17. Pepsi Bottling Group

Who and What is PBG?

The Pepsi Bottling Group (PBG) is the world's largest manufacturer, seller and distributor of Pepsi-Cola beverages – some of the world's most recognized consumer brands. PBG became a publicly traded company in March 1999 through one of the largest initial public offerings in the history of the New York Stock Exchange.

PBG generates nearly $8 billion in annual sales. It operates in the United States, Canada, Spain, Greece and Russia, accounting for more than one half of the Pepsi-Cola beverages sold in North America, and about one third of the Pepsi-Cola system volume worldwide.

PBG and PepsiCo

PBG became an independent public company, separate from parent company PepsiCo, in March 1999. PepsiCo retains an equity interest in PBG of about 40 percent.

As an independent entity, PBG benefits from a much sharper definition of its role and is able to execute its business strategy more effectively on a local market level. PepsiCo's focus is on what it does best, which is developing its powerful brands and the world-class marketing programs to support them. And,

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as PepsiCo's biggest bottler, we at PBG can do what we do best – making, selling and delivering more of those brands, more profitably than ever before.

We Sell Soda

The PBG sales force of more than 20,000 customer representatives sells and delivers more than 100 million eight-ounce servings of Pepsi-Cola beverages per day.

PBG's focus is on superior sales execution, customer service, merchandising and operating excellence.

While PBG's mission states, "We Sell Soda," the company also sells a line of alternative beverages, including Pepsi's water brand, Aquafina, and several PepsiCo joint venture products such as Upton's Iced Tea and Starbucks Frappuccino. In terms of volume, our three largest brands in the U.S. are Pepsi-Cola, Diet Pepsi and Mountain Dew. The complete brand lineup also includes brands licensed from other companies.

In addition, PBG's operations in Russia, Spain and Greece also bottle and sell regional products and brands, including the Mirinda flavors line.

Our Customers

Most of PBG's volume is sold in supermarkets and other retail outlets. The balance of volume is sold in mass merchandising outlets, restaurants and other fountain accounts.

Our sales people interact directly with most customers to sell and promote Pepsi products ("direct to store delivery"). Internationally, PBG goes to market with a combination of direct delivery and third-party distributors.

Among the services we provide to our accounts are proven methods to grow not only Pepsi brand sales, but the overall beverage category. Ultimately, our goal is to help our customers grow their beverage business by making our strong product line-up readily available to consumers at every shopping occasion.

Our Organization and Our People

The "people composition" of PBG reflects the company's emphasis on superior sales and service. More than one half of PBG employees work in Sales.

Our organizational structure, based on a General Management Model, reflects the same priorities. Our Market Unit General Managers (MUGMs) lead marketing and sales efforts in contiguous geographic areas with common major customers. We designed our organization to give our Market Units the autonomy to serve the needs of individual customers, develop market-specific strategies, and respond to local marketplace dynamics. From the MUGM to the frontline customer representative, the entire PBG sales force competes on a local level to serve existing customers and to win new accounts.

Working at PBG

The Pepsi Bottling Group is a fast-paced, customer-focused company, with an entrepreneurial spirit. We offer careers in sales and sales operations, manufacturing, finance, human resources, field marketing, and general

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management. The company's success hinges on the thousands of face-to-face transactions our front-line employees with customers every day. That is an exciting, empowering career proposition for the individuals who make up PBG's sales force – and for the teams that support and lead them. The company is an equal-opportunity employer and values the diversity of its workforce.