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Transcript of Me Late Chocolate Draft
7/17/2019 Me Late Chocolate Draft
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Business Proposal
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Business Proposal
1 Internationalization of Me Late Chocolate
October 2015.
X-Culture 2015.
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Business Proposal
Abstract
In this work can be found all about the internationalization of the chocolate compan
called !e "ate Chocolate# is the information of the compan# portfolio# speaks also of the
most rele$ant competitors to the compan# opportunities# threats# weaknesses and stren%ths of
!e "ate Chocolate# within the document there are stron% points for the internationalization of
the compan to the &nited 'tates# about the countr to which ou are e(portin% can find
culture# rules for product enterin% the destination countr# packa%ed# marketin%# product
prices in destination countr and the distribution of products.
Table of Contents
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Milestone 3.............................................................................................................
Me Late Chocolate history...................................................................................
Products..............................................................................................................
Main Competitors................................................................................................
SWOT..................................................................................................................
Milestone 4.............................................................................................................
Target Market Characteristics............................................................................1
Competitors.......................................................................................................1
Cultural.............................................................................................................1
Packaging..........................................................................................................11
Marketing..........................................................................................................11
!emographic "actors......................................................................................... 1#
Milestone $........................................................................................................... 1#
Me Late Chocolate competitors in Chile............................................................13
Strengths...........................................................................................................14
Me Late Chocolate competitors in %nited States...............................................1$
Milestone &........................................................................................................... 1'
Ma(or concerns...............................................................................................1'
The sta)ng policy............................................................................................. 1*
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Milestone '........................................................................................................... 1+
!esign, Packaging and -randing.......................................................................1+
Pricing and Costs...............................................................................................#1
Cost Structure................................................................................................ #1
-enchmark.....................................................................................................#1
Pricing and Costs Proposal................................................................................##
Milestone *........................................................................................................... #3
Promotion and d/ertising................................................................................#3
!istri0ution........................................................................................................#4
-i0liography......................................................................................................... #'
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List of Tables
Ta0le 1 trade map.................................................................................................1&
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!ilestone )
Company Information
Me Late Chocolate history
!e "ate Chocolate was founded in *o$ember# 2010. It is a 100+ Colombian#
manufacturer and seller of handmade products based on chocolate. ,he Compan is located in
!edellin# and the offer corporate to be %i$en as %ifts to clients or emploees chocolates
and ser$ices for social e$ents. /or these clients different options are a$ailable such as
personalized chocolates for new brands and products release# and buffet tables or indi$idual
courses of deserts and candies for fairs# restaurants and hotels. ,he compan currentl
emplos people who are distributed as follows 2 in production# 5 in sales and 1 in
mana%ement. ,he compan is not international# but it is lookin% to reach other countries with
the lines of chocolate bars and truffles# includin% ralines. !e "ate Chocolate
Products
!e "ate Chocolate offers a lar%e portfolio of products# the %reat added $alue of !e "ate
Chocolate and differentiates us from lar%er competitors that e(ist in Colombia is the artisan
chocolate made with hi%h 3ualit cocoa. ,he compan brand is based on emotional and
health balance of chocolate. ,he focus on some specific se%ments# such as ,he store
• ersonalized chocolate
• 4$ents irthda# ridal# ab 'howers# marria%e proposals# etc.6
• Corporate chocolate %ifts
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Its main products are listed on the website desserts# cakes# cookies# truffles# breads# hot
and cold drinks# coffee and a small line of baker products sa$or. ,he site also has an
electronic trade. !e "ate Chocolate
Main Competitors
In Colombia chocolate industr is stron% because of the hu%e demand it has around the
world.
,he principal competitor is called Compa7ia *acional de Chocolates. ,he produce at
least 80+ of the chocolate in Colombia ha$in% man cate%ories of it.
,he main products which compete with !e "ate Chocolate are these the famous chocolate
9et can find in an store# supermarket# the ha$e a lar%e market. :nother competitor is the
!ontblanc brand# this is the *utresa %roup# these are chocolates with cereals and nuts# this
tpe of chocolate is more e(clusi$e# ie people with a hi%her purchasin% power are the
consumers of these chocolates. Casa "uker is another %reat competitor with Italo Chocolates.
:ll abo$e mentioned competitors are lar%e industries which %i$es us an ad$anta%e o$er it
and the Chocolate !e "ate Chocolate is completel handmade. ;adem<cum 4mpresarial#
2010
SWOT
Strengths Weanesses
• 'pecialized product knowled%e
• rand positionin%
• Installed capacit
• =nowled%e of the local market
• 'mall business# small production.
• ,he do not ha$e an online store.
• >i%h fi(ed costs and e(penses
• ,heir brand is not as stron% as the bi%
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• :lliances and networks
• roducts wholl handmade made of
pro$idin% hi%her 3ualit product
• ;ariet of products
• *ational co$era%e
plaers ?odi$a# "indt
• "ow control on operations• "imited capital resource
• Inefficient cost and in$entor sstem
Opportunities Threats
• :n opportunit for the a%ricultural
sector of cacao and for the
de$elopment of this industr
• ossibilities to mer%e with chocolate
specialties Colombia as it is the cafe
to make the product an e(3uisite
fla$or.
• "ocal competitors
• ,here are in !edellin se$eral
specialized chocolate houses# such as
,he Chocolate >ouse# !edell@n Ae
Chocolate. !oreo$er# there are stores
that sells reco%nized chocolate brand#
such as ?odi$a# "indt.
• B/itness trend - 'ubstitute products
• 'u%ar price
Milestone !
,he first ke market characteristic is the new market consumers preferences and tastes.
,his factor is considered a ke to success because the chocolate fla$ors need to attend the
consumers taste. >a$in% the ri%ht amount of su%ar or milk# for e(ample# can help the
compan reach more consumers inside a specific market. ,herefore# the chocolate produced
to e(pand into new market needs to be adapted to reach its preferences and tastes.
'ome concerns to !e "ate Chocolate at the time of internationalize are the followin%
aspects
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• 4(chan%e rate
• "e%islati$e• otential market
• Competitors direct and indirect
• Cost to e(port
• 4(port product# ser$ice or bothD
• Culture lan%ua%e# consumption# beha$ior# familEs size# percenta%e of forei%n
• "ocal resources
Fe ha$e been thinkin% and the countr where we are %oin% to e(port is &nited 'tates. If
we want to ha$e success in a new market we need
Target Maret Characteristics
>ad a profile of the customer# is known that in &': consumers are %ettin% more used to a
%ourmet fla$or almost a 80+ of the consumers are preferrin% chocolate beside cheese# oil# and
other products also called %ourmet. ecause it is a handmade chocolate we need a medium
hi%h-income consumer and in that market we can ha$e it because the consumerGs a%e are
between 25 and 85 ears.
Competitors
In &': B*acional de Chocolates has a bi% participation and is the bi%%est competition to
!e "ate Chocolate is in Colombia so we need to consider them. :lso there are man
reco%nized brands of chocolate but not man homemade so we ha$e an ad$anta%e in that
particular market.
Cultural
,he consume in &': of chocolate is likel to be in bars# truffles and sweet-candies
presentation and that could be a %reat opportunit for me late chocolate because people in
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Colombian are still prefer drinkin% chocolate rather than eatin% it. ,he compan has a hu%e
portfolio to offer to the consumer in &':.
Pacaging
when we talk about food packa%in% it is one of the most comple( as it needs to compl
with certain phtosanitar rules# en$ironmental impact and other factors# we ha$e a packa%e
to facilitate its transport and conser$ation because the will be %rouped for eas distribution
what more when used in packa%in% chocolates are carton bo(es. roe(portColombia # 200)
Considerin% this# another decision must be e$aluated. Fhere will the packa%in% be doneD
It is possible to de$elop the packa%es for lon% distance distribution to send to the other
countr. :nother option is sendin% bi% batches of unfinished product# and establish a
packa%in% operation locall on the new countr prior to local distribution. InstituciHn
&ni$ersitaria 4sumer# 2010
Mareting
,he first is that we must ha$e inno$ati$e and attracti$e packa%in% for customers and
differentiate us from competitors# we must establish a promotional campai%n desi%ned to final
consumers and seekin% customer loalt. Our campai%n seeks to present all products# create a
new market the compan ima%e# and create brand loalt.
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"emographic factors
People ith purchasing poer medium2 high, men or omen. The eather is
irrele/ant since most people consume chocolate hate/er the eather. We need
people ho lo/e chocolate and that uality is an important aspect.
Considering the idea o" epanding to the %nited States, a /ery "undamental
demographic aspect is the di5erence 0eteen 0igger cities and regions, and
smaller ones here community 0eha/iors di5erently and in more united "orm.
These to demographic scenarios reuire di5erent strategies "or capturing
consumer6s attention, and specially their loyalty.
Milestone #
e decided to choose to countries near Colom0ia, the decision
0ecause they are too near0y countries here culture is /ery similar to that
o" Colom0ia here the company, Me Late Chocolate is a small company
and e 0elie/e that the 0est option is to start ith near0y home markets.
The countries that chose to internationali7ation ere8
• Chile
• %nited States
Chile had in #13 a chocolate market estimated in $#* million dollars.
The chocolate market is groing in estimated rates o" 49 /olume per year
and *9 /alue per year :Central merica !ata, #14;. <ach consumer in
the Chile Market spends a0out 3,1 dollars per year in /alue and eats 3
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kilos in /olume. ccording to Central merica !ata, Chile is demanding "or
more gourmet chocolate. The consumers are re=ning their tastes,
there"ore normal chocolate is not attending the demand. The consumers
are paying more attention to uality and percentage o" Cacao present on
the chocolates. >n this matter, a ne la0elling la "or products ith high
percentage o" sugar that demands more clear la0els is under consideration
in Chile. This is epected to result in a negati/e impact on sales, 0ut also
create opportunities "or 0etter made chocolates such as Me Late. :Central
merica !ata , #1$;
nother point is that in a total /olume o" 43. tons o" chocolate in
Chile6s >ndustry these last years, $$,*9 is commerciali7ed in supermarkets
and 44,#9 in other channels such as kiosk, chocolate stores and other
small to medium esta0lishments. That means that 0esides the "act that e
might deal ith 0ig competitors like ?estl@ or rcor, there is a market
space "or Me Late Chocolate :Central merica !ata , #1$;, :Central
merica !ata , #14;.
Me Late Chocolate competitors in Chile
$A%&S chocolate it is a compan with an e(tensi$e catalo% of products such as truffles#
pralines# chocolate fruits# packa%ed read to %i$e awa. ut also the sell chocolate for cake is
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to sa co$era%e read to decorate cakes. ,he compan has spent man ears in the market and
is reco%nized. akJs chocolates
'arry Callebaut the compan has 50 factories worldwide# the compan has %reat portfolio
product of the hi%hest 3ualit ran%in% from cocoa beans to chocolate read for consumption.
arr Callebaut# 201). ,he compan is also in the &nited 'tates then there also is a
competitor
(arso)ienne is a compan with 80 ears of e(perience# one of the most reco%nized brands
in the Chilean market# its products are uni3ue and ha$e %reat portfolio# and online store also
features. ;arso$ienne chocolateria
'ozzo this compan with o$er 100 earsG e(perience# is one of the most reco%nized brands
in Chile. It has 1) stores in Chile# has a %reat and uni3ue portfolio within this is found
corporate chocolates. ozzo Chocolates.
*mpresas Carozzi SA# the main competitor# has a current $alue share of )K+ in 201L.
,he companGs success is related to brands with hi%h positions in the rankin%s as a result of
hi%h co$era%e of the national territor# and the presence of a $ariet of brands that makes
possible to compete in different opposite scenarios like hi%h 3ualit and low prices. Cazzori
'.:
Strengths
• ,he same lan%ua%e
• Cultural is similar to Colombia
• In Chile is %rowin% chocolate market
• Colombia has free trade a%reement with Chile
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• :ccordin% to the Inde( of doin% business Chile I ad$ance in the inde( openin%
business place 82 to 2K. /ernadez# 2012
!e "ate Chocolate competitors in &nited 'tates
,he &nited states is also near to Colombia countr and has a lar%e market that is attracti$e
to us# &nited 'tates consumption of %ourmet chocolate has increased this is because people
care more about their health and fi%ure# this countr it is attracti$e because in the &nited
'tates there are man markets where me "ate Chocolate can pla a %reat wa thus lea$in% a
%ood profit. ,he onl challen%e is the lan%ua%e and strict about rules for product re$enue this
countr.
,he chocolate confectioner market consists of bo(ed chocolate# chocolate courtliness#
chocolate strai%ht lines# molded bars# no$elties and other chocolates. ,he market is $alued
accordin% to retail sellin% price M' and includes an applicable ta(es. :n currenc
con$ersions used in the creation of this report ha$e been calculated usin% constant 2012
annual a$era%e e(chan%e rates. !arketline# 201)
,he &' chocolate confectionar market had total re$enues of N1#008.0m in 2012#
representin% a compound annual %rowth rate C:?M of 1.+ between 200 and 2012.
!arketline# 201)
Chocolate confectioner in the &' continues to be characterized b two companies. In
201L# >ershe and !ars accounted for a combined 85+ share of o$erall $alue sales. *o other
compan in the cate%or maintains a share of hi%her than 5+. 4uro !onitor # 201L.
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Ford consumption# &': ranks th. #5 lbs. of chocolatePear
rice of cocoa is raisin%# howe$er the &' mone is %ettin% stron%er# makin% cheaper to
import.
1.K+ %rowth
)22 million :mericans# in 2015 - ?A increased 2.)+ 2 3uarter
>ersheGs chocolate dominate the market LL+ market share
Table 1 trade map
Code Description of the product Importedvalue 2011
Importedvalue 2012
Importedvalue 2013
Importedvalue 2014
'1806 Chocolate and other foodpreparations containing cocoa.
1.!8.!"" 2.032.484 2.123."" 2.2"6.680
+ote Source, ,rade map ,rade statistics for international business de$elopment monthl# 3uarterl and annual trade data. Importand e(port $alues# $olumes# %rowth rates# market shares# etc. "ist of products imported b the &nited 'tates of :merica !etadata:%%re%atin% at the same le$el as the product 108 Chocolate and other food preparations containin% cocoa.
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Milestone -
!e "ate Chocolate for the best alternati$e entr mode is throu%h direct e(port and pro$ide
a direct sale. In order to ha$e less risk# fewer resources are needed and the recei$e help from
%o$ernments in the case of Colombia this countr has a trade a%reement with the &nited
'tates that leads to the elimination of tariffs this fa$ors the e(portin% compan in this case is
!e "ate Chocolate.
'ome ad$anta%es of direct e(port are
• ?reater control o$er the e(port process
• Airect !arket Information
• >i%her profits
• ?reater knowled%e of customers and the market ;alle9o# 2011
Currentl the Colombian %o$ernment is $er interested in promotin% the countrJs e(ports
and it has specific institutions to help this# these entities facilitate the process# help market
research# and has eas access to credits with low-interest in order to promote such e(ports# for
that reason the best entr mode for !e "ate Chocolate is the direct e(port.
Ma.or concerns
• Qob $isa
• :merican culture - mi%ht not be open to new products
• ,ar%et market - 'elect %roup of consumers
• ureaucratic problems
• 4(chan%e rates• Mesources - a few or all resources comin% from Colombia.
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The staffing policy
Fe are thinkin% to e(port the ser$ice and the final product# so we will send some people
from Colombia to &': to be able to train the emploee and to %i$e the ser$ice similar to the
one the had in Colombia.
:s we su%%est the best wa to capture all the market is arri$in% to the supermarkets located
in strate%ic cities6 the emploees are %oin% to be from that cit# %i$in% people opportunities
and makin% a real social responsibilit.
Our main concern is with the &' re%ulation# such as :merican $isa# minimum wa%e#
workin% hours. !oreo$er# to preser$e the essence of the compan# the recruitment process
needs to be ri%orous# makin% sure the person is ali%ned to the compan.
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Milestone /
"esign0 Pacaging and 'randing
,he strate% adopts two main concepts >ealth chocolate and artisanal chocolate.
Me%ardin% the health concept# we belie$e that the se%ment that fits the product
characteristics and the compan capacit is the Rhealth consumerR. ,he se%ment includes
people who are worried about what the eat and how it affects their health. ,hese costumers
alwas read the packa%es lookin% for the product information before buin%. ,herefore# it is
important to show the health benefits of the products on the packa%e desi%n# not onl the
percenta%e of cocoa# but also the 3ualit of it and the amounts of su%ar and milk if the are
low. :ll of these can be %ood information to promote a healthier brand.
It is also important to point out that this se%ment fre3uentl %o to health supermarkets
like Fhole /oods# where the can find more options products. Fith this in mind# !e "ate
Chocolate could also e(plore sellin% the products on those supermarkets# to reach onl the
consumers that are %oin% to be interested on ha$in% the brand we are proposin%.
>owe$er# while re%ardin% the artisanal concept# we should focus on tpe of chocolate $er
similar to what the alread sell toda# that enhances Colombian desi%n and fla$ors# without
lea$in% the health appeal aside.
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1SA Pacaging standards
,he &': standards re3uires compliance to the followin% rules# forcin% some chan%es to
the product.
• In the packa%e# e$erthin% must be in 4n%lish
• &nited 'tates re3uires that the packa%in% where the product is said this should be
anwhere from less based packa%in% was manufactured.
• ou must ha$e the product name
• ou must ha$e a statement of net contents
• ou must ha$e the list of in%redients and nutritional table
• *ame and address of the responsible
• !ust ha$e information for an tpe of claim roe(port# 2012
It could handle a more handcrafted packa%e that perfectl describes the product of !e "ate
Chocolate. Fe decided to lea$e the same name. Fe must consider that ?reen is associated
with confectioner. ,he black# as in 4urope# is the color of death.
Fith the e(pandin% strate% to &':# !e "ate Chocolate needs to choose a se%ment of
chocolate consumer that best fits with the product offer. Fe belie$e that the se%ment that fits
%ood with the product characteristics and the compan capacit is the Rhealth consumerR.
,he se%ment includes people who are worried about what the eat and how it affects their
health. ,heses costumers alwas read the packa%es. ,he look for the product information
before buin%. It is important to focus the packa%e on promotin% the health benefits of the
products. *ot onl the + of cacao# but also the 3ualit of it# the amounts of su%ar and milk if
the are low can also be a %ood information to promote. ,he se%ment fre3uentl %o to
health supermarkets like Fhole /oods# where the can find more options of health
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products. !e "ate Chocolate could also e(plore sellin% the products on those supermarkets# to
reach onl the consumers that are %oin% to be interested on ha$in% the brandin% we proposed.
Pricing and Costs
Cost Structure
Costin% of course in the &nited 'tates would be different from that in Colombia. In the
&nited 'tates# chocolate can ran%e from N12-NL dependin% on the brand and whether it is a
bo(# carton# or pallet. In Colombia# a bo( of chocolates with 10 is about )0.000 Colombian
esos.
,here are se$eral was of absorbin% these indirect costs. /or e(ample# the could be
absorbed amon% different chocolate bar lines accordin% to the floor space that each line takes
up in the factor# or accordin% to the sales re$enue of each line# or b some other method.
&sin% such an approach the direct costs can then be di$ided up into the $arious production
lines and then into the number of units comin% off the line. usiness Case 'tudies
'enchmar
:s for the markup# most of the bi%%est chocolate brand in the world# such as >ersheGs and
=raft# are %oin% to ha$e profit mar%ins that reflect the hi%her costs of their lar%er scale of
operations. >ersheGs in 2012 had a production line workin% 2L hours a da# increasin% its costs.
On that specific ear# >ersheGs net profit mar%in was about .1+ of the re$enue. !oreo$er#
others brand such as Cadbur and !ika had a K.55+ of net profit mar%in. wikipedia# 2015
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,he profit mar%in of these market plaers are not that attracti$e. On the other side# small
can be %ood when it comes to profit mar%ins for chocolate enterprises. In its compan
assessment from 2010# artisan chocolate compan Cow%irl Chocolates sas it stri$es to attain
an a$era%e %ross profit mar%in of 85+ in its retail business# after in%redients and packa%in%.
,he compan specializes in truffles in assorted fla$ors and bo( sizes# chocolate bars and
dessert sauces. Aifferent products b Cow%irl ran%e between 5 percent and K2 percent %ross
profit mar%in. wikipedia# 2015
Pricing and Costs Proposal
:fter analzin% all the data that we were able to find# the %roup estimates that the profit
mar%in can be between L0-50+ of the re$enue. ,his profit mar%in is hi%h comparin% with the
industrial chocolates. Our strate% is to sell to a specific %roup of consumer# as said before#
our %ross mar%in profit will be hi%her than industrial chocolate but smaller than handmade
chocolate.
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Milestone 2
Promotion and Ad)ertising
,he %roup de$eloped two main strate%ies for promotion and ad$ertisin%# /ree 'amples
Aistribution and 'ocial !edia interaction.
?i$in% free samples is a %reat start for a new market. Fe would ha$e to desi%n a specific
product for that# contract people for the work and decide the best places for this kind of
promotion. 'ince the be%innin%# we thou%ht of Fholefoods wa of promotin%Psellin%
products. Fhen a new brand arri$es# there is alwas a place for the costumer to tr it or to %et
information. ,he social media would come to%ether as to focus on information# and the free
samplin% would help for people to %ettin% to know the taste and 3ualit of chocolate before
buin% it.
:s for the social media mentioned earlier# there is a trend for brands to use Insta%ram and
/acebook pa%es to promote themsel$es. ItEs a low cost in$estment and it can reach a hu%e
3uantit of costumers. 'ince we are workin% with a health and 3ualit focused brand#
Insta%ram would be a wa to show to our costumer how our chocolate is produced# the
Colombian aspects of it# where the can find our products# etc. It is important to ha$e all the
publications ali%ned to the marketin% positionin%. ,he compan ma also look for related
pa%es and tr to ha$e partnerships with resellers on the social media. ,he publications need to
be interestin% for the followersP/acebook users# and it can be a $er useful tool to ha$e more
clients. ,he compan could also look for publishin% sponsored ad$ertisin% on /acebook and
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Insta%ram# accordin% to the userGs preferences. ,hat polic ma reach the potential customers
and be more effecti$e for the compan.
:nother aspect is the website that works $er much like a social media. *owadas#
websites are more like an BIA for a brand then a potential channel for sellin% e(cept for
online shoppin%. !e "atte Chocolate alread ha$e a %reat and well-desi%ned website# but we
would ha$e to focus a little more on the brandin% idea of ColombianPhealth chocolate.
"istribution
!e late Chocolates should distribute throu%h some of these successful supermarkets.
• ,he %ourmet stores ha$e had a $er positi$e impact and ha$e %rown $er
si%nificantl.:s these stores do not need lar%e $olumes# but b contrast 3ualit# inno$ation# new
tastes amon% other attributes# there is an opportunit. It is estimated that there are
12#000 %ourmet stores in the &nited 'tates.
• Metail distribution channels# the pro$ide us access to lar%e areas of supermarkets
and that is the main idea we ha$e in mind. roe(port# 2012
:ccordin% to our strate% of promotion throu%h social networks# we also want to sell the
product !e "ate Chocolate online and this is done throu%h retail distribution channels.
,his can be achie$ed throu%h direct# infomercials# marketin% and purchase telephone# and
internet. ,hese channels are for people with hi%her purchasin% power# and who are usin%
credit cards to pa for the chocolate.
/ocusin% on the retail channel# it can be di$ided into se$eral %roups where we can find
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Business Proposal
• ,he mass distribution is where the bi% supermarkets and surfaces with !e "ate
Chocolate want to ha$e access to all consumers for this reason we decided that the
product should also be distributed in supermarkets.
• In the &nited 'tates there are also some ethnic stores or supermarkets this is for
people interested in Colombian products !e "ate Chocolate is a 100+ Colombian#
for that reason we want to enter these stores.
• ,here are also %ourmet or or%anic stores these ha$e emer%ed thanks to new
consumer trends that are aimed at health and functional foods that help the
healthcare# !e "ate Chocolate is a completel handmade chocolate that does not
affect our sal$ation idea to sell the brand and promote it to consumers as chocolates
that do not affect health and has all natural in%redients.
,oda# there are some ma9or supermarkets in the &nited 'tates like =ro%er Co.#
rookshires Co.# 'top S 'hop. 'afewa S :hold and man others. Fe decided that.
roe(port# 2012
Fe want to reach the lar%est supermarkets in the &' such as Falmart 'tores# Costco#
Aelhaize# /iesta !art# /ood "ion# > !art# >4# =mart# =ro%er# "oweJs# !i ueblo /ood
Center# Office Aepot# ubli(# 'prouts# ,ar%et Corporation# ;ons and Fhole /oods !arket. Fe
want our product to be hi%hl reco%nized b our natural taste and 3ualit of our chocolates.
In order to reach them# we will show that our chocolates are a uni3ue and e(3uisite fla$or
that will attract man customers. e%innin% them will send ou a catalo% with all our lines of
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Business Proposal
products and samples for ou to tr and take the decision to distribute our products to the
population.
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