PROJECT REPORTON

“BENEFITS AND CONSTRAINTS OF PLANNOGRAM”At

Varun Beverages Limited

A R E P O R T S U B M I T T E D IN FULF ILLMENT O F T H E R E Q U I R E M E N T S O F P G D M P R O G R A M OF A C C M A N

INST ITUTE OF MANAGEMENT. GREATER NOIDA.

Submitted to: Submitted by:DIRECTOR SURYODAY KUMAR

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ACCMAN INSTITUTE OF MANAGEMENT ROLL NO.-PG-08 -30156GREATER NOIDA BATCH: - 2008-2010

CERTIFICATE FROM FACULTY GUIDE

This is to certify that Mr. Suryoday Kumar (PG-08-30156), a student of the Post-

Graduate Diploma in Management has successfully completed his summer

project titled “Benefits and constraints of Plannogram” for the period from

01/05/2009 TO 30/06/2009.

This project is submitted by Mr. Suryoday Kumar in partial fulfillment of the

requirements for the award of Post Graduate Diploma in Management.

The project is submitted following my approval and satisfies the rules and

guidelines defined by ACCMAN INSTITUTE OF MANAGEMENT, GREATER

NOIDA, for the project

Date: - Prof. Amit Kumar (Faculty Guide)

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DECLARATION

I hereby declare that the project work entitled is an original and bonafide work

done by me. This project is being submitted in partial fulfillment for award of

degree of “Post Graduate Diploma in Management” (PGDM) from “Accman

institute of Management, Greater Noida, Uttar Pradesh.

The content of this report is based on the information collected by me during my

tenure at Varun beverages Ltd.Khicharipur Depot, Delhi-91

SURYODAY KUMAR PG-08-30156 2008-2010

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ACKNOWLEDGEMENT

It was a beatifying experience to be attached to such a reputed organization, which

is a soft drinks market leader in India. I express my deep sense of gratitude to

VARUN BEVERAGES LIMITED (franchisee of Pepsi) for providing me an

opportunity to complete my summer training project.

I am very thankful to my project guide Mr. H.S.RANA (MDM) for his directions,

suggestion and information provided which were of utmost importance for the

successful completion of the project.

I express my deep sense of gratitude and sincere thanks to PROF. AMIT

KUMAR as well as prof. Arun Prakash for his continuous support,

encouragement, guidance throughout the duration of project.

I also offer my sincere gratitude to MR. NEERAJ UPADHAYA (TDM), MR.

HITESH SARDANA (ADC) for giving me opportunity to work with them. I am

thankful to all the sales and distribution team of Varun beverages Ltd for their

support.

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With Regards, SURYODAY KUMAR (2008-2010)

CONTENTS

PARTICULARS PAGE NO

EXECUTIVE SUMMARY 5-6

OBJECTIVE OF THE STUDY 7

INTRODUCTION OF PEPSI & ITS PRODUCTS 9-21

HISTORY OF PEPSI 23-30

PEPSI ADS. 32-37

COMPANY’S PROFILE 39-46

MANAGING SALES FORCE 47

PRODUCT POSITIONING 48

COMPETITOR ANALYSIS 49

ABOUT PLANOGRAM & FIELD WORK 50

RESEARCH METHODOLOGY 51-58

COLLECTED DATA 59-64

DATA ANALYSIS 65-71

FINDINGS 72

RECOMMENDATION 73

CONCLUSION 74

BIBLIOGRAPHY 75

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QUESTIONNAIRE 76-79

EXECUTIVE SUMMARY

This project was undertaken for a period of eight weeks at Varun Beverages Ltd

(a Franchisee of PepsiCo) for the partial fulfillment of the PGDM (Post

Graduate Diploma in Management) course from Accmam Institute of

Management, Greater Noida.

In summers with rise in mercury level the demand for cold drink springs up to

quench the thirst of millions of people. As competition is on its apex between two

major cold drink giants’ Pepsico and coca cola they are trying to catch every

customer with their wide range of products and making these available

everywhere.

This project deals with Pepsico new distribution technique called PLANOGRAM

programme. As Pepsi got a wide range of products, so it requires caring every

product closely. As well as it also require to sell or promote every product in the

market. Main objective of this scheme is making Pepsi range available everywhere

with every product known to the consumer. And should be arranged as per POG in

every shop. It is important to select right retailer and build good relation with them

to ensure availability of products in retail shops, which is a very important aspect

of this business.POG (PLANOGRAM) is a hierarchy of arranging the bottles in a

researched sequence to arrange the bottles. This research explains that sell may rise

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up to 30 to 40 % by implementing this planogram method. In starting of this

research will found that many shoppers have some misunderstanding in arranging

this programme. But we convince them to implement this programme & they got

our suggestion and implemented it. I have prepared this project after implementing

the POG in 150 shops provided to me.

The POG implementation was a good experience for me. I have visited 150 shops

in different areas of East Delhi. Firstly I have given information about the POG

and then implemented it in every shop. I really learned the process of work in

market first time in my carrier. We have implemented this POG in 150 shops to

know the benefits & constraints of applying this POG.Really it was so crystal clear

that any one can see every product from some distance also. One thing we know

that “JO DIKHTA HAI, WO BIKTA HAI”.

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OBJECTIVE OF THE STUDY

BENEFITS AND CONSTRAINTS OF PLANOGRAM

TO KNOW CUSTOMERS CLOSELY.

DIRECT INTRACTION WITH CUSTOMERS.

TO KNOW ABOUT THERE PROBLEMS.

FACTS WHICH CAN BE ACHIEVED WITH THIS PLANOGRAM PROGRAMME.

TO ANALYSE THE HOT PRESENCE OF STOCK IN SHOPS, HOW MUCH AFFECT

THE SELL?

HOW MUCH PLANOGRAM IS BENEFICIAL FOR THE RETAILERS?

TO STUDY THE FACTORS WHICH ARE IMPORTANT TO ATTRACT THE

CUSTOMERS?

HOW MUCH RETAILERS ARE INTERESTED TO APPLY THE POG PROGRAMME

IN THEIR SHOPS?

DOES RETAILER THINK THAT POG ENHANCES VISUAL APPEAL OF

VISICOOLER?

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INTRODUCTION OF PEPSI & ITS PRODUCTS

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International

Pepsi Company is a large conglomerate with interests in manufacturing, marketing and selling a wide variety of carbonated and non-carbonated beverages, as well as salty, sweet and grain-based snacks, and other foods. PepsiCo is a world leader in convenient snacks, foods and beverages, with revenues of more than $39 billion and over 185,000 employees.

PepsiCo International (PI)

PI includes all PepsiCo businesses in the United Kingdom, Europe, Asia, Middle East and Africa.

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 Chicago and Swiss 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: “PepsiCo’s 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.

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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 America's foremost architects. The building occupies 10 acres of a 144-acre complex that includes the Donald M. Kendall Sculpture Gardens, a world- acclaimed sculpture collection in a garden setting.

Company leadership

PepsiCo's History Timeline

PepsiCo, Inc. is founded by Donald M. Kendall, President and Chief Executive Officer of Pepsi-Cola and Herman W. Lay, Chairman and Chief Executive Officer of Frito-Lay, through the merger of the two companies. Pepsi-Cola was created in the late 1890s by Caleb Bradham, a New Bern, N.C. pharmacist. Frito-Lay, Inc. was formed by the 1961 merger of the Frito Company, founded by Elmer Doolin in 1932, and the H. W. Lay Company, founded by Herman W.Lay, also in 1932. Herman Lay is chairman of the Board of Directors of the new company; Donald M. Kendall is president and chief executive officer. The new company reports sales of $510 million and has 19,000 employees.

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PepsiCo brands are available in nearly 200 countries and generate sales at the retail level of more than $98 billion. Some 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 Headquartered in Purchase, New York, with Research and Development Headquarters in Valhalla, NY, The Pepsi Cola Company began in 1898, but it only became known as PepsiCo when it merged with Frito Lay in 1965. Until 1997, it also owned KFC, Pizza Hut, and Taco Bell, but these fast-food restaurants were spun off into Tricon Global Restaurants, now Yum! Brands, Inc. PepsiCo purchased Tropicana in 1998 and Quaker Oats in 2001.PepsiCo’s 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.”

The company consists of

PepsiCo Americas Foods (PAF)

PAF includes Frito-Lay North America, Quaker Foods North America and all Latin America food and snack businesses, including Sabritas and Gamesa businesses in Mexico.

Frito-Lay and Pepsi Join

In February 1965, the Board of Directors for Frito-lay, Inc. and Pepsi-Cola announced a plan for the merger of the two companies. On June 8, 1965, the merger of Frito-Lay and Pepsi-Cola Company was approved by shareholders of both companies, and a new company called PepsiCo, Inc. was formed. At the time of the merger, Frito-Lay owned 46 manufacturing plants nationwide, had more

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than 150 distribution centers across the United States, and was listed on the New York Stock Exchange.

Frito-Lay North America and Frito-Lay International

PepsiCo's 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 product 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 retail snack chip sales. Products are available in some 120 countries. Frito-Lay North America includes Canada and the United States. Major 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 Matutano in Spain, Sabritas and Gamesa in Mexico, Elma 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, Lay's and Doritos brands snack chips. Other major brands include Cheetos cheese flavored snacks, Tostitos tortilla chips,

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Santitas tortilla chips, Rold Gold pretzels and SunChips multigrain snacks. Frito-Lay also sells a variety of snack dips and cookies, nuts and crackers.

Quaker Foods North America

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 a symbol of honesty, integrity and strength. The figures of a man in Quaker clothes became the first registered trademark for breakfast cereal and remain the hallmark for Quaker Oats today. In Cedar Rapids, Iowa, John Stuart and his 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

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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.

PepsiCo Americas Beverages (PAB)

PAB includes PepsiCo Beverages North America and all Latin American beverage businesses

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Pepsi-Cola North America and PepsiCo Beverages International

Caleb Bradham, a New Bern, North Carolina druggist, who first formulated Pepsi-Cola, founded PepsiCo’s beverage business at the turn of the century. Today consumers spend about $33 billion on Pepsi-Cola beverages. Brand Pepsi and other Pepsi-Cola products – including Diet Pepsi, Pepsi-One, Mountain Dew,

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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.

Pepsi-Cola also offers a variety of non-carbonated beverages, including Aquafina bottled water, Fruitworks and All Sport.

In 1992 Pepsi-Cola formed a partnership with Thomas 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 SoBe became a part of Pepsi-Cola. SoBe manufactures and markets an innovative line of 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 Max. 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. PepsiCo 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 includes some of the world's best-loved and most-recognized 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.

Gatorade/Tropicana North America

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Anthony Rossi as a Florida fruit packaging business founded Tropicana in 1947. 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 pure not-from-concentrate 100% Florida orange juice in a ready-to-serve package. The juice, Tropicana Pure Premium, became the company’s 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 purchased by Beatrice Foods Co. in 1978, acquired by Kohlberg Kravis & Roberts in 1986 and sold to The Seagram Company Ltd. in 1988. Seagram purchased the 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 Season’s Best, Dole Juices and Tropicana Twister. Internationally, principal brands include Tropicana Pure Premium and Dole juices along with Frui'Vita, Loóza and Copella. Tropicana Pure Premium is the third largest brand of all food products sold in grocery stores in the United States.

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Gatorade sports drinks were acquired by the Quaker Oats Company in 1983 and became 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 school's football team, "The Gators," Gatorade is now the world's leading sports drink

Vision of PepsiCo

PepsiCo Mission

"To be the world's premier consumer Products Company focused on convenience 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."

PepsiCo in India

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PepsiCo is a world leader in convenience foods and beverages, with 2007 revenues of more than $39 billion and more than 185,000 employees across the world. Its world renowned brands are available in nearly 200 countries and territories. PepsiCo gained entry to India in 1989 by creating a joint venture with the Punjab government-owned Punjab Agro Industrial Corporation (PAIC) and Voltas India Limited. This joint venture marketed and sold Lehar Pepsi until 1991, when the use of foreign brands was allowed; PepsiCo bought out its partners and ended the joint venture in 1994. Firstly Pepsi was banned from import in India, in 1970, for having refused to release the list of its ingredients and in 1993, the ban was lifted, with Pepsi arriving on the market shortly afterwards.

PepsiCo has grown to become the country’s largest selling food and beverage companies. One of the largest multinational investors in the country, PepsiCo has established a business which aims to serve the long term dynamic needs of consumers in India.

PepsiCo India and its partners have invested more than U.S. $700 million since the company was established in the country in 1989. In India, PepsiCo provides direct employment to 4,000 people and indirect employment to 60,000 people including suppliers and distributors.

The group has built an expansive beverage, snack food and exports business and to support the operations are the group’s 43 bottling plants in India, of which 15 are company owned and 28 are franchisee owned. In addition to this, PepsiCo’s Frito Lay snack division has 3 state of the art plants. PepsiCo’s business is based on its sustainability vision of making tomorrow better than today. Our commitment to living by this vision every day is visible in our contribution to our country, consumers, farmers and our people.

PepsiCo India’s expansive portfolio Refreshment beverages

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Sports drinks

100% natural fruit juices and juice based drinks

Pepsi, 7 UP, Mirinda and Mountain Dew, in addition to low calorie options– Diet Pepsi and 7Up Light; hydrating and nutritional beverages such as Aquafina drinking water, isotonic sports drinks - Gatorade, and 100% natural fruit juices and juice based drinks – Tropicana, Tropicana Twister and Slice. Our local brands – Lehar Evervess Soda, Dukes Lemonade and Mangola complete our diverse spectrum of brand.

PepsiCo’s snack food company

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PepsiCo’s snack food company, Frito-Lay, is the leader in the branded potato chip market and was amongst the first companies to eliminate the use of trans fats and MSG in its products. It manufactures Lay’s Potato Chips; Cheetos extruded snacks, Uncle Chipps and traditional namkeen snacks under the Kurkure and Lehar brands. The company’s high fiber breakfast cereal, Quaker Oats, along with Lehar Lites, low fat and roasted snack options enhance the choices available to the growing health and wellness needs of our consumers. Frito Lay’s core products, Lay’s, Kurkure, Uncle Chipps and Cheetos are cooked in Rice Bran Oil to significantly reduce saturated fats and all of its products contain voluntary nutritional labeling on their packets.

PepsiCo SKU’s

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HISTORY OF PEPSI

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HISTORY OF PEPSI

Caleb Bradham of New Bern, North Carolina was a pharmacist. Like many pharmacists at the turn of the century he had a soda fountain in his drugstore, where he served his customers refreshing drinks, that he created himself. His most popular beverage was something he called "Brad's drink" made of carbonated water, sugar, vanilla, rare oils, pepsin and cola nuts. "Brad's drink", created in the summer of 1893, was later renamed Pepsi Cola in 1898 after the pepsin and cola nuts used

in the recipe. In 1898, Caleb Bradham wisely bought the trade name "Pepsi-Cola" for $100 from a competitor from Newark, New Jersey that had gone broke. In 1902, he launched the Pepsi-Cola Company in the back room of his pharmacy, and applied to the U.S. Patent Office for a trademark. At first, he mixed the syrup himself and sold it exclusively through soda fountains. But soon Caleb recognized that a greater opportunity existed to bottle Pepsi so that people could drink it anywhere.The business began to grow, and on June 16, 1903, "Pepsi-Cola" was officially registered with the U.S. Patent Office. That year, Caleb sold 7,968 gallons of syrup, using the theme line "Exhilarating, Invigorating, Aids Digestion." He also began awarding franchises to bottle Pepsi to independent investors, whose number grew from just two in 1905, in the cities of Charlotte and Durham, North Carolina, to 15 the following year, and 40 by 1907. By the end of 1910, there were Pepsi-Cola franchises in 24 states.

Pepsi-Cola's first bottling line resulted from some less-than-sophisticated engineering in the back room of Caleb's pharmacy. Building a strong franchise system was one of Caleb's greatest achievements. Local Pepsi-Cola bottlers, entrepreneurial in spirit and dedicated to the product's success, provided a sturdy foundation. They were the cornerstone of the Pepsi-Cola enterprise. By 1907, the new company was selling more than

100,000 gallons of syrup per year.

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Growth was phenomenal, and in 1909 Caleb erected a headquarters so spectacular that the town of New Bern pictured it on a postcard. Famous racing car driver Barney Old field endorsed Pepsi in newspaper ads as "A bully drink...refreshing, invigorating, a fine bracer before a race." After seventeen years of success, Caleb Bradham lost Pepsi Cola. He had gambled on the fluctuations of sugar prices during W.W.I, believing that sugar prices would continue to rise but they fell instead leaving Caleb Bradham with an overpriced sugar inventory. Pepsi Cola went bankrupt in 1923. In 1931, Pepsi Cola was bought by the Loft Candy Company Loft president, Charles G. Guth who reformulated the popular soft drink. Guth struggled to make a success of Pepsi and even offered to sell Pepsi to the Coca-Cola company, who refused to offer a bid. In 1940, history was made when the first advertising jingle was broadcast nationally. The jingle was "Nickel Nickel" an advertisement for Pepsi Cola that referred to the price of Pepsi and the quantity for that price. "Nickel Nickel" became a hit record and was recorded into fifty-five languages.

In 1964, Diet Pepsi was introduced.

1893--Caleb Bradham, a young pharmacist from New Bern, North Carolina, begins experimenting with many different soft drink concoctions; patrons and friends sample them at his drugstore soda fountain.

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1898--One of Caleb's formulations, known as "Brad's Drink," a combination of carbonated water, sugar, vanilla, rare oils and cola nuts, is renamed "Pepsi -Cola" on August 28, 1898. Pepsi-Cola receives its first logo.

1902-- Bradham applies for a trademark with the U.S. Patent Office, Washington D.C., and forms the first Pepsi-Cola Company.

1905--Pepsi-Cola's first bottling franchises are established in Charlotte and Durham, North Carolina. Pepsi receives its new logo, its first change since 1898.

1934--A landmark year for Pepsi-Cola. The drink is a hit and to attract even more sales, the company begins selling its 12-ounce drink for five cents (the same cost as six ounces of competitive colas).

Caleb Bradham, the founder of Pepsi-Cola and "Brad's Drink," dies at 66 (May 27th, 1867-February 19th, 1934).

1941--The New York Stock Exchange trades Pepsi's stock for the first time. In support of the war effort, Pepsi's bottle crown colors change to red, white, and blue.

1960--Young adults become the target consumers and Pepsi's advertising keeps pace with "Now it's Pepsi, for those who think young."

1963-- Pepsi-Cola continues to lead the soft drink industry in packaging innovations, when the 12-ounce bottle gives way to the 16-ounce size. Twelve-ounce Pepsi cans are first introduced to the military to transport soft drinks all over the world.

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1965--Expansion outside the soft drink industry begins. Frito-Lay of Dallas, Texas, and Pepsi-Cola merge, forming PepsiCo, Inc. Military 12-ounce cans are such a success that full-scale commercial distribution begins.

1970--Pepsi introduces the industry's first two-liter bottles. Pepsi is also the first company to respond to consumer preference with light-weigh, recyclable , plastic bottles.

1984--Pepsi advertising takes a dramatic turn as Pepsi becomes "the choice of a New Generation."

1985--After responding to years of decline, Coke loses to Pepsi in preference tests by reformulating. However, the new formula is met with widespread consumer rejection, forcing the re-introduction of the original formulation as "Coca-Cola Classic." The cola war takes "one giant sip for mankind," when a Pepsi "space can" is successfully tested aboard the space shuttle.

1991-- Pepsi introduces the first beverage bottles containing recycled polyethylene terephthalate (or PET) into the marketplace. The development marks the first time recycled plastic is used in direct contact with food in packaging.

1992-- Pepsi-Cola and Lipton Tea Partnership is formed. Pepsi will distribute single serve Lipton Original and Lipton Brisk products.

1994-- Pepsi Foods International and Pepsi-Cola International merge, creating the PepsiCo Foods and Beverages Company.

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1997-- PepsiCo announces that it will spin off its restaurant division to form Tricon Global Restaurants, Inc. Including Pizza Hut, Taco Bell, & KFC, it will be the largest restaurant company in the world in units and second- largest in sales.

1998-- Pepsi celebrates its 100th anniversary.

PepsiCo – The Parent Company

PepsiCo, Inc. is one of the world's largest food and beverage companies. The company's principal businesses include:

Frito-Lay snacks Pepsi-Cola beverages

Gatorade sports drinks

Tropicana juices

Quaker Foods

PepsiCo, Inc. was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana was acquired in 1998. In 2001, PepsiCo merged with the Quaker Oats Company, creating the world’s fifth-largest food and beverage company, with 15 brands – each generating more than $1 billion in annual retail sales. PepsiCo’s success is the result of superior products, high standards of performance, distinctive competitive strategies and the high level of integrity of our people. Pepsi-Cola North America, headquartered in Purchase, N.Y., is the refreshment beverage unit of PepsiCo Beverages and Foods North America, a division of PepsiCo, Inc. PepsiCo Beverages and Foods North America also comprises PepsiCo's Tropicana, Gatorade and Quaker Foods businesses in the United States and Canada. Pepsi-Cola North America's carbonated soft drinks, including: Pepsi, Diet Pepsi, Pepsi Twist, Mountain Dew, Mountain Dew Code Red, Sierra Mist,

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and Mug Root Beer account for nearly one-third of total soft drink sales in the United States. Pepsi-Cola North America's non-carbonated beverage portfolio includes Aquafina, which is the number one brand of bottled water in the United States, Dole single-serve juices and SoBe, which offers a wide range of drinks with herbal ingredients. The company also makes and markets North America's best-selling, ready-to-drink iced teas and coffees via joint ventures with Lipton and Starbucks, respectively.

PEPSICO INDIA

INTRODUCTION:

PepsiCo entered India in 1989 and in the span of a little more than a decade it became the country's largest selling soft drinks company. The Company has invested heavily in India making it one of the largest multinational investors. The group has built an expansive beverage, snack food and exports business and to support the operations are the group's 43 bottling plants in India, of which 15 are company owned and 28 are franchisee owned.

PepsiCo stays committed to providing its consumers with top quality beverages. Its diverse portfolio of brands include the flagship cola brand - Pepsi; Diet Pepsi; 7Up; Mirinda; Mountain Dew; Slice fruit drink; Tropicana brand 100% fruit juices in various flavours; Aquafina packaged drinking water; Gatorade plus local brands Lehar Evervess Soda, Dukes Lemonade and Mangola.

PepsiCo is also a dominant player in the snack food segment in India. PepsiCo's snack food company Frito-Lay is the leader in the branded potato chip market. It manufactures Lay's Potato Chips; Cheetos extruded snacks, Uncle Chips; traditional namkeen snacks under the Kurkure and Lehar brands; and Quaker Oats.

PepsiCo is one of the largest MNC exporters in India and its export business consist of three categories - agri business, commodities and Pepsi system sales. PepsiCo has made significant investments with the Punjab Agriculture University to develop a comprehensive agro-technology program that has helped thousands of farmers across India improve the yield of their farms and the quality of their agricultural products. PepsiCo has leveraged its knowledge in contract farming to develop seaweed cultivation in Tamil Nadu and has partnered with the

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Government of Punjab to help farmers of the state through the utilization of developed technology for citrus farming.

As part of its sustainable development initiatives, PepsiCo India has been a committed leader in the promotion of rain water harvesting, water conservation recycling and the reduction of effluent discharge. PepsiCo has also established zero waste centers and PET recycling supply chains and assisted victims of natural disasters. PepsiCo stays dedicated in its endeavor to develop community outreach programs by supporting rural water supply schemes, administering medical camps in villages, providing computers to rural schools and creating opportunities for women in rural areas through vocational training as an alternate means of livelihood.

OVERVIEW OF PEPSICO INDIA:

PepsiCo Mission

"To be the world's premier consumer Products Company focused on convenience 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."

PepsiCo in India

PepsiCo entered India in 1989 and has grown to become one of the country’s leading food and beverage companies. One of the largest multinational investors in the country, PepsiCo has established a business which aims to serve the long term dynamic needs of consumers in India.

PepsiCo India and its partners have invested more than U.S. $700 million since the company was established in the country. PepsiCo provides direct employment to 4,000 people and indirect employment to 60,000 people including suppliers and distributors.

PepsiCo nourishes consumers with a range of products from treats to healthy eats that deliver joy as well as nutrition and always, good taste. PepsiCo India’s expansive portfolio includes iconic refreshment beverages Pepsi, 7 UP, Mirinda and Mountain Dew, in addition to low calorie options such as Diet Pepsi, hydrating

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and nutritional beverages such as Aquafina drinking water, isotonic sports drinks - Gatorade, Tropicana100% fruit juices, and juice based drinks – Tropicana Nectars, Tropicana Twister and Slice. Local brands – Lehar Evervess Soda, Dukes Lemonade and Mangola add to the diverse range of brands.

PepsiCo’s foods company, Frito-Lay, is the leader in the branded salty snack market and all Frito Lay products are free of trans-fat and MSG. It manufactures Lay’s Potato Chips; Cheetos extruded snacks, Uncle Chipps and traditional snacks under the Kurkure and Lehar brands. The company’s high fibre breakfast cereal, Quaker Oats, and low fat and roasted snack options enhance the healthful choices available to consumers. Frito Lay’s core products, Lay’s, Kurkure, Uncle Chipps and Cheetos are cooked in Rice Bran Oil to significantly reduce saturated fats and all of its products contain voluntary nutritional labeling on their packets.

The group has built an expansive beverage and foods business. To support its operations, PepsiCo has 43 bottling plants in India, of which 15 are company owned and 28 are franchisee owned. In addition to this, PepsiCo’s Frito Lay foods division has 3 state-of-the-art plants. PepsiCo’s business is based on its sustainability vision of making tomorrow better than today. PepsiCo’s commitment to living by this vision every day is visible in its contribution to the country, consumers and farmers.

Performance with Purpose

Performance with Purpose articulates PepsiCo India's belief that its businesses are intrinsically connected to the communities and world that surrounds it. Performance with Purpose means delivering superior financial performance at the same time as we improve the world.

To deliver on this commitment, PepsiCo India will build on the incredibly strong foundation of achievement and scale up its initiatives while focusing on the following 4 critical areas that have a business link and where we believe that we can have the most impact.

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PEPSI ADS.

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COMPANY’S PROFILE

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JAIPURIA GROUPJaipuria Group is a Rs. 4,000 Cr. multi- faceted organization with diverse business interests.The JAIPURIA GROUP is one of the top business houses in India, headquartered in New Delhi, India. It is quickly establishing itself as a pan Asian group with its operations already starting in Sri Lanka, Singapore and Indonesia. It has business interests in manufacturing, processing & distribution of Aerated Water, Beer, Ice Creams, Bread and Pizzas. It is also present in diverse fields of IT, Printing, Real Estate, Industrial Water Meters, Education, Power and Coal mining.

VARIOUS FIELD IN WHICH JAIPURIA GROUP

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BREWERIES

REAL ESTATE

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ICE CREAM

ENGINEERING

COAL MINING

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HYDROPOWER

PRINTING

PIZZA HUTIt has exclusive franchise rights for Northern & Eastern India. Out of 56 operational Pizza Hut restaurants in the country 27 restaurants are owned and run by its company. These restaurants are located at Defense Colony, Aleksandra, Vikas Puri, Green Park, Karol Bagh, New Friends Colony, Connaught Place, Basant Lok, Greater Kailash, Jaipur (2), Agra, Noida (2), Faridabad (2), Chandigarh (2), Ludhiana, Jallandhar, Amritsar, Gurgaon (3), Kushambi(Ghaziabad) and Kolkata (2).All these restaurants are making good profits & are dominating the market. The name of business entity is Devyani International Private Limited.

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The Jaipuria Group is Raymond's sole selling agent for Northern India and owns Seven of Raymond's exclusive retail outlets in Delhi. Empowered by powerful strategies, the group has been retaining its partnership with Raymond since 1940. Envisaging the growth in the retailing sector, the group has also ventured into garment and textile retail. It has set up seven showrooms at seven major locations viz. Connaught Place, Greater Kailash, Green Park, Lajpat Nagar, Roop Nagar, and Kamla Nagar & Karol Bagh. Jaipuria Group is all set to become one of the major garment retailers in India.

BEVERAGES

Jaipuria Group has the distinct honor of being the biggest bottler in India of the global giant Pepsi Co. It controls near about 60% of Pepsi’s bottling business in India. The Group has been managing a network of scores of distributors and simultaneously proving employment to thousands of people. With state–of–the-art technology and plants equipped with the latest machinery, the Jaipuria Group has occupied a remarkable position in the soft drink

industry of India. The company has created a stronghold across the country.

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RKJ GROUP (RAVIKANT JAIPURIA)

Indian beverages industry’s size is Rs.10000 Crores and it is dominated by two players viz Pepsi and Coke only. This profile industry has lot of potential for growth as per capita consumption in India is 8 bottles a year as compared to 20 bottles in Sri Lanka, 14 in Pakistan, while 12 bottles in Nepal.Ravi K Jaipuria (RKJ) is one of PepsiCo India’s largest franchisee bottler. It is India’s leading supplier of retailer brand Carbonated and Non-Carbonated soft drinks, with beverages manufacturing facilities in India and Nepal. Its experience in the beverage industry dates back to the sixties when it had the first franchise at Agra.The group manufactures and markets Carbonated and Non-Carbonated soft drinks and mineral water under Pepsi brand. The various flavors and sub-brands are Pepsi, Diet Pepsi, Mirinda orange, Mirinda Lemon, Mountain Dew, 7UP, Slice, Lehar Soda, Tropicana, Twister and Aquafina.The RKJ group has signed a franchise with Tricon restaurant India Pvt. Ltd. to run a fast food chain in Northern Indian under the name of Pizza Hut. The first beverage plant was set up in 1969 under Agra Beverages Corporation Limited. Since than family has set up 18 bottling plants in India (holding about 44% of the Pepsi manufactured and marketed in India) and one in Nepal (holding 100% of the Pepsi share in Nepal).The bottling plants of RKJ group are located at Greater Noida (Varun Beverages Ltd.), Jaipur, Kosi Kalan, Alwar, Jodhpur (Varun Beverages Ltd.) Goa Bottling Co Ltd, Dharwada (Nector Beverages Private Ltd.) and Nepal (Varun Beverages Ltd.).

It has the license to supply beverages in the territories of Eastern Delhi, Western U.P., Uttaranchal, and part of M.P., half of Haryana, whole of Rajasthan, Goa, 3 districts of Maharashtra, and some districts of Karnataka and whole of Nepal. The group has in total 18 bottling plants in India & Nepal and is responsible for producing and marketing 44% of Pepsi requirement in India. From 1995 the company had been operating successfully in conformation to the objective of the Pepsi Foods Ltd. In 1995 Varun beverages was awarded the best quality and productivity award. Further, in 1998 the group was awarded the best Pepsi bottler of the world.

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The management of the RKJ group is in the hands of MR. RAVI JAIPURIA (CHAIRMAN OF THE COMPANY) shares the production and managerial responsibilities of the company.Jaipuria Group is an Rs.1500 cores, family controlled, reputed business house with a number of operations in diversified fields like textiles, bottling, education, information technology, food chain and retailing, a part from numerous other business segments.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.

PEPSICO INDIA WITH RKJ GROUP:

VISIONBeing the best in everything, we touch and handle.

MISSIONContinuously excel to achieve and maintain leadership position in the chosen businesses; and delight all stakeholders by making economic value additions in all corporate functions.

It can be said with absolute certainty that the RKJ Group has carved out a special niche for itself. Our services touch different aspects of commercial and civilian domains like those of Bottling, Food Chain and Education. Headed by Mr. R. K. Jaipuria, the group as on today can lay claim to expertise and leadership in the fields of education, food and beverages.

The business of the company was started in 1991 with a tie-up with Pepsi Foods Limited to manufacture and market Pepsi brand of beverages in geographically pre-defined territories in which brand and technical support was provided by the Principals viz., Pepsi Foods Limited. The manufacturing facilities were restricted

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at Agra Plant only.

Varun Beverages Ltd. is the flagship company of the group.

The group also became the first franchisee for Yum Restaurants International [formerly PepsiCo Restaurants (India) Private Limited] in India. It has exclusive franchise rights for Northern & Eastern India. It has total 46 Pizza Hut Restaurants & 1 KFC Restaurant under its company.

The group added another feather to its cap when the prestigious PepsiCo “International Bottler of the Year” award was presented to Mr. R. K. Jaipuria for the year 1998 at a glittering award ceremony at PepsiCo’s centennial year celebrations at Hawaii, USA. The award was presented by Mr. Donald M. Kendall, founder of PepsiCo Inc. in the presence of Mr. George Bush, the 41st President of USA, Mr. Roger A. Enrico, Chairman of the Board & C.E.O., PepsiCo Inc. and Mr. Craig Weatherup, President of Pepsi Cola Company.

Strategic Divisions:

PepsiCo India consists of different divisions that include Beverage division, Snack food division and the Restaurant division (Yum Restaurants India Pvt. Ltd.). These divisions work as separate SBU’s and have their separate management.

PepsiCo India divided its beverage division into different operating divisions. The heads of these divisions report directly to the CEO. The heads of these divisions are in charge of their respective areas and are accountable for the proper functioning of all the regions. The FOBO’s also report to the regional heads apart from the COBO’s.

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MANAGING THE SALESFORCE

MANAGING THE SALESFORCE

Sales Management involves managing people and getting results through them. It

involves sales planning that is based on market analysis. It involves setting sales

goal and try to achieve them. Sales management also involves organizing and

motivating the sales team in such a way that they achieve and surpass the goal.

This involves appropriate compensation plan and building sales organization to

respond to market realities. Finally, the sales manager needs to review the

performance and access productivity of his/her team.

MAIN POINTS –

The role of the sales manager is futurist, strategist, information management and leadership.

The sales management planning process involves analysis, goal setting, strategy and tactics development, issues in implementation and finally controlling sales effort.

Sales budget are the financial aspects of the sales plan. Sales quotas are targets to be achieved by individual salesperson or by the sales team.

A sales team can be formed either on the basis of the product, or territory or customer groups or combination of these.

The compensation plans used by sales managers are straight salary, commissions only or a combination of these two.

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PRODUCT POSITIONING

Pepsi prefers to position itself as the beverage choice of “NEW GENERATION”,

or just as the “PEPSI GENERATION”.

These terms adopted in Pepsi advertising campaigns are referring to the market

that marketers refer to as GENERATION X. The Generation X consumer is

profiled to be between the ages of 18 to 29. They have high expectations in life and

are very mobile and active. They adopt a life style of living for today and not

worrying about long-term goals. Though Pepsi’s main emphasis is on this segment

but they also have a focus on the 12 to 18 year old market.

The rich deep blue coloring represents eternal youthfulness and openness.

Marketing plan like “YEH DIL MAANGE MORE”, “GOT ANOTHER

PEPSI”, “YEH PYASS HAI BADI” AND “YEH HAI YOUNGISTAN MERI

JAAN” have made Pepsi one of the coolest brands recognized among teens in the

top five and the only beverage product in this category.

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COMPETITOR ANALYSIS

The major competitor of Pepsi through out the world is Coca Cola. Following will give a brief of the competition between the rivals:

Although the goals of both the companies are the same, the two companies rely on somewhat different marketing strategies. Pepsi has always taken the lead in developing new products. Further, Pepsi has always taken more risks, acted rapidly, and was always developing new advertising ideas.

In the foreign markets, Coke has been more successful then Pepsi. However, in certain countries, consumers wanted a soft drink that was low in sugar and Pepsi responded to it by developing Pepsi Max.

While Coke has been playing safe with advertisement featuring cute polar bears, Pepsi stole away Generation X with the appropriately titled “The Choice of a New Generation” and “Generation Next” marketing campaigns.

Pepsi has positioned itself as a youth drink which is considered to be more modern and lively as compared to Coca Cola. Also, Pepsi has always played around innovations so as to lead the market.

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ABOUT PLANOGRAM & FIELD WORKABOUT PLANOGRAMPlan-O-Gram serves as a general guide to all of the customers as to what products we place into our vending machines. The Plan-O-Gram displayed above lists the products we would use in a machine placed in a general location. It is a defined as well as researched way to arrange the bottles in the Pepsi visicooler. Which give the products stock as well as one sight to visicooler to know about the product stock at the moment? It gives easily visibility to the consumers.FIELD WORKMy work was to visit every shop and to see either they are following PLANPGRAM or not. If not then suggest them its benefits. Firstly I have visited 150 shops and convince them its benefits. Majority of them were ready to use this programme. Then I have taken one of merchandiser with me of that rout who is responsible to arrange the bottles in the visicooler as per PLANOGRAM program.He use to arrange the bottles in the visicooler.I have also help him as per my afford. I have learned a lot in this process. Like how to convince the retailers? How to talk with them, and many more things. My project report is based on after implementation of POG in these shops. I have personally visited these shops and find that only few shop are applying this program then I convince them to apply it. And then these retailers had applied this POG. This project is prepared after the PO implementation in these 150 shops. BEFORE POG IMPLEMENTATION AFTER

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RESEARCH METHODOLOGY

‘Marketing Research can be defined as the systematic design, collection, and

analysis and reporting of data and findings relevant to a specific marketing

situation facing the company’.

The Marketing Research process:

The Marketing Research process can be explained with the following figure.

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The Marketing Research Process.

The quality of any project work depends upon the methodology adopted for the study. Methodology in turn depends upon the nature of the project work. The main strength of a report comes from collecting, synthesizing and analyzing information that have a bearing on the defined problem. Again, all information, related to the problem needs to be carefully scrutinized to avoid the risk of biased analysis. Having once identified which information is relevant and needs to be collected, one has to define how this will be done.

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Define the problem and research objectives

Develop the research plan

Collect the information

Analyze the information

Present the findings

Make the decision

Data sources

Research Approach

Observational research

Focus Group Research

Experimental research

Survey research

Behavioural data

Sampling plan

Research Instruments

Contact Methods

Questionnaire

Qualitative measures

Mail questionnaire

Telephone Interview

Personal Interview

Online Interview

Sampling unit

Sampling size

Procedure

Primary

Secondary

The method employed in the investigation depends on the purpose & scope of the inquiry. This section describes the research procedure covering the following points:

Research design used Data collection method Research measuring tools Sampling scheme Fieldwork Analysis

Research Design:

It is some statement or specification of procedure fro collecting and analyzing the information required fro the solution of some specific problem. It provides a scientific framework for conducting some research investigation. The procedure and the plan for collection and analysis of the information can be outlined once the problem is formulated and the objectives of the investigation are listed.

Exploratory Research Design:

Exploratory research is used when one is not conversant with the problem environment. Such type of investigation is mainly concerned in determining the general nature of the problem & the variable related to it.

Exploratory research is generally carried out by tapping three sources of information i.e.

Study of secondary SourcesDiscussion with individualsAnalyzing some specific cases

Descriptive research Design:

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These designs are determined for some definite purpose. A number of marketing research studies are based on such design. It is focused on the accurate description of the variables present in the problem.

Causal Research Design:

These designs attempt to specify the nature of functional relationship between two or more variable/factors present in the problem environment e.g. Effectiveness of advertising to which it affects sales or attitudes of the customer.

Method of data collection:

The task of data collection begins after a research problem has been defined and research design/plan chalked out. The primary data are those, which are collected afresh and for the first time, and thus happen to be original in character. The secondary data, on the other hand, are those which have already been collected by someone else and which have already been passed through the statistical process.

Collection of primary Data:

We collect primary data during the course of doing experiment in an experimental research but in case we do research of the descriptive type and perform surveys, whether sample surveys or census surveys, then we can obtain primary data either through observation or through direct communication with respondent in one from or the another or through personal interviews. This, in other words, means that there are several

Methods of collecting a primary data particularly in surveys and descriptive research important ones are:

Observation method Interview method Questionnaire method Schedule method

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Observation Method:

The observation method is the most commonly used method especially in studies relating to behavioral science. In a way we all observe thing around us, but this sort of observation is not scientific observation. Observation become a scientific tool and the method of data collection for the researcher, when it serve a formulated research purpose, is systematically planned and recorded and is subjected to checks and controls on validity and reliability.

Under the observation method, the information is sought by way of investigator’s own direct observation without asking from the respondent.

The main advantage of this method is that subjective bias is eliminated, if observation is done accurately. Secondly, the information obtain under this method relates to what is currently happening, it is not complicated by either the past behaviors or future intentions or attitude. Thirdly, this method is independent of respondents’ willingness to respond and as such is relatively less demanding of active cooperation on the part of respondents as happens to be the case in the interview or the questionnaire method.

However, observation method has various limitations. Firstly, it is an expensive method. Secondly, the information provided by this method is very limited. So to get more accurate result from this method we have to examine those phenomena, which exist in the universe independent of his action. The difference between an experiment and a survey can be depicted as under:

Thirdly, sometimes-unforeseen factors may interfere with the observational task. If the observer observes by making himself, more or less, a number of the group he is observing so that he can experience what the members of the group experience, the observation is called as the participant observation.

But when the observer observes as a detached emissary without any attempt on his part to experience through participation what others feel, the observation of this type is often termed as non-participant observation. There are several merits of the participant type of observation:

The researcher is enabled to record the natural behavior of the group.

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The researcher can even gather information, which could not easily be obtained if he observes in a disinterested fashion.

The researcher can even verify the truth of statements made by informants in the context of a questionnaire or a schedule. But there are also certain demerits of this type of observation viz., the observer may lose the objectivity to the extent he participates emotionally; the problem of observation-control is not solved; and it may narrow-down the researcher’s range of experience.

Interview Method:

The interview method of collecting data involves presentation of oral-verbal stimuli and reply in terms of oral-verbal responses. This method can be used through personal interview and, if possible, through telephone interviews.

Personal Interviews:

This method requires a person known as the interviewer asking questions generally in a face-to-face communication to the other person or persons. At a time a interviewee may also ask certain questions and the interviewee responds to these, but usually the interviewer initiates the interview and collect the information. This sort of interview may be in the form of direct personal investigation or it may be indirect oral investigation. In the case of direct personal investigation the interviewer has to collect the information personally from the sources concerned. He has to be on the spot and has to meet the people from whom data have to be collected.

The method of collecting information through personal interviews is usually carried out in a structured way. As such we call the interviews is usually carried out in a structured way. As such, we call the interview as structured interview. The chief merits of interview method are as follows:More information and that too in greater depth can be obtained.

Interviewer by his own skill can overcome the resistance, if any or the respondent; the interview method can be made to yield an almost perfect sample of the general population.

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There is greater flexibility under this method as the opportunity to

restructure questions is always there, especially in case of unstructured interviews.

Samples can be controlled more effectively as there arises no difficulty of the missing returns; non response generally remains very low.

The language of the interview can be adapted to the ability or educational level of the person interviewed and as such misinterpretations concerning questions can be avoided.

However, there are certain weaknesses of the interview method as well.

It is very expensive method, especially when large and wide spread geographical sample have to be taken.

There remains the possibility of the bias of interviewer as well as that of the respondent; there also remains the headache of supervision and control of interviewer.

This method is relatively more time consuming, especially when the sample is large and recalls upon the respondent are necessary.

Interviewing at times may also introduce systematic errors.

Effective interview presupposes proper report with respondents that would facilitate free frank response. This is often a very difficult requirement.

Questionnaire Method:

This method of data collection is quite popular and easier, particularly in case of large population. It is adopted by private individuals, research workers, private and public organization and even by governments. A questionnaire consist of a number of questions printed or typed in a definite order on a form or set of forms. The questionnaire is mailed to respondents who are expected to read and understand the questions and write down the reply in the space meant for the purpose in the questionnaire itself. The respondents have to answer the questions on their own.

Merits of Questionnaire Method:

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There is low cost even when the universe is large and is widely spread geographically.

It is free from the bias of the interviewer; Answer is in respondents.

Respondents have adequate time to give well through out answer.

Respondents, who are not easily approachable, can also be reached conveniently.

Large samples can be made use of and thus the results can be made more dependable and reliable.

Demerits of Questionnaire Method:

It can be used only when respondents are educated and cooperating.

The control over questionnaire may be lost once it is sent.

It is difficult to know whether willing respondents are truly representative.

For the purpose of this study the research methodology consists of two parts:

Method of data collection, and Type of analysis of data.

Method of data collection:

The method of data collection should be chosen keeping in mind the objective of the study. In this case the objective of the study is find out the current position and marketing practices of PepsiCo India and what changes and improvements can be brought into it. For this purpose a combined methodology comprising off interview, observation and questionnaire method is adopted to get effective data for the study.

Primary data is collected through observation method in East-Delhi markets, interviews of personal from the sales department of the company and questionnaire

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from the consumers. Secondary data is collected mostly from the internet including case studies, research papers; company website etc.Most of the data used for the study is qualitative.

Analysis of data:

Analysis of data is primarily done with the help of marketing theories. This is done to develop a proper understanding of the marketing of PepsiCo India and to know what improvements can be brought in the present system.

COLLECTED DATA

SHOP NAMERETAILER'S NAME PURITY CHARGING

POG IMPLEMENTED ADDRESS CONTACT NO.

1. AGARWAL CONFECTIONARY RAJ KUMAR 25 50 YES

SH.NO.38,VASHUNDHRA ENCLAVE 9818196415

2. AGGARWAL BIKANERI SWEETS RAJNI 75 75 YES

A-38, PRATAP NAGAR, MAYUR VIHAR-1 011-65295276

3. AGGARWAL PASTRY SHOP

AKHILESH AGGARWAL 50 50 YES

75-VIJAY BLOCK, VIKAS MARG,LAXMI NAGAR-92 9810358020

4. AGGARWAL STORES AJAY KUMAR 75 50 YES 14/411, TP 011-22774449

5. AGGARWAL SWEET CORNER PANKAJ 75 75 YES

P-19, PANDAV NAGAR , MAYUR VIHAR-1 011-42153604

6. AGGARWAL SWEET CORNER

MOHAN AGGARWAL 75 80 YES

101/5, PRATAP NAGAR , MAYUR VIHAR-1 9897897809

7. AGGARWAL SWEETS

MR K. AGGARWAL 100 100 YES

15/16 BLOCK, TRILOKPURI 9811552755

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8. AJAY STORE AJAY KUMAR 25 25 YES 7THBLOCK ,TRILOKPURI 99113387679. AMIT GEN.

STORES MANI RAM 100 50 YES 21/250, TP 011-22346578

10. AMITY SCHOOL RAMAN 75 75 YES AMITY CAMPUS 011-22446699

11. AMUL SHOP AMAN 75 75 YESOPP.UNNA ENC.MAYUR

VIHAR-1 011-34543121

12. ANAND STORE SANJAY ANAND 75 100 YESSH.NO-6, DDA MKT,

NIRMAN VIHAR 989115154413. ANKUR GENERAL

STOREPUSHKAR NARAYAN 75 75 YES

B-19/3,ACHARYA NIKETAN 9878432145

14. BABA SWEETS RAMDULARE 50 50 YES 20/8, CENT.MKT, TP 921275019015. BABLI ICE CREAM

PARLOUR BABLI 50 50 YES14/13,GEETA COLONY,

DELHI-31 011-6525451516. BABU

CONFECTIONARYBABULAL BAGHEL 0 0 YES

SH.NO-5/375, SUBHASH MKT, TRI-PURI, DELHI 9810999778

17. BALAJI SWEETS BALAJI 50 75 YES 13/12 TRILOKPURI 9234874532

18. BANSAL STORE VINAY BANSAL 50 50 YES B-80,NEW ASHOK NAGAR 9871634545

19. BANSAL SWEET BANSAL JI 50 50 YESA-4/1, ACHARYA NIKETAN

M.VIHAR-1 011-2279288520. U.P SWEETS21. BANTI GENERAL

STORE

KISANNOOR MOH.BANTI AGGARWAL

50

25

50

25

YES

YES

PHASE-1

8/ 161, TRILOKPURI

9876531201

921380727322. BIKANO SWEETS

&NAMKEEN RAJU 50 50 YES C-35 , PANDAV NAGAR 9990418149

23. BISHT STORE CHAND BISHT 100 75 YESDDA MKT, NIRMAN VIHAR,

DELHI 011-2202262224. BISWAS GENERAL

STORE AJOY BISWAS 100 100 YESCSC MARKET SH. NO.18,

MAYUR VIHAR-1 9811068660

25. CAKE SHOP PARTHO MISHRA 50 50 YES C-268, PANDAV NAGAR 981027679126. CHARMING PAN

MAHAL RAJESH 25 25 NO101/14, PRATAP NAGAR,

MAYUR VIHAR-1 9876987561

27. CHATTORI GALI BANKE KI 80 75 YESPRATAP NAGAR, MAYUR

VIHAR-1 981024993228. CHAURASIA PAN

CORNER JAGARNATH 25 25 YES ADITYA ARCADE , DELHI 981071365629. CHAWLA

GENERAL STORE ARUN CHAWLA 85 80 YESS.N-10 VASUNDHARA

ENC. DDA. MKT. 011-22618163

30. CHOWDARY STORE

MR.RAMESHWAR DAYAL 50 50 YES

SH.NO-3,SAVITRI BHAVAN,PREETVIHAR,DL-

92 9911616707

31. COOL CORNER DEPAK 50 50 YES PKT-1 ,MAYUR VIHAR 011-54362781

32. DARBAR REST. RAJU 0 20 YES MAYUR VIHAR 984567890133. DEEPAK

CONFECTIONERY RAJU 50 50 YESSH.NO-18, DDA MKT,

PANDAV NAGAR 987369843934. DEEPAK GENERAL

STORE DEEPAK 75 75 YES TRILOKPURI 011-525487635. DURGA

STATIONARY MR. KARLA 25 25 YESC-44, PREET VIHAR.

DELHI-92 9831653810

36. DURGE BAKERYNARINDER MOHAN 50 50 YES

A/8,SHIV PURI,PATPAR GANJ ROAD,DELHI-51 011-22017942

37. EVER GREEN PASTRY SHOP RAMESH 50 50 YES 230 PPS, MAYUR VIHAR-1 9112343529

38. FRENCH BITE PASTRY MD. TAYONM 50 50 YES

PRATAP NAGAR, MAYUR VIHAR-1 9812321232

39. GARG CONF.& GEN. STORE GOPAL GARG 75 75 YES

DDA MARKET, POCKET-3 , MAYUR VIHAR 011-554707474

40. GAURAV GEN. & POORAN MAL 100 60 YES D-9/C, ACHARYA 011-22755539

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PROVISION STORE GUPTA NIKETAN, MAYUR VIHAR-1

41. GOEL GENERAL STORE DEEPAK GOEL 75 75 YES

PATPARGANJ, MAYUR VIHAR-1 9811651554

42. BHAIYA JI STORE

43. GOEL PROVISION

PAWAN

NITISH GOEL

80

50

80

50

YES

YES

JOSHI COLONY

12/2, ADITYA COMPLEX, PREET VIHAR-92

9911335434

9818391917

44. GOPAL STORE GOPAL DAS 75 75 YES 7/230 ,TRILOKPURI 011-2278234745. GROVER COOL

CORNERSINHA JI

75 75 YES PKT-1 ,MAYUR VIHAR 011-23628191

46. GULAB TEA STALL GULAB SETH 75 75 YES 27/6, TP 9811654789

47. GUPTA ARCADE GUPTA JEE 5O 50 YESSAMACHAR APT, MAYUR

VIHAR-1 987111897148. GUPTA PAN

&FLOWER SH.CHHOTE LAL GUPTA 50 50 YES

H-14/1,MAIN MKT,VIJAY CHOWK,LAXMI NAG-92 9268384821

49. H.B GENERAL STORE

SUNNY100 60 YES

B-9,PRATAP NAGAR, MAYUR VIHAR-1 011-22559911

50. HANUMAN COLD DRINKS

MUKESH AGGARWAL 75 75 YES 11/168, TRILOKPURI 9278110465

51. HAPPY FRUIT JUICE BHADUR 50 50 YES B-3/6, DELHI 9818987790

52. HATHRAS SWEETSRAKESH KR GUPTA 100 75 YES 21/375, TP 9810798293

53. INDIAN SUMMER REST. SUMIT 0 25 YES

B-14 ,PRATAP NAGAR, MAYUR VIHAR-1 011-65353566, 64583566

54. JAGDISH STORE JAGDISH 50 50 YES C-273, PANDAV NAGAR 011-22488185

55. JAGGIS MERCURY VIJAY ARORA 25 25 YES

G-5. ADITYA ARCADE,30,COMMUNITY

CENTRE 981827600056. JAI GURUDEV

STORE RAM JI 25 25 YES 18/30, TRILOKPURI 011-22782609

57. JAIN PROVISION STORE RAKESH JAIN 25 50 YES

B-30/97, GALI NO-4,MANGAL BAZAR R.,

DELHI-92 011-2243410758. JAIN PROVISION

STOREVIJAY KUMAR JAIN 50 50 YES

SH.NO-11, PANDAV NAGAR 011-22488707

59. JASWANT SINGH STORE JASWANT SINGH 25 50 YES 11/15, TRILOKPURI 011-64566885

60. JUGNU & SONSMH. JAVED JUGNU 0 25 YES BL.N-34/368, TRILOKPURI 9818196492, 9212366492

61. JUST FOR YOU SUDIP 0 0 YESPANKAJ PLAZA,MAYUR

VIHAR 991153951062. KAMAL GENERAL

STORE KAMAL GUPTA 50 50 YES8/18 EXTENTION,

TIRLOKPURI, DELHI 011-22781632

63. KERELA STORE MR. SOBHAR 100 25 YES 4F PKT-3, MAYUR VIHAR-19899223337, 011-22716048

64. KHANNA STORE DIPAK KHANNA 50 75 YES15 PKT-1, DDA MKT,

MAYUR VIHAR-1 998866345365. K.P.STORE66. KPM NAMKEEN

CATERS

DEEPAKKAMAL

75

50

80

50

YES

YESMAYUR VIHAR

D-6. S-1. [ANDAV NAGAR

9899118771

9810887993

67. KRISHNA STORE ANIL GUPTA 100 100 YESP-52,PANDAV NAGAR,

MAYUR VIHAR-1 927821235068. KUKU GEN.

STORESSURENDRA MOHAN 75 75 YES 20/65, TRILOKPURI 9971865106

69. KWALITY STORE C.M. KARLA 0 0 YES

SH.NO-15, DDA MKT, NEAR NIRULAS,PREET

VIHAR 981038392470. LUCKY TOURS &

TRAVELS NITIN 100 90 YES21/277, MAIN ROAD

TRILOKPURI9268355862,9999900022

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71. M.A CANTEENRAKESH SHARMA 100 75 YES MAYUR VIHAR-1 9911098907

72. MAHA LAXMI STORE NAMI CHAND 75 75 YES DDA MKT, TRILOKPURI 9268573580

73. MAMTA TELECOM MAMTA 50 50 YESB;BLOCK,SH.NO-5,ASHOK

NAGAR74. MEDIWAYS

CHEMISTSANJEEV SINGHAL 0 10 YES

KANISHKA COMPLEX, MV-1,SAMACHAR APT. 011-22714266,22715537

75. MITTAL STORE M.N. MITTAL 25 25 YESSH.NO-5, DDA MKT,

NIRMAN VIHAR 9811658320

76. NARAYAN STORE R.K.NARAYAN 50 25 YESSH.NO-38, PKT-1, MAYUR

VIHAR-1 011-2384562177. NATRAJ

STANDARD DEPT. STORE MUKESH 75 80 YES VASHUNDHRA 011-23425681

78. NEELGIRIS RESTAURANT

MR. S.N. BAGERA 25 50 YES

PANDAV NAGAR , MAYUR VIHAR-1 011-22792353, 22756548

79. NITIN SOFTY NITIN 75 50 YES TRILOKPURI 991173821980. OM AGGARWAL

SWEETSOM PRAKASH AGGARWAL 100 50 YES

22/23, BL-55-56, TRILOKPURI 011-22774444

81. OM DEPARTMENTAL STORE SHAYAM 25 25 NO 271 PPG, MAYUR VIHAR-1

9818344711,011-22755986

82. OM SAI BAKERSNAVEEN KHURANA 50 50 YES

K-3 ,MAIN BAZAR, LAXMI NAGAR DELHI-92 9891159909

83. OM SAI CONF RAMAN 50 50 YESSH.NO-32, DDA MKT,PKT-

2, MAYR VIHAR 991123478984. PAKIZA

RESTAURENT IRSHAD 25 50 YESSH.NO-30, BLOCK-15, TRILOKPURI DELHI 9717868485

85. PAN MAHAL MAHESH 25 50 YES MAYUR VIHAR 9717937156

86. PANDEY STORECHANK PRAKASH 0 0 YES VASHUNDHRA 9350242139

87. RAJDHANI ENCLAVE SUSHMITA 75 75 YES MAYUR VIHAR 9821567123

88. POPULAR REST. & CATERERS

PRAKASH SHUKLA 25 25 YES

21/491,TRILOKPURI, MAYUR VIHAR -1

9311499774, 011-22779494

89. PRAKASH STORE MR. PRAKASH 100 75 YES G-4/11 , PRITVIHAR 9891433295

90. PRAVEEN SWEETS ARUN 75 75 YES 21/484, TP 011-22782257

91. R K BAKERS MANISH 50 50 YESACHARYA NIKETAN,

MAYUR VIHAR-1 9891274044

92. R.K.BAKERS MANISH 50 50 YESB-20/3,ACHARYA NIKETAN,DELHI 989174044

93. R.N. GUPTA PAN MANOJ KUMAR 75 75 YESD-40/1, ACHARYA

NIKETAN, MAYUR VIHAR-1 9958575513

94. RAJA STORE MR VIJAY 50 50 YESSH.NO-67, PANDAV

NAGAR 989132428295. RAJU KIRANA

STORE LAL SINGH 0 0 YES 21/280 999982783096. RAKESH GENERAL

STORE RAKESH 75 75 YES 14/30, TRILOKPURI 9999783212

97. RICHA SWEETS RUCHI 50 50 YESSH.NO-1, PKT-2, MAYUR

VIHAR-1 9546372198

98. RIVER CLUB SIDEDANIEL J.RODRIGUES 50 50 YES MAYUR VIHAR-1,EXT.

9910480549, 011-22711986

99. ROYAL RESTAURANT ASHOK GHAI 75 75 YES

POCKET-3 MKT. ,MAYUR VIHAR-1 011-22717729,22711266

100. SABU GENERAL STORE MOJAHID 75 75 YES

4/18, DDA MKT TRILOKPURI 011-22778519

101. SAMEER GENERAL STORE SAMEER 75 75 YES 18/22, TRILOKPURI 011-32666426

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102. SAMEER'S

RESTAURANT SAMEER 60 75 YES180, PRATAP NAGAR,

MAYUR VIHAR-`1011-22750033,44,22759155

103. SANDEEP STORE ANIL KUMAR 75 75 YES 18/18, TRILOKPURI 9891800898

104. SETU TELECOMMUNICATION SETHU 25 25 YES

MCD, NR,PKT-4, MAYUR VIHAR-1 011-22331976

105. SHARDA SWEETS SHARDA 75 75 YES VASHUNDHRA 9811672341106. SHARMA GIFT

CORNERDEEPAK SHARMA 50 50 YES

SH.NO-17, PKT-2, MAYUR VIHAR 9818448853

107. NAVEEN STORE108. SHIV SHAKTI

SOUTH INDIAN FOOD

NAVEEN

PRADEEP

50

50

75

50

YES

YES

TRILOKPURI

S.NO-11, DDA MKT,PKT-4, MAYUR VIHAR

9911531289

9911534912

109. SHIVA PROVISION STORE AKHIL 100 100 YES

189,PRATAP NAGAR,MAYUR VIHAR-1 9910220488

110. SHIVAM STORE SHIVAM 0 25 YES MAYUR VIHAR 9350647838111. SHREE BALAJI

CONFECTIONARY NAND 50 50 YESGANGA MKT,CSC MKT,

MAYUR VIHAR 9933456789112. SHREE BALAJI

STORE PRAVEEN 50 50 YESSH.NO-15A/2D- PARK,

PANDAV NAG. 011-22485361113. ANIL TEA STALL114. SHUBHAM

CONFECTIONARY

ANIL

SHUBHAM

50

75

50

50

YES

YES

PANDAV NAGAR

TRILOKPURI

9833452190

9891672040115. SHUKLA GENERAL

STORE SHUKLA JI 100 100 YES 16/107,TRILOKPURI 011-22338872116. SINGH GEN.

STORES SP SINGH 70 75 YES TRILOKPURI 9868723773

117. SINGHAL STORE SURESH KUMAR 50 50 YES S-117, PANDAV NAGAR 011-22474261

118. SNACKS POINTSHANKAR CHORASIA 50 50 YES

G-8, SAMACHAR MARKET,MAYUR VIHAR-1

9871118971,011-22714976

119. SOOD STORE MR.SOOD 0 75 YESG-3 , ADITYA ARCADE,

PREET VIHAR 9871580879120. STANDARD PAN

CORNER NADEEM 100 75 YESS.N-67, BL-

27 ,TRILOKPURI 9958769585, 9312421414121. STAR

RESTAURANT & CATERS

BALRAJ KR. TALWAR 75 75 YES

SH.N-4-5,BL.N-20 CENT.MKT,TRILOKPURI 9871327915, 9968276902

122. SUMIT PASTY SHOP SUMIT 50 50 YES

F-5,VIKAS MARG , LAXMI NAGAR, DELHI-92 9811118732

123. SUNNY PASTRY SUNNY 75 75 YES C-35, PANDAV NAGAR 9910117172

124. SUPER STORE RINKU 75 75 YESSHLNO- 4, PANDAV

NAGAR 9911292455125. SURESH GENERAL

STORE SURESH KUMAR 75 75 YES 12/2 , TRILOKPURI 921079041

126. TAJ SWEETS TAPAN 100 100 YES TRILOKPURI 9289324190

127. THE GIFT SHOP PANKAJ 50 50 YES11/174,GEETA

COLONY,DELHI-110 031 9818365301

128. THE NEST CAFÉ V.KUMAR 25 50 YESS.N.20, BSC, MAYUR

VIHAR-19811047198,011-22759448

129. TREAT PASTRY SHOP VIJAY 75 75 YES

PANDAV NAGAR , MAYUR VIHAR-1 9211320041

130. TRIVANI GENERAL STORE VISHNU KUMAR 50 75 YES 5/231, TRILOKPURI, DELHI 9968937448

131. TULI GENERAL STORE KULDEEP 50 75 YES

SH.NO-18, PKT-2, MAYUR VIHAR-1 9891239886

132. VANDANA PROV. STORE VANDANA 50 50 YES MAYUR VIHAR 9811234598

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133. VASUNDHARA

STORE VIJAY BANSAL 75 50 YESCHILLA

VILLAGE,NEAR.SADAR 9810182783

134. VIKASH STORE RAJ KUMAR 75 75 YES 11/160, TRILOKPURI 9213632052135. VINOD GENERAL

STORE GULAB CHAND 50 50 YES 20/125, TRILOKPURI 9871055520

136. YASH DAIRY 0 25 NOS.N.G-2, PLOT-3, SAMACHAR MKT

137. LAXMI STORE LAXAMI 50 75 YES BINOD NAGAR 9876543981

138. NIKKI STORE NITTU 65 75 YES 19/33,VINOD NAGAR 9911382765 139. HARYANA STORE GRPEET 76 85 YES 33/98,BINOD NAGAR 011-22456931 140. RAWAT GENERALSTORE

NAWEEN RAWAT 50 75 YES 99/11,VINOD NAGAR 98227654389

141.GUPTA TELECOM S. GUPTA 80 80 YES ANAND NAGAR 011-22398765 142.R.K.GENERAL STORE RAKESH 50 75 YES ANAND NAGAR 9811764898 143.BHAGWANDASH STORE SUJIT 90 100 YES ANAND NAGAR 9278965420 144.SUMAN GENERAL STORE SUMAN 75 50 YES 12/3,ANAND NAGAR 011-22668732 145.SAMEER'S RESTAURANT RAJU 60 75 YES

180, PRATAP NAGAR, MAYUR VIHAR-`1 011-22750033

146.SANDEEP STORE ANIL KUMAR 75 75 YES 18/18, TRILOKPURI 9891800898 147.SETU TEL COMMUNICATION SETU 25 25 YES

MCD, NR,PKT-4, MAYUR VIHAR-1 9911765687

148.SHARDA SWEET SHARDA 75 75 YES VASHUNDHRA 9988224156 149.SHARMA GIFT CORNER

DEEPAK SHARMA 50 50 YES

SH.NO-17, PKT-2, MAYUR VIHAR 9818448853

150.SHIV SHAKTI INDIAN FOOD KAMAL JI 50 50 YES

S.NO-11, DDA MKT,PKT-4, MAYUR VIHAR 9911892182

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DATA ANALYSIS

Q-1) DOES RETAILER HAVE KNOWLEDGE ABOUT POG?

ANS) YES

Q-2) POG HAS BEEN EXPLAINED TO THE RETAILER BY?

Q-3) DOES SALESMAN HELP YOU IN ARRANGING THE PRODUCTS ACCORDING TO THE PLANO GRAM?

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Q-6) DOES RETAILER THINKS THAT POG PROVIDES CONVENIENCE TO THE CUSTOMER WHILE PURCHASING THE PRODUCT?

Q-7) DOES RETAILER THINKS THAT POG ENHANCES VISUAL APPEAL OF VISI COOLER?

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Q-8) DOES RETAILER THINK THAT POG HELPS IN INCREASING SALES?

Q-9) DOES RETAILER THINK THAT POG HELPS IN MAINTAINING INVENTORY?

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Q-10) DOES RETAILER THINK THAT POG HELPS IN LIQUIDATE OLD STOCK?

Q-11) DOES RETAILER THINK THAT FOLLOWING POG MAINTAINS OPTIMUM COOLING OF VISI COOLER?

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Q-12) DOES RETAILER THINK THAT POG HELPS PROPER UTILIZATION OF SPACE?

Q-13) DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS IT IS “TIME CONSUMING”?

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Q-14) DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS “PRODUCTS ARE OUT OF STOCK”?

Q-15) DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS HE/SHE DOESN’T HAVE A HELPER?

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Q-16) DOES RETAILER FINDS IT DIFFICULT TO UNDERSTAND POG?

Q-17) DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS THERE IS NO ASSISTANCE GIVEN TO HIM/HER BY COMPANY PERSONNEL?

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FINDINGS

Sell of Pepsi products can raise with regular Advertisements.

The POG is good programme to promote the Pepsi products.

This programme gives the easy visibility to the products in the visicooler.

Some of the retailers have their argue and it takes a long time to arrange the

bottles.

Some think that it is not so much beneficial but majority thinks it is best way

to promote the products.

Merchandiser is not conscious , so the retailers don’t take interest in the

POG.

Merchandiser does not reach to clean the visicooler.

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Planogram is the programme by which retailers can know about the

availability of products in one sight visit to visicooler only.

RECOMMENDATION

To give close eyes on the merchandisers of specific rout.

CE must instruct the merchandiser about the daily work.

CE must visit retailers shop to enquire for working report of the day.

PLANOGRAM must be remembered to the merchandiser.

Visicooler must be clear by merchandiser at least on alternative days.

Surprise visit should be there to know the work done by merchandiser.

Firstly retailers should clearly know that what is POG & what benefit they

will get after applying this. And this should be explained by the CE or any

company upper level employee.

Complains should be entertain as soon as possible.

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Delivery must be at the time.

Orders by the retailers should be executed in a proper manner to avoid

irregular availability.

Benefits after applying POG must be known to the retailer.

CONCLUSION

I. Recognize the importance of good hygiene practices to enhance store and

department image.

II. Identify and reduces the causes of out of stocks to increase sales and

satisfaction.

III. Create a cultural change of retail shops to improve overall performance and

efficiency of Personnel and inventory investment.

IV. Allow the merchandiser to take more active part in the program.

V. Maximum compliance between Plano grams and Store Shelves ensures

reaching targets defined during Planogram creation.

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VI. Reduced probability of Out-of-Stocks and Over-Stocks further improves

ROII and Profitability of Merchandising Space.

VII. Providing store-specific plan grams.

VIII. Enable to maintain planogram integrity.

IX. Reduces out-of-stock and delivery problems.

X. Rotation information.

XI. Help to increase productivity of sales associates.

XII. Increase sales and profits.

BIBLIOGRAPHY

Books

1) Principles of Marketing By- Philip Kotler

2) Marketing Research By- N.K. Malhotara

WEBSITES1) www.pepsico.in 2) www.wikipedia.org

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3) www.google.com

COMPANY ANNUAL REPORT

QUESTIONNAIRE

RETAILERS NAME: PHONE NO:ADDRESS:

TICK ACCORDING TO THE OBSERVATION MADE:

1. DOES RETAILER HAVE KNOWLEDGE ABOUT POG? ( ) YES ( ) NO ( ) PARTIALLY

IF YES THEN CONTINUE

2. POG HAS BEEN EXPLAINED TO THE RETAILER BY? ( ) PSR

( ) CE ( ) SPACE WARRIORS ( ) OTHER RETAILER’S

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3. DOES SALESMAN HELP YOU IN ARRANGING THE PRODUCTS

ACCORDING TO THE PLANO GRAM? ( ) ALWAYS

( ) RARELY ( ) NEVER

4. WHAT EXTENT POG HAS BEEN FOLLOWED? ( ) 1ST SHELF ACCORDING TO POG

( ) 2ND SHELF ACCORDING TO POG ( ) 3RD SHELF ACCORDING TO POG ( ) 4TH SHELF ACCORDING TO POG ( ) 5TH SHELF ACCORDING TO POG ( ) ALL THE SHELVES ( ) NONE OF THE SHELVES

5. DOES RETAILER THINK THAT POG IS BENEFICIAL FOR HIM? {RATE IT ON THE SCALE OF 1 TO 5}

1----------2-----------3-----------4------------5AGREE DISAGREE

6. DOES RETAILER THINKS THAT POG PROVIDES CONVENIENCE TO THE CUSTOMER WHILE PURCHASING THE PRODUCT? ( ) COMPLETELY AGREE ( ) PARTIALLY AGREE ( ) DOES NOT KNOW ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE

7. DOES RETAILER THINKS THAT POG ENHANCES VISUAL APPEAL OF VISI COOLER? ( ) COMPLETELY AGREE

( ) PARTIALLY AGREE ( ) DOES NOT KNOW ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE

8. DOES RETAILER THINK THAT POG HELPS IN INCREASING SALES? ( ) COMPLETELY AGREE

( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE

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( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

9. DOES RETAILER THINK THAT POG HELPS IN MAINTAINING INVENTORY? ( ) COMPLETELY AGREE

( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

10. DOES RETAILER THINK THAT POG HELPS IN LIQUIDATE OLD STOCK? ( ) COMPLETELY AGREE

( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

11. DOES RETAILER THINK THAT FOLLOWING POG MAINTAINS OPTIMUM COOLING OF VISI COOLER?

( ) COMPLETELY AGREE ( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

12. DOES RETAILER THINK THAT POG HELPS PROPER UTILIZATION OF SPACE? ( ) COMPLETELY AGREE

( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

13. DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS IT IS “TIME CONSUMING”? ( ) COMPLETELY AGREE

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( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

14. DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS “PRODUCTS ARE OUT OF STOCK”?

( ) COMPLETELY AGREE ( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

15. DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS HE/SHE DOESN’T HAVE A HELPER?

( ) COMPLETELY AGREE ( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

16. DOES RETAILER FIND IT DIFFICULT TO UNDERSTAND POG? ( ) COMPLETELY AGREE

( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE ( ) DOES NOT KNOW

17. DOES RETAILER THINK THAT IMPLEMENTING POG IS DIFFICULT AS THERE IS NO ASSISTANCE GIVEN TO HIM/HER BY COMPANY PERSONNEL? ( ) COMPLETELY AGREE

( ) PARTIALLY AGREE ( ) PARTIALLY DISAGREE ( ) COMPLETELY DISAGREE( ) DOES NOT KNOW

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