SUMMER TRAINING REPORT ON

COMPARISON BETWEEN TWO BEVERAGE

COKE AND PEPSI AT BHILWARA (RAJASTHAN) FOR

VARUN BEVERAGE LTD. (PEPSICO)

BY Arun Mewara (Roll no. - 299)
In Partial Fulfillment for the award of the degree Post Graduate Diploma In Management 2011-13

New Delhi Institute of Management

50 (B&C), 60, Tughlakabad Institutional Area, New Delhi-11006
1

SUMMER TRAINING REPORT ON

COMPARISON BETWEEN TWO BEVERAGE

COKE AND PEPSI AT BHILWARA (RAJASTHAN)
For

VARUN BEVERAGE LTD. (PEPSICO)

Under the supervision Of Mr. G.D. Sahu (A.D.C.)

Submitted ByArun Mewara Roll no. 299

Submitted to Prof. Sangeeta Megan

Certificate

PREFACE

A project report is an outcome of sincere labor of a curious mind. The importance of any academic course would gain advantage and acceptance of the true form, only through practical experience. Hence it is quite necessary to put theories into task. This is made possible with the summer training at any of the companies under the guidance if a competent person. All organization face changes in their environment with resultant changes in their markets and in their ability to satisfy their markets. Each organization is faced with new marketing problems opportunities in their existing and potential markets. Marketing decision makers cope with these challenges in a variety of ways. The marketers being required to forecast, privies the risk and uncertainty if situation in their own way, supported by Market Research. This report is the outcome of summer training at Varun Beverages Pepsi Bhilwara. My report is on the topic Comparison Between two Beverages Coke and Pepsi at Bhilwara area. I was required to conduct a survey on the Pepsi vs. coca cola in that area. Pepsi's products are undoubtedly one of the best soft drinks products in India. This would further lead to the covering of a large market area with efficient marketing infrastructure.

DECLARATION

I Arun Mewara student of New Delhi Institute of Management 2011 -13 declare that every part of the Project Report on Comparison Between two beverages Pepsi and coke at Bhilwara submitted by me is original. I was in regular contact with my faculty guide and contacted 4 times for discussing the project.

Date of project submission: -

Arun Mewara

Faculty Mentors Comments:_______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _____________________________

Prof. Sangeeta Magan (Internal guide)

ACKNOWLEDGEMENT
I feel privileges in acknowledging the invaluable assistant done by varies personality in successfully completion of my project report. I wish to record my sincere thanks to Mr. Rajiv Taygi (TDM) and Mr. G.D. Sahu sir who gave me the opportunity to do my project here. This training was a grand success due to consistent and most valuable support From Mr. Rahul Gupta (CE), who was my company Mentor. I extent my profound gratitude and thanks to Profs. Sangeeta Magan without whose support, guidance and cooperation this project would not have been completed. I would also like to thank all the Executives, distributors, PSR & staff of Bhilwara who provided us all the relevant information and their kind support, on the basis of which this report has been prepared. Last but not the least I heartily pay regard to my parents and faculties who were always behind me guiding and motivating. It was very good learning experience that give me an opportunity to correlate theory to practical and learning all which one can learn only through practical experience on the job sit

Arun Mewara

EXECUTIVE SUMMARY
COMPARISON IN TWO BEVERAGE COKE VS PEPSI AT BHILWARA Analyze the comparative study are an important aspect of marketing strategy. Strategy chosen for the companys products effects every other marketing decision. On 6th May I start my project under the guidance of Mr. G.D. Sahu (ADC) Bhilwara (Rajasthan). I have been allocated area for survey Bhilwara City (Rajasthan). OBJECTIVE OF THE STUDY To study the performance of Pepsi vs. coke in Bhilwara. To study the preference of the people for soft drinks. To find out availability of Pepsi & Coke product in the outlets. To find out the factor(s) that influences the consumer(s) consumption of soft drinks. Number of Retailers Covered: - 450 Methodology:- Outlet survey methods used in the study purpose. The visiting the retail outlet and interviewing the retail outlet customers. Asking the about availability of Pepsi and Coke product, Visicooler, signage, their suggestion how to improve sale of cold drink etc. Sample size:- 450 Statistical tools used - Tables, Pie diagram, bar diagram Instruments used: - Questionnaire and EDS (Every Dealer Survey) format. Research Design- Descriptive Research

TABLE OF CONTENT

Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 16 17 18 19 20

TABLE OF CONTENT Introduction Overview of Industry Organizational Structure Objective / Job assigned Key responsibilities Product/Service Advertise & Add Concept SWOT Analysis Detail of Work done Research Methodology Spoke list of Bhilwara Market survey result Findings Conclusion Suggestions/Recommendation Limitations Annexure EDS format Bibliography

PAGE NO. 9-10 11-25 26-27 12422422224 28 29 30-36 37- 39 40-41 42 43-44 45 46-50 51-59 60 61 62 63-65 66 67

INTRODUCTION

BEVERAGE INDUSTRY -In the modern urban culture consumption of soft drinks particular among younger generation has become very popular. Soft drinks in various taste and flavors are widely patronized by urban population at various occasions like dinner parties, marriages, social get-together, birthday celebration etc. Children of all ages and groups are specially attracted by the mere mention of the word soft drinks. With the growing popularity of soft drinks, the technology of its production, preservation, transportation and marketing in the recent years has witnessed phenomenal changes. The so-called competition for this product in the market is different other brands. Mass media, particularly the emergence of television, has contribute to a large extend of the growing demand for soft drinks. The attractive jingles and sport make the large audience remember this product at all times. It is expected that with the sort of mass advertising reaching almost the entire country and offerings various varieties purchaser. Everywhere, there is a new thirst on marketing and advertising. The hyper activity in the market place is seeing a boom in support services, with a number of independent agencies mushrooming to provide them. Correlated to the market book, service are well on their to become a major industry.

The creative leap is increasingly being governed by market realities and consumer Research and client interface is no longer limited to the client service people, but includes all agencies. The entry of multinational products into the country is seeking more emphasis on worldclass quality. This along with the loosening of regulations is seeing export gaining ground. From thinking along the lines of merely exporting spares and raw material the exporters are now looking towards finished products. Multipliers of this are the joint venture companies looking at becoming export manufacturing bases. The scene has moved beyond the threshold of a global presence, inward and outward. However, there are certain issues still dogging an unhindered move forward something annual for the product is expected to rise sharply in the times to come. In any marketing situation the behavioral environment variables to consumers, competition and environment are constantly in flux. The competitors in a given industry may be making many tactical maneuvers in the market all the time. They may introduce or initiate aggressive promotion campaign or announce a price reduction. The marketing map of the firm has to meet this entire maneuver and care of competitive position of his firm and his brands in the market. The only route open to him for achieving this, is the manipulation of his marketing tactics

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Business Segment of RKJ Group

The RKJ Group is divided into three-business segments- Beverage (VARUN BEVERAGE LTD.), Food and Education. It has a leading market position in each of its three business segments. Our balanced portfolio produced a solid business performance. Products and services, which look to the future, ensure that we will be well placed in growth markets. Mr. Ravi Kant Japuria is chairman of RJ Corp. The RKJ group is India's leading supplier of retailer brand Carbonated and NonCarbonated soft drinks, with beverage manufacturing facilities in India and Nepal. Its experience in the beverage industry dates back to the sixties when it had the first franchise at Agra. The group manufactures and markets carbonated and Non-Carbonated Soft Drinks and Mineral Water under Pepsi brand. The various flavors and sub-brands are Pepsi, Miranda Orange, Miranda Lemon, Mountain Dew, and 7UP, Slice Mango, Evervess Soda and aquafina.

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Business Segments of RKJ group

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About varun beverage Ltd.Varun beverage ltd., a part of RJ corp. group, a leading bottler of PepsiCo beverage having operations in India and abroad (Nepal, Mozambique, Uganda). In 1991, a license agreement was signed between the two companies and varun beverage ltd. became PepsiCo largest Bottling business partner in India through its entity, Varun beverage ltd. VBL seek to serve the customers with a passion to ensure Pepsi beverage retain their position as market leader in its franchise areas.

It has the licenses to supply beverages in the territories of western UP, part of MP, half of Haryana, whole of Rajasthan, Goa, 3 districts of Maharashtra, 9 districts of Karnataka, and whole of Nepal. The group has in total 18 bottling plants in India and Nepal and is responsible for producing and marketing 44% of Pepsi requirement in India.

The group manufactures and market carbonadoed and non carbonadoed soft drinks and package drinking water under the Pepsi brand umbrella. The beverage portfolio include iconic refreshment brands 7up, Miranda and mountain dew, in addition to low calorie option such as diet Pepsi, hydrating and nutrion beverages aquafina and juice brand Tropicana and mango brand slice. Lehar soda also its product.

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Manufacturing Plant of varun Beverage Ltd.1. Mathura, UP

2. Manufacturing Plant/Unit/Factory Phase VII, RIICO Ind Area, Bhiwadi, Rajasthan - 301016

3. Boarunda, Jodhpur, Rajasthan

4.

Haryana.

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INTERNATIONAL HISTORY OF PEPSICO

Type - Public (NYSE: PEP) Founded - 1965 Headquarters - Purchase, New York, USA Key people Indra Nooyi Chairwoman, President & CEO Industry Food and beverage Products - Pepsi Tropicana Products Gatorade Lays Doritos Frappuccino (for Starbucks) Mountain Dew. Revenue - $39.474 billion USD (2007) Operating income -- $4.551 billion USD (2007) Net income $5.591billion USD (2007) 11% profit margin Employees -- 153,000(2005)

1893 Caleb Brad ham, a young pharmacist from New Bern, North Carolina, begins
experimenting with many different soft drink concoctions; patrons and friends sample them at his drugstore soda fountain.

1898 - One of Caleb's formulations, known as "Brad's Drink," a combination of

carbonated water, sugar, vanilla, rare oils and cola nuts, is renamed "Pepsi-Cola on August 28, 1898. Pepsi-Cola receives its first logo.

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1902 - Brad ham applies for a trademark with the U.S. Patent Office, Washington D.C.,
and forms the first Pepsi-Cola Company.

1905 -- Pepsi-Cola's first bottling franchises are established in Charlotte and Durham,
North Carolina. Pepsi receives its new logo, its first change since 1898.

1934 - A landmark year for Pepsi-Cola. The drink is a hit and to attract even more sales,
the company begins selling its 12-ounce drink for five cents (the same costs six ounces of competitive colas).Caleb Brad ham, the founder of Pepsi-Cola and "Brad's Drink," dies at 66 (May27th, 1867-February 19th, 1934).

1941 -- The New York Stock Exchange trades Pepsi's stock for the first time. In support
of the war effort, Pepsi's bottle crown colors change to red, white, and blue.

1960 -- Young adults become the target consumers and Pepsi's advertising keeps pace
with "Now it's Pepsi, for those who think young."

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1963 - Pepsi-Cola continues to lead the soft drink industry in packaging innovations,
when the 12-ounce bottle gives way to the 16-ounce size. Twelve-ounce Pepsi cans are first introduced to the military to transport soft drink sell over the world.

1965 -- Expansion outside the soft drink industry begins. Frito-Lay of Dallas ,Texas,
and Pepsi-Cola merge, forming PepsiCo, Inc.Military 12-ounce cans are such a success that full-scale commercial distribution begins.

1970 -- Pepsi introduces the industry's first two-liter bottles. Pepsi is also the first
company to respond to consumer preference with light -weight, recyclable, plastic bottles.

1984 -- Pepsi advertising takes a dramatic turn as Pepsi becomes "the choice of a New
Generation."

1985 -- After responding to years of decline, Coke loses to Pepsi in preference tests by
reformulating. However, the new formula is met with widespread consumer rejection, forcing the re-introduction of the original formulation as "Coca-Cola Classic."The cold war takes "one giant sip for mankind," when a Pepsi "space can" is successfully tested aboard the space shuttle.

1991 -- Pepsi introduces the first beverage bottles containing recycled poly
ethylenetereph thalate (or PET) into the marketplace. The development marks the first time recycled plastic is used in direct contact with food in packaging.

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1992 -- Pepsi-Cola and Lipton Tea Partnership is formed. Pepsi will distribute single
serve Lipton Original and Lipton Brisk products.

1994 -- Pepsi Foods International and Pepsi-Cola International merge, creating the
PepsiCo Foods and Beverages Company.

1997 -- PepsiCo. Announces that it will spin off its restaurant division to form Tricon
Global Restaurants, Inc. Including Pizza Hut, Taco Bell, & KFC, it will bethe largest restaurant company in the world in units and second-largest in sales.

1998 -- Pepsi celebrates its 100th anniversary. 1999 - Tropicana introduces two new calcium-fortified Pure Premium juices: Pure
Premium Grove stand Calcium and Pure Premium Ruby Red Grapefruit Calcium. Pepsi launches "The Joy of Cola" advertising campaign. In March, The Pepsi Bottling Group, the world's largest Pepsi bottler, begins trading on the New York Stock Exchange. It is listed under the symbol PBG. The $2.3 billion public offering is among the biggest initial public offerings in stock market history.

2001 - Pepsi-Cola Company launches Dole single-serve juices in vending machines,

coolers and other retail outlets throughout the United States.

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Pepsi-Cola's flagship brand will have new tagline, "The Joy of Pepsi." Tropicana celebrates a company milestone - 300 billion fresh oranges squeezed since the company began making country are first ever mass distributed, not-from-concentrate juice in 1947.

2003 - Pepsi-Cola launches Sierra Mist nationally. PepsiCo launches "Get Active/Stay
Active" program Quaker Chewy introduces Quaker Chewy Wholesome Favorites and Quaker Chewy Trail Mix. Gatorade unveils In-Car Hydration System for NASCAR Drivers. So Be sponsors U.S. Open Snowboarding Championships. Pepsi announces plans to launch Mt. Dew Live Wire, an orange drink, this summer.

2005 - Frito-Lay introduces Doritos Black Pepper Jack Diet Sierra Mist becomes Sierra
Mist Free. So Be Launches Sugar-Free No Fear. PepsiCo launches "Smart Spot" symbol in Canada Tropicana Teams With Weight Watchers to Offer Tropicana Light 'n Healthy as Part of 'Points' Program Pepsi Lime and Diet Pepsi Lime Launch Tropicana Twister Soda Launched in April.

2007 - PepsiCo signs Maria Sharapova for International endorsement of Gatorade and
Tropicana. Tropicana launches Tropicana Healthy Heart with Omega-3s, the first national orange juice to include omega-3s Ruffles unveils new packaging to reflect its switch to 100% pure sunflower oil PepsiCo announces new Diversity & Inclusion Leadership Award inspired by Steve Refinement Mountain Dew and AMP Energy sponsor the Winter X Games.

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2009- PepsiCo is named to the 'Best Companies for Multi Cultural Women' list by
Working Mother magazine PepsiCo joins Ceres, a leading coalition of investors, environmental groups and public interest organizations working to address sustainability efforts .Near East brand launches two new productsPearled Couscous side dish and Near East Gourmet Meal Kits Pepsi celebrates its 75th anniversary in Canada PepsiCo honored with 'Respect Award' for its commitment to diversity by the Gay, Lesbian and Straight Education Network (GLSEN)

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PepsiCo in India As Indias largest food and beverage business, PepsiCo India offers consumers a wide-ranging portfolio of enjoyable and wholesome products. Key facts Indian headquarters:- Gorgon, Haryana Employment opportunities: - Directly and indirectly employs about 150,000 people. Facilities: 38 bottling plants 3 food plants Chairman & CEO: Manu Anand ( Indian)

Company historyPepsiCo entered India in 1989 and has grown to become one of the largest food and beverage businesses in India. With an investment of over $1 billion, PepsiCo India has built an expansive beverage and snack food business supported by 38 beverage bottling plants and 3 food plants. PepsiCo Indias extensive portfolio includes iconic brands like Pepsi, Lays, Kurkure, Tropicana 100%, Gatorade, Quaker, and fast growing brands i.e. Nimbooz and Aliva.

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Brand facts PepsiCo nourishes consumers with a range of products from tasty treats to healthy eats that deliver enjoyment, nutrition, convenience as well as affordability. Our brands stand for quality and are respected household names.

Beverages -PepsiCo Indias expansive beverage portfolio includes:

Iconic refreshment beverages: Pepsi, 7UP, Nimbooz, Mirinda, Mountain Dew, Low-calorie options: Diet Pepsi Hydrating and nutritional beverages: Aquafina (drinking water), Gatorade (isotonic sports drink)

Fruit juices: Tropicana 100% Juice-based drinks: Tropicana Nectars, Tropicana Twister, Slice Local brands: Lehar Evervess Soda, Dukes Lemonade, Mangola.

Foods -PepsiCos food division, Frito-Lay, is the leader in the branded salty snack market. All Frito-Lay products are free of trans-fat and MSG. Frito-Lays core products are:

Lay's potato chips Kurkure Kurkure Desi Beats Uncle Chipps Cheetos extruded snacks (including Cheetos Whoosh made of whole grain and vegetables)

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Overview of Coca cola Type - Soft drink Manufacturer - The Coca-Cola Company Country of origin - United States Introduced - 1886 Flavor - Cola, Cola Cherry, Cola Vanilla, Cola Green Tea, Cola Lemon, Cola Lemon Lime, Cola Lime, Cola Orange and Cola Raspberry.

INTRODUTION OF COCA-COLA
The Coca-Cola Company exists to benefit and refresh everyone it touches. Founded in1886, Company is the world's leading manufacturer, marketer, and distributor of nonalcoholic beverage concentrates and syrups, used to produce nearly 400 beverage brands. Its corporate headquarters are in Atlanta, with local operations in over 200 countries around the world. The Coca-Cola Company is a global company with some of the world's most widely recognized brands. It is the single global competitor of PEPSI CO.
COCA-COLA INDIA :-

After a 16-years absence, Coca-Cola returned to India in 1993. The Company's presence in India w a s c e m e n t e d i n N o v e m b e r t h a t y e a r i n a d e a l t h a t g a v e d r i n k C o c a - C o l a o w n e r s h i p o f t h e nation's top soft- brands and bottling network. Coca-Cola India has made significant

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History
The Coca-Cola Company re-entered India through its wholly owned subsidiary, CocaCola India Private Limited and re-launched Coca-Cola in 1993 after the opening up of the Indian economy to foreign investments in 1991. Since then its operations have grown rapidly through a model that supports bottling operations, both company owned as well as locally owned and includes over 7,000 Indian distributors and more than 1.3 million retailers. Today, our brands are the leading brands in most beverage segments. The Coca-Cola Companys brands in India include Coca-Cola, Fanta Orange, Fanta Apple, Limca, Sprite, Thums Up, Burn, Kinley, Maaza, Maaza Milky Delite, Minute Maid Pulpy Orange, Minute Maid Nimbu Fresh and Nestea Iced tea, the Georgia Gold range of teas and coffees and Vitingo (a beverage fortified with micronutrients). The Coca-Cola Company has always placed high value on good citizenship. Our basic proposition entails that our Companys business should refresh the market; enrich the workplace; protect and preserve the environment; and strengthen the community. We leverage our unique strengths to actively support and respond to local needs -- be it the need for education, health, water or nutrition. The Coca-Cola India Foundation is now taking forward in the community at large, projects and programs of social relevance to carry forward the message of inclusive growth and development.

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26

CHAIRMAN
(Mr. RAVI JAIPURIA)

MARKET UNIT MANAGER

UNIT MANAGER

GENERAL MGR. (Markt. Deptt.)

TERRITORY DEV. MANAGER

PRODUCTION MGR.

AREA DEV. Co-ORDINATOR

QUALITY CONTROL MANAGER

MARKETING EXECUTIVE

CUSTOMER EXECUTIVE SHIPPING MGR. PSR TRANSPORT MGR.

SALESMAN

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OBJECTIVE OF THE STUDY

To study the performance of Pepsi vs coke in Bhilwara. To study the preference of the people for soft drinks. To find out availability of Pepsi & Coke product in the outlets. To find out the factor(s) that influences the consumer(s) consumption of soft drinks. To know which brand advertisement mostly liked by the target customers. Find out Visi- cooler availability of Pepsi and coca cola with chilling detail. To find out the problems faced by the channels of distribution in Bhilwara.

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Key responsibilities
To increase penetration in the market. The main aim of this research study is to analyze the preference of people in Bhilwara. Prepare of Every dealer survey (EDS) of Bhilwara city. To find out levels of satisfaction among the retailers towards SGA. Understandings the customers and retailers opinion about the company helps the company to change its marketing strategies. To increase of brand awareness and sells volume of Pepsi product. To know the ADS & Monopoly in outlets of Bhilwara.

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PRODUCT AND SERVICE

PepsiCo
Cola brand -

Coke

Orange flavor-

Mango Flavor-

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Clear lime-

Juice flavor-

Lemon flavor-

&

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Soda-

Mineral Water

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PRODUCT & PACK PROFILE

PRODUCTS: Carbonated Soft Drinks (CSD) or Soft Drinks as they are popularly known are one of the largest FMCG market in the whole world with the total annual sales around $40 billion. This product is generally available in four kinds of packing.
Glass Bottles

Pet Bottles

Cans

Fountain rim

FLAVORS:

Cola

Orange

Clear Lemon

Cloudy Lemon

Berry

Mango Slice

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TYPES OF PACKS AVAILABLES

QUANTITY 200ml (24b/s per crate) 300ml (24b/s per crate) 600ml (24b/s per pets) 1 liter ( 12b/s per pets) 2-liter (9b/s per pets) Slice 500ml(24b/s per crate) Slice1.2lt (12b/s per pets) Slice (Tetra pack)

RATES 168/- or 212 240/656/- ( 29 MRP) 420-/ ( 38 MRP) 491/- (59 MRP) 560/- ( 25 MRP) 618/264/-

SODA: -

Lehar Soda (300ml per carat) Lehar Soda (600ml per pet)

150/288/-

WATER: -

Aquafina-1liter (12b/s per pet) Aquafina-2liter (12b/s per pet)

137/199/-

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FACILITIES PROVIDED BY THE COMPANY TO THE RETAILER

1. VISI COOLER

65 Litre

110 Litre

220 Litre

400 Litre

550 Litre

600 Litre

650 Litre

1000 Litre

1200 Litre

According to outlet nature, volume & investment of the outlet.

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2. SCHEMES OF VOLUME PURCHASE Cash discount

Free bottles and prize.

3. DISPLAY MATERIAL Stickers Banners

G.S. Boards D.P.S. Boards Racks Counters Umbrellas Rural Rack Wall painting Flex
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Advertisement and Add Concept

Advertisements are cost effective means to communicate messages and ideas to build brand preferences and awareness and it is one of the most important tools which a company uses to direct persuasive communication to directive buyers in public or to educated people to avoid hard drink and so on. The basic objective of advertising is sales promotion sales promotion expenditure have been increasing as a percent of budget expenditure annually and the growth is likely to continue in future. Our celebrities signed by the PepsiCo are as follows: For PepsiCo Cricketers:

Sachin Tendulka M.S. Dhoni Virat kholi Rahul Dravid Mohd. Kaif. Yuvraj singh Harbhajan singh. Sourav Ganguly. Zaheer Khan

Ajit Agarkar

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Cine Star Katrina kaif Shahrukh

Kajol Adnan Sami Fardeen Khan Amitabh Bachhan Govinda Rani Mukherjee. Ranvir kapoor Deepika padukon Asin Khan

Tennis Stars: Leander Paes Mahesh Bhupati Football Players

Cyrus Broacha

Bhaichung Bhutia

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Latest Campaign of Pepsi-

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SWOT ANALYSIS
STRENGTHS: Pepsi is a well-established company, so it has a good reputation in the market. At Bhilwara Miranda is much stronger in taste and sells compared to Fanta. In Bhilwara Pepsi has a strong and qualified work force due to which it produces quality products. Multiserving the availability with Visi- cooler at good outlets. Pepsi has a good infrastructure in the heart of the city. It has a large space to carry all activities related to Stocks and makes distribution easy. There, is no shortage of funds for the company because it has many sources of revenue from various products. The top level of company is very efficient because its holders are from diversified field and having experience of tackle each type of situation. Lots of promotion programs are shown from time to time through media.
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WEAKNESS: Company's vehicle does not reach the retailers on time.

No proper control over do not give scheme by salesman to the retailer. Unavailability of various demanded flavors like slice. Pepsi needs a proper planned route of operation in Bhilwara city. OPPORTUNITIES: It has a large rural and semi urban market to spread its products. Untapped market. Can launch new traditional Indian products.

THREAT:--

Stiff competition with coke. Local product is spreading in market with low price especially in Mineral Water. Natural juice are now available whose price are less or same as soft drink. Restrictions made by government agencies that soft drinks are harmful and non-nutritive.

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Detail of Work done-

Made a list of every outlet of Bhilwara where Pepsi vesicular (fridge) situated with outlet name, contact no., vesicular no. and area name. Every dealer survey (EDS) of Bhilwara city. Prepare Route Plan of Whole Bhilwara City. Find out where need of Promotion, Hoarding, Banner of Pepsi outlet. In Bhilwara district near about 25 Distributors and I visited 15 distributors.

Learn about Beverage industry and knowledge about Pepsi product like Pepsi, Marinda, 7up, dew, slice and coke product about quantity and price.

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RESEARCH METHODOLOGY

Research in common refers to a search for knowledge. One can also define research as a scientific and systematic search for pertinent information of a specific topic. It is the pursuit of truth with the help of study observation, comparison and experiment.

DEVELOPING RESEARCH PLAN:After deciding the objective of marketing research next step is deciding research plan for gathering effective information related to this research project. The research plan consists of following steps, which are discussed subsequently. 1. RESEARCH DESIGN
Descriptive Research: - In my market survey descriptive research process was carried out

to describe the market characteristics, consumer profiles, distribution strategies, market potential, etc.
2. Data source:

While project study I used primary as well as secondary data source. For primary data collection I visited retailers in Bhilwara region and for secondary data I went through various magazines, journals, and Internet also. The information collection is relevant, correct and unbiased.

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Research Approach: I followed survey technique for collection the data. In market survey of Pepsi I have used survey research approach. Here, I carried out information from retailers.
4. Research Instruments:

The research instrument used was Questionnaire form and EDS format. For this I have visited each and every outlet and check that all the brands and packs of Pepsi are available or not. A detailed questionnaire was prepared for this .In my research process I have used close ended and open-ended questionnaire where respondents could answer in their manner. Through this I was able to extract information from the respondents about Pepsi's and Coke products.

5. Sampling Plan:In designing a sampling plan following points were considered: Sampling unit: It includes who is to be surveyed in research. I have surveyed retailers of Bhilwara region. Sampling size: I have surveyed about each and every outlet of the area specified to me size would reach up to 450 retailers. I have covered the area of Bhilwara region and city itself. 6. Methods of data interpretation: In this market study I have used pie chart and table for data analysis and interpretation because pie chart is the easiest and comprehensive medium for presentation of data

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Spoke list of Bhilwara district: Hub MM Distributor, Mandal, Bhilwara Bhilwara city spoke- Vardhman enterprises

So. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25

Distributor Name SHRINATH COLD DRINKS MAHESHWARI TRADERS TIRUPATI COLD DRINKS RADHIKA AGENCY SAHU KIRANA STORE TIWARI AGENCY CHAUDHARY AGENCY BADHAI SALES BEENA AGENCY SHAMBHU REST. SISODIYA GEN.STORE LADDHA G.STORE SHIV BHOLE COLD DRINKS MAHAVEER COLD DRINK GANESH G.STORE GK COLDDRINK RAIKA TRADERS MAA DHANOP AGENCY ARIHANT COLD DRINKS BHAGWATI REST. BANARSI PAN BHANDAR NAKODA TRADERS OM TRADING COMPENY CHARBHUJA AGENCY HARDEV KIRANA

Spoke Village JAHAJPUR MANDALGARH SHAHPURA(UDAIPUR) ASIND KOTRI BIJOLIYA MANDAL GANGRAR GULABPURA KAROI KERERA BENEDA BAGORE GANGAPUR SWAIPUR BARUNDENI TRIVENI DHANOP MATA MAHUWA KACHOLA SALAWATIYA BIJOLIA HALED PAROLI MANDPIYA

Phone/ MobileNo 9929220831 9414677179 9460354981 9610330417 9413729611 9649288338 9783146047 9950678433 9680996670 9829524060 9829301319 9950507821 9887287451 9414740981 9928186228 9782106264 8104617420 9602416035 9783839925 9772807984 9828533602 9784494701 9950300327 8824457204

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Market Survey Result of Bhilwara On the basis of survey conducted in Bhilwara the following data / information were obtained:

Area: Bhilwara City

VARIETY IN CUSTOMERS

Total No. of Shops General Store Hotels / Dhaba /Sweet House School / College/canteen Pan shop / Tea Corner Juice Corner Others

450 200 100 10 70 40 30

Others 12% Juice Corner 16% Hotels / Dhaba /Sweet House 40%

Pan shop / Tea Corner 28%

School / College/canteen 4%

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Area: Asind
VARIETY IN CUSTOMERS

Total No. of Shops General Store Hotels / Dhaba / Sweet House Juice Corner Pan shop / Tea Corner Others

90 40 18 12 15 05

Ashind
18 15 12

Hotel/Dhaba/sweet

Juice corner

Panshop

other

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Area : - Gulabpura
VARIETY IN CUSTOMERS Total No. of Shops 140

General Store

90

Hotels / Dhaba / Sweet House 55 Pan shop / Tea Corner Juice corner Others 50 35 20

Area : - Gangrar
VARIETY IN CUSTOMERS

Other 13%

Juice center 13% Hotels/Dhaba 54% Pan shop 20%

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Area : - MANDAL GARH

VARIETY IN CUSTOMERS

Total Shops - 40

MANDAL GARH
15

Hotel/sweet

Pan shop

Juice

Other

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Area : - Trivni
VARIETY IN CUSTOMERS

Total Shops - 20

Total No. of Shops

20

General Store Hotels / Sweet House Panshop / Tea Corner Juice corner

05 10 02 03

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FINDING AS PER STUDY OF QUESTIONNAIRE:-

1. Type of outlet Total outlet - 450

Other 7% juice corner 9%

Outlet

Pan/ Tea shop 16%

General store 44%

Canteen 2%

Hotel/Dhaba 22%

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Which brand of soft drinks you deal in?

Other 5%

Brands

Pepsi 34% Both 41%

Coke 20%

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Which companys signage you have in your outlet?

160 140 120 100

No. s

80 60 40 20 0 Pepsi Coke Both Not signage

Company Name

Visi- cooler you have in your outlet.

Visi -Cooler
Coca cola Pepsi Both Own

7% 16% 44%

33%

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Which company have better distribution network?

Better Distribution

Both 33% Coke 22%

Pepsi 45%

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What kind of promotional activities affect sale mostly?

Prmotional activaties
300 250 200 150 100 50 0 Free bottle scheme Discount carats Prize other Prmotional activaties

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Which brand having the innovative and exciting offers?

offers
Other 11%

Coca cola 33%

Pepsi 56%

What do you feel about the price of branded soft drinks?

Price effect
250 200 150 100 50 0 Price effect

No.'s

Very high 70

High 100

Medium 60

Low 20

Reasonable 200

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Which medium affect the sales most?

Advertisment
300 250 200 150 100 50 0 Advertisment

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Which flavor is more demanded?

Flavor Most Demand

160 140 120 100 80 60 40 20 0 Flavor Most Demand Pepsi 40 Miranda 150 Limca 50 Thumps up 80

Do you think that aggressive advertising further increase the sales volume of Pepsi?

NO.S

Ad effect
Yes No Don't know

4% 18%

78%

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What is your suggestion to improve the sale?

Suggestion
160 140 120 100 80 60 40 20 0 Suggestion

No.s

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CONCLUSION
After visiting 500 Outlets I found that Pepsi and its brands doing very good job. If we compare it area wise then Pepsi is well in Bhilwara City as well as Gangrar, but in Mandalgarh area Pepsi have is in a very bad position. Miranda is the Most of the people like to drink in Pepsi and Thumps up is most popular in coke. Of Innovative and exciting offers PepsiCo leads coca-cola. Providing new visi-cooler as well as display to the retailer can be improve sells of Pepsi. In type of channels nearly 50% of sales comes from General stores followed by Pan shop, and eatery. So company should concentrate more on Cyber cafe, School/College canteen, Restaurant etc. so that sale may increase. Company should also make its presence felt in all segment like Slice, which is short from time to time. Company should promote more of its brands like 7UP, Miranda lemon, as their demand is very low. PepsiCo should provide more Scheme (e.g.- free bottle ) for compete to cocacola.

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SUGGESTIONS / RECOMMENDATION:The above study elicits the facts that Varun Beverage should introduce some change in the marketing function to make it more rational. Improve its position in the market and to increase its market share new schemes should be given to the retailers to promote its products Proper budget. Should be direct communication with the consumer. There should Strictness against those salesman do not provide proper scheme of free bottling to the retailer. There are work force is only one PSR so company should increase employee in Bhilwara so sales can be increase. Rural areaMaintain its quality because it wins the consumer trust. There should be a Proper Root plan for all the root and the salesman should be given the strict guideline to go according to that root plan and not according to their own. This will also help to a new salesman and he doesn't have to roam here and there. To succeed in this highly competitive market it is necessary that the companies product must reach to the retailers on time otherwise their dissatisfaction may give a chance to rival company (coke) to capture that the companies cost.

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LIMITATIONS
6-8 weeks period is not sufficient to get through the entire topic. For Thorough study, it needs more time. The study was conducted on the products of Pepsi sold around various outlets and about its Pepsi vs Coke. The main difficulty, which was faced during the survey was the incorrect information given by the small outlets.

During the timesome of the respondent refused to fill the questioner.

The study has not been conducted in a large scale, have the possibility of errors cannot be ruled out.

Summer month is the best period for sales of soft drinks, so we cannot analyze the actual demand and sale of soft drink in the market.

The finding is based on the survey conducted in the month of May and June.

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LIST OF ANNEXURES
QUESTIONNAIRE

Questionnaire related to academic purpose, which is prepared to take feedback from retailers.

Q1. Type of outlet

(a) General store (C) Sweet shop

(b) Pan shop (d) Canteen

Q2. Which brand of soft drinks you deal in?

(a) Coca cola (c) Both

(b) Pepsi (d) Others

Q3. Which companys signage you have in your outlet?

(a) Coca cola

(b) Pepsi

(c) Both

(d) No signages

Q4. Which companys visi- cooler you have in your outlet?

(a) Coca cola

(b) Pepsi

(a) Both

(d) Mixed

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Q5. Which company have better distribution network? (a) Coca cola (b) Pepsi (C) Both

Q6. What kind of promotional activities affect sale mostly?

(a)Free bottle scheme (c) Discount carats

(b) Prize (d) other

Q7 .Which brand having the innovative and exciting offers? (a) Coke co. (b) Pepsi co (c) Other

Q8. What do you feel about the price of branded soft drinks?

(a) Very high (c) Medium

(b) High (d) Low (e) Reasonable

Q9. Do you feel a price reduction will increase the sales of branded soft drinks ?

(a) Yes

(b) No

Q10. Which medium affect the sales most? (a)Television (c) Display (b) Magazines/News papers (d) Wall paintings/Hoardings

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Q11. Do you think that aggressive advertising further increase the sales volume of Pepsi? (a) Yes (b) No (c) No reply

Q12. What is your suggestion to improve the sale? (a) New schemes (b) Refrigeration system (c) Advertisement (d) Reduction in deposits (e) Credit facilities (f) Regular supply

Q13.Which flavor is more demanded? Pepsi Miranda-Orange Limca Thumps up 7UP Slice Other

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Every dealer survey format

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BIBLIOGRAPHY
In the preparation of this project report, I have taken help from the under mentioned sources: Marketing Management" - Philip Kotler "Research Methodology" - C.R. Kothari "Sales and distribution Management" - S.L. Gupta Internet www.google.com www.pepsico.com www.cocacola.com www.scribd.com www.rkjworld.com www.jaipuriyagroup.com News paper Times of India Economic Times

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