1. Yeh dil maange more!!

2. Profile…
 Pepsi is a soft drink produced and manufactured by PepsiCo. It is sold in
many places such as retail stores, restaurants, schools, cinemas and from
vending machines. The drink was first made in the 1890s by pharmacist
Caleb Bradham in New Bern, North Carolina. The brand was trademarked
on June 16, 1903. There have been many Pepsi variants produced over the
years since 1898.
 PepsiCo brands are available in nearly 200 countries and territories. Many
of PepsiCo's brand names are over 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 in 1998 and PepsiCo merged
with The Quaker Oats Company, including Gatorade, in 2001.
 PepsiCo (symbol: PEP) shares are traded principally on the New York Stock
Exchange in the United States. The company is also listed on the
Amsterdam, Chicago, Swiss and Tokyo stock exchanges. PepsiCo has
consistently paid cash dividends since the corporation was founded.
 PepsiCo World Headquarters is located in Purchase, New York,
approximately 45 minutes from New York City.

3. Cont…
 Revenues in 2007 is more than $39 billion.
 37 bottling plants in India, of which 16 are company owned and 21 are
franchisee owned.
 PepsiCo’s Frito Lay snack division has 3 state of the art plants.
 It has more than 185,000 employees across the world.
 In India, PepsiCo provides direct employment to 4,000 people and indirect
employment to 60,000 people including suppliers and distributors.
 CEO : Ms. Indra K Nooyi
 India Headquarters : Gurgaon.

4. Brand Image of Pepsi
 Pepsi is a brand that every youngster relates to.
 But this definitely doesn’t mean that other age groups are not it’s user’s.
 Thus Pepsi’s brand image is it’s hip, cool, lively and refreshing attitude.

5. Advertising Strategy of Pepsi
 Pepsi’s target audience are mostly teens and young adults and their
advertising reflects this in every possible way.
 The company changes its advertising strategy and image to reflect the target's
interests.
 Pepsi makes sure that the advertisements reflect to the target audience’s
interests and nostalgia.
 The advertising strategy includes cool, hip promos to attract more of the target
audience.
 The advertising is mostly creative and has different elements like music and
sports other than bollywood.
 Pepsi.com also plays an important role in advertising and attracts target
audience by giving access to options like downloads, gaming, music mixing
applications etc..

6. Advertising History
 Pepsi has continuously focused on the current teen generation.
 How Pepsi has used humor, music, sex appeal in advertising.
 Ad expenditures for 2001 is $ 1,800,000,000

7. Slogans
 1939 - “Twice as Much for a Nickel”
 1950 - “More Bounce to the Ounce”
 1958 - “Be Sociable, Have a Pepsi”
 1961 - “Now It’s Pepsi for Those Who Think Young”
 1963 - “Come Alive, You’re in the Pepsi Generation”
 1967 - “(Taste that beats the others cold) Pepsi Pours It On”
 1969 - “You’ve Got a Lot to Live, Pepsi’s Got a Lot to Give”
 1984 - “Pepsi. The Choice of a New Generation”
 1985 - “New Generation” advertising continues
 1992 - “Gotta Have It”
 1993 - “Be Young, Have Fun, Drink Pepsi”
 1997 - “Generation Next”
 2000 - “Joy of Cola”

8. International brands….

9. North American brands…

10. Generation Y- Market Influence
 Huge market – 80 million people
 Spending power – 600 million annually
 Many Geb Yers do household grocery shopping
 90% parents say kids influence what they buy
 Many work and have their own money to spend
 They have proven to be brand loyal

11. How to reach Generation Y
 Creates promotion tailored to their needs and interests.
 Gen Yers like entertainment and music
 They like to laugh, but not at another's expense
 To attract the teen market radio and television should be used
 They are internet savvy

12. What does Generation Y like?
 Free stuffs and discounts
 Contests/drawings
 Music
 Club cards
 Team sporting events
 They are into clothes and the latest styles
 Teen friendly retail stores and internet site

13. Pepsi and Generation Y
 Pepsi targets Generation Y specifically
 Current campaigns use of effective techniques
 By targeting 12 to 21 year olds, Pepsi is attempting to establish a loyal;
pepsi drinker for life and the largest group of soft drink consumer.

14. Advertising campaigns

15. Michael Jackson
 Michael received the biggest sponsorship from
the company in 1993.
 In 1993 Pepsi had a “Search for Michael
Jackson” campaign.
 Used musical and sex appeal.

16. Jeff Gordon
 Made a commercial with Hallie
Eisenberg
 Sells many Pepsi collectable
merchandise.
 Drove the Pepsi car in races

17. Hallie Eisenberg
 First appeared in a Pepsi commercial in
1998 at age 5
 Introduced the “Joy of Cola” campaign.
 Starred in commercials with Faith Hill,
KISS, and Ken Griffey Jr.
 Her commercials used humor.

18. Spice Girls
 Promotional single “Move over” available
only through Pepsi.
 Used musical and sex appeal.
 As international stars they affected many
countries

19. Type A & B celebrities
 Type A celebrity = one that is well known and well liked by their target
market.
 Type B celebrity = one that is known by their market

20. Issues
 Hard to differentiate product in terms of taste as product
variety is very limited within cola based beverages.
 Coca-cola has such a strong base of loyal customers, who
identify with the cola brand.
 Consumer tastes are changing, away from carbonated drinks
towards functional soft drinks. (Mintel, et al. 2009)

21. Competitive Aids
 SWOT Analysis
 Porters strategies for competitive environment

22. SWOT analysis
Strength:
 Pepsi has a broader product line and outstanding reputation.
 Merger of Quaker Oats produced synergy across the board.
 Record revenues and increasing market share.
 Lack of capital constraints (availability of large cash flow).
 Great brands, strong distribution, innovative capabilities.
 Number of maker of snacks, such as corn chips and potato chips.
 PepsiCo sells three products through the same distribution channel.
Weakness:
 Pepsi hard to inspire vision and direction for large global company.
 Not all PepsiCo products bears the company name.
 PepsiCo is far away from leader Coca-cola in the international market –
demand is highly elastic.

23. Cont…
Opportunity:
 Food division should expand internationally.
 Noncarbonated drinks are the fastest-growing part of the industry.
 There are increasing trend towards healthy foods.
 Focus on most important customer trend – “Convenience”
Threats:
 F&B industry is mature.
 Pepsi is blamed for pesticide residues in their products in one of their
promising emerging market e.g. in India.
 PepsiCo now competes with Cadbury Schweppes, Coca-cola, and Kraft
foods (because of their broader product line) which are well-run and
financially sound competitors.
 Size of company will demand a varied marketing program; Social, cultural,
economic, political and governmental constraints.

24. Porter’s 5 Force Model

25. Porter’s 5 forces model
 The five forces model of Porter is and outside-in business unit strategy tool
that is used to make an analysis of the attractiveness (value…) of an
industry structure
 Allows the development of a competitive strategy
 Suggests 5 main forces may be decisive in helping shape the outcome:
Suppliers
New entrants
Substitutes
Buyers
Industrial competitors

26. Cont…

27. Threats of new entrants
 New entrants bring increased capacity to the industry and are often backed
by substantial resources.
 New entrants can be deterred by “barriers to entry”

28. Threat of new entrant
The main barriers are…….
 Economies of scale
 Patents
 Product differentiation
 Capital requirements (financial & specialist equipment)
 Skills
 Reaction/strategic decisions of incumbents (ex-all undercut new entrant)
 Government policy (ex-de-regulation)

29. The bargaining power of suppliers
 Supplier exert power in the industry by threatening to raise prices or reduce
quality.
 Powerful suppliers can squeeze industry profitability if firms are unable to
recover cost increases.

30. The bargaining power of suppliers
Suppliers are likely to be powerful if:
 Supplier industry is dominated by a new firms.
 Suppliers products have few substitutes.
 Buyer is not an important input to buyers product.
 Suppliers products have high switching cost.

31. The bargaining power of buyers
Buyers compete with the supplying industry by:
 Bargaining down prices
 Forcing higher quality
 Playing firms off of one another

32. The threat of substitute products
Products with similar function limit the prices firms can charge
Keys to evaluate substitute products:
 Products with improving price/performance tradeoffs relative to present
industry products

33. The threat of substitute
products…..Questions?
 How many substitute products/services have appeared in your industry in
the last 5 years?
 What are they? How different are they?
 Were they introduced by your organization or others?
 Which organization in your industry does the most Research and
Development?
 What happens to price, profits and market share when substitutes are
introduced?

34. Rivalry among existing competitors
 Intensive rivalry often plays out in the following ways:
 Price competition
 Advertising battles
 Increasing consumer warranties and service
 New product roll-outs
 Price competition often leaves the entire industry worse off

35. Porter’s 5 model – PepsiCo
Traditional competition:
 Prices of Coca Cola, local brands
 Market share
 Promotional actions of competition
New entrants:
 New “look-alike” manufacturers
Substitute products:
 Fashionable new drinks, milk drinks, coffee, beer, water, smoothies…

36. Porter’s 5 model – PepsiCo
Suppliers:
 Price and availability of ingredients on world market.
 Quality, speed, safety, traceability, flexibility of supply chain.
Buyers/consumers:
 High as a result of intense competition both among branded and unbranded
products.
 Combined purchase power of shops, bars, supermarkets

38. Pepsi’s Successes and Failures in
Brazil and Germany
 PesiCo has been operating in Brazil since 1953
 “Pepsi’s heavy new investment in Brazil, which actually started early this
year, is funneled through a joint venture with Baesa, a bottler based in
Buenos Aires that operates in Argentina, Chile, Costa Rica and Puerto
Rico.”
 PepsiCo in Germany made a smarter move by acquiring Punica, Germany’s
premiere juice provider.
 PepsiCo is one of the world’s largest manufacturer, seller and distributor of
beverages
 Pepsi has very limited brands in Germany.
 Their struggles in Germany include Coca-cola and a rash of suicidal
commercials for Pepsi Max that depicts a single lonely calorie committing
suicide.

39. Marketing Products and Services
 Taste testing
 Television, Billboard and Print Media
 Interactive/Web-based marketing

40. Recommendations
 Adopting a Cost-Leadership Stratergy
 New Product Development

41. Cost-Leadership Strategy
 Advertising and innovative promotion.
 Optimal outsourcing for production and vertical integration.
 Improving production efficiencies through Kaizen.

42. New Product Development
 Produce a range of ‘healthy’ alternatives
under the brand name ‘Pepsi Fresh’.
 Our suggestion would be a range of
Vitamin enrinched waters under the name
‘Pepsi Fresh’

43. Conclusion
 It can be seen then that differences do exist between Coca-Cola and Pepsi
Cola.
 This can be seen in the marketing variables which are the basis for
segmentation such as age and geographic variables.
 In a competitive market, both companies must identify and target different
market segments in order to remain at the cutting edge.
 Differences between the companies are evident with respect to product,
pricing, place and promotion.
 Coca-cola relies heavily on value: quality is more than something we see or
taste. (http://www.coca-cola.com).
 Pepsi, on the other hand, relies on its success resulting from superior
products and high standards of performance (http://www.pepsico.com).