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Enhancing and Improving the Channels of Distribution
and Sales Promotion of PepsiCo in Patna
Presented ByMr. Sandeep Banerjee Mohd Adil
(GM Sales & Training) Md.Tahseen Reza
SUPERVISED BY
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PepsiCo was formed in North Carolina U.S.1965.
Its products are distributed across the world.
It generates a revenue of more than 43.3 billiondollars.
PepsiCo is the second largest food and
beverage producer in the world. Its headquarter is located in New York, U.S.
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DIFFERENT FLAVOURS OF PEPSICO PRODUCT
WITH ITS
SKUs
SKUs OF PEPSIGLASS- 200ml, 300ml
Can - 250ml, 330mlPet - 600ml,1lt. , 2 lt.
SKUs OF 7UP
GLASS 200ml, 300ml
Can 250ml, 330ml
Pet 600ml ,1 lt., 2 lt.
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SKUs OF MOUNTAIN
DEWGlass- 200ml
Can - 250ml, 330 ml
Pet - 600ml , 1 lt.,2 lt.
SKUs OF MIRINDA
Glass 200ml , 300ml
Can 250ml, 330ml
Pet 600ml, 2 ltr
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SKUs OF SLICE
Glass -250ml
Pet- 500ml, 1.2 ltr
Tetra- 200ml
SKUs OF AQUAFINA
PET -500ml, 1 ltr
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SKUs OF TROPICANA
TETRA PACKS 200ml (pineapple , mixed
fruit, mango nectar, guava nectar,Lychee, Peach orange nectar,
Strawberry, Apricot)
TETRA PACKS 1 LTR ( pineapple , mixed
fruit, mango nectar, tomato, guava nectar,
Lychee, Peach orange nectar,
Strawberry, Apricot)
SKUs OF NIMBOOZ
Pet 350ml
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To know the distribution channel of PepsiCo in Patna.
To know the various sales promotion strategy.
To find out the market share of pepsiCo with respect tococa-cola.
To know the percentage share of pepsiCo coolingequipment.
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Research Design - Descriptive Research
Sampling Unit - Retailers
Sampling Area - Bari Road, Machuatoli, NalaRoad, Sabzi bagh (Patna)
Sample Size - 98
Sampling Technique - Convenience
Data Source - Primary and Secondary Data
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Name of ST:tahseen,adil Area description :bari road &sabzibagh
SL# Name of retailer Contact person Type Address Mobile no.
CCX RGB
PCI RGB Chilling equipment CCX
Scheme
PCI Scheme
MT WARM CHILL MT
WAR
M CHILL CCX PCI RGB PET RGB PET
1 Milk parlour Chunnu C Sabzibagh 0612-2309223 3 4 2
2 Hind general stores Jamaluddin C Sabzibagh 0612-3216797 6 6 3
3 Shahi paan Chand C Sabzibagh 9386041582 4 4 2 110
4 Dev zarda Raju C Sabzibagh 9308113833 42 13 7 1200 110
5 Alvia communication Danish C Sabzibagh 9304274876 4 2 2
6 goodluck enterprises Vishal C Sabzibagh 9304021330 7 1 2 7 2
7 Patna juice corner Bhola kr C Birla mandir road 9386884177 3 6 1 5 8 5 600 400
8 Om sai telecom Manish kr C Birla mandir road 9334358128 3 4 6 5 2 3 500 400
9 Nandu pan Nandu C Bari road 5 9 3 60010Santosh juice santosh C Bari road 9304852241 11 20 4 13 7 3 1200 400
EDS
QUANTITY OF STOCKS
AVAILABLE CSD JBD (SLICE & NIMBUZ) AQUA TOTAL CSD JBD (MAZA & MM) KIN
TOTA
L
SL# Name of retailer Type 200 250 300 600 1 lit 2 lit 200 350 500 1.2 lit Ttetra 1 lit 200 250 300 600 1 lit 2 lit 200 350 500 1.2 LIT TETRA 1 LIT1 Prince sweets E 42 14 45 16 10 27 16 6 176
2 Milk parlour C 71 10 3 4 88
3 Hind general stores C 108 16 3 42 16 6 191
4 Naaz store G 77 8 3 6 24 6 9 133
5 Shahi paan C 90 28 6 3 73 20 11 19 250
6 Ali & brother G 0
7 Old shahi lassi G 74 17 15 8 44 16 6 3 183
8 Dev zarda C 318 21 17 13 290 16 9 684
9 Alvia communication C 48 18 10 6 6 88
10 goodluck enterprises C 140 6 4 3 153
QTY
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Name of the student : Area from Area to Date of report
COLA CLEAR LEMON ORANGE CLOUDY LEMON SODA MANGO BASED
DRINK
LIME
BASED
WATER
Brand CCX TUP SPR FAN Limca Soda Mza MM Water
Tota
l
sl# Name of retailer
Typ
e 200 250 300 600 1 lit 2lit 200 250 300 600 1 lit 2lit 200 250 300 600 1 lit 2lit 200 250 300 600 1 lit 2lit 200 250 300 600 1 lit 2lit 3oo 500 200 500
1.2
lit
tetr
a 350 1 lit
1 Milk parlour C 1 1 1 1 1 1 1 1 1 9
2 Hind general
stores C 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 20
3 Shahi paan C 1 1 1 1 1 1 1 1 1 1 1 11
4 Dev zarda C 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 16
5 Alvia
communication C 1 1 1 1 1 1 1 1 1 1 1 11
6 lovely stores C 1 1 1 1 1 1 1 1 1 1 1 1 1 1 14
7 Patna juice corner C 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 18
8 Vahim stores C 1 1 1 1 4
9 Nandu pan c 1 1 1 1 1 1 1 1 1 1 1 11
10 Shahid general
store C 1 1 1 1 1 1 6
Name of ST:tahseen,adil Area: from bari road to sabzibagh Date of report
COLA CLEAR LEMON ORANGE LEMON SODA MANGO BASED DRINKLIME
BASEDWATER
Brand pepsi 7UP MO MD Soda Slice Nimb Aqua Total
SL# Name of retailer Type
200 250 300 600 1 lit 2 lit 200 250 300
600 1 lit 2 lit 200 250 300 600 1 lit 2 lit 200 250 300 600 1 lit 2 lit 300 500 200 500 1.2lit
2 lit 350 1 lit
1 Milk parlour C 0
2 Hind general stores C 0
3 Shahi paan C 0
4 Dev zarda C 0
5 Alvia communication C 0
6 goodluck enterprises C 0
7 Patna juice corner c 1 1 1 1 1 1 1 1 1 1 1 1 1 13
8 Om sai telecom C 0
9 Nandu pan C 0
10 Santosh juice C 1 1 1 1 1 1 6
CCX
PCI
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Strength
1. PepsiCo has a broader product line
and outstanding reputation.2. Record revenues and increasing
market share.
3. Availability of large free cash flow.4. Great brands, strong distribution,
innovative capabilities.
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1. PepsiCo hard to inspire vision anddirection for large global company.
2. Not all PepsiCo products bear the
company name.3. PepsiCo is far away from leader Coca-
cola in the international market - demandis highly elastic.
4. Big Health Issues for Pepsi Drink - Fatand Sugar.
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1. Drinks are the fastest-growing part of theindustry.
2. There are increasing trend toward healthy
foods.3. Focus on most important customer trend -
"Convenience".
4. Expanding Food Division in the all-embracing market.
5. Investment into added non-carbonatedarticles in the US bazaar and regional.
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1. PepsiCo is blamed for pesticide residues in
their products in one of their most promising
emerging market e.g., in India.
2. PepsiCo now competes with CadburySchweppes, Coca-Cola, and Kraft foods
(because of broader product line) which are
well-run and financially sound competitors.
3. Comply with All-embracing & Domestic
Standards.
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Total market share
PepsiCo Coca-cola Total
4253 13390 17643
24% 76% 100%
PCI, 24%CCX, 76%
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TYPE PEPSICO COCA COLA
C 804 10% 6875 90%
E 1553 37% 2610 63%
G 1791 29% 4409 71%
0%
20%
40%
60%
80%
100%
C E G
PEPSICCX
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BRAND MT WARM CHILL TOTAL
PCI 28% 613
CCX 72%
PCI 22% 451CCX 78%
PCI 33% 315
CCX 67%
0
20
40
60
80
MT WRM CHILL
PCI
CCX
MT WRM CHILL
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PepsiCo Coca cola
Visit I Visit II Visit I Visit II
4148 4357 13894 12886
24% 26% 76% 74%
VISIT I
VISITII
0%
20%
40%
60%
80%
PEPSI COCA COLA
23%
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Carbonated Soft Drink
PepsiCo Coca cola
VISIT I VISIT II VISIT I VISIT II
3883 4289 10760 9524
27% 31% 73% 69%
27%
73%
VISIT I
PEPSI
COCA COLA
31%
69%
VISIT II
PEPSI
COCA COLA
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JBD
VISIT I VISIT II
COCA
COLA
PEPSIC0 Total COCA
COLA
PEPSICO TOTAL
3157 247 3404 3014 247 3261
93% 7% 92% 8%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
VISIT I VISIT II
PEPSI
COCA COLA
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CHILLING EQUIPMENT SHARE
PCI 30% 12400 in lit
CCX 70% 28540 in lit
PCICCX
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PEPSICO COCA COLA
C 35 15% 203 85%
E 4320 33% 8600 67%
G 5860 39% 9180 61%
0%
10%
20%
30%
40%50%
60%
70%
80%
90%
C E G
PCICCX
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Market share of PepsiCo is 24% whereas coke stands with 76%.
The number of Coca-Cola outlets is more than PepsiCo.
Coca-Cola having large chilling equipment than PepsiCo.
In Coca-Cola product mostly Thums-up Sprite and Maaza is in
demand but in PepsiCo product 7up, mountain dew, slice are equal
demanded.
Most of the Retailers want regular scheme.
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Suggestion and recommendation
Company must avail new route vehicle to cater
properly to the retailers.
Company must explore the interior areas and try to
make new outlets.
Company must regularly monitor on the
distributors.
Supply of the products should be properly
maintained in order to not losing the
customer.
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This research report is made on the view point ofretailers of the area Bari Road, Machua Toli, Nala
Road and Sabzi bagh (Patna) which is very small in
comparison to total market penetration of PepsiCo.
Therefore it will be very difficult to state that thecondition will be same for all places.
Since the retailers did not have enough time inworking hour therefore they did not want to disclose
the information clearly which hampered the survey.
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PepsiCo, is a global food, snack and beverage company,which manufactures a variety of salty, sweet and grain-basedsnacks, carbonated and non-carbonated beverages and foods.It was incorporated in 1965 and has 294000 employees acrossthe world.
As shown in the research the company has overall anicely and smooth running business in Patna city and also hasgood marketing channels to operate this. Despite this someproblems are raised there but these are also being resolved bythe company. Since the problems are limited and takes toomuch time to resolve them therefore the company also has arequirement of a dedicated department to deal with theseproblems.
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