CORRECT: 3rd UPDATE: Green Mountain To Sell Starbucks For Keurig System
March 10 2011 - 12:18PM
Dow Jones News
Starbucks Corp.'s (SBUX) single-serve coffee agreement with
Green Mountain Coffee Roasters Inc. (GMCR) doesn't rule out the
possibility that the coffee giant will one-day debut its own
single-cup brewer.
Green Mountain announced its agreement Thursday to sell
Starbucks coffee and Tazo tea brands for its Keurig Single-Cup
brewing system starting this fall.
"This is just one piece of the bigger single-serve puzzle for
Starbucks," a spokesman said, though shares of Green Mountain
soared 36% this morning and Starbucks' stock saw a 8% bump in
recent trading.
The agreement is a multi-year agreement, but it has a definitive
end date, unlike Starbucks' previous single-serve coffee
distribution deal with Kraft Foods (KFT), which ended in messy
court battles.
In about 18 months, several of Green Mountain's patents on the
K-cup technology will expire, presenting the possibility that any
manufacturer could create and sell K-cups, without signing a
contract with Green Mountain.
Starbucks' Chief Executive Howard Schultz said in a memo last
month that while Green Mountain is the clear leader in the
single-serve industry now, there are "no demonstrated long-term
winners related to any format, geography or machine," and that
"patents alone do not determine market winners."
In the memo, Schultz also indicated that Starbucks foresees the
industry leader in the U.S. as one with an "open system," which
means the technology to produce the singe-serve cups is available
to any company; a potential situation for Green Mountain when, and
if, its patents expire.
The agreement also seems to favor Starbucks in that it's
one-sided in its exclusivity.
Green Mountain has agreed to make Starbucks its only
"super-premium" brand for Keurig, while Starbucks is free to sign
single-serve distribution deals with whomever it wants. And it
already has, with Courtesy Products hotels for up to 500,000 hotel
rooms.
But that doesn't mean Green Mountain won't keep signing deals
with less-pricey coffee brands.
Two weeks ago, Green Mountain agreed to sell coffee from
Starbucks' rival, Dunkin' Donuts and already has a licensing
agreement with JM Smucker Co.'s (SJM) Folgers coffee brand.
Green Mountain sold 2.9 billion Keurig cup portion packs in
2010, up 75% year-over-year. With this new agreement, it's "poised
to drive further adoption" of Keurig brewers, R.W. Baird analyst
David Tarantino says in a note.
Starbucks' partnership with Green Mountain strengthens its
presence in the nearly $2 billion single-cup coffee market, which
the coffee giant entered last year with the launch of VIA Ready
Brew.
It's a reasonable assumption that Starbucks could receive gross
profit of 5 cents or more per Starbucks brand Keurig cup sold,
Tarantino says.
Over 25% of current Keurig users would be "very likely" to use
Starbucks as their premium brand of single-serve, says Morgan
Stanley analyst John Glass in a note. "This move leaves an upside
opportunity for Starbucks to expand the single-serve market
further," he says.
Starbucks' grand entry into the single-serve coffee market is
another step along the way to broaden its horizons in the consumer
packaged-goods market. Earlier this week, Starbucks unveiled its
new logo, which eliminates the words "Starbucks Coffee" on new
coffee cups and sleeves. It also launched new food products for
cafes this week and is testing wine bars at a few stores on the
West Coast.
The coffee giant wasted no time making its "bold entry" into the
space, considering its distribution deal with Kraft just expired
March 1 after 12 years together. Kraft fought, requesting Starbucks
pay damages for the severed relationship, a cost analysts at point
estimated at $1 billion.
Kraft, now left without its top premium single serve brand, said
in a statement it's committed to competing in all coffee segments,
including premium and on-demand. "Our future plans are as robust as
our coffee products, and we are focused on making Tassimo as
successful as possible," the statement said.
Another company the deal doesn't bode well for is rival Peet's
Coffee & Tea Inc. (PEET). Janney Capital Markets said the
opportunity for Peet's to now team up with Green Mountain for
Keurig licensing is now all but gone. Shares of Peet's fell 13% to
$42.02. Through Wednesday's close, the stock had risen 20% the past
year.
Starbucks' agreement with Green Mountain provides for the
manufacturing, marketing and selling of Starbucks and Tazo-branded
K-Cup portion packs throughout the U.S. and Canada.
Starbucks brand Keurig single-cup portions and Keurig brewers
are expected to be sold in Starbucks stores and through Green
Mountain's and Starbucks' websites beginning in 2012.
-By Corrie Driebusch, Dow Jones Newswires; 212-416-2143;
corrie.driebusch@dowjones.com
-Melodie Warner contributed to this article.
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