Intro to mktg_itm_sept-2012_session-3

NANDA KISHORE SETHURAMANITM SEPTEMBER 2012

Introduction to MarketingWeek 3

Agenda

Promotion and Advertising Promotional activities Trade shows, sponsorship,

trade-fairs, contests, coupon programme, community projects

Advertising TV, radio, trade magazines,

direct mailing, billboards, packaging, internet

Public Relations Relationships with media,

customer’s community, public speaking, research

Personal Selling B2B and B2C

Marketing Accessories Brochures, newsletters,

fliers, give-aways

Pricing and Distribution Cost based pricing Value based pricing Premium pricing Discount / promotional

pricing Price Skimming Psychological pricing Geographic pricing Product line pricing

Promotion & Advertising

Learning Goals

Discuss how integrated marketing communications relates to a firm’s overall promotion strategy.

Explain promotional mix and outline the objectives of promotion.

Summarize the different types of advertising and advertising media.

Outline the roles of sales promotion, personal selling, and public relations.

Describe pushing and pulling promotional strategies.Discuss the major ethical issues involved in

promotion.

Promotions – What is it?

Promotion is the function of informing, persuading, and influencing a purchase decision.

Integrated marketing communications (IMC) Coordination of all promotional activities—media advertising, direct mail, personal selling, sales promotion, and public relations—to produce a unified customer-focused message.

Integrated Marketing Communications

Must take a broad view and plan for all form of customer contact.

Create unified personality and message for the good, service, or brand.

Elements include personal selling, advertising, sales promotion, publicity, and public relations.

Promotional Mix

Promotional mix Combination of personal and nonpersonal selling techniques designed to achieve promotional objectives. Personal selling Interpersonal promotional process

involving a seller’s face-to-face presentation to a prospective buyer.

Nonpersonal selling Advertising, sales promotion, direct marketing, and public relations.

Components of Promotional Mix

Objectives of Promotional Strategy

Objectives of Promotional Strategy

Providing Information Major portion of advertising provides information about a

product.Differentiating a Product

Communicate to buyers meaningful distinctions about the attributes, price, quality, or use of a good or service.

Increasing Sales Most common objective of a promotional strategy.

Stabilizing Sales Stable sales evens out the production cycle, reduces some

management and production costs, and simplifies financial, purchasing, and marketing planning.

Accentuating the Product’s Value Explaining hidden benefits of ownership.

Promotional Planning

Product placement Marketers pay placement fees to have their products showcased in various media, ranging from newspapers and magazines to television and movies.

Guerilla marketing Innovative, low-cost marketing efforts designed to get consumers’ attention in unusual ways.

Advertising

Advertising Paid nonpersonal communication delivered through various media and designed to inform, persuade, or remind members of a particular audience.

Consumers receive 3,500 to 5,000 marketing messages each day.

Types of Advertising Product advertising Messages designed to sell a particular good or

service. Institutional advertising – Messages that promote concepts, ideas,

philosophies, or goodwill for industries, companies, organizations, or government entities.

Cause advertising – Form of institutional messaging that promotes a specific viewpoint on a public issue as a way to influence public opinion and the legislative process

Advertising and the Product Life Cycle

Informative advertising – Used to build initial demand for a product in the introductory phase of the product life cycle.

Persuasive advertising – Attempts to improve the competitive status of a product, institution, or concept, usually in the growth and maturity stages of the product life cycle. Comparative advertising – Compares products directly with their

competitors either by name or by inference.

Reminder-oriented advertising – Appears in the late maturity or decline stages of the product life cycle to maintain awareness of the importance and usefulness of a product.


Attract Attention

Convince

EntertainRemind

Brand Risk

Invo

lvem

ent

High

Hig

hLo

w

Low

•Only few brands available in its space• Promiscuous users• The job of Advertising is to ‘ENTERTAIN’• Marketing Paradigm: FEEL / DO / FEEL

•High involvement / High Risk• Can’t afford to make mistakes• Includes existing users also• Ex: Durables / Hospitals• The job of Advertising is to ‘CONVINCE’• Marketing Paradigm: LEARN / FEEL / DO

•Commoditised Brands• Predominantly speaking to ‘Own Past Users• The job of Advertising is to ‘REMIND’• Marketing Paradigm: DO / FEEL / DO

•Commoditised Brands• Experienced by ‘New Brands’ entering an existing market• Talks predominantly to ‘New users’ only• The job of Advertising is to ‘ATTRACT ATTENTION’• Marketing Paradigm: LEARN / DO / FEEL


Vehicles

Television Largest reach Large variety of channels

with varied interests Expensive

Newspapers Short life span Possibility to localize Easy to coordinate with other

promotional efforts. Radio

Latest entrant (after a hiatus) Car commuters – captive

audience Magazines

Including Consumer publications and trade journals.

Direct Mail High per person cost, but can

be carefully targeted and highly effective.

Outdoor Advertising Requires brief messages.

Online and Interactive Advertising Experts predict sales from

online advertising will double in 2012.

Virals – Kolaveridi? Low cost Sometimes Intrusive

More Vehicles…

Sponsorship Providing funds for a sporting or cultural event in

exchange for a direct association with the event. Benefits: Exposure to target audience and association

with image of the event.

Other Media Options Marketers look for novel ways to reach customers. Examples: infomercials, ATM receipts, directory

advertising

SALES PROMOTION

Sales promotion Nonpersonal marketing activities other than advertising, personal selling, and public relations that stimulate consumer purchasing and dealer effectiveness.

Consumer-Oriented Promotions

Premiums, Coupons, Rebates, Samples Two of every five promotion dollars are spent on premiums,

items given free or at reduced price with the purchase of another product.

Coupons attract new customers but focus on price rather than brand loyalty.

Rebates increase purchase rates, promote multiple purchases, and reward product users.

Three of every four consumers who receive a sample will try itGames, Contest, and Sweepstakes

Often used to introduce new goods and attract new customers.

Subject to legal restrictions.Specialty Advertising

Gift of useful merchandise carrying the name, logo, or slogan of an organization.

Trade-Oriented Promotions

Sales promotion geared to marketing intermediaries rather than to consumers. Encourage retailers in several ways:

To stock new products. To continue carrying existing ones. To promote both new and existing products effectively to

consumers. Point-of-purchase (POP) advertising Displays or

demonstrations that promote products when and where consumers buy them, such as in retail stores.

Promote goods and services at trade shows

PERSONAL SELLING

A person-to-person promotional presentation to a potential buyer.

Usually used under four conditions: Customers are relatively few in number and

geographically concentrated. The product is technically complex, involves trade-ins,

and requires special handling. The product carries a relatively high price. It moves through direct-distribution channels.

Example: Selling to the government or military.

The Sales Process

Public Relations

Public organization’s communications and relationships with its various audience. Helps a firm establish awareness of goods and

services and builds a positive image of them.

Publicity Publicity Stimulation of demand for a good, service,

place, idea, person, or organization by disseminating news or obtaining favorable unpaid media presentations.

Good publicity can promote a firm’s positive image Negative publicity can cause problems.

PROMOTIONAL STRATEGY

Pushing and Pulling Strategies Pushing strategy Relies on personal selling to market

an item to wholesalers and retailers in a company’s distribution channels. Companies promote the product to members of the

marketing channel, not to end users. Pulling strategy Promote a product by generating

consumer demand for it, primarily through advertising and sales promotion appeals. Potential buyers will request that their suppliers—

retailers or local distributors—carry the product, thereby pulling it through the distribution channel.

Most marketing situations require combinations of pushing and pulling strategies, although the primary emphasis can vary.

Pricing Strategies

Learning Goals

1. Identify and define the internal factors affecting a firm’s pricing decisions

2. Identify and define the external factors affecting pricing decisions, including the impact of consumer perceptions of price and value

3. Contrast the three general approaches to setting prices

Definition

Price The amount of money charged for a product or

service, or the sum of the values that consumers exchange for the benefits of having or using the product or service.

RentFeeRateCommissionAssessment

TuitionFareTollPremiumRetainer

• BribeBribe

• SalarySalary

• WageWage

• InterestInterest

• TaxTax

Factors in Setting Price

Factors to Consider When Setting Price

Marketing objectivesMarketing mix

strategiesCostsOrganizational

considerations

Market positioning influences pricing strategy

Other pricing objectives: Survival Current profit

maximization Market share leadership Product quality

leadership

Internal Factors




considerations

Pricing must be carefully coordinated with the other marketing mix elements

Target costing is often used to support product positioning strategies based on price

Non-price positioning can also be used

Internal Factors




considerations

Types of costs: Variable Fixed Total costs

How costs vary at different production levels will influence price setting

Experience (learning) curve affects price

Internal Factors




considerations

Who sets the price? Small companies: CEO

or top management Large companies:

Divisional or product line managers

Price negotiation is common in industrial settings where pricing departments may be created

Internal Factors


Nature of market and demand

Competitors’ costs, prices, and offers

Other environmental elements

Types of markets Pure competition Monopolistic competition Oligopolistic competition Pure monopoly

Consumer perceptions of price and value

Price-demand relationship Demand curve Price elasticity of demand

External Factors





Consider competitors’ costs, prices, and possible reactions

Pricing strategy influences the nature of competition Low-price low-margin

strategies inhibit competition

High-price high-margin strategies attract competition

Benchmarking costs against the competition is recommended

External Factors





Economic conditions Affect production costs Affect buyer perceptions

of price and value Reseller reactions to

prices must be considered Government may restrict

or limit pricing options Social considerations may

be taken into account

External Factors

General Pricing Approaches

Cost-Based Pricing: Cost-Plus Pricing Adding a standard markup to cost Ignores demand and competition Popular pricing technique because:

It simplifies the pricing process Price competition may be minimized It is perceived as more fair to both buyers and sellers

Cost-Based Pricing Example

- Variable costs: Rs.20 - Fixed costs: Rs.500,000- Expected sales: 100,000 units - Desired Sales Markup:

20%

Variable Cost + Fixed Costs/Unit Sales = Unit CostRs.20 + Rs.500,000/100,000 = Rs.25 per unit

Unit Cost/(1 – Desired Return on Sales) = Markup PriceRs.25 / (1 - .20) = Rs.31.25



Cost-Based Pricing: Break-Even Analysis and Target Profit Pricing Break-even charts show total cost and total

revenues at different levels of unit volume. The intersection of the total revenue and total

cost curves is the break-even point. Companies wishing to make a profit must exceed

the break-even unit volume.

Breakeven Analysis

Breakeven analysis Pricing technique used to determine the minimum sales volume a product must generate at a certain price level to cover all costs.

Finding the Breakeven Point


Value-Based Pricing: Uses buyers’ perceptions of value rather than

seller’s costs to set price. Measuring perceived value can be difficult. Consumer attitudes toward price and quality

have shifted during the last decade. Value pricing at the retail level

Everyday low pricing (EDLP) vs. high-low pricing


Competition-Based Pricing: Also called going-rate pricing May price at the same level, above, or below the

competition Bidding for jobs is another variation of competition-

based pricing Sealed bid pricing

Number of flash drives/memory sticks demanded

Price p

er flash d

rive/mem

ory stick

Equilibrium Price: Supply = Demand

measure of the sensitivity of demand to changes in prices

not price sensitive

no real change in demand

Inelastic Demand

Q2 Q1 Quantity

PP11

PP22

ElectricityPri

ce

price sensitive - changes in demand

Elastic Demand

QQ22 Quantity

PP11

PP22

Recreational Vehicles

Q1P

rice

Elasticity of Demand

INTRODUCTION GROWTH MATURITY DECLINEMarketing strategy Market development Increase market Defend market Maintain efficiency inemphasis share share exploiting product

Pricing High price, unique Lower price Price at or below Set price to remain

strategy product / cover over time competition profitable or reduceproduction costs to liquidate

Promotion Mount sales Appeal to Emphasize Reinforce loyal Strategy promotion for mass market brand differences, customers; reduce

product awareness benefits & loyalty promotion costs

Place strategy Distribute through Build intensive Enlarge Be selective in selective outlets network of distribution distribution, trim

outlets network unprofitable outlets

Marketing Strategy Over the Product Life Cycle

Pricing Existing Products/Services - 3 options Pricing below market prices - Price wars

EX: airlines, store brand vs. manufacturer’s brand Dumping

Pricing above prevailing market prices for similar products EX: Sony – higher price = higher quality?

Pricing at or near market prices

Alternative Pricing Strategies

Penetration Low price establish

product in the market Elastic demand;

Predatory pricing Skimming

High price; unique product; appeal to early adopters; Prestige pricing

Recovering high R&D costs

Combination Move inventory; stimulate

D; extend product life

PRICE

PRICE

PRICE

Skimming > Penetration

Penetration Price Strategy

Skimming Price Strategy

Alternative Pricing Strategies

Applies to large markets with Applies to large markets with elastic demand, economies of elastic demand, economies of scale, intense competitionscale, intense competition

Penetration Pricing

Pricing of iPhones

Market Skimming

Applies to new, distinctive Applies to new, distinctive products, early in the PLCproducts, early in the PLC

Pricing Tactics

Price Lining Setting a limited number of prices for certain categories of

products

Psychological Pricing Pricing to take advantage of the fact that consumers do not

always respond rationally to stated prices

Discounting Price reductions offered as an incentive to purchase

High tech Pricing: giving it away!

Captive Product Pricing

Gillette Fusion Manual Razor

Gillette Fusion Manual Razorwith cartridges

Discount / allowance SegmentedPsychologicalPromotionalInternational

Types of discounts Cash discount Quantity discount Seasonal discount

Allowances Trade-in allowances Promotional allowances

StrategiesStrategies

52

Price Adjustment Strategies

53

Seasonal Discounts

Bundling

55

(Mixed) Bundling


Types of segmented pricing strategies: Product-line pricing Location pricing Time pricing

Also called revenue or yield management

Certain conditions must exist for segmented pricing to be effective



Market must be “segmentable” Segments must show different demand Pricing must be legal Costs of segmentation cannot exceed revenues earned Segmented pricing must reflect real differences in

customers’ perceived value

Segmented Pricing Effectiveness

58

High Quality

Low Quality

Toyota Corolla Altis

Toyota Camry W1

Pricing a Product Line

TimeTime Pricing Pricing


The price is used to say something about the product. Price-quality relationship Reference prices Differences as small as

Re.1 can be important Numeric digits may have

symbolic and visual qualities that psychologically influence the buyer



Psychological

PricingPricing

Mercs can actually be more important

to many people than their spouses. That is a price they are willing to pay.

Luxury Car!

Psychological Pricing


Temporarily pricing products below the list price or even below cost Contracts, Special-

event pricing Cash rebates Low-interest financing,

warranties Loss leaders



64

Promotional Cellphone Promotional Cellphone PricingPricing

PPRROOMMOOTTIIOONNAALL

PPRRIICCIINNGG

No Promotional Pricing


Prices charged in a specific country depend on many factors Economic conditions Competitive situation Laws / regulations Distribution system Consumer perceptions Corporate marketing

objectives Cost considerations


66


IndiaIndia USAUSA

Price Transparency

Select the appropriate pricing strategy. Explain your choice.

Wal-Mart launches a new range of own-label soups.

Cunard launches two new cruise ships.

A cable TV provider moves into a new area and needs to achieve a market share.

Holiday Inns try to fill hotels during winter weekends.

Burger King introduces a new range of value meals.

Nokia launches a new videophone.

What is the need for a Marketing Channel?

Many producers lack the financial resources to carry out direct marketing

In some cases direct marketing simply is not feasible

Producers who do establish their own channels can often earn a greater return by increasing their investment in their main business

Role of Intermediaries

Greater efficiency in making goods available to target markets.

Intermediaries provide Contacts Experience Specialization Scale of operation

Match supply and demand

What does a channel do?

Key functions include: Gather information about potential and current

customers, competitors, and others Develop and disseminate persuasive communications

to stimulate purchasing Reach agreements on price and other terms so that

transfer of ownership or possession can be effected Place orders with manufacturers Acquire funds to finance inventories at different levels in

the marketing channel Assume risk connected with carrying out channel work Provide for the successive storage and movement of

physical products Oversee actual transfer of ownership from one

organization or person to another

What does a channel do?

Breaking bulkReduce number of transactions and create

bulk for transportAccessibility to marketsProvide specialist support service

M

M

M C

C

C

M

M

M

C

C

C

I

Channel intermediaries - Wholesalers

Break down ‘bulk’ buys from producers and sell small quantities to

retailers

Provides storage facilities reduces contact cost between producer and

consumer

Wholesaler takes some of the marketing responsibility e.g sales force, promotions

Wholesaling

Selling and promotingBuying and assortment buildingBulk breakingWarehousingTransportationFinancingRisk bearingMarket informationManagement services and counseling

Wholesaler Marketing Decisions

Target MarketProduct Assortment and ServicesPrice DecisionPromotion DecisionPlace Decision

Channel intermediaries - Agents

Mainly used in international marketsCommission agent - does not take title of the

goods. Secures orders.Stockist agent - hold ‘consignment’ stockControl is difficult due to cultural differencesTraining, motivation, etc are expensive

Channel intermediaries - Retailer

Much stronger personal relationship with the consumer

Hold a variety of productsOffer consumers creditPromote and merchandise productsPrice the final productBuild retailer ‘brand’ in the high street

Types of Retailers

Specialty Store: Narrow product line with a deep assortment.

Department Store Several product lines with each line operated as a separate department

Supermarket Relatively large, low-cost, low-margin, high volume, selfservice operation

Convenience Store Relatively small store located near residential area

Nonstore retailing Categories of nonstore retailing

Direct selling Direct marketing

Telemarketing Television direct-response marketing Electronic shopping

Automatic vending Buying service

Corporate Retailing

Retailing

Marketing DecisionsTarget MarketProduct Assortment and Procurement

Breadth Depth

Product-differentiation Strategy Possibilities Feature exclusive national brands that are not available at

competing retailers Feature mostly private branded merchandise Feature blockbuster distinctive merchandise events Feature surprise or ever-changing merchandise Feature the latest or newest merchandise first Offer merchandise customizing services Offer a highly targeted assortment

Channel intermediaries - Internet

Sell to a geographically disperse marketAble to target and focus on specific

segmentsRelatively low set-up costsUse of e-commerce technology (for

payment, shopping software, etc)Paradigm shift in commerce and

consumption

Six basic channel decisions

Direct or indirect channelsSingle or multiple channelsLength of channelTypes of intermediariesNumber of intermediaries at each levelWhich intermediaries? Avoid intrachannel

conflict

Marketing Flows in the Channel

Channel-Design Decisions

Analyzing Consumer Service NeedsAnalyzing Consumer Service Needs

Setting Channel Objectives & Constraints Setting Channel Objectives & Constraints

ExclusiveDistributionExclusive

DistributionSelective

DistributionSelective

DistributionIntensive

DistributionIntensive

Distribution

Identifying Major AlternativesIdentifying Major Alternatives

Evaluating the Major AlternativesEvaluating the Major Alternatives

The Value-Adds versus Costs of Different Channels

Channel Strategy

•Market factors•Buyer behavior, geographical concentration of customers

•Producer factors•Available resources product mix offered

•Product factors•Product size, bulky or difficult to handle?

•Competitive factors•Competitor’s control over traditional distribution channels)

•Intensive distribution•use of all available markets (e.g. cigarettes)

•Selective distribution•use of a limited number of outlets in a geographical area (e.g. computers)

•Exclusive distribution•only one intermediary is used in a geographic area (e.g. cars sold by only one dealer in each town)

•Conventional channels•Independence of channel members, little or no control (e.g. pricing, brand image)

•Franchise operation•Legal contract in which producer and channel intermediaries agree each a member’s rights and obligations

•Channel ownership•By purchasing retail outlets, producers control their purchasing, production and marketing activities

CHANNEL MANAGEMENT

Channel Behavior and Conflict

The channel will be most effective when: Each member is assigned tasks it can do best. All members cooperate to attain overall channel goals

and satisfy the target market.

Focus on individual goals leads to conflict Horizontal Conflict occurs among firms at the same

level of the channel. Vertical Conflict occurs between different levels of the

same channel.

Channel Management Decisions

SelectingSelecting

MotivatingMotivating

EvaluatingEvaluating

FE

ED

BA

CK

Logistics

Involves entire supply chainIncreasing importance of logistics

Effective logistics is becoming a key to winning and keeping customers

Logistics is a major cost element for most companies The explosion in product variety has created a need

for improved logistics management Information technology has created opportunities for

major gains in distribution efficiency

Goals of Logistics system

Provide a Targeted Level of Customer Service at the Least Cost.

Maximize Profits, Not Sales.

Higher Distribution Costs/ Higher Customer Service Levels

Lower Distribution Costs/ Lower Customer Service Levels

Logistics Functions

Order ProcessingWarehousingInventory ManagementTransportationDesign system to minimize costs of attaining

objectives

Transportation Modes

RailNation’s largest carrier, cost-effective for shipping bulk products, piggyback

RailNation’s largest carrier, cost-effective for shipping bulk products, piggyback

TruckFlexible in routing & time schedules, efficient

for short-hauls of high value goods

TruckFlexible in routing & time schedules, efficient

for short-hauls of high value goods

WaterLow cost for shipping bulky, low-value

goods, slowest form

WaterLow cost for shipping bulky, low-value

goods, slowest form

PipelineShip petroleum, natural gas, and chemicals

from sources to markets

PipelineShip petroleum, natural gas, and chemicals

from sources to markets

AirHigh cost, ideal when speed is needed or to

ship high-value, low-bulk items

AirHigh cost, ideal when speed is needed or to

ship high-value, low-bulk items

Selection consideration

Market segment - must know the specific segment and target customer

Changes during plc - different channels are exploited at various stages of plc

Producer-distributor fit - their policies, strategies and image

Qualification assessment - experience and track record must be established

Distributor training and support

End of Day 3

Business

Intro to mktg_itm_sept-2012_session-3