A Project Report On Various Policies of Pepsi Toward Retailers Mba Marketing

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.
LTD
INDEX
Sl. No. 1 2 3 4 5
PARTICULARS Declaration Acknowledgment Executive Summary Industry overview Company profile About Organization
PAGE NO 0-1 0-2 3-4 5-9 10-73
6 7 8 9 10
Findings & Conclusion Recommendations Limitation of study Bibliography Annexure
74-75 76-0 77-0 78-0 79-84
1 Babasabpatilfreepptmba.com
STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD
EXECUTIVE SUMMARY Nectar Beverages Pvt. Ltd., Dharwad is a franchisee of PepsiCo Company, which is one of the major players in carbonated beverages world market. Retailers are plays a crucial role in any FMCG. This survey covers all the dimensions, which retailers consider while carrying out their business. This survey hold lot of value as it is done at the peak the season. My project is titled "STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGE PVT.LTD". I undertook this study for their soft drink products. During the course of my study my job was to find out the satisfaction of the retailers towards the promotions provided by the company in these areas. During the course of my study my job was to find out the channels of distribution of the company in Hubli city and also to find out the satisfaction of the retailers towards the supply and coolers provided by the company in these areas.
Methodology: This report is based on the survey conducted in Hubli-Dharwad market. It also collects the secondary information from the website of prime research companies.
Sampling Method: All the potential dealers in a particular sub route were considered in the sample. The general outlets included pan shops, bakeries, general stores, bars and restaurants, Xerox and S.T.D shops. From the research it is clear that all most all the retailers keep Pepsi and Coke in their shop. 2 Babasabpatilfreepptmba.com
Sample size: All the potential retailers in Hubli-Dharwad were considered in sample (100) . Types of marketers: Retailers mainly divided in convenience stores, eateries, groceries, bar and wine. FININDNGS 1) From the research it is clear that all most all the retailers keep Pepsi and Coke in their shop. i.e. Pepsi 28% 2) Most of the retailers are doing business more than 4 years i.e. 66%, between 2 to 3 years 20%, 1 to 2 years 6%, less than 1 year 8%. 3) As according to the consumer demand most of the retailers stores in their shop Pepsi 28%. 4) Most of the retailers are satisfied with the Company service i.e. 45% but 55% of the retailers are not satisfied with the company policies. CONCLUSION Thus according to this survey we conclude that most of the retailers stock both the products Pepsi and Coke because of consumer demand for the product and also for the service provided by the company. Retailers prefer Pepsi brand more because sales person maintain a very good relationship with the retailer. Retailers prefer Pepsi brand more because quality. The most important parameter is the scheme given by Pepsi is really good and attractive.
INDUSTRY OVERVIEW
The Indian Carbonated Beverage Industry is a very dynamic industry. The soft drinks are the life style brands and are closely related with the consumers. The passion for cricket in the country makes it a unique market. The Indian Carbonated Beverage Industry is worth Rs.1000/- crore.The current growth rate of industry is 8%.The main ingredients of a soft drink are water, sugar, added flavors, and carbonated gas. Though some outlets like bar restaurants running business throughout year, for other channels the peak season is between Februarys to June. In Dharwad retailers Pepsi has58% market and coke has 42% retail market The phenomenal sales growth of carbonated soft drinks Pepsi (about 30 to 35 per cent) and Coca-Cola (40 per cent and above) in the months of April and May 2003 has proved that there is a right price for everything - you just have to get to it. The success is mostly due to a cutthroat price war initiated Coca-Cola India when it launched Coke in 200 ml packs priced at Rs. 5 Pepsi India was left with no choice but to follow suit. Not only this, Pepsi went one-step further and slashed prices of its 300 ml packs to Rs. 6 all because it didnt have 200 ml bottles. Some slick advertising of course, augmented the price war, with Coke bringing in film star Aamir Khan in various regional guises to reinforce its price-led strategy. Pepsi, not to be out done, roped in reigning queen Aishwarya and current heartthrob Vivek Oberoi to do the honors. For two companies, which repeatedly requested the government to reduce the excised duty on these to help increase sales, have achieved an unprecedented sales growth with the very same soft drinks. In fact so great has been the sales growth of the soft drink brands that the companies now seem to be shelving its earlier plans to launch juices and other beverages in the domestic market. 4 Babasabpatilfreepptmba.com
Pepsi India claims that while the sales of Pepsi grew by 25% 30% in April and are expected to register a 30% - 40 % growth in May, its other CSD brands, Mountain Dew and Blue Pepsi, Have done quite well. Though that cant be said of the companies lime-flavored Pepsi Aha and juice brand Slice; they have performed below expectations. Led by a riveting ad campaign, Mountain Dew has already grabbed a 5% share of the Rs. 7,000 crore-carbonated soft drink industry since its launch. For the moment PepsiCo India is putting juice brand Slice under Review. Originally launched in a mango flavor in returnable glass bottles, Slice was extended to cartons two years back. It has since then been introduced in flavors such as litchi and guava. Coca-Cola India also says it has logged spectacular sales in the past few months. It claims it has registered a sales growth of over 40% overall during the last two months, while in a few urban pockets like New Delhi and Hyderabad the sales growth was as high as 70% -80% in the month of May. The company has also increased its village penetration from 9% in year 2000 to 25% in 2003 by adding 40,000 more villages. It has added 30 new lines from September 2002 and has added 9 million cases of new glass to its operations. Compare this with the fact that it had about 20 million cases of glass in the market during the last 10 years. The total number of Coca-Cola outlets has increased from 6, 00,000 to 7, 50,000 from 2000 and the company is giving out additional 2.5lakh refrigerators this year. Coca-Cola is also said to be putting its plans of launching juice and milk-based beverages on the back burner and grow CSD sales while the summer heat rages. Interestingly, with carbonated beverages segment, its lime-based drinks like Sprite, Limca and 7-Up, besides diet variants of Coke and Pepsi, which are growing faster than the two big colas.
Its the same in the US, Europe and Japan. In the US, for instance, fizzy drinks have been on the decline since their sales peaked in 1998, while categories like water, energy drinks and juices are growing. Pepsis volume declined 4% last year, while Coca-Cola has launched only diet drinks in the last two years.
Changing Taste US: Fizzy drinks on decline since 1998. Pepsi slumped 4% last year, Coke bringing only diet drinks. UK: Fruit juices command 66% of market, growing at 60%. Even Coke launching juices Japan: Iced tea and coffee dominates market. Cokes Georgia coffee outsells cola. India: Juices and non-fizzy drinks growing at 40%. Colas grow at 10% Juice brands growing faster Its not just in India that people prefer juices, flavored milk, butter milk and juice based drinks over fizzy cola drinks. In UK, Coca-Cola introduced minute maid juice this month to meet booming juice sales. In Japan, Coca-Colas Georgia coffee outsells coke. In India, PepsiCos Tropicana and Daburs Real are driving growth in the 100% juice market, while various non-aerated beverage brands have flooded retail shelves. coke has re launched its fruitbased drink Maaza in three flavors, while Amul has added buttermilk to its range of flavored milk and cold coffee, and Parle Agro has given a new look to Frooti. Obviously, tetra packaging is playing a role in making available these health drinks more easily. Rasna has hired Hrithik Roshan to push sales, while Nestle has stepped up distribution for its tetra pack milk and cold coffee range. Godrejs XS fruit juice, and Mother dairys Safal have also stepped up marketing and distribution spends.
Smaller juice brands like Leh Berrry and Tuk 3 are also growing in healthy double digits. The man with the mission heads straight to the owner to the shops and fires his volley of questions, after a brief introduction: Hum Pepsi Company se aye hain. CocaCola company koi discount de raha hai? Hamaara aadmi time par maal deliver karta hai? This man from Pepsi is none other than its brand new head Rajeev Bakshi, who after a three-year turnaround stint with Cadbury India joined Pepsi last year, but formally, took over only now. On a field trip in Gurgaon, Haryana, Brand Equity trailed Bakshi alone the route into the far-flung suburbs to get a real taste of life. A man possessed, hes busy making mental notes, and mostly absorbed in deep thought. A small break at the office, and hes off to South Delhi with Anurag Jaipuria of Jai Drinks, Pepsis bottles for Delhi and Jammu. And then, he plans to go on to Sultanpur its all in a days work for the Pepsi chief. Its bloody important for me to go out into the market. One wrong move can lead to dramatic changes in market share. The pricing is quite essential in the business and any minor change can lead to huge changes in fortunes. Advertising here is conventional, not in content but in terms of time frames, says Bakshi, in an interaction with BE that lasted nearly three hours. Its marketing by wandering around, to give a small twist to a Tom Peters phrase. The field trips, says Bakshi, alert him to what is going on at the ground level, help him identify gaps and develop an action plan. Says a CEO of an FMCG company: Mr.PM Sinha was a good salesman, but he never really ran good businesses, not even at Hindustan Lever. Mr.Rajeev mandate is to make money and, you watch, hell bring some sanity into the company. 2009 Carbonated Soft Drinks in the U.S. (Summer 2009)
Its tough at the top. Explore the stats, trends and offensive and defensive strategies in the leading beverage category. Including volume Dollar sales nation wide as well as by region and by state. Also includes per capita consumption and five-year growth projections as well as data on and discussion of regular and diet, flavors, package vs. fountain, pricing, retail channels, distribution, advertising, consumer demographics and leading brands. Detailed looks at the leading companies, their strategies, management and financing. Coca-Cola India Coca-Cola India, the countrys largest carbonated soft drinks producer refreshes millions of consumers throughout the country with an exciting range of beverages including Coca-Cola, Diet Coke, Vanilla Coke, Thums Up, Fanta, Limca, Sprite, Maaza, Sunfill, Georgia, Georgia Gold, Kinley and Kinley Club Soda through a network of more than one million outlets. The company has invested more than US $1 billion in its Indian operations, emerging as one of the countrys top international investors and employs approximately 6,000 people in India.
COMPANY OVERVIEW About the Pepsi-Cola Company The summer of 1898, as usual, was hot and humid in New Bern, North Carolina. So a young pharmacist named Caleb Bradham began experimenting with combinations of spices, juices, and syrups trying to create a refreshing new drink to 8 Babasabpatilfreepptmba.com
serve his customers. He succeeded beyond all expectations because he invented the beverage known around the world as Pepsi-Cola Pepsi-Cola was so popular that Caleb Bradham (circled) could hardly take time away from his soda fountain customers to pose for this picture.
Caleb Braham knew that to keep people returning to his pharmacy, he would have to turn it into a gathering place. In 1902, he launched the Pepsi-Cola Company in the back room of his pharmacy, and applied to the U.S. Patent Office for a trademark. At first, he mixed the syrup himself and sold it exclusively through soda fountains. . The business began to grow, and on June 16, 1903, "Pepsi-Cola" was officially registered with the U.S. Patent Office. That year, Caleb sold 7,968 gallons of syrup, using the theme line "Exhilarating, Invigorating, Aids Digestion." He also began awarding franchises to bottle Pepsi to independent investors, whose number grew from just two in 1905, in the cities of Charlotte and Durham, North Carolina, to 15 the following year, and 40 by 1907. By the end of 1910, there were Pepsi-Cola franchises in 24 states.
Pepsi-Cola's first bottling line resulted from some less-than-sophisticated engineering in the back room of Caleb's pharmacy. Building a strong franchise system was one of Caleb's greatest achievements. Local Pepsi-Cola bottlers, entrepreneurial in spirit and dedicated to the product's success, provided a sturdy foundation. They were the cornerstone of thePepsi-Colaenterprise Growth was phenomenal, and in 1909 Caleb erected a headquarters so spectacular that the town of New Bern pictured it on a postcard. Famous racingcar driver Barney Oldfield endorsed Pepsi in newspaper ads as "A bully drink...refreshing, invigorating, a fine bracer before a race." The previous year, Pepsi had been one of the first companies in the United States to switch from horse-drawn transport to motor vehicles, and Caleb's business expertise captured widespread attention. He was even mentioned as a possible candidate for Governor. A 1913 editorial in the Greensboro Patriot praised him for his "keen and energetic business sense."
Pepsi-Cola enjoyed 17 unbroken years of success. Caleb now promoted Pepsi sales with the slogan, "Drink Pepsi-Cola. It will satisfy you." Then came World War I, and the cost of doing business increased drastically. Sugar prices see sawed between record highs and disastrous lows, and so did the price of producing Pepsi-Cola. Caleb was forced into a series of business gambles just to survive, until finally, after three exhausting years, his luck ran out and he was bankrupted. By 1921, only two plants remained It wasn't until a successful candy manufacturer, Charles G. Guth, appeared on the scene that the future of Pepsi-Cola was assured. Guth was president of Loft Incorporated, a 10 Babasabpatilfreepptmba.com
large chain of candy stores and soda fountains along the eastern seaboard. He saw Pepsi-Cola as an opportunity to discontinue an unsatisfactory business relationship with the Coca-Cola Company, and at the same time to add an attractive drawing card to Loft's soda fountains. He was right. After five owners and 15 unprofitable years, PepsiCola was once again a thriving national brand.
PEPSICO MISSION: PepsiCos overall mission is to increase the value of our share holders investment. We do this trough sales growth, cost control and wise investment of resources. We believe our commercial success depends upon offering quality and value to our consumers and customers; providing products that are safe, wholesome, economically efficient and environmentally sound; and providing a fair return to our investors while adhering to the highest standards of integrity. This page focuses on the soft drink industry, and two of its major competitors; Pepsi and Coca-cola. This page will take an in depth view at the structure these two companies have and how they are influenced by each other.
PEPSI-COLA BEVERAGES PepsiCos beverage business was founded 1898 by Caleb Bradham, a New Bern, North Carolina druggist, who first formulated Pepsi-Cola. Today, Brand Pepsi is part of a portfolio of beverage brands that includes carbonated soft drinks, juices and juice drinks, ready-to-drink teas and coffee drinks, isotonic sports drinks, bottled water and enhanced waters. PBNA has well known brand such as Mountain Dew, Diet Pepsi, Gatorade, Tropicana Pure Premium, Aquafina water, Sierra Mist, Mug, Tropicana juice drinks, Propel, SoBe, Slice, Dole, Tropicana Twister and Tropicana Seasons Best.
PBNA manufactures and sells concentrate for some of these brands to licensed bottlers, who sell the branded products to independent distributors and retailers. PBNA provides advertising, marketing, sales and promotional support for its brands. This includes some of the world's best-loved and most-recognized advertising. In 1992 PBNA formed a partnership with Thomas J. Lipton Co. to selling readyto-drink tea brands in the United States. Pepsi-Cola also markets Frappuccino ready-todrink coffee through a partnership with Starbucks.
Frito-Lay The company consists of Frito-Lay North America, PepsiCo Beverages North America, PepsiCo International and Quaker Foods North America. PepsiCo brands are available in nearly 200 countries and territories and generate sales at the retail level of about $85 billion. Many of PepsiCo's brand names are more than 100-years-old, but the corporation is relatively young. PepsiCo was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana was acquired in 1998 and PepsiCo merged with The Quaker Oats Company, including Gatorade, in 2001. PepsiCo offers product choices to meet a broad variety of needs and preference -- from fun-for-you items to product choices that contribute to healthier lifestyles. PepsiCos mission is To be the world's premier consumer Products Company focused on convenient 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's snack food operations had their start in 1932 when two separate events took place. In San Antonio, Texas, Elmer Doolin bought the recipe for an unknown food 12 Babasabpatilfreepptmba.com
product a corn chip and started an entirely new industry. The product was Fritos brand corn chips, and his firm became the Frito Company. GATORADE & TROPICANA Tropicana was founded in 1947 by Anthony Rossi as a Florida fruit packaging business. In 1954 Rossi pioneered a pasteurization process for orange juice. For the first time, consumers could enjoy the fresh taste of pure not-from-concentrate 100% Florida orange juice in a ready-to-serve package. The juice, Tropicana Pure Premium, became the companys flagship product. PepsiCo acquired Tropicana, including the Dole juice business, in August 1998. SoBe became a part of PBNA in 2001. SoBe manufactures and markets an innovative line of beverages including fruit blends, energy drinks, dairy-based drinks, exotic teas and other beverages with herbal ingredients. Gatorade thirst quencher sport drinks was acquired by The Quaker Oats Company in 1983 and became a part of PepsiCo with the merger in 2001. Gatorade is the first isotonic sports drink. Created in 1965 by researchers at the University of Florida for the school's football team, "The Gators," Gatorade is now the world's leading sport's drink. PepsiCo Beverages North America includes the United States and Canada Pepsi-Cola began selling its products outside the United States and Canada in the mid-1930s, opening in the United Kingdom in 1936. Operations grew rapidly beginning in the 1950s. Today, PepsiCo beverages are available in more than 170 countries and territories. Brands include Aquafina, Gatorade and Tropicana. In addition to brands marketed in the United States, PepsiCo International brands include Mirinda, Seven-Up and many local brands. PepsiCo began its international snack food operations in 1966. Today, products are available in nearly 170 countries. Often PepsiCo snack food products are known by local names. 13 Babasabpatilfreepptmba.com
QUAKER FOODS: The Quaker Oats Company was formed in 1901 when several American pioneers in oat milling came together to incorporate. In Ravenna, Ohio, Henry D. Seymour and William Heston had established the Quaker Mill Company. The figure of a man in Quaker clothes became the first registered trademark for breakfast cereal and remains the hallmark for Quaker Oats today. In Cedar Rapids, Iowa, John Stuart and his son, Robert, and their partner, George Douglas, operated the largest cereal mill of the time. Ferdinand Schumacher, known as "The Oatmeal King," had founded German Mills American Oatmeal Company in 1856.
Combining The Quaker Mill Company with the Stuart and Schumacher businesses brought together the top oats milling expertise in the country as The Quaker Oats Company. The first major acquisition of the company was Aunt Jemima Mills Company in 1926, which is today the leading manufacturer of pancake mixes and syrup. Gatorade was acquired in 1983. In 1986, The Quaker Oats Company acquired the Golden Grain Company, producers of Rice-A-Roni. PepsiCo merged with The Quaker Oats Company in 2001.
Pepsi profit fizz: Pop! Fizz. Ah-h! It happens millions of times a day, every day. That feeling of thirst hits, someone opens a Pepsi and the magic begins. Cold... Delicious. Each time, every time. Of course, that's what you expect from a great product like Pepsi-Cola. Or from Diet Pepsi, Mountain Dew or any of our other popular soft drinks and other beverages. But how do we do it? How can the people at Pepsi be sure that every single bottle and can of Pepsi-Cola is always great-tasting, sparkling and fresh? Actually, there's no secret to how to make Pepsi (except for the recipe). But there is a system. And that system, plus a lot of hard work, is what enables Pepsi-Cola and the independent Pepsi-Cola bottlers all around the world to bring you that high-quality, consistently refreshing Pepsi taste each time you open one of our products. The system starts with the finest ingredients available kola nuts, vanilla beans, flavor oils, citrus, sweeteners and the purest waters we can distill. Then we add the best technology and all the care we can muster to blend our ingredients. And during the 100-plus years we've been making soft drinks, we've also created our own exacting production and quality standards, monitored with constant testing to guarantee quality and consistency in our products. Finally, we have our own local distribution system. It's designed to make sure that the Pepsi you open at home is as fresh and delicious as it was when we sealed it at our plant. And it serves every city and town in the United States. Complicated? Sure. And expensive, too. But there's no other way we can be certain that Pepsi-Cola products you buy are the highest quality, best value products we can make. Now, here's what all of those steps look like:
Flavor concentrates are shipped from special Pepsi-Cola manufacturing plants in heavyduty, air-tight containers. Liquid sweeteners are transported in special tanker trucks. All ingredients and food products are stored in clean, sanitary areas, and items requiring refrigeration are kept in temperature-controlled areas. The bottles and cans that will eventually be filled with Pepsi are manufactured elsewhere, and shipped to Pepsi plants wrapped and sealed for protection. Labels, cartons, caps, the carbon dioxide used to carbonate soft drinks and other supplies are also produced for Pepsi by other companies. On arrival, everything is subject to careful inspection to make certain all of the ingredients and materials meet high Pepsi standards. Special equipment is used to uncase and depletive incoming shipments of bottles and cans. Cans are by far the most popular package with consumers because they're lightweight and easy to store. Though bulky, the cartons and pallets on which the empty packages arrive are also relatively light in weight, so it's easy for the machines to automatically remove the cans from their shipping containers at high speed. The machines then transfer the individual packages to a conveyor belt. Once on the belt, cans are part of an enclosed, controlled environment that keeps them sanitary and helps ensure quality throughout the filling process. They travel rapidly through a printer that applies a production code to each can. Then they're automatically turned upside down, and rinsed thoroughly with filtered water before proceeding directly to the filler. Water is a key ingredient in all soft drinks. Pepsi-Cola takes special care to purify the water it uses a procedure that involves careful treatment, filtration and purification. Pepsi standards are precise and closely monitored at every step of the process. The result of this kind of painstaking attention to detail is that the water used in Pepsi-Cola and all of our beverages is among the purest available anywhere. Pepsi-Cola flavor concentrate is carefully combined with sweeteners and other ingredients in large stainless steel mixing tanks. Quality control audits performed by 16 Babasabpatilfreepptmba.com
specially trained technicians are a critical part of the manufacturing sequence for each batch, and are typical of the attention to detail that's necessary if the highest possible quality standards are to be maintained. Cleanliness is also vital, so all internal and external surfaces of the production system, including syrup lines, proportioning, cooling and carbonating equipment, are meticulously sanitized. In the last step of the manufacturing process, as the now-rinsed cans reach the filler, they're reinvented, immediately filled and the lid is applied at an average speed of 1,200 cans per minute. The filler is where the syrups from the mixing tanks are combined with the purified water from the filtration process. The liquid is then carbonated. This carbonation process gives soft drinks the special sparkle fizzy bubbles that adds to their quality of refreshment. All Pepsi cans and bottles are imprinted with a freshness date, which is a date code that tells you your soft drink is fresh. A final quality check ensures that the package is properly filled, sealed and labeled. As products leave the manufacturing line, they're combined into a variety of packages six- or 12-packs, 24- or 30-can cases or cases of individual two-liter bottles.
The Manufacturing Process Most soft drinks are made at local bottling and canning companies. Brand name franchise companies grant licenses to bottlers to mix the soft drinks in strict accordance to their secret formulas and their required manufacturing procedures.
RAW MATERIALS Carbonated water constitutes up to 94% of a soft drink. Carbon dioxide adds that special sparkle and bites to the beverage and also acts as a mild preservative. Carbon dioxide is a uniquely suitable gas for soft drinks because it is inert, non-toxic, and relatively inexpensive and easy to liquefy. The second main ingredient is sugar, which makes up 7-12% of a soft drink. Used in either dry or liquid form, sugar adds sweetness and body to the beverage, enhancing the "mouth-feel," an important component for consumer enjoyment of a soft drink. Sugar also balances flavors and acids. Sugar-free soft drinks stemmed from a sugar scarcity during World War II. Soft drink manufacturers turned to high-intensity sweeteners, mainly saccharin, which was phased out in the 1970s when it was declared a potential carcinogen. Other sugar substitutes were introduced more successfully, notably aspartame, or Nutria-Sweet, which was widely used throughout the 1980s and 1990s for diet soft drinks. Because some highintensity sweeteners do not provide the desired mouth-feel and aftertaste of sugar, they often are combined with sugar and other sweeteners and flavors to improve the beverage. The overall flavor of a soft drink depends on an intricate balance of sweetness, tartness, and acidity (pH). Acids add sharpness to the background taste and enhance the thirstquenching experience by stimulating saliva flow. The most common acid in soft drinks is citric acid, which has a lemony flavor. Acids also reduce pH levels, mildly preserving the beverage.
Very small quantities of other additives enhance taste, mouth-feel, aroma, and appearance of the beverage. There is an endless range of flavorings; they may be natural, natural identical (chemically synthesized imitations), or artificial (chemically unrelated to natural flavors). Emulsions are added to soft drinks primarily to enhance "eye appeal" by serving as clouding agents. Emulsions are mixtures of liquids that are generally incompatible. They consist of water-based elements, such as gums, pectins, and preservatives; and oil-based liquids, such as flavors, colors, and weighing agents. Saponins enhance the foamy head of certain soft drinks, like cream soda and ginger beer. To impede the growth of microorganisms and prevent deterioration, preservatives are added to soft drinks. Anti-oxidants, such as BHA and ascorbic acid,
maintain color and flavor. Beginning in the 1980s, soft drink manufacturers opted for natural additives in response to increasing health concerns of the public. Impurities in the water are removed through a process of coagulation, filtration, and chlorination. Coagulation involves mixing flock into the water to absorb suspended particles. The water is then poured through a sand filter to remove fine particles of Roc. To sterilize the water, small amounts of chlorine are added to the water and filtered out.
Clarifying the water The quality of water is crucial to the success of a soft drink. Impurities, such as suspended particles, organic matter, and bacteria, may degrade taste and color. They are generally removed through the traditional process of a series of coagulation, filtration, and chlorination. Coagulation involves mixing a gelatinous precipitate, or flock (ferric sulphate or aluminum sulphate), into the water. The flock absorbs suspended particles, making them larger and more easily trapped by filters. During the clarification process, alkalinity must be adjusted with an addition of lime to reach the desired pH level.
Filtering, sterilizing, and dechlorinating the water The clarified water is poured through a sand filter to remove fine particles of floc. The water passes through a layer of sand and courser beds of gravel to capture the particles. Sterilization is necessary to destroy bacteria and organic compounds that might spoil the water's taste or color. The water is pumped into a storage tank and is dosed with a small amount of free chlorine. The chlorinated water remains in the storage
Next, an activated carbon filter dechlorinates the water and removes residual organic matter, much like the sand filter. A vacuum pump de-aerates the water before it passes into a dosing station.
Mixing the ingredients The dissolved sugar and flavor concentrates are pumped into the dosing station in a predetermined sequence according to their compatibility. The ingredients are conveyed into batch tanks where they are carefully mixed; too much agitation can cause unwanted aeration. The syrup may be sterilized while in the tanks, using ultraviolet radiation or flash pasteurization, which involves quickly heating and cooling the mixture. Fruit based syrups generally must be pasteurized. The water and syrup are carefully combined by sophisticated machines, called proportion, which regulate the flow rates and ratios of the liquids. The vessels are pressurized with carbon dioxide to prevent aeration of the mixture. 21 Babasabpatilfreepptmba.com
Carbonating the beverage Carbonation is generally added to the finished product, though it may be mixed into the water at an earlier stage. The temperature of the liquid must be carefully controlled since carbon dioxide solubility increases as the liquid temperature decreases. Many carbonators are equipped with their own cooling systems. The amount of carbon dioxide pressure used depends on the type of soft drink. For instance, fruit drinks require far less carbonation than mixer drinks, such as tonics, which are meant to be diluted with other liquids. The beverage is slightly over-pressured with carbon dioxide to facilitate the movement into storage tanks and ultimately to the filler machine.
Filling and packaging The finished product is transferred into bottles or cans at extremely high flow rates. The containers are immediately sealed with pressure-resistant closures, either tinplate or steel crowns with corrugated edges, twist off, or pull tabs. Because soft drinks are generally cooled during the manufacturing process, they must be brought to room temperature before labeling to prevent condensation from ruining the labels. This is usually achieved by spraying the containers with warm water and drying them. Labels are then affixed to bottles to provide information about the brand, ingredients, shelf life, and safe use of the product. Most labels are made of paper though some are made of a plastic film. Cans are generally pre-printed with product information before the filling stage.
QUALITY CONTROL Soft drink manufacturers adhere to strict water quality standards for allowable dissolved solids, alkalinity, chlorides, sulfates, iron, and aluminum. Not only is it in the interest of public health, but clean water also facilitates the production process and maintains 22 Babasabpatilfreepptmba.com
consistency in flavor, color, and body. Microbiological and other testing occur regularly. The National Soft Drink Association and other agencies set standards for regulating the quality of sugar and other ingredients. If soft drinks are produced with low-quality sugar, particles in the beverage will spoil it, creating floc. To prevent such spoilage, sugar must be carefully handled in dry, sanitized environments. It is crucial for soft drink manufacturers to inspect raw materials before they are mixed with other ingredients, because preservatives may not kill all bacteria. All tanks, pumps, and containers are thoroughly sterilized and continuously monitored. Cans, make of aluminum alloy or tin-coated low-carbon steel, are lacquered internally to seal the metal and prevent corrosion from contact with the beverage. Soft drink manufacturers also recommend specific storage conditions to retailers to insure that the beverages do not spoil. The shelf life of soft drinks is generally at least one year.
RECYCLING The $27 billion dollar soft drink industry generated about 110 billion containers each year in the early 1990s. About half of soft drink containers were aluminum cans and the other half, about 35 billion, were PET plastic bottles. Nearly 60% of all soft drink containers were recycled, the highest rate for any packaging in the United States. Environmental concerns continued to lead to improvements and innovations in packaging technology, including the development of refillable and reusable containers.
MARKETING, ADVERTISING, AND COMPETITION The company generally sells product directly to retail stores and outlets by their employees. Over the past few years, product creation has slowed down. The company has stopped concentrating so much on creating so many new products, and has turned their concentration to attaining new franchises and advertising. The acquisition of contacts with smaller franchises is important in order to continue growing revenue. The 23 Babasabpatilfreepptmba.com
advertising concentration has become necessary as a defensive maneuver to deal with competitors. Brand recognition is the significant factor affecting Pepsis competitive position. Pepsis brand mane is known well throughout 90% of the world today. The primary concern over the past few years has been to get this name brand to be even better known. Packaging changes have also affected sales and industry positioning, but in general, the public has tended not to be affected by anew products. The primary competitor of the Pepsi Company is Coco-Cola Company. Pepsi and Coca-Cola make up anywhere from 75% to90% of the market where they operate.
DISTRIBUTION NETWORK There is no involvement of wholesalers in the distribution of product. It is more like an agent network. The companies have divided the country into various regions and established a franchisee in each region. The franchisees have their own bottling plants and manage all the day-to-day operations. However, of late, the soft drinks companies have started setting up company owned bottling units/have been acquiring some of its franchisee bottles.
Brands: PEPSI BRANDS
7-up Gold
7-up
1988
Pepsi A. M.
Pepsi-Cola
1989
Pepsis Wild Bunch
Pepsi-Cola
1991
Crystal Pepsi
Pepsi-Cola
1992
Pepsi Company is using wonderful slogan

PYASS HAI BADI YE DIL MANGE MORE HAVE A PEPSI DAY THE GENERATION NEXT PEPSI NOTHING OFFICAL ABOUT IT. NOW ITS PEPSI, FOR THOSE WHO THINK YOUNG 25 Babasabpatilfreepptmba.com
THE CHOICE OF NEW GENERATION YOU GOT OF THE RIGHT ONE BABY A GENERATION AHEAD. NOTHING ELSE IS A PEPSI
A Tale of Pepsi Cos Strategy and Structure: Pepsi Co. And the coca-cola Company is to of the largest and oldest archrivals in the carbonated soft drinks industry. The war between the soda giants, also known as the cola wars, initiated in the 1960s when Coca-Cola dominance was being increasingly challenged by Pepsi-Cola. The competitive environment between the rivals was intense and well publicized, forcing the Pepsi Company to continuously establish and implement strategic changes as a means to create a competitive advantage. Furthermore both Pepsi and coke offered a limited number of products that looked the same, tasted the same, and bubble into foam the same thus, questioning whether further substantial growth in sales was possible. Rather than succumbing to the impending maturation of its domestic market, the Pepsi company as a leader, fostered by the competitive intensity, launched new strategies, such as product modifications, new forms of pricing and promotion, and fundamental changes in its distribution system, that have led to rapid and continued expansion of the companys domestic sales. By forecasting and responding to changes in the economic, political, social, and technological environment, Pepsi has successfully innovated in marketing, distribution, and product development. The soda rivalry also initiated Pepsi Company to seek international markets and diversification strategies in order to increase its sales growth.
To be the Worlds Premier Consumer Products Company focused of convenient foods and beverages. In every thing we do we strive for honesty fairness and integrity. PepsiCo is a world leader in convenient foods and beverages, with 2004 revenues of more than $29 billion and 153,000 employees. The company consists of Frito-Lay North America, PepsiCo Beverages North America, PepsiCo international and Quaker Foods North America. PepsiCo brands are available in nearly 200 countries and territories and generate sales at the retail level of about $78 billion. Many of PepsiCos brand names are more than 100-years-old, but the corporation is relatively young. PepsiCo was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana was acquired in 1998 and PepsiCo merged with the Quaker oats company, including Gatorade, in 2001. PepsiCo offers product choices to meet a broad variety of needs and preference from fun for-you items to product choices that contribute to healthier life styles. PepsiCo is among the worlds largest food and beverage companies. Our businesses include: Frito-Lay, the worlds largest manufacturer and distributor of snack chips; Pepsi-Cola, the worlds second largest beverage company; Tropicana, the worlds largest marketer and producer of branded juices; Gatorade, the worlds leading sports drink and Quaker, a leading manufacturer and marketer of cereals, rice and pasta and other grain-based products. PepsiCo brand names are among the best known and our operations reach every corner of the world. As a consumer products company, and important environmental challenge facing all our divisions is the packing generated by our products, packaging is important to public health and safety and is critical component of the destitution system that delivers products to consumers and commercial establishments. To meet these needs and safeguard the environment, we follow the Environmental Protection Agencys (EPA) approach of Reduce, reuse and recycle.
Each business also strives to be responsible in its use of resources in manufacturing and distributing our products. This report covers our environmental commitment, the principles we follow, and progress at each of our businesses.
PepsiCos Environmental commitment PepsiCo is committed to providing safe and healthy work environments and to being an environmentally responsible corporate citizen. It is our policy to comply with all applicable environmental, safety and health laws and regulations. We believe that protecting the environment is an important part of good corporate citizenship. We are committed to minimizing the impact of our businesses on the environment with methods that are socially responsible, scientifically based and economically sound. We encourage conservation, recycling and energy use programs that promote clean air and water and reduce land fill waste. PepsiCo World Wide code of conduct.
SHAREHOLDERS PepsiCo (symbol: PEP) shares are traded principally of the New York stock exchange in the United States. The company is also listed on the Amsterdam, Chicago, Swiss and Tokyo stock exchanges. PepsiCo has consistently paid cash dividends since the corporation was founded.
CORPORATE CITIZENSHIP At PepsiCo, we believe that as a corporate citizen, we have a responsibility to contribute to the quality of life in our communities. This philosophy is expressed in our sustainability vision which states: PepsiCos responsibility is to continually improve all aspects of the world in which we operate- environment, social, economic-creating a better tomorrow than today.
Our vision is put into action through programs and a focus on environmental stewardship, activities to benefit society, and commitment to builds shareholder value by making PepsiCo a truly sustainable company.
PEPSICO HEADQUARTERS PepsiCo world headquarter is located in New York City. Edward Durrel Stone, one of Americas foremost architects, designed the seven- building headquarters complex. The building occupies 10 acres of a 144 acre complex that includes the Donald M. Kendall sculpture Gardens, a world-acclaimed sculpture collection in a garden setting. The collection of works is focused on major twentieth century art, and features works by masters such as Auguste Robin, Henri Laurens, Henry Moore, Alexander Calder, Alberto Giacometti, Arnaldo Pomodoro and claes Oldenberg, the gardens originally were designed by the world famous garden planner, Russell Page, and have been extended by Francois Goffinet. The grounds are open to the public, and a visitors booth is in operation during the spring and summer.
FRITO-LAY NORTH AMERICA PepsiCos snack food operation had their start in 1932 when two separate events took place. In San Antonio, Texas, Elmer Doolin bought the recipe for an unknown food product a corn chip and started an entirely new industry. The product was Fritos Brand Corn chips, and his firm became the Frito Company. That same year in Nashville, Tennessee, Herman W. Lay started a business disuniting potato chips. Mr. Lay later bought the company that supplied him with product and changed its name to H.W. Lay Company. The Frito Company and H.W. Lay Company merged in 1961 to become Frito-Lay, Inc.
Major Frito-Lay products include Lays Potato chips, Doritos flavored tortilla chips, Tostitos tortilla chips, Cheetos cheese flavored snacks, Fritos corn chips, Ruffles Potato chips, Rold Gold Pretzels, Sun chips multigrain snacks, Munchies snack mix, Lays Stax Potato crisps, Cracker jack candy coated popcorn and Go snacks. Frito-Lay also sells a variety of branded Chips, Quaker fruit and oatmeal bars, Quaker Quakes corn and rice snacks, Grandmas cookies, nuts and crackers. Frito-Lay North America includes Canada and United States.
RECYCLE All Pepsi-Cola containers are designed for easy recycling and more than half are recycled, making soft drink containers the most recycled packaging in the United States. Pepsi-Cola is working with suppliers and bottlers to develop a PET (poly eth 1eneterephthalate) bottle that contains 10% recycled content. Pepsi-Cola PET plastic bottles will include 10% recycled content by 2005. We are currently conducting tests with suppliers on the safety of 20 ounce and 2 liter plastic bottles containing various recycled resins. We are developing a sensory protocol for Pepsi-Cola bottles containing recycled plastics. In the United States, 48 million Pepsi-Cola aluminum cans are recycled each day. In Canada, over 50% of soft drink containers are recycled, and this continues to rise. Over the years Pepsi-Cola has made the plastic PET bottles more easily recyclable in the United States, Canada Europe and elsewhere. Pepsi-Cola eliminated base cups in most markets, switched to polypropylene caps instead of aluminum metal caps, and paper contamination. In U.S. and Canadian bottling plants, packages damaged during filling are collected and recycled glass, plastic and aluminum. Many plants also recycle used packaging from incoming materials corrugated packages, straps from pallets, etc. This has reduced plant waste by 50%-75% avoiding disposal costs and land filling. 30 Babasabpatilfreepptmba.com
Pepsi-Cola established one of the first programs in the country to collect and recycle the plastic ring connectors from six packs. Since then the company has established similar programs with its supplier, HiCone, at over 10,000 schools across the country. Many of the Pepsi-Cola bottling partners have established programs to recycle ring connectors collected after filling vending machines with cans. And if some consumers do litter, North American ring connectors are photo degradable and have a breakaway pull tab so the can be easily separated , minimizing any impact on wildlife. QUALITY POLICY: Make Sell and Deliver the Beverages to the consumer has it was designed, in order to drive brand preference. SAFETY PRINCIPLES IN THE COMPANY: We believe that safety health and environmental excellence is fundamental to demonstrating the values of the right side up company in all our operations. Through a fully empowered Pepsi-Cola organization, it is the job of every individual at Pepsi-Cola to be conscious of and strive towards protection of safety, health and the environment in our operating procedures and in the design of our facilities and equipment. We will rely on an integrated process that places value on individuals, exceeds performer and customer expectation and increases the value of our company. We intend to sustain safety health and environmental process that will prevent injury and property damage, protect against loss by fire and provide security for our assets. It is the obligation of every one at Pepsi-Cola to comply with all applicable safety health and environmental laws. Ongoing monitoring of these activities will take place in order to ensure that we hold our self accountable for safety, health and environmental excellence.
QUALITY ASSUARANCE: 31 Babasabpatilfreepptmba.com
Perhaps the most important in a bottling plant are those concerned with the maintenance of the standards of purity and uniformity set for the beverages produced. Those activities can be grouped together under the heading of quality assurance. To get the top most quality of the product, all the ingredients such as water, CO2, concentrate are strictly inspected and analyzed by our quality assurance department. Apart from raw material, online sampling finished products are also tested. Samples of beverages produced are picked from the market for testing by independent laboratories of international repute.
MAJOR PLAYERS AND MARKET SHARES \ The two global majors Pepsi and Coca-cola, Which had winded up its India
operations during the introduction of the FERA regime, reentered India 16 years later in 1993, dominate the soft drink market in India. Coca-cola acquired a major chunk of the soft drink market buying out local brands thumps up, limca and gold spot from Parle beverages. Coca cola has also acquired Cadbury Schweppes soft drinks brands crush, Canada dry and sport Cola in early 1999.Pepsi although started a couple of years before Coca-Cola in 1991,has a lower market share today. It has bought over Mumbai based dukes rang of soft drink brands both the cola manufacturers come up with their own market share figures and claim to have increased their share.
Segmentation The soft drink market can be segmented on the basis of place of consumption or on the basis of type or products. The segmentation on the basis of place of consumption divides the market into parts.
On-premise -80% of the consumption of the soft drinks is on premise i.e. restaurants, sweet marts, railway station, cinema theaters etc. At home-the rest of 20%of the market comprises of the soft drinks purchased for consumption at home. The market can also be segmented o the basis of types of products into cola products and non-cola products. Cola products account for nearly 62-65% of the total soft drinks market. The brands that fall in this category are Pepsi, coca-cola, thumps up, diet coke, diet Pepsi etc. Non-cola segment, which constitutes 36%, can be divided into four categories based on the types of flavors available, namely: Orange Cloudy Lime Clear Lime Mango i) Orange flavor based soft drinks constitute around 17% of the market. The segment is largely dominated by national brands like Fanta of coca-cola and Mirinda orange of Pepsi Co, which collectively forms 15% of the market, rest of the market is in hands of smaller brands like crush, Gold Spot etc. ii) Cloudy Lime flavors constitutes of 14% of the market and is largely dominated by Limca of coca-cola and mirinda Lemon of Pepsi Co, Limca is the market leader with around 70-75% of the market Followed by Mirinda Lemon. iii) iv) Clear lime: this segment of the market witnessed good growth initially with all the players launching their brands in the segment. Mango: this flavor segment constitutes 2% of the total soft drinks market and it directly it completes with mango based fruit drinks like Frooti. The leading brands in these segments are: Maaza of coca-cola, and slice of Pepsi.
DIFFERENT IMAGES OF PEPSI COMPANY 33 Babasabpatilfreepptmba.com
Here are some different images that the Pepsi Company have been following.
HISTORY Pepsi has one of the most intriguing histories of any product on the market. From its humble beginnings the people of Pepsi make the story what it is including its inventor, customers, competition, corporate managers, salesman, distributors, cartoon spokes-persons and including some of the biggest names in entertainment history. There have been good times and bad times- plus lots and lots of changes over the years.
If you enjoy Pepsi, youll enjoy the stories of the people who have made it possible. People Today Pepsi is one of hundreds of products manufactured by the PepsiCo Corporation. Pepsi Co is a world leader in world leader in convenient foods and beverages, with revenues of about $27 billion and over 1, 43,000 employees. The company consists of the snack businesses of Frito-Lay North America and Frito-Lay international, the beverage businesses of Pepsi-cola North America, Gatorade/ Tropicana North America and Pepsi Co Beverages international, and Quaker Foods North America, manufacturer and marketer of ready-to-eat cereals and other food products.
ORGANIZATION STUDY
Nectar Beverages Pvt. Ltd, Dharwad. Nectar Beverages Pvt. Ltd, Dharwad is a franchisee of Pepsi Co. Late Shri founded it. Madhubab Timblo, Prominent Industrialist and business entrepreneur of Goa in 1984. Nectar Beverages belongs to big house of Goa, under the banner for Formento Group. The group deals in Hotel, Soft drinks and 100 % F. O. Us of Mining in Goa, Karnataka and Andhra. It is headed by Mr. Prashanth Timblo, the idea son for the illustrious father late Mr. Madhubab. Nectar Beverages has carved a special niche in the map of soft drinks in the country. Thus enjoys the highest reprobation in the soft drinks market for quality products of international brand such as Pepsi, 7up, Miranda (orange), Miranda(lemon),
evervess soda, slice etc Utmost care is being taken from the beginning of collection of the raw water till it turns it into a sophisticated flavor drink.
MAHAKOSHAL NECTAR BEVERAGES PVT.LTD DHARWAD It is started in the year 1996. Mahakoshal is a sales department of Pepsi Company, Dharwad. It consists of a 25 employees In sales department and they are covering 15 districts, 70 stockiest. Mahakoshal consists of 10 acres of land. In production and administration line consists of 50 permanent workers, 100 seasonal worked and 30 staff executives. The company is giving festival offers to the employees 8.33% bonus and every year two uniforms (pants and shirts) including shoes and caps. and also marriage loan. Housing loan, childrens marriage loan 2500 for festival loan 2500 for festival loan to be given. On the basis of monthly wages is paid to the workers. He is permanent or seasonal. Mahakoshal annual turnover is 12 to 15 crores and 13 lakhs creates. And also they are giving daily morning and evening two times tea and two biscuits in the organization. The company has 100 small and big vehicles on contract basis. In Dharwad has a distributor is responsible for distributing retailers, bars, hotels, cold drink house etc. the Nectar Beverages pvt. Ltd is started in the year of 1985. 40 to 45 percent market share from north Karnataka.
MISSION To achieve every batch incoming raw materials are checked for quality by quality assurance departments. Using high grade sugar. The online and final product checks are carried out at regular intervals. To purchase raw materials only from approved sources, approved by independent laboratories of international repute. Using equipments of superior grade stainless steel material. 37 Babasabpatilfreepptmba.com
To give special attention to -Personnel hygiene and sanitation -House Keeping -Good manufacturing process.
To give special attention to keep the Factory Surroundings Clean and Green by growing Lawn.
MANUFACTURING PROCESS OF CARBONATED DRINK WATER AND WATER TREATMENT Pure water is taste less, color less and odor less. Water as it occurs in nature, whatever the source, always contains impurities in solution are in suspension. The determination of these impurities makes water analysis necessary and the control of these impurities makes water conditioning essential. The various sources of water can be classified as rain water, surface water and ground water. Irrespective of the source of the water, the water has to be tested and treated before taking in to the production. TESTING AND TREATMENT PROCEDURE ADOPTED AT M/S. NECTAR BEVERGES Pvt. Ltd. DHARWAD The source of water at Nectar Beverages Pvt. Ltd. is ground water. The water is tested for various parameters like, hardness, alkalinity, suspended impurities, and micro organisms. TREATMENT PROCEDURE There are two types of water treatment adopted at nectar beverages Pvt. Ltd, 1. Chemical batch treatment: This water is used for beverage purpose. 2. Ion exchange: This water is used for boiler feed water, cooling tower, D.G. sets, condenser, heat exchanger and bottle washer. 1. CHEMICAL BATCH TREATMENT PROCESS
Here the raw water is collected in storage tanks and dosages for chemical treatment are given according to the characteristics of the raw water. The source of raw water is bore wells. At present N.B.P.L. is holding three water treatment storage tanks, out of which two tanks are of 3,00,000 liters capacity and one is 4,00,000 liters capacity. Raw water is collected from bore wells in the storage treatment tanks and analyzed the characteristics of raw water such has P-alkalinity, M-alkalinity, temporary hardness and calcium hardness, afterwards chemical dosages are fixed. After addition of chemicals, the water is stirred by mechanical agitator, and three hours contact period is given before taking the water for production. Treated water passed through the sand filter to remove any floe carry over, then an activated carbon filter which removes chlorine and off taste/ odor causing impurities. Finally it goes through 5 micron pore size polishing filters to remove any carbon that may have been carried out over from the carbon purifier, and then through ultra-violet. Chlorine concentration is maintained at 6-8 PPM level before carbon filter and 2 hours contact time prior to dechlorination. Details of Chemicals Used 1. Lime: Added to remove alkaline compounds from water to an acceptable level and to reduce temporary hardness. 2. Bleaching Powder: Added for chlorination to oxidize microorganisms. 3. Ferrous Sulphate: Added for coagulation and flocculation i.e., to remove the suspended solids and also insoluble materials created by chlorination and alkalinity reduction is removed. The sludge is drained and the treatment tanks cleaned with water after every treatment and fresh raw water is taken for fresh treatment. 2. ION EXCHANGE METHOD Source of water- bore well. Liquid hypochlorite is injected in to the online water flowing from bore well to raw water tanks.
Once the raw water is chlorinated, after giving sufficient contact time, the water is passed through sand filter, carbon filter and resin bed. Then the soft water is stored in soft water storage tanks. Before the water goes into the storage tanks, 2 PPM of chlorine is injected in to the on-line water flowing from softener to soft water storage tanks. Contact time in storage tank is minimum 2 hrs. Then the water from the tank is being pumped on it passed through 5 micron pore size polishing filters to the bottle washer/boiler. The concentration of chlorine at the final outlet will be around 2 PPM. SWEETENING AGENT AND SYRUP PREPERATION Sweetening agents are those subsistences, which when blended with flavour, acid etc. will provide satisfactory sweet taste in the finished beverages. They also furnished body, which helps to carry or transits the flavour. They also give energy or food value to the beverage. SYRUP PREPERATTRION The preparation of the syrup is certainly one of the most important operation in the beverage plant, both from the stand point of sanitation and control of concentration. The object in syrup making is to prepare satisfactorily bended and finished syrup from which uniform beverages of high quality can be produced. Normally required quantity of sugar of high quality is added to treated water and heated to 850 C, in a high grade stainless steel double jack vessel. Activated carbon is added to this to remove impurities. Impurities along with activated carbon added to the sugar are separated form the sugar solution by filtering the sugar syrup. Filter paper and Hyflo Supercel are used as filter aid. The temperature of the clear syrup thus obtained is brought down to 200 C and stored is called Simple syrup. When the syrup is completely prepared by the addition and blending of all flavorings ingredients it is called as Ready/ Finished / Flavored syrup. The syrup is ready for use in production process. CO2 AND CARBONATION The CO2 used for beverage purpose are 99.9% pure, free from moisture, air, oil, grease and other impurities. 40 Babasabpatilfreepptmba.com
The amount of CO2 dissolved in solution is called as volumes. The number of volumes of gas in the finished beverage has a definite relationship to the taste of the beverage. Correct carbonation means a sparkling, stimulating, thirst quenching beverage that completely refreshes and satisfies the consumer. Since there is definite relationship between taste and carbonation, it is extremely important to determine and maintain the carbonation which has proved most acceptable through experience in consumer section. The technique adopted at M/S. N.B.P.L for carbonating the beverage is as under: The ready syrup, which is prepared and stored in ready syrup tank, is taken to the bottling line. It is passed trough a machine called premix where the syrup is automatically diluted with treated water to the required level. Once it is diluted it is sent to the carbonator for carbonation. For carbonating the beverage a mechanical device known as CARBONATOR is used. CO2 gas enters the carbonator through a valve at the top of the body of the carbonator. The dome as well as the body of the carbonator is filled with gas. Syrup is sprayed in to the carbonator from the top, which flows down through the baffle plates provided inside the carbonator. As the water flows down it gets mixed with the CO2 gas present inside the carbonator. Carbonation can best be obtained by increasing the pressure inside the carbonator vessel and by pre-cooling the syrup before it is pumped to the carbonator. Low gas volume product need not be pre-chilled. CONCENTRATES Flavorings materials used in making carbonated beverages are primarily are alcoholic extracts, emulsions, alcoholic solutions or fruit juices. Concentrates or non-alcoholic beverage bases are supplied by N.B.P.Ls principle company from channo (Punjab) having international standards. On addition of concentrate to the simple syrup we get respective finished syrup ready for further process to bottle beverages. BOTTLE WASHING AND BOTTLE INSPECTON 41 Babasabpatilfreepptmba.com
One of the most important aspects of the bottling operation is the cleaning of the reusable bottles when it returns to the bottling plant. In order to be reused the bottle must be sterile, of acceptable appearance, rinsed free of any detergent of sterilizing agent, and of good mechanical strength. The object of bottle washing is to produce both a clean bottle and sterile one. The fact that bottle looks clean does not indicate it is sterile, and on the other hand, a dirty looking bottle may be a sterile one. The present day bottle washer is designed to both clean and sanitize bottles before sending them to the filling line. BOTTLE WASHING COMPOUNDS Members of the alkali family of chemicals make up the basis of most bottle washing compounds. Caustic soda is the principle ingredient because it has by far the best germicidal properties. Three factors are crucial in the germicidal efficiency of the washer. These are: Contact time, caustic strength and temperature. OPERATIONS OF THE BOTTLE WASHER 1. The first step in the operation precedes the washer. When the cases of empties return to the bottling plant, they must be sorted and culled to remove especially dirty bottles, of ones contaminated with paint, tar, etc, or chipped or broken bottles. This operation is often done by hand. 2. The inspected bottles are feed into the bottle washing machine; automatically. The bottles are turned up side down to drain any contents and given a pre rinse spray wash both internally and externally with plain water with certain pressure. This operation is called pre rinse operation. Then the bottles are moved to pre wash compartment, where the bottles are spray washed both internally and externally with 1 to 1.5% caustic solutions @450 C to 550C temperature. 3. Bottles are then, moved into a tank in the bottle washing machine, where the bottles are soaked with caustic solution of 3 to 3.5% @750 C temperature. To get this best results that bottles are to be soaked in this compartment for a
minimum of 7 minutes at the caustic strength and temperature given as above. This operation cleans and sterilizes the bottle. 4. Then the soaked bottles are moved to a compartment called Hydro, where again the bottles are given spray wash both internally and externally with 1 to 1.5% caustic wash @ 500 to 550 C. 5. Bottles are moved to compartment called pre-final compartment where again the bottles are given spray wash with soft water to remove the caustic traces. Here the temperature is maintained around 400 to 450 C. Finally bottles, free from caustic moved to a compartment called final rinse compartment where the bottles are again, waited sprayed both inside and out side with soft water to deliver a clean and sanitary bottles to the conveyor enrooted to filler at ambient temperature. Before the bottles moved through the conveyor, the bottles are subjected to ethylene blue test to ensure the bottles are free from mold and as also tests are carried out to determine whether the bottles are free from caustic traces. These tests are done at random. Then the washed bottles are moved through conveyor to filler for filling operation. Before the bottles are moved to filler the bottles are subjected to visual inspection. This is called bottle inspection.
BOTTLE INSPECTION The clean bottles undergo inspection after they leave the washer and before they arrive at the filler. Inspection can be done visually by an individual. It is a job requiring a great deal of concentration and no individual can be efficient for long stretches at a time. Provision should be made for changing inspectors frequently, and adequate bright diffused light should be provided which illuminates all parts of the bottle effectively, but does not glare in the operators eyes.
A receptacle should be provided, convenient to the inspector for non-usable bottles, and cases should be handy to accumulate unclean bottles for rewashing. Those bottles found acceptable to the empty bottle inspector are sent for filling and crowning. FILLING AND BOTTLING LINE The bottles, on a suitable conveyor line arrive at the rotary filler, which is equipped with filling heads. The beverage filling unit includes a filling tank, which receives beverages from the carbonator. The tank is also connected to the gas chamber of the carbonator. This connection insures balanced pressure and a proper beverage level in the tank. On entering the head, the bottle is sealed to the filling valve and a counter pressure is established in the bottle. At this point, the pressure inside the bottle is equal to and derived from the filling tank. Once the bottle is properly pressurized, carbonated water flows in displacing air and CO2 in the bottle. The displaced gas passes through the counter pressure lines back to the top of the filler tank. When the proper level of beverage in the bottle is reached, the supply is cut off and the top gas pressure in the bottle is shifted to the atmosphere. Once the top pressure has been released, the bottle is removed from the valve and passes through the crowner. The crowning unit consists of the hopper for holding the crown supply, a crown chute and the crowning mechanism. The crowned bottle then moves from the crowner on to the out feed conveyor. FINAL INSPECTION POINT Then the sealed bottles are moved on a conveyor line and it is subjected to a final inspection. Where the inspector checks for un crowned bottles, over/under filled bottles, foreign matter (if any), and for any other visual defects. Once the inspector satisfies with the quality of product and package, he allows moving the bottles further to the collection table, where the bottles are manually collected and put in the crates of 24 bottles and moved further for warehousing, and awaitingshipment.
PLANT SANITATION The most scrupulous sanitation practices are essential in soft drink plant. The highest standard of cleanliness for premises, personnel and equipment is obviously necessary due to the type of operation involved that of manufacturing a food product. Sanitation is necessary to insure the keeping qualities, proper appearance and full flavour of any soft drink. When the equipment becomes contaminated, yeast, bacteria or mold microorganisms begin to appear in the finished beverage. Increased numbers of these microorganisms will cause the development of undesirable tastes and odors and ultimate spoilage of the product. Nothing will kill the demand for a beverage any quicker than off-tastes and odors or product spoilage. Hence sanitation, good plant house keeping and good manufacturing practice are strictly implemented at N.B.P.L. QUALITY ASSSURANCE: Perhaps the most important activities in bottling plant are those concerned with the maintenance of the standards of purity and uniformity set for the beverages produced. Assurance. To get the too most quality of finished product, all the ingredients such as water, sugar, CO2, concentrate are strictly inspected and analyzed by N.B.P.L Quality Assurance Department. Apart from raw materials, on line sampling, finished products are also tested. Samples of beverages produced are picked up from the market for testing by independent laboratories of international repute. EFFLUENT TREATMENT PLANT The effluent water charged by N.B.P.L is properly treated and neutralized to maintain a value of C.O.D., B.O.D., pH and T.D.S in water as per the guidelines prescribed by the Water Pollution Board of Karnataka. fledged effluent treatment plant. For this N.B.P.L has full These activities can be grouped together under the heading of quality
MARKETING MIX Product Quality Features Options Designs Styles Brand Name Packaging Size, Color, Service Guarantee Warranties Place Channels Coverage Locations Inventory Transport Price List Price Discount Payment Period Credit terms Promotion Advertising Personal selling Sales Promotion Publicity FOUR PS .OF PEPSI COMPANY 46 Babasabpatilfreepptmba.com
Management of the company must design a marketing mix the combination product, place, price and promotion. These four elements must together satisfy the needs of the organization target market and at the same time , achieve its marketing objectives. 1. PRODUCT: Strategies are needed for managing existing products overtime adding new ones and dropping failed products. Strategic decisions must also be made regarding branding, packaging and other product related features such as warranties guaranties. Pepsi company product information: Pepsi Company as a Multi National Company has got enormous number of products since from its beginning it has got a list of thousand together products in its basket. But it is not operating in all the countries with all the products. Because all Pepsi product may not be suitable for the people of every country so by keeping this in mind the Nectar Beverages Pvt. Ltd , Dharwad manufacturing only some products namely: Pepsi ,Blue Pepsi, Mirinda orange , Mirinda Lemon, Mountain Dew ,Slice , 7up, Lehar-soda. But the Pepsi companys present leading brands are Pepsi,7-up, Mirinda orange.In India it is manufacturing only some products viz. SEGMENT COLA ORANGE CLEAR LEMON CLOUDY LEMON MANGO SODA PRODUCTS PEPSI MIRINDA 7UP, MOUNTAIN DEW TEEM MIRINDA SLICE EVERVESS
The above products are available in different bottles sizes and pet packs i. e , 200ml ,300ml,500ml,1liter,2liter. Since from the launch of 200ml(mini ) Pepsi products in the market it is moving very fast in the market place than any other quantity bottles and pet jars , even it has over taken the sales of 300ml bottles as forecasted. 47 Babasabpatilfreepptmba.com
2. PRICE: Price is the most important element of marketing mix. Price is determinant factor for the success or failure of any organization .A pricing strategy is must for entering in to new market or with new product Pepsi products price have been changing season wise and even place wise .Recently company reduces the prices of 200ml Pepsi products to Rs 5/- in the month March/ April 2006, Pepsi company has taken a strategic decision by reducing the price of 300ml Pepsi products up to Rs 6/- in North Karnataka only but earlier it was Rs 8/- for 300ml bottle. 3) PLACE OR DISTRIUTION: Here the strategies involve the management of channels by which ownership of product is transferred from producer to customer, in many case the system by which goods are moved from where they are produced to where they are purchased by the final customer. In Nectar Beverages Pvt, Ltd. They have appointed the stockiest for their products at different places in North Karnataka (i.e. in 13 districts). In turn these stockiest are distributing the cold drinks to retailers and again these retailers are selling these soft drinks to end users. 4) PROMOTION Promotion activities are must for every organization. It creates a basic platform for moving the company products. Sometimes promotion activates play a crucial role. With ought it products / services cannot move themselves: it includes advertisement, personal selling, sales promotion and publicity. Pepsi Company is trying to raise its penetration by offering name boards, stands for keeping the products, money to some shop keepers for interior decoration, Refrigerators, trade discounts, cash discounts, credit facilities, Pepsi has laced it self as new generation drink. Pepsi focused on youth spontaneity irreverence as its brand personality. Pepsi ads have a elements of surprise a originally. The selling plats form being cricket, music, and films.
ORGANIZATION CHART: NECTAR BEVERAGES Pvt. Ltd.
Resident director (CEO)
GM (Plant)
Manager (Finance)
Manager (HR)
Manager (Territory developmen t) Executive General
Assistant Manager
Executive HR
Executive Administrator
Executive Accountant
Assistant
Clerk
Shipping (Executive)
Store (Executive)
Manager (Production)
Manager (Maintenance)
Manager (Quality Control)
Executive (Quality Control)
Customer (Executive)
Customer Executive
Area Sales Manager
Total Employment of N.B.P.L: CEO Managers Executives Staff : 01 : 05 : 36 : 09
Permanent Workers : 50 Temporary Workers Non Seasonal: 30 Seasonal : 120
HEADS DEPARTMENTS OF N.B.P.L. 1. Human Resource Department 2. Sales and Marketing Department 3. Finance Department 4. Production Department MARKETING CHANNELS There are two types of marketing channels: 1. Consumer marketing channels. 2. Industrial marketing channels. N.B.P.L. Pepsi Co. is a Fast Moving Consumer Goods (FMCG) Company which comes under consumer marketing. So this consumer marketing channel includes four levels of channel they are, a. 0-level channel b. 1-level channel c. 2-level channel d. 3-level channel 51 Babasabpatilfreepptmba.com : Mr.R.A.Baakale : Mr.Ranjit Morey : Mr. K.Chetan : Mr.M.A.Pritviraj
CONSUMER MARKETING CHANNEL OF N.B.P.L PEPSI CO. 2-LEVEL CHANNEL
MANUFACTURER
WHOLESALER
RETAILER CONSUMER (End User)

The 2-Level channel is company to manage the business and reduce the high risk adopts the most suitable marketing channel for N.B.P.L PEPSI CO. this channel. In this channel company main work is to manufacturing the products and promoting the products to the wholesalers. Here the wholesaler is the main key for the companys business growth. This channel makes it easy for the customers to purchase product, but by providing greater service output which increases channel costs and there by increases prices for customers. So 2-level channel which correlates with companys market functioning.
FUNCTION OF MARKETING CHANNEL 52 Babasabpatilfreepptmba.com
A marketing channel performs the work of moving goods from producers to consumers. And its key functions are; It gathers information about potential and current customers, competitors, and other factors and forces in the marketing environment. It develops and disseminates persuasive communications to stimulate purchasing. It reaches agreements on price and other terms so that transfer of ownership or possession can be affected. It place orders with manufacturers. It acquires the funds to finance inventories at different levels in the marketing channel. It assumes risks connected with carrying out channel work. It provides for the successive storage and movement of physical products. It provides for buyers payment of their bills through banks and other financial institutions. It over sees the actual transfer of ownership from one organization or person to another. MARKET SHARE DHARWAD HUBLI BELGAUM HAASAN DAVANGERE MADHURAI BIJAPUR 58% 60% 50% 99% 87% 88%
TASK ENVIRONEMENT: 53 Babasabpatilfreepptmba.com
A. Markets: The major market segments are Bars and wine centers. Students in soft drinks houses, restaurants, convenience stores. Families that like to store pet bottles.
C. Competitors: The major competitor is Coca-Cola along with local/unorganized sector. Pepsi Co. Brands Pepsi 7-up Mountain Dew 7up Ice Mirinda Orange Mirinds Lemon Slice Evervess Soda Teem Soda Aquafina (water) Tin Duke Soda Diet Pepsi Coca Colas Brands Coke Thums up Sprite Citra Fanta Limca Maaza Kinley(water)
D. Distribution and dealers:
The three main channels to reach the consumers are s Production Unit
Distributor
Distributor
convenience Store C: Pan shops Bakeries Theaters
Groceries -General stores
Restaurants -Bars -Cool drink house -Restaurants -Canteens Empty
Consumers
E. Suppliers: 55 Babasabpatilfreepptmba.com
The suppliers are of bottles, caps, openers, posters, advertising boards, sugar, flavors etc.
F. Facilitators and marketing firms: The transportation and ware housing is outsourced. Pepsi Co has excellent advertising agency. It is rated as top 3rd brand in India after ITC. G. Publics: Teenagers and alcoholics form major opportunities. RESEARCH DESIGN After defining the problem. The research design is a plan specifying the sources of collection of data and analysis of needed information, data collection sources and comprise of both primary and secondary data. -Selection of data collection. Primary data : In depth interview Questioners Interaction Secondary data : Internet
- Selection of measurement technique. Quantitative analysis, pie charts - -Primary considerations in sampling. -Population -sample size -Method of analysis : retailers : 100 : Quantitative : I have made and effort to make this work free from personal opinions and likings. 56 Babasabpatilfreepptmba.com -sample frame : all the retailers in Hubli-Dharwad.
-Ethical Aspects
THEORETICAL BACKGROUND FOR THE PROJECT As marketing is a process, which starts with customer and ends with customer. But in between this process retailer plays an important role in affecting the buying decision of customer, which is indirectly affecting the sale. So my intension is to find out the percentage by which retailer can be satisfied to maximum extent. So that sales and brand image of company can be increased. Previously the manufacture used to make a product and sell it to the customer without giving any importance to retailers. In case of beverage industry also the scenario has totally changed. There is much competition. After that competition is increased. Then company realize the importance of retailer and his needs and what he except from the company product. Company has begun to invest on research to understand and what is the perception of retailer about various policies by company. Utility of the project: To know the expectation of the retailers among the Pepsi products To know the average sale of Pepsi products. To know the company promotional activities. To know the retailers satisfaction level towards the Pepsi product. To know the retailers complaints regarding the price and availability of Pepsi products.
To study or know the reasons for purchasing the Pepsi products. .To knows the retailers satisfactions towards the margin/profit are provided by selling Pepsi product
INTRODUCTION TO THE PROJECT SITUATIONAL ANALYSIS The major players in soft drink market in India are Coca-Cola and PepsiCo; both the companies have strong brands, which compete against each other. The current industry growth rate is 7%, which was 22% before the pesticide issue. The pesticide issue has affected both the companys sales and market share very badly. The end result was the consumers shifting to health drinks, which is and increasing trend and threat to both the companies. In order to increase their market share both the companies introduced 200 ml bottle this helped the total industry to grow by 10%. Currently there is price war going between both the companies.
RESEARCH METHODOLOGY Research objective: To study the various policies of PepsiCo toward retailers. Sub-objectives of the study: 1. Are the retailers aware of various policies by PepsiCo. 2. Does Policies affect the sale. 3. What is the retailer perception about various Policies by Pepsico? 4. Is there a need for modification in Policies
Sources of information: 1. Primary sources: a. Collecting information through retailers. b. Interview with retailers. c. Questionnaire.
2. Secondary sources: a. Internet. Sample size: All the potential retailers in Hubli-Dharwad were considered in sample (100).
Methodology Exploratory Research Exploratory Research is concerned with discovering the general nature of the problem & the variables that relate to it. During this study, exploratory research is carried out to identify the variables like - Which factors influenced you to go for Pepsi brand? Descriptive Research After discovering the general nature of problem and the variables relating to it with the help of exploratory research, a descriptive research is carried out during the study for the purpose of accurate description of variables in the problem. Descriptive research is carried out with the help of primary data collected from the retailer, through questionnaire aided with personal interview
GRAPHICAL REPRESENTATION TABLE 1 1. How long are you in this Business of Retail?
70 66 60
50
40
30
20
20
10
Count
8 0 < 1 th an 1 year
6 > 2year an d <3 year > 4year
> 1year an d < 2 year
Ho w lo ng are yo u in this Bus ines s o f Retail

From the above table it is clear that 8% falls in less than 1 year 6% falls in more than 1year and less than 2 year 20% falls in more than 2year and less than 3 year 66% falls in more than 4year
Frequency Percent Valid < 1 year > 1year and < 2 year > 2year and <3 year > 4year Total 8 6 20 66 100 8.0 6.0 20.0 66.0 100.0
Valid Percent 8.0 6.0 20.0 66.0 100.0
Cumulative Percent 8.0 14.0 34.0 100.0
How long are you in this Business of Retail * Are you comfortable with various policies matter of the Crosstabulation Count Are you comfortable with various policies matter of the yes no 6 2 3 3 2 18 34 32 45 55
Total 8 6 20 66 100
How long are you in this Business of Retail Total
< > > >
1 year 1year and < 2 year 2year and <3 year 4year
Inference: We can conclude that Out of 100 retailers that I surveyed 20% retailers less than 1 yr say that are not satisfied with various policies by Pepsi. 50% retailers between 2 to 3 yr say that are not satisfied with various policies by Pepsi. 90% retailers between 3 to 4 yr say that are not satisfied with various policies by Pepsi. 48% retailers more 4 yr says that are not satisfied with various policies by Pepsi. 75% retailers less than 1 yr say that are satisfied with various policies by Pepsi. 52% retailers more 4 yr says that are satisfied with various policies by Pepsi. The result shows that less than 1yr 75% is satisfied and more than 4yr are 52% satisfied.The retailers are aware of various polices by Pepsi. Which satisfactory at the same time it needs treatment so that more number of retailers can be satisfied TABLE 2
2. Are you a retailer of exclusive Company Pepsi coke both No
Are you a retailer of exclusive Company?
P e p si 2 8.0 %
b oth 7 2 .0 %
From the above table it is clear that 28% retailers used to sale exclusive Pepsi 72% retailers used to sale exclusive Pepsi This is showing the potential of Pepsi brand in Hubli-Dharwad Region
Valid
Pepsi Both Total
Frequency 28 72 100
Percent 28.0 72.0 100.0
Valid Percent 28.0 72.0 100.0
Cumulative Percent 28.0 100.0
Are you a retailer of exclusive Company * How many times in month do you purchase cold drink Crosstabulation Count How many times in month do you purchase cold drink 1 times to 2 times to 4 times to More than 2 times 4 times 8 times 8 times 9 3 16 8 12 1 51 17 15 1 67
Total 28 72 100
Are you a retailer of Pepsi exclusive Company both Total
When I crosstab are you exclusive retailer and how many time you purchase in a month I found that out of 28% of the samples 9% retailers says that they buy 1 to 2 times, 3% retailers says that they buy 2 to 4 times, 16% retailers says that they buy more than 8 times, Out of 72% respondents 8% retailers says that they buy 1 to 2 times, 12% retailers says that they buy 2 to 4 times, 1% retailers says that they buy 4 to 8 times, 51% retailers says that they buy more than 8 times, This shows those old retailers are started buying more cold drink from competitor, which is not a good sign and PepsiCo needs to come up with more scheme and quality, which is a strong point for having max market share. TABLE 3 63 Babasabpatilfreepptmba.com
6. How many times in month do you purchase cold drink a) 1 times to 2 times b) 2 times to 4 times c) 4 times to 8 times d) More than 8 times How many times in month do you purchase cold drink FrequencyPercent Valid 1 times to 2 times 2 times to 4 times 4 times to 8 times More than 8 times Total 17 15 1 67 100 17.0 15.0 1.0 67.0 100.0 Valid Percent Cumulative 17.0 15.0 1.0 67.0 100.0 Percent 17.0 32.0 33.0 28.0 100.0
From the above graph it is clear that(retailer says that number of visits by route)
How many times in month do you purchase cold drink * which of the following purchase more Crosstabulation Count which of the following purchase more pepsi brand coke brand 15 2 8 7 1 50 17 73 27
How many times in month do you purchase cold drink Total
1 times to 2 times 2 times to 4 times 4 times to 8 times More than 8 times
Total 17 15 1 67 100
From the above graph it is clear that(retailer says that number of visits by route) 64 Babasabpatilfreepptmba.com
Out of 17% retailers 15% says that supply 1 times to 2 times (Pepsi) Out of 15% retailers 8% says that supply 2 times to 4 ti Out of 67% retailers 50% that supply is More than 8 times From the above statement it is clear that majority of people says that supply by Pepsi is satisfactory.
TABLE 4 7. Which of the following do you purchase more Pepsi Brand Coke Brand other
which of the following purchase more Frequency Percent Valid Percent Cumulative Percent
Valid
Pepsi brand Coke brand Total
73 27 100
73.0 27.0 100.0
73.0 27.0 100.0
73.0 100.0 173.0
coke brand 27.0%
pepsi brand 73.0%
From the above table it is clear that From this cross tabulation I found that 63% people are saying that the margin level is the same and 10% says that Pepsi is giving more and 4% says coke giving more margins. It is a good sign for the company and it needs
TABLE 5 8. What kind of facilities are given by Pepsi/coke in case of a) Stocking b) Damaging c) Defective pieces d) Satisfied What kind of facilities are given by Pepsi/coke in case of Frequency Valid Stocking Damaging Defective 1 1 24 Percent 1.0 1.0 24.0
Satisfied Total
74 100
74.0 100.0
stock i n g 1 .0 % d a m a g in g 1 .0 % d e fe ctiv e 2 4 .0 %
sa tisfie d 7 4 .0 %
From the table it is clear those retailers facing the problem with 1% of retailer facing problem in Stocking ,1% in facing problem in Damaging,22% in facing problem Defective pieces,31% not Satisfied. The results are satisfactory
TABLE 6 14. Are you comfortable with various policies matter of the Pepsi Yes No Frequency Valid yes no Total 45 55 100 Percent 45.0 55.0 100.0 Valid Percent Cumulative Percent 45.0 55.0 100.0 45.0 100.0 Are you comfortable with various policies matter of the pepsi
56 55
54
52
50
48
46 45
44
Count
42 yes no
Are y o u co m fo rtable w ith v ario us po licies m atter o f the
Are you comfortable with various policies matter of the * which of the following purchase more Crosstabulation Count which of the following purchase more pepsi brand coke brand 40 5 33 73 22 27
Are you comfortable yes with various policies no matter of the Total
Total 45 55 100
From the table it is clear that 33% retailers are still unsatisfied with various polices by Pepsi company have to made new promotional policy which can help to improve the potential market for the Pepsi company
FINDINGS AND CONCLUSION FININDNGS 1) From the research it is clear that all most all the retailers keep Pepsi and Coke in their shop. i.e. Pepsi 28% 2) Most of the retailers are doing business more than 4 years i.e. 66%, between 2 to 3 years 20%, 1 to 2 years 6%, less than 1 year 8%. 3) As according to the consumer demand most of the retailers store in their shop Pepsi 28%. 4) Most of the retailers are satisfied with the Company service i.e. 45% but 55% of the retailers are not satisfied with the company policies.
CONCLUSION 71 Babasabpatilfreepptmba.com
Thus according to this survey we conclude that most of the retailers stock both the products Pepsi and Coke because of consumer demand for the product and also for the service provided by the company. Retailers prefer Pepsi brand more because sales person maintain a very good relationship with the retailer. Retailers prefer Pepsi brand more because quality. The most important parameter is the scheme given by Pepsi is really good.
RECOMMANDATION 1) The Company should provide more coolers to the retailers maximize sale. 72 Babasabpatilfreepptmba.com
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. but its is not reaching to every retailer.
LIMITATIONS
The survey was conducted only in Hubli-Dharwad, so the conclusion made are applicable to Hubli-Dharwad City only and it is also time bound (i.e. carried out in may to July). The sample size was 100.which is not representing whole population, which will affect the result to some extent
BIBLIOGRAPHY
Reference: 1) Marketing Management (Philip Kotler) (Eleventh Edition) 2 Marketing research by Parashuraman
Websites: http:/www.pepsico.com http:/www.pepsiworld.com http:/www.beveragesmarketing.com
ANNEXURE: QUESTIONNAIRE Dear Retailers,
Personal detail: Name :____________________________________________________________ Channel:____________________________________________________________ 1. How long are you in this Business of Retail a) Less than 1 year b) More than 1year and less than 2 year c) More than 2year and less than 3 year d) More than 4year 2. Are you a retailer of exclusive Company Pepsi Coke Both
3.Which are Other Brands of cold drink you have yes 4. Mention Quantity (_____________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ __) No
How do you differentiate your business in different month
5. How much (cases/crate) you able to sell in a year/month Colddrink (__________________________________________________________) 6. How many times in month do you purchase cold drink d) 1 times to 2 times e) 2 times to 4 times 76 Babasabpatilfreepptmba.com
f) 4 times to 8 times g) More than 8 times 9. Which of the following do you purchase more Pepsi Brand Coke Brand other
8. What kind of facilities are given by Pepsi/coke in case of e) Stocking (_______________________________________________________) f) Damaging (______________________________________________________) g) Defective pieces (_________________________________________________) h) Satisfied (_________________________________________________) 10. Which Brand gives you more margins Pepsi coke same
11. Margin range on average (RGB) a) Between Rs.0.5 to Rs.1.0 b) Between Rs.1.0 to Rs.1.5 c) Between Rs.1.5 to Rs.2.0 d) Between Rs.2.0 to Rs.2.5 e) More than 2.5 11. Margin range on average (PETS) a) Between Rs.0.5 to Rs.1.0 b) Between Rs.1.0 to Rs.1.5 c) Between Rs.1.5 to Rs.2. 77 Babasabpatilfreepptmba.com
d) Between Rs.2.0 to Rs.2.5. e) More than 2.5
12. Did you got any sales promotion activity a) Refrigerator (mention Type Capacity Brand Price Year b) Display racks (replacement/paid ___________________) Bottle holding capacity ______________ 13. What kind of gift you get during season a) Gifts b) Painting c) Hoarding d) Dealer board 14. Are you comfortable with various policies matter of the Pepsi Yes No
15. Any new flavor you want to suggest or expectation from Pepsi/Coke (__________________________________________________________________ ___________________________________________________________________ 78 Babasabpatilfreepptmba.com
___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ _____________________________________________
Thank you for your co-operation.

A Project Report On Various Policies of Pepsi Toward Retailers Mba Marketing

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

A Project Report On Various Policies of Pepsi Toward Retailers Mba Marketing

Uploaded by

Copyright:

Available Formats

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.

PAGE NO 0-1 0-2 3-4 5-9 10-73

Findings & Conclusion Recommendations Limitation of study Bibliography Annexure

74-75 76-0 77-0 78-0 79-84

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

Brands: PEPSI BRANDS

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

Pepsis Wild Bunch

Pepsi Company is using wonderful slogan

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

QUALITY ASSUARANCE: 31 Babasabpatilfreepptmba.com

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

DIFFERENT IMAGES OF PEPSI COMPANY 33 Babasabpatilfreepptmba.com

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

STUDY ON VARIOUS POLICIES OF PEPSI TOWARD RETAILERS AT NECTAR BEVERAGES PVT.LTD

ORGANIZATION CHART: NECTAR BEVERAGES Pvt. Ltd.

Resident director (CEO)

Manager (Territory developmen t) Executive General

Manager (Quality Control)

Executive (Quality Control)

_________________________________ _ _ ___________