Synopsis

Project Title :Study the Critical factors affecting the sales of PEPSICO

Sumbitted To:Professor Suman Saurabh Sharma

Presented By:Piyush Pandey Marketing {4B} Roll No:- 167 Piyushpandey35@gmail.com

INTRODUCTION:-

PepsiCo India holding Pvt. Ltd Company is engaged in the process of manufacturing and selling soft drink and other food item in India. In Thane (Mumbai), PepsiCo is doing good business its major strength is its Brand name and good market share in this area. My project was to find out ways of improving sales and distribution of PepsiCo in Thane. The study was undertaken after having a full knowledge about PepsiCo routes with PepsiCo PSR(salesman). The route ride was very useful in knowing the sales network and outlets where PepsiCo sells its product in Thane. This also helps me to complete my project that is to find out ways of improving sales and distribution by finding gaps in sales and distribution and searching new market. The objective of this study was to find out ways of improving sales and distribution of PepsiCo in Thane while analyzing visi-cooler purity and charging. On the basis of the research I conclude that most of the retailer where selling both PepsiCo and Coco-cola product and there are couple of areas where company have a opportunity of improvement for increasing its sales and distribution like company Product availability, lack of communication between company and retailers, retailer not getting schemes and discount, poor services of cooler maintains staff, untimely distribution of product in few routes, no merchandising by the salesmens in outlets and there is good opportunity for the company to introduce Pre-sales and Tele sales in Thane.

On the basis of conclusion, I recommend that: Company should ensure its product availability in the outlets.

Company customer executive should regularly go to market and take feedback from the retailers.

Company should improve the services of its cooler maintenance staff.

Company should ensure that its distributors are distributing good in time.

Company should provide proper training to distributor salesman.

Company should ensure that retailers were getting various schemes and discount.

Extra focus on monopoly outlets.

Company should take quick action to solve retailers visi-cooler complains.

Company should communicate its customer care number properly.

Company should ensure its customer retention through effective trade promotion.

Company should increase its manpower in Thane.

Definition of the Problem:-

FIND OUT WAYS OF INCREASING SALES AND DISTRIBUTION OF COMPANY IN MUMBAI:Any company can improve its sales and distribution by doing two things First: By finding gaps in sales and distribution and filling these gaps.

Second: By finding new market for its product. So I tried to find the gaps in sales and distribution of PepsiCo in Thane for this my first part of the project help me a lot after observing company sales

and distribution I have prepared a questionnaire and did the retailer survey. I also find some untapped market in Thane were company have an Opportunity to sale its product.

Objective of the Study:-

TITLE OF THE PROJECT:

Study the Critical factors affecting the sales of PEPSICO

OBJECTIVE OF THE STUDY:-

PART FIRST: Every retailer survey where PepsiCo sales its product

to find out following things:

1) To find out in how many outlets there is only PepsiCo visicooler.

2) To find out how many outlets sells only PepsiCo product.

3) Which company product is more in the outlets?

PART SECOND: Find out ways of improving sales and distribution of

PepsiCo in Thane and find out the scope of Pre-sales and Tele-sales

in Thane.

RESEARCH METHODOLOGY

What is the study about?

The study is about finding the gaps in sales and distribution and how

company can fill these gaps.

 Where did the study being carried out?

The study is being carried out in the various areas of Thane District

Where can the required data are found?

The required can be found from theses sources: Retailer Observation by route visits company personnel Distributor Internet

What will be the sample size?

The sample size consists of 125 retailers across Thane District.

Which technique of data collection is being used?

I used survey method of data collection

How will the data be analyzed?

By using data table, making graphs I have analyzed data.

 Which sampling method did the study consider?

Both questionnaire and interview methods are considered.

TABLE OF CONTENTS:-

1. Executive Summary ..

2. Rationale for the Study .

3. Objective of Study

4. Profile of the Company .

5. History of PepsiCo.....

6. Research Methodology ..

7. Data Analysis and Interpretation

8. Observation and Finding ....

9. Conclusion ..

10. Recommendation and Suggestion

11. SWOT analysis

12. Bibliography

13. Questionnaire..

LIMITATIONS OF THE STUDY:-

Retailers outlook on questionnaire. Getting the time of company T.D.M. and C.E.

 Getting the time of retailers. Getting the correct information. Less cooperation of retailers. Lack of information about company like which scheme is there in the market, what is the process of OYA scheme etc.

I tried to cover whole Mumbai.

Data collected is on conveniences basis. So the reliability may be doubted.

BIBLIOGRAPHY

REFERENCE:
www.pepsico.com www.google.com www.wikipedia.org