Pepsico sales and distribution

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Pepsico sales and distribution

  1. 1.  PepsiCo entered India in 1989. PepsiCo’s global vision of “Performance with Purpose”. Brands like Pepsi, Lay’s, Kurkure, Tropicana 100%, Gatorade, Quaker, Nimbooz and Aliva. Model partnership with over 24,000 farmers. Employs 6,400 people and provides indirect employment to almost 2,00,000 people.
  2. 2. Channels For Beverage industry : Food and convenience stores, Restaurants, Vending machines, Mass merchandisers, and Institutions, including schools and colleges.
  3. 3. LARGE CHAIN RETAILERS/MODERN TRADE Greater Bargaining power. Request discounts from brand companies Direct relationship the consumer and a tendency to protect this association from manufacturer interference. e.g. big bazaarSMALL INDIVIDUAL RETAILERS Huge number of retailers but with small point sales Sometimes these retailers buy products directly through modern trade or cash and carry. e.g. mom n pop stores
  4. 4. Indirect Channel (wholesalers) information - presence of competitor’s beverages, required product mix, individual points of sale etc. Product in several package sizes
  5. 5.  ENSURE PRODUCT AVAILABILITY ON-SHELF FLEXIBLE ORDERING; FLEXIBLE DELIVERING ACCURATELY FORECASTING DEMAND IMPLEMENT AN ORGANIZED EMPTIES MANAGEMENT SYSTEM
  6. 6. company COBO FOBO WAREHOUSE C&F DISTRIBUTORSALESMAN SALESMANWHOLESALE RETAIL RETAIL CUSTOMER
  7. 7. * CREATION OF VALUE *SEGMENTATION *TARGETING *POSITIONING* PROVIDING VALUE* COMMUNICATING VALUE
  8. 8. Value Delivery Process:
  9. 9. At first under a franchisee and later was brought directly under the control of PepsiCo, Feb’06.The territories under the Hyderabad unit are divided into: Hyderabad I Hyderabad II (Secundrabad) Hyderabad III Warangal Kurnool Nizambad Gulbarga
  10. 10.  The scope of the Hyderabad unit is limited to the sales & distribution in the twin cities of Hyderabad and Secundrabad along with a few other geographical segments in the Up-Country of Andhra Pradesh. Hyderabad unit follows the Hubs and Spokes model for sales & distribution. The market is divided into territories. The Hyderabad Unit supports eight such territories. These territories comprises of distributors. The distributors are private owned businesses who collaborate with PepsiCo.
  11. 11. Sales in each territory are performed by a team. The team setup : TDM ,ADC SALES FORCE DISTRIBUTOR DISTRIBUTOR ADC,CE RETAIL RETAIL RETAIL RETAIL CE,PSR OUTLET OUTLET OUTLET OUTLET
  12. 12.  PRE SALES ON SPOT DELIVERY SYSTEM
  13. 13.  PREPARATION GREET THE CUSTOMERS STOCK CHECKING MERCHANDISING DETERMINE THE ORDER PRESENTATION CREATIVITY ADMINISTRATION
  14. 14.  The distributors in Hyderabad follow two types of distribution: Traditional (Unorganized Retail) Modern Trade (Organized Retail)
  15. 15.  THANK YOU

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