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Annie's case study

25/12/2020 Client: saad24vbs Deadline: 12 Hours

Growing Organically


Company Background


Annie Withey and Andrew Martin began the company with Annie’s Homegrown Shells and Cheddar in 1989


Created healthy, organic products that appealed to consumers desiring mainstream food items


This allowed Annie’s to grow by gaining share not only in the health foods market, but also in the traditional CPG market


Sales and profits continued to increase even with cheaper, established-brand competition


Investors are optimistic about Annie’s


Solera Capital purchased significant equity in 2001 & helped Annie’s grow


Annie’s is adamant about maintaining its culture as it expands


Committed to people, food, & the environment


All products non-GMO


“Social responsibility is part of the Annie’s brand DNA.” - John Foraker, CEO


Four Pillars of the Brand


Issues


Pursue which target market?


Pizza product strategy?


Price, Place, Promotion?


Market Segments


Frozen Pizza


Issues with frozen market:


Frozen foods perceived as less healthy


Consumers prefer desserts and snacks in frozen section


Limited frozen area for product


Annie’s Core Customers are not frozen foods shoppers


But selling this pizza product could drive them to frozen section


This would benefit both retailer partners and Annie’s


Product was successful in test-run in San Francisco Whole Foods


Choose Between:


“All-Organic” Product with 95% Organic Ingredients


“Made with Organic” Products with ≥70% Organic Ingredients


Frozen Pizza Industry


In Grocery segment:


Top 2 brands (Digiorno's and Private Label) own 34.3% of the market


In grocery stores, sales of frozen pizza declined by 4.6%


All top 10 brands experienced decline in sales except for private label


Private label is gaining more of the market


California Pizza Kitchen, Tony’s, and Freschetta ALL EXPERIENCED 20% DECLINE


Digiorno's is the only brand that experienced growth in sales


SWOT


Strengths


Popular brand


Loyal customer base


Existing market w/ children & Moms


Strong partnership w/ retailers (natural)


Grocery sales represent 94% sales


Large product portfolio (meals, snacks, dressings)


Investor support


Non-Gmo (local farms)


Weaknesses


New in frozen product development


Low advertising spending


Opportunities


Growth in organic market


Consumer increase demand for the frozen


section (desserts/snacks)


Popularity in premium brands


Threats


Larger competitors (i.e. national brands/regional)


Amy’s, Newman’s Own, and Kashi


Recession may effect sales of premium brands


Market strictly regulated


PLC & Ansoff’s matrix


Ainne’s


Recommendation #1


Annie’s targets “Core Consumers” segment


Frozen section in partner retailer stores


Natural foods channel (highest % growth)


Competitive standard frozen pizza market


Digiorno's Brands (downward price pressure)


Other “health” brands in frozen pizza market


Limited brand recognition in Natural & Organic Foods market


But Annie’s has proven cross-over potential into traditional packaged food Market!


Differentiating with more premium product


Recommendation #2


We recommend Annie’s chooses “All-Organic” Product with 95% Organic Ingredients


This is most consistent with Annie’s key values & commitment to organic ingredients


This would necessitate implementing a higher price point


Be consistent with Annie’s premium over standard products in current categories


Seek most shelf space in Natural retailers


Grocery segment is declining and competitive


It would be hard to penetrate this market without compromising brand image


Mass segment performance is primarily based on snacks; little need for frozen products


Venture into more spacious, profitable dessert/snack segments after initial penetration of frozen section


Thank You for Listening!


Any Questions?


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