Mini Project - 1

On

“DEALERSHIP SATISFICATION”

Submitted for the partial fulfillment of the Award

Master of Business Administration

DEGREE
(Session: 2023- 2024)

SUBMITTED BY
*Student Name CHITRANJAN KUMAR
*Roll No.*23272226

UNDER THE GUIDANCE OF

(MS AKRITI MITTAL)

GREATER NOIDA INSTITUTE OF TECHNOLOGY (MBA Institute)

AFFILIATED TO

DR. A.P.J. ABDUL KALAM TECHNICAL UNIVERSITY (FORMERLY

UTTAR PRADESH TECHNICAL UNIVERSITY), LUCKNOW (FS-14)
 Student Declaration

I “CHITRANJAN KUMAR” hereby declare that the work which is being presented in this report
entitled “DEALERSHIP SATISFICATION” is an authentic record of my own work carried out under
the supervision of MS. AKRITI MITTAL”.

The matter embodied in this report has not been submitted by me for the award of any other degree/
Diploma/ Certificate.

Name of Student
CHITRANJAN KUMAR
Date:

GREATER NOIDA INSTITUTE OF TECHNOLOGY (MBA Institute)

 Director Certificate

This is to certify that the work which is being presented in this report entitled is an authentic record of
DEALERSHIP SATISFICATION the CHITRANJAN KUMAR carried out under my supervision.
The statements made by the candidate are correct to the best of my knowledge.

Prof. (Dr.) Anshul

Sharma
Director,
GREATER NOIDA INSTITUTE OF TECHNOLOGY (MBA Institute)
Date:

(Seal of the Department/ College)

 Supervisor Certificate

This is to certify that the work which is being presented in this report entitled is an authentic record of
DEALERSHIP SATISFICATION the CHITRANJAN KUMAR carried out under my supervision.
The statements made by the candidate are correct to the best of my knowledge.

Name of Supervisor : MS. AKRITI MITTAL

Designation:
GREATER NOIDA INSTITUTE OF TECHNOLOGY (MBA Institute)
Date:

(Seal of the Department/ College)

 Acknowledgment
My Deepest thanks to Lecturer “MS. AKRITI MITTAL” the Guide of the project for
guiding and correcting various documents of mine with attention and care. He has taken the
pain to go through the project and make necessary corrections as and when needed. I also
express my thanks to the Director of, GNIOT group of the institute of management MS.
AKRITI MITTAL, who gave me the golden opportunity to do this wonderful project on the
“DEALERSHIP SATISFICATION ” which also helped me in doing a lot of research and I
came to know about so many new things I am thankful to them. Secondly, I would also like
to thank my parents and friends who helped me a lot in finishing this project within a limited
time. I am making this project not only for marks but to also increase my knowledge.
THANKS AGAIN TO ALL WHO HELPED ME.

DATE:

PLACE: Greater Noida

NAME OF STUDENT: CHITRANJAN KUMAR

 CONTENT
PAGE

TOPICS Page No.

1. Introduction

2. Scope of the study 4

3. Objectives of the study 5

4. ndustry Profile 6

9-13

5 . No of dealers 14-19

20-23

7 Replenish period 24-30

8 Findings 31-32

9. Suggestions 32-33

10 .Conclusion

11.Questionnaire 45

12.Bibliography 46

13 .Web references 47

48-50

1 51
8.
52
 Marketing management
INTRODUCTION
Marketing is the process of satisfying the needs and wants of the consumers.

Management of marketing activities is Marketing Management. Management Guru Philip

Kotler defines marketing as “Marketing Management is the analysis, planning,

implementation and control of programs designed to bring about the desired exchanges

with target audiences for the purpose of personal and mutual gain. It relies heavily on

adoption and coordination of the product, price, promotion and place for achieving

response”: In other words, a business discipline, which is focused on the practical

application of marketing techniques and the management of a firm‟s marketing resources

and activities, is Marketing Management.

An actual or nominal place where forces of demand and supply operate, and
where buyers and sellers interact (directly or through intermediaries) to trade
goods, services, or contracts or instruments, for money or barter.
Markets include mechanisms or means for
(1) Determining price of the traded item,
(2) Communicating the price information,
(3) Facilitating deals and transactions,
(4) Effecting distribution.

MARKETING
The management process through which goods and services move from concept to the

customer. It includes the coordination of four elements called the 4 P's of marketing:

(1) Identification, selection and development of a product,

(2) Determination of its price,
(3) Selection of a distribution channel to reach the customer's place, and
(4) Development and implementation of a promotional strategy.
For example, new Apple products are developed to include improved applications
and systems, are set at different prices depending on how much capability the
customer desires, and are sold in places where other Apple products are sold.
In order to promote the device, the company featured its debut at tech events
and is highly advertised on the web and on television.

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 STUDY IS CONDUCTED CONSIDERING THE FOLLOWING ACCEPTS:
Firstly, visage is a representative of soft drink market, which is highly promoting
with a lot of potential, which is apt to be tapped.

Secondly, the behavior of the retailer is

very much influenced by the additional
benefits he is getting for selling the
products having. Thirdly, to understand
the market condition of the sof t drinks
in the present scenario and the
competition level in the market.
Considered the key role of the retailer in
present day market as an attempt was
made to study the impact o

OBJECTIVES OF THE STUDY

1. To know the various promotional, selling and distribution strategies adopted by

PEARL BOTTLING PVT LTD
2. To analyze the reasons of selling Pepsi at retailers level.
3. To study the dealers satisfaction.
4. To find out the ways to enhance the sale of Pepsi.
f company‟s schemes of offering coolers to the retailers.

LIMITATIONS OF THE STUDY

Data collection had some hurdles due to large size of organization.
The scope of the study is limited to some areas.
First, there was time constraint since this study had to complete in
a limited period of 45 days

3
 Industry profile
Soft Drink:
A soft drink is a drink that does not contain alcohol, as opposed to hard drinks,
that do. In general, the term has used only for cold beverages. Hot chocolate, tea, and
coffee have not considered as soft drinks. The term originally referred exclusively to
carbonated drinks (soda), and still commonly used in this manner.
Marketing:
Soft drinks have commonly sold in stores in bottles and cans. Sales earn a significant amount
of money for the producers and distributors. Most famous name-brand soft drinks have produced and
bottled by local or regional independent bottling companies. These companies license the name, and
they usually sold the main ingredients, with syrup made by the main manufacturing plants of the
trademark holders.

Diet Soft Drinks:

In recent years, there has been a growing demand for alternatives to sugar-heavy soft
drinks. “Regular” soft drinks largely contain sugar or corn syrup, and been blamed in recent
years for contributing to obesity. Sugars, like other carbohydrates stimulate the production of the
hormone insulin, which causes the body to store far rather than burn it. “Diet” soft drinks are
sweetened with chemicals, such as aspartame and saccharin, which are perceived as sweet by
most people, yet do not stimulate insulin production or have any food energy or nutritional value

Mixed Soft Drinks:

A graveyard/ suicide/ pop bomb/ swamp water/ garbage soda is made by mixing
many soft drinks together, usually from a soda fountain.
A float created by dropping a scoop of ice cream into a soft drink. In the
Midwestern United States, a soft drink with ice cream added most often called a
“soda” thus leading to quizzical looks from wait staff when people ask for a “soda”
instead of pop. The most common of these is the root beer float. In Australia and
New Zealand, it has known as a Spider.
In Brazil, a scoop of ice cream into a soft drink may have different
names: Vaca preta (black cow) – ice cream in cola.
Vaca amarela (yellow cow) – ice cream in guarana flavored soft drink.
Pantera cor de Rosa (the Pink Panther) – Strawberry ice cream in lemon

9
lime soft drink
In the U.S., some floats have specific names as a Brown Cow or Black Cow, vanilla
ice cream in root beer, or Boston cooler, vanilla ice cream in Vernor‟s ginger ale.
Controversy:
Studies showing a correlation between soft drinks and obesity
A study from Harvard shows that soft drinks may be responsible for the doubling
of obesity in children over the last 15 years. From 1991 ad 1995, adolescent boys, in the
US, on the average, increased their intake of soft drinks from 345 ml to 570 ml. Most soft
drinks have sweetened with sugar or corn syrup, and not artificial sweeteners.

Soft Drink Formula:

Disclaimer:
Making soft drinks is not for the faint of heart, nor the dirty of finger. It is a solemn
enterprise not to enter into lightly, as with marriage or buying used farm machinery.
With any food-prep, failure to observe basic hygienic principles, follow directions, and
exercise common sense can have grave consequences. Open Cola assumes no liability for any
problems that arise out of the use of this document, proceed at your own risk. No one is putting a
gun to your head, so do not bother if you cannot boil water. Improper use of cola might result in
blunt trauma, puncture wounds physical illness, mental illness, caffeine dependency,

manufacture cola. You can make a kitchen-sink recipe all on your own. It is our kitchen-sink recipe. We

figured it out somewhere between coding the COLA SDK and debugging the Linux build of the clever.

Anyway, we have tried to be nice about the disclaimer. If it is not good enough for
your health, here‟s what our lawyers have said about the whole shooting‟ match.
Soft drinks are mostly water. Therefore, the quality of the water going into your
favorite soft drink is very important. A series of filtration systems produces the high
quality water that is fresh, clean, and clear.

SOFT DRINKS NORMS & CONTENTS

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Product Information – Ingredients
We only use the finest ingredients to make Pepsi-Cola products. To guarantee our
consumers consistent quality, each ingredient must pass our high standards, rigorous
quality control tests, and strict bottling procedures.
All ingredients have listed on the label in order of decreasing amount. Pepsi-Cola products
contain natural flavors, including extracts of the kola nut, vanilla beans and flavor oils derived
from natural sources such as citrus and other fruits. Caramel (made from corn sugar) adds color
and flavor to our colas. Other ingredients add a refreshing taste: phosphoric acid in colas; citric
acid and sodium citrate in Mountain Dew, Slice, and Diet Pepsi.

Soft Drinks in Indian Market

Introduction
Soft drink market size for FY00 was around 270 m.n. cases (6480 mn bottles). The
market witnessed 5-6% growth in the early „90s. Presently the market growth has growth
rate of 7-8% per annum compared to 22% growth rate in the previous year. The market
size for FY01 expected to be 7000 mn bottles.
Soft Drink Production Area

The market presentence is regional based. While cola drinks have main markets in
metro cities and northern states of UP, Punjab, Haryana, etc., Orange flavored drinks are
popular in southern states. Sodas too have sold largely in southern states besides sales
through bars. Western markets have preference towards mango-flavored drinks. Diet
coke presently constitutes just 0.7% of the total carbonated beverage market.
Growth promotional activities:

9
 The government has adopted liberalized policies for the soft drink trade to give the
industry a boast and promote the Indian brands internationality. Although the import and
manufacture of international brands like Pepsi and Coke have enhanced in India, the local
brands are being stabilized by advertisements good quality and low cost.

NO OF DEALERS

7
TABLE 7
Q8) when do you replenish your stock?

Options Number of respondents Percentage

Weekly 5 10
Fort night 40 80
Monthly 3 6
Quarterly 2 4
Total 50 100

8
 FINDINGS
1. The numbers of PEPSI outlets is more than the numbers of
competitor‟s outlets at rajahmundry that results in increase in
sale of PEPSI products.
2. In the city like rajahmundry, PEPSI products are reaching to every
corner where not a single bottle of PEPSI can be seen.
3. All the areas in rajahmundry, almost the retailers are satisfied with
the distribution network of the PEPSI product.
4. Most of the retailers want glow sign and chilling equipments, which
they are asking from long time.
5. In cola segment COCA-COLA is main competitor of PEPSI, in orange
segment MIRINDA is the main competitor of FANTA, in lime segment7UP
and MOUNTAIN DEW is the main competitor of SPRITE, in juice (mango)
segment SLICE is main competitor of MAAZA.

SUGGESTIONS

An inspection officer should be recruited who perform surprise

inspection of the market and find out the problems.
The vehicles of the agency should be inspected so the
delivery should be maintained. After sales service has
to be improved.
Incentives should provide based on sale.
Check the whole sellers who are selling lower

price than agency. Agency should be more

honest in providing benefits to retailers.

Salary of sales force should increase so they may not do fraud with retailers
to earn more.

CONCLUSION

Proper approach to the retailers at the time of tie-ups is required. The retailer‟s satisfaction is

40
medium.No provision for regular replacement of damage of bottles. Many complaints of retailers
does not listen by the company. Many retailers want monopoly but company does not provide.
Dealers are happy with Pepsi products.

QUESTIONNAIRE
Questionnaire on Dealer‟s satisfaction

Name of the shop / outlet:

Address /location:

Type of outlet:

Supermarket Restaurant

Pan shop others

Retail/Grocery store

The quantity you usually order:

Q1) Does the soft drink company provide you with refrigeration facilities?

Yes No own mixed

Q2) Does the company provide you with mechanics for the repair and maintenance of fridges?

Yes No own mixed

Q3) what are the conditions of bottles provided by the

company? Excellent Good Neutral Bad
Worse

40
Q4) If the bottles are broken in transit or in the shop due to natural causes or
calamities then does the company bear the loss for you?

Yes N

Q5) if the products have crossed their expiry dates then dose the company
replace the products for you?

Yes No

40
Q6) If Yes Then

Replace at your own cost Buy Back Replace products free of charge

Q7) how many dealers of the company are there in your area?

0-2 2-4 4-6 more than 6

Q8) When do you replenish your stock?

Weekly Fortnightly Monthly Quarterly

Q9) Are you satisfied with your replenishment you get

Very Satisfied Satisfied Neutral Dissatisfied Very Dissatisfied

Q10) Dose the company give you products you require or they follow their own
rules and regulations.

Yes No
Q11) How much time does it take to process an order?
(Days) 0-2 2-4 4-6 more than 6

Q12) any schemes or discounts in bulk buying?

Yes No
Q13) what are the payment conditions of the company?
Pay in advance ( ) pay on arrival of the product (
) pay to the salesman later ( )

Q14) Are you satisfied with the payment conditions?

41
Very Satisfied Satisfied Neutral Dissatisfied Very Dissatisfied
Q15)Are you satisfied with the margins given to you by the company
Very Satisfied Satisfied Neutral Dissatisfied Very Dissatisfied

Q16) Are you satisfied with the margins given to you by the company?
Very Satisfied Satisfied Neutral Dissatisfied Very Dissatisfied

Q17) According to you who factor plays a major role in achieving sales for
Pepsi? (Rank 1-7) Brand Name

Price

Availability

Loyalty

Quality

Packaging

Q17) what kind of promotional activities will affect

sales mostly?

Free bottle scheme discount crates prizes coupons

Q18) you will always buy carbonated drinks as your first choice and fruits drinks as next.

Yes No

13
 .Bibliography

Reference Books:

Philip Kotler (2002), “Marketing management” Prentice Hall

of India, New Delhi, Eleventh Edition.

Kotler and Armstrong (2001), “Principles of marketing”

Prentice Hall of India, New Delhi.

Gupta and Rajan Nair (2002),”Marketing Management”

Sultan Chand & Sons, New Delhi, Seventh Edition.

Memoria and joshi (1987), “Principles and practice of

marketing” Mc Graw Hill Company, Ryerson, Eighth Edition.

C.R. Kothari (2003), “Research methodology” Wishwa

Prakashan, Mumbai.

web Reference

http://www.pepsi.com

http://www.tropicana.com

http://www.pepsicoindia.com
www.google.com

www.google.com

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