Brannigan Foods

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Case: Brannigan Foods: Strategic Marketing Planning 1. Problem Statement
November 2012: Following three consecutive years of slipped sales, market share and profitability, Bert Clark, vice-president and general manager of Brannigan Foods’ Soup Division, is given a high priority task: He must decide on which marketing strategy shall the company take in order to: * achieve short-term numbers needed * US Soup Division profit growth of 3% in 2013 * strengthen the long-term direction of both company and its most reputable brand

2. Situation Analysis – Market Summary
Regarding customer behaviour and market trends, important insights arise from analysing Julian DeGennaro’s (Brannigan Market Analyst) summary report.
Starting with customer behaviour it can be said that, at least, 3 out of 4 consumers recognise canned food as useful to have at home, point cold weather as a trigger for eating soup and agree that soup is part of a healthy diet. Moreover, soup consumption in U.S. household averages 1.4 cans per week, with the segment of 18-24 average rising up to 2.1 cans/week.
Concerning market trends, it can be said that soup is still regarded as a seasonal buy and a low-innovation product. Yet, it is noteworthy that Healthy-living solutions have been pointed as a need for children, among whom obesity concerns are especially important. Senior consumers, who have been described as brand loyal and heavy soup users, also show growing health concerns and tend to choose low-sodium, fiber-enriched products. On the other hand, these same two attributes turn out to be unappealing to younger segments. Finally, convenience products are also mentioned as a market trend consistent with 25-34 “working moms’” market segment (40% Deli soup) need for fast, simple meals. 3. Company Analysis
Although by 2012 Brannigan Foods were still leading market share of…...

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