市场竞争外刊经贸知识选读每课重要知识点串讲课文翻译.docx

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1、第12课 市场竞争Soft Drink Wars: the Next Battle软饮料战：下一次斗争一, Excerpts摘录The reformulation of Coke has given the feuding cola giants a chance to go at each other again.可口可乐的重新配方为长期不和的可乐巨头供应了一个新开战的时机。But Coca-Cola and PepsiCo are spoiling for yet another fight, and this time theyre picking on the little guys:

2、 non-cola makers like Seven-Up and Dr Pepper.By Monci Jo Williams但是可口可乐和百事可乐一心想进展另一场战斗，这一次它们选中了小企业：“七喜和“佩拍博士。In the U.S.soft drink industry, where 1% of the market is worth $ 300 million in retail sales, Coca-Cola and PepsiCo dont wage mere market share battles.They fight holy wars.These days the fi

3、ghting is on two fronts.One is on the vast plains of the cola business, where the reformulation of Coke has Pepsi on the defensive.The other is in the back alleys of the smaller, non-cola market.Until now these have been dominated by other companies.As growth of high-calorie colas slows, however, Co

4、ca-Cola and PepsiCo are invading new territory.在美国的软饮料行业，1的市场份额就意味着3亿美元的零售额，可口可乐公司和百事可乐公司进展的不仅仅是争夺市场份额的斗争，他们进展的是“圣战。目前他们的斗争有两条战线。一条是可乐生意的广袤战场，在这儿可口可乐的重新配方使百事处于守势。另一条战线是在较小的非可乐市场的后巷里。迄今为止，这些市场仍被其他公司所支配。由于高热量可乐的增长缓慢，可口可乐公司和百事可乐公司方案入侵新的领域。Coca-Cola is moving in with two new products: Cherry Coke, a can

5、ned version of the old soda fountain favorite, and Minute Maid Orange Soda, which contains orange juice.Pepsis new product is Slice, a lemon-lime soft drink that also contains fruit juice.If these products live up to their early performance in test marketsa big ifthey could produce $ 3 billion a yea

6、r in retail sales.The skirmishes between the cola giants will precipitate a battle for supermarket shelf space and for the loyalty of battlers.The big guys will press bottlers to drop competing brands to make way for their new products.可口可乐靠着两种新产品投入了战斗：一种叫做“樱桃可乐，是原来的冷饮柜的宠儿的罐装版，另一种叫做“小少女桔子汽水，含有桔子汁。百事

7、的新产品是“斯来思，它也是一种包含果汁的柠檬酸橙软饮料。假如这些产品能够到达早期在试销市场的表现这是个值得疑问的“假如他们在零售方面每年就能产出30亿美元来。可乐巨人之间的小冲突就会升级为一场为争夺超市货架空间和瓶装商忠心的战役。这两个巨商将迫使瓶装商们放弃及之竞争的品牌，以便为他们的新产品让道。Its too early to tell how the reincarnated Coke is selling, since many bottlers are still working off old inventories.But the company isnt leaving much

8、 to chance.Coca-Cola will back new coke with more than $ 70 million of advertising this year, vs.the $ 50 million or so PepsiCo will spend on its flagship brand.Over the long term, however, many industry analysts believe the Coke reformulation will do little to dramatically change either Cokes or Pe

9、psis market share.Says Joseph Doyle Harris Upham brokerage firm in New York: “Twelve months from now, well look back and see new Coke as a nonevent. In all its variations, Coke holds about 29% of the U.S.market, Pepsi 23%.现在推断新可口可乐产品的销售状况还为时过早，因为很多经销商还在销售存货，但是公司不会听任其命运。今年可口可乐公司会用7千多万美元的广告费来支持新可乐，而百事

10、可乐公司也将花大约5千万美元为自己的旗舰商标作广告。然而，从长远来看，很多行业分析家认为，可口可乐的重新配方几乎不会给可口可乐或百事可乐的市场份额带来巨大的改变。纽约的Harris Upham经济业联号的Joseph Doyle说，“从现在起12个月后，我们再回头看，会发觉可口可乐其实很令人扫兴。把全部产品都算在内，可口可乐占美国市场的29，而百事占23%。The companys new formula was designed partly to keep Cokes sales growing overseas.Compared with Americans, who guzzle mo

11、re soda than water, the rest of the world is still in the sipping stage.Coca-Colas goal is to kick up its slowing growth rate outside the U.S.from about 3% a year to 10%.Company executives think a less filling, more “guzzleable new Coke will help.可口可乐设计新配方的局部缘由是为了保持可口可乐在海外销售的增长。和喝汽水比水还多的美国人相比，世界其他地区

12、的人们简直仍处在“小口顺饮阶段。可口可乐的目标是把美国之外减慢的增长率从一年3%提高到10。该公司的经管人员认为，一种不太“灌人, 更易“狂饮的新型可乐将会起到预期作用。Domestically, sales of soft drinks have been bubbling along nicely.They grew 6% last year, vs.2% to 3% a few years ago.But the cola makers may experience more growing pains.At least with the high-calorie colas that

13、account for half of all sales (diet colas hold about 12%).Baby-boomers are showing a strong preference for healthier, less fattening drinks as they ageeverything from diet soda to bottled water to fruit juice.For example, according to Beverage World, an industry magazine, fruit juice and fruit drink

14、 sales have grown from $ 1.2 billion in 1976 to $ 8.4 billion last year.John Costello, senior vice president of marketing and sales for Pepsi-Cola USA, thinks the popularity of fruit juices can be captured in new soft drink products such as Slice.“We want to take the vitality of the juice market and

15、 put it into soft drinks, says Costello.在国内，软饮料的销售始终不错。去年它们增长了6，而几年前只有2到3。但是可乐制造商或许会经验更多的成长的苦恼，至少在高热量可乐方面，它占总销售额的一半养分可乐占12。生育顶峰期诞生的人随着年龄的增长，表现出对有利安康, 不易发胖的饮料的剧烈的宠爱全部一切，从养分汽水到瓶装水到果汁。例如，依据行业杂志饮料界的报告，果汁和水果饮料的销售额已由1976年的12亿美元增长到去年的84亿美元。美国百事可乐营销部的副经理John Costello认为，果汁受欢送的特点可以被运用到像“斯来思这样的新型软饮料产品当中。Costel

16、lo说，“我们想吸取果汁市场的活力，把它注入到软饮料中。Even without the new products from Coca-Cola and PepsiCo, the non-cola field is crowded.Indeed, with so many regional and national brands out there, it is sometimes hard to keep track of who owns what and whos competing with whom.But essentially the non-cola market can be

17、 divided into four segments: lemon-lime sodas, which account for about 12% of soft drink sales and include Philip Morris, 7 Up and Coca-Colas Sprite; orange sodas (4% of sales), which include R.J.Reynoldss Sunkist and Procter & Gambles Crush; mixers (2%), which include ginger ale, club soda, and ton

18、ic water and, finally, the Pepper category (7%), dominated by Dr Pepper, a non-cola drink based on a mixture of fruit flavors.即使没有可口可乐公司和百事可乐公司的新产品，非可乐市场也是很拥挤的。的确，那儿有那么多的地方品牌和国家品牌，有时很难弄清哪种品牌属于哪家公司, 谁在和谁竞争。但是，非可乐市场根本上可以分为四局部：占软饮料销售额12的柠檬酸橙汽水，其中包括“菲利普莫里斯, “七喜和可口可乐公司的“雪碧；桔子汽水占总销售额的4%，包括R.J.雷诺兹的“浴光和宝洁公司

19、的“痴迷；调和饮料(2，包括姜汁淡啤酒, 俱乐部汽水和滋补水；最终一类是佩拍类，其中主要产品是“佩拍博士，这是一种把数种水果味道混合在一起的非可乐饮料。Although Coca-Cola and PepsiCos new fruit juice sodas will compete with each other, they are more likely to steal market share from all those other drinks already on supermarket shelves.Slice, a lemon-lime soda that actually

20、 contains four juiceswhite grape, pear, lemon, and limeposes a challenge both to 7 Up, the No.1 lemon-lime soda (4.4%) and sprite.Based on its performance in test markets, industry analysts say Slice could grab 3% to 4% of the U.S.market.虽然可口可乐公司和百事的新果汁汽水将相互竞争，但它们更有可能从全部那些已经摆上超市货架的其他饮料手中窃取市场份额。“斯来思，

21、一种柠檬酸橙汽水，事实上包含了4种果汁白葡萄汁, 梨汁, 柠檬汁和酸橙汁，它对头号柠檬酸橙汽水“七喜(4.4还有“雪碧都形成了挑战。依据它在试销市场上的销售状况，行业分析家认为，“斯来思可能会占据美国软饮料市场的3到4的份额。Coca-Cola seems determined that Slices sales wont come at the expense of Sprite.This year the company hiked Sprites advertising budget to $ 40 million, and boosted sales 25% in the first

22、three months.Seven-Up, on the other hand, still seems to be searching for a defense.It is distributing more consumer coupons and giving bottlers bigger discounts, but has also unimaginatively returned to its 17-year-old “uncola advertising theme.Says Jesse Meyers, publisher of Beverage Digest.“Its r

23、aining out there, and Seven-Up hasnt put up an umbrella.可口可乐公司好像下定决心，不能用牺牲“雪碧来换取“斯来思的销售额。今年，该公司把“雪碧的广告费猛增到4千万美元，在第一季度，使其销售额比去年同期增长了25纬。另一方面，“七喜好像仍在寻求防卫。它分发更多的赠券，给经销商打更大的折扣，但它也无趣地又回到已沿用了17年的广告主题“非可乐。饮料文摘的出版商Jesse Meryer说，“外面正在下雨，七喜却还没有撑起伞。Coca-Colas advance into orange soda is bad news for Sunkist, w

24、hich holds a 1.5% share of the soft drink market, and Crush (around 1%) Coca-Cola began testing Minute Maid Orange Soda in Canada last summer.Some analysts think it will quickly challenge Sunkist as the top-selling orange drink.可口可乐向桔子汽水进军对占软饮料市场1.5的“浴光和1的“痴迷来说都是坏消息。去年，可口可乐公司开场在加拿大试销“小少女桔子汽水。一些分析家认为

25、它很快就会作为最畅销的柑桔饮料挑战“浴光。The sleeper among the products might turn out to be Cherry Coke, which contains no fruit juice at all.Emanuel Goldman, a beverage analyst with Montgomery Securities in San Francisco, says Cherry Coke has captured shares of 4% to 8% in test markets.The drink probably wont do as w

26、ell when it is rolled out nationally, since consumer coupons and price promotions have been helping it along.But Goldman believes Cherry Coke could eventually displace Dr pepper as the nations fifth-best-selling soft drink.诸产品中出人意料的胜利者可能会是“樱桃可乐，它根本不含果汁。旧金山Montgomery证券的饮料分析家Emanuel Goldman说，“樱桃可乐在试销市

27、场上占了4到8的份额。在全国铺开销售时，它的销售状况或许不会那么好，因为在试销时消费赠券和价格促销起了确定作用。但是Goldman信任“樱桃可乐最终会取代“佩拍博士，成为该国排名第五的畅销饮料。Even if consumers swill the new sodas by the liter in test markets, however Coca-Cola and PepsiCo still face a struggle in persuading bottlers across the nation to take the products.One of the biggest ba

28、ttles in the soda wars, in fact, may not be for drinkers but for bottlers.Bottlers have a symbiotic but occasionally fractious relationship with the syrup makers.Although Coke and Pepsi own some of their own bottling companies, most bottlers are still independent.They do the bulk of their business s

29、elling colas, counting on Dr Pepper, Sunkist, and other non-colas to fill out their line.But because exclusive contracts with the syrup makers prevent bottlers from distributing competing brands, the cola giants must persuade them to drop established products to take on Slice or Minute Maid Orange S

30、oda.即使在试销市场上消费者成升地畅饮这些新型汽水，可口可乐和百事可乐仍面临一场斗争来劝告全国的经销商承受这些产品。事实上，汽水斗争中最大的斗争或许不是争夺饮用者而是争夺经销商。经销商和浆汁制造商之间有一种共生的但有时又很难驾驭的关系。虽然可口可乐和百事可乐都有自己的经销公司，但是大多数的经销公司仍旧是独立的。他们的主要业务是销售可乐，此外还靠“佩拍博士, “浴光及其他非可乐饮料来补充生意。但由于独家经销合同制止经销商销售竞争品牌的产品，可乐巨头们必需劝服经销商放弃已经确定了地位的产品，以承受“斯来思和“小少女柑桔汽水。The bottlers may no to along.Much of

31、 the expense of introducing a new productblitzing consumers with coupons and offering deep discounts to retailers to get the product on the shelvesis borne by the bottler.He is reluctant to walk away from his investment in an existing brand to pony up for something new.That may be especially so in t

32、he case of the fruit juice sodas.Because syrups made with juices are more expensive than other syrups, Coca-Cola and PepsiCo will be charging bottlers more for them.But to boost Slices sales, bottlers are discounting the drink.If they cant get the price up and keep it up, PepsiCos new product will b

33、e less profitable to them than regular soft drinks that hold smaller market shares.经销商或许不会同意。因为引进一种新产品的大局部费用包括对消费者发起赠券攻势, 给零售商大打折扣以使产品摆上货架都是由经销商承当的。他不愿放弃对现有品牌的投资，而去为某种新品掏钱。这对果汁汽水尤其如此。由于用果汁制成的浆汁比其他浆汁要贵，可口可乐和百事可乐公司将会为此索要更高的价钱。但是为了促进“斯来思的销售，经销商们正在给该饮料打折。假如他们不能使价格上升并维持其价，百事公司的新产品对他们来说，将没有占市场份额较小的常规软饮料利润

34、大。Contractual conflicts could hurt some new brands more than others.Minute Maid Orange Soda appears to face more trouble than Slice, since half of Coca-Colas bottlers are pledged to distribute Sunkist or Crush; only 22% of PepsiCos bottlers handle Slices head-to-head competitor, 7 Up.Cherry Coke may

35、 have the easiest time.It will compete with Dr Pepper, for which Coca-Cola bottlers do more than 40% of the distribution.But Dr Pepper has told Coke bottlers that it doesnt see the new soda as a direct competitor, so they dont have to worry about losing the Pepper franchise if they take on the new d

36、rink.Is Dr Pepper being generous Hardly.The company apparently fears that if Coke bottlers are forced to choose between Cherry Coke and Dr Pepper, they will let the doctor take a walk.合同冲突对于一些新品牌的损害可能比另一些要大。“小少女柑桔汽水好像要比“斯来思面临更多的麻烦，因为可口可乐一半的经销商都承诺要销售“浴光或“痴迷；百事公司仅有22的经销商销售“斯来思的死对头“七喜。“樱桃可乐的日子或许过得最简单，它

37、将和“佩拍博士竞争，而后者40的产品是由可口可乐公司的经销商销售的。但是“佩拍博士已经告知可口可乐的经销商，他不认为这种新的汽水会是一名干脆竞争者，所以假如经销商们容许销售“樱桃可乐，也不必担忧会失去佩拍的经销权。“佩拍博士大度吗？不。该公司明显担忧，假如可乐的瓶装商们被迫在“樱桃可乐和“佩拍博士间作出选择，那么走人的将会是“博士。Its hard to gauge a bottlers loyalty.Cokes biggest bottler is John T.Lupton, chairman of JTL Corp., a $ 700-million-a-year Chattanoog

38、a company.Lupton also bottles Sunkist, but ask him if hes willing to drop it so he can take on Coca-Colas Minute Maid, and hell tell you, “Ill be glad to.All Coca-Cola has to do is give me a product thats competitive in price and quality, and Ill take it hands down. But not Charles Millard, chairman

39、 of the $ 600-million-a-year Coca-Cola Bottling Co.of New York, Cokes second-largest customer.Even though Coke owns 31% of his company, Millard says he will stick with Sunkist.“They have made a big investment in this market and in our business, he says.“ The smart bottlers will leave the dance with

40、the girl they came with.一个经销商是否忠诚很难断定。可口可乐的最大经销商是JTI公司的董事长John T.Luptono该公司位于Chattanooga,年产值为7亿美元。Lupton同时也包装“浴光，但假如问他是否情愿放弃该品牌，以便接手可口可乐的“小少女，他会告知你，“我将很欢乐那样做。只要可口可乐可以给我一种在价格和质量上都很有竞争力的产品，这样我比拟简单承受它。但是位于纽约年产值6亿美元的可口可乐的第二大经销公司的董事长Charles Millard却不那么认为，即使可口可乐拥有它31的股份，Millard表示还是会坚持销售“浴光。“他们对市场和我们的生意的投资

41、很大，他说，“精明的经销商们会和他们选择的产品始终在一起。HOLDOUTS LIKE MILLARD are likely to become targets of all-out sales campaigns.The hard sell wont come until later this year, since Coca-Cola is still in test markets with Minute Maid Orange Soda and Cherry Coke, and Pepsi is concentrating on distributing Slice through bo

42、ttlers who have no conflict.But when the push does start, says a soft drink company executive, “Things are going to get very, very interesting.像Millard这样的坚持者可能会成为大规模销售战役争夺的对象。由于可口可乐的“小少女和“樱桃可乐仍处于试销阶段，百事公司也正集中精力通过没有冲突的经销商来销售“斯来思，艰辛的销售战要到今年晚些时候才会出现。但是，当进攻真正开场时，一位软饮料公司的经管人员说，“事情会变得特别特别地好玩。To convince b

43、ottlers that the new products can match or exceed the sales of existing brands without heavy discounting or couponing, Coca-Cola and PepsiCo will have to cut back on special promotion, then ply the bottlers with the resulting sales data.But their most useful tactic will be to offer the bottlers gene

44、rous cooperative advertising deals on the new sodas, and extra money to promote the old ones.Bottlers may come in for a little arm-twisting as well.“Its often very subtle, says an industry executive who prefers not to be named.“The Coca-Cola representative will say, That decision is not going to sit

45、 very well in Atlanta or something like that.为了使经销商们信任，新产品不用大打折扣和发放赠券就可以比得上或者超过现有品牌的销售额，可口可乐和百事可乐将不得不削减特殊促销手段，然后不断向经销商供应因此而产生的销售数据。但是他们最有效的战术是就新产品向经销商们供应大方的广告合作，而就老产品赐予额外的促销费用。经销商们或许还会遭遇些压力，“压力通常特别微妙，一个不愿公开姓名的企业经管人员说，“可口可乐公司的代表会说那个确定在亚特兰大将不会被通过或一些类似的话。If companies cant get their products distributed

46、 nationwide, marketing them will be more expensive.Buying local advertising is simply more costly than purchasing network spots.Brian Dyson, president of Coca-Cola USA, says that it generally doesnt pay to advertise nationally until a new product is in about 80% of the country.Costello of PepsiCowho

47、se Slice has been rolled out to 70% of the countrysays Pepsi is willing to settle for the smaller profits that will result from partial distribution.Analysts believe thats because PepsiCo doesnt think it can persuade bottlers to dump 7 Up.Coca-Cola seems more confident about unseating Sunkist and Cr

48、ush.If Coke proceeds beyond test markets with Minute Maid, Dysons goal will be to distribute the drink across the country.假如公司不能在全国范围内销售自己的产品，销售它们的费用就会更高。购置地方广告比购置播送网的插播广告更为昂贵。美国可口可乐公司总裁Brian Dyson说，假如一种新产品不能在全国80%的地区里销售，那么在全国范围内做广告将得不偿失。百事可乐的“斯来思已经销往全国70的地区，该公司的Costello说，百事公司情愿承受局部地区销售带来的较低的利润。分析家们

49、认为这是因为百事公司觉得它不能劝服经销商们抛弃“七喜。而可口可乐好像对挤垮“浴光和“痴迷更有信念。假如可口可乐的“小少女能走出试销市场，Dyson的目标是将它销往全国。The battle to unseat smaller brands, dominate niches, and shove competing products out of distribution will be costly and exhausting, and could go on for years.But the large companies will surely squeeze into every market