Pepsi jaipuria

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CONTENTS

1. DECLARATION

2. ACKNOWLEDGEMENT

3. PREFACE

4. COMPANY INTRODUCTION

5. COMPETITION OF PEPSI Vs COKE

6. ENTRY OF PEPSICO IN INDIA

7. RESEARCH DESIGN

8. RESEARCH METHODOLOGY

9. OBJECTIVE

10. SURVEY BY ISSUING QUESTIONNAIRE-

11. SUMMARY AND CONCLUSION

12. SWOTANALYSIS

13. RECOMMENDATION

14. ANNEXURE

15. BIBLIOGRAPHY

16. QUESTIONNAIRE

PREFACE

Modern organizations are highly complex and dynamic systems. They operate under very turbulent

social economic and political environment. They are required to reconcile several incompatible goals.

Conflicting roads and divergent interests. They are also fraught with use risk and uncertainties hence

tactful management of such organization to plan execute, guide, coordinate and control the

performance people to achieve predetermine goal. Management has to keep the organization vibrant

moving and in equilibrium it has to achieve goals which themselves are changing it is therefore a

problem highly complex and ticklish. To tackle these problems, information plays an important role.

Marketing research is the appropriate tool to get most useful information about the market. This

information will asset to acquire and analysis information and to make suggestions to management as to

how marketing problems should be solved.

The marketing research is the process which links to manufactures, dealers and individuals through

information an important part of curriculum of MBA programe is the project taken by student in any

business organization. After completion of IInd semester of the programme. The objective of this project

is to enable the student to understand the application of academies in the real business life. I am fully

confident that this project will be extremely useful for the management.

COMPANY INTRODUCTION

PepsiCo is a world leader in convenient foods and beverages, with 2005 revenues of more than $32



billion and more than 157,000 employees.

The company consists of Frito-Lay North America, PepsiCo Beverages North America, PepsiCo

International and Quaker Foods North America. PepsiCo brands are available in nearly 200 countries and

territories and generate sales at the retail level of about $85 billion.

Many of PepsiCo's brand names are more than 100-years-old, 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 offers product choices to meet a broad variety of needs and preference -- from fun-for-you

items to product choices that contribute to healthier lifestyles.

PepsiCos mission is To be the world's premier consumer products company focused on convenient

foods and beverages. We seek to produce healthy financial rewards to investors as we provide

opportunities for growth and enrichment to our employees, our business partners and the communities

in which we operate. And in everything we do, we strive for honesty, fairness and integrity.

Shareholders

PepsiCo (symbol: PEP) 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.

Corporate Citizenship

At PepsiCo, we believe that as a corporate citizen, we have a responsibility to contribute to the quality

of life in our communities. This philosophy is expressed in our sustainability vision which states:

PepsiCos 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 stewardship, activities to

benefit society, and a commitment to build shareholder value by making PepsiCo a truly sustainable

company.

PEPSICO HEADQUARTERS

PepsiCo World Headquarters is located in Purchase, New York, approximately 45 minutes from New

York City. The seven building headquarters complex was designed by Edward Durrell Stone, one of

Americas foremost architects. The building occupies 10 acres of a 144 acre complex that includes the

Donate M. Kendall Sculpture Gardens, a world acclaimed sculpture collection in a garden setting.

The collection of works is focused on major twentieth century art, and features works by masters such

as Auguste Rodin, Henri Laurens, Henry Moore, Alexander Calder, Alberto Giacometti, Arnaldo

Pomodoro and Class Olden berg. The gardens were originally designed by the world famous garden

planner, Russelll Page, and have been extended by Francois Goffinet. The grounds are open to the

public, and a visitors booth is in operation during the spring and summer.



PepsiCos beverage business was founded at the turn of the century by Caleb Bradham, a New Bern,

North Carolina druggist, who first formulated Pepsi Cola. Today consumers spend about $33 billion on

Pepsi-Cola beverages. Brand Pepsi and other Pepsi-Cola products including Diet Pepsi, Pepsi-One,

Mountain Dew, Slice, Sierra Mist and Mug Brands- account for nearly one-third of total soft drink sales

in the United States, a consumer market totaling about #60 billion.

Peps-Cola also offers a variety of non-carbonated beverages, including Aquafina bottled water, Fruit

works and all Sport.

In 1992 Pepsi-Cola formed a partnership with Tomas J. Lipton Co. today Lipton is the biggest selling

ready-to drink tea brand in the United States. Pepsi-Cola also markets Frappuccino ready-to drink coffee

through a partnership with Starbucks.

In 2001 so be became a part of Pepsi-Cola. So be manufactures and markets an innovative line to

beverages including fruit blends, energy drinks, dairy-based drinks, exotic teas and other beverages with

herbal ingredients.

Outside the united states, Pepsi-Cola soft drink operations include the business of Seven-Up

International. Pepsi-Cola beverages are available in about 160 countries and territories.

Pepsi-Cola began selling its products internationally in 1934 with its operations in Canada. Operations

grew rapidly beginning in the 1950s. In addition to brands marketed in the United States, major

products include Mirinda and Pepsi-Cola North America includes the United States and Canada. Key

international markets include Argentina, Brazil, China, India, Mexico, Philippines, Saudi Arabia, Spain,

Thailand and the United Kingdom. Pepsi-Co Beverages International also produces, sells and distributes

Gatorade sports drinks as well as Tropicana and other juices internationally.

Pepsi-Cola provides advertising, marketing, sales and promotional support to Pepsi-Cola bottlers and

food service customers. This advertising. New advertising and exciting promotions keep Pepsi-Cola

brands young.

The company manufactures and sells soft drink concentrate to Pepsi-Cola bottlers. The company also

provides fountain beverage products.

Pepsi-Cos snack food operations had their start in 1932 when two separate events took place. In San

Antonio, Texas, Elmer Doolin bought the recipe for an unknown food product a corn chip and started

an entirely new industry. The products was Fritos brand corn chips, and his firm became the Frito

Company.

That same year in Nashville, Tennessee, Herman W. Lay started his own business distributing potato

chips. Mr. Lay later bought the company that supplied him with product and changed its name to H.W.

Lay Company. The Frito Company and H.W. Lay Company merged in 1961 to become Frito-Lay, Inc.

Today, Frito-Lay brands account more than half of the U.S. snack chip industry.

PepsiCo began its international snack food operations in 1966. Today, with operations in more than 40



countries, it is the leading multinational snack chip company, accounting for more than one quarter of

international retell snack chip sales. Products are available in some 120 countries. Frito-Lay international

markets include Australia Brazil, Mexico the Netherlands, South Africa the United Kingdom and Spain.

Often Frito-Lay products are known by local names. These names include Matutana in Spain, Sabritas

and Gamesa in Mexico, Flma Chips in Brazil, Walkers in the United Kingdom and others. The company

markets Frito-Lay brands on a global level, and introduces unique products for local tastes.

Major Frito-Lay products include Ruffles, Lays and Doritos brands snack chips. Other major brands

include Cheetos cheese flavored snacks, Tostitos tortilla chips, Santitas tortilla chips, Rold Gold pretzels

and Sun Chips multigrain snacks. Frito-Lay also sells a variety of snack dips and cookies, nuts and

crackers.

GATORADE & TROPICANA

Tropicana was founded in 1947 by Anthony Rossi as a Florida fruit packaging business. The company

entered the concentrate orange juice business in 1949, registering Tropicana as a trademark.

In 1954 Rossi pioneered a pasteurization process for orange juice. For the first time, consumers could

enjoy the fresh taste of not-from-concentrate 100% Florida orange juice in a ready0to serve package the

juice, Tropicana Pure Premium, became the companys flagship product.

In 1957 the name of the company was changed to Tropicana Products, headquartered in Bradenton,

Florida. The company went public in 1957, was purchases by Beatrice Foods Co. in 1978, acquired by

Kohlberg Kravis & Roberts in 1986 and sold to the seagram Company Ltd. in 1988. Seagram purchased

Dole global juice business in 1995. PepsiCo acquired Tropicana, including the Dole juice business, in

August 1998.

Today the Tropicana brand is available in 63 countries. Principal brands in North America are Tropicana

Pure premium, Tropicana Seasons Best, Dole Juices and Tropicana Twister. Internationally, principal

brands include Tropicana Pure Premium and Dole juices along with FruiVita, Looza and Copella.

Tropicana Pure Premium is the third largest brand of all food products sold in grocery stores in the

United States.

Gatorade sports drinks was acquired by the Quaker Oats Company in 1983 and become a part of

PepsiCo with the merger in 2001. Gatorade is the first isotonic sports drink. created in 1965 by

researchers at the University of Florida for the schools football team, The Gators, Gatorade is now the

worlds leading sports drink.

QUAKER FOODS

The Quaker Oats company was formed in 1901 when several American pioneers in oat milling came

together to incorporate. in Ravenna; Ohio, Henry D. Seymour and William Heston had established the

Quaker Mill Company and registered the now famous trademark. Seymour wanted his product to be

symbol of honesty, integrity and strength. the figures of a man in Quaker clothes became the first

registered trademark for breakfast cereal and remains the hallmark for Quaker Oats today.

in Cedar Rapids, lowa, John Stuart and son, Robert, and their partner, George Douglas, operated the



largest cereal mill of the time. Ferdinand Schumacher, known as The Oatmeal King, had founded

German Mills American Oatmeal Company in 1856.

Combining the Quaker Mill Company with the Stuart and Schumacher businesses brought together the

top oats milling expertise in the country as the Quaker Oats Company.

The first major acquisition of the company was Aunt Jemina Mills Company in 1926, which is today the

leading manufacturer of pancake mixes and syrup.

In 1986, the Quaker Oats Company acquired the Golden Grain Company, producers of Rice-A-Roni.

PepsiCo merged with the Quaker Oats Company in 2001. Its products still have the eminence of

wholesome, good-for-you food, as envisioned by the company over a century ago.

Slogans and Logos

Click on thumbnail to see larger picture.

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 Feelin' 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

COMPETITION OF PEPSI VS COKE



COMPETITON

(Real war between Pepsi & coke)

Every food companies have their competition. Pepsis main competitor is Coca-Cola co. Both have been

selling thirst quenchers for 100 years that are now global brands. Their bottles move through the

worlds most pervasive distribution network.

Coke is mainly a franchise driven operation with a company supplying its soft drink concentrate to its

soft bottles around the world Coke management releases that a soft drink is a convenience as well as

an impulse product. According the companys expertise lies in consumers marketing. Idea is to

reduce the effect span as Also coke will be experimenting with mobile dispensing units at beaches and

stadiums going out towards consumers the much as possible. Cokes infrastructure plan include setting

up new subsidiaries. It is also considering a 35 Greenfield venture to set-up a model plant in westerns

corridor most likely in Gujarat. This will have 4 product lines with a capacity of 600 bottles per minutes

with a build in flexibility to about top different and flavors and sizes. Another option for building

capacity is to bringing in bottlers from overseas to invent jointly in fresh capacity. The company wants to

go a stem further and set-up COCA-COLA institute a training facility for bottlers. Coke continues to stay

with its multi brand strategy. This enhances the ability to leverage self-space at the retail outlet. It also

gives then flexibility to offer price on brand others then lead once. Coke has launched MAJA pineapple

and MAJA orange. As far as new product launched is concerned coke plans a dual brand approach by

bringing in FANTA lemon. This comes about because volumes of LIMCA have increased by 20% shares,

which have an 80% - share of the cloudy lemon segmentSo this dual brand approach will extend to

that flavors too. Pepsis decision to take in company owned bottling operation (COBO) alongside

franchise has proved to be winning edge over its competitor. By 1994 Pepsis has bought over five

bottles in the key markets. This ensuring maximum control. The franchise now sees the company not

just as advisor but also as carrying the weight of experience. Company system and franchisee system can

now be properly aligned to meet the required objectives.

On expanding reach and availability 80% of all cold drinks are consumed at the point of purchase (POP)

rather than at home. The fountain initiative has paid off in higher of countrywide and they offer

consumers a whole new way experience soft drinks. Also expanding teach and availability. Coke tied up

with Indian oil to set up dispensing units at petrol pumps. Pepsi followed suit by striking a deal with

Bharat Petroleum.

Pepsi has mainly focused a brand Pepsi. Their strategy has been to keep pace with the market growth

rate in non-Colas but to emerge as the definite cola they have put there might behind the brand Pepsi as

the flagship brand. In 1987, Pepsi ranked 29 in the fortune list of the 500 largest industrial corporation in

the U.S. Coca Cola was way down at 54, while Pepsi Co. improved its position from 34 in 1986 Coca Cola

tumbled to 38 after missive public out cry, the company had to reintroduce the original coke classic.

Pepsi has so far made in roads in 151countries (150 before India) including the much-publicized ventures

in the soviet Union and China. Patience in Pepsi Co.s long suit. At the base of every beverage business

lies the all important secret formula of success the Concentrate. In India the concentrate is prepared

by Pepsi food limited representatives of Pepsi-Cola international.

They came, spent, and conquered. The size of their combined business adds up to more than Rs. 5500

Crore. The equity investment put in it tots up to a humungous $ 1347 million (Rs. 5700 crore). Yet



almost 10 year after Pepsi Coca-cola Company entered India, birth are yet to turn a profit. Their

accumulated losses are estimated to over Rs. 800 Crore. In a bid to comer a larger market share,

invariably, either Pepsi or Coke ends up raising the stakes to a point where the math simply doesnt add

up. Just that the two cola giants have been in an unseemly hurry to grow the Indian market and, at the

same time deny each other any advantages, irrespective of whether it makes economics sense. In the

mid 90s breakeven was pegged at 40 million cases. Today, both players together do 150 million cases,

but break-even is still elusive. The battle spilled into almost every area of operations in early 1999, that

discounts were also unleashed. If the industry norm was around three to four bottles free with every

case, the Cola majors began to offer six to seven bottles. In 2000 particularly in the month coke went

berserk, giving 500/0 discounts.

Both cola warriors targeted a clutch of key accounts about 67% of the total retail base, primarily

restaurants, movie halls and hotels. In many cases the owner would play one against the other and drive

a hard bargain. In may cases the cola companies. Paid close to Rs. 100 per case of expected off take as

advance to secure a monopoly over the key account.

The gross margins o~ a case of returnable glass bottles was just Rs. 40. In India, a single-serve P & T

bottles was simply not cost effective.

Aluminum cans too suffered from the same problem effective. Aluminum cans too suffered from the

same problem. Now every year, both companies had to invest in fresh glass capacity and crates. Back-of-

the envelop calculations suggested that to put an additional million bottles in the market required close

to Rs. 40 crore investment in glass and carats, and glass bottles had to be replaced every four year after

they had done 40 cycles, during which time depreciation had been charged. Till the cola companies

began to concentrate on the urban centers. As soon as they pushed into the winter land, the first sings

of problems surfaced. In a state like Tamil Nadu the off take per 1000 people was barely 0.9 as a result,

when a Pepsi or a coke truck went into interior markets, the glass simply wouldnt come black fast,

either consumption was low or the volumes were being split between the volumes were being spilt

between the two competitors as a market. But that would have been completely out or character for

the company. it is a bit like asking the Brazilian Soccer team to adopt German-Style total football.

Across global market Pepsi has always reveled in grabbing share away from coke. But in India it finds

itself in a peculiar position. It is the Numero Uno brand, outselling both coke and Thums up put

together. Thats helped Pepsis Indian team to build quite a reputation. Pepsi has managed to constantly

find ways to connect with the youth. So it Coke is the universal drink, which cuts across-age groups,

Pepsi is the icon of the real cola quaffers Young-people between the ages of15-29.

ENTRY OF PEPSICO IN INDIA

In 1977, a change in the government at the center led to the exit of coca-cola which preferred to quit

rather to dilute its equity to 40% in compliance with the Foreign Exchange Regulations Act (FERA).

The beginning of 1980s saw the birth of another cola drink Thums Up the Gold Spot people launched



it in 1978-79 as Refreshing Cola; in 1978 Parle led the Indian soft drinks market (share33%) with its

Gold Spot and Limca brands. In 1987 pure drinks share came down to21% as a result of growing

popularity of Limca and Thums Up. At the same time the threat to the Indian soft drinks market was that

of fruit drinks.

In 1988, fruit drinks market was valued at Rs. 40 crores and was growing at the rate 0/20%. In early

1985, the government rejected a proposal with the R.P Goenka Group. This involved the export of fruit

juice concentrated from Punjab in return for the import of Cola-Concentrates. The deal offered was 3:1

export-import ratio in return for being allowed to market Pepsi in India. The Rs.22 crores Pepsi Co

project/package was the second bed by the U.S. headquarters MNC to inter India. Pepsi Co would have

an equity holding of 39%, Punjab Agro Industries Corporation (PAIC) 20% and Voltas 24%. The bad to be

financed privately from loans. A. project approval board was finally set in February 1988.

Pepsis shares which have been originally just under 40% was whittled to about 35% and PAICS share

was hiked to 40% these were mainly the issue in which COKE had left India in 1977. Thus Pepsi not only

accepted the conditions but also went much further. Now the victory for Pepsi who after more than 5

years of acrimonious battle was launched in June 1990 selectively in Rajasthan, Punjab, Uttar Pradesh

and South as SAHAR-PEPSI.

In 1991, saw a major launch of 7Up and Mirinda in India, which was warmly received by Indian

customers & consumers. 1993 was new beginning for fountain Pepsi (PMX). Pepsi achieved the

no.1position in India. In 1996 Mirinda attained no. 1 position in orange beverages category.

May 1998 saw major launch of Mirinda lemon in India around 70% of the total sales came from

established markets of North America.

Pepsi has major branch namely:

Pepsi: Diet-Pepsi; Mountain Dew

7-UP: Slice and Miranda (orange.& lemon)

Mr. Ramesh Vengal was the first Managing Director who was here till April 1992. Mr. Suman Sinha the

current

President took over from him after a long inning with Hindustan. Lever Ltd. (HLL) During these years the

beverages business has grown rapidly from 3 million cases to 60 million cases and is paced for annually

through 7,50,000 retail outlet across the country. It generates annual sales of approximately Rs.2, 500

Crores (which includes exports of Rs. 300crore) and a presence in the nascent juice market with

Tropicana (sales, Rs. 50 crore).

PEPSICO INDIA

i Pepsi is one of the most well known brands in the world today available in over 160 countries. The

company has an extremely positive outlook for India. Outside North America two of our largest and

fastest growing businesses are in India and China, which include more than of the worlds population.

(PepsiCos annual report, 1999)

i This reflects that India holds a central position in pepsis corporate strategy. India is a key market for

PepsiCo and at the same time the company has added value to Indian agriculture and industry. PepsiCo

entered India in 1989 and is concentrating in three focus areas- Soft drink concentrate snack foods and

vegetable and food processing.



i Faced with the existing policy framework at the time, the company entered the India market through

a joint venture with Voltas and Punjab Agro Industries. With the introduction of the labialisation policies

since 1991, Pepsi took complete control f its operations. The government has approved more than Us$

400 million worth of investments of which over US$ 330 million have already flown in.

i One of PepsiCos key strategies was to develop a completely local management team. Pepsi has 19

company owned factories while their Indian bottling partners own 21. The company has set up 8

Greenfield sites in backward regions of different states. PepsiCo intends to expand its operations and is

planning an investment of approximately US$ 150 million in the next two-three years.

Introduction

With a legacy of decades in the industrial arena. The Jaipuria Group of Companies now stands at the one

thousand five hundred Crore mark. The group boasts of its several world-class business arenas like those

of Textiles, Bottling. Education, information technology, food chain and Retailing, apart from numerous

other business segments.

Jaipuria Group is a Rs. 1500 Crore, family controlled, reputed business house with over a century of

operations in diversified fields.

The group as on today can boast of expertise and leadership in the fields of food and beverages, textiles

and real estate development with varied interests in a wide range of products and services.

The Jaipuria Group under the leadership of the three brothers SK Jaipuria, RK Jaipuria and CK Jaipuria

has today become one of the leading business houses of the country. The following are the major areas

of operations of the Jaipuria Group:

Food and Beverages

Textiles

Information Technology

Real Estate

Education

Presence of Jaipuria Group in India:

Offices & Plants: 1. New Delhi 2. Mumbai 3. Kolkata 4. Chennai 5. Hyderabad 6. Agra 7. Guwahati 8.

Chandigarh 9. Lucknow 10. Varanasi 11. Patna 12. Jaipur 13. Indore 14. Bhopal 15. Gwalior 16.

Vishakhapattanam 17. Udaipur 18. Goa 19. Dharwad 20. Jamshedpur 21. Noida 22. Cuttack

Jaipuria With Pepsi

The Jaipuria Group, since 1975 has been a renowned and reputed name in the field of soft drink

bottling. Since its foray into this field the Group has bottled almost all the major soft drink brands that

existed in India like Coca Cola. Thumsup, Limca and Pepsi etc.

Today the Jaipuria Group commands almost 60% of the Pepsi business in India. With an impressive

turnover and plants equipped with the latest technology the Jaipuria Group can boast of being the

biggest name in the country when it comes to soft drink manufacturing.

The Group has major presence in most part of the country, with its 22 fully operational plants running

successfully across the country.



PepsiCo is a world leader in convenient foods and beverages, with revenues of about $25 billion and

over 142,000 employees. The company consists of the snack businesses of Frito-Lay North America,

Gatorade/Tropicana North America and Frito-Lay international; the beverage businesses of Pepsi-Cola

and PepsiCo Beverages International and 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 PepsiCos brand names are Voer 100-years-old, 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.

PepsiCos success is the result of superior products, high standards of performance, distinctive

competitive strategies and the high integrity of our people.

RESEARCH DESIGN

The research process designed was conclusive and statistical in nature. Which would enable the

company to take rational decision? This is because the sample size taken was large and the techniques

adopted were for mass data. The date obtained from each locality was tabulated and the results were

obtained in from of percentages.

Data collection sources

I Primary sources

Observation non observation and direct

Survey- which include various categories of retailers.

Personal interview

II- Observation

The observation was done by the following meted

Keeping the markets in view

Keeping the customers and consumers in view

Interacting with various group of retailers and consumers

III- Survey

Various retailers and consumer with the help of questionnaire

IV- Personal interviews



This method of date collection involves the interviewers asking question in a face to face con tact

situation there in direct personal investigation and the interview inn properly structured as it involves

the use of set of predetermined questions which are asked in the form and order pre-decided. This

technique is preferred as it is economical; more informative, non responses are low, spontaneous

reaction which are realistic. Lots of supplementary information comes up.

V- Secondary Data

Secondary data consists of information that already exists some where and may have collected for a

different purpose, it provide a starting point.

To select the localities a map of Aligarh was used. The list of retailers was obtained from company

officials, designed by company.

RESEARCH METHODOLOGY

Under Research Methodology there are three types of methods for marketing research. They are as

follows:

a) The observation method

b) The experimental method

c) The survey method inclusive of panel method.

In observation method data are collected on the direct observation. No talks take place. By observing

the person the analysis makes the inventory as to product used by him at his home or kept as retailers

stocks. In experimental method it is based on the concept that small-scale experiment is useful to

indicate the expectations of large-scale experiment. The survey method information is gathered directly

from individuals I three ways:

1. Telephone

2. E-Mail

3. Personal Interview

The survey method is also mentioned as the Questionnaire Technique they are also segregated by:

1) In factual survey

2) Opinion survey

3) Interpretative survey

For my project point of view, the method mainly used are:

1) Survey by route ride

2) Personal interview by questionnaire technique.

1. The survey method by route ride I usually went with Pepsi van also with salesman. I met the retailers

from outlets to outlets. This survey method helps me a lot to understand about the distribution system

and to understand the problem of retailers and other people.

2. In addition to the personal interview by questionnaire technique. In this survey method I saw that the

respondent was shown the exhibit and advertisement to give his personal opinion and attitude. In this

method the direct interaction of occurred with the retailers and I could collect the reliable information

from them it has also cost disadvantage thats why some were difficult to covered.



OBJECTIVE

Objective

� To measure the satisfaction and dissatisfaction level of Pepsis customers.

� SWOT Analysis.

� To find the reason behind dissatisfaction if any.

� Remedies to clear the dissatisfaction.

Market Evaluation System

It literally means that we evaluate the Market by various means from time to time. Our evaluation

system was based on the four factors:

1. Topography2. Costumer survey through EDS(Every Dealer Survey)

3. Survey by issuing questionnaire to the customer.

4. Company Issues

5. Limitations

6. Suggestions



Costumer Survey

Who are the customers?

Here the costumer is categorized on those who finally sells the companies product to the consumers.

Companies customer are categorized in various sub channels .

The are:

1) Hyper market

2) Super market

3) Convenience and gas

4) Category A self service grocer

5) Cinema single screen

6) Cinema multiplex

7) Food service QSR

8) Food service food court

9) Food service food dine/pubs/bars

10) Institution education

11) Institution office

12) Institute others

13) Transport railways

14) Transport bus stand

15) Transport airport & airline

16) Leisure amusement park

17) Leisure clubs

18) Eatery

19) Convenience

20) Grocery A category

21) Grocery rest



Literally we can say above are the places where companies distribution channel are putting there efforts

to place their product.

Every Dealer Survey(EDS)

The Every Dealer Survey commonly known as EDS is made every year by the company. This survey is

done every year by the company so that complete awareness about the retailers and there attachment

with he company is observed. The data of EDS helps in knowing the companys position among the

competitors as well as the competitors position.

The assessment is done in following ways:

The format of EDS is given as under:

Outlet Name: - Is the name of the outlet.

Contact person: - To whom the surveyor contacts.

Address: - Address of outlet.

Contact no:- Is the contact number of the outlet.

Channel : - Is the category of the outlet.

SIGNAGE

One of the important topic covered under the EDS is signage. Here Signage refers to visibility of brand

names and different flavours in the outlet. There are various ways through which the brand names and

different flavours are made visible to the consumers. They are: Dealer boards

Glow sign boards

Shop painting

Counter rack

Floor rack

One of the important philosophy company follows is: JO DIKHTA WO BIKTA HAI means the thing which

is visible in any outlet, consumer demands for it. And this philosophy of company is very much true.

Through the EDS the signage of the competitor is also concluded. »From the survey it was observed that

the routes or outlets where there is good signage the sale of product is also up to mark. Similarly it was

also noticed that company needs to put some more effort regarding signage in the week routes.

Chilling equipments

Under this category the chilling equipment of PEPSI and its competetor is estimated .There are series of

chilling equipment of Pepsi and its competitor. They are namely

PBI code Chilling machine provided by the company free of cost to the retailers having goodwill in the



soft drink market.

CCI code Provided by the competitor just as PBI Code.

Outlet own Chilling machine owned by the outlet.

PBI OYC & CCI OYC The equipments provided by Pepsi and its competitor respectively on the payment

and the mode of payment is draft.

Other initiative

The other initiative are those initiative which supports the signage and makes a perception on the mind

of a consumer. These initiatives are (display, combo, HAD etc). The common initiatives are

1. PHHP

2. FNF.

A Brief Summary Of Direct Interviews

A survey was conducted in which 10 best samples were collected from all the routes which also include

distributors and dealers.

Following are the questions and there evaluation according to the sample answer:

1) Which brand u purchase the most?

When it was asked about the brand preference from the customer the answer varied from one route to

another. In routes like route no-5,route no- 6,route no-7 etc. which are considered the best route of

Aligarh the figures are impressive. About 57% of costumer prefer Pepsi and the remaining 33% goes in

the hand of the competitors.

Where as when it was asked in the routes which company considers it as its week routes there was

marginal difference in the in the figures generated in comparison to strong routes. The brand preference

of customer in the week route is :

PEPSI 39%

COKE 61%

2)Is there Regular Supply of PEPSI:-

A) Yes b) No

When asked about the regular supply of PEPSI the response was very good the sales man visited almost

every day. The distribution system of Pepsi should be given credit for the above reason. There are

different kind vehicle which the company uses depending upon the route. And sales man as a driver

drives to their respective routes.



3)Does PEPSI salesman behave properly

(stretch on interpersonal relationship)

Since the satisfaction level of customer is measured, so the behavior of sale personnel is one of the

important things to be measured in this context. So talking about interpersonal relationship with the

costumer it is quite satisfactory but some reasons are there which do not supports the satisfaction of

the customer that is the routes for a sales man is never permanent so the sales man faces difficulty in

establishing good relation with the customers.

4)Does salesmen provide you with right scheme given by the

Company

When the above question was asked the reply of the costumer was satisfactory.

About 60% said YES

About 15% said NO

And about 25% said CANT SAY

This is one of the important finding surveyed in different routes.

And some serious decision is to be taken for the cause of no and cant say.



One of the suggestions which is to be given for the cause is the scheme should be known to the

customer and the sales man should carry some proof regarding the schemes announced by the

company.

Scheme provided by the sales man:-

5) If in problem, Pepsi personnel rectifies

a. Within day

b. Within a week

c. Within a month

d. Never

When asked about problem rectification

65% says (b)

20% says ( c )

10% says that there problem is never rectified, and again this is a serious problem which is to be

considered.

5% says within a day.

6) Are u satisfied by the packaging of the Pepsi product

When asked about the packaging of Pepsi majority of answers was positive, 90% said that they were

satisfied by the packaging of Pepsi products. 6% wanted change in the shape and size of c/s, and 4%

were not satisfied by the packaging of tetra and pet pack of slice.



7) Do your salesman aware you of the display and the seasonal schemes by PEPSI.

About 70% said they get the awareness.

About 20% said NO.

And 10% said cant say. (They exactly dont remember).

8)Are u satisfied with the display and the seasonal scheame..

This question resulted in one of the important finding.

About 75 % were not satisfied with the display and the seasonal scheme.

The main reason behind this is delay in the gifts given to the customers.

Rest 25% said yes.



9) Which promotional scheme you do you prefer:

a) related to outlet

About 55% had given stretch on good signage

About 30% preferred daily scheme.

About 7% prefere discount.

8% had other reasons.

b) related to consumer

The answer of promotional scheme of consumer was moving around stress in advertisement and

scratch coupons But some answers were related to the price

of soft drink that is price should be decreased.

10) Rank PEPSI and COKE with respect to your satisfaction level

This was one of the toughest question for the customers .They faced hesitation on ranking the two soft

drink rivals but ultimately since the answer was to be given by the customers so they answered:

they ranked :

RANK 1 to PEPSI

RANK 2 to COKE



Survey by issuing questionnaire

Through questionnaire survey was conducted in which samples were collected form all the routes which

also include distributors and dealers.

Outlet name:- this is the name of the shop.

Owner name:- is the name of the owner of the shop.

Address:- is the address of the shop.

Contact no:-is the contact no of the shop.

Status:- This is to know the status of the shop that whether it only sales Pepsi or it only sale Coke or mix.

In our survey we find that mostly shops comes under the mix status

And there are only few shops who sales only Pepsi or Coke.

Channel:-it is the category of the shops for example- grocery shop, convenience shop, etery shops etc.

Equipment:- Under this category the chilling equipment of PEPSI and its competetor is estimated .There

are series of chilling equipment of Pepsi and its competitor. They are namely

PBI code Chilling machine provided by the company free of cost to the retailers having goodwill in the

soft drink market.

CCI code Provided by the competitor just as PBI Code.

Outlet own Chilling machine owned by the outlet.

PBI OYC & CCI OYC The equipments provided by Pepsi and its competitor respectively on the payment

and the mode of payment is draft.

Signage:- One of the important topic covered under the EDS is signage. Here Signage refers to visibility

of brand names and different flavours in the outlet. There are various ways through which the brand

names and different flavours are made visible to the consumers. They are: Dealer boards

Glow sign boards

Shop painting

Counter rack

Floor rack

One of the important philosophy company follows is: JO DIKHTA WO BIKTA HAI means the thing which

is visible in any outlet, consumer demands for it. And this philosophy of company is very much true.

Through the EDS the signage of the competitor is also concluded. »From the survey it was observed that

the routes or outlets where there is good signage the sale of product is also up to mark. Similarly it was

also noticed that company needs to put some more effort regarding signage in the week routes.

Program enrollment of Pepsi?

At present Pepsi has two sales promotion schemes first one is Food And Fizz and second one is PHHP.



How much stock do you have in hand?

. This is done for both Pepsi and its competitor so that the current fulls availability can be estimated.

Which are the top three products according to the shopkeeper?

. This is done for both Pepsi and Coke so that the top three brands of both the competitors can be

estimated according to our survey the top three products of Pepsi are i) Pepsi ii)Slice and iii)Mirinda

orange and in Coke i)Thumps UP ii)Limca and iii)Maaza

How do you rate both the companys on a scale of 0-10 for the parameters:-

a)Stock delivery

b)On emergency order

c)On equipment maintenance:-

d)On availability of all packs and flavours:-

this question helps us to know the service quality of both the companies.

Age wise liking of the flavours, according to the shopkeeper?

It is to know age wise flavour liking of the peoples of different areas.

Which is the preferred pack on spot consumption at your shop?

Where there is a small market the consumption of the 200ml is more and in big markets or big outlets

the consumption of 300ml is more.

Which is the most preferred brand/pack/flavours in home delivery at your shop?

This is to know the most preferred brand/pack/flavour in home delivery.

Any suggestions:-

Some common suggestions are:

1) Scheme should be clear to costumers.

2) There should be uniformity in the schemes.

3) The outlet should be provided with proper signage index.

4) There should be regular visit of company officials for the problem hearings and the remedies to the

problem.



2) Large number of mix outlets can be changed to Pepsi exclusive and coke exclusive to mix only by

luring them good and efficient supply, glow sign and cooling equipments.

THREATS:

1) Coke is the only nearest competitor and it is catching up in the market penetration through price

skimming and other promotional scheme.

2) Some local brands commonly known as kancha , Tip Top , Shine and the launch of Catch soft drink a

product of DS group are causing decrease in sale in some areas.

RECOMMENDATION:

1) Signage :- Majority of outlets are not satisfied with signage and they are also very unsatisfied with the

shortage problem. This problem results in the multiple problems leading to the marginal level of

dissatisfaction. There for it is very necessary to provide with effective signage to the outlets.

2) Uniformity in the routes of sales agent :- It was observed that none of the salesmen is permanent to

any route but to build up a good interpersonal relation proper interaction with the outlets should be

there so that company can position its product to the respective routes and outlets.

3) Communication and motivational class :- There is need of proper communication and motivational

class for the sales agent and the employs so that the can give their best effort and contribute to the

target announced by the company.

4) Display and Seasonal scheme :- If display or seasonal scheme is allotted to any outlet it is necessary to

provide the outlets with the gifts items to encourage them , so that they can follow the display or

seasonal scheme in next season.



5)Complaint handling and its rectification:- To enhance the effectiveness in complain handling about

cooling equipment it is advised to authorized at least one shop per two route , this will help in complain

handling, which is biggest dissatisfaction in this season .

6) Awareness policies The outlets needs awareness about the routes and daily scheme announced by

the company . It is recommended that the sales agent should carry some proof , document concerned

with the daily scheme so as the outlets can be satisfied.

Annexure

BIBLIOGROPHY

1. Research Methodology.. C.R.Kothary

2. Marketing Management. Philip Kotler

3. Statistical methods. S.P.Gupta



4. WWW.PEPSICO.COM

5. www.wikkipidia.com.

Questionnaire

Outlet name:- Owner name:- ..

Address:- Contact no:-

...

Status:- i)Pepsi ii)Coke iii)Mix

Channel:- .

Pepsi Coke

Equipment:-

Signage:-

Q 1- Program enrollment of Pepsi:-

i) PHHP ii)FNF

Q 2- How much stock do you have in hand?

Pepsi Coke

a) Glass 200ml 300ml 200ml 300ml

b)Pet 500ml 2ltr 500ml 2ltr

c)Diet

d)Tetra :- i)Slice .. ii)Maaza.. iii)Frooti.. iv)Others



e)Mineral water:- i)Aquafina.. ii)Kinley.. iii)Bislery...

iv)Others

Q 3- Which are the top three products according to the shopkeeper?

Pepsi:- i) ii) iii)..

Coke:- i)... ii) iii).

Q 4- How do you rate both the companies on a scale of 0-10 for the following parameters:-

a)Stock delivery:-

b)On emergency orders:-

c)On equipment maintenance:-

d)On availability of all packs and flavours:-

Q 5- Age wise liking of the flavours, according to the shopkeeper?

AGE

Flavours 5-15 16-25 26-40 40 and above

a) Cola:-

b) Lemon:-

c) Orange:-

d) Mango:-

e) Diet:-

Q 6- Which is the preferred pack on spot consumption at your shop?

a) 200ml b) 300ml c) 500ml

Q 7- Which is the most preferred brand/pack/flavours in home delivery at your shop?

Pepsi jaipuria

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Transcript of Pepsi jaipuria