38037859 pkumar project

8/8/2019 38037859 Pkumar Project

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Faculty of Management StudiesInstitute of Rural ManagementSUMMER INTERNSHIP PROGRAM 2009

A PROJECT REPORT ONPEPSI GOLD CLUB (IMPACT OF RETAIL INATIATE SCHEME ON PEPSISALE)AtCORPORATE GUIDE: FACULTY GUIDE:Mr. Ritesh Arora Dr. Preeti Yadav(Market development Coordinator) Faculty,Pepsi, Jaipur. Jaipur.

PRESENTED BY:Sharad VijayvargiyaEnroll. No: BM/JULY/O8/21/1737

PGDBM (2008-10)Page | 151

CERTIFICATEThis is to certify that this project report entitled IMPACTOFRETAIL INATITE SCHEME ON PEPSI SALE (GOLDCLUB AUDIT) is a record of project work doneindependentlyby Sharad Vijayvargiya, under my guidance &supervision andthat it has not previously formed the basis for the awardof anydegree, fellowship or associateship to him.Date:(Prof. Preeti Yadav)250

DECLARATIONI hereby declare that this project work titled IMPACT OFRETAIL


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INTIATE SCHEME ON PEPSI SALE (GOLD CLUB AUDIT)

conducted atPEPSICO (Varun Beverages) is submitted by me to theFaculty of Management Studies- Institute of Rural

Managementin partial fulfillment of requirements of MBA programmeis abonafide work carried by me under the guidance ofDr.PreetiYadav.This has not been submitted earlier to any otheruniversity or Institution for the award of any

degree/diploma/certificate or published any time before.Sharad VijayvargiyaPGDBM (FMS-IRM)Jaipur.Page | 351

ACKNOWLEDGEMENTI would like to express my sincere thanks to my Project

GuideMr. Ritesh Arora (F.M.O.) for his guidance and supportthroughout my training at PepsiCo Ltd.(VarunBeverages). Hiscalm demeanor and willingness to teach has been a greathelp inour successfully completing the project. My learning hasbeen

immeasurable and working under him was a greatexperience.I extend my sincere thanks to all the staff members ofPepsiCo forproviding a very hospitable and helpful work environmentand


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making my summer training an exciting and memorableevent.My heartfelt gratitude to respected Faculty Guide,Dr. Preeti Yadav. Without her continuous help the project

wouldnot have been materialized in the present form. Hervaluablesuggestions helped me at every step.Finally, I thank our Institute FMS-IRM for making thisexperience of summer training in an esteemedorganization likePepsiCo Ltd. (Varun beverages).

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TABLE OF CONTNTSS.NO. CHAPTER PAGE NO.1 Introduction To The Topic 8-92 Objective Of Study 10-123 Executive Summary 134 Industry Analysis 14-295 SWOT Analysis 30-316 Research Methodology 32-337 Gold Club Audit 34-378 Data Analysis 38-639 Limitation 6410 Economical Utility Of Study 65-6911 Findings 70-7112 Recommendations 72-7313 Questionnaire 7414 Bibliography 75

List of Tables and DiagramsPage | 551

S.No. Diagrams/Tables HeadingPageNo.1 Distribution of locations (Pie Chart) 392 ( Location A ) Visi Size Table and Column Diagram 40


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3 ( Location A ) Rack Type Table and Pie Chart 414( Location A ) Visi/Rack Purity & Visi POG Table and ColumnDiagram 425 ( Location A ) Rack/Visi Charging Table and ColumnDiagram 436 (Location B ) Visi Size Table and Column Diagram 447 (Location B) Rack Type Table and Pie Chart 458(Location B) Visi/Rack Purity & Visi POG Table and ColumnDiagram 469 (Location B) Rack/Visi Charging Table and ColumnDiagram 4710 (Location C) Visi Size Table and Column Diagram 4811 (Location C) Rack Type Table and Pie Chart 4912(Location C) Visi/Rack Purity & Visi POG Table and ColumnDiagram 5013 (Location C) Rack/Visi Charging Table and Column Diagram 5114 (Location D)Visi Size Table and Column Diagram 5215 (Location D) Rack Type Table and Pie Chart 5316 (Location D) Visi/Rack Purity & Visi POG Table andColumn 54650

Diagram17 (Location D ) Rack/Visi Charging Table and ColumnDiagram 5518 (Location E ) Visi Size Table and Column Diagram 5619 (Location E ) Rack Type Table and Pie Chart 5720(Location E ) Visi/Rack Purity & Visi POG Table and Column

Diagram 5821 (Location E ) Rack/Visi Charging Table and ColumnDiagram 5922 (Location F) Visi Size Table and Column Diagram 6023 (Location F) Rack Type Table and Pie Chart 6124 (Location F ) Visi/Rack Purity & Visi POG Table and ColumnDiagram 62


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25 (Location F) Rack/Visi Charging Table and ColumnDiagram 6326 Economical Analysis: Table 1 & Diagram 6627 Economical Analysis: Table 2 & Diagram 6828 Economical Analysis: Table 3 & Diagram 69

INTRODUCTION TO THETOPICPage | 751

PepsiCo Pvt. Ltd. is world leader in convenient snacks,foods andbeverages. It produces many foods beverage productslike Frito-Lay, Mountain dew, Mirinda, Slice, 7up, Nimbooz,Tropicana,Pepsi etc.PepsiCo Pvt. Ltd. is running many Retail Initiate Schemessuch asGold Club, Prestige Club, and Exclusive Club etc.Each scheme

has its own format. We got Gold Club Scheme which isalsoknown as Space Club. It is a retail initiate scheme whichimpactssale. In Jaipur, Gold Club is having 500 retailers of Pepsi,whichgives highest sale to company.Company provides Visi coolers to these retailers. Visi

coolers arecommonly known as Pepsi Fridge. Gold clubScheme is a kind of audit where we check visi at severalbases.For it there is a format, which we can see on next page.


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Today Visi Purity, Rack purity, Rack Charging, VisiCharging andVisi POG are major problem for company. Our study isbased

upon it and our results show this. PepsiCo Pvt. Ltd. wantsto know850

its visis conditions as well as art of use by retailers.Company hasa format for it.S.No

.OutletNameLocationVisiSize

RackTypeVisiPurityVisiCharging

VisiPOGRackPurity


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RackChargingNo. ofSKU

AvailableFMOCount

OBJECTIVE OF STUDYPage | 951

There were various objectives to conducting this study,we canmention them by following points:-To know visis condition such as its size, type,maintenanceproblem: - Company wanted an accurate database ofvisis. Theywere having database but it was not accurate such as in

someoutlets visi is PVC but in record it was GRAVITY. In someoutletsvisi is 300 liters. But it was 200 or 400 Liters in records. Inotherhand company wanted to check visis condition like aretheyhaving any maintenance problem or not?

To know retailers problem regarding supply, schemeandothers: - What types of problems retailers are facing? Itwascompanys one of the main objective. Are they gettingproper


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supply or not? Are they getting schemes or not?Suppliersbehavior is perfect or not?To know about Visi audit (visi purity, visi charging,

visi POG):- Company also wanted to know that are retailers usingvisis for1050

PepsiCo products or not? Are they using it for personaluse or forkeeping other companys products?To know about Rack audit (rack purity, rack

charging): -Company wanted to know how many retailers is usingrack auditnorm? It means are they arranging rack in appropriatemanner andfilling visi according to companys policies?To know about SKU availability: - Company alsowanted to

know how many retailers are having full products and invarioussizes like Pepsi (200ml. , 300ml. ,1 liter, 2 liters), Pepsi MyCan,Mirinda (200ml. , 300ml. ,1 liter, 2 liters), Nimbooz (200ml.,300ml. ,1 liter, 2 liters),same case in Tropicana, Mountaindew etc.

To know about FMO count (PEPSI, MIRINDA): Howmuchstock retailers are having of Mirinda, Pepsi? Through thiscompany estimates its sales. In it we calculate no. ofbottles like


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Joshi Cold Drink is having 50 bottles of 500ML, and 15bottles of2 liters of Pepsi. In this case I will mention 65 in PepsiFMO

count.Page | 1151

To analysis its Supply chain and customerrelationshipmanagement: - Company wanted to know that areRetailersgetting PepsiCo products by proper supply chain? And inother

hand are retailers getting full satisfaction by customerrelationshipmanagement?To know about market condition of its visis ascompare tocompetitors: - Company wanted to know thatcompetitors visis{coca-cola} are serving in what manner. It means are they

providing any special size or features? Company canimprove thequality, features of its visis by analysis its competitorsstrategy.1250

Executive SummarySoft drinks are non-alcoholic water-based flavored drinksthat areoptionally sweetened, acidulated and carbonated, somecarbonatedsoft drinks also contains caffeine; mainly the brown-colored cola


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drinks.In India PepsiCo and Coca cola are major player of softdrinkindustry. Varun Beverage Ltd. is the main bottlers for

Pepsi inIndia. Varun Beverages Limited is a group company ofR.J.Group.RJ Corp has business interests in restaurants (Pizza Hutand KFC),coffee chain (Costa Coffee), and Walt Disney groupcompany

Disney Artist, ice cream(Cream Bell), liquor (through a JVwithbeer major In Beverage), real estate, hotels andeducation. Allfood, retail and franchise operations are consolidatedunder groupcompany Devyani International.In January 2009, the government cleared the decks for a

$50-Page | 13.

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million (about Rs 250 crore) infusion of foreign directinvestment by PepsiCo Holdings into the India arms.

INDUSTRY- ANALYSIS(The originator of PEPSI Caleb D. Bradham)

Global level: - Caleb Bradham, a New Bern, NorthCarolina, druggist, who first formulated Pepsi-Cola,foundedPepsiCos beverage business in 1898.Today, Brand Pepsi is part of a portfolio of beveragebrands that


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includes carbonated soft drinks, juices and juice drinks,ready-todrinkteas and coffee drinks, isotonic sports drinks, bottledwater

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and enhanced waters. PNAB (PepsiCo North AmericanBeverages) has well known brands such as MountainDew, DietPepsi, Gatorade, Tropicana Pure Premium, Aquafinawater, SierraMist, Mug, Tropicana juice drinks, Propel, SoBe, Slice,Dole,

Tropicana Twister and Tropicana Season's Best.PNAB manufactures and sells concentrate for some ofthesebrands to licensed bottlers, who sell the branded productstoindependent distributors and retailers. PNAB providesadvertising,marketing, sales and promotional support for its brands.

Thisincludes some of the world's best-loved and most-recognizedadvertising.In 1992, PNAB formed a partnership with Thomas J.Lipton Co.to sell ready-to-drink tea brands in the United States.Pepsi-Cola

also markets Frappuccino ready-to-drink coffee through apartnership with Starbucks.

Anthony Rossi as a Florida fruit packaging businessfoundedTropicana in 1947. In 1954, Rossi pioneered apasteurization


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process for orange juice. For the first time, consumerscould enjoythe fresh taste of pure not-from-concentrate 100% Floridaorange

juice in a ready-to-serve package. The juice, TropicanaPurePremium, became the company's flagship product.PepsiCoPage | 1551

acquired Tropicana, including the Dole juice business, inAugust1998.

SoBe became a part of PNAB in 2001. SoBemanufactures andmarkets an innovative line of beverages including fruitblends,energy drinks, dairy-based drinks, exotic teas and otherbeverageswith herbal ingredients.Gatorade thirst quencher sport drinks, was acquired by

TheQuaker Oats Company in 1983 and became a part ofPepsiCo withthe merger in 2001. Gatorade is the first isotonic sportsdrink.Created in 1965 by researchers at the University ofFlorida for theschool's football team, "The Gators," Gatorade is now the

world'sleading sports drink.PepsiCo International is comprised of all PepsiCobusinesses inEurope, Asia, Africa and Australia.


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Historically, Pepsi-Cola began selling its products inEurope in the1930s and expanded international beverage operationsrapidly

beginning in the 1950s. PepsiCo formally established aninternational food unit in 1973, and 30 years later, in 2003thecompany combined the food and beverage businesses toformPepsiCo International.1650

Today, the employees of PepsiCo International make, sell

anddeliver a variety of great tasting foods and beveragesaround theworld, including Lays potato chips, Doritos, Cheetos,QuakerOats, Pepsi-Cola, Gatorade, Lipton ready to drink teas,andTropicana juices. Brands sold exclusively in international

marketsinclude 7-Up and Mirinda beverages and many popularlocalsnack brands, including Walkers in the United Kingdom,Matutano in Iberia, Duyvis nuts in Western Europe, MarboandStar snacks in Eastern Europe, Lebedyansky juices inRussia,

Simba in South Africa and Smiths in Australia. Thecompany alsoregularly introduces unique products for local tastes.PepsiCo International has a well-earned reputation ofgiving back


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to the communities in which its products are sold, with afocus onhealth and wellness, environmental sustainability andeducation.

Specific programs are aimed at promoting active lifestylesforchildren; recycling and environmental cleanup in localcommunities; and book and computer donations tolibraries andschools.

Indian level: - PepsiCo entered India in 1989 andhas grownto become one of the countrys leading food andbeveragecompanies. One of the largest multinational investors inthePage | 1751

country, PepsiCo has established a business, which aimsto serve

the long-term dynamic needs of consumers in India.PepsiCo India and its partners have invested more thanU.S. $1billion since the company was established in the country.PepsiCoprovides direct and indirect employment to 150,000peopleincluding suppliers and distributors.PepsiCo nourishes consumers with a range of productsfrom treatsto healthy eats that deliver joy as well as nutrition andalways,good taste. PepsiCo Indias expansive portfolio includesiconic


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refreshment beverages Pepsi, 7 UP, Mirinda andMountain Dew,in addition to low calorie options such as Diet Pepsi,hydrating

and nutritional beverages such as Aquafina drinkingwater,isotonic sports drinks - Gatorade, Tropicana 100percentage fruit

juices, and juice-based drinks Tropicana Nectars,TropicanaTwister and Slice. Local brands Lehar Evervess Soda,Dukes

Lemonade and Mangola add to the diverse range ofbrands.PepsiCos foods company, Frito-Lay, is the leader in thebrandedsalty snack market and all Frito Lay products are free oftrans-fatand MSG. It manufactures Lays Potato Chips; Cheetosextruded

snacks, Uncle Chipps and traditional snacks under theKurkureand Lehar brands. The companys high fibre breakfastcereal,1850

Quaker Oats, and low fat and roasted snack optionsenhance thehealthful choices available to consumers. Frito Lays core

products, Lays, Kurkure, Uncle Chipps and Cheetos arecookedin Rice Bran Oil to significantly reduce saturated fats andall of itsproducts contain voluntary nutritional labeling on theirpackets.


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The group has built an expansive beverage and foodsbusiness. Tosupport its operations, PepsiCo has 43 bottling plants inIndia, of

which 15 are company owned and 28 are franchiseeowned. Inaddition to this, PepsiCos Frito Lay foods division hasthree stateof-

the-art plants. PepsiCos business is based on itssustainabilityvision of making tomorrow better than today. PepsiCoscommitment to living by this vision every day is visible, in

itscontribution to the country, consumers and farmers.Performance with Purpose. Performance with Purposearticulates PepsiCo India's belief that its businesses areintrinsically connected to the communities and world thatsurrounds it. Performance with Purpose means deliveringsuperiorfinancial performance at the same time as we improve the

world.To deliver on this commitment, PepsiCo India will build ontheincredibly strong foundation of achievement and scale upitsinitiatives while focusing on the following four criticalareas thatPage | 1951

have a business link and where we believe that we canhave themost impact.

OUR CUSTOMERSOur customers include authorized bottlers andindependent


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distributors, including foodservice distributors andretailers. Wenormally grant our bottlers exclusive contracts to sell andmanufacture certain beverage products bearing our

trademarkwithin a specific geographic area. These arrangementsprovide uswith the right to charge our bottlers for concentrate,finishedgoods and Aquafina royalties and specify themanufacturingprocess required for product quality.

Since we do not sell directly to the consumer, we rely onandprovide financial incentive to our customers to assist inthedistribution and retailers, these incentives include volume-basedrebates, product placement fees, promotions anddisplays. For our

bottlers, these incentives are referred to as bottler fundingand arenegotiated annually with each bottler to support a varietyof tradeand consumer programs, such as consumers incentives,advertising support, new product support, and vendingand coolerequipment placement. Consumer incentives include

coupons,pricing discount and promotions, and other promotionaloffers2050

.advertising support is directed at advertising programsand


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supporting bottler media. New product support includestargetedconsumer and retailers incentives and direct marketplacesupport,

such as point- of purchase materials, product placementfees,media and advertising. Vending and cooler equipmentplacementprogram support the acquisition and placement of vendingmachine and cooler equipment. The nature and type ofprogramsvary annually.

Retail consolidation and the current economicenvironmentcontinue to increase the importance of major customers.In 2008,sales to wal-mart stores, inc. (wal-mart), including Samsclub,represented approximately 12% of our total net revenue.Our top

five retail customers represented approximately 32% ofour 2008North American net revenue, with wal-mart (includingSams)representing approximately 18%. These percentagesincludeconcentrate sales to our bottlers, which are used infinished goods

sold by them to these retailers. In addition, sales to PBGrepresented approximately 8% of our total net revenue in2008.OUR RELATED PARTY BOTTLERSWe have ownership interests in certain of our bottlers.Our


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ownership is less than 50% and since we do not controlthesePage | 2151

bottlers, we do not consolidate their results. We havedesignatedthree related party bottlers, PGB, Pepsi Americas, ins.(pas) andPepsi bottling ventures LLC (PBV), as our anchor bottlers.Weinclude our share of their net income based on ourpercentage ofincome ownership in our income statement as bottling

equityincome. Our anchor bottlers distribute approximately 60%of ourNorth American beverage volume and approximately 17%of ourbeverage volume outside of North America. Our anchorbottlersparticipate in the bottler funding programs described

above.Approximately 6% of our total 2008 sales incentives wererelatedto these bottlers our share of net income from other nocontrolledaffiliates is recorded as a component of selling, generalandadministrative expenses.

OUR DISTRIBUTION NETWORKOur products are brought to market through direct-store-delivery(DSD), customer warehouse and foodservice and vendingdistribution networks. The distribution system useddepends on


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customer needs, product characteristics and local tradepractices.DIRECT-STORE-DELIVERY - We are bottlers and ourdistribution operates DSD system that delivers snacks

and2250

beverages directly to retail stores where the products aremerchandised by our employees or our bottlers. DSDenables us tomerchandise with maximum visibility and appeals isespeciallywell suited to products that are restocked often and

respond to instorepromotion and merchandising.CUSTOMER WAREHOUSE - Some of our products aredelivery from our manufacturing plants and warehouse tocustomer warehouse and retail stores. These less costlysystemsgenerally work best for products that are less fragile andperishable, have lower turnover, and are less likely to be

impulsepurchases.FOODSERVICE AND VENDING - Our foodservice andvending sales force distributes snacks, foods andbeverages tothird-party foodservice and vending distributors andoperators.Our foodservice and vending sales force also distribution

certainbeverages through our bottlers. This distribution systemsuppliesour products to schools, businesses, stadiums,restaurants andsimilar locations.


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Page | 2351

OUR COMPETITIONOur businesses operate in highly competitive markets.

Wecompete against global, regional, local and private labelmanufacturers based on price, quality, product variety anddistribution. In U.S. measured channels, our chiefbeveragecompetitor, the coca-cola company, has a larger share ofcarbonated soft drinks (CSD) consumption, while we havea larger

share of liquid refreshment beverages consumption. Inaddition,the coca cola company has a significant CSD shareadvantage inmany markets outside the United States. Further, oursnack brandshold significant leadership positions in the snack industryworldwide. Our snack brands face local and regionalcompetitors,as well as national and global snack competitors, andcompetebased on price, quality, product variety and distribution.Successin this competitive environment is dependent on effectivepromotion of existing products and the introduction of newproducts. We believe that the strength of our brands,innovationand marketing, coupled with the quality of our productsand2450

flexibility of our distribution network, allow us to competeeffectively.


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Organizational ValuesOur values reflect our aspirations - the kind of companywe

want PepsiCo to be. We express our values in the form ofacommitment. Our commitment is:Sustained Growth is fundamental to motivating andmeasuring oursuccess. Our quest for sustained growth stimulatesinnovation,places a value on results, and helps us understand

whether today'sactions will contribute to our future. It is about growth ofpeopleand company performance. It prioritizes making adifference andgetting things done.2650

Empowered People means we have the freedom to act

and think inways that we feel will get the job done, while beingconsistentwith the processes that ensure proper governance andbeingmindful of the rest of the company's needs.Responsibility and Trust form the foundation for healthygrowth.

It is about earning the confidence that other people placein us asindividuals and as a company. Our responsibility meanswe takepersonal and corporate ownership for all we do, to begood


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stewards of the resources entrusted to us. We build trustbetweenothers and ourselves by walking the talk and beingcommitted to

succeeding together.

Guiding PrinciplesThis is how we carry out our commitment. We mustalways striveto:Care for customers, consumers and the world we live in.

An

intense, competitive spirit in the marketplace drives us,but wedirect this spirit toward solutions that achieve a win foreach ofour constituents as well as a win for the corporation. Oursuccessdepends on a thorough understanding of our customers,consumersPage | 2751

and communities. Caring means going the extra mile.Essentially,this is a spirit of growing rather than taking.Sell only products we can be proud of. The test of ourstandards isthat we must be able to personally endorse our productswithout

reservation and consume them ourselves. This principleextends toevery part of the business, from the purchasing ofingredients tothe point where our products reach the consumer's hands.


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Speak with truth and candor. We speak up, telling thewholepicture, not just, what is convenient to achieving individualgoals.

In addition to being clear, honest and accurate, we takeresponsibility to ensure our communications areunderstood.Balance short term and long term. We make decisionsthat holdboth short-term and long-term risks and benefits inbalance overtime. Without this balance, we cannot achieve the goal of

sustainable growth.Win with diversity and inclusion. We leverage a workenvironment that embraces people with diversebackgrounds,traits and different ways of thinking. This leads toinnovation, theability to identify new market opportunities, all of whichhelps

develop new products and drives our ability to sustain ourcommitments to growth through empowered people.2850

Respect others and succeed together. This company isbuilt onindividual excellence and personal accountability, but noone canachieve our goals by acting alone. We need great people

who alsohave the capability of working together, whether instructuredteams or informal collaboration. Mutual success isdependent on


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treating everyone who touches the business with respect,insideand outside the company. A spirit of fun, our respect forothers and

the value we put on teamwork make us a companypeople enjoybeing part of, and this enables us to deliver excellentperformance.Page | 2951

SWOT ANALYSISStrengths (a) Pepsico is a well-known brand in FMCG sector.(b) Pepsico is offering many attractive sales promotionschemes.(c) Pepsico is having good market share.(d) Pepsico is offering many brands like 7up, Slice,Mirinda etc.(e) Pepsico is offering Varity of tastes to select.

Weakness (a) Lack of effective customer services.(b) Retailers are not getting proper schemes of Pepsi.(c)Visis are out of order. In Jaipur town there isappropriatemaintenance services available.(d) Retailers are complaining about cooling. Visis are notcooling

well mainly 300 and 400 liters.3050

Opportunities: -(a) Large beverage market.(b) Popular in youth as well as children.


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(c) New taste can be introduced like apple, even healthdrink also.(d) In India the major competitors of Pepsi are tea, coffee,lassi, in

this case Pepsi can come in 100 ml or even 50 ml at Rs.3or 4.

Threats: -(a) Increasing competitors day by day.(b) Poor publicity by competitors.(c) Numberless innovations area in beverage industry.Page | 3151

RESEARCH METHODLOGYSources of data-The methodology adopted for thisresearch studyis based on primary and secondary data.Tools of data collection-Primary data-The primary data collected for the studyincludesthe data collected from Retailers in Jaipur and near toJaipur townthrough observations and questionnaire.Secondary data-Secondary data was collected from thecompanymanuals, internet, and journal.Sampling unit-The sampling unit is the basic unitcontaining theelements of the population to be sampled. Sampling unit

for thestudy include different retailers of Jaipur and near toJaipur town.(Gold club retailers)Sample size: -The sample size includes 478 retailers.32


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Serial no: - In this Column we mention retailers numberlike 1, 2,3, 4..Name of outlet: -In it we put outlet name such as Joshi

colddrinks, Dev hotel etc.Location/Town: - In this we mention location of outletsuch asRamganj, Jothwara, and Adrash Nagar etc. And in townwemention Jaipur town.3450

Visi Size: - There are mainly three types of visis inPepsiCo220,300,400 liters. But in some outlet they are having160,1192litres visi size.Rack Type: - There are two types of Rack first is Gravityandsecond is PVC. A gravity rack is old visi and has ironbody, in

other hand a PVC rack is new one, it has plastic body.Visi Purity: - It means how much a visi is pure. If a visihas onlyPepsiCo products it known as pure visi or if a visi hasmilk, juices,butter or other companys product like coca-cola, Thumsup it willbe known as impure visi. In this Column we fill YES or NO

options.Visi Charging: -It means how much visi is charged withPepsiCoproducts. For example a visi is having only 2 bottles ofPepsi and


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1 bottle of Mirinda, in this case visi is not charged full. Inotherhand a visi is full charged with its product then it will comeunder

charged visi. We mention this detail by percentage basisthroughobservation method like 45%, 70% or 90% etc.Visi POG: - It stands visicooler planogram.According tocompanys norms a visi should keep a certain sequence.ThisPage | 3551

sequence is different in various sizes. For example in 220

literssize visi has 3 shelves;In first shelf retailers should keep 1 row Pepsi My Can, 4rows ofPepsi (300ml.), 1 row of 7up (300ml.) and at last row forMirinda(300ml.)In second shelf they should keep 2 row of Mirinda

(300ml.), 2 rowof Mountain Dew (300ml.), and 3 row of Slice (300ml.)

And in third shelf retailers should 2 row of Pepsi (500ml.),1 rowof Mirinda (500ml.), 1 row of Mountain dew (500ml.), 1row ofPepsi (2 liters)Rack purity: - It means how much a rack is pure. A visi

has 2, 3or 4 racks according to its size. If a rack is havingproducts withcertain size of PepsiCo according Companys norms it willbe


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termed as a pure rack. In this we mention YES or NOoptions.Rack charging: - How much a rack or shelf is chargedwith

PepsiCo products according to norms. In this option wementionPercentage.3650

No. of SKU available: - In this column we mention howmanybrands of PepsiCo a retailer is having. For example Pepsi200ml.300ml. , Pepsi My Can, Mirinda 200ml.2litres,

Tropicana(Mango, Apple), it means there are 08 SKU available.

FMO COUNT.Pepsi FMO: -In this column we mention how much they(Retailers) are having Pepsi stock. In this we put no. ofbottles like50,100 or 200 etc.Mirinda FMO: - In this column we mention how muchthey(Retailers) are having Mirinda stock. In this we put no. ofbottleslike 50,100 or 200 etc.Page | 3751

DATA- ANALYSISWe divided Jaipur town in 06 locations. So that we canworkaccording area wise. We can mention these locations;Location A: - This location includes Ramganj, JohriBazaar,


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No. of Outlets Location wisePage | 3951

LOCATION A:Visi Size: - This location has 66 outlets. We can mentionvarioussizes of visis with their no. of outlets through followingtable:Visi Size No. of Outlets400Ltrs. 27300Ltrs. 20220 Ltrs. 16

Others 03Rack Type: -As we know there are two types of rack,(a) Gravity, (b) PVC. We can mention its result by thetable.4050

Rack type No. of outletsGravity 25PVC 41Visi Purity, Rack Purity and Visi POG: - These are themostimportant points in our research; we can present it byfollowingtable.Page | 4151

Options Visi Purity Rack Purity Visi POG

Yes 40 42 06

No 26 24 60(No. of Outlets)

Visi Charging and Rack Charging: - In this location wehave 65outlets, in this location we got these values, which we canmention by


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following table.Type 0% to 50% 51% to 75% 76% to 100%Visi Charging 03 26 374250

Rack Charging 07 29 30(No. of Outlets)

LOCATION B:Visi Size: -In this location 85 outlets are situated, we gotfollowing values.Visi Size No. of outlets400 ltrs. 27300 ltrs. 21Page | 4351

220ltrs. 35Others 02Rack Type: - Out of 85 outlets, we came at this result.Rack type No. of outletsGravity 38PVC 474450

Visi Purity, Rack Purity and Visi POG: - These are themostimportant points in our research; we can present it by followingtable.Options Visi Purity Rack Purity Visi POGYes 47 49 7No 38 36 78Page | 4551

(No. of Outlets)

Visi Charging and Rack Charging: - In this location wecame toknow following results.Options 0% to 50% 51% to 75% 76% to 100%Visi Charging 15 23 474650


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Rack Charging 23 30 32(No. of Outlets)

LOCATION C:Visi Size: -In this location 87 outlets are situated, we gotfollowing results.Visi Size No. of outletsPage | 4751

400 ltrs. 24300 ltrs. 13220 ltrs. 41Others 09051015202530354045400lt. 300lt. 220lt. others

No. of outletsNo. of outletsRack Type: -As we know there are two types of rack, (a)Gravity,(b) PVC. We can mention its result by the table.Rack type No. of outletsGravity 31PVC 564850

Visi Purity, Rack Purity and Visi POG: - we can presentit byfollowing table.Options Visi Purity Rack Purity Visi POGYes 43 46 12No 44 41 75


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Gravity 36PVC 525250

Visi Purity, Rack Purity and Visi POG: - we can present

it byfollowing table.Options Visi Purity Rack Purity Visi POGYes 43 46 12No 44 41 75Page | 5351

Visi Charging and Rack Charging: - In this location wecame to

know following results.Percentage 0% to 50% 51% to 75% 76% to 100%Visi Charging 17 13 48Rack Charging 19 32 375450

LOCATION E:Visi Size: -In this location 114 outlets are situated, we gotfollowing results.Visi Size No. of outlets400 ltrs. 45300 ltrs. 20220 ltrs. 40Page | 5551

Others 09Rack Type: - Out of 114 outlets we got 56 gravity rack and 58

PVC rack.Rack type No. of outletsGravity 56PVC 585650

Visi Purity, Rack Purity and Visi POG: - we can present itby


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following table.Options Visi Purity Rack Purity Visi POGYes 73 76 19No 41 38 95Page | 57

51

Visi Charging and Rack Charging: - In this location wecame toknow the following results.Percentage 0% to 50% 51% to 75% 76% to 100%Visi Charging 60 37 17Rack Charging 44 47 235850

LOCATION F:Visi Size:-In this location 38 outlets are situated, we gotfollowingresults.Visi Size No. of outlets400 ltrs. 15300 ltrs. 07220 ltrs. 13

Others 03Page | 5951

Rack Type: - Out of 38 outlets we came at this result.Rack type No. of outletsGravity 16PVC 226050

Visi Purity, Rack Purity and Visi POG: - we can presentit byfollowing table.Options Visi Purity Rack Purity Visi POGYes 26 26 9No 12 12 29(No. of Outlets)


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Page | 6151

Visi Charging and Rack Charging: - In this location wecame toknow following results.Percentage 0% to 50% 51% to 75% 76% to 100%Visi Charging 5 11 22Rack Charging 9 9 206250

(No.of Outlets)

LIMITATIONS OF THE STUDY(a) Difficult to contact the appropriate Retailers - It is

enigmatic task to collect the appropriate data to selectiveretailersbecause we did not have proper address of outlets.Page | 6351

(b) Difficulty in finding the information Regardingvisispurity, rack purity, charging information, it was difficult toobserve because they are dynamic in nature.

(c) Time consuming- It was not an easy task as there isneedinternal information about the concerned outlet and needsa strongrelationship building with appropriate person of the outlet.We hadto cover long distances like Gaunar, Kishangarh, andRIICCO

area.(d) Lack of tools and techniques- We were not havingany typeof tools and techniques in deciding visi purity, rack purity,charging percentage. In this case we observed them bypersonal


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observation method.(e) Many times the concerned respondents from whomtheinformation has to take were having time constraints.

Economical Utility of StudyIf we look the other side of picture, we can see economicutilityof our study. During our survey, we were also collectingaveragevolume sales data through a Questionnaire (see it at pageno.74).6450

After collecting this data from 100 outlets (Gold clubRetailers)we came to very strange results. Before presenting thoseresults,we can mention some assumption, which we took duringthissurvey.

Assumptions:(a) Retailers gave right information regarding theirvolume of sales.(b) Researchers are very much efficient to calculate(observe)without any tool.(c) There is possibility that this positive relationship is onlya

coincident.(d) In our study, we assumed that one retailer is havingonePepsi VisiNow we can show results by following tables anddiagrams.


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(Table: 1)S.No. Rack Charging Average No. of Bottles Sold per Month(300ml. and 2 litter)1 50% to 70% 250-3002 70% to 90% 350-400Page | 65

513 Above 90% 450-500

As we can see in our diagram SS curve is Positive thattells thatif we increase Rack and Visi charging then Number ofbottlessold in a month also increases. This result shows animportant

combination between sales and purity. In economicslanguage wecan say there is a positive relationship between sales andPurity(Rack & Visi).(Table: 2)S.No. Rack & Visi Purity Average No. of Bottles Sold per Month66Average No. of Bottles Sold Per MonthRack/Visi

ChargingSS Curve50(300ml. and 2 litter)1 No 300-4002 Yes 400-425

In this table we are trying to show that there is alsopositiverelationship between Purity and volume sold, But this timeSS

curve is around 25 to 30 degree, it means if there Purity isincreasing then sales will increasing but not so much. Wecanshow it by following diagram:In our diagram, we can see SS curve is still positive, butIncrement in Number of Bottles is not as much as Purity


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increment.Page | 67SS CurveAverage No. of Bottles Sold Per MonthVisi & RackPurity

51Table: 3S.No. No. of Brands ofPepsiCo(beverages)Average No. of Bottles Sold per Month(300ml. and 2 litter)1 1-3 150-2002 4-6 300-3503 7-9 400-4504 Above 9 500-600

This diagram is telling us that there is a strong positive

relationship between no. of Pepsi brands and Average no.ofbottles sold per month. In other words, we can say that ifretailers68SS Curve

Average No. of Bottles Sold Per Month50No. ofPepsiBrands

are having more brands there are more chances of highsales. Wecan see arrow keys are not similar.

FINDINGSIt was a great experience to accomplish this task. Aftercompletingthis task we got these findings: -yIn some areas, retailers were not satisfied with supply.Forexample Sindhi colony, Agra road etc.yAccording to retailers, they are not getting properscheme of


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Pepsi. In Amer road this problem was very common.

yIn some shops visis are out of order, these area areMain cityand Agra road.Page | 6951

yIn some shops, visis are not available. According tocompanysdata some outlet should have visi, but in realistic worldthey didnot have visis.yMost of retailers were complaining about cooling. Thisproblemmainly is occurring with 300litres and 400litres.Accordingtothem 165 liters visi is perfect for cooling, but it is small.yIn some shops, retailers are not using visis rightly. Theyareusing it for their personal use and keeping other productslikemilk, butter and other soft drink.

ySome of them were unhappy with replacement ofproducts.Some retailers were saying that there is no goodreplacementplan in Pepsi; they have to wait 3-4 weeks for it.yThe popularity of Pepsi is increasing day by day. Its newproducts like Pepsi My Can, Nimbooz are gettingsuccess.yPepsiCo schemes are very popular. Now a days itsPepsi goldcoin is on its peak.7050


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RECOMMONDATIONSupply problem should be solved immediately: -Aswe mentioned

earlier many of locations are suffering from lack of supply.Either theyare not getting all types of brands or at particular time.Mainly theselocations are Agra road, Amer road and Sindhi colony etc.We canrecommend this to company so that retailers can easilyget their

desired products at right time.Recommendation to the company for goodreplacement policy: -

According to the retailers, they are not having goodreplacementpolicy from company side either company is taking verylong time ornot changing them.

Page | 7151

Transparency between company and retailers:-For thebeneficial ofboth side it is necessary that a clear picture will come inthe playmainly in the schemes related problem it quite should betransparent.Target the untapped market: - Large part of market is

stilluncovered .Basically in the villages Pepsi have to fightwith localbrands like Lijjat, Mahak etc. These local players play withlow price.


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19803. Ghosh, B.N. Scientific Methods andSocial ResearchSterlingPublication (NewDelhi)

19824. Gopal, M.H. Research Reporting inSocial SciencesDharwarPublication(Karnataka)19655. Tandon, B.C. Research Methodologyin Social ScienceChaitanyaPublishing House

(Allahabad)1979

Important Search Engine:7450

ywww.pepsico.comywww.google.comPage | 7551

38037859 pkumar project

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