Sip Project (Pepsi)

A
PROJECT REPORT ON
EFFECTIVE SALES AND DISTRIBUTION

OF
S.M.V BEVERAGES, JAMSHEDPUR (A FRANCHISEE OF FOODS INDIA LTD)
SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENTS FOR AWARD OF P.G.D.B.M (MARKETING) OF INSTITUTE OF SCIENCE AND MANAGEMENT, RANCHI
SUBMITTED BY: ASHISH KUMAR
Institute of Science and Management, Pundag (Ranchi)
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Institute of Science and Management Pundag, Ranchi (Jharkhand)
DECLARATION
I, the undersigned Mr. Ashish kumar hereby declare that the project work entitled
EFFECTIVE SALES AND DISTRIBUTION in S.M.V BEVERAGES PVT. LTD, Jamshedpur (A franchisee of Pepsi food India ltd.) undertaken during the period from 10 th May 2020 to 24th June 2010, is the result of my own efforts and the same has not been previously submitted to any examination of the institute of science and management or any other institute.
Date: 14-09-2010 Place: Ranchi
Signature: Ashish kumar
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ACKNOWLEDGEMENT
A successful Project can never be prepared by the singular efforts of the person to whom the
project is assigned but it also demand the help and guardianship of some conversant person who underpin actively or passively in the completion of a successful project. In this context, I ASHISH KUMAR, student of Institute of Science and Management, Pundag(Ranchi). I would first of all like to express my thank fullness to parents and family member, who have constantly supported and encourage me in shaping my career. I take this opportunities to express my deep gratitude to Mr. C.S. Kumar (C.O.O), Mr. Sandeep Bhattacharya (H.O.S.), and Miss. Mukti (Personnel Department), of S.M.V Beverages PVT LTD. Who has given me a opportunities to do the project in their esteemed organization. I would not rather leave the opportunities to express my gratitude and thank fullness as well, to Mr. Anshuman Dutta (territory development Manager) and Sunil Kumar Choubey (A.D.C) for their invaluable guidance, keen interest, co-operation, inspiration and of course moral support through my project session. I express my sincere thanks to Mr. Haldar Mahto (Customer Executive) for his kind cooperation during my summer period. I also acknowledge my thanks to the Distributer J.P. Singh, Mayuri Market (Ranchi) Faculty Guide Mr.
Date: Place
Signature: Ashish kumar
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PREFACE
Practical training is considered to be an essential part of all the institutions and those who are
aspiring for POST GRADUATE DIPLOMA IN BUSINESS MANAGEMENT. This project is done in the field of marketing. As aspect of management education, which receiving attention the evaluation of the practical training, is to bring actual environment in touch in BUSINESS MANAGEMENT. It rigidly accepted that the theory widens ones thinking viz., concepts of marketing philosophies, but practice indicates the modern marketing and used in wide variety of setting of products. This project work has been done for S.M.V beverages is the franchisee of Pepsi Foods Ltd., and has its bottling plant situated at Adityapur industrial Area on Tata-Kandra Road. I have done my training in Mayuri Market (Ranchi) under the guidance of the executive of S.M.V Beverages Pvt. Ltd. The report gives a true picture of the practical activities done by me within the jurisdiction. The study area is limited to Ranchi and this adjoining area. Hence, the result of study is particularly to Ranchi and general to the entire town in Jharkhand.
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CONTENT
Name of the project: EFFECTIVE SALES AND DISTRIBUTION Chapter No Page No Title of the Chapter
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. INTRODUCTION TO THE STUDY OBJECTIVE IMPORTANCE ABOUT THE ORGANIZATION INTRODUCTION TO THE PEPSICO MARKETING STRATEGY DISTRIBUTION CHANNEL OF S.M.V BEVERAGES RESEARCH METHODOLOGY QUESTIONNAIRE WITH DATA ANALYSIS SWOT ANALYSIS OF S.M.V BEVERAGES FINDINGS CONCLUSION SUGGESSTIONS/RECOMMENDATIONS ABBREVERATION BIBLIOGRAPHY ANNEXURE 6-7 8-9 10-11 12-18 19-23 24-29 30-36 37-39 40-54 55-59 60-61 62-63 64-65 66-67 68-69 70-71
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1. INTRODUCTION TO THE STUDY
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Introduction to the study:

Marketing is a social and managerial process by which individual and groups obtain what they need and want through creating, offering and exchanging products of value and others. Phillip kotler The American Marketing Association (AMA) The process of planning and executing the conception, pricing, promotion and distribution of ideas, goods and services to create exchanges that satisfy individual and organizational goals. The 21st century was era of advertising, marketing and sales production; marketing is to convert social needs into profitable opportunities. As it is said Marketing thinking starts with the human needs and wants. Apart from basic necessities of air, water, shelter and clothing every person has the strong desire for recreation and services. Marketing serves as the link between the society needs and its pattern of industrial response. Beverages industry is one of the fast growing industries in India. It can be divided beverages into two sections i.e Carbonated. The carbonated drinks are soft drinks that can be further classified into cola, lemon, orange, mango segments
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2. OBJECTIVE
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Objective:
To know about the stock position of Pepsi brand and its competitors and different Outlets. What is the market share of Pepsi through this training in Mayuri Market, Ranchi area? How many outlets in Mayuri Market,Ranchi? What is the size of the market? Find out the various complains of dealers?
To study the points of sale promotional activities at various retail outlets a) To know the per day sale of Pepsi brand and its competitors in cases. b) To study the percentage share of Pepsis cooling equipments
To know how many outlets are covered with glow sign board of Pepsi? Top know the distribution method adopted by the organization.
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3. IMPORTANCE
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Importance:
The training in the organization is very important for a student who is undergoing with such course. This course is not the answer for the entire problem, which arises in the practical field there is no certain formula for any particular problems, but the aim of this study is to develop the ability of decision making. Right decision at right time itself helps an organization to run smoothly. This training in an organization gives a idea how decisions are taken when any problems comes to an executive. So the way of problem solving right decisions making knowledge of different type of marketing activities gives such importance to the study. Though in four months it was not possible to understand it in depth but an overall idea could be developed.
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4. ABOUT THE ORGANIZATION

Profile of S.M.V Beverages Structure of the organization Product profile Production process
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Profile of S.M.V Beverages:

Former name of S.M.V Beverages, Steel City Beverages was established in 1967and production commenced in March 1969, S.C.B.L. Adityapur Jamshedpur a medium sector enterprises, located amidst beautiful surrounding on the Tata Kandra Road in the Adityapur Industrial Area and producing Pepsi range of soft drinks viz, Pepsi, 7-UP, Mirinda(orange), Mountain Dew, Slice and Nimbooz and had now become a household word in the Jharkhand today symbolizes and advancement in over the years. Today it symbolizes self reliance in quality and technology, productivity and industrial relation since its inception over 35years ago. At the very outset the company installed state art machines and technology, for the production and bottling of soft drinks. The bottling plant with the capacity to produce 220 per min is totally automatic and also had a modern state of the art inter mix machine for bringing for the right blend of flavors. The company continuously adopts innovative technology in keeping with its policy of constant quality improvement. With the advent Pepsi foods Ltd. for the production and sales of Pepsi range of soft drinks of Jharkhand. The company has man power of 110 ranked as the best bottli9ng company in the country in terms of quality, efficiency sales, production and HRD. Under the guidance of chairperson Smt. Kusum kamani and the able stewardship of its managing Director, Mr. Nakul Kmin, the company has consistently baked on numerous occasions awards for quality assurance and productivity. In 1993 it bagged top owners being the best quality conscious plant amongst all Pepsi bottling company in India. The companys highly sophisticated plant and quality control laboratory along with the dedication and enterprise of its employees is more than evenly matched by the management sense of understanding and compassion that has insured the companys progress with every passing day. Currently despite having a sale of more than 24 million bottles and paying handsomely to the state of and national exchequer by way of statuary duties and company enable to meet the growing demand of its product and consequently a plan to establish second production line of Slice (PETbottles) and enhanced capacity is on the anvil. Over the year the company had maintained and nurtured a vast network of distribution for its product in Jharkhand and currently holds way over more than 50% of the state consumer soft drinks market with an estimated growth annual turnover of over Rs10 Crores the passing years had with eased the company growing in excellence and management results the company is currently in pursuit of the coveted ISO 9002,which it is confident of achieving and would hence become the first food product factory in India to do so.Steel City Beverages stands as a proud monument the great visionary its founder Late D.N. Kamani and strides forth towards progress and prosperity for the fulfillment of the ideas of it revered founder
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Structure of the Organisation:

For the every concern a structure is necessary on which the complete organization should be founded. The existence of a structure as obvious in every organization whether planned/unplanned or ill planned. To have a structure is not a choice of the organizer. The choice is the only form the pattern of the organization. Planned organizational structure may be proved logical clear cut and streamlined in order to meet the present requirements. Otherwise it will merely be a make shift arrangement and the management is rendered difficult and ineffective because organizational structure affects every one in the organization. A good organizational structure facilitates managements and the operation of the enterprise and its encourage growth. It helps organization to reach its common goal. In order to make the organization structure more effective one structure that can meet the demand of various factors namely environment, technology , size and people.
Following are the major consideration:

Clear lines of authority. Adequate delegation of authority. Minimum managerial level. Unity of directors. Application of ultimate responsibility. Span of control Simplicity Flexibility Due consideration for tips groups Proper emphasized on shift activities.
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Steel city Beverages was taken over by Mr. S.K.Jaipuria in March 1999 from Mr. N.D. Kamani along with Rushab Marketing Limited, amarketing unit. M/s. S.K.Jaipuria running this plant very successfully. He established another plant n the name S.M.V Bvererages Jamshedpur and increased production from this new plant is 600 bottles per minute. S.M.V Beverages Jamshedpur has a management boards headed by Mr. S.K.Jaipuria. He holds the top position but the overall policies regarding managerial decision and all the executive function are performed and look after by the director Mr. P.S.Kumar. He has been given the power and authority to mange the company affairs. Therefore Mr. P.S.Kumar can be recognized as the chief executive. The director look after all the functional department like production, sales, accounts, personal, purchase etc.every department sends reports directly to the director and are responsible to him in sense of working. Inspite of this all department are in direct control of the director. Plant superintendent in the head of the production department. He look after the production I,e bottle process, inspection, storage of new materials and though there isa quality control manager. Controller of accounts heads the accounts department. Manager (Persona and administration) looks after the function of administration, industrial relation, legal job security and welfare. The purchase officer in-charge of all purchase activity concern.
S.M.V Beverages Jamshedpur is proud of winning many prizes, these are follows: 1. PESICO Beverages International Gold Quality Award 2001. 2. PESICO Beverages International Bronze Quality Award 2002. 3. Outstanding Performance award to Mr. P.S.Kumar for 2003. 4. East EMU challenge trophy for chalo Bazar Day 5th September 2003. 5. PESICO Beverages International Silver Quality Award 2004. 6. MU based plant team award 2004 to S.M.V. Beverages Jamshedpur. 7. Best unit EAMU, for Chalo Bazar Day 7th March 2005. 8. Outstanding performance of Mr. P.S.Kumar Jharkhand team on 7th March 2009 CHALO BAZAR DAY. 9. MU best manufacturing team award 2009 to S.M.V. Beverages Jamshedpur.
Product Profile:
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The product manufactured by the S.M.V. beverages Pvt. Ltd. Are very limited in range as it is not independent to diversify its product when required. This is because it is a unit of PEPSI FOODS LIMITED, which supplies the concentrates for different brands of soft drinks.
These are:PEPSI (cola flavor) MIRINDA (orange) MOUNTAIN DEW SLICE (mango flavor) SODA 7-UP NIMBOOZ AQUAFINA The chief consumers are young masses. Beside direct consumer, hoteliers, restaurants owners and various other soft drinks peddlers also use them. Thus it can be said that these are the product for mass consumption.
Production Process:
The production process being carried on the S.M.V. Beverages (Jamshedpur) in four batch type. The entire process is almost automatic and it requires huge amount of water and electricity. The production is divided into following steps:-
WATER TREATMENT BOTTEL WASHING SYRUP FILLING SHIPPING
Water Treatment:
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S.M.V. Beverages (Jamshedpur) gets water from Sitampur Dam. This water being collected in huge tanks undergoes two different treatments resulting in soft water and treated water. Before ensuring production, this raw water is being treated in the water treatment plant. Soft water the municipal is passed through sand filter, carbon purified and salt charged softeners 9 to remove hardness). The water obtained after this treatment is called soft water. This soft water being kept with 2-4 PPM c12 in storage tank is used for bottle washing and the water being stored with c-12 goes to the boiler.
Treated Water:
The municipal water is at first treated with Ferrous sulphate (FeSo4 ), Lime (CaOH) and Chlorine. This process involved is called coagulation and it takes place in the reaction tank. From reaction tank the water moves on to the intermediate tank to be stored in the storage tank. From there it passes through the sand filter, carbon purifier, micro purifier and ultra violet light. Water obtained after this much treatment is called treated water and is used preparation of drink.
Bottle Washing:
Empty bottles coming back from market needs to be washed before filling. Washing of bottles is completely automatic process. This takes place in a machine having three chambers. Bottles are put on the conveyor and as they enter the machine they undergo three successive treatments. At first they are treated wath 4% caustic soda at 100-150 oF. In the next chamber they are treated with 2% caustic soda at 120 F and in the third chamber they are treated with soft water. The cleaned bottles are sent to inspection where the upper and lower portions of the watching successively against strong light.
Syrup Preparation:
Syrup room is suited in the first floor. Here syrup is prepared from filter water, sugar and the concentration. The room is well equipped with several tanks and filter press. The first one is Heating Tank in which syrup is actually prepared. Calculated amount of syrup along with concentrate and water are being heated up to 85 oC. Thus a saturated solution is being prepared. Next it is sent through a machine called Filter Press syrup is filtered here. Filtered syrup is next passed through a Para flow coller, whereby recycling and glycol method, the temperature of the syrup is cooled to 20-25 o C cooled syrup I then stored in the syrup tanks.
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Filling:
Syrup comes to the traumatic machine. Here syrup is mixed with carbonated water under pressure in definite proportion. Inspected bottled gradually comes under the Filtration Machine. Carbonated syrup by this time fills the filler machine. From this machine, syrup is poured into the bottles in calculated amount. The exact rate of filling is 620 bottles per minute.
Shipping:
After the whole process of bottling is completed, filled bottles in case (carats) are sent to the shipping department and it sends them to different destination for sales
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5. INTRODUCTION TO PEPSI
History:
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Caleb D. Bradham was born in Chinquatin, North Carolina in 1866 to a well to do family.
Caleb was a very well liked young man who was not only very smart but very popular as well. Caleb wantedto become a doctor and after graduating the university of North Carolina he entered medical school at the university of Maryland, Calebs father failed in his business. Caleb had to quit school and take a job, so he moved to New Bern, North Carolina and took a job in a teaching school. Sometimes in the 1890s Caleb created one such drink that become quite popular at the Bradham Pharmacy and the patrons started calling it Brads Drink in Calebs honor. However, Caleb prefferd another name for this drink and he decided to called it Pepsi-cola. There has been some dispute as to whether or not the original Pepsi-cola actually contains pepsin as an ingredient. The term Pepsi in its name is surely an indicator. One of Pepsi-colas earliest known advertisement is found in the Feb 25th ,1903 New Bern daily journal and one of its claims was that it Aids Digestion a popular claim for items containing pepsin. Lastly another news paper and produced in 1908 flat out said PEPSI-Colais an absolutely pure combination of pepsin- that what your stomach needs these days- acid phosphate and the juice of fresh fruits. In 1903 Caleb filed for a trade mark for Pepsi-Cola with the state of north Carolina and the document indicate that Pepsi_cola had been in continual use since August 8, 1898. However in 1906 Caleb had to register Pepsi-Cola a second time in the U.S. patent office believed these two name were too similar and since Pep-Kola had been trade mrked on the Feb. 15,1899, Pepsi-Cola had to come up with a new trade mark. Instead of changing the name of his product, Caleb bought the right to the Pep-Kola trade mark and re-applied for his trade mark in 1906. On these papers he gave the date Feb. 15,1896 as the earliest date Pepsi-Cola or names thus derived were used by him. However, August 28, 1898 is the date most people set as the date that Pepsi-Cola came into existing. In any event, by 1902,Caleb had taken on an assistant named R.F.Buttler but better known as Uncle Dick and while uncle Dick was put in charge of running the pharmacy, Caleb threw all his energy into Pepsi-Cola. In his first three months Caleb sold 2008gallons of Pepsi-Cola syrup. By the end of his first year ha had sold 7968 gallons of syrup. By 1904 he was selling 19,848 gallons a year and this is also the same year he started bottling Pepsi-Cola. A year later he also began selling Pepsi Cola bottling franchises and than he started expanding rapidly. By 1910 he had 280 bottling franchises and covered at least 24 states. By 1907 he was selling over 100,000 gallons of syrup a year and in1915 Pepsi-Cola corporation had assets of over $1,000,000. During world war I sugar prices to fluctuate wildly and that was assuming one could get their hands on a supply of sugar at all. Eventually the government implemented price controls to stabilize the cost of sugar but even that didnt help with the erratic supply side of the sugar market. It was believed that once the war ended and the price controls were lifted sugar quickly jumped in price. To make matters worse it appeared that the cost of sugar was going to keep going up. Caleb and many other soft drinks manufactures decided to buy huge amount of sugar and thus protect themselves from even higher sugar prices. Bad decision sugar prices peaked at
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26? Per pound. During the previous couple of years Pepsi-Cola had been operating at a loss because of fluctuating sugar prices and supplies, but now they faced a loss so large it was unlikely they would be able to recover. By March 2, 1923 The Pepsi-Cola corporation was bankrupt and two years later the The Pepsi-Cola corporation was allowed to die for non payment of taxes. In 1934 at the age of 67 Caleb Bradham did not even able to hold onto his original drug store. In 1923, when Pepsi-Cola went bankrupt its creditors had formed a corporation nmed Craven Holding corporation. Once the bankruptcy took place this new corporation paid $ 30,0000 for all of The Pepsi-Cola corporation assets including the trade mark to Pepi-Cola. This was a pretty common practice for creditors as it made handling the bankruptcy easier. In july of 1923 a man named Roy megargel formed the Pepsi-Cola corporation in virgina and purchased all of the assets of PepsiCola from the craven Holding corporation for $ 35,000. Loft owned and directly operated about 200 candy stores and the most of these had soda fountains. In 1931 these lofty candy stores had sold over 30,000 gallons of Coca-cola and guth believed that since this was wholesale quantity he warranted a jobbers (middleman) discount. Coca-cola disagreed with gruth and repeatedly turned down guths discount request. Now the Guth was ticked and Guth wasnt the kind of guy you wanted to get mad. Guth didnt just switch from buying coca-cola to buying a competitors product instead he bought Pepsi-Cola and become coca colas worst nightmare. Megargel had contacted Guth and told him of the troubles he was having with Pepsi-Cola. Guth then made an agreement with Megargel and this is how it worked. Guth borrowed money from Loft Inc. ( he was short of case since his money was tied up in loft stock) and gave it to Megargel to buy Pepsi-Cola at the bankruptcy auction. Guth ten formed the Pepsi-Cola company, a Delaware corporation with 300,000 shares of stock. After Megargel purchased Pepsi-Cola at the auction for $ 10,500. Megargel then owned 100,000 shares of the new company, Guth owned 100,000 shares and 100,000 shares would be kept by the new Pepsi-Cola company to raise money in the future. Megargel was also promised a salary of $25,000 a year for six years and after the six were up a2?? Royality for each gallon of Pepsi-cola sold.
OUR MISSION AND VISON

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We believe being a responsible corporate citizen is not only the right thing to do, but the right thing to do for our business.
Mission:
Our mission is to be the world's premier consumer products company focused on convenient foods and beverages. We seek to produce 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.
Vision:
"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 a commitment to build shareholder value by making PepsiCo a truly sustainable company.
Performance with Purpose:

We're committed to achieving business and financial success while leaving a positive imprint on society - delivering what we call Performance with Purpose. Our approach to superior financial performance is straightforward - drive shareholder value. By addressing social and environmental issues, we also deliver on our purpose agenda, which consists of human, environmental, and talent sustainability.
CORPORATE OFFICER:
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NAME:
1. Indra K. Nooyi
DESIGNATION:
Chairman of the Board and Chief Executive Officer PepsiCo Chief Executive Officer PepsiCo Europe Chief Executive Officer PepsiCo Asia, Middle East, Africa Senior Vice President and Controller PepsiCo President and Chief Executive Officer Frito-Lay North America Chief Executive Officer PepsiCo Americas Foods Chief Executive Officer PepsiCo Beverages Americas Chief Executive Officer Pepsi Beverages Company Executive Vice President PepsiCo Chief Financial Officer PepsiCo Senior Vice President Government Affairs General Counsel and Secretary Senior Vice President PepsiCo Human Resources
2. Zein Abdalla 3. Saad Abdul-Latif 4. Peter A. Bridgman
5. Albert P. Carey 6. John Compton
7. Massimo d'Amore 8. Eric Foss
9. Richard Goodman
10. Hugh F. Johnston
11. Larry D. Thompson
12. Cynthia M. Trudell
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6. MARKETING STRATEGIES
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Introduction:
Marketing needs a framework that begins and ends with the customer. Marketing tools by themselves do not achieve marketing objectives. There is an intermediate step between the deployment of marketing tools and achievement of marketing objectives. A marketing network consists of the company and its supporting stakeholders (customer, suppliers, distributors, retailers, ad-agencies and others). The operating principle is simple: build and effective network of relationship with key stakeholders, and profit will follow. A set of marketing tolls the firm uses to pursue its marketing objectives are called marketingmix. These tools can be classified into four groups which are called the four Ps of marketing.
MARKETING MIX
TARGET MARKET
PRODUCT
PRICE
PLACE
PROMOTION
However some academicians feels that the four Ps of marketing have become redundant and needs to be replaced by the four As or four Cs of marketing.
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Four As of Marketing
FOUR AS
ACCEPTABILITY
AWARENESS
AFFORDABILIY
ACCESSBILITY
Four Cs of Marketing
FOUR CS
CUSTOMER VALUE
CUSTOMER SATISFACTION
CUSTOMER COST
CUSTOMER SOLUTION
Soft drinks are a FMCG product which has a wide and scattered market. Thus in order to succeed companies needs to break down their marketing activities into sub parts to effectively meet the customer needs. THE ENTIRE MARKETING IN THES CASE IS DIVIDED INTO THREE PARTS: a) Route structure, b) Home marketing, c) At work marketing
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Area Code :- Mayuri market, Ranchi

Routes:1. 2. 3. 4. 5. 6. Hinu Dhurwa Doranda Niwaranpur South office para Hatia, Tupudana
RATES OF BOTTLES (ML)/CASES/PET JARS:QUANTITY 1. 200 ML 2. 200 ML(SLICE TETRA) 3. 200 ML (NIMBOOZ TETRA) 4. 250 ML 5. 250 ML(CAN) 6. 300 ML 7. 300 ML(SODA) 8. 330 ML CAN 9. 350 ML (NIMBOOZ) 10. 500 ML 11.600 ML 12. 330 ML( DIET PEPSI) 13. 1 L 14. 1.2 L(SLICE) 15. 2 L 16. 500 ML (AQUAFINA) 17. 600 ML (SODA) PRICE/CARET 168/- c/s 285/- c/s 270/- c/s 258/- c/s 398/- c/s 258/- c/s 150/- c/s 540/- c/s 330/- c/s 560/- per petti 492/- per petti 540/- per petti 349/- per petti 556/- per petti 482/- per petti 193/- per petti 264/- per petti
Problems:
a) Less supply of products in remote /small areas b) c) d) e) Lack of offers/ scheme in rainy season Poor transportation medium Lack of demand due to seasonal fluctuations Less supply of more demand products like slice
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BIG INCIDENT DURING SURVEY:Found dust in MOUNTAIN DEW product in very renowned shop RAJ PHONEX , Bus Stand (dhurwa), Ranchi. There were lots of disputes between retailer, consumer and me. I tried to assure them that M.DEW soft drink is safe and free of germs by my ethics smooth consumer value treatment. After inspection of the store I found that there is a bad method of storage of the product. After due to my convincing power and my communication I solved that great problem.
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DETAILED PRODUCT LINE &CHRACTERISTICS:
PRODUCT
PEPSI
PEPSI
COCA- COLA
THUMS-UP
COLA .
COCA COLA
ORANGE
MIRINDA
FANTA
LIME ..
7 UP
SPRITE
MOUNTAIN DEW
LEMON
..
LIMCA
MANGO
SLICE
MAZZA
SODA MINARAL WATER
LEEHAR AQUAFINA
KINLEY KINLEY
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7. CHANNEL OF DISTRIBUTON IN S.M.V BEVERAGES
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CHANNEL OF DISTRIBUTION FOR CONSUMER GOODS: 0-LEVEL 1-LEVEL 2-LEVEL

MANUFACTURER
3-LEVEL
MANUFACTURER
MANUFACTURER
DISTRIBUTER
DISTRIBUTER
SPOKES
RETAILER
RETAILER
RETAILER
CONSUMER
CONSUMER
CONSUMER
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To make its products available at right place, at the right time in the market, the sales department of the company plays major attention towards controlling the channel of distribution.
The company right from its beginning stage maintains single type of marketing channel. The name of channel is as follows:-
Company Distributer Retailer Customer

At first soft drink is supplied to distributers directly. Retailer cannot take the delivery directly from the company. They have to take it from their respective or nearest distributors. The distributors selected on the basis of assurance given by them regarding minimum sales, which the have mention annually. The selection is also done in the basis of the financial position and reputation of distributing in the market. As for the example, in appointing distributer first priority is given to those people who are in cigarette business. Depending upon market each distributor in the initial stage deposit some security money. This varies between five to ten thousand. The distributer selects the retailers. There is no relation between the company and its retailers. On the other hand there is no definite and fixed criterion for the selection of appointment of retailer from the side of distributers. Any one like panwala, cigarette shop or any other shopkeepers can have the stall for the sale of soft drinks and they are called retailer or dealers. They have to give assurance to the concerning distributers for better sales and time of taking delivery they have to deposit security that is the change for the empty bottle with specified purchasing price. The distributors at first have to seek the permission of the sales department for the number of cases of soft drink required by them. After getting the proper authority from the sales department, they take the delivery from shipping department paying the requisite either in cash or as demand draft. Generally there is no compulsion on that part of distributers to provide the transportation facilities to there retailers. But the distributers of big areas like Ranchi, Jamshedpur and bokaro. Provide the transportation facilities to there respective retailers. The distributer and retailers are independent to sell as they want but are controlled to some extent by the company also, as they have to give some assurance regarding minimum sales. It happens to because they are given incentives also. They are fully independent to gear up the market, as the want. The company
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dose the gearing job itself also and times it advices them to the gearing up in a way, which is more profitable for all of them. The distributers can be dropped if they fail to achieved the required the target of sales. They can also be dropped when they can not follow the instruction given by the company or when they charge high price or when they are engaged in black marketing, loading etc. but the company has not dropped any of its distributers till now. The supply of soft drinks, to the distributers depends upon the UPS and down in sales. But in the initial stages the distributers have t sell up to a minimum target set by the company or as decided by an agreement between the company and distributers. In the later stages soft drink is supplied as and when demanded by the distributers.
1. 8 Sales building blocks:

1. 2. 3. 4. 5. 6. 7. 8. 1. 2. 3. 4. 5. Distribution Space Location Appearance
Freshness Range Schemes/POS Service
2. 5 Min Sales:
Opportunities Benefits Recommendations Ask Follow up
3. 10 Route Process:
1. Planning 2. Vehicle load determination 3. Vehicle loading 4. Call preparation 5. Work the store 6. Retailer communication 7. Unloading 8. Merchanding 9. Call clauser 10. Day and week clauser
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4. 5 Rules of Rack:
1. 2. 3. 4. 5. Only rack product in rack MRP wise Brand wise Flavour wise NPD and focus packs in second self
PEPSI RACK DISTRIBUTED IN DIFFERENT OUTLETS:
S. NO
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15.
OUTLETS
Rajdhani stationary Langda Hotel Sri Ram Bhandar Babu Saheb Hotel Santosh Misthan Babu Paneer Bhandar Anpurana bhandar Ramesh pan dukan Student general store Gupta Bhandar Arvind pandukan Mithlia sweets Neha Phonex Bhola Sweets Thakur sweets Dhurwa Dhurwa Dhurwa Dhurwa Dhurwa Dhurwa Dhurwa Dam side Dam side Dam side J. p market J.P market Dam side J.P market J.P market
ADDRESS
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FREEZE COMPLAINS:
S.NO 1. 2. 3. 4. 5. OUTLETS Monika store Bhola Sweets Neha enterprise Ashish enterprise Thakur ADDRESS Sec-2 J.P market Sec-2 Sec-2 J.P market
Result: Problem solved.
BOARD REQUREMENT:
S.NO a) b) c) d) OUTLETS Ranjit stationary K.K store Banjara store Agarwal sweets ADDRESS Dhurwa, bus stand Sec-4 Dam side Hinu chouck
Result: Not given yet.
NEW FREEZE DISTRIBUTION:

S.NO 1. 2. 3. 4. 5. OUTLETS Jagdamba store Tarak sweets Bhola sweets Ramesh Pandukan Student general store ADDRESS C.T.O J.P market J.pP market Dam side Dam side
35
DISTRIBUTION CHART:
S.M.V BEVERAGES PVT. LTD. (FACTORY)
HML (FACTORY) DIRECT OPERATION
INSTITUTION OPERATION
CSD
RAILWAY
AIRLINES
DISTRIBUTER
DISTRIBUTER
DEALER
DEALER
DEALER
DEALER
36
8. RESEARCH METHODOLOGY
37
RESEARCH METHODOLGY:
The methodology used for collecting the data is considered to the primary for any report. The research design of this report is exploratory i.e formulating a problem from more precise investigation. The main emphasis is on the discovering of ideas and insights. The formulate research design is characterised by great amount of flexibility. It contains of the characterized by great amount of provide opportunities for considering different aspect of problem undertaken in the study.
1. COLLECTING OF DATA:
Data was collected on the basis of primary and secondary.
1.1 Primary Data:
The data, which is being collected for the first, is known as primary data.
1.2 Secondary data:
The data, which is already assembled, is the secondary data i.e magazines, websites and organisation report.
2. METHODOLOGY OF THE STUDY:

2.1 Exploratory: To find the per day stock and per day sale at different outlets exploratory research method are adopted. A survey form was prepared and the retailers were asked to answer them during the course of their interview. 2.2 Schedule Method: Dealers responses were conducted with the help of a prepared schedule. Samples are taken at different location in MAYURI MARKET, RANCHI-4. 2.3 Documentary Observation: Books, Annual reports, Web sites, Published and unpublished materials. 2.4 Field Observation: During training period I did extensive survey of the distribution outlets and consumer to observe the marketing operation performed by the organisation.
38
SAMPLING TECHNIQUES:
Sample is a very useful term used knowingly or unknowingly by many. A common man used it for making personal decision. It is used in a routine, for automobiles, temperature etc. however; sampling is extensively used in marketing research. There are two type of sampling methods: 1. Probability methods 2. Non probability methods Probability method includes:
a) Convenience sampling b) Quota control sampling c) Judgmental sampling
A non probability method includes:

a) Simple random sampling b) Systematic sampling c) Stratified sampling
In this project I have used convenience sampling method of collecting data.
SAMPLE SIZE:
Sample is one part of population representing characteristics population. To select a sample is an easy job but to collect an appropriate samples size is tough job. Sample should be unbiased. Sample must be drawn under some conditions of population. As population of the survey was too large and it was almost difficult to reach every person personally. I have selected 200 respondents of Pepsi product through survey method.
UNIVERSAL/POPULATION: The term population or universe means the totally of all elements that are relevant to the scope of the problem under study. In this project my universe was RANCHI district in Jharkhand
39
9. Questionnaire With Data Interpretation &Analysis
40
1. ASKED FROM OWN DEALER: (About Mayuri market, Ranchi) 1.1 What is the capacity of your warehouse?
A) CARETS GUANTITY 200 ML 250 ML 300 ML TOTAL NO.OF CARETS 1100 500 500 2100
CARETS
500 1000 500 200 ML 250 ML 300 ML
41
B) PET JARS
QUANTITY L
600 ML
NO.OF PETTI 150

300
1L 1.2 L
2L
100 200
250
TOTAL
1000
PET JARS
250 150
1/2 L 600 ML
300 200 100
1L 1.2 L 2L
C) SODA WATER:- 50 CARET D) AQUAFINA MINARAL:- 500 PETS TOTAL CAPACITY:- ABOUT 3650 1.2 How many vehicles you have for loading?
NO OF VEHICLE= 4
1.3 How many workers are working for your business?

NO OF EMPLOYEE=18
42
1.4 What is the quantity of daily selling Pepsi product?
CATEGORY
CARET PET SODA WATER AQUAFINA MINERAL
QUANTITY(CARET/PET)
70 30 5 10
TOTAL
115 Quantity Of Daily Selling

20 50 15
CARET PET SODA WATER
30
AQUAFINA
OBSERVATION:- The selling of PEPSI products may be vary due to market conditions,
seasonal fluctuation etc. The selling of PEPSI products is always in its peak positions during the month February to July. In rainy season, the selling becomes down automatically. Hence per day selling is varying.
1.5 Have you the capacity to fulfill the target of the company?
YES
CAPACITY OF WAREHOUSE NO. OF VEHICLES NO. OF EMPLO-YEES QTY. OF DAILY SELLING PRODUCTS CAPACITY TO COMPLETE THE TARGET COMPLAINTS AGAINST COMPANY
About 3500
15
115
Yes
No
43
2. ASKED FROM CUSTOMER:

NO.OF RESPONDENT=200 Q.2.1 Do you like cold drink? CATAGORY YES NO TOTAL NO.OF PERSONS 170 30 200 PERCENTAGE 85% 15% 100%
No of person prefer cold drinks

180 160 140 120
170
100 80 60 40 20 0
NO YES
30 NO YES
44
NO. OF PERSONS SAYS YES (170)- CATOGARISED BY AGE AGE

Above 5 to 15 years Above 16 to 25 years Above 26 to 35 years Above 36 to 45 years Above 46 to 55 years
NO.OF PERSON
40 60 35 20 15
PERCENTAGE
23.5% 35% 20.5% 12% 9%
TOTAL
170
100%
CATOGARISED BY AGE
9% 12% 23.50%
Above 5-15 Above 16-25 Above 26-35

35%
20.50%
Above 36-45 Above 46-55
OBSERVATION:-In the above diagram show that the regular consumer of the soft drink are
generally youth masses like yes(85%) and no(15%). So it is clear that soft drinks are usually product of mass consumption. The serve was conducted over 200 people in Ranchi-4 (area code).
45
2.2 If yes, which cold drinks you like most? CATOGARY

7 UP SPRITE THUMPS UP PEPSI SLICE MAAZA M. DEW
NO.OF RESPONDENT
25 30 40 30 25 30 20
PERCENTAGE
12.5% 15% 20% 15% 12.5% 15% 10%
TOTAL
200
100%
Preference of respondent for a particular cold drink

20%
20.00% 18.00%
16.00%
14.00% 12.00% 10.00%
12.50%
15%
15% 12.50%
15%
7 UP
10%
SPRITE THUMPS UP PEPSI SLICE MAAZA M.DEW
8.00%
6.00% 4.00% 2.00%
0.00%
OBSERVATION:- In above data diagram shows that, THUMPS UP is the main competitor
of PEPSI. In mango segment MAAZA is the main competitor of SLICE and in lime segment SPRITE is the main competitor of 7 UP and M.DEW. above survey was done with 200 person in RANCHI city.
46
2.3 If no, why you do not like cold drinks? OBSERVATION:a) Some persons prefer for natural and indigenous drinks like Sattu, Lassi, Fruit juices
etc. b) High amount of Carbonic Acids. c) Not good for health.
2.4 Are you regular drink cold drinks? CATAGORY

YES NO
NO.OF PERSONS
155 45
PERCENTAGE
77.5% 22.5%
TOTAL
200
100%
Respondents who regular prefer cold drinks
200 150 100 50
155
YES NO
0
YES
45
NO
OBSERVATION:-Concerned diagram analyzed that soft drink are a FMCG product which
has a wide and scattered market. Hence soft drinks are one of the largest consumer markets. The person who says NO (22.5%) are generally the age above forty (40) years.
47
2.5 Which brand you like most either PEPSI or COCO COLA?
CATEGORY PEPSI THUMS UP TOTAL NO.OF CONSUMER 95 105 200 PERCENTAGE 47.5% 52.5% 100%
No of person prefer a particular brand

106 104 102 100 98 96 94 92 90 PEPSI THUMS UP PEPSI
105
THUMS UP
95
OBSERVATION:- According to above Data Analysis diagram, it gives the information that
in cola segment, its biggest rival COCA COLA has a very good market share due to its taste and also the distribution of COCA COLA is very strong in the outskirts of the city.
48
2.6 If Pepsi, why do you like Pepsi? OBSERVATION:a) b) c) d) Easy available in most outlets. Due to its taste and flavor. Sweet and low fizz soft drink. Prefer generally by young people.
2.7 Which Pepsi flavor you like most?

FLAVOR PEPSI MIRINDA SLICE 7 UP MOUNTAIN DEW TOTAL NO.OF RESPONDANT 80 20 50 20 30 200 PERCENTAGE 40% 10% 25% 10% 15% 100%
No of respondent for a particular flavor, out of (200)
80
80 70 60 50 40 30 20 10 0
PEPSI MIRINDA
50 20 20 30
SLICE 7 UP MOUNTAIN DEW
OBSERVATION:- In the above diagram, it was found that many of persons like mostly
PEPSI due to its less fizzy test. SLICE is more preferable than MIRINDA in non carbonized soft drinks and there is a balanced market of 7 UP and MOUNTAIN DEW.
49
MARKET SHARE OF PEPSI AGAINST RIVAL COCA COLA REPORT ON

MAY 2010 Market share of soft drinks giants Coca Cola and Pepsi by two different research agencies-ORGMarg and Indian market research bureau(IMRB). According to IMBR which reveals that cock has in fact lost it market share from 52 percent to 48 percent while Pepsi gained from 43 percent to 47.30 percent during the month.
SURVEY BY IMRB REPORT
48%
47.30%
PEPSI COCA COLA
IMRB survey, which was conducted in cities, shows that Pepsi increased its market share from 43 percent to 47.3 percent in May. Survey by ORG-Marg showed that coca cola garnered over 56 percent of the soft drinks market in May in this year against arch rival Pepsis 40 percent.
50
Figures from the survey conducted ORG-Marg, which was hired by Coco Cola, indicated that Coke brands mustered 56.6 percent of the market in 23 cities where the survey was conducted despite trailing in six cities. PepsiCo India on the other hand garnered 39.7 percent with its brand like Pepsi, mirinda, 7 Up, slice, mountain dew, it said.
Coca Cola brands, Coke, Fanta, Thums Up, and Mazza however trailed its rival in six cities including Mumbai, Bangalore, Pune and Coimbatore, says the ORG-Marg survey.
SURVEY BY ORG-MARG
40% 56%
PEPSI COCA COLA
51
MARKET SHARE OF PEPSI AGAINST ITS RIVAL COKE IN VARIOUS CITIES

It goes on to reveal that PepsiCo cornered 51% of the Mumbai market (as against 47.4% of Coca Cola), 50.5% of Bangalore (48.7% by Coke), 50.4% of Pune (49.4% by Coke) and 53.9% in Coimbatore (as against 42% by Coke).
CITY
Mumbai Bangalore Pune Coimbatore Delhi Ranchi
PEPSI
51.7% 50.5% 50.4% 53.9% 49% 49%
COCA COLA
47.4% 48.7% 49.4% 42% 45% 51%
60.00% 50.00% 40.00% 30.00% 20.00% 10.00% 0.00%
PEPSI
COKE
In Delhi, Coke held lead over Pepsi by carving a market share of 51.2% as against 43.8% of its rival, according to ORG-Marg survey. However, the IMRB survey claims that Cokes markets share in Delhi was 49% against Pepsis 49%. ORG-Marg said Coca Cola held market share of over 70% in cities like Amritsar, Hyderabad, Ludhiana and Indore.
52
10.
SWOT ANALYSIS OF S.M.V BEVERAGES
53
SWOT analysis is the process of analyzing the company and environment in which it is operating .This analysis helps in formulating effective strategies for the company to deal with competition. SWOT stands for strengths, weaknesses, opportunities and threats. Strengths and weakness are internal to the organization, whereas opportunities and threats are external to the organization. The strength of an organization can be its infrastructure, its employees. Its marketing team, its latest product innovation, its international quality standards or even its closeness to the market. The strength can be anything that adds value to its business. The weakness of the organization can be incompetent, untrained employees, unevenly trained sales force, poor marketing strategies, low quality products, or lack of proper financial capabilities. These are some of the factors that may cause severe damage to the organization and hamper its growth. These are internal factors which have to be analyzed from time to time. An organization should try to improve upon its strengths and reduce its weaknesses, in order to sustain in the market. Opportunities and threats the factors external to the organization and they are critical for be effective functioning. The opportunities of an organization can be a new potential market with ample scope for growth, opportunities to have a collaborative advantage (Advantage through strategic alliances and partnership), or opportunities to full fill the demand of a latent market. Any such activity in the environment that helps the organization to grow is an opportunity for it. The threats of an organization can be a new competitor in the market, price reduction in the competitors product or a new product introduce in the market that will eat into the companys market share. These are some of the threats to an organization. The organization should constantly keep a watchful eye on the market so that it can analyze the opportunities and threats it is facing.
54
STRENGTHS:
S.M.V. Beverages is franchise owned Bottled operation (FOBO) of worlds most famous soft drink giant Pepsi Co. S.M.V. Beverages uses state of the art and fully automatic machines and technology for the product and bottling of soft drinks. It has a very strong distribution network and well built market and currently holds almost all the parts of the state. It has a very wide product mix. It has muscular brand image.
WEAKNESS:
Purity and quality of the products are estimated manually. Promotional activities in the rural market are not upon the mark as compared to the urban market. Its one of the popular brands PEPSI in cola flavor is lagging behind with its nearest competitor only due to high sugar content and less thrilling taste. More emphasis is given to larger dealers. PEPSI has only cola flavor where its competitor has Coca-Cola has coke and Thumps-up. The sales promotion schemes do not reach the retailers. The price changed by the retailers is different from the print MRP.
55
OPPORTUNITIES:
It should give incentives to the dealers in the rural areas, where there is a huge market potential. It should adopt automatic and computerized quality control system for its products. More lucrative schemes to be launched regularly, specially during off season. So as to attach more and more customers. Apart from sponsoring films, cricket and music it should also sponsor to different fashion shows, quizzes and debates in school and colleges. The consumption rate is high in Jharkhand. The present supply of all the flavours especially slice is not sufficient to fulfil the demand during summer season, which may be trapped profitably. To take the help of CRM to get the competitive advantage over its competitors.
THREATS:
One of the products of their competitor in the Cola segment has a very good share due to its taste. Coca-Cola is spending more and more and more to boost up the scale, so S.V.M. Beverages should also have to go ahead and think about it. The entry of new company products. Like (Coca-Cola) would make the market more competitive. The distribution of coca-Cola is very strong the outskirts of the city.
Threats from indigenous drinks like of sattu,lassi,sugarcane juice and other fruit juice that apart from quenching thrist has nutritive value.
56
11. FINDING
57
Findings:
The collected data which were analyzed came out with the following conclusions: The selling of Pepsi product may be varying due to market condition, season fluctuations. The regular consumer of soft drinks is generally youth masses. Old age group persons dont prefer cold drinks due to containing high amount of carbonic
acids.
Large crowd of consumers are seen at college canteens, cinema halls, malls and railway
stations.
Coca cola has a very good market share due to its taste. Coca cola has a great market share than Pepsi products. The number of Pepsi outlet is more than the number of competitor`s outlet at Ranchi that
results in increase in sale of PEPSI products.
In the city like Ranchi, Pepsi products are reaching to every corner (remote areas where
not a single bottle of Coca-cola can be seen) .
All the areas in Ranchi, almost all the dealer are satisfied with the distribution network of
the PEPSI product.
Most of the dealer want glow sign board and chilling equipment, which they are asking
for long time.
58
In Cola segment THUMPS-UP is the main competitor of PEPSI, in orange segment

FANTA is the main competitor of MIRINDA, in lime segment SPRITE is the main competitor of 7UP and MOUNTAIN DUE, in mango segment MAZZA is the main competitor of SLICE.
Most of the consumer doesn`t like the taste of PEPSI due to its sweetness and ion fizz. Dealers are asking for the incentive and sales promotional schemes. Some dealers and retailer stops sailing PEPSI products because they are not satisfied with
the company, where Coca-cola fulfil some of their demand and got the opportunity to make exclusive counters for the soft drinks.
59
12. CONCLUSION
60
Conclusion:
The conclusion of this project report is that Pepsi and its products Co. are the
profitable MNC`s is not only in India but also in the whole world. Its main competitor is Coca-Cola. In duopoly market Pepsi products has 65% market share .Pepsi-cola Company was found by CELEB BRADHAM in 1890 at North Carolina in USA. Now it is ranked 86th (1998) in the world with the asset of around $25000 million, having its headquarter at ATLANTA. Its CEO is INDIRA NOOYI and PepsiCo. India holding chairman is Mr. RAJIV BAKSI. PepsiCo India`s HQ is at gurgaon. Presently it is operating in 196 countries. In India it has 36 bottling plant of them 8 are COBO and 26 are FOBO which one is Jamshedpur. Pepsi today is one of the main sponsor`s related activities in India and has counted to promote upcoming new players. It is estimated that PepsiCo franchisees generates Rs. 500 crores to the exchequer by the collection of excise duty and sales tax. S.M.V Beverages was established in 1967 and production commenced in March 1969.At the very outset the company-installed states are machines are states and technology, for the production and bottling of soft drinks. The bottling plants with capacity to produce bottle 220 per minute is totally automatic. S.M.V Beverages Jamshedpur is proud of winning MU Best Manufacturing Team Award 2005.Pepsi believes that jo dikhta hai wo bikta hai that is product which is visible is bound to be sold. At present S.M.V. BEVERAGES PVT. LTD. Manufactures Pepsi, Mirinda,7 up, Mountain Dew, Slice and Soda Water in 200ml, 500ml, 1500ml and 2000ml range. S.V.M Beverages Pvt. Ltd. to generate more sales as well as create and maintain an image of its product.
61
13. SUGGESTION AND RECOMMENDATIONS
62
Suggestion and recommendations

Salesman should have good interaction with the dealer, which result company will
increase in sale.
Customer executive should visit the counter on weakly basis. Executive should take the feedback from the dealers about the service of the salesman
and distributers.
The entire Pepsi product should be display at one place so that customers could aware
about the different product of Pepsi.
In the bus stand, railway, canteen, highway the CAN and PET bottle should be made
available every time because the public are busy there and the can not wait.
Regular visit of technicians is required to solve the problems of visi-cooler in the market
at the right time.
No of vehicle should be increase for quick delivery of the products. More demand product like SLICE, 7 UP should always available in the stock warehouse. Size of warehouse should be increase for more bottle containing capacity.
63
14. ABBREVIATION
64
FOBO= Franchise Owned Bottling Operation COBO= Company Owned Bottling Operation FMCG= Fast Moving Consumer Goods MNCS= Multinational Companies RMPL=Rushabh Marketing Private Limited SCBPL= Steel City Beverages Private Limited PGDBM= Post Graduate Diploma in Business Management MU= Manufacturing Unit PPM= Parts Per Million CEO= Chief Executive Officer HQ= Headquarter CRM= Customer Relationship Management
65
15. BIBLIOGRAPHY
66
BOOKS:
Kotler,Phlip. Marketing management Prentice Hall of India, rdition-9th. Drucker, Peter. Management function and behavior BPB, Edition-3rd. Ramaswami, V.S and Namakumari,Marketing management. Macmillion. Edition-2nd ICFAI university press, Marketing management.
JOURNAL:
Singh, S.K. A view across global marketing. India journal of commerce, volume-54, Number1&2, January to June 2006. India Management (All India Management Association, January 2006 issues.
WEB- SITES:
www.pepsico.yahoo.co.in www.google.com www.en.wikipedia.org
67
16. ANNEXURE
68
QUESTIONNAIRE:
Q.1 ASKED FROM OWN DEALER: (About Mayuri Market, Ranchi)

1.1 What is the capacity of your warehouse?
1.2 How many vehicles you have for loading?
1.3 How many workers are working for your business?
1.4 What is the quantity of daily selling Pepsi product?
1.5 Have you any complaint against company?
1.6 Have you any suggestions for the company?
1.7 Have capacity to complete the target of the company?
69
Q.2 ASKED FROM CUSTOMER:

NO.OF RESPONDENT=200
2.1 Do you like cold drinks?
2.2 If yes, which cold drinks you like most?
2.3 If no, why you do not like cold drinks? ..
2.4 Are you regular drink cold drinks?
2.5 Which brand you like most either PEPSI or COCO COLA?
2.6 If Pepsi, why do you like Pepsi?
2.7 Which Pepsi flavour you like most?
2.8 If Coca Cola, why do you not like Pepsi? ..
70
2.9 Do you know the Pepsi product schemes?
2.10 Have you any suggestion for Pepsi products? .
2.11 Have you any complaints against Pepsi products? ..
71

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A

EFFECTIVE SALES AND DISTRIBUTION

SUBMITTED BY: ASHISH KUMAR

Institute of Science and Management, Pundag (Ranchi)

Date: 14-09-2010 Place: Ranchi

Signature: Ashish kumar

Signature: Ashish kumar

1. INTRODUCTION TO THE STUDY

Introduction to the study:

4. ABOUT THE ORGANIZATION

Profile of S.M.V Beverages:

Structure of the Organisation:

Following are the major consideration:

WATER TREATMENT BOTTEL WASHING SYRUP FILLING SHIPPING

OUR MISSION AND VISON

Performance with Purpose:

2. Zein Abdalla 3. Saad Abdul-Latif 4. Peter A. Bridgman

5. Albert P. Carey 6. John Compton

7. Massimo d'Amore 8. Eric Foss

10. Hugh F. Johnston

11. Larry D. Thompson

12. Cynthia M. Trudell

Area Code :- Mayuri market, Ranchi

DETAILED PRODUCT LINE &CHRACTERISTICS:

SODA MINARAL WATER

7. CHANNEL OF DISTRIBUTON IN S.M.V BEVERAGES

CHANNEL OF DISTRIBUTION FOR CONSUMER GOODS: 0-LEVEL 1-LEVEL 2-LEVEL

Company Distributer Retailer Customer

1. 8 Sales building blocks:

PEPSI RACK DISTRIBUTED IN DIFFERENT OUTLETS:

Result: Problem solved.

Result: Not given yet.

NEW FREEZE DISTRIBUTION:

S.M.V BEVERAGES PVT. LTD. (FACTORY)

HML (FACTORY) DIRECT OPERATION

2. METHODOLOGY OF THE STUDY:

A non probability method includes:

In this project I have used convenience sampling method of collecting data.

9. Questionnaire With Data Interpretation &Analysis

500 1000 500 200 ML 250 ML 300 ML

NO.OF PETTI 150

300 200 100

1.3 How many workers are working for your business?

1.4 What is the quantity of daily selling Pepsi product?

115 Quantity Of Daily Selling

CARET PET SODA WATER

2. ASKED FROM CUSTOMER:

No of person prefer cold drinks

NO. OF PERSONS SAYS YES (170)- CATOGARISED BY AGE AGE

Above 5-15 Above 16-25 Above 26-35

Above 36-45 Above 46-55

2.2 If yes, which cold drinks you like most? CATOGARY

Preference of respondent for a particular cold drink

SPRITE THUMPS UP PEPSI SLICE MAAZA M.DEW

2.4 Are you regular drink cold drinks? CATAGORY

Respondents who regular prefer cold drinks

200 150 100 50

No of person prefer a particular brand

2.7 Which Pepsi flavor you like most?

No of respondent for a particular flavor, out of (200)