Reg No: 09/KA/NHLI/PGDM/FT/B/045 INTRODUCTION • Distribution Channel is the chain of businesses or intermediaries through which a good or service passes until it reaches the end consumer. A distribution channel can include wholesalers, retailers, distributors and even the internet. • Pepsi-Cola, Mountain Dew, Lay's, Gatorade, Tropicana, 7Up, Doritos, Lipton Teas, Quaker Foods, Cheetos, Mirinda, Ruffles, Aquafina, Pepsi Max, Tostitos, Sierra Mist, Fritos, and Walker's. PEPSICO • It was first introduced in North Carolina in 1898 by Caleb Braham who made a pharmacy which sold the drink which was known back then as "Brad's Drink", and was later named Pepsi Cola possibly due the digestive enzyme pepsin and kola nuts used in the recipe. • PepsiCo gained entry to India in 1988 by creating a joint venture with the Punjab government-owned Punjab Agro Industrial Corporation (PAIC) and Voltas India Limited. This joint venture marketed and sold Lehar Pepsi until 1991, when the use of foreign brands was allowed REARCH METHODOLOGY TITLE - “A STUDY ON DISTRIBUTION CHANNEL AT PEPSICO” Method of research- Description research was used. Tools used for data collection: A questionnaire was structured together the primary Information. SOURCES OF DATA COLLECTION: • Primary data- It was collected by surveying the distributers of PepsiCo and Retailers and randomly to the customers going to retailers. • Secondary data-• General library research source like marketing book. • Advertising journals like magazines and newspaper. • Internet: PepsiCo website, wiki ANALYSIS AND INTERPRETATION • In most of the mix outlet company has not provided its V.C. Cooler, so it is becoming the major cause for not getting fulfill of the demand. Because retailers are promoting that brand to the consumer which company is satisfying them more in terms of Visi Cooler, Schemes, Relationship etc • Retailers are not happy with the MDC (Marketing Development Coordinator). • Visi cooler have an important role in enhancing the distribution channel and policy. • Time concern is very important in good distribution channel, it means providing product at retailers door within a time. FINDING AND SUGGESTION FINDINGS • Some retailers are unable to get the services which are provided by the company • There are some retailers are not happy with services provided by the distributors and the company. • Customers prefer the taste of Thumbs Up more than the PepsiCo’s product. • V.C. cooler have an important role in enhancing the distribution channel and policy. SUGGESTION • There should be and correct feedback from the retailers on the performance of salesmen. • Company should adopt aggressive marketing strategy that it could reach each and every place. CONCLUSION • The Sales and Distribution Network of Pepsi is very strong and almost flawless. PepsiCo India had the first mover advantage when it entered the market and it capitalized on that advantage to grab the market..