Boston Beer Sam Adam
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Feb 20, 2024
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- Should Boston Beer attack the light beer market? If yes, why and how? If no, why and what should they do? Boston Beer Company has a strong reputation as a craft beer company, mainly thanks to its flagship beer, Samuel Adams, which was their first launched beer. The company has expanded its product range with progressive offerings like Angry Orchard Hard Cider and Twisted Tea. This variety has helped Boston Beer Company gain good brand recognition in its existing market. Entering the light beer market is a smart idea for the company. This market is steadily growing, and Boston Beer Company by entering the light bear market the brand will increase its brand image, consumer base, and brand loyalty. The success of Samuel Adams is crucial here because people already know and like it. The good image and reputation of their brand will play a big role in how well their new light beer does. To establish success in the light beer market, Boston Beer Company needs to connect Lightship with a new group of customers like people on diets or those who want to enjoy Samuel Adams but can't because of dietary restrictions. People already prefer Boston Beer Company over other options, which is advantageous for the brand. This preference gives them an advantage in keeping customers loyal, also known as "brand loyalty," and it can help them retain more customers. The high-quality process of making Samuel Adams keeps customers coming back, and it adds to the good image of the brand. Entering the light beer market won't just attract more customers; it will also grab a bigger part of the overall beer market and more space on store shelves. It is a smart move for Boston Beer Company to keep its success going and expand into the light beer market if done correctly and strategically. - What is the specific contribution of each form of market research
—
taste tests, ZMETs, consumption data, etc.
—
to each of your recommendations? The Boston Beer Company’s specific contribution of research w
as made using the ZMET test to understand how customers feel about their beer. This approach went beyond just studying customer opinions about Samuel Adams beer; it also helped understand initial perceptions that could be applied to partner beers for the growing light beer market. Samuel Adams, the first beer introduced by the Boston Beer Company, reflects a genuine American style of brewing. Crafted by a sixth-generation beer brewer, Samuel Adams has created a strong brand image for the company. Despite the success of Samuel Adams, there were concerns about entering the light beer business due to the strong brand image associated with their flagship product. However, the company adapted by creating a distinct identity for its light beer. The logos of Lightship and Samuel Adams were designed differently to clearly define each product. This distinct definition of each product potentially made it hard for consumers to “put two and two
together”.
Feedback on Lightship from customers highlighted concerns about the colors and fonts used for their rebranded logo, contrasting with the positive reception of Samuel Adams, especially its logo. The ZMET study played a crucial role in understanding initial reactions to light beer, with participants describing the experience as refreshing, relaxing, and sociable. With these insights, the Boston Beer Company is well-placed to refine and develop its light beer products and cater to specific customer segments. This consumer-focused approach allows the company to tailor its offerings based on customer preferences and experiences. Using these insights, Boston Beer Company can refine its brand image and effectively reach customers by understanding their preferences and learning from their initial mistakes. How does Boston Beer get "heard" in such a noisy marketplace? Boston Beer Company can leverage its existing core brand image to attract and retain customers through brand equity and image. Samuel Adams has proven to be a successful flagship beer and sustains its image and relevance in the competitive beer market demand. Understanding the consumer mindset and employing the "Customer-
Based Brand Equity Model” is crucial in determining whether Boston Beer can effectively communicate its message in a dynamic marketplace and in building a loyal customer base. Establishing this connection will not only result in more satisfied customers but also secure additional shelf space in stores which as a result will display their brand more. Initially, lightship won’t be highly profitable but securing shelf space promotes the brand image and the overall longevity of the brand. Diversifying the brand with various options allows Boston Beer Company to cater to consumers with different beer preferences, considering factors such as dietary restrictions, flavor preferences, and ingredient choices. For instance, individuals with carbohydrate restrictions may appreciate the idea and taste of Samuel Adams but are unable to consume it due to its higher carbohydrate content. Introducing a light beer option broadens the consumer base, attracting more loyal customers and contributing to the overall brand equity. By providing different choices under one brand umbrella, Boston Beer Company ensures that it meets the diverse needs of consumers, fostering loyalty and strengthening the brand's position in the market. - What could you have done at the start of the Field Study and what can you do now to ensure that you help Boston Beer management? I hold a strong conviction that the Boston Beer management faced confusion regarding the brand's positioning. If I were involved in the initial stages of the Field study, my approach would have
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