Boston Beer Company case write up

Topics: Branding, Marketing, Branding companies Pages: 3 (1019 words) Published: December 16, 2013
Ryan Koziol
MGM 404

Boston Beer Company Analysis

Boston Beer Company founded in 1984, along with many other big league giants have decisions to be made in regards to the direction they wish to take their brand. Brand extension or brand stretching is a marketing strategy in which a firm marketing a product with a well- developed image uses the same brand name in a different product category. Brand extensions have been used successfully by many corporate giants, such as Arm & Hammer with the starting product being baking soda and extensions such as laundry detergent. However, extending the brand isn’t always as lucrative as it may appear. Arizona, an exceptional beverage maker decided to branch off into dips with minimal success. The appeal of strategic growth often can hinder a corporation’s ability to see reality. Now, Boston Beer Company faces the tough decision of once again extending their brand into an existing segments of light beer, “lightship.” Lightship was introduced in 1987 as the company’s second product when light beers were exploding onto the market place. “lightship” beer exploded and sales shortly followed. In a taste test done among other giants such as Amstel light, Heineken, and Miller Lite, ninety out of a hundred people preferred the taste of “lightship.” At only ninety-eight calories, a full-bodied, full flavored, award-winning beer would seem to have infinite success. However, after peaking at around 12,000 cases per month in 1991, the demand in shipments steadily decreased to 3,000 in April of 1998. With a plethora of information on consumer preferences, trends, past & current data, and expert analysis, Boston Beer Company faces some tough decisions with where to take the company. One important factor to consider is whether or not to designate more marketing resources towards “lightship.” With that being said, its critical to analyze past as...
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