COMPARATIVE STUDY OF SALES AND DISTRIBUTION OF COCA-COLA AND PEPSI

PRESENTED BY: MITHI KALRA RAHUL TYAGI RICHA RAI HIMANSHU TYAGI GAGAN SAXENA 1

COMPANY OVERVIEW-PEPSICO
1. Pepsi made first appearance in the world in 1890. 2. World headquarter - New York, Asia's headquarter Hong Kong. 3. Indian headquarter - Gurgaon, Haryana. 4. PepsiCo entered India in 1989.

COMPANY OVERVIEW-PEPSICO
5. 3 bottling plant, company owned -16 and franchisee 4 owned- 27 6. Market value =$103.4 billion 7. EVENUES =$ 43billion R 8. MPLOYEES = 285000 E

COMPANY OVERVIEW COCA- COLA

1. Coca-cola entered India in 1989. 2. 50 bottling plant, company owned -25 and franchisee owned25. 3. Offers nearly 400 brands in over 200countries and serves 1.5 billion servings each day.

COMPANY OVERVIEW COCA- COLA

4. Interbrands Global Brand Scorecard for 2008 ranked CocaCola the NO.1 Brand in the World. 5. Estimated its brand value at $68.3 billion 6. Market capital =154.8billion $ 7. REVENUES = $31billion 8. EMPLOYEES = 205000

DISTRIBUTION CHANNEL- PEPSICO

JAI DRINKS PVT LTD.

PEARL DRINK LTD.

PEPSICO

DISTRIB UTORS

RETAILOR

TRANS YAMUNA

DISTRIBUTION CHANNEL COCA- COLA

HINDUSTAN PVT LTD.

COCA- COLA

VARUN BEVERAGES

DISTRIBU TORS

RETAILORS

JAIPURIYA GROUP

SALES FORCE FUNCTIONING

PARAMETERS Duties and responsibilities of sales force COKE Order taking, order delivering, complaint handling, sending sales report on daily basis. PEPSI Order taking, order delivering, grievance handling, sending sales report on daily basis.

Whom do they report to Target allotted value(Rs)

Distributor Depends on area, season, last years sales, market size

Distributor Depends on area, season, last year sales, market size

FUNCTIONS PERFORMED BY DISTRIBUTORS

PARAMETERS Warehousing Transportation COCA- COLA Yes Road PEPSI Yes Road Customer intelligence, competitor intelligence, tastes and preferences of consumers Ensure that products are displayed a/c to planogram, banners are passed to retailers
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Market information Customer intelligence, competitor intelligence, tastes and preferences of consumers Maintaining Visual merchandising, banners and posters Ensure that products are displayed a/c to planogram, checking signboard, wall painting, rack, stand rack, counter rack &posters.

SALES PROMOTION SCHEME FOR RETAILORS

SCHEMES Free bottles on crate
Monopoly discount Brands display scheme

COKE Yes
Yes Yes

PEPSI Yes
Yes Yes

SURVEY BY US ONLY

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PERFORMANCE EVALUATION OF DISTRIBUTORS

1. 2. 3. 4. 5. Sales quota attainment Inventory management Average order size placed Market coverage(calls made by distributor everyday). Complaints handling

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Coca- cola FINANCIAL TERMS 1) Profit margin a) To distributors b) To retailors 2) ADVANCE PAYMENT a) To company b) To refrigerators 3) i. a) b) Credit terms and policies Credit amount Company to distributors Distributor to retailor

pepsico

1-1.5% 2-3% 1,00,000 5000

1-1.5% 2-3% 1,00,000 5000

N/A Can provide One month( for retailors) N/A

N/A Depends on rapport N/A N/A

ii. Credit period iii. Rate of interest

4) Discounts provided i. Cash discounts ii. Quantity discounts

N/A Variable

N/A variable
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CONCLUSION

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Pepsi has a more 'modern' image than Coke. This makes them more popular with todays public. Also, Pepsi has a slightly sweeter taste than Coke, which appeals to most people.

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http://www.scribd.com/doc/37730043 /Cola-Wars-Coke-vs-Pepsi

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