marketing solution for miss vickie’s
DESCRIPTION
My winning MARS Apprentice 2010 team created this marketing solution for Frito Lay-Miss Vickie'sTRANSCRIPT
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CHALLENGETo increase the Miss Vickie’s brand
awareness by developing a strategic 360⁰ marketing program to educate the Canadian consumer about both the Canadian heritage and premium
quality of Miss Vickie’s chips
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OBJECTIVE• Increase household penetration from
22% to 44%
• Increase annual gross sales from $422.9 million to $845.7 over 4 years
• Refresh and differentiate Miss Vickie’s brand in the minds of the consumers
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MISS VICKIE’S• Leading Kettle Chip brand in Canada
• ‘Premium’ chip
• Founded in 1985 by Vickie Kerr
• Acquired by Frito Lay in 1993
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POTATO CHIP INDUSTRY TRENDS
90%
10%
TraditionalKettle
Total Potato Chip Industry Sales = $6339.7M
Industry Sales Are Flat!
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KETTLE CHIP SEGMENT TRENDS
60%15%
11%11%
3%Miss Vickie's
Kettle Brand
Old Dutch
Private Label
Other
Total Kettle Chip Sales = $621.7M
Kettle Chip Segment Sales Increasing at 15%!
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COMPETITORS• Current Competitors:– Kettle Brand– Old Dutch– Private Label
• Low Product Differentiation– Nutritional information– Ingredients
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• Primary Target: Baby Boomers
Why?
• Primary Purchaser – Women
• Cannot keep original 59% Boomer customer ratio (87%)
TARGET MARKET
+ Mothers
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BABY BOOMERS• 40 - 59 years of age• 30% of Canadian population• Household Income >$75 000• Living more active, healthy lifestyle• Targeting Boomer Women
• “Gatekeepers”
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TARGET EXPANSION• 35 - 45 years of age• 10% of Canadian population• Household Income >$75 000• Want healthier alternatives for
themselves and their children
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RESEARCHOLOGY
Survey- 317 Respondents
- 57% Female- 43% Male
- 70% Age 40 - 59
Focus Group- 4 general- 5 Specific
- 6 Nutritionists
In-Store Observation
- Intercept with consumers
- Consumer behaviour
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RESEARCHOLOGY
Personal Interviews
- 21 Female- 16 Male
- Telephone/ In-person
FOUNDER OF MISS VICKIE’S
VICKIE KERR
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No
Yes
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
22%
78%
Awareness of Miss Vickie’s Potato Chips
KEY FINDINGS
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Aware of Miss Vickie's Story? Is Miss Vickie's Canadian?0%10%20%30%40%50%60%70%80%90%
100%
4.5%12.0%
95.5%88.0%
Yes No
KEY FINDINGS
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KEY FINDINGS
0
1
2
3
4
5
6
5.45
3.95 3.943.29 2.98
2.45
Important Aspects in a Chip Purchase
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KEY FINDINGS• 81% of primary household shoppers are
women• 90% of Canadian consumers want Canadian
products to be easily identifiable• 49% of Canadian consumers are willing to
pay a premium for Canadian products• Consumers found Miss Vickie’s chips hard to
find on shelves
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HOW DO WE BRIDGE THE GAP?
WHAT IS PREVENTING CONSUMERS FROM
PURCHASING MISS VICKIE’S?
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PROBLEM DEFINITION
PERCEPTION• Little differentiation from competitors• Perceived as unhealthy
IN-STORE ACCESSIBILITY
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Perception:• Unhealthy• Same as competitors
PERCEPTION GAP ANALYSIS
Consumers want:• Healthy Alternative• Taste• Brand
The GAP will be closed once the consumers understand that Miss Vickie’s is offering what
they seek.
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HOW DO WE BRIDGE THE GAP?
WHAT CAN MISS VICKIE’S OFFER HER CUSTOMERS?
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BRAND REFRESH
BRAND REFRESH
PACKAGINGMERCHANDISINGADVERTISING
& PROMOTION
PACKAGING
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PACKAGINGConsumers look for key words that indicate a
healthier alternative.
Slogan that evokes thoughts and emotions of tasty, well-cared for and healthy.
Kettle chips are healthier than flat
chips.
75.2% look for Canadian products.
88.2% - advantage to purchasing
Canadian.
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PACKAGINGConsumers look for key words that indicate a
healthier alternative.
Slogan that evokes thoughts and emotions of tasty, well-cared for and healthy.
Kettle chips are healthier than flat
chips.
75.2% look for Canadian products.
88.2% - advantage to purchasing
Canadian.
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BRAND REFRESH
PRODUCT
REFRESH
PACKAGINGMERCHANDISINGADVERTISING
& PROMOTION
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Frito Lay
Retailers
Consumers
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MERCHANDISING
• Within the Chips Aisle
• Natural Foods Section
• Displays around the Store
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MERCHANDISING• Currently located beside Doritos,
Cheetos
• Overshadowed by flashy packages
• Perceived as unhealthy
What are we going to do about this?
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MERCHANDISING• Move Unsalted, Original Recipe, and Sea Salt
& Malt Vinegar
• Why?– Health conscious Boomers and Mothers
are not going down the salty snack aisle as often
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MERCHANDISING• TMD’s located in different areas– Bakery and Deli
• Why?– Place displays in areas that consumers consistently go – Located near healthy and complementary products– Impulse buy
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BRAND REFRESH
PRODUCT
REFRESH
PACKAGINGMERCHANDISINGADVERTISING &
PROMOTION
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ADVERTISING & PROMOTION
• Public Relations
• Sampling
• Brand Advertising
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ADVERTISING & PROMOTION
PUBLIC RELATIONSWhat’s the Buzz on Miss Vickie’s?
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ADVERTISING & PROMOTION
• Local Newspapers and Magazines– Editorial with Miss Vickie’s story
• Which Newspapers and Magazines?– High readership of women aged 40 to 59– Toronto Star, Zoomer, Chatelaine
• Why? – Building brand awareness through a third party, local and
trusted source
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Home GrownGoodness
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ADVERTISING & PROMOTION
Canada Day Promotions:• Discover Canada Contest– Miss Vickie’s bags will have a Canada Day theme– 5 Winners– Prize is a coast to coast family trip across Canada
• Why? – Emphasize Canadian roots of Miss Vickie’s
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ADVERTISING & PROMOTION
• Local Event Sponsorships– Product samples– Strawberry Festival, Elmira Syrup Festival,
Unionville Village Festival
• Why? – Emphasize Canadian grassroots of Miss Vickie’s
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ADVERTISING & PROMOTION
• In-store Sampling– Give out samples of Miss Vickie’s as people enter
the grocery store– 50¢ off coupon for Miss Vickie’s chips
• Why? – Chips are impulse buy – High conversion rate for Miss Vickie’s
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ADVERTISING & PROMOTION
• BRAND POWER – Helping You Buy Better– 73% of consumers are more likely to buy products
shown
• Provides:– Credibility– Believability– Relevance– Importance
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ADVERTISING & PROMOTION
• Shopping Cart Advertising– Audience: 5 000 000– Reaches 23% of Canadian Adults– Sales Lift Range: 6.4% - 18.4%
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ADVERTISING & PROMOTION
• In-store Floor Ads– Audience: 4 100 000– Reaches 18% of Canadian Adults– Sales Lift Range: 20% - 48%
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IMPLEMENTATIONMar Apr May June July Aug Sept Oct Nov Dec Jan Feb
TV
Cart Ads
Floor Ads
Print Media
In-Store Sampling
Discover Canada
Event Sponsorships
In-Store Displays
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BUDGETBUDGET
PACKAGING
Packaging Alterations $ 30 000
Canada Day Alterations $ 30 000 $ 60 000
MERCHANDISING
Production of Stands $ 50 000 $ 50 000
ADVERTISING & PROMOTIONS
Television $581 500
Print Media $142 059
In-Store Ads $225000
Print Ads Production $ 30 000
In-Store Sampling $250 000
“Discover Canada” $ 60 000
Event Sponsorships $100 000 $1 388 559
TOTAL $1 498 559
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2009 2010 2011 2012 2013 20140
200000
400000
600000
800000
1000000
1200000
CURRENT STRATEGY
NEW STRATEGY
COST/BENEFIT ANALYSISATTAIN 44% MARKET
PENETRATION IN 4 YEARS AND
DOUBLE SALES.
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CONCLUSION
PRODUCT
REFRESH
PACKAGINGMERCHANDISINGADVERTISING
& PROMOTION
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APPENDIX - TARGET MARKET• Total Canadian Households = 12 473 500• Miss Vickie’s Penetration (44%) = 5 488 340• Boomer Customers (40%)–2 195 336 Boomer HH’s = 58.7% of Canadian
Boomer HH’s• Mother Customers (25%)–1 372 085 Canadian Mothers HH’s