INTRODUCTION

Every year with the start of summers in India the real race to quench the thirst of the consumers begins in the soft drink beverages industry. Every year millions participate in it, either in the hot sun or sitting at home watching their, sipping the soft drink and watching the newly launched advertisements. Soft drinks manufacturers in India face a number of major problems, such as distribution difficulties. Access to the 500,000 villages is limited due to the poor road network. Inconsistent tax policies, the prevalence of duplicates, hefty packaging costs and India's seasonal nature are other factors holding back growth. As the every New Year approaching the two of the largest soft drink giants in India Pepsi and Coca-Cola start experiments with products, packages, flavors and prices in an effort to boost their market share. For this the biggies make huge investments in terms of advertising, setting up new and more productive and modernized plants, improving the distribution network to get better reach to the end consumer. One of the areas where these companies are making huge investments is merchandising. This is the area where companies try to get the maximum display in the consumers eyes at the retailers shop through refrigerators, glow signboards, DPS boards, stands, posters, display bottles etc. But the question arises that weather these retailers are making the proper use of these material which the company is providing them. Are they using these materials to their optimum level in promoting the product of the company that has provided them the merchandising material? Is the company is getting the optimum results of the investments they are making in this area. I have tried to find out answers to the above questions in my research work, which I have conducted during my summer training during the partial fulfillment of my MBA programme. The report is as follows: -

RESEARCH METHODOLOGY

OBJECTIVES OF RESEARCH
1. Extent to which merchandising assets are being used by the retailers in promoting the brands. 2. Market demand of Pepsi vis--vis Coca-Cola and Thums up. 3. Market demand of Mirinda-O vis--vis Fanta 4. Market demand of Mirinda-L vis--vis Limca, Mountain dew, Citra and 7up 5. Market demand of Slice vis--vis Maaza. 6. Market comparison of all the available brands of the soft drinks in the market. 7. Brands/ Pack availability of Coca-cola and its brands vis--vis Pepsi and its brands.

Research Design:
The nature of the study was Descriptive and Exploratory in nature. It is Exploratory in the sense that the broad and vague problem is broken into smaller, more precise sub problem statement in the form of a specific hypothesis for further research. It is Descriptive in the sense that the study aims at describing buying behavior of consumers of jeans with respect to age, sex, occupation etc. It is guided by the initial hypothesis.

Data Collection Methods:

The required data for the study being undertaken was collected through both secondary sources.

Primary data:
It was collected by the means of : Questionnaires (a sample of the same is given in the appendix) Customer interviews (Structured). Interviews with Bank Employees.

Secondary data:
It was collected by the means of : Catalogues Magazines Brochures Newspapers Internet

EXECUTIVE SUMMARY
This project is performed during the summer Training. A great deal of effort has been put on in preparing the question form, so that we can extract out not just one thing but many things out of the market.

A Brief Description of the Findings

Extent to which merchandising assets are being used by the retailers in promoting the brands: For this retailer who is having DPS Boards / GSB and other display material like stands, posters etc. were selected. Display material on the retailers shop was given rank between 1, 2 and 3 according to their visibility. If the DPS Boards / GSB and other display material were found visible at first sight than they have been ranked '1st', if they were found visible at second sight than they have been ranked '2nd' otherwise '3rd'.In the similar fashion ranks were allotted to the refrigerators on the retailers shop. Best efforts were put on while entering each shop by cool mind and ranking the display material properly, in some cases where it was difficult to keep patience and cool, help from some consumers found nearby pursued, they were asked about the visibility of the display material. Another thing what has been done in some cases where GSB's were one of the display material was that these shops were even visited during the evening hours when the sunsets down. In these cases some glaring facts were found. (Areas which were looking as the monopoly markets of Coca-Cola because of its Red-color, they were looking captured by Pepsi during the evening because of the GSB's. I have also tried to find out what are the difficulties retailers are facing on using these brands up to 100% of their strength. Market demand of each of Pepsis product vis--vis to their competitor flavours in CocaCola's artillery: For this retailers were asked about the market demand of the different brands and they have been asked to rank the brands with respect to their competitive flavors. In this also some glaring facts came out like no lemon brand exists in front of Pepsi. Our Mountain dew which we were thinking that it will complete Limca, actually it is garbing the Coca-Cola's Citras market and Pepsis, 7up's market. In cases of Mirinda (O) and Coca-Cola's Fanta, Mirindas market is going up day by day. In case of mango drinks Slice even after so late entrance now quickly picking up the market of Maaza. Not only this from the day Tetra Slice has entered the market it is also capturing the market of Frooti. In case of Aquafina, Coca-Cola's Kinley stands no where but brands which are competing with kit are Paras, Bislari, and Kingfisher. 4

Market comparison of all the available pickings of the soft drinks in the market
In the market this study is done to find out that on which packing company should concentrate more. From the day company has introduced its 200ml packs; Pepsi has become more reachable to the lowers income grade consumers like Riksha-pullars and others.

Brands/ Pack availability of Coca-cola and its brands vis--vis Pepsi and its brands
For this study retailers were asked that how many bottles they are having in their fridge and how many of them are of the brand whose fridge they are having and what the capacity of their fridge. In spite of these findings I have worked on some other things like retailers expectations from the company. I tried to find out how the company can increase the sales. In the answer to this some funny recommendations also came up (some consumers recommended that Pepsi should change the percentage of the sweetening content of its cola drinks). Secondly I tried to find out what are the problems they are facing in promoting Pepsi sales.

COMPANY PROFILE
VISION OF THE COMPANY
Satisfying the end consumer, and provide value to each penny he is spending in buying cold drink.

MISSION OF THE COMPANY

To provide quality soft drink to the consumer or market.

PEARL BEVERAGES INDIA LTD (DBL)

PEARL BEVERAGES INDIA LTD is a Bottling Plant of Pepsi Cola Brands. Today, DBL is the top position holding company among the soft drink companies in India. Its registered office is located in New Delhi and corporate office at Noida. It is a Franchise company of PepsiCo India holding. Its a R.K.JAIPURIA GROUP COMPANY. The group is a largely diversified rising group having interest in Soft Drink Bottling, Restaurant chains under the Brand name of Pizza Hut and Tricona ice cream manufacturing, power project, Radio F.M. Channel, Export and many other projects. It is having Pepsi Bottling Plants in various places of India as well as out of India. It is on the rising path under and the wisdom guidance of its chairman Mr. R.K.JAIPURIA. The main aim of PBL Greater Noida plant is to provide soft drink to the people of India, which is helpful in keeping them refresh and to provide full satisfaction to the end consumers. And most important, through a range of customer relevant product manufactured with care and quality in a fully hygiene environment. The DBL plant was established in the year 1995 in Greater Noida. It was the first plant to start its operation in the Greater Noida Industrial Development Area. Greater Noida Industrial Development Authority has awarded and given early production incentive for being starting and competing the project very first in Greater Noida. The company mainly operates the Bottling and marketing of Pepsi Cola Brand. Its product brands are Pepsi, Miranda-Orange, Mirinda-Lemon, Slice, 7-up, Evervess Soda. Its marketing Network is spread in Western-UP, Haryana, Rajastan, Delhi and Uttaranchal. PBL has secured always-top position in its best quality and marketing. Mr.R.K.JAIPURIA, who is the chairman of this company, already received various award for the best quality and marketing. He has also been awarded for good quality and marketing in South Asia with EXCELLANCY AWARD by Mr. GEORGE BUSH, former president of U.S.A. in 1998.

PEPSI CO. AT A GLANCE

PepsiCo is a world leader in convenient foods and beverages, with revenues of about $25 billion and over 142,000 employees. The company consists of the snack businesses of FritoLay North America and Frito-Lay International; the beverage businesses of Pepsi-Cola North America, Gatorade/Tropicana North America and PepsiCo Beverages International; and Quaker Foods North America, manufacturer and marketer of ready-to-eat cereals and other food products. PepsiCo brands are available in nearly 200 countries and territories. Many of PepsiCo's brand names are over 100-years-old, but the corporation is 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. PepsiCos success is the result of superior products, high standards of performance, distinctive competitive strategies and the high integrity of our people. Our mission is to be the world's premier consumer products company focused on convenience foods and beverages. We seek to produce healthy financial rewards to investors as we provide opportunities for growth and enrichment to our employees, our business partners and the communities in which we operate. And in everything we do, we strive for honesty, fairness and integrity.

SHAREHOLDERS
PepsiCo (symbol: PEP) shares are traded principally on the New York Stock Exchange in the United States. The company is also listed on the Amsterdam, Chicago, Swiss and Tokyo stock exchanges. PepsiCo has consistently paid cash dividends since the corporation was founded.

CORPORATE CITIZENSHIP
PepsiCo believes that as a corporate citizen, it has a responsibility to contribute to the quality of life in our communities. This philosophy is put into action through support of social agencies, projects and programs. The scope of this support is extensive ranging from sponsorship of local programs and support of employee volunteer activities, to contributions of time, talent and funds to programs of national impact. Each division is responsible for its own giving program. Corporate giving is focused on giving where PepsiCo employees volunteer.

PEPSI CO. HEADQUARTERS

PepsiCo World Headquarters is located in Purchase, New York, approximately 45 minutes from New York City. Edward Durrell Stone, one of Americas foremost architects, designed the seven building headquarters complex. The building occupies 10 acres of a 144-acre complex that includes the Donald M. Kendall Sculpture Gardens, a world acclaimed sculpture collection in a garden setting.

Masters such as Auguste Rodin, Henri Laurens, Henry Moore, Alexander Calder, Alberto Giacometti, Arnaldo Pomodoro and Claes Oldenberg focus the collection of works on major twentieth century art, and features works. The gardens were originally designed by the world famous garden planner, Russell Page, and have been extended by Franois Goffinet. The grounds are open to the public, and a visitor's booth is in operation during the spring and summer.

ACHIEVEMENTS IN RECENT PAST 2006 Forbes names PepsiCo one of the Platinum 400, "The Best Big Companies in America." Frito-Lay introduces Go Snacks, canisters that truly go anywhere. Gatorade introduces new Gatorade ICE subline in three flavors- Orange, Lime and Strawberry. Tropicana Pure Premium announces sponsorship of Disney's award-winning show The Lion King. New Tropicana Smoothies brand awarded The American Taste Award of Excellence for all four flavors by American Tasting Institute. Tropicana Pure Premium introduces 14-oz. single-serve re-salable bottle you can take with you for the on-the-go- consumers. PepsiCo to be national sponsor of two-year tour of the Smithsonian Institute traveling exhibition of "In the Spirit of Martin: The Living Legacy of Dr. Martin Luther King Jr." Diet Pepsi has a new look. PepsiCo is ranked #1 in the Consumer Products Beverage category of Fortune Magazines Most Admired Companies. PepsiCo was named "Company of the Year" by trade publication Beverage Industry. "Mr. Green," a green-tinted carbonated soft drink with caffeine and ginseng, is launched under SoBes New Age beverage line in April. The North American Coffee Partnership (NACP), a joint venture between Starbucks Coffee Company and PepsiCo, Inc. introduces Starbucks DoubleShot. Quaker Oatmeal this year celebrates the 125th anniversary of the nations numberone-choice for a nutritious, hot breakfast cereal.

Gatorade turns 35. It was created in 1960s to help performance of Florida Gators football team and now is the leading sport drink. New line of Gatorade brand drinks, Xtremo, comes in three new flavors Mango, Tropical and Citrico. PepsiCo and Kenneth Cooper, M.D., M.P.H., of Cooper Concepts Inc. (CCI), a division of the renowned Cooper Aerobics Center in Dallas, TX enters into an agreement to promote nutrition, fitness and wellness. Dole Beverages enters chilled orange juice business as it launches five new flavors and packages. PepsiCo is extending its brand with a blue variation of Pepsi. Called Pepsi Blue, a berry-flavored cola, will debut in August. PepsiCo recognized by DiversityInc. The company ranks #19 on second annual list of Top 50 Companies for Diversity in 2001 and number-seven on the Top-10 list of Companies for Supplier Diversity. FORTUNE magazine names PepsiCo to its list of "Best Company for Minorities." Aquafina debuts new line of great-tasting enhanced waters. Aquafina Essentials target active, health-conscious adults in four lightly sweetened varieties including B-Power, Calcium+, Daily C and Multi-V in 20-oz. bottles. Worth Magazine (June 2002) names Steve Reinemund among the Best CEOs for Investors. PepsiCo reorganizes to unite all North American beverage operations, including Pepsi-Cola, Tropicana and Gatorade, into one new division -- PepsiCo Beverages and Foods North America. PepsiCo announces $5 billion share repurchase program. Starbucks unveils white vanilla and coconut crme Frappuccino. Tropicana has new ad campaign for Tropicana Pure Premium Healthy Kids TV spots designed to capture the essence of childrens needs. Business Week lists Brand Pepsi as #45 among The 100 Top Brands. Galaxy Nutritional Foods launches Ultra Smoothies made with Tropicana juices. PepsiCo is named to Fortune magazines "50 Best Companies for Minorities." Womens Business Council-Southwest for supporting women-owned businesses named frito-Lay Corporation of the Year. PepsiCo is named to Latina Style magazines list of "The 50 Best Companies for Latinas to Work for in the U.S." PepsiCo publishes Health and Wellness Philosophy. (on pepsico.com) Frito-Lay announces it is eliminating trans fats from Doritos, Tostitos, and Cheetos. Frito-Lay announces plans to introduce Lays Reduced Fat chips and Cheetos Reduced Fat snacks.

Quakers Nutrition for Women team has developed a Food Guide Pyramid for Women as well as an online nutritional assessment. Gatorade announced it is strengthening its commitment to stock car racing by expanding its partnership with the International Speedway Corporation (ISC) and signing Jimmie Johnson & Ryan Newman part of the Gatorade driving team, joining Mark Martin & Matt Kenseth, whose contracts have been extended. Victory Lane at all ISC tracks will be renamed "Gatorade Victory Lane." Fortune names PepsiCo President and CFO, Indra Nooyi, among the most powerful businesswomen in the United States. PepsiCo consolidates its supplier diversity-purchasing program under the leadership of Bob Gonzalez, named as Vice President of Supplier Diversity. The Association of National Advertisers honors Pepsi-Cola North America with a Multicultural Excellence Award. PCNA and Sony Music Entertainment (SME) have entered into a promotional agreement spanning radio, television and retail. The campaign includes radio PepsiCo completes the acquisition of a majority stake in South Beach Beverage Co. PepsiCo announces a new joint venture will be formed in Egypt combining the salty snack operations of Chipsy, the current market leader, and Tasty Foods, which are owned by PepsiCo. PepsiCo launches Diversity@work, website. Pepsi-Cola Company launches Dole single-serve juices in vending machines, coolers and other retail outlets throughout the United States.

2005

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Mountain Dew announces a multiyear agreement with Evernham Motor sports to sponsor the crew of Atwood #19 Dodge Dealers Intrepid R/T race team on the 2001 NASCAR Winston Cup circuit. Pepsi-Colas flagship brand will have new tagline, "The Joy of Pepsi." Pepsi-Cola announces a multi-year agreement with Britney Spears as part of the "Joy of Pepsi" campaign. Pepsi will also co-sponsor Spears upcoming worldwide concert tour. Tropicana celebrates a company milestone 300 billion fresh oranges squeezed since the company began making countrys first ever mass distributed, not-fromconcentrate juice in 1947. The first Winston Cup race at NASCARs newest track, the Chicagoland Speedway will be the Tropicana 400 on July 15. Frito-Lay announces the launch of Cheetos Mystery Colorz Snacks, a cheesy new Cheetos product that magically turns color in your mouth. Tropicana introduces Smoothies. A natural juice-based product, smoothies combine fruit juices and non-fat yogurt into a smooth, filling drink that delivers nutrition, taste and convenience. On April 7, World Health Day, Tropicana sponsors The Tropicana Health Run in New Delhi, India, a benchmark event that drew 10,000 promising athletes and raised funds to fight AIDS. Pepsi-Cola launches the bold new Mountain Dew Code Red nationwide. It is Mountain Dews first line extension since the introduction of Diet Mountain Dew in 1988. PepsiCo is a sponsor of the Keep America Beautiful annual Great American Cleanup. The company provides posters with image of Iron Eyes Cody, the "Crying Indian." May 1 -PepsiCo shareholders overwhelmingly approve plan to merge with The Quaker Oats Company. May 2 The Board of Directors of PepsiCo, Inc. elected Steven S Reinemund chairman of the board and chief executive officer, succeeding Roger Enrico who will become vice chairman. The board also elected Indra K. Nooyi as a director and gave her the additional title of president of PepsiCo in addition to CFO. Frito-Lay introduces Lays Bistro Bistro Gourmet potato chips. 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. Tropicana Smoothies, a juice and yogurt drink, debut in test markets. 11

PepsiCo is on FORTUNE magazine's list of "Best Companies for Minorities." SLAM, the orange brand Mirinda, is launched in Italy. PepsiCo acquires Tasali Foods, Saudi Arabias leading snack company. On August 2, PepsiCo completes its merger with The Quaker Oats Company, creating a $25 billion food and beverage company focused on the rapidly growing consumer demand for convenience. PepsiCo introduces a new corporate logo. Following the September 11 tragic events of terrorist attacks; the PepsiCo Foundation donates $5 million in support of relief efforts. Tropicana Pure Premium Low Acid orange juice makes official debut at Tropicana 400. Diet Sierra Mist is Introduced. Pepsi kicks off online marketing with Yahoo. Soon after, Adweek Names Pepsis Premier of Britneys As on Yahoo! Best Online Event of 2001. PepsiCo wins the first multicultural awards competition held by the Association of National Advertisers. DiversityInc.com says Pepsi beats Coke in Diversity Cola Wars. Pepsi-Cola introduces Credit Card Vending.

2004

Pepsi-Cola launches new beverage line, FruitWorks, a five-flavor line of fruit drinks. Tropicanas Pure Premium Multivitamin juice voted "Best Product of the Year " in the Total Soft Drink and Juice category in France. Hallie Eisenberg, star of Pepsi commercials, receives Young Artist Special Achievement Award. 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. Liptons Iced Tea and Lipton Brisk sign three-year deal to become "Official Iced

12

Tea of the PGA Tour." Mountain Dew debuts new Spanish language commercial, "Arcade." Tropicana, in a joint venture with Galaxy Foods Co., will introduce an icy smoothie soy milk-and-fruit drink, made with juice, fruit puree along with soymilk and soy protein. PepsiCo, Inc. renewed agreement to sell Pepsi-Cola, Mountain Dew and other Pepsi beverages at Tricon Global Restaurants Inc.s US locations for 12 years. Aquafina brand bottled water becomes the best-selling brand of single-serve bottled water in US retail channels. Pepsi donates $100,000 to Michael J. Fox Foundation for Parkinsons Research. The actor has appeared in the Award Winning Diet Pepsi commercial "Apartment 10G." The PepsiCo Foundation has endowed a $200,000 fellowship fund at Harvard in the name of the late Pepsi-Cola executive Naylor Fitzhugh. FORTUNE magazine names PepsiCo one of Americas "50 Best Companies for Minorities." PepsiCo presents Leadership gift of $500,000 to Urban League Breakthrough! Campaign. PepsiStuff.com, a web site for merchandise, discounts and digital music files from biggest names in movies, music, video games, apparel and sports is launched in joint promotion with Yahoo. Global Finance magazine names PepsiCo to its list of The Worlds Best Global Companies. Pepsi teams up with Yahoo! in a Spanish back-to-school contest called "Tu Sabor, Tu Futuro" ("Your Taste, Your Future"). Nationwide contest offers opportunities to win $10,000 college scholarships. Minority MBA magazine names PepsiCo one of "Ten Top Companies for Minority MBAs". Dawn Hudson, senior vice-president, strategy and marketing for Pepsi-Cola North America, ranked among 50 most powerful people in marketing by Ad Age. Pepsi-Cola launches "Sierra Mist" a caffeine-free, lemon/lime soda. FORTUNE magazine names Indra Nooyi, PepsiCo Inc.s CFO as one of "The 50 Most Powerful Women in Business." The North American Coffee Partnership launched Caramel-flavored bottled Frappuccino Coffee Drink the sixth flavor addition to its popular line of ready-to13

drink coffee. PepsiCo, Inc. reaches agreement to acquire a majority stake in South Beach Beverage Company, whose highly innovative SoBe brand has made it one of industrys most successful companies. Pepsi-Cola Co.s program to assist music education in schools, called "Share the Joy with Music," is in stores nationwide. PepsiCo announces $4 billion share repurchase program. PepsiCo, Inc. and The Quaker Oats Company reached an agreement to merge. PepsiCo, Inc. rescinds share repurchase program.

ORGANISATION STRUCTURE IN TERMS OF INPUTS CONVERSION PROCESS AND OUTPUT Following chart shows the basic organisation structure and the basic conversion process of the inputs (sugar, raw water, C.S.D. syrup) To the output (non- alcoholic beverages).

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Process chart
SUGAR SYRUP AS PER FORMULATION SLICE ORANGE

SUGAR SYRUP AS PER FORMULATION SLICE MANGO SET BRIX & VOLUME

TRANSFER TO BLENDING TANK

ADD SALTS

SUGAR DUMPING UNIT

CHECK TA & ADD

ADD FLAV OUR &

STERILISING FOR TETRA

ADD PULP

RAW SYRUP TANK 7.5 KL 1st

RAW SYRUP TANK 7.5 KL 2nd PRE COAT TANK HOMOGENISE AT 220BAR

CITRUS PECTIN

DISC FILTER 1st

DISC FILTER 21st

BEVERAGE HOLDING TANK

PESTEURISING UNDER GLASS

BOTTLES FROM WASHER

HOT WATER
CASE INVERTER PROPOSED PRESENTLY MANUAL

FILING & CROWNING

FILTER PRESS

AMBIENT COOLING IN WAREHOUSE

DATE CODING

PLATE HEAT EXCHANGER

SLICE SYRUP ROOM CSD SYRUP ROOM TBA 9 FILLING MACHINE WARE HOUSE

SHRINK WRAPING

MUTI SHRINK

CO2 BLAX R.O.WAT ER CARB O

CASE PACKER FILLING & CROWNING

STRAW APPLICATIO N

FLOW CHART OF MANPOWER ON THE PROCESSING OF SOFT DRINKS

Following chart give the brief description of the manpower employed at the Plant and job requirement at one continuous flow assembly line.

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Shipping centre Pre inspection Uncaser

Breakage point

{Loading of empty crates on the conveyer belt.} {Removal of straw pipe, other brands.} (2persons) {Removal of dirty, wooden matter} (2persons) {Removal of breakage bottles} (1person) {Proper feeding of the bottles} (4persons) {Maintaining proper moving of bottles on the Conveyer belt.}(1person) {Removal of bottles not properly washed} (2persons) {Automatic filling crowning of the filled {Bottles}(1persons)

Feeding end Discharging end

Empty light inspection

Filler

Final light inspection

[Packing of 24 bottles in crates.]

Case packer

PROCESS DESIGN / PRODUCT LIFE CYCLE Following chart describe the whole operation carried out. (First empty bottles are collected from the markets and then collected at the Plant, then operations are carried out according to the flowchart 2 and then from the shipping center refilled bottles are again sanded to the market). MARKET 1 MARKET 2 MARKET 3 16 MARKET 4

DEVYANI BEVERAGES LTD. CONVEYER BELT 1 CONVEYER BELT 2 CONVEYER BELT 3 CONVEYER BELT 4 TETRA SLICE (AS IN FLOW CHART 1)
Breakage point

Pre inspection light

Uncaser

Empty light inspection

Discharging end

Feeding end

Filler

Final light inspection

Case packer

SHIPPING CENTRE

MARKET 1

MARKET 2

MARKET 3

MARKET 4

SWOT ANALYSIS STRENGTHS

1. Company belongs to the FMCG sector so the demand will never die. 2. A large and strong distribution network. (In comparison to the other competitive brand Pepsi is having better reach to the market.) 3. Professional and dedicated manpower. (Starting from the higher-level management to the sales-man Pepsis employees is having great degree of dedication and professional 17

attitude towards selling the products. On the other hand companies operational staff always try their maximum strength to meet the demand and utilize the recourses to maximum.) 4. More emphasis on market penetration. (Companies efforts of providing the Pepsi and other products to the customers doorstep are working vis--vis wherever the transportation is not possible dealers are appointed.) 5. In comparison to Coca-Colas red color, which is brighter and have more visibility Pepsis blue color provide sense of relax ness in the bright sunny day. 6. In the rural areas and outskirts of the city where there is maximum population is illiterate, Pepsi is having an edge. (As compared to Coca-Cola, pronouncing Pepsi is lot more easy reason for more demand of the Pepsi and its brands.) 7. More popularity among the kids and female youth. (Because of the sweetened taste Pepsi and its other brands attracts the kids and female more. Mirinda is found more popular among kids.). 8. Retain ability of the T.V. advertisements of Pepsi is far more in comparison to CocaCola. (Pepsis T.V. advertisement in which Sachin Tendulkar whistles at the end has maximum retain ability. Other than this world cup 2003 advertisement campaign that comprises of Sachin Tendulkar, Shane Warne and Carl Hooper, advertisement campaign which compraises of Amitabh Bachan, Karina Kapoor and Adnan Sami and latest advertisements of Pepsi and Mountain Dew (Do the Dew) are very famous. On the other hand Coca-Colas advertisement campaign of thanda matlab Coca-Cola and Amir Khans five rupees add have the maximum retainability.

WEAKNESS
1. Coca-Colas red color has more visibility than Pepsis blue color. (Because of the bright color of Coca-Cola it is more visible even from the distance as compared to Pepsi) 2. Pepsis sinages are far more scattered as compared to Coca-Cola. (Because of this at some places it looks that the market is captured by Coca-Cola.). 3. Low plant capacity because of which company is not able to meet its demand during the peak season. (Devyani Beverages India Ltd., Pepsis Greater Noida plant has one continuous assembly line for preparing tetra and four continuous assembly lines which are filling around 15,000 bottle/day, which is insufficient to complete the demand during the peak seasons.). 4. Lesser plant utilization during the off-peak seasons. (During the winter season as the demand is very low, plant and resource utilization goes down.) 5. Lack of automaton in the administrative department in the plant, which results in wastage of time and sometimes in resources also.

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OPPORTUNITIES
1. Demand is more than the production. (Because of the heat the demand of the soft drink raised drastically which is the good opportunity for the company a the rival brands are also finding it difficult to complete the demand. Therefore PepsiCo. has to increase the production.)

2. In the rural areas PepsiCos distribution network is far stronger vis--vis to any of the competitor. Therefore it is viable to make it more stronger, as this can restrict the entry of the other brands in the rural market. 3. Kids demand for the Mirinda more as compared to any other orange flavor soft drink brand. 4. With the launch of slice tetra PepsiCo has entered in to one more segment o soft drink beverages, which was more or less captured by the Frooti till now.

THREATS
1. Not able to meet the market demand during the peak season. (As the plant capacity is very low the company is not able to meet the existing demand during the peak seasons). 2. Pepsi is not picking up the empty bottles of Coca-Cola on the other hand Coca-Cola is exchanging the Pepsis empty bottles with the filled bottles of Coca-Cola. (This is hitting the Pepsi in two ways, firstly our bottles are getting tucked with the Coca-Cola and creating shortage of empty bottles of Pepsi in the market, and secondly when our salesman goes to distribute the re-filled bottles in the market, he tends to meet with the lack of sales at the end of the day despite of the increasing demand because wherever he goes he found the empty bottles of Coca-Cola everywhere which he is asked not to picked up. 3. There is lot of complaints are coming up about the impurities or leakage of gas or leakage of carbonated water. (Within the last 30 days I met around 50 such complaints because of which retailers were very angry with the company). 4. Some of the filling equipments in the plant are quite old which one of the reasons for low production is. 5. There is no proper policy of distributing the merchandising assets of the company to the retailers. (Many of the retailers have so many things though their sales are low but few of them dont have anything inspite of large sales.).

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MARKETING MIX
This club is for the retailers. In this approach retailers are given some points once in a month depending upon how they are using the display material provided by the company to them. This material consists of Fridges, DPS Boards, Glow Sign Boards, Display Bottles (500ml. 1lt. 2lt, Commodity Packs, Stands, Posters etc. Depending upon these points retailers are rewarded by certain gifts from the company. The retailers are participating in these schemes very curiously. But few of the retailers found furious and angry because they had lost the points because of miscommunication or lack of guidance. Therefore they needed some kind of guidance from the company. It would be a better idea that our salesman who are distributing the beverages to the retailers can be equipped by the appropriate training so that he can guide the retailers about how to use their display material to 100% of their strength and able to tell about the new schemes convincingly.

SCHEMES
Pepsi Beverages India comes out with the schemes on their different products many times in the year. Most of these schemes are made to benefit the retailers. Some of the schemes are as follows: 1 bottle of 2lt. free with one 2lt bottle pack. 1 bottle of 1lt. free with one 1lt bottle pack. 2 bottles of 500ml free with one 500ml bottle pack. 3 bottles of Pepsi Blue 500ml free with one 500ml bottle pack of Pepsi Blue. 12 tetra packets of tetra slice orange free with one tetra pack of slice orange. 6 tetra packets of tetra slice mango free with one tetra pack of slice mango. 6 bottles of Aquafina free with one pack of Aquafina. 61 bottle of Aquafina free with one 2lt bottle pack.

These schemes keep on changing depending upon the stock. Beverages companies are giving these schemes despite of acute shortage of soft drink in every segment to meet the competition, to make sure the availability their brands and sometimes to satisfy and benefit the retailers and the end consumers.

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ADVERTISING
Through the consumers survey it has been proved that the T.V. commercials and sinages affect the consumer buying behaviour by approximately 70%. May be therefore only PepsiCo is investing huge finances in the T.V. commercials and other sinages, big names of Indian film industries and sports heros are being proposed to become the brand promoters and brand ambassadors. Sachin Tendulkar, Amitabh Bachhan, Karina Kapoor and more are being offered huge amount for carrying out the promotions. Pepsis T.V. advertisement in which Sachin Tendulkar whistles at the end has maximum recall value. Other than this world cup 2003 advertisement campaign that comprises of Sachin Tendulkar, Shane Warne and Carl Hooper, advertisement campaign which compraises of Amitabh Bachan, Karina Kapoor and Adnan Sami and latest advertisements of Pepsi and Mountain Dew (Do the Dew) are very famous. Few of the areas through which advertising is being done are as follows: Television commercials Posters DPS boards Glow Sign boards Date calendars Cinema hall tickets Radio commercial

22

PROMOTION THROUGH RESTAURANTS AND CINEMA HALL HOLDINGS

Pepsico is tying up with different chains of restaurants and fast food centers like Pizza Hut to promote the Pepsi and its other brands like Mirinda, Mountain Dew etc. these restaurants are authorised to keep and use the merchandising assets of Pepsi. Usually these kinds of restaurants and fast food chains are in contract with the PepsiCo, so that they cannot promote any other brand. In return of promoting the Pepsi either they get some share of profit from PepsiCo or some other kind of benefits from Pepsi.

MERCHANDISING ASSETS
PepsiCo also try to promote their brands by providing their retailers and dealers some display items. Some of such items are as follows: 1. Fridges 2. Pepsi/mountain due stands 3. Display bottles 4. Posters PepsiCo provide the above things to the retailers to use them in promoting companies brands and products, and provide refrigerators to the retailers in the hope that these retailers only use these assets in promoting the PepsiCos products and they will chill the PepsiCos products so that its products will always be available to the end consumers. But it is not true in most of the cases. Retailers usually use the merchandising asset of one company in such a way that it benefits another company. Sometime they do it unknowingly and sometimes they do it knowingly and sometimes they do it because of the deficiencies of the company itself. These deficiencies are as follows: 1. Irregularity of the salesman to the retailers shop. 2. Shortage of the different products and different packages. 3. Sometimes because of the rude behavior of the salesman.

STRENGTHEN DISTRIBUTION NETWORK AND PROMOTIONS THROUGH WORD OF MOUTH THROUGH SALES MAN.
Unlike the rival brand Coca-Cola, PepsiCo. Basically depends upon its sales man for promoting and launching the new as well as old brands because instead of doing the business through dealers network like Coca-Cola, PepsiCo believes in making and maintaining relations with retailers directly. Therefore salesman is the very important part of PepsiCo marketing strategy.

23

SCOPE
No. Of outlets covered: - 173 Area Covered: - DELHI (NORTH ZONE) Procedure: Around twenty selected shops were visited and surveyed in one day on one route. One questionnaire (attached in the annexure) was distributed to each retailer. After getting filled the questionnaire, retailers were asked about the description of the problems they are facing regarding buying / storing / selling of soft drinks / Mineral water.

24

FIGURE 1
Out of Coca-Cola and Pepsi Beverages India Limited whose GSB do you have ?

PBI 11% Coca-Cola 14% Both 5% None 70% PBI Coca-Cola Both None

Out of the sample size which has been covered only 11 % of the shops had Pepsis GSBs vis a vis to 14 % of Coca-Colas GSBs. 14 % of the sample size had the GSBs of both the major players of the soft drink industry. 70% of the sample size didnt have any of the GSBs displayed.

25

FIGURE 2
Ranking according to visibility - Pepsi ? Ranking according to visibility - Coca Cola ?

14%

13%

14%

Rank 1 Rank 2 Rank 3 38% 72% 49%

Rank 1 Rank 2 Rank 3

72% of the shops having PepsiCo GSBs got the rank 1st according to their visibility status on the other hand only 14% of the retailers got the ranks 2nd and 3rd each. This shows that retailers who got the GSB as display material from the company are using them satisfyingly. 49% of the shops having Coca-Cola GSBs got the rank 1st according to their visibility status on the other hand 38% of the retailers got the rank 2nd and only 13% of the retailers got the rank 3rd. This shows that in comparison to Coca-Cola, PepsiCos GSB are being used in more proper way.

26

FIGURE 3
Out of Coca-Cola and Pepsi Beverages India Limited whose DPS Board do you have ?

PBI 27% PBI Coca-Cola None 62% Coca-Cola 8% Both 3% Both None

Out of the sample size which has been covered 27 % of the shops had Pepsis DPS Boards vis a vis to 8 % of Coca-Colas GBSs. 3 % of the sample size had the DPS Boards of both the major players of the soft drink industry. 62% of the sample size didnt have any of the DPS Boards displayed.

27

FIGURE 4
Ranking according to visibility - Pepsi ? Ranking according to visibility - Coca Cola ?

0% 18%

12%

Rank 1 Rank 2 Rank 3

18%

Rank 1 Rank 2 Rank 3 70%

82%

82% of the shops having PepsiCo DPS Boards got the rank 1st according to their visibility status on the other hand 18% of the retailers got the ranks 2nd and nobody got the 3rd. This shows that retailers who got the DPS Boards as display material from the company are using them satisfyingly. 70% of the shops having Coca-Cola DPS Boards got the rank 1st according to their visibility status on the other hand 18% of the retailers got the rank 2nd and only 12% of the retailers got the rank 3rd. This shows that in comparison to Coca-Cola, PepsiCos DPS Boards are being used in far more satisfyingly.

28

FIGURE 5

Out of Coca-Cola and Pepsi Beverages India Limited Whose Refrigerator do you have ?

Own 27%

PBI 32%

Both 11%

PBI Coca-Cola Both Own

Coca-Cola 30%

Out of the sample size, which has been covered 32 % of the shops, had Pepsis refrigerator vis a vis to 30 % of Coca-Colas refrigerator. This shows that percentage distribution of the refrigerator is almost equal for both the companies. 11 % of the sample size had the refrigerator of both the major players of the soft drink industry. 27% of the sample size didnt have any of the companys refrigerators; they are using their own refrigerators for the chilling purpose.

29

FIGURE 6
Ranking according to visibility - Pepsi ? Ranking according to visibility - Coca Cola ?

8%

0%

33% 24% Rank 1 Rank 2 Rank 3 68% 67% Rank 1 Rank 2 Rank 3

68% of the shops having PepsiCo refrigerators got the rank 1st according to their visibility status on the other hand only 24% of the retailers got the ranks 2nd and 8% of the retailers got the rank 3rd. This shows that retailers who got the refrigerators as display material from the company are not using them satisfyingly. Only 33% of the shops having Coca-Cola refrigerators got the rank 1st according to their visibility status on the other hand 67% of the retailers got the rank 2nd and none of the retailers got the rank 3rd. This shows that in comparison to Coca-Cola, PepsiCos refrigerators are being used in far more proper way.

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FIGURE 7

How many Bottles of PBI/ Coca-Cola do you have in your fridge

PBI, 4260 4500 4000 3500 3000 2500 2000 1500 1000 500 0 Coca-Cola, 3368 PBI Coca-Cola

PBI

Coca-Cola

31

FIGURE 8
Availabity Comparision between Pepsi and Coca-Cola at the Outlets - using Pepsi Merchandising Asset

Coca-Cola 44%

PBI 56%

PBI Coca-Cola

Figure 7 & 8
In the PepsiCos refrigerators 44% of the Coca-Cola bottles were found. This shows that PepsiCos refrigerators are not being used to optimum by the retailers in promoting PepsiCos products.

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FIGURE 9
Reasons for not optimum use of Refrigerator / Ice Box at outlets ?

Shortage 13% Other 36% Problem of the Empty bottle 17%

Shortage Problem of the Empty bottle Irregularity of the Salesman Other

Irregularity of the Salesman 34%

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FIGURE 10
Other Reasons for low optimum use of Pepsi's Assets

Others 11% promises from Unfulfilled the Company Representatives 22% Low Demand 34%

Low Demand Smaller Fridge Unfulfilled promises from the Company Representatives Others

Smaller Fridge 33%

Figure 9 & 10
While giving the reasons for not using the PepsiCos refrigerators 34% of the retailers blame it to the lack of regular services from the company (irregularity of the salesman), 17% of the retailers voted to the problem of the empty bottles of Pepsi Beverages India, 13% voted for the shortage of the different packing. Despite of all the above reasons a huge segment 36% blame it to different other reasons for below optimum use of refrigerators. Out of the 36% other major reasons low demand (33%) and lesser capacity refrigerators (34%) got the maximum share. Despite of all the above there are even major number of retailers who blame it to the unfulfilled promises from the company professionals.

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FIGURE 11

Approximate sale of the retailer 100 90 80 70 60 50 40 30 20 10 0 0.5 to 2 3 to 5 6 to 10 More Than 10

35

FIGURE 12
Approximate sale of the retailer

More Than 10 18%

0.5 to 2 8%

6 to 10 28%

3 to 5 46%

The sample size shows that maximum portion (around 46 %) of the retailers whose sale are between 3 to 5 crates daily and only 8 % are the ones who are selling less that two crates

36

FIGURE 13
How the retailler gets display material from the company ?
70 60 50 40 30 20 10 0 Schemes Gift Sharing / Draft Other

37

FIGURE 14
How the retailler gets display material from the company ?

Gift 40% Sharing / Draft 21%

Schemes 33%

Other 6%

The sample size gives us the brief idea about the pattern of distribution of merchandising assets by the companies. Most of the retailers (around 73%) are getting the display material through different schemes or as the gifts.

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FIGURE 15

Market Demand of different packings of Soft-Drinks

200ml 30%

2lt 26% 2lt 1lt 500ml 1lt 7% 300ml 23% 500ml 14% 300ml 200ml

This gives us an indication, where the better prospects lies. In which particular type of packing little innovation can do wonders. This provides us with an idea where we should concentrate. The sample size shows that there is huge demand of 2lt pack (26%) and 200ml bottles (30%). 300ml bottles with 23% shares the 3rd position and 500ml. Shares the 4th position of the demand total demand with the market demand of 14%

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FIGURE 16
Market Demand of Softdrink ( Cola )

500 400 300 200 100 0 Pepsi Coca-Cola Thums-up S1 Pepsi Coca-Cola Thums-up

40

FIGURE 17
Market Demand of Softdrink ( Cola )

Thums-up 24%

Pepsi 39%

Pepsi Coca-Cola Thums-up

Coca-Cola 37%

Sample size shows the comparison between the market demands of each of cola drink. Pepsi is on the top, shares the demand of 39% from the market. Coca-Cola seconds with the shares of the demand of 39% from the market beating Thums up with the remaining 24%

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FIGURE 18

Market Demand of Softdrink ( Orange )

290 280 270 260 250 240 Fanta, 285 Mirinda-O, 260 S1 Fanta

Mirinda-O

42

FIGURE 19
Market Demand of Softdrink ( Orange )

Mirinda-O 48% Fanta 52%

Figure 18 & 19
Sample size shows the comparison between the market demands of each of Orange drink. Mirinda and Fanta are almost head to head with 48% and 52% market demand. Though Fanta is having 4% more share than Mirinda Orange.

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FIGURE 20
Market Demand of Softdrink ( Lemon )

Citra 9%

7 Up 5%

Mirinda-L 27%

Mountain Dew 28% Limca 31%

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FIGURE 21
Market Demand of Softdrink ( Lemon )

1000 800 600 400 Mirinda-L, 735 200 0 Mirinda-L Limca Mountain Dew Limca, 865 Mountain Dew, 770 Citra, 235 Citra 7 Up, 123 7 Up S1

Sample size shows the comparison between the market demands of each of Lemon drinks available in the market Limca in the lemon flavour with the market demand share of 31% is beating all the giants. Pepsis two products Mirinda Lemon and Mountain Dew together with the market demand share of 55% are competing with the Limca. The new entrant to the market, Mountain Dew is gaining the market share more dynamically than its competitor brands. Citra and 7 Up are lacking behind with just the share of 14%.

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FIGURE 22

Market Demand of Softdrink ( Mango )

300 295 290 285 Slice Slice, 300 Mazza, 290 S1

Mazza

46

FIGURE 23
Market Demand of Softdrink ( Mango )

Mazza, 290 Slice, 300

Sample size shows the comparison between the market demands of each of Mango drinks available in the market Slice and Mazza is almost head to head with 48% and 52% market demand. Though Slice is having 2% more share than Mazza.

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COMPARISON OF PEPSI AND COKE

BASIS 1) Strategies used COKE PEPSI

Firstly, it reduced the price It followed that to catch new to Rs.5 for 200ml to attract consumer and to increase new customer with rural availability of product to market support by making satisfy demand which finally it available at the price of will lead to have in-depth Tea, Coffee etc. penetration in homes. Rs 1000 crore for capacity Rs 400 crore for capacity expansion and expansion and infrastructure. infrastructure. Thanda Matlab Coca Cola Yeh Dil Maange More Paach matlab Chota Coke -By Sachin Teldulkar as a Jo chaho ho jaaye coca cola Brand enjoy Ambassador - By Amir Khan as a Brand Ambassador Coca-Cola Thums-up Limca Fanta Chota Coke at Rs 5 Pepsi Mirinda 7-up Mountain Dew 500 ml Pepsi ( Diet Pepsi) Mountain Dew 2 liter PET Bottle

2) Investment

3) Advertising

4) Brand Range

5) New Launch

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PROBLEMS
There are many different reasons for the low rate of use of the merchandising assets of the company. But few of them are as follows: a. Shortages: - Usually during the peak season when the retailer require most their is shortage of different products and packing in the delivery van and in case their is no shortage, then there are still many places left where the delivery van is unable to reach. b. Empty Bottles: -Coca-Cola beverages India is picking up the empty bottles of beverages, which belong to PBI while PBI is not doing so. This is creating huge shortage of availability of PBI in the market, as at one side when PepsiCos salesman reach the retailers shops they dont find empty bottles of PBI so they cannot exchange the available bottles of Coca-Cola, on the other hand PepsiCos bottles are getting blocked. c. Irregularity Of The Salesman: - Sometime the salesman dont visit t each shops on their route regularly because of number of reasons There are too many shops on each route and it is quite difficult for him to entertain all shops properly. Sometimes he got out of stock of certain products, which are quite dynamic in the market. Sometimes because of the long routes he ran out of time because after 8 pm9pm shops are likely to get closed. d. Unfulfilled Promises Of The Company Professionals: - Sometimes retailers asks the salesman and company professionals which are visiting them for different merchandising assets about which these people cannot do anything but they make false promises to these retailers because of which retailers gets annoyed and try to reduce the sales of Pepsi and its products e. Fewer Visits Of The Company Professionals: - Number of visits, which Company professionals make to the market, is very less. Some retailers even complained that since the day they have started the business the havent seen anybody from the company f. Trust: - Number Of retailers found complaining about the salesman that they don't tell them about the schemes. In other words they do not have trust on the salesman.

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g. Schemes: - Many of the retailers found complaining about the schemes. Actually they found the schemes exiting but they are not guided or told about the schemes properly.

RECOMMENDATIONS
1. Company should do something to meet its demand in the market. Because there is acute shortage of Pepsi 2 Lt party pack and tin pack because of the shortage Pepsi is not even loosing the present market share but even providing way to the rivals. For this either plant size can be extended or some more production equipments can be installed. 2. Either Pepsi should start picking up the coca cola bottles and can exchange them with the coca cola later on or they must reach the market before the coca cola delivery van. 3. Since the market capacity is huge salesman needs time at every retailer to satisfy him and tell him about the different products, packaging, schemes etc. its quite difficult for him to visit every shop on his route everyday. Therefore, there is necessity to divide his route into two parts and increase the total number of routes. 4. Sometimes salesman for different routes keeps on changing very frequently (in a very short period). This should be prohibited because every sales man needs time to get adjusted to a particular route and even to know all the shops on the route. 5. A proper chart should be maintained on every day sales of each route depending on this route van should be shipped accordingly. So that the salesman must not get out of stock while on the route 6. Salesman is working for 15 to 16 hours regularly during the peak season at very low reimbursement, which may sometimes kills, his interest. Therefore there is need of fixing up his working hours. Delivery van should be ready when he comes into the depot in the morning. There should be different labor for shipping or de-shipping the delivery vans. 7. Company professions must not make the false promises about the merchandising assets with the retailers. These retailers must get the proper information and guidance about the company policies on the merchandising assets. So that there must be no frustration generated. 8. Though the GSBs and DPS Boards are being used by the retailers satisfyingly but still there is need of the guidance for the retailers. 9. Schemes should be transparent and made clear to the customers.

50

10. As maximum number of retailers are selling around 3 to 5 crates daily. Our schemes should be revolving around this percentage only. And while formatting the different schemes this should be kept in mind. 11. For this salesman can be provided with some kind of guidance/ training, so that they can clear the queries of the customers about the different schemes/ proposals 12. Retailer benefit schemes, which the company launches time by time during the whole year, must be made clear to all the retailers. 13. Customers can be informed about the schemes through the broachers. Broachers can be distributed to all the retailers for the schemes that are being launched once in a year. And for the daily schemes which get change on daily bases and which depends on the stock availability providing details about the day's schemes/ after a paper/ pamphlet on different products can be sticked to the delivery van signed by the TDM or ASM or anybody authorized. So that every retailer if needed/ required can verify himself about the daily schemes. 14. Company professionals should visit the field more regularly and they must try to visit every retailer at least once in a month. 15. A proper trust and relationship building process is required with the retailers, which need to be worked on. 16. Above figures shows the market demand comparison between the different products of all the flavors available in the market. Which show that we can gain market share through Pepsi. Mirinda- (O) and Mountain Dew. So we should concentrate more in completing the market demand of these products. 17. Above figures shows the market demand comparison between the different packs available in the market. Which show that we can gain market share through concentrating more on 2Lt. and 200ml. pickings. So we should concentrate more in completing the market demand of these packing 18. Other products and packing like Mirinda-L and 7 Up and 300 ml. Whose demand is going down require proper attention and strategy.

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CONCLUSION

After conducting the research I found that there are two categories of retailers. Out of the two first one is of those retailers, which just want to increase their assets, for them the sale doesnt matter according to them they can only increase the sale if the company will invest in them or in their shops. These types of retailers will only work for the company, which invest in them hugely. And if at any moment they found company has lost or lowered their interest in them they will again shift to other major player. Other kinds of retailers are those who are more bothered about working hard and build their reputation in the market. These types of retailers are using the merchandising assets to their optimum level. And sometimes if they are unable to do so its because of the irregularity of the salesman (when the salesman on the route gets changed) or because of the shortage of the different products/packing Their is requirement is of the continuous visit of the company professionals to these retailers. So that they can understand the market and suggest changes accordingly. Despite of all this salesman and other company professionals who visit these retailers must not do the false promises. Due to this retailers lose their confidence in the company. There is also the need of the transparent schemes and marketing mix that the retailers can understand more properly

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53

BIBLIOGRAPHY

INTERNET : 1. WWW.GOOGLE.COM 2. WWW.EN.WIKIPEDIA.ORG 3. WWW.PEPSI.COM MAGAZINES : 1. BUSNIESS TODAY 2. BUSNESS WEEK NEWSPAPER

54

ANNEXURE
QUESTIONNAIRE Name of the SHOP _______________________________ Tel No.__________________________ ADDRESS _________________________________________________________________________ 1 OUT OF COCA-COLA AND PEPSI BEVERAGES INDIA LIMITED WHOSE GSB DO YOU HAVE? A. PBI B COCA-COLA C BOTH RANKING ACCORDING TO VISIBILITY? 1 2 2 3 NONE

NONE

OUT OF COCA-COLA AND PEPSI BEVERAGES INDIA LIMITED WHOSE DPS BOARD DO YOU HAVE? A. PBI B COCA-COLA C BOTH RANKING ACCORDING TO VISIBILITY? 1 2 3

OUT OF COCA-COLA AND PEPSI BEVERAGES INDIA LIMITED WHOSE REFRIGERATOR DO YOU HAVE? A. PBI B COCA-COLA C BOTH RANKING ACCORDING TO VISIBILITY? 1 2 3

NONE

HOW MANY BOTTLES OF PBI DO YOU HAVE IN YOUR FRIDGE? PBI _____________________ TOTAL _______________________

WHAT ARE THE REASONS THAT YOU ARE NOT USING THE REFRIGERATOR / ICE BOX TO ITS FULL STRENGTH?
A. C

SHORTAGE IRREGULARITY OF THE SALESMAN

B D

EMPTY PROBLEM OTHER

APPROXIMATELY HOW MANY CRATES DO YOU SALE?

A.

0.5-2

3-5

6-10

MORE THAN 10

HOW DO YOU GET THE DISPLAY MATERIAL FROM THE COMPANY?

A.

SCHEMES

GIFT

SHARING / DRAFT

OTHER

PLEASE RANK THE FOLLOWING ACCORDING TO THE MARKET DEMAND? ( ) 2 LT. ( ) 1 LT ( ) 500 ML ( ) 300 ML ( ) 200 ML

PLEASE RANK THE FOLLOWING ACCORDING TO THE MARKET DEMAND?

A. B. C. D.

( ) PEPSI

( ) COCA-COLA ( ) THUMS-UP ( ) FANTA ( ) LIMCA ( ) MAAZA ( ) MOUNTAIN-DEW ( ) CITRA ( ) 7-UP

( ) MIRINDA-O ( ) MIRINDA L ( ) SLICE

55