04. marketing to branding
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THARAKA DIASDirector – My Media Network
MBA(USA), BBA(USA), Dip in Mgt, ACIM(UK), FAEA(Dip in AEA-UK),
FinstSMM(UK), CPM(Asia), MSLIM, PM(Sri-Lanka)
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A brand is a name, term, sign, symbol or combination of them intended to identify the goods or services of one seller or a group of sellers and to differentiate them from those of competition(AMA)
A way of differentiate a product from a mere commodity
The simplest definition is , branding is all about naming a commodity
2AOT - THARAKA DIAS
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3AOT - THARAKA DIAS
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A service – Insurance, Banks, Hotels, Schools A product – I phone, Soaps, Cars A store – Cargills, Keels super, Arpico A place – Sigiriya, Nuwara elliya A person – Sangakkara, Jayasuriya An idea – save the world, api wennuwen api An online organization – ikman.lk An organization – Maliban, Sidhalepa
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The Consumer Easier product identification Communicates features and benefits Helps product evaluation Establishes products position in the market Reduces risk in purchasing Creates interest/ character for product
The Marketers Helps to created loyalty Defends against competition Creates differential advantage Allows premium pricing Helps targeting Increases power over retailers.
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The Retailers Benefits from brand marketing support Attracts customers
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Brand recognition – the first step would be to make the consumer to identify a brand
Brand acceptance – how you should make them accept your brand
Brand Preference – consumers desire for your brand over competitors
Brand loyalty – ultimate dream of marketer. To make consumer loyal to your brand
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Individual product branding – Lux, Anchor Blanket family branding – Damro , Sony,
Phillips Combination brand names – Microsoft
Office, Microsoft Windows
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Packaging is defined as all the activities of designing and producing the containers or wrapper for a product – Kotler
5.1 functions of packaging Protection of contents from damage, deterioration or tempering As a promotional tool- by packaging attractively a marketer can get
the attention and interest of the customer Acts as a silent salesman in self service shops Instant recognition of the brand Innovative packaging creates competitive advantage User convenience –storage and carrying Provides information Compliance with government regulations Must be hygienic and environmental friendly Management information as bar codes can be used to track sales
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10AOT - THARAKA DIAS
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“ The overall purpose of marketing planning and its principal focus is the identification and creation of sustainable competitive advantage”
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A comprehensive, systematic, independent, and periodic examination of a company’s environment, objectives, strategies and activity to determine problem areas and opportunities and to recommend a plan of action to improve the company’s marketing performance.
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1. Internal Audit of Appraisal2. External Audit or Appraisal
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Marketing Financial Managerial Production New product development Technology HR Systems and Control
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PESTEEL factors Political Economical Social Technological Ecological Ethical Legal
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Who are the major competitors Their objectives and strategies Their strengths and weaknesses Market share Entry barriers
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Market size growth rates, trends and development
Customer: who are they, their choice criteria, how, when, where do they buy
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Marketing Objectives Specific Measurable Aspiration Relevant Time frame
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STP Marketing Mix Growth strategy
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Product Price Place Promotion People Physical evidence Process
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Product
Market
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Goal setting
Variance analysis
Performance Diagnosis
Corrective Action
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Type of Control Purpose of control Approaches
Annual plan control To examine whether the planned results are being achieved
•Market share analysis•Sales to expense ration•Sales analysis•Financial analysis
Profitability control To examine where the organization is making & losing money
Profitability by•Product•Territory•Customer/segment•Trade channel•Analysis of costs & margins
Efficiency control To evaluate & improve the spending efficiency & impact of marketing expenditures
•Sales force •Advertising•Sales promotion•distribution
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Type of control Purpose of control Approaches
Customer satisfaction To evaluate level of customer satisfaction
•Customer surveys •Customer complains•Sales force reports•Customer panels
Strategic control To examine whether the organization is pursuing its best opportunities
•Marketing effectiveness•Marketing audit•Marketing excellence review
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To ensure that the planned targets are achieved
Provide early warnings Allow early corrective measurement To be proactive Not to put the marketing plan in a locker
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Executive or management summaryCurrent marketing situationSWOT Marketing objectivesMarketing strategiesMarketing tactics and action planBudgets/ financial implementationEvaluation and controlcontingenciesAppendices
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Increasing turbulence, complexity and competitiveness
The speed of technological change High level of investment required to develop
new products The need for superiors to inform To obtain financial support from financial
institutions To create competitive advantage To get support from other divisions To set objectives and strategies
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It offers a road map It assist in management control and monitor of
implementation of strategy It informs all participants in the plan of their and
functions It specifies how resources are allocated It stimulates thinking and marks better use of
resources An awareness of key marketing trends,
opportunities, threats and internal strengths and weaknesses
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It assists in ensuring that the organization is customer focused
It provide contingency plans Its proactive rather than reactive
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