A STUDY ON INSTITUTIONAL

SALES BUSINESS

Made by:
Umang
IMBA/4542/12

Profile of the company

In 1893 Caleb Bradham, a young pharmacist from New Bern, North Carolina, begins experimenting with many different soft
drink concoctions; patrons and friends sample them at his drugstore soda fountain.

In 1898 One of Caleb's formulations, known as "Brad's Drink," a combination of carbonated water, sugar, vanilla, rare oils
and cola nuts, is renamed "Pepsi-Cola" on August 28, 1898. Pepsi-Cola receives its first logo.

Pepsi-Cola North America, headquartered in Purchase, N.Y., is the refreshment beverage unit of PepsiCo Beverages and
Foods North America, a division of PepsiCo, Inc. PepsiCo Beverages and Foods North America also comprises PepsiCo's
Tropicana, Gatorade and Quaker Foods businesses in the United States and Canada.

Pepsi-Cola North America's carbonated soft drinks, including: Pepsi, Diet Pepsi, Pepsi Twist, Mountain Dew, Mountain
Dew Code Red, Sierra Mist, and Mug Root Beer account for nearly one-third of total soft drink sales in the United States.

Pepsi-Cola North America's non-carbonated beverage portfolio includes Aquafina, which is the number one brand of
bottled water in the United States, Dole single-serve juices and SoBe, which offers a wide range of drinks with herbal
ingredients. The company also makes and markets North America's best-selling, ready-to-drink iced teas and coffees via joint
ventures with Lipton and Starbucks, respectively .

PepsiCo in India
PepsiCo is a world leader in convenient foods and beverages, with 2006 revenues of
more than $35 billion and more than 168,000 employees across the world. Its world
renowned brands are available in nearly 200 countries and territories.
PepsiCo entered India in 1989 and in the span of a little more than a decade, has grown
to become the countrys largest selling food and 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 consumers in India.
The group has built an expansive beverage, snack food and exports business and to
support the operations are the groups 37 bottling plants in India, of which 16 are
company owned and 21 are franchisee owned. In addition to this, PepsiCos Frito Lay
snack division has 3 state of the art plants.
PepsiCos business is based on its sustainability vision of making tomorrow better than
today. Our commitment to living by this vision every day is visible in our contribution to our
country, consumers, farmers and our people.

Objectives
1 To examine the retail distribution of Pepsi in comparison of its
competitors.
2 To know the expectation of the retailers.
3 To evaluate the market position of Pepsi.
4 To know the other alternatives and its competitors brands position
in market.
5 To know the brand image of Pepsi among retailers and customer or
consumers.
6 To help in development & introduction of new product.
7 To identify the organization features of Pepsi food limited.
8 To study the effect of irregular supply on the sale of product.

Research methodology
Research is a systematized effort to gain new knowledge. Methodology
is the most important part for such studies. The method of study
adopted by me is to increase the knowledge & to gather more
information regarding this project.

The major emphasis in such studies is on the discovery of the ideas

& fruitful relevant information. As such the research design appropriate
for such studies must be flexible enough to provide opportunity for
considering different aspects of a problem under study.

secoundary

primary

METHODS OF DATA COLLECTION:

A)

PRIMARY DATA:

B)

SECONDARY DATA:

Primary data are those data that have been observed and recoded by the
researchers for the first time to their knowledge.
Survey method -- This method was adopted because it helped in securing detailed information from a sample of
respondents. The information received from the respondents is recorded on a form called the questionnaire.
This is only method to measure attitude & motivation directly. Open framed discussion with managers.
Secondary data are statistics not gathered for the immediate study at

hand but for some other purposes.

I have also used the secondary data, which included the written document of the organization & other places.
HEAD OFFICE (Warehouse) {PepsiCo India Holding Pvt. Ltd. In Gurgaon (DELHI NCR)}
INTERNET
PAPERS & RECORDS
MAGAZINES

Finding and analysis