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NESTLÉ WATERS                               CASE STUDY N°1                         Customers, Value and Profitability     ...
La Subitudine                         AGENDA                              MARKET                            KEY FIGURES   ...
SU                                MARKET                              KEY FIGURES       MARKET VOLUME // MARKET VALUE // C...
FRENCH BOTTLED WATER MARKET                                 MARKET VOLUME (2010)   Million liters                         ...
FRENCH BOTTLED WATER MARKET                                 MARKET VALUE (2010)  Million euros                            ...
FRENCH BOTTLED WATER MARKET                          COMPETION                                                     Others ...
SU                         PORTER’S 5 FORCES SCHEMA                                      NESTLÉ WATERS                    ...
High entrance                       New brands                            barriers                                        ...
Potential                                                                      entrants          A very low negotiation po...
FRENCH BOTTLED                             Suppliers        WATERS MARKET             Buyers                              ...
Potential                                 Distributors     entrants                                  • Bottled with main d...
FRENCH BOTTLED                                 WATERS MARKET                                                  MATURE MARKE...
SWOT                             Strengths                          Weaknesses              •   Market leader (World & Fra...
NESTLÉ WATERS                              KEY POINTS     KEY FACTS // GLOBAL STRATEGY // COMEPETITIVE POSITIONING // SEGM...
NESTLE WATERS IN A FEW WORDS        LEADER on the French market        14 WATER BRANDS in France, 67 brands worldwide     ...
A sustainable policy : -20%                   non sustainable activities                                           by 2012...
NESTLÉ WATERS COMPETITIVE POSITIONING      Analyse based on consumer value, know-how, ressources required at each step of ...
PRODUCT SEGMENTATION                         SU      Still water             where Nestlé Water is market leader     Spark...
MAPPING                           Nature   Social                            Individual   value                           ...
BRANDING STRATEGY          KEY FIGURES // POSITIONING // PRODUCT // PRICE // PLACEMENT // PROMOTION                       ...
KEY FIGURES      2007 turnover :    € 407 millions        6,55% market share within Nestlé Waters     Present in 125 count...
SEGMENTATION                         4,19%                         95,81%              Flavoured                          ...
POSITIONING                                                        Health                                             Drug...
PRODUCT                             Consumer experience                                          #3 shape          hearing...
PACKAGING      Perrier nature                          Glass : 75 cl,      Plastic : 50 cl   Can : 33 cl                  ...
PRICE           0,39€         0,44€   0,50€   0,53€   0,70€   0,70€   0,77€    Higher prices in SuperMarkets than HyperMar...
DISTRIBUTION                              RETAIL DISTRIBUTION        All kinds of bottles are        present on store     ...
DISTRIBUTION                         CATERING TRADE NETWORK     Water represents 50%       of non alcoholic sales in resta...
COMMUNICATION                                                              GOALS                                          ...
COMMUNICATION         Medias                • TV                • Internet : e-mailing                • Club Perrier      ...
COMMUNICATION       Brand values             •     Impertinence & humorous             •     Social             •     Sens...
lundi 21 novembre 2011
lundi 21 novembre 2011
NESTLÉ WATERS                            CASE STUDY N°1                         Thank you for your attention   Marion DUCL...
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Nestlé waters

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French Bottled Waters market
Nestlé Waters
Perrier brand strategy

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Nestlé waters

  1. 1. NESTLÉ WATERS CASE STUDY N°1 Customers, Value and Profitability Gabrielle Pinchaud Marion DUCLAUX - Adrien DAMEZ - Jules CLEMENT - Laurent CHADIAN - Vincent DI LEONE J’suis pas chaudlundi 21 novembre 2011
  2. 2. La Subitudine AGENDA MARKET KEY FIGURES NESTLÉ KEY FIGURES BRANDING STRATEGYlundi 21 novembre 2011
  3. 3. SU MARKET KEY FIGURES MARKET VOLUME // MARKET VALUE // COMPETITION // PORTER’S 5 FORCES SCHEMAlundi 21 novembre 2011
  4. 4. FRENCH BOTTLED WATER MARKET MARKET VOLUME (2010) Million liters Growth 8 600! 0,00%! 8 401 8 400! 8 143 -1,00%! 8 200! 8 000! 7 804 -2,00%! 7 800! 7 588 -2,50% 7 600! 7 396 -3,00%! 7 400! -2,80% -3,10% 7 200! -4,00%! 7 000! -4,20% 6 800! -5,00%! 2006 2007 2008 2009 2010 MILLION LITERS! Growth! Source :lundi 21 novembre 2011
  5. 5. FRENCH BOTTLED WATER MARKET MARKET VALUE (2010) Million euros Growth 3 900! 0,00%! 3 850 3 850! 3 787 3 800! 3 750! -1,00%! 3 698 -1,40% 3 700! -1,30% 3 645 3 650! -1,60% 3 597 3 600! -2,00%! 3 550! -2,30% 3 500! 3 450! -3,00%! 2006 2007 2008 2009 2010 Turnover! Growth! Source :lundi 21 novembre 2011
  6. 6. FRENCH BOTTLED WATER MARKET COMPETION Others 8,60% 24,50% 38,10% 28,80% Source :lundi 21 novembre 2011
  7. 7. SU PORTER’S 5 FORCES SCHEMA NESTLÉ WATERS Potential entrants FRENCH BOTTLED Suppliers WATERS MARKET Buyers Substituteslundi 21 novembre 2011
  8. 8. High entrance New brands barriers A new brand or a new •High investment required takedown that directly •A mature market competes with products that •A necessary «price» are positioned on the same positioning target •Importance of R&D Low risk Moderate risk Potential entrants FRENCH BOTTLED Suppliers WATERS MARKET Buyerslundi 21 novembre 2011
  9. 9. Potential entrants A very low negotiation power (Purifying agents, plastic or glass bottles suppliers) FRENCH BOTTLED Suppliers WATERS MARKET • Small sizewith suppliersbeverage giants negotiation of food & (tough like Nestlé) • Maybe on product quality ? Substitutes Low risklundi 21 novembre 2011
  10. 10. FRENCH BOTTLED Suppliers WATERS MARKET Buyers Substitutes Tap water : Other beverages : • Not in many regions, the same use • Sodas/Juices and more are • But is as good as tap water becoming more «healthy» oriented. bottled water High risk Low risklundi 21 novembre 2011
  11. 11. Potential Distributors entrants • Bottled with main distributors which negotiate waters producers have to are fighting to lower the pricesFRENCH BOTTLEDWATERS MARKET Buyers Consumers Substitutes •Consumers have a large choice available •Importanceloyalty is a key point on differenciation •Customerlundi 21 novembre 2011
  12. 12. FRENCH BOTTLED WATERS MARKET MATURE MARKET LOW PRODUCT DIFFERENCIATION IMPORTANT FIXED COSTS INDUSTRIAL GIANTS High Internal competition SUlundi 21 novembre 2011
  13. 13. SWOT Strengths Weaknesses • Market leader (World & France) • Products are more expensive than • Well developed quality process competitors products • Strong Research & Development • Substitute products (tap water) • Fast moving consumer goods • No “star” product • • Opportunities Threats • High price of products • Buyout of small brands • Development of store brands and first price • Creation of new brands products • Innovation of products • High level of competition • Mature and stable market • Innovation of competitors • • Development of quality norms •lundi 21 novembre 2011
  14. 14. NESTLÉ WATERS KEY POINTS KEY FACTS // GLOBAL STRATEGY // COMEPETITIVE POSITIONING // SEGMENTATION // MAPPINGlundi 21 novembre 2011
  15. 15. NESTLE WATERS IN A FEW WORDS LEADER on the French market 14 WATER BRANDS in France, 67 brands worldwide 33% market share in France (value) 1,6 bn liters sold in 2010, representing €6,4 bn A sustainable policy : -20% non sustainable activities by 2012. (2010)lundi 21 novembre 2011
  16. 16. A sustainable policy : -20% non sustainable activities by 2012. packaging Nestlé Waters has reduced packaging weight per litre -19% produced by 19% between 2005 and 2010 energy Nestlé Waters has reduced energy consumption per SU litre produced by 22% in its factories between 2005 -22% and 2010. water With 0.65 L additionnal water used to produce one liter in 2010, Nestlé Waters has reduced its water -34% use ratio by 34%.lundi 21 novembre 2011
  17. 17. NESTLÉ WATERS COMPETITIVE POSITIONING Analyse based on consumer value, know-how, ressources required at each step of the conception – manufacturing – distribution process. low 1 2 3 4 5 high SU MARKETING •  Range! •  Market share! PRODUCTION •  Productivity! •  Capacity! •  Localization! R&D •  Budget! •  Potential! FINANCE •  Range! Debts •  Market share! Financial Capacity HUMAN RESSOURCES •  Range! organization Internal Nestlé Waters Key Success Factorslundi 21 novembre 2011
  18. 18. PRODUCT SEGMENTATION SU Still water where Nestlé Water is market leader Sparkling water Nestlé Water is also leader on this market Aromatized water created in 1985lundi 21 novembre 2011
  19. 19. MAPPING Nature Social Individual value value Sciencelundi 21 novembre 2011
  20. 20. BRANDING STRATEGY KEY FIGURES // POSITIONING // PRODUCT // PRICE // PLACEMENT // PROMOTION SUlundi 21 novembre 2011
  21. 21. KEY FIGURES 2007 turnover : € 407 millions 6,55% market share within Nestlé Waters Present in 125 countries 25% on the French sparkling water market #1 International bottled sparkling water brandlundi 21 novembre 2011
  22. 22. SEGMENTATION 4,19% 95,81% Flavoured Sparkling water Sparkling water 88,58% 7,23% Mineral sparkling water Spring sparkling water 2010, in volume SUlundi 21 novembre 2011
  23. 23. POSITIONING Health Drug Beauty Vitality Beneficial Origin On table Legend Eat well Nature Local Pleasure Pleasurelundi 21 novembre 2011
  24. 24. PRODUCT Consumer experience #3 shape hearing #2 color #4 taste #1 green «pshiiiit» gaz & sexy design bubbleslundi 21 novembre 2011
  25. 25. PACKAGING Perrier nature Glass : 75 cl, Plastic : 50 cl Can : 33 cl 33 cl and 20 cl and 1 L Flavoured Perrier Plastic : 50 cl, Eau de Perrier Glass : 75 cl, 1 L Plastic : 1 L Subituuuudinelundi 21 novembre 2011
  26. 26. PRICE 0,39€ 0,44€ 0,50€ 0,53€ 0,70€ 0,70€ 0,77€ Higher prices in SuperMarkets than HyperMarkets 0.15€ / 0.20€ of difference SUBIRElundi 21 novembre 2011
  27. 27. DISTRIBUTION RETAIL DISTRIBUTION All kinds of bottles are present on store Good positioning (eyes and hands level)lundi 21 novembre 2011
  28. 28. DISTRIBUTION CATERING TRADE NETWORK Water represents 50% of non alcoholic sales in restaurants High competition with the «carafe» Eau de Perrier (1 L & 50 cl) is the 4th sold water Other ways of distribution are : Automatic distributors Bakeries...lundi 21 novembre 2011
  29. 29. COMMUNICATION GOALS SU •Reinforce the STRATEGY notoriety TARGET : 18-35 ANS •Originality and •Make the target younger conviviality • Advisors •To win new •Become a « pleasure • Active audience customers who look source » instead of on the website for new pleasure being a healthy water without sugar excess as their competitors •Develop the link the brand and the customerslundi 21 novembre 2011
  30. 30. COMMUNICATION Medias • TV • Internet : e-mailing • Club Perrier Non media • Touch point advertising in Catering Trade Network • Sponsoring : Rolland Garros • Promotionnal products • Flyerslundi 21 novembre 2011
  31. 31. COMMUNICATION Brand values • Impertinence & humorous • Social • Sensations & Emotions • Natural > Classic • Sparkling > Pleasure Various images of the brand : • Perrier Forever (history & origins) • Perrier Lifestyle (taste & quality) • Perrier Re-Source (energy & dynamic : "Lair, leau, la vie…") • Alternative (daring & cutting-edge : "Perrier cest fou")lundi 21 novembre 2011
  32. 32. lundi 21 novembre 2011
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  34. 34. NESTLÉ WATERS CASE STUDY N°1 Thank you for your attention Marion DUCLAUX - Adrien DAMEZ - Jules CLEMENT - Laurent CHADIAN - Vincent DI LEONElundi 21 novembre 2011

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