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Chapter SevenMarketing Services
Making Your Mark in MarCom.
Making Your Mark in MarCom.
Marketing Services• Most Marketing Services relate to Marketing
Communications • “MarCom” for short– Umbrella term for all promotional activities
other than advertising.• As marketers grow, virtually all MarCom
services are growing – New ways to market brands, and…– New sources of career opportunities
Marketing Services• Sales Promotion• Direct Marketing• Public Relations• Media Buying Services• Marketing Research• Event Marketing• Promotional Products
Who Performs Marketing Services?
• Client Marketing Department• Divisions of mega-agencies– Specialized Agencies– Division within “IMC” agency
• Specialized Agencies or suppliers
Who Supervises Marketing Services?
• At the Marketer, many options– Director of Marketing – Brand Management– Specialized Manager (Promotion, etc.)– MarCom Manager
• At Specialized Agencies… – Account Managers, Account Executives– Project Managers
The World of Sales Promotion
The World of Sales Promotion
• How Big is the World of Sales Promotion?– Measured Volume (Fees, etc.) over $100 Billion!– To put it in perspective…
Advertising 52.7%
Advertising 52.7%Consumer
Promotion 23.4%
Consumer Promotion
23.4%
Trade Promotion
18.4%
Trade Promotion
18.4%
The World of Sales Promotion
The World of Sales Promotion
– It’s actually larger…– The biggest categories • Trade discounts• Consumer Savings
– …are not included!– Overall, the Volume
is HUGE!!!
Advertising 52.7%
Advertising 52.7%Consumer
Promotion 23.4%
Consumer Promotion
23.4%
Trade Promotion
18.4%
Trade Promotion
18.4%
Other5.5%Other5.5%
How Big is the World of Sales Promotion? Measured Volume (Fees, etc.) over $100 Billion! To put it in perspective…
How Big is the World of Sales Promotion? Measured Volume (Fees, etc.) over $100 Billion! To put it in perspective…
The World of Sales Promotion
The World of Sales Promotion
• Some Top Sales Promotion Agencies Draft Worldwide (Interpublic)
Burger King, Kellogg’s GMR Marketing (Omnicom)
Microsoft, Miller, Visa Frankel (Publicis)
Frito-Lay, McDonald’s, Nestle Momentum (Interpublic)
American Express, Anheuser-Busch, GM Impiric (WPP)
AT&T, Mastercard, Mattell, Xerox
Draft Worldwide (Interpublic) Burger King, Kellogg’s
GMR Marketing (Omnicom) Microsoft, Miller, Visa
Frankel (Publicis) Frito-Lay, McDonald’s, Nestle
Momentum (Interpublic) American Express, Anheuser-Busch, GM
Impiric (WPP) AT&T, Mastercard, Mattell, Xerox
The World of Sales Promotion
The World of Sales Promotion
• Two Types of Sales Promotion– “Push” Trade Promotion – “Pull” Consumer Promotion
• Both emphasize Short-Term Sales• Two Types of Incentives– Less - Savings– More - “Added Value”
• More Product (Bonus Pack)• A Prize (Sweepstakes)• Something else (A Premium)
Trade Promotions Point-of-sale Point-of-sale
Trade Promotions
• Dealer contests Point-of-sale Point-of-sale
Merchandising the advertising
Deals and allowances Co-op advertising
Merchandising the advertising
Deals and allowances Co-op advertising
Consumer Promotions• Coupons/FSIs (Free Standing Inserts) Contests, sweepstakes & games Contests, sweepstakes & games
Consumer Promotions• Coupons/FSIs (Free Standing Inserts) Contests, sweepstakes & games Contests, sweepstakes & games Cents-off promotions Cents-off promotions
Consumer Promotions• Coupons/FSIs (Free Standing Inserts) Contests, sweepstakes & games Contests, sweepstakes & games Cents-off promotions Cents-off promotions Premiums Premiums
Consumer Promotions• Coupons/FSIs (Free Standing Inserts) Contests, sweepstakes & games Contests, sweepstakes & games Cents-off promotions Cents-off promotions Premiums Premiums Sampling Sampling
Consumer Promotions• Coupons/FSIs (Free Standing Inserts) Contests, sweepstakes & games Contests, sweepstakes & games Cents-off promotions Cents-off promotions Premiums Premiums Sampling Sampling Rebates Rebates
Consumer Promotions• Coupons/FSIs (Free Standing Inserts) Contests, sweepstakes & games Contests, sweepstakes & games Cents-off promotions Cents-off promotions Premiums Premiums Sampling Sampling Rebates Rebates Continuity
programs Continuity
programs
Consumer Promotions• Coupons/FSIs (Free Standing Inserts) Contests, sweepstakes & games Contests, sweepstakes & games Cents-off promotions Cents-off promotions Premiums Premiums Sampling Sampling Rebates Rebates Continuity
programs Continuity
programs
The World of Direct Marketing
The World of Direct Marketing
• Simply put, direct marketing occurs when you buy direct from a marketer– By returning a coupon– By calling an 800#– By responding to a mail solicitation– By shopping on the Internet– By responding to a telemarketer
who called you during dinner
The World of Direct Marketing
The World of Direct Marketing
• Sales from Direct Marketing Efforts
$1.7 trillion! $1.7 trillion!
From Lead Generation $904 billion
From Traffic Generation $212 billion Direct Order Sales $635 billion
From Catalogs - $133 billion From Direct Response Ads - $203 billion From the Internet - $41 billion
That adds up to…
From Lead Generation $904 billion
From Traffic Generation $212 billion Direct Order Sales $635 billion
From Catalogs - $133 billion From Direct Response Ads - $203 billion From the Internet - $41 billion
That adds up to…Source: DMA Economic Impact Statement 2003Source: DMA Economic Impact Statement 2003
The World of Direct Marketing
The World of Direct Marketing
• Types of Direct Marketing Companies Direct Marketers
Examples: American Express, Land’s End Direct Marketing Agencies
Example: Draft Worldwide (Interpublic) Support Services
Examples: Call Centers, Catalog Printers, List Management Services, the
Post Office
Direct Marketers Examples: American Express, Land’s End
Direct Marketing Agencies Example: Draft Worldwide (Interpublic)
Support Services Examples: Call Centers, Catalog Printers,
List Management Services, the Post Office
The World of Direct Marketing
The World of Direct Marketing
• CRM = Customer Relationship Marketing• LTV = Lifetime Value – Direct Marketers work to maximize the value of the
relationship with their customers, to get the most LTV (Lifetime Value)
• Doing all those things is “CRM”• Increased valuation of current customers is a
driving force in marketing today
Some Key Reasons for Direct Marketing’s Growth
Some Key Reasons for Direct Marketing’s Growth
• Changing consumer lifestyles – Shopping opportunity for “time-poor” consumers
• More consumer credit– Now it’s easy to buy from a direct marketer
• Better “Direct Marketing technology”– More and better lists of potential customers– Better and less expensive technology for “massaging
the database”• Media fragmentation– More cost-efficient media opportunities
Consumer Complaints About Direct Marketing
• Here are some of the current issues:• Annoyance– List removal option of DMA
• Privacy issues– Who owns your information?– Data technology raises new concerns
• Unscrupulous practices– Example: Negative option
• Major Result – The “Do Not Call” List.
The Key to Success inDirect Marketing • List Quality is Key Internal lists
Compiled by organization itself
Internal lists Compiled by
organization itself External lists
Purchased from List brokers List compilers
External lists Purchased from
List brokers List compilers
Improving Performance• Keys to improving performance are:– Improving the list– Improving the offer/incentive– Improving the messaging
• “List Enhancement” is key– Adding more “pieces” of information about
households on current list– Cleaning the list: the “merge-purge” function when
combining different lists• Continual testing against previous success to
improve results and knowledge
The World of Public Relations
The World of Public Relations
• Marketing PR (MPR)– Supports marketing efforts
Corporate PR (CPR) Deals with broader range of
issues, from investor relations to employee communications
Corporate PR (CPR) Deals with broader range of
issues, from investor relations to employee communications
Marketing PR: Product Publicity
• The Basics: The Objective - obtaining free
time or space in the media that represents favorable mention
The Objective - obtaining free time or space in the media that represents favorable mention
Marketing PR: Product Publicity
• The Basics: The Objective - obtaining free
time or space in the media that represents favorable mention
The Strategy - product publicity, like all PR, must be newsworthy
The Objective - obtaining free time or space in the media that represents favorable mention
The Strategy - product publicity, like all PR, must be newsworthy
The Benefit - the value of “implied” or “third-party” endorsement by the media
The Benefit - the value of “implied” or “third-party” endorsement by the media
Product Publicity Activities
• Press Releases (immediate news)• Technical and Case History stories• Feature stories• Press Tours– Press to Company– Company to Press
Corporate PR Activities(Non-Marketing Related PR)Corporate PR Activities(Non-Marketing Related PR)• Investor Relations• Employee Communications• Government Relations (lobbying)• Crisis Management (oil spills, etc.)• Community Relations• Advocacy Advertising (corporate point
of view on public issues)
PR Agency Ownership
PR Agency Ownership
• Top Ten PR Agencies (and ownership) PR Agencies now part of mega-agency groups PR Agencies now part of mega-agency groups
Burson-Marstellar (Y&R/WPP) Burson-Marstellar (Y&R/WPP) Fleishman-Hillard (Omnicom) Hill & Knowlton (WPP) Edelman Public Relations Worldwide (Independent) Ketchum (Omnicom) Porter Novelli International (Omnicom) Shandwick (Interpublic) BSMG Worldwide (True North/Interpublic) Weber PR Worldwide (Interpublic) Ogilvy Public Relations Worldwide (WPP)
Fleishman-Hillard (Omnicom) Hill & Knowlton (WPP) Edelman Public Relations Worldwide (Independent) Ketchum (Omnicom) Porter Novelli International (Omnicom) Shandwick (Interpublic) BSMG Worldwide (True North/Interpublic) Weber PR Worldwide (Interpublic) Ogilvy Public Relations Worldwide (WPP)
PR Agency Ownership
PR Agency Ownership
• PR Agencies now part of mega-agency groups Ad Organizations by PR Fees Ad Organizations by PR Fees
Omnicom $490.1 million Omnicom $490.1 million Interpublic $316.5 million WPP Group $230.4 million Y&R Inc. $196.4 million True North $120.3 million
Mergers Continue Y&R will be added to WPP totals True North will be added to Omnicom totals.
Interpublic $316.5 million WPP Group $230.4 million Y&R Inc. $196.4 million True North $120.3 million
Mergers Continue Y&R will be added to WPP totals True North will be added to Omnicom totals.
The World of Media Buying Services
The World of Media Buying Services• Independent companies that buy media time
and space for advertisers• Originally, an alternative to the media
department of a full-service ad agency• Evolved as media choices proliferated and
media buying became more complicated• Now mega-agencies have “unbundled” their
media departments to create competing media buying services
The World of Media Buying Services
The World of Media Buying Services• The Pioneer: Dennis Holt builds Western into #1
Bought by Interpublic Merged with Initiative Becomes model for all agencies
Bought by Interpublic Merged with Initiative Becomes model for all agencies
The World of Media Agencies
The World of Media Agencies
WPP combines Ogilvy and JWT Media Departments to form MindShare
Leo Burnett turns their Media Department into StarCom
Unbundling continues…
WPP combines Ogilvy and JWT Media Departments to form MindShare
Leo Burnett turns their Media Department into StarCom
Unbundling continues…
The World of Marketing Research
The World of Marketing Research• The Business of Evaluation– FEEDBACK is critical nourishment for marketers
• The Product is FACT, not opinion– Accurate information gathering is also critical.– Research reputations depend on the dependability
of their data
The World of Marketing Research
The World of Marketing Research• Two types of entities provide this critical
marketing information:– Internal Marketing Research Departments • At the marketer• At a full-service agency
– Outside Marketing Research Firms
Role of Internal Marketing Research Department
• Analyze company sales data• Provide short-term and long-term sales and
industry projections• Determine what primary research studies
need to be carried out• Select and hire outside research firms to
conduct surveys and provide other information
Types of Outside Marketing Research Firms• Limited-service Research Suppliers– These supply a specific type of data, often to
all major marketers. – Syndicated Research (Nielsen TV ratings)– Standardized Research (Gallup & Robinson ad
recall pre-testing studies)• Full-service Research Suppliers– Focus Groups and Surveys– “Starting from scratch” research projects
The World of Event Marketing
The World of Event Marketing
• How big is the World of Event Marketing? Sports sponsorship $5.92 billion Sports sponsorship $5.92 billion
The World of Event Marketing
The World of Event Marketing
• How big is the World of Event Marketing?
Entertainment, tours, attractions $817 million Entertainment, tours, attractions $817 million
Sports sponsorship $5.92 billion Sports sponsorship $5.92 billion
The World of Event Marketing
The World of Event Marketing
• How big is the World of Event Marketing?
Festivals, fairs, annual events $740 million Festivals, fairs, annual events $740 million Causes $700 million Causes $700 million
Entertainment, tours, attractions $817 million Entertainment, tours, attractions $817 million
Sports sponsorship $5.92 billion Sports sponsorship $5.92 billion
The World of Event Marketing
The World of Event Marketing
• How big is the World of Event Marketing?
Festivals, fairs, annual events $740 million Festivals, fairs, annual events $740 million
$8.7 billion!
Causes $700 million Causes $700 million
Entertainment, tours, attractions $817 million Entertainment, tours, attractions $817 million
That all adds up to... That all adds up to...
Sports sponsorship $5.92 billion Sports sponsorship $5.92 billion
The Arts $548 million The Arts $548 million
The World of Event Marketing
The World of Event Marketing
• Provides opportunities for:– Sampling of product– Widespread publicity in media– Unique connection w. target market
• Cause marketing: – A special type of event marketing– Example: Children’s Miracle Network
The World of Promotional Products
The World of Promotional Products
• A $16 billion business• Items with company brand or
logo on it (pens, hats, key rings)
• Higher priced items called “business gifts”
• Many uses: – Sales lead generation, trade
shows, awareness building, employee morale, etc.
Who isThe Person
Who Helps Pull All of This Together?
Who isThe Person
Who Helps Pull All of This Together?
The MarCom Manager
• Relatively new position - result of “IMC.”– Title/function more common on West Coast– Evolving as marketers’ needs evolve
• Requires “jack-of-all-trades” promotional skills and understanding of all forms of “IMC”
• Emphasis will vary by industry– High-tech - PR emphasis– Packaged goods - sales promotion emphasis – Beverages - event and sports marketing emphasis
The Future of Marketing Services
The Future of Marketing Services• With increased pressure for short-term revenue,
the need will keep growing• There will be dynamic growth in most areas– Sales Promotion - up 20%– Direct Marketing - up 15%
• Increased focus on existing customer “LTV”– More loyalty programs– More targeted programs– More Customer Relationship Management
The Future of Marketing Services
The Future of Marketing Services• New Technologies– Interactive and Information Technology – The Internet will affect everybody! – Virtually everyone will practice some form of direct
or highly targeted marketing • New Companies– Start-ups - need IMC from ground up– Start-ups will be internal as well as external
• Example: Nike buys Converseand suddenly Will Smith is wearing them in “iRobot”
The Future of Marketing Services
The Future of Marketing Services• Economics of Scale– Large Mega-agencies will have more resources – Large marketers will want more programs
• Competition– All marketing services activity will increase– Competition between services will also increase
• More Diversity– Not just in population, but marketing approach– Managing all of this will be a huge challenge!
In Conclusion…
Can Make Your Mark in MarCom.
Can Make Your Mark in MarCom.
YouYou
Questions & Discussion• Sales Promotion• Direct Marketing• Public Relations• Media Buying Services• Marketing Research• Event Marketing• Promotional Products
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