A STUDY ON

DISTRIBUTION CHANNEL
AT

Name: Md. Faruque Ansari

Reg No: 09/KA/NHLI/PGDM/FT/B/045
 INTRODUCTION
• Distribution Channel is the chain of businesses
or intermediaries through which a good or
service passes until it reaches the end consumer.
A distribution channel can include wholesalers,
retailers, distributors and even the internet.
• Pepsi-Cola, Mountain Dew, Lay's, Gatorade,
Tropicana, 7Up, Doritos, Lipton Teas, Quaker
Foods, Cheetos, Mirinda, Ruffles, Aquafina,
Pepsi Max, Tostitos, Sierra Mist, Fritos, and
Walker's.
 PEPSICO
• It was first introduced in North Carolina in 1898 by
Caleb Braham who made a pharmacy which sold the
drink which was known back then as "Brad's
Drink", and was later named Pepsi Cola possibly due
the digestive enzyme pepsin and kola nuts used in the
recipe.
• PepsiCo gained entry to India in 1988 by creating a
joint venture with the Punjab government-owned
Punjab Agro Industrial Corporation (PAIC) and
Voltas India Limited. This joint venture marketed and
sold Lehar Pepsi until 1991, when the use of foreign
brands was allowed
 REARCH METHODOLOGY
TITLE - “A STUDY ON DISTRIBUTION CHANNEL AT
PEPSICO”
Method of research- Description research was used.
Tools used for data collection: A questionnaire was structured
together the primary Information. 
SOURCES OF DATA COLLECTION:
• Primary data- It was collected by surveying the distributers of
PepsiCo and Retailers and randomly to the customers going to
retailers.
• Secondary data-• General library research source like marketing
book.
• Advertising journals like magazines and newspaper.
• Internet: PepsiCo website, wiki
 ANALYSIS AND INTERPRETATION
• In most of the mix outlet company has not provided its V.C.
Cooler, so it is becoming the major cause for not getting
fulfill of the demand. Because retailers are promoting that
brand to the consumer which company is satisfying them
more in terms of Visi Cooler, Schemes, Relationship etc
• Retailers are not happy with the MDC (Marketing
Development Coordinator).
• Visi cooler have an important role in enhancing the
distribution channel and policy.
• Time concern is very important in good distribution
channel, it means providing product at retailers door within
a time.
 FINDING AND SUGGESTION
FINDINGS
• Some retailers are unable to get the services which are provided by
the company
• There are some retailers are not happy with services provided by the
distributors and the company.
• Customers prefer the taste of Thumbs Up more than the PepsiCo’s
product.
• V.C. cooler have an important role in enhancing the distribution
channel and policy.
SUGGESTION
• There should be and correct feedback from the retailers on the
performance of salesmen.
• Company should adopt aggressive marketing strategy that it could
reach each and every place.
 CONCLUSION
• The Sales and Distribution Network of Pepsi is
very strong and almost flawless. PepsiCo India
had the first mover advantage when it entered
the market and it capitalized on that advantage
to grab the market..