Marketing Peter Pan Peanut Butter
to Canadian Markets
BUS 330 Principles of Marketing
Instructor: Sandra Piccillo
January 13, 2013
Marketing Peter Pan Peanut Butter to Canadian Markets
Many U.S. consumers are not aware that there are many products that are sold in our country but are not available to countries like China or Japan. A lot of products are only for sale in the U.S. and consumers in other countries have to find other ways of obtaining those products. Some products that use to be sold in Canada have now vanished while others have never been available for purchase so many consumers have to order those products online, if possible, or possibly get some family member or friend from the U.S. to buy and ship the product to them. Some Canadians are now surprised to learn that Coca-Cola Vanilla, or Vanilla Coke, is no longer available to purchase in the supermarkets and convenience stores located in Canada. Consumers on both sides of the border and other countries responded well to these products that were launched in 2002 by the Coca Cola Company. Canadians that now want this product will have to stock up the next time they visit the U.S. Meanwhile they may be able to look forward to other products that may reach Canadian markets. As Marketing Manager of ConAgra Food’s, Peter Pan Peanut Butter, I would like to market this brand available to Canadian markets by using a marketing plan that is the core of the business. The main reason for the marketing plan is that it provides a structured approach that forces the marketing manager to consider all the relevant elements of the planning process which might be missed if a more rushed approach is adopted especially when trying to market a product to foreign markets. Peter Pan Peanut Butter is brand of ConAgra Foods and was named after the J.M. Barrie character debuted in 1928. The brand was originally produced by the Swift & Company that at the time first called the peanut butter, "E.K. Pond." Peter Pan PB comes in 10 different varieties which include Creamy, Whipped, Crunchy, Extra Crunchy, Honey Roasted Creamy, Honey Roasted Crunchy, Smart Choice Creamy, Smart Choice Crunchy, Plus 8 (vitamin enriched). Peter Pan has been on the market for many decades and when first packaged, was marketed in a tin can. But because of metal shortages during the second World War, changed its packaging to glass and plastic jars. The product’s tagline of not sticking to the roof of your mouth is one of the reasons, other than it being just plain good, that the Canadians desire Peter Pan so much. The first step in marketing this product to one of the largest Canadian food markets such as The Superstore, Sobeys, Metro, and Safeway, is to analyze the customer value equation. “Traditionally we think that consumers choose based on the quality of the product, while really the driver of all choice is the non-cognitive relationship that the consumer has with the brand, which is entirely channeled through the brand identity.” (Wegrzyn, 2011). The matter of finding a role of the brand within a consumer’s life comes after the brand identity has accurately addressed how the brand wants to be perceived. The question for prospective buyers in most situations is not whether to make a purchase in the product category, but which product or service to buy. When a product's price exceeds its value-in-use, the offering's net contribution, and inducement to purchase, is negative. The customer is better off not buying the product. Whatever the customer would gain from the product itself is more than offset by what she would have to give up in paying its price. In most situations, however, a very different situation exists. In most situations, the prices charged for products and services fall far below the values-in-use that customers expect to obtain from them. In many cases, because of competition, products' use values are in multiples of 5 to 10 times the prices at which they sell....
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