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Quest Foods Asia Pacific And The Crm Initiative Case Study Solution & Analysis


Quest Foods Asia Pacific And The Crm Initiative Case Study Analysis (National Association for Stock Automobile Auto Racing) is a company performing series of Stock Automobile racing in United States and functioning as an approving body for driving the rules for Stock Automobile Racing. The company was established in 1947, by "Huge Bill" France. NASCAR set up Stock Car Racing occasions in United States with the existence of about 130000 viewers typically in 2005. It also broadcast its occasions in about 150 countries. Stock Cars And Truck Racing by NASCAR is the 2nd largest viewer sport, with greatest variety of sponsors. It has about 500 sponsors contributing billions of dollars in its income. The other sources of earnings for Quest Foods Asia Pacific And The Crm Initiative Case Study Help consists of; 10% of the overall earnings from tv rights, sanctioning charges i.e. $1-2 million per race, and licencing NASCAR brand name to business.

NASCAR has a closed business culture with the non-interventionist method. The building of Cars and truck of Tomorrow by NASCAR, with an objective of security for the drivers, brought different stress amongst the stakeholders of the sport.
Executive Summary
The communication audit, carried out in 2010, exposed that in spite of the reality that the business highly count on the interactions between its stakeholders, there was no recognizable company communication method. The industry's target clients, instructions and goals were all unidentified.

The audit pointed out numerous doing not have of NASCAR in terms of lack of internal combination, absence of fan management method and lack of digital and social media of marketing.

Quest Foods Asia Pacific And The Crm Initiative Case Study Solution audiences was extremely loyal to the sport and the brands related to the NASCAR, making it appealing for sponsors and corporate online marketers.

Problem Declaration.

The business is currently facing the issue of declining rates of participation at racing tracks and rates of tv viewers. This can put a substantial impact on its incomes from sponsors, media rights, and from other sources of earnings.

Situational Analysis.

The company was quite successful till 2005 with its traditional marketing strategies, but soon after 2005 the company begins facing different problems including decrease of its fan base. Numerous external in addition to internal aspects are accountable for the decline. Internal elements consist of; inadequate investment in social media and other digital medias of.

Fan base of NASCAR consisted of married males with a typical age of 47, which passes their fandom to their children and create generational commitment. The family system in America was altering resulting in decrease of impact of married male fan base over their youngsters. Together with it perceptions about car was also changing with viewing car a vehicle to reach at point B from point A, rather than as an enjoyable project. Other obstacles for Quest Foods Asia Pacific And The Crm Initiative Case Study Solution consists of the shift of its fans to other sports as they were enhancing their fan's experience enabling access to their broadcasts out of the houses through jumbo turns, Wi-Fi access, etc. These all obstacles were tending the business to revise its marketing methods.

SWOT Analysis.


In SWOT analysis, strengths specified as company's qualities which are various from its rivals. These are business's core proficiencies on which business performance or company success based upon. Quest Foods Asia Pacific And The Crm Initiative Case Study Help core proficiencies includes it has rights of dictating rules as sanctioning body. Regulations and guidelines relating to expert stock cars and truck racing are determined by NASCAR like if any team with required abilities and resources can participate in races by following rules and guidelines dictated by NASCAR. NASCAR has monopoly it this element. Its strengths likewise includes that it has title of second biggest viewer sport in the United States with having more fortune 500 sponsors based in United States. Its races were used to relay in more than 150 countries around the globe with more than $56 million revenues. The primary sources of their profits come from tv rights, sanctioning costs, sponsorship and licensing. It has longest season of 10 months and having ownership of 3 nationwide series i.e. Outdoor camping World Truck Series, the Sprint Cup Series and the Nationwide Series. It has also big resource of fans and corporate sponsors. All the events of NASCAR are sponsored by corporates due to the fact that of biggest brand name loyalty of fans toward brand names promoted by Quest Foods Asia Pacific And The Crm Initiative Case Study Solution. (See Appendix A).

Weak points.

Weak points of NASCAR includes its close culture which is non collective. Quest Foods Asia Pacific And The Crm Initiative Case Study Solution establishes Automobile of Tomorrow without collaboration so result is that chauffeurs did not like that concept. It was likewise discovered that NASCAR had no reliable technique for organisation communication.
Porter's 5 Forces Analysis

NASCAR normally utilized to rely on conventional media sources like local newspaper for promotion of its sports. NASCAR also came to understand from these standard media outlets that sport was challenging to cover. When sports fans were asked relating to popular stars and stars then NASCAR motorist was not found even in leading twenty actions.


Hazards in SWOT analysis are defined as external aspects that can risk to company's success. Economic down turn was experienced in late 2000 which can be hazard for NASCAR due to the fact that if there is economic down turn then individuals would be having less return on investment. Earning of individuals would be effected and they would be more conscious in spending their cash. Economic down turn also leads to boost fuel prices which likewise impacted NASCAR. Because fans of NASCAR utilized to attend its occasion from cross countries. NESCAR had a guideline of 65/25/10 for revenue circulation. 65 percent earnings from media rights would be distributed to race course, 25 percent income would be dispersed to competing group and remaining 10 percent would be kept by NESCAR which is approving body. Competing team wished to increase their portion of revenue from 25 percent since of boost in operating expense of a race group and also there is decrease in the variety of full-season sponsorship. Due to the fact that they are making enormous investments to improve experience of fans, nescar likewise deals with risks from other sponsors. Which consists of updating existing opportunities, constructing brand-new opportunities, offering Wi-Fi facility and also providing other interactive mediums to communicate sports on smartphones. Fan base of NASCAR consisted of married males with a typical age of 47, which passes their fandom to their youngsters and develop generational commitment. So the obstacle is that the family system in America was altering resulting in decrease of impact of married male fan base over their children. In addition to it perceptions about vehicle was also changing with viewing car an automobile to reach at point B from point A, instead of as a fun project. If NASCAR make considerable financial investments in new segments which are based on brand-new customers then it may face unfavorable comments from its core fan base, now.

Porter's Five Forces Analysis

It is important to understand market in which company is working because NASCAR's bottom line i.e. net earnings is greatly depends on this. There are 5 forces that are used to identify profitability, intensity and attractiveness of NASCAR business.

Competitive Competition

These chauffeurs can go against NASCAR if they got better opportunity in terms of rewards and television direct exposure. If viewers take pleasure in other race cars and trucks and motorists more than NASCAR then viewers can move to those other interesting automobiles and chauffeurs. NASCAR might be having risk from its two direct rivals that is Solution 1 and Moto GP.
Swot Analysis
Supplier Power

If business shifts from one supplier to another, the supplier power indicates the number of providers are readily available in industry and what is the cost associated with supplier. In this market there is supply monopoly since chauffeurs with required abilities and resources are restricted.

Purchaser Power

In the case of NASCAR clients are its audiences. Viewers can change to other competitors quickly due to the fact that audiences will having low switching cost.

Hazard of Replacement

Alternatives are referred as alternatives. The substitutes in this case can be other home entertainment indicates like audiences can shift to other sports. There are broad variety of alternatives are available in this circumstance which recommends that risk of alternative is high.

Hazard of New Entry

It is specified as how it is easy for any business to go into in that specific industry. In the case of Quest Foods Asia Pacific And The Crm Initiative Case Study Analysis danger of new entry is low. If any business requires to enter in this business than they have to make heavy investments, because. They require to develop automobiles and racing tracks and likewise needs to pay hefty total up to chauffeurs for changing.

PESTEL Analysis


It can not be concluded from case study that there would be change in resource allowances. NASCAR had got take advantage of lower taxation policies which results in increasing in revenues. So they made heavy investments in the research and advancement. As NASCAR is working in various markets so it needs to deal with various guidelines. It is likewise kept in mind that Quest Foods Asia Pacific And The Crm Initiative Case Study Help has actually faced increased scrutiny regarding regulative. Every government has different concern so NASCAR has to be gotten ready for it as priority can be shifted to other sector.


Financial factors includes taxation rate, exchange rate, financial performance of that specific company, conditions of labour market, inflation rate etc. Fortunes of the NASCAR and its competitors can be impacted if there is federal government intervention in the marketing and sales sector. NASCAR can utilize capabilities of employees to create new opportunities and enhance existing chances.


Each has different social worths and standards. It helps in understanding concerning society and preference of consumers.


In this case of NASCAR it can be kept in mind that business are heavily investing for research and advancement. NASCAR should likewise work on its media rights policy with Turner Broadcasting System.

Vrio Analysis
Legal plays a crucial function in every nation because every nation has various legal terms and conditions. Quest Foods Asia Pacific And The Crm Initiative Case Study Solution requires to be make sure that they safeguard their legal rights in every county so any business does not hurt to its legal rights.


Ecological elements are also essential for every single organisation. Because normally governments do not allow those service which can damage to environment. These environmental elements consists of laws regarding pollution, climate change, safe garbage disposal, policies concerning insurance and so on. NASCAR needs to make certain that its cars are not creating contamination more than appropriate level.

7 P's of Marketing


The items of Quest Foods Asia Pacific And The Crm Initiative Case Study Analysis in its item portfolio are; racing occasions tickets, racing tracks, sponsor's marketing, media rights, licencing NASCAR brand, approving rules for races and ad-space to business marketers during broadcast of NASCAR races. (Hanlon, 2018).


Pricing technique of NASCAR for its race events tickets is based upon the venue and value of the racing occasions. Together with race occasions tickets, NASCAR also charge different service fees to its stakeholders and makes revenue. For example it charged sanctioning charges of $1-2 million per race typically in 2005.


Advertising strategy of NASCAR is highly based upon its fan base. A strong fan base share its fandom with others and increase the number of audiences for NASCAR races.


NASCAR have its racing tracks in numerous cities in United States. The most important tracks of NASCAR consists of Atlanta Motor Speedway in Georgia, Car Club Speedway in California and Darlington Raceway in South Carolina. It attempts to conduct its races in the majority of the cities in United States to comprehend across the country appeal.


Nestle individuals technique is comprised of supplying better experience to its audiences, its fan base and to all of its stakeholders. Individuals are a crucial element of Quest Foods Asia Pacific And The Crm Initiative Case Study Solution A marketing strategy as its occasions are the source of home entertainment for crowd. Its people technique includes efforts to supply much better experience to its Fans, Race Drivers, Team, Occasion Organizers and so on, all of which come under individuals strategy of NASCAR.


Several company processes are required to carry out racing occasions in an efficient method. These procedures consist of; appropriate schedule of time, plan for spectators, selling tickets, arrangement of space for sponsors, handling logistics and so on. These all processes contribute I constructing NASCAR image, improving spectators experience and increasing fan base.

Physical Evidence.

Essential physical proofs for the NASCAR consists of the presence of its racing tracks, stock automobiles and racing occasions. Along with it, its merchandising brands consisting of tee shirts, caps, goodies and so on, likewise serve as a physical evidence for NASCAR.

Product Life Cycle Assessment.

The racing events by NASCAR was presented on June 19, 1949. At the first stage competition for NASCAR was low, as the rivals drove the vehicles comparable to the vehicles driven by regular people.


After performing its first race effectively the business moved towards developing its own tracks. The very first Quest Foods Asia Pacific And The Crm Initiative Case Study Analysis based track, specifically the Darlington Raceway track, was initiated in 1950 in South Carolina. It was followed by establishment of more raceways consisting of Daytona International Speedway, which was opened in 1959. After the development of racing tracks the business moved towards transmitting its races on tv in 1979. The first event transmitted on tv was flag-to-flag coverage of Daytona.

In 1972, William France Jr., ended up being the president of NASCAR and n about 3 years, he changed NASCAR from a local Sport popular organization into one with international fan base. He started a new era of profitable sponsorships and television contracts for NASCAR.


The maturity duration for NASCAR started with the efforts of William France Jr., with the business having wide range of income sources. The business has about 500 sponsors with relaying its events in about 150 countries. The company has large number of tracks in the majority of the cities of United States.


The decrease in the business's offerings began after 2005 with average attendance rate per race declined by 22% from 2005 to 2010 and television viewership rate declined by 30% from 2005 to 2010. The significant causes of decline consist of the monetary crisis of 2008, which increased the expense of arriving at tracks for audiences due to increasing fuel costs, and the shifting of its fan base towards other sports.

Market Division.

The marketplace division of Quest Foods Asia Pacific And The Crm Initiative Case Study Help can be divided into four segments; Geographic, Demographic, Psychographic and Behavioural. (Dutta, 2018).


The geographical segmentation of Quest Foods Asia Pacific And The Crm Initiative Case Solution is based upon the geographical existence of its tracks in different states and cities in United States, and the television broadcasting of its events in different countries. The business has 23 tracks in about 20 states of America and has tv broadcast through various Medias i.e. TNT, ESPN, ABC and Fox, in about 150 countries.This large geographical segmentation supplies the business regional along with international fan base.


The demographic division of NASCAR is likewise highlydiverse based upon the gender, earnings and age of the consumer. Its current fan base is majorly consisted of male married fans with a typical age of 47 years and an income around $30-50 thousands. Presently NASCAR is attempting to increase its target market to the young growing population and kinds. To increase the demographic sector of its market NASCAR need to modify its marketing methods to attract more age groups and lower its prices to go into in the marketplace segment with a low typical income.( htt1).


The psychological qualities of most of the fans are rather comparable. NASCAR has a fan base with a loyalty. When in a week, NASCAR fans perceive it compulsive to acquire tickets and see the races. 71% of them choose to buy items with a NASCAR brand name. They are quite extrovert and want to join other fans while racing. They desire quality racing with low price at practical location. NASCAR has actually attempted to increase the quality of its racing by introducing phase racing, they also have actually tried to lower costs and make the occasion more convenient by presenting live racing.


Behavioural segmentation of NASCAR is based upon the behaviour of fans in terms of watching the race live on the television or by going in the occasions. Currently, the fans preference is towards watching the race at home on tv rather than going, as the client experience at NASCAR tracks is not beneficial as well as expensive.

Target audience.


One of the prospective target market of NASCAR was Hispanics; the young and growing population of United States. The market segment has excellent prospective for NASCAR as the population was growing at a higher rate and it was expected to end up being thrice after forty years and the sector has increasing wealth rate with about $1 trillion of wealth in 2014.


Kids are likewise among the possible target market section for NASCAR, as they are more linked socially than other groups. Developing fan base amongst kids can provide a possible increase in the number of fans for racing due to their connection. Kids spend most of their times in playing and utilizing smart devices video games. Car racing video games developed by Quest Foods Asia Pacific And The Crm Initiative Case Study Analysis can be a prospective source of getting attention of kids towards NASCAR track racing. NASCAR's digital functions related to kids are not capable of getting the attention. NASCAR requires more attention towards customizing and improving its digital features to bring in the kids target market.

Generation Y.
Generation Y target market includes those who spent five times more resources on discretionary expenses i.e. acquiring tickets for racing events, than others. This big expenditure makes the sector capacity for NASCAR marketing method of increasing its fan base. The marketplace section is likewise easy to method as 81% of the Y Generation consumer utilizes Facebook the use and every day is twice of using tv and radio. The market section views sports as an affair, instead of adherence to sport. The market section considers NASCAR as an organization lacking in creating a multiculturalism environment. Quest Foods Asia Pacific And The Crm Initiative Case Study Analysis ought to take numerous steps to improve the experience of Generation Y consumers in its occasions.

5 C's of Marketing

5 C's of marketing helps in taking decisions concerning marketing. These 5 C's requirements to be analysed properly for taking any marketing choice. These 5 C's represent Climate, Company, Collaborators, Rivals and customers.


It needs to make PESTLE analysis in order to comprehend environment or context in which NASCAR is working. PESTLE means political, economic, social, technical, legal and ecological and is specified above.


Quest Foods Asia Pacific And The Crm Initiative Case Study Solution is a vehicle racing company with having USP of high quality car racing with an international structure. Its sector is sports group and events.


Collaborations consists of distributors, suppliers and alliances of Quest Foods Asia Pacific And The Crm Initiative Case Study Solution. It is worked together with different racing teams which are participating in racing. It also worked together with Turners Sport for digital rights. NASCAR used to get pay check of around $15 million each year from Turner Sports. There are number of cons behind this offer. NASCAR had to get approval from Turner Sport if it desire to produce its Facebook page, twitter account or even mobile application. Turner Sport also had rights of every single video which is shoot throughout race at track.


The customer of Quest Foods Asia Pacific And The Crm Initiative Case Study Help are its viewers. They target customers with having age of 15-60 years. Fan base of NASCAR consisted of married males with a typical age of 47, which passes their fandom to their youngsters and create generational loyalty.


The direct competitors of NASCAR are Solution 1 and Moto GP. Teams generally represents sponsors in NASCAR and the medium of advertising is motorists. It can be stated that motorists and race automobiles are rivals. These motorists can go against Quest Foods Asia Pacific And The Crm Initiative Case Study Analysis if they improved chance in regards to rewards and television exposure.

Marketing Techniques.

1. Establishing and Keeping Facebook Page.
One of the possible target markets segments for NASCAR is Hispanics which is the growing population segment of U.S.A. but sadly NASCAR had been not able to attract the this targeted sector. It should develop a Facebook page consisting of the information concerning the races and the locations of tracks to make the consumer helpful about the core operations of NASCAR.
2. Establishing and Updating Accounts of Key Drivers.
Quest Foods Asia Pacific And The Crm Initiative Case Study Help drivers has a low star power as compare to players of other sports. The poor contacts with fans result in less attraction of viewers towards the racers and a low star power. Star power is an important aspect for bring in viewers towards tracks and towards tv.
3. Developing New Games and improving existing video games for kids.
In order to attract these kids, NASCARA ought to enhance its present racing games by introducing modification in the cars i.e. altering colours, selection of speed, presenting group racing in the video game, using better graphics related to the racing tracks and introducing numerous levels in the video game. All these modifications in the existing video game would provide better experience to kids.
Together with it, NASCAR needs to likewise construct brand-new video games related to racing like kids racing with kids characters as chauffeurs, animation racing with racing between various animation characters with a choice of picking the favourite cartoon character for the kids. These techniques would enable the business to attract one of its possible target sectors.
4. Presenting multiculturalism at events.
NASCAR events are made up of fans with very couple of cultural variety, due to expense of arrival in events, making it unappealing for the customers viewing sport occasions as social events i.e. Generation Y clients. As the Generation Y customers are a prospective target market for NASCAR, therefore the company ought to take particular measures to attract this prospective target market.
5. Improving Client Experience at Tracks.
Quest Foods Asia Pacific And The Crm Initiative Case Study Help should deal with facilities and features at tracks due to the fact that on the race day viewers got dissatisfied. Due to the fact that in very same industry other companies are providing better services than NASCAR, viewers have numerous expectations from Quest Foods Asia Pacific And The Crm Initiative Case Study Help. Then its fans might moved to its rivals, if NASCAR don't work on this problem. According to fans there were not adequate centers were offered as compare to other sports providers. NASCAR needs to make sure that it provide appropriate centers that includes cleaned bathrooms, comfortable seating arrangement. They should likewise provide WIFI services and accessibility of charge card throughout that track. It needs to be also make sure that there are enough jumbo turns positioned at all required locations. There should be likewise food stalls that supply quality food to audiences. In this way viewers will be having enjoyable experience at the day of occasion. (See Appendix B).

Marketing Budget

Marketing budget plan made on the basis of the above methods for the duration of 5 years from 2011 to 2015, shows the cost related data for the marketing methods. (See Appendix B). It can be seen that technique 5 of enhancing customer experience at tracks would require greatest initial investment and cost and technique 4 of presenting multiculturalism will require lowest preliminary investment with lowest even more annually cost. The company must prioritize the resource allowance on these strategies on the basis of its available resources and the potential benefits which the method would offer.
NOTE: The values about expense are assumed on rational basis due the absence of figures and truths associated with cost in the event study. Inflation rate of United States is presumed to be 10%.

On the basis of deep analysis of the internal and external elements of Quest Foods Asia Pacific And The Crm Initiative Case Study Solution triggering the decline of television viewership rate and participation rate at tracks, the above marketing methods are advised to NASCAR to increase its fan base in long run. These techniques would cope with internal aspects like bad consumer experience at tracks, inadequate social networks marketing, incapable digital medias like games, absence of culturalisms at tracks and so on, in addition to with external factors like shifting of fans towards other sports, demographical modifications in America and altering domesticity styles.