Last updated: February 18, 2019
Topic: BusinessLogistics
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1. Case overview:

Although it has achieved great success in other portion of the universe, the Danone and its Evian bottled H2O trade name are confronting important force per unit area while managing the U.S. market. After the Cola giants Coke and Pepsi set up their ain bottled H2O trade names, Dasani and Aquafina, Danone is the figure four in the U.S. market with merely a 3.5 % market portion in 2001.

Danone is confronting two chief jobs when covering with the U.S. market. First, the U.S. clients do non accept the premium on the Evian trade name, they care less about the type of the bottled H2O and prefer cheaper H2O like Aquafina or Dasani. Then, the distribute system in U.S. market is rather different from that in Europe.

To transport out a scheme for its farther concern in the U.S. , Danone made the first understandings in April 2002 with one of its most powerful oppositions Coca-Cola to allow Coke take charge of the Evian trade name in North America. Coca-Cola will assist Danone within the distribution and market public presentation, and will acquire inducements in return of the one-year gross revenues growing of Evian bottled H2O. The 2nd understanding carried in June 2002 is chiefly about the two companies announced a joint venture. Danone will lend licence for usage several value trade names and production installations, while Coca-Cola pays hard currency for ownership involvement and supply direction. Coca-Cola needs to assist accomplish a guaranteed net income degree ; nevertheless, the punishment is non clear.

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The confederation of the two companies provokes arguments about whether it is a manner to better gross revenues status or it is a mark of Danones ‘ unofficial quit from the U.S. bottled H2O market. What is the right determination for Danone remains to be proved.

2. Why Evian ‘s market portion in the U.S. kept falling after the Cola giants start their bottled H2O trade names in the late 1980s?

The Nipponese strategian Kenichi Ohmae developed the 3C ‘s Model indicated three chief participants that are necessary for successful concern scheme: the corporation, the client, and the rivals. ( Kenichi Ohmae, 1982 )

When reference the rivals, Coke and Pepsi who sell purified H2O that avoid excess handling and conveyance costs, enjoy much lower cost than Evian does. Meanwhile, their distribution systems are good developed thanks to their successful operating on other drink such as Cola. The consequence is that they can hold their cheaper merchandises on more shelves rapidly. What is more, as Coca-Cola, Pepsi and Nestl AA© are all well-known companies throughout the America, non merely their merchandises ‘ quality are guaranteed, but besides their bottled H2O trade names do non necessitate excessively much publicity.

For the client portion, in the European market where Danone has achieved great success, the clients understand the differences between glacier-sources H2O and purified H2O or tap H2O. They are willing to pay the premium monetary value to buy the consistent quality and gustatory sensation of bottled H2O. But the U.S. clients seem to disregard the categorizations of bottled H2O, and they are utmost price-sensitivity, their first pick is frequently the cheapest H2O on the shop shelves.

Obviously, the Danone Corporation itself has done rather few when confronting the difficult state of affairs. The company was non good prepared for the entry of cola giants at the beginning. The former accomplishment within other portion of the universe particularly in Europe makes the company blind worship its “ Danone concern equation ” and refused to alter its concern scheme to suit the U.S. market. Besides, Danone did non present its innovative merchandises which are really popular in the European market, and few selling activities such as advertises are mentioned to present to promote the U.S. market accept the “ glacier premium ” .

3. Positive and negative sides of Danone ‘s scheme of running concern on its ain in the U.S. market.

By and large talking, one advantage of “ traveling it entirely ” scheme is it will assist maintaining the company ‘s national, historical and household pride. The followers will analyze the pros and cons of two parts of this staying one individual concern entity scheme severally.

The first portion is to acknowledge that the Evian trade name is non a U.S. market leader but a niche merchandise which is a high-end premium bottled H2O with the label of “ wellness ” . As the U.S. bottled H2O market determines the market leader by monetary value and logistics, Evian has to do full usage of its nature of alone pristine qualities to supply higher-margin merchandise for specialised clients who understand and appreciate the monetary value premium of bottled H2O which has better resource and quality. Such client can be created by purposeful selling and advertisement. Though the group size of these clients might be non so large, the sale net income can be guaranteed by the higher sale monetary value. Clearly, cleavage will assist the company concentrate its scheme but the development of broad-brand equity might be inhibited.

The 2nd portion is about to put its locally-sourced spring H2O compete against the “ Large Three ” of the U.S. bottled H2O market in the mid-market which has high sale volume and is price-driven. This program sounds a good manner for Danone to acquire the doomed market portion back in the U.S. The defect of this scheme is that big amount of investing demand to be paid for geting the production installations and distribution systems, the cost-recovery, nevertheless, would take a really long-time. Since the consequence of compete against NestlAA© and cola giants in the U.S. market are non so clarity or even optimistic, this program is unsuitable for Danone. Besides, manage big figure of new employees for production and distribution would be another job for the company.

4. The consequence of Danone give up the whole U.S. bottled H2O market.

The impact of maintaining Evian trade name merely as a niche participant in the U.S. market has been cited before as merely a smaller group of specialised clients will be considered as mark, and Evian will be redefined as a high-end premium bottled H2O in the market.

There are many other branchings of Danone ‘s acquiring out of the U.S. market.

First, since there is no study of loss in the American market, it keeps gaining money for the company though non every bit much as other market does, abandon the U.S. market means the company will lose the market portion and net income from the market.

Second, the company has to cover with assets and employees that will no longer working for the corporation. Since there are merely a few possible purchasers for these assets, powerful purchasers can minimise their cost of purchase. Thus the company may endure a ample loss on that.

Third, go forthing the U.S. market might be a negative signal to other markets and its stakeholders that the company is unable to manage such a profitable market. The direct consequence may reflect on its portion monetary value which will see a important autumn. What is more, the go outing scheme will deface the value and good will of both Evian trade name and the Danone Group and it is non good intelligence for the company ‘s concern in other market.

Finally, one time issue, the re-enter to the market will be much tougher. While remain in the market helps maintain the long-run chances for the company, it is truly hard for any external company to happen a opportunity to acquire in and gain money.

5. Remark on the joint ventures with Coca-Cola.

Clearly, the joint ventures with the Cola giant have many advantages. To be specific, since the Danone ‘s scheme and market method can non run into the demands of the U.S. market, switching the selling and distribution control to a company that has more success experience is reasonable. With the aid of Coke with the selling and bringing, Danone ‘s merchandises can anticipate a ample addition in sell. Besides, as Coca-Cola take charge of those Danone ‘s concern in the America, the saved resources including selling and managing disbursals and human resources can be put into other markets which are more likely to derive success. In add-on, the Evian ‘s trade name image of “ high-end ” will be maintained harmonizing to the selling scheme of the joint ventures. In other words, to stay the corporation and its merchandises in the U.S. market with the sale volume growing warrant provided by Coke is a safe game for Danone.

However, there are some unreasonable factors within the joint ventures. First, as is mentioned in the instance, no penalty of Coke ‘s unable to accomplish the sale promise is ill-defined, what if the Danone merchandises maintain losing market portion? Second, as Coca-Cola gets 51 % of the ownership, Danone ‘s suggestions might be so weak while doing of import determinations. Besides, there seems to be an convergence between Coke ‘s bottled H2O Dasani and Danone ‘s Danone trade name spring H2O, so it is dubious the Cola giant is willing to carry through the sale growing of its joint ventures spouse ‘s at the disbursal of its ain merchandises.

In amount, the cooperation with Coca-Cola is the most ideal manner for Danone when managing the U.S. market, but the consequence might non so ideal because of those internal and external ( i.e. economic and market alterations ) uncertainnesss.


Ohmae, K. ( 1982 ) . The head of the strategian: the art of Nipponese concern. New York: McGraw-Hill.

Kotabe, M & A ; Helsen, K. ( 2008 ) . Global selling direction. Hoboken, NJ: John Wiley & A ; Sons, Inc.