PepsiCo, Inc. (PEP): Business Model Canvas

Das Geschäftsmodell von PepsiCo ist ein Meisterstück der strategischen Diversifizierung und globalen Marktdurchdringung und verbindet innovative Getränke- und Snacktechnologien mit einem expansiven, verbraucherorientierten Ansatz, der das Unternehmen von einem einfachen Softdrink-Unternehmen in ein Unternehmen verwandelt hat 79 Milliarden Dollar globales Lebensmittel- und Getränkeunternehmen. Durch die sorgfältige Ausarbeitung einer vielschichtigen Strategie, die Produktentwicklung, globalen Vertrieb und Verbrauchereinbindung umfasst, hat PepsiCo einen dynamischen Entwurf geschaffen, der nicht nur die Wünsche der Verbraucher befriedigt, sondern auch aufkommende Markttrends mit bemerkenswerter Präzision und Anpassungsfähigkeit antizipiert.

PepsiCo, Inc. (PEP) – Geschäftsmodell: Wichtige Partnerschaften

Strategische Allianzen mit Abfüllpartnern weltweit

PepsiCo unterhält strategische Abfüllpartnerschaften in mehreren Regionen:

Region	Wichtiger Abfüllpartner	Einzelheiten zur Partnerschaft
Nordamerika	PepsiCo Getränke Nordamerika	100 % eigene Abfüllbetriebe
Europa	Britvic PLC	Joint-Venture-Partnerschaft
Indien	Varun Getränke Limited	Franchise-Abfüllvertrag

Agrarpartnerschaften mit globalen Landwirten

Zu den landwirtschaftlichen Partnerschaften von PepsiCo gehören:

• Direkte Agrarverträge mit über 7.000 Landwirten weltweit
• Beschaffung von Kartoffelernten von 4.500 Farmen für Frito-Lay
• 100 Millionen US-Dollar wurden in nachhaltige Landwirtschaftsprogramme investiert

Vertriebsvereinbarungen mit Einzelhandelsketten

Zu den wichtigsten Vertriebspartnerschaften gehören:

Einzelhändler	Jährliches Verkaufsvolumen	Partnerschaftstyp
Walmart	5,2 Milliarden US-Dollar	Exklusive Vertriebsvereinbarung
Costco	3,8 Milliarden US-Dollar	Umfassende Produktplatzierung
Ziel	2,5 Milliarden US-Dollar	Multi-Channel-Vertrieb

Technologiepartnerschaften für Innovation

Höhepunkte der technologischen Zusammenarbeit:

• 500 Millionen US-Dollar in Partnerschaften zur digitalen Transformation investiert
• Kooperationen mit 12 Technologie-Innovationszentren
• Strategische Partnerschaften mit KI- und Machine-Learning-Unternehmen

Nachhaltigkeitspartner für umweltfreundliche Initiativen

Details zur Nachhaltigkeitspartnerschaft:

Partner	Fokusbereich	Investition
World Wildlife Fund	Wasserschutz	25 Millionen US-Dollar Zusage
Die Recycling-Partnerschaft	Nachhaltigkeit bei Verpackungen	40-Millionen-Dollar-Investition
Ellen MacArthur-Stiftung	Initiativen zur Kreislaufwirtschaft	Zusammenarbeit im Wert von 15 Millionen US-Dollar

PepsiCo, Inc. (PEP) – Geschäftsmodell: Hauptaktivitäten

Entwicklung von Getränke- und Snackprodukten

PepsiCo investierte im Jahr 2022 758 Millionen US-Dollar in Forschung und Entwicklung. Das Unternehmen unterhält 22 globale Innovationszentren, die sich auf die Entwicklung neuer Produkte konzentrieren.

Produktkategorie	Neue Produkte eingeführt (2022)	Innovationsfokus
Getränke	37 neue Varianten	Gesündere Optionen, zuckerarme Formulierungen
Snacks	45 neue Produktlinien	Pflanzliche, nachhaltige Inhaltsstoffe

Globale Fertigung und Produktion

PepsiCo betreibt weltweit 374 Produktionsstätten in 80 Ländern. Das Gesamtproduktionsvolumen erreichte im Jahr 2022 4,2 Milliarden Kartons mit Getränken und Snacks.

Region	Anzahl der Einrichtungen	Produktionskapazität
Nordamerika	128 Einrichtungen	1,6 Milliarden Fälle
Europa	86 Einrichtungen	780 Millionen Fälle
Asien-Pazifik	112 Einrichtungen	1,2 Milliarden Fälle

Marketing und Markenmanagement

PepsiCo gab im Jahr 2022 4,2 Milliarden US-Dollar für Marketing und Werbung aus. Das Unternehmen verwaltet weltweit über 23 Milliarden-Dollar-Marken.

• Budget für digitales Marketing: 1,3 Milliarden US-Dollar
• Engagement in sozialen Medien: 250 Millionen Follower auf allen Plattformen
• Sponsoring-Investitionen: 420 Millionen US-Dollar

Optimierung der Lieferkette

PepsiCo verwaltet eine komplexe Lieferkette mit 150.000 Direktlieferanten und einer Lieferantenkonformität von 99,5 % mit Nachhaltigkeitsstandards.

Lieferkettenmetrik	Leistung 2022
Logistikkosten	3,6 Milliarden US-Dollar
Lagerumschlag	6,2 Mal pro Jahr
Reduzierung der Kohlenstoffemissionen	40 % Reduzierung seit 2015

Forschung und Innovation im Lebensmittel- und Getränkesektor

PepsiCo unterhält ein spezielles Innovationsökosystem mit Partnerschaften mit 50 Forschungseinrichtungen weltweit.

• Schwerpunkte der Ernährungsforschung und -entwicklung:
  • Proteinverstärkung
  • Zuckerreduzierte Technologien
  • Entwicklung pflanzlicher Inhaltsstoffe
• Jährliche Patentanmeldungen: 127 neue Patente im Jahr 2022
• Nachhaltige Verpackungsinnovationen: 500 Millionen US-Dollar investiert

PepsiCo, Inc. (PEP) – Geschäftsmodell: Schlüsselressourcen

Starkes Markenportfolio

PepsiCo besitzt 23 Marken, die jeweils einen jährlichen Einzelhandelsumsatz von über 1 Milliarde US-Dollar erwirtschaften. Zu den wichtigsten Marken gehören:

Marke	Jahresumsatz	Marktsegment
Pepsi	19,2 Milliarden US-Dollar	Getränke
Gatorade	6,5 Milliarden US-Dollar	Sportgetränke
Frito-Lay	18,7 Milliarden US-Dollar	Snacks

Umfangreiches globales Vertriebsnetz

PepsiCo ist in über 200 Ländern tätig mit:

• 250 Produktionsstätten weltweit
• Mehr als 600.000 Vertriebsstellen
• Über 300.000 Direktlieferfahrzeuge

Fortschrittliche Produktionsanlagen

Details zur Fertigungsinfrastruktur:

Metrisch	Wert
Gesamte Produktionsanlagen	250
Jährliche Produktionskapazität	70 Milliarden Liter Getränke
Globale Produktionsstandorte	Nordamerika, Europa, Asien, Lateinamerika, Afrika

Geistiges Eigentum und Patente

Das Portfolio an geistigem Eigentum von PepsiCo umfasst:

• Über 3.200 aktive Patente
• 2.500 eingetragene Marken
• Eigene Rezepturen für Getränke und Snacks

Qualifizierte Arbeitskräfte und Managementteam

Zusammensetzung der Belegschaft:

Kategorie	Nummer
Gesamtzahl der Mitarbeiter	309,000
F&E-Mitarbeiter	1,200
Durchschnittliche Betriebszugehörigkeit der Mitarbeiter	8,7 Jahre

PepsiCo, Inc. (PEP) – Geschäftsmodell: Wertversprechen

Vielfältiges Produktsortiment an Getränken und Snacks

Das Produktportfolio von PepsiCo umfasst 23 Marken, die jeweils einen jährlichen Einzelhandelsumsatz von über 1 Milliarde US-Dollar erwirtschaften. Das Unternehmen ist in mehreren Produktkategorien tätig:

Kategorie	Anzahl der Marken	Jahresumsatz (2023)
Getränke	18 Marken	43,8 Milliarden US-Dollar
Snacks	24 Marken	33,2 Milliarden US-Dollar

Hochwertige Marken mit Wiedererkennungswert

PepsiCo verfügt über ein starkes Markenportfolio mit weltweiter Anerkennung:

• Pepsi: Weltweiter Markenwert von 22,2 Milliarden US-Dollar
• Gatorade: Weltweiter Markenwert von 16,5 Milliarden US-Dollar
• Lay's: Weltweiter Markenwert von 14,3 Milliarden US-Dollar
• Doritos: Weltweiter Markenwert von 11,7 Milliarden US-Dollar

Konsequente Produktinnovation

Innovationsinvestitionen im Jahr 2023:

Kategorie „Innovation“.	Investitionsbetrag
F&E-Ausgaben	752 Millionen Dollar
Neue Produkteinführungen	47 neue Produktvarianten

Ernährungsvielfalt, die auf unterschiedliche Verbraucherpräferenzen zugeschnitten ist

Vertrieb von Ernährungsprodukten:

• Gesündere Optionen: 54 % des Portfolios
• Zuckerreduzierte Produkte: 26 Marken
• Bio-Sortimente: 12 Sortimente

Globale Zugänglichkeit und Bequemlichkeit

Weltweite Marktpräsenz:

Region	Anzahl der Märkte	Umsatzbeitrag
Nordamerika	1 Primärmarkt	71,3 Milliarden US-Dollar
Internationale Märkte	Über 200 Länder	29,5 Milliarden US-Dollar

PepsiCo, Inc. (PEP) – Geschäftsmodell: Kundenbeziehungen

Treueprogramme und Prämien

Das Treueprogramm von PepsiCo generiert einen jährlichen Kundenbindungswert von 2,5 Milliarden US-Dollar. Das Pepsi-Rewards-Programm hat im Jahr 2023 12,4 Millionen aktive Mitglieder.

Kennzahlen zum Treueprogramm	Wert
Aktive Mitglieder	12,4 Millionen
Jährlicher Engagementwert	2,5 Milliarden US-Dollar
Durchschnittliche Mitgliederausgaben	203 $ pro Jahr

Aktives Social-Media-Engagement

PepsiCo unterhält eine starke Social-Media-Präsenz mit 45,7 Millionen Followern auf allen Plattformen.

• Instagram-Follower: 15,2 Millionen
• Facebook-Follower: 18,5 Millionen
• Twitter-Follower: 12 Millionen

Personalisierte Marketingstrategien

PepsiCo investiert jährlich 780 Millionen US-Dollar in gezielte digitale Marketingkampagnen.

Marketingkanal	Investition
Digitale Werbung	480 Millionen Dollar
Personalisierungstechnologien	300 Millionen Dollar

Kundenfeedback und kontinuierliche Verbesserung

PepsiCo verarbeitet jährlich 2,3 Millionen Kundenfeedback-Interaktionen mit einer Rücklaufquote von 92 %.

Digitale und traditionelle Marketingkanäle

Zuteilung der Marketingkanäle für PepsiCo im Jahr 2023:

Kanal	Prozentsatz
Digitales Marketing	62%
Traditionelle Medien	38%

PepsiCo, Inc. (PEP) – Geschäftsmodell: Kanäle

Einzelhandelsgeschäfte und Supermärkte

PepsiCo vertreibt Produkte über mehr als 200.000 Einzelhandelsstandorte in den Vereinigten Staaten. Walmart macht 13 % des gesamten PepsiCo-Umsatzes aus, wobei der jährliche Einzelhandelsumsatz im Lebensmittel- und Convenience-Bereich 38,3 Milliarden US-Dollar erreicht.

Einzelhandelskanal	Jährliches Verkaufsvolumen	Marktdurchdringung
Lebensmittelgeschäfte	22,4 Milliarden US-Dollar	65 % Marktabdeckung
Supermarktketten	15,9 Milliarden US-Dollar	58 % nationale Verbreitung

Online-E-Commerce-Plattformen

Der digitale Umsatz von PepsiCo erreichte im Jahr 2023 2,7 Milliarden US-Dollar, was 7,2 % des Gesamtumsatzes entspricht.

• Umsatz auf dem Amazon-Marktplatz: 980 Millionen US-Dollar
• Instacart-Partnerschaften: 450 Millionen US-Dollar
• Direkter Online-Shop-Umsatz: 1,27 Milliarden US-Dollar

Digitale Direct-to-Consumer-Kanäle

PepsiCo führte direkte digitale Plattformen ein, die über mobile Anwendungen und Websites einen Umsatz von 670 Millionen US-Dollar erwirtschafteten.

Convenience-Stores und Verkaufsautomaten

Kanaltyp	Jahresumsatz	Anzahl der Standorte
Convenience-Stores	8,6 Milliarden US-Dollar	125.000 Standorte
Verkaufsautomaten	1,3 Milliarden US-Dollar	2,5 Millionen Maschinen

Foodservice- und Restaurantpartnerschaften

PepsiCo erwirtschaftet 6,5 Milliarden US-Dollar über Vertriebskanäle im Restaurant- und Gastronomiebereich.

• McDonald's-Partnerschaft: 2,1 Milliarden US-Dollar
• Lecker! Markenpartnerschaften: 1,8 Milliarden US-Dollar
• Andere Restaurantnetzwerke: 2,6 Milliarden US-Dollar

PepsiCo, Inc. (PEP) – Geschäftsmodell: Kundensegmente

Millennials und Verbraucher der Generation Z

PepsiCo richtet sich mit spezifischen Produktstrategien an Millennials und Gen Z:

Demographisch	Marktdurchdringung	Produktfokus
Millennials (Geboren 1981–1996)	42 % der PepsiCo-Getränkekonsumenten	Propel, Gatorade Zero, Mountain Dew
Gen Z (Geboren 1997–2012)	28 % der PepsiCo-Snackkonsumenten	Doritos, sprudelndes Sprudelwasser

Gesundheitsbewusste Menschen

Das gesundheitsorientierte Produktportfolio von PepsiCo:

• Tropicana Pure Premium (100 % Saft)
• Naked Juice (Bio, ohne Zuckerzusatz)
• Gatorade Zero (kein Zucker)
• Gebackene Laien (fettreduziert)

Globale Stadtbevölkerungen

Region	Marktanteil	Wichtige städtische Märkte
Nordamerika	52 % des Umsatzes	New York, Los Angeles, Chicago
Lateinamerika	21 % des Umsatzes	São Paulo, Mexiko-Stadt, Buenos Aires
Europa	15 % des Umsatzes	London, Paris, Berlin

Verschiedene Altersgruppen und Demografien

Altersbasierte Verbrauchersegmentierung von PepsiCo:

Altersgruppe	Verbrauchsprozentsatz	Bevorzugte Produkte
12-24 Jahre	35%	Gebirgstau, Doritos
25-44 Jahre	30%	Gatorade, Pepsi Zero Sugar
45-64 Jahre	25%	Tropicana, Diät-Pepsi
65+ Jahre	10%	Aquafina, Lipton-Tee

Kunden, die Bequemlichkeit suchen

Die Convenience-orientierten Produktstrategien von PepsiCo:

• Einzelportionsverpackung
• Snack-Formate zum Mitnehmen
• Multipacks für den Großeinkauf
• Online- und mobile Bestellmöglichkeiten

PepsiCo, Inc. (PEP) – Geschäftsmodell: Kostenstruktur

Rohstoffbeschaffung

Im Geschäftsjahr 2022 beliefen sich die gesamten Rohstoff- und Verpackungskosten von PepsiCo auf 22,9 Milliarden US-Dollar. Zu den wichtigsten Beschaffungskosten gehören:

Rohstoffkategorie	Jährliche Kosten
Agrarrohstoffe	8,7 Milliarden US-Dollar
Verpackungsmaterialien	6,3 Milliarden US-Dollar
Zucker und Süßstoffe	3,5 Milliarden US-Dollar

Herstellungs- und Produktionskosten

Die gesamten Herstellungskosten von PepsiCo beliefen sich im Jahr 2022 auf 15,6 Milliarden US-Dollar, mit folgender Aufteilung:

• Produktionsarbeit: 4,2 Milliarden US-Dollar
• Fabrikgemeinkosten: 5,8 Milliarden US-Dollar
• Gerätewartung: 1,9 Milliarden US-Dollar
• Energiekosten: 1,7 Milliarden US-Dollar

Marketing- und Werbeinvestitionen

Die Marketingausgaben für PepsiCo beliefen sich im Jahr 2022 auf insgesamt 4,8 Milliarden US-Dollar, verteilt auf:

Marketingkanal	Investition
Digitales Marketing	1,2 Milliarden US-Dollar
Fernsehwerbung	1,6 Milliarden US-Dollar
Sponsoring und Events	0,7 Milliarden US-Dollar

Forschungs- und Entwicklungskosten

PepsiCo investierte im Jahr 2022 737 Millionen US-Dollar in Forschung und Entwicklung und konzentrierte sich dabei auf:

• Produktinnovation: 412 Millionen US-Dollar
• Verpackungstechnologie: 185 Millionen US-Dollar
• Nachhaltigkeitsinitiativen: 140 Millionen US-Dollar

Vertriebs- und Logistikausgaben

Die Logistik- und Vertriebskosten für PepsiCo beliefen sich im Jahr 2022 auf 6,3 Milliarden US-Dollar, darunter:

Vertriebskategorie	Kosten
Transport	3,9 Milliarden US-Dollar
Lagerhaltung	1,5 Milliarden US-Dollar
Supply-Chain-Management	900 Millionen Dollar

PepsiCo, Inc. (PEP) – Geschäftsmodell: Einnahmequellen

Getränkeverkauf

Im Geschäftsjahr 2022 belief sich der Gesamtnettoumsatz von PepsiCo auf 86,39 Milliarden US-Dollar. Der Umsatz im Getränkesegment belief sich insbesondere auf 32,19 Milliarden US-Dollar.

Getränkemarke	Jahresumsatz (2022)
Pepsi	10,4 Milliarden US-Dollar
Gatorade	6,8 Milliarden US-Dollar
Tropicana	5,2 Milliarden US-Dollar

Umsatz mit Snack-Food-Produkten

Frito-Lay North America erwirtschaftete im Jahr 2022 einen Nettoumsatz von 21,94 Milliarden US-Dollar.

• Doritos: 5,6 Milliarden US-Dollar
• Cheetos: 4,9 Milliarden US-Dollar
• Lays: 6,2 Milliarden US-Dollar

Internationale Marktexpansion

Der internationale Umsatz von PepsiCo erreichte im Jahr 2022 34,54 Milliarden US-Dollar, was 40 % des Gesamtumsatzes des Unternehmens entspricht.

Region	Umsatzbeitrag
Europa	12,3 Milliarden US-Dollar
Asien/Naher Osten/Afrika	14,6 Milliarden US-Dollar
Lateinamerika	7,6 Milliarden US-Dollar

Lizenz- und Partnerschaftsvereinbarungen

PepsiCo erwirtschaftete im Jahr 2022 rund 1,2 Milliarden US-Dollar durch Lizenz- und Partnerschaftsvereinbarungen.

Digitale und direkte Vertriebskanäle

E-Commerce und digitale Vertriebskanäle trugen im Jahr 2022 3,8 Milliarden US-Dollar zum Umsatz von PepsiCo bei, was einem Wachstum von 22 % gegenüber dem Vorjahr entspricht.

PepsiCo, Inc. (PEP) - Canvas Business Model: Value Propositions

You're looking at the core reasons why customers choose PepsiCo products over the competition as of late 2025. It's about balancing the reliable with the new, and making sure the price feels right in a volatile economy.

Dual-engine stability: Resilient combination of convenient foods and beverages

PepsiCo's value proposition starts with its balanced structure. This dual focus on snacks and drinks provides a hedge against category-specific downturns. For instance, while North American food revenue dipped 3% organically in the third quarter of 2025, the beverage side saw revenue rise 2% in the same period, showing how the two engines support each other. Overall, the company reported total revenue of $23.94 billion in Q3 2025, beating expectations. This stability is built on a clear revenue split:

Convenience foods, driven by Frito-Lay brands like Lay's and Doritos, account for approximately 58% of total revenue. Beverages, including Pepsi-Cola, Gatorade, and Mountain Dew, make up the remaining 42%. This mix is key to its resilience, even as the company navigates expectations for flat earnings growth for the remainder of 2025 due to global uncertainty.

Permissible Portfolio: Cleaner ingredients, zero-sugar, and functional hydration options

PepsiCo is actively shifting its portfolio to meet modern wellness demands. This means pushing products with cleaner labels and fewer calories. The success in this area is clear, defintely in the beverage space. Pepsi Zero Sugar, for example, achieved over 30.8% year-to-date sales growth in 2025, nearly doubling the growth rate of the overall zero-sugar cola category. This segment saw double-digit net revenue growth in the July-September 2025 period alone. The company is also reinvesting in new platforms, including launching Doritos with all-natural ingredients and low-sugar Gatorade. Furthermore, strategic moves like the acquisition of prebiotic soda brand Poppi in March 2025 underscore this focus on better-for-you options.

The focus on healthier options includes:

• Pepsi Zero Sugar sales growth over 30.8% YTD in 2025.
• Launching new product lines like the limited-edition Pepsi Prebiotic Cola, which contains 30 calories and five grams of cane sugar.
• Introducing snacks with no artificial flavors or colors, such as new lines of Doritos and Cheetos.
• Expanding functional hydration through brands like Gatorade and recent acquisitions.

Value and Affordability: Sharpening price-pack architecture for better everyday value

Recognizing subdued consumer conditions, PepsiCo is sharpening its focus on value delivery. This is a direct response to inflation and consumer caution. A key action has been adjusting the price-pack architecture. The company is actively offering smaller pack sizes in certain markets, a move that helped drive volume growth in some Asian markets during 2025. This strategy supports the overall plan to focus on affordable products to manage the uncertain outlook for consumer spending.

Global Availability: Products enjoyed over one billion times a day in 200+ countries

The sheer scale of PepsiCo's distribution is a core value proposition. PepsiCo products are enjoyed by consumers more than one billion times a day across more than 200 countries and territories around the world. International business remains a strong growth driver, with international beverages achieving 11% organic growth in the first quarter of 2025, supported by demand in markets like China and India. International markets made up 40% of both total sales and operating profits in 2024.

Sustainability: Commitment to pep+ (PepsiCo Positive) and water-use efficiency

PepsiCo's pep+ strategy translates into tangible value through environmental stewardship, which appeals to increasingly conscious consumers and investors. A major milestone was achieved ahead of schedule. The company reached its 2025 goal of a 25% improvement in operational water-use efficiency in high water-risk areas, based on a 2015 baseline, two years early. The long-term ambition is to be net water positive by 2030. This commitment is recognized, as PepsiCo was named to the 2023 CDP A List for water security, placing it in the top 0.5% of all 21,000 companies scored.

Here's a look at the specific water-saving initiatives driving this value:

Initiative	Scope/Application	Potential Annual Water Savings
Washing Corn Process Revamp	Scaled to over 100 global manufacturing lines for snacks like Tostitos and Doritos.	Over 640 million liters of water annually.
Membrane Bioreactor Technology	Implemented at 21 manufacturing sites globally, including 14 in high-risk areas.	Reduces freshwater demand by an average of 70% at treated sites.
Potato Vapor Capture	Implemented at sites in India, Mexico, Poland, and Thailand for Lay's production.	Up to 60 million liters of water per site per year.

This focus on resource efficiency is central to the end-to-end transformation under pep+.

PepsiCo, Inc. (PEP) - Canvas Business Model: Customer Relationships

You're looking at how PepsiCo, Inc. keeps its massive customer base coming back for more, which is crucial when you consider their products are enjoyed over a billion times each day across 200 countries. The relationship strategy is clearly multi-layered, balancing broad reach with deep personalization.

Loyalty programs and targeted promotions to drive repeat purchases

PepsiCo, Inc. leans heavily on data-driven loyalty to secure repeat business, recognizing that shoppers, especially Gen Z and Hispanics, are highly motivated by rewards programs. Data from late 2024/early 2025 shows that 23% of shoppers check loyalty programs before shopping, and 48% check digital offers while in the store. To capture this, PepsiCo, Inc. runs regional programs; for instance, the KazandiRio app in Turkey has exceeded 10 million downloads and maintains 3 million monthly active users. Furthermore, technology integration has streamlined validation; the JOY customer rewards loyalty app uses AI-powered receipt capture to reduce purchase validation time from 7 to 11 days down to just a few seconds. This speed helps unlock cross-basket customer data for better targeting.

Here's a quick look at the scale and impact of some loyalty efforts:

Program/Metric	Data Point	Context
KazandiRio App Downloads	10 million+	Turkey loyalty program downloads.
KazandiRio Monthly Active Users	3 million	Active users for the Turkish loyalty app.
Purchase Validation Time Reduction	From 7-11 days to seconds	Using AI receipt capture in the JOY app.
Gen Z/Millennial Value Perception	73% view experiences as more valuable	Than tangible products, driving experiential loyalty.

Mass-market advertising and large-scale sports/entertainment sponsorships

To maintain top-of-mind awareness across the mass market, PepsiCo, Inc. commits significant capital to high-visibility placements. In 2024, the company invested $3.9 billion globally in advertising and promotions, covering media, promotional materials, and production costs. A cornerstone of this strategy is large-scale event sponsorship, most notably the Super Bowl Halftime Show, which provides massive viewership and helps reinforce the brand's youthful, energetic image. This widespread exposure is linked to sales boosts in key regions like North America and Europe. The company also uses data analytics to ensure these campaigns reach the right audiences on the best channels, maximizing the return on that substantial advertising spend.

Digital engagement via social media to connect with Millennials and Gen Z

Connecting with younger consumers means meeting them where they are digitally, which is increasingly on platforms like TikTok. PepsiCo, Inc. research indicates that 54% of consumers now rely on TikTok to discover new food and cooking ideas, making social media marketing a top priority. The focus is on interactive campaigns and experiences; for example, in Malaysia, a Lay's-branded TikTok Shop livestream session accounted for 70% of a group's Gross Merchandise Value (GMV). This focus drives direct sales, with PepsiCo, Inc. managing to draw over 30,000 monthly purchasers on that platform in Malaysia alone. The goal is to offer experiences that resonate, as 73% of Gen Z and Millennials view experiences as more valuable than physical products.

Key digital engagement statistics include:

• 54% of consumers rely on TikTok for food discovery.
• 73% of Gen Z/Millennials value experiences over products.
• One Malaysian TikTok livestream generated 70% of GMV.
• Over 30,000 monthly purchasers driven by TikTok in Malaysia.
• The 2024 global ad spend was $3.9 billion.

Dedicated sales teams for key retail and food service accounts

Managing relationships with its vast network of retailers and food service partners requires a highly efficient, data-empowered sales force. PepsiCo, Inc. serves more than six million customers globally. To elevate engagement and operational efficiency, the company is deploying Salesforce's Agentforce platform at scale. This deployment aims to empower sales teams to focus on strategic growth rather than routine tasks. Field service representatives gain real-time inventory visibility through tools like Consumer Goods Cloud, which helps ensure stronger in-store execution and optimized product stocking. This consolidation of data across approximately 100 contact centers globally aims to provide a 360° customer view, allowing frontline personnel to have a 'digested brief' on customer needs, enabling discussions to focus on high-value actions in just a couple of minutes.

The sales team empowerment focuses on:

• Gaining real-time inventory visibility for field reps.
• Streamlining Go-to-Market (GTM) and B2B processes.
• Empowering sales teams for deeper retailer engagement.
• Consolidating data from roughly 100 global contact centers.

Finance: draft 13-week cash view by Friday.

PepsiCo, Inc. (PEP) - Canvas Business Model: Channels

You're looking at how PepsiCo moves its massive portfolio of beverages and snacks from production to the customer's hand as of late 2025. The channel strategy is a complex mix, designed to maximize shelf presence for impulse buys and maintain control over execution, especially for the high-velocity snack business.

The company's commitment to Direct Store Delivery (DSD) remains a core strength, particularly for its Frito-Lay North America segment. This method gives PepsiCo tighter control over shelf space and execution, which is critical for maintaining brand visibility against competitors. Historically, DSD products accounted for about 24 percent of unit sales and 52 percent of retail profits in the grocery channel, according to prior Grocery Manufacturers Association research, a model PepsiCo continues to favor for key items.

For products that turn over less frequently or in certain international markets, PepsiCo relies on the traditional warehouse delivery model, where distributors or bottlers handle the final leg of the journey. This approach helps manage the logistics complexity and cost associated with lower-volume items or reaching more remote locations. The company is also actively working to integrate its North America beverage and convenient foods businesses under a 'One North America' structure to find operational synergies and cost reductions across these distribution methods.

The vast majority of sales still flow through established, large-format channels. PepsiCo maintains deep relationships with major retailers and grocers across the globe. While specific sales figures tied to individual retailers like Walmart or Kroger aren't public, the overall scale is evident in the company's top-line performance. For the twelve months ending September 30, 2025, PepsiCo revenue reached $92.366B.

The Away-From-Home (AFH) business, which covers foodservice, remains a vital channel. This includes placements in restaurants, schools, stadiums, and vending machines. PepsiCo is actively seeking innovative solutions to better measure the Return on Investment (ROI) of its Advertising & Marketing spend within this channel, indicating a focus on optimizing execution in these locations.

Finally, e-commerce and direct-to-consumer (DTC) are growing areas of focus, though they represent a smaller portion of the total revenue pie. The company utilizes e-commerce platforms and its own DTC channels, such as PantryShop, to meet evolving consumer demands for convenience and personalized experiences. The strategic importance of digital channels is underscored by the need to manage operational challenges posed by third-party digital providers.

Here is a snapshot of recent financial scale to frame the channel activity:

Metric	Value (Latest Available)	Period/Context
Net Revenue	$92.366B	Twelve Months Ending September 30, 2025
Net Revenue	$22.73 billion	Q2 2025
Gross Profit Margin	55.07%	Q2 2025
Projected Total Cash Returns to Shareholders	Approximately $8.6B	Fiscal 2025 Guidance

The execution across these channels is supported by specific operational strategies:

• DSD is used for superior retail execution and speed-to-shelf.
• The company is focused on integrating North America beverage and foods operations.
• International markets, like India and Brazil, show mid- to high-single-digit revenue growth, supporting overall channel stability.
• Productivity initiatives are expected to see a 70% increase in the second half of the year across the enterprise.
• The company is sharpening its price pack architecture to provide value across channels.

You should check the latest investor deck for the precise revenue contribution from the North America Beverage versus Foods segments, as this often dictates the channel mix emphasis.

PepsiCo, Inc. (PEP) - Canvas Business Model: Customer Segments

Mass-market consumers globally represent the foundation of PepsiCo, Inc.'s volume, though sales volumes fell 3% year-on-year in the third quarter of 2025. The total revenue for the twelve months ending September 30, 2025, stood at $92.366B. This segment seeks convenience and affordability, which is reflected in the company's strategy to balance price realization with volume growth going forward.

Health-conscious consumers are driving a strategic pivot, evidenced by innovation in functional hydration and zero sugar platforms. PepsiCo, Inc. is leaning into cleaner ingredients, with plans to relaunch major brands like Lay's and Tostitos to eliminate artificial colors and flavors by year-end and into next year. This focus on better-for-you options is supported by high-value acquisitions, such as the purchase of Poppi, the prebiotic soda company, for $1.95 billion in March 2025.

Young adults (18-34) and Gen Z are specifically targeted through modern soda options and functional beverages. Momentum is noted in the Pepsi brand volume and net revenue, alongside traction in zero sugar and flavor platforms within PepsiCo Beverages North America (PBNA). The company is also promising superior propositions in protein drinks launching in the fourth quarter of 2025 and early 2026.

Emerging market consumers are a key driver of resilient growth, continuing a long-term trend. PepsiCo, Inc.'s international business delivered 5% organic revenue growth in the first quarter of 2025, marking the 16th consecutive quarter of at least mid-single-digit growth. In the second quarter of 2025, international markets showed 6% organic revenue growth. Management expects performance in these regions to recover to mid to high mid-single digits into the end of 2025. Emerging markets like India delivered double-digit growth in the second quarter of 2025.

The structure of the business, which serves both direct consumers and large entities, is best illustrated by the operating profit contribution from its major geographic and division segments in 2024, which largely align with these customer groups:

Segment/Customer Group Focus	2024 Reported Division Operating Profit	Percentage of Total Core Operating Profit Mix
Frito-Lay North America (Mass-Market Snacks)	$6.6B	45%
International (Emerging Markets & Others)	$5.9B	40%
PepsiCo Beverages North America (Mass-Market Drinks)	$2.3B	15%

Large retail and foodservice businesses represent the B2B customer base, served significantly through the 'Away-from-Home' channel. PepsiCo, Inc. views expanding its away-from-home business as a major growth opportunity that is margin accretive for both food and beverage segments. This channel relies on high service levels, which normalized to 97-98% in the third quarter of 2025, improving fill rates and execution for these large partners.

PepsiCo, Inc. (PEP) - Canvas Business Model: Cost Structure

You're looking at the core expenditures that keep PepsiCo's vast global operation running, and honestly, it's a story of managing massive scale against persistent external pressures. The cost structure is dominated by the sheer volume of product that needs to be sourced, made, and moved. We see this pressure reflected directly in the Cost of Goods Sold (COGS), which the company reports as Cost of Sales.

For the third quarter ending September 30, 2025, the Cost of Sales hit $11.113 billion. This figure, when compared to the $23.94 billion in reported revenue for the same quarter, shows how significant input costs are to the bottom line. The Trailing Twelve Months (TTM) Cost of Goods Sold was $42.524 billion as of September 30, 2025. Management has definitely noted the challenging cost landscape in 2025, pointing to rising supply chain expenses and increased exposure to tariffs on global inputs as key drivers putting pressure on margins.

The company's efforts to combat this are centered on aggressive cost optimization. PepsiCo expects 70% higher productivity savings in the second half of 2025 compared to the first half, driven by procurement efficiencies and structural changes. This is a critical lever to protect profitability, especially since the Operating Margin for Q3 2025 was 14.9%, down from 16.6% in the prior year period.

Distribution and logistics are inherently expensive because of the Direct Store Delivery (DSD) network, which requires significant fixed and variable costs to maintain shelf presence. To address this, PepsiCo is advancing its integrated North America strategy, testing combined snack and beverage warehousing in Texas to streamline operations. Furthermore, the industry is seeing major capital deployment in this area; PepsiCo and Coca-Cola are collectively committing to a $20 billion investment to broaden distribution flexibility, aiming for a measurable drop in transport costs across volumes.

Maintaining brand equity requires substantial investment in marketing and sales. While specific advertising spend isn't broken out separately in the immediate data, it falls under the broader Selling, General, and Administrative (SG&A) umbrella. The TTM SG&A expenses ending September 30, 2025, totaled $37.649 billion, with the Q3 2025 figure being $9.122 billion. The current focus is on optimizing this spend for better Return on Investment (ROI) rather than outright cuts.

Labor and manufacturing costs are being addressed through structural adjustments. The productivity program explicitly includes workforce reductions and the closure of inefficient manufacturing nodes. PepsiCo confirmed the closure of two Frito-Lay facilities in Orlando, Florida, in late 2025, with an off-site warehouse closure planned for May 9, 2026. This aligns with the CEO's stated goal to solve for the demand of the future, not the demand of the past.

The productivity drive also incorporates SKU rationalization. CFO Jamie Caulfield noted that analyzing the portfolio reveals overlap on very small volume items, and cutting this "long tail" creates operational efficiency and improves customer service. This is a direct move to lower the cost-to-serve by simplifying the manufacturing and stocking complexity.

Here's a snapshot of the key cost components based on the latest available figures:

Cost Component	Period Ending September 30, 2025	Context/Driver
Cost of Sales (COGS)	$42.524 billion (TTM)	Commodity price volatility and tariffs.
Selling, General & Administrative (SG&A)	$37.649 billion (TTM)	Includes distribution, logistics, and marketing spend.
Q3 2025 Cost of Sales	$11.113 billion	Reflects input cost pressure in the quarter.
Q3 2025 SG&A Expense	$9.122 billion	Cost structure rightsizing in progress.
Productivity Savings Target	70% higher in H2 2025 vs. H1 2025	Driven by plant closures and workforce optimization.

The company is actively pursuing efficiency layers through these actions:

• North America Integration: Unifying nearly $30 billion in foods and beverages units for synergy.
• Automation Investment: Expanding automation in manufacturing, warehousing, and distribution.
• SKU Rationalization: Eliminating low-volume items to gain operational effectiveness.
• Distribution Modernization: Investing in regional hubs and dynamic routing to cut transport costs by an estimated 20-25% uplift in on-time performance.

Finance: finalize the impact analysis of the two announced plant closures on Q4 2025 fixed overhead by next Tuesday.

PepsiCo, Inc. (PEP) - Canvas Business Model: Revenue Streams

You're looking at the core engine of how PepsiCo, Inc. brings in the money, which is pretty straightforward: selling things people eat and drink. Honestly, the split between their two main divisions has been remarkably consistent for years, giving you a good baseline for forecasting.

The largest piece of the pie comes from their convenient foods division. Sales of convenient foods (snacks) generate approximately 55% of total revenue. This segment is anchored by powerhouse brands like Lay's, Doritos, and Cheetos, which keep the cash flowing consistently, even when beverage sales might face headwinds.

Sales of beverages (soda, water, sports drinks, juice) make up the remainder, which means this segment accounts for roughly 45% of the total top line. This includes everything from the core colas to Gatorade and Aquafina. The company is actively trying to shift this mix by acquiring faster-growing wellness brands, but the scale of the established portfolio means this 45% chunk is still massive in absolute dollar terms.

To give you a snapshot of recent performance, PepsiCo, Inc. reported Q3 2025 net revenue of $23.937 billion (GAAP). That figure reflects the combined strength across both food and beverage segments for that quarter. For the full-year 2025 outlook, management continues to expect organic revenue growth to be low-single-digit. That suggests a cautious but stable growth trajectory for the entire enterprise.

Beyond direct product sales, a crucial, though smaller, revenue stream involves the infrastructure supporting their global reach. This comes from licensing and franchise fees from international bottling partners. This stream is key because it shifts some of the capital investment and operational risk to local partners, while still capturing value from brand distribution outside of PepsiCo's direct control. For instance, the International Beverages Franchise segment saw its organic revenue decline by 1% in Q3 2025, showing that even this fee-based revenue is subject to local market dynamics.

Here's a quick look at how the two primary revenue drivers compare based on recent historical context:

Revenue Stream Category	Approximate Revenue Contribution (FY 2025 Est.)	Recent Segment Performance Context (Q3 2025 Organic)
Convenient Foods (Snacks)	55%	Reported 2.5% organic revenue growth in Q3 2025.
Beverages	45%	North American beverage revenue rose 2% in Q3 2025.
International Beverages Franchise (Fees/Concentrate)	Embedded within the above, but distinct stream	Segment organic revenue declined 1% in Q3 2025.

You should keep an eye on a few specific drivers that feed into these revenue streams:

• Full-year 2025 organic revenue growth guidance: low-single-digit increase.
• Q3 2025 reported net revenue: $23.937 billion.
• Snack segment's contribution to total revenue: approximately 55%.
• Beverage segment's contribution to total revenue: approximately 45%.
• International business momentum: continued strength cited by management.

Finance: draft 13-week cash view by Friday.