A

PROJECT REPORT

ON

“STUDY ON DISTRIBUTION OF PEPSICO THROUGH THE RETAILERS IN PATNA CITY”, PATNA

SUBMITTED TO

UNIVERSITY OF PUNE

FOR PARTIAL FULFILLMENT OF 2 YEARS FULL TIME COURSE

MASTERS IN MARKETING MANAGEMENT

SUBMITTED BY

ABDUL QUADIR(BATCH 2011-13)

UNDER THE GUIDENCE OF

PROF. A. RAM KUMAR

SINHGAD INSTITUTE OF MANAGEMENT VADGAON, PUNE-411041(2011-2013)

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Declaration

I Abdul Quadir do hereby declare that the project entitled “STUDY ON DISTRIBUTION OF PEPSICO THROUGH THE RETAILERS IN PATNA CITY”, PATNA Carried at “LUMBINI BEVERAGES PVT. LTD.”, Patna is an original work carried out by me under the guidance of

Prof. A. Ram Kumar, in partial fulfillment of Post-Graduation Program during academic year, all the data represented in this project is true and correct to the best of my knowledge and belief. This work has not been submitted for any other degree / diploma exam elsewhere.

Place: Pune Abdul Quadir

Date:

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Acknowledgement

A Project usually falls short of its expectation unless guided by the right person at the

right time. Success of a project is an outcome of sincere efforts, channeled in the right

direction, efficient supervision and the most valuable professional guidance.

This project would not have been completed without the direct and indirect help and

guidance of such luminaries. They provide me with the necessary recourses and

atmosphere conductive for healthy learning and training.

At the outset I would like to take this opportunity to gratefully acknowledge the very

kind and patient guidance I have received from my project guide Mr. S. Banerjee.

Without his critical evaluation and suggestion at every stage of the project, this report

could not have reached its present form. I would like to convey my sincere thanks to the

Director of SIOM Dr. S.D. Awale for his encouragement. In addition, my internal

guide Prof. A. Ram Kumar; Faculty has critically evaluated my each step in

developing this project report. Lastly, I would like to thank all the members of

Lumbini Beverages Pvt. Ltd. And my colleagues who gave me fruitful

information to finish my project.

TABLE OF CONTENTS

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Sr. No. Topic Page no1 Executive Summary2 Introduction 1-3

3 Company profile 4-174 Conceptual Background 18-29

5 Research Methodology 30-326 Data Analysis & Interpretation 33-487 Findings, Suggestions and Conclusion 49-51

8 Bibliography & Webliography 529 Annexure 53-55

EXECUTIVE SUMMARY

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Title of the Project: “STUDY ON DISTRIBUTION OF PEPSICO THROUGH THE RETAILERS IN PATNA CITY”,

Introduction:I was assigned to study the pre sale booking system at Lumbini Beverages Pvt. Ltd. Pre sale

booking activities play a greater and important role in the entire marketing effort being

carried out by Lumbini Beverages Pvt.Ltd, “to generate more sales as well as to create and

maintain relations with the retailers”.

Thus Lumbini Beverages Pvt. Ltd carried out its pre sale booking system activities as a

controlled and integrated program of communication and material design to present its soft

drink to the prospective customer. It also helps in communication the need satisfying

qualities of soft drink, to facilitate the sales and eventually to contribute towards the profit in

long range.

When Mr. Rajeev Gandhi came into the power as Prime Minister of India, then it

was expected the liberalization of Indian economy. This was the expectation of his

modern concept regarding every walk of life. When Pepsi has appealed on our collective

consciousness of few years ago to be more exact in April 1989. When it set up operation

for beverages snack foods and export business. The establishment of Multinational

Company Pepsi was supposing to prediction in present Indian business scenario.

About The Project:

The project was carried to find out the following objective:-

1. To study and analyze pre sale booking system.

2. To know retailer perception and response to pre sale booking system.

3. To evaluate performance of Pilot Sales Representative (PSR’s).

4. To find out the problems retailer are facing.

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5. To know about the stock position of Pepsi product at different outlets.

Findings:

According to the survey we came to know that most retailers prefer pre sale

booking system because of timely availability of stocks, proper communication among

the retailers and PSR’s. Retailers are the good intermediaries so the company should give

more packages to the retailers, by which they can looks towards the high sales of this

particular brand. Sometimes absence of stocks annoys retailer and consumers, so

company should keep a watch to the availability of brand. Most of the retailer’s

satisfaction towards distributor’s performance is neutral some are dissatisfied. Majority

of the retailers said that they have all brands of Pepsi in the outlets. At last marketing

channels are sets of interdependent organization involved in the process of making a

product or service available for use or consumption.

Conclusion:

Pepsi & its Product Co. are the Profitable MNC’s in not only India but also in the whole

world. Its main competitor is Coca-Cola. Pepsi has built a reputation around the world as a

major player in the soft drink market as well as the leader in the snack food industry.

Currently they are facing stiff competition from Coca-Cola, but with their various marketing

ventures as well as the selling of their restaurant franchises, Pepsi is poised to give Coke a

definite battle in the future as to which cola consumers want. Promotional activities play a

greater and important role in the entire marketing effort being carried out by Lumbini

Beverages (pvt.) Ltd. “to generate more sales as well as to create and maintain an image of

its product”.

INTRODUCTION

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“Marketing channels are sets of interdependent organization involved in the

process of making a product or service available for use or consumption.”

The main objective of the marketing process is to distribute the products to the

actual users. This function involves a number of sub-functions to be performed by a

producer or manufacturer. These two functions are most important first, the creation of

demand is made through the process of advertising and sales promotion activities. On the

other hand the distribution through the channels of distribution. The decision relating to

the channel of distribution is a very important decision from the firm point of view

because the selected channels affect considerable other marketing decision. Such

decisions are of long term nature and exercise their impact on the cost structure of the

firm also.

By channel distribution mean the intermediaries or the process through which the

goods products are transferred from the producer to the ultimate users.

Now a day any of the producers possibly do not sell their goods directly to the

final users. There are a lot of intermediaries between producers and consumer, bearing a

variety of name performing various kinds of function. Some intermediaries like

wholesalers and retailers buy and resale taking the bill. They are known as merchant

middle men and other are brokers, representative sales agent who seeks or search for

customers and negotiate on the behalf of the producer but do not take of goods. These are

called as middlemen.

The manufacturer and its distributive outlets share common objective to sell the

manufactured products at a profit. No doubt its objective differs with the marketing

circumstance. Even though many variation of specific objective fits into some categories.

These are as follows:-

To built distribution network loyalty

To stimulate distribution

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To develop managerial efficiency in distribution organization

To identify the source of supply for the product line at the final buyers level

The channel of distribution is a structure which organized and presents a choice

among alternative channels of distribution of the different marketing situations faced by

retailers, whole sellers and producers within the structure. It may be considered as a

series of function which must be performed in order to make producers efficiency.

To bearing maximum profits of all institutions concerned a channel of distribution

should be treated as a unit of total system of action. The activities of the manufacturer

need to be coordinated with these middlemen used in the distribution of given product.

The important of middlemen in channel of distributional can be over emphasized.

It is that who-

1. Collects concentrates the output of various producers,

2. Subdivides these into lot desired by the customers gathers various items together

in the assortment wanted and

3. Disperses the assortment to consumer industrial buyers.

Objectives:

1. To study and analyze pre sale booking system.

2. To know retailer perception and response to pre sale booking system.

3. To evaluate performance of Pilot Sales Representative (PSR’s).

4. To find out the problems that the retailer’s are facing.

5. To know about the stock position of Pepsi product at different outlets.

SCOPE OF THE STUDY

The training in the organization is very important for a student who is undergoing with such

course. This course is not the answer for all the problems, which arises in the practical fields.

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There is no certain formula for any particular problems, but the aim of this study is to

develop the ability of decision-making. A right decision at right time itself helps an

organization to run smoothly.

This training in an organization gives an idea how decisions are taken tact fully when any

problem comes to an executive. So the way of problem solving, right decisions making and

knowledge of different type of marketing activities give much importance to the study.

Though only in two months it was not possible to understand it so deeply but an overall idea

could develop.

LIMITATIONS:Every work has some limitations and in this limitation we have to do a wok as summer project is a time bound process so in which I found various limitation which are as follows:

Retailer’s mindset about the survey was also an obstacle in acquiring complete

information and positive interaction.

Time and Money is also one of the important limitations.

The sample has taken only 100 respondents. They may not represent the whole

population.

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

Shareholder

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.

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.

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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.

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

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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 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.

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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, 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 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.

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PepsiCo Americas Beverages (PAB)

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

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, 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, Fruit works 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

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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

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

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.

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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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Soft 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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PIZZA HUT

It 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.

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.

Company Milestones

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2011

Tingyi Holding and PepsiCo enter into agreement to form strategic alliance in China

PepsiCo Foundation expands commitment to Water.org with $8 Million contribution to scale 'Water Credit' across India

2010

Frito-Lay commits to making 50% of its product portfolio made with all natural ingredients

PepsiCo increases investment in O.N.E., One Natural Experience

2009

PepsiCo is named to the 'Best Companies for Multi Cultural Women' list by Working Mother magazine

2008

Pepsi to take over New Year's Eve 2009 in New York City's Time Square with new packaging design and messages

2007

PepsiCo signs Maria Sharapova for International endorsement of Gatorade and Tropicana

Tropicana launches Tropicana Healthy Heart with Omega-3s, the first national orange juice to include omega-3s

2006

Quaker Snacks Unveils Breakfast Cookies Doritos unveils new packaging, including an updated logo PepsiCo Launches Pepsi Limon in Peru

2005

Frito-Lay introduces Doritos Black Pepper Jack Diet Sierra Mist becomes Sierra Mist Free.

2004

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PepsiCo Launches 'Health Roads' Wellness Benefit for Associates and Their Families PepsiCo's new "Smart Spot" program is featured as an example of the food industry's focus on health and wellness in today's edition of USA Today.

2003 Pepsi-Cola launches Sierra Mist nationally. PepsiCo launches "Get Active/Stay Active" program.

2002 Frito-Lay introduces Go Snacks, canisters that truly go anywhere. Gatorade introduces new Gatorade ICE in three flavors- Orange, Lime and Strawberry.

2001Pepsi-Cola Company launches Dole single-serve juices in vending machines, coolers and other retail outlets throughout the United States. Pepsi-Cola's flagship brand will have new tagline, "The Joy of Pepsi."

2000Pepsi-Cola revives its "Pepsi Challenge" advertising campaign. Challenge includes Pepsi One and Diet Coke as well as regular cola.

1999Steve Refinement named president of PepsiCo.

1998Pepsi-Cola introduces two-litre plastic bottle with built-in "grip handle" that makes it easier to grip and pour.

1997Pepsi-Cola introduces new advertising campaign with the theme "Generation Next."

1996Pepsi-Cola launches Pepsi World at www.pepsiworld.com

1995Pepsi-Cola introduces "Nothing else is a Pepsi" theme line.

1994Pepsi-Cola is first major soft drink maker to begin producing and distributing its product in Vietnam.

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1993Frito-Lay launches new Doritos brand Tortilla Thins. Within five months of launch, Tortilla Thins breaks into the ranks of the 10 largest-selling snack chips in the U.S.

1992PepsiCo purchases an equity interest in California Pizza Kitchen. It is sold in 1997.

1991PepsiCo acquires an equity interest in Wedel SA, the leading manufacturer of chocolate and confectionery in Poland Snacks now include operations in 23 countries.

1990 PepsiCo stock splits three-for-one. PepsiCo acquires a controlling interest in Gamesa, Mexico's largest cookie company.

1989PepsiCo acquires Walkers Crisps and Smith Crisps, two of the United Kingdom's leading snack food companies.

1988Pepsi-Cola International enters a landmark joint venture agreement in India.

1987"Mustang," a Diet Pepsi commercial, becomes the first ad ever to appear in a home video cassette. The cassette, "Top Gun," becomes the largest-selling video ever.

1986The corporation is reorganized and decentralized. Beverage operations are combined under PepsiCo Worldwide Beverages; snack food operations are combined under PepsiCo Worldwide Foods.

1985Pepsi-Cola products are available in nearly 150 countries and territories around the world. Snack food operations are in 10 international markets.

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A THEORETICAL FRAME WORK OF CHANNEL OF DISTRIBUTION

“Marketing channels are sets of interdependent organization involved in the

process of making a product or service available for use or consumption.”

The main objective of the marketing process is to distribute the products to the

actual users. This function involves a number of sub-functions to be performed by a

producer or manufacturer. These two functions are most important first, the creation of

demand is made through the process of advertising and sales promotion activities. On the

other hand the distribution through the channels of distribution. The decision relating to

the channel of distribution is a very important decision from the firm point of view

because the selected channels affect considerable other marketing decision. Such

decisions are of long term nature and exercise their impact on the cost structure of the

firm also.

By channel distribution mean the intermediaries or the process through which the

goods products are transferred from the producer to the ultimate users.

Now a day any of the producers possibly do not sell their goods directly to the

final users. There are a lot of intermediaries between producers and consumer, bearing a

variety of name performing various kinds of function. Some intermediaries like

wholesalers and retailers buy and resale taking the bill. They are known as merchant

middle men and other are brokers, representative sales agent who seeks or search for

customers and negotiate on the behalf of the producer but do not take of goods. These are

called as middlemen.

The manufacturer and its distributive outlets share common objective to sell the

manufactured products at a profit. No doubt its objective differs with the marketing

circumstance. Even though many variation of specific objective fits into some categories.

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These are as follows:-

To built distribution network loyalty

To stimulate distribution

To develop managerial efficiency in distribution organization

To identify the source of supply for the product line at the final buyers level

The channel of distribution is a structure which organized and presents a choice

among alternative channels of distribution of the different marketing situations faced by

retailers, whole sellers and producers within the structure. It may be considered as a

series of function which must be performed in order to make producers efficiency.

To bearing maximum profits of all institutions concerned a channel of distribution

should be treated as a unit of total system of action. The activities of the manufacturer

need to be coordinated with these middlemen used in the distribution of given product.

The important of middlemen in channel of distributional can be over emphasized.

It is that who-

1. Collects concentrates the output of various producers,

2. Subdivides these into lot desired by the customers gathers various items together

in the assortment wanted and

3. Disperses the assortment to consumer industrial buyers.

The role of middlemen that of specialist in concentration equalization and dispersion

besides he side in the creation of the time from and procession utilities.

Types of Marketing Channels

1. Direct marketing channel : A marketing channel that has no intermediaries level

2. Indirect marketing channel : Channels containing one or more intermediaries

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Customer Marketing Channels

Channel 1. Manufacturer………………………………………………..…Consumer

Channel 2. Manufacturer……………Retailer……………………………Consumer

Channel 3. Manufacturer……...Wholesaler………….Retailer…………Consumer

Channel 4. Manufacture…….Wholesaler……Jobber……Retailer…….Consumer

CHANNEL DYNAMICS

Distribution channel do not stand still. New wholesaling and retailing institution

emerge and new channel system evolves. There are four types of marketing channels.

1. Conventional Distribution Channel

A Channel consist one or more independent wholesaler and retailers. Each is a

separate business seeking to maximize its own profits even if this goal reduces

profit for the system as a whole. No. of channel members has complete or

substantial control over the other members.

2. Vertical Marketing Channel

This is most recent marketing channel. A distribution channel system as

producers, wholesaler and retailers act as unified systems. One channel member,

the channel captain owns the others or franchises them or has so much power that

they all co-operate. The channel captain can be the producer, the wholesaler or the

retailer.

3. Horizontal Marketing Channel

A distribution channel system in which two or more unrelated companies put

together resources or programmes to exploit an emerging marketing opportunity.

26

4. Multi Channel Marketing

In the past, many companies sold to single market through a single channel. Multi

channel marketing occurs when a single firm uses two or more marketing

channels to reach one or more customer segments.

RETAILING

Includes all the activities involved in selling goods or services directly to final

consumers for personal non-business use. A retailer or retail store is any business

enterprise whose sales volume comes primarily from retailing.

Retailers are the last but not the least in the marketing channel through whom the

eventual transfer of ownership of goods take place. The use of retailer boils down to their

superior efficiency in making goods widely available and accessible to target markets. In

most of the cases the retailers performs the important functions mentioned as under.

1. Information

2. Promotion

3. Negotiation

4. Ordering

5. Financing

6. Risk Taking

7. Physical Possession

8. Payment

9. Title

The major types of retailer are as following:-

1. Specialty Store: - They sell narrow product line with deep assortment.

2. Departmental stores: - They sell several product lines with each line operated as

separate department managed by specialist buyers or merchandisers.

27

3. Super market: - They are relatively large, low cost, low margin, high volume self

service operation designed to serve total needs for food, laundry and household

maintenance product.

4. Convenience Store: - These are relatively small store located near residential areas,

open long hours, seven days a week and carrying united lines of high turnover

convenience products at slightly higher prices.

5. Discount Store: - These sell standard merchandise at lower prices with lower

margins and higher volumes.

6. Off price Retailers: - These sell the merchandise which are bought at less than

regular wholesale prices and sold as less than retail. These may be of three types

mentioned as under:

a) Factory orders

b) Independent off price retailers

c) Warehouse clubs ( Wholesale clubs )

28

Channel of Distribution of Lumbini

Beverages Pvt. Ltd. Hajipur, in PatnaTo make its products available at the right places at the right time in the market,

the sales department of the company pays major attention on controlling the channels of

distribution.

Single type of markets channel is maintained by the company right from its

pioneering stage. The nature of the channel is as follows:-

Company

Distributors

Dealers

Different Outlet Owners

Consumers

At first the soft drinks supplied to the distributors directly. Retailers or owners of

any outlet cannot take the delivery from company. They have to take the products from

their respective or nearest distributor.

There are about 50 distributors and innumerable number of retail outlets operating

with the company in its entire market areas which contains total Bihar. In all the

important places of entire territory this company has its distributors.

These distributors selected on the basis of assurance given by them regarding the

minimum sales which they have to maintain annually. The selection is also done on the

basis of the financial position and reputation of distributor in the market. As for example

in appointing a distributor first engaged in soft drink business second priority is given to

those people who are in cigarette selling business. Depending upon the market, each

distributor in the initial stage has to deposit some security money.

29

The retailers are selected by the distributor fixed criteria for the selection or

appointment or retailers from the side of the distributor. Any one like Panwala,

Cigarettewala or any other shopkeeper can have the stall for the sale of soft drinks and

they are called retailers or outlet owners. They have to give assurance to the concerning

distributor for better sale and at the time of taking delivery they have to deposit the

security i.e. the charges if the empty bottles with specified retailers purchasing price. The

charges if the empty bottles with specified retailers purchasing price. The distributor at

first has to seek the permission of sales department for the number of cases of soft drinks

required by them. After getting the proper authority from sales department paying the

requisite amount either cash or demand draft.

30

WAREHOUSING

Every company has to store its finished goods until they sold. A strong facility is

necessary because production and consumption cycles rarely match.

Warehousing is not a simply storing activity but a package of services that

enables the smooth running of the industry.

The stores must be in constant touch with the use department in order to provide

uninterrupted services to the manufacture and its decision since working capital is locked

up in the warehousing stores in equal to money.

The stores functions can be organized in the following manner:-

a) To receive raw material components equipments etc.

b) To meet the demand of use department by issuing the order

c) Accounting the transaction properly.

d) Minimizing obsolescence surplus and scrap by right identification and

using correct preservation method.

The company supply finished products frequently to different distributors as per

the demand.

Every distributor keeps a minimum stock of different products of the product line

so that the uninterrupted supply could not affect.

In the industrial sector service of optimization where boils down to any exercise

of optimization where limited available resources are to be distributed equitably.

The problem arises from the material that are in stock the form of capital cost,

storage loss, pilferage obsolescence, insurance, handling, documentation etc. Services

level that can be maintained and hence the concept stores in money should be understood

by everybody in the organization.

31

INVENTORY DECISION

(1) Branding and Packaging

Out of the total market activities some are directly performed and controlled

by “Lumbini Beverages Pvt. Ltd.” itself some are followed according to the

standing instruction of “Pepsi Foods Pvt. Ltd.

So far as the process of branding and packaging is concerned the “Lumbini

Beverages Pvt. Ltd.” Along with the authorized bottle in India adopt the same

pattern.

(2) Wholesaling

Wholesaling includes all the activities involved in selling goods or services to

those who buy for resale or business use. Manufactures use wholesalers because

wholesalers can perform function better and more cost effectively than the

manufacture can. These functions are not limited to selling and promoting, buying

and assortment building bulk barking, warehousing, transporting financial risk

bearing dissemination of marketing information and provision of management

services and consulting.

Like retailers wholesaler must decide on target market, product assortment and

services promotion and place. The most successful wholesalers are those who adopt

their services to meet and target customer’s needs, recognizing that existing to add

value to the channel.

32

(3) Retailing

Retailing includes all the activities involved in selling goods or services directly

to find consumer for their personal non-business use. A retailer or retail store is any

enterprise which sales volume comes primarily from retailing. All marketer retailers

must prepare marketing plans that include decision on target market. So the

marketing channels can be viewed as a set of interdependent organization with high

potential for conflict. Then why would any business chosen to become part of channel

system.

(4) TRANSPORTATION

Transportation is life blood of business management and commerce. The purchase

office’s job in incomplete until and unless he ensures that the material is shipped from the

vendor’s premises located in different areas to his organization. Purchasing the

transportation is a key element in his job particularly in the context of the transportation

cost. In deciding to transporting models shippers can choose from private contract and

common carriers.

Transport decisions must consider the complex tradeoff between various transportation

mode and their implications for other distribution elements such as warehousing and

inventory.

33

OVERALL ORGANIZATIONL STRUCTURE OF LUMBINIBEVERAGE PVT.LTD

HAJIPUR

Plant manager Finance controller Personnel manager Sales Manager

Quality control Accounts officer Security Depot In charge

Store Keeper Office In charge Sr .Sales Executive

Production department

Time keeper Sale executive

Supervisor Sales

The marketing managers are in charge of all marketing activities that are a sales promotion publicity, and advertisement, marketing study and shipping. But the main function of the marketing is to exercises the control over the channel of distribution.The managers marketing assisted by sales executives, city sales executives and ruler ales executive in charge of shipping department. This can be presented by the organizational chart department as follows.

34

DIRECTOR

STATISTICIAN CITY SALES SALES EXECUTIVE SALES SUPERVISOR

DRIVER HELPER FRANCHISEE CITY SHOWROOM INCHARAGE

SALESMAN LOADERS

35

MANAGING DIRECTOR

SALES MANAGER

Research Methodology:

Exploratory:

To find the stock and sale at different outlets exploratory research method are adopted. A survey form was prepared and the retailers were asked to answer them during the course of their interview.

Schedule Method:Retailer’s responses were conducted with the help of a prepared schedule. Samples are taken at

different locations of Patna area.

Field Observation:During training period we did extensive survey of the retailer’s outlets and consumer to observe

the marketing operation performed by the organization.

TOOLS AND METHOD FOR COLLECTION OF DATA

(A) PRIMARY DATA

Primary data in obtained by a study, specifically designed to fulfill the data needs of the

problem at hand. Such data are original material for specific purpose.

The primary data for this project has been derived on following lines:

Research approach: Survey method

Research instrument: Personal interview & Questionnaire

Type of questions: Close ended

Sampling Techniques: Convenience Sampling

Sampling unit: Retailers

Sample size: 100

Contact: Personal

Area covered: Patna

36

(B) SECONDARY DATA

They are not originally drawn by the researcher as fresh data. These are collected by some

other person for this purpose and published. These types of data can be collected through

various sources. For this study the secondary data were collected from magazines, journals,

references and websites and manuals of the PEPSICO.

Publications of the central, state and local governments

Technical and trade journals

Books, magazines and newspapers

Public records and statistics

Company records

THE SURVEY

A soft drink is a non-alcoholic beverage. It is artificially flavored and contains no fruit or pulp.

India with population of more than one billion is potentially one of the largest consumer markets

in the world after China. The consumer market can be defined as the market for products and

services that are purchased by individuals as households goods for their personal consumption.

Soft drink is a typical consumer product purchased by individuals to quench thirst and secondly

for refreshment.

In today’s fast moving industry and highly competitive market, only those products are likely to

be purchased which are capable of hitting the impulse of the consumers. The products appeal

should be penetrated and get embedded into the perceptual space of the consumer’s mind. The

concerned product should induce to the consumers.

Pepsi believes that “Jo Dikhta Hai Woh Bikta Hai” i.e. any product which is visible is bound to

be sold. That is method to increase the visibility of the products: -Visicooler placement, Glow

signboard, Paintings Crate Stacking, Umbrella, Banners, Danglers, Sun Packs, Display Scheme,

Special Schemes, and rack. Pepsi space club is organized every year for promotion of Pepsi soft

drinks. Pepsi space club programmed is based on a simple and successful formula:

37

“Jo Dikhata Hai, Who Bikhata Hai”.

A great display will result in great sales and that is a100% guaranteed way to add to profits.

The programmed design is simple:

1. Fulfill programmed criteria.

2. Achieve volume target and display.

3. Win fantastic prizes.

38

1) What method do you usually use to place your orders?

Ready sale booking 7

Pre sale booking 75

Phone booking 18

ready sale booking pre sale booking phone booking0

10

20

30

40

50

60

70

80

Method for placing orders

Method for placing orders

Interpretation:

As this graph shows that 75 retailers said pre sale booking system, 18 said phone booking and 7 said ready sale booking.

39

2. How frequently you order

Weekly 56%

Fortnightly 29%

Alternate days 15%

56%29%

15%

Frequency of order

weeklyfortnightlyalternate days

Interpretation:

Above graph shows that 56% retailers place an order weekly, 29% fortnightly & 15% retailers go for alternate days.

40

3) After implementation of Pre sale order booking system how many times in a week it happened that you ran out of stock of particular product of Pepsi?

51%

31%

18%

Shortage of particular product of pepsi

never1-2 times2-4 times

Interpretation:

Above graph shows that after implementation of pre sale 51% said that they never ran out of stock,31% said that it happened only once or twice 18% said that 2-4 times they ran out of stock.

41

Never 51%1-2 times 31%2-4 times 18%

4. Do you think pre sale booking system is beneficial?

Yes 85No 15

yes no0

10

20

30

40

50

60

70

80

90

pre sale booking is beneficial

pre sale booking is beneficial

Interpretation:

85 retailers said that pre sale booking system is beneficial and only 15 retailers said no.

42

Various reason of pre sale booking system is.

Money arrangement 23Timely availability of stocks 24Good communication among the retailers & PSR’S

26

Knowing of schemes 12

money ar

range

ment

avail

abilit

y of s

tocks

communica

tion

knowing s

chem

es0

5

10

15

20

25

30

Reason of pre sale booking sytem

Reason of pre sale booking sytem

Interpretation:

From the above data 23 retailers said they get the time for money arrangement, 24 said timely availability of stocks, 26 said good communications between the retailers and PSR, and 12 said knowing of schemes.

43

5. Availability of variety of product (SKU) of Pepsi at the outlets?

Excellent 15Good 22Average 30Below average 18Poor 15

excellent good average below average

poor0

5

10

15

20

25

30

Availability of variety of products

Availability of variety of products

Interpretation:

Availability of variety of Pepsi products (SKU) at the outlets 30 retailers said average, 22 retailers said it is good, 16 said excellent, 18 said below average and 14 retailers said it is poor.

44

6. Do you have all brands of PepsiCo in your outlets?

Yes 66%No 34%

66%

34%

Brands of pepsi

yesno

Interpretation:

66% of the retailers said that they have all brands of Pepsi and 34% said no because of inability of distributor’s to fill the orders.

45

7. Which brands of soft drinks are available in the outlet?

Pepsi cola 45Mirinda 12Limca 187’Up 10Slice 7Mountain dew 8

pepsi cola

mirinda

limca

7' up

slice

mountain dew

0 5 10 15 20 25 30 35 40 45 50

Soft drinks available in the outlet

Soft drinks available in the out-let

Interpretation:

From the above data 45 retailers said pepsi cola, 18 said Limca, 10 said 7Up, 7 said Slice and 8 said Mountain dew of soft drinks available in the outlets.

46

8. Distributor’s Efficiency to fulfilling the orders.

Excellent 16Good 24Average 28Below average 22Poor 10

excellent good average below avg. poor0

5

10

15

20

25

30

Distributors efficiency

Distributors efficiency

Interpretation:

From the above data 28 retailers said it is average, 22 said it is below avg., 24 said good and only 16 said it is excellent. Only 10 said that distributor efficiency to fulfill the orders is poor.

47

9. Are you satisfied with the distributor’s performance?

storngly satisfied

satisfied neutral dissatisfied strongly dissatisfied

0

5

10

15

20

25

30

35

Satisfaction towards distributor's per-formance

Satisfaction towards distribu-tor's performance

Interpretation:

From the above data 20 retailers are satisfied with the distributor performance, 8 are strongly satisfied, and 35 are neutral. Besides that 22 are dissatisfied and 15 are strongly dissatisfied.

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Strongly satisfied 8Satisfied 20Neutral 35Dissatisfied 22Strongly dissatisfied 15

10. Have you ever missed your order?

Yes 77%

No 23%

77%

23%

Missing of order

yesno

Interpretation:

77% retailers said that they have ever missed order. 33% said no.

49

If yes then what may be main reason?

wrong order sudden change in weather

change in schemes

0

5

10

15

20

25

30

35

missing of orders due to various reason

missing of orders due to various reason

Interpretation:

Most of the retailers said that they ever missed the order due to the wrong placing of order, besides that other said due to sudden change in weather & change in schemes.

50

Wrong order 34Sudden change in weather 21Change in schemes 22

11. At which time Pilot Sales Representative (PSR’s) usually comes to take order

Between 10-12 am 2312-2 pm 40After 2 pm 37

between 10-12 am

12-2 pm

after 2 pm

0 5 10 15 20 25 30 35 40 45

Time to place order

Time to place order

Interpretation:

40 retailers said PSR’s usually comes around 12-2 pm, 37 said after 2 pm to take order. Besides that 23 retailers said that they come around between 10- 12 am.

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12. Are you satisfied with Pilot Sales Representative (PSR’s) order taking timing? At what time you want him to come and take order

Yes 70%No 30%

70%

30%

Satisfaction towards PSR's order taking time

yesno

Interpretation:

70% of the retailers are satisfied with the order taking time of PSR’s and they want him to come and take order after 2 pm. Only 30% said no.

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13. Pilot Sales Representative (PSR’s) way of telling about schemes and other information

Excellent Good Average Below average

Poor

20 28 22 18 12

excellent good average below average

poor0

5

10

15

20

25

30

Telling about schemes and other information

Telling about schemes and other information

Interpretation:

28 retailers said that PSR’s ways of telling schemes and other information are good, 22 said it is average, 20 said excellent. Besides that 18 said below average and 12 said it poor.

53

14. Does Pilot Sales Representative (PSR’s) give you complete information of new products, daily schemes and the promotional offers?

Occasionally 23Sometimes 42Never 35

occasionally sometimes never0

5

10

15

20

25

30

35

40

45

Information about new product

Information about new product

Interpretation:

23 retailers said that generally they give information regarding new products, schemes etc.

occasionally. 42 and 35 retailers said sometimes and never respectively.

54

FINDINGS:

1. According to the survey most retailers prefer pre sale booking system.

2. Most of the retailers place an order weekly some go for fortnightly & very few go for

alternate days.

3. In various outlets maximum retailers found that they never ran out of stock.

4. Majority of the retailers said that pre sale booking system is beneficial because of various

reasons like money arrangement, proper communication among the retailers & PSR’s.

5. Availability of variety of Pepsi product at the outlets is average at the store.

6. Majority of the retailers said that they have all brands of Pepsi in the outlets.

7. Pepsi cola is the maximum in the outlets besides that Limca, Mirinda, 7 Up is also good

at the outlets. But slice and mountain dew have less demand by the retailers.

8. Distributor’s ability to fill orders is average at the outlets. Other said it is good and below

average. Some retailers said that excellent and very few said it is poor.

9. Most of the retailer’s satisfaction towards distributor’s performance is neutral.

10. Most of retailers have ever missed the order because of wrong order and sudden change

in the weather.

11. Majority of the retailers said PSR’s usually comes around 12-2 pm and after 2 pm to take

order.

12. Most of the retailers are satisfied with the order taking time of PSR’s and they want him to come and take order after 2 pm.

13. Most of the retailers said that PSR’s ways of telling schemes and other information are

good.

14. Majority of the retailers said that generally PSR’s give information regarding new

products, scheme sometimes.

SUGGESTIONS

55

1. Company should give more preference to pre sale booking system because it gives good

communication among the retailers and PSR’s.

2. Company must give margins and schemes to distributors that will create good relation

between the retailers and distributors and timely availability of the stocks.

3. Company should give more promotional schemes, offers on brands like slice, Mirinda

and 7 up to increase sales.

4. Retailers are the good intermediaries so the company should give more packages to the

retailers, by which they can looks towards the high sales of this particular brand.

5. The company should start survey time to time to know the grievances of retailer as well

as distributors.

6. Sometimes absence of stocks annoys retailer and consumers, so company should keep a

watch to the availability of brand.

7. Supply chain should be enhanced effectively and efficiently.

8. Company must give training and development to PSR’s to make good relation among the

retailers.

9. More improvement is required in the distribution network in the outskirt and in the

remote areas, because in the peak seasons like summer the small retailers are taking

goods twice or thrice and in between if the distributors could not supply them, the

competitors will get the opportunities to supply the goods.

56

CONCLUSION:

Pepsi & its Product Co. are the Profitable MNC’s in not only India but also in the whole world.

Its main competitor is Coca-Cola. Pepsi has built a reputation around the world as a major player

in the soft drink market as well as the leader in the snack food industry. Currently they are facing

stiff competition from Coca-Cola, but with their various marketing ventures as well as the selling

of their restaurant franchises, Pepsi is poised to give Coke a definite battle in the future as to

which cola consumers want. Promotional activities play a greater and important role in the entire

marketing effort being carried out by Lumbini Beverages (pvt.) Ltd. to generate more sales as

well as to create and maintain an image of its product.

Pepsi believes that “Jho Dikhta Hai Woh Bikta Hai” i.e. any product which is visible is bound

to be sold this method of sales promotion being used by the Pepsi, through its distributors is to

conduct dealer’s sales contest during the peak seasons i.e. during April to July. In it the dealers

are given prize in the form of cases of soft drinks and gifts. In the contest at first his or her

respective distributors according to their categorize each dealer. And then each distributor fixes a

target of minimum sale for each category to which every dealer according to his or her category

has to achieve during the contest period.

The retailers achieving highest sales over and above the target set is giving the awards as under,

the order of prizes announced are first prize, 2nd prize, 3rd prize in terms of number of free cases

of soft drinks and gifts.

57

BIBLIOGRAPHY

BOOKS:

1. Saxena, Ranjan, ‘Marketing Management’, TATA McGRAW HILL, New Delhi, Third

Edition.

2. Kotler, Philip, Kevin Lane Keller, Abraham Koshy, Mithileshwar Jha,‘Marketing

Management’, PEARSON Prentice Hall, New Delhi, Twelfth Edition.

3. Ramaswamy, V. S., S Namakumari, ‘Marketing Management’,

MACMILLAN INDIA LTD., Third Edition.

4. C.R.Kothari, Business Research methodology, New age publication.

WEBSITES

www.pepsi .com

www.corporate .org

www.wikipedia encyclopedia.com

www.india today.com

58

Dear Retailer On behalf of Lumbini Beverages Pvt. Ltd, I want to thank you for giving us the opportunity to serve you. Please help us serve you better by taking a couple of minutes to tell us about the service that you have received so far. We appreciate your business and want to make sure we meet your expectations. This will be used only for academic purpose only.

1. What method do you usually use to place your orders? Ready sale booking Pre sale booking Phone

2. How frequently do you place an order?

Weekly fortnightly Alternate days

3. After implementation of Pre sale order booking system how many times in a week it happened that you ran out of stock of particular product of Pepsi? Never 1-2 times 2-4 times

4. Do you think pre sale booking system is beneficial? Yes No If yes why do you think is beneficial---------

1. Money arrangement2. Timely availability of stocks3. Effective communication between the retailers & PSR’s4. Knowing of schemes

5. Availability of variety of product (SKU) of Pepsi at the outlets?Excellent Good Average Below

averagePoor

59

6. Do you have all brands of PepsiCo in your outlets?

Yes No 7. Which brands of soft drinks are available in the outlet?

(a) Pepsi Cola (b) Mirinda

(c) Limca (d) 7’Up

(e) Slice (f) Mountain Dew

8. Distributor’s Ability to fill orders completely.Excellent Good Average Below

averagePoor

9. Are you satisfied with the distributor’s performance? Strongly satisfied

Satisfied Neutral Dissatisfied Strongly dissatisfied

10. Have you ever missed your order?Yes No

If yes then what may be main reason?Wrong order sudden change in weather change in schemes

11. At which time PSR’s usually comes to take order

Between 10-12am 12-2pm after 2pm

12. Are you satisfied with PSR’s order taking timing? At what time you want him to come and take order Yes No Time ___________ 13. PSR’s way of telling about schemes and other information

Excellent Good Average Below average

Poor

60

14. Do PSR give you complete information of new products, daily schemes and the promotional offers?

Weekly Sometimes occasionally other

15. What is your opinion about Pepsi products?

…………………………………………………………………………………………………………………………………………………………………………

Thank You. Signature.

61