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Stanley MartinSolar Powered Hi Tech Homes
Marketing Plan Presented By
Elizabeth BenkertAaron MunkBethlehem GellanaThang NguyenMelanie SigethyAmmar Khan
Executive SummaryMission Statement
Strategic Objectives and Goals
Marketing Strategy
Financial Projection
Key Success Factors
Evaluation and Control
Strategic ObjectivesProvide the hi tech homes to customers at a low
price
Creating an efficient customer loyalty program
Capturing market share and building a critical mass of users
Creating demand by creative marketing campaigns
Expanding to new local and foreign markets
Market SituationBillions in lost productivity each year creates a
need
Favorable market conditions
Focus on individual new home buyers
Market shows an upward trend
Competitive Advantage
Market presence over four decades
Existing customer base with solar panel capacity in homes
Brand new technology offered in a package deal
Relative safety with no other direct competitors
The chance to be a trend setter and get a foothold
SWOT Analysis
Strengths
- Existing Customers, new technology, proven designs
Weaknesses
- Limited current market
Opportunities
- Expansion into new markets
Threats
- Imitators and foreign competition
Is there a Need?
Segment - Target - PositionDefining market segments
Focus on the competitive advantage
The target market segment
Value based positioning
Tying it to our Corporate Social Responsibility program
Marketing Strategy• Developing a product customers need
• Strictly based on market trends and customer input
• Pricing strategy and details
• Promotion strategy and outlets
• Placement Channels and supply chain
Financials• Early development costs
• Early market penetration costs
• Keeping conservative margin rates
Soft Numbered Income Statement
Projected Income Statement (in million dollars)
Year 1 Year 2Year 3 Year 4 Year 5
Sales $17.2 $59.5 $127.0$198.5 $312.4
Cost $20.5 $45 $75$100 $175
Margin $-3.3 $14.5 $52 $98.5$137.4
Implementation• Three phase plan
• Phase 1 – Idea to Introduction
• Focus on gaining a market share
• Phase 2- Introduction to Growth
• Focus on maximizing production
• Phase 3- Maturity and beyond
• Focus on retaining cash cow
Marketing Budget• High initial costs
• Overheads and sundries
• Focus to get to breakeven during phase 1
• The switch to less expensive marketing methods
• Goal to get Marketing budget at 10%
• Initial phase will go to 25% of sales
Key Success FactorsAn innovative energy efficient product
A very conducive target market
Existing extensive network of businesses
A well developed existing customer base
EvaluationProduct awareness within industry and public
Product development and diversification
Financial goals: short and long term
Product Awareness: Industry
•Blue Awareness:• Ideal; Positive Image; High Media levels•High Value •Unaided Brand/Product awareness • Little changes made to marketing and advertising. • Competition?
Grey Awareness:• Mediocre; Average Media levels• Aided Brand/ Product Awareness • Marketing and Advertising need improvement.
Red Awareness:• Poor • Low aided Brand/Product awareness• Marketing and Advertising strategies revised. • Research
Year 1 Year 2 Year 3 Year 40123456789
Blue Grey Red
Product Awareness: Public
Red Awareness:• Poor • Low aided Brand/Product awareness• Marketing and Advertising strategies revised. • Research
Blue Awareness• Sales on Target• Positive Image• Unaided Brand/Product Awareness• Little changes
Grey Awareness• Mediocre Sales• Mediocre Image• Aided Brand/Product Awareness
Year 1 Year 2 Year 3 Year 40
2
4
6
8
10
Blue Grey Red
Product Development
Stanley Martin Customer upgrading or moving homes
Chooses New High-Tech options
•Increased customer life value•Increased sales to current customers•Increased brand loyalty
SalesYear 1 5,000,000Year 2 25,000,000Year 3 60,000,000Year 4 60,000,000
Diversification
Reach new customersChoosing New High-Tech options
Sales Year 1 25,000,000Year 2 44,000,000Year 3 60,000,000Year 4 60,000,000
•Increased Market Share•Increased Awareness •Increased Sales
Assessing Specific Marketing Objectives
Survey Customers• Pricing?
- Satisfaction levels- Sales - Different Bundling options
• Evaluating Customer Loyalty Program; First 2 years= Rating of 6 - Purchases- Upgrades- References
Evaluating Financial Goals
Projected Sales of New High-Tech Homes
Financial GoalsProfit from sales of New High-Tech Homes
Year 1 Year 2 Year 3 Year 40
5,000,000
10,000,000
15,000,000
20,000,000
25,000,000
30,000,000
Stanley Martin Profit
Profit
Stanley MartinSolar Powered Hi Tech Homes
Marketing Plan Presented By
Elizabeth BenkertAaron MunkBethlehem GellanaThang NguyenMelanie SigethyAmmar Khan
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