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INTRODUCTION The process of ascertaining consumer needs, converting them into a product or service & then moving the

product or service to the final consumer or user to satisfy such needs & wants of specific customer segment or segments with emphasis on profitability, ensuring the optimum use of resources available to the organization. Marketing is so basic that it cant be considered a separate function. It is the whole business seems from the point of view of its final results that is from the customers point of view Business success is not determined by the producer but by the customer. According to me marketing means, push the product to the market & pull the customer towards the business. We can say that the main aim of the marketer is to convert the want of the customer to the need of the customer. Thus marketing job is to convert societal needs into profitable opportunities. Hence, Marketing occupies an important position in the organization of a business unit. It is one of the important line activities of business operation. It consists of the ownership of goods. Goods are not complete products until they are in the hands of the customer. It is the process by which products are made available to the ultimate consumers from their point of origin. It consists of all those activities, which are meant to ensure the flow of goods & services from the producer to the consumer. Therefore, marketing thinking must start with a crystallization of needs of consumer segment of which the efforts will ultimately be aimed. In terms of needs, the product or service must be developed or improved so that ultimately the product satisfies such needs of the consumer segment involved. Today marketer, have to take tough decisions because todays market place is venomously more complex. Domestic markets, at one time safe from foreign invaders are now the happy hunting grounds of giant global corporation as well as global niche specialists. Major strides in technology have considerably shortened time & distance. New products are launched & astonishing pace are available worldwide in a short time. Communicating ones media are proliferating new distribution channels & formats keep appearing. Competitors are everywhere & hungry. Sales promotion is one of the 5 aspects of promotional mix. (The other four parts of the promotional mix are advertising, personal selling, direct marketing and publicity/public relations.) Media and non-media marketing communication
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are employed for a predetermined, limited time to increase consumer demand, stimulate market demand or improve product availability. Examples: 1. Under the crown (UTC) 2. Refilling. 3. Point of purchase displays 4. Rebates etc. Sales promotions can be directed at the customer, sales staff, or distribution channel members (such as retailers). Businesses can target sales promotions at three different audiences: consumers, resellers, and the company's own sales force. Sales promotion acts as a competitive weapon by providing an extra incentive for the target audience to purchase or support one brand over another. It is particularly effective in spurring product trial and unplanned purchases. Most marketers believe that a given product or service has an established perceived price or value, and they use sales promotion to change this pricevalue relationship by increasing the value and/or lowering the price. Compared to the other components of the marketing mix (advertising, publicity, and personal selling), sales promotion usually operates on a shorter time line, uses a more rational appeal, returns a tangible or real value, fosters an immediate sale, and contributes highly to profitability. Activities, materials, devices, and techniques used to supplement the advertising and marketing efforts and help coordinate the advertising with the personal selling effort. Sweepstakes are among the best-known sales promotion tools, but other examples include special displays, coupons, promotional discounts, contests, and gift offers. schemes stimulates the products demand and how the retailers response over scheme, what nature of the outlets (i.e. seasonal &non-seasonal), how they know about promotional scheme (i.e. through SMS, salesman, CE etc), whether the outlets prefer to sell RGB [Regular glass bottle], PET [plastic bottle], CAN, Acquafina mineral water, Leher soda.

OBJECTIVE OF STUDY To know the sales promotion tools used by PepsiCo Company. To know about the sales promotion impacts on sale of the product of PepsiCo Company in CTC. To find out the best promotional tool preferred by the retailers. To know the peak periods of sales promotion activities. To analyze the strength & weakness of PepsiCo. To determine the standard of sales & services & public relation. SCOPE OF STUDY Scope of study on PepsiCo India Ltd, the area of the study is CTC. In the duration of study and project period, I observed that the market response of PepsiCo Product is in good position, but sales volume is not at par. The Sales promotion policy of our company is affected due to competitors Marketing strategy. 1. questioners on sales promotions to know the response of current promotion packs given by company to retailers in the market. 2. we will come to know that which type of promotional scheme outlets want. 3. We can easily know how the sale promotion affects the Annual Sales volume. 4. We can know the percentage of exclusive and mixed outlets of PepsiCo India products. 5. We can know the nature of outlets. (i.e. Seasonal vs. Non seasonal). 6. We can know the reaction of the outlets owners towards promotional schemes. 7. Future forecast of sale after getting sale promotion to the outlets. Hence we can say that, a well planed & future oriented sales promotion will give a good sales volume.
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Research Methodology
The methodology used in conducting the research work on PEPSICO INDIA LTD major emphasis on its Sale Promotion which involved the following steps: 1. Defining the problem and deciding research Objective: 1. Shortfall of the sales volume after giving huge promotional activity towards outlets. 2. To get various information about PepsiCo Outlets. 2. Develop the Research plan: A plan was developed how to collect the required information i.e. whom to contact for gathering the relevant data. Data is the foundation of all research .It is the raw material for any research functions. Therefore, it requires great care to select the sources of data. Data or facts may be obtained from several sources. Data sources can either be primary or secondary. A. Primary data: Collection of primary data was conducted by visiting various retail outlets for the preparation of the thesis report. Personal Interview Questionnaire. B. Secondary data: The sources from which secondary data was collected: Press releases of the company. Book, Magazines and Newspaper. Newsletters and in-house journals. Websites such as: www.pepsicoindia.com, www.google.com, www.youngistaan.com www.wikipedia.com,

3. Contact Method: Respondent: General Store Betel Shop Hotel Restaurant Fast food centre Pay phone shop Juice centre Ice cream parlors Grocery shop Other shops

5. Collection of information:

The primary information was collected by face-to-face and direct interview with the owners of outlets at the CTC. They are provided with the relevant information regarding the profile of the company. The secondary sources of information were various websites of the company, newspapers & magazines such as education times and times of India etc 6. Analyzing the data:The data collected was carefully analyzed. 7. Reporting and conclusions and recommendations: This is the most vital part of the work undertaken. After collection and analysis of data, it was recorded in form as prescribed. The major part of the report is the findings also include charts and diagram etc, and the report also mentions the limitations of the project undertaken. The conclusions have been drawn out of the findings and various recommendations have been given in the end of the report.

Limitation of the study


The major limitation of the study was that the depth study in the subject could not be done because of limited time. The other limitations are: The company doesnt declare all the data & the internal data are kept confidential. Though every sincere & possible effort has been made to collect the data, some retailers were uncooperative in providing the actual data. The project is done in CTC may not represent the figure of the whole India. Since the data collected was representative based the accuracy is questionable. Some questions created confusion among the respondents. The respondents were not interested to fill up the questionnaire due to lack of interest. The sample has taken only 20 respondents. They may not represent the whole population. Lack of secondary data Collection of the recent brochures, in house journals, etc of the company was relevant to a little extent. But most of the necessary information is not available in the company.

CHAPTER PLANNING In the growing global competition, the productivity of any business concern depends upon the behavioural aspect of consumers. This topic deals with the sale promotion of the customer on PepsiCo product, service and solution in CTC. This project report contains 5 different chapters. The report begins with the introduction part which gives a brief idea regarding topic of the project. In addition to the above two points it also contains the rational of the study, objective, scope, research methodology, limitation and last but not least notes & references of preparing this management thesis.

Industry: Beverages Industry and Company Profile which Includes: brief history of PepsiCo India, Company Profile, Mission, Milestone, Awards, PepsiCo logo & Product, Performance with Performs, SWOT analysis PepsiCo India.

A comprehensive coverage of literature review & the theoretical approach for the project. It provides a comprehensive coverage the total database of the survey & analysis of data through graphical representation of data. The chapter deals with the findings and conclusion part which is very much important after analysis is made. In each of the as described above, every chapter has been scheduled in a manner so as to enable the reader to appreciate the contents easily. The report is supported by figures and data where ever necessary a view to assist the reader in developing clear cut understanding of the topic. COMPANY PROFILE PepsiCo entered India in 1989 and has grown to become one of the countrys leading food and beverage companies. One of the largest multinational investors in the country, PepsiCo has established a business which aims to serve the long term dynamic needs of consumers in India. PepsiCo India and its partners have invested more than U.S.$700 million since the company was established in the country. PepsiCo provides direct employment to 4,000 people and indirect employment to 60,000 people including suppliers and distributors.

PepsiCo nourishes consumers with a range of products from treats to healthy eats that deliver joy as well as nutrition and always, good taste. PepsiCo Indias expansive portfolio includes iconic refreshment beverages Pepsi, 7 UP, Mirinda and Mountain Dew, in addition to low calorie options such as Diet Pepsi, hydrating and nutritional beverages such as Aquafina drinking water, isotonic sports drinks - Gatorade, Tropicana100% fruit juices, and juice based drinks Tropicana Nectars, Tropicana Twister and Slice. Local brands Lehar Evervess Soda, Dukes Lemonade and Mangola add to the diverse range of brands. PepsiCos foods company, Frito-Lay, is the leader in the branded salty snack market and all Frito Lay products are free of trans-fat and MSG. It manufactures Lays Potato Chips, Cheetos extruded snacks, Uncle Chipps and traditional snacks under the Kurkure and Lehar brands. The companys high fibre breakfast cereal, Quaker Oats, and low fat and roasted snack options enhance the healthful choices available to consumers. Frito Lays core products, Lays, Kurkure, Uncle Chipps and Cheetos are cooked in Rice Bran Oil to significantly reduce saturated fats and all of its products contain voluntary nutritional labeling on their packets. The group has built an expansive beverage and foods business. To support its operations, PepsiCo has 43 bottling plants in India, of which 15 are company owned and 28 are franchisee owned. In addition to this, PepsiCos Frito Lay foods division has 3 state-of-the-art plants. PepsiCos business is based on its sustainability vision of making tomorrow better than today. PepsiCos commitment to living by this vision every day is visible in its contribution to the country, consumers and farmers. Mission of PepsiCo

Our mission is to be the worlds premier consumer Products Company focused on convenient foods & beverages. We seek to produce financial rewards to investors as we provide opportunities for growth & enrichment to our employees, our business partners & the communities in which we operate & in everything we do, we strive for honesty, fairness & integrity.

Vision of PepsiCo

PepsiCos 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 & a focus on environmental stewardship, activities to benefit society, & a commitment to build shareholder value by making PepsiCo a truly sustainable company.

MILESTONES 2008 Milestones PepsiCo Honored With 2008 Energy Star Partner of the Year Award 2007 Milestones PepsiCo signs Maria Sharapova for International endorsement of Gatorade and Tropicana Tropicana launches Tropicana Healthy Heart with Omega-3s, the first national orange juice to include omega-3s Pepsi launches Design Our Pepsi Can National Promotion Indra Nooyi receives the Outstanding American by Choice PepsiCo makes Fortune magazines 100 Best MBA Award

Employers list

Pepsi, Diet Pepsi and Mountain Dew topped the 2007 Brand Keys Customer Loyalty Engagement Index which tracks consumers

relationships with brands Mountain Dew Unveils unique limited edition aluminum bottles PepsiCo named a 2007 Working Mother Best Company for Women

Multicultural

PepsiCo wins two awards Best Environmental/Wildlife Campaign and

Best Cause Marketing Event -- at Fifth Annual Cause Marketing Halo Awards 2006 Milestones PepsiCo India re-launches Mirinda PepsiCo, the National Hockey League (NHL) and the National League Players' Association (NHLPA ) sign an exclusive multiand snack deal

Hockey

year beverage

PepsiCo, National Hockey League and National Hockey League Association sign multi-year deal, giving PepsiCo

Players

exclusive rights in the categories. With this NHL Marketing System Product:

beverage, sports beverage, bottled water and snack deal, Gatorade becomes the official sports drink of

Pepsi carbonated water, sugar, added flavor package & drinking water. Introduction of Natural color drink is on the cards. Positioning: Besides retailing, the company focuses on institutional sales, special event to make the product available for additional mileage. Price: The company maintains a steady price due to tight competition. It encourages more retail margin as compared to the competitors. However, company does not believe in compromising the quality of the product.

Promotion:

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Schemes & incentives are also given keeping on eye on the competitive activity from time to time. Company has also introduced a consumer awareness scheme to create better brand awareness of the product. Publicity: A company as promotional measure for value sale gives publicity. Adequate point of purchase materials, adequate display materials & participation in important local festival are also a part of promotional measure of the company. Channel of Distribution: Distributors are appointed all over Orissa for marketing the product. Customer executives appointed by the company support them. Marketing Strategy: Besides stamping the urban market, the companys focus is on penetration in the periphery rural area. The Manufacturing Process The process of manufacturing of aerated water (Soft Drinks) & fruit Juice under PepsiCo Brand is divided into mainly five parts such as: Water Treatment Syrup Making Bottle Washing Filling Crowning & Coding Testing of the product

Water Treatment: Water Treatment is very essential in soft drinks plant as the nature & quality of water varies from place to place. To set uniform & standard water the process of treatment is carried on. The water taken from bore well by the help of water pump & pipe lines are collected in a storage tank where is pre-chlorinated by chlorinate & then by the help of pipelines comes to a treatment tank called coagulator tank where this water solution of different strength of bleaching powder, ferrous sulphate, hydrate line are added through dosing pump to reduce alkalinity, hardness & kill the bacteria. A mechanical stirrer mixes the chemical
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& then the suspended water settles down as sludge & clean water passes through retention tank. From this tank, the water passes through sand filter containing fine sand & pebbles & carbon filter contains granular carbon & finally through water polisher, micron filter, UV lamp to ensure clear & sanitary water for use. Further water used in the bottle washer & boiler needs softening. For this purpose the water from storage tank, after passing through two filter beds containing fine sand & granular carbon happens. Through a bed of resin where it is softened, this soft water is essential for use in bottle washer to reduce scale formation inside the machine. Syrup Making: For syrup making of a particular brand, collect quantity of sugar, water activated carbon (Powder) & Hyflow super cell known as filter aid are taken into a sugar dissolving tank which is specially designed making a vacuum space to enter steam & also fitted by a motor with agitator. Sugar syrup called raw syrup is prepared by developing the sugar with continuous stirring & heating by steam supplied by oil-fired boiler. This hot syrup with the help of a pump is filtered through a filter press attach with a series of quality filter paper to separate out carbonated particles. Bottle Washing: Bottle Washing is an important part in soft drink plant. The emptied durable & returnable bottles are used & returned from market in plastic crates are fed to bottle washing machine. The machine double end system with circular chin to carry the bottles caustic soda, tri-sodium phosphate & sodium-gluconate are added to the caustic tank filled in with water heated by steam supplied by the boiler. The empty bottles enter to the hot caustic tank in one end & after being cleaned by the hot caustic solution & finally washed with water through sprayjets fitted are discharged in other end. Then washed bottles pass on conveyor chain against laminated board for further inspection in the direction filling machine. Filling: Finished syrup &treated water line are connected to a dosing pump which mixes syrup & water with the ratio of 1:5 & syrup mixed with water entered to carbonated tank to mix with carbon dioxide gas are preserved in cylinder for use. The cylinders are connected through CO2 manifold tank to use requisite
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quantity of gas. The syrup passes through PHE, which is cooled itself by circulation of chilled, glycol supplied chilling compressor. To run the machine F-22 gas is used. The syrup being chilled easily mixes with CO 2 gas & enters to the filter for bottling. The filter is fitted with filling valves & lift Cylinders. Crowning & Coding: After beverage is filled in bottles it immediately goes to the crowner where with the help of crown crock the bottles are sealed to protect the carbonating, flavor, outside contamination & spoilage till the contained beverage is consumed. Then sealed bottles passed on the conveyor chain are coded by a coding machine on their way to out end. The sealed bottles are inspected properly against inspection light while passing through the conveyor fitted with SS chain. The empty plastic crates passing through a conveyor enter to crate washer machine & it is washed & moves through the conveyor where finished products are accumulated. Then the products are kept in plastic crates, which are durable in nature & returnable by buyer, put on palates & sent to shipping for shipment. Test of Products: Finally the finished syrup during bottling is tested in laboratory to meet the permanent & also to get standard & quality products. PepsiCo Brands 1. Pepsi The mother product. It is a carbonated water. 2. Slice is a line of fruit-flavored soft drinks. 3. 7 Up is a brand of a lemon-lime flavored non caffeinated soft drink. 4. Mirinda is a brand of soft drink available in fruit including orange flavors. 5. Mountain Dew is a caffeinated, sweet, citrus flavored soft drink produced. 6. Acquafina Mineral Water:

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SWOT Analysis of PepsiCo

STRENGTH OF PEPSICO INDIA: 1. Its brand. 2. Huge market coverage, company existence not only in urban area but also in the rural area 3. Large number of product line to satisfy consumer. 4. Verity of scheme for the retailer throughout the year. So, that retailer will earn huge profit and also get satisfaction after selling PepsiCo product. 5. Company also gives time to time schemes for the consumer. So that, final consumer interest for repurchase &enjoy the benefit. 6. PepsiCo Indias Agri-Partnerships with farmers help farmers across the country earn more. 7. Good CSR Image.

WEAKNESS PEPSICO INDIA:

1. In distribution channel distributor is the additional person which is not responsible for the company, because there is no direct link between company and the retailer. 2. Sales person also not feel that they are working for company, they think only for the distributor. 6. Pepsi the brand is not appreciated by the BBSR consumer, which is mother product.

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OPPORTUNITY OF PEPSICO INDIA

1. Pepsi could develop new products or product designing of Pepsi Brand for the BBSR market 2. Competitors have poor products such as Fanta, limca. 3. End-users respond to new ideas, such as launch other flavor of slice. 4. Pepsi have a great chance to extend to rural area. 5. New specialist applications, such as Sponsorship, trade fair, free sample.

THREATS OF PEPSICO INDIA

1. Market demand very seasonal. 2. Retention of key staff is critical. 3. Retailer distract from core business, such as retailer demanded slice only and not for pepsi. to keep

4. Legislation could impact; mean local taxation policy and business policy of state & central government.

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Data Collection

Secondary Data Collection : The secondary data was collected on the basis of organizational files, official bulletins and records, official journals, published data in the annual general report and through various preserved information in the data base at the Pepsi sites e.g. www.pepsico.com, www.pepsizone.com etc.

Primary Data Collection: All the dealers/ retailers were personally visited and interviewed. There was a format for collecting the details of the dealers. The format was filled by taking the information from the dealer of by monitoring the shops.

DEALER-SURVEY Dealer-survey, as the word indicates, is the survey of every dealer of soft drinks in the area. For our practical purpose, the dealer not only includes the authorized dealers, but it also includes all the retailers-big or small grocery shops, stationery, restaurants, beetles shop etc., besides these, the various exclusive stalls and sales of pantry cars are also included in it. In a nutshell, by dealer survey, I mean who is dealing with the soft drink in someway or the other in large or small quantity directly or indirectly.

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Thus, the study includes all such dealers, which includes aspects: No of routes covered by Depot Crate strength Per day sale Chilling ad Advertising Nature of outlet Schemes of Pay-off

following

I had to visit each and every outlet and personally interview them. In order to know the market share of Pepsi and its competitors, I have conducted a survey and its surroundings area. By the help of survey, I can find out the reason behind non-availability of Pepsi in the specified area. The knowledge of case-stock indicates our case-in-trade and that of competitors. This will indicate our case-velocity, which will help to plan our bottle as whether our distribution is effective or not. If the case-stock is low then I may decide for a case stocking campaign. Feedback from market place regarding servicing of dealers will help us to improve our service in the lacked areas. Therefore, appropriate marketing strategy can be worked out depending upon the findings. The Survey can improve the distribution network in these ways:
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Immediate activation of non-buyers Improve the dealer coverage Increase the realignment of routes Better control through route card They should visit the counter on the daily basis including the remote places. Salesman should visit the counter on likely basis.

Market knowledge: Dealer-Survey gives the total profit of the market by following: Location of dealers The type of dealer No of dealers who keep Pepsi, Coca-Cola and comparing the stock, The marketing inputs with respect to Advertising VISI Cooler Servicing

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STEPS IN THE RESEARCH PROCESS

1.

Identifying & Defining Problem/ Opportunity

2.

Planning the Research Design

3.

Selecting a Research Method

4.

Selecting the Sampling Procedure

5.

Data Collection

6.

Valuating the data

7.

Preparing and presenting the Research

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DATA ANALYSIS
1. Nature of Outlets

Nature of outlets
10%

seasonal Nonseasonal

90%

The survey revealed that about 90% of the total outlets are non seasonal, that means they sale PepsiCo product throughout the year. And rest 10% outlets are seasonal.

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2.Type of outlets:

10 9 8 7 6 5 4 3 2 1 0 mixed Exclusive(PCI) Exclusive(CCX) No. of outlets

From the above figure it is clear that out of 20 outlets, 9 Outlets are exclusively Pepsi (PSI) counters, another 5 outlets are of mixed type & the rest 6 outlets are exclusively Coca-Cola (CCX) counters.

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3.FOCUS BRAND

focous brand
Glass bottle Pet Can mineral water soda

10% 18%

6% 40%

26%

From the above study I knew that most of the outlets focus on glass bottles (RGB). Other few outlets focus on PET, CAN, Mineral Water or Soda.

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4. KNOWING ABOUT SCHEME

Sources of Inforation
By Salesman, 42% 45% 40% 35% 30% 25% 20% 15% 10% 5% 0% SMS By Salesman SMS, 30% other source, 5% other source By CE By CE, 23%

From this figure it is clear that most of the outlets get information about the promotional schemes from the salesman of the company. Rests of the outlets get information by SMS, Customer executives or any other sources of information.

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5.TYPES OF SCHEMES

Popularity
Incentive based

promotional No of outlets

regular

10

12

The above figure shows that the regular promotional scheme is very much popular because the retailers want permanent income throughout the year. They also like various promotional schemes such as UTC and Scratch card .Incentive based scheme is not much popular because in this scheme some target is given to the owners of the outlets.

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6. PROMOTIONAL SCHEME RECEIVED BYOUTLETS

7% 9%

40% 18%

Refilling 40% Scratch card 26% Under the Crown 18% Gifts 9% Discount & Rebate 7%

26%

UTC, Refilling & Scratch card Scheme is most popular & known scheme received by maximum outlets .Gift and Discount /Rebate schemes are not received by maximum outlets because they have some conditions to be fulfilled for getting it.

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7. PROMOTIONAL SCHEMES APPRECIATED BY THE OUTLETS

Discount/Cr Gifts Scratch card UTC Refilling 0 2 4 6outlets No.of 8 10

After the survey, I came to know that the retailers appreciate mostly two types of promotional schemes i.e. UTC & Refilling because; here the owners get Benefits of the scheme from sales person on the spot of purchase.

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8.Promotional tools Available at different outlets

Promotional tools provided by PepsiCo


18 16 14 12 10 8 6 4 2 0 Visi-cooler Rack Signboard POS Displays No.of outlets

From the survey I observed that PepsiCo provides various types of promotional tools to the outlets. The company has provided VisiCoolers and Signboards to maximum outlets but, the supply of Racks and POS Display is not so significant though they can increase sales volume.

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9. Effect of promotional Schemes on Purchase Behavior of Retailers

Effect on Volume of Purchase by outlets


Not Significant 3% Significant

97%

According to the Survey it is found that maximum retailers want to purchase more products when promotional offers are given to them even if they have a large stock.

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10. Promotional expenses throughout the year

Promotional expenses

march-june 20% Nov-feb 51% july-october 29%

During summer (Mar-June) the demand for cold drink is high so PepsiCo reduces the promotional expenses and at rest of the period promotional expenses is high due to low market demand. During the winter season (NovFeb) promotional expenses is maximum.

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11. Factors affecting sales growth

Product quality & packaging 14% Sales force efficiency 7% More schemes 12% Heavy Advt. 15%

Consumer Demand 11%

High Margins 41%

% of respondents
From the above survey it is clear that sales promotion activity such as high margin, more schemes & heavy advt. has a large impact on sales growth.

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12. Reaction of Outlets on overall marketing activities of PepsiCo

Satisfied

Not Stisfied

30%

70%

% Of respondents

Most of the outlets are satisfied but some of the outlets report insufficient supply of products and delay in redressal of customer grievances such as repair of Visi Cooler etc.

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Findings
1. The most basic objective of any sales promotions is to provide extra value that encourages purchase. 2. Short term sales increase is required to reduce inventory. Promotions like price-off or bonus pack gives large & immediate benefit. 3. Sales promotion schemes like price-off or free gift induce customers to buy a new brand. 4. Trade promotions are designed to gain distribution and shelf space. 5. Sales promotions give the consumer an incentive to buy. 6. Sales promotion can be measured objectively to judge their success. 7. PepsiCo gives various promotional tools (VisiCooler, Racks, Signboards, POP displays) and profitable schemes to the retailers that increase their sales volume. 8. Promotional expenditures ultimately increase sales volume. 9. Pepsi provides its products at a special price to various shopping malls such as Big Bazaar, Pantaloons, Vishal Mega mart, In and out, Sasta Bazaar. Reliance Fresh etc with an aim to promote the Brands.

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Suggestion
1. Company should give knowledge to the salesman about the promotional Scheme so that they can better understand the importance of promotional activities. 2. There should be a regular meeting between distributor & company about the implementation of sales promotion. 3. Fast repairing of ViSi Cooler will gain the faith & goodwill of the customer. 4. Company should provide racks to more outlets to keep Pet bottles for display. 5. Company should adopt the promotional activities properly and not in a trial and error method. 6. Company should arrange training or Seminar programs for retailers to make them aware about the companys sales objective and enhance their selling ability. 7. Company should provide more profitable schemes so that the retailers can happily accept it. Company should spend more on Promotional schemes on the weaker products like Pepsi, M.dew etc to boost up Sales.

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