This document discusses the strategic marketing approach for Tropicana's expansion in Somalia. It includes a PESTLE analysis of Somalia, market entry options for Tropicana, segmentation, targeting, and positioning strategies, and the company's focus on healthier fruit-based beverages.
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Strategic Marketing
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Executive summary Tropicana is American multinational companywant to expand in Somalia, a sovereign country in Africa with its fruit’s juices.Pestle analysis of Somalia will help Tropicana company to understand potential opportunities and threats. In addition, Market entry options development or sale of the products or services or cooperate each other in achievement of organisational objectives. The firm fruit-based beverages are particular focussing on their youth belonging to lower- and middle-income groups. The firm need to focus on appropriate intensives growth strategies to achieve the growth in Somalia country which includes market penetration, product development, market development and diversification.
INTRODUCTION Strategic marketing is the process of planning, developing and implementing manoeuvres to obtains the significant competitive edge by outlining simplifying direct maps of company objectives achievements. A well-defined feasible marketing strategy helps the organization in meeting customer needs and attainable suitable goal.Companies are performing great strategy for with creation of brand attachments and customer loyalty through different marketing practices and tactics. TropicanaisAmericanmultinationalcompanyprimarymarketsfruit-basedbeverages established in year 1947. The firm provides flagship juices, reduced sugar and calories along with calcium fortified juices.Currently the firm want to expand in Somalia, a sovereign country in Africa with its fruit’s juices. In this report, there will be proper macro environmental analysis and different modes of entry which be turning out to be profitable for the firm.There will be proper discussion of market segmentation and targeting of customer in Somalia country with application of porter’s generics strategy to gains competitive advantage. PESTLE Analyse Pestle analysis provides a framework through which macro environment factors of a market can be analysed. Analysis of these factors helps in identifying and understanding different opportunities and threats that organisation can experience. Concerned with Tropicana, company wants to enter into Somalia with its new product that is immunity booster juice (Medinilla, Shiferaw and Verona, 2019).Pestle analysis of Somalia will help Tropicana company to understand potential opportunities and threats and what strategies can company make to deal with these. Pestle Analysis is as follows- Political Political environment involve influence that political conditions of a marketplace can have on success and operations of the business. This environment consists of elements that are government policies, business regulations, budget conditions and plans. Essential functions in Somalia are performed by government institutions and because of bicameral legislature, this enhances controlling and governing of Somalia. This can create difficulties for Tropicana as many of the functions will be directly carried out by government organisations. Political conditions of Somalia also caused lack of capacity in every part of the country and starvation and diseases cause significant deaths in the country. This is in some way negative for Tropicana in 4
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terms of capacity of people to buy its products. Political situations are getting stabilized in Somalia. Even in some of the negative situations many of the businesses can be benefitted by investing in Somalia because of its agriculture capacity. Economical This involves GDP (gross domestic products) and changes and size of it. Other than this per capita income, inflation and interest rates, unemployment are also part of this. Concerned with these economic conditions of Somalia are not favourable. GDP is terms of purchasing power parity is US$ 13.324 billion in total and per capita GDP is US$888 with 2.900 changes from the year 2018. Nominal GDP in total is US$ 5.218 and per capita income is US$348. In UN Somalia is classified as least developed country (Pape and Wollburg, 2019). In terms of its human development index, it has reduced to 0.351. This means that overall economic condition of Somalia is not an opportunity but a threat for Tropicana, but with help of right strategies, threat can be overcome. However, agriculture is strength of Somalia and this also is an opportunity for Tropicana as it creates fruit-based beverages. Other than this, poor infrastructure of the country is also a negative element that can affect overall success of the operations of an organisation. Social This factor of the macro environment involves family relationships, attitude of people about work, standard of living and attitude towards health. In relation with Somalia this factor is weak and involves much of negative elements. This means that there is high rate of poverty, civil war in the country, high rate of illiteracy, malnutrition and high death rate because of poverty and malnutrition. These are certain factors that can act as both opportunities as well as threat. This means that products like healthy mix fruit juice can be useful for malnutrition, but poverty is another element that can serve as a threat for success of Tropicana in Somalia (Mukilya, 2019). Illiteracy is also an element that can be considered a threat as such state make it difficult for people to understand benefits of particular product and what value it will provide to them. Technological Thisinvolvestechnologicaldevelopmentintermsofconnectivityand telecommunication, internet, on-line facilities and training, processing and innovation of the products. Infrastructure development is also one of the elements of this environment. Concerned with telecommunication several firms are operating and competing in Somalia to provide 5
mission infrastructure and Somali entrepreneurs are investing in these firms. These entrepreneurs are being backed by China, South Korea and Europe. Efforts in this involve providing affordable and mobile phone and internet services. This makes telecommunication and internet its strength. Additionally, radio, print and television and postal services are also strong. This provides opportunity for Tropicana. Inefficient technology can affect performance of Tropicana in terms of its production and productivity. Legal This involves different laws and regulations in a country that affect and influence operations of a business in that market. These involve different employment regulations, business and industrial law and regulations.Concerned with Somalia there are three types of legal systems that are Xeer, civil law and Islamic law (Ofosu-Boateng and Jiping, 2020). Other than this, Somalia does not have national legal system and there is no definite explanation of legal matters. This is an opportunity for Tropicana as they can feasibly work and carry out their business activities in Somalia without any definite threat of being opposed by any kind of law or regulations. These are weaknesses for the country but can work as opportunity for Tropicana. This means that overall legal environment of Somalia is favourable for Tropicana. Environmental In terms of environment overall environment of Somalia is composite of five different eco-systems. Some of the environmental organisations are also operating in Somalia that are involved in promotion of awareness regarding ecological concerns and mobilised environmental programs in all governmental sectors as well as civil society. A tree planting campaign is also being introduced in Somalia. Concerned with climate because of Somalia’s proximity to the equator there is no much variations in climate of Somalia. Most of the times there is hot conditions along with periodic monsoon winds and irregular rainfall. Other than this, prominent economic activity of Somalia is agriculture and that is linked with environmental conditions (Mukilya, 2019). This is why Tropicana can use environmental conditions of Somalia to produce its raw material. Fluctuations are less and raw material can be produced as per its prominent climatic conditions. Market Entry Options Market entry options refer to different ways through which business organisation can enter into another country market. Tropicana that is American multinational company that makes 6
fruit-based beverages wants to enter market of Somalia. Different possible entry options for Tropicana are- Strategic alliances Strategic alliance can be defined as agreement between two or more countries in which they agree to cooperate each other in manufacturing, development or sale of the products or services or cooperate each other in achievement of organisational objectives. These agreements in form of strategic alliances are mutually beneficial (Gundolf, Jaouen and Gast, 2018). There are different ways in which strategic alliances create value for organisations such as by improving current operations, changing and influencing competitive environment and also facilitate entry of one organisation in other market. For example- Tropicana when select this option for entering into Somalia, company will need to create agreement with local organisation of Somalia having same or similar operations. Merger and Acquisition Thisisanotheroptionforenteringintomarket.Mergerandacquisitioninvolve consolidation of two companies. Merger is a state in which two companies consolidate to form one company. Acquisition is another option in which one company is taken over by another company. For example- In relation with Tropicana for merger it will need to create new firm with local firm of Somalia by merging their companies (Agarwal, Kwan and Paul, 2018). In acquisition Tropicana will need to takeover Somali company in order to get ownership of that company and enter into Somalia. Merger and acquisition often take place by purchasing assets, purchasing common share, exchange of share for assets, and exchange of shares for shares. FDI (Foreign Direct Investment) Foreign direct investment is an investment that is made by one country’s party or organisation into corporation or business organisation in another country. FDI offers and allow investor to establish a lasting interest. There are several benefits of FDI such as market diversification, tax incentives, lower cost of labour. There are different types of FDI that are horizontal, vertical and conglomerate. Horizontal means investing in same type of business, vertical investment involves investment in different but related activities with a business. Conglomerate investment is one in which parties and individuals invest in unrelated business in foreign country. For example- Tropicana, in FDI company will need to invest in Somali organisation that in horizontal it can invest in local fruit-based beverages provider. In vertical 7
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FDI Tropicana will invest in different type of organisation than its organisation but related in some way with its current business (Nor and Masron, 2018). Other than this, in conglomerate investment Tropicana will need to invest in a completely different organisation from its current business. Above discussion outlines that there are different options available for Tropicana while entering into Somali market. Among these discussed options merger and acquisition is suitable option for Tropicana because, entering into market with this strategy will facilitate operations of Tropicana in Somalia. Environmental factors of Somalia are highly distinctive than of US (home country of Tropicana) and this is why in order to successfully operate in Somalia assistance of local firm will be vary facilitating. STP Segmentation, targeting and positioning is the familiar strategic approach in modern marketing used for effective marketing communications by prioritising preposition. This will be helpful in delivering personalised and relevant messages regarding the engagements with differ audiences in perfect mannersIn the term of Tropicana, the core objective for expansion in Somalia is to increase awareness of healthy juices made up of 100% natural ingredients and portray products as healthy drink.The firm is promoting health and wellness of the individual along with focussing of reformulation with developing niche business. Tropicana global and remarkable market strategy is providing premium deliverances of the products to the consumers.The firm pays focus on refrigerated juices among with giving tropical pure premium for getting more level of flexibility and visuality to the consumers.This help firms are creating point of differentiations in competitive beverage markets. Segmentation The segmentation strategy used by Tropicana is smart approach trying to reach high profits level of company. The juices are basically made up of the 100% natural ingredients labels everywhere on the firm websites. The firm is paying major level of attention on demographics and psychographic segmentations. The firm fruit-based beverages are particular focussing on their youth belonging to lower- and middle-income groups. On the other hand, in term of psychographic segmentation, it is targeting the individuals or population who are having high level of consciousness and have preference over drinking fruit juices over coffer and soda. This 8
segment is actually catering those customers who look for healthier options and will take proactive efforts to take care of their health. Targeting Targeting is narrowing the concept of segmentations by looking out in more specific manners by evaluating potential and commercials attractiveness of each segments. This can be done on basis of criteria size, differences existing between segments, the proper anticipation of money or incomes along with focussing of different benefits the firm is prevailing upon. The main focus in targeting the customer Tropicana are the youth or working adults aging between 21 to 35 looking out to be very concern in terms of health’s. They’re more conscious regarding the nutritious diets. In addition to that’s they have major preference to add their healthy mix up of fruit preferences into lifestyle embarking it to their families and healthier outlook options. In order to have the effective targeting of customer, Tropicana tends to have sections on the website informing potential consumers with immense benefits of the Tropicana juices. The firm is targeting customer through adopting the appropriate cultural programmes such as counselling, childcare, educational and employment services and youth development. Product positioning. Positioning is the last element of STP process as this makes product unique and users considered regarding the distinct benefits. This will give out the appropriate USP to the product. Company is prevailing it’s with goals strategies focused in providence of healthier and nutritious beverages. Tropicana have positioned itself as refreshing and healthier drinks. Product are considered to be suitable for customer who don’t wants sugar-based beverage and to main healthy cholesterols in body by avoiding typical heart situation. the firm have developed the strong brand images along wo positioning itself substitute of fresh juices and have created the strong market.Currently the firm is seen as international brand along with catering the time pressed millennials who is concern about customer nutrition and healthy hacks which clearly suits their lifestyle in perfect manner. Hence, it can be best as Tropicana issuing very youth focused strategy with gaining consumer sights for becoming the relatable brand for youth. Porter generics strategies Porter generic strategies is the strategic framework describing companies to pursue competitive advantages by choosing the right market and development strategies.The framework is mainly 9
focussing on three strategies such as cost leaderships, differentiation and focus. Companies can avail the proper competitive advantages either lowering specific cost in markets or differentiating its product from its competitors along with adding premiums value to dimensions Tropicana is the multinational firm wants to expand in Somalia with high recognition of target market segment. As the firm have make its expansion in the country for first time turn out to be challenging to sustain market leadership positioning along with increasing market share without any significant efforts. Being a global brand with strong presence and competitive positionings will lead Tropicana with critical factors providing edge against competitors in Somalia. Tropicana need to adopt the combination of cost leadership, differentiation and focus strategies in manner of handing competitive positioning with expansion of customer base expansions in increase in sales objectives. The firm need to focus on appropriate intensives growth strategies to achieve the growth in Somalia country which includes market penetration, product development, market development and diversification. Porters Generic strategies Cost leadership This involves strategy for gaining competitive advantages by lowering cost as compared to competitors which can be used by Tropicana in Somalia. In this approach firm will target lower- and middle-income groups which is the largest population in customer base and pays high importance’s for meeting needs of consumers’ segment. In addition, company can proclaim to have discounting offer and organizing of various campaign for increasing brand popularity and encourage consumption. The development of new products to accomplishes corporate growth strategies. This is helping out firm quickly actively seeking market expansion opportunities. Tropicanahaveabilitytominimizethecostandattaincostleadershippositionsallow organizations in grow successful manner. the firm will understand the importance of cultural awareness and built in effectives management mechanism in perfect manner. This is helpful in encouraging sales growth with current customer base. This have inclusion of activities promoting existing products by accomplishing growth objectives. Aggressive marketing strategy helping in constantly reaching costumer view point Broad differentiation Differentiation is most common approach used by company for building the competitive advantages. Tropicana is the global brand looking at worldwide presences providing within 10
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affordable prices, strong brand name and flavour. The combination of cost leadership and product differentiation is best approach for strategy to achieve proper growth objectives. Tropicana should be embedded to have innovations and addressing consumer growing health concern.Tropicana immunity booster will differentiate it from its competitors and expand the scope of opportunities helping out in building the strong and loyal customer base in perfect manner.In addition, the firm can use it brand logo in unique and distinctive manners creating better presence in evoke set of target consumers and turned out to be strong differentiating factors. The firm can have increase in different marketing and promotional activities bringing out of low return encouraging intensive growth strategies. The brand awareness gained through high market penetrations offering new products to existing and new consumer market. Recommendation Hence, it is purely recommended for the company to have proper implication for the cost leadership and broad differentiation strategy paying ago level of attention of market development aspect in the country of Somalia.as this turn out to be relations with targeting the existing competitors, resources and efforts as the company leverages in developing the brand awareness and customer loyalist. consumer have ability to offer the novel new achieving growth in existing consumer markets in respective manner. The firm utilize brand awareness and strength launching related products in global drink industry. The firm need to have well managed products portfolio with related diversifications along with offering the risk emerging ability and balance emerging trends. CONCLUSION On the basis of above discussion, it can be concluded that environment of Somalia is highly distinctive from US and this is why Tropicana requires right strategies to ensure success in Somalia. Selection of right market entry and target market is one of the most important part of strategy creation. Market entry option selected for Tropicana was merger and acquisition because through this Tropicana will be able to get assistance from local organisations of Somalia. This will help in effective operations of Tropicana in Somalia. This report later also discussed about Porter’s generic strategies for Tropicana that it can utilise in Somali market. 11
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REFERENCES Books and Journals Online Agarwal, N., Kwan, P. and Paul, D., 2018. Merger and acquisition pricing using agent based modelling. Economics, management, and financial markets. Gundolf, K., Jaouen, A. and Gast, J., 2018. Motives for strategic alliances in cultural and creative industries. Creativity and Innovation Management. 27(2). pp.148-160. Medinilla, A., Shiferaw, L.T. and Veron, P., 2019. Think local. Governance, humanitarian aid, development and peacebuilding in Somalia (No. 246). Discussion Paper. Mukilya, J.M., 2019. Change Management Strategy And Asset Control: A Case Study Of The United Nations Department Of Safety And Security In Somalia (Doctoral dissertation, UoN). Nor, M.I. and Masron, T.A., 2018. Turkish foreign direct investment and peace in Somalia: a new political stabilization policy. International Journal of Social Economics. Ofosu-Boateng, C.N.R.L. and Jiping, Z., 2020. A Pestle Analysis of Maritime Piracy and Maritime Security in the Gulf of Guinea. Advances in Social Sciences Research Journal. 7(1), pp.472-482. Pape, U.J. and Wollburg, P.R., 2019. Estimation of poverty in somalia using innovative methodologies. The World Bank. Partho, F.R., 2019. Marketing and Branding Practices of Akij Food Limited–A Study on Speed Carbonated Soft Drinks. Xiao, Y., Romanelli, M. and Lindsey, M.A., 2019. A latent class analysis of health lifestyles and suicidal behaviors among US adolescents. Journal of affective disorders, 255, pp.116-126. Begunca, A., SOFT DRINKS CONSUMER SEGMENTATION USING DEMOGRAPHIC AND CONSUMPTION CHARACTERISTICS: CASE STUDY CITY OF PRISTINA. Online ForeignDirectInvestment(FDI).2020.[Online].AvailableThrough:< https://corporatefinanceinstitute.com/resources/knowledge/economics/foreign-direct-investment- fdi/ >. Tropicana unveils new juice innovations to meet consumer demand.2018. [Online]. Available Through:<https://www.prnewswire.com/news-releases/tropicana-unveils-new-juice- innovations-to-meet-consumer-demand-300612037.html> 13
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