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A

Project Study Report

On

The impact of merchandising of PepsiCo on the consumer

buying behavior

Training Undertaken at

PepsiCo

Submitted in partial fulfillment for the

Award of degree of

Master of Business Administration

Submitted By: - Submitted To:-

Pradeep kumar sharma Miss Priyanka Garg

MBA Part IIIrd Assistant Professor

2009-2011

Modi Institute of Management & Technology,Kota

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ACKNOWLEDGEMENT

At the outset, I would like to thanks PEPSICO for giving me the approval to

do this project in the organization, I am grateful to MR. ARUN GARG

(Territory Development Manager) and MR. VIPIN SINGH JADON

(customer Service executive) and MR. ANJAL NAGAR (marketing

manager) for the moral support, encouragement and generous assistance.

No good work is complete unless and until it is guided by versed

teacher. I wish my deep gratitude to my All Faculty Supervisor whose able

guidance helped me in all respects in presenting the report as best as canbe. I am thankful to her for timely advices towards completions of this

project

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TABLE OF CONTENTS

Declaration..............

Acknowledgement..

Introduction about the company.

History of PepsiCo..

Product in india .

Marketing mix

Company objective

SWOTANALYSIS..

Introduction of the topic..

Need for the study

Research methodology.

Findings

Conclusion

Suggestion.....

Questionnaire

References.

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Mission of PEPSI

PepsiCo's overall mission is to increase the value of theirshareholders' investment. They do this through salesgrowth, cost controls and wise investment ofresources. They believe their commercial successdepends upon offering quality and value to theirconsumers and customers;

1

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Vision PepsiCo's responsibility is to continually improve allaspects of the world in which we operateenvironment, social, economic creating a better

tomorrow than today."

Presented by: Javeria Kausar and Faisal Wazir PEPSICOLA PAKISTAN 2

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Strategic Human Recourse Implication:

Without a strategy the organization is like a ship without

a rudder, going around in circles. It s like a tramp thathas no place to go to.

Joel Ross and Michael Kami

Presented by: Javeria Kausar and Faisal Wazir PEPSICOLA PAKISTAN

3

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Good strategy and good implementation are the most

trustworthy proof of good managementA strategicplan, then, is the bridge to the future, which an

organization uses to lead from what it is to what itenvisions it can become

Presented by: Javeria Kausar and Faisal Wazir PEPSICOLA PAKISTAN

4

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Strategic Goals:

To continue to be an organization providing the quality

products to the valuable customers.To select andretain the professional people for the organization.To project an outstanding corporate image.Tosatisfy the customer through extra ordinary serviceand an excellent service along with the completetactical and operational support

Presented by: Javeria Kausar and Faisal Wazir PEPSI

COLA PAKISTAN 5

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Human Recourse Strategy at Pepsi Cola

Currently, Pepsi cola follows growth strategy which

includes the following strategies to be followedfurther;Analysis/ identify new jobs/ recruitment and

selectionTraining and developmentDevelopingcareer path/career counseling/ stress managementDeveloping performance standardManpowerPlanning

Presented by: Javeria Kausar and Faisal Wazir PEPSI

COLA PAKISTAN 6

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RECOMMENDATION

Being more proactive in presenting their views and ideas

whenever the need may arise and they should nothold back any criticism that they might have regardingany management decision.To be an active strategic

partner, they would also need to gain credibility sothat their ideas can be given due importance informulating a strategy.They can achieve this by

working closely with the line managers to enhancetheir understanding of business that they are inespecially in terms of the value chain of Pepsi.Bytaking such initiative, they will not only gain credibilitybut they will enhance their own ability to helpformulate strategy at the top level.They should alsolook into the option of delegating some of the HRfunctions to line managers or outsourcing some of theHR functions so that the HR mangers could focus

more on the strategic aspect of business.

Presented by: Javeria Kausar and Faisal Wazir PEPSICOLA PAKISTAN 7

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CHAPTER -1

INTRODUCTION OF THE COMPANY

Pepsi is a multinational company in beverage industry. It is a well-knownbrand. It has a good product line. All the products of Pepsi are popularenough.

MISSION -PepsiCos mission is To be the world's premier consumer productsCompany focused on convenient foods and beverages.

VISION -

PepsiCos vision is put into action through programs and A focusonenvironmental stewardship, activities to benefit society, and acommitment to build shareholder value by making PepsiCo a trulysustainable company SHARE HOLDERS PepsiCo (symbol: PEP) sharesare traded principally on the New York Stock Exchange in the UnitedStates. The company is also listed on the Amsterdam, Chicago and Swissstock exchanges. PepsiCo has consistently paid cash dividends since the

corporation was founded.

PepsiCo HeadquartersThe World Headquarter of PepsiCo is located in New York, approximately45 minutes far from New York City. The headquarter in India has located atMumbai.

The Co-founder of the company is Mr. Donald M. KendallThe President and Chief Executive Officer is Indra K.Nooyi.

PepsiCo Beverages

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PepsiCo beverage business was founded 1898 by Caleb Bradham, a NewBern, North Carolina druggist, who first formulated Pepsi-Cola.

HISTORY OF PEPSICO

1893--Caleb Bradham, a young pharmacist from New Bern NorthCarolina,begins experimenting with many different softdrink concoctions;patrons and friends sample them at his drugstore soda fountain.

1898--One of Caleb's formulations, known as "Brad's Drink," a combinationof carbonated water, sugar, vanilla, rare oils and cola nuts, is renamed"Pepsi-Cola"on August 28, 1898. Pepsi-Cola receives its first logo.

1902-- Bradham 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.

1934--A landmark year for Pepsi-Cola. The drink is a hit and to attract evenmore sales, the company begins selling its 12-ounce drink for five cents(the same cost as six ounces of competitive colas).

Caleb Bradham, the founder of Pepsi-Cola and "Brad's Drink," dies at 66(May 27th, 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 advertisingkeep space 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 packaginginnovations, 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 all over the world.

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

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

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

1985--After responding to years of decline, Coke loses to Pepsi inpreference tests by reformulating. However, the new formula is met withwidespread consumer rejection, forcing there introduction of the originalformulation as "Coca Cola Classic."The cold war takes "one giant sip formankind," when a Pepsi "space can" is successfully tested aboard thespace shuttle.

1991-- Pepsi introduces the first beverage bottles containing recycledpolyethyleneterephthalate (or PET) into marketplace. The developmentmarks the first time recycled plastic is used in direct contact with food in

packaging.

1992-- Pepsi-Cola and Lipton Tea Partnership are formed. Pepsi willdistribute single serve Lipton Original and Lipton Brisk products.

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1994-- Pepsi Foods International and Pepsi-Cola International merge,creating thePepsiCo 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 be the largest restaurant company in the world in units and second-largest in sales.

1998-- Pepsi celebrates its 100th anniversary.

PRODUCTS IN INDIA

1) Pepsi

2) Mirinda orange/lemon

3)7up

4) Slice

5) Mountain Dew

6) Lehar soda

7) Aquafina

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8) My Can

9) Tropicana Juice

10) Nibooz

The Marketing Mix

(The 4 Ps of Marketing)

Marketing mix is the combination of elements that are use to market theproduct. There are four elements: Product, Place, Price and Promotion.

They are called the four Ps of the marketing mix.

Marketing decisions generally fall into the following four controllable

categories:

Product- The right product to satisfy the needs of target customer.

Price- The right product offered at the right price.

Place- The right product at the right price available in the right place

to be bought by customers.

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Promotion- Informing potential customers of the availability of the

product, its price and its place.

Product Mix

Product refers to the goods and services you offer to your customers.

Apart from the physical product itself, there are elements associated with

your product that customers may be attracted to, such as the way it is

packaged. Other product attributes include quality, features, options,

services, warranties, and brand name. A product should meet the needs of

a particular target market.

PRODUCTS

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, Pepsi My Can, Pepsi Diet, Mirinda Orange, Mirinda

Lemon, Mountain Dew, and 7up, Slice Mango, Slice Orange, Soda and

Aquafina, Tropicana, Tropicana Twister.

Brand available in 200ml.

1) 7up Can

2) 7up3) Mirinda Orange

4) Mountain Dew

5) Nimbooz

6) Pepsi

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7) Pepsi My Can

8) Slice

9) Tropicana Premium Gold Brand available in 250ml.

10) Tropicana Twister

Brand available in 300ml.

1) Pepsi

2) Mirinda Orange

3) Mirinda Lemon

4) Mountain Dew

5) 7up

6) Soda

Brand Available in (330ml)

1) Pepsi Can

2) Mountain Dew Can

3) 7up Can

4) Mirinda Can

5) Pepsi Diet Can



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1) Slice

2) Pepsi Diet

3) Aquafina

Brand available in (600ml)

1) Pepsi

2) Mirinda Orange

3) Mountain Dew

4) 7up5) Soda

Brand Available in (1Ltr)

1) Aquafina Water

2) Lehar Soda

3) Pepsi

4) Tropicana Premium Gold

Brand Available in (1.2 Ltr)

1) Slice


Brand available in (2 Ltr)

1) Pepsi 4) Mountain Dew2) Mirinda Orange 5) 7up

3) Mirinda Lemon

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Price of the Product

Product Bottle in MTPrice

200 ml 24

168

200ml (Tropicana Premium Tetra) 30

397

200 ml (Slice Tetra Pack) 24216

300 ml 24

215

250 ml Can 24

330

330 ml Can 24

580

350 ml Twister 24

468

500 ml Aquafina 24

168

500 ml Slice 24

498

600 ml Soda 24

216

600 ml PET 24

444

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1 ltr. Aquafina 12

104

1 ltr. Tropicana Premium 12

713

1.2 ltr. Slice 12

510

1.5 ltr. Soda 12

207

2 ltr. PET 9

414

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PLACE

Distribution Channel and strategies

Marketing channels are sets of interdependent organizations involved in

the

Process of making a product or service available for use or consumption

-Philip Kotler

Distribution Objective

Minimize total distribution costs for a given service output.

Determine the target segments and the best channels for each

segment.

Objectives may vary with product characteristics.

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DISTRIBUTION CHANNELS (Pepsi)

There are two marketing channels that involve in the transfer of productfrom the producer to the consumer. The intermediaries involved in the

transfer are distributors and retailers.

DISTRIBUTORS

Distributors are appointed agents of the company who make orders to the

company by paying in advance through drafts, stock the products in their

godowns and supply them to outlets through their fleet of delivery was and

a team of salesmen and drivers. They are allowed to sell to company's

product to the retailers in a specified area. The company divides this area

into routes. Each route is covered by one unit i.e. one de livery van, one

salesman one driver, one helper etc. These units and godown are their

main investment. Distributors have to invest in empty bottles and crates

too, so t hat they can maintain a specified quantity of reserve stock and

facilitate the quick rotation of glass crates.

RETAILERS

The sale of particular soft drinks depends a lot entirely on retailers wish.

Like if he does not keep Aquafina and if his shop is at the prime location

then certainly the customer with turn towards other cola drinks like Bisleri,

Bailley, Kinley etc. This all goes to prove that retailer is king. So retailers

require special focus from the company. Pepsi Co. helps the retailers to

serve its customer better by providing good margin to them for storing its

product using merchandising to improve in-store product display, installing

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cooling equipment in outlets to make the product ready to drink and offering

different promotion schemes to them time to time to push different brands,

Pepsi Co. Provides a fair margin of RS. 24 per crate to the retailers.

PROMOTION

This includes ad campaigns, sales promotions, new packages and brand

launches. Events this includes sponsoring events at national, state, district

and city level e.g. sports tournaments, rock shows Musical Nights, Dance

competitions, School and college annual festivals etc. Marketing

department at the Unit Office is headed by a Marketing Manager and has

three Marketing Executives.

Advertising & Publicity

Pepsi Co. is one of the biggest and spenders in India. It is also one of the

biggest global ad spenders. It has long a list of endorsers from pop star

Ricky martin to film stars Shahrukh Khan, Amitabh Bacchan etc. & Cricket

stars Sachin Tendulkar, V.V.S Laxman, Harbhajan Singh etc. Hindustan

Thompsom Associates, the biggest advertising agency of India has the

account of Pepsi Co. is known for its board cast as well as non board cast

advertising i.e. hoarding, banners, posters stickers, specialties, hangar,

dealer board, glow signboards, wall painting and news paper. The

expenses on these type of advertising are made at territory or unit level.

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THE COMPETITORS

The main competitor of Pepsi in cold drink industry is Coca- Cola and ithas the highest market shares in cola industry after Pepsi. Coca-cola is

also a multinational company and well-known name. So there is cutthroatcompetition between the two.

The Pepsi faces competition from the other

local brands also. These local brands are cheap in price so they create a

price competition.

THE CUSTOMER

We can classify the customers of Pepsi which are

followings

a) Grocery storesb) Eatery shopsc) Convenience shopd) Other retail shops

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COMPANY OBJECTIVE

Our objective is to deliver sustained growth, through empoweredpeople, acting with responsibility and building trust. Heres whatthis means:

Sustained Growthis fundamental to motivating and measuring oursuccess. Our quest for sustained growth stimulates innovation, places avalue on results, and helps us understand whether todays actions will

contribute to our future. It is about growth of people and companyperformance. It prioritizes making a difference and getting things done.

Empowered Peoplemeans we have the freedom to act and think inways that we feel will get the job done, while being consistent with theprocesses that ensure proper governance and being mindful of the rest ofthe companys needs.

Responsibility and Trustform the foundation for healthy growth. Its

about earning the confidence that other people place in us as individualsand as a company. Our responsibility means we take personal andcorporate ownership for all we do, to be good stewards of the resourcesentrusted to us. We build trust between ourselves and others by walkingthe talk and being committed to succeeding together.

Guiding Principles

This is how we carry out our objective. We must always strive to

Care for customers, consumers and the world we live in.Weare driven by an intense, competitive spirit in the marketplace,but we directthis spirit toward solutions that achieve a win for each of our constituents aswell as a win for the corporation. Our success depends on a thoroughunderstanding of our customers, consumers and communities. Caring

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means going the extra mile. Essentially, this is a spirit of growing ratherthan taking.

Sell only products we can be proud of.The test of our standards isthat we must be able to personally endorse our products withoutreservation and consume them ourselves. This principle extends to everypart of the business, from the purchasing of ingredients to the point whereour products reach the consumers hands.

Speak with truth and candor.We speak up, telling the whole picture,not just what is convenient to achieving individual goals. In addition tobeing clear, honest and accurate, we take responsibility to ensure ourcommunications are understood.

Balance short term and long term.We make decisions that holdboth short-term and long-term risks and benefits in balance over time.Without this balance, we cannot achieve the goal of sustainable growth.

Win with diversity and inclusion. We leverage a work environmentthat embraces people with diverse backgrounds, traits and different ways

of thinking. This leads to innovation, the ability to identify new market

opportunities, all of which helps develop new products and drives our ability

to sustain our commitments to growth through empowered people

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SWOT ANALYSIS

STRENGTH

Pepsi is a well-established co., so it has a good reputation in the

market.

Advertising of Pepsi is much more aggressive than Coke.

Backed by huge promotion at national & international level.

WEAKNESS

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Non-fulfillment of commitments on time, made to shopkeepers.

Incompetent salesman who do not give the schemes in the market

regularly.

Unavailability of various demanded flavors like Mountain Dew &

Mirinda lemon.

Not proper control over distribution network.

OPPURTUNITY

May tie up or liaison with major showrooms, computer centers & restaurant.

Huge publicity of Lemon Miranda /Slice has created a lot of demand.

Company has brand equity in the eyes of customers, so its new

products can easily penetrates in the market.

Untapped market.

THREAT

Threat of competitors new brand entry in the market in near future.

Restrictions made by Govt. agencies that soft drinks are harmful &

non-nutritive.

Natural juice are now available whose price are less or same as soft

drinks.

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CHAPTER -2 PROJECT PROFILE

TRAINING OBJECTIVE

The main objective of the executive training is to find out the impact of

merchandising on sale. Which type of activities performs in merchandising

and how it is affect the sale and the buying decision of the customer.

It is known that the products of cold drink industry are impulse in nature.

Mostly the customer doesnt make any pre decision to buy the cold drink.

So to attract the customer towards it when he goes to the shop, the visibility

is very important. The proper display of the items in the shop simply

attracts the customer and it is a very important part of merchandising.

Because of it the Pepsi spends a huge amount on it like the distribution of

many types of racks, Visi-coolers, Display schemes etc.

Outcome can be in the form of:-

Increase in sales.

Knowledge of products to customer.

Attracting of potential customer.

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MERCHANDISING

First it is important that what the merchandising is, The general mean of

merchandising is to innovate new ideas, which helps to increase the sale

indirectly. A merchandiser can be called a silent salesman because he do

not sale directly but the activities, which he performs, are play a very

important part for increasing the sale. Thats why the companies are

spending a lot of amount on merchandising these days.

Merchandising is purely based on the pull strategy. It affects a lot on the

buying decision of the end user, the customer.

Merchandising is different from advertising because in the former activity

the display of the products and other items attract the concentration of the

customer by saying nothing.

The Pepsi is the market leader in Indian soft drink industry and its products

are impulse in nature. So the role of the merchandising is very important for

it.

Merchandising is the Supply Chain practice of making products in retail

outlets available to consumers, primarily by stocking shelves and displays.

While this used to be done exclusively by the stores' employees, many

retailers have found substantial savings in requiring it to be done by the

manufacturer, vendor, or wholesaler that provides the products to the retail

store.

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In the UK there are a number of organizations that supply merchandising

services to support retail outlets with general stock replenishment and

merchandising support in new stores, an example is Recruit Retail Services.

By doing this, retail stores have been able to substantially reduce the

number of employees needed to run the store.

While stocking shelves and building displays is often done when the product is

delivered, it is increasingly a separate activity from delivering the product. In

Grocery Stores, for example, almost all products delivered directly to the store

from a manufacturer or wholesaler will be stocked by the

manufacturer's/wholesaler's employee who is a full time merchandiser.

Product categories where this is common are Beverage (all types, alcoholic &

non-alcoholic), Packaged Baked Goods (Bread & Pastries), Magazines &

Books, and Health & Beauty products. For major food manufacturers in the

Beverage and Baked Goods industries, their Merchandisers are often the single

largest employee group within the company. For nationwide branded goods

manufacturers such as The Coca-Cola

Company and [PepsiCo], their respective merchandiser work forces number in

the thousands.

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NEED FOR THE STUDY

It is known that the products of cold drink industry are impulse in nature.

Mostly the customer doesnt make any pre decision to buy the cold drink.So to attract the customer towards it when he goes to the shop, the visibility

is very important. The proper display of the items in the shop simply

attracts the customer and it is a very important part of merchandising.

Because of it the Pepsi spends a huge amount on it like the distribution of

many types of racks, Visi-coolers, Display schemes etc.

The aim of this study to find out the impact ofmerchandising on customer buying behavior

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LIMITATION

Lack of the interest of the respondent.

Time constraint

Competitors In merchandising Pepsi is facing competition not onlyfrom the other cold drinks but from the other FMCG brands also. The spacein the shop is limited and every brand wants to be placed where it caneasily visible. Thats why the importance of racks and stands are muchmore for the products of Pepsi.

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CHAPTER -3

REASERCH METHODOLOGY

Research in common refers to a search of knowledge. It can also be

defined as a systematized effort to gain new knowledge. Research is, thus,

an original contribution to the existing stock of knowledge making for its

advancement. It is the pursuit of truth with the help of study observation,

comparison & experiment.Research methodology minimized the degree of

uncertainly involved in the management decisions. Research lays the

structure for decision-marketing.

Type of Research

Descriptive Research: Descriptive research includes surveys and fact-

finding enquiries of different kinds. The major purpose of descriptive

research is description of the state of affairs as it exists at present.

In the survey descriptive research process was carried out to describe

the market characteristics, consumer profiles, distribution strategies, and

market potential.

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Data Source:

During project study the researcher had used both primary as well as

secondary data source. For primary data collection researcher visited

various retailers in Kota & for secondary data he went through Books,

Journals & Internet. The information collected is relevant, correct &

unbiased.

Research Design:

A research design is the arrangement of conditions for collection and

analysis of data in a manner that aims to combine relevance to the

research purpose with economy in procedure. It is the conceptual structure

within which research is conducted; it constitutes the blueprint for the

collection, measurement and analysis of data.

Objective of the study

The researcher followed survey technique for collecting the data. Here, the

researcher carried out information from retailers, have carefully selected

the instrument & methods of surveying as the researcher have chosen

personal contact methods because of higher response rate & meaningful

responses this helped him to get the general feedback.

Research Instrument:

The research instrument used was EDS form. In which market information

detail of each outlet should be filled in EDS form. For this researcher have

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visited each & every outlet & check all the brands & packs of Pepsi are

available or not or which one is available in comparison with Coke &filled it

in EDS forms. In his research process the researcher have used closed

ended & open-ended questionnaire where respondents could answer in

their own manner. Through this the researcher was able to extract

information from the respondents about Pepsis products & the competitors.

Data collection

After a research problem has been defined and research design/planchalked out, the task of data collection begins. The researcher should keep

in mind two types of data, which are given below:-

i. Primary

ii. Secondary

The primary data are those which are collected afresh and for the

first time, and thus happen to be original in character.

The secondary data are those which have been already collected by

someone else and which have already been passed through the statistical

process.

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FINDINGS

75%

25%

Do you Drink Cold Drinks?

Y

N

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60%

40%

Are you Awareness about differentplayers in the coldrinkmarket?

Yes

No

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70%

30%0%

0% Do you have any particular preference

in coldrinks? If yes name them ?

Y

N

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70%

30%

Before Pepsi did you have any other

preference? If yes, reason for switching

to Pepsi ?

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5%10%

45%

40%

Why do you think that you likepepsi?

Price

Brand

Availabilit

Chilled

condition

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60%

40%

Are you attracted by display items of

pepsistore ?

Yes

No

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75%

25%

Does the easy visibility of display items& product make you go for impulse

buying?

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50%

50%

W i l l y o u c h a n g e y o u rp r e f e r e n c ei fpri c e o f p e p s ii nc r e a s e ?Are the schemes given by company affecting the buying decision of customer?Will you change your preference if Pof Pepsi increases?

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60%

40%

Are the schemes given by company

also affecting the buying decision of

customer?

CONCLUSION

In reference to my topic of project The impact of merchandising of

Pepsi coldrink on the consumer buyingbehavior I come to know that

Pepsi is a well-known brand name and customers prefer it Because

of the impulse type of nature the merchandising plays an important

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role. The company timely provides the racks, posters, visi-coolers

and the other items which support to do proper merchandising. There

is a tag line is very popular in cold drink industry, JO DIKHTA HAI

VO BIKTA HAI.

A BOTTLE LOSS TO COKE IS A GAIN TO PEPSI: - The

competition is so strong between the two companies i.e. fighting is on

for each bottle that is to be sold in the market. Competitive bidding

goes on for each & every prestigious outlet in their region.

Monopolizing entries & fat foods joint s is their first priority.

A BOTTLE THAT IS CHILLED IS SOLD: - In the industry it is

considered that a bottle is chilled or putting in cooling compartment is

sold. That is the reason the policy providing triages come up

because according to the contract the shopkeeper has to keep only &

only Pepsis products in the visicooler.

So now the company is focusing more on it to reap the profit.

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SUGGESTION

In reference to my research I came to find out that

merchandising helps in buying decision. Recommendations on the

basis of customer are:

1. Different Schemes should be introduced by which their sale will

increase.

2. Some Gifts should be given to the retailers on giving the large orders

so as to motivate

3. The replacement of the defective bottles should be done effectively

on the time.

4. They regularly check the stock of retailers.

5. If the company want to increase the sales in off season should

increase the more and more schemes in comparison to other

beverages

6. There should be a get together and General Meeting between all the

company employees and retailers every Quarter.

QUESTIONNAIRE

Customer name: .

Address:

Contact no. .

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1) Do you drink Cold Drinks?

Yes/No

2) Are you aware of different players in the Cold Drink Market?

Yes/No

3) Do you have any particular preference in Cold Drinks?

If yes name them.

4) How did you come to know about Pepsi?

a)TV Ads

b)Hoardings

c)Wall Paintings & other display

d) Others

5) Before Pepsi did you have any other preference? If yes, reason for

switching to Pepsi.

6) Why do you think that you like Pepsi?

a) Taste

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b) Price

c) Availability

d) Chilled Condition

7) Are you attracted by the display items of the Pepsi Store?

Yes/No

8)What are the things which attracts you to buy Pepsi when you go to the

shop?a) Pure Racks

b) Pure visi-coolers

c) Huge posters

d) Display in the shelves or counters

9) Does the easy visibility of Display Items and Product makes you go for

impulse buying ?

Yes/ No

10) Will you change your preference if Price of Pepsi increases?

a) Yes

b) No

c) Cannot Say

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11) Do u think that these promotional activities help in affecting consumer

buying behaviour?

Yes/No

12) Are the schemes given by company also affecting the buying

decision of customer?

Yes/No

13) Any suggestions /Advice

.

.

BIBLIOGRAPHY

BOOKS:-

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Text Book of Marketing Management (philip kotler)

Kothari C.R., Research Methodology Methods & Techniques.

GUIDANCE:-

Primary Information collected from Company Guide.

Guidance from faculty guide.

WEBSITES:-

www.pesicoindia.com

www.marketingworld.com

www.google.com
http://www.pesicoindia.com/http://www.pesicoindia.com/

Documents

49942078 Pepsi Report