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M987Z226
Outline
Company background: Nestle Italy The Italian consumer key trends Coffee consumption: Italy compared with other countries Coffee industry in Italy: structure and evolution Nestle in Italy Marketing strategy options
Company background
Nestle SA is one of the worlds leading industrial groups, starting point with infant food product. It also is the worlds leading producer of instant coffee and is the major buyer of raw coffee. Launched in 1938, was adopted by all the armed forces.
Nestle Italy
Nestle Italy is a Milan-based company operating in over 10 different industries. In Italy, Nestle coffee were sold under the brand Nescafe Classic, Gran Aroma and Nescafe Relax. The main marketing were on above the line advertising and sales promotion.
Key trends
Increased % of Senior citizen Increased number of Women in the workforce Increased International mobility Changes in the ethnic composition of the population Rising level of education&culture among the population
Consumption
Bar Locations 31% of bars are located in Piemonte, Liguria, Valle D'Aosta, and Lombardia, while 25.2% are located in Trentino, Friuli, Veneto, and Emilia Romagna. 22.5% of bars are concentrated in Toscana, Marche, Umbria and Lazia, whereas only 21.3% of bars are located in the largest region encompassing Abruzzi-Molige, Campania, Puglia, Basilicata, Calabria, and Sicilia.
Drink Distribution
Bars average sales of 230.3 cups a day: (59.8% are sold as espressos, 13.5% are sold as cappuccinos, 12.3% are sold as correttos, 9.9% are sold as macchiattos, 4.5% are ecaffeinated coffees)
Coffee Imports
The most countries represented in Italy's Imports: Brazil 30.41% Indonesia 11.96%, Ivory Coast 11.69%, Zaire 7.91 %, Cameroon 7.57%, Colombia 3.89%, Paraguay 3.16%, Haiti 2.93%, Kenya 2.83%, Ethiopia 2.36%, Tanzania 2.32%, Guatemala 2.08%,
Industries structure
1988, comprising about 750 companies with 7,200 workers. The first 4 companies held about 42% market share of total with sales volume expected to grow at 2% per year. With low entry barriers, large companies which buy raw coffee form the foreign countries gain advantages from economies of scale. However, depending on foreign raw coffee also makes companies face to difficult problems and makes it even more important to realize economies of scale in purchases.
Main Competitors
Lavazza SpA of Turin Segafredo-Zanetti SpA of Bologna Crippa & Berger SpA of Milan Procter & Gamble Italia Illy Caffe` of Trieste Consorzio Sao Caf Caf do Brasil
Nestcafe in Italy
Instant coffee was introduced into Italy in 1962 Nestcafe different formulation: Degree of roasting, the type of solubilization, the raw materials used Italian market: specific and deep-rooted coffee culture Nestle objective: perceived as real coffee Marketing decision: aiming at overcoming the inevitable suspicions of a coffee that was simultaneously good, convenient and easy to use effort to affirm the goodness and quality of Nestcafe with Italian coffees
Figures
Wholesalers = 85% retail price Var. manufacturing costs = 37.5% retail price Gross operating profit = 47.5% Sales & distribution costs = 15.3% Operating profit = 32.3%
Nescafe brand awareness was high(83%) Total market share was 1.4% Market penetration was 14% Sales was concentrated in some big cities and in the North of Italy
(-)sales would barely pay back the initial investment needed for entry and distribution of the product.
(-)significant switch from espresso to Nescafe in coffee shop was very unlikely
Optimal option
Positioning for younger and more cosmopolitan as the international coffee beverage (+) Main target for next 5 years (+) Younger people pprecitate Nescafe the chance to emphasize as milk modifier and new, less-caffeinealternative coffee (+) The major Nestle food products should become standardized by the 1990s, at least in European market. (+) Significant benefits for Nestle (+) Growing transnational consumers segment that travelling, living all over the world, achieving universal consumption habits
Question 1: Which of the four options outlines in the case would you adopt and why? Is there yet another, even better alternative?
Its Option 3. Because The younger peoples appreciation of Nescafe was an opportunity to emphasize the product both as a milk modifier and as a new less-caffeinealternative coffee
Q2: What would be the target segments, proposed positioning and promotion, pricing and distribution strategies
For overview of marketing strategies of leading companies, the family segment is the target segment with nearly 70%. They create a good image in CHR to contribute its image in the family segment. Besides, they develop their product with different size of packages (200-250-400500 gram bags) for family to easily choose the suitable one. The promotion programs are also frequently made for retail customers.
Q3: What would be the advertising copy strategy and the budget to invest on the relaunch of Nescafe?
Copy strategy is the thinking behind the creation of your advertising and it has 3 key elements: consumer benefit, reason to believe and brand character. Nescafe should keep the train advertising success with the perception of prestige and reliability. Furthermore it should express the benefit of consumer when using Nescafe aiming at the new positioning strategy of younger people. The budget to invest is base on: (1) percentage of sales or profits ; (2) Unit of sales; (3) Objective and task
Q&A