Professional Documents
Culture Documents
John James
28 July 2014
Executive Summary
Assignment 1: Part A: Your Marketing Plan 3
independently owned corporation that has been in business for over 25 years. The company was
established in 1998, and has become a local favorite for its Red Gold ketchup. The company
consists of 35 employees ranging from the Chief Executive Officer Anthony Gerald all the way Commented [JK1]: consists reads better
down to our drivers who ensure our product gets to the market. The marketing plan is carried
out by our CEO, CFO, Marketing Manager, and Production Design Manager.
Competitive Forces:
1. The major competitors as of today are Awesome Ketchup, Heinz, Del Monte, and Hunts.
Strengths: Better-tasting ketchup than any other brands, Cheaper than most other companies,
Does not use high fructose corn syrup, Use tomatoes grown in Washington State.
Weaknesses: Not popular enough, have not been in the market very long, do not have any
2. Awesome Ketchup, Heinz, Hunts, Del Monte will likely be our major competitors in the
future.
3. If we decide to change our marketing mix our competition will probably not respond
because they feel we are not a threat to their profit share of the market.
Assignment 1: Part A: Your Marketing Plan 4
4. The structure of the industry affects competitive forces in the industry by the entry of
competitors, the threat of substitutes, the bargaining power of buyers, and the bargaining power
of suppliers.
Economic Forces: Commented [JK2]: If your primary marketing area at this time
is the Seattle area, then that is what you should have written about.
1. The general economic condition of the United State is in Recovery. Consumers are
optimistic about the economy in 2014. Consumer optimism about the economy reached a 12-
month high, good news for retailers hoping that a strong second half of 2014 can compensate for
2. The buying power of consumers in our target market are enormous. All North American
3. The current spending pattern of consumers in our target market is one of increase, consumers
are steadily buying more of our product because of the recent exposure to our product through a
Political Forces:
2. We are understanding the political climate of what is going on in the state. There are no issue
that would threaten that relationship. Even though immigration could be a factor if more come
1. No changes in federal, state, or local government regulations are being proposed that would
2. North American Free Trade Agreement (NAFT) may have some effect on our global Commented [JK3]: NAFTA North American Free Trade
Agreement
opportunities since it was created to promote economic growth. GATT will not affect it because
Technological Forces
1. Changing technology has allowed our target market to have more access to our product.
2. With the use of robots in the manufacturing plants will allow for faster packaging of the Red
3. With the Internet and different types of media we can market our product more efficiently. Commented [JK4]: Internet is a proper name, so the "I" is
always capitalized.
Sociocultural Forces
1. Demographics and values are changing because the baby boomers are dying and the gen
nesters are not following the same rules. They may possibly have an effect on our operations if
2. We have a product that most consumers like to use on their food. By using different kinds of
marketing strategies for instance like having a blind taste test. Once the consumer sees the brand
they like you can't get them to try the other brands.
4. We will not address any ethical issues at this time. A survey will be conducted to see if there
Specify the primary and secondary target markets for your company. Be sure to cover the
Gerald Condiments (GC) is a small company with big aspirations, but understands that
growth only comes through hard work. The primary market for Red Gold ketchup is United
State and the secondary target market is to go global and get inside China. It sounds impossible
but anything can happen with the right connections. In targeting the primary market what
product can be produced to entice the consumer? Many firms can invest in the product by using
high quality ingredients or doing extensive research and development to improve it (Perner,
2008). Geralds Condiments has perfected some different types of ketchups to appeal to the U.S.
consumer. GC is on the verge of spreading across the U.S. and go global at the same time due to
the fact that the best Basketball player in the world loves Red Gold Ketchup. GC grows the
tomatoes it uses for Red Gold ketchup in the state of Washington where the company is located.
GC has contracts with several local grocery stores who sell not only the ketchup, but also the
tomatoes, in small quantities because most of the tomatoes go to making the ketchup. GC is in
the process of coming up with a strategy on how to distribute Red Gold across the country.
GCs price point is a little lower than the major competition Heinz, Hunts, and Del Monte
because we grow locally. The issue GC faces is how much will it cost to deliver Red Gold to the
consumer across the U.S., refrigerator trains, or maybe planes. Earlier GC was talking about
being on the verge of a major endorsement of a famous basketball player. Since he likes Red
Gold it is a tradition to eat French fries before every home game so the arena started supplying
Red Gold not only to the basketball player but also to the vendors. With that endorsement GCs
Red Gold spring boarded across the country. Now GC is starting to reap the benefits of that
endorsement.
GC is fully aware of the importance of not neglecting the 5Cs in our marketing
framework. Customer, company, context, collaborators and competitors. All of these must be
Assignment 1: Part A: Your Marketing Plan 7
considered in producing the market plan. GC does not want to over emphasize any of them but
understands without customers there would be no need for the other four items. Once GC has
captured the customers a strategy has to be developed to keep them from going over to the
competition. GCs Marketing Manager, and Production Design Manager came up with a
strategy that will hopefully secure the consumer. Both them sought out the CFO to discuss cost
for this venture and get final approval from the CEO.
annualized plan. Your analysis should include at least four (4) of the following metrics:
tracking down loads of Website content, Website visitors, increases in market share,
customer value, new product adoption rates, retention, rate of growth compared to
competition and the market, margin, and customer engagement. Develop four (4)
quantitative and (4) qualitative marketing objectives from your chosen metrics.
Performance analysis is obtained by dividing the difference between the gain from an
investment and the cost of the investment with the cost of the investment (gain from the
percentages are provided, the analysis of each of the metric can be transferred so as to compare
the performance of Red Gold ketchup brand against its main competitor, Awesome Ketchup.
Activity time and visit frequency (for websites) metrics characterizes customer
engagement metric. The number of visitors can be used to determine the revenue of the
respective companies to a certain extent as site visitors can purchase the products online.
Comparing the average number of visits to the Red Gold website and the Awesome Ketchup
website reveals that 2000 people visit Red Gold on a daily basis compared to 4500 people for the
3500/4500 gives .444 meaning that the number of unique visitors to the Awesome
Ketchup website exceeds the Red Gold website by 55.56%. Assuming that the retention rate for
Red Golds website was 30% June, 1st 2014, and improved to 50% in June 15th while that for
Awesome Ketchup was 50% and 70% respectively, the increase in retention rate will be given
as:
The other metric is the market share of each brand. Awesome Ketchup remains the
market leader with a 23% market share. The market share in the first quarter of the year increase
by 1 from 22% recorded previously. Red Gold on the other hand lags Awesome Ketchup with a
15% market share which is an increase from 11% recorded in the beginning of the year. Red
Golds growth is attributed to the introduction of new distribution channels while Awesome
Ketchups is attributed to its strong customer network. It never made any changes to its
marketing strategies in the period under review. The percentage increases in the market shares
Analyzing the rates of growth reveals that, even though Awesome Ketchup has
maintained its position as the market leader, Red Gold growth strategies have enabled it to
minimize the gap. For the period under review, Red Gold has opened 10 new distribution
channels in various cities across the United States bringing them to a total of 60 distribution
channels in the country. Awesome Ketchup has on the other remained confident as the market
leader and maintained its number of distribution channels at 90. If the growth rates are
Assignment 1: Part A: Your Marketing Plan 9
maintained, Red Gold will equal Awesome Ketchups distribution channels in a year and thus
From the metrics analyzed Red Gold shows poor performance in the number of website
visitors, customer engagement (through analysis of retention rate) and market share. It however
shows strong performance in the growth rate metric which could improve the performance of the
other metrics with time. The growth tempo has to therefore be maintained.
favorability
Pursue aggressive marketing strategies to ensure success of the new distribution channels
Conduct both a SWOT analysis and needs analysis for your product. Each analysis should
examine four strengths, weaknesses, opportunities, and threats for your company.
SWOT (Strength, Weakness, Opportunities and (Threats) is today one of the most
Strengths Weaknesses
3. Does not use high fructose corn countries to create better local
syrup products
State
Opportunities: Threats:
3. Purchase more land for possible 3. Consumers may not may not gravitate
correctly)
Assignment 1: Part A: Your Marketing Plan 11
References
NACS (2014, July 15). Good News for Retailers: Consumer Optimism Surges. Retrieved
http://www.nacsonline.com/news/press_releases/2014/pages/pr071514.aspx#.U83B_7FAFWF
http://www.consumerpsychologist.com/food_marketing.html