Name of the institute

SYNOPSIS APPROVAL PROFORMA

1: - Name :

2: - Registration :

3: - Course : MBA III year

4: - Institution :

5: - Study Centre :

6: - Address :

7: - Name & Designation of the Project Guide :

8: - Title of the Project : ANALYSIS OF DISTRIBUTION

OF PEPSI IN WHITE & GREY AREAS

9: - Name of the Organization :

10: - Place where project is to be conducted :

Place :

Date : (Signature of the student)

APPROVAL RECORD
(To be completed at(institute name))

Approved/ Not Approved (Signature of approving authority stamp)

Title of the Project:-

“ANALYSIS OF DISTRIBUTION OF PEPSI IN

WHITE & GREY AREAS”

STATEMENT OF THE PROBLEM:-

Pepsi has been a universal flavor for decades. The coolest Drink on earth; having
quenched the thirst of a whole generation of young men and women across the globe, it
represents their aspirations, lifestyle and sense of independence. RKJ Group has been
responsible for bringing this Universal Drink home.

The group manufactures and markets carbonated and non- carbonated soft drinks and
mineral water under the Pepsi Brand. The various flavors and Sub- brands are Pepsi,
Mirida Orange, Mirida Lemon, Mountain Dew, 7 Up, 7-Up Lemon Bite, Evervess Soda
and Aquafina.

It supplies the product from its 7 bottling plats located at Kosi, Alwar, Bhiwadi, Jodhpur,
Goa, Dharwad and Nepal.

It has the license to supply beverages in the territories of western U.P., East Delhi, part
of M.P., whole of Rajasthan, Goa, 3 Districts of Maharastra and the whole of Nepal.

Varun Beverages Ltd.(Is a part of RKJ Group) Is a franchise of Pepsico India Ltd. It has
a good distribution channel in the East Delhi. It consists of nineteen routes. But some
of the areas are left uncovered due to various problems. As results in spite of the
product being of good quality and Internationally recognized brand, Pepsi is not
demanded in that white and grey areas due to present distribution system.

White Areas: - Those areas where company’s truck goes directly for the distribution.

Grey Areas: - Those areas where the dealer does company distribution and they use
small Autos, Rickshaws etc for door delivery.
WHY I CHOOSE THIS TOPIC:-

I am an Employee of Varun Beverages Ltd. as a Senior Sales Executive in the same

department and have been observing this decline in sales and profit. To identify the root
cause of the problem the company has given me this assignment to survey of that
territory and submits the report. So that the company can take the necessary action to
increase its sale in that territory and by increasing the staff, reduce the extra staff and
change the route of the vehicle and the sales persons.

As a student of MBA I am interested in the FMCG sector, so this project will help to
understand the market scenario of these types of products in that territory and will help
me to building my career in FMCG sector and also I could get an on hand experience to
carry out a project taking a major topic in Marketing / Marketing penetration. The
learning experience will add a lot of value to my knowledge gained though the course
curriculum.

WHAT CONTRIBUTION WOULD THE PROJECT MAKE AND TO WHOME ;-

Results of my survey and analysis would provide very useful inputs to the management
of VARUN BEVERAGES Ltd. who is suffering the loss in sale and profit. Because of the
present distribution system which company feels there are some lapses due to which
there is less sale and the company wants to rectify it asap. They have welcomed my
effort and are looking forward to collecting all available data in this respect for examining
the problem in totality.

As per the present market trend this business is totally depend on volume. My survey
will enhance the sale and then profit of the company and to the distributors/ dealers/
shopkeepers vice versa. It will also help to those consumers who love the flavors of
PEPSICO.
 OBJECTIVES OF THE STUDY

Primary Objectives: -

The main objectives of the project are to study the distribution pattern used by the Varun
Beverages Ltd.

Secondary Objectives: -
1: - It will help us to know the brand positioning in the market.
2: - The Company will know its share in that particular territory.
3: - The Company can change the route of the vehicle and the sales person’s so that
there can be more sales and resulting in more profit.
4: - The Company will know about the competitor’s strategy and will make its strategy to
capture the market.

METHADOLOGY

Primary Data: - For obtaining the Primary data for my projects, I propose to use two
search instruments i.e. Questionnaire and Structured Interviews:

a. Questionnaire

I. Sample Size : 15
ii Sample Composition
Distributors :2
Dealers :2
Shopkeepers :2
Supervisors/ Workers :2
Consumers/ Buyers :5

b. Structured Interviews : 10
ii Sample Composition
Distributors :1
Dealers :1
Shopkeepers :2
Supervisors/ Workers :1
Consumers/ Buyers :5
Secondary Date

I propose to get the secondary data from:

a. Previous in house studies in the Varun Beverages Ltd.

b. Earlier complaints/ regular complaints/ letter of consumers/ buyers/ and past
employees.

CHAPTER SCHEME

The chapter scheme in the project report is planed to be under:

Chapter 1 Introduction
Chapter 2 Objective and Scope
Chapter 3 Methodology
Chapter 4 Data Collection
Chapter 5 Date Analysis
Chapter 6 Findings
Chapter 7 Recommendations
Chapter 8 Conclusion