Marketing Management: Analysis of Arnott Biscuits Ltd's Strategies

This report provides a comprehensive analysis of the marketing management of Arnott Biscuits Ltd. It begins with an executive summary and an introduction to the subject. The report delves into the background of Arnott Biscuits Ltd, tracing its evolution from a small bakery to a major player in the food and beverage industry. A key component of the analysis involves the application of the 5Cs framework (Company, Customers, Collaborators, Competitors, and Context) to understand Arnott's market position. The report also examines the process of data collection employed by the company to inform its marketing strategies. Furthermore, the report outlines a proposed marketing strategy, including target market identification (focusing on expanding the cereal and breakfast segment with Tim-Tam biscuits), value proposition, and positioning. It details marketing tactics related to product, place, price, promotion, people, physical evidence, and process. The conclusion summarizes the key findings and recommendations for Arnott Biscuits Ltd's future marketing endeavors. References and bibliography are included to support the analysis.

Running head: MARKETING MANAGEMENT
Marketing management- Arnott Biscuits Ltd
Name of the student:
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Executive Summary
Marketing is a vast and wide ranging subject, which includes various parameters. One of this is
management, which ensures whether effective and efficient steps are applied. Typical examples
in this direction are the development of strategies, plans and tactics, which enables companies
and organizations like Arnott Biscuits Ltd to enjoy competitive advantage than the contemporary
brands. Delving deep into the assignment, expanding the scope and arena of the biscuits reflects
the need for improving the standard and quality of food and beverages. This is due to the
increase of health hazards in the fast paced life. Targeting the kids, in terms of expanding the
business of Tim-Tams is an attempt of the assignment to safeguard their future, so that further
health hazards can be averted. Moreover, it is also an attempt to enhance the quality and living
standards of the people through the means of providing a positive environment. Consistent
evaluative approach towards these objectives would be the keystone towards the achievement of
sustainable growth for Arnott Biscuits Ltd.

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Table of contents
Introduction......................................................................................................................................3
Background of Arnott Biscuits Ltd..................................................................................................3
5cs for Arnott Biscuits Ltd..............................................................................................................4
Company......................................................................................................................................4
Customers....................................................................................................................................5
Collaborators................................................................................................................................5
Competitors..................................................................................................................................6
Context.........................................................................................................................................6
Process of data collection for Arnott Biscuits Ltd...........................................................................7
Marketing strategy...........................................................................................................................9
Target market...............................................................................................................................9
Value proposition.........................................................................................................................9
Positioning statement for target market.......................................................................................9
Marketing tactics...........................................................................................................................10
Product.......................................................................................................................................10
Place...........................................................................................................................................10
Price...........................................................................................................................................11

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Promotion..................................................................................................................................11
People........................................................................................................................................11
Physical evidence.......................................................................................................................12
Process.......................................................................................................................................12
Conclusion.....................................................................................................................................12
References and Bibliography.........................................................................................................14

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Introduction
Management is a vast subject, which includes many aspects such as ensuring the efficient
execution of business. This is applicable for the business conducting by the companies and
organizations for expanding their current market share. Typical example in this direction is the
the development of strategies and tactics, which would play an important role in bestowing a
secured market position (Hollensen 2015). This assignment, through the example of Arnott
Biscuits Ltd, peeks into the marketing management of the company. The main parameters of this
management approach are 5cs and the process of data collection among others. The development
of the strategy and tactics can be considered as the attempts of the Arnott Biscuits Ltd personnel
towards the achievement of customer satisfaction.
Background of Arnott Biscuits Ltd
From a small bakery in 1865, Arnold Biscuits Ltd became a popular name among the
customers across the globe. During this era, the company sold bread, biscuits and pies to the
local people as well as the ships docked in the port for loading coal. From the nature of the sales,
it can be said that the company belongs to the Food and Beverage Industry. These activities
affirm the quotation of “rags to riches”. 4300+ employees have made Arnott Biscuits Ltd one of
Australia’s largest producers of biscuits (Arnotts.com.au 2017). Delving deep into the company
history, it is a subsidiary of Campbell Soup Company, which is established in United States.
This reflects the acquisition activity of Arnotts Biscuits Ltd in terms of expanding the scope and
arena of their business. Dedication, commitment and perseverance of such massive workforce
have mounted the revenue of the company to 1.09 billion Australian dollars by 2015.

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Ensuring the happiness of the Australian families is the mission of the company,
Arnott Biscuits Ltd. For achieving this, the company personnel envision partnership working
and quality production in a positive environment, so as to enrich the lifestyle of the customers.
One of the core values identified and specified by the company- there is no substitute for
quality (Arnotts.com.au 2017).
During the earlier times, the company sold only biscuits, pies and bread. With the
passage of time and adoption of latest innovative machines, the company now spreads happiness
in the faces of the customers by delivering them with wide variety of biscuits- SAO, salada,
Vita-weat, Jatz, Shapes, Tim Tams, Iced Vovos, Tiny Teddies, Monte carlo, wagon wheel
among others. The fillings in the biscuits enhance the delicacy of these biscuits. The chocolaty,
creamy and fruity surprises packed in the tiny boxes reflect the attempts of the company
personnel towards providing the customers to get lost and explore a new ecstasy of pleasure
(Arnotts.com.au 2017).
Indulging in partnership with the Australian government Department of Health enables
the company to pay special attention to the health issues of the customers, especially the older
people. This is done through the application of oriental approach towards making diet charts for
the people. Healthier food choices are a typical example in this direction.
5cs for Arnott Biscuits Ltd
Company
State of the art manufacturing approach results in the production of wide variety quality
biscuits, breads and pies, which helps the customers in their purchasing decisions. The brands
applicable here are Tim tams, Vita-weat, salads and cruskits. These has gained popularity to such

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an extent that they have been exported to more than 40 countries (Arnotts.com.au 2017). This
has bestowed a standardized market share on the company. Inquisitiveness to come out with
something creative provides the company to add firmness in their business. However, high price
of the biscuits, especially in the markets outside Australia reduces the intensity of the
achievements of Arnott Biscuits Ltd. Along with this, utilization of the locally purchased
ingredients in the biscuits aggravates the health issues of the customers. Expansion towards the
cereal and breakfast segment acts as an opportunity for the company to achieve large scale
customer satisfaction. Tough competitions from the Krafts and the local manufacturers limit the
scope and arena of the company in terms of achieving business expansion (Arnotts.com.au
2017).
Customers
Arnott Biscuits Ltd takes pride in serving biscuits, pies and breads to the customers
belonging to every age group. As a matter of specification, Arnott Biscuits Ltd targets the
families for serving the creamy and sweet delights. Once they consume the biscuits, the
chocolate melts and they feel relaxed. Herein lays the appropriateness of the tag, “indulgence
into simple pleasures”. On the contrary, the creamy centred treats, iconic fancy topped cookies
and the fruity delicacies are produced for luring the kids (Arnotts.com.au 2017).
Collaborators
Arnott Biscuits Ltd gets the strength to conduct the market operations under the
leadership of Campbell Soup Company, since 1980s. Before this, Arnott Biscuits Ltd was
subjected to bid by Queensland. Here, the company received a threat regarding poisoning Monte
carlo packets in the Southern region and Victoria. This was in the era of 1997. Upon closing the
manufacturing in Melbourne factory, there was stagnancy in the factories of Sydney, Adelaide

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and Brisbane. In 2002, Arnott Biscuits Ltd achieved the acquisition of Snack Foods Limited.
However, in the year 2008, Campbell Arnott sold Snackfoods to The Real McCoy Snackfoods
company. Since then the company is well known as Snacks Brand Australia (Arnotts.com.au
2017).
Along with this, Dieticians Association of Australia (DAA) is one of the partners of
Arnotts Biscuits. This partnership results in the introduction of whole grain food choices and
vegetable juice products for the customers. Dietician Connection is one of an effective
collaborator for Arnott Biscuits Ltd in terms of promoting healthy eating habits through social
media. Interactive sessions help the people to clarify their doubts about the effectiveness of their
eating habits. Collaboration with the government authenticates and validates the awareness
raised among the general public regarding healthy eating (Arnotts.com.au 2017).
Competitors
The main competitors of Arnott Biscuits Ltd are Krafts Foods Ltd, Goodman Fielder Ltd
and Griffins Food Ltd. The less expensive ingredients used by the companies is enough for
giving tough competition to Arnott Biscuits Ltd. Along with this, the cheap ingredients enable
the local manufacturers to establish their stand within the local areas, forbidding these companies
to establish their business.
Context
Government stability acts assistance for Arnott Biscuits Ltd personnel in terms of
organizing legal marketing operations. However, introduction of harsh and orthodox policies in
the import and export activities act as an obstacle for satisfying the needs, demands and
requirements of the stakeholders and shareholders (Arnotts.com.au 2017). Along with this,

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financial instability like inflation, fluctuation in the prices of the raw materials compels the
company to encounter financial losses. It is this stage, where the company needs the assistance
and partnership of the trade union members. Apart from this, latest and innovative machines are
needed for maintaining the pace with the ever changing needs of the customers and their
lifestyles. Most importantly, adopting solid waste management helps the company to make
noticeable contributions in preserving the ecological diversity of Nature.
Process of data collection for Arnott Biscuits Ltd
Market research and survey helps companies and organizations like Arnott Biscuits Ltd
to gain insight into the needs, demands and requirements of the stakeholders and shareholders.
Adopting the means of survey and feedback is assistance in terms of knowing the specific tastes
and preferences of the customers (Arnotts.com.au 2017). Social media is an effective option in
this direction, which enables the personnel to increase the trafficking of the audience towards the
brand image. Uploading the images of the manufactured biscuits, pies and breads on the website
and social networking sites enhances the awareness of the personnel regarding the customer
approaches.
Conducting search engine optimization enriches the knowledge of the company
personnel about the activities undertaken by the contemporary brands. This information plays a
major role for the personnel regarding thinking of something creative to secure their market
position in the ambience of competition (Kotler et al. 2016).
Alterations in the business are dependent on the ever changing needs of the customers.
In the modern past paced life, the people are in need of something, which would energize them
for doing all the works at a stretch. For example, buying a packet of biscuit would satisfying the

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hunger cravings of the customers in between hard working pressures. Therefore, these biscuits
need to be filled with healthy and nutritious ingredients, which improve the concentration of the
people in their works. In view of these requirements, Arnott Biscuits Ltd need to adopt modern
machines, which are flexible enough for producing such healthy and nutritious biscuits in huge
quantities (Arnotts.com.au 2017).
Around $250 million is spend by the Arnott Biscuits Ltd on getting the basic ingredients
for the biscuits, breads and pies from the Australian farmers and suppliers. As a matter of
specification, 85,000 tonnes of flour and grains comes from Darling Downs, Moree and Riverina
and southern region of Australia. North Queensland, Tasmania, Victoria, western and southern
North South Wales supplies sugar, dairy products and canola oil to Arnott Biscuits Ltd
respectively (Arnotts.com.au 2017). Along with this, partnership with food companies in Asia
Pacific helps the company to remain dedicated and committed in their environmental policy
regarding the judicious use of water, air and land resources. Collaboration with Sydney Waters is
assistance for Arnott Biscuits Ltd in terms of mitigating excess water consumption. Herein,
mention needs to be made about the collaboration with Marleston Bakery, which has played a
major role for Arnott Biscuits Ltd in installing a waste water treatment plant of $390,000.
National Packaging Covenant is also one of the other collaborators, which enabled
Arnott Biscuits Ltd regarding the packaging of the biscuits. Oriental approach in the packaging
and development of objectives helps the personnel to recycle the used materials for producing
something creative for the customers (Arnotts.com.au 2017). This recycling is one of the
effective methods towards mitigating the waste generation.

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Marketing strategy
The following develops a marketing strategy for Arnott Biscuits Ltd:
Target market
Arnott Biscuits Ltd has the potential for expanding its cereal and breakfast segment.
Therefore, if Tim-tam biscuits are made healthier and nutritious along with creamy and
chocolaty, the tensions and worries of mothers would be reduced in terms of their children
health. Its packaging can be made sleeker, so that the kids can take them for their Tiffin. After
having milk, cornflakes and fruits in the breakfast and taking a packet of Tim-Tam in the Tiffin
seems nutritious for the kids (Arnotts.com.au 2017). Along with this, the creamy chocolaty
filling is enough to enhance the happiness of the kids, if they are put in the right amount. One of
the most important aspects here is quantity, as it is the matter of children’s health.
Value proposition
The customer value proposition for the Tim-Tam is health and nutrition. Health and
nutrition are also the unique selling proposition. Enhancement of the children’s nutrition and
health would be the immediate outcome of this value proposition. Along with this, lucrative and
sleek packaging would enable Arnott Biscuits Ltd to achieve competitive advantage from the
contemporary brands. Proper display of the nutrient value in the packaging, along with the best
before and manufacturing dates would play an important role in enhancing the awareness of the
customers towards the steps taken by the company for achievement of their satisfaction, loyalty,
trust and dependence (Arnotts.com.au 2017).
Positioning statement for target market
For developing the positioning statement for the Tim-Tams, the following aspects are
important:

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 Precise definition of the target audience-the kids
 Profile of the business, industry and capital investment needed
 Market research for the fulfilling the creamy, chocolaty cravings of the kids
 Designing a website, which includes information about the tastes and preferences of kids,
where lucrative advertising in the website would attract more and more customers
 Comparison of the benefits of renovated Tim-Tams with other biscuits such as salada,
SAO and others (Arnotts.com.au 2017)
 Usage of catchy taglines, which attracts the kids such as- “come and experience the rich
creamy and chocolaty Tim-Tams and get lost in the world of fun and happiness”
Marketing tactics
Product
Filling more cream and chocolate in the Tim-Tams would fill the minds of the kids with
fun and happiness. However, quality needs to be dealt specially in the production of these
biscuits. Countering this, adding more sugar content in the biscuits can be harmful for the kids, it
can make them obese, which would aggravate the health issues. The sugar and the other nutrients
need to be in perfect proportion for ensuring the proper nutrient development of the kids
(Arnotts.com.au 2017).
Place
Establishing outlets in close proximity to the customers would help the personnel of
Arnott Biscuits Ltd to achieve positive results. Typical examples can be parks and schools,
where the parents and the children both can be found for taking their feedbacks regarding their