Mars: Wie von starken Marken und Konzepten Shopper, Konsumenten und Einzelhandel profitieren

Werbung

 

Mars Chocolate nutzt umfangreiches Wissen über den Shopper für gemeinsamen Mehrwert mit dem Handel

– Auszug aus einer Pressemitteilung von Mars –

 

 

 

 Ein BildDer Shopper, die Person, die die Kaufentscheidung am Point of Sale trifft, steht im Fokus von Handel und dem Süßwarenhersteller Mars. Darum hat Mars 2009 tiefgehendes Wissen über den Shopper gesammelt und in Vermarktungsansätze übertragen. Sein Verhalten im Geschäft sowie über die Impulse, die sich in Kaufanreize umsetzen lassen, wurden umfangreich analysiert. Ziel der Analyse ist es, Käufer und Verbraucher gemeinsam mit den Partnern in Lebensmitteleinzelhandel und Impulsgeschäft mit starken Marken und Produkten anzusprechen. Diese umfassenden Kenntnisse über die Shopper sind dafür die wichtigste Basis. Elementar dabei ist die hohe Emotionalität der Kategorie Schokolade. Denn Schokoladenmomente durchziehen das Leben von Konsumenten und Käufern. Aus diesem Grund schafft Mars Chocolate starke Promotions rund um seine Marken. Bereits am Point of Sale können die Shopper die ikonischen Marken erleben.

 

 

 

 

 

Wie Tankstellenunternehmer von dem Wissen dieser Mars-Studie für ihr Shop-Geschäft profitieren können, lesen Sie in dem nachstehenden Bericht, wenn Sie auf „weiterlesen“ klicken:

 

 

 

 

Impulsivität als Erfolgsfaktor

 

 

Wesentliche Basis für den Erfolg der Süßware im Handel ist die fundierte Kenntnis von Einkaufsverhalten und Entscheidungskriterien des Shoppers im Handel. Die Best of Sweets Study (BOSS) analysiert als umfangreiches und deutschlandweit einzigartiges Kompendium verschiedener Shopperstudien Verhalten und Wünsche der Käufer im Süßwarensegment. In Zusammenarbeit mit Handelspartnern und Märkten setzt Mars Chocolate Deutschland diese Erkenntnisse in Platzierungsmaßnahmen um. Besonderes Augenmerk richtet der Mars-Ansatz auf die Impulsivität. Emotionale Erlebniswelten, käufergerechtere Platzierungen im Markt, und ein shopperoptimiertes Regallayout sind nur einige Aspekte, die zu verbesserter Frequenzausschöpfung, Shopperorientierung und damit zu mehr Umsatz und Ertrag führen. Genau dieses Potenzial will Mars Chocolate mit seinen Handelspartnern heben. Denn Schokoladenriegel sind das impulsivste Segment innerhalb der Süßwarengruppe und sechs der 15 stärksten Riegelmarken kommen aus dem Hause Mars. Wenn man die impulsstärksten Kategorien aufmerksamkeitsstark platziert, können Kundenfrequenzen erfolgreicher ausgeschöpft und damit Zusatzumsätze generiert werden. „Man muss die Kategorie durch die Brille der Impulsivität betrachten, um weitere Potenziale heben zu können. Damit lässt sich die gesamte Kategorie stärken. Darum haben wir in Deutschland zielgenaue und innovative Vermarktungskonzepte entwickelt. Gemeinsam mit Handelspartnern hat Mars mit der Umsetzung begonnen und starke Ergebnisse erzielt“, fasst Thomas Bittinger, Geschäftsführer Mars Chocolate Deutschland zusammen.

 

 

 

Kernansatz für Mars ist es, durch innovative Konzepte und fundierte Kompetenz mit dem Handel einen gemeinsamen Mehrwert zu erarbeiten. Um die Umsatzpotenziale auf der ganzen Breite zu heben und Bedürfnissen der Käufer zu entsprechen, greifen Vermarktungskonzepte allein über den Preis zu kurz. Daher wird Mars Chocolate auch 2010 an seinen erfolgreichen Marken- und Produktkonzepten ansetzen und sie ausbauen. Bereits 2009 wurden die Verbraucher gezielt mit Aktionen und Promotions „Made in Germany“ erfolgreich angesprochen. Diesen Ansatz, zu dem unter anderem speziell für deutsche Konsumenten entwickelte TV-Spots für Twix, M&M´s und Balisto gehörten, wird Mars Chocolate in 2010 ausbauen und mit der Zielsetzung Shopper insbesondere am Point of Sale noch schärfer fokussieren.

 

 

 

Starke Marken als Umsatztreiber und Geschäftsbasis

 

 

Wissen über den Shopper, die Bedürfnisse und Wünsche der Käufer und Konsumenten, ist wesentliche Grundlage wirtschaftlichen Erfolgs. Feste Basis des Geschäfts, des Qualitätsversprechens und für die Hebung von Potenzialen zur Umsatzsteigerung sind für Mars Chocolate seine etablierten, anerkannten und führenden Marken und deren Produkte. Riegelmarken aus dem Hause Mars wie Snickers, Balisto, Mars oder Twix sind Kultmarken, M&M’s stehen stellvertretend für eine ganze Kategorie im Schokoladensegment und Celebrations sind im Boxed-Bereich hervorragend etabliert. Um mit seinen starken und etablierten Marken den Handel, die Käufer und die Konsumenten gezielt und emotional zu begeistern, setzt Mars speziell für Deutschland entwickelte Konzepte um. So trug die für die Konsumenten in Deutschland maßgeschneiderte Markenkommunikation wesentlich zum Umsatzwachstum von Twix von 7,9% im Vergleich zu 2008 (2) bei.

 

 

 

 

Auch 2009 lag Mars Chocolate mit einem Marktanteil von 10,3% auf Platz 2 der Markenartikler in Deutschland. Im Impulsgeschäft bleibt Mars Chocolate auch 2009 die Nummer 1 mit 33,4% Marktanteil1. Nach einem schwierigen Start in das Jahr 2009 zeigt sich an der Trendumkehr im zweiten Halbjahr, dass die gezielten und passgenauen Maßnahmen greifen. Im letzten Quartal 2009 wurde diese Entwicklung mit einer Umsatzsteigerung von +2% (3) weiter gefestigt. Mit dieser Orientierung auf seine ikonischen Marken sowie mit der konsequenten Ansprache der Shopper im deutschen Markt bis hin zum Point of Sale hat Mars Chocolate seine Marktposition auch im schwierigen Jahr 2009 gewahrt und wird 2010 darauf aufbauen.

 

 

 

Schokoriegel und Knabbermarken in der Offensive

 

 

Ihre geballte Kraft für Käufer werden die Marken Mars, Snickers und M&M´s im ersten Halbjahr 2010 wieder ins Spiel bringen. Als Energielieferanten und ideale Begleiter haben die Mars-Marken eine lange Tradition im Sport und werden auch im Fußballjahr 2010 Topspieler sein. Damit können sie DAS Potenzial für Umsatzwachstum im Handel sein. Schon im Fußball EM-Jahr 2008 konnte die Snickers Allemann Promotion den enormen Zusatzumsatz von 67% erreichen. Basis für diesen Erfolg war und ist die emotionale und maßgeschneiderte Ansprache von Konsumenten, Käufern und Partnern im Handel. „Mit der Kombination aus der ikonischen Kraft unserer Marken und der Impulsivität unserer Produkte bietet das Fußballjahr 2010 hervorragende Möglichkeiten unser Potenzial voll auszuschöpfen“, betont Geschäftsführer Thomas Bittinger. So wird im Fußballjahr 2010 der legendäre Mars-Riegel – die Mutter aller Riegel – auch Shopper und legendäre deutsche Fußballmomente zusammen bringen. Und mit M&M´s können Knabber- und Fußballfans gleichermaßen Fußballspaß erleben. Den heizt Mars Chocolate 2010 auch mit einem umfangreichen Mediapaket für meisterschaftliche Umsätze an. Fußballspezifische Mars TV-Spots, neuartige Promotions und starke Produktgestaltung sowie attraktive Aktionen am Point of Sale werden Emotionen bei den Shoppern wecken und ihre Impulsivität schüren.

 

 

 

Balisto trifft Erdbeer – frisch-fruchtiges Erlebnis

 

 

„Markenikonen stärken und Shopper im Fokus“ – diese Mars-Maxime bringt den Käufern 2010 eine vorgezogene Erdbeersaison. Der Süßwarenhersteller bringt im März die Topmarke 2009 (4), Balisto, in neuer Varietät mit der Geschmacks-Siegerfrucht 2009 (5), der Erdbeere, in den Handel. Denn mit dem neuen Balisto Erdbeer-Joghurt-Mix trifft die Erfolgsmarke Balisto die Nummer 1 unter den Früchten. Die Erdbeere war mit Abstand der klare Geschmacks-Sieger der Konsumenten 2009, ist Favorit auch bei Fruchtjoghurts und -marmeladen.

 

 

 

Mit der neuen Varietät bringt Mars Chocolate frischen Wind ins Schokoriegel-Regal. Den Shoppern wird eine neue, fruchtige Ergänzung ihrer Balistofarben und –geschmacksrichtungen geboten, die neue Kunden für das Segment erobern wird. Neben der starken Kombination von Lieblingsfrucht der Konsumenten und Topmarke wird Mars Chocolate die Einführung der neuen Balisto-Varietät 2010 mit regelrechter Erdbeerpower unterstützen. In einem eigenen TV-Spot werden die Zutaten von Balisto Erdbeer-Joghurt-Mix eine Hauptrolle spielen. Am Point of Sale wird sich das neue Balisto fruchtig, frisch und attraktiv präsentieren und die Shopper direkt erlebbar ansprechen.

 

 

 

Mars Planets gibt dem Schokoknabbermarkt neue Impulse

 

 

Die erfolgreiche Einführung von Mars Planets hat 2009 neue Käufer in das Segment der Schokoknabberartikel gebracht.

 

 

 

Insgesamt ist Mars Chocolate um 8,3% beim Umsatz im Knabbersegment des deutschen Schokoladenmarkts (1) gewachsen und somit die Nummer eins der Markenproduzenten. 2010 wird Mars diese Position engagiert mit den beiden Marken Mars Planets und M&M´s ausbauen. Im Fußballjahr 2010 bieten sich den M&M´s als ideales Produkt zum Teilen und zum gemeinsamen Spaß starke Wachstumspotenziale. Diese wird Mars Chocolate nutzen und mit intensiver Unterstützung ausschöpfen.

 

 

 

Bereich Pralinen und Dauerbrenner Eis

 

 

Mit konsequenter Orientierung auf Wünsche und Bedürfnisse der Shopper konnte Mars Deutschland 2009 den Schwung der überaus positiven Entwicklung des Pralinen-Segments nutzen. Die Celebrations-Promotion, mit dem Kinofilm „Zweiohrküken“ mit Til Schweiger brachte im Weihnachtsgeschäft viele Platzierungen im Lebensmitteleinzelhandel und hat mit einem Umatzplus von +9,4%6 den positiven Trend untermauert.

 

Seine Dynamik hat 2009 der Bereich Ice Cream behalten. Auch für das Umsatzplus von 16,9% (gegenüber 2008) sind die starken Mars-Marken die Basis. So hat Snickers Ice Cream im Lebensmitteleinzelhandel die 10 Millionen Euro Umsatzmarke geknackt und mit den Eisvarianten von Mars, Snickers und Bounty gehören gleich drei Mars-Packungsvarianten zu den Top Sechs beim Umsatz im Lebensmitteleinzelhandel. Die Shopper und der Handel machten die Mars GmbH bei den Eiscreme-Multipackungen 2009 schon das dritte Jahr in Folge zum schnellst wachsenden Unternehmen in diesem Segment, das seinen Marktanteil um +0,8 Prozentpunkte ausbauen konnte und nun die Nummer 2 der Markenanbieter bei den Eis-Multipacks ist. Emotional und offensiv werden die „coolen“ Marsmarken aus der Truhe 2010 ihre Sichtbarkeit für Konsumenten und Käufer erhöhen und auf Bundesautobahnen, an Tankstellen und mit Produktmustern millionenfach für Überraschungen sorgen.

 

 

 

Bekenntnis zur Verantwortung

 

 

Mars Chocolate übernimmt traditionell Verantwortung für Verbraucher, Gesellschaft und Umwelt. So hat das Unternehmen 2009 als erster Süßwarenhersteller in Deutschland eine Initiative zur pro-aktiven Verbraucherinformation von Risikogruppen für Übergewicht initiiert. Gemeinsam mit der Türkisch-Deutschen Gesundheitsstiftung e.V. startete Mars unter dem Motto „Akıllıca tatlı yemenin sırları“/ „Clever Naschen“ ein Aufklärungsprogramm zum verantwortungsvollen Umgang mit Süßwaren und für einen aktiveren Lebensstil – abgestimmt auf die sprachlichen und kulturellen Bedürfnisse von Familien mit türkischer Zuwanderungsgeschichte. Und auch im Bereich Nachhaltigkeit macht Mars den Unterschied. Im April 2009 hat sich Mars, Incorporated als erster Süßwarenhersteller global dazu verpflichtet, bis 2020 in allen Produkten ausschließlich Kakao aus zertifiziert nachhaltigem Anbau zu verwenden. Mit dem 2009 am Standort Viersen in Betrieb genommenem neuen, hochmodernen Logistikzentrum spart Mars Chocolate jährlich 60.000 Liter Diesel bei Kühlfahrzeugen und bis zu 264 Tonnen CO2-Emissionen ein. Dafür hat Mars Chocolate 4,5 Millionen Euro investiert. 2010 wird das Unternehmen am Standort Viersen weitere 4 Millionen Euro für Innovationen ausgeben. Dazu gehören unter anderem modernisierte und klimafreundliche Kälteanlagen zur weiteren Reduktion des CO2-Ausstosses. Damit engagieren sich auch die deutschen Mitarbeiter und Standorte für eine komplett CO2 neutrale Mars-Produktion weltweit bis zum Jahr 2040.

 

 

 

1 Quelle: AC Nielsen, Gesamtmarkt Schokoladenwaren, in Euro Periode 12/2009 vs. Vorjahrjahreszeitraum

 

2 Quelle: AC Nielsen, KNI Total, Umsatz TWIX gesamt, MAT Nov. 2009 vs. Vorjahreszeitraum

 

3 Quelle: AC Nielsen, KNI Total, Markenumsatz gesamt, KW37.09-48.09 vs. KW37.08-48.08

 

4 Quelle: Lebensmittelzeitung SPEZIAL 02/2009

 

5 Quelle: Euromonitor, Januar 2009

 

6 Quelle: AC Nielsen, KNI Total, Umsatz CELEBRATIONS gesamt, Okt./ Nov. 2009 vs Vorjahreszeitraum

 

Verfasser der Studie und Copyright auch der Fotos: Mars Chocolate 

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