Copy of Samar[1]

A SUMMER TRAINING REPORT ON

“ EFFECTIVENESS OF CHANNEL OF DISTRIBUTION OF PEPSI PRODUCTS”

in“Pepsi”

AT

SMV BEVERAGES Pvt. Ltd.

SUBMITTED BYSAMAR KHAN

M.B.A SECOND SEMESTER

BATCH 2010-2012

VNS Group of Educational Institutions ,Faculty of Management Barkatullah University ,Bhopal

VNS INSTITUTE OF MANAGEMENT, BHOPAL

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DECLARATION

I hereby declare that my Summer Training Report titled “A brief study on

effectiveness of channel of distribution of pepsi products” is an authentic

work done by me as part of my study on SMV BEVERAGES (PEPSICO) Ltd.

Bhopal.

The Project was undertaken as a part of the course curriculum of MBA Full

Time Programme of Barkatullah University, Bhopal. This has not been

submitted to any other examination body.

Date: _________

Sd / -

Name: Samar KhanMBA Full Time IIISemesterVNS Group of Institution

Faculty of Management


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PREFACE

There is a famous saying “The theory without practical is lame and practical

without theory is blind.”

This modern era is era of consumers. Consumers satisfy themselves according to

their needs and desires, so they choose that commodity from where they extract

maximum satisfaction.

It has been identified that in the beginning of 21st century the market was

observed a drastic change. The successful brand presents itself in such a way that buyers

buy them in special values which match their needs.

Marketing is an important part of any business and advertisement is the most

important part of marketing.

Summer training is an integral part of the MBA and student of Management have

to undergo training session in a business organization for 6 weeks to gain some practical

knowledge in their specialization and to gain some working experience.

Our institution has come forward with the opportunity to bridge the gap by

imparting modern scientific management principle underlying the concept of the future

prospective managers.

To the emphasis on practical aspect of management education the faculty of VNS

INSTITUTE OF MANAGEMENT has with a modern system of practical training of repute and following management technique to the student as integral part of MBA. in according with the above obligation under going project in “SMV Beverages Bhopal. The title of my project is “A Brief Study of Effectiveness of Channel of distribution of Pepsi product”

Certainly this analysis explores my abilities and strength to its fullest extant for

the achievement of organization as well as my personal goal.

(Samar Khan)


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ACKNOWLEDGEMENT

At the very outset of engaging myself in to the Project Report. I would like to

express my sincere gratitude to all those who extended their not only to convey their best

wishes but also to give me support on this hi-undertone path. This Project Report on my

six weeks practical training in “SMV Beverages Pvt. Ltd.” (Pepsi) in area of Bhopal is a

part of my course curriculum of my MBA.

This project could not have been completed without timely suggestion advice and

co-operation of a lot of persons.

I am extremely thankful and pay my gratitude to Ms. Jyoti Sarwan (Head –

Training & Placement) VNS Institute for her valuable guidance and support on

completion of this project in its presently .

I am greatly obliged to Dr. Sulakshna Tiwari (Finance Manager, VNS Institute Of

Management) who accommodated me for training in this esteemed organization.

I am highly indebted to Mr. Suresh Yadav (Marketing Developing Officer,

Bhopal) who provided me an opportunity to work and also guided me at every stage on

my project. His proper direction and consult inspiration proved to be an asset for this

project.

I am also equally thankful to Mr. Zameer Khan (Sales Co-coordinator, Bhopal)

who taught me every minute aspect of marketing.

A special appreciative “Thank you” in accorded to all staff of SMV Borages

Bhopal for their positive support.

I also acknowledge with a deep sense of reverence, my gratitude towards my

parents and member of my family, who has always supported me morally as well as

economically.

At last but not least gratitude goes to all of my friends who directly or indirectly

helped me to complete this project report.

(Samar Khan)


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CONTENTS Preface

Acknowledgement

Title

Chapter 1. Introduction to the Study

Objective of the Study

Importance and relevance of the Study

Scope of the Study

Methodology used in the study

Limitation of the study

Chapter 2. Introduction of the Soft Drinks in India

History of Soft Drinks in India

History of Pepsi

Production Process

Company Profile

Pepsico India

Distribution Network for Pepsico

Chapter 3. SMV Bevrages

SMV Beverages Bottling Plant in India

Structure of SMV Beverages

Channel of Distribution in SMV Beverages

SWOT Analysis

Chapter 4. Data Analysis and Interpretation

Chapter 5. Conclusion and Suggestion

Annexure

Learning from Internship

Bibliography


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CHAPTER 1.

INTRODUCTION TO THE STUDY

Objective Of The Study

Importance And Relevance Of The Study

Scope Of The Study

Methodology Used In The Study

Limitation Of The Study


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INTRODUCTION TO THE STUDY

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.

Despite love for ones own motherhood and traditional concept of Indian people it

was assumed that it is very hard to make and create taste and preference about soft drinks

but despite of having so many confusion, no one was able to assume such a wide

acceptance and it was PepsiCo. Who could be able to penetrate in Indian soil and it was

the Pepsi that has got not only a place in Indian hospitality, but also taken place of

traditional sharbat of lemon and sugar. And needless to say “Generation next has become

the slogan of the day.”

The first managing director was Mr. Ramesh Vanagal but present is Mr. P.M.

Sinha in India. During these years beverages begin an exclusively franchise operating

beverages now has five company owned bottling operation (COBO) the business expects

to grow three times faster than the industry growth rate 1995 and its vision is to become

INDIA’S BEST CONSUMER PRODUCT COMPANY in all aspect. The snacks

business has seen some major success and going for leadership too. Pepsi is a leader in

the snacks food business. The division plans to introduction wide range of snakes in to

Indian market in the next three years. The restaurant business has also come Kentucky

Fried Chicken (KFC) has opened its first outlet at Bangalore Pizza but it also expected to

open restaurants shortly city wise. Whole of the operations of Pepsi in India has made a

rapid change in Indian life style, which is resulting in fast food life.

Pepsi is a world leader in restaurant & soft drink whether it is in London or in

Ludhiyana, America or Ahamedabad, Berlin or Bombay, Paris or Patna, Manchester or

Madras.


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Pepsi company has pumped in Rs. 300 crores ($ 95 million) as fresh capital and

has recently received permission from the foreign investment board in Rs. 300 crores

($95 million) more. The investment phase will continue and could add unto Rs. 700

crores over the next three years. The figure is not cast in stone if volume exceeds

according to expectation. They will increase capital expenditure.

Apart from these things there is an expression which can not verify easily that is

Pepsi has made qualitative gains. The foremost is its image from being perennially seen

as a loosing company it’s now got the image of being a winner. This major turn around is

not small achievement considering that since it was established in 1989 taking the hard

ship route prior to liberalization and weighed down by export commitments. Pepsi has

won more battles than it has lost.

In April 1993 Voltas and Punjab Argo’s stakes were bought over

converting Pepsi foods from a three way joint venture to be a fully owned subsidiary

week bottlers who did not have the financial capacities were given massive support in the

form in interest free loans to upgrade their operating capacity . But the strategy which has

proved to be winner was the position, Pepsi decided to take in Company Owned Bottling

Operation (COBO). For this another subsidiary PepsiCo. India holding was set up as an

investment vehicle, capitalized 95 million dollar. Within a year 1994 Pepsi has bought

over 5 bottlers including dukes in Mumbai, which was running in Maharastra which has

been bought over from Voltas high speed imported lines with a speed of 600 bottles per

minute was installed in Delhi. Pepsi has a strong franchisee in the Jaipuria’s of Pearl

drinks. Pepsi is setting up a new plant at Jaipur.


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OBJECTIVE OF THE STUDY

Management is a course which teaches the student to get the work done properly

from different available sources viz. man, machine, material, money etc. So there can be

a satisfaction from the organization side and the workers side who play a significant role

in achieving success. So far the fulfillment or the management course, it gives emphasis

to project work and students learn how to plan in practical terms rather in terms of theory

only. Student tends to develop analytical and problem solving skill. We necessary

become motivated and competitive, in fact all the learning that goes on for the two year

term become so much the part of our thinking that we developed a well all rounded

personality.

The following are the objectives and purpose of the study-

i) For the fulfillment of Masters In Business Administration (MBA)

programme as realized by the VNS Institute Of Management

ii) To care and contact with the working of an organization and to see the

different types of marketing activities. The main emphasis is on the

distribution Channel aspect of the organization.

iii) Whatever the subject taught in the class room of MBA course that is

completely theoretical. So during the training period we compare how the

marketing research (sales) activities (practical) of our organization with

the theories.

iv) Find the depth and width of distribution channel adopted by SMV

Bevrages and compare them with those followed by competitors.

v) To ascertain the consumer brand perception of cold drinks with respect to

price, product, quantity and advertising.


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IMPORTANCE AND RELEVANCE OF THE

STUDYCold drinks were started with the idea of quenching the thirst of the persons

traveling. It was also felt that reliable good water was not available everywhere. So

people would really on their packed bottle and with this idea its makers made these

drinks available mostly, at those places where water was not available i.e. on highways

and long distance trains.

But slowly and slowly with its beautiful taste these become very popular and now

they are available not only in the market and street corners, but also people have started

keeping it in their house.

The credit of popularizing the soft drink goes to Coca Cola. This was the drink

which is liked by all ladies, gents and children. Now day’s soft drinks are quenching

thirst looks more often; they are taken due to habits.

Gold Sport is considered as the first branded soft drinks, established 53 years ago

before all empowering Coca Cola faced competitions and its euphoric image built up in

the western countries helped it get ready clientele and clamor. Parle Export Pvt. Ltd. is

regarded as the first Indian Company introducing Limca a leman drink complementary to

it this has also introduced Cola Pepone which was withdrawn in the face of tough

competition from Coca Cola.

When Coca Cola bid a Farwell in 1977, Indian market was open for various new

forward publishing different brands in the markets. Parle people introduced their Cola,

Thums Up with a mighty saying “Happy days are here again” as if happy days went away

with Coca Cola. Pure drinks of Delhi also without lasing much introduced pure drinks

were producing and marketing Coca Cola earlier Campa Cola with Campa orange and

Campa lemon. Modern Bakeries entered the market with Double Cola Seven, Mohan

Makings with Merry & Plkup and McDowell with Thrill, Rush and Sprint. This is Indian

market where there was no competition and high voltage advertising was on each one

was trying their best to become number one company with ‘A’ class product in the field

of Soft Drink business. Now after a long gap government of India had given permission


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to Coca Cola, which joined with Parle to do business in India. They are trying their best

to regain prestige which it had before. The much rival of Parle is Pepsi an American

concern. It started business on the Indian soil just a few years ago.

Today, it has occupied 62% shares of Soft Drinks market in India. Now Pepsi is

going all out to prove that they are the best. But now due to some factors competition

among them has become stiffen. So in this way the important activities have increased.


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SCOPE OF THE STUDY

The main scope of this study is to ascertain the effectiveness of channel of

distribution and various methods to increase the sales volume of the concern. The

methods include regular information to the buyers creating a brand position in the market

and taking measures to make the brand remain in its position. One of the important

aspects of this study is also to increase the market segment for the product.


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METHODOLOGY USED IN STUDY

INTRODUCTION

Business research can be defined as a systematic and objective process of

gathering, recording and analyzing data that provides information to guide business

decisions. It is used either to understand market trends, to find the optimal marketing

mix, to devise effective HR policies, or to find the best investment options.

In the present fast track business environment marked by cutthroat competition, many

organizations rely on business research to gain a competitive advantage and greater

market share. A good research study helps an organization understand processes,

products, customers, markets and competition and to develop policies, strategies, and

tactics that are most likely to succeed

Primary data :

Primary data are the data which are collected afresh. In any research program, the primary data collection is very important, use primary data that are collected by researcher and agents known as researcher. Especially to answer research questions. The success of research depends on the primary data. For that I use questionnaire method. In this Research I used one questionnaire for retailer.


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Secondary Data :

Secondary data are used for three reasons: first they fill a need of a Specific reference or citation on some point perhaps in a research proposal, to demonstrate why the proposed research fills a void in the knowledge base. Research typically calls for early exploration to learn if the past can contribute to the percent study. Data from secondary sources helps in deciding what further research needs to be done and can be a rich source of hypothesis.Sources Used for Data collection:The following sources secondary data were used in the research:

Magazines

Internet

Textbooks

Company journals and issues

Market survey reports.

Note as mentioned in literature review.

SCOPE OF THE RESEARCH

The students are highly benefited as the purposes if this research is to get

acquainted with the practical side of the researcher, in addition to the theoretical studies

in course of the academic year. This research also gives chance for application and

testing of the theoretical study on the real work situation. The students got the lesions of

experiences by meetings various selection of people conducting on interviewing knowing

opinion of the people tabulation, interpreting and analyzing the data collected and this

will help the researcher in future for the career building.


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RESEARCH OBJECTIVE

1- Study the distribution network of Pepsi

2- To comparatively analyse the stock of Pepsi and coke with retailers of Pepsi.

3- To study the retailers satisfaction.

4- To find out the way to enhance the sale of Pepsi.

Sampling Design

1 Population : Retail outlets of the Bhopal city (GALAXY DISTRIBUTERS)

2 Sample size :

3 Sampling method : I used Non Probabilistic Quota Sampling

Method of selection: Restricted selection.

Retail outlet distribution:


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G BR R FF B IP/J P STD CC D C HD

W CNS CNC CNH CNO R I PP FC SM CS O

GROCERY G

EATING&DRINKING BR R FF B HD CNS CNC CND FC CNH

CONVINENCE IP/J ST P D W

OTHERS CC C R I PP SM CS O

NOTE:G -Grocery, BR – Restaurant with Bar, R – Restaurant without bar, FF – Fast food, B –

Bakery, IP/J – Juice/Ice cream parlor, ST – STD/PCO center, P – Pan Shop, CC –

Cinema, D – Dairy, C – Caterer, HD – Highway Dhaba, W-Wine Shop, CNS – Canteen-

School, CNC – Canteen-College, CNH – Canteen Hospital, CNO – Canteen Others, R-

Railway, I – Institution, PP- Petrol pump, FC- Food court, SM- Super Bazaar, CS-Chain

Store, O- Others.

GROCERY

Grocery is that outlet where consumer comes to buy necessity items like sugar, wheat, Pulses, rice cosmetics (like soap, cream, face wash etc). Here customer’s stand at he counter and gives order to the shopkeeper about his/her requirement. The shopkeeper does provide goods at the counter. Here no consumer comes to buy cold drinks. For this various elements are used. Groceries are those outlets where the consumer does not prefer to consume cold drinks at the shop. Therefore the most saleable SKU’s are 600 ml and 1500 ml.

Eating & Drinking


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Eating & Drinking are those outlets where the consumer can sit and enjoy food and drinks. For example Restaurant, Bars, fast food, Bakery canteen Hotel etc. Here the consumer gives order about his/her requirement to the waiter. Then after the waiter serves that thing to the consumer at the serving table. At these types of outlets mainly consumers come along with their families for having food.

Convenience

Convenience is that outlets where consumer does not spend too much time. He comes to the outlet for buying things like ice cream, cold drinks, juice, bread, curd, ghee, milk etc. Some example of Convenience outlets are Juice center, Sanchi parlors, Pan Shop, Ever fresh, Ice cream parlors, and Cold drinks points Wine shop etc. Conveniences outlets are usually are of 10 x 15 feet. Here the consumer cannot enter into the outlet. He has to stand at the counter and the shopkeeper provides goods at the counter. In this type of outlet the transaction is small. At these types of outlet the consumer consumes the product at the store only. Here the most saleable SKU’s 200ml & 300ml.

RESEARCH DESIGN

A research design is the arrangement of conditioned for collection and analysis of data in

a manner that aims to combine relevance to the research purpose which economy in

procedure. Main characteristics of research design can be summarized in two words-

Anticipation

Specification

My research design is “DISCRIPTIVE RESEARCH DESIGN”In my research, I have

done a market Survey of the Anti Pepsi Outlets in Bhopal area.


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Method Of Analysis

The study of research methods provides with the knowledge and skills one needs to solve the problems and meet the challenges of the fast-paced decision-making environment.

After defining the research problem. I reviewed the literature as mentioned in this report. After that I design my research including the sample design as mentioned in this section itself. EDS (Every Dealer Survey) is conducted via route riding and special visits to the outlets in all the existing routes for twelve routes.

LIMITATIONS OF THE RESEARCH

All the dealers were not positive in their response to all the questions of the

questionnaire. Still it has been tried to collect information on all the aspects with

maximum accuracy to fulfill the objectives of the study.

The accuracy of indicates given by the respondents may not be consider adequate

as whether the language used in the questionnaire is understand by the

respondents cannot be taken for granted.

The study is based on the information gathering from the people. Therefore in

such case it is possible that the information supplies might be based because the

customer might have shown partiality towards their product.

PROJECT ANALYSIS

Project“Analysis of Anti Pepsi Behavior of the Retail Outlets”


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Description

The trainee was required to find out those outlets which are either not selling Pepsi or

selling in very less amount. Region for the project was BHOPAL region. This project

was aimed at finding out the shops, which were not promoting Pepsi and selling

competitor brands. It was also aimed at knowing the reason for anti Pepsi behavior of

outlets in the region, their requirements from company and willingness to sell Pepsi

brands.

Purpose

Main purpose for this project was to make management aware of the total no. Of outlets

in their region which were not selling Pepsi. It was also to plan their new course of

action keeping in mind the current market position of Pepsi as well as of Coke. This

was viewing the market share of Pepsi in comparison of Coke. This report gives

information to management about the outlets uncovered by Pepsi and their requirements

to the company.

The marketing of its brand is excellent and is very successful to reach its brand in

BHOPAL. Overall the market of PepsiCo brand is good in comparison with Coke.

There are very few outlets which are not selling Pepsi brands.


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DETAILS OF THE SURVEY

The trainee was required to visit all the outlets in the specified area of his

distributor, which was told to us by the CE concerned. We were required to be given the

route map of the specified area. The area was to thoroughly survey without leaving any

of the outlets.

Initially the survey was to start with the route vehicle of the distributor of that area.

Two days had to be devoted with the route vehicle and noting down the name of the

outlets and other particulars where ever their route vehicle visited the outlets. It was to

get familiarized with the area. The next couple of days had to be surveyed individually

in the same area trying to find out those outlets in that area which was not attended by

the route vehicle. This was how the whole survey was to be conducted.

The main aim of this survey was to find out those outlets which are either new or remain

unnoticed/unattended by the route vehicle or where the Pepsi products were not reaching.

For Pepsi these outlets is going to be the main focus of the survey. It was to know

the exact strength of outlets of the area which were not selling Pepsi or selling very less.

The trainee was required to collect the following information from each outlet he

surveyed.


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Name of the outlets

Address of the outlets

Status of the outlet

Cooling Equipment

Sale of the outlet

Brands on sale

Requirement of outlet

Willingness to sale pepsi.

Reason for anti Pepsi

Name of the outlets:

The trainee was to note down the name of the outlet visited

Address of the outlet:

Complete address of the outlets was to be noted by the trainee

Sale of the outlet

Sale of the outlet was to be noted on per day basis.


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Brands on sale

Check out the brands available at the outlet.

Requirement of outlets

Ask what the shopkeeper wants from the Company.

Willingness to sale Pepsi

To know if shopkeeper want to sell Pepsi or not.

Reason for anti Pepsi

To know why shopkeeper is not selling/selling less the Pepsi brands.

Status of the outlet:

The status of the outlet was to be enquired of from the outlet owner and also by

observation. Status here meant the nature of the outlet.

This was to know weather the outlet sold only Pepsi products or only Coke products or either both of these. It will help to know the nature of market in that area


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CHAPTER-2

INTRODUCTION TO THE SOFT DRINK IN INDIA

History Of The Soft Drink In India

History Of Pepsi

Production Process

Company Profile

Pepsico India

Distribution Network For Pepsico


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HISTORY OF THE SOFT DRINK IN INDIA

Christopher Columbus as a traveler of world found a lot of new things which was

not in the eye of the world community which is now in our history but now if any one

does travel to whole part of world to get one thing in some form that is Pepsi. Travel to

any corner of the globe you are sure to spot a label splashed in blazing blue, red and

white becoming you to some “Sugared water”. This dark coloured drink WillyMilly has

today become nothing but spot of an international anthem with young and old, rich and

poor wants for a sip and saying “Yeh Dil Mange More.”

Gold Spot is considered as the first branded soft drink established 53 years ago

before all empowering Coca Cola entered the country to dominate the scene. It faced no

competition and its euphoric imaged built up in the western countries helped it to get

ready clientele and glamour. Parle Export Pvt. Ltd. is regarded as the first Indian

company introducing Limca, a lemon drink complimentary to there well established Gold

Spot in 1970 which got moderate success. However, before this, he had also introduced

Cola Pepino which was withdrawn in face of tough competition from Coca Cola.

When Coca Cola bid farewell in 1977, Indian market was open for various cold

drinks several companies came forward publishing the different brands in the market.

Parle people introduced their Cola Thumps Up with a mighty bang saying “Happy days

are here again” as if happy days went away with Coca Cola.. Pure drinks of Delhi also

without losing much time introduced pure drinks were producing and marketing Coca

Cola earlier Campa Cola along with Campa orange and Campa lemon. Modern Bakeries

entered in the market with the Double Seven.

Moharn meakings with Merry Pikup and McDowell with Thrill, Rush and Sprint in

Indian market where there was no competition previously. A cut throat competition and

heavy advertising was on. Each one was trying their best to become the number one

company with ‘A’ class product in the field of soft drink business in India.

Now after a long gape the govt. of India has given permission to the Coca Cola to

start their business in India. Coca Cola has joined hands with Parle to the business on the

Indian soil. They are trying best to regain its prestige which it has before.


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The much rival of Parle is Pepsi an American concern. It started business the

occupied nearly 50% share of soft drinks market in India. Now, Pepsi is going all out to

prove that they are the best.


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HISTORY OF PEPSI

PepsiCo is a USA based company having its head quarters at New York with the

net worth of $30-40 million. The average sales of the company are approx 90 million

bottles per month. Pepsi made it first international move in Russia in 1959. During the

Khrushchev era, within 32 years Pepsi emerged as the biggest competitor for Coca Cola.

Pepsi is available in 155 countries.

In any soft drink, on the globe Pepsi food is one of the largest soft drink

companies in the world with its headquarters in New York. It was invented by Pharmacist

Culab D. Baradham in 1898 to cure the disease “Dyspepsia”. It is from this word that its

name was related to Pepsi. Soon it entered the American market as soft drink, which at

that time mostly dominated by Coca Cola, but soon Pepsi able to dominate the Cola

market, and there after it never looked back. Pepsi and Coca Cola are engaged in

ferocious cola war that has taken the whole world by storm.

Pepsi entered the Indian soft drink in Kanpur in 1988 and began its production in

May 1990 and soon it was giving the local contenders run for their money in soft drink

market. It comes out with dazzling marketing innovation that rocked the cola market, like

selling the product through function Pepsi outlets. Its advertisement agency was

“Hindustan Thomson Association” (HTA). Its advertisement budget for 1995-1996 was

valued at Rs. 24 crores which is likely to be increased manifold in coming years.

Pepsi food is one of the largest and best foreign investments in India. Till today it

has invested Rs. 500 crores in India to develop the local market. Pepsi has distributed

exclusive franchises in India to bottle its total product. There are 28 bottling plant of

Pepsi in India. Some are directly controlled by Pepsi and rest is under various

franchisees.

Pepsi stands 51st position among the fortune 500 companies of the world. Its total

capital is approx $3000 crores and total sales annually is worth $37 crores. Its total profit

in the year 1996-97 was worth Rs. 458 crores approx. The total number of employees

engaged in the business is 45.25 lakhs globally.


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In April 1997 the Pepsi cola international decided that Steel City Beverage will

cover south Bihar (now Muzaffarpur) only. In this accordance Pepsi cola international

decided to open another bottling plant at Hajipur named Lumbini Beverages Pvt. Ltd.

Hajipur which will distribute Pepsi product in whole Bihar. Ananda Marketing as a

marketing division of Lumbini Beverages Pvt. Ltd. Hajipur started functioning in April

1997; Managing Director of Lumbini Beverages Pvt. Ltd. Hajipur is Mr. Charan Khelani.

The director of this organization Mr. Ravi Khelani and Mr. Manoj Khelani


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PRODUCTION PROCESS

The process of manufacture of Aerated water (soft drink) like Pepsi brand product is

divided into mainly five parts such as

1. Water Treatment

2. Syrup Making

3. Bottle Washing

4. Filling

5. Testing of Product

(1) Water Treatment: - Water treatment is very essential in soft drinks plants as

the nature and quality of water varies from place to place. To set uniform and

standard water the process of treatment is carried on. The water taken out from

bore well by the help of motor pump and pipe line are collected in storage tank

where is pre chlorinated by chlorinators and by the help of pipe lines comes to

treatment tank called coagulation tank where to this water solutions of different

strength of bleaching powder, ferrous sulphate, hydrated lime are added through

dosing pump to reduce alkalinity, hardness, kill the bacteria .The chemical are

mixed by mechanical stripper and then the suspend mattress settle down as

sludge and clear water passes to retention tank. From this tank, the water passes

through sand filter containing fine sand and pebbles and carbon filter containing

granular carbon and finely through water polisher, micron filter, and UV lamp to

ensure clear and sanitary water for use. Further water used in bottle washer and

boiler need softening .for this purpose ,the water from storage tank ,after passing

through two filter beds contain fine sand and granular carbon respectively comes

to pass through bad resin were it is softened .this soft water is essential to use in

and bottle washer to reduce scale formation inside the machines.


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(2) Syrup Making:- For syrup making of particular brand, calculate quantity of

sugar water activated carbon and high flow super cell known as filter aid taken in

to sugar to enter steam and also filled by a motor with agitator. Sugar syrup

called raw-syrup is prepared by dissolving the sugar with continuous stirring and

heating by steam supplied by fired boiler. This hot syrup by the help of pump is

filtered through a filter press attached with a series of quality filter paper to

separate out carbon particles. Clear hot syrup by the help of SS pipe lines passes

through water P.H.E. for cooling and the then another P.H.E. circulated by glycol

for further cooling. The chilled syrup comes to a mixing tank to use calculating

of sugar quantity by Brix Hydrometer, concentrate added and mix thoroughly by

a mechanical Stirrer fitted to the tank. This syrup is now finished syrup ready for

use. The concentrate mainly, the liquid part are kept in a cold store, the

temperature of finished syrup is also maintained by air-conditioner. All the

containers used for syrup making are cleaned and sanitized by Soda-Bi-Crab,

strong chlorine solution and hot caustic soda solution.

(3) Bottle Washing: Bottle washing is an important part in soft drink plant. The

empty durable and returnable bottle used are returned from market in plastic

carats are fed to a bottle washing machine (washer). The machine has double end

system with circular chain to carry the bottles. Caustic soda Tri-Sodium

Phosphate, Sodium Glausonate is adding to the caustic by the supplied. The

Caustic tank filled in with water heated by steam supplied by the boiler. The

empty bottles enter to the hot Caustic tank in one end and after being cleaned by

hot Caustic solution and finally washed with water through spray jets fitted are

discharged in other end. The washed bottle proper inspections are SU 319 and

SU 853 used for conveyor cleaned and smooth running of chain carrying bottles.

SU 260 and SU 773 is used for bottle cleaning, shining, and mold removing.


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(4) Filling: - Finished syrup and treated water lime are commixed to a dosing

pump which mixes syrup and water with ratio of 1:5 and the syrup mixed with

water enters to carbonator tank to mix CO2 gas, which is preserved in cylinder

for use. The cylinders are connected through CO2 manifold to tank to use

requisite quantity of gas. To control CO2 pressure and temperature of liquid; we

used recording control (Taylor). The syrup passed through a P.H.E. which is

called itself by circulation of chilled glycol supplied chilling F-22 gas used. The

syrup being chilled easily mixed with CO2 gas and enters to filter for bottling.

The filter is connected with filling valves and lift cylinders. The lift cylinder

functions by pressure of air supplied by an air composer. The syrup is known as

beverage in this stage is filled in the cleaned bottles which are durable in nature

and returnable by buyer filling machine (filter) by a counter pressure of carbon

dioxide gas. After beverage filled in bottle it goes to the crowner where with the

help of crown crocks the bottles are sealed (crowned) to project the carbonation,

flavor, outside contamination and spoilage. The finished products are coded by a

coding machine and inspected properly by inspection light while passing through

the conveyor where finished product are accumulated enters to carat washer

machine and it is washed moves through the conveyor where finished product are

accumulated.

Then the products are kept in plastic carats which are durable in nature and

returnable by buyer, put on palates and sent to shipping for shipment. The entire

container in contact with syrup are properly cleaned and sanitized by Soda-Bi-

Carbonate, hot water, caustic soda solution and strong chlorine does.

(5) Testing of product:- Finally the finished syrup during bottle is tested in

laboratory to meet the parameters and also to get a standard and quality products

to maintain the standard and information and uniformity in products the sugar

contents and carbonation in the bottle are checked in regular intervals by Brix-

hydrometers, Refrectometer and pressure gauge. The dead weight tested is used

to calculate pressure gauge to know the correct pressure. TA & Ph are tested by


30

digital Ph meter. Electronic digital balanced is used to weight chemical to

conduct test in lab. The purity of CO2 is checked by CO2 purity tester. The

chlorine comparators. The microbiology test of the product and water used in

syrup making and production are also done to ensure that the product is free from

any bacteriological contamination. To conduct the micro test hot sterilizer

incubator, autoclave, pads filter membranes, media are produced and used.

The Diesel generator is operated in case of electricity failure for smooth

operation of the plant. To drawn electricity for the State Electricity Board the

transformer is used.

The steps involved in the production process are:-

First the fork lift supplies the empty bottles which are collected from the

distributions.

Then depalletising is done i.e. separating cases filled or empty bottles

from the wooden planks.

Uncasing is done by separating empty bottles from the cases/carats.

Empty bottles are then fed into the bottle washer where stream with some

chemical is used for washing.

Washed bottles are then send to the filler where premix (Composed of

syrup, treated water bulk CO2) is filled in it.

The whole concentrated is chilled with glycol before filling and then

crowning is done.

The filled bottles are passed through inkjet coder for printing price and

date.

Then again the filled bottles are send for final light inspection and from

there they are collected on a table.

Lastly the filled bottles are arranged in the crates (casing) and then

palletizing is done for storing it in the warehouse.

PREPARATION OF SYRUP

Treated water + Sugar = Flavour


31

COMPANY PROFILE

Type Public (NYSE: PEP)

Founded New Bern N.C, U.S. (1890)

Headquarters Purchase, New York, U.S.

Area served Worldwide

Key people Indra Nooyi (Chairperson & CEO)

Industry FoodNon-alcoholic beverage

Products PepsiDiet PepsiMountain DewAMP EnergyAquafinaSierra MistSoBeStarbucks FrappuccinoLipton Iced Tea7upMirindaIzzeTropicana ProductsCopella


32

http://en.wikipedia.org/wiki/Product_(business)

http://en.wikipedia.org/wiki/Beverage

http://en.wikipedia.org/wiki/CEO

http://en.wikipedia.org/wiki/Worldwide

http://en.wikipedia.org/wiki/New_York_Stock_Exchange

http://en.wikipedia.org/wiki/Public_company

Naked juiceGatoradePropel Fitness WaterQuaker Oats CompanyLay,sDoritosCheetosKurkureFritosRold GoldRufflesTostitosSlice

Revenue ▲ US$ 44.3 Billion (2007)

Operating income ▲ US$ 7.3 Billion (2007)

Net income

▲ US$6.24 billion

Total assets ▲ US$39.8 Billion (FY 2009)

Total equity ▲ US$16.8 Billion (FY 2009)

Employees ▲ 203,000 (2010)

Divisions

PepsiCo Americas (PepsiCo Ameri Food,PepsiCo Americas Beverages), PepsiCo international

Website Pepsico.com


33

http://en.wikipedia.org/wiki/Division_(business)

http://en.wikipedia.org/wiki/Employment

http://en.wikipedia.org/wiki/United_States_dollar

http://en.wikipedia.org/wiki/Ownership_equity


http://en.wikipedia.org/wiki/Asset


http://en.wikipedia.org/wiki/Net_income

BEVERAGES

PepsiCo India’s expansive portfolio includes iconic refreshment beverages Pepsi, 7 UP,

Nimbooz, Mirinda and Mountain Dew, in addition to low calorie options such as Diet

Pepsi, hydrating 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


34

FOODS

PepsiCo’s food division, 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.


35

PEPSICO INDIA

PepsiCo established its business operations in India in the year 1989

It is now the 4th largest consumer products company in India

PepsiCo has invested more than USD 1 billion in India since its establishment

PepsiCo has a diverse range of products from Tasty Treats to Healthy Eats

It provides direct and indirect employment to 150,000 people in India

It has 41 bottling plants in India, of which 13 are company owned and 28 are

franchisee owned

It has 3 state-of-the-art food plants in Punjab, Maharashtra and West Bengal

PEPSICO’S MISSION

To be the world’s premier consumer products company focused on convenient food and

beverages. We seek to produce healthy financial rewards to investors as we provide

opportunities for growth and enrichment to our employees, our business partner and the

communities in which we operate. And in everything we do, we strive for honesty,

fairness and integrity.”


36

ENTRY OF PEPSICO IN INDIA

In 1977, a changes in the govt. at the center lead to the exit of COCA COLA which is

preferred to quit rather to dilute its equity to 40% in Compliance with the Foreign

Exchange Regulation Act (FERA).

The beginning of 80’s saw a birth of another cola drinks “Thumps Up” in

1978 PARLE leads the Indian markets (share 33%) with its Gold spot and Limca brands.

In 1987 pure drinks share came down to 21% a result of growing popularity of Limca and

Thumps Up. At the same time threat to the Indians soft drinks market was that of fruit

drinks.

In 1988, fruit drinks market was valued at Rs.40 Crores and was growing

at the rate of 2%. In the year 1985, the government rejected a proposal with R.P.Goenka

group. This involves the export of fruit juice concentrates from Punjab in return for the

import of the Cola concentrates. The deal offered was 3:1 export-import ratio in return

for being allowed to market PEPSI in India. The Rs.22 Crores PEPSICO project was the

second bid by the U.S. headquarters MNC to enter India. PEPSICO would have an equity

holding of 39%, Punjab Agro Industries Limited. (PAIC) 20% and Voltas 24%.

Pepsi’s share which have been originally just under 40% was whittled to about

35% and PAIC’s share was hiked to 40% these were mainly the in which COKE had left

India in 1977. Thus PEPSI not only accepted the conditions but also went much further.


37

Finally there was a victory for PEPSI who after more than Five years of acrimonious

battle was launched in June 1990 selectively in Rajasthan, Punjab, Uttar Pradesh and

South as a “LAHAR-PEPSI”.

In 1991, saw a major launch of 7UP and Miranda in India, which was warmly

received by the Indian customers. 1993 was a new beginning for PEPSI (PMX). In 1994

PEPSI achieved the No.1 position in cola brands in India. In 1996 the Miranda attained

the No.1 position in orange beverages category’s Mr. Ramesh Vengal was the first

Managing Director who was there till an April1992.


38

JAIPURIYA’S GROUP WITH PEPSICO

Jaipuriya group is a Rs. 4000Cr. (US$ 1 Billion approx.) multifaceted

organization with diverse business interest in food and beverages, textile and real estate.

With over 100 years of experience the group has believe in diligent devotion to quality by

building long term relation with its business associates and customers. Today, Jaipuriya’s

Group is a leading bottler for beverage major ‘Pepsi’ enjoying over 60% of the market

share.

Not only this, since 1940 the group has partnered with Raymond’s the sole selling agent

for Northern India. The jaipuriya group. Since 1975 has been a renewed and

reputed name in the field of soft drink bottling. Since its foray into this field the group

has bottled almost all the major soft drinks brand has existed in India like cola and Pepsi

etc. today the jaipuriya’s group commands almost 60% of the Pepsi business in India.

The group has a major presence in most part of the country, with its 22 fully operational

plants running successfully across the country.


39

DISTRIBUTION NETWORK FOR PEPSICO

Characteristics: An intensive 3-level distribution network.

The two-way i.e. forward and reverse distribution network.


Pepsico India

SMV Beverages

Distributors

Retailers

AMCs

Stock

Empty

One way Pack

Distribution Network for Pepsico Products (City Structure) in India Consumers

Tertiary

Primary

Secondary

Secondary

Secondary

Concentrate

40

SMV Beverages is the bottling operation for the Coca-Cola India.

Uses same channel for one way and two-way packs.

The customers are the retailers for the company, which acts as an intermediary.

The distributors are one of the channel partners who took title from the SMV

Beverages and carries equal risk.

The distributors and AMC’s serve the retailers periodically.

Wholesale Dealer Operations

Pepsico has various distributors as per area/regions who follow the chain of transferring the products to their clients. These distributors are independent proprietors/ partners who are the mediators between the company and the customer. Apart from the basic relation of a mediator, the distributor plays a very important role as it passes consistent raw information as to which product is performing in the market. Following are the important functions followed by distributors:

Order taking process

The order taking process starts from the customer point from where a Purchase Order (P.O.) is sent directly to the distributor of Pepsico via salesman. Further, the P.O. is manually transferred into an Order Booking Report by the accounts head, further it's classified as per the availability of the products and then Load Slip is prepared. The Load slip is send to the stores head that dispatches the products as per specification and order.

Delivery process

The Delivery process starts after the goods are been loaded in trucks and are ready to move towards clients' stores. One copy of received P.O. is taken along with original and duplicate copies for reference. At the clients store the foods & Beverages need to be arranged as per the P.O., which is inspected by an official with the help of the Good Inspection Note (G.I.N.). Further after the inspection the official sings on the duplicate copy and provides a Goods Receipt Note (G.R.N), which is filed for reference and proof.


41

Stock rotation / damaged policy

Stock rotation is the blood of this business. If there is no regular stock rotation than the company / product cannot survive for long in the market. Stock rotation is followed by the FIFO method i.e. First-in First-out. The products that come in first in the store those are the ones that go out first. This has to be done to avoid wastage of products and to have a control over the "best before use" policy and expiry. The company accepts manufacturing defects and damaged goods. These damaged goods are returned to the company after the inspection done by the distributor.

Cash/Credit Management

One of the most important decisions a distributor has to take is about cash /credit management. Cash management includes effectively managing working capital. The use of Working is the highest in distribution when it comes to any form of business. There is high amount of money blocked in working capital throughout the year, which is very risky. The basic way at which this distributor managements the cash is by regularly following up accounts receivable.Credit management is the sole of this business as all clients / customers demand for longer credit days as even there working capital is blocked till the end users do not purchase the goods. Credit policy is designed as per the trade of terms policy of pepsico. This policy is designed categories wise.


42

CHAPTER-3

SMV BEVERAGES

SMV BEVERAGES. BOTTLING PLANT IN INDIA

STRUCTURE OF SMV BEVERAGES

CHANNEL OF DISTRIBUTION IN SMV BEVERAGES

SWOT ANALYSIS


43

SMV BEVERAGES PVT.LTD.

SMV beverages are a franchisee of PepsiCo India ltd. It has a bottling plant as well as the

distribution system at different location. SMV beverages ltd. Has was established by

Mr.S.K.Jaipuria in 1977, at different location in India. SMV stands for Suryakant

(father), Manju (mother) and Vaibhav (son). Mr.S.K.Jaipuria is the Managing Director

of SMV Beverages. Mr. Sumit Halder is the CEO of SMV beverages at present.

Our people

At SMV Beverages, we are creating an environment where our employees enjoy a greater

degree of employment both individuals and in their work teams. Our employees are

equipped with the necessary tools, training and management backup for strong

performance and accountability, as well as with an employment of open communication

and involvement.

SMV Beverages ltd. Bottling plant in India

Nagpur


44

Raipur

. Bhopal

. Dharwad.

Cuttack

Jamshedpur.

STRUCTURE OF SMV BEVERAGES

Head of sales (Nagpur)

RAIPUR JABALPUR BHOPAL INDORE

TDM

TC ME APC

MERCHANDISER CE

QSM/PSR


45

RA

SMV BEVERAGES BHOPAL

SMV Beverages Ltd. Was new started among Jaipuria’s groups. Mr.S.K.Jaipuria

launched this vast plant at mandideep in 1997, Bhopal named SMV BEVERAGES LTD.

This is raising sun of jaipurias group.

The main object of this unit is manufacturing, production, selling, distribution and

bottling of the beverages a created water soft drinks etc. Mandideep bottling plant


BOTTLING PLANTSMV Beverages Ltd.Plot no-28 New Industrial area Mandideep dist. Raisen Bhopal

BHOPAL DEPOTSMV Beverages, office complex, near Chetek Bridge, Gautam Nagar Bhopal tel-07552782995

46

Pepsi

Mirinda

Mountain Dew

7up

Leher Soda

Tropicana

Slice

Aquafina

produces only Mirinda, 7 up, mountain dew, Pepsi and soda in returnable bottles. All

brand of Pepsi in pet from have been traded from saoner bottling plant which include pet-

Pepsi, 7-up, aquafina, Mountain Dew, Mirinda, Leher soda. Other brands of Pepsi like

slice, can Pepsi, T.pack slice have been traded from PepsiCo India Holdings Pvt.Ltd.,

Aurangbad.

The Annual capacity of this plant was around 88 lakh crate of bottled soft drink. The end

product of this plant is bottled carbonated soft drink. These beverages are marketed under

different brand names as:-

Manufacturing Plant


47

Brand available in (200 ml.)

1. Pepsi

2. Mirinda Orange

3. Mountain Dew

4. 7Up

5. Tropicana Premium Gold


1. Slice

2. Tropicana Twister

3. Pepsi My Can

4. 7Up Can


1. Pepsi

2. Mirinda Orange

3. Mirinda Lemon

4. Mountain Dew

5. 7up

6. Soda

Brand Available in (330ml.)


48

1. Pepsi Can

2. Mountain Dew Can

3. 7Up Can

4. Mirinda Can

5. Pepsi Diet Can

Brand Available in (350m)


Brand Available in (500ml)

1. Slice

2. Pepsi Diet

3. Aquafina

Brand Available in (600ml)

1. Pepsi

2. Mirinda Orange

3. Mountain Dew

4. 7Up


49

5. Lehar Soda

Brand Available in (1Ltr.)

1. Tropicana Premium Gold

2. Aquafina Water

3. Lehar Soda

Brand Available in (1.2 Ltr.)

1. Slice


Brand available in (2 Ltr.)

1. Pepsi

2. Mirinda Orange

3. Mirinda Lemon

4. Mountain Dew

5. 7Up


50

CHANNEL OF DISTRIBUTION IN SMV BEVERAGE LIMITED

Channel of distribution means flow of goods from manufacturer to ultimate consumer in

practice there are various kind of channel of distribution.

SMV Beverages Limited use two level channel of distribution i.e a distributor and retailer

between SMV.B.L and consumer. Diagrammatical we can represent as


SMVBL

DISTRIBUTER

51


RETAILER

CONSUMER

52

SWOT ANALYSIS

SWOT analysis is a tool for auditing an organization and its environment. It is the first

stage of planning and helps marketers to focus on key issues. SWOT stands for

strengths, weaknesses, opportunities, and threats. Strengths and weaknesses are internal

factors. Opportunities and threats are external factors

Strengths-

1. Believe on the customer satisfaction.

2. Pepsi has a broader product line and outstanding reputation.

3. Record revenues and increasing market share

4. Number one maker of snacks, such as corn chips and potato chips

5. Great brands, strong distribution, innovative capabilities

6. popular with younger people, wide array of brands

7. has a big share , popular, well know by costumers, hier celebrities for promotion

8. company has good market share in Lucknow.

9. Company has a Brand Equity among Consumers.

Weaknesses-


53

1- No provision for regular replacement of damage of bottles.

2- Distribution is not proper so we can say not justified .

3- not as popular with older crowd, not associated with key restaurants (i.e. coke /

McDonalds', while Pepsi / Pizza Hut)

Opportunities-

1. water related products, non-soft drinks, energy drinks

2. Increase the coverage areas.

3. Increase market share by improving service

4. Increase the target consumer every year.

5. Company can go for more Monopoly counters .

Threats-

1. Disributors are reducing in Lucknow city.

2. constant competition with coke. Olympic branding from coke.

3. other drink companies are increasing competition.

4. Decline in market reputation due to ineffectiveness & declaring service.

5. Aggressive marketing strategies of Coke


54

CHAPTER-4

DATA ANALYSIS & INTERPRETATION


55

QUESTION-1 Which brand are you distributing?

Mirinda 15

M.Dew 12

7Up 28

Pepsi 17

Slice 25

Other 3

INTERPRETATION:- 28% of the respondents are distributing 7up


56

QUESTION-2 Reasons for selling Particular brand?

Margin 32

Demand 56

Other 12

INTERPRETATION:- 56% of the respondents say that they sell

particular brand because of demand


57

QUESTION- 3 Which brand is better in terms of margin?

PEPSI 26

COKE 32

Others 42

INTERPRETATION :- Most of the respondent say that pepsi does not

provides better margin

QUESTION-4 Which brand is better in terms of consumer demand?


58

Pepsi 55

Coke 40

Other 5

INTERPRETATION:-

55% of the respondents say that consumer demand pepsi more


59

QUESTION- 5 Do you think that the distribution provided attracts

retailer?

YES 68

NO 32

INTERPRETATION:-

68% of the respondents say that material attracts retail.


60

QUESTION- 6 How is the overall distribution policy of the SMV

Beverage Company?

Good 36

Average 42

Poor 22

INTERPRETATION:-

42% of the respondents say that overall policy of the SMV

Beverage Company is good


61

QUESTION- 7 Does SMV Beverage Company provide

you material in time?

Yes 80

No 20

INTERPRETATION:-

80% of the respondents say that they provide the material in time


62

QUESTION- 8 Is the material provided by SMV Beverage Company

effective?

INTERPRETATION:-

56% of the respondents say that the material is effective


Yes 53

No 47

63

QUESTION- 9 Are you facing any problem in

distribution?

Yes 24

No 76

INTERPRETATION:-

Most of the respondents are not having problem


64

QUESTION- 10 What are the responses of retailers towards

distribution?

INTERPRETATION:-

Most of the retailers say that the distribution is average


Excellent 10

Good 20

Average 34

Poor 12

Can’t say 24

65

Chapter 5.

Conclusion and Suggestions

Annexure

Learning from Internship

Bibliography


66

Conclusion and Suggestion

In the earlier chapters of this report on various aspects of soft drinks industry with particular reference to establishment of ‘’SMV Beverages’’ Its organizational structure and channel of Distribution SMV Beverage. etc have been studied Present chapter is an attempt to summaries the whole report and present a view suggestion.

From the data analysis and survey conducted by me, I arrived at the following conclusions:-

(1) Pepsi has the entire flavor i.e. Cola, Leman, Orange, Mango in the market and its market share is comparatively more than Coke.

(2) The majority of the retailers deal in all brands of Pepsi and Coca-Cola.(3) One of the major drawbacks of Pepsi products is that all the flavors do not reach

at each and every retail outlets but competitors products do reach that is why competitor enters in to Pepsi exclusive outlets .

(4) The major problem faced by the distributor is the shortage of supply particularly pets.

(5) Distributor functions just as order takes; they should contribute me and communicate to the retailers.

(6) It should be checked that whether our products is reaching to the outlets timely and regularly or not.

(7) Although the Visi-cooler, Sign board/Display rack and Glass strength provided by Pepsi are more than Coke but still there are number of retailers, who are either not having these or others have provided them .

(8) There is irregular in the supply of Visi-cooler, some retailers, which sell more are not provided Visi-cooler which some retailers, which sell less, are provided visi-cooler.

(9) Some of the Visi-cooler provided by Pepsi is not functioning properly, complaints regularly, are entertained after a long time.

(10) Most of the retailers are in need of board but not provided by the Pepsi Company.

(11) Most of the retailer’s especially small retailers have complained that the sales man does not inform about any sales promotional scheme.

(12) The big retailers of Pepsi do not maintain the purity in the Visi-cooler and dictate their own terms and conditions.

.


67

Suggestions

SMV Beverage. should introduce some change in its marketing function and advertising to market more rational. The following factors to be worthy of consideration:-

1. A complain Register should be provided by the company to every distributor in every route so that, retailers/customers can write their problems. The complain register should be checked by consumer executive and depot in charge at time to time.

2. A clear notification should be given to teach distributor and each route agent to give cash memo (with printed number) and maintain route card for every transaction.

3. Proper care should be given the company’s employees at the time of scheme close. Signature of scheme receiving on the cash memo should be taken and it should be also maintained in route card. Claim of scheme should be passed after the deeply stud y of above three points i.e. difference between opening stock and closing, signature of scheme receiving on the cash memo and sells maintained in the route card.

4. Some retailers keep other companies products in the Pepsi’s fridge, while is provided by the company. To check additional scheme be given in every month, in the peak seasons After the checking of Pepsi’s Fridge (3or 4 times in every month ) if It is found that retailer does not keep other companies products in the Pepsi’s Pepsi fridge the claim of scheme should be passed . Thus we can improve/increase its sell and employee’s activities.

5. There is no electricity problem in the whole area of Bhopal. For chilled soft drink, ice box which is compulsory and dredge both should be provided by the company.

6. The numbers of outlets are too much. So it is required to short the route and extra vehicles/tricycles provide in this route.

7. Facilities provided by the company should be increased. Facilities requirements should be fulfilled in all the rural and urban area properly after deeply study for various aspects or retailers by the help of company employee and depot incharge.

8. Number of tricycle can be installed at various place like public during the peal hours i.e. evening and busy roads and chowks near the town`s commercial


68

centers. Care should be taken to install these tricycles under a shady tree where providing relief from h eat to the prospective customers as well as the vendor.

9. All these tricycles targeted the tired and thirsty consumer or the road and other place, care should be taken that soft drinks in the ice box are always chilled and ice readily available.

10. The vendors must be taught to be polite to the consumers.

11. The vendors can also be provided with uniform by the company in order to give them visibility.

12. An appropriate name should be given to these tricycles and properly advertisement thus giving them some sort of identity.

13. In winters, as the sales from these tricycles may be very low because of seasonal factors Beverages. should think of introducing such packs Beaver its various brands of beverages.

14. It is vital take for “SMV Beverages. that maintain the performance of Pepsi in future therefore performance of soft drink was very good in this year in comparison of coke.

15. Now a day with the introduction of tetra packs such as fruity, Tree Top etc. So SMV Beverages. should think of introducing such packs of its various brands of beverages.

16. SMV Beverages. should be provided it’s the rural area also.

17. Coke is the only competitor of Pepsi. So we should try to keep every information about Coke i.e. prices scheme, policy etc. always it will help in Decision making.

At last only this can be said that these suggestions are mot totally but even partially can be used by the SMV Beverages. it would be pleasure for me and is certain that if these are carried out by management, it will helpful in establishing the SMV Beverages. on a more stronger footing.


69

ANNEXURE

QUESTIONNAIRE:

Outlet Name:

Owner’s Name:

Address:

QUESTION-1 Which brand are you distributing?

a) Mirinda b) M.Dew c) 7UP

d) Pepsi e) Slice f) Other

QUESTION- 2 Reasons for selling a particular brand?

a) Margin b) Demand c) Other

QUESTION-3 Which brand is better in terms of margin?

a) Pepsi b) Coke c) Other

QUESTION-4 Which brand is better in terms of consumer demand?


a) Pepsi b) Coke c) Other

QUESTION- 5 Do you think, distribution provided attracts retailer?

a) Yes b) No

QUESTION- 6 How is the overall policy of SMV Beverages?

a) Good b) Average c) Poor

QUESTION- 7 Does SMV Beverage provide you material in time?

a) Yes b) No

QUESTION- 8 Is the material provided by the company effective?

a) Yes b) No

QUESTION- 9 Are you facing any problem in distribution?

a) Yes b) No

QUESTION-10 What is the response of retailers towards distribution?

a) Excellent b) Good c) Average d) Poor e) Can’t say


LEARNING FROM INTERSHIP

It was very good experience for us. We learnt many things during the training.

Knowledge of Market:- During the EDS we came to know about market culture, market

of pepsi brand, need of consumers etc.

We come to know about the various product of the company.

In first and second week our trainer taught us how to talk with dealer.

We went to pepsi outlets and talk with their owner and come to know about the problem

and we find the problem of services.

POG:- It’s a purity test in third and fourth week we learnt about it and done the purity test

with sales man.

Sales and Order:- there was a worksheet on which orders were taken we learn how to take

order and how to fill that sheet.

Stock Check:- before taking order we have to check the stock so here we learn how to

check the order.


Beside of it we learnt about the professional culture and team work.

BIBLIOGRAPHY

Kothari C.R. (1999), “Research Methodology” Wishwa prakashan.

Kotler, Philips (1996), “Marketing Management” analysis, planning,

Implementation and Control.8th edition, prentice hall of India, New

Delhi.

Stanton, William J. (1994), “Fundamentals of Marketing” New York,

McGraw Hill.

WEBSITE:-

www.pepsi.com

www.pepsicoworld.com

www.pepsico.com

www.wikipedia.org

PRESS:- Business world (Magazine) , The Hindu.Delhi (News Paper)


http://www.wikipedia.org/

http://www.pepsico.com/

http://www.pepsicoworld.com/

http://www.pepsi.com/

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