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Marketing

This document discusses the marketing channels management of Pepsi in Pakistan. It begins by defining marketing channels and describing different types of channel members and levels. It then provides details on Pepsi's specific distribution channels in Pakistan, which include both direct distribution to large customers and indirect distribution through distributors and retailers. The document concludes with a SWOT analysis of Pepsi's marketing channels and recommendations to expand into new markets and market segments to maintain market share.

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210 views16 pages

Marketing

This document discusses the marketing channels management of Pepsi in Pakistan. It begins by defining marketing channels and describing different types of channel members and levels. It then provides details on Pepsi's specific distribution channels in Pakistan, which include both direct distribution to large customers and indirect distribution through distributors and retailers. The document concludes with a SWOT analysis of Pepsi's marketing channels and recommendations to expand into new markets and market segments to maintain market share.

Uploaded by

rehanrafiq59
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
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Marketing Channels Management

Presented By: Rehan Rafique Roll No: AM-572600

Introduction
A marketing channel is an organized network of agencies

and institutions which, in combination, perform all the activities required to link producers with users to

accomplish the marketing task.

Numbers of Distribution Channel Levels


DIRECT - MARKETING:
PRODUCER >>>>>>>>>>>>>>>CUSTOMER
INDIRECT -MARKETING:
PRODUCER >>>>>RETAILER>>>>>CONSUMER PRODUCER>>>>WHOLESALER>>>>RETAILER>>>

CONSUMER

Types of Channel Members


Resellers
Retailers

Wholesalers
Industrial Distributors

Case Study

INTRODUCTION TO THE COMPANY

Marketing Channels Management of Pepsi


The Company operates through a well-Established

network of a number of distributors. The Company has two types of delivery systems I.E.
Director Delivery System Indirect Delivery System There are 115 distribution companies of Pepsi in Pakistan.

Channels of Distribution
The Pepsi uses the following two channels for the

distribution of their products: Direct Distribution:


Pepsi Direct distribute their Product to Whole Sellers, Restaurants, Hotels, Pizza hut, KFC, Saver Food and Metro etc.
Indirect distribution:
Through Base market distributors Through Outstation distributors

Placing Distribution
All the branches of Pakistan are controlled by Head

branch which is located in Karachi.


Each sales manager handles 60 trucks. The trucks of the company supplies products to these

distribution agencies and then these agent further supplies these products to the retailers.
Process for distribution

Product Outflow
Pepsi Cola International has given franchises all over

Pakistan. These companies have installed their plants in


different parts of Pakistan with these specified areas and names e.g.
Pakistan Bottlers(Karachi) Riaz Bottlers(Lahore) Punjab Beverage(Faisalabad)

Swot Analysis
Strengths:
The company has an effective distribution strategy which lets

the company to deliver timely services to customers and clients.


Competent sales team Wide and strong distribution network Able Marketing Intelligence

Effective product presentation

Weaknesses:
High expenses incurred on marketing channels may have

trouble balancing cash-flows of such a large operation manufacturing.


Weak marketing in rural areas due to more concentration

in urban areas.

Opportunities:
Distribution of snack foods in future

Threats:
They have to make the new policies of its marketing

channels in the market to save itself from its competitors.

Recommendations:
PepsiCo needs to continue to expand their market channels

in the markets where they currently have a strong presence

in order to maintain their market share and their footprint


in the marketplace.

PepsiCo should expand their distribution channels in those

markets and market segments also that they are currently not in or still weak in marketing channels.
Marketers of Pepsi can try to improve sales by improving one or

more marketing mix elements.

Conclusion:
At the end I concluded that Pepsi is a well renowned company and it has maintained its position well by understanding the client psychology, by ensuring quality, by introducing ingenuity in products, by enlarging its product base, by keeping economic factors in view and by intense marketing channels. Pepsi has strong and wide management channels and it is also a symbol of its growing and profitable sales

THANKYOU GOOD LUCK!

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