To study and analyses pre sale order booking system

Summer project submitted

In

Partial Fulfilment of the Requirements for the Award of

Post Graduate Diploma in Management
(Recognized by AICTE, Ministry of HRD, Govt. of India)

Submitted By Under the guidance of

PRANJAL RAI DILIP GAIKAWAD

Roll No.0911F042

PRIST UNIVERSITY
POONA SCHOOL OF BUSINESS
PUNE

1
 DECLARATION

I hereby declare that the project work entitled is an original and bonafide work done by me. This
project is being submitted in partial fulfillment for award of degree of M.B.A. from “POONA
SCHOOL OF BUSINESS”, Pune Maharashtra .

The content of this report is based on the information collected by me

during my tenure at India Holdings Pvt Ltd Pune .

PRANJAL RAI

0911F042

POONA SCHOOL
OF BUSINESS

PUNE

2
 Certificate

This is to certify that the summer project titled “To Study An Analyse Presale Booking
System” being submitted by Mr. Pranjal rai student of Integrated Academy of
Management and Technology, Ghaziabad in partial fulfillment of the requirements for the
award of Post Graduate Diploma in Business management has been completed under the
supervision of Mr. Mohit Singh TDM during the period from May15, 2008 To July 15,
2008 with marketing in our organization.
The work has not been submitted to any other institution or University for the award of
any degree/diploma to the best of our knowledge.

In this period his conduct and performance was found good. He has taken keen interest in
fulfilling task.

We wish him all success in his future endeavors.

Ajay Sharma
Deputy Manager- Personal

INDIA HOLDING PVT LTD

PUNE

3
 Certificate from Faculty Guide

This is to certify that Mr. PRANJAL RAI (Roll No.O911F042), a

student of M.B.A. has successfully completed his/her summer
project titled “G.T.M.” & “TO STUDY AND ANALYSE PRE SALE
BOOKING SYSTEM” for the period from. 20 Jan TO 05 march

This project is submitted by Mr. PRANJAL RAI in partial

fulfillment of the requirements for. M.B.A.

The project is submitted following my approval and satisfies the

rules and guidelines defined by INMANTEC for the project.

Prof. DILEEP GAIKAWAD

Project Guide

Dated: ___________

4
 Acknowledgement

This project report bears the imprint of those who had rendered their whole hearted support and
encouragement without whose help this effort of mine would be in vain.

I express my deep sense of gratitude and sincere thanks to Mr. Dilip Gaikawad Faculty Guide
for his continuous support, encouragement, guidance throughout the duration of project.

I am very thankful to my project guide Mr. Mohit singh TDM for his directions, suggestion and
information provided which was of utmost importance for the successful completion of the
project.

I am thankful Mr. Mohit Singh India Holdings Pvt Ltd for giving me opportunity to work with
them. I am thankful to Mr. Vikash Kumar ADC, Mr. Sanjay Sharma, and the sales and
distribution team of Pearl drinks Ltd for their support.

P
RANJAL RAI

5
 CONTENT

S.No. Topic Page No.

1 Acknowledgement
2 Declaration
3 Executive Summary 1

4 Company Profile 2

5 Introduction 16

6 Objective 22

7 Research methodology 23

8 Data interpretation 24

9 Finding 32

10 Suggestion and Conclusion 35

11 Appendix -1 Questionnaire 36

12 Bibliography 39

6
 Executive summary

In summers with rise in mercury level the demand for cold drink springs up to quench the
thirst of millions of people. As competition is on its apex between two major cold drink
giants’ PepsiCo and coca cola they are trying to catch every customer with their wide
range of products and making these available everywhere. For this distribution system is
main area of focus.

This project deals with PepsiCo new distribution technique called Pre sale order booking
system. As Pepsi got a wide range products and no. of SKU is increasing day by day.
Main objective of this scheme is making Pepsi range available everywhere. It is important
to select right retailer and build good relation with them to ensure availability of products
in retail shops, which is a very important aspect of this business. Retailers and PSR are
very important part of this system. For this reason the project was assigned to me, titled as
G.T.M.. For that I prepared a questionnaire for retailer to collect relevant information.

7
 CHAPTER-1

INDUSTRY PROFILE

8
 International

Pepsi Company is a large conglomerate with interests in manufacturing, marketing and selling a
wide variety of carbonated and non-carbonated beverages, as well as salty, sweet and grain-based
snacks, and other foods. PepsiCo is a world leader in convenient snacks, foods and beverages,
with revenues of more than $39 billion and over 185,000 employees.

PepsiCo International (PI)

PI includes all PepsiCo businesses in the United Kingdom, Europe, Asia, Middle East and Africa.

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 Chicago and Swiss stock exchanges. PepsiCo
has consistently paid cash dividends since the corporation was founded.

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.

PepsiCo Headquarters

PepsiCo World Headquarters is located in Purchase, New York, approximately 45 minutes from
New York City. The seven-building headquarters complex was designed by Edward Durrell
Stone, one of America's foremost architects. 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.

Company leadership

9
PepsiCo's History Timeline

PepsiCo, Inc. is founded by Donald M. Kendall, President and Chief Executive Officer of Pepsi-
Cola and Herman W. Lay, Chairman and Chief Executive Officer of Frito-Lay, through the
merger of the two companies. Pepsi-Cola was created in the late 1890s by Caleb Bradham, a New
Bern, N.C. pharmacist. 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. The new company reports sales of $510 million
and has 19,000 employees.

PepsiCo brands are available in nearly 200 countries and generate sales at the retail level of more
than $98 billion. Some 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 PepsiCo merged with The Quaker Oats
Company, including Gatorade, in 2001 Headquartered in Purchase, New York, with Research
and Development Headquarters in Valhalla, NY, The Pepsi Cola Company began in 1898, but it
only became known as PepsiCo when it merged with Frito Lay in 1965. Until 1997, it also owned
KFC, Pizza Hut, and Taco Bell, but these fast-food restaurants were spun off into Tricon Global
Restaurants, now Yum! Brands, Inc. PepsiCo purchased Tropicana in 1998 and Quaker Oats in
2001.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.”

The company consists of

10
PepsiCo Americas Foods (PAF)

PAF includes Frito-Lay North America, Quaker Foods North America and all Latin America
food and snack businesses, including Sabritas and Gamesa businesses in Mexico.

Frito-Lay and Pepsi Join

In February 1965, the Board of Directors for Frito-lay, Inc. and Pepsi-Cola announced a plan for
the merger of the two companies. On June 8, 1965, the merger of Frito-Lay and Pepsi-Cola
Company was approved by shareholders of both companies, and a new company called PepsiCo,
Inc. was formed. At the time of the merger, Frito-Lay owned 46 manufacturing plants
nationwide, had more than 150 distribution centers across the United States, and was listed on the
New York Stock Exchange.

Frito-Lay North America and Frito-Lay International

PepsiCo's snack food operations had their start in 1932 when two separate events took place. In
San Antonio, Texas, Elmer Doolin bought the recipe for an unknown food product – a corn chip
– and started an entirely new industry. The product was Fritos brand corn chips, and his firm
became the Frito Company.

That same year in Nashville, Tennessee, Herman W. Lay started his own business distributing
potato chips. Mr. Lay later bought the company that supplied him with product and changed its
name to H.W. Lay Company. The Frito Company and H.W. Lay Company merged in 1961 to
become Frito-Lay, Inc.

Today, Frito-Lay brands account more than half of the U.S. snack chip industry.

PepsiCo began its international snack food operations in 1966. Today, with operations in more
than 40 countries, it is the leading multinational snack chip company, accounting for more than
one quarter of international retail snack chip sales. Products are available in some 120 countries.
Frito-Lay North America includes Canada and the United States. Major Frito-Lay International
markets include Australia, Brazil, Mexico, the Netherlands, South Africa, the United Kingdom
and Spain.

Often Frito-Lay products are known by local names. These names include Matutano in Spain,
Sabritas and Gamesa in Mexico, Elma Chips in Brazil, Walkers in the United Kingdom and
others. The company markets Frito-Lay brands on a global level, and introduces unique products
for local tastes.

Major Frito-Lay products include Ruffles, Lay's and Doritos brands snack chips. Other major
brands include Cheetos cheese flavored snacks, Tostitos tortilla chips, Santitas tortilla chips, Rold

11
Gold pretzels and SunChips multigrain snacks. Frito-Lay also sells a variety of snack dips and
cookies, nuts and crackers.

Quaker Foods North America

The Quaker Oats Company was formed in 1901 when several American pioneers in oat milling
came together to incorporate. In Ravenna, Ohio, Henry D. Seymour and William Heston had
established the Quaker Mill Company and registered the now famous trademark. Seymour
wanted his product to be a symbol of honesty, integrity and strength. The figures of a man in
Quaker clothes became the first registered trademark for breakfast cereal and remain the hallmark
for Quaker Oats today. In Cedar Rapids, Iowa, John Stuart and his son, Robert, and their partner,
George Douglas, operated the largest cereal mill of the time. Ferdinand Schumacher, known as
"The Oatmeal King," had founded German Mills American Oatmeal Company in 1856.

Combining The Quaker Mill Company with the Stuart and Schumacher businesses brought
together the top oats milling expertise in the country as The Quaker Oats Company. The first
major acquisition of the company was Aunt Jemina Mills Company in 1926, which is today the
leading manufacturer of pancake mixes and syrup.

In 1986, The Quaker Oats Company acquired the Golden Grain Company, producers of Rice-A-
Roni.

PepsiCo merged with The Quaker Oats Company in 2001. Its products still have the eminence of
wholesome, good-for-you food, as envisioned by the company over a century ago.

PepsiCo Americas Beverages (PAB)

12
PAB includes PepsiCo Beverages North America and all Latin American beverage businesses.

Pepsi-Cola North America and PepsiCo Beverages International

Caleb Bradham, a New Bern, North Carolina druggist, who first formulated Pepsi-Cola, founded
PepsiCo’s beverage business at the turn of the century. Today consumers spend about $33 billion
on Pepsi-Cola beverages. Brand Pepsi and other Pepsi-Cola products – including Diet Pepsi,
Pepsi-One, Mountain Dew, Slice, Sierra Mist and Mug brands – account for nearly one-third of
total soft drink sales in the United States, a consumer market totaling about $60 billion.

Pepsi-Cola also offers a variety of non-carbonated beverages, including Aquafina bottled water,
Fruitworks and All Sport.

In 1992 Pepsi-Cola formed a partnership with Thomas J. Lipton Co. Today Lipton is the biggest
selling ready-to-drink tea brand in the United States. Pepsi-Cola also markets Frappuccino ready-
to-drink coffee through a partnership with Starbucks.

In 2001 SoBe became a part of Pepsi-Cola. SoBe manufactures and markets an innovative line of
beverages including fruit blends, energy drinks, dairy-based drinks, exotic teas and other
beverages with herbal ingredients.

Outside the United States, Pepsi-Cola soft drink operations include the business of Seven-Up
International. Pepsi-Cola beverages are available in about 160 countries and territories.

Pepsi-Cola began selling its products internationally in 1934 with its operations in Canada.
Operations grew rapidly beginning in the 1950s. In addition to brands marketed in the United
States, major products include Mirinda and Pepsi Max. Pepsi-Cola North America includes the
United States and Canada. Key international markets include Argentina, Brazil, China, India,
Mexico, Philippines, Saudi Arabia, Spain, Thailand and the United Kingdom. PepsiCo Beverages
International also produces, sells and distributes Gatorade sports drinks as well as Tropicana and
other juices internationally.

Pepsi-Cola provides advertising, marketing, sales and promotional support to Pepsi-Cola bottlers
and food service customers. This includes some of the world's best-loved and most-recognized
advertising. New advertising and exciting promotions keep Pepsi-Cola brands young.

13
The company manufactures and sells soft drink concentrate to Pepsi-Cola bottlers. The company
also provides fountain beverage products.

Gatorade/Tropicana North America

Anthony Rossi as a Florida fruit packaging business founded Tropicana in 1947. The company
entered the concentrate orange juice business in 1949, registering Tropicana as a trademark.

In 1954 Rossi pioneered a pasteurization process for orange juice. For the first time, consumers
could enjoy the fresh taste of pure not-from-concentrate 100% Florida orange juice in a ready-to-
serve package. The juice, Tropicana Pure Premium, became the company’s flagship product.

In 1957 the name of the company was changed to Tropicana Products, headquartered in
Bradenton, Florida. The company went public in 1957, was purchased by Beatrice Foods Co. in
1978, acquired by Kohlberg Kravis & Roberts in 1986 and sold to The Seagram Company Ltd. in
1988. Seagram purchased the Dole global juice business in 1995. PepsiCo acquired Tropicana,
including the Dole juice business, in August 1998.

Today the Tropicana brand is available in 63 countries. Principal brands in North America are
Tropicana Pure Premium, Tropicana Season’s Best, Dole Juices and Tropicana Twister.
Internationally, principal brands include Tropicana Pure Premium and Dole juices along with
Frui'Vita, Loóza and Copella. Tropicana Pure Premium is the third largest brand of all food
products sold in grocery stores in the United States.

Gatorade sports drinks were acquired by the Quaker Oats Company in 1983 and became a part of
PepsiCo with the merger in 2001. Gatorade is the first isotonic sports drink. Created in 1965 by
researchers at the University of Florida for the school's football team, "The Gators," Gatorade is
now the world's leading sports drink

14
Vision of PepsiCo

PepsiCo Mission

"To be the world's premier consumer Products Company focused on convenience 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."

PepsiCo in India

PepsiCo is a world leader in convenience foods and beverages, with 2007 revenues of more than
$39 billion and more than 185,000 employees across the world. Its world renowned brands are
available in nearly 200 countries and territories. PepsiCo gained entry to India in 1989 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; PepsiCo bought out its partners and ended the joint
venture in 1994. Firstly Pepsi was banned from import in India, in 1970, for having refused to
release the list of its ingredients and in 1993, the ban was lifted, with Pepsi arriving on the market
shortly afterwards.

PepsiCo has grown to become the country’s largest selling food and beverage companies. One of
the largest multinational investors in the country, PepsiCo has established a business which aims
to serve the long term dynamic needs of consumers in India.

PepsiCo India and its partners have invested more than U.S. $700 million since the company was
established in the country in 1989. In India, PepsiCo provides direct employment to 4,000 people
and indirect employment to 60,000 people including suppliers and distributors.

15
The group has built an expansive beverage, snack food and exports business and to support the
operations are the group’s 43 bottling plants in India, of which 15 are company owned and 28 are
franchisee owned. In addition to this, PepsiCo’s Frito Lay snack division has 3 state of the art
plants. PepsiCo’s business is based on its sustainability vision of making tomorrow better than
today. Our commitment to living by this vision every day is visible in our contribution to our
country, consumers, farmers and our people.

PepsiCo India’s expansive portfolio

Refreshment beverages

Sports drinks

100% natural fruit juices and juice based drinks

Pepsi, 7 UP, Mirinda and Mountain Dew, in addition to low calorie options– Diet Pepsi and 7Up
Light; hydrating and nutritional beverages such as Aquafina drinking water, isotonic sports drinks
- Gatorade, and 100% natural fruit juices and juice based drinks – Tropicana, Tropicana Twister
and Slice. Our local brands – Lehar Evervess Soda, Dukes Lemonade and Mangola complete our
diverse spectrum of brand

16
PepsiCo’s snack food company

PepsiCo’s snack food company, Frito-Lay, is the leader in the branded potato chip market and
was amongst the first companies to eliminate the use of trans fats and MSG in its products. It
manufactures Lay’s Potato Chips; Cheetos extruded snacks, Uncle Chipps and traditional
namkeen snacks under the Kurkure and Lehar brands. The company’s high fiber breakfast cereal,
Quaker Oats, along with Lehar Lites, low fat and roasted snack options enhance the choices
available to the growing health and wellness needs of our consumers. Frito Lay’s core products,
Lay’s, Kurkure, Uncle Chipps and Cheetos are cooked in Rice Bran Oil to significantly reduce
saturated fats and all of its products contain voluntary nutritional labeling on their packets.

PepsiCo SKU’s

17
 JAIPURIA GROUP

Jaipuria Group is a Rs. 4,000 Cr. multi- faceted organization with

diverse business interests.
The JAIPURIA GROUP is one of the top business houses in India, headquartered in New Delhi,
India. It is quickly establishing itself as a pan Asian group with its operations already starting in
Sri Lanka, Singapore and Indonesia. It has business interests in manufacturing, processing &
distribution of Aerated Water, Beer, Ice Creams, Bread and Pizzas. It is also present in diverse
fields of IT, Printing, Real Estate, Industrial Water Meters, Education, Power and Coal mining.

VARIOUS field in which Jaipuria group

18
BREWERIES

REAL ESTATE

19
ICE CREAM

Engineering

COAL MINING

20
 Hydropower

PRINTING

PIZZA HUT
. It has exclusive franchise rights for Northern & Eastern India. Out of 56 operational Pizza Hut
restaurants in the country 27 restaurants are owned and run by its company. These restaurants are located
at Defense Colony, Aleksandra, Vikas Puri, Green Park, Karol Bagh, New Friends Colony, Connaught
Place, Basant Lok, Greater Kailash, Jaipur (2), Agra, Noida (2), Faridabad (2), Chandigarh (2), Ludhiana,
Jallandhar, Amritsar, Gurgaon (3), Kushambi(Ghaziabad) and Kolkata (2).

All these restaurants are making good profits & are dominating the market. The name of business entity is
Devyani International Private Limited.

21
The Jaipuria Group is Raymond's sole selling agent for Northern India and owns Seven of
Raymond's exclusive retail outlets in Delhi. Empowered by powerful strategies, the group has
been retaining its partnership with Raymond since 1940. Envisaging the growth in the retailing
sector, the group has also ventured into garment and textile retail. It has set up seven showrooms
at Seven major locations viz. Connaught Place, Greater Kailash, Green Park, Lajpat Nagar, Roop
Nagar, Kamla Nagar & Karol Bagh. Jaipuria Group is all set to become one of the major garment
retailers in India.

Beverages

Jaipuria Group has the distinct honor of being the biggest bottler in India of the global giant Pepsi
Co. It controls near about 60% of Pepsi’s bottling business in India. The Group has been
managing a network of scores of distributors and simultaneously proving employment to
thousands of people. With state–of–the-art technology and plants equipped with the latest
machinery, the Jaipuria Group has occupied a remarkable position in the soft drink industry of
India. The company has created a stronghold across the country.

22
 CHAPTER -2

COMPANY PROFILE

23
 INTRODUCTION

Pepsi co distribution system

Distribution of PepsiCo products is mainly start from bottling plant where company mixes
drink ingredients and fills up cans and bottles with the drink. There are different channel
and mode of distribution. All methods of distribution are same for both COBO and FOBO

There are two type of bottling plant.

• Company Operated Bottling Operation (COBO)

These are owned and operated by PepsiCo. The Pepsi Bottling Group is the world's
largest bottler of Pepsi-Cola beverages. PBG has the exclusive right to manufacture, sell
and distribute Pepsi-Cola beverages.

• Franchisee Operated Bottling Operation (FOBO)

Franchising refers to the method of practicing and using another person's philosophy of
business. The "franchisor" that is PepsiCo authorizes the proven methods and trademarks
of his business to the "franchisee" that is RKJ Group in India for a fee and a percentage of
gross monthly sales. Various tangibles and intangibles such as national or international
advertising, training, and other support services are commonly made available by the
franchisor.

Type of distribution

Direct in this method company supply products via direct routes

Indirect in which company distributes through distributor

METHOD of Distribution

Ready sale system

This was the traditional method of distribution in this method supply vehicles will be
loaded to their full capacity and then will move to their pre defined routes and will deliver
goods according to demand of retailers. Salesman carries ready stocks in vehicles and
sells it to retailers on his route.

24
Characteristics of ready sale
• He sells the products and collects glass and cash.

• He also doubles up as the driver for the vehicle

• He communicates schemes to the retailers and handles cash himself.

• He is usually un-educated, with a driving license

• Low vehicle capacity utilization

• Company’s span of control is only till the distributor.

• SKUs loaded on the truck are only an estimate leading to shortage brand/packs in
the market.

• Low availability of variety to the retailer who are at the end of routes

PRE sale booking system

A selling methodology in which the selling process has two distinct parts:

• pre-sale order booking

• Delivering the pre-booked order.

• Up to 10% adjustment of order.

• The Pre-sale booking process is a 2-day process. On Day 1, the PSR takes orders
and on Day 2, the delivery salesman delivers the orders.

A Pre-Sale Representative focuses on taking orders in advance after activating the outlet
on a particular route. The Pre-Sale Representative has dedicated time for effectively
selling schemes and Promotions and carrying out his ‘executing an outlet’ responsibilities.

Back-end activities like invoicing, delivering stocks, collecting cash & glass are carried
out by the others’.

25
Delivery vehicles are loaded as per the orders, leading to very high capacity utilization &
negligible shortage of brand/pack to the retailer. Company gets control over retailers.

Retailer is sure that he’s getting the complete variety and increased range of SKU.

PRE sale booking system and delivery process overview

Major components of pre sale booking system

• Logistic executive

• PSR (Booking Agent)

• Delivery Team

Logistic executive
Logistic executive informs PSR about stock availability, stock outs, schemes, discounts
and other promotional offer.

Function of Logistic executive

• Ensuring vehicle load-outs as per order

• Tracking order conversion; fulfilling emergency order delivery

• Informing PSR about scheme, stock availability etc.

• Vehicle load-outs as per orders

• Prioritize stocks availability for pre-sell orders

• Convey stock position to Pre-sellers

PSR (Booking Agent)

PSR visits the pre decided route and carries out the order booking on route card and
compile the order sheet.

Function of PSR

26
 • Route volume targets

• Outlet acquisitions

• Order booking for next day

• Hand over order sheet to distribution centre for loading

• Provide information regarding various schemes, offers, to retailers.

• To look after display of hording SKUs shop display

• Visicooler purity and execution of schemes.

• Retailer’s complaints

• To take emergency order by phone booking and ensure delivery.

Delivery Team
After getting order sheet from PSR logistics executive load the required order and hand
over order sheet to delivery team. Then delivery team will deliver goods according to the
order booked.

Function of Delivery Team

• Order Delivery (% Fulfillment)

• Collection (Cash/Glass)

• Management of short-cash

• Cash and delivered goods report at depot on daily basis.

• Basic Merchandising (Deliver into visicooler/ rack/displays)

Why pre sale booking system?

27
 • Increasing no. of SKU’s near about 140 till 2010

• Trade evolving

• Profitability

• Limited time execution

• Load constraints

• For efficient selling

• New product innovation

• Efficient use of asset time and resources

• increase sales and profits

Pre sale order booking process

28
29
30
 Objective of the study

The project is mainly concerned with pre sale booking system. The main objective was to
study and analyze PRE SALE BOOKING SYSTEM.

The study also aimed to get insight

• Comparative analysis between ready sale and pre sale booking system

• Retailer perception and response to sale booking system.

• To evaluate performance of PSR.

• To find out the problems retailer are facing.

31
 CHAPTER-3

Research Methodology

32
 Research Methodology

Time period 45 days

Area Pune

Data collection method

• Primary data
Primary data is collected by first hand information from the concerned company persons.

A questionnaire was prepared to get the relevant information from retailer.

• Secondary data
Secondary data has been collected from books, magazine and internet.

SAMPLING PLAN:

It is very difficult to collect information from every retailer .As time and costs are
the major limitation that the researcher faces.

A sample of 100 retailers was taken from North Delhi.

33
 The retailers were selected in the random manner to form
sample and data were collected from them for the research
study.

DATA COLLECTION ANALYSIS AND INTERPRETATION:

Data collection was done through questionnaire and personnel interview.

After editing, coding and tabulation data was compiled accurate and meaningful
manner.

The data collected by questionnaire was analyzed, interpreted with the help of
table, bar chart and pie chart.

CHAPTER-4

DATA INTERPRETATION

34
DATA INTERPRETATION

1) What method do you usually use to place your orders?

Ready sale Pre sale booking Phone booking

As this graph shows that 100% retailers is using pre sale order booking.

2) 2. How frequently you order

Daily After one day once in week

35
 Above graph shows
56% were from daily category
29% were from alternate day visit category
15% were from once in week.
This is done to find out behavior of different retailers about pre sale.

3) Type of shop
Eatery Grocery Convenience

39% of total shops are grocery (small and big general store)
28% convenience store (Pan Shops, cold drink vendor and other vendor)
33% Eateries (conventional dhabas, restaurants and fast food joints).

4) After implementation of Pre sale order booking system how many times in a
week it happened that you ran out of stock of particular product of Pepsi?

Never 1-2 times 2-4 times more than 4

36
 Above graph shows that after implementation of pre sale
51% said that they never ran out of stock,
31% said that it happened only once or twice
18% said that 2-4 times they ran out of stock.

Please rate the service performance of PRE SALE BOOKING SYSTEM of

Company as compare to READY SALE system

5) Availability of variety of product and (SKU) of Pepsi

Much Worse Worse Same Better Much Better

22% said Availability of variety of product and sku is much better

53 % said it better than previous system

25 % said of variety of product and sku is still same

37
 6) Accuracy of order fill
100% 100- 80% 50-80% below 50%

40% people said accuracy of order delivery is 100%

38 % said it is between 100-80%

15 % people said that it is between 50-80%

7 % said accuracy is below 50%

7) Delivery van’s Ability to fill orders completely.

Much Worse Worse Same Better Much Better

38
 15 % retailer said Delivery van’s Ability to fill orders completely is much better

54 % said it better than before

31 % said it is same as before

8) Deliverymen’s professionalism (service and behavior).

Much Worse Worse Same Better Much Better

8% people said that Deliverymen’s professionalism is much better

37% said it better
42 % said it is same as before
13% said it is worse as compare to earlier

39
 Please rate the performance of Company PSR (booking agent)

9) How frequently he comes to take orders.

Daily After 1-2 days once in a week

Out of 56 daily visit shops

43 said PSR visits daily
8 said he visits at alternate days
5 said visit once in week

10) At which time he usually comes to take order

a. Between 10-12am 12-2pm after 2pm

35 % retailer said PSR comes to take order between10-12A M

53 % he comes between 12-2PM
12 % PSR comes after 2 PM

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 9. Are you satisfied with PSR’s order taking timing? At what time you want
him to come and take order.

Yes No Time ___________

___

36% retailers said that they are satisfied with order taking timing
64% retailers said that timing should be changed
Most of them recommended after 2 or 3 pm

11) His ability to solve your problems and Response to complaints

Poor Below avg average Good excellent

6% retailer said PSR’s ability best

47% said he is good

42 % said he has average ability

5 % said he is below average

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12) PSR’s way of telling about schemes and other information
Poor Below avg average Good Best

48 % said his way is average

30 % said his way is good
17% said his way is best
5% said his way is below average.

13)Do PSR give you complete information of new products, daily schemes and
other promotional offers?

Daily Sometimes occasionally other _________

93% said PSR said he tells about schemes daily

5 % said sometimes
2 % said occasionally

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14) .Availability of SKU at shop

5-10 10-15 15-20 More then 20

15)Ever missed your order yes/no if yes then what may be main reason?

These were the main reason of missing order

• Wrong order

• Bad weather

• change in schemes

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 CHAPTER-5

FINDING, CONCLUSION AND

SUGGESTION

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 FINDING

OBJECTIVE

• Comparative analysis between ready sale and pre sale booking system

• Retailer perception and response to pre sale booking system.

FINDINGS

• 22% said Availability of variety of product and sku’s is much better, 53 % said it
better than previous system. These retailers were at the mid and end of routes
earlier they were not getting variety.

• 25 % said of variety of product and sku is still same. These retailers are at the
beginning of delivery routes.

• In near about 75% shops accuracy of order is near about 90-100%. And those
remaining 25% shops are small retailer and vendors. They run their business on
daily basis so they use to order less and demand more to be in safe side. And
reason some PSRs are using fake order or they on the basis of previous order
booking trend they estimate retailers demand.

• 15 % retailer said Delivery van’s Ability to fill orders is much better, 54 % said it
better than before and 31 % said it is same as before. That means now there is
proper utilization of space in vehicles only required stock is loaded.

• As routes are divided into three categories daily, alternate, weekly visit so orders
are delivered at time and due to short routes there is decrease in transportation cost

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 • 51% said that they never ran out of stock, 31% said that it happened only once or
twice 18% said that 2-4 times they ran out of stock. Most retailers got full range of
SKUs and products. As some retailers are not ordering according to their full
capacity. They were thinking that if weather went bad they will have to purchase
the order. They are filling as if they are taking risk.

• Most of retailers were not aware about the benefits of pre sale booking system.

To find out the problems in implementation.

• Small retailers who run their business on daily basis are not ready to adopt this
system as they are filling their money trapped. They don’t want to take risk.

• 35 % retailer said PSR comes to take order between10-12AM, 53 % he comes between

12-2PM and 12 % PSR comes after 2 PM. This is creating problem because at this time
no retailers are ready to tell next day’s requirement especially small retailers and daily
basis vendor.

• At some places PSRs are visiting before the delivery van reaches there. So before
taking today’s stock delivery if PSR will tell them about next day’s schemes it will
create confusion. If on next day they are getting better schemes than today he will
refuse today’s order.

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 • Some retailers are booking less order and demanding more on next day that is
creating problem for delivery team and affecting relationship with retailers.

To Evaluate Performance Of PSR.

• The success of pre sale booking system depends mainly on performance of PSR

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• Out of 56 daily visit shops 43 said PSR visits daily, 8 said he visits at alternate
days and 5 said visits once in week. On some routes PSR is not regular and that
retailer is not able to place order due to that he will not get delivery so he can
switch to other competitor. That is creating Imbalance in whole system of delivery.

• Some PSR are using fake orders to fill order sheet in order to achieve target that
leads to confusion between retailers and deliveryman.

• According to near about 55 % retailer PSR’s behavior and response to complaints

is good and near about 40% are saying that they are average.

• On near about 80% PSR are visiting on their routes between 10-2 time.

• 93% said PSR said he tells about schemes daily5 % said sometimes 2 % said
occasionally

• 48 % said his way of giving scheme information is average. They are telling for
shake of telling 30% said it is good and 17% said they are very good.

• PSRs presentation skills are not up to the mark in case of Tropicana twister glass
bottle launch. PSR was not telling about benefits as they were instructed to ask
they were sampling focusing on booking by forcing not convincing.

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 Conclusion and Suggestion

As far as compare to READY SALE SYSTEM new launched PRE SALE BOOKING
SYSTEM is better. From research it is found that most of retailers are saying that is better
than old system. As it is new initiative it will take some time to implement it fully.

This system depends fully on PSRs. So in order to make this system fully successful PSRs
need to become more professional.

There are some suggestions that can make this system more effective.

• Order taking timing should be changed

• It should after 2 pm for general stores and after 3 pm for small vender because
after today’s sale they will be able to tell tomorrow’s demand.

• PSR should go to retailer only after delivery van this should be followed strictly.

• As retailers don’t have much knowledge about benefit of pre sale booking system
so PSR should tell and convince them.

• For accuracy of order and to avoid confusion and conflicts PSRs who are doing
fake order should be identified. Fake order leads to inadequate supply to concerned
retailers that can cause retailer churn.

• PSR should give complete details of scheme there should be no confusion. The
behavior of PSR with retailer was good but there was lake of professionalism.

• Small venders and shopkeeper need special attention PSR should make them
understand about the benefits of pre sale booking system.

• PSRs presentation skills are not up to the mark they should use tools like chart,
calculation chart to tell retailer about new schemes.

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 BIBLIOGRAPHY

• Marketing Management by Philip Kotler.

• Marketing research for manager by Matthew housden

WEBSITES

www.pepsico.com

www.pepsicoindia.com

www.rkj.com

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 Retailer’s questionnaire
Dear Retailer
On behalf of pearl drink Ltd, I want to thank you for giving us the opportunity to serve you.
Please help us serve you better by taking a couple of minutes to tell us about the service that you
have received so far. We appreciate your business and want to make sure we meet your
expectations.
This will be used only for academic purpose only

1. What method do you usually use to place your orders?

Ready sale Pre sale booking Phone booking

2. How frequently you order

Daily After one day once in week

3. After implementation of Pre sale order booking system how many times in a week it
happened that you ran out of stock of particular product of Pepsi?

Never 1-2 times 2-4 times more than 4

Please rate the service performance of PRE SALE BOOKING SYSTEM of Company as
compare to READY SALE system

4. Availability of variety of product (SKU) of Pepsi

Much Worse Worse Same Better Much Better

5. Accuracy of order fill

100% 100- 80% 50-80% below 50%

6. Delivery van’s Ability to fill orders completely

Much Worse Worse Same Better Much Better

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7. Deliverymen Professionalism (service and behavior).

Much Worse Worse Same Better Much Better

8. Ever missed your order yes/no if yes then what may be main reason?

Wrong order sudden change in weather change in schemes

Please rate the performance of Company PSR (booking agent)

1. How frequently he comes to take orders

Daily After 1-2 days once in a week

2. At which time he usually comes to take order

Between 10-12am 12-2pm after 2pm

3. His ability to solve your problems and Response to complaints

Poor Below avg average Good excellent

4. Are you satisfied with PSR’s order taking timing? At what time you want him to come
and take order

Yes No Time ___________

5. PSR’s way of telling about schemes and other information

Poor Below avg average Good Best

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 6. Do PSR give you complete information of new products, daily schemes and other
promotional offers?

Daily Sometimes occasionally other _________

7. Is there any improvement you desire?

__________________________________________________________________
.

General observation

17. Availability of SKU at shop

5-10 10-15 15-20 More then 20

18. Type of shop _______________________________________

19. Maintenance of visi cooler and display

__________________________________________________

Name of retailer _________________________________

Address __________________________________

_______________________________________________

Phone no._______________________________________

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Thank you for your valuable suggestion

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