SYNOPSIS

INTRODUCTION

In the field of marketing , channels of distribution indicates

route or path ways through which goods and services floe,

or move from producers to consumers .

We can define formally the distribution channel as the

set of interdependent marketing institutions participating

in the marketing activities involved in the movement or the

flow of goods or services from the primary producer to the

ultimate consumer .

Marketing institutions considered as channel components

are :1.All kind of merchant middle man , such as

wholesalers and retailers .2.All kind of agent middle men,

such as commission agents , factors brokers , ware house

keepers and so on. 3. All other facilitating, agencies such as

common carriers, bankers ,advertising agencies and so on.

Role of channels of distribution

Distribution channels have a distinctive role in the successful

implementation of marketing plan and strategies. These

channels are perform the fallowing marketing function In the

machinery of distribution.

1. Searching out the buyers and sellers (contacting).

2. Matching the goods to the requirement of the market

(merchandising)

3. Offering products in the form of assortment or

packages of the items useable and acceptable by the

consumers.

4. Persuading the influencing the prospective buyers to

flavor a certain product and its maker

 5. Implementing pricing strategies in such a manner that

would be acceptable to the buyers and ensure effective

distribution

Sub-divisions of Distribution system

Distribution system has two sub-divisions:1.Channels of

distribution. 2. Physical distribution. The channel members

such as mercantile agents , wholesalers and retailers are

middle men in distribution and they perform all marketing

functions Such middlemen are specialized in one or a few

marketing functions . these middlemen facilitate the process

of exchange and create time , place and possession

utilities through matching and sorting process.

Physical distribution looks after physical handling

of goods , and assures maximum customer service. Items

at offering delivery of right goods at the right time and

place to customer s. Physical distribution activities cover:

 1.Order processing .

2.Handling of goods,.

3. Packaging.

4.Warehousing.

6. Transportation.

7. Inventory control.and

8. Customer service.

Middlemen in Distribution

There are two types of middlemen in distribution:1.

Merchant middlemen buy and sale goods on their own

account and at their own risk of loss ,e.g., wholesaler and

retailer.2.Agent middlemen who do not take ownership title

to goods but actively negotiate the transfor of ownership

right from the seller to the buyer , e.g., selling

commission agent or broker

In the channel management , a manufacturer has to make

three decisions :1 . Selection of general channel of

ditribution to be adopted . 2. Number of middlemen at

each level and in each market. 3. Selection of particular

middlemen for selling `goods` with or without any

exclusive rights of distribution.

OBJECTIVE OF THE PROJECT

The objective of the project titled “ Channel Distribution of

Tripty Drinks pvt. Ltd.(PEPSI) is that to know the present

pattern of channel distribution. Physical distribution of

goods is the life line of any organization. It basically helps in

reaching the target customers at right time and right place,

with less cost and and optimum utilization of resources. So

to serve the customer effectively and to make the product

available in an efficient manner to the customer distribution

channel is an paramount importance.

This project analysis the various aspect of channel

distribution gives the result- oriented date how the

company is maintaining the channel of distribution to reach

both the existing customer and prospective customer . The

analysis will provide the data by which the company will

formulate its strategy.

SCOPE OF THE STUDY

The study that was undertaken his its relevance to marketing

department for the fallowing functions-

RESEARCH “Marketing research is the systematic search

for ,analysis of facts related to a marketing problem”

---W.J STANTON
The research undertaken may help the marketing research

team to analyses the buyers habits ,retailers demand

,relative popularity of products ,etc.

SELLING:

Sales activities can be boosted with active marketing and

this study tries to look into the opportunities by taking note

of the customer &dealer aspirations

ADVERTISING AND PRICING

As another step ,it mingles with consumers and tries to look

into the price &advertising popularly of PEPSI market.

METHODOLOTHY

In order to conduct the research the fallowing steps were

taken:
Discussion:- Briefing about the various activities were given

by marketing professionals and we discussed the various

aspects involved.

Market survey:- A survey of the market in orissa carried

out to find about the various activities carried out by the

marketing department and retailers . The results are based

on fed back from dealers &consumers.

Company profile :- Details about the organization have been

collected from marketing office ,previous report , and from

online sites on the internet.

Limitations:- Time was limited to 7 weeks .Financial

resources were limited as no financial support was provided

by the company.
To know the effective ness of channel of distribution of the

product PEPSI this project has been divided in to three parts

1. Analysis relating to the views of sales manager.

2. Analysis relating to the views of distributor.

3. Analysis relating to the vies s of retailer.