Internal and external analysis of Walkers crisps

Internal and external analysis of Walkers crisps The first section of paper will introduce the background information of PepsiCo Inc. and then followed the company mission and vision. Then PepsiCo UK Ireland division is focused and further narrowed down to Walkers Crisp, the snack food product line of the division. The next section is the market situation analyses which identify the market size and growth in UK snack food industry followed by the external analysis conducted in the form of PESTLE. Subsequently, the internal analysis of Walkers Crisps and its competitor which consist of McCoys Crisps and Pringles is conducted to highlight the competitive advantage of Walkers Crisps. Last section covers the market segmentation; targeting and positioning of Walkers Crisps in UK with the recommendation on Walkers Crisps marketing strategy as well as its implications on the division illustrated in forecast budget. Table of content 1.0 Company Background 2 1.1Management Overview 2-3 1.2 Financial Situation 3 2.0 Mission Statement 4 2.1 Mission 4 2.2 Vision 4 2.3 Value 4 2.4 Goal 4 3.0 Market Situation 5 3.1 Market Size and Growth 5 3.2 Market Trends 5-6 3.3 External Environment Analysis 7-9 3.31 Political Environment 7 3.32 Economic Environment 7 3.32 Social Environment 7 3.34Technological Environment 7-8 3.35 Legal and Regulatory Environment 8 3.36 Natural Environment 9 3.4 SWOT Analysis of Walkers Crisps 10-11 3.5Competitors Situation (SWOT Analysis) 12-13 4.0 Marketing Segmentation, Targeting, Positioning 14-16 5.0 Marketing Objectives 17 6.0 Marketing Strategy 6.1 Product 18-19 6.2 Promotion 19-20 6.3 Price 20 6.4 Place 20 7.0 Assumptions 21 8.0 Forecast and Implication 22-23 Appendix 24-26 Bibliography 27-29 Company Background PepsiCo, Inc. is the world leader in convenient snacks, foods and beverages. The corporation is founded in 1995 by Donald M. Kendall, President and Chief Executive Officer of Pepsi-Cola and Herman W. Lay, Chairman and Chief Executive Officer of Frito-Lay, through the merger of the two companies (PepsiCo Inc., 2010). Over the years, PepsiCo, Inc. continues to make effort to increase company portfolio by expanding market in different countries which resulted nearly 200 countries are selling products under the corporation. PepsiCo is now a listed company on the Dow Jones North America Sustainability Index and Dow Jones World Sustainability Index (PepsiCo Inc, 2010). 1.1 Management Overview Figure Business Units of PepsiCo As illustrated in Figure 1, the four main divisions of PepsiCo are PAF, PAB, PepsiCo Europe and PepsiCo Asia, Middle East Africa (AMEA). PepsiCo UK and Ireland (PUK) is classified as PepsiCo Europe division. Under the leadership of Richard Evans, President of PepsiCo UK Ireland, Walkers achieved its highest-ever market share and the brand was re-established as a British icon (PepsiCo UK Ireland). Walkers has been core brand of PUK and mainly manufactured in United Kingdom and Republic of Ireland. Walkers is also the UKs favourite crisps brand which owned by Frito-Lay which its current logo a derivative of the North American Lays logo. Currently, Walkers Crisps hold 47% share of the UK crisps market (Net Resources International, 2010). 1.2 Financial Situation In overall, PepsiCo grew 5 % in net revenue on a constant currency basis as compared to 2008 which was upset by the unfavourable economy condition. PepsiCo American Foods dominant 48% group net revenue. PepsiCo American Beverages and PepsiCo Europe fell 7.5% and 2.4% respectively. However, PepsiCo Asia, Middle East Africa (AMEA) grew 9% which increase the total net revenue of the group (PepsiCo, 2009). According to the annual report, PepsiCo Europe snack food volume in last year declined 1% as compared to 2008 with 6% growth. Walkers in the United Kingdom declined at a low-single-digit rate which is caused by macroeconomic challenges. Source: Annual Report 2009 2.0 Mission Statement 2.1 Mission The mission of PepsiCo is to be the worlds premier consumers product company focused on convenient foods and beverages. We seek to produce financial rewards to investors as we provide opportunities for growth and enrichment to our employees, our business partners and the communities in which we operate. And in everything we do, we strive for honesty, fairness and integrity (PepsiCo Inc., 2010). 2.2 Vision PepsiCos vision is put into action through programs and a focus on environmental stewardship, activities to benefit society, and a commitment to build shareholder value by making PepsiCo a truly sustainable company (PepsiCo Inc., 2010). 2.3 Value PepsiCo stressed on the commitment of delivering sustained growth through empowered people acting responsibly and building trust (PepsiCo Inc, 2010). 2.4 Goals Non financial Goals 1. To reduce water consumption in global by 20 percent per unit of production by 2015. 2. To grow savoury snack and liquid refreshment beverage market share in the top 20 markets. 3. To develop a group of leaders who better understand how to work more cohesively at the global level in multidiscipline teams. Financial Goals 1. To improve brand equity scores for PepsiCos 19 billion-dollar brands in top 10 markets. 2. To grow savoury snack and liquid refreshment beverage market share in the top 20 markets. 3. To grow the companys nutrition businesses from $10 billion to $30 billion in the next decade. 3.0 Market Situation 3.1 Market Size and Growth According to Key Note, the UK snack foods market in terms of retail sales has a strong of 8.4% was seen between 2008 and 2009 as manufacturers passed on steep rises in commodity costs for items such as potatoes, sunflower oil and nuts. The total value of the market has increased by 12% between 2005 and 2009 to reach  £2.39bn. Potato snack gained 85% of UK snack foods market followed by other savoury snacks and snack nuts (MyCompanyPR, 2010). 3.2 Market Trend High demand in safety and healthy foods Consumers demand in safe and healthy snack food is an emerging trend. According to Report, there been a high proportion of consumers interested in natural and healthful food and drinks increases, so will sales of products with naturally nutritionally rich and quality calorie content. Manufacturers of snack foods reducing salt and fat content in their foods through the introduction of light and low-fat variants to respond to health issues. Emphasis has been placed on the use of more natural ingredients, as well as on baked, rather than fried goods (MyCompanyPR, 2010). The trend is more distinct when UK government has imposed restrictive food and drink nutritional labelling regulations as to control the obesity population in the country. Global media influence consumers choice Consumers buying behaviour change in a way of becoming active information seeker on the food nutritional and calorie content before purchase decision is made. The availability of Internet allows consumers have greater access to products information around the world. Thus, more and more snack manufacturers share their product nutritional label in their official websites for consumers references. Consumers embraced ethical product On the other hand, more people are inspired to buy food that has minimal impact on the environment. This shows that consumers product evaluation work more than just the tastiness or quality but take consideration of the food products packaging and manufacturing process. Therefore major marketers and retailers are increasingly tapping into this trend by offering more ethical products, upping their corporate responsibility efforts through energy-efficient green facilities and sustainable business practices, and increasing their associated cause-related marketing efforts (Packaged Facts, 2010). According to Mintels Global New Products Database (GNPD), in between 2005 and 2010 to date, there have been 17,208 food and drink products launched in Europe that make some claim towards being ethical. Between 2005 and 2009, Mintel identified a 963 per cent increase in product launches in the category, from 445 products in 2005 to 4,732 last year (Decision News Media SAS, 2010). Mintel comments that  the key shift in the focus of ethical products: from animal-friendly to  environment-friendly  products is a sustainable factor for many snack manufacturer in rebuilding brands. 3.3 External Environment Analysis 3.31 Political Environment UK practices the integration of three government departments on food labelling policy which are Food Standards Agency (FSA), Department for Environment, Food and Rural Affairs (Defra) and Department of Health. FSA has the responsibility for food safety aspect in nutritional labelling in Scotland, Wales and Northern Ireland. In England, Department of Health responsible for nutritional policy and Defra become responsible for country of origin labelling and various other types of food labelling not related to food safety, and food composition policies in England. 3.32 Economic Environment The economy of United Kingdom is in the recovery stage after having a severe recession in 2009. The GDP growth of UK in 2010 quarter two remain unrevised from the increase of 1.2% published last month (Office for National Statistics, 2010). Consumer disposable income is medium low as the household consumption expenditure rose slightly rose by 0.7% in latest quarter. A rise in world commodity prices for grocery product have indirectly increase food price. PepsiCo UK Walkers is in the disadvantage position due to an increase in operation cost and engage in price war to attract more market share. 3.33 Social Environment Obesity is the major health problem of the UK nations and healthy eating is one of the trends in food and drink sectors in UK. Consumers actively scrutinize the ingredients and nutritional labelling as a way to choose the right snack foods. PUK Walkers Brands respond to the change of consumer preference toward healthy snack by using Sun Seed oils to cook their crisps in order to reduce saturated fat content of the crisps. Walkers also provide a front-of-pack Guideline Daily Amount (GDA) label to inform consumers about the amount of energy and key nutrients provided in a portion of the product, and the contribution they make to the GDA for that nutrient (PepsiCo UK Ireland, 2010). 3.34 Technological Environment According to ITU, 82.5% of the population in UK are Internet user. Most popular sites visit overall among UK Web user are Google, YouTube and social network visits have climbed from about 10% of all UK site visits to 11.88% of the total (eMarketer Inc., 2009). PUK Walkers Crisps has adapted to the surfing trends and connect consumers through social network. Last year, Walkers Crisps launched a Do us a Flavour, Pick us a winner campaign which uses electronic vote via mobile,  Facebook  or email was successful to capture the heart of the nation inviting the public to create the next great flavour of Walkers Crisps (Enzo Annunziata, 2009). Year Users Population % Pop. Usage Source 2000 15,400,000 58,789,194 26.2 % ITU 2005 35,807,929 59,889,407 59.8 % Nielsen Net//Ratings 2007 38,512,837 60,363,602 63.8 % Nielsen//NR 2009 48,755,000 61,113,205 79.8 % Nielsen Online 2010 51,442,100 62,348,477 82.5 % ITU Source: http://www.internetworldstats.com/eu/uk.htm Besides snack manufacturers start to embrace green technology on their production. PUK adapted to the change by upgrading Walkers brands with eco- friendly packaging by using starch derived from potato peelings to make chips bag, thus helping save on costs by recycling potato by-products (TFTS Technology, 2010). 3.35 Legal Regulatory Environment UK government has been imposing restrictive regulatory pressure on food safety. The Food Safety Act 1990 is one of the main food laws in UK by preventing food business from rendering food injurious to healthy (Section 7) and selling to the purchasers prejudice any food which is not of the nature or substance or quality demanded by the purchaser (Section 14). Food companies that offence the Section 7 or 14 will be penalized with fine up to  £5,000 per offence or a prison sentence of up to six months (Food Standard Agency, 2010). The Food Hygiene (England) Regulations 2006 is the food hygiene rules for all food businesses, applying effective and proportionate controls throughout the food chain, from primary production to sale or supply to the food consumer (Food Standard Agency, 2010). 3.36 Natural Environment According to Report of Department of Food and Rural Affairs (DEFRA), UK environment is improving as the serious incidents affecting water, air and land are dropping from year 2002 to 2008. However, climate change like drought has a huge impact in food production. PepsiCo UK Ireland has taken initiative on reducing the carbon footprint in their manufacturing, distribution and packaging processes, and those of their suppliers. They switching to 100% British potatoes to lower food miles, reusing waste oil in biodiesel in their trucks as well as practice light-weighting of packaging. As a result they achieved a 7% reduction of Walkers carbon footprint between 2007 and 2009 (CIB, 2010). Source: http://www.defra.gov.uk/evidence/statistics/environment/inlwater/kf/iwkf11.htm 3.4 SWOT Analysis of PepsiCo UK (Walkers Brand) Strength UK market leader in crisps Experienced management teams and board of directors. Strong manufacturing and distribution system Provide a variety of crisps flavours using familiar and natural ingredients Strong financial support from PepsiCo Inc. Launch the first Carbon Reduction Label Weaknesses Walkers brands sales declined Inaccuracy in product nutritional labelling Commodity price is inconsistent. Opportunity Increasing consumption of snack Eating healthy snack is a trend High demand in environmental friendly processed food as in packaging Threat Snack viewed as unhealthy product Intense Competition Water stress and crop failure in region Volatile in foreign exchange rate Strength PepsiCo UKs (PUK) favour internally are its strengths of an experienced managements team and board of directors which give a clear direction of the selling strategy of Walkers Crisps. Besides, PUK and Walkers actively engage with carbon emissions reduction from its supply chain to packaging has scored the company a good reputation in the effort of preserving environments. Walkers brand uses healthy oil to fry or baked the crisps which suit consumers demand of healthy snack food. Walkers brand also gain competitive advantage of being the first product that launched Carbon Reduction label which other competitors could have takes time to imitate in future. Weakness The weakness of PUK is the sales volume of Walkers crisps is decreasing attribute to the consumers negative perception of snack food. Walkers brand crisps have been engage with a number of problem and complaint about inaccuracy in nutritional label. In particularly, Walkers claimed their flavour is suitable for Coeliacs but not entirely gluten free (contains barley malt). Once consumers find the product labelling is misleading, they would not repurchase the item as it indicated the product is unsafe to consume. Nevertheless, the increase in commodity prices due to the disruption of unfavourable climate imposes high production cost to the company. Opportunity and Threat Favourable external factors include the rising demands of snack, food processing technological breakthrough in packaging which addressing the consumers demand of environmental friendly product which start practising by competitors. Main threat of PUK is disruption of production due to adverse climate such as water stress will increase the crop failure. PUK Walkers crisps face intense competition from both direct and indirect competitors which would adversely affect its current market share in UK snack food industry. United Biscuit Ltd and Procter Gamble Company are the direct competitors of PUK whereas the indirect product competitors are Kraft Food, Nestle and Kellogg. 3.5 Competitors Brand Situation (SWOT Analysis) The main competitors of Walkers Crisps are McCoys Crisps and Pringles. The table below shows the SWOT analysis of these companies. Competitors Brands McCoys Crisps Pringles Manufacturer United Biscuit Ltd  [1]   The Procter Gamble Company Country of Origin United Kingdom United States Market Shares 29% 21% Strength Dominance the young male market e.g. Slogan: the original and best crisp designed specifically for men and their distinctive tastes.  [2]   Special flavours as compared to other e.g. curry flavours Consumers can control the proportion of salt and addictives in their snack Strong financial support from the group Wide manufacturing facilities Approach different group of consumers from children to adults Slogan: Once You Pop, The Fun Doesnt Stop! Unique canister packaging  [3]  and sealable lid Differentiation on crisps shape: a hyperbolic parabolic saddle shape Strong financial support form group Weakness Salty and Fattening Fail to approach female and children market Organisation less focus on the brand Inconsistency in campaign effort especially in social network. Higher price as compared to other normal potato product Opportunity Increasing consumption of snack High demand in environmental friendly processed food as in packaging  [4]   Demands for exotic flavours snack is still high Able to approach different group of consumers Produce new flavours Threat Market share widen by other non-potato snack product Market share widen by other non-potato snack Competitive snack market climate Addiction of product Engage in negative food issues: HVP Salmonella recalls  [5]   *the calculation of market share has included potato crisps, snack, and nuts. 4.0 Marketing Segmentation, Targeting and Positioning Segment base Children Youth Adults Demographic Age Income Occupation Family life cycle Below 12 Parents allowance Student Kids 13-24 Below 2000 Students, Part-timers Single, couples 25 44 Above 2000 Self-employed, Full-timers, Professional Single, couples, married Geographic Country Regions United Kingdom Scotland, North Ireland, Midlands Psychographic Social class Lifestyle Middle, High Leisure Middle, High Leisure, Fast-moving Low, Middle, High Fast-moving, convenient, less constraint Behavioural Usage rate User status Medium Regular Heavy Regular Medium Regular Crisps and savoury snack consumption by age group and gender Gender Age Group 2-10 11-18 19-34 35-49 50-64 Males Mean 19 22 18 19 16 Median 18 18 13 13 13 % consumers 79 87 56 37 22 Females Mean 20 23 17 13 13 Median 18 19 12 9 11 % consumers 86 84 53 45 26 Modified source: Low income diet and nutrition survey by food standard agency Percentage of crisps and savoury snack consumption according to country / region Gender Country / region England Scotland Wales North Central /Midlands South All England Men (%) 30 45 28 33 41 32 Females (%) 32 42 36 36 40 29 Modified source: Low income diet and nutrition survey by food standard agency Targeted groups The primary targeted is the youth which is from 13 year old to 24 year old. Low income diet and nutrition survey by Food Standard Agency reveal that 79% male and 86% female of this group consumed crisps and savoury snack. Older children and teens can be manipulated by the strong emotive messages in advertisements. The secondary targeted group is adult between the ages of 25 and 44. This group are medium snack consumers which has less budget constraints as compared to youth group. The frequent user of snack is working adult living in a fast moving lifestyle. Convenient snack become the instant meals for working adult who has less time on cooking their own meals. MarVariety of flavours Fatty Homogenous flavours Healthy Walker Crisps Pringles Chips McCoys Crisps Kettle Chips Doritos ket Positioning of Walkers Crisps Figure Perceptual map of Walker Crisps Walkers Crisps is benefited in the sense that positioned itself to be a healthy crisps which provides variety of flavours. Figure 2 shows that Walkers Crisps closest competitor is in house brand Doritos, and other competitors brands like Pringles Chips and Kettle Chips are far below its because consumers perceive them as fattening and homogenous in term of flavours. In term of crisps flavour, McCoys Crisps is the closest competitor of Walkers attributed to its uniqueness of crisps flavours which keep most innovative consumers buying on it. 5.0 Marketing Objectives (SMART) To increase the market share of Walkers Crisps in UK market. To increase the sales volume of Walker Baked by 30% from 2010 to 2012. Walkers to remove all artificial flavour enhancers, colours and preservatives, by 2012 (PUK Health Report). 50% of savoury snacks to be baked, or include positive nutrition*, by 2015. Increase availability of Walkers Baked by 25% by 2012 for consumers on-the-go. Trial marketing campaigns to transition consumers who have high per-capita consumption of savoury snacks to healthier alternatives, from 2010 (PUK Health Report). 6.0 Marketing Strategy 6.1 Product Strategy As discussed earlier in market situation analysis, consumers healthy eating demands are the key focus of PepsiCo UK in snack foods industry. PUK is recommended to remain focus its competitive advantage on producing healthful snack with healthy oil with eco-friendly packaging. Out of the five product extension under Walkers brands as shown in Table 1, PUK should undertake brand building of Walkers Baked because its contain less than 70% fat content which believe to meet consumers demand of healthy snack food. Table Walkers Brands Crisps Product Product Description Flavours Walkers Crisps Source: http://walkers.co.uk/?redirect=null#/our-range Potato crisps that cooked in Sun seed Oil which contained lower saturated fat. Ready salted, Cheese Onion, Prawn Cocktail, Salt Vinegar, Roast Chicken, Smoky Bacon, BBQ Rib, Steak Onion, Marmite, Tomato Ketchup, Pickled Onion, Worcester Sauce Walkers Light Source: http://walkers.co.uk/?redirect=null#/our-range/walkers-lights Potato crisps that is deliciously light, 33% less fat than ordinary crisps and under 115 calories. Cheese Onion, Sea Salt Cracked Black Pepper, Simply Salted, Sour Cream Chive Walkers Max Source: http://walkers.co.uk/?redirect=null#/our-range/walkers-max Deep ridge potato crisp, which gives more crunch and fuller flavour. Chargrilled Steak, Cheese Onion, Paprika, Cheeseburger Walkers Baked Source: http://www.walkers-baked.co.uk/ Crunchy potato crisp that oven baked twice and contained 70% less fat than other Walkers crisp. Mango Chilli, Cheese Onion, Bacon Cheddar, Sour Cream Chive, Ready Salted, Salt Vinegar Walkers Extra Crunchy Source: http://walkers.co.uk/?redirect=null#/our-range/walkers-extra-crunchy Potato crisp that sliced thicker, cooked little longer and crunchier than regular Walkers. Simply Salted, Salt Malt Vinegar, Cheddar Sour Cream, Sweet Chilli Chicken, Flame Grilled Steak http://www.scholieren.com/werkstukken/24548 6.2 Promotion Strategy Key promotion programs that PepsiCo UK is recommended is featuring in sponsorship of home event (treasure hunt), collaborative promotion with cinemas and social network advertising. Sponsorship of Walkers Baked Treasure Hunts PepsiCo UK will be sponsoring a charity event named Walkers Baked Treasure Hunt which participants are encouraged to have minimum purchase of two packages of Walkers Baked. The group will also donate 1% of the revenue in each purchases of Walkers Baked to the Carbon Trust Fund. The event is intended to promote the significant of human role on preserving the Earth by reducing the carbon emission. Besides, it could facilitate sales of Walkers Bakes and re-emphasize the environmental friendly brand image of Walkers. Collaborative promotion with cinema People tend to associated snack food with entertainments like watching movie. Therefore, PepsiCo UK should made strategic partnership with local cinemas like Cineplex, to enable the cinema to sells the Walkers brand crisps to the ongoing audiences. In addition, Cineplex can work closely with Walker Crisps through screening the brands commercial and collaborate with movies freebies giving away promotion. Social Network Advertising Walkers Baked Fan Page will be set up as an arena to connect fans about the product. By recruiting fan can increase the popularity of Walkers Baked and fans will be constantly updated with the incoming events like Walkers Baked Treasure Hunt and other seasonal promotions. Past events images will be uploaded to reconnect the existing fans. 6.3 Price Strategy Pricing of Walkers Baked vary according to place and size of the product. Pricing in petrol station and convenience store are fixed whereas the pricing of retail is varying depending on the special occasion (e.g. Easter Day) and competitors brand pricing. The price strategy of undertaken by Walker Baked includes psychological pricing which priced at  £1.99 instead of  £2 and competitors based pricing. 6.4 Place Strategy Walkers Baked crisps will be mass distributed in most of the shops in petrol kiosk such as Shell and BP. Walkers brands snack vending machine in entertainment parks such as bowling centre and cinema as a way to increase consumers exposure to the product. Besides, Walkers Baked crisps will be placed at the middle condola or shelve in hypermarket like Asda, Tesco and other convenient shops because consumers can pay more attention to products put at middle shelves as it is reach on hand easily. 7.0 Assumptions There will be no large fluctuation are made in the market. The company mitigates the exchange rate fluctuation through buying and selling forward in principal currencies of activity and aligning currency of cost with the currency of sales. The financial data of PepsiCo UK and Ireland is assumed to be included in operation review of PepsiCo Europe in PepsiCo Annual Report 2009. Sales and operating profit PepsiCo UK Ireland is assumed to be the net revenue and operating profit of PepsiCo Europe Division respectively. Operating expenses in year 2009 is assumed to be 7% of the total sales. 8.0 Forecast and Implication Forecast Budget of PepsiCo Europe Division from 2009 -2012 Year 2009 2010 2011 2012 $m $m $m $m Forecast Sales 6727 7000 7700 8470 Cost of Sales 5795 5950 6468 7030 Percent 86% 85% 84% 83% Operating Profit 932 1050 1232 1440 Percent 14% 15% 16% 17% Operating expenses 471 420 385 339 Percent 7% 6% 5% 4% Profit 461 630 847 1101 Percent 7% 9% 11% 13% With the stimulation of mar