The document provides details about a project report on Visi Purity and Cooler Charging and finding ways to increase sales and distribution of Pepsi in Haldwani, India. The project involved surveying retailers to assess Visi-cooler purity and charging. It also aimed to identify gaps in sales and distribution and opportunities to expand to new markets. The methodology included visiting routes with distributors, observing sales techniques, and surveying 125 retailers using questionnaires and interviews. The analysis found several areas for improvement like ensuring product availability, improving communication, providing better schemes to retailers, and expanding the sales team.

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PROJECT REPORT
ON
VISI PURITY AND COOLER CHARGING
&
FIND OUT THE METHODS OF INCREASING THE SALES
AND DISTRIBUTION OF PEPSI
Presented By :
Ghanshyam Gupta
ghanshyamgupta7@gmail.com
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TABLE OF CONTENTS
1. Executive Summary …………………………………….. 04
2. Rationale for the Study …………………………………. 06
3. Objective of Study ……………………………………… 07
4. Profile of the Company …………………………………. 09
5. History of PepsiCo...…………………………………….. 10
6. Research Methodology ………………………………….. 13
7. Data Analysis and Interpretation ………………………… 16
8. Observation and Finding ……………………………….... 30
9. Conclusion ……………………………………………….. 31
10. Recommendation and Suggestion………………………… 32
11. SWOT analysis …………………………………………… 34
12. Bibliography ……………………………………………… 35
13. Questionnaire …………………………………………….. 36
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EXECUTIVE SUMMARY
PepsiCo India holding Pvt. Ltd Company is engaged in the process of manufacturing and selling
soft drink and other food item in India. In Haldwani (Uttarakhand), PepsiCo is doing good
business its major strength is its Brand name and good market share in this area. My project was
divided into two part first part was EVERY DEALER SURVEY (to do visi-cooler survey across
Haldwani and pure and charging Pepsi visi-cooler and racks). Second part was to find out ways
of improving sales and distribution of PepsiCo in Haldwani.
The study was undertaken after having a full knowledge about PepsiCo routes with PepsiCo
distributor vehicle for 20 days. The route ride was very useful in knowing the sales network and
outlets where PepsiCo sells its product in Haldwani. This also helps me to complete second part
of my project that is to find out ways of improving sales and distribution by finding gaps in sales
and distribution and searching new market.
The objective of this study was visi-cooler purity and charging and find out ways of improving
sales and distribution of PepsiCo in Haldwani.
The scope of this study was with the visi-cooler purity and charging company will increase its
product visibility and its sales and by finding gaps and filling these gaps company can improve
its sales and distribution.
For execution of the study methodology adopted is the collection of data through observation and
questionnaire, processing, and analyzing data with the help of tables and graphs. The time period
for this project was 60 days and the sample size is 125 which were selected from different routes
in Haldwani. The outlets which were selected were the one where PepsiCo sell its product. The
area of the project is Haldwani (Uttarakhand) and its location where the survey has been
undertaken is:
NAINITAL ROAD, KATHGODAM, KALADUNGAI ROAD, RAMPUR RAOD, RAILWAY
BAZAR, BAREILLY ROAD etc.
On the basis of the research I conclude that most of the retailer where selling both PepsiCo and
Coco-cola product and there are couple of areas where company have a opportunity of
improvement for increasing its sales and distribution like company Product availability, lack of
communication between company and retailers, retailer not getting schemes and discount,
behaviour of salesman with retailer were not good, poor services of cooler maintains staff,
untimely distribution of product in few routes, no merchandising by the salesmen’s in outlets and
there is good opportunity for the company to introduce Pre-sales and Tele sales in Haldwani.
On the basis of conclusion, I recommend that:
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• Company should ensure its product availability in the outlets.
• Company customer executive should regularly go to market and take feedback from the
retailers.
• Company should improve the services of its cooler maintenance staff.
• Company should ensure that its distributors are distributing good in time.
• Company should provide proper training to distributor salesman.
• Company should ensure that retailers were getting various schemes and discount.
• Extra focus on monopoly outlets.
• Company should take quick action to solve retailers visi-cooler complains.
• Company should communicate its customer care number properly.
• Company should ensure its customer retention through effective trade promotion.
• Company should increase its manpower in Haldwani.
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RATIONALE FOR THE STUDY
This project is mainly divided into two parts.
PART FIRST: EVERY RETALIER SURVEY
In the first part I did EDS (every dealer survey) in which I visited all the routes with the
distributor vehicles where the distributor supplies the product. I make a record of which company
visi-cooler the retailer has, which company visi-cooler are more pure and pure and charge Pepsi
visi-cooler. I also make a record of which company stocks (empty) is more in each outlet.
PART SECOND: FIND OUT WAYS OF INCREASING SALES
AND DISTRIBUTION OF COMPANY IN HALDWANI
Any company can improve its sales and distribution by doing two things
First: By finding gaps in sales and distribution and filling these gaps.
Second: By finding new market for its product.
So I tried to find the gaps in sales and distribution of PepsiCo in Haldwani for this my first part
of the project help me a lot after observing company sales and distribution I have prepared a
questionnaire and did the retailer survey. I also find some untapped market in Haldwani were
company have an opportunity to sale its product.
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OBJECTIVE OF STUDY
TITLE OF THE PROJECT
Visi Purity and Cooler Charging & finding the ways of increasing the sales and distribution of
Pepsi
OBJECTIVE OF THE STUDY
PART FIRST: Every retailer survey where PepsiCo sales its product to find out
following things:
1) To find out in how many outlets there is only PepsiCo visi-cooler.
2) To find out how many outlets sells only PepsiCo product.
3) Which company product is more in the outlets?
4) To find out which company visi cooler are more pure.
5) Visi -cooler charging and purity.
PART SECOND: Find out ways of improving sales and distribution of PepsiCo in
Haldwani and find out the scope of Pre-sales and Tele-sales in Haldwani.
SCOPE OF THE STUDY
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• Through this study company will know which company has provided more visi-cooler to
the retailer in Haldwani.
• Which company visi-coolers are more pure?
• By finding gaps in sales and distribution company can fill these gaps and improve its
sales and distribution in Haldwani.
• What is the scope of improvement in after sales services?
• What are the scope of pre-sale and Tele-sale in Haldwani
LIMITATIONS OF THE STUDY
• Preparation of questionnaire.
• Getting the time of company T.D.M. and C.E.
• Getting the time of retailers.
• Getting the correct information.
• Less cooperation of retailers.
• Lack of information about company like which scheme is there in the market, what is the
process of OYA scheme etc.
• I tried to cover whole Haldwani but it was difficult as some outlets were 50-60 km away.
• Data collected is on conveniences basis. So the reliability may be doubted.
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PROFILE OF THE COMPANY
PepsiCo is one of the world's largest food and beverage companies, with 2007 annual revenues
of more than $39 billion. The company employs approximately 185,000 people worldwide, and
its products are sold in approximately 200 countries. Its principal businesses include: Frito-Lay
snacks, Pepsi-Cola beverages, Gatorade sports drinks, Tropicana juices and Quaker foods. The
PepsiCo portfolio includes 18 brands that generate $1 billion or more each in annual retail sales.
PepsiCo was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. The company
acquired Tropicana in 1998 and PepsiCo merged with the Quaker Oats Company, including
Gatorade, in 2001. Apart from the New York Stock Exchange, PepsiCo is listed on the
Amsterdam, Chicago, Swiss and Tokyo stock exchanges.
BUSINESS
PepsiCo's food and beverage products are available globally through a variety of go-to-market
systems, including direct store delivery (DSD), broker-warehouse, and food service and vending.
BRANDS
PepsiCo has hundreds of brands around the world. These are some of the more popular ones:
Pepsi-Cola, Diet Pepsi, Mountain Dew, Miranda, 7UP, Lay's, Ruffles, Doritos, Fritos, Funyuns,
Go Snacks, Sunchips and Cracker Jack.
LOCATION
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PepsiCo World Headquarters is located in Purchase, New York, approximately 45 minutes from
New York City. PepsiCo brands are available in nearly 200 countries.
HISTORY OF PEPSICO
It was first introduced in North Carolina in 1898 by Caleb Bradham who made a pharmacy
which sold the drink which was known back then as "Brad's Drink", and was later named Pepsi
Cola possibly due the digestive enzyme pepsin and kola nuts used in the recipe. Bradham sought
to create a fountain drink that was delicious and would aid in digestion and boost energy.
In 1903, Bradham moved the bottling of Pepsi-Cola from his drugstore into a rented warehouse.
That year, Bradham sold 7,968 gallons of syrup. The next year, Pepsi was sold in six-ounce
bottles, and sales increased to 19,848 gallons. In 1926, Pepsi received its first logo redesign since
the original design of 1905. In 1929, the logo was changed again. In 1929, automobile race
pioneer Barney Oldfield endorsed Pepsi-Cola in newspaper ads as "A bully drink...refreshing,
invigorating, a fine bracer before a race".
In 1931, the Pepsi-Cola Company went bankrupt during the Great Depression-in large part due to
financial losses incurred by speculating on wildly fluctuating sugar prices as a result of World
War I. Assets were sold and Roy C. Megargel bought the Pepsi trademark. Eight years later, the
company went bankrupt again. Pepsi's assets were then purchased by Charles Guth; the President
of Loft Inc. Loft was a candy manufacturer with retail stores that contained soda fountains. He
sought to replace Coco-Cola at his stores' fountains after Coke refused to give him a discount on
syrup. Guth then had Loft's chemists reformulate the Pepsi-Cola syrup formula.
RISE
During the Great Depression, Pepsi gained popularity following the introduction in 1936 of a 12-
ounce bottle. Initially priced at 10 cents, sales were slow, but when the price was slashed to five
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cents, sales increased substantially. With a radio advertising campaign featuring the jingle "Pepsi
cola the spot /
Twelve full ounces, that's a lot / Twice as much for a nickel, too / Pepsi-Cola is the drink for
you," arranged in such a way that the jingle never ends. Pepsi encouraged price-watching
consumers to switch, obliquely referring to the Coca-Cola standard of six ounces per bottle for
the price of five cents (a nickel), instead of the 12 ounces Pepsi sold at the same price. From
1936 to 1938, Pepsi-Cola's profits doubled.
MISSION AND VISION OF PEPSICO
MISSION
PepsiCo mission is to be the world’s premier product company focused on convenient foods and
beverages. We seek to produce financial reward 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 aspect 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
At PepsiCo, 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. Be
addressing social and environmental issues, we also deliver on our purpose agenda, which
consists of human, environmental, and talent sustainability.
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SOME SLOGANS OF THE COMPANY
1992-1993 – “Be young, Have fun, Drink Pepsi”
1995 – “Nothing Else is a Pepsi”
1996-1997- “Pepsi: There’s nothing official about it” (during the wills world cup cricket held in
India/Pakistan/Sri-Lanka)
1997-1998- “Generation Next”
1999-2000- “For those who Think Yong”
2000-2003- “Aazadi dil ki”
2003-2005- “Yeh pyas hai badi”
2005-2006 - “An ice cold Pepsi” It’s better than sex”
2007-2008- “More Happy”
2008-“Yeh hai Youngistaan meri jaan’
2008-2009- “Something for Everything”
2009- “Refresh Everything or “Every Generation Refreshes the World”
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RESEARCH METHODOLOGY
 What is the study about?
The study is about finding the gaps in sales and distribution and how company can fill
these gaps.
 Why is the study being made?
To find out the ways of improving sales and distribution of company.
 Where did the study being carried out?
The study is being carried out in the various areas of Haldwani
• NAINITAL ROAD
• KATHGODAM ROAD
• KALADUNGAI ROAD
• RAMPUR ROAD
• MANGAL PARAO
• RAILWAY BAZAR
• ROADWAYS STATION
• NABBAI ROAD
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• MUKHANI
• BARELLY ROAD
• AWAS VIKAS & SHUBHASH NAGAR
 What type of data is required?
• Total number of visi cooler provided by the company in Haldwani
• How is company product availability?
• Are the retailer getting the scheme or not
• Did the company personnel solve retailer services related problem or not.
• How is the interaction of salesman with retailer?
• How is the service of cooler maintenance staff?
 Where can the required data are found?
The required can be found from theses sources:
• Retailer
• Observation by route visits
• company personnel
• Distributor
• Internet
 What period of time did the study include?
The research include the period of 60 days
 What will be the sample size?
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The sample size consists of 125 retailers across Haldwani.
 Which technique of data collection is being used?
I used survey method of data collection
 How will the data be analyzed?
By using data table, making graphs I have analyzed data.
 Which sampling method did the study consider?
Both questionnaire and interview methods are considered.
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WORKING METHODOLOGY
ROUTE VISITS
• I visited the routes with the distributor vehicles where the distributor supplies the product.
• I observed the display of PepsiCo product in all route and each type of outlets.
• Every morning I went to one corresponding route and observed all the techniques of
selling product to the retailers by salesman.
• I visited the following routes:
• NAINITAL ROAD
• KATHGODAM ROAD
• KALADUNGAI ROAD
• RAMPUR ROAD
• MANGAL PARAO
• RAILWAY BAZAR
• ROADWAYS STATION
• NABBAI ROAD
• MUKHANI
• BARELLY ROAD
• AWAS VIKAS & SHUBHASH NAGAR
EVERY DEALER OR RETAILER SURVEY
1) Find out which company visi-cooler is there in outlets and its size.
2) How many bottles are there in the visi-cooler and racks?
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3) I charge and pure PepsiCo visi-cooler and racks.
4) I also check which company stock is more in the outlets?
5) I tried to find out retailer problems and with the help of company C.E tired to solve it.
6) I also check whether retailers were getting the sales promotion schemes and discount or
not.
7) I enroll some retailers in company new sales promotion schemes in the last month of my
summer project.
BRANDS NO. OF RETALIER By doing visi-cooler purity and charging and
PEPSI 26 solving problems of the retailers I was able to
COCO-COLA 13 increase the empty or stocks of Pepsi by 15%
BOTH A & B 85 in the short span of 60 days.
ANY OTHER 0
DATA ANALYSIS AND INTERPRETATION
Q1. Which company soft drink do you keep in your shop?
a) Pepsi b) Coco-cola c) Both a & b d) Any other
WHY -To find out how many retailer are selling only Pepsi product
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ANALYSIS: 21% retailer are selling only Pepsi product in their outlet which is very less where
68% retailers selling both brands.
Q2. Which company visi- cooler do you have?
a) Pepsi b) coco-cola c) Both a & b d) Any other
WHY - To find out which company has provided more visi- cooler in the market?
BRAND NO. OF VISI COOLER
PEPSI 56
COCO-COLA 22
BOTH A & B 43
ANY OTHER 4
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ANALYSIS: It is clear from the above graph that PepsiCo has provided more number of cooler
in the market. So company should take advantage of this to enhance its market share.
Q3. In a typical one week, how frequently the distributor vehicle comes at your counter?
a) Less than once b) 1 or 2 times c) 3 or 4 times d) more than 4 times
WHY – To find out how frequently the distributor send the product in the market.
OPTION NO. OF RETALIER
LESS THAN ONCE 0
1 OR 2 TIMES 15
3 OR 4 TIMES 22
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MORE THAN 4 TIMES 87
ANALYSIS: It is clear from the above graphs that distributor send his vehicle in the market
almost daily.
Q4. How is the company product availability?
a) V.good b) Good c) Average d) Poor e) V.poor
WHY- To find out how is the company product availability
OPTION NO. OF RETALIER
V.GOOD 0
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GOOD 18
AVERAGE 82
POOR 25
V.POOR 0
ANALYSIS: Most of retailers were not happy with the company product availability.
Q5.At which time does you gets the product?
a)Morning b) Afternoon c) Evening
WHY- To find out whether the retailer were getting the product in time or not?
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OPTION NO. OF RETALIER
MORNING 40
AFTERNOON 68
EVENING 17
ANALYSIS: Most of the retailers were getting the product in the afternoon but they are
demanding it in morning so they have enough time to store them in cooler to make them chill.
Q6. How is the behaviour with the sales man with you?
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a) Formal b) Friendly c) Rude
WHY- To find out relationship of salesman with the retailer
OPTION NO. OF RETALIER
FORMAL 55
FRIENDLY 48
RUDE 22
ANALYSIS: It is clear from the above graph that the relationship of salesman with most of the
retailer is very formal instead of friendly relationship.
Q7. Does you like salesman comes at your counter to take order?
a) Yes b) No
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WHY - To find out the opportunities of pre-selling in Haldwani.
OPTION NO. OF RETALIER
YES 125
NO 0
ANALYSIS: Every retailer want a pre-seller should come at their counter to take order.
Q8.Do you like salesman call you to take your order?
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a) Yes b) No
WHY - To find out the scope of Tele-sale in Haldwani.
OPTION NO. OF RETAILER
YES 125
NO 0
ANALYSIS: Every retailer wants this type of facilities.
Q9.Does the salesman does merchandising in your shop?
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a) Yes b) No
WHY - To find out whether the salesman were doing merchandising or not.
OPTION NO. OF RETALIER
YES 27
NO 98
ANALYSIS: It is clear from the above graph that most of the time salesman does not do
merchandising in shops.
Q10. Does the salesman or distributor tell you about various sales promotion schemes?
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a) Always b) Sometime c) Rarely d) Never
WHY - To find out whether the retailer were getting the schemes or not.
OPTION NO. OF RETALIER
ALWAYS 38
SOMETIME 45
RARELY 24
NEVER 18
ANALYSIS: It is clear from the above graph that most of the retailers were getting the schemes.
Q11. Dose the company Customer Executive come at your counter regularly?
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a) Yes b) No
WHY - To find out the interaction of company with the retailers.
OPTION NO. OF
RETALIER
YES 52
NO 73
ANALYSIS: It is clear from the above graph that it is very difficult for the company C.E to
visits all the outlets in Haldwani.
Q12. Does company solve your service related problem quickly?
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a) Yes b) No
WHY – To find out whether company solved retailer service related problem quickly or not.
OPTION NO. OF RETALIER
YES 37
NO 88
ANALYSIS: Most of the retailer where not happy with the company after sales services.
Q13. How do you rate the services of cooler maintenance staff?
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a) V. Good b) Good c) Average d) Poor e) V. Poor
WHY – To find out the level of service given by the cooler maintenance staff.
OPTION NO. OF RETALIER
V.GOOD 0
GOOD 10
AVERAGE 42
POOR 34
V.POOR 0
ANALYSIS: It is clear from the above graph that most of retailers were not very happy with the
cooler maintenance staff.
NOTE: The total number of retailers answers this question where 86 only.
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Q14. Do you know the company cooler maintenance customer care number or any other
number?
a) Yes b) No
WHY – To find out whether company has communicated its customer care number properly to
retailer or not.
OPTION NO. OF RETALIER
YES 33
NO 92
ANALYSIS: Most of the retailers do not know the company customer care number.
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OBESERAVATION AND FINDINGS
1) Company new product NIMBOO PANI is big hit in HALDWANI.
2) PEPSI is providing more schemes to the retailer as compare to Coco-cola.
3) Competition with coco-cola and local juice counters.
4) Irregular supply in small areas like FATEHPUR, DOGAON etc.
5) Untimely distribution of product in few routes.
6) Find so many OYA, VISI-COOLER, D-FRIGDE of the company in different area
which show that company has good market coverage but there is some area like BOLCK,
FATEHPUR, DAMUADHUGA, KATHAGIRIA etc where company has an opportunity
to enhance its business.
7) Coco-cola has provided on an average bigger visi-cooler to retailer as compare to the
Pepsi.
8) Found only few pure visi-cooler of company which is not good for the company.
9) Coco-cola visi-coolers are more pure as compare to Pepsi visi-cooler.
10) Found some dead or useless cooler of company.
11) Found so many outlets which want company visi-cooler and OYA fridge.
12) Found so many outlets which do not have company visi-cooler but there name is in the
list given to me by the company.
13) There is communication gap in distribution channel so the retailers where not getting
advantage of discounting and trade scheme
14) Distributor salesmen are not well trained.
15) Shortage of manpower in Haldwani.
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CONCLUSION
 Pepsi has more number of visi-cooler in the market.
 Most of the retailers were selling both Pepsi and Coco-cola product.
 There are certain gaps in company sales and distribution in Haldwani which are as
follows:
• Company product availability is average.
• Relationship of salesman with the retailers was very formal instead of close
relationship.
• No merchandising by salesman in outlets.
• Untimely distribution of product in certain routes like Rampur Road.
• Lack of communication between company and retailers.
• Level of service is not good.
• Services of cooler maintenance staff are not satisfactory.
 There is good opportunity for the company to introduce Tele-selling and Pre-selling in
Haldwani.
 Coco-cola visi-coolers are more pure as compare to Pepsi or any other company. Because
they have more manpower as compare to Pepsi.
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RECOMMENDATON AND SUGGESTION
1) Company should improve its market in KATHGODAM, RAILWAY- BAZAR,
NAWABBI ROAD, and MUKHANI.
2) There are some untapped market like BLOCK AREA, , FATEPUR,
DAMUADHUGA,
3) Company should ensure its product availability in the market and on self by
accurately demand forecasting. Because product availability builds brand and store
loyalty, which increase RIM selling.
4) Company should maintain close relationship with the retailers by improved
downward communication. This can be done by visiting outlets regularly by
company C.E.
5) Company C.E must visit different route on weekly basis and take proper feedback
from the retailers and solve their service related problem.
6) The sales executive should try to avoid making false commitment for realizing
short term goals.
7) Shortage of manpower in Haldwani. Haldwani is big market and company has
only one employee which is not sufficient. Company should keep at least two
employee in Haldwani or make an RSPM in this area.
8) Company should take quick action to solve retailer’s services related problems
like visi-cooler complain .Because in this competitive world if we don’t take care
of our customer quickly someone else will.
(If we keep our customer happy……..they will keep us in the business)
9) Company should properly communicate company customer care number to the
retailer because most of the retailers don’t know whom to contact when there is any
problem in company visi-cooler.
10) Company should do proper external communication as most of the retailers were
complaining that they don’t know which scheme is there in the market, What is the
process of applying OYA fridge and other facilities.
Company should ensure that the distributor’s salesmen are providing regular schemes to the
retailer when it is there by surprise checks or visits.
11) Company should provide proper and regular training to the distributor
salesman at least twice in a year because they are the one who are representing the
company in this market.
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12) Company should provide some incentive as motivation to the distributor salesman
on the following basis:
a) Sales volume: whose sales volume is more?
b) Number of new account open: Those who open more new accounts.
c) Visi- cooler purity and charging: salesman whose route visi-cooler were more
pure and charge with company product.
13) Company can outsource two – three employees during season time in Haldwani
to ensure the visibility of company product. Who should pure company visi-
cooler and charge it with company product. They can also work as pre-seller.
14) In order to motivate retailer to keep company visi-cooler pure. Company can
provide some motivation like gifts, discount or schemes to retailer keeping pure visi-
cooler this can be done on monthly basis.
15) Company should increase customer retention through effective trade promotion.
16) Extra focus on monopoly outlets because these outlet sell only Pepsi product and
give good sales to the company. Company should give extra benefits, discount and
other gifts to these shops and tries to keep them happy and make long relationship.
17) Company should open its own showroom or outlet in the city during season time
on rent it will do two things first it will do marketing for the company and second it
will also be used as an office where retailer can directly complain their problem.
18) Multiple distribution channels like ready stock, Tele-sales, pre-selling. Currently
in Haldwani there is only ready stock company should introduce Tele-sales, and pre-
selling to improve margins.
19) Company can ask the distributor to tie up with the Banquet halls or marriage
halls. So they purchase only company product in any event held in their place.
20) Company can make a small distributor or sub- distributor for small areas where it
is difficult for the company other distributor to distribute company product.
21) Company can use board displaying location and their distance from the road should
be used having PEPSI written on them.
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S.W.O.T ANALYSIS OF PEPSICO IN HALDWANI
STRENGTH WEAKNESS
• Brand name & Brand strength. • Product availability.
• Good market share in this area. • Lack of manpower in Haldwani.
• Good market coverage. • Changing distributor.
• Providing more schemes and discount. • Poor After sales services.
OPPORTUNITY THREAT
• Wide market and untapped market like • Stiff competition.
Block, Fatepur etc.
• Changing consumer preference.
• New product introduction.
• Direct distribution.
• Pre-sale and Tele- sales.
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BIBLIOGRAPHY
REFERENCE:
www.pepsico.com
www.google.com
www.wikipedia.org
GLOSSARY:
C.E --- CUSTOMER EXECUTIVE
T.D.M- TERRIORTY DEVELOPMENT MANGER
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RETALIER QUESTIONNAIRE
Dear Respondent, we are conducting this survey to find out the gaps in sales and
distribution, level of service, satisfaction level provided by the company and its distributor
across Haldwani. This survey will also benefits you in future so please cooperate and fill the
questionnaire.
Q1. Which company cold drink do you keep in your shop?
a) Pepsi b) Coco-cola c) Both Pepsi & Coco-cola d) Any other
Q2. Which company cooler do you have?
a) Pepsi b) Coco-cola c) Both Pepsi & Coco-cola d) Any other
Q3. In a typical one week, how frequently the distributor vehicle comes at your counter?
a) Less than once b) 1 or 2 times c) 3 or 4 times d) more than 4 times
Q4. How is the company product availability?
a) V.good (>8/10) b) Good (6-7/10) c) Average (4-5/10) d) poor (2-3/10) e) V.poor
(<2/10)
Q5. At which time do you get the product?
a) Morning b) At noon c) Afternoon d) Evening
Q6. How is the behaviour of the salesman with you?
a) Formal b) Friendly c) Rude d) No interaction
Q7. Do you like salesman comes at your counter to take order?
a) Yes b) No
Q8. Do you like salesman call you to take your order?
a) Yes b) No
Q9.Does the salesman does merchandising in your shop?
a) Always (8-10/10) b)Sometime(5-7/10) c) Rarely(2-4/10) d) Never(<2/10)
IILM GURGAON

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Q10. Does the salesman or distributor tell you about various sales promotion schemes?
a) Always(8-10/10) b) Sometime(5-7/10) c) Rarely(2-4/10) d) Never(<2/10)
Q11. Does Company C.E come at your counter regularly?
a) Yes b) No
Q12. Does company solve your services related problem quickly?
a) Yes b) No
Q13. How do you rate the services of cooler maintenance staff?
a) V.Good (8/10) b) Good (6-7/10) c) Average (4-5/10) d) poor (2-3/10) e) V.poor
(<2/10)
Q14. Do you know the company visi-cooler customer care number?
a) Yes b) No
NAME OF OUTLET
MARKET & DISTRIBUOTR
RETALIER CATERGORY
IILM GURGAON