Marketing Inetnship at Pepsico (Jamshedpur)

SMV Beverages Pvt. Ltd. Jamshedpur
Submitted By:
Nawaz Alli Khan
Regd No: 1561301026
Session: 2015-17
Submitted in partial fulfillment of the requirement for the degree of
MASTER IN BUSINESS ADMINISTRATION
Under the guidance of
MR. Deepak Agarwal Dr. Duryodhan Jena
TDM, SMV Beverages, Jamshedpur Associate Professor
(Corporate Guide) Institute Of
Business &Computer Studies

Guide Certificate
Certified that this report entitled “A STUDY ON DISTRIBUTUION CHANNEL AND PROMOTIONAL ACTIVITY of
PEPSICO” at SMV BEVERAGES LTD. JAMSHEDPUR submitted in partial fulfillment for the Degree of Master In
Business Administration is a record of independent research work carried out by Nawaz Alli Khan under my
guidance and no part of this Corporate Exposure Training has been previously submitted earlier for the award
of any degree.
Place:Bhubneswar
Date: Mr. Deepak Agarwal
(TDM)

Prof.……………………….
Professor/Asst.Professor/Lecturer
IBCS,SOAUniversity
Certificate
This is to certify that Mr. Nawaz Alli Khan, having Regd No 1561301026 has done this research project
work on “A STUDY ON DISTRIBUTUION CHANNEL AND PROMOTIONAL ACTIVITY of PEPSICO” and submitted
the report in partial fulfillment for the degree of Master of Business Administration to IBCS, SOA University,
Bhubaneswar under my supervision and guidance.
His / her report is the record of original work done by him / her. To the best of my knowledge, no part
of the content of this report has been submitted for any degree by him / her or anybody else to any other
University or Institution.
Place:Bhubneswar
Date: Project Guide

Student Declaration
I, Nawaz Alli Khan hereby declare that this Summer Internship Project Report entitled “A STUDY ON
DISTRIBUTUION CHANNEL AND PROMOTIONAL ACTIVITY of PEPSICO” at SMV BEVERAGES LTD.
JAMSHEDPUR is the result of my own efforts which I have undergone as a part of the curriculum in MASTER
IN BUSINESS ADMINISTRATION from INSTITUTE OF BUSINESS & COMPUTER STUDIES, SOA University
Bhubaneswar. It is an original work done by me under the guidance of my external guide Mr. Deepak
Agarwal, INTERNAL TRAINER (SMV BEVERAGES LTD. JAMSHEDPUR). All information provided in this report is
genuine.
Place:Bhubneswar
Date: Nawaz Alli Khan

Acknowledgement
I express my appreciation and thanks to all those with whom I have had the opportunity to work with and
whose thoughts & insights have helped me in furthering my knowledge and understanding of the subject.
Every page of this report reminds me about the moral support and guidance that was bestowed upon me by
my esteemed Guide, professors, friends and family members throughout the duration of the project.
I take this opportunity to express my gratitude to Mr. P. S. Kumar (Director), Miss Mukti Rani (Human
Resource manager), K.K Thakur (H.O.S.) of S.M.V. Beverages, Jamshedpur who have given me the opportunity
to do the project in their esteemed organization.
My sincere gratitude goes to my Internal Project Guide Dr. Duryodhan Jena and my external Project guide
Mr. Deepak Agarwal TERRITORY DEVELOPMENT MANAGER, SMV Beverages ltd (PEPSICO) without his valued
guidance, encouragement, and inspiration the completion of this project would have never been possible.
I also owe my regards to Mr. Roshan Singh (C.E.), Mr. Dhannajay Yadav (A.D.S.) for their co-operation in the
successful completion of the project.
This has been one long project and naturally many people get associated with it. Any bouquet for the merit in
this book should go to their door. I would like to thanks the staffs and officials of S.M.V. Beverages for their
co-operation in providing us with all the information, which were required by us.

Abstract of the Report
In this report SMV Beverages, Jamshedpur gives me a problem to make a research on it that their
distribution and promotional strategy was not working properly. Because from last 2 years their
improvement regarding market share was 3.5% against Coca-Cola’s products. Another problem that emerged
new outlets doesn’t like to sell PEPSICO’s product which is the main reason, because it help the competitors
to increase their sales.
As I have appointed to do a research in my own locality in Mango, Jamshedpur to find out the reasons
behind the problem, as the locality has a major chunk of outlets; it generates big profits from the area. Firstly
I had fixed 2 zones that were to do survey in Rural and Town area. I had done Personal Interviews and
Questionnaires to get the information. I have faced so many problems like; Owners of the outlets are very
rude because of PepsiCo’s service. As I found out those outlets don’t get product in time and the repairing
service of PepsiCo.
In The End I finally meet my objectives and find out that the problem only can be resolved by, that one extra
number of distributor is needed in my locality and the number of employees regarding Repair of the Freezes
and Promotion is needed as the problem with the fridge repair service was that a few number of people was
appointed in the locality. Who were unable to handle all the problems at once.

TABLE OF CONTENT
Sl. No. Chapter No. Contents Page No
1 Chapter 01 Introduction 1-7
1.1 The Prollogue 2-3
1.2 Relevance of the Study 4
1.3 Research Problem 4
1.4 Objectives Of The Study 5
1.5 Methods Of The Study 5-6
1.6 Scope & Limitation 7
2 Chapter 02 Literature Review 9
2.1 Review Of Literature 9
3 Chapter 03 Company & Product Profile 10-32
3.1 Beverage Industry Scenario 11
3.2 Company Profile 12-26
3.3 Pepsico’s Product
27-32
4 Chapter 04 Data Analysis & Interpretation 33-60
4.1 Analysis & Interpetation Of Data (Town) 34-46
4.2 Analysis & Interpetation Of Data (Rural)
47-60
Chapter 05 Summary And Conclusion 61-63
5.1 Findings 62
5.2 Recommedation 63

5
Annexure 64-68
Bibliography 65
Questionnaire 66-68
Chapter 1
INTRODUCTION

1.1 The Prologue
Distribution channel is the chain of businesses or intermediaries through which a goods or services passes until it reaches the end
consumer. A distribution channel can includewholesalers,retailers,distributorsand even the internet.
Channel are broken into directand indirectforms
Direct channel - Allowingthe consumer to buy the good from the manufactures.
Indirect channel - Allowingthe consumer to buy the goods and services from a wholesaler.
Direct channels areconsidered “shorter” than “indirect” ones.
Distribution Channel
Distribution Channel is a very important component of Logistic & Supply Chain management. Distribution in Supply Chain
management refers to the distribution of a good from one business to another.
Distribution Channel
Direct Indirect
Factory

Distribution Channel defines as a chain of intermediaries, each passing the product down the chain to the next organization, before
it finally reached the consumers or end-users. This process is known as the “Distribution Chain” or the “Distribution Channel”. Each
of the elements in these chains will have their own specific needs, which the producers must take into account, along with th ose of
all importantend-users.
Channels
 Distribution, who sells to retailers.
 Retailer (also called dealer or reseller), who sells to end consumers.
Distribution channels may not be restricted to physical products Alice from producers to consumers in certain sectors, since both
Direct and Indirect
Channels may be used. Hotels, for examples, may sell their services directly or through travel agents, tour operator, airlines, touris t
boards,centralized reservation system, etc. process of transfer the products or services formproduct to consumer or End-Users.
There has also been some innovation in the distribution of services. For examples, there has been an increase in Franchising and in
Rental Services
The latter offering anytime from television through tools. There has also been some evidence of servic es integration, with services
linking together, particularly in the travel and tourism sector. For example, Links now exist between airlines, hotels and car rental
services. In Addition, there has been a significant increase in retail outlets for the service sector. Outlets such as estate agencies and
buildingsociety offers are crowdingout traditional grocers frommajor shoppingareas.
Market Factors
An important market factor is “Buyer Behavior”, how do buyers want to purchase the product? Do they prefer to buy from
retailers, locally, via mail order or perhaps over the Internet? Another important factor is Buyer Needs for product information,
installation and servicing. Which channels are best served to provide the consumers with the information they need before buying?
Does the products need specific technical assistance either to install or service a product? Intermediaries are often best pl aced to
provideservicingrather than the original producer.
Retailer
Supplier
Customers

The willingness of channels intermediaries to market products is also a factor. Retailers in particular invest heavily in properties,
shop fitting etc. they may decide not to support a particular product it requires too much investment (e.g. Training, Display
Equipment, Warehousing).
Another Important factor is intermediary cost. Intermediaries typically charge a “mark up” or “commission” for participating in the
channel.This might be deemed unacceptably high for the producers business.
Producers Factors
A key question is whether the producer has the resources to perform of the channel? For example producers may not have the
resources to recruit, train and equip a sales team. If so, the only option may be to use agents and/or other distributors.
Another factor is the extent to which producers want to maintain control over how, to whom and at what price a product is sold. If
a manufacturer sells via a retailer, they effective lose controls over the final consumer price, since the retailer sets the price and
any relevant discount or promotional offers. Similarly, there is no guarantee for a producer that their product are actually been
stocked by the retailer.Direct distribution gives a producer much more control over these issues.
1.2 Relevance Of The Study
Relevance of the study for PEPSI, by this study, the company will come to know:-
 Through this study company can know about its growth.
 This study will also help to the company to know abouttheir new concepts position in the market.
 This study will also help to the company to know aboutits promotional activities.
 Through this study company will knowabout the availability of its products in the market.
1.3 Research Problem
The Problem in the area of Mango, Jamshedpur is that, Retailers don’t order more stocks and the Sales are also go down for a
while. And also new shops don’t liketo buy our product at all,so to know the reason behind itI do a survey on it.

TITLE OF THE STUDY
“A STUDY NO DISTRIBUTION CHANNEL AND PERMOTIONAL ACTIVITY OF PEPSICO”
NEED OF THE STUDY
The study was mainly conducted to identify distribution channel and promotional activity of PepsiCo SMV Beverages Jamshedpur.
STATEMENT OF THE PROBLEM
The study was conducted to know the problems faced by the retailer and distributers and their perception towards the company
and the customer’s perception towards the PepsiCo.
RESEARCH QUESTIONS
Why the sales OF SMV Beverages, Jamshedpur aregoing down?
Why Retailers Don’t Order More quantity?
Why The Growth rate is lower than competitors Growth rate?
STUDY DESIGN
“A study design is the arrangement of the condition for the collection and analysis if data in a manner which helps the purpo se of
the study”. As the study was made on the distribution channel of PepsiCo and such document being considered confidential, the
questionnaire methods of surveying the distributor was separate questionnaire was prepared for the customers and retailers. Each
question has 2-5 options, giving sufficient options to the respondents. On the bases of the answer to those questions, the finding
and analysed.
1.4 Objectives Of The Study
 How strongrelationship PepsiCo has with the distribution and retailer.
 To know the Promotional activity of PepsiCo.
 Perception of retailer towards the distribution channel (City & Rural) of the PepsiCo.
 To collectdata about the retailers thatcan be used for activatingnew channels and merchandisingopportunities.
 To find out ways to increasethe sales of the new launches in differentplaces.
1.5 Methods Of The Study

“Marketing Research is the systematic designing, collection, analysis, and reporting of data and finding relevant to a specific
marketing situation facingthe company.”
The present study of Soft drinks markets in all over Patna is based on survey methods. In survey methods, there are two
types of survey. One is Census Method and another is Sampling Method. In this sample survey methods I have taken only a small
part of the whole and data collected from the small part are made applicable to the whole i.e. I have taken Jamshedpur and Rural
area of Mango, Bistupur, Puralia Road, Aditpur, Saraikela, Chandil etc.
Within the time limit, I tried my best to select the sample representative of the whole group. During my training, I
maintained different chart for different routes during my dealer survey. I have collected data from the distributor and retailer of
Jamshedpur and Rural area.
Data Sources
Primary data collection involved distributors,retailersand consumers
Research Approaches : Survey
Research Instrument : Interview Schedule
Sampling Plan
Sampling Unit : Distributors & Retailers
Sampling size : 160 (town), 0140 (rural)
Contact Method : Personal Interview
In interview schedule I used multiplechoicequestions.
SOURCES OF DATA COLLECTION
The data has been collected from both primary and secondary methods have been used.
Primary data- it was collected by surveyingto the retailers.
Secondary data- itwas collected from,
 General library research sources likemarketingbook.
 Advertisement journals likemagazines and newspaper.
 Internet: PepsiCo website, Wikipedia.

Structured Questionnaire:
Structured questionnaire is a printed list of questions to be filled by the respondents. The structured questions are being made as
short as possible and simple to understand to the people from both Rural and Town area. The questionnaire is designed such that it
helps to elicitthe accurateinformation.
TOOLS AND TECHNIQUES
The first-hand information was collected by interviewing the distributor regarding the Strategies followed by the company for
distribution channel. A questionnaire was formulated and circulated to the retailers and customers. Hence the survey method is the
tool used here for the data collection.
SAMPLING DESIGN
 Sample unit: Distribution of PepsiCo,Retailer and Customers.
 Sample size:300 respondents.
 Samplingmethods: ListOf retailers Given By Company
 Placeof study: Mango, Bistupur,PuraliaRoad,Aditpur,Saraikela Jamshedpur.
PLAN OF ANALYSIS
The questionnaire was tabulated using tally methods. The tabulated data was analyzed and inferences were drawn. The tabulated
data has been depicted in the form of a graph. The promoters of different brands there were not taken for samplesize.
LIMITATION OF THE STUDY
 Biased- The study was purely based on the information provided by the respondents and they may be biased.
 Time Constraint- The study was conducted in a short period of time and detailed study was not possible.
 Cost Constraint- The area of study is Jamshedpur
 Sample Constraint- The samplesizewas not largeenough as planned,as the time factor was the key limitation in thestudy.
 Confidential Constraint- Due to confidential constraintcertain information,notall detailscould beobtained.
1.6 Scope & Limitation
SCOPE OF THE STUDY

The training in the organization is very important for a student who is undergoing with such course. This course is not the answer
for all the problems, which arises in the practical fields. There is no certain formula for any particular problems, but the aim of this
study is to develop the ability of decision-making.A rightdecision atrighttime itself helps an organization to run smoothly.
This training in an organization gives an idea how decisions are taken tact fully when any problem comes to an executive. So the
way of problem solving, right decisions making and knowledge of different type of marketing activities give much importance to the
study. Though only in two months itwas not possibleto understand it so deeply but an overall idea could develop.
LIMITATIONS:
Every work has some limitations and in this limitation we have to do a wok as summer projectis a time bound process so in which I
found various limitation which areas follows:
 Retailer’s mindsetabout the survey was also an obstaclein acquiringcomplete information and positiveinteraction.
 Time and Money is also oneof the important limitations.
 The samplehas taken only 100 respondents. They may not represent the whole population.
CHAPTER 02

2.1 Review Of Literature
PepsiCo is one of the oldest, largest and 17most successful Beverage and snack companies in the world. PepsiCo was founded by
Caleb Bradham in 1902 in USA. Today PepsiCo and its affiliates operate in more than 140 countries in the world and generate
revenue in excess of $40 Billion. In its pursuit of never ending growth and expansion, PepsiCo entered India in 1989 in a joint
venture with Punjab Government. However, PepsiCo India very soon started its beverages operations in collaboration with the R.K.
Jaipuria Group. Soon after entering the beverages segment PepsiCo estimated its dominance in the market owing to its expertise in
sales,marketing,operation and local collaboration.
PepsiCo maintained its market dominance for many years to come. However, this advantage slipped and PepsiCo had to conced e
the market leadership to Coca Cola India. Several actors and Sport person were responsible for this development. But the most
important are; Distribution channel is having an important role in positioning of the product because we know that distributi on
channel is tool by which we can make reach our product to the final consumer discontinuation of slums in the distribution net work
by PepsiCo. This move by PepsiCo adversely affected its position of a market leader because while PepsiCo discontinued the us e of
Slums in its distribution network Coke continued it and within one year, it was able to snatch considerable market share from
PepsiCo.Acquisition of well-established and favored brand likeThumps Up and Limca by Coca Cola India.
These two brands still constitute a bulk of sales for Coca Cola India. To explore the reasons behind these development this study will
analyzethe marketing initiatives and policies of PepsiCo India in detail with particular focus on its partner relationship management.
The data collected for laid the foundation for the study and gave a platform for the analysis and findings which lead to the
fulfillment of the objectives. The data collected for research is primary and secondary. Primary data is collected by observa tion,
interviews and questionnaires. The data collection and primary paves way for the recommendation and conclusion of the study that
reveals some important findings regardingthe strategy and corporate structure and strategy of PepsiCo India.

Chapter 03
COMPANY
&
PRODUCT PROFILE

3.1 Beverage Industry Scenario
Liquid Food and beverage processingin Indiahas been a risingstar in recentyears.More and more is being consumed, and the
quality of the products is ever higher. India is widely recognized as a promisingmarketfor the liquid food and beverage industry.
Impressive data on the rapidly growing economic strength of India and the
performance of its food and beverages industry (Source: VDMA):
It is one of the most rapidly growing economies in the world.
It is one of the largestbeverage markets worldwide (by volume) for alcoholic beverages and soft drinks.
Per capital consumption is still very lowbut is rapidly increasing(alcoholic drinks:+28%,soft drinks:+100 %)
It is the number one market for milk and dairy products and still growing.
Because of its rich resources,India isalready a leadingexporter for several food products.
The global deal between Coca-Cola and P&Gto form a snacks and beverages jointventure company was reported to have slipped
into rough weather. The P&G brand of potato wafer, Pringles,seemed to be faced with distribution problems in India.P&Ghad
globally tied up with Coca-Cola to form a stand-alonejuiceand snacks company.The new firmis focused on developing and
marketing new juices,juicebased beverages and snacks on a global basis.The Sharjah-based Allied Beverages was pushingits Ahlan
brand in India,havingentered the market in mid-2000. Its target was carbonated drinks market in PET bottles. Its plans were to
launch a PET bottle in the popular 300 ml category. Ahlan expected to gain a 12% shareof the total PET bottle market in northern
India. Of the total market, PET bottle segment is approximately 12%. Presently, Allied Beverages has a manufacturingunitat
Dharuhera in Haryana.The product range includes carbonated drinks - cola,orange,lemon and soda in three pack sizes - 500 ml,
1500 ml and 2000 ml. Allied Beverages sells non-carbonated drinks in 200 ml food grade cups priced atRs 7 in its portfolio,
availablein four different flavors.The company's future plans includepulp-based fruitdrinks in flavors,which will beavailablein
200 ml non-returnable glass bottles.
IFB Agro Industries has handed over the distribution rights of Cadbury Schweppes in favor of Coco-Cola India,followingthe global
takeover of Schweppes beverages by Coke. The company still retainsthebottling rights for the beverages.
It was noticed for the firsttime duringthe summer of 2004 that softdrink companies were registeringa slower growth in the sale
of bottled water at20% compared to 35% in caseof drinks.

3.2 Company Profile
Barbara Murray explained the soft drink industry by stating, “For years the story in the non-alcoholic sector cantered on the power
between Coke and Pepsi. But as the pop topped out, the industry’s giants have begun relying on now products flavors and looki ng
to noncarbonated beverages for growth”. In order to fully understand the soft drink industry, the following should b e considered
the dominant economic factors, five competitive sources, industry’s key factors. Based on the analyses of the industry, speci fic
recommendation for competitors can then be created.
Soft Drink Industry
The Soft drink industry, the Production, marketing and distribution of non-alcoholic, carbonated, flavored, sweetened and water
based beverages.
The history of soft drink in the United States illustrates important business innovations, such as product development, franc hising
and mass marketing, as well as the evolution of consumer tasted and cultural trends. Many Europeans long believed natural
Non-alcoholic Carbonated Flavored
Sweetened Water BasedBeverages
Production
Marketing
Distribution

mineral waters held medicinal qualities and favored them as alternatives to often-polluted common drinking water. By 1772, British
chemist Joseph Priestly invented a means to synthetically carbonate water, and the commercial manufacturing of artificial mineral
water began with Jacob Schweppes’s businesses in Geneva in the 1780 and London in the 1790s. The first known U.S. manufacturer
of soda water, as it was known, was Yale University chemist Benjamin Silliman in 1807, though Joseph Hawkins of Baltimore
secured the first U.S. patent for the equipment to produce the drink two year later. By the 1820s, pharmacies nationwide provided
the beverage as a remedy for various ailments,especially digestive.
Though the drinks would continue to be sold in part of their therapeutic value, customers increasingly consumed them for
Refreshment, especially after the 1830s, when sugar and flavorings were first added. Soda fountains emerged as regular features of
drugstores by the 1860s and served beverages flavored with ginger, vanilla, fruits, roots and herbs. In 1874 a Philadelphia store
combined two popular products to make the firstknown ice-cream soda. The firstcola drink appeared in 1881.
In the late 1800s, several brands emerged that were still popular a century later. Pharmacists experimenting at local soda fountains
invested Hires Root Bear in Philadelphia in 1876, Dr. Pepper in Waco, Taxes, in 1885, Coca Cola in Atlanta, Georgia in 1886, and
Pepsi-Cola in New Bern, North Carolina, in 1893 among other. Reflecting two of the middle-class mores of period temperance and
feeling overwhelmed by the pace and burdens of modern life, early marketing touted these drinks as alternatives to alcohol an d as
stimulants. Coca-Cola inventor John S. Pemberton’s first advertisement for his creation read “Delicious! Refreshing! Exhilarating!
Invigorating!”, as Asa Candler, the eventual founder of the Coca-Cola Company, promoted his products in the years leading up to
Prohibition as “The Great National Temperance Beverage.”
The history of Coca-Cola reveals how national markets in soft-drink brands development. To limit the cost of transportation,
manufactures of syrup concentrates licensed bottlers to mix the product, package and distribute it within a specific territor y.
Candler underestimated the importance of the bottling side of the business and in 1899 sold the national right to bottle Coke for
the fairly small sum to Benjamin F. Thomas and Joseph B. Whitehead, who then started a national network of bottles, creating the
basic franchising format by which the industry is still run. Candler and his successor after 1923, Robert Woodruff, were aggressive
and innovativein marketing Coke as a leading consumer product and cultural icon. Coupons for free samples and giveaways of i tem
bearing the drink’s name and logo publicized the beverage and pioneering efforts in market research helped define how best to
take advantageof advertisingand promotions.
During World War II, Woodruff opened bottling operation overseas to supply U.S. Military persons, and after the War Coke was
poised to enter these international markets,not only as a consumer product, but also as a symbol of “The American Century”.
After World War II, the soft drink industry became a leader in television advertisement, the use of celebrity endorsement, catchy
slogans, tie-ins with Hollywood movies and other forms of mass marketing, particularly focusing on young consumers and
emphasizing youth-oriented themes. As health and fitness consciousness and environmental awareness became popular, the
industry responded with sugar free and low-calorie diet sodas, beginning in the 1960s and later caffeine-free colas and recyclable
containers.
The most famous rivalry within the industry has been between Coke and Pepsi, which waged two rounds of “Cola Wars” in the
twentieth century. In the 1930s and 1940s, Pepsi challenged the industry leader by offering a twelve-ounce bottle for same five-
cent price as Coke’s standard six ounces. In the 1970s and 1980s, “Pepsi challenge” taste-tests led Coke to change its formula in
1985, a campaign that failed because it underestimated the attachment Cole drinkers had the traditional and symbolism of the
brand.
In 2001, the soft drink industry included approximately five hundred U.S. bottlers with more than 285,000 employees, and its
achieved retail sales of more than $61 Billon. Americans that year consumed an average of 55 gallons of soft drink per person , up
from 48 in 1990 and 34 in 1980.

The 9 leading companies accounted for 96.5% of industry sales, led by Coca-Cola with more than 43% of the soft drink market and
Pepsi with 31%. 7 individual brands accounted for almost two-thirds of all sales. Coca-Cola Classic, Pepsi-Cola, Diet Coke, Mountain
Dew (Pepsi Product), Sprite (Coca-Cola Product), Dr. Pepper and Diet Pepsi. Domestic sales growth slowed in the late 1990s,
because of increased competition from soft drinks, Iced Teas, Juices, Sport Drinks and bottled water. The industry continue,
however, to tap lucrativeinternational markets,Coke and Pepsi each have bottlingoperation in more than 120 countries.

Type: Public
Traded as: NYSE:PEP
Industry: Food Non-alcoholic beverage
Founded: New Bern, North Carolina,U.S. (1965)
Head Quarter: Purchase,New York, U.S.
Area Served: Worldwide
Indra Krishnamurti Nooyi ZeinAbdalla D. Shivakumar
PepsiCo CEO India Chairman of the Board CEO, PepsiCo
HISTORY OF THE PEPSICO
It was first introduced in North Carolina in 1898 by Caleb Braham who made a pharmacy which sold the drink which was known
back then as “Brad’s Drink”, and was later named Pepsi Cola possibly due the digestive enzyme pepsin and kola nuts used in the
recipe. Brahamsought to create a fountain drink that was delicious and would aid in digestion and boostenergy.
In 1903, Braham moved the bottling of Pepsi-Cola from his drugstore into a rented warehouse. That year, Braham sold 7,968
gallons of syrup. The next year, Pepsi was sold in six-ounce bottles, and sales increase to 19,848 gallons. In 1926, Pepsi was
received its first logo redesign since the original design of 1905. In 1920, the logo was changed again. In 1929, automobile race
pioneer Barney Oldfield endorsed Pepsi-Cola in newspaper ads as “A bully drink…… refreshing, invigorating, a fine bracer before a
race”.

In 1931, the Pepsi-Cola Company went bankrupt during the Great Depuration- in large part due to financial losses incurred by
speculating on wildly fluctuating sugar prices as a result of World War I. assets were sold and Roy C. Megargel bought the Pepsi
trademark. Eight year later, the company went bankrupt again. Pepsi’s assets were then purchased by Charles Guth; the president
of the Loft Inc. Loft was a candy manufacturer with retail stores that contained soda fountains. He sought to replace Coca -Cola at
his stores’ fountains after Coke refused to give him a discount on syrup. Goth them had Loft’s chemists reformulate the Pepsi -Cola
syrup formula.Duringthe great Depression,Pepsi gained popularity followingtheintroduction in 1936 of a 12-ounce bottle.
Initially priced at 10 cents, sales were slow, but when the price was slashed to five cents, sales increased substantially. With a radio
advertisement campaign featuring the jingle “Pepsi Cola hits the spot Twelve full ounces, that’s a lot/ Twice as much for a nickel,
too Pepsi-Cola is the drink for you”, arranged in such a way that the jingle never ends. Pepsi encouraged price-watchingconsumers
to switch, obliquely referring to the Coca-Cola standard of six ounces per bottle for the price of five cents (a nickel), instead of the
12 ounces Pepsi sold at the same price. Coming at a time of economic succeeded in boosting Pepsi’s status. In 1936 alone
500,000,000 bottles of Pepsi were consumed. From 1936 to 1938,Pepsi -Cola’s profits doubled.
Our Vision and Mission
At PepsiCo, we believe being a responsible corporate citizen is not only the right thing to do, but the right thing to do for our
Business.
Our Vision
"PepsiCo's responsibility is to continually improve all aspects of the world in which we operate environment, social, economic –
creating a better tomorrow than today."Our vision is put into action through programs and a focus on environmental stewardshi p,
activities to benefit society, and a commitment to build shareholder valueby makingPepsiCo a truly sustainablecompany.
Our Mission
Our mission is to be the world's premier consumer Products Company focused on convenient foods and beverages. We seek to
produce financial rewards to investors as we provide opportunities for growth and enrichment to our employees, our p artners and
the communities in which we operate. And in everything we do, we strivefor honesty, fairness and integrity.
Performance with Purpose
At PepsiCo, we're committed to achieving business and financial success while leaving a positive imprint on society – delivering
what we call Performance with Purpose. Our approach to superior financial performance is straightforward – drive shareholder

value. By addressing social and environmental issues, we also deliver on our purpose agenda, which consists of human,
environmental, and talent sustainability.
PEPSICO SLOGAN IN 2009 --
“HarStreetkoJeet…”
Pepsi workson‘SMART’formula:
SPECIFIC- Helps the sales force understand exactly what is expected out of them.
MEASUREABLE-ensure that management can track individuals & team performance.
ACHIEVABLE- increase the level of challenges & motivation within the sales force.
RELEVANT- translates the company’s initiatives into market place execution.
TIMEBOUND- avoids dragging and ensure meeting deadlines.
Slogans with Logo

1898 Brad's Drink
1903 Exhilarating, Invigorating, Aids Digestion
1906 Original Pure Food Drink
1908 Delicious and Healthful
1915 For All Thirsts - Pepsi: Cola
1919 Pepsi: Cola - It makes you Scintillate
1920 Drink Pepsi: Cola - It Will Satisfy You
1928 Peps You Up!
1929 Here's Health!
1932 Sparkling, Delicious
1933 It's the Best Cola Drink
1934
Double Size
Refreshing and Healthful
1938 Join the Swing to Pepsi
1939 Twice as Much for a Nickel
1943 Bigger Drink, Better Taste
1947 It's a Great American Custom
1949 Why Take Less When Pepsi's Best?
1950 More Bounce to the Ounce
1954
The Light Refreshment
Refreshing Without Filling
1958 Be Sociable, Have a Pepsi
1961 Now It's Pepsi for Those Who Think Young
1963 Come Alive! You're in the Pepsi Generation
1967 Taste that Beats the Others Cold, Pepsi Pours It

On.
1969 You've Got a Lot to Live, Pepsi's Got a Lot to Give
1973 Join the Pepsi People Feeling' Free
1976 Have a Pepsi Day!
1979 Catch That Pepsi Spirit Take the Pepsi Challenge
1981 Pepsi's Got Your Taste for Life
1983 Pepsi Now!
1984 The Choice of a New Generation
1987 America's Choice
1989 A Generation Ahead
1992 Gotta Have It
1993 Be Young, Have Fun, Drink Pepsi
1995 Nothing Else is a Pepsi
1997 Generation Next
1998 Same Great Taste
1999 The Joy of Cola
2000 The Joy of Pepsi

BRANDING OF PEPSI
2003 Pepsi. It's the Cola

PEPSICO WORLDWIDE
PepsiCo is a world leader in convenient foods and beverages, with operating income of about $6.44 billion USD and over 153,000
employees. The company consists of
(1) The snack businesses of Frito-Lay North America and Frito-Lay International,
(2) The beverage businesses of Pepsi-Cola North America and PepsiCo Beverages International,
(3) Gatorade/Tropicana North America juiceproducts,and
(4) Quaker Foods North America, manufacturer and marketer of ready-to-eat cereals and other food products.
PepsiCo brands are available in nearly 200 countries and territories. Many of PepsiCo’s brand names are over 100-yearsold, but the
corporation is relatively young. PepsiCo was founded in 1965 through the merger of Pepsi -Cola and Frito-Lay. Tropicana was
acquired in 1998 and PepsiCo merged with The Quaker Oats Company, including Gatorade, in 2001. PepsiCo (symbol: PEP) is a
publicly traded company. Its shares are traded principally on the New York Stock Exchange in the
United States. The company is also listed on the Amsterdam, Chicago, Swiss and Tokyo stock
exchanges. PepsiCo has consistently paid cash dividends since the corporation was founded in
1965. It currently pays $0.60 per share in dividends to its stockholders. The stock currently trades
at $41.84 as of Monday, April 21; 2003.PepsiCo World Headquarters is located in Purchase, New
York, approximately 45 minutes from New York City. Edward Durrell Stone designed the seven-
building headquarters complex. The building occupies ten acres of a 144-acre complex that
includes the Donald M. Kendall Sculpture Gardens, “a world acclaimed sculpture collection in a
garden setting” designed by Russell Page(Enrico 2).
PepsiCo’s success is the result of superior products, high standards of performance, distinctive competitive strategies and the high
integrity of its people.
PEPSICO INTERNATIONAL
Pepsi-Cola began selling its products outside the United States and Canada in the mid-1930s, opening in the United Kingdom in
1936. Operations grew rapidly beginning in the 1950s. Today, PepsiCo beverages are available in more than 170 countries and
territories. Brands include Aquafina, Gatorade and Tropicana. In addition to brands marketed in the United States, PepsiCo
International brands include Mirinda, Seven-Up and many local brands. PepsiCo began its international snack food operations in

1966. Today, products are available in nearly 170 countries. Often PepsiCo snack food products are known by local names. These
names include Gamesa and Sabritas in Mexico, Walkers in the United Kingdom, Simths in Australia, Matutano in Spain, Elma Chips
in Brazil,and others. The company markets Frito-Lay brand.
PEPSICO IN INDIA
PepsiCo gained entry to India in 1988 by creating a joint venture with the Punjab government-owned Punjab Agro Industrial
Corporation (PAIC) and Voltas India Limited. This joint venture marked and sold Lehar Pepsi unit in 1991, when the use of foreign
brands was allowed, PepsiCo bought out its partner and ended the joint venture in 1994. Other claims that firstly Pepsi was banned
from import in India, in 1970 for having refused to release the list if its ingredients and in 1993, the ban was lifted, with Pepsi
arriving on the market shortly afterwards. These controversies are a reminder of “India’s sometimes acrimonious relationship with
huge multinational companies”. Indeed, some argue that PepsiCo and the Coca-Cola Company have “been major targets in part
because they arewell-known foreign companies that draw plenty of attention”.
In 2003, the centre for Science and Environment (CSE), a non-government organization in New Delhi, said aerated waters products
by soft drinks manufactures in India, including multinational gained PepsiCo and Coca -Cola Company, contained toxins, including
lindane, DDT, malathion and chlorpyrofos-pesticides that can contribute to cancer, a breakdown of the immune system and cause
birth defects. Tested products included Coke, Pepsi, and 7up, Mirinda, Fanta, Thums Up, Limca and Sprite. CSE found that the
Indian-produced Pepsi’s soft drink products had 36 times the level of pesticide residues permitted under European Union
regulations; Coca-Cola’s 30 times. CSE said it had tested the same products in the US and found no such residues. However, this
was the European standard for water, not for other drinks.No lawbans the presence of pesticides in drinks in India.
The Coca-Cola Company and PepsiCo angrily denied allegations that their products manufactured in India contained toxin levels far
above the norms permitted in the developed world. But India parliamentary committee, in 2004 backed up CSE’s findings and a
government-appointed committee, is now trying to develop the world’s first pesticides standard for soft-drinks. Coke and PepsiCo
opposed the move, arguing that lab tests aren’t reliable enough to detect minute traces of pesticides in complex drinks. On
December 7, 2004 India’s Supreme Court ruled that both PepsiCo and competitor Coca -Cola Company must label all cans and
bottles of the respective soft drinks with a consumer warning after tests showed unacceptable levels of residuals pesticides. Both
companies continue to maintain that their products meet all International safety standards without yet implementing the Supreme
Court ruling.As of 2005,Coca-Cola Company and PepsiCo together hold 95% market shareof soft drinks salesin India.
PepsiCo has also been accused by the Puthussery Panchayat in the Palakkad district in Kerala, India, of practicing “water piracy” due
to its role in exploitation of ground water resources resulting in scarcity of drinking water for the Panchayat’s residents. Who have
been pressuringthe government to closedown the PepsiCo unit in the village?
In 2006, the CSE again found that soda drinks, including both PepsiCo and Cola -Cola, had high levels of pesticides in their drinks.
Both PepsiCo and Coca-Cola Company maintain that their drinks are safe for consumption and have published newspaper
advertisement that say pesticides levels in their products are less than those in other foods such as tea, fruit and dairy pr oducts. In
the Indian state of Kerala, sale and production of PepsiCo and Coca-Cola, along with other soft drinks, was banned by the state
government in 2006, but this was reserved by the Kerala High Court merely a month later. Five other Indian states have announ ced
partial bans on the drinks in schools,colleges and hospitals.

S.M.V. BEVERAGES, JAMSHEDPUR
S.M.V. Beverage Pvt. Ltd, Adityapur, (Jamshedpur) a medium sector enterprise, located amidst beautiful surroundings, on the Tata
Kandra road in the Adityapur Industrial Area, and producing PEPSI range of bottled soft drinks , viz. Pepsi, 7 Up, Mirinda, Teem,
Mirinda Lemon, Mirinda Apple and Lehar Slice and had become a household word in the Jharkhand State symbolizing achievement
and advancement over the years.
Steel City Beverages was established in 1967 and production commenced in March 1969. At the very outset the company installed
state the art machines and technology, for the production and bottling of soft drinks. The bottling plant with a capacity of produce
bottle 220 per minute is totally automatic and also had a modern state of the art inter mix machine for bringing forth the right
blend of flavors. The company continuous to adopt innovative technology in keeping with its policy of constant quality
improvements. With the advent Pepsi Food Limited for the production and sales of Pepsi range of soft drinks for Jharkhand.
The company symbolizes self reliant in technology and ranked as the Best bottling company in the country in terms of Quality,
Efficiency, Sale, Productivity and KRD. Till 1998, it was under the guidance of its Chairperson, Smt. Kusum Kamani and the able
stewardship of its Managing Director, Shri. Nakul Kamani, the Co. has consistently bagged on numerous occasions, awards for
Quality Assurance and Productivity, in 1993 it bagged top honors for being the best Quality conscious Plat amongst all Pepsi
Bottling companies in India.
In March 1999, Steel City Beverages Ltd. was taken over by Mr. S. K. Jaipuria from Mr. N.D. Kamani, along with Rushabh Marketing
Ltd., a marketing unit. Mr. S.K. Jaipuria started running this plant very successfully. He was very much enthusiastic to increase the
production and sale and to capture the whole market of Jharkhand. He established another plant in the name of SMV Beverages
(Jamshedpur) and increased the production from this new plant.
The capacity of this new plant is 600 bottles per minute. Simultaneously, marketing, company came up in the name of Hyderabad
Marketing Company, Which is catering the need of whole of Jharkhand state. The Company’s highly sophisticated plant an d quality
control laboratory along with the dedication and enterprise of its employees is more than evenly matched by the management’s
sense of understandingand compassion thathas insured the company’s progress with every passingday.
The company has a sale of more than 24 million bottles. It has maintained and nurtured a vast network of distribution for its
product in Jharkhand and currently holds way over more than 50% of the states consumer soft drinks market with an estimated
growth annual turnover of over Rs. 10 corers. The company is currently in pursuit of the coveted ISO 9002, which it is confident of
achievingand would hence become the firstfood productfactory in India to do so.
PHILOSOPHY
The Philosophy of S.M.V. Beverages Pvt. Ltd. Establishes the value, believes & guidelines for the manner in which the S.M.V.
Beverages Pvt. Ltd. Is going to conduct its business. Usually the officers of the S.M.V. Beverages Pvt. Ltd. Lay down the cor porate
Philosophy, which an organization follows in its strategic and operational activities. Such a Philosophy may not be consciously and
formally stated but may gradually evolvedue to the officer’s actions.
Generally an officer has a perception of the type of organization that he wants his company to be the executive committees of
S.M.V. Beverages Pvt. Ltd. Discuss and decide on a corporate philosophy to be followed for strategic management. Consultants may
also becalled upon to make an in depth analysis of the organization to suggest an appropriatePhilosophy statement.

GOAL SETTING
Goals denote what an organization hopes to accomplish in a future period of time. They represent a future state or an outcome of
the effort put in now. A broad category of financial and non-financial issues is addressed by the goals that a firm sets for it. P.S.
Kumar, Director of S.M.V. Beverages Pvt. Ltd. expressed the purpose of his organization as “our goal is to be the most competitive
and progressive institution in our (i.e., Beverages) industry.” The company stated goals were “growth, innovativeness, high profits
as a barometer of efficiency highly involved employees distinctively charged with pride…”
The main goals of S.M.V. Beverages Pvt. Ltd. are as follows:-
 Growth had been achieved in terms of customers & average business per employee, Good product quality & service.
 Innovativeness was reflected in a number of new schemes.
 A high Profitbetween its competitors and become industry leader.
 Employee involvement had been sought through the delegation of authority and devolution of power to grassroots
levels through a change in administrativestructureand the creation of circle.
STRUCTURE OF THE ORGANIZATION
For the every concern a structure is necessary on which the compl ete organization should be founded. The existence of a structure
as obvious in every organization whether planed/unplanned or ill planed. To have a structure is not a choice of the organizer . The
choice is only of the form and pattern of the organization. Planed organization structure may be proved logical clear- cut and
streamlined in order to meet the present requirement.
Otherwise it will merely be a makeshift arrangement and the management is rendered difficult and ineffective because
organizational structure affects everyone in the organization. A good organizational structure facilitates management’s
management and the operation of enterprise and it encourages growth. It helps organization to reach its common goal. In order to
make the organizational structure more effective one structure that can meet the demand of various factors namely environment,
technology, sizeand people.
S.M.V. Beverages was taken over by Mr. S.K.Jaipuria in March1999 from Mr.D.N.Kamani along with Rushab Marketing Limited, a
marketing unit. M/s S.K.Jaipuria running this plant very successfully. He is very much enthusiastic to increase the production and
sales and to capture the Whole marker of South Bihar, now Jharkhand State. He established another plant in the name SMV
Beverages, Jamshedpur and increased production from this new plantis 600 bottles per minute.
S.M.V. Beverages Jamshedpur has a management boars headed by Mr.S.K.Jaipuria. He holds the top position but the overall
policies regarding managerial decision and all the executive function are performed and look after by the Director Mr.P.S.Kumar
.He has been given the power and authority to manage the company affairs. Therefore, Mr. P. S. Kumar can be recognized as the
Chief Executive. The Director look after all the functional department like production, sales, accounts, personnel, purchase etc.
Every department sends report directly to the director and is responsible to him in sense of working. In spite of this all department
are in direct control of the director. Plant superintendent is the head of the production department. He looks after production, that
is bottling process, inspection, storage of new materials and though there is a quality control manager. The controller of accounts
heads the accounts department.
Manager (Personal & Administration) looks after the function of administration, industrial relation, legal jogs security,
welfare etc. The purchaseofficer In charge of all purchaseactivities of concern.

S.M.V. Beverages, Jamshedpur is proud of winning Pepsi I.Q.A (Gold), International Quality Award, Gold for the year 2001.
S.M.V. Beverages also setup a PET bottle plant in March 2003. It has a capacity of bottling 40 PET bottles per minute. It is
bottling 500ml, 1.5 lt., 2 lt. PET bottles of different flavors namely Pepsi, Mirinda, 7up, Mountain dew, Slice. At present
SMV Beverages (Jamshedpur) (a unit of SMV Agencies (P) Ltd.) have followingSister Concerns.
 Steel City Beverages Pvt. Ltd
 Hyderabad Marketing Company
Earlier it had M/s Kamani Food which was only bottling SLICE and in 2004. M/s Kamani Food was merged with SCBPL now
SCBPL is producingSLICE alongwith other brands of PEPSI. It is mainly bottling300ml and 250ml,1.2 l tr (Slice)
Core Capabilities
Product Leadership:
Refers to the abi l i ty to devel op creati ve, premi um products through speci al ized new technol ogi es.
Market Leadership:
Refers to the abi l i ty to achi eve the "PEPSI brand i s No. 1" goal backed by i ts formi dabl e market presence
worl dwi de.
People Leadership:
Refers to tal ented peopl e who perform excel l entl y by i nternal i zing and practi cing i nnovations.
Corporate Culture:
Though a company i mpl ements perfect management strategi es and boasts of outstandi ng and tal ented
peopl e, i t shoul d have an appropri ate corporate cul ture to unl eash t he power of these capabi l iti es.
A 'No'- Challenge: We foster a corporate cul ture whereby we suggest an al ternati ve before sayi ng "no" and
aggressi vel y work towards ful fi l l ing our goal .
'We' not 'I': We pursue a corporate cul ture whereby we embrace a strong teamwork.
Fun to work: We create a workpl ace wh ere i ndi vi duals' creati vi ty and freedom are respected and worki ng
i s made fun.
FOLLOWING ARE THE MAJOR CONSIDERATIONS
 Clear lines of authority
 Adequate delegation of authority
 Minimum managerial level
 Unity of directors
 Application of ultimateresponsibility
 Span of control
 Simplicity

 Flexibility
 Proper emphasis on shiftactivities.
CHRONOLOGY OF ACHIEVEMENT
 Firstplantto achieve100% resulton Pepsi norm (Japan) and got an award.
 Its plantto pack largepacks---500ML
 Commissioningof kamani foods-1988
 Started operatingfor Bottling Pepsi products as a Franchiseoperation (FOBO) under kusum kamani -1990
 Firstplantto achieve100% resulton Pepsi norm and got an award-1991
 Excellence in quality award-1992
 IQA Bronze cash award-1993
 IQA Bronze cash award-1994
 In 2001 received IQA gold status.
 In 2002 received IQA Bronze Award
 In 2003 new pet plantcapacity of 60 BPM commissioned.
 In 2004 received IQA silver award.
 Achieve ‘Best PlantTeam’ in 2004.
ORGANIZATION CHART OF SMV BEVERAGES JAMSHEDPUR

QUALITY POLICY
 To produce PEPSI range of beverages maintainingdesired quality of products and services.

 To attain market leadership and achieveconsumer and stakeholders delight.
 To achievecontinual improvement of the QMS through effective costreduction measures and reviewing KPI’s.
FOOD SAFETY POLICY
We atSMV Pvt. Ltd Jamshedpur commit ourselves to:-
 Produce safeand hygienic beverage products under clean condition.
 Comply with all applicablelegal and requirements related to food safety.
 Ensure through periodic verification, the effective implementation and continual improvement of the food safety
management system
 In caseof deviation take correctiveaction,which includedisposition,recall of defectives and elimination of root causes.
 Educate and motivate all employees to contribute towards effective implementation of Food Safety Management System.
 Review Food Safety Policy duringmanagement reviews.

3.3 PEPSICO’S PRODUCTS
Followingaremain products of PepsiCo (India) Pvt. Ltd limited.
 Pepsi
 Mirinda Orange
 Mirinda Lemon
 7 Up
 Mountain Dew
 Slice
 Mirinda Sorbet (Limited Edition)
 Pepsi Gold (Limited Edition)
 Pepsi Diet
 Lehar Soda
 Aquafina
 Tropicana
 Gatorade
 Lehar Namkeen
 Lays
 Kurkure
 Uncle Chips
 Cheetos
PRODUCT PROFILE
CARBONATED SOFT DRINKS:-
PEPSI
The Joy of Pepsi.
Contains: Carbonated water, high fructose corn syrup, caramel color,phosphoricacid,caffeine,citricacid and natural flavors.
Calories 100
Total Fats (g) 0
Sodium (mg) 25
Potassium(mg) 10
Total Carbohydrates (g) 27
Sugar (g) 0
Protein (g) 0
Caffeine (mg) 25

Diet Pepsi
Contains: Carbonated water, caramel color, aspartame, phosphoric acid, potassium benzoate (preserves freshness), caffeine, citric
acid and natural flavors.
Calories 0
Total Fats (g) 0
Sodium (mg) 25
Potassium(mg) 20
Protein (g) 0
Sugar (g) 0
Caffeine (mg) 24
0 carbs.0 calorie.It’s the diet cola.
Mirinda Orange
Savor Your Mirinda.
Contains: Carbonated water, high fructose corn syrup, citric
acid, purity gum, potassium benzoate and potassium
sorbate (preserves freshness), ester gum, natural flavor, yellow
6, ascorbic acid and calcium disodium EDTA (to protect flavor),
sodiumcitrate.
Calories 120
Total Fats (g) 0
Sodium (mg) 25
Protein (g) 0
Sugar (g) 32
Caffeine (mg) 24
Mountain Dew
Do the dew.
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 likeno other soft drink experience becauseof its daring,high-energy, high-intensity,active,extreme citrus taste.
Contains: Carbonated water, high fructose corn syrup, concentrated orange juice and other natural flavors, citric acid, sodium
benzoate (preserves freshness), caffeine, sodium citrate, gum Arabic, yellow 5, erythorbic acid (preserves freshness), calcium
disodiumEDTA (to protect flavor) and brominated vegetable oil.

Calories 110
Total Fats (g) 0
Sodium (mg) 50
Potassium 0
Protein (g) 31
Sugar (g) 0
Caffeine (mg) 36
7up
Cool 7up
Contains: Carbonated water, caramel color, aspartame,
phosphoric acid, potassium benzoate (preserves freshness),
caffeine, citric acid and natural flavors.
Calories 100
Total Fats (g) 0
Sodium (mg) 25
Potassium 20
Protein (g) 31
Sugar (g) 0
Caffeine (mg) 24
Slice
Pure Mango Pleasure
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 Rosin, Calcium Disodium EDTA (To Protect Flavor), Sodium
Citrate.
Calories 120
Total Fats (g) 0
Sodium (mg) 25
Potassium 35
Protein (g) 35
Sugar (g) 0
Caffeine (mg) 0
PACKAGED DRINKING WATER
Aquafina
Pure Water. Perfect Taste.

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.Sinceits debut in 1995, Aquafina has won over consumers with its great taste and purity.
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
Calories 0
Total Fats (g) 0
Sodium (mg) 0
Potassium 0
Protein (g) 0
Sugar (g) 0
Caffeine (mg) 0
DIFFERENT FLAVOURS OF PEPSI PRODUCT WITH ITS SKUs
SKUs OF PEPSI
Glass 200ml, 300ml
Can 250ml, 330ml
Pet 600ml, 2 ltr

SKUs OF 7UP
GLASS 200ml, 300ml
Can 250ml, 330ml
Pet 600ml, 2 ltr
SKUs OF MOUNTAINDEW
GLASS 200ml
Can 250ml, 330
Pet 600ml, 2 ltr
SKUs OF MIRINDA
Glass 200ml, 300ml
Can 250ml, 330ml
Pet 600ml, 2 ltr

SKUs OF DIET PEPSI
CAN 250ml, 330ml
Pet 500ml
SKUs OF SLICE
Glass 250ml
Pet 500ml, 1.2 ltr
Tetra200ml
SKUs OF AQUAFINA
PET 500ml, 1 ltr, 2 ltr

SKUs OF TWISTER
PET 350 ml, 1.2 ltr
SKUs OF TROPICANA
TETRA PACKS 200ml (pineapple ,mixedfruit,
mango nectar, guava nectar, Lychee,Peach
orange nectar, Strawberry, Apricot)
TETRA PACKS 1 LTR (pineapple,mixedfruit,
mango nectar, tomato, guava nectar, Lychee,
Peach orange nectar, Strawberry, Apricot)

Data Analysis
And
Interpretation
4.1 ANALYSIS AND INTERPRITATION OF DATA
TABLE 01
Q1. Which kinds of problems you faced in season? (Rank them)
Product Delivery SKU Schemes Price Visi Cooler
No of respondent of 1 00 15 08 04 03

Percentage 00 50 27 13 10
No. of respondent of 2 00 9 11 05 05
Analysis:-
From above table it can be observed that method of Product delivery is very good in Jamshedpur. Most of the retailers satisfied
with delivery of the product in season. 46% of the respondent gives No. 5 for product delivery, 35% gives No. 4, 19% gives No .3,
and no one gives No.1 and No.2 to product delivery.That means productdelivery not a matter in season for retailers.
No. 1
0%
No.2
0%
No. 3
19%
No. 4
35%
No. 5
46%
Product Delivery

Analysis:-
From the above graph it can be observed that supply of total product is a big problem in season in Jamshedpur. In season
consumers demands all the product of PepsiCo. If company doesn’t abl e to supply all the product, then it is a biggest problem in
season. 44% respondent gives No. 1 to S.K.U problem in season, 27% respondent gives No. 2, 11% gives No. 3, 18% respondent
gives No. 2, and no one gives No. 5.
Analysis:-
Schemes always force to increase the sales volume. It is a biggest component in today’s competitive market, customers always ask
about schemes in FMCG market segment. From the above graph it can be observed that 27% respondent gives No. 1 to schemes,
No. 1
44%
No. 2
27%
N0. 3
11%
No. 4
18%
N0, 5
0%
S.K.U
No.1
27%
No.2
43%
No.3
27%
No.4
3%
No.5
0%
Schemes

43% respondent gives No.2, 27% gives No.3, 3% respondent gives No.4 and no one gives No.5 to schemes. That means schemes is
an also one of the bigproblem in season.
Analysis:-
Price of any product decides their sales volume in market. Price as a problem in season mostly decided by consumers. Any
company increases their product price due to situation of less supply high demand of the product. In Jamshedpur market 40%
respondent gives No.5 to Price, 22% gives No.4, 19% gives No.3, 8% gives No. 2, and 11% respondent believes price also is biggest
problem in season.
No. 1
11%
No. 2
8%
No.3
19%
No.4
22%
No.5
40%
Price
No. 1
12%
No. 2
20%
No.3
24%
No.4
24%
No.5
20%
Visi Cooler

Analysis:-
Visi Cooler always a big problem of PepsiCo in all market. Most of the retailers unsatisfied with the Visi cooler of PepsiCo. 20%
respondent gives No.5 to Visi cooler, 24% respondent gives No.4, 24% gives No.3, 20% gives No.2 and 12% respondent believes Visi
Cooler is a biggestproblem in season.
TABLE 02
Q2. Why you selling PepsiCo product in your outlets?
S.no. Particular No. of respondent Percentage
01 Brand Image 6 20
02 Customer demand 9 30
03 Profitmargin 10 34
04 Sales promotion for retailers 2 6
05 Quality 3 10
Total 30 100
ANALYSIS:-
From above table it can be observed that 20% retailers sells PepsiCo product because of brand image, 30% retailers sells for
customer demand, 34% retailers sells for higher profit margin, 10% sells for quality, 6% retailers sells because of sales promotion
for retailers.

INTERPETATION:-
Given graph shows that most of the customers sell PepsiCo for profit margin which is high as campier to Coke, because PepsiCo
provide more schemes to retailers campier to Coke. Demand of the product in Jamshedpur also very high because of high
promotional activity for consumers.
TABLE 03
Q3. What is the frequency of the Visit of any senior persons of Pepsi Co. in your Outlets?
01 Each 3rd days 1 3
02 Weekly 5 17
03 Fortnightly 8 26
04 Monthly 16 54
Total 30 100
ANALYSIS:-
Brand image
20%
Customer
demand
30%
Profitmargin
34%
Sales promotion for
retailers
6% Quality
10%

From above table it can be observed that 54% visit of any senior person Jamshedpur is good because of CBD activity, seniors
persons visitonearea in each week for increaserelationship with retailers.
INTERPRETATION:-
It shows that above visit of any senior person in Jamshedpur is satisfied but also PepsiCo try to give more promotional activ ity to
retailers.
TABLE 04
Q5. What is the position of maintenance work of refrigerator done by Pepsi Company?
Each 3rd day
3%
Weekly
17%
Frotnightly
26%
Monthly
54%
01 Highly satisfied 4 13
02 Satisfied 7 23
03 Less satisfied 5 17
04 Not satisfied 8 27

ANALYSIS:
From above table it can be observed that only 23% respondent said that satisfied, 17% respondent said less satisfied, 27%
respondent said notsatisfied,and 20% respondent said strongly dissatisfied,Only 13%of respondent said highly satisfied.
INTERPRETATION:-
It means that company is not focusing on all retailers that major concern for the organization. Most retailers are not satisfied with
maintenance work of Visi cooler in rural Jamshedpur.PepsiCo need more engineers for Visi cooler maintenance.
TABLE 06
Q6. How much time taken to delivered of the product by Company?
highly
satisfied
13%
satisfied
23%
less satisfied
17%
not satisfied
27%
strongly
dissatisfied
20%
05 Strongly dissatisfied 6 20
Total 30 100

01 1-2 days 17 56
02 2-3 days 13 44
Total 30 100
ANALYSIS:-
From above table it can be observed that 56% of respondent believes that PepsiCo have very good product delivery channel in
Jamshedpur, 56% of respondent believes that PepsiCo need to improve that.
INTERPETATION:-
Given graph shows that product delivery channel is good Jamshedpur, but PepsiCo need to improve itfor makes it 100%.
TABLE 07
1-2 days
56%
2-3 days
44%

Q7. Which company provides visible and good looking banners & hoardings?
S. no. Particular No. of respondent Percentage
01 PepsiCo 14 47
02 Coca-Cola 16 53
Total 30 100
ANALYSIS:-
It can be observed that 47% of respondent believes that PepsiCo provide good looking banners & hoarding, and 53% of responden t
believes that Coca-Cola providegood lookingbanners & hoarding.
INTERPETATION:-
Good looking banners & hoarding always attract the customers. PepsiCo good looking & hoarding delivery is quite satisfied, PepsiCo
need to increaseit.Try to providealways new brand ambassador logo banners & hoardings.
PepsiCo
47%
Coca-Cola
53%

TABLE 08
Q8. How much present increase would be increase in sale after establish Pepsi Co. banners &hoardings?
ANALYSIS:-
From above table it can be observed that 17% of respondent said that 0-5% sales increase after establish PepsiCo banners &
hoarding, 43% respondent said that 5-10% sales increase, 20% respondent said that 10-15%, and 20% believes there is no impact
after establish banners & hoarding.
S. No. Particular No. of respondent Percentage
01 0-5% 5 17
02 5-10% 13 43
03 10-15% 6 20
04 No increment 6 20
Total 30 100

INTERPRETATION:-
Given graph shows that there is impact in sales after establish PepsiCo banners & hoarding, so PepsiCo need to provide new
banners & hoardingin high sales volumes areas in Jamshedpur.
TABLE 9
Q9. Which Company provides better schemes?
ANALYSIS:-
From above table it can be observed that 60% of respondent said that PepsiCo provide better schemes as campier to Coke, 40%
said thatCoke provides more schemes
01 PepsiCo 18 60
02 Coca-Cola 12 40
Total 30 100

.
INTERPETATION:-
Graph show that PepsiCo provide more schemes as campier to Coke. PepsiCo also need to gives schemes in low purchases retailers.
Most of the outlets purchasevolumes not very high. So PepsiCo also giveschemes in low purchase.
TABLE 10
Q10. Are you satisfied with regular change in schemes?
01 PepsiCo 18 60
02 Coca-Cola 5 17
03 Can’t say 7 23
Total 30 100
ANALYSIS:-
PepsiCo
60%
Coca-Cola
40%

From above table it can be observed that 60% of respondent said that they are agree with regular change in schemes, 17% said that
they are not agree with regular change with schemes, and 23% of respondent said can’tsay.
INTERPETATION:-
Given graph shows that mostly schemes affect the sales of the products. PepsiCo change their schemes regularly in Jamshedpur
with the demand of the product and shortage product of competitors.
TABLE 11
Q11. What present sales increase of Pepsi Co. with any change in promotion activity?
01 0-5% 13 43
02 5-10% 10 33
03 10-15% 1 4
04 No impact 6 20
PepsiCo
60%
Coca-Cola
17%
Can't say
23%

Total 30 100
ANALYSIS:-
From above table it can be observed that 43% of respondent said that they only get benefited by only 0 -5 times, 3% of respondent
get only 5-10 times, 4% said there is sales increase10-15%,20% respondent believes that there is no impact.
INTERPETATION:-
Sales promotion is a very important tool for increment the sales volume in any area. Impact of sales promotion activity in
Jamshedpur not good. PepsiCo need to increase it, provide more promotional activity and try to provide more benefit to retailers
with promotional activity.
TABLE 12
Q12. Which types of product of Pepsi Co. provides regularly?
0-5%
43%
5-10%
33%
10-15%
4%
No impact
20%

S. no Particular No. of respondent Percentage
01 R.G.B. 7 23
02 P.E.T. 9 30
03 All 14 47
Total 30 100
ANALYSIS:-
From above table it can be observed that 23% of respondent said that dealers provide R.G.B. regularly in Jamshedpur, 30% of
respondent said thatP.E.T. and 47% said thatdealers provided all kinds of products regularly in Jamshedpur.
INTERPETATION:-
Most of the consumers drink R.G.B. in Jamshedpur, so dealers need to increase it. Dealers also need to provide total S.K.U. i n all
outlets.
R.G.B.
23%
P.E.T.
30%
All
47%

4.2 Analysis and interpretation of rural market
TABLE 01
Q1. Which kinds of problems you faced in season? (Rank them) Table showing what respondent thinking about problems in
season.
Analysis:-
No.1
10%
No.2
3%
No.3
13%
No.4
37%
No.5
37%
Product Delivery
Product Delivery SKU Schemes Price Visi Cooler
No of respondent of 1 03 09 09 07 09

From above table it can be observed that method of Product delivery is very good in rural area. Most of the retailers satisfi ed with
delivery of the product in season. 37% of the respondent gives No. 5 for product delivery, 37% gives No. 4, 13% gives No.3, 10%
gives No.2 and 3% gives No.1 to product delivery. That means product delivery not a matter in season for retailers.
Analysis:-
From the above graph it can be observed that supply of total product is a big problem in season in rural market. In season
consumers demands all the product of PepsiCo. If company doesn’t able to supply the entire product, than it is a biggest prob lem in
season. 30% respondent gives No. 1 to S.K.U problem in season, 37% respondent gives No. 2, 30% gives No. 3, 3% respondent gives
No. 4, and no one gives No. 5.
No.1
30%
No.2
37%
No.3
30%
No.4
3%
No.5
0%
S.K.U.
No.1
27%
No.2
30%
No.3
34%
No.4
6%
No.5
3%
Schemes

Analysis:
-Schemes always force to increase the sales volume. It is a biggest component in today’s competitive market, customers always ask
about schemes in FMCG market segment. From the above graph it can be observed that 27% respondent gives No. 1 to schemes,
30% respondent gives No.2, 34% gives No.3, 6% respondent gives No.4 and 3% gives No.5 to schemes. That means schemes is an
also oneof the bigproblem in season.
Analysis:-
Price of any product decides their sales volume in market. Price as a problem in season mostly decided by consumers. Any
company increases their product price due to situation of less supply high demand of the product. In Rural market 27% respondent
gives No.5 to Price, 17% gives No.4, 10% gives No.3, 23% gives No. 2, and 23% respondent believes price also is biggest probl em in
season.
No.1
23%
No.2
23%
No.3
10%
No.4
17%
No.5
27%
Price

Analysis:-
Visi Cooler always a big problem of PepsiCo in all market. Most of the retailers unsatisfied with the Visi cooler of PepsiCo. 23%
respondent gives No.5 to Visi cooler, 17% respondent gives No.4, 7% gives No.3, 23% gives No.2 and 30% respondent believes Visi
Cooler is a biggestproblem in season.
TABLE 02
Q2. What is the frequency of the visit of any Senior person of PepsiCo in your outlet?
01 Alternative day 0 0
02 Each 3rd days 3 10
03 Weekly 10 34
04 Fortnightly 17 56
Total 30 100
Analysis:-
From above table it can be observed that 10% visit of any senior person in rural area on each 3rd day, 34% on weekly, and 56% on
fortnightly in rural area.
No.1
30%
No.2
23%
No.3
7%
No.4
17%
No.5
23%
Visi Cooler

INTERPRETATION:-
It shows that above visit of any senior person in rural area which is very low. PepsiCo must need in increase it for make str ong
relationship with retailer.
TABLE 03
Q3. Which type of service dealers provides in your outlets for products delivery?
01 Ready Stock 15 50%
02 OBGTM 13 44%
03 Self Service 2 6%
Total 30 100
ANALYSIS:-
Alternative days
0%
Each 3rd days
10%
Weekly
34%
Forthnightly
56%

From above table it can be observed that 50% retailer receive product with ready stock, 44% retailer gives order for delivery, and
6% retailers taken product with self service.
INTERPRETATION:-
It show that PepsiCo have good product delivery in rural areas. PepsiCo focused in ready stock in rural area. Dealers provide
OBGTM in high sales outlets in rural area.
TABLE 04
Q4. Why you selling PepsiCo product in your outlets?
01 Brand Image 5 16
02 Customer demand 10 33
03 Profitmargin 11 37
Ready Stock
50%OBGTM
44%
Self Service
6%

04 Good quality 1 3
05 Sales promotion for retailer 3 10
Total 30 100
ANALYSIS:-
From above table it can be observed that 16% retailers sells PepsiCo product because of brand image, 33% retailers sells for
customer demand, 37% retailers sells for higher profit margin, 3% sells for quality, 10% retailers sells because of sales promotion
for retailers.
INTERPRETATION:-
Table shows that promotional activity in rural area is very low PepsiCo need to increase it. Profit margin is quite satisfied in rural
area firm also need to increaseit.
TABLE 05
Q5. How much time taken to delivered of the product by Company?
Brand image
16%
Customer demand
33%Profitmargin
38%
Quality
3%
Sales promotion for
retailers
10%

01 0-1 days 25 83
02 1-2 days 3 10
03 2-3 days 2 7
04 More than 3 days 0 0
Total 30 100
ANALYSIS:-
From above table it can be observed that 83% of respondent believes that PepsiCo have very good product delivery channel in r ural
area,10% of retailers get their productin 1-2 days,and 7% retailers get their product in 2-3 days.
INTERPRETATION:-
Data show that company have very good product delivery channel in rural area. PepsiCo try to make it 100% product delivery
channel in rural area.
0-1 days
83%
1-2 days
10%
2-3 days
7%
More than 3 days
0%

TABLE 06
Q6. What is the position of maintenance work of refrigerator done by PepsiCo Company?
01 Highly satisfied 0 0
02 Satisfied 8 27
03 Less satisfied 11 36
04 Not satisfied 6 20
05 Strongly dissatisfied 5 17
Total 30 100
ANALYSIS:
From above table it can be observed that only 27% respondent said that Satisfied. 36% respondent said less satisfied, 20%
respondent said notsatisfied,and 17% respondent said strongly dissatisfied.No one said highly satisfied.
INTERPRETATION:-
It means that company is not focusing on all retailers that major concern for the organization. Retailers are not satisfied with
maintenance work of Visi cooler in rural area.PepsiCo need more engineers for Visi cooler maintenancein rural area.
Highly Satisfied
0%
Satisfied
27%
Less Satisfied
36%
Not Satisfied
20%
Strongly
dissatisfied
17%

TABLE 07
Q7. What is the position of delivery of Pepsi products?
01 Very good 12 40
02 Good 9 30
03 Average 5 18
04 Bad 2 6
05 Very bad 2 6
Total 30 100
ANALYSIS:-
From above table it can be observed that 40% of respondent believes that position of delivery of the product is very good, 30%
respondent believes that it, 18% said itaverage, 6% said itbad,and 6% believes it very bad.
Very good
40%
Good
30%
Average
18%
Bad
6%
Verybad
6%

INTERPETATION:-
It means position of delivery of the product in rural retailers believes it good. Retailers get their product in minimum days. PepsiCo
need to increase it because most of the outer areas of rural market their delivery of the product is very low. Dealer increase their
ready stock for outer market of rural area.
TABLE 09
Q9. Which Company provides better schemes?
01 PepsiCo 16 54
02 Coca Cola 12 40
03 others 2 6
Total 30 100
ANALYSIS:-
From above table it can be observed that 54% of respondent said that PepsiCo provide better schemes as campier to Coke, 40%
said thatCoke provides more schemes, and 6% said respondentsaid others.

INTERPETATION:-
Graph show that PepsiCo provide more schemes as campier to Coke in rural areas. PepsiCo also need to gives schemes in low
purchases by retailers.Mostof the outlets purchasevolumes not very high. So PepsiCo also giveschemes in low purchase.
TABLE 10
Q10. Are you satisfied with regular change in schemes?
01 Yes 20 67
02 No 4 13
03 Can’t say 6 20
Total 30 100
ANALYSIS:-
PepsiCo
54%
Coke
40%
Others
6%

From above table it can be observed that 67% of respondent said that they are agree with regular change in schemes, 13% said that
they are not agree with regular change with schemes, and 20% of respondent said can’tsay.
INTERPETATION:-
Given graph shows that mostly schemes affect the sales of the products. PepsiCo change their schemes regularly in rural area with
the demand of the product and shortage product of competitors.
TABLE 11
Q11. What kinds of promotional activities affect sales mostly?
01 Free ProductSchemes 20 67
02 Prize 2 7
03 Discountrate 5 16
04 Others 3 10
Yes
67%
No
13%
Can't Say
20%

Total 30 100
ANALYSIS:-
From above table it can be observed that 67% of respondent believes that Free R.G.B. schemes affect mostly, 7% believes that
prizes affect, 16% of respondent believes that discount rate affect sales mostly, and 10% believes that it is others promoti on
activity.
INTERPETATION:-
Given graph shows that free R.G.B. and P.E.T. schemes affects the sales mostly in rural areas. Retailers can earn more money with
free given products that’s way retailers believes that it is affect sales mostly. PepsiCo need to increase it for chance to earn more
profitto retailers.
TABLE 12
Q12. How many times you benefited by any promotional activity by company (Except product scheme)?
Free product
schemes
67%
Prize
7%
Discountrate
16%
Others
10%

01 0-5 27 90
02 5-10 3 10
03 More then 10 0 0
Total 30 100
ANALYSIS:-
From above table it can be observed that 90% of respondent said that they only get benefited by only 0-5 times, 10% of respondent
get only 5-10 times. No one get befitted more than 10 in rural areas.
INTERPETATION:-
Given graph shows that affect of promotional activity (except product scheme) is very low. PepsiCo need to connect to its
customers with provides more schemes in rural area to increaserelationship with retailers.
0-5
90%
5 to 10
10%
More than 10
0%

TABLE 13
Q13. Which types of product of Pepsi Co. provides regularly?
01 R.G.B. 12 40
02 P.E.T. 10 34
03 All 8 26
Total 30 100
ANALYSIS:-
From above table it can be observed that 40% of respondent said that dealers provide R.G.B. regularly in rural area, 34% of
respondent said thatP.E.T. and 26% said thatdealers provided all kinds of products in rural areas.
INTERPETATION:-
Most of the consumers drink R.G.B. in rural areas, so dealers need to increase it. Dealers also need to provide total S.K.U. in all
outlets.
R.G.B.
40%
P.E.T.
34%
All
26%

Chapter 05
Summary
And
Conclusion

5.1 FINDINGS
 There are some retailers arenot happy with services provided by the distributorsand thecompany.
 Distributors arenot satisfied with the services with the services likemargins,productavailability,and creditfacility.
 Most of the time desired products are not availableor not chilled dueto unavailability of Visi Coolers.
 In most of the mix outlet company has not provided its Visi Cooler, so it is becoming the major cause for not getting fulfil of the
demand. Because retailer are promoting that brand to the consumer which company is satisfying them more in terms of Visi
Cooler, Schemes, Relationship etc.
 Marinatinggood relationship with the retailers as well distributorsisimportantfor havinga strongdistribution channel.

 Visi Cooler has an importantrolein enhancingthe distribution channel and policy.
 Time concern is very importantin good distribution channel,itmeans providingproductatretailers door within a time.
 In the caseof the scheme PepsiCo providingmore schemes than the Coca-Cola.
 In off season,when saleof coke products is reduced in comparison of season.Then retailers wantmore schemes.
5.2 RECOMMENDATION
This is one of the most important and most difficult parts of the study. I arrived at certain recommendation for SMV Beverages
Jamshedpur, after the analysisof the data.Some of the importantrecommendations areas follow.
 There should be and correct feedback from the retailers on the performance of salesman. This will help improve their
efficiency and accountability. Moreover, this will also help in reducing the confusing that the retailers have at times because
the salesman does not explain the schemes properly.
 The number of Visi cooler & signageshould be increased.Especially in Rural market.
 Some retailers keep other companies products in the Pepsi’s fridge, while is provided by the company. To check additional
scheme be given in every month, in the peak seasons After the checking of Pepsi’s Fridge (3or 4 times in every month ) if It is

found that retailer does not keep other companies products in the Pepsi’s Pepsi fridge the claim of scheme should be passed
. Thus we can improve/increaseits sell and employee’s activities.
 There is no electricity problem in the whole area of Jamshedpur. For chilled soft drink, ice box which is compulsory and
dredge both should be provided by the company.
 As already mentioned Visi Coolers are a major resign of distribution among retailers. The periodical maintenance check of
Visi Coolers is done at three months. This should be done an interval of 15 days or 30 days instead of the current practice of
45 days.
 Company should adoptaggressivemarketingstrategy that itcould reach each and every place.
 Marketing Development Coordinators/ Marketing Executives/ Sales Executives of the company must focus more for making
better relationship with retailers.
 Company should provide Visi Cooler to every retailer. Because who is having Visi Cooler of which company they are
promoting the same brand to the consumer.
 Company should more focus on youth of the country because youth more prefer the soft drinks.

BOOKS:
1. Saxena,Ranjan, ‘MarketingManagement’,TATA McGRAW HILL, NewDelhi,Third Edition.
2. Kotler,Philip,KevinLane Keller,Abraham Koshy,MithileshwarJha,‘MarketingManagement’,PEARSONPrentice
Hall, NewDelhi,TwelfthEdition.
3. Ramaswamy, V. S., S Namakumari, ‘MarketingManagement’,
MACMILLAN INDIALTD., Third Edition.
4. C.R.Kothari, BusinessResearchmethodology,Newage publication.
WEBSITES
www.pepsi .com
www.corporate .org
www.wikipediaencyclopedia.com
www.indiatoday.com

QUESTIONNAIRE
Jamshedpur Market
(1) Which kinds of problems you faced in season?(Rank them)
(a) Product delivery (b) S.K.U (c) Schemes
(d) Price (e) Visi Cooler
(2) Why you selling PepsiCo product in your outlets?
(a) Brand image (b) Customer demand (c) Advertisement
(d) Profitmargin (e) Good quality
(g) Sales promotion for retailers (h) Sales promotion for customers
(3) What is the frequency of the Visit of any senior persons of Pepsi Co. in your Outlets?
(a) Each 3rd days (b) Each Weekly
(d) Every 15 days (e) Monthly
(4) What is the position delivery of Pepsi products?
(a) Very Good (b) Good
(c) Bad (d) Worse
(5) What is the position of maintenance work of refrigerator done by Pepsi Company?
(a) Highly satisfactory (b) satisfactory
(c) Less satisfactory (d) Not satisfactory
(7) How much time taken to delivered of the product by Company?
(a) 0-1 days (b) 1-2 days
(c) 2-3 days (d) more than 3 days
(8) Which company provides visible and good looking banners & hoardings?
(a) Pepsi Co. (b) Coca Cola (c) Others
(9) How much present increase would be increase in sale after establish Pepsi Co. Banners & hoardings?
(a) 0-5% (b) 5-10% (c) 10-15%
(d) Above 15% (e) Not Increase
(10) Which Company provides better schemes?
(11) Are you satisfied with regular change in schemes?
(a) Yes (b) No (c) Can’t say

(12) What present sales increase of Pepsi Co. with any change in promotional activity?
(a) 0-5% (b) 5-10% (c) 10-15%
(d) Above 15% (e) No Impact
(13) Which types of product of Pepsi Co. provides regularly?
(a) R.G.B. (b) P.E.T. (c) Others
(14) Any suggestion for increase relationship with distributers or retailer to PepsiCo?
Rural Market
(1) Which kinds of problems you faced in season? (Rank them)
(a) Product delivery (b) S.K.U (c) Schemes
(d) Price (e) Visi Cooler
(2) What is the frequency of the Visit of any senior persons of Pepsi Co. in your Outlets?
(a) Alternative days (b) Each 3rd day
(c) Every Weekly (d) Every 15 days
(3) Which type of service dealers provides in your outlets for products delivery?
(a) Ready Stock (b) OBGTM (Order Booking Go To Market)
(c) Self Service
(4) Why you selling PepsiCo product in your outlets?
(a) Brand image (b) Customer demand (c) Advertisement
(d) Profitmargin (e) Good quality (g) Sales promotion for retailers
(h) Sales promotion for customers
(5) How much time taken to delivered of the product by Company?
(a) 0-1 days (b) 1-2 days
(c) 2-3 days (d) more than 3 days
(6) What is the position of maintenance work of refrigerator done by PepsiCo Company?
(a) Highly satisfactory (b) Satisfactory (c) Less satisfactory
(d) Not satisfactory (e) Strongly dissatisfied
(7) What is the position delivery of Pepsi products?
(a) Very Good (b) Good (c) Average
(d) Bad (e) Very Bad
(8) What is the frequency of the visit of P.S.R. (Pre-sales Representative) or Dealers?
(a) Daily (b) Alternate Day

(c) Weekly (d) Fortnightly
(9) Which Company provides better schemes?
(10) Are you satisfied with regular change in schemes?
(a) Yes (b) No (c) Can’t say
(11) What kinds of promotional activities affect sales mostly?
(a) Free bottle scheme (b) Prize
(c) Discountrate (d) Other
(12) How many times you benefited by any promotional activity by company (Except product scheme)?
(a) 0-5 (b) 5-10 (c) 10-15
(d) 15-20 (e) More than 20
(13) Which types of product of Pepsi Co. provides regularly?
(a) R.G.B. (b) P.E.T. (c) Others
(14) Any suggestion for increase relationship with distributers or retailer to PepsiCo?

Marketing Inetnship at Pepsico (Jamshedpur)

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