Name of the institute SYNOPSIS APPROVAL PROFORMA

Name Course Institution Title of the Project : : MBA III year : : ANALYSIS OF DISTRIBUTION
OF PEPSI IN WHITE & GREY AREAS

Place : Date : (Signature of the student)

Title of the Project

ANALYSIS OF DISTRIBUTION OF PEPSI IN WHITE & GREY AREAS

STATEMENT OF THE PROBLEM:Pepsi has been a universal flavor for decades. The coolest Drink on earth; having quenched the thirst of a whole generation of young men and women across the globe, it represents their aspirations, lifestyle and sense of independence. RKJ Group has been responsible for bringing this Universal Drink home. The group manufactures and markets carbonated and non- carbonated soft drinks and mineral water under the Pepsi Brand. The various flavors and Sub- brands are Pepsi, Mirida Orange, Mirida Lemon, Mountain Dew, 7 Up, 7-Up Lemon Bite, Evervess Soda and Aquafina. It supplies the product from its 7 bottling plats located at Kosi, Alwar, Bhiwadi, Jodhpur, Goa, Dharwad and Nepal. It has the license to supply beverages in the territories of western U.P., East Delhi, part of M.P., whole of Rajasthan, Goa, 3 Districts of Maharastra and the whole of Nepal. Varun Beverages Ltd.(Is a part of RKJ Group) Is a franchise of Pepsico India Ltd. It has a good distribution channel in the East Delhi. It consists of nineteen routes. But some of the areas are left uncovered due to various problems. As results in spite of the product being of good quality and Internationally recognized brand, Pepsi is not demanded in that white and grey areas due to present distribution system. White Areas: - Those areas where companys truck goes directly for the distribution. Grey Areas: - Those areas where the dealer does company distribution and they use small Autos, Rickshaws etc for door delivery.

WHY I CHOOSE THIS TOPIC:I am an Employee of Varun Beverages Ltd. as a Senior Sales Executive in the same department and have been observing this decline in sales and profit. To identify the root cause of the problem the company has given me this assignment to survey of that territory and submits the report. So that the company can take the necessary action to increase its sale in that territory and by increasing the staff, reduce the extra staff and change the route of the vehicle and the sales persons. As a student of MBA I am interested in the FMCG sector, so this project will help to understand the market scenario of these types of products in that territory and will help me to building my career in FMCG sector and also I could get an on hand experience to carry out a project taking a major topic in Marketing / Marketing penetration. The learning experience will add a lot of value to my knowledge gained though the course curriculum.

WHAT CONTRIBUTION WOULD THE PROJECT MAKE AND TO WHOME ;Results of my survey and analysis would provide very useful inputs to the management of VARUN BEVERAGES Ltd. who is suffering the loss in sale and profit. Because of the present distribution system which company feels there are some lapses due to which there is less sale and the company wants to rectify it asap. They have welcomed my effort and are looking forward to collecting all available data in this respect for examining the problem in totality. As per the present market trend this business is totally depend on volume. My survey will enhance the sale and then profit of the company and to the distributors/ dealers/ shopkeepers vice versa. It will also help to those consumers who love the flavors of PEPSICO.

OBJECTIVES OF THE STUDY

Primary Objectives: The main objectives of the project are to study the distribution pattern used by the Varun Beverages Ltd.

Secondary Objectives: 1: - It will help us to know the brand positioning in the market. 2: - The Company will know its share in that particular territory. 3: - The Company can change the route of the vehicle and the sales persons so that there can be more sales and resulting in more profit. 4: - The Company will know about the competitors strategy and will make its strategy to capture the market.

METHADOLOGY

Primary Data: - For obtaining the Primary data for my projects, I propose to use two
search instruments i.e. Questionnaire and Structured Interviews: a. Questionnaire I. Sample Size ii Sample Composition Distributors Dealers Shopkeepers Supervisors/ Workers Consumers/ Buyers b. Structured Interviews ii Sample Composition Distributors Dealers Shopkeepers : 15 :2 :2 :2 :2 :5 : 10 :1 :1 :2

Supervisors/ Workers Consumers/ Buyers

:1 :5

Secondary Date I propose to get the secondary data from: a. Previous in house studies in the Varun Beverages Ltd. b. Earlier complaints/ regular complaints/ letter of consumers/ buyers/ and past employees.

CHAPTER SCHEME

The chapter scheme in the project report is planed to be under: Chapter 1 Chapter 2 Chapter 3 Chapter 4 Chapter 5 Chapter 6 Chapter 7 Chapter 8 Introduction Objective and Scope Methodology Data Collection Date Analysis Findings Recommendations Conclusion