Tato diplomová práce se zabývá kritickou analýzou možnosti importu a následné marketingové strategie importu Bulharského produktu Kiselo Mlyako danou společností na trh České Republiky. Cílem práce je zjistit, jestli je tento produkt vhodný pro daný trh a jestli je tento strategický tah úspěšný. V práci jsou popsány informace důležité k provedení praktické části práce, která obsahuje analýzu trhu i společnosti, která by daný strategický návrh provedla. Práce dále obsahuje souhrn informací, které byly z jednotlivých analýz zjištěny a doporučení, které by společnost měla podstoupit. V poslední řadě je vytvořený stručný finanční plán.

The aim of thesis was to analyze the South Bohemian organic dairy production and distribution of organic milk. The thesis focuses on farm production, distribution channels and the application of the regional market. Through the processing of data from the database of the Institute of Agriculture Economics and Information and a questionnaire survey conducted at the level of organic farmers farming in the South Bohemian Region with a valid certificate for the milk production was assessed the development and the current market situation of organic milk production in the South Bohemian Region.

Companies in commoditised marketplaces such as the fresh milk market in the Western Cape are seeking ways to improve sales and increase their market shares relative to the competition. This study explored differentiation as a viable competitive strategy in the Western Cape fresh milk market to increase market share and drive brand preference. Using telephonic interviews to administer a structured questionnaire to a randomly selected sample of 300 respondents, the study undertook to identify Western Cape milk consumers’ procurement behaviour, the attributes that consumers look for when selecting fresh milk and their selection criteria when choosing between fresh milk brands. The study found that nine attributes influenced the consumer’s choice of fresh milk brand, with price, consistency of taste, consistency of colour and expiry date being the most important. Brand attributes such as the company image, environmental concerns, company location, animal welfare and packaging played a less prominent role, but were also considered by consumers when selecting a brand of fresh milk. The study concluded that while price was the overriding decision-making variable, a differentiation strategy based on the nine identified attributes, or a subset thereof, will influence consumer procurement behaviour and potentially sway consumer preference. The study contributes to the existing body of knowledge on differentiation as a competitive strategy and specifically applies it to the Western Cape fresh milk market. / Marketing and Retail / M. Com. (Marketing and Retail Management)