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Presentation onsummer project

titled Status of Pepsi in GoldClub Account at

KanpurBy:ShyamKumarMishraPGDM(IB

)2008-2010Roll no.8150


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ABSTRACT

Title of the project :Status of Pepsi in Gold ClubAccount

at KanpurName of the Organization :PepsiCo India Holdings Private

Limited Name of the Institute :Institute of International

Business& research(Approved by AICTE)

Name of the guide :Organizational: Mr. Subodh Udainiya ADM

Kanpur

Institutional : Miss Sikha Dubey

Faculty Member of Institute of International Business &Research


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List of abbreviations:CEO : Chief ExecutiveOfficerBUGM : Business Unit GeneralManagerMUGM : Market Unit GeneralManager

TDM : Territory DevelopmentManagerADC : Account Development

Controller


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Glossary:Convenience :It is a

channel of distribution. These are small shops


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Glossary:POG : (Plano gram) it is the definite arrangement of different packsof products in the PepsiCo cooler. This type of arrangement ensures

maximum cooler charging and chilled stock availability accordingto the market demand. In this arrangement, one product is kept in

same vertical columns and the number of such vertical columns of one type of product is decided according to market demand.S.K.U : Single Key Unit is different packs of a brand of soft drink. For

example if Pepsi has 200 ml , 300ml(bottle), 300ml(can), 600ml,1000ml, 2000ml number of packs then the available SKUs of Pepsiis six.

Tetra : They are packs of 200 ml of different brands of Soft DrinksVisi : It is the name given to the cooler used for cooling carbonatedas well non carbonated drinks. One can see the products in a VisiCooler because the door of the cooler is made of glass. Thereforethe philosophy of Great Display leads to Great Sales leading to Great

Profit is fulfilled by Visi Cooler. Hence Gold Club Outlet Owners aresupposed to have Visi coolers as the cooling equipment.


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Glossary continued:Flow Of Stock(Distribution Channel):

Plant Warehouse RetailerConsumer

Dealer

Figure : Showing the flow of stocks through thedistribution channels at Kanpur


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EXECUTIVE SUMMARY:

Aim and objectiveof project :

This project aims at

making a study of


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EXECUTIVE SUMMARY(continued):Methodology Employed :

The methodology used was field research based onNon participant direct Observation, Participant observation,Mass observation, Questionnaire, Focused Interview . Samplingtechnique was Purposive or Judgmental sampling ,Convenience or Accidental (unsystematic or opportunistic).

The data was Primary in Nature .

Findings, Suggestions and conclusion: It was found that though the performance of PepsiCo at GoldClub outlets was way ahead of its rival brand , but there aremany issues which are to be addressed according to me atKanpur like allotment of Gold Club Membership for theforth coming years, anomalies in supply of stocks andemployee grievance settlement. These issues must beaddressed in due course of time such that the brand image of PepsiCo is improved at Kanpur or at least maintained to theperceived level as well as establish and maintain a leadingposition in soft drink sector at Kanpur.


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Scope of the project: The project has wide scope ranging from auditing of

the retail owners, knowing whether they areabiding by the norms and standard set by thecompany , Dealers audit for ensuring the timelydelivery of daily stock . Thus it can maintain theproper working of distribution Channel .

The project has also a scope of motivating

retailers to sell more through proper deliveryof schemes and gifts . It can be also helpful inknowing the work culture at PepsiCo andemployee orientation towards the company .

It is also suggestive towards possible brandimprovement .


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OBJECTIVES OF PROJECT1. To find the health of Gold Club outlets at Kanpur.2. To ensure that all the norms of gold club membership

are strictly followed. To know about the purity,charging, no of available SKUs , chilled stock share andstatus of display racks of the retailers in the Gold ClubOutlets.

3. To ensure proper working of distributionchannels of PepsiCo. To ensure proper and timelydelivery of products to retailers from dealer.

4. To ensure that all the schemes provided by thecompany are properly given by the dealers to the

retailers.5. To find the relationship between the dealers and

retailers.

6. To make a comparison with competitive brands onthe basis of above mentioned counts at mixedoutlets.


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Limitations of the Project1. Time constraint: It was very difficult to realize all the

objectives of the project within a short span of time of twomonths.

1. Money constraint: It was very difficult to extract all theinformation regarding the status of Gold Club Outlets at Kanpurwith the budget available. The extraction of informationdefinitely required more material and money.

2. Vast stretch of research area very difficult to be managedby single person.

1. Reluctance of the dealers and outlet owners to discloseall information on account of internal liaisons.


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RESEARCH METHODOLOGY: The type of research employed was Fieldresearch and methods used were:I. Non participant direct ObservationII. Participant observationIII. Mass observationIV. QuestionnaireV. Focused Interview

Non Participant Direct Observation: Inthis type of research, the researcher usesthe observational technique to collectdata and draw inferences. The

respondents are not supposed to interact


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II. Participant Observation: Here the research is done byinteractional recording of the respondents.

III. Mass Observation: The research is carried out byrecording mass observation, interviewing by usingindependent observers . An insight about the perception of PepsiCo among the retail owners, company orientation,employees perception and work culture of PepsiCo atKanpur, this method was employed.

IV. Questionnaires: This is one the most applicablemethodology used by researchers. The questionnairesmethod employed in the project is structured both openand closed ended.

V. Focused Interview: Here the researcher has a pre-determined set of questions and norms set to arrive at aninference.

SAMPLING TECHNIQUE: The sampling technique used was Non-Probability sampling

which consists of two types:I. Purposive or Judgmental sampling: The sample


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II. Convenience or Accidental(unsystematic or opportunistic):

The sample of 464 outlets were visited according to myconvenience and the respondents willingness to co-operate .

. Out of 464 outlets data collected from 159 outlets arepreliminary and is not included in interpretation part.

. Thus interpretation part consists data of 305 outletsonly. The scheme of collection of data is as under:

. S.K.Enterprises: 43 * 2 = 86. Subham Agencies: 26 * 2 = 52. Guru Kripa : 13 * 3 = 39. Rukmini Enterprises : 5 * 3 = 15

. Guru Kripa : 29 * 1 = 29. Direct Route : 43 * 1 = 43

. Ashu Marketing : 41 * 1 = 41

Total = 305


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Method of Data Collection:The data was Primary in nature. The method

employed consists of:

a. Observation : The observation wasstructured, undisguised, and direct.

b. Projective technique : The data collectedwas also done on the basis of presentation of unstructured stimulus to the respondentaccording to his/ her personality.

c. Questionnaire which was structured bothclosed and open ended.


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Tabulation was done through MS Word 2007.

Analysis and interpretation was done throughPie graph, histogram in MS Word 2007.


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Company Profile:Born in the Carolinas in 1898, Pepsi-Cola has a long andrich history. The drink is the invention of Caleb Bradham

(left), a pharmacist and drugstore owner in New

Bern, North Carolina.

o PepsiCo is one of the largest company in F&B Industry.

o Its revenue for the financial year 2008 had been $ 43.251 Billion

and operating profit of 6.935 billion (i.e. 16%).

o It has an employee of 1,98,000 working worldwide.

o Its products are sold in approximately 200 countries.o Its principal businesses include: Frito-Lay snacks Pepsi-Cola beverages Gatorade sports drinks Tropicana juices Quaker foods.


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SUCCESS STORY IN INDIABy most accounts, Coca-Cola was India's leading softdrink until 1977 when it left India after a newgovernment ordered The Coca-Cola Company to turnover its secret formula for Coke and dilute its stake inits Indian unit as required by the Foreign ExchangeRegulation Act (FERA). In 1988 , PepsiCo gained entryto India by creating a joint venture with the Punjab

government-owned Punjab Agro IndustrialCorporation (PAIC) and Voltas India Limited . This joint venture marketed and sold Lehar Pepsi until

1991 when the use of foreign brands was allowed;PepsiCo bought out its partners and ended the jointventure in 1994 .

Today it owns 43 bottling plants with 28 plants beinga FOBO plants and 15 being COBO plants.

d f k d


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Indian Soft Drink Industry:Indias soft drink industry is controlled by the giants PepsiCo India Holdings PrivateLimited and Coca Cola India with 95% of market share. The rest 5% is owned bysmaller indigenous brands like Parle Agro, Dabur India, Amul India, etc. Indias softdrink sales by category in US $ millions is given as under:

Figure Showing: Sale of Soft Drinks in India by category 2009 Business MonitorInternational Ltd

Y axis shows sales revenue in millions the figures of years 2009 onwards are

projections.

di S f i k d


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Indian Soft Drink Industry:

Figure : showing percentage of soft drink categories in India in year 2008 source:Central Statistical Organization, Company information, BMI (Business MonitorInternational Ltd.)q It is clear that in 2008 the Soft Drink Industry comprised of US $ 2 billions which

is forecasted to increase by an enormous 41.3% to US $ 2.17 billions by2010.

percentage of market share owned

I di S f D i k I d


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Indian Soft Drink Industry: There is much controversy over the market share owned by different

companies in India with each giants claiming the share differently.q In a statement announced December 31, 2002, Coca Cola India had

claimed leadership in 4 out of top 5 Soft Drink Brands in the country. Ithad claimed a Market Share of 61%.

q While PepsiCo India Holdings Private Limited also claimed to be thelargest Soft Drink Brand in India. It said that overall PepsiCo brandsended with 47.6%.

q According to a survey conducted by AC Nielson in the period

January March 2009:q Coca Cola India has 4 out of the top 5 soft drink brands with Thums Up

being the number one having 15.7% Market Share followed by Sprite(15.3%), Pepsi ( 13.2% ), Fanta ( 10.9% ) and Limca ( 9.4 ). In themarket of fruit drinks, Coca Cola India has 38% market share whilePepsiCo has 21.4% market share. In packaged drinking water alsoKinley (coke) has 10.3% market share while Aquafina (Pepsi) has 9.8%market share. All in all Coca Cola India has 53% market share in F&BIndustry whereas PepsiCo has 40% market share.

q India having one of the lowest per capita consumption of Carbonated Soft Drinks , there is a huge potential for growth.


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PepsiCo IndiaHierarchy:


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Product Profile:Pepsi Cola Brands: Soft drinks come in following pack sizes:-

200 ml. (glass) & (tetra) 250 ml. (glass& can) 300 ml (glass)330 ml (can) 350 ml (pet) 500 ml (pet)

600 ml (pet) 1Liter(pet) 1.2Liters(pet)2 Liters. (Pet)q Different types of products offered are:

Pepsi : 200 b, 250 can, 300 b, 330 can, 600 p, 2000 pq 7UP : 200 b, 250 can, 300 b, 330 can, 600 p, 2000 pq

Mountain Dew : 200 b, 250 can, 300 b, 330 can, 600 p, 2000 pq Miranda (Orange/Lemon) : 200 b, 250 can, 300 b, 330 can, 600 p, 2000 pq Slice : 200 b, tetra 250 b, 500 p, 1200 bq Nimbooz : 200 tetra, 250 b, 350 pq Twister : 350 p, 1200 pq Lehar Soda : 300 b, 600 p, 1200 pq Pepsi Diet : 250 can, 600 pq Tropicana(different flavors) : 200 tetra, 1200 pq Gatorade : 500 p, 1200 pq Aquafina : 500 p, 1000 p, 2000 p


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PepsiCo Priority Club Gold

PepsiCo Priority Club (2009-2011) is a loyaltyprogram specially designed for loyal partners.

This Program focus on the philosophy of great

display leads to great sales leading togreat profit.

Great display

Great Sales

Great Profit


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Validity in Selected cities:

Kolkata, Pune, Thane ,Vashi ,Ahmedabad Gurgaon,

Mumbai, Coimbatore, Madurai, Chennai, Nagpur,Bhopal, Jaipur, Lucknow, Kanpur,Varanasi, Ludhiana, Amritsar, Jalandhar.


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This program pursues to allocate points to the tradepartners (outlet owners) the details of which are givenbelow:

1. Cooler Purity and charging:

+ =

2. Volume Target Achievement:

=

100%Cooler

Purity

At Least75%

CoolerCharging

200 Points

Volume TargetAchievement

300 Points


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3. Chilled Stocks Share:

==

4. Monthly Bonanza:

=

Chilled StocksShare(>50%)

50 Points

MonthlyBonanza

200 Points


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5. Display Bonus:

=

Summary:

Display

Bonus

150 Points

1. Cooler Purity & Charging(Mandatory)

200Points

2. Monthly Bonanza 200Points

3. Chilled Stock Share > 50% 50Points

4. Volume TargetAchievement

300Points

5. Display Bonus 150Points

Maximum Points 900

=

Gifts & Rewards for members of Gold Club


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Gifts & Rewards for members of Gold Club After completion of 1 Year Starting from Feb09, the member of PepsiCo Purity Club canchoose his/her gift from a variety of excitinggifts like Home Theater, P.Cs, LaptopsSemiautomatic Washing Machine, Mixer Grinder,Pressure cooker, Coffee Maker etc. A Completerange of gifts will be communicated to the

member through special gift catalogue in Feb 09;the same information can be availed from:PepsiCo Customer ExecutiveMonthly E-mail that will be sent to the

membersMonthly SMS that will be sent to the members.By assessing the home page on the website;

www.pepsicoclub.com which will open to all the

members from 15th Feb 09.
http://www.pepsicoclub.com/http://www.pepsicoclub.com/


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Choice of Gifts accounting to personal wish The members can also make their choice of gifts

available from :

Submitting the request on the homepage of thewebsite: www.pepsicoclub.comBy filling up the reward claim from and giving it toPepsiCo C.E.

Once the choice of gift have been submitted, thedelivery of gift will be made within 30 working days(the mail charges and taxes of which will be borne bythe member).
http://www.pepsicoclub.com/http://www.pepsicoclub.com/


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Redemption of Points:Request of redemption of point can be made from1st to 10th of every month from May 09 onwards.

But there must be minimum monthly gapbetween 2 redemption requests. Renewal Of member shop:

Any trade partner can participate in PepsiCoPriority Club membership provided he/she haspurchased a minimum of 400 numbers of caseson an average or more per annum in the year2008 and this membership will be renewed at theend of 2009 provided he/she has scored aminimum of 6000 gold points in the year . Thiswill mean new volume targets for 2010 and soforth.


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Cancellation of membership: If the member does not perform for 3 consecutivemonths on Cooler Purity and charging, it will lead to

disqualification of his/her membership from theprogram.

POG: (Plano gram) it is the definite arrangement of different


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POG: (Plano gram) it is the definite arrangement of differentpacks of products in the PepsiCo cooler.POG S.K.U Norm

Visi size Capacity SKU Norm Minimum SKU

65 2 c/s 7 6

110 3 c/s 8 6

150 4 c/s 9 7

165 4 c/s 10 8

220 7 c/s 13 10300 8 c/s 13 10

300 11 c/s 13 10

400 10 c/s 14 11

400 11 c/s 20 16400 13 c/s 20 16

600-650 22 c/s 21 17

1200 27 c/s 26 20

1200 40 c/s 26 20


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Data analysis and Interpretation:

D t l i d I t t ti


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Data analysis and Interpretation:Inferences made out of Non Participant Direct Observation:1. The cooler purity criterion of Gold Club Outlets during the 2nd visit was 54% which

increased to 65% in the 3rd visit which shows the significance of auditing and salespromotion done through the Live Project. The overall cooler Purity during the 4thvisit dated 06/07/09- 20/07/09 was 71% which shows that Direct Route is a bettermeans of Supply chain and distribution of daily stock requirement of the retailowners.

2. The shops qualifying the Minimum SKU requirement during the 2nd visit was50% which improved to 72% in the 3rd visit. The shops qualifying the MinimumSKU requirement in the 4th visit comprising the Direct Route, Guru Kripa, Rukmini

Enterprises and Ashu Marketing was 83% which once again shows the efficacy of Direct Route.

3. The Cooler purity criterion during the entire project period was 61% and shopsqualifying Minimum SKU requirement during the entire project period was71% .

4. In 2nd visit 38 outlets out of total 78 outlets had chilled stock share >70% which

accounted for 49% which in 3rd visit increased to 65 outlets out of 85 outlets i.e.76% . In the 4th visit chilled stock share>70% was 89 outlets out of 126 outletswhich accounts for 71% .

5. Chilled stock share >70% during the entire project period was 192 outlets out of 289 outlets which accounts for 66% .

D A l i & I i


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Data Analysis & Interpretation:Q) Are you an exclusive Pepsi outlet or mixedoutlet?

Inference: out of total gold club outlets, 41% aremixed outlets selling Coke products also.

No. of outlets and percentage


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Q) Do you get regular delivery of desiredstocks?

Inference: The delivery status of Subham Agencies, AshuMarketing & Rukmini Enterprises is not up to the mark & must

be rectified.

0

2

4

6

8

10

12

Q) Wh S i i b ?


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Q) Whose Service is better?q Pepsiq Coke

Inference: out of total 124 mixed outlets 48 i.e.,39% of the outlet owners are not satisfiedfrom the services of the company.

No of outlets and percentage

Q) If Coke then how is the service of coke better?


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Q) If Coke then how is the service of coke better?

Inference: Better supply is the best criteria of improving the service. Keeping good relationswith outlet owner is also a good ploy.


Q) Have you got the PepsiCo Gold Club watch and


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Q) Have you got the PepsiCo Gold Club watch andother Gifts?

Inference: About 30% of the Gold Club Outletowners did not get PepsiCo watch and other Gifts.

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

outlets at different dealer areas

Percentage

Q)What is the Problem Regarding Your Non


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Q)What is the Problem Regarding Your NonCompliance to the norms of PepsiCo Gold ClubAccount ?1. Intermittent supply 2. More priority

given to Coke3. Monetary problem 4. Others

Inference: Intermittent supply is the biggest

Percentage

Q) Are you satisfied with PepsiCo India Holdings


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Q) Are you satisfied with PepsiCo India HoldingsPvt. Ltd. Kanpur?

Inference: About 40% of the outlet owners are notsatisfied with the services of PepsiCo IndiaHoldings Pvt. Ltd. Kanpur.


Q) Do you have any suggestion for improving your


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Q) o you ave a y suggest o o p ov g youstatus and companys service?

Inference: Make an arrangement of supplyingwith direct route as much as possible & give

better schemes and gifts as compared to that of

percentage of outlets

Dealers Survey:


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yQ) Are you satisfied with the delivery status of your daily requirement?

Inference: There is some serious supply problemfrom the bottling plant.

Percentage No of dealers

) h


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Q) Whatfactors

according toyou should beaddressed to

0

2

4

6

8

10

12

RANK of Fa

ctors

Findings


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g1. Improper delivery & discretionary treatment

in distribution through dealers as comparedto direct route.

2. Great scope of improving the distributionchannel.

3. Delivery of stocks not according torequirement of retailers (40%).

4. Performance of cooler purity needs moreimprovement .

5. Manipulation on the report of cooler Purity.6. Great disparity in allotment of PepsiCo Purity

Club membership.7. Undercutting and Cut Rate problem.8. Disparity in delivery of schemes, rebates &

prizes .9. Visi problem issue of any retailer must be

Findings


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g12. There is no PSR allotment at Rukmini Enterprise .13. There is labor problem in S. K. Enterprises , the

dealer has designated the work of drivers andlabors to PSRs. get a payment of Rs.4800 onlywhich is much less than the company standards.

The management should take a note of employeegrievance settlement at PSR level at the concerned

dealers so that the PSRs. work with greaterdirection and sincerity.

Suggestions:


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gg1. Need of better working of distribution channel.2. Cancellation of Gold Club membership of outlets

not performing according to standards.3. Greater devotion required at the C.E. level for

proper monitoring of jobs of PSRs.4. Uniform direction for the delivery of schemes

given to outlet owners.5. Proper communication with the outlet owners .

6. Better schemes as compared to the competitive


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p pbrands must be given.

7. The company should ensure mopping up alltransaction from outlet engaged in cut ratebusiness which hinders greater penetration in themarket i.e. Undercutting must be eliminated .

8. Visi problem issue should be addressed moreexpediently particularly during the peak season.

9. Employee grievance settlement.10. Proper delivery of cash memo.11. Advertisement of Gold club membership with

pomp and show.12. The composition of Nimbooz brand of PepsiCo

should be changed to add more sweetnessbecause a majority of customers complainedabout its sour taste.

Conclusion:


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Conclusion:After the project analysis & interpretation it canbe concluded that though the PepsiCo Gold cluboutlets are performing satisfactorily, but itwould have been better if intermittent supplyproblem would not have occurred . Themembership of outlets not performing accordingto the standards should be cancelled and the

employee grievances should be settled. Lastlythe identity of members awarded should beadvertised with pomp and show so that otherretail owners are motivated for performingbetter the next year.

REFERENCES:


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Kothari C. R, Research Methodology 1st edition, Pune:Nirali Publications, 2002

Jha M, Kotler P : Pninciples of Marketing Management5th edition, New Delhi: Tata McGraw Hill, 2007Dham Himanshu, Project Report On Every DealerSurvey at PepsiCo India holdings Pvt. Ltd. Kanpur fromPGDM NSB SCHOOL OF BUSINESS, B-II/1, MCIE, Delhi-

Mathura Road, New Delhi Roll No.: GJUJUL08AC129(2008-2010)Shiv K, Project Report On Retailer response of Pepsi

Tropicana & Coke Minute maid, at PepsiCo India

Holdings Pvt. Ltd. Lucknow from MMM IBMR, PuneUniversity 2007-2009.Singh Ranjeet Project Report On Promotional AnalysisOf Bill Buster Programme at Coca Cola India,

Jamshedpur from MMM IBMR, Pune University, 2007-2009

REFERENCES:


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http://www.pepsico.com/http://www.indiacatalog.com/web_directory/food_processing/1301.htmlhttp://www.superbrandsindia.com/images/superbrands_book_2004/pepsi/in

http://en.wikipedia.org/wiki/Pepsi#cite_note-19http://www.pepsico.com/Company/Board-of-Directors.html#/block_Shona L. Brownhttp://www.reuters.com/article/pressRelease/idUS118625+13-Jan-2009+BWhttp://www.wikinvest.com/stock/Pepsico_(PEP)#Competition

http://www.davedolak.com/promo.htmhttp://en.wikipedia.org/wiki/Sales_promotion

APPENDIX -1
http://www.superbrandsindia.com/images/superbrands_book_2004/pepsi/index.htmhttp://www.superbrandsindia.com/images/superbrands_book_2004/pepsi/index.htmhttp://www.pepsico.com/http://www.indiacatalog.com/web_directory/food_processing/1301.htmlhttp://www.superbrandsindia.com/images/superbrands_book_2004/pepsi/index.htmhttp://en.wikipedia.org/wiki/Pepsihttp://www.reuters.com/article/pressRelease/idUS118625+13-Jan-2009+BW20090113http://www.wikinvest.com/stock/Pepsico_(PEP)http://www.davedolak.com/promo.htmhttp://en.wikipedia.org/wiki/Sales_promotionhttp://en.wikipedia.org/wiki/Sales_promotionhttp://www.davedolak.com/promo.htmhttp://www.wikinvest.com/stock/Pepsico_(PEP)http://www.reuters.com/article/pressRelease/idUS118625+13-Jan-2009+BW20090113http://en.wikipedia.org/wiki/Pepsihttp://www.superbrandsindia.com/images/superbrands_book_2004/pepsi/index.htmhttp://www.indiacatalog.com/web_directory/food_processing/1301.htmlhttp://www.pepsico.com/


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APPENDIX -1QUESTIONNAIRES (For Gold Club Outlet Owners):Q1. ) Name of outlet owner:

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Q2. ) Address:

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _

Q3. ) Phone Number or Contact Number of the outlet

APPENDIX -1


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Q5. ) Are you an exclusive Pepsi outlet or a mixed outlet? Pure Mixed

Q6. ) Do you get regular delivery of desired stocks?

Regular Regular but not according to specificrequirement Irregular

Q7. ) Which specific product are you not getting? _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ Q8. ) Whose service is better?

PepsiCo India Holdings Pvt. Ltd. Coca Cola India

Q9. ) If the service of Coca Cola India is better then how is their servicebetter?

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

APPENDIX -1


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Q10.) Have you got the PepsiCo Gold Club watch and other Gifts fromyour dealers?

Yes No

Q11.) What is the Problem Regarding Your Non Compliance to the normsof PepsiCo Gold Club Account?

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ Q12.) Are you satisfied with PepsiCo India Holdings Pvt. Ltd., Kanpur?

Yes No

Q13.) Do you have any suggestion for improving your status andcompanys service?

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

APPENDIX -2


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Questionnaires (for survey of Dealers satisfaction):Q1. ) Dealers name:

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Q2. ) Name of Dealers Agency:

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Q3. ) Address of the Agency:

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ Q4. ) Phone Number of Agencys office and Dealer:

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

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Q6. ) Details of employees working in the agency:PSRs:

Name: Contact Number:

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Drivers:Names:

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

Helpers and laborers:

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Q7. ) Are you satisfied with the delivery status of daily requirements? Yes No

Q8. ) If No, then which brands are you short of?

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Q9. ) What factors according to you should be addressed to makePepsiCo no. 1 at Kanpur?

Regular supply More schemes to the dealers More schemes to the retailers. Different vehicle capacity at peak

and lean season Others (please specify): _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

Thank You for your assistance


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presentation on summer project1

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