Shamim & Co. (Pvt.) Ltd.

Table of Contents:
Executive Summary------------------------------------------------------------------------- 05 Introduction to Company--------------------------------------------------------------------08 Vision & Mission Statements---------------------------------------------------------------10 Management of Shamim Co--------------------------------------------------------------10 &

Organizational Hierarchy --------------------------------------------------------------13 Internship Program---------------------------------------------------------------------------15

Sales

Capability Department-----------------------------------------------------------15 Accounts Department--------------------------------------------------------------18 -19 Department------------------------------------------------------------------20

Key

Marketing

Production

Plant--------------------------------------------------------------------------21

Page 1

Shamim & Co. (Pvt.) Ltd.

Finance

department----------------------------------------------------------------------22
Sales

Information System Department------------------------------------------------26 Asset Department------------------------------------------------------------------28 Resource /MIS department---------------------------------------------------30-32

Cold

Human

Marketing Mix---------------------------------------------------------------------------------33 Financial Analysis-----------------------------------------------------------------------------35 SWOT Analysis---------------------------------------------------------------------------------41 PEST Analysis-----------------------------------------------------------------------------------42 Competitors Analysis------------------------------------------------------------------------43 Suggestions-------------------------------------------------------------------------------------45

Page 2

Shamim & Co. (Pvt.) Ltd.

EXECUTIVE SUMMARY
Purpose of this project is to study the strategies which Pepsi is doing in Pakistani market for its product Pepsi cola. Pepsi International is a world renowned brand. It is a very well organized multinational company, which operates almost all over the world. In Pakistan It also has proved itself to be the No.1 soft drink. Now days Pepsi is recognized as Pakistanis National drink. Pepsi's greatest rival is Coca Cola. Coca Cola has an international recognized brand. Cokes basic strength is its brand name and its superior management policies. But Pepsi with its aggressive marketing planning and quick diversification in creating and promoting new ideas and product packaging, is successfully maintaining is No.1 position in Pakistan. Pepsi is operating in Pakistan, through its 12 bottlers all over Pakistan. These bottlers are Pepsi's strength. Pepsi has given franchise to these bottlers. Bottlers, produce, distribute and help in promoting the brand. Pepsi also launched its fast food chain KFC i.e. "Kentucky Fried Chicken. Pizza Hut We also did analysis of the soft dink industry in Pakistan. The soft drinks set to become world's leading beverage sector. Global consumption of soft drinks is rising by 5% a year. The sales & marketing department in Shamim & Co. performs a very vital role. This department is very strong. It manages all the sale force. Mr. Aamir Hameed is the G.M of marketing and sales department. He is very experienced person and he manages all the sales force in a good manner. The G.M give monthly, quarterly, semiannually and

Page 3

Shamim & Co. (Pvt.) Ltd.

annually targets to the sale force. He adopts the policy that they hire the experienced person for the manager level jobs and fresh MBAs for the officers level jobs. The distribution system as well as the supply system of Shamim & Co. is very effective and very strong. That is why Shamim & Co.s market share is above 70%. The Shamim & Co.s employees build very strong relationship with the customer. Company also gives incentives and bonuses to the employees on achieving their targets. The marketing department makes the advertising of all the new promotion, launching and re-launching of brands. The marketing department just perform the BTL (below the line) marketing that include the banners, counters, billboard, wall chalking, paints and promotion of the PCI ads. The Key accounts department basically works on the conversion of the Coca-Cola point into the Pepsi Cola points. The main focus of this department is to convert the Coca-Cola point on the basis of low cost and using their personal abilities and personal relations. To attract the CocaCola points by giving deep freezers or Visi coolers, through trade payment & advance payment, by offering a big amounts discounts and different schemes and including their names in the lucky Draw. The TOT department works on the issuance and repairing of the deep freezers and visi-coolers. This department is established before three years. First this department work under the SIS department. This department focuses on the philosophy COLD IS SOLD. The TOT department works very effectively. When all the documents of agreement are completed, then their first priority is to ensure the very soon delivery. This department works throughout the

Page 4

Shamim & Co. (Pvt.) Ltd.

year but the season of issuance of deep freezers and visi-coolers starts from January.

Market Research & sales information system is a very important department for any firm. This department aims to keep current records of each and every outlet of the franchise. Through this system, management comes to know about the market share, name & address of each outlet, TOT details, publicity position; Discount Verification. Information is collected about Distributors & area wise, Route wise and District wise. Finally, I am thankful to entire management of SHAMIM & COMPANY (Pvt) Ltd MULTAN, especially Sir Arfan Butt Key Accounts Manager who gave me chance to work with them and provide opportunity to learn functioning of SHAMIM & COMPANY PEPSI COLA MULTAN.

Page 5

Shamim & Co. (Pvt.) Ltd.

INTRODUCTION TO COMPANY Pepsi Cola International:

Pepsi is a carbonated soft drink that is produced and manufactured by PepsiCo. Invented in 1898 and introduced as "Brad's Drink", it was later renamed as Pepsi-Cola on June 16, 1903.

Shamim & Company (Pvt.) Limited:

Shamim & Co. is a franchise of Pepsi Cola International established in 1964, situated at District Jail Road Multan. Mr. Allah Nawaz Khan Tareen established the company and he was the first chairman of the company. The company started its production in 1967, initially the first brand was only 7up, thats why the factory is also known as 7up factory. This company deals in Carbonated Soft Drinks (CSD). Shamim & Co. covers round about 18 districts and 135 stations. Company has now serviced new experienced & competent sales staff & increases this share form 70% to 80 or 90%. As far as Distribution is concernned company has a very well-establish distribution network covering whole of the franchise areas. Depending on the potential of the town we have one and more than one distribution in each town. Sale supervisor / Sale officer is responsible for all the activities of that distributor. He looks after the stock availability, contingencies and all the routes covered by the salesman of that distribution. Salesman training is also a main responsibility of sale supervisor. Company has invested a lot of money in form of Cooler, VIsi-Coolers, Counters, Shades and Boards. These things are offered to those shopkeepers who are producing high sales and promoting the campaign of Pepsi.

Page 6

Shamim & Co. (Pvt.) Ltd.

SHAMIM & CO. (PEPSI COLA)

INTRODUCTION:
SHAMIM & Co (Pvt) Ltd was established and registered in 09/09/1963, Mr.Allah Nawaz Khan Tareen was the founder of the company and also chairman but now the owner as well as the chairman is the Mr. Alamgir Khan Tareen. Pepsi Cola International have 9 (nine) Franchises all over Pakistan. The area allotted to the SHAMIM & Co (Pvt) Ltd was Multan franchise. The franchise consists of the following areas: Multan (div) Bahawalpur (div) Bahawalnager Hasilpur Rahim yar khan Sadiqabad Liyah D.G Khan Sahiwal Oakara Ahmed Pur Bahawal Nagar Haroon Abad Mailsi Vehari

COMPANY PROFILE
Registered Office Address: Khawar Center near SP Chowk Multan Authorized Capital: 5000000 CEO Name: Mr. Alamgir KhanTareen CEO Address: 27-Officers Colony, Multan Incorporate Date: 9-9-1963

Page 7

Shamim & Co. (Pvt.) Ltd.

AUTHORISED CAPITAL SHARES: 50000 AUTHORISED PAR VALUE: 100 Paid Up Per Value: 100 Factory worth: 16 billion rupees The company operates through a well established network of a number of distributors.

VISION
We were number 1, and we will be number 1

MISSION STATEMENT
As part of the world premier company it focuses on the convenience of the beverage and to produce the healthy financial rewards for investors as they provide opportunity for growth and enrichment to employees, business partners and the societies in which they operate.

OBJECTIVE
The company has almost 700 well experienced, loyal and hardworking employees. The first and the basic plan are to train them according to the changing technology and computerized environment, and satisfying them their requirements. Upgrading the plant structure and installation of the new machinery.
Management of Shamim & Co. Managing Director: General Manager Sales & Marketing: General Manager Production: Director Finance: Alamgeer Khan Tareen Sh. Amir Hameed Mr. Sarwar Mr. Mansoor Bukhari

Page 8

Shamim & Co. (Pvt.) Ltd.

Manager Management Accounts: Manager MIS: Manager Human Resource: Manager Shipping: Manager marketing Manager key Accounts

Mr. Ch. Tahir Ameen Mr. Rizwan Zafar Miss. Parsa Habib Mr. Major Farooq Mr. Mubashir Gayoor Mr. Arfab Shezad Butt

Corporate Strategy
Goals: As earlier discussed, the main objective or goal of Company is to satisfy the customers needs along with maximization of profits. Core Competencies: The core competencies of Shamim & Company are: Well-trained & experienced workforce. Systems & Technology. Financial & market know-how of its managers. Well supportive facilities.

Competitive Priorities: Shamim & Company is producing standardized products. So competitive priorities of Shamim & Company are as following: Cost: Due to standardized products, Company gives priority to minimize the per unit cost & total cost as well. Quality: Shamim & Company wants to maintain a consistent quality of its products i.e. the product, which is produced here, must meet the design specifications.

Page 9

Shamim & Co. (Pvt.) Ltd.

Time: Shamim & Company meets its delivery-time promises i.e. The Company pays most attention to delivery -on- time, to satisfy customers & retailers needs on the time, which they want. Flexibility: Since Shamim & Company does not focus the unique demand of customers & products are standardized, So Company works for volume flexibility i.e. Company is able to accelerate or decelerate the rate of production quickly to handle large fluctuations in demand. The marketing department of this organization is assigned to make public dealing. The marketing department is responsible to make advertisements of the company products and get them sailed. They are given yearly sales targets and they are liable to achieve that. They use different schemes and offer different discounts etc. to achieve those targets. Sales and marketing is the most important department of any beverage company. To maximize the sales and profit, this department should be proper planed and managed. Due to its efforts the company has got the first position in sales in 1993 throughout the Pakistan. Following are the major contents of this department: Marketing Development Planned Analysis and Routine Planning of Market Strategies. Competition Activity Monitoring TOT Management Time Management Market Development: The first and the most basic job of the sales and marketing department is to plan and make targets. And also to makes strategies to achieve those targets and develop the market. The following major factors are considered in this respect. Collection of all the data about each and every distributors/outlets about its volume, sales, growth and exclusivity. Finding the gaps in market where there is potential. Finding the points, where competitors are strong and how we can break this point.

Page 10

Shamim & Co. (Pvt.) Ltd.

Location of nontraditional shops where potential is available for the beverage. Different offers must be given to break the competitors point.

OUTLET: Outlets play an important role in the growth of the market. By monitoring them you can build your market, have their loyalty and increase your sale. Sales persons should continuously visits outlets, listen their complaints and satisfy their needs and requirements. They must have information about each and every outlet, its growth and volume and type business. Proper check must be maintained to get the feedback from the shopkeeper.

ORGANIZATIONS HIERARCHY

Managing Director

General Manager Technical

General Manager Sales

General Manager Finance

General Manager Operations

Manager Production

Manger Sales & Marketing

Manager MIS

Manager Admin

Manager Quality Control

Manager Research & SIS

Manager Finance

Manager Personnel

Manager Account

Manager Shipping

Page 11

Shamim & Co. (Pvt.) Ltd.

Page 12

Shamim & Co. (Pvt.) Ltd.

CURRENTLY OFFERING PRODUCTS

The first product of Shamim & Company was 7-up. But the Company has the following product Pepsi Cola Pepsi Max Mirinda 7-up Diet Pepsi Mountain Dew Sting Slice

DEPARTMENTS OF THE COMPANY

To run any company there must be some depts. for successfully run the company and these depts. plays their role in the functioning of the company. Marketing Dept To make good strategies and make plans for achieving the goals that the company makes. Finance Dept To arrange funds at the time of nick and to insure the assets of the company. To make the important reports which help the investors for investment in the company. They make different types of financial reports but these reports are not available to the people outside the company because these reports are confidential. MIS Dept To record the all the data regarding the sales and other information which deals with the finance and to give the data to the appropriate person who use the data and make the financial reports. SIS Dept. Its main work is to gather the important information from the market and update the company from the competitors work. Plant The Shamim & Co. manufacturing plant produces the products which fulfills all the requirements according to the international standards and provides the enough quantity to meet the demands of the region.

Page 13

Shamim & Co. (Pvt.) Ltd.

INTERNSHIP PROGRAM

Human resource Sales and Capability dept Marketing dept Key Account Production plant Finance dept Cold Assets Sis and Research dept. MIS dept.

SALES CAPABILITY
The main task of the sales capability dept is that: Team training Professional Motivational System development Hire the CRs who do the following activities like merchandising, cash memo discounting, scheme checkout and make bills at the spot. Conversation with the PCI Monthly annual targets of the franchise Involve in the hiring of the sales persons Touch with IT dept Look after the Key Accounts and the Captive Accounts Support the indirect sale like arrange the stock, rote redesigning etc Look after the stock and sales and sent it to the SIS dept

OBJECTIVES
To monitor the activities of the distributors working under the company Calculate the market share and make plans for retaining and increasing it Check the sales of the every shop which comes under the company Enforce the sales officers to make sure the availability of the stock on the every shop Get the feed back from the CR about the integrity of the chillers and the visibility of the brands of the Pepsi

Page 14

Shamim & Co. (Pvt.) Ltd.

WORK FLOW
Every distributor gives a report of every weak which is made up on the daily basis. This report is sent by the Sales Capability dept to the SIS dept. They sent the report in their own type of format Sales Capability report. This report has two parts: Stock register Sales route card This information is sent after processing to the MIS dept, here the data is feed in the SOS software, if any one not submitting the report then they stop their discount claim. These reports are helpful for making the decision and to check the market position of the company because through it they calculate the market share and make feasible policies according to the market dynamic to maintain their 1st position in the market. The Sales Capability dept have the sub dept which is Key Account. This dept convert the Coke point into Pepsi and maintain the existing the account and it enhances the sales. The rote writing and the merchandising also come under the Sales Capability dept.

MY ACTIVITY
I do the route riding for 1 week as it is very important part of this dept; it gives the basic information which after passing through different process becomes the very use full information I also do the merchandising and convincing the people to purchase the Pepsi brand rather than B brand I also work in the Key Accounts dept and convert Coke point in Pepsi.

SUGGESTION
The company has a strict policy regarding the weekly report which is sent by the distributors. They should train the employees and ensure that the CRs have the capability to handle the routine problems on the spot and enforce the shopkeeper to place all the brands of the company in their shops.

ROUTE RIDING
It is very important activity to give complete information about the sales, shop keepers and the stock availability. Very important of the marketing

Page 15

Shamim & Co. (Pvt.) Ltd.

Gives the comprehensive report about the sales Through these reports the marketers analyze the market condition and make decisions.

WORK FLOW

The marketing department hire the CR(customer representative),they work with the sales man and over look him The main work of it is that he should convince the shopkeeper to increase the availability of the stock He has the responsibility to check the defreeze or vise-cooler which is given by the company and ensure that there is only Pepsi brand in it Motivate the shopkeeper and give him the information about the brands. They gives the company the information that which point is potential or which point is creating problems They inform the SO to solve the problems of the shopkeeper The SOs have the responsibility to ensure the availability of all the brands depot and the shop also The main problem which the SO deal is the complain of the bottles, which are defective They satisfy the shopkeepers They fulfill their requirements regarding the freezer or vise-cooler or the cabin. I do route writing like the CR. I also check the freezer and vise-cooler I also listen the complaints of the shopkeepers and try to solve them Visit the shops and check the chiller integrity I tried to understand the shopkeepers behavior and solving their problems I learned how to deal with different shopkeepers I also check the discounts and scheme criteria

MY ACTIVITY

SUGGESTION
CRs should do their work/responsibilities properly. They bring in mind all the issues in the knowledge of the SO, so that he solves it. The SOs should properly visit those shopkeepers who have issues and satisfy them. The company has a back check to the CR and SOs, so that they have the fear to do their work properly. The SOs should repair the freezer or vise-cooler timely which is the main issues because due to it bottles are not chilled and the sales effect, so wisely they have to use their TOT

Page 16

Shamim & Co. (Pvt.) Ltd.

MERCHANDISING
SELL THE SIZZLE, NOT THE STAKE
It is very important part of sales. People purchase those brands which are in front of their eyes.

WORKING
Place the bottles in the vise-cooler in a way that all the brands are easily seen by the customers For merchandising the method which is adopted is that and the brands are placed form left to right: a) Pepsi b) Pepsi diet c) 7-up d) 7-up zero e) Dew f) Miranda It is due to that its customer psyche that they pickup from the right side and they want to increase the sales of their slow-running product.

MY ACTIVITY

Visit the different stores and arrange the bottles according to the merchandising formula and check the chiller integrities of the respective outlets I observe how people react when they come to know about different offers. I solve the problems with respect to the stocks and chiller related , and note down all the problems by visit the respective given outlets by sales department.

SUGGESTION
I think the company does it on the large scale and they appoint the duty of the different people to visit the stores on daily basis and place the bottles according to the merchandising rule and check the chiller integrity to verify whether retailor place the Pepsi or other brand in the chiller or vise cooler .

Page 17

Shamim & Co. (Pvt.) Ltd.

KEY ACCOUNTS DEPARTMENT

This department is the link between a client and a company, anticipating and understanding the client's specific needs and offering solutions. The department is responsible for preserving the business within the account and generating new business. Their main focus on the future business of the company. They have close eye on the market for the potential customers.

GOAL
Its goal is to create credibility, build strong, lasting client relationships, earn the client's trust, retain and develop new accounts.

WORK FLOW
To increase market share and revenue within existing accounts To identify the potential accounts and develop them To keep an eye on competitors activities and develop action plans for them Work closely with the sales team that supports and manages each key client maintain proactive and consistent communication with the team and client Regular visits on targeted key accounts for the development and retention Gather and monitor competitors activities and take prompt action Develop and implement specific strategies for major accounts Perform contract negotiations Identify and solve problems at key account level.

MY ACTIVITY
Worked with the Key Account Executives To ensure the working of the key account customers To verify the conditions which are mentioned in the contract To understand the problems of the customers and try to solve on spot otherwise discuss it with manager and solve it To know how many customers are shifted to competitors and why? Try to convert the competitors customers in PCI Convert the Key Accounts and visit them on the regular basis To check the chiller integrity also Visit the one big Captive Account and solved their problems and sustain the account and make it loyal through different offerings. Entering the data of sales in a SOS (sales operating software )

Page 18

Shamim & Co. (Pvt.) Ltd.

SUGGESTIONS
To earn the more market share they should be more aggressive. After converting the point of Coke into PCI, they should visit the point; get feedback from end users about the point and retain the point by giving special discounts and offers.

MARKETING DEPT
Affiliate marketing has made businesses millions and ordinary people millionaires To run a business and to become the market leader every business needs the good marketing strategies without it no business sustain in the market. Every company have some procedures and objectives which they full fill through the marketing strategies.

OBJECTIVES
To increase the brand awareness among customers To improve the marketing share through visibility of the companys product advertisement To improve BTL (below the line) planning and execution. To increase the productivity To coordinate with sales force to improve the sales Every company use two types of the advertisement method BTL(below the line) ATL(above the line)

BTL (BELOW THE LINE)

It includes boards, walk chalk, back light boards, front light boards, un-light boards, counters, cabins, sheds, banners, pamphlets, manue cards, standees, cut outs, buntings, mobiles, stickers, umbrella, tables and chairs.

ATL (ABOVE THE LINE)

Page 19

Shamim & Co. (Pvt.) Ltd.

It includes current media, email media and the print media advertisements etc and it is done by the PCI directly. PCI do this type of advertisement to facilitate in launching and re-launching, to facilitate sales by accurate and promote response, to improve store branding and merchandising activities.

WORK FLOW
Work initiate from sales force or nay other reference Marketing manager calls the vendor He gave the requisition form to the marketing manager which includes all the expense After the verifications the marketing manager signs the documents from the general manager of the marketing, now this documents is called the work order The vendor completes the work and install it on the spot The marketing manager send the documents to the research dept for verify the work After verification a stamp is affixed by the verifier Marketing dept send the document for feeding in the database (account dept) The vendor gets his payment form the account dept.

MONITORING DEPT
The marketing manager and the marketing executives have visits on the work spot for verification of the work. They verify the fabrication material and enforce the vendor to remain in the cost limits which is assigned for that particular work. They contacted with the vendors for the coordination.

HOW TO ALLOCATE THE BUDGET

Budget is assigned on the basis of the quotes and every area has its own budget specifically. When the work is required in the specific area the marketing manager first look at the budget of that area and then gives the task to the vendor for further processing. There is another category of the budgets that is the GM budget, this budget is given to that shops which are very important for the company and the special approval is taking by the general manager.

MY ACTIVITY

Marketing Manager Mr.Mubahsir and assistant marketing manager Mr.kashif guide and gave good information about marketing They make our groups and assigned us a task to do the promotional activity of Pepsi. Entering the data of work orders in a master sheet of Marketing department.

Page 20

Shamim & Co. (Pvt.) Ltd.

I got the practical knowledge of the advertisement which is very helpful to me in my specialization.

SUGGESTION
The marketing people should be very active to respond to the environment and to check the vendors for the work and also regularly visit the places where they install their advertising material like cabin etc.

PRODUCTION PLANT
Every big company have own production plant to meet the requirements of the people. The production plant of the Shahmim & Co. is situated near MDA chowk. The factory has 8 production plants 2 automatic and 6 manual. I visit the plant no 7 which is automatic and 2 manual plants and saw the whole procedure of manufacturing and syrup production in a factory.

PRODUCTION PROCEDURE
Decametic Washer Rinsing Tank Out Conveyor Light Check Dirty Filler Van Tube Level Check Out First the bottles are shifted on the conveyor belt for washing the dirty. In the washing part there are three parts in which percentage of casting is different, in the first part there is 1.5-3% casting, in the second part there is 1.5-3% casting and in the third part there is 1.2-2.5% casting. After it the bottles go in the rinsing tank for removing the casting then the bottles passed from light checker if there is casting in the bottles then that bottles are picked out. After it bottles reached in the filler for filling after it the CO2 is filled after it the level of the bottles is checked if the level is according to the standard the caps are fitted on the bottles and they come out through conveyer belt. 66000 bottles per hour are wash in washing process 58000 bottles per hour are filled in a filler process 28000 plastic bottles per hour are made in production department of plastic bottles

FINANCE DEPARTMENT
Finance is the art of passing currency from hand to hand until it finally disappears. To manage the cash flow in and out with having resources. This dept plays a very important role in the in any organization, we can say in other words that this dept is like the back bone of any organization and with out this the organization does not work.

OBJECTIVE
The main focus of the dept is to manage the finance and to insure all the assets of the company so that secure the assets from any mishap.

Page 21

Shamim & Co. (Pvt.) Ltd.

TYPES OF FINANCE
Owner Equity Debt Financing (from bank)

TYPES OF DIRECT FINANCE

Short term Running finance Cash finance Long term Lease finance Long term loans There is another type of direct finance which is categorizes on the basis of cash. Fund base Non fund base(guarantees, lcs etc)

FOR SHORT TERM FINANCING BANKS

MCB UBL FBL Askari Standard Chartered Orex Leasing

FOR LONG TERM FINANCING BANKS

Letter of Credit:
There are many types of Letter of Credit Irrevocable Letter of Credit Revocable Letter of Credit Confirmed Letter of Credit Un-Confirmed Letter of Credit

DOCUMENTS FOR LCS

Performa invoice from suppliers Insurance Bank LC application form Applicant request on letter head LC Procedure:

Page 22

Shamim & Co. (Pvt.) Ltd.

Letter of Credit can be local/Inland or for foreign supplier Only difference between local and foreign LC is that for foreign LC Import Form or Export Form is submitted by bank to State Bank of Pakistan while in local its not submitted. In Import/Export Form detail of goods, quantity and prices are mentioned. Organization want to buy raw material, machinery etc from supplier Organization contact the supplier Supplier send detail of requirement with the rates Supplier demand for letter of credit Buyer sends a request to its bank along with the detail document of buying material, quantity and price. Bank make the letter of credit Send it to buyer and seller Shipment Clearance procedure: For clearance original document are require. These document include Commercial Invoice Air Way bill or bill of lading Packing list For clearance purpose organization higher an Agent. Agent go to custom house and told them that he be authorized by part Show them the original document. After this there are some duties and charges on shipment like Custom duty Excise duty Delivery order charges Port charges(by sea) Airport charges(by air) good own rent Agent own service charges

TYPES OF LEASING
Operating(ownership does not transfer to the lessee on maturity) Financial/Capital lease(on maturity the ownership transfer to the lessee) Direct lease(we made down payment the rest is paid by leasing institution) Sales and lease back

MY ACTIVITY
Page 23

Shamim & Co. (Pvt.) Ltd.

I get the practical knowledge of the finance and try to apply the knowledge which I have learned in my class I learned the procedures how to insure the assets and way to open the LC.

SUGGESTION
I suggest that employees working in this dept should be very committed and not close their internal information to outsiders especially to competitors.

Management accounts department

This department is working very efficiently under the leadership of Mr. Asim. He is the manager of this department. This department is very well established and having devoted workers. Function of this department: This department prepares almost more than 57 reports. Receive data from different department to prepare these reports like shipping, production, MIS. These reports are send to MD (Managing Director), GM Sales and GM Finance etc to evaluate the performance. While making these reports they convert all brands into standard 250ML.

Reports prepared by this department:

Shipping department: Daily load comparison report Filled stock position Through put report Production Reports: Daily raw material reports Daily CO2 Comparison report Plant wise yield report Daily shift wise yield report Daily 250ML Production losses Batch Consumption Report General Reports: Labor cost tracking report Daily permanent staff overtime Diesel consumption and comparative summaries

Page 24

Shamim & Co. (Pvt.) Ltd.

My activities
I worked with them to prepare many reports which are prepared on daily and shift wise basis. For example these reports include daily losses reports, daily yield reports, Production gernator efficiency report, CO2 consumption report, loading report and etc.

Audit department
This department audits the empty Glass bottles, empty shells, Pallets on daily, weekly and monthly basis. The department also control and maintain the record of Khanpur Depot. This department is interlinked with the Management Account.

Purpose of Audit Department:

Check the availability of empty bottles to meet the demand of production. Accurately verified the empty of shipping and production. Check whether empty is short and excess. Daily report are made and matched with the production and shipping department. Plastic shell, Pallets verification are also made regularly Verification of empty of different depot.

Function of Department:
There are two types of empty in factory. Production empty at factory Shipping empty at factory In this department Audit of MIS department (Mela credit, Liquid Credit, Contingency short/excess reports). Audit of empty Glass bottles, empty shells, Pallets on daily and monthly basis. They daily verified the empty of shipping and production department. Verification of empty stock and liquid filled stock is also made. The department also control and maintain the record of Khanpur Depot Daily reporting of sale, cash and expense are made.

What I learnt in the organization

During my internship program I learnt a lot. For example How to deal with seniors and subordinates How to communicate with others Discipline

Page 25

Shamim & Co. (Pvt.) Ltd.

Punctuality How to lead my subordinates How to maintain different records

SIS AND RESEARCH DEPARTMENT

Sales information and the marketing research dept is very important for any organization. It keeps the records of the every shop and the equipment which the company gives to the shops for enhancing their sales and it also get information about the competitors and their activity.

CORE AIM
The sales people do not give the correct information rather they give the biased information so the company wants unbiased information for decision making process and to make different strategies for future.

OBJECTIVES
To check the market share To check the strength, weakness on sampling basis Carbonated soft drinks research Get the competitors data Higher management depend on them To check the publicity position in the market To verify the discounts

HIERARCHY
This dept work as a separate and report directly to the MD Mr. Alamgir Khan. Its hirercay is as follow: MD Sis manager Assistant Manager Research Executives Data Analyst Field Supervisor KPO

WORK FLOW
When any verification is required or the company wants any type of information for decision making then they contact with the Sis and Research Dept for information and they tell them their requirement what sort of information they required. For this purpose they divide the whole market in different stratas: Captive (area under the four wall boundary like Nishter canteen, BZU canteens etc) Key Accounts (main shops on the roads like Mehfoz Pan shop etc) Main (the shops on the main roads these are high volume like bus stand etc)

Page 26

Shamim & Co. (Pvt.) Ltd.

Site (located at far distance like colonies, like roads etc) Village (shops in village or near it or in the small towns) Researchers got the information from these areas according to the percentage and then does the research work. Their research work divides in three parts: Analysis (whats the market size and sample size) Field (get the data from market) Data processing

MY ACTIVITY
I do research work with the researcher for the verification of the chillers which the company placed in the market Get back those chillers which are utilizing in the houses not in the shops. I learn how to calculate the market share
1) Selection: 10% Shops of total CSD market (Distribution) will be taken

Market share calculation technique:

as Key Accounts. For Example: Total K/A CSD Market Composition CSD Market Composition % 609 MR ? 10% SD 108 18% Captive 424 70% 19 3%

Now, here 10% of 609 shops will be taken as Key Accounts i.e. 60 Shops NOTE: These 60 shops will be selected form above 108 MR shops and 424 Side Shops on following criteria. CRITERIA Double the size of MR i.e. 18% x 2 = 36% Taking 36% of 60 shops = 22 Shops from MR Remaining shops out 60 shops = 38 Shops will be taken from SD Hence BREAKUP of 60 Shops = 22 Shops from 108 MR & 38 Shops from 424 SD. 2) Survey: For survey 25% of total CSD market composition taken as a sample from which following weightage is given 70% given to key accounts 10-20% given to side shops 25-30%given to the MR ( main road shops) 100% given to the captives 3) Market share :

Page 27

Shamim & Co. (Pvt.) Ltd.

It should be calculated on the basis of stock, so stock should b divided into three categories Floor stock 30% Cooler 50% Fresh consume 20% Total 100%

SUGGESTION
I suggest that the researcher should not be biased because if they are biased then they do not done the good research so the decision effects and the company suffers a large lose.

COLD ASSET DEPARTMENT

This dept is also called the Tool of Trade, Its main work is to maintain the records of the degreasers and vise-coolers rather new or old and it also make sure the placement of that on the agreement shops of the Pepsi. The department starts its working in 2009 before it the same work done by the SIS dept. this dept maintain the records from 1996 to till. Quotas: GM sales Mr.Amir Hameed finalize the quota at the beginning of the year .Quota shows how many chillers and vise coolers should be under the distributors then distributor vise division is made .There are different types of quotas which are given below Regular Seasonal Special Additional There are two sub dept under this dept which are: ISSUANCE/ASSET Chiller injection: Demand of the freezers generated by the sales officers is submitted to the dept after verification of all the documents and the shop the manager of the dept signs the documents of the issuance form the GM and issues the freezer or vise-cooler to the shop which demands this. Schedule census: After issuance the dept through the help of the workers of the Research and Information dept verify that the freezers or vise-coolers are on the same shop where they were placed and also ensure that they are working properly or not if not then they recommend the shop keeper to repair it and bring in the knowledge of the manager.

Page 28

Shamim & Co. (Pvt.) Ltd.

Back check: Basically back check is for the checking of chillers and vise coolers, either they are in the shop or not so for that a TOT department executive suddenly go to the shop without informing concern SO in order to check the integrity. Hand over & Takeover : When the owner of one agency is closing his business and hand over that business to the other party then the workers of the Research and Information handover all the freezers and vise-collars from the shops and ensure the new owner that the freezers are on the original place and working well because now the new owner is responsible for the freezers and vise-collars on the shops. WORKSHOP/ Repair Department: This dept is dealing the shops which are in the Multan base, for the shops which are outstation and face the problem they contact with the owners of the distributors of the agency. The company purchase the parts and give it to owner of the distributors or solving the problems if the shops of their areas facing problems in the freezers or visecollars. For the shops which are in the Multan base the company the launched a universal number (UAN) for complaints and the customer service dept solve the problem with in 72 hours. If the problem is minor then it is solved on the spot it the problem is major then the freezer or vise-collar is sent to the workshop for repair.

TYPES OF EQUIPMENTS
For Deep Freezers 10 cft (8-10 cases) 12 cft(12-15 cases) 15 cft(15-18 cases) For Freezers Company have contract with Waves or Wiroline For vise-collars 250 sax small 400 sax large(1 or 2 door) 1000 sax double door For vise-collars Company have contract with the Cool Point

MY ACTIVITY
I learned how to issue the equipment for cooling I learned whats the criteria for issuance the equipment Worked with the researchers for verification

Page 29

Shamim & Co. (Pvt.) Ltd.

SUGGESTION
I suggest that the TOT dept complete the procedure of the issuance of the freezers or vise-collars for making the good relation with the shopkeepers and solve the problems as early as possible because the customers want the chilled bottles if the bottles are not chilled then the company suffer a great lose.

HUMAN RESOURCE DEPARTMENT

The department is responsible for hiring and firing, applicant tracking, career development and tracking, employees benefits their security plans and retirement plans, manage their payroll system and bounces.

WORK FLOW
Mission Statement Job Analysis Recruiting Selection Placing Rotating Training Evaluation Feed Back Out sourcing Preventing violence in the workplace Ensuring safety at the workplace Transfer and promotions Benefits for encouraging Retirement plan Tracking The basic duty of HR department is to understand the vision and mission statements of organization and recruit and hire the best available employees according to the nature of job.Here in Pepsi the criterion for the selection of employees is not very formal. If more than five seats are available then the company publishes an ad in newspaper. After getting the CVs they shortlist the candidates and then call them for interviews. The basic requirement for Sales Officer in Pepsi is MBA (Marketing).After calling the candidates an initial test is conducted which contains analytical, intelligence, general knowledge and

Page 30

Shamim & Co. (Pvt.) Ltd.

mathematical portion? When a candidate passes the test he is interview by a whole panel including Sales Capability Manager and General Manager.

SUGGESTIONS
The HR manager takes tests of the existing employees for assessing them and ensures the good salary package for employees. They have to implement a separate HRIS software for the human resource workforce decision making and to decrease the communication gap between the other departments. Career development plan is very much necessary so they have to work on them

MIS DEPARTMENT:
Management information system department record all the data regarding the sales and other information which deals with the finance and to give the data to the appropriate person who use the data and make the financial reports. Basically MIS department is the backbone of whole organization because it deals with both primary and secondary sales

WORKFLOW:
Sales target Primary level sales target are set by the MIS manager, the criteria and their formulation is based on the previous three year sales trend and in the previous three year sales the maximum number of percentage is chosen and multiply that percentage with the following sales (previous year sales) and divide that with total distributors E.g. in the previous three year 17 % is the maximum number of sales and previous year sales is 40 million crates and distributors are 172 in number Potential parameter gauge ( market share ): Target also set on the basis of parameter of market share for example if 5 percent shops in an area of ABC distributor have poor performance in the sales then weightage should be given in the target to increase the performance of these outlets Availability:

Page 31

Shamim & Co. (Pvt.) Ltd.

If availability of the stock increases in the market then market share increases so it is also the part of the sales target Seasonality factor: Seasonality factor is a factor that shows high sort of sales in a season, season start form the April and ends at the end of the august and May is a peak month of all beverages like according to the perspective (Shamim and company sales at 31st of May are 874000 crates) Reports: For every monitoring purposes daily reporting is very much necessary so different kinds of reports are prepared daily in a MIS department and Manager MIS analyze them and further these reports with respect to the sales are sent to the territory incharge and at the end to the distributors .So MIS is a kind of information cell where every kind of reporting is made Annual operational plan: Annual operational plan is prepared with the help of these reports and its mainly done by the MIS manager ( Rizwan Zafar ) basically these types of plans are made to achieve the targets i.e how much resources , vehicles , glass workforce need etc are forecasted and these plans are made in September , after this everything happen according to the plans . Distributor account section: This department is responsible for generating book keeping entries of distributor sales and daily these entries are updated. Distributor wise data is screen through the bands (red Green and yellow) those distributors who fall in a red band can show worse sales. Information cell : This department of MIS can liaise with the team members and give the information to the reporting department for further working GMS: Glass management system is a whole plan of managing the glass ( empty , full ) with the help of a glass plans and forecasted how much plan should be needed and

Page 32

Shamim & Co. (Pvt.) Ltd.

to be in the market to increase the sales , so according to the requirement glass should be floated in the market Distributor approved credits: SCL doesnt sell in credit sales because of high investments but sometimes distributor credits are given on the bases of different terms and conditions Special credits : These types of credits are given to those distributors who have potential in sales but theyre financially week but on the basis of after 4 months recovery Vehicle credit: Vehicle credit is given in shape of vehicles and these types of credits are interest free on the basis of three year recovery plan Advance discounts: These type of discounts are given to the key accounts and captive accounts distributors wise and upfront payments wise.

THE MARKETING MIX

The major marketing management decisions can be classified in each of the following four categories

Product Price Place (distribution)

Promotion

Page 33

Shamim & Co. (Pvt.) Ltd.

The variables are known as the marketing mix or The 4 Ps of marketing. These are the variables that marketing managers can control in order to best satisfy customers in the target market. The marketing mix is portrayed in the following diagram:
Product Price

Product variety Quality Brand name Packaging Sizes Services Warranty

List price Discount Credit Allowance

Target Customers Promotion Place Advertising Sales promotion Print media Sponsors Mobiles Posters Channels Coverage Locations Inventory Transportation Logistics

Page 34

Banners Electronic media

Shamim & Co. (Pvt.) Ltd.

FINANCIAL RATIOES
LIQUIDITY RATIOS:
These ratios are important in measuring the ability of a company to meet both its short term and long term obligations.

Working Capital:
Working capital is an indication of the short run solvency of business Working Capital = C.A C.L.
Year CA CL Working Capital 2009
966494618 1512379837

2010
839722212 1117663576

2011
1652345965 1811291315

(545885219) (277941364) (158945350)

Current Ratios:
This ratio measures the short-term debt-paying ability of the company

Current Ratio
Years CA CL Current Ratio

=
2009
966494618 1512379837 0.63

C. A C. L
2010
839722212 1117663576 0.75

2011
1652345965 1811291315 0.91

DEBT MANAGEMENT: This is the most common measure of the ability of a firms operations to provide protection to the long-term creditor. TIME INTEREST EARNED:

Page 35

Shamim & Co. (Pvt.) Ltd.

TIE = EBIT /INTEREST EXPENSE

YEAR
EBIT Interest Exp TIE

2009
74774319 90806108 0.82

2010
79902212 169864086 0.47

2011
119386219 141507989 0.84

DEBT RATIOS:
This ratio measures what portion of a companys assets is contributed by creditors. DEBT RATIO: TD / TA

YEAR TD TA Debt Ratio

2009
2127303899 2567362816 82%

2010
1837898111 2526300377 72.7%

2011
2500067110 3198932646 78%

D/E RATIO:
This ratio indicates the extent to which debt is covered by shareholders funds. It reflects the relative position of the equity holders and the lenders and indicates the companys policy on the mix of capital funds. D/E = TD / TE

YEAR TD CE D/E

2009
2127303899 440058917 4.834

2010
1837898111 688402266 2.66

2011
2500067110 698865536 3.57

Page 36

Shamim & Co. (Pvt.) Ltd.

ASSET MANAGEMETNT:
These ratios are important in measuring the efficiency of a company 1. Days sales in receivable: Shows both the average time it takes to turn the receivables into cash and the age, in terms of days, of a company's accounts receivable

Days sales in receivable =

YEAR A/R Sales DSO 2009
105511324 4326108580 6.68 days

Gross Re ceivables Net Sales / 365

2010 2011
403860325 5328369635 2.07days

231184007 5099245416 1.24days

TOTAL ASSET TURNOVER:

A company's effectiveness in generating sales revenue from investments back into the company. The higher the Total Asset Turnover is the more effective use of the company's investments. Total Asset Turnover can be very useful if you watch what actually makes up the Total Assets of the company. A company with low inventory and strict credit policies to keep Accounts Receivable low will help the Total Asset Turnover look even better. Of course it depends on all of the company's Total Assets. TAT = SALE / TA
YEAR Sales TA TAT 2009
4326108580 2567362816 1.68time

2010
5099245416 2526300377 2.02

2011
5328369635 3198932646 1.66

Total cash turnover:

Tct = net sale/ cash
YEAR Sales cash TCT 2009
4326108580 118389510 36.54 times

2010
5099245416 46116250 110 times

2011
5328369635 197103073 27 times

Page 37

Shamim & Co. (Pvt.) Ltd.

PROFITABILITY RATIOS:
Profitability Ratios show how successful a company is in terms of generating returns or profits on the Investment that it has made in the business. If a business is liquid and efficient it should also be Profitable. Ability to provide financial rewards sufficient to attract and retain financing.

RETURN ON EQUITY (ROE):

The Return on Equity of a company measures the ability of the management of the company to generate adequate returns for the capital invested by the owners of a company. Generally a return of 10% would be desirable to provide dividends to owners and have funds for future growth of the company ROE = N.I / C.E
YEAR NI CE ROE 2009
16295514 440058917 3.70%

2010
44159121 688402266 6.41%

2011
101322228 698865536 14.49%

RETURN ON ASSETS: The Return on Assets of a company determines its ability to utilize the Assets employed in the company efficiently and effectively to earn a good return. The ratio measures the percentage of profits earned per dollar of Asset and thus is a measure of efficiency of the company in generating profits on its Assets. ROA= N.I / TA
YEAR NI TA ROA 2009
16295514 2567362816 0.63%

2010
44159121 2526300377 1.74%

2011
101322228 3198932646 3.16%

Page 38

Shamim & Co. (Pvt.) Ltd.

NET PROFIT MARGIN: The Profit Margin of a company determines its ability to withstand competition and adverse conditions like rising costs, falling prices or declining sales in the future. The ratio measures the percentage of profits earned per dollar of sales and thus is a measure of efficiency of the company.

NPM
YEAR

= NI /SALE
2009
16295514 4326108580 0.37%

2010
44159121 5099245416 0.8%

2011
101322228 5328369635 1.9%

NI Sales NPM

Operating income margin:

The operating profit margin ratio indicates how much profit a company makes after paying for variables cost of production such as wages, raw materials etc.s =
YEAR

Operating Income x 100 Net Sales

2009
168543158 4326108580 3.89

2010
250018086 5099245416 5%

2011
266352920 5328369635 5%

OI Sales NPM

Horizontal Analysis:
The horizontal analysis of The Pepsi Cola Company is given below.

Accounts
(Increase/decrease) Sales

2010

2011

Status

100%

104.49%

Increase

Page 39

Shamim & Co. (Pvt.) Ltd.

Cash and cash equivalents Loan and notes Payable Accrued income taxes Long term debt Current assets

100% 100% 100% 100% 100%

103.27% 61.04% 52.85% 95.63% 220

increase Decrease Decrease Decrease Increase

Interpretation:
This horizontal analysis which is based upon only on two years, shows that the companys cash and other equivalents have been increase in year 2011 by 3.27%, as compare to year 2010. Further, loans and notes payables of the company have also been decreased by 38.96% in year 2011. This is a good indication for the creditors of the company that the company is paying its debts at faster rate. It makes the companys good credit ranking. As the sale of company has increased in year 2011 but its income tax has come down by 47.15%, it shows that the expenses of company have increased a lot in this year because taxation expenses increases by double figure as compare to 2009-2010 figure 38.96 % The company must take actions to cut down its cost and reduce all the extra expenditures, so that it may enhance its net income.

Vertical Analysis year 2011:

Cash and Cash Equivalent

= = =

(Cash & Cash Equivalent/Total Current Asset) 197103073/1652345965 112% (Loans & Note Payable / Total Current Liabilities) 688.7/1811.2 38.02% (Accrued Income Taxes / Total Current Liabilities) 18.06/1811.2 0.997%

Loans & Note payable

= = =

Accrued Income Taxes = =

Page 40

Shamim & Co. (Pvt.) Ltd.

Long Term Debt

= = =

(long term debt / total equity) 688.7/698.8 98.55%

Interpretation: The main advantages of vertical analysis are that the balance sheets of businesses of all sizes can easily be compared. It also makes it easy to see relative annual changes within one business. The vertical analysis shows that the amount of cash out of total current assets is increased. This shows the focus of management on cash rather than other marketable securities. Because cash is the most liquid asset of company. Company has reduced its long term liabilities and is relying on short term debts. This is an aggressive approach used by company. Income taxes are a very small part of total tax which indicates that the company has more operating and other expenses due to which its net income reduces. As the company is using an aggressive approach it is using more debt than equity financing. This is clearly shown in above calculation. Overall the performance of Shamim & Co. is satisfactory. It has retained its market share in between 70% to 75% overall but in Multan they are successfully capture 80 percent market share The managers are risk takers and they prefer more debt financing rather than equity financing. The other reason is that Shamim & Co. is a private limited company, so it does not offer its shares to market. So a big source of its financing is debt financing from banks and other institutions.

COMPARATIVE ANALYSIS OF PEPSI AND COCA COLA

The main difference is that Pepsi focuses on the market share while the coke focuses on the selling volume.

Pepsi make their ads to hit the youngsters while coke makes their ads without considering the particular segment. Shamim & Co. works as a franchise of the Pepsi cola international while Coke is working as a multinational.

Page 41

Shamim & Co. (Pvt.) Ltd.

Pepsi uses blue color as a dominant in its advertisement and logos while Coke uses red color as a dominant color in its advertising and logos. Comparatively Pepsi is short of a well structure centralized system while coke has well organized system due multinational.

SWOT ANALYSIS OF SHAMIM & CO

STRENGTHS
Established a good reputation and name Dew and 7up is the mostly used by all customers Dew give the boost up to the PCI Distribution channel is vast Easy availability of the products Proactive in the marketing strategies Networking and public relation is very strong

WEAKNESS
Pepsi is the weak brand due to its quality, water and syrup compensation, people said its taste is sweeter than Coca cola Employees have less salaries No proper feed back system for employees Lower level managers are not the part of the committee which take the final decision

THREATS

Due to the standard of the water of the Pepsi its market share declines in the market and it suffer a great loss Supply of fake products Increasing cost of the raw material and the travel expense Competitors Like coke are trying to get the market share by lowering their prices .

OPPORTUNITY
Page 42

Shamim & Co. (Pvt.) Ltd.

There is a big scope of Pepsi in the market to improve the standard of water and syrup of Pepsi so it can gain the market share like other brands of Pepsi To have contract with bigger restaurants, shopping malls etc Introduction of the new brands Skilled persons are available at low cost

PEST ANALYSIS OF SHAMIM & CO

POLITICAL ANALYSIS

There is no stable Govt so the company not flourishing Normally every Govt increases the sales tax rates The rates of the main variable electricity is very high due to non stabilization of the Govt Products ae subject to various national laws Due to non consistent political environment there are no consistent policies. Due to unemployment cheap and skilled labor is easily available In rural areas people have no differentiation due to high literacy rate New opportunities Pepsi and Coke have decision regarding to have the same pricing policy if the economic situation becomes good then the per capita income increases and sultimately the consumption of Pepsi increases The people have strong spending nature so the Pepsi gets the large market share. The company have a good plan for the management of the solid waste Have a positive impact on the youngsters Due to the growing trend of the fast food restaurants its joint demand increases Due to religious country its reputation effect when the America attacks on Iraq and Afghanistan Sponsored many events especially the cricket matches Cost saving due to technology improvement Company introduces the plastic bottles and the tins which are not used in the past Logo is attractive and in new style

ECONOMICAL ANALYSIS

SOCIAL ANALYSIS

TECHNOLOGICAL ANALYSIS

Page 43

Shamim & Co. (Pvt.) Ltd.

The company installed new production plants which is totally computerized All the work I snow shifted to the computer rather than hand works.

Competitors Analysis:
The biggest competitor of Pepsi Cola is Coca Cola. In Pakistan Pespi Cola has the largest share of about 75% to 80% but the remaining 20% to 25% is of Coca Cola and 2 to 3 percent share is also having by Gourmet Cola and Amrat Cola. In Pakistan Pepsi is dealing in form of franchises. There are about 8 franchises of Pepsi in Pakistan. The biggest one is Shamim & Co. In franchise system the owner of plant has license to produce the product and market it independently. While Coca Cola is not being dealt in form of franchise rather the Coco Cola International has all its rights of ownership and operations in its own hand. In this system the plant and all other offices are directly coordinated and controlled by head office and central management. Coca cola believes in high quality that is why its policy does not allow them to handover the plant to any franchiser or license holder. Coca cola is producing all the counter brands against the Pepsi. For example

Coke Sprite 3G Fanta

Vs Vs Vs Vs

Pepsi 7 Up Mountain Dew Mirinda

This shows that Pepsi is facing a fierce competition from Coke. So Pepsi is focusing to retain its market share and remain the market leader by providing a high value to shopkeepers and consumers. Further Pepsi is giving trade discounts to shopkeepers which is an attractive offer for shopkeepers. Further Differentiation and Similarities of Pepsi and Coke are as follows:

Page 44

Shamim & Co. (Pvt.) Ltd.

Pepsi is focusing youngsters in its advertisement and trying to give the feelings of freshness to young market segment. While Coca cola is designing its advertisements to target the customers without age differentiations. Pepsi is differentiating itself from coke in terms of its blue cans and is always advertised in blue color. While Coke is made available in red cans and red color is advertisement strength of coke. The tastes of both the drinks are distinct and it is easy to note the difference. Pepsi is a little sweet in taste than the coke. This is due to the addition of the artificial sweeteners to it. While Compared to Pepsi, coke does not have that chemical after taste owing to the less artificial sweeteners added. When you drink coke you feel more of that cola flavor in it, while with Pepsi, you get a fruity or fluid sort of taste. Availability and meeting the demand is one key factor that contributes to Pepsi-colas success in Pakistan. Reaching the retailers sooner than coca-cola can and finalizing deals in no time; Pepsi enjoys its lead-time benefit over coke. While However Coca-Cola is not meeting the demand efficiently specially looking at multan plant we can see that the capacity is very small and demand is not fulfilled by company.

Suggestions:
As far as my observation is concerned Pepsi should take the following steps: Proper employee meeting at every month

Page 45

Shamim & Co. (Pvt.) Ltd.

They should take feedback from lower level employees like CRs and Salesmen They must keep a fair wage rate among all the employees. They must announce an allowance for CRs and Sales Officer

Recommendations:
I recommend that the company should give the appropriate wages to the employs and ensure that the working environment is friendly so that they work statistically. The company should ensure the supply in the main areas and in the areas far away from the main areas. The director should give the little authority to the lower employees to make decisions so that the employees loyalty increases. They should check the distributors and ensure that they are working according to the policies of the company. While the company is also short of well-planned system that should ensure the benefit in the near future that should also ensure and shortened the communication gap between the departments.

Comments:
Overall the environment of the organization is very professional and strict. The managers are well experienced and shrewd. Every employee know well the culture of company and market Good interrelations of employees with each other.

REFERENCES
Pepsi Cola International Shamim & Co. http://www.scl-pepsi.com

Page 46