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Failure Case Study: Robinsons Full-Sugar Squashes:Transitioning to the post-sugar soft drinks market

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Published Date : Aug 2016

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No. of Pages : 22 Pages

The soft drinks industry has come under increasing pressure from health trends questioning the role of sugar in beverages, with consumers increasingly embracing alternative beverages or low/no-sugar solutions. Legislative aggression is also forcing the industry's hand, leading to a need to move proactively to defend market share and innovate.

Key Findings
Canadean's 2013 consumer survey revealed that nearly 56% of people were trying to limit their sugar intake, with a further 13% avoiding it entirely. Over 14% were also expressly trying to eat a moderate amount of sugar.

Arguably, Britvic showed decisive, proactive decision-making in moving to discontinue the full-sugar line, especially given the inevitable deleterious effect that could be expected in the near to medium-term on sales with the squashes category.

Consumers like to have the choice to consume things that are bad for them, even if they predominantly choose the better-for-you option or engage in moderation behavior with the less healthy versions. For brand such as Robinsons, making the choice for consumers by deleting full-sugar products, can lead to consumer dissatisfaction.

"Failure Case Study: Robinsons Full-Sugar Squashes" is part of Canadean's Successes and Failures research. It examines the details of and reasons behind the discontinuation of Robinsons sugared squashes and the move to fully "no added sugar" range. It delivers the critical "what?", "why?" and "so what?" analysis to teach you crucial lessons that increase your chances of launching successful products.

Reduce the risk of failure by learning from brands/products that have underperformed: failed innovation can severely impact profit and reputation.

Understand the relevant consumer trends and attitudes that drive and support innovation success so you can tap into what is really impacting the industry.

Gain a broader appreciation of the fast-moving consumer goods industry by gaining insights from both within and outside of your sector.

Access valuable strategic take-outs to help direct future decision-making and inform new product development.
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About this research
Summary: Robinsons full-sugar squashes




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