Professional Documents
Culture Documents
&
Table of Contents
A) EXECUTIVE SUMMARY:
Page #
EXECUTIVE SUMMARY
BRIEF HISTORY
VISION STATEMENT
MISSION STATEMENT
STRATEGIC GOALS
B) SITUATION ANALYSIS:
EXTERNAL ANALYSIS
INDUSTRY ANALYSIS
COMPETITIVE ANALYSIS
10
MARKET ANALYSIS
14
20
INTERNAL ANALYSIS
SWOT ANALYSIS
22
CURRENT STRATEGY
23
CORPRATE CULTURE
25
C) STRATEGIC ANALYSIS
KEY STRATEGIC ISSUES (SCA)
27
28
29
29
D) STRATEGIC RECOMMENDATION
FIVE YEAR ANNUAL OBJECTIVES
30
A) EXECUTIVE SUMMARY:
Gourmet a name that needs no introduction at least for the people
living in Lahore, with over 85 outlets throughout the city and still
growing in numbers they are referred to as undisputed leader in
Bakers and confectioners in Lahore. Keeping hold of their image in the
bakers and confectioners field they also entered the beverage industry
by first launching Mineral water giving Nestle a serious headache and
then by launching carbonated drink successfully.
The successful launch of gourmets carbonated drinks the industrial
analysis showed that the trend for juices is on a high because of
increase awareness of health consciousness among people. Taking this
into account and cashing onto the repute that gourmet has established
will surely going to help a lot. The competitive analysis identified that
the intense competition within the industry as the industry has some
humongous names in it (Pepsi, Coke, Nestle etc). Then applying
Porters five forces to the Pakistani beverage industry gave us a view
of the potential attractiveness in terms of profitability of the industry.
By doing PEST analysis we learnt that although the political situation of
the country is not very good but the GDP and per capita income has
increased and raised demand of FMCGs. Also awareness about health
consciousness has increased a lot and people are accepting juices as a
social drink rather than a child drink and there are no technological
barriers to enter the industry as well. Then the SWOT analysis
reflected that the industry is full of opportunities obviously with some
weaknesses and threats but these using our current strengths these
opportunities can also add up to our strengths and overcome our
weaknesses. At the end the strategies for launching juices will be quite
similar that were used while launching carbonated drinks. The juices
will initially be launched only in flavors that are commonly accepted by
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the public (orange, apple, pineapple, mango and mixed fruit). Will be
delivered to the customer in three different sizes 250ml, 500ml and
1liter and initially be sold only on gourmet outlets. Penetration pricing
strategy will be used with different pricing methods. Competition base
pricing strategy will be applied on 250ml juices for the other ranges
cost plus strategy will be used to get hold of the market. Along with
these strategies and the competitive advantages such as quality, price,
distribution and brand image it seems to be a fruitful venture. But
incase it doesnt work out as planned a contingency plan is also there,
in which the juices will be distributed
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Brief History
The word gourmet is from the French term, defined as "refined and
uncontrolled love of good food". Gourmet is an industry classification
for high-quality premium foods in the United States. Gourmet may
describe a class of restaurant, cuisine, meal or ingredient of high
quality, of special presentation, or high sophistication. Gourmet food is
characterized by high quality, accurate preparation, and artistic
presentation. This name gourmet was suggested by his daughter
who is living in America.
Gourmet Bakers and Sweets is the largest food retail chain of
Lahore. It is based in Lahore, the second largest city of Pakistan
known for its traditional foods and passion for eating. It was started
with a single outlet in Ichra in 1987 by Mr. Muhammad Nawaz
Chathha, in the begging they did not get good response which resulted
in shut down. He again started in 1992 at different place at Muslim
town, and Gourmet did not look back since then.
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segments
which
come
under
beverage
industry
are:
carbonated drinks, fruit juices and mineral water; for the purpose of
this study, we are confined to the fruit juice segment.
Currently in Pakistan, there are 34 fruit juice/ pulp processing units
and a number of small units in the informal sector are working. The
present installed capacity is estimated around 800,000 metric tons per
annum with a demand for juices growing at a combined annual growth
rate of 31%. The fruit juice industry reported sales of 11.32 billion
Rupees in year 2007.
-6-
The canned juice market initially covered brands like Nestle, Pulpy
Minute Maid, Shezan and many others. These were fruit juices and
nectars and not drinks. But they did not make a mark in the market
due to reasons such as high price, unattractive packaging and lack of
right promotion program.
Nestle started its business in Pakistan in 1988, and since then its juice
market in increasing day by day right now there are only a few
companies in Pakistan which has a great market value and are the
best selling people.
In the early 80s only 20% of the whole population had the knowledge
of Natural flavor. From 1990 to 2000 media played western culture
played an important role in the awareness of people and people
started using the Juices.
Traditionally, fruit drinks in Pakistan were aimed at children, but these
days the fruit juice manufacturers are focusing on young generation.
The nutritive value of real fruit beverages is far greater than that of
synthetic products, which are being bottled and sold in large quantities
throughout the country. The companies working in this industry will
have to organize various promotional activities from time to time
mainly to educate the consumers about packaged fruit juice, that it is
as pure and nutritious as fresh juice.
Slowly but surely packaged fruit juices are getting recognized as social
drinks now, with dominant consumption being observed in the
company of family and friends. Consumers are starting to perceive
fruit juices at home in 1 liter packs. People have started to perceive
fruit juices as anytime beverages, with consumption being spread
more or less evenly between the mid mornings, afternoons and
evenings.
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MAJOR PLAYERS:
NAME
Nestle
Fresh Juices
Shezan
Indus Fruit Juices
Tops Foods & Beverages
Shaheen Foods
Malik Food Industry
NAME
Fruit Sap
Pakistan Fruit Juices
Kamran Distributors
Popular Food Industry
Mitchells
Benz Industries
Competitive Analysis:
The beverage industry in Pakistan is highly competitive and is further
divided into different segments
1. Carbonated drink
2. Tea/coffee
3. Fruit juice
4. Mineral Water
Each segment has global players in it with history of success. As for
example the soft drink industry is dominated by the basic carbonated
range of traditional giants Coca-Cola and PepsiCo. Pepsi cola is the
market leader of carbonated water in Pakistan. A number of domestic
players tried to get themselves into the industry but they relied totally
on emotional selling of their products. As a result very quickly they
were thrown out of the business. But the entry of Gourmet in soft
drink industry has shown great signs and people are looking to buy
gourmets soft drinks, surely because of the big price difference
gourmet is offering on its beverages.
Fruit juice industry in Pakistan is also highly saturated. Nestle being
the leader is followed by the domestic players such as Shezan and
Country Juices. As compared to the domestic players in soft drink
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Product category
Pepsi
Coca-
Cola
Nestle
Milk
Pak
Carbonated
water
Pepsi
7-up
Miranda
Diet Pepsi
Fruit juices
Tropicana Juices
Orange
Mineral water
Aquafina
Energy drink
Flavored
milk
Apple
grapefruit
Diet 7-up
Mountain Dew
Kinley
Coca Cola
Fanta
Sprite
Diet Coke
Sprite Zero
Nestle Juices
Apple
Orange
Grape
others
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Pure life
Milo
Red
Bull
Others
Red Bull
RC cola
Pakola
Amrat Cola
Mecca Cola
Zam Zam cola
Shandy
Shezan
Maza
Kwikool
Tops
Tang
Sunsip
Rooh Afza
Malee
Mitchells Squash
Jam-e-shereen
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Aquasafe
Sufi
Masafi
Eagle
Blue Ox
Energile
Ovaltine
Horlicks
ii.
Buyer power:
i.
having
good
or
bad
experience
will
iii.
iv.
Barriers to entry:
i.
ii.
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iii.
Threat of substitutes:
i.
ii.
iii.
Degree of rivalry:
i.
ii.
large.
iii.
Most
of
the
brands
in
competition
are
recognized giants.
Market analysis:
I) Segmentation:
Segmentation Variables
Data
Geographic
Country
Pakistan
Cities
Lahore,Islamabad,Karachi
Density
Climate
world
Demographic
Age
10 and above
Marital Status
Married, Unmarried
Income
Psychographics
Social class
Behavioral:
Occasions
Regular Usage
Regular Benefits
User Status
Readiness Stage
Awareness
Positioning
Gourmet will position itself as a no compromise drink where a person
does not have to make any compromise with the fun element of
having the refresher and the health element and that it is also socially
appreciated/ accepted.
II) MARKETING MIX
Product:
Well be adding up to the number of product lines Gourmet is currently
offering by introducing Gourmet juices. People have quite a number of
options when it comes to quench the thirst pure water, carbonated
drinks and juices. To fulfill this need we will be offering pure juices to
the market. Juices are considered to be nutritious and good for health.
With high health consciousness among the people these days it has
become any time product, it could be used in breakfast, noon, evening
any time as it doesnt
juices will be launched in three different sizes 250 ml, 500 ml and 1
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liter. The 250ml and 1 liter juices will be presented in tetra packaging
where the 500 ml juice will be delivered in pet bottles. The reason for
offering the product in three different packaging is to target different
segments of the market e.g. households, children and youngsters. The
juices will be launched in the flavors that are very well accepted by the
market i.e. Mango, Apple, Orange, Pineapple, Mix fruits. The packing
will have the picture of the particular fruit and Gourmet label and it will
be called Gourmet Juice. While offering juices of very common flavors
there is nothing much to offer something different. But for the sake of
differentiating our juices from the rest well be offering them at
comparatively lower prices than our competitors. So the length that
will be offered in this product line will be five, referring to the different
flavors that well be offering, and the depth will be three, referring to
the different sizes in which the product will be offered. Launching
juices will be following a product overlap strategy as gourmet is
already serving in mineral water and carbonated water product line
and introducing another product line that fulfils the same utility (thirst
quenching) will provide indirect competition to those line ups and will
be affecting their sales. But all is done to achieve increase market
share and in crease growth.
Currently we are offering:
MANGO
APPLE
ORANGE
PINEAPPLE
MIX FRUITS
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Nutrition Facts:
Serving Size 250 ML
Servings per Container: 1
Vitamin A
0%
Vitamin C
80%
Calcium
2%
Iron
Thiamin
10%
Riboflavin
4%
Niacin
4%
Vitamin B
66%
Foliate
20%
1.5%
Magnesium
8%
Price:
Price is a very important part of the marketing mix as it can affect
both the supply and demand for any product. The price of Gourmets
beverages is one of the most important factors in a customers
decision to buy. Price will often be the difference that will push a
customer to buy our product over another, as long as most things are
fairly similar. For this reason pricing policies need to be designed with
consumers and external influences in mind, in order to effectively
achieve a stable balance between sales and covering the production
costs.
Price
strategies
are
important
to
Gourmet
because
the
price
determines the amount of sales and profit per unit sold. Businesses
have to set a price that is attractive to their customers and provides
the business with a good level of profit. Even in the past while
launching Gourmet Cola they opted for Penetration pricing to get hold
of some of the market share and even now while launching juices
penetration pricing will be used. Under this strategy well be using two
pricing methods Cost plus pricing and Competition based. Competition
base pricing will be used for 250ml juices as the competitors are
already selling it at a very low price and pricing our juices higher than
their prices will not attract the customers and placing it lower will be of
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no use as there is not a big profit margin in that size. While for the
other sizes well be using cost plus strategy to penetrate into the
market. The prices will be as follows
250 ml
500 ml
1000 ml
Rs. 12
Rs. 24
Rs. 45
Shipping Units
250 ml
500 ml
1000 ml
Place
Selecting the most appropriate distribution channel is important, as
the choice will determine sales levels and costs. The choice for a
distribution channel for any business depends on numerous factors,
these include:
There is one problem that you cant find Gourmet beverages from any
shop like its competing brands (Pepsi, Coca Cola, nestle, shezan etc.)
are found. You can find these brands from any general store where as
Gourmet soft drinks are only available in their own outlets. But now
they have more than 90 outlets in Lahore which cover almost every
part of Lahore so people use to travel a little far to have Gourmet soft
drinks. Even that was not enough so gourmet beverages are also
available now on the general stores located nearby. Placing the
Gourmet beverages to other general stores as well will definitely result
in increased sales and more market share.
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Promotion:
In todays competitive environment, having the right product at the
right place at the right time may still not be enough to be successful.
Effective communication with the target market is essential for the
success of the product and business. Promotion is the p of the
marketing mix designed to inform the marketplace about who you are,
how good your product is and where they can buy it. Promotion is also
used to persuade the customers to try a new product, or buy more of
an old product. The promotional mix is the combination of personal
selling, advertising, sales promotion and public relations that it uses in
its marketing plan. Above all promotions refers to mainstream media:
Advertising
through
common
media
such
as
television,
radio,
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Political analysis
Political scenario in Pakistan has seen many important changes in
recent years. The political environment directly influences all the
industries working in the country. Similarly the production distribution
and use of Gourmets products are subject to some federal laws, such
as the Food and Drug Act. The businesses are subject to the
Government stability in the countries as the businesses are directly
subjected to the taxation policy of the country they are operating.
They also have to comply with federal, state and local environmental
laws and regulations.
Economic analysis
Despite inhospitable domestic and international environment resulting
from the either the global recession or due to the terrorism acts,
Pakistans economy grew by 2 percent in the financial year 2008-09
according to Economic survey 2008-09. Reports have shown increase
in GDP, increase in per capita income and increase in IT development
as well which are positive signs for the industry but there are some
negativities as well. Like all the other companies are subject to the
harvest of the raw material that they use in their soft drink and juice,
like corn, oranges, grapefruit, vegetables etc. Gourmet also relies
heavily on trucks to move and distribute many of their products, fuel is
a very
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Socio-culture analysis
The population of Pakistan is on the rise where as the health
consciousness among the people is also a lot more than it has been in
the past. The age distribution of Pakistan is also very balanced, major
portion of its population consists of youth. Gourmet beverages and
moreover Juices are subject to the lifestyle changes as the awareness
of health consciousness is rising in the people now. Socioculture
impacts hugely such industries where the carbonated water industry
has ruled but now the trend of health consciousness is taking place
which give a positive signs for entering juice industry. Gourmet has to
pay a special attention on the lifestyle changes. Further Income of
people is increasing more trends towards FMCG. Further a major social
trend in the rural areas of Pakistan has been a shift from presenting
guests with drinks such as lassi towards such beverages. All these
situations are calling for new and new opportunities and investors.
Technological analysis
Pakistan is considered as developing country. Although it is a nuclear
power yet it lacks behind in other technologies. Technology plays a
secondary role in this industry, as it is not heavily dependant on
technological advancements like the consumer electronics industry, or
the software industry. Because beverage products are non-tech based
in nature, technology in this industry is therefore limited to function as
a
catalyst
to
improve
production
capacities,
speed
of product
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INTERNAL ANALYSIS
SWOT Analysis
Strengths
i.
ii.
iii.
iv.
v.
vi.
vii.
i.
ii.
iii.
iv.
Advertisement is weak
Weakness
Opportunities
i.
Increasing population
ii.
iii.
iv.
Health consciousness
v.
Technological progress
vi.
Changing lifestyle
vii.
viii.
ix.
x.
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xi.
xii.
xiii.
Threats
i.
ii.
iii.
iv.
Rising Inflation
v.
vi.
vii.
viii.
ix.
CURRENT STRATEGY:
Firstly we are offering a consumer base product, secondly the product
belongs to a very competitive industry the beverage industry. In it we
have a number of direct competitors as well as indirect competitors
ranging from multinational firms to domestic firms with history of
success behind them. While delivering a product a manufacturer can
opt for either of the two strategies Supply lead strategy or Demand
lead strategy. Because of the extreme intensity of competition in
beverage industry well be entering the industry with demand lead
strategy. Further because of the intense competition well be facing
high Elasticity of Demand. Getting into the market and surviving there
with the names such as Pepsi, Coke, Nestle, Shezan etc requires more
than just quality. Moreover the success of Gourmet cola has revealed
the trend that the consumer marker is price driven. The increase in
sales of Gourmet soft drinks is not because of their superior taste.
Everyone knows that their taste is not as good as international brands
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are giving but their prices are low. Mostly Gourmet drinks are used in
1.5 liter which is of Rs. 45 and other big brands are of Rs. 60. Similarly
lesser prices are not the only factor contributing to the sale increase of
their soft drinks, if only that wouldve been the case the other
domestic players like Amrat cola, Maka Cola etc wouldve never
diminished. Other reason is their outlets, which are very neat & clean
and give a high quality look. Generally people like Gourmet outlets
environment and believe that products are of good quality. So our
strategy for launching juices will be quite similar as well be
differentiating
our
product
on
basis
of
price
from
our
direct
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CORPORATE CULTURE:
Gourmets Corporate Culture possesses an autocratic style as all the
major decisions are made by the management without considerable
consultancy of employees. The manager is used to give instructions.
They tell employees what to do instead of asking for their opinion on
the matter in hand. The managers (Mr. Rizwan Chaudhry, Zubair and
Syed Ali Raza Naqvi) are the only persons contributing to the decision
making process in the business.
The work environment is dynamic and friendly, never a dull moment at
Gourmet. They have a small and casual team, but very professional
about their duties. Gourmet is one of largest group of food chain in
Lahore and thus endless potential to learn and to grow.
Gourmets corporate culture based on a set of fundamental principles
and values. These are:
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Director
G.M Production
G.M Market
Area Managers
Branch Supervisor
Purchaser
Store Supervisor
Salesman
Purchase Manager
Gate Keeper
- 25 -
C) STRATEGIC ANALYSIS
Key Strategic Issues:
Gourmet Bakers core competency and competitive advantage can be
classified as following:
Quality
Gourmet Bakers strive very hard to deliver the best quality products to
their consumers and stress heavily on quality control both in their
production areas and outlets.
Freshness
Gourmet is very focused at ensuring the freshness of the products that
are provided to their customers because this is one major issue when
it comes to the food items category.
Prices
Gourmet Bakers offer the best prices in the market which is a prime
competitive advantage for them. This has been a key reason for the
rapid growth of their sales revenues and demand for their products.
Distribution
They have a well developed distribution network. As there are over 88
outlets in Lahore and the distribution to all those outlets is carried out
through their personally owned distribution. For delivering Cola to
other retailers they have hired third the services of party logistics
which ensures efficient and on-time delivery of products.
Brand image
One major growing advantage for Gourmet is their brand image, which
has been improving and growing over time due to the reason that they
are providing highest quality products at the best prices in the market.
Their brand image has been further supplemented due to the fact that
they ensure standardization of products and uniformity of prices
throughout their 88 outlets.
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to
create
more
and
more
awareness
of
health
- 29 -
REFERENCES:
http://en.wikipedia.org/wiki/porter_five_analysis
http://www.pakistanmba.jimdo.com
http://www.scribd.com/doc/GOURMET-Bakers-Lahore-Project
http://www.scribd.com/doc/24043888/Nestle-Pakistan
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Marketing Project
SUBMITTED TO:
MADEM FAZAILA
TEAM MEMBERS:
SEHRISH INAYAT (090016)
SARWAR KAMAL
(090015)
RIZWAN SAEED
(090012)
TAHIR AYUB
(090006)
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