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Ag
en
da
• Market Analysis• Consumer Insight• Problem Definition• Target Audience• Brand Diagnosis• BIG IDEA• Media Strategy• Creative
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Situ
atio
n A
naly
sis
The Juice Drinks Market
• Market Growth
• Orange Juice is the UK’s favourite flavour
• New Exotic Flavours
Cranberry Juice
•Distinctively less sweet taste
•Popular amongst adults
•Low temporal association
•High awareness of health benefits
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Situ
atio
n A
naly
sis
• Dominant Brand
• First Mover Advantage
• Strong association with cranberry juice
• Innovative
• Marked Drop in Sales
Competitors
• Private Label Threat
•Frequent Price Promotions
•Shelf Space Preference
• Premium Brands
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Con
sum
er In
sigh
t
• Ocean Spray is synonymous with cranberry juice
• Mature women prefer the taste of cranberry juice
• Strong awareness of the health benefits
• Low temporal association
• Packaging issues
• Low advertising recall
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Prim
ary
Targ
et A
udie
nce
The Primary Audience• ABC 1 Female 35-54• Nationwide, emphasis on
South of England, London• Married or living with a
partner • Modern mother in part-
time employment• Family income £50.000+• Owns car • Spends about £150 per
week on grocery• Interested in classical
music, current affairs and healthy life style
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Seco
nd
ary
Targ
et A
udie
nce
The Secondary Audience• ABC 1 Female 25-34• Nationwide, emphasis
on Southern England.• Sophisticated and
independent woman with a full time career
• Household income of £30.000
• Health conscious, enjoys regular sports and travelling
• Spend £60 per week on groceries for herself
• Interested in politics and classical music
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Oce
an S
pra
y to
day
“I know about the Ocean Spray brand but nothing about its history or heritage. I only know Ocean Spray as a producer of cranberry juices.”
Female, 25-34 years
Lack of Identity?
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What do UK customers think?
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Competitor Positioning
What about us?
•Tropicana, the healthy family breakfast drink
•Innocent, the unconventional fun-drink for free-spirits
•Grove Fresh, the quality organic alternative
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Stra
tegy
What is our Story?
75 years
...Let‘s tell our heritage !
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Stra
tegy
Tell it!
1. Authentic: Conforming to fact and therefore worthy of trust, reliance, or belief.
2. Having a claimed and verifiable origin or authorship; not counterfeit or copied.
Authenticity
Expertise Passion
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The B
ig Id
ea The Cranberry Source.
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Com
mun
icatio
n O
bje
ctives
Premium Price
To ensure that 6 months after the start of the campaign,60% of the target audience show preference towards the Ocean Spray brand, hence recognising the premium price over private labels.
Authenticity
Ensure that 70% of the target audience identify Ocean Spray as the passionate expert brand in the juice drinks market for cranberry juice by the end of the campaign.
Brand Recall
To achieve an unaided post-campaign brand recall from 80% of our target audiences, by the end of the campaign, of which 50% identify Ocean Spray first, when asked to name 3 brands within the fruit juice drink market.
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Media
Stra
teg
y
1. Coverage over repetition:
• Maximise reach
• Keep Frequency at an effective level
2. However, cranberry juice consumption is seasonal.
3. Heavier expenditure means higher reach via the simultaneous use of different media vehicles.
4. The media plan is based on a weekly purchase cycle.
5. The plan reflects a balance between highly targeted advertising and a close presence to the shopping time.
Summary: A recency based strategy
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Media
Obje
ctives
1. Run a campaign of 280 GRPs with a total reach of 70% of the primary target audience with an average frequency of 4 by the end of the campaign.
2. Maximise reach amongst the primary and secondary target audiences of ABC1 women aging 35-55 and 25-35 respectively.
3. Advertise throughout the whole duration of the campaign, with weighting towards the weekends, increasing reach during the Summer and Christmas months, through simultaneous utilisation of several media vehicles.
4. Run a national campaign with special regional emphasis on Southern England and the London Area.
5. Match the creative development with the media selection, making the most of each media vehicle to transfer the concepts of heritage and authenticity for the Ocean Spray brand.
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Media
Sch
ed
ule
MEDIA JUN JUL AUG SEP OCT NOV DEC JAN FEB MAR APR MAY
SAINSBURY'S/CLEAR CHANNEL
TESCO/JC DECAUX
YOU - MAIL ON SUNDAY
SUNDAY TIMES MAGAZINE
SAINSBURY'S MAGAZINE
GOOD HOUSEKEEPING
WEIGHT WATCHERS
CLASSIC FM
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Media
Bu
dg
et
Sunday newspapers magazines: 25,0%Contingencies:
10,1%
Supermarket outdoors: 34,5%
Glossy magazines: 16,0%Radio:
14,4%
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Extensive Media Schedule
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Indica
tive C
reativ
e
To successfully execute the big idea’s concept of authenticity, the design of selected media vehicles must be integrated and consistent for maximum effectiveness.
• Print Media• Outdoor Media• Packaging• Websitewww.thecranberrysource.com