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Pepsico SDM Project

The document summarizes Pepsi's sales and distribution process in Hyderabad. It outlines the 7 main steps of the process from pre-sales representatives taking orders to stock delivery. It also describes Pepsi's distribution channels as large chain retailers, small individual retailers, and indirect wholesalers. The sales process for Hyderabad involves dividing the market into territories served by distributors who collaborate with PepsiCo. Gaps and recommendations are provided.

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Jemini Ganatra
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227 views6 pages

Pepsico SDM Project

The document summarizes Pepsi's sales and distribution process in Hyderabad. It outlines the 7 main steps of the process from pre-sales representatives taking orders to stock delivery. It also describes Pepsi's distribution channels as large chain retailers, small individual retailers, and indirect wholesalers. The sales process for Hyderabad involves dividing the market into territories served by distributors who collaborate with PepsiCo. Gaps and recommendations are provided.

Uploaded by

Jemini Ganatra
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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SALES AND DISTRIBUTION

CHANNELS
OF
PEPSI IN
HYDERABAD

SUBMITTED BY :
SRISHTI KATARIA
SRISHTI PRADHAN
SUMEET SEHGAL

COMPLETE PROCESS OF SALES & DISTRIBUTION AT


PEPSICO
Following steps shows the end to end process of sales and
distribution at PepsiCo:

Step 1
Pre-Sales Representatives (PSRs) daily visits a particular number of stores according
to their route book. He follows the Pepsi 8 step call at each store like he greets the
retailer, checks the warm stock, performs execution practices, does merchandising
of visi cooler, and then takes orders from the retailer.

Step 2
After finishing step 1 for all the outlets assigned to him on a given day, he goes back
to the distribution point and gets the orders punched in the billing software ASDOS.

Step 3
The punched orders are used to create bills and copy of bills is handed over to
the delivery staff. The bills are outlet wise and delivery of stocks should be done
according to the same routes on which the orders have been taken.

Step 4
Stock is delivered and bill/ receipt are given to the retailers and cash is collected
from them

Step 5
The collected cash is brought back to the distribution point and the credit is noted
down if exists for any shops along with the credit period.

Step 6
After the stock is delivered the order for the next days stock is planned and placed
to the manufacturing plant.

Step 7
Manufacturing plant supplies the ordered goods to distribution point next day.

CHANNELS OF BEVERAGE INDUSTRY

LARGE CHAIN RETAILERS/MODERN TRADE

Greater Bargaining power.


Request discounts from brand companies
Direct relationship the consumer and a tendency to protect this association from
manufacturer interference.
e.g. big bazaar
SMALL INDIVIDUAL RETAILERS
Huge number of retailers but with small point sales
Sometimes these retailers buy products directly through modern trade or cash and carry.
e.g. mom n pop stores
Indirect Channel (wholesalers)
Information - presence of competitors beverages, required product mix, individual points
of sale etc.
Product in several package sizes

SALES AND DISTRIBUTION PROCESS OF PEPSI IN


HYDERABAD
At first under a franchisee and later was brought directly under the control of PepsiCo,
Feb06.The territories under the Hyderabad unit are divided into:
Hyderabad I
Hyderabad II (Secundrabad)
Hyderabad III
Warangal
Kurnool
Nizambad
Gulbarga

SALES PROCESS

The scope of the Hyderabad unit is limited to the sales & distribution in the twin cities of
Hyderabad and Secundrabad along with a few other geographical segments in the UpCountry of Andhra Pradesh.
Hyderabad unit follows the Hubs and Spokes model for sales & distribution.
The market is divided into territories.
The Hyderabad Unit supports eight such territories. These territories comprises of
distributors.
The distributors are private owned businesses who collaborate with PepsiCo.

GAPS BETWEEN THE DISTRIBUTION CHANNELS

Company do not repair the visi-coolers timely.


Retailers do not want that company provides the same schemes to all
retailers.
PepsiCo has less flavors and Retailers have a few option to sell the
products.
Many times wholesalers do not mention about the schemes which are
given by PepsiCo company.
Support material not provided to the retailers as being provided by the
competitor.

PEPSI has only cola flavor where its competitor has coca cola has coke
and Thumps up.
Its one of the Popular brands PEPSI in cola flavor is lagging behind with
its nearest competitor only due to high sugar content and less thrilling.
More emphasis is given to larger dealers in comparison to smaller
dealers In terms of Stands, Dealer board, and other Add.
Some dealers are not very satisfied with the services of Pepsi which
directly affect the sale of product.
Competitors products already available in the market with similar
schemes. Tough competition from others.
Strategic pricing by competitor may affect the companys margins .

RECOMMENDATION & SUGGESTIONS

All brands should be making available in all outlets. The distributor can
do this with timeliness delivery. Availability will increase visibilities,
which in turn increase the sale.
Pepsi distributor can convince the more retailers for entering into
agreement for exclusive outlet with some extra benefit.
Immediate response should be given to the problems related to the visi
coolers, supply and also come up with the new strategies to cater the
retailers as well as consumers.
The damage Product should be replaced as soon as possible.
The Sign board should be provided to all the Retailers.
Another brand of Cola flavor should be introduced and it should have
strong taste and more fizz so as to attract the customers who like
Thumps up more than Pepsi

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