Enhancing and Improving the Channels of Distribution and Sales Promotion of PepsiCo in Patna

SUPERVISED BY
Mr. Sandeep Banerjee (GM Sales & Training)

Presented By
Mohd Adil Md.Tahseen Reza

PepsiCo was formed in North Carolina U.S. 1965. Its products are distributed across the world. It generates a revenue of more than 43.3 billion dollars. PepsiCo is the second largest food and beverage producer in the world. Its headquarter is located in New York, U.S.

DIFFERENT FLAVOURS OF PEPSICO PRODUCT WITH ITS SKUs

SKUs OF PEPSI GLASS- 200ml, 300ml Can - 250ml, 330ml Pet - 600ml,1lt. , 2 lt.

SKUs OF 7UP

GLASS 200ml, 300ml

Can Pet 250ml, 330ml 600ml ,1 lt., 2 lt.

SKUs OF MOUNTAIN DEW Glass- 200ml Can Pet 250ml, 330 ml 600ml , 1 lt.,2 lt.

SKUs OF MIRINDA Glass 200ml , 300ml

Can
Pet

250ml, 330ml
600ml, 2 ltr

SKUs OF SLICE Glass -250ml Pet- 500ml, 1.2 ltr

Tetra- 200ml

SKUs OF AQUAFINA PET -500ml, 1 ltr

SKUs OF TROPICANA
TETRA PACKS 200ml (pineapple , mixed fruit, mango nectar, guava nectar, Lychee, Peach orange nectar, Strawberry, Apricot) TETRA PACKS 1 LTR ( pineapple , mixed fruit, mango nectar, tomato, guava nectar, Lychee, Peach orange nectar, Strawberry, Apricot)

SKUs OF NIMBOOZ
Pet 350ml

To

know the distribution channel of PepsiCo in Patna. know the various sales promotion strategy.

To

To

find out the market share of pepsiCo with respect to coca-cola.

To

know the percentage share of pepsiCo cooling equipment.

Research Design Sampling Unit Sampling Area

- Descriptive Research - Retailers - Bari Road, Machuatoli, Nala Road, Sabzi bagh (Patna) Sample Size - 98 Sampling Technique - Convenience Data Source - Primary and Secondary Data

EDS
Name of ST:tahseen,adil Area description :bari road &sabzibagh PCI RGB CCX RGB SL# Name of retailer 1 Milk parlour 2 Hind general stores 3 Shahi paan 4 Dev zarda 5 Alvia communication 6 goodluck enterprises 7 Patna juice corner 8 Om sai telecom 9 Nandu pan 10 Santosh juice Contact person Chunnu Jamaluddin Chand Raju Danish Vishal Bhola kr Manish kr Nandu santosh Type C C C C C C C C C C Address Sabzibagh Sabzibagh Sabzibagh Sabzibagh Sabzibagh Sabzibagh Birla mandir road Birla mandir road Bari road Bari road Mobile no. 0612-2309223 0612-3216797 9386041582 9308113833 9304274876 9304021330 9386884177 9334358128 9304852241 MT WARM CHILL MT 3 4 2 6 6 3 4 4 2 42 13 7 4 2 2 7 1 2 7 3 6 1 5 3 4 6 5 5 9 3 11 20 4 13 WAR M CHILL CCX PCI Chilling equipment CCX Scheme RGB PET PCI Scheme

RGB

PET

1200 2 5 3 3

110 110

8 2 7

600 500 600 1200

400 400 400

QTY
QUANTITY OF STOCKS AVAILABLE SL# 1 2 3 4 5 6 7 8 9 Name of retailer Prince sweets Milk parlour Hind general stores Naaz store Shahi paan Ali & brother Old shahi lassi Dev zarda Alvia communication Type E C C G C G G C C C 74 318 48 140 17 21 18 6 15 17 10 4 8 13 44 290 16 16 6 3 6 9 6 3 200 250 CSD 300 600 1 lit 2 lit 200 JBD (SLICE & NIMBUZ) 350 500 1.2 lit Ttetra AQUA 1 lit TOTAL 200 42 71 108 77 90 250 CSD 300 14 600 45 10 16 8 28 3 3 6 6 3 1 lit 16 2 lit 10 3 42 24 73 16 6 20 200 27 JBD (MAZA & MM) 350 16 6 4 6 9 11 19 KIN TOTA L 176 88 191 133 250 0 183 684 88 153 500 1.2 LIT TETRA 1 LIT

10 goodluck enterprises

CCX
Name of the student : Area from COLA Area to Date of report CLEAR LEMON ORANGE CLOUDY LEMON SODA MANGO BASED LIME DRINK BASED WATER

Brand sl# Name of retailer 1 Milk parlour 2 Hind general stores 3 Shahi paan 4 Dev zarda 5 Alvia communication 6 lovely stores 7 Patna juice corner 8 Vahim stores 9 Nandu pan 10 Shahid general store

Tota Mza MM Water l Typ 1.2 tetr e 200 250 300 600 1 lit 2lit 200 250 300 600 1 lit 2lit 200 250 300 600 1 lit 2lit 200 250 300 600 1 lit 2lit 200 250 300 600 1 lit 2lit 3oo 500 200 500 lit a 350 1 lit C 1 1 1 1 1 1 1 1 1 9 CCX TUP SPR FAN Limca Soda C C C C C C C c C 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 20 11 16 11 14 18 4 11 6

1 1

1 1

1 1

PCI
Name of ST:tahseen,adil Area: from bari road to sabzibagh Date of report COLA Brand SL# Name of retailer 1 Milk parlour 2 Hind general stores 3 Shahi paan 4 Dev zarda 5 Alvia communication 6 goodluck enterprises 7 Patna juice corner 8 Om sai telecom 9 Nandu pan 10 Santosh juice CLEAR LEMON ORANGE LEMON SODA MANGO BASED DRINK LIME BASED Nimb 350 WATER Aqua Total 1 lit 0 0 0 0 0 0 1 1 1 1 1 1 1 1 1 1 1 1 1 13 0 0 1 1 1 1 1 1 6 pepsi 7UP MO MD Soda Slice Typ 30 1.2 200 250 300 600 1 lit 2 lit 200 250 600 1 lit 2 lit 200 250 300 600 1 lit 2 lit 200 250 300 600 1 lit 2 lit 300 500 200 500 e 0 lit C C C C C C c C C C

2 lit

Strength
PepsiCo has a broader product line and outstanding reputation. Record revenues and increasing market share. Availability of large free cash flow. Great brands, strong distribution, innovative capabilities.

1.

2.

3.

4.

1.

2.

3.

4.

PepsiCo hard to inspire vision and direction for large global company. Not all PepsiCo products bear the company name. PepsiCo is far away from leader Cocacola in the international market - demand is highly elastic. Big Health Issues for Pepsi Drink - Fat and Sugar.

1.

2.

3.

4.

5.

Drinks are the fastest-growing part of the industry. There are increasing trend toward healthy foods. Focus on most important customer trend "Convenience". Expanding Food Division in the allembracing market. Investment into added non-carbonated articles in the US bazaar and regional.

1.

2.

3.

PepsiCo is blamed for pesticide residues in their products in one of their most promising emerging market e.g., in India. PepsiCo now competes with Cadbury Schweppes, Coca-Cola, and Kraft foods (because of broader product line) which are well-run and financially sound competitors. Comply with All-embracing & Domestic Standards.

Total market share PepsiCo 4253 24% Coca-cola 13390 76% Total 17643 100%

CCX, 76%

PCI, 24%

TYPE C E G
100% 80% 60% 40%

PEPSICO 804 1553 1791 10% 37% 29%

COCA COLA 6875 2610 4409 90% 63% 71%

PEPSI CCX

20% 0%
C E G

BRAND PCI CCX PCI CCX PCI CCX

80 60 40 20 0

MT 28% 72%

WARM

CHILL

TOTAL 613
451

22% 78%

33% 67%

315

PCI
CCX

MT

MT

WRM

WRM

CHILL

CHILL

PepsiCo Visit I Visit II

Coca cola Visit I Visit II

4148
24%

4357
26%

13894
76%

12886
74%

80% 60% 40%

23%

20%
VISITII

0%

PEPSI

COCA COLA

VISIT I

Carbonated Soft Drink PepsiCo VISIT I 3883 27% VISIT I

27% PEPSI 73% COCA COLA 69% PEPSI

Coca cola VISIT II 4289 31% VISIT I 10760 73% VISIT II

31%

VISIT II 9524 69%

COCA COLA

JBD VISIT I COCA COLA 3157 93%

100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0%

VISIT II Total COCA COLA 3014 92% PEPSICO TOTAL

PEPSIC0

247
7%

3404

247
8%

3261

PEPSI

COCA COLA

VISIT I

VISIT II

CHILLING EQUIPMENT SHARE PCI CCX 30% 70% 12400 in lit 28540 in lit

PCI

CCX

PEPSICO C 35 15%

COCA COLA 203 85%

E G
90% 80% 70% 60% 50% 40% 30% 20% 10% 0%

4320 5860

33% 39%

8600 9180

67% 61%

PCI

CCX

Market share of PepsiCo is 24% whereas coke stands with 76%. The number of Coca-Cola outlets is more than PepsiCo. Coca-Cola having large chilling equipment than PepsiCo. In Coca-Cola product mostly Thums-up Sprite and Maaza is in demand but in PepsiCo product 7up, mountain dew, slice are equal demanded.

Most of the Retailers want regular scheme.

Suggestion and recommendation

Company must avail new route vehicle to cater properly to the retailers. Company must explore the interior areas and try to make new outlets. Company must regularly monitor on the distributors.

Supply of the products should be properly maintained in order to not losing the customer.

This research report is made on the view point of retailers of the area Bari Road, Machua Toli, Nala Road and Sabzi bagh (Patna) which is very small in comparison to total market penetration of PepsiCo. Therefore it will be very difficult to state that the condition will be same for all places.

Since the retailers did not have enough time in working hour therefore they did not want to disclose the information clearly which hampered the survey.

PepsiCo, is a global food, snack and beverage company, which manufactures a variety of salty, sweet and grain-based snacks, carbonated and non-carbonated beverages and foods. It was incorporated in 1965 and has 294000 employees across the world.

As shown in the research the company has overall a nicely and smooth running business in Patna city and also has good marketing channels to operate this. Despite this some problems are raised there but these are also being resolved by the company. Since the problems are limited and takes too much time to resolve them therefore the company also has a requirement of a dedicated department to deal with these problems.