Project report on summer training

"KEY PERFORMANCE INDICATOR OF DISTRIBUTION CHANEEL in PepsiCo. S.M.V beverages, Jamshedpur

A franchisee of Pepsi India limited

PepsiCo Jamshedpur. Submitted in partial fulfillment of the requirements for the degree of Master of Business Administration (2010-2012) affiliated to Punjab Technical University, Jalandhar

SUBMITTED TO:Ms. Harpreet Kalsi PIMT

SUBMITTED BY:Md.Sajid Hussain Roll No. 104982249528

PUNJAB INSTITUTE OF MANAGEMENT AND TECHNOLOGY MANDI GOBINDGARH

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ACKNOWLEDGEMENT

I, MD. SAJID HUSSAIN, MBA Student in PIMT, mandi gobindgarh is highly grateful to all those who guided me in completing this project. First of all, I would like to pay my heartiest thanks to entire family of PEPSICO SMV BEVERAGE JAMSHEDPUR especially. MS. MUKTI RANI, who provided us such a wonderful opportunity to do, and provided their valuable suggestions in understanding the work of Research Project. Last but not the least, we would like to thanks to MR. ASHWINI KUMAR (CUSTOMER EXECUTIVE), of PepsiCo Jamshedpur, who gave me the useful tips and suggestions regarding my project.

Words can never express the deep sense of gratitude, we feel for PEPSICO employees, who has been a constant source of inspiration and encouragement for us. BATCH (MBA 2010-2012)

With Sincere Thanks

Md.Sajid Hussain

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DECLARATION

I, Md. Sajid Hussain, student of Punjab institute of management & technology. Enrollment no. 104982249528 ,tend to certify that all the information hereby provided by me about the organization concerned and about the subject assigned is true & is collected from authentic sources as far base on my knowledge.

Palace

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CONTENTS
Introduction

Company profile of PepsiCo

Organizational description of SMV Beverages

Objectives of the study

Research methodology

Analysis and interpretation

Findings

Limitations.

Suggestions

Conclusion.

Bibliography

Annexure

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INTRODUCTION
This project highlights the basic concept of the distribution channel consisting of the types of distributors, the effective way of choosing the distribution channel, channel relationships. The key factors which make distribution channel more effective& make the distribution channels for attractive. It also includes the company profile of PepsiCo along with the product mix, competitive review, marketing mix, SWOT analysis, slogans, marketing of Pepsi. The organizational description of SMV beverages, which is the distributor of PepsiCo at Jamshedpur, is also highlighted. It also consists of the SWOT analysis of SMV beverages and the various stock keeping units at SMV beverages. Finally it includes the basic objectives of the study, the research methodology, the analysis and interpretation and the findings and recommendations of improving the effectiveness of the distribution channel at Jamshedpur.

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Key performance indicators in the distribution channel of Pepsi

key performance indicators are those element which help to understand the performance of any product. Key Performance Indicators, also known as KPI or Key Success Indicators (KSI), help an organization define and measure progress toward organizational goals.Once an organization has analyzed its mission, identified all its stakeholders, and defined its goals, it needs a way to measure progress toward those goals. Key Performance Indicators are those measurements

Key Performance Indicators are quantifiable measurements, agreed to beforehand, that reflect the critical success factors of an organization. They will differ depending on the organization. There are some factors which makes more effectiveness of the distribution channel of Pepsi these factors are Inventory Transportation Location Information Order processing etc.

Identification of key performance indicators in the distribution channel of soft drinks .the information thus collected to provide information that will assist in recognizing &reacting to marketing opportunities and problem.

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Procedure:

The procedure for identification of KPIs is as following

1. The first and foremost thing was the identification of the units of distribution channel .they are distributors, retailers, sales agent etc.

2. The members of marketing channel system perform a number of key functions. some functions are physical, little, promotion that constitutes a forward flow of activity from company to customer& other functions like order processing & payments constitute a backward flow from customers to company, Still other like information, negotiation finance & risk taking occur in both.

3. After the identification of KPIs. The next most important thing was to understand the approaches of the soft drinks companies in designing the distribution channel, where the end product are soft drinks. The two majors pepsin d coca cola has adopted two completely different approaches for availing the product to end consumers.

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INTRODUCTION OF DISTRIBUTION CHANNEL

THE RETAIL DISTRIBUTION CHANNEL

In addition to a supply chain, manufacturers and retailers participate in another give-andtake relationship known as a distribution channel or marketing channel. A distribution channel is similar to, but different than, a supply chain. The distribution channel is where the deals are made to buy and sell products. Sales, negotiations, and ordering are done by these companies, or departments within companies. Then the supply chain kicks in, to do the physical work of manufacturing, transporting, and storing the goods; and facilitating the sales with services like consumer research, extending credit, and providing other services related to making the products attractive to customers and encouraging their ultimate sale.

PARTICIPANTS IN DISTRIBUTION CHANNEL

RETAILERS- The characteristic that sets a retailer apart from other members of its distribution channel is that the retailer is the party who ultimately sells the product to its end user or consumer. Retailers may be grouped according to any of the following four categories: Ownership. Every brick-and-mortar retailer can be classified as a large, national chain store; a smaller, regional chain store; an independent retailer; or a franchisee. Pricing philosophy. Stores are generally either discounters or full-price retailers. Within the discounter category, there are several subcategories such as factory outlets, consignment stores, dollar stores, specialty discount stores, warehouse membership clubs, and so on.
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Product assortment. The breadth and depth of product lines carried by the store depends a lot on its ownership. An Ann Taylor store, for example, sells Ann Taylor branded clothing not much breadth of product line there, but extensive depth in that line. A Kmart, on the other hand, carries thousands of brands, but perhaps does not have much depth (not many brands) in any given category of product. Service level. The more exclusive or specialized the store, the more types of services it will generally offerfrom a name-branded credit card, to on-site alterations, to liberal return policies for its loyal customers. With the big box discounters, on the other hand, customers pay for convenience and bypass traditional service, by bagging their own groceries and the like.

WHOLESALERS- Wholesalers are intermediaries or middlemen who buy products from manufacturers and resell them to the retailers. They take the same types of financial risks as retailers, since they purchase the products (thereby taking legal responsibility for them), keep them in inventory until they are resold to retailers, and may arrange for shipment to those retailers. Wholesalers can gather product from around a country or region, or can buy foreign product lines by becoming importers. The term wholesale is often used to describe discount retailers (as in wholesale clubs), but discounters are retailers, not technically wholesalers. And in B2B channels, wholesalers may be called distributors.

AGENTS & BROKERS- Agents (sometimes called brokers) are also intermediaries who work between suppliers and retailers (or in B2B channels), but their agreements are different, in that they do not take ownership of the products they sell. They are independent sales representatives who typically work on commission based on sales volume, and they can sell to wholesalers as well as retailers. In B2B arrangements, this means they sell to distributors and end users. Resident sales agents are good examples in retail. They reside in the country to which they sell products, but the products come from a variety of foreign manufacturers. The resident
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sales agent represents those manufacturers, who pay the agent on commission. A resident sales agent does not always have merchandise warehoused and ready to sell, but he or she does have product samples for which orders can be placed and is responsible for bringing the items through the importation process. Retailers that dont have the money, time, or manpower to send someone overseas for manufacturers site visits to check out the new product lines can depend on a resident sales agent to do the job. Buying offices can also be considered a type of agent or broker, since they earn their money pairing up retailers with product lines from various manufacturers.

THE NEED FOR DISTRIBUTION CHANNEL

Why are all these layers needed in distribution? Why cant a producer simply sell to a retailer, who sells to a consumer? Its a fair question, and in some cases, that is exactly how it happens. But the fact is that many producers are either too small or too large to handle all the necessary functions themselves to get their products to market. Consider the small, specialty manufacturer who is terrific at making fine leather handbags but may not have the expertise to market its products as well as it makes them, or they may not have the money to hire a team of full-time salespeople to court the customers and secure the orders. An intermediary who works for several small, noncompeting firms can easily handle those functions cost-effectively. An intermediary who specializes in importing and exporting can handle the intricacies of customs paperwork, overseas shipping, and foreign markets, too. Conversely, large companies need intermediaries because they are also in the business of manufacturing, not marketing. Turning out tens of thousands of cases of soft drinks, for instance, do you think Pepsi has time to take and fill individual orders from households? Channel members like wholesalers and retailers are useful because they are best at specific aspects of sales in their markets, leaving the manufacturers to do what they do bestwhich is turn out the best possible product.
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Having a distribution channel breaks the whole buying and selling process and all its related negotiations into manageable tasks, each performed by companies that specialize in certain skills. Using an import wholesaler, for example, can be handy because they know the laws and customs of the suppliers nations; and they generally offer their own lines of credit so the retailer wont have to deal with currency exchange or negotiate payment terms with a bank in another country. Another advantage of the distribution channel is its ability to even out the natural ebbs and flows of a supply chain. This comes from the ability of some channel members to store excess goods until they are needed, and to stockpile goods in anticipation of seasonal sales peaks. Depending on how close their relationships, channel members may also work together to purchase goods or services in greater quantity at discounts, passing the savings on to customers. Even for consumers, the distribution chain is handybeyond handy, in fact! It has become a necessity in our society. What if there were no supermarkets, for instance? Can you imagine how much more time and money you would spend having to buy every item at its source? How practical would it be to run out to the nearest farm to pick up a quart of milk and some salad ingredients on your way home from work?

TYPES OF CHANNELS
DIRECT CHANNEL- This is when the same company that manufactures a product sells it directly to the consumer or end user. Dell is a direct channel marketer. Mail-order catalog sales companies, like Lands End, are also direct channel sellers.
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RETAILER CHANNEL- This is when the producer sells to the retailer, and the retailer sells to the consumer. WHOLESALER CHANNEL- Intermediaries play a role here, as the manufacturer sells to a wholesaler . . . who sells to a retailer . . . who sells to the consumer. AGENT OR BROKER CHANNEL-The most complex arrangement involves several transactions, often because the merchandise is being imported. The producer sells to an agent . . . who sells to a wholesaler . . . who sells to a retailer . . . who finally sells to the consumer or end user. DUAL CHANNEL OR MULTIPLE CHANNEL- This term refers to the use of two or more channels to sell products to different types of customers. A lawnmower manufacturer, for example, might sell some product lines at retail and others to commercial lawn care companies, each requiring different intermediary services.

HOW CHANNELS ARE CHOSEN

Although retailers drive distribution channels, it is not usually the retailer who makes the decision to utilize one channel over the others. The producer of the product makes this decision. There are several characteristics of product lines that makes them more or less appropriate for a particular type of channel. Briefly, these characteristics can be summarized as follows: The products themselvesIf a product is perishable, like many grocery items, it requires

the shortest, most direct distribution channelwhich means the fewest possible intermediaries along the way. If a product is customized, like an expensive assembled-toorder computer system, it also benefits from a short distribution channel. There is no need for intermediaries when a customer orders a custom product directly from the company that makes it. Long distribution channels correspond to small purchases, either because the retailer doesnt carry much inventory or the consumer buys the item in small quantities.

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The type of customer- Who are the customers, what do they need and expect from their shopping experience, and where are they willing to go to buy this type of product? How much quantity do they buy at a time? A channel may be chosen because it best reflects the end users buying habits. Business-to-business customers have completely different needs and buying habits than individual consumers. Market size-This factor encompasses two things: the population of an area and whether it is urban or rural. It is easier to sell direct to customers in a large city with lots of potential outlets for a product line. The more widely dispersed the stores, the more logical the dependence on agents and wholesalersor on multiple retailers in different citiesto keep product sales strong and steady. The producers level of control- Most top-dollar clothing designers and fragrance manufacturers do not want their products showing up anywhere and everywhere. Theyve worked hard to build an exclusive reputation, and they expect their distribution channel to work just as hard to protect and enhance their upscale image. These producers will choose a distribution channel that ensures no discount merchants have access to their lines, and they will count on the members of their channel to honor their wishes and not make bargain deals. The size of the producing company- A producer is likely to sell direct when the company is large enough to handle the additional responsibilities that intermediaries would otherwise providecredit to customers, warehouses for their own goods, the ability to hire and train their own sales representatives. Smaller producers require a larger distribution chain in order to fill these roles. The size of the retailers- A segment of the industry that is fragmented, with most of the stores operating as single units, requires the distribution channel to be longer. This was the case in the 1980s with video rental stores, for example, until Blockbuster Video opened and began its climb to dominate the market.

TYPES OF DISTRIBUTION WITHIN CHANNELS

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The channel members may handle different portions of the transaction, but they must all agree on the end resultthat the product(s) will be placed in the market in the manner desired by the producer or manufacturer, and that placement of the product(s) meets the contractual agreements of producer, retailer, and everyone in-between. Once a channel is selected, the distribution strategy can take three different forms. They are listed as follows, from most restrictive to least restrictiveand remember, in retail, the term restrictive does not automatically have a negative Connotation. EXCLUSIVE DISTRIBUTION is thought of most frequently for high-dollar products such as luxury cars or Rolex watches, but the fact is that even small-ticket items like toys are considered exclusive when they are in high demand. In an exclusive distribution agreement, one retail store or chain of stores has the legal right to market and sell the product line in a geographic area. Exclusive distribution is sometimes requested by the retailer, not the producer, to ensure that the retailer has something unique, that customers cant get anywhere else. This may also mean the retailer commits to not selling any products that are going to compete with the line. In exchange, the producer or manufacturer offers sales assistance, training, point-of purchase materials, and other perks to the exclusive distributor. Such a distribution arrangement can work toward the exclusive image of the product (because its harder to get), the retailer (for having the only ones available), and the manufacturer (by implying that the company is interested in marketing quality, not quantity.) In B2B commerce, exclusive distribution works well for extremely specialized product lines, such as heavy equipment or high-tech products, ordered to the customers specifications and budgeted for in advance of the purchase. SELECTIVE DISTRIBUTION means the retailers are carefully screened, and only a few are permitted to carry the product line. As with exclusive distribution, part of the goal here is to enhance the image of the product by making it harder (but certainly not impossible!) to obtain. This allows the retailer to charge full price. The ladies clothing industry is full of
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selective distribution agreements between designer labels and so-called finer department stores. (The producers may have other, lower-priced merchandise lines to sell to discounters; but these are generally sold under separate, secondary brand names.) INTENSIVE DISTRIBUTION is the closest thing to blanket coverage in retail, a you can find it anywhere theory of marketing. Snack items, like candy and soft drinks, are great examples of intensive distributiontheir individual unit prices are so low that thousands must be sold to make a profit. Ironically, this intensive product availability requires a large and complex distribution channel in order to cover all the sales outlets, from supermarkets and convenience stores to vending machines and restaurants. Manufacturers of these products depend heavily on their wholesalers to handle the sales functionsand will drop a wholesaler who is not performing well based on sales figureswhich makes this type of wholesaling very competitive.

CHANNEL RELATIONSHIPS
The fact is that modern-day companies are often forced to participate in distribution channels for practical reasonsnot really because they want to be part of the team. They need the efficiency and the economy of scale, although in some ways, this kind of cooperation runs counter to the tough, competitive side of traditional retailing. Channel cooperation would be ideala joint effort of all the members to create a supply chain that is flexible, gives each partner a competitive advantage, and ultimately provides the best product and related services to the customer. However, whether youre selling candy bars or luxury automobiles, conflict does occur when the members of a distribution channel choose different ways to operate within the system, have differing goals, or balk at sharing information. Areas of potential channel conflict are many. They can arise naturally from competition between multiple members of the same channel retailers or wholesalers who carry the same product line. They will also occur when retailers have service issues with the products and want to handle returns, repairs, or exchanges differently (say, more generously) than what the manufacturer is willing to do. A very common source of channel
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conflict is a producers decision to either increase or decrease prices. The wholesalers take the flack about it from retailerswho, in turn, must listen to consumers complaints, at least in the case of price hikes. There is a hierarchy in all distribution channels, whether the participants like it or not. The company that has the most authority in the channel is referred to as the channel leader or channel captain. In this case, authority means the partners ability to either influence or control the behavior of any of the other partners in the channel. Its safe to say that no one in any distribution channel or supply chain wields as much authority in retail today as Wal-Mart. The worlds largest retailer literally treats its suppliers like extensions of its own businessmanufacturers and wholesalers have free access to real-time data about how their product lines are selling at any Wal-Mart store, any time. Sharing this information allows the suppliers to plan their production runs, make their importing decisions, and so on. Hundreds of manufacturers have offices in Bentonville, Arkansas, just to be conveniently located for Wal-Mart, and they consider it a small price to pay for increased access to their giant retail partner. In exchange, this Channel Captain Extraordinaire can require extraordinary things of its smaller partners, from price cuts to the acquisition and use of expensive new technology like radio frequency Identification. In business-to-business channels, Ford is known for its incredibly collaborative relationships with suppliers, who do more than provide materials and partsthey help design the vehicles Ford produces.2 Similarly, any manufacturer that uses a Just-In-Time (JIT) system, with offices for supplier representatives on-site in its plants, has forged a unique type of channel relationship. Like any kind of power, channel leadership can be wielded to the benefit or detriment of the other companies. Wal-Marts situation aside, channel captains may take the lead in negotiating with a participating company that is not fulfilling its responsibilitiesorders are late; the company hasnt updated its computer systems; it may be struggling financially; the CEO is uncommunicative or argumentative. Whatever the case, if the end result is that its bogging down everyone else in the channel, then something must be done.
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It is important to note that in a distribution channel, any of the participants can refuse to do business with any of the othersas long as someone amenable to the entire group is tapped to take over the role that the ousted business has played. This game of musical chairs is difficult at best and disastrous at worst. Its better for everyone if the participants can figure out how to get along.

STRATEGIC ALLIANCES
A third and similar partnership arrangement between separate companies with products or skills to share is the strategic alliance, which allows them to share the use of alreadyestablished distribution channels in pursuit of business growth in new markets. Retailers have been forging strategic alliances since the 1950s, and the pace continues unabated today as stores continue to branch into international sales. A strategic alliance is more than two companies holding shares of each others stock, or ordering merchandise jointly for added buying power. In order to be truly strategic, the alliance must have all three of the following characteristics: 1. It must be collaborative. It should not involve the stronger channel member barking orders to the weaker one. 2. It must be horizontal. That is, it must be forged between companies of the same type, two retailers or two wholesalers. 3. It must be beneficial to both. This requires common objectives and the willingness to communicate and share knowledge. A promising collaboration would be the alliance of two similar types of retailers in two different countries to share product lines, invest in technology together, and learn from each other. In so doing, they use each others distribution channels in the new country. Retailers commonly belong to several strategic alliances. They offer a way to share the risks of business expansion that, if undertaken separately, the individual companies may lack the time, money, or expertise to manage.

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CONCLUSION
Companies participate in distribution channels, which determine their supply chain relationships. Channel members negotiate with each other and offer complementary resources and services to move products down the line from manufacturers to consumers. Then, the supply chain partners provide the raw materials and logistics to meet the channel requirements. Retail distribution channels consist of some combination of producers or manufacturers, agents or brokers, wholesalers or distributors, importers, and retailers. Each step along the channel has a specific purpose that is met by one or more member companies. Distribution channels are important because they allow for a continuous flow of product despite the natural peaks and slumps experienced in manufacturing and sales. They also provide efficiency, economies of scale, and cost savings to members of the channel. As with any type of business collaboration, pressure to perform can be intense among members of the channel, and numerous areas of potential conflict arise, including the dominance of channel leaders, for better or worse. However, most companies cannot avoid being channel members in this competitive and highly technological retail age.

COMPANY PROFILE OF PEPSI

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SOFT DRINK INDUSTRY IN INDIA

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A soft drink is a non-alcoholic beverage. It is artificially flavored and it contains no fruit extract. India that has a population of over 1 billion is potentially one of the largest potential markets of soft drinks in the world. Soft drink is typically a consumer good for refreshment. It is one of the fastest growing FMCG. Searching for the point of origin of Indian soft drink, we first document on gold spot, which was first branded soft drink in India. It was introduced in India by Parle. In later part of 40s coca cola was the first foreign soft drink which was introduced in India in 1965. Coca cola made a very good beginning because it had no competitor in the market. Marketing people even did not require promoting coca cola in the market. For them it was like selling a hot cake. The usual success of soft drink was mainly due to two reasons firstly the absence of contemporary competitive brand and secondly the euphoric image building of cola in western countries. Parle export Pvt Ltd in the later part of 1970 introduced Limca in cloudy lemon segment. Before Limcas introduction they have introduced cola pepino which they had to withdraw from the market due to some confrontation with coca cola. The exit of coca cola from the Indian market in the year 1978 accelerated the growth of many Indian cola manufacturing company who has been striving from a long time a major share in the Indian soft drink market. A new soft drink in the form of tetra pack entered the market. Among them frooti, Jumpin & tree-top were the top. The year of 1990 saw the entry of multinational giant Pepsi, which entered the market 14 years after the exit of Coca cola. It had name fame and the potential to become one of the best in the business and it offered a tough competition to Parle and coca cola. India is one of the top five markets in terms of growth of the soft drinks market. The per capita consumption of soft drinks in the country is estimated to be around 6 bottles per annum in the year 2003. It is very low compared to the corresponding figures in US (600 + bottles per annum). But being one of the fastest growing markets and by the sheer volumes, India is a promising market for soft drinks. The major players in soft drinks market in India are PepsiCo and Coca-Cola Co. Like elsewhere in the world, coca- cola acquired a number of local brands like Li3333mca, Gold Spot and Thumbs Up when it entered Indian market the
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second time. Pepsi Cos soft drink portfolio consists of Miranda and 7Up along with Pepsi. The market share of each of the company is more or less the same, though there is conflict in the estimates quoted by different sources.

INTRODUCTION OF PEPSI

Pepsi-Cola was first made in New Bern, North Carolina in the United States in the early 1890s by pharmacist Caleb Bradham. On August 28, 1898, "Brad's drink" was changed to "Pepsi-Cola" and later trademarked on June 16, 1903. Caleb Bradham bought the name "Pep Kola" from a local competitor and changed it to Pepsi-Cola. "Pepsi-Cola" is an anagram for "Episcopal" - a large church across the street from Bradham's drugstore. Caleb Bradham and his customers simply thought the name sounded well or the fact that the drink had some kind of "pep" in it because it was a carbonated drink; they gave it the name "Pepsi". As Pepsi was initially intended to cure stomach pains, many believe Bradham coined the name Pepsi from either the condition dyspepsia (stomachache or indigestion) or the possible one-time use of pepsin root as an ingredient (often used to treat upset stomachs). It was made of carbonated water, sugar, vanilla, rare oils, and kola nuts. Whether the original recipe included the enzyme pepsin is disputed.

HISTORY
Pepsi is a world leader in convenient snacks, foods and beverages. Its revenue is more than 39 billion Dollars and over 185, 000 employees. The company consists of PepsiCo Americas
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Foods (PAF), Pepsi Co Americas Beverages (PAB) and Pepsi Co International (PI) Pepsi Co Americas Foods includes all Latin America Food and snacks businesses and all business in Mexico. Pepsi Co America Beverages includes Pepsi Co Beverages all North America and all Latin American Beverage Businesses. Pepsi Co International includes in the United Kingdom, Europe, Africa Middle East and Asia. Pepsi Co Brands are available in 200 Countries .Some of the Pepsi Co Brands names are more than 100 year old but the corporation is relative young. Pepsi Co was founded in 1965. Pepsi and Coca cola merge with each other and the name of the product is Pepsi Cola. Pepsi Co merged with the Quaker oats Company in 2001. PEPSI HEADQUARTER Pepsi Headquarter is located in New York. The Seven Building Headquarter is designed by Edward Durrell Stone. BOARD OF DIRECTORS PepsiCos business strategy and affairs are overseen by the Board of Directors, which is comprised of two executive directors and ten independent outside directors. Only independent outside directors make up our three standing Board Committees, 1) Nomination and Corporate Governance 2) Audit 3) Compensation MISSION "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." VISION

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Pepsi cos responsibility is to continually improve all aspects of the world in which we operate environment, social, economic-creating a better tomorrow then today. We believe sustainability lives at the instruction of public and corporate interest. It encompasses citizens and corporate social responsibility, which are about doing the right things for the society and for the business. It encompasses the heath of the company, which is about fulfilling our mission of creating financial rewards and growth. We have articulated what we stand for and the core values we are committed to support. INGREDIENTS OF PEPSI Pepsi-Cola contains basic ingredients found in most other similar drinks including carbonated water, high fructose com syrup, sugar, colorings, phosphoric acid, citric acid, natural flavors and caffeine. CURRENT MARKET SITUATION Pepsi promotes itself as the choice of the New Generation. Pepsi gets its advantage by implementing such large marketing projects like Project Globe. This marketing plan, which Pepsi spent 637 million dollars over five years, is to introduce the new rich deep blue coloring of its packaging. The rich deep blue coloring represents eternal youthfulness and openness. Marketing plan like this made Pepsi one of the coolest brands recognized among teens in the top five and the only beverage product in this category. Pepsi also has an advantage as an innovator in the field. They will be the first soft drink makers to introduce a new one calorie soda called Pepsi-one with, just approved by the FDA, Ace-K.

OVERALL MARKET SHARE

PEPSI COLA 43.9% COCA-COLA 30.9% DIET PEPSI 5.9%
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DIET COKE 8.5% MOUNTAIN DEW 6.9% SPRITE 6.2% 7-UP 2.3% MIRANDA 2.8% FANTA 1.0%

Pepsi is situated in an environment that is ever changing and dynamic.

RISE OF PEPSI
During the Great Depression, Pepsi gained popularity following the introduction in 1936 of a 12-ounce bottle. Initially priced at 10 cents, sales were slow, but when the price was slashed to five cents, sales increased substantially. With a radio advertising campaign featuring the jingle "Pepsi cola hits the spot / Twelve full ounces, that's a lot / Twice as much for a nickel, too / Pepsi-Cola is the drink for you," arranged in such a way that the jingle never ends. Pepsi encouraged price-watching consumers to switch, obliquely referring to the Coca-Cola standard of six ounces per bottle for the price of five cents (a nickel), instead of the 12 ounces Pepsi sold at the same price.[4] Coming at a time of economic crisis, the campaign succeeded in boosting Pepsi's status. In 1936 alone 500,000,000 bottles of Pepsi were consumed. From 1936 to 1938, Pepsi-Cola's profits doubled. Pepsi's success under Guth came while the Loft Candy business was faltering. Since he had initially used Loft's finances and facilities to establish the new Pepsi success, the near-bankrupt Loft Company sued Guth for possession of the Pepsi-Cola company. A long legal battle, Guth v. Loft, then ensued, with the case reaching the Delaware Supreme Court and ultimately ending in a loss for Guth.

NICHE MARKETING
Walter Mack was named the new President of Pepsi-Cola and guided the company through the 1940s. Mack, who supported progressive causes, noticed that the company's strategy of
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using advertising for a general audience either ignored African Americans or used ethnic stereotypes in portraying blacks. He realized African Americans were an untapped niche market and that Pepsi stood to gain market share by targeting its advertising directly towards them. To this end, he hired Hennan Smith, advertising executive "from the Negro newspaper field" to lead an all-black sales team, which had to be cut due to the onset of World War II. In 1947, Mack resumed his efforts, hiring Edward F. Boyd to lead a twelveman team. They came up with advertising portraying black Americans in a positive light, such as one with a smiling mother holding a six pack of Pepsi while her son (a young Ron Brown, who grew up to be Secretary of Commerce reaches up for one. Another ad campaign, titled "Leaders in Their Fields", profiled twenty prominent African Americans such as Nobel Peace Prize winner Ralph Bunche and photographer Gordon Parks. Boyd also led a sales team composed entirely of blacks around the country to promote Pepsi. Racial segregation and Jim Crow laws were still in place throughout much of the U.S., so Boyd's team faced a great deal of discrimination as a result, from insults by Pepsi coworkers to threats by Ku Klux Klan. On the other hand, they were able to use racism as a selling point, attacking Coke's reluctance to hire blacks and support by the chairman of Coke to segregationist Governor of Georgia Herman Talmadge. As a result, Pepsi's market share as compared to Coke's shot up dramatically. After the sales team visited Chicago, Pepsi's share in the city overtook that of Coke for the first time. This focus on the market for black people caused some consternation within the company and among its affiliates. They did not want to seem focused on black customers for fear white customers would be pushed away. In a meeting at the Waldorf-Astoria Hotel, Mack tried to assuage the 500 bottlers in attendance by pandering to them, saying, "We don't want it to become known as a nigger drink." After Mack left the company in 1950, support for the black sales team faded and it was cut.

MARKETING

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In 1975, Pepsi introduced the Pepsi Challenge marketing campaign where PepsiCo set up a blind tasting between Pepsi-Cola and rival Coca-Cola. During these blind taste tests the majority of participants picked Pepsi as the better tasting of the two soft drinks. PepsiCo took great advantage of the campaign with television commercials reporting the test results to the public. In 1976 Pepsi, RKO Bottlers in Toledo, Ohio hired the first female Pepsi salesperson, Denise Muck, to coincide with the United States bicentennial celebration. In 1996, PepsiCo launched the highly successful Pepsi Stuff marketing strategy. By 2002, the strategy was cited by Promo Magazine as one of 16 "Ageless Wonders" that "helped redefine promotion marketing." In 2007, PepsiCo redesigned their cans for the fourteenth time, and for the first time, included more than thirty different backgrounds on each can, introducing a new background every three weeks. One of their background designs includes a string of repetitive numbers 73774. This is a numerical expression from a telephone keypad of the word "Pepsi." In late 2008, Pepsi overhauled their entire brand, simultaneously introducing a new logo and a minimalist label design. The redesign was comparable to Coca-Cola's earlier simplification of their can and bottle designs. Due to the timing of the new logo release, some have criticized the logo change, as the new logo looked strikingly similar to the logo used for Barack Obama's successful presidential campaign, implicating a bias towards the President. Also in 4th quarter of 2008 Pepsi teamed up with Google/YouTube to produce the first daily entertainment show on YouTube. This daily show deals with pop culture, internet viral videos, and celebrity gossip. Poptub is refreshed daily from Pepsi. Since 2007, Pepsi, Lay's, and Gatorade have had a "Bring Home the Cup," contest for Canada's biggest hockey fans. Hockey fans were asked to submit content (videos, pictures or essays) for a chance at winning a party in their hometown with The Stanley Cup and Mark Messier. In 2009, "Bring Home the Cup," changed to "Team Up and Bring Home the Cup." The new installment of the campaign asks for team involvement and an advocate to

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submit content on behalf of their team for the chance to have the Stanley Cup delivered to the team's hometown by Mark Messier. Pepsi has official sponsorship deals with three of the four major North American professional sports leagues: the National Football League, National Hockey League and Major League Baseball. Pepsi also sponsors Major League Soccer. Pepsi also has sponsorship deals in international cricket teams. The Pakistan cricket team are just one of the teams that the brand sponsors. The team wears the Pepsi logo on the front of their test and ODI test match clothing.

SLOGANS
One of the main reasons for the popularity of Pepsi is the use of slogans which they use to attract customers. Different slogans have been used to attract different people of different ages. They use different slogans in different countries around the world. Following are some of the slogans used by Pepsi for several years. 1939 Twice as much for a Nickel

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1950: "More Bounce to the Ounce" 1950-1957: "Any Weather is Pepsi Weather" 1957-1958: "Say Pepsi, Please" 1958-1961: "Be Sociable, Have a Pepsi" 1961-1963: "Now It's Pepsi for Those Who Think Young" 1963-1967: "Come Alive, You're in the Pepsi Generation". 1967-1969: "(Taste that beats the others cold) Pepsi Pours It On". 1969-1975: "You've Got a Lot to Live, and Pepsi's Got a Lot to Give" 1975-1977: "Have a Pepsi Day" 1977-1980: "Join the Pepsi People (Feeling Free)" 1980-1981: "Catch That Pepsi Spirit" David Lucas composer 1981-1983: "Pepsi's got your taste for life" 1983-1984: "Pepsi Now! Take the Challenge!" 1984-1991: "Pepsi. The Choice of a New Generation" (commercial with Michael Jackson, featuring Pepsi version of Billie Jean) 1986-1987: "We've Got The Taste" (commercial with Tina Turner) 1987-1990: "Pepsi's Cool" (commercial with Michael Jackson, featuring Pepsi version of Bad) 1990-1991: "You got the right one Baby UH HUH" ( sung by Ray Charles for Diet Pepsi 1991-1992: "Gotta Have It"/"Chill Out" 1992-1993: "Be Young, Have Fun, Drink Pepsi" 1993-1994: "Right Now"Van Halen song for the Crystal Pepsi advertisement. 1994-1995: "Double Dutch Bus" Pepsi song sung by Brad Bentz. 1995: "Nothing Else is a Pepsi" 1995-1996: "Drink Pepsi. Get Stuff." Pepsi Stuff campaign 1996-1997: "Pepsi: Theres nothing official about it" (During the Wills World Cup (cricket) held in India/Pakistan/Sri Lanka) 1997-1998: "Generation Next" - with the Spice Girls.

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1998-1999: "It's the cola" (100th anniversary commercial) 1999-2000: "For Those Who Think Young"/"The Joy of Pepsi-Cola" (commercial with Britney Spears/commercial with Mary J. Blige) 2000-2003: "Aazadi dil ki" (Hindi - meaning "Freedom of the Heart")(India) 2003: "It's the Cola"/"Dare for More" (Pepsi Commercial) 2003-2005: "Yeh Pyas Hai Badi" (Hindi meaning "This thirst is too much")(India) 2005-2006: "An ice cold Pepsi. It's better than sex!" (Larry Spoilt) 2006-2007: "Why You Doggin' Me"/"Taste the one that's forever young" Commercial featuring Mary J. Blige 2007-2008: "More Happy"/"Taste the once that's forever young" (Michael Alexander) 2008: "Yeh hai Youngistaan Meri Jaan!" (Hindi)(Urdu - meaning "This is the Young era my dear" (India and Pakistan) 2008: "Pepsi Stuff" Super Bowl Commercial (Justin Timberlake) 2008: "Pepsi is #1" TV commercial (Luke Rosin) 2008: "Pepsify karo gai!" Commercial (Urdu ,Hindi - meaning "Wanna Pepsify!") (Pakistan) (Featuring. Adnan Sami and Annie) 2008-2009: "Something for Everyone." 2009-present: "Refresh everything" and (during many commercials)

PRODUCT REVIEW

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COMPETITIVE REVIEW
The competitors to the products of the company mainly lie in the non-alchoholic beverage industry consisting of juices and soft drinks. The key competitors in the industry are as follows:

Coca-Cola- The Coca-Cola challenges to keep up with archrival ,the Pepsi-co never ends for the worlds 2, carbonated soft drink maker. The companys soft drinks include Coke, Sprite, and Fanta. Coca-Cola is not the companys only beverage; Coca- Cola sells New Chilled Minute Maid juice brands,Aquarius sports drink, and Kinley Water.Pepsi-co and Coca-Cola hold together a market share of 95% out of which 60.8% is held by Coca-Cola and the rest belongs to Pepsi.

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Nestle- Nestle does not give a tough competition to Pepsi as it mainly deals with milk products, baby foods and choclates. But the iced tea that is Nestea which has been introduced into the market by Nestle provides a considerable competition amount of competition to the products of the company. Iced tea is one of the closest substitutes to colas as it is a thirst quencher and is much healthier than other fizz drinks.

Red Bull- Red-Bull in Pakistan, is one of the most trusted brands as it has been operating ever since times and people have laid all their trust in the company and the products of the company. Red Bull has introduced into the market Energy Drink. These products give a astrong competition to Maaza and the latest product Minute Maid Pulpy Orange.

Pepsi and Coca-Cola have different brands of soda competing with each other:
TYPE PEPSI Version Coke Version

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Dark Cola

Pepsi

Coca-cola

Diet / Low calorie

Diet Pepsi/ Pepsi light Pepsi Diet coke Tab Coca-cola one Pepsi max Zero Coca-Cola Light Coca-Cola C2

Low Carb

Pepsi Edge

Lemon Lime Soda

Sierra mist , 7Up

Sprite

Cherry soda

Wild cherry pepsi

Cherry coke

Orange soda

Tropicana twister Slice Mirinda Sunkist kas

Fanta Minute Maid

Orange juice

Tropicana

Minute maid

Iced Tea

Lipton brisk

Nestea

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Water

Aquafina

Dasani Bonaqua Kinley

Root Beer

Mug Root beer

Barqs

Sports drink

Gatorade

Powerade

Citrus soda

Mountain dew

Mello yello Vault fresca

Vanilla flavored

Pepsi vanilla

Vanilla coke

Lime flavored

Pepsi lime

Coca cola with lime Diet coke with lime

Lemon flavored

Pepsi twist

Coca cola with lemon

SWOT ANALYSIS OF PEPSI

STRENGTH
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 Brand strength Effective strides in new markets Results of operations Strong existing distribution channels. WEAKNESSES Reliant upon line extensions Reliant upon particular carbonated drinks Saturation of carbonated drink segment OPPORTUNITIES New product introductions Brand is attractive to global partners. THREATS Strong competition Potential health issues.

PRODUCT LIFE CYCLE OF PEPSI

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To be able to market its products properly, the business must be aware of the product life cycle of the product. The standard product life cycle tends to have five phases: development, introduction, growth, maturity and decline. Pepsi is currently in the maturity stage, which is evidenced primarily by the fact that they have a large loyal group of stable customers. Furthermore, cost management, product differentiation, and marketing have become more important as the growth slows and market share become the key determinant of profitability. In foreign markets the product life cycle is in more of a growths trend. Pepsis advantage in this area is mainly due to its establishment strong branding and it is now able to use this area of stable profitability to subsidize the domestic Cola wars.

4Ps AND 4Cs OF PEPSI

PRODUCT CONSUMER

PRICE

COST

PLACE

CONVENNIENCE

PROMOTION

COMMUNICATION

Products
Pepsi Diet Pepsi
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 Pepsi Twist 7 Up Diet 7 Up 7 Up Cherry Miranda (Orange & Apple) Mountain Dew Aquafina

Prices
Pepsi has adopted a market penetration price at the time when it was introduced. Coca cola covered the large market but now the price of Pepsi cola is same as of its competitors 250 ml bottle... Rs. 12 250 ml disposable bottle..Rs. 20 Can...Rs. 30 1 liter (not disposable)..Rs 40 2.25 liter (Jumbo Pack)Rs. 110

Places
Pepsi cola is available in more than 191 countries. Pepsi has 730 plants working correctly around the world and in USA and Canada 200 plants are working there rest 530 are working in other countries of the world as well as working in Pakistan.

Promotion
Pepsi does its promotion through media; electronic media as well as print media through flyers, by sponsoring cricket matches and in many other places. Promotion is also done

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through print media e.g. newspapers are design of Pepsi can. The first of many new designs of Pepsi were released in 2007. The Pepsi have signed some agreements with a very strong and expanded retailers such as Pizza hut and KFC when you go to Pizza hut or KFC you will find only the Pepsi products and nor its competitors products. These agreements are based on the Incentives that Pepsi offers to these retailers. Pepsi has continued using product endorsement by using TV Actors/ Models and cricketers in order to promote their Products.

ORGANIZATIONAL DESCRIPTION OF SMV BEVERAGES

HISTORY OF SMV BEVERAGES SMV beverages Jamshedpur is a franchise owned bottling plant, located on the Tata Kendra road in the Adityapur Industrial area at Jamshedpur, producing Pepsi range of bottled soft drinks, viz. Pepsi, Miranda, mountain dew, slice etc and it has now become a household word in the state of Jharkhand. The previous name of SMV was STEEL CITY BEVERAGES but in March 1999 steel city beverages was taken over by Mr. S.K.Jaipuria from Mr.N.K.Kaamaani along with Rushab marketing company. He was very much enthusiastic to increase the production and sales and to nurture the whole market of Jharkhand. He established another plant in the same name of SMV beverages and increased the production for his new plant to 600 boodles per minute. Simultaneously a new market came in the name of Hyderabad marketing company, which is catering the needs of the whole Jharkhand state. The company symbolizes self reliant in technology and ranked as the best bottling company of the country in terms of quality, efficiency and productivity. Till 1998 it was under its chairperson Smt Kokum Kamani and the company and the company has constantly bagged
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numerous awards in various occasions for quality assurance and productivity. In 1993 it bagged top honors for the best quality conscious plant among all the Pepsi bottling companies in India. Steel city beverages was established in the year 1967 and production commenced in March 1969. At the very start, company installed state of art machines and technology, for the production and bottling of soft drink the bottling plant with a capacity of 220 bottles per minute was totally automatic and also had a modern state of art intermix machine for bringing forth the right blend of flavors. The company constitutes to adopt innovative technology in keeping with its policy of constant quality improvements. With the advent of Pepsi cola advent in India, the company entered into an agreement with Pepsi food limited for the production and sales of soft drinks for the people of Jharkhand. Right now there is only one bottling plant of Pepsi in Jharkhand and it caters the need of all Pepsi products in Jharkhand. Entire state is divided into three territories Jamshedpur, Ranchi, and Dhanbad and one territory development officer controls each territory.

PROMOTIONAL ACTIVITIES CARRIED OUT IN JAMSHEDPUR ZONE BY PEPSI

The Pepsi team of Jamshedpur has sponsored the following programs: United Club New Year Eve. Golmuri Club Sawan Program Baishakhi for ladies. Beldih Club New Year Eve. Kenan Stadium Flood Light Cricket Tournament.

JAIPURIA GROUP
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Jaipuria Group has the distinct honor of being the biggest bottler in India of the global giant Pepsi Co. it controls near about 60% of Pepsi bottling business in India. The group has been managing a network of sources of distributors and simultaneously proving employment to thousands of people. With state-of-the-art technology and plants equipped with the latest machinery, the Jaipuria Group has occupied a remarkable position in the soft drink industry of India. The company has created a strong hold across the entire nation.

SMV Beverages Jamshedpur is proud of winning PEPSI Q.A (Gold) International Quality Award for the year 2001.

SMV Beverages is also proud of settling PET plant in March 2003. It has the capacity of bottling 40 PET bottles per minute. It is bottling 500ml, 1.5 litre, and 2 litre PET bottles of different flavors.

1. PEPSI 2. MIRINDA LEMON 3. MIRINDA ORANGE. 4. 7UP 5. MOUNTAIN DEW. Earlier it was KAMANI FOODS which was only bottling Slice and in 2004 KAMANI FOODS was merged with SCBPL and now SCBPL is producing SLICE along with other brands of Pepsi. It is mainly bottling 200ml and 250ml SLICE. SCBPL was producing different brands of Pepsi i.e. PEPSI, MIRINDA ORANGE, MIRINDA LEMON, SODA OF 300ml after merger of KAMANI FOODS it started producing SLICE of 250ml. recently SBCL has setup a PET plant for bottling in SLICE in PET bottles of 500ml and 1.2 liters.

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Stock keeping units

SLICE Glass 200ml Glass 250ml PET 500ml PET 1.2 liter PEPSI Glass 200ml Glass 300ml Can 250ml Can 330ml

7UP Glass 200ml Glass 300ml Can 250ml Can 330ml

M DEW

PET 600 ml PET 1.5 liter PET 2 liter PET 1.2litre

TROPICANA TWISTER PET 600ml PET 1.5litre PET 2 liter

OBJECTIVE OF THE STUDY

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 To study the key performance indicators which affect the distribution channel of Pepsi.

To understand the role played by the various units of the distribution channel.

RESEARCH METHEDOLOGY

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Research Type

Descriptive Research

Sample size

100

Sampling unit

Retailers

Sampling area

Jamshedpur

Sampling technique

Convenience

Research instrument

Questionnaires

Data collection

Primary & Secondary

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DATA ANALYSIS AND INTERPRETATION

Q1. Which brand of soft drinks you deal in? A. Pepsi B. Coca cola C. Both c. Both 30 A. Pepsi B. Coca cola 40 30

45 40 35 30 25 20 15 10 5 0

40
Total 100

30

30

pepsi

coca cola

both

INTERPRETATION 40% retailers of Jamshedpur are selling only Pepsi and 30% retailers are selling only coca cola, 30% retailers are selling both Pepsi and coca cola products and 5% selling others.

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Q2. Are you satisfied with the stock kept by wholesaler to meet your demand? A. Yes B. No A. Yes 82

B. No

18

Total

100

100 82 80 60 40 20 0 Yes No 18

INTERPRETATION Most of the retailers almost 82% are satisfied with the stock kept by pepsi, 18% of retailers are not satisfied with the stock of Pepsi.

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Q3. Do you get Pepsi product in bulk if ordered? A. Yes B. No C. Often A. Yes b. No c. Often Total 73 8 19 100

80 70 60 50 40 30 20 10 0

73

19 8

yes

No

often

INTERPRETATION 73% of the retailers buy Pepsi product in bulk and they get their order in bulk ,8% of retailers dont go for buy Pepsi product in bulk.19% of retailers didnt get their product in bulk.

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Q4. Do you get delivery of the order on time? A. yes B. No C. sometimes A. yes 68

B. No C.Some times total

19 13

100

80 70 60 50 40 30 20 10 0

68

19

13

YES
INTERPRETATION

no

some times

68% of retailer get their orders in time and 19% of retailers didnt get their their order in time because of certain factors ,13% of retailers get their order in time some times.

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Q5. Is there any price discrimination on the parts of the distributors? A. Yes A. Yes B. No C. Cant say B. No C. Cant say Total 75 13 100 12

80 60 40 20 0 YES
INTERPRETATION

75

12
NO

13 Can't say

72% of the retailers think there is no price discrimnation on the side of distributors ,12 % retailers think there is price discrimination on the part of distributors. 13% did not have idea about price discrimination.

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Q6.Do you feel that distribution factors helps you in any way to be a retailer of Pepsi? A. YES B. No
A. yes 82

B. No total

18 100

90 80 70 60 50 40 30 20 10 0 NO 18

82

YES

INTERPRETATION 82 % retailers think that the distribution of Pepsi is good and distribution is main factor to be a retailer of Pepsi ,18% of the retailers think that distribution of Pepsi is not a factor to be a retailer of Pepsi.

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Q7.Which of the following factors of distribution attracts you most? A. Cooperative nature B. On time services C. Professionalism D. On time delivery a.Cop nature b. On time services c. professionalism d. On time delivery total 15 45 32 8 100

50 40 30 20 10 0

45 15

32 8

INTERPRETATION 15 % of retailers think the distributors of Pepsi have cooperative nature , 45% retailers attract from on time services of Pepsi, 32% on profession & only 8% on time.

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Q8. Do you face any competition because of other retailer? A. YES B. NO B. No Total 78 100 A.Yes 22

100 80 60 40 22 20 0 Yes No 78

INTERPRETATION Most of the retailers (78%) did not think there they have competition because of other retailers & 22% agree.

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Q9. What are the problems do you faced from distributors side? A. Advance payment B. Transportation B. Delivery C. Delay in Delivery D. Other C. Transportation D. Other Total 30% 20% 100 19% A. Advance payment 31%

35% 30% 25% 20% 15% 10% 5% 0%

31% 19%

30% 20%

INTERPRETATION 31 % retailers face problem because of advance payment and 19% of retailers faced problem because of they did not get their delivery of products in time and rest of retailers faced problem because of transportation & other reason.
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Q10. Does the distributor easily change your damaged or outdated stock?

A. Yes B. No

A. Yes

80

B. No

20

Total

100

90 80 70 60 50 40 30 20 10 0 yes
INTERPRETATION Most of retailers are satisfied with Pepsi because the distributors easily changed their outdated or damaged product on time.

NO

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FINDINGS

Most of the retailers said that they get their delivery of the orders on time.

It is found that most of the distributors have sufficient stock to supply to their respected retailers

There is no price discrimination on the part of distributor.

Retailers are up to great extent satisfied with the performance of distributor.

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LIMITATIONS

Because of crowd in retailer shops most of the retailers gave their response in a hurry.

The time duration is very short for the training. The size of the sample unit is very small which can not represent the researchers desired level.

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CONCLUSION
After analysis of data, I came to conclusion that most of the retailers are satisfy with distribution of Pepsi. Company is providing adequate stock to their distributor thats why the retailer gets their order in right time. The distributors provide the order of the product in right time. Retailers get the company schemes and offer as the company offer to them.

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SUGGESTIONS

Pepsi should try to make distribution channel more affective.

Pepsi should try to deliver order on time.

Pepsi should try to maintain its better inventory.

Put glow signboard on the shop not only in main areas but also in the interiors it will definitely increase the sale of Pepsi.

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BIBLOGRAPHY

Research methodology by C R KOTHARI Project planning analysis selection by candra prasanna

WWW.PEPSICO.IN WWW.WIKIPEDIA.COM

http://www.scribd.com/doc/15005409/Repor t-on-Pepsi http://www.oppapers.com/essays/JobSatisfaction

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ANNEXURE
Q1. Which brand of soft drinks you deal in?
A. Pepsi B. Coca cola C. Both Q2. Are you satisfied with the stock kept by wholesaler to meet your demand? A. Yes B. No Q3. Do you get Pepsi product in bulk if ordered? A. Yes B. No

Q4. Do you get delivery of the order on time? A. yes B. No C. sometimes

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Q5. Is there any price discrimination on the parts of the distributors? A. Yes B. No C. Cant say Q6.Do you feel that distribution factors helps you in any way to be a retailer of Pepsi? A. Yes B. No Q7.Which of the following factors of distribution attracts you most? A. Cooperative nature B. On time services C. Professionalism D. On time delivery Q8. Do you face any competition because of other retailer? A. Yes

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B. No Q9. What are the problems do you faced from distributors side? A. Advance payment B. Transportation C. Delay in Delivery D. Other

Q10. Does the distributor easily change your damaged or outdated stock? A. Yes B. No

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