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
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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
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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
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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
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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
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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.
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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.”
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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.
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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.
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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.
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DISTRIBUTION NETWORK FOR PEPSICO
Characteristics: An intensive 3-level distribution network.
The two-way i.e. forward and reverse distribution network.
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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.
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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.
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CHAPTER-3
SMV BEVERAGES
SMV BEVERAGES. BOTTLING PLANT IN INDIA
STRUCTURE OF SMV BEVERAGES
CHANNEL OF DISTRIBUTION IN SMV BEVERAGES
SWOT ANALYSIS
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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
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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
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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
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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
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Brand available in (200 ml.)
1. Pepsi
2. Mirinda Orange
3. Mountain Dew
4. 7Up
5. Tropicana Premium Gold
Brand available in (250 ml.)
1. Slice
2. Tropicana Twister
3. Pepsi My Can
4. 7Up Can
Brand available in (300 ml.)
1. Pepsi
2. Mirinda Orange
3. Mirinda Lemon
4. Mountain Dew
5. 7up
6. Soda
Brand Available in (330ml.)
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1. Pepsi Can
2. Mountain Dew Can
3. 7Up Can
4. Mirinda Can
5. Pepsi Diet Can
Brand Available in (350m)
1. Tropicana Twister
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
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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
2. Tropicana Twister
Brand available in (2 Ltr.)
1. Pepsi
2. Mirinda Orange
3. Mirinda Lemon
4. Mountain Dew
5. 7Up
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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
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SMVBL
DISTRIBUTER
51
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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-
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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
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CHAPTER-4
DATA ANALYSIS & INTERPRETATION
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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
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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
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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?
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Pepsi 55
Coke 40
Other 5
INTERPRETATION:-
55% of the respondents say that consumer demand pepsi more
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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.
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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
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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
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QUESTION- 8 Is the material provided by SMV Beverage Company
effective?
INTERPRETATION:-
56% of the respondents say that the material is effective
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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
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QUESTION- 10 What are the responses of retailers towards
distribution?
INTERPRETATION:-
Most of the retailers say that the distribution is average
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Excellent 10
Good 20
Average 34
Poor 12
Can’t say 24
65
Chapter 5.
Conclusion and Suggestions
Annexure
Learning from Internship
Bibliography
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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.
.
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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
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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.
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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?
VNS INSTITUTE OF MANAGEMENT, BHOPAL
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
VNS INSTITUTE OF MANAGEMENT, BHOPAL
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.
VNS INSTITUTE OF MANAGEMENT, BHOPAL
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)
VNS INSTITUTE OF MANAGEMENT, BHOPAL
VNS INSTITUTE OF MANAGEMENT, BHOPAL
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