Reviving Pepsi: Can the New Challenge Reverse Decades of Decline?
Ram Krishnan's task of saving Pepsi-Cola begins extremely early in the day. During a recent visit to San Antonio, the executive overseeing PepsiCo’s beverages in the U.S. started early with a 5 a.m. session alongside the regional sales force just as dawn broke. This was immediately succeeded by an 7 a.m. roundtable gathering involving various management personnel. By 8 a.m., they were out on the streets. They divided themselves into four groups and began their visits to various stores such as Walmart, Dollar General, Circle K, 7-Eleven, along with four additional locations. Armed with scorecards, they navigated the store aisles checking for several things: whether the shelves were fully stocked; if the appropriate PepsiCo beverages were prominently displayed; how was the variety of products arranged; did the shelf labels meet expectations; and finally, what condition was the beverage cooler near the cash register in? After assuming control of PepsiCo’s crucial U.S. bever...