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TABLE OF CONTENT
CONTENT PAGES
CERTIFICATE OF COMPANY
PREFACE
ACKNOWLEDGEMENT
DECLARATION
1. Chapter 1st..11-37
Introduction
Corporate Profile
Guideline principle
Products of Company
Milestone
Pepsi Vs Coke War
PepsiCo Headquarters
Organizational structure
Introduction of COCA-COLA
2. ChapterIInd38-49
Company Profile
SWOT Analysis
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3. ChapterIIIrd 50-53
Research Introduction
Research Objective
Research Methodology
4. ChapterIVth.54-82
Data Analysis & Findings
5. Chapter Vth..83-94
Conclusion
Questionnaire
Suggestion
6. Limitation.95-96
8. Bibliography.97-98
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PREFACE
As a part of the course curriculum, the M.B.A. students are required to complete
project. The objective behind this is to relate the management subjects taught in the
classroom to their practical application.
The preparation of this project report is based on facts and findings noted during the
my research. Information received from written and published documents and
briefings by company executives.
The scope of the research project is to analyze the data received from our research.
My work in this project is, therefore , a humble attempt towards this end.
In spite of my best efforts there may be errors of omissions and commissions, which
may please be excused.
Today most of the FMCG companies including Pepsi used intensive distribution
which consists of manufacturer placing the goods or services in as many outlets as
possible. Generally for the product it requires great deal of location convenience
Management generally needs to search for distribution economics in inventory
control, warehouse location and transportation modes. Distribution play the vital for
the success of any product in market, out of 7ps marketing mix one is place which
clearly indicate that consumers and customers needs, wants and demand.
Availability or penetration of our product in the market because in marketing it
believe that JO DIKHTA HAI WO BIKTA HAI so if our Pepsi product available
to the next door of our customer then they will prefer Pepsi, because they are getting
their brand without much effort. So the company or firm who are more flexible and
much aware with the distribution process capable to make availability to their productat each and every outlets.
I shall feel amply rewarded if this report proves helpful in developing any concept
for the growth and prosperity of organization.
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ACKNOWLEDGEMENT
It is my opportunity to work on PepsiCo India Pvt. ltd. Which are a drink
organization and my topic comparative study of distribution network Pepsi Vs
Coke.
My sincere thanks towards Mr. SUGANDH TRIPAHI [Assistant Manager (Sales)
Pepsi Co, ALLHABAD], for giving me a chance to take this project and for her
valuable guidance, which helped me on all those points, which I needed to include in,
with full intensity , for his significant support extended for the successful completionof the project.
I am very grateful to our, Prof. A.K. MALHOTRA , H.O.D Mr. S.R.PRASAD and
my project guide Mr.anam akhtar for their excellent guidance in the completion of
my project work.
I am also heartily indebted for the coordination of all the retailers & friends, who
provided me with all their experience to complete this project.
Maroof Mustafa Momin
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DECLRATION
I hereby declare on behalf of me that all the information given in this research project
report is true.
I have not hidden any information which I have got from the market about the
company, and this report is not published anywhere else.
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CHAPTER -1
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INTRODUCTION
PepsiCo is a world leader in convenient foods and beverages, with 2006 revenues of
more than $35 billion and 168000 employees. The company consists of Frito - Lay
North America, PepsiCo Beverages North America, and PepsiCo Beverages North
America. PepsiCo brands are available in nearly 200 countries and territories and
generate sales at the retail level of about $92 billion.
Some of PepsiCo's brand names are more than 100-years-old, but the corporation is
relatively young. Pepsi-Cola and Frito - Lay. Tropicana was acquired in 1998 and
PepsiCo merged with The Quaker Oats Company, including Gatorade, in 2001.
PepsiCo offers product choice to meet a broad variety of needs preference - from fun
- for-you items to product choice that contribute to healthier lifestyles.
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CORPORATE OFFICERS
Corporate
Indra K.Nooyi
Chairman of the Board and Chief Executive Officer
INDRA K. NOOYI, 52, is Chairman and Chief
Executive Officer of PepsiCo. Mrs. Nooyi was named President and CEO on October
1, 2006, and assumed the role of Chairman and CEO on May 2, 2007. Mrs. Nooyi
was elected to PepsiCo's Board and was named President and Chief Financial Officer
since February 2000. Mrs. Nooyi also served as Senior Vice President, Strategic
Planning and Senior Vice President, Corporate Strategy and Development from 1994
until 2000. Prior to joining PepsiCo, Mrs. Nooyi spent four years as Senior Vice
President of Strategy, Planning and Strategic Marketing for Asea Brown Boveri, Inc.
She was also Vice President and Director of Corporate Strategy and Planning at
Motorola, Inc.
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Mitch Admek
Senior Vice President and
Chief Procurement Officer
Rich Beek
Executive Vice President
PepsiCo Chicago
Robert Dixon
Senior Vice President,
Global Chief Information Officer
PBSG
Richard Goodman
Chief Financial Officer
Julie Hamp
Senior Vice President
PepsiCo Communications
Mehmood Khan
Chief Scientific Officer
Ronald C. Parker
Senior Vice President
Chief Global Diversity and
Inclusion Officer
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Board of Directors and Committees
Directors
Ian M. Cook
Dina Dublon
Victor J. Dzau
Ray L. Hunt
Alberto Ibarguen
Arthur C. Martinez
Indra K. Nooyi
Sharon Percy Rockefeller
James J. Schiro
Lloyed D. Trotter
Daniel Vasella
Michael D. White
Committees
Nominating and Corporate Governance Committee Members
Audit Committee Members
Compensation Committee Members
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COMPANY PROFILE
In 1902 the Pepsi cola company was launched in the back room of pharmacy and was
applied in patent office for a trade mark. The business begins to grow on June 16,
1903 "Pepsi Cola" was officially registered with the US patent office. That year Caleb
sold 7,968 gallons of syrup using them in "exhilarating aids digestion". It also
awarder for franchises to bottle Pepsi to independent investors, where number grew
from just to in 1905 in cities of charlotte and Durham, to 1 the following year, and 40
by 1907.
Gold spot is considered as the first branded shop in India. Parle introduced it in earlyforties. Coca-Cola was the first foreign soft drink to be introduced in Indian markets.
The Coca-Cola Company entered India in early fifties, when four bottling plants were
setup at Bombay. Calcutta, Delhi and Kanpur. Coca - Cola enjoyed a good beginning
and the market. Parle exports Pvt. Ltd. The major domestic player later in1970
introduced Limca, a lemon soft drink. Before Limca's introduction, the had attentively
introduced 'Cola Pepino' which was soon with from the market.
In July 1977 Coca-Cola left India following public dispute over share holding
structure and import permits. As per FERA regulation the company was requires to
indicate or clear operation. Coca-Cola left a big gap which did several companies
who came forward pushing different brand in market fill?
Parle products introduced their cola "Thumbs Up" Pure drinks introduced "Campa
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Cola" Along with the orange and lemon. Modern Bakeries introduced "Double Seven,
Thrill, Rush, and Aprint". At the same time various regional soft brands played an
independent role in their respective territories like 'Duke' and 'Mangola' etc.
After coke was asked to leave India Pepsi began to lay plants to enter this huge
market. Pepsi worked with an Indian business group in seeking government approval
for its entry over the objection of both domestic soft drink companies and ant
multinational legislators, Pepsi saw the solution to lie in making an offer that Indian
govt. Would find hard to refuse. Pepsi offered to help India export some than the cost
of importing soft drink concentrate. Pepsi also promised to focus considerable selling
efforts on rural areas, to help their economics development. Pepsi further offered to
transfer food processing, packaging and water treatment technique to India an in the
way Pepsi Started its operation in April 1989 first Pepsi, Cola was produced in India.
In the next year, 1991 production on Mirinda and 7 up started. The production of
slice, Teem and fountain Pepsi started in 1993 Coca Cola came back in October 1993,
and was launched in Agra. It joined hands with parley export Pvt.Ltd. to enter India
and gradually look the same company. The nineties also saw a new foreign entrant
called Cadbury Schweppes which rolled out Canada dry and crush in Metropolitan
cities.
Pepsi entered the cloudy lemon category by launching its Mirinda Lemon in 1998.
In may 1999, a notification, presenting prevention of food Adulteration (Fourth
Amendment ) rules 1999, allowed the use of the blended artificial sweeteners, as part
time and a successful fame potassium in the formulation of soft drinks, which in what
made the entry of diet Pepsi and diet Coke. Coca also rolled out its popular clear
lemon drinks sprite in India at same year 1999.
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PepsiCo's Commitment and Guiding Principles
GUIDING PRINCIIPLES
Care for customers, consumers and the
world we live in.
Sell only products we can be proud of Speak with and candor.
Balance short term and long term.
Win with diversity inclusion.
Respect others and succeed together
Commitment:
Our values reflect our aspirations - the kind of company we want PepsiCo
to be. We express our values in the form of a commitment. Our commitment is;
Sustained Growth is fundamental to motivating and measuring our success.
Our quest for sustained growth stimulates innovation, places a value on results, and
helps us understand whether today's actions will contribute to our future. It is about
growth of people and company performance. It prioritizes making a difference and
getting things done.
Empowered People means we have the freedom to act and think in ways that
we feel will get the job done, while being consistent with the processes that ensure
proper governance and being mindful of the rest of the company's needs.
Responsibility and Trust form the foundation for healthy growth. It's about
earning the confidence that other people place in us as individuals and as a company.
Our responsibility means we take personal and corporate ownership for all we do, tobe good stewards of the resources entrusted to us. We build trust between ourselves
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and other by walking the talk and being committed to succeeding together.
Guiding Principles
This is how we carry out our commitment. We must always strive to;
Care for customers, consumers and the world we live in. We are driven by
an intense, competitive spirit in the marketplace, but we direct this spirit toward
solutions that achieve a win for each of our constituents as well as a win for the
corporation. Our success depends on a thorough understanding of our customers,
consumers and communities. Caring means going the extra mile. Essentially, this is a
spirit of growing rather than taking.
Sell only products we can be proud of. The test of our standards is that we
must be able to personally endorse our products without reservation and consume
them ourselves. This principle extends to every part of the business, from the
purchasing of ingredients to the point where our products reach the consumer's hands.
Speak with truth and candor. We speak up, telling the whole picture, not
just what is convenient to achieving individual goals. In addition to being clear,
honest and accurate, we take responsibility to ensure our communications are
understood.
Balance short term and long term. We make decisions that hold both short-
term and long-term risks and benefits in balance over time. Without this balance, we
cannot achieve the goal of sustainable growth.
Win with diversity and inclusion. We leverage a work environment that
embraces people with diverse backgrounds, traits and different ways of thinking. This
leads to innovation, the ability to identify new market opportunities, all of which
helps develop new products and drives our ability to sustain our commitments to
growth through empowered people.
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Respect others and succeed together. This company is built on individual
excellence and personal accountability, but no one can achieve our goals by acting
alone. We need great people who also have the capability of working together,
whether in structured teams or informal collaboration. Mutual success is absolutely
dependent on treating everyone who touches the business with respect, inside and
outside the company. A spirit of fun, our respect for others and the value we put on
teamwork make us a company people enjoy being part of, and this enables us to
deliver world-class performance.
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PRODUCTS OF COMPANY
PepsiCo offers product choices to meet a broad variety of needs and preference - from
fun-for-you items to product choices hat contribute to healthier lifestyles. PepsiCo has
Hundreds of brands. Some of the best known brands are given below:-
1. PEPSI
2. PEPSI DIET
3. PEPSI MAX
4. PEPSI ONE
5. 7 UP
6. MIRNDA
7. MOUNTAIN DEW
8. MOUNTAIN DEW CODE RED
9. SLICE
10. AQUAFINA
11. LEHAR SODA
12. TROPICANA
13. TWISTER
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Contains: CABONATED WATER, HIGH FRUCTOSE CORN SYRUP,
CARMEL COLOR, SUGAR, PHOSPHORIC ACID, CAFFEINE, CITRIC ACID,
NATURAL FLAVORS
Total Fat (g) 0
Calories 100
Sodium (mg) 20
Potassium (mg) 10
Total Carbohydrates (g) 28
Sugars (g) 28
Protein (g) 0
Caffeine (mg) 25
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MILESTONES
1990 Milestones
PepsiCo stock splits three-for-one.
PepsiCo signs the largest commercial trade agreement in history with the
Soviet Union.
PepsiCo profits exceed $1 billion for the first tsime.
1991 Milestones
Pepsi-Cola introduces a new logo, its eight in 93 years. Advertising features
rap singer MC Hammer.
Pepsi-Cola forms joint venture with Thomas J.Lipton Co. to develop and
market tea-based drinks.
Frito-Lay introduces Cheetos Paws.
1992 Milestones
PepsiCo purchase an equity interest in California Pizza Kitchen. It is sold in
1997.
Frito-Lay and General Mills agree to merge snack food businesses in Europe.
Pepsi Introduces new slogan "Be Young - Have Fun - Drink Pepsi."
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1993 Milestones
Both PepsiCo beverages and Snack food operating profits pass the $1 billionmark.
Frito-Lay introduces Baked Tostitos brand Trotilla Chips.
PepsiCo acquires East Side Mario's Restaurants Inc. It sells the 40 units in
1997.
Pepsi-Cola introduces Aquafina bottled water into test market.
1994 Milestones
Pepsi-Cola is first major soft drink maker to begin producing and distributing
its product in Vietnam.
Pepsi-Cola International acquires Indian company, its first big bottling plant
in Bombay.
PepsiCo sales reach $30.4 billion. There are 470,000 employees worldwide,
making PepsiCo the third largest employer.
1995 Milestones
Pepsi-Cola introduces "Nothing else is a Pepsi'' theme line.
7Up International launches 7Up Ice Cola, a new clear cola.
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1996 Milestones
Pepsi-Cola launches Pepsi World at http://www.pepsi.com
Mountain Dew launches a massive beeper network called." The Mountain
Dew Extreme Network."
Pepsi-Cola introduces " Nothing else is a Pepsi" theme line.
1997 Milestones
Pepsi-Cola introduces new advertising campaign with the theme "Generation
Next."
Frito-Lay announces plans to buy the 104-year-old snack, Cracker Jack, a
candy-coated mix of popcorn and peanuts from Borden Foods Crop.
1998 Milestones
Pepsi-Cola introduces two-liter plastic bottle with built-in "grip handle'' that
makes it easier to grip and pour.''
Pepsi introduces new look called the ''Globe'' which prominently features a 3-
dimensional Globe against a blue ice backdrop.
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1999 Milestones
Tropicana introduces two new calcium-fortified Pure Premium juices:Pure Premium Grove stand Calcium and Pure Premium Ruby Red Grapefruit
Calcium.
Pepsi launches ''The Joy of Cola'' advertising campaign.
Tropicana juices are entering the huge India market for the first time.
Spearheaded by Tropicana Asia Pacific, orange juice will appear in the New
Delhi and Bangalore markets.
2000 Milestones
Pepsi-Cola revives its ''Pepsi Challenge'' advertising campaign.
Challenge includes Pepsi One and Diet Coke as well as regular cola.
Pepsi-Cola teams up with Yahoo Inc., the biggest web navigation
company, in a multimedia marketing campaign aimed at teens and young
adults.
2001 Milestones
Pepsi-Cola's flagship brand will have new tagline, ''The Joy of Pepsi.''
Tropicana introduces Smoothies. A natural juice-based
Product.
Pepsi-Cola Company introduces a ''Pepsi Twist." Regular and diet
versions of the crisp new cola with lemon are entering retail outlets in selected
U.S. markets.
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2002 Milestones
Diet Pepsi has a new look.
PepsiCo announces $5 billion share repurchase program.
PepsiCo publishes Health and Wellness Philosophy. (On pepsico.com)
Brand Pepsi has a new look.
2003 Milestones
Pepsi-Cola trademark turns 100 years old.
Tropicana introduces Tropicana 100% Juices Blends.
Pepsi unveils a new tagline: ''Pepsi. It's the Cola.''
2004 Milestones
PepsiCo Launches 'Smart Spot' Symbol in Canada
PepsiCo publishes first Corporate Citizenship report in its 2003
Annual Report.
2005 Milestones
Tropicana Twister Soda Launched in April
PepsiCo Celebrates 40th Anniversary
Pepsi-Cola North America Launches MDX Energy Soda
Frito-Lay Launches Quaker Oats in India.
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2006 Milestones
PepsiCo Launches Pepsi Limon in Peru
PepsiCo India re-launches Mirinda
Indra Nooyi named Chief Executive Officer of PepsiCo as October 1,
2006
PepsiCo announces it will acquire New Zealand snack company
Bluebird Foods.
2007 Milestones
Indra Nooyi named Chief Executive Officer of PepsiCo as of October
1, 2006
Frito-Lay kicks of its nationwide rollout of Lay's with 100% Pure
Sunflower Oil
PepsiCo announced Intent to acquire Naked Juice Company
Federal Trade Commission clears PepsiCo for Naked Juice Co.
purchase
2008 Milestones
PepsiCo Honored With 2008 Energy Star Partner of the Year Award
PepsiCo India Commissions First Remote Wind Turbine to Generate
Renewable, Clean Energy
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CRO Names PepsiCo to Top 25 100 Best Corporate Citizens 2008
PepsiCo International's China Foods Wins "China's Top Leaders 2008" Award
THE GREAT COLD WAR-COLA VS PEPSI
Soft drink that is non alcoholic beverages traces their ancestry back to the mineral
spring of Europe. In 19th century, numerous mineral waters were old in the United
State. Druggist often flavored mineral waters with various extract, serving home
made brews root beer or ginger ale to please the pattern of their soda fountains. By
the late 19th century the owner of few such beverage were attempting to distribute
them beyond their local trading areas. However, the difficulties in obtaining broad
regional distribution were considerable. Bottling technologies was in its infancy, os
most drinks were sold at the soda fountain. And there was little reason for fountain
proprietors to pay for use of someone else drink when they could mix own with such
ease.
This was phase - I of the soft drink industry. Few beverages were widely available.
No head real pull. Barriers to competitive were low. Coca - cola was invented in
1886, and by the turn of century it was making progress achieving national
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distribution and brand pulling power. Coca - Cola owners wanted to make it industry
standard. Further, they launched a coordinated advertisement and sale force drive so
well executed that it created one of the most powerful brand in the history of
marketing.
This was phase II of the soft drink industry. Coca Cola was the national brand, the
dominated force, and the emblem of American consumption. In the 19th century, no
barriers to entry could be built in soft drinks, but by the nearly 1930s coca - cola was
being referred in the trade press as the national monopoly other brands tried to
compete. When the trade press asked, would the country see the next coca - cola?
Industry analysts were puzzled about the nature of Coca - cola's competitive muscle.
In the 1930 Pepsi Cola a brand that was invented in the 1980s but that had
experienced two bankruptcies emerged as a challenger to coca - cola. Pepsi entry
strategy was based on price. Coca Cola was aimed at mass market, but by the time
great depression coke's pricing strategy left room for cola offering dramatically lower
prices. Pepsi strategy achieved impressive success in part because company had a
solid base of distribution through large chain of confectionary stores.
This ''twelve full ounce'' era of Pepsi cola from 1931 through 1949 can be seen as
another phase II strategy.
Pepsi did not make a claim of product superiority, nor did its advertisement campaign
suggest that it was suited for certain kind of person. Rather, Pepsi appeal was strictly
price oriented a defining characteristic of phase II competition. Pepsi strategy,
however, was founded not on any cost advantage in production or distribution but on
coca price umbrella disappeared with post war inflation. By the late 1940s Pepsi had
to raise it price and it lost to its customers in the process. The company very survival
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was in question. A new strategy was essential. Pepsi inaugurated that strategy in late
1950s by appealing to customer on the basis of who they were rather than what the
products was. This was the fundamental change, a bold step into phase III world of
demographic and psychographic segmentation. Marker Segmentation strategies now
dominated the industry, which was why super market shelves are so crowded with
line extension. The world of universal cola - the one brand perfect for anyone,
anytime, anywhere in now gone.
PepsiCo is a world leader in convenient food and beverage with revenues of about
$27 billion and over 143000 employees. The company consist of snack business of
Frito - Lay North America and Frito international; the beverage business of PepsiCo
Beverage International; and Quaker food north America manufacture and marketer of
ready - to -eat cereals and others food products. PepsiCo brands are available in
nearly 200 countries. Many of PepsiCo rand names are over 100yr old but the
corporation in 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.
PepsiCo success is the result of superior products, high standards of performance,
distinctive strategies and the high integrity of our people.
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PEPSICO HEAD QUARTERS
PEPSICO India world head Quarters is located in purchase, N.Y. approximately 45
minute from New York City. Edward Darrel Stone, one of America's foremost
architects, designed the seven - building headquarters complex. The building
occupied 10 acres of and 1114 - acres complex that includes the Donald M. Kendall
Sculpture collection in a garden setting.
The collection of works is focused on twentieth century, & features work by masters
such as Auguste Calder, Alberto Giacometti, and Arnaldo Pamodoro & Claes
Oldenburg.
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INDUSTRY PROFILE
Development of the first man made sparking or carbonated water is credited to Joseph
Priestly, the British scientist who discovered oxygen. In 1772, he invented a method
of pushing cordon dioxide in to water by dissolving it under pressure, thus creating
fairly long - lasting bubbles. The technique led to development of the soft-drinks
industry''.
By the beginning of the 19 century carbonated water was being made
commercially in France and North America; shortly there after, flavors (normally
fruit concentrates ) were added to enliven the taste. In the 1820s, small carbonated
bottling operations were established in Canada, producing carbonated drinks in
refillable bottles which were merchandised as medicinal elixirs or tonics.
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The principle of ''pushing'' carbon dioxide is still used. But now the water is first
purified in a process known as ''polishing''. Cooled carbon dioxide is then injected at
pressures of 275-550 kilopascals. Some of the early drinks bottled in Canada were
called Birch beer, Ginger beer, Sarsaparilla, Sour Lemon, Soda Water and Cream
Soda. The first carbonated beverages or ''pop'' bottles were sealed with corks held
tightly in place with a wire binding. Wired cork closures were used until about 1884
with Codd's Patented Globe Stoppers. The Crown cap was introduced around 1905
improved versions are still widely used, although they are gradually being replaced,
especially on larger containers, with reclosable screw caps.
Other packaging innovations since the mid-1960s include canned carbonated
beverages, non returnable glass bottles and container made from rigid plastics.
However, an effort is being made often through provincial legislation, to increase the
use of returnable containers.
COMPANY BACK GROUND
Coca - Cola company is the global company and has completed 122 years of
consumer service with some of the world's most widely recognized brands, the coca-
cola business in INDIA, as in each country where they operate, is local business.
Their beverage is produced locally employing Indian citizen, their product range and
marketing reflects Indian taste and lifestyles.
After a 16 - year's absence, Coca-Cola returned to India in 1993. The company
presence in India was cemented in November that year in deal that gave Coca-Cola
ownership of the nation's top soft drinks brands and bottling network. Coca-Cola
India has made significant investment to builds and continually improves its business
in India, including new production facilities, wastewater treatment plants, and
distribution system and marketing equipment.
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Coca - cola business system directly employs approximately 6000 local people in
India. In fact, they indirectly create employment for more than 1, 25000 people
in related industries through their vast procurement, supply and distribution
systems. Virtually all the goods and services required to be produced and marketed
by coca-cola locally are made in India.
The coca-cola system in India comprises 27 wholly owned companies - owned
bottling operations and another 17 franchise - owned bottling operations. A
network of 29 contracts - packers also manufactures a range of products for the
company. The complexity of the Indian market is reflected in the distribution fleet,
which include 10 tones trucks, open bay three wheelers that can navigate the narrow
alleyways of Indian cities, and trademark tricycles and pushcarts.
One wrong move can lead to dramatic changes in market share. The pricing is quite
essential in the business and any minor change can lead to huge changes in
fortunes. Advertising here is conventional, not in content but in terms of time frames.
Everything boils down to advertising and distribution strategies, its plan or lack of
them for the non-cola segment, plan of attack in rural markets, and its profitability
and growth rates.
Soft drinks have fairly high elasticity of demand, which ensures that producers
must strike a fine balance between prices and sales volumes. Coke has decided to peg
prices similar to other products and tries to gain market share through vigorous
promotional activities.
The infrastructural cost are high but you have to rework your other costs like credits
and discounts and bring them down, which is exactly what it is doing at the moments.
Coke sells mostly through fat dealers who sell the products of both companies and
they undercut all the time. There are plenty of innovations possible in distribution that
can cut costs. For the same no of accounts in the north you require more people,
vehicles, and basically more expenditure. Therefore it makes sense to pre-sell or in
other words, book orders and then sell this reduces recurring costs and revenue
expenditure comes down.
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COMPANY POLICIES
The Coca-Cola ECO system are governed by five major policies that affirm the
environmental responsibilities of The Coca-Cola Company and serve as guidelines
for our business partners around the world. Each of these policies is supported by
specific requirements and practices that govern our daily operations and are
fundamental to achieving results consistent with environmental leadership.
Our Five Policies are:
1. COMMITMENT
2. COMPLIANCE & BEYOND
3. ACCOUNTABILITY
4. CITIZENSHIP
5. BELIEF
MISSION, VISION & VALUES
Mission:
Everything we do is inspired by our enduring mission:
To Refresh the World... in body, mind, and spirit.
To Inspire Moments of Optimism... through our brands and our
actions.
To Create Value and Make a Difference... everywhere we engage.
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Values
We are guided by shared values that we will live by as a company and as
individuals:-
Leadership: ''The courage to shape a better future''
Passion: '' Committed in heart and mind''
Integrity: ''Be real''
Accountability: ''If it is to be, it's up to me''
Collaboration: "Leverage collective genius''
Innovation: "Seek, imagine, create, delight''
Quality: "What we do, we do well''
Vision
To achieve sustainable growth, we have established a vision with clear goals.
Profit: Maximizing return to shareowners while being mindful of our overall
responsibilities.
People: Being a great place to work where people are inspired to be the best
they can be.
Portfolio: Bringing to the world a portfolio of beverage brands that anticipate
and satisfy peoples desires and needs.
Partners: Nurturing a winning network of partners and building mutual
loyalty.
Planet: Being a responsible global citizen that makes a difference.
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CHAPTER -2
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AN OVERVIEW OF PEPSICO
CORPORATE PROFILES
PepsiCo entered India in 1989 and in the spam of a little more than a decade 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. The group
has built an expansive beverage, snack food and exports business and to support the
operation are the group's 37 bottling plants in India of which 16 are company owned
and 21 are franchisee owned. In addition to this PepsiCo Frito Lay snack division has
3 state of the art plants. PepsiCo's business is based on its sustainability vision of
marketing 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.
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ORGANIZATION VALUE
PepsiCo Commitment:
Our values reflect our aspirations - the kind of company we want PepsiCo
to be. We express our values in the form of a commitment. Our commitment
is:
Sustained Growth is fundamental to motivating and measuring our
success. Our quest for sustained growth stimulates innovation: places a value
o results, and helps us understand whether today's actions well contribute to
our future. It is about growth of people and company performance. It
prioritizes making a difference and getting things done.
Empowered People means we have the freedom to act and think
in ways that we feel will get the job done, while being consistent with the
processes that ensure proper governance and being mindful of the rest of the
company's needs.
Responsibility and Trust forms the foundation for healthy
growth. It's about earning the confidence that other people place in us as
individuals and as a company. Our responsibility means we take personal and
corporate ownership for all we do, to be good stewards of the resources
entrusted to us. We build trust between others and ourselves by walking the
talk and being committed to succeeding together.
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Sell only products we can be proud of. The test of our
standards is that we must be able be personally endorse our products without
reservation and consume them ourselves. This principle extends to every part
of the business, from the purchasing of ingredients to the point where ourproducts reach the consumers hands.
PEPSICO MISSION
''To be the world's premier consumer Products Company focused on convenient foods
and beverages. We seek to products healthy financial rewards to investors as we
provide opportunities for growth and the communities in which we operate. And in
everything we do, we strive for honesty, fairness and integrity.
PEPSICO VISION
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.
Tomorrow > Today
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PEPSICO CARES
PepsiCo India's expansive portfolio includes iconic refreshment beverages Pepsi.
7UP, Mirinda and Mountain Dew, in addition to low calorie option Diet Pepsi and7UP Light, hydrating and nutritional beverages such as Aquafina drinking water,
isotonic sports drinks Gatorade, and 100% natural fruit juices and juice drinks
Tropicana and Slice. Our local brands Lehar Everess soda, Dukes Lemonade and
Mangola complete our divers spectrum of brands. PepsiCos snack food company,
Frito Lay is the leader in the branded potato chip market and was amongst he first
companies to eliminate the use of trans fats and msg in its products. It manufactures.
Lays Potato chips; cheetos extruded snacks, Uncle Chipps and traditional namkeen
snacks under the kurkure and Lehar brand. Quaker Oats, Lehar Lites, low fat and
roasted snack option enhance the choices available to the growing health and wellness
needs of our consumers. reach the consumers hand.
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PUNCH LINE OF PEPSICO
COMPANY BRAND PUNCH LINE
PEPSI YEH DIL MAANGE MORE
PEPSI GENERATION NEXT
PEPSI MERA NUMBER AYGGA
PEPSI YEHI HAI RIGHT CHOICE BABY
PEPSI YEH PYASS HAI BAADI
PEPSI YEH HAI YOUNGISTAAN MERI JAAN
SLICE SLICE PIYEGA PHAL MILEGA
SLICE DABBA KE PIYO
MOUNTAIN DEW CHITA BHI PEETA HAI
AQUAFINA PURITY GUARANTEED
MOUNTAIN DEW DARR KE AAGE JEET HAI
MIRINDA EK MIRINDA KI DOORI HAI
PAGALPANTI BHI ZAOORI HAI
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ABOUT THE PEPSICO FAMILY
FRITO-LAY NORTH AMERICA
PepsiCo's snack food operations had their start in
1932 when two separate events took place. In San Antonio, Texas, Elmer Doolinbought the recipe for an unknown food product ''a corn chip'' and stared an entirely
new industry. The product was Fritos brand corn chips, and his firm became the Frito
Company.
The same year in Nashville, Tennessee, Herman W. Lay stared a 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.
Major Frito-Lay products include Lays potato chips, Doritos flavored tortilla chips,
Tostitos tortilla chips, and Cheetos cheese flavored snacks, Fritos corn chips, Ruffles
potato chips Rold Gold pretzels, sun chips multigrain snacks, Munchies Snack mix,
Lays stax potato crisps, and Cracker Jack candy coated popcorn and Go snacks. Frito-
Lay also sells a variety of branded dips, Quaker fruit & Oatmeal bars, Quaker Quakes
corn and rice snacks Grandma Cookies, nuts and crackers. Frito-Lay North America
Includes Canada and the United States.
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ADVERTISEMENT AND PUBLICITY
PepsiCo is one of biggest end spenders in India; it is also of
the biggest global end spenders. It has a long list of endorsers from pop star Ricky
martin to film star Sharukh khan, Karina Kapoor, Prity Zinta, Saif Ali Khan and
Amitabh Bachhan. Hindustan Thompson associates, the big guest advertising agency
of India has the account of PepsiCo, PepsiCo is known for its broad cast advertising
i.e. hoarding, banners, posters stikers, specialist hanger, dealer board, glow signboard,
wall painting and news paper, the expense of these type of advertising are made at
territory or unit level. Allahabad territory has assigned two local advertising agencies
R.D.Associates and Krishna for its territorial advertising.
,
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Celebrities
Pepsi first used Aamir Khan, model turned actress Mahima Chaudhary and model and
ex-Miss World Aishwariya Rai to promote its product.
Later are used Amitabh Bachchan, Sahrukh Khan, Kajol, Rani Mukherjee, Saif Ali
Khan, Fardeen Khan, Akshay Kumar, Shahid Kapoor (before he entered the movie
world), Preity Zinta, John Abraham, Priyanka Chopra, and Kareena Kapoor as well as
the national cricket team.
Cricketers like Master Blaster Sachin Tendulkar, Saurav Ganguly, Rahul Dravid,
Shane Warne, Sohaib Akhtar, Carl Hooper, M.S. Dhoni, Yuvraj Singh and many
more have worked in Pepsi Advertisements.
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MARKETING SCHEMES
For increasing the market share and beating the competitors company provides
different scheme on different time. The scheme are of two types one for consumers &
other for retailers. During my training period two types of consumer scheme and two
types of retailer schemes were going on.
Free flavors, To Retailers:
Company offers few bottle flavors free to retailers on purchase of one crate of flavors
on some specific days. The free flavors scheme varies from one bottle to many
bottles.
Display Rack Schemes:
This scheme is only for retailers. In this scheme company provides a Pepsi rack to
retailer. The rack is filled with different bottles of Pepsi. The retailers are instructed
that if they will maintain there racks in the same condition as it was when it was
purchased. After completion of one-month different gift packs are distributed to the
retailers.
Hai Koi Jawab:
This was launched on 300ml bottle of Pepsi. This is U.T.C. scheme meaning under
the crown. In this scheme some number are given under the bottle of Pepsi and
company announces some lucky numbers. If this number is matched with the number
under the crown number then the owner of that bottle win different cash prizes.
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Mirinda U.T.C:
This scheme was launched on 300ml bottle of mirinda. This is U.T.C. scheme
meaning under the crown. In this scheme some dollar amount is given under the
bottle and the consumer may collect these dollars and add it. Company provided
different gift packs on different crown numbers.
These schemes are offered by the company to maintain the competition as it is offered
on those days when Coca-Cola offers any similar scheme.
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SWOT Analysis
S=strength1. PepsiCo is very huge organization and multi national company.
2. Good brand image.
3. PepsiCo provides highly quality of cooling equipments.
4. PepsiCo capturing broad market.
5. Latest and advanced technology.
6. Very high budget for the sales promotion and advertisement.
W=weakness
1. It is not much beneficial for the health point of view.
2. PepsiCo reducing brand loyalty.
3. Lack of cooling equipment.
4. Lack of internal communication & services.
5. The organization is new as compared with coke .
O=Opportunity
1. PepsiCo will increase their market capture.
2. It will reach all around India.
3. It will increase the number of customer by suggestion through.
4. Increase satisfaction level.
5. It should engage in continuous product development and introduction of new
flavors.
T=Threat
1. The biggest threat of the PepsiCo, competitor interference (coke)
2. Boycott of the soft drink due to swadeshi movement.
3. Coca-Cola Company provides insurance cooling equipment.
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CHAPTER -3
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OBJECTIVE OF RESEARCH
The purpose of research is to discover answers to questions through the applications
of scientific procedures. The main aim of research is to find out the truth which is
hidden and which has not been discovered yet. Research is finding of answer to
question regarding any problem through the application of scientific approach. The
investigation is done to find the truth hidden and tries to find out solutions to
problems. Through every research study has its own specific purpose, is the
following-
1) To gain familiarity with a phenomenon or to achieve new insights into it.
2) To portray accurately the characteristics of a particular individual, situation or a
group.
3) To determine the frequency with which something occurs or with which it isassociated with something else..4) To test a hypothesis of a casual relationship between variables.
5) To find out quality of cooling equipment of PepsiCo in comparison to Coke.
6) To aware the shopkeeper about policy regarding marketing activity.
7) To find out role of marketing activity to increase the sale of cold drink.
8) To find out satisfaction of shopkeepers with the marketing activity.9) To understand the marketing activity distribution.
10) To understand market activity availability.
RESEARCH METHODOLOGY
Research methodology is a way to systematically solve the research problem. It may
be understood as a science of studying how research is done scientifically. In it we
study the various steps that are generally adopted by researcher. In studying his
research problem. It is also necessary for the researcher to know not only the research
method but also methodology research also need to understand the assumption
underlying various technique and they need to know the criteria technique and
procedures will be applicable to certain problem and other will not.
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MEANING OF RESEARCH
In common research is refers to as a search for knowledge. Research may also define
as a scientific and systematic search for pertinent information on a specific topic. In
fact research is an art of scientific investigation. According to Redman & Moray
research is a systematized effort to gain new knowledge. Some people consider
research as a movement, a movement form the known to the unknown.
MARKETING RESEARCH:-
The American marketing association defines marketing research as:
Marketing researches is the function which links the consumer, customer, and public
to the marketer through information-information use to identify and define marketing
opportunity and problem generate refine and evaluate marketing action, monitor
marketing performance and improve understanding of marketing as a process.
Marketing research specified the information required to address these issues: design
the method for collecting information, manages and implements the data, collection
process, analysis the results and communicated the findings and there implications.
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TYPES OF RESEARCH
1. APPLIED RESEARCH:- Applied research aims at finding a solution for an
immediate problems facing a society or an industrial / business organization.
2. FUNDAMENTAL RESEARCH:- It is mainly concerned with generalization and
with the formulation of a theory ''gathering knowledge's sake is termed basic
research''.
3. DESCRIPTIVE RESEARCH:- It includes surveys and fact-finding enquires of
different kinds. The major purpose of this research is description of the state of affairs
as it exists at present. The main characteristic of this method is that the researcher has
no control over the variables.
4. ANALYTICAL RESEARCH:- In this research the researcher has to use facts or
information already available, and analyze these to make a critical evaluation of the
martial.
5. QUANTITATIVE RESEARCH:- It is based on the measurement of quantity or
amount. It is applicable to phenomena that can be expressed in terms of quantity.
6. QUALITIVE RESEARCH:- It is concerned with qualitative phenomenon. This
research aims at discovering the underlying motives and desire, using in depth
interviews for the purpose. It is especially important in the behavioral sciences where
the aims are to discover to the underlying motives of human behavior.
7. CONCEPTUAL RESEARCH:- It is related to some ideas or theory. It is
generally by philosophers and thinkers to develop new ideas or concepts.
8. EMPIRICAL RESEARCH:- It relies on experience or observation alone, often
without due regard for system and theory.
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CHAPTER -4
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RESEARCH DESIGN
A research design is the arrangement of condition for collection and analysis of data
in a manner that aims to combined relevance to the research purpose with economy in
purpose.
In this summer training report I have used exploratory sample design because through
level of retailer satisfaction I have been trying to find out the PepsiCo cooling
equipment in comparison to coca-cola cooling equipment.
DATA COLLECTION
I have collected my data from primary and secondary source.
Primary data:
In this study basically primary data are used. I have collected Primary
data in allhabad market.
The primary data are collected from the following ways:
1. By observation.
2. Through personal interview.
3. Questionnaire.
Collection of data has some specific information like:
Name of outlets
Glass strength
Estimated share
Assets
Status of outlets
Cooling equipment
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SECONDARY DATA:-
The secondary data on the other hand are those which have already been collected by
some one else and which have already been passed through the statically process such
Magazine, internet, annual report, news paper, etc.
Area wise collected data given below
S.N. Route name Total no. of outlet
1 NAIN ALLAHABAD 102
2 DARAGANJ ALLHABAD 68
3 DARIABAD ALLAHABAD 11
4 ALLAPUR 59
TOTAL 240
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RouteNo.1:-
COTTON MILL NANIALLHABAD,
Total no, of outlets:-25
Glass Strength:-
0
50
100
150
200
250
PCI Glass str
CCX Glass st
Total Glass s
Estimated share:-
United college of engineering & research, Naini, Allahabad
PCI Glass strength 130
CCX Glass strength 100
Total Glass strength 230
PCI estimated share 56%
CCX estimated share 44%
570%
10%
20%
30%
40%
50%
60%
1
PCI estimated
CCX es timate
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Status of outlets:-
Cooling Equipment:-
United college of engineering & research, Naini, Allahabad
Pure PCI 10
Pure CCX 10
Mix 5
Total outlets 25
PCI Fridge 8
CCX fridge 5
OWN fridge 5
Total fridge 18
58
0
5
10
15
20
25
1
Pure PCI
Pure CCX
Mix
Total Outlets
0
5
10
15
20
25
PCI
CCX
OW
Total
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Assets:-
United college of engineering & research, Naini, Allahabad
PCI assets 6
CCX assets 9
Total assets 15
59
0
2
4
6
8
10
12
14
16
1
PCI Assets
CCX Assets
Total Assets
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Route no 2
ARAIL MODH NAINI ALLHABADTotal no of outlets: 28
Glass strength:-
PCI Glass strength 259
CCX Glass strength 223
Total Glass strength 582
Estimated share:-
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PCI estimated share 65%
CCX estimated share 35%
60
0
100
200
300
400
500
600
700
1
PCI Glass strength
CCX Glass strength
Total Glass strength
0%
10%
20%
30%
40%
50%
60%
70%
1
PCI estimated
CCX estimated
-
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Status of Outlets:-
Cooling Equipment:-
United college of engineering & research, Naini, Allahabad
Pure PCI 12
Pure CCX 8
Mix Mix8
Total outlets 28
PCI Fridge 7
CCX fridge 5
OWN fridge 8
Total fridge 20
61
0
2
4
6
8
10
12
14
16
1
Pure PCI
Pure CCX
Mix
Total outlets
0
5
10
15
20
25
1
PCI FridgeCCX Fridge
OWN Fridge
Total Fridge
-
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Assets:-
United college of engineering & research, Naini, Allahabad
PCI assets 5
CCX assets 4
Total assets 9
62
0
2
4
6
8
10
1
PCICCX
Total
-
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Route no 3 NAI BAZAR NAINI ALLHABAD
Total no of outlets: 19
Glass strength:-
PCI Glass strength 180CCX Glass strength 153
Total Glass strength 333
Estimated share:-
United college of engineering & research, Naini, Allahabad
PCI estimated share 60%
CCX estimated share 40%
63
0
50
100
150
200
250
300
350
1
PCI Glass s
CCX Stren
Total stren
0%
10%
20%
30%
40%
50%
60%
70%
PCI estimate
CCX estimat
-
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Status of outlets:-
Cooling equipment:-
United college of engineering & research, Naini, Allahabad
Pure PCI 7
Pure CCX 4
Mix 7
Total outlets 19
PCI Fridge 11
CCX fridge 7
OWN fridge 5Total fridge 23
64
0
2
4
6
8
10
12
14
16
Pure
Pure
Mix
Total
0
5
10
15
20
25
1
PCI
CCX
OW
Tota
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Assets:-
United college of engineering & research, Naini, Allahabad
PCI assets 8CCX assets 5
Total assets 13
65
0
2
46
8
10
12
14
1
PCI A
CCX
Total
-
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Route no 4:- PURE FATH MOHD
Total no. of outlets:-20
Glass strength:-
Estimated share:-
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PCI Glass strength 180
CCX Glass strength 99
Total Glass strength 279
PCI estimated share 65%
CCX estimated share 35%
66
0
50
100
150
200
250
300
1
PCI Glass s
CCX Glass
Total Glass
0%
10%
20%
30%
40%
50%
60%
70%
PCI estimated
CCX es timate
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Status of outlets
Cooling equipment
United college of engineering & research, Naini, Allahabad
Pure PCI 8Pure CCX 5
Mix 7
Total outlets 20
PCI Fridge 11
CCX fridge 9
OWN fridge 3
Total fridge 24
67
0
2
4
6
8
10
12
14
16
18
20
PP
Mi
T
0
5
10
15
20
25
30
PCI
CC
OW
Tot
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Route no 5
DARAGANJ
ALLAHABAD Total no. of outlets: - 63Glass strength:-
Estimated share:
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PCI Glass strength 637
CCX Glass strength 324
Total Glass strength 961
PCI estimated share 55%
CCX estimated share 45%
69
0
50
100
150
200
250
300
350
400
PCI Glass str
CCX Glass s
Total Glass s
0%
10%
20%
30%
40%
50%
60%
PCI estimated
CCX estimate
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Status of outlets
Cooling equipment
United college of engineering & research, Naini, Allahabad
Pure PCI 30Pure CCX 22
Mix 11
Total outlets 63
Pure Fridge 22
CCX fridge 18
OWN fridge 12
Total fridge 52
70
0
5
10
15
20
25
Pur
Pur
Mix
Tot
0
5
10
15
20
25
PCI
CC
OW
Tota
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Assets
United college of engineering & research, Naini, Allahabad
PCI assets 14
CCX assets 03
Total assets 17
71
0
2
4
6
8
10
12
14
16
18
PCI
CC
Tota
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Route:-6 DARIABAD ALLHABAD
Total no. of outlets:-10
Glass strength:-
Estimated share:-
0
10
20
30
40
50
60
70
P
C
United college of engineering & research, Naini, Allahabad
PCI glass strength 246
CCX glass strength 137
Total 383
PCI share 40%
CCX share 60%
72
0
50
100
150
200
250
300
350
400
450
PCI glass
CCX glass
Total
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Status of outlets:-
Pure pci 5
Pure ccx 4
Mix 3
Total outlets 12
0
2
4
6
8
10
12
14
16
18
Cooling equipment :-
United college of engineering & research, Naini, Allahabad
Pci fridge 6Ccx fridge 5Ownfridge 2Totalfridge 13
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0
5
10
15
20
25
Pc
Cc
O
To
Assets:-
Pci assets 3
Ccx assets 2
Total assets 5
0
2
4
6
8
10
12
14
16
18
Pci
Ccx
Tot
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Route:-7
BAGAMBRI ROADALLAPUR
Total no. of outlets:-39
Glass strength:-
0
50
100
150
200
250
Pci glass strength
Ccx glass strength
Total glass strengt
Estimated share:-
United college of engineering & research, Naini, Allahabad
Pci glass strength 622
Ccx glass strength 375
Total glass strength 997
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PCI share 60%
CCX share 40%
0
10
20
30
40
50
60
70
PCI share
CCX share
Status of outlets:-
Pure pci 18
Pure ccx 13
Mix 7Total outlets 39
0
2
4
6
8
10
12
14
16
Pure pci
Pure ccx
Mix
Total outlets
Cooling equipment:
-
United college of engineering & research, Naini, Allahabad
Pci fridge 21
Ccx fridge 13
Own fridge 2
Total fridge 36
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0
2
4
6
8
10
12
14
16
18
Pci fridge
Ccx fridge
Own fridge
Total fridge
Assets:-
Pci assets 18
Ccx assets 14
Total assets 32
0
2
4
6
8
10
12
14
Pci assets
Ccx assets
Total assets
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Route:-8
SABGI MANDI ALLAPUR ALLHABADTotal no. of outlets:-20
Glass strength:-Pci glass strength 123
Ccx glass strength 125
Total glass strength 248
0
50
100
150
200
250
300
Pci glass strength
Ccx glass strengt
Total glass strengt
Estimated share:-
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Pci share 35%
Ccx share 65%
0%
10%
20%
30%
40%
50%
60%
70%
Pci share
Ccx share
Status of outlets:-
Pure pci 11
Pure ccx 5
Mix 13
Total outlets 29
0
5
10
15
20
25
30
35
Pure pci
Pure ccx
Mix
Total outlets
Cooling equipment:-Pci fridge 8
Ccx fridge 6
Own fridge 18
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Total fridge 32
0
5
10
15
20
25
30
35
Pci fridge
Ccx fridge
Own fridge
Total fridge
Assets:-
Pci assets 4
Ccx assets 4
Total assets 8
0
1
2
3
4
5
6
7
8
9
Pci assets
Ccx assets
Total assets
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Over all analysis of all route
Total no. of outlets: - 240
Glass strength:-
Pci glass strength 1477
Ccx glass strength 1066
Total glass strength 2543
0
500
1000
1500
2000
2500
3000
Pci glass strength
Ccx glass strength
Total glass strength
Estimated share:-
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Pci share 53%
Ccx share 47%
44%
45%
46%
47%
48%
49%
50%
51%
52%
53%
54%
P
C
Status of outlets:-
Pure pci 70
Pure ccx 40
Mix 36
Total outlets 146
0
20
40
60
80
100
120
140
160
Pure pci
Pure ccx
Mix
Total outlets
Cooling equipment:-
Pci fridge 84
Ccx fridge 51Own fridge 40
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Total fridge 175
0
20
40
60
80
100
120
140
160
180
200
Pci fridge
Ccx fridge
Own fridge
Total fridge
Assets:-
Pci assets 63Ccx assets 37
Total assets 100
0
20
40
60
80
100
120
Pci assets
Ccx assets
Total assets
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84/100
CHAPTER -5
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FINDING
ROUTE:-1
Adequate Supply of PCI in this market.
Customer prefers PCI product then CCX.
Fridge cooling problem and getting proper maintenance.
Assets & signboard demand by retailer.
ROUTE:-2
Retailer have scheme problem.
Small retailers have Fridge demand.
Fridge cooling problem.
PCI cooling equipment is less than CCX cooling equipment.
ROUTE:-3
Adequate Supply of PCI in this market.
Retailers have scheme problem.
Fridge demand in this market.
PCI cooling equipment is less than CCX cooling equipment.
Fridge and stand are not maintained by the company or distributor.
ROUTE;-4
Retailers are not satisfied with the schemes.
Fridge demand in this market.
Fridge and stand are not proper maintained by the company or distributor.
Some retailers have demanded for glow signboard.
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ROUTE:-5
CCX cooling equipments are less than PCI cooling equipment.
Fridge is in demand in this market.
Ice box is demanded than CCX.
Supply is delayed than CCS.
Retailers are not satisfied with the schemes provided by the company.
Signboard is in demand in this market.
ROUTE:-6
Supply is not enough at some areas in this route.
Fridge does not work properly at some areas in this route.
Retailers have scheme problem.
PCI cooling equipment is less than CCX cooling equipment.
Interaction between company and retailers is less.
It is good market of CCX.
Signboard is demanded in this market.
Fridge is demanded in this market.
ROUTE:-7
It is good market of CCX.
Retailers have scheme problem.
PCI cooling equipment is less than CCX cooling Equipment.
Not proper visit by the company personnel in this market.
Fridge and stand are not maintained by the company.
Fridge cooling problem in this market.
Ice box demand in the market.
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ROUTE:-8
Cooling problem with fridge in this market.
Retailers are not satisfied with the scheme.
Ice box demand in this market.
Retailers are not getting proper feedback from distributor.
Not proper visit by the company in this market.
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OVER ALL ANALYSIS
Among 150 outlets PCI has 48% outlets CCX has 27% and mixed
outlets has 25%.
Glass strength of PCI is more than CCX.
Estimated share of PCI is more than CCX. PCI has 53% and CCX has
47% estimated share in the market.
Cooling equipment of PCI is more than CCX.
PCI have more assets than CCX assets.
Supply is not proper at some areas such as Lallapura & Fathman.
Distributor and retailer interaction is very low in some market such as
(Fathman, Aurangabad, & Lallapura).
Some retailers have fridge cooling problem.
Some retailers are not satisfied with the schemes provided by the
company.
Some markets are not properly looked after by the company personnel
such as (Nani, Daraganj, Allapur, bagambari, ).
Fridge and stand are not maintained by the company but on the other
hand CCX have employee on each route only for the maintenance of
fridge and stand.
According to my observation, the demand of cold drink has decreased
because of Baba Ramdevs philosophy that the cold drink is just like
acid use for cleaning the toilet.
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CONCLUSION
With the help of data analysis I come to conclusion that
Pepsi has 53% market share in the Allahabad and coke has 47% market share.
The outlets have scheme problem according to them company does not
give them additional benefits.
Company is providing cooling equipment to such outlets who
intentionally does not want to sell PCI product. They are using PCI cooling
equipment to cool CCX product. In my survey I found that there are so
many outlets which have large amount of CCX cooling equipment and they
are cooling PCI product.
Supply is another problem in week areas such as Lallapura, Fthman &
Aurangabad etc. there is lack of proper supply. So this marker is captured by
CCX.
While survey I have found that PCI has less cooling equipment than coke.
So outlets have no option to sell Pepsi related product.
So with the help of above explanation we can say that a little care of these weak
outlets may increase the share of PCI up of 100%.
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QUESTIONNAIRE
(Pepsi Co.)
Age: 6-14 ( ) 15-19 ( ) 20-25 ( ) 26-35 ( ) above 35 ( )
Education: .
Present occupation:
Married: Yes ( ) No ( )
Place of residence: .......
Special interest:
Signature
Q.1 Which juice products do you prefer the most?
1. Pepsi ( ) 2. Coke ( )
Q.2 How often do you take juice product?
1. Regularly ( ) 2. often ( ) 3. occasionally ( )
Q.3 What attribute attracts you towards the juice products?
1. Sweeter ( ) 2. flavour ( ) 3. Fizzy ( ) 4. Any Other ( )
Q.4 Are you favors of strong taste?
1. Yes ( ) 2. No ( )
Q.5 What do you generally buy juice product from?
1. Yes ( ) 2. No ( )
Food bazaar ( ) Departmental store ( ) General stores ( ) malls ( )
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Q.6 Which size of juice product do you purchase for consumption?
1. 200ml ( ) 2. 300ml ( ) 3. 1.5ltr ( ) 4. 2ltr ( )
Q.7 Do you think that juice product contains pesticides which affect health?
1. Yes ( ) 2. N0 ( ) 3. cant say ( )
Q.8 Upto what extent do you think that juice product is right for health?
1. Yes 2. No
Q.9 Do elders in your family take juice product?
1. Yes ( ) 2. No ( )
Q.10 If they take then which one does they?
.
Q.11 Do you think that soft drink helps you to be more popular amongst friends?
1. Yes ( ) 2. No ( )
Q.12 In your accordance the advertisement ofPepsiCoproductis
1. Very good 2. Good
3. Fine 4. Not good comparatively
Q.13 Where do get updated about PepsiCoproduct?
1. T.V. ( ) 2. Banner ( ) 3. Publicity ( )
Q. 14 Write three JUICE PRODUCT names according to your preference.
1 _______________________.
2_______________________ .
3________________________.
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SUGGESTIONS
On the basis of above analysis following are the suggestion that can help PepsiCo to
reach the upper corridors of market share and help to achieve new height in themarket.
Distributors should improve their supply in the market.
Distributors should provide some attractive scheme to outlets.
Visit of customer executives should be regularized, so that purity can
be maintained.
Company should take some proper steps against those retailers whoare using the fridge for personal use.
Company should have a good relationship with retail outlets.
Instant action should be taken against the complaints of defective
fridges because it affects our sale.
Company should try to get first movers advantage because few outlets
purchase that product that comes first.
Company should establish a separate department where any consumer
or retailer can freely give their feedback.
Company should give some additional benefits to those retailers who
are totally CCX retailers.
Should keep the all the product range of Pepsi on each and every outlet
Salesman gesture and posture should be change.
Company should provide ice box to small retailers.
In my research I also noticed that customers want strong drink such as
thumbs up, coke. If we see all the brands of PepsiCo there is no strong brand.
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LIMITATION
The main limitations of the study can be summarized as under:-
Lack of awareness and scheme knowledge of the respondent might
make him answer ambiguously
Due to the unavailability of the right person at the retail outlet the
proper response could not get.
A change in the retailers choice of the company that is shifting of the
accounts to the competitor was an obstacle in gathering relevant
information.
Most of outlets are not interested in such type of survey.
Delivery time affect the stock position.
Absence of owner at the outlets affects the collection of data.
Due to rain stock is also affected.
Individual skills also affect the collection of data.
Researcher interest also affect the collection of data.
False information is given by outlets affects the analysis & conclusion.
Researcher is unable to get the information from close outlets at the
time of survey.
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99/100
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BIBLIOGRAPHY
BOOKS:-
(1) Kothari, C.R.:- Research methodology, New age International
Publisher, New Delhi.
(2) Sinha, S.C. & Dhiman, A.K.:- Research methodology, ESS
Publisher, New Delhi.
WEBSITES:-
(1) www.pepsico.com
(2) www.pepsiworld.com
(3) www.pepsiinia.com
(4) www.pepsi.zone.yahoo.com
http://www.pepsico.com/http://www.pepsiworld.com/http://www.pepsiinia.com/http://www.pepsi.zone.yahoo.com/http://www.pepsico.com/http://www.pepsiworld.com/http://www.pepsiinia.com/http://www.pepsi.zone.yahoo.com/