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Transcript of Kingfisher Ppt
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United Breweries Holdings LTD
United Spirits
LTD
MCF LTD
Kingfisher
UB Enginee
ring
Introduction to UB GROUP
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HISTORY OF UB GROUP
It all began with 5 breweries in South India.
United Breweries, as these breweries were named in 1915 has come a very long way.
The company was bought by late Mr. Vittal Mallya in 1947
Is a conglomerate of different companies with a major focus on the brewery (beer) and alcoholic beverages industry
Today each one of the 32,000 Beer outlets in India sells one brand or the other from United Breweries.
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KINGFISHER- BRANDKingfisher stands for excitement, youth and
camaraderie.
Kingfisher, the bird is known for its keen instinct, and perfect aim.
It zeros on its target with unfaltering focus.
All its colors represents energy, youthfulness, enthusiasm, freedom with a touch of formality and discipline.
COMING UP KINGFISHER CALENDAR
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Beer Airlines Fashion Collection Sports Calendar King Club – 5star
Hotels
BRANDS
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BRAND REPOSITIONING
COMING UP KINGFISHER CALENDAR
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ANSOFF MATRIX
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KINGFISHER BEER
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Competitors Rivalry
Moderate to High
Threat of substitutes
Low
Bargaining power of buyers
Moderate to High
Bargaining power of suppliers
Low Threat of new entrants
Low to Moderate
PORTER`S MODEL FOR BEER INDUSTRY
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ABOUT KINGFISHER BEER UB (United Breweries Ltd.) is the market leader in the
Indian beer market with a 40% market share
Its flagship Kingfisher brand alone commands 25% market share.
The company has however been focussing on strong beer, which has driven growth
The market is now skewed towards strong beer with more than 60% of the market being strong beer market.
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PRODUCT LINEKingfisher Premium beerKingfisher Strong beerKingfisher Draught beerKingfisher Blue beerKingfisher ultra mild
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Sab Miller
Royal Challenger
Haywards
Fosters
KINGFISHER BEER - COMPETITORS
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Strength
•Strongest Worldwide Distribution Network•Oldest and Largest Player in India•Worldwide known brand•Huge finance backing from UB group
Weakness
• Too much diversified
Opportunity
•Brand extension benefits•Changing lifestyles of middleclass•Increase in disposable income•Beer consumption is increasing
Threat
• High Taxes & Regulations
• Restriction on Advertising
• International players entering India
SWOT ANALYSIS
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Kingfisher ( Mild) Kingfisher ( Strong)
Youth drinking for fun
Urban women who drink light
First –time drinkers who drink for experience
Those who want something stronger to the light beer.
Regular drinkers who prefer stronger flavour
TARGET MARKET
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• No. 1 selling product in its segment.• Good product quality.
PRODUCT
• Kingfisher has an online marketing system• Available throughout India• Kingfisher has its tie-ups with large retailers• Kingfisher has also its associations with the lounges which goes hand
in hand with its brand image
PLACE
• Its both mild and strong beer segment uses competitive pricing strategy
PRICE
• Its tagline “King of good times” is one of the most popular & successful taglines
• Kingfisher uses surrogate advertising since the advertisement is banned
• It rolls out calendars & sponsors sports events for promoting the brand
PROMOTION
4 P’S OF KINGFISHER BEER
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DIAGNOSTICSTap the rural marketIntroduce low calorie beerOpen their own outlets i.e : forward integration
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KINGFISHER AIRLINES
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ABOUT KINGFISHER AIRLINESKingfisher Airlines Limited is a
major Indian airline based in Mumbai.
Kingfisher Airlines, through one of its holding companies United Breweries Group, has a 50 percent stake in low cost carrier Kingfisher Red.
In May 2009, Kingfisher Airlines carried more than a million passengers, giving it the highest market share among airlines in India.
Kingfisher airlines market share as on 15th
march 2010 is 22.27%.
It is India’s leading airline industry after Jet Airways.
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Kingfisher First Kingfisher Class Kingfisher Red
KINGFISHER AIRLINES
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PRODUCT LIFE CYCLE
KINGFISHER AIRLINES
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UNDERSTANDING CUSTOMER NEEDS
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TARGET MARKET OF KFA
Kingfisher Airlines has a clearly defined target audience-
Age group of 25-45 years of age.
This segment has traveled extensively and is aware of international travel trends.
They are modern, trendy and upwardly mobile looking for a great flying experience.
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POSITIONING OF KFAKingfisher Airlines is not merely into the
business of transporting people from point A to point B.
KFA has created a new category of Aviation hospitality thus making service and hospitality their main focus.
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EMIRATES
JETKINGFISHER
DECCAN
SPICE
Quality Of Service(HIGH)
Quality Of Service(HIGH
PRICE(HIGH) PRICE(LOW)
PERCEPTUAL MAPPING
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MARKETING STRATEGIES
Appealing promotional line “Fly the good times” and it reflected in the experience the company offered to its passengers.
The company gave best services to its customers like providing world class interiors and in-flight entertainment systems.
The company started addressing its customers as “GUEST” rather than passengers.
The company came up with only one class airlines.
Kingfisher evolved continued to pursue aggressive marketing strategies.
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FRONTAL ATTACK
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MARKET EXPANSION
Acquisition of Air Deccan added a flanker product to serve the price-sensitive market segment.
Entered into the new market segment – the international sector.
Its coverage to more cities, especially the Tier II cities.
HORIZONTAL DIVERSIFICATION
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DIAGNOSTICS
Fuel efficiency
Increase number of flights and reach to cities
Kingfisher Red ads can be more subtle focusing on safety, comfort & experience
It can be along the lines of "Queen of your heart deserves to fly like one" campaign which focused on emphasizing a comfortable journey for women
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KINGFISHER MINERAL WATER
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MARKET SHARE OF JAIPUR
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PLC
KINGFISHER MINERAL WATER
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DISTRUBUTION CHANNEL
•Distribution network consisting of three levels :Between the company to C&F and then to the consumers, i.e. Distributors and retailers.
•Plant supplies directly to the C&F and then to the distributors from where it generated its primary sales.
•Kingfisher has 108 Distributors that are scattered all over Rajasthan
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THE PRODUCT OFFERING
Core Benefit
Generic Product
Expected Product
Augmented Product
Potential Product
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LIMITATIONS
Unable to provide chilled water
Poor after sales service
No stress on the massive advertisement of the product
Packaging of the product not attractive
Poor distribution channels & irregular visits to the market.
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THREATS FACED
Bisleri, Aquafina and other companies are serving packaged drinking water in all over India.
Consumers are becoming more brand loyal rather than quality conscious.
Attractive schemes are provided by the competitors for their brand promotion.
Eureka Forbes and Aqua guard are trying to capture the market.
Public Relation & Promotional activities are inadequate in Jaipur city.
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DIAGNOSTICS After sale services should be improved.
Regular visit should be maintained for proper supply.
Increase no. of distributors.
More schemes should be launched by the company and organization.
Sales promotion tools
Packaging should be standardized & made attractive.
Advertisement in local newspapers and magazines.
Awareness camps to promote Kingfisher mineral water.
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POP,FOR,POD,CANNABALIZATION,KCI
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POINT OF PARITY Kingfisher Mineral water Should be pure Should not be adulterated
Kingfisher Liquor Should contain certain % of alcohol
Kingfisher Airlines Should reduce your travel time Travel should be comfortable
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FRAME OF REFERENCE (FOR)
Kingfisher Mineral Water Bisleri, Aquafina, Kinley, Evian
Kingfisher Liquor Fosters, Carlsberg, Hayward's, Budweiser
Kingfisher Airlines Jet Airways, Indian Airlines, Air India, Emirates,
Lufthansa
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POINT OF DIFFERENTIATION
Kingfisher Airlines First Class services on domestic routes 1st and only airline in India to provide inflight
entertainment on every seat
Kingfisher Liquor Variants Offered
Kingfisher Mineral Water The Himalayan Aspect
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CANNIBALIZATION
Lets take an example of Whiskey ,
- Royal Challenge
- Royal Stag
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KEY CONSUMER INSIGHT
Kingfisher Airlines
Consumers wanted a airline which provided them with a 5 star flying experience and on time performance
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BRANDING INITIATIVES
Co-branding initiatives with American Express Corporate card, Airtel, Goa tourism, Malaysia Tourism.
Launched aggressive advertisingMarketed itself with NDTV Good TimesSignup for the new brand ambassador
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PROMOTIONAL STRATEGIES-GO KING GO!!!!!!!!!!!
Kingfisher has adopted a 360 degree approach
Along with in-flight Entertainment system, Kingfisher is coming up with path-breaking Partners Program.
Brand activation at multiple consumer touch-points like multiplexes, malls, restaurants, pubs, events etc.
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BRANDING STRATEGIES (CONTD)
Kingfisher Airlines has launched the ‘King Credit Card’, a co-branded credit card with India’s leading bank, ICICI Bank
Collaboration with watch companies to provide exclusive watch collections in the airplanes
Investing in sports & entertainment for its promotion
(Derby, F1 Race, DLF IPL)
Kingfisherworld.com
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SALES PROMOTIONAL STRATERGIES
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E-MARKETING
COMING UP KINGFISHER CALENDAR
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