Final Project 111

8/4/2019 Final Project 111

1/67

1

SMV BEVERAGESPVT. LTD.

2011

Understanding satisfaction levelof retailers over distribution of

PepsiCo. Products By :- Dinkar Singh rabin

S M V B E V E R A G E S, K A N D R A R O A D , A D I T Y A P U R , J A M S H E D P U R


2/67

2

Project report on

U NDERSTANDING SATISFACTION LEVEL OF RETAILERS

OVER DISTRIBUTION OF PEPSI CO. PRODUCTS

Project Report Submitted to

(Birsa Institute of Technology (Trust))

In Partial Fulfilment of Requirement for the

Award of

Post Graduate Diploma In Management

To : - By : -

Subroto Chakraborty Dinkar Singh

( T. D. M. )

Under the guidance of

Prof. Kasturi Sahay

Birsa Institute of Technology (Trust), Getlatu Ranchi


3/67

3

CERTIFICATE

This is to certify that Mr Dinkar Singh, student of BIRSA INSTITUTE OF

TECHNOLOGY (TRUST), GETLATU-RANCHI completed his field work report at

SMV Beverages Pvt. Ltd. on the topic of U NDERSTANDING SATISFACTION LEVEL OF

RETAILERS OVER DISTRIBUTION OF P EPSI C O . P RODUCTS and has submitted the field work

report in partial fulfilment of Post Graduate Diploma In Management of the BIRSA

INSTITUTE OF TECHNOLOGY TRUST, GETLATU-RANCHI for the academic year

2010 -12.

He has worked under our guidance and direction. The said report is based on bonafide

information.

Miss K asturi Sahay Dr. S. Choubey

Director

Date:-

Place:-


4/67

4

DECLARATION

I hereby declare that the project titled U NDERSTANDING SATISFACTION LEVEL OF

RETAILERS OVER DISTR IBUTION OF PEPSI CO . P RODUCTS is an original piece of research

work carried out by me under the guidance and supervision of Mr. V. K . Singh. The

information has been collected from genuine & authentic sources. The work has been

submitted in partial fulfilment of the requirement of Post Graduate Diploma In

Management to Birsa Institute of Technology (Trust).

Place: Signature:

Date: Dinkar Singh


5/67

5

AC K NOWLEDGEMENT

It gives me great pleasure to express my gratitude towards all the individuals who have

directly or indirectly helped me in completing this report. I am deeply grateful to BITT , who

assigned this project to me.

I am indebted to my guide Miss. Kasturi Sahay for her guidance and valuable suggestions

relating to the preparation of this report.

I am extremely thankful to Subroto Chakraborty(T.D.M. ), Mr. V. K. Singh (C. E.,

SMV Beverages Pvt. Ltd, Adityapur Area ) and Miss. Mukti Rani ( HRD, SMV Beverages

Pvt. Ltd ) for his/her kind guidance and immense support during the course of the project. I

am also thankful to all the individuals involved into the project for supporting me.

Lastly, I would express my grateful thanks to my family members and my friends who

inspired me to put in my best efforts for the preparation of the Project Report.

Date: Dinkar Singh

Birsa Institute of Technology

(Trust), Getlatu - Ranchi


6/67

6

EXECUTIVE SUMMARY

As an aspect of management education which is receiving increased attention from

institutes as well as from recruiters on job training is imparted to the students to

acclimatize the student with the actual environment of business management.

Theory is important because it enhances our understanding of business phenomena and helps

managers to think about what they should do. Summer training or internship training

provides opportunities to apply this theory into the real business.

In the project the nature of research is exploratory research whereby the efforts have been

made by executing the research in Jamshedpur regions. A systematic as well as well-

designed approach has been adopted while conducting research about market characteristics.

It is also a widely accepted theory that this aspect of management education widens ones

thinking about the different concepts of management philosophy, difference between

different concepts and ground realities.

It is followed by the research methodology which is adopted has been defined with the of

collected data, a detailed interpretation about the company has been given there, the product

profile is defined covering the types and different flavors of the PEPSI. The next step was

defining the sampling design where by the sample size was taken for the dealers and the

target area was Adityapur - 2. Jamshedpur to facilitate the research work on questionnaire

method was adopted for the collection of the data as a primary research whereas the

secondary data was collected from different books, company library and the other trade /

business websites.


7/67

7

TABLE OF CONTENTS

1. Introduction 8 - 10

2. Objectives 11

3. Methodology 12

4. Company Profile 13 - 20

5. Literature survey 21- 40

6. Data presentation 41 - 59

7. Conclusions 60

8. Limitations / future scope 61

9. Recommendations 62

10. Bibliography 63

11. Annexure 64 - 66


8/67

8

INTRODUCTION

Marketing is a basic that, it cant be considered a separate fu nction . I t is the whole

bu siness seen f rom the point o f view o f its f inal res u lt that is the cons u mer point o f view.

P eter Dr u cker

The world economy has undergone a radial transformation in the last two decades Geographical and cultural distance have shrunk significantly with the improvements in the

production, transportation and communication. These advances have permitted companies to

widen substantially both these markets and their supplier sources. And thus the role of

marketing becomes wide.

Marketing deals with identifying and meeting human and social needs. One of the shortest

definitions of marketing is meeting needs profitably. Marketing is tricky, however, and it

has been the Achilles heel of many formerly prosperous companies. But making the right

decisions is not always easy. Good marketing is no accident, but a result of careful planning

and execution.

The soft drink industry is no exception and is one of the most intensely fought industry with

the two major competitors PepsiCo and Coca-cola. This industry can be characterized by

words like price wars, effective distribution strategies, market share, sales promotion

strategies etc. My field of study will delve upon the following aspects viz.

Retailers participation in the selling process.

o Penetration of different products of Pepsi in comparison to its competitors.


9/67

9

A number of variables come into play when we consider the sale of C.S.D. products. The

basic reason for this is seasonal affect on purchasing the product, slowly resulting in the

consumer loyalty and the relationship between dealers, distributors and the company.

Some other important variables that affect the C.S.D. products are:-

y Visibility of the product

y Feasibility of the product

y Availability of the product

y Perceived quality of the product

y Distribution channels used

SOFT DRIN K INDUSTRY IN INDIA

India with a population of more than 1.1 billion is potentially one of the largest consumer

markets in the world after china. The consumer market is popularly known as the FMCG

market or the fast moving consumer goods market. Soft drinks come under this category.

Soft drink is basically purchased in India basically for two reasons namely to quench thirst

and for refreshment. The Indian economy currently is passing through a bullish phase with

increasing per capita income. Subsequently the lifestyle of the Indian consumer is also

changing with increased spending on entertainment, refreshment etc. that is why soft drink

companies are looking forward to India with great enthusiasm in the future to increase their

revenue.

The soft drink industry in India dates back to the 1940 s when Parle introduced the first

branded soft drink called gold spot. Cola giant coca-cola was the first foreign soft drink

company to setup its shop in India in 1965 . Coca-cola made a very good beginning and

dominated the market right from the word go. It faced no competition at that time. The

marketing people did not even need to publicize coca-cola. This extraordinary success of

coca-cola can be attributed to the following factors,

Absence of contemporary competitive brand.


10/67

10

The giant image of coca-cola in the western countries preceded their entry into the

Indian market, and

Indians at that time were very fond of foreign goods.

Parle Exports Pvt. Ltd later introduced a lemon flavored soft drink called Limca in 1970 .

Before this they had introduced a cola flavoured drink called pepping which they had to

withdrew in the face of stiff competition from coca-cola. But the overtly conservative Indian

government of that time with special interest in safe guarding the interest of the Indian

companies started insisting that coca-cola should agree on the following points in order to

continue in India. Coca-cola decided to windup its operations in 1977 rather than bowing to

the Indian government. The main demands of the Indian government were,

Dilution of equity, as the government felt that lots of foreign currency was being

wasted. Manufacturing of the secret concentrate in India. Disclosure of the chemical composition of the concentrate.

The exit of coca-cola left a large vacuum in the soft drink market. But this also accelerated

the growth of several Indian soft drinks. Many new soft drinks like frooti, jump-in etc were

launched in the form of tetra pack. However the bottling plants and the distribution networks

of these companies were not up to the mark and left much to be desired. It took these

companies almost one year to come up with new flavors like Campa cola, Rush etc. to

survive in the industry.

However Parle, the pioneer in the soft drinks market blazed its way to national prominence

with their product Thumps Up bearing the slogan happy days are here again which became

a craze. This particular slogan helped to win over the loyalists of coca-cola who were in a

state of cola shock or cola depression! Soon the soft drink industry started registering

phenomenal growth rates and all parley products namely Gold Spot, Limca and Thumps Up

became the brand leaders in their own segments. In spite of this the soft drink market had a

huge untapped potential.

In 1990 , coming of the multinational brand Pepsi and immediately started giving stiff

competition to Parley and Coke. The parent company of Pepsi was founded in 1890 at North

Carolina in USA. Its CEO is Roger Enrico. PepsiCo India Holdings Pvt. Ltd. in

headquartered in Gurgaon and its CEO is Ms. Indra Nyui. In India it has 34 bottling plants of

which 8 are company owned bottling outlets (COBO) and 26 are franchise owned bottling


11/67

11

outlet (FOBO). SMV Beverages is a franchise owned bottling outlet. Coca-cola reentered the

Indian market in 1993 in collaborations with Parley India Ltd.

OB JECTIVES

Objectives of the research:-

1. To understand the retailers satisfaction over distribution

2. To understand the problems in distribution channel 3. To understand the problems with Visi Cooler

4. To know the pattern of schemes offered by PepsoCo.

5. To understand the mindset of retailers

6. To understand the market

7. To know pricing strategy of PepsiCo.


12/67

1 2

RESEARCH METHODOLOGY

Marketing Research is the systematic designing, collection, analysis, and reporting of data

and finding relevant to a specific marketing situation facing the company.

The present study of Soft drinks markets in Adityapur 2 is based on survey methods.

Within the time limit, I tried my best to select the sample representative of the whole

group. During my training, I maintained different chart for different routes during my dealer

survey. I have collected data from the distributor of Patna.

Data S ou rces

Primary data collection involved retailers

Research Approaches : Survey

Sampling Plan

Sampling Unit : Retailers

Sampling size : 100

Sampling Type : Simple Random Sampling

Contact Method : Personal Interview

In interview schedule I used multiple choice questions.


13/67

1 3

SMV Beverages Pvt. Ltd.

Introduction:

M/s SMV Beverages Pvt. Ltd., Jamshedpur is a franchise owned bottling plant (FOBO) is

located on the Tata K andara road in Adityapur Industrial Area at Jamshedpur and producing

Pepsi range of bottled soft drinks, viz. Pepsi, Mrinda, 7up, Mountain Dew, Slice and Soda

and it has now become a house hold word in the state of Jharkhand. The previous name of

SMV was STEEL CITY BEVERAGES, but in March 1999 steel city beverage taken over by

Mr. S. K . Jaipuria From Mr. N. K . K amani along with Rushab Marketing company. He was

very much enthusiastic to increase the production and sales and to nature the whole market of

Jharkhand. He established another plant in the same name of SMV Beverages Pvt. Ltd. And

increase the production from his new plant is 600 bottles per minute. Simultaneously a new

market came in name of Hyderabad Marketing Company, which is creating the needs of

whole Jharkhand state.

The company symbolizes self reliance in technology and ranked as the best bottling company

of the country in terms of quality, efficiency, and productivity. Till 1998 it was under its

chairperson Smt Kokum Kamani and the country has constantly bagged numerous awards

in various occasions for quality assurance and productivity. In 1993 it bagged top honors for

the best quality conscious plant among all the Pepsi bottling companies in India. Steel City


14/67

1 4

Beverages Pvt. Ltd. Was established in the year 1967 and production commenced in March

1969 . At the very start company installed state of art machines and technology for the

production and bottling of soft drink. The bottling plant with a capacity of 220 bottles per

minutes was totally automatic and also had a modern state of art intermix machine for

bringing forth the right blend of flavors. The company constitutes to adopt innovative technology in keeping with its policy of constant entered into an agreement with Pepsi food

limited for the production and sales of soft drinks for the people of Jharkhand. Right now

there is only one bottling plant of Pepsi in Jharkhand and it cater the need of all the Pepsi

products in Jharkhand. Entire state is divided into three territories Jamshedpur, Ranchi, and

Dhanbad, and one territory development officer controls each territory.

Environment Scanning:

The process by which organization monitors their relevant environment to identify

opportunities and threats affecting their business are known as environment scanning.

The external environment in which S.M.V. Beverages Pvt. Ltd. exists consists of a

bewildering variety of factors. These factors (may also be termed as influences) are events,

trends, issues, and expectation of different interested groups. These factors are explained below.

Events are important and specific occurrences taking place in different

environment sectors.

Trends are the general tendencies or the courses of action along which events

takes place.

Issues are the current concern that arises in response to events and trends. Expectations are the demands made by interested groups in the light of their

concern for issues.

By monitoring the environment though environmental scanning, the S.M.V. BEVERAGES

Pvt. Ltd. consider s the impact of the different events, trends, issues, and expectation on its

strategic management process. Since the environment facing organization is complex and its

scanning is absolutely essential, strategist has to deal cautiously with the process of


15/67

1 5

environmental scanning is collected systematically. Information related to markets and

customers, the changes in legislation and regulations which have a direct impact on an

organizations activities, government policy statements pertaining to S.M.V. BEVERAGES

Pvt. Ltd. business and industry and so on , could be collected continuously to monitor

changes and take the relevant factors into account.

S.M.V. BEVERAGES Pvt. Ltd. conducts special surveys and studies to deal with specific

environmental issues from time to time. Such studies may be conducted, for instance, when

S.M.V. BEVERAGES Pvt. Ltd. has to undertake special projects, evaluate existing

strategies, or devise new strategies. Changes due to unforeseen development may also be

investigated with regard to their impact on the organization. Today S.M.V. Beverages Pvt.

Ltd. stands as a proud monument the great visionary its founder Late D.N. K amani and

strides forth towards progress and prosperity for the fulfillment of the ideas of its revered

founder.

Group Overview

An ambitious venture originates in an ingenious idea. The Jaipuria Group was a vision of its founder

and it has transformed into a corporate giant in India displaying impeccable credentials. Today, its a

multi-product, multipurpose business conglomerate.

The future holds promises for those who foresee the days ahead and adopt corporate policies

accordingly. The Jaipuria Group was always a forerunner in this respect. Due to the business acumen

and farsightedness of the leadership, it has established a business empire with diverse interests in

food & beverages, textiles, education, real estate, waste management & energy procurement,

Ayurvedic products and manganese mining. Today Jaipurias portfolio boasts of association with

majors like PepsiCo as bottlers. Leveraging on the trust of its associates, clients and employees, the

group is surging ahead towards a bright future.


16/67

1 6

Product Line of SMV Beverages Pvt. Ltd.

Jaipuria Group has the distinct honour of being the biggest bottler in India of the global giant

Pepsi Co. It controls near about 60% of Pepsis bottling business in India. The Group has

been managing a network of scores of distributors and simultaneously proving employment to thousands of people. With stateofthe-art technology and plants equipped with the latest

machinery, the Jaipuria Group has occupied a remarkable position in the soft drink industry

of India. The company has created a stronghold across the country.


17/67

1 7

By constructing a host of residential and commercial projects, the Jaipuria Group has

positioned itself as a name to reckon with in the real estate sector. Many a significant projects

in Delhi and the NCR reflects the splendour of Jaipuria Groups expertise. Today, the group

has ventured into almost all areas of real estate including building, construction, maintenance & services.

The Group now holds a key position in real estate and infrastructure development sector with

individual and joint investments in various projects. Having successfully completed several

projects like Jaipurias Plaza at Noida, Jaipurias Enclave at K aushambi, Ghaziabad and

Jaipurias Shopping Arcade at Nagpur, the Group has curved out a niche for itself in the real

estate industry.

The group is on the verge of completion of Jaipurias Sunrise Greens, Housing Project and

Jaipurias Sunrise Plaza, Shopping Mall both at Indirapuram, Ghaziabad.

The flagged off projects at Zirakpur, Chandigarh and NH- 24 (Bahmetta Village) are under

construction. Development activities are going on in full swing with people and associates

showing keen interests and confidence in Jaipurias. The group is also planning for several

projects in Hyderabad, Nagpur, Lucknow, Jamshedpur & Cuttack.


18/67

1 8

The Jaipuria Group is Raymond's sole selling agent for Northern India and owns Six of

Raymond's exclusive retail outlets in Delhi. Empowered by powerful strategies, the group

has been retaining its partnership with Raymond since 1940 . Envisaging the growth in the

retailing sector, the group has also ventured into garment and textile retail. It has set up Six showrooms at Six major locations viz. Connaught Place, Green Park, Lajpat Nagar, Roop

Nagar, K amla Nagar & K arol Bagh. Jaipuria Group is all set to become one of the major

garment retailers in India.

Education is the backbone of a nation. Its the benchmark for measuring the intellectual

development of a nation. And Jaipuria Group leaves no stone unturned to create avenues of

world-class education so that the new generations can be groomed for a bright future. The

group runs Beni Prasad Jaipuria Public School, offering modern as well as value-based

education.


19/67

1 9

Jaipuria Leo Software & Systems Pvt. Ltd., a company of the Jaipuria Group has a state-of-

the-art mineral and fining division. The company is one of the leading manganese processors

in India. The processing facility is located at Tumsar in Maharashtra. The processing unit

was commissioned in the year 2005 and it has the capacity to produce MnO 7200 MT/annum

and MnO 2 2400 MT/annum.

This manganese division is an integrated manganese processor in India and it has its own

manganese mine (Jarah Mohgaon Manganese Mine). The mine supplies manganese to the

processing unit and to the steel plants located nearby. State-of-the-art processing facility as

well as good mineralogy facilitates higher output and low cost of production.


20/67

2 0

Ayurveda is the glory of ancient India. It is one of the ancient systems of healthcare. In order

to popularize Ayurvedic product throughout the country, the Jaipuria Group has ventured

into the manufacturing of Ayurvedic products. The company possesses an Ayurvedic Drug

Manufacturing License under Drug & Cosmetics Act 1940 , Maharashtra.

The Ayurvedic division has its own state-of-the-art factory spread over approx. 29,000 sq.ft.


21/67

2 1

Presence of SMV JAIPURIA IN INDIA


22/67

22

LITERATURE SURVEY

PEPSICO IN INDIA

PepsiCo gained entry to India in 1988 by creating a joint venture with the Punjab government- owned

Punjab Agro Industrial Corporation (PAIC) and Voltas India Limited. This joint venture marketed

and sold Lehar Pepsi until 1991 , when the use of foreign brands was allowed; PepsiCo bought out its

partners and ended the joint venture in 1994 . Others claim that firstly Pepsi was banned from import

in India, in 1970 , for having refused to release the list of its ingredients and in 1993 , the ban was

lifted, with Pepsi arriving on the market shortly afterwards. These controversies are a reminder of

"India's sometimes acrimonious relationship with huge multinational companies. " Indeed, some argue

that PepsiCo and The Coca-Cola Company have " been major targets in part because they are well-

known foreign companies that draw plenty of attention. " PepsiCo has grown to become one of the

countrys leading 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.

PepsiCo India and its partners have invested more than U.S. $1 billion since the company was

established in the country. PepsiCo provides direct and indirect employment to 185 ,000 people

including suppliers and distributors.

PepsiCo India Holdings Pvt. Ltd. operates through its subsidiaries including Pepsi Foods Ltd, Frito -

Lay India, and Tropicana Beverages Company. The company, through its subsidiaries manufactures,

bottles, and exports fruit juices and carbonated beverages and packaged snacks such as Lays, Ruffles,

Fritos, and Cheetos. PepsiCo India is based in Gurgaon, India.

PepsiCo nourishes consumers with a range of products from treats to healthy eats that deliver

joy as well as nutrition and always, good taste. PepsiCo Indias expansive portfolio includes

iconic refreshment beverages Pepsi, 7 UP, 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, Tropicana 100% fruit juices, and juice

based drinks Tropicana Nectars, Tropicana Twister, Slice, and the new brand Nimbooz by

7up with real lemon juice. Local brands Lehar Evervess Soda, Dukes Lemonade and

Mangola add to the diverse range of brands.


23/67

2 3

In snacks segment - PepsiCos foods company, 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

K urkure 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, K urkure, 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. The group has built an expansive beverage and foods business. To

support its operations, PepsiCo has 43 bottling plants in India, of which 15 are company

owned and 28 are franchisee owned. In addition to this, PepsiCos Frito Lay foods division

has 3 state-of-the-art plants. PepsiCos business is based on its sustainability vision of

making tomorrow better than today. PepsiCos commitment to living by this vision every day

is visible in its contribution to the country, consumers and farmers. PepsiCo India's agri-

partnerships with farmers help farmers across the country grow and earn more.

PepsiCo's involvement in Indian agriculture stems

from its vision of creating a cost-effective, localized

agri-base in India by leveraging farmers access to

world class agricultural practices. PepsiCo India

worked with farmers and State Governments to improve agri sustainability, crop

diversification and raise farmer incomes. PepsiCo helped transform the lives of thousands of farmers by helping them refine their farming techniques and raise farm productivity, and

customized solutions to suit specific geographies and locations.

The most ambitious project is a joint program,

launched in 1989 , between PepsiCo India, the Punjab

Agriculture University (PAU) in Ludhiana and Punjab

Agro Industries Corporation (PAIC) in Chandigarh.

The program focuses on evolving agricultural practices to help Punjab farmers produce

internationally competitive products. Over the last five years, PepsiCo has also collaborated

with the Thapar Institute of Technology to develop a high quality potato seed program.


24/67

2 4

PepsiCo was a pioneer in the concept of contract

farming under which the company transfers

agricultural best practices and technology and

procures the produce at a guaranteed price. To

support the initiative , PepsiCo set up a 27-acre research and demonstration farm in Punjab to conduct farm trials of new varieties of tomato,

potato and other crops. The program, which includes seed production, has successfully

evaluated the following crops,

Several varieties of basmati rice more than 200 varieties and hybrids of chilli 25 varieties and hybrids of corn More than 60 varieties of peanut

More than 100 varieties and hybrids of tomato.

Additionally, the development of new tomato varieties has helped increase total annual

production of tomato varieties from 28,000 tons to over 200,000 tons in Punjab. Yields have

more than tripled from 16 tons to 54 tons per hectare.

Under the program, 6 high-qualities, high-yield potato varieties have also been introduced to

Indian farmers. These new potato seeds have helped to increase farm income and enabled

PepsiCo to procure world class chip-grade potatoes for its Frito Lay snacks division. The

company has partnered with more than 10,000 farmers working in over 10,000 acres across

Punjab, U.P., K arnataka, Jharkhand West Bengal, K ashmir and Maharashtra for the supply of

potatoes. PepsiCo India has also partnered with 1,200 farmers in Rajasthan to cultivate barley

in a tie up with the United Breweries Group. PepsiCo Indias technical team also

implemented a high quality seed program to deliver early generation and disease free seeds to

farmers.

Tropicana Tropicana product is an American based company, and was founded in 1947 by

Anthony T. Rossi in Bradenton, Florida, USA. Since 1998 , it has been owned by PepsiCo,

Inc. Pepsi offers the wide variety of products to meet the choice and preference from fun for

your items to the products choices that contribute to healthier life style.


25/67

2 5

K ey Developments for PepsiCo. in India

PepsiCo India Holdings Pvt. Ltd. Launches Packaged Nimbu Paani 'Nimbooz

by 7Up'

PepsiCo India Holdings Pvt. Ltd. has launched its packaged nimbus paani 'Nimbooz by 7Up'.

The product, with real lemon juice, no fizz and no artificial flavors, will be available in three

packaging formats of 200 ml returnable glass bottles, 350 ml PET and 200 ml tetra packs,

priced at INR 10, INR 15 and INR 10 respectively.

PepsiCo India Holdings Pvt. Ltd. to Launch Lemon Drink

PepsiCo India Holdings Pvt. Ltd. is expanding its product portfolio in India in the lemon

drinks category and has plans to introduce a product under 7up brand ahead of the summer

season. The new product would be less carbonated and is targeted at the mass market for on-

the-move consumers.

Headquarter : New York, U.S.

Area served : Worldwide.

Industry type : Food and non alcoholic beverages.

Products : Pepsi, Diet Pepsi, Mountain dew, 7up, Mirinda, Slice, Tropicana

Nimbooz juice, Aquafina, Fritos, Cheetos, and Lays.

K ey person : Indra K rishnamurthy Nooyi (president), and (CEO).


26/67

2 6

ORIGIN OF SOFT DRIN K IN JAMSHEDPUR

Late Charan Singh is credited with initiative to set up Soft drink industry in the city. He was

a resident of Phagwara, Punjab and he used to sell soft drink in carts. Domestic tension forced him to march to Jamshedpur 50 years ago to seek a living for him. Then he set up his

own machine and started bottling without any brand name. Today his son Mr. Sundar

Gurudev is carrying out the legacy, which his father had left behind. This plant operates only

3 months (summer). Even today Jamshedpur remembers the great exponent THANDA

WALA.

The credit of establishing Jamshedpur in the soft drink map goes to late Dharamchnd

K amani. During the course of his business trips he was struck with the idea of setting up of a

soft drink industry in Bihar. June 1967 was significant for soft drink industry in Jamshedpur.


27/67

2 7

ONE DAY IN PEPSI PLANT

In summer, when the mercury level crosses 40F we wish to have ice creams or cold drinks

only. And it is as like a dream, if one gets the chance to visit the production unit of a cold

drink plant, and also gets opportunity to have cold drinks without any limit and cost on such

a hot day. Friday, 17 th of June 2011 was one of the hottest days in Jamshedpur of this years

summer and also a dreams day for me when I got such an opportunity to visit the production

unit of pepsi of S.M.V. Beverages Pvt. Ltd. Jamshedpur.

Here I want to share my experience of visiting the production unit of pepsi and knowledge I

gained after seeing the production processes of different brands of pepsi. But before going

into the deep I would like to thank Mr. Dhananjay Kumar (M.E) , who changed the hottest day into my dreams day and also to all staffs of S.M.V. Beverages Pvt. Ltd. Jamshedpur

for guiding me during this visit and sharing their vast knowledge and experience with me.

Pepsi production process:

Any cold drinks (soft drinks) generally contains

Water Sugar Flavors or fruit pulp Chemicals CO2 gas (in carbonated soft drinks)

The below four ingredients are added with the first ingredient i.e. water and cold drink is

prepared. Here in S.M.V. Beverages Pvt. Ltd. Jamshedpur also the same ingredients are

used to prepare pepsi and its other brands. All these ingredients are added at different stages

by different processes. The diagram in the next page represents the flow or sequence of steps

involved in S.M.V. Beverages Pvt. Ltd. Jamshedpur for manufacturing of pepsi products.

Pepsi products are available in different SK Us (stock keeping units) or packs, e.g. glass

bottle, pet bottle, metal can, tetra pack etc. the preparation of main liquid or drink is same but

the machines and equipments used for filling in different SK Us are different.


28/67

2 8

PROCESS FLOW DIAGRAM

Treated water fromwater treatment plantTreated water

Steam generationSteam lineCristal sugarfrom sugar store

Sugar store room,containing sugarstocks

Syrup preparation(Syrup tank)

Syrup filtration unit

Syrup chilling unit1 2

1. Caustic Soda2. Hot water

.Cold water

. Syrup tank . Syrup tank

. Syrup tank

Flavor addition

CO2 Addition

Bottle fillerCrowning machine

Empty bottles

Bottle washing plant -Caustic Soda, -Hot water, -Cold water

Washed bottles

Filled bottles

During my visit to S.M.V. Beverages Pvt. Ltd. Jamshedpur, I saw

1. Water treatment plant, where water is purified.

2. Bottle washing plant, where used glass bottles are washed

3. Syrup room, where syrup is prepared from sugar.

4. Bottle filling plant, where bottles are filled with the final product.

5. Acid room, where custic soda is kept, which is used for cleaning the equipments and

pipelines after every batch of production.

6. Yard for keeping empty bottles and ware houses for storing the filled bottles.

The brief introduction of each plants are given bellow.

1 . Water treatment plant:

Water in S.M.V. Beverages Pvt. Ltd. Jamshedpur, is coming from the Sitarampur dam on

the K harkai river. It is stored in a reservoir. This raw water is being treated in the water

treatment plant, before the production process starts. Coagulation process is used here for this


29/67

2 9

purpose. Main chemicals used are ferrous sulphate (FeSO 4), calcium hydroxide (CaOH) and

chlorine (Cl). Initially water is treated with all these chemicals in the treatment tank and

becomes turbid. All the impurities get settled at the base and remove the turbidity. Then, it is

sent to the carbon tank where all the microorganisms and chlorines are removed. The water

so obtained is completely free from any kind of impurities and used in further processing. The maximum alkalinity maintained until as much as 50 ppm.

2 . Bottle washing plant:

Used bottles returning from the market are stealthy. Before filling these empty bottles with

new product, these bottles are passed through the bottle washing plant where these dirty

bottles are washed. It is completely an auto process which takes place within a machine

called washer machine. The machine has three compartments. Bottle for washing are placed

on the conveyer come inside the machine and get successive treatment. Bottles are treated

with 4% caustic soda in the first compartment at a temperature of 100-150C. Next these are

conveyed to the second compartment, where bottles are again washed with hot water at a

temperature of 80-100 C, in the third compartment bottles are treated with cold or normal

water at room temperature. Time duration in each compartment is 10 minutes. Bottles are

then sent through the inspection center, where these are closely watched against white rays of

light. Bottles containing any dust or other unwanted things are removed from the line here.

3 . Syrup room:

Here syrup is prepared. Syrup is prepared by flowing steam and sugar crystals in a specified

ratio into a closed container. The temperature of this prepared sugar remains between 80-

100C. This syrup contains some impurities as, sometimes there are some impurities

presents in sugar, so this syrup is filtered to remove all those contaminations. Before storing

in syrup tanks this syrup it is passed through the cooler where syrup temperature is reduced

to 25-30C. This temperature is maintained throughout the whole process. Here next flavors

are added at a specified quantity with the syrup used for preparation of pepsi or other brands.


30/67

30

4 . Bottle filling plant:

Next, for preparation of carbonated soft drinks brands like pepsi, mirinda, 7UP, and

mountain dew, carbondioxide gas ( CO 2) is mixed with this prepared solution. And for the

brand like slice, fruit pulp is added. Now the solution is ready for filling into the bottles.

The washed empty bottles are filled by automatic filler machine. This machine can fill 60

bottles in one minute. After filling, crowns or caps are fitted on the filled bottles with the

help of crowning machine. Now these filled bottles are ladled and then sent for packing and

storing in the godowns.

5 . Acid room:

There are three tanks in this room. The first tank contains caustic soda, the 2nd tank contains

hot water and the third tank contains cold water. After finishing every batch of production

the whole production lines and containers/tanks are washed. And for this purpose, first of all

caustic soda is passed through the pipeline, next hot water and at the last cold water.

6. Yard for keeping empty bottles:

S.M.V. Beverages Pvt. Ltd. Jamshedpurhas a large area in side its premises. A large part

of its open area is used for keeping the empty bottles.

7. Warehouse:

S.M.V. Beverages Pvt. Ltd. Jamshedpur has its own warehouse in side its premises for

storing the produced products. The produced products are sent to the customers from these

warehouses. For transferring the filled bottles inside the company fork-lifts are used.


31/67

31

DIRECROR

(S

V BEVERAGE)

Logistic Dept.

Logistic Manager

Staff

Plant Mgmt.

ProductionManger

Supervisors

Staff

Lab

Store

Personal Dept.

Personal

Manager

Personal Officer

Staff

Securit yDept.

Purchase Dept.

PurchaseManager

Supervisors

Staff

Store

PMTMI ScoolerDept.

EquipmentManager

Finance Dept.

Finance Manager

AccountExecutive

Accountant

Hierarchy in SMV Beverages Pvt. Ltd.


32/67

32

DIRECROR

(SMV BEVERAGE)

HEAD OFSALES

FinanceDe art ent

Finance Manager

Acc unt Executive

Acc untant

S i ingDe art ent

Su ervis rs

Staff

MarketingDevel ent

Manager

Marketing Officer

Merc andiser

Territ ry Devel ent

Manger

Acc untDevel entc rdinat r

Sr. Cust erExecutive

Cust

erExecutive

Sales an

L aders

ERSONALDE ARTMENT

ORGANIZATION CHART OF HYDERABAD MARKETING COMPANY


33/67

33

PLAN - O- GRAM

PEPSICO STRATEGY

PepsiCo provides visicoolers (Refrigerators fitted with glass door) to Pepsi outlets, so

that the retailers can provide chilled Pepsi drinks to consumers. This also increases the sale

of Pepsi products. Visi coolers are of various sizes for instance 165 , 200 , 220 , 300 ,

320 , 400 , 440 , 650 , 1200 and so on. Plan O Gram is the process of filling of visi

cooler with the Pepsi, and other Pepsi products i.e. 7UP, Mirinda, Slice, Mountain Dew,

Aquafina, and Tropicana fruit juice according to the sequence prescribed by PepsiCo.

As per the research conducted by PepsiCo, Pepsi is the most selling brand followed by

7Up, Mirinda, Mountain Dew and Slice. And on the basis of this research PepsiCo

has developed a sequence of different brands for filling up the visicooler and also for placing

in to the shelves. Sequence is as under.

Pepsi 7Up Mirinda Mountain Dew Slice Aquafina

Pepsi products are available in glass bottles, pet bottles, metal cans and tetra packs. The

number of bottles, cans and packets filled in visi coolers varies as per the size and capacity

of the visi cooler. The figure in the next page shows different brands, sequentially filled in

a visi cooler.

Objectives

To keep the visicooler pure. People what see, that people buy. I.e. to attract consumers by displaying their

favorite brands or to help the consumers in finding their favorite flavor or brand.

To attract consumers by displaying different brands.

To promote the sale of all flavors or brands. To motivate the retailers for effective utilization of visicooler for selling Pepsi

brands.

To beat the competitors and to lessen the sale of substitute products available in

the market.


34/67


35/67

35

selling of substitute products. Here visi pure means, removing all items except pepsi from

the pepsi visicooler. And visi cleaning is simply cleaning of visicooler with a duster. Visi

cleaning helps to keep the products clean and also attract the consumers.

ll. Charging:

This process involves the transfer of pepsi from warm stock to cold stock. Or in other words

we can say charging is nothing but filling of visicooler with pepsi products from the stock

available at the outlet. This helps in following ways,

Helps in effective utilization of the visicooler. Helps in maintaining the stocks of chilled pepsi products every time. Attract consumers. Helps in keeping the visicooler pure. Increases sale of pepsi.

Bottles/cans/tetra packets are first cleaned with a clean duster and dusts are removed and

then filled into the visicooler.

lll. Planogram:

This is a process which involves sequentially placing of bottles/cans/tetra packs of different

flavors or brands in the visicooler. The sequence of different flavors or brands is prescribed

by Pepsico, and it is discussed earlier. Planogram helps in following ways,

Helps the consumers in finding their favorite flavor or brand. Attracts consumers by displaying different brands. Promotes in selling all flavors or brands.

Acts as window display in the outlets.


36/67

36

Under mentioned are the few steps for planogram,

Steps for 1st time planogram i.e. in new cooler.

Step 1: Empty the cooler.

Step 2: Clean the cooler.

Step 3: Clean the bottles/cans/tetra packs with a duster.

Step 4: Place the products in lower shelve first.

Step 5: Maintain a gap of 2 Inches between the bottles and the upper shelve.

Step 6: Repeat this process.

Step 7: Charge the products according to the prescribed sequence of P O - G.

Steps for planogram during 2

nd

time and onward visits.

Step 1: Check the cooler.

Step 2: Determine the number of bottles of each brand or flavor required to fill the

cooler according to the P O G sequence.

Step 3: Clean the bottles/cans/tetra packs with a duster.

Step 4: Place the products in lower shelve first.

Step 5: Maintain a gap of 2 Inches between the bottles and the upper shelve.

Step 6: Repeat this process.

Step 7: Charge the products according to the prescribed sequence of P O - G.

Step 8: Ensure that cooler is 100% charged.

How retailers are motivated to maintain P O G, and visi pure?

Planogram and making the visicooler pure is the job responsibility of merchandiser. A

merchandiser is a person who visits the outlets on daily basis. He checks the visicooler,

makes it pure and charges the product according to the planogram. But, sometimes retailers

use to keep other products also (non pepsi products) in the visicooler provided by Pepsico


37/67

37

and they do not show any interest to follow the planogram. So to motivate retailers to follow

planogram, PepsiCo provides attractive incentive/pacages to the retailers.

Problems, we faced during P O G:

1. Unavailability of all flavors at some outlets. 2. Technical problems of visicooler, such as

} Cooling problem.

} Cooler was not working.

3. Some retailers were not interested for P O G.

4. Some outlets use to sale only few flavors or brands of pepsi and not all.

How we solved those problems?

During our training period for P O G, we faced above problems. And with the help,

guide and direction of the C.E (Customer Executive) of respective area and our Trainer

(Mr. Dhananjay Kumar) we solved some of those problems.

1. When there was a shortage of any flavor at any outlet, we informed to the respective

distributor to supply that flavor.

2. After getting information from the concerned C.E, technical people solved the

technical problems of visicoolers at outlets.

3.

Some retailers were not interested for P O G. To motivate them for the same we explained the benefits of P O G and various skims which were available for the

retailers for P O G and maintaining visi pure.

Pepsi Cool Zone is one of such skim, which was available during that period of time

for the retailers.

4. Outlets, where only few flavors or brands of pepsi are sold not all the flavors, we

placed one available flavors in each shelve of the cooler.

e.g. Cheer Bar restaurants, where only three brands of pepsi are sold. which are Pepsi, 7Up, and Pepsi Soda water.


38/67

38

SWOT ANALYSIS

In order to get clear understanding of the position of Diet Pepsi in the various markets we did

a SWOT analysis from the data obtained from the survey and the various retailer interviews

STRENGTHS

PACKAGING AND PRICING :- Pepsi has the advantage of having provided the same

kind of health based carbonated drink the Slim Diet Pepsi Can which in comparison to the

Diet coke is a much more attractive offering because it is slim sleek equally healthy and way

cheaper.

DISTRIBUTION: - As already mentioned Pepsi India has one strongest and most efficient

sales and distribution networks not only in India but also throughout the globe. Also in the

particular market where the survey was done the sales people have developed network which

is powerful enough to make or break sales for Pepsi in any given quarter P R One of the

most important factors of success of PepsiCo in India is the relationship the company and its

constituents have with the channel partners. The Company officials and even the employees

of FOBO have very good rapport and relations with the Channel partners. Also the recently

introduced retailer benefit schemes such as the gold card membership and other free gifts and

offerings not only motivate the retailers but also helped us create visibility for the Slim Diet

Can range in a profound. The experience of working with people who welcome us with a

smile rather than a frown will always be remembered.

NON-CARBONATED:- This is one those strengths of Pepsi that often goes unnoticed but

plays a very important role in success of Pepsi in India and even around the globe. The non-

carbonated segment is dominated by Pepsi, Tropicana is the market leader in fruit juices. In

the mineral water segment, Aquafina clearly outsells K inley without any fuss.


39/67

39

Bottling Pepsi has the advantage of being in partnership with the largest bottler in India, the

R K Jaipuria Group. R KJ Group controls almost 65% of the bottling operations of PepsiCo in

India. At times this is also seen as a weakness of Pepsi in India attributing to the fact that the

Jaipuria group is so strong that in certain circumstances it can even defy the parent Company.

Pepsi Pepsi Cola is the biggest strength of Pepsi as it is the market leader in the Cola

segment and clearly outsells both the products the Coca Cola Company namely Coke and

Thums Up. Pepsi controls almost 60% market share in the Cola segment.

WEAKNESS:

SECOND MOVER DISADVANTAGE:- Diet Pepsi Cola does have the first mover

advantage which Diet Coke has and this may prove to be a major shortcoming also in the

Agra Market no Extensive efforts have been made to popularize it.

Brand On a comparative scale Diet Coke proves to have a better brand image in customers

mind than. This compels to incur extra expenditure in Advertising, Promotions and

Sponsorship.

MCDONALDS:- This is one of the most important reason why Diet Coke outsells Pepsi

worldwide and specially in the United States. Similarly, in India Diet Pepsi may suffers in

sales because of institutional sales. Now Pepsi is trying very to bridge this gap in the near

future.

EXPENDITURE:- Right from the very beginning Pepsi has hired the biggest and the most

expensive stars in the country as its brand ambassadors and has spend heavily on advertising

which has affected its balance sheet.


40/67

40

Vizicoolers:- At presently this is one the biggest problems faced by Pepsi. Pepsi is not able

to get refrigerators in India so they have to import it other namely Sri Lanka, Mauritius etc.

Because of this, retailers are facing lot of problems in vigicoolers. They are not able to get

new refrigerators, replacements for old ones, even the repair work takes lot of time because

at times even the spares are not available on time.

OPPORTUNITIES

Lowest Per Capita Consumption:- Even after almost decades of presence in the market, there

are growth opportunities for Diet Pepsi in India as here the per capita consumption of

carbonated beverages is one of the lowest in the world.

Health Based: apart from its Juice Based drinks portfolio Pepsi can Use the Slim Diet can to

the maximum by promoting it as a health drink at Cheaper prices.

THREATS :

NGOs:- NGOs like CSE can seriously hamper the sales and prospects of companies

operating in this industry. This happened during the pesticide controversy involving both

coke and Pepsi.

HEALTH:- Growing health awareness among people and some of ill effects of

carbonated beverages have pursued many people to switch over to non-carbonated beverages

that can seriously hamper the long-term prospects of the entire Industry and not Pepsi.

ENVIRONMENT:- Environmental concerns are often raised because of the massive amount

of water extracted by the bottling plants resulting in the drop in groundwater level which

affects the local population adversely. In India PepsiCo adopted the strategy of growth


41/67

41

through intensification. In the intensification strategy, it used market penetration by

developing one of the strongest sales and distribution network in the world and utilizing it to

the fullest.

Pepsi did market development by making the aware of the best products available at their

disposal, by using the best technology to produce the products, by properly communicating

with the customer, and making the customer realize that he is important. Pepsi also explored

new markets by venturing new segments like fruit based beverages, sports drinks, snack food

division.

Pepsi expanded and established itself in the market place by constantly developing new

products to the customers, like Tropicana, Gatorade, and Pepsi Blue. In this way, Pepsi was

also able to effectively counter the threats posed by substitutes and new entrant.


42/67

42

Data Analysis and Representation (Adityapur 2 area )

Q 1 . What type of retail store are you having?

General Store 52

Pan Shop 6

Canteen 2

Grocery 16

Sweet Shop 4

Ice Cream parlour 4

Stationary 12

Dhaba 4

From the chart shown above it can easily be concluded that 52% of the retail stores falls under General Store category.

52%

6%2%

16%

4%

4%

12%

4%

General St re

an S op

Canteen

Grocer y

Sweet S op

Ice Cream arl ou r

Stati onar y

D a a


43/67


44/67

44

Q 3 . Which companys signage you have in your outlet?

PepsiCo. 6

Coca Cola 14

Both 4

None 76

From the chart shown above it can be concluded that most (76% ) of the stores dont have

signage and 14% of the stores have Coca Colas signage.

6%

14%

4%

76%

Pepsi Co.

Coca Cola

Bot $

% o & e


45/67


46/67


47/67

47

Q 6 . How frequently the PSR (Pre Sales Representative) visits to your shop?

Daily 0

Thrice in a week 98

Twice in a week 2

Once in a week 0

From the chart shown above it can be concluded that in 98% of stores, PSRs visits thrice in a

week.

0

98

2 00

20

40

60

80

100

120

Daily T9 rice in a w eek T w ice in a w eek Once in a w eek


48/67

48

Q 7 . What kind of behaviour PSRs are having?

Formal 2

Friendly 98

Impolite 0

Confused 0

Impatient 0

From the chart shown above it can be concluded that in 98% of stores, PSRs behaviour is

found as friendly.

2

98

0 0 0

Fo r @ al Friendl y I @ po lite C o nfused I @ p atient

0

20

40

60

80

100

120


49/67

49

Q 8 . How frequently the C.E. (Customer Executive) visits to your outlet?

Once in a week 98

Twice in a month 2

Once in a month 0

From the chart shown above it can be concluded that in 98% of stores, C.E. visits once in a

week.

98

2 00

20

40

60

80

100

120

Once in a w eek T w ice in a A ont B Once in a A o nt B


50/67

50

Q 9 . How frequently company offers discount schemes?

Once in a week 0

Weekly 12

Once or twice in a month 2

Seasonal 86

From the chart shown above it can be concluded that usually company gives discounts

seasonally.

0

12

2

86

0

10

20

30

40

50

60

70

80

90

100

Once in a w eek Weekl y Once o r t w ice in aC o nt D

Seas o nal


51/67

51

Q 10 t t t t li ti

84

4

ti 12

t t it l t t i 84% t t t t

li ti

84%

4% 12 %

Yes

N E SE m e tim es


52/67


53/67

53

Q 12 t t i i i C l it i t

58

10

t t it l t t i 85% t ii i C l it i t

85 %

15 %

Yes

N F


54/67


55/67

55

Q 14 . How would you rate the distribution of PepsiCo. products?

Poor 0

Good 76

Very Good 22

Excellent 2

From the chart shown above it can be concluded that 76% of the retailers rated the

distribution of PepsiCo. as Good.

0

76

22

2

P oo r Goo d Ver y Goo d Excellent

0

10

20

30

40

50

60

70

80


56/67


57/67

57

Q 16 . Which company gives you more margin on products?

PepsiCo. 94

Coca Cola. 6

From the chart shown above it can be concluded that in 94% of retail stores,t PepsiCo. gives more margin than Coca Cola.

94%

6%

P e p siCo .

Co ca C o la.


58/67

58

Q 17 .How does the company supports in promoting sales for a specific product?

By providing Sinages 0

By giving free to customers 0

Schemes 100

From the chart shown above it can be concluded that schemes are the only thing that

company is providing to promote sales.

0 0

100

0

20

40

60

80

100

120

By p ro viding Sinages By giving free t o cust o Y ers Sc ` e Y es


59/67

59

Q 18 ti i it t i t i ti

96

4

t t it l t t 96% t ti i it ti t i ti

96 %

4 %

Yes

N a


60/67


61/67

61

Conclusions

From the above analysis, the things that can be concluded are as follows:-

1. Most of the stores in that area are General Store.

2. More than 50% retailers are dealing with PepsiCo.

3. Most of the retail stores dont have Signage.

4. Most of the the Visi Cooler in that area are either of 220 Ltr. Of of 320 Lts.

5. The PSRs are of friendly behaviour and visits to their shop thrice a week.

6. The C.E. to every shop once in a week.

7. Usually the company comes up with seasonal discounts.

8. Most of the times the products delivered on time.

9. Usually company takes one week of time to respond in case of any problems with

Visi Cooler and they provide it within due date.

10. Usually the problems that comes up in Visi Cooler are either Stabilizer problem or

Light problem.

11. Usually customers go for other products of PepsiCo. in case of non availability of

demanded product.

12. PepsiCo. gives more margin compaired to Coca Cola.

13. Company comes up with different types of schemes to promote sales.

14. Most of the retailers are satisfied with the distribution and other services of PepsiCo.


62/67

62

Limitations

The limitations of this research are:-

1. Time constraint for doing the research work was one of the biggest limitations.

2. Some of the retailers were not ready to be interviewed due to lack of time and some

are not interested in getting interviewed.

3. Sometimes retailers were not able to recall the facts which were asked the question.

4. Burning heat in the Jamshedpur city came as a barrier while doing the project.

5. Often retailers are reluctant to provide information related to my project. 6. Lack of time to prepare the report.


63/67

63

Recommendations

The recommendations after this research are:-

1. The company should focus more on the delivery of products, because that may result

in loosing that counter(if rival is very sharp).

2. The company should check the products before delivering them, because many of the

times bottles are not completely filled and some time they are over filled.

3. Improper distribution of Visi Coolers should also be checked, because in many of

the counters Visi Coolers are useless and in many of the counters it is urgently

needed but it is not there.

4. The company should prioritise the counters and should try to provide services

accordingly.

5. Problems in Visi Coolers should also be resolved a bit faster.

6. Replacement of scrap product should also be a bit faster.

7. More Signages should be distributed to promote brands.

8. C.E. should focus more on acquiring new counters and should also try to retain

existing counters.


64/67

64

Bibliography

1. www.gogle.com 2. www.pepsi.com

3. www.pepsiindia.com

4. www.wikipedia.com, etc.


65/67

65

Questionnaire

Outlets name: - .

Address: - ..

Q 1 . What type of retail store are you having?

F General Store F Pan Shop F Canteen F Grocer

F Sweet Shop F Ice Ceram Parlor F Stationary F Dhaba

Q 2 . Which companys soft drink are you dealing with?

F PepsiCo. F Coca Cola F Both

Q 3 . Which companys signage you have in you outlet?

F PepsiCo. F Coca Cola F Both F None

Q 4 . Which companys Visi Cooler you have in your outlet?

F PepsiCo. F Coca Cola F Both F None

Q 5 . What is the size of Visi cooler that you are having?

F 180 Ltr F 220 Ltr F 320 Ltr F 420 Ltr

F 620 Ltr

Q 6 . How frequently the PSR (Pre Sales Representative) visits to your shop?

F Daily F Thrice in a week F Twice in a week

F Once in a week


66/67

66

Q 7 . What kind of behavior PSRs are having?

F Formal F Friendly F Impolite F Confused

F Impatient

Q 8 . How frequently the C.E. (Customer Executive) visits to your outlet?

F Once in a week F Twice in a month F Once in a month

Q 9 . How frequently company offers discount schemes?

F Once in a week F Weekly F Once or twice in a month

F Seasonal

Q 10 . Whether the product gets delivered on time?

F Yes F No F Sometimes

Q 11 . How quickly the company responds to the problems occurred in Visi - Cooler?

F Within 2 3 days F Within a week F Within two weeks

F Within a month F No Problem

Q 12 . Whether the company provides Visi Coolers within due date?

F Yes F No

Q 13 . What type of problems usually occurs in the Visi - Cooler?

F Stabilizer problem F Light problem F Cooling problem

F Delivery problem


67/67

Q 14 . How would you rate the distribution of PepsiCo. products?

F Poor F Good F Very Good F Excellent

Q 15 . Which company satisfies you more in service delivery?

F PepsiCo. F Coca Cola.

Q 16 . Which product does customer generally demands for, in case of non availability of the

product needed by him?

F Other product of PepsiCo. F Other product of Coca Cola F Goes empty handed

Q 17 . Which company gives you more margin on products?

F PepsiCo. F Coca Cola.

Q 18 . How does the company supports in promoting sales for a specific product?

F By providing Signages F By giving free to customers F Schemes

Q 19 . Are you satisfied with the proper distribution of schemes offered?

F Yes F No

Q 20 . Do you have any suggestions to improve the distribution of PepsiCo.?

Documents

Final Project 111