Description
To understands various problems faced by retailers of Pepsi product.
To analyzes complaints of retailers towards products and services of Pepsi.
G1u's Inroiiment No: 128200s920s9
A
Project report on
A1
Submitted By:
Mitesh Patei (Roii No: A-1221j
MBA Programmed 2012 - 201+ (semester IIj
In por:ìol jnljìllmen: oj :ne reqnìremen:s jor xnmmer In:ernsnìp
1roqrommeJ jor :ne oworJ oj :ne Jeqree oj
MAs1IR GI BusINIss ADMINIs1RA1IGN
submitted to:
Gujarat 1echnoiogicai university (G1uj, Ahmedabad
3tudy of retailer's satisfaotion towards
produots and servioes offered by Pepsi in
Ahmedabad oity
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DECLARATION
The project report entitled “Study of retailer’s satisfaction towards products and services
offered by Pepsi in Ahmedabad city” has been submitted to Gujarat Technological University,
Ahmedabad in partial fulfillment for the award of degree of Master of Business Administration. I
the undersigned hereby declare that this report has been completed by me under the guidance of
Mr. Idrish Shaikh (Manager) and Professor “AshishSiddique” (Faculty Member, Shayona
Institute of Business Management, Ahmedabad)
The report is entirely the result of my own efforts and has not been submitted either in part or
whole to any other institute or university for any degree.
Name of the Student with Signature:
Mitesh Patel
GTU’s Enrollment No.: 128200s920s9
Date:
Place: Ahmedabad
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CERTIFICATE
This is to certify that the project titled “Study of retailer’s satisfaction towards products and
services offered by Pepsi in Ahmedabad city” is a work done by Mitesh Patel student of
Shayona Institute of Business Management (SIBM).The student has successfully completed
this project under my guidance.
I am sure that the experience gained during the project work will enable (him/her) to take similar
challenging projects in future.
(AshishSiddique)
(Faculty Guide)
Date:
Place: Ahmedabad
Dr. B. K. Nirmal
(HOD – MBA Programmed)
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PREFACE
Market provides a key to gain actual success only to those brands which match best to the
current environment i.e." imperative" which can be delivered what are the people needs and they
are ready to buy at the right time without any delay. It is perfectly true but this also depends on
availability of good quality products and excellent taste and services which further attract and
add a golden opportunity for huge sales.
This also depends on the good planning approach and provide ample opportunity plus sufficient
amount of products for sales in the coming next financial year.
This study report also provides the various factors affecting the services. Marketing Division of
PEPSICO has to keep in mind various factors specially while preparing a plan for marketing its
product or services. Detail description along with analysis of surveyed data is being presented in
this report.
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ACKNOWLEDGEMENT
It is almost inevitable to incur indebtedness to all who generously helped by sharing their
invaluable time and rich experience with me, without which this project would have never been
accomplished.
No task can be achieved alone, particularly while attempting to finish a project of such
magnitude. It took many special people to facilitate it and support it. Hence, Iwould like to
acknowledge all of their valuable support and convey my humble gratitude to them. I would like
to thank PROF. “ASHISH SIDDIQUE” and all other faculties of Shayona Institute of
Business Management (SIBM) for their guidance throughout the preparation of the project and
for their valued suggestion.
I express my sincere thanks to the management of “MS Distributor” for giving me this golden
opportunity to work as a trainee in their company. The guidance and support provided by
the company have really made the training a learning experience for me. This short period was
full of rich experience, which will definitely help me in my future career.
First of all, I would like thanking Mr.Idrish Shaikh(Distributor Manager M.S. Distributors
Ahmedabad) and other staff member for their valuable guidance and encouragement.
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EXECUTIVE SUMMARY:
The project titled “Study of retailer’s satisfaction towards products and services offered by
Pepsi in Ahmedabad city” was done for M.S. Distributor a franchisee of PepsiCo India.
Summer internship is known to be a student’s first brush with cooperate world. This is the time for
the students to put words and theories into action. This opportunity to integrate classroom learning
with real life situation. While doing the project students are placed under the guidance of a manager
who serves as a mentor.
This project report deals with Satisfaction of retailers towards products and services offered by
Pepsi. Using the questionnaire for retailers.
The objectives of this topic are-
To understands various problems faced by retailers of Pepsi product.
To analyzes complaints of retailers towards products and services of Pepsi.
To study/identify retailer’s satisfaction level towards Pepsi products and services.
To develops effective solution to the problems faced by retailers.
The project is carried out depending on the various data which are obtained from both primary
source (direct interview with retailers) and the secondary sources (the website of the company,
books, and print media).
Satisfaction is a result of a product related experience and this question reflects the overall opinion
of a consumer’s experience with the product performance. Satisfaction and attitude are closely
related concepts. The psychological concepts of attitude and satisfaction may both be defined as the
evaluation of an object and the individual relationship to it.
Anything that can be offered to a market for attention, acquisition, use, or consumption that might
satisfy a want or need, include physical objects, persons, organizations, and ideas is called as
product.
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Services mean the work done by one person who is helpful to another person and these are
intangible in nature. It is an act of help and assistance.
The analysis is made studying the questionnaire and observation which was distributed among 100
Retailers to find their response about the various questions asked related to the satisfaction level
and problems faced by them, conducted in M.S. Distributor (Pepsi).
The sampling method is using conveyance sampling; the total size of sample is 100 for retailers.
The data and interpretation done through pie chart, percentage, bar diagram and table.
The major Findings of the study are related with the Pepsi products and services offered to retailers
in Ahmedabad city which includes the retailer’s stock more products of Pepsi soft drinks as
compare to another company products. Retailers were also satisfied with the distribution network of
Pepsi, information regarding new schemes and discounts. They were also satisfied with the sales
person of Pepsi. The retailers were dissatisfied with the credit facilities provided by Pepsi in
Ahmedabad city.
The few suggestions for Pepsi from the researcher are-
Delivery of goods should be increased in number for proper catering in the entire area of
Ahmedabad Central region effectively and efficiently.
The company should supply its glow sign board, banners etc.as an advertisement media to the
retailers of few areas, which will as usual for satisfaction of retailers.
Credit facilities should be provided to retailers to satisfy their needs regarding payment.
The conclusion of the survey is based on the objectives of the study i.e.various problems faced
by retailers of Pepsi product, complaints of retailers towards products and services of Pepsi,
retailers satisfaction level towards Pepsi products and services and effective solution to the
problems faced by retailers.
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Table of Contents:
CHAPTER
NO.
PARTICULAR PAGE
NO.
CHAPTER-1 Introduction to research
1.1 Introduction to the scenario/industry/sector 9
1.2 Research objective & sub objectives 10
1.3 Research Design
1.3.1 Methods of data collection 11
1.3.2 Sample design/procedure
1.3.2.1 Sampling methods 12
1.3.2.2 Sample Unit 12
1.3.2.3 Sample Size 12
1.3.2.4 Target Area 12
1.3.3 Tools & Techniques of data collection 13
1.4 Relevance/Need of Research 13
1.5 Chapter Plan 14
1.6 Limitations of the research 15
CHAPTER-2 Introduction to company/organization
2.1 Industry scenario 16
2.2 organization details
2.2.1 Product lines 25
2.2.2 SWOT of the company vs. SWOT of the
industry
29
2.2.3 Future outlook 33
CHAPTER-3 Literature Review
3.1 (Published studies, review of similar studies, etc 34
CHAPTER-4 Data Analysis & Interpretation
4.1 Data Analysis & Interpretation 35
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CHAPTER-5
5.1 Findings 62
5.2 Suggestions 63
5.3 Conclusions 64
5.4 Learning from the project 65
CHAPTER-6 Bibliography
6.1 Bibliography 66
CHAPTER-7Appendices
7..1 Appendices 67
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CHAPTER1
RESEARCH METHODOLOGY
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RESEARCH METHODOLOGY
Research is an art of scientific investigation. It is defined as “A careful
investigation or enquiry especially through search for new facts in any branch of
knowledge.”
Research methodology is considered as the nerve of the field work or any project.
Without proper well organized research plan, it is impossible to complete the
project and reach to any conclusion. The project was based on the survey plan.
The main objective of survey was to collect appropriate data, which work as a box
for drawing conclusion and getting result.
Therefore, research methodology is the way to systematically solve the research
problem. Research methodology not only talks of the methods but also logic
behind the methods used in the context of a research study and it explains why a
particular method has been used in the preference of the other methods.
DEFINITION
“Marketing research is a systematic gathering, recording and analysis of
marketing problem to facilitate decision making”.
Coundiff& Still
“Marketing research is a systematic problem analysis, model building and fact
finding for the purpose of important decision making and control in the marketing
of goods and services.” Phillip Kotler
RESEARCH OBJECTIVE
To understand various problems faced by retailers of Pepsi product.
To analyze complaints of retailers towards products and services of Pepsi.
To study/identify retailers satisfaction level towards Pepsi products and services.
To develop effective solution to the problems faced by retailers.
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METHOD OF COLLECTION DATA
There are two types of data Viz., Primary Data and Secondary Data. The primary data are
those which are collected a fresh and for the first time and thus happen to be original in
character. The secondary data, on the other hand, are those which have already been passed
through statistical process while doing our research I had taken the help of both primary
data as well as secondary data for analyzing the results.
4.1. PRIMARY DATA
During survey the primary data collected from structured Questionnaire. In this
survey method a questionnaire is personally given to the respondent from the selected
sample with a request to answer the questions and return the questionnaire. A
questionnaire consists of number of questions relevant to the research problem,
printed or typed in a definite order on the form or sets of forms. The questionnaire is
personally provided to respondents under the guidance of the researcher, who are then
expected to read, understand and write down the reply in the space meant for
answering various questions in the questionnaire itself.
4.2. SECONDARY DATA
Secondary data collected from various magazines, internet and various books. For the
collection of secondary data various articles and researches from news journals,
company internal records, and personal researches relevant to the research problem have
been included.
All the findings and conclusion obtained on the survey done in the working area.
With the limit, I tried my best to select the sample representative of the whole group.
During my job training I maintained different routes during my dealer survey. I have
collected data from the Depot of AHMEDABAD under the organization itself.
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1.1.1. SAMPLE DESIGN
1.1.1.1. SAMPLING METHODS
Sample design is a definite plan of obtaining some items from the whole population.
The sample design used in this project is two state sampling i.e. cluster sampling and
convenience sampling. The total sample size was 100 retailers.
1.1.1.1.1. CONVENIENCE SAMPALING
This type of sampling is chosen purely on the basis of convenience and according to
convenience. Researcher visited retailers, malls stores.
1.1.1.2. SAMPLE UNIT - Retailer’s those are selling soft drinks.
1.1.1.3. SAMPLE SIZE- 100 retailers.
1.1.1.4. TARGET AREA -Ahmedabad City
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1.1.2. TOOLS & TECHNIQUES OF DATA COLLECTION
1.1.2.1. QUESTIONNAIRE
This is the most popular tool for the data collection. Researcher designed questionnaire
according to the topic and objective of the research project, researcher used three type
questionnaire methods into data collection, i.e.
I. Multiple choice questions
II. Open end questions
III. Dichotomous
1.2. NEED OF RESEARCH
Extension of knowledge.
Bring to light information that might never be discovered during the ordinary
course of life.
Establish generalizations and general laws which contribute to theory
building.
Verify and test the existing facts and theories.
Initiate, formulate, deflect, and Analyze interrelationships between variables
and to derive causal explanations.
Find solutions to problems.
Develop new tools, concepts and theories.
Aid in planning and contributes to national Development.
Disseminate research findings to create awareness of current situations and
problems.
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1.3. CHAPTER PLAN
After deciding on the research topic, the investigators have to think carefully about
the plan of the research. In this process, they consider the options they have about
different ways in which the research topic can be investigated, i.e. a research design. In
making this choice, they have to weigh two factors. They should try to choose a design
that will give most definitive answers about the research topic. But they have to weigh
this against the feasibility of doing the study. They have to consider, among other things,
their own capabilities, the availability of material or subjects for the research, and the
availability of resources. Often, a trade-off has to be made between the ideal and the
possible. The best should not be made the enemy of the good.
After deciding on a research design that is appropriate to deal with the research topic
and that is feasible, they have to look again at the broad research topic, and define and
refine it into a research question which can be answered by the research design. For many
studies, this will involve generating a research hypothesis that can be tested.
Among the issues the investigators have to deal with in designing the research is
the question of sampling. Since the study cannot include all the target population, they
have to depend on the accessible population, and select a sample that is as representative
as possible of this population. The size of the sample is an important decision to make.
If, on the one hand, the sample is too small, the results obtained will not be reliable, the
resources for the research will be wasted and, if human subjects are involved, it would
have been unethical to subject them to research that does not give useful results. If, on the
other hand, the sample is too large, it prolongs the study and makes it more expensive,
with no added scientific value. The investigators also have to give attention to how the
study results will be measured, by choosing methods that are reliable and valid.
The design of qualitative research needs different approaches from that of quantitative
research. These approaches include observation, in-depth interviews and focus group
discussions. If a questionnaire is used to collect information from respondents, there are
a number of options for the investigators, and there are guidelines to follow.
Last but not least, planning is the time to think carefully about ethical implications
before the study is implemented.
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1.4. LIMITATIONS OF THE RESEARCH
The study is limited to a particular geographical area that is Ahmedabad city only.
The information and data collected and analyzed is restricted to the researchers’
knowledge and ability.
The answers that I have got from the retailers cannot be considered as totally
perfect because of various personal and other limitations.
Cost and time was also another limiting factor that affected the study.
As retailer expectations and experiences include more of psychological aspects
the survey made during a particular time period will give the information about
the retailers during that particular time period. In order to be up-to-date in
understanding the level of satisfaction periodic surveys are necessary.
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CHAPTER 2
INTRODUCTION TO COMPANY
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PROFILES
INDUSTRY PROFILE:
INDUSTRY NAME: M.S. DISTRIBUTORS
ADDRESS: 52/B/1, Kajal Park
Vejalpur
Ahmedabad.
LOCATION: Ahmedabad (Gujarat)
CSD INDUSTRY OVERVIEW
M.S. DISTRIBUTORS is a bottling franchisee of PepsiCo in Ahmedabad, Gujarat. Which
manufacture the soft drinks of Pepsi and deliver into the market? It is beverages industry
Which manufacture the soft drinks for Pepsi only?
The soda drink and bottled water industry includes more than 3,000 companies that manufacture
and distribute beverages. Only in the USA combined annual revenue is more than $70 billion.
Coca-Cola and PepsiCo hold more than 50 percent of the market, following strong consolidation
in the past decade. Only a few other companies have annual revenue above $500 million. Most
are local or regional manufacturing and bottling operations with annual revenue under $100
million.
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COMPETITIVE LANDSCAPE
Demand for non-alcoholic beverages is driven by consumer tastes and demographics. The
profitability of individual companies depends on effective marketing. Large manufacturers have
economies of scale in production and distribution, with average annual revenue per production
worker close to $1 million. Small companies can compete by producing new products, catering
to local tastes, or selling at lower prices.
PRODUCTS, OPERATIONS & TECHNOLOGY
Nonalcoholic beverages include sodas (carbonated soft drinks, or CSD), bottled waters, juices,
and a large variety of mixtures. Sodas account for about 60 percent of the market. The
manufacture and distribution of most national soda brands, including Coke and Pepsi, is a two-
tiered process. The primary manufacturer produces a flavored syrup called concentrate that is
sold to local bottlers who manufacture and distribute the finished product. In a typical bottling
operation, the flavored syrup, corn syrup (sugar), and filtered water are mixed in appropriate
proportions, carbon dioxide gas is injected, and the finished soda product is poured into bottles
or cans, which are capped, labeled, and packaged.
The two-tiered structure is most efficient for national companies with large volume, because the
manufacturing process is simple and because water, the main ingredient of sodas, is expensive to
ship and is available locally. Smaller companies combine the syrup production and bottling
operations in one plant. For soft drink bottlers, the major raw materials, aside from the flavored
syrup, are corn syrup and containers -- glass bottles, aluminum cans, or plastic bottles made from
polyethylene terephthalate (PET).
Bottlers frequently operate sizable distribution systems, including warehouses and fleets of
specialized delivery trucks. Production and distribution volume is usually measured in cases of
192 ounces, although actual cases of 12-ounce cans now contain 288 ounces. Coca-Cola
produces more than 4 billion cases of soft drinks per year; PepsiCo, over 3 billion. In addition to
producing canned and bottled soft drinks, large manufacturers sell sweetened syrups to
restaurants and other retailers that produce the finished product at the point of sale by mixing the
syrup with carbonated water to produce fountain products. About 35 percent of Coca-Cola's US
product is in the form of fountain sales and 60 percent in bottled sales.
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SALES & MARKETING
Beverage manufacturers, bottlers, and wholesalers sell products through a variety of channels,
such as food and convenience stores, restaurants, vending machines, mass merchandisers, and
institutions, including schools and colleges. Soda bottlers typically own local vending machines.
The marketing approach to each of these channels is quite different and often includes
promotional spending. Large manufacturers may also sell directly to national accounts and
usually advertise on national or regional TV and in print.
Manufacturers typically produce a line of brands and often test and introduce new products into
the market through their existing distribution channels.
TARGET SEGMENT – YOUTH
The child/youth market is of crucial importance to drinks manufacturers as under-19s constitute
20-30% of the population in western countries, making them a substantial and lucrative
consumer base. With many life-long consumption habits formed during youth, gaining high
penetration in the children's and teenagers' market is of key importance to manufacturers with
long-term ambitions and growth targets.
Targeting Soft Drinks to Youths enables companies to:
• Assess the size of the soft drinks opportunity by age group
• Understand children's values and motivations and their impact on the soft drinks market
• Develop incumbent market position through enhanced targeting and promotion
• Assess trends in new product development in the children's market over the course of the
past 2 years
• Combine business to business executive opinion and local field research
Analysis and Industry Challenges:
In order to survive in this environment, companies must consider the market trends that will
likely shape the industry over the next few years. This will help soft drink companies to
understand the challenges they will encounter and to turn them into opportunities for process
improvement, enhanced flexibility and, ultimately, greater profitability.
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CHANNELS OF BEVERAGE INDUSTRY
The beverage industry is a multi-channel industry. Therefore, soft drink companies have several
types of customers with diverse characteristics:
Modern Trade/Large Chain Retailers
Greater power in negotiating purchases of concentrations and merges direct access to the
consumer and a tendency to protect this relationship from manufacturer intrusion Request
contributions and discounts from brand companies
Small Individual Retailers
Huge number of small point sales. Sometimes buy products directly through cash and carry or
modern trade
Indirect Channel (wholesalers)
Medium-sized organizations as a consequence of aggregation through consortia and merging
Playing a fundamental role in beverage distribution
Possess critical information regarding individual points of sale in terms of volume, assortment,
presence of competitor’s beverages, etc.
Due to the complexity of the marketplace, the entire logistical chain must be able to sustain
brands, products and services coherently within the various channels, taking into account
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differing points of sale and diverse customer needs. Additionally, each beverage manufacturer
must provide customers with an extensive set of packaging options, including:
PEPSICO – THE PARENT COMPANY
PepsiCo, Inc. is one of the world's largest food and beverage companies. The company's
principal businesses include:
• Frito-Lay snacks
• Pepsi-Cola beverages
• Gatorade sports drinks
• Tropicana juices
• Quaker Foods
PepsiCo, Inc. was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana
was acquired in 1998. In 2001, PepsiCo merged with the Quaker Oats Company, creating the
world’s fifth-largest food and beverage company, with 15 brands – each generating more than $1
billion in annual retail sales. PepsiCo’s success is the result of superior products, high standards
of performance, distinctive competitive strategies and the high level of integrity of our people.
Pepsi-Cola North America, headquartered in Purchase, N.Y., is the refreshment beverage unit of
PepsiCo Beverages and Foods North America, a division of PepsiCo, Inc. PepsiCo Beverages
and Foods North America also comprises PepsiCo's Tropicana, Gatorade and Quaker Foods
businesses in the United States and Canada.
Pepsi-Cola North America's carbonated soft drinks, including: Pepsi, Diet Pepsi, Pepsi Twist,
Mountain Dew, Mountain Dew Code Red, Sierra Mist, and Mug Root Beer account for nearly
one-third of total soft drink sales in the United States.
Pepsi-Cola North America's non-carbonated beverage portfolio includes Aquafina, which is the
number one brand of bottled water in the United States, Dole single-serve juices and So Be,
which offers a wide range of drinks with herbal ingredients. The company also makes and
markets North America's best-selling, ready-to-drink iced teas and coffees via joint ventures with
Lipton and Starbucks, respectively.
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LOGO:
PRODUCTS:-
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PEPSICO MISSION
"To be the world's premier consumer Products Company focused on convenience foods and
beverages. We seek to produce healthy financial rewards to investors as we provide opportunities
for growth and enrichment to our employees, our business partners and the communities in
which we operate. And in everything we do, we strive for honesty, fairness and integrity."
PEPSICO VISION
Being the best in everything we touch and handle”.
PEPSICO IN INDIA
PepsiCo entered India in 1989 and has grown to become one of the country’s leading food and
beverage companies. One of the largest multinational investors in the country, PepsiCo has
established a business which aims to serve the long term dynamic needs of consumers in India.
PepsiCo India and its partners have invested more than U.S.$700 million since the company was
established in the country. PepsiCo provides direct employment to 4,000 people and indirect
employment to 60,000 people including suppliers and distributors.
PepsiCo nourishes consumers with a range of products from treats to healthy eats that deliver joy
as well as nutrition and always, good taste. PepsiCo India’s expansive portfolio includes iconic
refreshment beverages Pepsi, 7 UP, 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. PepsiCo’s foods company, 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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The group has built an expansive beverage and foods business. To support its operations,
PepsiCo has 43 bottling plants in India, of which 15 are company owned and 28 are franchisee
owned. In addition to this, PepsiCo’s Frito Lay foods division has 3 state-of-the-art plants.
PepsiCo’s business is based on its sustainability vision of making tomorrow better than today.
PepsiCo’s commitment to living by this vision every day is visible in its contribution to the
country, consumers and farmers.
PERFORMANCE WITH PURPOSE
Performance with Purpose articulates PepsiCo India's belief that its businesses are intrinsically
connected to the communities and world that surrounds it. Performance with Purpose means
delivering superior financial performance at the same time as we improve the world.
To deliver on this commitment, PepsiCo India will build on the incredibly strong foundation of
achievement and scale up its initiatives while focusing on the following 4 critical areas that have
a business link and where we believe that we can have the most impact.
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MARKETING MIX / 4 P’S FOR PEPSICO
Marketing Mix has been defined as the set of marketing tools that a firm uses to pursue its
marketing objectives. These tools are classified into four broad groups, namely, Product, Price,
Place and Promotion.
Marketing mix decisions should be made to influence trade channels as well as final consumers.
A firm can alter any of the four P’s accordingly, including changes in the product and
distribution channel as well.
The four P’s represent the seller’s view of the marketing tools available for influencing buyers.
Whereas from a buyers point of view, each marketing tool is designed to deliver a customer
specific benefits according to his or her requirements
Four P’s
Marketing Variables: The Four P Components of the Marketing Mix
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PRODUCT
PRODUCT QUALITY:
This is one of the most important aspects that any Co. needs to address. Specially in the case of
Pepsi this is even more important because of the controversies and claims regarding the CSE
report on Pesticides in Pepsi. Therefore pepsi has to maintain stringent quality norms and
standards and norms. Pepsi does that by following one quality standard worldwide and according
to the official website of pepsi, the Co. maintains that :
“At every level of Pepsi-Cola Company, we take great care to ensure that the highest standards
are met in everything we do. In our products, packaging, marketing and advertising, we strive for
excellence because our consumers expect and deserve nothing less. We promise to work toward
continuous improvement in all areas of our organization”.
“At every step of our manufacturing and bottling process, strict quality controls are followed to
ensure that Pepsi-Cola products meet the same high standards of quality that consumers have
come to expect and value from us. We also follow strict quality control procedures during the
manufacturing and filling of our packages. Each bottle and can undergoes a thorough inspection
and testing process. Containers are then rinsed and quickly filled through a high-speed, state-of-
the-art process that helps prevent any foreign material from entering the product. Additional
quality control measures help to ensure the integrity of Pepsi-Cola products throughout the
distribution process, from warehouse to store shelf”.
BRAND NAME:
This is the most important thing any Co. in this Business needs to do if it wants to remain and
succeed in the Business. Pepsi has successfully done that for so many years. Pepsi has targeted
the youth and has invested heavily in advertising and building a brand image (by launching
several campaigns and roping in mega stars such as Shahrukh, Sachin, Ganguly, Rahul Dravid,
RanbeerKapoor etc.) that attracts to the youth and this is one of the main reason for the success
of Pepsi.
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PACKAGING AND SIZE:
The products are available in packaging and sizes. This is done to facilitate the use according to
the requirements of the Customer. Different packaging also affects the usage pattern of the
product in various markets. e. g. sale of 2 lt. bottles is high in areas in which middle and high
income group customers stay. But the sale of 200 and 300 ml bottles is high in areas where
people in the lower income group bracket stay. The sale of 600 ml bottles is high in areas where
students etc. stay. Different packaging is also provided for different products like Tetra Packs,
Pet Bottles and Glass Bottles (in 200 and 300 ml).
Services, Warranties, Returns:
There are no warranties and services (post sales) provided for these products but there is
provision of returns in case there is any problem with the product, e.g. leak or burst bottle, half
filled bottle etc. The pet or plastic bottles are returned the same day and a replacement is
provided for the same but in the case of glass bottles the retailer has to collect all the burst bottles
and return it to the salesman around 25
th
of every month to get a replacement.
PRICE
List Price: The Price of each product is fixed and there is no discrepancy. Salesmen are not
authorized to make any change, alteration or give discounts unless authorized by the Company.
Discounts: Discounts are provided to Wholesalers and Slums but there is no discount for
retailers. The discounts are negotiated directly with the Company and the C&F or the Distributor
point is not involved in the price negotiation.
Allowances: Allowances are given to salesmen on achieving their daily targets. This target is
given to every Salesman every day before he goes on his designated route. The Depot In charge
(Sr. C E / C E) gives the target to every salesman in consultation with the TDM.
Payment period and Credit terms: No credit is provided. The payment procedure is not
flexible as the retailers are required to make on the spot payments. At times, they defer the
payment and in that case, the Salesman either shows a shortage or pays the rest of the amount by
himself. The wholesalers are also required to make in advance but at times they also defer the
payment and make the payment at a later date.
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PLACE
CHANNELS: ‘Channels are independent organizations involved in the process of making a
product or service available for use or consumption’. There are different intermediaries in
channels that facilitate the availability of goods to the consumer.
COVERAGE: Two things come under market coverage. These are Market Reach and Market
Penetration.
Market Reach can be termed as accessibility and Market Penetration can be termed as
Frequency.
PROMOTION
Sales Promotion: This is the most frequently used form of promotion which is used to increase
the sale of the selected product. These promotions are used from time to time depending upon
the sale of the products. If the sale of any particular product declines or shows a declining trend
then a suitable Sales Promotion Campaign is launched to increase the sale of that product.
Advertising: Advertising is done by PepsiCo. COBO (Company owned Bottling Operations)
and FOBO (Franchisee owned Bottling Operations) have no say in the advertising campaigns
and their planning. The advertising account of Pepsi is handled by JWT (J Walter Thomson) in
association with the Corporate office of PepsiCo India.
Sales Force:
There is a dedicated sales force at every C&F and Distributor point. Every Salesman is assigned
a specific route that he has to cover every day. The Salesman has to take care of all the Shops on
the designated route and address and inform (to the Sr. CE / CE) about any issue any retailer has
on the route. The Salesmen are also assigned the task of providing all the information to the
retailers regarding the daily schemes and the details of all the promotion schemes launched from
time to time. These include informing the retailer about the promotional scheme, registration for
the scheme, terms and conditions of the scheme etc. The Salesman is also assigned the task of
registering maximum possible outlets on his assigned route.
!-
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2.2.4. SWOT ANALYSIS
After doing 50 days field work and survey I can take it out the SWOT analysis for M.S.
Distributors and PEPSI Brand.
STRENGTH
• M.S. Distributors is Franchisee Owned Bottling Organization (FOBO) of world’s
famous cold drink company Pepsi.
• VBL uses state art and fully automatic machines and technology for the
production and bottling of the soft drink.
• It has a very strong network and built market and currently holds all the parts of
the state.
• It has wide range of product varieties & takes back breakage, burst bottles etc.
• Though it has strong brand equity, brand image, it can survive in the most
competitive situation.
• It has built market & market share and holds more % with respect to its
competitors.
• Customer retention and satisfaction after sales is good.
WEAKNESS
• No cost cutting program for the products.
• Promotional activities in the rural market are not up to the mark as compared to
the urban market.
• Brand Pepsi in the cola flavor is one of the popular lagging behind its nearest
competitor, only due to high sugar content and less thrilling taste.
• Lacking of communication with retailers.
• Timing of distribution is not very good.
• The cooling system is not distributed properly.
!0
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OPPORTUNITIES
• Although in the cola market there are many competitors, Pepsi still has the
opportunity to enlarge its market share because the cola in the market is quite
monotonic. Most of the end user is young people. There are still some people who
do not like the taste of the cola. So we can try to provide some other taste of cola
such as adding some lime juice. We can change the flavor in order to meet
different taste of different people.
• New innovative idea for advertisement like road show like “ bheja fry 7up try” &
mountain dew campaign.
THREATS
• As to the threats, all of us know that Pepsi-Cola and Coca-Cola have the
competition for about 80 years. Although Pepsi-Cola have won several times
during this competition. The market share of Pepsi-Cola is a little bit smaller than
Coca-Cola.
• There is another threat now a days, some local cold drinks such as Fruit
bear,parle and Saras Dairy have takes their feet in the market.
• One of the products of their competitors in clear lime and lime flavor as a very
good in market share due to its taste.
• Coca-Cola is now spending more & more to boost up the market share & sale.
!1
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1.2.5. PEST ANALYSIS
PepsiCo is the largest selling beverage the world over, of course after its arch rival Coca Cola. It
accounts for a 37% share of the global beverage market, and therefore they need to understand
each and every country’s market in order to stay in line with their PEST situations.
Pepsi is a big brand, currently holds the 23
rd
place in the Interbrands report of the World’s
Leading Brands. Their advertisements feature major celebrities and athletes like David Beckham,
Robbie Williams, Britney Spears, and Michael Jackson etc.
Political:
Pepsi is a non-alcoholic beverage and is therefore regulated by the FDA. So, they’re supposed to
maintain a firm standard of the laws set out by the FDA with consistency. Also, many different
markets across the world have different set of regulations that are either relaxed or are either
stringent. There is competitive pricing by Pepsi’s competitors and that is one factor that Pepsi
has to keep in mind at all times. The political scenario also matters greatly as there can be some
civil unrest in certain markets or due to inflation the sales of the product can fall. Most
importantly, cross border situations are starkly different therefore Pepsi has to stay in line with
all those policies and changes so that they can adapt to all those changes accordingly.
Economic:
As the recent economic downturn has plagued the economy, companies had to restructure their
sales and marketing campaigns greatly. Also, with diminishing profits they had to undergo
downsizing internally and re-think upon how to penetrate the market. Economic conditions have
the highest influence on a business, regardless of what trade it is in. Though, in Pepsi’s favor, the
economic downturn that started in 2008 resulted in increased sales of its beverages mainly as
people were being laid off from jobs, they were spending time with friends and family or at
home.
!!
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Social:
Social factors greatly impact Pepsi, as it’s a non-alcoholic beverage it has to remain in line with
the strict and stark differences of cultures the world over. Also, Pepsi has to communicate its
image as a global brand so that the people can associate it with themselves as something that
connects the world together. Usually, the social implications are seen in marketing campaigns for
example certain countries have religious festivals, so Pepsi has to keep in line with all those
festivals in order to understand the psyche of their market and how they can cash upon the
opportunity.
Technological:
With the advent of the new age in technology, companies have completely integrated themselves
with all the recent changes that have taken place. To mention a recent trend that has greatly
picked up and something that almost every business is turning toward is Social Media. The social
media explosion has allowed for increasingly interactive engagement with the consumers with
real time results so Pepsi has to stay ahead of all the developments that take place with keeping
in view how the youth of today utilizes technology for their benefit and how can Pepsi reach
them in order to keep on increasing brand recall and brand engagement.
!!
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1.2.6. FUTURE OUTLOOK
1) The Company should provide more coolers to the retailers maximize sale.
2) They should provide the retailers good service during the off-season also.
3) Pepsi Company should give more schemes to retailers and promote them to keep more
stock to increase sale.
4) Company should introduce an executive who will look the circulation of coolers
and maintenance, note down the relevant complaints.
5) The most important parameter is the scheme given by Pepsi is really good.butits is not
reaching to every retailer.
!+
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Literature Review
Date: 2-Jul-2002
Author: Hunter Orr
Contributor: Alpha Street Research
Title: PEP - PepsiCo Inc - Rated a Hold - Company Analysis and ASR Ranking
Report
Document Size: 9 pages
Date: 2-Aug-2013
Author: Hunter Orr
Contributor: Alpha Street Research
Title: PEP - PepsiCo Inc. - Rated a Hold - Company Analysis and ASR Ranking Report
Date: 2-Aug-2008
Author: StockReports + Research Department
Contributor: Thomson Reuters Stock Report
Title: Thomson Reuters Stock Report - PEPSICO INC. (PEP-N)
Document Size: 12 pages
!.
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cHAP1IR-+
Data Anaiysis& Interpretation
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1.5. DATAANALYSIS AND INTERPRETATION
1.5.1. STOCK AND SALE OF SOFT DRINKS IN AHMEDABAD CITY
RIsuI1 NG. GI RI1AIIIRs ¼
YIs 100 100
1G1AI 100 100
.
Interpretation:-
100% retailers stock and sale the soft drinks.
Inference:-
From this above chart researcher found that majority of retailer’s stock and sale soft drinks.
saies
A|ucca|ac
1.5.2. BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
SOFT DRINK BRANDS
PEPSI
COKE
PARLE
OTHER
..
Interpretation:
42% of retailers stock Pepsi.
35% of retailers stock Coke.
18% of retailers stock Parle drinks.
And remaining 5% retailers maintain stock of other soft drinks.
Inference:
From the above bar graph the researcher found that sale of Pep
than other soft drinks.
¼
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BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
SOFT DRINK BRANDS
PEPSI
COKE
PARLE
OTHER
Interpretation:-
42% of retailers stock Pepsi.
35% of retailers stock Coke.
18% of retailers stock Parle drinks.
And remaining 5% retailers maintain stock of other soft drinks.
Inference:-
From the above bar graph the researcher found that sale of Pep
than other soft drinks.
0
.
10
1.
!0
!.
!0
!.
+0
+.
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
SOFT DRINK BRANDS
42% of retailers stock Pepsi.
35% of retailers stock Coke.
18% of retailers stock Parle drinks.
And remaining 5% retailers maintain stock of other soft drinks.
From the above bar graph the researcher found that sale of Pep
than other soft drinks.
lll·l
+!
sGI1 DRINKs AVIAIABII
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
NO. OF RETAILERS
(OUT OF 1
42
35
18
18% of retailers stock Parle drinks.
And remaining 5% retailers maintain stock of other soft drinks.
From the above bar graph the researcher found that sale of Pep
··ll
!.
sGI1 DRINKs AVIAIABII
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
NO. OF RETAILERS
(OUT OF 100)
42
35
18
5
And remaining 5% retailers maintain stock of other soft drinks.
From the above bar graph the researcher found that sale of Pep
lAkll
1·
sGI1 DRINKs AVIAIABII
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
NO. OF RETAILERS
And remaining 5% retailers maintain stock of other soft drinks.
From the above bar graph the researcher found that sale of Pepsi soft drink products is higher
·Illk
.
sGI1 DRINKs AVIAIABII
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
%
42%
35%
18%
5%
si soft drink products is higher
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si soft drink products is higher
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si soft drink products is higher
!·
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1.5.3. PRODUCTS OF PEPSI MAINLY SOLD BY YOU
PRODUCTS NO.OF RETAILERS %
PEPSI-DEW 21 21%
PEPSI-7UP 6 6%
PEPSI-MIRINDA 17 17%
ALL 56 56%
TOTAL 100 100%
!1
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lll·lDlW lll·l¯ul lll·l\lklA lll·lAll
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PEPSI PRODUCTS SOLD
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interpretation:-
Out of 100 retailers-
21% retailers sold the product combination of Pepsi and DEW.
6% retailers sold the Pepsi and 7UP.
17%retailers sold combination of Pepsi and Miranda products.
Rest 56% retailers sold combination of all the products together.
Inference:-
From the analysis the researcher found that the percentage of all products sold was very high as
compare to other combination.
1.5.4. PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
PACK
Interpretation
Out of 100 retailers
8% retailers sold 200ml packs.
46% retailers sold 300ml packs.
22% retailers sold 500ml packs.
24% retailers sold 2ltrs packs.
Inference
From this question it was observed that the pack of 300 ml. was more stored and sold by the
retailer which is
¼
G
I
R
I
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A
I
I
I
R
s
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
PACK
PAcK
RI1AIIIRs
¼
Interpretation:-
00 retailers-
8% retailers sold 200ml packs.
46% retailers sold 300ml packs.
22% retailers sold 500ml packs.
24% retailers sold 2ltrs packs.
Inference:-
From this question it was observed that the pack of 300 ml. was more stored and sold by the
retailer which is followed by pack of 2 ltrs.
0
.
10
1.
!0
!.
!0
!.
+0
+.
.0
¼
G
I
R
I
1
A
I
I
I
R
s
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
!00 \l
RI1AIIIRs
·
8% retailers sold 200ml packs.
46% retailers sold 300ml packs.
22% retailers sold 500ml packs.
24% retailers sold 2ltrs packs.
From this question it was observed that the pack of 300 ml. was more stored and sold by the
followed by pack of 2 ltrs.
!00\l
·
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
!00 \l
·
·
From this question it was observed that the pack of 300 ml. was more stored and sold by the
followed by pack of 2 ltrs.
!00\l
+o
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
!00 \l
+o
+o
From this question it was observed that the pack of 300 ml. was more stored and sold by the
!00\l .00\l
+o
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
.00 \l
!!
!!
From this question it was observed that the pack of 300 ml. was more stored and sold by the
.00\l !lIk·
!!
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
!lIk·
!+
!+
From this question it was observed that the pack of 300 ml. was more stored and sold by the
!lIk·
!+
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
I·IAl
100
100
From this question it was observed that the pack of 300 ml. was more stored and sold by the
·oluu:!
lA·l
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PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
I·IAl
100
From this question it was observed that the pack of 300 ml. was more stored and sold by the
·oluu:!
lA·l
1.5.5. KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
sIGN BGARD
RI1AIIIRs
¼
Interpretation
Out of 100 retailers
18% retailers had glow signboard provided by Pepsi.
65%retailers had flex signboard.
15% retailers had dealers board on their outlet.
Remaining 2%
Inference
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
to retailer which is
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
sIGN BGARD Gl·W
·lG:
l·AkD
RI1AIIIRs
Interpretation:-
00 retailers-
18% retailers had glow signboard provided by Pepsi.
65%retailers had flex signboard.
15% retailers had dealers board on their outlet.
Remaining 2% retailers did not have any signboard.
Inference:-
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
to retailer which is followed by glow sign board.
1.
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
Gl·W
·lG:
l·AkD
lllX
l·AkD
1·
1·
18% retailers had glow signboard provided by Pepsi.
65%retailers had flex signboard.
15% retailers had dealers board on their outlet.
retailers did not have any signboard.
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
followed by glow sign board.
o.
1.
!
SIGN BOARD
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
lllX
l·AkD
DlAllk·
l·AkD
o.
o.
18% retailers had glow signboard provided by Pepsi.
15% retailers had dealers board on their outlet.
retailers did not have any signboard.
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
followed by glow sign board.
1·
SIGN BOARD
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
DlAllk·
l·AkD
1.
1.
18% retailers had glow signboard provided by Pepsi.
15% retailers had dealers board on their outlet.
retailers did not have any signboard.
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
followed by glow sign board.
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
:· ·lG:
l·AkD
!
!
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
Gl·W ·lG:l·AkD
lllX l·AkD
DlAllk· l·AkD
:· ·lG: l·AkD
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
I·IAl
100
100
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
Gl·W ·lG:l·AkD
lllX l·AkD
DlAllk· l·AkD
:· ·lG: l·AkD
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
.
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
+1
3
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o
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t
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|
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i
o
k
t
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d
a
t
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]
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
+!
3
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P
i
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k
t
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]
1.5.6. AVAILABILITY OF PEPSI VISI COOLER
VISI COOLER YES NO TOTAL
NO. OFRETAILERS 89 11 100
% 89% 11% 100%
Interpretation:-
Out of 100 retailers-
89% retailers had Pepsi visi coolers.
11% retailers did not have visi coolers of Pepsi.
Inference:-
From the above pie chart, it was found that majority of the retailers had Pepsi visi coolers.
·-
11
0 0
VISI COOLERS AVAILABLE
Yl·
:·
1.5.7. SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
SATISFACTION
LEVEL
NO. OF
RETAILERS
%
Interpretation
24% retailers were highly satisfied with the services rendered by Pepsi sales man.
39% were satisfied and 17
Inference
It was found that most of the retailers were satisfied with the services provided by the sales man.
¼
G
I
R
I
1
A
I
I
I
R
s
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
SATISFACTION
LEVEL
HIGHLY
SATISFIED
NO. OF
RETAILERS
Interpretation:-
% retailers were highly satisfied with the services rendered by Pepsi sales man.
39% were satisfied and 17
Inference:-
It was found that most of the retailers were satisfied with the services provided by the sales man.
0
.
10
1.
!0
!.
!0
!.
+0
llGllY ·AIl·lllD
¼
G
I
R
I
1
A
I
I
I
R
s
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
HIGHLY
SATISFIED
24
24%
% retailers were highly satisfied with the services rendered by Pepsi sales man.
39% were satisfied and 17% were not
It was found that most of the retailers were satisfied with the services provided by the sales man.
llGllY ·AIl·lllD ·AIl·lllD
!+
!-
sIRVIcIs GI PIPsI sAIIs MAN
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
SATISFIED
39
39%
% retailers were highly satisfied with the services rendered by Pepsi sales man.
% were not satisfied with the sales man of Pepsi.
It was found that most of the retailers were satisfied with the services provided by the sales man.
·AIl·lllD :luIkAl
!-
1!
sIRVIcIs GI PIPsI sAIIs MAN
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
NEUTRAL
12
12%
% retailers were highly satisfied with the services rendered by Pepsi sales man.
satisfied with the sales man of Pepsi.
It was found that most of the retailers were satisfied with the services provided by the sales man.
:luIkAl Dl· ·AIllllD
1!
1¯
sIRVIcIs GI PIPsI sAIIs MAN
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
NEUTRAL DIS
SATIFIED
17
17%
% retailers were highly satisfied with the services rendered by Pepsi sales man.
satisfied with the sales man of Pepsi.
It was found that most of the retailers were satisfied with the services provided by the sales man.
Dl· ·AIllllD llGllY Dl· ·AIl·lllD
·
sIRVIcIs GI PIPsI sAIIs MAN
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
DIS
SATIFIED
HIGHLY
DIS
SATISFIED
17
% 8
% retailers were highly satisfied with the services rendered by Pepsi sales man.
satisfied with the sales man of Pepsi.
It was found that most of the retailers were satisfied with the services provided by the sales man.
llGllY Dl· ·AIl·lllD
sIRVIcIs GI PIPsI sAIIs MAN
·AIl·lA·Il·:
llVll
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
HIGHLY
DIS
SATISFIED
TOTAL
8 1
8% 100%
..
% retailers were highly satisfied with the services rendered by Pepsi sales man.
It was found that most of the retailers were satisfied with the services provided by the sales man.
·AIl·lA·Il·:
llVll
+!
3
t
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f
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o
t
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s
o
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y
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e
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s
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i
n
A
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d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
TOTAL
100
100%
..
It was found that most of the retailers were satisfied with the services provided by the sales man.
1.5.8. ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
TIME PERIOD
NO. OF
RETAILERS
%
Interpretation
Out of 100 retailers
75% retailers received the ordered goods on time.
17% retailers s
Inference
So the researcher observed that Pepsi provided goods on right time and in right quantity as it is
mention in the above chart.
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
TIME PERIOD
RETAILERS
Interpretation:-
00 retailers-
% retailers received the ordered goods on time.
% retailers sometimes received on time and 8
Inference:-
researcher observed that Pepsi provided goods on right time and in right quantity as it is
mention in the above chart.
0
10
!0
!0
+0
.0
o0
¯0
·0
%
O
F
R
E
T
A
I
L
E
R
S
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
ALWAYS
75
75%
% retailers received the ordered goods on time.
ometimes received on time and 8
researcher observed that Pepsi provided goods on right time and in right quantity as it is
mention in the above chart.
AlWAY·
¯.
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
ALWAYS SOMETIMES
17
% retailers received the ordered goods on time.
ometimes received on time and 8
researcher observed that Pepsi provided goods on right time and in right quantity as it is
··\lIl\l·
1¯
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
SOMETIMES
17
17%
% retailers received the ordered goods on time.
ometimes received on time and 8% retailers never received on time.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
:lVlk
·
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
NEVER
8
8%
% retailers never received on time.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
NEVER TOTAL
100
100%
% retailers never received on time.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
Il\l llkl·D
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
TOTAL
100
100%
.
% retailers never received on time.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
Il\l llkl·D
++
3
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|
[
P
i
o
k
t
h
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d
a
t
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]
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
+.
3
t
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d
y
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r
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d
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o
t
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s
o
f
f
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r
e
d
b
y
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e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
1.5.9. FREQUENCY OF PEPSI SALESMAN’S VISITS AT STORE
FREQUENC
Y OF
VISITING
DAIL
Y
ALTERNATIV
E DAYS
WEEKL
Y
FORTNIGHTL
Y
NEVE
R
TOTA
L
NO. OF
RETAILERS
56 24 8 9 3 100
% 56% 24% 8% 9% 3% 100%
Interpretation:-
Out of 100 retailers-56% of retailers responded that Pepsi sales man visits on daily basis.
24% retailers responded that Pepsi sales man visits on alternative days.
Weekly visits for 8% retailers and fortnightly visits for 9% retailers.
3% retailers responded that sales man never visits at store.
Inference:-
From this question it was observed that the Pepsi sales man visited the store more on daily basis
which is followed by alternative day’s visits.
.o
!+
· -
!
0
10
!0
!0
+0
.0
o0
¼
G
I
R
I
1
A
I
I
I
R
s
IRIQuINcY GI VIsI1ING A1 s1GRI
lklQul:·Y ·l Vl·lIl:G
1.5.10. SATISFACTION LEVEL WITH PEPSI SALES PERSON
SATISFACTIO
N LEVEL
NO. OF
RETAILERS
%
Interpretation
Out of 100 retailers
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
Inference
The resea
followed by the dissatisfied retailers.
%
O
F
R
E
T
A
I
L
E
R
S
SATISFACTION LEVEL WITH PEPSI SALES PERSON
SATISFACTIO
N LEVEL
HIGHLY
SATISFIE
NO. OF
RETAILERS
%
Interpretation:-
00 retailers-
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
Inference:-
The researcher found that more no. of retailers was satisfied with the sales person which is
followed by the dissatisfied retailers.
0
.
10
1.
!0
!.
!0
!.
+0
+.
llGllY ·AIl·lllD
%
O
F
R
E
T
A
I
L
E
R
S
SATISFACTION LEVEL WITH PEPSI SALES PERSON
HIGHLY
SATISFIE
D
18
18%
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
followed by the dissatisfied retailers.
llGllY ·AIl·lllD ·AIl·lllD
1·
SATISFACTION LEVEL WITH SALES PERSON
SATISFACTION LEVEL WITH PEPSI SALES PERSON
SATISFIE
D
43
43%
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
followed by the dissatisfied retailers.
·AIl·lllD :luIkAl
+!
SATISFACTION LEVEL WITH SALES PERSON
SATISFACTION LEVEL WITH PEPSI SALES PERSON
SATISFIE NEUTRA
L
13
13%
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
:luIkAlDl· ·AIl·lllD llGllY Dl· ·AIl·lllD
1!
!!
SATISFACTION LEVEL WITH SALES PERSON
SATISFACTION LEVEL WITH PEPSI SALES PERSON
NEUTRA DIS
SATISFIE
D
22
22%
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
Dl· ·AIl·lllD llGllY Dl· ·AIl·lllD
!!
+
SATISFACTION LEVEL WITH SALES PERSON
SATISFACTION LEVEL WITH PEPSI SALES PERSON
DIS
SATISFIE
HIGHLY
DIS
SATISFIE
22
22% 4%
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
llGllY Dl· ·AIl·lllD
+
SATISFACTION LEVEL WITH SALES PERSON
·AIl·lA·Il·:
llVll
HIGHLY
DIS
SATISFIE
D
TOTA
4 100
4% 100%
.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
SATISFACTION LEVEL WITH SALES PERSON
·AIl·lA·Il·:
llVll
+o
3
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t
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t
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e
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A
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|
[
P
i
o
k
t
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a
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]
TOTA
L
100
100%
.
rcher found that more no. of retailers was satisfied with the sales person which is
+¯
3
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y
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e
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s
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i
n
A
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d
a
b
a
d
o
i
t
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|
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P
i
o
k
t
h
e
d
a
t
e
]
1.5.11. SATISFIED WITH THE INFORMATION PROVIDED BY THE PEPSI SALES
PERSON REGARDING NEW SCHEMES AND DISCOUNTS
.
!-
!¯
·
!!
!
0
.
10
1.
!0
!.
!0
!.
+0
+.
llGllY
·AIl·lllD
·AIl·lllD :luIkAl Dl·
·AIl·lllD
llGllY Dl·
·AIl·lllD
¼
G
I
R
I
1
A
I
I
I
R
s
sA1IsIAc1IGN WI1H INIGRMA1IGN
GN NIW scHIMIs AND DIscGuN1s
·AIl·lA·Il·:
llVll
SATISFACTI
ON LEVEL
HIGHLY
SATISFIE
D
SATISFI
ED
NEUTR
AL
DIS
SATISFIED
HIGHLY
DIS
SATISFIE
D
TOT
AL
NO. FO
RETAILERS
39 27 8 23 3 100
% 39% 27% 8% 23% 3% 100%
+·
3
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o
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w
a
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d
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p
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d
u
o
t
s
a
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d
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e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
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m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Interpretation:-
Out of 100 retailers-
39% retailers were highly satisfied with the information provided by the sales man regarding to
new schemes and discounts.
27% were satisfied and 23% were dissatisfied with the sales man.
3% were highly dissatisfied.
Inference:-
From this question the researcher found that the retailers were highly satisfied with the
information provided regarding to new schemes and discounts by Pepsi sales man.
+-
3
t
u
d
y
o
f
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e
t
a
i
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e
r
'
s
s
a
t
i
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f
a
o
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i
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n
t
o
w
a
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d
s
p
r
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d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
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o
i
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|
[
P
i
o
k
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d
a
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e
]
1.5.12. SCHEME OF PEPSI YOU LIKE MOST
SCHEMES REFILLING
SCHEME
SCRATCH
CARD
FREE
BOTTLE
DISPLAY
SCHEME
TOTAL
NO.OF
RETAILERS
42 6 30 22 100
% 42% 6% 30% 22% 100%
.
Interpretation:-
Out of 100 retailers-42% retailers like refilling scheme.
30% retailers like free bottle scheme.
Display scheme for 22% of retailers.
Scratch card scheme for rest 6% of retailers.
Inference:-
It was found that more no. of retailers preferred refilling scheme which is followed by free bottle
scheme.
+!
o
!0
!!
SCHEMES
kllllll:G ··ll\l
··kAI·l ·AkD
lkll l·IIll
Dl·llAY ··ll\l
1.5.13. SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
SATISFACTIO
N LEVEL
NO. OF
RETAILERS
%
%
O
F
R
E
T
A
I
L
E
R
S
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
SATISFACTIO
N LEVEL
HIGHLY
SATISFIE
NO. OF
RETAILERS
%
0
.
10
1.
!0
!.
!0
!.
+0
+.
.0
llGllY
·AIl·lllD
1!
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
HIGHLY
SATISFIE
D
12
12%
llGllY
·AIl·lllD
·AIl·lllD
1!
!.
CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIE
D
25
25%
·AIl·lllD :luIkAl
!.
-
CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIE NEUTRA
L
9
9%
:luIkAl Dl·
·AIl·lllD
+·
CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
NEUTRA DIS
SATISFIE
D
48
48%
·AIl·lllD
llGllY
·AIl·lllD
o
CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
DIS
SATISFIE
HIGHLY
DIS
SATISFIE
48
48% 6%
·AIl·lllD
CREDIT FACILITIES PROVIDED BY PEPSI
·AIl·lA·Il·: llVll
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
HIGHLY
DIS
SATISFIE
D
TOTA
6 100
6% 100%
·AIl·lA·Il·: llVll
.0
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
TOTA
L
100
100%
.
·AIl·lA·Il·: llVll
.1
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Interpretation:-
48% retailers were dissatisfied with the credit facilities provided by Pepsi.
25% retailers were satisfied with credit facilities.
12% were highly satisfied and 6% retailers were highly dissatisfied with credit facilities of Pepsi.
Inference:-
From this question the researcher found that more no. of retailers were dissatisfied with the credit
facilities given by Pepsi.
1.5.14. SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
SATISFACTION
LEVEL
NO. OF
RETAILERS
%
0
.
10
1.
!0
!.
!0
!.
+0
+.
¼
G
I
R
I
1
A
I
I
I
R
s
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
SATISFACTION HIGHLY
SATISFIED
NO. OF
RETAILERS
17
17%
0
.
10
1.
!0
!.
!0
!.
+0
+.
llGllY
·AIl·lllD
1¯
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
HIGHLY
SATISFIED
SATISFIED
45
17% 45%
llGllY
·AIl·lllD
·AIllllD
1¯
+.
DIsPIAY AND sIAsGNAI scHIMIs
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
SATISFIED NEUTRAL
45 10
45% 10%
:luIkAl
·AIl·lllD
10
DIsPIAY AND sIAsGNAI scHIMIs
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
NEUTRAL DIS
SATISFIED
10 21
10% 21%
Dl·
·AIl·lllD
llGllY
·AIl·lllD
!1
DIsPIAY AND sIAsGNAI scHIMIs
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
DIS
SATISFIED
21
21%
llGllY
·AIl·lllD
¯
DIsPIAY AND sIAsGNAI scHIMIs
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
HIGHLY DIS
SATISFIED
7
7%
DIsPIAY AND sIAsGNAI scHIMIs
·oluu:!
·oluu:1
·AIl·lA·Il·: llVll
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
HIGHLY DIS
TOTAL
100
100%
·AIl·lA·Il·: llVll
.!
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
TOTAL
.!
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Interpretation:-
45% retailers were satisfied with the display and seasonal schemes of Pepsi.
21% retailers were dissatisfied with the display and seasonal schemes of Pepsi.
17% were highly satisfied and 7% were highly dissatisfied with the Pepsi display and seasonal
schemes.
Inference:-From the above question the researcher observed that more no. of the retailers were
satisfied with the display and seasonal schemes provided by Pepsi which is followed by
dissatisfied retailers.
.+
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
1.5.15. RATING OF PEPSI PRODUTS AND SERVICES ON CERTAIN PARAMETERS
PARAMETER
S/RATINGS
HIGHLY
SATISFIE
D
SATISFIE
D
NEUTRA
L
DIS
SATISFIE
D
HIGHLY
DIS
SATISFIED
TOTAL
Stock Delivery 28 45 12 9 6 100
Emergency
Order
11 37 15 18 19 100
Availability of
Packs
22 41 7 19 11 100
Schemes and
Offers
35 26 14 19 6 100
.
0
.
10
1.
!0
!.
!0
!.
+0
+.
.0
lig|l, ·atisiicc ·atisiicc :cut:al Dis·atisiicc lig|l, Dis
·atisiicc
·toc| Dclivc:,
luc:gc:c, ·:cc:
Availa|ilit, oi lac|s
·c|cucs a:c ·iic:s
..
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Interpretation:-
45retailers were satisfied with stock delivery, 41 retailers satisfied with availability of packs, 35
retailers were highly satisfied with schemes and offers, 37 retailers were satisfied with
emergency order. These are the highest parameters rating of Pepsi products and services.
Inference:-
From the above graph the researcher found that more no. of retailers was highly satisfied with
the schemes and offers given by Pepsi. The retailers were satisfied in Stock delivery, Emergency
order and Availability of packs of Pepsi products and services.
1.5.16. SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
SATISFACTIO
N LEVEL
NO.OF
RATAILERS
%
%
O
F
R
E
T
A
I
L
E
R
S
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
SATISFACTIO
N LEVEL
NO.OF
RATAILERS
%
0
.
10
1.
!0
!.
!0
!.
+0
+.
llGllY ·AIl·lllD
%
O
F
R
E
T
A
I
L
E
R
S
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
HIGHLY
SATISFIE
D
15
15%
llGllY ·AIl·lllD ·AIl·lllD
1.
DISTRIBUTION NETWORK OF PEPSI
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
SATISFIE
D
44
44%
·AIl·lllD :luIkAl
++
¯
DISTRIBUTION NETWORK OF PEPSI
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
SATISFIE NEUTRA
L
7
7%
:luIkAl Dl· ·AIl·lllD
¯
!!
DISTRIBUTION NETWORK OF PEPSI
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
NEUTRA
DIS
SATISFIE
D
23
23%
Dl· ·AIl·lllD llGllY Dl· ·AIl·lllD
!!
11
DISTRIBUTION NETWORK OF PEPSI
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
DIS
SATISFIE
D
HIGHLY
DIS
SATIFIE
23
23% 11%
llGllY Dl· ·AIl·lllD
DISTRIBUTION NETWORK OF PEPSI
·AIl·lA·Il·:
llVll
HIGHLY
DIS
SATIFIE
D
TOTA
11 100
11% 100%
·AIl·lA·Il·:
llVll
.o
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
TOTA
L
100
100%
.
.¯
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Interpretation:-
Out of 100 retailers-
44% retailers were satisfied with the distribution network of Pepsi.
23% retailers were dissatisfied and 15% retailers were highly satisfied with distribution network
of Pepsi.
11% retailers were highly dissatisfied with the distribution network of Pepsi.
7% retailers responded that they can’t say.
Inference:-
From this question it was observed that more no. of retailers was satisfied with the distribution
network of Pepsi which is followed by dissatisfied retailers.
1.5.17. SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
SATISFACTION
LEVEL
NO. OF
RETAILERS
%
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
SATISFACTION
NO. OF
RETAILERS
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
FULLY
SATISFIED
NO. OF 49
49%
lullY
·AIl·lllD
+-
:·I AI All
-
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
SATISFIED
PARTIALLY
SATISFIED
42
42%
:·I AI All
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
PARTIALLY
SATISFIED
42%
lAkIlAllY
·AIl·lllD
+!
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
NOT AT
ALL
9
9%
lAkIlAllY
·AIl·lllD
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
NOT AT TOTAL
100
100%
.
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
TOTAL
100%
.·
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
.-
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Interpretation:-
Out of 100 retailers-
49% of retailers were satisfied with meetings organized by the company and 42% of retailers
were partially satisfied with the meetings of the company.
Rest 9% retailers were not at all satisfied with company meetings.
Inference:-
From this it was found that more no. of retailers was fully satisfied with meetings organized by
Pepsi which is followed by partially satisfied retailers.
1.5.18. SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
RESULTS
NO. OF
RETAILERS
%
.
Interpretation:
Out of 100 retailers
For 58%
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
solution of their problems.
Inference:
From this above chart the researcher observed that most of retailers always got solution of their
problems and complaints from sales man.
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
RESULTS ALWAYS
NO. OF
RETAILERS
58
58%
Interpretation:-
Out of 100 retailers-
For 58% retailer’s salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
of their problems.
Inference:-
From this above chart the researcher observed that most of retailers always got solution of their
problems and complaints from sales man.
!0
SOLUTION OF PROBLEMS AND
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
ALWAYS
58
58%
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
of their problems.
From this above chart the researcher observed that most of retailers always got solution of their
problems and complaints from sales man.
1!
SOLUTION OF PROBLEMS AND
COMPLAINTS
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
SOMETIMES
30
30%
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
problems and complaints from sales man.
.·
SOLUTION OF PROBLEMS AND
COMPLAINTS
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
SOMETIMES
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
SOLUTION OF PROBLEMS AND
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
NEVER
12
12%
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
AlWAY·
··\lIl\l·
:lVlk
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
TOTAL
100
100%
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
TOTAL
100%
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
o0
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
o1
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
cHAP1IR-s
o!
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
5.1. FINDING
Most of the retailers are satisfied with the sales representative explanation during
visit.
Most of the retailers are not satisfied with the sales representative in collecting feedback
and listening queries of retailers.
Only few retailers are satisfied with the schemes and discounts offered by the
distributor.
Only few retailers are satisfied with the availability of ordered stock. Most of the
retailers considered it as not good.
Most of the retailers are expecting schemes and offers for retailers and they are
dissatisfied with their margin
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5.2. SUGGESTIONS
• A healthy relationship should be developed by the company executive with the retailers.
• Delivery of goods should be increased in number for proper catering in the entire area of
Ahmedabad Central region effectively and efficiently.
• The company should supply its glow sign board, banners etc as an advertisement media
to the retailers of few areas, which will as usual for satisfaction of retailers.
• The commitment of schemes should be carried out on or before the scheduled time.
• Credit facilities should be provided to retailers to satisfy their needs regarding
payment.
• The Company should be regular to its products so as for proper availability at each and
every retail outlets. Otherwise it may lose its consumer and prospects. Thus distorting the
image of the company.
• Distributor and retail outlets feedback should be taken time to time so as to trace the
actual existing problem related to there and the market.
• The meetings should be organized time to time by the company for the retailers.
• The visits of the sales man should be increases at retail outlets for knowing the
response about availability of soft drinks.
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5.3. CONCLUSION
• To conclude, it is very much limited time to clearly understand the retailer satisfaction.
Apart from this we need to focus on each retailers view carefully in regular time intervals
(periodically) so to the best possible is presented here.
• Retailer satisfaction boosts more sales and loyal customer to distributor and in turn helps
to produce more satisfied ultimate customers to the company.
• Thus the significance of retailers’ satisfaction stretches from introducing more and more
promotional activities, good margin and better services from distributor.
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5.4. LEARNING FROM THE PROJECT
Ready to learn: Be always ready to learn from the sector. The people we interact in this project
duration, they are experienced in this field. They know the business very well. From my personal
experience.
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5.5. BIBLIOGRAPHY
Text Books:-
Ramaswamy V S, Namakumari S, “Marketing Management”, published by
MACMILLAN Business Books. 3
rd
edition.
Kotler Philip, “marketing management” Published by Persons education, 11Th edition.
Kotler Philip, killer, koshy, Jha, “Marketing management” Published by Persons
education, 12Th edition.
Kothari C.R., “Research methodology”, Published by New age international Pvt. Ltd. 2
nd
Edition.
Websites:
www.pepsico.com
www.pepsizone.com
www.cocacola.com
www.notjustsurveys.com
www.google.com
www.wiki.com
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cHAP1IR-1
APPENDICES
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QUESTIONNAIRE
(FOR RETAILERS)
NAME OF OUTLET- -----------------------------------------
ADDRESS- -----------------------------------------
Q1. Do you stock and sale soft drinks?
(a) Yes
(b) No
Q2. Which soft drink brand, do you mostly stock in your outlet?
(a) Pepsi (b) Coke
(c) Parle (d) Other
Q3. Which product of Pepsi, do you sell?
(a) Pepsi-7up (b) Pepsi-Dew
(c) Pepsi-Mirinda (d) All
Q4. Which volume of pack, do you stock and sell more?
(a) 200ml. (b) 300ml.
(c) 500ml. ( d) 1 ltr.
Q5. Which sign board Pepsi has provided you?
(a) Glow signboard (b) Flex board
(c) Dealers board ( d) No sign board
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Q6. Has Pepsi provides you any visi cooler?
(a) Yes
(b) No
Q7. Are you satisfied with the services rendered by Pepsi salesman?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
Q8. Do you receive the ordered goods on right time and in right amount?
(a) Always (b) Sometimes
(b) Never
Q9. What is the frequency of visit by Pepsi salesman to your outlet?
(a) Daily (b) Alternative day
(c) Weekly (d) Fortnightly
(e) Never
Q10. Are you satisfied with the visiting salesman?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
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Q11. Are you satisfied with information provided by Pepsi salesman regarding
new schemes and discounts?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
Q12. Which schemes do you like the most?
(a) Refilling scheme (b) Scratch card
(c) Free bottle (d) Display scheme
Q13. Are you satisfied with the credit facility given by Pepsi?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
Q14. Are you satisfied with display and seasonal scheme?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
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Q15. How do you rate Pepsi products and services for the followingParameters?
Parameters/Rating Highly
satisfied
Satisfied Neutral Dissatisfied Highly
dissatisfied
(a) Stock
delivery
(b) On emergency
order
(c) on availability of
all packs
(d) on schemes and
offers
Q16. Are you satisfied with the distribution network of Pepsi?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
Q17. Are you satisfied with the meetings organized by the company?
(a) Fully satisfied
(b) Partially satisfied
(c) Not at all
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Q18. In your opinion, does the salesman is able to solve your problems and Complaints?
(a) Always
(b) Sometimes
(c) Never
Q19. Any suggestion for betterment of Pepsi products and services?
………………………………………………………………………………………………………………
…………………………………………………………
doc_168877038.pdf
To understands various problems faced by retailers of Pepsi product.
To analyzes complaints of retailers towards products and services of Pepsi.
G1u's Inroiiment No: 128200s920s9
A
Project report on
A1
Submitted By:
Mitesh Patei (Roii No: A-1221j
MBA Programmed 2012 - 201+ (semester IIj
In por:ìol jnljìllmen: oj :ne reqnìremen:s jor xnmmer In:ernsnìp
1roqrommeJ jor :ne oworJ oj :ne Jeqree oj
MAs1IR GI BusINIss ADMINIs1RA1IGN
submitted to:
Gujarat 1echnoiogicai university (G1uj, Ahmedabad
3tudy of retailer's satisfaotion towards
produots and servioes offered by Pepsi in
Ahmedabad oity
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DECLARATION
The project report entitled “Study of retailer’s satisfaction towards products and services
offered by Pepsi in Ahmedabad city” has been submitted to Gujarat Technological University,
Ahmedabad in partial fulfillment for the award of degree of Master of Business Administration. I
the undersigned hereby declare that this report has been completed by me under the guidance of
Mr. Idrish Shaikh (Manager) and Professor “AshishSiddique” (Faculty Member, Shayona
Institute of Business Management, Ahmedabad)
The report is entirely the result of my own efforts and has not been submitted either in part or
whole to any other institute or university for any degree.
Name of the Student with Signature:
Mitesh Patel
GTU’s Enrollment No.: 128200s920s9
Date:
Place: Ahmedabad
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CERTIFICATE
This is to certify that the project titled “Study of retailer’s satisfaction towards products and
services offered by Pepsi in Ahmedabad city” is a work done by Mitesh Patel student of
Shayona Institute of Business Management (SIBM).The student has successfully completed
this project under my guidance.
I am sure that the experience gained during the project work will enable (him/her) to take similar
challenging projects in future.
(AshishSiddique)
(Faculty Guide)
Date:
Place: Ahmedabad
Dr. B. K. Nirmal
(HOD – MBA Programmed)
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PREFACE
Market provides a key to gain actual success only to those brands which match best to the
current environment i.e." imperative" which can be delivered what are the people needs and they
are ready to buy at the right time without any delay. It is perfectly true but this also depends on
availability of good quality products and excellent taste and services which further attract and
add a golden opportunity for huge sales.
This also depends on the good planning approach and provide ample opportunity plus sufficient
amount of products for sales in the coming next financial year.
This study report also provides the various factors affecting the services. Marketing Division of
PEPSICO has to keep in mind various factors specially while preparing a plan for marketing its
product or services. Detail description along with analysis of surveyed data is being presented in
this report.
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ACKNOWLEDGEMENT
It is almost inevitable to incur indebtedness to all who generously helped by sharing their
invaluable time and rich experience with me, without which this project would have never been
accomplished.
No task can be achieved alone, particularly while attempting to finish a project of such
magnitude. It took many special people to facilitate it and support it. Hence, Iwould like to
acknowledge all of their valuable support and convey my humble gratitude to them. I would like
to thank PROF. “ASHISH SIDDIQUE” and all other faculties of Shayona Institute of
Business Management (SIBM) for their guidance throughout the preparation of the project and
for their valued suggestion.
I express my sincere thanks to the management of “MS Distributor” for giving me this golden
opportunity to work as a trainee in their company. The guidance and support provided by
the company have really made the training a learning experience for me. This short period was
full of rich experience, which will definitely help me in my future career.
First of all, I would like thanking Mr.Idrish Shaikh(Distributor Manager M.S. Distributors
Ahmedabad) and other staff member for their valuable guidance and encouragement.
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EXECUTIVE SUMMARY:
The project titled “Study of retailer’s satisfaction towards products and services offered by
Pepsi in Ahmedabad city” was done for M.S. Distributor a franchisee of PepsiCo India.
Summer internship is known to be a student’s first brush with cooperate world. This is the time for
the students to put words and theories into action. This opportunity to integrate classroom learning
with real life situation. While doing the project students are placed under the guidance of a manager
who serves as a mentor.
This project report deals with Satisfaction of retailers towards products and services offered by
Pepsi. Using the questionnaire for retailers.
The objectives of this topic are-
To understands various problems faced by retailers of Pepsi product.
To analyzes complaints of retailers towards products and services of Pepsi.
To study/identify retailer’s satisfaction level towards Pepsi products and services.
To develops effective solution to the problems faced by retailers.
The project is carried out depending on the various data which are obtained from both primary
source (direct interview with retailers) and the secondary sources (the website of the company,
books, and print media).
Satisfaction is a result of a product related experience and this question reflects the overall opinion
of a consumer’s experience with the product performance. Satisfaction and attitude are closely
related concepts. The psychological concepts of attitude and satisfaction may both be defined as the
evaluation of an object and the individual relationship to it.
Anything that can be offered to a market for attention, acquisition, use, or consumption that might
satisfy a want or need, include physical objects, persons, organizations, and ideas is called as
product.
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Services mean the work done by one person who is helpful to another person and these are
intangible in nature. It is an act of help and assistance.
The analysis is made studying the questionnaire and observation which was distributed among 100
Retailers to find their response about the various questions asked related to the satisfaction level
and problems faced by them, conducted in M.S. Distributor (Pepsi).
The sampling method is using conveyance sampling; the total size of sample is 100 for retailers.
The data and interpretation done through pie chart, percentage, bar diagram and table.
The major Findings of the study are related with the Pepsi products and services offered to retailers
in Ahmedabad city which includes the retailer’s stock more products of Pepsi soft drinks as
compare to another company products. Retailers were also satisfied with the distribution network of
Pepsi, information regarding new schemes and discounts. They were also satisfied with the sales
person of Pepsi. The retailers were dissatisfied with the credit facilities provided by Pepsi in
Ahmedabad city.
The few suggestions for Pepsi from the researcher are-
Delivery of goods should be increased in number for proper catering in the entire area of
Ahmedabad Central region effectively and efficiently.
The company should supply its glow sign board, banners etc.as an advertisement media to the
retailers of few areas, which will as usual for satisfaction of retailers.
Credit facilities should be provided to retailers to satisfy their needs regarding payment.
The conclusion of the survey is based on the objectives of the study i.e.various problems faced
by retailers of Pepsi product, complaints of retailers towards products and services of Pepsi,
retailers satisfaction level towards Pepsi products and services and effective solution to the
problems faced by retailers.
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Table of Contents:
CHAPTER
NO.
PARTICULAR PAGE
NO.
CHAPTER-1 Introduction to research
1.1 Introduction to the scenario/industry/sector 9
1.2 Research objective & sub objectives 10
1.3 Research Design
1.3.1 Methods of data collection 11
1.3.2 Sample design/procedure
1.3.2.1 Sampling methods 12
1.3.2.2 Sample Unit 12
1.3.2.3 Sample Size 12
1.3.2.4 Target Area 12
1.3.3 Tools & Techniques of data collection 13
1.4 Relevance/Need of Research 13
1.5 Chapter Plan 14
1.6 Limitations of the research 15
CHAPTER-2 Introduction to company/organization
2.1 Industry scenario 16
2.2 organization details
2.2.1 Product lines 25
2.2.2 SWOT of the company vs. SWOT of the
industry
29
2.2.3 Future outlook 33
CHAPTER-3 Literature Review
3.1 (Published studies, review of similar studies, etc 34
CHAPTER-4 Data Analysis & Interpretation
4.1 Data Analysis & Interpretation 35
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CHAPTER-5
5.1 Findings 62
5.2 Suggestions 63
5.3 Conclusions 64
5.4 Learning from the project 65
CHAPTER-6 Bibliography
6.1 Bibliography 66
CHAPTER-7Appendices
7..1 Appendices 67
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CHAPTER1
RESEARCH METHODOLOGY
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RESEARCH METHODOLOGY
Research is an art of scientific investigation. It is defined as “A careful
investigation or enquiry especially through search for new facts in any branch of
knowledge.”
Research methodology is considered as the nerve of the field work or any project.
Without proper well organized research plan, it is impossible to complete the
project and reach to any conclusion. The project was based on the survey plan.
The main objective of survey was to collect appropriate data, which work as a box
for drawing conclusion and getting result.
Therefore, research methodology is the way to systematically solve the research
problem. Research methodology not only talks of the methods but also logic
behind the methods used in the context of a research study and it explains why a
particular method has been used in the preference of the other methods.
DEFINITION
“Marketing research is a systematic gathering, recording and analysis of
marketing problem to facilitate decision making”.
Coundiff& Still
“Marketing research is a systematic problem analysis, model building and fact
finding for the purpose of important decision making and control in the marketing
of goods and services.” Phillip Kotler
RESEARCH OBJECTIVE
To understand various problems faced by retailers of Pepsi product.
To analyze complaints of retailers towards products and services of Pepsi.
To study/identify retailers satisfaction level towards Pepsi products and services.
To develop effective solution to the problems faced by retailers.
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METHOD OF COLLECTION DATA
There are two types of data Viz., Primary Data and Secondary Data. The primary data are
those which are collected a fresh and for the first time and thus happen to be original in
character. The secondary data, on the other hand, are those which have already been passed
through statistical process while doing our research I had taken the help of both primary
data as well as secondary data for analyzing the results.
4.1. PRIMARY DATA
During survey the primary data collected from structured Questionnaire. In this
survey method a questionnaire is personally given to the respondent from the selected
sample with a request to answer the questions and return the questionnaire. A
questionnaire consists of number of questions relevant to the research problem,
printed or typed in a definite order on the form or sets of forms. The questionnaire is
personally provided to respondents under the guidance of the researcher, who are then
expected to read, understand and write down the reply in the space meant for
answering various questions in the questionnaire itself.
4.2. SECONDARY DATA
Secondary data collected from various magazines, internet and various books. For the
collection of secondary data various articles and researches from news journals,
company internal records, and personal researches relevant to the research problem have
been included.
All the findings and conclusion obtained on the survey done in the working area.
With the limit, I tried my best to select the sample representative of the whole group.
During my job training I maintained different routes during my dealer survey. I have
collected data from the Depot of AHMEDABAD under the organization itself.
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1.1.1. SAMPLE DESIGN
1.1.1.1. SAMPLING METHODS
Sample design is a definite plan of obtaining some items from the whole population.
The sample design used in this project is two state sampling i.e. cluster sampling and
convenience sampling. The total sample size was 100 retailers.
1.1.1.1.1. CONVENIENCE SAMPALING
This type of sampling is chosen purely on the basis of convenience and according to
convenience. Researcher visited retailers, malls stores.
1.1.1.2. SAMPLE UNIT - Retailer’s those are selling soft drinks.
1.1.1.3. SAMPLE SIZE- 100 retailers.
1.1.1.4. TARGET AREA -Ahmedabad City
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1.1.2. TOOLS & TECHNIQUES OF DATA COLLECTION
1.1.2.1. QUESTIONNAIRE
This is the most popular tool for the data collection. Researcher designed questionnaire
according to the topic and objective of the research project, researcher used three type
questionnaire methods into data collection, i.e.
I. Multiple choice questions
II. Open end questions
III. Dichotomous
1.2. NEED OF RESEARCH
Extension of knowledge.
Bring to light information that might never be discovered during the ordinary
course of life.
Establish generalizations and general laws which contribute to theory
building.
Verify and test the existing facts and theories.
Initiate, formulate, deflect, and Analyze interrelationships between variables
and to derive causal explanations.
Find solutions to problems.
Develop new tools, concepts and theories.
Aid in planning and contributes to national Development.
Disseminate research findings to create awareness of current situations and
problems.
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1.3. CHAPTER PLAN
After deciding on the research topic, the investigators have to think carefully about
the plan of the research. In this process, they consider the options they have about
different ways in which the research topic can be investigated, i.e. a research design. In
making this choice, they have to weigh two factors. They should try to choose a design
that will give most definitive answers about the research topic. But they have to weigh
this against the feasibility of doing the study. They have to consider, among other things,
their own capabilities, the availability of material or subjects for the research, and the
availability of resources. Often, a trade-off has to be made between the ideal and the
possible. The best should not be made the enemy of the good.
After deciding on a research design that is appropriate to deal with the research topic
and that is feasible, they have to look again at the broad research topic, and define and
refine it into a research question which can be answered by the research design. For many
studies, this will involve generating a research hypothesis that can be tested.
Among the issues the investigators have to deal with in designing the research is
the question of sampling. Since the study cannot include all the target population, they
have to depend on the accessible population, and select a sample that is as representative
as possible of this population. The size of the sample is an important decision to make.
If, on the one hand, the sample is too small, the results obtained will not be reliable, the
resources for the research will be wasted and, if human subjects are involved, it would
have been unethical to subject them to research that does not give useful results. If, on the
other hand, the sample is too large, it prolongs the study and makes it more expensive,
with no added scientific value. The investigators also have to give attention to how the
study results will be measured, by choosing methods that are reliable and valid.
The design of qualitative research needs different approaches from that of quantitative
research. These approaches include observation, in-depth interviews and focus group
discussions. If a questionnaire is used to collect information from respondents, there are
a number of options for the investigators, and there are guidelines to follow.
Last but not least, planning is the time to think carefully about ethical implications
before the study is implemented.
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1.4. LIMITATIONS OF THE RESEARCH
The study is limited to a particular geographical area that is Ahmedabad city only.
The information and data collected and analyzed is restricted to the researchers’
knowledge and ability.
The answers that I have got from the retailers cannot be considered as totally
perfect because of various personal and other limitations.
Cost and time was also another limiting factor that affected the study.
As retailer expectations and experiences include more of psychological aspects
the survey made during a particular time period will give the information about
the retailers during that particular time period. In order to be up-to-date in
understanding the level of satisfaction periodic surveys are necessary.
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CHAPTER 2
INTRODUCTION TO COMPANY
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PROFILES
INDUSTRY PROFILE:
INDUSTRY NAME: M.S. DISTRIBUTORS
ADDRESS: 52/B/1, Kajal Park
Vejalpur
Ahmedabad.
LOCATION: Ahmedabad (Gujarat)
CSD INDUSTRY OVERVIEW
M.S. DISTRIBUTORS is a bottling franchisee of PepsiCo in Ahmedabad, Gujarat. Which
manufacture the soft drinks of Pepsi and deliver into the market? It is beverages industry
Which manufacture the soft drinks for Pepsi only?
The soda drink and bottled water industry includes more than 3,000 companies that manufacture
and distribute beverages. Only in the USA combined annual revenue is more than $70 billion.
Coca-Cola and PepsiCo hold more than 50 percent of the market, following strong consolidation
in the past decade. Only a few other companies have annual revenue above $500 million. Most
are local or regional manufacturing and bottling operations with annual revenue under $100
million.
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COMPETITIVE LANDSCAPE
Demand for non-alcoholic beverages is driven by consumer tastes and demographics. The
profitability of individual companies depends on effective marketing. Large manufacturers have
economies of scale in production and distribution, with average annual revenue per production
worker close to $1 million. Small companies can compete by producing new products, catering
to local tastes, or selling at lower prices.
PRODUCTS, OPERATIONS & TECHNOLOGY
Nonalcoholic beverages include sodas (carbonated soft drinks, or CSD), bottled waters, juices,
and a large variety of mixtures. Sodas account for about 60 percent of the market. The
manufacture and distribution of most national soda brands, including Coke and Pepsi, is a two-
tiered process. The primary manufacturer produces a flavored syrup called concentrate that is
sold to local bottlers who manufacture and distribute the finished product. In a typical bottling
operation, the flavored syrup, corn syrup (sugar), and filtered water are mixed in appropriate
proportions, carbon dioxide gas is injected, and the finished soda product is poured into bottles
or cans, which are capped, labeled, and packaged.
The two-tiered structure is most efficient for national companies with large volume, because the
manufacturing process is simple and because water, the main ingredient of sodas, is expensive to
ship and is available locally. Smaller companies combine the syrup production and bottling
operations in one plant. For soft drink bottlers, the major raw materials, aside from the flavored
syrup, are corn syrup and containers -- glass bottles, aluminum cans, or plastic bottles made from
polyethylene terephthalate (PET).
Bottlers frequently operate sizable distribution systems, including warehouses and fleets of
specialized delivery trucks. Production and distribution volume is usually measured in cases of
192 ounces, although actual cases of 12-ounce cans now contain 288 ounces. Coca-Cola
produces more than 4 billion cases of soft drinks per year; PepsiCo, over 3 billion. In addition to
producing canned and bottled soft drinks, large manufacturers sell sweetened syrups to
restaurants and other retailers that produce the finished product at the point of sale by mixing the
syrup with carbonated water to produce fountain products. About 35 percent of Coca-Cola's US
product is in the form of fountain sales and 60 percent in bottled sales.
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SALES & MARKETING
Beverage manufacturers, bottlers, and wholesalers sell products through a variety of channels,
such as food and convenience stores, restaurants, vending machines, mass merchandisers, and
institutions, including schools and colleges. Soda bottlers typically own local vending machines.
The marketing approach to each of these channels is quite different and often includes
promotional spending. Large manufacturers may also sell directly to national accounts and
usually advertise on national or regional TV and in print.
Manufacturers typically produce a line of brands and often test and introduce new products into
the market through their existing distribution channels.
TARGET SEGMENT – YOUTH
The child/youth market is of crucial importance to drinks manufacturers as under-19s constitute
20-30% of the population in western countries, making them a substantial and lucrative
consumer base. With many life-long consumption habits formed during youth, gaining high
penetration in the children's and teenagers' market is of key importance to manufacturers with
long-term ambitions and growth targets.
Targeting Soft Drinks to Youths enables companies to:
• Assess the size of the soft drinks opportunity by age group
• Understand children's values and motivations and their impact on the soft drinks market
• Develop incumbent market position through enhanced targeting and promotion
• Assess trends in new product development in the children's market over the course of the
past 2 years
• Combine business to business executive opinion and local field research
Analysis and Industry Challenges:
In order to survive in this environment, companies must consider the market trends that will
likely shape the industry over the next few years. This will help soft drink companies to
understand the challenges they will encounter and to turn them into opportunities for process
improvement, enhanced flexibility and, ultimately, greater profitability.
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CHANNELS OF BEVERAGE INDUSTRY
The beverage industry is a multi-channel industry. Therefore, soft drink companies have several
types of customers with diverse characteristics:
Modern Trade/Large Chain Retailers
Greater power in negotiating purchases of concentrations and merges direct access to the
consumer and a tendency to protect this relationship from manufacturer intrusion Request
contributions and discounts from brand companies
Small Individual Retailers
Huge number of small point sales. Sometimes buy products directly through cash and carry or
modern trade
Indirect Channel (wholesalers)
Medium-sized organizations as a consequence of aggregation through consortia and merging
Playing a fundamental role in beverage distribution
Possess critical information regarding individual points of sale in terms of volume, assortment,
presence of competitor’s beverages, etc.
Due to the complexity of the marketplace, the entire logistical chain must be able to sustain
brands, products and services coherently within the various channels, taking into account
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differing points of sale and diverse customer needs. Additionally, each beverage manufacturer
must provide customers with an extensive set of packaging options, including:
PEPSICO – THE PARENT COMPANY
PepsiCo, Inc. is one of the world's largest food and beverage companies. The company's
principal businesses include:
• Frito-Lay snacks
• Pepsi-Cola beverages
• Gatorade sports drinks
• Tropicana juices
• Quaker Foods
PepsiCo, Inc. was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana
was acquired in 1998. In 2001, PepsiCo merged with the Quaker Oats Company, creating the
world’s fifth-largest food and beverage company, with 15 brands – each generating more than $1
billion in annual retail sales. PepsiCo’s success is the result of superior products, high standards
of performance, distinctive competitive strategies and the high level of integrity of our people.
Pepsi-Cola North America, headquartered in Purchase, N.Y., is the refreshment beverage unit of
PepsiCo Beverages and Foods North America, a division of PepsiCo, Inc. PepsiCo Beverages
and Foods North America also comprises PepsiCo's Tropicana, Gatorade and Quaker Foods
businesses in the United States and Canada.
Pepsi-Cola North America's carbonated soft drinks, including: Pepsi, Diet Pepsi, Pepsi Twist,
Mountain Dew, Mountain Dew Code Red, Sierra Mist, and Mug Root Beer account for nearly
one-third of total soft drink sales in the United States.
Pepsi-Cola North America's non-carbonated beverage portfolio includes Aquafina, which is the
number one brand of bottled water in the United States, Dole single-serve juices and So Be,
which offers a wide range of drinks with herbal ingredients. The company also makes and
markets North America's best-selling, ready-to-drink iced teas and coffees via joint ventures with
Lipton and Starbucks, respectively.
!!
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LOGO:
PRODUCTS:-
!!
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PEPSICO MISSION
"To be the world's premier consumer Products Company focused on convenience foods and
beverages. We seek to produce healthy financial rewards to investors as we provide opportunities
for growth and enrichment to our employees, our business partners and the communities in
which we operate. And in everything we do, we strive for honesty, fairness and integrity."
PEPSICO VISION
Being the best in everything we touch and handle”.
PEPSICO IN INDIA
PepsiCo entered India in 1989 and has grown to become one of the country’s leading food and
beverage companies. One of the largest multinational investors in the country, PepsiCo has
established a business which aims to serve the long term dynamic needs of consumers in India.
PepsiCo India and its partners have invested more than U.S.$700 million since the company was
established in the country. PepsiCo provides direct employment to 4,000 people and indirect
employment to 60,000 people including suppliers and distributors.
PepsiCo nourishes consumers with a range of products from treats to healthy eats that deliver joy
as well as nutrition and always, good taste. PepsiCo India’s expansive portfolio includes iconic
refreshment beverages Pepsi, 7 UP, 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. PepsiCo’s foods company, 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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The group has built an expansive beverage and foods business. To support its operations,
PepsiCo has 43 bottling plants in India, of which 15 are company owned and 28 are franchisee
owned. In addition to this, PepsiCo’s Frito Lay foods division has 3 state-of-the-art plants.
PepsiCo’s business is based on its sustainability vision of making tomorrow better than today.
PepsiCo’s commitment to living by this vision every day is visible in its contribution to the
country, consumers and farmers.
PERFORMANCE WITH PURPOSE
Performance with Purpose articulates PepsiCo India's belief that its businesses are intrinsically
connected to the communities and world that surrounds it. Performance with Purpose means
delivering superior financial performance at the same time as we improve the world.
To deliver on this commitment, PepsiCo India will build on the incredibly strong foundation of
achievement and scale up its initiatives while focusing on the following 4 critical areas that have
a business link and where we believe that we can have the most impact.
!.
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MARKETING MIX / 4 P’S FOR PEPSICO
Marketing Mix has been defined as the set of marketing tools that a firm uses to pursue its
marketing objectives. These tools are classified into four broad groups, namely, Product, Price,
Place and Promotion.
Marketing mix decisions should be made to influence trade channels as well as final consumers.
A firm can alter any of the four P’s accordingly, including changes in the product and
distribution channel as well.
The four P’s represent the seller’s view of the marketing tools available for influencing buyers.
Whereas from a buyers point of view, each marketing tool is designed to deliver a customer
specific benefits according to his or her requirements
Four P’s
Marketing Variables: The Four P Components of the Marketing Mix
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PRODUCT
PRODUCT QUALITY:
This is one of the most important aspects that any Co. needs to address. Specially in the case of
Pepsi this is even more important because of the controversies and claims regarding the CSE
report on Pesticides in Pepsi. Therefore pepsi has to maintain stringent quality norms and
standards and norms. Pepsi does that by following one quality standard worldwide and according
to the official website of pepsi, the Co. maintains that :
“At every level of Pepsi-Cola Company, we take great care to ensure that the highest standards
are met in everything we do. In our products, packaging, marketing and advertising, we strive for
excellence because our consumers expect and deserve nothing less. We promise to work toward
continuous improvement in all areas of our organization”.
“At every step of our manufacturing and bottling process, strict quality controls are followed to
ensure that Pepsi-Cola products meet the same high standards of quality that consumers have
come to expect and value from us. We also follow strict quality control procedures during the
manufacturing and filling of our packages. Each bottle and can undergoes a thorough inspection
and testing process. Containers are then rinsed and quickly filled through a high-speed, state-of-
the-art process that helps prevent any foreign material from entering the product. Additional
quality control measures help to ensure the integrity of Pepsi-Cola products throughout the
distribution process, from warehouse to store shelf”.
BRAND NAME:
This is the most important thing any Co. in this Business needs to do if it wants to remain and
succeed in the Business. Pepsi has successfully done that for so many years. Pepsi has targeted
the youth and has invested heavily in advertising and building a brand image (by launching
several campaigns and roping in mega stars such as Shahrukh, Sachin, Ganguly, Rahul Dravid,
RanbeerKapoor etc.) that attracts to the youth and this is one of the main reason for the success
of Pepsi.
!¯
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PACKAGING AND SIZE:
The products are available in packaging and sizes. This is done to facilitate the use according to
the requirements of the Customer. Different packaging also affects the usage pattern of the
product in various markets. e. g. sale of 2 lt. bottles is high in areas in which middle and high
income group customers stay. But the sale of 200 and 300 ml bottles is high in areas where
people in the lower income group bracket stay. The sale of 600 ml bottles is high in areas where
students etc. stay. Different packaging is also provided for different products like Tetra Packs,
Pet Bottles and Glass Bottles (in 200 and 300 ml).
Services, Warranties, Returns:
There are no warranties and services (post sales) provided for these products but there is
provision of returns in case there is any problem with the product, e.g. leak or burst bottle, half
filled bottle etc. The pet or plastic bottles are returned the same day and a replacement is
provided for the same but in the case of glass bottles the retailer has to collect all the burst bottles
and return it to the salesman around 25
th
of every month to get a replacement.
PRICE
List Price: The Price of each product is fixed and there is no discrepancy. Salesmen are not
authorized to make any change, alteration or give discounts unless authorized by the Company.
Discounts: Discounts are provided to Wholesalers and Slums but there is no discount for
retailers. The discounts are negotiated directly with the Company and the C&F or the Distributor
point is not involved in the price negotiation.
Allowances: Allowances are given to salesmen on achieving their daily targets. This target is
given to every Salesman every day before he goes on his designated route. The Depot In charge
(Sr. C E / C E) gives the target to every salesman in consultation with the TDM.
Payment period and Credit terms: No credit is provided. The payment procedure is not
flexible as the retailers are required to make on the spot payments. At times, they defer the
payment and in that case, the Salesman either shows a shortage or pays the rest of the amount by
himself. The wholesalers are also required to make in advance but at times they also defer the
payment and make the payment at a later date.
!·
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PLACE
CHANNELS: ‘Channels are independent organizations involved in the process of making a
product or service available for use or consumption’. There are different intermediaries in
channels that facilitate the availability of goods to the consumer.
COVERAGE: Two things come under market coverage. These are Market Reach and Market
Penetration.
Market Reach can be termed as accessibility and Market Penetration can be termed as
Frequency.
PROMOTION
Sales Promotion: This is the most frequently used form of promotion which is used to increase
the sale of the selected product. These promotions are used from time to time depending upon
the sale of the products. If the sale of any particular product declines or shows a declining trend
then a suitable Sales Promotion Campaign is launched to increase the sale of that product.
Advertising: Advertising is done by PepsiCo. COBO (Company owned Bottling Operations)
and FOBO (Franchisee owned Bottling Operations) have no say in the advertising campaigns
and their planning. The advertising account of Pepsi is handled by JWT (J Walter Thomson) in
association with the Corporate office of PepsiCo India.
Sales Force:
There is a dedicated sales force at every C&F and Distributor point. Every Salesman is assigned
a specific route that he has to cover every day. The Salesman has to take care of all the Shops on
the designated route and address and inform (to the Sr. CE / CE) about any issue any retailer has
on the route. The Salesmen are also assigned the task of providing all the information to the
retailers regarding the daily schemes and the details of all the promotion schemes launched from
time to time. These include informing the retailer about the promotional scheme, registration for
the scheme, terms and conditions of the scheme etc. The Salesman is also assigned the task of
registering maximum possible outlets on his assigned route.
!-
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2.2.4. SWOT ANALYSIS
After doing 50 days field work and survey I can take it out the SWOT analysis for M.S.
Distributors and PEPSI Brand.
STRENGTH
• M.S. Distributors is Franchisee Owned Bottling Organization (FOBO) of world’s
famous cold drink company Pepsi.
• VBL uses state art and fully automatic machines and technology for the
production and bottling of the soft drink.
• It has a very strong network and built market and currently holds all the parts of
the state.
• It has wide range of product varieties & takes back breakage, burst bottles etc.
• Though it has strong brand equity, brand image, it can survive in the most
competitive situation.
• It has built market & market share and holds more % with respect to its
competitors.
• Customer retention and satisfaction after sales is good.
WEAKNESS
• No cost cutting program for the products.
• Promotional activities in the rural market are not up to the mark as compared to
the urban market.
• Brand Pepsi in the cola flavor is one of the popular lagging behind its nearest
competitor, only due to high sugar content and less thrilling taste.
• Lacking of communication with retailers.
• Timing of distribution is not very good.
• The cooling system is not distributed properly.
!0
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OPPORTUNITIES
• Although in the cola market there are many competitors, Pepsi still has the
opportunity to enlarge its market share because the cola in the market is quite
monotonic. Most of the end user is young people. There are still some people who
do not like the taste of the cola. So we can try to provide some other taste of cola
such as adding some lime juice. We can change the flavor in order to meet
different taste of different people.
• New innovative idea for advertisement like road show like “ bheja fry 7up try” &
mountain dew campaign.
THREATS
• As to the threats, all of us know that Pepsi-Cola and Coca-Cola have the
competition for about 80 years. Although Pepsi-Cola have won several times
during this competition. The market share of Pepsi-Cola is a little bit smaller than
Coca-Cola.
• There is another threat now a days, some local cold drinks such as Fruit
bear,parle and Saras Dairy have takes their feet in the market.
• One of the products of their competitors in clear lime and lime flavor as a very
good in market share due to its taste.
• Coca-Cola is now spending more & more to boost up the market share & sale.
!1
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1.2.5. PEST ANALYSIS
PepsiCo is the largest selling beverage the world over, of course after its arch rival Coca Cola. It
accounts for a 37% share of the global beverage market, and therefore they need to understand
each and every country’s market in order to stay in line with their PEST situations.
Pepsi is a big brand, currently holds the 23
rd
place in the Interbrands report of the World’s
Leading Brands. Their advertisements feature major celebrities and athletes like David Beckham,
Robbie Williams, Britney Spears, and Michael Jackson etc.
Political:
Pepsi is a non-alcoholic beverage and is therefore regulated by the FDA. So, they’re supposed to
maintain a firm standard of the laws set out by the FDA with consistency. Also, many different
markets across the world have different set of regulations that are either relaxed or are either
stringent. There is competitive pricing by Pepsi’s competitors and that is one factor that Pepsi
has to keep in mind at all times. The political scenario also matters greatly as there can be some
civil unrest in certain markets or due to inflation the sales of the product can fall. Most
importantly, cross border situations are starkly different therefore Pepsi has to stay in line with
all those policies and changes so that they can adapt to all those changes accordingly.
Economic:
As the recent economic downturn has plagued the economy, companies had to restructure their
sales and marketing campaigns greatly. Also, with diminishing profits they had to undergo
downsizing internally and re-think upon how to penetrate the market. Economic conditions have
the highest influence on a business, regardless of what trade it is in. Though, in Pepsi’s favor, the
economic downturn that started in 2008 resulted in increased sales of its beverages mainly as
people were being laid off from jobs, they were spending time with friends and family or at
home.
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Social:
Social factors greatly impact Pepsi, as it’s a non-alcoholic beverage it has to remain in line with
the strict and stark differences of cultures the world over. Also, Pepsi has to communicate its
image as a global brand so that the people can associate it with themselves as something that
connects the world together. Usually, the social implications are seen in marketing campaigns for
example certain countries have religious festivals, so Pepsi has to keep in line with all those
festivals in order to understand the psyche of their market and how they can cash upon the
opportunity.
Technological:
With the advent of the new age in technology, companies have completely integrated themselves
with all the recent changes that have taken place. To mention a recent trend that has greatly
picked up and something that almost every business is turning toward is Social Media. The social
media explosion has allowed for increasingly interactive engagement with the consumers with
real time results so Pepsi has to stay ahead of all the developments that take place with keeping
in view how the youth of today utilizes technology for their benefit and how can Pepsi reach
them in order to keep on increasing brand recall and brand engagement.
!!
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1.2.6. FUTURE OUTLOOK
1) The Company should provide more coolers to the retailers maximize sale.
2) They should provide the retailers good service during the off-season also.
3) Pepsi Company should give more schemes to retailers and promote them to keep more
stock to increase sale.
4) Company should introduce an executive who will look the circulation of coolers
and maintenance, note down the relevant complaints.
5) The most important parameter is the scheme given by Pepsi is really good.butits is not
reaching to every retailer.
!+
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Literature Review
Date: 2-Jul-2002
Author: Hunter Orr
Contributor: Alpha Street Research
Title: PEP - PepsiCo Inc - Rated a Hold - Company Analysis and ASR Ranking
Report
Document Size: 9 pages
Date: 2-Aug-2013
Author: Hunter Orr
Contributor: Alpha Street Research
Title: PEP - PepsiCo Inc. - Rated a Hold - Company Analysis and ASR Ranking Report
Date: 2-Aug-2008
Author: StockReports + Research Department
Contributor: Thomson Reuters Stock Report
Title: Thomson Reuters Stock Report - PEPSICO INC. (PEP-N)
Document Size: 12 pages
!.
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cHAP1IR-+
Data Anaiysis& Interpretation
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1.5. DATAANALYSIS AND INTERPRETATION
1.5.1. STOCK AND SALE OF SOFT DRINKS IN AHMEDABAD CITY
RIsuI1 NG. GI RI1AIIIRs ¼
YIs 100 100
1G1AI 100 100
.
Interpretation:-
100% retailers stock and sale the soft drinks.
Inference:-
From this above chart researcher found that majority of retailer’s stock and sale soft drinks.
saies
A|ucca|ac
1.5.2. BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
SOFT DRINK BRANDS
PEPSI
COKE
PARLE
OTHER
..
Interpretation:
42% of retailers stock Pepsi.
35% of retailers stock Coke.
18% of retailers stock Parle drinks.
And remaining 5% retailers maintain stock of other soft drinks.
Inference:
From the above bar graph the researcher found that sale of Pep
than other soft drinks.
¼
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BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
SOFT DRINK BRANDS
PEPSI
COKE
PARLE
OTHER
Interpretation:-
42% of retailers stock Pepsi.
35% of retailers stock Coke.
18% of retailers stock Parle drinks.
And remaining 5% retailers maintain stock of other soft drinks.
Inference:-
From the above bar graph the researcher found that sale of Pep
than other soft drinks.
0
.
10
1.
!0
!.
!0
!.
+0
+.
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
SOFT DRINK BRANDS
42% of retailers stock Pepsi.
35% of retailers stock Coke.
18% of retailers stock Parle drinks.
And remaining 5% retailers maintain stock of other soft drinks.
From the above bar graph the researcher found that sale of Pep
than other soft drinks.
lll·l
+!
sGI1 DRINKs AVIAIABII
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
NO. OF RETAILERS
(OUT OF 1
42
35
18
18% of retailers stock Parle drinks.
And remaining 5% retailers maintain stock of other soft drinks.
From the above bar graph the researcher found that sale of Pep
··ll
!.
sGI1 DRINKs AVIAIABII
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
NO. OF RETAILERS
(OUT OF 100)
42
35
18
5
And remaining 5% retailers maintain stock of other soft drinks.
From the above bar graph the researcher found that sale of Pep
lAkll
1·
sGI1 DRINKs AVIAIABII
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
NO. OF RETAILERS
And remaining 5% retailers maintain stock of other soft drinks.
From the above bar graph the researcher found that sale of Pepsi soft drink products is higher
·Illk
.
sGI1 DRINKs AVIAIABII
BRAND OF SOFT DRINK YOU STOCK IN YOUR OUTLET
%
42%
35%
18%
5%
si soft drink products is higher
·Illk
lkA
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·oluu:!
si soft drink products is higher
lkA
·oluu:1
·oluu:!
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si soft drink products is higher
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1.5.3. PRODUCTS OF PEPSI MAINLY SOLD BY YOU
PRODUCTS NO.OF RETAILERS %
PEPSI-DEW 21 21%
PEPSI-7UP 6 6%
PEPSI-MIRINDA 17 17%
ALL 56 56%
TOTAL 100 100%
!1
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lll·lDlW lll·l¯ul lll·l\lkl
A lll·lAll%
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PEPSI PRODUCTS SOLD
lk·Du·I·
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interpretation:-
Out of 100 retailers-
21% retailers sold the product combination of Pepsi and DEW.
6% retailers sold the Pepsi and 7UP.
17%retailers sold combination of Pepsi and Miranda products.
Rest 56% retailers sold combination of all the products together.
Inference:-
From the analysis the researcher found that the percentage of all products sold was very high as
compare to other combination.
1.5.4. PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
PACK
Interpretation
Out of 100 retailers
8% retailers sold 200ml packs.
46% retailers sold 300ml packs.
22% retailers sold 500ml packs.
24% retailers sold 2ltrs packs.
Inference
From this question it was observed that the pack of 300 ml. was more stored and sold by the
retailer which is
¼
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PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
PACK
PAcK
RI1AIIIRs
¼
Interpretation:-
00 retailers-
8% retailers sold 200ml packs.
46% retailers sold 300ml packs.
22% retailers sold 500ml packs.
24% retailers sold 2ltrs packs.
Inference:-
From this question it was observed that the pack of 300 ml. was more stored and sold by the
retailer which is followed by pack of 2 ltrs.
0
.
10
1.
!0
!.
!0
!.
+0
+.
.0
¼
G
I
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A
I
I
I
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s
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
!00 \l
RI1AIIIRs
·
8% retailers sold 200ml packs.
46% retailers sold 300ml packs.
22% retailers sold 500ml packs.
24% retailers sold 2ltrs packs.
From this question it was observed that the pack of 300 ml. was more stored and sold by the
followed by pack of 2 ltrs.
!00\l
·
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
!00 \l
·
·
From this question it was observed that the pack of 300 ml. was more stored and sold by the
followed by pack of 2 ltrs.
!00\l
+o
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
!00 \l
+o
+o
From this question it was observed that the pack of 300 ml. was more stored and sold by the
!00\l .00\l
+o
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
.00 \l
!!
!!
From this question it was observed that the pack of 300 ml. was more stored and sold by the
.00\l !lIk·
!!
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
!lIk·
!+
!+
From this question it was observed that the pack of 300 ml. was more stored and sold by the
!lIk·
!+
PAcK s1GRID AND sGID
PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
I·IAl
100
100
From this question it was observed that the pack of 300 ml. was more stored and sold by the
·oluu:!
lA·l
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PEPSI PRODUCTS MAINLY STORED AND SOLD AS PER VOLUME OF
I·IAl
100
From this question it was observed that the pack of 300 ml. was more stored and sold by the
·oluu:!
lA·l
1.5.5. KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
sIGN BGARD
RI1AIIIRs
¼
Interpretation
Out of 100 retailers
18% retailers had glow signboard provided by Pepsi.
65%retailers had flex signboard.
15% retailers had dealers board on their outlet.
Remaining 2%
Inference
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
to retailer which is
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
sIGN BGARD Gl·W
·lG:
l·AkD
RI1AIIIRs
Interpretation:-
00 retailers-
18% retailers had glow signboard provided by Pepsi.
65%retailers had flex signboard.
15% retailers had dealers board on their outlet.
Remaining 2% retailers did not have any signboard.
Inference:-
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
to retailer which is followed by glow sign board.
1.
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
Gl·W
·lG:
l·AkD
lllX
l·AkD
1·
1·
18% retailers had glow signboard provided by Pepsi.
65%retailers had flex signboard.
15% retailers had dealers board on their outlet.
retailers did not have any signboard.
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
followed by glow sign board.
o.
1.
!
SIGN BOARD
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
lllX
l·AkD
DlAllk·
l·AkD
o.
o.
18% retailers had glow signboard provided by Pepsi.
15% retailers had dealers board on their outlet.
retailers did not have any signboard.
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
followed by glow sign board.
1·
SIGN BOARD
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
DlAllk·
l·AkD
1.
1.
18% retailers had glow signboard provided by Pepsi.
15% retailers had dealers board on their outlet.
retailers did not have any signboard.
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
followed by glow sign board.
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
:· ·lG:
l·AkD
!
!
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
Gl·W ·lG:l·AkD
lllX l·AkD
DlAllk· l·AkD
:· ·lG: l·AkD
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
I·IAl
100
100
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
Gl·W ·lG:l·AkD
lllX l·AkD
DlAllk· l·AkD
:· ·lG: l·AkD
KIND OF SIGN BOARD 0F PEPSI PROVIDED BY THE COMPANY
.
From this question the researcher found that Pepsi had provided maximum no. of flex sign board
+1
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From this question the researcher found that Pepsi had provided maximum no. of flex sign board
+!
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1.5.6. AVAILABILITY OF PEPSI VISI COOLER
VISI COOLER YES NO TOTAL
NO. OFRETAILERS 89 11 100
% 89% 11% 100%
Interpretation:-
Out of 100 retailers-
89% retailers had Pepsi visi coolers.
11% retailers did not have visi coolers of Pepsi.
Inference:-
From the above pie chart, it was found that majority of the retailers had Pepsi visi coolers.
·-
11
0 0
VISI COOLERS AVAILABLE
Yl·
:·
1.5.7. SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
SATISFACTION
LEVEL
NO. OF
RETAILERS
%
Interpretation
24% retailers were highly satisfied with the services rendered by Pepsi sales man.
39% were satisfied and 17
Inference
It was found that most of the retailers were satisfied with the services provided by the sales man.
¼
G
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A
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s
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
SATISFACTION
LEVEL
HIGHLY
SATISFIED
NO. OF
RETAILERS
Interpretation:-
% retailers were highly satisfied with the services rendered by Pepsi sales man.
39% were satisfied and 17
Inference:-
It was found that most of the retailers were satisfied with the services provided by the sales man.
0
.
10
1.
!0
!.
!0
!.
+0
llGllY ·AIl·lllD
¼
G
I
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1
A
I
I
I
R
s
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
HIGHLY
SATISFIED
24
24%
% retailers were highly satisfied with the services rendered by Pepsi sales man.
39% were satisfied and 17% were not
It was found that most of the retailers were satisfied with the services provided by the sales man.
llGllY ·AIl·lllD ·AIl·lllD
!+
!-
sIRVIcIs GI PIPsI sAIIs MAN
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
SATISFIED
39
39%
% retailers were highly satisfied with the services rendered by Pepsi sales man.
% were not satisfied with the sales man of Pepsi.
It was found that most of the retailers were satisfied with the services provided by the sales man.
·AIl·lllD :luIkAl
!-
1!
sIRVIcIs GI PIPsI sAIIs MAN
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
NEUTRAL
12
12%
% retailers were highly satisfied with the services rendered by Pepsi sales man.
satisfied with the sales man of Pepsi.
It was found that most of the retailers were satisfied with the services provided by the sales man.
:luIkAl Dl· ·AIllllD
1!
1¯
sIRVIcIs GI PIPsI sAIIs MAN
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
NEUTRAL DIS
SATIFIED
17
17%
% retailers were highly satisfied with the services rendered by Pepsi sales man.
satisfied with the sales man of Pepsi.
It was found that most of the retailers were satisfied with the services provided by the sales man.
Dl· ·AIllllD llGllY Dl· ·AIl·lllD
·
sIRVIcIs GI PIPsI sAIIs MAN
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
DIS
SATIFIED
HIGHLY
DIS
SATISFIED
17
% 8
% retailers were highly satisfied with the services rendered by Pepsi sales man.
satisfied with the sales man of Pepsi.
It was found that most of the retailers were satisfied with the services provided by the sales man.
llGllY Dl· ·AIl·lllD
sIRVIcIs GI PIPsI sAIIs MAN
·AIl·lA·Il·:
llVll
SATISFIED WITH THE SERVICES RENDERED BY PEPSI SALES MAN
HIGHLY
DIS
SATISFIED
TOTAL
8 1
8% 100%
..
% retailers were highly satisfied with the services rendered by Pepsi sales man.
It was found that most of the retailers were satisfied with the services provided by the sales man.
·AIl·lA·Il·:
llVll
+!
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TOTAL
100
100%
..
It was found that most of the retailers were satisfied with the services provided by the sales man.
1.5.8. ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
TIME PERIOD
NO. OF
RETAILERS
%
Interpretation
Out of 100 retailers
75% retailers received the ordered goods on time.
17% retailers s
Inference
So the researcher observed that Pepsi provided goods on right time and in right quantity as it is
mention in the above chart.
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
TIME PERIOD
RETAILERS
Interpretation:-
00 retailers-
% retailers received the ordered goods on time.
% retailers sometimes received on time and 8
Inference:-
researcher observed that Pepsi provided goods on right time and in right quantity as it is
mention in the above chart.
0
10
!0
!0
+0
.0
o0
¯0
·0
%
O
F
R
E
T
A
I
L
E
R
S
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
ALWAYS
75
75%
% retailers received the ordered goods on time.
ometimes received on time and 8
researcher observed that Pepsi provided goods on right time and in right quantity as it is
mention in the above chart.
AlWAY·
¯.
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
ALWAYS SOMETIMES
17
% retailers received the ordered goods on time.
ometimes received on time and 8
researcher observed that Pepsi provided goods on right time and in right quantity as it is
··\lIl\l·
1¯
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
SOMETIMES
17
17%
% retailers received the ordered goods on time.
ometimes received on time and 8% retailers never received on time.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
:lVlk
·
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
NEVER
8
8%
% retailers never received on time.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
NEVER TOTAL
100
100%
% retailers never received on time.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
Il\l llkl·D
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
TOTAL
100
100%
.
% retailers never received on time.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
RECEIVED GOODS ON TIME AND IN RIGHT QUANTITY
Il\l llkl·D
++
3
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b
a
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o
i
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|
[
P
i
o
k
t
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d
a
t
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]
ORDERED GOODS RECEIVED ON RIGHT TIME AND IN RIGHT QUANTITY
.
researcher observed that Pepsi provided goods on right time and in right quantity as it is
+.
3
t
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d
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i
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n
t
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w
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d
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d
u
o
t
s
a
n
d
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r
v
i
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e
s
o
f
f
e
r
e
d
b
y
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e
p
s
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n
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a
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d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
1.5.9. FREQUENCY OF PEPSI SALESMAN’S VISITS AT STORE
FREQUENC
Y OF
VISITING
DAIL
Y
ALTERNATIV
E DAYS
WEEKL
Y
FORTNIGHTL
Y
NEVE
R
TOTA
L
NO. OF
RETAILERS
56 24 8 9 3 100
% 56% 24% 8% 9% 3% 100%
Interpretation:-
Out of 100 retailers-56% of retailers responded that Pepsi sales man visits on daily basis.
24% retailers responded that Pepsi sales man visits on alternative days.
Weekly visits for 8% retailers and fortnightly visits for 9% retailers.
3% retailers responded that sales man never visits at store.
Inference:-
From this question it was observed that the Pepsi sales man visited the store more on daily basis
which is followed by alternative day’s visits.
.o
!+
· -
!
0
10
!0
!0
+0
.0
o0
¼
G
I
R
I
1
A
I
I
I
R
s
IRIQuINcY GI VIsI1ING A1 s1GRI
lklQul:·Y ·l Vl·lIl:G
1.5.10. SATISFACTION LEVEL WITH PEPSI SALES PERSON
SATISFACTIO
N LEVEL
NO. OF
RETAILERS
%
Interpretation
Out of 100 retailers
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
Inference
The resea
followed by the dissatisfied retailers.
%
O
F
R
E
T
A
I
L
E
R
S
SATISFACTION LEVEL WITH PEPSI SALES PERSON
SATISFACTIO
N LEVEL
HIGHLY
SATISFIE
NO. OF
RETAILERS
%
Interpretation:-
00 retailers-
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
Inference:-
The researcher found that more no. of retailers was satisfied with the sales person which is
followed by the dissatisfied retailers.
0
.
10
1.
!0
!.
!0
!.
+0
+.
llGllY ·AIl·lllD
%
O
F
R
E
T
A
I
L
E
R
S
SATISFACTION LEVEL WITH PEPSI SALES PERSON
HIGHLY
SATISFIE
D
18
18%
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
followed by the dissatisfied retailers.
llGllY ·AIl·lllD ·AIl·lllD
1·
SATISFACTION LEVEL WITH SALES PERSON
SATISFACTION LEVEL WITH PEPSI SALES PERSON
SATISFIE
D
43
43%
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
followed by the dissatisfied retailers.
·AIl·lllD :luIkAl
+!
SATISFACTION LEVEL WITH SALES PERSON
SATISFACTION LEVEL WITH PEPSI SALES PERSON
SATISFIE NEUTRA
L
13
13%
18% retailers were highly satisfied with sales person.
43% retailers were satisfied with sales person.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
:luIkAlDl· ·AIl·lllD llGllY Dl· ·AIl·lllD
1!
!!
SATISFACTION LEVEL WITH SALES PERSON
SATISFACTION LEVEL WITH PEPSI SALES PERSON
NEUTRA DIS
SATISFIE
D
22
22%
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
Dl· ·AIl·lllD llGllY Dl· ·AIl·lllD
!!
+
SATISFACTION LEVEL WITH SALES PERSON
SATISFACTION LEVEL WITH PEPSI SALES PERSON
DIS
SATISFIE
HIGHLY
DIS
SATISFIE
22
22% 4%
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
llGllY Dl· ·AIl·lllD
+
SATISFACTION LEVEL WITH SALES PERSON
·AIl·lA·Il·:
llVll
HIGHLY
DIS
SATISFIE
D
TOTA
4 100
4% 100%
.
22% retailers were dissatisfied and 4% retailers were highly dissatisfied with sales person.
rcher found that more no. of retailers was satisfied with the sales person which is
SATISFACTION LEVEL WITH SALES PERSON
·AIl·lA·Il·:
llVll
+o
3
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|
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P
i
o
k
t
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d
a
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]
TOTA
L
100
100%
.
rcher found that more no. of retailers was satisfied with the sales person which is
+¯
3
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e
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a
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a
d
o
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t
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|
[
P
i
o
k
t
h
e
d
a
t
e
]
1.5.11. SATISFIED WITH THE INFORMATION PROVIDED BY THE PEPSI SALES
PERSON REGARDING NEW SCHEMES AND DISCOUNTS
.
!-
!¯
·
!!
!
0
.
10
1.
!0
!.
!0
!.
+0
+.
llGllY
·AIl·lllD
·AIl·lllD :luIkAl Dl·
·AIl·lllD
llGllY Dl·
·AIl·lllD
¼
G
I
R
I
1
A
I
I
I
R
s
sA1IsIAc1IGN WI1H INIGRMA1IGN
GN NIW scHIMIs AND DIscGuN1s
·AIl·lA·Il·:
llVll
SATISFACTI
ON LEVEL
HIGHLY
SATISFIE
D
SATISFI
ED
NEUTR
AL
DIS
SATISFIED
HIGHLY
DIS
SATISFIE
D
TOT
AL
NO. FO
RETAILERS
39 27 8 23 3 100
% 39% 27% 8% 23% 3% 100%
+·
3
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w
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e
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o
f
f
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d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Interpretation:-
Out of 100 retailers-
39% retailers were highly satisfied with the information provided by the sales man regarding to
new schemes and discounts.
27% were satisfied and 23% were dissatisfied with the sales man.
3% were highly dissatisfied.
Inference:-
From this question the researcher found that the retailers were highly satisfied with the
information provided regarding to new schemes and discounts by Pepsi sales man.
+-
3
t
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d
y
o
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t
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r
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s
s
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f
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w
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o
f
f
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d
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y
P
e
p
s
i
i
n
A
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d
a
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a
d
o
i
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y
|
[
P
i
o
k
t
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e
d
a
t
e
]
1.5.12. SCHEME OF PEPSI YOU LIKE MOST
SCHEMES REFILLING
SCHEME
SCRATCH
CARD
FREE
BOTTLE
DISPLAY
SCHEME
TOTAL
NO.OF
RETAILERS
42 6 30 22 100
% 42% 6% 30% 22% 100%
.
Interpretation:-
Out of 100 retailers-42% retailers like refilling scheme.
30% retailers like free bottle scheme.
Display scheme for 22% of retailers.
Scratch card scheme for rest 6% of retailers.
Inference:-
It was found that more no. of retailers preferred refilling scheme which is followed by free bottle
scheme.
+!
o
!0
!!
SCHEMES
kllllll:G ··ll\l
··kAI·l ·AkD
lkll l·IIll
Dl·llAY ··ll\l
1.5.13. SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
SATISFACTIO
N LEVEL
NO. OF
RETAILERS
%
%
O
F
R
E
T
A
I
L
E
R
S
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
SATISFACTIO
N LEVEL
HIGHLY
SATISFIE
NO. OF
RETAILERS
%
0
.
10
1.
!0
!.
!0
!.
+0
+.
.0
llGllY
·AIl·lllD
1!
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
HIGHLY
SATISFIE
D
12
12%
llGllY
·AIl·lllD
·AIl·lllD
1!
!.
CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIE
D
25
25%
·AIl·lllD :luIkAl
!.
-
CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIE NEUTRA
L
9
9%
:luIkAl Dl·
·AIl·lllD
+·
CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
NEUTRA DIS
SATISFIE
D
48
48%
·AIl·lllD
llGllY
·AIl·lllD
o
CREDIT FACILITIES PROVIDED BY PEPSI
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
DIS
SATISFIE
HIGHLY
DIS
SATISFIE
48
48% 6%
·AIl·lllD
CREDIT FACILITIES PROVIDED BY PEPSI
·AIl·lA·Il·: llVll
SATISFIED WITH THE CREDIT FACILITIES PROVIDED BY PEPSI
HIGHLY
DIS
SATISFIE
D
TOTA
6 100
6% 100%
·AIl·lA·Il·: llVll
.0
3
t
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f
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o
w
a
r
d
s
p
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d
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o
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e
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e
d
b
y
P
e
p
s
i
i
n
A
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d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
TOTA
L
100
100%
.
·AIl·lA·Il·: llVll
.1
3
t
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d
y
o
f
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e
t
a
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e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Interpretation:-
48% retailers were dissatisfied with the credit facilities provided by Pepsi.
25% retailers were satisfied with credit facilities.
12% were highly satisfied and 6% retailers were highly dissatisfied with credit facilities of Pepsi.
Inference:-
From this question the researcher found that more no. of retailers were dissatisfied with the credit
facilities given by Pepsi.
1.5.14. SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
SATISFACTION
LEVEL
NO. OF
RETAILERS
%
0
.
10
1.
!0
!.
!0
!.
+0
+.
¼
G
I
R
I
1
A
I
I
I
R
s
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
SATISFACTION HIGHLY
SATISFIED
NO. OF
RETAILERS
17
17%
0
.
10
1.
!0
!.
!0
!.
+0
+.
llGllY
·AIl·lllD
1¯
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
HIGHLY
SATISFIED
SATISFIED
45
17% 45%
llGllY
·AIl·lllD
·AIllllD
1¯
+.
DIsPIAY AND sIAsGNAI scHIMIs
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
SATISFIED NEUTRAL
45 10
45% 10%
:luIkAl
·AIl·lllD
10
DIsPIAY AND sIAsGNAI scHIMIs
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
NEUTRAL DIS
SATISFIED
10 21
10% 21%
Dl·
·AIl·lllD
llGllY
·AIl·lllD
!1
DIsPIAY AND sIAsGNAI scHIMIs
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
DIS
SATISFIED
21
21%
llGllY
·AIl·lllD
¯
DIsPIAY AND sIAsGNAI scHIMIs
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
HIGHLY DIS
SATISFIED
7
7%
DIsPIAY AND sIAsGNAI scHIMIs
·oluu:!
·oluu:1
·AIl·lA·Il·: llVll
SATISFIED WITH THE DISPLAY AND SEASONAL SCHEMES OF PEPSI
HIGHLY DIS
TOTAL
100
100%
·AIl·lA·Il·: llVll
.!
3
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w
a
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d
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s
a
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v
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e
s
o
f
f
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d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
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a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
TOTAL
.!
3
t
u
d
y
o
f
r
e
t
a
i
l
e
r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
Interpretation:-
45% retailers were satisfied with the display and seasonal schemes of Pepsi.
21% retailers were dissatisfied with the display and seasonal schemes of Pepsi.
17% were highly satisfied and 7% were highly dissatisfied with the Pepsi display and seasonal
schemes.
Inference:-From the above question the researcher observed that more no. of the retailers were
satisfied with the display and seasonal schemes provided by Pepsi which is followed by
dissatisfied retailers.
.+
3
t
u
d
y
o
f
r
e
t
a
i
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r
'
s
s
a
t
i
s
f
a
o
t
i
o
n
t
o
w
a
r
d
s
p
r
o
d
u
o
t
s
a
n
d
s
e
r
v
i
o
e
s
o
f
f
e
r
e
d
b
y
P
e
p
s
i
i
n
A
h
m
e
d
a
b
a
d
o
i
t
y
|
[
P
i
o
k
t
h
e
d
a
t
e
]
1.5.15. RATING OF PEPSI PRODUTS AND SERVICES ON CERTAIN PARAMETERS
PARAMETER
S/RATINGS
HIGHLY
SATISFIE
D
SATISFIE
D
NEUTRA
L
DIS
SATISFIE
D
HIGHLY
DIS
SATISFIED
TOTAL
Stock Delivery 28 45 12 9 6 100
Emergency
Order
11 37 15 18 19 100
Availability of
Packs
22 41 7 19 11 100
Schemes and
Offers
35 26 14 19 6 100
.
0
.
10
1.
!0
!.
!0
!.
+0
+.
.0
lig|l, ·atisiicc ·atisiicc :cut:al Dis·atisiicc lig|l, Dis
·atisiicc
·toc| Dclivc:,
luc:gc:c, ·:cc:
Availa|ilit, oi lac|s
·c|cucs a:c ·iic:s
..
3
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s
s
a
t
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Interpretation:-
45retailers were satisfied with stock delivery, 41 retailers satisfied with availability of packs, 35
retailers were highly satisfied with schemes and offers, 37 retailers were satisfied with
emergency order. These are the highest parameters rating of Pepsi products and services.
Inference:-
From the above graph the researcher found that more no. of retailers was highly satisfied with
the schemes and offers given by Pepsi. The retailers were satisfied in Stock delivery, Emergency
order and Availability of packs of Pepsi products and services.
1.5.16. SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
SATISFACTIO
N LEVEL
NO.OF
RATAILERS
%
%
O
F
R
E
T
A
I
L
E
R
S
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
SATISFACTIO
N LEVEL
NO.OF
RATAILERS
%
0
.
10
1.
!0
!.
!0
!.
+0
+.
llGllY ·AIl·lllD
%
O
F
R
E
T
A
I
L
E
R
S
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
HIGHLY
SATISFIE
D
15
15%
llGllY ·AIl·lllD ·AIl·lllD
1.
DISTRIBUTION NETWORK OF PEPSI
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
SATISFIE
D
44
44%
·AIl·lllD :luIkAl
++
¯
DISTRIBUTION NETWORK OF PEPSI
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
SATISFIE NEUTRA
L
7
7%
:luIkAl Dl· ·AIl·lllD
¯
!!
DISTRIBUTION NETWORK OF PEPSI
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
NEUTRA
DIS
SATISFIE
D
23
23%
Dl· ·AIl·lllD llGllY Dl· ·AIl·lllD
!!
11
DISTRIBUTION NETWORK OF PEPSI
SATISFIED WITH THE DISTRIBUTION NETWORK OF PEPSI
DIS
SATISFIE
D
HIGHLY
DIS
SATIFIE
23
23% 11%
llGllY Dl· ·AIl·lllD
DISTRIBUTION NETWORK OF PEPSI
·AIl·lA·Il·:
llVll
HIGHLY
DIS
SATIFIE
D
TOTA
11 100
11% 100%
·AIl·lA·Il·:
llVll
.o
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TOTA
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100%
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.¯
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Interpretation:-
Out of 100 retailers-
44% retailers were satisfied with the distribution network of Pepsi.
23% retailers were dissatisfied and 15% retailers were highly satisfied with distribution network
of Pepsi.
11% retailers were highly dissatisfied with the distribution network of Pepsi.
7% retailers responded that they can’t say.
Inference:-
From this question it was observed that more no. of retailers was satisfied with the distribution
network of Pepsi which is followed by dissatisfied retailers.
1.5.17. SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
SATISFACTION
LEVEL
NO. OF
RETAILERS
%
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
SATISFACTION
NO. OF
RETAILERS
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
FULLY
SATISFIED
NO. OF 49
49%
lullY
·AIl·lllD
+-
:·I AI All
-
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
SATISFIED
PARTIALLY
SATISFIED
42
42%
:·I AI All
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
PARTIALLY
SATISFIED
42%
lAkIlAllY
·AIl·lllD
+!
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
NOT AT
ALL
9
9%
lAkIlAllY
·AIl·lllD
MEETINGS ORGANISED BY THE COMPANY
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
NOT AT TOTAL
100
100%
.
SATISFIED WITH THE MEETINGS ORGANISED BY THE COMPANY
TOTAL
100%
.·
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.-
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Interpretation:-
Out of 100 retailers-
49% of retailers were satisfied with meetings organized by the company and 42% of retailers
were partially satisfied with the meetings of the company.
Rest 9% retailers were not at all satisfied with company meetings.
Inference:-
From this it was found that more no. of retailers was fully satisfied with meetings organized by
Pepsi which is followed by partially satisfied retailers.
1.5.18. SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
RESULTS
NO. OF
RETAILERS
%
.
Interpretation:
Out of 100 retailers
For 58%
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
solution of their problems.
Inference:
From this above chart the researcher observed that most of retailers always got solution of their
problems and complaints from sales man.
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
RESULTS ALWAYS
NO. OF
RETAILERS
58
58%
Interpretation:-
Out of 100 retailers-
For 58% retailer’s salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
of their problems.
Inference:-
From this above chart the researcher observed that most of retailers always got solution of their
problems and complaints from sales man.
!0
SOLUTION OF PROBLEMS AND
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
ALWAYS
58
58%
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
of their problems.
From this above chart the researcher observed that most of retailers always got solution of their
problems and complaints from sales man.
1!
SOLUTION OF PROBLEMS AND
COMPLAINTS
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
SOMETIMES
30
30%
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
problems and complaints from sales man.
.·
SOLUTION OF PROBLEMS AND
COMPLAINTS
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
SOMETIMES
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
SOLUTION OF PROBLEMS AND
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
NEVER
12
12%
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
AlWAY·
··\lIl\l·
:lVlk
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
TOTAL
100
100%
salesman was always able to solve problems and complaints.
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
SALES MAN IS ABLE TO SOLVE YOUR PROBLEMS AND COMPLAINTS
TOTAL
100%
Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
o0
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Problems and complaints of 30% retailers were solved sometimes and 12% retailers never get
From this above chart the researcher observed that most of retailers always got solution of their
o1
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cHAP1IR-s
o!
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5.1. FINDING
Most of the retailers are satisfied with the sales representative explanation during
visit.
Most of the retailers are not satisfied with the sales representative in collecting feedback
and listening queries of retailers.
Only few retailers are satisfied with the schemes and discounts offered by the
distributor.
Only few retailers are satisfied with the availability of ordered stock. Most of the
retailers considered it as not good.
Most of the retailers are expecting schemes and offers for retailers and they are
dissatisfied with their margin
o!
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5.2. SUGGESTIONS
• A healthy relationship should be developed by the company executive with the retailers.
• Delivery of goods should be increased in number for proper catering in the entire area of
Ahmedabad Central region effectively and efficiently.
• The company should supply its glow sign board, banners etc as an advertisement media
to the retailers of few areas, which will as usual for satisfaction of retailers.
• The commitment of schemes should be carried out on or before the scheduled time.
• Credit facilities should be provided to retailers to satisfy their needs regarding
payment.
• The Company should be regular to its products so as for proper availability at each and
every retail outlets. Otherwise it may lose its consumer and prospects. Thus distorting the
image of the company.
• Distributor and retail outlets feedback should be taken time to time so as to trace the
actual existing problem related to there and the market.
• The meetings should be organized time to time by the company for the retailers.
• The visits of the sales man should be increases at retail outlets for knowing the
response about availability of soft drinks.
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5.3. CONCLUSION
• To conclude, it is very much limited time to clearly understand the retailer satisfaction.
Apart from this we need to focus on each retailers view carefully in regular time intervals
(periodically) so to the best possible is presented here.
• Retailer satisfaction boosts more sales and loyal customer to distributor and in turn helps
to produce more satisfied ultimate customers to the company.
• Thus the significance of retailers’ satisfaction stretches from introducing more and more
promotional activities, good margin and better services from distributor.
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5.4. LEARNING FROM THE PROJECT
Ready to learn: Be always ready to learn from the sector. The people we interact in this project
duration, they are experienced in this field. They know the business very well. From my personal
experience.
oo
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5.5. BIBLIOGRAPHY
Text Books:-
Ramaswamy V S, Namakumari S, “Marketing Management”, published by
MACMILLAN Business Books. 3
rd
edition.
Kotler Philip, “marketing management” Published by Persons education, 11Th edition.
Kotler Philip, killer, koshy, Jha, “Marketing management” Published by Persons
education, 12Th edition.
Kothari C.R., “Research methodology”, Published by New age international Pvt. Ltd. 2
nd
Edition.
Websites:
www.pepsico.com
www.pepsizone.com
www.cocacola.com
www.notjustsurveys.com
www.google.com
www.wiki.com
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cHAP1IR-1
APPENDICES
o·
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QUESTIONNAIRE
(FOR RETAILERS)
NAME OF OUTLET- -----------------------------------------
ADDRESS- -----------------------------------------
Q1. Do you stock and sale soft drinks?
(a) Yes
(b) No
Q2. Which soft drink brand, do you mostly stock in your outlet?
(a) Pepsi (b) Coke
(c) Parle (d) Other
Q3. Which product of Pepsi, do you sell?
(a) Pepsi-7up (b) Pepsi-Dew
(c) Pepsi-Mirinda (d) All
Q4. Which volume of pack, do you stock and sell more?
(a) 200ml. (b) 300ml.
(c) 500ml. ( d) 1 ltr.
Q5. Which sign board Pepsi has provided you?
(a) Glow signboard (b) Flex board
(c) Dealers board ( d) No sign board
o-
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Q6. Has Pepsi provides you any visi cooler?
(a) Yes
(b) No
Q7. Are you satisfied with the services rendered by Pepsi salesman?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
Q8. Do you receive the ordered goods on right time and in right amount?
(a) Always (b) Sometimes
(b) Never
Q9. What is the frequency of visit by Pepsi salesman to your outlet?
(a) Daily (b) Alternative day
(c) Weekly (d) Fortnightly
(e) Never
Q10. Are you satisfied with the visiting salesman?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
¯0
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Q11. Are you satisfied with information provided by Pepsi salesman regarding
new schemes and discounts?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
Q12. Which schemes do you like the most?
(a) Refilling scheme (b) Scratch card
(c) Free bottle (d) Display scheme
Q13. Are you satisfied with the credit facility given by Pepsi?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
Q14. Are you satisfied with display and seasonal scheme?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
¯1
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Q15. How do you rate Pepsi products and services for the followingParameters?
Parameters/Rating Highly
satisfied
Satisfied Neutral Dissatisfied Highly
dissatisfied
(a) Stock
delivery
(b) On emergency
order
(c) on availability of
all packs
(d) on schemes and
offers
Q16. Are you satisfied with the distribution network of Pepsi?
(a) Highly satisfied (b) Satisfied
(c) Neutral (d) Dissatisfied
(e) Highly dissatisfied
Q17. Are you satisfied with the meetings organized by the company?
(a) Fully satisfied
(b) Partially satisfied
(c) Not at all
¯!
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Q18. In your opinion, does the salesman is able to solve your problems and Complaints?
(a) Always
(b) Sometimes
(c) Never
Q19. Any suggestion for betterment of Pepsi products and services?
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doc_168877038.pdf