Tag Archives: product positioning

PepsiCo Buys SodaStream

The beverage market is in a fight to maintain – and grow – market share of soft drinks. And, as sales of soft drinks slow, the beverage industry has been looking for new paths. One recent deal concluded by Coca-Cola was to buy U.K.-based coffee company Costa, giving it entry into the hot drink market. And now PepsiCo has announced that it is buying do-it-yourself carbonation company SodaStream International.

Unlike sugary soft drinks, SodaStream has taken advantage of the growing market for seltzer beverages. Consumers like that seltzers do not have sugar and are calorie-free. This gives consumers drinks that are healthier than the traditional soda drinks. Plus, the do-it-yourself carbonated drinks can be tailored for individual tastes with different fruits and flavors added to the drinks.

According to Beverage Marketing Company, sales of seltzer has increased nearly 42% in the past five years, while soda consumption is at a 31-year low (according to Beverage Digest). SodaStream now has 12.5 million customers, up from 4.5 million in 2012, and sales have increased 31% this year. The product appeals to consumers who are looking for healthier, more environmentally friendly types of drinks.

The beverage war continues. What will happen next?

Group Activities and Discussion Questions:

  1. Discuss the four primary marketing strategies: market penetration, market development, product development, and diversification.
  2. Show a brief video about the purchase: https://youtu.be/Idmv5onpbSs
  3. Have students view PepsiCo’s product assortment: https://www.pepsi.com
  4. Show SodaStream web site: https://sodastream.com/
  5. Which strategy is PepsiCo using by purchasing SodaStream?
  6. Divide students into teams. Have each team select one of the four different strategies and explain why that strategy could be used to market SodaStream.
  7. Have each team determine the marketing mix (4Ps) to support their strategy choice.
  8. Debrief the exercise.

Source:  Washington Post, New York Times, Fortune, CNBC, TIME, and other news outlets

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Cold and Hot: Coca-Cola and Coffee

While we in the U.S. might not be familiar with U.K.-based coffee company Costa, it has almost 4,000 stores, including several hundred in China, and is the third largest coffee brand in the industry (behind Starbucks and McDonalds). Costa was recently acquired by Coca-Cola for $5.1 billion. Why? Simply stated: because purchases of soft drinks are down, and coffee consumption is up. Coca-Cola’s earnings have gone from $14 billion in 2013 to under $9 billion in 2017. According to Euromonitor, coffee sales are forecast to grow 15.6% by 2022.

To date, Coca-Cola’s products have included soft drinks and water products including Coca-Cola, Sprite, Fanta, Diet Coke, Coca-Cola Zero, Coca-Cola Life, Dasani, Minute Maid, Ciel, PowerAde, Simply juice beverages, Coca-Cola Light, Fresca, Smart Water, Fuze, Honest Tea, and more, including several alcohol products in Asia. However, the company has not had a hot-drink in its product mix, nor has it had a significant retail footprint.

Competition will be fierce. In addition to Starbucks, McDonalds, and others, there is Nestle which owns Nescafe instant coffee and Blue Bottle (which has exclusive rights to Starbucks packaged coffee and tea. Another competitor is JAB (European conglomerate) which owns Peet’s Coffee and Keurig. For Costa, the deal will help strengthen the brand and expand into new geographies.

The coffee battle has begun.

Group Activities and Discussion Questions:

  1. Discuss the four primary marketing strategies: market penetration, market development, product development, and diversification.
  2. Have students view Coca-Cola’s products: https://www.coca-colacompany.com/brands/product-description
  3. Show video about purchase: http://fortune.com/2018/08/31/coca-cola-costa-coffee-whitbread-hot-drinks/
  4. Show Costa Coffee Web site: https://www.costa.co.uk/
  5. Which strategy is Coca-Cola using for Costa Coffee? Why?
  6. Divide students into teams. Have each team select one of the four different strategies and explain why that strategy could be used to market Costa Coffee.
  7. Have each team determine the marketing mix (4Ps) to support their strategy choice.
  8. Debrief the exercise.

Source:  New York Times, Fortune, CNN, Telegraph, and other news outlets

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Billie Body Brand – No More Pink Tax!

Why is it that many products that are quite similar in scope and use cost more when sold to women compared to men? It’s sometimes referred to as the “pink tax” when women are charged more than men for feminine products and general services. According to a study done by New York City in 2015, girl’s clothes cost 4% more than boy’s clothes, women pay 7% more than men for accessories such as bags and watches, 8% more than men for clothing, and 13% more than men for personal care products.

Enter Billie – a company that offers a direct-to-consumer product line of female-focused razors, shaving creams, and lotions developed – and priced – for women. One might think of it as the female equivalent of male-focused Dollar Shave Club, but according to Billie’s founders, it really wants to be a friend to its customers and be considered a body brand. It offers a subscription service of razors delivered every one, two, or three months at a price point of $9.00, including free shipping.

Billie makes a point of listening to its customers and forging relationships. They try to treat customers as friends and be helpful and in tune. Billie doesn’t want to tell women how they should look, but do want women to have a choice and provide an affordable solution designed specifically for women.

No more pink tax!

Group Activities and Discussion Questions:

  1. Discuss the stages in
  2. The New York City study report: http://www1.nyc.gov/assets/dca/downloads/pdf/partners/Study-of-Gender-Pricing-in-NYC.pdf
  3. View
  4. View Billie’s story: https://youtu.be/810UnL8ZTNk
  5. View Billie Web site: https://mybillie.com/
  6. Discuss competition: what are the direct competitors for this product? Indirect competitors?
  7. Divide students into teams. Have each team compare one of Billie’s product with a competitive product. What are the points of difference?
  8. Draw a positioning map for Billie.

Source: Brady, S. (8 May, 2018). Making mundane magic: 5 questions with Billie co-founder Georgina Gooley. Brandchannel.com

 

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