McDonald's Case Study

Introduction
McDonalds, the long-time leader in the fast-food wars, faced a crossroads in the early 1990s. Domestically, sales and revenues were flattening as competitors encroached on its domain. In addition to its traditional rivalsBurger King, Wendys, and Taco Bellthe firm encountered new challenges. Sonic and Rallys competed using a back-to-basics approach of quickly serving up burgers, just burgers, for time-pressed consumers. On the higher end, Olive Garden and Chilis had become potent competitors in the quick service field, taking dollars away from McDonalds, which was firmly entrenched in the fast-food arena and hadnt done anything with its dinner menus to accommodate families looking for a more upscale dining experience. While these competitive wars were being fought, McDonalds was gathering flak from environmentalists who decried all the litter and solid waste its restaurants generated each day. To counter some of the criticism, McDonalds partnered with the Environmental Defense Fund (EDF) to explore new ways to make its operations more friendly to the environment.

Facts
McDonalds roots go back to the early 1940s when two brothers opened a burger restaurant that relied on standardized preparation to maintain qualitythe Speedee Service System. So impressed was Ray Kroc with the brothers approach that he became their national franchise agent, relying on the companys proven operating system to maintain quality and consistency. Over the next few decades, McDonalds used controlled experimentation to maintain the McDonalds experience, all the while expanding the menu to appeal to a broader range of consumers. For example, in June 1976, McDonalds introduced a breakfast menu as a way to more fully utilize the physical plant. In 1980, the company rolled out Chicken McNuggets. Despite these innovations, McDonalds tremendous growth could only continue for so long. Its average annual return on equity was 25.2% between 1965 and 1991. But the company found its sales per unit slowing between 1990 and 1991. In addition, McDonalds share of the quick service market fell from 18.7% in 1985 to 16.6% in 1991. Plus growth in the quick service market was projected to only keep pace with inflation in the 1990s. McDonalds faced heightening competition on several fronts. First, its traditional rivals Burger King, Wendys, and Taco Bellwere eating into its margins through promotions

and value pricing strategies. Taking a leaf from McDonalds own playbook, Sonic and Rallys were using a very limited menu approach to attract time-strapped consumers. Finally, Chilis and Olive Garden were appealing to diners looking for something a little more enticing that the familiar Golden Arches for their families. In the late 1980s, McDonalds began recognizing the importance of maintaining an ecologically correct posture with the public, which was becoming more concerned about the environment. For example, in 1989, 53% of respondents in one survey revealed that they had not bought a product because they didnt know what effect the packaging would have on the environment. Closer to home, a 1990 study showed that each McDonalds generated 238 pounds of on-premise solid waste per day. Its no surprise, then, that McDonalds sought a way to reduce its solid waste while providing a more environmentally acceptable face to the public. Beginning in 1989, it partnered with the Environmental Defense Fund, a leading organization devoted to protecting the environment, to seek ways to ease the companys environmental burden on the landscape. Together, EDF and McDonalds considered its impact on a wide range of stakeholders customers, suppliers, franchisees, and the environment. The company gave its franchisees much autonomy in finding ways to eliminate environmental blight. The companys hope was that from these divergent approaches, it stood a greater chance of finding solutions with broad applicability than if it had tried to pursue a one-size-fits-all approach from the outset. Some of the environmentally inspired solutions that came out of the collaboration with EDF were the: Introduction of brown paper bags with a considerable percentage of recycled content. Solicitation of suppliers to produce corrugated boxes with more recycled content, which had the twin effect of reducing solid waste and building a market for recycled products. Abandonment of polystyrene clamshell containers to hold sandwiches in favor of new paper-based wraps that combined tissue, polyethylene, and paper to keep food warm and prevent leakage.

Analysis
McDonalds Sustained Prosperity The secret of McDonalds success is its willingness to innovate, even while striving to achieve consistency in the operation of its many outlets. For example, its breakfast menu, salads, Chicken McNuggets, and the McLean Deluxe sandwich were all examples of how the company tried to appeal to a wider range of consumers. The company has also made convenience its watchword, not only through how fast it serves customers, but also in the location of its outlets. Freestanding restaurants are positioned so that you are never more than a few minutes away by foot in the city or by

car in the suburbs. Plus McDonalds is tucking restaurants into schools, stores, and more. Key Threats The key threats to McDonalds domestically are the lack of growth opportunities. The market is well saturated, and it would difficult to achieve double-digit growth. Other concerns are a newfound emphasis on healthier eating. Most of McDonalds most popular fare probably in some small way contributes to the increasing incidence of cancer, heart disease, and diabetes among the population. But I feel the key threat to McDonalds continued success is its very ubiquity. Because McDonalds are everywhere, the dining experience is never special. And as Baby Boomers age and become more affluent, it is likely that they will leave behind their fastfood ways, if only to step up to moderately priced restaurants like Olive Garden, Bennigans, and Pizzeria Uno. These chains have the added advantage of serving highermargin alcoholic drinks. McDonalds, meanwhile, has to continually battle Burger King and Wendys, which leads to an erosion of margins for everyone. Even alliances with toy manufacturers, while popular with consumers, do little for the bottom line because the cost to run these promotions can be quite expensive. Responding to Burger Kings October 1 Announcement The October 1 announcement from Burger King that it would begin offering table service is not much of a threat at all. You can try to dress up fast food, but its still fast food. I couldnt imagine this being a potent draw for consumers. McDonalds best course is to ignore this development as irrelevant. As the market leader, McDonalds does not need to respond to every competitors initiative. Indeed, doing so would have the effect of making McDonalds look reactive and less like a leader. The advantage of not responding to Burger Kings initiative is that the company can preserve its resources for other marketing thrusts that may provide a bigger payoff. The disadvantage of not responding to Burger Kings initiative is that you allow the firm to establish itself in a unique way in the minds of consumersthat of a fast-food restaurant that provides sit-down service. But again, is this inherent contradiction of fast-food fare and upscale dining experience likely to resonate with consumers? I would say no. If Burger Kings initiative does prove popular with consumersas evidenced by expanding sales and market shareMcDonalds would be forced into catch-up mode. But I think that this is a risk that the company should be willing to take. Promoting Flexibility Through Its Operating Strategy The key thing that McDonalds operations strategy has to support is experimentation. Now somewhat long in the tooth, McDonalds needs a breakthrough that will provide new avenues of growth. It has a long history of such experimentation, which has resulted in some new profit centers like Chicken McNuggets and the breakfast menu. Some later turn out to be duds like the McLean Deluxe, but inevitably experimentation in limited outlets offers McDonalds a way to retain its key strengthsquality and consistencywhile continuing to evolve for new palates and pocket books.

McDonalds and the Environmental Defense Fund In some ways, partnering with the Environmental Defense Fund was a masterstroke. It brought both respectability and valued expertise to its environmental efforts. It also provided a primetime venue for EDF to make a difference. Any successes, even if only incremental improvements, would have major ramifications because of the sheer size of McDonalds operations. McDonalds should continue its partnership with EDF. With ecology a growing concern among consumers, it makes sense to be a good corporate citizen and get all the public relations accolades that go along with such an alliance. It also pays off in the bottom line by reducing shipping costs for supplies as well as garbage removal fees. McDonalds would do well to stay in the vanguard of corporations who have become environmentally aware. If it tries to shirk its responsibilities, it can foresee a public relations nightmare in the making. But if it does manage to come up with some breakthroughs through its collaboration with EDF, it can score a tremendous amount of goodwill with the public, which may even provide a halo effect to mitigate any other PR troubles. How far should McDonalds go on environmental issues? There is definitely a public relations benefit in being seen as an environmental leader, and the collaboration with EDF goes a long way in making that happen. Still McDonalds has had a lot of success in giving its franchises some latitude in developing new solutions. The line in the sand in determining how far McDonalds should go with its environmental efforts is determined by the cost of the initiative relative to the hard-dollar benefits and harder-to-quantify public relations buzz it gets from being in the forefront on environmental issues. The bottom line is that environmental efforts cant detract the company from its primary mission of providing consistent quality to consumers. If environmental efforts start to be a drag on the companys future profits, its time to ease up. Ideally environmental initiatives should pay for themselves by reducing other kinds of costs. Dealing With the Product Range Explosion McDonalds had done well with a fairly limited product range. But falling per unit sales is a danger sign for the firm. With competitors gaining ground on McDonalds, it may indicate a need to refresh its product line. Perhaps the best way to do that is by rotating in a couple highly promoted new menu items. This would have the effect of enlivening the product menu, without the need to go head to head with competitors on price. This slackening of per unit sales might also indicate that McDonalds critical success factors have changed. Perhaps in the new environment, fast, convenient service is no longer enough to distinguish the firm. At this time, a new critical success factor may be emerging: the need to create a rich, satisfying experience for dinner consumers. To maintain consistency in new products as it expands the product line, McDonalds must

rely on test marketing new menu items in pilot locations. This approach will let the firm identify which items are likely to prove popular with consumers while ensuring that the company can deliver new products with consistent quality nationwide. McDonalds already has a history of doing this so it will not require major changes to its operations strategyat least initially. If the product line-up gets too large, then the task of maintaining quality becomes exponentially harder. The trick is to consider how to eliminate some of the existing menu items when you introduce new ones, while making sure the staff is fully trained in how to execute these products successfully. Because McDonalds has pretty well saturated the U.S. market, its only real opportunities for growth lie abroad, where the competition is not so cutthroat or by introducing new restaurant concepts under brands other than McDonalds. After all, McDonalds is known for fast food. Its not really a pleasant dining experience, just a cheap and convenient one. I feel that McDonalds has reached the point of diminishing returns with the McDonalds brand and now needs to roll out new types of restaurants. Indeed, McDonalds has the opportunity to apply its core competenciesscrupulous adherence to quality standards and continual promotion of experimentationin new venues. Imagine, if you will, McDonalds opening a new casual dining restaurant under the name of Splendor. It could then franchise that concept nationwide and get some of the dollars from consumers who have grown past fast food. But its fastidious approach to operations would ensure that consumers everywhere would experience the same dining experiencea tremendous advantage for consumers who dont want to be surprised with a bad meal. McDonalds could try a number of concepts simultaneous in different parts of the country. Those that seemed promising could be rolled out further. The duds could be left to die quickly. While this will be an expensive undertaking, it holds the potential to unleash new areas of growth in a maturing market.

Conclusion
McDonalds faces some difficult challenges. Key to its future success will be maintaining its core strengthsan unwavering focus on quality and consistencywhile carefully experimenting with new options. These innovative initiatives could include launching higher-end restaurants under new brands that wouldnt be saddled with McDonalds fastfood image. The company could also look into expanding more aggressively abroad where the prospects for significant growth are greater. The companys environment efforts, while important, should not overshadow its marketing initiatives, which are what the company is all about.

McDonald's Corporation: Case Study McDonald's Corporation is the largest fast-food operator in the World and was originally formed in 1955 after Ray Kroc pitched the idea of opening up several restaurants based on the original owned by Dick and Mac McDonald. McDonald's went public in 1965 and introduced its flagship product, the Big Mac, in 1968. Today, McDonald's operates more than 30,000 restaurants in over 100 countries and have one of the world's most widely known brand names. McDonald's sales hit $57 billion company-wide and over $25 billion in the United States in 2006 (S&P). The main target customer for McDonald's includes parents with young children, young children, business customers, and teenagers. Perhaps the most obvious marketing for McDonald's is its' marketing towards children and the parents of young children. Ronald McDonald was first introduced in 1963 and marked the beginning of their focus on young children as a critical part of their ongoing business. Parents like to visit McDonald's because it is a treat for the kids, and the kids enjoy the cartoon like atmosphere. McDonald's also targets business customers as a part of their core business. Business customers may stop during the workday and can count on fast service, and consistently good food. Another major target of McDonald's marketing is to teens. Teens find the value menu especially appealing and McDonald's markets their restaurants as a cool place to meet with their friends and to work (The Times 100). The menu at McDonald's typically consists of hamburgers, chicken sandwiches, salads, drinks, shakes, and a recent influx of healthier alternatives. McDonald's also is widely known for their breakfast menu, which consists of sandwiches, pancakes, French toast, hash browns, and breakfast drinks. Since McDonald's appeals to such a wide audience, it must constantly re-evaluate its menu depending on feedback and market research. McDonald's expends considerable resources to update its menu and introduce new products in order to be more in tune with its target audience (The Times 100). McDonald's also focuses on the perception of value within it line of products and therefore takes care to price its menu items accordingly. Different products are priced differently depending on which target audience those items appeal to most. An extensive value menu is an essential part of any fast-food menu in recent years. The prices and products within the value menu can prove to be areas that will make or break a fast-food companies' year depending on the competitions value menus. Regional pricing and periodic low-price specials are also commonplace at McDonald's, as is the distribution of coupons. In attempt to boost sagging sales McDonald's has developed it's new taste

menus, which offer new items at higher price points. The constant development of new products has boosted the sales and net income of McDonald's in recent years. It is estimated that their new line of higher quality premium drinks such as Cappuccinos and gourmet coffees will add over 1 billion dollar in sales in 2008. McDonald's use various marketing tools for the promotion of its products. McDonald's uses television, radio, customer mailings, point of sale displays, direct mail, and frequent sales promotions. The marketing for its products mainly depends on the stage of a particular product in the product lifecycle (The Times 100). New products tend to get more marketing dollars and consumer exposure. As well as focusing it marketing on particular products or consumers, McDonald's always has an extensive national marketing strategy that it changes from time to time. These national campaigns, which usually become synonymous with certain catch phrases, are geared towards changing it image as its customers change and the corporations focus changes. McDonald's utilizes a variety of distribution points to establish ties with it consumers, not just the restaurants themselves. They may sponsor community events, establish relationships with other businesses such as gas stations or schools, and they have a presence on the web. The cooperative environment of McDonald's is quite large. Groups that have a vested interest in the success of the firm include: 465,000 employees, 900,000 stockholders, farmers, suppliers, and the communities in which they operate. Marketers, advertising firms, market researchers, product developers, and financing companies also fair well when McDonald's does well. In fact the public and concern over public health and welfare has developed into a primary concern for the fast food industry. The competitive environment for McDonald's is quite extensive and highly competitive. The main competitors of McDonald's include: Wendy's, Burger King, Taco Bell, KFC, Hardees, and many others. The fast food market is highly saturated and the barrier to entry is very high. Most of the competitors in the industry are well established and are able to achieve efficiencies and quality that new entrants may find impossible to achieve. The fast food like many others has trouble during economic slow-downs and does well during periods of economic booms. The social, political, and legal environment of the fast food industry is of particular interest in recent years. Cultural attitudes and beliefs have changed significantly in the last twenty years. As the health of American consumers becomes more troubled, and obesity reaches epidemic proportions, the fast food industry has become the target of policymakers attempting to legislate health. Fast food is now seen as one of the main contributors to heart disease, diabetes, and obesity (Abdollah 1). Fast food corporations have been forced to change their images and shift their menu offerings into a more health conscious selection. The competitive strategies in the industry have reflected changes in customer values and tastes to some extent at McDonald's and Wendy's, but some companies such as KFC and Taco Bell have lagged behind and are slow to change. As the public has become more concerned with public health in recent years, politicians have increasingly looked towards legislation as solutions to the problem. In the last

couple of years, many local governments including that of New York City have voted for legislation banning trans fat in restaurants (Gallagher 1). Legislatures in California have been looking into the idea of health zoning, which is legislature that would restrict the number of new fast food establishments within certain problem areas of Los Angeles (Abdollah 1). Legislators and school systems have also increasingly looked at food within schools and the relationships that fast food companies have in providing food for students. My personal experience with fast food has been limited to Wendy's restaurants in recent years. Although many substitutes exist for Wendy's, I have been a loyal customer since childhood as my father is a franchisee. I have also worked at Wendy's through high school and like my father choose Wendy's because of their consistent quality, good products, and fast service. Now that I am older I continue to be a customer because of the healthier alternatives they now offer, although I don't always make the healthiest of choices and sometimes regret going with less healthier items on the menu. McDonald's currently faces a dynamic time within the history of the fast food industry. Social beliefs and values regarding health and fast food have changed significantly and McDonald's must change with the times in order to continue its success. In order for Jack Greenberg to grow sales, profits, and market share, McDonald's must stick to its strengths, which include detailed market research, and product development in order to continually offer the most beneficial product mixes that stay in touch with changing customer tastes. They will continue to have an increasing amount of potential customers and may be able to capitalize on an increasing amount of health conscious consumers that still need a fast, friendly experience. McDonald's must continue to innovate and change as consumers and their values change. They must also be aware of the innovations and actions of their competition. McDonald's must take special care to cater to each of the segments within its market by staying in touch with each type of group within it market. Works Cited Abdollah, Tami Limits Proposed on Fast-food Restaurants. 07 Sep 2008. Online. 07 Jan 2007.. Gallsgher, Siobhan Trans fat ban: Watch saturated fats and calories too. 22 Dec 2006. Online. 07 Jan 2008.. Paul, Peter J., and James H. Donnelly, Jr. Marketing Management: Knowledge and Skills. Boston: McGraw-Hill, 2006. "Standard and Poor Financial Reports." McDonald's Corporation: Stock Report. Vers. Jan. 2008. 07 Jan 2008. "The Times 100: Marketing Case Studies." McDonald's: The Marketing Process. Vers.