1. A study on
“CHANNELS OF DISTRIBUTION”
With reference to PEPSI-CO,VISAKAPATNAM.
A Project Report Submitted to
Jawaharlal Nehru Technological University, Kakinada in partial fulfillment of
the requirements for the award of the Degree of
MASTER OF BUSINESS ADMINISTRATION
Submitted by
P.SIVAKUMAR
(Enrollment No: 12K61E0076)
Under the guidance of
R. RANGABABU
ASSCOCIATE PROFESSOR
Department of Management studies
DEPARTMENT OF MANAGEMENT STUDIES
SASI INSTITUTE OF TECHNOLOGY & ENGINEERING
((Approved by AIICTE,, New Dellhii and Affffiilliiatted tto JNTU,, Kakiinada))
TADEPALLIIGUDEM –– 534101W..G..DT..
2013-14

2. DEPARTMENT OF MANAGEMENT STUDIES
CERTIFICATE
This is to certify that the project work entitled, A study on “CHANNELS OF
DISTRIBUTION” With reference to PEPSI-CO,VISAKAPATNAM.
submitted by P.SIVAKUMAR, Regd no. 12K61E0076, examined and adjudged
sufficient as partial fulfillment for the award of the Master of Business
Administration, by Jawaharlal Nehru Technological University, Kakinada from
SASI INSTITUTE OF TECHNOLOGY& ENGINEERING Tadepalligudem.
INTERNAL GUIDE HEAD
Department of Management Studies.
INTERNAL EXAMINER EXTERNAL EXAMINER

3. DECLARATION
I hereby declare that the project entitled “CHANNELS OF DISTRIBUTION”
With special reference PEPSI-CO,VISAKAPATNAM. is an original and
independent work done by me and has been submitted to the Department of
Management Studies, SASI INSTITUTE OF TECHNOLOGY &
ENGINEERING affiliated to Jawaharlal Nehru Technological University,
Kakinada in partial fulfillment for the award of degree of “MASTER OF
BUSINESS ADMINISTRATION”.
I also declare that this project is the result of my own effort and is not submitted
to any other University for the award of any Degree or Diploma.
Place: P.SIVAKUMAR
Date: REGD NO. 12K61E0076

4. ACKNOWLEDGMENT
I take this opportunity to acknowledge, all the people who rendered their valuable advice in
bringing the project to function.
As a part of the curriculum at SASI INSTITUTE OF TECHONOLOGY AND
ENGINEERING, affiliated to JNTUK-Kakinada the project enables us to enhance our skills,
expand our knowledge by applying various theories, concepts and laws to real life scenario
which would further prepare us to face the extremely ‘Competitive Corporate World’ in the near
future.
I express my sincere thanks to Sri. B.Ravi Kumar,vice- Chairman, SASI INSTITUTE
OF TECHONOLOGY AND ENGINEERING, Tadepalligudem, for giving me an
opportunity to undertake this project work.
I express my gratitude to Dr. K. BANU PRASAD, Principal, SASI INSTITUTE OF
TECHONOLOGY AND ENGINEERING, Tadepalligudem, for his valuable support in
pursuing my project work.
I would like to express my gratitude to Sri P. RAMAKRISHNA, Head -Department of
Management Studies, SASI INSTITUTE OF TECHNOLOGY AND ENGINEERING, for
permitting me to pursue my project in K.C.P SUGARS AND CORPORATION LTD.
I owe a deep sense of gratitude to my project guide Sri RANGABABU, Associate
Professor in Department of Management Studies, SASI INSTITUTE OF TECHNOLOGY
AND ENGINEERING, Tadepalligudem, for his cooperation at each and every stage of my
work and for his patience and immense support in completing this project.
I have tried my level best to put my experience and analysis in writing this report. I am
grateful to Mr. MADHUSUDHNARAOGaru for helping me to learn and explore many fields.
Finally I wish to express my thanks to all the members of the faculty of department of
Business Administration for their valuable suggestions in bringing out my project in most
successful manner.

5. LIST OF TABLES
NO Name of the table Pg.no
5.1 Brand Of Soft Drinks You Deal In 67
5.2 Provides You Better Facility 69
5.3 Sales Per Day 71
5.4 Customers Preference 73
5.5 Type Of Customers 75
5.6 Kind Of Drink You Prefer To Have 77
5.7 Was The Outlet Maintaining The Glow Sign Board,
Hanger And Flexi Board
79
5.8 Require Service By Drink Company 81
5.9 Satisfaction With Pepsi Service 83
5.10 Consumer Promotions 85
5.11 Sales Growth Rate Due To Tv & Other
87
5.12 Less Sale In Your Shop 89
5.13 Condition Of Pepsi Visi Cooler 91
5.14 Reasons For Keep Other Products In Pepsi Cooler 93
5.15 Percentage Contribution Of Soft Drink 95
5.16 Mode Of Purchase For Soft Drinks 97

6. LIST OF GRAPHS
NO Name Of The graphs Pg.no
5.1 Brand Of Soft Drinks You Deal In 68
5.2 Provides You Better Facility 70
5.3 Sales Per Day 72
5.4 Customers Preference 74
5.5 Type Of Customers 76
5.6 Kind Of Drink You Prefer To Have 78
5.7 Was The Outlet Maintaining The Glow Sign Board,
Hanger And Flexi Board
80
5.8 Require Service By Drink Company 82
5.9 Satisfaction With Pepsi Service 84
5.10 Consumer Promotions 86
5.11 Sales Growth Rate Due To Tv & Other
88
5.12 Less Sale In Your Shop 90
5.13 Condition Of Pepsi Visi Cooler 92
5.14 Reasons For Keep Other Products In Pepsi Cooler 94
5.15 Percentage Contribution Of Soft Drink 96
5.16 Mode Of Purchase For Soft Drinks 98

7. CHAPTER – 1
INTRODUCTION
 NEED FOR THE STUDY
 SCOPE OF THE STUDY
 OBJECTIVES OF THE STUDY
 METHODOLOGY OF THE STUDY
 LIMITATIONS OF THE STUDY

8. CHAPTER – II
INDUSTRY PROFILE

9. CHAPTER – III
COMPANY PROFILE

10. CHAPTER – IV
THEORETICAL FRAME WORK

11. CHAPTER – V
DATA ANALYSIS & INTERPRETATION

12. CHAPTER – VI
FINDINGS & SUGGESTIONS
BIBILOGRAPHY

13. CONTENTS
CHAPTER – I PAGE NO
INTRODUCTION 1-12
 NEED FOR THE STUDY
 SCOPE OF THE STUDY
 OBJECTIVES OF THE STUDY
 METHODOLOGY
 LIMITATION OF THE STUDY
CHAPTER – II 13-21
INDUSTRY PROFILE
 ORGIN
 GROWTH AND DEVELOPMENT
CHAPTER – III 22 -31
PROFILE OF THE ORGANISATION
 INCEPTION
 ACTIVITIES
CHAPTER – IV 32 - 55
THEORETICAL FRAME WORK
 THEORY
 BACKGROUND
CHAPTER – V 56-86
DATA ANALYSIS & INTERPRETATION
 TABLE PRESENTATION
 INTERPETATION
 GRAPH PRESENTATION
CHAPTER – VI 87-89
 FINDINGS
 SUGGESTIONS
 CONCULSION
BIBLIOGRAPHY 90
APPENDIX 91