Gatorade Marketing Plan

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Gatorade Marketing Plan

  1. 1. 1 10 STEP Marketing Plan for GATORADE Allan Ray C. Enriquez October 29, 2010
  2. 2. 5 Steps for Part 1 (PTM and Positioning) 1. Gatorade’s PTM are youth leading an “active” lifestyle 2. Who wanted to enhance performance 3. Can choose Powerade, Pocari Sweat and other sports drinks. 4. Gap is all other brands focused on providing fuel, fluid and nutrients before, during and after activity 5. The market size is US$ 5.3Billion in sales. Gatorade niche is US$ 140Billion. *active lifestyle – being engaged in various activities
  3. 3. 5 Steps for Part 2 (Marketing Mix & Strategy) 6. Sports drink (also in powder and sports gel) 7. Is 30% discount 8. Uses TV, print ads and sports events 9. Is distributed nationwide 10. Uses a niche approach to win
  4. 4. 4 Positioning to the Primary Target Market Part 1: Steps 1 to 5
  5. 5. 1.Gatorade’s primary target market (PTM) are the youth leading an “active” lifestyle  Demographics (pre-adults (13-24), M/F, social class ABC, single)  Lifestyle (athletic, into sports, active individuals)  Behavior (8 fl oz., before, during or after activity, thirst quenching, prevent dehydration)
  6. 6. 2. My PTM’s NWE The youth needs To be secured (health), avoid dehydration; thirst quenching The youth choose Gatorade over other sports drinks because: Flavor, available in all convenient stores, brand (endorsed by Michael Jordan and Dwayne Wade), taste. The youth expects this when they drink Gatorade Thirst quenching, rehydrated, more active, energized; thus, they remain youthful and athletic!
  7. 7. I won’t get dehydrated. I would be like Michael Jordan/Dwayne Wade. I am active! I am a winner!
  8. 8. 3a. Gatorade has several competitors  Direct: Pocari Sweat, Powerade  Indirect: Energy Drinks (Cobra, RedBull, Samurai), Isotonic Drinks (100 Plus), instant energy drink (Joss), flavored water (Vitwater), tea (C2, Real Leaf), water (Viva, Absolute)  Variables: Price, packaging, convenience of use, different variants, availability, brand, lifestyle
  9. 9. 2 Examples of Position Map 1. Lifestyle vs. Age 2. Brand vs. Positioning
  10. 10. Gatorade is #1 in niche: active lifestyle for 13-24 yrs. Lifestyle / Age Matrix 0-13 yrs 13-24 yrs 25-49 yrs 50yrs up Active Inactive Gatorade Tropical Fruit Pocari Sweat Powerade Red Lifestyle vs. Age Matrix Gatorade Cool Blue
  11. 11. Gatorade unique positioning is shown in this competitive map Positioning vs. Brand Matrix Gatorade Powerade Pocari Sweat Thirst quenching Replaces vital fluids and electrolytes Improved performance Affordable Convenient "To thirsty, sweaty jocks, Gatorade is the original sports beverage that quenches thirst while replacing fluids and electrolytes."
  12. 12. 4. Gatorade positions strongly in a niche market opportunity Gatorade is the only sports drink  that is thirst quenching  for the youth who leads an “active” lifestyle  that promises to improve performance No brand has a similar position. Others focus on complete with electrolytes and positively charged ions.
  13. 13. 5a. The sports drink market is estimated US$ 300Billion in sales. SOURCE: http://www.manilatimes.net/national/2006/oct/25/yehey/business/20061025bus6.html
  14. 14. 5b. Based on 2008 Energy Drinks North America Report, where Gatorade’s share is 49%, total market size is US$ 5.3Billion. 1. Gatorade sales is US$2.6Billion 2. Gatorade’s market share is 49% 3. Then total sports drink market size is US$2.6Billion/0.49 = US$5.3Billion
  15. 15. 5c. Consumer data indicates a size of US$234Billion Sports Drink Usage: 300 million Americans consume at least 2x per day of 12 fl.oz sports drink which costs around US$1.07. 300 million x 2 x US$1.07 X 365 = US$234 billion
  16. 16. 5. Concluded that sports drink market is US$234B 1. Competitor data= US$300B 2. Company data = US$300B 3. Usage data = US$234B
  17. 17. 17 The Marketing Mix Strategy Part 2: Steps 6 to 10
  18. 18. 6a. Sports Drink category is dominated by 3 major brands
  19. 19. 6b. Product Description  Gatorade is a sports drink scientifically formulated to replace fluids and provide energy to working muscles. It offers a scientifically validated blend of carbohydrates and key electrolytes.  There are 6 variants – Lemon-Lime, Orange, Cool Blue, Citrus Cooler, Strawberry Kiwi and Fruit Punch  There are 7 sizes: 12, 20, 24, 32, 34, 64 (in fl oz) and 1 gallon
  20. 20. 7. Price- Gatorade is 36% discounted priced in affordable packs  Gatorade 12 fl oz = US$ 1.07  Gatorade 20 fl oz = US$ 1.38  Gatorade 24 fl oz = US$ 2.49  Gatorade 32 fl oz = US$ 3.99 Gatorade is priced 36% cheaper than Powerade.
  21. 21. 8a. Promo
  22. 22. 8a. Promo
  23. 23. 8a. Promo
  24. 24. 8b. Competitor promo
  25. 25. 8b. Competitor promo
  26. 26. 8b. Competitor promo
  27. 27. 9. Gatorade is distributed nationwide using Pepsi Co. distribution network  Supermarkets, sari-sari stores, convenience outlets, drugstores, market stalls  Nationwide  Pick-up by customers  Cash and credit transaction
  28. 28. 10. Gatorade is a niche leader Gatorade’s main strategy is to dominate the niche market of 13 to 24 year old who lead an active lifestyle. It benefits from the distribution leverage of Pepsi Co. Has an excellent branding, excellent product distributed nationwide.
  29. 29. 29 SUMMARY
  30. 30. 5 Steps for Part 1 (PTM and Positioning) 1. Gatorade’s PTM are youth leading an “active” lifestyle 2. Who wanted to enhance performance 3. Can choose Powerade, Pocari Sweat and other sports drinks. 4. Gap is all other brands focused on providing fuel, fluid and nutrients before, during and after activity 5. The market size is US$ 5.3Billion in sales. Gatorade niche is US$ 140Billion. *active lifestyle – being engaged in various activities
  31. 31. 5 Steps for Part 2 (Marketing Mix & Strategy) 6. Sports drink (also in powder and sports gel) 7. Is 30% discount 8. Uses TV, print ads and sports events 9. Is distributed nationwide 10. Uses a niche approach to win

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