Marketing Strategy Report for Kogan Company's China Expansion

This report examines the marketing strategy of Kogan Company, an online retail provider, for its expansion into the Chinese market. It begins with an executive summary and company background, highlighting Kogan's focus on affordable, high-quality products and services. The report then details the market selection process, emphasizing the opportunities in China's technology-driven and resource-rich environment. A PESTLE analysis evaluates political, economic, social, technological, legal, and environmental factors influencing Kogan's entry into the Chinese market. Market segmentation, targeting, and positioning strategies are discussed, focusing on demographics, psychographics, consumption patterns, geographic considerations, and buying power. The report applies Porter's Five Forces model to assess the competitive landscape, including bargaining power of buyers and suppliers, threats of new entrants and substitutes, and rivalry among existing companies. The report concludes with an evaluation of Kogan's customer-driven quality, relationship building, and promotional strategies, alongside recommendations for success in the Chinese market. The report emphasizes the importance of customer feedback, improved product quality, and advanced promotional tools to increase demand and profitability.

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Running ead ogan CompanyH : K 0
Marketing Strategy
Report
8/17/2018
Student ameN

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Executive Summary
Kogan Company is dealing in online retail sector. Company is providing the variety of products
and services to its customers at low price in the market of Australia. Company wants to expand
its business in other country like China to get more explore and revenues from market. The
company aims at increasing the product demand in China. To analyze the demand in the China
market Pestle analysis and Porter Five Forces model is done in the report to know the market
conditions. After knowing the market condition, segmentation has been done by Kogan. The
company is targeting teenager to elderly group of China and positioning its product and services
as the differentiated from its competitors. For this Kogan is using the promotional tools.
Marketers will develop the strategies to provide profitable opportunities for both the customers
and the company.

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Contents
Executive Summary.....................................................................................................................1
Introduction......................................................................................................................................4
Company Background.....................................................................................................................4
Market Selection..............................................................................................................................7
PESTLE analysis..........................................................................................................................7
Segmenting, Targeting and Positioning.......................................................................................8
Porter’s five forces model..........................................................................................................10
Evaluation and Control..............................................................................................................11
Conclusion.....................................................................................................................................12
Recommendations..........................................................................................................................13
References......................................................................................................................................14

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Introduction
As a retailer and service provider, Kogan Company wants to remain at its highest for a decade.
The company focused on providing the high quality services, which can be affordable and
acceptable in the market. The company focused on making in-demand products and services
more affordable and accessible. Kogan.com aim is to bring those savings to a core range of
everyday household’s items and no perishable groceries (AIA, 2016).
Company Background
Kogan Company is an online retail product and service provider, headquartered in Melbourne
Australia. The company is famous for its leadership in price because of the company’s efficiency
in digital marketing. The major focus of the company is on making the products that are in
demand more accessible and affordable for the customers. The products in which the company is
dealing are groceries, consumer appliances, electronic products, footwear and apparels, beauty
and fitness products. The company is offering the variety of product range, which includes
Kogan Mobile, Kogan Insurance, Kogan Travel and Kogan Internet (Kogan, 2018).

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(Source: Business Insider Australia, 2018)
Kogan Company has a matrix structure in its organization. This structure is suitable for the
organization as the company is providing the large variety of services, project types, client types
and office location. The company is having the large organizational structure with differently and
specialized department for every activity. This specialization in each department is working as the
strength for the organization. The biggest strength of Kogan is a highly skilled workforce, which
makes the organization different from its competitors. This is the reason the company can able to
perform better in the new market and are getting the success. Kogan has the strong and fast
distribution network that is available in all its potential market. On the other hand, Kogan is facing
problem due to its old organizational structure, which are not compatible to the present business

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model. Due to this high attrition in the workforce has seen in the company (Kogan & Company,
2018).
(Source: Kogan.com, 2018)

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Market Selection
The company is planning to expand its business in China due to the large availability of the
opportunities. The China market is full-fledged with the technology and resources. Kogan can
explore in the market through its specialization in its services (Kogan.com, 2018).
PESTLE analysis
Political factors
Political factors play a significant role in determining the factors that affect the Kogan in China.
At present, the political system in the china found stable in nature and there are very fewer
restrictions by the government. This will make the entry of Kogan easily in the China market
(Autor, Dorn and Hanson, 2016).
Economic Factors
The economic factors taken into consideration by Kogan Company are the Gross Domestic
Product and the inflation rate in China. China found to have the high consumption pattern which
demands more services and products to demand in the country. There is high foreign transaction
ion the China due to which skill workforce can also be available in China. Another advantage
that Kogan will benefit in China is the low labor cost in the economy, which makes the high
production in the country (Bloomberg, 2018).
Social Factors

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Shared values and beliefs in China market play a significant role for Kogan Company. The social
culture in China found to be supportive and encouraging in nature. Therefore, Kogan Company
has the probability to be accepted in the market easily.
Technological Factors
China market is considered the hub of technology globally. Kogan Company is also using the
high and updated technology in its operations. Kogan can make use of its technology in the
China market and get the acceptability from the customers. The technology used by the Kogan is
affecting its retailing and distribution system (Business Insider Australia, 2018).
Legal factors
In all the countries including China, the legal framework is found to be different in nature.
Kogan has to understand the China legal rules and policies while entering the Chinese market.
The China laws are found to be strict regarding the consumer protection, e-commerce, patents
and copyrights of the company (Lamb, Hair and McDaniel 2011).
Environmental Factors
China markets have different norms or environmental standard, which Kogan Company has to
understand while entering the market. As these factors, also affect the company revenues and
profitability. China market is conscious of using the eco-friendly product in its environment so
the Kogan also has to introduce the product, which is eco-friendly in nature.
Segmenting, Targeting and Positioning
Segmentation

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Selection of the Target market is described by demographic, psychographic, geographic, buying
power.
 Demographics: Kogan Company will be targeting teenager to an elderly person with
medium and high-income groups, any family size, both male and female (Business
Insider Australia, 2018).
 Psychographic: As the Kogan Company has a strong brand positioning in the Australian
market, this will help the company in creating its image in the China Market. The people
in China will ready to accept the product as it will be available in a reasonable price.
 Consumption patterns: The people in China will purchase the product mostly offline from
the stores so the company will start supplying the product to the retailers selling in that
area to increase the demand for the product (Gay, 2016).
 Geographic: The Company will introduce the product in the different parts of China.
 Buying power: The Company is targeting the middle-class people of China, as the
company aims to provide the good quality products and service (Smart Insights, 2018).
Targeting
The target market is the market where the company wants to sell its services and products to the
customers. Kogan is targeting the teenager to an elderly group of the China market with its high-
quality products and services (Kogan.com, 2018b).
Positioning Strategy
Kogan Company positioned itself in the market as an online retailer provider of product and
service while offering the variety of services to its customers. The products and services offered

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by the company able to satisfy the targeted market in China. Kogan aims to position itself
differentiated and unique in the mind of the customer.
Porter’s five forces model
Bargaining power of Buyers:
 Switching on to different suppliers is very easy for the customers, due to the difference in
the prices of products.
 In order to increase the customer base, the Kogan Company should focus on their
transportation process and the promotional strategies in order to attract the customers.
 Proper Availability and innovation in the product are necessary for Kogan to remain its
customers satisfied in another market also like China (Blanchard and Giavazzi, 2016).
Bargaining Power of the Suppliers:
 Suppliers bargaining Power has a noteworthy effect on the company. They have the
power of increasing or reducing the prices of products and its services. They can change
the prices of the items according to the market demand.
 Labor can also increase their wages. Therefore, the company should prefer hiring labor
that is not charging higher wages and is easily available at lower wages in China, which
in turn reduced the manufacturing cost of the company (Foundr, 2018).
 The Switching cost of Kogan Company is relatively low, as they maintain a good
relationship with their suppliers by providing them payment on time.
The threat of new entrants:

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 The company is facing competition from the existing firms. The entry of a new company
with more innovative and creative method will create a threat for Kogan Company.
 The company should keep their prices moderate to retain their image in the market, as the
new companies are coming with reduced prices and offering a better quality of products.
This will shift the demand of their customers (Financial Review, 2017).
The threat of Substitutes:
 The customers have the option to move from one product to another. The presence of
a large number of substitutes in the retail sector works as a threat for Kogan. It has
become important for the Kogan Company to bring innovative promotional methods
of launching their product in the markets of China.
 The company should focus on maintaining the quality to maintain the loyalty of their
customers towards the Kogan products and services (Business Insider Australia,
2018).
Rivalry among the Existing Companies:
 The rivalry among the competitors in the china is increasing day by day. The Kogan
Company should disclose its pricing and the promotional strategies in the market.
This will give the competitive edge in the market to company (Business Insider
Australia, 2018).
 The company like Amazon exists in the market of China. These companies are a
threat to the Kogan Company in China. From the research, it was analyzed that the
Kogan was offering better prices than the Amazon was. This will have the great
impact on the sale by Kogan in China market (Finnacial Review, 2017).

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Evaluation and Control
Kogan Company has evaluated that they must provide customer-driven quality, building
organizations relationship with customers, build trust, loyalty and confidence in the market of
China. Logan Together Company needed to develop and design strategies for increasing demand
for the customers (Solinger, 2016).
Kogan Company must take customer feedback for its performance standards to determine
customer satisfaction in China also. The Kogan must identify the customer needs, discovering
customer priorities through social networking sites, hotlines and comment cards. The areas
creating problem needed to improve to avoid reoccurrence of the problem in China
(Entrepreneur, 2018).
Kogan Company will now focus on improved quality, design, and delivery time that is loved by
Chinese customers and results in the profitability of the organization. Kogan company ensures
that it delivers will remain fast and products can be delivered before the time to their customers.
This will increases the customer base of the company.
Kogan Company should focus on new packaging of the product, which will work as a safeguard
for the product. The company has evaluated that the promotional tool used by them should be
advanced so that it increases demand for the product among the customers in China market too
(Smartling, 2018).
Conclusion
On the basis of above discussion, it can be concluded that the Kogan Company as an online
retailer providing the product and services in Australia. The company is planning to expand in

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China due to the availability of large market. Kogan Company has introduced its product and
services at very lower prices to attract a large number of consumers. From the Pestle analysis, it
can be analyzed threat the economic factors are in support of Kogan for entering in the market.
The company has introduced an environmentally friendly product with its advanced technology
to coordinate with the rules and social factors of the country. The company wants to be best in
terms of quality, customer service, and satisfaction. Kogan is targeting teenager to the elderly
group in the market of China and positioned itself to be the low-cost provider while providing
the differentiated product.
Recommendations
Based on the above discussion, there are many areas where there is scope for the company to
improve and boost its market position.
 Kogan Company should target the markets of China to increase its market as like in
Australia.
 Kogan should aim to provide the after sale services to its customers.
 It should be the best in terms of customer service, customer value, and quality.
 The company can also move into the market of grocery, which can be available to the
customer online.
 Targeting the China market will find to be more profitable for Kogan due to the high
demand and consumption pattern of the country.

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References
AIA. (2016) Understanding Organizational Structure [online] Available from:
http://www.kogancompany.com/wp-content/uploads/2016/05/3-bp_06_06_10_Understanding-
Organizational-Structure.pdf [Accessed on: 17thAugust 2018]
Autor, D.H., Dorn, D. and Hanson, G.H. (2016) The china shock: Learning from labor-market
adjustment to large changes in trade. Annual Review of Economics, 8, pp.205-240.
Blanchard, O. and Giavazzi, F. (2016) Rebalancing growth in China: A three-handed approach.
In seeking changes: The Economic Development in Contemporary China (pp. 49-84).
Bloomberg. (2018) Company Overview of Kogan.com Limited. [online] Available from:
https://www.bloomberg.com/research/stocks/private/snapshot.asp?privcapId=374923836
[Accessed on: 05/08/2018]
Buisness Insider Australia. (2018) 'A stats business masquerading' as a retailer: behind the
growth of Ruslan Kogan's company [online] Available from:
https://www.businessinsider.com.au/this-is-how-ruslan-kogan-drives-massive-growth-at-kogan-
com-2018-2/ [Accessed on: 05/08/2018]
Entrepreneur. (2018) 10 marketing Strategies to fuel your Business growth. [online] Available
from: https://www.entrepreneur.com/article/299335 [Accessed on: 05/08/2018].
Finnacial Review. (2017) Ruslan Kogan says Kogan.com will have better prices than Amazon
[Online] Available from: https://www.afr.com/business/retail/fmcg/ruslan-kogan-says-

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kogancom-will-have-better-prices-than-amazon-20170817-gxyp5r [Accessed on: 17thAugust
2018]
Foundr. (2018) No Strategy, No customers: How to build a profitable Marketing Strategy
[online] Available from: https://foundr.com/marketing-strategy/ [Accessed on: 05/08/2018]
Gay, R.D. (2016) Effect of macroeconomic variables on stock market returns for four emerging
economies: Brazil, Russia, India, and China. The International Business & Economics Research
Journal (Online), 15(3), p.119.
Kogan & Company. (2018) Services [online] Available from:
https://www.kogancompany.com/services/ [Accessed on: 17thAugust 2018]
Kogan. (2018) About us. [online] Available from: https://www.kogan.com/au/about/ [Accessed
on: 05/08/2018]
Kogan.com. (2018a) Organizational structure [Online] Available from:
https://www.kogancorporate.com/resources/pdf/Kogan-Organisational%20structure.pdf
[Accessed on: 17thAugust 2018]
Kogan.com. (2018b) Prospectus [Online] Available from:
https://www.kogancorporate.com/resources/pdf/KGN_Prospectus.pdf [Accessed on: 17thAugust
2018]
Lamb, CW., Hair, J F., & McDaniel C. (2011). Essentials of Marketing. United States of
America: Cengage Learning.

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Smart insights. (2018) The Segmentation, Targeting and Positioning model. [online] Available
from: https://www.smartinsights.com/digital-marketing-strategy/customer-segmentation-
targeting/segmentation-targeting-and-positioning/ [Accessed on: 05/08/2018]
Solinger, D.J. (2016) China's Transition from Socialism?: Statist Legacies and Market Reforms,
1980-90: Statist Legacies and Market Reforms, 1980-90. Oxon: Routledge.