A SUMMER TRAINING PROJECT REPORT

ON

Sales & Distribution and Comparitive analysis between PepsiCo & Coca-Cola Product offers
(A study of the cola product offers in the city of Allahabad- UP, India)

Submitted To Lloyd Institute of Management and Technology- Greater Noida- UP, for the partial fulfillment of the degree of Masters of Business Administration, from Mahamaya Technical University- NOIDA)
FACULTY GUIDE: DR. VIVEK KUMAR SUBMITTED BY ASHUTOSH DWIVEDI ROLL,NO:1217270018

Lloyd Institute of Management & Technology

Plot No-11,Knowledge park-ll,Greater Noida U.P-201306

ACKNOWLEDGEMENT
. I am very much thankful to Dr.VivekKumar Associate Professor at Lloyd institute of Management& Technologyfor excellent guidance and also provided me with this great opportunity to work organization. I am grateful to PepsiCo for allowing me to undertake my summer training in the organization. I take this opportunity to place on record my grateful thanks and sincere gratitude to Sarwesh Mishra field officer (Allahabad) who has given me this opportunity to conduct this project work in organization. My study would not have been completed if I had not been able to get the support and guidance of Mr.ShyamPrakash(MDM) and other employees of the organization. I thank the ALMIGHTY, my family and friends for being with me during my project work and motivating me to successfully completing the project.

DECLARATION I hereby declare that the project report entitledSales& Distribution andComparative Analysis between PepsiCo.& Coca-Cola product offers At Lumbini Beverage Ltd.Allahabad (U.P.). Under the guidance of Dr. VivekkumarAssociate Professor, LIMT Greater Noida is the original work done by me. Submitted in partial fulfillment of the requirement for the degree of MBA toLloyd Institute of Management and Technology, Greater Noida is my original work and not submitted for the award of any other degree, diploma, fellowship, or any other similar title or prizes.

Place: - Greater Noida Date:-_________

ASHUTOSH DWIVEDI

CONTENTS

Name of Topic
Executive summary

Page No.
9

Chapter 1
Introduction The company profile (PepsiCo) Organizational Structure (LumbiniBeveragePvt.Ltd.) Product Profile Pepsi Brand and Pack profile Production Department Product Positioning of PepsiCo Pepsi Logos Importance of Study Introduction to the Study 10-15 16-20 21-24 25-26 27-31 32-34 35 36-40 41 42-43

Chapter 2
Government policies Marketing Mix 44-46 47-49

Competitors National & International Image Future Planning The RKJ group

50-52 53-62 63-67 68-69

Chapter 3
Objective of The Study Improtance& Relevance of the study 70-71 71-75

Chapter 4
Research Methodology Channel of distribution of LBPL Inventory Decision Distribution of Pepsi Decesion Making For Channel of Distribution Distribution Performance of Patna Data Analysis and interpretation ~Study of product and their Pricing Strategy ~Interpretation of Outlets ~Market share ~Over all market share of PCI & CCX in Patna ~Market share of different Soft drink ~The Orange Flavor Soft drink ~Clear Lime Market Share ~Mango flavor Market Share ~Market share of Juice ~Percentage share of Chilling Equipment ~Percentage of Glow-Sign Board ~Percentage Share of Satisfied Distributors 91-92 93 94 95 96 97 98 99 100 101 102 103 76-79 80-82 83-84 85-88 88-89 90

Limitation SWOT Anaysis Suggestion

104 105 106-108 109-110 111

Chapter 5 Conclusion Chapter 6- References Chapter 7- Annexure Questionnare

112-114

PREFACE
Project is an integral part of the MBA degree curriculum and the students of management have to go under a training session in a business organization for eight weeks to gain some valuable practical knowledge in their areas of specialization to gain some working experience and to have better interaction between industry and academics. The summer training provides a student an opportunity to think, analyze and understand the real life working environment which is a little bit different to normal theory classes. Practical handling of problem gives perfection of knowledge. Our acquaintance with principle of management can be accomplished only when we bring them in practice. Learning is a continuous process. In other words, our plan of work should be definite and goal-oriented. With this view in mind I decided to go for practical training in a concern of repute like PepsiCo. Working with PepsiCo was a matter of pride for me. During the project study in PepsiCo, I gained in terms of experience and knowledge. After accomplishment of project I am sure that awareness and efficiency has gained momentum. Summer Training is a part of MBAProgramme. We student of MBA course are required to undergo summer Training in any organization to gain some experience. The project report titledSALES AND DISTRIBUTION; COMPARATIVE ANALYSIS BETWEEN PEPSI AND COCA COLA PRODUCT OFFERS with special reference to ALLAHABAD has been prepared after successful completion of project training with PEPSICO COMPANY, in ALLAHABAD. Though I have tried to do it honestly and sincerely and any weakness and shortcoming is unintentional.

The main purpose of this study was to find out the Brand image of PEPSICOwith different brands and whether the brand PEPSICO occupies a desired position. Further to help the reader in understanding the findings, graphical representation, conclusions and suggestions are also included, which is very much helpful for Lumbini Beverages Pvt. Ltd., Allahabad to know where it stands in the soft drinks market. What is the market share of Pepsi products and what Pepsi is doing against Coca-Cola? The experience gained by me during that period which I anticipate will help me a lot in the future.

ASHUTOSH DWIVEDI

EXECUTIVE SUMMARY
This project titled SALES AND DISTRIBUTION, AND COMPARATIVE ANALYSIS BETWEEN PEPSI AND COCA COLA PRODUCT OFFERS has been prepared in the fulfillment of MBA degree provided by LLOYD INSTITUTE OF MANAGEMENT & TECHNOLOGY, GREATER NOIDA. Through my project I have tried my level best to bring to the knowledge of the management of PEPSICO COMPANY the needs and the demands of its customers, its retailers and distributors, so that some steps could be taken to satisfy those needs and increase customers. The basic objective of this project was to find out the SALES AND DISTRIBUTIONCOMPARATIVE ANALYSIS BETWEEN PEPSI AND

COCACOLA PRODUCT OFFERS of PEPSICO COMPANY IN ALLAHABAD. The project also included the study of consumer preference, consumers loyalty, their expectation and grievances from PEPSICO as well as demands of retailers. It includes everything which affects the sale of the product of PEPSICO. This was done by detailed market survey, which included visiting web worlds, web world expresses, retailers and interaction with individual customers. The feedback of the retailers was taken by visiting their respective outlets and the feedback of the customer is taken by interacting with them at the retailers outlets. Then finally the collected data was tabulated and analyzed and interpreted to drive conclusion from them, which enabled me to give my suggestions.

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Chapter 1 INTRODUCTION
trademarked on June 16, 1903. There have been many Pepsi, Pepsi Twist, Pepsi Max, Pepsi Samba, Pepsi Blue, Pepsi Gold, Holiday Spice, Pepsi Jazz, Pepsi X (available in Finland and Brazil), Pepsi Next (available in Japan and South Korea), Raw, Pepsi Retro in Mexico and Pepsi Ice Cucumber in Japan. Company overview PepsiCo is a world leader in convenient foods and beverages, with 2006 revenues of more than $35 billion and more than 168,000 employees across the world. Its world renowned brands are available in nearly 200 countries and territories. Building for the future PepsiCo is among the worlds largest consumer products companies focused on convenient foods and beverages. They were proud on their products are some of the worlds best known brands and they are enjoyed by billions of people around the world every day. There products are recognized for their quality, taste and value, and increasingly, for their contribution to healthier diets. Intergradient in Pepsi: Pepsi-Cola contains basic ingredients found in most other similar drinks including carbonated water, high fructose corn syrup, sugar, colorings, phosphoric acid, caffeine, citric acid and natural flavors. The caffeine-free Pepsi-Cola contains the same ingredients minus the caffeine. The original Pepsi-Cola recipe was actually available from documents filed with the court at the time that the Pepsi-Cola Company went.

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SOFT DRINK
A soft drinks is a non-alcoholic beverages. It is artificially flavored and contains no fruit juice or pulp. India with population of more than 100 crore is one of the largest consumer markets in the world after China. Soft drinks is a typical consumer product purchased by individuals to quench thirst and secondly for refreshment. Searching for the point of origin of Indian soft drinks I first document on Gold Spot, which was the first brand soft drinks in India? It was introduced by PARLE during later part of 40s. Cola giant, Coca -Cola was the first foreign soft drink to be introduced in India in 1965, Coca Cola made a very good beginning and dominated the whole scheme right from the world go. It (Coca-Cola) faced no competition at that time. This extraordinary success of soft drinks can be attributed to the following factors: (a) Absence of contemporary competitive brand. (b) Euphoric image build up in the Western countries preceded the entry into India Market (c) Indians are very found by nature of foreign goods, services etc.due to

prolonged foreign rules. PARLE EXPORTS PVT.LTD.Later in 1970 introduced Limca, Lemony Soft drinks. BeforeLimcaintroduced they had tentatively introduced Cola, Pepino,

12

which they had to withdraw in the face of battering confrontation with CocaCola soon. Three of four groups of Indian companies, which had the required productioncapacity, started their own brands of Cola. Lemon, Orange, but failed to achieve their goal on a national basis. The existence of Coca-Cola from India in 1977 accelerated the growth of several Indian soft drinks. New soft drink in the form of Tetra pack enters the market among Frooti, Jump-In, and Tree-top Ire the prominent once. Till 1977 their equipped bottling plants and the distribution network a longing to be of no use. It took them one year to develop new formula to survive and gradually came up with Campa,Lemon, Orange and Cola that order. However Parle, the pioneer in the soft drinks, blazed its way to national prominence with their product Thumps -Up, bearing the slogan Happy Days arehereagain. This particular slogan helped to win over the loyalists or addicts to Coca-Cola. Soon the Indian Soft drinks industries started at a phenomenal rate, and all Parle products Gold-Spot, Limca and Thumps-Up became the brand leader in their own segment. In spite of all these the drinks market still has large gap, as claim by soft drink manufacturers. To fill these gaps there are many soft drinks concentrate and squashes flooded the market. The Indian soft market basically offered three flavors i.e. Orange, Lemon, and Cola.

13

The year 1988 was the coming of the multinational company, PEPSI entering the Indian market eleven years after the existence of Coca-Cola. It had name, fame and edge of being one of the best in the game and it also offered stiff competition to Parle and Coke. Now Pepsi is going all out to prove that they are the best

14

OBJECTIVE
To analyze, interpret and study the entire beverage market of Greater Noida Comparative study of the various brands, packs and flavors available in the market. Analysis of the strong and weak point of the competitors products and compare it with PEPSI. To assess the reach and feasibility of the product and give the output for further investment for enhancing the distribution network along with assessing the efficiency of the current distribution system. Assess the promotional measures in the context to the sales of PEPSI and focusing our study on the customer of company i.e., the retailers. As obvious that any company is concern with the increase in sales of its products, our project was in line with the companies objectives and all steps incorporate in the project were directed to give an overview so as to attain its objectives The market research conducted by us was in accordance to the companys rules and policies which were quite material for the efficient and effective results and inferences to be drawn from the entire process. The market research was conducted in compliance of the given guidelines delivered to us expressly to achieve the given objectives, which were as under: 1. Profitability

2. Improvement 3. Sales 4. To satisfy the customers

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THE COMPANY PROFILE:PEPSI COMPANYCalebBradham

a New Bern N.C druggist who

formulated Pepsi Cola founded Pepsi Cola Beverage business at turn of the century. Pepsi Cola Company now produces and markets nearly 200 refreshment beverages to retail, restaurants and food service customers in more then 190 countries and territories around the world and generates revenue of over 18 billion dollars PepsiCo World Headquarters is located in Purchase, New York.

Pepsi Co. is the world leader in the food chain business. It consists of many companies amongst which the prominent ones are Pepsi Cola, Frito-Lay, Pepsi food international, Pizza-hut, KFC and Taco bell. The group is presently into three most profitable businesses namely, Beverages Snacks foods and Restaurants. The beverages segment primarily market it Pepsi diet, Pepsi Mountain Dew and other brands worldwide and 7UP outside the U.S. market. They are positioned in close competition with Coca Cola Inc. of USA. The Snacks food divisions manufacture and distribute and markets others snacks worldwide. The restaurant segment primarily consists of the operations of the worldwide Pizza-Hut, Taco bell and KFC chains PFS, PepsiCos restaurant distribution operation, supplies to Company owned and Franchise restaurants in the U.S.

16

When Coca Cola changed its formula in 1985, Pepsi Stepped up its competition with its long time archrival claiming victory in the Cola-wars. Coke and Pepsi expended their rivalry to tea in 1991 when Pepsi formed a venture with No.1 Lipton in response to Cokes announced venture with Nestle (Nestea). Pepsi Co is going blue. This was the new color adopted by the company to strengthen its brand globally. Also the company is changed colors from Generation X to GENERATION NEXT. Although Pepsi holdings over the years have become diverse in such fields as the Snacks industry and Restaurants industry, this portfolio will discuss its core business and its highly successful business of Beverages. The soft drink industry customer base is probably the widest and deepest base in a world that is flooded with some many categories. According to Beverage Digest the customer base for soft drinks is a whopping 95% of regular users in the United States. This represents a large field of potential customers for Pepsi Cola. Pepsi prefers to segment itself as the beverage choice of the New Generation, Generation Next, or just as the Pepsi Generation. These terms adopted in Pepsis advertising campaigns are referring to the markets that marketers refer to as Generation X. The Generation X consumer is profiled to be between the ages of 18 to 29. They have high expectations in life and are very mobile and active. They adopt a lifestyle of living for today and not worrying about long-term goals. Those Pepsis main emphasis on this segment they also have a focus on the 12 to 18 year old market. Pepsi believes if they can get this market to adopt their product then they could establish a loyal customer for life.

17

Pepsi Cola throughout its 100 years of existence has developed much strength. One of the strengths that have developed Pepsi into such a large corporation is a strong franchise system. The strong franchise system was the backbone of success along with a great entrepreneur spirit. Pepsis franchise system and distributors is credited to bring Pepsi from a 7,968 gallons of soda sold in 1903 to nearly 5 billion gallons in the year of 1997. Pepsi also has the luxury to spend 225 million dollars in advertising a year. This enormous ad budget allows Pepsi to reinforce their products with reminder advertising and promotions. This large budget also allows Pepsi to introduce new products and very quickly make the consumer become aware of their new products. Pepsi also has had the good fortune of making very wise investments. Some of the best investments have been in their acquiring several large fast food restaurants. They have also made wise investments in snack food companies like Frito Lay, which at present time is the largest snack company in the world. Probably high on the list of strengths is Pepsis beverage line up.

18

Pepsi has four soft drinks in the top ten beverages in the world. These brands are Pepsi, Mountain Dew, Diet Pepsi, and Caffeine Free Diet Pepsi. Some other strong brands are All Sport, Slice, Tropicana, Starbucks, Aquarian and a license agreement with Ocean Spray Juices.

Vision:

Our mission is to be the world's premier consumer Products Company focused on convenient foods and beverages. We seek to produce 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.

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Mission Statement:
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." Our vision is put into action through programs and a focus on environmental stewardship, activities to benefit society, and a commitment to build shareholder value by making PepsiCo a truly sustainable company.

OUR CORE VALUES

CUSTOMER FOCUS We treat each of our customer equality & as the most important person while we interact with him/her. We must ensure that we do everything to meet and exceed the customers expectations with perfect to times, accuracy & quality services.

EMPLOYEE RESPECT & DIGNITY

We treat each of our employees with fairness, which includes giving constructive feedback for their development. We celebrate diversity and seek suggestions from all employees for improvement. We ensure that responsibility & fairness in all our decisionmaking.

TEAM BASED APPROACH

We work towards achievement of our vision & mission as a combines group. We

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Organizational Structure
ORGANIZATIONAL STRUCTURE OF LUMBINI BEVERAGES PVT. LTD.

An ideal organizational structure facilities management and the operation of the enterprise and it help the organization in achieving its goal.In a simple term in various parts or component are interrelated or interconnected and this way it is the established pattern or relationship among various function of the organization in the established manner. The managing director holds the top position. At present, the managing director of Lumbini Beverages Pvt. Ltd. is Mr. CharanKhilani. But the overall policies regarding management decisions and all executives function or performance look after by the day to day decision and general administration as well as management. The MD has given the

21

power of attorney and authority to director Mr. Ravi Khilani. Mr. Ravi Khilani who is well advised by the MD. The director Mr. Ravi Khilani looks after all functional departments that sales production, account, personnel and purchase. Though the manager all the functional departments has specially designated as head of personnel department.Every department has to report directly to the managing director and is responsible to his only for working in spite of this all departments is under the control of the director Mr. Ravi Khilani. Because he is the Chief Executive of the company cited earlier.

BRIEF HISTORY OF L.B.P.L.

I. Lumbini Beverage Pvt. Ltd. is situated at Industrial Area, Allahabad in district Allahabad U.P. Mr. CharanKhilani, , established it in the year 1997. It is one of the Pepsi Foods bottling Plants in Bihar. Anand-Marketing Pvt. Ltd., was a marketing divisionsof Lumbini Beverages Pvt. Ltd. but now.doesits marketing itself.

PROFILE OF LUMBINI BEVERAGES PVT. LTD.

Company Land Area Location and Authority: : 9.30 Acres

EPIP, Industrial Area, Allahabad- 844101 Ravi Khilani

Name of Director/Occupier :

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Name of CEO Industrial License No. Factory License No. Date : 16.08.97

: : :

Mr. G. P. Singh Regn. No. H 12475(C) 66750/VLI

F.P.O. License No.: Capacity :

10607/97 1500 bottles per minute Soft drink, Pepsi, Mirinda, Soda, Slice, Aquafina : 150+150(max.) Seasonal labors any

Nature of product: No of employees: day in the season Control Board

NO. 1877. Date 07.04.97

23

Organization Structure

CEO

TDM

CE

PSR TDM- Territory development manager. CE Customer executive PSR- Presales representativ

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PRODUCT PROFILE:
The product profile ofLUMBINI BEVERAGE PVT.LTD. Is: No. of product &Flavour Quantity (a) Pepsi 200 ml. Color

Burnt-Sugar Burnt-Sugar Burnt-Sugar Burnt-Sugar 200 ml. Sunset Sunset Sunset Sunset

(b) PepsiCola 300 ml. (c) PepsiCola600 ml. (d) PepsiCola 2000 ml. (e) Mirinda Orange (f) Mirinda Orange 300 ml. (g) MirindaOrange600 ml. (h) Mirinda Orange 2000 ml

(i) Mirinda Lemon200 ml. Tetrazin (j) MirindaLemon 300 ml. (k) Mirinda Lemon 600 ml. (l) MirindaLemon (m) 7up Lime (n) 7up Lime 200 ml. 300 ml. Tetrazin Tetrazin 2000 ml. Tetrazin. Shelaty Shelaty

25

(o) 7up Lime (p) 7up Lime (q) Laher soda Lemon (r) Laher soda Lemon

600 ml.

Shelaty 2000 ml. 300 ml. 600 ml 300 ml. Shelaty 2000 ml. Shelaty Shelaty Shelaty Shelaty Shelaty

(s) Mountain Dew Lemon (t) Mountain Dew Lemon 600 ml. (u) Mountain Dew Lemon Mango

(v) Slice Mango250 ml. (w) SliceMango 500 ml. (x) SliceMango 1200 ml.

Mango Mango

(y) TopicanaJuice200 mlJuice (z) TopicanaJuice 1000 ml. Juice

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PEPSI BRANDS AND PACK PROFILE

BRAND PACKS:
The products are generally available in three kinds of packaging: GLASS BOTTLES

DISPOSABLE CANS

27

 PET JARS

FLAVOUR PACKS:

COLA (Carbonated Soft Drink):

28

 PEPSI

MIRANDA ORANGE ORANGE:

MANGO

29

 MOUNTAIN DEW

7UP

MANGO FLAVOUR SLICE MANGO

30

 NIMBOOZ LEMON

MINERAL WATER: AQUAFINA

31

PRODUCTION DEPARTMENT:

Production is like a back bone in any manufacturing organization. In VBL the main Production materials are Sugar Co2 Water Ammonia etc. All the raw material which is used in the production process is approved by the Pepsi cola international. These materials should be according to the standards of the PCI. If in any case the material does not match with the standards of the PCI has a right to return it to the supplier. In this case the entire cost of the material is bearded by the supplier. This strong check on the material is because of maintaining the high quality in the products which is the credentials of the Pepsi cola products.. Quality control Quality control is the basic organizational objective of VBC. Quality check is made from zero level to final products. For this purpose samples are taken from the production to check the quality. This sampling is done after each an hour or half an hour. The se samples are tested according to the PCI standards Production staff Employees are directly involved in the production process. Whereas the helpers are the indirect employees Moreover direct supervisor and helpers are also there. Indirect

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employees are about 350 in number, who are not directly involved in the production process but they are essential part of the production department. Laboratory In order to maintain the high quality the plant has a well equipped lab. Laboratory is sufficient to measure the standards and to test syrup of different flavors. The well equipped lab enables the smooth flow of production process.

Product line
The major brand of NBC is Pepsi 250 ml, having highest market share which is 47% as Compared to other brands. The other brands produced by the organization are Pepsi Pepsi diet Miranda 7up 7up diet Mountain dew Slice Aquafina Nimbooz

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Production process
The steps involved in the production process are: First the fork lift supplies the empty bottles which are collected from the distributions. Then depalletising is done i.e. separating cases filled or empty bottles from the wooden planks. Uncasing is done by separating empty bottles from the cases/carats. Empty bottles are then fed into the bottle washer where stream with some chemical is used for washing. Washed bottles are then send to the filler where premix (Composed of syrup, treated water bulk CO2) is filled in it. The whole concentrated is chilled with glycol before filling and then crowning is done. The filled bottles are passed through inkjet coder for printing price and date. Then again the filled bottles are send for final light inspection and from there they are collected on a table.

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PRODUCT POSITIONING OF PEPSI CO.

Pepsi prefers to position itself as the beverage choice of the New Generation, Generation Next, or just as the Pepsi Generation. These terms adopted in Pepsis advertising campaigns are referring to the markets that marketers refer to as Generation X. The Generation X consumer is profiled to be between the ages of 18 to 29. They have high expectations in life and are very mobile and active. They adopt a lifestyle of living for today and not worrying about long-term goals. Though Pepsis main emphasis is on this segment but they also have a focus on the 12 to 18 year old market. The rich deep blue coloring represents eternal youthfulness and openness. Marketing plans like YehDil Mange More, Got Another Pepsi, Ye PyassHaiBadi have made Pepsi one of the coolest brands recognized among teens in the top five and the only beverage product in this category.

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PEPSI-COLA LOGOS
The Pepsi-Cola logo has changed many times over the years. Here's a chronological history of the various logos.

Slogans and Logos

1898

Brad's Drink

1903

Exhilarating, Invigorating, Aids Digestion

1906

Original Pure Food Drink

1908

Delicious and Healthful For All Thirsts Pepsi: Cola

1915

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1919

Pepsi: Cola - It makes you Scintillate

1920

Drink Pepsi: Cola - It Will Satisfy You

1928

Peps You Up!

1929

Here's Health!

1932

Sparkling, Delicious

1933

It's the Best Cola Drink

Double 1934 Refreshing and Healthful

Size

1938

Join the Swing to Pepsi

1939

Twice as Much for a Nickel

1943

Bigger Drink, Better Taste

1947

It's a Great American Custom

1949

Why Take Less When Pepsi's Best?

1950

More Bounce to the Ounce

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The 1954

Light

Refreshment

Refreshing Without Filling

1958

Be Sociable, Have a Pepsi

Now It's Pepsi for Those Who Think Young 1961

1963

Come Alive! You're in the Pepsi Generation

Taste that Beats the Others Cold, Pepsi Pours It 1967 On.

You've Got a Lot to Live, Pepsi's Got a Lot to 1969 Give

1973

Join the Pepsi People Feel in' Free

1976

Have a Pepsi Day!

Catch 1979

That

Pepsi

Spirit

Take the Pepsi Challenge

1981

Pepsi's Got Your Taste for Life

1983

Pepsi Now!

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1984

The Choice of a New Generation

1987

America's Choice

1989

A Generation Ahead

1992

Gotta Have It

1993

Be Young, Have Fun, Drink Pepsi

1995

Nothing Else is a Pepsi

1997

Generation Next

1998

Same Great Taste

1999

The Joy of Cola

2000

The Joy of Pepsi

2003

2004 Pepsi. It's the Cola 2005

2006

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2006 2007 2007 2008 2008 2009

Why you Doggin me

More Happy

Some For Everyone Yehhaiyoungistaanmerijaan

2010

Every Pepsi Refreshes The World

2011

Change the game

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The project report titled SALES AND DISTRIBUTION, AND COMPARATIVE ANALYSIS BETWEEN PEPSI AND COCA COLA PRODUCT OFFERS special reference to ALLAHABAD only can be of great importance to the organization. It will help the company in following major way:To ascertain the satisfaction level of consumers To identify their competitors and about their strength and weaknesses To design their market strategies In other way it can also influence decision on the requirement of the sales and distribution & comparison between Pepsi and coca cola. Though I have tried to do my Project study honestly and sincerely and in case, if there is any weaknesses and shortcomings, those are unintentional.

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Introducton to the Study:

Beverage industry is one of the fast growing industries in India. It can be divided in to two sections i.e. carbonated and non-carbonated. The carbonated drinks that furtherclassified in to cola, lemon, orange, mango and apple segments.

In partial fulfillment of the above mentioned course a project was undertaken by me on the topicSALES AND DISTRIBUTION , AND COMPARATIVE ANALYSIS BETWEEN PEPSI AND COCA COLA PRODUCT OFFERS. To know the facts regarding the above topic, I did a market survey particularly for customers, retailers and distribution in Allahabad.My interest was Marketing includes all the activities like promotion, distribution, advertising etc.Marketing is also to convert social needs in to profitable opportunities. So this topic provides all the essentials to theoretical as well as practical knowledge and to inculcate its efficiencies. It will help the company ultimately to achieve their goals. The soft drinks companies are experiencing a boom in soft drinks, although growth of other cold drinks is not quite encouraging. The markets of soft drinks are mainly triggered by the entry of two players i.e. coca cola and Pepsi. PepsiCo India is striding ahead rapidly towards enabling the global vision to be the world's premier consumer products company focused on convenience foods and beverages. PepsiCoIndia seeks to produce healthy financial rewards for investors as it provide opportunities of growth and enrichment to its employees, business partners and

42

the communities in which it operates. PEPSI has gained its dominance in terms of beverages as well as food. to look in to customer perception and satisfaction level about PepsiCo with other beverages present in the market. The company wants to give maximum satisfaction to its customers, so that they can get good value for their capital. The company wants to know whether the consumers are satisfied with their services or not? Whether consumers have faced any problem with the product and if any then what type of problem they are facing? Whether the retailers are satisfied with the promotional schemes of the company? What should be the changes that will improve the quality of services? What are the competitive advantages the company has over the competitors and where the company lacks? What are the opportunity and threats in the external environment and how the company scheme for the opportunity and how the company overcome this threats? Since this study was aimed at knowing the customer as well as retailers satisfaction dissatisfaction level and therefore it required to collect information related to quality pf services provided by PepsiCo Company as well as about its competitors.

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Chapter 2
Policies
As one of the worlds leading food and beverage companies, public policy affects PepsiCos ability to operate a successful business, and continue to provide shareholder value. For this reason, we believe that active participation in public policy is essential and appropriate for companies in open societies. To demonstrate transparency, PepsiCo has adopted a variety of policies that are publicly available on our website below.

Government Policy:
The health of democratic societies depends on citizens being responsibly engaged in the political process. The PepsiCo Concerned Citizens Fund (CCF) receives voluntary employee contributions to make political campaign contributions to U.S. federal and state political parties, committees and candidates. The CCF and the company's corporate contributions provide an important opportunity for PepsiCo, and its employees, to participate in the democratic process. The PepsiCo Concerned Citizens Fund (CCF) receives voluntary employee contributions to make political campaign contributions to U.S. federal and state political parties, committees and candidates. The CCF and the company's corporate contributions provide

44

an important opportunity for PepsiCo, and its employees, to participate in the democratic process. We believe that providing financial support to responsible pro-business candidates is an important means by which we help improve the business climate, our quality of life and the society in which we live, enabling us to succeed as a company committed to integrity, innovation and value. The following criteria will be used in connection with all contributions:

The candidate's or entity's commitment to improving the business climate; The candidate's or entity's position or voting record on issues of direct concern to PepsiCo;

The location of PepsiCo facilities or employees within the candidate's district or state; The candidate's position on key committees where legislation of importance to PepsiCo is considered or the candidate's demonstrated leadership - or potential for leadership within the U.S. Congress or a State Legislature.

The candidate's need for campaign financial assistance. The public policy issues we face as a company and our engagement in the public policy process, including contributions as part of the political process, are discussed with and reviewed by the Nominating and Corporate Governance Committee of the company's Board of Directors. Details on PepsiCo's political contributions will be posted on its website on an annual basis. This will occur in conjunction with the release of PepsiCo's Corporate Citizenship Report each year.

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All contributions and support of U.S. or state political parties, committees or candidates from the CCF or corporate funds must be made in accordance with applicable campaign finance and disclosure laws. Coercion of any employee to contribute to the CCF or to make any political contribution of any kind is unacceptable. Our employees have the right to be engaged in the political process in their individual capacity as they see fit, and make political contributions of their own time and money to the candidates or parties of their choice. Of course, those efforts must not in any way suggest PepsiCo's support. Management and supervisory employees who are citizens of the United States may voluntarily contribute to the CCF. PepsiCo employees must obtain approval of the Corporate Vice President Public Policy & Government Affairs before making political contributions of corporate funds. All contributions must be reviewed by the corporate law department to ensure legal compliance. All payments from the CCF to support U.S. or state political parties, committees or candidates must be approved by the CCF Executive Committee. PepsiCo generally does not provide contributions from corporate funds to candidates outside the United States. Any exception to this would require a written recommendation by PepsiCos regional government affairs representative and approval by (1) the Corporate Vice President of Public Policy & Government Affairs and (2) the corporate and regional law departments to ensure strict legal compliance.

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MARKETING MIX
Marketing is the task of creating, promoting and delivering goods and services to consumers and businesses. Organizations identify and profile distinct group of buyers who might prefer or require varying products and marketing mixes. The customer seeks for value and satisfaction. The organizations can increase the value of the customer offering in several ways e.g. raising benefits, reducing costs etc. marketing mix is a set of marketing tools that the firm uses to pursue its marketing objectives in the target market. These marketing tools are known as 4 ps of marketing. 1. Product 2. Price

3. Place 4. Promotion To identify the customer needs and fulfilling hem is the basic objective of an organization. Marketing is not just satisfying your customers, you have to delight themed this can be done by acting upon this phrase. Under Promise and Over Deliver Beverage Ltd. provides a winning combination of products and services to its prime customers. PepsiCo is one of the world leading companies, which ensures complete security, and reliability in all transactions

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PRODUCTS
A product is anything that can be offered to a market to satisfy want or need and a service is an act or performance that is essentially intangible and does not result in the ownership ofanything. What products or services have to be offered to the target market depends on the market requirement and also the organizations profits. The organization will offer those products and services, which result in maximum profits and minimum costs

PRICE
It is second important tool of marketing mix because it plays a major role in determining The customers choice. Also it is the only marketing tool that results into revenue. The Customer makes a comparison between the prices offered by other companies and PepsiCo and then selects the most suited offer. Following is the list of prices of different products Beverage Ltd. normally use son going price strategy by seeing its major competitor Coca Cola besides this company also uses Discount price strategy during special occasions.

PLACE
The location of the organization plays a vital role in making its operations profitable. If the organization outlets are located in some near markets then it will be very easy for it to attract people. Therefore Beverage Ltd. has most of its outlets at places where it can reach its.

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PROMOTION
Pepsi Company is actively participating in promotion of its products and services through advertisement and other promotional schemes. PepsiCo spends a major portion of its budget on advertising. Advertising is done through different ways like:

Point of Purchase Promotion:

Personalizes Marketing

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COMPETITORS:

The Coca-Cola Company has historically been considered PepsiCo s primary competitor in the beverage market, and in December 2005, PepsiCo surpassed The Coca-Cola Company in market value for the first time in 112 years since both companies began to compete. In 2009, the Coca-Cola Company held a higher market share in carbonated soft drink sales within the U.S.In the same year, PepsiCo maintained a higher share of the U.S. refreshment beverage market, however, reflecting the differences in product lines between the two companies. As a result of mergers,

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acquisitions and partnerships pursued by PepsiCo in the 1990s and 2000s, its business has shifted to include a broader product base, including foods, snacks and beverages. The majority of PepsiCo's revenues no longer come from the production and sale of carbonated soft drinks. Beverages accounted for less than 50 percent of its total revenue in 2009. In the same year, slightly more than 60 percent of PepsiCo's beverage sales came from its primary non-carbonated brands, namely Gatorade and Tropicana Two primary reasons contributed to domination of Coca Cola in the international market, with one as mentioned above was the strategy Coca-Cola used when investing in a foreign market. Coca-Cola entered foreign markets differently than Pepsi, providing it an edge over Pepsi. While Pepsi invested heavily in foreign markets, Coca-Colas appointed bottlers with significant experience easily neutralized any threat PepsiCo could pose. The second reason Coca-Cola holds such a dominant position in world market is due to World War II. During World War II, Coca-Cola offered American servicemen its product for 5 Cents, wherever they were and whatever the costs the company would incur. The company would establish bottling plants (subsidized by US government), and send its product overseas wherever US troops went. With its inexpensive price, and widespread popularity among servicemen, coupled with the eventual victory of US in Europe and Asia, the product was widely adopted throughout Europe and Asia. Due to familiarity of the product, Coca-Cola still retains a dominant position throughout Europe and Asia.

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Quick and prompt to their service. This company is more dominant and securing a positive image in the market. Regular to their service. More chillers are made available in comparison to Pepsi. Scheme is properly conveyed to shopkeepers. Close watch on current market trends.

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NATIONAL AND INTERNATIONAL IMAGE:

PEPSI-THE INDIAN EXPERIENCE
Pepsi is one of the most well known brands in the world today available in over 160 countries. The company has an extremely positive outlook for India. "Outside North America two of our largest and fastest growing businesses are in India and China, which include more than a third of the worlds population." (PepsiCos annual report, 1999). This reflects that India holds a central position in Pepsis corporate strategy. India is a key market for PepsiCo, and at the same time the company has added value to Indian agriculture and industry. PepsiCo entered India in 1989 and is concentrating in three focus areas Soft drink concentrate, Snack foods and Vegetable and Food processing. Faced with the existing policy framework at the time, the company entered the Indian market through a joint venture with Voltas and Punjab Agro Industries. With the introduction of the liberalization policies since 1991, Pepsi took complete control of its operations. The government has approved more than US$ 400 million worth of investments of which over US$ 330 million have already flown in. One of PepsiCos key strategies was to develop a completely local management team. Pepsi has 19 company owned factories while their Indian bottling partners own 21. The two advertisements tags: yehihai right choice baby and nothing official about it immediately ring a bell- its got to be Pepsi.

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The advertisement tag yehihai right choice baby was the first Hinglish slogan ever used in the in the Indian market. This slogan proved to be the best suited one for Pepsi and it was a mega hit and at that moment of time. Pepsi in a short span of its operations in India has found a place in the hearts and minds of the Indian consumers. The success has primarily been due to the innovative and passionate Indian team, which has been built over the years. Pepsi is a trendsetter managed and run by Indians, where important decisions are taken locally. Pepsi started its operations in India in 1989 and since then PepsiCo has set up a fully integrated operation in India viz. Manufacturing, Research & Development, Marketing, Distribution and Franchising- covering fruit/vegetable processing, Exports, Snack, and Foods & Beverages. In the mean time Pizza Hut and Frito Lays are the examples in this regard only. Pepsi has 40 bottling plants in India, out of which 16 are company owned and 24 are owned by Indian franchisees. One of the major players in franchisee is RKJ Group. The RKJ group is India's leading supplier of retailer brand Carbonated and Non-Carbonated soft drinks, with beverage manufacturing facilities in India and Nepal. Its experience in the beverage industry dates back to the sixties when it had the first franchise at Agra. It has the license to supply beverages in the territories of Western U.P., part of M.P., half of Haryana, whole of Rajasthan, Goa, 3 districts of Maharashtra, 9 districts of Karnataka and whole of Nepal. The group has in total 18 bottling

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plants in India & Nepal and is responsible for producing and marketing 44% of Pepsi requirement in India. This group has brought name and fame to the Pepsi as in all this regions Pepsi is at the commanding position and in the mean this group has diversified itself into ice cream, suiting and shirtings, restaurants, beer plant in Mauritius & edible oil plant in Sri Lanka

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PEPSI-COLA IN INDIAN SCENARIO

Since the entry of Pepsi-Cola to India in 1989, the soft drink industry has under gone a radical change. When Pepsi-Cola entered, Parle was the leader with the Thumpsup being its flagship brand. Other products offering by Parle included Limca& Gold spot, another upcoming player in the market was, the erstwhile bottler of Coca-Cola, pure drinks. Its offering includes Campa- Cola, Campa-Lemon &Campa-Orange.
With the re-entry of Coca-Cola in the Indian market, Pepsi-Cola had to go in for more aggressive marketing to sustain its market share. The chronology of the initial phase of the Cola wars in India was:

1977: Parle launched Thums-up and pure drinks launched Coca-Cola. 1998: In September, final approval for the Pepsi Foods Ltd. Project granted by the Cabinet Committee on economic affairs of the Congress Govt. 1990: In March, Pepsi-Cola and 7-up launched markets in north India. 1990: In May, The government cleared the Pepsi-Cola project again but with a change in brand name to Lehar Pepsi, simultaneously it rejects the Coca-Cola application Citra from the Parle, stable hited the market. 1991: Pepsi-Cola extended its soft drinks business and reached at national scale. Pepsi-Cola launched its product in Delhi and Bombay. 1992: In January, Brito foods application is cleared by the FIPB. Pepsi-Cola and Parle start initial negotiation for a strategic alliance but took break off after a while.

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 1993: Pepsi-Cola launched Slice and Teem captured about 25-30% of the soft drink market in about 2 years. 1994: Pepsi bought Dukes &Sones. 1995: Pepsi-Cola lunched cans, having capacity of 330ml in various flavors. 1996: Pepsi-Cola domestic and international operations combined into a PepsiCola Company. International and domestic operations combined into one business unit called Frito-Lay Company. 1997: Pepsi-Cola brought Miranda Orange opposite to Fanta. 1998: Pepsi-Cola launched Miranda Lemon opposite to Limca. 1999: Pepsi-Cola launched Diet Pepsi in can and 1.5 Lit. PET bottle for health conscious people. 2001: Pepsi-Cola launched Slice in Tetra Pack. 2003: Pepsi-Cola launched Pepsi Blue to get the favour of world cup season. 2005: Pepsi-Cola launched Miranda in Straw Berryflavour to get the favour of movie Batman. 2005: Pepsi-Cola launched 7-up as 7-up ice. Pepsi-Cola launched Mountain Dew to be more competitive with Coca-Cola

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PEPSICO INTERNATIONAL
In everything we do, we strive for honesty, fairness and integrityPepsiCo India is striding ahead rapidly towards enabling the global vision to be the world's premier consumer products company focused on convenience foods and beverages. PepsiCo India seeks to produce healthy financial rewards for investors as it provide opportunities of growth and enrichment to its employees, business partners and the communities in which it operates Establishment PepsiCo established its business operations in India in 1989 and has grown to become one of the countrys leading food and beverage companies. One of the largest multinational investors in the country, PepsiCo has established a business which aims to serve the long term dynamic needs of consumers in India Employment PepsiCo India provides direct and indirect employment to 150,000 people including suppliers and distributors. PepsiCo established its business operations in India in 1989. Invested more than USD 1 Billion since inception. Well known and loved global brands that delight and nourish consumers It provides direct and indirect employment to 150,000 people in India It has more than 42 bottling plants in India, of which 13 are company owned & 29 franchisee owned. 3 State-of-the-art food plants in Punjab, Maharashtra and West Benga

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PEPSICO BOILERPLATE PepsiCo offers the worlds largest portfolio of billion-dollar food and beverage brands, including 18 different product lines each generating more than $1 billion in annual retail sales. Our main businesses Frito-Lay, Quaker, Pepsi-Cola, Tropicana and Gatorade also make hundreds of other nourishing, tasty foods and drinks that bring joy to our consumers in over 200 countries. With more than $43 billion in 2008 revenues, PepsiCo employs 285,000 people who are united by our unique commitment to sustainable growth, called Performance with Purpose. By dedicating ourselves to offering a broad array of choices for healthy, convenient and fun nourishment, reducing our environmental impact, and fostering a diverse and inclusive workplace culture, PepsiCo balances strong financial returns with giving back to our communities worldwide.

BRAND FACTS PepsiCo nourishes consumers with a range of products from tasty treats to healthy eats that deliver enjoyment, nutrition, convenience as well as affordability The group has built an expansive beverage and foods business. To support its operations, PepsiCo has 42 bottling plants in India, of which 13 are company owned and 29 are franchisee owned. In addition to this, PepsiCos Frito Lay division has 3 state-of-the-art plants. PepsiCos business is based on its sustainability vision of making tomorrow better than today. PepsiCos commitment to living by this vision every day is visible in its contribution to the country, consumers and farmers.

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BEVERAGES

PepsiCo Indias expansive portfolio includes iconic refreshment beverages Pepsi, 7 UP, Nimbooz, Mirinda and Mountain Dew, in addition to low calorie options such as Diet Pepsi, hydrating and nutritional beverages such as Aquafina drinking water, isotonic sports drinks - Gatorade, Tropicana 100% fruit juices, and juice based drinks Tropicana Nectars, Tropicana Twister and Slice. Local brands Lehar Evervess Soda, Dukes Lemonade and Mangola add to the diverse range of brands.

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FUTURE PLANNING
The company operates through well experienced, loyal and hardworking employee exceeding. The first and the most basic plan it to train them according to the changing technology and computerized environment, and satisfying their needs and requirements. Upgrading the plant structure and installation of the new machinery are other plans. The company is planning to increase its sales force and development in its infrastructure in the coming time period.
Company has also recently purchased plants from Double Cola. There were 02 plants installed for the production of 250ML (NR) bottles. Company is now changing these plants to 250ML (RB) Plants and also another plant is being installed there for the production of:

THEORITICAL PERSPECTIVE
Its responsibility is to continuously improve all aspects of the world in which we operate in creating a better tomorrow for future generations.

Environment Sustainability
Environment Sustainability is based on PepsiCos commitment to be responsible stewards of our planets resources. We are reducing water usage through conservation, reuse, and replenishment and we work with local communities to provide access to clean water.

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Sustainability
Its Everybodys Business

Sustainability Vision
PepsiCos responsibility is to continually improve all aspects of the world in which we operate - environment, social, economic - creating a better tomorrow than today. Tomorrow Toda

PepsiCo India continues to build on its strong foundation of achievements on the Purpose or CSR agenda and scale up its initiatives while focusing on the following 3 critical areas in Environment Sustainability that are linked to its business and where it can have the most impact.

PepsiCo is committed to conserving and recharging resources in the environment and recognizes that corporations can play a key role in using scarce resources such as water with care and responsibility

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Waste to Wealth

Waste to Wealth PepsiCo Indias unique Waste to Wealth initiatives to convert biodegradable waste into high quality organic manure and recyclable waste is recycled.

Partnership with Farmers

PepsiCo India continues to strengthen its partnerships with Farmers across the country to boost their productivity and income.

Corporate Social Responsibility - India

Performance with Purpose articulates PepsiCo Indias belief that its businesses are intrinsically connected to the community and world that surrounds it.

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Healthy Kids

PepsiCos Get Active a Good nutrition and Active Lifestyle Program for Children has seen robust growth and implementation PepsiCo India stays committed to the health and well-being.

Partners in CSR PepsiCo partners who have been associated with various CSR initiatives

Community Voices

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Our partners and beneficiaries talk about how various PepsiCos CSR initiatives changed their lives.

Other Community Initiatives PepsiCo India has been involved in series of initiatives towards the Community development and supporting the local population.

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THE RKJ GROUP

It can be said with absolute certainty that the RKJ Group has carved out a special niche for itself. Their services touch different aspects of commercial and civilian domains like those of Bottling, Food Chain and Education. Headed by Mr. R. K. Jaipuria, the group as on today can lay claim to expertise and leadership in the fields of education, food and beverages. The business of the company was started in 1991 with a tie-up with Pepsi Foods Limited to manufacture and market Pepsi brand of beverages in geographically pre-defined territories in which brand and technical support was provided by the Principals viz., Pepsi Foods Limited. The manufacturing facilities were restricted at Agra Plant only. The group also became the first franchisee for Yum Restaurants International [formerly PepsiCo Restaurants (India) Private Limited] in India. It has exclusive franchise rights for Northern & Eastern India. It has total 27 Pizza Hut Restaurants under its company. The group added another feather to its cap when the prestigious PepsiCo International Bottler of the Year award was presented to Mr. R. K. Jaipuria for the year 1998 at a glittering award ceremony at PepsiCos centennial year celebrations at Hawaii, USA. The award was presented by Mr. Donald M. Kendall, founder of PepsiCo Inc. in the presence of Mr. George Bush, the 41st President of USA, Mr. Roger A. Enrico, Chairman of the Board & C.E.O., PepsiCo Inc. and Mr. Craig Weatherup, President of Pepsi Cola Company.

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MAJOR CREDENTIAL
PEPSICO HOLDINGS PVT. LTD. RECEIVED GOLDSTANDARD AWARD FOR PRODUCTION & QUALITY CONTROL FOR THE YEAR 1996-1997.

JAIPURIA GROUP WAS ADJUDGED BESTBOTTLER OUT OF MORE THAN 2000 BOTTLERS ALL OVER THE WORLD FOR THE YEAR 1996-97.

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Chapter 3
Objective of the study
Every project is carried out with a view to attain certain predetermines objectives. Following are the objectives of this project: To know the brand perception of PEPSICO BEVERAGES. To know the choice of brands of the consumers and reason for the same To study the problems faced by the respondents with their beverages preferred To know the stock position of PEPSI and its competitors at different outlets To know the reason for specific brand preference To ascertain the satisfaction level of consumers To ascertain the strength and weaknesses of the competitors. To help the company in designing their market strategies To know the grievances of retailers and distributors To identify the products image Find the depth and width of distribution channel adopted by Lumbini Beverages Pvt. Ltd. Hajipur and compare them with those followed by competitors. To ascertain the consumer brand perception of cold drinks with respect to price, product, quantity and advertising.

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Whatever the subject taught in the class room of MBA course that is completely theoretical. So during the training period we compare how the marketing research (sales) activities (practical) of our organization with the theories.

IMPORTANCE AND RELEVANCE OF THE STUDY Cold drinks were started with the idea of quenching the thirst of the persons traveling. It was also felt that reliable good water was not available everywhere. So people would really on their packed bottle and with this idea its makers made these drinks available mostly, at those places where water was not available i.e. on highways and long distance trains. But slowly and slowly with its beautiful taste these become very popular and now they are available not only in the market and street corners, but also people have started keeping it in their house. The credit of popularizing the soft drink goes to Coca Cola. This was the drink which is liked by all ladies, gents and children. Now days soft drinks are quenching thirst looks more often; they are taken due to habits. Gold Sport is considered as the first branded soft drinks, established 53 years ago before all empowering Coca Cola faced competitions and its euphoric image built up in the western countries helped it get ready clientele and clamor. Parle Export Pvt. Ltd. is regarded as the first Indian Company introducing Limca a leman drink complementary to

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it this has also introduced Cola Pepone which was withdrawn in the face of tough competition from Coca Cola. When Coca Cola bid a Farwell in 1977, Indian market was open for various new forward publishing different brands in the markets. Parle people introduced their Cola, Thumps Up with a mighty saying Happy days are here again as if happy days went away with Coca Cola. Pure drinks of Delhi also without lasing much introduced pure drinks were producing and marketing Coca Cola earlier Campa Cola with Campa orange and Campa lemon. Modern Bakeries entered the market with Double Cola Seven, Mohan Makings with Merry &Plkup and McDowell with Thrill, Rush and Sprint. This is Indian market where there was no competition and high voltage advertising was on each one was trying their best to become number one company with A class product in the field of Soft Drink business. Now after a long gap government of India had given permission to Coca Cola, which joined with Parle to do business in India. They are trying their best to regain prestige which it had before. The much rival of Parle is Pepsi an American concern. It started business on the Indian soil just a few years ago. Today, it has occupied 62% shares of Soft Drinks market in India. Now Pepsi is going all out to prove that they are the best. But now due to some factors competition among them has become stiffen. So in this way the important activities have increased.

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Performance with purpose

At PepsiCo, Performance with Purpose means delivering sustainable growth by investing in a healthier future for people and our planet. We bring that Purpose to every aspect of our business. At PepsiCo, Performance with Purpose means delivering sustainable growth by investing in a healthier future for people and our planet. As a global food and beverage company with brands that stand for quality and are respected household namesQuaker Oats, Tropicana, Gatorade, Lay's and Pepsi-Cola, to name a fewwe will continue to build a portfolio of enjoyable and wholesome foods and beverages, find innovative ways to reduce the use of energy, water and packaging, and provide a great workplace for our associates. Additionally, we will respect, support and invest in the local communities where we operate, by hiring local people, creating products designed for local tastes and partnering with local farmers, governments and community groups. Because a healthier future for all people and our planet means a more successful future for PepsiCo. This is our promise.

Our Performance with Purpose agenda is comprised of three platforms: 1. Encourage people to live healthier by offering a portfolio of both enjoyable and wholesome foods and beverages. 2. Protect the Earth's natural resources through innovation and more efficient use of land, energy, water and packaging in our operations.

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3. Invest in our associates to help them succeed and develop the skills needed to drive the company's growth, while creating employment opportunities in the communities we serve. The people behind PepsiCo's brands are working hard to address these sustainability challenges, while partnering with key stakeholders to effect real change. While we have taken significant strides on this journey, there is still more to learn and do. It is our intent to lead the way.

Commitment
We are committed to delivering sustained growth through empowered people acting responsibly and building trust. What It Means ----Sustained Growthisfundamental 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 the growth of people and company performance. It prioritizes both 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 adhering to processes that ensure proper governance and being mindful of company needs beyond our own. Responsibility and Trust form the foundation for healthy growth. We hold ourselves both personally and corporately accountable for everything we do. We

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must earn the confidence others place in us as individuals and as a company. By acting as good stewards of the resources entrusted to us, we strengthen that trust by walking the talk and following through on our commitment to succeeding together.

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Chapter 4
Research Methodology
All the findings and conclusion obtained on the survey done in the working area.With the limit, I tried my best to select the sample representative of the whole group.During my job training I maintained different routes during my dealer survey. I have collected data from the Depot of Patna under the organization itself.

Data-sources:
Retailers/Dealers (Cold drinks stalls,Icestalls,Hotels,Restaurants,Sweetshop,Panshop,GeneralStores,Telephone Booths etc.) Depot internal companys records etc.

Research-approach: ~Survey Research-instrument:

~Interview Schedule

Sampling-plan:
Sampling unit Sampling size Distributor 02 Retailer 96

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Sampling procedure:
~ Census survey ~ Contact method ~ Personal interview

Primary Data collection:

All the dealers/retailers were personally visited and interviewed. There was a format for collecting the details of the dealers. The format was filled by taking the information from the dealer by monitoring the shops.

DEALER-SURVEY:
Dealer-survey, as the word indicates, is the survey of every dealer of soft drinks in the area. For our practical purpose, the dealer not only includes the authorized dealers, but it also includes all the retailers-big or small grocery shops, stationary, restaurants, beetles shop etc., besides these, the various exclusive stalls and sales of pantry cars are also included in it. In a nutshell, by dealer survey, I mean who is dealing with the soft drink in someway or the other in large or small quantity directly or indirectly. Thus,my study includes all such dealers,which includes following aspects: No.of routes covered by depot Crate strength Per day sale

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 Chilling ad Nature of outlet

Schemes of Pay-off
I had to visit each and every outlet and personally interview them. In order to know the market share of Pepsi and its competitors. I have conducted a survey in Patna and its surrounding area. By the help of survey, I can find out the reason behind non-availability of Pepsi in the specified area. The knowledge of case-stock indicates our case-in-trade and that of competitors. This will indicate our case-velocity which will help to plan our bottle as whether our distribution is effective or not. If my case-stock is low then may decide for a case stocking campaign. Feedback from marketing place regarding servicing of dealers will help us to improve our service in the lacked areas. Therefore, appropriate marketing strategy can be worked out depending upon the findings. Some more uses of dealer-survey,

Depot-effectiveness The survey can improve the distribution network in these ways:
Immediate activation of non-buyers Improve the dealer coverage Increase the realignment of routes Better control through route card They should visit the counter on the daily basis including the remote places.

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 Salesman should visit the counter on likely basis.

MARKET KNOWLEDGE Dealer-survey gives the total profit of the market by following: Location of dealers The type of dealer No. of dealers who keep Pepsi, Coca-Cola and comparing the stock. The marketing inputs with respect to Advertising VISI Cooler Servicing Training group for future executives: Good investigators from these surveys can be recruited to take up future jobs. These people will be ideally suitable, as they would know the market thoroughly.

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Channel of Distribution of Lumbini Beverages Pvt. Ltd. Allahabad

To make its products available at the right places at the right time in the market, the sales department of the company pays major attention on controlling the channels of distribution. Single type of markets channel is maintained by the company right from its pioneering stage. The nature of the channel is as follows:Company

Distributors

Dealers

Different Outlet Owners Consumers

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At first the soft drinks supplied to the distributors directly. Retailers or owners of any outlet can not take the delivery from company. They have to take the products from their respective or nearest distributor. There are about 50 distributors and innumerable number of retail outlets operating with the company in its entire market areas which contains total Bihar. In all the important places of entire territory this company has its distributors. These distributors selected on the basis of assurance given by them regarding the minimum sales which they have to maintain annually. The selection is also done on the basis of the financial position and reputation of distributor in the market. As for example in appointing a distributor first engaged in soft drink business second priority is given to those people who are in cigarette selling business. Depending upon the market, each distributor in the initial stage has to deposit some security money.The retailers are selected by the distributor fixed criteria for the selection or appointment or retailers from the side of the distributor. Any one like Panwala, Cigarettewala or any other shopkeeper can have the stall for the sale of soft drinks and they are called retailers or outlet owners. They have to give assurance to the concerning distributor for better sale and at the time of taking delivery they have to deposit the security i.e. the charges if the empty bottles with specified retailers purchasing price. The charges if the empty bottles with specified retailers purchasing price. The distributor at first has to seek the permission of sales department for the number of cases of soft drinks required by them. After getting the proper authority from sales department paying the requisite amount either cash or demand draft.

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WAREHOUSING Every company has to store its finished goods until they sold. A strong facility is necessary because production and consumption cycles rarely match. Warehousing is not a simply storing activity but a package of services that enables the smooth running of the industry. The stores must be in constant touch with the use department in order to provide uninterrupted services to the manufacture and its decision since working capital is locked up in the warehousing stores in equal to money. The stores functions can be organized in the following manner:a) To receive raw material components equipments etc. b) To meet the demand of use department by issuing the order c) Accounting the transaction properly. d) Minimizing obsolescence surplus and scrap by right identification and using correct preservation method. The company supply finished products frequently to different distributors as per the demand.

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Every distributor keeps a minimum stock of different products of the product line so that the uninterrupted supply could not affect. In the industrial sector service of optimization where boils down to any exercise of optimization where limited available resources are to be distributed equitably.The problem arises from the material that are in stock the form of capital cost, storage loss, pilferage obsolescence, insurance, handling, documentation etc. Services level that can be maintained and hence the concept stores in money should be understood by every body in the organization. INVENTORY DECISION (1) Branding and Packaging Out of the total market activities some are directly performed and controlled by Lumbini Beverages Pvt. Ltd. itself some are followed according to the standing instruction of Pepsi Foods Pvt. Ltd. So far as the process of branding and packaging is concerned the Lumbini Beverages Pvt. Ltd. Along with the authorized bottle in India adopt the same pattern. (2) Wholesaling Wholesaling includes all the activities involved in selling goods or services to those who buy for resale or business use. Manufactures use wholesalers because wholesalers can perform function better and more cost effectively than the manufacture can. These functions are not limited to selling and promoting, buying

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and assortment building bulk barking, warehousing, transporting financial risk bearing dissemination of marketing information and provision of management services and consulting.

(3) Retailing Retailing includes all the activities involved in selling goods or services directly to find consumer for their personal non-business use. A retailer or retail store is any enterprise which sales volume comes primarily formretailing.All marketer retailers must prepare marketing plans that include decision on target market.So the marketing channels can be viewed as a set of interdependent organization with high potential for conflict. Then why would any business chosen to become part of channel system. TRANSPORTATION:-Transportation is life blood of business management and commerce. The purchase offices job in incomplete until and unless he ensures that the material is shipped from the vendors premises located in different areas to his organization. Purchasing the transportation is a key element in his job particularly in the context of the transportation cost.In deciding to transporting models shippers can choose from private contract and common carriers. Transport decisions must consider the complex trade off between various transportation mode and their implications for other distribution elements such as warehousing and inventory.

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DISTRIBUTION OF PEPSI Here there are four systems of distribution channels. Channel 1. Channel 2. Channel 3. Channel 4. ManufacturerConsumer ManufacturerRetailer..Consumer ManufacturerWholesaler.RetailerConsumer Manufacture.WholesalerJobberRetailer..Consumer

Channel of distribution of Lumbini Beverages Pvt. Ltd.

By Lorry or Truck

Distributor

Dealers of customer

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A THEORETICAL FRAME WORK OF CHANNEL OF DISTRIBUTION Marketing channels are sets of interdependent organization involved in the process of making a product or service available for use or consumption. The main objective of the marketing process is to distribute the products to the actual users. This function involves a number of sub-functions to be performed by a producer or manufacturer. These two functions are most important first, the creation of demand is made through the process of advertising and sales promotion activities. On the other hand the distribution through the channels of distribution. The decision relating to the channel of distribution is a very important decision from the firm point of view because the selected channels affect considerable other marketing decision. Such decisions are of long term nature and exercise their impact on the cost structure of the firm also. By channel distribution mean the intermediaries or the process through which the goods products are transferred from the producer to the ultimate users. Now a day any of the producers possibly do not sell their goods directly to the final users. There are a lot of intermediaries between producers and consumer, bearing a variety of name performing various kinds of function. Some intermediaries like wholesalers and retailers buy and resale taking the bill. They are known as merchant middle men and other are brokers, representative sales agent who seeks or search for customers and negotiate on the behalf of the producer but do not take of goods. These are called as middlemen.

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The manufacturer and its distributive outlets share common objective to sell the manufactured products at a profit. No doubt its objective differs with the marketing circumstance. Even though many variation of specific objective fits into some categories. These are as follows: To built distribution network loyalty To stimulate distribution To develop managerial efficiency in distribution organization To identify the source of supply for the product line at the final buyers level The channel of distribution is a structure which organized and presents a choice among alternative channels of distribution of the different marketing situations faced by retailers, whole sellers and producers within the structure. It may be considered as a series of function which must be performed in order to make producers efficiency. To bearing maximum profits of all institutions concerned a channel of distribution should be treated as a unit of total system of action. The activities of the manufacturer need to be coordinated with these middlemen used in the distribution of given product. The important of middlemen in channel of distributional can be over emphasized. It is that who1. Collects concentrates the output of various producers, 2. Subdivides these into lot desired by the customers gathers various items together in the assortment wanted and 3. Disperses the assortment to consumer industrial buyers.

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The role of middlemen that of specialist in concentration equalization and dispersion besides he side in the creation of the time from and procession utilities. DECISION MAKING FOR CHANNEL OF DISTRIBUTION The marketing executive must undertake to following steps in order to establish the channel of distribution for a company. 1. He/She must understand the retail and wholesales market and type of middlemen available in both. 2. He/She must understand the various conflicts which continually exist between and within the channel. 3. He/She must select the general channel to be used keeping in mind the goals of the company marketing programme and the job to be done by distribution system. 4. He/She must take decision regarding be intensity of the distribution (i.e. the number of middlemen) to be used each level and each market. 5. He/She must select the specific firms which will handle his product and then manage the day to day working relationship with them. 6. He/She must determine the methods and the procedure in firms (i.e. use of the transportation and warehouse facilities and services in firms making programme) in the physical distribution of the product.

Types of Marketing Channels 1. Direct marketing channel : A marketing channel that has no intermediaries level 2. Indirect marketing channel : Channels containing one or more intermediaries

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Customer Marketing Channels Channel 1. Channel 2. Channel 3. Channel 4. Manufacturer..Consumer ManufacturerRetailerConsumer Manufacturer...Wholesaler.RetailerConsumer Manufacture.WholesalerJobberRetailer.Consum

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PERFORMANCE OF PATNA Patna has a significant role for Pepsi, in products are supplied by Lumbini Beverages Pvt. Ltd., Hajipur. There are more than eight hundred including exclusive and nonexclusive outlets of Pepsi in proper Patna. The highest sale for this year (35000cases) was in the month of May and total sale for this year was 250000cases so far. Hierarchy is also necessary to understand the capacity of Patna town. HIERARCHY OF PATNA Distributor Consumer Executive Sales Man Accountant Vehicle Loader and Unloader

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Analysis and Interpretation

STUDY OF PRODUCTS &THEIR PRICING STRATEGY
Product line is a group of product,that are closely related because they satisfy a class of needs or used together or sole to the same customer groups or marked thourgh the same type of outlets or fall within given price range.L.B.P.L. hasthe following product line:

Name
Pepsi Mirinda Mirinda Slice 7 Up Dew Lehar Soda

Colour
Brunti Sunset Tetrazine Sunset Colourless Colourless Tetrazine

Flavor
Cola Orange Lemon Mango Lime Lime Lemon

PACK FLAVOR SIZE

Pepsi Cola Pepsi Cola Pepsi Cola Pepsi Cola Mirinda Orange Mirinda Orange Mirinda Orange Mirinda Orange 200 ml 300 ml 600 ml 2000 ml 200 ml 300 ml 600 ml 2000 ml

PCS
24 24 24 9 24 24 24 9

C.RATE PER PCS RATE

190 264 540 498 190 264 540 498 9 12 24 60 9 12 24 60

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Mirinda Lemon Mirinda Lemon 7 Up 7 Up 7 Up 7 Up Mountain Dew Mountain Dew Mountain Dew Slice Slice Slice My Can Pepsi Diet Slice Tetrapack Leher Soda Leher Soda

200 ml 600 ml 200 ml 300 ml 600 ml 2000 ml 200 ml 600 ml 2000 ml 250 ml 500 ml 1200 ml 250 ml 330 ml 200 ml 300 ml 600 ml

24
24 24 24 24 9 24 24 9 24 24 12 24 24 30 24 24

190 264 190 264 190 498 190 540 498 262 630 618 330 600 285 130 262

9 12 9 12 24 60 9 24 60 12 28 55 15 25 12 7 12

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INTERPRETATION OF OUTLETS
Types of Outlets
Convenience On the premise Grocery

No of Outlets
39 13 44

No of Outlets

44

39 Convenience On the premise 13 Grocery

Interpretation:Many types of retailers in the market to sell the pepsi& Coke product.
I have taken that list from company and classified that shops according to company guidelines. General and kirana stores (Groceries) are major thing for company because their share is 45%. So company always try to make good relationship with them because they give more sell to other outlets.

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MARKET SHARE:
Over all market share of cold drinks companies in Patna

SL. No

Company Name
1 PCI 2 CCX 3 Parle agro 4 Amul 5 Other local Player's Total (%)

Total(%)
28 40 10 8 14 100

Total(%)
40 40 35 30 25 20 15 10 5 0 28

14 10 8 Total(%)

PCI

CCX

Parle agro

Amul

Other local Player's

Interpretation: PCI Market share is little bit short in comparing to coke for enlarging
more market share PCI will have to Invest more in the market and its advertisement.

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Over all market share of PCI and CCX in Patna:

SL. No Flavors
1 Cola 2 Clear Lime 3 Cloudy Lime 4 Orange 5 Mango Total (%)

PCI
10 13 1 11 8 44

CCX
15 17 4 9 12 56

Total (%)
25 30 5 20 20 100

18 16 14 12 10 8 6 4 2 0 Cola 10 15 13

17

12 11 9 8 PCI CCX 4 1

Clear Lime

Cloudy Lime

Orange

Mango

Intepretation:-On the basis of my collected data in Patna cold drink market I have
reached this stage that I can show overall market share of all cold drink flavor.

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MARKET SHARE OF DIFFERENT SOFT DRINKS:

Product
Pepsi-Cola Coca-Cola Thumps Up Total

% Share
42 13 45 100

% Share

45, 45%

42, 42% Pepsi-Cola Coca-Cola Thumps Up 13, 13%

Interpretation: There is dominancy of Thumps Up in the Cola segment of Soft Drink

in the Market. Pepsi is competitor of Thumps Up.

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The Orange Flavored soft drinks:

Product
Mirinda Fanta Other

% Share
52 38 10

% Share
60 50 38 40 30 20 10 10 0 Mirinda Fanta Other % Share 52

Interpretation: The graph shows that there is a majority of customers of Mirinda

Orange Flavor in the market. It dominates the market over Coca-Colas product Fanta.

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Clear Lime Market Share:

Product
7 Up Sprite

% Share
45 55

% Share

45% 55% 7 Up Sprite

Interpretation: There is great dominancy of Sprite in the market. Customers always

demand they take 7 Up only as a substitute of that.

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Mango Flavor Market Share:

Product
Slice MaaZa Frooti Total

% Share
30 40 30 100

% Share
40 40 35 30 25 20 15 10 5 0 Slice MaaZa Frooti % Share 30 30

Interpretation:The graph shows that there is majority of customer of Maaza (Mango)

flavored in the market. It dominates the market over Pepsis product Slice.

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Market Share of Juice:

Product
Dabur Real Tropicana Godrej other Total

% Share
45 30 10 15 100

% Share

15% 10% 45%

Dabur Real Tropicana Godrej

30%

other

Interpretation:The graph shows that there is majority of customers of Dabur Real

Juice in the market. It dominates market over Pepsis product Tropicana.

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PERCENTAGE SHARE OF CHILLING OF EQUIPMENTS: Percentage share of VISI Coolers: Company

PCI CCX Own Total

No
2200 3800 900 6900

%
32 55 13 100

16 14 12 10 8 6 4 2 0 PCI CCX 6 4 10 9

16 13

No. of Distributors Satisfied

Satisfied No. of Distributors Total

Interpretation:From the above graph it is clear that Coca-Cola VISI Cooler is much
more than that of Pepsi.

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PERCENTAGE OF GLOW- SIGN BOARD:

Company
PCI CCX Total

No
50 250 300

%
17 83 100

Number of Sign-Board of Company

PCI 10 CCX

Interpretation: From the above chart it is clear that 17% of glow Sign-Board is of
Pepsi while 83% is that of Coca-Cola.

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PERCENTAGE SHARE OF SATISFIED DISTRIBUTORS:

Company
PCI CCX Total

No. of Distributors
6 10 16

Satisfied
4 9 13

%
31 69 100

10 10 9 8 7 6 5 4 3 2 1 0 PCI CCX 4 6 No. of Distributors Satisfied 9

Interpretation: During my training and research I have found Pepsi distributors are
not satisfied like Coke distributors. During my two months training two distributors had quit to company due to some misunderstanding.

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Important:
The research clearly illustrates that the demand for Coca-Cola and Pepsi Co. products are competing with each other by serving the customers in their value-chain. It is depicted below as per the statistics given below. TABLE NO. 2

GENDER OF THE RESPONDENTS? Options MALE FEMALE Total No. of Respondents 73 27 100 Per cent 73.0 27.0 100.0

INTERPRETATION:The above table shows that out of 100 respondents surveyed, 73% of the respondents are male and remaining are 27% are female. So the majority of the respondents are male.

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No of Respondent
Male Female 0% 0% 27%

73%

INTERPRETATION:The above table shows that out of 100 respondents surveyed, 73% of the respondents are male and remaining are 27% are female. So the majority of the respondents are male.

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TABLE NO. 2

Options BELOW 25 YEARS BETWEEN 25-35 BETWEEN 35-45 ABOVE 45 YEARS Total

No. of Respondents 10 30 35 25 100

Per cent 10.0 30.0 35.0 25.0 100.0

INTERPRETATION:The above table shows that out of 100 respondents surveyed, 35% respondents are in the age group of 35-45 years, 30% respondents are in the age group of 25-35 years, 25% respondents have above 45 years and remaining 10% respondents have below 25 years. So the majority of the respondents belong to age group of 35-45 years.

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Per cent
Per cent 100

30 10 BELOW 25 YEARS

35

25

BETWEEN 25-35 BETWEEN 35-45

ABOVE 45 YEARS

Total

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Table 3

WHICH FLAVOUR IS MORE IN DEMAND? Options PEPSI MOUNTAIN DEW MIRINDA 7'UP OTHERS Total No. of Respondents 29 18 11 30 12 100 Per cent 29.0 18.0 11.0 30.0 12.0 100.0

INTERPRETATION
The above table shows that out of 100 respondents surveyed, 30% of the respondents demands 7up most, 29% of the respondents demands Pepsi, 18% of the respondents demands mountain dew ,11% of the respondents demands Miranda while 12% of the respondents demands some other flavour. So 7up is the most demanded flavour.

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Per cent
Per cent 100

29 18 11 MIRINDA

30 12 7'UP OTHERS Total

PEPSI

MOUNTAIN DEW

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LIMITATION OF RESEARCH
As I was asked to carry on my vocational training I found the following limitations during my training period. So I could not collect all information regarding my topic. 1) It was not possible to understand thoroughly about the different marketing aspects of soft drinks in a span of two months. 2) The survey was conduced in the peak season when the sale was too high by this I cannot get the appropriate result. 3) 4) Money as no stipend was given, it was difficult to cover a wide area. All the work was limited in Patna area, so the finding should not be generalized .the finding of survey will be strictly based on the response of consumer, retailer/dealers since it is difficult to ascertain the authenticity of their statement. 5) 6) Shortage of time factor was one of the biggest constraints. Most stress was given on the primary data as it was difficult to collect secondary data from the organization and distribution since it is difficult to ascertain the authenticity of their statements. 7) All the observation and recommendation will be made on the feed back obtained from survey.

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SWOT ANALYSIS
STRENGTH
The customer faith in Pepsi beverages results in creating a great demand for Pepsi in spite of its weaknesses.

WEAKNESS
Improper supply of brand i.e. Pepsi Low availability of chiller. Timely supplies are not given to retailers.

OPPORTUNITIES
1. LBPLmakes the process more convenient and efficient (it provides the Pepsi

product at required places i.e. direct to distributors and to retailers through distribution). 2. The executive of company have more interaction with retailers to meet the need for getting more information and advice for distributors/retailers/customers. 3. Replace market damages at regular intervals.

THREATS
1. Coca-cola is putting up more chilling equipments to boost up the sale at all channels of retails.

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SUGGESTION
Lumbini Beverages Pvt. Ltd. should introduce some change in its marketing function and advertising to market more rational. The following factors to be worthy of consideration: A complain Register should be provided by the company to every distributor in every route so that, retailers/customers can write their problems. The complain register should be checked by consumer executive and depot in charge at time to time. A clear notification should be given to teach distributor and each route agent to give cash memo (with printed number) and maintain route card for every transaction. Proper care should be given the companys employees at the time of scheme close. Signature of scheme receiving on the cash memo should be taken and it should be also maintained in route card. Claim of scheme should be passed after the deeply study of above three points i.e. difference between opening stock and closing, signature of scheme receiving on the cash memo and sells maintained in the route card. Some retailers keep other companies products in the Pepsis fridge, while is provided by the company. To check additional scheme be given in every month, in the peak seasons After the checking of Pepsis Fridge (3or 4 times in every month ) if It is found that retailer does not keep other companies products in the Pepsis Pepsi fridge the claim of scheme should be passed . Thus we can improve/increase its sell and employees activities.

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CONCLUSION
1. The whole analysis show that there are only two companies dominating in the soft drinks market Pepsi and coca-cola. 2. Coca-cola has invested more in the market. Distribution of VISI coolers and display of glow sign board but after that Pepsi give him very tuff competition. 3. Most of the dealers want glow signboard and chilling equipments, which they are asking for long time. 4. In the cola segment thumbs-up and lime segment sprit is the main competitors of Pepsi. But mountain dew lonely defeats them. 5. 6. Due to high demand,there is crisis in the market. Pepsi is more sweet and low fizz. Soft drinks that every body knows and it is not like by customer, to catch the customers. 7. Pepsi should provide more supporting goods which is helpful to enhance the market share of the Pepsi. 8. Try to always satisfy the dialers which may be a big factor to enhance the market share. 9. 10. 11. Should be a proper supply of Pepsi product in the market. Should be proper interaction between dealers and company employee. Pepsi has the entire flavor i.e. Cola, Leman, Orange, Mango in the market and its market share is comparatively more than Coke.

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12. 13.

The majority of the retailers deal in all brands of Pepsi and Coca-Cola. One of the major drawbacks of Pepsi products is that all the flavors do not reach at each and every retail outlets but competitors products do reach that is why competitor enters in to Pepsi exclusive outlets .

14.

It should be checked that whether our products is reaching to the outlets timely and regularly or not.

15.

There is irregular in the supply of Visi-cooler, some retailers, which sell more are not provided Visi-cooler which some retailers, which sell less, are provided visicooler.

16. 17.

Most of the retailers are in need of board but not provided by the Pepsi Company. Most of the retailers especially small retailers have complained that the sales man does not inform about any sales promotional scheme.

18.

The big retailers of Pepsi do not maintain the purity in the Visi-cooler and dictate their own terms and conditions.

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REFERENCES
BOOKS: MARKETING MANAGEMENT ~ PHILIP KOTLER. RESEARCH METHODOLOGY ~ C.R. KOTHARI. WEBSITES: www.pepsico.com www.pepsizone.com www.amul.com www.cocacola.com

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QUESTIONNAIRE FOR RETAILERS

Name of the shop/outlet : .................................................................. Address/Location Type of outlet (a) General Store (c) Sweet Shop (e) Dhaba /Canteen : ....................................................................... : .............................................................. (b) Pan Shop (d) Lassi /Juice Shop (f) Others

l .Q. In which month Peak Season of Soft Drinks? (a) Jan-Feb (c) July-Sept (d) Oct- Dec 2. Q. Is advertisementeffecton sales? (a) Yes (b) No (b) March-June

3. Q. Are you satisfied with behavior of staff visit? (a) Excellent (c) Satisfactory (d) Poor (b) Good (e) Very poor

4. Q Do you receive the delivery of PepsiCo products in time? (a) Yes (b) No

5. Q what is percentage age share of satisfaction of distribution of PepsiCo and coke? (a) PepsiCo (b) coca cola

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6.Q. What is percentage share of chilling equipments? (a) Pepsi (c) Own (b) Coca-Cola

7. Q Which companys signage you have in your outlet? (a) Pepsi 8. Q Which types of product available always? (a) PepsiCo (b) Coke (c)Both (b) Coca-Cola

9. Q Which types of product is more demanded by the consumer ? (a) Pepsi (b) Coca-Cola (c) Both 10.Q. How many crates of Pepsi & Coca-Cola you sell/day ? (a) 0-1 crates (c) 2-3 crates 11Q. Any suggestion for betterment of Pepsi . (b) 1-2 crates (d) 3 & above

12) Which type of outlet? (a) (b) (c) Etry shops Sweet/ Confectionary shops Restaurant/Hotel

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(d) (e) Q13) Gender

Soft drink, Parlors Grocery Shop

a) Male Q14)Age: a)Below 25 years c) 35-45 years Q15) Qualificationa)Illiterate c) Intermediate Q16) Monthly income of Retailera)Below Rs.10000 c) Rs. 15000-20000

b) Female

b) 25-35 years d)Above 45 years

b) Matriculation d) Graduate

b)Rs.10000-15000 d) Above Rs.20000

Q17) Whichflavour is more in Demand? a)Pepsi c)Mirinda e)others Q18) Which brand is demanded most? a) Pepsi products d)Other Q19) How many crates of Pepsi & Coca-Cola you sell/day? a) 0-1 Crates c) 2-3 Crates b) 1-2 Crates d) 3 & above b) Coke products c)Parle product b)Mountain dew d)7up

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Q20) Do you get proper scheme at right time? a) Yes b) No

Q21) Which packs of pepsi is more demand? a) 200 ml e) 2 L Q22) Which company's visi-cooler you have? a) Pepsi c) Both b) Coke d) Others/own b) 300 ml c) 500 ml d) 1 L

Q23) According to you, which medium affects the sales most? a) Television c) Display b) Magazines/New papers d)Wallpainting/Hoardings

Q24) whose ads do you feel more attractive? a) Pepsi c) Miranda d) Others Q25) Are you satisfy by selling PepsiCo beverages? a) Strongly agree d)Disagree b) agree e)Strongly disagree c)Neutral b) Coke d) Thumps Up

Q26) what you say, PepsiCo is the leading brand in market? a) Strongly agree b) agree

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c)Neutrald)Disagree

e)Strongly disagree

Q27) Are you satisfies with the profit/commission & facilities given by the company? a) Not satisfied c) Satisfied b) Somewhat satisfied d) highly satisfied

Q28) Does Pepsi provides better color than other brand of soft drinks? a) Strongly agree c)Neutrald)Disagree b) agree e)Strongly disagree

Q29) Are you able to sale the PepsiCo beverages up to your optimal level? a) Strongly agree d)Disagree b) agree c) Neutral

e)Strongly disagree

Q30) whether media medium affects the sales most to customers? a) Strongly agree b) agree c) Neutral

d) Disagree

e) Strongly disagree

Q31) Does Pepsi brand affects the sales most to customer? a) Strongly agree c)Neutrald)Disagree b) agree e)Strongly disagree

Remarks

_____________________________________________ _____________________________________________

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Question For customer:

Q1) whose ads do you feel more attractive a) Pepsi c) Miranda d) Others Q2) Are you satisfy by selling PepsiCo beverages? a) Strongly agree d)Disagree b) agree e)Strongly disagree c)Neutral b) Coke d) Thumps Up

Q3) what you say, PepsiCo is the leading brand in market? a) Strongly agree d)Disagree b) agree e)Strongly disagree c)Neutral

Q4) Whichflavour is more in Demand? a)Pepsi c)Mirinda e)others Q5) Which brand is demanded most? a) Pepsi products d)Other Q6) How many crates of Pepsi & Coca-Cola you sell/day? a) 0-1 Crates c) 2-3 Crates b) 1-2 Crates d) 3 & above b) Coke products c)Parle product b)Mountain dew d)7up

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Q7) Do you get proper scheme at right time? b) Yes b) No

Q8) Which packs of pepsi is more demand? b) 200 ml e) 2 L Q9) Which company's visi-cooler you have? a) Pepsi c) Both Q11) Which type of outlet? (a) (b) (c) (d) (e) Q12) Gender a) Male b) Female Etry shops Sweet/ Confectionary shops Restaurant/Hotel Soft drink, Parlors Grocery Shop b) Coke d) Others/own b) 300 ml c) 500 ml d) 1 L

Q13)Age: a)Below 25 years c) 35-45 years b) 25-35 years d)Above 45 years

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Q14) Qualificationa)Illiterate c) Intermediate Q15) Monthly income of Retailera)Below Rs.10000 c) Rs. 15000-20000 b)Rs.10000-15000 d) Above Rs.20000 b) Matriculation d) Graduate

Signature

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