PepsiCo- Place and Distribution Strategy

PepsiCo Inc. (PEP) is a leading food and beverage company with an impressive global presence. The company’s products reach the market through the following three channels: direct store delivery (or DSD), customer warehouse, and third-party distributor networks. PepsiCo chooses the relevant distribution channel based on customer needs, product characteristics, and local trade practices.


Need of Distribution Channels

Channels of distribution for any item, the course taken by the title to products they are from the manufacturers to definitive consumers. It is essential since item in one spot while the utilization scattered in numerous spot. So there is enormous hole amongst makers and the customers. So through channels of supply chain and logistics this hole can be filled. A channel of conveyance interfaces a connection between the manufacturers and consumers. The middle man plays a vital role in this supply chain because they have a complete knowledge of consumer preferences and trend of a particular place. Without the middlemen information Channels of Distribution cannot supply the products at the right place at the right time. Merchant Intermediaries who act as middlemen are wholesalers, retailers and agents. Market and distribution channels are more important than the product in this ever widening market. Distribution channel is a primary factor and the product is secondary.




Three distribution channels of Pepsico


Direct store delivery

Under the DSD framework, PepsiCo conveys items straightforwardly to retail locations. Of the three channels, DSD empowers PepsiCo to stock with greatest perceivability. It’s more reasonable for items that are restocked regularly and are touchy to advancements and showcasing.


Customer Warehouse

The client stockroom framework is a less costly distribution channel. It’s optimal for items that are less delicate and perishable, have lower turnover, and are not acquired imprudently.

Third-party distributor systems

PepsiCo appropriates nourishment and drink items to eateries, organizations, schools, and stadiums through outsider sustenance administration and distributing merchants and administrators.


Utilizing its prevailing position

PepsiCo is the second-biggest non-alcoholic drink producer in the United States with an extensive size of operations. The organization’s predominant position helps it to enjoy fruitful relationship with its retailers, who permit the organization to have real shelf space. This helps PepsiCo to make a note of customer preferences and trends which helps in making amendments in its marketing strategies.

Pepsi has a tremendous circulation system in India and China. It must be gigantic on the grounds that the brand should be available in each niche and corner of the nation to build its deals. The essential method of circulation is through merchants who thus offer it to retailers, eateries, and accommodation stores. The optional method of dispersion is specifically through the organization to mass purchasers and real retailers who purchase straightforwardly from the organization.

Therefore conveyance channel is as per the following



Company > Distributor > Small retailers/Small purchasers > Customers










Organizations can give better edges to Bulk purchasers. The significant test in circulation is the expense of packaging and in addition the expense of transportation. Packaging of Pepsi is done at packaging plants. In India, Pepsi has 36 packaging plants out of which 13 are franchisees while 23 are organization possessed.

Pull vs Push at PepsiCo


Push Strategy– A “push” promotional strategy makes use of a company’s sales force and trade promotion activities to create consumer demand for a product. The producer promotes the product to wholesalers, the wholesalers promote it to retailers, and the retailers promote it to consumers.  Pepsi sells its products in bulk and with accord to this it provides huge discounts to the wholesalers in order to advertise its product and to make it familiar with its consumers. It also distributes free samples to the consumers and the wholesalers as well.

Push promoting comprises of:

  1. Talking at (rather than with) prospects and clients
  2. Conveying messages to unwilling, unwelcoming individuals
  3. Making effort or encounters that overlook client needs and needs

Enormous organizations like Pepsi depend on push strategy to hit the numbers they have to offer their items.


Pull Strategy– A “pull” selling strategy is one that requires high spending on advertising and consumer promotion to build up consumer demand for a product. If the strategy is successful, consumers will ask their retailers for the product, the retailers will ask the wholesalers, and the wholesalers will ask the producers. If the product of pepsi loses its demand then the company launches pull strategy. It offers low prices to consumers and also gives discounts for buying in bulk, gives away free offers or coupons which attracts the consumers and indirectly creates demand.

Powerful pull marketing procedures comprise of the accompanying segments:

  1. Content that draws in your target audience(s)
  2. Client encounters that leave enduring impressions
  3. Client benefit that “wows” individuals


Vaibhav Ghelani



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