Stone Creek Wine - Japanese Marketplace
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Stone Creek WineryStone Creek WineryBringing a taste of California to Bringing a taste of California to
JapanJapanPreliminary Marketing Plan
May 14th, 2009
Pattie Chen Jim Folger
Alexis KushnerAlesandro LicopoliChristopher Serio
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Unsolicited inquiry received from Japan.Large untapped Japanese market.Japan has a cultural appreciation for alcohol. Target audience is young, Japanese females.
40% of females have at least one glass of wine per month. Women are more conscious of western trends.
Marketing ObjectivesMarketing Objectives
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Modifying the product to become more Japanese would counteract the interest in California wine. Packaging is essential. Labels must be meticulously placed, good attention to detail.
“Japan Packaging Institute, has been promoting the rationalization of production and distribution as well as a consumption through improvement and elevation of the packaging technique and thereby contributing to the progress of Japan’s economy.”
Product AdaptationProduct Adaptation
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Promotion MixPromotion Mix Objectives:
To generate the attention of consumers To build a strong brand name To create consumer demand for our wine
Message: “Stone Creek wines are crafted from quality grapes grown in the Lodi,
California wine region” Promoting 2 attractive core components (Design Features):
Quality of grapes: The “western-ness” of California Making process: Wine are produced in tradition
Strategy: Push: Educational materials to the distribution chain Pull (Long-term): 1.Advertising 2.Trade show 3.Sponsorship 4.Sales promotion
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Pull Strategy-1: AdvertisingPull Strategy-1: Advertising
Work with the Japanese distributor, Smile CorporationUtilize pre-existing distribution channelsSmile Corporation helps implement Japanese advertising campaigns by using:
1. Print Ads: Early adapters and innovators Magazine, Newspaper, Menu Inserts
2. Web: Targeting, Database, Effective Direct Mail, Banner Ads, Official website, Keyword search
3. Outdoor: Billboards for branding
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Pull Strategy-2:Pull Strategy-2:Trade Fairs and Exhibitions Trade Fairs and Exhibitions
Increase awareness of our winesEncourage trialMeet with trade organizations and consumers
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Pull Strategy-3: SponsorshipPull Strategy-3: Sponsorship
Japanese drama shootingExpose our wine bottle and brand name to our target audienceFashion show events by brandsAssociate Stone Creek with celebrity and established quality lifestyle brands
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Pull Strategy-4: Sales Pull Strategy-4: Sales PromotionPromotion
To distributors: Promotion for the order of certain amount of cases
To customers: Free tasting events Mail Coupons
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Request distributor to fill out the standard distributor questionnaireCreate a long-term relationship with the distributorPrepare contingency plans should this relationship not last given Stone Creek’s commitment to JapanPrepare for possibility of being contacted by a competing Japanese distributor
Channels of DistributionChannels of Distribution
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Cost-Plus approach - $50/case. $35 + 40% mark up.
Invaluable to Stone Creeks strategic mix. Shipment is not just excess inventory.
Advantage of working with a distributor. Control and minimal investment for entry.
Current strategy allows for easy adjustments.
Initial Pricing StrategyInitial Pricing Strategy
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Tariffs and liquor tax laws. $1.95 per bottle.
Japanese recycling regulations. Inflation rates in the United States and Japan. Exchange rate fluctuations.
Price EscalationPrice Escalation
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Initial strategy - Irrevocable Letter of Credit. After tariffs, taxes, mark-ups - $17-18 per bottle.
Future transactions Full-Cost pricing strategy.
Foreign currency transactions. Protective hedging and currency repatriation.
Future business resource requirements.
Future Pricing StrategyFuture Pricing Strategy
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Entice our prospective buyer Set a positive tone for future relationship Relevant technical details Offer Free Advertising Possible future discount Subtlety hint at finding a distributor Questionnaire
Fax Offer - key pointsFax Offer - key points
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Total price All applicable shipping details Payment terms Letter of Credit Conditions Letter of Credit Documents
Proforma Invoice – key Proforma Invoice – key pointspoints
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Excellent growth opportunity for Stone Creek. Importance of international business.
Minimal business and marketing investment. This has room to grow as relationships develop. Marketing channels and revenue steams exist.
There is no downside to Stone Creek moving into the Japanese wine market.
ConclusionConclusion
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Questions?Questions?