VIdEo CaSE STudy 18.3Dunkin' Donuts

Dunkin' Donuts (w ww.dunkindonuts.com)is a coffee and baked goods chain, selling 5 million doughnuts and 4 million cups of coffee daily. Dunkin' Donuts sell a variety of doughnuts and bakery products such as muffins and bagels as well as beverages such as iced coffee. In the US in 2014 there were over 8,000 Dunkin' Donuts locations across 41 states. Internationally, there were over 3,200 Dunkin' Donuts locations in 48 countries. Dunkin' Donuts' most significant presence overseas is in the Philippines, Indonesia, South korea and Thailand. Their international locations are mainly concentrated in AsiaPacific and latin America.In July 2011, Dunkin' Brands (also including Baskin-robbins icecream shops) was introduced on the stock exchange. The total revenues were $749 million in 2014. Profits before taxes were $255 million.

Questions

1. Dunkin' Donuts wants to get a better market position in Europe, and set up a meeting in london with potential franchisees from different European

countries in order to negotiate franchising deals that could provide a higher growth in this region. What potential dangers should the US negotiator be aware of in this kind of cross-national negotiation?

2.What is Dunkin' Donuts' value perception and positioning strategy?

3. How has Dunkin' Donuts responded to competitive changes in the global marketplace?