Presented By: Nawnit Kumar(266) Nilesh Kumar(267) Sanna Ullah Sharif(156) Vivek Bharadwaj(233) Manish kumar pandey Mohit

roy
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COMPANY OVERVIEW-PEPSICO
International company -offered convenient snacks, foods and beverages. Pepsi made first appearance in the world in 1890. World headquarter - New York Asia's headquarter - Hong Kong Indian headquarter - Gurgaon. PepsiCo entered India in 1989. 43 bottling plant, company owned -16 and franchisee owned- 27 Revenues= 44.00bn US $ Employees= 247000

COMPANY OVERVIEW-COCA-COLA
International company -offered convenient snacks, foods and beverages. Coca-cola entered India in 1993. 62 bottling plant, company owned -26 and franchisee owned- 36. Coca-Cola currently offers nearly 400 brands in over 200 countries and serves 1.5 billion servings each day. Interbrands Global Brand Scorecard for 2008 ranked Coca-Cola the NO.1 Brand in the World and estimated its brandvalue at $70.45 billion Market capital =158.19bn US $ REVENUES = 43.00BN US $ EMPLOYEES = 150000

MARKET SHARE
Other 8%

Coco-Cola 49% PepsiCo 43%

DISTRIBUTION CHANNEL OF PEPSICO

Company

Distributor

Deopt

Rural distribution center Interior distribution center

Retailer Consumers
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PARAMETERS

COKE

PEPSI

Size of sales force a) B2B b) B2C Duties and responsibilities of sales force 45 275-290 Order taking, Order delivering, Complaints handling, Sending sales report on daily basis. Whom do they report to Target allotted Value(Rs) Distributor/ Deopt Depends on area, 54 250-280 Order taking, Order delivering, Grievance handling, Sending sales report on daily basis. Distributor/Deopt Depends on area,

Season,
Last years sales, Market size.

Season,
Last year sales, Market size.
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PARAMETERS
Performance evaluation of sales force. a)Quantitative (80%) i) Sales volume in value ii) Sales volume in units

COCA COLA

PEPSICO

30% 25%

20% 30%

iii) As a % of market potential

iv) No. of new accounts added v) No. of lost accounts

20%
20% -5%

20%
25% -5%

b) Qualitative (20%) i) Negotiation skills ii) Goodwill generation 30% 20% 30%

iii) complaints handling

70%

50%

COMPLAINTS HANDLING
This starts from: Ensuring Receipt, Documentation and Follow Up of all complaints to be take care of within a specified time in order to achieve Retailer Satisfaction. The retailer complains directly through phone or through the sales team visiting them. Types of complaints handled are related to:
Schemes Supply and Service Quality of Product Cooling Equipment
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Distribution functioning
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CRITERIA FOR SELECTION OF DISTRIBUTORS

Coco-Cola PepsiCo

Investment
Good social network Experience Manpower

80 lc
Yes 5 yr Yes Yes

80-120 lc
Yes 3-5 yr Yes Yes
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Vehicle ownership

WEIGHTAGE FOR SELECTION OF DISTRIBUTORS

COCA-COLA PEPSICO

PARAMETERS
Investment Godown ownership

WEIGHTAGE
25-30% 20-25%

WEIGHTAGE
23-30% 18-22%

Man power
Vehicle ownership personal involvement

30-35%
6-8% 5%

35-40%
5% 3%
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FUNCTIONS PERFORMED BY DISTRIBUTORS

PARAMETERS Bulk-breaking COCA- COLA Varies Varies PEPSICO

Warehousing
Transportation Market information

Yes
Road Customer intelligence, Competitor intelligence, Tastes and preferences of customers Ensure that products are dislayed a/c to planogram, checking signboard, wall painting, rack, stand rack, counter rack &posters.

Yes
Road Customer intelligence, Competitor intelligence, Tastes and preferences of customers Ensure that products are dislayed a/c to planogram,banners are passed to retailers
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Maintaining Visual merchandising, banners and posters

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COCO-COLA
FINANCIAL TERMS
Profit Margin a) To distributors b) To retailers Credit terms and policies 1)Credit amount a)Company to distributor b)Distributor to retailer

PEPSICO

3-4.5% 7-10%

4-5.5% 9-12.5%

N/A Can provide

N/A N/A

2)Credit period

One month (for retailers)

N/A

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COCO-COLA
3)Rate of interest N/A N/A

PEPSICO

Discounts provided i) Cash discount ii)Quantity discount N/A Variable N/A Variable

Frequency of visit by co. personnel to distributor:

a)Customer Executive/ Supervisor b)TDM
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Once in a week Once in months

Twice in a week Once in a month

PARAMETERS
1).Average order size a). Distributor to company

COCA-COLA

PEPSICO

Depend on demand, season

Depend on demand, season

b). Retailer to distributor

Depend on demand, season

Depend on demand, season

2)How orders are placed a).Distributor to company b). Retailer to distributor Telephone, mail-ordering through distributor Telephone, mail-ordering through distributor

representative

representative,

3) Delivering time

1-2days

1-3 days
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COCA-COLA
4) Frequency of order daily

PEPSICO
1-2 days

1 day stock is maintained 5) Inventory maintained (frequent visits by the co.s

2-3 days stock is maintained

vehicle)
6) Unsold/damaged merchandise a) Stock keeping 7) IT Used b) Account keeping c) Problems handling a) Stock keeping b) Account keeping c) Problems handling replaced replaced

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COCA -COLA
Modes of transportation(from company to distributor) Expenses of transportation a) From company to distributor By company

PEPSICO

Companys vehicle Companys vehicle (tata ace,tata407,tata 909) (tata ace,auto,tata 407)

By company.

b) From distributor to retailer

By distributor

By distributor

Warehousing a) Storage capacity b) Self owned / rent Minimum 300 sq m Self owned/rental Minimum 250 sq m Self owned/rental

Stock keeping is done by

Stock keeper

Warehouseman/ Stockman
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Parameters of Satisfaction Level

Delivery on time.
Margin . Employees behavior.

Brand of company.
Discount & Scheme. Damage policy.

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Satisfaction Level Chart Of Coco-Cola

QUESTION Delivery on time Margin Employees behavior Brand of company Discount & Scheme Damage policy TOTAL SATISFACTION LEVEL HIGHLY SATAISFIED SAISFIED AVERAGE DISSATISFIED HIGHLY DISSATISFIED WEIGHTAGE 5 4 3 2 1
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WEIGHTAGE 20 20 10 15 20 15

RATING 4 3 3 4 3 3

TOTAL COULMN 80 60 30 60 60 45 335

Satisfaction Level Chart Of PepsiCo

QUESTION Delivery on time Margin WEIGHTAGE 20 20 RATING 4 4 TOTAL COULMN 80 80

Employees behavior
Brand of company Discount & Scheme Damage policy TOTAL SATISFACTION LEVEL HIGHLY SATAISFIED SAISFIED AVERAGE DISSATISFIED HIGHLY DISSATISFIED

10
15 20 15

3
4 4 4

30
60 80 60 390

WEIGHTAGE 5 4 3 2 1
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RECOMMENDATIONS
A complaint Register should be assigned by the company to every distributor in every route so that, retailers can write their problems. The complaint register should be checked by Customer Executive (CE) and depot in-charge time to time. Customer Executives should take the feedback from the salesman and the distributors for solving retailer problem.

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ANNEXURES
1) Shree shyam enterprises, 3) Jai coldrinks kalindi kunj ; aliwala pul ; North campus; opposite shulabh vihar part-1 luthra hospital; gali no.8 ;

2)

Sumit Cold drinks . 4) Preetam enterprises power house-3; gali no.56 Mayur vihaar pkase-1 badarpur kotla village; house no.213

GROUP NO. 9

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