Situation Analysis

MMI 3033 Situation Analysis Golden Churn Butter

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Situation Analysis

Chapter 1: Project Overview

1.1 Introduction

Butter is a dairy product traditionally made by churning fresh or fermented cream or milk. It

is usually use as spread and a condiment, cooking, baking, sauce making and some people

use butter for pan frying. In some butters, they are sometimes added salt, flavoring, and

preservatives to get different taste. The most common ones which can be found in the

supermarkets are the salted and unsalted butter. Butter consists of butterfat (the fatty

portion of milk), milk protein and water. The characteristic of butter is that it stays solid

when refrigerated, softens to a spreadable consistency at room temperature, and melts into

a thin liquid at 32-25°C. Butter is generally pale yellow in color but varies from deep yellow

to nearly white.

Many people thought that butter is the same as margarine because of their similar look and

functionalities; however, butter is not in any way the same as margarine; be it the way it is

manufactured, ingredients, taste, etc. Butter is derived from animal fat (usually milk fats)

while margarine is from plant oils and fats which makes margarine free from dairy products.

Vegetarians and vegans consume margarine as a substitute to butter.

250g Golden Churn wrapped butter


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1.2 Problem Statements and Issue

Back in August 2011, rumor started spreading saying that there was porcine DNA found in

Golden Churn butter which then caused the butter to be taken down from shelves in the

supermarket. Inspections and tests were carried out to verify the issue. It was found that

there was no sign of porcine DNA found in any samples of the butter and JAKIM

(Department of Islamic Development Malaysia) certified that Golden Churn butter is halal.

The butter is then placed back on the shelves. Due to the spread of the rumor, the image of

the butter is affected as people started doubting and avoiding the product. The Sarawak

layered cake industry is severely damaged by the rumor as Golden Churn butter is the key

ingredient to making the delicious cakes.

1.3 Objectives and Aims

Objective: - To reintroduce the product to consumers and bring its glory back in the market

Aim: - Regain the trust of Muslim consumers

- Reassure the consumers that the butter is certified Halal

A poster of Sarawak layered cakes displayed at Kampung Gersik, Kuching, Sarawak is tapped to

hide the wordings of “Golden Churn Butter, the best butter for the generation”.


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Chapter 2: Project Profile

2.1 Product Name

Golden Churn pure creamery butter

2.2 Product Classification

Food and Beverages (Dairy Product)

2.3 Product Characteristics

Types of packaging Unit size Price

Canned Butter

12oz / 340g

16oz / 454g

2kg

RM10.90

RM13.90

RM57.90

Wrapped Butter (Salted)

Wrapped Butter (Unsalted)

250g

227g

RM9.20

RM8.90

Butter Tubs 200g RM9.90

Spreadable Tubs 250g RM10.90

Portion Butter Tubs 10g x 6 N/A

Source: Ballantyne Foods Pty. Ltd. Source: Austar Marketing Sdn. Bhd.


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2.4 Product Range

2.5 Distribution

Golden Churn butter is distributed indirectly to consumers as it is an imported good.

Australia > Agent in Malaysia > Distributed to hypermarkets/supermarkets > Consumers

2.6 Product Life Cycle

Salted and unsalted wrapped butter (written on the

wrapping by the picture of the churn; salted in black ink

and unsalted in red ink).

Salted wrapped butter comes in 250g packaging while

unsalted wrapped butter is slightly lighter, 227g.


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2.7 The Brand

Golden Churn butter is a fine quality butter manufactured by Ballantyne Foods Pty. Ltd.,

Australia and it has proudly been in the market for more than 70 years. The Ballantyne

Company is known as the largest producer of canned butter in the world and has

penetrated into markets of Asia, the Pacific, the Middle East and the Americas. Golden

Churn butter comes in different packaging; canned, wrapped, tubs and portion tubs. In

Sarawak, Golden Churn butter is the key ingredient to the state’s famous delicacy, the

Sarawak layered cakes. It is also widely used in many other recipes.

340g Golden Churn canned butter

2.8 Brand Image and Implication

The brand has established its position in the East Malaysia better than the West because it is

better known in Sarawak as it is the key ingredient to favorites of many Muslims, the

Sarawak layered cakes. There were no statistics obtained to show that sales of the butter

are greatly affected by the rumor which said that the butter contained traces of porcine

DNA. However, it has a direct relation to the sales drop of Sarawak cake lapis which was

reported to drop as much as 80% (The Star Online, 2011).


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2.9 Strength and Weakness

Strength

- Available in different packaging

- Sold throughout 4 regions in the world, namely Asia, the Pacific, the Middle East and

the Americas.

- In the market for over a century and is still famous

- Trusted high quality butter

- Have a classic gold packaging

Weakness

- It is greasy and fattening

- High cholesterol

- Expensive

2.10 Advantages and Disadvantages

Advantages

- People can choose the type of packaging that suit individual preferences

- Helps to make cooking and baking taste nicer

- The butter can be easily recognized with its classic look in gold

Disadvantages

- People choose other spreads which are more healthy

- People opt to buy more affordable butter

- People who are lactose intolerant cannot consume butter


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2.11 Unique Selling Preposition (USP)

Classic butter produced at the highest quality

2.12 Promotional History and Advertising Schedule

No promotional history or advertising is found regarding the product in Malaysia. Most of

the consumers know about the product from family choices.

2.13 Positioning Statement

Golden Churn butter is a classic butter produced at the highest quality and is perfect for

people who love to cook and bake for their loved ones.


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Chapter 3: The Company

3.1 Company Overview

Ballantyne is a family owned company, from one of world's richest food producing nations,

which for more than half a century has been serving a global market for fine foods.

3.2 Business Description

- Butter

Their dairy division produces a range of packaged butter, dairy blend and margarine

products which encompasses portion control products (mini tubs and mini wraps) to

retail products (tubs and wraps) for the Australian and international markets.

Ballantyne is proud to be the largest producer of canned butter in the world.

Their brands include Ballantyne, Golden Churn, Red Feather, Wood Dunn, Blue

Triangle and Hammer.

- Cheese Powders and Specialty Powders

Their food ingredient division specialises in spray dried dairy powders and other

specialty powders

Their range of cheese powders which include cheddar, blue, parmesan, romano and

cream cheese varieties.

Ballantyne’s cream cheese powder is world renowned and our new

instantised yogurt powder sets impressive standards in solubility.


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3.3 Company History

Keith Lindsay Ballantyne had ten years’ experience in all practical phases of the dairying

industry before founding the present Ballantyne organisation in 1929 in King Street,

Melbourne; specializing in the sale of dairy produce on a wholesale basis.

In 1936 the firm K. L. Ballantyne Pty. Ltd. was registered, and for the first ten years, the

firm's activities comprised the sale and distribution of all forms of dairy produce, butter

tinning, the refining and canning of edible fats, and the processing of eggs for sale in

Australia and overseas.

In the early 1940s, Company’s business expanded; moved from King Street to a bigger

premise in South Melbourne. In 1945 the present administrative building at 39 Ballantyne

Street became the headquarters of the Ballantyne organization.

By 1946, the Company's export trade was so great that the Ballantyne Export Company Pty.

Ltd. was registered. This company has controlled all export business ever since. It was then

renamed to Ballantyne Foods in 1998.

By 1958 the Company’s interests had extended to the milling of Soya Flour for the

promotion of Ry-Soy and Nu-Soy bread. Also housed in this new building was the firm for

contract packagers and food processors.

In 1977 Ballantyne purchased the Dennis Catering and Hotel Group which included catering

contracts at the famous Melbourne Exhibition Buildings and Flemington racecourse and

several Melbourne suburban hotels.

Source: www.ballantyne.com.au


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Golden Churn was one of the first brands bought by Ballantyne and with over 100 years

history is still one of the most popular brands of butter around the world. Canned and

chilled butter packing commenced in 1945 at the South Melbourne site with 2 Benhill and 2

Kustner machines. On the chilled butter side, mini wraps and retail packs were the main

business back then. The canned butter operations were moved to Hamilton New Zealand in

1980 and continue to operate there.

In 1976 in view of the demands of the food service industry a new mini tub machine was

purchased and the Ballantyne brand portion butter that is so well known today was born.

These operations were moved to a new purpose built factory at a greenfields site in

Laverton in 2000.

Ballantyne started revolving air drying in 1961 for snack flavors. This lead to spray drying

cheese powders in 1970, moving to South Melbourne in 1972 until 1981.

The blending operations began in South Melbourne in 1961 and moved to Port Melbourne

in 1988.

Both spray drying and blending operations have been at the same site in the Melbourne

suburbs since 2001 when the new purpose built factory was opened.


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3.4 Key People

International Regional General Manager (for sales outside of Australia)

1. Chris Motton - For Singapore, Indonesia, Philippines, Europe, New Zealand, PNG,

Japan, Americas, Guam and others

Tel +61 (0) 3 9690 1766

2. Hemmat Nasrallah - For Malaysia, Brunei, Middle East, Africa, Bangladesh, Sri Lanka,

Maldives, India, Pakistan, Iran, Russia, Malta and Mauritius

Tel +61 (0) 3 9690 1766

3. Derek Luo - For China, Taiwan, South Korea, the Pacific Islands, Thailand, Vietnam,

Myanmar and Cambodia

Tel +61 (0) 3 9690 1766

General Manager for Australian Sales

1. Denise Borghi - For new inquiries - butter

Tel +61 (0) 3 9690 1766

2. David Gill - For new inquiries - cheese powders and specialty ingredients

Tel +61 (0) 3 9690 1766

3. Jane Henderson - For Australian orders

Tel +61 (0) 3 9690 1766

Agents in Malaysia (import and distribution of Golden Churn butter)

1. West Malaysia

Sejahtera United Sdn. Bhd. (209369-X)

Lot 57, Jalan Sepintas 26/13,

Hicom Damansara Estate,

Section 26, 40000 Shah Alam,

Selangor.

Tel: 03-5191 7367

2. East Malaysia

Austar Marketing Sdn. Bhd. (460051-H)

LOT 1161, BLOCK 12,

Muara Tabuan Light Industrial Park,

93350 Kuching,

Sarawak.

Tel: 082-368334


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3.5 Location and Subsidiaries

3.6 Brands, Major Products and Services

Australian Sales

- Ballantyne Butter: Canned Butter, Portion Control Butter, Retail Pack Butter

- Cheese Powders: Cheddar, Blue Vein, Parmesan, Romano, Cream Cheese, Ricotta, Swiss,

Camembert, Feta, Gouda

- Specialty Ingredients: Sour Cream Powder, Yogurt Powder, Cream Powder (High Fat)

International Sales

- Red Feather/Ballantyne/Golden Churn/Wood Duun Butter: Canned Butter, Portion

Control Butter, Retail Pack Butter

- Cheese Powders: Cheddar, Blue Vein, Parmesan, Romano, Cream Cheese, Ricotta,

Camembert, Feta, Gouda

- Specialty Ingredients: Sour Cream Powder, Yogurt Powder, Cream Powder (High Fat)

- Nuttelex Margarine: Original, Lite, Olive, Pulse

- Red feather canned cheese

Ballantyne HQ

39 Ballantyne Street

South Melbourne

Victoria 3205

Australia

Telephone: +61 3 9690 1766

Fax: +61 3 9690 8582


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3.7 Corporate Vision

- To serve a global market for finest quality of foods

3.8 Corporate Mission

- To produce products with high quality and value

- Brings a special quality which inspired confidence and transcends the boundaries of

language, nationality and culture to its relationship with customers

3.9 Company’s Current Promotional Strategy

- Ballantyne’s business keeps expanding ever since early 1940s and now it exports to

countries throughout 4 regions namely Asia, the Pacific, the Middle East and the Americas.

- In 1946, they registered Ballantyne Export Company Pty. Ltd. just to handle the export

business because business was booming.

- Golden Churn butter was one of the first brands bought by Ballantyne which still maintain

as one of the most popular brands of butter around the world after over 100 years’ history.

- The business evolved over the years to concentrate on four main product areas, food

ingredients such as cheese powders & specialty ingredients, canned butter, chilled butter

and chocolate confectionery.

3.10 Current Marketing Objective

- To develop new products to meet customers’ specific needs and requirements.

- To maintain a strong reputation for quality and value in all products.


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Chapter 4: Consumers and Stakeholders

4.1 – Current Consumers’ Characteristics

4.1.1 Demographics

a. Age : 20 – 60 years old

b. Gender : Female

c. Education : Secondary school / undergraduate / postgraduate

d. Occupation : College & University students / Housewife / Working

adults (white and blue collar)

e. Income range : RM600 – RM3500

f. Race & ethnicity : All races

g. Geographical location : Urban

4.1.2 Psychographics

a. Perception : - Think about family’s needs and always choosing the

best for family.

- Habit of having the butter choice since young

b. Learning : - Family’s choice, word of mouth, friends

c. Motivation & needs : - Variety of packaging to choose the one that suits

best and with the good quality, makes everything

tastier.

- Wanting to make family happy.

d. Attitude & Personality : Caring, Loving, Patience, Family-oriented

e. Lifestyle : Fine dining, Family time, cooks and bakes


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4.2 – Stakeholders’ Characteristics

4.2.1 Primary

a. Regional General Manager: Taking care of all the matters within each assigned region

(Asia, Pacific, Middle East and Americas).

b. Employees: contribute to the Ballantyne Foods Pty. Ltd. on a regular basis in exchange for

compensation and other benefits that the company provided them with.

c. Consumers: Spend their money to buy goods which the company produced (butter,

cheese, margarine, etc) for personal use or to make goods to be sold again.

4.2.2 Secondary

a. Agents: Import Ballantyne goods and distribute in in other countries.

b. Supermarkets: Helps distribute the product to consumers.

c. Media: Helps to promote and advertise the products produced by Ballantyne.


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Chapter 5 – Industry and Marketplace

5.1 – The Industry

5.1.1 Definition of the Industry

A dairy is a business enterprise established for the harvesting of animal milk for human

consumption. The milk is mostly from cows or goats, but also from buffalo, sheep, horses or

camels. A dairy is normally located on a dedicated dairy farm or section of a multi-purpose

farm that is concerned with the harvesting of milk. Raw milk is sent to dairy plants so as to

extend its marketable life. Two main types of processes are employed: heat treatment to

ensure the safety of milk for consumption and to lengthen its shelf-life, and another is

dehydrated dairy products such as butter, hard cheese and milk powders so that they can

be stored.

5.1.2 Shape of the Industry

Most countries produce their own milk products. Therefore, the structure of the dairy

industry varies accordingly to different parts of the world. In major milk-producing countries

most milk is distributed through wholesale markets. In developing countries, the past

practice of farmers marketing milk in their own neighbourhoods is changing rapidly.

Prominent developments and a growing role for dairy cooperatives are considered a good

foreign investment in the industry. The output of milk is growing rapidly and made major

source of revenue growth for many farmers.

As in many other branches of the food industry, dairy processing in the major dairy

producing countries such as the U.S., Europe, Australia and New Zealand, has become

gradually concentrated, with fewer but larger and more efficient plants operated by fewer

workers. This has led to more automated and more efficient equipment. However, milk

production is irregular as it is dependent on the cow biology. Producers must regulate the

mix of milk which is either sold in liquid form or processed foods (such as butter and cheese)

depending on changing supply and demand.


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5.1.3 Development of the Industry

Milk producing animals have been domesticated for thousands of years. Initially, they were

part of the subsistence farming that nomads engaged in. Now, animals are farmed to

produce milk to be made into products such as cheese and butter.

Over the years, the Ministry of Science and Technology's "dairy industry development"

project in China has proven to improved technological innovation in the industry which

made great progress in key technology research and development such as breeding of milk

cows, feedstuffs, prevention and treatment of epidemic diseases, processing of dairy

products, quality and safety, and initially strengthen China's technology pillar system in the

industry. As mentioned in the article, the project has established 20 demonstration zones

with 1.18 million milk cows, increased output per cow from 5,000 to 6,500 kilograms, and

fostered a great many competitive brands. Driven by the "dairy industry development"

project, China's dairy industry output has maintained a very high average growth rate of 25

percent a year, and accounts for 3.7 percent of the world total. With today’s technology,

dairy industry is developing fast and able to produce much more than yesteryears.

5.2 – The Marketplace

5.2.1 Current Condition of the Marketplace

- Many dairy goods are produced by different manufacturers so the competition is quite

high in the market.

- Today’s generation opt for healthier options than to consume fattening foods.

5.2.2 Changes in Marketplace

Positive: - Many choices of dairy products for consumer to choose from.

- Technology improved goods

Negative: - Too many similar choices for the consumers; having hard time to make decision.


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Chapter 6 – Competitive Situation

6.1 – Direct Competitors

1. Anchor pure New Zealand butter

2. Buttercup

3. Lurpak Danish butter

- RM8.19 (227g)

- Manufactured in New Zealand and imported

by Fonterra Brands (M) Sdn. Bhd.

- The price is slightly cheaper than Golden

Churn butter.

- The color contrast used in the packaging

makes it stand out in the chiller display; bright

blue, red, pasture green and silver.

- RM9.79 (500g)

- Manufactured in Malaysia (Auric Pacific Food

Processing Sdn. Bhd.)

- The price is very much cheaper than Golden

Churn butter as it is a local product.

- It has a redder shade of gold wrapping with

its flowery name written.

- RM11.19 (200g)

- Manufactured in Denmark and imported by

East West Trading & Agencies

- The price is slightly more costly than Golden

Churn butter.

- It has elegant silver wrapping with its name

written clearly.


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6.2 – Indirect Competitors

1. Margarines (Planta and Daisy)

- Composed mainly of vegetable/plant oils and fats and water while butter is derived from

milk fat.

- It is healthier for consumption compared to butter

- Better option for those who loves it cold as it does not turn into solid when refrigerated,

unlike butter.

- Has the same function as butter; spreading on bread, baking, cooking, roasting and good

on any other dishes

2. Olive Spread

3. Sunflower Spread

4. Soya Spread

- Cholesterol free

- Organic

- Much healthier choice


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Chapter 7 – SWOT Analysis

7.1 – Strengths

• Halal status verified and certified by JAKIM (Appendix 1.0 and Appendix 2.0)

• Has been around for more than 70 years and is still popular

• Trusted high quality butter

• Available in 4 regions around the world; Asia, Pacific, Middle East and Americas

• Available in different packaging

• Has classic gold packaging

• Can keep for long time in refrigerator

7.2 – Weaknesses

• Fattening

• Greasy

• High in cholesterol

• Expensive


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7.3 – Opportunities

• Loyal consumers

• People who loves cooking and baking

• People with high expectant on food quality

• Western cuisine lovers where butter is used in sauce-making, roasting, etc.

• Cooking programmes and shows which promote good food

• Different packaging to suit individual’s preference (eg: wrapped or tub for spreading,

canned for baking, portion tub for one time use, etc)

• Easily recognized (gold packaging with a churn = Golden churn butter)

• Helps cooking and baking smells and taste nicer

7.4 – Threats

• Rumors about it being not halal

• Other affordable butters

• Compete with margarines

• Other healthier choices like olive spread and sunflower spread

• Not suitable for people with lactose intolerant

• Not an everyday item to purchase


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Chapter 8 – Strategic Target Audience

8.1 – Proposed Primary Target Audience

8.1.1 Demographics

a. Age : 40 – 50 years old

b. Gender : Female

c. Education : Secondary school

d. Occupation : Housewife

e. Income range : RM2500 – RM3500

f. Race & ethnicity : Malay / Muslims

g. Geographical location : Urban

8.1.2 Psychographics

a. Perception : - Always placing family’s needs first, choosing the

best for family.

b. Learning : - Family’s choice, word of mouth, Television,

newspaper, Magazines

c. Motivation & needs : - The classic look and known as highest quality butter

- Makes everything cooked or baked smells tastier.

- Wanting to make family happy and have a good time.

d. Attitude & Personality : Caring, Loving, Patience, Family-oriented

e. Lifestyle : cooks and bakes, fine dining, try different cuisines


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Chapter 9 – Research Development

9.1 – Marketplace Research

I have visited a few supermarkets that I found are selling Golden Churn butter.

West Malaysia

East Malaysia (Kuching)

West and East Malaysia

The ways they arrange the butter at the chiller display are basically the same in each

supermarket, all bricked up.

Spreadable tubs and portion tubs are

usually placed at the top most of the

chiller display.


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Butters at Giant Butters at Jusco

The canned Golden Churns butters are usually placed on shelves but I only find them in

Kuching’s supermarkets.

No Golden Churn butter on shelf at Giant.

I am holding 2kg Golden

Churn at Ta Kiong, Kuching


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9.2 – Market Observation

Snap shots of shoppers at Everrise, Kuching

-The product characteristics that are available at each supermarket differ.

- Unsalted Golden Churn wrapped butter not found in any supermarket.

- No canned butter found in Cold Storage and Giant (Seri Kembangan)

- The prices of the butter vary at each supermarket.

VS

At Jusco At Giant


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- Promotion for Golden Churn butter at a very cheap price in Kuching.

- Buttercup is a more favorable option for butter consumers here in West Malaysia, perhaps

it is much cheaper than Golden Churn butter and the number of Buttercup being displayed

at the chiller is much more than other butters.

Extremely cheap

compared to

normal price


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9.3 – Online Survey

1. Gender

2. Age

70%

30%

Female

Male

22

6

0

0

2

0

0

0 5 10 15 20 25

21-25

26-30

31-35

36-40

41-45

46-50

above 50


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3. Marital Status

4. Monthly income range / Allowance

5. Occupation

Consultant, Student / Freelance / Government servant / Executive Assistant / HOUSEWIFE /

Environmentalist / Officer / Customer Service Representative / Researcher / Technician /

Postgrad student

52%

31%

17%

Single

In a Relationship

Married

17

2

3

1

3

4

0 5 10 15 20

below RM1000

RM1000 - RM1500

RM1501 - RM2000

RM2001 - RM2500

RM2501 - RM3000

above RM3000


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6. Have you heard of Golden Churn Butter?

7. Is Golden Churn butter your choice of butter? (Yes: answer A & B ; No: answer C,D & E)

60%

40%

Yes

No

13%

87%

Yes

No


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[A] Do you think Golden churn butter is expensive?

[B] What do you like about Golden Churn butter?

50%

33%

17%

Yes

No

I care about the price

5

6

0

0 1 2 3 4 5 6 7

the taste

the creamery texture

Other


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[C] Why is Golden Churn butter not your choice?

Reasons given for choosing “Other”:

-2 mentioned “never heard of it”

-Another mentioned “I don't really eat butter and I don't really know the brand”

-A housewife mentioned “DOUBT ITS HALAL STATUS”

[D] Which butter brand do you prefer?

Reasons given for choosing “Other”:

- SCS

13% 0%

54%

33% I don't eat butter

It is too expensive

I choose other brands

Other

23%

37% 7%

33%

Anchor pure New Zealandbutter

Buttercup

Lurpak

Other


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[E] Will you give Golden Churn butter a try?

8. Do you know that Golden Churn butter is certified Halal by JAKIM?

72%

28%

Yes

No

27%

73%

Yes

No


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9. What do you usually use butter for?

“Other” usage of butter:

- Roasting

10. Do you know the difference between butter and margarine?

18

9

20

1

0 5 10 15 20 25

Spreading bread

Cooking

Baking

Other

70%

30%

Yes

No


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11. Which spread do you prefer best?

12. Why do you choose the option above (Question 11)?

Butter

- Rich, thick, creamy and tasty

- Its a habit / used to it

- Less salt and creamy

- It definitely tastes much better. I cannot stand the taste of the other options.

- It's more fragrant compared to margarine, which tastes weird for me. I have not tried olive

and sunflower spread though

Margarine

- Easier

- Habit

- Taste bit more salty

- Use butter to baking only

14

5

4

4

3

0 2 4 6 8 10 12 14 16

Butter

Margarine

Vegetable oil spread

Olive spread

Sunflower spread


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Vegetable oil spread

- It gives a healthy impression

- Its healthier and much cheaper - there are good vegetable spreads out there.

- Because i usually buy Snow brand vegetable oil spread and it tastes pretty good so far

- Tasty

Sunflower spread

- Sebab its tastier and my mum memang buy that since I was a kid lagi.

- Healthier and lighter than margarine and butter, also tastes nicer

Olive spread

- olive is a fruit mentioned in quran and from heaven.its good.

- Healthier

13. Do you know that Golden Churn butter is in the market worldwide for more than 70

years?

20%

80%

Yes

No


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14. Do the years of existence of a product in the market affect your decision to buy it?

15. Do you trust a product based on the years it is available in the market?

70%

30%

Yes

No

80%

20%

Yes

No


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16. Do you think Golden Churn butter established its identity well enough when placed

with other butters? Why?

YES

- Easily noticed / find and recognizable. It’s gold in color / packaging / look.

- yes. because people can easily recognize the name and the brand

NO

- no. I think it is buttercup is more noticeable and much cheaper priced.

- No, because if it had, I would've noticed / I don't recall seeing it before / didn’t notice

before.

- No. Golden packaging is quite typical for butters / look alike.

- no. because, they are not promoting the brand well enough. such as example, they dont

have any promotion or advertising for the brand itself.

- No, I use spreadable butter that comes in an easy storage packaging. It doesn't grab my

attention either.

- Not really since the packaging is gold almost like Buttercup's packaging. By first look, you

can't exactly specifically identify it as Golden Churn butter unless you really look close at it.

- No. Should make the packaging more standing out

OTHERS

- Never actually seen the product.

- Nah. the packaging is already nice but we tend to go for the usual brand that we bought.

- Sort of a tradition thingy - our grandmothers used it when doing baking for festivals eg hari

raya


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17. What media do you think is best to promote Golden Churn butter?

Option for “Other”:

- All of the above

18. Your personal opinion on Golden Churn butter.

- low profile perhaps

- its yummy and its my mama's choice and it also gona be my choice as well.tq

- great butter!

- apparently is a good butter

- never heard about it, so maybe it need make new promotion, tvc and roadshow to make

new generation know about it

- i think, they need to change their packaging because it’s not attractive at all.

- mmmmm very good n fattening

- haven't heard much abt GC since its controversy last year (its halal status); it would take

much convincing for me to use GC again until I'm satisfy that the right people say it’s okay...

- I love the buttery taste, but I choose to go for what I perceive as healthier options, such as

sunflower/olive spreads.

- just nice

6

1

18

1

3

1

0 5 10 15 20

Exhibition booth

Website

TV commercial

Radio commercial

Prints (posters, newspapers, magazines,etc.)

Other


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- Sorry I dont know that Golden Churn Butter is Halal by JAKIM. If really it is..i think there

should be more promotion on tv and let muslim citizen know about that.

- Better advertising may help. Also taste tests in supermarkets. Not sure what it really tastes

like therefore I don't have a specific opinion.

- I have never tried it before

- You made me feel like buying one now.

- I dont know much about this butter brand but I think there is potential in this butter being

a popular brand because it has the advantage of a well-established history behind it.

- looks like it would taste great for baking use

- I'm still unsure about its Halal aspect because once before it become rumours that it has

pig DNA. So,it's confusing.

Conclusion

- Many who knows or consume butter churn is happen that the butter is the family’s choice.

- Had feed backs touching on the halal issue which was rumored last year (porcine DNA).

- Consumers did not know that JAKIM did verify and certify that the butter is halal.

- Many younger generations are willing to try the butter but the older ones need assurance

from trusted people.

- Buttercup butter dominates the market as it is most consumed and easily noticed and

remembered by consumers.

- Many feedbacks saying that they do not know about Golden Churn butter and it needs

more advertising to make the butter known to more people.


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9.4 – Interview

I conducted an interview through e-mail with 50-year-old Pn. Hana to get to know her basic

daily life routine as a housewife.


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9.5 – Others

My observations of Muslims’ lifestyle (mainly on women).

Malay houses / Kampung houses

- Houses are made of wood on stilts.

- Bright and colorful homes.

- The surroundings have many plants and flowers.

- Even though their living standard is quite high, they still prefer to live in their homes in

villages


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Muslim women

- Seen walking in town and supermarkets buying goods.

- Bringing daughter to school.

- Taking care of the elderly, bringing her mother to make a new pair of glasses.

- Caring and full of responsibility.


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Chapter 10 – Precedent Studies

10.1 – Advertising Strategy

Currently there is no visible means of advertisement going on for Golden Churn butter in

Malaysia other than within the community of Sarawak Layered cakes bakers in Kuching

(locally). The rest of the consumers have basically known the product by word of mouth or

Golden Churn butter is their family choice of butter ever since.

A canned and a wrapped Golden Churn butter placed in the poster.


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10.2 – Precedent Studies

1. Lurpak Danish butter Advertisement (Demonstration + Spokesperson)

- The advertisement portrays how delicious

Lurpak butter is that even expert of cupcakes

uses it.

- In the advertisement, people from different

background are shown to enjoy and love the

cupcakes.

- The sales are so promising that not even

one cupcake is left at the end of the day.


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2. Website officially for Lurpak Danish butter

- Simple yet elegant website.

- The structure of the web is not complicated, viewer easily get navigate to get the

desired information.

- Same colour scheme as the packaging of the butter itself.


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3. Lurpark Danish butter Print Ads

- A series of print ads where each food is placed a yellow-sticky-note to deliver the message of

“Don’t forget the Lurpak”

- Another series of print ads by Lurpak showing the power within the butter.


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4. Kraft golden churn butter TVC, 1988 (Narration)

- This advertisement is classic and narrated based on a story book with moving pictures.

- Use milkmaid and cow to show the freshness of the butter and a king to portray the premium

quality of the butter.


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5. Anchor pure New Zealand butter TVC, 1993 (Music and Song)

- Anchor has always established themselves

with the phrase “Made by cows” to show their

expertise in making butter.

- Most of Anchor’s TVC involved cows as the

spokesperson (talking cows)

- The TVC is fun with a little of humor where

the cows are seen dancing and singing.


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6. Anchor pure New Zealand butter Print Ads


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7. Other Print Ads for butter


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8. Classic Print Ads

Carnation milk Nescafe

Coca-Cola Meadow Gold butter


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Campbell’s mushroom soup Jell-O


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Chapter 11 – References

Austar Marketing Sdn. Bhd. (2012)

http://www.austarmarketing.com/products/goldenchurn

Ballantyne Foods Pty. Ltd. (2012)

http://ballantyne.com.au

Butter

http://en.wikipedia.org/wiki/Butter

Dairy

http://en.wikipedia.org/wiki/Dairy#Structure_of_the_industry

Development of Dairy Industry

http://www.china.org.cn/english/features/Brief/192905.htm

Lurpak Danish butter (2012)

http://www.lurpak.com/gb/

Margarine

http://en.wikipedia.org/wiki/Margarine

The Star Online (2011) Jakim declares Golden Churn butter as halal

http://thestar.com.my/news/story.asp?file=/2012/5/3/nation/11220650&sec=nation [viewed 3

May 2012]

http://www.austarmarketing.com/products/goldenchurn

http://ballantyne.com.au/

http://en.wikipedia.org/wiki/Butter

http://en.wikipedia.org/wiki/Dairy#Structure_of_the_industry

http://www.china.org.cn/english/features/Brief/192905.htm

http://www.lurpak.com/gb/

http://en.wikipedia.org/wiki/Margarine

http://thestar.com.my/news/story.asp?file=/2012/5/3/nation/11220650&sec=nation


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Chapter 12 – Appendices

Appendix 1.0


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Appendix 2.0


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Golden Churn Pure Creamery Butter survey form

1. Gender *

□ Female □ Male

2. Age *

□ 21-25 □ 26-30 □ 31-35 □ 36-40

□ 41-45 □46-50 □above 50

3. Marital status *

□ Single □ In a relationship □ Married

4. Monthly income range / Allowance *

□ below RM1000

□ RM1000 - RM1500 □ RM1501 - RM2000 □ RM2001 - RM2500 □ RM2501 - RM3000 □ above RM3000

5. Occupation *

_____________________________

6. Have you heard of Golden Churn Butter? * (If YES, please answer the next question)

□ Yes □ No

How do you get to know about Golden Churn butter? (Skip if you answered NO in Question 6)

□ TV advertisement □ Newspaper □ Magazine □ Family's choice □ Word of mouth □ Other: _______________________


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7. Is Golden Churn butter your choice of butter? * ( If YES, please answer question [A] and [B] ; If NO, please answer [C] , [D] and [E] )

□ Yes □ No

[A] Do you think Golden churn butter is expensive? (Skip if you answered NO in Question 7)

□ Yes □ No □ I care about the price

[B] What do you like about Golden Churn butter? (Skip if you answered NO in Question 7)

□ the taste □ the creamery texture □ Other: _______________________

[C] Why is Golden Churn butter not your choice? (Skip if you answered YES in Question 7)

□ I don't eat butter □ It is too expensive □ I choose other brands □ Other: _______________________

[D] Which butter brand do you prefer? (Skip if you answered YES in Question 7)

□ Anchor □ Buttercup □ Lurpak □ Other: _______________________

[E] Will you give Golden Churn butter a try? (Skip if you answered YES in Question 7)

□ Yes □ No

8. Do you know that Golden Churn butter is certified Halal by JAKIM? *

□ Yes □ No

9. What do you usually use butter for? *

□ Spreading bread □Cooking □ Baking □Other: _______________________

10. Do you know the difference between butter and margarine? *

□ Yes □ No


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11. Which spread do you prefer best? *

□ Butter □ Margarine □ Vegetable oil spread

□ Olive spread □ Sunflower spread

12. Why do you choose the option above (Question 11)? *

___________________________________________________________________________

13. Do you know that Golden Churn butter is in the market worldwide for more than 70 years? *

□ Yes □ No

14. Does the years of existence of a product in the market affect your decision to buy it? *

□ Yes □ No

15. Do you trust a product based on the years it is available in the market? *

□ Yes □ No

16. Do you think Golden Churn butter established its identity well enough when placed

with other butters? Why? *

(the golden packaging, easily or not easily noticed, etc.)

___________________________________________________________________________

17. What media do you think is best to promote Golden Churn butter? *

□ Exhibition booth □ Website □ TV commercial

□ Radio commercial □ Prints (posters, newspapers, magazines, etc.)

□ Other: _______________________

18. Your personal opinion on Golden Churn butter.

___________________________________________________________________________

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