Upload
others
View
6
Download
0
Embed Size (px)
Citation preview
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
Future Orchard Walks
Winter 2017
Apple brands – factors of success
Michael Weber
Horticultural Consultant
MBA ‚International Marketing‘
Germany
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
Education
1990 Horticulture Engineering FH Weihenstephan
2002 MBA „ International Marketing“ ESB Reutlingen
Business Activities
2003 foundation of webfruit / GmbH www.web-fruit.de
2004 foundation of VariCom GmbH www.varicom.ch
2008 foundation of fruit.select GmbH www.opal-apple.com
4
Bio
2
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
production life cycleMichael S. Weber Vermarktung – Die Herausforderung der Zukunft Obstbau & Marketing
T = increase P = zero
T = increase P = increase
T = slow increase P = stable
T = stable P = backwards
T = backwards P = backwards
Introduction Growth Maturity Saturation Degeneration
?
Time
Profit
Turnover
T P
Fuji Pinova Cripp´s Pink
Elstar
Boskoop Gloster
Jonagold
Braeburn Royal Gala
Golden/Red Delicious
32
Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
Apple Variety Range EU
production share %
Golden Del. 2.530 21
Jonagold et al. 1.259 11
Gala 1.204 10
Idared 1.064 9
Red Delicious 633 5
Shampion 520 4
Elstar 394 3
Granny S. 390 3
Fuji 309 3
Braeburn 322 3
Cripps Pink 260 2
Variety Range EU-28 Countries
Representing 74 % = 8.885.000 t
out of total 12.005.000 tons
Source: WAPA 2016
5
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
Lake Constance
7
Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
new plantings
36
Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
history
Orchard working expenses
€/ha € cent/kg €/ha € cent/kg
labour harvesting (292/333 Akh/ha) 2269 6,5 2587 5,2
var. harvesting cost (KOB) 400 1,1 450 0,9
total harvesting cost 7,6 6,1
Labour pruning/thinnning (70/100 Akh/ha) 544 1,6 777 1,6
Fertilizer 200 0,6 300 0,6
pest & weed control 1500 4,3 1700 3,4
Others 300 0,9 350 0,7
var. maschinery cost orchard maintenance (KOB) 400 1,1 500 1,0
total variable costs 8,5 7,3
depreciation building & repairs (180 T/30 years) 400 1,1 400 0,8
2. levelDpreciation maschinery (harvesting equipment) 665 1,9 665 1,3
depreciation maschinery cost (maint./spraying) 478 1,4 478 1,0
depreciation orchard investment over 15 years – 22 T 1467 4,2 1467 2,9
replatning (Nectria, wood diseases) 400 1,1 9,7 400 0,8 6,8
Overhead cost. (KOB) 1 200 3,4 3,4 1 200 2,4 2,4
total overhead costs
Land lease annual (ha) 1000 2,9 1000 2,0
1. levelCapital cost orchard investment (3%) 22 years 330 0,9 330 0,7
Capital cost maschinery (3%) AW 224 T € 224 0,6 224 0,4
Capital cost building (3%) AW T 180 € 180 0,5 180 0,4
total calculatory cost 4,9 3,5
Orchard Manager (30 €/hour) 67 % 2933 8,4 8,4 2933 5,9 5,9 3. level
EUR/Cent 42,5 32,0 Source: POB 2017
8
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
good news
✓ about 80 apple breeding programs to choose from selection
✓ more disease tolerant varieties available improvement
✓ consumers are open to new varieties features
✓ retailers are open to new varieties profitability
✓ introduction in emerging markets opportunity
✓ alongside shipment of existing varieties attention
9
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
reality
✓ differentiation of look less distinctive
✓ packout / requirements unknown
✓ consumer demand uncertain
✓ Investment into a brand high
✓ critical mass / collaboration necessary
Variety development: 07 up to 14 yearsBrand development 14 up to 21 years
10
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
truth
„ So far I‘m unaware of any supermarket putting pressure on growers toplant an entirely new variety.
Planning is almost entirely a ‚producer push‘ strategy.
A commitment over lenghty periods of time is desirable.“
Source: Paul Paynter, 2009
13
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
variety vs brand
14
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
variety vs brand
Differentiation of "red" colour category mainly through managed varieties: are we at peak level ?
Jazz™ - taste you can hear.
Kanzi®: Seduce Life
Pink Lady®- the most seductive of all apples
Red Prince: a crisp type
SweetTango™: passion to the last bite
Joya™ - a taste experience
Boskop
Braeburn
Elstar
Gala
Golden Delicious
Granny Smith
The apple as a natural product:
perfect &beautiful
The appleas a natural
product
authentic & real
sensual & passionate
athletic and fit
Honey Crunch® -
my well-being apple with bite
Kiku® -
Fresh Apple Emotion
Junami® / Diwa®: refreshing thirst quencher crisp bite
15
16
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
understanding the DNA
bruising sensitivity self-thinningchilling requirement size rangedisease tolerance skin finishfrost sensitivity storage potentialfruit set tree spacinggrowing habit tree healthharvest window tree qualityleaf quality tree spacingnumber of picks virusfree budwoodpackoutpest tolerancephysiological disordersProductivityrootstock selection
17
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
variety identification
✓ create your own (inter-)national network
✓ attend conferences, fairs, exhibitions, seminars
✓ use your local/national R & D network
✓ talk to variety managers and challenge them
✓ untertake a SWOT Analysis
✓ have a strategy and follow the plan, regardless short-term drawbacks
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
38
hand crafted
„savoir faire“… how are we doing it ?
19
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
disease tolerant cv. non-disease tolerant cv.
Variety Name
Brand Name
BonitaCIV 323Fujion
?Isaaq®
?
InoredLadina
Lb 17906
Story®??
LumagaPremA34SQ 159
Galant®?
Natyra®
UEB 32642DalinetteXeleven
Opal®Choupette®
Swing®
Variety Name
Brand Name
PremA96MC 38
Fengapi
Rockit®Crimson Snow®
?
MinneiskaShinano Gold
Sweetango®Yello®
21
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
Brand
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
22
Brand : Identity
23
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
variety vs brand
24
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
Brand
25
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
a strong brand
Identification of 3 factors…
1. The mainstream of consumer behaviour is slower thananticipated as often trend scouts believe in.
2. Most of the brand image (emotions) is related to yourchildhood. Positive Memories…
3. Clear Mission and Vision, along with a traceable / understand-able authorization of existense, „raison d‘etre“, does it makesense what we are doing?
Source: Peter Felser, Board President of Serviceplan Suisse, Zürich // Handelszeitung Nr. 44 /2015
26
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
… the story
27
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
Brand Management
✓ communication of product specification
✓ control of quality
✓ harvest prediction
✓ supply program
✓ control of plantings
✓ activities at POS
✓ Promotion thru packaging & logo
28
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
the package
✓ Plant Variety Rights Intellectual Property✓ Trademark Rights✓ Brand Integrity✓ Traemark Defence
✓ Ownership of rights Organization✓ Complexity of legal structure✓ Quality of network✓ Passion of people
✓ Unique selling proposition Brand Management✓ Brand identity✓ Brand positioning✓ Brand enforcement
✓ Commuication
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
30
location
34
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
OPAL®
1. New Colour Category GOLD
2. Low Residue Program DISEASES
3. Flavour FIRST
4. Outstanding shelf-live PERFORMANCE
5. Transport & Manipulation SUPERIOR to ‚Golden Delicious‘
6. Marketing Organization OPAL® PARTNERSHIP PROGRAM
7. Branding OPAL® - UNIQUE SELLING PROP
8. Development GLOBAL
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
30
location
Sales
“The color-break of Opal® is the #1 selling feature, and in-store demos are #2“
- Matt Miles – First Fruits Marketing 10 Oct. 2014
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
35
choose
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
39
Timing
40
Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
timeline
2013: start - PVR rights
2014: Propagation of
certified budwood
2016: Plattform – Groupe
Poire Suisse, GPS
2016: Growing of trees in
nursery
2017: kick-off concept
first trials at retail level
2018: 1st year of Swiss
Production
2020: Supply Program at
Swiss Retail Level
41
Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
timeline ‚CH 201‘
ACTION STEPS YEAR PLAYER
Crossing 2000 Agroscope
Selection 2010 Agroscope
Cultivar protection 2013 Agroscope / VariCom
Plant material 2016 Nurseries
Production start 2018 growers
Retail level - start 2020 packer / marketer
Internationalisation 2022 Network licensed partners
‚
43
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
network
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
44
nature of competition
whole chains can become competitive units
rather than individual firms within chains
Chains compete against chains
co-operating to compete
In this new way of thinking about the nature of competition,
the quality of relationships up and down
the chain become key drivers of success.
Boehlje, 1998
Gifford, 1998
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
45
idea
48
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
trend
✓ clean production environment
✓ face to face origin
✓ story identity
✓ revenues fair split
✓ sustainable finance
✓ be different exclusive
✓ communication consumer
✓ why? sense
out of the comfort zone
49
Junami ® Jazz ®
EDEKA 31.10.16
in line with nature
50
Junami ® Jazz ®
EDEKA 31.10.16
© copyright 2017 Michael Weber webfruit®
thank you !