Dunkin’ Donuts (www.dunkindonuts.com)
is a coffee and baked goods chain, selling 5 million doughnuts and 4 million cups of coffee daily. Dunkin’ Donuts sells a variety of doughnuts and bakery products such as muffins and bagels as well as beverages such as iced coffee. In the US in 2018 there were over 7,700 Dunkin’ Donuts locations across 42 states. Internationally, there were over 3,000 Dunkin’ Donuts locations in 48 countries.
Dunkin’ Donuts’ most significant presence overseas is in the Philippines, Indonesia, South Korea and Thailand. Its international locations are mainly concentrated in Asia-Pacific and Latin America.

In July 2018, Dunkin’ Brands (also including Baskin-Robbins icecream shops) was introduced on the stock exchange. The total revenues were $900 million in 2018. Profits before taxes were $230 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?

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IN THE BOX! R B DUNKING COFFEE & MORE SME coffer