To study and analyse pre sale order booking system

Summer project submitted In Partial Fulfilment of the Requirements for the Award of Post Graduate Diploma in Management (Recognized by AICTE, Ministry of HRD, Govt. of India) By

Vineet Pal Roll No. PG07087

INMANTEC Integrated Academy of Management and Technology

Ghaziabad
Date 20 July 2007

To study and analyse pre sale order booking system

By

Vineet Pal Roll No. PG07087

Under the guidance of Prof. Deepak Singh INMANTEC, Ghaziabad

INMANTEC Integrated Academy of Management and Technology

Ghaziabad
Date 20 July 2007

Acknowledgement

This project report bears the imprint of those who had rendered their whole hearted support and encouragement without whose help this effort of mine would be in vain. I express my deep sense of gratitude and sincere thanks to Mr. Deepak Singh Faculty Guide for his continuous support, encouragement, guidance throughout the duration of project. I am very thankful to my project guide Mr. Rakesh Suji TDM for his directions, suggestion and information provided which were of utmost importance for the successful completion of the project. I am thankful Mr. Neeraj Kumar Vice President Pearl drinks Ltd for giving me opportunity to work with them. I am thankful to Mr. Vikash Kumar ADC, Mr. Sanjay Sharma, and the sales and distribution team of Pearl drinks Ltd for their support.

Certificate
This is to certify that the summer project titled To Study An Analyse Presale Booking System being submitted by Mr. Vineet Pal student of Integrated Academy of Management and Technology, Ghaziabad in partial fulfillment of the requirements for the award of Post Graduate Diploma in Business management has been completed under the supervision of Mr. Rakesh Suji TDM during the period from May15, 2008 To July 15, 2008 with marketing in our organization. The work has not been submitted to any other institution or University for the award of any degree/diploma to the best of our knowledge. In this period his conduct and performance was found good. He has taken keen interest in fulfilling task. We wish him all success in his future endeavors.

Ajay Sharma Deputy Manager- Personal

Pearl Drink Ltd B-42, Lawrence Road New Delhi

Certificate from Faculty Guide

This is to certify that Mr. Vineet Pal (Roll No. PG07087), a student of the Post-Graduate Diploma in Management has successfully completed his/her summer project titled TO STUDY AND ANALYSE PRE SALE BOOKING SYSTEM for the period from 15 MAY 2008 15 July 2008. This project is submitted by Mr. VINEET Pal in partial fulfillment of the requirements for the award of Post Graduate Diploma in Management. The project is submitted following my approval and satisfies the rules and guidelines defined by INMANTEC for the project.

Prof. Deepak Singh Project Guide Dated: ___________

DECLARATION

I hereby declare that the project work entitled is an original and bonafide work done by me. This project is being submitted in partial fulfillment for award of degree of Post Graduate Diploma in Management (PGDM) from Integrated Academy of Management & Technology, Ghaziabad, Uttar Pradesh.

The content of this report is based on the information collected by me during my tenure at Pearl drink Ltd New Delhi.

VINEET PAL PG07087 INMANTEC, GHAZIABAD

CONTENT

S.No. 1 2 3 4 5 6 7 8 9 10 11 12

Topic

Page No.

Acknowledgement Declaration Executive Summary Company Profile Introduction Objective Research methodology Data interpretation Finding Suggestion and Conclusion Appendix -1 Questionnaire Bibliography
1 2 16 22 23 24 32 35 36 39

Executive summary

In summers with rise in mercury level the demand for cold drink springs up to quench the thirst of millions of people. As competition is on its apex between two major cold drink giants PepsiCo and coca cola they are trying to catch every customer with their wide range of products and making these available everywhere. For this distribution system is main area of focus. This project deals with PepsiCo new distribution technique called Pre sale order booking system. As Pepsi got a wide range products and no. of SKU is increasing day by day. Main objective of this scheme is making Pepsi range available everywhere. It is important to select right retailer and build good relation with them to ensure availability of products in retail shops, which is a very important aspect of this business. Retailers and PSR are very important part of this system. For this reason the project was assigned to me, titled as TO STUDY AND ANALYSE PRE SALE ORDER BOOKING SYSTEM. For that I prepared a questionnaire for retailer to collect relevant information.

International Pepsi Company is a large conglomerate with interests in manufacturing, marketing and selling a wide variety of carbonated and non-carbonated beverages, as well as salty, sweet and grain-based snacks, and other foods. PepsiCo is a world leader in convenient snacks, foods and beverages, with revenues of more than $39 billion and over 185,000 employees. PepsiCo International (PI) PI includes all PepsiCo businesses in the United Kingdom, Europe, Asia, Middle East and Africa. Shareholders PepsiCo (symbol: PEP) shares are traded principally on the New York Stock Exchange in the United States. The company is also listed on the Chicago and Swiss stock exchanges. PepsiCo has consistently paid cash dividends since the corporation was founded. Corporate Citizenship At PepsiCo, we believe that as a corporate citizen, we have a responsibility to contribute to the quality of life in our communities. This philosophy is expressed in our sustainability vision which states: PepsiCos responsibility is to continually improve all aspects of the world in which we operate environment, social, economic -- creating a better tomorrow than today. Our vision is put into action through programs and a focus on environmental stewardship, activities to benefit society, and a commitment to build shareholder value by making PepsiCo a truly sustainable company. PepsiCo Headquarters PepsiCo World Headquarters is located in Purchase, New York, approximately 45 minutes from New York City. The seven-building headquarters complex was designed by Edward Durrell Stone, one of America's foremost architects. The building occupies 10 acres of a 144-acre complex that includes the Donald M. Kendall Sculpture Gardens, a world- acclaimed sculpture collection in a garden setting.

Company leadership

PepsiCo's History Timeline

PepsiCo, Inc. is founded by Donald M. Kendall, President and Chief Executive Officer of PepsiCola and Herman W. Lay, Chairman and Chief Executive Officer of Frito-Lay, through the merger of the two companies. Pepsi-Cola was created in the late 1890s by Caleb Bradham, a New Bern, N.C. pharmacist. Frito-Lay, Inc. was formed by the 1961 merger of the Frito Company, founded by Elmer Doolin in 1932, and the H. W. Lay Company, founded by Herman W.Lay, also in 1932. Herman Lay is chairman of the Board of Directors of the new company; Donald M. Kendall is president and chief executive officer. The new company reports sales of $510 million and has 19,000 employees. PepsiCo brands are available in nearly 200 countries and generate sales at the retail level of more than $98 billion. Some of PepsiCo's brand names are more than 100-years-old, but the corporation is relatively young. PepsiCo was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. Tropicana was acquired in 1998 and PepsiCo merged with The Quaker Oats Company, including Gatorade, in 2001 Headquartered in Purchase, New York, with Research and Development Headquarters in Valhalla, NY, The Pepsi Cola Company began in 1898, but it only became known as PepsiCo when it merged with Frito Lay in 1965. Until 1997, it also owned KFC, Pizza Hut, and Taco Bell, but these fast-food restaurants were spun off into Tricon Global Restaurants, now Yum! Brands, Inc. PepsiCo purchased Tropicana in 1998 and Quaker Oats in 2001.PepsiCos mission is To be the world's premier consumer Products Company focused on convenient foods and beverages. We seek to produce healthy financial rewards to investors as we provide opportunities for growth and enrichment to our employees, our business partners and the communities in which we operate. And in everything we do, we strive for honesty, fairness and integrity.

The company consists of

PepsiCo Americas Foods (PAF)

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

Frito-Lay and Pepsi Join In February 1965, the Board of Directors for Frito-lay, Inc. and Pepsi-Cola announced a plan for the merger of the two companies. On June 8, 1965, the merger of Frito-Lay and Pepsi-Cola Company was approved by shareholders of both companies, and a new company called PepsiCo, Inc. was formed. At the time of the merger, Frito-Lay owned 46 manufacturing plants nationwide, had more than 150 distribution centers across the United States, and was listed on the New York Stock Exchange. Frito-Lay North America and Frito-Lay International PepsiCo's snack food operations had their start in 1932 when two separate events took place. In San Antonio, Texas, Elmer Doolin bought the recipe for an unknown food product a corn chip and started an entirely new industry. The product was Fritos brand corn chips, and his firm became the Frito Company. That same year in Nashville, Tennessee, Herman W. Lay started his own business distributing potato chips. Mr. Lay later bought the company that supplied him with product and changed its name to H.W. Lay Company. The Frito Company and H.W. Lay Company merged in 1961 to become Frito-Lay, Inc. Today, Frito-Lay brands account more than half of the U.S. snack chip industry. PepsiCo began its international snack food operations in 1966. Today, with operations in more than 40 countries, it is the leading multinational snack chip company, accounting for more than one quarter of international retail snack chip sales. Products are available in some 120 countries. Frito-Lay North America includes Canada and the United States. Major Frito-Lay International markets include Australia, Brazil, Mexico, the Netherlands, South Africa, the United Kingdom and Spain. Often Frito-Lay products are known by local names. These names include Matutano in Spain, Sabritas and Gamesa in Mexico, Elma Chips in Brazil, Walkers in the United Kingdom and others. The company markets Frito-Lay brands on a global level, and introduces unique products for local tastes. Major Frito-Lay products include Ruffles, Lay's and Doritos brands snack chips. Other major brands include Cheetos cheese flavored snacks, Tostitos tortilla chips, Santitas tortilla chips, Rold

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

The Quaker Oats Company was formed in 1901 when several American pioneers in oat milling came together to incorporate. In Ravenna, Ohio, Henry D. Seymour and William Heston had established the Quaker Mill Company and registered the now famous trademark. Seymour wanted his product to be a symbol of honesty, integrity and strength. The figures of a man in Quaker clothes became the first registered trademark for breakfast cereal and remain the hallmark for Quaker Oats today. In Cedar Rapids, Iowa, John Stuart and his son, Robert, and their partner, George Douglas, operated the largest cereal mill of the time. Ferdinand Schumacher, known as "The Oatmeal King," had founded German Mills American Oatmeal Company in 1856. Combining The Quaker Mill Company with the Stuart and Schumacher businesses brought together the top oats milling expertise in the country as The Quaker Oats Company. The first major acquisition of the company was Aunt Jemina Mills Company in 1926, which is today the leading manufacturer of pancake mixes and syrup. In 1986, The Quaker Oats Company acquired the Golden Grain Company, producers of Rice-ARoni. PepsiCo merged with The Quaker Oats Company in 2001. Its products still have the eminence of wholesome, good-for-you food, as envisioned by the company over a century ago.

PepsiCo Americas Beverages (PAB)

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

Pepsi-Cola North America and PepsiCo Beverages International Caleb Bradham, a New Bern, North Carolina druggist, who first formulated Pepsi-Cola, founded PepsiCos beverage business at the turn of the century. Today consumers spend about $33 billion on Pepsi-Cola beverages. Brand Pepsi and other Pepsi-Cola products including Diet Pepsi, Pepsi-One, Mountain Dew, Slice, Sierra Mist and Mug brands account for nearly one-third of total soft drink sales in the United States, a consumer market totaling about $60 billion. Pepsi-Cola also offers a variety of non-carbonated beverages, including Aquafina bottled water, Fruitworks and All Sport. In 1992 Pepsi-Cola formed a partnership with Thomas J. Lipton Co. Today Lipton is the biggest selling ready-to-drink tea brand in the United States. Pepsi-Cola also markets Frappuccino readyto-drink coffee through a partnership with Starbucks. In 2001 SoBe became a part of Pepsi-Cola. SoBe manufactures and markets an innovative line of beverages including fruit blends, energy drinks, dairy-based drinks, exotic teas and other beverages with herbal ingredients. Outside the United States, Pepsi-Cola soft drink operations include the business of Seven-Up International. Pepsi-Cola beverages are available in about 160 countries and territories. Pepsi-Cola began selling its products internationally in 1934 with its operations in Canada. Operations grew rapidly beginning in the 1950s. In addition to brands marketed in the United States, major products include Mirinda and Pepsi Max. Pepsi-Cola North America includes the United States and Canada. Key international markets include Argentina, Brazil, China, India, Mexico, Philippines, Saudi Arabia, Spain, Thailand and the United Kingdom. PepsiCo Beverages International also produces, sells and distributes Gatorade sports drinks as well as Tropicana and other juices internationally. Pepsi-Cola provides advertising, marketing, sales and promotional support to Pepsi-Cola bottlers and food service customers. This includes some of the world's best-loved and most-recognized advertising. New advertising and exciting promotions keep Pepsi-Cola brands young.

The company manufactures and sells soft drink concentrate to Pepsi-Cola bottlers. The company also provides fountain beverage products. Gatorade/Tropicana North America

Anthony Rossi as a Florida fruit packaging business founded Tropicana in 1947. The company entered the concentrate orange juice business in 1949, registering Tropicana as a trademark. In 1954 Rossi pioneered a pasteurization process for orange juice. For the first time, consumers could enjoy the fresh taste of pure not-from-concentrate 100% Florida orange juice in a ready-toserve package. The juice, Tropicana Pure Premium, became the companys flagship product. In 1957 the name of the company was changed to Tropicana Products, headquartered in Bradenton, Florida. The company went public in 1957, was purchased by Beatrice Foods Co. in 1978, acquired by Kohlberg Kravis & Roberts in 1986 and sold to The Seagram Company Ltd. in 1988. Seagram purchased the Dole global juice business in 1995. PepsiCo acquired Tropicana, including the Dole juice business, in August 1998. Today the Tropicana brand is available in 63 countries. Principal brands in North America are Tropicana Pure Premium, Tropicana Seasons Best, Dole Juices and Tropicana Twister. Internationally, principal brands include Tropicana Pure Premium and Dole juices along with Frui'Vita, Loza and Copella. Tropicana Pure Premium is the third largest brand of all food products sold in grocery stores in the United States. Gatorade sports drinks were acquired by the Quaker Oats Company in 1983 and became a part of PepsiCo with the merger in 2001. Gatorade is the first isotonic sports drink. Created in 1965 by researchers at the University of Florida for the school's football team, "The Gators," Gatorade is now the world's leading sports drink

Vision of PepsiCo

PepsiCo Mission "To be the world's premier consumer Products Company focused on convenience foods and beverages. We seek to produce healthy financial rewards to investors as we provide opportunities for growth and enrichment to our employees, our business partners and the communities in which we operate. And in everything we do, we strive for honesty, fairness and integrity." PepsiCo in India PepsiCo is a world leader in convenience foods and beverages, with 2007 revenues of more than $39 billion and more than 185,000 employees across the world. Its world renowned brands are available in nearly 200 countries and territories. PepsiCo gained entry to India in 1989 by creating a joint venture with the Punjab government-owned Punjab Agro Industrial Corporation (PAIC) and Voltas India Limited. This joint venture marketed and sold Lehar Pepsi until 1991, when the use of foreign brands was allowed; PepsiCo bought out its partners and ended the joint venture in 1994. Firstly Pepsi was banned from import in India, in 1970, for having refused to release the list of its ingredients and in 1993, the ban was lifted, with Pepsi arriving on the market shortly afterwards. PepsiCo has grown to become the 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.

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

Sports drinks

100% natural fruit juices and juice based drinks

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

PepsiCos snack food company

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

PepsiCo SKUs

JAIPURIA GROUP Jaipuria Group is a Rs. 4,000 Cr. multi- faceted organization with diverse business interests. The JAIPURIA GROUP is one of the top business houses in India, headquartered in New Delhi, India. It is quickly establishing itself as a pan Asian group with its operations already starting in Sri Lanka, Singapore and Indonesia. It has business interests in manufacturing, processing & distribution of Aerated Water, Beer, Ice Creams, Bread and Pizzas. It is also present in diverse fields of IT, Printing, Real Estate, Industrial Water Meters, Education, Power and Coal mining.

VARIOUS field in which Jaipuria group

BREWERIES

REAL ESTATE

ICE CREAM

Engineering

COAL MINING

Hydropower

PRINTING

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

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

Beverages

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

INTRODUCTION

Pepsi co distribution system

Distribution of PepsiCo products is mainly start from bottling plant where company mixes drink ingredients and fills up cans and bottles with the drink. There are different channel and mode of distribution. All methods of distribution are same for both COBO and FOBO There are two type of bottling plant. Company Operated Bottling Operation (COBO) These are owned and operated by PepsiCo. The Pepsi Bottling Group is the world's largest bottler of Pepsi-Cola beverages. PBG has the exclusive right to manufacture, sell and distribute Pepsi-Cola beverages. Franchisee Operated Bottling Operation (FOBO) Franchising refers to the method of practicing and using another person's philosophy of business. The "franchisor" that is PepsiCo authorizes the proven methods and trademarks of his business to the "franchisee" that is RKJ Group in India for a fee and a percentage of gross monthly sales. Various tangibles and intangibles such as national or international advertising, training, and other support services are commonly made available by the franchisor. Type of distribution Direct in this method company supply products via direct routes Indirect in which company distributes through distributor

METHOD of Distribution Ready sale system

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

Characteristics of ready sale

He sells the products and collects glass and cash.

He also doubles up as the driver for the vehicle He communicates schemes to the retailers and handles cash himself. He is usually un-educated, with a driving license Low vehicle capacity utilization Companys span of control is only till the distributor. SKUs loaded on the truck are only an estimate leading to shortage brand/packs in the market. Low availability of variety to the retailer who are at the end of routes

PRE sale booking system

A selling methodology in which the selling process has two distinct parts: pre-sale order booking Delivering the pre-booked order. Up to 10% adjustment of order.

The Pre-sale booking process is a 2-day process. On Day 1, the PSR takes orders and on Day 2, the delivery salesman delivers the orders. A Pre-Sale Representative focuses on taking orders in advance after activating the outlet on a particular route. The Pre-Sale Representative has dedicated time for effectively selling schemes and Promotions and carrying out his executing an outlet responsibilities. Back-end activities like invoicing, delivering stocks, collecting cash & glass are carried out by the others. Delivery vehicles are loaded as per the orders, leading to very high capacity utilization & negligible shortage of brand/pack to the retailer. Company gets control over retailers. Retailer is sure that hes getting the complete variety and increased range of SKU.

PRE sale booking system and delivery process overview Major components of pre sale booking system
Logistic executive PSR (Booking Agent) Delivery Team

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

Function of Logistic executive

Ensuring vehicle load-outs as per order Tracking order conversion; fulfilling emergency order delivery Informing PSR about scheme, stock availability etc. Vehicle load-outs as per orders Prioritize stocks availability for pre-sell orders Convey stock position to Pre-sellers

PSR (Booking Agent)

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

Function of PSR
Route volume targets

Outlet acquisitions

Order booking for next day

 Hand over order sheet to distribution centre for loading Provide information regarding various schemes, offers, to retailers. To look after display of hording SKUs shop display Visicooler purity and execution of schemes. Retailers complaints To take emergency order by phone booking and ensure delivery.

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

Function of Delivery Team

Order Delivery (% Fulfillment) Collection (Cash/Glass) Management of short-cash Cash and delivered goods report at depot on daily basis.

Basic Merchandising (Deliver into visicooler/ rack/displays)

Why pre sale booking system?

Increasing no. of SKUs near about 140 till 2010 Trade evolving Profitability

 Limited time execution Load constraints For efficient selling New product innovation Efficient use of asset time and resources increase sales and profits

Pre sale order booking process

Objective of the study

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

The study also aimed to get insight

Comparative analysis between ready sale and pre sale booking system

Retailer perception and response to sale booking system.

To evaluate performance of PSR.

To find out the problems retailer are facing.

Research Methodology

Time period Area Data collection method Primary data

2 Months North Delhi

Primary data is collected by first hand information from the concerned company persons. A questionnaire was prepared to get the relevant information from retailer.

Secondary data

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

SAMPLING PLAN:
It is very difficult to collect information from every retailer .As time and costs are the major limitation that the researcher faces. A sample of 100 retailers was taken from North Delhi.

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

DATA COLLECTION ANALYSIS AND INTERPRETATION:

Data collection was done through questionnaire and personnel interview. After editing, coding and tabulation data was compiled accurate and meaningful manner. The data collected by questionnaire was analyzed, interpreted with the help of table, bar chart and pie chart.

DATA INTERPRETATION

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

Ready sale Pre sale booking Phone booking

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

2) 2. How frequently you order

Daily

After one day

once in week

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

3) Type of shop
Eatery Grocery Convenience

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

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

Never

1-2 times

2-4 times

more than 4

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

Please rate the service performance of PRE SALE BOOKING SYSTEM of Company as compare to READY SALE system 5) Availability of variety of product and (SKU) of Pepsi
Much Worse Worse Same Better Much Better

22% said Availability of variety of product and sku is much better 53 % said it better than previous system

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

6) Accuracy of order fill

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

40% people said accuracy of order delivery is 100% 38 % said it is between 100-80% 15 % people said that it is between 50-80% 7 % said accuracy is below 50%
7) Delivery

vans Ability to fill orders completely.

Worse Same Better Much Better

Much Worse

15 % retailer said Delivery vans Ability to fill orders completely is much better 54 % said it better than before 31 % said it is same as before

8) Deliverymens professionalism (service and behavior).

Much Worse Worse Same Better Much Better

8% people said that Deliverymens professionalism is much better 37% said it better 42 % said it is same as before 13% said it is worse as compare to earlier

Please rate the performance of Company PSR (booking agent)

9) How frequently he comes to take orders.

Daily After 1-2 days once in a week

Out of 56 daily visit shops 43 said PSR visits daily 8 said he visits at alternate days 5 said visit once in week

10)

At which time he usually comes to take order

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

35 % retailer said PSR comes to take order between10-12A M 53 % he comes between 12-2PM 12 % PSR comes after 2 PM

9. Are you satisfied with PSRs order taking timing? At what time you want him to come and take order.
Yes ___ No Time ___________

36% retailers said that they are satisfied with order taking timing 64% retailers said that timing should be changed Most of them recommended after 2 or 3 pm
11)

His ability to solve your problems and Response to complaints Below avg average Good excellent

Poor

6% retailer said PSRs ability best 47% said he is good 42 % said he has average ability 5 % said he is below average

12)

PSRs way of telling about schemes and other information Poor Below avg average Good Best

48 % said his way is average 30 % said his way is good 17% said his way is best 5% said his way is below average. 13)Do PSR give you complete information of new products, daily schemes other promotional offers? Daily Sometimes occasionally other _________ and

93% said PSR said he tells about schemes daily 5 % said sometimes 2 % said occasionally

14)

.Availability of SKU at shop 10-15 15-20 More then 20

5-10

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

These were the main reason of missing order

Wrong order

Bad weather change in schemes

FINDING OBJECTIVE Comparative analysis between ready sale and pre sale booking system Retailer perception and response to pre sale booking system.
FINDINGS

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

25 % said of variety of product and sku is still same. These retailers are at the beginning of delivery routes. In near about 75% shops accuracy of order is near about 90-100%. And those remaining 25% shops are small retailer and vendors. They run their business on daily basis so they use to order less and demand more to be in safe side. And reason some PSRs are using fake order or they on the basis of previous order booking trend they estimate retailers demand. 15 % retailer said Delivery vans Ability to fill orders is much better, 54 % said it better than before and 31 % said it is same as before. That means now there is proper utilization of space in vehicles only required stock is loaded.

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

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

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

To find out the problems in implementation.

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

35 % retailer said PSR comes to take order between10-12AM, 53 % he comes between 12-2PM and 12 % PSR comes after 2 PM. This is creating problem because at this time no retailers are ready to tell next days requirement especially small retailers and daily basis vendor.

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

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

To Evaluate Performance Of PSR.

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

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

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

According to near about 55 % retailer PSRs behavior and response to complaints

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

On near about 80% PSR are visiting on their routes between 10-2 time. 93% said PSR said he tells about schemes daily5 % said sometimes 2 % said
occasionally

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

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

Conclusion and Suggestion

As far as compare to READY SALE SYSTEM new launched PRE SALE BOOKING SYSTEM is better. From research it is found that most of retailers are saying that is better than old system. As it is new initiative it will take some time to implement it fully. This system depends fully on PSRs. So in order to make this system fully successful PSRs need to become more professional. There are some suggestions that can make this system more effective. Order taking timing should be changed It should after 2 pm for general stores and after 3 pm for small vender because after todays sale they will be able to tell tomorrows demand. PSR should go to retailer only after delivery van this should be followed strictly.

As retailers dont have much knowledge about benefit of pre sale booking system so PSR should tell and convince them.

For accuracy of order and to avoid confusion and conflicts PSRs who are doing fake order should be identified. Fake order leads to inadequate supply to concerned retailers that can cause retailer churn. PSR should give complete details of scheme there should be no confusion. The behavior of PSR with retailer was good but there was lake of professionalism. Small venders and shopkeeper need special attention PSR should make them understand about the benefits of pre sale booking system. PSRs presentation skills are not up to the mark they should use tools like chart, calculation chart to tell retailer about new schemes.

Retailers questionnaire
Dear Retailer On behalf of pearl drink Ltd, I want to thank you for giving us the opportunity to serve you. Please help us serve you better by taking a couple of minutes to tell us about the service that you have received so far. We appreciate your business and want to make sure we meet your expectations. This will be used only for academic purpose only 1. What method do you usually use to place your orders? Ready sale Pre sale booking Phone booking

2. How frequently you order Daily After one day once in week

3. After implementation of Pre sale order booking system how many times in a week it happened that you ran out of stock of particular product of Pepsi? Never 1-2 times 2-4 times more than 4

Please rate the service performance of PRE SALE BOOKING SYSTEM of Company as compare to READY SALE system 4. Availability of variety of product (SKU) of Pepsi Much Worse Worse Same Better Much Better

5. Accuracy of order fill 100% 100- 80% 50-80% below 50%

6. Delivery vans Ability to fill orders completely Much Worse Worse Same Better Much Better

7. Deliverymen Professionalism (service and behavior). Much Worse Worse Same Better Much Better

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

Wrong order

sudden change in weather

change in schemes

Please rate the performance of Company PSR (booking agent) 1. How frequently he comes to take orders Daily After 1-2 days once in a week

2. At which time he usually comes to take order Between 10-12am 12-2pm after 2pm

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

Poor

Below avg

average

Good

excellent

4. Are you satisfied with PSRs order taking timing? At what time you want him to come and take order Yes No Time ___________

5. PSRs way of telling about schemes and other information Poor Below avg average Good Best

6. Do PSR give you complete information of new products, daily schemes

and other

promotional offers? Daily Sometimes occasionally other _________

7. Is there any improvement you desire?

__________________________________________________________________ .

General observation 17. Availability of SKU at shop 5-10 10-15 15-20 More then 20

18. Type of shop _______________________________________ 19. Maintenance of visi cooler and display __________________________________________________

Name of retailer _________________________________ Address __________________________________

_______________________________________________ Phone no._______________________________________

Thank you for your valuable suggestion

BIBLIOGRAPHY

Marketing Management by Philip Kotler. Marketing research for manager by Matthew housden

WEBSITES www.pepsico.com www.pepsicoindia.com www.rkj.com