Maroor Mustafa Momin

8/3/2019 Maroor Mustafa Momin

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TABLE OF CONTENT

CONTENT PAGES

CERTIFICATE OF COMPANY

PREFACE

ACKNOWLEDGEMENT

DECLARATION

1. Chapter 1st..11-37

Introduction

Corporate Profile

Guideline principle

Products of Company

Milestone

Pepsi Vs Coke War

PepsiCo Headquarters

Organizational structure

Introduction of COCA-COLA

2. ChapterIInd38-49

Company Profile

SWOT Analysis


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3. ChapterIIIrd 50-53

Research Introduction

Research Objective

Research Methodology

4. ChapterIVth.54-82

Data Analysis & Findings

5. Chapter Vth..83-94

Conclusion

Questionnaire

Suggestion

6. Limitation.95-96

8. Bibliography.97-98

United college of engineering & research, Naini, Allahabad 3


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PREFACE

As a part of the course curriculum, the M.B.A. students are required to complete

project. The objective behind this is to relate the management subjects taught in the

classroom to their practical application.

The preparation of this project report is based on facts and findings noted during the

my research. Information received from written and published documents and

briefings by company executives.

The scope of the research project is to analyze the data received from our research.

My work in this project is, therefore , a humble attempt towards this end.

In spite of my best efforts there may be errors of omissions and commissions, which

may please be excused.

Today most of the FMCG companies including Pepsi used intensive distribution

which consists of manufacturer placing the goods or services in as many outlets as

possible. Generally for the product it requires great deal of location convenience

Management generally needs to search for distribution economics in inventory

control, warehouse location and transportation modes. Distribution play the vital for

the success of any product in market, out of 7ps marketing mix one is place which

clearly indicate that consumers and customers needs, wants and demand.

Availability or penetration of our product in the market because in marketing it

believe that JO DIKHTA HAI WO BIKTA HAI so if our Pepsi product available

to the next door of our customer then they will prefer Pepsi, because they are getting

their brand without much effort. So the company or firm who are more flexible and

much aware with the distribution process capable to make availability to their productat each and every outlets.

I shall feel amply rewarded if this report proves helpful in developing any concept

for the growth and prosperity of organization.



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ACKNOWLEDGEMENT

It is my opportunity to work on PepsiCo India Pvt. ltd. Which are a drink

organization and my topic comparative study of distribution network Pepsi Vs

Coke.

My sincere thanks towards Mr. SUGANDH TRIPAHI [Assistant Manager (Sales)

Pepsi Co, ALLHABAD], for giving me a chance to take this project and for her

valuable guidance, which helped me on all those points, which I needed to include in,

with full intensity , for his significant support extended for the successful completionof the project.

I am very grateful to our, Prof. A.K. MALHOTRA , H.O.D Mr. S.R.PRASAD and

my project guide Mr.anam akhtar for their excellent guidance in the completion of

my project work.

I am also heartily indebted for the coordination of all the retailers & friends, who

provided me with all their experience to complete this project.

Maroof Mustafa Momin



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DECLRATION

I hereby declare on behalf of me that all the information given in this research project

report is true.

I have not hidden any information which I have got from the market about the

company, and this report is not published anywhere else.

Maroof Mustafa momin



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CHAPTER -1



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INTRODUCTION

PepsiCo is a world leader in convenient foods and beverages, with 2006 revenues of

more than $35 billion and 168000 employees. The company consists of Frito - Lay

North America, PepsiCo Beverages North America, and PepsiCo Beverages North

America. PepsiCo brands are available in nearly 200 countries and territories and

generate sales at the retail level of about $92 billion.

Some of PepsiCo's brand names are more than 100-years-old, but the corporation is

relatively young. Pepsi-Cola and Frito - Lay. Tropicana was acquired in 1998 and

PepsiCo merged with The Quaker Oats Company, including Gatorade, in 2001.

PepsiCo offers product choice to meet a broad variety of needs preference - from fun

- for-you items to product choice that contribute to healthier lifestyles.



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CORPORATE OFFICERS

Corporate

Indra K.Nooyi

Chairman of the Board and Chief Executive Officer

INDRA K. NOOYI, 52, is Chairman and Chief

Executive Officer of PepsiCo. Mrs. Nooyi was named President and CEO on October

1, 2006, and assumed the role of Chairman and CEO on May 2, 2007. Mrs. Nooyi

was elected to PepsiCo's Board and was named President and Chief Financial Officer

since February 2000. Mrs. Nooyi also served as Senior Vice President, Strategic

Planning and Senior Vice President, Corporate Strategy and Development from 1994

until 2000. Prior to joining PepsiCo, Mrs. Nooyi spent four years as Senior Vice

President of Strategy, Planning and Strategic Marketing for Asea Brown Boveri, Inc.

She was also Vice President and Director of Corporate Strategy and Planning at

Motorola, Inc.



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Mitch Admek

Senior Vice President and

Chief Procurement Officer

Rich Beek

Executive Vice President

PepsiCo Chicago

Robert Dixon

Senior Vice President,

Global Chief Information Officer

PBSG

Richard Goodman

Chief Financial Officer

Julie Hamp

Senior Vice President

PepsiCo Communications

Mehmood Khan

Chief Scientific Officer

Ronald C. Parker

Senior Vice President

Chief Global Diversity and

Inclusion Officer



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Board of Directors and Committees

Directors

Ian M. Cook

Dina Dublon

Victor J. Dzau

Ray L. Hunt

Alberto Ibarguen

Arthur C. Martinez

Indra K. Nooyi

Sharon Percy Rockefeller

James J. Schiro

Lloyed D. Trotter

Daniel Vasella

Michael D. White

Committees

Nominating and Corporate Governance Committee Members

Audit Committee Members

Compensation Committee Members



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COMPANY PROFILE

In 1902 the Pepsi cola company was launched in the back room of pharmacy and was

applied in patent office for a trade mark. The business begins to grow on June 16,

1903 "Pepsi Cola" was officially registered with the US patent office. That year Caleb

sold 7,968 gallons of syrup using them in "exhilarating aids digestion". It also

awarder for franchises to bottle Pepsi to independent investors, where number grew

from just to in 1905 in cities of charlotte and Durham, to 1 the following year, and 40

by 1907.

Gold spot is considered as the first branded shop in India. Parle introduced it in earlyforties. Coca-Cola was the first foreign soft drink to be introduced in Indian markets.

The Coca-Cola Company entered India in early fifties, when four bottling plants were

setup at Bombay. Calcutta, Delhi and Kanpur. Coca - Cola enjoyed a good beginning

and the market. Parle exports Pvt. Ltd. The major domestic player later in1970

introduced Limca, a lemon soft drink. Before Limca's introduction, the had attentively

introduced 'Cola Pepino' which was soon with from the market.

In July 1977 Coca-Cola left India following public dispute over share holding

structure and import permits. As per FERA regulation the company was requires to

indicate or clear operation. Coca-Cola left a big gap which did several companies

who came forward pushing different brand in market fill?

Parle products introduced their cola "Thumbs Up" Pure drinks introduced "Campa



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Cola" Along with the orange and lemon. Modern Bakeries introduced "Double Seven,

Thrill, Rush, and Aprint". At the same time various regional soft brands played an

independent role in their respective territories like 'Duke' and 'Mangola' etc.

After coke was asked to leave India Pepsi began to lay plants to enter this huge

market. Pepsi worked with an Indian business group in seeking government approval

for its entry over the objection of both domestic soft drink companies and ant

multinational legislators, Pepsi saw the solution to lie in making an offer that Indian

govt. Would find hard to refuse. Pepsi offered to help India export some than the cost

of importing soft drink concentrate. Pepsi also promised to focus considerable selling

efforts on rural areas, to help their economics development. Pepsi further offered to

transfer food processing, packaging and water treatment technique to India an in the

way Pepsi Started its operation in April 1989 first Pepsi, Cola was produced in India.

In the next year, 1991 production on Mirinda and 7 up started. The production of

slice, Teem and fountain Pepsi started in 1993 Coca Cola came back in October 1993,

and was launched in Agra. It joined hands with parley export Pvt.Ltd. to enter India

and gradually look the same company. The nineties also saw a new foreign entrant

called Cadbury Schweppes which rolled out Canada dry and crush in Metropolitan

cities.

Pepsi entered the cloudy lemon category by launching its Mirinda Lemon in 1998.

In may 1999, a notification, presenting prevention of food Adulteration (Fourth

Amendment ) rules 1999, allowed the use of the blended artificial sweeteners, as part

time and a successful fame potassium in the formulation of soft drinks, which in what

made the entry of diet Pepsi and diet Coke. Coca also rolled out its popular clear

lemon drinks sprite in India at same year 1999.



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PepsiCo's Commitment and Guiding Principles

GUIDING PRINCIIPLES

Care for customers, consumers and the

world we live in.

Sell only products we can be proud of Speak with and candor.

Balance short term and long term.

Win with diversity inclusion.

Respect others and succeed together

Commitment:

Our values reflect our aspirations - the kind of company we want PepsiCo

to be. We express our values in the form of a commitment. Our commitment is;

Sustained Growth is fundamental to motivating and measuring our success.

Our quest for sustained growth stimulates innovation, places a value on results, and

helps us understand whether today's actions will contribute to our future. It is about

growth of people and company performance. It prioritizes making a difference and

getting things done.

Empowered People means we have the freedom to act and think in ways that

we feel will get the job done, while being consistent with the processes that ensure

proper governance and being mindful of the rest of the company's needs.

Responsibility and Trust form the foundation for healthy growth. It's about

earning the confidence that other people place in us as individuals and as a company.

Our responsibility means we take personal and corporate ownership for all we do, tobe good stewards of the resources entrusted to us. We build trust between ourselves



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and other by walking the talk and being committed to succeeding together.

Guiding Principles

This is how we carry out our commitment. We must always strive to;

Care for customers, consumers and the world we live in. We are driven by

an intense, competitive spirit in the marketplace, but we direct this spirit toward

solutions that achieve a win for each of our constituents as well as a win for the

corporation. Our success depends on a thorough understanding of our customers,

consumers and communities. Caring means going the extra mile. Essentially, this is a

spirit of growing rather than taking.

Sell only products we can be proud of. The test of our standards is that we

must be able to personally endorse our products without reservation and consume

them ourselves. This principle extends to every part of the business, from the

purchasing of ingredients to the point where our products reach the consumer's hands.

Speak with truth and candor. We speak up, telling the whole picture, not

just what is convenient to achieving individual goals. In addition to being clear,

honest and accurate, we take responsibility to ensure our communications are

understood.

Balance short term and long term. We make decisions that hold both short-

term and long-term risks and benefits in balance over time. Without this balance, we

cannot achieve the goal of sustainable growth.

Win with diversity and inclusion. We leverage a work environment that

embraces people with diverse backgrounds, traits and different ways of thinking. This

leads to innovation, the ability to identify new market opportunities, all of which

helps develop new products and drives our ability to sustain our commitments to

growth through empowered people.



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Respect others and succeed together. This company is built on individual

excellence and personal accountability, but no one can achieve our goals by acting

alone. We need great people who also have the capability of working together,

whether in structured teams or informal collaboration. Mutual success is absolutely

dependent on treating everyone who touches the business with respect, inside and

outside the company. A spirit of fun, our respect for others and the value we put on

teamwork make us a company people enjoy being part of, and this enables us to

deliver world-class performance.



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PRODUCTS OF COMPANY

PepsiCo offers product choices to meet a broad variety of needs and preference - from

fun-for-you items to product choices hat contribute to healthier lifestyles. PepsiCo has

Hundreds of brands. Some of the best known brands are given below:-

1. PEPSI

2. PEPSI DIET

3. PEPSI MAX

4. PEPSI ONE

5. 7 UP

6. MIRNDA

7. MOUNTAIN DEW

8. MOUNTAIN DEW CODE RED

9. SLICE

10. AQUAFINA

11. LEHAR SODA

12. TROPICANA

13. TWISTER



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Contains: CABONATED WATER, HIGH FRUCTOSE CORN SYRUP,

CARMEL COLOR, SUGAR, PHOSPHORIC ACID, CAFFEINE, CITRIC ACID,

NATURAL FLAVORS

Total Fat (g) 0

Calories 100

Sodium (mg) 20

Potassium (mg) 10

Total Carbohydrates (g) 28

Sugars (g) 28

Protein (g) 0

Caffeine (mg) 25



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MILESTONES

1990 Milestones

PepsiCo stock splits three-for-one.

PepsiCo signs the largest commercial trade agreement in history with the

Soviet Union.

PepsiCo profits exceed $1 billion for the first tsime.

1991 Milestones

Pepsi-Cola introduces a new logo, its eight in 93 years. Advertising features

rap singer MC Hammer.

Pepsi-Cola forms joint venture with Thomas J.Lipton Co. to develop and

market tea-based drinks.

Frito-Lay introduces Cheetos Paws.

1992 Milestones

PepsiCo purchase an equity interest in California Pizza Kitchen. It is sold in

1997.

Frito-Lay and General Mills agree to merge snack food businesses in Europe.

Pepsi Introduces new slogan "Be Young - Have Fun - Drink Pepsi."



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1993 Milestones

Both PepsiCo beverages and Snack food operating profits pass the $1 billionmark.

Frito-Lay introduces Baked Tostitos brand Trotilla Chips.

PepsiCo acquires East Side Mario's Restaurants Inc. It sells the 40 units in

1997.

Pepsi-Cola introduces Aquafina bottled water into test market.

1994 Milestones

Pepsi-Cola is first major soft drink maker to begin producing and distributing

its product in Vietnam.

Pepsi-Cola International acquires Indian company, its first big bottling plant

in Bombay.

PepsiCo sales reach $30.4 billion. There are 470,000 employees worldwide,

making PepsiCo the third largest employer.

1995 Milestones

Pepsi-Cola introduces "Nothing else is a Pepsi'' theme line.

7Up International launches 7Up Ice Cola, a new clear cola.



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1996 Milestones

Pepsi-Cola launches Pepsi World at http://www.pepsi.com

Mountain Dew launches a massive beeper network called." The Mountain

Dew Extreme Network."

Pepsi-Cola introduces " Nothing else is a Pepsi" theme line.

1997 Milestones

Pepsi-Cola introduces new advertising campaign with the theme "Generation

Next."

Frito-Lay announces plans to buy the 104-year-old snack, Cracker Jack, a

candy-coated mix of popcorn and peanuts from Borden Foods Crop.

1998 Milestones

Pepsi-Cola introduces two-liter plastic bottle with built-in "grip handle'' that

makes it easier to grip and pour.''

Pepsi introduces new look called the ''Globe'' which prominently features a 3-

dimensional Globe against a blue ice backdrop.



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1999 Milestones

Tropicana introduces two new calcium-fortified Pure Premium juices:Pure Premium Grove stand Calcium and Pure Premium Ruby Red Grapefruit

Calcium.

Pepsi launches ''The Joy of Cola'' advertising campaign.

Tropicana juices are entering the huge India market for the first time.

Spearheaded by Tropicana Asia Pacific, orange juice will appear in the New

Delhi and Bangalore markets.

2000 Milestones

Pepsi-Cola revives its ''Pepsi Challenge'' advertising campaign.

Challenge includes Pepsi One and Diet Coke as well as regular cola.

Pepsi-Cola teams up with Yahoo Inc., the biggest web navigation

company, in a multimedia marketing campaign aimed at teens and young

adults.

2001 Milestones

Pepsi-Cola's flagship brand will have new tagline, ''The Joy of Pepsi.''

Tropicana introduces Smoothies. A natural juice-based

Product.

Pepsi-Cola Company introduces a ''Pepsi Twist." Regular and diet

versions of the crisp new cola with lemon are entering retail outlets in selected

U.S. markets.



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2002 Milestones

Diet Pepsi has a new look.

PepsiCo announces $5 billion share repurchase program.

PepsiCo publishes Health and Wellness Philosophy. (On pepsico.com)

Brand Pepsi has a new look.

2003 Milestones

Pepsi-Cola trademark turns 100 years old.

Tropicana introduces Tropicana 100% Juices Blends.

Pepsi unveils a new tagline: ''Pepsi. It's the Cola.''

2004 Milestones

PepsiCo Launches 'Smart Spot' Symbol in Canada

PepsiCo publishes first Corporate Citizenship report in its 2003

Annual Report.

2005 Milestones

Tropicana Twister Soda Launched in April

PepsiCo Celebrates 40th Anniversary

Pepsi-Cola North America Launches MDX Energy Soda

Frito-Lay Launches Quaker Oats in India.



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2006 Milestones

PepsiCo Launches Pepsi Limon in Peru

PepsiCo India re-launches Mirinda

Indra Nooyi named Chief Executive Officer of PepsiCo as October 1,

2006

PepsiCo announces it will acquire New Zealand snack company

Bluebird Foods.

2007 Milestones

Indra Nooyi named Chief Executive Officer of PepsiCo as of October

1, 2006

Frito-Lay kicks of its nationwide rollout of Lay's with 100% Pure

Sunflower Oil

PepsiCo announced Intent to acquire Naked Juice Company

Federal Trade Commission clears PepsiCo for Naked Juice Co.

purchase

2008 Milestones

PepsiCo Honored With 2008 Energy Star Partner of the Year Award

PepsiCo India Commissions First Remote Wind Turbine to Generate

Renewable, Clean Energy



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CRO Names PepsiCo to Top 25 100 Best Corporate Citizens 2008

PepsiCo International's China Foods Wins "China's Top Leaders 2008" Award

THE GREAT COLD WAR-COLA VS PEPSI

Soft drink that is non alcoholic beverages traces their ancestry back to the mineral

spring of Europe. In 19th century, numerous mineral waters were old in the United

State. Druggist often flavored mineral waters with various extract, serving home

made brews root beer or ginger ale to please the pattern of their soda fountains. By

the late 19th century the owner of few such beverage were attempting to distribute

them beyond their local trading areas. However, the difficulties in obtaining broad

regional distribution were considerable. Bottling technologies was in its infancy, os

most drinks were sold at the soda fountain. And there was little reason for fountain

proprietors to pay for use of someone else drink when they could mix own with such

ease.

This was phase - I of the soft drink industry. Few beverages were widely available.

No head real pull. Barriers to competitive were low. Coca - cola was invented in

1886, and by the turn of century it was making progress achieving national



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distribution and brand pulling power. Coca - Cola owners wanted to make it industry

standard. Further, they launched a coordinated advertisement and sale force drive so

well executed that it created one of the most powerful brand in the history of

marketing.

This was phase II of the soft drink industry. Coca Cola was the national brand, the

dominated force, and the emblem of American consumption. In the 19th century, no

barriers to entry could be built in soft drinks, but by the nearly 1930s coca - cola was

being referred in the trade press as the national monopoly other brands tried to

compete. When the trade press asked, would the country see the next coca - cola?

Industry analysts were puzzled about the nature of Coca - cola's competitive muscle.

In the 1930 Pepsi Cola a brand that was invented in the 1980s but that had

experienced two bankruptcies emerged as a challenger to coca - cola. Pepsi entry

strategy was based on price. Coca Cola was aimed at mass market, but by the time

great depression coke's pricing strategy left room for cola offering dramatically lower

prices. Pepsi strategy achieved impressive success in part because company had a

solid base of distribution through large chain of confectionary stores.

This ''twelve full ounce'' era of Pepsi cola from 1931 through 1949 can be seen as

another phase II strategy.

Pepsi did not make a claim of product superiority, nor did its advertisement campaign

suggest that it was suited for certain kind of person. Rather, Pepsi appeal was strictly

price oriented a defining characteristic of phase II competition. Pepsi strategy,

however, was founded not on any cost advantage in production or distribution but on

coca price umbrella disappeared with post war inflation. By the late 1940s Pepsi had

to raise it price and it lost to its customers in the process. The company very survival



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was in question. A new strategy was essential. Pepsi inaugurated that strategy in late

1950s by appealing to customer on the basis of who they were rather than what the

products was. This was the fundamental change, a bold step into phase III world of

demographic and psychographic segmentation. Marker Segmentation strategies now

dominated the industry, which was why super market shelves are so crowded with

line extension. The world of universal cola - the one brand perfect for anyone,

anytime, anywhere in now gone.

PepsiCo is a world leader in convenient food and beverage with revenues of about

$27 billion and over 143000 employees. The company consist of snack business of

Frito - Lay North America and Frito international; the beverage business of PepsiCo

Beverage International; and Quaker food north America manufacture and marketer of

ready - to -eat cereals and others food products. PepsiCo brands are available in

nearly 200 countries. Many of PepsiCo rand names are over 100yr old but the

corporation in 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 Quaker Oats Company, including Gatorade, in 2001.

PepsiCo success is the result of superior products, high standards of performance,

distinctive strategies and the high integrity of our people.



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PEPSICO HEAD QUARTERS

PEPSICO India world head Quarters is located in purchase, N.Y. approximately 45

minute from New York City. Edward Darrel Stone, one of America's foremost

architects, designed the seven - building headquarters complex. The building

occupied 10 acres of and 1114 - acres complex that includes the Donald M. Kendall

Sculpture collection in a garden setting.

The collection of works is focused on twentieth century, & features work by masters

such as Auguste Calder, Alberto Giacometti, and Arnaldo Pamodoro & Claes

Oldenburg.



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INDUSTRY PROFILE

Development of the first man made sparking or carbonated water is credited to Joseph

Priestly, the British scientist who discovered oxygen. In 1772, he invented a method

of pushing cordon dioxide in to water by dissolving it under pressure, thus creating

fairly long - lasting bubbles. The technique led to development of the soft-drinks

industry''.

By the beginning of the 19 century carbonated water was being made

commercially in France and North America; shortly there after, flavors (normally

fruit concentrates ) were added to enliven the taste. In the 1820s, small carbonated

bottling operations were established in Canada, producing carbonated drinks in

refillable bottles which were merchandised as medicinal elixirs or tonics.



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The principle of ''pushing'' carbon dioxide is still used. But now the water is first

purified in a process known as ''polishing''. Cooled carbon dioxide is then injected at

pressures of 275-550 kilopascals. Some of the early drinks bottled in Canada were

called Birch beer, Ginger beer, Sarsaparilla, Sour Lemon, Soda Water and Cream

Soda. The first carbonated beverages or ''pop'' bottles were sealed with corks held

tightly in place with a wire binding. Wired cork closures were used until about 1884

with Codd's Patented Globe Stoppers. The Crown cap was introduced around 1905

improved versions are still widely used, although they are gradually being replaced,

especially on larger containers, with reclosable screw caps.

Other packaging innovations since the mid-1960s include canned carbonated

beverages, non returnable glass bottles and container made from rigid plastics.

However, an effort is being made often through provincial legislation, to increase the

use of returnable containers.

COMPANY BACK GROUND

Coca - Cola company is the global company and has completed 122 years of

consumer service with some of the world's most widely recognized brands, the coca-

cola business in INDIA, as in each country where they operate, is local business.

Their beverage is produced locally employing Indian citizen, their product range and

marketing reflects Indian taste and lifestyles.

After a 16 - year's absence, Coca-Cola returned to India in 1993. The company

presence in India was cemented in November that year in deal that gave Coca-Cola

ownership of the nation's top soft drinks brands and bottling network. Coca-Cola

India has made significant investment to builds and continually improves its business

in India, including new production facilities, wastewater treatment plants, and

distribution system and marketing equipment.



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Coca - cola business system directly employs approximately 6000 local people in

India. In fact, they indirectly create employment for more than 1, 25000 people

in related industries through their vast procurement, supply and distribution

systems. Virtually all the goods and services required to be produced and marketed

by coca-cola locally are made in India.

The coca-cola system in India comprises 27 wholly owned companies - owned

bottling operations and another 17 franchise - owned bottling operations. A

network of 29 contracts - packers also manufactures a range of products for the

company. The complexity of the Indian market is reflected in the distribution fleet,

which include 10 tones trucks, open bay three wheelers that can navigate the narrow

alleyways of Indian cities, and trademark tricycles and pushcarts.

One wrong move can lead to dramatic changes in market share. The pricing is quite

essential in the business and any minor change can lead to huge changes in

fortunes. Advertising here is conventional, not in content but in terms of time frames.

Everything boils down to advertising and distribution strategies, its plan or lack of

them for the non-cola segment, plan of attack in rural markets, and its profitability

and growth rates.

Soft drinks have fairly high elasticity of demand, which ensures that producers

must strike a fine balance between prices and sales volumes. Coke has decided to peg

prices similar to other products and tries to gain market share through vigorous

promotional activities.

The infrastructural cost are high but you have to rework your other costs like credits

and discounts and bring them down, which is exactly what it is doing at the moments.

Coke sells mostly through fat dealers who sell the products of both companies and

they undercut all the time. There are plenty of innovations possible in distribution that

can cut costs. For the same no of accounts in the north you require more people,

vehicles, and basically more expenditure. Therefore it makes sense to pre-sell or in

other words, book orders and then sell this reduces recurring costs and revenue

expenditure comes down.



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COMPANY POLICIES

The Coca-Cola ECO system are governed by five major policies that affirm the

environmental responsibilities of The Coca-Cola Company and serve as guidelines

for our business partners around the world. Each of these policies is supported by

specific requirements and practices that govern our daily operations and are

fundamental to achieving results consistent with environmental leadership.

Our Five Policies are:

1. COMMITMENT

2. COMPLIANCE & BEYOND

3. ACCOUNTABILITY

4. CITIZENSHIP

5. BELIEF

MISSION, VISION & VALUES

Mission:

Everything we do is inspired by our enduring mission:

To Refresh the World... in body, mind, and spirit.

To Inspire Moments of Optimism... through our brands and our

actions.

To Create Value and Make a Difference... everywhere we engage.



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Values

We are guided by shared values that we will live by as a company and as

individuals:-

Leadership: ''The courage to shape a better future''

Passion: '' Committed in heart and mind''

Integrity: ''Be real''

Accountability: ''If it is to be, it's up to me''

Collaboration: "Leverage collective genius''

Innovation: "Seek, imagine, create, delight''

Quality: "What we do, we do well''

Vision

To achieve sustainable growth, we have established a vision with clear goals.

Profit: Maximizing return to shareowners while being mindful of our overall

responsibilities.

People: Being a great place to work where people are inspired to be the best

they can be.

Portfolio: Bringing to the world a portfolio of beverage brands that anticipate

and satisfy peoples desires and needs.

Partners: Nurturing a winning network of partners and building mutual

loyalty.

Planet: Being a responsible global citizen that makes a difference.



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CHAPTER -2



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AN OVERVIEW OF PEPSICO

CORPORATE PROFILES

PepsiCo entered India in 1989 and in the spam of a little more than a decade has

grown to become the country's 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

operation are the group's 37 bottling plants in India of which 16 are company owned

and 21 are franchisee owned. In addition to this PepsiCo Frito Lay snack division has

3 state of the art plants. PepsiCo's business is based on its sustainability vision of

marketing 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.



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ORGANIZATION VALUE

PepsiCo Commitment:

Our values reflect our aspirations - the kind of company we want PepsiCo

to be. We express our values in the form of a commitment. Our commitment

is:

Sustained Growth is fundamental to motivating and measuring our

success. Our quest for sustained growth stimulates innovation: places a value

o results, and helps us understand whether today's actions well contribute to

our future. It is about growth of people and company performance. It

prioritizes making a difference and getting things done.

Empowered People means we have the freedom to act and think

in ways that we feel will get the job done, while being consistent with the

processes that ensure proper governance and being mindful of the rest of the

company's needs.

Responsibility and Trust forms the foundation for healthy

growth. It's about earning the confidence that other people place in us as

individuals and as a company. Our responsibility means we take personal and

corporate ownership for all we do, to be good stewards of the resources

entrusted to us. We build trust between others and ourselves by walking the

talk and being committed to succeeding together.



41/100

Sell only products we can be proud of. The test of our

standards is that we must be able be personally endorse our products without

reservation and consume them ourselves. This principle extends to every part

of the business, from the purchasing of ingredients to the point where ourproducts reach the consumers hands.

PEPSICO MISSION

''To be the world's premier consumer Products Company focused on convenient foods

and beverages. We seek to products healthy financial rewards to investors as we

provide opportunities for growth and the communities in which we operate. And in

everything we do, we strive for honesty, fairness and integrity.

PEPSICO VISION

PepsiCo's responsibility is to continually improve all aspects of the world in which

we operate - environment, social, economic - creating a better tomorrow than today.

Tomorrow > Today



42/100

PEPSICO CARES

PepsiCo India's expansive portfolio includes iconic refreshment beverages Pepsi.

7UP, Mirinda and Mountain Dew, in addition to low calorie option Diet Pepsi and7UP Light, hydrating and nutritional beverages such as Aquafina drinking water,

isotonic sports drinks Gatorade, and 100% natural fruit juices and juice drinks

Tropicana and Slice. Our local brands Lehar Everess soda, Dukes Lemonade and

Mangola complete our divers spectrum of brands. PepsiCos snack food company,

Frito Lay is the leader in the branded potato chip market and was amongst he first

companies to eliminate the use of trans fats and msg in its products. It manufactures.

Lays Potato chips; cheetos extruded snacks, Uncle Chipps and traditional namkeen

snacks under the kurkure and Lehar brand. Quaker Oats, Lehar Lites, low fat and

roasted snack option enhance the choices available to the growing health and wellness

needs of our consumers. reach the consumers hand.



43/100

PUNCH LINE OF PEPSICO

COMPANY BRAND PUNCH LINE

PEPSI YEH DIL MAANGE MORE

PEPSI GENERATION NEXT

PEPSI MERA NUMBER AYGGA

PEPSI YEHI HAI RIGHT CHOICE BABY

PEPSI YEH PYASS HAI BAADI

PEPSI YEH HAI YOUNGISTAAN MERI JAAN

SLICE SLICE PIYEGA PHAL MILEGA

SLICE DABBA KE PIYO

MOUNTAIN DEW CHITA BHI PEETA HAI

AQUAFINA PURITY GUARANTEED

MOUNTAIN DEW DARR KE AAGE JEET HAI

MIRINDA EK MIRINDA KI DOORI HAI

PAGALPANTI BHI ZAOORI HAI



44/100

ABOUT THE PEPSICO FAMILY

FRITO-LAY NORTH AMERICA

PepsiCo's snack food operations had their start in

1932 when two separate events took place. In San Antonio, Texas, Elmer Doolinbought the recipe for an unknown food product ''a corn chip'' and stared an entirely

new industry. The product was Fritos brand corn chips, and his firm became the Frito

Company.

The same year in Nashville, Tennessee, Herman W. Lay stared a business distributing

potato chips. Mr. Lay later bought the company that supplied him with product and

changed its name to H.W. Lay Company. The Frito Company and H.W. Lay

Company merged in 1961 to become Frito-Lay, Inc.

Major Frito-Lay products include Lays potato chips, Doritos flavored tortilla chips,

Tostitos tortilla chips, and Cheetos cheese flavored snacks, Fritos corn chips, Ruffles

potato chips Rold Gold pretzels, sun chips multigrain snacks, Munchies Snack mix,

Lays stax potato crisps, and Cracker Jack candy coated popcorn and Go snacks. Frito-

Lay also sells a variety of branded dips, Quaker fruit & Oatmeal bars, Quaker Quakes

corn and rice snacks Grandma Cookies, nuts and crackers. Frito-Lay North America

Includes Canada and the United States.



45/100

ADVERTISEMENT AND PUBLICITY

PepsiCo is one of biggest end spenders in India; it is also of

the biggest global end spenders. It has a long list of endorsers from pop star Ricky

martin to film star Sharukh khan, Karina Kapoor, Prity Zinta, Saif Ali Khan and

Amitabh Bachhan. Hindustan Thompson associates, the big guest advertising agency

of India has the account of PepsiCo, PepsiCo is known for its broad cast advertising

i.e. hoarding, banners, posters stikers, specialist hanger, dealer board, glow signboard,

wall painting and news paper, the expense of these type of advertising are made at

territory or unit level. Allahabad territory has assigned two local advertising agencies

R.D.Associates and Krishna for its territorial advertising.

,



46/100

Celebrities

Pepsi first used Aamir Khan, model turned actress Mahima Chaudhary and model and

ex-Miss World Aishwariya Rai to promote its product.

Later are used Amitabh Bachchan, Sahrukh Khan, Kajol, Rani Mukherjee, Saif Ali

Khan, Fardeen Khan, Akshay Kumar, Shahid Kapoor (before he entered the movie

world), Preity Zinta, John Abraham, Priyanka Chopra, and Kareena Kapoor as well as

the national cricket team.

Cricketers like Master Blaster Sachin Tendulkar, Saurav Ganguly, Rahul Dravid,

Shane Warne, Sohaib Akhtar, Carl Hooper, M.S. Dhoni, Yuvraj Singh and many

more have worked in Pepsi Advertisements.



47/100

MARKETING SCHEMES

For increasing the market share and beating the competitors company provides

different scheme on different time. The scheme are of two types one for consumers &

other for retailers. During my training period two types of consumer scheme and two

types of retailer schemes were going on.

Free flavors, To Retailers:

Company offers few bottle flavors free to retailers on purchase of one crate of flavors

on some specific days. The free flavors scheme varies from one bottle to many

bottles.

Display Rack Schemes:

This scheme is only for retailers. In this scheme company provides a Pepsi rack to

retailer. The rack is filled with different bottles of Pepsi. The retailers are instructed

that if they will maintain there racks in the same condition as it was when it was

purchased. After completion of one-month different gift packs are distributed to the

retailers.

Hai Koi Jawab:

This was launched on 300ml bottle of Pepsi. This is U.T.C. scheme meaning under

the crown. In this scheme some number are given under the bottle of Pepsi and

company announces some lucky numbers. If this number is matched with the number

under the crown number then the owner of that bottle win different cash prizes.



48/100

Mirinda U.T.C:

This scheme was launched on 300ml bottle of mirinda. This is U.T.C. scheme

meaning under the crown. In this scheme some dollar amount is given under the

bottle and the consumer may collect these dollars and add it. Company provided

different gift packs on different crown numbers.

These schemes are offered by the company to maintain the competition as it is offered

on those days when Coca-Cola offers any similar scheme.



49/100

SWOT Analysis

S=strength1. PepsiCo is very huge organization and multi national company.

2. Good brand image.

3. PepsiCo provides highly quality of cooling equipments.

4. PepsiCo capturing broad market.

5. Latest and advanced technology.

6. Very high budget for the sales promotion and advertisement.

W=weakness

1. It is not much beneficial for the health point of view.

2. PepsiCo reducing brand loyalty.

3. Lack of cooling equipment.

4. Lack of internal communication & services.

5. The organization is new as compared with coke .

O=Opportunity

1. PepsiCo will increase their market capture.

2. It will reach all around India.

3. It will increase the number of customer by suggestion through.

4. Increase satisfaction level.

5. It should engage in continuous product development and introduction of new

flavors.

T=Threat

1. The biggest threat of the PepsiCo, competitor interference (coke)

2. Boycott of the soft drink due to swadeshi movement.

3. Coca-Cola Company provides insurance cooling equipment.



50/100

CHAPTER -3



51/100

OBJECTIVE OF RESEARCH

The purpose of research is to discover answers to questions through the applications

of scientific procedures. The main aim of research is to find out the truth which is

hidden and which has not been discovered yet. Research is finding of answer to

question regarding any problem through the application of scientific approach. The

investigation is done to find the truth hidden and tries to find out solutions to

problems. Through every research study has its own specific purpose, is the

following-

1) To gain familiarity with a phenomenon or to achieve new insights into it.

2) To portray accurately the characteristics of a particular individual, situation or a

group.

3) To determine the frequency with which something occurs or with which it isassociated with something else..4) To test a hypothesis of a casual relationship between variables.

5) To find out quality of cooling equipment of PepsiCo in comparison to Coke.

6) To aware the shopkeeper about policy regarding marketing activity.

7) To find out role of marketing activity to increase the sale of cold drink.

8) To find out satisfaction of shopkeepers with the marketing activity.9) To understand the marketing activity distribution.

10) To understand market activity availability.

RESEARCH METHODOLOGY

Research methodology is a way to systematically solve the research problem. It may

be understood as a science of studying how research is done scientifically. In it we

study the various steps that are generally adopted by researcher. In studying his

research problem. It is also necessary for the researcher to know not only the research

method but also methodology research also need to understand the assumption

underlying various technique and they need to know the criteria technique and

procedures will be applicable to certain problem and other will not.



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MEANING OF RESEARCH

In common research is refers to as a search for knowledge. Research may also define

as a scientific and systematic search for pertinent information on a specific topic. In

fact research is an art of scientific investigation. According to Redman & Moray

research is a systematized effort to gain new knowledge. Some people consider

research as a movement, a movement form the known to the unknown.

MARKETING RESEARCH:-

The American marketing association defines marketing research as:

Marketing researches is the function which links the consumer, customer, and public

to the marketer through information-information use to identify and define marketing

opportunity and problem generate refine and evaluate marketing action, monitor

marketing performance and improve understanding of marketing as a process.

Marketing research specified the information required to address these issues: design

the method for collecting information, manages and implements the data, collection

process, analysis the results and communicated the findings and there implications.



53/100

TYPES OF RESEARCH

1. APPLIED RESEARCH:- Applied research aims at finding a solution for an

immediate problems facing a society or an industrial / business organization.

2. FUNDAMENTAL RESEARCH:- It is mainly concerned with generalization and

with the formulation of a theory ''gathering knowledge's sake is termed basic

research''.

3. DESCRIPTIVE RESEARCH:- It includes surveys and fact-finding enquires of

different kinds. The major purpose of this research is description of the state of affairs

as it exists at present. The main characteristic of this method is that the researcher has

no control over the variables.

4. ANALYTICAL RESEARCH:- In this research the researcher has to use facts or

information already available, and analyze these to make a critical evaluation of the

martial.

5. QUANTITATIVE RESEARCH:- It is based on the measurement of quantity or

amount. It is applicable to phenomena that can be expressed in terms of quantity.

6. QUALITIVE RESEARCH:- It is concerned with qualitative phenomenon. This

research aims at discovering the underlying motives and desire, using in depth

interviews for the purpose. It is especially important in the behavioral sciences where

the aims are to discover to the underlying motives of human behavior.

7. CONCEPTUAL RESEARCH:- It is related to some ideas or theory. It is

generally by philosophers and thinkers to develop new ideas or concepts.

8. EMPIRICAL RESEARCH:- It relies on experience or observation alone, often

without due regard for system and theory.



54/100

CHAPTER -4



55/100

RESEARCH DESIGN

A research design is the arrangement of condition for collection and analysis of data

in a manner that aims to combined relevance to the research purpose with economy in

purpose.

In this summer training report I have used exploratory sample design because through

level of retailer satisfaction I have been trying to find out the PepsiCo cooling

equipment in comparison to coca-cola cooling equipment.

DATA COLLECTION

I have collected my data from primary and secondary source.

Primary data:

In this study basically primary data are used. I have collected Primary

data in allhabad market.

The primary data are collected from the following ways:

1. By observation.

2. Through personal interview.

3. Questionnaire.

Collection of data has some specific information like:

Name of outlets

Glass strength

Estimated share

Assets

Status of outlets

Cooling equipment



56/100

SECONDARY DATA:-

The secondary data on the other hand are those which have already been collected by

some one else and which have already been passed through the statically process such

Magazine, internet, annual report, news paper, etc.

Area wise collected data given below

S.N. Route name Total no. of outlet

1 NAIN ALLAHABAD 102

2 DARAGANJ ALLHABAD 68

3 DARIABAD ALLAHABAD 11

4 ALLAPUR 59

TOTAL 240



57/100

RouteNo.1:-

COTTON MILL NANIALLHABAD,

Total no, of outlets:-25

Glass Strength:-

0

50

100

150

200

250

PCI Glass str

CCX Glass st

Total Glass s

Estimated share:-

United college of engineering & research, Naini, Allahabad

PCI Glass strength 130

CCX Glass strength 100

Total Glass strength 230

PCI estimated share 56%

CCX estimated share 44%

570%

10%

20%

30%

40%

50%

60%

1

PCI estimated

CCX es timate


58/100

Status of outlets:-

Cooling Equipment:-


Pure PCI 10

Pure CCX 10

Mix 5

Total outlets 25

PCI Fridge 8

CCX fridge 5

OWN fridge 5

Total fridge 18

58

0

5

10

15

20

25

1

Pure PCI

Pure CCX

Mix

Total Outlets

0

5

10

15

20

25

PCI

CCX

OW

Total


59/100

Assets:-


PCI assets 6

CCX assets 9

Total assets 15

59

0

2

4

6

8

10

12

14

16

1

PCI Assets

CCX Assets

Total Assets


60/100

Route no 2

ARAIL MODH NAINI ALLHABADTotal no of outlets: 28

Glass strength:-




Estimated share:-




60

0

100

200

300

400

500

600

700

1

PCI Glass strength

CCX Glass strength

Total Glass strength

0%

10%

20%

30%

40%

50%

60%

70%

1

PCI estimated

CCX estimated


61/100

Status of Outlets:-

Cooling Equipment:-


Pure PCI 12

Pure CCX 8

Mix Mix8

Total outlets 28

PCI Fridge 7

CCX fridge 5

OWN fridge 8

Total fridge 20

61

0

2

4

6

8

10

12

14

16

1

Pure PCI

Pure CCX

Mix

Total outlets

0

5

10

15

20

25

1

PCI FridgeCCX Fridge

OWN Fridge

Total Fridge


62/100

Assets:-


PCI assets 5

CCX assets 4

Total assets 9

62

0

2

4

6

8

10

1

PCICCX

Total


63/100

Route no 3 NAI BAZAR NAINI ALLHABAD

Total no of outlets: 19

Glass strength:-

PCI Glass strength 180CCX Glass strength 153


Estimated share:-




63

0

50

100

150

200

250

300

350

1

PCI Glass s

CCX Stren

Total stren

0%

10%

20%

30%

40%

50%

60%

70%

PCI estimate

CCX estimat


64/100

Status of outlets:-

Cooling equipment:-


Pure PCI 7

Pure CCX 4

Mix 7

Total outlets 19

PCI Fridge 11

CCX fridge 7

OWN fridge 5Total fridge 23

64

0

2

4

6

8

10

12

14

16

Pure

Pure

Mix

Total

0

5

10

15

20

25

1

PCI

CCX

OW

Tota


65/100

Assets:-


PCI assets 8CCX assets 5

Total assets 13

65

0

2

46

8

10

12

14

1

PCI A

CCX

Total


66/100

Route no 4:- PURE FATH MOHD

Total no. of outlets:-20

Glass strength:-

Estimated share:-







66

0

50

100

150

200

250

300

1

PCI Glass s

CCX Glass

Total Glass

0%

10%

20%

30%

40%

50%

60%

70%

PCI estimated

CCX es timate


67/100

Status of outlets

Cooling equipment


Pure PCI 8Pure CCX 5

Mix 7

Total outlets 20

PCI Fridge 11

CCX fridge 9

OWN fridge 3

Total fridge 24

67

0

2

4

6

8

10

12

14

16

18

20

PP

Mi

T

0

5

10

15

20

25

30

PCI

CC

OW

Tot


68/100


69/100

Route no 5

DARAGANJ

ALLAHABAD Total no. of outlets: - 63Glass strength:-

Estimated share:







69

0

50

100

150

200

250

300

350

400

PCI Glass str

CCX Glass s

Total Glass s

0%

10%

20%

30%

40%

50%

60%

PCI estimated

CCX estimate


70/100

Status of outlets

Cooling equipment


Pure PCI 30Pure CCX 22

Mix 11

Total outlets 63

Pure Fridge 22

CCX fridge 18

OWN fridge 12

Total fridge 52

70

0

5

10

15

20

25

Pur

Pur

Mix

Tot

0

5

10

15

20

25

PCI

CC

OW

Tota


71/100

Assets


PCI assets 14

CCX assets 03

Total assets 17

71

0

2

4

6

8

10

12

14

16

18

PCI

CC

Tota


72/100

Route:-6 DARIABAD ALLHABAD


Glass strength:-

Estimated share:-

0

10

20

30

40

50

60

70

P

C


PCI glass strength 246

CCX glass strength 137

Total 383

PCI share 40%

CCX share 60%

72

0

50

100

150

200

250

300

350

400

450

PCI glass

CCX glass

Total


73/100

Status of outlets:-

Pure pci 5

Pure ccx 4

Mix 3

Total outlets 12

0

2

4

6

8

10

12

14

16

18

Cooling equipment :-


Pci fridge 6Ccx fridge 5Ownfridge 2Totalfridge 13

73


74/100

0

5

10

15

20

25

Pc

Cc

O

To

Assets:-

Pci assets 3

Ccx assets 2

Total assets 5

0

2

4

6

8

10

12

14

16

18

Pci

Ccx

Tot



75/100

Route:-7

BAGAMBRI ROADALLAPUR


Glass strength:-

0

50

100

150

200

250

Pci glass strength

Ccx glass strength

Total glass strengt

Estimated share:-


Pci glass strength 622

Ccx glass strength 375

Total glass strength 997

75


76/100

PCI share 60%

CCX share 40%

0

10

20

30

40

50

60

70

PCI share

CCX share

Status of outlets:-

Pure pci 18

Pure ccx 13

Mix 7Total outlets 39

0

2

4

6

8

10

12

14

16

Pure pci

Pure ccx

Mix

Total outlets

Cooling equipment:

-


Pci fridge 21

Ccx fridge 13

Own fridge 2

Total fridge 36

76


77/100

0

2

4

6

8

10

12

14

16

18

Pci fridge

Ccx fridge

Own fridge

Total fridge

Assets:-

Pci assets 18

Ccx assets 14

Total assets 32

0

2

4

6

8

10

12

14

Pci assets

Ccx assets

Total assets



78/100

Route:-8

SABGI MANDI ALLAPUR ALLHABADTotal no. of outlets:-20

Glass strength:-Pci glass strength 123



0

50

100

150

200

250

300

Pci glass strength

Ccx glass strengt

Total glass strengt

Estimated share:-



79/100

Pci share 35%

Ccx share 65%

0%

10%

20%

30%

40%

50%

60%

70%

Pci share

Ccx share

Status of outlets:-

Pure pci 11

Pure ccx 5

Mix 13

Total outlets 29

0

5

10

15

20

25

30

35

Pure pci

Pure ccx

Mix

Total outlets

Cooling equipment:-Pci fridge 8

Ccx fridge 6

Own fridge 18



80/100

Total fridge 32

0

5

10

15

20

25

30

35

Pci fridge

Ccx fridge

Own fridge

Total fridge

Assets:-

Pci assets 4

Ccx assets 4

Total assets 8

0

1

2

3

4

5

6

7

8

9

Pci assets

Ccx assets

Total assets



81/100

Over all analysis of all route

Total no. of outlets: - 240

Glass strength:-

Pci glass strength 1477



0

500

1000

1500

2000

2500

3000

Pci glass strength

Ccx glass strength

Total glass strength

Estimated share:-



82/100

Pci share 53%

Ccx share 47%

44%

45%

46%

47%

48%

49%

50%

51%

52%

53%

54%

P

C

Status of outlets:-

Pure pci 70

Pure ccx 40

Mix 36

Total outlets 146

0

20

40

60

80

100

120

140

160

Pure pci

Pure ccx

Mix

Total outlets

Cooling equipment:-

Pci fridge 84

Ccx fridge 51Own fridge 40



83/100

Total fridge 175

0

20

40

60

80

100

120

140

160

180

200

Pci fridge

Ccx fridge

Own fridge

Total fridge

Assets:-

Pci assets 63Ccx assets 37

Total assets 100

0

20

40

60

80

100

120

Pci assets

Ccx assets

Total assets



84/100

CHAPTER -5



85/100

FINDING

ROUTE:-1

Adequate Supply of PCI in this market.

Customer prefers PCI product then CCX.

Fridge cooling problem and getting proper maintenance.

Assets & signboard demand by retailer.

ROUTE:-2

Retailer have scheme problem.

Small retailers have Fridge demand.

Fridge cooling problem.

PCI cooling equipment is less than CCX cooling equipment.

ROUTE:-3

Adequate Supply of PCI in this market.

Retailers have scheme problem.

Fridge demand in this market.


Fridge and stand are not maintained by the company or distributor.

ROUTE;-4

Retailers are not satisfied with the schemes.

Fridge demand in this market.

Fridge and stand are not proper maintained by the company or distributor.

Some retailers have demanded for glow signboard.



86/100

ROUTE:-5

CCX cooling equipments are less than PCI cooling equipment.

Fridge is in demand in this market.

Ice box is demanded than CCX.

Supply is delayed than CCS.

Retailers are not satisfied with the schemes provided by the company.

Signboard is in demand in this market.

ROUTE:-6

Supply is not enough at some areas in this route.

Fridge does not work properly at some areas in this route.



Interaction between company and retailers is less.

It is good market of CCX.

Signboard is demanded in this market.

Fridge is demanded in this market.

ROUTE:-7

It is good market of CCX.


PCI cooling equipment is less than CCX cooling Equipment.

Not proper visit by the company personnel in this market.

Fridge and stand are not maintained by the company.

Fridge cooling problem in this market.

Ice box demand in the market.



87/100

ROUTE:-8

Cooling problem with fridge in this market.

Retailers are not satisfied with the scheme.

Ice box demand in this market.

Retailers are not getting proper feedback from distributor.

Not proper visit by the company in this market.



88/100

OVER ALL ANALYSIS

Among 150 outlets PCI has 48% outlets CCX has 27% and mixed

outlets has 25%.

Glass strength of PCI is more than CCX.

Estimated share of PCI is more than CCX. PCI has 53% and CCX has

47% estimated share in the market.

Cooling equipment of PCI is more than CCX.

PCI have more assets than CCX assets.

Supply is not proper at some areas such as Lallapura & Fathman.

Distributor and retailer interaction is very low in some market such as

(Fathman, Aurangabad, & Lallapura).

Some retailers have fridge cooling problem.

Some retailers are not satisfied with the schemes provided by the

company.

Some markets are not properly looked after by the company personnel

such as (Nani, Daraganj, Allapur, bagambari, ).

Fridge and stand are not maintained by the company but on the other

hand CCX have employee on each route only for the maintenance of

fridge and stand.

According to my observation, the demand of cold drink has decreased

because of Baba Ramdevs philosophy that the cold drink is just like

acid use for cleaning the toilet.



89/100



90/100



91/100

CONCLUSION

With the help of data analysis I come to conclusion that

Pepsi has 53% market share in the Allahabad and coke has 47% market share.

The outlets have scheme problem according to them company does not

give them additional benefits.

Company is providing cooling equipment to such outlets who

intentionally does not want to sell PCI product. They are using PCI cooling

equipment to cool CCX product. In my survey I found that there are so

many outlets which have large amount of CCX cooling equipment and they

are cooling PCI product.

Supply is another problem in week areas such as Lallapura, Fthman &

Aurangabad etc. there is lack of proper supply. So this marker is captured by

CCX.

While survey I have found that PCI has less cooling equipment than coke.

So outlets have no option to sell Pepsi related product.

So with the help of above explanation we can say that a little care of these weak

outlets may increase the share of PCI up of 100%.



92/100



93/100

QUESTIONNAIRE

(Pepsi Co.)

Age: 6-14 ( ) 15-19 ( ) 20-25 ( ) 26-35 ( ) above 35 ( )

Education: .

Present occupation:

Married: Yes ( ) No ( )

Place of residence: .......

Special interest:

Signature

Q.1 Which juice products do you prefer the most?

1. Pepsi ( ) 2. Coke ( )

Q.2 How often do you take juice product?

1. Regularly ( ) 2. often ( ) 3. occasionally ( )

Q.3 What attribute attracts you towards the juice products?

1. Sweeter ( ) 2. flavour ( ) 3. Fizzy ( ) 4. Any Other ( )

Q.4 Are you favors of strong taste?

1. Yes ( ) 2. No ( )

Q.5 What do you generally buy juice product from?

1. Yes ( ) 2. No ( )

Food bazaar ( ) Departmental store ( ) General stores ( ) malls ( )



94/100

Q.6 Which size of juice product do you purchase for consumption?

1. 200ml ( ) 2. 300ml ( ) 3. 1.5ltr ( ) 4. 2ltr ( )

Q.7 Do you think that juice product contains pesticides which affect health?

1. Yes ( ) 2. N0 ( ) 3. cant say ( )

Q.8 Upto what extent do you think that juice product is right for health?

1. Yes 2. No

Q.9 Do elders in your family take juice product?

1. Yes ( ) 2. No ( )

Q.10 If they take then which one does they?

.

Q.11 Do you think that soft drink helps you to be more popular amongst friends?

1. Yes ( ) 2. No ( )

Q.12 In your accordance the advertisement ofPepsiCoproductis

1. Very good 2. Good

3. Fine 4. Not good comparatively

Q.13 Where do get updated about PepsiCoproduct?

1. T.V. ( ) 2. Banner ( ) 3. Publicity ( )

Q. 14 Write three JUICE PRODUCT names according to your preference.

1 _______________________.

2_______________________ .

3________________________.



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SUGGESTIONS

On the basis of above analysis following are the suggestion that can help PepsiCo to

reach the upper corridors of market share and help to achieve new height in themarket.

Distributors should improve their supply in the market.

Distributors should provide some attractive scheme to outlets.

Visit of customer executives should be regularized, so that purity can

be maintained.

Company should take some proper steps against those retailers whoare using the fridge for personal use.

Company should have a good relationship with retail outlets.

Instant action should be taken against the complaints of defective

fridges because it affects our sale.

Company should try to get first movers advantage because few outlets

purchase that product that comes first.

Company should establish a separate department where any consumer

or retailer can freely give their feedback.

Company should give some additional benefits to those retailers who

are totally CCX retailers.

Should keep the all the product range of Pepsi on each and every outlet

Salesman gesture and posture should be change.

Company should provide ice box to small retailers.

In my research I also noticed that customers want strong drink such as

thumbs up, coke. If we see all the brands of PepsiCo there is no strong brand.



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LIMITATION

The main limitations of the study can be summarized as under:-

Lack of awareness and scheme knowledge of the respondent might

make him answer ambiguously

Due to the unavailability of the right person at the retail outlet the

proper response could not get.

A change in the retailers choice of the company that is shifting of the

accounts to the competitor was an obstacle in gathering relevant

information.

Most of outlets are not interested in such type of survey.

Delivery time affect the stock position.

Absence of owner at the outlets affects the collection of data.

Due to rain stock is also affected.

Individual skills also affect the collection of data.

Researcher interest also affect the collection of data.

False information is given by outlets affects the analysis & conclusion.

Researcher is unable to get the information from close outlets at the

time of survey.



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BIBLIOGRAPHY

BOOKS:-

(1) Kothari, C.R.:- Research methodology, New age International

Publisher, New Delhi.

(2) Sinha, S.C. & Dhiman, A.K.:- Research methodology, ESS

Publisher, New Delhi.

WEBSITES:-

(1) www.pepsico.com

(2) www.pepsiworld.com

(3) www.pepsiinia.com

(4) www.pepsi.zone.yahoo.com
http://www.pepsico.com/http://www.pepsiworld.com/http://www.pepsiinia.com/http://www.pepsi.zone.yahoo.com/http://www.pepsico.com/http://www.pepsiworld.com/http://www.pepsiinia.com/http://www.pepsi.zone.yahoo.com/

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Maroor Mustafa Momin