A Project Report on Impact of sales promotion activities on the sales of diet Pepsi

Impact of sales promotion activities on the sales of diet Pepsi

EXECUTIVE SUMMERY

This project report is on the “Impact of sales promotion activities on the sales of diet Pepsi� on retailer to know about the promotional level among the retailers. The project was carried in Mysore with sample size of 200 retailers.

There are two variables dependent and independent variables:

Dependent variable: Sales is dependent variable because when promotional activities are properly confronted to the retailers.

Independent variable: Here independent variable is promotional activities.

Therefore the project is done to convey the promotional activities to the retailers in order to increase the sales.

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Impact of sales promotion activities on the sales of diet Pepsi

STATEMENT OF THE PROBLEM Babasabpatilfreepptmba.com

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Impact of sales promotion activities on the sales of diet Pepsi

UNCATARED MARKET FOR DIET PEPSI IN MYSORE

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Impact of sales promotion activities on the sales of diet Pepsi

PURPOSE OF THE STUDY

TO INCREASE THE BREADTH OF MARKET FOR DIET PEPSI .

SCOPE OF THE STUDY

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Impact of sales promotion activities on the sales of diet Pepsi

The scope of the study is to understand: 1) The reasons behind the uncatared market for Diet Pepsi 2) Can sales promotional activities help in increasing the sales of Diet Pepsi.

3) Service satisfaction level.

LIMITATIONS OF THE STUDY

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Impact of sales promotion activities on the sales of diet Pepsi

1) Due to time constraints the study is restricted only to the retailers and not of consumers.

2) Among the retailers only the following are considered: a. A & B Class bakeries b. Supermarkets c. Provision Stores d. Industries e. Colleges f. Hotels 3) The coverage of objective of the study is limited to the extent of

information given by the company. Inspite of all abovementioned limitations, every effort has been made effectively and report is prepared to the best of my knowledge.

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Impact of sales promotion activities on the sales of diet Pepsi

OBJECTIVE OF THE STUDY

1. To increase the sales of Diet Pepsi through promotional activities.

2. To know the reasons behind the uncatared market for Diet Pepsi.

3. To explore new market for Diet Pepsi.

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Impact of sales promotion activities on the sales of diet Pepsi

CHAPTER - II

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Impact of sales promotion activities on the sales of diet Pepsi

ORGANISATION PROFILE HISTORY Donald M. Kendall, President and Chief Executive Officer of Pepsi-Cola and Herman W. Lay, Chairman and Chief Executive Officer of Frito-Lay found PepsiCo, Inc., through the merger of the two companies. Caleb Bradham, a New Bern, N.C. pharmacist, created Pepsi-Cola in the late 1890s. Frito-Lay, Inc. was formed by the 1961 merger of the Frito Company, founded by Elmer Doolin in 1932, and the H. W. Lay Company, founded by Herman W.Lay, also in 1932.

Herman Lay is chairman of the Board of Directors of the new company; Donald M. Kendall is president and chief executive officer.

Pepsi-Cola began selling its products outside the United States and Canada in the mid-1930s, opening in the United Kingdom in 1936. Operations grew rapidly beginning in the 1950s. Today, PepsiCo beverages are available in more than 170 countries and territories. Brands include Aquafina, Gatorade and Tropicana.

The new company reports sales of $510 million and has 19,000 employees.

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Impact of sales promotion activities on the sales of diet Pepsi

CORPORATE PROFILE PepsiCo is the world leader in convenient food and beverages with 2005 revenues of more than dollar 32 billion and more than 157000 employees.

The company consists of Frito-Lay North America, PepsiCo Beverages North America, PepsiCo International and Quaker Foods North America.

PepsiCo brands are available in nearly 200 countries and territories and generate sales at the retail level of about $85 billion.

Many of PepsiCo's brand names are more than 100-years-old, but the corporation is relatively young. PepsiCo was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana was acquired in 1998 and Pepsi Co merged with Quaker Lays in 2001.

PepsiCo offers product choices to meet a broad variety of needs and preference -- from fun-for-you items to product choices that contribute to healthier lifestyles.

PepsiCo owns some of the world's most popular brands, including Pepsi-Cola, Mountain Dew, Diet Pepsi, Lay's, Doritos, Tropicana, Gatorade, and Quaker. Our brands are available worldwide through a variety of go-to-market systems, including direct store delivery (DSD), broker-warehouse, and food service and vending. .

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Impact of sales promotion activities on the sales of diet Pepsi

PEPSI IN INDIA Pepsi gained entry to India in 1988 by creating a joint venture with the Punjab Government-owned Punjab Agro Industrial Corporation (PAIC) and Voltas India Limited. This joint venture marketed and sold Lehar Pepsi until 1991 when the use of foreign brands was allowed; Pepsi bought out its partners and ended the joint venture in 1994. The brand was trademarked on June 16, 1903, though the drink was first made in 1898, by pharmacist Caleb Bradham.

PEPSI BRANDS AVAILABLE IN INDIA Babasabpatilfreepptmba.com

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Impact of sales promotion activities on the sales of diet Pepsi

1. PEPSI 2. PEPSI CAFÉ CHINO 3. DIET PEPSI 4. 7 UP 5. MIRINDA 6. SLICE 7. MOUNTAIN DEW 8. AQUIFINA 9. LEHAR SODA

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Impact of sales promotion activities on the sales of diet Pepsi

Price of the Product (Diet Pepsi)

250ml sales price Rs.12/- and retailers price Rs. 11/500ml sales price Rs. 20/- and retailers price Rs. 18.67/330ml sales price Rs. 20/- and retailers price Rs. 18.67/ One case contains 24 bottles

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Impact of sales promotion activities on the sales of diet Pepsi

PEPSICO’S MISSION PepsiCo’s mission is “To be the world's premier consumer Products Company focused on convenient foods and beverages. We seek to produce healthy financial rewards to investors as we provide opportunities for growth and enrichment to our employees, our business partners and the communities in which we operate. And in everything we do, we strive for honesty, fairness and integrity.”

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Impact of sales promotion activities on the sales of diet Pepsi

Corporate Citizenship At PepsiCo, we believe that as a corporate citizen, we have a responsibility to contribute to the quality of life in our communities. This philosophy is expressed in our sustainability vision which states: “PepsiCo’s responsibility is to continually improve all aspects of the world in which we operate – environment, social, economic -- creating a better tomorrow than today.”

Our vision is put into action through programs and a focus on environmental stewardship, activities to benefit society, and a commitment to build shareholder value by making PepsiCo a truly sustainable company.

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Impact of sales promotion activities on the sales of diet Pepsi

Executive Office PepsiCo, Inc. 700 Anderson Hill Road Purchase, NY 10577 (914) 253-2000

PepsiCo Headquarters PepsiCo World Headquarters is located in Purchase, New York, approximately 45 minutes from New York City. Edward Durrell Stone, one of America’s foremost architects, designed the seven-building headquarters complex. The building occupies 10 acres of a 144-acre complex that includes the Donald M. Kendall Sculpture Gardens, a world- acclaimed sculpture collection in a garden setting.

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Divisions The company reports their operating results as follows, by divisions: •

Frito-Lay North America (FLNA)

•

PepsiCo Beverages North America (PBNA)

•

Quaker Foods North America (QFNA)

•

PepsiCo International (PI)

PEPSICO REPORTING STRUCTURE PEPSICO

FLNA

PBNA

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QFNA

PI

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Impact of sales promotion activities on the sales of diet Pepsi

COMMITMENT Diversity isn’t just the right thing to do. It’s the right thing to do for our business, and we are committed to making diversity and inclusion a way of life at PepsiCo. In our business, understanding different cultures is a major advantage. In fact, we view diversity as a key to our future. Our brands appeal to an extraordinarily diverse array of customers. And they are sold by an equally diverse group of retailers.

To truly understand the needs of our customers and consumers -- and succeed in the marketplace -- PepsiCo must reflect that diversity in our employees, our suppliers and in everything we do.

Offering a workplace where diversity is valued helps us build the top-quality workforce so crucial to our success -- by enabling us to attract and retain great people from a wide spectrum of backgrounds.

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Impact of sales promotion activities on the sales of diet Pepsi

Community We are committed to celebrating and supporting diversity in our community through our corporate giving and community programs. PepsiCo gives to the community through the PepsiCo Foundation, the PepsiCo Community Affairs Department and PepsiCo divisions. The PepsiCo Foundation and our operating divisions gave grants to more than 1,000 community organizations, of which a significant portion were organizations championing diversity. We also support organizations through gifts in-kind, such as product, premiums, printing, meeting arrangements, equipment donations, and

support

conventions, journals and meetings.

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of

events,

Impact of sales promotion activities on the sales of diet Pepsi

Customers We are committed to marketing our products to all groups, treating all customers with respect, sensitivity and fairness, while providing some of the greatest products on earth. Early in its history -- as far back as the 1940s -Pepsi-Cola recognized the importance of diversity. Pepsi pioneered targeted marketing and national lifestyle advertising featuring minorities. We developed education and sports programs spotlighting minorities. We partnered with many groups to create programs that contribute to minority communities. We sponsored major music tours by entertainers such as Tina Turner. We support minority media and interests. Over the years, our success has been recognized with numerous awards. Most importantly, our products are purchased and enjoyed by all groups of consumers.

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Shareholders

PepsiCo (symbol: PEP) shares are traded principally on the New York Stock Exchange in the United States. The company is also listed on the Amsterdam, Chicago, Swiss and Tokyo stock exchanges. PepsiCo has consistently paid cash dividends since the corporation was founded.

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PEPSI CO’s Sustainability vision “PepsiCo responsibility is to continuously improve all the aspects of the world in which they are operating i.e. that is environment social and economical with an intension of creating better tomorrow than today”.

This is the core part of the vision.

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ENVORONMENTAL POLICY 1. PepsiCo complies with applicable legal and regulatory requirements and companies standards and conduct regular audits to verify compliance 2. PepsiCo annually review companies performance in implementing the policy 3. PepsiCo reviews policy periodically and updates as needed.

4. It considers potential environmental impacts in daily decision making process 5. Pepsi co applies sound environmental management practices.

6. Pepsi encourages conservation of natural resources, recycling and pollution control to ensure cleaner air and water 7. Pepsi co monitors emerging issues and keep abreast of regulatory changes technological innovation and stakeholders interest.

8. PepsiCo works with licensed bottler’s suppliers and customers top reduce environmental impacts on its product throughout their life cycle.

As the part of their environmental policy Pepsi Co India has 1. Donated generously to the Tsunami victims.

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Impact of sales promotion activities on the sales of diet Pepsi 2. The company has also developed a Teppada village NH-4 Begur surrounding Nelamangala Plant and the company has also been providing free water to this village.

PEPSI CO’s SALES VISION:

“To build an exceptional customer focused sales team, which will consistently exceed customer expectations by delivering executional excellence in the market place through best selling systems and process.”

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HONOURS FOR 2006 •

PepsiCo named winner of the best-integrated marketing campaign during the Globes Awards sponsored by the Marketing Agencies Association (MAA) Worldwide. Pepsi Wins Award for Indian Cricket World Cup Campaign by Marketing Agencies Association Worldwide.

•

PepsiCo Recognized as one of the "20 Most Influential Multi-Nationals in China." by China Business News.

•

Institutional Investor Releases 'Best CEOs' list; Reinemund Tops Beverage Leaders.

•

Chinese College Students Name Pepsi among Top Ten Brands.

•

Fortune Magazine calls PepsiCo "one of the best run companies in the country.”

•

PepsiCo Wins Sam’s Club ‘Supplier of the Year’ Award.

•

Institutional Investor Identifies PepsiCo as one of America’s Most Shareholder-Friendly Companies.

•

PepsiCo Ranks as 15th Most-Admired Company on Fortune's List of the Top 20.

•

Gatorade Mexico Named Wal-Mex 'Supplier of the Year'.

•

PepsiCo Officially Observes $100 Billion Market Cap Milestone.

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Impact of sales promotion activities on the sales of diet Pepsi

Distributional Channel of PepsiCo India (COBO’s)

FACTORY

DISTRIBUTORS

RETAILERS

CONSUMERS

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Impact of sales promotion activities on the sales of diet Pepsi

ORGANISATIONAL CHART OF PEPSICO INDIA

BUGM (CEO)

ED

NOMU

SOMU

COMU

EOMU

WOMU

(MUM)

(MUM)

(MUM)

(MUM)

(MUM)

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Impact of sales promotion activities on the sales of diet Pepsi BUSINESS UNIT GENERAL MANAGER (BUGM):Mr. RAJEEV BAKSHI EXECUTIVE DIRECTOR (ED): Mr.TANMYA VATS NORTH OPERATIONS MARKET UNIT (NOMU): SOUTH OPERATIONS MARKET UNIT (SOMU): CENTRAL OPERATIONS MARKET UNIT (COMU): EAST OPERATIONS MARKET UNIT (EOMU): WEST OPERATIONS MARKET UNIT (WOMU): MARKET UNIT MANAGER (MUM): THE MUM FOR SOMU: - Mr. VENKATSHANKAR

Note: • •

Each market unit has a manager called as Market Unit Manager (MUM).

Represents flow of Authority.

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Impact of sales promotion activities on the sales of diet Pepsi

SOUTH OPERATIONS MARKET UNIT (SOMU)

SOMU

CHENNAI (UM)

MADURAI (UM)

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KARNATAKA (UM)

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Impact of sales promotion activities on the sales of diet Pepsi

The South operations Market Unit is been divided into three parts they are 1) Chennai 2) Madurai 3) Karnataka Each unit has a Unit Manager, which is also called as the Vice President.

These Unit Managers report to their respective Market unit Manager (MUM) Mr. Venkatshankar

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Impact of sales promotion activities on the sales of diet Pepsi

KARNATAKA UNIT ∗ LMP

UNIT MANAGER (UM) (Mr. JAYA CHANDRAN)

TDM

ADC

TDM

ADC

TDM

ADC MDC

CE’s

CE’s

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CE’s

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Impact of sales promotion activities on the sales of diet Pepsi

Contd….

For Karnataka Unit there are: •

1Line plant manager

•

1 Unit Manager (UM)

•

3 Territory Development Managers (TDMs)

•

3 Accounts Development Manager (ADCs)

•

1 Market Development Manager (MDC) and

•

Customer Executives (CEs)

∗If the Unit Manager / Vice president has Sales as well Operational power then he reports to Line Plant Manager as well as the respective Market Unit Manager but if the Unit Manager has only sales power then he has to report to the Line Plant Manager who in-turn reports to the Market Unit Manager.

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DIVISION OF KARNATAKA UNIT

The entire Karnataka unit is divided into 3 territories and accordingly one Territory Development Manager is been assigned to each territory: -

1) Up Country – it refers to the places outside Bangalore i.e. Mysore, Mangalore, Tumkur, Ramnagar, Kolar etc.

2) Kormangala

3) Yeshwantpura

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Impact of sales promotion activities on the sales of diet Pepsi FUNCTIONS OF ACCOUNTS DEVELOPMENTCO-ORDINATOR (ADC):

The function of ADC is developing the new accounts i.e. adding up new retailers to the existing market list.

He is concerned with sales department only.

FUNCTIONS OF MARKET DEVELOPMENT CO-ORDINATOR (MDC):

The function of MDC is to develop new market.

He purely undertakes marketing activities.

Note: The ADC and the MDC are only the supportive functions between the TDMs and CEs.

Together with the TDM the Karnataka Unit also has a MDM Mr. ABDUL ASHIQ

The TDM takes care of sales activities in its region and the MDM is concerned with marketing functions.

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PLANT DETAILS

PLANT

ACCOUNTS

LOGISTICS

QUALITY CONTROL

The plant is divided into three departments, 1) ACOUNTS 2) LOGISTICS 3) QUALITY CONTROL

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Impact of sales promotion activities on the sales of diet Pepsi 1) ACCOUNTS: - This is one the big department which consists of the financial operations of the company. It consists of maintenance of accounts, the provision given to the retailers for the promotion activities carried on by them. This department also deals with the provision of coolers and any complaints with regard to it and other financial requirements of the company.

2) LOGISTICS: - This department is concerned with transportation of the products (bottles) to the distributors.

3) QUALITY CONTROL: - This department/unit takes care that the product released are of standard quality according to the companies norms provided

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Impact of sales promotion activities on the sales of diet Pepsi

TYPES OF OPERATIONS UNDERTAKEN BY THE COMPANY: -

Pepsi India Holdings, the intermix of company-owned bottling operations (COBOs) and franchisee owned bottling operations (FOBOs) within the market units will help in providing a senior resources pool of line and staff managers, impact both COBOs and FOBOs, and enable transference of best practices both ways.

The company undertakes two types of operations they are:1) Company Owned Bottling Operations (COBO) 2) Franchise Owned Bottling Operations (FOBO)

1) Company Owned Bottling Operations (COBO): COBO refers to the operations directly carried by the company. There are Three COBOs in South India; they are in Chennai, Madurai and in Karnataka. These COBOs have to work under the guidelines by the PepsiCo New York.

2) Franchise Owned Bottling Operations (FOBO): FOBO refers to the operations carried by the franchise.

Contd…………

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COBOs/FOBOs organizations cut across disparate territories and helped in building a substantial distribution network. The organization structure in the market units is being reconfigured to reflect geographic continuity and tap new market opportunities.

The objective of the exercise is to increase distribution of the company's products, gain greater flexibility to leverage resources and share best practices.

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Impact of sales promotion activities on the sales of diet Pepsi

DISTRIBUTORS IN MYSORE

There are six distributors in Mysore they are,

1. Blue star marketing.

2. Sahara Enterprise.

3. Tippu Taj 4. Renuka 5. N. S. Enterprise 6. S. D. Enterprise

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Impact of sales promotion activities on the sales of diet Pepsi

Among the six distributors three are working over 50,000 AOP and three are below 50.000 AOP.

Note: •

The unit 50,000 is in cases

•

AOP is the Annual Sales Target to be achieved by each Distributor.

The following are the distributors who are classified under and below AOP.

OVER 50,000 AOP

BELOW 50,000 AOP

BLUE STAR MARKETING

SAHARA

TIPPU TAJ

RENUKA

N.S.

S. D.

NUMBER OF UNITS POSSESED BY EACH DISTRIBUTOR.

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Impact of sales promotion activities on the sales of diet Pepsi 1. Blue star marketing

-

4 UNITS

2. Sahara Enterprise

-

2 UNITS

3. Tippu Taj

-

4 UNITS

4. Renuka

-

2 UNITS

5. N. S. Enterprise

-

3 UNITS

6. S. D. Enterprise

-

2 UNITS

Units refer to the vehicles in which the products are delivered.

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Impact of sales promotion activities on the sales of diet Pepsi

Factors influencing the assignment of areas to distributors salesman 1. An average number of outlets the sales man can effectively work on. A sales man can handle 40 outlets on an average effectively in a day.

2.

Depending on the frequency of a particular route. The distributors follow two types of frequencies they are,

•

Daily

•

Alternate days.

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EIGHT IMPORTANT STEPS:

The following are the 8 important steps followed by the customer executives (C.E.s):

1. PREPARATION 2. WISHING CUSTOMERS 3. SHOP INSPECTION 4. CHECKING FOR THE STOCKS WHICH ARE TO BE PLACED 5. INFORMING THE RETAILER ABOUT THE STOCKS WHICH ARE TO BE PLACED. 6. EXECUTION OF THE ORDERS. 7. RE-EXAMINATION. 8. CONVINCING SKILLS.

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PRODUCT DETAILS

Diet Pepsi is a low-calorie carbonated cola. It was introduced in 1965 as a variant of Pepsi-Cola with no sugar. Its current formula contains the artificial sweetener aspartame, and it is marketed as calorie-free.

In some countries, Diet Pepsi is known as Pepsi Light. This is not to be confused with an earlier U.S. product of the same name which was essentially 1970s Diet Pepsi with lemon flavoring.

Although Diet Pepsi contains caffeine, another version is available without caffeine.

Additional variations of Diet Pepsi have been introduced over the years, wherein other flavors (such as wild cherry, vanilla, lemon, and lime) have been added to the cola; their availability and brand identification vary by country.

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Impact of sales promotion activities on the sales of diet Pepsi

PROMOTION

This one of the strategies adopted by the companies to increase the sales and also to develop the market,

Promotions can be of two types •

Sales promotion

•

Consumer promotion

Sales promotion: the promotion activities purely carried out to attract the retailers to place orders.

Consumer promotion: The promotion activities carried out to increase the consumption by giving various free bees.

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Impact of sales promotion activities on the sales of diet Pepsi

DETAILS ON THE PROMOTIONS CARRIED ON PEPSI DIET

SALES PROMOTION:As a sales promotion the company undertook the following activities 1. On 250 ml Pepsi Diet (NRGB - Non Retainable Glass Bottles) If the retailer purchased one case of 250 ml Pepsi Diet then he will get two bottles of 250 ml free on it 2. On 500 ml(100 ml free) Diet Pepsi If the retailers purchased one case of 500 ml Diet Pepsi then he is eligible to get three bottles of 500 ml free on it.

3. On Can (330 ml) If the retailers purchased one case of Diet Pepsi Can then he is eligible to get three Cans free on it.

Note: - These offers will be limited to a particular period only.

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Impact of sales promotion activities on the sales of diet Pepsi

CONSUMER PROMOTION

The company has undertaken consumer promotion activity like:-

1.

On 500 ml(100 ml free) Pepsi Diet The promotion activity carried on is 5 + 1 i.e. if a consumer purchases five bottles of 500 ml he receives one bottle free.

2. On Can (330 ml): The promotion activity carried on is 5 + 1 i.e. if a consumer purchases five Cans of 330 ml he receives one Can free.

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Impact of sales promotion activities on the sales of diet Pepsi

PURPOSE OF THE PROMOTION

The purpose of this Promotion is to increase the trails and convert them to Diet customers.

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Impact of sales promotion activities on the sales of diet Pepsi

SAMPLING

The sample size used for the survey is 200 retailers. It includes, 1. BAKERIES (A and B class) 2. SUPER MARKETS 3. INDUSTRIES 4. COLLEGES 5. HOTELS

This sample size was identified because they were the means of reaching consumers.

Sampling frame: It was the route planner provided by the company.

Sampling method:

Judgment sample method was used which is type of Non probability sample. It refers to a sampling method in which chance selection procedures are not used.

Judgment sample refers to the one in which there is an attempt to draw a representative sample of the population using Judgmental selection procedure.

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Impact of sales promotion activities on the sales of diet Pepsi

Research Design

The Research design was divided into two parts they are 1. Survey 2. Implementation

The six days of the week were divided as three days for survey and three days for implementation.

Survey:

As per the route planner provided by the company the survey

was conducted through questionnaire.

During the survey we found out that there are three types of outlets selling cold drinks they are, •

PEPSI MONOPOLY

•

CCX MONOPOLY

•

MIXED

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Impact of sales promotion activities on the sales of diet Pepsi

Implementation: After the survey implementation was carried out. In this procedure 1. The orders were taken after sorting out the retailers enquiries.

2. Then these orders were placed to the distributors and ensured that the stock got delivered on time 3. It was seen that the stock was displayed as per Pepsi Standards i.e. 12 – warm display with front facing 12 - Cold Display

DATA COLLECTION METHOD: SURVEY

DATA COLLECTION TECHNIQUE: QUESTIONAIRE

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Impact of sales promotion activities on the sales of diet Pepsi

CHAPTER - III

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Impact of sales promotion activities on the sales of diet Pepsi

FINDINGS AND RESULTS

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Impact of sales promotion activities on the sales of diet Pepsi

FINDINGS

THE GRAPH SHOWING THE NUMBER OF RESPONDANTS SELLING AND NOT SELLING DIET BEFORE THE SURVEY

150

129

NUMBER 100 OF OUTLETS 50 0

71 Series1 NOT SELLING SELLING RESPONDANTS

CHART 1

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Impact of sales promotion activities on the sales of diet Pepsi

Contd…

EXPLAINATION:-

Chart 1 clearly shows that •

129 outlets were not selling Diet PEPSI

•

71 were selling Pepsi Diet

The reasons behind this were:-

1. Some retailers thought that Diet will not move in their outlet as customers were unaware and there were no enquiries 2. Some areas are underdeveloped, and from our survey I feel that Pepsi Diet is the product which will move in the upper middle class locality 3. The other reason was that the supply of Diet was stopped in Mysore for a particular period, so these retailers did not knew about the of Diet Pepsi availability now.

4. When visited colleges the price of Diet was a problem. As many canteen owners said that if the price would be Rs. 10 it could be better.

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Impact of sales promotion activities on the sales of diet Pepsi

RESULTS

UNITS IN CASES

SALES REPORT 100 80 60 40 20 0

250 ml NRGB 500 ml 330 ml Can APRIL MAY JUNE MONTHS CHART 2

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Impact of sales promotion activities on the sales of diet Pepsi

Explanation:Chart 2 shows the number of cases sold before and during my project.

The figures indicate the number of cases sold from April to June and each case consist of 24 bottles/tins.

When we look at the chart2 we get a clear picture of sales raising in the month of May (178 cases) compared to the sales figure of April (90 cases).

There was a drastic fall in the month of June (85 cases) as the monsoon already hit Mysore in the first week of June.

The sales figure of July was not available as my project completed in the mid of July and the sales results/figures will be available only at the end of the month.

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Impact of sales promotion activities on the sales of diet Pepsi CALCULATION OF PERCENTAGE INCREASE IN SALES

APRIL

MAY

% Increase

NRGB

20

82

60.78%

500 ml

25

75

50%

Can

55

21

-

Working:1. For NRGB:When: Total sales 102 (20 + 82) Incremental sales 62 (82-20) Therefore, for 100 cases Incremental sales will be= 100 x 62

= 60.78%

102 2. For 500 ml When: Total sales 100 (25 + 75) Incremental sales 50 (75-25) Incremental sales will be= 100 x 50

= 50%

100

ACHIEVEMENTS: The achievement is in the form of new outlets opened for Pepsi Diet.

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Impact of sales promotion activities on the sales of diet Pepsi They are as follows:Name of the outlet

Location

1. V.B Bakery,

Sayyaji Road

2. Manjunath Bakery

Ballal Circle

3. Kannan Bakery

J.C Main Road

4.Surya Bakery, 5.Bake Land

Ganesh temple N.R Mohalla Shivaji Road N.R Mohalla Shantinagar

6.Karnataka Bakery 4th stage Kuvempunagar 7.Anurag Bakery, Kuvempunagar 8.Dharwad Bakery, 9.Aroma Bakery, r

Kuvempunagar

10.Dharwad Bakery,

Saraswatipuram

11.Vinayaka Stores,

Vinayaka Nagar

12.New Subbana store 13.Omkar Stores

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K.D.Road Jayalakshmipuram High Tension Road

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Impact of sales promotion activities on the sales of diet Pepsi 14.Sri Mahadeshwara Enterprises

Hebbal 2nd Stage

15.Sri Maruti Stores

Hebbal 2nd Stage 1st cross Vijaynagar 19th main

16.Deepam stores

Hampi Circle Vijaynagar 17.Sri Krishna Bakery New Kantharai Urs Road 18. Sweet Junction Arvindanagar 19.Aishwarya Bakery, 20.Sarigama Bakery,

Vivekananda Nagar

21.Muthappa Bakery,

Andholana Circle Ramkrishna Nagar

22.Ruby Bakery,

Ramkrishna Nagar

23.Sri Ragavendra Iyengar Bakery

T.K.Layout

24.Sri Ranga Iyengar Bakery

T.K.Layout

25.Kavitha Bakery,

T.K.Layout

SUGGESTIONS

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Impact of sales promotion activities on the sales of diet Pepsi 1.

Print Media: - Print Media plays an important role after electronic media, because in the electronic media advertisements will be of hardly one minute and may not convey the full details. Pamphlets should be used as well as newspapers.

2. Hoardings:- Hoardings is also referred to print media but the difference is that it should be displayed properly on the road side where it can catch publics eye.

3. Canvassing:- As Diet is the product which can very well move into the youth so canvassing should be done around the colleges and around/in the companies where the youths are working like Infosys, L&T etc and even nearby colleges

4.

Free Sampling to software company/ company employees

5. Giving free liquid of 50 ml with same pricing on an NRGB

6. In place of giving of schemes like 100 ml free reduce its price to Rs 10

COST OF THE SUGGESTIONS

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Impact of sales promotion activities on the sales of diet Pepsi PRINT MEDIA: The cost of print media will be less and it is a means of mass communication.

Hoardings:- It is one time investment and can be displayed till maximum days. So investing into this is not a wrong decision.

Canvassing:- Though it is costly but it plays as an important role in displaying the product because it will be face to face communication.

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Impact of sales promotion activities on the sales of diet Pepsi

CHAPTER - IV

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Impact of sales promotion activities on the sales of diet Pepsi

QUESTIONNAIRE

1) NAME and ADDRESS :-

2) Do you sell Pepsi Diet YES

NO

if no why Supply Problem

No Demand

No idea about such a product

If yes is it properly displayed?

YES

NO

3) Channel of awareness Salesman

Advertisement

4) Do you know about the promotional awareness activities Sales promotion

Consumer promotion

5) Would you like to sell diet Pepsi YES

NO

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Impact of sales promotion activities on the sales of diet Pepsi

6) Are you satisfied by the services offered by Pepsi YES

NO

7) How often would you like Pepsi supplier visit you 1-2 times a week

More than 2 times a week

Once in fifteen days

8) What kind of sales promotional activities other than margins would you like from the Pepsi distributor.

COMMENTS

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Impact of sales promotion activities on the sales of diet Pepsi

BIBLOGRAPHY

The information needed to complete this project was directly from,

EXTERNAL GUIDES: -

Mr. RAVINDRA PAI ADC PepsiCo INDIA Mr. SASANK C.E. PepsiCo INDIA (MYSORE)

WEBSITE: -

www.pepsico.com

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