MACQUARIE GRADUATE SCHOOL OF MANAGEMENT

MGSM CASE STUDIES IN MANAGEMENT

Berri Pure Fruit Juice
Market Entry Strategy into Taiwan




Yiming Tang
Macquarie Graduate School of Management


MGSM Case 2002-3
June 2002





Disclaimer
MGSM Case Studies in Management are produced as a means of stimulating
discussion amongst management scholars and students. The facts reported
are meant for discussion only, and are not be interpreted as imputing any
value judgments on management decisions and actions.

Copyright Yiming Tang

Research Office
Macquarie Graduate School of Management
Macquarie University
Sydney NSW 2109
Australia

Tel 612 9850 9016
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ISSN 1445-3126 Printed copy
1445-3142 Online copy

MGSM Case 2002-3

Berri Pure Fruit Juice
Market Entry Strategy into Taiwan
Dr Yiming Tang
Macquarie Graduate School of Management
Macquarie University Sydney NSW 2109

Tel: 612 9850 9042
Fax: 612 9850 9019
Email [email protected]







Berri Pure Fruit Juice


Market Entry Strategy into Taiwan
ABSTRACT

Berri Limited, the largest fruit juice producer in Australia, has a very strong
presence in the Asia Pacific region. Due to Asias financial crisis in 1997, and
due to the more recent global economic downturn resulting from the
September 11
th
terrorist attack against USA, Berris export sales in the region
have been under tremendous pressure. David Cattell, International Manager
of Berri Ltds export division, was considering the option of defending Berris
Asia Pacific market position by entering the pure juice market in Taiwan. To
ensure Berris successful penetration into Taiwans fresh juice market, David
must select an appropriate international market entry strategy. He must also
decide on the key marketing tactics, and properly manage any cross-cultural
business issues that are associated with this proposed international market
entry.


1


INTRODUCTION

In December 2001, David Cattell, International Manager of Berri Ltds export
division, was reflecting on the companys international operations. Berri products had
been sold outside Australia for over several decades, with a strong presence in the
Asia Pacific region, including New Zealand, Singapore, Hong Kong, Mauritius and
Japan. In 1997, the region was hit by the worst financial crisis in its recent history.
Due to the global contraction from late 2000 and onwards, the recovery was slow and
short-lived. Then came the September 11
th
terrorist attack against USA, pushed the
world market further into a global recession. Among the hardest hit countries in the
region, Japan, Hong Kong and Singapore all happened to be Berris prime export
markets. Needless to say, Berris export sales in the region were under a lot of
pressure. Cattell understands that action must be taken soon if Berris export sales are
to be sustained. Indeed he wonders how Berri could further expand its export market
in this region. Specifically, he was currently evaluating a market entry opportunity:
Taiwan. Labelled as one of the regions original tiger economies, Taiwan has since
1997 achieved a very healthy GDP (Gross Domestic Product) growth rate of above
5% per year. In addition, Taiwan is making every effort to join WTO (World Trade
Organisation) in 2002.


COMPANY OVERVIEW BERRI LIMITED

Berri Limited, the largest fruit juice producer in Australia, is an association of
cooperatives producing fruit, fruit juice and other foods. In 1945, when a group of
Riverland cooperatives banded together in South Australia to support the Australian
troops in World War II with locally produced fruit beverages, the Berri brand was
born. After the war, the brand was successfully marketed both locally and
increasingly into export markets. Berri Fruit Juices Co-Operatives was formed in
1961 and the company soon established offices around the country, making it
Australia's first truly national fruit juice brand. During the 60's and 70's, a period of
rapid growth followed, as the Berri product range blossomed and the company set up
manufacturing sites around the nation. In 1985, Berrivale Orchards Limited was
formed and funds injected into the company by the Australian Industry Development
Corporation and the SGIC of south Australia. Then, in 1998, after a financial
restructure and shareholder base extension, the company relocated its head office
from Adelaide to Melbourne, at the same time changing its name from Berrivale
Orchards to Berri Limited. Key acquisitions over the years have included Patra,
Sunjuice, and Suncoast, and in November 1999 the company purchased the fruit juice
division of National Foods - Sunburst National Foods Juice Ltd.

Exhibit 1. Major Subsidiaries of Berri Pty Ltd
Berris subsidiaries Berris subsidiaries Berris subsidiaries
Australian Nut Processors Gildens Sunjuice
Fayden Patra Holdings Cheryl's Bake-n-Serve
Palmwoods Citrus Unit Trust Bropet Properties O-Jay Food Products
Bar-Berri Mr Juicy Brisbane Waipat Juices
Source: Berri Ltd.

2

In the last decade, Berri has enjoyed healthy financial positions, averaging 30% plus
growth each year over the ten years period of 1990-1999. In fiscal year 1999, Berri
Ltd had a turnover of A$550 million and a profit of A$20 million. Berri currently has
few financial constraints, demonstrating that it is financially capable and that it is in a
position to look at long-term investments in the overseas markets.

Exhibit 2. Berris Financial Position (A$ millions)
1990 1991 1992 1993 1996 1997 1998 1999
Turnover 182 258 264 269 389 383 380 550
Profit (net) NA 0 4 NA NA -8 NA 20
Source: Euromonitor (2001); Berri Ltd.


FRUIT JUICE MARKET SEGMENTS AUSTRALIA AND OVERSEAS

The Australian fruit-juice market has three segments in terms of product forms,
including fruit drinks, 100% pure fruit juice at ambient temperature, and 100% pure
fruit juice which is chilled at a temperature below 4 degrees C. Berri Ltd is the market
leader in the chilled and ambient juice segments of the pure fruit juice category, with
a combined market share of 60%. The Berri portfolio consists of Berri Fruits and
Prima juice drinks, Berri and Just Juice brands in the 100% ambient juice and Daily
Juice, Australian Fresh, Quelch, Squeeze, Mr Juicy in the 100% fresh chilled juices.
These brands enjoy a very high level of consumer awareness. Berris fruit juices are
made from 100% Australian freshest fruit. The juices are completely unadulterated
with no sugar or other additives. Production is carried out with state of the art
technology in nine locations throughout Australia.

Exhibit 3. Fruit Juice Market Segments Australia
Segment %
Fruit drinks with 15% - 35% fruit juice concentrate 35%
100% fruit juice at ambient temperature (12 months shelf life) 40%
100% chilled (below 4 degrees C) fruit juice (21 days shelf life) 25%
Sources: Berri Ltd

The market segments in the broader Asia-Pacific region are defined somewhat
differently. Again, Berri has very strong presence in these segments as well, although
no specific information is available in terms of Berris share in each of these
segments.

Exhibit 4. Berris Brands in the Overseas Fruit Juice Market
100%
Fresh
Juice
100%
Long-life
juice
Fruit and
Vegetable
Juice
Juice
Drinks
Liquid
concentrates
Nectars
Berri
Daily Juice
Mr Juicy
Berri
Glen Park
All Juice
Berri
Daily Juice
Mr Juicy
Mr Juicy

Sunrise
Cordial

Berri
Squeeze

Source: Euromonitor (2001).





3



TAIWAN: THE POTENTIAL MARKET
1


Geography, Demographics, and Social-cultural Environment
Taiwan, located in eastern Asia, consists of several islands, including Island of
Taiwan, the Pescadores, Matsu, and Quemoy. It borders with the East China Sea,
Philippine Sea, South China Sea, and Taiwan Strait, north of the Philippines, off the
Southeastern coast of China. Taiwan has a total area of 35,980 square kilometres. The
capital city is Taipei.
In 2001 Taiwan has an estimated population of 22 million, with a growth rate of
0.8%. Roughly 60% of the population lives in the northern region, encompassing
Taipei, 22% in the southern region, and 18% in the central region. Taiwans
population is aging rapidly, with the middle-age (40-65 years old) segment growing
fastest. Experts believe that within five years this segment will become the most
important new consumer group. The average life expectancy in Taiwan is 75 years,
and males comprise roughly 52% of the population.

Exhibit 5. Main metropolitan areas and their populations
Metropolitan Population (million) Metropolitan Population (million)
Taipei 6.0 Taichung 2.3
Kaohsiung 2.6 Tainan 1.8
Source: CIA: The World Factbook 2001 Taiwan


Exhibit 6. Age and Ethnic Groupings Proportion in Taiwans Population
Age Group % of Population Ethnic Group % of Population
Below 15 21.0 Taiwanese 52.0
15-65 70.0 Mainland Chinese 14.0
65 and over 9.0 Aborigines 2.0
Source: CIA: The World Factbook 2001 - Taiwan

The literacy level for the total population has increased significantly over the last two
decades, from an estimated level of 86% in 1980 to a reported level of 94% in 1998.
The official language in Taiwan is Mandarin. English is the main business and
government language. However, Taiwanese (Min) and Hakka are also widely used.
Taiwans workforce is technically competent, hard working, flexible and not afraid of
change. Development of a knowledge-based economy is a key focus of the current
government.

Buddhism, Confucianism and Taoism, the main religions of Taiwan, are practised by
93% of the population, with Christianity (4.5%) and others (2.5%) having minor
influence. Indeed Confucianism heavily influences Taiwanese society, as evident in
the level of respect and general esteem afforded to parents and elders by the younger
generation.


1
Figures quoted in this section are primarily drawn from CIA (Central Intelligence Agency): The World Factbook 2001
Taiwan; http://www.odci.gov/cia/publications/factbook; and from Berris records, except otherwise specified.
4

The Political System and Political Risks

Taiwan has a democratic multiple-party political system, with its government headed
by popularly elected president and vice president for a term of four years. The major
governing bodies are Executive Yuan, Legislative Yuan, and Judicial Yuan. Taiwans
legal system is based on civil law system.

The Taiwan-China Re-Unification issue has existed for over 50 years. Statements
by both Taiwan and the Peoples Republic of China (PRC) favour long term
Rapprochement. The PRCs view is straightforward: there is only one China, and
Taiwan is a Chinese province with a true allegiance to mainland China. From
Taiwans perspective, it should be an economically independent nation, serving as a
form umbilical cord linking China and the outside world as Hong Kong did until
1997. The debate on Taiwan independence has become acceptable within the
mainstream of domestic politics on Taiwan. Political liberalization and the increased
representation of opposition parties in Taiwan's legislature have opened public debate
on the island's national identity. It is clear that the talk of Taiwans independence will
bring renewed pressure from mainland China, impacting very negatively on the
overall investment conditions in Taiwan. Whatever its outcome may be, the issue of
reunification will be addressed at some point in the future, and companies wishing to
do business with and to invest in Taiwan must monitor the situation closely.

Economy

Taiwans economy has evolved by following carefully planned policies that have
transformed the economy from a traditional one relying on agriculture and labour-
intensive manufacturing, to an export-driven, high-technology manufacturing and
highly service-oriented modern economy. It invested in infrastructure and capital-
intensive high technology industries including semiconductors, biotechnology, petro-
chemical, and information services. In 2000, the agriculture sector accounted for 3%
of Taiwans GDP, down from over 30% in 1970. In the same year the industrial
sector contributed 33% to GDP, with the share of heavy industrial and technology-
intensive products in the manufacturing sector increased from 65% to over 79%
between 1990 and 1999. Traditional labour-intensive industries are steadily being
moved offshore and replaced with more capital- and technology-intensive industries.
Taiwan has become a major investor in China, Thailand, Indonesia, the Philippines,
Malaysia, and Vietnam. Inflation and unemployment levels are low, estimated at
1.3% and 3.0% in 2000, respectively. Service is by far the biggest sector in Taiwans
current economy, employing over 55% of the labour force by the end of 1990s, and
accounting for 64% of GDP in 2000.

International trade has been a significant driving force of Taiwans economic
development, with its proportional contribution to Taiwans GDP reaching 74.7% in
2000, demonstrating the nature of dependence of Taiwans economy on the world
market. Having enjoyed a substantial trade surplus over the years, Taiwan has built up
foreign reserves among the world's largest. Its currency, new Taiwan dollar (NT$),
has enjoyed a relatively stable exchange rate, approximately NT$33.082 per US dollar
or NT$18.00 per A$ dollar at the end of 2000. Taiwans major export markets include
USA, Hong Kong, Europe, ASEAN, and Japan. Its key import partners are Japan, US,
and Europe, etc.


5

Exhibit 7. Taiwans Major Trading Partners and Their Shares (2000)
Estimated shares (%) USA HK Europe ASEAN Japan Others
Export ($148.38 billion) 23.5% 21.1% 16% 12.2% 11.2% 16.2%
Import ($140.01 billion) 17.9% NA 13.6% NA 27.5% NA
Source: CIA: World Factbook 2001 - Taiwan.

Due largely to the government policies outlined above, its conservative financial
approach and the countrys entrepreneurial strengths, Taiwan suffered little from the
Asian financial crisis in 1997, as compared with many of its neighbouring countries.
Taiwans GDP has achieved a nominal growth rate of over 5% since 1997, and
reaching 6.3% in 2000. Based on purchasing power parity estimates, in 2000
Taiwans GDP was US$386 billion, with the per capita figure around US$17,400.
Growth in 2001 and onwards will depend largely on conditions in Taiwan's export
markets, which are estimated to be about 5%.

Direct Investment Climate and Business Practice

The Taiwan government encourages foreign direct investment into Taiwan. Foreign
investment approval is generally granted within 2-3 working days for investments of
up to NT$1.5 billion (US$50 million). Investments over NT$1.5 billion are screened
by an inter-ministerial commission, with processing taking around 5-6 weeks. In
March 1999, foreign ownership limits on listed companies were raised from 30% to
50%. As part of Taiwans WTO application process, this 50% limit was abolished in
early 2001. Regulations that affect foreign-invested enterprises are generally
transparent and non-discriminatory. There are currently no known foreign investment
disputes in Taiwan.

For operating and/or strategic reasons, most multinational corporations (MNCs) doing
business in Taiwan have found it better to enter the market through a joint venture
(JV) with a local partner. This provides an immediate link to pre-established buyer
and supplier relationships and also enables access to local capital. It is advisable that
foreign firms engaging in a JV arrangement seek FIA (foreign investment approval)
status from the Taiwan government. This confers a variety of privileges and benefits,
including tax credits, duty-free importation of machinery and capital equipment, as
well as the ability to repatriate net profits, interest and invested capital.

It is extremely important to have a good local partner who is well connected in order
to maximise business opportunities. It is also important to understand that agendas of
family-owned Taiwanese businesses may not necessarily match the goals and
objectives of foreign firms. If doing business with a semi-privatised enterprise,
potential conflicts and difficulties should be considered. The Taiwanese industrial
landscape is dominated by family-owned and managed small and medium enterprises
(SMEs), very few of which turn over more than US$100 million annually. These
firms operate in an almost purely Chinese business environment and employ a
Japanese/US hybrid style of management.

The Chinese business culture can be a stumbling block for foreign companies new to
the Taiwanese market. Information obtained through personal networks and
connections is often the key to competitiveness. It is also important to understand that
6

Chinese very rarely do business with strangers. Therefore a business introduction to
commence the relationship is vital.

Taiwan has a very modern transportation infrastructure, covering two international
airports located at the north and south ends of the island, and 18 domestic airports
connect major cities and key offshore islands. There are five international harbours
facilitating import and export trade. Toll highways and a round-the-island railway
form an extensive inland transport network, including a north-south freeway.

Income, Consumption Patterns, and Consumer Behaviour

High economic growth has led to increased disposable income. Average per capita
income for Taiwan's workforce of 9.2 million is over $US18,000, the third highest in
Asia, following Japan and Singapore. Food sales currently comprise 55% of an
average consumer's retail expenditure. The government recently introduced legislation
that brought the working week down from 5.5 to 5.25 days. The average consumer
now has an increased amount of time to spend on shopping, and weekends have
evolved as the new traditional shopping period. A recent survey stated that shopping
was the average Taiwanese's second favourite leisure activity, next to watching
television.

Busier lifestyles have led to an increased market demand for all types of convenience
foods, and more convenient retail formats. There also appears to be very little
consumer trust in manufacturers because of the large number of unregistered
manufacturers, and the low quality of many products on the market. Most consumers
therefore seek out a recognizable brand name. The prestige associated with product
image also affects purchase decisions. Price dictates most purchase decisions for
everyday food items. Freshness is also a key factor in the continued success of wet-
markets. Taiwanese consumers continue to shop every day for perishable food items
whenever possible.

Highly educated young consumers who have been exposed to western lifestyles
through travel and advertising drive retail growth. Young consumers also have the
highest average incomes. Many young Taiwanese buy expensive or high-end products
for the image associated with the product, rather than the quality. The same holds true
for modern retail facilities, where the store name is as important to consumers as
product selection.

Middle-aged consumers are not as receptive to advertising as younger people. Due the
constant introduction of new products and varieties, they have demonstrated little
brand loyalty. More interested in quality and extremely health conscious, they are
willing to pay a higher price if there is an immediate perceived benefit. Currently
these people are viewed as a group that has not been adequately addressed to date.


Pure Juice Market In Taiwan

Over the recent years, the consumption level of fruit and vegetable juice in Taiwan,
including both 100% pure juice and that with added elements, such as juice drinks,
etc., has been fairly stable. Overall fruit and vegetable juice sales in Taiwan between


7

1995 and 2000 were between 285 to 298 million litres, with per capital consumption
between 13.1 to 13.6 litres a year. This is slightly lower than that in Japan, but is quite
comparable to that of Hong Kong, and is much higher than that in Singapore. Overall,
per capital fruit and vegetable juice consumption levels in Asia Pacific countries,
including Taiwan, Japan, Hong Kong, and Singapore, etc., are far below that of
Australia, which range between 38.4 to 42.7 litres per year during the same period.

Exhibit 8. Asia Pacific Countries Fruit/Vegetable Juice Sale (1995-2000)
Country Categories 1995 1996 1997 1998 1999 2000

Australia Value(US$ mil)
Volume (mil litre)
Per Capital (litre)
930.9
681.4
38.4
1,043.2
713.1
39.2
1,030.6
761.5
41.3
897.6
796.1
42.7
915.1
784.1
41.6
885.6
811.3
42.5
Hong
Kong
Value(US$ mil)
Volume (mil litre)
Per Capital (litre
158.7
84.6
14.2
169.3
88.8
14.2
179.1
92.5
14.4
186.5
95.4
14.5
195.9
98.6
14.6
194.1
101.7
14.7
Japan Value(US$ mil)
Volume (mil litre)
Per Capital (litre)
5,211.3
2,028.8
16.2
4,263.0
1,913.1
15.2
3,676.6
1,850.7
14.7
3,738.8
2,058.7
16.3
4,662.9
2,234.1
17.6
5,027.1
2,306.1
18.2
Singapore Value(US$ mil)
Volume (mil litre)
Per Capital (litre
39.5
24.3
8.4
45.0
27.1
9.0
47.3
30.4
9.9
46.6
33.2
10.6
50.0
36.6
11.5
54.3
40.3
12.4
Taiwan Value(US$ mil)
Volume (mil litre)
Per Capital (litre)
491.9
285.9
13.5
500.8
293.0
13.6
462.6
289.6
13.3
437.0
286.3
13.1
475.3
292.6
13.2
479.7
298.4
13.4
Source: Euromonitor.


Exhibit 9. Asia Pacific Countries Fruit/Vegetable Juice Sale Forecast (2001-2005)
Country Categories 2001 2002 2003 2004 2005

Australia Value (US$ million)
Volume (million litre)
Per Capital (litre)
910.6
836.9
43.5
939.3
867.4
44.6
973.2
902. 2
45.8
1,010.4
942.4
47.2
1,044.2
978.4
48.5
Hong
Kong
Value (US$ million)
Volume (million litre)
Per Capital (litre)
200.6
104.9
14.8
208.1
108.7
15.1
215.8
112.5
15.2
224.8
117.0
15.4
233.2
121.2
15.6
Japan Value (US$ million)
Volume (million litre)
Per Capital (litre)
5,154.1
2,374.2
18.7
5,282.2
2,444.1
19.2
5,409.5
2,514.3
19.8
5,512.2
2,575.0
20.2
5,640.6
2,647.0
20.8
Singapore Value (US$ million)
Volume (million litre)
Per Capital (litre)
58.7
44.6
13.6
63.1
49.3
14.8
68.2
53.8
15.8
73.7
59.1
17.0
79.5
65.0
18.4
Taiwan Value (US$ million)
Volume (million litre)
Per Capital (litre)
498.1
304.9
13.6
520.4
312.2
13.8
545.6
320.3
14.1
574.6
329.0
14.3
601.2
337.1
14.6
Source: Euromonitor. (Note: Value data for 2001 to 2005 are forecasted at 2000 prices)


According to figures from Taiwan Board of Trade, the 100% pure juice consumption
in Taiwan accounts for just below a quarter of the total consumption of the fruit and
vegetable juice products (refer to Exhibit 10).

8

Exhibit 10. Total Pure Juice Market Size in Taiwan (1998-2002)
1998 1999 2000 2001(E) 2002(F)
Market Value (US$ Mil) 85 82 85 76 76
Yearly Growth (%) NA -4% 4% -11% 0%
Market Vol. (Mil Litres) 69 66 74 65 82
Volume Growth (%) NA -4% 12% -12% 26%
Per capital consumption (litre) 3.16 2.98 3.32 2.90 3.62
E = estimated; F = forecasted. Source: Board of Foreign Trade (BFT).


Consumption Trends

In Taiwan, although the most popular drinks on the market in 1998 were tea drinks
and high-concentration juice drinks, pure juice drinks are seen as having good
potential for further growth. An increasing trend indicates that the population in
Taiwan is becoming more health conscious. As most Taiwanese typically prefer a
healthy diet to regular exercise, fruit and fruit juices are an integral part of their
dietary intake. This trend would certainly encourage greater pure juice consumption.
In addition, as the standard of living continues to rise, consumption of pure juice is
expected to increase an estimated 6% annually over the next five years. Ready-made
fruit juice also saves labour. Therefore, high labour cost countries tend to have a
relatively high consumption of ready-made fruit juice.

Though a wide range of pure juices is consumed in Taiwan, the top three varieties of
orange, tomato, and guava account for an estimated 46.6% of total pure juice
consumption. The following table reflects the most popular consumer preferences for
pure juice types in Taiwan.


Exhibit 11. Pure Juice Preferences in Taiwan
Juice Flavours Market Share Juice Flavours Market Share
Orange 18.2% Grape 1.8%
Tomato 14.6% Apple 0.7%
Guava 13.8% Grapefruit 0.7%
Mixed Fruit/Vegetable 11.0% Others 39.2%
Source: FBR Statistical Analysis.


Domestic Versus Foreign Products

Though Taiwan is capable of producing several varieties of pure fruit juice more cost
effectively, local consumers tend to view imported products as having higher quality.
They also perceive the juice manufacturing methods of foreign countries to be
superior in terms of sanitation and quality of ingredients. As a result, import brands
are still gaining in popularity. While the total pure juice consumption has remained
relatively stable, imports of higher quality juice have continued to rise steadily over
the last five years, presenting a major competition to domestic pure juice producers in
Taiwan. In early 1996, total fruit juice imports began to increase substantially. This
was primarily the result of strong new consumer preference for coconut juice,
particularly in central and southern Taiwan. Previously, coconut juice imports had


9

been minimal. BFT figures show that, in 1998, locally produced pure juice accounted
for an estimated 70% of the total pure juice consumption in Taiwan, while foreign
imported products have the remaining 30% of the market share, valued at US$23.1
million.

While pure juice is imported into Taiwan from many countries, Thailand, Indonesia,
South Africa, the United States, Vietnam and the Philippines account for about 86%
of all pure juice imports. Australia, on the other hand, accounts for only 1% of the
imports. The increasing demand for pure juice may provide an opportunity for
Australia to gain its share of this market.


Exhibit 12. Countries Exporting Pure Juice into Taiwan and their Market Share
Country Share Country Share Country Share
Thailand 46% Vietnam 7% Australia 1%
Indonesia 10% Philippines 6% Others* 7%
South Africa 10% Brazil 2%
U.S.A. 7% Korea 2%
*Including Israel, Austria, Cyprus, New Zealand, Belgium, India, Spain, Netherlands, France, Hong
Kong, and Japan. Source: Board of Foreign Trade


Major Brands In the Market

With a stable overall total consumption and increasing foreign imports entering
Taiwan, competition within the pure juice market is intensifying. Several other factors
also add competitive pressure. One comes from substitute products, including non-
pure juices, and mineral water, etc. Other one relates to Taiwans bid to join the
WTO. It is anticipated that once Taiwan becomes a WTO member, import tariff will
fall, encouraging new entrants into the market, and, in turn, further intensifying the
competition. On the other hand, though, new entrants will bring new products and
more marketing effort into Taiwans pure juice market, resulting in stimulating the
overall sales of pure juice. While there are many brands competing in this market,
none has the dominant market share. Thus, individual brands have relatively limited
market power over others. And both local and imported products offer quality. For the
consumers, this means they have more choice in terms of flavors, quality and price,
etc. As pure juice product is time-constrained and has limited shelf life, some of the
customers may wait till the discounted price for fast-sell. In turn, competitors may be
forced into pricing war to gain market share. Overall, there is a healthy level of
competition within the pure juice market in Taiwan.

Exhibit 13. Top Pure Juice Brands in Taiwan
Top Brands
(Origin?)
Market
Share
Top Brands
(Origin?)
Market
Share
Top Brands
(Origin?)
Market
Share
CERES 11.1% DING HAO 6.7% WEICHUAN 2.8%
PRESIDENT 11.1% WELCHES 5.6% BUO MEI 2.3%
I-MEI 11.1% SUNKIST 5.0% OTHERS 44.3%
Source: FBR Statistical Analysis.


10

During a recent visit to several major retail outlets in Taipei, an independent
consultant observed many pure fruit juice available in these outlets. Information
displayed on the packaging of these products indicate that, of the major brands shown
in Exhibit 13, only CERES is labeled as manufactured by the South Africa based
company Ceres, while the rest are all manufactured by Taiwan based companies,
including both locally or foreign owned companies. It indicates that many Taiwan
based manufacturers import pure fruit juice from other countries in bulk form, and
then packaged in Taiwan for the Taiwan market. David felt the need for further
investigation and verification of this information.

Barriers to Foreign Entries

While it seems that many Taiwanese welcome foreign imported products, there are
nevertheless several known barriers to foreign entrants. The first significant barrier to
foreign imports is from Taiwans import regulations. Though no quotas are currently
in effect, importers of pure juice to Taiwan are levied a stiff tariff of 45% of the C.I.F.
(cost, insurance and freight) price. It should be noted that Taiwan government has
been making greater effort to join the World Trade Organisation (WTO). With
successful entry anticipated in mid-2002, in theory, the heavy tariff is expected to be
significantly reduced within a relatively short period of time.

In addition to the tariff, there are also several miscellaneous fees as listed in Exhibit
14. The Taiwan Department of Health requires that the first shipment of pure juice to
arrive in Taiwan be tested as to its content and possible health hazards. The testing
will take up to six working days and costs 0.2% of the F.O.B. (free on board) price of
the shipment. After the initial test, additional tests will be performed randomly, but
approximately every 20th shipment.


Exhibit 14, Tariff and Fee Schedule for Pure Juice Imports into Taiwan
Pure Juice Tariff 45% of CIF Price
Harbour Construction Fee 0.5% of CIF Price
Trade Promotion Fee 0.05% of CIF Price
Customs Clearance Fee Per Shipment NT$500 (US$19.23)*
Health Department Testing Fee 0.2% of F.O.B. Price
* Ex Rate: US$1=NT$30.74 (14-03-2001); Source: Board of Foreign Trade

Although there are no other known legal trade barriers, petty bribery and other illegal
import barriers do exist. Instances are considered insignificant, however, and are
unlikely to affect business dealings in Taiwan.

Overall, Taiwans business environment seems to favour foreign investment in many
areas, with conditions likely to improve further due to Taiwans pending accession
into the WTO. It is estimated that WTO entry will lead to a significant reduction of
high tariffs on meat, fruit and vegetables, and will generate an extra A$2.5 billion
increases in agricultural imports. A recent reform of abolishing the 50% ownership
limit on listed companies will further liberalise the Taiwan market and will allow
foreign companies to enter the market with relative ease. This will almost certainly
attract more foreign retailers into the Taiwan market in the near future.



11


Exhibit 15. Favourable Investment Conditions in Taiwan
Political stability Sound industrial infrastructure
Sound social order Favourable govt policy towards FDI
Adequate technical level Liberalised trade policies
Fast economic growth Relatively inexpensive brainpower
Good quality of operational personnel An open foreign exchange policy
Source: Yip, George (1998) Asian Advantage: Key Strategies for Winning in the Asia Pacific
Region, Addison Wesley, Reading.

Consumer Preferences Packaging

Pure juices come in a variety of sizes but by far the most popular are the 236cc mini-
litre and 946cc mini-litre container sizes. Industry sources indicate that the trend is
towards more choices in size. One packaging manufacturing in particular, TETRA
LAVEL, makers of the TETRA-PAK, has recently begun producing 300cc and 400cc
aluminium foil packs. An estimated breakdown of the types of packaging materials
prevalent in the market by percentage is depicted in the following table.

Exhibit 16. Pure Juice Packaging Preferences in Taiwan
Type Share Type Share Type Share
Tetra Pak 30% Glass Bottle 20% Steel Can 5%
Pure Pak 30% PET 10% Aluminium Can 5%
Source: FBR Statistical Analysis


Competition in Food Retail Sector in Taiwan
2


The number of retail outlets in Taiwan totalled 97,592 in 2000, an increase of 56%
from 1996. Food outlets, whose number stood at 23,621 in 2000, comprised about a
quarter of total retail outlets. Total retail sales through food retailers grew by around
25% during the same period, to NT$464 billion in 2000. Hypermarkets and
convenience stores were the two fastest growing retailing channels in Taiwan,
witnessing rapid expansion in terms of outlets and sales growth. In contrast, sales
turnover of independent grocers and wet markets were lacklustre and even declined.

President Enterprises is the largest food processing and retailing group in Taiwan. The
company was formed in 1967, and produces dairy products, oils, grains and
beverages. President Chain Store Corp was spun off from President's convenience
store division, which was created as a separate division in 1987. It also operates the 7-
Eleven chain, probably the largest convenience store chain in Taiwan with over 2200
stores. As part of Presicarre (an alliance between President and Carrefour), President
is also a major player in the hypermarkets sub-sector.

The Dairy Farm Group is another major retail group in Taiwan, operating the
Welcome and Ding Hao supermarket chains. In September 2000, the chain announced
a merger with the Mei Chun supermarket chain, boosting its outlets to 108 island-
wide. The merger has made Wellcome the largest supermarket chain in the country.

2
This section is mainly drawn from Euromonitor: Retail Trade International Taiwan, July 2001, except otherwise specified.

12


Exhibit 17. Numbers Of Outlets of Key Food Retailers:
Retail Outlets Numbers of Stores
Carrefours 25 stores
Sinon 31 stores
Makro 9 stores
Wellcome 100 stores
7 Eleven 2221stores (541 owned; the rest are franchises)
Source: Berri Ltd Pty

Pure Juice Retail Outlets

In Taiwan, pure juice is sold among four sub-markets: Retail Outlets, Department
Stores, Restaurants and Hotels and Night Markets. Until recently, family businesses
and individually owned shops dominated retailing in Taiwan. However, department
stores, supermarkets and 24-hour convenience stores are all becoming increasingly
popular and a means for importers to distribute pure juice.

Consisting of hypermarkets, supermarkets, convenience stores (CVS), and street side
kiosks, retail outlets
are the largest sub-
market for pure juice.
Together, they account
for an estimated 75%
of total pure juice
consumption in
Taiwan in 2000. The
respective market-
share for each of these
types of outlets is
depicted in Chart 1.
Source: FBR Statistical Analysis
40%
30%
20%
10%
0
0.1
0.2
0.3
0.4
CVs S/markets Hypermkts Kiosks
Chart 1. Pure Juice Sales By Retail
Outlets

Along with changes in consumption and spending patterns has come a change in the
method of retailing. In particular, a new channel for the distribution of pure juice
opened in the late 1980's with the introduction of several hypermarket retail outlet
stores. This kind of high-volume discounted price outlet is still new and confined to
major metropolitan areas but it is proving to be a widely successful concept in
Taiwan. Indeed recent press report suggests that the local retailing industry is poised
for a rapid island-wide expansion of the hypermarkets.

Most major department stores throughout Taiwan operate snack bars and/or dining
facilities, catering to an upper scale and affluent clientele. They account for an
estimated 15% of total pure juice consumption. Currently the major department stores
operating in Taiwan include Far Eastern, Takashimaya, Lai Lai, Tong Lin, Chung Yo,
Mitsukoshi, and Rebar. Far Eastern is by far the largest department store in Taiwan,
with the total number of its chain stores more than the other six competitors added up.

The smallest sub-market for pure juice is the restaurant and hotel market, accounting
for an estimated 5% of total pure consumption. This market is comprised primarily of


13

middle to upper scale restaurants, particularly those serving western meals, and most
international tourist hotels.

Night markets are an integral part of life in Taiwan where crowds of Taiwanese gather
in the evening hours to dine on an extensive variety of inexpensive Chinese foods,
drink beverages, and shop for everything from clothes to electronics. Nearly every
evening, in almost every neighbourhood throughout Taiwan, street vendors begin
assembling their wares, preparing their small food stalls, and laying out discount
merchandise. Every major city in Taiwan typically has two or three larger and more
permanent night markets stretching several blocks or more, and dozens of smaller
impromptu markets that spring up in narrow alleys every evening. Nearly all the pure
juice consumed at night markets is made by street vendors on the spot, primarily from
fresh oranges, lemons, and red grapes. These night markets account for the remaining
5% of total pure juice consumption in Taiwan.


MARKET ENTRY

If Berri decides to enter Taiwan, there are several entry strategies available for Berri
to consider. One is export, which can be done via direct or indirect route. The former
provides Berri with direct involvement in, and thus, high management control over its
export operation. Indirect export can be achieved via an agent located in either
Australia or Taiwan. Operation costs for the indirect route may be lower than the
former, as the agent will handle most of the onwards operation in Taiwan. However,
Berri may have to give up, to a certain degree, its direct involvement in and control
over the marketing activities in Taiwan. Another drawback for taking the indirect
export rout, from Berris view point, is that it will have to share its margins with the
agent as well. Current high import tariffs, on the other hand, may encourage foreign
entrants to set up local assembly/production in Taiwan in which case Berri could
either source local fruit to produce the pure juice products or ship the pure juice in
bulk and have the packaging done in Taiwan. However, the high labour cost and
constraints of land act in Taiwan act as deterrents to foreign entrants setting up local
production, while protecting local producers. In addition, Berris nine modern
production locations in Australia provide ample capacity to serve another export
market. Therefore, there has to be a very strong reason if Berri is going to build
another plant in the region.

If the direct export route is taken, a local office is deemed necessary for coordinating
the marketing activities in Taiwan. There are again two options Berri could follow to
achieve this. One is that Berri opens a local export sales office in Taiwan as a wholly
owned operation. Alternatively, this office can be set up as a JV or a strategic alliance
between Berri and a local partner. The choice between the two options very much
depend on how much control and risk Berri is willing to take, and whether Berri has
all the necessary resources it needs in order to penetrate Taiwans pure juice market.

A wholly owned operation will allow Berri to have total management control over its
marketing activities. In Australia, Berri occupies the number one position in the
chilled and ambient fruit juice segment, with very high brand awareness and nine
modern production facilities. This, plus Berris sound financial position, certainly
provides Berri with the ability to easily open an export sales office in Taiwan. On the
14

other hand, the commitment of resources required by this option represents greater
financial exposure and thus higher potential risk in a totally new business
environment. In addition, Berri lacks experience and expertise in doing business
Taiwan, where relationship building is considered critical for business success. Fresh
fruit juice is a time-constrained commodity product. It must be sold within the stated
shelf-time, or it will be worthless. Therefore, a mass distribution channel with ample
shelf space and wide coverage is key to the marketing of such a product. Berri does
not have such distribution system in Taiwan.

The other option is to set up a joint operation with a strategic partner in Taiwan. One
key potential benefit from such a strategic alliance is that it may allow Berri to obtain
access to the mass distribution channel in Taiwans pure juice market. This presents
Berri with the opportunity to gain instant market access and potentially deeper market
penetration. This option would also allow Berri to share its business risks in Taiwan
with the chosen strategic partner. However, if not well managed, this option will have
major drawbacks. The involvement of both partners in key business decisions for
example, may result in a slower decision-making process. A joint operation in which
a local partner has access to Berris certain proprietary information, might also have
long-term negative implications and/or risks for Berri.


MARKETING PROGRAM

In addition to the entry strategy, many other marketing tactics need to be worked out
as well. Specifically, Cattell wonders whom Berri should target for its pure juice in
Taiwan, and whether it makes sense to have a tiered target market, i.e., primary and
secondary, etc. In defining the target market, Cattell wonders what specific
characteristics he should apply in order to develop a target market profile.

Given increasing competition in the imported pure juice market in Taiwan, an
appropriate positioning strategy is vital to win buyers. In addition, Taiwanese are
becoming more health conscious but those living in the cities do not do much physical
activity. Given these scenario, it seems that to position Berris pure juice as Healthy,
Fresh N Pure Australian made in the mind and heart of consumers in the target
markets is very appealing. However, information promoting health-consciousness in
Taiwan is not currently directly linked to Berris products. Cattell wonders if he
needs to obtain first hand data regarding Taiwan consumers perception on pure fruit
juice in general, and on Berris pure juice products specifically.

Based on his experience in other Asian countries, including Japan and Singapore, etc.,
Cattell is confident that consumers will recognise Berris pure juice as high quality
products. Nevertheless, other product related decisions remain to be made, including
the type of juice to be marketed in Taiwan, the translation of Berris name into
Mandarin Chinese, the packing size, design and labelling details etc.

Current technology allows the temperature of the finished product to be reduced to
minus () 4 degrees C, which will then be frozen into a SLUSH-like form with no
change in taste and freshness. This will then be shipped to the destination ports in
reefer containers. Upon arriving at the destination, the products temperature will be


15

gradually increased to below 4 degree C under a controlled environment. At this
stage the products onward shelf life will be 21 days.

Taiwans government regulations require that the package label may be written in
English, and an additional and clearly legible Chinese label must also be placed on
each container. This relates to both the brand/company name(s), and to all other
labelling categories. From both internal and external sources, several alternative
mandarin translations of Berri are received. The first option, 59 (pronounced
Bei Lee), is thought to be very good in that the characters in Chinese are natural-
oriented, as 5 means shell, and 9 means pear, seemingly presenting a pure
and fresh image. This is very close to the nature of Berris products. It is also close to
the original pronunciation, and thus, easier to understand and to remember as well.
The second option, }( (pronounced Bai Lee), also has a very similar
pronunciation and is very suitable for the Chinese culture, The character in Chinese,
} , means hundred or all things, while ( means favourable or profits.
Together, the name means All things are favourable. The third option }
(pronounced Bai Rui) is the closest to the original English pronunciation. The
character in Chinese, } is the same as the second option, and means
sharp or smart. Together, they mean that all things are sharp and smart, which
will bring Berri to stand out in the competition. Cattell wonders which translation
Berri should use for the proposed Taiwan entry.

Cattell feels it is absolutely essential that the
packaging for Taiwan must be consistant with
Berris packaging design used in Australia, as
illustrated in the right hand picture. That is, it
must bear Berris logo, the PURE N FRESH
wording, and the colourful graphics of the fruit
concerned, emphasising that the juice is 100%
Australian made, etc. A version of the mandarin
translation of such wording is )Hi#W
/ , which literally means Australian Pure
Freshly Squeezed Juice. The phrase #W
conveys an image of just freshly squeezed juice.



Exhibit 18. Additional Information Required on Product Packaging in Taiwan
Contents Manufacturer/Importers contact details Expiration Date
Net weight Shelf Life / Best Before Date Date of Manufacture
Source: Berri Ltd.

Pricing

Pricing for Berris juice in Taiwan depends on many factors, including shipping costs,
Berris costs and targeted margin, the distributors required margins, the target market
perception and the appropriate positioning strategy, etc. Normally, a consignment is
16

shipped on either FOB or CIF basis to the designated ports in Taiwan. Usually,
exporters prefer FOB to CIF, simply because the former is a much easier option, as it
leaves the work of organising insurance and freight to the importer. However, as a
major exporter, Berri has years of experience and the expertise to negotiate the best
freight and insurance rate. Therefore, the choice between the above two basis could
mean significant cost savings, and thus, considerable difference in retail price and
margins. The estimated freight from Australia to Taiwan is about A$0.063 per litre.

According to sources within the industry, profit margins for importers selling directly
to retailers average 30%. However, indirect sales through distributors lower
importers margins to approximately 15%, with the distributors themselves averaging
a 25% mark-up. Several distributors stated that they would only consider carrying a
pure juice product line if they are able to earn at least a 25% mark-up. Retailers
mark-up also averages 30%. Several local popular brands are recently selling around
NT$50 per 1 litre pack, and NT$90 per 2 litre pack. Taiwanese tend to perceive the
imported products as being higher quality. As a result, top imported brands of pure
juice are on average 7% more expensive than local brands. However, comparable
package sizes of imports are often somewhat smaller. Adjusting for differences in
package sizes it is estimated import brands are as much as 25% higher than that of
equivalent locally produced brands.

Importer Selection

There are two routes for Berris products to reach the retail outlets in Taiwan. The
first route is for the importer to sell Berris products directly to large retailers. This
will most likely enable Berri to achieve higher margins. The second channel is for the
importer to sell to a distributor, who in turn sells to retail shops, convenience stores,
other more remotely located retail outlets, restaurants, and department stores, etc.
Approximately 70% of all imported pure juice is distributed via the first method, due
largely to the fact that key players act as both importers and distributors. Larger pure
juice importers such as PRESIDENT with significant market share simultaneously
employ dual channels of distribution. Either way, a key decision for Berri is to select
the appropriate importer.

An initial search yields two possible candidates: Chow Chu Distribution and NCH
Foods Ltd. Detailed information is needed for Berri to conduct a more critical
evaluation of each of them. An initial assessment reveals that Chow Chu Distribution
has extensive experience in distributing brands well known to Australians, including
Kelloggs, Greens, and Lindemans, etc. It employs a brand manager to handle each
individual brand, category analysts, and a sales team 70 strong.

Given Berris limited knowledge about food retail in Taiwan, Cattell feels it
necessary to get the facts about retail activities in Taiwan via a close monitoring of
how the chosen retail stores function, etc. Details of this proposed monitoring must to
be worked out as well.

Advertising and Promotion

Communication and promotion are also somewhat tricky. Based on his experience,
Cattell is aware that people in many Asian countries tend to be more group oriented


17

when making purchase decisions, even for products like pure fruit juice. Often a
purchase is made not for the buyer him/herself, but on behalf of other family
members. Therefore a key question is who is the primary target audience for an
advertising campaign.

By western standards, the Taiwanese are particularly fond of soft drinks and
'functional' beverages, with most retail stores offering a staggering variety of
flavoured milks, sodas, teas, iced coffees, sport drinks, fruit juices and fruit juice
drinks. Thus, newcomers to the pure juice market face considerable competition from
a wide range of competitors.

As Taiwanese in general prefer a healthy dietary intake to routine exercise, it is vital
that an appropriate communication strategy to be formulated will have the ability to
distinguish Berris pure juice from the vast array of other beverages available in this
market place. Based on his experience, Cattell is aware that many Asian consumers
always critically evaluate the product information prior to purchase. He wonders,
therefore, whether an advertising strategy with an emphasis on providing information,
such as, one glass of orange juice provides the daily Vitamin C requirements all
naturally, will work better in Taiwan. Some of the information recently received
seems to confuse the health benefit of consuming pure juice rather than promoting it
in Taiwan. For example, a most recent independent consultant report revealed a scary
research news heard over the radio in Taiwan that: "Drinking too much orange juice
can cause fat problem. It is believed that fresh juice is good for babies. However, the
sugar contained in fresh juice can also cause the babies to grow too fat....." It
was funny because it reflects the fact that people are getting more concerned about
healthy consumption, but it also shows information from different sources really
conflicts and confuses the consumers.

Selection of appropriate media is also very important in order to reach the targeted
audience. Besides advertising, a below-the-line media launch party and an
exhibition at a popular venture might be useful to attract media attention, and to
generate publicity for Berris products. Other promotional activities, including trade
and consumer promotions, and point-of-sale materials, etc., need to be sorted out as
well. During his recent business travels to the region, Cattell has seen some unique
ways of promoting products at local retail outlets. One which that stands out in his
mind is an army of uniformed sales girls lining up along sales counters to promote
various products, ranging from personal hygiene products to fast-food items. He
wonders whether the same method can be used for his juice products as well.


CONCLUSION

As Cattell ponders the options for Berri, he is very much aware of the very tight time-
line Berri is facing. He wonders how these decisions should be made, and in what
order. He also wonders whether he has missed any significant issues and/or
overlooked any cross-cultural challenges. He is fully aware that whatever decisions
to be made, they must ensure to meet Berris marketing objectives of achieving at
least 3% market share in its first year, and possibly reaching a double-digit figure in
three years time in entering a new market. One thing clear to him is that further export
market expansion into the Asia Pacific region, where Berri is already holding
18



19
significant business interests and operation, will result in increased sales, market
share, and profits for Berri in the future.