...Case study : How IKEA adapted its strategies to expand & become profitable in China Executive Summary: IKEA is known globally for its low prices and innovatively designed furniture. In China, however, it faced peculiar problems. Its low-price strategy created confusion among aspirational Chinese consumers while local competitors copied its designs. This case study analyses how IKEA adapted its strategies to expand and become profitable in China. It also assesses some lessons the company learnt in China that might be useful in India, where it plans to open its first store by 2014 and 25 stores in 10 to 15 years. Swedish furniture giant IKEA was founded by entrepreneur Ingvar Kamprad in 1943. He began by selling pens, wallets and watches by going door to door to his customers. When he started selling his low-priced furniture, his rivals did everything to stop him. Local suppliers were banned from providing raw material and furniture to IKEA, and the company was not allowed to showcase its furniture in industry exhibitions. What did IKEA do? It innovated to stay in business. It learnt how to design its own furniture, bought raw material from suppliers in Poland, and created its own exhibitions. Today, IKEA is the world's largest furniture retail chain and has more than 300 stores globally. In 1998, IKEA started its retail operations in China. To meet local laws, it formed a joint venture. The venture served as a good platform to test the market, understand local needs...
Words: 1932 - Pages: 8
...KISII UNIVERSITY-NAIROBI CAMPUS SCHOOL OF BUSINESS AND ECONOMICS COURSE TITLE: MARKETING MANAGEMENT COURSE CODE: MBAD LECTURER: BETSY SINDANI NAME: OMBASA ERIC OMINGO REG.NO: CBM12/10183/15 TASK: ASSIGNMENT DATE:29TH OCTOBER 2015 SIGN:____________________ [pic] KISII UNIVERSITY The University Marketing Plan OCTOBER 2015 Table of Contents Table of Contents i Executive Summary 2 History and Background 3 Vision & Mission 3 CORE VALUES 3 SWOT ANALYSIS 3 FOUNDATIONAL MARKETING OBJECTIVES 5 MARKETING GOALS AND STRATEGIES 6 Goal 1: Maintain Strong Enrollment 6 Goal 2: Continue to Grow Kisii University’s Academic Reputation 6 Goal 3: Strengthen and Broaden Brand Awareness 7 Goal 4: Maintain Brand Consistency 8 GOAL 5: Extend the reach and depth of the university by developing strategic programs and collaborations. 8 Summary 9 Executive Summary At Kisii University, the marketing process is a logical extension of the marketing planning process. Marketing encompasses the continuum from making decisions about which academic programs will be offered to providing those programs at a place and rate students are willing and able to access them. The marketing plan of the University outlines critical marketing strategies and the communication methods used to assist in accomplishing institutional...
Words: 1937 - Pages: 8
...D052 School Of Business Management, NMIMS, Mumbai, India The project aims to decipher how effectively Coca Cola Company has leveraged consumer behaviour in India. We have considered the challenges that India poses for the marketing of globally produced FMCGs (fast moving consumer goods) followed by observation of how the marketing of Coca Cola has been tailored for the Indian context and on its relative successes. Cultural Factors: Culture is the fundamental determinant of a person’s wants and behaviour (Philip Kotler). India has always been known for its cultural diversity. With a variety of cultures in India, Coca Cola faced a challenge in how to target across the cultural lines. Initially, they made the mistake of focusing on the American way of life but they realized their mistake quickly and started researching the Indian market in detail. They found that the 3A’s of availability, affordability and acceptability needed to be employed. Also, affordability was the biggest driver for desirability. Culture: Coca Cola discovered that the values of kinship and togetherness were universal across all cultures in India. So they decided to market coke as a drink for family get-togethers and parties. To achieve this, Coca Cola came up with a marketing campaign that showed Aishwarya Rai solving a feud between her parents with a Coke singing “Pyar me kabhi kabhi aisa ho jata hai, saath me thanda ho settle ho jata hai…”. Recently, Coca Cola launched “Saath Khao Khushiyan Badhao”...
Words: 2696 - Pages: 11
...ESMT–309–0096–1 ES0961 March 27, 2009 ESMT Case Study Celtel Nigeria: Towards serving the rural poor (A) Introduction In mid–2007 Celtel Nigeria was the second largest mobile telecommunications company in the Nigerian market with a 28 percent market share and subscriber base of approximately eight million. The company had experienced considerable success in serving Nigeria’s cities and larger towns, but had only recently shifted its attention to serving poorer consumers in rural areas—a massive but as of yet under tapped market. But this shift from urban to rural had not been easy, and although some 50 percent of Nigeria’s population lived in rural regions the challenges of reaching them sometimes seemed overwhelming. The absence of a reliable national electricity grid meant that the company’s rural telecommunications towers had to be run on diesel generators, resulting in high maintenance and diesel fuel costs. Theft and vandalism of expensive communications equipment and generators This case study was written by Jamie Anderson of TiasNimbas Business School and Martin Kupp of ESMT European School of Management and Technology. Sole responsibility for the content rests with the authors. It is intended to be used as the basis for class discussion rather than to illustrate either effective or ineffective handling of a management situation. Copyright 2009 by ESMT European School of Management and Technology, Berlin, Germany, www.esmt.org. All rights reserved. No part...
Words: 6761 - Pages: 28
...English Wine Week Direct and Digital Marketing Plan Team Sunflowers - Team code 2114-03. Team code 2114-03. Executive Summary For English Wine Producers we propose the following objectives to get the most out of their English Wine Week: • • • • Increase the number of visitors attending the vineyards during the week To sell at least 65,000 bottles throughout the week To create a functional database upon which consumer data can be used in the future Increase awareness of the week through promotional activities A specific action plan is set to meet the objective targets. All activities will be through off-trade retailers and targeting consumers in the ABC1 categories predominately in the South East of England. Due to targeting these consumers we aim to create a premium perception of our product to take advantage of slumps in sales of Champagne. We aim to generate a vibe of interest from our campaign, advertising and events in which people want to get more involved with wine and events orientated around it. For instance through our created app GPS will locate local wine events, vineyards and merchants that sell English wine, and customers will be able to use this at will. Currently English wine have 1785 consumer details from details given to them from vineyards. Database software will be purchased so that EWP can collect data from their consumers so that in the future they are able to retain the consumers. The media which will be used has been selected as we feel that...
Words: 9012 - Pages: 37
...“IKEA – A Long March to the Far East” Global Strategic Marketing Case Study Table of Contents 1 Introduction to the case 2 2 Critically and systematically analyse the global strategic advantages of IKEA 3 2.1 Branding , designer appeal 3 2.2 Critical mass, low cost, low price 3 2.3 Quality, green credentials 3 2.4 Global appeal, local sensitivity 3 3 What were the key challenges that IKEA faced in a) China and b) Japan? 4 3.1 Key challenges faced by IKEA in China 4 3.1.1 Cultural 4 3.1.2 Structural 4 3.2 Key challenges faced by IKEA in Japan 4 4 Critically discuss the marketing strategies used to address the challenges the company faced in China and in other markets. 6 4.1 China 6 4.2 Other markets 7 5 Discuss and justify what IKEA’s marketing strategies should be in the future in these two markets. 8 5.1 China 8 5.2 Japan 8 6 Conclusions 9 7 Bibliography 10 1 Introduction to the case From humble origins in the woods of Sweden in 1926, IKEA has developed into a major retail experience in 41 countries / territories around the world, with a current turnover of €23.1 Billion (IKEA, 2010). This case study explores the establishment and development of IKEA’s retail ventures in China and Japan – its first moves outside westernised countries and its first significant retail activity in Asia, despite substantial sourcing activity in the region, and discusses how IKEA might continue its market development...
Words: 2661 - Pages: 11
...the planet Passion for quality 5 HEINEKEN | Brewing Great Beers, Building Great Brands Heineken®, our flagship brand, is the world’s leading international premium beer Desperados, Sol, Affligem and Strongbow Apple Ciders complement our global brand portfolio Altogether, we have over 250 international premium, regional, local and specialty beers and ciders in our portfolio Passion for quality and Innovation are at the heart of how we build great brands and delight our consumers 6 HEINEKEN | A Long and Proud History & Heritage 1864 The Heineken Family enters the beer business 1869 We switch to bottom fermentation: clearer, purer, long lasting beer 1886 Dr. H. Elion cultivates the Heineken A-yeast => unique flavour 1889 We are crowned at the Grand Prix Paris for quality, focused innovations 7 HEINEKEN | A Long and Proud History & Heritage 1928 Early stages of unique advertising and becoming truly international 1929 HEINEKEN moves into Asian markets 1933 Heineken® is the first import beer to the US after Prohibition is repealed 1954 1968 Alfred Heineken begins HEINEKEN acquires ‘Beer Can Travel’ global Amstel Brewery marketing strategy 8 HEINEKEN | A Long and Proud History & Heritage 1982 Production transfer from Amsterdam to Zoeterwoude in the Netherlands 2003 Acquisition of BrauBeteiligungs A.G. (BBAG)...
Words: 3215 - Pages: 13
...quality 5 HEINEKEN | Brewing Great Beers, Building Great Brands Heineken®, our flagship brand, is the world’s leading international premium beer Desperados, Sol, Affligem and Strongbow Apple Ciders complement our global brand portfolio Altogether, we have over 250 international premium, regional, local and specialty beers and ciders in our portfolio Passion for quality and Innovation are at the heart of how we build great brands and delight our consumers 6 HEINEKEN | A Long and Proud History & Heritage 1864 The Heineken Family enters the beer business 7 1869 We switch to bottom fermentation: clearer, purer, long lasting beer 1886 Dr. H. Elion cultivates the Heineken A-yeast => unique flavour 1889 We are crowned at the Grand Prix Paris for quality, focused innovations HEINEKEN | A Long and Proud History & Heritage 1928 Early stages of unique advertising and becoming truly international 8 1929 HEINEKEN moves into Asian markets 1933 Heineken® is the first import beer to the US after Prohibition is repealed 1954 1968 Alfred Heineken begins HEINEKEN acquires ‘Beer Can Travel’ global Amstel Brewery marketing strategy HEINEKEN | A Long and Proud History & Heritage 1982 Production transfer from Amsterdam to Zoeterwoude in the Netherlands...
Words: 3215 - Pages: 13
...experiential, Internet - microsites, widgets, Mobile and apps, Outdoor, out-of-home, Point-ofpurchase, in-store media, Print - general, unspecified, Sales promotion, Social media, Sponsorship - event or property Media budget: Up to 500k Executive summary Corona Extra is one of the world's largest producers of export beer, renowned for the beach and good times with friends. But sales in Asia were stagnant. Competing with beer brands that capitalised on a status-driven lifestyle, Corona had to create distinction in a same-same category to gain share of throat. Corona's laid-back approach to life did not naturally resonate with local consumers. On top of that, Corona faced other challenges: limited distribution network, comparatively smaller marketing budgets, and a price of entry three times higher than the industry average. It was time to make Corona's causal lifestyle promise relevant. To do this, Corona revealed the paradox that young, ambitious drinkers were constantly facing: a hunger to win the race for more, while still craving a more 'authentic' and simple lifestyle. To give its drinkers permission to seek out more meaningful moments, Corona launched 'Let The World Wait' in 14 markets across the region. In doing so, Corona gave...
Words: 1996 - Pages: 8
...Management Development Institute, Gurgaon MARKETING PLANNING Study on ‘TATA NANO’ Submitted By : Aabid Bains (15P001) Arti Jain (15P011) Gautam Bindlish (15P021) Mayank Rajput (15P031) Rohit Gupta (15P041) Siddharth Gupta (15P051) INDEX Chapter No. Section-1 1 2 3 Section-2 4 5 Section-3 6 Chapter Name Page Number Preface The Curious Case of Tata Nano SWOT and PEST Analysis 3 4 6 Porter’s Five Forces Analysis Analysis of Consumer Behavior 11 14 Positioning Strategies 20 2 CHAPTER : 1 PREFACE The project aims at building a comprehensive understanding of how a company decides its marketing strategy and answer associated questions such as pricing, promotion and positioning of the product. Post launch, the effectiveness of the marketing strategy and performance of the product is also to be analyzed. The project also aims to analyze the decision-making process, purchase behavior and buying patterns from the perspective of the consumer. We will consider the dynamic market environment and changes at the micro and macro levels in the economy which affect the automobile sector 3 CHAPTER : 2 The Curious Case Of TATA Nano Introduced in January 2008 and launched in March 2009, TATA Nano was the most awaited launch of the year or perhaps the decade for the automobile industry. TATA MOTORS invested heavily in the project, not only financially but also as a brand. They were going to build an affordable “Rs...
Words: 6960 - Pages: 28
...F.T.C. v. H.J. Heinz Co. United States District Court for the District of Columbia, 2000. 116 F. Supp. 2d 190; 2000-2 Trade Cases (CCH) ¶73,066. The Federal Trade Commission seeks a preliminary injunction pursuant to Section 13(b) of the Federal Trade Commission Act, 15 U.S.C. § 53(b), to enjoin the proposed merger of the baby food divisions of H.J. Heinz Company and Milnot Holding Corporation ("Beech-Nut"). . . . I. BACKGROUND A. Market overview Four million infants in the United States consume 80 million cases of jarred baby food annually, representing a domestic market of $865 million to $1 billion. There are only three major manufacturers and distributors of jarred baby food in the United States: Heinz, Beech-Nut, and Gerber Products Company. Gerber is by far the largest domestic manufacturer. It enjoys, and has enjoyed for some 40 years, a dominant market share that has recently grown to between 65 and 70 percent. The Gerber market share is now 65 percent, the Heinz share 17.4 percent, and the Beech-Nut share 15.4 percent. . . . Heinz's domestic baby food products are manufactured at its Pittsburgh, Pennsylvania plant, which was recently updated at a cost of $120 million. The Pittsburgh plant now operates at 40 percent of its production capacity and produces 12 million cases of baby food annually. . . . Beech-Nut manufactures all of its baby food in Canajoharie, New York, at a manufacturing plant that was built in 1907 and began manufacturing baby food in 1931. The plant...
Words: 4283 - Pages: 18
...TUI University MKT501 - Strategic Marketing Module 5 SLP Dr. Darlene Jaffke INTRODUCTION Wal-Mart Stores, Inc. The company I choose to write about is Wal-Mart Stores Inc. Wal-Mart Stores, Inc. is an American public corporation that runs a chain of large, discount department stores. It is the world’s largest public corporation by revenue. Wal-Mart is a household word in the U.S., but it is quickly becoming a well-noted name in the international realm. Wal-Mart is one of the leading multinational and multibillion dollar companies in the US for most sale and most employees. They focus on low prices and making sure everyone is treated like family. The Wal-Mart story began in 1962, when Sam Walton opened the company’s first discount store in Rogers, Ark. Five years later, there were 24 Wal-Mart stores in Arkansas ringing up $12.6 million in sales. Wal-Mart employed 1,500 Associates working in 38 stores, with sales of $44.2 million. In 1970, Wal-Mart also began selling shares over the counter as a publicly held company. In 1991, Wal-Mart became an international company when they opened a Sam’s Club near Mexico and Wal-Mart international was created. By the year, 2006 Wal-Mart weekly customers had grown to more that 176 million around the world with 6,779 locations. Wal-Mart has had records sales of over $345 billion. Wal-Mart increased its ownership stake in Seiyu in Japan to 53 percent and its ownership of Carhco to 51 percent renaming the company Wal-Mart Central America. While...
Words: 4684 - Pages: 19
...We are HEINEKEN Company Presentation 2013 | Heineken NV | Heineken Holding NV HEINEKEN: A leading global brewer with excellent growth platforms Second largest brewer in the world by revenue1 A highly diversified emerging market footprint Heineken®, the world’s leading international premium beer Heineken® available in 178 countries Highest beer brand equity in the world2 Diverse product portfolio More than 250 international, regional, local and specialty beers and ciders Leading brewer and largest beverage distributor in Europe A broad geographic footprint Excellent spread of profits and cash flow 2 1 Inclusive of APB Pro-forma 2012 2 Millward Brown: BrandzTM Global Equity Study 2012 HEINEKEN through the years A proud, independent global brewer 1864 1939 Gerard Adriaan Heineken acquires his first brewery in Amsterdam, Netherlands HEINEKEN is listed on the Dutch Stock Exchange 1865 – 1938 Import to Africa and USA, expansion in Western Europe and entry into Asia Pacific 3 2002 – 2007 2009 Expansion in Central and Eastern Europe 1940 – 2001 Expansion in Africa, and Americas 2008 Acquisition of Scottish & Newcastle 2010 The Heineken Africa Foundation is launched 2012 Acquisition of FEMSA beer business in Mexico and Brazil 2009 Joint ownership of India’s No. 1 brewer United Breweries Limited 2011 Acquisition of five breweries in Nigeria and two in Ethiopia ...
Words: 2245 - Pages: 9
...| Heineken: Road to the Final | | | 1. INTRODUCTION Beer is world’s number one consumed alcoholic beverage suitable for different consumption areas such as home, restaurants, night clubs, bars, beaches etc. Beer’s worldwide popularity makes brewing industry one of the largest global industries in the world. More than 140 billion liters are sold per year generating revenues of more than $490 billion by 2013. Beer consumption differs for various countries. Czech Republic is leading the consumption with the average of 132 liters per capita. Germany, Austria, Ireland and Canada are the countries following the Czech Republic with the consumption over 100 liters per capita. Considering the global popularity of beer, there are countless brewery companies all around the world. 2. COMPANY PROFILE Heineken is a Dutch brewing company which was founded in 1864 by Gerard Adriaan Heineken in Amsterdam. The company owns around 200 breweries in more than 70 countries. Heineken is the 3rd largest brewer in the world by producing almost 140 million hectoliters of beer yearly. The company holds more than 250 brands globally including Amstel, Birra Moretti, Cruzcampo, Deperados, Dos Equis, Foster’s, Newcastle Brown Ale, Ochota, Primus, Sagres, Sol, Star, Tecate, Zlaty Bazant and Zywiec. It also produces ciders under the brands Strongbow Gold and Bulmer’s. Operating all around the world, Heineken divides its operations into 5 global districts: Western Europe, Central and Eastern...
Words: 1959 - Pages: 8
...Country Focus - India India is the most populous democracy in the world with nearly 1.2 billion people. Its economy grew 9.4% in the first half of year 2010 and is forecasted to grow 9.7% for the year by IMF (Businessweek). On the one hand, India possesses young and growing workforce, rising income levels and a domestic driven economy that are attracting global investors, on the other hand, issues like rising inflation and poor infrastructure continue to hold back the economy. Workforce: India has one of the highest numbers of working people in the world. In year 2010, India’s labor force counted to 478 million people second to China which has around 820 million. Young and growing workforce is the driving force behind Indian economy. According to a recent report by United Nations, working population in India is expected to grow by 46% between year 2000 and 2025 (United Nations). Growing Indian middle class along with large number of English speaking people is fueling the growth of service industry in India. Income Levels: India’s GDP per capita, PPP adjusted, stood at US$ 3400 for the year 2010 (CIA , 2010) which is relatively low even when compared to other developing countries in the region (China US$ 7400 PPP adjusted) (CIA , 2010). The unemployment rate was as high as 10.8 % for year 2010 and 25% of its population still stays below poverty line (CIA , 2010). Infrastructure: This is one of the most critical issues that pose a threat to the development of Indian...
Words: 2431 - Pages: 10
