ANALYZING DISTRIBUTION GAPS FOR PEPSI IN CHENNAI CITY; SUGGESTIONS FOR INCREASING OUTLET PENETRATION AND PRODUCT AVAILABILITY.

By S. BOOPATHY KALEESWARAN (REG No: 3 !"#"$%& A PRO'ECT REPORT Submitted to S.R.M School of Management In partial fulfillment of the requirements For the award of the degree Of (ASTER OF BUSINESS AD(INISTRATION

SR( SCHOOL OF (ANAGE(ENT SR( INSTITUTE OF SCIENCE AND TECHNOLOGY (DEE(ED UNIVERSITY& KATTANKULATHUR )$"3*"3 (AY *""$

BONAFIDE CERTIFICATE ertified that this pro!ect " A STUDY ON CUSTO(ER PREFERENCE OF (UTUAL FUND SCHE(ES THROUGH PRINCIPAL PUN'AB

NATIONAL BANK # is the bonafide wor$ of (+.S.BHARATH KU(AR who has carried out the research under my super%ision. ertified further& that to the best of my $nowledge the wor$ reported herein does not form part of any other pro!ect report or disseratation on the basis of which degree or award conferred on an earlier occasion on this or any other candidate.

'ame of the guide&

'ame of the (O)&

Mr.S.S*'+(I, -.M/R S.R*S(

)r.0Mrs12/3S(R**

*4+*R'/, 5.I)*

ACKNOWLEDGE(ENT

I first and foremost than$ the ,ord 5od /lmighty for gi%ing us grace and $nowledge to complete this pro!ect wor$ successfully. I ta$e this opportunity to con%ey my gratitude to the Ho,-./01 C2.,3100o+4 (+. T.R PACHA(UTHU4 SRM. Institute of Science and +echnology for gi%ing me this opportunity to pursue this pro!ect. I e7press my sincere gratitude to P+o5. R. VENKATARA(ANI4 8rincipal& SRM Institute of Science and +echnology& D+. 'AYSHREE SURESH4 DEAN4 SRM School of Management& for gi%ing me this opportunity to de%elop this pro!ect. I e7press my sincere than$s to our guide (+.S.SENTHIL KU(AR4 B.E4 (BA4 A667.P+o5166o+ SRM School of Management for his %aluable ad%ice for the completion of this pro!ect. I am greatly pri%ileged to e7press my sincere than$s to (+. RA(ESH KU(AR.R4 (HR& for PEPSI L784 C21,,.9 for allowing me to do pro!ect in this esteemed organi9ation and for their encouragement and guidance for the completion of this pro!ect. I e7press my sincere than$s to all my friends and family members for their constant support& blessings and co:operation& which they ga%e me at all steps of this pro!ect wor$.

DECLARATION

I here declare that the dissertation entitled "ANALYZING DISTRIBUTION GAPS FOR PEPSI IN CHENNAI CITY; SUGGESTIONS FOR INCREASING OUTLET PENETRATION AND PRODUCT AVAILABILITY submitted to S.R.( S32oo0 O5 (.,.:1;1,7 in partial fulfillment of the requirements for the award of the (.671+ o5 B<69,166 A8;9,967+.79o, is a record of original pro!ect wor$ done by me under the super%ision and guidance of (+.S.SENTHIL KU(AR B.E4 (.B.A4 A667.P+o5166o+ of S.R.M School Of Management.

S.BOOPATHY KALEESWARAN

<

INDE= CHAPTER I TITLE INTRODUCTION !.! INTRODUCTION !.* OB'ECTIVES !.3 LI(ITATIONS !.# SCOPE OF THE STUDY !. CO(PANY PROFILE !.$ PRODUCT PROFILE II III IV V VI VII REVIEW OF LITERATURE RESEARCH DESIGN AND (ETHODOLOGY DATA ANALYSIS AND INTREPREATIOTION SU((ARY OF FINDINGS SUGGESTION CONCLUSION BIBLIOGRAPHY ANNE=URES $ % > !! !# ! !? %3 %# % ! PAGE NO

!.! INTRODUCTION T21 5<7<+1 96,-7 .21.8 o5 <6 .I7 2.6 .0+1.8@ 2.AA1,18. ) P2909A Ko701+. +he study is about ANALYZING DISTRIBUTION GAPS FOR PEPSI IN CHENNAI CITY ; SUGGESTIONS FOR INCREASING OUTLET PENETRATION AND PRODUCT AVAILABILITY. +he purpose of the study is to $now about the channels of distribution of the soft drin$s and compare it with the world>s no l brand 8epsi. +o pinpoint the areas where it falls shorts and find out the reasons for it. +he areas preferred and chosen here for the sur%ey is the hennai ity. DISTRIBUTION In the field of mar$eting of distribution indicate routes or pathways through which goods and ser%ices flow& or mo%e from producers to consumers ?e can define formally the distribution channel as the set of interdependent mar$eting institutions participating in the mar$eting acti%ities in%ol%ed in the mo%ement or the flow of goods or ser%ices from the primary producer to the ultimate consumer. Mar$eting institutions considered as channel components are@ o /ll $inds of merchant middlemen & such as wholesalers and retailers o /ll -inds of agent middlemen& such as commission agents& factors bro$ers& warehouse A $eepers and so on. o /ll other facilitating agencies& such as common carriers& ban$ers ad%ertising agencies& and so on .+he route or channel includes the manufacture and the ultimate consumer as well as all intermediaries. o +hese components are lin$ed in the channel system by one or more of the mar$eting flows& such as transfer of title or ownership& physical mo%ement of merchandise& transmission of mar$eting information and the flow of money in the form of payment of prices and other dues. +he channel members right from the producer up to the consumer are interrelated and

we ha%e the total distribution system which is responsible for distribution of goods or ser%ice in order to satisfy consumer needs or desires. Ro01 o5 C2.,,106 o5 D967+9/<79o, In an e%er A widening mar$et& particularly in consumer goods mar$et& distribution channels ha%e a distincti%e role in the successful implementation of mar$eting plans and strategies. +hese channels perform the following mar$eting functions in the machinery of distribution@ +he searching out of buyers and sellers 0 ontacting1 Matching goods to the requirements of the mar$et0Merchandising1 1. Offering products in the form of assortments or pac$ages of items usable and acceptable by the consumer Cusers. 6. 8ersuading and influencing the prospecti%e buyers to fa%or a certain product and its ma$er0personal selling C sales promotion1 ;. Implementation pricing strategies in such a manner that would be acceptable to the buyers and ensure effecti%e distributions. <. ,oo$ing after all physical distribution functions. =. 8articipating acti%ely in the creation and establishment of mar$et for a new product. B. Offering pre:and after A sale ser%ices to customers. D. +ransferring of new technology to the users along with the supply of products and paying the role of change agents E. 8ro%iding feedbac$ information& mar$eting intelligence and sales forecasting ser%ices for their regions to their suppliers. F. Offering credit to retailers and consumers 1G. Ris$ A bearing with reference to stoc$ holding C transport S</) D9B969o,6 o5 D967+9/<79o, 6@671; )istribution system has two sub:di%isions@ 1. hannel of distribution wholesalers and retailers are middlemen in distribution and they perform all mar$eting functions. Such middlemen are speciali9ed in one or a few mar$eting functions. +hese middlemen facilitate the process of e7change D 6. 8hysical distribution. +he channel members such as mercantile agents&

and create time& place and possession utilities through matching and sorting process. Sorting enables meeting or matching the supply with consumer. 8hysical distribution loo$s after physical handling of goods& and assures ma7imum customer Ser%ice. It aims at offering deli%ery of right goods at the right time and place to customers. 1. Order 8rocessing 6. (andling of goods ;. 8ac$aging <. ?are housing =. +ransportation B. In%entory control and D. ustomer ser%ice all middlemen in distribution perform these function & and they assure putting the product within an arms length of customer desire and demand. (98801;1, 9, D967+9/<79o, +here are two types of middlemen in distribution@ 1. Merchant middlemen buy and sell goods on their own account and at their own ris$ of loss 0e.g.1 wholesaler and retailer 6. /gent middlemen who do not ta$e ownership title to good but acti%ely negotiate the transfer of ownership right from the seller to the buyer. 0e.g.1 Selling commission agent or bro$er. In his channel management& a manufacturer has to ma$e three decisions@ 1. Selection of general channel of distribution to be adopted 6. 'umber of middlemen at each le%el and in each mar$et ;. Selection of a particular middlemen for selling H goods H with or without ant e7clusi%e rights of distribution

C2.,,10 S@671;

By con%ention channel of distribution included only merchant middlemen& agents and bro$ers. Facilitating agencies such as ban$s& common carriers& ad%ertising agencies& warehousing companies were e7cluded from the channel concept as these would not ta$e title to or negotiate the purpose and sale of products. .nder the system approach the channel is now recogni9ed as a system in%ol%ing flow of 1. Information 6. Mar$eting communications ;. materials <. manpower =. apital equipment and money. It is no longer merely a collection of independent business establishment It is a system of flows B. Flow of goods and people D. flow of ownership and ris$ of loss E. flow of information F. flow of promotion 1G. Flow of negotiation and transaction& ownership& possession and promotion mo%e forward. Ordering and payment mo%e from consumers bac$ward. Ris$ of loss& negotiating acti%ity information mo%e forward as well as bac$ward. (.,<5.37<+1+ C A:1,7 C W2o016.01+ C R17.901+ ) Co,6<;1+ In this channel the producer uses the ser%ice of agent middlemen such as s sole selling agent for the initial dispersion of goods. +he agent in turn may distribute to wholesaler& who in turn sell to retailers. Many te7tile mills ha%e sole agents for distribution. ?e may ha%e a large national distributor such as %olt as acting as sole sales agent for many manufactures. /gent middlemen generally operate at the wholesale le%el. +hey are common in agricultural mar$eting In mar$eting manufactured goods& agent middlemen are used by manufactures to ma$e themsel%es free from mar$eting tas$s. /n agent middleman sells on commission basis directly to wholesaler or large retailer. !.* OB'ECTIVES and

 +o identify the efficiency of e7isting distribution system in 8epsi +o identify the reasons for successfulness of competitor distribution structure. +o identify inno%ati%e ways to increase outlet penetration. +o identify the 8epsi product a%ailability in hennai ity.

1G

!.3 LI(ITATIONS OF THE STUDY

+he study was conducted within limited days because of time concern.So less samples are ta$en. +he study is only within the hennai city and not the full mar$et. +he comparison is done only with the familiar brands a%ailable in the mar$et. +he data gi%en by the retailers are only partly truthful. Because of the periodic sale of the soft drin$s mar$et there is some fluctuations in the mar$et within the sur%ey period itself. +he ma!ority of the question in the questionnaire is of choosing. Only the gi%en options may be narrowed in deri%ing the data. !.# SCOPE OF STUDY . It helps to asses the real opinion and mind set of store $eeper about the distribution le%el they needed. It ma$es the distributers to understand the efficiency of e7isting ser%ice pro%iders .so that it can create the root for further impro%ement. It helps to meet the e7pectation in future in turn that will increase the %olume of sales. +he study is to analy9e the distribution gaps and to o%er come the complaints of store$eeper.

11

!. CO(PANY PROFILE

8epsi: ola 'orth /merica& headquartered in 8urchase& '.3.& is the refreshment be%erage unit of 8epsi o Be%erages and Foods 'orth /merica& a di%ision of 8epsi o& Inc. 8epsi o Be%erages and Foods 'orth /merica also comprises 8epsi oIs +ropicana& 5atorade and Jua$er Foods businesses in the .nited States and anada. 8epsi: ola 'orth /mericaIs carbonated soft drin$s& including@ 8epsi& )iet 8epsi& 8epsi +wist& Mountain )ew& Mountain )ew ode Red& Sierra Mist& and Mug Root Beer account for nearly one:third of total soft drin$ sales in the .nited States. 8epsi: ola 'orth /mericaIs non:carbonated be%erage portfolio includes /quafina& which is the number one brand of bottled water in the .nited States& )ole single:ser%e !uices and SoBe& which offers a wide range of drin$s with herbal ingredients. +he company also ma$es and mar$ets 'orth /mericaIs best:selling& ready:to:drin$ iced teas and coffees %ia !oint %entures with ,ipton and Starbuc$s& respecti%ely. 8epsi o& Inc. is one of the worldIs largest food and be%erage companies. +he companyIs principal businesses include@

Frito:,ay snac$s 8epsi: ola be%erages 5atorade sports drin$s +ropicana !uices Jua$er Foods

8epsi o& Inc. was founded in 1FB= through the merger of 8epsi: ola and Frito: ,ay. +ropicana was acquired in 1FFE. In 6GG1& 8epsi o merged with the Jua$er Oats ompany& creating the world>s fifth:largest food and be%erage company& with 1= brands A each generating more than K1 billion in annual retail sales. 8epsi o>s success

16

is the result of superior products& high standards of performance& distincti%e competiti%e strategies and the high le%el of integrity of our people. 8epsi o is a world leader in con%enient foods and be%erages& with 6GG< re%enues of more than K6F billion and 1=;&GGG employees. +he company consists of Frito:,ay 'orth /merica& 8epsi o Be%erages 'orth /merica& 8epsi o International and Jua$er Foods 'orth /merica. 8epsi o brands are a%ailable in nearly 6GG countries and territories and generate sales at the retail le%el of about KDE billion. Many of 8epsi oIs brand names are more than 1GG:years:old& but the corporation is relati%ely young. 8epsi o was founded in 1FB= through the merger of 8epsi: ola and Frito:,ay. +ropicana was acquired in 1FFE and 8epsi o merged with +he Jua$er Oats ompany& including 5atorade& in 6GG1. 8epsi o offers product choices to meet a broad %ariety of needs and preference :: from fun:for:you items to product choices that contribute to healthier lifestyles. 8epsi o>s mission is "+o be the worldIs premier consumer 8roducts ompany focused on con%enient foods and be%erages. ?e see$ to produce healthy financial rewards to in%estors as we pro%ide opportunities for growth and enrichment to our employees& our business partners and the communities in which we operate. /nd in e%erything we do& we stri%e for honesty& fairness and integrity.# S2.+12o081+6 8epsi o 0symbol@ 8*81 shares are traded principally on the 'ew 3or$ Stoc$ *7change in the .nited States. +he company is also listed on the /msterdam& hicago& Swiss and +o$yo stoc$ e7changes. 8epsi o has consistently paid cash di%idends since the corporation was founded. Co+Ao+.71 C979D1,629A /t 8epsi o& we belie%e that as a corporate citi9en& we ha%e a responsibility to contribute to the quality of life in our communities. +his philosophy is e7pressed in our sustainability %ision which states@ "8epsi o>s responsibility is to continually

1;

impro%e all aspects of the world in which we operate A en%ironment& social& economic :: creating a better tomorrow than today.# Our %ision is put into action through programs and a focus on en%ironmental stewardship& acti%ities to benefit society& and a commitment to build shareholder %alue by ma$ing 8epsi o a truly sustainable company. P1A69Co H1.8E<.+71+6 8epsi o ?orld (eadquarters is located in 'ew 3or$ ity. +he se%en:building headquarters comple7 was designed by *dward )urrell Stone& one of /mericaIs foremost architects. +he building occupies 1G acres of a 1<<:acre comple7 that includes the )onald M. -endall Sculpture 5ardens& a world: acclaimed sculpture collection in a garden setting. +he collection of wor$s is focused on ma!or twentieth century art& and features wor$s by masters such as /uguste Rodin& (enri ,aurens& (enry Moore& /le7ander alder& /lberto 5iacometti& /rnaldo 8omodoro and laes Oldenberg. +he gardens originally were designed by the world famous garden planner& Russell 8age& and ha%e been e7tended by FranLois 5offinet. +he grounds are open to the public& and a %isitorIs booth is in operation during the spring and summer. P1A69Co I,71+,.79o,.0 8epsi: ola began selling its products outside the .nited States and anada in the mid:1F;Gs& opening in the .nited -ingdom in 1F;B. Operations grew rapidly beginning in the 1F=Gs. +oday& 8epsi o be%erages are a%ailable in more than 1DG countries and territories. Brands include /quafina& 5atorade and +ropicana. In addition to brands mar$eted in the .nited States& 8epsi o International brands include Mirinda& Se%en:.p and many local brands. 8epsi o began its international snac$ food operations in 1FBB. +oday& products are a%ailable in nearly 1DG countries. Often 8epsi o snac$ food products are $nown by local names. +hese names include 5amesa and Sabritas in Me7ico& ?al$ers in the .nited -ingdom& Simths in /ustralia& Matutano in Spain& *lma hips in Bra9il& and

1<

others. +he company mar$ets Frito:,ay brands on a global le%el& and introduces unique products for local tastes. !.$ PRODUCT PROFILE So57 D+9,F / soft )rin$ is a drin$ that contains no 0or %ery little1 alcohol& as opposed to a hard drin$& which does contain alcohol. In general& the term is used only for cold be%erages. +he term originally refered to carbonated drin$s. Soft drin$s contribute to the diet in two ways. Because they are predominately water& they can help quench thirst and meet the body>s fluid requirement A about two quarts of liquid a day. In addition& soft drin$s sweetened with sugar pro%ide carbohydrates& which are readily a%ailable to the body for quic$ energy. /lthough soft drin$s ma$e these nutritional contributions to the diet& the ompany mar$ets them as a source of simple refreshment. onsumers wishing to control their caloric inta$e can also choose from our %ariety of low:calorie soft drin$s and bottled water that are a%ailable in most mar$ets. /s long as Indi%iduals balance their food choices& any food 0including soft drin$s1 can be part of a healthy& en!oyable diet. +he 8epsi company is the world>s leading manufacturer& mar$eter and distributor of nonalcoholic be%erage concentrates and syrups & used to produce nearly <GG be%erage brands. B+.,86 o5 P1A69 I,89. ,eading Indian brands of 8epsi are Mirinda& Slice& Mountain dew& /quafina. B+.,86 9, I,89. P1A69: It is a%ailable in S-.s of 6GGml R5B& ;GGml R5B& =GGml.8et& and 6l.pet % UA: It is a%ailable in S-.s of 6GGml R5B& ;GGml R5B& =GGml.8et& and 6l.pet (o<,7.9, 81G It is a%ailable in S-.s of 6GGml R5B& ;GGml R5B& =GGml.8et& and 6l.pet (9+9,8. It is a%ailable in S-.s of 6GGml R5B& ;GGml R5B& =GGml.8et& and 6l.pet

1=

+he 8epsi system adheres not only to national laws on food processing and labeling& but also to strict standards for e7ceptional quality. +he companies monitor our success through its customer and consumer feedbac$ and their in:trade monitoring programs& and this information enables us to continuously impro%e their already demanding system. AG.+86 .,8 P+o<8 O5 P1A69 In early 6GG;& 8epsi India collected ad%ertiser of the year and campaign of the year awards for the 8epsi media campaign +he ompany ran$ing up "First# in the introduction of canned and pet soft drin$s & %ending machines and bac$pac$ dispensers for crowds of cric$et supporters . H<.097@ (.,.:1;1,7 S@671;: 1B

+he Framewor$ of the 8epsi Juality System is %ery much li$e our business& multifaceted with quality at its core. +he 8epsi Juality System as shown in the pyramid abo%e has layers& starting with the 8epsi promise at its pinnacle. +he other layers include 8olicy& /ssurance and ontrol. AG.+86 +he )asna unit near )elhi in 5ha9iabad has been awarded the prestigious Go081, P1.3o3F E,B9+o,;1,7 (.,.:1;1,7 AG.+8 C *""# (GPE(A)*""#& for e7cellent en%ironment practices and effecti%e control of en%ironment impact.

*. REVIEW OF LITERATURE ?hen the statement of problem is formulated& a literary sur%ey was underta$en to find new insights in connection to this research problem. For this at first published !ournals& conference proceedings& company websites were tapped in rele%ance to my research problem. /part from !ournals and maga9ines& data are collected from companies& and other pro!ect reports& which are briefed in Bibliographies.

1D

3. RESEARCH (ETHODOLOGY

O/I1379B16 o5 R161.+32 +he main aim of research is to identify the truth which is hidden and which has not been disco%ered as yet. +he ob!ecti%e of carrying out a research is@ +o gain familiarity with a phenomenon or to achie%e new insights into it. +o portray accurately the characteristics of a particular indi%idual situation or a group +o determine the frequency with which something occurs or with which it is associated with something else +o test a hypothesis of a casual relationship between %ariables.

R161.+32 D169:, +he formidable problem that follows the tas$ of defining the research problem is the preparation of the design of the research pro!ect& popularity $nown as the Hresearch design>. )ecisions regarding what& where& when how much& by what means concerning an enquiry or a research study conditions a research design. / research design is the arrangement of the conditions for the collection and analysis of data in a manner that aims to combine rele%ance to the research purpose with economy in procedure .+he study in question is based on Hdescripti%e research H D163+9A79B1 R161.+32 )escripti%e research includes sur%eys and fact A finding enquires of different $inds. +he ma!or purpose of descripti%e research in description of state of affairs& as it e7ists as present. +he main characteristics of this method are that the researcher has no control o%er the %ariablesM he can only report what has happened or what is happening. +he methods of research utili9ed in descripti%e research are sur%ey methods of all $inds including comparati%e and correlation methods.

(172o86 o5 D.7. Co001379o,

1E

?hile deciding about the method of data collection the researcher should $eep in mind two types of data %i9.& primary and secondary. P+9;.+@ D.7. +he primary data are those& which are collected afresh and for the first time and thus happen to be original in character. +here are se%eral methods of collecting primary data some of them are obser%ation methods& inter%iew method& through questionnaires& through schedules etc&. S13o,8.+@ D.7.: +he secondary data& on the other hand are those& which ha%e already been collected and passed through the statistical process& Secondary data may either be published data or unpublished data. Co001379o, o5 D.7. 72+o<:2 E<1679o,,.9+1 +his method of data collection is quite popular. In this method a questionnaire is sent to the persons concerned& with a request to answer the questions and return the Juestionnaire. / questionnaire consists of a number of questions printed in a definite order on form or a set of forms. +he questionnaire is gi%en or pro%ided to the respondents who are e7pected to read and understand the questions and write down the answers in the space meant for the purpose in questionnaire itself. +he respondents ha%e to answer the questionnaire on their own. H<1679o,,.9+1 D169:,: +he study was conducted among the share bro$ers& businessmen& agents and housewi%es. +he data was collected by means of questionnaire and was classified and analy9ed carefully. Juestionnaire is constructed so that the ob!ecti%es are clear to the respondents. In this research& the questionnaire was formed as a direct and structured one. +he type of questions that were included was@ lose:ended questions@ +he type of question has only two answers in the form of 3esC'o or trueCfalse. (<079A01)32o931 E<1679o,6:

1F

In this case& the respondent is offered two or more choices. +he respondent has to indicate which is applicable in his case. S.;A09,:: ?hen field studies are underta$en& considerations of time and cost almost in%ariably lead to selection of respondents i.e.& selection of only a few items. Such a part of the population or a sub!ect of unit& which is pro%ided by some process or other usually by deliberate selection with the ob!ect of in%estigation& is called a sample. +he selection process is called "sampling technique#. +he sur%ey conducted is $nown as sample sur%ey. (ere the sample sur%ey is conducted for collection the date for chec$ing Hthe le%el of awareness and career opportunity in life insurance industry> among the public. A,.0@696: It is done on simple percentage basis. +he researcher has introduced simple percentage system for the analysis of the study. /fter getting the number of respondents& who ha%e answered for each scale& percentage for each scale is calculated and this is the result obtained by means of simple percentage system. .ni%erse and Sampling@ S.;A09,: / sample of =G distributors is drawn from the hennai city. Too06 5o+ D.7. Co001379o,: +he method of )ate collection applied in the Research wor$ is primary )ate collection method& by using the Juestionnaire type of )ata collection. Juestionnaire is framed according to the researcher>s need and due care is ta$en to satisfy the oca: cola company>s prime ob!ecti%e to identify the distribution gap in the hennai city.

P+1)T167: / researcher need number of %isits to the oco: ola distribution point which is located at hennai and had formal discussion with /rea Sales Manager& *7ecuti%e 6G

in hennai& )istributors& Salesman& Retailers to $now about feasibility to conduct the study. D.7. Co001379o, P+o3166: +he questionnaire was distributed to the retailers the researcher assured them that this study is purely for academic purpose and the details will $ept be confidential. S7.796793.0 A,.0@696: +he )ata ollected were carefully analy9ed and processed. For this study percentage analysis were applied to draw meaningful inferences.

#. DATA ANALYSIS AND INTERPRETATION

TABLE NO.! RESPONDENTS OPINION ABOUT SPECIFICATION OF SOFT DRINK OFFERED IN THEIR STORE

B+.,8 8epsi o$e Both +otal

No o5 +16Ao,81,76 1E F 6; =G

P1+31,7.:1 ;B 1E <B 1GG

61

INFERENCE@ From the abo%e table it is inferred that out of =o respondents& 1E respondents offer pepsi and F respondents offer co$e in their stores. +he remaining 6; respondents offer both the soft drin$s.

CHART NO.! CHART SHOWING THE RESPONDENTS SPECIFICATION OF SOFT DRINK OFFERED IN THEIR STORE

50 45 40 35 30 25 20 15 10 5 0

Pepsi Coke Both

PERCENTAGE

66

TABLE NO.* RESPONDENTS OPINION ABOUT DIFFERENT FLAVOURS OF BRAND OFFERED P1A69 B+.,8 No O5 R16Ao,81,76 Mirinda Mountain )ew Slice ,ipton ice tea Dup <1 ;= <1 ;G <1 E6 DG E6 BG E6 Fanta Maa9a +humsup ,imca Sprite P1+31,7.:1 CoF1 B+.,8 No O5 R16Ao,81,76 ;6 ;6 6G 6= ;6 B< B< <G =G B< P1+31,7.:1

INFERENCE@ From the abo%e table it is inferred that out of the =G respondents& in 8epsi brand <1 respondents offer Mirinda& only ;G of them offer ,ipton ice tea. In co$e brand ;6 respondents offer Fanta& only 6G respondents offer +humsup.

6;

CHART NO.*.! CHART SHOWING THE RESPONDENTJS OPINION ABOUT DIFFERENT FLAVOURS OF A BRAND (COKE&

70 60 50 40 30 20 10 0 Percentage anta !aa"a Th#$s#p %i$ca &prite

6<

CHART NO.*.* CHART SHOWING THE RESPONDENTJS OPINION ABOUT DIFFERENT FLAVOURS OF A BRAND (PEPSI&

'0 (0 70 60 50 40 30 20 10 0 Percentage !irin)a !o#ntain )e* &+ice %ipton ,ce Tea 7#p

6=

TABLE NO.3 RESPONDENTS OPINION ABOUT THE BRAND WHICH THEY ARE STORING (ORE NO OF BRAND 8epsi RESPONDENTS ;; PERCENTAGE BB

o$e

1D

;<

+otal

=G

1GG

INFERENCE@ From the abo%e table it is inferred that out =G respondents inter%iewed& ;; respondents store 8epsi in their stores. +he remaining 1D respondents store co$e in their stores among those sur%eyed.

6B

CHART NO.3 CHART SHOWING THE RESPONDENTS OPINION ABOUT THE BRAND STORING

70 60 50 40 30 20 10 0 PERCENTAGE Pepsi Coke

6D

TABLE NO.# RESPONDENTS OPINION ABOUT THE FAST (OVING FLAVOURS IN A PARTICULAR BRAND F0.Bo+6 (P1A69& Mirinda Mountain dew To7.0 P1+31,7.:1 DB 6< 1GG F0.Bo+6 (CoF1& ,imca Sprite To7.0 P1+31,7.:1 EG 6G 1GG

INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& in 8epsi brand DB N of respondents feel that Mirinda is fast mo%ing& and then comes mountain dew with only 6< respondents. In co$e brand EG respondents feel that ,imca is fast mo%ing then comes sprite with 6G respondents among those sur%eyed.

6E

CHART NO.#.! CHART SHOWING THE RESPONDENTS OPINION ABOUT THE FAST (OVING FLAVOURS IN A PARTICULAR BRAND (COKE&

(0 70 60 50 40 30 20 10 0 Percentage %i$ca &prite

6F

CHART NO.#.* CHART SHOWING THE RESPONDENTS FEELING ABOUT THE FAST (OVING FLAVOURS IN A PARTICULAR BRAND (PEPSI&

(0 70 60 50 40 30 20 10 0 Percentage !irin)a !o#ntain )e*

;G

TABLE NO. RESPONDENTS OPINION ABOUT THE FAST (OVING BRAND

NO OF BRAND 8epsi o$e +otal RESPONDENTS ;= 1= =G PERCENTAGE DG ;G 1GG

INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& ;; respondents feel that pepsi is fast mo%ing their stores. 1D respondents feel that co$e is fast mo%ing in their stores among those sur%eyed.

;1

CHART NO. CHART SHOWING THE RESPONDENTS OPINION ABOUT THE FAST (OVING BRAND

70 60 50 40 30 20 10 0 N- RE&P-N.ENT& PERCENTAGE Pepsi Coke

;6

TABLE NO.$ RESPONDENTS OPINION ABOUT THE HUANTITY OF THE BOTTLES

NO OF HUANTITY 6GG ml ;GG ml =GG ml 1.= , 6, +otal RESPONDENTS ;E = D G G =G PERCENTAGE DB 1G 1< G G 1GG

INFERENCE From the abo%e table it is inferred that out of the respondents inter%iewed& ;Erespondents prefer 6GG ml. = respondents prefer ;GG ml and =GG ml is preferred by only D respondents among those sur%eyed.

;;

CHART NO.$ CHART SHOWING THE RESPONDENTS OPINION ABOUT THE HUANTITY OF THE BOTTLES

200 ml 300 ml 500 ml 1.5 L 2L

;<

TABLE NO.% CHART SHOWING THE RESPONDENTS OPINION ABOUT THE NON) AERATED SOFT DRINKS NO OF BRAND Slice Maa9a +otal INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& <G respondents prefer slice among non:aerated soft drin$s. Only 1G respondents prefer Maa9a among the non:aerated soft drin$s among those sur%eyed. RESPONDENTS <G 1G =G PERCENTAGE EG 6G 1GG

;=

CHART NO.% CHART SHOWING THE RESPONDENTS OPINION ABOUT THE NON) AERATED SOFT DRINKS

Slice Maaza

;B

TABLE NO.> RESPONDENTS OPINION ABOUT THE BRAND GIVING (ORE PROFIT NO OF BRAND 8epsi o$e +otal RESPONDENTS 6F 61 =G PERCENTAGE =E <6 1GG

INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& 6F respondents feel that pepsi is gi%ing more profit. +he remaining 61 respondents feel that co$e is gi%ing more profit among those sur%eyed.

;D

CHART NO.> CHART SHOWING THE RESPONDENTS OPINION ABOUT THE BRAND GIVING (ORE PROFIT

Pepsi Coke

;E

TABLE NO.?

RESPONDENTS OPINION ABOUT THE BRAND HAVING (ORE RECALL VALUE NO OF BRAND 8epsi o$e +otal RESPONDENTS ;E 16 =G PERCENTAGE DB 6< 1GG

INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& ;= respondents feel that pepsi is ha%ing more recall %alue. +he remaining 1= respondents feel that co$e is ha%ing more recall %alue among those sur%eyed.

;F

CHART NO.?

CHART SHOWING THE RESPONDENTS OPINION ABOUT THE BRAND HAVING (ORE RECALL VALUE

(0 70 60 50 40 30 20 10 0 PERCENTAGE Pepsi Coke

<G

TABLE NO .!" RESPONDENTS OPINION ABOUT THE BRAND WHICH IS PUSHED TO BLIND CUSTO(ERS

NO OF BRAND 8epsi brand o$e brand +otal INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& 6F respondents feel that pepsi brand is pushed to blind customers. +he remaining 1= respondents feel that co$e brand is pushed to blind customers among those sur%eyed. RESPONDENTS 6D 6; =G PERCENTAGE =< <B 1GG

<1

CHART NO.!" CHART SHOWING THE RESPONDENTS OPINION ABOUT THE BRAND WHICH IS PUSHED TO BLIND CUSTO(ERS

60

50

40

30

Pepsi /ran) Coke /ran)

20

10

0 PERCENTAGE

<6

TABLE NO. !! RESPONDENTS OPINION ABOUT THE (ODE OF PURCHASE NO OF BRAND ash redit +otal INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& <= respondents buy the drin$s in cash. +he remaining 1= respondents buy in credit among those sur%eyed. RESPONDENTS <= = =G PERCENTAGE FG 1G 1GG

<;

CHART NO .!! CHART SHOWING THE RESPONDENTS OPINION ABOUT THE (ODE OF PURCHASE

'0 (0 70 60 50 40 30 20 10 0 PERCENTAGE Pepsi Coke

<<

TABLE NO. !* RESPONDENTS OPINION ABOUT THE SUPPLY OF PEPSI BRAND NO OF DISTRIBUTION ?hole seller agency +otal RESPONDENTS B << =G PERCENTAGE 16 EE 1GG

INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& B respondents get supply of soft drin$s through wholesaler& +he remaining << respondents get supply of soft drin$s through agencies among those sur%eyed.

<=

CHART NO. !* CHART SHOWING THE RESPONDENTS OPINION ABOUT THE SUPPLY OF PEPSI BRAND

'0 (0 70 60 50 40 30 20 10 0 PERCENTAGE 0ho+e se++er Agenc1

<B

TABLE NO. !3 RESPONDENTS OPINION ABOUT THE (ODE OF DISTRIBUTION

NO OF VEHICLE ,orry Oan /uto +otal INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& B respondents distribute through lorry& 6E of them distribute through %an& only 1B of them distribute through the auto among those sur%eyed. RESPONDENTS B 6E 1B =G PERCENTAGE 16 =B ;6 1GG

<D

CHART NO. !3 CHART SHOWING THE RESPONDENTS OPINION ABOUT THE (ODE OF DISTRIBUTION

60

50

40 %orr1 2an A#to 20

30

10

0 PERCENTAGE

<E

TABLE NO .!# RESPONDENTS OPINION ABOUT THE FREHUENCY OF WEEKLY DISTRIBUTION WEEKLY DISTRIBUTION Once +wice +hrice +otal NO OF RESPONDENTS E ;G 16 =G PERCENTAGE 1B BG 6< 1GG

INFERENCE@ From the abo%e table it is inferred that out =G respondents inter%iewed&E respondents gets the stoc$ once in a wee$& ;G of them gets the stoc$ twice in a wee$& the remaining 16 of them gets the stoc$ thrice in a wee$ among .

<F

CHART NO. !# CHART SHOWING THE RESPONDENTS OPINION ABOUT THE FREHUENCY OF WEEKLY DISTRIBUTION

60 50 40 30 20 10 0 PERCENTAGE -nce T*ice Thrice

=G

TABLE NO.! RESPONDENTS OPINION ABOUT THE ORDERS THROUGH PHONE FOR PEPSI ORDERS FOR PEPSI 3es 'o +otal INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& ;F respondents said yes to orders through phone. +he remaining 11 respondents said no to orders through phone among those sur%eyed. NO OF RESPONDENTS ;F 11 =G PERCENTAGE DE 66 1GG

=1

CHART NO.! CHART SHOWING THE RESPONDENTS OPINION ABOUT THE ORDERS THROUGH PHONE FOR PEPSI

(0 70 60 50 40 30 20 10 0 PERCENTAGE 3es No

=6

TABLE NO.!$ RESPONDENTS OPINION ABOUT THE AVAILABILITY OF COOLERS AVAILABILITY OF COOLERS 8epsi cooler o$e cooler Own cooler 8epsi P co$e cooler o$e P own cooler 8epsi P own cooler /ll the abo%e NO OF RESPONDENTS ;< 6< 66 6F 6; 6E 6B PERCENTAGE BE <E << =E <B =B =6

INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& ;< respondents use pepsi coolers& 6< respondents use co$e coolers& 66 own coolers& 6B respondents use all the abo%e cooler among those sur%eyed.

=;

CHART NO.!$ CHART SHOWING THE RESPONDENTS OPINION ABOUT THE AVAILABILITY OF COOLERS

Pepsi cooler Coke cooler Own cooler Pepsi & coke cooler Coke & own cooler Pepsi & own

=<

TABLE NO.!% RESPONDENTS OPINION ABOUT THE TI(E DURATION OF SERVICE FOR COOLERS NO OF No o5 8.@6 ; days 1 wee$ 6 wee$s +otal RESPONDENTS G 11 ;F =G PERCENTAGE G 66 DE 1GG

INFERENCE@ From the abo%e table it is inferred that out of =G respondents inter%iewed& 11 respondents said ser%ice is gi%en once in a wee$ and ;F respondents said once in two wee$s.

==

CHART NO.!% CHART SHOWING THE RESPONDENTS OPINION ABOUT ATTENDING THE COOLER FAILURE

(0 70 60 50 40 30 20 10 0 PERCENTAGE 3 )a1s 1 *eek 2 *eeks

=B

TABLE NO.!> RESPONDENTS OPINION ABOUT THE TI(ELY INFOR(ATION OF OFFERS TI(ELY INFOR(ATION OF OFFERS 3es 'o +otal NO OF RESPONDENTS <; D =G PERCENTAGE EB 1< 1GG

INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& <; respondents said yes to the timely information of offers. +he remaining D respondents said no to the timely information offered among those sur%eyed.

=D

CHART NO.!> CHART SHOWING THE RESPONDENTS OPINION ABOUT THE TI(ELY INFOR(ATION OF OFFERS

'0 (0 70 60 50 40 30 20 10 0 PERCENTAGE 3es No

=E

TABLE NO.!? RESPONDENTS OPINION ABOUT THE CLEARING OF THE BAD STOCKS CLEARING OF THE BAD STOCKS ; days 1 wee$ 6 wee$s +otal INFERENCE@ From the abo%e table it is inferred that out of the =G respondents& nine respondents feel that clearing of bad stoc$s is done in 6 wee$s. <1 respondents feels that clearing of bad stoc$s is done within one wee$& +he remaining NO OF RESPONDENTS G F <1 =G PERCENTAGE G 1E E6 1GGN

=F

CHART NO.!? CHART SHOWING THE RESPONDENTS OPINION ABOUT THE CLEARING OF THE BAD STOCKS

'0 (0 70 60 50 40 30 20 10 0 PERCENTAGE 3 )a1s 1 *eek 2 *eeks

BG

TABLE NO.*" RESPONDENTS OPINION ABOUT THE OFFERS OF PEPSI CO(PANY OFFERS OF PEPSI CO(PANY 3es 'o +otal NO OF RESPONDENTS << B =G PERCENTAGE EE 16 1GG

INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& << respondents said yes to offers to 8epsi ompany. +he remaining B respondents said no to offers to 8epsi ompany among those sur%eyed.

B1

CHART NO.*" CHART SHOWING THE RESPONDENTS OPINION ABOUT THE OFFERS OF PEPSI CO(PANY

Yes No

B6

TABLE NO.*!

ASSOCIATION BETWEEN THE FAST (OVING BRAND K BRAND STORAGE: FAST (OVING BRAND BRAND STORAGE 8epsi o$e +otal 8ercentage 6G 1; ;; BB 11 B 1D ;< ;1 1F =G 1GG BG <G PEPSI COKE TOTAL PERCENT AGE

INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& ;; respondents said that pepsi is the fast mo%ing brand and 1D of them said co$e is the fast mo%ing brand among those sur%eyed.

B;

CHART NO.*! CHART SHOWING THE ASSOCIATION BETWEEN THE FAST (OVING BRAND K BRAND STORAGE:

20 1( 16 14 12 10 ( 6 4 2 0 Pepsi Coke

TABLE NO.**

B<

ASSOCIATION BETWEEN THE (ORE PROFITABLE BRAND K BLIND CUSTO(ER:

(ORE PROFITABLE

PEPSI

COKE

TOTAL

PERCENTAGE

RAW CUSTO(ER 8epsi o$e +otal percentage INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& 6F respondents said that pepsi has more profitable customers 61 of them said co$e has more profitable customers among those sur%eyed. 6G F 6F =E 1; E 61 <6 ;; 1D =G 1GG BB ;<

B=

CHART NO.** CHART SHOWING THE ASSOCIATION BETWEEN THE (ORE PROFITABLE BRAND K BLIND CUSTO(ER:

20 1( 16 14 12 10 ( 6 4 2 0 Pepsi Coke

BB

TABLE NO.*3 ASSOCIATION BETWEEN THE TI(ELY INFOR(ATION K SATISFACTION WITH THE OFFERS: TI(ELY INFOR(ATION YES NO TOTAL PERCENTAGE

SATISFACTION WITH OFFERS 3es 'o +otal percentage INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& <; respondents said yes to the timely information is satisfactory .D of them said no to the timely information among those sur%eyed. ;1 16 <; EB = 6 D 1< ;B 1< =G 1GG D6 6E

BD

CHART NO.*3 CHART SHOWING THE ASSOCIATION BETWEEN THE TI(ELY INFOR(ATION K SATISFACTION WITH THE OFFERS:

35

30

25

20 3es No 15

10

TABLE NO.*#

BE

ASSOCIATION BETWEEN THE (ORE STORING BRAND K BRAND RECALL VALUE: (ORE STORING BRAND PEPSI = COKE Y TOTAL PERCENTAGE

BRAND RECALL VALUE 8epsi o$e +otal 8ercentage INFERENCE@ From the abo%e table it is inferred that out of the respondents inter%iewed& ;= respondents said pepsi has more recall %alue. 1= of them said only co$e has more recall %alue among those sur%eyed. 61 1< ;= DG F B 1= ;G ;G 6G =G 1GG BG <G

BF

CHART NO.*# CHART SHOWING THE ASSOCIATION BETWEEN THE (ORE STORING BRAND K BRAND RECALLS VALUE:

25

20

15 Pepsi Coke 10

DG

CHI) SHUARE ANALYSIS: TEST NO: ! R10.79o,629A /17G11, B+.,8 67o+9,: .,8 ;o+1 A+o597.

B+.,8 S7o+9,: P1A69 CoF1 To7.0

(o+1 P+o597 P1A69 !? !# 33 CoF1 !" % !%

To7.0 *? *! "

N<00 H@Ao721696 (Ho&

+here is no significant relationship between Brand Storing and More profit& towards using the brands 8epsi and o$e.

A071+,.79B1 H@Ao721696 (H!&: +here is close significant relationship between Brand Storing and More profit& towards using the brands 8epsi and o$e.

D1

CHI C SHUARE CALCULATION@ alculated hi:Square )egrees Of Freedom +able Oalue Significant Result Q 1.<; Q1 Q ;.E< Q Significant at =N ,e%el

INFERENCE: It is found from the abo%e analysis that calculated than the table %alue. CONCLUSION@ +here is no significant relationship between the Brand Storing and More profit& towards using the brands 8epsi and o$e. hi:Square %alue is lesser

D6

TEST NO: * R10.79o,629A /17G11, (o+1 +13.00 B.0<1 .,8 5.67 ;oB9,: /+.,8.

(o+1 +13.00 B.0<1 P1A69 CoF1 To7.0

F.67 ;oB9,: /+.,8 P1A69 *% !! 3> CoF1 > # !*

To7.0 3 ! "

N<00 H@Ao721696 (Ho&

+here is no significant relationship between Fast mo%ing brand and more recall %alue& towards using the brands 8epsi and o$e.

A071+,.79B1 H@Ao721696 (H!&: +here is close significant relationship between Fast mo%ing brand and more recall %alue& towards using the brands 8epsi and o$e.

D;

CHI C SHUARE CALCULATION@ alculated hi:Square )egrees Of Freedom +able Oalue Significant Result Q 6.G1 Q1 Q ;.E< Q Significant at =N ,e%el

INFERENCE: It is found from the abo%e analysis that calculated than the table %alue. CONCLUSION@ +here is no significant relationship between the Fast mo%ing brand and more recall %alue& towards using the brands 8epsi and o$e hi:Square %alue is lesser

FINDINGS

D<

From the research it is found that pepsi is much faster than co$e. +he 8epsi dealers %isit the retail shop twice a wee$& but the shop owners respect frequent %isit. DEN of the retailers using 8epsi coolers to $eep their soft drin$s Ma!ority of the 8epsi retailer e7pect %ariety of schemes. Most of the 8epsi retailers e7pect the product should be supplied in the credit system 8epsi brand Mirinda ran$s first in the sale with 6EN and the oco ola brand Fanta ne7t with 6BN onsumption rate of soft drin$s is found to be decline after the pesticide issue. )istributors are not nearer to the distribution point so time and money is wasted.

D=

SUGGESTIONS Supply of the product in the credit system can further impro%e the sales ollection of feed bac$ from the retailers e%ery month will be %ery help full to $eep the mar$et steady +he boo$ed order from the shoppers should be deli%ered in time. 'umber of %ehicles used to distribute can be increased in order to minimi9e time delay of supply.

DB

CONCLUSION From this pro!ect it has been analy9ed that 8epsi should concentrate more in the distribution side and ha%e to increase the outlet in hennai 0?are house 61. +hey ha%e to increase the schemes such that to reach the retailers. 5lobali9ation has made the mar$et system %ery competiti%e and the companies should always pay concentration to satisfy the customer through their retail sellers and $eep the mar$et always steady.

DD

BIBLIOGRAPHY o Ko701+ P2909A 4 P+9,39A016 o5 (.+F179,: 4 S<07., C2.,8 .,8 Co;A.,@ L78 .4 N1G D1029 *""* o Ko72.+9 . C . R .4 R161.+32 (172o8o0o:@ 4 W962G. P+.F.62., 4 N1G D1029 !?> (R1A+9,7 *""3&

WEBSITES www.pepsi.com

DE

S/,*S P )IS+RIB.+IO' OF 8*8SI OM8/'3 8RO). +S I' (*''/I I+3 'ame@ /ddress@ 11 8lease specify the brand of soft drin$ offered in your storeR 8epsi 61 )ifferent fla%ors of brand offered by youR P1A69 B+.,8 Mirinda D.8 Slice ,ipton Ice +ea Mountain )ew ;1 ?hich brand you are storing moreR 8epsi o$e CoF1 B+.,8 Fanta Maa9a Sprite +humsup ,imca o$e

<1 ,ist the fast mo%ing fla%ors in a particular brand 0Ran$ing Method1R P1A69 B+.,8 Mirinda D.8 Slice CoF1 B+.,8 Fanta Maa9a Sprite

DF

,ipton Ice +ea Mountain )ew =1 In your opinion fast mo%ing brandR 8epsi B1 ?hich quantity of bottle mo%e fastR 6GGml ;GGml

+humsup ,imca

o$e

=GGml

1.=lit

6 lit

D1 /mong the first drin$s 0non:aerated1 sell fasterR Slice Maa9a

E1 ?hich brand gi%es you more profitR 8epsi o$e

F1 /s a seller which brand is ha%ing more recall %alue 8epsi o$e

1G1 +he brand you would li$e to gi%e for "blind customer#0R/? customer1R 8epsi 111 Mode of 8urchase 08epsi1 8epsi Brand 161 ?ere you are getting the stoc$ 08epsi1R ?hole Aseller /gency o$e Brand o$e

EG

1;1 Mode of )istribution 08epsi1R ,orry Oan /uto

1<1 Frequency of )istribution per wee$ 08epsi1R Once +wice +hree

1=1 an you able to get the supply& by ordering through the phone 08epsi1R 3es 'o

1B1 +o cool the product which cooler are you using 08epsi1R 8epsi ooler o$e ooler Own ooler

1D1 Mentioned the time duration of attending the cooler failure 08epsi1R ; days 1 ?ee$ 6 ?ee$s

1E1 /re you getting the timely information about the scheme 08epsi1R 3es 'o

1F1 ?hat is the frequency of clearing the bad stoc$s from the shop 08epsi1R ; days 1 ?ee$ 6 ?ee$s

6G1 /re you satisfied with the offers gi%en by the 8epsi ompany 08epsi1R 3es 611 If it is notR Specify the reasons 'o

E1