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Enhancing and Improving the Channels of Distribution

and Sales Promotion of PepsiCo in Patna

Presented ByMr. Sandeep Banerjee Mohd Adil

(GM Sales & Training) Md.Tahseen Reza

SUPERVISED BY

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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 billiondollars.

PepsiCo is the second largest food and

beverage producer in the world. Its headquarter is located in New York, U.S.

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DIFFERENT FLAVOURS OF PEPSICO PRODUCT

WITH ITS

SKUs

SKUs OF PEPSIGLASS- 200ml, 300ml

Can - 250ml, 330mlPet - 600ml,1lt. , 2 lt.

SKUs OF 7UP

GLASS 200ml, 300ml

Can 250ml, 330ml

Pet 600ml ,1 lt., 2 lt.

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SKUs OF MOUNTAIN

DEWGlass- 200ml

Can - 250ml, 330 ml

Pet - 600ml , 1 lt.,2 lt.

SKUs OF MIRINDA

Glass 200ml , 300ml

Can 250ml, 330ml

Pet 600ml, 2 ltr

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SKUs OF SLICE

Glass -250ml

Pet- 500ml, 1.2 ltr

Tetra- 200ml

SKUs OF AQUAFINA

PET -500ml, 1 ltr

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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

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To know the distribution channel of PepsiCo in Patna.

To know the various sales promotion strategy.

To find out the market share of pepsiCo with respect tococa-cola.

To know the percentage share of pepsiCo coolingequipment.

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Research Design - Descriptive Research

Sampling Unit - Retailers

Sampling Area - Bari Road, Machuatoli, NalaRoad, Sabzi bagh (Patna)

Sample Size - 98

Sampling Technique - Convenience

Data Source - Primary and Secondary Data

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Name of ST:tahseen,adil Area description :bari road &sabzibagh

SL# Name of retailer Contact person Type Address Mobile no.

CCX RGB

PCI RGB Chilling equipment CCX

Scheme

PCI Scheme

MT WARM CHILL MT

WAR

M CHILL CCX PCI RGB PET RGB PET

1 Milk parlour Chunnu C Sabzibagh 0612-2309223 3 4 2

2 Hind general stores Jamaluddin C Sabzibagh 0612-3216797 6 6 3

3 Shahi paan Chand C Sabzibagh 9386041582 4 4 2 110

4 Dev zarda Raju C Sabzibagh 9308113833 42 13 7 1200 110

5 Alvia communication Danish C Sabzibagh 9304274876 4 2 2

6 goodluck enterprises Vishal C Sabzibagh 9304021330 7 1 2 7 2

7 Patna juice corner Bhola kr C Birla mandir road 9386884177 3 6 1 5 8 5 600 400

8 Om sai telecom Manish kr C Birla mandir road 9334358128 3 4 6 5 2 3 500 400

9 Nandu pan Nandu C Bari road 5 9 3 60010Santosh juice santosh C Bari road 9304852241 11 20 4 13 7 3 1200 400

EDS

QUANTITY OF STOCKS

AVAILABLE CSD JBD (SLICE & NIMBUZ) AQUA TOTAL CSD JBD (MAZA & MM) KIN

TOTA

L

SL# Name of retailer Type 200 250 300 600 1 lit 2 lit 200 350 500 1.2 lit Ttetra 1 lit 200 250 300 600 1 lit 2 lit 200 350 500 1.2 LIT TETRA 1 LIT1 Prince sweets E 42 14 45 16 10 27 16 6 176

2 Milk parlour C 71 10 3 4 88

3 Hind general stores C 108 16 3 42 16 6 191

4 Naaz store G 77 8 3 6 24 6 9 133

5 Shahi paan C 90 28 6 3 73 20 11 19 250

6 Ali & brother G 0

7 Old shahi lassi G 74 17 15 8 44 16 6 3 183

8 Dev zarda C 318 21 17 13 290 16 9 684

9 Alvia communication C 48 18 10 6 6 88

10 goodluck enterprises C 140 6 4 3 153

QTY

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Name of the student : Area from Area to Date of report

COLA CLEAR LEMON ORANGE CLOUDY LEMON SODA MANGO BASED

DRINK

LIME

BASED

WATER

Brand CCX TUP SPR FAN Limca Soda Mza MM Water

Tota

l

sl# Name of retailer

Typ

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

1.2

lit

tetr

a 350 1 lit

1 Milk parlour C 1 1 1 1 1 1 1 1 1 9

2 Hind general

stores C 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 20

3 Shahi paan C 1 1 1 1 1 1 1 1 1 1 1 11

4 Dev zarda C 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 16

5 Alvia

communication C 1 1 1 1 1 1 1 1 1 1 1 11

6 lovely stores C 1 1 1 1 1 1 1 1 1 1 1 1 1 1 14

7 Patna juice corner C 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 18

8 Vahim stores C 1 1 1 1 4

9 Nandu pan c 1 1 1 1 1 1 1 1 1 1 1 11

10 Shahid general

store C 1 1 1 1 1 1 6

Name of ST:tahseen,adil Area: from bari road to sabzibagh Date of report

COLA CLEAR LEMON ORANGE LEMON SODA MANGO BASED DRINKLIME

BASEDWATER

Brand pepsi 7UP MO MD Soda Slice Nimb Aqua Total

SL# Name of retailer Type

200 250 300 600 1 lit 2 lit 200 250 300

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 1.2lit

2 lit 350 1 lit

1 Milk parlour C 0

2 Hind general stores C 0

3 Shahi paan C 0

4 Dev zarda C 0

5 Alvia communication C 0

6 goodluck enterprises C 0

7 Patna juice corner c 1 1 1 1 1 1 1 1 1 1 1 1 1 13

8 Om sai telecom C 0

9 Nandu pan C 0

10 Santosh juice C 1 1 1 1 1 1 6

CCX

PCI

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Strength

1. PepsiCo has a broader product line

and outstanding reputation.2. Record revenues and increasing

market share.

3. Availability of large free cash flow.4. Great brands, strong distribution,

innovative capabilities.

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1. PepsiCo hard to inspire vision anddirection for large global company.

2. Not all PepsiCo products bear the

company name.3. PepsiCo is far away from leader Coca-

cola in the international market - demandis highly elastic.

4. Big Health Issues for Pepsi Drink - Fatand Sugar.

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1. Drinks are the fastest-growing part of theindustry.

2. There are increasing trend toward healthy

foods.3. Focus on most important customer trend -

"Convenience".

4. Expanding Food Division in the all-embracing market.

5. Investment into added non-carbonatedarticles in the US bazaar and regional.

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1. PepsiCo is blamed for pesticide residues in

their products in one of their most promising

emerging market e.g., in India.

2. PepsiCo now competes with CadburySchweppes, Coca-Cola, and Kraft foods

(because of broader product line) which are

well-run and financially sound competitors.

3. Comply with All-embracing & Domestic

Standards.

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Total market share

PepsiCo Coca-cola Total

4253 13390 17643

24% 76% 100%

PCI, 24%CCX, 76%

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TYPE PEPSICO COCA COLA

C 804 10% 6875 90%

E 1553 37% 2610 63%

G 1791 29% 4409 71%

0%

20%

40%

60%

80%

100%

C E G

PEPSICCX

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BRAND MT WARM CHILL TOTAL

PCI 28% 613

CCX 72%

PCI 22% 451CCX 78%

PCI 33% 315

CCX 67%

0

20

40

60

80

MT WRM CHILL

PCI

CCX

MT WRM CHILL

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PepsiCo Coca cola

Visit I Visit II Visit I Visit II

4148 4357 13894 12886

24% 26% 76% 74%

VISIT I

VISITII

0%

20%

40%

60%

80%

PEPSI COCA COLA

23%

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Carbonated Soft Drink

PepsiCo Coca cola

VISIT I VISIT II VISIT I VISIT II

3883 4289 10760 9524

27% 31% 73% 69%

27%

73%

VISIT I

PEPSI

COCA COLA

31%

69%

VISIT II

PEPSI

COCA COLA

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JBD

VISIT I VISIT II

COCA

COLA

PEPSIC0 Total COCA

COLA

PEPSICO TOTAL

3157 247 3404 3014 247 3261

93% 7% 92% 8%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

VISIT I VISIT II

PEPSI

COCA COLA

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CHILLING EQUIPMENT SHARE

PCI 30% 12400 in lit

CCX 70% 28540 in lit

PCICCX

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PEPSICO COCA COLA

C 35 15% 203 85%

E 4320 33% 8600 67%

G 5860 39% 9180 61%

0%

10%

20%

30%

40%50%

60%

70%

80%

90%

C E G

PCICCX

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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.

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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.

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This research report is made on the view point ofretailers 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 thecondition will be same for all places.

Since the retailers did not have enough time inworking hour therefore they did not want to disclose

the information clearly which hampered the survey.

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

As shown in the research the company has overall anicely and smooth running business in Patna city and also hasgood marketing channels to operate this. Despite this someproblems are raised there but these are also being resolved bythe company. Since the problems are limited and takes toomuch time to resolve them therefore the company also has arequirement of a dedicated department to deal with theseproblems.

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