pepsi
TRANSCRIPT
A
SUMMER TRAINING REPORT
ON
PROMOTIONAL STRATEGIESOF
PEPSI IN GROCERY OUTLETS
New Delhi
SUBMITTED IN:
Partial Fulfillment of the Requirement for the degreeOf
Master in business Administration (2006-2008)
Submitted to: Submitted by:Kurukshetra University, Harneet Singh
Kurukshetra MBA 3RD SEM Marketing
Roll No-3023 Univ.Roll No
Doon Valley Institute Of Engineering & Technology,karnal(Approved By AICTE & Affilated To Kurukshetra University)
TO WHOM IT MAY CONCERN
Acknowledgement
I would like to thank all the people without whose help this project could not
have been completed.MR.Sanjay Rana, Marketing Manager who was my guide,
was extremely patient and open to what ever suggestion I had to make, and in the
process gently guide me whenever I went wrong. I would like to thank Mr. Aneja
(Administrator) ,who gave me chance to work in a company as reputed as JAI
DRINKS PVT.LTD. The people without whom I could never managed this far as
Mr. Narendra Dhansoia, our Training and Placement officer in the college and
Mrs. Anshu Dhansoia H.O.D our MBA Department.
Harneet Singh
PREFACE
Practical exposure in the field of management is extremely important as it gives a
close view of the real business issues. It helps to cover all part that remained
uncovered in the classroom. It helps to gain experience. Just theoretical
knowledge is not sufficient for the success of any business student. So one should
have practical knowledge about each theory of life.
I learnt lot of new things from this project, which could never have been learnt
from theory classes.
If any findings & recommendations go in any way to prove some new ground in
helping the commodity future sector, I shall deem my efforts have duly served the
purpose.
TABLE OF CONTENTS
1. Executive Summary
2. Profile of the Company:
Overview of the Company
Honours of the Company
Values of the Company
Slogans
3. Verdicts on Ethics and Social Responsibility
4. The Coke Pepsi Rivalry.
Pepsi VS Coke
5. Jaipuria Group with Pepsi
6. Profile of the Organization (JDPL)
7. Objective of the Study
8. Research Methodology
9. Product Line
10. Swot Analysis
11. Conclusion
12. Suggestion
13. Bibliography
14. Annexure
Executive Summary
PepsiCo is a world leader in convenient foods and beverages, with
revenues of about $25 billion and over 142,000 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 PepsiCo Beverages International;
and Quaker Foods North America, manufacturer and marketer of ready-
to-eat cereals and other food products. PepsiCo brands are available in
nearly 200 countries and territories. Many of PepsiCo's brand names are
over 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's success is the result of superior products, high standards of
performance, distinctive competitive strategies and the high integrity of
our people.
PROFILE OF COMPANY
In 1893, Caleb Brad ham, a young pharmacist from New Bern, North Carolina,
begins experimenting with many different soft drink concoctions. Like many
pharmacists at the turn of the century he had a soda fountain in his drugstore,
where he served his customers refreshing drinks, that he created himself. His
most popular beverage was something he called "Brad's drink" made of
carbonated water, sugar, vanilla, rare oils, and pepsin and cola nuts.
One of Caleb's formulations, known as "Brad's drink", created in the
summer of 1893, was later renamed Pepsi Cola after the pepsin and cola
nuts used in the recipe. In 1898, Caleb Brad ham wisely bought the trade
name "Pep Cola" for $100 from a competitor from Newark, New Jersey
that had gone broke. The new name was trademarked on June 16th, 1903.
Brad ham’s neighbor, an artist designed the first Pepsi logo and ninety-
seven shares of stock for Brad ham’s new company were issued.
1898 - One of Caleb's formulations, known as "Brad's Drink," a combination of
carbonated water, sugar, vanilla, rare oils and cola nuts, is renamed "Pepsi-Cola"
on August 28, 1898. Pepsi-Cola receives its first logo. 1902 - The instant
popularity of this new drink leads Brad ham to devote all of his energy to
developing Pepsi-Cola into a full-fledged business. He applies for a trademark
with the U.S. Patent Office, Washington D.C., and forms the first Pepsi-Cola
Company.
The first Pepsi-Cola newspaper advertisements appeared in the New Berlin.
1903 - "Doc" Brad ham moves the bottling of Pepsi-Cola from his drugstore into
a rented warehouse; he sells 7,968 gallons of syrup in the first year of operation.
Pepsi’s theme line is "Exhilarating, Invigorating, and Aids Digestion."
1904 - Brad ham purchases a building in New Bern known as the "Bishop
Factory" for $5,000 and moves all bottling and syrup operations to this location.
Pepsi is sold in six-ounce bottles. Sales increase to 19,848 gallons.
1905 - Pepsi-Cola's first bottling franchises are established in Charlotte and
Durham, North Carolina. Pepsi receives its new logo, its first change since 1898.
1906 - Pepsi gets another logo change, the third in eight years. The modified
script logo is created with the slogan, "The Original Pure Food Drink."
There are 15 U.S. Pepsi bottling plants. The Pepsi trademark is registered in
Canada. Syrup sales rise to 38,605 gallons. The federal government passes the
Pure Food and Drug Act, banning substances such as arsenic, lead, barium, and
uranium, from food and beverages. This forced many soft drink manufacturers,
including Coca-Cola, to change their formulas. Pepsi-Cola, being free of any such
impurities, claimed they already met federal requirements.1907 - Pepsi-Cola
Company continues to expand; the company's bottling network grows to 40
franchises. Pepsi-Cola sells more than 100,000 gallons of syrup. Pepsi trademark
is registered in Mexico. Syrup sales rise to 104,026 gallons.
1908 - Pepsi-Cola becomes one of the first companies to modernize delivery from
horse drawn carts to motor vehicles. Two hundred fifty bottlers in 24 states are
under contract to make and sell Pepsi-Cola.
1909 - Automobile race pioneer Barney Old-field endorses Pepsi-Cola in
newspaper ads as "A bully drink...refreshing, invigorating, a fine bracer before a
race."1910 - The first Pepsi-Cola bottlers' convention is held in New Bern, North
Carolina. 1920 - Pepsi theme line speaks to the consumer with "Drink Pepsi-
Cola, it will satisfy you."
After seventeen years of success, Caleb Brad ham lost Pepsi Cola. He had
gambled on the fluctuations of sugar prices during W.W.I, believing that sugar
prices would continue to rise but they fell instead leaving Caleb Brad ham with
an overpriced sugar inventory. Pepsi Cola went bankrupt in 1923 and its assets
were sold to a North Carolina concern; Craven Holding Corporation for $30,000.
Roy C. Megargel, a Wall Street broker, buys the Pepsi trademark, business and
good will from Craven Holding Corporation for $35,000, forming the Pepsi-Cola
Corporation.
1928 - After five continuous losing years, Megargel reorganizes his company as
the National Pepsi-Cola Company, becoming the fourth parent company to own
the Pepsi trademark. 1931 - U.S. District Court for Eastern District Virginia
declares the National Pepsi-Cola Company bankrupt, the second bankruptcy in
Pepsi-Cola history.
In 1931, Pepsi Cola was bought by the Loft Candy Company Loft president,
Charles G. Guth who reformulated the popular soft drink. Charles G Guth,
president of the Loft Company struggled to make a success of Pepsi. He3
commanded the reformulation of the Pepsi syrup formula, and even offered to sell
Pepsi to the Coca-Cola company, who refused to offer a bid.
1933 - By the end of the year, Guth's new Pepsi-Cola Company is insolvent. In a
series of moves, he acquires Mega gel’s interest in the company, giving himself
91% ownership of Pepsi.
1934 - A landmark year for Pepsi-Cola. The drink is a hit and to attract even more
sales, the company begins selling its 12-ounce drink for five cents (the same cost
as six ounces of competitive colas). The 12-ounce bottle debuts in Baltimore,
where it is an instant success. The cost savings proves irresistible to Depression-
worn Americans and sales skyrocket nationally. Caleb Bradham, the founder of
Pepsi-Cola and "Brad's Drink," dies at 66 (May 27th, 1867-February 19th, 1934).
1935 - Guth moves the entire Pepsi-Cola operation to Long Island City, New
York, and sets up national territorial boundaries for the Pepsi bottler franchise
system. 1936 - Pepsi grants 94 new U.S. franchises and year-end profits reach
$2,100,000. 1938 - Walter S. Mack, Jr., V.P. of Phoenix Securities Corporation is
elected President of the Pepsi-Cola Company. Mack, who considers advertising
the keystone of the soft drink business, turns Pepsi into a modern marketing
company.1939 - The "Pepsi & Pete" comic strip introduces the "Twice as much
for a nickel" theme in newspapers. Pepsi-Cola Company names Mack as CEO.
The Board of Directors removes Guth from the Pepsi payroll after he plans to
personally acquire a competing cola. In 1940, the Pepsi Cola Company made
history when the first advertising jingle was broadcast nationally on the radio.
The jingle was "Nickel Nickel" an advertisement for Pepsi Cola that referred to
the price of Pepsi and the quantity for that price "Nickel Nickel" became a hit
record and was recorded into fifty-five languages.
1941 - The New York Stock Exchange trades Pepsi's stock for the first time.
In support of the war effort, Pepsi's bottle crown colors change to red, white, and
blue 1942 - One on many company sponsored efforts to allow soldiers to
communicate with friends or family. This record was made in New York
City but often booths would be set up with mobile recording equipment
that was bought to where the soldiers were. Shell material on solid core. 78
rpm.1943 - Pepsi's theme line becomes "Bigger Drink, Better Taste." 1948 -
Corporate headquarters moves from Long Island City, New York, to midtown
Manhattan. 1950 - Alfred N. Steele becomes President and CEO of Pepsi-Cola.
Mr. Steele's wife, Hollywood movie star Joan Crawford, is instrumental in
promoting the company's product line.
Pepsi receives its new logo, which incorporates the "bottle cap" look. The new
logo is the fifth in Pepsi history.1953 - "The Light Refreshment" campaign
capitalizes on a change in the product's formula that reduces caloric content. 1955
- Herbert Barnet is named President of Pepsi-Cola. 1959 - Pepsi debuts at the
Moscow Fair. Soviet Premier Khrushchev and U.S. Vice President Nixon share a
Pepsi.1960 - Young adults become the target consumers and Pepsi's advertising
keeps pace with "Now it's Pepsi, for those who think young. 1962 - Pepsi
receives its new logo, the sixth in Pepsi history. The 'serrated' bottle cap logo
debuts, accompanying the brand's groundbreaking "Pepsi Generation" ad
campaign.
1963 - After climbing the Pepsi ladder from fountain syrup salesman, Donald M.
Kendall is named CEO of Pepsi-Cola Company. Pepsi-Cola continues to lead the
soft drink industry in packaging innovations, when the 12-ounce bottle gives way
to the 16-ounce size. Twelve-ounce Pepsi cans are first introduced to the military
to transport soft drinks all over the world.1964 - Diet Pepsi, introduced as
America's first national diet soft drink. Pepsi-Cola acquires Mountain Dew from
the Tip Corporation.
1965 - Expansion outside the soft drink industry begins. Frito-Lay of Dallas,
Texas, and Pepsi-Cola merge, forming PepsiCo, Inc. Military 12-ounce cans are
such a success that full-scale commercial distribution begins.
Mountain Dew launches its first campaign, "Yahoo Mountain Dew...It'll tickle
your innards."
1970 - Pepsi leads the way into metrics by introducing the industry's first two-
liter bottles. Pepsi is also the first company to respond to consumer preference
with light-weight, recyclable, plastic bottles. Vic Bonomo is named President of
Pepsi-Cola. The Pepsi World Headquarters moves from Manhattan to Purchase,
NY.
1974 - First Pepsi plant opens in the U.S.S.R. Television ads introduce the new
theme line, "Hello, Sunshine, and Hello Mountain Dew."
1976 - Pepsi becomes the single largest soft drink brand sold in American
supermarkets. The campaign is "Have a Pepsi Day!" and a classic commercial,
"Puppies," becomes one of America's best-loved ads. As people get back to
basics, Pepsi is there as one of the simple things in life.
1977 - At 37, marketing genius John Sculley is named President of Pepsi-Cola.
1978 - The company experiments with new flavors. Twelve-pack cans are
introduced.1980 - Pepsi becomes number one in sales in the take home market.
1981 - PepsiCo and China reach agreement to manufacture soft drinks, with
production beginning next year.1982 - Pepsi Free, a caffeine-free cola, is
introduced nationwide. Pepsi Challenge activity has penetrated 75% of the U.S.
market.1983 - Mountain Dew launches the "Dew it to it" theme.1984 - Pepsi
advertising takes a dramatic turn as Pepsi becomes "the choice of a New
Generation." Lemon Lime Slice, the first major soft drink with real fruit juice, is
introduced, creating a new soft drink category, "juice added." In subsequent line
of extensions, Mandarin Orange Slice goes on to become the number one orange
soft drink in the U.S.
Diet Pepsi is reformulated with NutraSweet (aspartame) brand sweetener.
1985 - After responding to years of decline, Coke loses to Pepsi in preference
tests by reformulating. However, the new formula is met with widespread
consumer rejection, forcing the re-introduction of the original formulation as
"Coca-Cola Classic." The cola war takes "one giant sip for mankind," when a
Pepsi "space can" is successfully tested aboard the space shuttle. By the end of
1985, the New Generation campaign earns more than 58 major advertising and
film-related awards. Pepsi's campaign featuring Lional Richie is the most
remembered in the country, according to consumer preference polls.
1986 - Chairman Donald M. Kendall retires and is succeeded by D. Wayne
Calloway. 7-Up international is acquired in Canada. Pepsi-Cola acquires Mug
Root Beer.1987 - Pepsi-Cola President Roger Enrico is named President/CEO of
PepsiCo Worldwide Beverages. Pepsi-Cola World Headquarters moves from
Purchase to Somers, New York. After a 27 year absence, Pepsi returns to
Broadway with the lighting of a spectacular new neon sign in Times Square.
1988 - Craig Weather up is appointed President/CEO of Pepsi-Cola Company.
1989 - Pepsi lunges into the next decade by declaring Pepsi lovers "A Generation
Ahead." Chris Sinclair is named President of Pepsi-Cola International. Pepsi-
Cola introduces an exciting new flavor, Wild Cherry Pepsi.
1990 - American Music Award and Grammy winner rap artist Young MC writes
and performs songs exclusively for national radio ads for Pepsi. Ray Charles
joins the Pepsi family by endorsing Diet Pepsi. The slogan is "You Got the Right
One Baby."1991 - Craig E. Weather up is named CEO of Pepsi-Cola North
America, as Canada becomes part of the company's North American operations.
Pepsi introduces the first beverage bottles containing recycled polyethylene
terephthalate (or PET) into the marketplace. The development marks the first
time recycled plastic is used in direct contact with food in packaging.
1992--Pepsi-Cola launches the "Got to Have It" theme which supplants the
longstanding "Choice of a New Generation."
Pepsi-Cola and Lipton Tea Partnership is formed. Pepsi will distribute single
serve Lipton Original and Lipton Brisk products. Crystal Pepsi: a refreshing,
clear soda that is caffeine free has 100% natural flavors, no preservatives and is
low in sodium, goes national. Mountain Dew introduces the popular theme line,
"Get Vertical."
1993 - Brand Pepsi introduces its slogan, "Be Young. Have Fun. Drink Pepsi."
Pepsi-Cola profits surpass $1 billion. Pepsi introduces an innovative 24-can
multipack that satisfies growing consumer demand for convenient large-size soft
drink packaging. "The Cube" is easier to carry than the traditional 24-pack and it
fits in the refrigerator.
1994 - New advertising introducing Diet Pepsi's freshness dating initiative
features Pepsi CEO Craig Weather up explaining the relationship between
freshness and superior taste to consumers. Pepsi Foods International and Pepsi-
Cola International merge, creating the PepsiCo Foods and Beverages Company.
1995 - In a new campaign, the company declares "Nothing else is a Pepsi" and
takes top honors in the year's national advertising championship.
1996 - In February of this year, Pepsi makes history once again, by launching one
of the most ambitious entertainment sites on the World Wide Web. Pepsi World
eventually surpasses all expectations, and becomes one of the most landed and
copied, sites in this new media, firmly establishing Pepsi's presence on the
Internet.
1997 - In the early part of the year, Pepsi pushes into a new era with the unveiling
of the Generation Next campaign. Generation is about everything that is young
and fresh; a celebration of the creative spirit. It is about the kind of attitude that
challenges the norm with new ideas, at every step of the way.
Pepsi Co. announces that, effective October 6th, it will spin off its restaurant
division to form Tricon Global Restaurants, Inc. Including Pizza Hut, Taco Bell,
& KFC, it will be the largest restaurant company in the world in units and
second-largest in sales.1998 - Pepsi celebrates its 100th anniversary. Pepsi Co.
Chairman and CEO Roger A. Enrico donate his salary to provide scholarships for
children of PepsiCo employees. Pepsi introduces Pepsi One - the first one calorie
drink without that diet taste!
Overview of the Company:
Pepsi Co. is a World Leader in a Convenient Foods & Beverages with 2006
revenue of more than $35 billion dollar and 168,000 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 $92 billion. Some 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. PepsiCo’s 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.”
Shareholders:
PepsiCo (symbol: PEP) shares are traded principally on the New York Stock
Exchange in the United States. The company is also listed on the
Amsterdam, Chicago and Swiss 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: “PepsiCo’s 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 build
shareholder value by making PepsiCo a truly sustainable company.
PepsiCo Headquarters:
PepsiCo World Headquarters is located in Purchase, New York,
approximately 45 minutes from New York City. The seven-building
headquarters complex was designed by Edward Durrell Stone, one of
America's foremost architects. 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 Rod in, 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 François Goff net. The grounds are open to the public, and
a visitor's booth is in operation during the spring and summer.
HONOURS:
Pepsi co and its divisions have received many honours here are
some of them:
PepsiCo was given the title of 2007 Outstanding Employer of China in
Shanghai Region jointly by CRF, Holland's professional publication
and ranking organization, and China Business News Group.
In March of 2007, PepsiCo China won the PepsiCo Innovation Award
and the 3D Marketing Innovation Award.
Covalence published its Ethical Ranking for 2006, ranking PepsiCo 6th
for Best Reported Performance
The Hay Group and Chief Executive magazine rank PepsiCo as #3 in
the 2006 Top 20 Best Companies for Leaders
PepsiCo has been named to the 100 Best Corporate Citizens list for
2007 by Business Ethics Magazine
Diversity Business names PepsiCo as one of America's Top
Organizations for Multicultural Business Opportunities
Catalyst honors PepsiCo with the 2007 Catalyst Award for its strategic
business initiatives in the advancement of women in business
PepsiCo named among "Most Influential Multinationals in China" for
the third consecutive year.
Human Rights Campaign names PepsiCo as one of the Best Places to
Work for GLBT Equality.
PepsiCo China was awarded a 2006 Best Corporate Public Image
Award for its brand image of vitality and youthfulness
PepsiCo recognized among the 2007 100 Best Corporate Citizens in the
US by CRO magazine
PepsiCo named to List of America’s Top Corporations for Women’s
Business Enterprises
Sam’s Club Aquafina Return the Warmth program has won the very top
environmental honor from the Cause marketing Forum
Fortune Magazine ranks PepsiCo once again to the Top 10 of
America’s Most Admired Companies in the World
Institutional Investor magazine has identified PepsiCo as one of
America’s Most Shareholder-Friendly Companies
PepsiCo makes #10 in the LOHAS Index for the its corporate social
responsibility program and communications
PepsiCo is named EPA’s Energy Star Partner of the Year
Business Week names PepsiCo in its 2007 Best Performers List
PepsiCo receives 2007 Catalyst Award
PepsiCo in Top 10 of DiversityInc’s Top 50 Companies for Diversity
list
Indra Nooyi receives India Abroad award
Values of the Company:
Our values reflect our aspiration: The kind of company we want PepsiCo to be. We express our values in the form of a commitment.
Our Commitment:
Our commitment is to deliver sustained growth, through empowered people,
acting with responsibility and building trust. Here’s what this means:
Sustained Growth:
Is fundamental to motivating and measuring our success. Our quest for
sustained growth stimulates innovation, places a value on results, and helps us
understand whether today’s actions will contribute to our future. It is about
growth of people and company performance. It prioritizes making a difference
and getting things done.
Empowered People:
Means we have the freedom to act and think in ways that we feel will get the
job done, while being consistent with the processes that ensure proper
governance and being mindful of the rest of the company’s needs.
Responsibility and Trust :
Form the foundation for healthy growth. It’s about earning the confidence that
other people place in us as individuals and as a company. Our responsibility
means we take personal and corporate ownership for all we do, to be good
stewards of the resources entrusted to us. We build trust between ourselves
and others by walking the talk and being committed to succeeding together.
Guiding Principles:
This is how we carry out our commitment.
We must always strive to:
Care for customers, consumers and the world we live in . :
We are driven by an intense, competitive spirit in the marketplace, but we
direct this spirit toward solutions that achieve a win for each of our
constituents as well as a win for the corporation. Our success depends on a
thorough understanding of our customers, consumers and communities.
Caring means going the extra mile. Essentially, this is a spirit of growing
rather than taking.
Sell only products we can be proud of:
The test of our standards is that we must be able to personally endorse our
products without reservation and consume them ourselves. This principle
extends to every part of the business, from the purchasing of ingredients to the
point where our products reach the consumer’s hands.
Speak with truth and candor:
We speak up, telling the whole picture, not just what is convenient to
achieving individual goals. In addition to being clear, honest and accurate, we
take responsibility to ensure our communications are understood.
Balance short term and long term:
We make decisions that hold both short-term and long-term risks and benefits
in balance over time. Without this balance, we cannot achieve the goal of
sustainable growth.
Win with diversity and inclusion:
We leverage a work environment that embraces people with diverse
backgrounds, traits and different ways of thinking. This leads to innovation,
the ability to identify new market opportunities, all of which helps develop
new products and drives our ability to sustain our commitments to growth
through empowered people.
Respect others and succeed together:
This company is built on individual excellence and personal accountability,
but no one can achieve our goals by acting alone. We need great people who
also have the capability of working together, whether in structured teams or
informal collaboration. Mutual success is absolutely dependent on treating
everyone who touches the business with respect, inside and outside the
company. A spirit of fun, our respect for others and the value we put on
teamwork make us a company people enjoy being part of, and this enables us
to deliver world-class performance.
Slogans:
1939: "Twice as Much for a Nickel"
1950: "More Bounce to the Ounce"
1958: "Be Sociable, Have a Pepsi"
1961: "Now It's Pepsi for Those Who Think Young"
1963: "Come Alive, You're in the Pepsi Generation".
1967: "(Taste that beats the others cold) Pepsi Pours It On".
1969: "You've got a Lot to Live; Pepsi's Got a Lot to Give".
1973: "Join the Pepsi people (feeling free)".
1975: "Have a Pepsi day".
1979: "Catch that Pepsi spirit". David Lucas composer
1981: "Pepsi's got your taste for life".
1983: "Pepsi's Now!"
1984: "The Choice of a New Generation".
1991: "Gotta Have It."
1995: "Nothing Else is a Pepsi".
1997: "Generation".
1999: "Ask for More"/"The Joy of Pepsi-Cola".
2003: "It's the Cola"/"Dare for More".
2007: "More Happy".
VERDICTS ON ETHICS AND SOCIAL RESPOSIBILIT:
In 2003 and again in 2006,[13] the Centre for Science and Environment (CSE), a
non-governmental organization in New Delhi, found that soda drinks produced
by manufacturers in India, including both Pepsi and Coca-Cola, had dangerously
high levels of pesticides in their drinks. Both PepsiCo and The Coca-Cola
Company maintain that their drinks are safe for consumption and have published
newspaper advertisements that say pesticide levels in their products are less than
those in other foods such as tea, fruit and dairy products.[14] In the Indian state of
Kerala, sale and production of Pepsi-Cola, along with other soft drinks, has been
banned.[15] Five other Indian states have announced partial bans on the drinks in
schools, colleges and hospitals.[16] On Friday, September 22, 2006, the High Court
in Kerala overturned the Kerala ban ruling that only the federal government can
ban food products.[17]
Iran state television broadcast anti-Pepsi propaganda, saying that the PEPSI
letters stood for Pay Each Penny Save Israel.[1] PepsiCo has a bottling plant in
Iran.
The Coke Pepsi Rivalry
When the cola giants, Pepsi and Coke, entered the Indian market, they brought
with them the cola wars that had become part of global folklore. This case study
details the various battles fought in India by the two rivals with its focus on the
publicity campaigns where the two sought to steal each other's fizz. The case also
outlines battles fought on other fronts - conflicts with bottles, product
modifications, attempts to steal the rival's employees and other mini wars. On the
whole, the case attempts to provide a comprehensive perspective regarding the
dimensions of the cola wars and the direction in which they are heading.
Our real competition is water, tea, nimbupani and Pepsi... in that order."
Coke sources in 1996:
"When you're No 2 and you're struggling, you have to be more innovative, work
better, and be more resilient. If we became No 1, we would redefine the market
so we became No 2! The fact is that our competition with the Coca-Cola
Company is the single most important reason we've accomplished what we have.
And if they were honest, they would say the same thing."
Pepsi sources in 1998:
"Both companies did not really concentrate on the fundamentals of marketing like
building strong brand equity in the market, and thus had to resort to such tactics
to garner market shares."
PEPSI VS. COKE
The cola wars had become a part of global folklore - something all of us took for
granted. However, for the companies involved, it was a matter of 'fight or
succumb.' Both print and electronic media served as battlefields, with the most
bitter of the cola wars often seen in form of the comparative advertisements. In
the early 1970s, the US soft-drinks market was on the verge of maturity, and as
the major players, Coke and Pepsi offered products that 'looked the same and
tasted the same,' substantial market share growth seemed unlikely. However,
Coke and Pepsi kept rejuvenating the market through product modifications and
pricing/ promotion /distribution tactics. As the competition was intense, the
companies had to frequently implement strategic changes in order to gain
competitive advantage. The only way to do this, apart from introducing cosmetic
product innovations, was to fight it out in the marketplace. This modus operandi
was followed in the Indian markets as well with Coke and Pepsi resorting to more
innovative tactics to generate consumer interest. In essence, the companies were
trying to increase the whole market pie, as the market-shares war seemed to get
nowhere. This was because both the companies came out with contradictory
market share figures as per surveys conducted by their respective agencies - ORG
(Coke) and IMRB (Pepsi). For instance, in August 2000, Pepsi claimed to have
increased its market share for the first five months of calendar year 2000 to 49%
from 47.3%, while Coke claimed to have increased its share in the market to
57%, in the same period, from 55%. Media reports claimed that the rivalry
between Coke and Pepsi had ceased to generate sustained public interest, as it
used to in the initial years of the cola brawls worldwide. They added that it was
all just a lot of noise to hard sell a product that had no inherent merit the players.
Coke had entered the Indian soft drinks market way back in the 1970s. The
company was the market leader till 1977, when it had to exit the country
following policy changes regarding MNCs operating in India. Over the next few
years, a host of local brands emerged such as Campa Cola, Thumps Up, Gold
Spot and Limca etc. However, with the entry of Pepsi and Coke in the 1990s,
almost the entire market went under their control. Making billions from selling
carbonated/colored/sweetened water for over 100 years, Coke and Pepsi had
emerged as truly global brands. Coke was born 11 years before Pepsi in 1887
and, a century later it still maintained its lead in the global cola market. Pepsi,
having always been number two, kept trying harder and harder to beat Coke at its
own game. In this never-ending duel, there was always a new battlefront opening
up somewhere. In India the battle was more intense, as India was one of the very
few areas where Pepsi was the leader in the cola segment. Coke re-entered India
in 1993 and soon entered into a deal with Parle, which had a 60% market share in
the soft drinks segment with its brands Limca, Thums Up and Gold Spot.
Following this, Coke turned into the absolute market leader overnight. The
company also acquired Cadbury Schweppes’ soft drink brands Crush, Canada
Dry and Sport Cola in early 1999.
Jaipuria Group with Pepsi
The Jaipuria Group, since 1975 has been a renowned and reputed name in the
field of soft drink bottling. Since its foray into this field the Group has bottled
almost all the major soft drink brands that existed in India like Coca Cola,
Thumsup, Limca and Pepsi etc.Today The Jaipuria Group commands almost 60%
of the Pepsi business in India. With an impressive turnover and plants equipped
with the latest technology The Jaipuria Group can boast of being the biggest
name in the country when it comes to soft drink manufacturing.
The Group has a major presence in most part of the country, with its 22 fully
operational plants running successfully across the country.
Profile of The Organization
Jai Drinks is franchise of Pepsi co India. Jai Drinks is a part of Jaipuria Group.
The annual turn over of Jaipuria Group was 1300 crore in year 2006.The total
business of jai drinks is 80 to 90 crore.
Jaipuria is well established brand name it is operated by:
C.K Jaipuria
R.k Jaipuria
Anurag Jaipuria
Jaipuria Group is now entered in real estate as well. it is also all India
distributor of Raymond franchise of pizza hut, cream well ice cream etc.Jai
drinks is established 5 years ago. It is working on the theme of idea
management. Every employee has the opportunity to express their ideas.
SALES AND DISTRIBUTION:
Jai drinks pvt ltd follows two channels of sales and distribution
1 Direct
2 Indirect
CHART OF DISTRIBUTION SYSTEM
The Plant:
Bottling Plant
Bonded Warehouse
Clearing & Forwarding Agencies (C&FA)
Through dealers Through Cop Own
Retailers
Consumers
The plant has production capacity of 40,000 cases per day. it has a different line
of operation. a finished bottle of beverage has to pass these lines of operation.
Water treatment:
For the production of syrup and beverages, bore well water is passed through
reverse osmosis plant and then it is passed through softening plant to make it
suitable for boilers and compressors.
Syrup Making:
Reverse osmosis water is taken in batch size and added with sugar and aid hypo
and activated carbon powder. Then it is heated up to 82 deg cent and the contact
time is 30 min. The solution is then filtered to get clarity , after which the temp is
brought down to 25 deg cent .finally this solution is flushed in to a tank and
mixed with concentrated as per batch size to get finished syrups.
Mixing:
Syrup produced above is pumped into beverage maker i.e. intermix/Para mix.
Where one part is mixed five part of or water and co gas. Finally beverage
produced and transfer to the filler.
Bottle Washer:
Bottle received from the market are washed with caustic soda at different
temperatures for 20 minutes. This washer has a capacity of washing 400 bottles
per min.
Filling And Crowing:
Filler receives the beverage from the mixer and washed bottles from the bottle
washer and the bottles are filled with the beverages and send to the crowner
where it is crimped. Final the bottles are coded and pass through final inspection.
OBJECTIVE OF STUDY
1 To know about the company(Pepsi) and their different products
2 To learn about the organization(jai drinks pvt ltd)
3 To watch the relation between the company and their distributors.
4 To analyze the different problems that a retailers faces during the sale of
Pepsi products.
5 To know about promotional activities of soft drinks.
6 To correlate the market share of Pepsi products.
Research Methodology
Research in general refers to the search of knowledge. One can also define
research as a scientific & systematic for information on an specific topic.
In simple words research is the careful investigation or enquiry of markets
especially through search for new facts in any branch of knowledge.
Sampling & Sampling Design:
The procedure by which a few fields are chosen from the data to be studied in
such as way that the sample can be used to estimate the same characteristics in
the total is referred to as sampling.
The advantages of using samples are that it is much less costly, quicker and, if
selected properly, gives results with known accuracy that can be calculated
mathematically. Even for relatively small samples, accuracy does not suffer even
though precision or the amount of detailed information obtained might. These are
important considerations, since most research projects have both budget and time
constraints.
SAMPLING PLAN:
Type of universe : The type of universe selected in sample design of my research
is finite universe.
Sampling unit: sampling unit in my research is all individuals.i.e all the suspects
Size of sample : an optimum sample is one which fulfils the requirement of
efficiency representative ness reliability and flexibility
Sample : size = 120
System of research:
Method used for research survey method
Instrument used questionnaire
SOURCES OF DATA:
There are two sources of collection of data
1. Primary:-It is where information is penetrated. It is that data which is collected
by researcher himself for solving the solving the specific problem in hand.
2. Secondary data: - The data which can be obtained through census registration
data and public ally circulated reports of individual projects guides etc
Data Collection:
Data collection is a key activity of research. The design of data collecting method
is the back bone of research design
1 Observation method: - in this method the data is personally collected by the
researched or his agent. it can be structured on un structured participant or
non participant and controlled or uncontrolled.
2 Survey method
Personal collection of data through face interview.
Mail survey through questioners
Technique of survey: personal interview
Sampling unit: retailers
Sampling extent: Delhi city
Sampling: random
PRODUCT LINE:
1. Pepsi cola
2. Mirinda
3. Mirinda lemon
4. Seven up
5. Mountain dew
6. Slice
7. Diet Pepsi
8. Pepsi gold
SWOT ANALYSIS
SWOT ANALYSIS
STRENGTHS (S):
Brand name
One quality worldwide
Very strong distribution network
High brand recalls rate
WEAKNESS (W):
Dakshinpuri is the lowest selling area of all the products and contributes
low sale volume.
Visipurity or rack purity is not up to mark.
OPPORTUNITIES (O):
Huge market yet to be cover.
Day by day sugar patient is increasing and Pepsi is also available without
calorie.
Dew is in demand these days.
THREATS (T):
Retailers may not be giving adequate display shelves or space
Customers are moving towards natural drinks.
Some retailers kept refrigerators in stores.
CONCLUSION:Jai drinks deals with center and south Delhi .I have covered many routes and among these routes I found that our services are not up to mark. We give refrigerators too many outlets but they are not using our fridges in a right manner. These should be used exclusively for Pepsi drinks. I also seen in many outlets that coke products fridges are placed on a good site and are visible but our Pepsi fridges are kept in stores. I went route no 53 yesterday their shopkeeper has complaint regarding our discount and scratch card schemes. He also has our membership certificate but he dint get any discount yet. So here there is a need to improvement. I also want to mention if our salesman is on leave so please make somebody else to visit that area because here we don’t loose the sale even on that day but it also leads to many problems. I am sorry to say but I have to say our merchandisers are not performing their duties systematically and efficiently. Our salesman arrives at 8am but they usually vacate the place by 10am. So coke salesman sometimes takes advantage of our getting late and they visit earlier than us. Sir, our aim is to satisfy customer needs so please look at all these areas and take effective steps to remove these imperfections.
When I came to this organization our M.M told me Jo Dikhta Hai Wahi Bikta Hay.So our Pepsi products must be kept in a manner that they should attract the customers.One thing which I want to bring in your kind notice the Coke Company has let down the rates of empty bottles. So we should also look at our competitor eye.
Suggestions and Recommendation:
1. Merchandiser should be given training by holding seminars.
2. Our refrigerators should be used exclusively for Pepsi products. So for this proper audit is required.
3. Like I have seen in many outlets our Pepsi refrigerators are placed in stores. So here there is a need of improvement.
4. I want to tell one more thing those bottles are not properly clean sometimes.
5. It may not be consider out of the way if I mentioned that the belongingness of workers which ought to be is not found.
Promotional schemes or offers:
Promotional schemes or offers are important factor for a product or services
because it forces the distributors to increase the sale of that product or services.
So measurement of promotional schemes or offers becomes important.
Permotional Schmes or Offers
Yes, 50
No., 30
Don’t Know, 20
Yes No. Don’t Know
INTEPRETION: According to the pie chart 50% of the outlets are aware of
promotion schemes
JO DIKHTA HAI WOHI BIKTA HAI
Visipurity and rack purity in the market is the basic and important thing for the
product to measure this I visited many shops in different market .
INTERPRETION : According to the pie chart 48% of the outlets having
visipurity and rack purity and 42% are fair and 10% gives poor response.
DIRECT AND INDIRECT ROUTES
This graph show the relationship between the company and its direct roots and indirect roots with retailers.
direct channel68%
indirectchannel
15%
both17%
Market Sales Analysis:
This bar diagrams shows the sales differences in these given area of Pepsi
products
AREA SALES % LODHI NAGAR 25 MALVIYA NAGAR 27 KHAN MKT 45 DAKSHINPURI 10 JAMRUDPUR 13
2527
45
1013
0
5
10
15
20
25
30
35
40
45
50
1
Areas
%o
f sa
le
lodhi nagar
malviya nagar
khan mkt
dakshinpuri
jamrudpur
INTERPETIONS: According to this khan market has 45%market
share ,lodhi nagar has 25% share, malviya nagar has 27% share, jamrudpur
has 13%share and dakshinpuri has only 10%share.
Market Sales Analysis:
This bar diagrams shows the sales differences in these given area of pepsi
products
Area % of sales Lazpat nagar 30 Hauz khas 30 R.k puram 30 Madhusan 10 laxmibainagar 20
30 30 30
10
20
0
5
10
15
20
25
30
35
1
Areas
%o
f sa
le
lajpat nagar
hauz khas
R.k puram
madhusun
laxmibainagar
INTERPETIONS: According to this lajpat nagar Hauz khas and R.K Puram
has 30% share, and laxmi nagar has 20% share and madhusan has only
10% share.
Market Sales Analysis:
This bar diagrams shows the sales differences in these given area of Pepsi
products
area % of sales Vasant kunj 32 Paryavaran complex 20 Sarojni nagar 20 Vasant puram 30 satbari 18
32
20 20
30
18
0
5
10
15
20
25
30
35
1
Areas
%o
f sa
le
vasant kunj
paryaran complex
sarojni nagar
vasant puram
satbari
INTEREPTIONS: According to this Vasant Kunj has 32% of market share,
vasant puram has 30% share, sarojni nagar has 20%share,
paryarancomplexhas 20%share and satbari has 18% share.
Market Sales Analysis:
This bar diagrams shows the sales differences in these given area of Pepsi
products
area % of sales Saket 35 Masigarh 15 Double story 16 Netaji nagar 25 begamzadi 29
35
15 16
25
29
0
5
10
15
20
25
30
35
40
1
Areas
%o
f sa
le
saket
masigarh
double story
netaji nagar
begamzadi
Finding: According to this saket has70% of market share, netaji nagar
55%.begamzadi has 50% and masigarh and double story both has 40%
share.
Market Sales Analysis:
This bar diagrams shows the sales differences in these given area of Pepsi product
Area % of sales Route no.40 26 Route no.64 22 Route no. 29 18 Route no. 17 10 Route no. 43 10 Route no. 15 14 Route no. 28 20
26
22
18
10 10
0
5
10
15
20
25
30
1
Areas
%o
f sa
le
routeno.40
routno. 64
routeno.29
routeno.17
routeno.43
INTERPETIONS: According to this route no-40 has 26% of market share
and 64 has 22%, 29 have 13% and route no. 17 has 10% and 28 has 2% and
15 has 35% share.
Bibliography:
1. Kothari CR research methodology, vikash publication, 2000
2. Kotler Philip, marketing management, personal education, 12th Edition
3. www.pepsi.com
4. www.jaipuriagroup.com
5. www.pepsi.co.in
Name of the o/l R.NOMO2LTR 300ML 600ML
MD300ML 600ML PI2LT 300ML 600ML SL1.2 500ML CHH VISPUR RACK SUGGESTION
KRISHNA 25
NOT INTERESTED NOTPUR NOTPR PROPER VISIT
ARORA 25 2 1 2 2 1 Dir NOTPUR NOTPRFRIDGE SHOULD BE GIVEN
DURGA 25 1 1 1 2 1 Dir NOTPUR NOTPR PROPER VISIT
GUPTA 25 1 4 3 4 2 2 5 1 Dir NOTPUR NOTPR PROPER VISIT
MITTAL 25 1 3 2 3 2 2 5 1 Dir NOTPUR NOTPR PROPER VISIT
MOHAN 4 3 6 6 5 6 5 4 5 2 2 Dir NOTPUR NOTPR PROPER VISIT
MANY 4 3 5 5 4 6 5 5 3 4 5 Dir NOTPUR NOTPR PROPER VISIT
PARKASH 4 2 6 6 5 2 5 5 2 1 1 Dir NOTPUR NOTPR PROPER VISIT
KARISHMA 4 2 6 5 5 5 5 6 6 6 2 Dir NOTPUR NOTPR PROPER VISIT
AAGMAN 4 8 24 8 24 8 12 12 5 3 4 Dir NOTPUR NOTPR PROPER VISIT
GARG 4 4 4 5 4 5 3 3 Dir NOTPUR NOTPR PROPER VISIT
VIG STORE 71 6 8 6 8 6 8 8 8 5 5 Both NOTPUR NOTPR PROPER AUDIT
CHHABRA 71 6 5 5 6 6 5 5 Both NOTPUR NOTPR PROPER AUDIT
QUALITT 71 6 5 6 5 6 8 10 6 3 5 Dir NOTPUR NOTPR PROPER AUDIT
JWARTH 72 2 3 2 3 4 3 4 5 Both NOTPUR NOTPR PROPER VISIT
AGGARWAL 72 2 6 6 5 2 2 3 3 Both NOTPUR NOTPR PROPER VISIT
R.K STORE 72 2 3 5 5 6 4 5 6 Both NOTPUR NOTPR PROPER VISIT
JAGDISH 72 2 3 2 2 3 Both NOTPUR NOTPR PROPER VISIT
JAWAN 72 1 6 2 5 6 4 5 6 Both NOTPUR NOTPR PROPER VISIT
JAGDAMBA 72 2 2 3 2 3 Both NOTPUR NOTPR PROPER VISIT
KUKREJASTO 54 1 6 8 6 6 1 2 Dir NOTPUR NOTPR PROPER AUDIT
BHIM 54 3 8 6 8 6 5 6 3 5 Dir NOTPUR NOTPR PROPER AUDIT
KUKREJA 54 NIL NOTPUR NOTPR
KUMAR 23 2 2 3 4 2 Dir NOTPUR NOTPR FRIDGE
BHATIA 23 NL NOTPUR NOTPR PROPER AUDIT
ANOOP 15 3 4 6 5 6 5 6 6 5 Dir NOTPUR NOTPR FRIDGE
YASH 15 4 6 8 6 6 4 5 6 3 Dir NOTPUR NOTPR FRIDGE
BALAJI 15 3 6 3 4 7 5 6 7 2 3 Dir NOTPUR NOTPR PROPER AUDIT
MUKESH 15 5 4 4 3 6 4 8 6 2 5 Dir NOTPUR NOTPR PROPER AUDIT
RAMESH 15 3 5 5 5 3 5 6 5 3 3 Dir NOTPUR NOTPR PROPER AUDIT
SUBASH 15 3 4 6 3 4 6 5 4 2 4 Dir NOTPUR NOTPR FRIDGE
M.S STORE 24 2 8 4 8 6 3 4 6 Dir NOTPUR NOTPR FRIDGE
DAWAR 24 2 6 3 6 7 4 8 6 Dir NOTPUR NOTPR PROPER AUDIT
ARIHANT 24 3 6 6 8 3 4 8 6 Dir NOTPUR NOTPR PROPER AUDIT
FRIEND 27 8 10 6 10 8 10 6 8 8 6 Dir NOTPUR NOTPR OKYA
NAVEEN 27 NIL NOTPUR NOTPR
KRISHNA 27 NIL NOTPUR NOTPR
JANTA 27 2 NOTPUR NOTPR PROPER AUDIT
GARG PROV 27 4 8 6 8 6 5 12 8 3 4 Dir NOTPUR NOTPR PROPER AUDIT
BAXI 31 3 24 6 8 6 5 12 8 3 4 Dir NOTPUR NOTPR PROPER AUDIT
JAIBHAWANI 31 3 24 6 8 6 6 24 8 Dir NOTPUR NOTPR PROPER AUDIT
SHOPPING 31 8 6 6 8 6 5 6 Dir NOTPUR NOTPR PROPER AUDIT
NAGINA 31 4 6 8 5 3 6 5 Dir NOTPUR NOTPR PROPER AUDIT
DHARIWAL 43 5 5 Dir NOTPUR NOTPR
RAJAT 43 3 8 6 6 6 4 8 6 4 Dir NOTPUR NOTPR
ECONOMICAL 43 NIL NOTPUR NOTPR
KUKREJA 43 5 6 5 6 8 6 Dir NOTPUR NOTPR
STANDARD 43 6 8 8 Dir NOTPUR NOTPR
SANT RAM 3 8 8 6 8 8 6 8 6 3 4 Dir NOTPUR NOTPR
WELECOME 3 3 4 24 6 24 4 6 24 8 Dir NOTPUR NOTPR
SINGLA 3 4 4 6 6 5 10 6 4 3 Dir NOTPUR NOTPR
AMAN PROV 53 4 8 6 8 6 8 10 8 6 Dir NOTPUR NOTPR
DEEPAK 53 4 10 8 6 8 6 10 6 5 Dir NOTPUR NOTPR
KRISHNAPRO 53 5 6 5 6 6 4 2 3 Dir NOTPUR NOTPR
AMAN PROV 53 4 8 6 8 6 8 10 6 Dir NOTPUR NOTPR
JAIN 53 5 6 3 5 6 2 3 Dir NOTPUR NOTPR
FAIRDEAL 53 3 6 6 6 5 4 10 8 3 4 Dir NOTPUR NOTPR
BISHAN 43 3 6 6 5 6 4 8 6 4 5 Dir NOTPUR NOTPR FRIDGE
SHARDA 26
NOT INTERESTED
JAIN 26
NOT INTERESTED
ANAND 26
NOT INTERESTED
KASHMIR 26
NOT INTERESTED
BOMBAY 26
NOT INTERESTED
HORA 26
NOT INTERESTED
I.P.W 67 2 5 5 8 5 5 6 5 1 4 NOTPUR NOTPR PROPERAUDIT
TRISHUL 67 3 7 6 5 6 5 6 6 2 5 Dir NOTPUR NOTPR PROPERAUDIT
SEVA 67 4 8 4 7 5 5 10 6 2 4 Both NOTPUR NOTPR PROPERAUDIT
SARVASTORE 67 2 6 5 5 6 5 10 4 2 5 Both NOTPUR NOTPR PROPERAUDIT
KISHAN 2 2 6 6 5 5 4 10 6 2 3 Dir NOTPUR NOTPR PROPERAUDIT
GURRBACHAN 2 3 8 6 4 6 5 8 7 3 3 Dir NOTPUR NOTPR PROPERAUDIT
BHUTANI 2 2 5 6 6 4 6 8 5 4 4 Dir NOTPUR NOTPR PROPERAUDIT
MAHALAXMI 2 3 6 5 2 6 6 10 6 3 2 Dir NOTPUR NOTPR PROPERAUDIT
NAME OF OUTLET HAVING COOLING PROBLEMS
OUTLET ROUTE NO
SHIV STORE 40JYOTI STORE 17SUPER 09RAJAT 43BISHAN 43ARORA 25VARDHMAN 07BALAJI 07KRISHNA 08SURENDER 08KUMAR 23ANOOP 15SUBASH 15M’S STORE 24
NAME OF OUTLETS WHICH ONLY SELL PET BOTTLES:OUTLETS NAME ROUTE NOJANTA PROV 27JAI BHAWANI 31SHOPPING PLAZA 31NAGINA 31DHARIWAL 43KUKREJA 43STANDARD NAMKEEN 43KRISHAN PROV 53JAGDISH 72GARG 04MITTAL 25GUPTA 25KASHMIR DAIRY 26ANAND 26SAISBURY CONVENIO 29GOYAL STORE 64BANSAL BHANDAR 64DELHI FRUIT 64
QUESTIONNAIRE
NAME………………………………………
ADRESS…………………………………….
……………………………………………….
PH.NO……………………………………….
1. What do you say about relationship of the company with the retailers is
A. very healthy . very poor
C. average D. no comments
2. Are you getting your requirements (goods) timely
A. yes B. no
3. What is your daily average sale of
Pepsi products
4. How would you rate the promotion/ advertisement of pepsi products
A. excellent B. good
C. fair D. poor
5. is the company giving you good schemes / offers to promote the sale of pepsi
products.
6. How would you rate the popularity of Pepsi products.
A. excellent B. good
C. fair D. poor
7. What do you say about demand and supply
A. D>S B. D<S
C. D=S D. don’t know
8. Are you achieving our sale target?
A. yes, then go to 9, 10 B. NO, THEN GO TO 11
10. Then the reason behind it is
A. brand name/good advertising B. high demand
C. monopoly D. good quality/taste
11. Then how much you sell more
………………………………………
12. Then the reason behind it is
A. bad advertising B. low demand
C. healthy competition D. bad taste
13. What are the different problems that you are facing during the sale of Pepsi
Products?
…………………………………………………………………….
…………………………………………………………………….
…………………………………………………………………….
13. Do you want to suggest any thing to increase the sale of Pepsi products?
……………………………………………………………………..
……………………………………………………………………..