Kozhikode
Marketing Management
Submitted By:
At the end of 1993, Heineken had a 24% volume share in the Netherlands, far ahead of its main competitor
“Grolsch”, but the sales volume was declining and brand image needed revitalization.
In foreign markets, such as the United States and Hong Kong, Heineken had always been marketed as a premium
brand, and had managed to create a distinct image for itself
The image was sometimes, however, narrowly drawn, leading to a general perception that Heineken was
appropriate only for special occasions
Across European countries, Heineken had very strong brand awareness
In Latin America, Heineken was viewed as just one amongst the many European Beer imports
However, across all markets Heineken was perceived as a lighter beer of superior quality, in attractive packaging
Heineken was the most heavily advertised premium brand in Europe and worldwide, with more than 90% of the
advertising taking place in the form of TV Commercials
Problem Identification:
Heineken needed to work out its global brand image and advertising efforts too, needed to be integrated on a
global scale
Regional managers often developed their own commercials citing unique competitive conditions. Standardization
was thus non-existent, and required.
Strengths Weakness
World‟s leading premier Beer. Lack of global presence in bottling business. In the major
beer-consuming market, Germany and US it‟s imported
and not bottled.
Known for its good taste, rich tradition and History. Lack of presence in Latin America. Viewed as just one of
many imported European beers in Latin America.
Acknowledge as lighter beer of superior quality. Perceived premium brand image in some markets, which
resulted in decline of sales volume across all the market.
Packaging is attractive and one of the best in business.
Leader in Netherland market. Heinekens brand image is not being consistently
projected in Brands communication.
Marketing Management | 29/07/2010
Number One imported beer in US Market. Brand loyalty needs to be build on, in Eastern Europe
people keep on switching brands.
Successful premium brand image globally (US, Hong
Kong etc).
Have majority stakes in its existing and prospective
partners to ensure tighter control in production and
marketing.
Significant advertising expenditure at its disposal. It also
has the ability to come up with advertisements that are
state of the art.
1
Project Comet
Was initiated in 1991 to enhance Heineken‟s competitive advantage through advertisement projections as the
world‟s leading premium beer
The project team had identified “good taste” as the desired brand image of Heineken
The project identified the following five factors as core brand values:
o Taste
o Premiumness
o Tradition
o Winning Spirit
o Friendship
The first two were recognized merely as points of parity, and hence were necessary, but didn‟t provide any
significant advantage
Differentiation was to be achieved through the communication of the remaining three values
Impactful advertisements, incorporating leading edge technology and calculated risks, were recommended
Project Mosa
2
Quantitative Analysis
Recommendations
3
Appendix- A
Inference:
Growth in regions like Netherlands and Europe is reduced and in Asia/Australasia has increased.