Escolar Documentos
Profissional Documentos
Cultura Documentos
on
A Study of Pepsis Distribution Channel In NOIDA
Page 1
Index
CHAPTER 1: INTRODUCTION
INTRODUCTION
07
08
09
METHODOLOGY
10-11
LIMITATIONS
12
13-25
ABOUT ORGANISATION
26
PRODUCT
27-29
30-32
ORGANIZATION STRUCTURE
33
34
IMPORTANCE
35
CLASSIFICATION
36
DETERMINANTS
37
ADVANTAGES
38
SAMPLE SIZE
39-40
REASERCH METHODOLOGY
Page 2
41-50
ANALYSIS
INTERPROTATION
50-67
CHAPTER 5 : CONCLUSION
68-73
FINDING
70-71
SUGGESTION
72-73
BIBLIOGRAPHY
74
ANNEXURE
QUESTIONNAIERS
75-77
LIST OF TABLES
S.No
Table no
Title of table
Page no.
1.1
Types of outlet
42
1.2
Market share
43
1.3
Create sales/day
44
LIST OF CHARTS
S.No.
Table no
Title of table
Page no.
2.1
Pricing chart
32
2.2
Organization structure
33
LIST OF GRAPHS
S.No.
Table no
Title of Graph
Page no.
3.1
No. of outlets
42
3.2
Percent share
43
3.3
45
Page 3
INTRODUCTION
A path through which goods and services flow in one direction (from vendor to the consumer), and the
payments
generated by them that flow in the opposite direction (from consumer to the vendor).
A distribution channel can be as short as being direct from the vendor to the consumer or may include
several interconnected intermediaries such as wholesalers, distributors, agents, retailers. Each intermediary
receives
the item at one pricing point and moves it to the next higher pricing point until it reaches
Page 4
To find the receptivity of the brand among the retailers and consumers particularly of
eating and drinking, grocery store, and convenience shops.
To collect data about the retailers that can be used for activating new channels and
merchandising opportunities.
To find out ways to increase the the sales of the new launches in different
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Scope of the study for PEPSI , by this study, the company will come to know: Through this study company can know about its growth.
This study will also help to the company to know about their new concepts position in
the market.
This study will also help to the company to know about its promotional activities.
Through this study company will know about the availability of its products in the
market.
Page 6
METHODOLOGY
SURVEY METHOD
Having decided to adopt a survey method to collect data for this study, the
next step is to decide on the type of survey consistence on resources like
time and money leads to the sample survey. The survey is classified into two
parts viz.
Exploratory study
Descriptive study
EXPLORATORY STUDY
The main objective of exploratory study is to get the feel of the market
products,
competitive
consumers.
This
DESCRIPTIVE STUDY
Page 7
helps
in
gathering
primary
The exploratory study laid the foundation for the descriptive study and
paved a wag to systematic study there by eliminating objective of the
research study.
Segmenting the market based on the consumer income demography and
acceptation.
To study the usage pattern of the consumers
What is the level of awareness of the different types of soft drink in Greater
Noida .
To find the perception of the consumers about different brand of soft drink.
Compare different brands of soft drink based on the basis of their attributes
availability, packaging and effects of the advertisements.
To study the consumers preference in comparison to his/her brand of soft
drink.
A structured questionnaire was prepared which contained both open-ended
and close-ended questions.
LIMITATIONS
Every research has some limitation. The report should also point out
the main limitation of the research report therein. This will be helpful to
the reader who can form his own opinion as far as the result are reliable
the addition it will be useful to researcher to subsequently undertake a
study on the share our related theme.
(ii)
(iii)
(iv)
Summer month are the best period for sales of soft drink, so we
cannot analyze the actual annual demand and sales of soft drink in
market.
CHAPTER 2
HISTORY OF PEPSI
Page 10
In 1902, he launched the Pepsi-Cola Company in the back room of his pharmacy, and applied to
the U.S. Patent Office for a trademark. At first, he mixed the syrup himself and sold it
exclusively through soda fountains. But soon Caleb recognized that a greater opportunity
existed to bottle Pepsi so that people could drink it anywhere.
The business began to grow, and on June 16, 1903, "Pepsi-Cola" was officially registered with
the U.S. Patent Office. That year, Caleb sold 7,968 gallons of syrup, using the theme line
"Exhilarating, Invigorating, Aids Digestion." He also began awarding franchises to bottle Pepsi
to independent investors, whose number grew from just two in 1905, in the cities of Charlotte
and Durham, North Carolina, to 15 the following year, and 40 by 1907. By the end of 1910,
there were Pepsi-Cola franchises in 24 states.
Pepsi-Cola's first bottling line resulted from some less-than-sophisticated engineering in the
back room of Caleb's pharmacy. Building a strong franchise system was one of Caleb's greatest
achievements. Local Pepsi-Cola bottlers, entrepreneurial in spirit and dedicated to the product's
success, provided a sturdy foundation. They were the cornerstone of the Pepsi-Cola enterprise.
By 1907, the new company was selling more than 100,000 gallons of syrup per year.
Growth was phenomenal, and in 1909 Caleb erected a headquarters so spectacular that the town
of New Bern pictured it on a postcard. Famous racing car driver Barney Oldfield endorsed Pepsi
in newspaper ads as "A bully drink...refreshing, invigorating, a fine bracer before a race."
The previous year, Pepsi had been one of the first companies in the United States to switch from horsedrawn transport to motor vehicles, and Caleb's business expertise captured widespread attention. He was
Page 11
even mentioned as a possible candidate for Governor. A 1913 editorial in the Greensboro Patriot praised
him for his "keen and energetic business sense."
Page 14
1953 Americans become more weight conscious, and a new strategy based on Pepsi's lower
caloric content is implemented with "The Light Refreshment" campaign.
1954 "The Light Refreshment" evolves to incorporate "Refreshing Without Filling."
1958 Pepsi struggles to enhance its brand image. Sometimes referred to as "the kitchen cola," as
a consequence of its long-time positioning as a bargain brand, Pepsi now identifies itself with
young, fashionable consumers with the "Be Sociable, Have a Pepsi" theme. A distinctive "swirl"
bottle replaces Pepsi's earlier straight-sided bottle.
1959 Soviet Premier Nikita Khrushchev and U.S. Vice-President Richard Nixon meet in the
soon-to-be-famous "kitchen debate" at an international trade fair. The meeting, over Pepsi, is
photo-captioned in the U.S. as "Khrushchev Gets Sociable."
1961 Pepsi further refines its target audience, recognizing the increasing importance of the
younger, post-war generation. "Now it's Pepsi, for Those who think Young" defines youth as a
state of mind as much as a chronological age, maintaining the brand's appeal to all market
segments.
1963 In one of the most significant demographic events in commercial history, the post-war
baby boom emerges as a social and marketplace phenomenon. Pepsi recognizes the change, and
positions Pepsi as the brand belonging to the new generation-The Pepsi Generation. "Come
alive! You're in the Pepsi Generation" makes advertising history. It is the first time a product is
identified, not so much by its attributes, as by its consumers' lifestyles and attitudes.
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Page 16
1976 "Have a Pepsi Day" is the Pepsi Generation's upbeat reflection of an improving national
mood. "Puppies," a 30-second snapshot of an encounter between a very small boy and some
even smaller dogs, becomes an instant commercial classic.
1979 With the end of the '70s comes the end of a national malaise. Patriotism has been restored
by an exuberant celebration of the U.S. bicentennial, and Americans are looking to the future
with renewed optimism. "Catch that Pepsi Spirit!" catches the mood and the Pepsi Generation
carries it forward into the '80s.
1982 with all the evidence showing that Pepsi's taste is superior, the only question remaining is
how to add that message to Pepsi Generation advertising. The answer? "Pepsi's got your Taste
for Life!," a triumphant celebration of great times and great taste.
1983 The soft drink market grows more competitive, but for Pepsi drinkers, the battle is won.
The time is right and so is their soft drink. It's got to be "Pepsi Now!"
1984 A new generation has emerged-in the United States, around the world and in Pepsi
advertising, too. "Pepsi. The Choice of a New Generation" announces the change, and the most
popular entertainer of the time, Michael Jackson, stars in the first two commercials of the new
campaign. The two spots quickly become "the most eagerly awaited advertising of all time."
1985 Lionel Richie leads a star-studded parade into "New Generation" advertising followed by
pop music icons Tina Turner and Gloria Estefan. Sports heroes Joe Montana and Dan Marino
are part of it, as are film and television stars Teri Garr and Billy Crystal. Geraldine Ferraro, the
first woman nominated to be vice president of the U.S., stars in a Diet Pepsi spot. And the
Page 17
irrepressible Michael J. Fox brings a special talent, style and spirit to a series of
Pepsi and Diet Pepsi commercials, including a classic, "Apartment 10G."
1987 After an absence of 27 years, Pepsi returns to Times Square, New York,
with a spectacular 850-square foot electronic display billboard declaring Pepsi to
be "America's Choice."
1988 Michael Jackson returns to "New Generation" advertising to star in a fourpart "episodic" commercial named "Chase." "Chase" airs during the Grammy
Awards program and is immediately hailed by the media as "the most-watched commercial in
advertising history."
1989 "The Choice of a New Generation" theme expands to categorize Pepsi users as "A
Generation Ahead!"
1990 Teen stars Fred Savage and Kirk Cameron join the "New Generation" campaign, and
football legend Joe Montana returns in a spot challenging other celebrities to taste test their
colas against Pepsi. Music legend Ray Charles stars in a new Diet Pepsi campaign, "You got the
right one baby."
1991 "You got the Right one Baby" is modified to "You got the Right one Baby, Uh-Huh!" The
"Uh-Huh Girls" join Ray Charles as back-up singers and a campaign soon to become the most
popular advertising in America is on its way. Supermodel Cindy Crawford stars in an awardwinning commercial made to introduce Pepsi's updated logo and package graphics.
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1992 Celebrities join consumers, declaring that they "Gotta Have It." The interim campaign
supplants "Choice of a New Generation" as work proceeds on new Pepsi advertising for the
'90s. Mountain Dew growth continues, supported by the antics of an outrageous new Dew Crew
whose claim to fame is that, except for the unique great taste of Dew, they've "Been there, Done
that, Tried that."
1993 "Be Young, Have fun, Drink Pepsi" advertising starring basketball superstar Shaquille
O'Neal is rated as best in U.S.
1994 New advertising introducing Diet Pepsi's freshness dating initiative features Pepsi CEO
Craig Weather up explaining the relationship between freshness and superior taste to consumers.
1995 In a new campaign, the company declares "Nothing else is a Pepsi" and takes top honors
in the year's national advertising championship.
In the modern urban culture consumption of soft drinks particularly among younger
generation has become very popular. Soft drinks in various flavors and tastes are widely
patronized by urbane population at various occasions like dinner parties, marriages,
social get together; birthday celebration etc. children of all ages and groups are
especially attracted by the mere mention of the word soft drinks.
With the growing popularity of soft drinks, the technology of its production,
preservation, transportation and or marketing in the recent years has witnessed
phenomenal changes.
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The so-called competition for this product in the market is from different other brands.
Mass media, particularly the emergence of television, has contribute to a large extent of
the ever growing demand for soft drinks the attractive jingles and sport make the large
audience remember this product at all times.
It is expected that with the sort of mass advertising, reaching almost the entire country
and offering various varieties annual demand for the product is expected to rise sharply
in the times to come.
Page 20
Through the globe, these major players have been battling it out for a
bigger chunk of the ever growing soft drink market. Now this battle
has been evolved up to India too with the arrival of these three giants.
City Beverages Pvt. Ltd.The company controlled the lions share in the soft drink market for
nearly 10 years. Parle also en tere d this feeding NCR with the installation all bottling it in
collaboration with Mr. Rajendra Poddar in the name of Orient Beverages Ltd.In 1997 with the
advent of Janta Party Government it created trouble for Coca-Cola which let to the withdraw its
operation from India. After the withdraw of Coca-Cola from India, the parle monopolize the soft
drink market I NCR and took a lions share of the project from the industry even after McDowell pure drinks and local drinks entered into the market.
They could not compete with Parle. Once again with the liberalization of economy in
1991, Pepsi Foods Ltd. entered in the Indian market. It shared its bottling of products in NCR
by
Steel City Beverages Company on the 24th march, 1991 owned by Kamanis in
collaboration with the Birla Group which was once the bottling plant for Coca-Cola. Though
Parle range of the products still capture a large share of NCRs soft drink market. Yet Pepsi
range of product is giving a rough competition in all flavors i.e. Cola, Orange and Lemon.
Page 22
As an MNC on the globe, Pepsi Foods Ltd. is one of the largest soft drink company at the world
with its head quarter in New York.
Pepsi entered in the Indian soft drink market in 1988 and began its production in May,
1990 and soon it was giving the local contenders the run for their market. It came out with
dazzling marketing innovation that rocked the cola market line selling the product through
functional Pepsi outlets.
Pepsi success in creating a brand almost from scratch. In India it is the stuff that
marketing case studies are made given the problems of doing over advai1tage it entered before
coke returned was considerable reduced by the onerous export obligation slapped on the
company. Yet right from the beginning Pepsi demonstrated a far more focused approach while it
entered
The market like any other MNC, it was quick to adopt. It realize that consumer
particularly the youth to whom it consciously reached out would identify better with a brand
that they see as global yet India Pepsi was built as desi brand. Hence its deliberate attempt to
build ad-campaign using the popular Hinglish, in the process slogans like yehi hai right choice
baby Aha and yeh dil mange more become a part of Indias popular consciousness. When
Pepsi lost the bidding battle to sponsor a cricket tournament to coke, the loss was turned into a
triumph with the catch line Nothing official about it. Two, it cashed in on the untapped
consumer aspiration in smaller towns; thesis head quarters and hinter-land of metropolitan
cities. Three, it showed a rare ability to not only survive, but grow through Indias tortuous
policy twist and turns which threw many other MNCs off balance. And four its top
Page 23
management teams did not suffer from frequent changes seen at rivals, Coke consequently it
was able to pursue it chosen policy with for greater zeal and dedication.
Unlike Coke which paid enormous prices to buy established local brands. Pepsi brought it own
stuff over and pushed those aggressively wittl dealers, retailers and consumer. Right now, it can
bark in its outstanding success inbuil, dinga brand that has become synonymous with soft drinks
across the length and breadth of the country.
Page 24
Page 25
There are Eight brands of Pepsi in India and they are differ in taste, flavor and also in their
colours.
1.PEPSI
Pepsi is considered to be cold drink. It is generally preferred by all sections of consumer.
This is a case cow brand for the company in terms of sales revenue.
2.MIRINDA
Mirinda is considered to be lemony in taste, and comes under the light drink.
3.7UP
7up is a good product at Pepsi and contains at lemon flavor.
4.MOUNTAIN DEW
Mountain dew is also consider to be a cold drink. It is light comperision to pepsi. It is preferred
by all section of consumer but especially to teen-age. It is big source of company to cash its
publicity
5.SLICE
SLICE MANGO, in slice cold drink no gas only based on juice. It is a non-aerated soft drink. It
is preferred mostly Children & Women.
6.Tropicana
In Minute maid pupply orange cold drink no gas only based on orange juice. It is a non-aerated
soft drink.
7.Eversses Soda
Page 26
This is soda drink. It has no colour and no flavor. It is generally used with alcohol and used by
adults.
8.Aquafina water
It is miniral water.
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Page 28
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Page 30
PRICE CHART
PRICING CHART
C. Rate
Pack Size
Pcs
Rate
Rate
200ML
24
168
192
300ML
24
214
240
10
600ML
24
454
19
480
20
2000ML
459
51
495
55
250ML
24
214
240
10
500ML
24
498
21
552
23
1200ML
12
532
44
576
48
200ML Slice
30
285
10
360
12
My Can
24
330
14
360
15
Pepsi D
24
564
23.50
600
25
Page 31
ORGANISATION STRUCTER
Page 32
CHAPTER 3
THEORETICAL FRAME WORK OF TOPIC
MEANING
A path through which goods and services flow in one direction (from vendor to the consumer), and the
payments
generated by them that flow in the opposite direction (from consumer to the vendor).
A distribution channel can be as short as being direct from the vendor to the consumer or may include
several interconnected intermediaries such as wholesalers, distributors, agents, retailers. Each intermediary
receives
the item at one pricing point and moves it to the next higher pricing point until it reaches
Page 33
The title of the project is MARKETING SURVEY OF THE PRODUCT AND FLAVOUR
PENETRATION AMONG DIFFERENT TYPE EATERY GROSSERY. The study brings
the response of the customers. Their complaints, suggestions and requirements can be known by
doing this project. The company will get information about the customers needs. So they can
improve their products according to the customers needs.
This study helps the organization to point out their weak points and to improve them. The
company can improve their production and delivery. They should do the advertisement of their
products very carefully as compare to their competitors.
Page 34
CLASSIFICATION
Page 35
DETERMINANTS
3. AN EXPLORATION OF CHANNEL
CHOICE DETERMINATION
From the analysis of existing research in the field of e- Government and related,
relevant, fields, we can draw two major conclusions. First, we lack understanding of
what factors are relevant in the e-Government context. Second, we dont know how the
different factors interact. Although the relationships between the determinants is just as
important as the factors itself, we decided to first explore the possible factors of this
decision making process in the context of governmental services. The main question we
tried to answer in this study is:
What factors exist that determine the choice of a channel by a citizen for
consultation or conversation purposes with governmental organizations?
In this study we limit ourselves to consultation and conversation for two reasons.
First, these are the modes in which citizens take the initiative for the interaction and
second, in these modes citizens have a choice option for a certain channel, as
Page 36
opposed to other interaction modes, such as allocution, where the organization is the
initiator and controller of the channel
ADVANTAGE
More than 100,000 technology resellers and solution providers rely on distributors in the United
States alone, according to research compiled by the Global Technology Distribution Council.
Distributors ship more than 2.5 million orders each month, often directly to users, while
retaining the reseller's or solution provider's brand identity.
The monthly communication between distributors and their channel customers involves
approximately 1.5 million inbound and outbound phone calls. Millions of additional
transactions take place over the Web, including order placement and round-the-clock
information access. Distributors also handle approximately 200,000 technical support calls per
month for channel sales. And the credit services we offer keep product flowing.
For all we do for our business partners, distributors garner gross margins of around 5 percent
and net pre-tax margins between one and two pointsan equation that clearly points to the
incredible efficiency of the IT distribution business model. Manufacturers considering whether
to bypass distribution would do well to ponder these efficiencies and myriad services before
"insourcing" the many complex jobs we perform.
Are you ready to handle a hundred times more orders? Is your credit department prepared to
manage a diverse portfolio of sub-prime receivables? Are you ready to field scores of new sales
representatives, support engineers, and customer service staff?
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These roles have been deftly managed by distributors as part of our natural evolution over the
past two decades. Such services are core to our business model, which has withstood not only
the test of time but also dramatic economic fluctuations and new competitive challenges. From
the torrid pace of the '80s and '90s to the more moderate IT industry growth rates of today,
distributors have proficiently adjusted costs and infrastructure based on changing conditions.
SAMPLE DESIGN
SAMPLE SIZE
The number of respondents selected for the survey was 100.this
was because of the time consistent.
METHOD OF SAMPLING FIELD WORK
The sample size was 100 people.
The direction of the fieldwork was for 15to20 days.
The
respondents
took
approx.
15-20
min
to
fill
up
the
questionnaire.
Each respondent was personally met.
PLAN OF ANALYSIS
The raw data collected directly from the respondents was first transcribed on a
master analysis register. From the master analysis register the data was tabulated
Page 38
question wise, using simple mathematical and statistical techniques like addition,
mean, frequency and percentage calculation.
Ranking of factor in selection of the product and decision making process was also
carried out using simple statistical techniques. By this method of the various
objectives of the study could be thoroughly analyzed. Based on the analysis of the
data collected from the respondents the findings of the study were interpreted and
recommendations were given.
WEAKNESS
Higher sales
Economies of scale
Goodwill
Monopoly
Steady Demand
Employment generation
Support to press
Customer education
Higher prices
Artificial living
Misleading customers
Page 39
RESEARCH METHODOLOGY
have been adopted and a host of similar other questions are usually answered
when we talk of research methodology concerning a research problem or study.
The project is a study where focus is on the following points:
Types of outlet
Sr. No.
1
2
3
Sales
Convenience shop
Groceries shop
Eaters
Page 41
No. of Outlets
64
160
26
MARKET SHARE
Product
% Share
Page 42
Pepsi-Cola
42%
Coca-Cola
51%
Others
7%
Total
100%
Interpretation : There is dominancy of Coca-Cola in the soft drinks market. Pepsi is its
chief competitor.
Page 43
% Share
One Crates
57.78
Two Crates
18.67
Three Crates
12.44
Interpretation : Huge amount of retailers sale 1 crate per day and goes on decreasing with
increasing number of crates sales per day, which is clearly depicted by above graph.
Page 44
Product
% Share
Pepsi-Cola
42%
Coca-cola
51%
Others
7%
Totals
100%
COOLING EQUIPMENT
Page 45
VISICOOLERS
Company
Qty.
%age
Pepsi
86
34.45
Coca-Cola
132
60.55
Own
00
00
Interpretation : Pepsis visi coolers with retailers is in quit dooming situation. the visi
cooler hold of Coca-Cola is far more dominating as depicted by above graph.
FRIDGE
Company
Qty.
%age
Page 46
Pepsi
02
2.53
Coca-Cola
12
15.19
Own
65
82.28
MEDIA
TELEVISION
AGAZINES/NEWSPAPER
S
DISPLAY BOARD
WALL
PAINTINGES/HOLDING
OTHER
%AGE
65%
10%
15%
10%
5%
Page 47
Page 48
SERVEY METHODOLOGY
This research involved a study, which was descriptive as well as explorative in nature it
basically aims at gathering data about how the Pepsi scheme playing in mind of
shopkeepers consumer.
1. Primary data
2. Secondary data
1. Primary data collection:Primary data can be collected by three methods.
(a) Observation
(b) experiment
(c) Survey
But there, only surveys method of data collection is preferred which is very suitable to
reach the researcher motto.
Page 49
Sampling unit: The retailer of grocery shop, general store, betel shop, and
medicine store was selected from different place of Patna.
Sampling method:
Data were collect by retailer survey. The retailer is directly
contacted and interviewed qt there retail counter.
SWOT ANALYSIS
Page 50
STRENGTHS
OPPORTUNITIES
1. Wide market.
2. Good rural market.
3. Direct distribution.
THREATS
1. Stiff competition.
2. Illegal distribution done by some distributers.
Page 51
CHAPTER-IV
1) Yes
2) No
Page 52
Yes
No
70
30
Cola
Orange
Lemon
Others
Page 53
Cola
Orange
Lemon
Other
30
20
30
10
Pepsi
Thums up
Coco-cola
Page 54
Pepsi
Thums up
Coca-cola
54
30
16
Miranda
Fanta
Page 55
Fanta
Miranda
35
65
Dew
Nimbooz
Limca
7up
Sprite
Page 56
Dew
Nimbooz
Limca
7up
Spite
35
28
12
20
Taste
More Gas
Refreshing
Page 57
Advertisement
40
35
30
25
20
Taste
More Gas
21
37
15
Refreshing37
26
Advertisement
16
26
Q7. On which occasions21
you normally have soft drinks?
10
At Parties
Market
Cinema Hall
School/Colleges
Taste
More Gas
Page 58
Refreshing
At Party
Market
Cinema Hall
10
52
Yes
No
Page 59
School/Colleg
e
33
36%
Yes
No
64%
36%
64%
Yes
No
Page 60
60
50
40
30
Yes
20
No
57%
43%
10
0
Yes
Page 61
No
More capacity
Reusable
70
22
Page 62
Pepsi
52%
Coca-Cola/Thumsup
Others
40%
63
Sprite
7up
62%
38%
64
Miranda
Fanta
65%
35%
65
90
80
70
60
50
40
30
7up/Lemon
17%
20
Limca
83%
10
0
7up/lemon
66
limca
Slice
Mazza
54%
46%
67
Aquafina
Kinley
45%
55%
68
CONCLUSION
The business of Soft Drink industry is significantly based upon the impulse
buying, so it is very necessary to Merchandise products of PEPSI efficiently
and present them in such a manner so that it can motivate the consumer and
generate a thirst in consumer to consummate it.
Though, PEPSI has a strong position in NOIDA with the support of its
efficient distribution network, aggressive marketing efforts and advertisements
along with attractive schemes but there still exists potential market in Ghaziabad
to be exploited and a suitable Weak Area Programme or the Strong Area
Programme has to be formulated to improve its market share depending upon the
area under consideration.
Soft drink businesss behavior is not governed by brand loyalty so the
emphasis is not only on creating the market but also on retaining it. The
69
availability of the right brand and flavor pack, at the right place, at the right time
is a key for winning the customer in soft drink business. Keeping these facts in
mind it becomes very important to treat the retailers with concern and satisfy them
by
various measures and so that they are loyal towards PEPSI. Public relation
is also critically important in this industry.
FINDING
70
THE
PEPSICO
PRODUCTS
PEPSI
AND
THE
COCA-COLA
71
THE NEW PRODUCT OF PEPSI, MINUTE MAID HAS A BIG FLOP IN THE
NOIDA CITY.
THE COMPANY HAS INTRODUCED A 1.25 LTR PACK FOR THE LOWER
CLASS FAMILY.
THE STORE IS CATEGORISED ON THE BASIS OF THEIR, IT MEANS
DIAMOND, GOLD, SILVER.
IN THE CASE OF THE SCHEME COCA-COLA IS PROVIDING MORE
SCHEMES THAN THE PEPSI.
RETAILERS DO NOT GET THE COMPANYS ACTUAL SCHEME.
SOME AGENCIES MAKE FAKE BILLS BY WHICH THEY TRY TO EARN
PROFIT WHILE IT IS ILLEGAL.
PRODUCTS ARE SOLD OUT OF ARES BY DISTRIBUTOR TO SAVE THE
SCHEMES.
IF RETAILERS COMPLAINTS REGARDING DISCOUNTING & TRADE
SCHEME THAN HE IS NOT RESPONDED PROPERLY.
DISTRIBUTORS HAVE NOT MAINTAINED PROPER STOCK SO THAT
RETAILERS DO NOT GET ALL THE PRODUCTS BY WHICH SALE,
DISCOUNTING & TRADE SCHEMES ARE EFFECTED.
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Suggestions
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The above study elicits the fact that sales department of NOIDA Beverages Pvt. Ltd.
Should introduce some changes in its marketing activities to make it more rational.
1. As the most of the dealers have complaints that the salesman does not tell them
about schemes. For this before launching any scheme company should advertise it
by distributing pamphlets to the dealers mentioning the period of the scheme &
time-to-time proper check is required.
2. Exclusive outlets are loosing because of irresponsible salesmen and their improper
behavior.
3. Grievances of dealers & consumers often do not reach to the concern authority.
4. The number of visicooler & signage should be increased.
5. The number of vans should be increased so that total outlets, might be covered
properly.
6. A healthy relationship should be developed by the companys executives with the
dealers.
7. Company should develop policy, so that the soft drinks are made available at all the
outlets during the peak seasons & not let the opportunity pass by.
8. Company Should make fridge available at maximum outlets, so the chilled soft
drinks could be provided to the customers, because in the soft drink market brand
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loyalty fails if chilled soft drink is not made available to the customers in spite the
customer goes in for any other brand, which is chilled.
9. New policy of the company should be introduced before the competitors launch
those policies.
10. Hoardings bills & wall paintings should be display in the inner part of urban areas
has more growth potential in terms of sales.
11. The distributors should keep literate & experienced salesman, because they can
convince to retailers easily and sold out product in the market.
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BIBLIOGRAPHY:
1. Malhotra, Naresh K. Marketing research and applied orientation, (2010), Prentice Hall,
New Delhi, Vol.5, pp.613-623, pp.468.
2. Kotler, Philip and Armstrong, Gary, Principles of marketing, Pearson Publication.
3. Robbins, Stephen P. Organizational Behavior, (2006), Pearson Publication.
Website:
1. http://www.scribd.com/doc/21528450/Pepsico-Final-Ppt
2.
http://www.scribd.com/doc/21528551/SURVEY-OF-VISI-PURITY-CHARGING
3.
www.rjcorp.in
4.
www.pepsiindia.com
5.
www.pepsizone.com
6.
http://www.ics.purdue.edu/~pbawa/421/pepsi%20cola%20pest%20case%20study.htm
CHAPTER -7 QUESTIONNAIRE
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( )
( )
(C) Eateries
( )
( )
(b)Coca Cola
( )
(c)Other
( )
(d)Mix
( )
( )
( )
(C) Both
( )
( )
(b)2 crate
( )
(c) 3 crate
( )
( )
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( )
(b) Coca-cola
( )
(c) both
( )
(d) no signage
( )
( )
(b)Coca-cola
( )
(c)Both
( )
(d)Own
( )
(e)Mixed
( )
Q7 Do you think that aggressive advertising further increase the sale volume ofof pepsi
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(a) Yes
(b) No
(Q)what kinds of promotional activities effect sales mostly
(a)free bottle scheme
(b)prize
(c)Discount rate
(d) other
Q9.Your recommendations for further sales mostly
________________________________________________________________________________
________________________________________________________________________________
_____________________________________
(Q)10. Any suggestion for batterment of pepsi.
_______________________________________________________________
Thank You.
REFERENCES
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