SDM NAWNIT

7/30/2019 SDM NAWNIT

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

Mohit roy 1


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COMPANY OVERVIEW-PEPSICO

International company -offered convenient snacks,foods and beverages.Pepsi made first appearance in the world in 1890.World headquarter - New York Asia's headquarter - Hong KongIndian headquarter - Gurgaon.

PepsiCo entered India in 1989.43 bottling plant, company owned -16 and franchiseeowned- 27Revenues= 44.00bn US $

Employees= 247000 2


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COMPANY OVERVIEW-COCA-COLA

International company -offered convenient snacks, foodsand beverages.Coca-cola entered India in 1993.62 bottling plant, company owned -26 and franchiseeowned- 36.Coca-Cola currently offers nearly 400 brands in over 200countries and serves 1.5 billion servings each day.Interbrands Global Brand Scorecard for 2008 ranked

Coca-Cola the NO.1 Brand in the World and estimated itsbrandvalue at $70.45 billionMarket capital =158.19bn US $REVENUES = 43.00BN US $EMPLOYEES = 150000 3


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Coco-Cola49%

PepsiCo43%

Other8%

MARKET SHARE

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DISTRIBUTION CHANNEL OF PEPSICO

Company

Distributor Deopt Rural distributioncenter

Interiordistribution center

Retailer

Consumers5


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PARAMETERS COKE PEPSI

Size of sales force

a) B2Bb) B2C

45275-290

54250-280

Duties and responsibilities of sales force

Order taking,

Order delivering,

Complaints handling,

Sending sales report on

daily basis.

Order taking,

Order delivering,

Grievance handling,

Sending sales report on

daily basis.

Whom do they report to Distributor/ Deopt Distributor/Deopt

Target allotted Value(Rs) Depends on area,

Season,

Last years sales,

Market size.

Depends on area,

Season,

Last year sales,

Market size. 7


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PARAMETERS COCA COLA PEPSICO

Performance evaluation of sales force.

a)Quantitative (80%)i) Sales volume in value

ii) Sales volume in units

iii) As a % of market potential

iv) No. of new accounts addedv) No. of lost accounts

b) Qualitative (20%)

i) Negotiation skills

ii) Goodwill generation

iii) complaints handling

30%

25%

20%

20%-5%

-

30%

70%

20%

30%

20%

25%-5%

20%

30%

50%

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COMPLAINTS HANDLING This starts from: Ensuring Receipt, Documentation andFollow Up of all complaints to be take care of within aspecified time in order to achieve Retailer Satisfaction.The retailer complains directly through phone or throughthe sales team visiting them. Types of complaints handledare related to:

SchemesSupply and ServiceQuality of ProductCooling Equipment

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Distributionfunctioning

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CRITERIA FOR SELECTION OF DISTRIBUTORS

Coco-Cola PepsiCo

Investment 80 lc 80-120 lc

Good social network Yes Yes

Experience 5 yr 3-5 yr

Manpower Yes Yes

Vehicle ownership Yes Yes

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WEIGHTAGE FOR SELECTION OF DISTRIBUTORSCOCA-COLA PEPSICO

PARAMETERS WEIGHTAGE WEIGHTAGE

Investment 25-30% 23-30%

Godown ownership 20-25% 18-22%

Man power 30-35% 35-40%

Vehicle ownership 6-8% 5%

personal involvement 5% 3%

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FUNCTIONS PERFORMED BY DISTRIBUTORSPARAMETERS COCA- COLA PEPSICO

Bulk-breaking Varies Varies

Warehousing Yes Yes

Transportation Road RoadMarket information Customer intelligence,

Competitor intelligence, Tastes and preferences of customers

Customer intelligence, Competitor intelligence, Tastes and preferences of customers

Maintaining Visualmerchandising, bannersand posters

Ensure that products aredislayed a/c to planogram,checking signboard, wallpainting, rack, stand rack,counter rack &posters.

Ensure that products aredislayed a/c toplanogram,banners arepassed to retailers

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COCO-COLA PEPSICO

FINANCIAL TERMS

Profit Margina) To distributorsb) To retailers

3-4.5%7-10%

4-5.5%9-12.5%

Credit terms and policies

1)Credit amounta)Company to distributorb)Distributor to retailer

N/ACan provide

N/AN/A

2)Credit period One month (forretailers)

N/A

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COCO-COLA PEPSICO

3)Rate of interest N/A N/A

Discounts provided

i) Cash discount N/A N/A

ii)Quantity discount Variable Variable

Frequency of visit by co.personnel to distributor:

a)Customer Executive/ Supervisor

b)TDM

Once in a week

Once in months

Twice in a week

Once in a month

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PARAMETERS COCA-COLA PEPSICO

1).Average order sizea). Distributor to company

b). Retailer to distributor

Depend on demand,

season

Depend on demand,

season

Depend on demand, season

Depend on demand,

season

2)How orders are placed

a).Distributor to company

b). Retailer to distributor

Telephone, mail-ordering

through distributor

representative

Telephone, mail-ordering

through distributor

representative,

3) Delivering time 1-2days 1-3 days 18


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COCA-COLA PEPSICO

4) Frequency of order daily 1-2 days

5) Inventory maintained

1 day stock is maintained

(frequent visits by the co.s

vehicle)

2-3 days stock is maintained

6) Unsold/damaged

merchandise

replaced replaced

7) IT Used

a) Stock keeping

b) Account keeping

c) Problems handling

a) Stock keeping

b) Account keeping

c) Problems handling

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COCA -COLA PEPSICO

Modes of transportation(fromcompany to distributor)

Companys vehicle (tata ace,tata407,tata 909)

Companys vehicle (tata ace,auto,tata 407)

Expenses of transportation

a) From company to distributor

b) From distributor to retailer

By company

By distributor

By company.

By distributor

Warehousing

a) Storage capacity

b) Self owned / rent

Minimum 300 sq m

Self owned/rental

Minimum 250 sq m

Self owned/rental

Stock keeping is done by Stock keeper Warehouseman/

Stockman 20


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Parameters of Satisfaction Level

Delivery on time.Margin .

Employees behavior.Brand of company.Discount & Scheme.Damage policy.

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Satisfaction Level Chart Of Coco-Cola

QUESTION WEIGHTAGE RATING TOTAL COULMN

Delivery on time 20 4 80

Margin 20 3 60

Employees behavior 10 3 30

Brand of company 15 4 60

Discount & Scheme 20 3 60Damage policy 15 3 45

TOTAL 335

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SATISFACTION LEVEL WEIGHTAGE

HIGHLY SATAISFIED 5SAISFIED 4

AVERAGE 3

DISSATISFIED 2

HIGHLY DISSATISFIED 1


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Satisfaction Level Chart Of PepsiCoQUESTION WEIGHTAGE RATING TOTAL COULMN

Delivery on time 20 4 80

Margin 20 4 80

Employees behavior 10 3 30

Brand of company 15 4 60

Discount & Scheme 20 4 80

Damage policy 15 4 60

TOTAL 390

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SATISFACTION LEVEL WEIGHTAGE

HIGHLY SATAISFIED 5

SAISFIED 4

AVERAGE 3

DISSATISFIED 2

HIGHLY DISSATISFIED 1


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RECOMMENDATIONS

A complaint Register should be assigned by the company toevery distributor in every route so that, retailers can writetheir problems. The complaint register should be checked by Customer Executive (CE) and depot in-charge time to time.Customer Executives should take the feedback from thesalesman and the distributors for solving retailer problem.

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ANNEXURES3) Jai coldrinks

North campus; oppositeluthra hospital; gali no.8 ;

4) Preetam enterprisesMayur vihaar pkase-1

kotla village; houseno.213

27GROUP NO 9

1) Shree shyam enterprises,kalindi kunj ; aliwala pul ;shulabh vihar part-1

2) Sumit Cold drinks .power house-3; gali no.56

badarpur

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