Mr. Subodh Udainiya Mr.

Suresh Kumar vimal

ADC Lecturer (Marketing)
I.P.S.R SOHARAMAU UNNAO
Summer Training Report
On
"TO EVALUATE COMPETITIVE STRENGTH OF PEPSI
IN SLUM MARKET OF UNNAO DISTRICT"

SUBMITTED TO U.P.T.U

SUBMITTED FOR THE PARTIAL FULFILLMENT OF

THE DEGREE OF MASTER OF BUSINESS
ADMINISTRATION

SUBMITTED BY:
ramakant
MBA-III Sem

UNDER THE GUIDANCE OF

INSTITUTE OF PROFESSIONAL STUDIES

AND RESEARCH SOHARAMAU UNNAO
(2008-2010)

1
ACKNOWLEDGEMENT

2
 ACKNOWLEDGEMENT

First of all I thank God for giving me this wonderful opportunity to undertake this

research which is a part of my MBA program.

I would like to sincerely thank Mr. Suresh Kumar Vimal for giving me the

wonderful opportunity to work under his able guidance and support throughout

my Summer training report.

With great pleasure, I extend my deep sense of gratitude towards to

Mr. Amol Sharma (TDM) and my project GUIDE Mr. V.K. Dwivedi ( Sr.S.E.)

Under whose valuable guidance, constant interest and encouragement, which

have devoted his ever-precious time from his busy schedule and his thus in

completing the summer training report.

And I am also thankful Mr. Subodh Udayaniya (ADC) Whose great co-operation

in my summer training report.

This co-operation is not only useful for this project but will be a constant source

of inspiration for us in future life .I am also thankful to Mr. Rajesh Chandra

Dwivedi (DISTR.) AND ALL EMPLOYEE who helped me intellectually in

preparation of this project directly or indirectly.

3
 PREFACE
These days institutes have started giving more stress on the management

training, as it is the interface of a management student with the culture of the

corporate world and it also gives the first hand experience to use the knowledge

acquired by them through their faculty in the class in the corporate world.

Our institute has also been looking in the same direction and is determined to

produce quality students who have a balanced knowledge of both theoretical

aspects and the practical knowledge as well. In the same context we had to

undergo a summer training of 6-8 weeks in a company.

To cover this aspect, which is the part of the curriculum as well? We underwent

training at Pepsi. Here in we got to do a live project for the company, which was

basically on increasing Retailer Satisfaction.

4
 OBJECTIVE OF STUDY

Pepsi is the brand name of soft drinks which is the retailed from

FMCG. With growing competition all around, the importance of

an effective distribution network to fulfill the consumer demand

and Retailers are a very important chain in marketing

management. Retailer’s satisfaction itself is a very vast subject

but for the above summer training report objectives chosen are:

Objectives:

1) Study existing Retailers satisfaction

2) Assess competition’s Retailer’s between Pepsi vs.

coke

3) Evaluate the width of entrants

4) Determining potential areas for “soft drinks” to expand

5
 CONTENTS

DESCRIPTION OF ITEM PAGE

NO.

I- PART

Introduction 7

a- Soft drink industry 8-22

b- Pepsi company profile

23-46

c- Coca- cola company profile

47-52

d- Comparison between Both Industry

53-56

II- PART

Research Methodology

58-65

III-PART

a- Comparative Analysis and Increasing cold stock Share

66-94

b- Findings 95-

6
 96

c- Limitation 97-

98

d- Conclusion

99-100

e- Recommendation 101-

102

f- Bibliography

103-104

INTRODUCTION

7
8
 The History of Soft Drinks

Soft drinks can trace their history back to the mineral water found in

springs.

Soft drinks can trace their history back to the mineral water found in natural

springs. Bathing in natural springs has long been considered a healthy thing to

do; and mineral water was said to have curative powers. Scientists soon

discovered that gas carbonium or carbon dioxide was behind the bubbles in

natural mineral water.

Health Properties of Mineral Water

The drinking of either natural or artificial mineral water was considered a healthy

practice. The American pharmacists selling mineral waters began to add

medicinal and flavorful herbs to unflavored mineral water. They used birch bark,

dandelion, sarsaparilla, and fruit extracts. Some historians consider that the first

flavored carbonated soft drink was that made in 1807 by Doctor Philip Syng

Physic of Philadelphia. Early American pharmacies with soda fountains became

a popular part of culture. The customers soon wanted to take their "health" drinks

home with them and a soft drink bottling industry grew from consumer demand.

9
THE HISTORY OF SOFT DRINKS IN

AMERICA

The manufacturing of soft drinks began in the 1830's. However, the evolution of

soft drinks took place over a much longer period. The forerunners of soft drinks

began more than 2,000 years ago when Hippocrates, the "Father of Medicine,"

first suspected that mineral waters could be beneficial to our well-being. But

Hippocrates did not envision drinking the effervescent mineral waters bubbling

from the earth's crust. Instead, the Greeks and Romans used them for bathing

and relaxation. More than a thousand years passed before mineral waters made

the transition from therapeutic bath to refreshing beverage.

The

soft

drink

industry was a seasonal business in the early days, operating primarily during the

summer months. Sales were limited by few outlets for the new carbonated

beverages, and by the consumer's restricted mobility.

10
SOFT DRINKS MARKET IN INDIA

India is one of the top five markets in terms of growth of the soft drinks

market. The per capita consumption of soft drinks in the country is estimated to

be around 6 bottles per annum in the year 2003. It is very low compared to the

corresponding figures in US (600+ bottles per annum). But being one of the

fastest growing markets and by the sheer volumes, India is a promising market

for soft drinks.

The major players in the soft drinks market in India are PepsiCo and Coca-Cola

Co, like elsewhere in the world. Coca-Cola acquired a number of local brands

like Limca, Gold Spot and Thumps Up when it entered Indian market for the

second time. Pepsi Co’s soft drink portfolio also consists of Miranda and 7Up

along with Pepsi. The market share of each of the company is more or less the

same, though there is a conflict in the estimates quoted by different sources

The major ingredient in a soft drink is water. It constitutes close to 90% of

the soft drink content. Added to this, the drink also contains sweeteners,

Carbon dioxide, Citric Acid/Malic acid, Colors, Preservatives, Anti Oxidants

and other emulsifying agents, etc.

Consumption Patterns in India

In Tier 1, 2 and 3 cities in India, 29% of Indian consumers report consuming

carbonated beverages/soft drinks during a fixed time of the day suggesting

consumption has become a routine part of their day, with most consumption

11
taking place during the 'afternoon to evening' time period. Not surprisingly,

consumption is highest in Tier I cities such as Mumbai, Delhi, Kolkata,

Chennai, Hyderabad and Bangalore. The level of consumption is seen to

increase with rising household incomes (with the exception of the highest income

level) while decrease with age.

Social implications

The first time when CSE conducted tests on samples of 12 soft drinks, it found

out that the pesticide residue levels in these samples are as high as 30 to 35

times that of the levels acceptable by EEC norms.

Indian soft drinks market is not under any regulation. Prevention of Food

adulteration act 1954 does not include soft drinks. None of the BIS standards that

existed before August 2003 had any guidelines or set criteria for the residue

levels of pesticides in the soft drinks. But different lie agencies have set

standards for the residue levels of pesticides. The European Economic

Community (EEC) sets the maximum admissible concentration of individual

pesticides and related products in drinking water at 0.1 parts per billion to ensure

that the toxicity is not dangerous to human beings. For a few pesticides like

aldrin, dieldin and heptachlor peroxides the admissible limit is even more

stringent, i.e., 0.03 parts per billion..

Some of those who sympathize with PepsiCo in this whole pesticide saga say

that the per capita consumption of soft drinks in India is too small for any of these

pesticide residues in the soft drinks to have any appreciable effect if at all on the

12
consumers. Though this may be true to certain extent, it has been scientifically

proven that the excretion of some of the aforementioned pesticides from the

human body is extremely slow even after the intake ceases. Moreover, all the

aforementioned pesticides are proven to be highly carcinogenic in nature.

Political implications

The government’s response initially was guarded in nature. The government has

conducted its own investigation into the matter and came out with the verdict that

though the samples did contain pesticide residues, the levels were not as high as

those stated by CSE. Lack of any specific guidelines or set criteria in this case

has meant that the Cola Companies have not flouted any legality and could not

be wronged for what they were doing. One positive that came out was that the

government started tinkering with the idea of coming up with standards for

acceptable levels of pesticide residues in the soft drinks and other beverages.

Overall, the government did not play a proactive role in this issue as can be seen

from the fact that three years after the issue first cropped up, the government is

yet to come up with the standards for pesticide residue levels in the soft drinks.

The fact that the ministry of health and CSE do not see eye to eye on the matter

did not help the cause. Somehow, the matter has deviated substantially from the

core issue, i.e., carcinogenic pesticide residue levels in the primary ingredient

water.

13
Economic implications

Despite of the initial knee-jerk reaction, the general public by and large has not

been paying much attention to the Pepsi pesticides issue. The ban imposed by

some of the states will hit the profitability of the company’s operations. The thing

really worth mentioning is the reluctance of both the Cola Companies in

accepting the fact that they have been following different safety standards at

different places. All through the issue, the chairman of Pepsi India Holding

Rajeev Bakshi was adamant that Pepsi’s products in India are as safe as

anywhere else. While it may be true that extremely low levels of per capita

consumption render any fears of toxic effects of pesticides unreasonable, the

reluctance of the Cola Companies in accepting the fact that the ground water

used in the manufacturing process is not sufficiently treated, is an ominous sign

to the consumer.

14
 THE SOFT DRINK BOTTLING INDUSTRY

Over 1,500 U.S. patents were filed for a cork, cap, or lid for the carbonated drink

bottle tops during the early days of the bottling industry. Carbonated drink bottles

are under a lot of pressure from the gas. Inventors were trying to find the best

way to prevent the carbon dioxide or bubbles from escaping. In 1892, the "Crown

Cork Bottle Seal" was patented by William Painter, a Baltimore machine shop

operator. It was the first very successful method of keeping the bubbles in the

bottle.

Automatic Production of Glass Bottles

In 1899, the first patent was issued for a glass-blowing machine for the automatic

production of glass bottles. Earlier glass bottles had all been hand-blown. Four

years later, the new bottle-blowing machine was in operation. It was first

operated by the inventor, Michael Owens, an employee of Libby Glass Company.

Within a few years, glass bottle production increased from 1,500 bottles a day to

57,000 bottles a day.

15
 WHAT'S IN SOFT DRINKS

Soft drinks have been part of the American lifestyle for more than 100 years.

Many of today's soft drinks are the same as the first ones enjoyed in the 1800s.

Soft drink production begins with the creation of flavored syrup using a closely-

guarded company recipe. The syrup is mixed with water and then carbonated by

adding carbon dioxide gas under pressure. This carbonation creates the "tingly

fizz" that gives soft drinks a refreshing taste.

Now for a closer look at soft drink ingredients...

Like other foods, ingredients used in soft drinks are approved and closely

regulated by the U.S. Food and Drug Administration (FDA). All ingredients used

in soft drinks are found in a variety of other foods.

Water

Soft drink production starts with a source of water. Regular soft drinks contain

90% water, while diet soft drinks contain up to 99% water. Drinking water often

includes trace amounts of various elements that affect its taste. You have

probably noticed that tap water tastes different in various regions of the country.

Bottlers use sophisticated filtering and other treatment equipment to remove

residual impurities and standardize the water used to make soft drinks. That's

why your favorite soft drink tastes the same in New York as it does in Texas or

16
California.

Carbon Dioxide

A colorless and odorless gas, carbon dioxide is the essential characterizing

ingredient in all "carbonated" beverages. It is given off when we breathe and is

used by plants to produce oxygen.

The innovative step of adding flavors to these popular "soda waters" gave birth to

the soft drink beverages we enjoy today. In the early days of soft drink

manufacturing, carbon dioxide was made from sodium salts and carbonated

beverages became known as "sodas" or "soda water."

Today, bottlers buy pure carbon dioxide as a compressed gas in high-pressure

cylinders. Carbon dioxide gas is absorbed into the flavored soft drink in a

carbonator machine just before the container is sealed. While under pressure

and chilled, the soft drink may absorb up to four times the beverage volume of

carbon dioxide.

Flavors

One of the most important ingredients in soft drinks is flavoring. Most soft drink

bottlers mix many individual flavors to create distinctive tastes.

Natural flavors in soft drinks come from spices, natural extracts and oils. Fruit-

flavored soft drinks such as orange and lemon-lime often contain natural fruit

extracts. Other flavors such as root beer and ginger ale contain flavorings made

from herbs and spices.

17
Colors

Many people don't realize how important color is to taste perception. Color

affects our psychological impression of food. If you don't believe it, try eating a

familiar food in the dark. The colors used in foods and beverages come from both

natural and synthetic sources.

Caffeine

Caffeine is a substance that occurs naturally in more than 60 plants including

coffee beans, tea leaves, kola nuts and cacao beans. In some cases, small

amounts of caffeine are added to soft drinks as part of the flavor profile. The

amount of caffeine in a soft drink is only a fraction of that found in an equal

amount of coffee or tea.

Caffeine has a classic bitter taste that enhances other flavors. It has been part of

almost every cola- and pepper-type beverage since they were first formulated

more than 100 years ago and has been enjoyed in coffee, tea and chocolate

beverages for centuries.

Acidulate

Similar to fruit juices and many other food products, most soft drinks are slightly

acidic. Acidulate add a pleasant tartness to soft drinks and act as a preservative.

Some soft drinks contain a small amount of one or two common food acidulate -

phosphoric acid and citric acid. Occasionally, other acidulates such as malice

acid or tartaric acid are also used.

18
Preservatives

Soft drinks do not normally spoil because of their acidity and carbonation.

However, storage conditions and storage time can sometimes impact taste and

flavor. For this reason, some soft drinks contain small amounts of preservatives

that are commonly used in many foods.

Potassium

Potassium is another essential nutrient found in many natural and man-made

food ingredients. Like sodium, potassium exists naturally in drinking water and,

therefore, soft drinks. Small amounts of potassium are also found in some of the

flavoring agents and other ingredients used in soft drinks.

Sodium

Because the names "soda pop" and "soda water" were associated with early soft

drinks, many people falsely believe that carbonated beverages contain significant

amounts of sodium. This is not true.

Sodium, in the form of various salts, is present in many natural and man-made

compounds. It is an essential mineral nutrient responsible for regulating and

transferring body fluids, as well as other important body functions. Although an

adequate daily intake of sodium is necessary for good health, excessive

consumption has been tied to high blood pressure in some people.

Sweeteners

Regular (Non- Diet) Soft Drinks

19
Most regular (non-diet) soft drinks are sweetened with either sucrose or high

fructose corn syrup (HFCS). A mixture of these sweeteners may also be used.

Sucrose, the familiar sweetener in your sugar bowl, comes from sugarcane or

sugar beets. HFCS is a newer and more convenient liquid sweetener, similar to

sucrose but made from corn. It is now used in many prepared foods.

The amount of sweetener in a soft drink ranges from 7 to 14%, about the same

amount as a glass of pineapple or orange juice. Sometimes thought to be more

fattening than other foods sugar actually contains the same number of calories

by weight as protein (4 calories/gram), and less than half the calories of fat (9

calories/gram). Sugars also contain far fewer calories than alcohol (7

calories/gram).

20
 Diet Soft Drinks

The popular class of beverages known as diet soft drinks is made possible by the

intensely sweet substances we refer to as "diet" or "low calorie" sweeteners.

Aspartame, saccharin, Sucralose and acesul fame K are approved for use in soft

drinks today and sweeteners remain an active area of food research. By

choosing from a variety of different sweeteners, manufacturers can blend

sweeteners to match beverage formulations and better appeal to all consumer

tastes and preferences.

Acesulfame K

Acesulfame K, under the brand name of "Sonnets," is an example of a more

recent diet sweetener approved for soft drinks by the FDA in 1998. Acesulfame K

is a calorie free, heat stable sweetener that is 200 times sweeter than sugar.

21
Aspartame

Aspartame is a "nutritive" sweetener, meaning it is easily digested and provides

calories. However, its sweetening power is so great that the tiny amount needed

to sweeten a soft drink adds less than one calorie per 12-ounce can.

Soft drink companies use slightly different amounts of aspartame in various flavor

recipes. Most diet soft drinks are sweetened with aspartame alone, but some

may contain a blend of aspartame and saccharin. If aspartame is the only

sweetener used, about 15 milligrams per ounce of beverage is added. As other

diet sweeteners become available, more sweetener blends are likely to be used.

Neotame

The newest no-calorie sweetener on the market was approved by the Food and

Drug Administration for general use in 2002. It is the sweetest of the low- and no-

calorie options available, 30-40 times sweeter than aspartame and 7,000-13,000

times sweeter than sugar. Neotame delivers comparable sweetness to sucrose in

various applications.

Saccharin

Saccharin has many desirable properties that make it a valuable food ingredient.

It is extremely sweet - about 300 times sweeter than sugar - and contributes no

calories. It is stable in foods and is metabolically inert, which means that it goes

through the body without changing.

Sucralose

22
Sucralose was also approved by the FDA in 1998 for use in a wide variety of

food products including soft drinks. Sucralose is a low calorie, high-intensity

sweetener that is about 600 times sweeter than sugar. It is sold under the brand

name of "Splenda." Sucralose and sucrose (sugar) have been shown to have

similar taste and flavor profiles.

23
 COMPANY PROFILE

PepsiCo, Inc.began as a successor to a company incorporated in 1931, known

as Loft Inc. Once known as Pepsi-cola, the company expanded its business and

adopted its current name, PepsiCo, after a merger with Frito-Lay in 1965. This

merger dramatically increased PepsiCo’s market potential and set the foundation

for the company’s tremendous growth.

Pepsi Co’s Products are recognized and are most respected all around the

globe. Currently, Pepsi Co divisions operate in three major US and international

businesses, snake food, and restaurants. In each of these businesses, PepsiCo

has attained a leadership position as being the world leader in soft drink bottling,

the world largest snake chip producer, and the world largest franchised and

company operated restaurant system. The corporations increasing success has

been based on high standards of performance, marketing strategies,

competitiveness, determination, commitment, and the personal and professional

integrity of there people, products and business practices.

24
 PEPSICO’S – OVERALL MISSION IS

 Increase the value of our Shareholders, investments through sales

growth.

 Investments and financial activities.

PepsiCo believes their success depends upon the quality and value of their

products providing a safe, whole some, economically efficient and a healthy

environment for their customers, and providing a fair return to their investors

while maintaining the highest standards of integrity.

HISTORY

Pepsi has one of the most intriguing histories if any product on the market. From
its humble beginnings the people of Pepsi make the story what it is – including its
inventor, customers, competition, corporate managers, salesmen, distributors,
cartoon spokes-persons and including some of the biggest names in
entertainment history. There have been good times and bad times-plus lots and
lots of changes over the years. If you enjoy Pepsi you will enjoy the stories of
people who have made it possible.

25
2008 Milestones

• Quaker Snacks Unveils Breakfast Cookies.

• Doritos unveils new packaging, including an updated logo.

• PepsiCo Launches Pepsi Limon in Peru.

• PepsiCo Completes Acquisition of Stacy's Pita Chip Company.

• Tropicana Now Offering OJ with Benecol.

• PepsiCo Foodservice Partners With Cracker Barrel to Serve Up Fritos-

Branded Menu Item.

• PepsiCo Foodservice Pours Two New Account Wins: Famous Dave's of

America and Roundtable Pizza.

• Pepsi Celebrates 20th Consecutive Super Bowl With New Diet Pepsi

Campaign.

• North American Coffee Partnership Launches New Starbucks

Beverages, Starbucks Iced Coffee, Starbucks Iced Coffee Light as well

as Strawberries and Crème Frappuccino and Starbucks Double Shot

Light.

• PepsiCo India re-launches Miranda .

• SoBe Launches New SoBe Life Water.

• Cheetos kicks off the biggest marketing campaign in its history with

26
 "Undercover Chester," an integrated communications platform that asks

consumers to help Chester Cheetah recover the stolen recipe for

Cheetos.

• In selected cities cross the United States, Pepsi distributes more than

three million free cans of newly reformulated Diet Mountain Dew,

marking the largest single-day sampling effort in company history.

27
 PRODUCT RANGE OF PEPSI

o Pepsi-Cola Brands
o

o Frito-Lay Brands
o

o Tropicana Brands
o

o Quaker Brands

o Gatorade Brands

28
29
ADVERTISEMENT BY PEPSI
Through the consumers survey it has been proved that the T. V.
commercials and sinages affect the consumer buying behavior by
approximately
70% May be only PEPSICO is investing huge finance in the T.V.
commercials and other sinages , big name of Indian film industries
and sports
Hero’s are being proposed to become the brand promoters and
brand ambassadors. SACHIN TENDULKAR, AMITAB BACHHAN,
KAREENA
KAPOOR, and more are being offered huge amount for carrying out
the promotions. Pepsi’s T.V. advertisement in which SACHIN
TENDULKAR whistles at the
End has maximum recall value . other than this world cup 2003
advertisement campaign that comprises of SACHIN
TENDULKAR, SHANE WARNE AND CARL HOOPER,
Latest advertisement of Pepsi and mountain dew (Do the Dew )
are very famous. few of the areas through which advertising
is being done are as follows:
• Television commercials
• Posters
• DPS boards
• Glow Sign boards
• Date Calendars
• Food and Fizz
• Space clube

2 liter PET Bottle

30
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32
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35
 PEPSI HEAD OFFICE

Pepsi Foods Private Limited

3B, DLF Corporate Park, 'S' Block, Qutab

Enclave, Phase-III
Gurgaon - 122002
Haryana, India
Tel: 0124-2880699
Email:
corporate.communications@intl.pepsico.c
om

36
MARKETING STRATEGY IN
INDIA

MARKETING STRATEGY IN INDIA

37
Pepsi is known in the marketing world as a convenience product, one that is

purchased without much consideration. So how is it decided which brand of soft-

drink to buy? Annually, soft-drinks are a $5 billion business, that is why the

techniques for marketing and ensuring Pepsi's purchase are so important.

In response to last year's success of the Pepsi Stuff Campaign, on May 13, 1997

they unveiled "Pepsi Stuff '97." This is a promotion in which you buy Pepsi

products, receive points on the boxes and cans, and then redeem them for items

in their catalogue. Pepsi was very successful last year with this campaign,

attracting over 30 million participants.

38
 CORPORATE OVER VIEW
PepsiCo. Inc. is among the most successful consumer products

company in the world, with 1999 revenues of over $20 billion and

116,000 employees

The company consists of: Froto-Lay company, the largest manufacture

and distributors of snack chips ; Pepsi-Cola company-2 nd largest soft drinks

business and

Tropicana Products- the largest marketer and producer of

branded juice. PepsiCo brands are among the best known and most

respected in the world and

Are available in about 190 countries and territories

Some of PepsiCo’s names are 100years old, but the corporation is

relatively young PepsiCo. Inco. was founded in 1965 through the

merger of Pepsi-cola and

Froto-lay. Tropicana was acquired in 1998.

PepsiCo’s success is the result of superior products, high standards

of performance, distinctive, competitive strategies and the high integrity of

our people.

Our overriding objective is to increase the value of our share

holder’s investment through integrated operating, investing, and financing

activities . our strategy is to Concentrate our resources on growing

our businesses, both through internal growth and carefully selected

acquisitions. Our strategy is continually fine –tuned to Address the

39
opportunities and risks of the global market place.

The corporation’s success reflects our continuing commitment to

growth and a focus on those businesses where we can drive our

own growth and create Opportunities.

ENVIRONMENTAL COMMITMENT

PepsiCo has a corporation-wide commitment to the environment. PepsiCo is

committed to providing a safe and healthy environment for their employees as

well as for the community. PepsiCo is dedicated to designing, constructing,

maintaining, and operating facilities that protect their people and their physical

resources. PepsiCo commitment to reducing the impact of their businesses on

the environment through conservation, recycling, and energy use programs that

promote clean air and water and reduce landfill waste.

PepsiCo's dedication and commitment to the environment is stated in their

"Worldwide Code of Conduct". The "Worldwide Code of Conduct" defines

PepsiCo's commitment based on the following environmental principles:

1. Business is conducted by complying with all applicable laws and

regulations and provides a safe and healthy environment.

2. Minimizing the impact of our businesses on the environment through

methods that are socially responsible, scientifically based and

economically sound, such as recycling and conservation.

3. Developing programs that promote clean air and water, energy

40
conservation, and reduce land fill waste.

4. By supporting programs that educate, train and motivate employees to

help the environment.

5. By cooperating with different organizations and governments to find

solutions that reduce pollution and by supporting environmental policies.

41
 Financial Highlights

PepsiCo, Inc. and subsidiaries

(in millions except per share data; all per
share amounts assume dilution) 2008 2007 Chg (a)

Summary of Operations

Total net revenue $ 43,251 $ 39,474 10

%
Core division operating profit(b) $ 8,475 $ 8,025 6 %

Core total operating profit(c) $ 7,824 $ 7,253 8 %

Core net income(d) $ 5,887 $ 5,587 5 %

Core earnings per share(d) $ 3.68 $ 3.37 9 %

Other Data

Management operating cash flow(e) $ 4,651 $ 4,551 2 %

Net cash provided by operating activities $ 6,999 $ 6,934 1

%
Capital spending $ 2,446 $ 2,430 1 %

Common share repurchases $ 4,720 $ 4,300 10 %

Dividends paid $ 2,541 $ 2,204 15 %

Long-term debt $ 7,858 $ 4,203 87 %

(a) Percentage changes are based on ungrounded amounts.

42
(b) Excludes corporate unallocated expenses and restructuring and impairment

charges. See “Reconciliation of GAAP and Non-GAAP Information” for a

reconciliation to the most directly comparable financial measure in accordance

with GAAP.

(c) Excludes restructuring and impairment charges and the net mark-to-market

impact of our commodity hedges. See “Reconciliation of GAAP and Non-GAAP

Information” for a reconciliation to the most directly comparable financial

measure in accordance with GAAP.

(d) Excludes restructuring and impairment charges, our share of The Pepsi Bottling

Group’s restructuring and impairment charge, the net mark-to-market impact of

our commodity hedges and certain tax items. See “Reconciliation of GAAP and

Non-GAAP Information” for a reconciliation to the most directly comparable

financial measure in accordance with GAAP.

(e) Includes the impact of net capital spending. Also, see “Our Liquidity and

Capital Resources” in Management’s Discussion and Analysis.

43
 SALES AND DISTRIBUTION IN INDIA
Sales are the cutting ‘edge’ of any business operations it is part of that company.
However big and small that means the firm’s customer from hame the business
is derived. The people who are engaged in this activity meet customers and get
information about the product of services which are been soda and provide
feedback to the firm.

Indian market association has defined sales management as “the blaming

direction and control of selling direction and control of selling personal including,
selecting, equipping assigning routing super routing super visioning, paying and
motivating as these tasks apply to personnel sales force”.

In the other word “sales Management” is used by business to refer the direction
of supervision of salesman.

44
 OBJECTIVES OF SALES MANAGEMENT
a- To retain and capture market share.

b- To determine assets volume in ways that contributes to profitability.

c- To secure the targeted percentage of certain account of business.

Sub objective

SALES MANAGEMENT CYCLE

A sales management looks after the manages a firm’s personal selling function.
Sales management deals with analysis planning, organizing, directing and
control of the company’s selling activities. Constitutes cycle below.

SALES MANAGEMENT CYCLE

Analysis: - This involves probing into the sales records of the company
analysis and report of sales people investigation of marketing trends and
other environment factors.

Planning: - It involves setting objectives of the firm’s efforts, formulation of

sales strategies and policies in order to achieve those objectives.

Organization: - It involves determination of the structure of the sales force

the delegation of authority which is supposed to be necessary to achieve the
organization’s objectives.

Direction: - It involves proper supervision and implementation of the plan

with the help of the proper communication, motivation and leadership.

Control: - It involves comparison of actual with the desired results; find out
reason for deviation and taking corrective action accordingly.

DISTRIBUTION NETWORK

45
A CONCEPTUAL APPROACH:-

Creating a customer and creating a product do not complete the process of

marketing, delivering the product to the customer is an equally important part
of this process. This is referred to as “distribution” in marketing parlance. As
distribution affects a company’s sales, finance and turnover. Therefore a brief
explanation regarding various aspects of distribution is required.

DEFINITION: - It can be defined as the process of reaching the product to the

customer. It encompasses all the activities in the physical flow of products
between producer and consumer.

IMPORTANCE: - Distribution provides place and time utility to products. In

other words it makes the product available at the right time and right places. It
enhances company’s sales and its competitive position. Distribution helps in
the process of demand of generation. It helps in building up an effective
clientele market. This is also an area of an effective cost reduction by
judicious management. It has to be dealt by keeping various factor in soft
drink there is an advantage that the help life product is almost one year
compared to other where it just one week or few months. Further it is a sector
where producer has to reach the consumers unlike others.

COPONENTS: - major components of the distribution network are as under-

• Distribution planning

• In plant water housing

• Transportation

• Field warehousing

• Receiving

• Handling

46
 • Inventory management

PEPSI BOTTLING PLANT -

1. GUARDIAN

2. SATRIA (JAUNPUR )

3. FAIZABAD

4. RANIA (KANPUR DEHAT)

5. JAIPUR

6. HAZIPUR

47
 INTRODUCTION

Coca-Cola (often abbreviated to "Coke") is a carbonated cola drink, and is the

world's most popular soft drink. The Coca-Cola Company's headquarters are

located in Atlanta, Georgia, where the drink was first concocted around 1884.

Although Coke's inventor, John Pemberton, was not a shrewd marketer of his

drink, the ownership of Coke eventually passed to As a Candler, whose company

remains the producer of Coke today. Candler's successful marketing, continued

by his successors such as Robert Woodruff, established Coke as a major soft

drink first in the United States and later around the world.

.Production

Coca-Cola formula

As a publicity marketing strategy started by Ernest Woodruff, the company

presents the formula of Coca-Cola as one of the most closely held trade secrets

in modern business that only a few employees know or have access to.[19] In

particular, the secret ingredient "7X" has long been touted an integral component

of Coca Cola's formula though it has never been established what, if anything,

the "X" refers to. It has been stated that Coca-Cola had employees mix the drink

48
by numbers assigned to specific ingredients rather than by name, to avoid the

possibility of employees reverse-engineering the recipe. However, experienced

perfumers and food scientists — today aided by modern analytical methods —

can easily identify the composition of food products, a fact that is further

supported by the many cola flavorings and competing soft drinks like Pepsi.

local taste.

Bottle and Logo Design

The first version of the famous bottle went into

production in 1916.
The famous Coca-Cola logotype is said to have

largely been created by John Pemberton's business

partner, Frank Mason Robinson, in 1885.

49
 ADVERTISING

Specially designed Christmas labels featuring Santa Claus give a seasonal twist

to these Coca-Cola bottles. The characteristic shape of the bottles is

trademarked. It was designed to be universally recognizable, even when broken.

In 2006, a football (soccer ball) shaped Diet Coke Bottle was launched as part of

a promotion campaign for the FIFA World Cup 2006.

Coca-Cola's advertising has had a significant impact on American culture, and is

frequently credited with the "invention" of the modern image of Santa Claus as an

old man in red-and-white garments; however, while the company did in fact start

promoting this image in the 1930s in its winter advertising campaigns, it was

50
already common before that. In the 1970s, a song from a Coca-Cola commercial

called "I'd Like to Teach the World to Sing", produced by Billy Davis, became a

popular hit single, but there is no evidence that it did anything to increase sales

of the soft drink. Coke's advertising has been rather pervasive,

The famous Coca-Cola logo is often parodied in advertisements in motion

pictures. This example is from the animated movie Shark Tale.

Starting in 1975, Pepsi-Cola ran a series of television advertisements showing

people participating in taste tests in which they expressed a preference for Pepsi

over Coke. Coca-Cola ran ads to combat Pepsi's ads in an incident sometimes

referred to as the cola wars; one of Coke's ads compared the so-called Pepsi

challenge to two chimpanzees deciding which tennis ball was furrier.

History of sports marketing relationship

The Coca-Cola has a long history of sports marketing relationships, which over

the years have included several major sports leagues both in the United States

and internationally. Two such notable instances are Coca-Cola's sponsorship of

the Olympic games, with Coke being the first-ever sponsor of an Olympic game

at the 1928 Summer Olympics in Amsterdam, and also Coca-Cola's sponsorship

of FIFA since 1978 in the 1978 FIFA World Cup, which organizes football

tournaments such as the FIFA World Cup.

51
.

expectations because keeping our Quality promise in the marketplace is our

highest business objective and our enduring obligation.

Consumers across the globe choose coca-cola brand of refreshment more than a
billion times every day because Coca-Cola is...

A-The Symbol of Quality.

B-Customer and Consumer Satisfaction.

C-A Responsible Citizen of the World.

2- Customer satisfaction

3- Coca-cola wants to increase his share holders.

4- He wants to increase his market share.

The Real Coke the real story

Cola traditionally is a category that depends on advertising. Sales are driven by

advertising. Pepsi has been the challenger — its cheeky, irreverent tone-of-voice
ensured that more often than not it was "the other guy that blinked." And usually
Coke, which won the market share wars, lost out to Pepsi on creativity. Pepsi
was younger, Coke steadier.

52
THEN THE ADVERTISMENT CHANGE

Cola is a category that needs a lot of excitement. The advertising executions

change frequently. One is not clear whether it is the company or the consumers
who get tired of the advertising.

Criticism of Coca-Cola

The Coca-Cola Company has been criticized for the allegedly adverse health
effects of its flagship product. However, a common criticism of Coke based on its
allegedly toxic acidity levels has been found to be baseless by most researchers;
lawsuits based on these criticisms have been dismissed by several American
courts for this reason.

Coca-Cola Korea Bottling Company has recalled a total of 1.1 million plastic
bottles of its soft drinks in Gwangju, Hwasoon and Dam yang in Jeolla Province
On July 14, 2006 after found a 25 year old man who fell ill after drinking the
contaminated coke, which was reportedly poisoned with herbicide. A 41-year-old
woman identified as Park was arrested in Gwangju last Monday on charges of
blackmailing Coca-Cola Korea for 2 billion won ($2.13 million) and threatening to
poison Coca-Cola brands.

53
 COMPARISION BETWEEN BOTH

(PEPSI &COKE)
SOFT
DRINK INDUSTREY

PepsiCo is the largest restaurant system in the world. In 1977, Pizza hut became
a part of PepsiCo. Due to pizza hut Pepsi increased his market share .In 2003
coke lost his market share in 2003. Mar. 8, 2005 both coca-cola and PepsiCo
market share decline in U.S.A due to his sweetness.
Internationally coke’s market share increased to 49.2% last year compared to
Pepsi’s rate, flat at 15.7%. Coke sold $ 12.7 billion worth of products
internationally, while Pepsi’s totaled $3.2 billion. From this coke pockets $ .30 for
every dollar, compared to Pepsi of less than $.07 per dollar.
When we talk about Russia, coke has overtaken Pepsi, which has a huge
market size of 150 million.

Cola traditionally is a category that depends on advertising. Sales are driven by

advertising. Pepsi has been the challenger — its cheeky, irreverent tone-of-voice
ensured that more often than not it was "the other guy that blinked." And usually
Coke, which won the market share wars, lost out to Pepsi on creativity. Pepsi
was younger, Coke steadier.

54
PRODUCTS OF COLA AND PEPSI

55
 KEY POINTS -----------
BASIS PEPSI COKE

Strategies used Availability of product Rs. 5-for 200ml

to satisfy demand Firstly, it reduced the price
which finally will Lead to consumer and to
to have in depth increase
penetration in home
To attract new
customer with rural
market
Support by making it
available at the price
Of Tea, Coffee etc.
Investment Rs. 400- Core for Rs. 1000- Core for capacity
capacity expansion expansion and infrastructure
and infrastructure.
Advertising YEH DIL MAANGE Thanda Matlab Coca Cola
MORE ---By Sachin Paach Matlab Chota Coke
Tendulkar as a Brand
AMBASSDOR Jo chaho ho jaaye Coca
Cola enjoy --By Amir Khan as
a Brand Ambassadors.

Brand -Range Mountain Dew Coca – Cola

MIRINDA Thumps- up
7-up Limca
SLICE Fanta
PEPSI COLA

56
 RETAILER’S VIEWS FOR PEPSI AND COLA

Pepsi has built a reputation around the world as a major player in the soft drink

market as well as the leader in the snack food industry. This has been done by

creating a wholesome environment for their customers all the while maintaining

its integrity. Currently they are facing stiff competition from Coca-Cola, but with

their various marketing ventures as well as the selling of their restaurant

franchises, Pepsi is poised to give Coke a definite battle in the future as to which

cola consumers want.

57
SWOT ANALYSIS

58
 SWOT ANALYSIS

SWOT analysis is a basic, straightforward model that provides

direction and serves as a basis for the development of marketing

plans. It accomplishes this by assessing an organizations strengths

(what an organization can do) and weaknesses (what an organization

cannot do) in addition to opportunities (potential favorable conditions

for an organization) and threats (potential unfavorable conditions for

an organization). SWOT analysis is an important step in planning and

its value is often underestimated despite the simplicity in creation.

The role of SWOT analysis is to take the information from the

environmental analysis and separate it into internal issues (strengths

and weaknesses) and external issues (opportunities and threats).

Once this is completed, SWOT analysis determines if the information

indicates something that will assist the firm in accomplishing its

objectives (a strength or opportunity), or if it indicates an obstacle that

must be overcome or minimized to achieve desired results (weakness

or threat)

The internal and external situation analysis can produce a large

amount of information, much of which may not be highly relevant. The

59
SWOT analysis can serve as an interpretative filter to reduce the

information to a manageable quantity of key issues. The SWOT

analysis classifies the internal aspects of the company as strengths

or weaknesses and the external situational factors as opportunities or

threats. Strengths can serve as a foundation for building a

competitive advantage, and weaknesses may hinder it. By

understanding these four aspects of its situation, a firm can better

leverage its strengths, correct its weaknesses, capitalize on golden

opportunities, and deter potentially devastating threats. Internal

Analysis - The internal analysis is a comprehensive evaluation of the

internal environment's potential strengths and weaknesses. Factors

should be evaluated across the organization in areas such as:

 Company culture, image

 Organizational structure

 Key staff

 Access to natural resources

 Position on the experience curve

 Operational efficiency, capacity

60
  Brand awareness

 Market share

 financial resources

 Exclusive contracts

 Patents and trade secrets

The SWOT analysis summarizes the internal factors of the firm as a

list of strengths and weaknesses.

External Analysis - An opportunity is the chance to introduce a new

product or service that can generate superior returns. Opportunities

can arise when changes occur in the external environment. Many of

these changes can be perceived as threats to the market position of

existing products and may necessitate a change in product

specifications or the development of new products in order for the

firm to remain competitive. Changes in the external environment may

be related to:

 Customers
 Competitors
 Market trends

61
  Suppliers
 Partners
 Social changes
 New technology
 Economic / Political environment

SWOT

STRENGHTS WEAKNESS

1.Strong team of Brand 1. Consumption of 2 Lts bottles is limited

Ambassadors ,who are having (Consumed by upper & middle level

tremendous mass appeal. people only).

2. Many variants (Mirinda ,7 2.Usage rate depend on the weather

UP, Dew, Tropicana Etc.) condition, usually it goes down during

3. Strong sales and distribution winters.

network. 3.Some variants like the Capacciono did

4. Strong brand image. not do well in the market

5. Dynamically continuous 4.Certain advertisements like the recent

innovation of the product and one “Pepsi TV” resulted in controversial

brand rejuvenation – new interpretations of the message of the

variants (They launched advertisement and lead to some loss of

62
Cappuccino last year. ) focus (of message of the advertisements)

7.Perceived to have quality & 5.Stock out problems - replenishment time

world renowned products is high in semi-urban/rural areas

(strong brand promotion but

relatively lower price which is a

winning combination )

8.They are having good relation

ships with distributors.

.OPPORTUNITIES THREATS

1.They may tap the untouched 1.Major threat is Coke, which continuously

market attacks on Pepsis Ads.

2. There is huge potential in 2.High internal competition

Indian juice market. Market 3. Indian fruit drink market is also

leader in this field is Dabur. snatching the customers after pesticides

3.More promotions like price- incidence

offs and samples, to attract new 4.Indian mothers are also big threats to

customers who still prefers tea Pepsi, because they do not allow their kids

or lassi than Pepsi. to drink Pepsi. So Pepsi should make

4.Diet Pepsi is not available in advertisements to attract Indian females

semi urban and rural areas , and should convince them that it’s not bad

63
availability of which may further for health.

enhance the sales.

RESEARCH
METHODOLOGY

64
 RESEARCH METHODOLOGY

“Marketing research is a systematic design, collection, analysis and reporting of

data and findings and relevant to specific marketing situation facing the

company”.

Research is, thus, an original contribution to existing stock of knowledge making

for its advancement. It is the pursuit of truth with help of study, observation,

comparison and experiment. In short, the search of knowledge through

objectives and systematic method of finding solution to a problem is research.

The systematic approach concerning generalization and the formulation of theory

is also research.

According to Clifford woody “ research comprises defining and redefining

problems, formulating hypothesis or suggested solution; collecting, organizing

and evaluating data; making deductions and reaching conclusions; and at last

carefully testing the conclusion to determine whether they fit the formulating

hypothesis.

65
Research Problem

In research process the first and the foremost step happens to be that of

selecting and properly defining a research problem. The research problem

should be defined in a systematic manner, giving due weight age to all relating

points. The technique for the purpose involves the undertaking of the following

steps generally one after the other:

 Statement of the problem in a general way.

 Understanding the nature of the problem.

 Surveying the available literature.

 Developing the ideas through discussions.

 Rephrasing the research problem.

66
 RESEARCH OBJECTIVE
1. Study the distribution network and entire of coverage.

2. To comparatively analysis is the stock of Pepsi and coke with retailers of

Pepsi.

3. To study the retailers satisfaction.

4-To find out the reason behind weak sale of Pepsi.

67
 SOURCE OF INFORMATION

The source of information of my project was only primary data and not
secondary data or we can say that data are two type.

PRIMARY DATA:

Primary data are first hand data. Primary data are those which are collected a
fresh and which are not used by others.
We can collect a primary data by different method like.

 Observation Method
 Interview Method
 Through questionnaires
 Through Schedules

We can obtain primary data either through observation or through

personal interviews this means that there are several methods of collection.

In my project, I am used only Primary data not secondary

Data .Primary data through questionnaire method. This question related
to Pepsi stock and retailers satisfaction.

68
 PRIMARY DATA-

The primary data was collected from the following sources

• Through Questionnaire

Standardized questionnaire was framed out in order to get data about the

Retail marketing that are followed currently and various changes in trends

compared from the past.

• Through Observation

We observed natural working, the environment the behavior of people

working, their attitude towards work which gave insight about the present

Retailers activities that been followed

• Through unstructured Informal Interviews :

Almost each and every employee of the organization was interviewed

informally which gave us plenty of crucial information about the Retail

marketing that were followed in the organization and the current

organization status.

TWO TYPE QUESTIONS:-

1- Related to retailers satisfaction.

2- Related to Pepsi stock.

69
 The questionnaire contains 15 questions. Like- which company refrigerator
you have. Refrigerator working properly or not. Are you satisfied to Route
agent behavior? Pepsi providing you right services or not. Etc.

SECONDARY DATA: -

Secondary data are those data which is collected by some one in past.
Secondary data is not much reliable because it is not collected by researcher.
But primary data is much reliable because it is collected by researcher. We can
Collect secondary data by different ways like:-
1-Books magazines
2- Newspapers, historical documents company.
3- Pubic record and other source of published information.

RESEARCH DESIGN:-

A research design is the arrangement of conditioned for collection and analysis

of data in a manner that aims to combine relevance to the research purpose
which economy in procedure. Main characteristics of research design can be
summarized in two words

1-Anticipation
2-Specification.

My research design is DISCRIPTIVE RESEARCH DESIGN.

In my research, researcher has conducted a market Survey to check

the stock of Pepsi product in Pepsi visi and increasing cold stock share.

There are three types of research design –

1- In case Of exploratory research studies.

70
2- In case of descriptive and diagnostic research studies.
3- In case of hypothesis- testing research studies.

RESEARCH PROCESS

Sampling technique used and sample size:

Sampling may be defined as the selection of some of an aggregate or the totality

on the basis of which a judgment or inference about the aggregate or totality is

71
made. It is the process of obtaining the information about an entire population by
examining only part of it.

The sampling technique for the problem is:

1- PROBABILITY

2- NON – PROBABILITY SAMPLING.

A probability sample is one in which the sampling units are selected by chance
and for which there is a known chance of each unit being selected. A non-
probability sample is one in which chance selection procedures are not used.
Under this I have used non- probability sampling technique (RANDOM
SAMPLING).

SAMPLING POPULATION

For conducting the research study the population covered or the

universe selected was the Unnao District.

SAMPLE SIZE:

Using convinces sampling technique the sample size is taken out to be 150

forms which observation and unstructured interview and feedback were taken.

72
73
 ANALYSIS &
INTERPRETATIONANALYSIS PART-
We Analysis about three things in different area of Unnao.

IN FIRST STEP:-

 PEPSI AND COKE SHARE IN PEPSI VISI.

 PEPSI AND OTHER PRODUCT PERCENTAGE IN PEPSI VISI.
 PEPSI VISI CONDITION.

SECOND STEP:-

According to our project topic “To Evaluate Competitive Strength Of Pepsi Unnao
district”. We increased cold (PEPSI) stock share in different area of Unnao are
Bara Chauraha, Civil lines.

74
 DATA ANALYSIS
Bara Chauraha in Unnao district

Pie Chart 1.1

INTERPRITATION:-

According to my study, in Bara Chauraha Unnao area the percentage of pepsi

and coca-cola are different.

COCA-COLA- 40%

PEPSI- 60%

75
ANALYSIS PEPSI AND OTHER PRODUCT CONDITION IN BARA
CHAURAHA UNNAO AREA

Pie Chart 1.2

INTERPRITATION:-

According to my study, Bara Chauraha in Unnao area percentage of Pepsi and

other product are as follows.

OTHER PRODUCT - 35%

PEPSI - 65%

76
ANALYSIS OF PEPSI’S REFRIGERATOR CONDITION IN BARA CHAURAHA
UNNAO AREA

Series1
CONDITION IN PERCENTAGE

100.0% Series3
Linear (Series2)
80.0%

60.0%

40.0%

20.0%

0.0%
A B C

REFRIGERATOR CONDITION

INTERPRITATION: - According to my study, in Bara Chauraha Unnao area the

Pepsi refrigerator condition is as follow:-

A 10% (Refrigerator in very Good position).

B 70% (Refrigerator in Good position).

C 20 %( Refrigerator in Bad position).

77
 AFTER - PEPSI STOCK IN UNNAO AREA BARA CHAURAHA UNNAO

Pie Chart 1.3

INTERPRITATION-: In Pie chart -1.1 we are seeing that Pepsi stock is 60%
and Coke stock is 40% in Bara Chauraha Unnao area.

Now we are seeing in Pie chart- 1.3 Bara Chauraha Pepsi Stock is increased
10%.

COCA-COLA 30%
PEPSI 70%

78
BEFORE PEPSI STOCK-

Analysis of Coca-Cola and Pepsi in AWAS VIKAS Unnao Area-

Awas vikas Area:-

Pie Chart 1.4

INTERPRITATION:

According to my study, in Awas vikas Unnao area the Percentage of Pepsi and
coca-cola are:

COCA-COLA 45%

PEPSI 55%

79
Analysis of other product and Pepsi in Awas vikas Unnao Area-

40%
Pepsi
Other product
60%

Pie Chart 1.5

INTERPRITATION:-

According to my study, in Awas vikas Unnao area percentage of Pepsi and

other product are as follows.

OTHER PRODUCT- 40%

PEPSI- 60%

80
ANALYSIS OF PEPSI’S REFRIGRATOR CONDITION AWAS VIKAS
UNNAO AREA

1
100.0% 2
3
80.0%

60.0%

40.0%

20.0%

0.0%
A C B

REFRIGERATOR CONDITION

INTERPRITATION: - According to my study, in Awas vikas Unnao area the

Pepsi refrigerator condition is as follow:-

A 30% (Refrigerator in very Good position).

B 60% (Refrigerator in Good position).
C 10 %( Refrigerator in Bad position).

81
AFTER- PEPSI STOCK IN UNNAO AREA

Pie Chart 1.6

INTERPRITATION-: In Pie chart -1.4 we are seeing that Pepsi stock is 55% and
Coke stock is 45% in Unnao area.
Now we are seeing in Pie chart- 1.6 Pepsi Stock is increased 5%.

COCA-COLA 40%

PEPSI 60%

82
 QUESTIONNAIRE

Question1- Whether your refrigerator working properly or not?

Yes { }

No { }

Question2- Do you have any problem related to product quality?

Yes { }

No { }

Question3- Do you need large refrigerator?

Yes { }

No { }

Question 4- Products comes in your hand time to time?

Yes { }

No { }

Question 5- Route agent tells you scheme related product or not?

Yes { }

No { }

83
Question 6- Pepsi providing right services or not?

Yes { }

No { }

Question 7- Which product of Pepsi is in most demand?

Slice { }

7’up { }

Miranda { }

Pepsi { }

Other { }

Question 8- Are you satisfied related to route agent behavior?

Yes { }

No { }

Question 9- Which size do you prefer most

200ml { }

250ml { }

300ml { }

500 ml { }

2 lt. { }

84
Question 10- Are you satisfied with Pepsi distribution network?

Yes { }

No { }

Question 11- Do you think Pepsi is batter than coke?

Yes { }

No { }

Question 12- What do you put in your Pepsi VISI other than Pepsi

{ } Coke Brand

{ } Self used product like (water & Food etc.)

{ } Drinking water of some other company

{ } Chocolates etc.

Question 13- How many Crates of Pepsi you sell in one weak

200 Crates { }

100 Crates { }

85
 Less then 200 Crates { }

More then 200 Crates { }

Question 14- What is the age group of most of the Pepsi drinkers

10 - 25 age { }
26 – 50 age { }
Other age group people { }

Question 15- Which company’s Refrigerator you have

Coke { }

Pepsi { }

Own { }

86
 QUESTION1- Whether your refrigerator working properly or not?

YES 110
NO 40
TOTAL 150

120

100

80
1
60
2
40

20

0
YES NO

INTERPRITATION: - According to my study, 110 retailers says that his

refrigerator working properly.

87
 Question2- Do you have any problem related to product quality?

YES 60
NO 90
TOTAL 150

40% 1
YES 2
60%
NO

INTERPRITATION: - According to my study 40% retailers says yes and

60%says no.

88
 Question3- Do you need large refrigerator?

YES 95
NO 55
TOTAL 150

NO
37%

63%

YES

INTERPRITATION: - According to my study 63% retailers need large

refrigerator and 37% says no.

89
 Question 4- Products comes in your hand time to time?

YES 89
NO 61
TOTAL 150

41% YES

NO
59%

INTERPRITATION: - According to my study 59% says yes and 41% says no.

90
 Question 5- Route agent tells you scheme related product or not?

YES 70
NO 80
TOTAL 150

53% 47%

NO YES

INTERPRITATION: - According to my study 47% Retailers says yes and 53%

says no.

91
 Question 6- Pepsi providing right services or not?

YES 105

NO 45

TOTAL 150

30%

NO
YES

70%

INTERPRITATION: - According to study 70% Retailers

Says yes and 30% says no.

92
 Question 7- Which product of Pepsi is in most demand?

Slice 20

7’up 15

Mirinda 30

Pepsi 75

Other 10

TOTAL 150

OTHER SLICE
7% 13%
7'UP
10%

50% 20%
PEPSI
MIRINDA

INTERPRITATION: - According to my study Pepsi most in demand.

93
 Question 8- Are you satisfied related to route agent behavior?

YES 110

NO 40
TOTAL 150

NO

27%

YES
73%

INTERPRITATION: - According to my study 73% person is satisfied with

route agent behavior.

94
Question 9- Which size do you prefer most

200ml 70

250ml 25

300ml 20

500 ml 25

2 lt. 10

TOTAL 150

0100090000037800000002001c00000000000400000003010800050000000b02
00000000050000000c02570ae10e040000002e0118001c000000fb02100007000
0000000bc02000000000102022253797374656d000ae10e0000141d0000ac5d1
10004ee833940f016000c020000040000002d01000004000000020101001c0000
00fb029cff0000000000009001000000000440001254696d6573204e657720526f
6d616e0000000000000000000000000000000000040000002d01010005000000
0902000000020d000000320a5a0000000100040000000000e50e540a20002d00
040000002d010000030000000000

INTERPRITATION: - According to my study 70 person prefer 200ml bottle.

95
 Question 10- Are you satisfied with Pepsi distribution network?

YES 75
NO 75
TOTAL 150

NO
50% 1
50%
2
YES

INTERPRITATION: - According to my study 50% person says yes and 50%

person says no.

96
 Question 11- Do you think Pepsi is batter than coke?

YES 83
NO 67
TOTAL 150

NO

45% 1
55% 2

YES

INTERPRITATION: - According to my study 55% says yes and 45% says no.

97
 Question 12- What do you put in your Pepsi VISI other than Pepsi

Coke Brand 30
Self used product like (water & 50
Food) 0 etc.)
Drinking water of some other 25
company

Chocolates etc. 45

TOTAL 150

COKE
CHOCOLATE
30
45

SELF
USED
25 50 PRODUCT

DRINKING WATER

INTERPRITATION : - According to my study 50 people put, self used

product.

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 Question 13- How many crates of Pepsi you sell in one weak

200 crates 40

100 crates 65

Less then 200 crates 25

More then 200 crates 20

TOTAL 150

0100090000037800000002001c00000000000400000003010800050000000b02
00000000050000000c02570ae10e040000002e0118001c000000fb02100007000
0000000bc02000000000102022253797374656d000ae10e0000141d0000ac5d1
10004ee833940f016000c020000040000002d01000004000000020101001c0000
00fb029cff0000000000009001000000000440001254696d6573204e657720526f
6d616e0000000000000000000000000000000000040000002d01010005000000
0902000000020d000000320a5a0000000100040000000000e50e540a20002d00
040000002d010000030000000000

INTERPRITATION: - According to my study 27% sell 200 Crates in one week.

Question 14- What is the age group of most of the Pepsi drinkers

10 - 25 age 90

26 – 50 age 40

Other age group people 20

TOTAL 150

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 OTHER AGE
GROUP
13%

10-25
27% AGE

26-50 AGE 60%

INTERPRITATION: - According to my study 10-25 age people drink 60% Pepsi.

100
 Question 15- Which company’s Refrigerator you have

Coke 35

Pepsi 80

Own 35

TOTAL 150

OWN COKE
23%
23%

PEPSI

54%

INTERPRITATION: - According to study 54 % people have Pepsi refrigerators.

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 FINDINGS & ANALYSIS

FINDINGS & ANALYSIS

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1- The Pepsi holds no1, position in the market.

2- The number of coke out let is less than Pepsi outlet.

3- The distribution was not so proper or we can say not satisfied, as up to

level to retailer.

4- In some area Pepsi enjoying monopoly and somewhere coke.

5- The number of Pepsi out let is more than coke.

6- Company does not provide discount properly.

7- Company does not provide schemes regularly.

8- Total sale of coke is less then Pepsi in some are, and in some area sale of

coke high than Pepsi.

9- The Number of Pepsi is high in comparison of Coke, but some retailer

prefer to sale coke because of shortage of Pepsi and poor distribution

channel.

10- Some retailer wants large size Pepsi refrigerator

11- Some retailers are not satisfied with Pepsi service so he is selling coke.

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LIMITATION

104
 LIMITATION OF STUDY

It is well know fact that constraints and limitation are bound to be present in any

study do this also has some limitation as:-

1. The survey has been conducts only in few area of Unnao due to limeade

time.

2. It is very difficult to make people understand the significance of

conducting survey.

3. Lack of retailer’s interest to answer the questions is also an important

limitation.

4. Lack of knowledge of area has also affected the research.

Limitations

Since the report is based on sampling the sample may not be a true

representative of the population. I have not taken whole areas of Unnao so

the information that I have calculated should be biased. Due to shortage of

time period, I have taken a very small sample size. Also I have used

questionnaire for the retailer feedback, here there is a possibility that the

retailer may not have given true information due to shortage of time. This may

effect the interpretation of the data collected up to the extent of the

information given by the client is false and biased.

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CONCLUSION

106
 CONCLUSION

The summer training project was focused on ”Increasing cold stock share”.

Pepsi is superior brand than Coca-Cola in Unnao . Consumption of Pepsi is

much more than Coca-Cola.
The Figure shows that Pepsi market share is increasing. If one person left
In India the company is running very fast speed. The popularity of Pepsi is
better than other competent of coke. It has bright future.
IT has democratic and communicative style of functioning. The main reason
for capturing almost 80.3% market in Unnao .

Conclusion has been drawn:-

1- Pepsi leads the market of soft drink with 80% market share.

2- The retailer satisfaction is not too much high.

3- Company’s route agent does not provide schemes to the retailer.

4- No provision for regular replacement of damage of bottle.

5- The number of wallpaper is high then coke.

6- Many complain of shop a keeper does not listen by the company.

107
7- Many retailer want monopoly but company does not provide.

RECOMMENDATION

108
109
 SUGGESTIONS AND RECOMENDATIONS

1- Distributors should give importance to every retailer if there status whether

big or small.

2- Distributor should disclose schemes provide buy the company to each and
every retailer.

3- Distributor should provide goods to each retailer in time and promptly as

per demand.

4- Distributor should replace the defective goods of damaged bottles

immediately without any calling for explanation.

5- Distributors should give gifts and prizes to the shopkeepers provide by the
company like Openers, wall clocks etc.

6- There must be proper replacement of old and expired shock and empty
bottles.

7- At least one attractive glow sign board, hoarding should be displayed in

main area of the market where a chunk of shops are there.

8- Shopkeeper’s feedback should take in regular manner.

9- Company should go for monopoly counter.

10-No. of hoardings should be increased.

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BIBLIOGRAPHY

111
 BIBLIOGRAPHY

Reference books

1- The millennium edition “marketing management”: Philip

Kotler

2 - Marketing Research : D. D. Sharma

3- Research Methodology : C. R. Kothari

4- Marketing research : G.C. Berry

5- Business Environment : Francis

Cherunillam

6- Marketing Management : Kotler and Keller

Magazines And News Papers

1. Business standard
2. Times of India
3. Economics times
4. Company manuals
5. Pamphlet
Sites
www.google.com
www.pepsico.com
www.coca-cola.com
www.yaoofianance.com

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www.moneycontrol.com
www.nseindia.com
www.bseindia.com

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