PRESENTATION ON SALES & PROMOTION OF PEPSI

INTERNAL GUIDE : Prof. Sanmaya Rath COMPANY GUIDE : Mr. Sajid Hussain
PRESENTED BY : Debasish Kayak Regd. No- 10KB015

About The Company

Pepsi Co. is the world leader in the food chain business. It consists of many companies amongst which the prominent ones are Pepsi Cola, Frito-lay, Pepsi food international, Pizza-Hut, KFC
Pepsi Cola Company now produces and markets nearly 200 refreshment beverages to retail, restaurants and food service customers in more then 190 countries and territories around the world. PepsiCo World Headquarters is located in, New York. The group is presently into three most profitable businesses namely, Beverages Snacks foods and Restaurants. PepsiCo entered India in 1989 and India is a key market for PepsiCo, and at the same

time the company has added value to Indian agriculture and industry.

ORGANIZATIONAL STRUCTURE
Chairman
President Unit Manager TDM Customer Executiv Distributers Route Agents Helper

Contd..
Pepsi Co is going blue. This was the new color adopted by the company to strengthen its brand globally. The company is changed colors from Generation X to GENERATION NEXT.

Although Pepsi holdings over the years have become diverse in such fields as the Snacks industry and Restaurants industry.
One of the strengths that have developed Pepsi into such a large corporation is a strong franchise system. The strong franchise system was the backbone of success

along with a great entrepreneur spirit.

Some of the best investments have been in their acquiring several large fast food restaurants. They have also made wise investments in snack food companies like Frito Lay, which at present time is the largest snack company in the world.

Introduction To The Topic

Sales and Promotion is especially important to the innumerable firms for the following reason: Stagnating or declining revenues or market share.
Assessing and responding to trends that influence the effectiveness of sales

organization.
Strengthening the roles of sales manager as well as their capability to lead

and manage a sales force.

Making the right technology choices to target customers and or prospects.

Promotional Activity
Special scheme had provided to the outlets in the month of May and June. This scheme had provided for the increase the sales volume and compete to the competitors. The special schemes are: 1ltr per case 1bottle 1lite free

2ltr per case 9pc. Aquafina free.

1.2ltr slice per case 2pc. 1.2ltr slice free.

1ltr. Aquafina Per case 4pc. 1ltr. Aquafina free.

Contd
KEY ACCOUNT: In this scheme the company ties up with mall, restaurant, big retail shop and hotel
on the basis of annual sales volume. It may tie up at Rs. 10 or Rs. 15 or Rs. 20 or Rs. 25 per case of selling.

CARD ACCOUNT: Under this scheme the company ties up with betel shop, small shopkeeper, retail
outlet at Rs. 3 or Rs. 4 or Rs.5 per case of selling.

DISPLAY SCHEME: Under this scheme company give gift to the retailer who display the PEPSI
product in the visi (refrigerator).

Scope Of The Study

The aim of this study is to develop the ability of decision-making. A

right decision at right time itself helps an organization to run smoothly.

This training in an organization gives an idea how decisions are taken

tact fully when any problem comes to an executive.

The way of problem solving, right decisions making and knowledge of

different type of marketing activities give much importance to the

study.
The reaction of the outlets owner how they reacts with the promotional

scheme.

Objective Of The Study

To analyze, interpret and study the entire beverage market of Market Building , Ashok Nagar, Master Canteen Comparative study of the various brands, packs and flavors available in the market. Analysis of the strong and weak point of the competitors products and compare

it with PEPSI.
Assess the promotional measures in the context to the sales of PEPSI and focusing our study on the customer of company i.e., the retailers.

To find out the satisfaction level of Pepsi in terms of service in Bhubaneswar.

To know about the stock position of Pepsi brand and its competitors at different outlets.

Limitation Of The Study

Some of the retailer were not ready to be interviewed due to

lack of time and some are not interested in getting interviewed in fear of disclosing their privacy.
Sometimes retailers were not able to recall the fact which were

asked the question.

Often retailers were reluctant to provide information related to

my project.
There are some areas where access to the promotional events

for the retailers are quite low.

Research Methodology
The Design Of our research is statistical as it concerns the items are to be observed and how the information and data gathered are to be analyzed. Area of work: The study has been conducted in different areas of capital city Bhubaneshwar . Sampling:A sample of 100 retailers of different areas were selected for sampling in Bhubaneswar town. Sample size: No of outlets covered 100. No of retailers covered 100. Data collection: The entire data for this report has been collected from both primary and secondary sources. Primary data are collected by personally interviewing the respondent with the help of structured questionnaire. The secondary data are collected from the previous findings, the publish materials of the organization and concern departments. Period of study: The study has been conducted in between the month of May to July 2011.

Contd
Questionnaire Preparation: To collect information from the

respondents a pretested unbiased structured questionnaire has been presented keeping in view collecting accurate information. The questionnaire comprises open end and close end questions. Analytical Tools: Simple percentage calculation has been used in analyzing the survey. Pie charts are used to analyze the survey.

1.PCI,CCX and MIX outlates in the market.

From the above graphical representation the market share of pepsi is 24%,coca cola is 58% and mix 6%.

2.Visi Charged in %

Interpretation-From the above pie chart I concluded that out of 100 outlets the VISI charged is more in Coca- Cola that is 58% in comparison to of Pepsi which is 42%.

3.Glass Count(Filled+Empty)

Interpretation-In the above pie chart i concluded that out of 100 soft drinks outlet glasses is more in Coca-Cola that is 61% in comparison to Pepsi which is 39%.So the people are preferring mostly Coca-Cola drinks.

4.Glass Count(Empty)

Interpretation-From the above pie chart I concluded that out 100 soft drinks outlets the empty glass is more in Coca-Cola that is 63% in comparison to Pepsi that is 37%.

5.Pet Bottles

Interpretation-From the above pie chart it is concluded that out of 100 soft drinks outlets the sell of pet bottles is high in Coca-Cola that is 59% in comparison to Pepsi that is 41%.

6.Water Bottles

Interpretation-In the above pie chart I concluded that out of 100 soft drinks outlets the selling percentage is more of KINLEY which is 49% in comparison to AQUAFINA & BISLERI which is 33% and 18% respectively.

Findings
In various outlets the retailers were good response towards distribution of

Pepsi. But some of them complain about the distribution. The free offers or gift were not distributed properly to the retailer in which they face problem when customer demanded free gifts. Most of the dealers want glow sign and chilling equipments, which they are asking from long time. Most of the consumer doesnt like the taste of PEPSI due to its Sweetness and low fizz. Some dealers & retailers stops selling Pepsi products because they are not satisfied with the company, where Coca-cola fulfill some of their demand and got the opportunity to make exclusive counter for the soft drinks. Dealers are asking for the incentives and sales promotional schemes. Some outlets were complaining about the racks and freeze which is not given to them by distributor but some place there is good response. So more or less there is a good response of retailer towards Pepsi distribution.

Suggestions
Every possible step should be taken for the satisfaction of the retailers, as they are the most important supplement to the sales promotion measures. The company should modify its advertising strategy and educate the customers

about its age-old existence and enhance its brand image. This will appeal to the target customers of middle and older age groups apart from the younger generation in which PEPSI has a good hold. Rural market being a very potential segment needs very quick and prompt efforts to be taken to capture this high volume market. The retailers complained that executive give very bad response to their complaints. It is necessary that executive should make frequent visit to cover each outlet and try to provide them best. There should be uniformity in, schemes, and discounts, which are offered to the retailers and should be based on a specific parameter such as sales volume, to avoid dissatisfaction and biasness among the retailers. Rural market being a very potential segment needs very quick and prompt efforts to be taken to capture this high volume market.

Bibliography
MARKETING MANAGEMENT:PHILIP KOTLER SANJAY SAXENA
WEBSITES:-www.pepsiworld.com www.pepsico.com www.google.com

Questionnaire
Name: ____________________________

Address :

____________________________ Contact No:___________________________ Q 1. Do you use Night Guard? Yes No Q2. What is the size of the cooler? a.100L b.200L c.330L d.420L e.620L f.1200L Q3.Is your refrigerator is present in a prominent location? Yes No Q4.The percentage of VISI charged of coca-cola. Q.5. Which brand of mineral water do you purchase? a. Aquafina b. Kinley c.Bisleri Q.6.The no.of filled and empty glasses present in the outlet. a.Pepsi b.Coca-Cola Q.7.The no.of filled glasses present in the outlet. a.Pepsi b.Coca-Cola Q.8.The no.of pet bottles present in the outlet. a.Pepsi b.Coca-Cola

CONCLUSION
o Sales promotion is any initiative undertaken by an organization

to promote an increase in sales, usage or trial of a product or service. o Sales promotion is a vital part of sales. According to the survey it is clear that the market share of Pepsi is increasing due to promotional activities in comparison to other competitors. o The retailers are strongly satisfied with the scheme offered by Pepsi. o And last but not the least I would like to say that I have put my sincere effort to achieve objective which was set during the study.

THANK YOU