Channel Distributation of Pepsico

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Dissertation Report
On

“Understanding Distribution Channel System and
Sales Analysis of PepsiCo India Beverages”

At
PepsiCo India Holdings Pvt. Ltd.
Mumbai

Under Guidance
Mr. Miya Imamuddin
(Territory Development Manager of PepsiCo, South Mumbai)

In Partial Fulfillment of the Requirements
For the award of

POST GRADUATE DIPLOMA IN MANAGEMENT

Submitted To Submitted By Pro. Aditi Raut Mr. Anand R. Somani (Project Guide) PGDM – B Roll No - 109

Chetana’s Institute of Management & Research Mumbai

|
DECLARATION

I hereby declare that the Project titled “Understanding Distribution Channel System and Sales Analysis of PepsiCo India Beverages” is original to best to my knowledge & has not published elsewhere. This is for the purpose of partial fulfillment of Chetana’s Institute of Management & Research requirement for the award of the degree of Master of Business Administration.

Acknowledgment

I am indebted to a multitude of persons who have provided me with valuable help during our endeavor of research. The project would not have seen the illumination of the day without the efforts of the many who managed the show in the wings. I am thankful to all people who have put in great efforts and gave me guidance for the successful completion of the project. I am indeed grateful to MR. MANISH SHAH (CUSTOMER EXECUTIVE) for providing me the guidance, advice, constructive suggestions and faith in my ability inspired to perform well who gave me a valuable opportunity of involving our self in studying this project. I am also grateful to PRO.ADITI RAUT (PROJECT GUIDE, CHETANA’S INSTITUTE OF MANAGEMENT & RESEARCH) for providing me the guidance and suggestions wherever needed to fulfilling this project. Preparing a project of this nature is an arduous task and I am fortunate enough to get support from a large number of people to whom we shall always remain grateful. Finally, I thank all those who directly or indirectly contributed to the project.

TABLE OF CONTENTS

EXECUTIVE SUMMARY6
Introduction8
About PepsiCo8
Key Facts:8
Company History:9
Brands11
About PepsiCo India14
Our Mission and Vision18
Our Mission18
Our Vision18
Our Core Values and Principles19
Organizational Values19
Corporate Social Responsibility - India20
Replenishing water20
Waste to Wealth20
Partnership with Farmers21
Healthy Kids21
Understanding Market and Its Distribution Network22
Observation22
Learning’s23

Route Structuring24
Observation25
Learning’s25
Data Gathering26
Learning’s:26
VISI survey, POG (Planogram) and VISI Audit27
Observation:27
Learning’s29
Merchandising and Selling30
Sales Analysis and Forecasting:32
Sales Analysis32
Learning’s36
Sales Forecasting37
MARKET RESEARCH50
DATA ANALYSIS AND PRESENTATION55
Recommendation63
CONCLUSION65

List of Tables

Table 1 - Trend of 7 Up38
Table 2 - Seasonal Variation of 7Up39
Table 3 - Sales39

List of Graphs

Graph 1 - Sales Analysis of Pepsi31
Graph 2 - Sales Analysis of Lemon32
Graph 3 - Sales Analysis of Slice33
Graph 4 - Sales Analysis of Mirinda34
Graph 5 - Sales Analysis of Diet Pepsi34
Graph 6 - Sales Forecasting of 7'Up40
Graph 7 - Sales Forecasting of Pepsi41
Graph 8 - Sales Forecasting of Diet Pepsi42
Graph 9 - Sales Forecasting of Slice44
Graph 10 - Sales Forecasting of Dew45
Graph 11 - Sales Forecasting of Mirinda46
Graph 12 - Sales Forecasting of Lemon47
Graph 13 - Sales Forecasting of Soda48
Graph 14 - Sales Forecasting of Aquafina49
Graph 15 - Purchase55
Graph 16 - Preferred Size Bottle56
Graph 17 - Products...
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