McDonald’s

Marketing Mix
Kunal
Karan
 About McDonald’s
• Two brothers, Richard and Maurice McDonald founded McDonald's in
1937. The brothers developed food processing and assembly line
techniques at a tiny drive in restaurant east of Pasadena, California.

• In 1954. Ray Kroc, a milk-shake mixer salesman, saw an opportunity

in this market and negotiated a franchise deal giving him exclusive
rights to franchise McDonald's in the USA.

• The key to the international success of McDonald's has been the use
of franchising. By franchising to local people, the delivery and
interpretation of what might be seen as US brand culture are
automatically translated by the local people in terms of both product
and service. McDonald's now has over 20,000 restaurants in over 100
countries, and around 80 per cent are franchises.
 Timeline…..
• 1955: Ray Kroc opens his first restaurant in Des Plaines, Illinois and the
McDonald's Corporation is created.
• 1957: Quality, Service, Cleanliness and Value (QSC& V) becomes the company
motto.
• 1963: One billion hamburgers sold. Ronald McDonald makes his debut.
• 1965: McDonald's Corporation goes public.
• 1967: The first restaurants outside of the USA open in Canada and Puerto Rico.
• 1972: A new McDonald's restaurant opens every day. The Quarter Pounder is
introduced.
• 1984: 50 billionth hamburger sold. Ronald McDonald Children's Charities is
founded in Ray Kroc’s memory to raise funds in support of child welfare.
• 1989: McDonald's is listed on the Frankfurt, Munich, Paris and Tokyo stock
exchanges.
• 1994: Restaurants open in Bahrain, Bulgaria, Egypt, Kuwait, Latvia, Oman, New
Caledonia, Trinidad and United Arab Emirates, bringing the total to over 15,000 in
79 countries on 6 continents.
• 1996: McDonald's opens in India – the 95th country.
 McDonald’s India
• McDonald's opened its doors in India in October 1996.

• McDonald’s in India is a 50-50 joint venture partnership between

McDonald’s Corporation [USA] and two Indian businessmen. Amit Jatia’s
company Hardcastle Restaurants Pvt. Ltd. owns and operates McDonald's
restaurants in Western India. While Connaught Plaza Restaurants Pvt. Ltd
headed by Vikram Bakshi owns and operates the Northern operations.

• Today, it has 76 restaurants all over India.

• McDonald's India has developed a special menu with vegetarian

selections to suit Indian tastes and preferences. McDonald's does not offer
any beef or pork items in India.

• Re-formulated some of the products using spices favoured by Indians.

Among these are McVeggie burger, McAloo Tikki burger, Veg. Pizza
McPuff and Chicken McGrill burger. They also created eggless sandwich
sauces for our vegetarian customers. Even our soft serves and McShakes
are egg-less, offering a larger variety to our vegetarian consumers.
 The Marketing Mix
The 7 P’s

(1) Product - features, quality, quantity.

(2) Place - location, number of outlets.

(3) Price - strategy, determinants, levels.

(4) Promotion - advertising, sales promotion, public relations,

direct marketing, personal selling.

(5) People - quantity, quality, training, promotion.

(6) Process - blueprinting, automation, control procedures.

(7) Physical - cleanliness, decor, ambience of the service.

 Product
• The concept of "think global, act local" has been clearly adopted by
McDonald's.

• Adaptation is required for many reasons including consumer

tastes/preferences and laws/customs.

• There are many situations where McDonald's adapted the product because
of religious laws and customs in a country.

• Israel:- After initial protests Big Macs are served without cheese in several
outlets, thereby permitting the separation of meat and dairy products
required of kosher restaurants.

• India:- McDonald's restaurants in serve Vegetable McNuggets and a

mutton-based Maharaja Mac Big Mac) - Hindus do not eat beef, Muslims do
not eat pork, and many others do not eat meat of any type.

• Malaysia and Singapore:- McDonald's underwent rigorous inspections by

Muslim clerics to ensure ritual cleanliness; the chain was rewarded with a
halal ("clean, acceptable") certificate, indicating the total absence of pork
products.
• There are also many examples of how McDonald's adapted the original menu to
meet customer needs/wants in different countries

• Tropical markets:- guava juice was added to the McDonald's menu.

• Germany:- beer is sold as well as McCroissants.

• Chilled yogurt drinks are available in Turkey.

• Espresso and cold pasta in Italy.

• Teriyaki burgers are sold in Japan.

• Vegetarian burgers in The Netherlands.

• McSpaghetti has become increasingly popular in the Philippines.

• Mclaks (grilled salmon sandwich) are sold in Norway.

• McHuevo (poached egg hamburger) in Uruguay.

• In Thailand, McDonald's introduced the Samurai Pork Burger with sweet sauce.
• Irrespective of variations and recent additions, the structure of the
McDonald's menu remains essentially uniform the world over: main course
burger/sandwich, fries, and a drink - Coca-Cola.

• The keystone of this winning combination is the fries. The main course may
vary widely, but the signature innovation of McDonald's - thin, elongated
fries cut from russet potatoes - is ever-present and consumed world-wide
by all McDonald's customers, irrespective of their religious beliefs or political
stance!
 Quality control

• Assurance teams monitor the quality of McDonald's food products,

in restaurants and at suppliers at all stages of production.
a) Continuous round of visits, inspections and audits, announced
and unannounced, to all production facilities, distribution centers
and restaurants.
b) Visits extend to secondary suppliers such as farms, to monitor
crops growing in the field or to inspect seeds prior to planting.

• The quality controls continue when the food arrives at restaurants.

a) No delivery is accepted until a series of quality and safety
checks is completed.
b) All restaurant staff receive comprehensive training in food safety
and hygiene and food preparation procedures.
 Place
• McDonald's currently has over 24,500 restaurants in 116 countries
across the world.

• McDonald's continues to focus on managing capital outlays more

effectively through prudent and strategic expansion. In 1998, the
company added 1,668 restaurants system-wide (whether operated
by the company, franchisee or joint venture), compared with 2,110
in 1997 and2,642 in 1996. In 1999, McDonald's expected to add
about 1,750 restaurants with a continued emphasis on traditional
restaurants primarily in locations outside the USA.

• McDonald's realizes the potential for growth in international markets

and plans to benefit from lessons that they learned in the USA. For
example, they used to add 300-400 restaurants ayear, every year,
in the USA regardless of circumstances. It was a strategy that
created a gap between them and the competition.
• However, they realized looking back that they could have built even
more restaurants at a time when competition was not so great. This
would have meant that a lot of those "other" restaurants could
have been McDonald's. They have applied this lesson to their
rapidly growing international business, especially in markets where
competition is not so strong. For example, McDonald's added 415
restaurants in Japan, accounting for 25 per cent of system-wide
restaurant additions in 1998.

• Longer-term, markets like China, Italy and Mexico are expected to

represent a growing proportion of restaurant additions. Although this
strategy is an example of globalization, it is still clearly a "glocal"
focus as McDonald's can now share ideas, best practices and
human resources across borders, thus further enhancing its
competitive advantage and strengthening its leadership position.
 Price

• McDonald's has realized that, despite the cost savings

inherent in standardization, success can often be attributed to
being able to adapt to a specific environment.

• This is indeed the case with its implementation of its pricing

strategy, which is one of localization rather than globalization.

• The table illustrates the comparative Big Mac prices from

around the world.
Big Mac prices around the world
• It highlights the point that McDonald's has had to come up with
different pricing strategies for different countries.

• More importantly, rather than just having a different pricing policy for
the Big Mac in these listed countries, McDonald's has had to select the
right price for the right market.

• For each country there is a rigorous pricing process to determine the

price for that particular market:-

1) Selecting the price objective

2) Determining the demand
3) Estimating costs
4) Analyzing competitors costs, prices and offers.
5) Selecting a pricing method
6) Selecting a final price
• McDonald's overall pricing objective is to increase market share.

• In each country, they look at the demand for their product as a

barometer for setting price.

• In the USA, for example, a Big Mac with fries costs the equivalent of
a Chicago office worker's earnings during 14 minutes. However,
elsewhere, a meal like this is perceived as a luxury, as opposed to a
normal product, and would cost a lot more relative to earnings. In
Nigeria, for example, a corresponding meal would represent 11
hours 23 minutes of work for someone living in Lagos .

• The official stance on McDonald's pricing policy is highlighted in the

company's mission statement, where it states that the most
fundamental element of determining price was: “Being in touch
with the pricing of our competitors allows us to price our
products correctly, balancing quality and value.” Therefore, it is
possible to conclude that, by looking at other competitors in each
country, McDonald's can set the appropriate price for their products.
• In New Delhi, McDonald's was looking at market
penetration in October 1996, and set price through
looking at Nirula's, a local food chain.

• They used this local example as a guideline to what

the Indian would perceive as an acceptable price and
hence what they should charge”.
The product life-cycle (PLC) is a further example of how the McDonald's pricing
strategy is one of glocalisation. The comparison is made between the markets in
the USA and Japan, who are at contrasting stages of the PLC.

If we use the example of the Big Mac, we can see that in terms of the UK £, in the
USA, the Big Mac is priced at £1.13 and in Japan, it is priced at £27.

This is explained because the US market is in the decline stage of the PLC and so
has to cut prices to re-establish lost revenue. On the other hand, the Japanese
market is in its growth to maturity phase and so can price the Big Mac higher with
greater success in terms of profitability .
 Promotion
Promotion, or the marketing communications mix, was seen by Kotler (1994) as
consisting of five major tools:
(1) advertising,
(2) direct marketing;
(3) sales promotion;
(4) public relations and publicity;
(5) personal selling.

• McDonald's looks to localize its marketing communications strategy as it needs to

consider the enormous range of cultural and other differences that it would be faced with
in each country.

• It also needs to analyze consumers‘ attitudes towards its product, usage patterns and
ethnic, moral and religious considerations in that environment.
• Although the idea is to promote McDonald's as a global image, McDonald's focuses
on the needs of the communities they are entering.
• In a communications context, the maxim "brand globally, advertise locally" is the
McDonald's promotional strategy.
 Advertising
• A wide range of advertising campaigns in various countries.

• UK - England footballer Alan Shearer as a figurehead to promote their

hamburgers.

• France - Fabien Barthez, the French international goalkeeper.

• East Asia -appeal to younger generations of consumer: children and

teenagers.

• China - pointless to advertise McDonald's on television because Chinese

commercials, unlike their counterparts in the West, appear only during
the interval between programmes. Adverts have little chance of being
seen.
1. Newspapers and popular magazines were therefore seen as a better way
to present McDonald's public image.
2. A further example of McDonald's acting more locally was when in Beijing,
the company's male mascot, Ronald, was paired with a female companion
called Aunt Mc Donald whose job it was to entertain children.

• Hong Kong - McDonald's has made great efforts to present itself as a

champion of environmental awareness and public welfare.
 Public Relations

• Beijing:- “The Far East courtesy issue” McDonald's relies heavily on

personal interactions with customers. Each restaurant assigns five to
ten female receptionists to take care of children and talk to parents.

• UK:- No need for customer public relations officers as the British

prefer just eating their meals and leaving.

• A global alliance with Walt Disney,1997:- exclusive marketing rights

for everything from films to food, for the next ten years. eg:- toys in
their "happy meals" for films such as A Bugs Life, Toy Story, Tarzan.

• Another global public relations exercise is the Millennium Dreamers

Global Children's recognition programme which is being presented in
conjunction with McDonald's, Walt Disney and UNESCO.
 Sports sponsorship
• McDonald's sponsors a vast array of sports, on both a national and a global
scale.

• Globally, McDonald's enhances its brand name with such associations as

the Olympic Games and the World Cup, the two biggest sporting events in
the global calendar. McDonald's paid an estimated 20 million for the right to
use the official logo of the international football event.

• The global nature of the event - estimated 2 billion people watching the
World Cup, helps Mc Donald covey it’s message.

• In the USA, McDonald's has strong links with the NBA (National Basketball
Association) and NASCAR racing, two hugely popular sports in the USA.
 Community relations and Corporate
Responsibility
• There are 160 local RMHCs(Ronald McDonald House Charities) in 27 countries all
aimed at the specific needs of improving the lifestyles of under-privileged children.

• McDonald's India (North) teamed up with prominent sight saving NGO, ORBIS
International and reputed Dr. Shroff's Charity Eye Hospital (SCEH) for their sight
saving programs.

• World Children's Week is a noble endeavor in this direction. Over 350 children
economically and visually challenged children have benefited from vision correction
surgeries through funds raised from this endeavor.

• In 1999-2000, McDonald's in association with UNESCO, Readers Digest, and

Ministry of Human Resource Development and Walt Disney, organized " Millenium
Dreamers" - a nationwide search for child achievers who have contributed
something to the community, humanitarianism and education. The achievers
represented India at the International Millennium Dreamers Summit at Orlando in
May 2000.
• The social message "Light up your life, Adopt a child" was promoted as a
part of the National Adoption Week along with CVARA, a Delhi based NGO.
On similar grounds, underprivileged children from Palna, a Delhi based NGO
are invited for a day out at the restaurants on a quarterly basis.

• Instituted McAwards to honour and motivate outstanding students in

academic and extra-curricular activities in schools.

• Educational workshops in collaboration with the Delhi Government on bus,

road, fire safety, water conservation, fun and fitness etc. are conducted
regularly at schools and restaurants to acquaint the children with day-to-day
safety measures.

• Rising to the hour of need has again been a tradition at McDonald's. They
have contributed Rs.25 lakh along with a day's salary of every employee
towards the Gujarat Earthquake Relief Fund to rebuild an orphanage for
the children who lost their parents in the tragedy. Also, generously
contributed towards the Prime Minister's Relief Fund during the Kargil war
in 1997 and Rs. 3,000,000 recently towards Tsunami Relief Fund.
 People
• A blend of US human resource practices and host country norms.

• A new McDonald's opens somewhere in the world every eight

hours. Two thirds of the 1,200 to 1,500 new restaurants which the
company opens annually are outside the USA.
•
• The firm has more than a million employees, and estimates that the
figure will double in the next few years.

• The company is strongly committed to staffing locally and promoting

from within. This means that McDonald's has managers who
understand both the corporate and the local cultures.

• The company believes that the best way to stand out from the crowd
is to satisfy all of the customers, all of the time. This is emphasized
in recruitment advertising and continues in preliminary screening;
this is standard the world over and another clear example of a
globalization strategy.
• There is a hamburger university in Illinois, USA. The main course is in
advanced operations; this is designed for managers, assistant managers
and McDonald's: "think global, act local” prospective franchisees.

• It provides training in 22 languages, although the course teaches a

standard practice to be used in restaurants worldwide, and teaching is
adapted to suit the needs of overseas students.

• The training centers teach managers such details as the temperature at

which hamburgers should be cooked and how to inspect restaurant
facilities to ensure that quality standards are met.
 Process
• There are 25,000 McDonald's restaurants in over 100 countries.
• The procedure for making the food is identical everywhere.

• McDonald's standards have to be met the world over. eg:- one out of two fries
must measure 75mm, meat for Big Mac's weighs 45g and is 20 percent fat, and
buns are 9.5-9.8cm in diameter and 6cm high.

• Suppliers have to meet all the specifications and demands that McDonald's sets
them; if they cannot do this, McDonald's vertically integrates. Eg:- in Russia, the
beef available did not meet standards so it set up its own source of supply for
the restaurant.

• Introduction of Pictographs :- The point of purchase at McDonald's is again

standardized globally. Many companies operating globally discover language
translation problems and therefore cannot use systems globally. Employees
world-wide ring up sales on machines that display symbols of Big Macs, French
fries, or colas instead of words or numerals. Software links price and total items.
• One key to McDonald's success is the constant push to speed up
production without sacrificing consistency. Corporate goals include the
filling of walk-in orders within 90 seconds and a guarantee that
customers will never have to wait more than three-and-a-ha1f minutes at
drive-through windows.

• Company representatives monitor performance by making surprise

visits to McDonald's outlets every quarter.
 McDonald’s India: Suppliers
• McDonald's India is committed to sourcing almost all of its products from within the
country.
• It has developed local Indian businesses, which can supply them the highest quality
products required for their Indian operations.

• Vista & Kitran – suppliers of chicken and vegetable patties, At Vista & Kitran,
keeping the cultural sensitivities in mind, both the vegetarian and non-vegetarian
processing lines are physically segregated with a separate work force too.

• Dynamix Dairies – suppliers of cheese.

• Cremica Industries – suppliers of Buns and sauces.

• Trikaya Agriculture – Supplier of fresh iceberg lettuce.

• Radhakrishna Foodland (P) Ltd. – the distribution centre.

 Physical Environment
• McDonald's message in every franchise throughout the world is to focus on
consistent delivery of quality, service and cleanliness through
excellence in their restaurants.

• The customer knows that, whatever McDonald's they enter, the message of
a family environment will still be conveyed.

• In 1994, McDonald's changed their advertising slogan to "There's nothing

quite like a McDonald's”. This saw McDonald's attempting an image change,
as they adopted a more personal approach to their customers, trying to talk
"to' them rather than "at“ them. This was again a bid by McDonald's to add
to the whole "McDonald's experience" and to add to their image as a global
brand.

• The traditional US value of "service with a smile" is embodied in the staff at

McDonald's restaurants throughout the world and is now characterized as
an expectation of the McDonald's consumer. It is these expectations that
McDonald's has to try to continue to meet to keep their competitive
advantage in the fast food sector.
Thank You