reports to the TDM, and is incharge of a c&fcentre and the distribution point in the area. He is directly responsible for any issues in the area and is supposed to ensure the smooth functioning of the entire sales and distribution network in the area.ADC is responsible for timely disposal of any issue faced by the retailer. He decides and approves the boards,display and boarding in the area. CE: Customer Executive CE reports to the ADC and is in charge of the salespersons. He is required to visit the market and accompany every salespersons as frequently as possible. He is the first person to get information about the market/area and is the first contact if the salesperson or retailers face issue. Responsible for assigning and achieving daily sales target given to the salesperson. PSR: Pre-sales Representative PSR are the most important asset for the company as they are ones who sell the products, are responsible for acquiring new customers and retain the old ones. Their work also includes informing the retailers about the promotions and any new scheme launched. They are also required to push for the sale of

any new product launched in the market and make sure that the retailers are following the company guidelines regarding the launch and the maintenance of visi coolers. They report to the CE. DA: Delivery Agent DA are the people who are responsible for delivering the pepsico products to the retailers at their outlet with the help of delivery van. Their duty is to supply the products on the basis of invoice issued by the company.

PRICE LIST OF PRODUCTS 200 ML 300 ML 250 ML 600 ML 2 LTR. 200 ML 300 ML 250 ML 600 ML 2 LTR. 200 ML 300 ML 250 ML 600 ML 2 LTR. 200 ML 300 ML 250 ML Rs.10 Rs.12 Rs.15 Rs.24 Rs.60 Rs.10 Rs.12 Rs.15 Rs.24 Rs.60 Rs.10 Rs.12 Rs.15 Rs.24 Rs.60 Rs.10 Rs.12 Rs.15

PEPSI

MIRINDA

MOUNTAIN DEW

7 UP

SLICE NIMBOOZ AQUAFINA

600 ML 2 LTR. 250 ML 600 ML 1.25 LTR. 200 ML 350 ML 1 LTR.

Rs.24 Rs.60 Rs.12 Rs.22 Rs.55 Rs.8 Rs.15 Rs.15

THE COMPETITOR
The main competitor of PEPSICO in the soft-drink market is COKE

Logo of Coke

It was invented in the late 19th century by John Pemberton.

John Pemberton Coca-Cola was bought out by businessman Asa Griggs Candler, whose marketing tactics led Coke to its dominance of the world soft drink market throughout the 20th century. Although faced with criticisms of its health effects and various allegations of wrong doing by the company, Coca-Cola has remained a popular soft drink to the present day.

Asa Griggs Candler Coca Cola initially sold as a patent medicine for five cents a glass at sodafountains, which were popular in the US at the time thanks to a belief that carbonated water was good for the health.

By 1988, three versions of Coca Cola- sold by three separate businesses-were on the market. Asa Griggs Candler acquired a stake in Pemberton's company in 1887 and incorporated it as the Coca Cola Company in 1888Coca-Cola was sold in bottles for the first time on March 12,1894. Cans of Coke first appeared in 1955. The first bottling of coca-cola occurred in Vicksburg, Mississippi, at the Biedenharm Candy Company in 1891. In April 23,1985, Coca Cola, amid much publicity, attempted to change the formula of the drink. Some authorities believe that new coke, as the

Our Brands

PepsiCo is home to hundreds of brands around the globe. Listed here are some of our most recognized.

Pepsi-Cola Brands [-] Pepsi Pepsi Caffeine Free Pepsi Diet Pepsi Caffeine Free Diet Pepsi Diet Pepsi Max Jazz Diet Pepsi Diet Pepsi Lime Diet Pepsi Vanilla Pepsi Wild Cherry Diet Pepsi Wild Cherry Pepsi ONE Mountain Dew Mountain Dew Diet Mountain Dew Caffeine Free Mountain Dew Mountain Dew Code Red Diet Mountain Dew Code Red Mountain Dew LiveWire Mountain Dew Voltage Mug Root Beer Mug Root Beer Diet Mug Root Beer Mug Cream Soda Diet Mug Cream Soda No Fear No Fear No Fear Motherload Sugar Free No Fear Motherload Dole (License) Dole juices and juice drinks Dole Plus Outside North America Mirinda

Sierra Mist Sierra Mist Diet Sierra Mist Sierra Mist Cranberry Splash Sierra Mist Free Cranberry Splash Tropicana Tropicana lemonade and punches Tropicana Light lemonade and punches Tropicana Twister sodas

AMP Energy AMP Energy AMP Energy Sugar Free AMP Energy Overdrive AMP Energy Relaunch AMP Energy Traction AMP Energy Elevate AMP Energy Shot SoBe SoBe juice drinks, dairy, and teas SoBe Lean diet juice drinks, dairy, and teas SoBe Life Water SoBe Adrenaline Rush Aquafina Aquafina Aquafina FlavorSplash Aquafina

7UP (Internation al) Pepsi Limn Kas Teem Pepsi Max Pepsi Light Manzanita Sol Paso de los Toros Fruko Evervess Yedigun Shani Fiesta D&G (License) Mandarin (License) Radical Fruit

Ocean Spray (License) Ocean Spray juices Ocean Spray

juice drinks More TAVA Ethos Water (License) Manzanita Sol Slice FruitWorks juice drinks Mirinda

Sparkling Starbucks (Partnership) Frappuccino ready-todrink coffee Starbucks Doubleshot Starbucks Doubleshot Energy Starbucks Iced Coffee

Lipton (Partnershi p) Lipton Brisk Lipton Iced Tea Lipton Pure Leaf

CHAPTER-5
RESEARCH METHODOLOGY 1 METHODOLOGY In this chapter i present and discuss the methodology of my research. I will discuss my choice of research purpose as well as my research strategy. Further, my data collected method, data analysis. Finally, i discuss the validity and reliability of my study. PURPOSE OF RESEARCH: The Purpose Of an Academic Study Can be Exploratory, ,Descriptive or Explanatory. EXPLORATORY STUDIES

This type of study are practical if you wish to clarify your understanding of a problem than we should follow the exploratory studies describes as a method of findings out phenomena in a new light. DESCRIPTIVE STUDIES This type of study are appropriate when you wish to portray phenomena such as events,situations or a process. Furthermore,a descriptive study is also appropriate when the problem is clearly structured, but the intention is not to conduct research about the connections between the causes and symptoms. EXPLANATORY STUDIES This type of study are useful when u wish to establish casual relationship between variables. The emphasis in this sort of study is to examine a situation or a problem in order to explain the relationship between the variables. My study is based on Exploratory research where I had gone through practical study as a survey on Visi Charging and Cold Stock. What is happening;to seek new insights;to ask questions and to asses

RESEARCH STRATEGY Research strategy states the five major research strategies, these are Experiments,surveys Archival analysis, History and Case studies. There are advantages and disadvantages connected with each one of the strategies; however, there are three conditions which should determine what strategy to use. These three conditions are> On the basis of EDS fomat > The control an investigator has over actual behavioural events.
> The

focus

on

contemporary

versus

historical

phenomenan

DATA COLLECTED METHOD:

PRIMARY METHOD OR RESEARCH

Primary method is the source of information from primary ways such as Surveys, Questionnaires, Interviews. etc. Primary data collection involved OUTLETS or RETAILERS. RESEARCH APPROACH : RESEARCH INSTRUMENT : SAMPLING PLAN SAMPLING UNIT : SAMPLING SIZE : SAMPLING PROCEDURE : Retailers 75 Outlets Purposive Selection Survey Personal Interview

SECONDARY METHOD OR RESEARCH Secondary method is the source of information from secondary ways such as Websites,Books, Magazines, Articles etc. I collected my data in both ways Primary and Secondary metho

CHAPTER-6

DATA ANALYSIS AND INTERPRETATION SI WORKIN G NO. OF NO. OF PEPSI COLD STOC K 33 32 NO. OF COKE COLD STOC K 2 3 NO. OF NO. PI VISI OF PI VIS I AVG. PU CHARGI RE NG 33 25 22 19

NO. AREA 1 Daheli (A) sujanpur 1(B Daheli ) sujanpur

OUTL ETS 40 35

Route 1(A)-Dahelisujanpur

INTERPRETATION From the bar chart, it is evident that out of 40 outlets Cold stock of pepsi is in all outlets compare to cold Stock of coke only in 2 outlets. Pi visi charged in 33 Outlets and pi visi pure in 25 oulets.

Route 1 (B)-Dahelisujanpur

INTERPRETATION From the bar chart it is evident that out of 35 outlets Cold stock of pepsi is in all outlets compare to cold Stock of coke only in 3 outlets. Pi visi charged in 22 Outlets and pi visi pure in 19 outlets.

PEPSICO BRANDS BRANDS :

Vs

COCA

COLA

FINDINGS
Total 75 outlets it is found that 93.33% cold stock of Pepsi is in

the market of Kanpur area.

And 6.67% cold stock of coke is in the market of Kanpur area.

In 75 outlets it is found that only 55 outlets have their visi

charged.

In 75 outlets it is found that 44 outlets have pure visi of pepsi. In 75 outlets total no. of pepsi cold stock is in 70 outlets but,

compare to cold stock of coke only in 5 outlets.

CHAPTER-VII
SWOT ANALYSIS STRENGTH Pepsi is a well established company, so it has a good reputation in the market. Advertising of pepsi is much more aggressive than coke. Backed by huge promotion at national and international market. WEAKNESS Delay on commitment on time, made to shop-kepper. Incompetent salesman who do not give the schemes in the market regularly. Unavailability of various demanded flavors like mountain dew,Slice. OPPURTUNITY May tie- up by liaison show- rooms, computers centers & restaurant. Increase the distribution of NIMBOOZ in the market. Company has brand equity in the eyes of customers, so its product can easily penetrates in the market. Untapped market.

THREAT Threat of competitors new brand entry in the marketing near future.

CONCLUSION

After visiting nearly 75 outlets I found that pepsi and its brands are doing a good job in Kanpur. Its clear that pepsi(93.33%) and coke (6.67%) have market share about cold stock in the soft drinks market in Kanpur area .If we compare its signage and display material than pepsi has an edge over coke. It was seen that pepsi brand is better sold than coke, but Thumsup, which is making the major different in the market. The sale in age wise section, it was found that 200 ml is sold the age group with same frequency but 300 ml is sold mostly in 25-45 years of age group where as CANE is sold in high younger generation only. Finally 2 lit. are used only for family or party purpose.

It was also seen that pepsi brand is lagging the coke especially Muslim dominated areas, which makes a major different in the market.

RECOMMENDATIONS

Pepsi the choice of generation next is providing the first choice of young generation. A young generation wants something strong in cold drinks & thus prefers Mountain dew. Pepsi should come out some extra strong taste to catch up maximum young generation & to become exactly Generation next drink. Company should appoint competent and honest salesman so that they could provide schemes to the entire retailers & cover their full route.

 It is often seen that some salesmans dont intimate schemes to the retailer & few of the retailer complaint about it. So there should be frequent visits of Customer Executives to their respective areas to keep the shop-keepers benefited with various schemes. Delay in starting of supply vans from respective depot should be checked & proper time register should be maintained. Most of the retailers are complaining about non-fulfillment of commitment regarding their sampling. Company should make sure that the retailers get the sampling on time so that they are satisfied. Proper feed back system should be developed by ensuring regular visit & check randomly at the various outlets. Most of the retailers are complaining about delay & no replacement of burst bottles. Marketing management should sort some solutions to the major problems of replacing burst bottles. Half filled bottles should also be checked at the time of issue of goods from the distributors godown to the respective routes.

 The management of the company should be there. I have seen that all employees will come in the morning and always they are in the tention due to DAS. the delivery agent should be co-operative to the PSRS for delivery the cold drinks and visicooler at the time to the retailers. So, the customer executive have to manage and clarify this problem for healthy working environment.

LIMITATION

 Some of the respondent were not co-operative and many seem to be having no interest.

The study has not been intended on a very large scale, have the possibility of errors, which cannot be ruled out.

Time limitations. Area was specified. It is extremely difficult to persuade retailer to respond to questionnaire. The retailer knows us as people from pepsi there by the responses could have been biased. The company does not provide any financial assistance. The time allowed for the project was short. It was impossible to study deeply in that short period.

BIBLIOGRAPHY
WEBSITES www.pepsi.com www.pepsiindia.com www.pepsico.com

NEWSPAPAPER The Times of India MAGAZINE India Today BOOKS C.R. Cothari, Research Methodology. G.C. Beri, Marketing Research,3rd edition Mc Millan India Ltd.