Brand Attribute Differentiation

Brand Attribute Differentiation

ASSIGNMENT To Develop an Analytical Approach Which Will Assess the Ability of Brand Specific Attributes to Differentiate Heavy, Moderate, and Light Users of Major Coca-Cola Brands

Methodology Derived Importance Using Brand Specific or Intrinsic Attributes, Regress on Purchase Intent and Rank Resulting T Values* for a Measure of Importance Target Group Differences Calculate Percentage Gaps of Attributes Between Target Groups (e.g.. Heavy vs.. Light Coca-Cola Drinkers) for Brand Specific or Intrinsic Attributes * T-Value is the statistical measure of significance in regression analysis

Goal To Differentiate Between Coca-Cola Consumption Groups in Order to Plan Targeting to Bring Weekly Drinkers into the Daily Category and Monthly Drinkers into the Weekly Category Grow Volume

Applicability Brand Attribute Differentiation Can Be Applied to Any Brand In Any Target Market The Methodology Can Be Applied to Any Given Subgroup (E.g.. User Frequency Groups, Demographic Profiles, Between Markets, etc.) May Be Used In Conjunction With Other Methodologies

Brand Specific Attributes Coca-Cola Coca Cola Brand Specific Attributes Has Real Cola Taste Has an Unforgettable Taste Revitalizes Me Gives me Enjoyment Any Time Good to Drink With Family and Friends Is Recognized as the Best Soft Drink Intrinsic Attributes Great Tasting Very Refreshing Thirst Quenching High Quality Worth What it Costs Goes Well With Meals and Snacks

Males in the 12-29 Year Old Age Group Are The Largest Segment of Daily Coca-Cola Drinkers Demographic Profile of Coca-Cola Consumption Categories Total Daily Weekly Monthly Drink Coke 62% 20% 26% 16% 33% 41% 26% Male 51% 65% 60% 46% Female 49% 35% 40% 54% 12-19 18% 31% 23% 16% 20-29 29% 41% 33% 25% 30-39 28% 21% 27% 29% 40-49 25% 8% 17% 30%

Coca-Cola Brand Image Is Most Highly Viewed as Best Brand of Soft Drink, Real Cola Taste, and High Quality 100 Coca-Cola Brand Specific Attributes 100 Coca-Cola Intrinsic Brand Attributes 80 60 79 79 69 79 76 73 63 58 57 Daily Weekly Monthly 80 66 62 Daily Weekly Monthly 40 46 39 38 26 2425 2523 60 40 56 55 41 50 44 46 40 20 0 BEST BRAND HAS REAL COLA TASTE GOOD TO DRINK W GIVES ME ENJOYMENT ANY TIME / FRIEND HAS AN UNFORGETTABLE TASTE 11 REVITALIZES ME 20 26 30 25 31 26 11 27 21 7 0 HIGH QUALITY GREAT TASTING GOES WELL WITH MEALS AND SNACKS WORTH WHAT IT COSTS VERY REFRESHING THIRST QUENCHING

Enjoyment Anytime and Recognized as Best Brand are the Most Important Brand Specific Attributes for Daily Coca-Cola Drinkers. Intrinsically They Feel That Coca-Cola is A Good Value That Goes Well With Meals and Snacks Derived Importance Among Coca-Cola Daily Drinkers Brand Specific Derived Importance Brand Specific Attribute T-Value Enjoyment anytime 15.9 Recognized as best brand 11.0 Good to drink w/family-friends 7.1 Has real cola taste -0.2 Revitalizes me 0.0 Has an unforgettable taste -0.1 Intrinsic Brand Derived Importance Intrinstic Coca-Cola Attributes T-Value Worth what it costs 7.7 Goes well with meals and snacks 7.2 Very refreshing 4.4 Great tasting 3.0 High quality 1.7 Thirst quenching -0.8

The Largest Gaps Between Daily and Weekly Coca-Cola Drinkers are Gives Me Enjoyment Anytime and Great Tasting Delivery Gaps Between Daily and Weekly Coca-Cola Drinker GIVES ME ENJOYMENT ANY TIME HAS AN UNFORGETTABLE TASTE 15 18 GOOD TO DRINK WITH FRIENDS AND FAMILY HAS REAL COLA TASTE REVITALIZES ME 1 2 5 Coca-Cola Brand Specific Attributes RECOGNIZED AS THE BEST BRAND OF SOFT DRINK0 GREAT TASTING WORTH WHAT IT COSTS GOES WELL WITH MEALS AND SNACKS 6 6 Coca-Cola Intrinsic Brand Attributes 14 VERY REFRESHING THIRST QUENCHING 5 6 HIGH QUALITY 5-3 2 7 12 17 22

In Order to Move Weekly into the Daily Category, Two Brand Specific and Two Intrinsic Attributes Can Be Emphasized Differentiating Daily Vs. Weekly Coke Brand Specific Features Gives Me Enjoyment Anytime Good To Drink With Family and Friends Differentiating Daily Vs. Weekly Coke Intrinsic Features Worth What is Costs Good With Meals and Snacks

Good to Drink with Family/Friends and Recognized as Best Brand are the Most Important Brand Specific Attributes for Weekly Coca-Cola Drinkers. They Also Feel That Worth What it Costs, Very Refreshing, and Great Tasting are the Most Important Intrinsic Attributes Derived Importance Among Coca-Cola Weekly Drinkers Brand Specific Derived Importance Brand Specific Attribute T-Value Good to drink w/family-friends 17.5 Recognized as best brand 14.8 Has an unforgettable taste 9.4 Enjoyment anytime 2.0 Revitalizes me 1.7 Has real cola taste 0.6 Intrinsic Brand Derived Importance Intrinstic Coca-Cola Attributes T-Value Worth what it costs 12.0 Very refreshing 11.3 Great tasting 6.6 Thirst quenching 4.6 Goes well with meals and snacks 2.8 High quality -0.4

Coca-Cola Weekly Drinkers Are More Differentiated from Less Than Weekly Drinkers by Intrinsics Than By Brand Specific Attributes Delivery Gaps Between Weekly and Monthly Coca-Cola Drinkers GIVES ME ENJOYMENT ANY TIME REVITALIZES ME GOOD TO DRINK WITH FRIENDS AND FAMILY RECOGNIZED AS THE BEST BRAND OF SOFT DRINK 10 12 13 13 Coca-Cola Brand Specific Attributes HAS REAL COLA TASTE 3 HAS AN UNFORGETTABLE TASTE -1 GREAT TASTING WORTH WHAT IT COSTS VERY REFRESHING THIRST QUENCHING GOES WELL WITH MEALS AND SNACKS HIGH QUALITY 6 15 15 15 14 14 Coca-Cola Intrinsic Brand Attributes -3 2 7 12 17 22

A Different Strategy is Required to Move Monthly Drinkers To Weekly Drinkers than to Move Weekly Drinkers to Daily Differentiating Daily/Weekly Coke Brand Specific Features Gives Me Enjoyment Anytime Good To Drink With Family and Friends Differentiating Weekly/Monthly Coca- Cola Brand Specific Features Good to Drink With Family And Friends Best Brand of Soft Drink Differentiating Daily/Weekly Coke Intrinsic Features Worth What is Costs Good With Meals and Snacks Differentiating Weekly/Monthly Coca- Cola Intrinsic Features Worth What it Costs Very Refreshing