Page 1

Marketing Strategy

8

Page 2

Marketing Strategy

Leading Case : 1865

18 65

18 65

1865()

1865

(San Pedro)

1865

1865

Page 3

Marketing Strategy

, ,

Leading Case : 1865

Winery

(Chateau Mouton Rothschild)

(Chateau Margaux)

(Chateau Latour)

(Saint-Emillion)

(Beaujolais)

(Pauillac)

(Kendall-Jackson)

(Robert Mondavi)

(Gaja)

500 (, , )

500 (, , ,

, )

1865 (threshold)'

Page 4

Marketing Strategy

Leading Case : 1865

(Storytelling) (Targeting)

18 65

1865:

1998

US

2003

(brand architecture)

(product brand strategy)

Page 5

Marketing Strategy

Leading Case : 1865

1865

Selling Point

(Quality-Price Ratio)

(Single Vineyard)

Chateau

()

2000

Page 6

Marketing Strategy

Leading Case : 1865

3 10 5 2003 1865 5~6 1865 2007 1 APEC 2007

Page 7

Marketing Strategy

Leading Case : 1865

:,, :

,

,

-

-

1865

-

:1865

Page 8

Marketing Strategy

Expert in battle would first make himself invincible and then wait for the enemy to expose his vulnerability. Therefore the expert in battle can make himself invincible, but cannot guarantee for certain the vulnerability of the enemy.

Victory can be anticipated

But it cannot be forced

, , ,

, , .

.., .

Page 9

Marketing Strategy

8

II. ?

I. ?

III.

IV.

V.

Page 10

Marketing Strategy

1. ?

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, (AMA )

,

,

: , ,

,

: , ,

,

Page 11

Marketing Strategy

(, , ,

) .

2. ?

Page 12

Marketing Strategy

Just do it

;

Michael Jordan, Andre Agassi,

Charles Barkely,

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, ;

,

Swoosh

2. ?

Page 13

Marketing Strategy

3.

1.

2.

3.

.

)

Page 14

Marketing Strategy

3.

1.

2.

,

Everyday low price

Page 15

Marketing Strategy

3.

1. -

e.g., ,

2.

e.g., ,

3. -

e.g., (choice of a new generation)

, .

Page 16

Marketing Strategy

.

.

(, , , )

.

3.

Page 17

Marketing Strategy

3.

.

, .

.

Page 18

Marketing Strategy

3.

,

.

Page 19

Marketing Strategy

4. -

(corporate branding) -

(family branding) -

(product branding) -

/

(BIG), GE

,

, ,

(3, , )

GM(, , , ), BMW(3. 5. 7 , Z-3, X5)

(, , , )

, , (P&G)

, ()

, ()

Page 20

Marketing Strategy

Designers/architects Upscale, High income

Mainstream-Value seekers

Mainstream-Quality Seekers

GE HOTPOINT subbrand .

GE .

4. -

1) GE

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Marketing Strategy

2) Marriot

Marriott value brand Courtyard and Fairfield Inn Marriot . Ritz Carlton .

4.

http://www.fairfieldinn.com/http://www.ritzcarlton.com/html_corp/home/index.asphttp://www.ritzcarlton.com/html_corp/home/index.asp

Page 22

Marketing Strategy

5.

, Ivory Ivory ,

NCR NCR .

1.

2.

3. ,

Page 23

Marketing Strategy

5.

1.

2.

1.

2.

3.