A PROJECT REPORT On Modern Trade Strategy Of Beverages in Jaipur City At Varun Beverages Ltd.

A REPORT SUBMITTED IN FULLFILMENT OF THE REQUIREMENTS FOR MASTER IN MARKETING MANAGEMENT, PUNE UNIVERSITY SUBMITTED BY:Shreyans Mathur MMM

UNDER THE GUIDANCE OF Prof. Sagar R Pawar

Sinhgad Institute of Management, Vadgaon(BK)

DECLARATION

I Shreyans Mathur hereby declare that my internship training report entitled Modern Trade Strategy of Beverages in Jaipur City submitted to Varun Beverages Ltd, Jaipur for the award of the certificate of the training program and to Sinhgad Institute of Management,Pune for the award of the degree Master in Marketing Management. This report has not been submitted to any other organization, either in part or in full for any purpose.

Place: Date:

Name: Shreyans Mathur SIOM, Pune.

ACKOWLEDGEMENTS

Before I get into the thick of the things I would like to add a few heartfelt words for the people who were part of this project in numerous ways.people who gave unending support right from the stage the project was started, appreciated and encouraged when being depressed. I take this opportunity to express my gratitude to Mr. Sharad Arora (B.D.E) at Varun Beverages Ltd. who have given me the opportunity to do the project in their esteemed organization. I would also like to thank Mr. Amit and Mr Pawan (PSR) of Varun Beverages without their support this project couldnt have been in the form in which it is now. I owe more than what I can mention.mostly for teaching me to see the silver lining in every dark cloud. This has been one long project and naturally many people get associated with it. Any bouquet for the merit in this book should go to their door. I would like to thank the staffs and officials of Varun Beverages for their co-operation in providing us with all the information, which were required by us. I owe my sincere gratitude towards my faculty guide Prof. Sagar R. Pawar and Dr. Daniel Penkar (Director) of Sinhgad Institute of Management, Pune for extending the support towards the completion of the project. The entire project was wonderful learning experience with combination of office room and practical learning. It helped me in corporate much of my learned knowledge in real life situation thus enthusing me towards the subject matter all the move.

EXECUTIVE SUMMARY

PepsiCo organization initiated this project to assess the market potentiality of Pepsi in the present market. The main motive of this project is to identify the potentiality of the Pepsi and their other product those they are producing. The project methodology involved carrying out the preliminary research to gain insight into the present market sub segment, current trends, growth, players and potential. Analyzing the requirement and designing questionnaire. Taking interviews, conducting personal interviews of different type of demographic factors under like age, income, status,. Collating & analyzing data and identifying leads that qualifying for an offering and formulating recommendation for Varun Beverage Jaipur. In the findings researchers got that Pepsi company is one of the best soft drink company , because it maintain the quality, taste and also the Company is maintain good relationship with retailers and they are also distributing their product to their retailers when they want and the Company also provide them in time. Theory is important, because it enhances our understanding of business phenomena and helps managers to think about what they should do. Summer training or internship training program provides opportunities to apply this theory into the real business practice. In the present scenario of competitive marketing, every business institution requires to prepare strategies for efficiently utilizing their available resources and environmental opportunities. At this stage of my learning process I also feel needs for knowing different business strategies that a business organization follows. In this training period I got opportunities to study on some marketing strategies of PepsiCo. And in this report I am going to explain some of those strategies which I had applied in practical during my summer training program.

INTRODUCTION

. Statement of the Problem:MODERN TRADE STRATEGY OF BEVERAGES IN JAIPUR CITY

Objective of the Study: 1.

To know about the various promotional program adopted by Varun Beverages Ltd. in Modern Format. To determine the visibility of the Pepsi products on the Retailers outlets and to check Products available at the outlets. To measure the Retailers satisfaction for the Pepsi Products and services offered by V.B.L. To find out the effect of Promotional Scheme on buying behavior. To study the overall utilisation of visi cooler of pepsi by retailers. To know about the merchandising of products by retailers in terms of planogram.

2.

3.

4. 5. 6.

SCOPE OF THE PROJECT:(1) The operational scope of this research is confined to PepsiCo products only.

(2) The geographically scope of this project is limited to following areas in Jaipur city where modern retail stores were located. Mansrover Jhotwara Sanganer Vaishali Nagar Malviya Nagar City Area (3) The functional scope of this survey is in following :

Promotional schemes in modern trade.

Visibility of products. Merchandising of Products.

Effect of various promotions on customers buying behavior

LIMITATIONS The problems and limitations which Researcher faced while carrying out the project work are enumerated below.

First and foremost limitation was of time. Unwillingness of respondents.

Policies of the stores.

PepsiCo

PepsiCo

Type

Public (NYSE: PEP)

Industry

Food Non Alcoholic Beverage

Founded

New Bern N.C, U.S. (1890)

Founder(s)

Caleb Bradham, Donald M.Kendeall and Herman W.Lay

Brand History Pepsi is a hundred year old brand loved over 200 million people worldwide. The largest single selling soft drink brand in India is the ubiquitous socialites at every occasion. Youngistaan loves it. 200 million people worldwide love it. But what has made pepsi the single largest selling soft drink brand in India is actually a formula concocted a century ago is far away continent. 1886, United States of America. Caleb Bradman, the man with a plan, got on to formulate a blockbuster digestive drink and decided to call it Brads drink. It was this doctors potion that was to become Pepsi Cola in 1898, and eventually, Pepsi in 1903. Pepsi has always played on the front foot and since its inception has come out with revolutionary concepts like Diet, 2Lt Bottles, recyclable plastic cola bottles and the enviable My Can.

Origin The pharmacy of Caleb Bradman, with a Pepsi dispenser, as portrayed in a New Bern exhibition in the Historical Museum of Bern.It was first introduced as Brads Drink in New Bern, North Carolina in 1898 by Caleb Bradman, who made it at his pharmacy where the drink was sold. It was later named Pepsi Cola, possibly due to the digestive enzyme pepsin and kola nuts used in the recipe. Bradman sought to create a fountain drink that was delicious and would aid in digestion and boost energy. In 1903, Bradman moved to bottling of Pepsi Cola from his drug store to a rented warehouse. That year, Bradman sold 7,968 gallons of syrups. The next year, Pepsi was sold in six ounce bottles, and increased to 19,848 gallons. In 1909, automobile race pioneer Barney Oldfield was the first celebrity to endorse Pepsi Cola, describing it as A bully drinkrefreshing,

invigorating, a fine bracer before a race. The advertising theme Delicious and healthful was then used over the next two decades. In 1926, Pepsi received its first logo redesign since the original design of 1905. In 1929, the logo was changed again. In 1931, at the depth of the Great Depression, the Pepsi-Cola Company entered bankruptcy in large part due to financial losses incurred by speculating on widely fluctuating sugar prices as a result of World War I. Assets were sold and Roy C. Megargel brought the Pepsi trademark. Eight year later, the company went bankrupt again. Pepsis asset were then purchased by Charles Guth, the President of Loft Inc. Loft was a candy manufacturer with retail stores that contained soda fountains. He sought to replace Coca-Cola at his stores fountains after Coke refused to give him a discount on syrup. Guth then had Lofts chemists reformulate the PepsiCola syrup formula. On three separate occasions between 1922 and 1933, the Coca Cola Company was offered the opportunity to purchase the Pepsi-Cola company and it declined on each occasion.

Mission and Vision At PepsiCo, we believe being a responsible corporate citizen is not only the right thing to do, but the right thing to do for our business. Mission Its mission is to be the worlds premier consumer Product Company focused on convenient foods and beverages. We seek to produce financial rewards to investors as we provide opportunity 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. Vision PepsiCos responsibility is to continually improve all aspect 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. Performance with Purpose At PepsiCo, were committed to achieving business and financial success while leaving a positive imprint on society delivering what we call Performance with Purpose. Our approach to superior financial performance is straightforward drive shareholder value. By

addressing social and environmental issues, we also deliver on our purpose agenda, which consists of human, environmental, and talent sustainability.

PepsiCos Quality Policy Make sales and deliver the beverage to the consumer as it was designed, in order to deliver preference. PepsiCo believes their success depend upon the quality and value of their product by providing a safe, whole some, economically efficiency and a healthy environment for their customer. And by providing fair returns to their investors while maintaining the stander of integrity.

Commitment Our values reflect our aspiration the kind of company we want PepsiCo to be. We express our values in the form of a commitment. Our commitment is sustained growth is fundamental to motivating and measuring our success. Our Quest for sustained growth stimulates innovations, places a value on results, and helps us understand whether todays action will contribute to our future. It is about growth of people and company performance. It prioritizes making a difference and getting things done. Empowered People means we have the freedom to act and think in ways that we feel will get the job done, while being consistent with the processes that ensure proper governance and being mindful of rest of the companys needs. Responsibility and trust form the foundation for healthy growth. Its about earning the confidence that other people place in us as individuals as a company. Our responsibility means we take personal and corporate ownership for all we do, to be good stewards of the recourses entrusted to us. We build trust between ourselves and others by walking the talks and being committed to succeeding together. Brand Advantage

Pepsi has become a friend to the youth and has led many youth cultures. Youngsters over the generation have grown up with Pepsi and share an emotional connect with it, unlike any other Cola brand. Be it parties, hangouts or just another day at home, a day is never complete without the fizz of Pepsi! Pepsi, Cricket, Bollywood have been joined at the hip since the beginning. Shahrukh khan, Sachin Tendulkar, Saif Ali Khan, Amitabh Bacchan, Kareena Kapoor, Priyanka

Chopra, Virendra Sehwag, M.S. Dhoni, John Abraham, Ranbir Kapoor and Deepika Padukone are few celebrities who will go any length for a chilled Pepsi. The Pepsi My Can is undoubtedly the most popular cola pack of all times. It is not just a pack but a style statement for todays youth.

The original trade mark application for Pepsi-Cola was filed on September 23, 1902 with registration approved on June 16, 1903. In the applications statement, Caleb Bradman describes the trademark as an arbitrary hyphenated word PEPSI-COLA, and indicated that the mark was in continuous use for his business since August 1, 1901. The Pepsi-Colas description is a flavoring syrup for soda water. The trademark expired on April 15, 1904. A second Pepsi-Cola trademark is on record with the USPTO. The application date submitted by Caleb Bradman for the second trade mark is Saturday, April 15, 1905with the successful registration date of April 15, 1906, over three years after the original date. Curiously, in this application, Caleb Bradman states that the trademark had been continuously used in his business and those from whom title is derived since February 15, 1896. While Pepsi-Cola was filed in the same category of personal and legal and social services in both applications, in 1905 application the description submitted to the USPTO was for a tonic beverage. The federal status for the 1905 trademark is registered and renewed and is owned by PepsiCo Inc. of Purchase, New York.

Rise During the great depression, Pepsi gained popularity following the introduction in 1936 of a 12- ounce bottle. Initially priced at 10 cents, sales were slow, but when the price was slashed to five cents, sales increased substantially. With a radio advertising campaign featuring the jingle Pepsi-Cola hits is the spot / Twelve full ounces, thats a lot/ Twice as much for a nickel, too/ Pepsi-Cola is the drink for you, arranged in such a way that is jingle never ends. Pepsi encouraged price-watching consumers to switch, obliquely referring to the Coca-Cola standard for six ounces per bottle for the price of five cents(a nickel), instead of 12 ounces Pepsi sold at the same price. Coming at the time of economic crisis, the campaign succeeded in boosting Pepsis status. From 1936 to 1938, Pepsi-Colas profits doubled. Pepsis success uner Guth came while the Loft Candy business faltering. Since he had initially used Lofts finances and facilities to establish new Pepsi success, the near-bankrupt Loft Company sued Guth for possession of the Pepsi-Cola company. A long legal battle, Guth v/s Loft, then ensued, with the case reaching Delaware Supreme Court and ultimately ending in loss for Guth. Niche Marketing Walter Mack was named the new president of Pepsi-Cola and guided the company through the 1940s. Mack, who supported progressive causes, noticed that the companys strategy of using advertising for a general audience either ignored African Americans or used ethnic stereotypes in portraying blacks. He realized African Americans were untapped niche market and that Pepsi stood to gain market share by targeting its advertising directly towards them. To this end, he hired Hennan Smith, an advertising executive from negro newspaper field to lead an all black sales team, which had to be cut due to onset of World War II. In 1947, Mack resumed his efforts, hiring Edward F. Boyd to lead a twelve man team. They came up with advertising portraying black Americans in a positive light, such as one with a smiling mother holding a six pack of pepsi while her son reaches up for one. Another ad campaign, titled Leaders in Their Fields, prominent African Americans such as Nobel Prize winner Ralph Bunche and photographer Gordon Parks. Boyd also led sales team composed entirely of blacks around the country to promote Pepsi. Racial segregation and Jim Crow were still in place throughout much of U.S.; Boyds team faced a great deal of discrimination as a result, from insults by Pepsi co-workers threats to Ku Klux Klan. On the other hand, they were able to use racism as a selling point, attacking Cokes reluctance to hire black and support by chairman of Coke for segregationist Governor of Georgia Herman Talmadge. As a result, Pepsis market share as compared to Coke shot up dramatically. After the sales team visited Chicago, Pepsis share in the city over took that of Coke for the first time. This focus on market for black people caused some consternation within the company and among its affiliates. They did not want to seem focused on black customers for fear white

customers would be pushed away. In a meeting at the Waldorf-Astoria Hotel, Marck tried to assuage the 500 bottlers in attendance by pandering to them, saying, We dont want it to become known as nigger drink. After Mack left the company in 1950, support for the black sales team faded and is was cut.

Marketing Pepsi logo (1973-87). In 1987, the front was modified slightly to a more rounded version which was used until 1991. This logo was used for Pepsi Throwback in 2010 Pepsi logo (2003-2008). Pepsi Wild Cherry and Pepsi One continued to use this design through March 2010. This logo was still used in Mexico and most countries through early 2010. This Pepsi logo was last used in Canada in May 2009. In 1975, Pepsi introduced the Pepsi Challenge marketing campaign where PepsiCo set up a blind tasting between Pepsi-Cola and rival Coca-Cola. During these blind taste tests the majority of participants picked Pepsi as the better tasting of the two soft drinks. PepsiCo took great advantage of the campaign with television commercials reporting the results to the public. In 1976 Pepsi, RKO Bottlers in Toledo, Ohio hired the first female Pepsi salesperson, Denise Muck, to coincide with the United States bicentennial celebration. In 1996, PepsiCo launched the highly the successful Pepsi Stuff marketing strategy. By 2002, the strategy was cited by Promo Magazine as one of 16 Ageless Wonders that helped redefine promotion marketing. In 2007, PepsiCo redesigned their cans for the fourteenth time, and for the first time, included more than thirty different background designs includes a string of repetitive numbers 73774. This is a numerical expression from a telephone keypad of the word Pepsi. In late 2008, Pepsi overhauled their entire brand, simultaneously introducing a new logo and a minimalist label designs. Also in 4th quarter of 2008 Pepsi teamed up with Google/You Tube to produce the first daily entertainment show on Youtube, Poptub. This daily show deals with pop culture, internet viral videos, and celebrity gossip. Poptub is updated daily from Pepsi.

In 2009, Bring home the Cup, changed to Team Up and Bring Home The Cup. The new installment of the campaign asks for team involvement and an advocate to submit content on behalf of their teams for the chance to have the Stanely Cup delivered teams hometown by Mark Messier. Pepsi has official sponsorship deals with in international cricket teams. The Pakistan cricket team is just one of the teams that the brand sponsors. The team wears the Pepsi logo on the front of their test and ODI test match clothing. On July 6, 2009, Pepsi announced it would make a $1 billion investment in Russia over three years, bringing the total pepsi investment in the country to $4 billion. In July 2009, Pepsi started marketing itself as Pecsi in Argentina in response to its name being mispronounced by 25% of the population and as away to connect more with all of the population. Pepsi and Pepsi Max can and bottles in Australia now carry the localized version of the new Pepsi Logo. The word Pepsi and the logo are in new style, while the word Max is still in the previous style. Pepsi wild cherry has finally received the 2008 Pepsi design in March 2010. PepsiCo Brands PepsiCo owns 5 different billion brands. These are Pepsi, Tropicana, Frito-Lays, Quaker and Gatorade. The company owns many other brands as well.

Pepsi, Caffeine- Free Pepsi, Diet Pepsi, Caffeine-Free Diet Pepsi, Caffeine-Free Pepsi Light, Wild Cherry Pepsi, Pepsi Lime, Pepsi Max, Pepsi Twist and Pepsi One. Other U.S carbonated soft drinks, including Mountain Dew, Crush, Mug Root Beer, Sierra Mist, Tropicana Twister Soda and Frawg. 7UP (Globally, Outside USA) Other U.S. beverages, including Aquafina, Tava, Dole, Gatorade, Izze, AMP Energy, Propel Fitness Water, SoBe, Quaker Milk Chillers and Tropicana. Beverages marketed outside the U.S. : Allvalle, Concordia,Copella, Evervess, Fiesta, FruiVita, Fruko,H2OH, Ivi, Junkanoo, Kas, Looza, Manzana Corona, Manzanita Sol, Mirinda, Paso de los toros, Radical fruit, San carlos, Schwip Schwap, Shani, Teem, Triple cola and Yedigun.

In 2007, Nooyi spend $1.3 billion on healthier alternative brands like Naked Juice, a California maker of soy drinks and organic juice.

In 2010 pesico launch sting energy drink in some asian countries including Pakistan, Phillipines and Malaysia. PepsiCo has also recently acquired a 50% stake in U.S.- based Sabra dipping company.

Partnerships PepsiCo has formed partnerships with several brands it does not own, in order to distribute these or market them with its own brand. Frappuccino Starbucks Doubleshot Starbucks iced coffee. Mandarin D&G Lipton Brisk Lipton Original Iced Tea Ben & Jerrys Milkshakes Dole juices & juice drinks Sunny Delight (Produced by PepsiCo for Sunny Delight Beverages)

Discontinued Lines Teem,Pepsis answer to Sprite and 7UP, Discontinued after PepsiCo bought 7Up. All sport, a line of Sport driks. All-Sports was lightly carbonated; in contrast, rivals Gatorade and Coke-owned Powerade were non carbonated. The 2001 purchase of Quaker Oats made All Sport expendable and the brand was sold to another company. Aspen Soda, an apple-flavored soft drink Crystal Pepsi, a clear version of Pepsi-Cola. Fruit Works: Flavors were Strawberry Melon, Peach Papaya, Tangerine Citrus, Apple Raspberry and Pink Lemonade. Two other flavors, Passion Orange and Guava Berry were available in Hawaii only. Josta: Launched 1995, With Guarana, the first energy drink launched by a major soft drink company in the U.S. Matika: Run in August 2001, it was a tea alternative beverage, sweetened with cane sugar & containing Ginseng. Mazagran: Launched 1995 Mr. Green(SoBe) Patio (Soda): Line of flavored drinks Pepsi Edge, a mid-Calorie version of Pepsi-Cola.

Pepsi Blue, a berry-flavoured version of Pepsi-Cola. Smooth Moos: Launched 1995, a flavored milk-based drink. Strom: Launched March 15, 1998, replaced by Sierra Mist Mirinda Lime: Launched in the second half of the 1990 decade in India but failed.

PEPSICO IN INDIA

PepsiCo entered India in 1989 and has grown to become one of the countrys leading 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.$1 billion since the company was established in the country. PepsiCo provides direct and indirect employment to 150,000 people including suppliers and distributors. PepsiCo nourishes consumers with a range of products from treats to healthy eats that deliver joy as well as nutrition and always, good taste. PepsiCo Indias expansive portfolio includes iconic refreshment beverages Pepsi, 7 UP, Miranda and Mountain Dew, in addition to low calorie options such as Diet Pepsi, hydrating and nutritional beverages such as Aquarian drinking water, isotonic sports drinks Gatorade. Tropicana100% fruit juices and juice based drinks Tropicana Nectars, Tropicana Twister and Slice. PepsiCos foods company, Frito-Lay, is the leader in the branded salty snack market and all Frito Lay products are free of trans-fat and MSG. It manufactures Lays Potato Chips; Cheetos extruded snacks, Uncle Chips and traditional snacks under the Kurkure and Lehar brands. The companys high fiber breakfast cereal, Quaker Oats, and low fat and roasted snack options enhance the healthful choices available to consumers. Frito Lays core products, Lays, Kurkure, Uncle Chips 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. The group has built an expansive beverage and foods business. To support its operations, PepsiCo has 43 bottling plants in India, of which 15 are company owned and 28 are franchisee owned. In addition to this, PepsiCos Frito Lay foods division has 3 state-of-the-art plants.

PepsiCos business is based on its sustainability vision of making Tomorrow better than today. PepsiCos commitment to living by this vision every day is visible in its contribution to the country, consumers and farmers. Findings on the basis the ad campaign has been Indianite with lot money being spent on advertising. Brand has been kept alive by effective promotional schemes. Coca Cola in the initial years of its incorporation had spent a lot of money on advertising. Coke is the longest surviving sponsored of The Olympics. To reach at this position advertising and effective event marketing have played a major role for Coca Cola. "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 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 entered India in 1989 and has grown to become the countrys 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. PepsiCo Indias expansive portfolio includes iconic refreshment beverages 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 Everest Soda, Dukes Lemonade and Mangola complete our diverse spectrum of brands. Pepsi's Slice launches 'Aamsutra' PepsiCos popular mango juice drinks brand - Slice kicked off the 2009 season with its new 'Aamsutra' concept. According to Homi Battiwalla, business head juice and juice drinks, PepsiCo India, Slice had seen powerful consumer momentum post relaunch of 2008. The company has now opted for a 360 multimedia campaigns involving digital, print, radio, impact outdoors and sampling in core markets. PepsiCos snack food company, Frito-Lay, is the leader in the branded. The group has built an expansive beverage, snack food and exports business and to support the operations are the groups 38 bottling plants in India, of which 15 are company owned and 22 are franchisee owned. In addition to this, PepsiCos Frito Lay snack division has 3 state of the art plants.

To deliver on this commitment, PepsiCo India will build on the incredibly strong foundation of achievement and scale up its initiatives while focusing on the following 4 critical areas that have a business link and where we believe that we can have the most impact.

RJ Corp History :The year 1991 witnessed the inception of RJ Corp, when Mr. Ravi Kant Jaipuriya signed a licenced agreement with Pepsi, under the operating company Varun Beverages Ltd., the group manufactures and markets carbonized and non carbonized soft drinks and mineral water. With its humble beginning from one bottling plant at Agra, the company today has 11 bottling plants and has further risen to encompass new ventures in the varied fields of Retail, Food, and Beverages, Education and Real Estate with operations in India, Nepal, Sri Lanka, Mauritius, Uganda and Thailand.

Post Beverages the group ventured into restaurant business and thus instituted Devyani International Limited (DIL), which is engaged in running Pizza Hut, Costa Coffee and Disney Artist outlet in different parts of the country. Later Cream Bell had its inception in 2003, a joint venture with a French Dairy Major Candia and RJ Corp. Cream Bell has pioneered many variants in ice cream with over 50 rich blend of exotic international and traditional Indian Ice-Cream to offer the Indian Palate. When beer major InBev came scouting in the country for a partner to join hands to tap the growing beer segment, they choose RJ Corp, which by then had established a reputation of having successfully partnered the worlds leading brands in India and Abroad. Thus in2006 a joint venture was signed between RJ Corp and InBev India to give rise India International Private Limited. With the strong belief to invest in quality, care and education for young minds for the future growth and development of the Country, the group forayed into education. RJ Corp entered into a joint venture partnership with Modern Monterrori International (MMI) Singapore, to open pre-school educational institutions across the country. It also has Franchise agreement with DPS at Gurgaon and Jaipur. Having bagged it all, RJ Corp was now looking at health care industry. And in the year 2006, came into being Cryobanks International India a JV between Cryobanks International USA and RJ Corp. Cryobanks International USA, a leader in the stem cell banking, with its objectives to have large inventory holder of cord blood stem cell for both family storage and public donation, and have a total of seven cord blood banks for stem call inventory, covering maximum ethnicities in India, showed its confidence in RJ Corp. and made it a part pf stem cell research initiative of India by becoming major source of all types of stem cells to various Vision Statement of RJ Corp research institutions with in the country.

Other Businesses

Being the best in everything we touch and handle

RJ Corp is also associated in many other businesses. These are as followings: Food :Devyani International Ltd. Pizza Hut KFC Costa Coffe

Mission Statement of RJ Corp. To be a people centric, customer focused and process driven operations, striving for excellence, day out with a best year ago and turn around mentality

Beverage :Varun Beverage Ltd. InBev India International Ltd.

Medical : Cryobank International

Education:Delhi Public School Modern Montessori School

VARUN BEVERAGES LTD.

Varun Beverages Limited, a bottling company, engages in bottling and distribution of Pepsi. The company was incorporated in 1995 and is based in Gurgaon, India. Varun Beverages Limited operates as a subsidiary of RJ Corp Limited. In 1898, in NORTH CARINO , Mr. CALEB BARDHAN who was a druggist by profession invented new beverages, which was called Brands Drinks (evocation of a digestion-aiding enzyme pepsin), soon become popular with the people Brands Drink was named as Pepsicola. In 1930 Pepsi started its operations with its head office in New IRELAND CITY New York. PepsiCo the soft drink multinational industry is unique by itself. It Is among the most successful consumer product companies in the world , with 198 revenue of over $22 billion and 151000 employee. The Company consists of Pepsi Cola company the worlds largest manufacturer and distributor of snack chips and Tropicana products,inc. the worlds largest markets and products of branched juices .PepsiCos brand names are among the widely known and most respected in the world .Some of the Pepsi COs brand name are 100 years old , but the corporation is relatively young . Pepsi Cos , Inc was founded in 1965 through the merger of Pepsi Cola and Frito-Lay. Tropicana was required in 1998. Pepsi Cos success in the result of superior product high Standards of performance, distinctive competitive strategies and. The high integrity of their people.

Product Profile & Production Process

Brands Product Category : Carbonated Soft Drinks Brand Name : PEPSI-COLA Type: Bottle and Cans Size: 200ml, 300ml, 500ml, 1ltr, 2ltr Information : Ingredients Information Nutrition Information Ingredients Information: carbonated water, high fructose corn syrup, caramel color, sugar, phosphoric acid, caffeine, citric acid, natural flavors

Our goal is to nourish consumers with a range of products that deliver great taste, convenience and affordability, from simple treats to healthy offerings. Beverages PepsiCo Indias expansive portfolio includes iconic refreshment beverages Pepsi, 7UP, Nimbooz, Mirinda, Slice and Mountain Dew, in addition to low-calorie options such as Diet Pepsi, hydrating and nutritional beverages such as Aquafina drinking water, isotonic sports drink Gatorade and fruit juices such as Tropicana and Tropicana Twister.

Pepsi 7UP Gatorade Mountain Dew Nimbooz Slice Tropicana Mirinda Aquafina

7UP

7UP MOOD KO DO LEMON KA LIFT Brand History 7UP, the refreshing clear drink with a natural lemon and lime flavor was created in 1929. 7UP was launched in India in 1990 and its international mascot Fido Dido was used for advertising in 1992 to position the brand as a cool drink for youngsters. Fido became an instant hit with his trendy look, laid-back attitude and unconventional take on life. During the brands early years in India, 7UP gained market leader status in the lemon lime category by being one of the first to be nationally distributed besides being marketed as a healthier alternative to other soft drinks. Brand Advantage

For the past two years, 7UPs ambition as a brand has been to capture and own the lemon refreshment territory within the clear lime category. Lemon has proven to be a clear and relevant differentiator for the brand. Further, the emotional connect with the idea of upliftment through refreshment has led to an impressive payoff for the brand. After establishing itself as The Lemon Drink in January 2009, 7UP has continued to build on the theme of mood upliftment with its new tagline Mood Ko Do Lemon Ka Lift. Did You Know? Its creator named the soft drink after winning at a casino with three rolls of 7 and the letter U. The drink was formulated with seven flavors plus the bubbles from the drinks carbonation (the bubbles go up). The original bottle contained seven ounces; its creator came up with the name while playing dice. 7UP was the seventh large commercial lemonade brand that tasted the same. Before the formula changed in 2006, a can of 7UP included seven ingredients. The Up in the drinks name might refer to the original inclusion of lithium citrate, when it was marketed as a patent medicine to cure hangovers. The name 7UP was a reference to the Esoteric concept of the Seven Planes, made famous by the Internet series The Arrivals. The name came from the seventh-inning stretch 7UP in baseball tradition. QUICK BRAND FACTS 7UP was created in 1929 7UP was launched in India in 1990

AQUAFINA THE PUREST PART OF YOU Brand History Aquafina was first launched in the US in 1994. With its unique purification system and great taste, Aquafina soon became the bestselling brand in the country. In India, Aquafinas journey began with its launch in Bombay in 1999 and it was rolled out nationally by 2000. On the strength of its brand appeal and distribution, Aquafina has become one of Indias leading brands of bottled water in a relatively short span of time.

Brand Advantage Aquafina goes through a five step state-of-the-art purification process to give consumers pure water and perfect taste. Aquafina has been built through refreshing and sharp advertising. The What a Body campaign has helped the brand to drive premium, modern and youthful imagery in an otherwise undifferentiated category. Bottled across India in 19 plants, Aquafina is available across more than half a million outlets. Catering to diverse consumer needs and occasions, it is available in various pack sizes like 300ml, 500ml, and 1 liter and 2 liter bottles and in bulk water jars of 25 liters. Aquafina is the face of PepsiCos water conservation initiatives and builds awareness about PepsiCos efforts to replenish and restore the water table through its pack labels.

\ Gatorade

Brand History Gatorade, the Worlds No.1 Sports Drink, was born on the field of sport! Gatorade was launched in India in 2004 and over the years, has become an integral part of the kitbags of many leading sportspersons. Gatorade has been tried and endorsed in India by the top sports stars and professionals, including Sachin Tendulkar, Irfan Pathan, Md. Kaif, S. Sreesanth Ramji Srinivasan and Javagal Srinath. The Gatorade Story In the summer of 1965, a University of Florida assistant coach sat down with a team of university physicians and asked them to determine why so many of his players were being affected by heat and heat-related illnesses. The researchers Dr. Robert Cade, Dr. Dana Shires, Dr. H. James Free and Dr. Alejandro de Quesada soon discovered that two key factors were causing the Gator players to wilt: the fluids and electrolytes the players lost through sweat were not being replaced, and the large amounts of carbohydrates the players bodies used for energy were not being replenished. The researchers then took their findings into the lab, and

scientifically formulated a new, precisely balanced carbohydrate-electrolyte beverage that would adequately replace the key components lost by Gator players through sweating and exercise. They called their concoction Gatorade. Brand Advantage Gatorade is an optimal mix of water, carbohydrates and essential mineral salts that get absorbed instantly to rehydrate, replenish and refuel like no other beverage can. Gatorade is unlike any other Beverage or Energy Drink! Gatorade quickly restores what the body loses through sweat. Its scientific formulation instantly helps the body restore essential minerals, salts, water and energy lost through action and exercise. Gatorade thus helps one to stay Stronger for Longer. It contains less than half of the sugar that is normally found in energy drinks or soft drinks and even juices. Did You Know ? Water helps, Gatorade transforms. Gatorade is meant for consumption in active, sporty, hot and sweaty conditions. Gatorade is scientifically formulated and athletically proven to quench thirst. QUICK BRAND FACTS Worlds No. 1 Sports Drink Launched in India in 2004 Available in 3 flavors

Mirinda

MIRINDA WEEKEND AAYE THO PAGALPANTI CHAYE 2010 Brand Campaign In 2010, Mirinda launched the Weekend Pagalpanti campaign, based on the insight that todays youth love to spend fun time with their friends and families on weekends, and any unwanted interruption causes annoyance. Mirinda helps young people to enjoy themselves spontaneously and drives away all unwanted weekend interruptions. The campaign was launched with interesting advertising copy, innovative outdoors, radio contests, DTH activation and in-store presence. Brand History Mirinda is an international soft drink brand from Spain that was launched in India in 1991. Mirinda has always been about the irresistible taste of oranges that is now synonymous with the brand. The message was successfully communicated through our 1996 Mirinda Men campaign,

the 2000 Taste Pe Atka, Mirindaaaa campaign and the Taste Aisa Chaye Character Fisla Jaye campaign of 2003. Mirinda evolved to evoke not just great taste but a lot of fun as well. This was conveyed through another spate of memorable campaigns Fun Ka Naya Mantra, Mirindaaaaa starring Asin and Zayed Khan in 2007 and the Pagalpanti Bhi Zaroori Hai campaign with Asin in 2008. Brand Advantage When we think Mirinda, we think orange. But Mirinda has also launched many other fruit flavours. Mirinda Lemon was launched in 1998 with the memorable Zor Ka Jhatka Dheere Se Lage campaign starring Amitabh Bachchan and Govinda. Mirinda has also launched innovative flavors like Apple and Batberry. In 2008, the brand decided to up the ante and deliver a brand philosophy that would resonate even more strongly with consumers. Consequently, Mirinda adopted a bold and vibrant color, great orangey taste and sparkling bubbles that encouraged one to be more carefree, spontaneous and playful.In an effort to give our consumers a great tasting product that delights continuously, we have reformulated and improved the taste of Mirinda, first in 1996, and then in 2002. Whats more, Mirinda is now made without any artificial flavor at all! QUICK BRAND FACTS 1991: Mirinda Orange launched in India. 1998: Mirinda Lemon launched in India.

Mountain Dew

MOUNTAIN DEW DARR KE AAGE JEET HAI Brand History The main formula of Mountain Dew was invented in Virginia. The drink was named and first marketed in Johnson City, Tennessee and Knoxville, Tennessee in 1948. In India, Mountain Dew set the soft drink category ablaze in 2003 with its iconic launch campaign Cheetah Bhi Peeta Hai. Brand Advantage

It is a soft drink that exhilarates like no other because of its active, high-energy, extreme citrus taste. The idea of daring, challenges, a can do attitude, adventure and exhilaration are deeply entrenched in its brand DNA. The brand has always celebrated the bold, adventurous and rebellious spirit of youth. This is reflected in the high-adrenaline advertising of the brand and its connection to outdoor adventure. Did You Know? Darr Ke Aage Jeet Hai In 2007, the brand was re-launched with a completely new, punchier formulation. Communication aimed at forging a strong emotional connect with the audience. Thus began the Darr Ke Aage Jeet Hai campaign, which acknowledged that fear was a very real aspect of the world of adventure and Mountain Dew wanted young people to believe in themselves in their moment of fear. For beyond fear lay victory. QUICK BRAND FACTS Mountain Dew was invented in Virginia in 1948. It was launched in India in 2003.

Nimbooz

NIMBOOZ EKDUM ASLI INDIAN Brand History Nimbooz was launched in India on the 28th of February 2009. It is the latest addition to the Pepsi beverages portfolio. Brand Advantage The brand delivers very strongly on certain expectations. These are: Locally Relevant Taste

Nimbooz is a great tasting product. It has capitalized on the existing familiarity with and high consumption of unpackaged / home-made nimbu pani. It has remained true to its authentic Indian Identity by using the traditional Matka (Earthen Pot) and Squeezer in the manufacturing process. Convenience and Great Value The product is available in three convenient formats, 350ml PET, 200ml RGB and 200ml Tetra at the remarkable price points of Rs15, Rs 10 and Rs 10 respectively. Accessibility Nimbooz is Indias first nationally available packaged Nimbu Pani. Hygienic It is just like home-made nimbu pani. You can enjoy its natural and delicious lemony refreshment anywhere you go. QUICK BRAND FACTS Indias first nationally available packaged Nimbu Pani. It was launched in India in 2009.

Pepsi

PEPSI YEH HAI YOUNGISTAN MERI JAAN Brand History

Pepsi is a hundred-year-old brand loved by over 200 million people worldwide. The largest single selling soft drink brand in India, Pepsi is ubiquitous on just about every social occasion. Youngistaan loves it. 200 million people worldwide love it. But what has made Pepsi the single largest selling soft drink brand in India is actually a formula concocted a century ago in a faraway continent. 1886, the US. Caleb Bradman, a man with a plan formulated a blockbuster of a digestive drink and decided to call it Brads drink. The potion was to become Pepsi Cola in 1898, and eventually, Pepsi in 1903. Since its inception, Pepsi has always been at the forefront of the beverage industry and has come up with revolutionary concepts such as Diet Pepsi, 2l bottles, recyclable plastic cola bottles and the enviable My Can. Brand Advantage Pepsi has become a friend to youth and youth culture. Over generations, youngsters have grown up with Pepsi and have shared an emotional connect with it unlike with any other cola brand. Be it parties, hangouts with friends, or just another day at home, a day is never complete without the fizz of Pepsi! Pepsi, cricket and Bollywood have been joined at the hip since the colas entry into India. Shah Rukh Khan, Sachin Tendulkar, Saif Ali Khan, Amitabh Bachchan, Kareena Kapoor, Priyanka Chopra, Virender Sehwag, M.S. Dhoni, John Abraham, Ranbir Kapoor and Deepika Padukone are some of the celebrities who have endorsed Pepsi. The Pepsi My Can is undoubtedly the most popular cola pack of all time. It is not just a pack but a definitive style. QUICK BRAND FACTS Flagship brand of PepsiCo. 100 year old brand loved by over 200 million people worldwide. An iconic youth brand in India. The single largest selling soft drink brand in India.

Slice

SLICE PURE MANGO PLEASURE Brand History Slice was launched in India in 1993 as a refreshing mango drink and quickly went on to become a leading player in the category. In 2008, Slice was relaunched with a winning product formulation that made consumers fall in love with its taste. With new pack graphics and clutter-breaking advertising, Slice has built a powerful appeal. Brand Advantage With the launch of the Aamsutra campaign in 2008, its winning taste and appealing pack graphics, Slice created a great deal of excitement in its category and celebrated the indulgence in mangoes like no other brand had done before.While other players have portrayed the mango as a simple and innocent fruit, Slice celebrates the sheer indulgence and sensuality involved in consuming a mango. The creative Aamsutra idea communicates the experience of extreme sensuous pleasure through the act of drinking Slice. Slice was the first brand ever in the Juice and Juice Drinks category to sign on Bollywood diva Katrina Kaif as the brand ambassador for Slice. In 2009, Slice took the notion of indulgence to a whole new level with the launch of the Slice Pure Pleasure Holidays, giving its consumers a chance to win luxurious all-expenses-paid holidays to dream European destinations like Paris, Vienna, Greece. QUICK BRAND FACTS Slice was launched in India in 1993 Slice Mangola was introduced in 1994

Tropicana

Brand History

Tropicana was founded in Bradenton, Florida, USA, in 1947. It is now enjoyed almost everywhere in the world. Carefully nurtured for over 50 years, Tropicana has matured into one of the most respected beverage brands. Widely regarded as the world's no. 1 juice brand, it is today available in 63 countries. Since 1998, Tropicana has been owned by PepsiCo, Inc.Tropicana Premium Gold was re-launched as Tropicana 100% in 2008. Brand Advantage Tropicana continues to select the best fruit to manufacture high-quality juices and original products, pioneer innovative processes and explore new markets for its products. It is committed to fostering healthy lifestyles by ensuring that its products are naturally nutritious and provide the daily benefits that one needs. In India, Tropicana comes in two categories: 100% Juices (sold as Tropicana 100%) and Juice Beverages & Nectars (sold as Tropicana). QUICK BRAND FACTS Launched in India in 2004. Available in two categories - 100 percent juice and juice-based drinks.

Did You Know? 20oranges= 1L Tropicana 100%

8 apples=1L Tropicana 100% Apple juice

1.3 Kg Mixed fruits=1L Tropicana 100% Mixed fruit juice

Modern Trade in India With the organized retail sector growing at 30%, the contribution of large-format retail Store to the turnover of Fast Moving Consumer Goods (FMCG) firms is set tomore than double in 2008. The FMCG sector has taken some steps to match the pace of growth to the organized retail sector. Companies have launched dedicated sales personnel for modern trade channels and taken initiatives to boost point of purchase (POP) management at the large stores. Modern trade refers to retailing through large-format stores whereas general trade refers to retailing through kirana stores. Executive director, marketing (consumer care division) said, the servicing needs of modern trade are vastly different from the traditional stores and it requires a sell through approach. The exciting new formats also open up immense opportunities for brand activation at the point of purchase. The selling skills are vastly different and are of a higher order. A team with appropriate skill sets has been put in place within Dabur India to respond to the requirements in modern trade and the results are most encouraging. It has initiated a program titled DARE Driving Achievement of Retail Excellence aimed at improving Daburs distribution effectiveness in organized retail sector. Industry experts say that while the emergence of modern trade has surely altered the retail landscape in India, the fact remain that a bulk of FMCG sales still comes from traditional trade. On an average 95% of the sales come from kirana stores with a meager 5% coming from large format retail stores. For Dabur about 3% of sales come from modern trade and it expects it to grow up to 7.5% in the near future. For some categories of products like premium skin and hair care, organized retail contributes a higher % of up to 50%. Secondly, the main fear of FMCG companies that modern retailers will squeeze their margins was dispelled by the head of a leading retail chain who said in a seminar on retail that Unlike developed countries where FMCG companies are pressed on margins by retailers, in India since the retail sector is just picking up, retailers tend to not pressurize companies for margins. This year, FMCG major Hindustan Unilever (HUL) also announced a joint venture with South-Africa based Smollan holding to provide in-store services to its customers and point-of-purchase management at large format retail stores. Sanjiv kakkar, executive director, sales and customer development, HUL said, Modern trade in India is growing and evolving rapidly and our strategy for winning in this growing retail market is to win at point-of-purchase with our shoppers and by delivering best-in-class service to our modern trade customers. This JV will bring in world class execution excellence in the market and build the right capabilities to deliver the companys marketing strategy in modern trade. Market research

reports say 25-40% of consumers switch brands at the point of sale driven by display or promotion. Other companies that have a dedicated team for modern trade include Colgate-

Palmolive, Procter & Gamble India and Marico. However, the companies cannot afford to Classified-Internal use neglect kirana stores, as they still remain the biggest source of revenue. Along with forming the JV with Smollan, HUL also went fast-forward this year with its Super Value Store (SVS) program, which is aimed at enhancing the customer experience at select kirana stores in urban areas. Similarly, Marico and Dabur launched Mera and Parivaar program were aimed at activating the general trade channel by giving consultancy to mom-and-pop shop owners. In retail, consumers need convince. The neighborhood kirana store, by virtue of being the nearest store to the consumers, will always occupy that position of convenience. Unlike a developed market where consumers need to travel some distance for shopping, Indian consumers in most parts of the country have the kirana stores to service them on all days, all through the year. The companies hence are expected to follow a twin-focus in 2008 to get the most out of retailers. Organized retail will give the companies access to high-income consumers and kirana stores will give much greater volume, says analysis. Hindustan Unilever (HUL), GlaxoSmithKline Consumer Healthcare (GSKCH), Godrej Consumer Products (GCPL), Dabur, Nestle, Pepsi Co. and other FMCG companies are lining up initiatives to maximize returns from modern trade channels (MTC) including hypermarkets and supermarkets. From in-store promotion and special retail packages to spinning off specialized teams for modern trade, FMCG companies are leaving no stone unturned. Sales from MTC formats account for over 30 per cent of revenue for the retail players, and have started to contribute larger volumes for FMCG players. FMCG companies find it easier to manage sales at the point-of-purchase because of effective inventory management systems that characterize the modern format. It is easier for a company to introduce a new product through a large retail chain having national presence. It can give the initial visibility support that can translate into sales, says Purunendu Kumar, associate vice-president (retail and consumer goods), Technopak KSAKumar. The other advantage is for companies, it is easier to push premium products through modern retail as against the regular kirana store, he said. In a fragmented retail environment as in India, it is important for FMCG companies to focus on point-of-purchase and get consumer insights to evolve a retail approach, says Kumar. Modern retail format allows that space for on-ground promotion and other

initiatives, which help in consumer, connect. Further, it allows the company to collect consumer insights and data to measure its success, he adds.

GlaxoSmithKline Consumer Healthcare, for instance, has hired an international firm Glendinning Management Consultants to advise on its modern trade arena, apart from spinning off a separate division to work only on this sales route. "By 2010, we expect sales through modern trade to contribute around 10 per cent to our turnover; therefore it is a very important channel for us. It also helps us reach out to our target audience in a unique manner and create a relationship with the brand, says Aditya Kapoor, general manager, modern trade and CSD, GSKCH. At present, modern retail initiative contributes about 4.5 per cent to its overall sales. The company conducted a customer preference study as part of its strategy to strengthen sales in the organized retail channel and is enhancing its customer-centric capabilities such as supply chain management, in-store execution, category expertise, and joint business planning. Modern trade also allows more space and provides an established route to launch new products. We recorded 50-70 per cent more sales in the controlled modern trade unit, compared to a regular retail unit when we launched Ezee-Bright & Soft this year, says V Suresh, vice-president, marketing, GCPL. The company undertook consumer awareness initiatives for on-ground activation of the brand leading to better visibility and sales. Nestle has created a new division this year for channel sales development for better modern retail sales execution. Similarly, Dabur initiated a program christened DARE (Driving Achievement of Retail Excellence) to improve its effectiveness in organized retail. For many players, modern retail offers better shelf-space and visibility, whereby they can introduce more economical packs and the right stock-keeping-unit strategies. Ranju Kumar Mohan, vice-president, sales & marketing, Henkel India, says, The consumer who enters a modern retail store is more exposed to the choice of products. Thus, he can make a choice of buying a bigger pack that lasts a month in place of a smaller one that he would pick on other days. Modern trade accounts for about 5-10 per cent of urban sales for FMCG companies and this can go up to 25 per cent for southern markets, where the channel has a stronger presence. The industry expects contribution from modern trade to double in the coming few years.

MARKETING ACTIVITIES AT VARUN BEVERAGES LTD.:Purchase Order:A BUYER-GENRATED DOCUMENT THAT AUTHORIZES A PURCHASE TRANSACTION. When accepted by the seller, it becomes a contract binding on both parties. A purchase order sets forth the descriptions, quantities, prices, discounts, payment terms, date of performance or shipment, other associated terms and conditions, and identifies a specific seller also called order. Definition:- A purchase order (PO) is a commercial document issued by a buyer to a seller, indicating types, quantities, and agreed prices for products or services the seller will provide to the buyer. Sending a purchase order to a supplier constitutes a legal offer to buy products or services. Acceptance of a purchase order by a seller usually forms a one-off contract between the buyer and seller, so no contract exists until the purchase order is accepted. Procedure: The Buyer receives a manual requisition via mail or fax. Verify authorization 1. When the Buyer verifies that the requisitioned is authorized to request the material under the request's cost element. 2. If the requisitioned is authorized then its go for create a Purchase order.
3. If the requisitioned is not authorized then its obtain a different authorized cost element,

and go for Create a purchase order. Otherwise, reject the requisition, and end procedure here. When create a purchase order:

The Buyer creates a purchase order using the system task Create a Purchase Order with a Known Vendor. It is noted that if the requisition is for a walkthrough PO, enter enough information to generate a purchase order number. The Buyer gives the PO number to the requisitioned. The complete information is entered at a later time. Distribute the purchase order(s) to the vendor. End procedure

This is a diagrammatic process of PO:-

BuyerDifferent Request Reject If NO receives via If YES Element Request Authorized Order Create Cost authorized fax mails and cost
element

Flow of Purchase Order:-

Step1:- Requisition:When the company/person wants to purchase any item a Requisition is created. Step2:- RFQ (Request for Quotation):Once Requisition is approved then the company/person will Request for Quotation (RFQ) specifying the required item, quantity.... etc and send them to the vendors who can supply the item. Step3:- Quotation:Once the vendor receives the RFQ then he will prepare the Quotation and send it back to the company/person. Step4:- Purchase Order (PO):After receiving different quotations from different vendors company/person will go through the quotations and approves the quotation that is best suited/reliable for the company/person. Based on the approved quotation Purchase Order is generated to the vendor. Now the vendor will supply the item. Step5:- Receipts:Once the Item is shipped the vendor will raise the Receipt to the company/person. Step6:- Invoice:Based on the receipt Invoice is generated. For this invoice the company/person will make Payments.

Problems of PO:A problem is an obstacle, impediment, difficulty or challenge, or any situation that invites resolution; the resolution of which is recognized as a solution or contribution toward a known purpose or goal. A problem implies a desired outcome coupled with an apparent deficiency, doubt or inconsistency that prevents the outcome from taking place. Issues related to Expire:Meaning of Expiring Products:The meaning of expiring product is a date when product will be end. This product is not useful. This is the final stage where the product going to be finish. There are two types of issues in Retail Market at Jaipur:1. Indirect 2. Direct

Retail

1. Indirect: -

In this issue the store manager is responsible to inform the manager of PepsiCo that your product going to be expires. The store manager should inform this before 21 days. If in any case he is not able to inform him then this order will be not taken by them. So that he should send him an e-mail or fax to inform him. After informing by him the manager of PepsiCo have to send their salesman on that store. The salesman taken all the expiry products and sending them where that products demands is very high. So that they can sale their product easily. After informing the manager of PepsiCo there is no responsibility of the store manager.

In Jaipur city there are three main retail stores which are following these I) HYPERCITY II) VISHAL MEGA MART III) BIG BAZAR

issues:-

2. Direct:In this issues the store manager is not responsible to inform the manager of PepsiCo that your product going to be expires. The store manager should inform this before 21 days. So that whenever their product going to be expires he has given to his salesman. The salesman taken all the expiry products and sending them where that products demands is very high. So they can sale their product easily. There is no responsibility of the manager of PepsiCo regarding that product which is going to be finish. In Jaipur city there are three main retail stores which are following these issues:-

I) RELIANCE II) MORE III) EASY DAY

Issues related to Damages:Meaning :- Those products which are Consumable , commercially produced and distributed good that is (1) unfit for its intended use, (2) dangerous or harmful for normal use, (3) does not carry adequate instructions for its use, or (4) is inherently dangerous due to defective design, assembly, or manufacture. If in any case they negligent the damaged products then its combine to cause an injury, each person whose negligent it is a cause of an injury is responsible. The main issues create in the Jaipur City is that whenever there is any product is damaged then every store manager is responsible to inform the manager of PepsiCo that your product is damaged. The store manager should inform this before 21 days. If in any case he is not able to inform him then this order will be not taken by them. So that he should send him an e-mail or

fax to inform him. After informing by him the manager of PepsiCo have to send their salesman on that store. The salesman taken all the damaged products to the plant and refill them. After refilling he has to sending these products to the store manager. So that he can sale their product easily.

Launching of new product how to list the product:New product A good, service or idea that is perceived by some potential customers as new. Its basically mean whenever a company launches his new product at first time in the market. For launching a new product they should use good quality of material. They have to mention on it Barcode i.e. Standard Industrial Code (SIC). A SIC code identifies the type of business: paint manufacturer, casualty insurance company, movie theatre. All details regarding to the product should be mail by PepsiCo manager to every store. He has to firstly sending the details on that store where the demands are high. So they can easily advertise their product and cover the market. The manager of PepsiCo has to sending a free sample of this new product to his every store. So the store manager is able to send it with customer. Stores to store marketers who maintain a customer marketing database today have some excellent tools available to permit a profitable launch of new products to their existing customers. Instead of flooding the mails with brochures, the modern marketer can pinpoint likely buyers among his customer base with considerable accuracy. The key to success lies in finding those customer segments which are most disposed to become early adopters. Once the new product has been launched and is widely accepted, the more conservative customers will be easier to sell.

Definition of New Product Launches:Many new products are launched into the marketplace with little prior planning for targeting the customers, creating a sales strategy, developing a distribution strategy, training the sales force, and integrating the competitive strategy. This mistake significantly reduces or eliminates any potential profit the product may have, and greatly increases the sales development time. These problems must be avoided if a company wants to survive in today's competitive marketplace. Ways Market Engineering Can Help Make New Product Launches More Successful 1. Identifying the best customer segments for penetration 2. Positioning the product successfully against competition

3. Optimizing impact of sales strategy 4. Creating a system to maximize sales leads while minimizing marketing expense 5. Basing sales strategy on customer benefits rather than features 6. Making the team market-driven rather than technologically driven 7. Setting sales goals based on market potential, not staff's guesses 8. Reducing sales development time and maximizing profit 9. Improving market efficiency.
10. Identifying optimal mix of marketing tools and distribution channels to maximize sales

Market Engineering Checklist for Product Launch Market Engineering cross-functional team training Determination of Market Engineering Measurements Completion of customer survey Focus group performance Beta sites on product Selection of distribution channels analyzed Sales targets based on market size and potential Design of lead generation programs Design of market-based pricing strategy Lead tracking systems Design of public relations strategy Design of sales strategy Design of marketing strategy Competitive analysis and benchmarking Design of customer database

 Development of customer database Design of market monitoring system

Buying, reading, and implementing Customer Engineering.

Process of New Product Development:

Screening Mix Marketing of Pilot Original Rolllaunch Product Business Out Market Concept testing issues development analysis ideas develop

1. Original concept: - The original concept is generated into the mind i.e. primary idea. 2. Screening of ideas: - The main relevant ideas are select and evaluate it then it is known as screening of ideas. 3. Business analysis: - In this process manufacturer look at firms resources and market to evaluate business risks. He has to decide the criteria that are necessary to meet with market need. Product development: - This is beginning of the product. In this process building prototypes and dummy runs.

4.

5. Marketing mix issues: - Evaluation of the 4 Ps i.e. Price, Product, Promotion and Place. 6. Market testing: - In this process manufacturer obtain information about customers reaction to product in selected areas.
7. Pilot launch:- In this product is launched for the purpose that what is the response of

customers towards it therefore it is launched on a small basis not full launch

8. Roll-out: - In this process product Full launch in the market. This is last stage of product

launching.

How to list the product:Whenever a company launches a new product into the market then it should be certificated into the related act. They have to mention all details regarding to the product. After it they have to register their Certified Products. It may be alphabetically order or may be ascending order or date of certification. They have to taken approval before launching in the market by the Government. They have to product conforms to all the specifications and standards, and complies with any special conditions, identified in the Product Standard. In the real world, conformance problems may arise from time to time. The Trademarks License Agreement requires that these must be corrected in the defined timescale.

Settlement of claims and payments and how to settles:One party with a claim against another will frequently settle that claim by contract, sometimes as the result of negotiation without litigation, sometimes as a result of negotiation during litigation, including after judgment or appeal, or sometimes as the result of mediation. The claims come in all varieties, including breach of contract, tort, restitution, property, or violation of a statute. Some claims are disputed, others undisputed. For example:- A tort claim for personal injury as a result of an automobile accident is disputed if the alleged tortfeasor denies that she was negligent. A claim for breach of contract is disputed if the alleged breaching party denies formation of a contract, or denies failing to perform, or asserts discharge of contractual duties for any of a variety of reasons. A statutory claim for damages is disputed if the alleged wrongdoer denies that its conduct falls within the scope of the statute. Of course many claims are undisputed. A contract claim for repayment of a loan is typically undisputed, for example, as is a judgment for the payment of money (e.g. Foakes v. Beer). Some claims, even if undisputed, are never the less unliquidated (i.e. presently one does not know and cannot calculate with mathematical certainty the precise amount owing), while other claims, even if disputed, are liquidated (i.e. presently one knows or can calculate with mathematical certainty the precise amount owing if the amount is owing at all). Parties with claims, whether disputed or undisputed, liquidated or unliquidated, typically settle those claims to avoid the expense, inconvenience, time, friction, stress, and uncertainty of litigation or enforcement of judgment or simply to get on with life. Judges favor settlement, because settlement reduces judicial workload and frees judges for work on other matters before the court. Settlement of claims also restrains the cost of maintaining a judicial system. Accordingly, judges are favorably disposed to enforce a contract that has settled a claim when one of the parties to the settlement contract later seeks to avoid the settlement. Economists argue that the likely enforceability of settlement agreements provides an important incentive to settlement. Like any contract, a contract that settles a claim requires mutual assent and a consideration (or consideration substitute). In addition, one must pay attention to the form of the settlement contract to determine the nature of remedies in the event one of the parties breaches the settlement contract. We look at each of these three sets of issues in turn.

How to settle the claims:1. Mutual assent (checks tendered in satisfaction):One may encounter the same types of issues of mutual assent in the context of settlement contracts that one may encounter with contracts generally. 2. Consideration:A settlement in which one party promises to forego an undisputed, liquidated claim in exchange for the other party's promise to perform, or the other party's performance of, a pre-existing duty is not enforceable absent consideration or a consideration substitute. However, the promise to perform, or the performance of, anything slightly different from the pre-existing duty is sufficient consideration to support a promise to forego the claim. However, if a claim is disputed, one cannot determine in advance of a final judgment if there is any pre-existing duty, and if an undisputed claim is unliquidated one cannot quantify in advance of a final judgment the amount of the pre-existing duty. Accordingly, a settlement in which one party promises to forego pursuing a disputed claim or an undisputed claim that is unliquidated in exchange for the other party's promise or performance is enforceable notwithstanding the pre-existing duty rule, subject to limits on either the good faith or reasonableness of the claim. Form of settlement Settlement contracts typically take one of two forms. A settlement contract may substitute for and hence discharge the original claim, or the settlement contract may suspend the original claim pending the performance of promises in the settlement contract. A settlement contract that substitutes for the original claim is sometimes referred to as a "substitute contract" and sometimes referred to as a "novation" (although in some jurisdictions the word novation is reserved for a contract that substitutes a new debtor in place of an old one with intent to release the old debtor). A settlement contract that suspends the original claim pending the performance of promises in the settlement contract is an "executors accord." The performance of the promises in the settlement contract is "satisfaction" of the accord. The entire process, settlement contract and subsequent performance, is an "accord and satisfaction." Satisfaction discharges both the suspended claim and the accord. Absent timely satisfaction of the accord, however, the party holding the suspended claim may pursue either the suspended claim or the accord.

The distinction between a substitute contract and an executors accord only becomes relevant if the party making new promises in exchange for the other party's surrender of a claim fails to perform those promises. Consider the following example: Party A must repay Party B in one month for a $1,000 loan made by Party B. In settlement of the obligation, Party B agrees with Party A to take $950 in one week. (There is mutual assent. There is also consideration for B's promise to forego collecting the balance because Party A is promising to perform something slightly different, paying early, than her pre-existing duty.) If this agreement is characterized as a substitute contract, its formation discharges the $1,000 obligation. If A fails to pay $950, B has a claim for $950 but not for $1,000. In contrast, if this agreement is characterized as an executors accord, timely payment by Party A discharges both the $1,000 and the $950 payment obligations. Failure of A to timely pay $950 leaves B with the option to pursue either the $1,000 or the $950 claim. Characterization of a settlement contract as a substitute contract or an executors accord depends upon the intention of the parties. That intention may be expressed in the settlement document, if there is one. If not expressed, the presumption, subject to proof to the contrary, is that the parties intended an executors accord if the claim was undisputed and liquidated (as in the example immediately above) and that the parties intended a substitute contract if the claim was disputed or unliquidated. Settlement of payments:We all need money for something or another and we often somehow manage our finances without having to borrow money from anyone else. However, when we require a large amount of money, to start a business or a buy a new home, we need the support of financial institutions such as banks to loan us some money to make the purchase.

People borrow money from banks for all sorts of purposes and there are time limits in which you will have to pay back that debt. All banks have their own payment procedures. Some allow you to start paying off your debt after some time period whereas others may not be as friendly. The trick is that, when you are looking for a

loan, everyone will offer it to you as long as you have something to show for the loan. We all know banks need to keep some sort of guarantee to give you the loan. Therefore, there is no problem if you have an account in one bank and want to take a loan from another one. As far as the settlement of payments is concerned, make sure that you settle your debts on time. Most of the time, banks charge late fee or interest rates apply more and more if your debt is delayed. In this scenario, it is best to look for settlement of payments because it will not only help to eliminate the extra amount that you have to pay on your debt, but it will also reduce the cost of your debt by a lot.

Loans are not the only type of debts for which you can find a settlement of payments. There are other debts as well, such as credit card debts for which you can find settlement of payments. Getting a settlement of payments is often the best way your debt can go because the more time passes, the difficult the settlement will become. Therefore, it is essential that you settle your debts the first time you think that your debts are not going to be paid on time. Settlement of payments can offer you a lot of relief from the stress that can come due to delay in payments of installments. However, keep in mind that you should engage in the settlement of payments deal on your own if you are not familiar with all the necessary details that can decide the outcome of the settlement. Always make sure to hire a professional payment settlement company for the settlement of your payments.

Your home is important to you and you do not want to lose anything due to inability to pay off your debts in time. However, people have the tendency to forget the installments of debts and before they know it, there is a large amount of debt in your name that piled up due to interest charges and late fee charges.

There is other type of settlements as well such as structured settlements where you are paid for an injury or a loss that is caused by another party. The damages can be like an injury, harassment, financial loss etc. that can be paid in an amount that is agreed upon by both parties. Such settlements are often beneficial as well because you can also sell your right to the settlement of payments to another person. If you hire the services of a professional settlement company, you can a good deal out of the settlement. This is because often times people are unaware of the important things that can help them to get more money out of a settlement. Minor details count a lot when it comes to settlement of payments and a settlement company helps to ensure that each and every detail is in your favor so that you can get a good settlement for your loss of any kind. A settlement company can help you to ensure that all the details regarding your loss are properly filed and put through the right process to ensure the good settlement with the defendant. After all the paper work is done, the settlement company will contact the person / company that caused you damages and will ask for a settlement. The settlement can take place without the case being referred to a court where a judge will decide the settlement of payments. However, in most cases people find settlement of payments without it with the help of settlement companies. That is why it is always essential to find a professional settlement company for your settlement of payments.

Merchandising of Products in Modern Trade

Area End Cap End Cap End Cap Shelf

Product Pepsi Mirinda (Limon) Slice Slice Slice

Qty. 2 ltr. 2 ltr. 1.2 ltr. 1.2 ltr. 500 ml.

Facing 8 8 9 4 6

M.R.P. 60 60 55 55 28

Shelf Shelf Shelf Shelf Shelf Shelf Shelf Shelf Shelf Pepsi Mirinda (Limon) 7up Mountain dew Nimbooz Pepsi Mirinda (Limon) 7up 500 ml. 500 ml. 500 ml. 500 ml. 350 ml. 2 ltr. 2 ltr. 2 ltr. 13 5 8 3 5 8 8 2 24 24 24 24 15 60 60 60

Shelf Shelf Shelf Shelf Shelf Shelf

Mountain dew Pepsi Mirinda (Limon) 7up Mountain dew Pepsi diet

2 ltr 330 ml 330 ml 330 ml 330 ml 330 ml

2 7 2 2 2 7

60 25 25 25 25 25

RESEARCH METHODOLOGY

Research is an art of scientific investigation. It is defined as A careful investigation or enquiry especially through search for new facts in any branch of knowledge. Research methodology is considered as the nerve of the field work or any project. Without proper well organized research plan, it is impossible to complete the project and reach to any conclusion. The project was based on the survey plan. The main objective of survey was to collect appropriate data, which work as a box for drawing conclusion and getting result. Therefore, research methodology is the way to systematically solve the research problem. Research methodology not only talks of the methods but also logic behind the methods used in the context of a research study and it explains why a particular method has been used in the preference of the other methods. Definition Marketing research is a systematic gathering recording and analysis marketing problem to facilitate decision making. Coundiff & Still Marketing research is a systematic problem analysis, model building and fact finding for the purpose of important decision making and control in the marketing of goods and services. Phillip Kotler

MAIN STEPS INVOLVED IN MARKETING RESEARCH

Defining the Marketing Problem to be tackled and identifying the market research problem involved in the task. (1) (2) (3) (4) (5) (6) (7) (8) Define the problem and its objectives. Identify the problem. Determine the information needed. Determine the sources of information. Decide research methods. Tabulate, Analyze and interpret the data. Prepare research report. Follow-up the study.

Descriptive research It is well structured. It can be complex a high degree of scientific skill on the demanding of a high degree of scientific skill on the part of the researcher. It can be taken in certain circumstances. When the researcher is interested in knowing the characteristic of certain groups such as age, sex, education level, occupation or income a descriptive study may be necessary. RESEARCH DESIGN Research design is important primarily because of the increased complexity in the market as well as marketing approaches available to the researchers. In fact, it is the key to the evolution of successful marketing strategies and programmers. It is an important tool for study buyers behavior, consumption pattern, selling pattern, brand loyalty, and focus market changes.

SAMPLING METHOD Sample design is a definite plan of obtaining some items from the whole population. The sample technique is not used in this project as whole universe is covered

DATA COLLECTION METHOD There are two types of data Viz., Primary Data and Secondary Data. The primary data are those which are collected a fresh and for the first time and thus happen to be original in character. The secondary data, on the other hand, are those which have already been passed through statistical process while doing our research I had taken the help of both primary data as well as secondary data for analyzing the results. METHOD FOR COLLECTING PRIMARY DATA ------------------During survey the primary data collected from structured Questionnaire. In this method a questionnaire is personally given to the respondent with a request to answer the questions and return the questionnaire. A questionnaire consists of number of questions relevant to the research problem, printed or typed in a definite order on the form or sets of forms. The questionnaire is personally provided to respondents under the guidance of the researcher, who are then expected to read, understand and write down the reply in the space meant for answering various questions in the questionnaire itself. METHOD FOR COLLECTING SECONDARY DATA ------------------------Secondary data collected from various magazines, internet and various books. For the collection of secondary data various articles and researches from news journals, institutional research articles, and personal researches relevant to the research problem have been included.

QUESTIONNAIRE -----------------------------------------------------------------------This is the most popular tool for the data collection. Researcher designed questionnaire according to the topic and objective of the research project, researcher used three type questionnaire methods into data collection, that is.

 Multiple choice questions Open end questions Dichotomous Multiple Question -------------Multiple questions researcher used because many option in this kind of question and easy for getting response from respondent. Questions of this type offer the respondents an alternative to choose the right answer among others. It is faster, time saving and less biased. Its also simplifies the tabulating process. Open end Questions --------------------Open end question basically put know about respondent answer in there form, but most of the respondent just blank it, and go with another question. In this type respondent are free to answer in their own words and express the ideas they think are relevant, such question are good as first questions or opening questions. They introduce the subject and obtain general reaction. Dichotomous ------------------------------Dichotomous question very simple and anyone can able to answer that particular question teenage, young and old. From of this kind of questions are Yes and No These are the question which is Boolean in nature. These answers are straightforward and respondent have to answer them in a straight way. That means the answer can only be either Yes or No

1. Company provides good consumer scheme

Company provides good Consumer Schemes

Frequency

Percentage(%) 51 41

Company's Name Pepsi Coke

27 19

Interpretation:This Pie Chart Represent that Pepsi Provide good Consumer Scheme as 59% Respondents agree on this While 41% suggest that Coke Provide good Consumer Schemes

2. Trade Schemes Company's Name Pepsi Coke

Frequency 21 25 Percentage 45 55

Interpretation :-

3.
Availability of Product Parameters V. Good Good Average Poor V. Poor Frequency 9 19 11 5 2

Percentage
20 41 23 11 5

4 Supply Period Period After 3 Days Weekly Fortnightly Frequency 17 24 5 Percentage 38 52 10

Interpretation From this chart of flavor wise demand of Pepsi Products we see that Pepsi(31%) demand is more, than comes 7UP (21%), Slice (20%), Miranda(15%), Mountain Dew(13%) respectively.

6
Market Share Frequency 21 22 2 1

Brands

Coke Pepsi RC Cola Other

Percentage 46 47 4 3

7 Visit of Merchandising Manager

Period Daily Twice a Week Weekly Fortnightly

Frequency 3 14 20 9

Percentage 7 30 43 20

8 Solution of Problem
Option Yes No Frequency 19 27 Percentage 41 59

Parameters H. Satisfied Satisfied Neutral Dissatisfied H. Dissatisfied

Satisfaction Regarding Services Frequency Percentage

11 17 11 5 2 23 37 24 11 5

10 Effect of Campaigns on Sale

Period H. Increased Increased Neutral Frequency 31 13 2 Percentage 67 28 5

11.

Utilization Pattern
Period Only Pepsi Products Pepsi+Coke Other Products Frequency 11 15 20 Percentage 67 28 5

12.

Knowledge of Planogram
Option Yes No Frequency 13 33 Percentage 28 72

13. Merchandising by Sales Person

Option Yes No No of Respondents 35 11 Percentage 76 24

Findings:

I have found that the retailers are giving more preference to the PepsiCo products. In the case of Consume scheme Pepsi is providing better schemes than Coca Cola. After conducting this research it is found that PepsiCo is a famous brand among customers Modern Trade is essential at this point of time and for this merchandising technique is adopted by Pepsi. Knowledge of Plano gram is not appropriate. Retailers were satisfied with the services of V.B.L Now customers in Jaipur City likes to purchase goods from modern format of retailing Discounts at Malls and Retail stores are more in comparison to Kirana Shops.

Various Promotion techniques are adopted at Modern Retail Stores. Eg slice is free with mangoes. Particular space is provided in the stores according to the planogram. Regular visits of merchandising manager improve the sales and solve the problems. In certain store visits of Manager is not proper as these stores are much crowded.

Suggestions:

Company should well train its merchandising managers by conducting training programs as they should know about the Plano gram. Organization should educate Retailers about the Plano Gram by taking meetings or Seminars. Good coordination is required between store managers and merchandising manager therefore inter personal skills should be developed. Regular visit of merchandising manager is required in certain Stores like Reliance Fresh Malviya Nagar and New Sanganer Rd. as footsteps per day is high there . Area should be properly divided because this create a problem for Merchandising Manager to plan his Schedule. Area can be Divided on Store Basis or Zone basis.

ANNEXURE Questionnaire

1.

Name of the Retail Store :-

2. Address :3. Contact No.

4. Which company provides good Consumer Schemes?(1) a. PEPSI b. COKE 1. Which company provides good Trade Schemes(1) PEPSI COKE How is the availability of the products of PepsiCo?(1) a) V.good b) Good c) Average d) Poor e) V.poor
2.

1. Period of time in which goods supplied by the Company at your shop:- (1) a) After every 3 Days b) Weekly c) Fortnightly

1.

Which of these Pepsi products are available at your shop?(2) Mark the same

Pepsi

Miranda Oran ge

Miranda Lemo n

7Up

Mountain Dew

Slice

Aquafi na

Diet Pe ps i

All

2.

a) b) c) d)

Brands mostly purchased by the consumers in your shop?() Coke Pepsi RC Cola Other

1.

Visit of merchandising manager at your store:a) Daily b) Twice a week c) Weekly d) Fortnightly

1. Does Company solve your service related problem quickly?(3) a) Yes b) No

1.

Are you satisfy with the Services provided by the PepsiCo(3) a) Highly Satified b) Satisfied c) Neutral d) Dissatisfied e) Highly Dissatisfied What is the effect of Campaign on the sales of the product at your shop?(4) a) Highly Increased b) Increased c) Neutral

1.

14) What is the Utilization pattern of Pepsi Vizicooler at your store?(5) Full of Pepsi Drinks Only b) Pepsi + Coke Drinks c) Pepsi + Other Products
a)

15) Reason for keeping other brand in Pepsi Vizi Cooler?(5) Electrical Bill b) No Own Cooler c) Other
a)

Please Specify 16. Does the salesman does merchandising in your shop?(6)

a) Yes

b) No

17. Does the retailer know POG PLANOGRAM or not ?(6) a.) Yes b) No.

18. Your valuable suggestions to improve the sales of the products of PepsiCo: .