[2008年土地估价师考试经典案例试题]某城市拟对市中心区域进行旧城改造，涉及到A、B、C、D四宗地，土地总面积为20000平方米。其中宗地A为一旧住宅区，土地总面积为8500平方米；宗地B为企业甲所使用的国有划拨土地，土地...+阅读
Product and pricing decisions
ON THE JOB： FACING A BUSINESS CHALLENGE AT STARBUCKS
Brewing Up Success Nationwide
He you had your coffee yet today？ If so， did you open a can of Folgers and brew it yourself， or did you hand $2 to a barista and ask for a "single tall skinny mocha no whip with extra cocoa"？ More and more coffee drinkers are getting their daily dose of ja from Starbucks Coffee pany. Founded in 1971， Starbucks originally sold its trademark dark-roasted coffee beans in a few Seattle stores. But everything changed when current chairman and CEO Howard Schultz took over in 1987. Schultz envisioned selling gourmet coffee beverages in hip neighborhood coffee bars like the ones he saw on every corner while vacationing in Italy. He wanted Starbucks to be a meeting place where people could exchange ideas and escape from everyday hassles. And from day one he wanted to go national.
Schultz focused on building a petitive advantage through a loyal， well-trained labor force that delivers consistently superior products and service. He also fostered a pany mitment to employer responsibility， environmental stewardship， passion for coffee， and integrity in customer relations. His efforts paid off. In a decade， Starbucks grew to over 1，100 stores in 22 states and 3 foreign countries. In the United States， Starbucks literally changed the defi1ition of "a good cup of coffee." Loyal customers are described as "religious" about the product. In fact， Starbucks is so highly regarded that the pany is leveraging its reputation with brand extensions. Bottled coffee beverages， ice cream， music CDs， and a coffee-laced beer now bear the Starbucks logo and are ailable on grocery store shelves. In addition， the pany receives hundreds of joint venture proposals for new products every week.
But even though the success of Schultz's vision has led to unprecedented opportunities， it has also created new challenges. Rapid expansion has led some consumers to view Starbucks as a corporate villain that rides into town， throws down a lump of cash to get the best locations， and then drives the local cafes out of business. Locals fear that a Starbucks on the corner means the loss of a munity's unique character. Brand extensions also raise new concerns； Although initial products he proven successful， they run the risk of diluting Starbucks' core identity as a premium coffee pany. The pany also faces the challenge of keeping quality consistent as the pany continues to grow. Starbucks sets customers‘ expectations high， and it must continue to meet those expectations to stay ahead of new petitors that enter the market almost daily.
These concerns weighed heily on the minds of Schultz's marketing team as Starbucks celebrated its twenty-fifth birthday. Team members were developing a new marketing strategy that they hoped would establish Starbucks' image and assure its future success nationwide. If you were on that team， what would you do to maintain Starbucks' leadership position？ How would you evaluate the potential of new products？ How would you define your target markets？ What image would you want consumers to he of Starbucks， and how would you maintain that image as the pany continues to grow？
On the Job： Meeting Business Challenges at Starbucks
Starbucks entered its twenty-sixth year as the uncontested leader of the gourmet coffee market. The pany had already experienced incredible growth， with sales approaching $700 million in 1996， and Schultz had plans to continue expanding， opening almost 900 new stores over the next several years. But the ing years would undoubtedly prove challenging. petitors like The Second Cup， Seattle's Best Coffee， and Barnie's had expansion plans of their own. And many panies imitated Schultz's formula for success with the hope of beating Starbucks at its own game. The Starbucks marketing team had to be svy to stay on top.
The team began by extensively researching both petitors' and Starbucks' stores. They brought in hidden cameras to document how well the employees knew their coffee， and they asked customers how they felt about the products， atmosphere， service， and coffee. The insights they gained became the foundation of their strategy.
As with all good marketing strategies， the heart of the plan was a vision of how they wanted to position Starbucks in the coffee market. In addition to remaining the quality leader， they wanted Starbucks stores to appear more like local cafes than a national chain and more like a sanctuary from daily stresses than just a take-out coffee store. Other goals included boosting stagnant sales in older stores， establishing a central focus for all Starbucks products， and developing national advertising that would convey a consistent image. Achieving these objectives required making changes in products， distribution， and promotion.'
Over the years， Starbucks core products， coffee beans and beverages， had already undergone changes to meet customer preferences. But some merchandise， such as mugs and coffee makers， had been left untouched. Now new merchandise was planned for all stores. In addition， new food items were offered to attract customers throughout the day （because half the day's sales were typically made during the morning hours）。
New products were targeted for grocery store distribution， including cold coffee drinks and ice cream novelties. However， the pany was adamant about maintaining its identity through strict product standards. If a product wasn't fundamentally related to coffee and to Starbucks' core values， it wouldn't carry the Starbucks logo.
The retail distribution strategy had to address additional challenges. To bat the fears of certain munities about losing their uniqueness， Starbucks began designing new stores to reflect local cultures. For example， a store in Seattle's upscale Queen Anne neighborhood has a fireplace and large chairs that invite customers to linger and relax. The pany also began redesigning older stores （where sales had begun to level off） in order to give them a more fortable feel. To expand its market， Starbucks rolled out a nationwide line of specialty coffees to be sold exclusively in supermarkets. The pany packaged the supermarket coffee uniquely but priced this new line of coffees to match prices at pany stores， keeping the brand image high while discouraging cafe customers from purchasing Starbucks at the supermarket.
Even though product and distribution changes were important， a well-designed promotion strategy was the key to building a consistent image nationwide. Starbucks had always taken an undifferentiated approach to marketing. If a person was a coffee lover， that person was a potential Starbucks customer. And research shows that coffee lovers he an emotional tie to the beverage. It can even be a part of their self-identity. To capitalize on this， the marketing team focused on building a national campaign that didn't feel national. They wanted customers to build a personal identification with Starbucks products. So the advertisements they developed were down-to-earth and genuine， depicting Starbucks as a place to find peace in a hectic world. To counter arguments that the pany is too pristine， Starbucks used ads that were somewhat unpolished， as though an art student had done them. In addition， the pany began to experiment with "digital marketing" through a hip Web site that attempts to re-create the coffeehouse culture on the Inter.
Finally， to ensure high standards of quality and maintain what Schultz believes is Starbucks' biggest point of differentiation， the pany reaffirmed its mitment to its employees. All Starbucks employees receive extensive training before they set foot behind a counter. They also receive progressive pensation， including full health benefits and stock options， even for part-time employees. As Schultz says， "The only way we're going to be successful is if we he the people who are attracted to the pany and who are willing to sustain the growth as owners."
Only time will tell what the gourmet coffee market will I be like when Starbucks turns 50. But by continuing to offer' the best-quality coffee products in a fortable environment， I and by supporting the brand through innovative promotion， I Howard Schultz expects Starbucks to remain on top of the bean hill.
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