3. INTRODUCTION Founded in 1989 in Vermont
Manufacturer and marketer of
refrigerated cup organic yogurt
Uses natural ingredients and
special processes
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4. POINTS OF
PARITY
Uses natural ingredients
Much longer shelf life
Strong reputation for high quality
and great taste
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22. OPTION 1 To expand six SKUs of the 8-oz.
product line into one or two selected
supermarket channel regions
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23. PROS ▫Eight-ounce cups represented the
largest dollar and unit share of the
market
▫Other natural foods brands had
successfully expanded their
distribution into the supermarket
channel
▫First mover advantage
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24. CONS Highest level of competition
Increase in advertising and SG&A
costs
High risk involved
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27. OPTION 2 To expand four SKUs of the 32-oz.
size nationally
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28. PROS 32 Oz cups generate an above-
average gross profit margin (43.6% vs.
36.0% for the 8-oz. line)
Less competition
Lower promotional expenses
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29. CONS Higher slotting fees
National distribution in 12 months
will be difficult
Increase in SG&A costs
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38. WHY Highest net revenue generated
First mover advantage
Cater to a larger market by moving
into supermarkets
In addition they also consider
launching 32 oz product line
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39. DISCLAIMER Created by Bharat, IIT BHU, during
a Marketing Internship under Prof.
Sameer Mathur (IIM Lucknow)
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