1) Background Analysis:
General Market Assessment: In the 90's, the SUV was looking to become a highly contentious market, however, with a new emphasis on the Leisure SUV. This was where LRNA will be able to maximize its market share, and perhaps grab a foothold on the market.
Competition and behavior: The SUV industry in North America was becoming increasingly competitive, with "over 30 SUV models, their prices ranging from $10,000 to $60,000. Market leaders were Jeep and Ford, with Jeep having a strong heritage in the USA much in the same was as Land Rover did in the United Kingdom. Jeep itself had three lines; much in the way Land Rover was trying to carry various lines for different segments of the market. The international impact on the North American SUV sales was modest, and the luxury segment of the SUV class was about to become more competitive with new products from the likes of Mercedes and Lexus.
Company Analysis: Land Rover started off in the UK and was able to market itself on its heritage. When it made the jump to North America, it had banked on this British heritage. Land Rover North America (LRNA) had initially started off in respectable terms as a somewhat boutique firm, with a staff of 15 and 60 dealers. Recently they have taken a decision to move from a niche player with unit sales of 5,000 to a bigger player in the US SUV market. One of the key areas that they are focusing on is the introduction of the Land Rover Discovery.
Current: Currently, LRNA has switched from a corporate identity based solely on the Range Rover, to the overall umbrella brand of Land Rover, which it self has multiple sub brands (or vehicles) one of which is the Discovery. With the decision of branding and introducing the Discovery...
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...(TV and Print Mix) Corporate Identity 4.5 million
Discovery Identity 4.5 million
Land Rover Defender 3 Million
Range Rover 3 Million
15 Million
Corp. Sponsorships
Tread Lightly 25,000
Camel Trophy 240,000
General Fees 115,000
Mt Washington 20,000
400,00
Experienced Marketing Programs
Website 150,000
Dealer Driving Experience 20,000*
300,000 *
Promotions
Treasure Hunt 5000 - 60000
60,000
Exhibit 3: Timeline
Jan 94 Second Quarter Fourth Quarter
Corporate Rebranding Ad and TV Marketing Tie in entire product line with
Around Discovery Marketing Campaign showing the Land Rover Family
________________________________________
Feb 94 Introduction Third Quarter
Of Discovery Introduction of Land Rover
Centers and New Product Announcements
During 2014 there was an ethical dilemma that occurred at Canadian Tire. There was an employee named Samantha and she held the position of a Supervisor at Canadian Tire. Canadian Tire would give out Canadian Tire money to their clients depending on how much they have spent at the store and this was basically a marketing strategy for Canadian Tire whereby the clients could use the Canadian Tire money to purchase merchandise at the store. Samantha was in charge for restocking the Canadian Tire money at all times. Every time Samantha restocked the Canadian Tire money she would always withdraw few dollars out for herself and make adjustments on the paperwork and she would go to the Canadian Tire Gas station and purchase gas for herself. She went
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Charles Hughes, president and CEO of Land Rover North America, Inc., needs to determine how to best position the new Land Rover Discovery in the US market. The main items that need to be taken into consideration are the role of Discovery vs. other models in the Land Rover line, the strength's and weaknesses of Land Rover, and strong competition from Japan who were the most well known brand in the U.S. 4x4 leisure market.
LRNA needs to determine a positioning strategy for the Discovery and itself in North America to entice its two distinct target markets. LRNA is aware that it has two distinct target markets whose purchasing decisions are impacted by various drivers but also knows that factors such as quality, safety, reliability, comfort, off-road capability and aesthetics overlap. When compared with other SUVs or SUV alternatives, we believe the following differences should be highlighted to develop a distinctive niche for the Discovery and Land Rover brand in the target audience’s mind. The Discovery and Land Rover brand should be positioned as luxury car alternatives with rich histories and superb off-road capabilities designed for the crème-de-la-crème of consumers: affluent, intelligent, practical, unique, full of character, and seeking to empower themselves through adventure and exploration during their driving experiences. The Discovery and Land Rover brand should, in effect, convey the following message: you are what you drive.
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In 2000, Kia continues to sell a wide range of vehicles. They target a wide range of needs by offering less expensive economic ...
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