Redefining the Rules of Engagement of the Cola Wars

Total Page:16

File Type:pdf, Size:1020Kb

Redefining the Rules of Engagement of the Cola Wars FW University of Florida Warrington College of Business Administration HONORS THESIS Redefining the Rules of Engagement in the Cola Wars A comparative study of multi-point corporate social responsibility practices as part of an integrated strategy and source of competitive advantage in the soft drink manufacturing industry. Presented by: Frederique Whitaker UF ID: 4104 - 9853 Faculty Advisor: Jennifer Knippen ~ 1 ~ FW Abstract: The Cola Wars commenced over a century ago as Coca-Cola and Pepsi vigorously began fighting for market share in the soft drink manufacturing industry. Today the war continues but the battlefield has expanded beyond the storefront to all the firms’ stakeholders. This thesis seeks to explain the linkages between these two firms' corporate social responsibility (CSR) practices and their respective resources and capabilities, and suggests these linkages could help explain differentials in performance between the two rivals. This result will be achieved through both industry- and firm-level analyses, to identify sources of superior profitability and competitive advantage in The Coca-Cola Company and PepsiCo, before analyzing each firm's multi-faceted approach to CSR, the linkages between their practices and resources and capabilities and the implications for each firm’s respective performance. This analysis concludes with some future strategy recommendations for these two industry leaders. ~ 2 ~ FW Table of Contents Introduction ...................................................................................................................................................4 Brief History of the Cola Wars......................................................................................................................5 Soft Drink Manufacturing Industry Analysis................................................................................................7 Industry Performance ................................................................................................................................7 Industry Attractiveness: Relative Power of Industry Forces.....................................................................7 Key Success Factors and Competitor Analysis.........................................................................................9 Recent Evolution of the Industry.............................................................................................................10 Future Opportunities and Threats to Consider ........................................................................................11 Firm-Level Analysis: The Coca-Cola Company.........................................................................................13 The Coca-Cola Company Overview .......................................................................................................13 The Coca-Cola Company's Resources and Capabilities .........................................................................14 Future Considerations..............................................................................................................................16 Firm-Level Analysis: PepsiCo, Inc. ............................................................................................................17 PepsiCo Overview...................................................................................................................................17 PepsiCo's Resources and Capabilities .....................................................................................................18 Future Considerations..............................................................................................................................20 Corporate Social Responsibility Initiatives: PepsiCo and The Coca-Cola Company.............................21 The New Approach: PepsiCo and Coca-Cola's Corporate Social Responsibility Initiatives......................22 Initiatives Directed Towards the Consumers ..........................................................................................22 Initiatives Directed Towards the Suppliers .............................................................................................23 Initiatives Directed Towards the Community .........................................................................................24 Initiatives Directed Towards the Environment .......................................................................................25 Initiatives Directed Towards Employees ................................................................................................27 Linkages to Industry Forces ....................................................................................................................28 Linkages to Coca-Cola and Pepsi's Resources and Capabilities .............................................................29 Performance Implications – Effect on Shareholders...............................................................................32 Recommendations ...................................................................................................................................33 Appendix A .................................................................................................................................................37 List of References........................................................................................................................................39 ~ 3 ~ FW Introduction For over a century, Coca-Cola and Pepsi-Cola have been archrivals, constantly competing for more market share. Now, as sales of cola drinks are dropping (Hoover’s, 2012) and giving way to more nutritious alternatives, the Cola Wars, a term coined in the 1980s to describe both firms' mutually targeted campaigns, have been revived. This time around, the aim of Coca-Cola and Pepsi's strategies is to change their corporate image: they are producing and marketing healthier beverages and they are engaging in corporate social responsibility (CSR) whenever an opportunity arises. Firm performance and strategy are believed to be directly linked to its resources and capabilities. In fact, in the quest to match resources and capabilities with external opportunities and to reach high profitability, it has become apparent that a firm's identity, purpose and competitive advantage are growing to be more important than industry attractiveness. This is where corporate social responsibility's role comes into play. Firms can leverage their resources and capabilities or develop new ones in order to be better corporate citizens and to gain a new source of competitive advantage (Grant, 2008). However, as companies are redirecting their strategies to match trends in their external environments, one can wonder how the investment in corporate social responsibility is linked to resources and capabilities and to performance. How is every initiative to become a better corporate citizen linked to and utilizing a firm's resources? Does a firm base its decisions on resources that it can leverage or does it seek to develop new ones and grow? Also, some questions that arise involve a firm's stakeholders, how they are affected by the company's corporate social responsibility decisions and who and why the firm is targeting by each initiative. In the case of the soft drink industry, both major players have been redefining the rules of engagement in the Cola Wars, as both Coca-Cola and PepsiCo are using multi-point CSR practices as part of an integrated strategy and source of competitive advantage. This project seeks to explain the linkages between these two firms' CSR practices and respective resources and capabilities, and to suggest how these linkages could lead to differentials in market performance between the two rivals. This result will be achieved through both industry- and firm-level analyses, in order to identify sources of superior profitability and competitive advantage in leading firms, The Coca-Cola Company and PepsiCo, before analyzing each firm's multi-faceted approach to CSR, the linkages between their practices and resources and capabilities and the implications for each firm’s respective performance. This analysis will conclude with some future strategy recommendations for these two industry leaders. ~ 4 ~ FW Brief History of the Cola Wars From the very beginning, the soft drink manufacturing industry has been dominated by two major players. For over a century, The Coca-Cola Company and PepsiCo (formerly known as Brad’s drink and Pepsi-Cola respectively) have been competing for the largest soft drink sales. Both firms are now multi- billion dollar global enterprises (Hoover’s, 2012). Company Births Everything began in 1886 when John Pemberton, an Atlanta pharmacist, invented Coca-Cola, which recipe has remained a secret ever since. The main ingredients of this new, revolutionary drink were cola leaves, kola nuts, sugar and water. In 1895, Coca-Cola was available in all states and by 1989, the soft drink could also be found in Canada and Mexico. (Hoover’s, 2012; The Coca-Cola Company, 2012) Twelve years after the creation of Coca-Cola, Caleb Bradham (pharmacist) invented Pepsi-Cola, claiming it could cure dyspepsia and indigestion. Soon after Coca-Cola successfully went public in 1919, Pepsi went bankrupt in 1923 due to the rationing of sugar. After being bought by Loft Candy in 1941, Pepsi merged with the company's current operations to become The Pepsi-Cola Company. (Hoover’s, 2012). The Beginning of Advertising
Recommended publications
  • Keurig to Acquire Dr Pepper Snapple for $18.7Bn in Cash
    Find our latest analyses and trade ideas on bsic.it Coffee and Soda: Keurig to acquire Dr Pepper Snapple for $18.7bn in cash Dr Pepper Snapple Group (NYSE:DPS) – market cap as of 17/02/2018: $28.78bn Introduction On January 29, 2018, Keurig Green Mountain, the coffee group owned by JAB Holding, announced the acquisition of soda maker Dr Pepper Snapple Group. Under the terms of the reverse takeover, Keurig will pay $103.75 per share in a special cash dividend to Dr Pepper shareholders, who will also retain 13 percent of the combined company. The deal will pay $18.7bn in cash to shareholders in total and create a massive beverage distribution network in the U.S. About Dr Pepper Snapple Group Incorporated in 2007 and headquartered in Plano (Texas), Dr Pepper Snapple Group, Inc. manufactures and distributes non-alcoholic beverages in the United States, Mexico and the Caribbean, and Canada. The company operates through three segments: Beverage Concentrates, Packaged Beverages, and Latin America Beverages. It offers flavored carbonated soft drinks (CSDs) and non-carbonated beverages (NCBs), including ready-to-drink teas, juices, juice drinks, mineral and coconut water, and mixers, as well as manufactures and sells Mott's apple sauces. The company sells its flavored CSD products primarily under the Dr Pepper, Canada Dry, Peñafiel, Squirt, 7UP, Crush, A&W, Sunkist soda, Schweppes, RC Cola, Big Red, Vernors, Venom, IBC, Diet Rite, and Sun Drop; and NCB products primarily under the Snapple, Hawaiian Punch, Mott's, FIJI, Clamato, Bai, Yoo- Hoo, Deja Blue, ReaLemon, AriZona tea, Vita Coco, BODYARMOR, Mr & Mrs T mixers, Nantucket Nectars, Garden Cocktail, Mistic, and Rose's brand names.
    [Show full text]
  • Dr Pepper Snapple Group Transforms Its Category Management Process
    Case study Allocation and Space Dr Pepper Snapple Group Transforms Its Category Management Process On the category management improvement “Our space methodology paired with Blue Yonder’s space planning capability optimizes days of supply and increases inventory turns on an item-by-item basis, which results in a reduction in excess inventory and a boost in cash 99% flow for the retailer. We can also reset our retail customers’ planograms improved accuracy twice a year or more, which many of our competitors just can’t handle.” - Director, Category Management, Dr Pepper Snapple Group Challenges • Dr Pepper Snapple Group (DPS) is one of North America’s leading refreshment beverage companies. The company sells its diverse and 15x popular soft drinks to top franchise businesses like Coca-Cola, Pepsi and reduction in labor hours other independent bottling companies throughout North America. With to maintain and update category management a core competency, the beverage company’s space, planograms assortment and speed-to-insight capabilities are continuously evolving. • DPS was challenged to mass produce store-specific planograms on a large scale to meet the changing needs of their retail customers without draining their time and resources. • The company’s goals were to improve the accuracy rate, increase efficiency, boost retail partnerships without increasing headcount and reducing excess inventory to achieve increased cash flow. On speeding up planogram production The Category Manager stated, “In order to increase our retail partnerships and categories without increasing headcount, we implemented proven solutions that would support our new approach to space management and help us speed up the planogram creation process.” The Blue Yonder solution automated the large-scale production of Blue Yonder’s expertise optimized, store-specific planograms, increasing Dr Pepper Snapple Group’s accuracy rate to 99 percent.
    [Show full text]
  • Dr Pepper Snapple Group, Inc. – Name/Symbol/Cusip Change Futures Symbol: Dps1d New Symbol: Kdp1d Date: 7/10/18
    #43331 DATE: JULY 9, 2018 SUBJECT: DR PEPPER SNAPPLE GROUP, INC. – NAME/SYMBOL/CUSIP CHANGE FUTURES SYMBOL: DPS1D NEW SYMBOL: KDP1D DATE: 7/10/18 The Options Clearing Corporation (OCC) has been informed that Dr Pepper Snapple Group, Inc. (DPS) will change its name, trading symbol and CUSIP to Keurig Dr Pepper Inc. (KDP), CUSIP 49271V100. As a result, futures symbol DPS1D will also change to KDP1D effective at the opening of business on July 10, 2018. All other terms will not change. Clearing Member input to OCC must use the new futures symbol KDP1D commencing July 10, 2018. DATE: July 10, 2018 FUTURES SYMBOL: DPS1D changes to KDP1D UNDERLYING SECURITY: DPS changes to KDP MULTIPLIER: 100 (e.g. 1 equals $100) NUMBER OF CONTRACTS: Unchanged DELIVERABLE PER CONTRACT: 100 Keurig Dr Pepper Inc. (KDP) Common Shares CUSIP: (New) 49271V100 DISCLAIMER This Information Memo provides an unofficial summary of the terms of corporate events affecting listed options or futures prepared for the convenience of market participants. OCC accepts no responsibility for the accuracy or completeness of the summary, particularly for information which may be relevant to investment decisions. Option or futures investors should independently ascertain and evaluate all information concerning this corporate event(s). The determination to adjust options and the nature of any adjustment is made by a panel of The OCC Securities Committee pursuant to OCC By-Laws, Article VI, Sections 11 and 11A. The adjustment panel is comprised of representatives from OCC and each exchange which trades the affected option. The determination to adjust futures and the nature of any adjustment is made by OCC pursuant to OCC By- Laws, Article XII, Sections 3, 4, or 4A, as applicable.
    [Show full text]
  • View Annual Report
    2 Letter to Shareholders 10–11 Financial Highlights 12 The Breadth of the PepsiCo Portfolio 14 Reinforcing Existing Value Drivers 18 Migrating Our Portfolio Towards High-Growth Spaces Table 22 Accelerating the Benefits of of Contents One PepsiCo 24 Aggressively Building New Capabilities 28 Strengthening a Second-to-None Team and Culture 30 Delivering on the Promise of Performance with Purpose 33 PepsiCo Board of Directors 34 PepsiCo Leadership 35 Financials Dear Fellow Shareholders, Running a company for the long • We delivered +$1 billion savings term is like driving a car in a race in the first year of our productiv- that has no end. To win a long race, ity program and remain on track you must take a pit stop every now to deliver $3 billion by 2015; and then to refresh and refuel your • We achieved a core net return car, tune your engine and take other on invested capital3 (roic) of actions that will make you even 15 percent and core return on faster, stronger and more competi- equity3 (roe) of 28 percent; tive over the long term. That’s what • Management operating cash we did in 2012—we refreshed and flow,4 excluding certain items, refueled our growth engine to help reached $7.4 billion; and drive superior financial returns in • $6.5 billion was returned to our the years ahead. shareholders through share repurchases and dividends. We invested significantly behind our brands. We changed the operating The actions we took in 2012 were model of our company from a loose all designed to take us one step federation of countries and regions further on the transformation to a more globally integrated one to journey of our company, which enable us to build our brands glob- we started in 2007.
    [Show full text]
  • Coca-Cola La Historia Negra De Las Aguas Negras
    Coca-Cola La historia negra de las aguas negras Gustavo Castro Soto CIEPAC COCA-COLA LA HISTORIA NEGRA DE LAS AGUAS NEGRAS (Primera Parte) La Compañía Coca-Cola y algunos de sus directivos, desde tiempo atrás, han sido acusados de estar involucrados en evasión de impuestos, fraudes, asesinatos, torturas, amenazas y chantajes a trabajadores, sindicalistas, gobiernos y empresas. Se les ha acusado también de aliarse incluso con ejércitos y grupos paramilitares en Sudamérica. Amnistía Internacional y otras organizaciones de Derechos Humanos a nivel mundial han seguido de cerca estos casos. Desde hace más de 100 años la Compañía Coca-Cola incide sobre la realidad de los campesinos e indígenas cañeros ya sea comprando o dejando de comprar azúcar de caña con el fin de sustituir el dulce por alta fructuosa proveniente del maíz transgénico de los Estados Unidos. Sí, los refrescos de la marca Coca-Cola son transgénicos así como cualquier industria que usa alta fructuosa. ¿Se ha fijado usted en los ingredientes que se especifican en los empaques de los productos industrializados? La Coca-Cola también ha incidido en la vida de los productores de coca; es responsable también de la falta de agua en algunos lugares o de los cambios en las políticas públicas para privatizar el vital líquido o quedarse con los mantos freáticos. Incide en la economía de muchos países; en la industria del vidrio y del plástico y en otros componentes de su fórmula. Además de la economía y la política, ha incidido directamente en trastocar las culturas, desde Chamula en Chiapas hasta Japón o China, pasando por Rusia.
    [Show full text]
  • Introduction to Product Lifecycle Management Principles
    Introduction to Product Lifecycle Management Principles For Healthy Food & Drink Businesses The AHFES training for Product Lifecycle Management is divided across 3 modules This is Module 1 “A Introduction to Product lifecycle Management principles” Module 1.2 Provides a more comprehensive overview of “The PLM software options.” Module 2 Provides an overview of “Applying PLM to healthy food” All the training modules can be found on the Training section of the AHFES website https://www.ahfesproject.com/training/ 2 First let define what is meant by Product Lifecycle Management (PLM) “It’s a systematic approach to managing the series of changes a product goes through, from its design and development to its ultimate retirement or disposal.” PLM is associated with manufacturing and is typically broken into the following stages: Beginning of life (BOL) - includes new product development and design processes. Middle of life (MOL) - includes collaboration with suppliers and product information management. End of life (EOL) - includes strategies for how the products will be disposed of, discontinued, or recycled. The goal of PLM is to eliminate waste and improve efficiency. PLM is considered to be an integral part of the lean production model. Module 1 Content The Importance of PLM 5-13 1 The core concept The Process 14 -19 2 The 7 Key Areas The Benefits 20 - 25 3 Increased revenue Innovation Product Marketing External communication 4 Module Content Example of PLM food product 26 – 35 The Sector 4 The need The process The result Overview of types of PLM 36 – 41 5 Dedicated Cloud Monday.com – Odoo – Ahaa Specialist – Modular Conclusion 42 6 Key Points 5 Importance of Product Life cycle Management Helps in planning, provides information about the market.
    [Show full text]
  • Product Differentiation and Mergers in the Carbonated Soft Drink Industry
    Product Differentiation and Mergers in the Carbonated Soft Drink Industry JEAN-PIERRE DUBE´ University of Chicago Graduate School of Business Chicago, IL 60637 [email protected] I simulate the competitive impact of several soft drink mergers from the 1980s on equilibrium prices and quantities. An unusual feature of soft drink demand is that, at the individual purchase level, households regularly select a variety of soft drink products. Specifically, on a given trip households may select multiple soft drink products and multiple units of each. A concern is that using a standard discrete choice model that assumes single unit purchases may understate the price elasticity of demand. Tomodel the sophisticated choice behavior generating this multiple discreteness,Iuse a household-level scanner data set. Market demand is then computed by aggregating the household estimates. Combining the aggregate demand estimates with a model of static oligopoly, I then run the merger simulations. Despite moderate price increases, I find substantial welfare losses from the proposed merger between Coca-Cola and Dr. Pepper. I also find large price increases and corresponding welfare losses from the proposed merger between Pepsi and 7 UP and, more notably, between Coca-Cola and Pepsi. 1. Introduction With the advent of aggregate brand-level data collected at supermarket checkout scanners, researchers have begun to use structural econo- metric models for policy analysis. The rich content of scanner data enables the estimation of demand systems and their corresponding cross-price elasticities. The areas of merger and antitrust policy have been strong beneficiaries of these improved data. Recent advances in structural approaches to empirical merger analysis consist of combining Iamvery grateful to my thesis committee: David Besanko, Tim Conley, Sachin Gupta, and Rob Porter.
    [Show full text]
  • Carbonated Soft Drinks in the US Through 2025
    Carbonated Soft Drinks in the U.S. through 2025: Market Essentials 2021 Edition (To be published September 2021. Data through 2020. Market projections through 2025.) More than 120 Excel tables plus an executive summary detailing trends and comprehensive profiles of leading companies, their brands and their strategies. his comprehensive market research report on the number-two T beverage category examines trends and top companies' For A Full strategies. It provides up-to-date statistics on leading brands, Catalog of packaging, quarterly growth and channels of distribution. It also Reports and offers data on regional markets, pricing, demographics, Databases, advertising, five-year growth projections and more. Go To The report presents the data in Excel spreadsheets, which it supplements with a concise executive summary highlighting key bmcreports.com developments including the impact of the coronavirus pandemic as well as a detailed discussion of the leading carbonated soft drink (CSD) companies. INSIDE: REPORT OVERVIEW A brief discussion of key AVAILABLE FORMAT & features of this report. 2 PRICING TABLE OF CONTENTS Direct Download A detailed outline of this Excel sheets, PDF, PowerPoint & Word report’s contents and data tables. 7 $4,395 To learn more, to place an advance order or to inquire about SAMPLE TEXT AND additional user licenses call: Charlene Harvey +1 212.688.7640 INFOGRAPHICS ext. 1962 [email protected] A few examples of this report’s text, data content layout and style. 13 HAVE Contact Charlene Harvey: 212-688-7640 x 1962 QUESTIONS? [email protected] Beverage Marketing Corporation 850 Third Avenue, 13th Floor, New York, NY 10022 Tel: 212-688-7640 Fax: 212-826-1255 The answers you need Carbonated Soft Drinks in the U.S.
    [Show full text]
  • The Cola Wars
    Journal of Business Case Studies – March/April 2009 Volume 5, Number 2 Brands As Ideological Symbols: The Cola Wars Praveen Aggarwal, University of Minnesota Duluth, USA Kjell Knudsen, University of Minnesota Duluth, USA Ahmed Maamoun, University of Minnesota Duluth, USA ABSTRACT The Coca-Cola Company is the undisputed global leader in the cola industry. Despite its size and marketing savvy, the company has faced a barrage of competition from new companies in the Middle East and some parts of Europe. These companies have tried to create a niche for themselves by tapping into the anti-U.S. sentiment that prevails among a section of population in these markets. We review three such competitors, Zam Zam Cola, Mecca Cola, and Qibla Cola and their strategies for challenging the global giant. Keywords: Cola Wars, Anti-U.S. sentiment, Beverages industry. THE COCA-COLA COMPANY ith sales and operations in over 200 countries, The Coca-Cola Company is the worlds’ largest producer and marketer of nonalcoholic beverage concentrates in the world. While Coca-Cola W beverages have been sold in the United States since 1886, the company has made significant advances in its global reach and dominance in the last few decades. Of the roughly 50 billion beverage servings consumed worldwide on any given day. The Coca-Cola Company serves 1.3 billion of those servings. In terms of worldwide sales of nonalcoholic beverages, the company claimed a 10% market share in 2004, while employing approximately 50,000 people. As of 2004, the company divided its global operations into six segments or “operating groups”: • North America • Africa • Asia • Europe, Eurasia and Middle East • Latin America • Corporate The relative size and contributions of these segments are given in Table 1.
    [Show full text]
  • Strategic Analysis of the Coca-Cola Company
    STRATEGIC ANALYSIS OF THE COCA-COLA COMPANY Dinesh Puravankara B Sc (Dairy Technology) Gujarat Agricultural UniversityJ 991 M Sc (Dairy Chemistry) Gujarat Agricultural University, 1994 PROJECT SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENTS FOR THE DEGREE OF MASTER OF BUSINESS ADMINISTRATION In the Faculty of Business Administration Executive MBA O Dinesh Puravankara 2007 SIMON FRASER UNIVERSITY Summer 2007 All rights reserved. This work may not be reproduced in whole or in part, by photocopy or other means, without permission of the author APPROVAL Name: Dinesh Puravankara Degree: Master of Business Administration Title of Project: Strategic Analysis of The Coca-Cola Company. Supervisory Committee: Mark Wexler Senior Supervisor Professor Neil R. Abramson Supervisor Associate Professor Date Approved: SIMON FRASER UNIVEliSITY LIBRARY Declaration of Partial Copyright Licence The author, whose copyright is declared on the title page of this work, has granted to Simon Fraser University the right to lend this thesis, project or extended essay to users of the Simon Fraser University Library, and to make partial or single copies only for such users or in response to a request from the library of any other university, or other educational institution, on its own behalf or for one of its users. The author has further granted permission to Simon Fraser University to keep or make a digital copy for use in its circulating collection (currently available to the public at the "lnstitutional Repository" link of the SFU Library website <www.lib.sfu.ca> at: ~http:llir.lib.sfu.calhandle/l8921112>)and, without changing the content, to translate the thesislproject or extended essays, if technically possible, to any medium or format for the purpose of preservation of the digital work.
    [Show full text]
  • Introducing Keurig Dr Pepper
    Introducing Keurig Dr Pepper Investor Presentation Creating a New Challenger In the Beverage Industry Highly Confidential January 2018 Forward Looking Statements Certain statements contained herein are “forward-looking statements” within the meaning of applicable securities laws and regulations. These forward-looking statements can generally be identified by the use of words such as “anticipate,” “expect,” “believe,” “could,” “estimate,” “feel,” “forecast,” “intend,” “may,” “plan,” “potential,” “project,” “should,” “will,” “would,” and similar words, phrases or expressions and variations or negatives of these words, although not all forward-looking statements contain these identifying words. Forward-looking statements by their nature address matters that are, to different degrees, uncertain, such as statements regarding the estimated or anticipated future results of the combined company following the proposed merger, the anticipated benefits of the proposed merger, including estimated synergies, the expected timing of completion of the proposed merger and related transactions and other statements that are not historical facts. These statements are based on the current expectations of Keurig Green Mountain Parent Holdings Corp. and Dr Pepper Snapple Group, Inc. management and are not predictions of actual performance. These forward-looking statements are subject to a number of risks and uncertainties regarding the combined company’s business and the proposed merger and actual results may differ materially. These risks and uncertainties
    [Show full text]
  • 1 BAB I PENDAHULUAN A. Latar Belakang Masalah Pesatnya
    BAB I PENDAHULUAN A. Latar Belakang Masalah Pesatnya perkembangan media cetak dan elektronik memunculkan persaingan di industri saat ini. Perusahaan berkompetisi untuk mempertahankan brand position di benak konsumen dengan menciptakan standarisasi mutu maupun peningkatan kualitas pelayanan melalui strategi promosi. Banyak cara yang dilakukan oleh perusahaan agar brand – nya dapat merebut hati masyarakat. Beberapa brand yang telah memiliki nama besar tentunya memiliki cara untuk bertahan agar tidak digeser oleh kompetitor dan meraih posisi terbaik. Keseluruhan prestasi yang diraih oleh sebuah brand besar pun tidak dapat diraih secara instan melainkan perlu melalui tahapan dalam kurun waktu yang juga tidak singkat. Posisi sebuah produk ditentukan juga dari bagaimana perusahaan mengimplementasikan perencanaan dengan baik dan tepat sasaran. Brand position diraih melalui proses perencanaan yang matang dengan menghasilkan suatu keputusan untuk memperkuat posisi merek. Advertising campaign merupakan salah satu faktor esensial dalam menunjukkan eksistensi suatu produk, bukan hanya sekedar kualitas produk tetapi bagaimana cara mengkomunikasikan kepada masyarakat agar diterima dan memperoleh tempat di tengah persaingan. 1 Advertising campaign muncul tidak serta merta dengan sendirinya, melainkan terdapat beberapa hal yang perlu dipertimbangkan, karena tujuannya adalah mengkomunikasikan merek. Merumuskan komunikasi untuk mencapai tanggapan yang diinginkan akan menuntut pemecahan tiga masalah: 1, apa yang harus dikatakan (strategi pesan), 2, bagaimana mengatakannya (strategi kreatif) dan 3, siapa yang harus mengatakannya (sumber pesan) (Kotler, 2007 : 214). Sebagai bagian dari strategi kreatif dalam Integrated Marketing Communication (IMC), advertising campaign dirancang melalui berbagai riset sebelum akhirnya diimplementasikan. Berbagai riset yang dilakukan antara lain riset konsumen yang mencakup target market dan riset kompetisi yakni apa saja yang dilakukan oleh kompetitor terutama kompetitor utama.
    [Show full text]