PEPSI(MARKET ANALYSES OF PEPSI) CONTENTS 1. DECLARATION 2. ACKNOWLEDGEMENT 3. PREFACE 4. COMPANY INTRODUCTION 5. COMPETITION OF PEPSI Vs COKE 6.

ENTRY OF PEPSICO IN INDIA 7. RESEARCH DESIGN 8. RESEARCH METHODOLOGY 9. OBJECTIVE 10. SURVEY BY ISSUING QUESTIONNAIRE11. SUMMARY AND CONCLUSION 12. SWOTANALYSIS 13. RECOMMENDATION 14. ANNEXURE 15. BIBLIOGRAPHY 16. QUESTIONNAIRE

PREFACE Modern organizations are highly complex and dynamic systems. They operate under very turbulent social economic and political environment. They are required to r econcile several incompatible goals. Conflicting roads and divergent interests. They are also fraught with use risk and uncertainties hence tactful management o f such organization to plan execute, guide, coordinate and control the performan ce people to achieve predetermine goal. Management has to keep the organization vibrant moving and in equilibrium it has to achieve goals which themselves are c hanging it is therefore a problem highly complex and ticklish. To tackle these p roblems, information plays an important role. Marketing research is the appropri ate tool to get most useful information about the market. This information will asset to acquire and analysis information and to make suggestions to management as to how marketing problems should be solved. The marketing research is the process which links to manufactures, dealers and i ndividuals through information an important part of curriculum of MBA programe i s the project taken by student in any business organization. After completion of IInd semester of the programme. The objective of this project is to enable the student to understand the application of academies in the real business life. I am fully confident that this project will be extremely useful for the management . COMPANY INTRODUCTION PepsiCo is a world leader in convenient foods and beverages, with 2005 revenues of more than $32 billion and more than 157,000 employees. The company consists of Frito-Lay North America, PepsiCo Beverages North America , PepsiCo International and Quaker Foods North America. PepsiCo brands are avail able in nearly 200 countries and territories and generate sales at the retail le vel of about $85 billion. Many of PepsiCo's brand names are more than 100-years-old, but the corporation i s relatively young. PepsiCo was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana was acquired in 1998 and PepsiCo merged with The Quake r Oats Company, including Gatorade, in 2001. PepsiCo offers product choices to meet a broad variety of needs and preference - from fun-for-you items to product choices that contribute to healthier lifesty les. PepsiCos mission is To be the world's premier consumer products company focused on

convenient foods and beverages. We seek to produce healthy financial rewards to investors as we provide opportunities for growth and enrichment to our employee s, our business partners and the communities in which we operate. And in everyth ing we do, we strive for honesty, fairness and integrity. Shareholders PepsiCo (symbol: PEP) shares are traded principally on the New York Stock Exchan ge in the United States. The company is also listed on the Amsterdam, Chicago, S wiss and Tokyo stock exchanges. PepsiCo has consistently paid cash dividends sin ce the corporation was founded. Corporate Citizenship At PepsiCo, we believe that as a corporate citizen, we have a responsibility to contribute to the quality of life in our communities. This philosophy is express ed in our sustainability vision which states: PepsiCos responsibility is to contin ually improve all aspects of the world in which we operate environment, social, economic -- creating a better tomorrow than today. Our vision is put into action through programs and a focus on environmental stew ardship, activities to benefit society, and a commitment to build shareholder va lue by making PepsiCo a truly sustainable company.

PEPSICO HEADQUARTERS PepsiCo World Headquarters is located in Purchase, New York, approximately 45 mi nutes from New York City. The seven building headquarters complex was designed b y Edward Durrell Stone, one of Americas foremost architects. The building occupie s 10 acres of a 144 acre complex that includes the Donate M. Kendall Sculpture G ardens, a world acclaimed sculpture collection in a garden setting. The collection of works is focused on major twentieth century art, and features works by masters such as Auguste Rodin, Henri Laurens, Henry Moore, Alexander Ca lder, Alberto Giacometti, Arnaldo Pomodoro and Class Olden berg. The gardens wer e originally designed by the world famous garden planner, Russelll Page, and hav e been extended by Francois Goffinet. The grounds are open to the public, and a visitors booth is in operation during the spring and summer.

PepsiCos beverage business was founded at the turn of the century by Caleb Bradha m, a New Bern, North Carolina druggist, who first formulated Pepsi Cola. Today c onsumers spend about $33 billion on Pepsi-Cola beverages. Brand Pepsi and other Pepsi-Cola products including Diet Pepsi, Pepsi-One, Mountain Dew, Slice, Sierra Mist and Mug Brands- account for nearly one-third of total soft drink sales in the United States, a consumer market totaling about #60 billion. Peps-Cola also offers a variety of non-carbonated beverages, including Aquafina bottled water, Fruit works and all Sport. In 1992 Pepsi-Cola formed a partnership with Tomas J. Lipton Co. today Lipton is the biggest selling ready-to drink tea brand in the United States. Pepsi-Cola a lso markets Frappuccino ready-to drink coffee through a partnership with Starbuc ks. In 2001 so be became a part of Pepsi-Cola. So be manufactures and markets an inn ovative line to beverages including fruit blends, energy drinks, dairy-based dri nks, exotic teas and other beverages with herbal ingredients. Outside the united states, Pepsi-Cola soft drink operations include the business of Seven-Up International. Pepsi-Cola beverages are available in about 160 coun tries and territories. Pepsi-Cola began selling its products internationally in 1934 with its operation s in Canada. Operations grew rapidly beginning in the 1950s. In addition to bran ds marketed in the United States, major products include Mirinda and Pepsi-Cola

North America includes the United States and Canada. Key international markets i nclude Argentina, Brazil, China, India, Mexico, Philippines, Saudi Arabia, Spain , Thailand and the United Kingdom. Pepsi-Co Beverages International also produce s, sells and distributes Gatorade sports drinks as well as Tropicana and other j uices internationally. Pepsi-Cola provides advertising, marketing, sales and promotional support to Pep si-Cola bottlers and food service customers. This advertising. New advertising a nd exciting promotions keep Pepsi-Cola brands young. The company manufactures and sells soft drink concentrate to Pepsi-Cola bottlers . The company also provides fountain beverage products.

Pepsi-Cos snack food operations had their start in 1932 when two separate events took place. In San Antonio, Texas, Elmer Doolin bought the recipe for an unknown food product a corn chip and started an entirely new industry. The products was Fritos brand corn chips, and his firm became the Frito Company. That same year in Nashville, Tennessee, Herman W. Lay started his own business d istributing potato chips. Mr. Lay later bought the company that supplied him wit h product and changed its name to H.W. Lay Company. The Frito Company and H.W. L ay Company merged in 1961 to become Frito-Lay, Inc. Today, Frito-Lay brands account more than half of the U.S. snack chip industry. PepsiCo began its international snack food operations in 1966. Today, with opera tions in more than 40 countries, it is the leading multinational snack chip comp any, accounting for more than one quarter of international retell snack chip sal es. Products are available in some 120 countries. Frito-Lay international market s include Australia Brazil, Mexico the Netherlands, South Africa the United King dom and Spain. Often Frito-Lay products are known by local names. These names include Matutana in Spain, Sabritas and Gamesa in Mexico, Flma Chips in Brazil, Walkers in the Un ited Kingdom and others. The company markets Frito-Lay brands on a global level, and introduces unique products for local tastes. Major Frito-Lay products include Ruffles, Lays and Doritos brands snack chips. Ot her major brands include Cheetos cheese flavored snacks, Tostitos tortilla chips , Santitas tortilla chips, Rold Gold pretzels and Sun Chips multigrain snacks. F rito-Lay also sells a variety of snack dips and cookies, nuts and crackers.

GATORADE & TROPICANA Tropicana was founded in 1947 by Anthony Rossi as a Florida fruit packaging busi ness. The company entered the concentrate orange juice business in 1949, registe ring Tropicana as a trademark. In 1954 Rossi pioneered a pasteurization process for orange juice. For the first time, consumers could enjoy the fresh taste of not-from-concentrate 100% Florid a orange juice in a ready0to serve package the juice, Tropicana Pure Premium, be came the companys flagship product. In 1957 the name of the company was changed to Tropicana Products, headquartered in Bradenton, Florida. The company went public in 1957, was purchases by Beatri ce Foods Co. in 1978, acquired by Kohlberg Kravis & Roberts in 1986 and sold to the seagram Company Ltd. in 1988. Seagram purchased Dole global juice business i n 1995. PepsiCo acquired Tropicana, including the Dole juice business, in August 1998. Today the Tropicana brand is available in 63 countries. Principal brands in Nort h America are Tropicana Pure premium, Tropicana Seasons Best, Dole Juices and Tro picana Twister. Internationally, principal brands include Tropicana Pure Premium and Dole juices along with FruiVita, Looza and Copella. Tropicana Pure Premium i

s the third largest brand of all food products sold in grocery stores in the Uni ted States. Gatorade sports drinks was acquired by the Quaker Oats Company in 1983 and becom e a part of PepsiCo with the merger in 2001. Gatorade is the first isotonic spor ts drink. created in 1965 by researchers at the University of Florida for the sc hools football team, The Gators, Gatorade is now the worlds leading sports drink. QUAKER FOODS The Quaker Oats company was formed in 1901 when several American pioneers in oat milling came together to incorporate. in Ravenna; Ohio, Henry D. Seymour and Wi lliam Heston had established the Quaker Mill Company and registered the now famo us trademark. Seymour wanted his product to be symbol of honesty, integrity and strength. the figures of a man in Quaker clothes became the first registered tra demark for breakfast cereal and remains the hallmark for Quaker Oats today. in Cedar Rapids, lowa, John Stuart and son, Robert, and their partner, George Do uglas, operated the largest cereal mill of the time. Ferdinand Schumacher, known as The Oatmeal King, had founded German Mills American Oatmeal Company in 1856. Combining the Quaker Mill Company with the Stuart and Schumacher businesses brou ght together the top oats milling expertise in the country as the Quaker Oats Co mpany. The first major acquisition of the company was Aunt Jemina Mills Company in 1926 , which is today the leading manufacturer of pancake mixes and syrup. In 1986, the Quaker Oats Company acquired the Golden Grain Company, producers of Rice-A-Roni. PepsiCo merged with the Quaker Oats Company in 2001. Its products still have the eminence of wholesome, good-for-you food, as envisioned by the company over a c entury ago.

Slogans and Logos Click on thumbnail to see larger picture. 1898 Brad's Drink 1903 Exhilarating, Invigorating, Aids Digestion 1906 1908 1915 1919 1920 1928 1929 1932 1933 Original Pure Food Drink Delicious and Healthful For All Thirsts - Pepsi:Cola Pepsi:Cola - It makes you Scintillate Drink Pepsi:Cola - It Will Satisfy You Peps You Up! Here's Health! Sparkling, Delicious It's the Best Cola Drink

1934 Double Size Refreshing and Healthful 1938 Join the Swing to Pepsi 1939 Twice as Much for a Nickel 1943 Bigger Drink, Better Taste 1947 It's a Great American Custom 1949 Why Take Less When Pepsi's Best? 1950 More Bounce to the Ounce 1954 The Light Refreshment Refreshing Without Filling

1958 Be Sociable, Have a Pepsi 1961 Now It's Pepsi for Those Who Think Young 1963 Come Alive! You're in the Pepsi Generation 1967 Taste that Beats the Others Cold, Pepsi Pours It On. 1969 You've Got a Lot to Live, Pepsi's Got a Lot to Give 1973 1976 1979 Take 1981 1983 Join the Pepsi People Feelin' Free Have a Pepsi Day! Catch That Pepsi Spirit the Pepsi Challenge Pepsi's Got Your Taste for Life Pepsi Now!

1984 The Choice of a New Generation 1987 America's Choice 1989 A Generation Ahead 1992 1993 1995 1997 Gotta Have It Be Young, Have Fun, Drink Pepsi Nothing Else is a Pepsi Generation Next

1998 Same Great Taste 1999 The Joy of Cola 2000 The Joy of Pepsi

COMPETITION OF PEPSI VS COKE

COMPETITON (Real war between Pepsi & coke) Every food companies have their competition. Pepsis main competitor is Coca-Cola co. Both have been selling thirst quenchers for 100 years that are now global br ands. Their bottles move through the worlds most pervasive distribution network. Coke is mainly a franchise driven operation with a company supplying its soft dr ink concentrate to its soft bottles around the world Coke management releases th at a soft drink is a convenience as well as an impulse product. According the com panys expertise lies in consumers marketing. Idea is to reduce the effect span as Also coke will be experimenting with mobile dispensing units at beaches and sta diums going out towards consumers the much as possible. Cokes infrastructure pla n include setting up new subsidiaries. It is also considering a 35 Greenfield ve nture to set-up a model plant in westerns corridor most likely in Gujarat. This will have 4 product lines with a capacity of 600 bottles per minutes with a buil d in flexibility to about top different and flavors and sizes. Another option fo r building capacity is to bringing in bottlers from overseas to invent jointly i n fresh capacity. The company wants to go a stem further and set-up COCA-COLA in

stitute a training facility for bottlers. Coke continues to stay with its multi brand strategy. This enhances the ability to leverage self-space at the retail o utlet. It also gives then flexibility to offer price on brand others then lead o nce. Coke has launched MAJA pineapple and MAJA orange. As far as new product lau nched is concerned coke plans a dual brand approach by bringing in FANTA lemon. This comes about because volumes of LIMCA have increased by 20% shares, which ha ve an 80% - share of the cloudy lemon segmentSo this dual brand approach will ext end to that flavors too. Pepsis decision to take in company owned bottling operat ion (COBO) alongside franchise has proved to be winning edge over its competitor . By 1994 Pepsis has bought over five bottles in the key markets. This ensuring m aximum control. The franchise now sees the company not just as advisor but also as carrying the weight of experience. Company system and franchisee system can n ow be properly aligned to meet the required objectives. On expanding reach and availability 80% of all cold drinks are consumed at the p oint of purchase (POP) rather than at home. The fountain initiative has paid off in higher of countrywide and they offer consumers a whole new way experience so ft drinks. Also expanding teach and availability. Coke tied up with Indian oil t o set up dispensing units at petrol pumps. Pepsi followed suit by striking a dea l with Bharat Petroleum. Pepsi has mainly focused a brand Pepsi. Their strategy has been to keep pace wit h the market growth rate in non-Colas but to emerge as the definite cola they ha ve put there might behind the brand Pepsi as the flagship brand. In 1987, Pepsi ranked 29 in the fortune list of the 500 largest industrial corporation in the U .S. Coca Cola was way down at 54, while Pepsi Co. improved its position from 34 in 1986 Coca Cola tumbled to 38 after missive public out cry, the company had to reintroduce the original coke classic. Pepsi has so far made in roads in 151cou ntries (150 before India) including the much-publicized ventures in the soviet U nion and China. Patience in Pepsi Co.s long suit. At the base of every beverage b usiness lies the all important secret formula of success the Concentrate. In India the concentrate is prepared by Pepsi food limited representatives of Pepsi-Cola international. They came, spent, and conquered. The size of their combined business adds up to more than Rs. 5500 Crore. The equity investment put in it tots up to a humungous $ 1347 million (Rs. 5700 crore). Yet almost 10 year after Pepsi Coca-cola Compa ny entered India, birth are yet to turn a profit. Their accumulated losses are e stimated to over Rs. 800 Crore. In a bid to comer a larger market share, invaria bly, either Pepsi or Coke ends up raising the stakes to a point where the math s imply doesnt add up. Just that the two cola giants have been in an unseemly hurry to grow the Indian market and, at the same time deny each other any advantages, irrespective of whether it makes economics sense. In the mid 90s breakeven was p egged at 40 million cases. Today, both players together do 150 million cases, bu t break-even is still elusive. The battle spilled into almost every area of oper ations in early 1999, that discounts were also unleashed. If the industry norm w as around three to four bottles free with every case, the Cola majors began to o ffer six to seven bottles. In 2000 particularly in the month coke went berserk, giving 500/0 discounts. Both cola warriors targeted a clutch of key accounts about 67% of the total reta il base, primarily restaurants, movie halls and hotels. In many cases the owner would play one against the other and drive a hard bargain. In may cases the cola companies. Paid close to Rs. 100 per case of expected off take as advance to se cure a monopoly over the key account. The gross margins o~ a case of returnable glass bottles was just Rs. 40. In India , a single-serve P & T bottles was simply not cost effective. Aluminum cans too suffered from the same problem effective. Aluminum cans too su ffered from the same problem. Now every year, both companies had to invest in fr esh glass capacity and crates. Back-of-the envelop calculations suggested that t o put an additional million bottles in the market required close to Rs. 40 crore investment in glass and carats, and glass bottles had to be replaced every four year after they had done 40 cycles, during which time depreciation had been cha rged. Till the cola companies began to concentrate on the urban centers. As soon

as they pushed into the winter land, the first sings of problems surfaced. In a state like Tamil Nadu the off take per 1000 people was barely 0.9 as a result, when a Pepsi or a coke truck went into interior markets, the glass simply wouldnt come black fast, either consumption was low or the volumes were being split bet ween the volumes were being spilt between the two competitors as a market. But t hat would have been completely out or character for the company. it is a bit like asking the Brazilian Soccer team to adopt German-Style total football. Across gl obal market Pepsi has always reveled in grabbing share away from coke. But in In dia it finds itself in a peculiar position. It is the Numero Uno brand, outselli ng both coke and Thums up put together. Thats helped Pepsis Indian team to build q uite a reputation. Pepsi has managed to constantly find ways to connect with the youth. So it Coke is the universal drink, which cuts across-age groups, Pepsi i s the icon of the real cola quaffers Young-people between the ages of15-29.

ENTRY OF PEPSICO IN INDIA In 1977, a change in the government at the center led to the exit of coca-cola w hich preferred to quit rather to dilute its equity to 40% in compliance with the Foreign Exchange Regulations Act (FERA). The beginning of 1980s saw the birth of another cola drink Thums Up the Gold Spot p eople launched it in 1978-79 as Refreshing Cola; in 1978 Parle led the Indian soft drinks market (share33%) with its Gold Spot and Limca brands. In 1987 pure drin ks share came down to21% as a result of growing popularity of Limca and Thums Up . At the same time the threat to the Indian soft drinks market was that of fruit drinks. In 1988, fruit drinks market was valued at Rs. 40 crores and was growing at the rate 0/20%. In early 1985, the government rejected a proposal with the R.P Goenk a Group. This involved the export of fruit juice concentrated from Punjab in ret urn for the import of Cola-Concentrates. The deal offered was 3:1 export-import ratio in return for being allowed to market Pepsi in India. The Rs.22 crores Pep si Co project/package was the second bed by the U.S. headquarters MNC to inter I ndia. Pepsi Co would have an equity holding of 39%, Punjab Agro Industries Corpo ration (PAIC) 20% and Voltas 24%. The bad to be financed privately from loans. A . project approval board was finally set in February 1988. Pepsis shares which have been originally just under 40% was whittled to about 35% and PAICS share was hiked to 40% these were mainly the issue in which COKE had l eft India in 1977. Thus Pepsi not only accepted the conditions but also went muc h further. Now the victory for Pepsi who after more than 5 years of acrimonious battle was launched in June 1990 selectively in Rajasthan, Punjab, Uttar Pradesh and South as SAHAR-PEPSI. In 1991, saw a major launch of 7Up and Mirinda in India, which was warmly receiv ed by Indian customers & consumers. 1993 was new beginning for fountain Pepsi (P MX). Pepsi achieved the no.1position in India. In 1996 Mirinda attained no. 1 po sition in orange beverages category. May 1998 saw major launch of Mirinda lemon in India around 70% of the total sale s came from established markets of North America. Pepsi has major branch namely: Pepsi: Diet-Pepsi; Mountain Dew 7-UP: Slice and Miranda (orange.& lemon) Mr. Ramesh Vengal was the first Managing Director who was here till April 1992. Mr. Suman Sinha the current President took over from him after a long inning with Hindustan. Lever Ltd. (HLL ) During these years the beverages business has grown rapidly from 3 million cas es to 60 million cases and is paced for annually through 7,50,000 retail outlet across the country. It generates annual sales of approximately Rs.2, 500 Crores

(which includes exports of Rs. 300crore) and a presence in the nascent juice mar ket with Tropicana (sales, Rs. 50 crore). PEPSICO INDIA Pepsi is one of the most well known brands in the world today available in over 160 countries. The company has an extremely positive outlook for India. Outside N orth America two of our largest and fastest growing businesses are in India and China, which include more than of the worlds population. (PepsiCos annual report, 1 999) This reflects that India holds a central position in pepsis corporate strategy. I ndia is a key market for PepsiCo and at the same time the company has added valu e to Indian agriculture and industry. PepsiCo entered India in 1989 and is conce ntrating in three focus areas- Soft drink concentrate snack foods and vegetable and food processing. Faced with the existing policy framework at the time, the company entered the In dia market through a joint venture with Voltas and Punjab Agro Industries. With the introduction of the labialisation policies since 1991, Pepsi took complete c ontrol f its operations. The government has approved more than Us$ 400 million w orth of investments of which over US$ 330 million have already flown in. One of PepsiCos key strategies was to develop a completely local management team. Pepsi has 19 company owned factories while their Indian bottling partners own 2 1. The company has set up 8 Greenfield sites in backward regions of different st ates. PepsiCo intends to expand its operations and is planning an investment of approximately US$ 150 million in the next two-three years. Introduction With a legacy of decades in the industrial arena. The Jaipuria Group of Companie s now stands at the one thousand five hundred Crore mark. The group boasts of it s several world-class business arenas like those of Textiles, Bottling. Educatio n, information technology, food chain and Retailing, apart from numerous other b usiness segments. Jaipuria Group is a Rs. 1500 Crore, family controlled, reputed business house wi th over a century of operations in diversified fields. The group as on today can boast of expertise and leadership in the fields of foo d and beverages, textiles and real estate development with varied interests in a wide range of products and services. The Jaipuria Group under the leadership of the three brothers SK Jaipuria, RK Ja ipuria and CK Jaipuria has today become one of the leading business houses of th e country. The following are the major areas of operations of the Jaipuria Group : Food and Beverages Textiles Information Technology Real Estate Education Presence of Jaipuria Group in India: Offices & Plants: 1. New Delhi 2. Mumbai 3. Kolkata 4. Chennai 5. Hyderabad 6. A gra 7. Guwahati 8. Chandigarh 9. Lucknow 10. Varanasi 11. Patna 12. Jaipur 13. I ndore 14. Bhopal 15. Gwalior 16. Vishakhapattanam 17. Udaipur 18. Goa 19. Dharwa d 20. Jamshedpur 21. Noida 22. Cuttack Jaipuria With Pepsi The Jaipuria Group, since 1975 has been a renowned and reputed name in the field of soft drink bottling. Since its foray into this field the Group has bottled a lmost all the major soft drink brands that existed in India like Coca Cola. Thum sup, Limca and Pepsi etc. Today the Jaipuria Group commands almost 60% of the Pepsi business in India. Wit h an impressive turnover and plants equipped with the latest technology the Jaip

uria Group can boast of being the biggest name in the country when it comes to s oft drink manufacturing. The Group has major presence in most part of the country, with its 22 fully oper ational plants running successfully across the country. PepsiCo is a world leader in convenient foods and beverages, with revenues of ab out $25 billion and over 142,000 employees. The company consists of the snack bu sinesses of Frito-Lay North America, Gatorade/Tropicana North America and FritoLay international; the beverage businesses of Pepsi-Cola and PepsiCo Beverages I nternational and Quaker Foods North America, manufacturer and marketer of readyto-eat cereals and other food products. PepsiCo brands are available in nearly 2 00 countries and territories. Many of PepsiCos brand names are Voer 100-years-old, but the corporation is relat ively young. PepsiCo was founded in 1965 through the merger of Pepsi-Cola and Fr ito-Lay Tropicana was acquired in 1998 and PepsiCo merged with The Quaker Oats C ompany, including Gatorade, in 2001. PepsiCos success is the result of superior products, high standards of performanc e, distinctive competitive strategies and the high integrity of our people.

RESEARCH DESIGN The research process designed was conclusive and statistical in nature. Which wo uld enable the company to take rational decision? This is because the sample siz e taken was large and the techniques adopted were for mass data. The date obtain ed from each locality was tabulated and the results were obtained in from of per centages. Data collection sources I Primary sources Observation non observation and direct Survey- which include various categories of retailers. Personal interview II- Observation The observation was done by the following meted Keeping the markets in view Keeping the customers and consumers in view Interacting with various group of retailers and consumers III- Survey Various retailers and consumer with the help of questionnaire IV- Personal interviews This method of date collection involves the interviewers asking question in a fa ce to face con tact situation there in direct personal investigation and the int erview inn properly structured as it involves the use of set of predetermined qu estions which are asked in the form and order pre-decided. This technique is pre ferred as it is economical; more informative, non responses are low, spontaneous reaction which are realistic. Lots of supplementary information comes up. V- Secondary Data Secondary data consists of information that already exists some where and may ha ve collected for a different purpose, it provide a starting point. To select the localities a map of Aligarh was used. The list of retailers was ob tained from company officials, designed by company.

RESEARCH METHODOLOGY Under Research Methodology there are three types of methods for marketing resear ch. They are as follows: a) The observation method b) The experimental method c) The survey method inclusive of panel method. In observation method data are collected on the direct observation. No talks tak e place. By observing the person the analysis makes the inventory as to product used by him at his home or kept as retailers stocks. In experimental method it i s based on the concept that small-scale experiment is useful to indicate the exp ectations of large-scale experiment. The survey method information is gathered d irectly from individuals I three ways: 1. Telephone 2. E-Mail 3. Personal Interview The survey method is also mentioned as the Questionnaire Technique they are also s egregated by: 1) In factual survey 2) Opinion survey 3) Interpretative survey For my project point of view, the method mainly used are: 1) Survey by route ride 2) Personal interview by questionnaire technique. 1. The survey method by route ride I usually went with Pepsi van also with sales man. I met the retailers from outlets to outlets. This survey method helps me a lot to understand about the distribution system and to understand the problem of retailers and other people. 2. In addition to the personal interview by questionnaire technique. In this sur vey method I saw that the respondent was shown the exhibit and advertisement to give his personal opinion and attitude. In this method the direct interaction of occurred with the retailers and I could collect the reliable information from t hem it has also cost disadvantage thats why some were difficult to covered.

OBJECTIVE

Objective To measure the satisfaction and dissatisfaction level of Pepsis customers. SWOT Analysis. To find the reason behind dissatisfaction if any. Remedies to clear the dissatisfaction.

Market Evaluation System It literally means that we evaluate the Market by various means from time to tim e. Our evaluation system was based on the four factors: 1. 2. 3. 4. 5. 6. Topography Costumer survey through EDS(Every Dealer Survey) Survey by issuing questionnaire to the customer. Company Issues Limitations Suggestions

Costumer Survey Who are the customers? Here the costumer is categorized on those who finally sells the companies product to the consumers. Companies customer are categorized in various sub channels . The are: 1) Hyper market 2) Super market 3) Convenience and gas 4) Category A self service grocer 5) Cinema single screen 6) Cinema multiplex 7) Food service QSR 8) Food service food court 9) Food service food dine/pubs/bars 10) Institution education 11) Institution office 12) Institute others 13) Transport railways 14) Transport bus stand 15) Transport airport & airline 16) Leisure amusement park 17) Leisure clubs 18) Eatery 19) Convenience 20) Grocery A category 21) Grocery rest

Literally we can say above are the places where companies distribution channel a re putting there efforts to place their product.

Every Dealer Survey(EDS) The Every Dealer Survey commonly known as EDS is made every year by the company. This survey is done every year by the company so that complete awareness about the retailers and there attachment with he company is observed. The data of EDS helps in knowing the companys position among the competitors as well as the compe titors position. The assessment is done in following ways: The format of EDS is given as under: Outlet Name: - Is the name of the outlet. Contact person: - To whom the surveyor contacts. Address: - Address of outlet. Contact no:- Is the contact number of the outlet. Channel : - Is the category of the outlet.

SIGNAGE One of the important topic covered under the EDS is signage. Here Signage refers to visibility of brand names and different flavours in the outlet. There are va rious ways through which the brand names and different flavours are made visible to the consumers. They are: Dealer boards Glow sign boards Shop painting Counter rack Floor rack One of the important philosophy company follows is: JO DIKHTA WO BIKTA HAI means t he thing which is visible in any outlet, consumer demands for it. And this philo sophy of company is very much true. Through the EDS the signage of the competito r is also concluded. From the survey it was observed that the routes or outlets w here there is good signage the sale of product is also up to mark. Similarly it was also noticed that company needs to put some more effort regarding signage in the week routes. Chilling equipments Under this category the chilling equipment of PEPSI and its competetor is estima ted .There are series of chilling equipment of Pepsi and its competitor. They ar e namely PBI code Chilling machine provided by the company free of cost to the retailers having goodwill in the soft drink market. CCI code Provided by the competitor just as PBI Code. Outlet own Chilling machine owned by the outlet. PBI OYC & CCI OYC The equipments provided by Pepsi and its competitor respective ly on the payment and the mode of payment is draft. Other initiative The other initiative are those initiative which supports the signage and makes a perception on the mind of a consumer. These initiatives are (display, combo, HA D etc). The common initiatives are 1. PHHP 2. FNF.

A Brief Summary Of Direct Interviews A survey was conducted in which 10 best samples were collected from all the rout es which also include distributors and dealers. Following are the questions and there evaluation according to the sample answer: 1) Which brand u purchase the most? When it was asked about the brand preference from the customer the answer varied from one route to another. In routes like route no-5,route no- 6,route no-7 etc . which are considered the best route of Aligarh the figures are impressive. Abo ut 57% of costumer prefer Pepsi and the remaining 33% goes in the hand of the co mpetitors. Where as when it was asked in the routes which company considers it as its week routes there was marginal difference in the in the figures generated in comparis on to strong routes. The brand preference of customer in the week route is : PEPSI 39% COKE 61% 2)Is there Regular Supply of PEPSI:A) Yes b) No When asked about the regular supply s man visited almost every day. The credit for the above reason. There uses depending upon the route. And tive routes. of PEPSI the response was very good the sale distribution system of Pepsi should be given are different kind vehicle which the company sales man as a driver drives to their respec

3)Does PEPSI salesman behave properly (stretch on interpersonal relationship) Since the satisfaction level of customer is measured, so the behavior of sale pe rsonnel is one of the important things to be measured in this context. So talkin g about interpersonal relationship with the costumer it is quite satisfactory bu t some reasons are there which do not supports the satisfaction of the customer that is the routes for a sales man is never permanent so the sales man faces dif ficulty in establishing good relation with the customers.

4)Does salesmen provide you with right scheme given by the Company When the above question was asked the reply of the costumer was satisfactory. About 60% said YES About 15% said NO And about 25% said CANT SAY This is one of the important finding surveyed in different routes. And some serious decision is to be taken for the cause of no and cant say. One of the suggestions which is to be given for the cause is the scheme should b e known to the customer and the sales man should carry some proof regarding the schemes announced by the company. Scheme provided by the sales man:-

5) If in problem, Pepsi personnel rectifies a. Within day b. Within a week c. Within a month d. Never When asked about problem rectification 65% says (b) 20% says ( c ) 10% says that there problem is never rectified, and again this is a serious prob lem which is to be considered. 5% says within a day.

6) Are u satisfied by the packaging of the Pepsi product When asked about the packaging of Pepsi majority of answers was positive, 90% sa id that they were satisfied by the packaging of Pepsi products. 6% wanted change in the shape and size of c/s, and 4% were not satisfied by the packaging of tet ra and pet pack of slice.

7) Do your salesman aware you of the display and the seasonal schemes by PEPSI. About 70% said they get the awareness. About 20% said NO. And 10% said cant say. (They exactly dont remember).

8)Are u satisfied with the display and the seasonal scheame.. This question resulted in one of the important finding. About 75 % were not satisfied with the display and the seasonal scheme. The main reason behind this is delay in the gifts given to the customers. Rest 25% said yes.

9) Which promotional scheme you do you prefer: a) related to outlet About 55% had given stretch on good signage About 30% preferred daily scheme. About 7% prefere discount. 8% had other reasons.

b) related to consumer The answer of promotional scheme of consumer was moving around stress in advertis ement and scratch coupons But some answers were related to the price of soft drink that is price should be decreased.

10) Rank PEPSI and COKE with respect to your satisfaction level

This was one of the toughest question for the customers .They faced hesitation o n ranking the two soft drink rivals but ultimately since the answer was to be gi ven by the customers so they answered: they ranked : RANK 1 to PEPSI RANK 2 to COKE

Survey by issuing questionnaire Through questionnaire survey was conducted in which samples were collected form all the routes which also include distributors and dealers. Outlet name:- this is the name of the shop. Owner name:- is the name of the owner of the shop. Address:- is the address of the shop. Contact no:-is the contact no of the shop. Status:- This is to know the status of the shop that whether it only sales Pepsi or it only sale Coke or mix. In our survey we find that mostly shops comes unde r the mix status And there are only few shops who sales only Pepsi or Coke. Channel:-it is the category of the shops for example- grocery shop, convenience shop, etery shops etc. Equipment:- Under this category the chilling equipment of PEPSI and its competet or is estimated .There are series of chilling equipment of Pepsi and its competi tor. They are namely PBI code Chilling machine provided by the company free of cost to the retailers having goodwill in the soft drink market. CCI code Provided by the competitor just as PBI Code. Outlet own Chilling machine owned by the outlet. PBI OYC & CCI OYC The equipments provided by Pepsi and its competitor respective ly on the payment and the mode of payment is draft. Signage:- One of the important topic covered under the EDS is signage. Here Sign age refers to visibility of brand names and different flavours in the outlet. Th ere are various ways through which the brand names and different flavours are ma de visible to the consumers. They are: Dealer boards Glow sign boards Shop painting Counter rack Floor rack

One of the important philosophy company follows is: JO DIKHTA WO BIKTA HAI means t he thing which is visible in any outlet, consumer demands for it. And this philo sophy of company is very much true. Through the EDS the signage of the competito r is also concluded. From the survey it was observed that the routes or outlets w here there is good signage the sale of product is also up to mark. Similarly it was also noticed that company needs to put some more effort regarding signage in the week routes. Program enrollment of Pepsi? At present Pepsi has two sales promotion schemes first one is Food And Fizz and second one is PHHP. How much stock do you have in hand? . This is done for both Pepsi and its competitor so that the current fulls avail ability can be estimated. Which are the top three products according to the shopkeeper? . This is done for both Pepsi and Coke so that the top three brands of both the competitors can be estimated according to our survey the top three products of P epsi are i) Pepsi ii)Slice and iii)Mirinda orange and in Coke i)Thumps UP ii)Lim ca and iii)Maaza How do you rate both the companys on a scale of 0-10 for the parameters:a)Stock delivery b)On emergency order c)On equipment maintenance:d)On availability of all packs and flavours:this question helps us to know the service quality of both the companies. Age wise liking of the flavours, according to the shopkeeper? It is to know age wise flavour liking of the peoples of different areas. Which is the preferred pack on spot consumption at your shop? Where there is a small market the consumption of the 200ml is more and in big ma rkets or big outlets the consumption of 300ml is more. Which is the most preferred brand/pack/flavours in home delivery at your shop? This is to know the most preferred brand/pack/flavour in home delivery. Any suggestions:Some common suggestions are: 1) Scheme should be clear to costumers. 2) There should be uniformity in the schemes. 3) The outlet should be provided with proper signage index. 4) There should be regular visit of company officials for the problem hearings a nd the remedies to the problem.

Summary and conclusion: -

Observation :1) Route vehicles are regular in almost all routes but they reaches to their des tination late. It is observed that the competitor vehicle reaches quite early an d fills the empty glasses , this may be one of the reason of decrease in the sal e. 2) Even key outlets are very unsatisfied with the signage efforts put on by comp any even all Pepsi exclusives are not having signage. 3) Complains handling was not proper, there were some old cases or complaints. 4) Big retailer / fat agent are involved in undercutting which should be stopped immediately. 5) Most of the cooling equipment are not working properly. 6) Due to the shortage of Pepsi product in the market in this season Pepsi could not reach to that mark where it can reach.

SWOT ANALYSIS STRENGTH: 1) Good market penetration. 2) Motivated channel partner. 3) Well defined routes. WEAKNESS: 1) All brands were not available in at least 80% shops. 2) Complaint handling was not up to mark. 3) Supply in certain area is very irregular and also route agents are not coveri ng full routes. 4) Poor signage and display is making the routes week for the sale of Pepsi. 5) Interpersonal relationship with the company officials and the route agent is not satisfactory. OPPORTUNITY: 1) It is observed that in some newly establishing areas many new outlets are ope ning , Pepsi needs to concentrate on these new outlets and can gradually increas e its sale in these area. 2) Large number of mix outlets can be changed to Pepsi exclusive and coke exclus ive to mix only by luring them good and efficient supply, glow sign and cooling equipments. THREATS: 1) Coke is the only nearest competitor and it is catching up in the market penet ration through price skimming and other promotional scheme. 2) Some local brands commonly known as kancha , Tip Top , Shine and the launch o f Catch soft drink a product of DS group are causing decrease in sale in some ar eas.

RECOMMENDATION: 1) Signage :- Majority of outlets are not satisfied with signage and they are al so very unsatisfied with the shortage problem. This problem results in the multi ple problems leading to the marginal level of dissatisfaction. There for it is v ery necessary to provide with effective signage to the outlets. 2) Uniformity in the routes of sales agent :- It was observed that none of the s alesmen is permanent to any route but to build up a good interpersonal relation proper interaction with the outlets should be there so that company can position its product to the respective routes and outlets. 3) Communication and motivational class :- There is need of proper communication and motivational class for the sales agent and the employs so that the can give their best effort and contribute to the target announced by the company. 4) Display and Seasonal scheme :- If display or seasonal scheme is allotted to a ny outlet it is necessary to provide the outlets with the gifts items to encoura ge them , so that they can follow the display or seasonal scheme in next season. 5)Complaint handling and its rectification:- To enhance the effectiveness in com plain handling about cooling equipment it is advised to authorized at least one shop per two route , this will help in complain handling, which is biggest dissa tisfaction in this season . 6) Awareness policies The outlets needs awareness about the routes and daily sch eme announced by the company . It is recommended that the sales agent should car ry some proof , document concerned with the daily scheme so as the outlets can b e satisfied.

Annexure

BIBLIOGROPHY 1. 2. 3. 4. 5. Research Methodology.. C.R.Kothary Marketing Management. Philip Kotler Statistical methods. S.P.Gupta WWW.PEPSICO.COM www.wikkipidia.com.

Questionnaire Outlet name:- Owner name:- .. Address:- Contact no:- ... Status:- i)Pepsi ii)Coke iii)Mix Channel:- . Pepsi Coke Equipment:Signage:Q 1- Program enrollment of Pepsi:i) PHHP ii)FNF Q 2- How much stock do you have in hand? Pepsi Coke a) Glass 200ml 300ml 200ml 300ml b)Pet 500ml 2ltr 500ml 2ltr c)Diet d)Tetra :- i)Slice .. ii)Maaza.. iii)Frooti.. iv)Others e)Mineral water:- i)Aquafina.. ii)Kinley.. iii)Bislery... iv)Others Q 3- Which are the top three products according to the shopkeeper?

Pepsi:- i) ii) iii).. Coke:- i)... ii) iii). Q 4- How do you rate both the companies on a scale of 0-10 for the following par ameters:a)Stock delivery:b)On emergency orders:c)On equipment maintenance:d)On availability of all packs and flavours:Q 5- Age wise liking of the flavours, according to the shopkeeper? AGE Flavours 5-15 16-25 26-40 40 and above a) Cola:b) Lemon:c) Orange:d) Mango:e) Diet:Q 6- Which is the preferred pack on spot consumption at your shop? a) 200ml b) 300ml c) 500ml Q 7- Which is the most preferred brand/pack/flavours in home delivery at your sh op?

Any suggestions:-................................................................... ....... posted by muqeem khan at 9:19 p