PROJECT REPORT

On

The impacT of plannogram(pog) on SaleS of pepSi At Guwahati Market. VarUn BeVerageS pVT lTD
A Report Submitted In Partial Fulfillment of the Requirements For The Award of the Degree of

MASTER OF BUSINESS ADMINISTRATION

Collaborative program with PRIST University

TO M.S.RAMAIAH INSTITUTE OF MANAGEMENT BY

Lintu Chetry Reg no-CM2101860071

Under the guidance of Anita singh

M.S.RAMAIAH MANAGEMENT INSTITUTE NEW BEL ROAD, BANGALORE-560054

STUDENTS DECLARATION

I hereby declare that the Project Report conducted at

Varun Beverages,Guwahati(PEPSI)
Under the guidance ofMr.Satpal Kashyap, Head of sales(North east India) Mr.Sanjay Das, ASM Mr. Hari Newar, TDM. Submitted in Partial fulfillment of the requirements for the Degree of MASTER OF BUSINESS ADMINISTRATION
Collaborative program with PRIST University

TO M.S.RAMAIAH MANAGEMENT INSTITUTE It is my original work and the same has not been submitted for the award of any other Degree/Diploma/Fellowship or other similar titles or prizes

Place: Bangalore Date:

Lintu Chetry Reg. No:- CM2101860071

CERTIFICATE This is to certify that the Project Report at (XYZ Company on HR/Finance / Marketing/) Submitted in partial fulfilment of the requirements for the award of the degree of MASTER OF BUSINESS ADMINISTRATION Of PRIST UNIVERSITY In collaboration with M.S.RAMAIAH MANAGEMENT INSTITUTE Is a record of bonafide Training carried out by (Student name and Register Number)

Under my supervision and guidance and that no part of this report has been submitted for the award of any other degree/diploma/fellowship or similar titles or prizes.

FACULTY GUIDE

Signature: Name: Qualifications:

ACKNOWLEDGEMENT I extend my special gratitude to our beloved director Shri. ANANDARAM, Our DEAN & our Co-coordinator for inspiring me to take up this project.

I wish to acknowledge my sincere gratitude and indebtedness to my project guide of M.S. RAMAIAH MANAGEMENT INSTITUTE Bangalore for his valuable guidance and constructive suggestions in the preparation of project report.

I further would like

express my gratitude to VARUN BEVERAGES

Ltd.(Franchisee of PEPSICO India Holdings Ltd)Guwahati for providing me this wonderful opportunity in the form of summer training to undertake the project Impact of plannogram on salesof PEPSI.

I would like to express my sincere gratitude to Mr.Satpal Kashyap(HOS) Varun Beverages ,Guwahati, Mr. Sanjay Das (Area sales manager) Varun Beverages, Ghy, Mr. Mantu Medhi (Customer Executive) who guided me in all respect and helped me through out my project.

Lintu Chetry Reg no:-CM2101860071

EXECUTIVE SUMMARY.
My Internship at Varun Beverages Ltd,a franchisee of Pepsico,was an enriching experience which helped me understand a lot about there Real-time work environment and getting a first hand experience of the industry.It helped me to better understand the internal External factors that affects the workings of a company and the way the company survives in this competitive market.

Project Title:-A comparative study of the Imact of plannogram on

sales of Pepsi in guwahati market.

Objective of the study: To Know how sales is affected on the basis of plannogram(POG). To Know the Availability of VISI-COOLER in guwahati. To check whether the products are arranged according to POG or not. To know the market share and market leader.
To know consumers respond towards the POG.

Area of study:Guwahati Market.

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Name of the company:-PEPSiCO

Name of the PRODUCTS USED FOR THE STUDY: PEPSI 7UP MIRINDA MOUNTAIN DEW SLICE Lehar soda.
Sources of data collection- PRIMARY Tools used for the analysis Diagram Tables.
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Table of content:Introduction . company profile. Products offered and portfolio. Distribution Network. Pricing & promotion. Competition & Market share. Research methodology A.V Data Analysis(EDS) Limitations Findings Suggestions Conclusion. Appendix. Bibilography.

VARUN BEVERAGES LTD,GUWAHATI

I conducted my study in VARUN BEVERAGES,GUWAHATI and here i observed the market scenario of pepsis soft drink products,and the way varun beverages successfully conduct their operations in promoting and selling the products.

VARUN BEVERAGES VISION:To become truly global company, by continuing to build a competitive and profitable worldwide refreshment beverage business.

OBJECTIVES OF VARUN BEVERAGES: To observe the implementation and working of sales at different sections in GUWAHATI. To monitor whether it is successfully implemented in the market. To check out that all the required materials for sales are given to customer/ retailer or not. To find out the effect on increasing the sales b/z of at partial shop. To monitor the purity of visi-cooler. To monitor the purity of sack. To monitor whether updates in the programmed book is clan in time or not. To make the books available to the customers.

HEIRARCHY FLOW CHART OF VARUN BEVERAGES

HEAD OF SALES

MARKETING DEV. MANAGER

AREA SALES MANAGER

CUSTOMER EXECUTIVE

PRE SALES REPRESENTATIVE

ROUTE AGENT

Products distributed from (vbl)

PACKAGES
200 ML 300 ML

SKUBRAND
SLICE PEPSI MIRINDA 7UP MOUNTAINDEW LEHAR SODA PEPSI MIRINDA 7UP MOUNTAINDEW SLICE SLICE

500ML

1LIT

2LIT

PEPSI MIRINDA 7UP MOUNTAINDEW

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INTRODUCTION
Here, I observed the market share of pepsi in guwahati market which whereas in some of the zones coke has the maximum market share. I observed the impact of plannogram on sales in my training period, As per my observation i came across the fact that the company is putting its effort and money in maintaining the POG. POG, is an abbreviated form of Plannogram, POG is the arrangement of different products of PepsiCo in a visi-cooler(the referigeretor which is provided by Pepsico to store only Pepsico s products), which is provided by the company itself.POG is basically related to visi-cooler. I conducted my research with various PSR,s(pre sales representative)who showed me what actually POG is and taught me to arrange products according to the POG.The arrangements or the sequence of POG is based on two aspects viz:-1.left to right 2.Top to bottom. In the left to right sequence products goes as ::--

PEPSI

7UP

MIRINDA

MOUNTAIN DEW

SLI CE

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 TETRA PACKS PACKS CAN PACKS 300 ML RGB PACKS 500 ML MOBILE PACKS 1 LTR PET PACKS PACKS 2 LTR PET PACKS
Most of the outlets failed to maintain the Plannogram and due to that sales got affected because without POG being maintained products wont be visible to the customers, so in my training period i helped and provided knowledge to the retailers about the importance of maintaining POG.

OBJEcTIVES: To understand the Plannogram. To inspire the market to maintain Plannogram To promote sales through Plannogram.

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Scope of study:-

I divided the whole area into four zones viz:-

Zone 1: Maligaon, Adabari and Jalukbari. Zone 2: Fancy bazaar and Paltan bazaar. Zone 3: Ganeshguri, Chandmari & Beltola Zone4 : Airport, Rani and Mirza

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COMPANY PROFILE

The company consists of PepsiCo Americas Foods (PAF), Pepsico Americas Beverages (PAB) and PepsiCo International (PI). 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. PAB includes PepsiCo Beverages North America and all latin American beverage businesses. PI includes all pepsico businesses in the united kindom, Europe, Asia,Middle east and Africa. Pepsico brands are available in nearly 200 countries and generate sales at the retail level of more than $98 billion. Some of pepsiCos 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 Gatorade, in 2001.Pepsico offers product choices to meet a broad variety of need and preference from fun-for-you items to product choices that contribute to healthier lifestyles.
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PEPSICO HEADQUATER: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 the Americas 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.

PEPSICO MISSION:to be the worlds premier consumer products company focussed 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 vision:To become truly global company, by continuing to build a competitive and profitable worldwide refreshment beverage business.
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with the re-entry of Coca-Cola in the Indian market, Pepsi had to go in for more aggressive marketing to sustain its market share. The chronology the initial phase of the Coal Wars in India was July 1986 An application for soft drinks-cum-snack food joint venture by Pepsi, Voltas and Punjab Agro is submitted to the government after an earlier proposed alliance- 1985, between Pepsi and Duncans of the Goenkas fails to take off. Sept.1988 Final approval for the Pepsi Foods Limited (P.F.L) project granted by the Cabinet Committee on Economic Affairs of the Rajeev Gandhi Government. March 1990 Pepsi Cola and Seven up Launched in limited market in North India. May 1990 The government clears the Pepsi project again but with a change in brand name to Lehar Pepsi. Simultaneously it rejects the Coca-Cola application. Citra form the Parle stable hits the market. Dec 1991 Pepsi extends its soft drinks reach on national scale. Products launched Delhi and Bombay. Jan 1992 Brito Foods application cleared by the FTPB. Pepsi and Parle start initial negotiations for strategic alliance but talks break off after a while. Jan 1993 Pepsi launches Teem and Slice. Captures about 25.30% of the soft drinks market in about two years. July 1993 Voltas pulls out of PFL joint venture. Pepsi decides to raise equity to 92% Reports of coke Parle negotiations gain strength. July 1994 Pepsi brought Dukes& Sons
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1995 Pepsi launched Cans having capacity of 330 ml in various flavors. 1997 Pepsi brought Mirinda Orange opposite to Fanta. 1998 Pepsi launched Lemon Mirinda to give taught competition to Limca. 1999 Pepsi has launched its Diet Pepsi Can and 1.5 Liters pet battles for health conscious people. 1997 Refusing to dilute its equity state Coca-Coal winds up operations in the country. Parle launches Thumps Up and Drinks launches Campa Cola. 2001 Pepsi launched Aquafina. 2003 Pepsi launched Mountain Dew 2005 Mirinda lemon zinger, 7UP.Ice was launched by Pepsi. 2006 Bubbly Pepsi was launched. 2007 Pepsi Gold was launched.

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PRODUCTS

18

Products offered & portfolio:-

Pepsi:-duniya hai dilwalo ki.

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.
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7up:-Mood ko do lemon ka lift

Brand History 7UP, the refreshing clear drink with a natural lemon and lime flavour 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

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MIRINDA:- WEEKEND AAYE THO PAGALPANTI CHAYE

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. In 2009, orange was established as the core of the brand with the Orange Dikha Toh Mooh Bola Mirindaaaaa campaign. 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 campiagn 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 colour, 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 flavour at all!
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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 highadrenaline advertising of the brand and its connection to outdoor adventure.

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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 and Venice.

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DISTRIBUTION NETWORK:-

PEPSI Bottlers

Ware houses

Chilled DSD
Retailers

Distributors

Whole saler

Ware houses

Payment
Retailers Retailers

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PRICING & PROMOTION

Pricing:
Pricing Strategies:List Price: The Price of each product is fixed and there is no discrepancy.

Salesmen are not authorized to make any change, alteration or give discounts unless authorized by the Company.

Discounts: Discounts are provided to Wholesalers and Slums but there is

no discount for retailers. The discounts are negotiated directly with the Company and the C&F or the Distributor point is not involved in the price negotiation.
Allowances: Allowances are given to salesmen on achieving their daily

targets. This target is given to every Salesman every day before he goes on his designated route. The Depot In charge (Sr. C E / C E) gives the target to every salesman in consultation with the TDM.
Payment period and Credit terms: No credit is provided. The payment

procedure is not flexible as the retailers are required to make on the spot payments. At times, they defer the payment and in that case, the Salesman either shows a shortage or pays the rest of the amount by himself. The wholesalers are also required to make in advance but at times they also defer the payment and make the payment at a later date.

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SHOWING THE LIST OF PRICES OF VARIOUS PRODUCTS OF PEPSI.

Products Aquafina(1ltr) Pepsi(300ml,600ml, 2ltr

Price List 15/12/-,25/-,60/-

Dew(300ml,600ml,2ltr) Mirinda(300ml,600ml,2ltr) Slice(200ml,500ml,1.2ltr) Cans(pepsi,dew,slice,mirinda)

12/-,25/-,60/12/-,25/-,60/13/-,26/-,55/25/-

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Promotion Strategies:Sales Promotion: This is the most frequently used form of promotion

which is used to increase the sale of the selected product. These promotions are used from time to time depending upon the sale of the products. If the sale of any particular product declines or shows a declining trend then a suitable Sales Promotion Campaign is launched to increase the sale of that product.

Advertising: Advertising is done by PepsiCo. COBO (Company owned

Bottling Operations) and FOBO (Franchisee owned Bottling Operations) have no say in the advertising campaigns and their planning. The advertising account of Pepsi is handled by JWT (J Walter Thomson) in association with the corporate office of PepsiCo India. Pepsi uses popular artists for advertising their products and moreover provide various types of glow signs,umbrellas,hoardings,wall paintings etc free of cost to the retailers.This type of advertisements help and stimulate the retailers to increase the sales.

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Sales Force: There is a dedicated sales force at every C&F and

Distributor point. Every Salesman is assigned a specific route that he has to cover every day. The Salesman has to take care of all the Shops on the designated route and address and inform (to the Sr. CE / CE) about any issue any retailer has on the route. The Salesmen are also assigned the task of providing all the information to the retailers regarding the daily schemes and the details of all the promotion schemes launched from time to time. These include informing the retailer about the promotional scheme, registration for the scheme, terms and conditions of the scheme etc. The Salesman is also assigned the task of registering maximum possible outlets on his assigned route.

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COMPETITION & MARKET SHARE.

As the whole world knows about pepsi and when it comes to competition only one word comes in everyones mind ie, coca-cola

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MARKET SHARE OF PEPSI IN GUWAHATI MARKET.

In my area of survey i found that pepsi captures somewhat more share than coca-cola.

Market share in terms of %

11

47 42 Pepsi Coke Others

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RESEARCH METHODOLOGY
Method of data CollectionDirect observation was used through questionnaire as a tool to collect data from outlets. Informal interaction was done to get a clear and correct picture about the subject matter. Tools used for analysisStatistical tools such as pie diagram and bar diagram have used to analysis the data. Area of studyThe study was confined to Guwahati city only. Sample sizeSample size of 400 was determined to collect the information in different areas of Guwahati regarding the project.The areas undertaken are Jalukbari, Adabari, Maligaon, Panbazar, Fancybazar, Beltola and Basistha, Chandmari, Silpukhuri, Ganeshguri, Zoo road, Mirza, Bijaynagar, Azara and Guwahati university.

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A.V What is AV? Before going into the depth of the project, we should know the meaning of AV. The term AV can be defined as under: A- Availability:- the term availability means placement of right products at the right place. Availability can be achieved by choosing the right outlet and estimating & determining stock requirements. V- Visibility:- visibility means the products, which are visible to the consumer, in the right physical form, at the right place in the outlets. Accoding to the company, the visibility share should be better than market share in an outlet.

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DATA ANALYSIS
I was given The impact of plannogram on salesas my topic,and i took 100 as a sample from each zone.so below mentioned are the analysis based on the Topic.

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Analysis(A1). Zone1:-Jalukhbari,Adabari&Maligaon:Since my topic was on POG and the first and foremost thing required is a Visi-cooler.so as per the sample size the result was..
visi-cooler.

38%

YES 62% NO

Results:-In these zone I came to know that 62% of the sample size said that they have visi-coolers and 38% said they are not yet supplied with a visi-cooler.

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Analysis A(2) Zone 2:-Fancy Bazaar & Paltan Bazaar. Visi-cooler supply in zone 2 in a sample of 100 outlet was..
visi-cooler

29% YES NO 71%

Results:-In zone 2 I came across the fact that 71% of the outlets are provided visi-coolers and 29% said that they are not yet supplied a visi-cooler.

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Analysis A(3) Zone 3:-Ganeshguri,Chandmari & Beltola Supply of visi-cooler in zone 3 as per sample size was..
visi-cooler

15 YES NO

85%

Results:-In zone 3 I came across the fact that 85% of the outlets are supplied with visi-cooler and only 15% said that they are not supplied with visi-cooler.

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Analysis A(4) Zone 4:-Airport,Rani & Mirza Supply of visi-cooler in zone 4 as per the sample size was..
visi-cooler

42 58

YES NO

Results:-In zone 4 i came across the fact that only 42% of the sample size are supplied with a visi-cooler and 58% are not supplied with a visi cooler.

Result of Analysis A:- In the above analysis it is seen that a total sample of about 400 outlets were taken and the result found was about 260 outlets were supplied visi-coolers and 140 were not supplied.
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Analysis B(1) My second basis of analysis was on the ratio of supply of pepsi visi-coolers v/s cocacola visi-coolers Zone 1:-jalukbari,Adabari & Maligaon In Zone 1 the supply of visi-coolers of Pepsi and coke on the basis of sample size was..
PEPSI V/S COKE VISI-COOLER
60% 50% 40% 30% 20% 10% 0% PEPSI COKE

Series 1

Results:-In zone 1 I came across the fact that both Pepsi and coke supply almost same ratio of visi-coolers to the outlets.

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Analysis B(2) Zone 2:-Fancy Bazaar & Paltan Bazaar. In zone 2 the supply of visi-coolers of Pepsi and coke on the basis of sample size was..
Pepsi v/s coke visi-coolers
70 60 50 40 30 20 10 0 pepsi Coke Series 1

Results:-In zone 2 pepsi supplied Visi-coolers to 65% of the sampled outlets and coke supplied to about 35% of the outlets.

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Analysis B (3) Zone 3:-Ganeshguri,Chandmari & Beltola. In zone 3 the supply of visi-coolers of Pepsi and coke on the basis of sample size was..
PEPSI V/S COKE VISI-COOLER
80% 70% 60% 50% 40% 30% 20% 10% 0% PEPSI COKE Series 1

Results:-In zone 3 pepsi supplied Visi-coolers to 70% of the sampled outlets and coke supplied to about 30% of the outlets.

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Analysis B (4) Zone 4:-Airport,Rani & Mirza In zone 4 the supply of visi-coolers of Pepsi and coke on the basis of sample size was..
PEPSI V/S COKE VISI-COOLER
70% 60% 50% 40% 30% 20% 10% 0% PEPSI COKE Series 1

Results:-In zone 4 pepsi supplied Visi-coolers to 35% of the sampled outlets and coke supplied to about 65% of the outlets

Result of Analysis B was found that in the total sample of 400 oulets pepsi covered about 220 oulets in supplying visi-coolers and coke about 180.
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Analysis C(1) My third basis of analysis was how many outlets (based on the sample) maintained POG. Zone 1:-Jalukbari,Adabari & Maligaon In zone 1 POG Maintaining outlets on the basis of sampled outlets were..
POG Maintainance
50% 45% 40% 35% 30% 25% 20% 15% 10% 5% 0% Yes No Dont Know Series 1

Results:-In Zone 1 i came across the fact that POG is Maintained by 50% of the outlets, 35% dont maintain whereas 15% said they dont know well about POG.

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Analysis C(2) Zone 2:-Fancy Bazaar & Paltan Bazaar. In zone 2 POG Maintaining outlets on the basis of sampled outlets were..
POG Maintainance
80% 70% 60% 50% 40% 30% 20% 10% 0% Yes No Dont Know Series 1

Results:-In Zone 2 i came across the fact that POG is Maintained by 70% of the outlets, 20% dont maintain whereas 10% said they dont know well about POG.

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Analysis C(3) Zone 3:-Ganeshguri,Chandmari & Beltola. In zone 3 POG Maintaining outlets on the basis of sampled outlets were..
POG Maintainance
90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Yes No Dont Know Series 1

Results:-In Zone 3 i came across the fact that POG is Maintained by 85% of the outlets, 10% dont maintain whereas 5% said they dont know well about POG.

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Analysis C(4) Zone 4:-Airport, Rani & Mirza. In zone 4 POG Maintaining outlets on the basis of sampled outlets were..
POG Maintainance
45% 40% 35% 30% 25% 20% 15% 10% 5% 0% Yes No Dont Know Series 1

Results:-In Zone 4 i came across the fact that POG is Maintained only by 45% of the outlets, 40% dont maintain whereas 25% said they dont know well about POG. NB:-Attention required in this zone. Result of analysis C said that among the sampled outlets of all the zones POG is maintained by around 250outlets ,and not maintained by around 105 outlets and about 45 oulets were unaware about the POG.
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Analysis D(1) My fourth Basis of analysis was based on Maintainance of POG, whether by the Companys employee Or by the outlets themselves. Zone 1:-Jalukbari,Adabari & Maligaon. In Zone 1 the ratio of POG Maintainance is done by
POG maintainance either by Company or Outlets themselves.
70 60 50 40 30 20 10 0 COMPANY OWN Series 1

Results:-In Zone 1 I came across the fact that 38% of the oulets who maintained POG is done by the companys employee, and 62% maintain by themselves.

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Analysis D(2) Zone 2:-Fancy Bazaar & Paltan Bazaar. In Zone 2 the ratio of POG Maintainance is done by
POG maintainance either by Company or Outlets themselves.
80% 70% 60% 50% 40% 30% 20% 10% 0% COMPANY OWN Series 1

Results:-In Zone 2 I came across the fact that 70% of the oulets who maintained POG is done by the companys employee and 30% maintain by themselves.

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Analysis D(3) Zone 3:-Ganeshguri,Chandmari & beltola. In Zone 3 the ratio of POG Maintainance is done by
POG maintainance either by Company or Outlets themselves.
90% 80% 70% 60% 50% 40% 30% 20% 10% 0% COMPANY OWN Series 1

Results:-In Zone 3 I came across the fact that 82% of the oulets who maintained POG, is done by the companys employee and 18% maintain by themselves.

48

Analysis D(4) Zone 4:-Airport.Rani & Mirza. In Zone 3 the ratio of POG Maintainance is done by
POG maintainance either by Company or Outlets themselves.
80% 70% 60% 50% 40% 30% 20% 10% 0% COMPANY OWN Series 1

Results:-In Zone 4 I came across the fact that 32% of the oulets who maintained POG, is done by the companys employee and 68% maintain by themselves. Results of analysis D shows that among the sampled 400 outlets 222 outlets maintain POG which is done by the companys employee and 178 maintain POG by themselves.

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Analysis E(1) My fifth basis of analysis was based on the availability of stock to maintain POG. Zone 1:-Jalukbari,Adabari & Maligaon. In zone 1 the availability of stock to maintain POG among the sampled outlets were:Availability of stock to maintain POG

60 50 40 Series 1 30 20 10 0 Yes No

Results:-In zone 1 55% of the outlet said that they were receiving continuous supply to maintain POG and 45% said that supply of products were not continuous to maintain POG

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Analysis E(2) Zone 2:-Paltan Bazaar & Fancy Bazaar. In zone 2 the availability of stock to maintain POG among the sampled outlets were:Availability of stock to maintain POG

80% 70% 60% 50% 40% 30% 20% 10% 0% Yes No Series 1

Results:-In zone 2, 71% of the outlet said that they were receiving continuous supply to maintain POG and 29% said that supply of products were not continuous to maintain POG

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Analysis E(3)

Zone3:- Ganeshguri,Chandmari & Beltola In zone 3 the availability of stock to maintain POG among the sampled outlets were:Availability of stock to maintain POG

90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Yes No Series 1

Results:-In zone 3, 81% of the outlet said that they were receiving continuous supply to maintain POG and 19% said that supply of products were not continuous to maintain POG

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Analysis E(4) Zone 4:- Airport,Rani & Mirza. In zone 3 the availability of stock to maintain POG among the sampled outlets were:Availability of stock to maintain POG

60% 50% 40% Series 1 30% 20% 10% 0% Yes No

Results:-In zone 4, 42% of the outlet said that they were receiving continuous supply to maintain POG and 58% said that supply of products were not continuous to maintain POG Result of Analysis E showed that about 249 of the sampled outlets received continuous supply to maintain POG and 151 didnot received continuous supply.

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Analysis F(1) My sixth basis of analysis was whether POG is essential for an Outlet or not Zone 1:-Jalukbari,Adabari & Maligaon. In Zone 1 the result of analysis was
POG is essential or not.

90 80 70 60 50 40 30 20 10 0 Yes No Series 1

Results of analysis F(1) brought me to the fact that in Zone 1, 85% of the outlets said that POG is essential and 15% said that it is not that too essential.

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Analysis F(2)

Zone 1:-Fancy Bazaar & Paltan Bazaar. In Zone 2 the result of analysis was
POG is essential or not.

100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Yes No

Series 1

Results of analysis F(2) brought me to the fact that in Zone 2, 93% of the outlets said that POG is essential and 7% said that it is not that too essential.

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Analysis F(3)

Zone 3:-Ganeshguri,Chandmari & Beltola. In Zone 3 the result of analysis was

POG is essential or not.

100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Yes No

Series 1

Results of analysis F(3) brought me to the fact that in Zone 3, 96% of the outlets said that POG is essential and 4% said that it is not that too essential.

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Analysis F(4) Zone 4:-Airport,Rani & Mirza. In Zone 4 the result of analysis was
POG is essential or not.

80% 70% 60% 50% 40% 30% 20% 10% 0% Yes No Series 1

Results of analysis F(4) brought me to the fact that in Zone 4, 78% of the outlets said that POG is essential and 22% said that it is not that too essential. Result of analysis F shows that out of the sampled outlets all over the area it showed that 352 outlets said and agreed that POG is essential and 48 outlets said POG is not essential.

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Analysis G(1) My seventh basis of analysis was based on the satisfaction level of the outlets/Retailers on the supply of Visi-coolers,products & POG maintainance Zone 1:-Jalukbari,Adabari&Maligaon In zone 1 the level of satisfied and unsatisfied retailers based on the sample size was
Level of satisfied & unsatisfied Retailers
80 70 60 50 40 30 20 10 0 Satisfied Not Satisfied so so Series 1

Results of Zone 1 shows that among the sampled outlets 67% of the retailers are Satisfied,27%are not satisfied and 6% said that they were sometimes satisfied and sometimes not with Pepsis supply for POG.

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Analysis G(2) Zone 2:-Fancy Bazaar & Paltan Bazaar. In zone 2 the level of satisfied and unsatisfied retailers based on the sample size was
Level of satisfied & unsatisfied Retailers
90 80 70 60 50 40 30 20 10 0 Satisfied Not Satisfied so so Series 1

Results of Zone 2 shows that among the sampled outlets 78% of the retailers are Satisfied,13%are not satisfied and 9% said that they were sometimes satisfied and sometimes not with Pepsis supply for POG.

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Analysis G(3) Zone 3 :-Ganeshguri,Chandmari & Beltola In zone 3 the level of satisfied and unsatisfied retailers based on the sample size was
Level of satisfied & unsatisfied Retailers
100 90 80 70 60 50 40 30 20 10 0 Satisfied Not Satisfied so so Series 1

Results of Zone 3 shows that among the sampled outlets 87% of the retailers are Satisfied,6%are not satisfied and 7% said that they were sometimes satisfied and sometimes not with Pepsis supply for POG.

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Analysis G(4) Zone 4 :-Airport,Rani & Mirza. In zone 4 the level of satisfied and unsatisfied retailers based on the sample size was
Level of satisfied & unsatisfied Retailers
60 50 40 30 20 10 0 Satisfied Not Satisfied so so

Series 1

Results of Zone 4 shows that among the sampled outlets 51% of the retailers are Satisfied,31%are not satisfied and 18% said that they were sometimes satisfied and sometimes not with Pepsis supply for POG.

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So the Result of analysis G shows that out of the total sampled outlets of all the zones 283 outlets were happy with pepsis supply for maintaining POG,77 outlets said that they were not happy and 40 outlets said that they were sometimes satisfied and sometimes not.

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Analysis H(1) My eightth basis of analysis is based on Impact of POG in Managing sales Zone 1:-Jalukbari,Adabari & Maligaon In zone 1 the responses of the outlets in respect to how POG helps outlets in managing sales were
POG Managing Sales
80 70 60 50 40 30 20 10 0 VISIBILITY CHILLED SERVE PURITY Series 1

Results:-In zone 1, I came to know that POG maintains sales on the 3 basis viz:1.visibility =24% 2.Chilled serve =70% 3.sense of purity = 06%
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Analysis H(2)

Zone 2:-Fancy Bazaar & Paltan Bazaar. In zone 2 the responses of the outlets in respect to how POG helps outlets in managing sales were
POG Managing Sales
90 80 70 60 50 40 30 20 10 0 VISIBILITY CHILLED SERVE PURITY Series 1

Results:-In zone 2, I came to know that POG maintains sales on the 3 basis viz:1.visibility =13% 2.Chilled serve =78% 3.sense of purity = 09%
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Analysis H(3)

Zone 3:-Ganeshguri,Chandmari & Beltola. In zone 3 the responses of the outlets in respect to how POG helps outlets in managing sales were
POG Managing Sales
90 80 70 60 50 40 30 20 10 0 VISIBILITY CHILLED SERVE PURITY Series 1

Results:-In zone 3, I came to know that POG maintains sales on the 3 basis viz:1.visibility =11% 2.Chilled serve =81% 3.sense of purity = 08%
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Analysis H(4) Zone 4:-Airport,Rani & Mirza In zone 4 the responses of the outlets in respect to how POG helps outlets in managing sales were
POG Managing Sales
100 90 80 70 60 50 40 30 20 10 0 VISIBILITY CHILLED SERVE PURITY Series 1

Results:-In zone 4, I came to know that POG maintains sales on the 3 basis viz:1.visibility =09% 2.Chilled serve =90% 3.sense of purity = 01%

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So here in analysis H the result shows that POG has impact on maintaining sales,basically on 3 basis and out of the total sampled outlets 319retailers said that Impact of sales through POG is for chilled serve of drinks,57 retailers said for visibility of products and 24retailers said for sense of purity.

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Analysis I(1) My nineth basis of analysis was based on whether POG has a positive Impact and affect on sales Zone 1:-Jalukbari,Adabari & Maligaon In zone 1 the responses were
Sales

9 9 Yes No Dont know 82

Results of zone 1 said that 82% of the outlets had a positive impact on sales 09% said that they didnt had a positive impact on sales and 09% said that they didnt feel whether sales was for POG or else.

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Analysis I(2)

Zone 2:-Fancy Bazaar & Paltan Bazaar. In zone 2 the responses were
Sales

8 11 Yes No Dont know 81

Results of zone 2 said that 81% of the outlets had a positive impact on sales 11% said that they didnt had a positive impact on sales and 08% said that they didnt feel whether sales was for POG or else.

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Analysis I(3)

Zone 3:-Ganeshguri,Chandmari & Beltola. In zone 3 the responses were

Sales

4 Yes No Dont know 87

Results of zone 3 said that 87% of the outlets had a positive impact on sales 09% said that they didnt had a positive impact on sales and 04% said that they didnt feel whether sales was for POG or else.

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Analysis I(4) Zone 4:-Airport,Rani & Mirza. In zone 4 the responses were
Sales

7 9 Yes No Dont know 84

Results of zone 4 said that 84% of the outlets had a positive impact on sales 09% said that they didnt had a positive impact on sales and 07% said that they didnt feel whether sales was for POG or else In analysis I, I came across the fact that POG has definitely a positive Impact on sales, the report of the analysis was, out of the total sampled 334 said (yes),38 said (No) and the rest 28 outlets didnt felt any difference.

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Limitation Firstly, the training and study was conducted for a short period
of time, so understanding the market was a bit difficult and was confusing.

Covering the large Guwahati market was very difficult.

Lack

of Knowledge of the retailer/owner of outlet about POG and its impact.

Illiterate retailers.

Ignoring & lack of participation in disclosing the facts.

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FINDINGS:Based on my studyThe Impact of plannogram on sales.I found out some major conclusions viz: Supply of Visi-coolers for maintaining POG is not up to the mark. Some retailers dont yet know about POG

Retailers rarely Manage POG by themselves,they always wait for

the Pre sales representative( PSRs) to come and maintain the POG.

Areas like Azara,Airport,Rani,Mirza etc have very low volume of

Visi-coolers so maintaining POG becomes impossible.

also found, in some areas due to lack of product supply maintaining POG becomes difficult and uncontineous.

Some

Retailers are not concerned about POG, they just put products of every other brand to fill the Visi-coolers and thus POG is not maintained.

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Suggestions:-

According to me and based on my study and analysis concentrate should be given on supply of Visi-coolers so that POG could be maintained. Available stock of goods should be delivered.

Much concentration is required in Zone 4. Outlets should be made aware of what is POG?and how to maintain them.

Importance of POG should be encouraged to increase sale.

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CONCLUSION:The study and training in VARUN BEVERAGES PVT LTD(Guwahati),was informative and enjoyable experience on my part. By now I came to know much about an International company and their workings.

My study was based on Impact of Plannogram (POG) on sales and it was an interesting and informative topic on my part as the term (POG) was totally new to me. During the tenure of my study i came to know about POG, and visited Guwahati market to check the Impact of POG and found it was to the satisfactory level and also found out that POG is very essential to maintain sale/increase sale.

To conclude it was a great and informative experience in my part and seeing the work environment and culture i am sure in a very short period of time Pepsi will lead much more leaving all the competitors behind in the market scenario of Guwahati.

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Questionnaire:-Dear Responded, I Lintu Chetry a MBA Student of M.S RAMAIAH MANAGEMENT INSTITUTE, Bangalore Undergoing a Project on Impact of POG on sales of PEPSI in Guwahati city market in the context of that I am conducting a survey and i would like to Request you t kindly spare a few minutes to answer a few questions Yours Faithfully
LINTU CHETRY MBA 2ND SEMESTER MSRMI,BANGALORE

Put A Tick mark on the below asked Questions. a. Are you supplied with a visi-cooler? YES NO

b. Are you supplied with a Pepsis visi-cooler or cokes visi-cooler? Pepsi Coke Both None

c. Do you maintain POG? YES

NO

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d. Do you Maintain POG by yourself or is it Maintained by the Company? Own Company

e. Are you provided with enough stock to maintain POG? Yes No

f. According to you is POG essential or not? Yes No

g. Are you satisfied with the supply of visi-coolers, Products & POG maintenance? Yes No So So

h. How do you think POG increases sale? Visibility Chilled serve purity

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i. Do you think POG has a Positive Impact on sales? Yes No

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BIBLIOGRAPHY
www.google.com www.pepsico.com www.wikipedia.com.

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