SUMMER TRAINING REPORT ON
Outlet Expansion on premises
Channel in Corporate/Office
For
PepsiCo India Holding Pvt. Ltd.
By
Vikas Arora
107
In partial fulfillment for the award of
Post Graduate Diploma In Management
2011-13
New Delhi Institute of Management
50 (B&C), 60, Tughlakabad Institutional Area, New Delhi-110062 E-mail :
placement@ndimdelhi.org Website : www.ndimdelhi.org
SUMMER TRAINING REPORT ON
Outlet Expansion on premises Channel
In Corporate/Office
For
PepsiCo India Holding Pvt. Ltd
Under the supervision
Of
Mr. Priyank
Submitted By- Submitted to-
Vikas Arora Ms. Poonam rawat
Roll number 107
Training Report Format
1. Cover and Title page
- Cover page (College name, Project title, Company name)
- Title page (Project Title, Company name, Duration, Submitted by,)
- Certificate from the company
- Acknowledgement
- Declaration given by the student
- Table of contents
- Executive Summary
2. Introduction to the project.
- Company Background
- Overview of the Industry
- Government Policies or Taxation aspects (If applicable)
- Job Assigned / Title
- Key responsibilities (Specific)
- Stages of Project
- Activity Sheets (daily/ weekly depending on the nature of job as applicable)
3. Details of work done
4. Major Learning
5. Constraints faced
6. Recommendation
7. Conclusion
8. Bibliography-
References
Literature review
Certificate from the company
This is certify that, this dissertation titled
Outlet Expansion on premises Channel
In Corporate/Office
WITH SPECIAL REFRENCE TO KALKA JI DISTRIBUTION REEGION
Submitted in partial fulfillment of requirement of the Post Graduate
Development Program of New Delhi Institute of Management embodied the
result of the bonafied summer internship work carried out by
Mr. VIKAS ARORA
I also certify that the work is complete, comprehensive and of
sufficiently high standard to warrant its presentation for examination.
I further certify that the work has been carried out under my guidance
and has not submitted earlier to any other university for degree or diploma.
DIRECTOR PROJECT GUIDE
Prof. Dey Sir Prof. Poonaw Rawat
Acknowledgement
Any research works is never an individual effort. It is a contribution of
effort of many hearts, heads. It is my pleasure to express from the depth of my
heart, the gratitude and thanks to all those who whole heartedly supported
and helped me in the completion of my project.
To being with I feel to express my deep gratitude and sincere thanks to
my Academic project guide Prof. Poonam Rawat for his priceless and valuable
guidance, encouragement for completion of work.
I would like to thank his excellence Mr. Priyank Singh (Senior Sales Officer)
who guided as a Internship Guide and encouraged to successfully understand
and implementing the various concepts involve in the project report.
With full respect and honor I am also thankful to Mr. Dey Sir, Director of
NDIM, New Delhi for providing me all the possible help and facilities, which
were available at his disposal.
Place:- South Delhi VIKAS ARORA
Declaration given by the student
I VIKAS ARORA a student of New Delhi Institute of Management, New
Delhi hereby declare that the project
entitled OUTLET EXPANSION ON A PREMISIS CHANNEL IN CORPORATE / OFFICE
WITH SPECIAL REFRENCE TO SOUTH DELHI REGION or part thereof has not been
previously submitted by me for any other degree or diploma of any
university or scientific organization. The project is the result of my Bonafide
work and the sources of literature used and all assistance received during
the course of investigations have been duly acknowledged.
South Delhi: Signature of student
Date: VIKAS ARORA
II Semester
Table of contents
1. Introduction to the project.
o. Company Background
|. Overview of the Industry
_. Government Policies or Taxation aspects (If applicable)
o. Job Assigned / Title
c. Key responsibilities (Specific)
|. Stages of Project
. Activity Sheets (daily/ weekly depending on the nature of job as applicable)
2. Details of work done
3. Major Learning
4. Constraints faced
5. Recommendation
6. Conclusion
7. Bibliography-
References
Literature review
Executive Summary
1. Introduction to the project.
Frito lays
The project purpose to Sales & Distribution of Snack Category
product of Frito Lays Snack division in vertical Corporate/ Office
We aim to monitor the promotional activities of Firto Lays snack
category product in corporate/ Office, earn the purchasing order of snack,
monitoring corporate marketed potential and setting future growth prospects
opening new outlet in this vertical. Basically we intend to Opening up a new
Outlet for Frito Lays division in Premises Channel of Corporate and Office in South
Delhi Region and Ensure the Distribution of product on time. My product Mix
category include total of 6 Snack products.
Snacks as such are a very minor part of the food processing
industry because snacks sample. Snacks as such are sector is largely unorganized.
Here we will also look into the work of Sales and Distribution in
South Delhi Regions where respondents were assured to fulfillment there
requirement of products and Display system. All the data regarding sales &
distribution was collected and analyzed to obtain conclusions
This report carries an introduction of the company profile, detail of
the methodology followed detailed data analysis and the results so obtained with
the variety of graphs along with given.
Mission, Vision & Values
VISION
As we stand at the crossroads of the new millennium, it's time to eradicate. Our
focus and energy single-mindedly to our Vision... The Vision to be the Best. And
what is that vision?"To be the best consumer products company in the eyes of
our suppliers, consumers, employees and shareholders."
"To become truly global company, by continuing to build a competitive and
profitable word wide refreshment beverage business." The Pepsi challenge of the
Millennium will be the test of the BestThe best in connecting with the customer
ad the consumer, the best in marketing, the best in selling, the best in quality, the
best in processes and the best in people and teamwork.
MISSION
We aspire to make PepsiCo the worlds 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 to act with honesty, openness, fairness and
integrity. The behaviors that will help us achieve our mission are articulated in our
Values Statement.
Values & Philosophy
Our Values & Philosophy are reflection of the socially and environmentally
responsible company We are committed to delivering sustained growth through
empowered people acting responsibly and building trust.
Partnership with Farmers
PepsiCo Indias Agri-partnerships with farmers help more than 15,000 farmers
across the country earn more.
Brands & Flavors
1. LAYS (Chips)
2. KURKURE
3. UNCLE CHIPS
4. LEHER (Namkeen)
5. ALIVA (Biscuits)
6. QUAKER (Oats)
7. CHEETOS
The various brands of FRITO-LAYS are available in various flavours .The brands
are available in various size packets as
1. Ultra Small (Rs.5/)
2. Small (Rs. 10/)
3. Medium (Rs. 15/)
4. Ultra Large (Rs. 20/)
5. Large (Rs. 25/)
6. Extra Large (Rs. 30/)
Product Information
Product
Name
MRP/
Piece
Pieces/
Curtain
MRP/
Curtai
n
Weight
(Gram
s)
Flavors Name Picture
Lays
5 224 1120 1. SPANISH TANGY
TOMATO
2.CLASSIC SALTED
3.AMERICAN CREAM
& ONION
4. MAGIC MASALA
10
120 / 90 1200
15
84 1260
20 56 1120
25
80 2000
30 48 1440
Lays Baked
15 84 1260
30 48 1440
Kurkure
5
225 1125 1.MASALA MUNCH
2. RAJASTANI
3. RED CHILLY
4. CHATKA
HYDERABADI
5. SOLID MASTI
10
96 960
15
90 1350
20
60 1200
Aliva
14 120 1680
Lehar
5
10
15
Uncle Chips
10
120/ 90 1200 1. PLAIN SALTED
15
84 1260
20
40 800
Quaker Oat 129 12 1548
Distribution Channel and strategies
Marketing channels are sets of interdependent organizations
involved in the process of making a product or service available for use or
consumption
- Philips Kotler
Distribution (Place) Strategies
Product availability where and when customers want them.
Involves all activities from raw materials to finished products
Basic Channels of Distribution
Distribution Objective
products, non-standard items, products requiring
installation & maintenance
DISTRIBUTION CHANNELS (Pepsi)
There are two marketing channels that involve in the transfer of product from the
producer to the consumer. The intermediaries involved in the transfer are distributors and retailers.
DISTRIBUTORS
Distributors are appointed agents of the company who make orders to the
company by paying in advance through drafts, stock the products in their godowns and supply them to
outlets through their fleet of delivery was and a team of salesmen and drivers. They are allowed to sell
to company's product to the retailers in a specified area. The company divides this area into routes. Each
route is covered by one unit i.e. one delivery van, one salesman one driver, one helper etc. These units
and godown are their main investment. Distributors have to invest in cases, so that they can maintain a
specified quantity of reserve stock and facilitate the quick rotation of cases. The company evaluates its
distributors at the end of the year and makes plans for the next year. Company fixes the targets for each
distributor according to market size, last years sales, potential growth assumption based on deposit of
empties and installation of coolers at outlets. Distributors are awarded with a fair margin of RS. 10 per
crate for their service. This margin could be increased for the sale above the targets, company offers are
met with distributors before appointing them. Distributor complying with many schemes and contests
for its customers for pushing different brands and giving various services. Company also offers many
gifts like, briefcase, and handbags. T-shirts, caps etc.to encourage the distributors. If distributor does not
agree with the conditions of these agreement company may reduce the area of distributor or may even
terminate the relationship.
RETAILERS
The sale of particular snacks product depends a lot entirely on retailers wish. This
all goes to prove that retailer is king. So retailers require special focus from the company. Pepsi Co. helps
the retailers to serve its customer better by providing good margin to them for storing its product using
merchandising to improve in-store product display, installing cooling equipment in outlets to make the
product ready to drink and offering different promotion schemes to them time to time to push different
brands,
.
Company Background
Lay's is the brand name for a number of potato chip varieties as well as the name of the
company that founded the chip brand in 1938. Lay's chips are marketed as a division of Frito-Lay, a
company owned by PepsiCo Inc. since 1965. Other brands in the Frito-Lay group include Fritos, Doritos,
Ruffles, Cheetos and Rold Gold pretzels. Contents
In 1932 salesman Herman W. Lay opened a snack food operation in Nashville, Tennessee
and, in 1938; he purchased the Atlanta, Georgia potato chip manufacturer "Barrett Food Company,"
renaming it "H.W. Lay & Company." Lay criss-crossed the Southern United States selling the product
from the trunk of his car. In 1942, Lay introduced the first continuous potato processor, resulting in the
first large-scale production of the product.
The business shortened its name to "the Lay's Company" in 1944 and became the first
Snack food manufacturer to purchase television commercials, with Bert Lahr as a celebrity spokesman.
His signature line, "so crisp you can hear the freshness," became the chips' first slogan along with "de-
Lay-sious!" As the popular commercials aired during the 1950s, Lay's went national in its marketing and
was soon supplying product throughout the United States.
In 1961, the Frito Company founded by Elmer Doolin and Lay's merged to form Frito-Lay
Inc., a snack food giant with combined sales of over $127 million annually, the largest of any
manufacturer. Shortly thereafter, Lays introduced its best-known slogan "betcha you can't eat just one."
Sales of the chips became international, with marketing assisted by a number of celebrity endorsers.
In 1965, Frito-Lay merged with the Pepsi Cola Company to form PepsiCo, Inc. and a
barbecue version of the chips appeared on grocery shelves. A new formulation of chip was introduced in
1991 that was crisper and kept fresher longer. Shortly thereafter, the company introduced the "Wavy
Lays" products to grocer shelves. In the mid to late 1990s, Lay's modified its barbecue chips formula and
rebranded it as "K.C. Masterpiece," named after a popular sauce, and introduced a lower calorie baked
version and a variety that was completely fat-free (Lay's WOW chips containing the fat substitute
olestra).
Overview of the Industry
The Indian snacks market is worth around US$ 3 billion, with the organised segment taking half the
market share, and has an annual growth rate of 15-20 per cent. The unorganised snacks market is worth
US$ 1.56 billion, with a growth rate of 7-8 per cent per year. There are approximately 1,000 types of
snacks and another 300 types of savouries being sold in the Indian market today. Potato chips and
potato-based items are the most popular products with more than 85 per cent share of the salty snack
market, the report said. In the organised potato chips market, Pepsi and Haldirams are some of the
leading players.
There is a big market for snacks in India as urban Indian consumers eat ready-made snacks 10 times
more than their rural counterparts. Indians in the western regions eat the maximum amount of snacks,
followed by the people in northern region.
Consumers are willing to pay a premium for both value-added private and branded products, creating
immense opportunities for manufacturers and retailers, the report stated. There is a widespread
recognition in India that consumers are likely to replace light meals with snacks, it further added.
Snacks food, which acts as a hunger quencher, is something away from main meal like breakfast or lunch
or dinner. These are mainly consumed between meals either for enjoyment of its taste or brief supply of
energy. Packaged snacks, which are convenient to consume and more appealing than prepared food,
has become a big business. Shrinkage of formal lunchtime has created a new market segment with
strong growth opportunities. Changing lifestyle like eating while working, playing games, etc has also
created huge opportunities in this sector. Promotions and advertisements by the players in this sector
are also assisting to boost this sector.
There are around 1000 types of snacks that are being sold in the Indian market. Over the years, the
market for snack foods is increasing and the growth was seen to be substantial during past two-years.
Potato chips and potato-based items are the most popular products, with the share of more than 45%.
With the half of organized segment, Indian snack market has shown an annual growth rate of about 16%
from 2003 to 2008 (companiesandmarkets.com).
Success drivers
Product innovation and new product development: To increase impulse purchase, new flavors and types
are being added in the snacks. New products are region specific. In Southern states, banana chips are
more popular, which is not widely accepted in other parts of the country.
From tastier to healthier: Now demand for healthier snacks is increasing moving towards low fat or no
fats. To meet the changing preference and demand, industries are focusing on healthy and tasty snacks.
Now, manufacturers are gaining competitive advantage in the market through offering healthier snacks.
Technology: Application of modern technology has helped in enriching the quality of produce besides
improved efficiency in processing.
Market penetration: Increasing acceptance of packaged snacks over the years among rural and semi
urban market, besides urban markets has helped to build a large customer base in the country.
Product promotion and packaging: Snack foods are impulse purchase products. Purchase decision is
made instantly if it catches the eye at the shop. With this background, the marketers emphasis is on
attractive packaging and promotions. Attractive and appealing promotions and advertisement to
convince customers especially children and youth has illuminated the path of this industry.
Good backward integration: Building strong backward linkage to ensure smooth supplies of raw
materials and application of the concept supply chain management are gaining the momentum
currently.
Challenges before snack food industry
Rising ingredient cost: Snack food industries are depending upon raw materials, which are turning
costlier in recent years. Procurement of raw materials at a competitive price is one of the key factors for
success in this industry.
Higher investments: Small players in particular are facing the challenge with respect to higher
investments on machinery, technology and market access.
Product pricing: It is one of the key factors, which drives sales. Low priced small packs are more popular
both in the rural and the urban market. By adjusting the pack size, most of the players are meeting this
needs currently.
Summary
Snack food industry has tremendous growth opportunities in the country. Growing population, rapid
urbanization, changing consumer preferences etc are expected to keep the demand increasing in future
too. With a well-integrated supply chain and a good marketing strategy, a tremendous opportunity lies
for snack food industry in India.
Government Policies or Taxation aspects (If applicable)
Job Assigned / Title
Project Details
Project Title : Outlet Expansion on premises channel in Corporate / Offices
Organization : PepsiCo India Holding Pvt. Ltd
Division Name : Frito Lays Snacks division
Head office : PepsiCo India Holdings Pvt. Ltd. (Frito-lay Division)
Post Box No. 27
DLF Qutub Enclave,
Phase 1 , Gurgaon 122002
Nature of Job : Sales
Location Assign : South Delhi
Vertical Given : Corporate/ Offices
Project Guide : Mr. Priyank Singh
Scope : 1) To open the new outlets on a given premises channel
2) To find out the others Area to increase Sales
3) To monitor the promotional activates of snacks product
Selling and Distribution System
Company Reprehensive : (1) Mr. Akhil (Area Sales Manager)
(2) Mr. Priyank Singh (Sales Officer)
(3) Mr.Umesh (Salesman)
Company Department : Saluja Distributor
Distributor Address : B 94, Kala ji
New Delhi, 1100000
Major Segment Given : Corporate/ Offices
Other Segment : (1) Petrol Pump
(2) QSR
(3) Small Shops like Kiosks
Major Activities : Sales
Other Activates : (1) Promotional Activities
(2) Merchandising
(3) Monitoring the distribution
Total Outlet Visit : 313
Total Outlet Open : 23
Reporting System : By mail and phone
Mode of Transportation: Metro, Bus, Grahmin Seva
Area Covered in all Beat : 55 Km (approx), South Delhi
Frequency of Visit : Working days, 6 days of Week (Total of 49 days)
Working Timing : 10 to 6 PM
Key responsibilities (Specific)
1. Selling :
2. Finding new key potential Areas
3. Monitoring Distribution
4. Handling a complete premises Channels
5. Promotional Activities
6. Merchandising
7. Demand Forecasting
8. Margin Selling
9. Monitoring Competitor Activities
10. Customer Query Handling:
11. Daily work Reporting
Stages of Project
Different Stages of Project (No .of Days)
Stage 1: Orientation and Product Knowledge
Stage 2: Fields Observance/ Learning
Stage 3: Sellings
Stage 4: Merchandising
Stage 5: Promotional Activities
Stage 6: Ensuring The Distribution of Product to all the newly Opened Outlets
Stage 7: Final Reporting and Submitting the response of all the Outlets
Stage 8: Project Report Formation
Work Activities
3%
4%
53%
4%
12%
6%
8%
4%
6%
Total Shares of Project
Orientation & Product
Knoweldge
Field Obsorvance & Learning
Selling
Merchandising
Promotional Activities
Distribution Handling
Activity Sheets (daily/ weekly depending on the nature of job as applicable)
Activities 1: Planning
Stage 1: To Find Out Potential Area to visit within South Delhi with help of Internet, CMOS
Database, Mentor Guidelines, Distributor Coverage Area & Previous record
Stage 2: Make the Database of Location to be visited, forecasting the type of outlet & footstalls
Stage 3: Report To Industry mentor by mail or Phone about the Target area, Confirm about product
& Racks Availability, Distribution Route Days
Stage 4: Do cold calling if necessary and confirm the status of presence of canteen& cafeteria and set
an appointment if feel necessary
Activates 2: Leading
Stage 3: Hit the Planed location of Corporate and Office and get interact with Security Guards.
During this My first interaction happened to be with Security Guards, then Receptions, then
Administration Department, Then either to Canteen or Cafeteria Manager or Concern Person or
Purchasing Department of Companies in case of no presence of canteen/ Cafeteria
Stage 4: This was one the major phase where I have to scan the Environment quickly, find out the
potential in term of footstalls, kind of product should be sold, what should be the USP of Pitch,
canteen product availably, Competitor activities, kind of respondent person
Stage 5: Brief Introduction of myself, Companies, Purpose, product. Here my first intention was to
make a good impression on respondent with eco friendly pitch. I used to make a pitch in very logical
way packaged with no. of elements such as Quality of product, customers demands, Brand presence,
reference, Margin, companies replacement policies. My intention was here not just to sells but form
a long term relation with respondent and associated them with my companies Brand product. A brief
description of kind of selling Techniques I used for different different outlet is give in Annexure
1.0 on Page
Activities 3: Organizing
Stage 6:
Stage 7:
Activates 4: Controlling
Stage 8:
Stage 9:
3. Details of work done
During my summer Internship I visited all most all the area of South Delhi
to carry out all the activites of my summer internship in tenure of 8 weeks program. My major job
includes Sales & Distribution of PepsiCo Frito Lays division Snacks Product such as Lays, Aliva,
Lehar, Kurkure, Quaker Oats. For this I have Visited Following given Key area Specified Activates
during All the Stages of Projects
Stage Activity
Types
Located Visited Days
Spend
Major Kiosks Res-
ponse
Pur.Order
Amt
1 Orientation
And Product
Knowledge
With Saluja Distributor
Kalka Ji
3 Nil Very
Good
Nil
2 Field
Observance/
Learning
West Delhi, Rohani,
Duala Khan, Punjabi
Bagh Mahipalpur
4 Army Medical
College, Fashion
Academy, Petrol
Pump, Street
kiosks
Very
Good
35000 Rs
3 Sales /
Distribution
Okhla Industrial Area,
Phase 2(E Block, Lal
Chowk, Community
Center)
8 Auto
Showroom, Pvt.
Companies,
Export Houses,
Government
Shed
Below
Average
3 Sales/
Distribution
Okhla Phase 1( B, D, F
Block)
3 Manufacturing
and Finance
Companies,
Industries, Pvt.
Firms
Below
Average
4 Sales/
Distribution
Madan Gir, Push Vihar,
Saket
3 Pvt Firms,
Banks, Govt.
Firms.
Good
5 Sales/
Distribution
Lajpat Nagar -I,II,III
Link Roads
2 Companies/
Offices, QSR
Poor
6 Sales/ Nehru Place( Devika 8 Chambers, Good
Distribution Tower, Modi Tower,
Hemkunt Tower,
Chirnjiv Tower) Pharma
Shops, QSR, Pvt.
Companies
Offices,
Institute, Banks,
QSR, Pharma
Firms
7 Sales/
Distribution
Defense Colony, New
Friends Colony,
Safdergunj
3 Investment
Firms, Services
Firms, Pvt.
Firms
Poor
8 Sales/
Distribution
CGO Complex( IOCL,
MTNL,CBI,CPF etc)
5 PSU Firms,
Defense Firms
Excellent
9 Sales/
Distribution
Bhikaji Cama Place,
Somdut Bhawan, Hotels
3 Pvt. Firms,
Chambers,
Corporate
Offices
Very
Good
11 Sales/
Distribution
Malviya Nagar, Huaz
Khas Village, Green
Park, AIIMS
2 QSR, Public
Firms, Institute,
Pharma Shops,
GYM
Average
13 Sales/
Distribution
Chatarpur, Vasant Kunj,
1 GYM, QSR,
Corporate
Offices
Good
14 Sales/
Distribution
Okhla Industrial Area,
Phase 3( Industries
House, Corporate
Offices)
3 MSME, NSIC,
Kiosk, Modi
Mill Area,
Very
Good
12 Merchan-
dising
Subway, Vasant Kunj,
Ambience, DLF, Vasant
Square
1 QSR Very
Good
12
10 Promotional
Activities
PVR, Fun Cinema, V3S
mall, GIP Mall Noida
2 Cinema, Malls Very
Good
11 Ensuring The
Distribution
CGO Complex, Bikaji
Cama Place, Okhla
2 All newly
opened outlets
Very
Good
Outlet Wise Fields Work: During my project tenure of 2 month I have visited
near about 313 keys Area to promote the companies.
The Above Pie Chart gives the clear Ideas of My work. According to which my
majority of visit was in Corporate Offices which is my assign area. Apart from that
QSR, Kiosks form a major part of study.
Share of Duration Spend : My Graph of Share do duration Spend Cleary specified
the time duration spend on different locations in South Delhi to carry out all the
Activities of project from Selling to Promotion .
Most Potential Area were
1) Okhla Industrail Phase
2) CGO Complex
3) Bikaji Cama Place
4) Nehru Place
73%
5%
4%
2%
2%
2%
3%
3%
3%
1%
2%
Outlet wise Field work
Companies
QSR
Kosiks
Petrol Pump
Auto Service Center
Malls & Subways
Hospital & Pharma
Institute
Cinema
Hotels
GYMS & Others
The Above Graph Gives Clear Idea of Project Duration spend on Location wise.
15%
20%
3%
11%
4%
8%
5%
1%
3%
4%
4%
4%
5%
13%
Shares Of Duration Spend
Saluja Distributor, Kalka Ji
Okhla Phase I,II,III
Push Vihar, Madan Gir
Nehru Place
Defense, New Friend, Kailash Colony
Lajpat Nagar
Bhikaji Cama Place
Vasant Kucj
jasola, Sarita Vihar, Mohan
Cooperative
AIIMS, Green Park, Hauz Khas
Malvyai Nagar, Saket
GK I,II,III
Sales Techniques
No. Outlet types Majors
Emphasis
Learning
1 Banks Aliva, Lehar No canteen but I convince them for using Aliva, Laher as
with consumption of tea and coffees
2 Chambers Aliva, Lehar No canteen but I convince them for using Aliva, Laher as
with consumption of tea and coffees
3 Small Offices Aliva, Lays No canteen but I convince them for using Aliva, Laher as
with consumption of tea and coffees
4 QSR Lays, Aliva, Oats Sells in large demand, so I pay emphasis more on high
margin product such as Lays of Rs 15, 25 pack and Aliva of
Rs 14 Pack, Available them anti rodent Racks for order of
more than 4500 Rs
5 Pharma Shops Quaker Oats Health Consciousness Product , no cholesterol, no fats
6 GYMS Quakers Oats Health Consciousness Product , no cholesterol, no fats
7 Auto Services
Center
Providing Racks
systems
Not concerned with margin, showing them need of
customers desires to eat during waiting at time of auto
services
8 Companies
with Footstalls
more then 300
Providing Racks
systems
Providing them Racks System, efficient display of Product
in racks, No labour efforts for selling but pick and give
systems, used to serve with others foods
9 Petrol Pumps Providing Racks
systems
Providing them Racks System, efficient display of Product
in racks, Less labour efforts but will be sold because of
impulse buying and less options of consumers
10 Companies
with No
Canteen and
small footstalls
High Margins
product likes
Lays and Aliva
Assure them to buy high Margin product, companies
effective replacement policies in case not sold, it will be if
expired, Convince to purchase in low demand minimum 1
curtain with all mix flavored.
Achievement: Outlet Opening
Sno
.
Date Outlet
Name
Outlet
Type
Outlet
Address
Outlet
Contact
Outlet
contac
t
Order
Description
Estimat
ed Amt
Rs
1 15
May
Spectro
India Pvt.
Ltd
Comp. E-41, Okhla,
Phase II
Mohan Kumar
9873942340
Comp. 10 peaces of Lays
15,25 Rs and Aliva
Each (1)
2 17
May
Akhilesh
Canteen
Inst. Delhi
Institute of
Tool Eng,
Okhla II
Mr.Akhilesh
9560921621
Inst. Curtain Mix of Lays
15, 25 and 1 curtain of
Lehar and Aliva (3)
3 21
May
NSIC Okhla Industrail Area, Phase III
Inst. Okhla, phase
II
Canteen
Manager
Inst. Each Curtain of Lays
15,25 Lehar, Aliva,
Kurkure (4)
4 24
May
Honda
Motor
Auto Okhla, Phase
II
Pradeep
Sharma
9818856993
Racks full of Lays,
Aliva, Lehar, Chips,
Kurkure(5)
5 28
May
Hot &
Spice ,
Grover
QSR Push Vihar,
MadanGir
Mr. Grover
9213771224
Each Curtain Mix of
Lays, lehar,
Kurkure, ALiva (4)
6 28
June
Citi
Financial
Comp Pusp
Vihar,Madan
gir
Vishal,Sanjay
Canteen
9711236417
Curtain of Lays, Lehar,
ALiva(3)
7 29
June
Spectro
India Pvt
Ltd.
Bank T-26, Okhla
Industrail
Area, Phase-
2
Mohan Kumar
9873942340
Insti Curtain of
8 30
June
United
India
Insuranc
e
Company
Bank 607/608,
6th Floor
tower,
Devika
Tower,
Nehru Place
Mam Balbir Kaur
9958802526
Aliva 15 pieces and
Lays 15rs total 5
pieces.
9 4
June
Blossom
Kochhar,
College
of
Creative
Arts
Inst. 113/6,Devik
a Tower,
Nehru Place
Mam promila
011 26473050
Phase of Opening
Canteen
10 5
June
Electroni
c and
Comp ground Floor,
Electronic
Mr. T.K.Misra
9212180135(for
Informati
on
technolo
gy
Departm
ent
department,
Opposite to
Central
Beauro of
Investogation
order call here),
9560206295
Ready to
purchase
11 6
June
Food
Stall QSR
QSR Oppot to
Scope
Complex,
QSR type
snack Stall
Mr. Tulwad
9818607970
25 pieces of 15 rs lays
and 10 pieces of 25 rs
Lays
12 6
June
Sports
Authority
of India
Inst. Near to JNU
Commanwe
alth
Stadium,
CGO
Comples
Mr.Savinder
8750349580
Want all Flavour of
Lays after testing
13 14
June
MTNL
Comp 6th Floor,
CGO
Complex
Mr.S.S Sharma
9871127429
12 Pieces each of
10,15 and 25 Rs lays,
24 Piece of Aliva
14 14
June
NTPC
Comp CGO Complex Canteen
Department
15 14
june
Sajna
Bhawan
Inst Scope
Complex,
Filiming and
Audio
editing
building
Mr.Anil Gupta
9868490000
1 Racks full of Lays,
Aliva, Leahr all Kind of
product and flavour,
Very high demand
16 15
june
IOL
Ltd.(Malc
ati and
Associate
s
Catering
Services)
Comp India Oil Ltd,
3rd Floor,
CGO
Complex,
Lodhi Road
Canteen
Manager
9899220981
1 Curtain of Lehar and
Lays after testing
sample
17 15
june
MTNL
Canteen
Bhikaiji
Cama Place
Anant Ram
Tiwari
9813965274
18 22
june
Ministry
Of
Finance
Govt. Bhikaiji
Cama Place
Sanjay
9990118831
19 22 Indian Comp. Near Metro Canteen
june
Oil
Corporati
on
Station,
Green Park
Manager
9899220981
20 21
june
Food
Stall
QSR 14, Bhikaiji
Cama Place
Bajinder Singh
9999334023
1 Curtain Mix of Lays
and Kurkure Each
21 21
june
GAIL
Limted
Comp. Ground
Floor, GAIL
Tower,
Bhikaiji
Cama Place
Mr.Narinder
Kapoor
9958829914
1 Curtain Mix 15Rs
Lays, 1 Curtain Mix
Lehar 5 Rs
22 21
june
Employe
es
Providen
t Fund
Organiza
tion
Govt. 7th Floor,
Bhavishya
Nadhi
bhawan,
Bhikaiji
Cama Place
Raju
9891925223
Productivity Graph
Above Graph give an idea of work productivity taking parameter like Amount of
Sale in Rs per week, Outlet Opening per week, No. of visit per week.
0
1
2
3
4
5
6
7
7-12
May
14-19
May
21-26
May
28 - 2
June
4-9 June 11-16
June
18-23
June
Amount of Sale
Per Week Outlet
Productivity
#REF!
Summary of Works Done
1. Exposure to Major Activities = Experience of Sales & Distribution, Working Experience on
a Premises Channels, Demand Forecasting, Exposure to Supply Chain function, Promotional
Activities, Merchandising, Billing Systems, Marginal Distributions, Customer Complaint
Handling, Network Building, Work Report System,
2. Location Visited : South Delhi, West Delhi, Noida
3. Total Outlet Visited: 313
4. Product Categories = Snacks
5. Product Mix= 7 ( Lays, Aliva, Lehar, Quakers Oats, Kurkure, Uncle Chips)
6. Total Outlet Open=
7. Estimated Purchasing Order of no. of Curtain=
8. Estimated Purchasing Order Amount=
9.
4. Major Learning
No. Activities Type Major Learning
1 Experience of
Sales&
Distribution
2 Exposure of
Premises
Channels
3 Promotional
Activities
4 Merchandising
5 Margin based
Distributions
6 Understanding
Customers
Requirements
7 Customer Query
Handling
8 Reporting System
9 Sales Techniques
10 Exposure of
FMCG A
consumption
Drive Industry
11 Billing Systems
12 Demand
Estimating
Finding
Product Responded
No. Product
Reponses
Lays Aliva Lehar Quaker Oat Uncle Chip Kurkure
1 USP
2 Brand
Reponses
3 Product
Demand
4 Customer
Reponses
5 Product
Supply
6 Major
Shop
5. Constraints faced
1. Gap between demand & Supply
2. Availability of Racks Facilities
3. Negotiating based on the margin
4. Appointment System
5. No availability of canteen/ cafeteria
6. Sampling Constraint
7. Distribution Route System
Quick Orders
6%
Asked for
Puposal
3%
Contract
Signing &
Meeting
1%
Meet Again
1%
Racks
Demand
12%
Sampling First
5%
Take Appointment
7%
NO Canteen
57%
Already Having
2%
Only Competitor
Product
4%
Others
2%
Selling Response
Quick Orders
Asked for Puposal
Contract Signing &
Meeting
Meet Again
Racks Demand
Sampling First
Take Appointment
NO Canteen
Already Having
Only Competitor
Product
Others
6. Recommendation
7. Conclusion
8. Bibliography-
References
Literature review
