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A RESEARCH PROJECT
A RESEARCH PROJECT REPORT ON
REPORT ON
BRAND POSITIONING OF PEPSI CO. IN
BHUBANESWAR
SUBMITTED BY
SUBRAT KUMAR BEHERA
REG. NO: - 08/OR/KBS/PGDM/FT/023
(2008-2010)
DECLARATION
I, SUBRAT KUMAR BEHERA hereby declare that the project report written and submitted to KOUSTUV BUSINESS
SCHOOL, BHUBANESWAR by me is my own and its equal copy has not been reproduced to any other
institution/university or published anywhere else. I understand that such reproducing is liable for punishment
ACKNOWLEDGEMENT
I would like to express my sincere gratitude to the following people without whose help, support and
encouragement; the successful completion of project would not have been possible. I want to thank Mr. Anuja
Roy my faculty guide, for helping me and clarifying my doubts as and when they arose.
I am highly indebted to all the Dealers and Consumers who were a part of my survey, helped in my
endeavor and spurred me to achieve something worthwhile and enduring. The success of this project is because
of the cooperation of all. I take no credit for this achievement but take the responsibility of any mistakes and
inaccuracies. I thank GOD, for being so kind to me and blessing me with you all.
Subrat Kumar Behera
(PGDM 2008-2010)
KOUSTUV BUSINESS SCHOOL
(BHUBANESWAR)
TABLE OF CONTENTS
CHAPTER –I
•
Preface
•
Key area
•
Executive summary
•
Significance and need of the Study
•
Objective
•
Methodology
CHAPTER--II
•
Industry profile
•
Pepsico in India subcontinent
•
Product profile
CHAPTER—III
•
Market activity
•
Distribution Channel
•
Data interpretation
CHAPTER—IV
•
SWOT Analysis
•
Findings
•
Recommends & suggestions
•
Conclusion
CHAPTER--V
•
Bibliography
•
Questionnaire
CHAPTER –I
• P R E F A C E
• K E Y A R E A
• E X E C U T I V E S U M M A R Y
• S I G N I F I C A N C E A N D N E E D
O F T H E S T U D Y
• O B J E C T I V E
• M E T H O D O L O G Y
PREFACE
Marketing is matching customer needs with the offering of the Company or in simple words it is
“meeting needs profitably”. There are different factors which influence the sale of goods. A number of
variables come into play when we consider the sale of C.S.D.(Carbonated Soft Drink ) products. The basic
reason for this is seasonal affect on purchasing the product, slowly resulting in the consumer loyalty and the
Distribution is the channel that bridges the gap between an organization and the end user/customer. This
bridge has to have a strong foundation and has to be repaired from time to time. Those companies that pay too
company had divided his retail outlets on the basis of area wise and character wise. Each of the division is
EXECUTIVE SUMMARY
I n the project the nature of research is exploratory research whereby efforts have been
made by executing the research in Pepsi co. regions. A systematic as well as well-designed
approach has been adopted while conducting research about market characteristics.
It is followed by the research methodology which is adopted has been defined with the help of
collected data, a detailed interpretation about the company has been given there, the product profile is defined
covering the types and different flavors of the PEPSI CSDs. The next step was defining the sampling design
where the sample size of70 was taken for the dealers and the target area was Pepsi co. To facilitate the research
work on questionnaire method was adopted for the collection of the data as a primary research whereas the
secondary data was collected from different books, company library and the other trade / business websites.
Questionnaire contains both open ended questions and close ended questions, on the basis of the
feedback the analysis was done with the help of the clear graphical representation by using pie charts, and
other graphs. The next step was the most important step for analysis at the actual findings of the project and
Market research is concerned with the authentic and objective collection, analysis and evaluation of
information about specific and practical aspects of marketing problems in order to help the management in
making effective decisions. Market research is not an end in itself but it is a means to an end.
My study on this project will help the company to know its strengths and weaknesses with respect to the CSD
market and to make strategic future decision to improve its market awareness and penetration and thus finally
METHODOLOGY
Marketing research is the backbone of marketing. The main objective of my study was to get
information from the dealer regarding the sales of the CSD and non CSD products of Pepsi, and to look at the
also define research as a scientific research for pertinent knowledge or information on a specific topic. This is a
systematic and objective identification, collection of data, analysis, dissemination and use of information for
the purpose of assisting management in decision making related identification and solution of problem in the
market.
Method of study
1. Rout visit
2. Outlet survey
3. Product survey
I have selected 70 outlet of simple and make comparative study between Pepsi and Coca Cola.
There are several method for data collection, I have adopted one of them i.e. Sample Size.
Through questionnaire I have collected data for study. I have collect the data from retail outlet
and take personal interview to distributor.
Research instrument
Questionnaire
Personal interview
Sampling design
Sampling design is a conductive approach, which gives the research work a factual as well as conclusive
framework. It contains sample size, which is basically a true representation of the target population
Number of total outlets:
PepsiCo in India
• P r o d u c t p r o f i l e
INDUSTRY PROFILE
There is a very huge market size of the soft drink industries and as per the market size the numbers of
competitors are also very huge. In the present scenario there are many soft drink industries in India. Many of
them work at the state level and they distribute their product in those areas only. These types of players are
known as local players. Apart from these industries there are few more industries which works on the national
level or global level and these industries are known as a national companies and multinational companies.
There are following national or multinational companies:-
Pepsi Cola Company was launched in 1902 the back room of pharmacy and applied to U.S patent office for
trademark. The business began to grow. On 16th June 1903 “Pepsi Cola” was officially registered with U.S.
patent office. That year Caleb Brand Ham sold 7.968 gallons of syrups, later on he began awarding franchise to
bottle Pepsi to independent investors, whose number grew from just two in 1905 in the cities of Charlotte and
Today PepsiCo is a well-established New York (U.S.A.) based American ($30.40 million) multinational
company. Presently Pepsi Cola is selling on an average of ninety millions bottles per month. Pepsi made its
first international move to Russia in 1959. With in thirty years Pepsi emerged as the biggest competitors of
Coca-Cola with its presence in 155 countries and working under its CEO Steven S. Reinmund.
The philosophy of the Pepsi company is always
“If you think like No. 2, you will always No. 2”
The phenomenal sales growth of carbonated soft drinks Pepsi (about 30 to 35 per cent) and
Coca-Cola (40 per cent and above) in the months of April and May 2007 has proved that there is
a right price for everything. The remaining percentage of the market share is distributed among
the other national and local companies of soft drink industry.
In fact, since PepsiCo and Coca-Cola, the two US-based companies, set up operations in India, never have they
achieved the kind of sales growth with their carbonated soft drink (CSD) brands as they have in the past two
months.
The soft drink industry in India dates to the 1940’s when Parle introduced the first branded soft drink called
gold spot. Cola giant coca-cola was the first foreign soft drink company to setup its shop in India in 1965.
Coca-cola made a very good beginning and dominated the market right from the word go. It faced no
competition at that time. The marketing people did not even need to publicize coca-cola.
Soft Drink: The market size for FY2001 was around 7000 mn bottles. The market
segmentation is based on the flavor volume. The cola products have nearly 51 to 52 percent soft drink market.
The non cola products have nearly 46% market of soft drink it is segmented into Lemon, Orange & Mango
flavor.
Soft drinks are available in glass bottles, aluminum cans and PET bottles for home consumption. Fountains
also dispense them in disposable containers Non-alcoholic soft drink beverage market can be divided into fruit
drinks and soft drinks. Soft drinks can be further divided into carbonated and non-carbonated drinks. Cola,
lemon and oranges are carbonated drinks while mango drinks come under non carbonated category of the soft
drink.
FINACIAL ANALYSIS
MARKET SHARE OF PEPSI
The marker share of Pepsi IndiaCo Ltd. Is 49% according to financial year 2009. India has a
developed capital market so all the Beverage company try to capture the market.
Coca Cola is the leader of the Beverage industry and market share of Coca Cola in Indian contest
PEPSICO IN INDIAN
Gold Spot is considered as the first branded soft drink to be introduced by Parle in the early forties. Coca-Cola
was the first foreign soft drink to be introduced in Indian markets. The Coca -Cola company entered India in
early fifties when four bottling plant were set up at Bombay, Kolkata, Delhi and Kanpur. Coca-Cola enjoyed a
good beginning and dominant market. Parle exports private limited, the major domestic player, later in 1970
In July 1977, Coca-Cola left India following a public before over share holdings structure and imports permits.
As per FERA the company was to close their operation. Major shareholder Parle extended its product line and
introduced their Cola ‘Thumps up’. Pure Drinks introduced their new products ‘Double seven’, ‘Thrill’, ‘Rush’
and ‘Sprint’.
After Coca-Cola, PepsiCo began to lay plans to enter this huge market and ninety years after its introduction of
what was to become one of the best favored soft drink globally in 1988, Pepsi entered of India flanked with
heavy resources and on riding the winds of change of newly opened economy. This snacked food and beverage
giant managed to stabilize itself in the country, but only after overcoming obstacles from a bureaucratic
government.
PepsiCo entered in Indian market in 1990, and then Pepsi started its bottling plant and corporate colour blue as
the advertisement. When Pepsi entered in Indian market Parle was holding 70% market share in total soft
drinks so Pepsi concentrated on availability of its brands and continuous attachment by its advertisement.
In the year 1991, production of ‘Mirinda’ and ‘7’up’ started and the production of ‘Slice’, ‘Teem’ and
Coca-Cola came back and launched its product in Agra with Parle Exports Private and gradually took over the
same company.
Pepsi entered into the cloudy Lemon category by launching its ‘Mirinda Lemon’ in1988.
In 1993 Pepsi had thirteen bottling plant units. In 1996 the number went up to twenty seven .More
plants are being set up and existing one will be expanded with a mission to change taste of Indians who ,when
came to refreshing drinks would go back to traditional ‘Nimbu Pani’, ’Jaljeera’. Pepsi was all set to give Indian
PepsiCo setup operations in India for beverages and snacks food business under Managing Director ‘Mr.
Ramesh Vangal’ who was CEO till April, 1992 .At that time number of employees working in PepsiCo India
were only five. In 1994 number of employees increased up to 200 and in 1997 PepsiCo India force has gone up
to 2400.
Recently in May, 2001 production of ‘Aquafina’ was started by Pepsi. In the same year, another
flavor of Mirinda ‘Apple’ was also launched.
Pepsi is one of the major sponsors of cricket tournaments in India as well as other sports like football and
hockey. In Mohali, Punjab, it has set up a Cricket academy to develop young budding cricketers.
Apart from the business Pepsi concentrated its mind in the social problem of India. (E.g. unemployment,
poverty etc.). Most of the bottling plants of Pepsi are located in the backward areas thereby giving huge
employment opportunities in these areas. Pepsi is a responsible company undertaking many social projects in
and around the bottling plants. These include supports to the education centers, sponsoring inoculation camps,
The fastest-growing soft drink of the decade, Mountain Dew currently ranks as the nation's leading soft drink
in retail outlets. Doing the "Dew" is like no other soft drink experience because of its daring, high-energy,
natural flavors, citric acid, sodium benzoate (preserves freshness), caffeine, sodium citrate, gum arabic, yellow
5, erythorbic acid (preserves freshness), calcium disodium EDTA (to protect flavor) and brominated vegetable
oil
CLEAR LEMON
Aandaj sabse nirala
7up
Contains: Carbonated water, caramel color, aspartame, phosphoric acid, potassium benzoate
(preserves freshness), caffeine, citric acid and natural flavors
FRUIT JUICE:-
SLICE
Contains: Carbonated Water, High Fructose Corn Syrup, Mango Juice From Concentrate, Citric
Acid, Potassium Benzoate (Preserves Freshness), Modified Food Starch, Natural & Artificial Flavors,
Potassium Sorbate (Preserves Freshness), Ascorbic Acid (Vitamin C),Yellow 6, Glycerol Ester of Wood
Enjoy the crisp, refreshing taste of Aquafina – 100% pure, non-carbonated, purified drinking water. The
consistent purity and great taste of Aquafina are guaranteed by means of a state-of- the-art purification process
that includes reverse osmosis and carbon filtration. Since its debut in 1995, Aquafina has won over consumers
Aquafina is the official bottled water of Major League Soccer and the PGA of America. Aquafina is distributed
nationwide and can be enjoyed in 500 ml. 1-liter and 1.5-liter bottles. Aquafina. Purity Guaranteed.
Contains: Purified water
PRODUCTION PROCESS
WATER TREATMENT PLANT:-
Water in the Company BL is coming from the Sitarampur dam. It is stored in a reservoir. Before ensuring
production, this raw water is being treated by coagulation process. Main chemicals used are ferrous sulphate
(FeSO4), calcium hydroxide (CaOH) and chlorine (Cl). All the impurities get settled at the base and remove the
Used bottles returning from the market are stealthy. It is completely an auto process which takes place within a
machine called washer machine. The machine has three compartments. Bottles are treated with 4% caustic
soda in the first compartment at a temperature of 100-150 F again 2% castic soda at 120 F and lastly with soft
water. Bottles are then sent through the inspection center, where these are watched against strong light
SYRUP ROOM:-
Syrup room is situated in the first floor. Here syrup is prepared from filtered water, sugar and the concentrate.
The room is well equipped with several tanks and filter press. First the syrup is concentrated and than it heated
at 85C.The solution is saturated and passed through a para flow cooler, syrup is cooled down to 20-25 C..
Syrup comes to the traumatic machine. Here syrup is mixed with carbonated water under pressure in definite
proportion. Carbonated syrup by this time fills the filter machine. From this machine syrup is poured into the
bottles in calculated amount. The exact rate of filling is 620 bottles per minute. Meanwhile crow machine helps
in closing the bottle mouth with caps which makes them completely air tight.
CHAPTER—III
• M a r k e t a c t i v i t y
• D i s t r i b u t i o n C h a n n e l
• O b s e r v a t i o n a n d A n a l y s i s
MARKETING ACTIVITIES
INTRODUCTION
PROD
UCT
PRIC
E
PLACE
PRO
MOTI
OOO
OOO
N
Marketing needs a framework that begins and ends with the customer. There is an intermediate step
between the deployment of marketing tools and the achievement of marketing objectives. A marketing network
consists of the company and its supporting stakeholders (customers, suppliers, distributors, retailers, ad
agencies, and others). A set of marketing tools the firm uses to pursue its marketing objectives are called
marketing mix. These tools can be classified into four groups which are called the four Ps of marketing.
\TARGET CONSUMERS
However some academicians feel that the four Ps of marketing have become redundant and
Soft drink is a FMCG product which has a wide and scattered market.
Thus it is divided into sub-parts to effectively meet the customer needs.
The entire market in this case is divided into three parts viz.:-
ROUTE MARKET
Outlets coming under this market cater to the needs of those customers who are engaged in shopping, eating
out in restraints, going to and from work, in amusement centers etc. In simpler words this market is what we
consumption either by glass bottles or pet bottles. The shops targeted under this category are those which are
Sales promotion a key ingredient in marketing campaigns consists of a collection of incentive tools, mostly
short term, designed to stimulate quicker or greater purchase of particular products or services by customers.
Advertising
Sales
Promotion
Direct
Marketing
Personal
Selling
Public
Relation
Promotional activities play a key role in the entire marketing effort being carried out by Company. These
promotional activities generate more sales as well as create a good image of the product in the mind of the
customer.
The promotional tools used by company for its marketing activities are
•
Point of sale display
•
Incentives to retailers
•
Sales promotion through sponsoring special events
•
Sales promotion through various schemes
•
Advertising
POINT OF SALE DISPLAY
“There are many ways to communicate with consumers at the point of sale. In-store advertising includes
shopping carts, cart straps, aisles and shelves. The appeal of the point of sale advertising lies in the fact that in
many categories consumers make the bulk of their final decision regarding purchase in the shop.”Marketing
This is particularly true for those brands which have very low customer loyalty. Soft drink is one such product
in which most of the time buying decision is made at the spur of the moment based on the brand which is
readily available and catches the eye of the customer. For this reason company invest heavily in this category
by supplying the shop owners with stands so that they can keep the bottles outside on those stands so that
customers have an eye contact with them as he/she is entering the shop. Also Pepsi supplies the shop with visi
coolers with a glass front so that cooled bottles can be seen by the customer when he/she is making a decision
on the flavor that the person is going to buy. Apart from these company takes keen interest in other type of
strategies like painting the walls of the shops with the Pepsi logo, putting up glow signs and dash boards with
the Pepsi logo and the shop name. This increases the visibility of the brand among the customer when he/she
Another method of sales promotion being used by companyis by running special incentive schemes for
retailers. This type of promotional strategy is conducted mainly during the peak season i.e., from March to
July.
ADVERTISING
“Advertising is any paid form of non-personal presentation and promotion of ideas, goods
or services by an identified sponsor.”
Marketing management Abraham Kawshik & jha.
•
Advertising is also known as a process of Telling & Selling.
•
Drawing the attention of consumers to any product, object, purpose or idea by using non
personal media of communication is termed as Advertising.
•
Through advertising the advertiser intends to spread his ideas about his
products/offerings among the customers and prospects.
•
Advertising can also defined as” the action of attracting public attention to a Product or business," is one of
many marketing tools you can use to draw in more customers with greater frequency.
What Advertising Can Do For Your Business
•
Remind customers and prospects about the benefits of your product or service
•
Establish and maintain your distinct identity or "personality"
•
Enhance your reputation
•
Encourage existing customers to buy more of what you sell
•
Attract new customers and replace lost ones
•
Slowly build sales to boost your bottom line
1. Using Other Promotional Avenues
The theme of your advertising reflects your special identity or personality, and the particular benefits of your
product or service. For example, cosmetics ads almost always rely on a glamorous theme. Many food products
opt for healthy, all-American-family campaigns. Automobile advertising frequently concentrates on how the
car makes you feel about owning or driving it rather than performance attributes.
Five “M” of advertising:
A very important part of advertising is to decide the medium of advertising and how much to
spend on each medium.
The different mediums used by Pepsi are:
•
TV
•
Hoarding
•
Newspaper/Magazines
•
Radio
•
Product of sales material(painting, glow signs, D. Board)
Some of the brand ambassadors of PepsiCo associated with the different brands is:
•
Shahrukh Khan – Pepsi
MISSION
What are the
advertising
objectives?
MONEY
How much can
be spent?
MESSAGE
What message
should be sent?
MEDIA
What media
should be
used?
MEASUREMENT
How should the
result be
evaluated?
•
Sachin Tendulkar – Pepsi
•
Amitabh Bachchan – Pepsi
•
John Abraham – Diet Pepsi
•
Zayed Khan – Mirinda
•
Mallika Sherawat – 7up
OBJECTIVES OF THE ADVERTISING STRATEGY:-
Informative advertising means telling the market about new product, suggesting new uses for a
product, informing the market about the price change, explaining how the product works etc.
Persuasive advertising means building brand preference, encouraging customers to switch to
their product, changing customer’s perception.
Reminding consumer that the product may be needed in the near future, reminding consumers
where to buy it.
Thus advertising is a fascinating and important aspect of marketing. Advertising appeals to all irrespective of
age, caste, sex, borders etc. Words which can be associated with advertising are fun, humor, warm,
entertaining, persuasive, boring, and irritating. Advertising in simpler words is communication and persuasive
and leaves a mark in the mind of the consumer. Thus it is natural to look to theories, concepts and research
All the marketing intermediaries (Sole selling agents, whole sellers, distributors, retailers etc.) used by the
producer for the purpose of making their products available to users are collectively constituting the
distribution channel.
Physical distribution of goods and products is a process of reaching out to the customer. After the production
process is over the main concern for a company is how to make that product a[]vailable at the nearest shop of
the target customer. For this the company needs to have an effective distribution network which is cost
effective, reaches to every nook and corner of the target market and delivers the goods to the shops on time so
that there is no scarcity. Thus a company needs to have a very clear cut understanding of the geographies of
that particular area for an effective distribution channel. Basically there are two types of market viz. urban
market and rural market. Both the markets are very different from each other in terms of preference, frequency
of goods sold, price and quality. With respect to soft drinks it has been seen that the frequency of sale is faster
in the urban market. Thus the distribution network has to be more prudent in the urban market. The area that
was given to me comes under the urban market.The company had divided his retail outlets on the basis of area
wise and each of the division is having mainly three types of outlets.
INNER CIRCLE: - These are the main selling point of a company or heart of a city. In inner
circle we mainly consider those selling point or retailers shops which come under the main
market area.
OUTER CIRCLE: - These areas are adjacent to the main market area, which is a mixture of
residential areas and market areas. In these areas we mainly talk about those retailers’ shops,
which are placed in the residential areas and quite away from the main market.
OUTSKIRTS: - These areas are quite away from the main city and the main market, or the
interior areas of the town.
FACTORS AFFECTING THE CHOICE OF DISTRIBUTION CHANNEL:-
There are a number of channels from which a company can choose from. The different channels have already
been mentioned in the introduction. The channel chosen should achieve the ideal market exposure and should
be able to meet the target customer’s needs and preferences. In choosing the ideal channel, the company
always has to struggle between what is ideal and what is available. What is available need not be the ideal
because there are a number of factors that limits the choice.For this reason auto or matador is the best
alternative for distributor but it can carry fewer loads. An ideal channel should also be the best cost channel
and keeping the entire shortcoming in view a company should choose the best cost channel as its ideal channel.
But it is also a little tricky as this can lead to customer dissatisfaction and therefore sometimes a relatively high
Various factors which affect the choice of the distribution channel are:
•
Factors relating to product characteristics
Purchase frequency
Standardized product
•
Number of purchasers
Product mix
Marketing policies
•
Environmental factors
Economical considerations
Legal restrictions
Social and ethical considerations
•
Thus the above factors influence the decision regarding the distribution channel. It is therefore right to say that
a company is not always free to enjoy complete freedom in selecting the distribution channel.
FACTORY
INSTITUTIONAL OPERATION
HML (FACTORY DEPOT)
DIRECTOR OPERATION
DISTRIBUTORS
DEALERS
MARINS
RAILWAYS
CSD
DISTRIBUTION CHANNEL
3- LEVEL DISTRIBUTION CHANNEL
2- LEVEL DISTRIBUTION CHANNEL
DATA INTERPRETATION
Market survey is one of the most widely used marketing research techniques. Its purpose is collection of
specific data concerning to the market that cannot come from the company’s internal records or from external
published source of data. The only way to get accurate data regarding the target market is by physically
moving around in that area along with the Pepsi vehicle. There are various types of surveys out of which the
one that I used was the census survey. The report on marketing activities of company is based on a survey.
DEALER SURVEY
Dealer survey or retailer survey is one of the most accurate methods to know about the market share of a
company and it is especially true for soft drinks companies. Soft drink market is typically characterized by
3. Type of dealers
4. Market share
Learning in the classrooms and learning practically are two different things. So for the first 15 days I moved
along with the Pepsi vehicle interacting with the retailers and trying to build up a rapport with them. From this
I also came to know how to deal with different types of retailers and how to convince them. Feedback from the
retailers helped me to find out where the company was lacking in terms of service provided and also how the
These feedbacks will help the company to improve its services and as such increase retailer satisfaction which
in turn results in better sales and revenue generation. Thus appropriate marketing strategies can be worked out
In theCompany area there are 120 outlets selling soft drinks out of which around 15 are Pepsi exclusive outlets
and 8 are coca-cola exclusive outlets. Rests are selling both the brands. Also there are three types of outlets in
1 Pepsi
2 Coca Cola
Interpretation
According to the research pepsi has a very good growth rate as it is 48% till April 2009.
Market share of VISI cooler:
Market Share of VISI Cooler
SL No Company
Est.Mark. Share
1
Pepsi
46.50%
2
Coca Cola
54.50%
This is one of the most important supports for the dealers which help them to keep the product
chilled and fresh.
Interpretation
Cock has got a large market share (i.e. 54.5%) followed by the pepsi with market share of 46.5%.
How much of the business you do, from Pepsi?
Business from different Outlet
SL No T
ype of Outlet
Est. Mark. Share
1
Convenience
60%
2
Grocery
15%
3
Eatery
25%
Market Share of VISI Cooler Est. Mark. Share
1 coca cola
2 Pepsi
These three kinds of market shows the total market area which is divided on the basis of the
character (type of work done by the retailer).
Business from different Outlet Est. Mark.
S h a r e
1 Conveienc
e
2 Grocery
3 Eatery
Interpretation
Convenience shop has a highest percentage of business from Pepsi and followed by Eatery shop
and Grocery shop.
How frequently do you buy PEPSI?
Frequency of buying the Pepsi
SL No Time Period
Percentage
1
Daily
20%
2
Alternative
70%
3
Weekly
10%
This is related to the frequency of Pepsi vehicle that a dealer wants, according to the need and
demand of the product in that particular area.
Frequence of buying the Pepsi Percenta
g e
1 Daily
2 Alternative
3 Weekly
Interpretation
Most of the dealers want a frequency of Pepsi Vehicle on the basis of alternative days.
Which is your favorite C.S.D.?
Favorite C.S.D. of the Consumer
SL No
Product
Percentage
1 Pepsi
6%
2 7up
15%
3 M. Dew
11%
4 Slice
12%
5 Mirinda
10%
6 Coca Cola
5%
7 Thumps up
8%
8 Sprite
11%
9 Maaza
7%
10 Fenta
9%
11 Limca
6%
With the help of this question, I tried to find out the sale of a particular product at each counter.
FavouriteC.S.D.oftheConsumerPercentage
1Pepsi
27up
3M.Dew
4 Slice
5Mirinda
6CocaCol a
7Thumpsup
8Sprite
9Maaza
10Fenta
11Limca
Interpretation:-
Among the entire CSD product Mirinda,7up,slice occupy a first place in the choice of dealers
and followed by Coca-Cola, Sprite etc.
How many of each of the following brands of C.S.D. do you have?
Favorite C.S.D. of Pepsi Product
SL No Product Percentage
1 Pepsi
12%
2 7up
30%
3 M. Dew
18%
4 Slice
24%
5 Mirinda
16%
Favourite C.S.D. of Pepsi Product Percentage
1 Pepsi
2 7up
3 M. Dew
4 Slice
5 Mirinda
Interpretation:-
Among entire brand of Pepsi Cola, 7up is having a highest demand and followed by Slice,
Mountain Dew, Mirinda and Pepsi
ANALYSIS OF THE RETAILERS’ QUESTIONNAIRE:-
Questionnaire for “Sales Trend of Beverage Industry”:-
Q.1 How much of the business you do, from Pepsi?
With the help of this question I tried to find out that how much a businessman do a business from the product
of Pepsi, and I found that convenience shops (i.e. general stores, beetel shop, stationary shop etc.) are having a
great role in sale of Pepsi, in these shops, about 60% of business comes from the sale of soft drink. This
percentage of contribution or business of each dealer depends upon the type of shop and the location of shop.
As we have talked, that in this survey we are having mainly three types of shops i.e. convenience, grocery and
eatery. In these categories, a convenience shops are having a very high percentages of business which they do
from Pepsi, there is very minimal effect of location on these types of shops. Like wise an eatery shops are
having a second position in this question and they do about 25% of business but their business is effected from
the location and similar in the grocery shops, having a least business i.e. 15% and also affected from the
location.
Q.2 Which is your favorite C.S.D.?
Through this question I tried to ask about the sale of an individual product of Pepsi and Coca- Cola. The figure
that I found is as:- among of all C.S.D. product 7UP is favorite C.S.D. among of all the dealers with 15% of
preference, Slice having the percentages of preference is 12%, Mountain Dew and Sprite are having the
percentage of preference are 11% these two C.S.D. is followed by the another C.S.D. After that Mirinda and
Fanta are having the preference of the Consumers respectively 10% and 9%. Thumps up and Maaza are having
the percentage of preference are respectively 8% and 7% and Pepsi and Limca both having 6% preference and
This question focused on the store capacity and product availability at each counter, in this question I tried to
concentrated on only Pepsi products, (i.e. Pepsi, 7up, Mirinda(o), Mountain Dew and Slice). I prepared a
structure in a percentages form with the help of the response given by the dealers. On the basis of given
response 7up is having 40% of the storage, which is followed by a product from an Cola segment, Pepsi with a
For coca-cola, a retailer out of every dealer preferred to keep 40% bottles of Sprite, 25% bottles of Thums up,
15% bottles of Maaza, 11% bottles of Coco Cola, and 9% bottles of Limca and Fanta. Thus Sprite is the most
preferred flavor along with Thums up while others are not of much significance.
Q.4 How satisfied are you, with the VISI Cooler of PEPSI?
With the help of this type of question I tried to know the opinion of the dealers about the facilities provided by
the company and in this sequence I took “visi cooler” as a first facility provided by the company. I divided the
whole opinion of the dealers in mainly five parts, which starts with the satisfactory and end with the
dissatisfactory of the dealers. In between these two opinions (i.e. very satisfactory and very dissatisfactory)
there are three more opinion, which are quite satisfied, neither satisfied nor dissatisfied and quite dissatisfied.
After analyzing this question I found that 8% of dealers are highly satisfied with visi cooler, 20% of dealers are
very satisfied with the visi cooler of Pepsi, 12% are quite satisfied, 10% are neither satisfied nor dissatisfied,
50% of dealers are Not satisfied and with the Visi Cooler of Pepsi.
Q.5 How satisfied are you with the SCHEMES of PEPSI?
This is another question which tell us about the opinion of the dealers for Schemes, which is provided by the
company to push the product and generate the sale of product in the market. So after analyzing this question I
found that 62% of dealers are very satisfied with the schemes, 27% are quite satisfied, 6% dealers are neither
satisfied nor dissatisfied, 5% of dealers are quite dissatisfied and I glad to find out that there is no one dealer
Q. 6 How satisfied are you with the GLOW SIGN BOARD of PEPSI?
This question talk about the glow sign board, which are the boards on the top of a shop with neon lights in the
back ground with works as a sign board for the shop. After analyzing this question I found that 20% of the
dealers are very satisfied with the glow sign board, 12% are quite satisfied, 10% are neither satisfied nor
dissatisfied, 50% are Not satisfied and finally 8% of dealers are very dissatisfied with the glow sign board.
Q.7 How would you rate COKE compared to PEPSI on SCHEMES?
In this I tried to find out the opinion of the dealers about the schemes of Pepsi in compare of Coke and I found
that for 23% of dealers told that Coke has good scheme in this season. 77% dealers told that Pepsi provide
In this question I tried to focus on the quality of the product of Pepsi, and I analyze that dealers are not
satisfied with the quality and the taste of the product and there is very less no of bottle which are faulted.
Q.9 Support material (holders, displays etc.)?
With the help of this question I tried to found out that how many a dealers are satisfied with the support
material, provided by the Pepsi. The opinion of dealers are divided into three main parts, which are, provided
no support material, provided low quality of support material and assistance and provided high quality of
After analyzing this question I found that there are only two types of dealer, one who gets support materials
and assistance and another who does not get any support materials and assistance. There are only 30% dealers
who get support materials and 60% dealers do not get any type of assistance.
CHAPTER—IV
• S W O T A n a l y s i s
• F i n d i n g s
•
OPPORTUNITIES:-
•
Consumers are showing increased interests in PEPSI products.
•
New develop schemes like “Scratch card system ” provides it an edge over its
competitors
•
Top position in C.S.D. products gives it an advantage.
•
Pepsi can explore its distribution network in interior area also.
THREATS:-
•
Competitor’s products already available in the market with similar schemes.
•
Grubby packaging and storage in compare of Coke.
•
Tough competition from Coke.
•
strategic pricing by competitors may affect the company’s wafer thin margins
FINDINGS
1. As per I have visited to dealers outlets I found that in outlets visibility of
Pepsi
is avarage
2. Preference level is more of Pepsi products as comparison to coke. In coke the demand
4. The sales level of Pepsi is less than coke. According to data I have been collected the
5. Dealers are happy with Pepsi products. They got the products by the company at the
6. The factors which influence purchase of Pepsi or coke is promotional activities like
scheme of free bottles with pet, gifts given by the company etc.
7. The dealers want more promotional scheme, gifts and quality service.
RECOMMENDATION
FOR DISTRIBUTION CHANNEL:-
•
Company must increase the frequency of vehicle for the distribution channel.
•
Company must explore the interior areas and try to make new outlets over there.
•
Company must keep regular monitoring on the distributors and supply, retains the
availability and continuity.
•
Company must provide a gift or bonus to the salesman and distributors.
•
Company must distribute a gift and schemes through a proper channel.
FOR SALES TREND:-
•
Company must provide better services and try to attend the suggestion and complain by
the retailers.
•
Company must provide general information about product and price in the outskirts
areas.
•
Company is requiring, providing support materials and accessories to the retailers in both
urban and outskirt areas.
•
Company must provide a service for the expiry goods.
•
Company must improve its packaging and storing process.
•
Company must provide or make avail products according to the demand.
•
Company is requiring, keeping eyes on retailers and going through to their problems.
•
Company must encourage the high selling counters by providing incentives and other
extra benefits.
CONCLUSION
After analyzing the fact we came to the conclusion that PEPSI is growing day by day. This
conclusion is based on overall information collected from various distributors, retailers, markets and
consumers. They are having an edge over other soft drink producer in the market. They are doing very good in
the current scenario, but they need some object oriented and bit dynamism in the strategy in the outskirt.
The company just needs to reform its rules, create more global awareness, change its policies in favour
of more opportunities & encourage its major players to invest in the companies.
However, the company, if concentrates on the following factors will be able to face tough
challenges:
•
Technology
•
Quality
•
Brand competition
•
Price competition
•
Good balance between production and sales
•
Different preferences for products by different age groups
•
R & D capacity
•
Distribution Network
•
Pre-Sales services
•
After-sales services
Thus the company has an upcoming bright future in the future years. The training at PEPSI taught me that
classroom study is not an end but is a mean to achieve your goals. The stint at PEPSI will go a long way in
enhancing my life as a student. As life is full of learning and one being student throughout it.
CHAPTER—V
• B i b l i o g r a p h y
• Q u e s t i o n n a i r e
BIBLIOGRAPHY
Sites Visited
•
www.google.com
•
www.pepsico.com
•
www.domain-b.com
•
www.yhaoo.com
Books Referred
•
Marketing Management by Kotler, Killer, Koushik and Jha
•
Marketing Management by Piter Dacken
•
Marketing Strategy Magazine
•
Marketing management Magazine
•
C. R. Khothari
QUESTIONNAIRE
Dear sir/ madam,
I BALGOPAL SAHU, a student of Frist year M.B.A. of “Institute of
business and computer studies”, a Research project on the Topic “ Over all Market activity
of Pepsi ”. I would be grateful to you if you could spare sometime from your busy schedule and fill up the
questionnaire. I assure you that whatever information you provide shall be kept confidential and will be used for
academic purpose.
Name of outlet
_______________________________________________
Address
__________________________________________________
Q1. Monthly Sales (in Rs.)
(a) Less than 5000
(b) Between 5000 to 10,000
(c) 10,000 to 15,000
(c) Above 15000
Q2. Number of *c/s – carets sold per month of soft drinks.
(a) 0 to 50 carets
(b) 50 to 100 carets
(c) 100 to 150 carets
(d) 150 to 200 carets
Q3. Which Type of outlets?
(a) Convenience
(b) Grocery
(c) Eatery
Q4. Do you know about all flavors pack (size) and respective wholesale price of Pepsi soft
drinks
(a) Yes
(b) No
Q5. Which flavors of Pepsi is more demanded by consumer?
(a) Pepsi Cola
(b) Mirinda (O)
(c) Mirinda (L)
(d) 7Up
(e) Slice
(f) Mountain Dew
Q6. Which company soft drink is most demandable?
(a) Pepsi
(b) Coca –Cola
(c) Others
Q7. What is the position delivery of Pepsi products?
(a) Very goo
(b) Good
(c) Bad
(d) Worse
Q8.What is the frequency of buy Pepsi product?
(a) Daily
(b) Alternative day
(c) Weekly
(d) Fortnightly
Q9. Which factors effects the sales volume?
(a) Advisements
(b) Scheme
(c) Presence
(d) Taste
(e) Price
(f) Others
Q10. Which type of VISI Cooler / Cooler you have?
(a) Pepsi
(b) Coca Cola
(c) Both
(d) Own
(e) Not having any
Q11. What is the position of maintenance work of refrigerator done by Pepsi Company?
(a) Highly satisfactory
(b) Satisfactory
(c) Less satisfactory
(d) Not satisfactory
Q12. Which Company provide you Singes ?
(a) Pepsi
(b) Coca Cola
(c) Both
(d) Not satisfied
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